The Merchant April 2022 by 526 Media Group

MERCHANT

Digital Edition Sponsored Lonza Wood Protection by is now

The ®

pect the same quality, service, and innovation mous with our preservatives and our brand.

FrameGuard MOLD & DECAY PROTECTION

WolmanizedWood.com

INSECTICIDE

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

APRIL 2022

Magazine

WWPI PRESSURE TREATED WOOD SPECIAL ISSUE

California Cascade Building Materials Established in 1974, California Cascade has grown to become one of the largest and most trusted distributors in the building industry. We offer a huge inventory of materials available at substantially competitive prices along with a team of experienced experts, ready to get you what you need. We have treating facilities in Junction City, OR, Woodland, CA and two in Fontana, CA along with our distribution and manufacturing facility in Sacramento, CA. With more than 20 trucks in our fleet, California Cascade delivers value to your business with prompt, economical and timely delivery. Rail spurs are available at all locations to minimize shipping costs for large projects, will call pickup is available at all locations. Our reputation has been built upon the success of our customers and we look forward to sharing our years of experience with you.

800-339-6480 • californiacascade.com

HIXSON LUMBER COMPANY

The

MERCHANT

Magazine

President/Publisher Patrick Adams padams@526mediagroup.com Vice President Shelly Smith Adams sadams@526mediagroup.com Publishers Emeritus David Cutler, Alan Oakes Managing Editor David Koenig dkoenig@526mediagroup.com Senior Editor Sara Graves • sgraves@526mediagroup.com Columnists James Olsen, Emily Schmitt, Claudia St. John Contributors Butch Bernhardt, Julia Clary, Edie Kello, Kim Merritt, Susan Palé, Belinda Remley

Advertising Sales

(714) 486-2735 Chuck Casey ccasey@526mediagroup.com

HIND!

LEFT BE T E G T ’ N O D ICKLY—SO U Q S E V O M T ARKE

E B I R C S B SU OUR M

Y A D O T TTER ENEWSLE , L A IT IG ,D IVE PRINT

& MORE!

E TO RECE

SUBSCRIB

Nick Kosan nkosan@526mediagroup.com

Graphics

Mitch Tanis • mtanis@526mediagroup.com

Digital/Marketing

Alek Olson • aolson@526mediagroup.com

Circulation/Support Jody Bays jbays@526mediagroup.com

The LBM supply chain’s leading publication for qualified industry decision makers! • Update your subscription • Sign up key colleagues • Enroll multiple locations

A publication of 526 Media Group, Inc.

151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626

Phone (714) 486-2735

CHANGE OF ADDRESS Send address label from recent issue, new address, and 9-digit zip to address below. POSTMASTER Send address changes to The Merchant Magazine, 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626. The Merchant Magazine (ISSN 7399723) (USPS 796-560) is published monthly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626 by 526 Media Group, Inc. Periodicals Postage paid at Newport Beach, CA, and additional post offices. It is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states. Copyright®2022 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. We reserve the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles are intended for informational purposes only and should not be construed as legal, fina cial or business management advice. Volume 101 • Number 4

THE MERCHANT MAGAZINE The Merchant is available on a qualified requester basis to senior management of U.S.-based dealers and distributors specializing in lumber and building materials, and to others at the rate of $22 per year. Subscribe now by emailing info@526mediagroup.com or calling 714.486.2735

SUBSCRIBE NOW INFO@526MEDIAGROUP.COM or 714.486.2735

n The Merchant Magazine n April 2022

Building-Products.com

CONTENTS April 2022

Volume 101 n Number 4

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

facebook bpdmerch

twitter @bpdmerch

WWPI Special Issue

Features

Departments

PTW Industry Update

Industry Trends

Top Treaters

First Person

North America’s Largest MultiSite Wood Preserving Companies

PTW Extras

PTW Sales Tips

Pair Add-On Products with PTW

5 Steps to Provide Value to Your Entire Selling Chain

Is It High Time for Engineered Hemp? Montana Sawmill Leads the Way Forest Health

pinterest bpdmerch

Change Continues for Treaters

instagram @bpdmerch

Event Recap

Wholesalers Shine at NAWLA Annual

The

MERCHANT

8 Across the Board

14 Olsen on Sales 16 Transforming Teams 18 Selling with Kahle 42 Movers & Shakers 50 New Products

MARCH 2022

Magazine

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

SPECIFYING SUSTAINABLE WOOD PRODUCTS • REDWOOD OUTREACH

26 29

WWPI Celbrates 75th

67 DateBook

Wood Waste Disposal

67 In Memoriam

PTW PK

68 Centennial FlashBack

32 34

Treating Makes Greener

Guidance Arrives in California Digging into Plugged Holes

PTW for Garden Beds

Merchant 3-22_Layout.indd 1

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

The Official Publication of

70 Advertisers Index

2/22/22 1:41 PM

n The Merchant Magazine n April 2022

Proud Supporters of

Building-Products.com

ACROSS the Board By Patrick Adams

American dream

’ve shared a lot with each of you over the years. You know a lot about me, and my family. My beliefs, some of my opinions and my love for the things that are most important to me; my God, my country, and my family. The blessing of stumbling into this industry and serving great individuals such as you has been one of the best gifts of my life. And while we take great pride in serving you at your chosen career, I’ve always felt there was more we could do to serve the people that we are. I am fortunate that the industries that we work in are filled with people I would call true Americans. Their businesses are the definition of the American Dream and as I’ve shared, you are my heroes and my inspiration every day. In spite of the chaos and division we see around us, you have been my hope that things are still right in America. And so, while we are firmly entrenched in serving all of you based on what you do every day for work, we don’t get the privilege of serving the person that you are. I often respond when people ask about the odd mixture of industries that we serve that, when you take away what everyone does for a living, we’re all “the same guy”—we love our family, love our country, all serve in some way, and are all trying to give our kids a better chance than we had. So, for those times away from work, after over a decade of dreaming of this, we are launching our first consumer, subscription publication. ATF will be an American lifestyle publication that focuses on all that we have in common. Why the title? First because I love all three, but not for obvious reasons. They all have been a part of my life in different ways for most all of my years. Good times, bad times, and times where tough decisions needed to be made. But also, I consider them the “great equalizers.” Rich or poor, young or old, when you find yourself involved in these things you have a common bond with those around you. A mutual respect and something you share that is important enough that all of the other BS falls away.

ATF will focus on the stories of “how” and “why” relating to everyone’s pursuit of their own American Dream. It will not focus on politics or policy. It will not spew opinions on the current state of anything. It will not provide reviews on what we believe is good or bad. Instead, it will share all that we have in common, not just in alcohol, tobacco or firearms, but in the lifestyle that undoubtedly includes at least a few of those things. While we chose this title, it could also just as easily be called “The America I Know.” It was the time shared with each of you in this great industry that inspired me to have the courage to launch this publication as the media business is not an easy or forgiving one these days. More than just the courage you each demonstrate in your own businesses, but also in the character that you hold firmly on in spite of any current market or personal conditions. So, ATF is essentially about each one of you, for you, and to serve you, and it is why the very first global announcement is made here, to each of you. I hope that you will give us the same chance and trust to earn time in your personal lives, as you have given us in your professional lives. As always, I am humbled and honored to serve each of you and this great industry! Thanks in advance for your support, and I look forward to hearing your feedback.

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

n The Merchant Magazine n April 2022

Building-Products.com

Subscribe at

ATFLIFESTYLE.COM

An American Made Magazine With differences aside, we're all Americans. We work hard to protect our families, put food on the table, and put our feet up with a drink and a cigar. Our common bond is our values and beliefs when we are not on the job. ATF Magazine is an American lifestyle publication focused on true Americans chasing the American dream. Subscribe today.

INDUSTRY Trends By David Koenig

EHP

Photo by HempWood

Is it high time for Engineered Hemp Products?

he continuing volatility in wood prices may finally be creating an opening for a new generation of engineered lumber products that aren’t lumber at all; they use hemp in place of wood fiber.

COUNTERS, SHELVING, cabinetry—you name it, hemp-based particleboard reportedly can be used in all MDF applications. (Photo by CannaGrove)

For more than 30 years, manufacturers have been trying to turn hemp and other agrifiber composites into substitutes for wood boards and panels. The most successful results have used wheat straw, but there have also been attempts that employed rice straw, grass straw, cotton stalks, soybean stalks, kenaf and hemp. The plants are all plentiful, adaptable and lightning-fast to grow. Hemp, for instance, can grow from seed to harvest in three to four months. In fact, hemp—the non-psychoactive form of the cannabis plant—is a natural as a building material. It has been used for thousand of years for rope and continues to rise in popularity in insulation (either as pressed coreboard or hemp wool) and as a concrete substitute (called hempcrete). Traditionally, the biggest limitations have been legality (a problem solved with an amendment to the U.S. Farm bill in 2018) and cost (hemp insulation and hempcrete can cost more than the products they replace by 50% or more). Recent wood price spikes, however, have made hemp-based lumber substitutes considerably less expensive. Typically, the substitutes are produced in ways reminiscent of the production of traditional engineered wood prod-

n The Merchant Magazine n April 2022

ucts, including MDF, OSB, I-joists and LVL. The first of them came in the early 1990s, when C&S Specialty Builders Supply, Harrisburg, Or., imported regulated bales of hemp to develop its own MDF, with an assist from researchers at Washington State University Wood Materials & Engineering Laboratory. They claimed their product proved to be two-and-a-half times stronger than MDF composites. In 2018, CannaGrove, a division of Hemp Traders, Paramount, Ca., introduced CannaBoard particleboard, which incorporates hemp fibers and a non-toxic, formaldehyde-free resin as a binder. It reportedly can be used in place of all MDF applications, from furniture to subflooring. The company partnered with a manufacturing facility in Idaho to produce limited quantities and was about to go to wide production in 2000. Then the pandemic—and resulting boom in demand for construction products—forced the plant to focus all of its capacity and resources on its core products, leaving CannaGrove without a production partner. CannaGrove is hopeful it will find a new facility and resume production in the second half of 2022. In 2019, Fibonacci, Murray, Ky., Building-Products.com

launched HempWood pressed-hemp boards and blocks. The aim is to recreate the stability, hardness, density and workability of oak. HempWood is now offered in 1x10x40 and 1x10x48 panels, 4-ft. boards (5/4x1/4, 2/4 and 4/4), and now 6-ft. boards (5/4x1/4, 2/4 and 4/4). Reel Lumber Service, Anaheim, Ca., stocks the 4/4 boards, including the new 6 ft. lengths, and also has a local woodworker stabilize the product and dye it various colors for turning on a lathe. Reel’s Danny Clark says major improvements accompany the new size: “The 6-ft. blocks are manufactured in a new press that has been mechanized and allows for a much better consistency of density in the boards. The adhesive strength and water resistance has also been greatly improved and these boards are also carbon negative.” While the hemp plant is resistant to mold, it’s highly absorbent of water. Consequently, hemp-based products are most frequently used in interior applications, such as flooring, cabinetry, millwork and furniture. PlantD, Durham, N.C., would like to see engineered hemp products expanded to structural applications. It

ENGINEERED flooring, paneling, cabinetry and furniture are among the primary uses of HempWood. But as the products become more resilient and moisture resistant, hemp-based products could be destined for more outdoor and structural applications. (Photo by HempWood)

has developed a prototype hemp-based OSB. The company hopes to build “microfactories” across the nation, using equipment and technology said to be far less expensive and far more mobile than traditional OSB operations. PlantD is also developing hemp-based laminated veneer lumber for framing and hemp I-joists made from its OSB

and LVL components. Still, no hemp-based materials appear to have taken a noticeable bite out of the market. But if lumber supplies and prices remain unpredictable, it may only be a matter of time before construction professionals turn to agrifibers like hemp.

See our first Merchant ad on Page 68!

Building-Products.com

April 2022 n The Merchant Magazine n

FIRST Person By Julia Clary

STERLING RANCH, 22,000 acres of forestland near Wolf Creek, Mt., privately managed by Ottman Forestry Consultants, has been a case study in healthy, sustainable forest management.

Montana sawmill leads the way to forest health

n 2020, Marks Lumber, Clancy, Mt., launched the first video in a now-ongoing educational series designed to identify the benefits of a more proactive, science-based forest management policy. Our goal for the program is to share an insider perspective on how responsible forestry can create a lasting, positive impact on wildlife habitat, air quality, water quality, and safety. Over the past few years, we have interviewed professional foresters and agency personnel, providing them a platform to share their knowledge about sustainable forest management practices. “If we don’t manage our forests, the forests are going to manage themselves,” explains Marks Lumber owner and operator Steve Marks. “That’s why it’s so important that we have good forest management practices. We don’t have to cut every acre, and we’re not going to cut every acre, but we have to make huge fuel breaks and clean up what we can. That’s what good forestry does.” As a mid-sized specialty sawmill that sells directly to the public, Marks Lumber has developed a unique direct-to-con-

sumer relationship over our 75 years of experience in manufacturing timber products. The connection we have with our customers and community is what inspired us to start this program and share an industry perspective on a topic that is coming to the forefront of many public conversations. The nature of the specialty products we offer means that we are always educators first, explaining to customers what exactly we do and why we do it. Because of this relationship, providing a voice to the timber products industry by educating people on forest management activities was a natural next step. Marks Lumber is a tier-one timber manufacturer. We process over 1.5 million bd. ft. of timber products per year, specializing in authentic circle sawn flooring, timbers, lumber, and siding. Since 1988, the Marks family has continually operated, innovated and evolved the business to persevere through difficult and volatile times in the industry. As an organization, we are strong advocates for the timber products industry, Montana businesses, and responsible forest management and fire mitigations.

BROOKLYN BRIDGE area just south of Helena, Mt., suffered a devastating fire in 2020

MARKS LUMBER logging crew is working to reclaim and restore the Brooklyn Bridge forestlands.

n The Merchant Magazine n April 2022

Building-Products.com

OLSEN on Sales By James Olsen

Rapport builders

what downstream is to swimming. Can we swim upstream, sure, but it’s a lot more difficult. When we create rapport with our customers, they are much more likely to listen to us and give our proposal serious consideration even if we don’t agree. There are many small/simple things we can do to build rapport with our customers. Some of them are “obvious” but obvious or not when we do them we have a competitive advantage because most sellers don’t. Many sellers are so nervous and/or unprepared they can’t concentrate enough to read their customer’s body language and voice tones to get in sync with them. Other sellers just don’t care; they are just there for the order. apport is to selling

Rapport Builders

Smile. Many of us are not natural smilers; I am not, nor are many of my students. I am not talking about a “Bozo the Clown” smile. Just a slight smile is best. As sellers, we need to project the feeling that we enjoy what we do. No one wants to push a bag of rocks up the hill with us, but many sellers treat the sales process as if it were as much fun. Is it tough to smile after 10 NO’s in a row? Yes, but smile we must. Slow Down! I’ve been coaching sales for over 20 years and never have had to tell a student to speed up their speech. Many of us talk too fast. When we talk too fast, it’s hard for customers to understand and more importantly for rapport, to relate to us. The phrase “fast-talking salesperson” came from somewhere. When we talk too fast it means we’re hiding something, that we don’t care, or both. Compliments. Most customers will sense false flattery. Don’t do it. Sincere compliments, on the other hand, are powerful. Once we make it a priority opportunities to give compliments abound. Often customers will have pictures of their favorite hobby, adventure or pictures of their family posted in their office.

n The Merchant Magazine n April 2022

Humor. Humor is a power tool and, just like all power tools, must be used with care. Humor shows confidence and helps customers relax. Without relaxation rapport is impossible. People want to have fun while they work. Great salespeople help them do that and are rewarded accordingly. Questions and Follow-up Questions. Most salespeople talk too much. The person asking the questions is the one who is controlling the call, in any case. Master Sellers ask good questions and more importantly, they ask follow up questions. When we ask a single question only and then dive into our proposal, it sends the message that the first question was insincere. Pace, Tone and Demeanor. We should do all our best to match the pace, tone and demeanor of our customer. If our customer is a taciturn, quiet communicator we should match their style. If they are a little bit more of a joker, we can loosen up with them. Customers will always be more comfortable communicating in their style, so as professional communicators, we match. When in Rome, speak Italian; when in Germany, speak German. Treat each company and customer as their own private country and speak their language. Body Language. The same as with pace and tone. We match the body language of our customers. The “We” Mode. If we want our customers to treat us like a partner, we need to speak to them like a partner. Most of us will need to train ourselves to speak in the “We” mode. Asking, “What do we need to be looking for?” vs. “What are you looking for?” makes a huge psychological difference in our communication with our customers. Caring and Curious. Most sellers are so wrapped up in their own proposal, they don’t have the mind space or the empathy to even think about caring about the customer and projecting that in their speech and tone. Master Sellers treat their customers like family. A student asked me, “What if I don’t really care?” I said, “Well then you’ll have to become a better person to become a better seller. I did.” I sold without rapport for seven years. I made a living, but when I started to care about my customers, I had more fun and sold a lot more.

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

exteriorwood.com

NATURE MADE IT FIRST, WE MAKE IT LAST.

Part of Taiga Building Products

2012-28833_Taiga_ExteriorWoodAd_Mar2022_8.5x10.875-FINAL.indd 1

2022-03-03 12:03 PM

TRANSFORMING Teams By Susan Palé

Compensating your sales force

Do you have the right commission plans in place?

y now, your

sales force is well into sales for the first quarter of 2022. For a lot of organizations, 2020 was a terrible sales year and 2021 brought record sales. So what will happen in 2022? Affinity HR Group doesn’t have any crystal balls, but we do have some ideas about how to be best prepared to meet whatever challenges 2022 may bring.

1. Set Appropriate Sales Goals

We’re assuming you don’t have a crystal ball either, so this can be a tough one. Market uncertainty, with the potential of high growth or significant decline, adds to the difficulty of setting realistic, achievable goals. If you’ve historically set goals based on previous annual sales (e.g., 2021 sales plus X%), this may be the year to revise that process. Remember that sales goals can be adjusted mid-year or even quarterly in times of market uncertainty. Major economic changes (e.g., pandemic, recession), account changes due to mergers and acquisitions, and major weather calamities are just a few of the reasons to have a second look at sales goals. Many organizations address the issue of market uncertainty by setting six-month or even quarterly sales goals. In organizations where sales are typically short cycle, regular review and adjustment of sales goals can be particularly effective.

2. Review Your Base Salaries

The most common pay mixes for sales representatives are 60% base/40% commission or 50% base/50% commission. Current high inflation rates, rising costs of housing in many metropolitan areas (up 32.4% in my metro Phoenix area), and the highest gas prices since 2008 may mean that base salaries are no longer competitive. And, salaries are going up. According to the Conference Board, overall wages increased faster in the third quarter

n The Merchant Magazine n April 2022

of 2021 than at any other time since record keeping began. The Conference Board and Society for Human Resource Management project salary increases of 3.8% to 4.0% for 2022. For high demand occupations in high growth areas, however, wages could increase by 6% to 8% as the economy opens and grows. It’s not uncommon for organizations to set base salaries for sales reps and then not pay much attention to them. 2022 is the year to review them to stay competitive as you recruit new reps and work to retain your current sales force.

3. Don’t Forget to Pay for Business Development

We hear a lot that 2021 was a great sales year, but that it will be difficult to replicate that in 2022 without finding new customers. Finding customers, however, takes time. By definition, business development is a long-term, strategic process that can focus on development of new markets and/ or products. In large organizations, there are often individuals or even teams who fulfill the business development role. In smaller organizations, however, the sales rep may be responsible for business development activities that require time commitments that lengthen or alter the sales cycle and result in less direct influence over customer buying decisions. If that’s the case in your organization, you may need to adjust your pay mix to recognize the importance of business development and the amount of time it may require.

4. Keep It Simple

Commission plans for sales positions can be incredibly complex. If you’ve done some research on modifying or enhancing your own plan, you’ve most likely encountered terms like “tiered,” “ramped,” “hurdled,” “clawback,” etc. All of these plan provisions can and do work well. Their complexity, however, requires more complicated adminisBuilding-Products.com

My organization’s sales goals and commission plan for 2022 are already in place. Why is it important to think about this now?

There are so many planned and unplanned events that can impact sales. COVID caused huge losses for some companies in 2020, and for others rising wholesale costs for products or materials eroded profit margins. With so much market uncertainty, it makes sense to view sales goals and commission plans as working documents, not something to be developed at year-end and put away until next year. Employers who want to compete for top-tier talent or retain their best employees must be strategic in goals and planning. tration and the ability of your internal systems to accurately track sales and related data. Simple works very well, especially in smaller organizations. Two plans that are common and can be effective are the gross revenue commission model and the gross margin commission model. The gross revenue model is constructed simply. It states that if a sales rep sells a product or service for $XXXX, they will receive a flat percentage in commission. This model is particularly effective in organizations that seek to expand their market share or enter new markets. The gross margin model is similar in construction. Instead of focusing on total sales, however, the focus is on profitability. Under this model, sales reps receive a flat commission percentage of the amount of a sale minus the expenses associated with that sale. For example, in an organization using a gross margin model and paying a 10% flat

JOIN THE

commission rate, a sales rep making a $10,000 sale with $4,000 of associated expenses would receive $600 (10% of gross margin/profit).

5. Consider Ditching the 100% Commission Model

Recruiting and retaining sales reps in 2022’s extremely competitive job market is a challenge for every organization. If your pay plan is structured as a commission-only plan, expect a particularly challenging year. Consider: ● First year turnover in commission-only positions is often as high as 90%. ● A survey conducted by U.S. News cited Sales Rep as one of the 10 worst jobs for millennials. The top reasons: low work-life balance and above average stress. Millennials currently make up 35% of the U.S. workforce. ● Although 100% commission plans are heavily used in insurance, real estate, and other industries where one or two customer contacts yields a sale or no sale, they don’t work well in industries with long sales cycles or in organizations where significant business development activities are part of the sales role. ● Competition for sales representatives is fierce. Using my home metro area of Phoenix as an example, Indeed.com showed over 20,000 (yes, that is the correct number of zeroes) sales positions open as of March 1. Susan Palé, CCP Vice President of Compensation, Affinity HR Group contact@affinityhrgroup.com

SUCCESS

IN 2022

TREATED WOOD PRODUCTS We inventory a comprehensive portfolio of pressure-impregnated wood products with the largest standing inventory in the west. FEATURED PRESERVATIVES • CA Type C Sedona Red .15 & .31 • CA Type C KDAT Green .15 • SBX Borate .17/.25 • CCA KDAT .40 (plywood) • CCA KDAT FDN .60 (plywood) FEATURED FIRE RETARDANTS (FRTW) • Hoover Pyro-Guard, interior - Red • Hoover Fire-X, exterior - Clear • Hoover Fire-X, exterior - Blue (DoD)

NEW EWP facility now open in Riverside!

DISTRIBUTION HIGHLIGHTS • Multiple inventory locations • Prompt delivery to CA, AZ, & NV

Knowledgeable Staff in PT/FRTW Applications WE ARE THE LUMBER LEADER Building-Products.com

PO Box 396 • 10761 S. Alameda Street • Lynwood, CA 90262 • 323.567.1301 • JonesWholesale.com

April 2022 n The Merchant Magazine n

SELLING WITH Kahle By Dave Kahle

Knowing your customers

“know your customers” has been proclaimed from the pages of marketing books and the lips of marketing gurus so often that it has become a cliché. However, it’s been my experience that, while everyone gives lip service to the concept, very few businesses really practice it. As a result, too many businesses scatter their sales and marketing efforts in a helter-skelter attempt to build the business. They squander their marketing resources and struggle to focus them where they will bring the best results. Sales remain flat; confusion and frustration grow. “Knowing your customer” means developing several complimentary processes for acquiring and using important information about your customers, and then regularly and routinely implementing those processes. Salespeople can use knowledge of their customers to manage their time more effectively and to refine and deliver attractive proposals and presentations. Sales managers can use it to direct salespeople to the highest-potential customers. Sales executives can use it to make effective decisions about products, pricing and sales processes. Knowledge of your customers is the most powerful of all a company’s accumulated information. Your ability to know your customers begins when you develop a database of useful information about your customers. If you have a CRM or ERP system, you probably have the mechanism necessary to manage this. If not, create an account profile form, and see to it that it is used regularly. he expression

An account profile form is a document full of questions or, more precisely, spaces for the answers to questions. If you are using CRM software, the account profile form can be several screens for each account. If not, you can create it on paper. Regardless of the media, the principles and processes are the same. In addition to the information about each business, you need another version of the form for each key individual within those accounts. That’s called a personal profile, and it’s the mechanism you use to collect personal information about the key decision-makers. Apply the same principles to the task of collecting personal information. You may end up with one document for the company and five to 10 personal profiles for all key people within that account. Here’s how to create this important systems tool. 1. Identify each of the markets to which you sell. You may sell to a number of different kinds of customers. Each different type of business should have its own version of the form. 2. Create a list. Begin the form by listing all the things you’d like to know about your account. For example, you might find it useful to know which competitors are currently involved in the account, who your customer’s customers are, what products they manufacture, etc. The key is to determine the information that is useful to you. Then, create the personal profile. List all the things that you’d like to know about the important individuals within that account, such as where they went to school, their interests and hob-

n The Merchant Magazine n April 2022

bies, who you may know in common, and organizations to which they belong. 3. Edit. Now, edit your list of ideas down to those pieces of information you consider most useful. Start with the basics—name, title—and add important business information, like how much of each product that account purchases each year, what kind of business it is, and who makes the buying decisions. 4. Design the form. Now, create the form with spaces for each of the answers to the questions you listed above. Don’t get too involved in creating the perfect looking document. No matter how thorough a job you’ve done, you’ll probably revise the form in a few weeks after you have some experience working with it. So, design something that is workable for now, and let your dayto-day use direct the fine-tuning adjustments that you’ll make along the way. 5. Implement. See to it that the form is used to collect information on every sales call. This doesn’t mean that you, or your salespeople, interrogate every customer. You can generally collect the information on the account portion in a formal session. When you do, your customers will generally be impressed with your professionalism and thoroughness. That formal approach won’t work for the personal portion. With this piece, you’ll need to review the form before each sales call, solidifying in your mind the information you already have and determining what’s missing. Then, in the course of the conversation, listen for missing pieces. Completing the form may take months of sales calls. 6. Refine. Review your master form from time to time and revise it as you get experience with it. You’ll soon determine what information is impossible to collect, and what really isn’t useful. If you’re using a computer, now is the time to load the revised form into your contact manager. 7. Refer to it. Store the information in a database within your organization. It is not enough to have salespeople keep the information on their laptops. Remember, this information is an asset of the company, and needs to be maintained in the company’s computers. From time to time, review the information you have collected. You can use it to help you make good marketing decisions, to continually refine your offerings to your customers, and to more precisely target your sales efforts. – Dave Kahle is a leading sales authority and author of books, including How to Sell Anything to Anyone Anytime (www. davekahle.com). Building-Products.com

WWPI SPECIAL ISSUE By David Koenig

Change continues for wood treaters

or many U.S. wood treaters, the last two years have been a time of record sales and extreme challenges, coping with unprecedented demand and volatile pricing in the midst of a worldwide pandemic. According to Culpeper Wood Preservers director of business development Chris Brown, “Lumber prices are sky high. Fuel and freight rates are rising daily. Labor shortages are still prevalent. With everything going on in our nation and overseas, we might see people sit on their money this year not knowing what the future holds for inflation.” Most treaters interviewed expect an eventual drop on the price side, as residential lumber sales drop back to preCOVID levels, while industrials likely hold steadier. Consequently, Brown says, “everyone is basically just plugging holes on inventory until that happens because

no one wants to be heavy on the inventory side.” Last year was also a period of significant consolidation, as several of the nation’s largest wood preservers got larger via acquisition (see below). The biggest move was Doman Building Materials purchasing Hixson Lumber Sales, which saturates eight Central states. Doman has begun converting the Hixson operations to DMSi Agility ERP, which it already uses at its California Cascade division facilities in the West. Hixson anticipates having all 19 Hixson treating plants up to speed by the end of this month, after which it will start upgrades at the Hixson sawmills. Industrywide consolidation is likely to continue. Stella-Jones, among others, stated it intends to continue pursuing “selective” acquisitions this year. Change will certainly remain a hallmark for treaters in 2022.

2022 Top Treaters

The following 14 companies are those that operate at least three treating plants in the U.S. They are ordered by number of facilities, not by production volumes. Stella-Jones has 12 pole-peeling plants and 40 treating facilities (26 of them in the U.S.) following its purchase last year of Cahaba Pressure Treated Forest Products and Cahaba Timber, Brierfield, Al. Treatments include CCA, creosote, CuNap, borates, MCA, CA and ACQ. UFP Industries has 193 affil ted operations in nine countries, including 23 treating plants from Colorado eastward, primarily along the East Coast, Midwest and Texas. Treatments include Prowood brand MCA, CA-C, borates and FRTW. UFP also owns Sunbelt Forest Products, Bartow, Fl., which acquired Spartanburg Forest Products in 2021 and now operates 11 plants in the Southeast and mid-Atlantic regions, utilizing Ecolife, TimberSaver borates, Preserve CA, Preserve Plus CA with water repellent, Wolman E MCA with BARamine technology.

Doman Building Materials, Vancouver, B.C., last year took over Hixson Lumber Sales, Carrollton, Tx., and its 18 treating plants, fi e specialty sawmills, two planers mills, and one large timber mill in the Central U.S. They offer MCA, C -C, EcoLife, CCA, borates and FRTW. Other Doman treating operations include Honsador in Hawaii, four California Cascade facilities in California and Oregon, and seven CanWel treatment plants in Canada. Great Southern Wood Preserving, Abbeville, Al., is among the nation’s highest volume treaters from its 15 facilities throughout the South, Midwest and Eastern Seaboard—the latest acquired last year from Escue Wood Preserving, Millwood, Ky. Its YellaWood brand family of products includes YellaWood Select and SuperSelect KDAT products, YellaWood Columns, MasterDeck

n The Merchant Magazine n April 2022

decking, and Rainwood with water repellent, plus fencing, railing, specialty products, fasteners, stains and sealants. Treatments are MCA, borates, FRTW, CCA and CA-C. Culpeper Wood Preservers, Culpeper, Va., operates 13 facilities in Virginia, Indiana, Maryland and the Carolinas, following its acquisition last year of Eden Wood Preserving and Coastal Wood Industries, Fruitland, Md., and Bestway’s treating facility Lancaster, Ma. Treatments include MicroPro MCA, Advance Guard borates, CCA, FlamePro interior FRTW, and CAC. Koppers Utility & Industrial Products, a division of Koppers Holdings, operates 13 industrial plants, concentrated in the Southeast plus Arbuckle, Ca., treating with CCA, penta, CuNap, and creosote. Hoover Treated Wood Products, Thomson, Ga., is best known as an originator of fi e-retardant treatments, but also operates 10 of its own treating plants, from coast to coast, offering Py o-Guard interior FRTW, Exterior Fire-X exterior FRTW, CCA, permethrin/IPBC-based Clear-Guard, Cop-Guard CuNap, Micro-Guard MCA, and Dura-Guard ACQ. Allweather Wood is the largest waterborne preservative-treated lumber manufacturer and distributor in the western U.S., with fi e treating plants in California, Colorado, Oregon and Washington. Treatments include borates, CA-C, CCA, MCA and interior FRTW. Bestway, Cortland, N.Y., has four treating plants (in New York, Pennsylvania and North Carolina) that offer olmanized Outdoor Wood, Wolmanized Heavy Duty CCA, and D-Blaze interior FRTW. Fortress Wood Products’ three plants in North Carolina produce MicroPro MCA and CCA, including KDAT. Biewer Lumber’s three treating plants (in Lansing, Mi.; Seneca, Il.; and Prentice, Wi.) have a combined annual capacity of 350 million bd. ft. of CA-C, MCA and Dricon FRTW. Southeast Forest Products, Montgomery, Al., operates three treating plants in Louisville and Nauvoo, Al., and Richmond, In., utilizing CA-C, Ecolife, MCA and borates. C.M. Tucker Lumber, Pageland, S.C., runs three plants in the Carolinas, treating fencing, decking, lumber and plywood with Ecolife, Preserve CA, Wolmanized MCA, and FlamePro interior fi e retardant. Conrad Forest Products treats in North Bend and Rainier, Or., and Arbuckle, Ca., using Wolmanized Heavy Duty CCA, Chemonite ACZA, Wolmanized Outdoor Wood CA-C, Sillbor/FrameGuard borates, interior and exterior FRTW, and QNap.

Building-Products.com

WWPI SPECIAL ISSUE By Belinda Remley

A BEAUTIFUL DINING area on a deck creates a relaxing experience. (Photos by Arxada)

Lumber Cart Crash Course

Pair products to provide profits post-haste

continues to grow and includes both smaller patios and decks and elaborate home extensions that contain full kitchens, large fireplaces, screened-in decks, and extensive entertainment areas. Outfitting outdoor living spaces from the concrete for footings all the way through to the very latest in stylish accessories can be what takes a project from finished to the envy of the neighborhood. When making suggestions to customers, here are items shoppers planning an outdoor project should consider adding to their cart: he outdoor living craze

Treated Wood

When it comes to backyard projects, pressure treated wood, like Wolmanized Outdoor Wood, is still the number one choice for its sustainability, versatility, and affordability. According to data from the Farnsworth Group, 40% of contractors and DIYers look to the store associate for information on pressure treated lumber prior to purchase. This is a great time to offer advice on the wood to choose for each application. For example, when thinking about the sub-structure of the deck, posts and joists should be treated to Ground Contact retention and the right dimensions selected to support the weight of the deck. This attention to detail at the

n The Merchant Magazine n April 2022

point of purchase helps to ensure the deck’s longevity. Other parts of a deck project can be made from treated wood. For example, pergolas and benches add character and dimension to a deck. Railings, which are not only necessary for building code compliance on a raised deck but add a decorative element, can be made from treated wood or various other materials such as metal, wire, etc.

Tools for the Build

While most of the necessary tools such as a drill, a level, and a circular saw used to build backyard projects are already found in a contractor’s or DIYer’s workshop, it’s important to mention more obscure items that may not be on the DIYer’s radar. Prior to construction, it’s necessary to include power tool accessories such as fresh saw blades and drill bits, measuring tools such as a chalk line and builder’s line, and personal protection equipment such as gloves and safety glasses to avoid needing to stop work in progress to replace a broken or missing item. The store associate checklist for deck projects should include quick drying cement for setting posts, deck screws and joist hangers, and end-cut solution to brush on the ends of treated wood as it is cut to size on the jobsite. It’s also imBuilding-Products.com

portant for the associate to understand and educate on the multitude of fastener options available and which ones are best suited for each part of a project.

Accessories

The accessories are the most exciting and inspiring part of a homeowner’s purchase, and the design items available to enhance outdoor living spaces are endless. Market research has shown that after railings, the most desired features homeowners add to a deck include an awning, a fire pit or fireplace, a BBQ smoker, a bar, and a kitchen. Another survey showed that the top items desired on a deck are a grill (gas or charcoal), furniture, lighting, outdoor tableware, pillows, and bird feeders. Other accessory recommendations could include an outdoor rug, an umbrella, ceiling fans, outdoor heaters, and a storage box. Any of these items can enhance the outdoor living experience and increase the retailer’s ticket size. A lumber aisle associate can engage with the customer to learn what their vision is for the project and help to make that vision become a reality.

Plants & Pottery

Nothing says relaxation and natural beauty like lush greenery; and since flowers and plants are also a desired add-on to a deck, it’s important to recommend this enhancement for the project. Enhancing the outdoor space with seasonal plants and beautiful pottery or treated wood planters transforms the deck into a peaceful oasis that draws people outdoors. Along with the obvious beauty plants bring to the hardscape, hav-

FIREPITS are among the top deck accessories.

ing them in and around the deck has many health benefits including improving mood, lowering stress and anxiety, and reducing fatigue, according to WebMD.

Additional Add-ons

When assisting a customer through the purchase process, a store associate should also keep additional projects and maintenance in mind. A customer could be looking to enhance their already existing structure with an updated handrail or adding a pergola. Or they may be looking for advice about the best way to clean and resurface a deck, and which products are best for that job. A knowledgeable sales associate can suggest the proper materials needed for maintenance such as water repellent and coatings. The associate can also recommend necessary items for other treated wood projects either for a weekend job—a new mailbox post or a raised bed garden—or a more complicated project—garden terracing, a retaining wall or a wood fence. More treated wood projects could include Adirondack chairs, a picnic table, or even a treehouse. The versatility of treated wood makes for endless project possibilities. Having materials, hardware, and accessories available to complete projects paired with knowledgeable, helpful associates prepared to help them through the buying process, you can ensure they return to your store for future purchases.

FURNITURE, PLANTS, outdoor rugs, and other accessories take a beautiful deck up a notch by creating additional living space out-of-doors. Building-Products.com

– Belinda Remley has been promoting the wood industry for nearly 30 years. She is a marketing communications professional with Arxada, preservative manufacturer behind Wolmanized Outdoor Wood (www.wolmanizedwood.com/homeowner). April 2022 n The Merchant Magazine n

WWPI SPECIAL ISSUE By Edie Kello

5 steps to provide value

to your entire selling chain H

website is a must for all businesses, but many sites are brochureware where prospects and customers come to your site to find information. Why not bring the information they can use directly to them? They would never know what you have to offer unless they were searching for it. They have most likely been to your store or website, but how often? And what were they looking for? In today’s businesses, little is just transactional. More and more, businesses need to add more value in service, training, marketing support, and industry expertise on your products throughout the selling chain. Product users need the information you have on your website such as product specifications, SDS, how to install instructions, what’s it made of, where can they purchase it, who can I contact to ask application questions, etc. Make it easy for users to contact you, but also offer up this information and send it directly to your industry partners who appreciate being kept up to date. Proactive marketing communication will help with all these needs. We know many building products have a long customer path to purchase. And there are many direct and indirect customers that need to know your products, such as: • Architects who specify your product • Code officials who make sure your product meets and is installed to code • Manufacturers who buy your product as a component • Distributors who sell to dealers • Dealers who sell your product to contractors • DIYers who install your product • Homeowners who use your product aving an informative

MAKE IT SIMPLE for customers and prospects to find out more about your company and products.

n The Merchant Magazine n April 2022

Building-Products.com

Your direct customer could be in the middle, the manufacturer who buys your product as a component or anywhere down the selling chain. However, everyone who touches your product needs to be aware of the applicable information to their role. Take these steps below to begin to offer more value to the audiences in your selling chain.

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

Make sure you have an information-rich website. Put your product information that is in the public domain, on your website in downloadable pdfs and content they can easily read for each of your direct and indirect customers.

Make sure you have contact information where they can immediately call, text, or email you versus only a form where they have to wait for you to contact them.

3. This step is the most important to engage with your

audiences on a higher value level. Add a slide-out newsletter sign-up form on your website to obtain a visitor’s email and interest area/company type. If you make the form too long, they will bypass it. This also gives you first party permission to email them.

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*.

Then, email the people interested in keeping up with news from your company. Your content should not be a 10-minute read. Shorter, to the point is better, i.e., “Meet us a booth #123 and register to win…,” or “New, free CEU course…,” “Common treated wood sizes and the preservative in them,” etc. Add links back to information on your website, other association site, or downloadable pdf. You can subscribe to an eNewsletter platform that offers templates and audience segmentation. When you create your email campaign, these platforms send personally addressed emails to your select audience(s), and report on email opens and link clicks. Your audiences will change, meaning new subscribers, unsubscribers and email bounces as contacts change job roles. Keep diligent updating your contact lists. Your lists don’t have to be huge to be effective. It is important you are offering information that is relative to your audience. It is a way to make personal contact providing something of value. Make sure your employees are included as an audience to keep them informed. They should be first to know what information is going out to your customers and associates. I usually wait 24 to 48 hours to notify our direct customers and then another 24 hours to email our other audiences. This gives your employees time to read the information before they receive calls from their customers and other audiences.

Share your information and news on LinkedIn and your social media sites. This helps keep your brand top-ofmind and provides information that customers will value. Does your competition do this? Be proactive and share information you are often asked for. Take the lead role, raise the benchmark in the value you offer your customers while educating the entire selling chain, and become the expert for your industry’s products. – Edie Kello is director of marketing for Viance (treatedwood.com), an industry leader in the development of wood treatment technologies and services. Reach her at ekello@viance.net. Building-Products.com

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

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

Providing Customer Satisfaction in All We Do

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

April 2022 n The Merchant Magazine n

WWPI SPECIAL ISSUE By Butch Bernhardt

ORIGINALLY FORMED as the Western Wood Preserving Operators Association in 1947, the organization became Western Wood Preservers Institute in 1963. WWPI’s membership today extends to 17 western states and two Canadian provinces.

WWPI celebrates 75 years serving western treating industry

and the products it represents, Western Wood Preservers Institute looks remarkably solid as it turns 75 years old this year. WWPI started in 1947 when a dozen companies met in Portland, Or., and agreed to pool together $22,000 to begin promoting pressure-treated wood. The objective was to capitalize on a post-World War II surge in construction and infrastructure expansion. From those humble beginnings, WWPI has become one of the leading associations in the preserved wood industry. Its membership features 25 wood treating companies—many operating multiple plants—and 49 other companies involved in the industry, from preservative manufacturers and sawmills to equipment makers and consultants. In 1947, creosote and pentachlorophenol were the dominant preservatives, used to treat utility poles, rail ties, marine pilings, bridge timbers and highway guardrail posts. As a result, the original staff of the association were engineers borrowed from the American Wood Preservers Institute. Fire retardant-treated wood was a fledgling product for the industry in the ike the industry

late 1940s, coming from the military where it was used to protect ship decks and structures from fire. Fire-retardant treated Douglas fir timbers were used to build massive blimp hangers that still stand today in California and Washington. After two decades focused on industrial and infrastructure uses of preserved wood, WWPI and the industry sought to create new markets—residential construction with do-it-yourselfers. This tracked with the migration to the suburbs, where people had larger yards and a desire to spend leisure time outdoors. What started with a handful of dealers in the Chicago area in the mid1970s exploded into a national boom of decks, fences, gazebos and retaining walls constructed with wood treated with CCA, or Copper Chromated Arsenate. CCA-treated lumber remained popular for outdoor construction for the next three decades, before it was voluntarily removed for residential construction in 2003 due to perceptions about the potential impacts of arsenate in the preservative. In the early 2000s, new copper-based preservatives moved in to replace CCA for residential preserved wood prod-

n The Merchant Magazine n April 2022

ucts. These preservatives include copper azole, or CA-C, in the West and micronized copper azole, or MCA, in the South. To assure regulators and buyers of the quality and performance of preserved wood, WWPI developed the CheckMark program. The CheckMark on treated lumber end tags indicates it was produced to national standards and meets code-mandated requirements. WWPI also pioneered the Best Management Practices, or BMPs, for preserved wood used in aquatic and sensitive environments. The BMPs are intended to reduce the amount of preservative that can move into the environment and WWPI’s work included development of an online modeling tool to determine any potential impacts from commercially available preservatives. Protecting preserved wood markets from excessive regulations has been a top priority throughout WWPI’s history. And the Institute has scored a number of victories. In 2015, WWPI successfully sued the U.S. Army Corps of Engineers to overturn a ban on the use of preserved wood over or in contact with wetlands in the Pacific Northwest. Most recently, WWPI earned apBuilding-Products.com

proval for emergency legislation to reestablish standards to allow disposal of treated wood waste in California. Dallin Brooks, WWPI executive director, says the future looks promising for the preserved wood industry. “The public is discovering how important preserved wood is to our infrastructure. We’re responsible for the utility poles bringing electricity to our homes, to the marine pilings, rail ties, guardrail posts and timber bridges that ensure the movement of essential goods,” said Brooks. “Preserved lumber is the board installed on every home protecting the rest of the structure. Millions of homeowners entertain and relax on decks, gazebos and outdoor furnishings built from preserved wood.” Brooks, only the fourth individual to lead WWPI in its history, is confident that the Institute’s long legacy will continue in this digital age. “We protect wood so it lasts for decades in service, taking that carbon out of the environment and locking it in place. Our raw materials are sustainable and by pressure treating, we can make the wood last long enough to grow a new tree to replace it,” he said. “Preserved wood is a great story for the 21st century and we are working hard to tell it.”

Building-Products.com

EARLY PRESERVED wood promotions focused on industrial products, such as treated wood utility poles, before moving into consumer markets such as decking and outdoor structures. Today, the PreservedWood.org website keeps users up to date on all applications for the wood products.

April 2022 n The Merchant Magazine n

WWPI SPECIAL ISSUE By Butch Bernhardt

Western treaters support PTW research

esearch on preservative-treated wood at Oregon State University (OSU) got a big boost from industry with two major donations. Western Wood Preservers Institute (WWPI) has donated $100,000 to the OSU College of Forestry to support construction of a pressure treating facility on campus. The repurposed facility will enable more versatile treated wood research, particularly into how to improve the treatment and durability of preserved wood, from sawn lumber and timbers to utility poles, railroad ties and marine pilings. In addition, the facility will function as an educational resource, allowing students in wood science to gain handson experience with the process of wood treating. In addition, Stella-Jones, Inc. donated an experimental treating cylinder for the new facility, saving the univer-

Rough TiMbeRs uTiliTy Poles

Borates CA-C

Above + Ground Contact

PRessuRe TReaTed luMbeR FiRe ReTaRdanT TReaTed luMbeR and PlyWood

Call the experts: • Robert Moore • Jim Winward

Utah Wood Preserving Co. 1959 soUth 1100 West Woods Cross, Utah Phone - Woods Cross: (801) 295-9449 FaX (801) 295-9440 Phone - salt lake (801) 262-6428 FaX (801) 748-0037

n The Merchant Magazine n April 2022

WWPI presented a check to OSU for its new treating facility on campus. From left to right: Eric Hansen, OSU; College of Forestry dean Tom DeLuca; Gerald Presley, OSU; Kyle Cassidy, Stella-Jones; Phil Schumock, Stella-Jones; WWPI executive director Dallin Brooks.

sity some $300,000 in equipment costs. OSU manages two industry cooperatives that conduct research on treated utility poles and the use of preserved wood in aquatic and sensitive environments. “This donation enables us to advance science related to pressure treated wood and wood products,” said Gerald Presley, the OSU assistant professor who directs the two research cooperatives. “OSU is now wellequipped to improve preserved wood products for better performance. With these donations, we will be better able to equip the next generation of leaders in wood science and engineering.” Building-Products.com

WWPI SPECIAL ISSUE By Butch Bernhardt

Guidance arrives for treated wood disposal in California

usinesses and consumers in California who need to dispose of treated wood waste, or TWW, now have a new online resource to help them meet state regulations for proper disposal.

TWWDISPOSAL.ORG provides assistance on proper disposal of treated wood waste in California.

The website TWWDisposal.org provides important information on disposal, including a list of state landfills that will accept the wood waste. For more than three decades, the state has maintained alternative management standards that require TWW to be disposed in composite-lined sections of landfills. In early 2021, those standards expired. As a result, TWW was considered hazardous waste and only one landfill in the state was able to accept it. Last fall, California legislators passed legislation to reinstate the alternative management standards and allow TWW disposal in more than 50 landfills throughout the state. As part of the legislation, the wood treating industry agreed to assist in educating Californians on the proper management of TWW. The new website includes sections on how to identify TWW as well as handling, storage, labeling and transportation requirements. Go to TWWDisposal.org to explore the regulations and recommendations for proper disposal.

Serving the Pacific Northwest for over 50 years.

253-863-8191 • 800-472-7714 westernwoodpreserving.com NatureWood®, Advance Guard®, and FlamePro® treated wood products are registered trademarks of Koppers Performance Chemicals Inc. and are produced by independently owned and operated wood treating facilities. © 4/2022

Building-Products.com

April 2022 n The Merchant Magazine n

WWPI SPECIAL ISSUE By Kim Merritt

PLUGS IN your pressure-treated wood? That’s typically a good sign.

Digging into plugged holes in treated wood

of pressure-treated wood products receiving your order or while shopping for items in the store, you may be surprised to see pieces containing plugged holes. If you are like most consumers, you may think, “That can’t be good!” On the contrary, it can be a good thing, and here’s why! Like all manufactured products, various quality control practices determine if pressure-treated wood products meet the specified minimum quality standards. To meet building code specifications; treated wood products must conform to industry quality requirements. These requirements are checked by the producing treating plant, and then the plant’s quality control process is audited by independent, third-party agencies that ensure plants produce treated wood products in accordance with industry standards. Finding these plugged holes in pieces of treated lum-

s a buyer

ber is evidence that this quality system is in place. The American Wood Protection Association’s (AWPA) Book of Standards provides the minimum specifications and practices for evaluating preserved wood. Most model building codes, including the International Building Code, will specify AWPA Standards,

QUALITY MARK gives assurance that the wood has been inspected by an accredited third-party agency.

n The Merchant Magazine n April 2022

or equivalent, as minimum acceptance criteria. The industry standards used to evaluate the level of treatment in wood products require a sampling process. The AWPA quality control measures used to evaluate the level of treatment in lumber products requires that the plant utilize a sampling process that includes collecting wood borings randomly from a minimum number of pieces within a given treatment batch or “charge.” These cores are taken by a special boring bit that cuts and removes a predetermined length core. The core sample is then observed to determine the depth of preservative penetration and the analysis of preservative retention in a specified, outer assay zone. The treating plant is responsible for applying this process on every charge of wood that it treats. The minimum preservative penetration and retention requirements must be met before a charge is considered conforming and Building-Products.com

SPECIAL BITS cut and remove borings from randomly selected pieces of just-treated wood. The borings can then be analyzed to determine the depth of preservative penetration and extent of retention.

released for shipment. Before shipment, however, the resulting boring holes used in the evaluation process must be filled with tight-fitting treated wood plugs to prevent easy access by

insects or decay fungi once in service. While these boring holes may appear a bit unsightly, they do not negatively impact the structural integrity or usability of the sampled piece.

Charges documented as conforming for preservative penetration and retention by the treating plant are subject to further sampling by accredited third-party inspection agencies as they audit the effectiveness of in-plant quality control procedures. The third-party inspection audit process includes the same sampling process, creating additional plugged pieces of wood. Under an accredited third-party quality audit program, plants in good standing may use the agency’s quality mark. Be sure to always look for these quality marks to find important information about your preserved wood products. Now that you understand how pressure treated wood products are evaluated, you will hopefully view the resulting plugged holes as reassurance that your product has been inspected and found conforming to industry standards. Enjoy your treated wood products with confidence! – Kim Merritt is director of the treated division of Southern Pine Inspection Bureau. For more information, please visit www.spib.org.

• Full Service Pressure Treated Lumber & Plywood • Cedar Deck Accessories • Specialty Decking Products Tacoma, WA 800-426-8430

Building-Products.com

April 2022 n The Merchant Magazine n

WWPI SPECIAL ISSUE By Belinda Remley

TREES ARE NATURE’S sustainable building blocks. “Preservatives ensure that wood lasts long enough for the new harvest to grow and mature,” says Western Wood Preservers Institute executive director Dallin Brooks. (Photos by Arxada)

Sustainable, natural, beautiful wood with preservative staying power I

said before, but it bears repeating. Wood is an ideal building material. For thousands of years, societies have built their infrastructures, their homes, their livelihoods with wood. Today is no different. Just look around the areas in which we live and it’s easy to spot wood building components–engineered wood in mid-rise and commercial applications, poles and piling supporting utility lines and docks, and lumber enhancing backyards across the country. “Wood is the ideal choice for a number of reasons,” says Eric Lummus, Arxada’s director of commercial operations. “It is harvested from managed forest lands that are continually replanted. It is easy to work with whether you’re a contractor or a DIYer. It is enhanced with preservatives that help it last. It is easily maintained. And, finalt may have been

ly, it is still affordable and readily available for purchase.”

Sustainable Wood.

Wood is nature’s sustainable building block that comes from an abundant natural resource that is easily and quickly replenished. It has excellent workability in all aspects of construction and, when preserved and used properly, can be designed to create outdoor living spaces that bring indoor comforts to the outside. Wood is a sustainable product that is responsibly sourced from managed forest lands. Trees used in the building industry come from forests grown as crops—much like cotton or soy is grown. They are harvested. The land is left to rest for a few months then replanted at the rate of approximately 400 trees per acre. The forest is maintained and cared for 30+ years before it is har-

n The Merchant Magazine n April 2022

vested again. Parcels of managed forest lands are in different stages of growth so that not all the forest is harvested at one time. During the growing process, the privately-owned forest land is home to wildlife and often used by birdwatchers and hikers. Between sawmills and product manufacturers, every part of harvested trees is used for poles, piling and dimensional lumber, pulp for paper mills, animal bedding, and mulch for gardens.

Preferable Wood.

Wood is as relevant as ever in today’s construction environment and is still relied upon as the building material that offers functional beauty. Wood’s design flexibility, strength and natural beauty allow it to be used for a wide range of construction from buildings to backyard projects. “Wood is not just for the enhanceBuilding-Products.com

ment of outdoor living,” says Brian Delbrueck, Arxada’s head of business development, wood specialties. “More and more engineered wood is being used in the construction of the world’s infrastructure. With wood’s characteristics, it is an excellent choice for midrise housing construction as well as for arenas and office complexes.” Whether it’s for a simple weekend project or a major construction project, wood is easy to use and adaptable to be modified on the job site. Wood can be stained to match existing construction or changed to suit current trends. It is easily sourced and will never be out of stock or discontinued. It can be used year-round and is easily maintained and repaired. Treated wood is the ideal building material for backyard projects. Because of its ease of use, do-it-yourselfers are able to use simple tools to complete weekend projects like decks, picnic tables, raised bed planters, retaining walls and more. For more complicated projects, contractors and builders also choose treated wood because of its strength properties, affordability, and because it is easy to work with and maintain.

ple construction. Other products can be added to mass timber during the glueline process. “These particular products have been used globally to protect CLT, glulam, and other engineered wood products for years.”

Affordable Wood.

The cost of treated wood is significantly less than other choices. Upkeep cost is minimal and could include cleaning and brightening, water repellent, and paint or stain. Preserving wood for a backyard project or for a mid-rise building enhances the value of the project. It offers owners peace of mind in the knowledge that their project will last.

Treated Wood.

Treated wood is a naturally beautiful building material that is easy to use and manipulate by contractors and doit-yourselfers alike. Once a residential project is built, the homeowner can enjoy an enhanced quality of outdoor living for years with minimal future maintenance. Likewise, structures built with engineered wood are both strong and beautiful and ready for immediate occupancy. To learn more, visit www. wolmanizedwood.com/home/education-center/whywood. – Belinda Remley is a marketing communications professional with Arxada (www. arxada.com), preservative manufacturer behind Wolmanized Outdoor Wood.

Enhanced Wood.

“The wood protection industry focuses on ensuring the wood used in construction lasts long enough for a new crop of trees to grow to maturation,” explains Dallin Brooks, executive director of the Western Wood Preservers Institute. “Preservatives offer protection that shield wood from its natural enemies.” In order to extend the life of wood, it is treated with preservatives that do not impede its natural beauty. During the treatment process, wood is infused with preservative that helps it last longer in any application. One example, Arxada’s Wolman E copper azole preservative has been selected for decades to enhance the performance of wood, making it resistant to termite attack and fungal decay. “Other products, such as anti-sapstains and FrameGuard preservative, can be sprayed onto wood to protect it from mold, moisture, termites and decay,” explains Brian. “While anti-sapstain products are specially designed to shield lumber during the milling process, FrameGuard preservative protects wood used in the construction of structures.” Brian says that the protection possibilities for wood do not end with simBuilding-Products.com

PRESERVED WOOD is ideal for many outdoor applications—pergolas, decks, raised bed gardens, fences and more.

USING PRESERVATIVES protects engineered wood from wood’s natural enemies—moisture, mold, decay and termite attack. April 2022 n The Merchant Magazine n

WWPI SPECIAL ISSUE By Edie Kello

Photo by Viance

Can pressure treated lumber be used for raised garden beds?

hile there is scientific consensus that treated wood can be used for garden and vegetable beds, the information below explains what chemicals are used in Viance ground contact treated wood for residential use and the results of numerous scientific studies. The American Wood Protection Association (AWPA) specifies the use of treated lumber for horticultural purposes to be Ground Contact. In the AWPA Book of Standards, copper azole (CA) and alkaline copper quaternary (ACQ) are listed preservatives for Ground Contact use in residential applications. CA is widely available under the brand name Preserve and is sold at 84 Lumber and independent lumber dealers across North America. ACQ is being replaced with CA-C or CA-B, prompted by the demand for quaternary needed in cleaning products due to the COVID-19 pandemic in 2020. CA and ACQ preservatives contain copper, the primary fungicide and termiticide in Viance’s Ground Contact product. The fungicide prevents soil fungus from attacking the lumber and works to deter insects, including termites. Copper is also a common fungicide for food crops used by consumers for growing vegetables and is a disinfectant in swimming pool chemicals. Of interest to the home gardener is whether any of the preservative components in treated wood used to construct a raised bed garden could render the food crop unsafe for consumption. The available evidence suggests no.

n The Merchant Magazine n April 2022

New Research Study in Progress

Dr. Gerald Presley, assistant professor at Oregon State University, began a small-scale study in 2020 on metal leaching in treated wood garden boxes. After one year, the data shows no difference in copper (Cu) content in vegetable matter harvested from treated or untreated boxes. Dr. Presley will plant each year, rotating crops, and monitor metals over a four- to five-year time period. The goal is to annually sample soil and crops to build a large, long-term dataset on many vegetables over the life of a garden box. Dr. Presley explains, “We still have a few more samples to process from year one, but from what we see now there does not appear to be any measurable impact of treated wood garden boxes on metal levels in vegetables.” Annual data from this study will be presented at the AWPA meeting and published in the proceedings. Data will also be available to members of the Environmental Performance of Treated Wood Research Cooperative in annual reports.

Prior Research

John Harrison, president of JRH Toxicology, a consulting firm specializing in scientific advice to the industry and government, writes in 2017 that CA and ACQ have been carefully evaluated for safety and registered by the Health Canada Pest Management Regulatory Agency (PMRA) for use in residential construction applications. He stated in a bulletin Building-Products.com

titled Treated Wood in Raised Bed Gardening, “Scientific evidence and data have shown that using pressure treated wood for raised bed or box gardening is safe to adults and children in terms of the plants grown and used in these containers.” He further explains, “All chemicals in consumer products have a toxicity and most are very low, so they are not a problem, especially those regulated by the federal government. This is also the case with currently registered wood preservatives that contain copper. In fact, small amounts of copper are necessary for human and plant life and termed “an essential trace element.” Dr. Scott Leavengood, associate professor, College of Forestry at Oregon State University, and director of the Oregon Wood Innovation Center, authored an article for the OSU Extension Service, titled “Raised Bed Lumber, Pressure Treated Safe?” In this article, Leavengood gives his opinion that the consensus among researchers is that the low levels of chemicals in preservative treated wood that leach out of the wood into the soil are likely to be taken up by the plants only in very small amounts. There has been no evidence to suggest that the level of the chemicals is significant enough to be of concern for human health. In a 2014 study, wood research scientists Love, Gardner and Morrell at Oregon State University found that in growing radishes, carrots and potatoes in a copper azole treated Douglas-fir planter, the copper levels were not higher in roots or tubers of radishes, carrots or potatoes compared to

beds constructed from untreated wood. They also stated that when people are concerned about the migration of wood preservatives, they can use polyethylene (plastic) to line the inside of the planter. Their scientific results indicated that although plastic lining is “not entirely necessary,” it can be used if there are safety concerns. The use of a plastic barrier will also extend the life of the preserved wood and help keep the raised bed garden soil within the bed area. For proper drainage, the plastic material should not be used underneath the raised bed garden. Safe practices for working with treated wood recommend treated wood not be used where it may come into direct or indirect contact with drinking water or a component of food, animal feed or beehives. The USDA prohibits treated lumber for soil contact use in their certified National Organic Program published in 2011. The updated draft dated September 5, 2018, states that CA and ACQ are not currently allowed because they are not included on the National List of allowed synthetic materials (7 CFR part 205, page 425). Viance recommends for those who have concerns to line the interior walls only with heavy plastic sheeting. There have been no justified claims that today’s treated lumber causes any negative effects from leaching into the soil. – Edie Kello is director of marketing for Viance (treatedwood. com), an industry leader in the development of wood treatment technologies and services. Reach her at ekello@viance.net.

New series details green benefits of treated wood

onsumers are becoming more aware of the environmental impact of the products they are buying. For preserved wood, a new series of information sheets will help answer those questions and increase the public’s understanding of the green benefits of this wood. PreserveWise is a new series of publications developed by WWPI that provides critical information on how preserved wood is an environmentally friendly choice for building materials. The first in the series, “Sustainability of Preserved Wood Products,” was released in early March. The twopage guide reviews why wood offers many advantages over other materials, from the sustainability of our forest resources to the longevity of preserved wood in service. It notes that pressure treating wood products can keep in place for decades, long enough to grow a new tree that can become a replacement. Three more titles are planned in the series. These include preserved wood and carbon sequestration, life cycle assessments comparing materials and the safety of today’s preservatives. The PreserveWise sheet on sustainability can be downloaded at no charge from the online technical library at www.preservedwood.org.

NEW SERIES of info sheets digs deep into the environmental benefits of pressure treated wood

Building-Products.com

April 2022 n The Merchant Magazine n

Woodgrain to Acquire Huttig

Woodgrain Inc., Fruitland, Id., has agreed to purchase national distributor Huttig Building Products, St. Louis, Mo., in an all-cash transaction valued at $10.70 per share, or approximately $350 million including the assumption of debt. The deal, expected to close in the second quarter of 2022, is subject to regulatory approval and was unanimously approved by the Huttig board. Woodgrain is a leading millwork company, with six divisions and over 30 manufacturing and warehouse facilities in the U.S. and Chile. Huttig, now in its 138th year of

business, is one of the largest domestic distributors of millwork, building materials, and wood products, with 25 distribution centers serving 41 states.

Brooks Using UltraArm NXT

Brooks Manufacturing has begun production of crossarms with Viance’s UltraArm NXT at its manufacturing facility in Bellingham, Wa. Serving utilities across the country, Douglas fir crossarms will now be treated with the environmentally advanced UltraArm NXT with DCOI. DCOI is the active ingredient, whose properties are also used in Ecolife residential decking, marine antifouling paint,

51' wide shed designed to allow enclosing in the future

shower curtains and many other consumer products. Shannon Terrell, Brooks president and CEO, said, “UltraArm NXT offers an environmentally advanced preservative that aligns with our mission to provide the highest quality crossarms in the industry. Brooks’ wood products originate from sustainable forests that are managed to meet the social, economic and ecological needs of present and future generations.”

NEWS Briefs Ojai Lumber Co ., Ojai, Ca., celebrating its 75th anniversary, is now for sale with the coming retirement of owners Richard and Sheryl McArthur. Sustainable Green Team, Ltd., Apopka, Fl., is taking over the former Interfor mill sites in Forks and Beaver, Wa., hoping to be up and running within two years.

Building Material Distributors , Galt, Ca., will distribute Spartan Railing’s frameless glass railing system to dealers in California and select counties in Nevada.

Beacon opened a new OTC (On-Time and Complete) hub in Pico Rivera, Ca.

The easiest way to manage your complex storage and handling needs is to leave them to us.

Ipé Woods USA, Salt Lake City, Ut., opened a new warehouse and contractor showroom in Kennesaw, Ga. LP Building Solutions finalized the sale of its 50% equity interest in two Canadian joint ventures that produce I-joists to Resolute Forest Products.

For over 30 years, we’ve designed and built complex, comprehensive solutions for large lumberyards and wholesalers like you. We understand the scope of your business and will build solutions for you on time and on budget. What could be easier? If you’re thinking of expanding or improving your yard, just give us a call to find out how easy we can make it for you.

CRH plc agreed to sell Oldcastle Building-Envelope to KPS Capital Partners for $3.45 billion. Cornerstone Building Brands

agreed to be acquired by affiliates of Clayton, Dubilier & Rice.

Stanley Black & Decker, New Britain, Ct., is pursuing repurchase of $2 billion in company’s common stock. American Wood Council

CT-Darnell.com

Sunbelt-Rack.com

800-353-0892

n The Merchant Magazine n April 2022

has released an update to the mobile apps and web-based Maximum Span Calculator for Wood Joists and Rafters to include the design values as found in the 2018 National Design Specification for Wood Construction Supplement. Building-Products.com

REDWOOD

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

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

Call us at 707.894.4241 Visit us at buyRedwood.com

TAL Holdings Buying Orofino Builders Supply

TAL Holdings, Vancouver, Wa., has agreed to acquire five-unit Idaho dealer Orofino Builders Supply, including five locations in Grangeville, Kamiah, Lewiston and Orofino, Id. Last year TAL entered Idaho, as well as Montana, when it bought four Badger Building Centers. “Finding the right partner was very important to us,” said fourth-generation owner Will Crockett. “TAL understands the importance of upholding our legacy while at the same time investing in continued growth. We are excited to benefit from the resources and scale of a larger organization.” The chain was founded in 1928 by his great-grandfather, Oren Crockett. The yards are expected to open as part of the TAL family on April 11. Orofino’s individual locations currently operate under several names. In the coming months, all five will transition to the Best Built Builders Supply banner. “The change, which was initiated by Will and his team before acquisition discussions began, will unify the brand and create consistency for employees and customers,” Blair said. “We will continue to use the Windows, Doors

& Store branding for design centers as a sub-brand of Best Built Builders Supply.” TAL currently operates 19 locations including Badger Building Center, Bayview Building Supply of Elma, Browne’s Home Center, Gerretsen Building Supply, Lake Chelan Building Supply, Marson & Marson Lumber, Midway Building Supply, Mount Vernon Building Center, and Tum-A-Lum Lumber.

Metrie to Acquire EL & EL

Metrie, North America’s largest manufacturer and distributor of MDF millwork solutions, has reached a definitive agreement to acquire Chino, Ca.-based EL & EL Wood Products Corp., two-step distributor of moulding, millwork, and door products across the Southwest U.S. “Metrie is growing,” noted president and CEO Kent Bowie. “However, we (previously) had a relatively small distribution footprint in California, the fifth largest economy in the world. This acquisition strengthens our efforts to provide the millwork industry with innovative solutions and will solidify our leadership position for customers across all North American markets. Im-

n The Merchant Magazine n April 2022

portantly, Metrie and EL & EL share similar values and approaches to our service offering. We are both family-owned and have been nurturing our customer partnerships for generations with a long-term view to success.” “This transaction is the perfect one for the EL & EL team,” agreed EL & EL president and chairwoman Cathy Wong. “We have been family-owned for more than 50 years, and we want to ensure the excellence of operations and customer service, for which EL & EL is rightly proud, continues long into the future. It is time for me to pass the baton forward. We know that Metrie will take great care of that service promise and continue to grow the business and the relationships with our customers across the Southwest.” Based in Vancouver, B.C., Metrie operates six solid wood and MDF manufacturing facilities, plus 24 distribution centers in the U.S. and Canada.

Bond Will Fund Big Plans for Arizona’s NewLife

NewLife Forest Restoration LLC, Bellemont, Az., has raised new funding to scale its forest restoration activities and reduce the incidence of catastrophic wildfires. The company closed a $200-million “sustainability-linked” bond financing to fund the expansion of NewLife’s wood products manufacturing facilities and forest restoration capacity, enabling a significant increase in annual acreage restored. The bond issued by the Arizona Industrial Development Authority is one of the first of its kind in the U.S. “green bond” market and mandates specific forest restoration targets. “These funds transform our company’s ability to lift Arizona’s forest restoration efforts to the much-needed level of scale,” said NewLife CEO Ted Dergousoff. “Not only will we accomplish our core mission, which is to restore the health of the forests and prevent wildfires, but we will make the whole industry sustainable and profitable.” NewLife will use the proceeds of the bond to complete the build-out of its 425,000-sq. ft. industrial facility in Bellemont, which will include a new highspeed sawmill, planer mill, and dry kilns. It will also double the capacity of its engineered wood products plant and significantly expand the capacity of its Lumberjack sawmill near Heber, Az. Production from the new sawmill will commence in the next six months and scale to full capacity in 2023.

Building-Products.com

SDWS FRAMING Screw

SDWS TIMBER Screw

SDPW DEFLECTOR Screw

Strength and selection are always in stock. SDWH TIMBER-HEX Screw

SDW TRUSS-PLY Screw

SDWC TRUSS Screw

SDWH TIMBER-HEX HDG Screw

When it comes to structural fasteners, Strong-Drive® is the only name dealers need to know. Our professional-grade screws and nails are precision engineered for strength, versatility and reliability. With innovative designs that make driving fast and easy, the entire Simpson Strong-Tie® Strong-Drive line helps keep installed costs low while meeting the highest demands. Our broad selection of fasteners is available in a wide variety of lengths for any application. Whether your customers are framing a structure, retrofitting a building, renovating a home, or repairing a deck, dock or pier, there’s no better way to get the job done. Stock up on Strong-Drive fasteners. Visit go.strongtie.com/strongdrive or call (800) 999-5099. © 2022 Simpson Strong-Tie Company Inc. SD21D

MOVERS & Shakers Shannon Smith, ex-Boise Cascade, has joined the sales/procurement team at Eagle Forest Products, Eagle, Id. Aaron Fleming, ex-Seneca Sawmill, is a new sales account executive with Elk Creek Forest Products, McMinnville, Or. Tom Johnston has been promoted to location mgr. at Parr Lumber, Woodinville, Wa. Jeff Owenby was promoted to assistant mgr. in Marysville, Wa. John Taylor is retiring April 29 after 46 years in the industry, with Simpson Building Supply, Weyerhaeuser, Louisiana-Pacific, a n d f i n a l l y Ta i g a B u i l d i n g Products, Rocklin, Ca. Harrison VanKalmthout is new to inside sales at Taiga in Rocklin. Jason Foster, ex-Simpson StrongTie, has moved to Huttig Building Products, Sacramento, Ca., as a MoistureShield specialist. Thomas Robb is a new lumber trader at Blanca Forestry, Blanca, Co.

Danny Osborne, ex-Shasta Green, is the new lumber sales mgr. at South Coast Lumber Co., Brookings, Or.

Thomas Keep, Beacon Building Products, Portland, Or., has been promoted to district buyer.

Jimmy Mason was named executive VP/general mgr. of OSB at LP Building Solutions. Tony Hamill succeeds him as VP-siding manufacturing. Jason Ringblom is now executive VP/GM of siding.

Mark Campbell, ex-Mill Supplies, has joined Do it Best, Fort Wayne, In., as product mgr.-member catalog. Also new are Jake McGee, LBM sales support coordinator; Stephanie Hutsell, product sales mgr.; Brianna Wells, e-commerce mgr.; and Andrew Foutz, outbound logistics specialist. Recently promoted are Michelle Hutker, now an associate building materials trader; Jenna Myers, merchandise mgr. for outdoor living & holiday; Brian Billman, supply chain & inventory replenishment mgr.; Megan Millsap and Erin Smith, managed marketing specialists; Ashley Kenworthy, organizational change mgr.; Meagan McNeal, marketing services mgr.; Allison Meyer, communications mgr.; Ken Sorg, infrastructure project d i r e c t o r ; S h a n n o n Vo l l e n , rebate coordinator; and Jessica Waggoner, e-commerce mgr.

Amy Bass Messersmith has been appointed chief people officer for Builders FirstSource, Dallas, Tx.

Chris Moudy, co-mgr., 84 Lumber, Clovis, Ca., was named the chain’s Rookie of the Year.

Kyle Delong is now Boise, Id., territory mgr. for Sierra Forest Products. Brennan Emory, ex-E&E Lumber, has joined Matheus Lumber Co., Woodinville, Wa., as inventory mgr. Abigail Messegee is a new technical sales rep at RedBuilt, Portland, Or. Michael Sivucha has been appointed chief operating officer for Taiga Building Products, Burnaby, B.C. Patrick Heninger has been promoted to plant mgr. at Milgard Windows & Doors’ Simi Valley, Ca., facility.

n The Merchant Magazine n April 2022

Building-Products.com

Dallin Brooks has been appointed executive director of the National Hardwood Lumber Association, after 10 years of leading the Western Wood Preservers Institute. Anna Prentice has been hired as an intern at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

DA, PRO Group Unite as Hardlines Distribution Alliance

Buying groups Distribution America and PRO Group have merged into Hardlines Distribution Alliance, a Denver, Co.-based service management company representing more than 65

Building-Products.com

member distributors nationwide. Shari Kalbach, formerly VP and COO of PRO Group, is now president of HDA. With the formation of HDA, the organization will be able to offer more robust programs and services to its distributor, manufacturer and dealer partners. Steve Henry, CEO of House-Hasson Hardware and chairman of HDA, said, “The synergies we will all benefit from by combining the best of DA and PRO will enable us to better position customers for success in the highly competitive hardware and home improvement marketplace. House-Hasson is excited about the future of HDA and the reimagined powertrain that will drive success and opportunity.”

In addition to advertising, marketing and merchandising services, HDA boasts over $7 billion in annual purchasing power. One driving factor for the merger was the successful Executive Planning Conference that brings together DA and PRO members in one setting. “The industry saw tremendous benefit when DA and PRO came together in 2003 to establish the annual Executive Planning Conference,” said Dave Christmas, CEO at Distribution America. “It is that same vision which will allow Hardlines Distribution Alliance to perform key advertising and merchandising services for all HDA members with a stronger platform than either entity could have achieved independently.”

April 2022 n The Merchant Magazine n

PLIB Offers Web-Based Calculators

Calling them “the most comprehsnsive lumber span calculators we have ever produced,” Pacific Lumber Inspection Bureau has unveiled three new web-based calculators that provide users with previously unavailable digital structural lumber design tools. PLIB’s Design Value Comparison Calculator, the first of its kind, allows users to determine the applicable design values for an unlimited set of species combinations. “The issue of having multiple species to jobsites is not new,” explained PLIB president Jeff Fantozzi, “but with the increased use of imported lumber in recent years, we’ve been getting more and more calls for help from code officials, job superintendents, and engineers attempting to determine the applicable design values for species and species groupings they hadn’t encountered before.” In 2021, challenges created by the need to deal with multiple species on jobsites surfaced in North Carolina resulted in disruptions on construction sites and at distribution yards. “We developed the Design Value Comparison Calculator in response to this issue specifically,” Fantozzi said. With the tool, users can enter any number of grade/species/region combinations they see on grade stamps to generate a table showing design values and specific gravity values for each individual grouping, while also highlighting the values that are applicable to the group as a whole. According to Henry Morris, director of engineering for PLIB, “The tool saves wood designers, lumber brokers, and code officials hours—time they previously spent having to mine data from spreadsheets or printed tables. It vastly simplifies the use of virtually any structural lumber one might encounter in North American markets.”

DESIGN VALUE Comparison Calculator is one of three new digital design tools offered by the Pacific Lumber Inspection Bureau

PLIB’s new Span Options Calculator allows users for the first time to generate a set of lumber size options capable of achieving spans based on user-entered design criteria and species information. A new Max Span Calculator provides the maximum span length, along with bending, shear and bearing strength values for any combination of grade and species or species group based on user-entered criteria. The calculators include data for virtually any softwood lumber species one might find in use in North America, along with a range of hardwoods that could be used in structural applications. Free to use, the calculators can be found at www. plib.org/resources/calculators.

Wood Preservative and Pigment Analyzer Test All Preservatives & Pigments Using One Instrument

Applied Rigaku Technologies, Inc. 9825 Spectrum Drive, Bldg. 4, #475, Austin, TX 78717 USA T +1-512-225-1796 | F +1-512-225-1797 www.RigakuEDXRF.com | info@RigakuEDXRF.com

n The Merchant Magazine n April 2022

Building-Products.com

April 2022 n The Merchant Magazine n

Capital’s Boards Brews & Screws

CAPITAL LUMBER, Chino, Ca., staged a “Boards Brews & Screws” customer event March 10 at Golden Road Brewing in Anaheim, Ca. The evening of education and entertainment included dinner, drinks and demos with several key Capital vendors. (Above) Capital marketing manager Bill Gaita. (Upper right, l-r) WC Construction Services’ Danny & Amanda Flores, Brett Campagna, William Cota, Capital product manager Chris Freeman, Alyssa Cota.

See our first Merchant ad on Page 68!

n The Merchant Magazine n April 2022

Building-Products.com

April 2022 n The Merchant Magazine n

GETTING READY to break ground on Patrick Lumber’s new Timber Hall (left to right): Donna Jones, Brad Mehl, Jack Alley, John Quast, Mark Gray, Zack Halsey, Preston Johnson, Natalie Heacock, Chelsea Brown, Cam Stevens, Dave Halsey, and Kalayna Crook.

Patrick Lumber Shows Off on St. Patrick’s Day Patrick Lumber Co., Portland, Or., celebrated its annual St. Patrick’s Day party for the first time at its remanufacturing facility in Philomath, Or. The event opened with mill tours for guests. A highlight was a groundbreaking ceremony at the Philomath site for a “Timber Hall,” described by Chelsea Brown as “a place to gather, learn, allow for the sales team to work remotely,

The hub helps homeowners design and build projects with ease by offering step-by-step planning and checklists that are accessed on one dashboard. “Sometimes, it can be overwhelming to start out with a blank slate,” said Molly Werner, senior brand manager. “The Outdoor Project Hub is the perfect online tool for helping MoistureShield customers seek inspirational design ideas, select the right products, and find a contractor who can turn their dream deck into a reality.” The hub guides users through the entire planning process. Once they select a product, the tool utilizes a checklist to stay on track with deck size, budget, timing and amenities. Finally, users can search the “Find a Contractor” database and share the project as a PDF to start building.

and entertain guests.” The open house was followed by a reception at Oregon State University.

MoistureShield Launches Hub

Bringing a dream deck project to life has never been easier than with the MoistureShield Outdoor Project Hub, a new online tool that helps users create the perfect outdoor oasis.

MOISTURESHIELD’S new Outdoor Project Hub makes it easier to design and plan deck projects.

Ultra-Resistant MDF

DeWalt’s new Xtreme 12V MAX* 5-3/8” Circular Saw (DCS512B) delivers powerful and accurate cutting performance across a wide range of materials. Features include a built-in rafter hook for convenient storage on the jobsite, an electric brake that quickly stops the blade after the trigger is released, an LED light for increased visibility and cut accuracy, and optional dust collection to minimize dust during cutting. A built-in rafter hook allows for convenient storage on the jobsite.

Roseburg Forest Products’ new Armorite Exterior MDF is a no-added formaldehyde MDF panel treated with a proprietary biocide to resist moisture, rot, decay and insects, including Formosan termites. Engineered for machinability, it reportedly provides the best performance in the market for profiling, cutting and custom designs. It is manufactured from western softwoods to provide superior strength with less weight, ensuring easy nailing, machining and finishing. ® Fabricators will appreciate all the design flexibility they are accustomed to with interior MDF panels, but with the added benefit of withstanding the rigors of exterior environments, high moisture, and humidity.

n DEWALT.COM (800) 433-9258

n ROSEBURG.COM (800) 245-1115

Sub-Compact Cutting

WHOLESALE DISTRIBUTOR OF TREATED LUMBER & PLWOOD, INCLUDING:

EWP BIG TIMBERS/LONG LENGTHS DISTRESSED WOOD

D-BLAZE® FRTW

D-BLAZE FIRE RETARDANT TREATED WOOD FOR FIRE RATED ASSEMBLES & INTERIOR APPLICATIONS UL FR-S Classified Plywood & Lumber Building Code Compliant under ICC-ESR 2645 California CSFM BML Listings for D-Blaze Plywood and Lumber Low Smoke and Flame Development. No VOC’s of Formaldehyde City of Los Angeles Research Report: RR 24502 ACQ .40-TREATED DOUGLAS FIR 2X4 -2X12 (8’ TO 20’) 2X14 (16 TO 20 & 24) 3X4 - 3X12 (8’ TO 20’) 4X4 - 4X12 (8’ TO 20’) 4X14 (16’ TO 20’ & 24’) 6X6 - 6X12 (8’ TO 20’ & 24’) BORATE-TREATED DF 2X4 - 2X6 (8’ TO 20’)

3X4 - 3X8 (8’ TO 20’)

Larger pieces available depending on current inventory Custom Treating Available 50

THE FINEST TIMBERS n The Merchant Magazine n August 2021AVAILABLE,

Building-Products.com

DELIVERED TO CUSTOMERS

Merchant 8-21_Layout.indd 50

ACCURATELY, HONESTLY & ON TIME.

n The Merchant Magazine n April 2022

7/28/2021 1:02:49 PM

SANTA FE SPRINGS, CA WWW.HUFFLUMBER.NET (800) 347-4833

Building-Products.com

April 2022 n The Merchant Magazine n

NEW Products

Joist & Beam Tape

Premium Sublflooring

Huber Engineered Woods’ new AdvanTech X-Factor is a new class of premium subflooring with a fade-resistant, water-shedding surface on a high-performance engineered wood panel. Featuring a built-in water-shedding top layer, the product takes the moisture resistance home builders expect from an AdvanTech panel to the next level and pairs it with AdvanTech subfloor adhesive for a Squeak-Free Guarantee. Its protective top layer provides a smooth, even, premium subfloor surface that is marker-friendly and easy to clean. n HUBERWOOD.COM (800) 933-9220

Altenloh, Brinck & Co.’s new SPAX deck joist and beam tape is designed to extend the life of wooden decks. Placed directly on the top of joists and beams, it acts as a moisture barrier. Strong, durable and flexible with UV resistant facer, it forms a tight seal around deck fasteners to prevent moisture penetration. It’s stable at high temperatures without dips, stains or oozing. Its ridged polyethylene surface is slip resistant. The tape applies quickly and easily to horizontal and vertical surfaces including all joists, double joists, beams, stair stringers, stair treads, ledger board, and other surfaces Offering a 10-year limited warranty, it comes in two widths: 1-5/8” Joist Tape for joists and 3-1/4” Beam Tape for all double joists and beams. They are packaged in individual 75-ft. rolls and in master cutcase cartons of 16 rolls of joist tape and eight rolls for beam tape. n SPAX.US (888) 222-7729

Seamless Entry

Simpson Door Co. has expanded its Nantucket Collection to include an option with no face pins for a high-end, polished appearance. Mortise-and-tenon construction has historically used face-driven pins, which nixes stile and rail separation for a strikingly beautiful, long-lasting exterior door. Now available with optional joinery, the new doors feature a grooved grip tenon that bites into the mortise to provide a secure, airtight assembly with no face pins. n SIMPSONDOOR.COM (800) 746-7766

n The Merchant Magazine n April 2022

Stylized Doorglass

The latest in stylized doorglass designed for the modern homeowner, Dorian and Ryder from ODL emphasize today’s trends in architecture—crisp lines, simple colors, and interesting patterns. Their fresh lines offer minimalist, geometric patterns and textures that bring style and privacy to the front door. n ODL.COM (800) 253-3900 Building-Products.com

THE POSSIBILITIES KEEP GROWING:

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

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

Call us at 707.894.4241 Visit us at buyRedwood.com

The pruner makes smooth, swift cuts with its non-stick coating and easy-to-switch blades, and also comes equipped with a tool for blade changes.

Hybrid Sealants

Professionals and DIYers alike will be amped to try DAP’s new advanced hybrid sealants that outperform silicone and provide maximum performance for n DEWALT.COM every project. (800) 433-9258 AMP advanced hybrid sealants offer a wide variety of project and application solutions. Developed for both exterior Rough TiMbeRs applications—such as windows, doors, siding, trim, gutter, flashing and concrete—and interior uTiliTy Poles applications like kitchen and bath projects, the line delivers a PRessuRe TReaTed 100% weatherproof and waterFence Planner Software luMbeR proof seal. It can be applied on Borates Simpson Strong-Tie has launched Fence Planner wet and damp surfaces, offers Long Island Decking Software—a robust, easy-to-use solution for simpliCA-C FiRe ReTaRdanT extreme temperature use MOSO of 0°F MOSO North America’s thermally modified fying and streamlining the fence planning process to to 140°F, features fast and effiTReaTed luMbeR Above + Ground Contact Bamboo X-treme is now available in a pre-grooved create customized designs, compile a complete matecient 30-minute paint and rain/ 1x4 for lovers of the classic Long Island-style look. rials list, and build a strong, safe fence. and PlyWood water andkept is backed The 4” decking has longready beentimes, the best secret Like Simpson Strong-Tie’s Deck Planner Software by a lifetime mold and in the wooden deck market. Thinner boardsmildew meant and Pergola Planner Software, the app is free and resistance guarantee. thebenefits experts:dealers, less movement and more stability before current lumeasy to use for homeowners.Call It also The line features Kitchen & • Robert Moore • Jim Winward ber drying became popular. who can participate in a licensing program offering Bath; Window, Sidingand & MOSO X-treme boasts a Class ADoor, fire rating three tiers of co-branded or fully branded visibility Trim; Self-Leveling Concrete; a 25-year warranty against rot and decay. It is also within each app, increasing their own brand awareand1x6 Gutter & Flashing sealant. available in traditional decking and wide 7”. ness and driving product sales.

Utah Wood Preserving Co. 1959 soUth 1100 West Woods Cross, Utah

n DAP.COM n MOSO-BAMBOO.COM n GO.STRONGTIE.COM/OUTDOORLIVING Phone - Woods Cross: (801) 295-9449 FaX (801) 295-9440 (800) 543-3840 (800) 999-5099 Phone - salt lake (801) 262-6428 FaX (801) 748-0037 (855) 343-8444

Gemini Forest Products Specializing in forest products for industry professionals

Los Alamitos, CA 562.594.8948

Stockton, CA 415.859.5544

www.geminiforest.com

Industrial and Treated Lumber Specialists

The Merchant Magazine n

Merchant 12-21_Layout.indd 44

November 2021

Building-Products.com

C&E LUMBER COMPANY

10/28/2021 9:44:53 AM

1 1/2” to 12” Diameter in Stock.

SPECIAL QUOTES

n The Merchant Magazine n April 2022

Building-Products.com

Uncertainty Makes It Hard to Know When to Buy But Idaho Timber’s Just-In-Time Service Makes it Easy: n Get just what you want right when you want it, in highly mixed trucks of

dimension, studs and special trims. Delivered mill-direct in 24 to 48 hours, you can profitably sell each load before a market move impacts its value.

n Your inventory turns 4 times faster with our just-in-time truck service than if

you buy railcars. Reload costs are eliminated and you can have a truckload sold and on your A/R before payment is even due. All this does wonders for cash flow. And fast, mixed trucks make it easy to keep stock in balance.

n Lumber metered in by truck takes 80% less space and capital than when

supplied by car. With all that space and cash freed up, your wood may all fit under roof where it will yard better and sell better, and you’ll have room and funds for higher margin products to further improve your bottom line.

Idaho Timber’s just-in-time service accelerates inventory turns and shrinks carrying costs. When your lumber moves this quickly and profitably, your risk from market moves is so minimal you can confidently replenish stock at any time.

Maximum Performance. Minimum Risk.

(800) 654-8110 Building-Products.com

April 2022 n The Merchant Magazine n

All-Directional Forklift

Combilift’s new Combi-MR4 four-wheel, electric-powered multidirectional reach-truck incorporates Dynamic 360° steering, which provides rotation on each wheel, enabling seamless directional change of the truck while on the move. The system allows the ultra-agile forklift to work in forward, sideward and crab steer mode. Developed with a very low platform to maximize storage density, the forklift comes in two models, with capacity ranges up to 10,000 lbs., and can operate in aisles as narrow as 8 ft. To maximize all vertical storage space in racking systems, the wheel configuration of two drive wheels at the rear and two sets of smaller dual front wheels provides a platform height as low as 15”. Other features: a high visibility stand-up or sit-down operator cabin, AC-electric power steering, articulated rear axle with two rear rubber drive wheels for optimum traction outdoors, and multi-function joystick controlling hydraulic mast functions and travel direction. n COMBILIFT.COM (877) 266-2456

Drizzled Entries

ODL has introduced Mistify doorglass, a playful combination of pattern and texture. The black drizzle pattern is fused to softly textured glass, resulting in a mesmerizing statement piece for any modern entryway. n ODL.COM (800) 253-3900

n The Merchant Magazine n April 2022

Building-Products.com

Smooth Primer

Benjamin Moore’s new premium alkyd primer for interior surfaces offers superior sealing and stain blocking. Fresh Start Undercoater and Primer/Sealer flows and levels to a smooth finish and can be used over oil or latex paint. It offers excellent adhesion for any Benjamin Moore topcoat and can be sanded and recoated in just two hours. n BENJAMINMOORE.COM (866) 708-9181

High-Capacity Nailer

Designed for attaching siding, including fiber cement and engineered wood, Senco’s new SN71P1 coil nailer features a high-capacity coil drum that holds up to 375 nails so users spend less time reloading and more time fastening. It works with a wide variety of fasteners—the drum magazine holds nails from 1-1/4” to 2-1/2” long and .082” to .092” in diameter, accommodating wire- and plastic-collated nails. n SENCO.COM (800) 543-4596 Building-Products.com

April 2022 n The Merchant Magazine n

Ace Offers Extra Mile Guarantee

Ace Hardware is rolling out its Extra Mile Promise, a guarantee that Ace has the expert advice and supplies needed to help consumers successfully tackle any paint project with just one trip to the store. Available at participating stores nationwide, the vow was created to address and relieve the frustration consumers deal with when faced with the proposition of yet another trip to the store as a result of forgotten items or not enough paint. Ace is so confident in its one-trip guarantee that it will provide free delivery to consumers who may be in need of additional paint supplies. “While it hurt our pride to learn this, the truth is that while consumers trust Ace as the Helpful Place, far too TO MARK Lumber’sthat centennial, CEO Bill Hayward sliced the many of Hayward them believed our speedy sized stores didn’t birthday cake Hayward style—with a chain saw—during a Sept. 7 celebrahave enough product to complete their paint project,” said tion in San Luis Obispo, Ca., that was attended by nearly 1,000. John Venhuizen, president and CEO. “We know this isn’t theHooked case, so toon assuage these misperceptions, we decided to Latches stand Nationwide behind our large paint assortment with the Extra Housewraps, Weather Barriers Industries’ Keystone Traverse lineMile Promise. Our objective is simple: to be known as the #1, Trending Market is expandingin its Residential family of latches offering installers best, most convenient, helpful and most credible store Housewrap preferences are gradually evolving, more flexibility with most two new sizes. for paint in the neighborhood.” according to arequires recent presentation at the 2019 Neither drilling through theHousewrap fence posts. conference on builder practices by Ed Both are easy to installand withconsumer four simple steps: deterWeyco Recalls Coated I-Joists Hudson, Home Innovation Research mine right/left application, latch Labs. height, attach latch Weyerhaeuser recalling a 60% batch of all TJI housewrap Joists with Flak Hudson shared about and to post using flatisthat head screws, and of attach striker. JacketIdeal Protection, after(WRB) linking an Keystone odorisininstalled certain newly weather-resistant barrier material on new for ornamental fences, Traverse constructed homes to is a recent change infences, the being coathomes; the aremainder installed primarily on homes 250 fits 2.5” fence or gateformula post. For vinyl Merchant 8-17 Layout.qxp_D SigNov03-1-8,41-48 7/25/17 1:18 PM Page ing that included formaldehyde-based resin. The issue re-sided. Keystone Traverse 400 fits a 4” fence or gate post. 20is isolated to Flak Jacket product to made after Dec. 2016, DuPont’s Tyvek continues dominate with1,nearly NATIONWIDEINDUSTRIES.COM andndoes not affect any the company’s other half the housewrap andofWRB installations in products. new homes. (813) 988-2628 Flak Jacket Protection is a coating appliedand to I-joists to DuPont established leadership in technology education enhance fire resistance, and it is not widely in use. The early have maintained leadership for decades. AceandOffers Extrathat Mile Guarantee Ace Hardware is rolling out its Extra Mile Promise, a guarantee that Ace has the expert advice and supplies needed to help consumers successfully tackle any paint project with just one trip to the store. Available at participating stores nationwide, the vow was created to address and relieve the frustration consumers deal with when faced with the proposition of yet another trip to the store as a result of forgotten items or not enough paint. Ace is so confident in its one-trip guarantee that it will provide free delivery to consumers who may be in need of additional paint supplies. “While it hurt our pride to learn this, the truth is that while consumers trust Ace as the Helpful Place, far too TO MARK Lumber’sthat centennial, CEO Bill Hayward sliced the many of Hayward them believed our speedy sized stores didn’t birthday cake Hayward style—with a chain saw—during Sept. 7 celebrahave enough product to complete their paintaproject,” said tion in San Luis Obispo, Ca., that was attended by nearly 1,000. John Venhuizen, president and CEO. “We know this isn’t the case, so to assuage these misperceptions, we decided to stand behind our largeWeather paint assortment with the Extra Mile Housewraps, Barriers Promise. Our objective is simple: to be known as the #1, Trending in Residential Market best, most convenient, most helpful and most store Housewrap preferences are graduallycredible evolving, for paint in the neighborhood.” according to a recent presentation at the Housewrap 2019 conference on builder and consumer practices by Ed Weyco Recalls I-Joists Hudson, Home InnovationCoated Research Labs. Weyerhaeuser recalling batch of of all TJI housewrap Joists with Flak Hudson sharedisthat abouta 60% and Jacket Protection, after linking an odor in certain newly weather-resistant barrier (WRB) material is installed on new 1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806 constructed homes to is a recent formula change in the being coathomes; the remainder installed primarily on homes Fax 714-630-3190 ing that included formaldehyde-based resin. The issue is re-sided. (714) 632-1988 • (800) 675-REEL isolated to Flak Jacket product to made after Dec. 2016, DuPont’s Tyvek continues dominate with1,nearly and does not affect any of the company’s other products. 3518 Chicago Ave., Riverside, Ca. 92507 half the housewrap and WRB installations in new homes. Flak established Jacket Protection is a coating appliedand to I-joists to (951) DuPont leadership in781-0564 technology education enhance fire resistance, and it is not widely in use. The early and have maintained that leadership for decades. www.reellumber.com

Wholesale Industrial Lumber

REEL

34 20 56

LUMBER SERVICE

Wholesale

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

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

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

Ace Hardware the shipped acquisition of amounting to moreCorp. than has 43.2completed million units across Handyman Matters, franchisor of home repair, maintenance the nation. Looking forward, national growth is expected to Keep Your5.6% Space and improvement services basedbefore in Denver, Co.off somewhat increase another in 2017 trailing Early next year, Handyman Matters will be rebranded Altenloh, Brinck & Co.’s new SPAX deck board as in 2019 to 4.6% growth, according to a new Window & Ace Handyman Services and operate as a new stand-alone, spacers are used to ensure consistent spacing during Door Manufacturers Association study. subsidiary ofshipments Ace Hardware. deck construction. Applications include pressure In 2016, of side-hinged entry doors increased Handyman a franchise organization comprised treated (1/16” and is 1/8”) and composite/PVC board by 6.1% to 9.7Matters million units on the national level, alleviatof locally owned and operated and company-owned spacings (3/16” and 1/4”). ing any concerns over the decrease in units shipped locations that offer professional and multi-skilled Featuring a durable, high-impact body, they probetween 2014 and 2015. Based on the analysis ofcraftsmen, the data, trained to handle a homeowner’s to-do list in addition to vide consistent and screw alignment, prevent annual growth isspacing forecasted to climb to 5.9% in 2017 larger projects. On-site services to consumers and small denting and marring of material, and offer the versabefore declining to a modest 5.2% growth in 2019. businesses carpentry, plumbing, electrical, drywall, tility of include four spacing dimensions. A hole in the wing Architectural interior flush doors recovered from a painting and flooring. It currently has 57 franchisees who helps pull the spacer out if it becomes stuck between decline the previous year by growing 4.5% in 2016 with collectively employ about 250 handymen and women in boards. nearly 2.9 million units shipped, while stile and rail doors 121 territories across 23 states. Spacers are packaged in clamshell cartons containcontinued its upward trend with a 6.6% increase with nearAndy Bell, the founder andAnnual CEO ofgrowth Handyman pieces and in master cut-case cartons of Matters, 10.doors ly ing 0.44three million units shipped. of flush will continue to lead the day-to-day business operations is n forecast to be 4% in 2017 before declining to 1% in SPAX.US for Ace Handyman Services from its headquarters 2019. Stile and rail doors are also predicted to grow 4% in in (888) 222-7729 Denver. Integration and re-branding initiatives are currently 2017 and decline to 1% by 2019. Traditional housewraps still product iswith present in the basements 2,200 houses underway amechanically-attached target completion in of firstabout quarter 2020. make up more than of in all limited housewrap and WRB in various stages of two-thirds construction markets. Most materials installed, butyet alternatives of the houses are not occupied. are making inroads. Combination WRB and structural panels, such Weyerhaeuser will cover the cost sheathing to either remediate or as Huber’s ZIP Lumber System t Reel Service, we production, supply ForceField, replace affected joists. Itand hasGeorgia-Pacific’s halted sales and now make up about 10% ofand thisismarket among new product homes. shipments of the collecting unused domestic andproduct, foreign hardwoods. Self-adhered membranes are now approaching 10% of the from Our customers. products and services include: market, as well. Fluid-applied membranes now constitute Approximately $9 million of the product has been sold • Hardwood Lumber & Pine about of new 2016. home housewrap/WRB installations. since 3% December Weyerhaeuser expects to spend $50• Hardwood Plywood & housewrap Veneers Alternatives to traditional are found more $60 million resolving the issue. extensively on higher-end homes and multifamily buildings. • Melamine Plywood

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

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

Building-Products.com

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

Mixed Material Fencing

Barrette Outdoor Living has updated its line of Mixed Material Fencing to offer more versatile design options with easier installation. The line features matte black aluminum framing and provides a high degree of flexibility by allowing vinyl or wood infill boards to be installed horizontally or vertically. It can serve as a traditional fence or can be arranged as individual or grouped panels that serve as a divider or privacy treatment. Offering both in-ground and surface mount installation, it has grooved posts that enable infill boards to slide into place in either horizontally or verticallly without the use of brackets. If a semi-privacy option is desired, spacer blocks are available to maintain consistent spacing to the ground and between infill boards. n BARRETTEOUTDOORLIVING.COM (800) 336-2383

See our first Merchant ad on Page 69! • Incense, just like Western Red, is non-resinous and decay-resistant, making it ideal for many outdoor applications, including decking and garden beds. • Incense Cedar is less combustible than Western Red—a definite benefit in many regions. (Test Method ASTM E-84, according to the Western Wood Product Association Product Use Manual).

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

Building-Products.com

• Incense Cedar has a beautiful chocolate heart center and is not as red as Western Red. They both weather to an appealing driftwood gray with a silvery sheen. • Both species are easy to work with. (The Forest Products Lab rated Incense Cedar in the top group of three in workability with hand tools.) They both machine easily, resulting in a smooth, silken surface. • Both species offer the same dimensional stability: dried from a green state down to 12-15% moisture content, they both shrink 3.8% by volume.

April 2022 n The Merchant Magazine n

Rainscreen in a Snap

Grad for Kebony, a new rainscreen system for the North American building envelope industry and interior accent walls, has been launched by modified wood manufacturer Kebony and cladding/decking attachment system innovator Grad Concept USA. The rainscreen utilizes a special cladding profile that precisely locks the cladding into place quickly and easily. Clips are factory-placed in position, so the installer simply fastens the rails onto the sheathing or vapor barrier and snaps the boards on. The rails create a natural air gap so there’s no need to install furring strips ahead of time. Mini Rails come in two gap sizes and can be installed vertically or horizontally: 1”x6” with a narrow gap (5/32”), which resembles nickel gap, and 1”x6” with a wide gap (17/64”), which resembles shiplap. n KEBONY.COM (833) 795-8660

n The Merchant Magazine n April 2022

Raise the Roof in a Hurry

Westlake Royal Building Products has added a new profile—5/8” Lap Siding—to its line of TruExterior poly-ash siding. The new profile combines the coveted look and shadow lines of traditional lap siding with the high performance of TruExterior’s poly-ash material, providing a high level of dimensional stability, and durability for resistance to warping, cracking, and splitting. It has a true 5/8” butt, a sought-after profile that mimics real cedar, and comes in 16-ft. lengths. It can be used for ground-contact applications, and it can be painted any color, including dark hues. n TRUEXTERIOR.COM (855) 769-2585

Building-Products.com

Ridge Decking Pro Plug

Garden Ties

Simpson Strong-Tie’s Outdoor Accents decorative hardware line now includes black powder-coated APRT Rigid Tie connectors that make it easy to build a variety of projects, from garden potting benches to fences, furniture, and more. Fabricated from ZMAX galvanized steel with a black powder coat for corrosion protection, the ties come as corner connectors, rail connectors, and angle connectors. n STRONGTIE.COM (800) 999-5099

Envision Outdoor Living Products is expanding its fastener lineup with the addition of the Pro Plug Hidden Fastening System for its Ridge Premium fluted composite decking. It includes three components: epoxy-coated carbon steel screws or stainless steel screws; a patented PVC/composite tool that attaches to a standard drill/ driver to drive screws to the correct depth; and plugs made with Envision material for a perfect match. A template specific to the fluted boards helps ensure the fasteners are driven into the full thickness of the deck boards. n ENVISIONOUTDOORLIVING.COM (800) 253-1401

Exotic Imported Flooring

Elemental Hardwoods has added solid Kempas, a hard and durable orange-brown hardwood that carmelizes in color as it ages, to its premium line of exotic hardwood flooring. Sometimes called Asian cherry, Select&Better grade Kempas is 100% solid heartwood, prefinished with a 15-20% low gloss finish and sourced from Indonesia under FSC standards. n ELEMENTALHARDWOODS.COM (504) 756-8876

Pro Bag in Black

Klein Tools’ 12” canvas tool bag is now available in all black for a classic look. Rivet-reinforced for durability, it features a steel-frame mouth with hinge for rugged use, non-scratch feet on base, stitched and riveted leather handles for comfort and strength, two retaining straps with buckles, and moisture-resistant vinyl bottom.

www.superiorwoodtreating.com

n KLEINTOOLS.COM (800) 553-4676 Building-Products.com

April 2022 n The Merchant Magazine n

Wholesalers shine at NAWLA Leadership Summit Few attending the North American Wholesale Lumber Association’s recent 2022 Leadership Summit, missed the irony that as “life may finally be returning to normal,” the last major event industry event held before COVID was NAWLA’s 2020 Leadership Summit in Palm Desert, Ca.

This year’s edition was held on the sunny beaches of Fort Lauderdale, Fl., with industry leadership basking in a mix of networking, learning and feeling as if normalcy may be on the horizon. During the event, 2022 chairman Bill Price recognized past chairman Tom LeVere for his service.

Jim Robbins Sr., Robbins Lumber, Searsmont, Me., was presented the prestigious Mulrooney Award. He has spent decades holding a range of positions with a long list of industry organizations, including being the first manufacturer ever elected to the NAWLA board of directors.

HIGHLIGHTS: [1] Past chairman Jim McGinnis presented the NAWLA Mulrooney Award to Jim Robbins Sr., Robbins Lumber, Searsmont, Me. [2] Three generations of the Robbins Lumber family were on hand to celebrate the award. [3] A discussion on supply chain disruption featured panelists Terry Atkinson, Nate Jorgenson, Wendy Minichiello, Craig

n The Merchant Magazine n April 2022

Sichling, and Roger Welling. [4] Steven Rustja, Clark Spitzer, Vicky & Carl Lamb. [5] Sara Davidson, Warren Reeves, Dave Destich, Grant Phillips, Kent Beveridge, Alden Robbins. [6] Patrick Adams, Alex Darrah. [7] Nick Fitzgerald, Tom LeVere, Clark Spitzer, Jim Houser, Ryan Filek. [8] Lisa & Rob Latham. [9] Bobby & Lori Byrd. (More photos on next two pages) Building-Products.com

NAWLA LEADERSHIP SUMMIT

Photos by The Merchant

20 NAWLA BEACH PARTIERS (continued from previous page): [10] Dan & Margie Semsak, Sally & Jim Stuckey, Brian Boyd. [11] Michael Goodman, Mary Lou Carlson, Mark Porter, Andrew Goodman. [12] John Morrison, Dave Durst. [13] Kyle Little, Curt Stuckey. [14] Jim & Anna Robbins, Jolette Owen, Kathy & Bill Price. [15] Nancy Beveridge, Stephanie & Morgan Wellens, Kent Beveridge. [16] Elizabeth & Steven Rustja, Katie Muck. Building-Products.com

21 [17] Casey Pierce. [18] Katie & Anthony Muck. [19] Mike Mann, Judy Haney, Lynn & Jeff Lineberger, Donna Whitaker, Joel Osteri, Christopher Sofos. [20] Tina Breen, Tiffany Richardson, Chelsea Brown, Bethany Doss, Natalie Heacock, Terry Haddix. [21] Craig Sichling, Heather & Chad Warpinski. (More photos on next page) April 2022 n The Merchant Magazine n

NAWLA LEADERSHIP SUMMIT Photos by The Merchant

MORE NAWLA (continued from previous pages): [22] Alyssa Lett, Mark Wells, Tracey & Robyn Crow. [23] Sara Davidson, Warren Reeves. [24] Bethany Doss, Chelsea Brown, Natalie Heacock. [25] Pike & Jessica Severance, Jim & Sabrina Enright, John & Andrea Murphy. [26] Paige

Wells, Kim & Nick Fitzgerald. [27] Lori Hart, Todd & Cindy Hixson, Mike Termolen, Grant Phillips. [28] Miranda Price Ray, Bill & Kathy Price. [29] David Bernstein, Daphne & David Cox, Kyle Little. [30] Mark Westlake, John Morrison, Monty Falb, Scott Lewis.

FISH STORY: NAWLA’s Leadership Summit in Fort Lauderdale, Fl., included off-site outings, such as water sports and a [1] deepsea fishing excursion. [2] Among the participants were Jim Robbins Sr. and his grandson Ely Robbins Halsted. [3] Ely joined Alex Darrah as one of two fishermen to hook a nurse shark, while [4] Jim Robbins Sr. reeled in “the big one.”

n The Merchant Magazine n April 2022

Building-Products.com

Economic insight for 2nd Growth

WEST COAST LUMBER & Building Material Association members listened to [1] Ali Wolf, chief economist, Zonda, present “An Economist’s View of the Housing Market” during the March 3 2nd Growth meeting in Buena Park, Ca. [2] Sean Seymour, Stephanie Barrios, Jason Schulze. [3] Joey Madrigal, Danny Sosa, Sean Cummings. [4] Endy Flores, Miranda Andetti, Shane Burger. [5] Derek Fox, Jacqueline Palazzolo, Steve Black. [6] Wen Ruan, Jonathan Shelton, Darrell Bustamante. [7] Brian Bunt, Dave Rogers. [8] Doug Willis, Rex Klopfer, Troy Huff, Daniel Hines. [9] Jose Soto, Tim Negrete, Raffi Rezian, Alex Gonzalez. [10] Joe Morin, Matt Hays, Keith Hitchcock. [11] Matt Perine, Jake Peppard, Taylor Hart. [12] Larry Christensen, Tom Angel. [13] Renee Miles, Hector Gonzalez. [14] Melanie Hindi, Jennifer Burford. [15] Betsy Bendix, Jason Sumpter, Jean Henning. (Photos by The Merchant)

14 n The Merchant Magazine n April 2022

15 Building-Products.com

www.nationalhardwareshow.com

NEW PRODUCTS. NEW CONNECTIONS. NEW EXPERIENCES. Our ongoing efforts to reimagine NHS are intended to deliver you more value. Whether you’re looking to reconnect with customers, peers and colleagues, discover the latest trends in the home improvement & DIY industry or explore new products and innovations – your experience at NHS will provide you the tools to grow your business. NHS is focused on continuing to celebrate innovation, deepening industry connections and growing our global footprint.

APRIL 5-7, 2022 | LV Convention Center

Pre-Register for NHS 2022 at

www.nationalhardwareshow.com

CLASSIFIED MARKETPLACE Rates: $1.20 per word (25 word minimum) or $65 per inch. Questions? Call (714) 486-2735.

HELP WANTED OJAI LUMBER CO. FOR SALE: Celebrating 75 successful years in beautiful Ojai, Ca. Strongly supported by loyal customer base. Time to retire. Richard McArthur, (805) 798-3631, richard@ojailumber.com.

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Mass Timber Conference – April 12-14, Oregon Convention Center, Portland, Or.; www.masstimberconference.com. West Coast Lumber & Building Material Association – April 14, Southern California golf tournament, Black Gold Golf Course, Yorba Linda, Ca.; www.lumberassociation.org. Black Bart Hoo-Hoo Club – April 22, trap shoot, Ukiah, Ca.; www. hoohoo.org/clubs/181. Cross-Laminated Timber Conference – April 27-29, Hotel at Auburn University/Dixon Conference Center, Auburn, Al.; sfws.auburn.edu. Olympic Logging Conference – April 27-29, Fairmont Empress, Victoria, B.C.; www.olympicloggingconference.com. Capital Lumber – April 28, Boards Brews & Screws dealer/contractor networking event, Ballast Point, Miramar, Ca.; capital-lumber.com. Composite Panel Association – May 1-4, spring meeting, Dana Point, Ca.; www.decorativesurfaces.org. Ojai Lumber Co. – May 6, customer appreciation event, Ojai Lumber, Ojai, Ca.; www.ojailumber.com. Forest Products Society – May 11-13, International Conference on Wood Adhesives, Hilton, Portland, Or.; www.woodadhesives.org. Western Red Cedar Lumber Association – May 11-13, Cedar Summit, Kelowna, B.C.; www.realcedar.com. West Coast Lumber & Building Material Assn. – May 14, national issues impacting LBM webinar; www.lumberassociation.org. American Wood Protection Association – May 15-17, 118th annual meeting, Francis Marion Hotel, Charleston, S.C.; www.awpa.com. Southern California Hoo-Hoo Club – May 18, speaker meeting/golf, Chino, Ca.; www.hoohoo117.org.

IN Memoriam Edward “Ted” Maidment, 79, former owner of Bakersfield Lumber Co., Bakersfield, Ca., died on Feb. 18. A native of England, he emigrated to America after graduating from college. He spent many years working for various lumber companies across the U.S. before settling in Bakersfield and purchasing his own lumberyard. Albert Anthony “Al” Corrigan, former VP and general manager of Central California’s old United Lumber Co., passed away Feb. 16 at the age of 100. Al left junior college to enlist in the U.S. Army Air Corps during World War II, flying ground troops, wounded and supplies throughout the European Theater. At the time of his discharge in 1946, he had reached the rank of 1st Lieutenant. He returned to his hometown of Oakdale, Ca., to work for United, which operated yards throughout the Central Valley and Lake Tahoe areas. In the early 1960s, he left the building material business to sell real estate. Building-Products.com

888-807-2580 Bend, OR

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

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

CENTENNIAL Flashback

The 1950s

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

Magazine, as well as the 40th anniversary of sister publication BPD, we look back each month, decade by decade, at the advertisers that have long supported us and are still growing strong to this day. The 1950s was a period of prosperity and innovation, as illustrated by the widening range of products our advertisers highlighted.

• Universal Forest Products predecessor company Far West Fir Sales announced its arrival in The Merchant in October 1955. Far West would grow to six distribution centers by the time it was acquired by UFP in 1987 to serve as the basis for its first western division.

• Perma Products began advertising its stained shingle panels in February of 1950 in The Merchant Magazine, seven years before it would change the company name to that of its sidewall brand: Shakertown.

• Neiman Reed Lumber Co. was launched a few years after the war by Marine buddies Bob Neiman and Bob Reed. During their first 15 years, they primarily concentrated on wholesaling lumber and plywood (as seen in The Merchant in December 1955), but soon expanded into industrials and eventually added a retail chain that in time would expand to more than two dozen locations, including Lumber City stores (now DIY Home Centers) and Patioworld showrooms. The wholesale division also continues strong to this day, catering primarily to industrial lumber users.

• Stimson Lumber, though it had been a prominent lumber firm in Oregon since the 1800s, did not make its first foray into marketing in The Merchant until April 1950, to introduce a revolutionary new composite hardboard product. Called Forest Board, the product consisted of “compressed fiberboard consolidated under heat and pressure,” then infused with and coated with a layer of plastic. The double coating reportedly made boards stronger and more water resistant, for uses such as shower walls. • Galleher, founded in Southern California in 1937, started as a regional distributor of hardwood and premiered in The Merchant in July of 1950 to tout Roc-Wood hardwood composite flooring. Galleher LLC has grown to become one of the nation’s largest flooring distributors and manufacturers, with such brands as Monarch Plank, Reward Flooring, and GemCore.

n The Merchant Magazine n April 2022

• MacBeath Hardwood Co., Berkeley, Ca., advertised in December 1955, one year after founder K.E. MacBeath broke from Alex Gordon, his partner in the Gordon MacBeath Lumber Co. The company eventually expanded from wholesale to retail, milling, drying and transloading, and is now based in Edinburgh, In. • Homasote considers itself the nation’s oldest manufacturer of building products made from recycled materials, dating back to its inception in 1909 as part of the Bermuda Trading Co. It introduced its first-generation Homasote Board for exterior sheathing in 1916. It showed off its then-latest in The Merchant in June 1956. Building-Products.com

• C&D Lumber Co., Riddle, Or., was born in 1943, deriving its name from its location near southern Oregon’s Coos and Douglas County lines. First teaming with The Merchant in May of 1959, C&D is now guided by the sixth generation of the Johnson family.

• Huff Lumber Co., Santa Fe Springs, Ca., got its start the same year we did in 1922 and ever since has been building on providing “the finest timbers available, delivered to customers accurately, honestly and on time.” And for the past 70 years, ever since its first ad in December 1956, the premier wholesaler has continuously partnered with The Merchant. We toast and sincerely thank five generations of the Huff family for this wonderful accomplishment. • W.R. Grace & Co. got its start in the 1850s, exporting bird droppings from South America to be used as fertilizer. The company steadily grew into an importer and manufacturer of a huge range of specialty chemicals and materials, such as the plywood doors it was promoting in July of 1957.

• Berkot Manufacturing Co. started manufacturing material handling equipment, dollies and carts in 1954 and quickly identified industries (such as film studios) that it could construct specialized carriers for. It first showed off its Lumber Carrier in The Merchant in December of 1959.

• Georgia-Pacific, Atlanta, Ga., started in 1927 wholesaling lumber from its five southern sawmills. Within a decade, it expanded into plywood. Its promotional efforts to reach western lumber dealers began in The Merchant in February 1959. Four years later, G-P entered the tissue business and today is one of the world’s largest manufacturers of tissue, pulp, paper, packaging, building products, and related chemicals, with over 30,000 employees at 300+ locations in North and South America.

Building-Products.com

April 2022 n The Merchant Magazine n

ADVERTISERS Index Page

Allweather Wood www.mendoco.com

36-37

Orgill www.orgill.com

Cover I

Arxada www.wolmanizedwood.com

Cover II

California Cascade Industries www.californiacascade.com

39, 51

Redwood Empire www.buyredwood.com

C&D Lumber Co. www.cdlumber.com

Reel Lumber Service www.reellumber.com

C&E Lumber Co. www.celumber.com

Rigaku www.rigakuedxrf.com

Capital www.capital-lumber.com Hi-bor® Borate Pressure Treated Wood

At Royal Pacific you’ll pay no more, but get extra. guarantee it.Forest WoodWe Preservative and Pigment Analyzer 67 Pelican Bay Products Test All Preservatives & Pigments Using One Instrument

www.pelicanbayfp.com

47 FirePro Fire Retardant Treated Wood ®

Providing Customer Satisfaction in25 All We Do. Chemco P.O. Box 75 • McMinnville, OR 97128 • 503-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) www.chemco.org 28770 Dike Road • Rainier OR 97048 • 503-556-1297 • Fax: 503-556-1709

CT Darnell Royal Pacific Merchant half page ad 1_19.indd www.ct-darnell.com

Applied Rigaku Technologies, Inc. 9825 Spectrum Drive, Bldg. 4, #475, Austin, TX 78717 USA T +1-512-225-1796 | F +1-512-225-1797 www.RigakuEDXRF.com | info@RigakuEDXRF.com

Rosboro www.rosboro.com Advance Guard Borate Pressure Treated Wood ®

Royal Pacifi Industries

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

RoyOMartin 1/21/19 5:53 PM www.royomartin.com

Exterior Wood www.exteriorwood.com

Simpson Strong-Tie www.strongtie.com

Fence Empire www.fenceempire.com

Southern Pine Inspection Bureau www.spib.org

9, 66

526 Media Group www.526mediagroup.com

Stella-Jones www.stella-jones.com

Gemini Forest Products www.geminiforest.com

Superior Wood Treating www.superiorwoodtreating.com

Homasote www.homasote.com

Swanson Group Sales Co. www.swansongroup.biz

Hoover Treated Wood Products www.frtw.com

Taiga Building Products www.exteriorwood.com

Huff Lumber www.hufflumber.ne

Thunderbolt Wood Treating www.thunderboltwoodtreating.com

Humboldt Sawmill www.mendoco.com

U-C Coatings www.uccoatings.com

Idaho Timber www.idahotimber.com

UFP Industries www.ufpedge.com

International Wood Products www.iwpllc.com

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

Jones Wholesale Lumber www.joneswholesale.com

Cover IV

13, 48

11 63

Above + Ground Contact

luMbeR

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

Call the experts: • Robert Moore • Jim Winward

MacBeath Hardwood www.macbeath.com

National Hardware Show www.nationalhardwareshow.com

Western Wood Preserving www.westernwoodpreserving.com

Cover III

Western Woods Inc. www.westernwoodsinc.com

Weyerhaeuser www.weyerhaeuser.com

www.nationalhardwareshow.com

Borates CA-C

NEW PRODUCTS. Neiman Reed Lumber Co. NEW CONNECTIONS. NEW EXPERIENCES. www.neimanreed.com Our ongoing efforts to reimagine NHS are intended to deliver you more value. Whether you’re looking to reconnect with customers, peers and colleagues, discover the latest trends in the home improvement & DIY industry or explore new products and innovations – your experience at NHS will provide you the tools to grow your business. NHS is focused on continuing to celebrate innovation, deepening industry connections and growing our global footprint.

North American Wholesale Lumber Assn. www.nawla.org

Utah Wood Preserving Co. West Fraser 1959 soUth 1100 West Woods Cross, Utah

www.westfraser.com/osb

Phone - Woods Cross: (801) 295-9449 FaX (801) 295-9440 Phone - salt lake (801) 262-6428 FaX (801) 748-0037

APRIL 5-7, 2022 | LV Convention Center

Pre-Register for NHS 2022 at

www.nationalhardwareshow.com

n The Merchant Magazine n April 2022

Building-Products.com

WESTERN WOODS / CHICO, CA

WE DELIVER MORE THAN JUST LUMBER. WE DELIVER SUCCESS. +

+ +

At Western Woods, we specialize in supplying premium quality lumber with a focus on delivering value rather than high prices. And we don’t stop there: We work strategically with our logistics partners to get your order to you safely - and efficiently - anywhere on the West Coast. From plywood to fir, from pressure-treated lumber to WUI-certified, we’ve got the products you need where you need them when you need them. Your success is our success, and you can count on us to help get you there.

THAT’S SUCCESS BUILT TOGETHER.

Excellent products. Unrivaled service. It’s what we do. » Learn more at westernwoodsinc.com.

Building-Products.com

Let’s get social

April 2022 n The Merchant Magazine n Call us at 800-822-8157

Visit us at westernwoodsinc.com

The Merchant April 2022

Articles inside

centennIal FlashbacK

neW Products

treatIng MaKes greener

Movers & shaKers

PtW For garden beds

Wood Waste dIsPosal

PtW PK

WWPI celbrates 75th

transForMIng teaMs

FIrst Person

PtW sales tIPs

PtW Industry uPdate

PtW extras

sellIng WIth Kahle

across the board

olsen on sales