The
MERCHANT
JUNE 2016
Magazine
THE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922
THE GREEN ISSUE
June 2016
The
Volume 94 Number 12
MERCHANT
The
MERCHANT
Magazine
www.building-products.com
A publication of 526 Media Group, Inc.
Magazine
151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626
President/Publisher Patrick Adams padams@building-products.com Vice President, Marketing & Circulation Shelly Smith Adams sadams@building-products.com Publishers Emeritus David Cutler Alan Oakes Managing Editor David Koenig david@building-products.com Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Dwight Curran Director of Sales Chuck Casey chuck@building-products.com
Special Features
In Every Issue
8 FEATURE STORY
6 ACROSS THE BOARD 14 COMPETITIVE INTELLIGENCE 16 OLSEN ON SALES 18 EVANGELIST MARKETING 26 APP WATCH 30 MOVERS & SHAKERS 34 ASSOCIATION UPDATE 48 NEW PRODUCTS 60 IN MEMORIAM 60 CLASSIFIED MARKETPLACE 60 ADVERTISERS INDEX 61 DATE BOOK 62 FLASHBACK
SELLING SIDING WITH VISUALIZATION
10 MARGIN BUILDERS
UNDERSTANDING TRIM BASICS
12 MANAGEMENT TIPS
INSIDE A SOFTWARE TRANSITION
28 NAWLA: LOOKING AHEAD
MAKING THE CASE FOR SUSTAINABILITY
36 SPECIAL FOCUS: GREEN
• BUSINESS ARGUMENTS FOR GREEN • HOW TO GET FSC CERTIFIED • GREEN BUILDING TRENDS • INDOOR AIR QUALITY • ECO LABELING • GREEN MEETS UNIVERSAL DESIGN
52 EVENT RECAP
DO IT BEST SPRING MARKET
56 PHOTO RECAP
SOCAL GOLFERS FOR WARRIORS
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ACROSS the Board By Patrick Adams
Does anyone care any more?
T
has voted and, apparently, I’m officially “old.” When you begin muttering to yourself, believing that the world should be a certain way, and you stew on seemingly little things, I think most would say that’s part of getting old. It doesn’t seem that long ago that businesses cared. In that short sentence, I think the point can get easily lost. What I mean is that as a customer, I felt important. When I walked into an establishment, I felt like the employees were happy that a customer came in. They cared about helping me find exactly what I was in need of. I left feeling good about my purchase—not because they were the cheapest or the closest, but because I needed something, and they worked hard to provide it. Too often now, I feel like I’m bothering them by wanting to do business! My day started on a trip to Alabama. My flight was supposed to leave at 7:30 a.m., connect in Dallas, and arrive at around 6 p.m. I have TSA PreCheck, but was told agents decided not to open that line this morning and I would have to wait in the normal security line. An hour later, I got to my gate to discover my flight was delayed an hour, then another hour, then another hour. I checked with the gate agent to see if I should grab another flight to Dallas. Her response? “I don’t know, should you?” At 11 a.m., we took off and the story in Dallas only got worse. I could go on with all of the charming details, but the high point of my day was the taxi ride to the hotel in Alabama—at 1:15 a.m. The driver saw me coming, ran over, grabbed my luggage, and said, “You look like you’ve had a terrible day. Sit down, here’s a bottle of water. I’ll have you to your hotel in 20 minutes.” Even though my adventures getting home weren’t any better, I remember the great service of this cab driver who gave me his HE JURY
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number and picked me up at 4:00 a.m. for my return flight. All of this was essentially for a four-hour industry event and in those four hours, I saw the stark contrast in care and service to the roughly 24 hours of travel it took to get there. What I continue to think about is “what is the cost of bad service?” Will I ever fly this airline again? Almost certainly. Will I be happy about it? No. Will I race away to the first airline who treats me with even the slightest bit of care? YES! And so, there it is… the real cost. However, this isn’t just another story about how important customer satisfaction is. This airline sees that I’ve been loyal for over 20 years and have flown over 2 million miles with them, which easily can be factored into dollars spent. They see that I still do business with them, although much less, and must assume, “Well, everything must be fine and he just doesn’t travel as much anymore.” If they ever care again, it will be when they don’t see me for a stretch of time and at that point, it will be too late. The cost of bad service apparently doesn’t merit a column on today’s business spreadsheets. If business is up, then service to customers must be fine. If business is down, then the industry must be in challenging times, right? However, I look at it a different way. I don’t try to treat customers well so that they spend more money with me. I treat them well because I am genuinely interested in them and their business doing well. I treat them well because I believe it is a reflection on your character how you choose to treat someone else. But, it brings up an interesting point—how do you actually measure customer satisfaction? Orders?
June 2016
Complaints? Because they say so? Why do you remember great service so much? Because it has become unfortunately rare and the “cost of service” actually does have a column on many businesses spreadsheets! What is the cost of losing a customer? What is the cost of trying to find a new customer to replace them? What is the cost of having a bad reputation and do you really know if you have one? Great service is not easy, it is not cheap, and it is hard to quantify what you get in return. However, it is human nature to be attracted to those who treat you with respect and, given an option, I will choose those establishments every time regardless of price, convenience or quality. I’m grateful for our advertisers, our readers, and even those who have never heard of us because it gives me the chance to do what I’m truly passionate about—helping, serving and providing for my family, friends, employees, customers and community. As always, thank you for your feedback and support!
Patrick S. Adams Publisher/President padams@building-products.com Building-Products.com
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FEATURE Story By Brent Mullet and Joe Klink, ProVia
Selling siding
e s e
s a But producing the video is just the beginning. Then you need to find ways to share and promote that video using email, social media, and more.
2. Take Advantage of Manufacturers’ Tools
OUTUBE VIDEO from Pro ia demonstrates how to select entry door, vinyl siding, and stone colors. (Photos by ProVia)
to selling siding, the process has always involved a strong visual component. Samples, color swatches, displays and showrooms are the si le that sells the steak. Of course the products themselves have a strong visual component, but there’s another factor at work here. Homeowners aren’t simply buying “siding,” as much as they’re buying a fresh new look for their home, which is an extension of themselves. It’s an emotional process. Technology gives us the tools to create emotion around siding products, as well as more excitement than just looking at a color chart or holding up a sample while squinting at the house. Here are two ways you can si le up your selling approach by making the most of visual mediums. HEN IT COMES
Make sure you’re taking advantage of technology offered by the manufacturers you carry. Online visuali ers can be used to preview exterior products on sample images or even actual homeowner’s photos. These are great tools to help customers “try on” various product choices. Manufacturers such as Pro ia also offer smartphone apps to enhance the experience between dealers and their customers when selecting exterior building products for the home. Typically available as free downloads, the apps are highly visual selection tools that can be used without an Internet connection, making them portable and convenient. Pro ia also has a Dealer Edition of its app, providing additional features that facilitate the professional’s sales process. These include: product pricing pros can configure their unique sell pricing , product ordering once connected to the Internet, pros can convert what they configured into an order , and program management pros can customi e the app to display certain product lines . Action Item: To jump into the latest visual selling technologies, don’t try to do it all yourself. Ask your manufacturers’ account representatives what they can offer that’s already created and ready to use. Chances are, they’ll even show you the ropes. a
re lle s v e res e of for a o e olo es oe l s re or of or ora e rela o s for ro a rov a o
1. Embrace Video
Did you know that YouTube is the number two search engine, second only to Google? And according to a Google survey, one in four shoppers say they’ve used YouTube to search for a video related to a product they’re considering. That was in 2014 today’s number is likely higher. According to a report from Invodo, video viewers are 1.7x more likely to purchase than non-viewers. These facts are just a couple of the many clues telling us how important video is to consumers. Action Item: Take stock of your YouTube channel. Are you providing useful info that consumers can take advantage of? Think how-tos, design ideas, color and style trends, etc. Building-Products.com
IPAD APP is navigated by using photos instead of choosing styles by names and descriptions of products, creating a highly visual process. June 2016
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MARGIN Builders By Roger Gilley, Weyerhaeuser Distribution
rm
How to boost sales by understanding trim basics techniques to create an attractive home. While it can be an afterthought for some, smart builders use exterior trim to differentiate the look of a home, taking it from ordinary to extraordinary. And, smart building product dealers understand various trim products and how to boost sales by offering product options and knowledge to their customers. Trim materials and profile designs vary widely, ranging from traditional to rustic. Materials include solid wood, fingerjointed wood, engineered wood composites, fiber cement, cellular P C, and others. When layering the countless trim choices available on top of numerous siding options, the combinations can become overwhelming. Here are a few basics to understand about trim so you can meet the needs of your customers. UI DERS USE MANY
r ic : Refers to the entire assembly above or at the top of the wall. Pr i Some trim is available only in flat boards while others can be ordered in more complicated decorative designs.
Help your customers match the material to the job
Preferences vary. While most people want a low maintenance exterior that doesn’t require frequent painting, homeowners in some regions prefer real wood trim while others choose the easy maintenance of cellular P C or fiber cement. Point your builder
and remodeler customers toward various options to meet the needs of their homeowners. Some companies, like James Hardie, offer whole-home solutions with worry-free products like siding, trims, mouldings, soffit and shingles, that can be ordered primed or factory-finished. Offer customers a range of options, from entry-level trim products for builders on a strict budget to those that come pre-colored. While some builders prefer to use the same material for both siding and trim, it is not necessary to match the two. An increasing number of builders are combining materials to
Speak a common language
amiliari e yourself with common trim terminology: ascia A board attached to the ends of the rafter tails just below the edge of the roof. ri ard This hori ontal board mounts just below a soffit to cover the gap between the soffit and a wall. S it: The finished underside of an eave. ak ard Moulding is attached to the top of the rake fascia to support overhanging roof shingles and protect the fascia from moisture damage on gables.
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ENVIRO FRIENDL trim such as RealTrim Plus by Woodtone features tight-grained, hand-selected wood products flood coated on all six sides and backed by a 15-year substrate warranty.
June 2016
Building-Products.com
meet customer or market needs. Most trim products are engineered and primed to resist moisture, rot and insects even solid wood products such as pine or western red cedar contain natural preservatives. ong-term performance is critical. Solid wood trim products may be less stable in arid markets than engineered options, which themselves can warp or swell if not adequately installed or protected.
Know which trim products are trending
Supporting your customers means keeping on top of new product trends and offerings. In the trim category, that means understanding and stocking a comprehensive line of products, such as:
DURABLE AND ADAPTABLE, cellular P C mouldings from Ply Gem don t contain or absorb moisture, so they won t rot.
evers le r e es that are smooth on one side and brushed on the other, giving the builder flexibility on the job site. ell lar r s that are durable and work with any home style exterior. Corners stay straight and true, and posts, skirting and mouldings stay cleaner and don’t require paint. v ro e ally fr e ly r e es that use ultra-low OC primers and are sensitive to environmental concerns.
Trim options can boost sales
REVERSIBLE TRIM such as Collins TruWood s, offer builders two looks, combining the beauty of cedar with the long-lasting performance of an engineered product.
The bottom line is you can improve your sales by becoming familiar with the features, benefits and differences of the various trim products available. nowing what your builder needs is a good first step, but add value by tak-
ing it a few steps further. amiliari e yourself with product warranties and know what applications are covered. Stock the si es that make the most sense for your market. Some trim products are available in 12-ft. lengths while others can be ordered in 16-ft. pieces. Offer product versatility smooth and rustic or brushed trim surfaces are both popular options across the country, so make both available to your customers. Understanding trim options can make you a better partner for your building customers… and help improve sales for your business. o er lley s s ess evelo a a er for eyer ae ser s r or or
e o
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June 2016
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MANAGEMENT Tips By Anthony Muck, DMSi Software
so
oo
ns e a are rans
One company’s adventure ETHANY DOSS, a business manager at Capital umber, Phoenix, A ., knows exactly how complicated a software transition can be. When her company decided to install the Agility ERP platform from DMSi Software, Doss was part of a six-person team that managed the process. “We were the point people for the project. The super users at each branch would train the people at their location, but the six of us at cor-
porate were responsible for the overall go-live.” More specifically, they were responsible for eight branches, seven states, and 220 employees. Capital umber had its work cut out. Businesses depend on software for creating sales orders, purchasing inventory, delivering product and invoicing customers. So when a company decides to change its software, it’s a huge project with a lot at stake. Here’s how Capital’s project team
DISTRIBUTOR Capital umber confronted the challenge of overhauling its software system across eight branches in seven states, with 220 employees.
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on
tackled three of the most challenging stages of their software implementation, including what worked and what they’d do differently.
System Set Up
Businesses are unique. Each has its own method for tracking balance sheets, approving credit, setting pricing, etc. Documenting these processes is one of the first steps of a software installation. It ensures the system is configured around the company’s specific practices. If the new software has features not available in the previous system, the company may decide to update existing processes. or example, Accounting may switch from faxing printed invoices to emailing electronic ones. Capital’s project team worked with their counterparts at DMSi to configure the new system. They performed an extensive review across the company and considered any changes. “Anything to do with background work, like branch set up or G/ , was done by the corporate group,” said Doss. “We would decide if we were going to change a process or consolidate something we’d been doing in the old software. We aimed to get feedback from the whole company, but the majority of the actual background set up was done at corporate.” In order to get through such a huge project, the team needed to be very efficient with their time. Doss explained how the group kept meetings productive: “I think the biggest Building-Products.com
thing is having an agenda with milestones you look at every single week. Also, everyone needs to know what their role is. Sometimes in these big go-lives, the project management people aren’t totally sure what they’re supposed to be doing.” Structure and routine helped the group stay on track and move forward.
Data Clean Up
The next major stage of a software transition is converting data. Information must be pulled out of the old system and imported into the new one. Many businesses use this as an opportunity to clean up their records. or instance, a business may have three different codes for the same 10ft. piece of southern pine: 020410SYP, 2410pine, and 2410StPn. Before importing anything into the new system, the business can create standardi ed naming rules, update their catalog and remove duplicate records. Cleaning up an entire catalog is a massive undertaking. endors can suggest best practices, but ultimately the naming system must make sense to employees. Capital had a catalog of over 10,000 product codes it needed to streamline. Doss’ team decided to assign the challenge to a separate subcommittee. “We took a person from each branch and had them come up with a plan for consolidating our product IDs. They decided what the new renumbering would look like and did a cross reference for any items that we wanted to keep over.” The project team wanted this process to be as inclusive as possible, so they made sure every area of business was represented on the sub-committee. However, bringing so many people into the group became a problem. “We originally wanted a wide variety of viewpoints, but ended up getting 10 different ways of looking at every decision. It was a good intention, but it may have been better to limit that group’s si e a little bit.”
Training
Training is one of the biggest challenges a company faces during implementation. It takes time and commitment from everyone in the organi ation. Watching videos and passing out user guides isn’t enough. Employees need to truly absorb the information. If training is successful, the business will resume its normal speed of operation with relative ease. If unsuccessBuilding-Products.com
ful, businesses have a much harder journey ahead of them. Capital umber’s project team recogni ed the importance of their training program and allocated plenty of resources towards its success. Doss described their process: “The one thing that worked very well for us was giving each person their own computer with their own screen, so they could click through the system themselves. Setting that up at all the sites was a little painful, but we found it worked best.” As employees moved through their training, the project team paid attention to their progress. When people seemed to be struggling with the same issue, they made adjustments to the program. “We had to use our own inventory for the training. We sell lumber, but the training data included things like windows and doors. People weren’t connecting with it, because that’s not what we do. It had to be our items, our customers, our information the stuff that we deal with every day. Then people were able to make sense of it.” While there was success in some areas, others remained a challenge. Effective training takes time, but Capital umber was too busy for employees to step away from their normal responsibilities. inding opportunities to practice on the new software was difficult, Doss explained. “Employees have an eighthour day, and it’s already pretty darn full. So, training had to be at 7:00 a.m. before a meeting or maybe at 4-5 p.m. when the phones are a little slower. We did a lot of offsite training for our super users, and that worked well, but setting aside that extra time at the branch level was probably the biggest struggle we had.”
Lessons Learned
After much diligence and hard work, Capital umber completed their implementation. The entire process, from signing the contract with DMSi to going live at the final branch, took about 1 months. Their ability to build consensus, work as a team and adjust to challenges as they arose is a great example to any business transitioning to new software. o y s a a er of s o er serv e for of are a a e a e rre a r of e or er a olesale er sso a o ar e o ee
June 2016
Biggest Challenge
The hardest part of going live, by far, was training. veryone had good intentions, but people are busy. The last thing they want to do is stay late to test software. A lot of people thought, We re smart. We ll just figure it out as we go. The branches that thought they could wing it really struggled when we went live. Branches that made time for their training were much more successful.
Biggest Surprise
We underestimated the psychology of change. veryone is a little scared of change, whether we admit it or not. Most of our people had been doing the same thing in the same way for 20 years. Switching to a different system was a huge deal. There was a ton of fear and trepidation, and that s something we had to work through.
Biggest Victory
Overcoming people s fear about the project. We were able to take what probably appeared to be a pretty miserable process and turn it into hey, this is a new opportunity for us, we ve never done some of this stuff before, it s going to make our business more efficient. And it really changed people s mindsets from total dread to optimism. I think that was probably the most interesting and the most rewarding part of the go-live.
What I’d Do Differently
If I were to do it all over again, I would focus harder on daily communication. Just a where are we, what s falling through the cracks, do we really think this branch is on target. We d have been more successful if we attacked issues as a group more often. We got stuff done, but stronger communication would ve made things a lot easier.
Advice for Other Companies
One, be ready to invest the time, resources and energy that it takes to do the implementation successfully. Depending on the size of your business, it should take you a while. Two, make sure you re using every piece of talent you have within your organization. Take your blinders off, look outside your immediate circle and get participation from every part of your company, including Operations. We got through roadblocks because we tapped into the strengths of our entire talent pool at Capital.
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COMPETITIVE Intelligence By Carla Waldemar
ma oo r n m ac PPORTUNITY DOESN ’ T
always come knocking politely. Sometimes it bludgeons you until you just give in and go along with it. And that’s how Mike lowers found himself the founding father of Mike’s umber Co.—the only yard in the town of ogan, Oh., where the population count is a bit north of 7,000. What keeps ogan alive? “A number of industries have left or closed,” Mike begins with the bad news. But the good news is, “We have a clay pipe and a glass plant. But the biggest thing is tourism.” ocate ogan on a map of Ohio and it’s easy to see why: big patches
of green with those little pine tree symbols indicating vast state parklands. In nearby Hocking Hills—the showplace of those forests—“the cabin-rental business is really taking off—upwards of 1,000 cabins,” says Mike: new cabins sprouting like mushrooms after a rain and older ones calling for maintenance. “Plus,” he adds, “some new homes here in town, some remodeling work, and lots of new decks, the big thing.” His business divides 50/50 between walk-ins and contractors, many of whom patroni ed ogan’s ing umber Co. until in 2012, owner B.J. ing decided to retire and
SMALL TO N lumberyard sprang from outcry in community when longtime operator retired.
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closed the 77-year-old operation. That’s when the lobbying kicked in. Mike, a 32-year vet at ing’s, was besieged by its customers, who wailed “What’ll we do?” and begged Mike to become his own boss. “They kept asking me if I’d be interested, but I hadn’t planned anything like this. They had no idea what they were asking. I’d be in for a hard battle, what with the many boxes nearby and the failing economy.” Nonetheless, he stepped up to the plate. “I decided I’d do it for the community—go ahead and give it a try. There was a short transition period. After I left ing at the end of November 2012, I started right in getting the building repaired.” The building, a former remote location for ing’s main site which B.J.’s son took over to run a kitchen and bath operation was more, um, compact, at 3,000 sq. ft. on two acres of land. Mike set about getting the building repaired and up to code—which involved “a lot of cleaning, and clearing out the former office getting electricity repaired” before opening as Mike’s umber Co. on April 14, 2013. Ask Mike what he’s changed, now that he’s running his own show, and it seems that the proverbial wheel wasn’t broken: “Everything I know, I learned at ing’s. Of course, you have to be willing to change and move with the times. You have to watch out for sticking with the same old’ and be open to doing things differently. or instance, I know we need more of an Internet presence.” Building-Products.com
But first things first: Get the S Us on the shelves. “With a smaller space, we carry only a fraction of what we did at ing’s, like the way I started out there, years ago. We’re concentrating on the basics.” And those include framing lumber, shelving, pressure-treated lumber, plywood, vinyl siding, concrete mix, and both steel and shingle roofing. raming hardware. The screws and nails for those popular decks. “We’ll expand, but we’re concentrating on quality over quantity, which the contractors appreciate”: 2x4s and 2x6s of Conifer Timber’s Select grade dimensional lumber that’s strictly No. 1 yellow pine, as is his pressure treated lumber, too. And customers love the drive-thru set-up backed by delivery service provided by Mike’s yard man. That fellow constitutes half of Mike’s employees. The other half is Mike’s daughter, alia, who also started out at ing’s, stocking shelves since age 14. uality over quantity again. “It’s all hands on deck all the time.” However, help’s on the way. Mike is in the process of hiring an outside salesman to extend his contractor business. Which is pretty robust already. The town—both walkins and the pros—profess to be delighted to have a local lumberyard again. “I hear that comment quite often. They’ve been really supportive. It was an eye-opener when they lost the yard they had, so they’re grateful. Plus, there’s a resurgence of supporting local businesses now. There’s also a hardware store and a plumbing operation in town, and we all steer people to each other. And, rather than hiring an installer, I steer customers to several local contractors who can do the job they’re looking for. It’s win-winwin: homeowner, contractor and us,” he emphasi es. They’re grateful, they’re loyal, but earning that kind of support isn’t a walk in the woods. There’s plenty of compe-
Building-Products.com
tition within 20 miles—several strong independents and blockbusters like Menard’s, owe’s and 4. So what does Mike’s have to offer? Convenience, for one thing. “People prefer dealing locally, not making that trip,” says Mike. “Plus, I’ve been in the business a long time. I’m able to help them with their projects. They can tap into that knowledge. They’ll come in with a drawing and I’ll know what they need. Solving their problems on a daily basis is a very satisfying thing,” he allows. “We also compete with service that’s a step above.” That extra mile includes giving out his cell phone number so folks can reach him when emergencies strike on evenings and weekends. “I live just five minutes away, and I’m glad to help them out. And they don’t abuse that,” he adds. Just as everywhere, the town experienced a “definite slowdown” during the recession. “But in 2013, things started to rebound. I’ve seen a decent increase in sales each year—steady progress. Sure,” he’s honest, “sometimes I experience a little burn-out. But overall, I really enjoy this. I don’t know what else I’d do, I’m so entrenched. I’m definitely in it for the long haul.” And that’s good news for ogan.
ar a a d mar cwaldemar@comcast.net
June 2016
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OLSEN On Sales By James Olsen
a ea e ?
ANY SA ESPEOP E I work with have phenomenal incomes, but still want to increase their business. Most of them are incredibly busy by normal human standards so how can the successful salesperson increase their business? rki ard r. Unfortunately, “Work Harder!” is the battle cry of most sales managers. Telling adults to work harder is a waste of time. Salespeople possess the “motor” they possess the day you hire them. We are talking about salespeople who are already working hard enough. I work with some incredibly hard working salespeople. I tell them, “You can’t work harder and make more money.” So how can we increase our business and/or make more money? ais r ric s. Salespeople have to look for, and be aware of, opportunities to increase margin or “go for it”— read, put in more profit—when the time is right. It is a balance. We must be consistently competitive and sometimes the least expensive. But we also need to understand the job of the master seller is to make both sides or all three sides if you we are a broker happy and make a nice profit. Many sellers are stuck when it comes to margin. The fear of losing business that we have killed ourselves to earn dominates our psyche. It is no doubt a challenge, especially in hyper-competitive markets, to raise our price. But we must “test the market” or we will be stuck with a busy but low-margin sales life. Plainly stated: Don’t be afraid to make profit when it is available to be made. Acc t ma a m t. astly and most importantly, especially for successful sellers, account management. We only have one employee. We will run out of that employee before we run out of good accounts. We all make 0 of our profit from 20 of our relationships. If we are a master broker/salesperson and we are working hard enough and charging the right price, then account management is the best and in some ways only way to increase our profitability. I suggest we do an 0/20 analysis of the accounts we are working every quarter. Put three columns in a spreadsheet. Column one is Account Name. Next to that is 12 Months Profit and next to that is the Cumulative Profit. Example:
Account Name
( ast) 12 Month Profit
Cumulative Profit
Bob s umber
$8,000
$8,000
ABC umber
$6,500
$14,500
umber
$3,500
$17,500
tc.
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tc.
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When we have our total profit number, we multiply by . and draw a line under the account that is at that number. All the accounts above the line are winners. We must double down our effort with these accounts. We are already a good fit and they will buy even more from us if we give them more attention. All accounts below the line—that we have been working for more than six months—must be cut or studied with a very cynical eye to see if they are worth our time. I suggest we do this every quarter. This will free up our time for our final step to increase our business. Pr s cti r a d tt r si ss. Sellers tell me all the time, “I’m too busy to prospect.” I believe them. The seller making 75 a year is busy—so is the seller making 250 ! The question is, “Busy doing what?!” Often the seller making more money is not a better salesperson they are just a better manager of their sole employee, themselves, and more importantly their account box. Master sellers will not give themselves to accounts that are not doing good business with them. Journeymen sellers treat A accounts like C accounts and C accounts like A accounts. This lack of differentiation costs them dearly. Cutting accounts from our rotation is emotional work. Instead of looking at cutting accounts as “losing profit” we need to look at it as “Pruning the bad fruit away so the good fruit can grow.” Many of us can’t let go of all the work we have put in just to develop even a marginal account. But hanging on to a bunch of O accounts will keep our schedule too full to look for the accounts like those that are already above the 0 line, which in reality are the only accounts that are profitable for us as salespeople. am s s Reality Sales Training 503 544-3572 james@realitysalestraining.com Building-Products.com
EVANGELIST Marketing By Alex Goldfayn
A
am y
s ness
to his grown son. There is coffee between them. Or beer. Or something stiffer. They are at dad’s house, in lorida or Ari ona, where men and women who have led successful lives go to enjoy three or four decades. In the 1 50s, the father’s father started the family business, which has served its customers loyally for about 60 years now. Some customers have been with the company for 30 years or longer. Some staff has been in the family’s employ for generations. Today, the son’s son, the fourth generation, has started working in the company. The father, taking a sip of coffee, or bourbon, speaks to his son: “I don’t understand all the email today. When I was running the place, we barely even used the phone. We’d just go and see people.” The son, who shall speak in italics, considers his father’s statement and replies: ee ell e sales eo le o e o e yo o o r sys e ra s o e everyo e s e s o e o e o oo a loo a e lo ess e avera e er of o rs ey s e o e o e er ee There is a pause, and the dad swirls his drink, which is on the rocks. “The salespeople? Twenty hours. At least half their working hours. More on the inside.” o er “ ifteen?” ess “Come on! Not 10?” o r o rs r avera e s e a o s e sales erso s e s fo r o rs er ay o e o e The father is incredulous. He looks down into his vodka drink. “Get out of here! They work 45 hour weeks. What are you talking about?!” s ra y a e ve ro e o a y o s level o r eo le ose o s o al o s o ers a ros e s s e less a 0 of e r ay o e o e “I’d say. I can’t believe it.” alle so e fr e s e s ry a s e sa e e r o a es e os s essf l sale eo le s e a o e o rs a ee o e o e a e avera e s fo r o f ve o rs “But surely they’re visiting customers the rest of the week, because in my day—” o e e avera e ay e o e or o s o er v s s er ee er o s e erso The father, protecting his Manhattan with one hand, slams his other hand on to the table. “So what the hell are they doing with the other 40 hours of their week?” al e ro s e e s ores av so e ee s re ar esear av l for e r o s os ly e a l a e essa es oo Silence. Shaking heads. e re or o e re
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ATHER SPEA S
The Merchant Magazine
June 2016
o o a a e ore o e e ro e o ee e ves o e a a ers every ro s o e e ll o “That’s a difficult change.” or s re a e s easy eo le ll res s “Son,” said the father, sipping his bloody mary, “people always resist change.” s o e of e ar es s ave o eal r e la e o o e of e s o a ey a o a er a e as fa e ll al a o ey o a a ree e ey o a o e r es a o e a ly a ey ere o efore “Yep. Welcome to running a multi-generational company. Don’t forget, some of these people were working here when you were a boy.” o e of e s ll all e e e of e o a y a ey all e eo le res s l e s e yo ere or “Oh yes. You have to remember, people don’t like change. They don’t like new work, especially if they’ve been doing the same thing—like not talking on the phone— for a long time.” The father sips his single malt, getting louder now, more animated. “If you want to make change, you need a system, son. You need to make sure people know this isn’t a passing fad for you, a flavor of the month. You need to get every level of management involved, top to bottom. Everyone needs to know what you expect, and you must meet about it regularly and discuss it. “Too many companies simply launch a new initiative and that’s the end of it. The announcement is the end. The announcement must be the beginning. It must be the first of many steps. People must have a way to report their progress. Managers need a way to give people feedback. “The people must see that this new initiative of ours, say, increasing phone time, is being measured. And it must be done over time. Not for a week or two. “Son, if you want to make real change, you must build new habits in people. You need to change their behavior permanently. And you do so by changing the culture.” le ol va el s ar e e ro o of The Revenue eva el s
fay s of e e s e a rev s l a y a a or Growth Habit. s o
A da CEO, Evangelist Marketing Institute www.evangelistmktg.com Building-Products.com
Swanson Begins Again at Rebuilt lywood lant
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Swanson Group has restarted its Springfield, Or., plywood mill close to two years after it was destroyed by a massive fire. The facility is currently operating “under limited capacity,” but by the time it ramps up to full production, it will employ at least 260 workers— exceeding the si e of the work force of two years ago.
Venerable Store Closes as OSH Arrives in Town
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With a fancy new 40,000-sq. ft. Orchard Supply Hardware opening nearby, Adams Hardware, Tustin, Ca., is hanging it up after 54 years. After longtime Adams owner Dennis Sailer passed away in April see ay a e 0 , his daughter, Susan Pinsky, had hoped to operate the business long enough to find a buyer. But after three weeks—and facing a 7,000-a-month rent payment and OSH’s May 14 opening, she reali ed the 2,400-sq. ft. store would have difficulty making a profit without her father. “People came here for Dad,” Pinsky admitted. She marked down the remaining merchandise through May, with plans to donate anything unsold to Habitat for Humanity. The new OSH, built in a converted bowling alley, is managed by John Gambardella.
Idaho Mill Closing as It Awaits Change of Ownership
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Blue North orest Products is closing its sawmill in amiah, Id., after agreeing to sell the facility to Idaho orest Products. In 200 , the mill—then called Three Rivers—was shuttered and about to be dismantled when Michael . Burns bought the facility and equipment, restarting it in 2010. Unfortunately, he had been losing money for the past year, due to tight log supply and low lumber prices.
Trinity River Buys Korbel Mill
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Trinity River umber Co., Weaverville, Ca., is purchasing the orbel, Ca., sawmill from California Redwood Co., Woodland, Ca. The sale includes a log supply agreement with CRC parent Green Diamond Resource Co. to provide the mill with Douglas fir logs from Green Diamond’s timberlands. The deal also includes all fixed sawmill assets and a June 2016
long-term lease on the mill site, including the associated log and lumberyards. “The mill is in close proximity to our timberlands and the sale insures these logs will be manufactured into lumber at a local mill,” said Green Diamond senior P Neal Ewald. Trinity River plans to focus on milling small diameter Douglas fir logs. The sawmill is expected to be operational by early 201 once modifications to the existing facilities are complete. Trinity River also operates a sawmill in Weaverville, which was rebuilt following a fire in 200 and started up in 2011.
SUPPLIER Briefs Edensaw oods , Port Townsend, Wa., is now distributing Thermory thermally-modified ash decking, cladding and porch flooring in western Washington and northwestern Oregon. Sim son Tanoak Products, Samoa, Ca., has been formed by Bob Simpson, to manufacture tanoak engineered flooring. Timber Products Ins ec tion, Conyers, Ga., has merged with Canadian Softwood Ins ec tion Agency Macdonald Ins ection Services . CSI presi-
dent David Reekie and his staff will stay on.
eyerhaeuser Co., Federal Way, Wa., has agreed to sell its Cellulose Fibers pulp mills to International Pa er for $2.2 billion in cash. The deal includes five pulp mills (Columbus, Ms. Flint River and Port Wentworth, Ga. New Bern, N.C. Grande Prairie, Alb.) and two modified fiber mills (Columbus, Ms. Gdansk, Poland). Deckorators has redesigned its website, Deckorators.com with a fresh look, easier navigation, and a wealth of new tools. Anniversaries: Forbusco Lum ber Co., Fortuna, Ca., 70th RSG Forest Products, Kalama, Wa., 45th.
Building-Products.com
ew Owner Revives Washington Mill
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Hoquiam Plywood Products, Hoquiam, Wa., has restarted after its purchase by Willis Enterprises, operator of Pacific eneer, Aberdeen, Wa. Mark Mc eely is managing the plywood mill and handling sales. ormer owner Pacific States Industries, San Jose, Ca., purchased the facility in 2012.
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BM investment firm Building Industry Partners, Dallas, Tx., and Allan Breidenbach have formed U.S. ence Solutions Co., initially to invest in Split Rail ence Supply Co., Denver, Co. Split Rail was founded in 1 74 by Tom Barenberg, and is now a leading fencing supply and installation business in the ront Range of Colorado, with locations in ittleton and Dacono and over 120 employees. Breidenbach becomes president of Split-Rail and CEO of parent U.S. ence Solutions. Barenberg will continue in Split Rail management and as a significant shareholder. ach Coopersmith, managing partner of BIP, said, “Our transaction addressed Tom’s succession planning needs, enabling him to take some chips off the table after 40 years and to bring in a partner to help lay the path for Split Rail’s continued stability, improvement, and growth. The transaction also enables Tom to focus his go-forward involvement in the business on the highest-impact areas.” U.S. ence Solutions will actively seek to partner with and/or acquire independent fencing distribution and installation businesses in additional U.S. markets.
MS Buys Seattle Distributor
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Gypsum Management Supply, Tucker, Ga., a leading North American distributor of wallboard, suspended ceiling systems, and other specialty building products, has acquired Wall Ceiling Supply Co., Seattle, Wa. Wall Ceiling has served the Seattle market, from Puget Sound to Moses ake, for more than 40 years through a diverse offering of wallboard and construction products for residential and commercial applications. The yard will continue to operate under the name Wall Ceiling, and the management team will remain intact. June 2016
Joe Young, Wall Ceiling’s general manager, said, “We are really excited about joining the GMS family and look forward to a seamless transition. GMS understands and shares our dedication to our clients, and with their great resources we will be better able to provide excellent customer service to the Seattle market and surrounding areas.” ounded in 1 71, GMS now operates more than 1 5 distribution centers nationwide.
ards Help Kids Build Lemonade Stands
Several lumberyards have been capitali ing on the upcoming national emonade Day promotion by offering on-site workshops demonstrating how kids can build their own lemonade stands. The promotion encourages youngsters to become entrepreneurs by opening their own stands. ast month workshops were held at Spenard Builders Supply stores in Alaska and do ens of Home Depots, including Alaska, Oregon and Texas. At the Home Depot in Salem, Or., elementary and middle school students were charged 40 for the materials and assistance. Tools were provided. Although all the designs were the same, the kids could paint their stands once they got them home.
Berkeley Ace Hardware inds ew Home
Berkeley Ace Hardware, Berkeley, Ca., has found a new home two blocks west of its current location. The store closed May 23, with plans to reopen in the new space by the end of the month. The business was forced out of its 16,000-sq. ft. home, which was slated for demolition, in March. The new site has about 11,000 sq. ft.
Decking
rowth Continues
U.S. demand for decking is forecast to rise 1. a year through 2020 to 3.6 billion lineal ft., valued at 7.1 billion, reports the reedonia Group. Wood decking will continue to account for the large majority of demand, although its 1.3 annual growth to 2. billion lineal ft. in 2020, will lag increases in composite and plastic lumber. “Plastic decking demand will be driven by the increased adoption of cellular P C decking,” noted analyst Nick Cunningham. Building-Products.com
Strong Tie Opens Research Testing Lab at WSU
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Simpson Strong-Tie, Pleasanton, Ca., has opened the Simpson StrongTie Research Testing ab at Washington State University in Pullman. The lab is part of an agreement between Simpson Strong-Tie and WSU for an annual 100,000 donation over the next eight years to support university construction and engineering research. The new R D center includes capabilities for mock-ups of new building systems, structural testing, and advanced digital manufacturing. It supports research in areas such as concrete durability, repair and retrofit, tall timber buildings, deck safety, post-frame buildings, and seismic retrofit. The lab includes a high-capacity reaction floor and wall, central hydraulic pump, overhead crane and concrete mixing station. Adjoining the lab is an outdoor reaction slab that allows for project display and natural weather exposure testing. The lab is part of the Composite Materials Engineering Center, an International Code Council-accredited testing facility. WSU faculty have conducted research with SST for more than 20 years in a number of areas, including new product testing, deck safety, and seismic risk mitigation.
ew
ame for ISIS Software
Because of world events out of its control, ISIS Wood Product Solutions, ancouver, B.C., has changed its name to MillTech Inventory Management Solutions, Inc. The wood products inventory software supplier wished to distance itself from any connotations associated with the Islamic State of Iraq, sometimes referred to as ISIS. “MillTech” was chosen to better align its name with the 12-year-old company’s long-time focus on and success in supplying inventory software to lumber mills and other wood products producers.
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The Merchant Magazine
Bipartisan legislation to encourage the construction of tall wood buildings has been introduced to Congress. The Timber Innovation Act S. 2 2 would authori e the U.S. Department of Agriculture’s Tall Wood Building Pri e Competition annually over the next five years, create federal grants to support outreach, June 2016
research/development, and education to accelerate the use of wood in tall buildings, and authori es USDA to implement a program of education and technical assistance for mass timber applications. The bill was introduced by Sen. Debbie Stabenow D-Mi. and included Maria Cantwell D-Wa. , Mike Crapo R-Id. , Steve Daines R-Mt. and Amy lobuchar D-Mn. . Advances in technology, safety and engineering, combined with the use of new timber products such as C T, have made wood a more attractive option for construction of new buildings between seven and 14 stories tall. The flexibility of wood makes it a good building material for earthquake safety or high wind requirements, and is an environmentally responsible option as it has a lower carbon footprint than other building materials.
APP Watch
A TimberTech A Produced by TIMBERTECH Price Free Platforms Android TimberTech s new free app, developed by augmented reality experts Marxent abs, allows homeowners and contractors to see the projects they are working on and select the TimberTech products of their choice. Users will have the ability to see the company s deck and railing products in realistic 3D virtual reality or augmented reality view. Customers can also use the cutting edge technology to personalize a house, rotate it 360 , change product colors and zoom in and out to review design uality. Contractors will be able to better plan their projects by seeing how The products look on a home before they begin work. – Download from Google Play Building-Products.com
THINKING Ahead By Marc Saracco, NAWLA Executive Director
y c oose
oo ?
a n e case or s s a na y ATHRYN ERNHO is passionate about forests. She’s also passionate about the building materials and the innovation that forests make possible. To her, those two passions are interchangeable, and bound together by a vigilant focus on the concept of sustainability that she wishes everyone involved in the use of wood materials would share. “A lot of people love forests and love trees,” says ernhol , who is executive director of Dovetail Partners, a Minneapolis, Mn.-based non-profit environmental think tank. “We get it in our heads that using wood is a conflict to that, and it isn’t. Using wood from sustainable sources is a way to show an appreciation of wood.” As a building material, ernhol says, wood has three critical attributes that make it an excellent choice for sustainable construction: it’s natural, it’s renewable, it’s beautiful. “Those attributes provide the opportunity to meet environmental, social, and economic goals,” she says. It’s the ability to achieve those three bottom-line goals that makes forest resources and the building materials they provide capable of supporting sustainable, high-performance construction environments. Of course, there is no one-si e-fits-
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all building material, and material selection is all about the requirements of a specific project. “It’s important to recogni e that all materials have limitations—things they do well, and things they do not so well,” ernhol says. “Wood is an incredibly flexible, innovative material, so often wood is the best material—but not always.” Ensuring the sustainability characteristics of whatever building material is being considered for a given project means using tools and
June 2016
methods like life cycle analysis, carbon accounting, and environmental product declarations EPDS for building materials to thoroughly investigate environmental certifications and sustainability claims. There also are a wide range of certification program resources for wood building products in particular that help quantify the sustainability of the materials. “Wood products are the only building materials that provide certification all the way back to the
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A Special Series from North American Wholesale Lumber Association
source—from the forest floor to the finished product,” ernhol says. “That is a unique benefit of wood products.” Still, there are objections to the use of wood as a construction material—objections that often are influenced by misperceptions about exactly what “renewable” and “sustainable” means, and objections that ernhol believes can be addressed with more education and simple common sense. “Sometimes people misunderstand what it means when we say wood is a renewable material, and that is such a powerful attribute of wood,” she says. “Nobody’s out there saying that we’re going to run out of tomatoes—nobody’s saying stop eating ketchup.’ If we keep using tomatoes, we’ll keep growing more—and it’s the same for wood. If we want more forests, they’re renewable, and we can choose to have more.” To address those misperceptions and provide resources for further education about the sustainability of wood products, ernhol encourages builders to look for labels and certification, and do extensive online research—generally speaking , to get to know potential suppliers as much as possible see sidebar . Here again, she says, wood as a building material is unique in that it’s possible to get a close-up look at the production process. “One of the things that’s unique to wood materials is that you can seek out forestry tours,” ernhol says. “Every company I’ve ever worked with around the world is willing to open their doors and give tours—to see their planting practices first-hand, and to tour their mills. That’s one of the fun things about forestry: You can get right out there to see the forest, see what’s happening, and see exactly where materials
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are coming from.” That kind of hands-on experience should help builders exploring the sustainability aspects of wood to get direct exposure to the innovations being applied from the forest to the finished product that are increasing the versatility of wood and the different ways it can be used, she says—including steps to reduce waste in the manufacturing process, increased energy efficiency, and new material engineering methods. “Increasingly, we are seeing wood being embraced as a high-tech material,” ernhol says. ernhol notes that she is seeing more information exchange and collaboration about sustainable building practices and materials across a wide range of sectors, which is increasing the opportunity to educate people on the attributes of wood materials and contributing to the expansion of a community of people who share similar values and practices. So, as a forester who loves trees as much as she loves the building products innovation they make possible, ernhol requests that people keep an open mind, do their research, investigate their potential suppliers thoroughly, and not be blinded by preconceived notions about sustainability. “If you love trees, don’t use that as an excuse to not love wood,” she says. “If people who care deeply about the resource could care as deeply about the materials it makes possible, it all comes together.” or the opportunity to learn more about the sustainability practices of hundreds of industry-leading suppliers, be sure to join 1,500 buyers and sellers of forest products at NAW A’s 2016 Traders Market, Oct. 26-2 , at The Mirage in as egas. earn more or register at nawla.org.
June 2016
Resources for Sustainable Resourcing A wealth of information is available online to help anyone—regardless of age—interested in getting more educated about the renewability and sustainability of wood: re oo represents North America’s softwood lumber industry with the goal of generating awareness and understanding of wood’s advantages in the built environment. The organi ation provides an array of in-depth educational material about the economic, environmental, and performance aspects of wood use in construction and insight about technology innovation in wood construction. A se o of s e s e is dedicated to the renewable characteristics of wood, with topics ranging from evaluating the carbon footprint of wood buildings to estimating the overall environmental impact of green buildings. The ar oo ores o a o provides a variety of educational programs and activities throughout the U.S. and Canada, with the support of its parent organi ation, the a o al ar oo er sso a o . Among other initiatives, the organi ation produces r o rees, an educational kit that is distributed free to educators worldwide consisting of lesson plans, videos, music, games, and coloring books designed to teach the benefits of properly harvesting trees.
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MOVERS & Shakers a m d t r, ex-Mary’s River umber, will become the next sales mgr. at ip-O- og Mills, Eugene, Or., following the July 22 retirement of ark r . isc r, ex-ProBuild/Builders irstSource, has joined Boise Cascade, ake Oswego, Or., as division product mgr. rtad , mgr., Big Creek umber, Watsonville, Ca., is retiring in September, to be succeeded by st r c a, as operations mgr./branch mgr. r ar ic will become sales mgr. Timm c a i , ex-Bridgewell Resources, has joined Matheus umber Co., Woodinville, Wa., as Tigard, Or.-based purchasing mgr. of specialty products. a d tt , ex-Trussway, is a new national account executive based in Danielson, Ct. , ex-Builders irstSource/ ProBuild, has joined Weyerhaeuser, as area general mgr. for Colorado. a i ra k has been promoted to general mgr. of ProBuild/Builders irstSource, erndale, Wa.
ar . S a r has joined Swaner Hardwood Co., Burbank, Ca., after 11 years with the American unds. , ex-Duckback Products, has been named director of business development at Preserva Products, Auburn, Ca. mi s has joined the inside sales team at Taiga Building Products, Rocklin, Ca. Tr a i is now in sales at Hayward umber, Santa Maria, Ca. as Pa m r, ex-Huttig Building Products, has been appointed sales mgr. for the door millwork division of R Building Supplies, Gilbert, A . s arti has been promoted to store mgr. of McCoy’s Building Supply, Hobbs, N.M. Tim a , ex-SCA CO Corp., is a new commercial Tyvek specialist with OrePac Building Products, serving the San rancisco Bay area. a add rd , branch mgr., Beacon Roofing Supply, Billings, Mt., was promoted to district sales mgr. for the 11-store Mountain region, based in Denver, Co.
ria acks is a new account mgr. with Capital umber, Woodburn, Or. . ra d a , ex-ProBuild, has joined the outside sales team with Alpine umber, Westminster, Co., serving the Colorado Springs area. ris ai , ex-Weyerhaeuser, has been appointed Boise, Id.-based sales mgr.-western U.S., Canada and Mexico for Hutton orest Products, Ayr, Ont. i r , ex-OrePac Building Products, is now with Simpson Door Co., McCleary, Wa., as Sacramento, Ca.-based Southwest regional mgr., overseeing Ari ona, Nevada and California. Ar id ac has been named C O for Schmidbauer umber, Eureka, Ca. S a ams is new to sales at Discount Windows Siding, Denver, Co. r a . risti has been appointed executive director of the National Hardwood umber Association, Memphis, Tn. r k rid is now speciali ing in municipal projects at Mungus- ungus orest Products, Climax, Nv., report owners s and r dd s.
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June 2016
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ASSOCIATION Update st r i di at ria Ass ciati will hold executive and board meetings July 1 at the Radisson Hotel, Seattle, Wa. st ast m r i di at ria a rs Ass ciati , celebrating 40 years of leadership, wants to remind members to save the date for its 2nd Growth summer conference July 14-15 at Omni Rancho as Palmas Resort Spa, Rancho Mirage, Ca. A golf tournament with shotgun start will take place at the as Palmas Golf Course and a luncheon at the Yard House will follow. The evening will feature an opening reception group dinner and educational program led by 30-year construction veteran/ university-level finance and marketing instructor Dennis Anderson. Attendees will also get to hear from past presidents about how being involved with the 40-and-under group has impacted their careers, what they have learned, and how they continue to support the industry. A breakfast and welcoming session
will take place the next morning with sponsored vendors. Each company sponsoring the complete summer conference level will have five to 10 minutes to introduce themselves, their sales teams, and their products. tai Stat s m r i di at ria a rs Ass cia ti recently revamped its website, www.mslbmda.org, with a sharp new layout, providing more accessibility to member info, a glimpse at the association’s history, and features that make the site easier to navigate. r st Pr d cts S ci t has adopted the theme “New Hori ons for the orest Products Industry” for its 70th international convention June 272 in Portland, Or. Oregon orest Resources Institute’s Timm ocke will deliver the keynote, “Mass Timber in Commercial Construction: Promise for the orest Sector and the Environment,” then conduct a tour of mass timber construction projects in the area. Other presentations will cover the
state of building markets, as well as the latest advances in wood processing, bio-mass, nanotechnology, adhesives and composites. a i r ia i di d str Ass ciati is gearing up for its annual Pacific Coast Builders Conference June 21-23 at the Moscone Center, San rancisco, Ca. The first day will consist of preshow events such as leader-to-leader forums, national buyers circle, and pre-conference workshops. Joshua Cooper Ramo, vice chairman of issinger Association, will speak on “The Seventh Sense: Power, ortune Survival in the Age of Networks.” The next day, Chip Conley, head of global hospitality and strategy for AirBnB, will touch on “The Sharing Economy the Disruption of Everything,” followed by a Hou presentation on how to differentiate one’s brand in the digital age and a Professional Women in Building bruncheon. The Gold Nugget Awards will close PCBC, honoring professionals who improve their communities through exceptional concepts in design, planning and development.
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June 2016
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THE GREEN ISSUE
By Dr. Katie Belisle-Iffrig
Building business arguments for green
that best fits your budget and your business plan. In sustainability-speak, these small, low-cost changes are referred to as the “low hanging fruit.” Some simple examples include: Unplug your office electronics if not in use. If you are in the market for a new office printer, opt for an inkjet over a laser printer. Inkjets use about onesixth of the energy as a laser printer. Buy recycled paper. Make double-sided printing your default setting. Saves trees, money and energy. Switch to ED or task lighting. Most important, educate your employees about your commitment to sustainability.
The Evolution of Green Building Products
In today’s market, if you want to keep pace with your competitors, manufacture products that meet environmental regulations and growing consumer demand, and attract new markets it is time for you to go green. In addition to being an important survival strategy for the building products industry, going green has significant benefits for your bottom line. Some benefits include: Reduced material resource use Increased operating efficiency ower operations and maintenance costs Improved employee health, productivity, and retention Access to federal, state, and local tax incentives Competitive advantage in the 36
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marketplace Energi ed stakeholders and sponsors New partners and funding opportunities Increase in brand value as well as reputation rom a business standpoint, going green requires adopting sustainable policies and green purchasing practices. Your company will likely incur some upfront costs as you make changes to the way you do business. At the end of the day, you can take heart that these changes will improve your company’s image and overall bottom line. The good news is you do not need to go green all at once. You can begin with small changes and build to a level
June 2016
The current momentum for green practices and green building products began in 1 with the United States Green Building Council’s eadership in Energy and Environmental Design EED rating system. EED focuses on improving performance across five areas of human and environmental health. These are energy efficiency, indoor environmental air quality, materials selection, water savings, and sustainable site development. The importance of EED to the evolution of green building product development cannot be understated. In fact, many green product certifications and labels got their start as compliments to the EED rating system. EED also has been a major influence on the importance of third party verification and on building codes at the national, state, and local level. Today, the number of green building certification programs continues to increase thus further driving the marBuilding-Products.com
At Royal Pacific you’ll pay no more, but get extra. We guarantee it. ket for green building products. Some certifications I am most familiar with include: Green Globes greenglobes.com is a web-based certification program that relies on certified assessors to verify compliance in the following seven categories: energy, indoor environment, site, water, resources, emissions, and project management. The iving Building Challenge is described as a philosophy, advocacy tool, and certification program and is the most advanced measure of sustainability in the built environment. If you are interested in learning more, visit livingfuture.org. Passive House phius.org certification is achieved through intelligent design and implementation of the five Passive House principles: thermal bridge free design, superior windows, ventilation with heat recovery, quality insulation, and airtight construction. One certification that I have had my eye on is the WE Building Standard. The standard is an evidence-based system for measuring, certifying, and monitoring the performance of building features that impact human health and well-being. Developed with an equal input from health care practitioners and building industry experts, I would be on the look for new building products and furnishings designed specifically to match WE Building Standards.
“Green Buildings Are Better�
Green building products are the building blocks of green buildings. To celebrate the 15th anniversary of my local chapter of the United States Green Building Council USGBC-MO Gateway Chapter , our leaders adopted the slogan “Green Buildings Are Better.� We believe green buildings are better because: Green buildings are well insulated and energy efficient. They are built and maintained using least toxic or nontoxic materials. Green buildings conserve water and natural resources. Builders and designers use recycled or repurposed materials whenever possible. They use products that have been harvested or manufactured locally or regionally. Green buildings incorporate sustainable landscape features that benefit the owners and the community Green buildings, green building products, and green practices are a win, win, win! They are healthier for people, the environment, and the economy. They use fewer natural resources, lower the impact of the buildings on the landscape, and a great investment now and for future generations. Go green! Dr. Katie Belisle Iffrig is a D Green Associate and the Green Schools Committee Chair of the USGBC-MO Gateway Chapter. She is a recognized green building expert and the author of Going Green for the G n tion G ide to a ealthy Dr. Katie Belisle-Iffrig and stainable t re. Contact her D Green Associate at katie.codegreen@gmail.com.
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Hi-borÂŽ brand treated wood is a borate treated wood product designed for interior house framing in Hawaii. Hi-bor treated wood resists attack by Formosan and subterranean termites and numerous household insects and pests, as well as fungal decay. Hi-bor borate treated wood is also backed by a 20 year limited warranty*.
FireProÂŽ brand fire retardant treated wood is treated with a patented formulation that contains no phosphates and has been shown to exhibit exceptional fire performance properties without compromising other critical engineering properties such as strength, durability, corrosivity, and hygroscopicity. FirePro treated wood is also backed by a 50 year limited warranty*.
Advance GuardÂŽ borate pressure treated lumber is recommended for sill plate, furring strips, joists, studs, roof trusses, blocking, rafters, beams, and other framing applications. Advance Guard is also recommended for fascia, trim, wall sheathing, roof sheathing, and sub-floors. Advance Guard borate pressure treated lumber is also backed by a lifetime limited warranty*.
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%JLF 3PBE t 3BJOJFS 03 t 'BY See product warranty for details. i-borÂŽ, FireProÂŽ and Advance GuardÂŽ treated wood products are produced by independently owned and operated wood treating facilities. i-borÂŽ, FireProÂŽ and Advance GuardÂŽ are registered trademarks of Koppers, Inc. 10 2014
June 2016
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THE GREEN ISSUE
By Christopher Gibbons
How to get FSC certified Most in the wood products industry are familiar with the concept of orest Stewardship Council Chain of Custody CoC certification, but has your company taken advantage of the potential market SC certification can bring? The SC standards are reviewed and rewritten every five years to keep up with a changing marketplace. At baseline, the CoC standard is simply good business sense. Do you know where your material is coming from? Can you avoid losing/confusing it while it’s in your possession? Can you provide proof of that ability to your customers and during an annual audit? Most successful companies are already doing that. Time to shout it from your rooftops.
Why Get FSC Certified?
Why look at SC certification? The first and foremost reason is simple access to markets. The green building market is expanding. Environmentally conscious consumers are shopping their values a little more every day. ike it or not, SC is the worldwide leader in forest certification. And there are a number of reasons to like that. SC is an exceptionally democratic organi ation. Environmental, social and economic chambers all have an equal seat at the table. The three chambers rely on each other to be successful. As far as organi ational systems go, you can’t get much more American than that. Which means, as far as corporate responsibility, SC is a great box to check. astly, chain-of-custody certification has some great side benefits. Research published in the e s o e es journal last year shows some interesting possible corollaries to being certified. The hypothesis is that becoming certified encourages a company to identify areas of weakness and create efficiencies in their systems. A strong, efficient company is more profitable overall.
What to Expect During the Process
Who has heard that SC is complex? That you need to set aside half your yard to hold that one SC job in house? None of that is true anymore. Physical segregation is optional. The standards are written to cover every possible wood product company, worldwide, so it’s tough to be specific with that broad of an audience. However, when you finally start to internali e what the standards are asking, you reali e that they are not complex at all. Of course, that can take three or more reads through a document already known as a “page-turner.” Depending on your time benefit analysis, this is where a consultant can come in handy. Breaking down 30 pages of standard into a set of bullet points is a real time saver. Another great thing about SC certification is that the
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standards don’t tell you what to do proscriptive , but simply ask you to explain what you are already doing descriptive . With that in mind, let’s break down what they are asking you to do.
Documentation
This whole process is based on paperwork what isn’t these days? . Broadly speaking, here’s what to address: Who is in charge of keeping and checking the required paperwork? SC requires a single point of contact per certificate beyond that, we recommend that receivers are in charge of receiving SC materials. Invoicing goes through whomever normally does invoicing, etc. Who is writing your systems out so they are auditable? This is another great area to involve a consultant. Consulting firms worth their salt, like American Green, can provide “fill-in-the-blank” templates, or conduct verbal interviews and create your whole system for you.
Segregation
You can’t mix certified and uncertified material. As mentioned, physical segregation is no longer required simply create a “segregation system” to differentiate certified products. The simplest option is usually job numbers written on the side of custom orders.
Questions to Answer
Where are you most likely to mix materials, and how do you avoid that currently? How do you make sure the correct material gets to the correct customer? Building-Products.com
Training
The best systems in the world don’t work if people don’t implement them properly. Have you identified the key people responsible for overseeing the success of this program? or a small company fewer than 15 people , there may only be one to four responsible people. or a large company 500 there may a do en or so. Have they been trained well enough that they can explain the system to an auditor each year? Have they been trained well enough that they are actually implementing the system? Has that training been recorded? We like to recommend a sign in/sign off sheet. Simple is good.
How to Get FSC Certified
There are three different options for obtaining SC CoC certification. Group small companies , Single anyone , and Multi-site large companies . They all follow the same basic process: 1 Create your documentation and processes 2 Pass an “assessment audit” of your documentation and processes 3 Get an SC certificate 4 Have an annual audit to verify compliance But there are some differences, both in time and money, in those options.
Multi-Site Certificates
arger companies with multiple locations have the option of creating an internal auditing system and having that system certified and sampled yearly for accuracy rather than hiring a CB to visit all their locations every year. This can create some strong cost savings for a company, but can increase the inherent risk of maintaining certification if not properly implemented. Companies interested in multisite certification can contact a CB directly, or contact a consulting firm that speciali es in multisite certification management. If you haven’t looked at SC CoC Certification recently, it’s time you did. You may be missing potential benefits, and the process can be straightforward, especially with the help of a good consultant. Christo her Gibbons is president of American Green Consulting Group C, an FSC consulting firm that specializes in group and multisite certificate management nationwide. Clients include the Small Business Certification Group, which focuses on the U.S. wood product industry. Contact him at Christopher Gibbons American Green Consulting chris@americangreenconsulting.com.
Group Certification
The SC wants small businesses to participate in their system. But there can be both time and money hurdles to participation. Enter the group certification system. Companies that conduct less than five million dollars in gross annual wood product sales in the U.S., different rules apply internationally can group together to share the costs of certification. Professional group managers can really meld the assistance of a consultant into their auditing requirements. At half the cost and twice the help of a single certificate, there is simply no better way to attain SC certification if you qualify.
Single Certificates
This is what people think of when they think of SC certification. Contact an SC Certification Body CB for a quote. Services and costs vary greatly between certifiers and “you get what you pay for” is in full effect. Some certifiers make their quotes difficult to parse, so make sure that travel and SC fees are clearly explained and quoted from the start. Two certifiers we recommend as being a good value proposition though rarely the cheapest are Rainforest Alliance and SCS Global. Both are SC certifiers, rather than auditing firms that happen to certify for SC, and they have a strong organi ational commitment to getting it right. There is variability in auditors right now something SC is actively trying to address , so if anything during an audit doesn’t seem to pass the smell test, never shy away from questioning it beyond the auditor onsite usually by making a call directly to your certifier contact. Building-Products.com
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“Focused on the future with respect for tradition” June 2016
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THE GREEN ISSUE
By Vicki Worden
Green building trends
The green building industry is stronger than ever but there are shifts in its focus. Energy codes, for instance, are becoming stricter and driving the market toward energyefficient and passive energy systems. Construction reports by industry leaders also verify more construction projects have an energy efficient focus than in the past. Here’s a quick overview of additional trends we’re seeing this year. Life-Cycle Assessment & Embedded Carbon
As buildings become more energy efficient in their operations, designers are increasingly looking at building materials themselves as the next big opportunity to reduce the impact of buildings by looking closer at life cycle assessment CA data on products. Examining the embodied energy and carbon of structural materials like steel, concrete, and wood and other components, such as window and floor systems, is becoming an increasing trend. The recent focus on tall wood buildings, the effort to move beyond four-or six-story code maximum heights for wood framing, is an example of how CA is used in evaluation of materials and buildings. A national competition last fall awarded 1.5 million to explore the development of tall wood structures, including one in New York and one in Portland, Or., that will be a minimum of 0 ft. in height. Part of the goal is to examine the embedded carbon of the projects and learn more about how material choices play a role in reducing overall carbon emissions while also impacting hopefully reducing the potential energy loads once buildings are operational. Other industries are making strides in reducing the carbon footprint of their products. Expect a steady flow of CA data to stream into the hands of designers and builders.
Health
A top green industry trend in 2016 is a focus on health. The general population is more knowledgeable about the connection between poor ventilation and illness, and how emissions may affect indoor air quality. Both commercial building occupants and home buyers understand how mold can lead to sick-building syndrome how trapped airborne contaminants affect their welfare and how low- OC paints and sealants and greener cleaning products can protect the air they breathe. A great example of the health and wellness trend is the increased promotion of walkability, which includes designing to increase use of stairwells as well as creating communities where basic needs can be met without getting into a vehicle. As knowledge and desire con-
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verge, home buyers and workers will be asking more questions about their spaces.
Employee & Tenant Engagement
Employee and tenant engagement is a phrase gaining a lot of traction. Through increased engagement, day-to-day building operations achieve their efficiency potential a employees and tenants see how sustainable features benefit them and their environment, which increases work/life satisfaction and retention. To ensure buildings operate at their highest efficiency, employees and tenants must now be trained on how high efficiency lighting occupancy sensors work so that their energy efficient features can be maximi ed. or instance, with high efficiency equipment it may no longer be necessary to turn off light switches. Ensuring occupants and employees understand the purpose of new technology, like automated sunshades, will help reali e the full potential of energy and cost savings. Additionally, helping residents and employees understand the opportunities they have to support proper recycling, reduction of the potential for ha ardous exposures, and in general decrease the potential for pollutants in their homes and workspaces increases their enjoyment and pride in the spaces where they spend the most time.
Green Building Continuum
More and more owners have reali ed that simply having a plaque on the wall isn’t the definition of green building. Increased education among home owners, business owners and building occupants means demand has increased for measured outcomes and long-term thinking. In particular, Building-Products.com
builders and developers and BM professionals need to see a return on their sustainability investment whether it’s in the form of utility savings, project cost savings, higher priced units or faster lease times. Third-party certification remains the smartest way to assure that sustainability practices are implemented correctly and that downstream education and long-term thinking are carried throughout the life of the building. A good example of this is GBI’s green building certification tool, Green Globes. It promotes the philosophy of looking at buildings with an eye toward the long-term. Third-party certification under Green Globes for New Construction promotes crossing of i’s and dotting t’s to ensure that design goals translate into construction realities. Benchmarking after 12 months of operations using Green Globes for existing buildings helps to measure whether outcomes were achieved and gives owners the opportunity to make course corrections, like improving training of operations staff and tenants. Meanwhile, tenants of multi-family and any si e commercial space can benefit from using Green Globes for Sustainable Interiors to guide tenant improvements and make the best short-and long-term decisions for incorporating best practices and increasing wellness and long-term enjoyment for occupants. Green building is rightfully evolving. In addition to energy-efficient measures, green trends challenge the industry to examine the long-term ramifications of every decision, measure impacts on individuals’ health and welfare, and place an environmental cost-benefit to each challenge and opportunity in creating healthy, productive home and work spaces. Vicki orden is the executive director for the Green Building Initiative. Reach her via www.thegbi.org.
Vicki Worden
Green Building Initiative
Building-Products.com
June 2016
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THE GREEN ISSUE
By Ian Lavelle
Help clear the air AIMED AT improving indoor air uality, specialized gypsum board for walls and ceilings permanently removes formaldehyde from the interior atmosphere. (Photo of ertain eed s ir enew drywall)
When most people think of harmful air pollution, they think of industrial smokestacks, car exhaust, and other types of outdoor pollution. While outdoor air pollution is dangerous and gets all the headlines, the truth is that indoor air pollution poses a much greater danger to public health. A great deal of research indicates that the average person is much more likely to experience health problems related to poor indoor air quality than from anything they breathe in outdoors. Things like mold spores, formaldehyde and a variety of other toxic substances that emanate from interior products, have been found to pose real health dangers to occupants. The U.S. Environmental Protection Agency points out that health effects from poor indoor air quality can be both immediate and long term. Indoor pollutants can cause irritation of the eyes, nose and throat, as well as headaches, di iness and fatigue. While these symptoms are often treatable, the larger danger comes from the long-term effects of continued exposure to indoor pollutants. These issues may show up after years spent in a polluted home or office, and can include things like respiratory disease, heart disease and cancer. A recent article in o sel eal pointed out that approximately 4.3 million deaths per year can be attributed to indoor air pollution, compared with 3.7 million deaths linked to out42
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door pollution. This is in part due to the pollutants found in indoor environments, but is also very much because most people spend almost 0 of their lives indoors. As the dangers of poor indoor air quality have become better understood, efforts have been made in the building and design community to help mitigate these issues and improve the quality of the air people breathe in their homes and offices. This is partly done through better ventilation strategies, and moisture control to limit the growth of mold. But any effective strategy to achieve good indoor air quality must put an emphasis on choosing the right building products to use in a space. Many building product manufacturers have taken this information to heart and have poured considerable effort into removing harmful substances from their processes and products. Today there are many interior products available that release little or no volatile organic compounds. The first step to achieving that safe and healthy indoor environment is to select components that do not contribute toxic substances to the air the occupants breathe. With the product information that is available today, informed consumers can choose components and systems that help keep the air clean and the building occupants healthy and safe. While important to the process, this
June 2016
is a passive strategy to deal with indoor air quality—simply making choices that don’t contribute to the problem. But what if there were building products that actively worked to improve indoor air quality and remove harmful substances from the air? ormaldehyde is a OC that can enter an interior environment in many ways. It is often found in engineered wood products, computers, carpeting, treated fabrics and cleaning materials. While many manufacturers have worked to remove formaldehyde from their products, it is still very common and very harmful. Mold is a major contributor to poor indoor air quality and one of the substances most often associated with sick building syndrome, a term created to describe the source of negative health impacts that can be brought on in a building with poor ventilation and building products that release harmful substances. A building’s main purpose is to protect its occupants and keep them safe from the elements. In that sense, it isn’t doing its job if it is generating a polluted indoor environment that ultimately makes people sick and uncomfortable. Creating a healthy indoor environment requires a multifaceted approach, and selecting the right building products is a key part of that. The walls are just one example of an interior system that can either help or hurt the indoor air quality. Making the right choices in the right applications can make a huge impact on the long-term health and safety of an interior space. Ian Lavelle is residential marketing manager for CertainTeed Gypsum. Contact him at ian.j.lavelle@ saint-gobain.com.
Ian Lavelle
CertainTeed Gypsum
Building-Products.com
Photograph is for dramatization purposes only and screws should not be submerged in water. Š 2016 Simpson Strong-Tie Company Inc. DCUSS16-D
THE GREEN ISSUE
By Kelsey Mullen
Eco labeling grows— so expect change In the quickly evolving building
product market where a S U might change twice per year the daunting task of defining how sustainable or green a product is might have you second guessing the value of such declarations. Consider the Home Depot green product-labeling program EcoOptions that reviews features against sustainable thresholds in energy, water, air quality, home health and forestry. While participating in this program a manufacturer might need to prepare a sustainability summary for new products multiple times a year. I applaud Home Depot for their efforts with this program as it not only increases green awareness for consumers but it helps customers make the right decisions and influences manufacturers to offer products that fit their green criteria. This program is specific to only Home Depot locations. What about sustainability claims for products that are not being sold in Home Depot stores? The environmental declaration space for products has been evolving quite rapidly in recent years. With this evolution comes changes to what characteristic the environmental claims tend to focus on. This could be considered “green trends” or simply what people are talking about today. It’s actually more complicated than that and shows us how much more sophisticated these declarations have become. I recall a time when recycled content was the major environmental focus. Recycled content is still a major sustainability consideration, but
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times have changed. Awareness of environmental issues has increased in some cases to the point of carbon being the measure. While “carbon” as a product characteristic might seem off it’s not necessarily the materials that environmental claims seek to define, rather the overall impact that the material has on the environment or planet. Defining a carbon footprint would include things like the manufacturing process or how far a product needs to travel from harvest to installation. These would help define what the embodied energy is in any particular item or material and would help define the environmental impact of such material through the carbon lens. Reporting techniques vary, depending on the environmental
June 2016
thresholds of whatever program or certification you choose to measure your product against. Choosing a program or certification usually depends on what your specific goals are. Participating in a program like EcoOptions would help the visibility of your product by increasing your profile through branding or product lists. Other programs might not be tied to any one retailer but might help your product get specified in a project that requires labeled products. In many third-party green building certification programs material characteristics can help a building achieve certification. In these cases the programs will reference product certification programs that satisfy the requirement of the green building program. ooking at one material can summari e the evolution of some certification programs: steel—specifically the recycled content of steel. At one time the recycled content of steel had an impact on how green buildings achieved certification. The recycled content would be reported to the certifying body and would contribute to a green building certification. The steel industry has increased its recycling strategies to the point where it is nearly impossible to specify structural steel without it containing an extremely high content of recycled material. If this recycling strategy becomes commonplace, and standard practice in the industry, it is no longer considered greener than normal construction and therefore in that particBuilding-Products.com
ular green building program will not help a building get certified. But what about the material itself? Because steel contains a large percentage of recycled content, isn’t it inherently green? As reporting techniques evolve so too will the way we define sustainable characteristics of materials and in some cases like marketing how we portray the sustainability of a company. Reporting techniques and thresholds might change over time but the material characteristics will likely remain fairly consistent. Do not let the changing market and different reporting techniques discourage you or your team. At times the green product space might feel like it is a moving target but green is green and certain characteristics will remain the same regardless of the program you choose to utili e. Any manufacturer or organi ation can easily handle the world of environmental declarations. When you give this responsibility to an individual or department on your staff you will find that the qualities you’ll use to quantify your products environmental features will, in most cases, remain very similar when comparing different programs. eeping the responsibility with this individual or group will be para-
Building-Products.com
mount. I’m not suggesting that you need a sustainability expert on your staff, just someone who understands your product and its green features enough to be able to report them regardless of the program you’ve chosen to use. Then as you find opportunities to participate in certification programs or retailer programs you will have your environmental story prepared and ready to tell.
June 2016
Kelsey Mullen, a trained architect, has spent the past 20 years promoting sustainability in the built environment. Reach Kelsey Mullen him at kelsey@ kelseymullen.com. Green Building Advocate
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THE GREEN ISSUE
By Rosemarie Rossetti Ph.D
The fusion of green with universal design
pad underneath and a low pile. One green recycled fiber carpet choice is made of polyester fiber recovered from plastic bottles. Wool carpets are also considered green.
Window Features
A way to save on heating and cooling bills is to install multiple pane windows having argon gas-filled ow E II insulating glass. A coating on the glass significantly blocks the sun’s ultraviolet rays. Casement windows are preferred to double hung windows due to their ease of operating for a person who uses a wheelchair. These windows allow more air circulation due to the si e of the panes that open. The window locks must be reachable from a seated position. Universal Design Living Laboratory, Columbus, Oh.
The home that my husband, Mark eder and I built and live in, the Universal Design iving aboratory www.udll.com in Columbus, Oh., is the national demonstration home and garden. It is the highest rated universal design home in North America, earning three national certifications. Universal design is a framework for the design of living and working spaces and products, benefiting the widest possible range of people in the widest range of situations without special or separate design. As a person who uses a wheelchair, I know from experience the value that universal design provides. Green is an approach to building homes that conserves natural resources and highlights environmental quality. Our home earned a Silver EED rating from the U.S. Green Building Council. It received a Gold rating on the National Green Building Standard certification program through the National Association of Home Builders. Flooring
When choosing a toilet select one that will use less water. WaterSense labeled toilets use 1.2 gallons per flush or less while still providing equal or superior performance. Also, select a toilet that is a little taller than the standard toilet that is 15” from the floor to the top of the seat. A 17” high toilet seat makes a significant positive difference for people making it easier to get on and off and to transfer to and from a wheelchair. Also, install a grab bar on the wall next to the toilet to make transfers safer and easier.
ptions
Hard surface flooring is easier than carpet to roll on in a wheelchair or walker. In a universal design home, there are green options for hardwood flooring. Bamboo is a fastgrowing grass and is harder than maple or oak. Eucalyptus is a hard, durable wood that is harder than cherry or pine. If carpeting is preferred in a home, select one that is easy to roll on in a wheelchair. Choose a carpet with a thin
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Toilet Features
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June 2016
Casement
indows
Building-Products.com
Showerheads & Handshower Features
Handshowers that have at least a 6’ long hose provide more benefits that a showerhead mounted on a shower wall. People who need to be seated in order to take a shower have the independence and greater adjustability to position the showerhead on the vertical bar. This bar on many models is constructed so that it also serves as a grab bar. Additional hori ontal grab bars will be needed in the shower for safety. Showerheads on handshowers should be lightweight and ergonomic. Ranges in cost may be due to a number of factors including material composition, integrated technology, si e, style, functional design, finish, and the life of the warranty. To conserve the amount of water used to take a shower, select a showerhead that is WaterSense labeled. The specification is that the maximum flow rate value of the showerhead must be equal to or less than 2.0 gallons of water per minute. Water is conserved by mixing more air into the water stream. By installing high-efficiency handshowers, the average household could save more than 2,300 gallons
Landsca e Pavers
resistant energy-efficient green solution. Select interior doors made from fast growing wood species like poplar or from lumber certified by a credible third-party certification program like the Sustainable orestry Initiative.
Landscape Paver Features
When selecting landscape pavers consider those that are compliant with the Americans with Disabilities Act. They meet pedestrian slip resistance standards with a static coefficient of friction of 0. and offer smooth travel for people using wheelchairs. Permeable pavers allow for rain and melted snow to percolate through the paver making these a green choice. In an environment with free ing temperatures, these permeable pavers are a great choice since water doesn’t accumulate and they are less likely to ice over and be safer to walk on. Easier Access Kitchen
of water per year. Since these water savings will reduce demands on water heaters, households will also save on energy costs.
Door Features
To make each room more accessible for people who use wheelchairs or scooters, install 36” wide doors. Also, install lever handles rather that door knobs. ever handles are easier to operate for people with paralysis or arthritis. The cost difference for these wider doors and lever handles is minimal. The benefits are long lasting, providing for independence and greater access to the entire home. Exterior door thresholds should be 1/2” or lower to be easier to roll over in a wheelchair. The exterior main door should have multiple height peepholes or include glass in the design so all residents can view the porch to see who is there. Heavily insulated fiberglass exterior doors are a weather Building-Products.com
Initial Product Cost vs. Long-Term Value
When comparing prices on products that have green and universal design features compared to those that do not, recogni e the benefits to the occupants and the saving in the long run. Universal design offers features provide more independence, safety, accessibility and comfort. Green features provide energy and water savings. In view of the benefits over the long haul, the investment in these products becomes an easy choice.
Rosemarie Rossetti, Ph.D. works with consumers, home designers, and builders to create inspired and livable homes. She is an internationally known speaker, consultant and author. To contact her, visit www.rosemariespeaks.com. To learn about her home and get the free Rosemarie Rossetti report of the universal design features Universal Design in the home, go to www.udll.com.
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NEW Products
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Milwaukee Tool’s new product for plumbing and H AC professionals, the Cheater Pipe Wrench, is the first adaptable pipe wrench in the industry. Through its new-to-world, three-length adaptable design, the wrench gives users ultimate versatility on jobs that previously required multiple si es of traditional pipe wrenches. It’s joined by a full line-up of entirely new steel and aluminum pipe wrenches. Due to its overbite jaw with additional teeth, the wrench delivers the largest grip surface, keeping the material centered in the jaws even in challenging pipe and fitting configurations.
ett Tool is working to provide a clean, dust-free environment for users cutting drywall, fiberglass and plaster products, and with its S -432 acuum Saw, it does just that. Using a cast aluminum saw head that connects to a shop vacuum, the saw collects debris while cutting and before the dust can become airborne. The dust-free cutting provides a healthier environment with less clean-up time by eliminating airborne dust from cutting. A 5-amp, variable-speed motor makes the saw capable of cutting plastic and other rigid materials up to 1/2” and aluminum to 1/ ”.
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AcromaPro’s new AccuStain next generation wood finishing system helps wood finishers achieve exact colors quickly. The line offers a wide range of colors to help wood finishers meet the desires of today’s consumers. The stains’ wide and rich color palette is said to deliver tight tolerances and batch-tobatch consistency for fast, repeatable matches in fewer steps.
ACROMAPRO.COM
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True Crystal Window Door Systems’ new Series 500/ 600 aluminum-projected window line is available in a variety of styles with frame depth and insulating glass thickness options. The windows are suitable for numerous replacement and new construction applications.
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WHAT YOU WANT. WHEN YOU NEED IT. Timbers Green & K.D. Export
Dimension Lumber Treated Products Domestic
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Manke Lumber Company is familyowned and has been serving the needs of the lumber industry since 1953. We take pride in milling and stocking quality lumber in a full range of commodity sizes and larger dimension timbers. We also answer your market needs for a wide variety of treated lumber products. Our forest products are milled from carefully harvested Northwest trees ready for distribution to you—on time and at the right price. Located in the Port of Tacoma, we have ready access to deep water shipping, rail heads or trucking terminals for longer haul loads. Manke operates its own fleet of trucks and is at your service for straight or mixed loads by truck, rail or sea. We manufacture primarily Douglas fir and western hemlock, including • 2x4 thru 2x12, Lengths 8-20’ • 3x4 thru 3x12, Lengths 8-26’ • 4x4 and wider, Lengths 8-26’ • 6x6 and wider, Lengths 8-26’ • 8x8 and wider, Lengths 8-26’ • Timber sizes up to 12x12
Manke Lumber Company Call 1-800-426-8488
1717 Marine View Dr., Tacoma, WA 98422
Phone 253- 572-6252
Fax 253-383-2489
www.mankelumber.com
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Demilec’s new closed-cell spray foam insulation formulated with Honeywell’s Solstice liquid blowing agent is a hydrofluoroolefin H O -blown spray foam that lowers greenhouse gas emissions. The new closed-cell spray foam system was designed to enhance the application process by allowing minimal temperature adjustments required, lowering odor and reducing clogging of the spray gun. In addition, the system provides better foam consistency for a smoother finish.
DEMI EC.COM 224-1533
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Ply Gem’s new Roofing Engineered Cedar roofing option patterned after hand-selected, milled cedar shingles, which are laser-engraved into molds. Made with nearly 100 recycled resins, the Engineered Cedar replicates the beauty of natural cedar roofing, yet outperforms it with a solid-core composition. ow heat and high pressure create a material that is exceptionally durable and resists moisture, impact, insects and fire.
P YGEM.COM 75- 436
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DeWalt’s new press tool is capable of pressing pipe fittings from 1/2 to 4 in copper and stainless steel pipe. The tool is compatible with a wide range of crimping heads and attachments for different materials and uses. The head of the tool pivots 320 to maneuver in tight spaces and the crimping jaws are protected from corrosion with a black galvani ed coating.
DEWA T.COM 00 433- 25
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Simpson Strong-Tie’s new prefabricated wood shearwall provides greater installation flexibility for contractors and more design options for specifiers. The Strong-Wall Wood Shearwall replaces the StrongWall SB Shearwall and can be used in the same applications, including residential, multi-story, and light-frame commercial wood structures. Its holdown with visible front, back and side access makes it easier to install the anchorage attachment.
STRONG-TIE.COM 00
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Specializing in Flatbed & Van Freight for over 10 years
4911 Warner Ave., Ste. 205, Huntington Beach, CA 92649 Phone (714) 840-5366 • Fax 714-840-1933
www.straight-line-transport.com “A Load We Transport Is a Load off Your Mind” Building-Products.com
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DO IT BEST Photos by The Merchant
DOING IT BEST Do it Best Corp. hosted its spring market May 20-23 in Indianapolis, In. The company welcomed its new president and C O Dan Starr, as he shared his vision for the future. 1 Bradley Marks, Danny Knapp, Nick Olney, Joe Woodward. 2 Bryan oexum, Tim Pappas, Don James. John Bonnot, arry Gray, Pete Meichtry, Joe Araiza. 4 Kelley Jenison, Chris Byington. 5 Matt Carney, Tyler Martin. 6 Jeff Frazier, Jordan Collins. Dan Bogner, Randy Monahan.
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David awson, Allan Pantig. 9 Jack Bose, eronica Angel. 10 Dan Semsak, J.D. Dombek. 11 Bob Dodson, Mike Berkel. 12 Bill Nelli, Thomas Cooke, ance Cook. 1 Ben Capp, ric Rodgers, Brian Ponder. 14 Christi aughn, van McBroom. 15 Amanda Schroeder, Paul Kinney, Samantha Williams. 16 Steve anlwaarden, Jeff Rizzo. 1 Jess ohse, David ohse. ( ore hotos on ne t ages) Building-Products.com
DO IT BEST Photos by The Merchant
CO OP MARKET attendees ( ontin ed from re io s age) 1 Sue Ridge, Donna Plummer. 19 eo Bryant, Jake Sedelbauer, Casey igray. 20 Do it Best mascot Mr. Friendly. 21 Scott andley, Christi Passmore, Tim Williams. 22 ric Mayfield, Mary Price, Dale Minks,
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Dave eine. 2 Carl Petty, arry Petty. 24 Bill Merlock, Beverly Parish. 25 Rick Kost, Ryan Kremer. 26 Ron Gerrie ubbs. 2 isa Prestifilippo, Jeff Davis. ( ore hotos on ne t age)
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DO IT BEST Photos by The Merchant
DO IT BEST ( ont ) 2 Armando Avalos, Cyndi Chandler. 29 Jim Davis, Tom Thomas. 0 ince Slack, Mike Ter Molen. 1 Brad McDaniel, Randy Rusk. 2 Dave Knific, Sam Webber. Ryan Stopher, Stacy Davis. 4 auren Williamson, Will Augenbraun, Jade Brownfield, Casey Weems. 5 Jim Caldwell, Pat Barb Rakowski, Susan George. 6 arl Cooper, Shelley egal. Kairrie Noel, Jennifer Wilcox. Marshall Ward, Johannah Niles, Ken Smyth, Tim Roach. 9 David Niehaus, John Maiuri, Tom Freund, Ben Niehaus. 40 Chuck Casey, Rick Stout. 41 en Kasperski, Fred Knox. 42 Michael Boone, Nick Nobbe. 4 Randy Stricker, Pat Thorne. 44 Steve Rux, Rick Friesen, Rich Wilcox, Dale Rife, Bo Bryant, Phil ail. 45 Matthew awk, Jim Gorsuch. 46 Mike Gorsuch, Brian lkins, Bill Gorsuch.
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Building-Products.com
Black, Diane Mercer. 9 Dave Rogers, Brian Bunt. 10 Alan Berthowitz, David ien, Alex Uniack. 11 Marc Spitz, Diane Mercer. 12 Michelle Chase, Joey Thompson, Nancy Shaw. 1 izzie Owen, Glenda DeFrange. 14 lena strada, Sabrina Jimenez, June Kusaka, Sonia opez. 15 Chris Freeman, Steve Schroeder.
WCBLMA 2nd GROWTH
AT 2ND GRO TH S May 5 meeting in Brea, Ca., 1 Anthony Mayo spoke on customer retention. 2 Doug Willis, Steve Brown. Kevin Ulibarri, Adam Kenney. 4 Fia Faumuina, ector Barrera, Mo Shearer, Raul Soto. 5 Jesse Jackson, Chris untington, Jon Schroeder. 6 Jean enning, Anthony Mayo. eia Beck, Al Storey. Steve
Photos by The Merchant Magazine
TREATERS
WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY
ACQ ACQPreserve • Borates D-Blaze® Interior Fire Retardant Heat Treating ISPM 15 Compliant • Custom Drying Rail Served BNSF • TPI Third Party Inspected
909-350-1214 15500 Valencia Ave. (Box 1070), Fontana, CA 92335 Fax 909-350-9623 • email – fwl-fwp@pacbell.net
www.fontanawholesalelumber.com
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o ers a
SOUTHERN CALIFORNIA oo- oo Club exceeded its goal of raising $20,000 for the Wounded Warriors Project and other charities at its annual Don Gregson Memorial Golf Tournament May 20 in San Dimas, Ca. 1 Twelve Marines were special guests at the event. 2 Frank Gonzalez, Craig arson, Oscar Marin, Todd Pollard. Jeff Townsend, Steve Krueger, John Peterson. 4 Steve Sperry, Drew Gray, Mike erderber, Drew Nicassio. 5 Shawn Knight, Michelle Chase, Pat McCumber, Tom Foote. 6 Bob Scanzoni, Pat Kennedy, Jim Williamson, ic eader. Sean oran II, Sean oran, Jay enore Gregson. Brent Johnson. 9 Mario Barajas, Bert McKee, Rich Geary. 10 Jack Butler, ern O Connor, Dan May. 11 Scott hret, Bryan Geer, David Tait, Clyde alore. 12 Byron Grabinger, Jim Gaither, Alan Arbiso. 1 Mark uff, Scott Whitman. ( ore hotos on ne t two ages)
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GREGSON GOLF OUTING Photos by The Merchant Magazine
144 GOLFERS ( ontin ed) 14 Dwayne Kurkowski, Kevin Mc ernan, Joe DeRoest, Al Reed. 15 Ken Carpenter, Brett Gregson, Jim Gregson, Scott Glassey. 16 Ray Meamber, Sean O Bannon, Derek Peterson. 1 Chris Craw. 1 Bryan Callaway, Paul Braeger, Terry Russo, Alan Price. 19 David Rodriguez, Carl Suderman, Dan Croker, Tony Campbell. 20 Mark Mitchell, Peter owe, Chris Wischmann, Andrew Steyermer. 21 Raymond uther, Joe
Building-Products.com
onochick, Billy Shelton, John Pas ualetto. 22 Danny Andrea, Tyrone Smith, Danny Sosa, Ryan Mitchell. 2 Mike Rios, Rick ambert, Jose ictorino, Jack Stanfield, Danielle Pothoof, Nick all. 24 Troy uff, Todd Beaman. 25 Rob Keyes, Steve Sadler, Tianna Roman, Matt Dvorak, Jeff Won. 26 John Garbo. 2 Ryan ibler, Jim Garbo. 2 Chip, Don Kavert, Greg Stout, holding a spot for Mike Kemp (unpictured). ( ore hotos on ne t age)
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GREGSON GOLF OUTING Photos by The Merchant Magazine
MORE GOLF ( ontin ed from re io s ages) 29 Darrell Bustamante, Jesse Jackson, Kenneth ansen. 0 David Martinez, David enwood, Andrew Manke, Mitch Povee. 1 Joe Morin, Damien Simpson, Deonn DeFord, Keith itchcock. 2 Blake Ghavami, Jesse Mills, J.D. utton, Guy argraves. ric Thompson, Barry Pino, Melanie indi. 4 arry Christensen. 5 Mike Johnson, John Assman, arry Kern. 6 Wes Rogers, Adam
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Barela. Mark Davis, Brian McManus, Mike Nicholson, Mike Disney. Jerry inds. 9 Mark Rushlow, Peter Detorres, Keith Matthews. 40 Craig Crafton, Terry Rasmussen, Chad uffman, Scott Middaugh. 41 Dwight ayes, Mike Myers. 42 ector Campos, Joseph McCormick. 4 Mike Garrity, Bill oung, Chris Johnson. 44 Wayne Carter, Richard Roy, Mitch Callaway, Kevin Witt. 45 Fernando Abundis, Steve Nicholson.
Building-Products.com
HARDWOOD CLUB AT THE RACES Photos by The Merchant
LOS ANGELES ardwood umberman s Club enjoyed the special Sierra ista Terrace box May 14 for its annual Day at the Races at Santa Anita Park, Arcadia, Ca.: 1 Scott Gutierrez, Sally Martinez. 2 Tim Becky Peterman, Tiffany Roa, Jeremy Peterman. Building-Products.com
John Mortati, Rhonda Bausch, Diane Dennis Johnston. 4 Andrew Shelly Nelson, Sarah Nelson, Megan Nelson. 5 Dale Bohannon, Rose Fernandez, Matt Schonfeld, Kim Bohannon, Kit Rohm, Dan Bohannon. 6 Joyce Ralston Walter Ralston, Charley
James. John Barky, Chuck Casey. Gary Swaner, George Swaner, Audrey Swaner. 9 Timmy Judy omeli, icki Johnston, Tim Mathews. 10 Dawn Jeff Johnston. 11 Aaron Ashley Aguilar, Christa Robert llis. 12 Jesus uerta, ince Millan, Michael Millan.
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s . a , 4, retired advertising manager with Hayward umber, Salinas, Ca., died after a brief illness May 6 in Pine Grove, Ca. He spent two years in the U.S. Army before beginning a lengthy career with J M Hardware, Salinas, joining Hayward in 1 70. He retired in 1 1.
Celebrating 49 years of fine hardwood manufacture and distribution For the finest service in the industry, call on Swaner for a steady, reliable source of quality hardwood products at competitive prices. Hardwood Lumber S S Hardwood lywood Custom Hardwood Moulding Custom Hardwood looring
5 West Magnolia Blvd., Burbank, Ca. 91502 Fax 818-846-3662
(800) 368-1108 a ar c St r , 5 , sales manager at .H. Stolt e umber Co., Columbia alls, Mt., died May after a battle with brain cancer. He spent nearly 31 years with the company, most of it as sales manager.
ADVERTISERS Index A EK www.azek.com ..................................................................... Boral www.boralamerica.com .....................................................2 C&E Lumber Co. www.lodge ole ine.com ...............................61 Ca ital www.ca ital lumber.com ................................................51 Deck Su ly arehouse www.decksu lywarehouse.com ...... Disdero Lumber Co. www.disderolumber.com ......................... 0 E terior ood www.e teriorwood.com ....................................... Fiberon www.fiberondecking.com ...............................................5 Fontana holesale Lumber fontanawholesalelumber.com .....55 Huff Lumber Co. ............................................................................. 4 Humboldt Redwood www.getredwood.com ..............................2 J&L Heat Treating Service .............................................................61 Jones holesale Lumber www. oneswholesale.com ..............49 Keller Lumber .................................................................................45 LP Building Products www.l smartside.com ............................1 Manke Lumber Co. www.mankelumber.com .............................50 NewTech ood www.newtechwood.com .......................22, 24, 26 Norman Distribution Inc. www.normandist.com .......................11
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Tim a , salesman with OrePac Building Products, Tacoma, Wa., died May 22. A member of Western Building Material Association’s Suppliers Council, he had been with OrePac for nearly 20 years. ar r Sc ma , 2, former salesman for umber Products, Tualatin, Or., died May 12. A U.S. Navy veteran of World War II, after leaving umber Products, he operated his own furniture business.
CLASSIFIED Marketplace Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished camera-ready (advertiser sets type), $65 if we set type. uestions Call (714) 486-2735. Deadline: 18th of previous month. Send ad to david@building-products.com.
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ic a itc Simki s, 57, C O of SimkinsHallin umber Co., Bo eman, Mt., died April 21. After 10 years as an accountant, he joined the family lumber business in 1 2.
June 2016
A ST P TS: A Southern California distributor of OSB, plywood, lumber, siding and a variety of other building products. We have opportunities to join our team in Riverside, Ca. Bear orest Products is family owned and operated since 1 5. We are looking to hire qualified people for inside sales, outside sales, and potential purchasing/management positions. Please direct inquiries to Brad Schneider, 5 336-373 , brad@bearfp.com.
North American holesale Lumber Assn. www.nawla.org .....19 Nu Forest Products www.nuforest roducts.com ................20 21 Pennsylvania & Indiana Lumbermens www. lmilm.com .........41 Pelican Bay Forest Products www. elicanbayf .com .............. 9 Redwood Em ire www.redwoodem .com .......................Cover II Reel Lumber Service www.reellumber.com ..............................4 Reliable holesale Lumber Inc. www.rwli.com ........................5 Roseburg Forest Products www.roseburg.com ....................... 1 Royal Pacific Industries ................................................................. RoyOMartin www.royomartin.com .............................................25 Sim son Strong Tie www.strongtie.com ...................................4 Snider Industries www.sniderindustries.com ...........................45 Straight Line Trans ort www.straight line trans ort.com .......51 Swaner Hardware Co. www.swansongrou inc.com .................60 Swanson Grou Sales www.swansongrou inc.com ......Cover III Tru ood Collins www.truwoodsiding.com .................Cover I, IV Universal Forest Products www.uf edge.com .......................... 5 eyerhaeuser www.weyerhaeuser.com ............................... 2 oodtone Industries www.woodtone.com ................................15 Building-Products.com
DATE Book istings are often s bmitted months in ad an e lways erify dates and lo ations with s onsor before ma ing lans to attend est Coast Lumber & Building Material Association – June 9, golf tournament, Rancho Solano Golf Course, Fairfield, Ca. (800) 2664344 www.lumberassociation.org. estern States Roofing Contractors Association – June 12 14, convention expo, Paris as egas otel Casino, as egas, Nv. (800) 725-0333 www.wsrca.com. National Lawn & Garden Show – June 14 15, Chicago, Il. (888) 316-0226 www.nlgshow.com. PCBC – June 22 2 , Moscone Center, San Fransisco, Ca. (800) 9567469 www.pcbc.com. Los Angeles Hardwood Lumberman s Club – June 25, bay cruise, Newport Beach, Ca. www.lahlc.net. estern ood Preservers Institute – June 26 2 , summer meeting, ancouver, B.C. (360) 693-9958 www.wwpinstitute.org. Forest Products Society – June 2 29, 70th international convention, Portland, Or. (855) 475-0291 www.forestprod.org. Ontario Home & Garden Show – July 10, Ontario Convention Center, Ontario, Ca. www.homeshowconsultants.com. Mountain States Lumber & Building Material Dealers Assn. – July 12, Colorado Council golf tournament, The Ranch Country Club, Westminster, Co. (303) 793-0859 www.mslbmda.org. Los Angeles Hardwood Lumberman s Club – July 14, meeting, Tulsa Rib Co., Orange, Ca. www.lahlc.net. est Coast Lumber & Building Material Assn. – July 14 15, 2nd Growth summer conference, Omni Rancho as Palmas Resort, Rancho Mirage, Ca. (800) 266-4344 lumberassociation.org.
estern Building Material Association – July 19, executive and board meetings, Radisson otel, Seattle, Wa. (360) 943-3054 www.wbma.org. Southern California Hoo Hoo Club – July 20, speaker meeting golf Centro Basco Restaurant, Chino, Ca. (323) 559-1958 www.hoohoo117.org. Association of oodworking & Furnishings Su liers – July 22 25, woodworking fair, as egas Convention Center, as egas, Nv. (800) 946-2937 www.awfsfair.org. Um ua Valley Lumber Association – Aug. Roseburg, Or. (541) 874-2281.
5, mill week,
Los Angeles Hardwood Lumberman s Club – Aug. 6, BB , orba inda, Ca. www.lahlc.net. Tacoma Olym ia Hoo Hoo Club – Aug. 6, annual picnic, Gig arbor, Wa. (253) 531-1834 tbilski614@aol.com Mountain States Lumber & Building Material Dealers Assn. – Aug. 11, Western Slope golf tournament, Rifle, Co. (303) 7930859 www.mslbmda.org. Tacoma Olym ia Hoo Hoo Club – Aug. 14, annual Mel Smeder Memorial Golf Tournament, Tacoma, Wa. (253) 531-1834 tbilski614@aol.com National Association of omen in Construction – Aug. 1 20, annual convention, Grand yatt Riverwalk, San Antonio, Tx. (817) 877-5551 www.nawic.org. Ace Hardware Cor . – Aug. 1 20, fall market, Chicago, Il. (630) 990-7662 www.acehardware.com. Tacoma Olym ia Hoo Hoo Club – Aug. 19, board meeting, Tacoma, Wa. (253) 531-1834 tbilski614@aol.com orld Conference of Timber & Engineering – Aug. 22 25, ienna, Austria wcte2016@tuwien.ac.at.
J&L HEAT TREATING SERVICE Fast & Courteous Service
— Centrally located between I-5 & 99 in Stockton, CA — Call John at (209)
595-2141 — j.fauria@sbcglobal.net
C E LUMBER COM A 1 1/2” to 12” Diameter in Stock.
SPECIAL QUOTES
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FLASHBack 65 Years Ago This Month
West Coast sawmills supplying the nation with all the construction lumber needed for homebuilding, defense, and industry. awrence H. John of Porterville, Ca., received the U.S. Department of Agriculture’s Superior Service Award from Secretary Brennan in Washington, D.C., for saving the lives of his five-man crew when a forest fire swept over them in Sequoia National orest. While peering under his wet jacket that was covering his crew, he was scorched in his lungs, and on his shoulders. He developed pneumonia and healed several weeks later. The industry honored lumberman C. Russell Johnson 65 years after he first started Union umber Co., ort Bragg, Ca. The two largest tree farms in the redwood region were dedicated as his finest memorial, the C.R. Johnson Tree arms—one unit on the Noyo River and the other on the Big River. The two farms included a little more than 65,000 acres, one thousand for each year of operation by Union umber. B THE TIME Western ardwood umber Co., os Angeles, Ca., appeared on the cover of the June 1951 issue of he er hant it had already been promoting exotic imports to U.S. dealers for more than 40 years.
S ixty-five years ago, e al for a er er a played a huge role during a time when America looked to the lumber industry more than ever to supply building material for military installations, housing, factories, and repairs. Wrote one 1 51 reader from New York: “How could I better keep track of my many friends if I didn’t keep your maga ine? That I ask you, and at that price, how could I spend 5 more wisely?” Another from Oakland, Ca. penned, “I just couldn’t be without e er a ,” while Chas A. Peirce from os Angeles wrote, “You’re doing an excellent job educationally, socially and politically—in citing current events of tremendous importance to your readers. You have undoubtedly directed and redirected the thinking of many lumbermen.” Also in June 1 51, a steady movement of empty boxcars from eastern railroads into western Oregon and Washington eased the critical freight car supply problem for West Coast lumber shippers for the first time since January, and Douglas fir mills were able to step up production and shipments of lumber during April— good weather and improved car supply were a few of the reasons. West Coast umbermen’s Association secretary Harris E. Smith was optimistic about the ability of the 62
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June 2016
NO DEFUNCT western regional distributor Diamond W Supply Co. marketed a spray-on umber Seal before years later specializing in hardwood flooring.
Building-Products.com
Building-Products.com
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Engineered to perform. Designed to protect. TruWood products offer benefits that are hard to match. VERSATILE: The most complete selection of styles, patterns and thicknesses in the industry. RELIABLE: Backed by our 30-year transferable warranty. DURABLE: Won’t check, split or crack, and factory-primed for added protection. SIMPLE: Easy cutting, tooling and nailing. SUSTAINABLE: Manufactured from residual wood fiber, using sustainable practices.
For mor more e information information about TruWood TruWood Siding and Trim, Trim, including warranty and installation instructions, please call 800.417.3674 or visit T TruWoodSiding.com. rruW Wo oo oodSiding.com.
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