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CONTENTS May 2017

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Special Section

Features

Departments

42 NAWLA PRESENTS

10 FEATURE STORY

8 ACROSS THE BOARD 20 OLSEN ON SALES 22 THE REVENUE GROWTH HABIT 24 TRANSFORMING TEAMS 60 MOVERS & SHAKERS 61 APP WATCH 62 IN MEMORIAM 70 NEW PRODUCTS 79 ASSOCIATION UPDATE 84 CLASSIFIED MARKETPLACE 84 ADVERTISERS INDEX 85 DATE BOOK 86 FLASHBACK

BETTER YOUR BUSINESS WITH ADVICE FROM THIS NORTH AMERICAN WHOLESALE LUMBER ASSOCIATIONASSEMBLED PANEL OF EXPERTS ON BUSINESS ANALYTICS, RE-BRANDING, TRANSPORTATION, SUCCESSION PLANNING, AND WHOLESALING.

DECKING GETS FINGERPRINTED

12 INDUSTRY TRENDS

ROOFTOP DECKS ON THE RISE

14 MARGIN BUILDERS

CHOOSE THE RIGHT DECK RAILING

16 PRODUCT SPOTLIGHT

COMPOSITE DECK INNOVATIONS

18 COMPETITIVE INTELLIGENCE

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MINNEAPOLIS DEALER DIVERSIFIES

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ACROSS the Board By Patrick Adams

Picking my favorite

E LOVE PICKING FAVORITES ! What’s your favorite color? What’s your favorite football team? Las Vegas has built an empire out of letting you pick your favorites. What about your favorite employee? I suppose now we’re walking into dangerous waters; however, some organizations have built empires on this approach. GE’s Jack Welch became famous for his Vitality Curve approach towards management. He argued that 20% of the workforce are favorites because they are the drivers of the business. Seventy percent are adequate and get the job done. This leaves the bottom 10%, who should be fired and each year, all staff were force-ranked, leaving a new “bottom 10%” who were fired. While some would view this as harsh, he was credited with a 28-fold increase in earnings and a fivefold increase in revenue during his tenure. Versions of his approach have been adopted into almost everything from coaching to health in order to create “winners.” In my career, I have worked for many companies each with their own approach. Some believed in Jack’s approach while others believed the opposite—that growth came from getting “more” from everyone else. Getting an extra 10% from the 80% of your workforce would benefit the entire organization financially as well as in culture, turnover and well-being. Some believed in promoting from within, some believed in recruiting from the outside. Some invested in trying to build a “team,” while others almost forbid socialization. What about your children? We have officially jumped in head-first now and crossed the line! Favorite ice cream is one thing, but my favorite child? When I met my wife, I immediately fell in love with her. Twenty four years later, I never thought I could love anyone as much as her—until my daughter was born! I truly hope every parent feels about their children the way I felt when she was born. But then, my son was born! From the time we are born, we are raised to think about our favorites. What is your favorite color? Who is your best friend? What is your favorite game to play at school? In order to pick a favorite, we must force-rank everything in our life to come up with an answer. As the years go on, this almost becomes a subconscious action where we are ranking everything and thereby, categorizing everything else as “second and below.” Here’s proof: at your “favorite” restaurant, do you have a “favorite” dish that you order every time you go there? Too easy? Okay, how about your

route to work every morning? Do you ever try taking a different way that might be more scenic, more relaxing, or even quicker, or have you just built your routine and continue to assume it’s still the best way? So here’s what I think: your “favorite” is robbing you of experiencing all that life has to offer. In fact, just about everything could be your favorite! Perhaps you do have a football team that you are loyal to, but your fantasy league has shown you to appreciate all players for their ability. Maybe your top salesman is the “best,” or maybe he just collected the best accounts, or maybe your management style only supports his approach and makes closing sales harder for the other approaches of your team. I’ve already learned that my children are different and likely will be their entire lives. How great is that? I get excited trying to imagine how different they will be and how their lives will each evolve. What if we took this same approach in the workplace with our strategies or staff? What if we decided to challenge ourselves to take a different route to work every morning or try a new restaurant or pick a new flavor… or let every employee try their own style and approach? They say “variety is the spice of life”… is it? I know this: I have a great team and they are all as different as people could be. My wife is as different from me as a person could be and my two kids, well, they’re already the most amazing individuals that I learn something new from every day! Go ahead… pick a new favorite every day! “There are no favorites in my office. I treat them all with the same general inconsideration.” ~ Lyndon B. Johnson

Patrick S. Adams Publisher/President padams@building-products.com

The Merchant Magazine

May 2017

Building-Products.com

FEATURE Story By David Koenig

Hardwood decking gets DNA fingerprinted T

HE FREE-WHEELING days of trading hundreds of different exotic hardwoods, with seemingly little regard for how the wood was harvested, are ancient history. The Lacey Act—and the threat of hefty fines or even jail time for using illegally sourced timber—have made the U.S. supply chain pick and choose which hardwoods they use, and make sure they have the documentation to back up its permissibility. Yet there are still fears that the wood can be mislabeled, or its origin or species misrepresented. One Australian exporter, which recently began shipping decking into the U.S., claims to have the answer: testing the wood’s DNA. Trees, like people, have unique DNA, which can be analyzed and used to independently check document claims of species or origin. Simmonds Lumber was the first company in the world to utilize this method, developed by Prof. Andrew Lowe at the University of Adelaide in Australia and applied by Simmond’s third-party auditor, DoubleHelix of Singapore. “Our approach provides greater supply chain transparency all the way back to identified origin of harvest for every verified shipment,” said Mike Strang, Simmonds’ North American sales manager. “Compare this to conventional chain-of-custody certification, where in most cases it is not possible to identify the forest of origin. Wherever possible, scientific testing methods are applied to independently confirm claims of species or origin on paper documents. Documents can be tampered with at any point in the supply chain, so science is used to validate information where the risk of tampering is highest.” In addition to DNA testing, which

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is used primarily to identify wood species and origin of harvest where reference data is available, other scientific methods are also used. Isotope testing uses the unique chemical signature found in the wood to pinpoint the harvest region. Microscopic analysis, also known as wood anatomy, looks at the cellular structure of the wood to identify the genus (or in some cases species) it belongs to. The verification methods are customized to the unique risk profile of each individual product and supply chain. Key are Simmonds’ partnerships with overseas suppliers, cultivated over more than 25 years and including the biggest merbau mill in Asia with a capacity of up to 300 containers per month. Staff at Simmonds’ own Indonesian office in Surubaya grade and inspect all orders before and after manufacturing to ensure quality and consistency. Simmonds Lumber introduced “DNA Lumber” about 10 years ago as part of efforts to reduce illegal logging

in Indonesia. It has since become a well known brand in Australia and New Zealand, and last year the company began laying inroads to take the decking into North America. “From market visits and trade shows there has been genuine interest, which has initiated a red balau program into New England and the Southwest,” Strang said. “We are seeing interest growing as the market appreciates the DNA Lumber brand as a third-party verified product demonstrating best-practice due care.” In addition to red balau, Simmonds is also marketing bulletwood (an Indonesian species with properties similar to ipé) to North America and looking to expand to meranti and keruing. Decking sizes include 4/4 and 5/4x4 and x 6, plus posts, balustrades and other complementary products. Strang says the price difference between DNA Lumber and other certified imports is negligible, and he foresees a welcoming domestic market for scientifically verifiable decking.

OUT BACK: Australian company is testing the DNA of merbau and other other hardwoods to confirm they’re legal to ship to North America.

May 2017

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INDUSTRY Trends Rooftop Decks

The increasing popularity of

Rooftop Decks O

UTDOOR SPACES have become increasingly popular to homeowners nationwide who are using decks as extensions to their homes. Decks and porches are more easily built for those who live in the suburbs or countryside, given they usually have the luxury of space. This is not necessarily an option in some of the more crowded cities like San Francisco, Chicago and New York. Big-city locals have the same desire to spend time outside, so getting creative is imperative to turn that feeling a reality. Thus, rooftop decks have become an increasingly popular solution over the past few years. “When you have an area like New York City or Brooklyn, everything is bunched up together. The only area you really have is your roof,” Keith

Camacho, owner of Stellar Decks and lifetime Brooklyn resident, said. “People in New York are known to utilize these spaces for entertaining because it is the only area they can really enjoy the perks of outdoor living. People are recognizing that in instances when you aren’t able to extend your space, you have to look upward.” In many instances, these outdoor spaces are constructed on residential and commercial high rises, so they also come with regulations. Aside from certain weight restrictions, materials must be flame-spread rated to be approved for the building permit. “If there’s a fire, the wood will burn immediately,” Camacho said. “For building permit approval, everything needs to be fire rated, so composite and PVC products are typi-

cally preferred.” While inspectors look for those details, homeowners also have a common request when it comes to residential rooftop spaces: low maintenance. “A lot of people are looking for products that don’t take a lot of work to maintain. In cities like New York, outdoor spaces can only be enjoyed for a certain amount of time. No one wants to spend all of their time staining and cleaning—they are looking for low maintenance decking,” said Camacho. “But if you think about it, if I were to stand on a roof for 30 years, I’d eventually need a shower. While ‘no maintenance’ doesn’t exist, there are products that require extremely little attention over the years.” For many of his rooftop projects, Camacho has used capped polymer

IN CONGESTED urban areas, homeowners are increasingly building rooftop decks to create their own outdoor havens.

(All photos courtesy CPG)

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The Merchant Magazine

May 2017

(PVC) products. Capstock products can be cleaned with a solution as simple as soap and water and come in a variety of colors and collections, with decades-long fade and stain warranties. The products are made to face the harsh elements of the four seasons and are resistant to mold, mildew and moisture damage. They are also lightweight, so the deck boards are preferable for contractors working on rooftop installations. “Rooftop spaces are a way to create outdoor living areas where there are limited options,” said Julia Fitzgerald, CMO of AZEK Building Products, “and we have seen an uptick in rooftop spaces where homeowners are embracing the benefits that AZEK Decking offers to provide an escape in the city.” As rooftop spaces increase in popularity, Camacho has noticed certain trends gaining traction within the New York City skyline. In the “concrete jungle,” locals especially like greenery; Camacho sees planters and trees on many rooftops amidst the colorless buildings scaling the city skyline. To bring color to the sky, many rooftop designers are opting for the

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COMPOSITES’ light weight, durability, low maintenance, and favorable flame spread ratings make them ideal options for rooftop decks.

non-traditional colors that allow the designs to pop. Dual-level decks are increasing in popularity. Metal and aluminum spiral staircases, which are fire rated and approved to be added as a decorative touch to the space, are often seen on

these multi-level rooftops. “When you get a nice week of weather, no one wants to be inside,” said Camacho. “Rooftop spaces allow people—even in the most congested cities in the country—to enjoy those days when the sun decides to come out.”

May 2017

The Merchant Magazine

MARGIN Builders By David Koenig

DeckRail Woodway Products

Tam-Rail capstock composite TAMKO

Spectrum System stainless steel Atlantis Rail Systems

Choose the right rail D

past where homeowners’ options for deck railing come down to a choice between basic wood and cheap white vinyl. Today, there are a multitude of materials, colors, styles, textures, compositions and warranties, each best suited for different looks, conditions and applications. “With the right selection, railings can add both aesthetic and functional value to a property,” advises Andrew Pantelides, Regal ideas. “Choose products that are environmentally friendly, low maintenance, classy and add a touch of modern to your decor.” Perhaps the most important factor in choosing the best deck railing is the look of the home itself. Color Guard Railing Systems’ Scott M. Kleban says when selecting the right material, “it really comes down to the style of house. Some house styles lend themselves to vinyl—traditionally white trim, possibly to replace white wood railing—and some house styles favor (other materials).” Wood’s greatest advantage is that it’s the real thing—offering the look and feel other materials try to emulate. It is also easy to work with and available in a range of price points. The top reason for turning to manmade alternatives is a desire for less upkeep. Doug Mucher, CertainTeed Outdoor Living, says, “Most people prefer vinyl or composite because of the low maintenance aspect. Typically they’ve had wood, and don’t want to paint or stain it. You clean them once a year and they also offer a warranty.” Vinyl is the most popular and typi-

AYS ARE LONG

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cally least expensive. “There are many advantages to vinyl, which include its strength, ease of installation, design flexibility, and value over time,” says Ply Gem’s Jerry Blais. “Unlike other materials such as wood, which require significant upkeep and costly repairs over time, once in place, vinyl requires no additional restoration.” Vinyl, like powder-coated aluminum, lends itself to an extensive color palette. “Vinyl comes in many different colors, so you can coordinate with the color of the deck—or contrast,” Mucher explains. “You pick up a tone from the decking” He said aluminum used to have the advantage over vinyl of coming in more dark colors, but manufacturers are now releasing more dark options in vinyl. “Typically vinyl railing was white, or there might be tan or clay,” he says. “Now CertainTeed has black, warm spice, and rustic rose, to go with popular deck colors. Spice coordinates with ipé-colored composite decking; rose goes with the redwood color.” Compared to vinyl, composites usually look and feel more like wood. Composite systems typically offer only a decades-long warranty instead of the lifetime warranty common to vinyl. It is also becoming increasingly available in darker colors. Among metals, the two most common options are aluminum and stainless. “Stainless steel is ideal for harsh environments such as oceanfront applications,” advises Atlantis Rail Systems’ Carey Hicks. “It is more durable and highly corrosion resistant

May 2017

(particularly grade 316L stainless steel). It will last in harsh outdoor environments and keep its luster with minimal maintenance. It’s a hygienic material that can be cleaned easily.” Aluminum is a more affordable metal, but still a “structurally sound material to use for a railing system,” Hicks adds. “We do not recommend installing it within one mile of the ocean. It is less corrosion resistant. It will hold up to outdoor exposure better than wood. It is lighter than wood, making it easier to work with and install.” Increasingly popular is contrasting one type of decking with a different type of railing (such as matching stainless steel railing with a hardwood deck) or mixing materials within the railing itself, such as a wood or aluminum railing system with stainless steel cable, glass or even iron in-fill. Atlantis offers the RailEasy Nautilus System, which utilizes wood posts, stainless steel top and optional bottom rails, and horizontal cable infill. Hicks says the systems are perfect for retrofit applications where a person wants to keep their existing posts and rails and update their in-fill (typically removing pickets). For retailers, says Mucher, the best way to help their customers is “giving people different options to go with their decking and providing more solutions. When you walk up to a deck, the deck railing is the first thing you see. So in some ways the choice of railing is even more important than the choice of decking.” Building-Products.com

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PRODUCT Spotlight By Brent Gwatney, MoistureShield

Composite innovations invigorate decking season W

OOD-PLASTIC

composite decking continues to capture the attention of homeowners, resulting in strong profit potential for building material dealers. This is especially true since composites can provide higher margins than traditional wood decking. Composites are forecast to “experience above average annual gains in demand through 2020,” according to the Freedonia Group. It’s not surprising that people like composites’ durability and aesthetics, as manufacturers have continually strived to make improvements in those two areas since composite decking was introduced in the late ’80s. Now that dealers can supply homeowners and contractors with long-life composites with the beauty of real wood, what’s the next stage of innovation? As you continue to evaluate your composite stocking options throughout the 2017 decking season, two recently available innovations to consider are: more temperature-friendly composites and advances in deck board surface finishes/patterns.

Friendlier Temperatures Chances are you’ve had customers ask about composite decking getting too hot. Market research shows that surface temperature is the number one buyer concern not addressed by decking products that have been available. While any dark-colored decking absorbs sunlight and can heat up, because composites are more dense than traditional wood decking, some products can become uncomfortably hot in direct sun. This can mean having to hot-foot it across the deck in bare feet, or keep pets off the deck. While it might seem this is a problem only in sunny climates like the Southwest, Texas and Florida, even in

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NEW Infuse composite decking offers the option of heat-reflecting CoolDeck technology. (Photo courtesy MoistureShield)

northern regions, long sunny days can result in a too-hot deck. In some ways, it’s more of an issue in cooler regions, as people have fewer sunny days in the year to enjoy their deck as an outdoor retreat, so they don’t want to lose deck time to an over-hot deck. To address this problem, new for the 2017 decking season are composite boards that optimize heat reflection. For example, boards made with MoistureShield’s CoolDeck technology absorb up to 35% less heat than conventional capped composites in similar colors. The result is a noticeably lower surface temperature in direct sun.

Surface Finishes/Patterns Another innovation in composites this year is boards with improved aesthetics and enhanced fade, stain and scratch resistance. This is a continuation of the long arc of enhancements

May 2017

in composites, which have been steadily evolving to a more natural wood look, while also performing better than wood in areas such as moisture resistance and durability. Next generation composites, such as MoistureShield Vision, offer rich colors with striking visual patterns that emulate exotic woods. The technology behind these aesthetic improvements also will eventually enable homeowners, builders or designers to customize the surface appearances of deck boards. For such homeowners, going beyond the look of wood to custom colors and finishes will be a key selling point. As innovation continues, dealers have even more opportunities to grow their decking sales and margins. – Brent Gwatney is senior VP–sales & marketing at MoistureShield. Reach him at brentgwatney@moistureshield.com. Building-Products.com

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COMPETITIVE Intelligence By Carla Waldemar

The memo is… diversify! “A

FROM THE Ferris wheel,” the boss directs me on the phone. For the first time since the inception of this column, I’m en route to learn about a lumberyard in Minneapolis, my own hometown. Oh yeah! Everybody knows where to find the Ferris wheel: the glitzy centerpiece of the city’s trendiest—and funkiest—nightclub, where Millennials sip umbrella drinks while spinning on a repurposed carnival wheel, sending tweets and shooting selfies as they guzzle their retro cocktails. But… Siwek’s? It’s the antithesis of trendy. Its phone-hold message invites folks to visit “an old-fashioned lumberyard,” like lumberyards used to be. Siwek Lumber & Millwork, Inc. has been in business 84 years. Three generations, going on forever. It anchored this neighborhood long before those kids showed up in Beamers—back when owning a battered truck meant you could deliver BLOCK

coal and scrap firewood to neighbors clutching their blue collars to try to keep warm and outlive the Great Depression. And that’s exactly how Siwek’s started. Grandpa Joe (recounts grandson Dave Siwek, VP, who’s now a grandpa himself) headed west from Ellis Island to Minneapolis back in 1933, to where relatives from the Old Country told him the Polish community was welcoming, here on the northeast side of town. With a new wife and newer baby, Joe Junior, to care for when he lost his railroad job during the Great Depression, Joe didn’t line up for a handout. He started his own business. Joe, with his former employer’s permission, began dismantling disused boxcars to sell as firewood. He also scavenged loose coal from along the tracks and sold it in the ’hood from the back of his truck. This got the young family through the years of World War II, after which folks could now

AFTER MORE than three-quarters of a century of business, Minneapolis’ Siwek Lumber & Millwork uses its old-fashioned charm as a selling point.

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May 2017

afford to heat their homes not with scrap wood and coal droppings, but with natural gas. So, time to adapt once again, and Joe did just that. By 1947 Siwek Fuel and Lumber was born, adding the lumber, plywood and insulation newly-prosperous neighbors needed to fix up basements, build garages and even weekend lakeside cabins. Joe Junior took the helm in the booming ’50s and ’60s, adding new “miracle products” like sheet paneling, pourable insulation, aluminum storm windows, and gypsum board. He added hardware to his lineup and sold Minnesota Paint, “a big deal in the ’60s and ’70s,” Dave relates. And back then (just as today), you needed big deals to stand out from the competition. “There were 13 lumberyards within five miles of us.” Millwork was another big deal, a sizeable operation Siwek added to manufacture its own windows and hung doors. And it remains a mainstay of the present business, which was bursting its seams on that two-acre stretch of the neighborhood, despite several expansions after fires took their toll. So, when a property anchoring 13 acres in the small town of Jordan, half an hour southwest of the city, became available in 1989, the Siweks purchased it to serve as a distribution center to solve its storage problems. There, they added a sawmill to serve both locations. Storage at the mothership is facilitated by two covered, clean and modern buildings that Dave walks me through back at the Minneapolis site— all sorts (and I do mean all sorts) of dimensions and species line the pair of vast warehouses, but they simply represent the tip of the arboreal iceberg. Siwek does a strong trade in buying close-outs and also complete inventoBuilding-Products.com

ries when yards face bankruptcy or simply close their doors. “We’ve got a presence on eBay,” Dave notes. And his shoppers love-love-love his carloads of (trendy) distressed wood and live-edge boards. “We can buy in big quantities and get good volume pricing,” he notes. Customers consider these offerings well worth the drive, and head his way, says Dave, from a circle of the surrounding hundred miles. And beyond. “A man just walked in from Canada.” Yet, as another Minnesota boy pronounced in song, the times, they are a-changin’. And so is Siwek’s customer base. More walk-ins. “People today,” notes Dave, “are into [home improvement] projects—new trim, replacement windows, hardwood floors,” and replicating the fancy millwork of the vintage houses they’re industriously reclaiming. Thus the DIYer now represents 40% of Siwek’s business. Contractors contribute another 30%—including small builders who put up four or five houses a year in the under$500,000 range. “We’re having a boom! New construction is back, big time!” says Dave with a grin. Not that the outfit’s business ever receded during the recent recession. “2006 was our best year ever. As my dad says, ‘When times are good, we do good. And when they’re bad—even better!’ That’s because then, people are out

AT 84, Joe Siwek Jr., son of the founder, was a mainstay—and the same age as the business. He passed away April 1 (see obituary, page 34).

looking for deals.” And deals are Siwek’s forté and have been ever since founder Joe started out, breaking down boxcars: distressed, mis-handled, bankruptcy lots, you name it. But the operation also supplies the finer grades many a builder covets. In fact, one framer told the developer he works for, “I never have a problem with Siwek’s lumber. Get your stuff there.” And they do. “These pros come to us because we’ve been in business 84 years and three generations. Those contractors are often third-generation customers, too. Plus, during the recession, when they were desperate for work, we backed them up and used them, ourselves, for projects. And they remember that. Now, we’ve become a little more strict with credit, but we still do business the old-fashioned way, with a handshake.” But what about the big boxes? Dave has a ready answer. “Shop at Menards? That’s the best thing that could happen for us. Those customers come right back here, swearing, ‘Never again!’ and moaning that ‘it cost me 25% to deal with them.’ Plus, lack of service. Here, they get better Building-Products.com

FAMILY AFFAIR: Management includes (left to right) VP Tom Siwek, president Joe Siwek, secretary/treasurer Pat Siwek Mursyn, and VP Dave Siwek.

information and get in and out quick, which they love because their time is money. And if there’s a problem, we’re on it. For instance, if they need a truss repair, we’re there within 24 hours.” An additional 30% of business comes from commercial customers—big outfits like steel companies, box manufacturers, and exporters. Then, over in rural Jordan, Mn., the ag business adds another flavor—a whole different clientele in need of pole buildings. (Dave claims bragging rights about supplying the material for the Ag-Star Arena at the State Fair.) For those readers who came in late, let’s underscore the mantra that made this business a success: diversification. “We don’t put our eggs in one basket,” Dave makes clear— millwork, close-outs, sawmill, pole buildings, a presence on eBay, and the list goes on. The only downside with that business plan, he allows, is when it comes to hiring and training staff. The wide diversification “is hard to understand, to grasp—really a struggle. It can be overwhelming.” But what they do connect with is the work ethic: “I’ve never asked anyone to do anything I wouldn’t do or haven’t done myself—hop in a semi, fill in out in the yard.” And although the recession didn’t hurt business as it’s done elsewhere, it did create a new way of thinking. As Dave sees it, “Those aged 30 to 40 had never experienced bad times. Now, there’s a whole new generation that’s cautious, that’ll think twice. We see a slice of that….” But Dave, sister Pat (secretary/treasurer), and brother Tom (GM) have been around that block before and aren’t worried. There’s staying power, for one thing: in the Twin Cities of Minneapolis and St. Paul, only three yards—count ’em and weep for the dearly departed—are still doing business today. Folks will always need a lumberyard, and Siwek fills the bill, using the tagline “How a real lumberyard should be”—an old-fashioned, family business. And that’s something even those foolhardy folks on the nearby Ferris wheel can trust.

Carla Waldemar cwaldemar@comcast.net May 2017

The Merchant Magazine

OLSEN On Sales By James Olsen

They won’t come to the phone! T

HE NUMBER ONE complaint I hear from inside salespeople is they can’t get their customers and potential customers to come to the phone. Today’s reality of email and texts added to the human and (even worse) electronic gatekeepers does make it a challenge to get people/buyers to talk to us. Below are seven must-do strategies that will increase our contact with our customers:

A strong introductory call. We must know exactly how and what we want to tell our customers about us and what we do in a clear, easy to understand and inspirational way. We must be able to answer the question, “Why should I buy from you?” in a way that will make us stand out in our customers’ minds. Example: “You should buy from me because we have millions of board feet rolling or on the ground in all markets. We have 40 traders and access to 100 sawmills. We are aggressive risk-takers and market makers, so you will always be under or ahead of the market when buying from me. I am a person you can trust to treat your needs as my own.” We must communicate our unique difference from others. Differentiation is key. Our customers already have suppliers. What makes us different? More importantly, how are we going to make our customer’s life better or more profitable. Use strong, positive, short phone messages. Every call we make sends another piece of information/inspiration to our customers. They may not be buying from us yet, but they are “judging the quality of our failure.” ALWAYS be positive and act like you are killing it when leaving phone messages. Important note: messages must be short. Create a relationship with our gatekeepers. Receptionists are often more powerful than they seem. Most sellers treat receptionists poorly or at best like furniture (or a gate). Receptionists feel it and resent it. Being in a hurry with the receptionist will not make us more money. Slowing down and being personable with receptionists pays. It also makes our day better and more pleasant. We are persistent and consistent in our efforts. Most sellers don’t call their new customers persistently and consistently. “I only want to call her with a good deal,” they tell me. I tell rookie salespeople, “You don’t even know what a good deal is.” It is better for us to call consistently with competitive deals than to call once-in-awhile with a

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May 2017

low number. This strategy makes us the “oncein-a-while” supplier. How do we show new customers that we will be a trusted partner they can count on? Most sellers work on having aggressive pricing. “Cheap and charming” is not the most artistic but it does work. We must show that we are competitive. Competitive does not mean ALWAYS being the cheapest. We can be competitive with price, delivery, stock or specifications. Having products that are scarce and hard to find makes us competitive also. Send email and texts on a consistent basis. Several of my students are getting orders by text. We need to ask for our new customer’s cell phone number early in the relationship—if we ask on the first call 60% will give it to us immediately. We engage our customers in “electric conversations.” We send offerings that are competitive and relevant to our customers business yes, but we always ask for feedback. Get a LinkedIn and Facebook page. The first thing our new customers will do if we’ve had a good call with them is check us out online. We need to be findable. We also need to control our message. My suggestion is to keep these pages human, but avoid political/religious posts or pictures of you in party mode. We should also look for our customers online and friend-request them ASAP. How we communicate/sell is changing and we must change with it. Smoke signals won’t get it done anymore. We need look no further than our own children to see that communicating in a pre-internet way leaves us out of the main stream of what “is happening” in society. Personally, we may want to be less connected, but less connected is not the luxury of the modern salesperson. Connection is our life’s blood. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

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THE REVENUE Growth Habit By Alex Goldfayn

The immense cost of fear in sales F

you a lot of money in your life. Millions of dollars, probably. At least millions. If you run a company that’s around $20 million, fear has cost you tens of millions of dollars over the years. A $150 million firm? Fear has cost your company multiple hundreds of millions. And if you’re compensated based on topline sales, it has cost you, personally, millions of dollars. Think about that. It’s hard to wrap one’s mind around it. You probably don’t believe me yet, either. But by the end of this article you will. You’ll be with me. I just hope you’ll decide to do something about it! EAR HAS COST

Why Fear Costs Us Millions The typical salesperson spends an average of four hours per week on the phone. I’ve studied this, and it’s the average across companies and industries. You work for 40 hours, at least. But you only spend four hours on the phone. What are you doing the rest of the time? Email. Research. Driving. You could call from the car, but you often don’t. Here is a rule of the universe: the more customers hear from us, the more they buy from us. If you agree, then why don’t we use the phone more? Because we don’t want to bother the customer. We don’t want to disturb them. We don’t want to take their time. We don’t want to lose them. We’ve worked so hard to get them, and keep them happy. What if I call and they leave me for the competition? We don’t call customers and prospects more because we’re afraid. Of rejection. Of failure. Of losing the customer. More examples: We don’t ask for the business, even though the customer is meeting with us, and is asking for our help. They are ready to buy, but we do not ask them to. So they do not. We should ask every customer we speak with for the sale, every time. But we don’t, because we are afraid. Of offending. And of being rejected. Do you know that for most salespeople the fear of rejection is more profound than your need to feed your family? What an immense truth that is. We’d rather not ask for the business and risk the possibility of hearing a “no” than try to make more money for our family. We don’t ask for testimonial referrals for the same reason—fear—even though we know they are among the best ways we have to grow our business. What if the customer gets mad? What if the customer says no? I can’t ask that. They’re busy—they don’t have time for me.

How to Deal with Fear To help more customers and sell more products and services, we must get over this immense fear we live with. Here are two simple steps to do so.

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May 2017

When you find yourself avoiding something—like picking up the phone or asking for the business—when you are procrastinating on something important, 95% of the time it’s because of fear. So, ask yourself the first of two questions: what exactly am I afraid of? Almost always, it’s a fear of failure or a fear of rejection. Now think through your answer to this question: if this fear comes true, if the customer rejects me, what will happen to me? Death?! Will they come and take away your home if this customer says no? Will somebody shoot at us? Of course not! It’s sounds absurd because it is absurd! The fear that stops us from doing so much isn’t real. It’s made up in our minds, by our minds. When the customer tells us no… nothing happens! So, the fear isn’t real. But the damage it causes is too real. Think about all the hundreds (thousands?) of phone calls you didn’t make over the years. And all the hundreds (thousands?) of sales you didn’t ask for. And all the hundreds (thousands?) of referrals you’ve missed out on. The cost is millions of dollars. At least. Will you ask yourself these two simple questions the next time you’re avoiding picking up the phone? It’s time you start making the money you deserve. Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com

TRANSFORMING Teams By Claudia St. John

A message from your pessimistic HR expert

REALLY DO hate to be the bearer of bad news. There is no “but…” to follow that. It is simply a statement of fact. In recent weeks, at conference presentations and in conversations with clients, I have found myself in the role of dampening the enthusiasm of business owners and executives when they begin to gush about the windfall of support they expect from having a Republican-led White House, Senate and House of Representatives. “This is the most business-friendly administration and Congress that we’ve had in decades,” they often say. And clearly, based on statements from President Trump and Congressional leaders during and since the campaign, one would certainly expect that to be the case. But not according to your friendly, pessimistic HR expert. So far I am seeing regulatory rollback focused on environmental rules, but not so much when it comes to employment and the workplace. Why do I think that, when all is said and done, we are in for a lot of disappointment? First, while under typical circumstances a Republican-controlled government would presage a deregulatory, pro-business approach, Donald Trump is not your typical Republican president. And now that we’ve started to get into the nitty gritty of regulatory rollbacks, the outcomes do not seem quite so assured. The one big employment-related initiative thus far has,

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May 2017

of course, been the attempt to repeal and replace Obamacare—and that hasn’t gone so well. In the end, the White House and the Republican majority could not hold together and get the legislation passed, so the Affordable Care Act remains the law of the land. Given the complexity of the act (it extends far beyond the employer mandate and the minimum benefit package), along with the demonstrated political complexities of its repeal, our best guess is that the ACA will continue in its current form until at least the 2019 renewal period. What about the overtime threshold that the Obama administration doubled to more than $47,000 last year? While the business community was hoping to see that reversed, all Mr. Trump has said so far is that he will want to exempt small businesses from the requirement. Not sure what will happen next on this. During the campaign Mr. Trump and his daughter Ivanka spoke frequently about the need to expand paid child care and parental leave. Since the inauguration, however, little has been said and it remains unclear how these programs would be administered or funded. We shall see. In one key area, immigration, there are signs that the Trump administration will actually be adding new layers of regulation on employers. Most notably, during the campaign Mr. Trump often called for mandatory E-verify for all employers, which is something that very few states require and some, including Illinois and California, prohibit. Requiring its mandatory use will certainly impact many of our clients, particularly in the janitorial and car care industries. There’s another big reason why I have doubts about an impending wave of regulatory relief for employers. Looking at this more broadly, it is not much of a stretch to assume that as Washington continues to muddle along in hyper-partisanship and dysfunction, states and local governments will continue to forge ahead with their own workplace laws and requirements, leaving businesses to scramble to remain compliant in all the locations where they do business. Put another way, it’s one thing to be hopeful for regulatory relief at the federal level, but don’t let that divert your focus away from real regulations that are being put into place in the states where your business operates: Building-Products.com

• Minimum Wage – Effective in 2017, 19 states increased their minimum wage provisions, requiring that businesses in those states adjust accordingly. Moreover, many more counties and cities have established their own minimum wage requirements as well, further creating a financial and administrative burden on businesses. • Ban-the-Box – In an increasing effort to facilitate pathways to employment for rehabilitated ex-convicts, many localities have instituted requirements that prohibit businesses from having on their employment application a

Q We are coming up on our health insurance renewal and I keep hearing about the Obamacare repeal. How will its repeal affect our health insurance offering?

A The Affordable Care Act is a very complicated piece of regulation that extends well into the structure of the nation’s health care delivery system. Repealing it in one quick act will be difficult. Moreover, insurers are already having to submit their 2018 premiums and benefit packages to state regulatory bodies for approval. Our best guess is that you won’t see a real change until renewal 2019. Your best source of information is your local health insurance agent or broker who can keep you informed of changes to your existing policies.

box that inquires whether the applicant has ever been convicted of a crime. The argument for Ban-the-Box laws is that by answering this question on the application, qualified candidates with criminal records are adversely impacted during the hiring process. • Pay Equity – In a continued effort to establish equal pay for women, many states and localities have made it illegal to ask for prior salary history when hiring a new employee. The reasoning is that pay discrepancies for women become perpetuated when employers base new hire

pay on their prior salary rather than on the equitable pay of the position. • Paid Sick Leave and Parental Leave – Many localities have implemented some form of minimum benefit for paid sick leave and for parental leave upon the birth or adoption of a child. Again, these programs vary in how they are administered and funded and establish differing reporting and notification requirements. • Scheduling Predictability – Many cities have instituted some form of scheduling predictability legislation that requires a minimum period of time to post schedules, such as 10 to 14 days ahead, to ensure that workers can plan their work schedules and make accommodations for other jobs or family obligations. These laws typically require an added pay incentive for employees who are required to be on-call or face short notice scheduling changes. • Drug Testing – With the increasing passage of recreational and medical marijuana laws, combined with the continued federal ban on marijuana use, employers are left to navigate a myriad of compliance issues around testing for marijuana use. Establishing a cohesive, legal policy that complies with both the state and federal laws is not easy and employers are left to do their best with little guidance from state or federal regulators. Clearly, there remain many initiatives on the federal, state and local level that have a significant impact on employers. When I discuss these issues with business owners and executives, invariably I get the feeling I am spoiling their good mood. It is never my intention to do so—a good mood is a terrible thing to waste. But before we get too excited about anticipated deregulation, we need to keep an eye out for what is happing at all levels of government, not just the one in Washington. Claudia St. John Affinity HR Group, Inc. claudia@affinityhrgroup.com

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May 2017

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McLendon Selling to CNRG Seven-branch McLendon Hardware, Renton, Wa., has agreed to be acquired by Central Network Retail Group, Memphis, Tn., to accelerate future growth. Established by the McLendon family in 1926, the chain employs about 500 at its stores in Renton, Kent, Puyallup, Sumner, Tacoma, White Center, and Woodinville, Wa. CNRG intends to keep the McLendon name, all locations, and all employees, including president Gail McLendon and VP Mike McLendon. The deal is anticipated to close this month.

“Continued if not aggressive growth is essential,” Gail McLendon said. “CNRG has the financial strength to sustain and expand our business in the Puget Sound Region and beyond.” CNRG operates 90 locations in 11 states under 14 different names and, although its stores are most heavily concentrated in the Southeast, it has also been looking to speed up its expansion in the Pacific Northwest. In 2014, it purchased two-unit Parkrose Hardware, Portland, Or., opening a second Vancouver, Wa., unit last year and Parkrose #4 last month in Hazel Dell, Wa.

Lumber Prices at 12-Year Peak Lumber prices in April hit their highest level in 12 years, approaching $415 per thousand bd. ft. The last time prices reached that mark was March 2005, coinciding with the peak of homeownership in the U.S. Factors said to be pushing up prices are improving consumer confidence, growing demand for housing, rising interest in homeownership by Millennials, and Canadian manufacturers preparing for the reinstatement of tariffs on softwood exports to the U.S.— fearing duties might be retroactive.

DEALER Briefs A combo Ace Hardware/threestory self-storage facility is proposed for a 1.3-acre site in DuPont, Wa.

Orchard Supply Hardware is working to open a new 40,000-sq. ft. store in San Marcos, Ca., June 29. Home Depot unveiled its first new location in the U.S. since 2013, with the March 29 opening of a 106,000-sq. ft. store in Bradenton, Fl. Sears Appliance & Hardware , Cedar City, Ut., has transformed into America’s Appliance & Hardware Experts. The store had a grand reopening April 28-29, after adding a new product assortment, redesigned merchandising, and comprehensive employee training.

Habitat for Humanity held an April 18 grand opening for its new 10,000-sq. ft. ReStore discount LBM outlet in Newberg, Or. Foundation Building Materials, Tustin, Ca., purchased the specialty building products divisions of

Irwin Builders Supply, Irwin, Pa. Safford Builders Supply/ Ace Hardware, Safford, Az., was named local business providing best customer service by the Safford Downtown Association. Anniversaries: El & El Wood Products , Chino, Ca., 50th … Grabber Construction Products, Alpine, Ut., 50th … Habitat for Humanity of Utah County ReStore, Orem, Ut., 10th.

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May 2017

Building-Products.com

Ganahl Eyes South OC Property Ganahl Lumber Co., Anaheim, Ca., is negotiating with San Juan Capistrano, Ca., to build a lumberyard on a 15acre city-owned site. If the sale goes through, Ganahl said it would close its Capistrano Beach, Ca., yard and relocate operations to the new property. Among other proposals for the land considered by the city council was a Home Depot.

SUPPLIER Briefs Weyerhaeuser Distribution in Salt Lake City, Ut., and Denver, Co., have added RDI railing lines from Barrette Outdoor Living, including resin-based Transform, Avalon aluminum, and Excalibur steel railing brands. Specialty Forest Products is now stocking a full line of Century Aluminum Railings at its locations in Seattle and Spokane, Wa., to supply dealers in Washington, Montana and Idaho. Century is also seeking partnership opportunities with additional national and regional one- and two-step wholesale distributors. Designed for consumer and contractor, the powdercoated aluminum deck railings come pre-packaged and snap together like Legos for fast installation. Village Supply, Ceres, Ca., has joined PRO Group. Armadillo composite decking producer Master Mark Plastics, Paynesville, Mn., was renamed Avon Plastics, the corporate name it had when it was founded in 1966.

U.S. LBM presented its 2016 Vendor of the Year Award to Simpson Strong-Tie, Pleasanton, Ca., during the dealer’s recent annual meeting in Amelia Island, Fl. (Left to right) SST president of North American sales Roger Dankel, U.S. LBM president/CEO L.T. Gibson, U.S. LBM COO Jeff Umonsella, and SST branch sales manager Kevin Dill.

U2 Fasteners has released its IAPMO (ER 454) evaluation to become one of few fastener companies that is evaluated and complies with IBC and RBC for corrosion resistance (AC233) and structural strength (AC257). Capital Lumber Co., Phoenix, Az., has revamped its website at www.capital-lumber.com.

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May 2017

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U.S. Imposing Countervaling Duties on Canadian Imports The U.S. Department of Commerce announced April 24 that it is placing countervailing duties on softwood lumber imports from Canada. Most companies exporting Canadian softwoods into the U.S. will incur a rate of 19.88%. However, five producers were singled out for individual tariffs. West Fraser Timber Co., Vancouver, B.C., will pay 24.12%; Canfor Corp., Vancouver, 20.26%; Tolko Industries, Vernon, B.C., 19.50%; Resolute Forest Pro-

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ducts, Montreal, 12.82%; and J.D. Irving, St. John, N.B., 3.02%. The action taken by the federal government was in response to a petition filed by the U.S. Lumber Coalition, a group representing American softwood lumber producers, alleging harm caused by unfair subsidies for the Canadian softwood lumber industry. The countervailing import duties are retroactive to Jan. 25, 2017. “Today’s ruling confirms that

May 2017

Canadian lumber mills are subsidized by their government and benefit from timber pricing policies and other subsidies which harm U.S. manufacturers and workers,” said Cameron Krauss, legal chairman for the U.S. Lumber Coalition. The Department of Commerce is also still considering levying additional anti-dumping duties. The decision is scheduled for June 23. On Oct. 12, 2015, the latest Softwood Lumber Agreement between the U.S. and Canada expired. On Nov. 25, 2016, following an imposed one-year cooling off period, the U.S. Lumber Coalition filed its petition with the Department of Commerce. Lumber prices have increased over the past year in part due to anticipation of duties being placed on Canadian softwood lumber imports into the U.S. (see page 26). At the time of the announcement, the Random Lengths Framing Lumber Composite price sat at $437 per 1,000 bd. ft., an increase of 26% over the past year. It is expected that Canada will appeal to both a NAFTA dispute resolution panel and the World Trade Organization. Over the last 35 years, Canada has received favorable rulings from international tribunals, which for the most part have supported the country’s claim that it is neither subsidizing Canadian producers nor injuring U.S. manufacturers. The rulings have played a part in encouraging the U.S. to reach a series of Softwood Lumber Agreements that typically soften earlier, unilateral decrees. Jonathan Paine, president & CEO of the National Lumber and Building Material Dealers Association, said his group “continues its call for the U.S. and Canada to reach a new long-term softwood lumber agreement. Both sides should work cooperatively toward a resolution that ends the trade dispute and provides predictability and stability to the housing industry.” NLBMDA supports a new SLA that helps meet domestic demand for softwood lumber, does not put American lumber producers at a competitive disadvantage, unnecessarily restrict the availability of products, or increase the cost of housing to the detriment of prospective home buyers and consumers.

Building-Products.com

OSHA Fines Building Supply Firm after Fatality Good View Roofing & Building Supply, San Francisco, Ca., was hit with $62,320 in fines following a fatal accident at the warehouse (see Dec., page 67). Forklift operator Ruan Qiang, 59, was moving building supplies along a loading dock rampway Nov. 21, when his lift tipped over the side of the ramp. He tried to jump out of the cab, but was fatally crushed by the five-ton vehicle. “This incident could have been prevented had the employer effectively evaluated the workplace for hazards, which would have identified the unguarded edge of the ramp that exposed the forklift to tipping,” said Cal/OSHA chief Juliann Sum. “The worker should have been properly trained to stay seated with the seatbelt fastened in the event of a tip over.” California’s Division of Occupational Safety & Health cited Good View for six safety violations: failing to ensure proper use of a forklift seatbelt, not ensuring the operator was certified to safely operate the vehicle, not having at least an 8-inch curb along the open edges of the ramp; not

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inspecting and identifying hazards; not providing written safety instructions on industrial trucks in a language readily understandable by all workers; and not ensuring all affected workers comply with forklift safety requirements at the worksite.

opportunities for our employees as well as our customers.” Villano will become executive VP of operations, while VP Scott Cowell stays on as executive VP of sales. SouthernCarlson has over 900 employees across 150 locations.

SouthernCarlson Snags NorCal Fastener Distributor

SoCal Event Looking for a Few Good Golfers

Four-unit River City Building Supply, Sacramento, Ca., has been acquired by fastener distributor SouthernCarlson, Omaha, Ne. River City distributes fasteners, equipment and other construction supplies from branches in Sacramento, Livermore, Modesto and San Jose, Ca. Brands include Simpson StrongTie, Paslode, Hitachi, DeWalt, Makita, Senco, Hitachi and Grabber. “It’s exciting to join an organization which will bring further opportunities to all of our employees in the future,” said Vinnie Villano, president of River City. “We are a customer driven, service-oriented business and SouthernCarlson having those same core beliefs assures success. With the resources and drive to support the profitable business growth I know we can achieve, we will create new

Southern California Hoo-Hoo Club No. 117 will hold its 11th annual Don Gregson Memorial Golf Tournament June 9 at San Dimas Canyon Golf Course, San Dimas, Ca. The popular event, which benefits City of Hope, Home for Our Troops, and the Wounded Warrior Project, invites U.S. Marine guests from the Wounded Warrior Battalion. The tourney also sells out every year, though interested golfers are encouraged to get their name on the stand-by reservation list by registering at hoohoo117.org. Raffle and financial donations are also still sought. The after-golf dinner features a hot buffet and raffle. Last year, the event raised over $20,000 for the three charities.

May 2017

Building-Products.com

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NAWLA SPECIAL ISSUE

A trusted partner in education R

EPEATED STUDIES have shown the correlation between employee training and increased retention, performance and satisfaction. Each of those outcomes drive improved company performance through revenue growth, reduced costs or a combination of the two. Investing in professional development, and promoting that commitment to employee growth, can also provide a competitive advantage when recruiting new professionals to your company as well. Most companies recognize the benefits of and need for such programs. For smaller companies, however, or those with dispersed workforces, a formal employee training program can be a complex and expensive venture. In-house training, whether it’s developed by your own trainers or led by an outsourced expert, is a good option for larger teams who regularly require education on the same topic, such as customer service, or topics that are universally relevant for all employees, such as legal or regulatory topics. For other scenarios, the most cost and time-effective way to build individual skill sets or competencies may be to find opportunities offered by third-party organizations that align to the personalized development objectives of your individual employees. Within the forest products industry, the North American Wholesale Lumber Association provides a suite of educational courses and events

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specifically for lumber industry professionals at various stages of their career. Through a combination of dedicated programs and education sessions at its events, NAWLA delivers highly relevant education in an environment that fosters relationshipbuilding with fellow industry peers.

For the New Industry Professional Wood Basics The four-day Wood Basics Course employs a blend of classroom training, field experience and university resources to introduce new hires to forest operations, sawmill production, transportation and sales, and negotia-

May 2017

tions, in a collaborative learning environment. “Having been in the industry only one month, all of the information provided was of value to me,” said 2017 spring Wood Basics participant Austin Higgins, Tampa International Forest Products. “I especially enjoyed the discussions on forestry and mill operations—two subjects I was particularly unfamiliar with. I think this course is best suited for people who are very new to the lumber industry. Because of the open nature of our discussion, I never once felt behind or discouraged from asking questions.” Hoss Peterson of Cedar Creek, (Continued on next page)

Wood Basics

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nization. “The depth of the next level will require a different set of thoughts,” said Sam Barranco, a senior account executive at Tampa International Forest Products and 2016 EMI participant. “Legal, hiring, firing, etc. The job of an executive will require an even deeper study. This overview is necessary.” In addition to the insight attendees will gain from industry experts and experienced instructors, the small class size provides numerous opportunities to hold meaningful conversations with peers during the week. “I was able to learn from the others in the group as well as from the instructors,” said Kellie Radzik, chief financial officer at Snavely Forest Products and 2016 attendee. I asked them specific questions about the industry that I knew would not be covered in the sessions.” In an effort to showcase the realworld applicability of this course, each participant is encouraged to bring key issues and first-hand experiences to discuss throughout the course. Registration is now open for the 2017 course, and enrollment is limited to 16 attendees. Learn more and register now at nawla.org.

EMI in the classroom

Leadership Summit

EMI in the woods

another spring 2017 attendee, echoed those sentiments. “There was a ton of great information presented. The mill tour was a huge help, as were the informational lectures on the first day. I now have a deeper understanding of this industry, and feel it will be a great help to me to be able to talk the talk when I get back to my sales role.” Due to the popularity of the Wood Basics Course, NAWLA has added a third course again for 2017. This summer, Virginia Tech will host the program for the first time. To learn more or register for the new summer course, July 17-20, 2017, or the fall course at Oregon State University, Sept. 11-14,

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visit nawla.org. Enrollment is limited, and courses fill up quickly on a firstcome, first served basis.

For the C-Suite EMI For those seeking to enhance their executive skills or prepare for an executive role, NAWLA offers the Executive Management Institute (EMI). In 2017, this four-day course will take place Sept. 11-14 at OSU alongside Wood Basics. Instruction on topics such as managerial accounting, strategic marketing and branding, sales management and HR law will prepare attendees to oversee a successful orga-

May 2017

Each year, NAWLA also hosts a Leadership Summit for decision makers within the forest products industry. Through a combination of education sessions and networking activities, the event prepares attendees to grow their businesses, knowledge and networks. Executives from companies such as BNSF Railroad, Gorman Brothers, Universal Forest Products, and Trex Co. led presentations at the 2017 event. They shared their perspectives and lessons learned on topics ranging from recruiting and retaining top talent to identifying and capitalizing on your competitive advantage. Through receptions and optional activities, participants discovered trends and best practices while strengthening their relationships with peers and industry leaders. Of his 2017 experience, Paul D. Owen, president of Vanport International, said, “Met new people, learned new ways of thinking and dealing with issues and solidified existing relationships.” The 2018 Leadership Summit will take place April 8-10 at the Hyatt Regency Lost Pines Resort & Spa in Building-Products.com

Austin, Tx. Registration opens later this year.

For the Experienced Professional Wood Masters NAWLA debuted a two-day Wood Masters course for industry professionals with at least three years of experience prior to the 2015 Traders Market. That year, the sold-out class focused on selling, negotiation and communication skills. Of his experience, Philip Herman of Allweather Wood/Humboldt Redwood said, “Negotiation is a skill like any other that needs to be practiced to become proficient. I think this is a great area to review. I will certainly apply the information in my daily work.” In 2016, the course focused on advanced negotiation and memory skills to help participants retain their new-found knowledge once they returned to the office. Wood Masters, according to 2016 participant Jerrett Long of Idaho Forest Group, “enhanced my skills in learning how to effectively communicate with customers. I found the (negotiation) tactics to be very helpful and found out

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Wood Masters

how to identify these tactics and counter them with my own.” The third annual Wood Masters will be hosted Nov. 7-8. Once again, a combination of industry and subjectmatter experts will employ case studies, presentations and group work to introduce and reinforce course topics. Because this unique training takes

May 2017

place immediately before Traders Market in Chicago, NAWLA encourages sales professionals, traders and other lumber professionals to maximize their development opportunities. Registration opens this June on the NAWLA website, nawla.org, and must be completed separately from the Traders Market registration.

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NAWLA SPECIAL ISSUE

Wholesalers:

Defining supply chain value BY JIM DERMODY SEABOARD INTERNATIONAL FOREST PRODUCTS

industry is filled with innovative products, creative designs, and intelligent, competitive people. Our insatiable demand for efficiency is often directed towards the supply chain. The history of lumber wholesaling dates back to the inception of lumber production in the American west of the 19th century. In the early days wholesaling performed as vital a function as it does today but with a different emphasis. Then, communications were rudimentary, done by mail or telegraph. The wholesaler was responsible for expediting shipments over an extended period of time. This was critical to helping suppliers and consumers alike achieve their goals in markets that even then were ever-fluctuating. The housing industry grew dramatically from just over 100,000 single-family starts in the beginning of the 20th century to over 1 million by 1950. Railroads were eager to get a share of transcontinental traffic and the wholesaler was a significant player in the process. This value evolved over time as transit hold days were eliminated through railroad regulation and excesses were worked out of the system. Industry supply consolidation, massive growth of truck-delivered shipments over increasingly larger distances, and credit insurance led some wholesalers to grow larger and others to become specialized in certain markets and products. Today, wholesale brokers continue to supply liquidity to commodity markets and many are the top customer and top supplier to their trading partners. Manufacturers, by nature, are production-based. There is a symbiotic relationship between production and sales— make it every day, sell it every day. Conversely, industry consumers want to purchase the right amount of product at the right time at the right price. A wholesaler can exist and grow only as long as they provide value to both supplier and consumer. The wholesaler cannot solely be a supplier of material but must be a true partner. Sales reign supreme on a wholesale floor, but sales cannot happen without pouring customer service gas on it and HE BUILDING PRODUCTS

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May 2017

into it. It’s all geared to getting the customer what they want when they want it at a hyper-competitive price. The broker’s niche is whatever the customer wants. Brokers spend 100% of the time thinking about markets. Where to move excess supply, how to convert and combine what a mill produces into what a customer wants, and how to most effectively distribute it into the marketplace. A broker is willing to take risk, able to manage the stress of millions of dollars of physical inventory in highly volatile markets, provide just-in-time solutions on one call and forward pricing mechanisms on the next. They need to earn their trading partners trust each and every day. Successful brokers see the market from a global perspective and their diversified supply and consumption base affords that opportunity. This unrestricted consumption base separates them from others in the channel. Exposure to all segments of the marketplace provides value to the wholesaler’s manufacturing partners and the wholesaler’s consumption partners. National home centers to publicly-owned pro dealers and distributors, independently-owned retailers, small industrial manufacturers, multifamily jobbers, and the massive developers of our infrastructure system are all served by the wholesaler. The methods of manufacturing evolve over time as do customer needs. The price of 2x4 is always changing. The value a broker provides must remain constant in order for them to survive. A broker can be either the lion or gazelle, but when the sun comes up, they better be running. During a recent conversation with a customer, I commended his astute market knowledge and timing. He shared, “I couldn’t do it without the handful of good traders I partner with. They always have my best interests in mind.” A broker can never be “off the market.” – Jim Dermody is president of Seaboard International Forest Products, Nashua, N.H. Reach him at jim.dermody@fctg.com. Building-Products.com

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NAWLA SPECIAL ISSUE

Ready for a re-brand? Step-by-step guide to creating a new brand for an old product BY SABRINA SECCARECCIA GRACIOUS LIVING CORP. AND NAWLA MARKETING COMMITTEE MEMBER

re-brand a product line can be a difficult one for a company, especially when it has a long history and/or strong affinity in the marketplace. You risk alienating customers, creating confusion, and investing significant resources in an initiative that ultimately may not yield the desired results. However, when done successfully, you can reach new audience(s), better differentiate yourself from the competition, and increase sales and revenue. Recent re-branding successes that illustrate the benefits of a rebrand on the consumer side include Apple and Old Spice. At Gracious Living Innovations, we began this journey more than two years ago with a brand that was purchased by our company. There were a number of considerations that drove our decision, most notably, our desire to create a brand that more closely aligned to our company, which is an open, forward-thinking, innovative and modern company and brand. We also wanted to remove any association with the previous manufacturer, and position the new brand as a more retail-driven product. We needed to develop a brand, essentially from scratch, that created a positive feeling with end consumers. The previous brand was centered around a contractor base and we believed that the awareness was concentrated within that audience. Due to the smaller size of our comHE DECISION TO

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pany, I had limited resources to work with for this project. Everything we did was kept in house. While this allowed those of us with the greatest familiarity with our company and its existing brands to drive the project, it was a time consuming endeavor. Any company that is considering a rebranding initiative should make sure they can dedicate sufficient staff resources to each phase of the project—from research to launch—to ensure its success. For those of us who don’t have Apple’s marketing budget, that can mean finding more creative approaches to the same work. With our product, target audience and positioning defined, the next step was finding the right name. Overall, we were looking for a clean slate that would allow the brand to grow with our rapidly expanding deck tile product line. We wanted it to be short, consumer-friendly, relatable to the busi-

May 2017

ness, and emitting a fresh and comfortable feel. We also knew that it had to be a word—not an acronym, and would allow the flexibility of adding a brand extension in the future. I began Googling words, finding synonyms and creating a list based on those criteria. Once a list was defined, we split the entire company into three focus groups, and I facilitated each of them. We made sure that these groups were an open forum for brainstorming, working off the list as a starting point. After the first round, I revised the list based on the feedback I had received, deleting some old and adding some new. I took this updated list to a second round of focus groups, which followed the same format and structure as the first. For the final round of all-company feedback, we brought our entire company into one room to vote on the final list. Using this information, the Building-Products.com

marketing and executive teams choose the word that would eventually become our brand. The transparency with which we worked through this phase, and the multiple opportunities for everyone to provide input, helped ensure buy-in across the company. We chose the name Aura. It conveyed light, clean, fresh, comfort and modern. From there we started doing research on the name, trademarks, existing products under a similar or same name, websites, social media and similar uses within the U.S. and Canada. After we determined that there were no legal or trademarking issues, our art director created at least 25 different logo options for that name, with different color combinations, fonts, imagery and so on. Once the logo and color schemes were selected, we presented them to the executive team, received necessary approvals and moved along with the design of our marketing outlets (print catalogues, packaging, online, social media, website and so on). To anyone considering a rebrand, I would offer the following recommendations based on my lessons learned. First, having an organized process is critical to its success. Assigning one or two project leads is the best approach. The fewer people that need to be involved in every detail of things, the better. The project leaders can be held accountable for soliciting the input of others as necessary. Additionally, any focus groups you conduct need to be open brainstorming sessions. That being said, it is also important to manage the negative personalities to ensure that you can continue to allow creativity and unhindered progress and participation. A facilitator needs to be a strong enough personality to guide the process without offering any opinions on the feedback. Since the rebranded product under Aura Outdoor Living was launched two years ago, our business with the deck tile program has increased three-fold. We are now selling within North America and through a major retailer in Europe. The brand is being received very well on the consumer side. From a marketing and design standpoint, we are developing and creating material that directly relates to our business and our customers. The flexibility of the brand and the brand extensions are huge factors in keeping the positive momentum going. â&#x20AC;&#x201C; Sabrina Seccareccia is marketing coordinator for Gracious Living Corp., Woodbridge, Ontario, and a member of NAWLAâ&#x20AC;&#x2122;s marketing committee.

Brand vs. Logo Your brand is much more than a logo. It is a promise to the customer that the organization must fill in everything that it says or does. It is every single touch-point your customers and prospects have with your organizationâ&#x20AC;&#x201D;from your website to customer service. In fact, the logo and visual identity are usually the last pieces to create once you have assembled the building blocks of your brand, which can include, your vision and mission, brand position, key and targeted messages and name. Once you have built this foundation, you can develop a visual identity that represents your brand and helps trigger an emotional response based on awareness and perception of your brand. Components of your visual identity include logo, slogan, color palette, and designs that support it.

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CONNECT

LEARN

CREATE T

REG GIONAL MEEETINGS

Access trennding industry insight and participate in valuable networkingg opportunities with local custoomers and suppliers inn your area. Attend onne of the upcoming NAW WLA RRegional meetings: Birmiingham: May 4 San Diego: June 27

Learn more and register at www.naw wla.org/regionals May 2017

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NAWLA SPECIAL ISSUE

What’s trending in transportation? BY GAIL RUTKOWSKI NASSTRAC

is constant in transportation is that it is always changing. As shippers and carriers find new and better ways of doing business, entire industries have been spawned to respond to their requests and needs for assistance. However, the old tried and true options are sometimes still a good bet. Remember the old adage “everything old is new again?” Well it is certainly true in transportation. Time is money in transportation management, and any solution that reduces time in transit will result in savings regardless of mode. I’ve detailed a few trends I have been seeing among our member base that I feel are worth sharing. NE THING THAT

Pool Distribution This year’s NASSTRAC Shipper of the Year award winner, VWR, a global distributor of laboratory and production equipment redesigned their

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West Coast shipping operations, incorporating a newly designed pool distribution strategy. Overall, this adjustment reduced demurrage and drayage costs, improved next-day delivery, and greatly increased their efficiency in the region. Extra planning produced a sound strategy to streamline operations at the Port of Long Beach, resulting in far fewer delays and cutting costly demurrage charges. At the same time, truckload and pool distribution largely replaced the costly less-than-truckload (LTL) moves, again resulting in fewer delays and reduced cost. The solution includes pool distribution from VWR’s distribution center located in Visalia, Ca., to final-mile couriers that specialize in next day delivery service in certain geographic areas. LTL and parcel customer orders that have numerous destination points are consolidated on full TL shipments for the

May 2017

longest distance traveled and then dispersed into final mile deliveries across the West Coast. The result is the West Coast operation has improved shipping performance, continuing to provide next day delivery service to customers while also reducing expediting costs. VWR is more competitive by exceeding customer service expectations, promoting sustainability, and enabling customers to track orders online. A side benefit is improved relations with carriers by providing high volume business to its TL carriers as well as smaller couriers.

TMS – Everybody’s Doing It A Transportation Management System (TMS) is a crucial tool for controlling the costs of moving goods. Designed to automate the transportation component of the supply chain, this powerful software enables large companies to manage scheduling, Building-Products.com

routing, carrier oversight, load tendering, and consolidation all in one place. According to industry group MHI, the larger shipper has become more efficient and accurate, but what about smaller shippers? The full range of capabilities includes a bigger toolbox than they need or can afford. Fortunately for them, cloud-based platforms and software-as-a-service (SaaS) options bring TMS capabilities closer to a wide range of users. The marketplace is changing and TMS providers are seeking to defend their turf against 3PLs that have historically been providing this service to the small and medium size shipper market. Many smaller shippers are choosing TMS products that are offered on a SaaS basis, subscribing to the cloud-based software for a relatively modest monthly fee rather than footing the cost of on premise computing equipment and an IT staff.

“Dim Weight” Pricing Parcel and LTL shippers that understand the significance of moves by the nation’s two biggest carriers to apply “dimensional weight” pricing to all their U.S. ground shipments are trying to blunt its impact—a sign that the pricing change should be taken seriously by all shippers. Recently, a survey conducted by Niagara University and DC Velocity was taken of 146 parcel and LTL shippers, found that about half had a good understanding of so-called “dim weight” pricing, under which delivery rates are based on a parcel’s dimensions rather than its actual weight.

Aware of the impact of the new policies, about 46% of better informed shippers have already negotiated pricing adjustments with their carriers and have made changes in the packaging processes to shrink parcel cube and avoid a significant rate increase that would accompany the change in the carrier formula. By contrast, more than half of the shippers who said they lacked a strong understanding of the pricing scheme had taken no action at the time of the study, and only 20% of those respondents had made any adjustments to their packaging. In all, 27% of respondents said they had done nothing in response to the carriers’ actions, meaning they had accepted the rate increases that accompanied the changes in the pricing model. Over the years, parcel and LTL shippers have benefited from carriers’ under-reliance on dimensioning systems. Most LTL carriers had no equipment at all, resorting to tape measures and rules… hardly a precise method to verify shipment density. The explosive growth of ecommerce, resulting in light and bulkier shipments resulted in package weight going down but cube going up. LTL carriers that advocate dimensioning have said that it will not only yield more accurate pricing outcomes but also reduce the frequency of so-called carrier chargebacks and the hassle that often accompanies them. Anyone who has gotten into a dispute with a carrier over freight classification or pricing differentials on cubic capacity knows how painful that can be.

The growing use of dimensioning equipment will force shippers to do a better job of preparing their freight for tender. Those that don’t will face rates higher than they’ve ever paid before. The responsibility for proper packaging and palletization has now been pushed back onto the shipper. Are you prepared to manage the function?

The “Uberization” of Freight The way shipping works for most companies today is by going through brokers who call trucking companies and arrange the best deal for their customers while taking a commission. The Uber Freight marketplace hopes to eliminate that middleman and offer shippers real-time pricing of what it will cost to move their goods based on supply and demand. And, yes, that might mean there’s even surge pricing for trucks, although a lot of the marketplace details are still being worked out. There are already start-ups out there trying to build their own “Uber for trucking” seeing the same opportunity as Uber does, but it is a tough nut to crack. Some of these start-ups have crashed and burned already. If Uber Freight is successful at marketing “Uber for trucking,” it could serve as a gateway for autonomous vehicles. Last year, Uber acquired a tech startup, Otto, specializing in trucking transportation. In a flash, the Uberization of trucking went from hypothetical to working proposition. The question is, will it succeed? Could Uber work for trucking? There are already a number of companies out there that purport to offer online services and mobile apps to match trucks with loads. Whether they have been at all successful is another matter. Stay tuned for more on this topic as the year proceeds. While I highlighted a few major trends and hot topics in transportation, this is by no means an exhaustive list. Unknowns continue to be the norm in transportation. Weather-related disruptions, regulatory and legislative restrictions (though our current administration signaled a change here), and the continued deterioration of our country’s infrastructure will continue to challenge shippers now and into the future. – Gail Rutkowski is executive director of NASSTRAC (National Shippers Strategic Transportation Council), Chicago, Il.

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May 2017

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May 2017

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NAWLA SPECIAL ISSUE

Succession planning What to do when there is no “next” in line BY MARK McLEAN ROSEBURG FOREST PRODUCTS AND NAWLA MARKETING COMMITTEE MEMBER

UCCESSION PLANNING is a key consideration for any company in any line of work; but having an “heir to the throne” is of monumental importance for industries—like the wood products sector—that are largely populated by family businesses. Our firms tend to be very relationship-oriented; they’re built on handshake integrity. We trade hundreds of millions of dollars every day on a verbal commitment, and everyone keeps their word wherever they are in the supply chain. Maintaining these trusted relationships with customers and vendors is crucial when leadership turns over and/or business structure changes, and succession planning is essential to that continuity. Despite the potential ramifications of having an executive vacuum, many firms are making do without a succession plan and hoping that the worst-case scenario never happens. Some procrastinate on the process of adopting a plan; others blindly believe they will never have a need for one; and yet others simply hold their breath, counting on a family member to step in and the chips to all just fall into place when the unplanned occurs. What often happens instead is that key members of the executive team and high-level managers are dissatisfied with the sudden and forced changes; many opt to leave, and the organization finds itself in flux.

The Options When circumstances—whether anticipated, like a retirement, or unforeseen, such as an untimely death—create a gap in leadership, decision-makers can respond in several different ways. The obvious choice with family-owned businesses is to hand off to the next generation—typically a relative of the current company head. But what if the existing CEO doesn’t have any children? Or what if the child and/or relative has chosen a different career path? As an alternative, companies can create an ESOP

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May 2017

(employee stock ownership plan) and sell the business to the people on its payroll; this requires a corporate culture where workers are interested in more than just a job. Other options might be to sell to an industry consolidator or venture capital firm, or to merge with another company.

The Roseburg Experience Alternatively, you can follow the example set by Roseburg Forest Products, which has been family-managed for two generations—or roughly 80 years. Our former president and CEO just retired in 2016 at age 75; but years of succession planning made for a smooth transition. Although he has three children who are dedicated to and passionate about the industry and the business established and managed by their grandfather and father respectively, they did not have the desire to take over the dayto-day operations. Knowing this, Roseburg assembled an outside board of directors just over a decade ago to co-exist alongside the family board. The directors on this outside board, whose own successes are not necessarily tied to the company’s fortunes, were tasked with providing Building-Products.com

unbiased, third-party counsel on succession planning and other issues. Not long after establishing the second board, Roseburg began developing a professional management team to help determine the successor to our soon-to-retire leader. Each individual on the team was exceptional in their own right, and the president eventually selected his replacement from this elite group. Although the new president/CEO was not a direct descendant of the outgoing executive, the family retained ownership of the company—which is now poised for stability for at least one more generation, or another 30 to 40 years. It was a long-term process, but well worth the time and effort put into it. A large part of our success can be attributed to a focus on cohesiveness among executive team members. Pat Lencioni, an authority and author on business management, says there are two types of firms: “smart” companies, where everybody is very good at what they do but don’t necessarily mesh personality-wise, and “healthy” companies, where there is a huge focus on relationships and personality—but the leaders are also smart. Assembling an executive team that has this type of cohesive interpersonal chemistry will likely take time and involve multiple iterations. When our former president began building his executive team, he was careful to choose candidates who not only shared a common purpose but who also got along well. That, along with professional excellence, is a critical element in a successful business environment. When it is absent, there is a risk that executives might move on; and, believe it, one person can make a huge difference in the culture of an organization.

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The absolutely most important thing is to have an executive team in place that works well together and that has each other’s backs. If you bring in an outsider who doesn’t understand the culture that’s been developed, then you run the risk of those current executives, leaving to pursue other opportunities, creating further turmoil in the ranks. In summary, Priority #1 is to get prepared. You cannot assume that it will all come together naturally; it takes a great deal of work and effort. I also would recommend that if you’re a family-owned organization and don’t have an outside board already, that you commit to putting one together. And even if you’re in a leadership role and plan on being around for the long term, it’s important to build your organization so that you ultimately can select someone—family or otherwise—from your current executive team. It’s also critical that the executive team you have in place includes individuals who are supportive of each other, for the good of the whole. The next step, if you haven’t thought about it, is to get the family together and ask the important questions. Is there a natural successor who is qualified and wants to step forward for a future leadership position? If not, is maintaining family ownership the preferred direction, or would the owners rather divest of the business? Regardless of how you approach succession planning, the point is that it must be addressed and addressed now, before any turbulent events occur. “Hope” is not a strategy! – Mark McLean is director of marketing for Roseburg Forest Products, Springfield, Or., and a member of NAWLA’s marketing committee.

May 2017

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NAWLA SPECIAL ISSUE

Business analytics Benchmarking yourself against the industry BY ANTHONY MUCK DMSI AND NAWLA MARKETING COMMITTEE MEMBER

ENCHMARKING CAN BE a useful tool for companies to determine their standing within the industry. It offers a snapshot of both areas where you have strengths and areas where you should focus more attention as a company. There are, however, nuances to such efforts. For example, you can compare your company to other firms in the industry; or, you can compare your own processes and how you handle your business against itself. Oftentimes, people donâ&#x20AC;&#x2122;t focus on benchmarking their own customers or suppliers, but this can prove to be just as beneficial a strategy in order to enhance your business. Many in our industry tend to maintain standards put in place with long-term customers that actually need revision because they are no longer the best option for the business. A good example would be a customer that has great terms but never pays on time. If you compare that to the volume of orders and analyze that against all of your customers, you may find that such a customer should not be getting these great terms. You can take the same metrics and apply them to pricing. For example, if you have to deliver to a customer daily, or three or four times per week, with smaller orders, you could potentially be losing profit or margins because of the added delivery expenses. Renegotiating the terms with this customer to transition into a weekly order instead could protect a lot of margin and profit for yourself. Benchmarking allows for such determinations to be made, and for any subsequent adjustments that would best benefit your business. For our industry, there are several different areas that you might want to focus on when beginning the benchmarking process. Profit and total footage sold, for example and among others, are easy ones to remember. Other metrics that are sometimes overlooked are more accounting based, such as average days to pay, and comparing that by customers. Taking into account various metrics when benchmarking can help you develop a more well-rounded perspective on your business, which can then help you

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May 2017

make more either holistic or specified changes, should you find it necessary.

Data Benchmarking inherently requires the collection of data. Figuring out how your business is doing, where it is doing well, and where it could use some work involves gathering and analyzing the relevant information. To that end, there are different ways to go about collecting the information you need. If it is possible, you should see if you can control data internally before reaching out to an expert. This is important. By utilizing internal staff in the benchmarking process, you are afforded the benefit of individuals who already know the inner-workings of your business and who may be able to spot things an outsider cannot. This familiarity can lend itself to a thorough and genuinely invested benchmarking process. Moreover, if you do then reach out to an expert, your staff will be wellversed in the data, streamlining any work an outside expert will do, which can save all parties time and money. That being said, data collection can always be a tough part of the benchmarking process. Many people see themBuilding-Products.com

selves getting buried in excel sheets or multiple-page reports. This is where an expert or system can come into place to help you make sense of the data. Business intelligence, for example, has been a hot topic in recent years. Technology is advancing, and there are many systems out there that can help collect your data and give your staff, or an outside expert, an easily consumable report to help you make educated decisions. Once you start taking steps that open up your business to external evaluation, peer groups can also be a good way to assess your position within the industry. While this can be challenging, because companies may not want to share information with others, the results from a peer evaluation could potentially offer fresh insights and therefore be worth the effort. Other industry associations will also often partake in such efforts as well, so engaging with your counterparts can both provide you with information from people or companies who are familiar with the industry and may prove easier than you think.

Timeless Design

Standards Businesses that are willing to look at their data will likely stay ahead of their peers, as they are more in tune with both the inner workings of their own companies and what their customers want and need. An awareness regarding the intricacies of all aspects of your business can help you make better business decisions. Collecting the data and making sound decisions based on your benchmarking information can help give you an edge. In order to keep that edge, however, it is also critical to remember to abide by the necessary and relevant regulations and standards of compliance. Most importantly, if data is not meant to be shared, it should not be shared. The privacy and security of data is, as it should be, the biggest concern for businesses and business owners, particularly in today’s ever-expanding technology- and cyber-driven society. It can be extremely dangerous if your data falls into the hands of a competitor, so you need to ensure that you are taking the basic steps to protect the information you are collecting. It is important to keep in mind that while comparing yourself to others in the industry has its benefits, it can also prove to be a challenging task, especially when you are trying to balance those efforts with the security of your data. This is why you should start off by benchmarking yourself as a company first—you are able to collect the data you need while also ensuring the information is secure. Benchmarking can prove to be a beneficial tool for business owners looking to better their business or get ahead of the competition. It offers you a chance to see what your company is really doing, how your efforts are impacting your customers and how you compare to other companies in your industry. By collecting the relevant data, you will have an enhanced understanding of how and when to utilize your resources, and of any changes that need to be made in order to improve your company performance. Benchmarking will help you move forward with your business, and better position you for success within the industry. – Anthony Muck is manager of customer support for DMSi, Omaha, Ne., and a member of North American Wholesale Lumber Association’s marketing committee.

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May 2017

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NAWLA SPECIAL ISSUE

Study the competition BY DAVE KAHLE

“I

’ M CONCERNED ABOUT what my competition may be doing. I know I should be aware of what they’re doing, but I’m not sure how I can find that out.” This is an issue that’s growing in importance. Our industry is heating up and becoming more competitive. All around us things are changing at an ever-increasing rate. That means that it’s more important than ever for you to be aware of what your competitors are doing so that you don’t get blindsided or seriously outmaneuvered. That happened to me. To this day, I still get a sick feeling in my stomach as I remember the day I lost my largest account to my arch competitor. It was an account that made up 20% of my total volume. In my blissful ignorance, I was content to grow my business by calling on the

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May 2017

end users and purchasing department, while my competition was successfully building a relationship with the administration. The result? My best account signed a prime vendor, sole-source agreement with my competitor, and within 60 days, I was almost totally out of that account. I was totally blindsided. That’s a lesson that sticks with me, and one from which you can learn. To become good at knowing what your competition is up to, begin by thinking of yourself a little differently. If you’ve read my book How to Excel at Distributor Sales, you know that I believe that distributor salespeople must see themselves as “managers of information” as well as “sellers of stuff.” To be effective in the Information Age economy, you must become adept at col-

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lecting, storing and using good information. The knowledge of what your competition is doing is one such piece of information. Begin by consciously collecting little bits and pieces of information at every opportunity. For example, you may have lost a bid or a particular piece of business to your competitors. Rather than just moping about it, use it as a learning opportunity. Try to find out from your customer why they awarded the business the way they did. If it was price alone, try to find out how much lower their price was. If it’s something else, find out what. That information won’t help for that particular piece of business, but it may give you an insight into the pricing policies of your competition. Write the information down on a 3x5 card, or piece of scrap paper. Take your good customers to lunch, and casually see if you can steer the conversation in such a way as to learn something about your competition. Keep your eyes open to the coming and going of competitive salesmen. Note when you see them, and in what account. Subtly probe the manufacturer reps with whom you work. See if they can give you some insight into the strategies and tactics they’ve seen. Be sensitive and aware of competitive literature, business cards and price quotes lying around. And don’t forget to talk with the other salespeople who work for your company to get their insights. All these are ways to collect bits and pieces of information. By themselves, they won’t help much. But, if you combine these bits and pieces, you may very well see trends, uncover strategies, and discover tactics your competition is using. As you collect each bit of information, capture it by writing it down, and putting the note in a manila folder marked “competition.” If you’re automated, type the information into your computer, and store it in either a Word or database file. Regardless, what you’re doing is assembling a quantity of information. Diligently collect those bits and pieces of information, and file them away. After you collected a quantity of these, you’ll be able to open that file on a regular basis, consider all the pieces of information, and discover a great deal about your competitors. The trick is to consistently collect and store information. Eventually Building-Products.com

you’ll assemble an accurate picture. It’s like the popular game show Wheel of Fortune. When Vanna White turns over one letter, it doesn’t give you much of a picture of the total answer. But after she’s turned over several of these small individual pieces, the whole becomes clear and the answer to the riddle is simple to understand. That’s the way collecting information about your competition works. The back of an old business card on which you noted that you saw a competitive salesperson showing a new carbide line, by itself, doesn’t mean much. But if you filed that along with all the bits and pieces of information you’ve collected, and then pulled it all out and analyzed it, you might see an entirely different situation. Suppose you reviewed that business card note, and combined it with the note you made to yourself that you saw some sales literature on the competitive carbide line on the desk of one of your purchasing agents, and then saw that you lost a major bid to the competition because he quoted a new line at lower than traditional prices. All at once you’ve uncovered a potential threat to your business. Clearly, your competitor is pushing a new, lower-price carbide line. You didn’t learn that from any one piece of information, but rather from the combination of all those pieces, considered as a whole. The key to uncovering that information, to discovering what your competition is up to, is to consistently collect pieces of information, store them, and then analyze them as a whole from time to time. Some of the best companies I deal with do that—and take it one layer deeper. They meet from time to time in sales meetings, and share the information each individual salesperson has collected. The sum of all the information collected by the entire sales force is bigger and greater than that of any one person. So, the composite information, collected by the entire sales force and assembled and analyzed by the sales manager, gives the company an insightful picture of the competition.

WHERE E THE LUMBER R INDUSTR RY GROWS ACCESS OVER 20,00 00 LUMBER COMPANIE A S GET CREDIT RAT TINGS & REPORT TS USE DYNAMIC SEARCH TOOLS

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– Dave Kahle is a sales trainer, presenter and author of 12 books, including the best-selling How to Sell Anything to Anyone Anytime. Reach him at (616) 451-9377 or dave@davekahle.com.

May 2017

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NAWLA SPECIAL ISSUE

Invaluable interactions await you at the 2017 Traders Market N

more specifically, the in-person exposure to current and prospective business partners those networking opportunities provide, are consistently cited as the most important factors in the decision to attend the North American Wholesale Lumber Association’s Traders Market. A recurring theme in the feedback from who attended the 2016 event was the immeasurable value of those interactions. Here are a few examples: “The contacts we meet and the ability to introduce our products to wholesalers all at one venue is invaluable,” said Ted Whitehouse, director of business development for Century Aluminum Railings. “The networking opportunity provides a return that is priceless,” said Eric Quackenbush, a trader with Viking Forest Products. “Meeting customers/potential customers face-to-face is invaluable,” said KayCee Halstrom of Zip-O-Log Mills.

ETWORKING AND ,

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May 2017

“Doing newsletters and announcements has been positive, but it still can’t beat the face-to-face interaction.” With its return to the Hyatt Regency Chicago Nov. 810, the 2017 Traders Market will deliver countless opportunities to build and strengthen relationships—and create business opportunities—in one of the most historically popular venues for that event. “The ease of travel in and out of the city, extensive variety of options for entertaining customers and prospects after the event closes each day, and features of the Hyatt Regency like the BIG Bar make Chicago a destination veteran Traders Market attendees enjoy coming back to,” said Steve Killgore, senior vice president of Solid Wood Business at Roseburg Forest Products and 2017 Traders Market committee chair. “The Traders Market committee is excited to host the 2017 event there, and we expect we will continue the growth trend we’ve seen in attendees, exhibitors and sponsors at recent events.” For more than 20 years, the key players across the lumber supply chain—wholesalers, manufacturers, and transportation and related service providers—have converged at the Traders Market for the chance to accelerate their companies’ long-term growth and success. “The Traders Market is the best trade show value in the forest products industry,” said Killgore. “In less than two days on show floor, you can meet and conduct business face-to-face with more than 250 leading manufacturers and distributors, build or renew relationships and hear updates and trends from across North America—all in one convenient location. Through conversations with peers and service providers, you can also discover tools and best practices for increasing operational efficiencies and cost savings at your company.” The central feature of the Traders Market, its trade show floor, will retain a similar schedule and layout as in years past, to help attendees maximize networking opportunities throughout Thursday Nov. 9 and the morning of Friday Nov. 10. In addition to the many connections attendees will make just by walking the aisles during show hours, there are two networking receptions where buyers and sellers can continue conversations at the event. Other popular aspects of the event that participants will Building-Products.com

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12 experience in Chicago include Networking Central for impromptu meetings on the show floor, an eventfocused mobile app with interactive floor plan and attendee messaging capabilities for ease in locating and scheduling meetings with exhibitors, and enlightening education sessions. Registration opens in June for the Traders Market and the Wood Masters course. Those interested in exhibiting may also secure their booth space now, on a first-come first-served basis. Visit www.nawla.org to learn more about the event, and check back often as new details are provided. Save the date and start planning your trip now. For veteran attendees, there is one important change to note when preparing to register for the 2017 event. All registrants must be employed by a wholesaler, manufacturer or service affiliate company that is a current NAWLA member. As an organization that advocates for and supports the unique value and role of a wholesaler in that supply chain, NAWLA determined that this new policy was critical for ensuring consistency with those objectives. For membership-related inquiries or assistance, please contact NAWLA at info@nawla.org or (800) 527-8258. Those planning to attend Traders Market are encouraged to arrive in Chicago a day early to take advantage of high-caliber training tailored to industry professionals at NAWLA’s

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third annual Wood Masters course, Nov. 7-8 in Chicago. Past courses have helped participants build advanced negotiation, communication, time management, prospecting, memory and other skills related to improved performance. Across the two-day course, presenters employ a combination of case studies, presentations and panel discussions to maximize knowledge retention. Registration for this course will also be available in June, and must be completed separately from Traders Market registrations. Learn more and sign up for this limited-enrollment learning opportunity at nawla.org.

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May 2017

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Allweather Shows Off New Colorado Operation Allweather Wood and Humboldt Redwood Co. celebrated the opening of a new warehouse, dry kilns, and remanufacturing facility April 20 in Loveland, Co. Among the guests were local customers, lumberyard owners, and company employees and their families. Guests were treated to live music performed by Larry and the Pour Boys, catering by a local favorite Mo’ Betta Gumbo, and tours of the facility.

Attendees were given the opportunity to participate in giveaways, including a grand prize of a $1,000 Southwest Airlines travel gift card. Property tours gave an inside look into the new and enhanced production capabilities, including two new dry kilns, a 24,000-sq. ft. redwood warehouse, and a remanufacturing facility. Allweather and HRC products were featured at booths hosted by employees and vendors, including a PRODUCTION manager Marty Sager leads a tour of the company’s new Loveland facility.

DIRECTOR of sales Phil Herman and plant manager Dana Shellburg, along with the rest of the Allweather team, celebrate with a ribbon cutting at the new Colorado facility.

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May 2017

Redwood Timbers station complete with a custom designed redwood pergola and a social media advice table. A redwood byproducts display handed out samples of the firm’s newest offering, Emerald Peat, a fine-grind redwood bark soil amendment. The family-friendly event also hosted a kids arts-and-crafts table with coloring sheets, stickers, and yellow construction hats for kids to take home as souvenirs. The evening concluded with a ribbon cutting ceremony and prize giveaway.

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Sherwood Opens DC in Stockton Sherwood Lumber Corp., Melville, N.Y., has selected Stockton, Ca., for its new Northern California distribution center (see Feb., page 28). The new facility features an 80,000-sq. ft. warehouse, plus four acres of outside storage and a staging area for EWP cut & pack services. Products, available in full truckloads and LTL, include western plywood, sanded plywood, concrete form, pressure treated plywood, fire treated plywood, FSC plywood, OSB, dimension lumber, fire treated lumber, cedar

shakes/shingles, engineered wood products, and glulam beams/columns. Stockton is rail-served by both UP and BNSF carriers, and capable of receiving inbound center beam, boxcar, and intermodal shipments. There are also waterborne opportunities utilizing the Port of Stockton. “Sherwood Lumber is an amazing family-owned organization that is based upon exemplary customer service and absolute integrity,” said Bruce Garrett, director of western distribution. “Our efforts are supported

by generational vendor relationships with some of the largest manufacturers in the world. We are excited to bring this experienced, customer-centric approach to an entirely new group of valued customers here in the California and Nevada marketplace.”

Matthews Adds New Inks for Printing on EWP Matthews Marking Systems, Pittsburgh, Pa., has developed two new water-fast, water-based inks specifically for drop-on-demand (DOD) valve print technologies for the engineered wood industry. Both inks have been tested and approved as APA trademark inks and are formulated to reduce potential fire hazards in OSB manufacturing plants. SCP-350, a low VOC, low HAPS, pigmented black ink provides excellent UV resistance, transfer resistance, and water-fastness, ensuring a longlasting mark on engineered wood. SCP-350 is designed for use with Matthews’ 8000+ DOD midi and maxi size printheads and provides a bold mark on porous and semi-porous substrates. Unassisted dry times range from five seconds to three minutes on semi-porous substrates and accelerates on a relatively warm product. SCP-360A, a dye-based black ink is recommended for use in Matthews’ entire 8000+ DOD printhead product line. Ideal for wood products and porous substrates, IT features excellent UV resistance, water-fastness, and is VOC and HAPS-free. The ink’s dry time is five to 60 seconds on ambient temperature product, and accelerates on a relatively warm product. Both inks are available in six 1-liter cases, 4 liters, 5-gallon pails, 55-gallon drums, and 275-gallon totes. The new inks are exceeding expectations at early adoption test sites in the OSB and plywood industry, where both are printing a company logo and APA trademark onto wood panels. At these sites, they have proven quick to dry and transfer-resistant on OSB sander lines and hot board products.

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May 2017

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Deckorators Revises Dealer Program Deckorators has introduced the Beyond Ordinary Dealer Program, offering a simpler way for dealers to earn incentives, while expanding their selection of unique outdoor living products. A streamlined, enhanced version of its former Perfect Dealer program, the new program offers: • A one-level program instead of multiple tiers. • Quarterly rebate tiers with rebates up to 8%. • A simple rebate submission process. All enrolled dealers are highlighted on Deckorators.com with a “Beyond Ordinary Dealer” icon that shows they are aligned with the leader in lifestyle-enhancing deck products. Qualifying dealers also receive merchandising displays in their showroom. To qualify for the new program, dealers need to stock an assortment of Deckorators post caps, balusters and accessories; display the products; meet minimum volume tiers per quarter; and make one qualifying purchase per year.

Police Nab Knife-Wielding Thieves The manager of True Value Hardware, Pasadena, Ca., was threatened at knifepoint by a man attempting to steal a tool from the store. On March 10, his accomplice allegedly asked a store clerk to show him the tool, which was locked inside a display case. As soon as the case was unlocked, the man grabbed the tool and ran out of the store into the back of a waiting van. The store manager chased the thief to the van, but when the driver of the vehicle pulled out a knife, the manager

backed away. Witnesses, however, quickly phoned police with a description of the van and its license plate number. Police quickly located the vehicle on the nearby 210 Freeway. They apprehended the two suspects without a struggle and recovered the merchandise. Other passengers inside the van, including a woman and child, were released at the scene.

Firestone Buys Gaco Western Firestone Building Products Co., Indianapolis, In., has acquired Gaco Western, Seattle, Wa., a leader in innovative silicone roofing systems and provider of top-tier waterproofing and spray foam insulation. The deal, which includes all assets and operations held by Gaco, closed April 3 after a definitive agreement was signed and announced earlier this year. The acquisition enhances Firestone’s leadership in commercial roofing and allows the company to introduce even more options to customers with Gaco’s silicone and acrylic liquid coatings. The enhanced portfolio creates alternative solutions when full roof tear-offs and rebuilds are not feasible, and it presents contractors with new, cost-effective products requiring easier and less labor-intensive installation. In addition to expanding Firestone’s roofing product portfolio with silicone polyurethanes, epoxies and acrylic liquid coatings, the deal offers new positions in commercial and residential sectors with decking and waterproofing products that protect pedestrian surfaces, concrete, metal and plywood, and open- and closed-cell foam products which protect and insulate buildings.

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MOVERS & Shakers Tom Angel, ex-Capital Lumber, has joined Huff Lumber Co., Santa Fe Springs, Ca., as an EWP outside sales rep. Sean Cumming has been appointed outside sales mgr. for Jones Wholesale Lumber, Lynwood, Ca. Fia Faumuina has transferred to outside sales. Jonathan “Billy” Shelton has been promoted to dealer sales rep. Michelle Chase, ex-Weyerhaeuser, is a new EWP inventory & sales coordinator. John Stembridge is now VP of sales, purchasing & business development for Mid-Columbia Lumber, Madras, Or. Kevin Bruce, ex-Timber Products Co., has moved to BMC, Eagle Point, Or., as an associate commodity trader. Anthony Daddario, ex-Ganahl Lumber, has joined Simpson Strong-Tie, in builder services to Southern California. Cindy Roaf, ex-Belco Forest Products, has joined Huber Engineered Woods, as Seattle territory sales rep, based in Shelton, Wa.

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Mike Smith has joined the sales team at Utah Lumber Co., Ogden, Ut. Brenda Makela is controller. Scott Blackburn, ex-BMC, has been appointed president of Evergreen Lumber, Port Orchard, Wa. Chris Bailey, ex-Hutton Forest Products, has rejoined the inside sales team at Weyerhaeuser, Boise, Id. Frank Devlin, ex-UFPI and APA, is new to outside sales with Sierra Forest Products, Kent, Wa. Dan Korgan, ex-Trussway Mfg., has been named general mgr. of the truss division of Homewood Building Supply, Olivehurst, Ca. Alex Yoshida, ex-Boise Cascade, is the new purchasing specialist for Maracay Homes, Scottsdale, Az. Judy Haynie, ex-OrePac, is now Sacramento, Ca., territory mgr. for Loewen Windows. Tim Roberts is new to Pioneer Millworks, Portland, Or., working with the design and contracting community. Paul Yater has been named chief information officer for 84 Lumber Co., Eighty Four, Pa.

May 2017

Kevin Sutton, Arauco North America, has been promoted to national accounts mgr. David A. Barr has rejoined the board of directors for Builders FirstSource, Dallas, Tx. Larry Repar, executive VP/chief customer experience officer, Masonite International, Tampa, Fl., is retiring in August after 22 years with the company. Tony Hair, newly named president of Masonite’s global residential business, will assume responsibility for the customer experience team. Kerilyn M. Johnson has been promoted to VP, general counsel, and secretary of Ace Hardware Corp., Oak Brook, Il. Mark Spanswick, ex-W.W. Grainger, is now president and general mgr. of Ace Wholesale Holdings LLC. Matt Coffindaffer has been appointed executive director of the Roof Coatings Manufacturers Association, Washington, D.C. He replaces Jim Kirby, who has left to pursue interests in architecture and building science. Phil Donaldson, Andersen Corp., was elected 2017-2019 chairman of the Window & Door Manufac-

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turers Association, succeeding Al Babiuk, Loewen Windows. Vice chair/treasurer is Robert Lewis, Masonite; executive committee door rep Bob Merrill, Jeld-Wen; window rep Steve Tourek, Marvin Windows & Doors; and supplier rep Jeff Shilakis, HOPPE North America. T.J. Rosengarth, Northwest Hardwoods, Tacoma, Wa., was among those elected to the executive committee of the Hardwood Manufacturers Association during its recent conference in Charleston, S.C. Marty Graw has returned to MungusFungus Forest Products, Climax, Nv., after a festive New Orleans vacation, report co-owners Hugh Mungus and Freddy Fungus.

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May 2017

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IN Memoriam Darrell G. McGuire, 66, the last of the McGuire family of Yakima, Wa., to retire from the lumber industry, died April 1. He joined the family business, McGuire Lumber Co., Yakima, upon graduating from high school in 1969, starting in the yard and working his way to yard manager. He then moved inside and became a purchaser. He stayed on when the business was acquired by Lumbermen’s, Olympia, Wa., in 1999 and finished his career with Helliesen Lumber & Supply Co., Yakima, retiring in 2013. Larry Ray Kappel, 74, former president and partner in North Cascade Building Materials, Everett, Wa., died March 21. A U.S. Army veteran, he retired in 2007.

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Delbert Bradley “Del” Blanchard, 88, founder of Del’s Building Supply, Tri-City, Or., died March 19. At age of 17 he enlisted in the U.S. Navy during World War II, then received his degree from Oregon State University. In addition to the hardware store, he also started more than 20 other businesses, including a cabinet shop.

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May 2017

Melvin George “Mel” Kimmel Sr., 85, longtime owner of Kimmel’s True Value Hardware, Tillamook, Or., passed away of natural causes April 2 in Los Angeles, Ca. After serving as an Army medic during the Korean War, he operated a Coast-to-Coast Hardware store in Milwaukie, Or., for 10 years and also added a Coast-to-Coast in Portland, Or. In 1971, he purchased the True Value store from its founder—his father—and ran it for 42 years. He retired in 2013 and turned the store over to his son, Allan. Robert A. Herbkersman, 85, former manager of Butcher Wood Preserving, Sandpoint, Id., died March 6. After serving as a Marine in the Korean War, he completed his wood products merchandising degree at the University of Minnesota. He managed several lumberyards and wood-treating plants in Wisconsin and Minnesota. In 1968, he joined Wood Treating Chemicals Co., St. Louis, Mo., a division of Monsanto. While there, he founded the Greater St. Louis Woodcarving Association. In 1974, he relocated to Sandpoint to manage Butcher’s pole yard. Earl Peterson, 91, former manager for GroganRobinson Lumber, Great Falls, Mt., died Feb. 13. After serving in the U.S. Army, he moved to Great Falls in the 1950s, spending 17 years at the local GroganRobinson yard, before managing a yard in Highwood, Mt., and then heading Grogan-Robinson’s location in Geraldine, Mt. He left the industry in 1967 to become a farmer. Tommy M. Thompson, 70, former operator of Thompson Logging, Big Piney, Wy., was killed in an accident March 18 in Montpelier, Id. After years on ranches, he worked as a millwright in Daniel, Wy., and logging for Jerry Flugel and Paul Green in Wyoming. In 1971, he purchased Green’s equipment and started his own business, while working off-seasons for Dew Lumber, Pinedale, Wy. As timber availability tightened, he sold his company in 2003 and got into hauling. Building-Products.com

125 years with Seattle dealer Family-owned lumber dealer Compton Lumber, Seattle, Wa., celebrated 125 years in business April 5. President John Compton who

earned his first penny of allowance working for the family business, explained his great grandfather, Horace F. Compton, founded the

SINCE 1892 Compton Lumber has played an important role in the city of Seattle, with customer service and quality product offerings being its main priorities.

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May 2017

company in 1982 and got the same start he did. â&#x20AC;&#x153;My great grandfather started by working at the lumber mill run by Seattle pioneer David F. Denny,â&#x20AC;? said John. In the face of a severe economic depression in 1892, Horace harnessed his entrepreneurial spirit, and with a capital investment of $300 established the first retail lumber business west of the Mississippi. The companyâ&#x20AC;&#x2122;s growth over the last 125 years has necessitated several moves from its original spot at the foot of Columbia Street, but the business has always remained within the city. The company has been at its current location for 31 years, and is one of the rare lumberyards left in an urban setting. The company carries an expansive variety of hardwood lumber and offers a substantial door and plywood inventory, including fireretardant options, as well as decora(Continued on page 66)

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TODAY Compton Lumber remains committed to the city and to its employees.

125 Years in Seattle (Continued from page 64)

tive moulding. The in-house millwork and door shops allow for quick and skilled customization. Compton places great value on providing its customers with high quality lumber and building materials,

as well as top-notch customer service. “Creating partnerships through understanding the needs of our customers has been paramount to our success,” continued John Compton. The lumber mill plays a crucial role in supporting the growth of the Seattle landscape, partnering with the leaders of local businesses, community organizations

and arts projects. “This approach has been supported by five generations of the Compton family and all of our employees. This year’s anniversary reminds us that our customer-centric philosophy has worked, and we look forward to continuing our partnerships within Seattle’s building industry.”

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Treating industry catches up at AWPA annual meeting It’s a goal of the American Wood Protection Association to help ensure that treated wood products perform satisfactorily for their intended use. So when the association and its members gathered at the Encore at Wynn in Las Vegas April 9-11, they had a lot to talk about. It wouldn’t be an industry event without golf at the Revere Lexington Golf Course, and those who weren’t as interested in golf had a chance to par-

ticipate in the Pickler’s Prance 5k. The conference then switched gears and began with several task group meetings. While spouses and guests got to tour the Hoover Dam and enjoy some BBQ, business sessions were taking place as well as student research presentations. The ColleyHartford Memorial Lecture & Research Symposium had a segment on cross-laminated timber titled “CLT Exposed: Sunny Architects’ Dreams,

the Rainy Reality, & How to Make Everyone Happy,” that explored the durability of CLT. Jeff Morrell, Oregon State University, also presented a keynote on “Changing Perceptions of Pressure Treated Lumber.” Other programs covered “Marketing Treated Wood Products in 2020” and “Evaluating Preservative Treatments and Durability.” The event closed with an awards reception.

AWPA CONFERENCE drew [1] approximately 250 industry professionals to the Encore at Wynn in Las Vegas, Nv. [2] Motivational speaker John Kriesel, of Still Standing, delivered a keynote address. [3] President Rick Bleskey (left) presented the AWPA Award of Merit to industry consultant Michael H. Freeman. [4] Chris Horvath, Robert Bartek. [5] AWPA executive vice president Colin McCown addresses the audience. [6] Wayne Parsons, Steve Hudson. [7] Carl Morrow, Griffin Brady, Mike Boone. [8] Attendees caught up with each other during refreshment breaks in between sessions.

The Merchant Magazine

May 2017

Building-Products.com

NEW Products

Efficiency by the Truckload Weyerhaeuser is working to create a more versatile product for builders and has upgraded its Trus Joist IJoists with Flak Jacket protection. The enhanced fire-resistant coating further simplifies installation and improves the product’s appearance, all while complying with the latest residential fire code provisions.

Raymond’s Model 4460 three-wheel, sit-down counterbalanced truck is designed with dual entry and exit, a lower step height, and a larger entry opening and operator compartment. The lifttruck gives operators increased foot, leg and headroom, allowing for improved ergonomics. Features to maximize efficiency and productivity include an open view mast design with integral side shift, and oil-cooled disc brakes.

n WEYERHAEUSER.COM

n RAYMONDCORP.COM

Upgraded I-Joists

(800) 235-7200

(206) 539-3000

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

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

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

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

Providing Customer Satisfaction in All We Do. P.O. Box 75 • McMinnville, OR 97128 • 503-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) 28770 Dike Road • Rainier OR 97048 • 503-556-1297 • Fax: 503-556-1709 * See product warranty for details. Hi-bor, FirePro and Advance Guard treated wood products are produced by independently owned and operated wood treating facilities. Hi-bor®, FirePro ® and Advance Guard® are registered trademarks of Koppers Performance Chemicals Inc. ©4/2017

The Merchant Magazine

May 2017

Building-Products.com

Superior Insulation ACH Foam Technologiesâ&#x20AC;&#x2122; Foam-Control Max graphite polystyrene rigid foam insulation is well-suited to any vertical construction application where a high-performance building envelope is desired. The premium-grade architectural insulation achieves an R5 at 1-1/16â&#x20AC;? thick without the decrease in R-value performance associated with XPS over the life of the product. n ACHFOAM.COM (855) 597-4427

Pristine SYP Decking EverDeck clear KDAT southern yellow pine has been introduced by Everwood Treatment Co. The boards are treated to ground contact retention for use close to the ground, on the ground, or over fresh water. Kiln drying after treatment provides a more stable product, reducing movement after installation. After pressure treatment and drying, the wood is machined for a smooth finish and no stick marks. Offered in 10, 12 and 16-ft. lengths, EverDeck comes in half-packs and bagged for extra protection.

n EVERWOOD.COM (800) 226-3444

Building-Products.com

May 2017

The Merchant Magazine

Beam of Light Manufactured with higher density polyurethane, the new Custom Timber faux beam has a more realistic finish and a higher quality and durability for both home and commercial settings. It’s also available in widths up to 36"x36" and lengths up to 30 ft. for extra big projects. The beams are ideal for building decorative trusses.

n FAUXWOODBEAMS.COM

Since 1980

Cable Rail Kit Feeney has introduced a new CableRail Stair Assembly, a pre-packaged kit of materials and fittings created to streamline installation of CableRail on stair railings. Specially designed for wood posts, the package includes 20 ft. of 1/8” diameter stainless steel cable with a threaded terminal fitting attached to one end, a Quick-Connect pivot fitting for the other end, and necessary nuts and washers.

n FEENEYINC.COM (800) 888-2418

The Most Stable & Beautiful Hardwood Decking & Cladding Available • Environmentally friendly manufacturing process • Made from American hardwoods • JEM™ (Joint End Matched) Machined End Joints • Thermal modification stabilizes the wood, making it 7 times less likely to warp, check, bow, cup, twist, expand or contract • Class 1 durability rating

Also in Stock: Domestic & Imported Hardwood Lumber & Plywood • Custom Moulding & Flooring Hardwood S4S • Solid Wood Glued-Up Panels & Countertops

Mount Storm Forest Products 5700 Earhart Ct., Windsor Ca. 95492 Fax 707.838.4413 • Mill Fax 707.838.9690 www.MountStorm.com • Phone 707.838.3177

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May 2017

Durability Where it Matters Most DuPont Tyvek Protec roofing underlayment is made with increasing durability, warranty protection, and UV resistance. The portfolio of products is suitable for professional roofing and exterior contractors in new construction or re-roofing projects as a secondary water barrier on steep-sloped roofs under asphalt shingle, tile, metal, cedar or slate deterioration.

n DUPONT.COM (615) 527-7326

Building-Products.com

Screws that Hold

Look & Lock

The U2 CS Screw is designed to make the user’s job a little easier. Its corkscrew-start, blade-cutting thread makes for easy piercing, while the tight star recess system grasps the bit tightly so the fastener can be installed with one hand. The screw comes with talon grip, which holds it tight to prevent loosening.

Marvin has upgraded its Ultimate Double Hung Next Generation window to offer intuitive operation and more flexible installation tolerances. The auto-locking hardware features a single lock point at the center of the top check-rail, replacing through-jam locking points. The mechanism automatically locks when the sashes are closed, providing an audible “click.” The lock can be easily removed and reattached for painting without components shifting out of alignment.

n U2FASTENERS.COM

n MARVINWINDOWS.COM (888) 537-7828

(800) 729-3878

Metal Panels with a Rustic Finish Pure + Freeform’s metal wall and ceiling panels are now offered in a new color, Gilded Rust, with shines of bright copper and rich rust tones. Available in solid or acoustically perforated form, the tone offers a “beautifully decaying” appearance to a structure and has a brushed, organic finish.

n PUREFREEFORM.COM (612) 208-8374

Santa Fe Springs, Ca • www.hufflumber.net

(800) 347-4833

EWP

• Big Timbers/Long Lengths • Distressed Wood • D-Blaze® FRTW

Exclusive Southern California Wholesale distributor of Pacific Woodtech Engineered Wood Products

LVL BEAM & HEADER

I-JOISTS

• beam/header • rim board • lvl studs • lvl columns

• pwi-20 • pwi-45 • pwi-60 • pwi-70 • pwi-77 • pwi-90

lengths from 8’ – 66’

Building-Products.com

May 2017

The Merchant Magazine

A Comprehensive Lumber Industr y Introduction

Burnt Cedar Board Kebony is joining forces with Delta Millworks to produce a line thermally modified timber cladding and interior paneling in the style of shou sugi ban— Japanese for burnt cedar board. The new cladding and paneling, called Kebony Shou Sugi Ban by Delta Millwork, utilizes the ancient Japanese techniques of burning, brushing or preweathering timber to provide a long-lasting and striking wood cladding product.

WOOD O BAS SICS

n KEBONY.COM

DELTAMILLWORK.COM

Summer and Fall Reggistration Ope p n Prepare Your New Hires for Success Summer Virginia T Teech July 17-20, 2017

Fall Oregon State Universit y September 11-14, 2017

Visit nawla.org / WoodBasics to learn more and register. 74

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May 2017

T&G Porch Ceilings When a home design specifies the rich character of hardwood tongue-and-groove ceilings, Versatex Building Products has an innovative solution called the Canvas Series. It combines the beauty of black cherry, walnut, or tropical macore with the technical advantages of cellular PVC exterior trim. It reportedly provides straight, true, knot-free material, in uniform 18-ft. lengths that can span up to 24” on center. A matching 4” crown moulding comes in 16-ft. lengths. The system includes a color-matched touchup kit for use on butt joints or fastener marks. The initial Canvas Series release conforms to the familiar Versatex WP4 T&G profile, with durable woodgrain laminates permanently bonded to moisture-resistant, time-tested cellular PVC.

n VERSATEX.COM (724) 857-1111

Building-Products.com

2-in-1 Blades Leave a Mark Dewaltâ&#x20AC;&#x2122;s new Reciprocating Saw Blades have two blades in one. Users can break away the used section, and then reinsert the unused blade section back into the saw, allowing for maximum blade use, without compromising performancet

Paslodeâ&#x20AC;&#x2122;s Powermaster Pro 30 framing nailer ups productivity with its lighter weight and quick two-step rear-load magazine. The engine ensures nails drive flush into the toughest lumber.

n DEWALT.COM

n PASLODE.COM

Building-Products.com

Flush Framer

May 2017

The Merchant Magazine

WCLBMA GOLF Photos by The Merchant

WEST COAST Lumber & Building Materials Association made it out to Black Gold Golf Course in Yorba Linda, Ca., for its annual golf tournament April 13. [1] Lauren Stanley, Michelle Mix, Elizabeth Hines. [2] Lovell Williams, Brian Hurdle. [3] Larry Olson, Javier Medina, Jim Dickison, Greg Delgado. [4] Doug Willis, Chuck Casey. [5] Steve Robertson, Jeff Winders, Juan Guzman, Eric Thompson. [6] Glenda DeFrange, Dano Casillas. [7] Dam Semsak, Todd Beaman. [8] Steve

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May 2017

Schroeder, Kristina Notrica, Alex Uniack, Andrew Kelly. [9] Danny Andres, Micha Orr, Kim Wood, Rick Deen. [10] Kevin McLernon, Al Reed. [11] David Iblings, Richard Rios, Mike Martin, Rolando Robles. [12] Betsy Bendix, Zoey Stapenhorst. [13] Lynn Bethurum, Russ Primrose, Bill Ferguson, Pete Meichtry. [14] Terry Rasmussen, Jim Nicodemus, Lance Ford, Frank Bader. (More photos on next 2 pages) Building-Products.com

WVCLBMA GOLF Photos by The Merchant

GOLF (continued from previous page): [15] Mark Spitz, Craig Larson, Matt Perine, Jake Pappard. [16] Mo Shearer. [17] Sean Cummings, Jonathan Shelton. [18] Bob Nagle. [19] Mike Nicholson, Craig Crafton, Tommy Hays, Roger Hulburt. [20] Keith Lyng, Mark Davis, Ted Smith. [21] Jeff Wilkin, John & Natalie Allen, Clyde Jennings, Pat Hawthorne,

Carlton Jennings. [22] Matt Landresse, Adam Doss, Ryan Mitchell, Daniel Hines. [23] Grant Pearsall, Pete Ganahl, Kevin Magers, Mark Ganahl. [24] Jay Bishop, Deonn Deford, Keith Hitchcock, Tom Von Moos. [25] Sergio Paz, Mike Solomon, Troy Staufenbeil, Dave Vigil. (More photos on next page)

TREATERS

WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY

ACQ ACQPreserve • Borates D-Blaze® Interior Fire Retardant Heat Treating ISPM 15 Compliant • Custom Drying Rail Served BNSF • TPI Third Party Inspected

909-350-1214 15500 Valencia Ave. (Box 1070), Fontana, CA 92335 Fax 909-350-9623 • email – fwl-fwp@pacbell.net

www.fontanawholesalelumber.com

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May 2017

The Merchant Magazine

WCLBMA GOLF Photos by The Merchant

MORE SOUTHERN California golf with the West Coast Lumber & Building Material Association (continued from 2 previous pages): [26] John Seely, Matt Manke, John Pasqualetto, Scott Middaugh. [27] Troy Huff, Chad Hoffman, Drew Nicassio, Andrew Manke. [28] Thom Wright, Jon Hagen, Eric Hagen. [29] Dave Rogers, Raul Soto, Jacqueline Palazzo, Raymond Torres. [30] Tim Hummel, Bryce McKee, Jeff Donahoo, Steve Brown. [31] Larry Christensen, Aaron

The Merchant Magazine

May 2017

Castaneda, Bill Shaw, Ryan Lauterborn. [32] Joe McCarron, Kristin Discipullo, Keith Cotarelo, Debbie Quezambra. [33] Tom Angel, Ed Brown, Scott Whitman, Mark Huff. [34] Barrett Burt, Bill Sullivan, Danny Sosa, Rex Klopfer. [35] Ken Dunham, Charlene Valine, Augie Venezia, Jean Henning, Matt Endriss. [36] Gavin Morris, Dan May, Kelly Lyon, Joe Allotta. [37] Jack Butler. [38] Byron Beck.

Building-Products.com

AssOCiAtiOn Update Wood Products Manufacturers Association had 92 of its members simultaneously earn SFI chain-of-custody certification, making this the largest single group to certify to the SFI COC Standard at once.

Southern California Hoo-Hoo Club is reminding members to save the date for the annual Don Gregson Memorial Golf Tournament June 9 in Fairfield, Ca. Tacoma-Olympia Hoo-Hoo Club is getting ready for its election meeting June 6 in Tacoma, Wa.

MOUNTAIN States Lumber & Building Material Dealers Association’s recently retired executive Geri Adams (left) attended the Lumbermens Association of Texas & Louisiana’s annual convention in Grapevine, Tx., to see off LAT executive VP Barbara Douglas, who is retiring in June after more than 30 years at the helm.

Mountain States Lumber & Building Material Dealers Association welcomed Dena Cordova Jack as its new executive vice president. She replaces Geri Adams, who has retired after 32 years with MSLBMDA. West Coast Lumber & Building Materials Association is sponsoring risk management seminars designed to help business owners prevent losses and protect profits May 11 at The Hilton, Santa Rosa, Ca., and May 12 at the Holiday Inn–Irvine Spectrum, Lake Forest, Ca. Led by Federated Insurance’s Laramie Sandquist, the event will cover leveraging technology, fleet management, distracted driving, company policies, best practices, hiring/ screening, and more. On May 21-23, WCLBMA will kick off its 2nd Growth mill tour through Oregon. After an early group breakfast at the hotel in Eugene, attendees will head to Rosboro to tour their glulam, EWP, and timber products facilities. The group then will head over to Hull-Oakes Lumber Co. to see what may be the last steam-powered commercial sawmill in the country, one of the few mills capable of cutting large timbers up to 85 ft. long. The next day guests will tour Douglas County Forest Products, DR Johnson Lumber, and Herbert Lumber Co. WCLBMA’s next golf tournament is June 8 at Rancho Solano Golf Course, Fairfield, Ca. Building-Products.com

May 2017

The Merchant Magazine

AS A THANK YOU to vendors and contractors, J&W Lumber, Escondido, Ca., hosted a celebration aboard the USS Midway (left), that included tabletop exhibits by vendors (right).

All hands on deck for J&W’s 60th in San Diego Hundreds of customers and vendors enjoyed a special evening under the stars aboard the aircraft carrierturned-museum USS Midway in San

Diego, to mark the 60th anniversary of five-branch dealer/wholesaler J&W Lumber, Escondido, Ca. The diamond anniversary celebra-

COLORFUL poster paid tribute to [1] Charley Jennings (1927–2002), founder of J&W and sister company CJ Redwood. [2] Clay Jennings, Charlynn Jennings, Jess Grijalva, Charmaine Jennings, Clyde Jennings, Claudia

The Merchant Magazine

May 2017

tion on April 22 offered food, drinks, live music, exhibits, and a chance to tour the Midway’s below-decks museum and on-board aircraft.

Jennings Lima. [3] Rada & Cullen Grimes. [4] Matt Hungerford. [5] Jim Solic, William Barr. [6] Tom Von Moos, Jim Russell, Rich Giacone. (More photos on next page)

Building-Products.com

J&W AnniVERsARY Photos by The Merchant Magazine

J&W GUESTS: [7] David, Robert, Dennis, Susie & Chris Spivey, Claudia Lima, Anne Spivey, Cara Bulkley, Alexia & Carson Spivey. [8] Lee Greene, Leslie Southwick. [9] Bruce Burton, Linda Buletti, Matt Norman. [10] John Allen, Lynette Jennings, Kelly Lyon. [11] Juan Oeha, Danny Sosa. [12] Jason Benford, Anthony Azpeitia. [13] Jeff Wilkins, Natalie Allen. [14] Kevin Ulibarri, Steve Osterman. [15] Rusty Kennett, Jamie Allen, Tim Kennedy. [16] Greg Stout, David Guerrero, Trip Malopsy. [17] Geoff Marshall, Debbie Amos. [18] Dea & Skip Brown. [19] David Morgan. [20] Becki & Joe Hanley, John Hine. [21] Bill Marly, Alison Vanhoy, Chris Freeman. [22] Daniel Hines, Melanie Hindi. [23] Rudy Peralta, Jeff Wampler. Building-Products.com

May 2017

The Merchant Magazine

sOCAL HOO-HOO Photos by The Merchant

SOUTHERN CALIFORNIA Hoo-Hoo Club 119 at its annual speaker meeting April 27 in San Dimas, Ca., honored member Tony Campbell, who passed away March 8 (see April, page 64). [1] Brian Callaway (left) invited members up to the podium to share their fondest memories of their dear friend. Here Pat McCumber takes the mic. [2] Stephanie Richardson, Eric Thompson, Larry Christensen, Ryan Lauterborn, Barry Pino. [3] Michael Nicholson shares a photo of Campbell. [4] Brian Callaway, Betsy Bendix. [5] Kurt Barron. [6] Chad Butler, Louie Mendez. [7] Chris Huntington, Fia Faumuina, Sean Cummings. [8] Mike Miller. [9] Larry Christensen, Eric Thompson. [10] Burt McKee, Pat McCumber. [11] Freddy Martinez. (More photos on next page)

Respecting the forest, honoring the past, building the future. A nation’s pride you can build on.

Manufacturers of 6 million bd. ft. monthly of

888-807-2580 Bend, OR

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

“Focused on the future with respect for tradition”

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May 2017

• 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs State-of-the-Art Hewmill & Headrig Mill Contact Sheldon Howell

(509) 874-1163

Yakama Forest Products

3191 Wesley Rd., White Swan, WA 98952 Fax 509-874-1162

www.yakama-forest.com

Building-Products.com

sOCAL HOO-HOO Photos by The Merchant

MORE SOCAL Hoo-Hoo fellowship (continued from previous page): [12] Mike McGuire, Michael Nicholson. [13] Doug Willis, Russ Callaway. [14] Jose Jimenez, Edwardo Aguilar. [15] Stephanie Ornelas, Stephanie Richardson. [16] Joe Lozano, Kelly “Sparky” Langmaack, Gerardo Rios,

Craig Larson, Dan Lucero, Terry Fajrado. [17] Fia Faumuina, Danny Sosa. [18] Tim Hummel, Doug Willis, Ross Callaway, Rick Deen, Mark Davis, David Tate.

Committed to Giving Our Customers the Best Service Possible. Our vision is to be recognized as a business with integrity and honesty and have the reputation as the premier producer of wood fencing products in the industry. We instill these values into our products each and every day. We pride ourselves on making a superior product at a competitive price. We sell a variety of posts and rails for your fencing needs. All of our posts and rails are made from Lodgepole Pine.

Building-Products.com

We use Koppers brand Chromated Copper Arsenate (CCA) wood preservative, which has been a proven preservative for many years.

Marks-Miller Post and Pole, Inc.

Posts • Rails • Ranchette Fence • Gates

406-933-5981 • marks-miller.com

May 2017

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CLAssiFiED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished â&#x20AC;&#x153;camera-readyâ&#x20AC;? (advertiser sets type), $65 if we set type. Send ad to Fax 714-486-2745 or david@building-products.com. Checks payable to 526 Media Group. Deadline: 18th of previous month. Questions? Call (714) 486-2735. To reply to ads with private box numbers, contact box number shown, c/o BPD, 151 Kalmus Dr., Suite D200, Costa Mesa, Ca. 92626. Names of advertisers using box number cannot be released.

HELP WANTED

INDUSTRY NEWS AS IT HAPPENS

OREGON-CANADIAN Forest Products, Inc. is seeking a self-motivated and ambitious individual to join our dynamic team as an entry-level Sales and Marketing Associate. This individual will be responsible for sales, purchasing and inventory control and production. We offer competitive salaries with added bonus and full benefits. Experience in manufacturing required. Those interested in applying should send their resume and cover letter to ldholm@ocfp.com.

VISIT

BUILDING-PRODUCTS.COM

ADVERtisERs Index

Lumber Blue Book [www.lumberbluebook.com]

All-Coast Forest Products [www.all-coast.com]

Marks-Miller Post & Pole [www.marks-miller.com]

Allura [www.allurausa.com]

MoistureShield [www.moistureshield.com]

Mount Storm Forest Products [www.mountstorm.com]

National Nail [www.nationalnail.com]

Norbord [www.norbord.com]

7 25

Allweather Wood [www.allweatherwood.com]

29, 69

Atlantis Rail Systems [www.altlantisrail.com]

AZEK [www.azek.com]

Cover II

Big Creek Lumber Co. [www.big-creek.com]

Norman Distribution Inc. [www.normandist.com]

Boise Cascade [www.bcewp.com]

North American Wholesale Lumber Assn. [nawla.org] 41, 74, 85

California Cascade Industries [www.californiacascade.com] 75

Orgill [www.orgill.com]

Camo [www.camofasteners.com]

Pacific Woodtech [www.pacificwoodtech.com]

Capital Lumber [www.capital-lumber.com]

Pelican Bay Forest Products [www.pelicanbayfp.com]

Century Aluminum Railings [www.centuryrailings.com]

PPG Machine Applied Coatings [www.ppgac.com]

CMPC [www.cmpc.cl]

Redwood Empire [www.redwoodemp.com]

CT Darnell Construction [www.ct-darnell.com]

Roseburg Forest Products [www.roseburg.com]

Dasso.XTR [www.dassoxtr.com]

Royal Pacific Industries

Deckorators [www. deckorators.com]

Sherwood Lumber [www.sherwoodlumber.com]

DMSi [www.dmsi.com]

Simpson Strong-Tie [www.strongtie.com]

Eco-Chemical [www.ecochemical.com]

Siskiyou Forest Products [www.siskiyouforestproducts.com] 61

El & El Wood Products [www.elandelwoodproducts.com]

Snider Industries [www.sniderindustries.com]

Fasco America [www.fascoamerica.com]

Sure Drive USA [www.suredrive.com]

Fontana Wholesale Lumber [fontanawholesalelumber.com] 77

Swanson Group Sales Co. [www.swansongroupinc.com]

Grabber Construction Products [www.grabberman.com]

Taiga Building Products [www.taigabuilding.com]

Huff Lumber [www.hufflumber.com]

Tando Building Products [www.tandobp.com]

Humboldt Redwood [www.getredwood.com]

Tiger Deck [www.tigerdeck.com]

International Wood Products [www.iwpllc.com]

TruWood-Collins [www.truwoodsiding.com]

Inteplast [www.inteplast.com]

Universal Forest Products [www.prowoodlumber.com]

J.M. Thomas Forest Products [www.thomasforest.com]

Viance [www.treatedwood.com]

Cover I

Jones Wholesale Lumber [www.joneswholesale.com]

Weyerhaeuser [www.woodbywy.com/distribution]

3, 9, 17

Keller Lumber

Woodway Products [www.woodwayproducts.com]

Kop-Coat [www.kop-coat.com]

Yakama Forest Products [www.yakama-forest.com]

The Merchant Magazine

May 2017

Cover III

Cover IV 11, 65

Building-Products.com

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

New Regional Meeting!

National Hardware Show – May 9-11, Las Vegas Convention Center, Las Vegas, Nv.; (888) 425-9377; www.nationalhardwareshow.com. West Coast Lumber & Building Material Association – May 11, risk management seminars, Hilton, Santa Rosa, Ca.; May 12, Holiday Inn Irvine Spectrum, Lake Forest, Ca.; www.lumberassociation.org.

CONNECT

LEAARN

CREATE T

Sacramento Hoo-Hoo Club – May 12, golf tournament, Alta Sierra Country Club, Grass Valley, Ca.; (916) 971-2372; jeff.squires@ paccoast.com. Western Forestry & Conservation Assn. – May 15, Using Your Mobile Device for High-Precision GPS Forestry Data Collection, Olympia, Wa.; May 18, Springfield, Or.; www.westernforestry.org. Dave Kahle Seminar for Sales Managers – May 18-19, Chicago, Il.; www.davekahle.com. Do it Best Corp. – May 19-22, spring market, Indianapolis Convention Center, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com. Association of Consulting Foresters of America – May 20-23, national conference, Lake Tahoe, Ca.; www.acfforesters.com. West Coast Lumber & Building Material Association – May 21-23, 2nd Growth mill tour, Eugene/Umpqua Valley, Or.; (800) 266-4344; www.lumberassociation.org. Tacoma-Olympia Hoo-Hoo Club – June 6, elections meeting, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com. West Coast Lumber & Building Material Association – June 8, golf tournament, Rancho Solano Golf Course, Fairfield, Ca.; (800) 2664344; www.lumberassociation.org. Southern California Hoo-Hoo Club – June 9, annual Don Gregson Memorial Golf Tournament, San Dimas Golf Course, San Dimas, Ca.; (323) 559-1958; www.hoohoo117.org. Tacoma-Olympia Hoo-Hoo Club – June 9, golf tournament, Eagles Pride Golf Course, Lakewood, Wa.; (253) 531-1834; tbilski614@aol.com.

SOUTHERN CALIFORNIA REGIONAL MEETING

June 27 San Diego

in conjunction with PCBC

Western States Roofing Contractors Association – June 11-13, convention & expo, Paris Las Vegas Hotel & Casino, Las Vegas, Nv.; (800) 725-0333; www.wsrca.com. National Lawn & Garden Show – June 13-15, Chicago, Il.; (888) 316-0226; www.nlgshow.com. Tacoma-Olympia Hoo-Hoo Club – June 21, board meeting, Tacoma, Wa.; June 24, A Day at the Races, Emerald Downs, Auburn Wa.; (253) 531-1834; tbilski614@aol.com. Forest Products Society – June 26-28, convention, Starkville, Mi.; (855) 475-0291; www.forestprod.org. North American Wholesale Lumber Association – June 27, regional meeting, Hilton San Diego Gaslamp Quarter, San Diego, Ca.; (312) 321-5133; www.nawla.org. PCBC – June 28-29, San Diego Center, San Diego, Ca.; (800) 9567469; www.pcbc.com. Inland Lumber Producers – July 13, golf outing, Coeur d’Alene Resort, Coeur d’Alene, Id. www.nrla.org. North American Wholesale Lumber Association – July 17-20, Wood Basics Course, Virginia Tech University, Blacksburg, Va.; (312) 321-5133; www.nawla.org. Tacoma-Olympia Hoo-Hoo Club – July 19, board meeting, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com. Association of Woodworking & Furnishings Suppliers – July 1922, AWFS Woodworking Fair, Las Vegas Convention Center, Las Vegas, Nv.; (800) 946-2937; www.awfsfair.org. West Coast Lumber & Building Material Association – July 20-21, 2nd Growth summer conference, Omni Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.; www.lumberassociation.org.

Building-Products.com

Networking with industry leaders, cocktails, a powerful, educational presentation and tickets to a baseball game… all for $99!!!!! 3:00 – Registration, cocktails, networking 4:30 – Industry Panel discussion 5:30 – Networking, cocktails 6:30 – San Diego Padres game All registered attendees are invited to join us in special VIP seats in the Toyota Terrace to watch the San Diego Padres take on the Atlanta Braves! REGISTER BY APRIL 30 AND YOUR PADRES TICKET IS INCLUDED IN YOUR REGISTRATION PRICE!

Learn more andd register at www.nawla.orgg/regionals May 2017

The Merchant Magazine

FLAsHBack 85 Years Ago This Month

In the summer of 1932, for the first time in history, the Olympic Games were headed to the western U.S. and the lumber industry was determined to play a role, according to the May 1932 edition of The California Lumber Merchant. Van Arsdale-Harris Lumber, San Francisco, Ca., supplied the springboards to be used in the diving events at the upcoming X Olympic Games in Los Angeles. The boards were equipped with a new adjustable fulcrum designed by the coach of the American Olympic diving team and distributed by Van Arsdale-Harris. The lumber whole-

saler’s sales manager, Hugh Handley, described the device as a big step forward in standardizing “fancy diving competitions,” since divers could adjust the amount of spring they wanted in their board by turning a wheel with their foot. “Our springboards are used in every state in the union, and our export business includes shipments to England, France, Germany, Holland, Belgium, South Africa, Japan, India, China, Mexico and other foreign countries,” he said. Meanwhile, Los Angeles’ E.K. Wood Lumber Co. was busy building 550 cottages for the Olympic

REDWOOD GIANT Pacific Lumber Co., which today survives as Humboldt Redwood Co., Scotia, Ca., ran an uncharacteristically cheeky ad, promoting an essay contest that was truly fishy. We suspect this ad must have been designed on April Fool’s Day.

The Merchant Magazine

May 2017

SCHUMACHER WALL BOARD Corp. advertised its versatile Schumite brand plaster wallboard on the cover of May 1932’s Merchant.

Village in Baldwin Hills, to house over 2,000 male athletes from 50+ nations. Each prefab unit was identical—240 sq. ft., consuming 1,740 ft. of lumber in each building including the porch and floor, and 1,200 sq. ft. of Insulate. Thinking ahead—and foreshadowing today’s Tiny House phenomenon, E.K. Wood was selling the cottages to folks who, once the Olympics ended, could unbolt the house sections and reassemble them on a new location. Even before the Olympic Games began, E.K. Wood had found buyers for more than half the cottages. In other news: • The Celotex Co. invented a new technique for making its fiber insulation products “practically impervious to the natural agencies” of decay and to termite attack. Its Ferox process was the culmination of 10 years of research and two years of experimental production of treated products for tropical countries. The colorless, odorless chemical was applied during manufacture, but in no way altered the physical properties of the wallboard. • The Forest Service announced that, by proclamation of President Hoover, the Colorado National Forest would be renamed Roosevelt National Forest, to honor the recently departed Teddy Roosevelt, who founded numerous national forests. Building-Products.com

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