The Merchant - March 2023

Celebrating

MAZE LUMBER

1848 Founded by Samuel Maze in Peru, Illinois

1886 Purchases First Nail Machine to Produce Nails from Pure Zinc

2023 Maze Lumber is the Oldest Lumberyard in Illinois

MAZE NAILS

1900 First Manufacturer to Pack Nails in 50 Lb. Boxes

1905 First Manufacturer to Pack Nails in 5 Lb. Boxes

1914 Produces the First Hot-Dipped Nails by Hand

1930 Designs and Launches Spiral Shank Nail Product Line

1934 Designs and Launches Ring Shank Nail Product Line

1955 Develops Exclusive Stormguard Double Hot-Dip Galvanizing

1996 Founded S.S.E., our Collating Division

2006 Earns Miami-Dade County Approval on Selected Roofing Nails

2008 Certified by Scientific Certification Systems for Recycled Content

2011 Fifth Hot-Dip Galvanizing Production Line Installed

2011 Highlighted on ABC News, Diane Sawyer’s Made In America

2016 Installs Second Paint Production Line for Trim Nails

2023 EVERY Maze Nail still 100% Made in the USA

AMERICA S PREMIER SPECIALTY NAIL MANUFACTURER

PRESIDENT/PUBLISHER

Patrick Adams padams@526mediagroup.com

VICE PRESIDENT

Shelly Smith Adams sadams@526mediagroup.com

PUBLISHER EMERITUS

Alan Oakes

MANAGING EDITOR

David Koenig dkoenig@526mediagroup.com

SENIOR EDITOR

Sara Graves sgraves@526mediagroup.com

COLUMNISTS

James Olsen, Claudia St. John, Dave Kahle

CONTRIBUTORS

Bob Berlage, Kim Drew, Jeff Easterling, Charlie Jourdain, Brad Kirkbride, Susan Palé

ADVERTISING SALES

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Volume 102 • Number 3

ODDS ARE

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

BY PATRICK ADAMS

THE SUPER BOWL hasn’t even started and already there are winners in the room. Chris Stapleton is singing an amazing rendition of the National Anthem and everyone is looking at their watches as he holds the word “brave,” and then there’s celebration by half the room (under five seconds won). The song ends, and the other half of the room erupts in celebration (it was under 2:05 long).

I’ve realized that “odds” have always played a big role in my life. While I would say my current life has defied the odds, it is because I would also say the odds were against me growing up. Without realizing it as a child, calculating odds quietly in my head gave me peace in otherwise stressful situations. At 8, I’m walking to school when I see five boys who look like gang members coming toward me giving me “the look.” One on one, maybe. Two on one, unlikely. Five on one, horrible. Decision—run!

I’m 16 in high school and prom has been approaching. I still haven’t mustered the courage to ask anyone and time is ticking down while the “pool” of available candidates is also rapidly shrinking. The head cheerleader oddly hasn’t been asked, but neither has the lead trumpet player in the school band. As I approach Tiffany (cheerleader) after school, I’m running the odds (I’m pretty goofy at 16, I know there’s still a good assortment of guys who still haven’t been “committed” yet, and the rejection might make for a tough rebound). I quickly retreat, regroup and ask Monica instead (trumpet player who I think smiles at me pretty regularly around the halls). She laughed and said no. So much for odds…

As I moved into the next chapter of my life, odds also played into everything I did. There were always calculations going on—yes or no, left or right, attack or retreat. I’ve learned that this is something that is ingrained in many of us. It is at the root of our most precious instinct— self-preservation. In the back of our minds, we are always assessing scenarios, calculating cause and effect, and making decisions.

For example, you have about a 1:19,000 chance of being murdered in the U.S. (a bit surprising!), but in southern Africa, it is more like 1:1,600. We’ve all played the lottery, in which you have a 1:292 million chance of winning, but you have a better chance (1:222,000) of being struck by

lightning or dying from a bee or hornet sting (1:57,000). They also claim the odds of a business failing is almost 50%... coincidently, roughly the same odds as your marriage failing.

But odds don’t always factor things like perseverance, pride, work ethic, and loyalty. It doesn’t factor in the individual. I’m sure if the odds maker told you what the odds were of being successful in the commodity lumber market, you would have taken your savings and instead bet what color will the liquid be that is poured on the winning Super Bowl coach (blue was the odds favorite, but it was purple—the longshot at +1600!). I like things—and people—who beat the odds! In fact, I make it a point to surround my life with those types of individuals because beating the odds is what gives me comfort, and faith that everything is going to turn out OK.

The point is simply this: we seem to now live in a world where every place we turn, they are trying to remind us of the worst that can happen. They would have you believe that there is very little good news to report and the forecast looks all the more gloomy. But, remind yourself that the odds are you will wake up tomorrow and have another chance to continue pursuing your dream. You will work hard and those around you will be inspired, and influenced by what you do. You will go home to your family, and when you lay down you will know that it was a good day. And this is what I call the American Dream.

Each of you allow me to pursue mine, and you also provide me the inspiration to continue forward beating the odds! And, just in case you were wondering how your hot dog bet turned out, the over-under for hot dogs consumed at State Farm Stadium during the Super Bowl was 17,000…under won at 16,300.

As always, I am inspired and humbled at how each of you beat the odds every day! Keep up the good work and thank you for the opportunity to serve you!

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

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THE FUTURE OF WOOD PRODUCTS

BY BRAD KIRKBRIDE

NATURAL RESOURCE commodities are subject to a diverse array of market volatilities that affect price, supply and demand, and softwoods are no exception. One only has to look at the price and supply fluctuations softwood lumber has experienced over the last several years—the spring of 2021 and early 2022 in particular—to see just how extreme these swings can be. While rising interest and mortgage rates indicate a slow start to 2023, U.S.-based Forest Economic Advisors forecast this to be short lived, and see optimism on the horizon with an uptick in the economy.

While this is positive news for the softwood industry and bodes well for a return to more “normal” markets, it does beg the question as to how consumers perceive these wide swings in supply and price, and whether our industry can do anything to mitigate these fluctuations. One answer we at the Western Red Cedar Lumber Association are very encouraged to see is the growing popularity of engineered WRC products.

I’ll be the first to state that engineered products are not a silver-bullet solution to the inevitable ups and downs of this industry, but they do provide a wealth of benefits and fill a much-needed void, particularly when fiber is hard to source. Consumers will always gravitate to products that do their job well, offer good value and

are readily available. Engineered WRC provides all of these advantages and more.

A number of WRCLA members have opened new niche markets in North America with engineered WRC appearance products which are available in three main product categories: engineered clear solid western red cedar, engineered T&G WRC with a clear veneer overlay, and engineered knotty western red cedar—all of which are becoming more readily and consistently available and are creating new opportunities for architects, builders and designers.

Engineered clear solid western red cedar are finger-joined and edge-glued boards designed for trim, fascia and siding and are extremely well suited for exterior cladding. These are highly popular as they are readily available in long lengths, typically 16’ and 20’, and are extremely long-lasting and exceptionally stable.

As they have color variations and are made up of a number of small pieces, boards are usually sold preprimed and are available either re-sawn or smooth textured. Engineered clear is also an excellent use of clear fiber and maximizes fiber value utilization.

A second product category, engineered western red cedar T&G products with a clear veneer overlay, is intended for designs that require the rich look of clear

WRC. These are ideal for exterior cladding or soffits, as well as interior wall or ceiling details, and are manufactured with thin pieces of high-quality, clear, vertical grain WRC veneers applied to a substrate using the same techniques and glue that’s used to manufacture other engineered building materials rated for exterior use. Like the finger-joined and edge-glued products, clear veneer overlay boards are exceptionally stable, extremely long-lasting and will provide decades of service.

They are available in 1”x4” and 1”x6” T&G with a variety of edge details. These products are very environmentally friendly and many have been approved for use in soffit applications in Wildland Urban Interface (WUI) areas in California, Oregon and other areas that require fire-resistive construction.

The third and newest engineered WRC product is engineered knotty western red cedar. These are primarily for trim and fascia applications, and are manufactured from smaller pieces of wood into long length material that’s kiln dried. They are available in 16’ and 20’ lengths and in 8”, 10” and 12” widths. They can be nailed, sanded, and sawn just like solid stock. Engineered knotty western red cedar is also being run to siding patterns like bevel, T&G and shiplap, and these products are making in-roads in markets such as Texas, where generally only unseasoned products have been sold.

WRCLA members are also manufacturing application-specific products such as hollow, engineered, solid and FJ structural posts in 6”x6” or 8”x8” dimensions; highly sustainable engineered shingle panel systems; engineered trim, and resawn and rougher-headed textured siding available in long lengths and backed by 20-year warranties.

All the products and product categories above are creating new, competitive advantages over nonwood and off-shore market products, and are helping create a consistent and abundant supply of in-demand products. To be competitive as an industry, it’s of course essential we provide customers with what they want and need; but to be viable for the long term, it’s equally important

we educate consumers on the benefits and the impact of choosing softwood products.

Wood has the environmental advantage over non-wood products by being a renewable resource with wide material applications. Wood products are sourced from sustainably managed forests, store carbon and play a significant role in combating climate change. Engineered products provide these essential benefits with the added advantage of better waste utilization and fiber recovery.

Smaller, more sustainable and quicker growing trees can be used, so there is less reliance on first growth forests. Furthermore, engineered WRC can be manufactured in closed loop plants with little or no waste; all fiber is used for the fin-

ished product or as energy.

All in all, emerging wood products like engineered WRC have a strong future in meeting consumer needs, playing a major role in climate change mitigation, as well as addressing future supply and price fluctuations in the softwood market. MM

BRAD KIRKBRIDE

Brad Kirkbride is managing director of 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).

ENGINEERED KNOTTY western red cedar siding features a rich, distinctive look, in addition to extreme durability and exceptional stability. (Photos by Western Red Cedar Lumber Association)

HELPING ARCHITECTS TO SPECIFY REDWOOD

BY CHARLIE JOURDAIN

FOR MANY YEARS, marketing and promotional focus around redwood lumber and timbers was primarily targeted to LBM dealers and distributors and the end user, namely homeowners. Recognizing a missed opportunity, several years ago Humboldt Sawmill began directing the promotion of redwood to another key audience: architects.

“Those of us in the wood industry

know the redwood story. Where it comes from, its special properties, how beautiful it is. We realized we should be telling that story to architects and encouraging them to specify redwood on high-end projects that really showcase the wood at its best,” said Jessica Hewitt, director, marketing.

In order to reach architects where they are, Humboldt Sawmill employs

a multi-pronged outreach strategy: education, events, media and technical resources.

Education

The American Institute of Architects (AIA) is the governing body for the architecture profession in the U.S. and encompasses more than 94,000 members. AIA member architects are required to earn continuing education credits each year to ensure they remain current on the latest techniques in design in the built environment and the production of construction documents. Non-AIA member architects may also need to complete continuing education requirements to renew state license(s).

Based on these requirements, Humboldt Sawmill offers three one-hour, AIA-accredited continuing education courses which are available to architects in several instructional formats. First, the courses are available free online for self-paced instruction via AECDaily.com.

Additionally, Humboldt Sawmill staff offer in-person course instruction to architecture firms and AIA chapter members in a traditional “Lunch & Learn” format.

Lastly, Humboldt Sawmill staff offer live, online webinar course instruction on specified dates and

HUMBOLDT SAWMILL sales representatives A.J. Kolarsick and Jim DiSaverio speak with attendees of the 2022 AIA Colorado Practice + Design Conference in Keystone, Co. (Photo by The Unfound Door and courtesy of AIA Colorado’s Practice + Design Conference)

times. These varied instructional formats ensure the course content is available to architects when and where they are ready to learn.

Events

Humboldt Sawmill sponsors and exhibits at architecture events including the AIA Conference on Architecture, which will be held in San Francisco, Ca., June 7-10, 2023. Regional chapters, such AIA California and AIA Colorado, host local architecture events which the

company also sponsors, exhibits at, and presents continuing education courses to attendees of the events. The company also works with the American Society of Landscape Architects (ASLA) and the Association of Professional Landscape Designers (APLD) to reach the landscape architect and design communities.

Media

As architects are a relatively narrow subset of the population (similar to physicians or pharma-

cists) a broad-based media campaign to reach them would not be efficient. Media-wise Humboldt Sawmill has focused on architecture-themed publications such as Architectural Record and Dwell as well as on digital display and native ads to reach architects online.

New for 2023 the company will utilize programmatic audio to reach architects as they listen to popular digital audio media such as Spotify.

Technical Resources

Humboldt Sawmill works with ARCAT.com and CADdetails.com to provide complete specification resources for architects and other construction professionals. These resources include BIM (building information modeling) objects, CAD drawings, and complete CSI threepart and Canadian CSC-formatted specification documents. ARCAT.com and CADdetails.com draw millions of annual users and pageviews. By placing Humboldt Sawmill redwood technical information on these sites, the company is able to reach specifiers where they are already researching building product information. MM

CHARLIE JOURDAIN

Charlie Jourdain is manager, business development for the Mendocino Companies, Santa Rosa, Ca., including Humboldt Sawmill, Mendocino Redwood Co., Mendocino Forest Products, and Allweather Wood. For more information, visit www.mendoco.com.

TROPICAL HARDWOODS were originally specified on a 10,538-sq. ft. mountainside home in Monument, Co. When the cost of the wood exceeded the homeowners’ expectations, architect Scott Harvey changed the specification to redwood.

CLEAR REDWOOD pattern stock was used on the exterior siding and interior paneling of the home of a busy family in Monument, Co. (Photos by Kelly Edmondson and courtesy of Humboldt Sawmill Co.)

“IN ORDER TO REACH ARCHITECTS WHERE THEY ARE, HUMBOLDT SAWMILL EMPLOYS A MULTIPRONGED OUTREACH STRATEGY: EDUCATION, EVENTS, MEDA AND TECHNICAL RESOURCES”

SEE THE FOREST FOR THE TREES

------------ BY BOB BERLAGE

THIS YEAR marks my 50-year anniversary in the forest products industry, as well as my 40th year working in the redwood forests on the Central Coast of California. These pending milestones have caused me to reflect on my industry and my observations during this time.

One thing that stands out is how disconnected most of our population has become regarding the countless products we use. This includes how they are produced, where they come from, and what are the implications to the environment—and the planet, for that matter. This disconnectedness is not a harsh criticism. It is more a recognition of countless recent changes in society. Two hundred years ago approximately 85% of the population of the United States was procuring at least some of their own products necessary for survival. They grew gardens, had farm animals, had their own wells or water systems and cut trees for fuel and lumber.

Today, agricultural technology has advanced to the point where a small percentage of the population can produce these essential commodities for a vastly larger population. This has freed people and industries to expand in other areas. Jobs became available in large population centers, which went hand in hand with the technological/industrial revolution. Disconnectedness was a predictable outcome given this transformation.

In my career I’ve had numerous

conversations with people who are passionate about the issue of cutting trees. Some of these conversations have been congenial. Some not so much. The level of passion has been particularly elevated here on the Central Coast where the primary merchantable timber is coastal redwood. What are the most honest and factual things I can say in such discussions?

First, I try to explain our involvement as consumers. In 2007 the California Forest Products Commission calculated that the annual per capita consumption of forest products was 720 bd. ft. That is, a tree 24” in diameter at the base and 100 ft. tall. California has about 40 million residents. Imagine a stack of 40 million trees that size. That is what Californians consume in a year. They will consume the same amount next year and each year after that. As recently as 1980, California was self-sufficient in forest products. Today, 80% of the forest products Californians use comes from other states and countries. The disparity is not because California has run out of trees.

There are multiple factors. The cost of business is high in California. This includes complying with the California Forest Practice Rules, which are more stringent than other areas. California’s forest products infrastructure has declined. This contributes to products being imported. This should concern people who don’t want trees cut in their area. There are significant

environmental consequences associated with transporting products from distant lands. Not only does that transport produce significant greenhouse gas emissions, as Californians we usually have little or no say in how that logging is conducted.

Lastly, I try to explain that wood is one of the truly renewable and sustainable products we consume. Here on the Central Coast our local forests are annually producing forest mass four times faster than it is harvested. Recent wildfires have altered the equation, but the system will restore itself very quickly.

After my first two years falling timber on the Central Coast (198384), I meticulously kept track of every tree I cut. After two years, I calculated my average tree size was 720 bd. ft. Today, harvesting trees in the same area (and on many of the same acres) the average per-tree volume coming into our sawmill is over 1,300 bd. ft. From my perspective, this is a testament to our selective harvesting practices and proof that both wood and forests are truly sustainable. MM

BOB BERLAGE

Bob Berlage is communications director for Big Creek Lumber, Davenport, Ca. (www. bigcreeklumber.com).

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JUST ASK FOR IT

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

WE NEED TO BE comfortable asking for things. So many sellers are not. Why?

Fear of Being Too Pushy. The number one fear of salespeople is the fear of being too pushy. This leads many to bend over so far backwards not to be pushy that they don’t ask for anything, or they ask in such an oblique way, it is not clear what they are asking for.

Fear of Rejection. We didn’t like “no” at 2, we didn’t like getting rejected at 17, and we continue not to like it as adults.

Parental/Societal Training. Many of us are taught not to ask for things all the time. We came from humble beginnings. We didn’t have a lot of money for extras. That didn’t stop me and my siblings from wanting those extras. “Gimme, Gimme, Gimme, that’s all you say, quit asking me for things all the time!” said my harried mother. This training is difficult to shake.

Get Comfortable with Asking

Sales is a transfer of emotion. Sellers that struggle transfer their uneasiness with the sales process to their potential customers and wonder why it seems like everyone they contact is in a hurry to end the meeting or the phone call.

Master Sellers, on the other hand, are comfortable. They know they bring value and transfer this comfortableness to their customers. “Talk to them like a brother,” Terry Lane told me in 1983 in our first and only 10-minute sales training before he threw me on the phone.

And when we listen to Master Sellers that’s exactly how they talk to their customers; they talk in a comfortable, easy and normal way that puts the customer at ease.

Asking for the Buyer’s Name

We need to ask specifically for the buyer’s name. Many sellers ask this way: “I was wondering if I could speak to the person who does the lumber buying.”

There are a couple of problems with this. Number one, unless the buyer answers saying, “Hello, this is Susan,” we can’t greet them by name. Number two, often sellers will launch into information gathering and then awkwardly have to ask for the buyer’s name at the end of the call. Number three, when we call back we can’t ask for them by name— essentially starting at ground zero.

Asking About Volume

The biggest mistake in prospecting is the failure to qualify on volume. If we fail to qualify customers on the volume they use, we will wake up six months from now with half of our account box being too small. It happened to me as a it happens to many sellers.

When They Dodge Our Questions

One of my sharpest students said, “When they dodge your question put a smile on your face and ask again in a different way.” She is correct. Example:

Us: “Bob, how much of that are you using on a monthly basis?”

Bob: “Oh, we go through a fair amount.”

Us: “Bob, I know you don’t know exactly, but ballpark how much do you use?”

Bob: “Well, it really depends on how many orders we are getting.”

Us: “OK, more or less than five truck loads?”

Bob: “Oh no, we use about 10 trucks a month.”

Asking for the Order

The wrong way:

“I’ve got a truck of 2x4 16’s I can get into you at $650/MBF, whaddya think?”

“I’ve got a truck of 2x4 16’s I can get into you at $650/MBF”… then silence waiting for the customer to buy…

The problem with both of these approaches is they work. They just don’t work as well as asking simply for the order. Master Sellers ask for the order in a relaxed and natural way. Their tone is naively, assumptively positive; it sounds like they know the customer will say yes.

Master Seller: “John, I’ve got three trucks of 2x4 #2 16’s. We are within 10% of a five-year low on 16’s, you love this stock, and the market is moving on 16’s, how many of these can you use?”

Nothing tricky or fancy; just asking like you asking your college roommate to go to a party with you.

We need to be comfortable asking. I don’t often quote the Bible, but I think Matthew 7:7 says it best: “Ask and you shall receive.”

James Olsen is principal of Reality Sales

Portland, Or. Call him at (503) 544-3572 or email james@ realitysalestraining.com.

JAMES OLSEN

Training,

COMPENSATION & BENEFITS TRENDS FOR 2023

BY SUSAN PALÉ

FROM RETURN-TO-OFFICE, which was Glassdoor’s Word of the Year, to quiet quitting, 2022 introduced us to several new labor market concepts. It’s still too early to predict what terms will define our workplaces in 2023, but here are a few labor market trends to look for in the year ahead.

#1 – Where Are Your Employees? – Way back in 2019, that would have seemed a really dumb question. Now? Well, it’s complicated.

The number of employees working remotely on a fulltime or part-time basis continues to increase. A recent McKinsey American Opportunity Survey reported that 58% of survey respondents work remotely at least part-

Q. Two of my employees are in a known romantic relationship. Should I acknowledge their relationship?

A. Finding love at work is a pretty common phenomenon. Despite the prevalence of consensual relationships at work, there are things you should consider including having employees read and sign a Consensual Relationship Policy. This policy could include that:

• the relationship is truly consensual.

• all parties to the relationship are aware of the company’s code of ethics, sexual harassment, and non-discrimination policies.

• all parties will conform to the company’s code of conduct policy and will maintain a strict professional demeanor while at work or at work functions.

• employees in a supervisor/subordinate relationship will be reassigned so that no formal line of authority exists within the relationship.

• the repercussions of not complying with the Consensual Relationship Policy includes discipline up to and including termination, and that the burden of adherence to the policy falls largely and squarely on the highest-ranking employee in the relationship.

time. 38% of respondents to the same survey work remotely full-time. That’s a really high percentage, especially considering that some industries with large numbers of employees (e.g., hospitality, construction) often can’t offer much opportunity for remote work.

One thing several workplace trends surveys have in common is that the need for flexibility is, and will continue to be, high on the list of what employees want. Flexibility doesn’t just mean the opportunity to work from home, but also includes four-day work weeks, split schedules (e.g., work in the morning, take time off to pick up kids from school, go back to work either in the office or from home), and other opportunities that allow employees more control over their schedules.

The location of employees is also linked to pay differences. Historically, it has been common for organizations to pay employees based on the employee’s location. A recent survey by the Economic Research Institute reported that 70% of responding employers use some type of pay differential by location. If you’re hiring remote workers, you will need some type of market data for the location of candidates in order to set a fair, competitive compensation level. There are also some remote workers who really don’t have a “home.” They might spend winters skiing in the west, a few months at the beach, and maybe a few months out of the US. Determining fair, competitive compensation levels for these employees will be a significant challenge for employers.

#2 – Workplace Surveillance – This is new to our “Issues and Trends” list, but it’s probably going to be on the list for quite a while. The rise in remote and hybrid work has resulted in a significant increase in workplace surveillance activities by employers. A recent survey conducted by Digital.com reported that 60% of employers with remote workers use some type of monitoring software to track employee activity and another 17% are considering it.

Sales of employee monitoring software have grown exponentially since 2020, and the market for this type of software is now valued at $1.1 billion.

Employee surveillance is a large component of what Microsoft’s Satya Nadella has termed “Productivity Paranoia.” Simply put, Productivity Paranoia refers to management uncertainty that employees are working as effectively as they can when they can’t physically see them.

Lawmakers and regulators are already considering actions to protect the privacy rights of employees. The Massachusetts State Legislature recently introduced a bill aimed at protecting employees from “non-consensual capture of information or communications within an individual’s home.” At the federal level, the Worker Privacy Act, originally drafted in 2020 and designed to require employers to report what types of employee data they collect and why, hasn’t gained much support for passage but may gain increased momentum as this issue becomes more important to both employers and employees.

#3 – Impact of Dobbs v. Jackson on Employers and the Workforce –It

has now been eight months since the Supreme Court issued the decision that overturned Roe v. Wade. Few of the questions raised by this decision have been answered—and many more have arisen.

The decision returned the power to regulate abortion to individual states. More than a dozen states had “trigger bans” in place that would take effect if Roe v. Wade was overturned. Some of this legislation has been blocked at least temporarily by litigation, but eight states have now implemented total or near-total abortion bans.

Abortion is now classified as a crime in Texas and Oklahoma. This means that abortion providers may be charged with a crime, as can the woman receiving the abortion. This raises an important issue for employers—how can policies and benefits be put in place that support employees who may seek an abortion, but are unable to do so because of laws in the state where they live or work?

What employers need to do:

Style and Simplicity

• Develop and implement compensation and related policies and practices that support a hybrid workforce and recognize the need for wage differences in different geographic areas.

• Develop and provide clear, consistent communications surrounding the use of employee surveillance. Keep abreast of state and federal legislation—this is largely an unregulated area that will come under increased legal and legislative scrutiny.

• Consider what short- and longterm actions you may need to take to attract and retain women in your workforce.

SUSAN PALÉ

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

SHOULD WE PROACTIVELY LEAD THE POST-COVID ADJUSTMENTS?

------------ BY DAVE KAHLE

VERY SOON we’ll be confronting the next wave of change as our companies and our jobs lurch back to something resembling pre-covid normal. The question in the back of every executive’s mind is this: How do we handle the post-COVID changes?

Specifically, we’ll have to accommodate things like employees who have been working from home, customers who wouldn’t see salespeople, and a whole raft of other issues. While there will be as many adjustments as there are people, before we start reacting to what everyone else wants to do, it may be appropriate to spend a little bit of time conceptualizing what we want to have happen.

Change = Opportunity

Every change is an opportunity to create a more positive, larger change. For example, I have often been involved in refining a sales force’s compensation plan. Every time we refine a sales compensation plan, it brings with it an opportunity to restructure the way sales territories are defined, or maybe the way tasks are split between outside and inside sales, or some larger and more impactful issue. So, the smaller change—sales compensation—opens the door to a larger, more systematic change.

That smaller change works sort of like a pry-bar when you are removing moulding. Once you’ve used it to open a small gap in the structure, that gap can be lengthened to encompass the whole piece. So, a smaller change in the structure of an organization often opens up the spec-

ter of a larger, more strategic and impactful change. It’s easier to make a big change in the middle of the implementation of a smaller change.

People want leaders

Most people want confident leaders, and confident leaders point the way to a different and better situation in the future. And, typically, it is the leader’s job to describe that situation and point others to it. In other words, leaders create the vision of a better future, and lead people to it. Leaders don’t react, they proact.

Let’s apply these two thoughts to the post-COVID adjustments: Now is the time to proactively define the structure and culture you want, and help your people adjust to the new reality. Rather than reacting to every employee, customer and vendor’s wishes, first create the structure you want, and nudge people toward it.

For example, you may say that in the post-COVID world, you want everyone to work in the office, together, at least two days a week. When some of those employees who have been working at home indicate they want to continue working from home, you describe your structure, explain your rationale, and have them adjust to it.

Or you may want your field salespeople to spend a day or two a week making remote sales calls via Zoom or other video technology. So, set up the system, put in place the tools to measure that, and let your salespeople know of your new expectations. Change the structure to meet your view of what the world will demand.

What you will have done is this: You will have used this small change to create a bigger, more impactful change. You will have described the world as you want it and nudged your people into it. Instead of reacting to every individual’s whims, you will have defined the future, and then led them to embrace that.

Leaders lead, and now is the time to lead. Take time to conceptualize the structure, routines and habits you want to incorporate into your business, describe them specifically, develop the rationale for them, then prod your people into them. When people start emerging from the COVID fog, be ready with a structure and culture for them to engage.

Rahm Emanuel, when serving as Obama’s chief of staff, was famously quoted as saying: “Never let a crisis go to waste.” While his content was politics, the principle applies in many circumstances—one of which is business management.

Use this opportunity to build the structure that will serve you well in the post-COVID world.

DAVE KAHLE

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

3 QUESTIONS: WESTERN WOOD SERVICE’S KIM MERRITT

THIS MONTH, the Northeastern Lumber Manufacturers Association visits with Kim Merritt, director of the SPIB (Southern Pine Inspection Bureau) Treated Division and its Western Division, Western Wood Services (WWS). Their Treated Wood Quality Audit Programs provide third-party inspection services to help treated wood producers meet industry-approved standards.

She also manages the SPIB Chemical Laboratory, which supports the wood products industry through our quality control analytical services, participating in standardization activities, training in good laboratory practices, and performing research and product evaluation testing.

1 What is the No. 1 challenge you see in the lumber industry today?

Merritt: CHANGE. No one likes to change. Well, like it or not, our industry is changing. Preservative systems are evolving, plant laboratories are now required to perform more complex testing, and we should always be committed to improving our product evaluation.

Our industry is old, and our greatest challenge in quality control is to break the paradigm of doing things the same way because that is “how we’ve always done it!”

2

What’s the No. 1 thing retailers need to know about treated wood?

Merritt: At the risk of sounding like the Saturday morning cartoon School House Rock, “Knowledge is Power!”

Treated wood must be used in the proper application. I encourage retailers, as they have the closest contact with the consumer, to be informed and committed to empowering the users of our products with the knowledge they need to use the right treated wood in the proper application.

A wealth of information and educational resources are available to building material dealers and retailers, code officials, specifiers, homeowners, and all users of treated wood! The American Wood Protection Association (www.awpa. com) has an entire section of its website dedicated to providing technical and educational materials regarding treated wood standards and the proper use of treated wood. These materials include a residential infographic that helps consumers understand treated wood labels and select the right preserved wood for their specific project.

Many other industry support organizations are dedicated to educating the public, such as SFPA (www.southernpine.com), Western

Wood Preservers Institute (preservedwood.org), third-party inspection agencies, chemical manufacturers as well as the producers of treated wood. Here’s where I get on my soapbox and encourage everyone to take advantage of these organizations and use their support to inform and guide consumers—it will set up treated wood producers, distributors, and users for continued success and sustainability!

3 What trends are you seeing in the industry?

Merritt: It is an exciting time for me! From my perspective, I see a tremendous movement towards approaching quality control as a team. I’m incredibly proud of the partnerships between SPIB and our subscribers. SPIB subscribers are passionate about producing quality products and value the information SPIB provides to achieve their quality vision. This aspect of my job is what I enjoy the most.

The training, the sharing of data with our innovative web-based tools (Data Connection), and working together with our customers to ensure that, with hard work and dedication, the SPIB mark is and will always will be a symbol of quality.

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

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SPI PLANS HUGE EXPANSION IN EUGENE

Sierra Pacific Industries, Anderson, Ca., will make significant investments at its manufacturing site in Eugene, Or., building a new cutting mill and a state-of-the-art stud mill to replace the existing sawmilling facilities.

When complete, the Eugene complex is expected to be one of the largest in the U.S with an annual production capacity of 650 million bd. ft., compared with the existing capacity of over 350 million bd. ft. The new operation is expected to continue to employ the over 300 people who work at the Eugene site, in addition to supporting many other indirect jobs.

“Sierra Pacific is energized about this opportunity to continue to provide quality, renewable wood products to meet the anticipated increased demand for housing and other societal needs,” said Todd Payne, SPI’s president of lumber. “This project will make our Eugene mill site one of the largest and most modern sawmills in the United States, continuing to build our

momentum in growing our position in a critical market while maintaining our commitment to sustainably grown and manufactured wood products, and our talented, hard-working crewmembers.”

SPI acquired the Eugene site as part of its acquisition of Seneca Sawmills in 2021, and almost immediately began plans for expansion.

Construction of a new trucking facility and a new engineering, technology & fabrication facility are underway, with completion estimated this fall. These new facilities will expand efficiencies for the site and support the design, fabrication and construction of the new sawmills.

The new mills are planned for construction offline, alongside existing mill facilities. This will allow SPI to maintain full employment and operations during construction, moving into the new facilities as they are completed.

The new sawmill is expected to be completed in 2025 or 2026, contingent on securing of needed permits and approvals.

Stimson Lumber Co., Portland, Or., has reduced production by 30% at its mills in Clatskanie and Forest Grove, Or.

SmartLam North America is investing $24 million to fully automate its cross-laminated timber facilities in Columbia Falls, Mt., and Dothan, Al, which will enable each location to produce 2 million cu. ft. annually.

Aspen Planers restarted its Merritt, B.C., mill Feb. 1 after a near-two-month closure. Until permit applications are approved, the facility will process coastal cedar logs instead of its usual Interior fiber.

JB Wholesale Roofing & Building Supplies, a division of SRS Distribution, opened a new location in Santa Barbara, Ca., its 21st in Southern California.

Hunter’s Ace Hardware, Boise, Id., held a grand opening on Jan. 23 (Todd Hunter, owner; Rilen Luna and Mollie Frisch, store mgrs.).

Caribou Jack’s Trading Co. opened a 13,500-sq. ft. hardware store in Pocatello, Id.

Neal Creek Forest Products opened a second location in The Dalles, Or.

Nova USA Wood Products, Portland, Or., has been named exclusive distributor of Rhino Wood modified timber throughout North America.

Ganahl Lumber, Laguna Beach, Ca., is now stocking Mulasticoat waterproofing products.

Campbell Global, Portland, Or., recently acquired three properties in the Southeastern U.S. totalling over 250,000 productive acres of high-quality, commercial timberland valued at over half a billion dollars.

Spenard Builders Supply, Sitka, Ak., was presented the 2022 Best Business Award by the local Chamber of Commerce.

Rawson Builders Supply, Las Cruces, N.M., is celebrating its 50th anniversary.

Derrick Coder has been promoted to president of Forest City Trading Group, Portland, Or. Jacob Twain replaces him as CFO. Coder succeeds Craig Johnston, who will continue to serve as CEO until Feb. 1, 2024, at which point Coder will also become CEO. Johnston will continue to serve as the chairman of the board.

Ken Schmitt has been promoted to distribution chief operating officer for Woodgrain, Fruitland, Id. Jason Palmer, ex-Spectrum Brands, is now Southwest sales mgr., overseeing the outside sales teams at Woodgrain’s Phoenix North, Phoenix South, and Albuquerque branches.

Lucas Rink, ex-Direct Lumber & Door, has joined the outside sales team at Builders FirstSource, Fort Collins, Co.

Todd Axling, ex-Advanced

Tom Giallanza, ex-Boise Cascade, is now area mgr. for Jones Wholesale Lumber Co. in Phoenix, Az.

Todd Lund, sales mgr., Douglas County Forest Products, Roseburg, Or., is retiring after 45 years in the industry.

Mike Olosky, president and CEO, Simpson Strong-Tie, Pleasanton, Ca., has been appointed to Simpson Manufacturing Co.’s executive leadership team as CEO. James Morrill, ex-Trussway, is a new senior building technology implementation & support specialist, based in Ogden, Ut.

Owen Nostrant, longtime general mgr. of Roadside Lumber, Agoura Hills, Ca., has been promoted to director of processes & continuous improvement for parent company West Coast Lumber. Sales mgr. Joe Figueroa is the new GM for Roadside Lumber.

Cyndi Robinson has been promoted

Dave Hughes has joined James Hardie Building Products, Seattle, Wa., as an account mgr. Tyler Cowhick has been promoted to national strategic account mgr., based in Denver, Co.

Marcel Bordeaux is new to window and door sales at Golden State Lumber, Berkeley, Ca.

Jeff Neal has been named chief financial officer at Nova USA Wood Products, Portland, Or.

Norm Hall is now environment, health & safety mgr. with Mendocino Forest Products, Ukiah, Ca.

Kristana Becherer, Roseburg Forest Products, Springfield, Or., has been promoted to western region environmental mgr. Adam Filippone is now reliability mgr. in Weed, Ca.

Steven Donnelly has been promoted to continuous improvement mgr. at Milgard Windows & Doors, Tacoma, Wa. Miles Snider was elevated to senior sales rep.

Brice Callison was appointed general mgr. of Clear Choice Windows & Doors, Portland, Or.

Stephanie Lyons, ex-Warmington, has joined ABC Supply, as West region-business development mgr., based in Southern California. Jason Conover has been appointed branch mgr. in Post Falls, Id.

Nicholas Wade has been named human resource director, western lumber, engineering & reliability for Weyerhaeuser Co., Seattle, Wa.

Eman Shokeh, Dixieline Lumber, San Diego, Ca., has been promoted to merchandising assistant.

Sara Ryndfleisz has joined Alpine Doors & Windows, North Ogden, Ut., as interim operations mgr.

Crystal Gravelle was appointed store mgr. at Seright’s Ace Hardware, Post Falls, Id.

Kathleen Skelly, Johns Manville, Denver, Co., has been promoted to account mgr.

Dan Lindahl, ex-Newell Brands, is now director of sales, national builders for HB&G Building Products, San Antonio, Tx.

Carina Calhoun Harlow, Behr Paint, Santa Ana, Ca., has been promoted to senior mgr.-public relations & corporate communications.

Rick Johnson has been named the first-ever chief digital officer for Marvin, Warroad, Mn. Malorie Drugg has been promoted to VP of marketing, Tim Kasten to VP of sales, and David Goulet to VP of research & development and product management.

Allison Flatjord was promoted to VP of e-commerce for Do it Best, Fort Wayne, In. She replaces Nick Talarico, who was promoted to executive VP of sales & marketing. Tracey Mazock is now managed marketing specialist. New are: Steve Tonelli, LBM business development mgr.; Cody Brigham, e-commerce store operations specialist; and Brigitte Ford, consumer marketing specialist.

Andy Arnsman has been promoted to director of sales-pro channel with ODL, Inc., Zeeland, Mi.

John T. Lucas has been appointed senior VP, chief HR officer for Stanley Black & Decker, New Britain, Ct.

Laura Kohler has been named chief sustainability & diversity, equity & inclusion officer for Kohler Co., Kohler, Wi.

Matt Salmon, former Idaho state legislator and Congressman, has been appointed to the board of directors for Restoration Forest Products, Phoenix, Az.

Laura Byrne-Harris has been promoted to VP of merchandising & marketing for Westlake Ace Hardware, Lenexa, Ks. Jennifer Schadegg is now director of merchandising.

James Tobin, National Association of Home Builders, will be a featured speaker at National Lumber & Building Material Dealers Association’s spring meeting & legislative conference March 28-30 in Washington, D.C.

Brian McPheely, Pratt Industries, Conyers, Ga., was elected chair

of the American Forest & Paper Association, succeeding Christian Fischer, Georgia-Pacific, Atlanta, Ga. Howard Coker, Sonoco Products Co., is now 1st vice chair, and David Sewell, WestRock Co., 2nd vice chair.

Daniel Rodriguez, trader at American International Forest Products, Beaverton, Or., was among the guest speakers on an athletics alumni panel during Oregon State University’s recent student leadership conference.

Lois Price has instituted new cost-cutting measures at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus

Pine

Patrick Lumber Company is a secondary manufacturer and exporter of niche high-grade softwood products sold to a network of worldwide distribution.

LYNX EQUITY BUYS BUSE TIMBER

Buse Timber & Sales, Everett, Wa., has been acquired by the Toronto-based private equity firm Lynx Equity Ltd.

Lynx will partner with existing management, led by president Tom Buse and CFO Diana Martin.

Founded in 1946 by brothers Norm and Delmer Buse, the company predominantly serves the West Coast and operates in niche commercial markets that demand beams, trusses and crossarms, including lumberyards, railroads, bridge builders, and treating plants. Buse is one of the few sawmills that can process large logs to its clients’ specifications while carrying a significant amount of inventory, allowing it to fulfill multiple orders on short notice.

“Buse Timber & Sales is one of two remaining lumber sawmill manufacturers in Everett,” said Tom Parks, president of Buse. “In selling to Lynx, Timber will keep the historic landmark and its employees in operation as a sawmill for years ahead. As president, I am extremely grateful and proud that Lynx will keep the Buse name, which has been a symbol along I-5 since the freeway was constructed in 1965.”

The acquisition will bolster Lynx’s holdings in the wood remanufacturing market, joining sister companies Winfield Wood & Lath, Kelowna, B.C., and Yellowhead

Wood Products of Alberta, Canada.

“Welcoming Buse to the evergrowing Lynx family enables the strategic expansion of our portfolio into the wood remanufacturing space, all the while having a strong foothold in the most active U.S. market, the Pacific Northwest,” said Andrea Natarelli, Lynx’s senior M&A associate.

Lynx specializes in acquiring small and medium-sized businesses from owners looking to retire or seeking strategic opportunities.

WESTLAKE ACE EXPANDS INTO OC

Westlake Ace Hardware has signed a lease agreement to open a new store in Placentia, Ca.

Westlake Ace currently owns and operates five locations in Southern California, with plans to open three additional stores in Glendale, Porter Ranch, and Simi Valley in 2023.

Renovations will begin this fall at the former site of a Big Lots in Placentia, with an anticipated soft opening later in the year. It will feature approximately 20,000 sq. ft. of retail space.

“We are excited to show our new customers in Placentia how we live the Ace Helpful Promise every day through reliable service, helpful advice, and the products they need to get their projects done right,” said Joe Jeffries, president and CEO of Westlake Ace Hardware. “We are thrilled to be joining this communi-

ty as a friend, a trusted neighbor, and an employer.”

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

AFTER SECOND FIRE, R-Y GIVING UP ON MONTANA SAWMILL

R-Y Timber has decided to pull the plug on its sawmill in Livingston, Mt., about a week after a second structure fire at the site.

The first fire erupted Sept. 12 at the yard’s planer mill. R-Y opted to rebuild and was about a month away from restarting the new planer when a second fire broke out in the early morning of Feb. 7. This time, the blaze damaged the sawmill itself, destroying its roof.

With no planer and no mill, R-Y estimated it would take a full year before it could return to normal operations. In the meantime, logs were ready to mill and rough cut boards were waiting to be planed. They would begin deteriorating if not attended to sooner.

So, R-Y decided to shut down. The company closed its Townsend, Mt., sawmill in 2020.

“Growing beyond measure.”

DO IT BEST EXPANDING OREGON DC

Do it Best has broken ground on a major expansion of its Woodburn, Or., distribution center to support member growth along the West Coast. The multi-year project will grow the space by about 50% and will dramatically increase the company’s efficiency and responsiveness with state-of-the-art systems and equipment.

“Driving growth is central to our success,” said president and CEO Dan Starr. “Together, we’ve been achieving that by selling more of the right products to our member-owners, helping them sell more of those products to their customers, and welcoming even more members to the Do it Best family. All of these initiatives have led to record sales

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and new member growth over the last several years.”

To sustain that level of growth, Do it Best has committed $100 million in infrastructure investments to support its members’ needs. That includes a next-gen warehouse management system, a new distributed order management system, and a streamlined core financials package.

“We’re building out our capacity within our warehouse network, beginning with our Woodburn distribution center. Warehousing technology has continually advanced and we’ve partnered with industry leaders to further enhance our operational excellence,” said vice president of logistics Tim Miller.

As part of the project, Do it Best is also increasing work and office space for their teams in both the warehouse and their regional lumber office as the company gears up for additional growth in hardlines and lumber & building materials.

“We’re committed to building and maintaining the facilities, equipment, and systems necessary to support all our members’ growth,” Miller said.

DO IT BEST will spend $100 million to double the size of its Woodburn, Or., distribution center.

MX UNVEILS NEW E-PLATFORM

MaterialsXchange has launched its new e-commerce platform.

The updated marketplace, at materialsxchange.com, offers a streamlined ordering process where suppliers can list products either as an “ask” or a “bid,” and buyers can receive alerts or order products directly. The technology, powered by Mickey, is designed to make the process for buying or selling wholesale and large-order LBM easier and more efficient—with real-time order tracking and pricing transparency.

SUSPECTED LUMBER THIEF NABBED

A suspect has been arrested on suspicion of defrauding Berry Lumber Co., Sacramento, Ca., and sister company Berco Lumber of

thousands of dollars on multiple occasions.

Berry Lumber alerted the Sacramento County Sheriff’s Office in July of multiple fraudulent lumber purchases totaling approximately $8,000, and provided surveillance video that captured the incident. Investigators determined that both Berry Lumber and Berco Redwood sustained additional losses at other locations. Detectives identified James Eugene Smith as one of the suspects, and arrested him without incident on Jan. 25.

He was booked into the Sacramento County Main Jail for grand theft and unlawful use of personal identifying information. He posted bond and was released from custody hours later.

NEW SACRAMENTO AREA ACE HARDWARE TIPS CAP TO SON

This summer, Jessica Greenfield is opening Miller’s Ace Hardware, Citrus Heights, Ca., named after her 14-year-old son, Miller Greenfield.

The owner hopes to have a soft opening for the 14,230-sq. ft. store as early as July.

Her son has become a local celebrity of sorts. The boy is battling a rare disease, dystonia-deafness syndrome ACTB, and his wish was to become a sworn police officer. Two years ago, his dream came true when he graduated from the Sacramento Police Academy’s Class 19BR-1 and was named an honorary sergeant.

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GM NOW CO-OWNER OF CARPINTERIA LUMBERYARD

Jason Minteer, longtime general manager and vice president of Carpinteria Valley Lumber Co., Carpinteria, Ca., is now part owner of the company.

He joins principal owner and CEO William Reyner.

Minteer has been with Carpinteria Valley Lumber since 2008 and took over as VP in 2016. In total, he has 35 years of experience in the construction industry, including at Santa Barbara Stone & Masonry.

The store has already begun remodeling and adding new merchandise. Next up will be a makeover of the garden center.

In addition, the company recently promoted Jared Contente to operations manager. Contente has been with the organization for eight years.

BLAZE KNOCKS OUT IDAHO SAWMILL

The Evergreen Forest Products sawmill in Tamarack, Id., was closed following an early-morning fire on Feb. 13 at the facility’s main building. The Tamarack Mill suffered “extensive damage” to the building and was likely to remain down for up to two weeks.

Investigators are searching for a cause of the blaze, which evidently started in an electrical control panel that feeds power to the operation’s two bandmill headrigs. The major equipment reportedly was spared, with damage limited to control panels, computers, scanners and the roof and side of the building closest to the headrigs.

No injuries were reported.

According to Rodney Krogh, president and CEO of Tamarack Mill, the hope was that the facility could restart on a smaller scale within two weeks. Partial production would yield about 200,000 bd. ft. of lumber a day—about half of a day’s normal production.

It is forecast to take about three to six months for the mill to return to full production.

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SIMPSON STRONG-TIE was recognized by the Building Talent Foundation as a 2022 Industry Champion during the recent International Builders Show in Las Vegas, Nv., for its commitment, contribution and collaboration in building a sustainable workforce in residential construction. On hand were (left to right) Roger Dankel, EVP, North American sales, Simpson Strong-Tie; Branka Minic, CEO, Building Talent Foundation; Tina Haro, SST senior national builder mgr.; and SST CEO Mike Olosky.

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

Sierra Pacific to Acquire Seneca

Sierra Pacific Industries, Anderson, Ca., has agreed to acquire Seneca, Eugene, Or., and affiliates, combining two complementary, family-owned forest products businesses with strong historical roots on the West Coast.

Do it Best graduated the inaugural class of its LBM Academy on Feb. 23, equipping nearly 50 home center and lumberyard employees from across the country with proven techniques to more effectively drive sales with their pro customers.

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

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

Founded in 1953, Seneca operates a 175,000-acre sustainably-managed tree farm, sawmills, and a biomass plant in Oregon. SPI, a leading lumber producer that manages over 2.1 million acres of timberland in California and Washington, as well as manufactures millwork, windows, and renewable energy. The combination of two highly complementary businesses with deep expertise in forest products will result in increased efficiency and significant benefits to employees and customers.

team members. The newly designed format was created to take advantage of the training and collaboration opportunities available at its new headquarters in Fort Wayne, In. Coursework over three intensive days of training included a leadoff session by construction industry

“Aaron Jones and Red Emmerson are both icons of the wood products industry. They were also friends and had a deep mutual respect for each other as industry leaders,” said Seneca CEO Todd Payne. “This proposed transfer makes so much sense given the companies provide complementary products, and have shared family values and company culture.”

long, frigid winter climate, coupled with a short summer season, produces hardwoods with very tight growth rings. This creates lumber with outstanding color and fine texture, which is ideal for applications ranging from furniture, cabinetry and doors to flooring, paneling and more.

“There are many markets in which buyers use some market statistic to judge the quality of prospective purchases. In this case there is an incentive for sellers to market poor quality merchandise, since the returns for good quality accrue mainly to the entire group whose statistic is affected rather than to the individual seller. As a result there tends to be a reduction in the average quality of goods and also the size of the market.”

This region supplies nine primary, widely used species, including: ash, basswood, cherry, hickory, hard maple, red oak, soft maple, white oak and walnut.

“Our #1 goal is to help our members sell more in an increasingly complex market—so they’re prepared for whatever comes their way,” said Do it Best VP of lumber & building materials Russ Kathrein. “We created our LBM Academy to address those changing needs to empower the next generation of LBM leaders. With guidance from industry veterans, consultants and vendors, along with our in-house experts, we’re sending this group back to their yards with the knowledge they need to take their operations to the next level.”

Both SPI and Seneca have a strong focus on sustainable tree management, also managing their timberland for thriving wildlife, healthy watersheds and soils, and world-class recreation. As Payne explained, “At Seneca, we grow more than we harvest annually. We have 92% more timber on our land today than we had 25 years ago. SPI also grows more than they harvest. Under their forest management plan they expect to have more large trees on their timberlands 100 years from now than they have today.”

Appalachian Region: Superior Quality

Spanning several states, including Ohio, Pennsylvania, North Carolina, Virginia and West Virginia, the Appalachian region produces a wide range of hardwoods species—all with one thing in common: superior quality.

With the LBM Academy, Do it Best wants to provide a curriculum that helps yard owners with career development for newer staff, while strengthening the retention of key

The companies also share a company culture that recognizes employees as their most valuable asset, values the support of the communities they operate in and serve, and

When the industry is young, industry production technologies vary little and raw materials are relatively homogeneous (e.g., OSB), this isn’t a major problem. But it is a serious problem when the inspection and testing agencies find it difficult or impossible to keep up with a very rapidly changing industry. An example would be today’s overlaid Douglas fir plywood industry. There are rapid changes underway on both the demand side (e.g., much higher alkalinity concrete mixes are now essentially “pulping” conform panels) and on the supply side (e.g., much reduced

Thanks to the region’s climate conditions—warm summers that assist with tree growth, and cooler spring

supplies of small-knot, dense, Douglas fir veneers). The “market for lemons” is likely having a major effect on the size of this market today.

gives back by being dedicated to education and administering scholarship programs.

Overcoming the Market for Lemons

consultant Bradley Hartmann. He was followed by group presentations and activities, as well as breakout tracks on lumber and building materials 101, kitchen, bath & flooring, construction science, and lumberyard management.

and fall seasons with cold winters, which allow that growth to be gradual—hardwoods from the Appalachian region feature tight growth rings, strong fibers, and consistent colors and grain textures. This leads to strength, durability and beauty in the lumber, in addition to excellent width and long length characteristics.

How can individual panel producers overcome this “lemons market” problem, their industry’s “race to the bottom,” and depressed industry sales levels? They can offer company-specific product performance guarantees

Primary species include ash, cherry, hard maple, red oak, soft maple, white oak, basswood, beech, birch, walnut, poplar and hickory, which are great for high-end furniture, millwork, cabinetry, doors, flooring and paneling, and more.

Dates for the 2024 LBM Academy will be announced soon; it’s expected the class will fill up quickly.

“Seneca is known for its commitment to its people and communities, sustainable forest management, innovation in manufacturing and quality wood products,” said SPI president George Emmerson. “As a family-owned forest products company with similar values, SPI appreciates the opportunity to continue the legacy started by Aaron Jones and carried on by the Jones sisters. Seneca’s culture and operations are a natural complement to Sierra Pacific. We look forward to bringing together our shared expertise which will result in increased efficiency and benefits to employees and customers.”

The transaction is expected to finalized by the end of the third quarter.

No matter the region they come from, there are many North American hardwoods species to choose from. The decision as to which one to use comes down to the application and overall quality and look of the project.

Ganahl Breaks Ground at Long Last

Another approach is to more aggressively brand products. In either case, the mill’s products need to be clearly differentiated from their competitors’; as we discovered earlier, industry-wide, third-party quality certification is important but not sufficient. Like car buyers, panel buyers won’t chance paying peach prices when they may actually be buying a “dressed up” lemon.

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

Ganahl Lumber Co., Anaheim, Ca., expected to begin construction in August on a new hardware store and lumberyard in San Juan Capistrano, Ca. The facility will replace its nearby Capistrano Beach location.

Escrow on the 17-acre Lower Rosan Ranch property, which Ganahl Lumber purchased from the city for $5 million, closed in late spring, following more than four years of planning, negotiations and applications. Ganahl portion will use about nine acres of the site for its new store and yard.

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

General manager Alex Uniack said the journey has been “a challenging and complex process to get to this point, and we are excited to move the project into the construction phase.”

Home Depot, among others, had spent nearly 15 years attempting to purchase the property before the city zeroed in on Ganahl in 2017.

–Roy Nott is president of Surfactor Americas LLC, Aberdeen, Wa., a German-owned producer of overlays, glue films, and press cleaning films for the global wood panel industry, with manufacturing operations in Finland, Germany and Malaysia. Reach him at roy.nott@surfactor.com.

The beauty of the forest is yours to sell

Big Creek Lumber’s sawmill, in Davenport, CA, produces a wide variety of redwood lumber products to independent wholesalers, stocking distributors, and remanufacturing facilities. Big Creek is well known for producing high quality redwood products and providing an outstanding level of personalized service.

FIFTY LBM professionals from around the country headed to Do it Best’s headquarters in Fort Wayne, In., for its first-ever LBM Academy.

HARD MAPLE is popular throughout the Glacial Region.

CHERRY is among the major hardwoods of the Appalachian Region.

– Don Barton is vice president of sales and marketing for Northwest Hardwoods, Tacoma, Wa. (northwesthardwoods.com).

MASS PLYWOOD PANELS SHAPE TERMINAL ROOF

Roughly 400,000 sq. ft. of Freres Engineered Wood’s Mass Ply Panels was used on the nine-acre mass timber roof in the Port of Portland’s PDX Terminal Project.

The Port of Portland recently announced that they have reached the halfway mark in a five-year long airport expansion project. The use of Freres’ MPP has made it possible for the designers to mold and shape the PDX Airport roof into its lattice design.

There were 1,347 MPPs used in this first phase installation. The PDX Terminal Project’s 18-million-lb. mass timber curved roof supports 49 skylights installed across the roof. An impressive 2,425 MPP parapet panels surround the perimeter of the roof that gives it its unique curved design.

According to Christian Schoewe, associate principal at ZGF Architects, “One of the unique things about using Mass Ply Panels is that it gave us an opportunity to improve the design because of the areas where it gets expressed—it just looks very clean. The improved appearance-grade MPP is absolutely stunning.”

Due to the size of the new terminal roof, the installation was divided into 18 “cassettes,” which are portions of the roof that are approximately 800,000 lbs. Fourteen panels were installed in January and four remaining panels will be installed in 2024.

Freres also notes significant carbon benefits from this mass timber roof. “We supplied 73,527 cu. ft. of MPP for the terminal roof. Using WoodWorks Carbon Calculator, we determined that there are 2,208 metric tons of carbon dioxide stored in that wood,” said Tyler Freres, VP of sales at Freres Engineered Wood, Lyons, Or. “Considering this helps us avoid 854 metric tons of greenhouse gas emissions in carbon dioxide, the total potential carbon benefit that MPP contributes to this new airport roof is 3,063 metric tons of carbon dioxide.”

SHAKERTOWN’S DOLLY VARDEN T&G PASSES FLAME-SPREAD TESTING

Shakertown’s reinforced Dolly Varden T&G, with its clear vertical grain cedar face, passed ASTM E84 testing with a Class A flame spread rating.

This designation allows the installation of a natural

C&E LUMBER COMPANY

1 1/2” to 12” Diameter in Stock.

NINE-ACRE TIMBER ROOF in the Port of Portland’s ongoing PDX Terminal Project used 1,347 Mass Ply Panels. (Photos by Mike Brewington)

wood surface in interior applications where a Class A rating is required. The testing was conducted at QAI Laboratories in Rancho Cucamonga, Ca., using the industry standard Steiner Tunnel test method.

The Dolly Varden T&G with a western red cedar face completed the test with a Flame Spread Index (FSI) of 25 and a Smoke Development Index (SDI) of only 80, earning the building product its Class A designation. Winlock, Wa.-based Shakertown launched the Dolly Varden T&G product in 2015 after four years of research and development. The tongue-and-groove cedar panel system delivers a stronger, more durable engineered paneling. It also holds Wildland-UrbanInterface (WUI) listings with CalFire for use on exterior walls, and is approved for use in CalFire High Fire Severity Zones when installed direct to soffit joists.

“Shakertown is committed to making better wood building materials, not cheaper,” said Mark Rutledge, VP of sales & marketing. “Our focus always has been— and continues to be—providing naturally beautiful and safer building materials that last for decades. This is what makes Shakertown an outlier in the building industry.”

The Dolly Varden T&G is available in a nominal 6” and 4” width, with a Micro-V and FineLine (Nickel Gap) profile. The exclusive patent-pending core eliminates checks, splits, cups, twists and bows.

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 re retardant treated wood is treated with a patented formulation that contains no phosphates and has been shown to exhibit exceptional re 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- oors. Advance Guard borate pressure treated lumber is also backed by a lifetime limited warranty*.

SHAKERTOWN’S Dolly Varden T&G product (above) earned a Class A designation during ASTM E84 flame spread testing, passing (below) Steiner Tunnel testing.

ROYOMARTIN MARKS ITS 100TH

people, the environment, and our communities,” Martin says.

Beginnings

THIS YEAR, RoyOMartin celebrates the founding of Roy O. Martin Lumber Co. Led by Indiana native Roy O. Martin, Sr., the company was borne after the entrepreneur’s purchase of an older sawmill and began without a single acre of land. Today, the name RoyOMartin represents a group of vertically integrated companies owned by the Martin family, focused on sustainable land and timber management and wood-product manufacturing businesses.

“For 100 years, the Martin family has built a business model demonstrating corporate responsibility benefiting its shareholders, stakeholders, team members, and our families,” states Roy O. Martin III, grandson of Martin Sr., who oversees the company’s operations as chairman, CEO and CFO.

In addition to being a leader in responsible forest-management practices with roughly 550,000 acres of highly-productive timberland, RoyOMartin and its subsidiaries operate three manufacturing facilities supported by nearly 1,300 employees: an OSB plant in Oakdale, La.; plywood and solid wood products plant in Chopin, La.; and an OSB plant in Corrigan, Tx., which is currently expanding by constructing a second mill at the site.

“RoyOMartin will continue producing forestry products that are essential to modern life and economic development in a way that protects

In 1923, after spending 11 years in the lumber industry in Indiana, Illinois and Tennessee, 33-year-old Roy Otis Martin Sr. wanted to go into business for himself. He wanted to buy a sawmill in an area where lumber was reasonably inexpensive. His search took him to Alexandria, La., where he’d heard about a mill for sale. He and his wife, Mildred Brown Martin, purchased the near-dilapidated Creston Sawmill for $32,000. It included the plant, office and equipment, but no land. On Nov. 10, 1923, the Roy O. Martin Lumber Co. was officially organized and incorporated, with Roy O. Martin as its president.

The company has thrived through a variety of changes and challenges in its 100 years—from sawmills and lumberyards to retail outlets, creosote treating, real estate, and wood-product manufacturing—to become a timber-and-manufacturing leader. In 1929, Martin Sr. made his first land purchase when he bought 6,500 acres in the Black Lake swamp

area in northwest Louisiana. Since then, holdings have grown exponentially to become one of the state’s largest private landowners.

Through three generations, the Martin family has remained in management roles. In 1962, leadership passed to Roy O. Martin Jr. serving as president, followed by his brother, Ellis Martin, in 1978. The third generation took the helm in 1994 when Jonathan Martin (Ellis’s son) and, later, Roy O. Martin III assumed the positions of president and CEO.

Values & Visions

Today, company leaders still abide by the same principles held by the founder: Respect, Integrity, Commitment, Honesty, Excellence and Stewardship. Those values, known by the acronym RICHES, guide everyday decisions.

With the ambitious start of his own company a century ago, Roy O. Martin, Sr. etched a deep mark in the “Great American Story” of the 20th century. His triumph was America’s success, and his legacy of family values and savvy business decisions carries on for years to come. MM

ROYOMARTIN has come a long way, from its 1923 office at its Alexandria, La., mill site to...

... EXPANSIVE facilities in Texas and Louisiana, such as its state-of-the-art plywood and solid wood operations in Chopin, La.

SEAM SEALER

Georgia-Pacific’s new ForceField Premium Tape is designed to seal joints and seams against air and moisture infiltration in walls and sloped roofs.

It conforms easily around curves and corners to provide excellent bonding to substrates, is AAMA 711-13 compliant for use as a flashing in rough openings, can be applied in temperatures as low as 20°F, and is compatible with many sealants.

Additionally, the tape offers a high-performance film with tear and impact resistance.

BUILDGP.COM

(866) 284-5347

READY TO RAIL

In direct response to a growing call for a stylish railing system that ensures ease of installation, Deckorators has introduced Aluminum Rapid Rail, featuring a contemporary design with square balusters and simple installation.

In addition to its innovative installation system, Aluminum Rapid Rail offers a quality powder-coated aluminum railing in a textured-black finish and contemporary design that complements a variety of home styles. It is available in 6-ft. and 8-ft. lengths.

DECKORATORS.COM

(800) 556-8449

DOUBLE-SIDED HOUSEWRAP TAPE

Benjamin Obdyke has introduced HydroTape DS, an acrylic-based double-sided sealing tape for use with mechanically fastened housewrap that helps eliminate many of the issues and failure points of conventional seam tapes.

The 3/4” tape installs between the housewrap layers, adhering to the undersides of each layer where they overlap to help prevent blow-off during installation without interrupting moisture drainage or capturing bulk water. The tape’s acrylic adhesive is vapor permeable, ensuring any trapped moisture dries to the exterior. The adhesive also seals around fasteners to reduce air infiltration at penetration points.

Offered in 82-ft. rolls, HydroTape DS is split wound and has a release liner to ease application; the installer simply unwinds the tape onto the bottom housewrap layer, removes the release liner, overlaps the top housewrap layer, and applies pressure to create a strong seal.

BENJAMINOBDYKE.COM

(800) 523-5261

COLD LAP ROOFING TAPE

CertainTeed has added Arctic Edge Flintlastic SA

Cold Lap Tape to its line of innovative roofing products, reportedly marking the first approach to solving self-adhered modified asphalt cold weather issues with all-season rolls.

The use-as-needed auxiliary tape is engineered to significantly boost adhesion in temperatures between 35°F–49°F (2°C–9°) and is designed for low-slope residential and commercial applications. When warm weather returns, Arctic Edge can be easily stored and saved for up to one year until temperature drops warrant its use.

CERTAINTEED.COM

(800) 782-8777

BRIGHT IDEA

Making it easier than ever to create just the right mood, Trex has introduced a new WiFi Controller for use with its Trex Outdoor Lighting system.

Compatible with Android or IOS, this handy device allows homeowners to control their Trex deck lights from anywhere, anytime.

With the easy-to-use Bond Home app, homeowners can monitor their lights’ status, set schedules and fine-tune the brightness of deck lights. The controller can be used with any Trex plug-n-play components and can control LED lights up to 60W.

TREX.COM

(800) 289-8739

FLEXIBLE MEMBRANE

Sto Corp.’s new Conformable Membrane seals dynamic joints, sheathing joints, substrate transitions, penetrations and rough openings.

Used within StoGuard air and water-resistive barrier systems, the self-adhered membrane is designed to make life easier for installers; its aggressive adhesive does not require priming on most substrates, and allows installation at temperatures as low 20° F.

STOCORP.COM

(800) 221-2397

RAILING OF DISTINCTION

Digger Specialties Inc.’s Westbury Riviera Series aluminum deck railing features a distinctive three-rail design that enhances the curb appeal of residential and commercial properties. Backed by a lifetime limited warranty, the railing is code approved for both residential and commercial railing applications.

The line is available in 12 standard colors with the option to obtain custom colors through special order. Both smooth and textured surfaces can be selected. DSI’s proprietary 10-step powder coating process is the most stringent in the industry and ensures lasting color and surfaces.

DSI also offers matching gates for Westbury Riviera Series aluminum railing.

DIGGERSPECIALTIES.COM

(800) 446-7659

ELEVATED COLUMN BASE

Simpson Strong-Tie’s new ECB elevated column base features 2” standoff height for easy installation of waterproofing under wood posts, or lightweight concrete topping over wood surfaces when connecting column or post bases in multifamily construction. Easily attached to wood framing foundations using Strong-Drive SDS Heavy-Duty Connector screws or anchored into concrete foundations with adhesive or mechanical anchors, the ECB provides added height allowing for the code-required 1” standoff above finish surfaces to prevent post decay.

Available in two sizes to accommodate both 6x6 and 8x8 hollow columns or solid sawn posts, the versatile ECB design allows for four-corner-hole installation in wood or single-center-hole installation in concrete, and is load rated, making it ideal for building stacked balconies on multistory, multifamily buildings that use a post to support an awning or roof.

STRONGTIE.COM/ECB

(800) 999-5099

DRY STONES

Featuring a patented flashing and fastening system, Silvermine Stone’s new Belterra mortarless stone siding collection offers superior moisture protection by creating a shingling system on the wall to keep water away from the home’s substrate.

Its nearly fool-proof installation system calls for only a single layer of weather resistant barrier—no drainage plane or multi-layered systems required. The 24”x6’ flat panels are small and lightweight, so they can be handled by a single installer. Precisely molded and rectangular, panels fit together effortlessly and are applied with pan-headed screws.

Colors include Dover Cliff, Evening Gray, Marin Fog, Dakota Sunset, and Monument Valley.

SILVERMINESTONE.COM

(715) 835-7595

POWER THROUGH

DeWalt’s new 20V MAX* XR 1/4” 3-Speed Impact Driver (DCF845) boasts 30% more torque and is designed for tough fastening jobs on the worksite.

Delivering 1,825 in.-lbs. of max torque and 3,400 RPM (no-load) through a brushless motor, the tool is ideal for applications that demand power and efficiency. It also features three speed modes, variable speed trigger, forward/reverse switch, ergonomic grip, and on-tool 3-LED work light.

DEWALT.COM

(800) 433-9258

HIP SWINGERS

Weather Shield recently expanded its ultra-modern, all-aluminum VUE Collection to include a new Hinged Patio Door.

A classic choice defined by clean lines, square interior profiles and modern aesthetics, they can be hinged to swing to the inside or outside depending on the available space and each room’s configuration. Available in customizable heights up to 12’ tall, they are also constructed with a unique polyamide design that helps prevent thermal bowing in addition to promoting exceptional thermal and structural performances.

WEATHERSHIELD.COM

(800) 538-8836

QUICKER WRAP

Typar’s new self-adhering wrap pairs the unique drainage benefits of DrainableWrap with the streamlined installation of a peel-and-stick application.

DrainableWrap Peel and Stick is available in 4’10”x 100’ rolls to cover more area than average peel-andstick wraps and can be installed in any direction without affecting performance. Additionally, it offers a wide cold temperature range and can be installed at temperatures as low as 10°F (-12°C).

TYPAR.COM

(800) 541-5519

GREY ABOVE

IKO Industries has added Summit Grey to its Dynasty and Nordic Performance-class shingle lines. Inspired by the natural beauty of North America’s exquisite mountain peaks, Summit Grey stands out thanks to its high-definition, natural color blends and its charcoal-esque aesthetic.

Like all Dynasty and Nordic Performance shingles, it is equipped with ArmourZone reinforcement, for protection against wind uplift. It has a strong impact-resistance rating.

IKO.COM

(888) 456-7663

“Focused

WALKABLE GLASS DECKING

The SkyFloor Modular Glass Deck System from Glass Flooring Systems, Inc. is designed specifically to be used in a deck application to allow light to shine through the deck into the space below.

The system comes with everything needed for installation and integrates easily into standard 16” on center framing. The walkable glass panels are available in two tested anti-slip texture options—the clear NanoDot and the opaque, more private LuxRaff Regular.

The systems are ICC certified and easy to install.

GLASSFLOORINGSYSTEMS.COM

(862) 701-5320

ALMOST-STONE PANELS

Ashlar Drystack fiber-reinforced polymer siding panels from Qora Cladding exquisitely replicate the appearance of stacked stone with narrow joints, brilliant coloring, and stunning earth tones, but with less cost and a fraction of the installation time than traditional masonry.

The panels are manufactured with Articell’s industry-first surfacing technology using a combined rigid foam core and a fiberglass-reinforced compound surfaced with genuine stone particles.

Each 48” wide x 18” tall Ashlar Drystack panel quickly installs using simple carpentry skills to create a seamless and natural appearance for residential and light commercial exterior accents.

QORACLADDING.COM

(301) 223-2266

HIGH-TEMP UNDERLAYMENT

Petersen’s new Pac-Clad HT high-temperature, self-adhering roof underlayment provides premium waterproofing protection against water and ice damming, while withstanding extreme weather conditions. Its self-adhering qualities reduce labor costs and installation times while providing increased protection compared to that of typical felt roofing underlayments. This strong, 40-mil, skid-resistant, high-tensile-strength rubberized asphalt membrane is designed to withstand temperatures up to 250°F and is available in either black or white. It will not crack, dry out or become brittle, even under the most extreme weather conditions, resulting in permanent protection and low lifecycle costs. The rubberized asphalt is laminated to an impermeable polyethylene film layer.

PAC-CLAD.COM

(800) 722-2523

ULTRA-REALISTIC COMPOSITE

Now available in select markets across the West Coast, Northeast and Mid-Atlantic, Trex Signature composite decking is crafted with the natural look of interior hardwoods but engineered to withstand the elements and demands of the outdoors.

Colors are Ocracoke, evoking the rich dark browns found on the secluded North Carolina island where nature is sheltered by sandy dunes and marshy shores, and Whidbey, featuring variated grey hues reminiscent of the misty cliffs of the island in Washington State where salt-washed fog rolls in like a morning blanket.

The line is backed by a 50-year limited residential warranty and complemented by a full range of Signature railing, including numerous design options like mesh rail, rod rail, and glass panels.

SIGNATURE.TREX.COM

(800) 289-8739

ORGILL STAGES MODEL MARKET

ORGILL WELCOMED thousands of retailers to the Big Easy Feb. 9-11 for its 2023 Spring Dealer Market at the New Orleans Ernest N. Morial Convention Center. Attendees were treated to promotional buys, exciting new retail programs, world-class educational sessions, and a completely new model store that is the first of its kind.

The 18,120-sq. ft. model store was inspired by the actual Germantown Hardware store in Germantown, Tn. Located just a few short miles from Orgill’s headquarters, Germantown Hardware was an independently owned and operated store that was serviced by Orgill for decades. Nearly three years ago, the owners decided to sell the location to Orgill’s wholly-owned subsidiary Central Network Retail Group (CNRG). CNRG implemented a plan to expand, remodel and revamp the store’s offering.

To develop this plan, CNRG enlisted the help of Tyndale Advisors, Orgill’s retail consulting subsidiary. Now, Germantown Hardware serves as a living laboratory to test retail concepts and showcase best practices in areas such as assortment planning, category management and retail merchandising. The model store version of Germantown Hardware featured a 16,300-sq. ft. sales area and an 1,820-sq. ft. garden center with a layout and branding inspired by the actual remodeled store.

“This is the first time we have had a model store that is such a close representation of a real-world operation,” says Phillip Walker, president of Tyndale Advisors. “This is a great way that we can spotlight the leading-edge programs we are featuring at Germantown, but do it in a way that more of our customers can see it.”

Like the actual location, the model store was a traditional hardware store with a covered outdoor garden center. It had seasonal “flex” areas for categories such as outdoor living, grills, wild bird, and outdoor power equipment. It also had a destination paint department and showcases a variety of merchandising techniques

for maximizing inventory and highlighting impulse items.

“This isn’t just a representation of what we might be able to offer,” Walker said. “These are actual features that have been implemented in the real store.”

Attendees could see how Orgill’s FanBuilder customer loyalty program was implemented at the front of the store through a fully functional Epicor POS system, browse Brand Building promotional endcaps, and view the custom signage developed by Tyndale Advisors.

The Germantown Hardware model store will also provide a showcase for a number of Orgill’s new retail programs, including the new Core Assortments. The Core Assortments were all designed using Assortment Optimization Technology. Attendees simply scanned a QR code attached to the assortment to view the entire planogram on orgill.com. If a dealer liked what they saw, they could simply scan the barcode on the header above the planogram with their market scanner to place an order for the entire planogram.

Retailers visiting the model store could request a Hardware 101 report, which served as the basis for building many of the category presentations at Germantown Hardware. The Orgill program helps retailers ensure they are stocking core products within assortments that consumers recognize as a requirement for their store to be considered a “viable option” in a particular category.

Orgill developed the Hardware 101 assortment standards across every product category to ensure that, whatever categories a retailer might offer, Orgill can provide insights into the minimal assortments required.

“Like the actual Germantown Hardware, we wanted the model store built in its image to allow retailers to see all of these retail concepts in action,” said Chris Freader, senior VP of retail services.

The market also provided dealers with the opportunity to browse more than 1,000 exhibits across the

900,000 sq. ft. of show space.

Other features on the floor were a 37,000-sq. ft. Exclusively Orgill section, showcasing private-label products; a 9,700-sq. ft. Impulse Showcase; and a 9,300-sq. ft. Smart Start area, to help retailers update, upgrade or enhance their inventories while converting to Orgill’s warehouse-backed vendor programs.

While the market officially kicked off on Feb. 9, the “unofficial” start was a day earlier as Orgill hosted several hundred guests for its Technology Symposium. The Symposium was focused on providing Orgill’s customers with the latest information on technology trends impacting the industry, updates on Orgill’s tech-focused initiatives and allowed attendees to network with one another, as well as industry experts.

“These events started out as small gatherings for retailers utilizing our eCommerce solutions,” said Marc Hamer, Orgill’s executive VP and chief information & technology officer. “Since we initially began bringing these retailers together, the event has grown into somewhat of a conference in its own right.”

At this year’s Symposium, topics ranged from “The Future of Digital” to how technology is impacting the direction of point of sale systems. While the audience for the Tech Symposium has grown through the years, Hamer and the Orgill team wanted to make the event available to an even larger audience, so this year’s Symposium was also livestreamed

and recorded for future viewing. Orgill went out of its way to ensure the entire market was a truly hybrid event, combining both the traditional in-person experience with the ease and functionality of an Online Buying Event. The online buying activities continued for another week past the end of the in-person market.

ATTENDEES could tour a 18,120-sq. ft. model store inspired by the cutting-edge Germantown Hardware.

IBS HITS THE JACKPOT IBS HITS THE JACKPOT

THE 2023 NAHB International Builders’ Show was back in Vegas and it was the biggest Builders’ Show since 2008. Nearly 70,000 residential construction professionals hit the ground running, making connections on the show floor with the 1,300+ exhibitors and during the 100+ education sessions, events and parties.

This year also marked the 10th anniversary of Design & Construction Week, the co-location of IBS and the

Kitchen & Bath Industry Show. DCW drew nearly 110,000 attendees and nearly 2,000 exhibitors occupying more than 1 million sq. ft. of indoor and outdoor exhibits.

On the closing afternoon, the 2023 Best of IBS Awards were announced, with Door Stud by Door Stud LLC winning Best in Show. Plantd was named Most Innovative at the Start-Up Zone.

The 2024 IBS will again be back in Vegas, Feb 27-29.

INTERNATIONAL BUILDERS SHOW attendees included [1] Steve Setynski, Andrea Monti, Bill Hendricks. [2] Butch Bernhardt, Jeff Easterling. [3] Olivia Marcinkowski, Michelle Von Hatten. [4] Carey Hicks, Jason Los. [5] Andrew

Akers, Stephanie Barrios, Daniel Hines, Grant Pearsall, Jason Schulze. [6] Chris Fox, Amanda Hall, Patrick Hanulak. [7] John Watkins, Rob Mitchell, Kalvin Eden, James Webb. (More photos on next page)

IBS (continued): [8] Tess Sarich, Tim Folster, Ben Good, Jeff Corneil, Ashley Elford, Mike Pidlesecky, Cale Kids. [9] Scott Green, Liz Langen, Liam Bolster. [10] Wes Cain, Kevin Gault, Andrew Pantelides, Jason Russell, Joe Jacklin. [11] Uriah Manley, Christian Moises, Eric Gee. [12] David Szilezy, Chad Mack, Mary Gearhart, John Finnegan, Gary Kauffman. [13] Avy P. Kaplin, Bonnie

Baird, David Miller. [14] Brian Betz, Brent Gwatney Jr., Brent Gwatney, Ken Scott, Ray Brown. [15] Len Kasperski, Lisa Martin. [16] Kurt Hogard, Chris Johnson. [17] Ken Pratt, Matt Campbell. [18] David Szilezy, John Rau, Larry Burkholder, Mark Rau. [19] Bryan Marlow, Kadon Engle. [20] Keaton Smith, Steven Sontup. [21] Bryan Peterson, Paul Johnson. [22] Mike & Karin Caputo.

Joseph Frank Hammerschmith, 80, longtime Tacoma, Wa., lumberman, passed away on Jan. 18.

Joe worked in the lumber industry all of his life, beginning at the Hammerschmith Lumber Co., Yelm, Wa., before joining C&H Wood Products Co. He worked as a yard foreman at West Coast Door, Tacoma, until it closed and then spent time at Fred Tebb & Sons, Gig Harbor, Wa., until retirement.

He was active in the Tacoma Lumberman’s Club and the Tacoma-Olympia Hoo-Hoo Club #89.

Richard Somers “Rick” Weaver, 79, former operator of Weaver Lumber Co., Redding, Ca., passed away on Jan. 26.

After graduating from Brigham Young University, Rick served as an officer in the U.S. Navy. He moved to Redding in 1970 and joined his father’s lumber business, eventually taking it over. He sold it to his son, Brent, in

2005. It was purchased by American Construction Source in 2020.

Kenneth T. Bower, 69, owner of Hunter Bower Lumber, Albuquerque, N.M., passed away unexpectedly on Jan. 24.

Ken was 17 when he started at Hunter Lumber in 1970. He purchased the company from founder Weldon Hunter in 2010 and renamed it Hunter-Bower Lumber.

William J. “Bill” Peak, 86, retired salesman for Levee Lumber, Hoquiam, Wa., died Jan. 26.

After working part-time with his grandfather at Blagen’s Sawmill, White Pines, Ca., Bill started spending summers at Stouffer Lumber Co., Aberdeen, Wa. He moved to full-time at Stouffer’s in 1969 and later became sales manager.

He left after 30 years to join Levee Lumber, retiring in 2010.

IFG FURTHERS WELLNESS INITIATIVES

Idaho Forest Group, Coeur d’Alene, Id., has hired Wellness Workdays to implement a comprehensive wellness program aimed to meet the needs of the forest products company’s 1,500 employees and their spouses.

Wellness Workdays will develop strategic initiatives that assess the changing needs and interests of IFG’s workforce and provide individualized wellness strategies and programming to all employees across Idaho and Mississippi.

Wellness Workdays will implement its four-step outcomesdriven process to create a culture of well-being, while simultaneously meeting the needs of employees at all health risk levels. These solutions will prioritize the health and well-being of each employee by including targeted initiatives such as company-wide wellness challenges, on-site biometric screenings, one-on-one and group health coaching, and an integrated

technology solution. Topical content will include physical, mental and behavioral health, chronic disease management, sleep, financial well-being, and resilience.

This proven approach is designed to educate participants on how to establish long-lasting changes that will ultimately lead to positive health outcomes.

“At Idaho Forest Group, we are strongly committed to our people. We selected Wellness Workdays because it is important for us to have a partner and a program that focuses on the specific needs of each employee while also recognizing the needs of our organization as a whole,” said Julie Shiflett, IFG’s CFO. “As a leader in behavior change and proven workplace wellness outcomes, we knew Wellness Workdays would be the perfect partner to bring our well-being program to the next level.”

Robert Calvin “Rob” Chimko, president of the Dakeryn Group, North Vancouver, B.C., passed away on Feb. 13. He was 58.

Rob entered the industry sweeping sawmills while attending the University of British Columbia. He received his degree in 1987, and joined Dakeryn in 1991. He would serve as president over each of the Dakeryn companies—Dakeryn Industries, North Vancouver; Westmark Products, Spruce Grove, Alb.; and Mountain Specialty Products, Abbotsford, B.C.

Herbert William Owens Jr., chairman and co-founder of Precision Components, Phoenix, Az., died Feb. 2 at the age of 91.

After serving in the U.S. Air Force, Herb and his brother launched Precision Components in 1962. He remained active in the business until his passing.

Catherine Irene McClintock, 88, former co-owner of Dewey Building Supply, Prescott, Az., died Feb. 4.

After 25 years of operating a masonry contracting business in Phoenix, she and her husband, Bob, launched Dewey Building Supply in 1977. After Bob passed away in 1997, Catherine continued to run the business until selling it in 2002.

John Prevost, 82, former director of environmental services for the Pacific Lumber Co., Scotia, Ca., died Jan. 1.

While serving in the U.S. Navy, he also attended North Carolina State University, earning a degree in electrical engineering—equipping him to serve on diesel and nuclear submarines for most of his career. He retired from the Navy in 1978 as a Lieutenant Commander.

After receiving his MBA from Pepperdine, he began his 17-year employment with Palco, serving as assistant superintendent of the power plant and director of environmental services. He retired in 2003.

Randy Jay Walker, 69, maintenance superintendent at Frank Lumber Co., Mill City, Or., died Feb. 20. Randy spent 51 years with the company.

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

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

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

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

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

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

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

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

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

Patrick Lumber – March 17, open house, Patrick Lumber, Philomath, Or., and OSU, Corvallis, Or.; www.patlbr.com.

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

Western Building Material Association – March 21, intro to building material sales; March 22-23, estimating workshop, DoubleTree Suites, Seattle, Wa.; www.wbma.org.

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

West Coast Lumber & Building Material Association – March 23, 2nd Growth dinner meeting, Sheraton Park Hotel, Anaheim, Ca.; www. lumberassociation.org.

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

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

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

Window & Door Manufacturers Association – March 29-30, spring meeting & legislative conference, Washington, D.C.; www.wdma.com.

International Wood Products Assn. – March 29-31, annual World of Wood convention, Hyatt Regency, Savannah, Ga.; www.iwpawood.org.

North American Deck & Railing Association – March 29-31, Summit, Sheraton Sand Key Resort, Clearwater Beach, Fl.; www.nadra.org.

American Wood Protection Association – April 2, spring executive committee meeting; April 3-5, 119th annual meeting, Loews Ventana Canyon Hotel, Tucson, Az.; www.awpa.com.

West Coast Lumber & Building Material Association – April 13, Southern California golf tournament, Strawberry Farms Golf Club, Irvine, Ca.; www.lumberassociation.org.

Black Bart Hoo-Hoo Club – April 14, trap shoot, Ukiah Gun Club, Ukiah, Ca.; www.hoohoo.org.

Western Wood Products Association – April 16-18, annual meeting, Embassy Suites PDX-Portland Airport, Portland, Or.; www.wwpa.org.

Composite Panel Association – April 16-19, spring meeting, Westin La Paloma, Tucson, Az.; www.compositepanel.org.

Montreal Wood Convention – April 18-20, Fairmont Queen Elizabeth, Montreal, P.Q.; www.montrealwoodconvention.com.

Coverings – April 18-21, Orlando, Fl.; www.coverings.com.

North American Wholesale Lumber Association – April 24-28, Executive Management Institute, Chicago, Il.; www.nawla.org.

FLASHBACK: 1969 LUMBER SUPPLIER TO THE STARS

FIFTY-FOUR YEARS ago this month, The Merchant Magazine visited with A.C. Houston Lumber Co.’s yard in Palm Desert, Ca., where it wasn’t unusual for the wealthy locals to haul their supplies home in a Cadillac... or a golf cart.

The rich resort and retirement area, located eight miles east of Palm Springs, was accustomed to the unusual and even celebrity trade. Frank Sinatra, Red Skelton, and Bill “Hopalong Cassidy” Boyd all made purchases at the store.

Former President Eisenhower never came in personally, but often pulled up in front while an aide ran in for his order.

Personable manager Don Hamilton, who’d served as store

manager for the last 20 years, recalled how the area had grown from a gas station on the corner with three surrounding motels to a thriving, stable community. When A.C. Houston, a Kansasbased firm, bought what was then Valley Lumber & Supply in both Palm Desert and nearby Indio, they asked Don to stay.

“As the area is still growing, we have managed to keep an active contractor business for new construction, remodeling and room additions,” Don said, explaining that half their business was now retail, mirroring the area’s growth.

An unusual feature of the 20,000-sq. ft. operation was its extensive 4,000-sq. ft. housewares

section, reflecting, perhaps, the general store flavor that characterized much of the retailing in the desert in earlier years.

Hortense Scheuer presided over the popular shopping section, over the years becoming well-known locally for her ability to come up with items like a cup for an egg poacher, or a lid for a #4 sauce pan.

The 1,000-sq. ft. paint department had a complete stock of brushes, paints, accessories and even “a small section for the Sunday painter.”

The yard encompassed 10,000 sq. ft., with screening and screen doors being especially popular items. They charged $1.50 minimum on all deliveries.

As the oldest, most-established yard in their area of the desert, the business had very little competition. “But,” the reporter noted, “when you see the good service-conscious job they do, you would think there was another yard next door.”

A.C. Houston no longer operates the Palm Desert facility, but is still going strong in Indio.

The March 1969 front cover of The Merchant Magazine highlighted Rounds Lumber Co., Cloverdale, Ca., the wholesale arm that sold lumber milled by the Rockport Redwood Co., which had recently been acquired by GeorgiaPacific.

Although A.C. Houston Lumber no longers operates its facility in Palm Desert, Ca., its lumberyard in nearby Indio, Ca., is still going strong.

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