The Merchant May 2022 by 526 Media Group

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Set the stage for every picture-perfect moment to come. Elegant aesthetics. Unmatched performance. And an eco-friendly lineup that will leave homeowners inspired. For nearly 30 years, Trex® has been the leader in outdoor living with offerings like Trex Transcend® decking and Trex Signature® railings designed to help you build an outdoor space that can endure the test of time – in style. At Trex, we see it too. To learn more, visit Trex.com.

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CONTENTS May 2022

Volume 101 n Number 5

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MERCHANT

MARCH 2022

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

Departments

Feature Story

9 Questions to Help Your Customers Choose the Best Deck Railing

22 Transforming Teams

Industry Trends

28 Movers & Shakers 52 New Products

Product Spotlight

57 In Memoriam

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63 Classified Marketplace

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63 DateBook 64 Centennial FlashBack

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ACROSS the Board By Patrick Adams

Not on anyone’s list

lot of my firesisde conversations seem to boil down to two things—discussing over-inflated grandeur of the past, or discussing what we “would do if” it came to our doorstep in these interesting times. As we sit in our comfortable homes, smoking cigars and enjoying the whiskey of choice, these conversations come easily. What makes my group interesting is that we’ve all had past lives that we wouldn’t wish on anyone, but prove we’re more capable than the average bear. In those early days, we all had similar “lists.” Make a difference, have an amazing family, buy a beautiful home, have enough money that we don’t have worries, etc. As we got a bit older, the list got more refined and included things like making sure our kids grew up to be good adults, leaving behind a legacy that meant something, and building plans that provided for our family no matter what happens. What is never on anyone’s “list” is “I want to remain strong, fit and healthy.” I was talking to an employee who returned from a family vacation hiking in Zion. As they were huffing up the trail, a group that included a couple in their later years literally flew by them in full sprints. In that split-second, his “wish list” for life was modified by the stark reality that showed him what could have been. Life has a funny way of creating a false reality for you though. At least for us, our mental picture of ourselves does not match what we see in the mirror in the few times we pause to look carefully. Our young selves used to look at those in charge, who looked a lot like we do now, and bite our tongues when orders or stories were shared. In those days it was us who were capable—strong, quick and effective in all that we did. Perhaps not wise or economical, but we got it done. But now as we share our thoughts on the chaos of our current reality, we talk as if we’re still those young lads and what we would do “if.” We wish for things and to varying degrees, we exert tireless effort and sacrifice to accomplish them. Building and maintaining a business is not easy. Building and maintaining a marriage and family is not easy. Building wealth and memories are not easy. And yet, these are the things on everyone’s list that they set out to accomplish. They make sacrifices to other things in order to achieve these goals, placing them on a different list called “When I Get to It.” However, “I want to remain strong, fit and healthy” is like compounding interest—that investment strategy doesn’t work when you ignore it for half of your life. Instead, the stark reality is that just about the time you begin feeling that you’ve accomplished those life goals, you also begin feeling the reality of having forgotten this goal.

As we sat around the fire, we started “what if”ing each other. What if you were walking to your car and your wife’s purse got snatched? Could you chase them down? If you caught them and they decided to fight, could you? What if there were two of them? What if that guy you’re tailgating and flipping off because he cut you off decides to follow you to work and confronts you in the parking lot? Can you handle it? What if the zombie apocalypse really does happen???? We are “responsible” when we invest in our retirement, buy life insurance, save for college funds, or purchase insurance for our homes and cars. We have “rainy day” funds and we carry some supplies in our vehicles in the event we break down. We have disaster kits in our homes and hoard ammo and toilet paper “just in case.” But, could your body actually execute on any scenario that you have planned and “prepared” for, or was your health one of those things on the “when I get to it” list? I have tried to stay on top of this for most of my life, but in the chaos of recent life, I’ll admit I’ve fallen off the wagon. As a result, I can feel the weight of my age come crashing down to fill the vacuum left by pausing my daily fight and I can tell you, it is a heavy weight. It is more than aches or pains and more than feeling tired. It is the vitality and vigor that slips away before your eyes, and before you know it, you can’t remember what it felt like before. So, build a new list that includes your health. It will be very hard. It will not be fun and a million things will stand in your way. Just like when you started a business or found the courage to chase your future spouse or decided to have a family. But just like those things, it is worth it! It’s never too late to reinvent yourself. Don’t waste today… because there is no guarantee that any of us get a tomorrow. I’m grateful that today, I have this great industry to serve.

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

n The Merchant Magazine n May 2022

Building-Products.com

FEATURE Story By Chase Moritz

CHOOSING a deck railing in a contrasting color can provide an eye-catching pop. Shown here is Envision Distinction composite decking in Spiced Teak with an A210 three-rail aluminum railing with vertical balusters.

9 questions to help

customers choose the best deck railing

ew outdoor living spaces are complete without the perfect deck railing, and the range of materials and styles available ensures there’s a look for every need. But with so many options, how can your customers choose the ideal deck railing for their project? The easiest way to narrow down deck railing selections is to answer a simple series of questions that cover the railing’s required functionality, a buyer’s desired tastes, local codes, and other factors. Once that process is complete, the possibilities are much more approachable.

lar PVC railings also can be used, but may require a larger post sleeve at the angle. The degree of angles is much more limited with vinyl railings.

What Is the Ideal Deck Railing for the Project?

Deck railing materials and styles vary in price. From a materials standpoint, in general vinyl tends to be the most affordable, then steel, then composite and cellular PVC, and then aluminum. In terms of infill styles, square balusters tend to be more budget friendly and then round balusters. Glass panels and cable railing are on the more expensive end of the spectrum. But you also can mix and match to meet both budget and style needs; for example, choose white vinyl top rails with black aluminum balusters for a more custom look. Or if cable rail is desired but out of the price range, horizontal balus-

The first step is to consider which railing will best fit the project’s parameters. Focus on these questions:

1. What is the required height in your area? The code will call for 36” or 42”.

2. Does the deck have a lot of angles?

If there are level runs with angles, certain styles of railing will be more user friendly. Aluminum railings, for example, are the easiest to install on level angles. Composite or cellu-

n The Merchant Magazine n May 2022

3. What are the surroundings like?

Is there a view or openness they want to maintain? This will eliminate certain bulkier rail styles while moving lower-profile options to the top of the list. This can also inform the style of infill they want to use for the project.

4. What is the project’s budget?

Building-Products.com

ters offer a similar look at a lower cost, while also requiring less maintenance than cable rail.

5. Where is the project located?

Coastal areas need railing materials that can withstand the salty moist air, so vinyl, composite, and aluminum are a better option than steel.

What the Are Preferred Aesthetics?

Of course, aesthetics play a critical role in deck railing choices. From a taste or trends perspective, consider these questions:

6. Will the deck be used into the evening and therefore need lighting? This is an important question because a two-piece top rail will provide the most labor-friendly application of LED wiring. A two-piece design also makes it easier to access the lighting in the future should it need to be repaired.

usters or with cable rail infill. A curvy, more ornate top rail or more robust baluster is well suited to a traditional house style.

9. Is the desired look bold or blended? In the early days of composite decking, projects often matched the deck with the railing, choosing composite railing in the same or similar color as the deck boards. Today, it’s trendy for railings to provide a pop of color and to choose deck railing material based on preference, rather than only to match the composite decking. The choice the customer makes comes down to personal prefer-

ence, and there are few right or wrong answers. This is where on online deck visualizer tool comes in handy—you and your customers can experiment with decking and railing colors and styles to see what appeals and looks best. If your customers are still having trouble choosing a railing, it rarely fails to look for examples. Look to your manufacturer partners for tools and inspiration, including deck visualization software, case studies, and idea galleries. – Chase Moritz is director of marketing & communication for composite decking/ railing manufacturer Envision Outdoor Living Products (envisionoutdoorliving.com).

7. Will the deck be used for frequent entertaining? If so, a drink rail may be a great fit, as it provides a flat surface for placing drinks and small plates. 8. What is the style of the home?

Though there are no official rules, certain types of railings pair better with particular home styles. For example, an ultra-modern house will likely look best with sleeker, slimmer top rails and bal-

FOR DECKS WITH A VIEW, customers may prefer infill styles that don’t obstruct the line of sight. Shown here: Envision Distinction composite decking in Rustic Walnut paired with A310 aluminum railing and horizontal balusters.

MORE ROBUST RAILINGS and posts, such as the Envision V215 vinyl, can make a beautiful, classic statement for traditional-style homes. The V215 is modified to include a drink rail, ideal for entertaining. The railings are paired here with Envision Ridge Premium decking in Black Walnut. Building-Products.com

May 2022 n The Merchant Magazine n

MARGIN BUILDERS By Kym Nosbisch

TOP TIP: Aim to help homeowners feel that their outdoor living spaces are an extension of their indoors. (Photos by Feeney)

Designing decks from the inside out

t ’ s not breaking news to say that Americans have been spending more time at home for the last couple of years. It’s also true that what homeowners expect from their homes has changed significantly during this time. Because of this shift, home renovation projects are more popular than ever before. Outdoor decks and living areas, in particular, have become increasingly important. Just as homeowners report wanting more from the interiors of their homes, they expect more from their exteriors too. Your pro customers are also responding to this growing interest in outdoor living spaces. According to a recent survey by the New Home Trends Institute, 58% of residential building professionals stated that creating a connection to the outdoors will be a major theme of their designs in the next three years. Drawing parallels between indoor and outdoor spaces makes sense. Homeowners are beginning to pay more attention to the appeal of a seamless aesthetic, while professionals are embracing the challenge of showing what is possible in today’s deck and outdoor living space construction. Showing homeowners and contractors how to tie together a home’s interior and exterior can pay off in a significant way. Thoughtful finish selections and design details make

n The Merchant Magazine n May 2022

clients happy, which can lead to more referrals, improve the bottom line, and increase margins.

Tying It All Together

Assessing a home’s interior design elements prior to planning an outdoor space can be a great source of ideas for connecting the inside with the outside. Whether building a brand-new deck or remodeling an existing one, here are five elements worth considering to achieve a cohesive look that will elevate both the interior and exterior of a home. Decking. Connect interior and exterior spaces by choosing a deck material similar to the flooring in a home. Many homes have a living space that opens directly onto a patio or deck. Installing decking in the same or similar shade as interior flooring can help the two spaces flow together and feel like a single, unified living area. Think beyond wood, too. Available alternatives include concrete, fiberglass, plastic, PVC, aluminum, rubber and composite decking materials in a range of shades that will complement any color palette. Deck Railings. Consider choosing a deck railing that complements hardware or accessories found in the home. For example, a railing in oil-rubbed bronze could be selected Building-Products.com

to harmonize with kitchen fixtures, or door and cabinetry hardware. Or, mirror interior wood elements by installing a natural wood cap rail or powder-coated aluminum railing system with a woodgrain finish top rail, which provides the organic look of wood without the maintenance requirements. Powder-coated deck railing comes in a variety of colors, making it easy to coordinate railings with exterior elements such as siding and trim, along with interior finishes for a more coordinated appearance that makes spaces feel more intentional. While both traditional picket infill and cable infill remain popular, newer railing infills continue to expand the design possibilities for outdoor spaces. For example, stainless steel wire mesh infill and laser-cut aluminum panels in geometric and nature-inspired patterns, along with custom designs, provide an unexpected way to tie together interior and exterior spaces while making a statement. Lighting. Select outdoor lighting fixtures that coordinate with fixtures inside the home to create a smoother transition from inside to outside. Use the same bulb types and light temperatures in both areas for a seamless feel. Installing dimmers and setting a similar brightness level also contributes to the illusion of a continuous space. Light should come from more than one source for even lighting, so explore using downlights and under-rail or post accent lighting, which not only helps to ensure safety, but brings an additional design element to deck areas. Look for wet-rated lighting for additional protection from moisture. Awnings. Another way to create a harmonious look is to install exterior awnings that complement elements such as siding and trim, or that carry a color scheme through from a visible interior space. These outdoor architectural accent pieces can be installed over doors and windows, providing

AN ARRAY OF awning kits now available includes powder-coated aluminum structures with polycarbonate panels.

protection from the weather, along with an easy way to coordinate finishes between the exterior and interior of the home. Stationary-type awnings, such as powder-coated aluminum awnings with polycarbonate panels, offer durability and impact resistance along with the ability to choose an array of color options that coordinate harmoniously with railings and other exterior elements. Trellises. Adding a trellis, or series of trellises, to a deck area can mirror botanical design elements used inside the home while creating a connection to the outdoors. Echo the theme of a prominent piece of art or an upholstery pattern by placing live plants on strategically-placed trellises. A number of trellis options are available, including marine-grade stainless steel versions, which resist the weather while providing a sleek, understated backdrop for plants and vines. Especially when it comes to decks, railings, and awnings, look for product lines that provide visual aids, such as color swatches, chip sets, and online visualizers which make it easier for homeowners to envision how products will look in their home once installed.

Bringing It Home

Today’s homeowners desire outdoor living spaces that are not only beautiful and low-maintenance, but function as an extension of their homes. Fortunately, options continue to grow as manufacturers introduce innovative outdoor products focused on creating indoor and outdoor environments that look as if they were designed as a single space. By presenting a broad range of trend-forward design options, you can set yourselves apart and be seen as partners who can help transform indoor-outdoor living spaces from ordinary to spectacular. POWDER-COATED deck railings come in a boundless variety of colors, including Commodore Blue, to coordinate with other design elements inside and out. Building-Products.com

– Kym Nosbisch is the director of retail & product marketing for Feeney Inc. (www.feeneyinc.com).

May 2022 n The Merchant Magazine n

INDUSTRY Trends By Matthew Bruce

LATEST CAPPED composite decking offers superior moisture resistance, making it ideal for the marine environment. (Photos by MoistureShield)

New wave of demand for shoreside amenities

trend in decking that LBM dealers can help equip their customers to capitalize on: amenities on the water. Deck and dock builders are finding that customers, both homeowners and businesses, are seeking the same comforts seen in today’s luxurious decks on docks and marinas, either near or on the water. Brandon Martin, owner of Martin’s Custom Tidesides of Sodus Point, N.Y., builds about 30 docks per year and provides everything related to shoreside leisure projects, currently with 18 seasonal and full-time employees. He buys his decking and building materials from HEP sales, with locations in the Central, Western and Southern tier regions of New York State, with one location in northern Pennsylvania. “What we look for in a dealer is the supply of products that can hold up to changing waterfront conditions,” he said. Brandon’s team covers the large shoreline region of Lake Ontario in New York state, from Hilton to Oswego and south to the Finger Lakes’ 1,000 Islands and Old Forge. As one of very few official distributors of top-of-the-line boat lift and floating dock systems in the lake region, Brandon and his wife, Ashley, also own and operate a marina in Sodus Point, selling boats and boating equipment. “Homeowners want more dockside luxury with a fully enjoyable experience all year round,” he said. And as much as Brandon was frustrated by the pandemic’s limitations, he said it greatly contributed to this unprecedented demand for outdoor living, especially on the shoreline. “The pandemic spurred a renewed investment in shoreline life—living here is a growing

n The Merchant Magazine n May 2022

rooms and dining areas on the dock, nicer boat houses, furniture, outdoor kitchens, hardscapes, fire pits and heaters. They also want more open space and nicer materials, which has also prompted a need for technology.” This high demand for shoreline luxury decks created a need for better performance and aesthetics beyond what wood could deliver. “We’ve discovered a dock and deck material that checks all the boxes for a marine environment,” said Brandon. “We rely exclusively on capped composite decking for about 90% of the decking on our projects, so superior moisture-resistance and submersion is a must. The other 10% are concrete where deck footings cannot be installed, so we’ll pour a 6” pad of concrete.” Martin’s crew also required a less heavy, dense material because it’s often hauled down a hill to the water and loaded on barges. Barges are used for construction on the water, to set trusses and have stacks of decking handed off to the crew. From the barges, 8” pipes are driven into the bottom bed with a vibratory pile driver for the framing. “This is back-breaking work, so having a composite material you can manage while everything is moving on the water really matters,” said Brandon. “Mother nature is the biggest challenge with water movement, wind and rain all working against you.”

Rising Tides Cause Dock Exposure

Rising and falling water levels can be challenging for dock builders, because it leaves dock areas that have been under water exposed. “This is where submersible composBuilding-Products.com

ite deck materials become a gamer-changer for us,” he said. Brandon calls the water line on a dock the “scum line” where some materials can end up looking discolored and stained. As an example, he said there was flooding in 2017 and 2019 where Lake Ontario docks were completely under water. When the water receded, the pressure-treated wood docks were “slimed” and pressure-washing them destroyed the surface; but after discovering a capped composite that could be submerged without damage, he said “there were no marks at all, even after four years, and it looked like the day it was installed. Submersion is huge for our docks, because some CONSTRUCTION IS UNDERWAY new TFL plant Klamath Falls, materials lose their warranty on at a18”—so you in need to check Or., to meet growing demand in the West. the product claims and specs on these products.” Brandon uses a public boat launch near his marina on SoWilsonart Expands TFL in West dus Point that gets constant year-round traffic from boaters Engineered Surfaces has into broken ground on andWilsonart winter fisherman, turning the ramp “a great showa new thermally fused laminate (TFL) facility in Klamath case for us, because when my customers see how the decking Falls, Or. has performed in harsh conditions, they believe it.” Expected to be operational 2021,applithe Brandon also usesfully composite boardsby in July a vertical new facility feature a quick-cycleunpredictable press, whichwater will cation as sidewill skirting to accommodate significantly increase its production capabilities on under the West levels, so when the water is low, the boats do not go the Coast. dock and get damaged. “Fascia around the dock only covers have garnered support 12”,“Our so weofferings use the decking vertically tremendous to create a bumper for from and bothwatercraft,” specifiers and fabricators,” said Ron boats he said. “In a high-water year,Ubertini, the skirt VP-product a key part year of that boards can be management. submerged for “TFL months,is but the next that offering, and this next expansion is a continuation of our whole board is exposed, so it just needs to be cleaned up and strategy to enable us to growing demand and better nicely matches the rest of meet the decking.” serve our customers.”

Splinters and Heat

Splinters Bulking and heat are Up another Lowe’s in big theproblem Westfor docks, Brandon noted, with increased water for activities. Withmaterials, splinterTo meet fast-growing demand building ing, shrinking that alsoCenters, creates raised nail heads, Lowe’s Home wood Improvement Mooresville, N.C.,shoes will and bathing suits get snagged barechain—with feet are a problem. invest $1.7 billion to update its and supply much of

the expansion centered across the western United States. Over the past 18 months, Lowe’s opened more than a dozen facilities, including in Riverside, Ca. Over the coming year and a half, the chain is expected to open 50 more cross-dock terminals, seven bulk distribution centers, and four e-commerce fulfillment centers. It recently inked deals for new distribution space in California, Arizona and Washington, among other states. In October, Lowe’s opened a West Coast e-commerce fulfillment center in Mira Loma, Ca., said to improve two-day deliveries. Lowe’s has leased 116,934-sq. ft. in a new industrial park in Gilbert, Az., to open a distribution and fulfillment center in early 2021. It reportedly also agreed to lease 1.2 million sq. ft. at the Benaroya Pacific Northwest Regional Logistics Center in Winlock, NEW YORKWa. dock used capped composite decking underfoot, as well as for fascia to create a bumper for the watercraft.

Second-Hand Lumberyard Reopens

“If you sit on the edge, your legs can get burned,” he said. in Flagstaff “We like that there are new technologies that have given us a After being for surface nearly nine years, E.R.I.C. great option forclosed keeping temperatures lower,Building even in Supply, Flagstaff, Az., has reopened with a new owner. direct sun. And with composite decking, you get a smoother Construction industryorveteran Dahozy purchased surface, but no splinters raised Darwin fasteners. theThe business andline inventory, and reopened early October after bottom for Martin’s CustominTidesides is getting a month of prepping the long-vacant space. He admits their all the amenities of outdoor living as close to the shoreline as current collection of used, recycled and and discarded possible, with top-of-the-line equipment docks building that add materials will require more time to organize, so luxury with all the comforts of home. To achieveinitially that, he will said be closed onbuild Mondays Wednesdays it continues to you have to with through an eye toward designas and technology“clean up and organize.” driven materials. Dahozy, 49, moved to the area two years ago looking to Matthew Bruce vice president sales for buy– or start his ownisbusiness, after of a career as MoistureShield a welder and (www.moistureshield.com). residential/commercial fencer.

Deck Building Solutions • 866-767-1850 • www.suredrive.com • sales@suredrive.com Building-Products.com 32 n The Merchant Magazine

November 2020

May 2022 n The Merchant Magazine n 15 Building-Products.com

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Building-Products.com

PRODUCT Spotlight By Steve Booz

Tips for selling exterior trim

finishing touch on the home exterior—while seemingly subtle, it can often make or break the façade’s overall aesthetic. But with so many options available, how can dealers help their customers, pros and consumers alike, find the ideal fit for their project? Here are a few strategies to consider. rim is the

Understand the Products You Sell... and Those You Don’t

The types of trim materials abound, from traditional wood to cellular PVC to fiber cement to poly-ash. Understanding the features, benefits, and limitations of each trim type will help ensure you can answer customers’ questions and, most importantly, find them the material that best matches their needs. This knowledge should include the materials your competitors sell so you’re best prepared to educate on how your products compare to those they’re hearing about elsewhere. Consult with your manufacturer for product knowledge sessions, continuing education, and other tools to get your team up to speed. Knowing the materials inside and out also can help you keep conversations specific to their needs—not on simply finding the lowest price. Elevating the discussion to which products will best avoid callbacks and ongoing maintenance lets you sell the long-term benefits versus short-term costs.

painting year after year? Are they hoping for more intricate looks and details? Are they looking to incorporate bold colors? The answers to these and other questions can help you steer them toward the best products for their needs— but it’s something that only comes by truly listening. For example, for projects in areas with high moisture or high humidity, or in which the trim will be used against the ground or concrete, a cellular PVC trim will offer long-term durability with minimal maintenance. If they’re looking to create a bold, on-trend look with

dark trim against white siding, consider poly-ash siding, which has dimensional stability to accommodate paints as dark as black. If they’re hoping to incorporate more intricate detailing, they’ll need a workable material, such as cellular PVC or poly-ash, and one that’s sold in a range of sizes and thicknesses. Both product types also are an ideal fit for homeowners looking for low-maintenance options.

Leverage Online Tools

Many manufacturers offer online design programs that allow your

Understand the Project and Its Needs

Similarly, don’t just sell. First, get to know the project and what your customer truly needs. Is the project a coastal home? Is it a remodeling project with worn wood the homeowner is tired of Building-Products.com

MADE WITH A PROPRIETARY blend of fly ash and polymers, TruExterior Trim offers the look of wood with a high level of dimensional stability and can be painted any color, including dark hues. May 2022 n The Merchant Magazine n

CELECT PV TRIM, shown here in Frost, offers the look of wood without the rot, replacement, or maintenance issues. It comes ready to install, or its Kynar Aquatec coating is fully paintable.

customers and their customers try different combinations of siding and trim on an image of their home or on a similar gallery image. This can help ensure the right aesthetic combinations and instill confidence in the buyer.

Sell Packages

Dealers that focus sales approaches on the whole cohesive package—and showing builders, remodelers, and their homeowners what those packages look like—may improve opportunities to increase upgrades, boost efficiencies, and

further satisfy customers. Considering the full façade and thinking of the whole palette collectively may help create more varied, engaging streetscapes and avoid cookie-cutter looks. It also allows for visualization and experimentation with on-trend colors, texture blending, and materials using stocked products. Develop portfolios of coordinated product lines and colors that can be sold as is or with upgrades. Coordinate this process between different manufacturers, such as your siding/trim supplier and your window vendor, to ensure cohesive looks and material compatibility.

Don’t Forget Companion Products

Some trim materials require specific adhesives and fasteners to ensure long-term performance and the best finished look. Make sure you’re stocking those products and educate your buyers about them. Similarly, if they’re planning to paint the trim, guide the customer to the recommended or required paint for that material to ensure the finish lasts as long as it is designed to. When in doubt, remember that your manufacturer’s representative is here to help. Whether through staff education, display and merchandising assistance, customer events, or collateral materials, most manufacturers offer a host of educational opportunities to ensure your sales team is up to speed and help your customers craft eye-catching exteriors that last. KLEER CELLULAR PVC trim comes in a range of trimboard sizes and can be cut and milled for a range of applications, including brackets, corbels, and window boxes. It comes in white and does not need to be painted.

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– Steve Booz is VP of sales and marketing for Westlake Royal Building Products, which offers a broad and diverse range of exterior and interior building products, including trim from Kleer, Royal, and TruExterior (www.westlakeroyalbuildingproducts.com). Building-Products.com

OLSEN on Sales By James Olsen

Sales mistakes

xlisten to thousands of sales calls every year, and here are some of the subtle and not-so-subtle sales mistakes.

Failure to Qualify

Sales is a first-impression business. If we do not qualify our potential customers correctly, on the first call, we guarantee a second-rate second call. I hear calls with sellers offering products that customers don’t even use. This sets up a re-prospect call, which is frustrating for the buyer and does not leave a good (second) impression. Can we dig out of this hole? Yes, but why? This is why we see Master Sellers pick up so quickly after they lose a big account. Master Sellers’ first impressions are excellent and inspiring. In addition to frustrating customers and slowing down the sales process, salespeople who fail to qualify potential customers on the volume they use results in a huge waste of time with customers that are just too small.

What-Ya-Need?

Sellers who use this approach might as well push the “Treat Me Bad” button. This is lazy “selling” (not selling at all). Customers are not stupid, and they are working hard also, so these sellers will get a cold reception on most calls. Second, this makes these “sellers” (they are not) a shopping service for their customers, not a money-making partner which is the position of the Master Seller who comes to each call with multiple items and ideas to promote.

Offering Only One of One Item

Sometimes all we have is one item to offer. Fine. Make the call and offer that item. But in most cases we can offer multiple items. I hear a lot of short, uninspired calls. The Master Seller never offers one. The Master Seller comes to every call with multiple items and multiples of each item. This brings more value, shows the customer we care, and gives us many more opportunities to close. (It’s hard to say “no” five times in a row.)

Not Asking for the Order

When I started selling in 1983, the first book I read was Tom Hopkin’s How to Master the Art of Selling, in which he said that 80% of sellers don’t ask for the order. I couldn’t believe it. Well, almost 40 years later, I’d have to agree with Tom. It seems like such a simple thing, but most sellers just don’t ask for the business. They present the product or a proposal; Maybe even expound on the virtues of the product, but they stop there and wait for the customer to decide.

n The Merchant Magazine n May 2022

The problem with this approach is that it works, thus many sellers continue to do it. The bigger problem is that it doesn’t work anywhere near as well as asking for the order simply and directly.

Interruptions

Ninety percent of the new sellers I coach and 60% of the experienced sellers I coach interrupt their customers all the time. Interruptions break rapport, which is the key lubricant of the sales process. Can we sell without rapport? Kinda, maybe, a little, but without rapport the sales process is a slow, frustrating and unprofitable grind. Interruptions also break our customer’s train of thought, which will give us clues on how to sell to them—if we shut up and listen. A good habit is to count to three at the end of our customer’s sentences before we begin to talk. One more thing on interruptions. Often customers will give us an objection. If we wait, they will continue with another objection, which is the real objection. When we speak too soon, we miss the real objection.

Not Overcoming Objections—Completely

Many sellers will tell customers why what they are promoting is a good deal, but fail to ask for the order when they are done. Then what does the customer do? Gives them another objection! The Master Seller overcomes the objection and then asks for the order! Customer: “The price is too high.” Quotron: (Quick) “Yes, prices are moving up, but this is still a good deal.” Customer: “I’ll let you know.” **************** Customer: “The price is too high.” Master Seller (counts to three): “Yes, prices are moving up and this is still a good deal. Let’s go ahead and put this on.” Customer: “All right, I’ll take one.” James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

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TRANSFORMING Teams By Paige McAllister

Spring cleaning for your HR closet “S

pring” invokes thoughts

of cleaning and refreshing. Given the changes over the last two years, this should apply not only to your windows and closets, but to your HR practices as well.

Clean up your compliance: Laws, best practices, and companies change from year-to-year. Take this time to make sure you are current and compliant. Employee census: Conduct a review of your current employees, noting any changes in number or demographics that may impact other aspects, such as policies, benefits, etc. Be sure you are aware of any regulations you now or no longer meet. Handbooks/policies: Have your handbook and employment policies reviewed and updated every year or two. Changes in federal, state, or local employment law or the number of your employees require policy revisions, and you may address your current workplace, such as modernizing a dress code, adding work-from-home requirements, or implementing a social media policy. Make sure your policies comply with recent legal decisions and guidance from government agencies, such as the DOL and NLRA. Posters/notices: Make sure your federal, state, and, in some cases, local posters and notices are up-to-date and posted in common areas where employees have easy access. Keep the most current OSHA Summary Form 300-A posted until April 30. Personnel files: Review all personnel files, ensuring current employee files are complete and pulling those for terminated employees. Purge records and forms that you are no longer obligated to retain in accordance with the timing required by regulation. Training: Ensure employees understand current job

n The Merchant Magazine n May 2022

requirements, product specs, and company expectations. Include training on non-harassment/non-sexual harassment/ non-retaliation (required in several states) to provide a part of an affirmative defense if needed in the future. COVID-19: Update your COVID-19 procedures to reflect the latest guidance, which changes as the numbers improve. Many times you can get employees back to work sooner than you could a few months ago. Introduce new initiatives: Workplaces, society, and priorities in 2022 are different than they were even two or three years ago so companies looking to retain their best employees may need to implement cultural changes which support employee concerns. However, issuing a new initiative without follow up and management buy-in can actually do more harm so be prepared to commit. Work-from-home arrangements: The labor market is very tight. COVID-19 has shifted the priorities of some employees and limited the options of others. We all know that there are jobs that must be done in person. But, for the others, try to find a way to accommodate some flexibility into the fulltime in-person option. Offering this option, even if only one or two days a week, can give employees the flexibility they need to balance their personal lives while staying engaged in their jobs. Diversity, inclusion and equity (DEI): Develop and implement a program to address disparity within the workforce and to empower minority employees. This can include policies and training as well as creating affinity groups to creatively address issues and ensure everyone is valued and their opinions are heard. Employee contributions: Employees often have ideas such as how to improve work methods, update the compaBuilding-Products.com

Q. I have an employee who always has their cell phone

out. They disrupt the workplace by taking excessive phone calls throughout the day and with their loud ringtone. What can I do?

A. You have the right to require employees to be productive during working hours. This includes requiring that they hold off on making or receiving personal calls until they are on a break or after their shift. You can also prohibit them from using their phones for social media or to stream music or videos. If their ringtone is too loud or irritating, you can require them to put their phones in silent or vibrate mode. To help reduce all distractions, you can require them to keep their phones in their desk or vehicle, especially if there are safety issues with them having their cell phones while at work. Consider making allowances if the employee is expecting an urgent call. ny culture, or incorporate the latest technologies. Allowing employees to present their suggestions (big and small) and working with them to determine the validity of implementing them can lead to greater employee commitment to the company while giving you a new source of outside-the-box thinking. Refresh your recruiting: The tight labor market from 2021 is not easing up as we head into mid-2022; applicants have more job choices and are holding firm to their “musthave” list. Companies looking for new employees should update their processes and expand their search to find the right fit. Branding: Companies often think to advertise to potential customers, but you should also market to potential employees. Update your website; create a video about the company; use social media to publicize your company and message. Streamlined hiring process: Most applicants have several job offers to choose from so simplify your process to screen applicants more efficiently, make good decisions quicker, and offer employment sooner. Consider including some

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pre-screening questions with the application or doing group interviews so more people can talk with the candidate without requiring multiple visits. Conditional offers: Making an offer quicker should not mean skipping the essential steps of background checks, reference checks, and drug testing. By making an offer conditional upon passing these requirements, you can get an offer to the candidate quicker while still being compliant. Compliant hiring: Update your application to comply with legal changes such as Ban-the-Box. Review your interview questions to make sure they are legal and effective. Train your hiring team so they know what to do and not do to legally find the right fit. Update your offer letter to provide important information such as employment-at-will and benefits. Job sources: Since applicants may be hard to find using old methods, consider trying new ways to reach your next hire. Create an employee referral program. Post ads on specialized sites such as those targeting veterans, disabled, or unemployed job seekers. For new, management, or hard-toplace positions, hire a recruiter who knows the job market and your industry and can actively source your job while you focus on other things. Scrub your salary structure: The rising cost-of-living means employees need to be paid more. The tight labor market means companies must pay the market rate (if not more) to attract and retain the best employees. Higher newhire salaries and increasing minimum wage rates further compress a company’s salary structure. Compensation strategy: Review the wage and benefit package you offer employees to see if it is current and meets their needs. If not, consider developing creative ways to reward employees for joining and/or staying with the company. Hire a compensation expert to provide you an accurate market analysis for key positions then decide how you want to compete with the market. Paige McAllister, SPHR Affinity HR Group contact@affinityhrgroup.com

May 2022 n The Merchant Magazine n

BFS Buys Boise Truss Maker

Builders FirstSource has purchased Valley Truss Co., Boise, Id., manufacturer of metal plate-connected wood trusses for builders and contractors in the residential and commercial construction industries. VTC has been a trusted provider for residential and commercial builders in Idaho and Northern Nevada. The Company has developed a strong reputation for providing high quality and reliable trusses. Based in Dallas, Tx., Builders FirstSource is the nation’s largest supplier of structural building products, value-added components, and services to profes-

sionals, with approximately 565 distribution and manufacturing locations. The deal closed April 1.

Blaze Spreads to ABC Supply

Fire officials are investigating the cause of a pre-dawn fire at ABC Supply, Mesa, Az. Once the blaze reached the flammable materials held in the storage yard, flames flared as high as 100 feet. Firefighters brought the blaze under control in the early hours of April 9, before it could inflict serious damage. Officials suspect it may have been a warming fire that spread from a nearby homeless encampment.

NEWS Briefs Penhallurick’s True Value Hardware , Moses Lake, Wa., is permanently closing May 31 after 31 years, due to “re-leasing issues and lack of relocation spots.”

Lambert Ace Hardware

opened a new 12,000-sq. ft. location April 22 in Pueblo West, Co., managed by Josias Lambert.

Nob Hill Hardware , San Francisco, Ca., has added a branch in Palo Alto, Ca. Hometown Ace Hardware

reopened April 20 in a larger 30,000-sq. ft. storefront in Yakima, Wa. A branch is expected to be added next year in the Terrace Heights neighborhood.

Ace Hardware plans a new

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Pacific Coast Building Products has purchased an office building in Rancho Cordova, Ca., for $13 million.

Simpson Manufacturing Co., Pleasanton, Ca., has completed its $800-million acquisition of the ETANCO Group , a leading designer and manufacturer of fixing and fastening solutions for the European building construction market.

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and fall seasons with colddense, winters, which fir allow that growth supplies of small-knot, Douglas veneers). The to be gradual—hardwoods the aAppalachian Ninety-six years after only first sellers arrivingwho will accept $750 ‘adverse selection’—the “market for lemons” is likelyfrom having major effect region on the feature tight growth rings, strong fibers, and consistent inaretown, Lumber held a those Tum-A-Lum unloading lemons. size of this market today. colors and grain textures. This leads to strength, durability grand opening celebration 2 to “Smart buyers foresee April this problem. Knowing they and beauty in the lumber, in addition excellent width and show completely remodeled yardonly $500. Sellers of couldoff beitsbuying a lemon, they offer Overcoming the Market fortoLemons longHow length inthe Pendleton, Or. up with the same price they would have lemons end cancharacteristics. individual panel producers overcome this Primary species includetheir ash,industry’s cherry, hard red received were there features no ambiguity. But the peaches all stay The new location a full-line “lemons market” problem, “racemaple, to the botoak, whiteindustry oak, basswood, beech,They birch,can walnut, in the garage. hardware store “Information with a Designasymmetry” Center for kills the market for tom,”soft andmaple, depressed sales levels? offer poplar and hickory,product whichperformance are great forguarantees. high-end furniture, good cars.” company-specific cabinets, countertops, doors and winmillwork, and paneling, and more. Structural wood panel Anothercabinetry, approachdoors, is to flooring more aggressively brand proddows, as well as a lawn andbuyers gardenrely careupon qualified inspecNoInmatter region they come from, there areclearly many tion and testing agencies like the ucts. eitherthe case, the mill’s products need to be center with full nursery outside. TheAPA old to routinely test and North American species as to we choose from. certify the2,000 quality differentiated fromhardwoods their competitors’; discovered store was sq. of ft.;the theproducts new onethey has buy. This creates an The decision as to which one to use comes down to the incentive for individual panel producers to “push” the stanearlier, industry-wide, third-party quality certification is 11,300 sq. ft. on a four-acre lot with 3.5 application andnot overall qualityLike and look of the project. dard.for A passage from Ackerloff’s famous paper: important but sufficient. car buyers, panel buyers acres the paved lumberyard. HARD MAPLE is popular throughout the Glacial Region. “There are many markets of in TAL which buyers use some won’t chance paying peach prices when they may actually Tum-A-Lum is a division Don Barton is vice market statistic to judge be –buying a “dressed up”president lemon. of sales and marketing for Holdings, Vancouver, Wa.the quality of prospective purchasNorthwest Hardwoods, Tacoma, Wa. (northwesthardwoods.com). long, winter climate, coupled with a shorttosummer es. Infrigid this case there is an incentive for sellers market For some structural panel producers, product differentiaseason, produces hardwoods with very tight growth rings. poorLBM quality merchandise, since the returns for good quality tion requires a major change in company culture. For US Acquires Arizona’s TUM-A-LUM Lumber fully remodeled store in Pendleton,differenOr. This creates lumber outstanding color and fine texture, accrue mainly to thewith entire group whose statistic is affected instance,itsitvenerable is very lumberyard/hardware difficult to produce innovative, Crown Components which is ideal for applications ranging from furniture, rather than to the individual seller. As a result there tends to tiated products for the end use market if the company doesUS LBM has acquired Crown Comcabinetry and doors to flooring, paneling and more. be a reduction in the average quality of goods and also the n’t also adapt a different supplier-buyer mindset. SupplierCrown Components operates a nine“The Crown Components team has a ponents, a manufacturer and supplier of region supplies primary, species, sizeThis of the market.” often critical to the structural wood panel proacreused facility in Tolleson,partners Az., thatare serves great culture of hard-working and dedstructural roof and floor nine trusses in the widely including: ash, basswood, cherry,industry hickory,the hard maple,techred When the industry is young, production ducer’smarket. differentiation. icated associates and is well known for Phoenix-Mesa-Scottsdale metropolitan Phoenix area. oak, soft maple, white oak andmaterials walnut. are relatively nologies vary and raw As industry comes production to focus more more its top-quality and and service,” “We arehomoexcited to partner with UScompetition Founded in little 2014, Crown Compogeneous (e.g., OSB), this isn’t a major problem. But it is a upon only one of the “4P’s of marketing”—price— said US LBM CEO L.T. Gibson. “We LBM, one of the top companies in the nents serves framing and building conAppalachian Region: Superior Quality serious problem when themulti-family inspection and building testing agencies “lemons” tend to proliferate industry volume materials industry, to further are excited and to partner withsales Crown Comtractors for residential, Spanning several states, including find it difficult or impossible toItkeep with agrowth very rapidly tendsmore to decline. ourPennsylvania, and offer even value ponents, which complements our other and light commercial projects. man-upOhio, North Carolina, Virginia and West Virginia, the and employees,” said changing industry. An example would be today’s overlaid to our customers operations in the region,LLC, to expand in ufactures all types of pre-assembled – Roy Nott is president of Surfactor Americas Aberdeen, Appalachian region produces a wide range of hardwoods Douglas fir plywood industry. There are rapid changes Crown Components co-president and the growing Phoenix Metro market.” wood trusses in a variety of shapes and Wa., a German-owned producer of overlays, glue films, and press species—all in common: quality. underway onwith bothone thething demand sideser(e.g.,superior much higher alka- Jeff cleaning general manager Oitzman, Other USpanel LBMindustry, divisions in manufacArizona systems, and provides full turn-key filmswho for the global wood with Thanks to materials the region’s climate linity concrete mixes are now essentially “pulping” con-Barrette, along with Bob willoperations continue in Finland, includeGermany R&K Building Materials vices including takeoffs, truss conditions—warm turing and Malaysia. Reach and him summers assist tree growth, and cooler spring operations. form panels) and on with the supply side (e.g., much reduced CHERRY is among the major hardwoods of the Appalachian Region. to lead day-to-day Rosen Materials. at roy.nott@surfactor.com. design andthat jobsite delivery.

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n May 2022

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MOVERS & Shakers Ann Alvelais, CFO, Payless Building Supply, Chico, Ca., has added the title of CEO. Founder Frank Solinsky remains on the board of directors. Maxwell Repstad, ex-Papé Group, has been named general mgr. of Van Matre Lumber Co., Oakland, Ca. Jeffrey James, ex-Chinook Lumber, has been appointed senior product mgr. with Boise Cascade, Woodinville, Wa. Maurita Forbes-McMillen, formerly with Roseburg, is a new account mgr. at Timber Products Co., Eugene, Or. Joe Leathers, director of sales, The Parr Co., Hillsboro, Or., has retired after 20 years with the chain. He is succeeded by Brian Kegg. Brandon Bechthold, ex-BMC, is now in outside sales for Homewood Lumber, Lodi, Ca. Kevin Hayes, Belco Forest Products, Shelton, Wa., has been appointed to head up market development efforts for the state of California.

Jimmy Jiannine, ex-84 Lumber, has been named general mgr. of West Coast Lumber, Bakersfield, Ca. Paul Teran, ex-Dixieline Lumber, is now assistant general mgr. in San Diego, Ca. Carlos Gonzalez, ex-Dixieline, is VP of sales, and Claudia Gonzalez, human resources director. Paul Lehnert, ex-Custom-Bilt Metals, has been appointed inside sales mgr. at Capital Lumber, Tacoma, Wa. Sam Saunders, ex-Empire Building Materials, has been named general mgr. of Ennis Lumber Co., Ennis, Mt. Charles Wright has been promoted to senior commodity buyer for Builders FirstSource, Denver, Co. Lucas Jansen, ex-Alpine Lumber, is new to inside sales with Huttig Building Products, Albuquerque, N.M. Frank Mayer has been promoted to engineered wood products superintendent at NewLife Forest Products, Bellemont, Az.

n The Merchant Magazine n May 2022

David Ower, ex-Bear Forest Products, is a new purchasing specialist with SRS Distribution, Los Angeles, Ca. Alex Leone, previously with Pella Doors & Windows, is new to outside sales with Hayward Lumber, Redwood City, Ca. Daniel Schmunk has joined Sierra Forest Products, Aurora, Co., as territory sales rep in Colorado. Mike Britto has been promoted to window & door mgr. at Golden State Lumber, Concord, Ca. Kevin Johnson, ex-BuildingPoint Pacific, has joined Ganahl Lumber, Anaheim, Ca., as an industrial sales mgr. Bret Marchael has been promoted to door & window sales mgr. in Los Alamitos, Ca. Les Mangis, ex-Savemore Building Supply, is new to the sales team at Alside Supply Center, Spokane, Wa. Kristin Sharp, ex-Boral, and Germán Martinez have joined the sales team at Modern Builders Supply, San Marcos, Ca.

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Brent Siegel, ex-Timber Products Co., is now plywood operations mgr. for Pacific Wood Laminates, Brookings, Or. Todd Miller was promoted to director of merchandising strategy & execution for Do it Best Corp., Fort Wayne, In. Howard O’Neal was promoted to division mgr. of lumber; Ignacio Poncio, international product development mgr.; Jeff Ridgeway, paint merchandise mgr.; Thomas Lacy, territory sales mgr.; and Amy Walker, supplier engagement specialist. New to Do it Best are director of e-commerce Allison Flatjord and merchandise coordinators Lynett Bakehorn, Danielle Gonzalez, and Haley Miller.

Chad Burke has joined the outside sales team at Codel Entry Systems, Tacoma, Wa. Chase Moritz has been promoted to director of marketing & communications at Envision Outdoor Living Products, Mount Joy, Pa. Cory Panak is now director of manufacturing operations; Travis Scott, director of supply chain & logistics; Rick Gebhart, senior director of sales; Brandon Brummett, decking operations mgr.; Hilary Wetzel, customer experience mgr.; Bill Fanning, maintenance & reliability mgr.; James Walker, maintenance supervisor; Tim Claypool, lead automation tech; and Jeremy Hill, logistics supervisor.

Brandon Sink was promoted to executive VP and CFO for Lowe’s Cos., Mooresville, N.C., succeeding Dave Denton, who has resigned. Stephen Lucas has joined Koppers, Pittsburgh, Pa., as vice president of company culture & engagement. Lisa Pope has been appointed president of Epicor, Austin, Tx. Paul Trianosky, Sustainable Forestry Initiative’s chief conservation officer, is retiring July 1. Kitty Katz is now in charge of litter removal at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

See our first Merchant ad on Page 65!

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May 2022 n The Merchant Magazine n

NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION

SPECIAL ISSUE

Connect locally with your lumber peers

AWLA is excited to once again host our regional meetings for members to catch up with old friends and make new connections—in person. NAWLA regional events will be held in various regions. This is a great opportunity to connect with your peers, share your successes and lessons learned from the past year, and have some fun. Coming to a region near you...

Vancouver Regional Meeting

Wednesday, May 4, 4-8 p.m. Vancouver, B.C. Join Daryl Swetlishoff, head of research for Raymond James Ltd.; Amar Doman, founder, president and CEO of The Futura Corporation; and Mark Thomson, P.Log, president and co-owner of Mountain View Group, for an education session about the future of our industry. Industry analyst Swetlishoff will share insights on the Canadian lumber manufacturing landscape. As the Canadian lumber industry loses more timber in British Columbia and, more than likely, more mills, companies will be rationalizing their production as their timber supply shrinks and, possibly, consolidating among themselves. As lumber wholesalers, their supply lines will look considerably different five years from now. Doman has been expanding his interesting and successful company, and he understands distribution. He’ll discuss how lumber will get to market and the changes that will occur in the future.

Given that he’s just bought Vancouver’s football team, he’ll share that story as well! With 30 years of experience in transportation logistics across Canada, Thomson, P.Log, president of MVR Group, joins the conversation to discuss what’s next through his lens of shipping and logistics.

Montreal Regional Meeting

Wednesday, May 25, 3-5 p.m. Montréal, Quebec Attending the 2022 Montréal Wood Convention? Join NAWLA on Wednesday, May 25, for the Montréal Regional Meeting! After attending the trade show, education sessions and networking events at the convention, gather with your colleagues for an evening of comedy and connection. An Evening of Laughter: The Montréal Regional Meeting is no joke! Enjoy a comedy show presented by Canadian comedians Todd Van Allen, Joey Elias and David Pryde, followed by dedicated networking time and games with your peers.

At the NAWLA Minneapolis Regional Meeting, join Michael Swanson, Ph.D., senior VP, agricultural economist and consultant for Wells Fargo & Company, for an education session. The system that allows us to build houses and buildings slowly changes, but the state of the system bounces around. Let’s think about strategic investments and daily management in that world. Both the strategic and tactical have their importance to the NAWLA participants.

Texas Regional Meeting

Monday, Sept. 12 Frisco, Tx. The Texas Regional Meeting will be held in conjunction with the Lumbermen’s Association of Texas. Save the date; more information will be coming in June 2022!

Northeast Regional Meeting

Portland Regional Meeting

Thursday, Sept. 22 New Castle, N.H. NAWLA is proud to partner with the 2022 NELMA Annual Meeting for our Northeast Regional Meeting. Traveling to New Castle for the 2022 NELMA Annual Meeting September 20-23? You won’t want to miss the NAWLA Northeast Regional Meeting for an afternoon of socializing with industry peers. Save the date; more information is coming soon!

Minneapolis Regional Meeting

– For up-to-date information and to register, visit www.nawla.org/regionals. Regional meetings are open to NAWLA members and non-members, so invite your peers. We hope to see you soon!

Thursday, June 16, 4-8 p.m. Portland, Or. Join your peers at the Multnomah Athletic Club for education and networking. Save the date; more information will be announced soon! Thursday, August 4, 4-8 p.m. Dellwood, Mn.

n The Merchant Magazine n May 2022

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NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION

SPECIAL ISSUE

What’s the holdup?

Addressing the supply chain disruption

NAWLA’ s 2022 Leadership Summit, a line-up of supply chain experts participated in a panel on recent supply chain disruptions. The panelists included Terry Atkinson, AVP of Industrial Products at Union Pacific Railroad; Nate Jorgenson, CEO and director of Boise Cascade Co.; Wendy Minichiello, EWP sales director, North America, at Weyerhaeuser; Craig Sichling, VP of specialty sales & marketing for LP; and Roger Welling, VP of dedicated sales for Ryder Transportation Solutions. The following are just some of the key takeaways from the discussion. uring

What are the major drivers causing the current supply chain disruptions? • High demand and keeping up with it; the available cash in bank accounts today is highly elevated

• In terms of supply-side disruptions, some is labor related, some is materials, other components are related to logistics. • Housing starts were elevated 25% above 2017-2019, which leads to 5055% capacity from the top of the market in 2006. • The market has changed—e-commerce, the availability of trucks and everything that impacts it is a different dynamic than anything we’ve ever experienced before. • Low interest rates creating artificial demand. • COVID cases reducing labor force. • 80,000 drivers short in trucking. • Vacancies down 3.5% on warehouse space, and rents are going up. What keeps the panelists up at night? • So-called “nuclear verdicts”— when juries award plaintiffs more than

$10M—are leading to rises in insurance costs, and there’s no realistic court reform in sight. • Shortage in building new trucks. • Employee and organizational stamina are low following two years of the pandemic. • Keeping commitments to customers. • How do we keep up with the changing market? What do the panelists see on the horizon for new home building in next few years? • All agree: indicators seem very strong for new housing starts. What should our industry do to improve efficiencies and transparency? • Traditions can be a barrier—how do we make data more transparent through the supply chain? • There’s been a hesitancy to share information in our industry because it relates to leverage; how do we change that? We need to allow for information sharing sooner to ensure everyone makes better decisions and choices. • Investing in better technology to allow for efficiency and visibility. • Collaboration among all the entrants in the supply chain, and having technology that can connect everybody • Our industry has an important story to tell around helping people gain home ownership, sustainability, etc. • We can’t go back to the same old processes again post-pandemic—we must find ways collectively to improve productivity and efficiency. – For more information on NAWLA education, including future events like Leadership Summit, visit nawla.org.

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May 2022 n The Merchant Magazine n

NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION

SPECIAL ISSUE

Dave Kahle on Sales:

How do you get ’em to do what you want ’em to? “H

I get ’em to do what I want ’em to?”. That’s probably the question I’m asked more than any other. Frustrated CEOs, CSO’s and sales managers express that thought over and over, in one way or another. They’re talking about their salespeople, of course. They harbor a feeling that some of their salespeople just aren’t doing what they want them to do, and they don’t know what to do about it. If that thought occasionally passes through your mind, read on. “What do you want them to do?” I often reply. At this point, you’re probably thinking, “What an obvious question. We want them to sell a lot, of course.” But that response is too vague and coarse to hold any real meaning in today’s world. A few years ago, it was OK to direct your salespeople to “Go forth and sell a lot,” but today that direction is not sufficient. Salespeople are capable of more than that. And the world in which your company operates has changed significantly in the last few years. Our economy has grown increasingly complex, many markets are maturing, the demands and expectations of your customers are growing, your customers’ choices of ways to satisfy their needs are multiplying, and information technology is growing more powerful and user friendly. All that means that you need to direct your sales force more finely than at any time in the past. Successful sales management in the 21st Century requires a more sophisticated answer from you than just “Go forth and sell.” I learned that lesson the hard way in my days as a sales rep. I was doing a great job selling in my largest account. That one customer accounted for about ow do

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30% of my total volume. Sales were increasing monthly, and my visibility and influence in the account was growing. If my boss wanted me to “go forth and sell a lot,” I was doing it! Then, one dismal Monday afternoon, I was sheepishly greeted by my primary contact person, and informed that I was to see the director of purchasing. The news from the director was short and to the point; the vice president of administration had signed a prime vendor contract with my arch-competitor. Over the next 90 days, they would be phasing out all of my business and turning it over to my competitor. All of my contact people were disappointed and not in favor of this move, but it had been negotiated by people in higher places. The moral of the story? I was doing a great job of “going forth and selling a lot.” But I should have been getting to know the administrative people and my

contact’s bosses. If I had been directed to do that, instead of being focused on getting the easiest sales, I may have been able to ward off the end-around by the competition. I realize that a case could be made that I should have known to do that on my own. After all, don’t good salespeople know to do those kinds of things? No. I didn’t, and I was a heavy hitter, high-income straight commission salesperson. But I was driven by a straight commission compensation program that rewarded me for gross profits in the short term, and I never thought to cover all my bases by calling on my customers’ bosses. Here’s another example. One of my clients owns a small but rapidly growing equipment distributorship. Every month his salespeople must count certain pieces of equipment in their territories. Each month he selects a piece of

May 2022 n The Merchant Magazine n

equipment and requires his sales force to count how many of those there are, where they are, how old they are, what brand they are, and when they are scheduled to be replaced. He uses that information to make territory and product line forecasts, as well as a basis for developing more sophisticated joint marketing plans with his partner-vendors. I’m sure you’ll agree—that’s good information to have. But don’t the salespeople do those kinds of things on their own? Do they really need that kind of precise direction from management? Take a little self-test. Consider each of your salespeople, one at a time. Ask yourself, “Is (salesperson’s name) systematically collecting that kind of market information on his or her own?” If your answer is a 100% “yes,” will you please write to me so that I can note your sales force as the single national exception? Those two examples illustrate just two of hundreds of possible behaviors you could expect from your sales force. In each case, the company’s long-term strategic interests were best served by directing the sales force to behaviors that probably wouldn’t happen in the absence of that direction. So, the first step in getting your salespeople “to do what you want ’em to,” is to decide “what you want ’em to do.” Ideally, those things proceed directly from your strategic plan. For example, if your strategic plan says that you want to penetrate a new market segment, then you should expect your salespeople to make X calls per month on that segment, or create X new customers within that segment, or do X amount of sales with that segment, or achieve X amount of gross profit with that segment. The first step is to develop your strategic plan, and then to create expectations for your sales force that directly supports that strategic plan.

n The Merchant Magazine n May 2022

What, you don’t have a strategic plan? That’s too bad. You are definitely at a disadvantage—but not disqualified. Just start at step two and create precise expectations for your sales force. Develop a list of the three to 10 most important things you want them to do. Bringing in a certain amount of sales or gross profits should be one of them, but only one of them. Next, make sure that your list of expectations is easily, accurately and fairly measurable. This can be difficult. Much of your ability to manage your sales force depends on your ability to measure sales behaviors. If you’re highly automated and use effective sales force software, it’ll be a snap. If you’re not effectively automated, it’ll be much more difficult. For example, one of my clients wanted his sales force to call on new prospects. His business was growing, and his salespeople were happy. But he was sure that there was additional market share to be had in

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accounts that were not being cultivated. He felt his straight commissioned salespeople were content to call on their friends and weren’t doing the harder work of calling on new prospects. He wasn’t automated and didn’t believe his veteran sales force would accurately and thoroughly complete weekly call reports. His sales cycle (capital equipment) was long, and he didn’t want to wait until he saw actual sales numbers. Those sales could occur 12 to 18 months after the first sales call. He determined to measure his sales forces’ activity, (calling on new prospects) not the results (sales to new prospects). We struggled with a way to easily, fairly and accurately measure the activity of calling on new prospects. As we discussed the possibilities, we realized that every customer’s name was on the database. We also noted that every quote was produced by a sales assistant in the office, who typed each quote individually for all the salespeople. Bingo! Suppose we had the sales assistant keep track of quotes made to companies not on the database? We couldn’t measure sales calls made to prospects, but we could measure the next best thing—quotes made to new prospects. The system would be easy, accurate, and fair. Having decided that, it was an easy step to give each salesperson a quarterly expectation for the number of “quotes made to new prospects.” Our strategic initiative, “Gain market share,” turned into a measurable expectation for each salesperson, “Generate X quotes per month to prospects not on the database.” Let’s review: Step one: develop a strategic plan. Step two: create a set of most important sales behaviors. Step three: finetune them until they’re easily, fairly, accurately measurable. Here’s step four: measure and reward the behavior you

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want. That can mean anything from publishing and posting those numbers every month, to revising your compensation formula, to making their pay dependent on performance of those activities. For example, you could measure the performance of the entire sales force each month and post it conspicuously for everyone to see. In my business, we measure five sales activities, combine the individual numbers, and post the composites for everyone to see. We post monthly totals, year to date, this year’s goals, and last year’s monthly totals. As an alternative, measure and post each salesperson’s performance individually. You can report each salesperson’s performance to him/her alone and talk about it in monthly conferences. Another technique is to make those numbers a topic for discussion at monthly sales meetings. But if you really want to add some power, refine your sales compensation plan to make each person’s pay dependent on performance on those numbers. This isn’t an article on sales force compensation. That’s an entire series on its own. However, it’s been my observation that most compensation plans don’t reward the behavior that they say they want. The executives say they want salespeople to do one thing, but their compensation plan rewards them for doing something else. For example, you may be paying your salespeople straight commission based on gross profits. Yet, you may be expecting them to open new accounts, promote certain product lines, or emphasize certain accounts. When you pay them purely by commission, you reward them for the easiest, richest sales. To encourage salespeople to do what “you want ’em to,” line your sales compensation plan up directly with your strategic plan. Directly reward those three to 10 behaviors that you developed earlier. Consider a performance-based plan

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that pays them for implementing the company’s strategies. Finally, step five is the single most powerful way to manage your people once you’ve done all this homework. Hold “accountability-holding, goal-setting, strategy-developing, resource-identifying” quarterly or monthly conferences with each of your salespeople. At these tune-up conferences do these things, in this sequence: 1. Hold them accountable for doing what they said they were going to do. Simply ask, “Did you do what you said you were going to do?” “Why or why not?” “What did you learn?” “What are you going to do differently next time?” 2. Help them set goals. Ask, “In light of the compensation plan, company expectations, and your situation, what will you be trying to accomplish in the next quarter (month)?” 3. Help them create a strategy. Ask, “How are you going to do that?” Make them answer in detail and have them commit that answer to writing. 4. Finally, ask “How can I help?” and “What do you need to help you do it?” Hold these meetings regularly and you’ll see most of your sales force moving in the right direction. There are some fringe benefits to this approach. First, salespeople who aren’t performing to expectation will begin to understand that they aren’t doing what you want, and may not be capable of it. It will be much clearer to you, and them, who needs to be replaced.

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Your conversations with your sales force will take on an entirely new attitude. It will no longer be “me versus you.” You will no longer be the authority figure who doesn’t understand the salesperson and who projects arbitrary dissatisfaction to him/her. Rather, the numbers become “the authority.” Your role changes. You are now a resource and a helper, looking at the numbers with your salesperson, and asking how you can help. Managing becomes easier. Finally, the amount of internal political maneuvering within your sales force decreases dramatically. Considering the numbers, it no longer matters who “butters you up,” or who you like better than someone else. Your sales force is now free to focus on the important issues. This five-step process will make your life easier, increase the productivity of your sales force, and provide an ongoing solution to the problem of “getting ’em to do what you want ’em to.”

Self-Analysis

Answer “Yes” or “No” to each of the following questions. 1. Do you have a strategic plan? 2. Have you created three to 10 expectations for your sales force which directly support that plan? 3. Are each of those expectations easily, fairly, and accurately measured? 4. Do you systematically publish the sales force’s performance on those numbers? 5. Do you regularly make the numbers a subject of conversation at sales meetings? 6. Does your compensation plan directly reward the three to 10 expectations? 7. Do you hold regular “accountability, goal setting, strategy developing, resource identifying” quarterly or monthly conferences with each of your salespeople? If you answered “Yes” to all the questions, you shouldn’t have read this article—you’re doing everything right. If you have some “No’s,” each of them represents an area on which to focus in order to strengthen your sales management. – Dave Kahle is a leading sales authority and author of numerous books, including How to Sell Anything to Anyone Anytime (www.davekahle.com).

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NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION

SPECIAL ISSUE

Darren LaCroix on Leadership:

Your checklist to be the CEO of your dreams egrets suck!

Well-meaning people have trained our dream right out of us. Who have been the naysayers in your life? You may have had many, but the worst critic can be the one in our own head. You may doubt yourself, thinking, “I’m not good enough,” or “As soon as I…, then I’ll start on my dream.” No! Enough is enough. It’s time. Your time. So, where do you start? What do you need? How about a checklist? Reverse engineer any big goal you’ve ever accomplished and you will find most of these essentials. Look at any hero’s success story and you’ll find these too. Here is a plan for your next big dream! What would be essential to making the new dream come true? Here are the bare bones essentials: [ ] Decide. Don’t just dip your toe in the water, dive all in. No ridiculous dreams came true without that commitment. As soon as you truly commit, the world shifts. Your world shifts. You start doing things that you just thought about before you decided. If you look at a week of your life, would you see evidence of your commitment and decision? Don’t be a hobbyist, be a lobbyist for your dream. Go all in! [ ] Create a Visual of Your End Goal. What does your end goal look like? Having a constant reminder keeps your brain engaged and your subconscious mind working even when you are not. At random times you’ll have random ideas that may just get you to your next breakthrough. What would your end goal look like?

[ ] Self-Belief. What belief do you need to work on? To reach a ridiculous dream we usually need to change a self-identity. How would someone who achieved the dream you have look at themselves? Identify it and find a way to build it. Breakthroughs that you experience along the way will help create the new self-identity. You may not immediately notice when it happens, but people who are close to you will notice your shift. It will be cool to hear. [ ] Pray/Meditate. Often. Daily is recommended. Enough said. [ ] New Habits. Habits, good or bad, affect us more than we would like to admit. Practice? Yup, both important,

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but not nearly as critical as the habit of (insert your dream here). For your ridiculous dream, there will be a few critical habits you need to create. Find out what they are and commit to yourself. [ ] Accountability Buddies. In addition to committing to yourself, find two accountability buddies. Be careful who you choose. Your choice alone could make or break your dream. You need to find someone who knows you, you can be vulnerable with, will call you out on your B.S., all while being encouraging. Not an easy choice. Remember, though, you are the CEO of your dream, if they aren’t helping move you forward, find another. Try sitting down with them over coffee or Building-Products.com

a glass of wine and tell them what you are doing and why. Your why is important to them helping you out during the tough times. Come up with a plan that works for both of you how often you will check in and how. Who could be your accountability buddies? [ ] Direction. If you are going to put in the effort, wouldn’t it make sense to work in the right direction? The biggest thing that causes doubt is working really hard and making no progress. No progress leads to doubt. What courses could you take that would give you direction? Do your due diligence! There are many people trying to sell people who have big dreams. Don’t over complicate it. Also, don’t listen to someone who has zero experience in the area of your dream. Period. They may be successful elsewhere, but seek out people with experience and credibility in the area of your dream. [ ] Feedback. Here’s a formula called: The Math to Mastery. Effort X (Direction + Feedback) = Mastery. Once you choose a direction, you must seek out feedback from a mentor, coach or a guide with experience in that area. You need that voice of experience who has seen many work hard in the wrong direction. You will get off track due to our engrained thoughts, habits and programming. Like when you take a wrong turn and your GPS says “recalculating.” No harm, no judgment, just that voice of reason helping your course correct. This is critical because too much effort and time in the wrong direction will lead to doubt. Your guides and mentors will come and go on your journey and they will take different shapes, forms and lengths of time alongside you. Who will your journey start with?

Save the Date for NAWLA Traders Market

Mark your calendar and plan to join us for the 2022 NAWLA Traders Market Nov. 9-11 in Phoenix, Az. Since 1996, Traders Market has held a unique position among lumber and building material tradeshows as the only one focused almost exclusively on the lumber supply chain. Unlike other shows, the exhibitors are almost always manufacturers of lumber and lumber-related products, not machinery or other equipment providers. Highlights will include eight hours of tradeshow floor time to buy, sell and network; more than three hours of dedicated networking time outside of tradeshow hours; and the opportunity to meet with NAWLA members from across the country in one location.

[ ] Momentum. Make no mistake, momentum is essential along your dream journey. That is why you need habits. Momentum gets to our next breakthrough. When you have breakthroughs, you’ll feel invincible for a while. It will pass. Momentum will get you past, over, around and through the blockades on your journey. Make it a goal to gain momentum. [ ] Letting Go. Yes, the song from Disney’s Frozen may come to mind. In order to make changes, you need to make changes. Make sense? Don’t over dramatize. Change is a sheep in wolf’s clothing. What are some of the habits that do not serve you, your family or your dream? They can be time suckers. Who are some of people who do not deserve to influence your thoughts as much? You don’t have to rid them from your life, but you may consider giving them less ear time. The people around us influence us, whether we like it or not, good or bad. What else should be on your checklist for your dream? You? What’s your dream? Are you serious about it? Use this checklist and start checking! It’s your dream. You are the CEO of your dream. No one else can be. – Darren LaCroix is founder of Stage Time University.com, a popular public speaker, the author of Seventeen Minutes to Your Dream, and co-host of Unforgettable Presentations podcast. For more information, visit www.17minutestoyourdream.com.

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May 2022 n The Merchant Magazine n

only area out there that is still green and growing,” said Mecham,

Respecting the forest, honoring the past, building the future.

Interfor Selling Acorn Sawmill

Manufacturers of 6 million bd. ft. monthly of

Interfor Corp. has agreed to sell its Acorn specialty sawmill located near Vancouver, B.C., to an affiliate of San Industries Ltd. The deal is expected to close in the second quarter. The mill is located on an approximately 30-acre leased site on the Fraser River in Delta, B.C. It was built in 1963 and acquired by Interfor in 2001 from Primex Forest Products. The mill specializes in producing lumber squares for the traditional Japanese home market; most of the production Specializing Softwood Species is exported to Asia. It hasin a two-shift annual capacity of 140 million bd. ft. year, but hasin been operatingCedars on a one-shift with anper Emphasis Western basis for many years. The 56 million bd. ft. of lumber it proCircle Sawn • Wire Brushed • Hand Hewn duced in 2021 represented approximately 2% of Interfor’s total•company-wide production for the year. Timbers • Boards • Patterns • Log Cabin The San Group intends to continue operating the mill.

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• Peeled/Turned Logs • Corbels • Split Rail

Standard & Custom Match Patterns Oldcastle APG has acquired Calstone, Northern California-based manufacturer of pavers, concrete masonry, segIn-House Factory mental retaining walls, and packaged products. Priming & Staining Serving high-demand hardscapes markets including San Francisco, Sacramento, San Jose, and the Central Valley-arCertified Grading ea, Calstone has an established reputation for its exceptional product quality and customer-centric approach to business among professionals and customers across the building products industry. “This is a strategically important addition to the Oldcastle APG family as we strive to offer complete outdoor living solutions to our customers across the country,” said Tim Ortman, president, Oldcastle APG. “Calstone fits seamlessly into APG’s existing portfolio, elevating our product lines and January 2022 n inThe MerchanttoMagazine n 35 manufacturing capabilities California a new level.” Established in 1947, Calstone operates out of three manufacturing facilities located in Tracy, Gilroy and San Martin. Over the past 75 years, Calstone has pursued continual 12/21/2021 product innovation to exceed customer expectations and sustain its position as a leader in the residential and commercial construction sectors. With its strong presence in the growing Northern California market, Calstone provides Oldcastle the opportunity to generate meaningful synergies and better serve customers in the region. Moreover, the addition of Calstone strengthens Oldcastle APG’s ability to meet the growing demand for sustainable building products, as Calstone’s circular production process incorporates the use of recycled materials.

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“Focused on the future with respect for tradition”

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Terminal Forest Products, Richmond, B.C., is investing in a new log positioning infeed system, scheduled to be installed early in 2023. It will feed an existing chipper canter, twin bandmill, and double-arbor gangsaw. The new infeed system will include an autorotation log scanner upstream from a quad roll log turner and Precision Geometric Log Rotation (PGLR) system. The PGLR system simultaneously verifies the accuracy of a mill’s autorotation system and automatically makes any necessary correction turns, ensuring the best turn on every log. The PGLR utilizes USNR’s BioLuma 3900L lineal sensors that deliver more value and recovery through advanced optimization. The increased scan data and the flexibility of the new infeed will allow the customer to recover more value and fiber from each log. Building-Products.com

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Do It Best Taking Show on the Road

After another successful spring market, Do it Best is moving forward with a redesigned approach for its 2023 spring market that brings together the best of the online and inperson market experiences in a new way. “Over the last two years, we’ve had a lot of opportunities to talk with our members and vendors about what they value most in a market experience,” shared Do it Best president and CEO Dan Starr. “What’s come through loud and clear is how important it is for people to come together. We’ve always offered that at our markets—and will continue to do so. But, just as we encourage our members to regularly refresh their stores to excite their customers, we’ve reimagined a spring market that delivers something different and valuable for our members and vendors. I’m pleased to share that starting next year, Do it Best will move its spring market out of its traditional home in Indianapolis and take it on the road to various locations around the country, starting with Orlando, Fl., from March 11-13, 2023.” The re-envisioned spring market will be built to facilitate product purchasing and member networking and engagement. “The virtual element of the market will continue to offer the full range of vendors’ products and market specials our member-owners have come to count on,” noted VP of marketing Rich Lynch. “The in-person portion will feature the great market deals, supported by vendors who are ready to show and talk about what’s new. Attractions like the New Item Gallery and the Launch Zone will feature even more new products to create excitement in-store and online. In addition, our members will have a number of opportunities to take part in great sessions to add fuel to their selling engines. Planned networking and social events will help everyone leave recharged

for the busy spring season.” While this will be a notable change for spring markets, Do it Best will continue to host its fall market in Indianapolis, including the annual Shareholders’ Meeting, President’s Address, and rebate distribution.

Forest2Market Unites with Wood Resources International

ResourceWise, the newly formed parent company of Forest2Market, Charlotte, N.C., has acquired Wood Resources International (WRI). WRI publishes Wood Resource Quarterly, a market report that tracks log, wood chip, lumber, and pellet prices on a global basis. The company will now be known as Wood Resources International, a ResourceWise company. WRI president Håkan Ekström will join the ResourceWise team. ResourceWise is a group of companies that provide data, analytics and market insight to natural resource-based commodity markets. Currently serving the global forest products and chemical value chains, its mission is to expand into other commodity markets as well. The addition of WRI supports its “long-term objective to be the leading source of data and analytics platforms to a range of global commodity markets,” said Pete Stewart, CEO of ResourceWise. “With the acquisition of WRI, ResourceWise gains not only Ekström’s more than 30 years of global forest products industry experience, but also wood fiber price data for more than 20 countries over the course of 25+ years. This data will augment the data that Forest2Market has collected in North America for 22 years, and Ekström’s expertise will allow us to more robustly cover the analytics and consulting needs of our customers worldwide.”

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NEW WEBSITE, new logo, and new tagline are part of HDI’s rebranding.

Hardwoods Shows Off New Look

Hardwoods Specialty Products has unveiled a new logo/ brand identity as well as an innovative new website. The contemporized branding pays homage to the company’s 90-year heritage, while lighting a path for the next phase of its growth as one of the largest suppliers of architectural and decorative materials in North America. The refreshed color scheme of Hardwoods Specialty Products’ abbreviated new logo is supported by the tagline, “Materials That Inspire.” The new website at www.hardwoods-inc.com employs engaging and dynamic elements to enhance the visitor’s ability to quickly find what they are looking for among the thousands of SKUs of products categorized on the site. The extensive collection of products includes hardwood plywood, prefinished decorative architectural panels, high-gloss, matte and synthetic panels, decorative veneers, solid surfaces, TFL,

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HPL, and as always top-quality hardwood lumber. Key features of the new site include: • Multilingual. In addition to English, visitors can select French, Spanish, Italian, Punjabi or Hindi to browse the site. • Dynamic graphics. The revolving slideshow on the home page incorporates eye-catching video snippets that help tell Hardwoods’ story and highlight the hardwood lumber, panel and other architectural products that the company offers. • Enhanced products finder. Visitors can browse products under key categories like TFL, particleboard or hardwood plywood. In addition, individual microsites allow visitors to browse all of the products that Hardwoods offers from a specific supplier. • Individualized branch location finder. The microsite approach also applies to highlighting each of Hardwoods’ 32 branch locations, allowing customers to access information specific to their Hardwoods’ distribution center. A number of locations offer a video tour inside of the warehouse showcasing the extensive and diverse inventory that is on hand for customers. • A&D Resources: Links to the DesignOneSource website provide support to Hardwoods’ architectural and design clients across North America. “The launch of Hardwoods’ new brand identity marks a new era for the company and also a reminder of how far the company has evolved from its original roots,” said marketing director Gord Clough. “The new logo is for us a symbol of a culmination of many industry-leading advancements that we have made in redefining our role as a valued supplier to customers and an excellent partner to our suppliers.”

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HIXSON LUMBER COMPANY

NEW PRODUCT awards were presented by LMC head Paul Ryan to (left) Ryan Shumaker and Daniel Milkie for Ekena Millwork Faux Wood Shutters, to (center) Lars Feenstra for VELUX Solar Powered Skylight, and to (right) Jeff Byers for ClipStone ColumnWrap.

LMC hosts “Super Bowl” of LBM events in Tampa

For the first time in two years, the LMC network of dealers, suppliers, and staff met in person for the 2022 LMC Annual from March 23-25 in Tampa, Fl.

Dealers attended high-level professional education seminars, took advantage of show specials, and discovered new products at what attendees call the

n The Merchant Magazine n May 2022

“Super Bowl” of LBM events. “The LMC Annual is one of the top events in the LBM industry where thought leaders convene for the best

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market insight, purchasing opportunities, and networking,” said Sean Tighe, LMC senior VP of purchasing. “Most importantly for the industry, the strong purchasing results indicate a positive market outlook for the rest of the year.” During the show, dealers met with key supplier partners to learn about new products and make purchases to prepare for prime building season. The LMC team was also on hand to help build new relationships and offer expert insight into the state of the market. “We take great pride in the relationships that we’ve built within the LBM industry,” said LMC president/CEO Paul Ryan. “While it is important to provide our dealers with great purchasing opportunities, the LMC Annual also allows us to reconnect in person and continue building the foundation to meaningful and lasting relationships within our network.” Seminars were led by members of the LMC team and suppliers such as ModernView, Epicor and Kenzai USA. Additional highlights included NFL MVP and Super Bowl champion Joe Theismann as the keynote speaker, the LMC Party—“LMC Rocks at Raymond James Stadium,” held at the home of the Tampa Bay Buccaneers, and the 21st Century Leaders Night Out at Splitsville that hosted the top young leaders in the LBM industry. Ryan spoke at the LMC Update Breakfast and the Stockholders Meeting about the state of the industry, supply and labor challenges, and the mostly sunny outlook for 2022 and beyond. He reported on tremendous growth with combined dealer retail sales totaling $25 billion with over 400 members, and $7.9 billion of their purchases through LMC in 2021. Ryan also took time to recognize the most recent national Dealer of the Year award winners—Maine’s Hancock Lumber and Wyoming’s Capital Lumber. During the event, three products were voted the year’s “Best New Products”: Ekena Millwork Faux Wood Shutters (1st place), VELUX Solar Powered Skylight (2nd place), and ClipStone ColumnWrap (3rd place). Exhibitors submitted over 80 new products for the competition that were displayed on the show floor in the “new products” section. Dealers voted by dropping their business card in a designated box next to the product. The 2023 LMC Annual will take place at the Charlotte Convention Center, Charlotte, N.C., from March 8-10, 2023. Building-Products.com

May 2022 n The Merchant Magazine n

Red-Hot Remodeling Growth to Ease in 2023 Expenditures for improvements and repairs to the owner-occupied housing stock are expected to grow throughout 2022 and into early next year, but at a decelerating pace, according to the most recent Leading Indicator of Remodeling Activity by the Remodeling Futures Program at the Joint Center for Housing Studies of Harvard University. The LIRA projects that year-overyear increases in residential renovation and maintenance spending will peak at 19.7% in the third quarter of this year

before sliding downward to 15.1% in the first quarter of 2023. “Massive increases in house price appreciation and the resulting levels of tappable home equity will continue to support remodeling activity this year and into next,” said Carlos Martín, project director of the Remodeling Futures Program. “Many other market indicators including existing home sales, renovation permitting, and retail sales of building materials also continue to grow at high, albeit slowing, rates.”

n The Merchant Magazine n May 2022

“The level of annual expenditures for home improvements and repairs is set to expand to nearly $450 billion by the first quarter of 2023,” added Abbe Will, associate project director of the Remodeling Futures Program. “Yet, the rising costs of project financing, construction materials, and labor, as well as growing concerns about a broader economic slowdown or recession may further slow remodeling growth.” Year-over-year spending growth held steady at 1-3% from 2019-Q4 to 2020-Q4 followed by a gradual acceleration to 11.5% in 2022-Q1; growth is projected to accelerate faster to a peak of 19.7% through 2022-Q3 before softening to 15.1% in 2023-Q1. Annual spending levels are expected to increase from $391 billion through 2022-Q1 to $449 billion through 2023-Q1.

M-D Reorganizes Divisions

M-D Building Products, Oklahoma City, Ok., has formed four brand portfolio strategic business units to “create efficiencies to strengthen the customer experience.” Operations include residential and commercial weatherization, flooring, caulking, and specialty extrusion products. The four new business units include

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M-D Consumer; M-D Manufactured Solutions and Cardinal Aluminum; M-D Pro and Canadian Consumer; and Tower Sealants. M-D will continue to operate Morse Industries in Seattle, Wa., and Cardinal Architectural, Louisville, Ky., as independent operational groups. “As the market continues to evolve, we are creating simplicity and greater efficiencies for our customers and partners with a focus on improving consumer experience on a channel-by-channel basis,” said president Ryan Plotkin. “The new organizational structure will also allow us continued scale and growth at the same aggressive pace that we have experienced over the last decade. We will better serve our valued customers across the globe through supply chain management, leveraging our vast domestic manufacturing and sourcing capabilities, as well as cross-functional marketing and sales competencies.”

Arson Suspect Arrested After Fire Destroys San Jose Depot

A suspect has been arrested on suspicion of starting a fire on April 9 that burned Home Depot’s San Jose, Ca., home center to the ground. Dyllin Jaycruz Gogue, 27, stands accused of setting the fire as a diversion so he could steal a cart full of tools. As the flames “sent employees and customers running for their lives,” said Santa Clara County District Attorney Jeff Rosen, Gogue allegedly attempted to exit with the tools, but was stopped by an employee and fled. The 98,827-sq. ft. store was deemed a total loss, in addition to the destruction of an estimated $17 million in inventory. In addition to arson, Gogue is accused of a rash of thefts in the area that date back to October. He now faces 10 felo-

ny counts, including aggravated arson, arson of an inhabited structure, grand theft, and three petty theft misdemeanors. If convicted, Gogue could face 14 years to life in prison. He is scheduled to enter a plea at a court hearing on June 1.

Metrie Finalizes EL & EL Deal

Metrie, North America’s largest manufacturer and distributor of millwork solutions, has completed its acquisition of EL & EL Wood Products Corp., Chino, Ca. “We want our existing customers, suppliers, and other stakeholders in the Southwest to know that this transaction will not change our customer excellence mindset,” said Metrie president and CEO Kent Bowie. “To showcase that continuity of service, for the foreseeable future the Southwest business will carry both the Metrie and EL & EL names.” The Metrie EL & EL business in the Southwest will continue to be managed by Lincoln Orellana, regional director, California, who has been with EL & EL for nine years. “We now have a strong presence in every strategic market in Canada and the U.S.; and we are still growing. For family-owned businesses seeking financial and ownership optionality in a consolidating market, like EL & EL Wood Products, Metrie can be a friendly partner of choice,” concluded Bowie.

Copeland Yard Declared Historic Site

Copeland Lumber’s former lumberyard in Minden, Nv., has been listed on the Nevada Register of Historic Places. The site was first occupied by Minden Wood & Lumber Co. in 1908. After numerous ownership changes, Copeland purchased the property in 1953 and built the distinctive structure not long after. Copeland closed the yard in 1992 and it is currently owned by the Carson Valley Arts Council.

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May 2022 n The Merchant Magazine n

NEW Products

Sleek Connections

Simpson Strong-Tie has added a new 2” structural wood screw to its expanding line of Outdoor Accents Essentials decorative hardware, joining the existing 3-1/2” and 5-1/2” sizes. Ideal for use as a decorative structural fastener that can be used with either the line’s Mission or Avant Collection, the new screw can also be used separately to add flair to any outdoor project. It features a black double-barrier coating for corrosion protection across many outdoor applications and a Type-17 point to provide easy installation without the need for pre-drilling. Its low-profile head provides a clean, concealed appearance, while six-lobe recess ensures easy, secure driving and longer bit life. The fastener is code listed in IAPMO ER-192 and provides a versatile, high-performance fastening solution and a stylish finish to any DIY wood-towood projects as well as 2x, 2x rough and 3x lumber connections using Outdoor Accents hardware.

Rapid-Fire Hammer

Maze Nails is now distributing the Deliverance Powered Safety Hammer, including the “Mini-Jack Hammer Model MJH-A1,” which reportedly makes driving nails safer, easier and more accurate. The air tool’s design eliminates the need for skilled nail pounding—since the tool now does the work that previously demanded a strong arm and good hand-eye coordination. The hammer can fire hundreds of different types of economical, bulk nails, so users are not limited to whatever nails are in their pneumatic tool. Although, at 5 lbs., the tool is lightweight, it’s still able to drive long nails and spikes with ease. n MAZENAILS.COM (800) 435-5949

n STRONGTIE.COM/OUTDOORACCENTS (800) 999-5099

Spacers for PowerLag Fasteners Somfy’s new Li-ion Solar Panel provides a greener alternative to power WireFree motorized window shades and blinds. The innovative solar charger works in conjunction with long-life batteries that provide enhanced performance and convenience by decreasing the need for battery replacement. Compatible with most Somfy powered WireFree window coverings, the panel’s discreet low profile is easy to conceal and preserves the design of the window.

Deck2wall Spacer model SWS is now approved for use with SPAX PowerLag Fasteners. The polypropylene spacers are designed to be installed between a deck and house, allowing water and debris to ﬂow between the ledger and the house, to promote circulation and drying, and prevent rot. The approved screws are available in 5/16” and 3/8” diameter, and have two different head types to choose from, T-Star and Hex drive. The spacers are included in the updated PowerLag fastening table which, along with an engineering letter, is available at Deck2wall’s website.

n SOMFYSYSTEMS.COM (609) 395-1300

n DECK2WALLSPACER.COM (888) 577-2237

Solar-Powered Shade

n The Merchant Magazine n May 2022

Building-Products.com

Carry On

DeWalt has added 11” and 22” tool bags to its ToughSystem 2.0 Storage line. Designed to withstand extreme conditions on the job, the new totes are made with durable dirt-repellent 1680D Ballistic Nylon and a waterproof base. A bungee cord on each bag allows for additional storage space, and both bags have separate designated compartments for power tools, hand tools, tablets and other electronic devices, and personal belongings. The Compact 11” model offers more than 25 pockets, a 40-lb. capacity, double-sided accessibility, shoulder strap, and carry handles. The 22” Jobsite Tool Bag has 50+ pockets and a 77-lb. load capacity. n DEWALT.COM (800) 433-9258

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Charge & Swap

The new RYOBI USB Lithium Screwdriver Kit features a removable battery that is interchangeable among the USB Lithium family of tools. The tool features a pivoting head, giving users increased accessibility to fasteners during any application. An onboard bit storage conveniently holds one 2” bit or two 1” bits to ensure they don’t get lost. Dual LED worklights create added visibility when working in dimly lit spaces or where extra illumination is needed. n RYOBITOOLS.COM (800) 525-2579

May 2022 n The Merchant Magazine n

OSB Meets XPS

LP NovaCore Thermal Insulated Sheathing from LP Building Solutions is dual-layered and designed to minimize thermal bridging and energy loss, helping to make structures more energy-saving and cost-efficient over time. Designed to defend against heat and cold, the sheathing panels provide a continuous extruded polystyrene (XPS) layer between interior home spaces and the outside world, making it one of the only insulated panel products on the market that combines XPS foam with an OSB substrate. XPS foam reportedly provides continuous insulation with a higher R-value than standard sheathing and does not deteriorate over time. n LPCORP.COM (888) 820-0325

n The Merchant Magazine n May 2022

Black Stone

Novik has added Onyx, a popular deep black tone, to its NovikStone Dry Stack Stone and Premium Hand-Cut lines of stone siding. The distinctive dark color, which is a best seller in Novik’s Stacked Stone line, delivers a striking appearance that adds drama and contrast to mixed-material exteriors. Dry Stack offers the intricate detail of precision-laid dry stack stone, while Premium Hand-Cut captures the beauty and texture of hand-chiseled stone. n NOVIK.COM (888) 847-8057

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FSC Hardwood Decking

RED GRANDIS

Stylish & Sustainable Acoustics

Sound Seal has expanded its WoodTrends line with the introduction of Timber-Stix acoustical panels. Made of wood-veneered MDF board facing and black P.E.T. felt backing made from recycled plastic, the 2”x8” panels are both stylish and sustainable. Easy to cut and install, the panels come in four colors: Walnut, Light Oak, Dark Oak and Grey Oak.

Red Grandis is a Plantation Grown FSC Hardwood Decking that stands up to wear and tear in any climate. Take pride in the look and feel this exceptional decking delivers while knowing the oversight of FSC is protecting the environmental aspect.

n SOUNDSEAL.COM (413) 789-1770

1 Specie + 1 Plantation + 1 Mill = Red Grandis Decking Also Specializing in Softwood Species with an Emphasis in Western Cedars Circle Sawn • Wire Brushed • Hand Hewn • Timbers • Boards • Patterns • Log Cabin • Peeled/Turned Logs • Corbels • Split Rail • Aged Wood Process

Two New for Fastening

Wafer-Head Construction and Finish Trim screws from Simpson Strong-Tie provide contractors, homeowners and DIYers with versatile fastening solutions that are ideal for a full range of home improvement projects from cabinetry to framing to installing trim and molding and more. The screws’ patented SawTooth point eliminates the need for predrilling, while a six-lobe recessed head makes driving secure fast, and easy. Available in #8 x 1-1/4”, 1-1/2”, 2”, 2-1/2”, and 3” lengths, the wafer-head screws provide a strong, reliable connection with little effort. The wafer head increases pull-through resistance to hold materials in place for the long term. For projects that demand a faster fastener with a finer finish, Finish Trim screws feature under-head threads for cleaner countersinking and a compact, low-profile cylinder head for a clean, concealed appearance. They come in sizes from 1-1/4” to 5”. n STRONGTIE.COM (800) 999-5099

Building-Products.com

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May 2022 n The Merchant Magazine n

Laser Focused

ODL’s new decorative doorglass products reflect today’s architectural trends involving crisp lines and interesting patterns and textures, while maximizing privacy and increasing the amount of natural light that enters the home. The new designs—Dorian, Celebration, Swirl, Timber, Mistify White, and Ryder— were developed with meticulous attention to both current and forecasted trends in interior design and style.

Built for focused leveling applications, Milwaukee’s new M12 Green 360° Single Plane Laser delivers more power, visibility, and easier set-up, improving jobsite efficiency. Utilizing an M12 RedLithium XC 4.0 battery, users can get 30+ hours of continuous runtime, and the brightest green laser offers users superior visibility with up to a 250-ft. diameter. The laser is fitted with a tether-ready lanyard loop to help eliminate drops, and the amplified rare earth magnets provide a secure hold, ensuring it won’t slide on steel studs and allowing users to set up anywhere.

n ODL.COM (800) 253-3900

n MILWAUKEETOOL.COM (800) 729-3878

Securing Fascia

Envision Outdoor Living’s new Deckfast Fascia System helps ensure fascia boards don’t move against the fasteners, for a cleaner, streamlined look. The system includes a special fascia tool with pre-set countersink and color-coated Headcote stainless steel or epoxy-coated carbon steel fascia screws. Predrilling with the tool creates an oversized hole that will allow the board to float on the screw to better accommodate expansion and contraction. Screws come in 100-count packs to cover 44 linear ft. n ENVISIONOUTDOORLIVING.COM (800) 253-1401

Decorative Doorglass

n The Merchant Magazine n May 2022

Building-Products.com

PAU LOPE®

IN MEMORIAM Fred Squire Murr, 80, retired yard manager and purchasing agent for Flintco Lumber & Components, Colorado Springs, Co., died March 4 after a battle with lung cancer. He started in the lumber industry at age 17, unloading rail cars for Collier Lumber Co. The temporary job turned into a 30-year career with the company, which later became Flintco. He worked his way up the ranks from truck driver to dispatcher, before spending many years as manager and buyer before the yard closed in 1998. Richard Mark “Rich” Copeland, co-owner of Plywood Distributors, Spokane, Wa., passed away March 11 at the age of 89. After his discharge from the Marine Corps, he worked for Long Bell Lumber Co. and the Wood Conversion Co., Spokane. He would later become a partner in Plywood Distributors, before teaming with Jim Albright to form CA Company. Robert “Bob” Fairchild, 87, former manager of Tum-a-Lum Lumber Co., Ellensburg, Or., passed away April 10. He managed the yard from 1962 until retiring in 1984 to pursue his artistic interest in picture framing. Sterling Leon Purser, 67, former outside salesman in Utah for Anderson Lumber and Franklin Building Supply, died Feb. 28 in Logan, Ut. Dean Richard Hurn, 84, western Washington sawmill magnate, died March 3. Dean began working in the woods in 1956, starting up his own cedar mill in Concrete, Wa. At the request of Peninsula Plywood, he relocated to Beaver, Wa., in 1965 to establish another cedar mill. He launched Hoh River Timber Co., Beaver, in 1975, and later a shake and shingle mill, Sol Duc Shake, Beaver. Before spotted owl-related restrictions helped reduce his company to four employees in the 1990s, he operated six mills with 220 workers. He was past president of the Olympic Logging Conference, Pacific Logging Conference, and Red Cedar Shake & Shingle Bureau, and in 2020 received the West End Business & Professional Association’s annual Pioneer Logger Award. Building-Products.com

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Producing healthy forests and manufacturing quality forest products. May 2022 n The Merchant Magazine n

Spring swings for WCLBMA

11 WEST COAST Lumber & Building Material Association hit the links April 14 at Black Gold Golf Club, Yorba Linda, Ca. [1] Pete Meichtry, Clyde Jennings, John Allen, Rex Klopfer. [2] Gus Suarez, Gary Moody, Chris Freeman, Sean Cartwright. [3] Mike Smith, Garrett Backstrom, Craig Crafton, Ted Smith. [4] Bob Nagle, Jonathan Shelton, Jeff Norihiro, John Seely. [5] Teddy Smith, Pat Woolstenhulme, Charley Melkonian, Gary Roffers. [6] Omar Diaz, Scott

n The Merchant Magazine n May 2022

Sexton, Vaughan Barker, Keith Hitchcock. [7] Karim Bedran, Frank Bader, Jesse Jackson, Randy Jackson. [8] Deonn DeFord, Troy Turner, Jack Butler. [9] Josh Coyne, Ryan Jamison, Josh Orr, Cameron Rankin. [10] Bret Visciglia, Joe LaBerge, Greg Mitchell, Parker Woodley. [11] Jake Peppard, Matt Perine, Jaeson Fikse, Ian Souza. [12] Sam O’Quinn, David Abbott, Derek Fox, Dan Delaney. (More photos on next two pages) Building-Products.com

WCLBMA GOLF

SOUTHERN CAL. GOLFERS (continued from previous page): [13] Bret Anthony, Kim Welch, Chip Barker, Taylor Hart. [14] Tyrone Smith, Michael Ochoa, David Baron, Chris Barentson. [15] George Godoy, Ruben Cervantes, Carl Suderman, Erik Noguera. [16] David Cunningham, Sean Ryan, Dave Fraser, Danny Fraser. [17] Clayton Welch, Kevin Richter, Mike DeSimone, Dan Devlin. [18] Daniel Hines, Bill Young, Pete Ganahl, Jason Schulze. [19] Hank Building-Products.com

Hornsveld, Bert McKee, Thom Wright, Chris Carpenter. [20] Marcus Fortugno, Jason Godfrey, Rafael Ayala, Steven Olson. [21] Ray Torres, Jason Womack, Brian Bunt, Dave Rogers. [22] Jose Valencia, Jake Schauer, Barrett Burt, Luis Rojas. [23] Victor Salvatierra, David Vejar, Sergio Paz, David Vigil. [24] Al Reed, Dwayne Kurkowski, Frank Huerta, Craig Evans. [25] Gabe Delgado, Mikhail Mikhailov, Jacqueline Palazzolo. (More photos on next page)

May 2022 n The Merchant Magazine n

Photos by The Merchant

WCLBMA GOLF Photos by The Merchant

WCLBMA GOLFING (continued from two previous pages): [26] Raul Torres, Nathan Wetter, Patrick Black. [27] Stephanie Barrios, Jean Henning, Charlene Valine. [28] Betsy Bendix, Chuck Casey. [29] Sean Seymour, Chris Meichtry, Wayne Kerr, Damien Simpson. [30] Sean Cummings, Jenny Salas. [31] Zoey Stapenhorst, Matt Fink, Lindsey Grove. [32] Daniel Reyes, David Alcantar, Ryan Lauterborn, Vern O’Conner. [33] Angel Contreras, Cynthia Hernandez, Brian Kiphen, Tyler Potter. [34]

Miguel Chavez, Tony Pena, Kevin Johnson, Jared Stankenvich. [35] Chris Johnson, Kristina Notrica, Danny Sosa, Gavin Morris. [36] Marc Castro, Louis Alonzo, Mo Shearer, Steve Gonzalez. [37] John Pasqualetto, Harold Dodero, Scott Middaugh, Jon Hagen. [38] Mike Nicholson, Chase Roman, Frank Benjamin. [39] Stacy Smith, Susana Chavez. [40] Justin Sellers, Jen Burford, Danielle Lyle, Trace Haggard. [41] Steve Susdorf, Tim Dickison, Ryan Haag.

n The Merchant Magazine n May 2022

41 Building-Products.com

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DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. American Wood Protection Association – May 15-17, 118th annual meeting, Francis Marion Hotel, Charleston, S.C.; www.awpa.com. Southern California Hoo-Hoo Club – May 18, speaker meeting/golf, Chino, Ca.; www.hoohoo117.org. Montreal Wood Convention – May 24-25, Fairmont Queen Elizabeth Hotel, Montreal, Quebec; www.montrealwoodconvention.com. Willamette Valley Hoo-Hoo Club – June 3, annual golf tournament, Shadow Hills Country Club, Junction City, Or.; www.hoohoo.org. Sustainable Forestry Initiative/Project Learning Tree – June 1317, annual conference, Madison, Wi.; www.forests.org. Window & Door Manufacturers Association – June 14-16, technical & manufacturing conference, Minneapolis, Mn.; www.wdma.com. National Lawn & Garden Show – June 14-15, Sheraton DFW Airport Hotel, Irving, Tx.; www.nlgshow.com. National Association of Home Builders – June 14-18, legislative conference & leadership meeting, Washington, D.C.; nahb.org.

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West Coast Lumber & Building Material Association – June 16, Northern California golf tournament, Chardonnay Golf Club, American Canyon, Ca.; www.lumberassociation.org. PCBC Summer Showcase – June 22-23 Moscone Center, San Francisco, Ca.; www.pcbc.com. Western Wood Preservers Institute – June 26-28, summer meeting, Whitefish, Mt.; www.wwpinstitute.org. West Coast Lumber & Building Material Association – July 21-22, 2nd Growth annual summer conference, Omni Rancho Las Palmas, Palm Springs, Ca.; www.lumberassociation.org. Mountain States Lumber & Building Material Dealers Assn. – July 27, golf tournament, Fossil Trace, Golden, Co.; www.mslbmda.org. Umpqua Valley Lumber Association – Aug. 2-5, customer appreciation event, Roseburg, Or.; leslies@cdlumber.com. Southern California Hoo-Hoo Club – Aug. 5-7, couples weekend, Hilton Palm Springs, Palm Springs, Ca.; www.hoohoo117.org. Ace Hardware – Aug. 15-17, fall convention, McCormick Place, Chicago, Il.; www.acehardware.com. Mountain States Lumber & Building Material Dealers Association – Aug. 26, clay shoot, Brighton, Co.; www.mslbmda.org.

May 2022 n The Merchant Magazine n

CENTENNIAL Flashback

The 1960s • We s t e r n Wo o d Products Association m a d e i t s M e rc h a n t debut in August 1964, with its formation from the merging of the Western Pine and West Coast Lumbermen’s Associations.

o mark this year’s 100th anniversary of The Merchant Magazine, we are looking back month by month, decade by decade, at the advertisers that have long supported us and are still growing strong to this day. The 1960s showed an increasingly wide range of products and equipment for lumber dealers. • Ford began making cars in 1908 and nine years later introduced its first truck, the Model TT, meeting demands for a vehicle that could haul heavier loads and provide greater utility for work and deliveries. The company started targeting the lumber industry in April of 1962 in The Merchant Magazine, promoting i t s E c o n o l i n e Va n , Econoline Pickup, and Styleside Pickup, starting at under $2,000. •

Potlatch was launched as a forestland owner in 1903 by a group of investors that included Frederick Weyerhaeuser. Three years later, it opened its first sawmill in what would become Potlatch, Id. By the time the company introduced its Electro-Lam beams in The Merchant in June 1963, it had operations in 12 states and four countries. Merging with Deltic Timber in 2018, it is now known as PotlatchDeltic.

• Reel Lumber Service is celebrating its 90th anniversary. E.G. Reel’s original yard in Los Angeles opened in 1932 stocking 10 species of lumber, and has since grown to four So. Cal. locations stocking and milling 40 different species. Now in its fourth generation, Reel has been a valued partner of The Merchant since December 1963.

n The Merchant Magazine n May 2022

doors (as seen in The Merchant in December 1964) and ultimately into today’s tissue products powerhouse, with its brands including Kleenex, Scott, Viva, Huggies, Depends, Kotex and Cottonelle.

• Kimberly-Clark this year is marking its 150th anniversary, expanding from a paper mill to producer of lumber and

• Simpson Strong-Tie began advertising in The Merchant in May 1965, promoting its line of hangers, clips and other hardware. Nearly 60 years later, it is firmly established as the genuine connector brand for residential construction.

• Osmose was founded in Germany in the early 1930s after inventing a process and formula for preserving wood. Its American operations were organized in 1934 and began marketing the technology, equipment and chemicals to Merchant readers in December 1965. Koppers Inc. acquired the business and renamed it Koppers Performance Chemicals in 2014. • Duo-Fast was born in 1937 as Fastener Corp., a small Chicago manufacturer of hand-held staplers and fasteners. But its Duo-Fast brand products’ widespread acceptance by homebuilders can be traced to its intrdouction of its first pneumatic strip nailer in 1964. It advertised to the lumber industry in April 1966. Fastener Corp. adopted Duo-Fast as its corporate name in 1974 and was acquired by Illinois Tool Works in 1999.

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• Pella Doors got its start in 1925 in Pella, Ia., with the Kuyper family’s introduction of a newfangled window screen that rolled up and down like a shade. Pella steadily expanded to blinds, windows, grilles, doors (first seen in The Merchant in August of 1966), hardware and its own retail stores, all still owned by the Kuypers.

• Malm Fireplaces began in 1960 with a new, unique idea for free-standing fireplaces and gas appliances. It hoped to find new dealers and distributors by running in The Merchant in July of 1968.

• KVAL Machinery, launched by a Norwegian cabinetmaker, has been selling door machinery since 1947, as first advertised in The Merchant in March of 1967. • Pemko Manufacturing Co., has been a key manufacturer of weatherstripping products since 1952 (as promoted in The Merchant in January 1968). Pemko expanded into a full range of door components and in 2007 was purchased by Assa Abloy.

• Chicago Mercantile Exchange originated as the Chicago Butter and Egg Board, and gradually expanded to trading agricultural products, such as wheat and corn. It added lumber futures in October 1969. In 2007, CME merged with the Chicago Board of Trade to create CME Group. • Union Pacific was founded on July 1, 1862, when President Lincoln signed the Pacific Railway Act. Shipping construction materials, including lumber, has been a hallmark since the beginning, as marketed in The Merchant in December 1969.

• Boise Cascade was formed in 1957 through the merger of Cascade Lumber Co., Yakima, Wa., and Boise Payette Lumber Co., Boise, Id. Within a year, it had more than 100 retail outlets for its wholesale distribution business. It quickly expanded to a full range of forest products, paper, concrete, plastics, textiles, sand/gravel, and office products. Boise Cascade’s expansive marketing of rough-sawn Philippine mahogany siding in April of 1967 was one of The Merchant’s earliest full-color, multi-page advertisements.

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May 2022 n The Merchant Magazine n

ADVERTISERS Index Page

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

Pelican Bay Forest Products www.pelicanbayfp.com

Allweather Wood www.mendoco.com

PotlatchDeltic Corp. www.potlatchdeltic.com

Arxada www.wolmanizedwood.com

RDB Solutions www.rdb-solutions.com

Atlantis Rail Systems www.atlantisrail.com

Cover III, IV

Redwood Empire www.buyredwood.com

Avon Plastics www.armadillodeck.com

Sakrete www.sakrete.com

Barrette Outdoor Living www.barretteoutdoorliving.com

Shasta Green

Big Creek Lumber www.bigcreeklumber.com

Simpson Strong-Tie www.strongtie.com

Boise Cascade www.bc.com

Siskiyou Forest Products www.siskiyouforestproducts.com

California Cascade Industries www.californiacascade.com

Snider Industries www.sniderindustries.com

Capital www.capital-lumber.com

Sure Drive USA www.suredrive.com

Coastal Forest Products www.ironwoods.com

Swanson Group Sales Co. www.swansongroup.biz

Do it Best Corp. www.doitbestlbm.com

Fence Empire www.fenceempire.com

Timber Products Co. www.timberproducts.com

61, 62

526 Media Group www.526mediagroup.com

TIVA Building Products www.tivabp.com

Trex Co. www.trex.com

Thunderbolt Wood Treating www.thunderboltwoodtreating.com

Deck Building Solutions • 866-767-1850 • www.suredrive.com • sales@suredrive.com

Huff Lumber www.hufflumber.ne

Humboldt Sawmill www.mendoco.com

Unity Forest Products www.unityforest.com

International Wood Products www.iwpllc.com

UFP Industries www.ufpedge.com

Jones Wholesale Lumber www.joneswholesale.com

Cover II

West Fraser www.westfraser.com/osb

Koppers www.kopperspc.com/flamepr

Cover I, 37

Western Forest Products www.westernforest.com

MoistureShield www.moistureshield.com

Western Wood Products Association www.wwpa.org

MOSO North America www.moso-bamboo.com

Western Woods Inc. www.westernwoodsinc.com

North American Wholesale Lumber Assn. www.nawla.org

Weyerhaeuser www.weyerhaeuser.com

Pau Lope Co., The www.paulope.com

Yakama Forest Products www.yakamaforestproducts.com

n The Merchant Magazine n May 2022

Building-Products.com

THE POSSIBILITIES KEEP GROWING:

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

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

Call us at 707.894.4241 Visit us at buyRedwood.com

The

MERCHANT

Magazine

REDWOOD

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

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

Call us at 707.894.4241 Visit us at buyRedwood.com

The Merchant May 2022

Articles inside

acroSS the Board

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Product SPotlight

MoverS & ShakerS

Margin BuilderS