The Merchant April 2023

WWPI GUIDE TO PRESSURE TREATED WOOD: HOW TO SOURCE • HOW TO SELL • TOP TREATERS April 2023

THE VOICE OF LUMBER MERCHANTS AND BUILDING MATERIAL DEALERS & DISTRIBUTORS IN THE WEST — SINCE 1922

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Patrick Adams padams@526mediagroup.com

VICE PRESIDENT

Shelly Smith Adams sadams@526mediagroup.com

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Alan Oakes

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Sara Graves sgraves@526mediagroup.com

COLUMNISTS

James Olsen, Claudia St. John, Dave Kahle

CONTRIBUTORS

Butch Bernhardt, Allison DeFord, Kari Gaviria, Paige McAllister, Kim Merritt, Ryan Pessah, Belinda Remley

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Volume 102 • Number 4

ACTIVE LEADERSHIP

BY PATRICK ADAMS

LATELY, “LEADERSHIP” seems to be something that keeps hitting me in the back of the head, but I don’t seem to really notice. Every day, all around me are little reminders of the importance of “leadership” and yet, it didn’t really hit home until I attended a recent event.

There, surrounded by some of the pillars and legends of our great industry, I caught up with friends, and heroes. I listened to several presentations that emphasized the importance of leadership. I spoke with friends who just a few years ago started their business that is now thriving under their unconventional style of leadership in this industry. As I retired for the evening in my hotel room, the nightly news recounted speeches and actions from our nation’s “leaders.”

I used to consider myself a better-than-average leader, who has seen and been led by a few great leaders. I also spent considerable time in my younger years studying great leaders, being inspired by them, and then trying to emulate them in some way that would then bring out greatness in the teams I led. However, as I’ve grown older and I reflect in an honest moment, I think I’ve become a lazy leader. My team is partially to blame for this because they are great in what they do and I know they will get it done. I know the business well and know how to do the tasks that I am accountable for. However, those tasks are now what I’m talking about when discussing leadership.

As I am now studying this, I think to illustrate my point I can describe that there are “leaders,” and there are “drivers.” Drivers go from point A to point B. They make data-driven decisions on purchases, payments, acquisitions and expansion. They make sure the business is solid, sign the checks, and make tough decisions when they need to be made. That is what leaders do, but that is not “leadership.”

When I think of whether or not I am a good leader, I consider our U.S. military Special Forces. I think of my staff as a team and if they were deployed on a mission today, would they operate efficiently, effectively and as a cohesive unit? If one went down, would the others fill that gap of specialized training? As the mission evolved

dynamically, would my team improvise and adapt to still accomplish the mission? This is what true leadership looks like; equipping a team to do this very thing.

At this recent event, I listened to a speaker who is the CEO of a publicly traded company. From his presentation, I concluded that he viewed the majority of his job to be how to bring out the best from every individual in his company. He felt that it was his job as a leader to adapt and improvise solutions for each of his employees’ needs that limited their performance. His job was to motivate, inspire and educate this team, and that if he was successful in this effort, the business would thrive.

This was what I always used to consider my role as a leader to be. To be accessible, predictable, transparent and inspirational. For my team to always know how grateful I was for their efforts, but also to inspire them to grow in their positions and their role within the team. Over time, I’ve gotten lazy. I do what I do, they do what they do, and as a result, we’re a “team”? No, it’s not that easy. Yes, a business can survive on this. Yes, you can make a profit with this approach. But I would argue that you will never be great and, you will leave money and employee retention and productivity on the table.

Regardless of the role you are in, you are a leader. Whether or not anyone looks up to you today, there is an opportunity for them to look up to you tomorrow. At work, at home, or in your community. We need more true leaders who view the majority of their role is to make others around them better. It was a humbling slap in the face of my shortcomings, but one I welcome because I’m still around to do better tomorrow.

So ask yourself: are you a leader or are you an active leader? I now know which I want to be and am reinvesting in becoming it again in all areas of my life. I’ll keep you posted on how that goes and hope you do the same!

Thank you all for the privilege of serving this great industry.

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

PRESENTED IN PARTNERSHIP WITH THE WESTERN WOOD PRESERVERS INSTITUTE

GUIDE TO SELLING TREATED WOOD

IMAGE BY BB&S TRATED LUMBER OF NEW ENGLAND

WOOD

TREATER

UPDATE CONSOLIDATION QUICKENS

IT MAY BE hard to believe, but over the past year, somehow the pace of consolidation got even more frenzied in the wood treating industry.

Stella-Jones, Allweather Wood, Great Southern Wood Preserving, Koppers and Culpeper Wood Preservers were among those that increased their holdings.

No one was more active than Culpeper, which last year purchased four other treaters—all located in regions they had already been supplying.

“As we continue to grow, the goal is to get closer to the customers and regions we want to service,” said director of business development Chris Brown. “We have been looking at our footprint and really filling in the gaps strategically

where it makes sense. We are not trying to just get bigger. But as the consolidation trend has ramped up the past few years, we have been presented with opportunities. Some of those have made sense and some, of course, have not.”

Brown added, “When you have this ‘consolidation movement’ as we have seen, it really starts to narrow the field down. This creates opportunities to expand your product mix, but also to gain more market share due to competition. The gain of market share equates to needing additional production capacity or product offerings in order to serve your customer.”

That pursuit among treaters of greater market share is a business reality sure to continue. MM

2023 Top Treaters

Stella-Jones has 12 pole-peeling plants and 43 treating facilities (27 of them in the U.S.) following its purchase last year of Texas Electric Cooperatives’ wood utility pole plant in Jasper, Tx. Treatments include CCA, creosote, CuNap, borates, MCA, CA and ACQ.

UFP Industries has 221 affilted operations in nine countries, including 22 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 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., in addition to its seven CanWel treating plants in Canada and vast distribution operations throughout North America, has 23 treating facilities in the U.S. under its Hixson Lumber Sales, Honsador, and California Cascade divisions.

Culpeper Wood Preservers, Culpeper, Va., has quickly grown to 17 facilities that extend from the Southeast to the Northeast through the Midwest. Over the last year, it acquired four plants—formerly H.M. Stauffer & Sons, eola, Pa.; Northeast Treaters, Belchertown, Ma., and Athens, N.Y.; and Koppers Utility & Industrial Products, Sweetwater, Tn. Treatments include MicroPro MCA, Advance Guard borates, CCA, FlamePro interior FRTW, and CAC.

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 decking, and Rainwood with water repellent, plus fencing, railing, specialty products, fasteners, joist tape, stains and sealants. Treatments are MCA, borates, FRTW, CCA and CA-C.

Koppers Utility & Industrial Products, a division of Koppers Holdings, operates 11 industrial plants, concentrated in the Southeast plus Arbuckle, Ca., treating with CCA, penta, CuNap, and creosote. It just purchased Swanson Group’s 70-acre former mill site in Glendale, Or., which it is currently converting to its own uses.

Hoover Treated Wood Products, Thomson, Ga., is best known as an originator of fieretardant treatments, but also has 10 of its own treating plants, from coast to coast, offering Pyro-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 six treating plants in California, Colorado, Oregon, Washington and Utah, having just acquired Utah Wood Treating, Woods Cross, Ut. 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 FlamePro FRTW. The company is currently investing in facility upgrades to increase production capacity.

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 fie 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.

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.

THE ENGINEERING BEHIND TREATED WOOD

BY BELINDA REMLEY

TECHNOLOGY AROUND the world both in industry and in everyday life has changed greatly over the past century. We have moved from horse drawn wagons, cars that crank, and party line telephones to supersonic jets, cars that drive themselves, and phones that we carry in our pockets, giving us access to family and friends and the world. Of course, we cannot talk about the innovative leaps made in engineering, design, and technology without talking about those successes within the wood

INNOVATIONS IN THE TREATING PROCESS HAVE LED TO BENEFITS TO THE SUPPLY CHAIN

products industry as well.

Everything from the preservative formulation to the treatment process has been innovated to improve the way wood is preserved, making the process more streamlined, cost efficient, and precise. While the treatment of wood has been around since even before the 1920s when Dr. Wolman improved the process, engineers since have made the process even better.

“The industry as a whole has made huge leaps surrounding the way wood is treated,” says Justin Mackender, senior engineering manager for Arxada’s Wood Protection Business Unit. Arxada, along with other preservative manufacturers, has worked closely with treaters to innovate plant upgrades that make preserving wood safer, more reliable and more efficient.

The actual process of treating timbers, lumber, etc., so that those building materials will last longer, began centuries ago when builders used pitch and tar to coat wood. In the last century, the coating (dipping and spraying) processes have been improved and pressure treating was developed. Pressure treatment is a simple concept that is executed in an ever-advancing process by which wood is pushed into a pressure vessel that is closed off and sealed. The preservative is pulled into the vessel by vacuum, where it is then forced into the wood by pressures up to 190 psi. The pressure time is scientifically determined and monitored carefully to ensure the correct amount of wood preservatives are pressed into the wood. Once the wood is impregnated, a final vacuum reclaims the excess preservative to be used for the next batch of wood to be preserved.

MANY TREATERS use double-door pressure vessels to improve efficiency within their treatment process. (Photos by Arxada)

“THE INDUSTRY AS A WHOLE HAS MADE HUGE LEAPS SURROUNDING THE WAY WOOD IS TREATED.”

“The system has been effective for decades,” explains Justin. “However, we have worked to improve it through physical plant upgrades and through the use of computer systems.”

One major improvement is the use of quick opening doors. In the past, the doors on the pressure treatment cylinder were bolted closed. This caused the treater to have to tighten and loosen the bolts by hand both before and after the treating cycle. With hydraulically operated, quick opening doors, the doors can be remotely closed and opened, allowing the treater to be safely away from the vessel when it is first opened.

“This equipment improvement was innovated originally for the safety of plant team members,” Justin says. “However it also reduces the time it takes to treat wood because opening and closing the 8’ (or larger) doors by hand with a wrench takes time and lessens efficiency between treating cycles.”

Justin, whose team builds one to two plants per year, explains that

research and implementation of new treating processes are key steps when designing new facilities or when retrofitting current plants with better equipment. “We know how to make a plant hum. By considering

Wood Treating Service with a Superior Preservative Selection

important design decisions, such as process flow, equipment, production requirements, and the commodity (utility poles, piling, lumber, timbers) that will be treated, we can optimize the production process.” His team

JUST AS WHEN the outdoor living revolution began in the ’70s, decks today are built with long-lasting, beautiful, natural wood preserved in an industry motivated to push improvements in product and process.

thinks about what would make a plant both efficient and fast, yet also a safe environment in which to work.

“Most plants today are designed with a double door vessel,” says Justin. “Wood to be treated is loaded

onto the tram into one end of the cylinder then pushed out the other end of the pressure vessel when the treating process is completed. This reduces the change over time and increases the number of charges a plant can do in one day.”

Recently, United Treating & Distribution (UTD) in Muscle Shoals, Al., retrofitted their cylinder to include a door at both ends. “Our efficiency has improved by about 27%,” says Casey Epperson, UTD’s vice president of operations. “That means a couple of important things for us. We can treat more wood in the same amount of time. Also, we can offer a better work/life balance to our team members. This new efficiency has allowed us to work fewer weekends and extended shifts; yet, we are able to get the same quality treated wood to our retailers and dealers in a timely manner.”

Other treating plant improvements include maximizing equipment capabilities to speed the treating process. “Our design specs always include blowback to empty a cylinder instead of a transfer pump, which is

TREATING OPERATOR Ryan Gann with United Treating & Distribution, uses Arxada’s Treat Right computer system to ensure that the preservation of lumber is accurate and timely.

much quicker,” adds Justin.

Another innovation in the treating process involves using a speed-controlled pressure pump and eductor to empty pressure vessel during final vacuum. This eliminates the final drain step and decreases charge time. Additionally, automated preservative mixing systems blend multiple chemistries into a single work tank for the next batch of wood to be preserved.

“The list of treating plant improvements goes on,” says Justin. “Tank agitation provides uniform treating solution concentrations and reduces fallout, yielding a cleaner, more consistent treating. We also recommend, in some cases, chiller systems to reduce the impact that high temperatures can have on some preservative systems.”

“Of course, the treating process could not be nearly as effective as it is,” says Casey, “without the use of a good control system.” UTD uses the Treat Right system designed by Arxada. In addition to ensuring the wood is treated properly, the system has an additional component called

Treat Right BI, a data driven dashboard. “With Treat Right BI we are able to monitor our entire treating process. We can tell when our cycles are most efficient. We study each step of treatment to determine if we need to adjust our system or if we need to fix a piece of equipment. Using a computerized system has saved us time and money by allowing us to analyze data on our treating history and identify trends that can help us treat better.”

Justin says that equipment is not the only concern and is not the only place where plants have benefitted from innovations. Treaters have made improvements in protecting their employees by providing better air quality and ventilation systems. Because worker safety is paramount,

treat better in less time ensuring retailers and dealers receive the treated wood they need to keep their shelves stocked,” says Justin.

Due in great part to the innovations in the treating process, preserved wood is still the most widely used building material for backyard projects. It is widely available, created from nature’s sustainable building block, and enhanced to be long lasting at efficient plants. Justin concludes, “Outdoor living is always in style and modern treating plants make sure that lumber aisles will have what the consumer needs to build backyard projects.” MM

BELINDA

SOURCING PTW

------------ BY KARI GAVIRIA

IF YOU AREN’T asking your customer, “What are you using it for?” on a regular basis, you’re doing it wrong. It’s highlighted and underlined in the second paragraph on the first page of the Treated Lumber for Dummies handbook.

Okay. There isn’t actually a Treated Lumber for Dummies handbook. But, if we are being honest, there probably should be. Treated lumber isn’t a flashy new product, and consumers aren’t chomping at the bit to discuss something that’s been in play since the 1940s. Regardless, regulations, best practice standards, and applications continue to evolve. Education is not only relevant but critical to the health of our industry. For treated lumber, the use category needs to match the application for project success.

“Creating an outdoor living space” used to mean building the same cookie cutter, 10x10 deck to grill a few burgers. These days, decks have been rebranded as extensions of million-dollar homes. Some of these folks have nicer decks than they have living rooms. Amenities and aesthetics play a crucial role in the overall vibe consumers are aiming to achieve. Yes, that’s right, decks are a vibe.

Do you know what decks, docks and fences all have in common? They are expensive to build for a homeowner, and it can be a real ego bruiser the second go round when products are improperly installed–not to mention a liability and a safety hazard. That’s why something as easy as asking “What are you using it for?” should be a mandatory value proposition sown into your business model. Not to men-

tion all the additional items your customer will purchase that they did not know they needed before they started the project–joist tape or end coat solution anyone?

Why aren’t your employees asking the right questions during the sale? Two reasons: (1) Either they are intrinsically lazy and their shift ends in 15 minutes, or (2) they truly don’t comprehend the importance of the questions. To best explain this, consider fitting every industry professional into one of three categories: The Greats, The Goods, and The Ordinaries. I purposefully avoided using the word “bad” because the knowledge void isn’t intentional.

Ordinary folks: Take orders.

Good folks: Ask questions.

Great folks: Know the answers.

See it in action:

Contractor: “I need 8x8x12’s”

Ordinary Sales Rep: “We don’t have that in stock.”

Good Sales Rep: “I’ll call and ask what’s available.”

Great Sales Rep: “We can special order it. What are you using it for?”

Contractor: “A dock.”

That changes the game now, doesn’t it? You now have the opportunity to follow up—fresh, salt or brackish water? These things matter. Chapter two of the Treated Lumber for Dummies handbook should be titled, “Treaters Don’t Put Tags on Lumber for Fun.” Each tag lists, in tiny print, a retention standard and a use category. These categories uniquely define where you can use the product. In this scenario, The Goods aren’t afraid to

ask but, The Greats already know what options exist.

Apply the same logic to the contractors:

Ordinary Contractor: “I need 8x8x12’s.”

Good Contractor: “I need 8x8x12’s for a dock.”

Great Contractor: “I need 8x8x12’s for a dock, and the job requires UC4C.”

Sales Rep: “Let me call my treater and get you a quote.”

More often than not, you’ll witness one of The Greats asking for a specific use category, for example UC4C. Retailers, read this next line carefully. Stop losing out on sales because you don’t have the material on the ground. I promise that your on-ground inventory doesn’t account for even half of what treaters have to offer. It is your duty to pick up the phone and ask someone. Make sure you are prepared to tell them, for the love of all things lumber, what it is being used for. Treaters are the industry experts on the application of their product. They know how to get what you need, or at the very least, can provide an alternative solution.

No matter which side of the counter you are on, it is important that you recognize the sheer magnitude of these interactions. Pinpoint if you are speaking to one of The Ordinaries, The Goods, or The Greats. Take a moment to self-reflect. Which one are you?

Ordinary, Good or Great? Then the next time you find yourself standing across from someone who says, “We don’t stock that,” without ever asking any questions or offering to make a phone call, put your items down on the counter and run. Run for your life.

Want the cold hard truth? Stop wasting your time with Ordinary folks expecting extraordinary results. The Greats are plentiful in our industry. It’s your job to find them MM

KARI GAVIRIA

Kari Gaviria is president of Madison Wood Preservers, Madison, Va. (www.madwood.com).

Whhen Wood is Made to be Se en ™

SaferWood™ treated with Thermex-FR™ by Chemco is compliant per 2303.2 of the IBC and ignition-resistant per 2018 IWUIC Section 503.2, Item 3, FRTW, and may be used in the exterior design and construction of buildings under the IWUIC where an ignition-resistant material is required.

ICC ESR-1159 USA

ICC ESL-1021 Canada

Cal-Fire #2520-1450:0502

U.S. Navy QPL MIL-L-19140E

Private Residence | FRT Redwood Decking | Harrison Lake BC, Canada

OUTREACH FOR TREATED WOOD DISPOSAL

------------ BY RYAN PESSAH

EFFORTS TO EDUCATE California businesses and consumers on how to properly dispose and handle treated wood waste, or TWW, are succeeding and earning high marks from state regulators.

California is the only state with specific regulations regarding TWW disposal. While the state has maintained alternative management standards for TWW disposal for more than three decades, lawmakers readopted regulations in 2021, after the previous regulations expired in December 2020. Under the legislation, the preserved wood industry is required to work with state regulators to conduct educational outreach efforts on the disposal requirements.

Last spring, Western Wood Preservers Institute (WWPI) created a new website TWWDisposal.org to provide key information on disposal, including links to a current list of more than 50 state landfills accepting TWW. Thousands have accessed the site to learn how to identify TWW and understand the requirements for handling, storage, labeling and transportation of TWW.

The site details requirements for those who may be disposing of TWW, from households to contractors, businesses, haulers and even landfills. To enhance under-

standing of the regulations, a Spanish-language translation of the website was added.

One positive sign of the educational outreach is that the City of Sacramento now offers TWW pickup for households upon request. While the city is the only one in the state to offer this service, there is optimism that other municipalities will follow.

The preserved wood industry, working with the Contractors State License Board and other associations, contacted more than 17,000 individuals and entities with educational information on TWW disposal. Wood treaters also include notifications of the TWW disposal information in shipping documents for preserved wood sold in the state.

DTSC officials have offered positive comments on the treating industry’s outreach efforts. This year, WWPI is working to drive more visitors to TWWDisposal.org by increasing the website’s visibility on internet search engines. For a full report on the outreach, go to the Other Resources section on the website. MM

– Ryan Pessah is government relations director for the Western Wood Preservers Institute (www.wwpinstitute.org).

CALIFORNIA officials have been pleased with industry outreach efforts on treated wood waste disposal, such as a new, dual-language website and materials detailing proper disposal sent to more than 17,000 in the state.

FLURRY OF INTEREST IN FRTW

PARDON THE PUN, but interest in learning about fire-retardanttreated wood products continues to run hot.

For decades, fire retardant wood has been used in commercial and multifamily construction, most often as a substitute for non-combustible materials as allowed by building codes. Destructive wildfires in the West in recent years have prompted homeowners and others to look into pressure-treated fire retardant wood, particularly in areas with wildlandurban interface (WUI) regulations.

Visits to the website FireResistantWood.org, administered by Western Wood Preservers Institute (WWPI), increased by some 30 percent in 2022. The number of people viewing the site has increased by double-digit percentages since it debuted in 2018.

Many of those coming to the site were seeking information on fire-rated assemblies. These include pre-designed wall, floor and ceiling assemblies that have been tested for their fire resistance. Fire retardant manufacturers conduct the tests on such assemblies constructed from wood treated with their formulations.

Typically the assemblies are rated as one or two hours, which describes how long the assembly will maintain its structural capabilities when exposed to fire. During testing by an independent laboratory, an assembly is loaded to 100% of its design load and then exposed to flames

MORE SEEKING INFO ON FIRE RETARDANT WOOD PRODUCTS, ASSEMBLIES

to determine its endurance performance. Each assembly prescribes the list of materials used, including the insulation, gypsum board and even fasteners.

WWPI has seen a growing number of requests for wood that is both preservative- and fire-retardanttreated, most often for outdoor applications. However, there is no way to pressure treat for the vastly different protections.

Fire retardants for interior applications may contain components such as borates, which are used as preservatives. Check with the specific fire retardant manufacturer for more

information on the formulation’s preservative properties.

While there are exterior fire retardants available, they are formulated to maintain the fire protection performance when exposed to the elements. As such, they don’t offer the same protections against insects and decay fungi found in preservatives.

Architects, designers and specifiers also are seeking more in-depth information on fire retardant wood. Online courses developed by WWPI set new records for downloads in 2022.

(Continued on page 64)

DEMAND for fire-retardant-treated wood is growing in the West for use beyond traditional projects like commercial and multifamily structures. A record number of visitors have visited fire-retardant-treated websites and online education resources.

WHY THERE ARE CUTS IN SOME TREATED WOOD

BY BUTCH BERNHARDT

ONE COMMON QUESTION heard from those buying preserved wood in the West: Why does this wood have all these cuts in it?

The slices made in preserved wood products are called incisions and it serves a very important purpose in making the wood last in service. The reasons behind the need for incising start with the wood itself.

Douglas fir and Hem-Fir are the most commonly pressure treated Western species. These species are considered refractory species, which means they are more difficult to treat. There are two kinds of wood in a tree: sapwood, or the outer portion, and heartwood, which is deeper

inside. Sapwood accepts pressure treating more readily than heartwood, which is difficult to penetrate with preservatives.

Western species have a thinner sapwood layer and, in some pieces, there may be a higher percentage of heartwood. Incising helps overcome the difficulties in treating to get preservatives into the wood. By comparison, southern pine has a thicker sapwood layer and typically doesn’t need incisions to achieve treating standards.

Decades ago, treaters discovered that putting incisions in thin sapwood species helps create pathways to achieve the required preserva-

tive penetration. This is done prior to treating, with the sawn wood moved through rollers with teeth that make incisions on all four sides of the wood. The American Wood Protection Association defines the standards for the amount and depth of the incisions for the wood.

Traditionally, western wood products that were treated for Ground Contact had to be incised to receive enough treatment. Products produced under Above Ground standards usually do not need incising. If the wood is incised, however, it doesn’t always mean it is treated for Ground Contact.

In recent years, treaters have incised other wood products used in Above Ground conditions. For example, sill plates may be incised as well as colored with red, blue or green stains. This can help construction labor identify the right wood for use as sills. Since sill plates are typically treated with borates, the incising improves penetration to protect the wood from termites and other insects.

While incising helps in protecting the wood, it also impacts the strength of the wood. In most applications, the lower strength has little impact in how the product is used, such as framing for deck structures. However, when used in engineered applications, some strength values must be adjusted. MM

– Butch Bernhardt is deputy director of the Western Wood Preservers Institute. For more info on incising, visit PreservedWood. org online library to download the publication PreserveTech - Incising

TREATED Douglas fir and Hem-Fir for Ground Contact uses is incised to allow preservative to penetrate deep enough to provide protection and meet industry standards. Western treaters perform the incising by running the wood through rollers with teeth for a uniform pattern of incisions.

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FIELD TREATING ENHANCES PTW’S LONGEVITY

BY BUTCH BERNHARDT

HELP YOUR PRESERVED wood buyers get the maximum service life for their wood by showing customers how to field treat cuts and holes made in the wood during construction.

During treating, wood deep in the lumber may not receive preservatives. Pressure treating integrates the preservatives far enough to create a protective shell on the outside area of the piece.

Cutting and drilling holes often exposes wood that did not receive treatment. Protecting this wood by field treating during construction keeps the protective enve-

lope intact and extends the time the wood can remain in service.

Building codes and the American Wood Protection Association (AWPA) require field treating for preserved wood used in construction. Copper naphthenate is the most commonly available preservative recommended for field treating. Preservatives with oxine copper and micronized copper quaternary also can be used.

Field treatments should contain between with 1% to 2% copper, per AWPA standards. A higher level of copper in the field treatment can enhance the protection.

Field treating is done using a brush to apply the preservative to the cut area or hole. Follow the preservative’s label for application instructions. When field treating wood placed over water, take care to avoid dripping the preservative into the water.

The surface of the area treated should be cleaned before application, then coated liberally so the treatment can penetrate into the fiber. A standard paint brush can be used for most field treating. Be sure to coat all cuts, including the ends, and apply the preservative deep into the holes. MM

– Butch Bernhardt is deputy director of the Western Wood Preservers Institute. For more info and links to the most common field treatment products, download the publication PreserveTech –Field Treating from the online library at PreservedWood.org.

A PAINT BRUSH and copper-based field treatment can go a long way in protecting preserved wood that is cut and drilled on worksites.

QUALITY CONTROL FREAKS!

------------ KIM MERRITT

TO SAY THAT the treated wood industry is obsessed with quality control is likely not an overstatement. From a widespread, concerted effort in the ongoing improvement of standards-writing to the rigorous in-plant quality control work performed daily by treated wood producers to the exacting audits performed routinely by third-party inspection agencies, the industry spends a lot of time focusing, yes, even obsessing over quality control!

For starters, The American Wood Protection Association (AWPA) serves as the standards-writing organization for treated wood. The AWPA maintains active task groups and committees to continuously review standardized methods to define required elements of in-plant quality control (IQC) and the mechanisms third-party agencies use to evaluate audit findings.

As noted above, AWPA Standards, while voluntary, establish minimum requirements for manufacturers of treated wood to

QUALITY CONTROL REQUIREMENTS FOR TREATED WOOD PRODUCERS

maintain strict in-plant quality control procedures. These procedures ensure that pressure treated wood products are manufactured in a controlled process to help prevent material damage and provide valuable data for the plant quality control team to determine if their treated products meet required quality specifications.

As a third-party inspection agency, one of the first things we must do when auditing the success of a treated wood producer’s quality management system is to evaluate a plant’s conformance to these industry-approved IQC requirements. The AWPA Standards define this in-plant quality system as “Process” and “Product” IQC elements. Each required Process and Product element plays a significant role in the overall in-plant quality system.

Finally, third-party audits also include the inspection of treated wood products to determine if a plant is meeting minimum treat-

ment specifications. Procedures are also in place to provide a means for third-party agencies to assist the plant in developing corrective action when IQC or treatment deficiencies are identified.

While we constantly strive to advance our evaluation methods, this system provides a level playing field among all participating producers and gives quality assurance to the consumers of our products! In the meantime, we will continue to focus, OK, maybe even obsess a little bit, on how to continue to improve! MM

KIM MERRITT

Kim Merritt is director of the Southern Pine Inspection Bureau Treated Division and its Western Division, Western Wood Services (www.spib.org).

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NO, PRESERVED WOOD IS NOT KILLING THE BEES

------------ BY BUTCH BERNHARDT

The problem is the neonic that’s in the formulation for some wood preservatives has little or no chance to impact bees. Through treating, the preservative is integrated into the wood fiber. As there is a very small amount of the neonic present within the wood product, there is virtually no chance it could affect bees, even if they land on the wood after it’s installed.

Most of the proposed measures are so broad they fail to make any distinction in the many ways neonics are used. That has forced the treating industry to seek exemptions for the preserved wood industry.

“In some ways, it’s like playing whack-a-mole... once you get an exemption in one state, another neonic ban pops up in the neighboring state,” said Ryan Pessah, government relations director for Western Wood Preservers Institute. WWPI is working with the national Treated Wood Council to monitor and respond to the legislation before it becomes law, working with bill authors to include exemptions for preserved wood.

IT’S TOUGH to be named Karen when your name has become an internet meme about demanding, entitled people. Preserved wood makers are learning that such ‘guilt by association’ is not exclusive to the Karens of the world.

In the past few years, politicians in states across the country have introduced legislation to ban or restrict the use of neonicotinoids, also known as neonics. These are a class of insecticides used in farms and other agricultural areas that are believed to be one of the main causes in the death of pollinators, including bees. Since January 2020, there have been more than 100 bills introduced in state legislatures across the country that restrict the use of neonics.

For preserved wood, one ingredient in some preservatives, imidacloprid, is classified as a neonic. Given the broad restrictions detailed in many of the bills, the legislation could eliminate the production and use of preservatives that contain neonics.

While many of these bills fail to get passed, Pessah says it’s important to be proactive and advocate changes earlier rather than later should they become law. He said in most cases, lawmakers who sponsor the bills have been receptive.

“Once they hear the facts when it comes to neonics and wood preserving, almost all of the bill sponsors agree to make changes that exempt the application of wood preservatives and preserved wood products from their bill,” Pessah remarked.

WWPI has responded to 20 bills introduced in western states to restrict the use of neonics. Nearly all of these bills failed to pass, but they show up again in the next legislative session.

For those selling preservative-treated wood products, you can assure your customers the only way that wood can kill bees is if it falls on them. MM

– Butch Bernhardt is deputy director of the Western Wood Preservers Institute (wwpinstitute.org).

EFFORTS to protect bees by banning certain insecticides can have unintended consequences. Wood treaters are responding to more than 100 bills in state legislatures that could impact some wood preservatives, even those that don’t impact bees.

RoyOMartin sincerely thanks our customers, distributors and industry colleagues who have joined us on this journey for the last 100 years.

Since our humble beginnings when our founder Roy Otis Martin purchased the Creston Lumber Mill in Alexandria, Louisiana, (for a whopping $32,000), we have lived our mission to provide the highest quality wood products on building projects across the country. We’ve done it ethically and sustainably, and look forward to continuing our service into the next century.

PLANTING SEEDS FOR THE WOOD INDUSTRY’S FUTURE

------------ BY ALLISON DeFORD

AS SOMEONE whose business is driven by wood— buying, selling, or processing—you understand the growth cycles involved in maintaining a supply of product and the life cycle of forestry. Trees must be planted, nurtured, then harvested.

At the North American Forest Foundation, a similar philosophy drives our mission to change hearts and minds about sustainable forestry and wood products, for good.

Education, promotion and advocacy are the primary ways the non-profit NAFF supports the forest products industry. Dispelling the myths and false messaging, and teaching science-based facts about sustainable forestry and the value of wood products are our main activities to help the next generation understand the benefits.

Today’s kids—the consumers, industry leaders and talent of the future—need a generous dose of truth about wood, trees and forest products. That’s where NAFF comes in. We meet the kids where they are, bringing engaging curriculum and lessons into the classroom to help kids become #exTREEemelysmart.

Our Truth About Trees kits are designed to be age-appropriate and are provided free to classroom teachers of grades K-3. Teachers can use the program with more than one classroom and do so over multiple years. The lessons work together with the traveling Forever Forest children’s museum exhibit, in partnership with the Omaha Children’s Museum.

We have a goal to educate 1 million kids by 2030. Plans are in place and we are well on the way to accomplishing our goal. The Forever Forest exhibit saw 148,000 visitors in 2021 alone, with a cumulative attendance of over 630,000 people.

Teachers are thrilled with the kits. Bryan Haecker, a teacher from Texas, says: “Your amazing kit helps me teach my at-risk students all about hardwoods, softwoods, properties of wood, deforestation, reforestation, sustainable materials for constructing projects and buildings in a way that makes the learning more enjoyable and understandable.”

Building on the success of the elementary school program, we’re currently seeking corporate sponsorship for development of an interactive junior high smartphone/ tablet app, scheduled to launch in 2024.

This critical age, grades 6-8, is a period when kids are often beginning to explore career and continuing education paths. The program’s curriculum, with an engaging game format, is intended to increase their awareness of the possibilities in the forest products industry and provide learning opportunities designed for their level.

Helping kids learn the truth about trees is a task that takes many hands and minds to accomplish. NAFF has more than 600 supporters and there are plenty of

TRUTH ABOUT About Trees kits are available for free to teachers of grades K-3. The kits contain lessons and materials that underscore the importance of trees and wood products in everyday life.

EDUCATION initiatives by the North American Forest Foundation have a goal of reaching 1 million children by 2030 with important information about sustainable forestry and the value of wood products.

opportunities for you or your company to get involved:

• Volunteer to help teach the kit in the classroom—a worthwhile experience, highly recommended by members of our board who have taken that opportunity.

• Become a corporate sponsor of the Junior High App and reach potentially 12 million students with the truth about trees

• Help us reach 50,000 students through our Earth Month Kit Drive in April and Back to School Kit drive in August by making a donation today:

o $100 = educates 200 students

o $500 = educates 1,000 students

o $1,000 = educates 2,000 students

o $10,000 = Junior High App Sponsor (12 million students) MM

ALLISON DeFORD

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

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

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

Allison DeFord is the executive director of the North American Forest Foundation. For more info on NAFF and its education initiatives, go to www.northamericanforestfoundation.org.

SEALING THE DEAL

BY SARA GRAVES

IT WASN’T TOO long ago when a farmer’s word and his handshake were as binding as any signed contract. And though business is conducted differently today, for some companies, such as Farmer’s Building, Feed & Garden Supply, doing business honestly with others in mind is still how you seal the deal.

“My dad had many connections in the community… when he gave his word on something, he did it and he completed it and I think that there was a lot of respect in that sense,” said Mark Stutzman, second-generation owner of Grants Pass, Or.,-based Farmer’s. “My dad taught me that you’re only as good as your word, and if you can’t live on what you say that you’re going to do then you won’t be as successful as what you would be if you continue down that road.”

Having been raised in Grants Pass watching his father and mother, Leon and Luella Stutzman, run the company in the early 1960s, Mark knows what it takes to build a successful company.

“I have put sweat equity into it. There was no job that could not be handled by us boys. We would separate the lumber out because at the time when I was a young boy, it would come in multiple stacks of 8s-14s in one stack and you would have to divide it out, and then it would come in 16s-20s and you would have to measure that all out. Then, of course, the mills started doing that themselves when they had the green chains, but those were

part of the jobs that we did.”

Sixty years later, the Stutzman family has been involved with the company all but two years since it was founded. Leon and the pastor of the family’s church originally coowned the hardware store until the pastor sold his shares of the company to Leon.

The Stutzman family currently owns 100% of the business. Leon and Luella own a little over 50%, while Mark owns just under 50% of the business. “I have been managing the store full time since my oldest brother passed away in 2016. I run this business and I run the other two (sister companies) as well—Illinois

Valley Building Supply (Cave Junction, Or.) and Rogue Truss Systems (Grants Pass). I have all three of them now under me.”

Mark’s children are also involved in the business. His son, Grant, manages the marketing and advertising for the company, his eldest son is currently working at the truss plant along with his son-in-law, and his daughter, Mollie, who recently graduated from high school, is helping with advertising and social media.

Although the company has traditionally been stronger on the contractor side, it has more recently focused on the retail end. “We’ve switched more to a retail side now

ALTHOUGH it’s traditionally been stronger with pros, Farmer’s Building Supply has been increasing its focus on consumers of late. (Photo by Mollie Stutzman)

and have opened a garden center. We have added a door shop and rental, and repair different things in order to continue to drive people to the store,” Mark said.

All along, however, there’s been one large obstacle standing in their way to attract more customers—the Rogue River—which bisects Grants Pass.

“One thing about our store has been that we have been separated from downtown Grants Pass for our entire existence,” Mark explained. “The community of Grants Pass is separated by the Rogue River, which runs right in the middle of it. The city has worked to keep the businesses downtown vibrant and that’s been good, but I think they have missed a lot of us who have been on the other side of the river who have been a part of the community.”

Thankfully, things are looking up. “The town is starting to grow our way and so we’ve been in the heart of a lot of the uptake on the building and stuff… but as those people have gotten a little older, we’re having to work much harder in order to contin-

ue to attract people to come to the store.”

Yet, it’s the company’s honest approach to business and how they treat their customers, going above and beyond as much as possible to make others feel good, that has enabled Farmer’s to continue to attract new customers and retain its existing clientele.

“I almost always try to say good morning to somebody just to initiate a conversation or to talk to them and let them know that they are valuable,” Mark said. “Our customers are not just a number—they’re a valuable piece of the community and we want to serve them.”

He added, “We want to treat everyone the same way that we would like to be treated. Dad would go above and beyond. We live to serve and that’s been something that has been pounded into me since I was very small.”

The focus on serving and treating others well is not only a core foundation of the company, but of the Stutzman family as well. “I will tell you that we are a faith-based company.

We’ve been a faith-based company… I think a lot of it is the strength of our faith and we believe in prayer and the power of prayer.”

In response, Farmer’s staff and customers have helped the company grow by suggesting new avenues of

SECOND-GENERATION owner Mark Stutzman “lives to serve.” (Photo by Jillian Anderson)

business for the company to pursue.

One successful addition has been the horse tack and equine supplies. Farmer’s staffer Danielle Sandgren loves horses and knows a lot about them. She encouraged the company to market to that specialized clientele. Today, the tack section is the most popular tack section in the area, according to Grant. “People come and seek it out specifically from all around. (Danielle), who works it, does a phenomenal job. We get a number of customers because we add in some of those niche markets.”

“I think sometimes finding those key individuals to put into those departments to run them helps us grow ourselves as to who we are,” Mark added.

Another way the company has grown is by responding to the needs of the surrounding communities.

Illinois Valley Building Supply, for instance, in the city of Cave Junction, is approximately 30 miles from Grants Pass. Illinois Valley only has two hardware stores, but one full lumberyard. The building supply store is the only full lumberyard dealer in the city. A transfer truck services the location every day.

Similarly, the Rogue Truss Systems plant was started after the local residents complained to Leon that they weren’t satisfied with the existing truss business owner in their community. Those customers asked

Leon, “Why don’t you put up a truss plant? Let us buy trusses from you.”

Today, the truss plant services as far north as Roseburg, Or., nearly 70 miles away, and can accommodate trusses as large as 80 ft. “We’re about the only facility in the Southern Oregon area that can make something that big,” Mark added.

It was the company’s adaptability that helped Farmer’s succeed even when the competition entered the Grants Pass area. For instance, when Home Depot moved into town, people said Farmer’s was going to have a tough time competing. But Farmer’s knew differently.

“They’re on the other side of the river and their location is not very good. It’s tough to get into where things are at, and people do not like to cross the bridge because they know in town, it’s a headache. That’s why more stuff is coming to this side,” Mark explained.

Similarly, when the Grange Co-op moved right across the street, Leon asked Mark, “What are we going to do to fight those guys?” Mark’s reply was: “We’re going to let (them) bring the customers to us.”

And they did. When the Grange Co-op customers heard there was a feed store across the street, they began coming to Farmer’s. “We worked those customers as they stopped in, and we began to make lifelong friends that way and to service them

the way that we do it out of what we’ve learned here at Farmer’s,” Mark added.

Yet, the Stutzmans never failed to show their competition respect.

“I went to school with one of the guys that’s a competitor in my town,” Mark explained. “He and I have never sparred words (with) each other. We know what it is to take one another’s customers away and we do it by the old fashioned way—the hard work of going after them and trying to service them and not bashing one another.”

Looking ahead, Mark said the company would like to grow the truss and the retail side of the business. In addition, it is looking to modernize its store, and improve its security systems. And although the company is taking notes from big box stores, Grant said, “We are trying not to adopt a big box store look because that would really play with who we are as an entity—it would really affect our soul and what people have known us to be—but we’re certainly taking some big box ideas and adapting them and making them Farmer’s appropriate.”

The company is also getting ready for its 50th anniversary on June 17 in Illinois Valley. “We made our (Farmer’s) anniversary about the community because the community has supported us for 60 years,” Grant said. “We’re going to do the same thing out in the Illinois Valley for the 50th anniversary. It’s going to be Illinois Valley Building Supply’s 50th, but it’s also going to be 50 years in the Illinois Valley—and here’s how the Illinois Valley has grown.”

It should be quite the anniversary celebration if the Stutzman family has anything to say about it. As the Stutzmans would tell you, “We’ll get ’er done because you only have what your word is.” MM

OREGON DEALER tries to be a light to its community. (Photo by Mollie Stutzman)

SARA GRAVES

Sara Graves, senior editor, is interested in your story. Contact her at sgraves@526mediagroup.com.

THE IMPORTANT FIRST CALL

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

OUR FIRST CALL to a potential customer has more to do with how much business we will do with them than any other call. Can we dig out of the hole of a poor first call? Yes. I did it for years. But it takes a lot more time to overcome a bad first call. This is why when Master Sellers lose a big account they still have great years. Master Sellers know how to make a great first call that impresses potential customers.

Many sellers are so nervous and disorganized on their first call that they do the opposite. They turn off potential new customers. In addition, because the first call goes poorly and the proper information is not gathered, the second call is usually a re-prospect call, aggravating the buyer, or the seller offers something on the second call that the customer doesn’t use, which also leaves a negative impression.

Qualification — Not a Sales Call

Prospect calls are not sales calls. Most customers aren’t going to buy from us on a first call. It is a bit more common for distribution sellers because they can sell smaller quantities to local customers, but for sellers of truckload quantities to customers in regions all over the country, it is highly unlikely. The purpose of our first call is to qualify the account. Do they buy what we sell, do they buy it the way we sell it and do they buy enough?

We need to find out:

(1) What are the main three items you bring in?

(2) What grade(s) do you buy that in?

(3) What species?

(4) Mill preference: Are there any

mills you can’t use/prefer?

(5) Quantity per month?

This is 13 questions if we only find out their main three items. This is the minimum number of questions because there will often be follow up/ nuances to the answers—for example, if they use SPF: “Can they use Eastern/ Western/Euro/SPF-S?”

This is why it is important to ask a narrowing question (“What are your main three items you buy in truckload quantities?”). Most customers will give us three to five minutes, so we must be clear and concise with our questions.

If, after we have qualified the customer thoroughly we want to ask, “Is there anything you are looking for today?,” it is OK but only after having qualified the customer.

What’s Your Price On...?

If the customer asks this question before we’ve qualified them, we say, “Susan, I’d love to sell you something today, but that really isn’t the purpose of my call. I’m calling to find out a little bit more about you and your company to see if we will be a good fit going forward. After we find out the main items you’re bringing in, if you want to give me an inquiry, I’ll be glad to work up a professional quote for you.” Then continue qualifying the account.

WSIBFU? Moments

On every prospect call there will be a “Why Should I Buy From You?” moment. Customers will rarely ask this question directly, but in other ways:

• “Where are you calling me from?”

• “I buy direct.”

• “I’m happy with my current supplier.”

• “Your company burned me in the past.”

This is where we need to be prepared to tell our potential customer why they should do business with us. Most sellers wing it. And it sounds like it. I tell my students, “You’re smart enough to wing it and your customers are smart enough to know you are winging it!”

Many students will say, “I don’t want to sound scripted.” I tell them, “Your favorite singer, actor, comedian and athlete are all scripted. It’s called professional preparation.”

Master Sellers have planned for and are ready to impress their potential customers with their answer.

“We are a 35-person sales team. We move 50 million bd. ft. of lumber every month to the most competitive accounts in the nation. In addition, we are the largest importer of XYZ product. Because we move so much volume and because of the contracts we have in place, we get highly competitive pricing that we pass on to customers just like you.”

3 QUESTIONS: PELICAN BAY FOREST PRODUCTS’ RON HANSON

RON HANSON, president of wholesaler Pelican Bay Forest Products, Bend, Or., has seen the lumber industry at its highest highs and lowest lows and, after 52 years, continues to appreciate it all.

1 How did you get started in the industry?

Hanson: I started in 1971 working in sawmills during summer breaks while attending Oregon State University. My dad, Walt, managed mills and was a lumberman his entire career. My brother Doug and I are fourth-generation lumbermen and my daughter, Angie, whom I work with, is a fifth-generation lumberperson. I majored in history, but I knew I wanted to be in lumber sales. It took me seven long years to complete my education, as I continued to work in the lumber industry while pursuing my degree. My dad bragged to all his friends that I graduated from OSU in three terms: Nixon, Ford and Carter!

I started wholesaling lumber in 1979 at Forest City. What a great company to work for. I loved selling lumber and knew it would be my career. I’ve never had a day I didn’t want to go to work. I have no retirement plans to date and hope to never completely retire as I get paid to talk with my friends every day.

2 What have been the greatest challenges over the years?

Hanson: I’ve been very fortunate to start two wholesale companies. Our first was Pan Pacific Forest Products, which we started in 1987 and grew to over 50 traders. We were young, and it was exciting to build the company—great memories! I did not own that company and left in 1999 to start Pelican Bay Forest Products, which I do own. It’s been an awesome privilege to work with great traders and phenomenal administrative personnel, including my wife, Joni. We have also built terrific relationships with suppliers, customers and our bankers.

Both companies grew faster than our money supply. Until the last few years, cash flow has always been our biggest challenge. There have been a lot of sleepless nights over the years worrying about paying our suppliers on time, but we persevered and got it done. Electronic transfer of funds will create a challenge when cash flow tightens again. At this time, we have a $15-million credit line, which allows us to be competitive with larger trading floors. We have not borrowed any money for the last six months. Our industry is in the best financial shape I can ever remember. Business has been much easier the last few years, but it looks like we will have some challenges over the next couple years with a possible recession.

Another challenge our industry has is recruiting younger people.

Looking at trading floors a few years ago, we were an aging industry. Luckily we have reversed that trend and we now have the youngest group that we’ve had in 20 years. I continue to see that same trend at industry functions as well. It’s a great business for younger people with unlimited potential for careers.

3 What’s the story behind Pelican Bay?

Hanson: Pelican Bay was a lumber company in Klamath Falls, Or. I was born there and had family that worked at the mill. I just liked the name and decided to use it when we started in 2000. We’ve been able to grow to over 20 traders selling lumber across the U.S. and Canada. We have a great group of senior traders and young traders. Everybody’s different, with all types of personalities, and we all get along—this helps breed success.

As our wholesale industry has morphed, we have become a more valuable partner to the suppliers and customers. We, as wholesalers, provide an important function in the distribution of forest products. What a great Industry to be a part of for 52 years.

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

Pelican Bay Forest Products’ Ron Hanson and Joni, his wife of 47 years

EMPLOYEE RETENTION

------------ BY PAIGE McALLISTER

MOST EMPLOYERS have felt the impacts of the tight labor market. Employees have been resigning at a rate of over 4 million per month for over a year. Low unemployment rates continue across the country. The labor market participation rates are reduced by 8 million employees due to factors like COVID, immigration, and employees who have left the workforce.

Adding to this, the impacts of replacing an existing employee can run up to two times that position’s salary and result in lost productivity as well as lower morale from other employees while that position remains open.

All of these factors make retaining current employees a proactive measure employers should prioritize in 2023 and beyond.

While the possibilities are unlimited as to what you can offer and what your employees will find valuable, here are some ideas to consider depending on your workforce, goals, and budget:

Compensation

• Increase wages or salaries

• Offer bonuses (“just because,” performance, retention, referral)

• Offer commission opportunities

• Restructure compensation

Considerations: While there may be a positive impact to increased wages or salaries at first, the impact may be short-lived once the increase is divided per paycheck or has been long-spent. This is especially pronounced given the increasing costs of living that many employees face.

Benefits

• Offer additional traditional plans (medical, dental, vision, life, STD, LTD)

• Add creative benefits (pet insurance, cancer coverage, long-term care insurance, college savings program, health advocate, HSA/FSA)

• Offer an employee assistance program (EAP)

• Offer a retirement savings plan or profit-sharing program

• Increase employer-paid portion toward premiums or 401(k)-matching

Considerations: Employees value protections that fit their life; however, different employees have different needs so it will be harder to find a one-size-fits-all solution. Better coverage often means more cost to the company and the employees, which may limit options and participation. Also, new or changing benefit plans usually require more time and effort to research and implement.

Time Off

• Give more paid time off (vacation, sick, personal days, holidays, “unlimited”)

• Make current paid time off more flexible (allow carry-over, require less notice)

• Add “personal holidays” so employees can recognize holidays or events that are important to their religion, culture or lifestyle without using vacation

• Offer creative time off (pet bereavement, school activities, volunteering, blood, organ or bone marrow donation)

Considerations: Small time-off policies can be easier and quicker to implement and may give more impact throughout the year as they help employees with their work-life balance. However, different employees will value different time off. And, you need to make sure that this time off can be balanced with meeting operational demands.

Perks

• Offer healthy-at-work options (healthy snacks, vending machines, desk or office exercise equipment, scheduled walk breaks)

• Implement socially-conscious programs (recycling, community service days, fundraiser walk teams)

• Offer cost- or time-savings programs (free or discounted parking or public transportation, warehouse store memberships, on-site car detailing, errand-runner services, vendor/supplier partner discounts)

• Offer life-balance perks (gym memberships, daycare

options, healthy-living programs)

• Create incentive programs (anniversary, performance)

Considerations: These efforts can help employees balance their work and life demands. Some of these are low-cost and can be implemented easily, but you may need to combine with other offerings for all employees to find some value.

As you can see, there are numerous and varied efforts you can take to try to retain your employees—some quick and inexpensive, others are more costly and take more time to coordinate.

Critical Steps in Creating an Effective Retention Strategy

While spontaneous perks are great, retention is not a one-time fix. It must be a strategy that is developed and changed as needed to reflect workforce trends, company needs, and your employees as individuals.

• Determine what your employees will appreciate. Get feedback from a variety of employees and managers to better understand what they want and need. Realize it may differ by department, position, and employee. Do not ask if you do not intend to do anything—this may make engagement worse if you create expectations and never follow through. If you cannot take the actions suggested, explain that so employees know their concerns were heard.

• Assess all factors including operational needs, workforce structure, budget, and timeline to make sure that what you offer is feasible now and, if applicable, in the future. Work out the pros and cons of each before committing.

• Formalize the actions or changes you want to implement, creating policies and procedures as needed.

• Announce the actions or changes to employees, giving them all of the information they need to know. Use this as an opportunity to communicate your appreciation for your employees and the value they bring to the company.

• Follow-up to assess if the actions or changes made the impact you wanted, or any at all. Did employees value it? Were employees able to use it or benefit from it? Did it make them want to stay? Were they more

engaged?

• Continue to listen to employees’ concerns and try to offer what you can to keep them engaged using their skills, talents and abilities for you instead of looking for another job.

A Final Thought

While you may not be able to find one perfect solution that all employees value, the fact that you are making an effort to show your employees your appreciation may be the best retention strategy there is. A simple and personal “thank you” can

go a long way in keeping your valued employees from leaving you when you need them most.

The devil’s in the details, and Townsend knew CT Darnell’s deep LBM experience—and Sunbelt Rack’s racking systems—would provide significant savings and next-level value to the 9-acre LBM facility.

Get the Full Story >>

Paige McAllister, SPHR, SHRM-SCP, is vice president for compliance with Affinity HR Group. Reach her at (877) 660-6400 or contact@affinityhrgroup.com.

PARR LUMBER REBRANDS

Parr, Hillsboro, Or., has unveiled a strategic rebrand that includes a refreshed brand identity and a new look. With one parent logo to unify all of Parr’s products and services under one umbrella, the new look and feel better reflects the company’s collaborative and customer-driven culture, renewed vision and purpose, and investment in new opportunities targeted to serve its employees, customers and communities.

From a single lumberyard in 1930, Parr has expanded beyond lumber through acquisitions of trusted brands such as Quality Truss, Trus-Way, Roof Truss Supply, Suburban Door Co., Cascade Millwork & Supply, and Relco Truss & Floor. The new identity reflects its commitment to be the “Total Home Building Source,” with a team of experts working together to provide legendary service across lumber, doors, cabinets, windows, trusses, pre-cut framing, and more—all under one roof.

“We’ve experienced incredible

growth over the last decade, with 44 locations in the Pacific Northwest and more than 1,500 employees,” said Parr CEO Mike Howell. “We’re more than a lumber company, and our new brand identity and logo honor our roots while representing who we are today and where we’re going tomorrow.”

Parr’s websites have been updated with announcements of the rebrand, and the company is transitioning its digital channels and local advertising to the new logo into this month. A website revamp bringing all its divisions and services under one URL, parr.com, is anticipated

later this year.

The new logo exudes a powerful yet simple aesthetic that symbolizes the company’s evolution from its founding roots as a single lumberyard into the Total Home Building Source for building supplies and solutions. The logo incorporates the company’s divisions, Parr Lumber, Parr Design Center, Parr Door-Millwork, Parr Windows and Parr Truss, as sub-brands.

The new color palette honors the company’s heritage with a nod toward its original dark blue logo and company applications. The light blue color, typeface and modern roofline design visually represent what the company is today and where it’s going tomorrow.

New brand purpose statement: “PARR combines the total source of home building supplies and solutions with legendary customer service and quality products.”

Westlake Ace Hardware has completed a full remodel of Guerneville Fulton Ace Hardware, Santa Rosa, Ca., which it acquired last year. Heath Abreu is the new GM.

ABC Supply has acquired the assets of siding distributor Thermal Tech, Kalispell, Mt. Craig Metzler will manage it as an ABC branch.

U-C Coatings, LLC, Buffalo, N.Y., is now the exclusive authorized distributor of Breeze Dried lumber drying sticks in the U.S. for less-than-truckload quantities.

Tolko restarted its Soda Creek and Armstrong Lumber mills March 6 after being curtailed since Christmas.

www.superiorwoodtreating.com

Pennsylvania Lumbermens Mutual Insurance Group is launching an insurance solution specifically for hardware stores—HardwareXpress— covering property, general liability, crime, workers comp, business income, and more.

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

PARR’S new logo symbolizes the chain’s evolution from a single lumberyard into the “Total Home Building Source.”

PATRICK LUMBER HOSTS OPEN HOUSE

Patrick Lumber Co. welcomed over 130 guests at the Philomath Timber Hall as part of its annual St. Patrick’s Day Open House on March 17.

As the jewel in Patrick’s crown, the timber hall sits on the top of the hill overlooking its 36-acre remanufacturing facility that PLC has owned since 2016.

In years past, the event was hosted at Patrick’s downtown Portland office. After the company relocated to a smaller space in 2020 and COVID limited gathering options, the gathering was moved south, and tours of the mill were incorporated into the festivities.

Guests included sawmills, freight carriers, employees, customers, Oregon State University educators, and other industry partners.

PLC CEO Dave Halsey reflected on the event: “Friday the 17th of March was a sunny day in Philomath, we were able to walk the 40-acre site giving tours to customers and suppliers, many who were seeing the site for the first time. We are grateful for the support we have received from the local community as we build for the future. Business is good.”

The new version of the event—which includes mill tours—gives the company an opportunity to share its evolution and bring its industry partners along with them.

“Patrick Lumber’s open house is an incredible event that brings suppliers and clients together,” noted Herbert Lumber’s James Taylor. “It’s refreshing to see how Patrick Lumber has a vision for the future.

They are investing in new machinery, technology, products, and people. The new office building is a testament to the industry and products that Patrick supplies to their partner and clients.”

TREATED WOOD PRODUCTS

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)

DISTRIBUTION HIGHLIGHTS

• Multiple inventory locations

• Prompt delivery to CA, AZ, & NV

Providing you with quality products and honest service since 1978.

JONESWHOLESALE.COM

WELCOMING guests to the Timber Hall: (back row, left to right) Doug Biron, Nate Hallstrom, Russell Hallstrom, Jake Thompson, Zack Connie, Jeff Hendrickson, Benny Jacobs. (Front, l-r) Chelsea Zuccato, Christy Biron, Kaycee Hallstrom, KelCee Hallstrom, Teri Adair, Henco Viljoen, Brad Mehl, Van Decker, Trace Hahn, John Redfield, John Quast.

YOU ARE THE MOST IMPORTANT ELEMENT OF EVERY TRANSACTION.

Mike Jacobs, general mgr. of marketing, Idaho Timber, Meridian, Id., has retired after 40 years in the industry, the last 26 with Idaho Timber. He will be relocating to Cary, N.C., to undertake a masters program at Shepherds Theological Seminary.

Daniel Hines, ex-LP, is a new product specialist with Capital, Chino, Ca.

Lorraine Russ, ex-Carlisle Construction Materials, has joined the commercial team at Roseburg, Springfield, Or., as director of structural & specialty panels. Matt Lawless was named VP-general counsel and corporate secretary.

Roy Cobble has retired after a long career in retail/wholesale lumber, the last 17 years with Adobe Lumber, American Canyon, Ca., primarily focused on purchasing commodities but also managing the sales of a few large accounts.

Don Vogel has joined Direct Lumber & Door of Colorado, Denver, Co., as field operations mgr. Robbie Jack has been promoted to centralized estimating mgr.

Dave Rupp has joined Search North America, as a new senior recruiter, mainly focusing on the western U.S. and Canada. He is based in Vancouver, Wa. Richard Poindexter, president and owner, will continue to specialize in client and candidate relationships in the eastern and southern parts of the U.S. and Canada. SNA founder Carl Jansen will be stepping back into a role as recruiting consultant and business developer.

James Allred has joined Intermountain Wood Products, Denver, Co., as a territory sales mgr.

Mark Fraker has retired after 32 years in outside sales with Parr Lumber, Redmond, Or.

Joan Montano, ex-Champion Lumber, is new to sales at Ganahl Lumber, Corona, Ca.

Rob Humphreys, ex-Cole Cabinet, is new to contractor sales/design at Bloedorn Lumber, Casper, Wy. has been promoted to operations mgr. for Alpine Lumber,

Ultra-Resistant MDF

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.

Cody Brooks has been promoted to president of Barton Supply, Aurora, Co. Don Barton will transition full-time to president of parent company Kodiak Building Partners’ Construction Supplies group, Highlands Ranch, Co.

Chase Thornhill, ex-Beacon Homes, is a new lumber & siding estimator for Builders FirstSource, Littleton, Co.

Lawrence Stuart, Westlake Ace Hardware, Los Angeles, Ca., has been promoted to district mgr. for Southern California.

Christian F. Vazquez, ex-Priority Doors & Windows, has rejoined Truitt & White Lumber Co., Berkeley, Ca., in millwork sales.

Alaina Trowbridge, Louisiana-Pacific, Denver, Co., has been promoted to business development mgr.-West region sales.

Jim Kopaska was promoted to group plant mgr. for Johns Manville Commercial Roofing Systems, Denver, Co., overseeing six manufacturing facilities.

WHOLESALE DISTRIBUTOR OF TREATED LUMBER & PLWOOD, INCLUDING:

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 ROSEBURG.COM

(800) 245-1115

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

(16 TO 20 & 24)

4X4 - 4X12 (8’ TO 20’)

6X6 - 6X12 (8’ TO 20’ & 24’)

BORATE-TREATED

Jeff Dracup, Boise Cascade, Boise, Id., was promoted to Scottsdale, Az.-based region sales mgr. for engineered wood products.

Dan Drake has joined Stella-Jones, Tacoma, Wa., as director of financial planning & analysis.

Jon C. Nichols, Scottsdale, Az.-based sales rep for Trex, is now serving the Denver metropolitan area.

Jan Hulin has been named president of Q-railing – North America, Tustin, Ca.

Shyam Reddy has been appointed president & CEO of BlueLinx, Atlanta, Ga., succeeding Dwight Gibson, who is departing.

Zane Vinson has been promoted to western division mgr. for Envision Outdoor Living Products.

William “Billy” Bastek has been appointed executive VP of merchandising for Home Depot, Atlanta, Ga.

Dan Dietlin was appointed director of continuous improvement at Do it Best Corp., Fort Wayne, In. Audrey Clark is new as communications project mgr.; James Fisher, continuous improvement leader; and Adam Vaughn, associate merchandise mgr.

Mike Wothe was promoted to executive VP of operations for PGT Innovations, North Venice, Fl. Debbie LaPinska is chief customer officer; Bob Keller, senior VP of R&D, product innovation & technology; and Mark Yeandle, president of operations–Western region.

Dave Rumbaugh has been promoted to VP of logistics & specialty purchasing for 84 Lumber, Eighty Four, Pa.

Malorie Drugg has risen to VP of marketing for Marvin, Warroad, Mn. Tim Kasten is now VP of sales and David Goulet, VP of research & development and product management.

Jaclyn Harrison has been appointed executive VP of human resources at ODL, Inc., Zeeland, Mi.

Nate Jorgensen, CEO, Boise Cascade, Boise, Id., was recognnized as a “CEO of Influence” by Idaho Business Review.

Otto Graf is now signing the checks at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

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 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.

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.

Call us for:

Appearance-grade timbers custom cut up to 24' in length

5/4x6, 2x4, 2x6, 2x8 dry decking in a variety of grades, surfaced so smooth your customer will think they’re hand-sanded

2x4 Fence rails in two grades, Premium S4S or Std/Btr light wane combed

2x4, 2x6, 2x8 Dry combed reman stock in two grades: Combed at 1 9/16" thick

Pecky landscape timbers

Incense Cedar from C&D Lumber offers all the durability, strength, workability and beauty of Western Red Cedar, at better prices.

WOOD TREATMENT ANALYSIS

NEX QC, Rigaku’s AWPA standard A9-compliant analyzer, combines unmatched versatility with affordability for the wood preservation industry.

The analyzer is compact and does not require an external PC. It features an intuitive icon-driven touchscreen interface and a built-in printer, making it easy to use and convenient for users.

NEX QC supports a wide range of treatment formulations and sample types, allowing users to test all wood preservatives and pigments using one instrument. No customization is required to accommodate different applications, giving users complete flexibility in treatments employed and measured, including pigments, or adjusting to future applications.

The analyzers are manufactured by Applied Rigaku Technologies and backed by a two-year warranty.

RIGAKUEDXRF.COM/WOOD

(512) 225-1796

NEXT-GEN COMPOSITE DECKING

Armadillo’s new Evolution composite decking features sophisticated, nuanced colors and richer, deeper grain, for premium aesthetics and performance.

The line offers an unprecedented Armadillo Golden Promise warranty, providiing non-prorated coverage for 50 years and five years labor coverage. It also includes automatic one-time transferability for homeowners when they sell their home. Commercial uses have a 20-year, non-prorated warranty with two years of labor.

Boasting a deeper embossing and multiple color streaking, the line comes in six colors: Bourbon, Firewood, Linen, Mesa, Steel Wool, and Twilight.

ARMADILLODECK.COM

(320) 243-7318

PRECAST CONCRETE SKIRT BOARD

Perma-Column’s new precast concrete skirt boards feature an innovative hybrid concrete-wood design that eliminates all wood contact with the ground.

Ideal for post-frame foundations, the boards are consistent—their precise 2x8 dimensions allow for high tolerances and ease of installation.

PERMACOLUMN.COM

(800) 622-7190

UPDATED HURRICANE TIE

Simpson Strong-Tie has released the H1A next-generation hurricane tie, designed to install with fewer, shorter nails and achieve higher allowable uplift and F2 loads to meet the building safety needs of homes in seismic and high-wind regions of the country.

A code-listed and tested update to the original H1 connector and designed for nominal 2x lumber, the H1A features innovative embossments that add stiffness for improved allowable uplift and lateral loads. In addition to providing strength and versatility, the tie installs quickly and easily with 1-1/2” nails, eliminating the need to use two different nail sizes in the same connector and reducing both the length and overall number of nails required.

It is available in standard G90 galvanization or with ZMAX coating for corrosion resistance.

STRONGTIE.COM/H1A

(800) 999-5099

#1 Inventory Management Profit Strategy:

Stock No More Than Needed to Properly Service Demand

This practice is crucial to profitability. Here’s why:

n Every day that excess inventory is owned, it is either costing interest on borrowed money, which increases expense, or it is preventing the earning of interest on owned money, which decreases income. Whether capital is borrowed or owned, excess inventory is always eroding profitability.

n Let’s say a yard has sales volume of 110,000 BF/month. If brought in all at once by car, the inventory can turn once a month if needs are correctly projected. But if metered in by truck in 27,500 BF increments at one load per week as actually needed, that inventory will turn 4 times per month – and tie up only 1/4 as much cash.

n Now suppose this yard pays for the car 10 days after shipment and delivery takes 3 weeks. It paid for 4 times the inventory it needed, and won’t see any of it for 11 more days. But if it buys by truck with quick delivery, every stick could be sold before the invoice even comes due. In fact, three truckloads could be sold this way before the car could even have arrived, again using only 1/4 the capital.

n This strategy dependably multiplies turns and GMROI, dramatically improves cashflow, cuts carrying costs and frees up both capital and space for more profitable use. Margins are maintained through market moves and downside risk is significantly reduced because the inventory is turning faster than price changes can affect its value. There’s less inventory to count, and stock stays fresher, too.

ELITE TILE CUTTER

A new all-in-one precision workstation from Arrow Fastener allows ceiling installation professionals to cut acoustic ceiling tiles in a fraction of the time and at a fraction of the cost with precise results and minimal waste while also decreasing jobsite accidents.

RevealCut changes how hundreds of thousands of acoustic ceiling tiles are cut every day by eliminating the need to cut tiles with a straight edge and a utility knife and delivering up

to 80% in labor savings. A typical 2-ft. ceiling tile can be cut to size and finished with a factory-grade profiled edge in less than 30 seconds.

The device comes in two convenient sizes: one for 2-ft. tiles and a larger version for up to 4-ft. tiles. It cuts 98% of all common ceiling tile sizes with ease and efficiency by using an integrated precision-cutting blade system to cut factory-grade profiled edges.

REVEALCUT.COM

(800) 776-2228

HOME SECURITY SOLAR LIGHT

Equipped with a high efficiency solar panel, STKR’s EZ Home Security Solar lights turn on and off automatically at dusk and dawn and can be fully recharged in just eight hours of full sunlight.

The lights clip on to most gutters in seconds with no tools or wiring required.

Their FLEXIT Spot Light LED heads can be angled independently to cast light where needed most.

STKRCONCEPTS.COM

(704) 508-1031

FLEXIBLE MEMBRANE

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

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

STOCORP.COM

(800) 221-2397

HARDWOOD DECK ACCESSORIES

Known for its Premium Select Architectural-Grade ipé and other tropical hardwoods, Tropical Forest Products is adding a full line of Black Label Professional Grade Accessories.

Accessories include Clad Clip and Pro Deck Clip systems; Ipé + Marine Oil Finishes, Wood Cleaner, Brightener and End Sealer; and a Tool Kit complete with everything needed for installing a hardwood project.

BLACKLABELWOOD.COM

(855) 344-4500

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.

Wholesale Industrial Lumber

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.

REENGINEERED ROOFING

GAF has reengineered and relaunched its Timberline UHD (Ultra High Definition) shingles as Timberline UHDZ shingles.

In addition to GAF’s Dual Shadow Line, which creates beautiful sunset shadows all day long, all UHDZ shingles now include features seen in the top-selling Timberline HDZ, like the innovative LayerLock technology and StrikeZone nailing area, making them easier and faster to install.

Shingles are thicker and about 20% heavier than the HDZ, feature 10% more time-release algae-fighting technology, and offer a 30-year StainGuard Plus Pro limited warranty against blue-green algae discoloration.

Colors include Charcoal, Weathered Wood, Pewter Gray, Barkwood, Slate and Shakewood.

GAF.COM/UHDZ

(877) 423-7663

product is in various of the houses

Traditional make up materials

Weyerhaeuser replace affected shipments from customers.

Approximately since December $60 million

Windows

Combination as Huber’s now make Self-adhered market, as about 3% Alternatives extensively Ace Rebranding

Residential amounting the nation. increase in 2019 Door Manufacturers

Housewraps, Weather Barriers

Trending in Residential Market

“While it hurt our pride to learn this, the truth is that while consumers trust Ace as the Helpful Place, far too many of them believed that our speedy sized stores didn’t have enough product to complete their paint project,” said John Venhuizen, president and CEO. “We know this isn’t the case, so to assuage these misperceptions, we decided to stand behind our large paint assortment with the Extra Mile Promise. Our objective is simple: to be known as the #1, best, most convenient, most helpful and most credible store for paint in the neighborhood.”

Housewrap preferences are gradually evolving, according to a recent presentation at the Housewrap 2019 conference on builder and consumer practices by Ed Hudson, Home Innovation Research Labs.

Weyco Recalls Coated I-Joists

AtReel Lumber Service, we supply domestic and foreign hardwoods. Our products and services include:

• Hardwood Lumber & Pine

Hudson shared that about 60% of all housewrap and weather-resistant barrier (WRB) material is installed on new homes; the remainder is installed primarily on homes being re-sided.

• Hardwood Plywood & Veneers

Weyerhaeuser is recalling a batch of TJI Joists with Flak Jacket Protection, after linking an odor in certain newly constructed homes to a recent formula change in the coating that included formaldehyde-based resin. The issue is isolated to Flak Jacket product made after Dec. 1, 2016, and does not affect any of the company’s other products.

• Melamine Plywood

Ace Offers Extra Mile Guarantee

DuPont’s Tyvek continues to dominate with nearly half the housewrap and WRB installations in new homes. DuPont established leadership in technology and education early and have maintained that leadership for decades.

• Hardwood Moulding (alder, cherry, mahogany, MDF, maple, red oak, paint grade, pecan hickory, white oak, walnut, beech)

Flak Jacket Protection is a coating applied to I-joists to enhance fire resistance, and it is not widely in use. The

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.

• Milling (moulding profiles, S2S, SLR1E, SLR2E, & resawn lumber)

• Woodworking Accessories (appliques, ornaments, butcher blocks, corbels, etc.)

• Woodworking Supplies (deft finishes, color putty, adhesives, etc.)

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.

Our products are widely used in interior finish carpentry, furniture, cabinetry and hundreds of industrial and manufacturing applications. We stock a complete line of complementary products to complete virtually any woodworking or millwork project.

“While it hurt our pride to learn this, the truth is that while consumers trust Ace as the Helpful Place, far too many of them believed that our speedy sized stores didn’t have enough product to complete their paint project,” said John Venhuizen, president and CEO. “We know this isn’t the case, so to assuage these misperceptions, we decided to stand behind our large paint assortment with the Extra Mile Promise. Our objective is simple: to be known as the #1, best, most convenient, most helpful and most credible store for paint in the neighborhood.”

Housewraps, Weather Barriers Trending in Residential Market

Housewrap preferences are gradually evolving, according to a recent presentation at the Housewrap 2019 conference on builder and consumer practices by Ed Hudson, Home Innovation Research Labs.

Weyco Recalls Coated I-Joists

Ace Hardware Handyman and improvement Early Ace Handyman subsidiary Handyman of locally locations trained to larger projects. businesses painting collectively 121 territories Andy will continue for Ace Denver. Integration underway

In 2016, by 6.1% ing any between annual growth before declining Architectural decline the nearly 2.9 continued ly 0.44 million is forecast 2019. Stile 2017 and

product is in various of the houses

Traditional make up materials

Weyerhaeuser replace affected shipments from customers. Approximately since December $60 million

Windows Residential amounting the nation. increase in 2019

Hudson shared that about 60% of all housewrap and weather-resistant barrier (WRB) material is installed on new homes; the remainder is installed primarily on homes being re-sided.

1321 N. Kraemer Blvd. (Box 879), Anaheim,

Weyerhaeuser is recalling a batch of TJI Joists with Flak Jacket Protection, after linking an odor in certain newly constructed homes to a recent formula change in the coating that included formaldehyde-based resin. The issue is isolated to Flak Jacket product made after Dec. 1, 2016, and does not affect any of the company’s other products.

Flak Jacket Protection is a coating applied to I-joists to enhance fire resistance, and it is not widely in use. The

DuPont’s Tyvek continues to dominate with nearly half the housewrap and WRB installations in new homes. DuPont established leadership in technology and education early and have maintained that leadership for decades.

www.reellumber.com

Door Manufacturers In 2016, by 6.1% ing any between annual growth before declining Architectural decline the nearly 2.9 continued ly 0.44 million is forecast 2019. Stile 2017 and

Combination as Huber’s now make Self-adhered market, as about 3% Alternatives extensively Ace Rebranding Ace Hardware Handyman and improvement Early Ace Handyman subsidiary Handyman of locally locations trained to larger projects. businesses painting collectively 121 territories Andy will continue for Ace Denver. Integration underway

TO MARK Hayward Lumber’s centennial, CEO Bill Hayward sliced the birthday cake Hayward style—with a chain saw—during a Sept. 7 celebration in San Luis Obispo, Ca., that was attended by nearly 1,000.

Merchant 8-17 Layout.qxp_D SigNov03-1-8,41-48

TO MARK Hayward Lumber’s centennial, CEO Bill Hayward sliced the birthday cake Hayward style—with a chain saw—during a Sept. 7 celebration in San Luis Obispo, Ca., that was attended by nearly 1,000.

NAWLA LEADERS MEET UP

NORTH AMERICAN Wholesale Lumber Association pulled together decision-makers from coast to coast for its annual NAWLA Leadership Summit March 12-14 at the JW Marriott Desert Resort & Spa, Palm Desert, Ca.

The engaging three-day program provided lumber wholesalers with insight into trends and best practices from industry leaders to help grow revenue, reduce costs, and improve their company’s performance.

8

LUMBER INDUSTRY LEADERS

[1] John Morrison, Mark Westlake. [2] Patricia Morrison, Michael Welch, Paige Westlake. [3] Natalie Heacock, Chelsea Zucccato. [4] Carl & Vicki Lamb. [5] Dan Semsak, Clark Spitzer. [6] Rob Latham, Jim McGinnis. [7] Warren Reeves, Grant Phillips. [8] Steve Rhone, Rick Ekstein. [9] Marc, Sammy & Kelly Saracco. [10] Patrick Price, Kathy & Bill Price. [11] Sam Sanregret.

(More photos on next page)

BLUELINX president/CEO Dwight Gibson spoke on “Culture as a Catalyst for Performance.”

(continued from previous page): [ ] Josh Goodman, Kyle Little. [13] Scott & Karen Lewis, Jim Robbins, Sr. [14] Mark & Gail Kelly, Karen & Brett Slaughter. [15] Kim & Tony Lucas, Judy Haney, Mike Mann, Margie Semsak. [16] Donna & Larry Boyts, Todd London. [17] Pino Pucci, Aly Kingsley, Thomas Mende, Dustin Jalbert, Cameron Waner, Abby Meek. [18]

Photos by The Merchant 25

Kevin Dodds, Ryan Kline. [19] Jim & Cindy McGinnis, Karli & Davis McGinnis, Lori & Bobby Byrd. [20] Bill DeGroat, David Bernstein. [21] Jim & Sabrina Enright. [22] Trent & Steve Williams, Patrick & Sarah Price, Jennifer & Jason McGahee. [23] Amy & Alden Robbins, Dave Destiche. [24] Mark Avery, Chris Knowles. [25] Nick & Kim Fitzgerald.

DO IT BEST POWERS UP MEMBERS DO IT BEST POWERS UP MEMBERS

DO IT BEST welcomed memberowners, prospective members, and vendors to Orlando’s Orange County Convention Center for its spring market March 11-13.

While there were many things to

get members excited about powering up their businesses—from tremendous deals, training and networking opportunities, to exclusive events— the greatest buzz was generated by the introduction of a powerful new

ecommerce strategy and platform to drive sales online and in-store.

Newly-promoted VP of ecommerce Allison Flatjord introduced the state-of-the-art ecommerce solution.

Another hot item was Solutions in Action—a full-size home center on the market floor featuring best industry practices for merchandising, lighting, layout and branding.

AT DO IT BEST’S market: [1] Ian Rowe, Sacha Hampton, Chris Perez. [2] James Elijah, James Morris. [3] Darin Harter, John Kemper, Dan Martin, Daryl Johnson, Cyndi Chandler, Mike Bond, Rod Wynn. [4] Doug Mans, Jean Fahy, Pete Mans. [5] Matt Richards, Emily Sivick, Jacob Sauntinez. [6] Mike Hake, Ted Beach. [7] Curtis Haugen, Dave Seeley, Ryan Helwig, Tim Pappas. [8] Kristi Kaufman, Carl Dent, Alisha Simpson.

(More on next page)

VP OF LBM Russ Kathrein updated members on Do it Best’s fast growth.

IT BEST

DOING

(continued from previous page): [9] Jesse Sarenana, Travis Garner, Tod Kintz. [10] Kari Ann Ezzell, Stefanie Couch. [11] Alberto Guerra, Anthony Khoury. [12] Frank Demarinis, Huda Kahn. [13] Zach Van Landingham, Jamie Valencia. [14] Katrina Hudy, Nick Burckel, Renae Kovell. [15] Todd Klingel, Jeff Pott, Adam Gargano. [16] Steve May, Jeff Dunbar,

Brad Seelig. [17] Gabe Arnold, Chris Brown, Rob Williams. [18] Stefanie Snyder, Angela Nevers, Rob Everson. [19] David Metviner, Rob Freon, Bradley Templeton. [20] Doug Arndt, John Glades. [21] Jen & Rob Miller. [22] Sean Armantrout, Mark Dyke, Larry Bournias. [23] Jeri Redd, Jacob Lightsey, Jennifer Davie.

LMC SHIFTS TO HIGH GEAR AT ANNUAL

DEALERS AND suppliers from across the country raced to Charlotte, N.C., March 8-10 for the 2023 LMC Annual.

Over three days, LMC dealers networked with the biggest names in the industry, made purchases for the upcoming peak building season, participated in educational sessions, and tackled the shared problems facing the industry in the future.

Kicking off the event, LMC president & CEO Paul Ryan reported stable growth for LMC in 2022 with $7.8 billion in purchases, despite deflation in wood products. He also welcomed 25 new dealers to the LMC network in 2022. This year’s winner of the

best new product was AdvanTech X-Factor Subflooring from Huber Engineered Woods, second place was Generac’s Portable Power Station, and third place was Onward’s EVO Sliding Barndoor System.

To top off the event, attendees trekked to the NASCAR Hall of Fame for a big party, testing their skills in the race car simulators and exploring the hands-on exhibits. “The King” himself, Richard Petty, then detailed incredible stories from his 35-year career, afterwards welcoming attendees on stage for a photo opportunity.

The 2024 Annual will take place in Houston, Tx., March 4-6, 2024.

ATTENDEES [1] stream into LMC’s annual meeting. [2] Kevin Brewer, Winston Strawn. [3] Craig Little, Rylie Joachim, Bill Schlottman. [4] Todd Nodine, Sondra Jones, Greg Hodge. [5] Brandon Sawyer, Dave Bartholomew. [6] Drew Kennedy,

Mark Allison. [7] Matt Wylie, Evan Doherty, Matt Osterlund, Jon Baker. [8] Annamarie Genther, Amy Bilovsky. [9] Chip Brittain, Joe Angelo, Bill Nocerino. [10] Todd Nowels, Troy Allen, Paul Dupont. (More photos on next two pages)

VENDORS at LMC annual meeting (continued) included Team Culpeper [ ] Bill Johnston, Travis Rogers, Brad Marks, Alec Mecoinis, Jim Powell, Frank Hanlon, Larry Lang, David Anderson, Robert Ford. [12] Ryan Murdoch, David Lewis, Susan Cuming, Chris Ford, Vern Dando, Scott Stubbington, Scott Vande Linde, Jeff

Hodge. [13] Mike McCloud, Marty Hawkins. [14] Kristie McCurdy, Scott & Lacy Townsend, Kelly Matthews, Wayne Miller. [15] Bull van Sickle,

Adrienne Kazarian, Kimberly Roberts, Jason Quenzer, Corbin Rinehart, Sean Pasell. [16] Damien Fallin, Jim Sakai. [17] Mark Swinth, Lindsay Olson, Rob Endres, David Olson. [18] Pamela & Robert Johnson, Scott Brown. [19] Dylan Harvey, Dean Clark, Daniel Quillian. [20] Kelly Robertson, Beth Blount, Larraine Russ, Doc Smith.

(More photos on next page)

Photos by The Merchant

LMC ANNUAL MEETING (continued): [21] John Fisher, Ben Artale, Lee & Colin Schifflett. [22] Brett Vick, Scott Sheppard, Luke Bennett. [23] Jenny Brawley, Tim Parker. [24] Kenny Woodard, Bob Smith, Tunstall Inge. [25] Kevin Smith, Daniel Libolt. [26] Lindy Wheat, Matt Schoettle, Donna Whitaker. [27] Rich Gomersall, Graham Thick, Brian Lynch. [28] Jeff Parker, Tom Salshutz. [29]

Curt Allen, Robbie Temple, Tony Butler. [30] Jamie Moulton, Ian Penney. [31] Travis Maddox, Andy Faircloth. [32] Bryan & June Strickland. [33] Whitney Staudachez, Kelsey Hapner. [34] Cole & Carlie Richeson. [35] Paul Kluemperg, Mark Stover. [36] Jimmy Welch, Megan McMurray, Pat Coddington. [37] Andy Mitchell, Breezy Mitchell, Ryan Cornutt. [38] Julie Jozwik, Matthew Tevelde.

WEST COAST Lumber & Building Material Association packed the house for its 2nd Growth speaker meeting March 23 in Anaheim, Ca. [1] Incoming 2nd Growth president Stephanie Barrios presented a plaque of recognition to outgoing president Daniel Hines. [2] Jacob Belk, John Burns Real Estate Consulting, presented an industry forecast. [3] Chris Carpenter, Brad Schneider. [4] Nick Matute, Eric Matute. [5] Tony Rodriguez, Sean Cummings, Gavin Lansing. [6] Matt Fink, Kevin Johnson. [7] Carlos Quintero, Deonn

DeFord. [8] Justin Prasad, Joey Madrigal. [9] Viviana Nieves, Andrew Mendez, Valentina Saltamacchia, David Label. [10] Ivan Diaz, Adrian Hernandez, Joe Dressel. [11] Keith Hitchcock, Dan Delaney, John McConlogue. [12] Kathy Rutledge, Rick Deen. [13] Jake Schauer, Gerry Perez, Vaughn Barker, Gavin Morris. [14] Charley Melkonian. [15] Jason Schulze. [16] Stephanie Barrios, Charlene Valine. [17] Jose Soto, Jacob Schauer, Wen Ruan. [18] Lisseth Torres, Jacqueline Palazzolo. [19] Renee Miles, Chuck Casey.

Photos

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

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.

n DEWALT.COM

Hybrid Sealants

International Hardware Fair Italy – May 5-6, Fiera di Bergamo, Bergamo, Italy; www.hardwarefair-italy.com.

North American Wholesale Lumber Association – May 8-11, Wood Basics Course, Vancouver, B.C.; www.nawla.org.

(800) 433-9258

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

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

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

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

West Coast Lumber & Building Material Association – April 18, industry outlook webinar; www.lumberassociation.org.

Borates

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

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

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

Professionals and DIYers alike will be amped to try DAP’s new advanced hybrid sealants that outperform silicone and provide maximum performance for every project.

Orgill – May 8-21, summer online buying event; www.orgill.com.

SFI – May 13-19, annual conference, Vancouver, B.C.; www.forest.org.

LIGNA – May 15-19, woodworking fair, Hannover Fairground, Hannover, Germany; www.ligna.de.

Southern California Hoo-Hoo Club – May 17, speaker meeting/golf, Brookside Golf Course, Pasadena, Ca.; www.hoohoo117.org.

Western Red Cedar Lumber Association – May 17-19, Cedar Summit, Victoria Ocean Pointe Resort, Victoria, B.C.; www.realcedar.com.

Sacramento Hoo-Hoo Club – May 18, reception & BBQ dinner, Grass Valley Courtyard Inn, Grass Valley, Ca.; May 19, annual golf tournament, Alta Sierra Country Club, Grass Valley, Ca.; www.hoohoo109.org.

PCBC – May 24-25, Anaheim Convention Center, Anaheim, Ca.; www. pcbc.com.

TReaTed luMbeR and PlyWood

Woodworking Industry Conference – April 25-28, Hotel Del Coronado, San Diego, Ca.; www.woodworkingindustryconference.com.

Call the experts:

• Robert Moore

• Jim Winward

Olympic Logging Conference – April 26-28, Fairmont Empress Hotel, Victoria, B.C.; www.olympicloggingconference.com.

Material Handling Equipment Distributors Association – April 29May 3, Grand Hyatt, Nashville, Tn.; www.mheda.org.

1959 soUth 1100 West Woods Cross, Utah

Transload Distribution Association – May 1-4, annual conference, Las Vegas, Nv.; www.tdana.com.

Decorative Hardwoods Assn. – May 24-26, annual meeting, Wyndham Grand, Clearwater Beach, Fl.; www.decorativehardwoods.org.

North American Rail Shippers Association – May 24-26, annual meeting, Chicago, Il.; www.railshippers.com.

AMP advanced hybrid sealants offer a wide variety of project and application solutions. Developed for both exterior applications—such as windows, doors, siding, trim, gutter, flashing and concrete—and interior applications like kitchen and bath projects, the line delivers a 100% weatherproof and waterproof seal. It can be applied on wet and damp surfaces, offers extreme temperature use of 0°F to 140°F, features fast and efficient 30-minute paint and rain/ water ready times, and is backed by a lifetime mold and mildew resistance guarantee.

Forest Products Society – June 6-8, international conference, Morgantown, W.V.; www.fpsconference.org.

Utah Wood Preserving Co.

Forest Economic Advisors – June 7-8, Global Softwood Log & Lumber Conference, Fairmont Hotel, Vancouver, B.C.; www.getfea.com.

Phone - Woods Cross: (801) 295-9449 FaX (801) 295-9440

The line features Kitchen & Bath; Window, Door, Siding & Trim; Self-Leveling Concrete; and Gutter & Flashing sealant.

Western Wood Preservers Association – June 11-13, summer meeting, Coeur d’Alene Resort, Coeur d’Alene, ID www.wwpinstitute.org

- salt lake (801) 262-6428 FaX (801) 748-0037

National Wood Flooring Expo – May 2-4, Milwaukee, Wi.; nwfaexpo.org.

n DAP.COM

(800) 543-3840

National Lawn & Garden Show – June 13-14, Chicago, Il.; nlgshow.com.

www.geminiforest.com

C&E LUMBER COMPANY

Donald Edwin Matson, former operator of D.E. Matson Forest Products, Grass Valley, Ca., passed away on Feb. 16, two days shy of turning 95.

While attending Sacramento City College, he enlisted in the U.S. Army and was deployed to Japan in 1945. Following his serve, he worked for his father Ed Matson’s lumber mill, Matson Lumber, Grass Valley. Don purchased the mill in the late 1950s and renamed it D.E. Matson Forest Products. He closed the mill in 1964 and a companion retail yard in 1967.

Don then earned an accounting degree from Sacramento State University, working as controller for Sierra Mountain Mills, Camptonville, Ca., before starting his own bookkeeping business.

Ronald Ervin Schelske, former owner of Linder-Kind Lumber Co., Helena, Mt., died March 16 at the age of 84.

After four years in the U.S. Air Force, he began his industry career

FLURRY OF INTEREST IN FRTW

(Continued from page 22)

The courses are available on two online education platforms, AEC Daily and Architectural Record’s Continuing Education Center. Each course offers a one-hour continuing education credit, or CEU, from as many as 25 different organizations, including the American Institute of Architects (AIA), National Assn. of Home Builders (NAHB) and the International Code Council (ICC).

Some 655 visitors downloaded and took the AEC Daily course for CEU credits in 2022. The Architectural Record version of the course, which went online in April 2022, recorded 549 downloads for the year. Nearly half of the Architectural Record downloads came in December alone.

Both courses provide an overview of fire-retardant-treated wood, including its history, the treating process, the types of retardants available and the code requirements

in 1961 with Aldrich Lumber’s Hardin Lumber, Hardin, Mt. He then spent six years with Saunders Lumber Co. in Hardin and Sheridan, Wy. He joined Linder-Kind Lumber and bought the business in 1976. Economic conditions forced him to liquidate in 1984.

Catherine H. Stibel, 94, former co-owner of Hennessey Lumber Co., Conrad, Mt., passed away Feb. 21.

A 1950 graduate of the University of Montana in 1950, she worked as a teacher until she and her husband, John Stibel, took over the family lumber business. They owned and operated the yard for 40 years until retiring in 1992.

James Allen Nicks, 77, St. George, Ut.-based contractor salesman, died March 16.

A lifelong salesman, he began working at the contractors’ desk at J&J Building Supply, St. George, in 1992, then spent another 17 years helping pros at Lowe’s.

------------| TALK BACK

PERSONAL IMPACT

Patrick, I just had to send you a note after reading the February issue of The Merchant. Actually I have only read the first 22 pages, but they stirred my soul.

I have been in the industry since 1969 and am still working for a wonderful company in Southern California. I always read your introductory article because I can identify with so much of what you say, and this month was no different. You actually hit it out of the park this month (Feb., p. 8, “The Way It Was, The Way It Is”), and I commend you for being transparent, especially as a man. I have a wonderful group of people around me including four children, 11 grandchildren, and three great-grandchildren. I also am surrounded with a great group at work and a network of friends at church who challenge me and give me wonderful opportunities for service.

for using fire retardant wood in construction.

The increased interest has brought out promoters of field applied fire retardant coatings for wood already in place. However, such products are not approved for use in the building code.

The International Building Code has specific language on what is allowed for fire retardant wood. The code defines fire-retardant-treated wood as “wood products impregnated with chemicals by a pressure process.” It further states: “The use of paints, coating, stains or other surface treatments are not an approved method of protection as required.”

For more detailed information on fire-retardant-treated wood, go online to www.FireResistantWood. org. The site includes links to the top fire retardant manufacturers for pressure treating, as well as a list of treaters offering these products. MM

– Butch Bernhardt is deputy director of the Western Wood Preservers Institute (wwpinstitute.org).

After reading your article, I stopped at page 22 to read the article about Christy McDowell (“Three Questions”). I actually had to share the article with some of my female co-workers because of its personal impact. Please continue your series of men and women in our industry because I think it is brilliant.

Keep up the good work, my friend. You are bringing truth for daily living and much-needed practical knowledge to those who love sticks.

Fred Molter Sales/Purchasing Forest Plywood Sales, La Mirada, Ca.

WELCOME ABOARD!

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

Established in 1977, Hall Forest Products, Puyallup, Wa., is a familyowned and operated building materials distributor that has provided customer satisfaction for over 40 years. Among their top lines are a range of western red cedar products and MoistureShield composite decking. Keep them in mind when you’re looking for such products!

FLASHBACK: 1973 IT’S A PEOPLE BUSINESS

FIFTY YEARS ago this month, Otto H. Grigg, managing director of the Pacific Southwest Hardware Association, took to the pages of The Merchant Magazine to share a timeless reminder of the secret to success in our industry: its people.

In the April 1973 issue, Grigg wrote:

“Every day I am reminded that although our members are labeled as being in the hardware business—actually we are all in the people business.

If a sale is missed, probably it isn’t the product that is at fault, it is the salesman. If a shipment is late or short, it is the order filler or the shipping clerk or the transportation employee. If a machine breaks down, probably it isn’t the machine that is at fault, it is the people who fabricated or assembled the machine. If a warranty is vague or inadequate, it isn’t the warranty that is at fault, it is the people who set the warranty terms.

It is a people business. People are at the root of every success or failure, every victory or defeat. People are the producers and people are the consumers. In view of this, it is unfortunate that we spend so much time on products and mechanical things in our business and so little time on people—especially our employees.

Andrew Carnegie is quoted as saying that he could lose all of his money and all of his mills and factories, but if he kept his people, he would soon regain his wealth. He knew the value of loyal, industrious, enthusiastic employees.

1972 closed as one of the most profitable years in the history of this industry. 1973 appears to have the potential for even greater success and profit. As we start into this new horizon, spend some thinking and planning on how you are going to handle your most important asset— the people that make up your staff.

If you have an employee who is doing a poor job, ask yourself who hired him and who trained him and who pays him. You did—so is he doing a poor job—or are you?

• Do you tell your employees what you expect of them? Do you ever actually tell them or put it in writing what you want them to do? Think about that. Do you ever tell them what you expect of them?

• Do you meet with your employees periodically and tell them what your business plans are for the next month and next year and five years from now?

• Do you tell them how the business is doing and where they have done well and where improvement must be made and how you propose to do it?

• Do you keep them informed and make them feel that they are an essential part of your business and tell them that their success depends on the success of the business?

• Do you remind them of the benefits they receive in addition to their salary—Social Security, unemployment compensation, health and life insurance, vacation pay, sick leave, coffee breaks, store discounts, and many more?

• Do you tell them in dollars and cents how much these fringe benefits amount to in addition to their salary?

Survey after survey has shown a feeling of belonging, a feeling of being needed and appreciated is a greater incentive to employees than money alone. Do you make them feel they belong and are needed, and appreciated?

If you don’t, you’re missing a great opportunity to cash in. It doesn’t cost much money and it doesn’t take much time for you to communicate these things to your employees, and it will return you rewards of loyalty and enthusiasm and increased sales and profits that money alone cannot buy.

Remember, you are in the people business—and people make your business—they are the key not to, but of success.

Keep Selling!”

The April 1973 front cover of The Merchant Magazine spotlighted American Forest Products Corp., San Francisco, Ca., which was acquired by GeorgiaPacific in 1988.

Otto Grigg

“Growing beyond measure.”