The Merchant April 2021 by 526 Media Group

The

MERCHANT

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

APRIL 2021

Magazine

PRESSURE TREATED WOOD SPECIAL ISSUE

FRAMEGUARD® TREATMENT GIVE HOMEOWNERS PEACE OF MIND ® FRAMEGUARD TREATED WOOD IS IS IDEAL FOR ROOF TRUSSES, WALL PANELS, AND STRUCTURAL MEMBERS.

www.WolmanizedWood.com/FrameGuard

Wood treated with FrameGuard® preservative is protected to shield against: mold

termites (including Formosan termites)

fungal decay

• Backed with a 20-year limited warranty

Innovative industry leader.

• Treatment factory applied under controlled conditions

Decades of expertise.

• With appropriate topcoating, can be used for exterior trim

Quality, well-known brands.

Located in Sumner, Washington, Western Wood Preserving Co. has been a manufacturer of pressure treated wood products, supplying residential, commercial and industrial markets of the Pacific Northwest since 1971. In addition, our strategic location near the ports of Tacoma and Seattle, provides easy access to the Alaskan, Hawaiian and Pacific Rim markets. Our facility includes 12 acres of treatment, drying and storage areas, and produces top quality treated wood products for residential and commercial consumers in the wholesale market. 253-863-8191 • 800-472-7714 • westernwoodpreserving.com NatureWood®, Advance Guard®, and FlamePro® are registered trademarks of Koppers Performance Chemicals Inc. NatureWood, Advance Guard, FlamePro and CCA treated wood products are produced by independently owned and operated wood treating facilities. © 3/2021

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The

MERCHANT

OUR MARKET MOVES QUICKLY—SO DON’T GET LEFT BEHIND!

Magazine

President/Publisher Patrick Adams padams@526mediagroup.com

TODAY!

Vice President Shelly Smith Adams sadams@526mediagroup.com Publishers Emeritus David Cutler, Alan Oakes Managing Editor David Koenig dkoenig@526mediagroup.com Columnists Carla Waldemar, James Olsen, Emily Schmitt, Claudia St. John Contributors Butch Bernhardt, Kim Merritt, Paige McAllister, Belinda Remley, Steven Rustja

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April 2021

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CONTENTS

April 2021 Volume 100 n Number 4

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

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14 Treated Wood

28 FEATURE STORY

10 TREATED WOOD WASTE

30 COMPETITIVE INTELLIGENCE

12 WESTERN WOOD PRESERVERS

50 EVENT RECAP

14 RESEARCH & TESTING

MINNESOTA CHAIN ON BUYING SPREE NAWLA LEADERSHIP SUMMIT

The

MERCHANT

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

Departments

NEW CALIFORNIA REGULATIONS FOR TWW TREATERS REFLECT ON CHALLENGING YEAR TALES OF A TREATED WOOD LAB TECH

APRIL 2021

Magazine

MORE HEADING ONLINE FOR PTW COURSES

GIVE HOMEOWNERS PEACE OF MIND

www.WolmanizedWood.com/FrameGuard

mold

termites (including Formosan termites)

• Treatment factory applied under controlled conditions • With appropriate topcoating, can be used for exterior trim

Merchant 4-21_Layout.indd 1

26 TERMITE PROTECTION

62 FLASHBACK

Decades of expertise. Quality, well-known brands.

RISING INFESTATIONS SPUR IMPROVEMENTS

The Ofﬁcial Publication of

The Merchant Magazine n

60 IN MEMORIAM 61 ADVERTISERS INDEX

PTW APP HELPS GROW SALES

Innovative industry leader.

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

59 DATE BOOK

24 TREATED WOOD SALES AID

fungal decay

3/25/2021 1:03:42 PM

38 NAWLA’S THINKING AHEAD 52 NEW PRODUCTS

® FRAMEGUARD TREATED WOOD IS IS IDEAL FOR ROOF TRUSSES, WALL PANELS, AND STRUCTURAL MEMBERS.

• Backed with a 20-year limited warranty

34 TRANSFORMING TEAMS

20 FIRE-RETARDANT-TREATED WOOD 22 TREATED WOOD EDUCATION

Wood treated with FrameGuard® preservative is protected to shield against:

32 OLSEN ON SALES

40 MOVERS & SHAKERS

INTEREST HEATS UP IN FRTW

FRAMEGUARD® TREATMENT

8 ACROSS THE BOARD

18 TREATMENT ADDITIVES

RAISE MARGINS WITH VALUE-ADDED PTW

SELLING PREMIUM WESTERN WOODS: CALIFORNIA REDWOOD & WESTERN RED CEDAR

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Features STEEL DECK FRAMING UPDATE

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April 2021

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ACROSS the Board By Patrick Adams

God, country, family... and less important things s life getting more confusing? More complicated? More stressful? I was having a conversation recently with a “young person.” There are two ways to consider that last statement— either I’m getting old or hopefully grateful that I’ve lived long enough to see things differently. The answer is both. Regardless, the conversation started based on her struggle with the current environment and the challenges that go along with it. It is a confusing and overwhelming time for people and perhaps especially for young adults. If you were in her shoes and watched the news for the past year, I think it might be overwhelming. You might wonder what your future has in store for you, and how do you navigate towards “success” or “happiness”? It’s interesting because I remember a time when those words felt like nouns to me. They were something of a goal that you could one day achieve and felt as though they were meant to be measurable. I think a LOT of people still believe they are, but they lie just out of reach “if only” (fill in the blank) would happen. Today, I run across countless people of all ages “in search” of these things. They spend their time considering what they “need” tomorrow to achieve these seemingly insurmountable goals of their life. Today, it seems the number of unsettled people has grown in relation to how long the daily news’ list of breaking news is. Every day, there is no shortage of news to be concerned about, to stress about, and, accordingly, to shift your priorities away from. I saw the angst on this young person’s face as she described what was bothering her. While it would have been easy to simply say, “It will all be OK” or “Oh, just wait until you get older,” I instead just listened. As she was talking, it took me back to my younger years when my life felt much more complicated than it is now, in spite of my life being exponentially more complicated today. I remember feeling like the things I was tasked with, or political issues, or the economy, or friends, or a relationship at the moment being paramount to life and death decisions. As if my entire future hung in the balance of these massive events that unfolded, and changed by the second and somehow, I had to make immediate decisions or my fate would be doomed. But something changed at some point in my life without me realizing it. Everything became easier and less stressful. I became more clear about why I was here, and what I was supposed to do. And, my happiness and peace became fueled by only one thing—being grateful. I realized that my purpose was to serve: God, my country, and my family. They are all bigger than me and yet, if I can somehow serve

those things greater than me, it gave me purpose. It put “me” in perspective, how small I am in the grand scheme of things and yet, how incredibly grateful I am for what I have every single day. No matter how tough that day happens to be, I have ingrained in how much worse my life could have turned out, and still could be. I realize that this gratitude and purpose is simple, but it’s not easy. After I listened to this young person, she paused and waited knowing that I’m not a person short on words. I tried to keep my response short and it was simply, “I wish the me today could have talked to the me at your age because I would have told him not to worry, but to thank God every day for another day, if you’re blessed enough to get it, because it’s not guaranteed for any of us. To think about how to make our country a better place, to be a role model, and to be worthy of the sacrifice of those who serve to provide this wonderful place to live. And, to serve those you love everyday as if it is your last, to never take the time with them for granted, and to accept their love as the greatest payment you could receive. Everything else is not important or worthy of stressing over.” I hope that during this interesting time in the world, you find the time to ignore the less important things and instead, find your peace and happiness in the few things that truly matter. As always, I am grateful for the privilege of serving you and this great industry.

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

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April 2021

Building-Products.com

WWPI SPECIAL ISSUE: TREATED WOOD IN THE WEST

Solutions for Treated Wood Waste disposal in California By Western Wood Preservers Institute

Treated wood scraps like this were classified as hazardous waste in California in January, making disposal much more difficult. The state is implementing a new variance program that could allow Treated Wood Waste to be disposed of in approved landfills as has been done for nearly 20 years.

THERE ARE NOW some answers to the question of what to do with Treated Wood Waste (TWW) in California. The state started 2021 by classifying TWW as hazardous waste that could only be disposed in a Class I Hazardous Waste landfill, with only one facility near Bakersfield that could accept the waste. That action ended alternative management standards for TWW that were in place for nearly two decades, allowing TWW to be safely disposed in approved composite-lined landfills.

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In mid-February, the state Department of Toxic Substance Control (DTSC) began accepting applications for variances that allow TWW to be disposed in composite-lined landfills, as before. Under the DTSC program, there are three types of variances that can be utilized by residents and businesses to dispose TWW: • Transporter Variance: This is for contractors and transporters who do not accumulate or consolidate TWW at any location. The TWW generated must

April 2021

go directly from job site to an approved landfill or transfer station. Cost of the variance is $785.31 with unlimited sites. This variance is expected to be used by decking and fencing contractors. • Small Quantity Generator Variance: This variance is for entities that do not exceed 10,000 lbs. of TWW per calendar year. Cost of the variance is $971.53 for one site, with an additional cost of $756.70 per site up to 10. • Large Quantity Generator Variance: This variance is for entities that exceed 10,000 lbs. of TWW per calendar year. Base cost is $1,012.14 for one site, with an additional cost of $797.31 per site up to 10. Companies must have a federal or state EPA ID number to receive this variance. All TWW generators and transporters must have a variance when they show up to the landfill or transfer station and should check to ensure the landfill or transfer station has a variance to receive TWW. Lumberyards in California should be aware that if they cut treated wood, they are classified as a generator and are required to have a variance to properly dispose of the waste. There is an exception to the variance program that allows homeowners without a variance to take up to 50 lbs. of TWW to approved landfills. Western Wood Preservers Institute (WWPI) has prepared an infographic to help guide businesses to determine the proper variances needed. It can be downloaded at wwpi.info/ TWW_variance. More information on the variance program and to apply, go to the DTSC website at dtsc.ca.gov/ Building-Products.com

treated-wood-waste-variances. DTSC has indicated the variance program is only a temporary solution and has limited variances to six months, with a possible six-month extension. Work is now underway to pass an urgency bill, Assembly Bill 332, that would reinstate the alternative management standards, including disposal of TWW in Class II and III composite-lined landfills. The changes in TWW disposal were unexpected, given the success of the previous alterative standards. WWPI notes a DTSC report in 2019 confirmed that 93% of TWW generators had no substantial infractions that would “represent significant threat to human health or safety or the environment.” Dallin Brooks, executive director of WWPI, said preserved wood is important for the 10 million single-family homes, thousands of businesses, and scores of state agencies that use the products. “We support the proper handling and disposal of preservative-treated wood and we encourage all businesses to research and apply for the variance that fits their situation,” said Brooks.

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Is Treated Wood Really Hazardous Waste in California? California is the only state in the U.S. that restricts the disposal of Treated Wood Waste (TWW). Many believe the state has some misplaced concerns about the risk of TWW to the environment. The U.S. Environmental Protection Agency, which defines hazardous waste in regulations under the Resources Conservation and Recovery Act (RCRA), does not list treated wood waste as hazardous. While other states restrict some uses of treated wood, most often near water or sensitive environment, they allow treated wood to be disposed the same as all other wood products. Dallin Brooks, executive director of WWPI, notes that preservatives for residential products, required by codes for decks and outdoor structure, are mostly copper based and will fail state toxicity tests due to the presence of copper. However, infrastructure preservatives such as creosote used in railway ties may pass such tests, which would allow

them to be disposed as non-hazardous waste. Brooks says concerns over copper, which is used in a host of products ranging from cooking pans to hot water pipes, are overstated when considering the amount of copper in a preserved wood product. “Just to put it into perspective, a 12-foot 2x6 that weighs about 30 lbs. has 0.0991 lbs. of copper in it,” Brooks said. “That’s less than the amount of copper in a single silver-plated fork or spoon, and less than a shaving off a piece of copper water pipe.” Preserved wood has a long record of safe use and disposal in the state, Brooks said, as confirmed by the alternative management standards for TWW waste that have been in place in California for nearly two decades. He said reinstating the alternative standards for disposing of TWW is both reasonable and safe. “California has ensured safe disposal of TWW for nearly 20 years,” he said. “We’re confident that can continue.”

April 2021

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WWPI SPECIAL ISSUE: TREATED WOOD IN THE WEST

Treaters reflect on unique challenges of a pandemic year By Butch Bernhardt

Wood treaters saw sales of preserved wood products skyrocket last year, with a surge in home projects like decks and outdoor accessories. Treaters were hard pressed to keep up with demand as they sought to increase production while dealing with pandemic restrictions at their plants.

THE YEAR 2020 for wood treaters in the West could be summed up in Charles Dickens’ opening line from his novel A Tale of Two Cities: “It was the best of times, it was the worst of times.” While the pandemic caused much economic damage, the wood products industry—including treaters—saw unexpected, but welcome growth in sales and product prices. And for preserved wood, those positive business trends for are carrying into 2021 and beyond. Stay-at-home orders and government restrictions on businesses in the early months of 2020 created

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uncertainty for many treaters. But that uncertainty soon transitioned into other concerns. “The biggest challenge for our company was to pivot from planning for an expected downturn to scrambling to ramp up production when demand exceeded all expectations,” said Blair Buchanan, senior advisor at Allweather Wood. Few anticipated that construction activity would rebound so quickly after the initial downturn. For treaters, the boom in remodeling turned up demand for preserved wood, as cash from

April 2021

federal stimulus checks and money normally spent for vacations was directed to home projects such as new decks and outdoor projects. By summer, instead of bracing for lower sales, treaters faced new problems. “Raw lumber was difficult to source, labor was difficult to hire, and COVID-19 safety protocols were challenging to implement,” said Buchanan. Treaters tackled the challenge of keeping employees safe while responding to higher sales. “Because a lot of our business is conducted outdoors, we were able to implement the changes needed to adapt quite well,” said Janis Kristiansen of Western Wood Preserving in Sumner, Wa. “Our facility covers many acres, so fortunately ‘social distancing’ is mainly the norm for us.” Sourcing lumber for treating became more difficult as sawmills struggled to increase production to fulfill demand. Housing starts, which plunged more than 40% in April, roared back by the summer. Meanwhile, sawmills in the West could only increase production modestly. Competition for the available supply of wood drove prices to record levels. Since treaters purchase the same lumber products as retailers and builders, finding stock to meet the growing demand for preserved wood was a key challenge. “Providing more flexibility in our supply chain really was the lesson” from the pandemic, said Phil Schumock of Stella-Jones, Tacoma, Wa. “Having the right products ready when customers need them starts months Building-Products.com

before the product ships.” “It did force us to improve the transparency of our forecasting and supply chain planning to identify and resolve shortfalls,” agreed Buchanan at Allweather. Many of the lessons learned during the pandemic will have a lasting impact at treating companies. Treaters discovered that cross-training staff to cover production operations is an important priority. Enhancing relationships with their sawmill suppliers will take on added importance in the future. “Having good relationships with mills has helped greatly with getting wood for treating,” said Schumock at

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Stella-Jones. Even as the pandemic eases, the outlook for preserved wood remains upbeat. New home construction remains strong, with mortgage rates at historic lows and growing anticipation of an expanding economy. Spending for remodeling is forecast to rise by as much as 4%, which will translate into projects involving preservative-treated wood. “We’re extremely optimistic,” said Allweather’s Buchanan. “People have a new appreciation for the value of spending time at home with their families, and the desire to improve their outdoor environments will continue.”

“Large segments of the business sector have discovered their employees can effectively and efficiently work from home, which benefits home remodeling and improvements,” noted Kristiansen of Western Wood Preserving. The treating industry will see some important steps in 2021 to get back to business as usual. So just when will things return to normal? “If I knew that,” quipped Buchanan, “you’d be paying me for my forecast.” Butch Bernhardt is senior program manager for the Western Wood Preservers Institute (www.wwpinstitute.org).

April 2021

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WWPI SPECIAL ISSUE: TREATED WOOD IN THE WEST

Tales of a treated wood lab tech The team behind the scenes By Kim Merritt SO, THE SHELVES are filled with pressure-treated wood in preparation for the spring rush. Soon, the gardeners and doit-yourselfers will be converging on your store, tired of this crazy cold winter and ready to work on their warm-weather, outdoor projects. You are ready for them because you’re no rookie! You know how important it is for your customers to have quality products and you know that the tags on the end of the lumber is the source to find all the important information they’ll need to select the right product for their application, including the treating company, preservative

Treated wood core samples are taken periodically throughout each charge to verify the minimum level of penetration is met.

SPIB lab tech prepares wood for extraction.

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April 2021

type, appropriate end use, third-party inspection information and even warranty details. But, have you ever taken a moment to wonder… how do they even check this stuff and what really goes on behindthe-scenes? If the answer is yes, let’s grab a lab coat and take a closer look! Our tale begins at the treating plant. Treated wood producers work hard every day, conducting an in-depth, standardized process of in-plant quality control (IQC), dedicated to providing the consumer with high-quality, sustainable products for a wide range of applications (including your spring garden project). Specialized analytical equipment is used to measure the proper preservative concentration prior to treatment. For each “charge” or batch of wood treated, core samples are taken throughout the charge to verify that the minimum preservative penetration has been met. A specified assay zone of these cores is then collected, dried, ground, homogenized and analyzed as a composite sample to measure the preservative retention. Industry-approved standards require that these composite assays meet a minimum preservative retention suitable for specified service conditions. Industry standards further require a certain number of these IQC samples be analyzed and compared to an approved laboratory’s Building-Products.com

overall retention analysis to monitor continued accuracy of plant results. To provide an additional layer of confidence to a plant’s quality system, accredited third-party inspection agencies, such as the Southern Pine Inspection Bureau (SPIB) and its western division, Western Wood Services (WWS), work in tandem with subscribing treated wood producers to approve and independently audit their IQC programs based on industry standards. You’ll notice the distinctive SPIB/WWS quality marks on the end-tags of material qualified under our third-party audit program which will include the WWPI CheckMark or ICC-ES logo. Unannounced inspections are conducted by SPIB each month to evaluate in-plant quality control requirements and to sample a prescribed number of charges. These third-party audit samples are evaluated for preservative penetration on-site by SPIB inspectors and are then submitted to the SPIB lab team for retention analysis. These verification and audit processes take your journey a bit further behind-the-scenes as we follow these inspection samples to our laboratory

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Auto titration analyzes borate or quaternary compounds to determine its concentration.

at SPIB. Using analytical methods approved by the American Wood Protection Association (AWPA), our SPIB team of lab geeks evaluate thousands of

in-plant and third-party audit samples for retention analysis every year. Most people outside of the

April 2021

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(Continued from previous page)

laboratory setting may be unaware of the high-level skills required or the methodical processes involved in performing these types of tests. Luckily for you, we’re here to tell you more about how it’s done. Samples that have been treated with preservatives containing metallic components are initially analyzed by X-ray analysis. When samples are exposed to X-rays, the energy causes changes to occur within the sample’s atoms. The resulting energy produced from those atomic changes can be measured by a detector to determine the amount of preservative in the sample. Various preservative samples require additional test methods that are more complex as the chemical components cannot be measured directly and must be extracted from the wood sample. This extraction process requires a solution (usually made of alcohol) to be added to a measured amount of sample and the mixture is sonicated for several hours to release the chemicals from the sawdust. Wood treated with borate or quaternary compounds is analyzed through a process called titration. Titration is the method of determining an unknown concentration in solution by adding a known concentrate of “titrant” in carefully measured amounts until a reaction occurs. The reaction is determined by a color or electrical change within the sample. You probably remember performing titrations in your high school chemistry class. Some preservative components or co-biocides, such as azoles, for example, can only be identified and measured using analysis by Gas Chromatography (GC). The GC process

uses a tiny portion of the filtered extract that is pulled up into a syringe and injected into the instrument. As the sample travels through a column, each component reaches the end of the column at different times and moves past a detector. The detector can measure these components and record their output as peaks in a chromatogram. Other non-metallic, organic preservative systems contain components that must be analyzed by a similar test method known as high-performance liquid chromatography (a.k.a. high-pressure liquid chromatography or HPLC). Once all the assays are completed for each component in a sample, the results are combined, and the final retention result is calculated! Sounds like a lot of work doesn’t it? But the process doesn’t stop here. While this information is certainly vital to evaluate plant performance for each inspection as required by the AWPA, it also provides invaluable cumulative information to identify trends that assist the plant in maintaining product conformance and making any adjustments they deem necessary to consistently meet their treatment goals! Thank you for taking this inside look with us. Now that you have and your behind-the-scenes appreciation for all the work that goes into the quality of your treated wood products, you can take off your lab coat and send those gardeners and do-it-yourselfers out into the backyard with confidence! The SPIB Lab Team hopes your spring weather is pleasant and those projects look great this year! – Kim Merritt is director of the Treated Division of the Southern Pine Inspection Bureau (www.spib.org).

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April 2021

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April 2021

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WWPI SPECIAL ISSUE: TREATED WOOD IN THE WEST

Extra! Extra! Treat all about it!

Raise margins with value-added treated wood By David Koenig ALL PRESSURE TREATED lumber is not equal. Beyond preservative type and retention level, wood preserving companies are increasingly adding “extras” to their treatments to make their products more durable and more attractive. In adding colorants, water repellents, stabilizers and mildewcides, commodities suddenly become something more. Colorants—usually redwood or cedar hued—can be added during treatment or a pre-stain can be applied prior to treatment, saving the builder from having to finish it on site. They are perhaps the most widely accepted add-on to treated wood, at least within certain regions. “Pressure treated wood with color has seen increased popularity for the past several years,” confirmed Tom Horvat, Koppers Performance Chemicals. “Pre-stained brown wood has been the norm in the western U.S. for decades. The Colorado market primarily consists of treated wood with color. The Northeast and East Coast have several treaters producing wood with pigment. Menards carries brown-pigmented wood almost exclusively in the majority of their locations. “Colored wood is available in decking, dimensional lumber, timbers and deck specialties. Regardless of whether a deck

Products treated with the MicroPro Sienna pigment coloring system to give the wood a warm, natural brown tone that enhances its grain and natural characteristics.

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April 2021

is built with cedar, redwood or composite decking on the surface, the treated wood understructure can now match the decking material.” Koppers’ MicroPro Sienna is the leading pigmented treated wood in Canada, “with a 90% market share,” according to Horvat. Viance’s colorant-treated DesignWood is primarily sold in Canada as well, but is also popular in the West and Midwest U.S. Some Viance treaters rebrand it as Barefoot Brown, Red Sedona, and Woodland Brown. Lonza markets wood treated with its Tanatone color technology under its Wolmanized Outdoor Wood brand. Similarly, Wolmanized wood is also available with Lumbrella Plus water repellent or BARamine, which provides improved penetration, stabilization and moldicide protection. “Each dealer is different in what they stock based on their sales and the space they have in their lumber aisle,” said Lonza’s Belinda Remley. “Often, the add-ons available are dependent on what their treater partner offers.” Treated wood with water repellent is generally available without having to special order. Offering “better lumber” can become the calling card of an independent dealer. “I stock only #1 grade KDAT in my 2x lumber,” said Jim Pearce, owner of Pearce Lumber Co., Ruston, La. “I also stock premium deck boards & C&B 1x boards with the water repellent. My customers expect a better product than the box stores.” The key to selling such upgraded options is to ensure end-users are aware of their benefits—and simply that they are available. “Most homeowners think treated wood is all the same,” said Viance’s Edie Kello. “And in a lumberyard, material is stored outside under sheds without point-of-sale materials, so even contractors may not know the added benefits some chemicals in preservatives offered. There are differences.” At Lowe’s, Viance has bundle placards and literature that clearly spell out the advantages of Severe Weather with Ecolife, “the only treatment with an integrated water repellent standardized by the AWPA.” Through its treater partner marketing programs, Lonza also provides in-store promotional material to assist sales associates, professionals and DIYers in understanding valueBuilding-Products.com

added treated wood products. Koppers’ Horvat added, “Some retailers are promoting color and water repellent advantages on their websites and the pro buyers are generally aware of differences and advantages of each. Selling a project without the need to apply a water repellent or stain for the first few years is a key selling point for the consumer.” The challenge—or opportunity—remains. Few of the dealers contacted by The Merchant had the value-added treated products in stock. Several dealers were convinced their customer base would not bear the increased cost. William Crosby, manager of County Building Center, Madill, Ok., said customers rarely ask for anything extra. “The current climate for yellow pine treated lumber has been more focused on product availability and said product in the prioritized #1 rating lumber,” Crosby explained. “However,

if a request for a product comes in a special order, I am up front with cost and whether such cost is warranted for the project.” The recent run on treated wood has left many dealers with diminished access to treated wood of any kind. “The past nine months has been a challenge getting any pressure treated at all,” said Jim Bruneau, manager of Middleton Building Supply, Dover, N.H. “I am not sure if our treaters in the Northeast are even offering any. I can’t imagine what the premium price would be considering PT lumber doubled in price over the summer.” Dave Devries, president of Builders Buying Group, Grand Rapids, Mi., agreed: “At this point, our customer base is happy just to get product given the supply chain constraints. That said, while we are not promoting upgrades, I suspect we will once the market conditions and lead times improve.”

Best Value. Superior Quality. Environmentally Responsible. 253-863-8191 800-472-7714 westernwoodpreserving.com

Building-Products.com 2021 n Copper TheArsenate. Merchant n 19 NatureWood pressure treated wood products are treated with Alkaline Copper Quaternary Compounds or Copper Azole. CCA pressure treated wood productsApril are treated with Chromated NatureWood,Magazine Advance Guard, FlamePro, and CCA treated wood products are produced by independently owned and operated wood treating facilities. NatureWood®, Advance Guard®, and FlamePro® are registered trademarks of Koppers Performance Chemicals Inc. © 10/2019

WWPI SPECIAL ISSUE: TREATED WOOD IN THE WEST

FIRE-RETARDANT treatment reduces flame spread, while maintaining the integrity of the structure. (FlamePRO photo courtesy of Northeast Treaters)

Interest in fire retardant treated wood heats up THE RECORD WILDFIRES of 2020 have sparked significant interest in fireretardant-treated wood products. Visits to the FireResistantWood.org website nearly doubled last year, as people turned to the web to find out more about fire retardants. The website is maintained by Western Wood Preservers Institute (WWPI), which represents treaters in the West who produced fire-retardant-treated wood. The increased interest in the products also underscored some common misperceptions about fire-retardant-treated wood. One common question: “Can preservative-treated wood also be fire-retardant treated?”

While there are fire retardants rated for exterior use, it is not possible to treat wood with both preservatives and fire retardants. Traditionally, most fire-retardant-treated lumber and plywood is treated for interior use, where building codes define where this wood can be used as an alternative to non-combustible materials. Building codes also are very specific on what qualifies as fire-retardant-treated wood. The International Building Code, Section 2303.2, defines fire-retardant-treated wood as “wood products impregnated with chemicals by a pressure process.” If not applied through

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pressure, the treatment “shall be an integral part of the manufacturing process of the wood product.” The 2018 edition of the IBC further clarifies what is allowed: “The use of paints, coatings, stains or other surface treatments are not an approved method of protection as required in this section.” Still, the wildfires have spawned promotion of a variety of spray-on coatings claiming to work just as well as fire-retardant-treated wood. The effectiveness of these products remain unproven, yet are promoted for application on existing wood for protection. By comparison, fire-retardant-treated wood has been used for decades, creating an extensive history of performance in a variety of structures. Another common misperception is that fire-retardant treating makes the wood fireproof. The reality is that fire retardants are intended to slow the spread of fire so that occupants of the structure can safely exit and first responders have more time to try to save the structure. The intensity of today’s wildfires takes a toll on every material. Fueled by high winds, the fast-moving wildfires can melt automobiles and crack pavement and concrete. Wood, even when treated with fire retardants, has little chance to withstand such infernos. The complexities of the wildfire issue defy simple solutions. Protecting structures from the ravages of wildfire will take a multi-faceted approach, which will likely include fire-retardant-treated wood. Building-Products.com

Building-Products.com

April 2021

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WWPI SPECIAL ISSUE: TREATED WOOD IN THE WEST

With many working from home, online courses on treated wood offered through WWPI’s eUniversity were popular this past year. Two courses—on preservative- and fire-retardant-treated wood products—drew nearly 1,000 users.

More go online for PTW courses WHILE THE PANDEMIC frequently asked questions at SPIB is, “What do the stamps or tags on preserved lumber mean?” At first glance, the information included on these quality marks can seem confusing and appears to be written in some sort of secret spy code…but have no fear! You don’t have to be a superhero or code breaker to understand preserved wood quality marks. We’re here to help! While the pandemic forced students online for school, professionals also headed to the web to learn more about

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products—including preservative- and fire-retardant-treated wood. Two online courses developed by Western Wood Preservers Institute (WWPI) saw a record number of students earning continuing education units (CEUs) in 2020, fueled by increased use in the preserved wood products. Nearly 1,000 professionals earned CEUs by taking the courses on preserved wood and fire-retardant treated wood last year. Interest in preservative-treated wood was particularly strong, with visits increasing by more than 20% from 2019. The increases reflected the expanded demand for preserved wood as both professional and do-it-yourself projects such as new decks, fences and outdoor accessories soared. The two courses are available at AEC Daily, an online education platform that attracts 350,000 users per month. While the online platform is tailored for architects and specifiers, it is open to all and can be downloaded at no charge. Visitors can either download a self-directed course or view a narrated version via web browser. The courses are particularly helpful for those selling preservative- and fire-retardant-treated wood products. Each course reviews how to select the proper preserved wood product for any application and offers important tips so users can achieve the longest durability possible for their projects. After completing a course, users take a 10-question quiz to earn CEUs from more than 25 different organizations, include the American Institute of Architects, Landscape Architects and National Association of Home Builders. WWPI raised the profile courses in 2020 by creating the online Wood That Lasts eUniversity (wwpi.info/WTL_online) that includes links to the courses as well as “textbooks” in the form of downloadable publications. Since the courses debuted in mid-2018, more than 2,600 have earned CEUs by taking one or both courses. For distributors selling preserved wood products, having more knowledgeable customers, based on responses from users surveyed after taking the course. Some 77% indicated the course influenced their specifications for preserved wood, while 94% said they would use the products in future projects. Building-Products.com

WWPI SPECIAL ISSUE: TREATED WOOD IN THE WEST

Updated app grows PTW sales ANSWERS TO YOUR customers most common questions about preserved wood can be right in the palm of your hand with the free Treated Wood Guide smartphone app. The only app available on treated wood in both the iOS App Store and Google Play online stores, the app offers a variety of tools to help customers choose the right preserved wood product for the right application. Understanding Use Categories is important in selecting the proper treated product. On the app, simply go to the AWPA Use Category System utility and in a few taps find the products and required retentions in the commonly used preservatives available PROUDLY SERVING THE FOREST PRODUCTS INDUSTRY SINCE 1896

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Keep critical information about preservative-treated lumber handy with the free Treated Wood Guide smartphone app. The app is available on both Apple and Google app stores.

today. In the updated Find by Exposure tab, users can start with the conditions where the treated wood will be used and determine what product types are available in the various preservatives. Explaining about the preservatives used in treated products is simple with the Preservatives tab, which details the ingredients in today’s preservatives and how they are safely used in other consumer products. An expanded FAQ or Frequently Asked Questions section provide answers to 37 of the most common questions about using preserved wood, from how long does it last to comparisons with plastic composite products. A Use Tips section offers practical information on handling, field treating, fastening and disposing of used preserved wood products. The app is available for both smartphones and tablets. To download, search for “Treated Wood” in the Apple or Google app stores. Building-Products.com

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WWPI SPECIAL ISSUE: TREATED WOOD IN THE WEST

Termite infestation is increasing, protection is improving By Belinda Remley

The most common species of termite in the U.S. is the eastern subterranean termite, with colonies that can consume a pound of wood per day.

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DURING THE EARLY 1970s in suburban Chicago, homeowners were introduced to Wolmanized pressure treated wood during a test market to see if do-it-yourselfers would be interested in building their own decks. Thus began the outdoor living revolution. Since then, dealers and retailers alike have stocked aisles with pressure treated wood that DIYers and contractors have used to adorn backyards with preserved wood decks, retaining walls, furniture, raised bed gardens, and other projects limited only by their imaginations. The momentum has carried for decades and, although there are other products on the market, treated wood is still the first choice of contractors and builders. Because of its natural beauty (it doesn’t just look like wood, it is wood) and its long-term protection against the natural enemies of wood. Without that protection, wood will fall prey to the destructive little termite, which causes millions of dollars in damages to homes each year. Wreaking destruction for more than 100 million years, termites inhabit all land masses on Earth, except Antarctica, with colonies ranging in size from a few hundred individuals to enormous societies with several million pests. Their queens have the longest lifespan of any other insect in the world—up to 30-50 years. The number of invasive termite species that destroy wood used in infrastructure increased to 28 in 2017 (up from 17 in 1969), according to the scientific journal Ecology and Evolution. Probably the most common, the subterranean termite, can inhabit large colonies that eat about a pound of wood per day. That may not seem like a lot, but the problem occurs over time as the termites remain hidden where they attack. So days, weeks or even years pass with a colony of small insects eating away at a deck or home. By the time the termites are finally discovered, severe damage could be present. Yearly, damage impacts over 600,000 homes and causes $5 billion in damage and repairs just in the U.S., according to the U.S. Department of Agriculture. “Lonza has been innovating products to protect wood from its natural enemies—including termite, mold and fungal decay—for nearly a century. And since there seems to be no end to an insect that has been eating its way through wood and wood structures for 100 million years, we will continue our research and development,” says Scott Skinner, wood Building-Products.com

A colony of termites can damage a home’s structure at an alarming rate. By the time termites are discovered, the colony can completely destroy a home’s walls, causing thousands of dollars in damages.

specialties business development manager for Lonza Wood Protection. Innovation is necessary since global climate change could cause termites to show up where they had not been an issue before. According to predictions most of North America will become warmer and many parts will become wetter during the next 100 years. The annual mean temperature in North America from the Gulf of Mexico to Canada’s Hudson Bay is expected to increase several degrees in the next century. Areas farther north are expected to warm even more and have higher precipitation than in the past. “Warmer temperatures and wetter than normal conditions give the termite the environment it needs to spread and become even more of a threat in North America,” says Scott. “In areas where termites may have only been a passing thought to homeowners, the need to protect home and property is becoming a greater concern. And, the places where termites are highly prevalent like the Southeastern and Northwestern areas of the U.S., have already seen a rise in the need to have added protection for all wood structures.” With readily accessible facts and figures as well as educational materials, homeowners are joining builders and contractors in the understanding that protecting their build inside and out is just as important as the beauty finishing touches add. The industry is answering that understanding by developing and improving products that also protect the inside of the home from termite invasion. “Preserved wood is no longer just reserved for outdoor projects. And, termite protection for the home no longer just means ground treatments and reaction to attack after the damage is done. Homes built today can benefit from proactive treatment of the framing from slab (or basement) to roof trusses that are installed during construction. There are Building-Products.com

successful products on the market today designed specifically to protect the home’s structure from termite invasion. “So, why not protect your home from the inside out?” adds Scott. “Treatments such as Lonza’s FrameGuard and Permatek are factory applied to lumber, plywood, and engineered wood products used in structural framing. They protect the walls, floors, and roof assemblies within the house from termites as well as mold and fungal decay.” The preservatives designed specifically to protect the home are applied using a spray or dip treatment and add little cost to the home while offering contractors the opportunity to provide peace of mind to the eventual homeowner. “With the rise of termite infestations and the value structural protection will add to a home, builders will seek treated framing for more and more projects,” Scott says. “Soon the ‘protecting your whole house’ revolution will rival the outdoor living craze that started in the 1970s as an experiment. Homeowners will continued to enjoy their treated wood outdoor spaces that they now see as necessary while knowing their home is protected from the inside out.” Most know termites are very destructive and their damage is very costly, so shielding against the insects is an even greater necessity. Offering a shield from the beginning of the build, whether an outdoor living space or the framing behind a home’s walls, is the best solution. That protection should include wood preserved to protect against termite attack. Divert (or deter) the 100-million-year-old insects before taking up residence in a structure made from longlasting treated wood. – Belinda Remley is a marketing professional with Lonza Wood Protection (www.wolmanizedwood.com). She has been promoting wood and the protection of wood for more than 28 years. April 2021

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FEATURE Story By David Koenig

TREX has discontinued its revolutionary Elevations steel deck framing system.

Steel hits wall of treated wood trying to break into deck framing market ot 18 months ago, residential steel deck framing was being heralded as a serious threat to treated wood for deck framing. Backed by two giant composite deck manufacturers, the systems claimed to have myriad advantages over wood, including improved aesthetics and straighter, uniform pieces with no crowning, warping or twisting. Yet at the end of last year, market leader Trex abruptly discontinued its Elevations steel deck framing, leaving Fortress Building Products’ Evolution as the last system standing. Trex explained to dealers that the move was part of its normal annual culling of less profitable colors, sizes and products to make room for new products and colors and sizes. Yet the end of Elevations is a great deal more than the loss of a fifth shade of brown; it’s the elimination of an entire product category, one with great promise, a number of satisfied users, and a much larger number who never gave the pricier product a chance. Trex expanded into steel deck framing in 2011 with its acquisition of tiny niche player Iron Deck Corp., Denver, Co. The product was terrific; it seemingly just needed the vast distribution network and promotional might of a national powerhouse like Trex. Yet builders still needed to be persuaded to use it and, just as importantly, dealers and even Trex’s own sales force needed to sell it. “They hated it,” noted one dealer. “Sales would not learn about the product, and it was hard to get support for it.

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SLEEK Elevations was well liked by deck builders who used the product— there just weren’t enough of them. Building-Products.com

Decking, decking, decking—that’s all they’re interested in selling.” PMC Building Materials, Lawrenceville, Ga., not only sold the system—it kept it in stock, and had multiple large deck builders that regularly used it for high-end installs. “I have two customers in particular who are really behind it. They think it’s outstanding. It took our staff educating ourselves about the product and working to sell it.” Other dealers say they tried—unsuccessfully. “I sold one job on Elevations,” said Doug Crowther, Hess Lumber, Malad City, Id. “It was the flattest, prettiest job you’ll ever see. I think people were too cheap to buy it.” “I have sold three or four jobs over the years,” said Will Crockett, Orofino Builders Supply, Orofino, Id. “My locations are in heavy timber areas in North Central Idaho. We have experienced several large forest fires over the last decade or so. Steel deck framing is very effective against fire, so it has been asked for. Generally the cost changes customers minds.” Since most dealers didn’t hold an inventory, their customers were often subjected to lengthy waits to receive orders. “I am guessing Trex got frustrated with the lead times,” Crockett said. “Given the slow turns, in relation to their commodity decking products, I am sure it hit the chopping block... no different than the colors that fall out of consumer preference every year.”

ON THE WHOLE deck builders seem to prefer working with wood.

Now more than ever, it’s all about time. According to Pat Noonan, Pro Deck Supply, Minneapolis, Mn., “Ultimately cost was probably the biggest factor, both in material price and the added labor associated. I think the overall demand that is on our industry right now contributed. Taking twice as long on a job now just means one less job for the year. Anyone good enough to be selling and installing this product has a backlog of work and probably understands the revenue loss that will be associated with it. Trying to get a share of a commodity market with a specialty product at three times the cost is a tough road to go.” “People forget sometimes in this Instagram age that 90% of the decks built are just simple square boxes, and the majority are still wood,” Noonan continued. “People are having sticker shock with proposals done in wood framing; my average deck prices have doubled in the last decade. Trying to get them to see the value-add of steel is an uphill battle, especially when most are fine or don’t even notice the cons associated with wood. Treated prices would need to double and steel install would need to be easier before it will be viable for anything other than the top 10% of projects.” Elevations is going away, but steel framing is not. According to Fortress’ A.J. Jesiolowski, “We were already beefing up production of Evolution steel deck framing before Trex’s decision to exit the category. We see new opportunities daily Building-Products.com

TOP CHOICE: Most builders saw no reason to use anything other than pressure treated wood for their deck framing. (Photo by Platinum Decking)

and believe the market is just beginning to become aware of all the advantages steel deck framing offers. We see exponential growth for many years to come!” The big challenge will remain, however. The majority of deck builders seem to prefer treated wood. “I’ve never thought of using it,” said Jason Matousek, M3 Carpentry & Remodeling, Black Creek, Wi. “I’m just used to using lumber.” Danny Shushan, DannyDeck Construction, Encino, Ca., said, “I never used the Trex steel frame before because of the high price and complications of ordering/providing plans and installation.” In fact, of 12 builders contacted, only two had tried steel framing. “We’ve used Trex’s steel framing several times,” said Matt Breyer, Breyer Construction & Landscape, Reading, Pa. “It was a nice product, but it felt incomplete—there were limitations to hardware and material sizes that created unnecessary limitations to projects… and it was expensive! We actually have a Fortress project coming up in the next few months; we’re looking forward to using what promises to be a more refined, better-engineered system, and having the experience under our belt to make a decision moving forward if we want to continue using branded steel framing, or branch out to using generic metal framing.” Similarly, said Andrew York, ProDeck Construction, San Marcos, Ca., “We used Trex Elevations steel framing for many projects over the years. It really opened up options for spans and cantilevers and definitely made a strong, flat deck. The biggest downside was the cost. It was also fairly difficult to get permits approved, as most of our local municipalities are used to conventional wood framing. It required a few extra tools, and cutting was terribly loud. I’d also add there was a danger factor: sharp edges, screws sticking through hardware brackets, and wobbly joists (until they were tied in to rims and blocking) led to more cuts and scratches than a typical wood-framed deck. Trex made a really good effort to shift the way we build decks but in the end, I think for the reasons above, most builders were resistant to change.” With so many builders satisfied with treated wood, steel framing may be a solution to a problem not enough people are asking. As Hess Lumber’s Crowther noted, “My take on steel framing was why do you want to spend all that money for a frame that will last forever and put on it a deck that will only last 20 years?” April 2021

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COMPETITIVE Intelligence By Carla Waldemar

Buy, Baby, Buy

CROSSLAKE, Mn., one of 15 locations operated by fast-growing independent Simonson Lumber.

s a little kid, Richard Hobbs had big plans. “When I grow up, I want to be a Senator,” he told his mother. As second-generation co-owner with her husband of Simonson Lumber, today headquartered in St. Cloud, Mn., she delivered the verbal equivalent of a slap up the head: “So everything Grandpa Nels worked for would be wasted?” The Senate’s loss. “I never worked anywhere else,” allows Richard, now 70. “I started in, at age 10, along with my brothers, riding my bike to work for a dime an hour. I’ve done every job from janitor to cashier, bill collector, hauler, yard manager. Everything.” Just like Grandpa Nels, whose work history involved renting land on a handshake for the first of his cache of lumberyards, dating back to 1913. (He also sold Model T parts and snow fences. Oh, and a gas station or two.) “He was a remarkable man; stories abound. If he were alive today, he’d still be innovating,” says Richard, who’s assumed that role, along with the tendency to buy and sell yards around Minnesota as if they were used cars. When his parents became ill in the early ’90s, Richard officially took the helm and drove the revenue from an annual $7 million to well over $60 million before the recent recession. His first Aha! move was in consolidating a miniempire which had sprawled, over time, to 15 yards—always a fluid number as companies were bought and sold. Today there are four Simonson yards outstate and two in St. Cloud plus a truss plant, acquired with a recent purchase of St. Cloud’s highly-regarded Mathew Hall outfit upon its owner’s death in 2019. “Our yards were all competitive rather than cooperative, however; no centralization,” he says. “Each, for instance, had its own bookkeeper. A negative feature of small yards

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is the overhead. So I consolidated things like accounting and purchasing. Today, it’s all cars or trucks, which small yards cannot do: a disadvantage for them. It would make me mad,” he remembers, back at the outset. “They’d tell me, ‘I’ll sell you three units off a truck.’ ‘No!’ I’d come back. ‘Instead, tell me how to achieve a better store! Tell me how to earn it!’ That’s really important to me. That’s where we want to be.” And now, that’s right where Simonson is. Richard boasts three full-time buyers. “I just hired a lumber buyer who saved our neck as prices tripled.” They’re part of a staff of 200 “talented people, who make enormous sacrifices to work for us. We’ve seen it all since 1913, made the mistakes, to grow larger, achieve good market penetration, do mergers. But!” he emphasizes: “What’s even more important is, how much we all care for each other. “I hope to lead the staff by example. I take on young people and write ‘grace and compassion’ into the job description. We’re ‘the company of many chances,’ so you won’t get fired. I won’t get mad at you. We’ll use grace and compassion. These days, of course, we’ve grown to have an HR Department, headed by Michelle, who’s really bought into the idea that ‘We’ll make it work for you’.” Low to no turnover, then. Super loyalty. “When we buy a yard, we keep on the people—and the customers,” he reports: “even people who said they’d never darken my door. When we bought Mathew Hall, the three Hall kids stayed on. It’s all about the people,” Richard reiterates what’s become his mantra. And those all-important people include—indeed, are venerated—the contractors who shop at Simonson, who represent over 90% of its customers. “What do they like about us?” Richard muses. “That we buy cars and trucks,” thanks to the volume-purchasing power his multiple yards delivers. “Those contractors are tough guys,” he praises. “So much is asked of them, so you want to help those guys out. It’s a teaching thing,” he points out. “If they were all so wonderful, vendors wouldn’t need us; they’d deal direct.” What those pros are building, says Richard, “has changed dramatically over the past 10 years. Now, multifamily is the big trend. Although my parents taught me, ‘Too many apartments!’ that’s not the case today. And that’s a big reason why we just bought Mathew Hall— because they had a truss plant we couldn’t compete with. Now,” he instructs, “it’s time to experiment with wall panels. Hall has a wall panel line, and 25% of its business was in those panels.” Building-Products.com

AT 70, owner Richard Hobbs is just warming up—here accepting the St. Cloud Chamber of Commerce’s 2020 Entrepreneurial Success Award. (Photo by Jeff Yapuncich, Yuppy Photo)

Another motivation: location, location, location. Although Simonson had St. Cloud’s East Side covered, its West Side spot remained off its customers’ radar. (“It’s near the park. The xxx store. The… whatever.’ Not a clue. But if you say ‘by the Ace Bar,’ it’s ‘Oh yeah!’) When we’d asked Minnesota Lumber if maybe they’d want to sell, they came back with ‘Yes!’ We would have built a showroom there, but with Mathew Hall, we acquired one. Completely unexpected!” And that’s how Richard plays his cards. Asked if he’ll keep up the pace of acquisitions, he’s quick with his answer. “I want to. But they’re harder and harder to find. Many owners are aging out, but they have to sell to somebody much bigger. We look for locations near railroad lines; that’s very important. Very few lumberyards are on rail, and now it’s coming back.” That factor helps one-up the competition—operations like Builders FirstSource. “But we leverage our purchasing power, which is pretty hard to compete against. Also, we stay ahead thanks to our wonderful people. And being centralized—estimating, drafting, IT, accounting, HR.” Plus those three full-time buyers. It also helps mightily that “in this industry, we have great friends who happen to be our competitors. We help each other out; it’s an honor.” That’s exactly what happened during the recent recession

in finding a life-saving loan. “The huge banks were awful,” he reports: “Too big. Our revenues dropped from $62 million to $28 million. We laid off half our people. I cashed in my IRAs. They were ready to foreclose on our physical plant. We lost practically everything but my home. But then, thanks to another yard owner, I got a call from a local bank—which I never could have imagined—asking, ‘How can we help Simonson? I think we have a way….’” Today a stronger, rebuilt Simonson Lumber boasts revenues of $75 million with 200 employees and four locations (or five or six by the time this story is printed, I wouldn’t be surprised). The out-of-the-blue 2019 purchase of competitor Mathew Hall—Richard’s 15th acquisition— provided not only a well-located showroom and a truss plant, but also increased the size of the outfit by one-third. Yet, as Richard has to laugh, not everybody trusts the boss completely. “I have no keys. Not to any of our facilities. I set off an alarm or something once, so now they won’t give me any. I’m not allowed to use the copy machine, either,” he chuckles. “But I trust our people with everything.” Looking back, at 70, what would Richard have done differently, one asks? He’s up-front: “I’ve made so many mistakes, it’s astonishing. I don’t know how NOT to have my foot on the gas, keep on going. But—I would have built bigger; you never have enough room. And I would have fought harder to keep the yards we closed. Most of all, I wish we didn’t have to have done those layoffs….” Looking ahead, he foresees a drop in the number of lumberyards still standing: “There will have to be. More consolidation, more automation. The labor shortage is dictating that. The competition for people will limit your size. But we [at Simonson] care about our employees the most, and that will be our biggest advantage. We give them discretion. Freedom. And as long as we can help small contractors, we’ll take that opportunity to help them, and they’ll be survivors; those people will know we’ll take care of them. As to Richard’s own future? He doesn’t believe in retirement, probably doesn’t own a rocking chair. And he’s got great genes. “My Grandfather Nels died at 86, and he came to work the day he died.” Carla Waldemar cwaldemar@comcast.net

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OLSEN on Sales By James Olsen

Partner or adversary? sales process and reminds the customer that they are in this together, that seller and customer are on the same side. Developing partnership relationships with customers takes work. In the beginning we will be doing most of that work. Customers are used to having, and some prefer, adversarial relationships with their vendors.

Partnership Prospecting

f we ask 100 salespeople, “What kind of seller are you?” most of them will say, “I’m a relationship seller.” My question is, “What kind of relationship and what are you doing to make that happen?” Most sellers have a Master-Servant relationship with most of their customers. They present product, ask the customer what they think of it, and wait for the customer to buy. They don’t ask for the order. They don’t tell the customer why what they are presenting is a good deal (for the customer). Since they don’t ask for the order, they don’t get objections. Their sales calls essentially are: “Good morning, what do you need, what do you think is a good deal, and what will you pay for it?” They make the customer do all the work. These same sellers say they can’t customers on the phone. The reason the customer isn’t coming to the phone, is because the value of these kinds of phone calls is low.

Adversarial Selling

Sales can seem like an adversarial proposition; we are trying to sell our product for as much as possible and the customer is trying to buy it for as little as possible. Many buyers and sellers approach sales with this mentality. These buyers and sellers share as little information with each other as possible because they don’t trust each other. Students ask me all the time, “If I give my customer a good price and tell them which mill it is coming from, they will go around me.” My answer is to either call the customer on it (going around you)—we need to set the record straight and see if we can be partners going forward—or prospect to find customers we can trust.

Partnership Selling

The Master Seller has partnership relationships with their customers. They start every relationship with a partnership approach. Every time a potential customer tries to make the relationship adversarial, the Master Seller stops the

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The first call to a potential customer is to find out about the customer and their business to see if we will be a good fit going forward. Many sellers try to mix in “just a little” sales into these calls also. This is a mistake. It sends the message that we are all about the order instead of being all about trying to understand the customer. The Master Seller sends the message that they truly want to get to know the customer. When the customer asks, “Hey what’s your price on 2x4 16’s today?” the Master Seller responds, “I’d love to sell you something today, but before we get to that, let me ask you a couple more questions about you and your company. If at the end we can get together on something great, but let me ask you…” And continues qualifying the account.

Partnership Closing

Most sellers don’t ask for the order. Even fewer can overcome objections and close. The partnership seller sends the message that they care. Once the customer knows we care, we can ask for the order. Servant Seller: “Good morning, Susan. I’ve got a car of 2x4 9’s I can get into you at $950/MBF. Whadya think?” Susan: “Thanks for the number, I’ll let you know.” Partnership Seller: “Good morning, Susan. I’ve got a deal on five trucks that are going to fit us perfectly. First off, it’s ABC stock which we love. Second, the tallies are 12’-16’ heavy 16’, which is what we’ve been looking for and we’ve got a great price on these, so why don’t we put these on?” Susan: “Well, how much are they?” Partnership Seller: “That’s the best part. We can get these into you at $950/MBF, which is a great deal in this market, so I recommend we put them on.” The partnership seller thinks, talks and acts like a partner with all their customers all the time. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

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April 2021

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TRANSFORMING Teams By Paige McAllister

Implications from having employees work out of state mong the many changes to “business as usual” forced upon companies during the COVID-19 pandemic is the reality of more employees working from home. Whether due to regulatory shutdowns or the requirement to self-quarantine or-isolate due to COVID-19 exposure or symptoms, many businesses have had to create solutions to allow employees to remote work in order to keep the business running. While numerous solutions were quickly implemented to react to the ever-changing pandemic, employees and employers are now realizing the longer-term implications of these remote work options. Employers are having to

Q. We were required to offer employees paid time off under the Families First Coronavirus Relief Act (FFCRA) last year. Do I still need to?

A. While it is no longer mandatory for employers with fewer than 500 employees to offer this time off, it is voluntary. The Consolidated Appropriations Act signed by President Trump extended the accessibility and tax credits for the FFCRA through March 31, 2021, but made it voluntary to offer. The recently enacted American Rescue Plan Act extended FFCRA as a voluntary benefit and applicable tax credit offset through September 30, 2021, and it also made some revisions including: • expanding the covered reasons to include vaccine appointments and time off due to complications from receiving the vaccines; • reset the allotment of available time off (two-week/80hour of sick time and 10 weeks of paid family leave per employee) March 31, 2021; • increase the amount of credit available for employees offering paid family leave to $12,000; • increase the number of days self-employed individuals can use to calculate qualifying leave to 60 days; • increase time off for federal workers to 15 weeks; and • require employers to provide FFCRA to all employees without discriminating against a certain group. Again, any FFCRA is voluntary as of January 1, 2021. However, providing employees with this paid time off (as well as related costs such as insurance premiums) is repaid to employers through the offset of payroll taxes. 34

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review and update normal employment procedures such as performance reviews and paid time off usage due to the new work-from-home reality. However, employers who have employees who are temporarily working in a different state have even more implications to consider. Whether an employee usually commutes across state lines to come into the office or if they have had to temporarily relocate due to COVID-19 or financial considerations, employers need to follow employment laws in those states in addition to the state(s) in which the company is located. According to the American Institute of CPA’s, 47% of remote employees are unaware that laws vary by state and 70% did not know that working remotely may impact their tax filings. In normal circumstances, an employer who hires an employee living and working in a different state has plenty of time to set up state-specific Workers’ Comp and unemployment insurance, file and pay state taxes, and learn the different employment laws. Given the emergency declarations and rapid decisions that had to be made during the pandemic, employers and employees are now realizing they have been subject to different laws this entire time. Some states are making temporary exemptions for employees working remotely due to COVID-19 circumstances while others are requiring proper taxes be paid, Workers’ Comp and unemployment be maintained, and employment laws followed. Depending on where you and your employers are located, you may need to consider the following laws in the state(s) in which your employees are working to stay in compliance: Building-Products.com

Employment laws: Every state has different employment laws. Any employer must follow the applicable employment laws of the state in which the employee works, even if they differ from the ones where the business is located. To further confuse what is applicable law, some state laws apply to all employees regardless of the number of employees in the state while others require a minimum number of employees working in that state to qualify. Here are some of the most common laws which differ state-to-state: • Protected groups vary among all the states. While some groups are protected in every state because of federal law, other groups may be protected in a city, county, or state where an employee works while not being protected where the business is located. While no employee should be discriminated against for any reason, employees may have more protections and available courses of action in their remote work location which may increase your exposure to liability. • Paid sick leave has become common in many states, counties, and cities. Many of these laws apply to any employee working in that location, regardless of if the business is located there. Having to offer leave to certain employees may impact overall paid time off policies. • Paid family leave is currently or will soon be offered in nine states (California, Colorado, Connecticut, Massachusetts, New Jersey, New York, Oregon, Rhode Island, and Washington) as well as in Washington, D.C. While many of these only cover employees of large businesses, some cover all employees and will apply to employees who may be working remotely in that state. • Minimum wage varies widely among states, some being much higher than the federal $7.25 per hour. State law also varies regarding tip credit and minimum salary thresholds for exemptions. • Overtime also differs in some states. While most follow the federal time-and-a-half for all hours worked over 40 in a workweek, some (including Alaska, California, Colorado, and Nevada) have more stringent overtime requirements. • Posters and notices will be different state-to-state. While some do not need to be posted in an employee’s house if that is their workplace, others will need to be provided to employees in compliance with state law. Federal posters will also need to be made available to employees who are working remotely. “Tax nexus” creation: In tax law, a “tax nexus” refers to a company’s presence in a state entitling the state to charge taxes and requiring the company to pay them. Typically, a business is considered active in a state if they have a physical location, resident employees working in the state, property in the state, and/or employees regularly soliciting business there (salespeople). Businesses meeting any of these criteria may be required to pay applicable taxes to that state. Payroll tax requirements: Normally taxes must be paid in any state(s) in which the employee performs work (“physical presence”). Usually they would complete the state’s equivalent to a W-4 and state taxes are withheld from each paycheck. However, various exceptions may impact this. Some states (such as Pennsylvania and New Jersey) allow withholding tax reciprocity with neighboring states while others (such as Connecticut for employees working in New York City) offer an off-setting tax credit. Some states (such as Arizona) allow employees to work a limited number of days before having to pay taxes while others (such as New York) require employees to pay taxes if they work even one day in the state. The stay-at-home mandates Building-Products.com

issued throughout the pandemic add further complexities since employees and employers did not willingly create this work-across-state-lines situation. Unemployment Insurance: In conjunction with other payroll taxes, employers need to have unemployment accounts established in each state in which an employee works so they can file properly if needed. Workers’ Compensation: All states have their own Workers’ Compensation laws and systems. Businesses usually need to establish Workers’ Comp insurance accounts in each state in which they have employees working. If an employee is injured in a work-related accident while working from home, this will still be your responsibility, and the state will require proper coverage. Work location permitting: Some local agencies require certain businesses to have permits for all locations where work is being done. If employees are regularly performing work from home, they may need to obtain business permits to keep you in compliance. Given the wide variety of implications created by remote workers, we recommend consulting with your HR and accounting departments and/or advisors to ensure compliance. We also recommend checking with the zoning departments in the city and/or county where your employees are working to verify you are meeting all zoning and licensing requirements. Paige McAllister, SPHR Affinity HR Group contact@affinityhrgroup.com

888-807-2580 Bend, OR

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“Focused on the future with respect for tradition” April 2021

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AZEK Adding Western Plant

The AZEK Co. will open a new plant in Boise, Id., to produce TimberTech composite decking for the western U.S. Construction on the facility, which will be a retrofit of an existing building, will begin this year. It is expected to be fully operational in 2022, creating at least 80 jobs over the next year, followed by about 100 more over the next two to three years. The facility is a key part of AZEK’s previously announced $180-million capacity expansion program.

isting 180-degree turn with two shorter 90-degree turn sections. Turn chains stretch over time & can get out of phase, so the new equipment will be more reliable and maintenance friendly. The Gilchrist mill complements Neiman’s existing milling operations in Wyoming, South Dakota, and Colorado. It produces 1x4 through 1x12 ponderosa pine and lodgepole pine boards, as well as 6/4 shop. It allows the company to further expand its customer base for high-quality ponderosa pine lumber products.

Neiman Restarts Gilchrist Mill

Gregson Tourney Moved to Fall

Neiman Enterprises, Hulett, Wy., is improving systems as it restarts Gilchrist Forest Products in Gilchrist, Or. Neiman recently acquired the mill from Interfor, with plans to revive the site and inject capital to improve systems and tailor the site for their line of products. The sawmill is replacing a dated Inovec Dynavision M6 scanner with a new USNR trimmer optimizer and scan frame fitted with a BioLuma 2900L scanning system. The sawmill is also installing a new USNR optimization system for the existing end-dog carriage system, providing full 3D imaged solutions. The sawmill will also receive a new Stick-N-Fork Stacker system. In addition to being the fastest automatic sticker stacker on the market, the StickN-Fork Stacker offers a host of other capabilities and options, including boxing load forks, random-width pullback, bad stick error detection, and more. The planer mill will replace an ex-

Southern California Hoo-Hoo Club No. 117 has postponed its annual Don Gregson Memorial Golf Tournament from April to Oct. 8 at Los Serranos Country Club, Chino Hills, Ca. “COVID has not relaxed enough for Los Serranos to guarantee full usage and without that we risk not being successful,” explained spokesman Mike Nicholson. “I very much hope this date will stand, and going forward the tournament will be held in the month of October.”

Roseburg Gets SFI Certified

Roseburg, Springfield, Or., has introduced Sustainable Forestry Initiative (SFI) certification for select products manufactured at its Oregon and California facilities. Roseburg owns and manages 158,000 acres of SFI Certified timberland in North Carolina and Virginia. The company recently expanded its commitment to include SFI Chain of Custody and SFI Fiber Sourcing certi-

fications at its western manufacturing locations. “The values of the Sustainable Forestry Initiative closely align with our own, including a commitment to sustainable wood production, forest health, recreation, and safety,” said president and CEO Grady Mulbery. “We are proud to offer our clients and their customers this additional assurance that Roseburg’s high-quality products are a sound environmental choice.” On request, Roseburg now offers SFI certified lumber, timbers, pulp, fuel chips, plywood sheathing and underlayment, SkyPly hardwood plywood, Medite MDF, and SkyBlend particleboard.

NEWS Briefs Spenard Builders Supply

has temporarily closed in Fairbanks, Ak., after overnight snowfall March 17 caused part of its roof to collapse.

Tum-A-Lumber , Hood River, Or., and Lakeside Lumber , Tualatin, Or., are the newest stocking dealers of MOSO Bamboo products. Zaremba Hardware opened its third location, Santa Cruz Ace Hardware, March 8 in Santa Cruz, Ca. Minot Builders Supply,

Billings and Great Falls, Mt., is now distributing Boral TruExterior siding in the upper Midwest and Rockies. Minot is also supplying Barrette Outdoor Living’s DuraLife decking to Montana, to complement its distribution of Barrette’s RDI railings.

Neiman Enterprises, Hulett, Wy., is permanently closing its Rushmore Forest Products mill in Hill City, S.D., due to lack of timber. Associated Materials is adding a second shift at its vinyl window facility in Fife, Wa. Weyerhaeuser, Seattle, Wa., has agreed to purchase 69,200 acres of Alabama timberlands from Soterra, a subsidiary of Greif, Inc., for $149 million. U.S. Fence Solutions Co. has Binford Supply to Fencing Supply Group, a new investment

sold

platform formed by The Sterling Group.

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THINKING Ahead By Steven Rustja

What doesn’t kill your business makes it stronger AWLA had just wrapped up its Leadership Summit early last March when the significance of the COVID19 outbreak slammed home. Attendees had no idea then, but that would be the last in-person industry gathering for the foreseeable future. The mood in Palm Desert, Ca., was light-hearted, but the return trip from the event was much more solemn. Many of us arrived home to empty store shelves and talk of lockdowns, not knowing when we’d be able to buy our next roll of toilet paper—let alone how our businesses would fare in the emerging public health crisis. The first line of defense at Weston Forest, and no doubt many other firms, was to preserve cash and protect the business. Not knowing what the future held, we scaled back purchases, unloaded existing inventory, and collected on receivables… then waited to see what was coming next. It was good news—at least for our industry: Weston and its peers were fortunate to be among the businesses labeled as “essential.” We never shut down, even for a day. While the pandemic kept some pockets of the economy in a stranglehold, lumber was one area that actually flourished in the so-called “K” recovery that followed. In fact, we were busier than ever! Construction was booming. People had both the time and—thanks to cash stimulus payments and low interest rates—the money to build, renovate, and remodel in 2020. The lumber industry, in turn, clocked one of its best performances on record. While we were grateful to have a life preserver in the middle of the “storm,” the executive team at Weston also recognized an opportunity to systematically improve our company and make it even better and stronger than before.

Necessity Breeds Invention

While Weston thankfully has been able to keep the doors open and the lights on during the pandemic, it was clear from the start of the crisis that operations couldn’t continue on as before. The world was changed, so we had

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to change how we conducted business, too—quite quickly and quite radically. The new realities of operating during the COVID-19 crisis meant redesigning all of our systems: from the way the order system works to the way we hold meetings down to the way the finance team handles invoice processing when working from house. As it were, this need to reinvent the wheel was the push our company needed to implement processes and technologies that were already on our corporate “to-do” list but that hadn’t seen any real momentum up until that point. Starting with Zoom.

Zoom Boom

From a hardware perspective, Weston was ready for Zoom pre-crisis. The company renovated our office space a couple of years ago. Some of the inspiration came from NAWLA—which was already well-versed in the virtual meetings platform, although many people had never even heard of it. Because we work closely with the organization, a handful of our offices were already set up for Zoom. We added the cameras to all executive offices as part of the

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renovation project, although they sat mostly dormant for a year or two. When the pandemic arrived, everyone suddenly needed another way to communicate with staff. We quickly dusted off the Zoom equipment and registered for and added new accounts. The forum became a critical resource, as we set up daily online meetings with all salespeople at our business units. This seemed an impossibility before, with people arriving at work at various times during the morning, but it became a necessity. We also scheduled daily inter-company video updates across the entire organization. Managers now spend 10-15 minutes hashing out issues they’re facing that day. While initially a response to COVID, what these meetings have done is provide better information and narrowed the culture gap between the separate businesses. It can be difficult to develop a relationship with someone who works at another location, but the video calls have helped create unity and camaraderie despite distance. Additionally, we used Zoom as a way to regularly check in on individual employees to see how they were coping and even relied heavily on the medium to interview and onboard new hires.

More Moves

There were other initiatives, too, that finally got kicked into high gear with the pandemic. Paperless transactions, for example, was something that we had long wanted to pursue; but now it had to get done. When we found that customers were reluctant to touch delivery slips and pens handled by someone else, we made bill of lading deliveries paperless. We also changed our new order processing flow and customer pick-up procedure. In another major shift, Weston figured out how to conduct the lion’s share of our business offsite. Although remote work is far from new, it’s certainly come a long way since last year. The inside joke used to be, especially for sales associates, a Friday afternoon “working from home” was roughly translated as “playing golf.” Now, the perception has gone from suspecting that employees are not working as hard to knowing that they’re working harder than ever. It’s no longer something to be frowned upon. In fact, it’s something that we’re likely going to continue forever, along with the other changes that have helped to

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address the crisis at hand but simultaneously have allowed us to protect employees and customers while enhancing our level of service.

People Power

Another one of those steps entailed strengthening our employee base. While the pandemic unfortunately left many people jobless, it created a vast pool of potential hires. Weston used this opportunity to add some top-quality talent. From sales and operations people to labor and finance people, we backfilled all parts of the organization to upgrade our workforce. Weston, which already had a culture of including employees in the decision-making process, took that concept a step further in light of COVID. Building on its history of periodic town hall meetings and roundtable discussions, we routinely polled staff on how they were doing, how the company was doing, and how it could do better. Not only did employee surveys and other outreach help alleviate pandemic fears, it added to the drive to elevate the company to a higher level.

Have a Plan

Truth be told, Weston was humming like a well-oiled machine even before COVID; but even if you think you’ve got something operating fairly well, you need to have plans in place: contingency plans, disaster recovery plans.

Be Prepared

If you’re caught unprepared, at least be proactive. Weston was surveying the COVID situation and kicking around ideas long before an official state of emergency was declared, in what even some of our own people perceived as an overreaction at the time. Recognizing and reacting to the severity of the situation early helped us tremendously, however, as did our readiness to pivot. We’ve proven to ourselves that the systems that we put in place not only allowed us to continue our business, but to thrive and better it. Going forward, we’re working on a Start-Stop-Continue Plan, to consider what activities we’ll initiate or keep in place as the economy reopens and what activities we’ll no longer need once life returns to normal. We’re also drafting a plan for pandemic protocols. Now that we’ve lived through one, we’re documenting that so—whether it’s a year from now or 100 years from now—if this ever happens again, there’s a historical reference to some of the steps that whoever is running the company will need to take. – Steven Rustja is vice presidenttrading for Weston Forest Products, Mississauga, Ont. (westonforest.com).

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MOVERS & Shakers John Hedges, ex-Jewett-Cameron Co., has joined the outside sales team at Huttig Building Products, Portland, Or., serving metro Portland, southwest Washington, and Columbia River Gorge.

Jim Schumacher, ex-Parr Lumber, is now sales mgr. for Roof Truss Supply, Woodinville, Wa.

Pat Lynch has been promoted to VP of sales for Timber Products, Springfield, Or.

Rick Kitashima, ex-KDL Enterprises, has joined OrePac Building Products, Tacoma, Wa., as Tyvek sales specialist. Patrick Slapper is a new Tyvek specialist in Wilsonville, Or.

Terry Rasmussen is new to sales at Elk Creek Forest Products, McMinnville, Or.

Chanel Donaldson is now sales coordinator for Parr Lumber Co., Vancouver, Wa.

Paul Cheatham will retire on April 29 from Western Wood Preserving Co., Sumner, Wa., after 24 years with the company and more than 48 years in the industry.

Roger Fossett has been appointed division commodity procurement mgr. for Boise Cascade, Boise, Id. He takes over May 1 with the retirement of Dave Crowson. Tim Jaeger has been named regional commodity procurement mgr. at the Lake Oswego, Or., office, effective with the May 1 retirement of Jack Donovan.

Eyan Lewis, ex-UFP, has rejoined Huttig Building Products, Tigard, Or., in outside sales. Sean Seymour, ex-MiTek, is a new building materials specialist at Ganahl Lumber, Buena Park, Ca. Britton Bloodworth, ex-Weyerhaeuser, is now with International Wood Products, Folsom, Ca., as business development mgr.

JOIN THE

Jeff Olson, ex-AZEK, has joined True Value Co., Chicago, Il., as chief financial officer. He succeeds Deb O’Connor, who is leaving to pursue other interests.

Josh Ratcliﬀ is now division mgr. of forest products for Do it Best Corp., Fort Wayne, In. Bobbi Krayer is a new member conversion specialist. James Woolacott has been named controller for California Cascade Building Materials, Sacramento, Ca. Josh Martin has been promoted to national sales mgr.-lumber channel for SPAX fastener manufacturer Altenloh, Brinck & Co. US, Bryan, Oh. William Batts III, president, CEO and co-founder of Specrail, has retired from Porcelen LLC/Specrail, Hamden, Ct., after 48 years in the industry. Jeffrey T. Pierson succeeds him as president/CEO. Joe Simms has been promoted to chief diversity officer for Stanley Black & Decker, New Britain, Ct. Mark Tibbetts has joined APA–The Engineered Wood Association, Tacoma, Wa., to begin the transition to president on July 1, when Ed Elias will retire. Iris Audit is the new bookkeeper for Mungus-Fungus Forest Products, report co-owners Hugh Mungus and Freddy Fungus.

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Orgill Online Event Hits Home Run Orgill Inc. enjoyed huge attendance and record sales at its Spring Online Buying Event, while rolling out a series of enhancements that made the twoweek virtual event more intuitive and user-friendly for both exhibitors and retailers. “We are pleased with customers’ response to our second Online Buying Event, which was highly attended and drove record sales. We learned a lot from our first event last fall and our team and vendors incorporated some great improvements into this event designed to make ‘working the show’

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as easy and efficient as possible,” said Boyden Moore, president and CEO. Preliminary results for the show, which took place Feb. 8-19, indicate that more than 9,200 retailers attended the Spring Online Buying Event, and sales during the buying window topped those posted during the fall show and set another new record for Orgill Markets. In all, nearly 1,000 vendors participated in the event offering retailers special buys, unveiling new products and helping retailers prepare for the upcoming selling season. “I think that the success of this event

April 2021

is a reflection of not only the strength of the industry right now, but also that retailers are more and more comfortable doing business in this new online environment,” Moore says. “Last year, we made the announcement that we were shifting our approach to Dealer Markets and that online events would become an integral part of our plans for shows going forward, even when we can gather in person. The results of this event clearly suggest that this is the right path.” Some of the enhancements made to the Spring Online Buying Event included features such as more streamlined communication options for attendees to interact with vendors, adding functionality that allowed retailers with multiple stores to process orders more easily, and enhanced dropship purchase capabilities. Another new feature added for attendees at the Spring Online Buying Event was the ability to run an EDGE Buying Report. The report allows users to easily compare their purchase history alongside all the programs and specials available during the market to help them more easily take advantage of the special buying opportunities most relevant to their businesses. “I definitely think they made some big improvements over the first online event,” says Dan West, brand manager at Parkrose Hardware, which has five locations based in Oregon. “The ability for us to order for multiple stores was a lot easier this time, and that’s a big deal for us. I also think the overall interaction with vendors was a lot easier because everyone was just more familiar with the way the system works.” Misty Stenger of Lumber Direct, Greencastle, Pa., noted, “I am really pleased with what Orgill has done. I certainly miss going to the live shows, but there are also things you can do during the Online Buying Event that you couldn’t at a regular show. There is a certain convenience to sitting in your office and being right next to your POS terminal, or being able to run down to your sales floor to look at things while you are browsing the show. There were five of us working the show and it seemed to be a lot easier for us than at the first Online Buying Event. Part of that is because we are more familiar with how it works, but we also appreciate the enhancements Orgill made.” Orgill’s next dealer market is scheduled to take place in Chicago on Aug. 26-28.

Building-Products.com

REDWOOD Composite can’t compare. Like the foods we buy, when it comes to decking, we want natural and real.

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

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ROCK-BOTTOM specials were available throughout the 13-day Do it Best virtual spring market.

Buying Goes Over Big at Do it Best Spring Market During Do it Best’s recent virtual spring market, member retailers were buying in large volumes not just to take advantage of show-special pricing. Due to pandemic- and recent winter storm-induced shortages, many dealers were locking in supply for up to six months in advance. For the first time, Do it Best extended the online market to two weeks, March 7-19, expecting activity to outpace even the record 2020 fall market. Also held virtually, the 2020 fall show had 52% more store owner participation than its in-person 2019 fall market. The co-op attributed the growth to ease of access (no travel needed), flexibility (essentially open 24/7

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April 2021

for a full week from wherever they are), curiosity (attracting members who hadn’t been to a market in a while), and opportunity (great deals). The spring market offered outstanding buying opportunities, including the popular Sneak Peek, new limited-time Cyber Steals, “beefed-up” New Item Gallery, and Market Savings Builder tool to search for the best deals within each product category. Strategic buying presentations were also offered by Do it Best lumber, building materials, and merchandising experts, as well as Knowledge Central on-demand training sessions from industry veterans. During his kickoff message, president and CEO Dan Starr noted the record growth Do it Best has experienced over the last eight months “across the board. As you’d expect, that’s shown across core categories like paint, hand and power tools, hardware, lawn and garden, and lumber and building materials. But we moved other products at levels never seen before. For example, grills and grill accessories surged to an 85% increase. All told, eight months through the fiscal year, warehouse sales are up 28%, directs are up 24% and lumber is up 87%. And that’s all before we head into the busy spring selling season. He added, “We’re excited to once again provide our members a virtual experience that enables them to maximize buying and savings opportunities, connect with our experts, and help ensure they’re optimized for growth heading into the new year.” Despite the online market’s success, Do it Best is committed to holding an in-person market in Indianapolis this fall. Consequently, it has worked with the city to amend its original dates “to ensure we are all able to get together once again.” The new dates are Sept. 27-30.

Building-Products.com

April 2021

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LEAD SHARK Kevin O’Leary (left), co-star of ABC’s Shark Tank, spoke on business during the pandemic, then participated in a Q&A with LBM Advantage president/CEO Steve Sallah during the show.

LBM Advantage Swims with the Shark

Kevin O’Leary, co-star of ABC’s Shark Tank, advised LBM Advantage members on how to rise to the top even during a pandemic at the 500-member co-op’s recent annual buying show. Typically held in Florida, this year’s edition took place virtually Feb. 22-24, bringing the co-op’s membership and staff face-to-online-face with hundreds of quality LBM vendors. Virtual booths enabled vendors to share product sheets, videos and other assets, along with a live virtual Zoom room to meet with Advantage members. They also had the ability to set up one on one meetings with members and staff, which resulted in a productive week. “The virtual appointments were a bit like speed dating, but I met a lot of national sales reps and I benefited a lot from the three days,” said longtime member Jay Ward, Ward Lumber, Jay, N.Y. Exhibitors offered exclusive show specials promoted in advance, and many also had booth-only specials available to members who visited their virtual booths.

IT WASN’T strictly business, as members were treated to an exclusive virtual concert by country music’s LeAnn Rimes.

“It was essential to the show’s success that we bring our partners and members together. Even in a virtual environment, our members were able to speak with vendors, learn more about products and make deals. The technology worked well, and that made for a successful show,” said Tom Molloy, executive vice president, products and programs. One featured speaker, Steve Frawley, Frawley Sales & Strategy, delivered a well received presentation on strategic growth. For fun, country superstar LeAnn Rimes performed an exclusive virtual concert, and a virtual mixology lesson and trivia contest was available to members. Closing out the show, awards were presented to Advantage’s 2020 vendors of the Year, while members won several raﬄe prizes.

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April 2021

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April 2021

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PROFESSOR Craig Wortmann (top left) instructed a group of 60 LBM leaders in the finer points of sales during LMC’s recent virtual “Sales Masterclass.”

LMC Hosts “Sales Masterclass”

Sixty leaders from 30 LBM companies attended a virtual “Sales Masterclass” hosted by LMC and led by the Kellogg School of Management’s Executive Education department. For the seventh year, LMC partnered with a top three executive education institution to offer a concentrated leadership program. The session covered sales, marketing, finance, culture, innovation and negotiation, plus building skills in

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April 2021

financial acumen, strategic planning, and leadership. During the three-day program, leaders were immersed in interactive lectures focused on sales that included small group exercises. The class, led by Professor Craig Wortmann, took the attendees on the sales journey, where they learned how to do a self- evaluation of skills, handle objections, and develop the power of story-telling, among other skills.

Building-Products.com

EVENT Recap NAWLA Leadership Summit: The Virtual Experience

“SPEED DATING”-NAWLA STYLE: Every 10 minutes, Icebreaker Receptions spun attendees into a new small group, such as (left trio) Michael Godman, Brandon Desyatnik, and Bill Price, and (right) David Destiche, Brian Boyd, and Angela Hamilton.

NAWLA Leadership Summit a virtual success

North American Wholesale Lumber Association packed the maximum amount of education and networking into two days at its recent 2021 Leadership Summit: The Virtual Experience. Among the highlights were a stirring keynote by John Kriesel, a Women in Lumber Panel, and a talk by three National Association of Home Builders experts on the housing market, in which they took aim at the supply shortages and record high prices of lumber. According to NAHB, over the last 11 months, the higher price of lumber has added more than $24,000 to the average cost of building a new home. The speakers suggested they would have to work with the government to find solutions and are “looking for new trade partners” abroad, such as Sweden, Finland, Austria and Germany.

The show also provided numerous ways members could network with their industry peers, whether by setting up oneon-one or small group meetings, live chatting with fellow attendees, or by “speed networking” during the popular Icebreaker Receptions. As a bonus, registered attendees have access to recordings of all Leadership Summit virtual sessions through October 1, 2021. NAWLA is targeting the fall to resume in-person national gatherings, including its Wood Basics Course Sept. 13-16 in Corvallis, Or.; Executive Management Institute Oct. 24-29 in Chicago, Il.; and NAWLA Traders Market Nov. 10-12 in Louisville, Ky. The next Leadership Summit will be March 5-8, 2022, in Fort Lauderdale, Fl.

WOMEN IN LUMBER Panel featured (clockwise from top left) 2021 NAWLA chair Bethany Doss, Capital Lumber; Darcy Mercer, Olympic Industries; Donna Whitaker, Interfor; and Ashlee Cribb, Roseburg.

M&A: Jeff McLendon, US Lumber; Anthony Muck, DMSi; and Sonya Wells, SRS Distribution, participated in a seminar on the spate of mergers and acquisitions.

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April 2021

Building-Products.com

NEW Products

Peel & Stick In-Floor Heat Truss Screws The new SPAX PowerLags engineered fasteners are designed for use in attaching truss/rafters to wall plates for ensuring a building code required continuous attachment method from floor to roof. The #14 x 6-1/4” truss screws feature T-Star plus drive within a cylindric head, patented thread serrations, and Unique 4Cut points for quick and easy installation with no pre-drilling required. They are made of carbon steel with SPAX exclusive WIROX coating, which is ideal for interior framing use.

The only peel-and-stick, primerless, cut-to-fit, ground wired in-floor heating system in an ultra-thin profile has been introduced by Protecto Wrap. Peel & Heat Cutting Edge’s length can be cut down to fit the room’s layout right out of the box with no dry or curing time needed. Just peel and stick, run the pre-wired mat into the thermostat (sold separately) and then into a designated 20-amp breaker. n PROTECTOWRAP.COM (800) 759-9727

n SPAX.US (419) 636-6715

Stone-Look Sills TAMKO Building Products is launching the Heritage Proline series of premium architectural shingles with two new laminated asphalt shingles designed for easier installation and higher performance in withstanding extreme weather conditions. Titan XT features the expanded Rapid Fire Zone nailing zone, AnchorLock layer reinforced common bond, Advanced Fusion enhanced sealants, UltraMAX Weathering top coating, and industry-first WindGuard high-wind warranty. StormFighter IR offers similar benefits and is classified by UL for compliance with UL 2218 Class 4 Impact Resistance.

Derby Building Products is debuting Tando Architectural Sill and Architectural Sill Corner to complement TandoStone composite stone. Both products are architecturally accurate and offer the realistic look and feel of natural stone. Designed with a slope forward to direct water away from a structure, the sill products offer superior moisture management while delivering beauty and functionality. The complementary sill corner can be used as a corner—or can be cut on the left or right side to act as an end cap to terminate a run. They come in three rich colors: Pewter, Raven and Sable. The sill measures 30.13” long with an exposed height of 2.63”. Corners measure 5” on each face with the same exposed height.

n TAMKO.COM (800) 641-4691

n TANDOBP.COM (954) 556-1800

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April 2021

Building-Products.com

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

Hi-bor® brand treated wood is a borate treated wood product designed for interior house framing in Hawaii. Hi-bor treated wood resists attack by Formosan and subterranean termites and numerous household insects and pests, as well as fungal decay. Hi-bor borate treated wood is also backed by a 20 year limited warranty*.

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

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

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Royal Pacific Merchant ad 9_14.indd 1

April 2021

Cable Vision RDI by Barrette Outdoor Living is expanding its Avalon Aluminum Railing product line with the addition of horizontal cable rail. The Avalon cable rail system is a total solution including a comprehensive range of posts, beams, cables and fittings in multiple sizes and lengths. The new cable rail provides a high-end modern look in white, matte black, and matte bronze finishes in both 36” and 42” rail heights. Beam kits for cable come in 6’ and 8’ lengths for both level and stair applications. Cables are 316 grade stainless steel and offered in lengths of 10’, 20’, 30’ and 50’. All three Avalon top rail options—Pellinore, Tristan and Oberon—can be utilized with the cable rail infill. n RDIRAIL.COM (877) 420-7245

Sliding Miter Saw Designed with a heavy-duty motor that delivers up to 3,600 RPM, Ryobi’s new 18v One+ 7-1/4” Sliding Miter Saw has the power to make difficult cuts or a variety of small cuts in wood. Its lightweight design maximizes portability so you can cut what you need where you need without an extension cord. It has a 1-1/4” dust port to help keep your area clean while working. A 40-tooth carbide-tipped blade increases performance for fast, clean cuts and cross-cuts up to a nominal 2”x10”. n RYOBITOOLS.COM (800) 525-2579

Building-Products.com 10/27/14 4:14:53 PM

Lights Up Ultra Firefly Low Voltage LED Railing Illumination makes it simple to light the night alongs porches, walkways and decks. New Firefly is an integrated system that is designed to provide a soft glow to paths from under Ultra Aluminum railing post caps. Assembly is simple, with a complete kit with easy-tofollow installation instructions.

Blue Overhead Emulating the haint blue shade currently being revived in the South as a romantic ceiling color, Versatex Building Products has introduced Piazza Blue, a color-through, solid-PVC beadboard. It is available in a full 5-1/2” (nominal 6”) profile, in 18’ lengths. n VERSATEX.COM (724) 857-1111

n ULTRARAILING.COM (800) 656-4420

GANAHL LUMBER PASADENA, CA

Win. Win. Win. What our clients experience every day is worth repeating.

When you’re the only company in North America that designs and builds LBM facilities and rack systems nationwide, your clients tend to talk about their operational wins:

Drift Clip Simpson Strong-Tie’s new HWDC head-of-wall drift clip connector provides a stiffer, stronger cold-formed steel connection while allowing for horizontal and vertical movement during high-wind and seismic events. Fabricated from G90 galvanized steel, the HWDC secures the head of a wall to the bottom of a slab or beam. It is the first solution of its kind designed for multiple anchorage location options to allow screws to be installed closer to the bend in the hardware. n STRONGTIE.COM/HWDC (800) 999-5099 Building-Products.com

“The difference in our old pole sheds and our new sheds is the fact that we only have to touch our lumber once. After the first year, our labor quotient went down 35% the same year our sales were up 25%.”

“We were able to pack around 90-95% of the SKU offerings into this property, which is 4-acres, that we had in our 20-acre site in Anaheim.” Barrett Burt

General Manager Ganahl Lumber Pasadena

Dick Jennings

Owner & Operator Jennings Building Supply & Hardware

If your LBM operation could use more success stories, talk to CT Darnell. CT-Darnell.com

Sunbelt-Rack.com April 2021

800-353-0892

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Ace Offers Extra Mile Guarantee

Ace Hardware is rolling out its Extra Mile Promise, a guarantee that Ace has the expert advice and supplies needed to help consumers successfully tackle any paint project with just one trip to the store. Available at participating stores nationwide, the vow was created to address and relieve the frustration consumers deal with when faced with the proposition of yet another trip to the store as a result of forgotten items or not enough paint. Ace is so confident in its one-trip guarantee that it will provide free delivery to consumers who may be in need of additional paint supplies. “While it hurt our pride to learn this, the truth is that while consumers trust Ace as the Helpful Place, far too Stainless Steel Connections TO MARK Lumber’sthat centennial, CEO Bill Hayward sliced the many of Hayward them believed our speedy sized stores didn’t Simpson Strong-Tie has introduced a Type 316 birthday cake H ayward style—with a chain saw—during a Sept. 7 celebrahave enough product to complete their paint project,” said tionstainless-steel in San Luis Obispo, Ca., thatdesigned, was attended by nearly 1,000. tested approved John Venhuizen, fastener president and CEO. “Weand know this isn’t for use with Simpson Strong-Tie stainless-steel con- to the case, so to assuage these misperceptions, we decided nectors to provide excellent protection in severely stand behind our largeWeather paint assortment with the Extra Mile Housewraps, Barriers corrosive environments. Promise. Our objective is simple: to be known as the #1, rending in arket Designed forResidential applications where strength and best, most convenient, most helpful and most credible store Housewrap preferences are gradually evolving, performance are critical, the new Strong-Drive SD for paint in the neighborhood.” according to aSSrecent at projects the Housewrap 2019 Connector screwpresentation helps protect from corconference on builder and consumer practices by Ed rosion caused by moisture, salt, chemicals and countWeyco Recalls I-Joists Hudson, Home InnovationCoated Research Labs. less other factors. Weyerhaeuser isthat recalling a 60% batch of of all TJI housewrap Joists with Flak Hudson shared about Made from Type 316 stainless steel and ideal forand Jacket Protection, after(WRB) linkingmaterial an odorisininstalled certainon newly weather-resistant barrier both interior and exterior environments, they have anew constructed homes to a recent formula change in the coathomes; remainder is installed primarily on homes being 1/4” the hex-washer head with a large-diameter integratMerchant 8-17 Layout.qxp_D SigNov03-1-8,41-48 7/25/17 1:18 PM Page 20is ing that included formaldehyde-based resin. The issue re-sided. ed washer to provide load bearing area. isolated to Flak Jacket product to made after Dec. 2016, DuPont’s Tyvek continues dominate with1,nearly andndoes not affect any the company’s other STRONGTIE.COM half the housewrap andofWRB installations in products. new homes. Flak Jacket Protection is a coating applied to I-joists to (800) 999-5099 DuPont established leadership in technology and education enhance fire resistance, and it is not widely in use. The early have maintained leadership for decades. AceandOffers Extrathat Mile Guarantee Ace Hardware is rolling out its Extra Mile Promise, a guarantee that Ace has the expert advice and supplies needed to help consumers successfully tackle any paint project with just one trip to the store. Available at participating stores nationwide, the vow was created to address and relieve the frustration consumers deal with when faced with the proposition of yet another trip to the store as a result of forgotten items or not enough paint. Ace is so confident in its one-trip guarantee that it will provide free delivery to consumers who may be in need of additional paint supplies. “While it hurt our pride to learn this, the truth is that while consumers trust Ace as the Helpful Place, far too TO MARK Lumber’sthat centennial, CEO Bill Hayward sliced the many of Hayward them believed our speedy sized stores didn’t birthday cake H ayward style—with a chain saw—during Sept. 7 celebrahave enough product to complete their paintaproject,” said tion in San Luis Obispo, Ca., that was attended by nearly 1,000. John Venhuizen, president and CEO. “We know this isn’t the case, so to assuage these misperceptions, we decided to stand behind our largeWeather paint assortment with the Extra Mile Housewraps, Barriers Promise. Our objective is simple: to be known rending in Residential arketas the #1, best, most convenient, most helpful and most store Housewrap preferences are graduallycredible evolving, for paint in the neighborhood.” according to a recent presentation at the Housewrap 2019 conference on builder and consumer practices by Ed Weyco Recalls I-Joists Hudson, Home InnovationCoated Research Labs. Weyerhaeuser recalling batch of of all TJI housewrap Joists with Flak Hudson sharedisthat abouta 60% and Jacket Protection, after linking an odor in certain newly weather-resistant barrier (WRB) material is installed on new 1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806 constructed homes to is a recent formula change in the being coathomes; the remainder installed primarily on homes Fax 714-630-3190 ing that included formaldehyde-based resin. The issue is re-sided. (714) 632-1988 • (800) 675-REEL isolated to Flak Jacket product to made after Dec. 2016, DuPont’s Tyvek continues dominate with1,nearly and does not affect any of the company’s other products. 3518 Chicago Ave., Riverside, Ca. 92507 half the housewrap and WRB installations in new homes. Flak established Jacket Protection is a coating appliedand to I-joists to (951) DuPont leadership in781-0564 technology education enhance fire resistance, and it is not widely in use. The early and have maintained that leadership for decades. www.reellumber.com

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n The Merchant Magazine n April October 2019 The TheMerchant MerchantMagazine Magazine n August 2017 n 2021

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

Windows & Doorsandyman Keep Growing Ace Rebranding i ision Residential window shipments increased 5.7% in 2016,

Ace Hardware the shipped acquisition of amounting to moreCorp. than has 43.2completed million units across Handyman Matters, franchisor of home repair, maintenance the nation. Looking forward, national growth is expected to and improvement services basedbefore in Denver, Co.off somewhat increase another 5.6% in 2017 trailing Early next year, Handyman Matters will be rebranded in 2019 to 4.6% growth, according to a new Window as & Ace Handyman Services and operate as a new stand-alone, Door Manufacturers Association study. subsidiary Ace Hardware. In 2016,ofshipments of side-hinged entry doors increased Mighty Miter Saw Handyman a franchise comprised by 6.1% to 9.7Matters millionisunits on the organization national level, alleviatof locally owned and operated and company-owned Designed with a powerful brushless motor, the ing any concerns over the decrease in units shipped locations that offer professional and multi-skilled craftsmen, new RIDGID 18V 7-1/4” Dual-Bevel Sliding Miter between 2014 and 2015. Based on the analysis of the data, trained handlemore homeowner’s to-do list in addition to Saw to delivers runtime, to more power, and longer annual growth isa forecasted climb to 5.9% in 2017 larger projects. On-site services to consumers and small motor life. before declining to a modest 5.2% growth in 2019. businesses include carpentry, plumbing, electrical, drywall, Featuring a interior compact and lightweight design at a Architectural flush doors recovered from painting and flooring. It currently has 57 franchisees who only 24 lbs., the cordless tool maximizes portability decline the previous year by growing 4.5% in 2016 with collectively employ about 250 handymen and women in on the jobsite. The LED lighting system casts the nearly 2.9 million units shipped, while stile and rail doors 121 territories across 23 states. shadow of the blade onto the workpiece to increase continued its upward trend with a 6.6% increase with nearBell, the founder andin CEO ofgrowth Handyman Matters, cut visibility, resulting greater cut accuracy. ly Andy 0.44line million units shipped. Annual of flush doors will continue to lead the day-to-day business operations is n forecast to be 4% in 2017 before declining to 1% in RIDGID.COM for Ace Handyman Services from its headquarters 2019. Stile and rail doors are also predicted to grow 4% in in (800) 474-3443 Denver. Integration and re-branding initiatives are currently 2017 and decline to 1% by 2019. Traditional housewraps still product iswith present in the basements 2,200 houses underway amechanically-attached target completion in of firstabout quarter 2020. make up more than of in all limited housewrap and WRB in various stages of two-thirds construction markets. Most materials installed, butyet alternatives of the houses are not occupied. are making inroads. Combination WRB and structural panels, such Weyerhaeuser will cover the cost sheathing to either remediate or as Huber’s ZIP Lumber System t Reel Service, we production, supply ForceField, replace affected joists. Itand hasGeorgia-Pacific’s halted sales and now make up about 10% ofand thisismarket among new product homes. shipments of the collecting unused domestic andproduct, foreign hardwoods. Self-adhered membranes are now approaching 10% of the from Our customers. products and services include: market, as well. Fluid-applied membranes now constitute Approximately $9 million of the product has been sold • Hardwood Lumber & Pine about of new 2016. home housewrap/WRB installations. since 3% December Weyerhaeuser expects to spend $50• Hardwood Plywood & housewrap Veneers Alternatives to traditional are found more $60 million resolving the issue. extensively on higher-end homes and multifamily buildings. • Melamine Plywood

Windows &Moulding Doorsandyman Keepcherry, Growing • Hardwood (alder, Ace Rebranding i ision Residential window shipments increased 5.7% in 2016,

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

Building-Products.com

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

Blackened Accents

Double-Duty Joist Tape ODF Inc.’s FrameVent advances joist tape protection to a new level. FV1 not only caps the joist top with a covering and a butyl adhesive, which makes fast placement and is self-sealing, but it also protects the bottom of the decking by eliminating the normal entrapped moisture. Decking is raised 1/4” on the product’s fingers, allowing water to dry away. The fingers create a structure of support bearing the surface material placed over them while maintaining about 65% surface contact. The gaps between fingers allow air to move from one side of the FV1 to the other. The air movement from side to side, space to space, becomes the transport mechanism, releasing possible entrapped moisture. More airflow means less collected moisture over time. Less collected moisture means extended life of building materials.

Char color is the latest addition to Derby Building Products’ TandoShake Cape Cod Perfection line of classic shakes, that feature clean lines and an authentic cedar texture. Char’s unique color offers the beauty of charred, burnt or blackened wood—a look rooted in a centuries-old Japanese wood preserving process known as Shou Sugi Ban. The shake features an architecturally accurate, 5” exposure with crisp edges and an authentic aesthetic, in now six different colors. n TANDOBP.COM (844) 698-2636

Crystal Clear Bond DAP’s new hybrid adhesive, RapidFuse Ultra Clear All Purpose Adhesive, dries and stays truly clear. With its non-brittle formula, it can be used to fill in scratches and gaps on substrates for a smooth repair.

n FRAMEVENT.COM (888) 883-4098

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n DAP.COM (888) 327-8477

April 2021

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See Saw

Synthetic Siding RISE Siding from RISE Building Products is the only exterior siding product available in a 20’ length, which minimizes unsightly seems, and results in significantly less jobsite waste. It comes in a vertical woodgrain finish and all typical sizes needed to complete the exterior of a home. n RISEBUILDINGPRODUCTS. COM (401) 490-4840

The new WORX 20V, Power Share, 4-1/2” WorxSaw compact circular saw with brushless motor delivers 10 times longer motor life than a circular saw with a brushed motor. At 4.8 lbs. (with battery), the saw is lighter than 7-1/4” circular saws, making it highly maneuverable and nimble, even when cutting overhead. This cordless tool uses a 4-1/2” thin-kerf blade with a 3/8” arbor size, allowing the motor to spin twice as fast as traditional circular saws. n WORX.COM (866) 354-9679

Drill & Plug Envision now offers the Pro Plug Hidden Fastening System for use with all full-profile deck boards and colors. Made by Starborn, Pro Plug allows installers to face-fasten deck boards while eliminating visible screw heads and holes. The system consists of epoxy-coated screws, a drill/ driver attachment to drive screws to the correct depth without overdriving or stripping the screw, and plugs made with Envision’s decking material to match boards. Just drive the screw until the auto-stop mechanism fully engages, insert the plug into the hole above the fastener, and tap into place. n ENVISIONDECKING.COM (800) 641-4691

Healthy Insulation

www.superiorwoodtreating.com

Owens Corning Pure Safety High Performance Insulation is the first insulation of its kind to be scientifically tested and identified as a consumer product more suitable for people with asthma and allergies. Certified as asthma and allergy friendly, Pure Safety offers resistance to dust, mold, mildew and fire, while being designed to contribute to an overall safe and healthy indoor environment. n OWENSCORNING.COM (800) 438-7465

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April 2021

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Big Creek Creates Forestry Scholarship

In 1946, Big Creek Lumber, Davenport, Ca., was founded by brothers Bud and Lud McCrary through a combination of hard work, ingenuity, a foundation in the skilled trades, and a passion for sustainable forestry. Now, the company is honoring that legacy and celebrating 75 years in business by launching the McCrary Family Scholarship, which will provide financial assistance to students pursuing a career in the skilled trades or forestry. The scholarship will be awarded to graduating high school seniors who will be continuing their education in the skilled trades or forestry. Students can get more information and an application at www.bigcreeklumber.com/scholarships. Upon returning from service in World War II, Bud and Lud co-founded Big Creek at about the same age that most students graduate high school. Although their education was non-traditional, the skills they picked up serving their country set them up for success when establishing Big Creek. During the war, Bud worked for the Navy as a teenage civilian and later served in the Navy as a mechanic on aircraft carriers. Lud signed up for continuation school while attending a trade school in San Francisco for diesel mechanics, all before serving in the Merchant Marines at the age of 16. In launching Big Creek, they employed the trade skills they acquired during the war and from a life working in the woods. They took on the roles of loggers, sawyers, equipment operators, mechanics, builders and more for the fledgling company. Men who never earned a high school diploma became lifelong learners and built Big Creek into the company it is today.

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. International Wood Products Association – April 14-16, virtual World of Wood Convention; www.iwpawood.org. West Coast Lumber & Building Material Association – April 15, annual Southern California golf tournament, Black Gold Golf Club, Yorba Linda, Ca.; www.lumberassociation.org. Western Pallet Assn. – April 16-20, annual meeting, Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.; www.westernpallet.org. Kitchen Cabinet Manufacturers Association – April 21-23, spring leadership conference, Ponte Vedra, Fl.; www.kcma.org. North American Deck & Railing Association – April 22-23, awards dinner & networking event, Sheraton Sand Key Resort, Clearwater Beach, Fl.; www.nadra.org. Sustainable Forestry Initiative – May 12-14, virtual annual conference; www.forests.org. National Lumber & Building Material Dealers Association – May 19-21, virtual Industry Summit; www.dealer.org. Decorative Hardwoods Association – May 23-25, spring conference & 100th annual meeting, Sonesta Resort, Hilton Head Island, S.C.; www.decorativehardwoods.org. Pasadena Spring Home Show – May 1-2, Pasadena Convention Center, Pasadena, Ca.; www.pasadenahomeshow.com. Northern Utah Home Show – May 14-15, Davis Conference Center, Layton, Ut.; www.northernutahhomeshow.com. Sierra-Cascade Logging Conference – May 20-22, Anderson, Ca.; www.sclcexpo.com.

C&E LUMBER COMPANY 1 1/2” to 12” Diameter in Stock.

SPECIAL QUOTES

Gemini Forest Products Specializing in forest products for industry professionals

Los Alamitos, CA 562.594.8948

Stockton, CA 415.859.5544

www.geminiforest.com

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Industrial and Treated Lumber Specialists April 2021

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IN Memoriam

Stimson Swapping Forests

William F. “Bill” Anderson, 65, president and chief operating officer of J.M. Thomas Forest Products, Ogden, Ut., passed away Feb. 27 following a longtime struggle with leukemia. A University of Northern Colorado graduate, he entered the industry in 1977. In 1993, he was recruited to join J.M. Thomas as a sales territory manager. He rose quickly up the ranks to an executive position and ultimately to president in 1999. Anderson was active in the North American Wholesale Lumber Association, serving on its board of directors twice, as chairman of the Traders Market committee, member of the education committee, and lead organizer in establishing the NAWLA 10 Groups. Fenton Norton Hord, former CEO of Stock Building Supply, Raleigh, N.C., died March 9. He was 74. A graduate of the University of Richmond and, for his MBA, Virginia C o m m o n w e a l t h U n i v e r s i t y, h e joined seven-unit Carolina Builders, Raleigh, in 1987 and within months

was promoted from executive vice president to CEO. He retired 20 years later after helping the chain, under the Stock banner, grow to 350 locations. He served on the boards of Wolseley PLC, Cornerstone Building Alliance, and the Jian Group. Edward Allen “Ed” Swift, 92, owner of Swift Trucking & Lumber Sales, Sutter Creek, Ca., died Feb. 1. At 16, he began working summers at Winton Lumber Co., Jackson, Ca., rising from laborer to yard boss to sales. In 1952 Ed inherited a 1944 Peterbilt log truck and started his own hauling and wholesaling business. Murphy Ainsworth, 28, former sales coordinator with Universal Forest Products, Fort Collins, Co., died March 3 in Denver, Co., after suffering a massive heart attack while jogging. A graduate of Butler University, he joined UFP in Grand Rapids, Mi., in 2015 as an e-commerce merchandiser, later transferring to Fort Collins and becoming an inside sales coordinator.

Assessment Increases for Softwood Checkoff The assessment for the Softwood Lumber Checkoff has increased from 35 cents to 41 cents per thousand board feet, effective April 1. The Softwood Lumber Board, which administers the program with oversight by the USDA, says the additional funds will allow it “to build on its success in maintaining and expanding markets for softwood lumber.” Assessments are collected from U.S. sawmills and importers and used for projects designed to increase the demand for softwood lumber within the U.S. With additional funds from the increase, the SLB will strengthen current programs and address gaps currently limiting the SLB’s ability to protect existing markets and expand market share for softwood lumber. Additionally, the funds will allow the SLB to: • Increase investments in core programs to ensure the successes in growing market share are not eroded by aggressive and disparaging competitor

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campaigns as well as recapturing share of voice taken by competitors. • Establish a wood education program targeting post-secondary architecture and engineering students and young professionals. • Expand trade training programs for general contractors and installers to address training gaps and skills development, specifically focused on mass timber and related lumber-based building systems. • Increase support for applied technical research, innovation, and early-adopter programs to maximize and leverage public and private funding. “The SLB welcomes the news approving the assessment increase,” said Cees de Jager, SLB president and CEO. “The additional investment from the lumber industry enables the SLB to build on the successful program it has established over the past nine years, and pursue new initiatives that leverage softwood lumber’s unique value proposition to solidify its position in an ever evolving market.” According to SLB, its investments have generated over 7.5 billion bd. ft. in demand since its inception, delivering an average ROI of $25.22 for every $1 spent.

April 2021

Stimson Lumber Co., Portland, Or., is negotiating a deal to swap 60,000 acres of its land with approximately 30,000 acres of land currently managed by the Colville National Forest. The potential exchange was initiated when Stimson approached the Forest Service with a proposal to consolidate the relatively fragmented landscape of ownership and management in northeast Washington. Stimson currently owns several thousand acres of inholdings within the proclaimed boundaries of the Colville and Kaniksu National Forests, and Little Pend Oreille National Wildlife Refuge in Pend Oreille and Stevens County, Wa. Most of Stimson’s acreage involved in the potential land exchange is part of the checkerboard pattern of ownership granted to Burlington Northern Railroad during the railroad land grants of the mid-1800s. The remaining acreage consists of inholdings acquired by Stimson and their predecessors. This fragmented ownership presents several unique management challenges, along with a continuing need to maintain or develop property lines and cooperative agreements between Stimson and adjoining landowners. For these reasons, along with the potential to consolidate timber and land resources, Stimson proposed an exchange with the U.S., which would benefit both parties’ resource management objectives and provide economic stability to nearby communities that rely on sustainable forest industries. Lands acquired by the U.S. through the deal would include culturally significant properties as well as habitats for important wildlife and fish species. Creating connected and contiguous areas of public land could enhance opportunities for recreation, forest restoration, management of resources, as well as fire preparedness, suppression and protection. Consolidated ownership of land would provide better opportunities to manage property boundaries, leading to less public confusion. The Forest Service is currently developing the exchange proposal and performing initial review for feasibility—the first stage of a lengthy process which could lead to the title transfer of lands.

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Page

ADVERTISERS Index

43, Cover III

Allweather Wood www.mendoco.com

Hi-bor Borate Pressure Treated Wood ®

Redwood Empire www.buyredwood.com Reel Lumber www.reellumber.com

FirePro Fire Retardant Treated Wood

Advance Guard Borate Pressure Treated Wood

American Wood Technology Providing Customer Satisfaction 54 in All We Do. www.americanwoodtechnology.com

Royal Paciﬁc Industries

P.O. Box 75 • McMinnville, OR 97128 • 503-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) 28770 Dike Road • Rainier OR 97048 • 503-556-1297 • Fax: 503-556-1709

C&E Lumber Co. www.lodgepolepine.com

Capital www.capital-lumber.com

Chemco www.chemco.org

Stella-Jones www.stella-jones.com

CT Darnell www.ct-darnell.com

Superior Wood Treating www.superiorwoodtreating.com

Exterior Wood www.exteriorwood.com

Swanson Group Sales Co. www.swansongroup.biz

526 Events www.526.events

Taiga Building Products www.exteriorwood.com

Fontana Wholesale Lumber www.fontanawholesalelumber.com

Thunderbolt Wood Treating www.thunderboltwoodtreating.com

Gemini Forest Products www.geminiforest.com

Timber Products Co. www.timberproducts.com

Hoover Treated Wood Products www.frtw.com

TIVA Building Products www.tivabp.com

Huff Lumber www.hufﬂumber.net

U-C Coatings www.uccoatings.com

Humboldt Sawmill www.mendoco.com

UFP Industries www.ufpedge.com

Idaho Timber Corp. www.idahotimber.com

JH Baxter www.jhbaxter.com

Cover IV

Jones Wholesale Lumber www.joneswholesale.com

* See product warranty for details. Hi-bor, FirePro and Advance Guard treated wood products are produced by independently owned and operated wood treating facilities. Hi-bor®, FirePro ® and Advance Guard® are registered trademarks of Koppers Performance Chemicals Inc. ©1/2019

Seneca 1/21/19 5:53 PM www.senecasawmill.com

Royal Pacific Merchant half page ad 1_19.indd 1

Simpson Strong-Tie www.strongtie.com

Rough TiMbeRs Utah Wood Preserving uTiliTy Poles www.utahtreatedwood.com PRessuRe TReaTed luMbeR

Borates CA-C

Above + Ground Contact

FiRe ReTaRdanT Viance TReaTed luMbeR and PlyWood www.treatedwood.com

Call the experts: Responsible. Best Value. Superior Quality. Environmentally • Robert Moore • Jim Winward

Located in Sumner, Washington, Western Wood Preserving Co. has been a manufacturer of pressure treated wood products, supplying residential, commercial and industrial markets of the Pacific 1959 SOUTH 1100 WEST WOODS CROSS, UTAH Northwest since 1971. In addition, our strategic location near the ports of Tacoma and Seattle,CROSS: provides easy PHONE - WOODS (801) 295-9449 FAX (801) 295-9440 access to the Alaskan, Hawaiian and Pacific Rim markets.

West Fraser www.westfraser.com/osb

UTAH WOOD PRESERVING CO. PHONE - SALT LAKE (801) 262-6428 FAX (801) 748-0037

Krauter Auto-Stak www.krauterautostak.com

Cover I, 19

Our facility includes 12 acres of treatment, drying and storage areas, and produces top quality treated wood products for residential and commercial consumers in the wholesale market.

253-863-8191 • 800-472-7714 • westernwoodpreserving.com

Western Wood Preserving Co. www.westernwoodpreserving.com

Cover I

Lonza Wood Protection www.wolmanizedwood.com

MidSouth Design www.midsouthdesigninc.com

Western Woods Inc. www.westernwoodsinc.com

North American Wholesale Lumber Assn. www.nawla.org

Weyerhaeuser Co. www.weyerhaeuser.com

Orgill www.orgill.com

Pelican Bay Forest Products www.pelicanbayfp.com

ProWood www.prowoodlumber.com

Building-Products.com

NatureWood®, Advance Guard®, FlamePro®, and CCA treated wood products are registered trademarks of Koppers Performance Chemicals Inc. and are produced by independently owned and operated wood treating facilities. © 3 /2020

WWd Merchant ad 4_20.indd 1

3/24/20 7:43 PM

Western Wood Services www.spib.org

Welcome Aboard!

The Merchant is excited to introduce to our readers three ﬁrsttime advertisers: TIVA Building Products, producer of TIVADek premium PVC decking; Western Wood Services—the western division of Southern Pine Inspection Bureau; and MidSouth Design, manufacturer of end tags, placards and bundle tags. April 2021

The Merchant Magazine n

FLASHBack 55 Years Ago This Month

Women are a large, invaluable facet of today’s lumber

industry, making great strides from the business covered 55 years ago this month, in April of 1966, by The California Lumber Merchant. A half-century ago, the industry was nearly exclusively male and, although there were a handful of pioneering lumberwomen, females were generally relegated to subservient roles, just as in many other areas of society. Consider some of the coverage of 55 years ago: • Speedboat racer-turned-lumber dealer Bill Cooper hatched a doozy of a promotion to celebrate the grand opening of his new Los Angeles home center: a “Win a Real Live Girl” contest. Cooper said he was looking for something more novel than “the musty old cliche of a ribbon cutting ceremony followed by coffee and cake for the customers.” Instead, he advertised: “Win a real live girl! All yours for five days! Nothing to buy, just come see Cooper’s fabulous new store and sign the register. If you don’t need another person around the house, you can have $250 worth of free merchandise instead.” “Miss Grand Prize” was Carol Andreson, a professional model, actress and nurse, who was hired to appear at the opening and then spend supervised time with the winner, unless he wanted the merchandise instead. As it turned out, the 64-year-old furniture plant worker who won chose the model. News of the promotion was picked up by all the local newspapers and 10 radio stations. The result? The store was jammed throughout the four-day grand opening period, averaging 4,500 visitors a day. They also came to buy, attested to by the fact that 45% of the trade during the opening was in cash sales.

“MISS GRAND PRIZE” in a Los Angeles lumberyard’s Grand Opening giveaway, Carol Andreson, reached the height of her acting career with Dean Martin in Rough Night in Jericho (1967).

The Merchant Magazine n

April 2021

THE APRIL 1966 issue featured Rockport Redwood Co. on its cover. The company drew from its 30,000 acres of Mendocino County timberlands until 1968, when they were sold to GeorgiaPacific. The operations were spun off into Louisiana-Pacific in 1973 and purchased by the Mendocino Redwood Co. in 1998.

For her sake, the exposure helped Andreson in her burgeoning acting and modeling career. She appeared on dozens of TV series throughout the 1960s and did not have to return to nursing (except for frequently playing a nurse, including on Dr. Kildare, Marcus Welby, M.D., and the Jerry Lewis film The Disorderly Orderly). Cooper Lumber ’s next marketing brainstorm? Adopting the slogan “Even nicer than a warm puppy.” • Copeland Lumber Yards, at the time the Pacific Northwest’s largest and fastest-growing chain with 86 yards in Washington, Oregon and California, held its annual meeting and invited the wives of the branch managers to attend. But while the men were attending the business sessions, the ladies were enjoying a preview showing of Good Taste in Decorating, a 25-minute film produced by Copeland’s exclusive paint vendor, Boysen Colorizer. Prior to the showing, the wives were served tea and refreshments by Mrs. Copeland. • The Los Angeles Hoo-Hoo Club held its annual Valentines Day dinner dance—one of only two events all year that females were permitted to attend. (Perhaps as a consolation prize, a few pages later The Merchant ran an ad soliciting members in the fledgling National HooHoo-Ette Club (“Attention: Lumbergals!”) The Valentines party crowd was entertained by singer Karen Valentine, who was born in logging town Sebastopol, Ca., competed in the Miss California pageant, and studied drama at UCLA. To that point, Ms. Valentine’s television credits consisted of one shot as a backup singer/dancer on The Ed Sullivan Show. But shortly thereafter, she was hired to appear as the hostess, known as The Resident Dream Girl, on the Chuck Barris game show Dream Girl of ’67. That quickly led to Room 222 and her own series, Karen.

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THE POSSIBILITIES KEEP GROWING:

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

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

Call us at 707.894.4241 Visit us at buyRedwood.com

It’s simple: when you’re responsible for meeting building codes, you want to slow the spread of flames from the ground up. That’s why D-Blaze fire retardant wood has been the choice of builders from the Sears Tower to One World Trade Center. It’s so good at its job, you’d think it was installed by firefighters. TREATEDWOOD.COM/PRODUCTS/D-BLAZE

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April 2021

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The Merchant April 2021

Articles inside

FLASHBACK

IN MEMORIAM

NEW PRODUCTS

DATE BOOK

EVENT RECAP

NAWLA’S THINKING AHEAD

TRANSFORMING TEAMS

OLSEN ON SALES

COMPETITIVE INTELLIGENCE

FEATURE STORY

WESTERN WOOD PRESERVERS

TREATMENT ADDITIVES

TREATED WOOD EDUCATION

FIRE-RETARDANT-TREATED WOOD

TREATED WOOD SALES AID

TERMITE PROTECTION

TREATED WOOD WASTE

ACROSS THE BOARD