The
MERCHANT
APRIL 2016
Magazine
THE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922
PRESSURE TREATED WOOD SPECIAL ISSUE
April 2016
The
Volume 94 Number 10
MERCHANT
The
MERCHANT
Magazine
www.building-products.com
A publication of 526 Media Group, Inc.
Magazine
151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626
President/Publisher Patrick Adams padams@building-products.com Vice President, Marketing & Circulation Shelly Smith Adams sadams@building-products.com Publishers Emeritus David Cutler Alan Oakes Managing Editor David Koenig david@building-products.com Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Dwight Curran Director of Sales Chuck Casey chuck@building-products.com
Special Features
In Every Issue
8 FEATURE STORY
TREATED WOOD INDUSTRY ADJUSTS TO REVISED DECKING STANDARDS
6 ACROSS THE BOARD 22 COMPETITIVE INTELLIGENCE
9 TOP PRESSURE TREATERS 2016 18 MARGIN BUILDERS
24 OLSEN ON SALES
20 INDUSTRY TRENDS
48 MOVERS & SHAKERS
IMPACT DRIVERS, STAR DRIVE SCREWS ARE CHANGING FASTENER WORLD LATEST DEVELOPMENTS IN ENGINEERED WOOD PRODUCTS
26 EVANGELIST MARKETING 49 ASSOCIATION UPDATE 52 NEW PRODUCTS
32 NAWLA–THINKING AHEAD
NEW STANDARDS PROTECT END-USERS
34 CLOSE UP: PRESERVED WOOD
WWPI LOOKS AT FRTW, END CUTS, COATINGS, SALES TOOLS, & MORE
68 IN MEMORIAM 68 CLASSIFIED MARKETPLACE
55 PHOTO RECAP: WWPA MEETING 58 EVENT RECAP: NAWLA LEADERS
69 ADVERTISERS INDEX
64 PHOTO RECAP: LMC ANNUAL
70 FLASHBACK
ANNUAL MEETING IN THE DESERT
69 DATE BOOK
Online BREAKING INDUSTRY NEWS, EVENT PHOTOS, & VIDEO
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April 2016
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CHANGE OF ADDRESS Send address label from recent issue, new address, and 9-digit zip to address below. POSTMASTER Send address changes to The Merchant Magazine, 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626. The Merchant Magazine (ISSN 7399723) (USPS 796560) is published monthly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626 by 526 Media Group, Inc. Periodicals Postage paid at Newport Beach, CA, and additional post offices. It is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states. Copyright®2016 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. It reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.
Building-Products.com
ACROSS the Board By Patrick Adams
Do relationships still matter?
I
T’S A SATURDAY afternoon and we’re having a party for around 60 of our “closest friends” that evening. Everything is going smoothly until my wife lets me know a toilet is backed up. First thought: grab the plunger. While I’m plunging away, she tells me the kitchen sink is backing up. Second thought: the main line is clogged. No good considering guests are arriving at 5:00 p.m. I call a good friend who I’ve known since childhood who now owns a very successful plumbing company. In 30 minutes he’s out with a piece of equipment that belongs on a job site and an hour later, we’re good to go with about an hour to spare. I could have searched the web for emergency plumbing services on a Saturday, but Jim has been a close friend most of my life and has never let me down. He’s not the cheapest, but I know I can trust him. I was raised around a relationship business, spent my career trying to reinforce that relationships matter, and was attracted to this industry because they still matter! Although it has almost become a mantra that this is a “relationship industry,” it is something we should really consider because while here they are still prevalent, they are a rare commodity elsewhere. Why is this? Do people not like doing business with their friends or is the very definition of “relationship” changing? Technically, I guess if I know someone, we can say we have a “relationship,” right? Now companies are investing millions in CRM and ERP systems that allow us to be more “efficient.” We can profile and categorize leads and customers while we e-blast hundreds with a “personalized message” with a single key stroke. We can schedule calls, manage the topics we discuss, and measure the time spent on the call. Then magically, the system can rank profile the “value” of our customer “relationships” and prescribe change actions to make them more profitable to us. Managers are measured on their ability to get staff to do more in less amount of time. Leaders
are measured by their ability to squeeze more to the bottom line. More what? Quantity… or quality? Take it from a guy who has spent his entire career trying to show corporate America what a real relationship is and why it is more valuable (and profitable) than the measurement metrics that the latest CRM system was built to measure. What is the true cost of acquiring a new customer? What is the true cost of losing a customer? Have you ever measured customer lifetime value? Is a relationship defined by someone having an assigned customer number in a CRM system or rather, a personal phone call followed by someone personally helping when you need it? Are customer relationships the most profitable? Not always if they’re only measured on the transaction and SKU level. Can you measure the ROI of taking a customer out to lunch, listening to them talk about their family, or joining them for a round of golf? Probably not. But what is the value of being able to trust your supplier to provide exactly what you need because he knows your business? Of asking his crew to work late to pull your order so it arrives early? Of him hearing of a new product or service and, because he knows your business, calling to inform you of a new solution? I would never let a stranger work on my car to save a couple of dollars and I would never use Google to find a plumber in an emergency situation—because it’s not worth the gamble and I would rather deal with people I have a trusted relationship with! There is one thing that is certain, however. The day that a company puts the spreadsheet before a true relationship with their customers is the day that their products and services become a bid commodity. When they resort to blasting out email to hundreds instead of taking the time to learn about their customer’s business and needs says there is nothing special about their product or service anymore. Ask yourself, do you really have relationships with your customers? Call me old fashioned, but our readers are largely decision makers whom we have met in our travels and we don’t accept ads from companies we don’t know. We have believed in relationships for almost 100 years now and no amount of cell phones, email and software programs will change that! Maybe we’ve gone full circle where what’s really “cutting edge” is taking the time to get to know someone and understand their needs and how you can help their business! I’m grateful that in many circles, I’m considered behind the times and look forward to the next time I can “waste time” with my friends (I mean customers)! As always, thank you for your support. I look forward to your thoughts and feedback! Patrick S. Adams Publisher/President padams@building-products.com
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April 2016
Building-Products.com
AZEK Deck is greater than the weather.
ALLOY ARMOUR TECHNOLOGY™ is the next generation of deck capping that makes AZEK Deck resistant to damage from rain, snow, sun, or ice. Its inorganic polymer cap and core also resist mold, mildew, and rot. Plus AZEK Deck is now covered by an industry-best, 30-year Fade & Stain Limited Warranty. When innovation and material science combine with style, the result is AZEK Deck. Visit AZEK.com/deck. Deck shown in Vintage Cypress
FEATURE Story By David Koenig
Treated wood industry adjusts to revised decking standards
F
OR MANY IN the wood preserving industry, the latest treatment changeover is deja vu all over again. Fourteen years ago, the top preservative companies—in an attempt to stem environmental concerns over CCA—voluntarily agreed to phase out the proven, multipurpose chemical for residential applications. The immediate result was a lot of confusion, complaints that the old way was working just fine, and a years-long shakeout period, as the industry searched for the best replacements. Yet eventually treaters, dealers and their customers got on board—some enthusiastically, others reluctantly—and in the end were left with products more acceptable to the environmental community. Based on interviews with more than 40 industry professionals, The Merchant Magazine senses a similar dynamic at play in the current upheaval in the treated wood industry. The next-generation preservatives are effective when used in their proper applications. Unfortunately, wood treated to lesser, above-ground retention levels can look the same as wood treated to more durable, ground-contact retention levels (despite end tags stating “above ground” and “ground contact”), and is occasionally used incorrectly, resulting in premature deterioration. “There are dealers who’ll stock landscape timbers alongside 8x8 deck posts,” says Todd Toups, manager of Eastex Forest Products, Houston, Tx.
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“Their customer sees them next to each other; they’re both green, they both have a tag—although ones’s a barcode and one’s a warranty tag. But one’s $2, the other’s $8. They figure they’re both treated and will work fine.” Builders and homeowners usually take their mistakes out on their supplier. Buck Lumber, Charleston, S.C., started seeing problems within two years of the CCA phase-out. “Back about 2005, we started to get some phone calls about deterioration of wood decks and docks,” shares GM Rob Crawford. “It boiled down to misapplication. The builders would say— sometimes hiding behind their subs: ‘We rely on you to be the pros. You sold it to us.’ If that’s true, if our customers deserve the best, we’re going to be the pro, we’re going to take care of them. So we absorbed the costs to maintain the relationships.” Earlier this year, the American Wood Protection Association (AWPA)
April 2016
announced approval of revisions to its U1 use standards regarding which applications should use wood treated to above-ground retention levels (UC3B) and which should use more durable, ground-contact retention levels (UC4A). The new standards become official when the new AWPA Book of Standards is published, expected in May or June. In short, ground-contact treated wood is still to be used not just when it actually touches the ground or is subject to ground contact-like conditions, but now also when it’s installed within 6 inches of the ground, or in uses considered difficult to maintain, repair or replace and critical to the performance and safety of the structure. For deck and dock joists and beams, that can also include when the treated wood is near pools and spas; is used in tropical climates; is used where vegetation, leaves or other debris can build up; where there’s insufficient air flow or circulation underneath; or where it’s in direct contact with other wood components showing any sign of decay. Several large treaters and two of the big three preservative companies (Koppers and Arch Wood Protection) backed the change.
Treaters, Dealers Respond
For their part, most treaters are adjusting their output based on presumed customer demand. Biewer Lumber is initially switchBuilding-Products.com
ing to ground contact at two of its three treating plants— Seneca, Il., and Lansing, Mi. Eastex Forest Products, Houston, Tx., will be transitioning to strictly ground contact this month. “I think it’s a good thing,” says manager Todd Toups. “I’ve got some of my customers switched already. We’ll no longer need dual inventories of copper azole, dual inventories on MCA.” North Carolina’s Fortress Wood Products expects to transition to all ground contact in mid-2016. “We are quality oriented and our customers cater to the professional builder, so all ground contact will be better all around for them and their customers,” says Jim Dudley. BB&S Treated Lumber of New England, North Kingston, N.H., began testing the waters with the higher retentions about six months ago. “Last year one of our customers asked us and two other treaters to run ground contact. We were the only one who would do that for them,” says general manager Dan Kane. “Now 18% to 25% of our customers are looking at it.” Kane predicts that “the market will gravitate gradually to ground contact so that in a year, at the start of the spring 2017 buying season, it will all be ground contact.” A significant number of dealers—including Lezzer Lumber, Curwensville, Pa.; Capps Home Building Center, Moneta, Va.; TW Perry, Md.; and Shepley Wood Products, Cape Cod, Ma.—have already started making the move to all ground-contact material for 2x4 through 2x12, and not replenishing above-ground stock as it becomes depleted. Home Depot has also started transitioning all of its mainland U.S. stores. Geoff Case, merchant for decking & pressure-treated lumber, notes, “We’re partnering with suppliers to convert certain wood products from above-ground retentions to ground-contact retentions in a rolling change that began in February and will impact nearly every U.S. store. The specific products to be converted and timeline for completion will vary by market. Hawaii is the only U.S. market exempt from the conversion.” Charleston’s Buck Lumber had heard a change might be in the works and switched about six months ago. “Great Southern Wood Preserving was already contemplating changing, so they made it an easy transition for us,” says GM Crawford. “We talked to a few key acccouts. We explained that this is the level of quality we all demand. Our salespeople got behind it, and then our builders. It’s worked out real well. They pay a little bit more, but that’s added insurance for them. For them it’s not about the extra dollars and cents, it’s about their reputation. They’re embarrased to be called back. They sell their jobs as using the best materials.” Todd Hixson, division manager of lumber and structural products for Do it Best, has found that some of the co-op’s retailer members are converting their entire product lines to ground contact, while others prefer to stock two inventories of 4-inch and 6-inch deck boards, one ground contact, one above ground. Hixson says, “If you remember CCA, basically they went through the same thing. Treaters realized it just became easier to carry one inventory, and then retailers realized the same thing. And in the long run, they’ll have a better product.”
Different Mindsets
But the entire industry is not on board. For some, a changeover is inevitable, but not urgent. Coastal Treated Products, Weldon, N.C., has already begun treating some Building-Products.com
2016 Top
Pressure Treaters The following are 23 of the largest wood preserving companies in the U.S. They are listed in ROUGH order of ESTIMATED capacity for waterborne treatments, based on a mix of published statistics, provided statistics, past rankings, and industry conjecture. This general order does NOT reflect production volumes. Contact david@building-products.com to contribute to the creation of next year’s list.
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Great Southern Wood Preserving, Abbeville, Al., may not operate the highest number of treating plants, but no one produces more treated lumber each year. Great Southern operates 14 plants with distribution coverage that stretches from the Florida Keys to Texas to Canada, covering 27 states, the District of Columbia, much of the Caribbean and Latin America, and even into Europe, the Mediterranean region, and China. Treatments offered are ACQ, MCA, borates, CCA, FRT, water repellent, and colorants, marketed under such brands as YellaWood, YellaWood Select, YellaWood SuperSelect, N-Durz, FlameFreez, MasterDeck and RainWood. In recent years the company has evolved and expanded its role as distributor, taking on products from James Hardie, TimberTech, AZEK and others. It has also expanded its manufacturing capabilities and offers a wide variety of specialty and other products for both industrial and residential markets. At the same time, the Great Southern family of companies has also expanded, including haulers Greenbush Logistics and Ocean Freight Express, and SYP producer Ashton Lewis Lumber Co.
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Universal Forest Products, Grand Rapids, Mi., is by far the most diverse company that treats wood, with close to 100 facilities that wholesale and manufacture composite decking, EWP, trusses and components, siding and trim, sheathing, pallets, packaging, components, concrete forming, radiant barrier, fuel pellets, and much more. Its 18 wood treating plants offer MCA, CA-C, borates, FRT, water repellent, and colorants. “We differentiate ourselves through quality and service, through the variety of products we offer, through product innovation and knowledge built over six decades of success, and through our ability to serve customers no matter where they’re located coast-to-coast,” says Jason DeBoer. “We’ve set ourselves apart in the industry with our ProWood professional-grade treated lumber backed by a lifetime limited warranty against termite infestation and rot.” A top trend UFPI sees is color-treated lumber and has introduced ProWood DuraColor, as a substitute for topical finishes or stains. It has color infused throughout the board to provide long-lasting color, while allowing for natural wood characteristics to remain visible. April 2016
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Spartanburg Forest Products , Greer, S.C., operates 10 treating plants in the Carolinas, Tennessee, irginia, Pennsylvania and Massachusetts. “We have facilities strategically located up and down the East Coast, which helps SFP achieve a high rate of performance,” notes P Mike Pastore. Other differentiators: “The company has also been quick to respond to customer requests and reacts to changing conditions of the lumber market as well as the industry. We feel that the retail background of many of our employees enables us to better understand our customers’ needs, as well as those of the all-important end user.” Listening has also been a key to its success. “SFP is always changing and reacting to new developments in the industry, as well as ideas, opportunities and innovations that may come from its customers, vendors and employees. We have never been afraid of taking a calculated risk whether it be an idea, process or situation that benefits the customer either large or small,” says Pastore. Treatments: MCA, CA-C, EL2, and water repellent. Hi son Lumber Sales, Pine Bluff, Ar., operates 10 treating plants, right up the center of the U.S., from Texas, Louisiana and Mississippi, up through Arkansas, and into northern Illinois. Inventories consist of dimension lumber, timbers, boards, decking and plywood in all grades of southern yellow pine. Treatments include CCA, ACQ, MCA, borates, FRT and water repellent. Treating operations are supplemented by distribution and three sawmills. Hoover Treated Wood Products six wood treating facilities cover the map from Southern California to Oregon, from Arkansas to irignia and Michigan offering a range of treatments (ACQ, MCA, CCA and other industrials). Yet what the company really focuses on is the fire retardant treated wood market, through its leading brands, Pyro-Guard and Exterior Fire- . It sells FRT lumber and plywood through its network of 100+ stocking distributors, while offering the preservatives direct from its plants.
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Robbins Manufacturing Co. was founded in 1938 as a modest sawmill and lumber supply company in Tampa, Fl. In 1953, Robbins began manufacturing and distributing Wolmanized brand pressure treated wood to building supply merchants throughout the state. Through the years, the company has grown to six treating plants in Florida, Georgia, and North Carolina. Optimistic about continued growth and migration to the Southeast, Robbins continues to grow its business through developing long-term business relationships with merchant customers through its core business practice of providing responsive customer service, a comprehensive inventory selection, and on-time delivery. Treatments: MCA, borates, FRT and water repellent.
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DO IT BEST is trying to keep its members apprised of what the changes in treated wood standards will mean to them.
higher retention material at its plants in Oxford, Pa., and Havana, Fl. Yet general sales manager Billy Rodgers sees no reason to rush the change. “People have been a bit hasty,” Rodgers says. “I’m not saying (the change) is a bad thing. It’s a good thing. But if, say, there’s word that they’re going to be raising the speed limit on the interstate, you don’t start driving at a higher speed until they post the new sign. We’re listening to our customers and will provide exactly what they want.” For others, the new standard creates more problems than it solves. Since it was approved, AWPA has been inundated with questions and complaints from confused or contentious dealers, building inspectors, and other industry professionals. A common complaint has been that the previous standard was much more exacting and less subjective; it was apparent to both builder and code official if the wood made contact with the ground or was subject to ground contact-like conditions. The new standard contains “a rather complex list” of conditions, adding “a lot of gray” into the mix. What exactly is “difficult to maintain, repair or replace”? “There are going to be some problems because now it’s very much up for interpretation,” explains Michael Beaudry, executive VP of the North American Deck & Railing Association, which is adding to its website a clearinghouse of information and recommendations on the topic. “The issue is just not clear enough yet, so we’re trying to help make it concise and easy to understand. The industry must work together to make that happen.” Yet others consider the switch completely unnecesary. Sunbelt Forest Products, Bartow, Fl., was one of the first treaters of Ecolife, a non-metallic preservative marketed for decks and fences, but only in above-ground applications. “Our chemical has performed well in above ground. We’ll continue to stick with what we’re doing,” says president Ken DelleDonne. “Obviously, if our customers are adamant that they want something different, we will supply their needs. We don’t need to change. We’re not seeing change in demand. We back and stand behind AWPA. Our prodBuilding-Products.com
ucts are AWPA certified, but this change is not in the best interest of the industry. It serves the few at the expense of the many.” Viance, manufacturer of the Ecolife EL2 preservative, has been the most vocal opponent of the change. Ecolife cannot be treated for ground contact. It features a built-in wood stabilizer, which helps repel water and reduce cracking, checking and splitting, and since it’s non-metallic, it is less corrosive to fasteners and metal fittings. As soon as the revised standards passed, Viance’s response was to reassure the industry that Ecolife remains a proven, AWPA-approved option for above-ground decking and that AWPA standards still allowed above ground for “most common decking applications when used appropriately.” (Its competitors conversely claim the change will affect “the majority” of treated wood decking.) Viance will continue to sell Ecolife with its lifetime limited warranty and the WWPI CheckMark. Second, Viance stressed that—at least for now—nothing had changed and that “products treated to above-ground retention levels are still recognized by the IBC and IRC building codes for deck joists and support beams.” Although the IRC and countless other local building codes mandate AWPA Standard U1, they refer to the standard as it was defined when that code was last revised (2014). So products that carry the WWPI CheckMark, like EL2 and Arch’s dissolved CA-C products, would be held to the earlier version of the AWPA standards until the next time each code is updated (after the new standard is published), according to AWPA. Some codes will likely be updated later this year; for others, it could take years. For wood that carries an ESR label instead of a CheckMark, such as Koppers’ products and Arch’s micronized copper azole, the change will come sooner, according to ICC-ES. ICC-ES has adopted the revised standards, effective July 15, 2016, at which point ESR-labeled products will be held to the new use categories. Viance is a big supporter of AWPA and its standardization systems. So for the long term, its goal is to more clearly define uses for above-ground treatments like EL2. Last month, Viance representatives submitted a series of proposals to AWPA calling for more specific definitions of UC3B and UC4A, as well as the creation of a new use category, UC3C, for “above ground severe or critical use exposure.” The proposed new category wouldn’t change retention requirements for specific applications, but rather describe exposure hazard conditions. Varying retentions (no less than 60% of UC4A) could be set, based on the type of preservative and the species used. That way, it could be used for EL2 and other preservatives where a ground-contact retention does not exist. Viance’s proposals will be reviewed at AWPA’s spring meeting May 4, 2016.
T e
an in
arranties
Code changes aren’t the sole motivator. One unnamed buyer said his mid-sized Midwestern retail chain will likely switch in the coming months, but “not because of the building codes. It’s because the chemical companies are changing their warranties and on January 1, we’ll lose the warranty on the product. They’re putting the onus on the lumber dealer to change.” Arch has announced it is changing its residential and agricultural limited warranty for treated wood products to reflect the revised standards. Effective January 1, 2017, the Building-Products.com
Co Industries, Orangeburg, S.C., is not only the largest American-owned utility pole producer, it is also a significant player in residential lumber and marine piling. Cox operates 13 treating facilities, two manufacturing plants, and more than 20 reload yards across the country to support its utility pole sales. Treatments include CA, CCA, penta, QNap, FRT, and water repellent. “Cox has always been an innovator in the treated wood market,” says Keith Harris, P-marketing. “Our founder, W.B. Cox, was the pioneer of kiln drying after treatment, we were the first pressure treater in the country to treat with fire retardants, we introduced the first structural laminated box column. We run one of the largest continuing education programs in the country, where we partner with other building materials leaders to deliver CE credits to architects, builders, code officials, and engineers. It’s not unusual for us to train several thousand a year delivering 10,000 to 12,000 CE credits.” Southeast Wood Treating, Montgomery, Al., since 1998 had been treating and selling wood exclusively for Georgia-Pacific. But that deal ended last year, and the company is now free to treat for and sell to anyone. In the interim, G-P appears to have shuttered its own plants and, in November of last year, Southeast Wood sold two of its five treating facilities to Sunbelt Forest Products. It continues operating the others, offering CA-C, EL2, and water repellent treatments. Four-location Culpeper Wood Preservers produces about 350 million bd. ft. a year of treated lumber 100 of it for independent dealers. “They are our single focus and we stand steadfast in their support and committed to their success,” says Larry J. Lang, executive P. He points to several reasons for the company’s success over the years: “The first is the strength, knowledge and can-do attitude of our people. The can-do attitude starts at the top and runs companywide. We understand that to be successful we need to develop the strongest relationship with our customer partners. Our Culpeper Promise’ is, and always has been, about the customer. It is about valuing each customer individually and forging relationships throughout the entire supply chain that foster stability, long-term growth, and profitability for all of the customers we serve. We know that the customer is the boss.” Also key is the quality of their products. “We continually develop special mill relationships that allow us to provide our customers superior quality products along with the most extensive array of products and grades available anywhere,” Lang says. “Each unit is packaged into a smaller size in order to give our customers a larger variety on each delivery giving them the ability to control inventory turns and freshness of stock. Each unit has color-coded end tags and bands in order to distinguish grade.” Consequently, Culpeper experienced 8 growth in 2015 and expects similar increases this year. Among its four treating facilities, Culpeper, a., and Columbia, S.C., offer MCA and borates Shelbyville, In., MCA and CCA and Fredericksburg, a., strictly MCA. April 2016
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Allweather Wood is the largest water-borne wood treater west of the Mississippi, with five treating plants and annual capacity of over 300 million bd. ft. Allweather built its first wood treating facility in Washougal, Wa., in 1984, adding plants in White City, Or. Fort Collins and Loveland, Co., and two distribution centers before being acquired by the Mendocino family of companies in 2007. A year later, Coos Head Forest Products, Coos Bay, Or., was added. The Mendocino acquisition placed Allweather in a unique position, giving it two sister companies, Mendocino Forest Products and Humboldt Redwood Co., that together form the largest producer of redwood lumber in the world, with two sawmills, 800,000+ acres of timberlands, reman and distribution facilities, and among the strongest environmental stewardship commitments in the industry. By leveraging that extensive distribution footprint in the West (13 manufacturing distribution locations in Oregon, Washington, Colorado and California), it can offer pressure treated wood options for all end use applications, as well as every conceivable dimension of redwood lumber and timbers. Treatments offered are ACQ, CA, borates, PTI, CCA, ACZA, FRT, and water repellent.
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McFarland Cascade, Tacoma, Wa., was already one of the West’s biggest treaters when in 2012 it was acquired by the world’s largest treater, Stella Jones, of Canada. The acquisition provided Stella Jones not only with entry into the U.S. for its pole business, but also doubled its lumber capacity overnight. The new parent, however, did not demand big changes of McFarland Cascade. “We have changed a little,” says Phil Schumock, director of sales-residential lumber. “We’ve gotten out of some products, like composite decking. We still have some cedar items. We still have all the same people on the customer service side. Size, abilities and investment in technology are big advantages. And we’re continuing to grow by acquisition.” McFarland Cascade treats lumber at three U.S. plants poles, crossarms and pilings at three in the U.S. and one in Canada oversees the lumber output at several Canadian facilities and operates eight peeling plants and 22 distribution yards. Three more industrial treating plants in the South are being acquired. Among the treatments (varying by location): CA-C, ACQ, borates, CCA, penta, QNap, penta, creosote.
warranty reportedly will no longer cover above-ground treated products used, for example, in tropical climates, within 6 inches of the ground, where it comes in contact with vegetation, or where there’s poor air circulation or water drainage below the structure that doesn’t permit the wood to dry. Similarly, Koppers is “reviewing (its) treated wood warranties. We will continue to use our current warranties through the end of this year.” Treater Cox Industries, Orangeburg, S.C., on the other hand, has introduced its own new warranty program for both ground-contact and above-ground materials. “We believe there is a perception that treated wood doesn’t last as it should,” explains Keith Harris, VP-marketing. “This perception has caused the building material’s reputation to suffer. Personally I see it much like the perception that CCA was dangerous; that misconception led the chemical manufacturers to develop dozens of proprietary formulations. It was bad for the consumers and bad for the market. We moved carefully when things changed in 2003, focusing on R&D to prove the efficacy of a blended copper azole formulation. As a result we have had very few issues with our product and what we have seen were more often than not misapplications.” “To prove our brand can be trusted and we are ready to stand behind it, we are now offering a premium warranty program to our stocking dealers that covers not only the wood, for decay and insect infestation, it will cover the labor, fasteners, connectors and clean-up costs to repair the project,” he adds. “The program supports a dealer that cannot absorb or pass along the cost of moving all of their inventory to ground contact. The warranty is pennies per board, offers protection beyond any other warranty in the market, serves as a differentiator for our dealers, and allows the builder to pass along peace of mind to the project owner
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Coastal Treated Products Co. sets itself apart by utilizing only high quality lumber from select mills to supply independent dealers and co-ops no big boxes. Coastal is a family-owned company itself, a subsidiary of Coastal Forest Resources Co., which owns Coastal Plywood Co., Coastal Forest Products, and Coastal Timberlands Co. It operates four treating plants (Weldon Oxford, Pa. Belington, W. . and Havana, Fl.), offering MCA, MCQ, CA-C, CCA and FRT. (CCA, in fact, was recently expanded to Weldon.) Coastal can ship the entirety of the East Coast, from Florida up to Canada.
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April 2016
TREATED WOOD suppliers are trying to stay in close contact with their customers concerning the new AWPA standards. Building-Products.com
through a transferable warranty.” (The warranty can also cover a dealer that wants to move to all ground contact). Cox has partnered with the Softwood Lumber Board to create new print and video training materials addressing common mistakes made building with treated wood. Cox has also partnered with Simpson Strong-Tie to hold deck building seminars in conjunction with its CE events. “Although a move to ground contact helps some application issues, there are many other best practices that are often overlooked—coating end cuts, for example,” Harris adds. “Retention levels of ground contact can be different depending on the application. We feel coupling education with a quality product, backed by the best warranty in the business is the best response to AWPA changes.”
Different ie
in t e
est
In the West, any changeover will go over a little differently. Since the fiber structure of western species makes it more difficult for preservatives to penetrate, they are typically incised first—which would make for unsightly decking. So treated Douglas fir and Hem-Fir that is to be used in decking is exempted from being incised, with the proviso that it is treated to higher retentions and is to be used strictly for above-ground uses. Allweather Wood, Washougal, Wa., plans no immediate changes. “Above ground is still a viable treatment,” the company reports, “but we may see demand change and therefore the mix of what we produce may change regarding ground contact versus above ground.” Phil Schumock, director of sales, McFarland Cascade, Tacoma, Wa., expects there to be “some changes,” but not as significantly as outside the West. “It’s up to our customers,” he says. “For us, it’s going to come down to figuring out what the customers want and adjusting.” A more significant change could be in the offing. New proposals have been submitted to AWPA by Universal Forest Products that apparently seek to change western species’ exemption in decking products. Western Wood Preservers Institute is studying the proposals and speculates that the argument in favor of them would be that if the new standards language in UC3B and UC4A requires a decking be treated to ground contact, then western decking should also have to be treated to UC4A and incised to meet the UC4A penetration standards. Yet since western treaters will presumably find no market for incised decking, chances are they will oppose the change. These proposals will also be reviewed at AWPA’s May meeting.
ettin t e
ord
t
In the meantime, the preservative companies and their treaters have been spreading the word to ease dealers and their customers through the confusion. “We produced a series of banners and flyers to get out to our customers,” says Steve Cheatham, sales manager for Everwood Treatment Co., Spanish Fort, Al. “We will be traveling throughout our market educating customers, contractors and consumers on the recent changes. We are also sending a series of emails to all our customers. I think our market will be one of the easier markets to convert since we are coastal.” Madison Wood Preservers, Madison, Va., fully converted to stocking all ground contact March 1. Says Kari Gaviria, “Last year when we got wind of industry changes with AWPA, Madison sat down as a team and discussed how to best serve and protect our customers. Instead of
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waiting, we immediately implemented several new tools to help educate sales staff and end-users including our Certified Madwood Installer trainings and the blog-style email blasts ‘Madword.’” “It’s a change we have been advocating since our first
1
Fortress Wood Products similarly focuses to quality by dealing with specific top SYP mills, to primarily supply independent pro yards. Its three plants, in High Point, Henderson and Elizabeth City, treat with CA-C, MCA, CCA, FRT and water repellent.
1
Bestway Enterprises is among the largest treaters in the Northeast, with four treating plants (Cortland, N.Y. Cresco, Pa. South Lancaster, Ma. and Stony Point, N.C.), plus dry kilns, a custom staining operation, its own large fleet, and distribution yards stocking not just treated wood, but also Owens Corning, CertainTeed, TUFboard, and Union Corrugating products.
1
Biewer Lumber, Lansing, Mi., operates three Great Lakes States treating plants with a combined annual capacity of 300 million bd. ft. Treatments include MCA, ACQ, CA, FRT and water repellent. Its own brands include Everguard treated wood and Select Cut premium lumber. But that’s only the beginning. Biewer also distributes a full range of products, such as Fiberon composite decking, ProBuilt aluminum railing, KWP Eco-side engineered wood siding and trim, Camo fasteners, and Aeratis porch flooring. It has its own logistics company. And, perhaps most significantly, it operates two sawmills in Michigan, two in Wisconsin, and counting. “Because we own and operate four and soon-to-be-five sawmills, we control the fiber, so it provides us with a great market advantage,” explains Pam Turner. “We are building a new sawmill in Newton, Ms., scheduled to start up in January 2017.” Although Biewer doesn’t operate a treating plant in the South, to be closer to the southern pine timber, it won’t rule out the possibility of one day having one.
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Based on the Oregon coast, Conrad Forest Products has been a pioneer in pressure treatment
since 1958. Since then, it’s undergone significant changes in its capabilities, technology, products and services. Conrad operates three treating plants in North Bend and Rainier, Or., and Arbuckle, Ca. offering CA, borates, ACZA, CCA, QNap, penta, creosote, interior and exterior FRT, and Bluwood. “We have 11 cylinders soon to be 13 and maximum 115 ft. in length to service 11 western states, Hawaii and Alaska,” says Maryann Rohrer. “No other treater in the West has our choice of treatments, production capabilities, and locations to serve customers better. We are fully compliant with all AWPA, AREMA, ANSI and REA standards. All plants enjoy easy access to the ports of Oakland, Portland and Seattle.” Building-Products.com
MadWood Installer training when we realized that 80% of the contractors in the room didn’t know the difference between above-ground and ground-contact material. At the end of the day our job is to protect not only our reputation, but also that of the stores stocking our product, its endusers, and the industry as a whole.” The industry needed a few years to transition from CCA to new practices. Going forward, expect this latest change to require the same.
1
Sunbelt Forest Products , Bartow, Fl., was already running one of the South’s largest treating plants near capacity when late last year it purchased two facilities from Southeast Wood Treating. Adding the plants in Rockledge, Fl., and Louisville, Al., nearly doubles Sunbelt’s capacity to more than 300 million bd. ft. of pressure treated wood a year. Treatments include CA-C, borates, EL2, and water repellent. “We’ve always been on the leading edge,” says president Ken DelleDonne. “Back in 2002, when the nation began phasing out CCA, we had already been treating with ACQ for over a year. We were one of first to get into EcoLife we took it to market in the South. We’re always pushing the edge on new preservatives and jump in with both feet.”
1
CM Tucker Lumber , Pageland, S.C., may be based on the same 100-acre site that it was founded on in 1920, yet its growth has been impressive. Decades back, CM Tucker thought to differentiate itself from the competition by pursuing the specialty products market category, sparking a steady, sustained period of growth. During peak season, it now ships out over 100 loads per day, to customers as far reaching as Maine and Alaska. Treatments include MCA, CA-C, EL2, borates, FRTW, and water repellent.
1
Madison Wood Preservers, Madison, a., operates one treating plant. One really big treating plant. At 180,000 sq. ft., it’s reportedly the world’s largest. It can treat over a million bd. ft. in a day. What is the secret to Madison’s growth “Our secret,” says Kari Gaviria, “isn’t a secret at all. We sell the best to the customers that want to stock the best. We go the extra mile to insure customer satisfaction, from purchasing all the way into best practices. Our job is to help our customers grow their business that’s why our new tagline is Business is Built on Madison Wood.’” Top quality is mandatory. “We buy solely from mills producing consistently above-average quality wood, and those mills are re-evaluated on a systematic, ongoing basis,” she says. “We accept only clean, dry lumber bound by straps, not chains. All lumber is stored indoors, assuring that the customer will receive a fresh product. A mold inhibitor is applied to all products. To minimize handling damage, wood is moved by conveyors and is packaged in bundles with plastic bands and protective crosspieces.” It treats with .14 MCA, Heavy Duty .23 MCA, CCA (agricultural fence posts), and Stabilyzr water repellent.
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BB&S Treated Lumber of New England , North Kingstown, R.I., has capacity to receive up to 1 million bd. ft. a day and can treat over half a million ft. a day, or 150 million bd. ft. annually. Treatments include MCA, ACQ and water repellent. BB S also distributes Fiberon composite decking and railing, Westech vinyl fencing, and Pacific Western Woodworks cedar. A big advantage is having the area’s largest delivery fleet, which includes specialty vehicles with self-loading cranes and allows BB S to send out product 24 hours a day and meet the most demanding delivery requirements.
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Northeast Treaters was founded in 1985 in Belchertown, Ma., and in 1996 added a plant in Athens, N.Y., to offer fire-retardant treated lumber and kiln dried before and after treatment products. The main plant currently treats with MCA and water repellent. But last year, Northeast Treaters began the demolition and reconstruction of its Athens facility. “The new state-ofthe-art treating facility (was expected to) be operational in March and available to meet the demand of the pressuretreated lumber season,” says Greg Christy. “The new plant is complete with a material handling system that improves the productivity of the plant by 40 and is now the most efficient wood treating operation in the Northeast.”
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The goal of Everwood Treatment Co., Spanish Fort, Al., has been to create a one-stop shop, making things easier on retailers and distributors. Sitting on 70+ acres, Everwood has three cylinders treating Wolmanized CA-C and EraWood PTI, over 40,000 sq. ft. of remanufacturing, a couple of kilns for KDAT, shrink-wrapping tunnels for pattern stock, saws for precision end trimming or cut backs, and multiple warehouses. “In tough market conditions with standard treated commodities, we try to set ourselves apart with a diversified portfolio of services offered,” says sales manager Steve Cheatham. “We service distribution centers, small chain stores, and independent retail locations throughout the Southeast. Our model lets us effectively and efficiently service the international market from ports along the Gulf of Mexico and down the eastern seaboard.”
2
Easte Forest Products provides MCA, CA-C, borates, CCA, FRT and water repellent treatments from its plant in Houston, Tx. “Competition in our area has grown probably four- or five-fold in the 25 years since I’ve been here,” says manager Todd Toups. “Everyone’s got their niche in the market. Ours is specialties. We don’t say no to anything. We’ll try anything once twice if I don’t get into too much trouble.” A complete mill offering custom work, including timbers to 52 ft. long, complements the treating. “Custom milling is something we’ve been doing for a while, but we’ve enhanced it and gotten a lot more creative in what we can do,” Toups says. Building-Products.com
MARGIN Builders By Jacek Romanski, GRK Fasteners
ow impact drivers and star drive screws are changing the astener industry
I
N THE LAST DECADE, manufacturers and distributors have witnessed a dramatic shift in the fastener industry. Contractors who used to rely on a hammer, screwdriver or drill are now turning to a much more effective new tool— the impact driver. This shift has turned professionals away from conventional screws and nails and toward the star drive screw, a specially-equipped fastener that is a perfect match for impact drivers.
T e ll
o erf l
pa t Dri er
Worldwide demand for power tools is forecast to increase 4.8% per year through 2018 to $32. billion, according to a study by market research firm ReportLinker. A key part of this increase is the growing demand for impact drivers. An impact driver is designed to deliver a strong, rotational force for quick and efficient driving. While it looks similar to a cordless drill, an impact driver is specifically engineered to drive screws faster and easier than alternative methods. It allows contractors to drive in screws with maximum torque every time. Impact drivers were used primarily in the late 1 0s as a pneumatic wrench in mechanics shops and automobile manufacturing, but it wasn’t until after 2010 that battery and drill technology finally reached the apex to introduce a cordless impact driver. Contractors immediately discovered the tool’s advantage over an electric drill when driving into tight places and specifically driving long screws into wood—especially in decking projects. The weight of the tools were another major benefit to regular drills or pneumatic/cordless nailers. Impact drivers are replacing the standard hammer drills in many toolboxes due to the amount of torque they provide when handling big jobs. In the last several years, dealers and distributors have seen an increase in the amount of impact drivers they’re supplying to contractors. In fact, after recently conducting several interviews and focus groups, GRK Fasteners found that over 80% of the remodeling market now uses impact drivers to install fasteners. Compared to a normal or cordless drill, an impact driver
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provides more power and control. It creates a much higher rotational torque than traditional drills, allowing for faster drill time. The impact driver is much stronger than a drill in terms of the way it can deliver the extra torque to break loose stuck bolts and screws or to drive them deeper. Whether installing cabinets, trim or drywall—all of which benefit from utilizing a star drive screw—an impact driver makes for an easy, clean and efficient finish. Additional advantages of impact drivers include: Compact design: Impact drivers can easily fit into a 4-
IMPACT DRIVERS are replacing hammer drills in many tool boxes because of the torque they provide for big jobs and causing contractors to switch from traditional screws and nails to star drive screws. Building-Products.com
to 5-inch space. Elongated battery life: Now that manufacturers are using lithium ion, the motor has been downsized and battery power has grown from .6 volts to 18 volts. Lighter weight: Impact drivers are a little more than 3 lbs., whereas drills and nailers carry up to an additional 7 to 8 lbs. Overall, the use of impact drivers will continue to grow, which has major implications for the fastener industry.
Rise of tar Dri e
re s
The deep recess of star drive screws has been a major selling point for contractors who are using impact drivers. Star Drive screws not only reduce installation effort, but can handle at least double the torque of Phillips or square drives screws, due to more points of contact. Star drive—originally known as Torx head—screws were common in the automobile industry before being adopted by the general construction industry. Their popularity has grown largely due to the strong grip between the bit and screw. GRK was the first to launch star drive screws for wood and other building materials back in 1 0 after noticing the superior performance over traditional Phillips or Robertson square drive heads. Star-shaped bits fit tightly into the star-shaped head of the screw, providing a firm grip that reduces slipping and stripping of the screw head. Compared to a Phillips or square drive, which has limited points of contact and restricted depth, the six points of contact on a star drive spread out the maximum point of torque, reducing the amount of stripped heads. In comparison, contractors using conventional screws often deal with stripped screw heads and broken screws. Star drive screws not only reduce the need to pre-drill, but contain at least double the torque of Phillips or square head screws. It is no wonder that in the last five years, most screw manufacturers now offer star drive screws, making them the screw head of choice by remodelers. Star drive screws are also outpacing nails because of the ease in unscrewing. They are excellent for remodeling projects where the screws need to have the option to be removed and put back as they don’t strip out, even over time. When it comes to driving in star Building-Products.com
STAR DRIVE screws, once solely the domain of GRK, are now offered by nearly all screw manufacturers, including Simpson Strong-Tie, FastenMaster, Grip Rite, Deckmate, Hillman PowerPro, Spax, and Starborn. (All photos courtesy GRK Fasteners)
drive screws, the ease is yet another benefit. Maintaining proper bit contact is effortless, especially with the use of the impact driver.
oo in
or ard
It’s not surprising how many fastener manufactures have adopted the use of star drive screws and impact drivers since they’ve entered the market. As building products dealers see the impact driver trend continue, it is essential for star drives to be prominent on shelves. Offering star drive screws in “job-size” quantities, such
as 1 lb., 5 lb., and bulk boxes, is important to ensure plenty of options to cater all project needs. From cabinet and finish to concrete screws, more and more manufacturers will continue to move their screws to star drive beyond just structural fasteners. The impact driver is a small power tool, but it will continue to make a huge impact on the fastener market for many years to come. ace an i i irect r ae ar eting r a tener a i i i n T cha rg en in irie t gr gr a tener c
ROUGH TIMBERS UTILITY POLES PRESSURE TREATED LUMBER RETARDANT TREATED FIRE LUMBER AND PLYWOOD
April 2016
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INDUSTRY Trends By Stephanie Ornelas
Trends and o servations in engineered wood O ONE can deny the importance of engineered wood in the LBM industry today. That’s why it’s important to take note of some observations and trends throughout the industry.
need for reen
There’s an ongoing demand for energy efficiency and there’s no sign of it slowing down. As engineered wood is a renewable building material and a good choice for the environment, for green building, and for long-term life cycle performance, there’s no wonder that the product is in high demand. The USDA Forest Service, Forest Products Laboratory, and APA The Engineered Wood Association cosponsored The Inside View Project, a demonstration house in suburban Chicago by Beechen & Dill Homes. The house served as a learning tool for builders, architects, and code officials. The home incorporates
Advanced Framing techniques that use familiar building materials and methods to maximize materials usage and energy efficiency, and was specifically designed using the feedback Beechen & Dill received from their buyers. As the demand for engineered wood continues to evolve, the purpose of the home is to give building professionals—including architects, builders, code officials, and building designers—a look at energy-efficient framing practices that conserve energy, speed construction, reduce labor, decrease waste, exceed structural requirements, and save homeowners money on their energy bills—all things that homeowners are said to be paying more attention to. Ed Kubiak, director of construction for Beechen & Dill, noted that what was once a rare thing to build energyefficient homes is now an industry standard.
ENERG EFFICIENC and long-term life cycle performance are among the reasons why engineered wood is in high demand.
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ood an too
Canadian architect Michael Green spoke at the Oregon Logging Conference recently and was very optimistic when it came to cross-laminated timber and it being used more frequently to build multi-family projects and other tall buildings. Noting that the Empire State Building could technically be built out of wood, Green also wanted to make note that buildings made out of cross-laminated timber are slated to go up soon in Portland and at the Oregon State University campus. There are also talks of wanting to see the material used in other projects around Oregon. He predicted that we are only going to see more of this.
ere did all t e fra ers o
While handling engineered wood requires advanced skills from a more experienced installer, something that’s being noticed throughout the industry is a dire need of skilled carpenters. Tim Debelius, of Boise Cascade EWP, Boise, Id., has noted that there continues to be a growing shortage of framers and carpenters in most regions. In an industry that requires efforts from many players, all you need is to be short one trade or one contractor at the time that you need them and it can back up everything. According to Doug Bauer, CEO of Irvine-based homebuilder Tri Pointe Group Inc., the average age of framers, as well as electricians, and plumbers is about 50, and there needs to be more efforts made to persuade young people to train for construction trades to reduce the shortage. Building-Products.com
PO Box 2140, Jasper, OR 97438
541-988-1127
www.jasper-wood-products.com RMcDougal@jasperwp.com
Natron & Jasper Wood Products is an independent plywood producer and has also been custom-treating industrial LVL and plywood for more than 20 years. We strive to meet the evolving needs of our customers.
4x10 4x8
Our dedication to environmental responsibility is evident throughout our manufacturing process. We are proud members of the APA. Our goal is to provide high-quality products on time and at competitive prices, including: • High Density Overlay (HDO) Plywood • Medium Density Overlay (MDO) Plywood • Medium Density Overlay - Hi-Flo® • Marine Plywood • Sanded Plywood • Sheathing Plywood 4x8 — 4x10 Plywood
COMPETITIVE Intelligence By Carla Waldemar
woman s place is in the yard LOSE , BUT NOT
the jackpot. I’d paid visits to the towns of Lexington and Danville—Kentucky neighbors of Irvine, home of Meade’s Do it Center. Had I known of Meade’s—perhaps the biggest employer in this small (pop. 15,000) rural community—I’d have popped in to offer a High Five. (And learned to say it right: “Er-vun,” as GM Sharon Scott tutored my northern tongue while she explained the outfit’s staying power.) “It’s our sales force—24 years of experience for most of us,” she demonstrated, listing—typical, among her 12 full-timers—an office manager logging 33 years, a receiving lady at 31, and Sharon’s own record of 37 years and counting. The operation was launched 70
years ago by horticultural teacher Orville Meade, as a farm store/chick hatchery. Later, his sons Mike, now 71, and Perry, 66, bought the business and introduced lumber and building materials to the line-up, meaning “we can build a house from the footings up,” says Sharon, who runs the place sans the shadow of micro-management. “They’ve built low-income, federally-backed apartments all over Kentucky, so they’re busy. They leave running the store to us.” Sharon met Perry when working for a dentist he patronized. “Truthfully, the dental office was kind of boring. So I asked him for a job. I bugged him till he hired me.” It was a man’s world back then. “When I came on 37 years ago, things were different. The customers”—g ,
MEADE S GM Sharon Scott ( ront r ht), hereself with 37 years of service, heads an experienced, primarily female crew.
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of course—“didn’t want to talk to women. I took some guff at first,” she says in her easy-listening Er-vun lilt. Sharon was in the vanguard of what’s become a female-dominated crew at Meade’s. Next up: “When the estimator/yard manager’s health forced him to quit, a lady—actually, one of our cashiers—wanted to apply for the job. Well, we promote from within here,” so she got her chance. Meade’s made sure she was able to take classes and vendor training to help her succeed in her new position. “And she’s great! She loves what she does, and our contractors respect her. “Here, it’s whoever tends to fit the position best—but we do end up with more women,” Sharon allows. Women generally tote less baggage to the workplace, she’s found: “Nothing to prove. They’re generally more sympathetic. They listen better, and”— duh—“they multi-task. Plus—don’t say this,” (but I will, anyway) “we women can get by with babying men more than another man would.” And why do the femmes like working here—sticking around for decades, even? “Women with children love that they can leave early if there’s a need—a school visit, someone in the hospital. It’s not like a big corporation where it’s ‘We won’t pay you.’ Here, we all work around it.” And they’re all cross-trained to jump in wherever needed. Another savvy workforce innovation: “Our assistant manager launched a high-school student program. He (yes, it’s a he) is a former employee who left to go to college in a physicians’ assistant program. But he decidBuilding-Products.com
FEMALE shoppers are drawn to Meade’s selection of appliances (top), paint ( ddle) toys, gifts and holiday merchandise ( otto )
ed he’d be happier sticking to sales, so he returned to us” and started the program. In tandem with the high school, kids work 10 hours a week for school credit, “and they send us the really good students. If”—more likely, hen—“they return as college kids, we work around their schedules.” Sharon is a huge advocate of training, training, training. Cashiers—the usual entry position—shadow vets to learn their way. Others are encouraged to sign on for classes and seminars. As GM, she helps but doesn’t hover. “As a manager, I’m a very particular person,” Sharon states. “Being a woman, I like the store clean. Everybody knows what they’re supposed to do, but I don’t need to tell them how to do it, as long as we get the end results.” Meade’s may be the only act in town, but Lowe’s, Home Depot, and 84 Lumber loom along the highways to Lexington and Richmond, where many of Irvine’s citizens commute to work. Yet, claims Sharon, “We hold our own. We offer competitive pricing (even lower than Lowe’s), Building-Products.com
thanks to far less overhead and the buying power of co-op membership.” But the biggest draw is service. “When I go to a big box, I hear over and over on the intercom ‘Help needed in aisle….’ No one steps in to help. Here, we greet our customers by name and offer immediate assistance.” Contractors, who represent 40% of Meade’s customers, are primarily involved in remodeling and addition projects. They love Meade’s delivery service, plus the know-how its experienced staffers can offer, such as cutting stair steps to spec. (“You’d be surprised how many contractors don’t know how to lay out stairs,” the GM whispers.) “Our yard foreman is very good with people. ‘The customer is always right,’ he says—at least until he leaves the building,” she laughs. “He’s always ready to bend over backwards, even run out to a home to figure out what was done wrong and work to correct it.” Meade’s also serves commercial accounts such as the School Board, hospital, the Carharrt’s site in town, and the railroad’s needs. The town’s homeowners, in turn, are delighted that Meade’s not only provides a complete line of building materials for home and farm, but items they desire within those walls: Whirlpool appliances, for instance. Housewares, clothing, luggage. Even toys, gifts and holiday items. “Women shoppers love those! And women are more comfortable shopping here; they’re not intimidated. Men here in Kentucky hate to shop, so they send in their wives. (We can hear their voices in the background on the phone, listing what they need.)” To aid these homeowners in their projects, Meade’s is happy to refer them to electricians, plumbers, what-haveyou: “our own customers, of course, whose work we know and can recommend.” She also believes strongly in the benefits of advertising. “We send out co-op circulars and catalogs; we use two radio stations and our town’s magazine.” But, she agrees with most of us, the best vehicle is word of mouth: “It goes a long way.” The company emerged nearly unscathed from the recent recession, due in part to fortuitous timing. The original building had burned down in 1 85 and was rebuilt at 5,400 sq. ft. on its original site, which abutted a grocery store that kept changing hands. When the supermarket finally called it quits, Meade’s was able to take over the adjoining property and expand floor space to 11,000 sq. ft. That opportunity led to a more recent make-over, insuring that, when the economy turned sluggish, “We didn’t go down, like the others. We actually posted a 10% increase in business. And with higher gas prices, people are shopping closer to home,” she testifies. Meade’s repays that loyalty by giving back to the community in countless ways. “We’re one of the biggest donors in the county. We also donate older merchandise, like hardware and water heaters, to a church that passes them on to the needy. ‘Do unto others,’” she states as her credo. And she still loves coming to work, you bet: “I love the people, and I’m with them even more than my family. I’m 65,” she reveals, “but I can’t see staying home.” ar a a d mar cwaldemar@comcast.net April 2016
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OLSEN On Sales By James Olsen
The one two punch o power prospecting
A
N INTELLIGENT, NON-AGGRESSIVE
friend of mine went to law school. Upon graduation he landed a job in a respected law firm. I went to visit him at his office (it was small). I asked him about the guy I had seen in the corner office. “He’s the rainmaker,” he told me. “What does he do?” I asked. “He brings in new clients.” “And what do you do?” “I do all the legal work he brings in.” Most salespeople don’t prospect past their first two years. They prospect until they have 40 or so accounts that will talk to them and give them (some) business and then “fake prospect” for the remainder of their careers. These sellers will prospect when business is terrible (the absolute worst time!), but otherwise continue to work a mediocre account base developed by a rookie seller—the one who prospected for the first two years. Master sellers prospect a the time. They are the rainmakers.
ne T o
n
Converting a potential customer to a customer is minimum a two-step process. Our first call is qualification, not sales. We must find out if the account is viable for r needs. Do they fit r profile? Do they: (1) Buy what we sell? (2) Buy it the way we sell it? (3) Do they buy enough? The number one mistake made by sellers in prospecting is the failure to qualify the account on volume used. This mistake is almost always preceded by the other mistake in prospecting: Trying to sell. But I’m a salesperson. I’m supposed to sell aren’t I? Yes, but only to a i ie buyers.
irst
all
“Good morning, Mr. Newton, my name is Paula Powerful. I work with Make It Rain Lumber in Chicago. We sell a lot of in the Midwest. They tell me you buy the ; is that correct?” t er “Yes.” “How much of that are you bringing in per month?”
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We are going to get dodged a lot on this question. I call it the “Non-Answer” answer. This is the cr cia ent in our first call. If we don’t follow up on the vague answers to volume questions, we send the message to our potential customer that it is okay to side-step our questions… and it is not okay! Relationship boundaries are set early; if we let our date show up late for the first date without a comment or a crinkle of the brow, they will show up late for others. t er “We use a fair amount “I’m sure it varies, but could you give me a ball park idea?” t er About five cars a month.” (Qualified!) On our first call, many customers will challenge us to give them a price. Unless you are absolutely the master of your market, avoid this. Whether true or not, it is often an excuse to dismiss us because our price is “too high.” t er “So what’s your price on 2x4 ’s?” “Mr. Newton, I’d love to sell you something today, but that isn’t the reason for my call. What I’d like to do is get to know you and your company a little better. After that, if you’d like to buy something, we can do some business.” We don’t want to appear overanxious in our pursuit of new business. We are a valuable supplier.
e ond
all
While trying to sell a potential customer on a first call is a low-return activity, proposing and closing on our second call is a must. We come into this call assuming our customer is going to buy from us. “Good morning, Mr. Newton. We spoke last Tuesday about your 2x4 s. (Always connect the first call to the second. If not, customers often forget our first call.) t er “Good morning.” t er “Pleasantries…” “John, I’ve got a great deal on the 2x4 s we spoke about, how many can you use?” t er “What’s the price?” “The price is the icing on the cake, John. If we can agree it’s a great price, how many can you use?” Qualifying and selling customers is a two-step process. Qualify thoroughly on the first call, promote and sell to that qualification on the second. am s s Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com
Building-Products.com
April 2016
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EVANGELIST Marketing By Alex Goldfayn
critical attitudes or sales growth
S
O MUCH OF sales has to do with attitude and mindset. Want to grow? What do you believe about your products and services? How do you perceive your work? Are you selling products or improving lives and companies? Are you offering great value to your customers when you call, or do you fear bothering them? When it’s time to follow up on a quote or proposal, what are you thinking? Are you expressing interest or taking more of their valuable time? Through my work with clients, I’ve identified the nine key attitudes that impact revenue growth. These are ways of thinking and behaving, and as such, they can be learned.
F c s r a When you talk about your products and services, don’t talk about your products and services. Emphasize how your customers are improved. You save them time. You’re dependable, which allows them to sleep at night. You grow their business. You help them look good to their customers, which leads to retention and referrals for them. do this. Talk about it. It’s far more interesting than your product specs. id c You are not lucky to have your customers’ business. The are c t ha e If you asked them, they’d tell you this. You are not lucky they picked up the phone, they are lucky you decided to call them over 100 others you could be talking to. Be confident in your great value. The opposite of this is uncertainty, doubt and fear— which is the default position for many salespeople. It’s why salespeople quickly agree to lowering prices at the customer’s first request. They fear losing the business. Teach them to think confidently, and this stops. d ss Confidence informs our thinking, and boldness dictates our behavior. If we think confidently, we behave boldly. Boldness leads us to think less and take action more. When we are bold, we don’t hesitate to pick up the phone, or schedule the meeting, or pivot to the sale, or ask if our customer would like to buy other products that we offer. Bold salespeople don’t procrastinate. Bold salespeople ask for the business. Bold salespeople sell more. timism There are countless studies that find optimistic people are more successful than pessimistic ones. It makes sense, right? If you believe you will get the business before you pick up the phone (confidence), you will behave accordingly (boldly) and chances are you’re right. If, conversely, you believe you won’t get the business (pessimism), chances are you won’t. Henry Ford said, “Whether you think you can, or you think you can’t, you’re right.” Might as well be optimistic and think you can!
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April 2016
ratit d Too many people—starting with our politicians and the media that cover them—believe the country is broken. The country isn’t broken. America is the greatest country in the world, and as such, the best country in which to be in business. Your company is not broken; it’s been around so long—often for generations!—for a reason: Because you provide massive value to your customers. Be grateful for where we get to live, where we get to work, and the customers we get to sell to. The opposite of gratitude is cynicism, which is far more common to find in business. Be grateful and you’ll behave accordingly—and sell more. P rs ra c We only need one yes. A single yes obliterates 100 no’s that came before it. A no never means no forever. It merely means not now. So give people another opportunity to say yes. In fact, a terrific revenue growth technique which I have my clients implement is to go back to everyone who said no in the last year, and ask if you can help now that some time has passed. c mm diti ati Focus on your relationship, and you’ll be singular. Nobody else has the relationship with their customers that you have. The friendship, the extra effort you put in, the trust, the reliability. That’s yours alone. Focus on it, rather than your products and pricing. Pr acti rts: Strategic growth demands proactivity. Get out of the problem solving circle: customer calls with a problem; you work to resolve it; another problem comes in; you solve that one; this repeats until it’s 4 p.m. and time to go home. Block out 15 minutes of proactive communication time ai , and call customers and prospects. Acti Do stuff. Communicate. Don’t put it off. Don’t procrastinate, which is the core competency of the unsuccessful. Make your core competency action. Your communication doesn’t have to be perfect. It doesn’t have to be 100% ready before you send it out. It only needs to be helpful. So, take action. e a n i The ange i t Mar eting n tit te a re en e gr th c n tanc an a th r The Revenue Growth Habit. i it e ange i t tg c A da CEO, Evangelist Marketing Institute www.evangelistmktg.com Building-Products.com
Mar s Ri er
ts Do n
After 42 years of milling western red cedar lumber, Mary’s River Lumber, Corvallis, Or., ceased operations March 14. Operations include mills, drying and shipping operations in Corvallis, Philomath, Or., and Montesano and Bow, Wa. “Unfortunately, the extremely limited availability of suitable cedar logs has led us to this point, after a great deal of analysis and evaluation of alternatives,” said president Brad D. Kirkbride. “We will operate in a limited capacity to wind down the business
in the coming months and continue to actively market the facilities for sale. Our remaining inventory will be finished and sold until the entire inventory has been shipped.”
onta t ellin
lant ite
Contact Industries, Clackamas, Or., has placed its 60-year-old millwork manufacturing site in Prineville, Or., up for sale, but intends to remain put as a tenant. Listed for $6. million, the 82-acre site features 555,000 sq. ft. of buildings with about 215 employees. Contact recently created Contact
Properties, to serve as landlord and eventual seller of the site. A buyer would have to take on a 20-year lease to Contact Industries, with a five-year renewal option. Business is up about 35% since 2012 for the firm. Money generated by the sale would “allow the owners to focus their efforts” on manufacturing.
ll eat er
pands RT
Allweather Wood, Washougal, Wa., has expanded the product offering at its distribution centers in Woodland and Fontana, Ca., to include DBlaze Fire Retardant Treated Wood. The DCs began shipping new orders for D-Blaze in mid-March. The company believes the expansion of FRTW at their distribution facilities in California will help meet the needs of lumber yards and dealers serving commercial and multi-family construction. “We have been selling D-Blaze produced by our treating facility in Denver, Co.,” says sales mgr. Kristen Lockhart, “and have added the product into our distribution center operations to fulfill current customer requests and to serve the growth of fire retardant treated wood in the West.”
DEALER Briefs Ganahl Lumber has broken ground on its new location in Torrance, Ca. HD Supply Construction & Industrial – White Cap, opened
a new 108,000-sq. ft. location in downtown Denver, Co. its fifth in the state.
Ace Hardware, Chino alley, Az., is targeting a June 1 opening for a second location, in Paulden, Az. Utzinger s True Value Hardware, Astoria, Or., has been placed up for sale, after president Cassy Utzinger was unable to come up with funds to buy out her siblings.
Southgate Ace Hardware, Tumwater, Wa., is liquidating after 31 years, with owners Ray and Pam Berschauer’s sale of their 13,000-sq. ft. space to Dollar Tree. Sears Hometown & Outlet Stores opened a branch in Albany,
Or. (Floyd Huff, franchise owner).
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April 2016
Building-Products.com
Distributed by
Windsor, CA
707-687-5677 weston@decksupplywarehouse.com
www.decksupplywarehouse.com
lans
i
pansion in
est
84 Lumber will establish a western headquarters in Phoenix, Az., with plans to open at least a dozen new stores and manufacturing facilities in the region over the next 18 months. The chain currently operates 1 stores in Arizona, California, Colorado, Nevada, New Mexico, and Texas. Mark Mollico will relocate to Phoenix to open the new office, which will provide both new and existing stores with greater access to 84 Lumber services and support.
SUPPLIER Briefs Weyerhaeuser Distribution has added factory-finished TruGuard Siding to its distribution centers in Phoenix, Az., and Boise, Id. The prefinished woodgrain siding is manufactured by Northwest Factory Finishes, Bonner, Mt. Burton Saw & Supply, Eugene, Or., has purchased Global Tooling & Supply, Eugene. Sherwin Williams, Cleveland, Oh., has agreed to acquire Valspar, Minneapolis, Mn., in a deal worth more than $9 billion. alspar brands include Cabot, Solver, Wattyl, Pro-Spray and alspar Professional Sherwin-Williams brands include Krylon, Dutch Boy, Thompson’s WaterSeal, Pratt Lambert Paints, and Minwax. Coeur d Alene Wood, Coeur d’Alene, Id., launched a new website at www.cdawood.com.
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April 2016
e
ner for
as in ton ard
After 30 years of ownership, Wayne Fisher has sold North Cascades Builders Supply, Winthrop, Wa., to Nick Allgood. Fisher has retired, but will continue to be available to Allgood as a consultant. The yard currently stocks minimal inventory, specializing in quick-turnaround of special order materials, but Allgood intends to add a showroom.
a to
er en Re i in
l
Long-time Sacramento, Ca., lumber professionals are working to revive the local chapter of Hoo-Hoo International. Sacramento Hoo-Hoo Club No. 10 was chartered in 1 40, prospering through good times and bad, but eventually dwindled to just a handful of members and went dormant in the early 2000s. “We need the opportunity for people to meet, to cultivate true friendship and therefore confidence among persons engaged in the lumber industry, to help elevate humanity by charity of action, thought and justice—and have some fun along the way!” the organizers explained. Organizers include Jeff Squires, PC Wholesale; John Taylor, Pat an, and Pete Fleming, Taiga Building Products; and Kent Bond, All-Coast Forest Products. An informational meeting was held April 7 in Rocklin, Ca., to discuss restarting the chapter.
n alle
dds
in ri ona
Sun Valley Supply, Phoenix, Az., is opening a second location with 22,000-sq. ft. warehouse in Tucson, Az. Headed by GM Scott Wherley, the new location offers drywall, stucco and other commercial building supplies.
Building-Products.com
THINKING Ahead By Steve Cheatham, Everwood Treatment Co. and NAWLA Marketing Committee Member
ew treated wood standards designed to protect end users several years, members of the American Wood Protection Association, representing the wood-treatment part of the industry, started discussing an ongoing problem: Consumers were buying our products and using them in ways they were not meant to be used. A typical example would be when lumber treated for aboveground use was used in ground-contact situations. Treaters, chemical company reps, and interested parties VER THE LAST
o t
NAWLA (North American Wholesale Lumber Association) is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn more about how NAWLA can help your business at www.nawla.org.
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would gather to discuss what could be done to educate the consumer about the differences in treatment levels and end usage. It was typical to show photographs of potential claims where it seemed the product failed, but was clearly misused. We could see the end tags in the photos where the intended use was clearly stated. Too many times you would hear, “It’s treated. I thought I could
April 2016
use it anywhere.” As an industry, we could have ignored this problem. We could have laid the blame on consumers, contractors or salespeople, and said it was their fault for not paying attention. But that’s not a long-term business solution. Our goal is to protect and educate consumers and make it convenient for them to get the right
Building-Products.com
A Special Series from North American Wholesale Lumber Association
product for the particular job. So we took a look at our standards. Through the auspices of the AWPA, our industry looked at what had been written about applications and started a conversation about what could be clarified. We recently came to a consensus. Changes to our standards are being published and implemented as you read this article. So what exactly changes? Let’s say an end-user was going to build a deck. Currently, they go into a retailer and buy lumber. Most people think that they can frame the deck with any treated lumber just because it says it’s treated. They think that means the 2x6 treated on the shelf can be used for everything from the decking to the stringers. In reality, if it’s less than 6 inches from finished grade (including dirt and landscaping), a structural component critical to the performance of the project, or will not completely dry between wetting cycles, they will have to use ground-contact treated lumber. Those are just a few examples of situations that will require the heavier retention. Language in the standards clarifies when treated wood should be used and for what applications. Instead of trying to parse the distinction between “ground contact” and “above ground,” the new standard is clear that what matters is the intended use. So if the lumber is to be used in critical applications, for example, it should be treated for ground contact. It’s important to recognize that the products themselves won’t change. The performance of properly treated wood remains the same. What changes is the terminology in how to specify the product. For example, 2x12s are typically treated for above-ground use. But end-users have been using them in groundcontact applications—as stringers,
Building-Products.com
joists, sub-flooring and step stringers, for instance. The new standard will make it easier, since regular inventories will already be treated to ground contact. When end-users buy and install the products, they will properly perform because they’re designed for a heavier use. Ultimately, a consequence of the standard should be to get the proper products in hardware stores so they are readily available.
site training, social media, and print media. We want to make sure that customers get the right guidance at the source. We are working on banners and signage designed to help consumers make the right decisions. te e heatha i a e r er Treat ent rt an a e er ar eting c ittee
anager ani h
e t teps or ard
There are mechanisms to drive the changes in the standards. One is warranties. If a customer uses lumber for a deck stringer, for instance, and it wasn’t treated with the proper retention, then it won’t be covered under the new warranties. Another is the Book of Standards from the AWPA, which are typically available in May or June. The ICCES has already set July 15, 2016, as their date of implementation. Once in effect, new construction will be expected to follow these guidelines published by AWPA and ICC-ES. But it’s equally important that the industry educate consumers about the changes. To do our part, Everwood has customized a 53-foot trailer and turned it into a mobile classroom. Every week we go out and visit customers and contractors, training them on the proper use of treated material, selecting the right fasteners and other topics dealing with our industry. We have produced a series of five- to 10-minute videos we use for training. At the end, we ask participants to take a 10-question test to reinforce what they just learned. When the test is completed we give them a folder with pamphlets on all the information that was covered. As the standards roll out, we’ll also make a push to educate consumers through in-store signage, on-
April 2016
et tarted it n tore i na e
As the new AWPA standards roll out, Everwood Treatment plans to educate consumers through a variety of channels, including in-store signage. If you’re considering banners, displays and other signage, here are some tips to consider:
i e t
p
The first job of a sign is to get noticed, so buy the biggest sign that your budget affords (and the retailer will allow).
Don t
e
Signs that stand out are more likely to be read. Try to incorporate vibrant colors and bold images.
ti
to t e Messa e
Don’t expect consumers to spend a lot of time reading your signage. Instead, try to keep your copy short and focused on one or two key messages.
ffer a ollo
p
Include a website URL or some other way for interested consumers to find more information.
The Merchant Magazine
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CLOSE UP Preserved Wood By Western Wood Preservers Institute
learing up misperceptions a out today s preservatives
A
used in preserved wood sold by dealers today have been in place for more than a decade, there still remains many misconceptions about these products. For many decades, CCA was the chief preservative used in preserved wood products. In 2003, the industry joined with EPA to discontinue use of CCA-treated wood in residential applications, such as lumber and decking. Since then, a variety of copper-based preservatives have been used for preserving wood for outdoor projects that offer effective, long lasting protection against decay fungi and termites. Copper is effective in protecting the wood against decay and termite attack. Many preservatives combine copper with fungicides and other safe chemicals that defend against copper-tolerant organisms. These chemicals are safe to use and can be found in other household products, such as disinfectants and cleaners. In the West, wood treating plants use preservatives that have been approved by the American Wood Protection Association. These are identified by the CheckMark logo that will appear on the end tags of preserved wood products. The preservative names may appear to be an alphabet soup, but they each describe what’s in each formulation. Throughout the West, CA-C, or copper azole, preserved wood is a popular choice for both do-it-yourselfers as well as professionals. It is available for product treated to both above ground and ground contact uses. ACQ, or alkaline copper quaternary, is another popular preservative used in both residential and commercial projects. ACQ preserved wood has earned the designation as a National Green Building Standard certified product. Though typically used in commercial applications, wood preserved with AC A, or ammoniacal copper zinc arsenate, performs well in applications where it will be exposed to water, such as docks and piers. For above ground uses, there are two newer preservatives that don’t use copper: PTI and EL2. These carbonbased preservatives utilize azoles and other fungicides to protect the wood from deterioration. Another preservative that is found in wood in nearly LTHOUGH THE PRESERVATIVES
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April 2016
every home is borate, or SB -DOT. Borate is an inorganic material used typically for sill plates at the base of wood wall framing attached to the concrete foundation. Borate is water soluble and can only be used in applications where the wood is continually protected from liquids. Nearly all preserved wood products sold in retail locations offer a limited lifetime warranty. Information on the warranties can be found on the end tags and on the websites of the treating companies or preservative makers. Learn more about all the preservatives used on western wood products online at wwpi.info/woodpreservatives.
WESTERN preserved wood products are treated with preservatives that have been approved through the American Wood Protection Association. These preservatives can stand up well against the demanding outdoor environments in the region. Building-Products.com
CLOSE UP Preserved Wood By Brian Delbrueck, Viance
id rise multi amily uel rise in T wood
F
wood has been a widely used building material for decades, but sales and use of the products has exploded in recent years. Architects and specifiers are showing confidence in these lumber and plywood products, and builders like the availability, handling, flexibility and cost of fire retardant treated wood compared to other building material or design options. Much of the growth has been fueled by the increased acceptance of wood in mid-rise construction, a booming hospitality industry and a sharp rise in demand for multifamily housing. “We’ve seen tremendous growth in this category over the last five years, in both the number and size of the projects,” says Craig Larson, general manager of Fontana Wholesale IRE RETARDANT TREATED
Lumber, a producer of D-Blaze fire retardant treated wood in Fontana, Ca. To meet the growing demand, treaters are finding ways to increase capacity and some new players are entering the field. Today, fire retardant treated lumber and plywood is being used to provide fire protection in a wide variety of building types, from Type I through Type V construction. It offers passive protection to the structure by slowing the spread of flames and reducing the smoke generated by fire, allowing more time for occupants to get out, and potentially reducing structural damage. Pressure treated fire retardants are unique in their fire protection mechanism. In the presence of elevated temperatures, they promote the charring of the wood, forming a protective layer that slows the flame spread and
RECENTL fire retardant treated wood has been used to create some of the most notable new buildings in the world, including the new One World Trade Center and Hudson Yards in New York.
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April 2016
smoke generation. In the charring process, water vapor is also given off, which provides additional protection. One of the more common uses today is in outer walls of Type III construction, where non-combustible materials have historically been used. The International Building Code allows the use of properly treated, inspected and marked products in place of non-combustible materials in these structures. Many multi-story apartment and condominiums being built in the West are utilizing this option. The use of wood in Type I and II (non-combustible) is more limited, but fire retardant treated wood is allowed for non-load bearing partition walls and some other interior components. Not all fire retardant treated products are equal. Codes require the fire retardant to be pressure impregnated, or otherwise treated during the manufacturing process of the wood product. The finished product must also meet specific flame spread requirements (25 or less), as measured by the ASTM E84 extended (30-minute) test. Retailers and purchasers should also ask for products that are standardized by the American Wood Protection Association and carry the FR-S rating by Underwriters Laboratories (UL). Fire retardant treated wood used in the city of Los Angeles also must have a separate research report issued by the LA Department of Building Safety. Although fire retardant treated wood has moved from the specialty product category to a more commonly used building material, technical knowledge is still the key to gaining sales. Retailers can increase sales through their contractor business by having educated, knowledgeable salespeople. Building-Products.com
Good sources for information include chemical manufacturers’ websites such as www.treatedwood.com, which offers AIA-accredited training courses, detailed technical materials and sample specifications geared towards the project engineer and specifier. The American Wood Council (www.awc.org) and Western Wood Preservers Institute (www.preservedwood.org) are also excellent sources for more information on code requirements and other technical details. While many of the larger projects go out to bid, there is a great opportunity for retailers to grow their business by stocking of common framing and sheathing materials for the small and mid-sized jobs. rian e r ec i anager ith iance
e tern regi n
ode icials eject hanges to T Building code changes that would have restricted the use of fire-retardant treated wood in Types III and IV construction were denied in a vote conducted by the International Code Council in February. The proposed changes would have eliminated the use of fireretardant wood in load bearing exterior walls for multifamily and commercial structures. In a case of unintended consequences, the revisions were part of editorial changes meant to remove some redundancy in the code. However, removal of some wording changed the intent of the code and inadvertently restricted the use of fire-retardant wood. The wood products industry, including the American Wood Council and Western Wood Preservers Institute, urged code officials to not approve the code change. The Building Code Action Committee, which was the proponent of the proposal, also acknowledged the unintended changes and withdrew its support. Since the proposal covered many other changes, code officials will restart the process to simplify and make editorial revisions in the code. The WWPI and AWC will continue to monitor any future code changes that could impact use of fire-retardant wood.
Building-Products.com
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JHBaxter & Co. is WBE Certified AFFILIATIONS: AWPA • CAHM&PC • IOHH • PCCHM&PM • PWLA • WCLBMA • WCLIB • WWPI April 2016
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37
CLOSE UP Preserved Wood By Western Wood Preservers Institute
tend treated wood li e y ield treating cuts holes Field treating is done using a brush to apply the preservative to the cut area or hole. Follow the preservative’s label for application instructions. When field treating wood placed over water, take care to avoid dripping the preservative into the water. The surface of the area treated should be cleaned before application, then coated liberally so the treatment can penetrate into the fiber. A standard paint brush can be used for most field treating. Be sure to coat all cuts, including the ends, and apply the preservative deep into the holes. For more information and links to preservatives recommended for field treating preserved wood, go to wwpi.info/fieldtreat. CUTTING and drilling preserved wood can open areas of the wood where there is no preservative. Field treating these cuts and holes can enhance the performance of wood used outside and ensure a long service life.
wood buyers happy while extending the life of their projects by showing customers how to field treat cuts and holes made in the wood during construction. Western species like Douglas fir and Hem-Fir are more difficult to treat with preservatives. So pressure treating infuses the preservatives into the surface of the wood, creating a protective shell that keeps decay fungi, termites and other insects at bay. Cutting and drilling holes can expose wood that did not receive treatment. Protecting this wood by field treating during construction AKE YOUR PRESERVED
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The Merchant Magazine
keeps the protective layer intact and extends how long the wood will remain in service. Building codes and the American Wood Protection Association require field treating for preserved wood used in construction. Copper naphthenate is the most commonly available preservative recommended for field treating. Preservatives with oxine copper also can be used. AWPA and building codes recommend preservatives containing at least 2% copper. However, AWPA states copper naphthenate with 1% copper “is appropriate in those regions of the country where the higher concentration material is not readily available.”
April 2016
CODE RE UIREMENTS for field treating preserved wood and some of the preservatives available are detailed in WWPI’s PreserveTech, available at www.preservedwood.org. Building-Products.com
CLOSE UP Preserved Wood By Western Wood Preservers Institute
oatings trail treated wood claims that spray-on coatings can make wood last just as long as pressure-treated wood. A twoyear study has found that talk is cheap when it comes to protecting wood against decay fungi and termites. In late 2013, Western Wood Preservers Institute commissioned Oregon State University to study the performance of three popular wood coatings against preserved wood. Marketing materials by the coatings makers claimed they performed similarly to pressure treated wood. Samples were placed at test sites in Hilo, Hi., and Corvallis, Or., to determine how well each treatment could hold up to termites and decay. Non-treated wood samples also were placed at the sites. After the first six months at the Hilo site, termites had significantly impacted wood carrying two of the coatings. For one coating brand, it appeared the termites had “preferentially attacked” the wood. At the one-year mark, the all 15 pieces of the sample of one coating were completely E WARY OF
SOME SURFACE coatings on wood failed to provide much protection against termites. Tests by Oregon State University showed wood samples with some coatings were fully attacked by termites after only six months. ( hoto ro re on tate n ers ty)
DECA TESTS for wood coatings use “sandwiches” of three pieces of wood bound together, keeping moisture near the wood. Some coatings show evidence of decay forming after 18 months. Preserved wood samples, by comparison, have changed little after the same exposure.
destroyed by the termites. For another coating, just one out of the 15 pieces remained intact. The sample treated with copper azole, by comparison, showed little impact from termites and was rated . on a scale of 10 for condition. Decay takes much longer to impact wood. A check of the samples in December 2015, or after two years exposure, shows the coatings which failed to protect against termites were offering little protection against decay as well. Evidence of decay starting on the wood was apparent on three of the wood coatings after 24 months. Decay was seen on the untreated samples as well, while the pressuretreated samples showed no signs of decay. While the research will continue, the results confirm that infusing wood with preservatives under pressure provides much more durable protection than surface coatings. A full 24-month report on the wood coatings tests can be downloaded from the Tech Library at PreservedWood.org.
TREATERS
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www.fontanawholesalelumber.com
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April 2016
Building-Products.com
CLOSE UP Preserved Wood By Western Wood Preservers Institute
Treated wood decking has great green story to environmental friendliness, wood has a great story and preserved wood makes that story even longer and better compared to alternative materials. When looking at the full life of the product, preserved wood decking has far fewer impacts on the environment compared to plastic composite decking. It’s not only natural and sustainable, it also requires less energy and has lower impacts on the environment in production and use. These green advantages were confirmed in a life cycle assessment (LCA) done under internationally accepted standards. The LCA provided a cradle-to-grave analysis of ACQtreated wood decking and wood plastic composite decking. Production of preserved wood decking required far less total energy, fossil fuel or water. The differences in fossil fuel use to create the products is significant. The fossil fuel footprint for a preserved wood deck is the equivalent to driving a car 38 miles a year. The same deck made from composites has a fossil fuel footprint equal to driving a car 540 miles per year. Impacts from emissions, from HEN IT COMES
PRESERVED WOOD can reflect the rich, natural look of wood while at the same time offering longlasting protection against decay and insects. The preservatives in wood today are safe to use, yet rugged enough to withstand anything nature can throw at it.
greenhouse gases to smog, are far less for preserved wood in some cases three to four times less. The decking LCA study is just one of a number of environmental assessments comparing preserved wood
products to alternatives, ranging from framing lumber to marine pilings. Summaries of the LCA are available for review in the Environmental Benefits section of the PreservedWood.org website.
J&L HEAT TREATING SERVICE Fast & Courteous Service
— Centrally located between I-5 & 99 in Stockton, CA — Call John at (209)
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April 2016
595-2141 — j.fauria@sbcglobal.net Building-Products.com
CLOSE UP Preserved Wood By Western Wood Preservers Institute
Tool helps ind the right si e joist or decks select the proper preserved wood joist to support a deck or other outdoor project with a new Desk Joist Span Calculator. Created in cooperation with Western Wood Preservers Institute and Western Wood Products Association, the Excel-based calculator determines spans for 2-inch western preserved wood from 4 inches to 14 inches in width under common loads. Users select either Douglas fir or Hem-Fir for the species. Next, use the pull-down menus to choose the width of the lumber, the live load to be supported and whether the wood is incised. A table of spans is automatically generated for three structural grades in four different spacings and can be printed for reference. The Span Calculator is particularly useful for calculating spans for preserved lumber products that are incised, since building codes require a reduction in the design values for ELP CUSTOMERS
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The Merchant Magazine
incised wood. If Yes is selected in the “Incised?” prompt, the spans are automatically adjusted as required under building codes. There is also a tab in the calculator providing information on the Use
Category system, to help users determined the best preserved wood product for their specific conditions. The span calculator can be downloaded free from the Tech Library at www.PreservedWood.org.
FINDING the right span for decking joists is easy with the new Deck Joist Span Calculator from WWPI. The Excel-based calculator can determine spans for Douglas fir and Hem-Fir joists and automatically adjust the spans for incised lumber.
April 2016
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CLOSE UP Preserved Wood By Western Wood Preservers Institute
o worries with garden o es made rom preserved wood rot and radish roots and potato tubers, however, differed little from the same vegetables grown in non-treated wood planters. For the radishes and potatoes, the leaves and foliage did not show any copper absorption. Higher copper levels were detected in the carrot greens, but it was considered unique to the plant and the greens are not typically eaten. Researchers note that lining the interior of the plant with polyethylene film for extra protection, “the results indicate it is not entirely necessary.” Details on the research are available in the Tech Library at PreservedWood.org RESEARCH indicates preserved wood can be safe for use in garden boxes for growing fruits and vegetables. These boxes can provide a long service life to grow crops year after year.
if preserved wood should be used for garden boxes to grow vegetables or other plants, you can put their fears to rest, according to research done by Oregon State University. OSU conducted tests by building garden boxes with copper azole (CA) treated Douglas fir. The boxes were filled with potting soil and root crops such as radishes, carrots and potatoes were planted in the boxes. After three months, the vegetables were harvested and then tested to determine if they absorbed any of the preservative from the wood. Soil samples also were taken next to the wood and at other locations in the garden boxes. Tests revealed that copper from the preservative had migrated into the soil adjacent to the wood. That was consistent with previous studies that showed metal does move short distances into the soil but copper levels were not abnormally high. The copper levels in the edible carHEN CUSTOMERS ASK
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www.superiorwoodtreating.com
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Tar ets Tin
Tiny Living by 84 Lumber, a new line of portable tiny homes is now being offered and are no bigger than 200 sq. ft. The introduction of Tiny Living makes 84 Lumber the first-ever major retailer and only large buildingmaterials retailer to tap into this new market and offer competitively priced custom-built houses. The company will offer four tiny home models under three packages to accommodate dedicated do-it-yourselfers who want to build their own houses, or those who want a move-in ready home. Each model can be customized and all range in size from 150 to 200 sq. ft. Tiny homes are a growing trend as homeowners are choosing financial freedom and a reduced environmental footprint over square footage. “The tiny home movement lies perfectly at the intersection of 84 Lumber’s expertise in high-quality building materials and green building best practices,” said 84 Lumber owner Maggie Hardy Magerko. The homes range from a cottage style to a high-end modern design. Homeowners can customize the
o sin Mar et
homes’ fits and finishes. The first model, the Roving, is offered for sale from www.84tinyliving.com. Other models to be launched later this year
are the Degsy, the Shonsie, and the Evergreen. Packages start at $6,884 for a custom trailer and home plans. They come in three package options: Build Your Own (trailer plans), Semi-DIY (tiny home shell trailer plans), and Move-in Ready.
o e Depot ettles it sto ers after Data rea
TIN HOMES are a big hit for many reasons, including environmental concerns, financial concerns, and the desire for more time and freedom to travel. ( hoto courtesy u er)
Home Depot, Atlanta, Ga., has agreed to pay at least $1 .5 million to compensate U.S. consumers harmed by a data breach affecting more than 50 million cardholders in 2014. The breach affected people who used payment cards on its self-checkout terminals in U.S. and Canadian stores between April and September 2014. It has said the intruder used a vendor’s user name and password to infiltrate its computer network, and used custom-built malware to access shoppers’ payment card information The chain agreed to set up a $13 million fund to reimburse shoppers for out-of-pocket losses, spend at least $6.5 million to fund 1-1/2 years of cardholder identity security services, improve data security over a two-year period, and hire a chief information security officer to oversee its progress.
THUNDERBOLT WOOD TREATING “WE TREAT WOOD RIGHT”… Quality Wood Treating Services Since 1977 3400 Patterson Rd., Riverbank, CA 95367 • Fax: 209-869-4585
Miguel Gutierrez: (209) 747-7773 • miguel@thunderboltwt.com Byron Beck: (209) 765-9023 • byron@thunderboltwt.com
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MOVERS & Shakers arr r ad t has been named to lead sales & marketing for Collins Cos., Wilsonville, Or., after 23 years with Tolko. ris rdstr m, ex-Parr Lumber, is a new Portland, Or.-based commercial business development rep for Andersen Corp., serving Oregon, Washington, Hawaii and Alaska. a r has joined AERT, as Tempe, Az.-based western regional sales mgr. for MoistureShield. r is now general mgr. of EcoView Windows & Doors, Englewood, Co. cas ard is new to softwood plywood sales for Roseburg Forest Products, Roseburg, Or. . tt has joined straight flush saw manufacturer Cuz-D Industries, Lacey, Wa., as VP-sales & marketing. r ski is now in outside sales with Golden State Lumber, San Rafael, Ca. tt r, ex-Orepac, has been named chief operating officer for Heritage One Door & Building Solutions, North Highlands, Ca.
ar kma has joined Fastenal’s outside sales force, covering the Anchorage, Ak., area. , ex-Humboldt Redwood, is new to the West Coast Lumber Inspection Bureau, as Blue Lake, Ca.-based district supervisor for Northern California. att rs has been promoted to VP-sales, marketing & transportation-wood products for Weyerhaeuser, Federal Way, Wa. a a r has been appointed general mgr.-Columbia timberlands, Longview, Wa. ack r ra , ex-Continental Wood Products, is now project coordinator at Simpson Door Co., McCleary, Wa. cca Fir , Home Depot, Ewa Beach, Hi., has been promoted to merchandising execution mgr. for Oahu stores. St a k , ex-Quality Edge, has joined National Nail, Grand Rapids, Mi., as roofing wholesale specialist in the Southwest, serving New Mexico, Texas, Oklahoma, Louisiana and Arkansas.
tti , ex-Weyerhaeuser, is new to Murphy Co., Eugene, Or., as VP of sales & marketing. r r. is now executive VP. a a has joined Western Window Systems, Phoenix, Az., handling volume program sales for the Pacific Northwest and California, from Livermore, Ca. S a . i iams , Orchard Supply Hardware, San Jose, Ca., has been promoted to VP of retail support services. a r radis is the new director of operations with Alpine Cedar, Sandpoint, Id. rad Sam s, ex-Weyerhaeuser, is a new lumber trader to the Chicago, Il., area for Hampton Affiliates, Portland, Or. Pa a is the new senior VP of finance & technology for LMC. He succeeds a , who is retiring after 38 years with LMC. a id . mas is now Midwest territory sales mgr. for Solatube International, Vista, Ca. arri ak served as DJ for the annual April Fool’s Day party at Mungus-Fungus Forest Products, Climax, Nv., according to s and Fr dd F s.
Finally, a composite decking that doesn't look like plastic! Introducing Naturale composite decking by NewTechWood. Same UltraShield technology you trust, with the natural look you want, in a wide variety of unique colors.
Visit www.newtechwood.com or call us at 866-728-5273 for more information Distributed by
AMERICAN LUMBER CO. INC. #1 American Way, Walden, NY 12586 Ph: 800-277-0222
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ASSOCIATION Update st r i di at ria Ass ciati s regulatory compliance specialist Tom Rider will conduct a safety managers workshop April 28 at the Kincaid Learning Center in Olympia, Wa. The full day of instruction and discussion will cover the key elements of a successful employee health and safety program. st ast m r i di at ria Ass ciati is planning a 2nd Growth mill tour through Ukiah and Eureka, Ca., May 16-17. Designed for lumber professionals under 40, the tour will kick off with an early group breakfast at Red Lion Hotel, Eureka. Attendees will then head to Scotia for a tour of Humboldt Redwood Co.’s sawmill facilities. HRC will host a dinner for the group that evening. The following day the group will bus over to Ukiah to tour Mendocino Forest Products’ sawmill. WCLBMA is also inviting its members to register for its April 14 golf tournament at Black Gold Golf Club, Yorba Linda, Ca., followed by lunch and an awards presentation. tai Stat s m r i di at ria a rs Ass cia ti is hosting a mechanic lien workshop April 22 at Renaissance Denver Hotel, Denver, Co. The class will cover the ins and outs of filing liens, disburser notices, bond claims, and all the forms that go with them, as well as public-private partnerships and joint check arrangements. a i r ia i di I d str Ass ciati has appointed Joshua Cooper Ramo, author of ge the nthin a e h the e r i r er n tant r ri e hat e an t t, to deliver the keynote address at the Pacific Coast Builders Show June 21-22 at Moscone Center, San Francisco, Ca. ra s ad istri ti Ass cia ti ’s annual conference will take place April 26-2 at Carefree Resort & Convention Center, Carefree, Az. Speakers are Randall Maffett, chief commercial officer, Kinder Morgan Terminals, and Brian Ward, president, TRANSFLO Terminal Services. Building-Products.com
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ORGILL Spring Dealer Market in Orlando, Fl., chalked up highs in attendees, exhibitors and sales.
r ill prin Mar et ets Re ord ttendan e, ales
With home improvement retailers from all 50 states, all 10 Canadian provinces, and 61 countries in attendance, Orgill’s recent Spring Dealer Market shattered previous attendance records. The market occupied more than 1 million sq. ft. of Orlando’s Orange
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County Convention Center in and included vendors from across the spectrum of home improvement and niche categories, as well as three complete model stores for visitors to browse. “Sales and attendance were at record levels, the physical layout was
April 2016
nothing short of visually stunning, and dealer attitudes were positive,” said Ron Beal, Orgill’s chairman, CEO and president. Retailer attendance was up 10% over last spring’s market in Orlando, which itself was a record high. This year also set records for the largest number of vendor booths featured, highest number of prospective customers in attendance, and largest number of retailers pre-register for the next market (Aug. 25-27 in Las Vegas). The three model store sets let retailers see the complete array of products and services Orgill offers, displayed in real-world store settings. These stores included examples of the latest merchandise assortments, digital merchandising aids and illustrations of how retailers can maximize their store layouts and merchandising to generate greater productivity. The Retail Right Lawn & Garden section, which showcased how the program thoughtfully integrates national, regional and private-label brands into its assortments allowing retailers to differentiate their lawn and garden offerings while maximizing their margin potential. Orgill also saw heavy traffic in the
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show’s new Paint Works area, where it highlighted the complete range of paint and sundry products available to retailers, as well as store layout and signage options designed to help retailers drive traffic and create a destination in the popular category.
WHAT YOU WANT. WHEN YOU NEED IT. Dimension Lumber Treated Products Domestic
CLOSE SHAVE With the help of friends, co-workers and customers, Troy Huff, sales manager, Huff Lumber, Santa Fe Springs, Ca., raised over $6,100 for cancer research by growing his hair out for over two years, then cutting and donating it to St. Baldrick’s Foundation to be used for wigs for stricken children. ( e t) The fundraiser ended with a contest, in which the yard worker who made the largest donation got to shave Troy’s head. (R ht) With father company owner Mark Huff.
PST is located in Weed, CA, the historical heart of the West’s timber country, ideally situated on Interstate 5 to service all of California and the Western U.S. • NatureWood® brand ACQ treated products • Advance Guard® brand Borate treated products • TSO (Treating Service Only) available. • PST is ALSC quality assured by Timber Products Inspection Agency (TP) complying with AWPA Standards and the CheckMark Program.
Offering Brown tone stained treated Douglas Fir for all pressure treating applications
Timbers Green & K.D. Export
Manke Lumber Company is familyowned and has been serving the needs of the lumber industry since 1953. We take pride in milling and stocking quality lumber in a full range of commodity sizes and larger dimension timbers. We also answer your market needs for a wide variety of treated lumber products. Our forest products are milled from carefully harvested Northwest trees ready for distribution to you—on time and at the right price. Located in the Port of Tacoma, we have ready access to deep water shipping, rail heads or trucking terminals for longer haul loads. Manke operates its own fleet of trucks and is at your service for straight or mixed loads by truck, rail or sea. We manufacture primarily Douglas fir and western hemlock, including • 2x4 thru 2x12, Lengths 8-20’ • 3x4 thru 3x12, Lengths 8-26’ • 4x4 and wider, Lengths 8-26’ • 6x6 and wider, Lengths 8-26’ • 8x8 and wider, Lengths 8-26’ • Timber sizes up to 12x12
Manke Lumber Company For more information, contact Shawn Nolan snolan@pstreating.com • (530) 938-4408 NatureWood preserved wood products are treated with Alkaline Copper Quaternary compounds or Copper Azole. NatureWood and Advance Guard preserved wood products are produced by independently owned and operated wood treating facilities. NatureWood® and Advance Guard® are registered trademarks of Koppers Performance Chemicals Inc. ©3/2015
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Call 1-800-426-8488
1717 Marine View Dr., Tacoma, WA 98422
Phone 253- 572-6252
Fax 253-383-2489
www.mankelumber.com April 2016
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NEW Products
Tropical Toned Decking
The New TimberTech Tropical Collection features rich colors and textures inspired by attractive, reclaimed wood. Capped with a protected poly shell, the decking plank is resistant to the elements and everyday accidents endured by most decks. The line’s 25-year Fade and Stain Warranty gives total peace of mind. Colors include Amazon Mist, Antigua Gold, Antique Palm, Caribbean Redwood.
TIMBERTECH.COM (800) 307-7780
o site ava
The Coffeeboxx by O features a 3-ft. retractable cord, so users can pick up and go quickly. Its self-contained filtering system saves users from having to worry about carrying around bags of bulk ground coffee, extra filters, etc. With the largest and only spill proof water tank on the market, and the ability to make up to 10 cups without a trip to the faucet, this is perfect for all LBM environments. It also comes with an easy-grip rubberized handle and six stainless steel tie-downs to strap into place.
O
ark
.COM
our roducts
Trespa Pura NFC by Trespa is a contemporary and sustainable form of exterior cladding made from up to 70% natural fibers, impregnated with thermosetting resins. To enable homeowners to create the same warm look of wood, the company introduced these natural fiber core exterior sidings, which have a long life and are easy to clean.
Milwaukee Tool has introduced INK ALL Liquid Paint Markers, named for their ability to write through dusty, wet or oily surfaces. The markers are designed for the toughest of jobsite surfaces. They are optimized for darker jobsite surfaces such as black pipe and structural steel, with extreme temperature (up to 300 F) and weather exposure. They also feature high performance paint and wear-resistant acrylic tips for writing on the dirtiest, hottest and roughest of surfaces.
TRESPA.COM
MILWAUKEETOOL.COM
ong asting
omposite iding
(800) 72 -3878
(631) 758-0700
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At Royal Pacific you’ll pay no more, but get extra. We guarantee it.
asily ccessi le o tware
ECi Software Solutions released RockSolid MA , the company’s latest product for small- to mediumsized hardware and home center dealers. The system is cloud-based which significantly reduces the upfront investment in the business system, making access to a quality software accessible to even the smallest of retailers. It also makes the software much easier and less expensive to maintain.
Hi-borÂŽ 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*.
ď Ž ECISOLUTIONS.COM (866) 5 -3373
FireProÂŽ brand fire retardant treated wood is treated with a patented formulation that contains no phosphates and has been shown to exhibit exceptional fire performance properties without compromising other critical engineering properties such as strength, durability, corrosivity, and hygroscopicity. FirePro treated wood is also backed by a 50 year limited warranty*.
Advance GuardÂŽ borate pressure treated lumber is recommended for sill plate, furring strips, joists, studs, roof trusses, blocking, rafters, beams, and other framing applications. Advance Guard is also recommended for fascia, trim, wall sheathing, roof sheathing, and sub-floors. Advance Guard borate pressure treated lumber is also backed by a lifetime limited warranty*.
igh Tech Decks
Deckorators’ Vault composite decking is a strong wood-alternative decking system made with patented Eovations technology that gives it advanced strengthto-weight ratio. The product is powerful and stable, and doesn t absorb moisture. The technology inside Deckorators Vault allows the decking to be light, but creates a fiber like structure inside, similar to wood, that gives it unmatched strength.
ď Ž DECKORATORS.COM (800) 332-5724
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Providing Customer Satisfaction in All We Do
1 0 #PY t .D.JOOWJMMF 03 t '"9 540 800%
%JLF 3PBE t 3BJOJFS 03 t 'BY * See product warranty for details. Hi-borŽ, FireProŽ and Advance GuardŽ treated wood products are produced by independently owned and operated wood treating facilities. Hi-borŽ, FireProŽ and Advance GuardŽ are registered trademarks of Koppers, Inc. Š10/2014
April 2016
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Drills
Drivers
ightweight tone trong ppearance
DEWALT’s Premium ThreeSpeed Hammer drill features a powerful brushless motor that supplies 820 units watts out for up to 2.8 times the application speed and runtime. At just 8.4 inches long and 4.7 lbs., its three-speed transmission delivers maximum power and speed for tough applications.
Novik has created dry stack stone that is lightweight and easy to install with the look and feel of a dry stack stone wall. The product’s Fast Fit features make for easy installation. It resists moisture, extreme temperature variation, warping, expansion, contraction and cracking, and meets all major code requirements.
DEWALT.COM
NOVIK.COM
(800) 433- 258
(888) 847-8057
ilent
eiling
oards
CertainTeed’s Sereno Fine Fissured acoustic ceilings bring quiet to commercial spaces. They require up to 20% fewer knife passes per cut than standard boards and up to 37% fewer passes than other fire-rated boards.
CERTAINTEED.COM (800) 233-8
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WWPA ANNUAL MEETING Photos by The Merchant
WESTERN WOOD Products Association during its recent annual meeting presented Master Lumberman Awards to 1 Charlie Phillips, Stephen Kennedy, Michael Ray Ramsey, Shane Hammons, Russell Tuvey, Frank Bardwell, Steven Taylor. Other attendees: 2 Clark Spitzer, Barry Schneider, Mauricio Building-Products.com
Bravo. Marc Saracco. 4 Steve Sally Killgore, Buffy Levy. 5 Wally van alkenburg, Bill Adams. 6 Stephen Kennedy, Jerry Lawson. Brian Boyd, Sheldon Bethany Doss, Kent Beveridge. Evelyn Currie, Jim andegrift. 9 Dave Gagnon, Steve Wilson. 10 Mark Porter, Bob Lori Mai. 11 Anthony
Muck, Jim Houser, Bill Adams, Scott Elston. 12 Alden Robbins, Warren Reeves, Steve Cheatham. 1 Brad Turner, Steve Debra Swanson. 14 Chris Megan Penney, Rick Ekstein. 15 Dan Margie Semsak.
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WWPA chairman 16 Steve Swanson presented mill safety awards to Laurie Creech, for Weyerhaeuser, Columbia Falls, Mt., 1 Rick Northrup, for Idaho Forest Group, Laclede, Id., and 1 Robin Schernitzki, for Boise Cascade, Kettle Falls, Wa. 19 Dusty Penny Hammack. 20 Paul Owen, Rick Northrup, Steven Taylor. 21 Frank Connie Stewart. 22 Craig
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McFarlane, Tom Shaffer, Nathan McFarlane. 2 Ahren Spilker, Andy Dunham. 24 Jim McGinnis, Adrienne Kevin Binam. 25 Debbie Duane aagen. 26 Brent Stewart. 2 Dawn Mike Holm, Eric Schooler. 2 Tim Stovall, Kevin Huffman. 29 Ian McClean. 0 Mark Sue Herms. 1 Tim Brown, Steve Nielsen. ( en ol photos on ne t pa e) Building-Products.com
WWPA GOLF Photos by The Merchant Magazine
Luchsinger, Frank Pearson, Rich Mills. 6 Britain Brady, Dave Gagnon, Rob Doerfler, Steve Wilson. Scott Elston, Rick Fortunaso, Marc Saracco. Eric Schooler, Wally van
alkenburg, Steve Zika. 9 Mark Mitchell, Steve Nielsen, Rock Belden, Russ Tuvey. 40 Steven Taylor, Steve Barton. 41 John Branstetter, Mike Holm. 42 Dan Lavinder.
Thanks to our customers and vendors as we begin our 31st year • Redwood & Plastic Lattice • Dupont Tyvek • Roseburg DuraTemp • TruWood Siding & Trim • FRP • Fir, SYP & Radiata Pine Plywood WWPA capped its annual meeting in Rancho Mirage, Ca., with golf (cont ). 2 Debbie Trent Balog, Jim andegrift, Evelyn Currie. Bob Mai, Steve Swanson, Tom Temple. 4 Steve Dalby, Hank Delesandro, Shelton Coulter. 5 Bruce Daucsavage, Joe Building-Products.com
• Particleboard, MDF & Hardboard • OSB • Dry Dimension Lumber • Pine Boards • Industrial Lumber • Import Plywood • Salvage & Surplus
4685 BROOKHOLLOW CIRCLE, RIVERSIDE CA 92509
877-369-2327 • 951-727-1767 April 2016
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holesalers trek to annual eadership ummit spouse & companion rea a t at Ti an event was a success as were various keynotes. Clarence W. Gooden, CS , spoke on transportation and shared his macroeconomic thoughts for 2016. Attendees got insight from a panel discussion which focused on western lumber and included Ashley
NAWLA LEADERSHIP 1 Debra Steve Swanson. 2 Jack Christine Hetherington. Mark Erickson. 4 George Emmerson, Chuck Roady, Jamie Trenter. 5 Melissa Charles O’Dell. 6 Mark Mitchell, Bob Mai.
Jim Krauseneck, Phil Odan. Denis Fraser, Ian McLean. 9 Julie McLean, Joanne Fraser. 10 Cathy Larry Boyts. 11 Laurie Creech, Mark Wasson. 12 Lori Bobby Byrd. ( ore photos on ne t three pa es)
Beckholdt, Kock Pulp & Paper Trading; Geoff Berwick, Sherwood Lumber; Kevin Binam, WWPA; and Dave Fortin, Collins. Other keynotes were “A Dealer’s Perspective” from Joe Lawrence, Dixieline Lumber, and “The Power of Goal Setting,” by Jean Franzblau, Corporate Training Advantage.
Photos by The Merchant
NAWLA LEADERSHIP SUMMIT
Over 300 attendees gathered at Westin Mission Hills, Palm Springs, Ca., March 13-15. The event kicked off with some social events such as Wine, Dine Nine, where couples enjoyed networking and wine followed by nine holes of golf. Others pedaled across Coachella Valley during the Palm Springs Bike Tour. The
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NAWLA LEADERSHIP SUMMIT Photos by The Merchant
NAWLA ANNUAL (cont nued ro pre ous pa e) 1 Gary Pittman, Tom Gennarelli. 14 Kenneth Bernstein, Steve Killgore. 15 Dave Andrea, Tim Stovall. 16 Jim Sullivan, Kip
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Fotheringham. 1 Bill Adams, Doug O’Rourke. 1 Dusty Penny Hammack. 19 Rich Mills, Chloe Frank Pearson. 20 Patrick Grady. 21 John Morrison. 22 Thomas Joni
Berghouse. 2 Kimberlee Gennarelli, Sandy Pittman. 24 David Bernstein, Tim Cochran. 25 Rob Hruby, Josh Goodman. ( ore photos on ne t two pa es)
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NAWLA LEADERSHIP SUMMIT Photos by The Merchant
NAWLA ANNUAL (cont nued ro pre ous two pa es) 26 Mark Gail Kelly. 2 Bill Barnett. 2 Bob McSorley, Todd Lindsey, Brian Boyd. 29 Jim McGinnis, Adele Barnett.
0 Mike Dawn Holm. 1 John McAvoy, Ron Gillian. 2 Shenell Grant Phillips. Craig Sichlins. 4 Susan Pickens, Karin Schneider. 5 Kristen Miller, Scott Driskill.
6 Bruce Johnson, Scott Elston. Michael Carly Goodman. Jared Carroll, Steve Ekstein. ( ore photos on ne t pa e)
Complete Wood Protection BoraSol MC™ for Surface MOLD & MILDEW … Long Lasting
BoraSol WP® for Wood Boring Insects & Interior Wood Rot … Permanently
SEE the Advantages Safe Effective Economical ®
www.qualityborate.com 60
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NAWLA LEADERSHIP SUMMIT Photos by The Merchant
NAWLA ANNUAL (cont nued ro pre ous three pa es) 9 David Destiche, Bethany Sheldon Doss, Kaycee Hallstron, Anthony Muck, Laurie Ebersberger, Warren Reeves, Kent Beveridge, Curt Stuckey, icki Carl Lamb, Joshua Kaye. 40 Ashley Boeckholt. 41 David
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Fortin, Geoff Berwick. 42 Jim andergrift, Buck Hutchison. 4 Henry German, Cal German. 44 Lawrence Newton, Marc Saracco. 45 Jim Sullivan, Derrick Coder, Michael Pritikia. 46 Rick Lillian Ekstein, Rena Andrew Goodman. 4 Derrick Coder.
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nd
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rowth meet up
Sixty-five guests networked at the Knott’s Berry Farm Hotel, Buena Park, Ca., March 3 for a meeting of West Coast Building Material Dealer Association’s 2nd Growth group. Attendees listened to Alan Nevin, director of economics and research at
pera Group, share information on international economics, innovation, real estate, and the overall housing industry. On top of a California forecast, Nevin also gave some insight by putting his own twist on the basics of employment, titled, Nevinomics 101.
WEST COAST dealers: 1 Jason Sumpter, Steve Robertson. 2 Maria Ochoa, Esteban Sampayo. Steve Brown. 4 Scott Whitman, Chris Huntington. 5 Tiffany Mendoza, Raul Soto, Troy Huff. 6 Hector Barrera. Jean Henning, Alan Nevin. Ryan Mitchell. 9 Luis
Mendez, Jason Fellow. 10 Aaron Castaneda, Doug Willis. 11 Tommy Stagle, Jeff Donahoo, Jeff Bloch. 12 Danny Caocayale. 1 Nathan Kong. 14 Pete Meitchtry, Larry Bollinger, Fia Faumuina. ( ore photos on ne t pa e)
April 2016
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WCLBMA 2ND GROWTH Photos by The Merchant
Bill Ferguson. 23 Juan Guzman, Bill Gaita, Damien Simpson. 24 Natalie Franco, Matt Satterlee, Ernie Rodriguez. 25 Mike Born. 26 Brian Hurdle. 27 Endy Flores, Chris Johnson,
Jacob Stith. 28 Jeff Bloch, Nate Johnston. 29 Moe Shearer. 30 Phillip Ho. 31 Nancy Shaw. 32 Lizzie Goldowski, Stephanie Barrios, Kressie Bates, Jaqueline Palazzalo.
Distributed by
MORE WCLBMA (cont.): 15 Bill Sullivan, Ethan Olsen, Steve Black, Scott Whitman. 16 Danny Andrea. 17 Trip Molopsy. 18 Chris Freeman. 19 Bert McKee. 20 Daniel Hines. 21 Kayli Habermann, Larry Christensen. 22 Building-Products.com
P.O. Box 1802, Medford, OR 97501•
(541) 535-3465 •Fax 541-535-3288
www.normandist.com
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LMC ANNUAL Photos by The Merchant
LUMBERMENS MERCHANDISING CORP. held its annual confabMarch 9-11 in Orlando, Fl. 1 Steve Rybacki, Mark Culver, Samuel McMillan. 2 Bill White, Lisa Buttram, Ken DiUlio. Phil Herman, Stacey Jones. 4 Tom Micka, Kellen Driscoll. 5 Michael Grant, Mike Schwartz. 6 Phil Fortson, Brad Marks. Lisa
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Martin, Dave Jones. Greg Sinclair, Andy Faircloth. 9 Dennis MeWhirter, Mark Mitchell. 10 Kevin Dill, Rich Kessler, Chuck Casey. 11 Peter an Schie. 12 Amanda Wirt, Danny Hayes, Jeff Womack. 1 Kraig Berglund, Dave Heine, Keith McCallar. 14 Tom Horvat, David Anderson, Larry Lang,
April 2016
Jonathan Jenkins, Norwood Morrison. 15 Lori Dewitt, Darryl Loewen. 16 David Lewis, Sue Cuming. 1 Ryan Williams, Mike Carey, April Turner, Steve Cloyd. 1 James Brookover, Gary Heft, Dave Barkwell, Bernie Taylor, Dan Jones. ( ore photos on ne t pa e) Building-Products.com
LMC ANNUAL Photos by The Merchant
MORE LMC (cont nued) 19 David Klekamp, Steve Rouse. 20 Brett Slaughter, Mark Swinth. 21 Charles Johns, John Brady, Moss Pettigrew. 22 David Mobley, Bobby Massingill, Paul Dupont. 2 Neal Grubbs, Danny Wingate. 24 Wayne Miller, Kelly Matthews. 25 Dean Clark. 26 Barbara Hart, Bill Nocerino. 2 Joe Angelo. 2 Scott ande Linde. 29 Rick Sanders, Doug Asher. 0 Wayne Getz, Mark Dippel. 1 Shawn Evans. 2 Building-Products.com
Mark McLean. J.T. Taylor, Kevin Smith, Steve Gaeckle, Bill Ingham, Blake Keitzman, Al Rogers, Bob Dando. 4 Keith Westbrook, Bill Amari. 5 Jack Porter, Jennifer Raworth, Daniel Quillian, Paul McRae. 6 Frank Crosslin. Eddie Crosslin. Shane Tanner, Buddy Chumbler. 9 Tammy Donato, Ashlee Tibbets, Donna Millison, Kara Bowen. 40 Dan Kukol. 41 Mike Limas, Brian McCormick, Cindy Carlson, Earl Downing. April 2016
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SoCAL HOO-HOO Photos by The Merchant Magazine
SOUTHERN CALIFORNIA Hoo-Hoo Club had 1 Patrick Adams, publisher of he erchant a a ne, as guest speaker at its March 16 meeting in Anaheim Hills, Ca. 2 Ryan Lauterborn, Gary Kulper, Eroll
Eschbach. Danny Sosa, Peter Howe. 4 Byron Grabinger. 5 Fia Faumuina, Chris Huntington. 6 Jim Gaither, Carl Henoch. Doug Willis, Bob Golding, Mike Nicholson. ( ore photos on ne t pa e)
Gemini Forest Products Specializing in forest products for industry professionals
Los Alamitos, CA 562.594.8948
Shasta Lake City, CA 530.276.7197
San Francisco, CA 415.859.5544
www.geminiforest.com
Industrial and Treated Lumber Specialists
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SoCAL HOO-HOO Photos by The Merchant
HOO HOO (cont ) Craig Larson, Betsy Bendix. 9 David Tait, Kent Bond. 10 Sean Larson, Alex McLeod. 11 Don Kavert. 12 John Pasqualetto, Chris Wischmann. 1 Mark Huff, John Assman. 14 Paul
W ole le In u tri l u
REE
32
.
raemer
A
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MBER ER I E
lvd. ( ox 879), Anaheim, Ca. 92806 Fax 7 4-630-3 90
REE 35 8 Chicago Ave., Riverside, Ca. 92507
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er co
Corso, Tyrone Smith. 15 Andrew Manke, Terry Rasmussen. 16 Troy Huff, Jeff Donaho, Scott Middaugh. 1 Bert McKee, Mike Garrity. 1 Stephanie Richardson, Pat McCumber. 19 Jim Maddox.
t Reel u er er ice e u ly o e tic n oreign r oo Our ro uct n er ice inclu e: H r oo u er ine H r oo ly oo eneer Mel ine ly oo H r oo Moul ing l er c erry og ny MD le re o k int gr e ec n ickory ite o k lnut eec Milling oul ing ro ile R E R E re n lu er Woo orking Acce orie li ue orn ent utc er lock cor el etc Woo orking u lie e t ini e color utty e i e etc
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ur ro uct re i ely u e in interior ini c r entry urniture c inetry n un re o in u tri l n nu cturing lic tion We tock co lete line o co le ent ry ro uct to co lete irtu lly ny oo orking or ill ork ro ect
April 2016
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in Memoriam r a ids , 85, former owner of Davidson Industries, Mapleton, Or., died March 3. After graduating number one in his class from the Oregon State College School of Forestry in 1 54, he spent two years in the U.S. Army, stationed
in Germany. In 1 56, he joined his father’s then-two-year-old milling business, assisting in management. He was named president and general manager in 1 60. His family idled the mill in 2004. He also served as president in 1 7 of the National Forest Products Association, president of the Pacific
classiFied Marketplace Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type. uestions Call (714) 486-2735. Deadline: 18th of previous month. Send ad to david@building-products.com.
Sti , 4, former co-owner of Hennessy Lumber Co., Conrad, Mt., died March 13 in Conrad. A World War II Army veteran, he and his wife, Catherine, took over her family’s lumberyard in 1 52, operating it until retiring in 1 2. In 1 80, he served as president of the Montana Building Materials Dealers Association.
R
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LUMBER CARRIERS from Berkot
• Several models available • Balanced for ease of handling • May be modified to your specifications See our full product line at www.BerkotMfg.com
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Is this your copy? Su scri e to
The
Lumber Inspection Bureau, and president and director of Coumbia River Log Scaling & Grading Bureau.
MERCHANT Magazine
BERKOT MFG. CO., INC.
11285 Goss St., Sun Valley, CA 91352 • Phone (818)767-5555 Manufactured in the U.S. since 1954
Call (714) 486-2735
coMing: the green issUe Be part of our first-ever GREEN ISSUE! Environmentally friendly can also mean bottom line friendly. This June, The Merchant Magazine will present its first-ever Green Issue, featuring: • the latest green products • sales & marketing tips to boost your green sales • the hottest green trends to capitalize on • an update on lumber certification systems * Plus, this issue will feature Siding, Roofing, Trim, and Technology.
to advertise in this MUst-read issUe, contact (714) 486-2735 Patrick adaMs – PadaMs@bUilding-ProdUcts.coM or chUck casey – chUck@bUilding-ProdUcts.coM
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advertisers index Allweather Wood www.allweatherwood.com .............................Cover II, 4 Arch Wood Protection www.wolmanizedwood.com ........................Cover I A EK www.azek.com ........................................................................................... Bear Forest Products www.bearfp.com ........................................................5 Blue Book Services www.bluebookservices.com .....................................62 Boise Cascade www.bcewp.com ...................................................................56 California Cascade www.californiacascade.com .......................................44 C&E Lumber Co. www.lodgepolepine.com .................................................66 Capital www.capital lumber.com .................................................................... Combilift www.combilift.com ...........................................................................54 Conrad Forest Products www.conradfp.com ................................................5 Deck Supply Warehouse www.decksupplywarehouse.com ..................29 Eco Chemical www.ecochemical.com ..........................................................2 E terior Wood Inc. www.e teriorwood.com ................................................ 5 Fiberon www.fiberondecking.com .................................................................15 Fontana Wholesale Lumber fontanawholesalelumber.com ....................40 Gemini Forest Products www.geminiforest.com .......................................66 Huff Lumber Co. www.hufflumberco.com ...................................................50 Humboldt Redwood www.getredwood.com ...............................................4 &L Heat Treating Service...................................................................................42 asper Wood Products www. asper wood products.com .......................21 .H. Ba ter www. hba ter.com ........................................................................ ones Wholesale Lumber www. oneswholesale.com ..............................59 Keller Lumber www.kellerlumbercompany.com ........................................54
date book st n s are o ten su tted onths n ad ance Always er y dates and locat ons w th sponsor e ore a n plans to attend Los Angeles Hardwood Lumberman s Club – April 14, election night, Moreno’s, Orange, Ca. www.lahlc.net. West Coast Lumber & Building Material Association – April 14, golf tournament, Black Gold Golf Course, Yorba Linda, Ca. (800) 266-4344 www.lumberassociation.org. Composite Panel Association – April 1 20, spring meeting, Tucson, Az. (703) 724-1128 www.compositepanel.com. National Lumber & Building Material Dealers Assn. – April 1 20, legislative conference spring meeting, Washington, D.C. (800) 634-8645 www.dealer.org. International Wood Composites Symposium – April 22 21, Seattle, Wa. (800) 942-4978 www.woodsymposium.wsu.edu. Transload Distribution Association – April 26 29, conference, Carefree Resort, Carefree, Az. www.transload.org. Western Building Material Association – April 2 , safety managers meeting, Olympia, Wa. (360) 943-3054 www.wbma.org. American Wood Protection Assn. – May 1 , annual meeting, Condado Plaza Hilton, San Juan, Puerto Rico www.awpa.com. National Hardware Show – May 6 , Las egas Convention Center, Las egas, Nv. www.nationalhardwareshow.com. Los Angeles Hardwood Lumberman s Club – May 14, Day at the Races, Santa Anita Racetrack, Arcadia, Ca. www.lahlc.net. Southern California Hoo Hoo Club – May 20, annual Don Gregson Memorial Golf Tournament, San Dimas Golf Course, San Dimas, Ca. (323) 559-1958 www.hoohoo117.org. Do it Best Corp. – May 20 2 , spring market, Indianapolis, In. (260) 748-5300 www.doitbestcorp.com.
Kop Coat www.kop coat.com ...............................................................Cover III Manke Lumber Co. www.mankelumber.com ..............................................51 Natron Wood Products www. asper wood products.com .......................21 NewTechWood www.newtechwood.com ....................................................4 Norman Distribution Inc. www.normandist.com ........................................6 North American Wholesale Lumber Assn. www.nawla.org ....................2 Pacific States Treating www.pacificstatestreating.com ............................51 Pelican Bay Forest Products www.pelicanbayfp.com ..............................69 Pennsylvania & Indiana Lumbermens Mutual www.plmilm.com ..........49 Permapost www.klear gard25.com ................................................................ 9 PPG Machine Applied Coatings www.ppgpro.com ..................................... uality Borate Co. www. ualityborate.com .................................................60 Redwood Empire www.redwoodemp.com ..................................................1 Reel Lumber Service www.reellumber.com ................................................6
888-807-2580
Rosboro www.rosboro.com .............................................................................61
Be d, OR
Roseburg Forest Products www.roseburg.com ........................................ 1
www. elica ayf .com
Royal Pacific Industries........................................................................................5 Simpson Strong Tie www.strongtie.com .....................................................41 Superior Wood Treating www.superiorwoodtreating.com ......................45 Swanson Group Sales Co. www.swansongroupinc.com ........................25 Taiga Building Products www.taigabuilding.com ..................................... 0 Thunderbolt Wood Treating www.thunderboltwoodtreating.com .........46 Universal Forest Products www.ufpedge.com ...........................................4 Utah Wood Preserving Co. www.utahtreatedwood.com ..........................19 Viance www.treatedwood.com ............................................................Cover IV Weyerhaeuser www.weyerhaeuser.com ......................................................1 Building-Products.com
DISTRIBUTION LOCATIONS Colto / Fo ta a / Modesto / Sali as / Stoc to , CA PRODUCTS & SERVICES Lum er / Pallet Stoc / I dustrial Lum er / Softwoods Hardwoods / Cedar / Fe ci / Dec i / Redwood Custom Cut Stoc / Treated Lum er / Tile Batte s 3-Hole & Slotted Ve ts / Custom Cutti / Rema ufacturi Heat Treati / Fire & CCA Treati
Frami
“F
” April 2016
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Flashback 65 Years Ago This Month
New products, new markets, and even the “Red Scare” were all on the radar for lumber dealers in the early 1 50s, as reported by The a i rnia er Merchant back in April of 1 51. Among the headlines: The Oakland Hoo-Hoo Club tried to keep its members informed of current events by booking an FBI agent as its guest speaker to address “The Responsibility of the FBI in the Current Emergency.” The Douglas Fir Plywood Association (forerunner of APA) sponsored a plywood built-in design contest staged by the National Association of Home Builders. The winning design was a closet door with a mirror on front and clothes organizers on the back, including shelves, shoe racks, tie rack, and spaces for socks, shirt studs, handkerchiefs and sweaters. Cross Lumber Co., Merced, Ca., lost its cabinet shop, planing mill, and office in a $400,000 fire. The blaze “started with an explosion and spread rapidly.” The longtime yard was rebuilt and, after changing hands several times, was closed as a BMC location in 2008. Plywood/door producer Roddis California funded the airing of a
half-hour movie, er r e , in prime time on Southern California TV station KHJ. The show was produced with help from the West Coast Lumbermen’s Association. Masonite executives visited Ukiah, Ca., for their first inspection of their new multimillion-dollar hardboard plant—their first hardboard facility on the West Coast. They arrived by traversing the Masonite Road—a winding, 36-mile pathway the company carved out to reach the heart of its 55,000 acres of redwood and fir. The twolane road was famous as one of the largest private highway projects in years, where trucks would carry saw logs up to 40 ft. long in loads weighing up to 100 tons. The plant also became legendary for inspiring the local lumber industry to change their view of wood waste. Instead of burning sawdust, slabs, edging and barking, the Masonite plant used them for wood chips and fuel. The hardboard products themselves, however, would generate a rash of lawsuits alleging premature failure. A class action settlement
2 BA AREA lumber companies co-sponsored an all-wood house display at the week-long International Home Show in Oakland, Ca. Loop Lumber Mill, Alameda, Ca., designed and built the structure and all components. Features out front included redwood flower
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APRIL 1951 issue of he al orn a u er erchant spotlighted White Brothers, which to this day still maintains the San Francisco Bay Area’s largest supply of mouldings from its quarters in Oakland, Ca., now under the fourth generation of Whites.
was reached in 1 8 and the plant was closed in 2001, when Masonite opted to phase out hardboard siding. The factory sat vacant until a few manufacturers in other industries started buying pieces of it over the last four years.
boxes, redwood lawn chairs, and three types of redwood siding. Inside there was curly redwood furniture and interior panels of redwood, birch, ribbon grain Philippine mahogany, black walnut, ertical Grain Douglas fir, and knotty ponderosa pine.
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