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Now the beauty of a home lasts as long as the love for it.

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CONTENTS June 2022

Volume 101 n Number 6

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

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Special Report

Features

Top Construction Suppliers

Webb Analytics’ new 2022 Construction Supply 150 sizes up the nation’s largest dealers, finding lumberyards’ revenues

far outpacing those of the boxes.

twitter @bpdmerch

instagram @bpdmerch

26 Departments

Business Operations

Tech Help

Industry Trends

32 Movers & Shakers

Margin Builders

36 Association Update

Tips on Evaluating a Tech Partner

How to Support Your Trade Customers through Technology Automated Hardwood Marketplace

The

MERCHANT

JUNE 2022

Magazine

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

LBM TECHNOLOGY SPECIAL ISSUE • LOGISTICS SOLUTIONS • ORGILL

Now the beauty of a home lasts as long as the love for it.

Title: Now the beauty… Pub: The Merchant Cover Trim Size: 8.25 x 8.75 Bleed Size: 8.5 x 9 Close Date: 5.11.22 File Name: TW 16168 - 2022_Merchant_Front_8.25x8.75 Client: TruWood Job #: TW 16168 App: InDesign CC Colors: 4cp

Partnering with Third-Party Logistics Providers to Cut Fuel Costs

22 Transforming Teams

38 New Products 44 DateBook

Company Focus

45 In Memoriam

Orgill at 175

Siding: OLD MILL® SHINGLE LAP, 8" COTTAGE LAP, Reversible Trim: VARIOUS SIZES

47 Centennial FlashBack

5/17/22 3:28 PM

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

The Official Publication of

20 Olsen on Sales

NAWLA’s Thinking Ahead

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8 Across the Board

Break Up “Scar Tissue” from COVID

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ACROSS the Board By Patrick Adams

Practice what you preach?

wasn ’ t planning

on having a bunch of free time. I always have a plan and almost never find myself with a minute to spare. As I was lying there in ICU for what seemed like an eternity, I had a lot of time to think because daytime talk shows really aren’t my thing. I thought about how did this happen and what could I have done to prevent it? I thought about what if it gets worse and changes my life and what I’m capable of? Most of all, I thought about my family. It could not be a busier time—the business is celebrating its 100 year anniversary with a lot of new things planned. We are launching a new consumer magazine—our first attempt at this. Our house continues to be under a state of construction. My kids just started spring break, and—the icing on the cake—on the same day I started my “vacation,” my mother-in-law, who now lives alone, slipped and broke her ankle. Managing it ALL fell on my wife. I could not help, could not email, could not call and could not leave. After what seemed like maybe a lunchtime burrito that didn’t agree with me, a few days later turned into a fever of 104 degrees and a trip to the ER. This followed in minutes with being admitted for what would be two-and-a-half weeks. I have never had a health-related hospital stay, which I count as both lucky and a byproduct of truly making an effort to take care of myself. I always have, but that kicked into high gear when my so-called “best friend” said when I announced that my son had been born, he immediately followed with this response. “Congrats, Dad, you’ll be 72 when he graduates college.” After a quick calculation in my head, I realized he wasn’t just being the savage that most of my friends are. I eat relatively healthy and get a solid six to seven hours of sleep each night. I wake up at 0400 every day and head down to the garage to work out. I park in the back of parking lots to get my steps throughout the day (really because a GMC 2500 won’t fit in California parking spots) and take the stairs when I can. But here I lie, while I have to just have faith that my wife and team can take care of everything in my silent absence. For me, this is my hell. Not just the hospital, or the helplessness having to rely on a team of strangers to care for me, or the unknown of the outcome. More than anything it’s the feeling of letting people down. Dumping all of this on my wife with no notice or planning. Leaving my team to fend for themselves, while I just lay here alone. The thought hit

me that just last month, I was “preaching” to all of you in my article (see May Merchant, page 8) about “taking your health seriously” and here I am hooked up to machines along with “sick people” in the hospital. I always have a plan, but what I realized is that with a lot of things, I simply can’t control the timing. I couldn’t control when we had a water leak that took our house out of commission for eight months and counting. I can’t control how our market, costs and our business overall continues to change and make things more challenging. And, I can’t control when I might be taken out of commission. For the first time, I thought about my family living without me—my kids growing up without me—and realized I am valued for more than what I “provide.” While the health challenge is not quite over, I have learned a lot from this. First, that I have an amazing “team” around me who is more than capable and willing to step up when duty calls. That things still get done without me and in many cases, perhaps in a better way. I’ve been reminded of the lesson that I’ve learned many times throughout my life; that our time is limited and we’re not guaranteed a tomorrow. That we should take that extra time when we have the chance and perhaps, not take ourselves so seriously that we think we “must” work 60 hours a week. I suppose my last column is still accurate; invest in your health. I’ll just add a footnote to that advice now... because you never know when you won’t have a tomorrow to get started. While that two weeks took about 31 lbs. from me, it didn’t take my gratitude for my family, my team, or having this great industry to serve. Stay healthy, everyone.

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

n The Merchant Magazine n June 2022

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FEATURE Story

THE MORE HEAVILY building material dealers focused on lumber, the more likely they were to experience a spike in revenues—due in no small part to escalating lumber prices.

Lumberyards’ revenues far outpace big boxes’

umberyards ’ revenues

soared far above gains for specialty dealers and big boxes, according to Webb Analytics’ 2022 Construction Supply 150. High-flying lumber prices helped drive a 19.2% revenue increase by the 150 dealers analyzed, with vast differences in growth depending on how much wood a company sold. The group, which arguably accounts for the lion’s share of construction product sales in America, took in $373.73 billion last year from their U.S. operations. Participants’ operations in Canada and Mexico added another $20.57 billion, pushing the total to $394.30 billion, also a 19.2% gain from 2020. The number of branches in the U.S. run by CS150 members grew 7.6% to 13,711, while there was a 32.1% increase in Canadian and Mexican branches, bringing the non-U.S. total to 847 and pushing the North American count to 14,558. “The increase looks similar to the 18.6% rise in sales during 2020 that was reported by pretty much the same CS150 membership. But top-line appearances deceive,” said Craig Webb, president of Webb Analytics LLC and author of the report. Largely because of softwood lumber’s 116% price increase between January 2020 and January 2022, lumberyards with manufacturing operations saw their revenues shoot up 58.6% in 2021 from the year before. This group—one of five subcategories tracked in the study—gets the majority of its revenue from sales of framing lumber as well as from manufacturing wood-based components like trusses, wall panels, and custom molding. Thus, a huge amount of what these dealers stocked sold for drastically more than it did just a few years ago.

n The Merchant Magazine n June 2022

Other subgroups benefited from lumber, too. Lumber sales at Home Depot rose 18% in the year ended Jan. 31, 2022, while at Lowe’s the lumber section’s revenue grew 16.5% and contributed one-fifth of the big box’s total revenue gain. But most other home centers and hardware stores don’t count on lumber as much to keep the doors open. As a result, overall sales for this subgroup increased just 11.1%. That’s half the increase that this group achieved in 2020, when COVID struck and launched a home improvement boom. Meanwhile, specialty building dealers—companies that primarily sell non-lumber products, such as roofing, siding, and drywall—recorded a 26.5% gain in sales. In 2020, CS150 companies that generated less than 70% of their revenues from professional builders and remodelers saw their sales increase nearly twice as much as companies that made over 90% of their sales to pros. But last year, the numbers reversed, with pro-oriented stores of all types seeing a 62% gain in revenue versus a still-not-shabby 28% climb at more retail-oriented outlets. The CS150 is a tale of two cities based on how you measure the group. The list’s 17 home centers and hardware store chains are only 11.3% of the membership but account for 67.9% of the revenue—the result of having Home Depot and Lowe’s in the group’s ranks. In contrast, the 48 lumberyards that don’t have manufacturing operations accounted for 39.3% of the companies on the list, but only 1.7% of the revenue. Among challenges, nearly half the companies rated finding truck drivers a 10 on a 1-to-10 scale of difficulty. Just under 50% said they have started letting some emBuilding-Products.com

ployees work from home permanently. Roughly one-third of respondents said they have increased the number of days a worker can take off, and one-third have stopped requiring a year of employment before a worker can go on vacation. And while all this effort finding workers has been going on, there’s been remarkable increase in ecommerce activity and electronic communications. In last year’s CS150, 56.7% of respondents said their customers could check their bills online. In this report, 72.7% say they can do the same. Through 2020, a customer could pay online at

42.3% of the member companies that revealed their status. This year, that share is 58.6%. Meanwhile, the percentage of dealers who said customers can check whether a product is in stock more than doubled to 29.8%. And BOPIS (Buy Online, Pick up In Store) was possible at 39.8% of this year’s dealers, up from 22.7% last year. Webb estimated the list represents about three-quarters of all sales at building material and supplies dealers, excluding paint stores. The full 52-page PDF report can be downloaded at webb-analytics.com.

The Construction Supply 150

Rank Company/City/State

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

The Home Depot, Atlanta, Ga. Lowe’s, Mooresville, N.C. Builders FirstSource, Dallas, Tx. ABC Supply, Beloit, Wi. Menards, Eau Claire, Wi. Ferguson Enterprises, Newport News, Va. US LBM, Buffalo Grove, Il. 84 Lumber, Eighty Four, Pa. Beacon, Herndon, Va. Harbor Freight Tools, Calabasas, Ca. SRS Distribution, McKinney, Tx. GMS, Tucker, Ga. Floor & Decor Holdings, Atlanta, Ga. UFP Industries, Grand Rapids, Mi. Foundation Building Materials, Santa Ana, Ca. Carter Lumber, Kent, Oh. Kodiak Building Partners, Highlands Ranch, Co. Northern Tool + Equipment, Burnsville, Mn. Sutherland Lumber, Kansas City, Mo. McCoy’s Building Supply, San Marcos, Tx. Lansing Building Products, Richmond, Va. Service Partners (TopBuild), Daytona Beach, Fl. LL Flooring, Richmond, Va. Parr Lumber, Hillsboro, Or. Foxworth-Galbraith Lumber, Plano, Tx. Contractors Warehouse, Roseville, Ca. Matheus Lumber, Woodinville, Wa. Ganahl Lumber, Anaheim, Ca. Westlake Ace Hardware, Lenexa, Ks. Riverhead Building Supply, Calverton, N.Y.

Primary business emphasis*

2021 sales ($ millions)

2020 sales ($ millions)

H H M S H S M M S H S S S ML S M M H H M S S S M M L L M H M

$138,920.0 $90,348.0 $19,900.0 $14,800.0 $13,086.2 $12,959.0 $9,220.0 $7,900.0 $6,642.0 $6,000.0 $5,755.3 $3,636.7 $3,433.5 $2,698.4 $2,652.0 $2,565.0 $2,490.5 $1,950.0 $1,450.0 $1,423.6 $1,326.2 $1,272.2 $1,152.3 $990.9 $927.0 $844.8 $750.0 $666.8 $603.9 $555.0

$122,158.0 $84,503.0 $12,800.0 $12,100.0 $11,800.0 $11,364.2 $4,265.1 $4,700.0 $5,916.7 $5,400.0 $3,796.3 $2,670.0 $2,425.8 $1,695.7 $1,077.3 $1,750.0 $1,876.2 $1,450.0 $1,306.3 $1,073.8 $991.7 $926.7 $1,097.7 $644.0 $588.5 $768.0 $416.0 $502.3 $550.7 $400.0

Sales % change, Locations Locations 2021 v. ’20 2021 2020

13.7% 6.9% 55.5% 22.3% 10.9% 14.0% 116.2% 68.1% 12.3% 11.1% 51.6% 36.2% 41.5% 59.1% 146.2% 46.6% 32.7% 34.5% 11.0% 32.6% 33.7% 37.3% 5.0% 53.9% 57.5% 10.0% 80.3% 32.7% 9.7% 38.8%

2,006 1,737 565 839 346 1,470 441 272 446 1,200 595 337 162 65 221 168 111 121 50 92 114 155 424 43 35 14 10 11 151 19

1,987 1,734 550 799 345 1,452 280 262 524 1,087 405 234 135 57 125 167 103 120 50 91 114 75 410 36 35 14 8 11 145 18

* H (Hardware/Home Center), L (Lumberyard w/out Manufacturing Operations), M (Lumberyard w/Manufacturing), ML (Lumber-centric Manufacturer Dealer), S (Specialty) Building-Products.com

June 2022 n The Merchant Magazine n

BUSINESS Operations By Anthony Muck

Evaluating a tech partner? A

Swap your RFP for an RFI

or another, businesses find themselves evaluating potential software partners. Even we at DMSi, who make our bread and butter from being chosen as software partners, go through this process when we evaluate vendors to integrate with our software. To make a wise software investment, we’ve found that you need to learn whether a vendor can deliver the things that matter most to your business. But software vendors all build slightly different products. Businesses that prioritize systems that function like their current one might end up with software that has the things they want. But they may discover it’s missing the things they need. As a software provider, we know vendors respond to information a prospect supplies and demo features accordingly. We also know that businesses often choose new software by using a formal Request For Proposal (RFP). The reasoning behind RFPs is simple: with enough information, the “right” decision reveals itself. The process entails: 1. Making a list of every required and desired feature. 2. Asking vendors whether their system has each feature. 3. Assigning points for each answer. Presto! The highest scoring vendor has the best software. Right? Wrong. While RFPs can be a helpful tool for a company to start understanding what different vendors offer, they can also lead businesses in the wrong direction. This is because RFPs prioritize software features over business needs. As scorecards, RFPs ask questions with simple yes/no answers like, “Does the system have feature X?” An RFP doesn’t include key questions such as, “How can your system help us cut costs?” Without open-ended questions, deeper discussions are missing. t some point

Say Hello to the RFI

So, what’s a business to do? How can you be thorough without missing (lumber analogy noted) the forest for the trees? We suggest a simple twist on the RFP by making it an RFI (Request for Information). An RFI starts with replacing must-have features with must-have business improvements, and then asking a prospective vendor what their software can do to address the improvements. It makes sense. Business goals drive every major company investment. From opening a new location to adding a new product line, businesses pursue actions that help increase revenue, improve customer loyalty and grow market share. The same logic should apply when choosing new software.

n The Merchant Magazine n June 2022

To create an RFI for choosing new software, go through the following three questions and write down your answers: 1. STRATEGIC GOAL: What does the company need to focus on to be successful over the next 10-15 years? 2. BUSINESS STRATEGY: What should we prioritize in our operation to achieve that goal? 3. IMPROVEMENT GOALS: How can we change processes to better achieve our goals? Coming up with the answers takes time and discussion, and you’ll need to include insights from executive leadership. But once you go through this exercise, you will have what you need to ask the most important question in your RFI: “What can you, the prospective software vendor, do to help us?” Instead of a features checklist, vendors will talk about your specific business goals and the different ways the software might help to achieve them. With business goals as the conversation focus, it should become much clearer what a software vendor can offer and who you’ll want to partner with. After all, changing software is a long-term commitment and you want to know exactly what you’re getting. With an RFI, you’ll like the odds of choosing the right system to help your business achieve those goals and the right partner to help you do it. – Anthony Muck is currently serving on the NAWLA Leadership Summit Committee. He is vice president of sales and marketing at DMSi, an Omaha, Ne.-based company providing business management software for the building materials industry (www.dmsi.com). Building-Products.com

Building-Products.com

June 2022 n The Merchant Magazine n

TECH Help By John Maiuri

How to support your trade customers through technology A

s we near the midpoint of 2022, the trade community continues to grapple with the same challenges they were facing in 2021, such as supply chain delays, inflation and labor shortages. At the same time, new construction and the home improvement space continues to boom, so demand is higher than ever for builders, general contractors, and sub-contractors. With this storm of disruption and demand, tradespeople need a community of trusted suppliers now more than ever for securing all the products they need to complete projects on schedule. To help the trade community better navigate this disruption and have a strong 2022, lumber and building material businesses need to make sure they are prioritizing the right tech investments and meeting this audience on their preferred platforms.

E-commerce

The pandemic accelerated the adoption of all things digital, and that includes e-commerce. Customers now expect businesses of all sizes to have a professional web presence. As a result of these changing expectations, online shopping for delivery or in-store pickup options are emerging as the gold standard across lumber and building materials businesses. In addition, having an online site lets potential customers research and purchase items at their convenience. For industries such as lumber and building materials where contractors must work around unpredictable schedules, online selling options provide a convenient experience that they can rely on. For LBM dealers that are serious about their customers and investing in tools to improve the overall experience, having

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the right technology is critical for building loyalty and attracting new shoppers. There is already evidence of permanent change happening in this space due to the pandemic. According to ECI’s 2021 State of SMB Digital Transformation Report, 43% of SMBs in the LBM space implemented or expanded their e-commerce offering in 2020. As more consumers continue to expect seamless shopping experiences, it will become essential for LBM professionals to remain connected to their customers through e-commerce tools or risk losing market share.

Cloud Investment

With the digital shift, the last two years have also expedited the need for LBM businesses to adopt cloud technology, such as cloud-based business management software, to maintain busiBuilding-Products.com

ness operations with anywhere-anytime access. For most LBM dealers, this has been a consistent priority since the start of the pandemic—additional data from the survey shows 64% of SMBs have increased their technology investments in this timeframe so they can better serve their trade customers. In the early months of the year, it’s also important that these dealers are accurately planning their technology investments for the remaining months ahead and making actionable steps to achieve these goals. It’s likely that the growing emphasis on anywhereanytime access will continue as more companies are relying on technology to keep them powered on and connected to their customers through times of disruption. As the cloud continues to become more prominent in this space, LBM professionals should be looking for cloudbased tools that integrate seamlessly into their current technology stack. Disparate systems or data stuck in silos, such as desktop-native spreadsheets, hinders efficiency and limits the experiences they can provide customers.

There is no one-size-fits-all approach to managing cybersecurity, but making sure this area is a key priority across business operations will be increasingly important as these digital environments grow, and cybercriminals get more sophisticated in their attacks. In industries where customer trust is critical for retention, such as the lumber and building material business, making proactive investments to protect your customers’ information is now a required pillar in any successful business strategy. For contractors facing a turbulent and busy year ahead, being able to rely on their local LBM dealers for all the products they need to complete projects

on schedule helps mitigate some of the stress that comes with annual planning. For dealers, it will be critical to have the right solutions in place to stay connected with this audience through times of disruption while providing the best service possible to all customers. – As president of the LBM & Hardlines Group at ECI Software Solutions, John Maiuri is responsible for the vision, guidance and strategic growth of his team within the Building and Construction Division (www.ecisolutions.com). With more than 30 years of experience in the lumber and hardware industry, John understands the importance of leveraging technology to remain competitive.

One. Stop. Shop.

Data Privacy

With the pandemic enabling a digital movement, many lumber and building material businesses are grappling with more data and customer information than ever before. This influx of data has also meant more opportunities for cybercriminals to take advantage of any system weaknesses—71% of security professionals reported an overall increase in the number of cyber-threats since the start of the pandemic. In order to better protect customers’ sensitive information and prevent any downtime caused by cyber-threats, SMBs need to be more vigilant about security practices and minimizing vulnerabilities to hackers. This means training employees on the most common cybersecurity threats (like phishing emails) and having strong everyday practices in place (such as multifactor authentication and “Zero Trust” architectures) that make sure only authorized users are getting access to the network. For businesses without the resources to support a strong cybersecurity program or manage the physical IT environment, there are cloud-based providers that offer these solutions as a service. With cloud providers, dealers can ease some anxiety knowing that their data is protected and can focus on other aspects of the business like providing exceptional customer experiences. Building-Products.com

Scan for the full story and video

Storing millwork can be tough. Size variation, custom orders, temperature sensitivity—all can add to the challenges suppliers face as they seek efficient onsite storage solutions. That’s why Greg Zuern decided to try something completely different. Together with CT Darnell and Sunbelt Rack, Zuern Building Products consolidated all their millwork into one reimagined building for maximum efficiency. The results speak for themselves. Thanks to this change, they saw: 50% faster pick times $8MM more in deliveries with fewer trucks and drivers Maximized inventory efficiency and increased SKU count by over 15%

CT-Darnell.com • Sunbelt-Rack.com 1-800-353-0892

CTD_ZuernAd-halfpage-Island-120721.indd 1

June 2022 n The Merchant Magazine n

12/7/21 8:32 AM

INDUSTRY Trends By David Koenig

Automated hardwood marketplace launches

NO MORE waiting days to find what you want and discover its delivered price. A new hardwood lumber marketplace optimizes the most timeconsuming aspects of transactions, including logistics.

n automated marketplace for hardwood lumber has been launched that handles the entire transaction— from sourcing, quoting, order placement, and payment processing to shipping and delivery—with the click of a button. The Mickey Marketplace offers a variety of hardwood lumber sourced directly from NHLA-certified producers harvesting logs from sustainable and renewable forest resources around the United States—giving more small and medium sized suppliers, as well as large forest product firms, access to sell their inventory directly online to purchasers. To be allowed to sell, dealers, distributors and mills must hold physical inventory at a brick-and-mortar location; however, no special software is required. Dealers and distributors can buy or sell, without special software. “There’s no fee to join, just a brief sign-up, primarily to get your location to determine shipping,” said Alex Meyers, COO of Mickey. “You can come and go as you please.” The marketplace offers live, real-time inventories, with a no-hassle, automated fulfillment process, and a complete, end-to-end purchasing solution. Since 2019, Mickey has been focused on modernizing the antiquated day-to-day operations of North American natural

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resource suppliers—such as lumber sellers. Mickey’s core product, “Mickey OS,” is an operating system that quickly automates and streamlines the most cumbersome elements of the business, such as logistics, payment processing, and real-time fulfillment. “We kept hearing from suppliers that this was something they wanted as an additional lane for their e-commerce business,” said Alex Rabens, co-founder and CEO. Orders can be placed for delivery within one to 30 days depending on buyer demand and supplier availability. Expected delivery times will be around one to five days, depending on buyer and supplier proximity. Currently Mickey can only ship by truck within the continental U.S. Initially, buyers can purchase full truckloads of kiln-dried hardwood, rough or S2S in western red alder, white or black ash, basswood, beech, yellow or white birch, cherry, hard or soft or Pacific coast maple, red or white oak, walnut, hickory, sap gum, tupelo, sycamore and cottonwood. Inventory will include a variety of thicknesses from 3/4 to 16/4 and random widths and lengths. “Until now, the hardwood lumber market relied on traditional and outdated buying and selling methods,” said Meyers. “We’re giving forest product suppliers access to a national liquid marketplace and ultimately the opportunity to sell at market prices without being undercut by middlemen and wholesalers.” Mickey opted to first focus on hardwoods because it figured they would be the most difficult, making it easier to eventually expand to softwood lumber. “We started in hardwood lumber because it’s such an attribute-intensive product. There’s a lot of variance,” Meyers explained. “We’ll work our way to more commodity products.” Suppliers, such as Wisconsin’s Tigerton Lumber Co., are enthusiastic about the premise of taking their business online. “This is very exciting,” said Mike Schulke, VP of sales & marketing. “This is exactly the direction the industry needs to go!” Committed to a net-zero carbon future, Mickey’s marketplace will calculate the carbon intensity of each lumber purchase for its users in an effort to provide sustainability reporting for both parties—and eventually allow for forest product sellers to monetize the land they do not commercialize via carbon credits. Learn more at www.mickey.io. Building-Products.com

High Quality Wood

Fashions may come and go, but quality wood products are here to stay providing the framework for beautiful structures everywhere. Our SmartCore® Sturd-I-Floor (Underlayment) is the perfect product to build upon, offering a mix of strength and durability for a solid foundation on any residential and light commercial construction.

Our Founder, Roy Otis Martin

Building-Products.com

June 2022 n The Merchant Magazine n

MARGIN Builders By Carlo Chatman

Shipping solution F

Partnering with a third-party logistics provider can cut your freight costs

or lumber and building materials suppliers looking for relief from high shipping costs and market volatility, a professional, third-party logistics (3PL) provider can save an extra 10% to 18% off truckload and LTL freight costs if they routinely make multiple shipments to multiple locations and work with numerous freight carriers. For every $100,000 in freight costs, that’s an extra $10,000 to $18,000 in savings. With various factors driving up freight costs today, it is critical to work with an expert 3PL. These providers can secure the lowest freight prices due to their longstanding relationships with carriers, substantial hauling volume, as well as experience in spotting mistakes in freight classification. As the industry tries to recover from logistical disruptions caused by the pandemic, the spike in freight prices is

due to a host of factors including higher fuel costs, a continuing driver shortage, and tight truck capacity. Freight costs are up 15% in 2021 over already-high rates according to data from the Journal of Commerce. In fact, DAT Trendlines reported in July 2021 that fuel costs were up 36.5% in June 2021 over June 2020, and loads were up 101.5% in June 2021 over June 2020. “When industry freight costs rise, it’s more important than ever to find the best price,” states Kenny Mealer, shipping manager of CrossRidge Precision Inc., an Oak Ridge, Tn.-based company offering precision machining and assembly of aerospace, automotive, nuclear, heavy truck and industrial products and components. While most building products suppliers can expect rising shipping rates as the economy improves and carriers

n The Merchant Magazine n June 2022

regain lost ground, the most proactive are seeking to partner with a professional, third-party logistics provider (3PL). A 3PL can lower freight costs beyond a company’s existing discounts by negotiating additional discounts based on the 3PL’s relationship, reputation, and volume of business with established carriers. Limited competition and congestion in the change supply has created a significantly inflated rate for LTL and truckload. However, when it comes to truckloads, securing the best price is all about relationships and competitive bidding, according to Larry May, owner of Freight Management Systems (FMS), a Knoxville, Tn.-based 3PL routing approximately 20,000 freight moves each year. “We try to maintain important significant relationships with a number of truckload carriers that will always put Building-Products.com

us in a competitive stead. When today a low quote can easily be $4,000 and a high quote $5,000, the savings can be significant,” says May. He adds, “A good 3PL will analyze current rates and freight requirements, then bid out the work to qualified freight companies with whom it has a relationship. Relationships make all the difference in this business.” An established 3PL, brokering a large volume of business with major carriers, can negotiate better discounts than most. FMS, for instance, has ongoing relationships with 20 to 25 of the leading U.S. LTL carriers, with Transcorp and Internet Truckstop (the largest load matchers in the country), and with many freight carriers. This allows the company to consolidate a client’s freight with its own volume discounts, put out a “mini-bid” to a few chosen carriers known to be a good fit, or put out a “full bid” for which up to 20 select carriers compete. Proprietary “best carrier pricing” software, which rates shipments from multiple carriers, helps the company to determine the best carrier quickly and efficiently at the best cost. With the software, customers also have the option of going online to check shipping rates themselves at www.freightrater.net via a protected username and password. For any building materials supplier making a product or receiving parts, allowing a 3PL to bid out freight and come back with a proposal is as close to a “no brainer” as possible in a competitive market economy. “I thought I’d done well with the 77% to 80% freight discounts I’d negotiated from our carriers,” says Kenneth Precise, purchasing agent for the Kennedy Co., a manufacturer of PVC sheeting and components. “But FMS cut our freight cost by another 25% and

A PROFESSIONAL third-party logistics (3PL) provider can save an extra 10% to 18% off truckload and LTL freight costs. (Photos by FMS)

took care of all the paperwork.” Because mistakes in LTL freight billing are common, especially in product classification, full service 3PLs should conduct freight bill audits. For instance, they should audit the National Motor Freight Classification (NMFC) code on the freight’s bill of lading to ensure it hasn’t been mis-classified at a higher rate. “Many factors affect how a freight rate is calculated: product classification, density, weight, value, distance moved, and damageability, for example,” says May. “But the higher the NMFC classification, the higher the shipping rate, which is why getting it right is key.” Working with a good 3PL can also contain the hidden costs of freight, such as chasing down quotes, invoices, and documentation, which can require a substantial in-house staff if done internally. It can also help to prevent potential production line slowdowns or shutdowns when needed parts are unex-

pectedly held up. FMS, for instance, offers inbound and outbound shipment analysis, invoicing and reporting with appropriate backup documentation. One client that previously processed about 300 freight invoices a week, estimates that it reduced its required staffing by more than two employees when the 3PL began auditing, paying, documenting, and consolidating its freight bills into a single weekly bill. For building materials suppliers who have relied on the expertise of 3PLs, however, the benefits of doing so go beyond the initial or ongoing savings. “Customer service is our product,” says May. “Our customers know that when they have a freight emergency, we will stick with them through the end. We take emails late at night, we trace the freight online, we call dispatchers and terminals to make sure deliveries are on schedule. We even help with dispute resolution, when necessary.”

C&E LUMBER COMPANY 1 1/2” to 12” Diameter in Stock.

SPECIAL QUOTES Building-Products.com

June 2022 n The Merchant Magazine n

OLSEN on Sales By James Olsen

Storytelling, story selling

here are a lot

calls. Examples:

of uninteresting and uninspired sales

Quotron: “Hello, Bob, I’ve got a load of 2x4 16’s I can get into you for $800/MBF. Whaddya think?” Quotron: “Hello, Susan, I can get a load of 2x6 12’s into you at $700/MBF….” Then silently waiting for a response. Quotron: “Good morning, John. Are you low on anything right now?” Quotron: “Good morning, Sarah. I’ve got a load of studs looking for a home. Can you give me a firm?” These “sellers” push the “Kick Me” button. And they do get kicked around and treated badly. They invite and deserve bad treatment because they are wasting the customer’s time and bringing little value. In addition, and in some ways more importantly, these calls are plain boring. Customers do not want to be bored.

Storytelling & Listening in Our DNA

Humans have been around for 1.4 to 4 million years depending on who you talk to. The written word has been around for about 5,500 years, the Guttenberg press was invented in 1440 and even in the 1950s in America only 53% of the population was literate. Radio transmission for the masses began in the 1920s and exploded after WWII. The TV became widespread in the late ’40s and early ’50s. All to say we’ve been telling and listening to stories long before storytelling became a product that is fed to us.

Stories Engage

When our customers are engaged we are not guaranteed a sale, but we are guaranteed a solid listen to and consideration. A lot of sellers don’t get either. Telling a story is interesting. It leads customers and is what the Master Seller does. Customers want to deal with an expert who takes them to the good deals in an interesting and exciting way. That’s what storytelling does.

Similar Story Close

The “similar story” close is a classic. We take a sale or situation that’s already happened that applies to our customer’s needs and use it to tell a story about how a similar product or proposal will help our customer also. Our customers want and deserve proof. What’s the first thing we do before we purchase something online? We read the reviews. Our customers want the same thing. We use the “similar story” close to give them the proof they seek.

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Master Seller: “Good morning, Maria. We just bought a block of 2x4 Euro from a mill you love. We picked up 10 truckloads and five of them were picked off right away by a national account who buys direct from everyone on the planet, so I know these are a good deal. How many do you want to put on?” The beauty of this close is it doesn’t have to be our story. If someone on our team sells a good deal, we say, “We just moved five of these.” We are part of our team so we can say this truthfully. (Note: It’s called “similar story” not “similar lie.” We use true stories. Lying is bad sales karma.)

Last Time

If our customer missed a deal in the last sales cycle, we could bring it up again on objections. Customer: “I think I’m going to hold off for now.” Master Seller: “Sure. We can hold off. No pressure. I just want to remind you, Tom, that six weeks ago we held off and it cost us $150/MBF when the market moved. I assure you the market is moving up. Let’s at least put on two loads for insurance.”

Research

Master Sellers use historical data to tell a story that makes sense and brings value to the customer. Master Seller: “Pete, I’ve got a great deal on five loads of 2x8 #2. The market is sloppy on some items but 2x8 has found a level. How many can you use?” Customer: “I’m going to hold off for now.” Master Seller: “Okay. But think about this. Six weeks ago, we were paying twice this number, so the market has really come back to us and bottomed out, so why don’t we pick up a couple?” Customer: “Wow. That is a big move. Let’s do one.” Similar story sells.

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

TRANSFORMING Teams By Paige McAllister

Compensable time A

When do you need to pay a non-exempt employee?

recent story reported that Delta Airlines will begin paying flight attendants half-time for boarding duties, a change from the industry-standard of only paying once the doors close. Delta is implementing this change to stave off a push to unionize its flight attendants. However, it raised a critical question for many people—are there times we do not need to pay employees when they work? This, like many aspects of wage-and-hour law, has a complicated answer as there are many factors to consider. First, let’s define some key terms: • Fair Labor Standards Act (FLSA) is the federal law that defines “wage-and-hour” law and applies to most companies. While certain enterprises are not subject to some FLSA requirements, even they must follow minimum wage, overtime, record-keeping, and child labor requirements. • Non-exempt employees are covered by FLSA and must be paid a minimum wage of at least $7.25 per hour for all hours worked and overtime of time-and-a-half their regular hourly rate for all hours worked over 40 hours in a workweek (a set seven-day/168-hour period). Employers must track and retain records of their extra time worked using any timekeeping method, such as timeclock, timecards, computer systems, etc. • Exempt employees meet specific criteria as defined by the FLSA releasing employers from these minimum wage, overtime, and time-tracking requirements. These employees usually work for a salary (“wage guarantee”) regardless of how many hours they work in a workweek. • Some states have laws dictating a higher minimum wage, more generous overtime payments, and/or different exemption standards so employers must follow the one that most benefits the employee.

Exemptions are based on the actual job duties each employee performs, not on their title or position. FLSA establishes many exemptions, the most common of which are executive, administrative, professional, computer and outside sales employees. However, there are numerous others defined under FLSA, such as exemptions for highlycompensated employees, first responders, healthcare work-

n The Merchant Magazine n June 2022

ers, and domestic workers. For example, Delta is exempt from certain requirements under the Railway Labor Act so they are not obligated to pay this boarding time. Some FLSA exemptions cover specific requirements, such as the Tip Credit, which allows employers to reduce the minimum wage paid (currently down to $2.13 per hour, although some states have different requirements) for employees who qualify as tipped employees, but retains the overtime and record-keeping requirements. Commissioned retail employees who earn over half of their wages from commissions and whose regular pay rate is at least time-anda-half minimum wage may be exempt from minimum wage and overtime requirements; time-tracking is still required. Compensable time is all time for which a non-exempt employee must be paid. This includes all time an employer allows a non-exempt employee “to suffer or permit to work,” meaning any work done on behalf of or to benefit the company regardless if it is requested, scheduled or approved. Most compensable time is easy to determine—the time a non-exempt employee is actively performing their job duties. However, there are several areas of compensable time which may not be obvious but must still be paid. Some of these categories include (for ease, in this section “employee” will refer to non-exempt employees only): • “Portal-to-Portal Act”: A part of FLSA dictates employees must be paid for activities that are “integral and indispensable” to their main job duties, are not de minimis (less than 10 minutes), and do not fall under certain criteria. Travel time and donning & doffing are covered in this act. • Travel time: An employee must be paid for some, but not all, of their time spent traveling as part of their job duties. While they do not need to be paid for any time traveling to and from their home and work, they must be paid for all time traveling between different work sites during the day. For example, an employee who reports to the main office and then goes to work at another worksite during the day would not need to be paid to drive from home to the main office but would need to be paid for the time traveling from the office to the worksite(s) during the day and back to Building-Products.com

Q. Do I need to conduct exit interviews with employees

who are separating from the company?

A. No, exit interviews are not required. They are tools that can help you gather information about the employee’s experience at your company when they may feel freer to be more honest and open. If you decide to conduct exit interviews, be sure to be consistent, asking all employees (at least the ones who you can safely sit down with) the same questions. Take careful notes. Decide how you will use the info. If you know you will take no action, it might be better to not conduct them at all as employees may tell you something you don’t want to know. While exit interviews aren’t required, termination letters are required in some states, even to employees who resign. the office. The time spent driving back home would not. If an employee is assigned to another location for a workday, they would need to be paid for all travel time to and from their home to this worksite, except the employer may reduce it by the amount of time an employee usually travels to-and-from home and work. If an employee has overnight travel, they need to be paid for any travel time that they are actively traveling (i.e., when they are driving for work purposes) or when any passive travel time (i.e., when a passenger on a plane or train) corresponds with their regular work hours, even if on days the employee does not usually work. But, if this travel time is outside of their regular hours, the time would not need to be paid unless they are otherwise working during this time. If an employee is out of town, they need to be paid for all time they are working but not for time when they are free from all work responsibilities (i.e., meals and sleep time). • “Donning & doffing” time: This includes time spent when an employee must put on (“don”) and remove (“doff”) clothing, safety equipment, and work-related gear. The more specialized and critical to an employee’s duties, the more likely the time spent dressing in and removing this clothing would be paid time. For example, if an employee is required to wear a face mask due to COVID-19 protocols, the time spent putting this on would probably not be compensable. But if an employee must wear special PPE due to their work with caustic and toxic materials, this time is compensable. • Breaks: An employee does not need to be paid for a break that lasts longer than 20 minutes and during which the employee is completely relieved of their job duties. An employee must be paid for any break which is 20 minutes or less, even if required by law, and if they must work during any part of their break lasting longer than 20 minutes. Common trouble areas: Several areas of wage-and-hour laws may cause confusion for an employer. FLSA requires that the employer take the action which most benefits the employee so thorough consideration should be given to situations which may not be as clear, such as: • Classifying a supervisor as “exempt”: While an employee may appreciate the title and salary that comes with being a supervisor, the title alone doesn’t qualify them for the exemption. They must meet the duties test, often for the executive or administrative exemptions, and the salary threshold (currently $684 per week). If a supervisor lacks independent discretion to hire and fire the employees, for example, they may not meet the exemption requirements. • Making decisions vs. following a script: The adminisBuilding-Products.com

trative employee exemption includes a “duties test” with the requirement that the employee has the ability to “exercise discretion and independent judgement with respect to matters of significance” in areas related to “the management or general business operations of the employer or the employer’s customers.” If the employee can make such decisions without input from management, they may fall under the exemption. But, if an employee must follow a set decision-making procedure before taking any action, they may not be exempt. A similar requirement applies to the computer employee exemption. One final word: FLSA and state wage-and-hour laws contain numerous requirements and exceptions so being completely in compliance is sometimes difficult. However, the penalties for failing to meet these requirements can be costly. A complaint by one employee that they were not properly paid can lead to an investigation into two or three years of past pay practices for the whole company, reclassification of a group of employees from “exempt” to “non-exempt,” and the employer having to pay unpaid compensable time and overtime as well as penalties and damages. And, since no employee can waive their rights under FLSA, a signed acknowledgement or request from an employee will not provide protection from penalties. Paige McAllister, SPHR Affinity HR Group contact@affinityhrgroup.com

888-807-2580 Bend, OR

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

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

THINKING Ahead By Chad Warpinski

Breaking up “scar tissue” from COVID T

here’s no question

that building materials, after the initial chaos of the COVID-19 pandemic, bounced back strong and has flourished over the last couple of years. It goes without saying, however, that this boon has not been untouched by challenges. Just like the human body might sustain scarring after trauma, the industry is bound to experience residual fallout after a major business disruption. We saw it from 2008 to 2009 with the Great Recession, when demand went off a cliff following a huge and prolonged run-up. Countless companies went under, joblessness soared and construction workers had to find new vocations. The impact was palpable, and the hard-hit lumber industry spent the next 10 or 11 years basically treading water—until the next major disruption. Although that event, COVID-19, propelled us in a more favorable direction, we are nonetheless left dealing with some “scar tissue.”

Pain Points

Some measures of pre-COVID-19 normalcy have been restored, but many of the problems that arose or were exacerbated during the public health emergency persist. The supply chain continues to struggle, for example. There are weather issues, COVID-19 issues, log availability issues, and unresolved trade issues between Canada and the United States. The list goes on, but a couple of areas are particularly troubling.

• Labor shortage is out of control at all stops along the supply chain, and it’s probably going to stay that way for the next five to 10 years. We can’t do everything we used to get done in a day with all of the other issues still in play. So, then, who’s going to do the work? It’s not as if we can just flip a switch and bring in a bunch of people to get everything done. • Commodity prices have skyrocketed, helping the average price of a single-family home in the United States continue its upward trajectory. That figure now stands at above $300,000, which is out of reach for many, especially first-time buyers. I’ve heard the arguments that today’s

n The Merchant Magazine n June 2022

younger generations care less about ownership, but I disagree. I think everyone still wants to own their living space—the pandemic obviously highlighted that. Homeownership is still the ultimate goal for a lot of people, and as an industry we’re at the front lines of making that possible.

Lumber, Heal Thyself

That being said, the industry does have opportunities ahead to fix some of the areas where it’s hurting. Self-promotion: For every worker another industry lands, it’s one fewer that we have the opportunity to capture. Once they come in, people may move around to different employers, but they tend

Building-Products.com

A Special Series from North American Wholesale Lumber Association

not to leave the lumber or building materials ecosystem. At Amerhart, some of our people have 25, 35, 40 years of experience in; that’s a common theme at other companies. The question becomes how do we fill the funnel? How do we deliver the message of why someone should be in this industry? We need to be able to convey that you can earn a good living as a plumber, or in the trades, or working in a sawmill, or working for a wholesale lumber distributor. Time will tell, but perhaps the industry’s new high profile in the public eye will help promote its career potential. The lumber industry has had more visibility in the news for the average person than ever before, courtesy of more mainstream articles, industry presence on CNBC and other platforms and even memes spread through social media. Sustainability focus: A big part of raising the status of the lumber industry comes down to playing up the good. It’s tough to find a product that grows freely and can be sustainably managed. We’re contributing meaningfully to people’s lives and doing so in a responsible manner. We provide an essential service, and where you live became a lot more important during COVID19. Coming out of the pandemic, we can leverage that. The sustainability message is a good way to do that. It’s up to us to make sure not only that the message is heard loud and clear, but that it is heard outside of the industry. Maybe if we can talk about it in a broader context—why it’s important to the city you live in, for example—it will hit home. Regardless of how you feel about consolidation—which is happening at every level of the lumber industry— larger companies might aid this effort as they have the resources and scale to disseminate these kind of these messages. Innovation: If demand is growing and the pool of workers is shrinking, it will be impossible to keep up.

Building-Products.com

What are the alternatives? It’s either automation or otherwise finding a way to get things done with fewer people. In light of the shortage of semitruck drivers, for example, that means advancing the self-driving concept, making it easier to be a truck driver, or automating other parts and pieces of our operations: receiving materials, loading trucks, etc. Something’s going to have to give. A lot of companies are already rethinking logistics, and third-party participation in the segment is certain to gain momentum in the future. In addition, we could see significant disruption in the residential market, with new materials or new technologies such as 3D printing potentially reducing costs. The industry also could revisit the potential of prefabricated homes and manufactured housing as cost-cutting options that have generated a lot of hype in the past but failed to have a lasting impact at scale. Consolidation may help promote movement here, too, through the efficiencies it creates. Eight steps in a supply chain obviously are going to work better than 17. So, when you talk about making housing affordable and fostering innovation, getting there might be faster with fewer players and more streamlined relationships than with three times the number of companies and less transparency.

Healthier Future?

These themes are likely to play out over the long term, but for now the COVID-19 pandemic has taught the wood products industry an important lesson in self-care. The entire supply chain—from wholesalers to retailers to builders—is becoming more cognizant of how and where they thrive in the business. There’s more thought centered around where a company gets its products, who it partners with, and controlling the inputs and raw materials. When you can’t get a part for a $500,000 machine because it’s sitting on a barge in the middle of the Pacific Ocean, you start to wonder if maybe

we should make them somewhere closer to home. There’s also an acknowledgment that we can no longer do everything for everybody all of the time. In the past, a company might run its mill 24/7, 365 days a year, cranking out as much production as possible regardless of what’s going on. There’s now greater sensitivity to operating in a smarter way that delivers sustained success. Everyone, including Amerhart, is exploring what that route is for their individual business. Our company grew and built a reputation on always saying “yes” to whatever was asked of us. We just can’t do that anymore—we don’t have enough people. We have to pick and choose where we want to focus. We also have to surmount our trepidation. Today’s business climate feels a lot like the run-up to the Great Recession, and there’s a sense of anxiety that our good fortunes will not last. It’s as if things are too good to be true, that something is waiting to hit the fan, and that we’re not ready for whatever it is. In turn, there is, at times, a hesitancy to make needed investments. And that’s scar tissue, too. – Chad Warpinski is president of 11-branch Midwest distributor Amerhart, Green Bay, Wi. (www.amerhart.com).

About NAWLA

North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn how NAWLA can help your business at nawla.org.

June 2022 n The Merchant Magazine n

COMPANY

Focus

By David Koenig

RETAILER CUSTOMERS returned to in-person showgoing in droves for Orgill’s recent spring buying marke/175th anniversary celebration in Orlando, Fl.

Orgill: focusing on making its customers successful for 175 years

his year , Orgill, Inc.—the world’s largest independent hardlines distributor—is celebrating its 175th anniversary, a milestone few companies reach and one typically associated with a smaller business that peaked decades earlier. Orgill, however, is growing faster than ever. Its sales have doubled over the past 10 years to $3.6 billion annually, and are 15 times what they were in 1990. Headquartered in Collierville, Tn., Orgill serves more than 12,000 retail hardware stores, home centers, pro lumber dealers, and farm stores in the U.S., Canada and over 50 countries around the world. What’s Orgill’s key to not just surviving but thriving after 175 years? Its unveering focus on the retailers it serves. “The company has continuously adapted over the years to serve our mission ‘to help our customers be successful,’” shared Boyden Moore, president and CEO. “The simplicity of our mission, complemented by our core values of Customer Centered, Integrity, Teamwork, and Excellence, provide a clear framework for how the business has been managed through-

n The Merchant Magazine n June 2022

out our history. It has been the key to our growth and success navigating through wars, pandemics, depressions, recessions, technological and competitive changes.” Retailers have immediate access to more than 75,000 SKUs in each of its eight distribution centers. Drop Ship programs are available from the industry’s leading manufacturers. Its distribution facilities are among the newest and most efficient in the industry, with order accuracy rates of 99.6% and industry-leading fill rates. Randy Williams, executive VP of distribution, said, “In our distribution centers, we know we represent the ‘last mile’ as we work to get our products into our dealers’ stores. With that always in focus, we always keep our customers in the forefront as we continue to improve.” The distributor operates one of the industry’s largest truck fleets. Roughly 98% of customers receive their shipment on a scheduled Orgill truck within 48 hours of placing an order. The company also boasts one of the largest field sales teams in the industry with more than 350 reps strategically located throughout North America. They work side by side Building-Products.com

with customers to help identify and address opportunities in the dealer’s local market. The field staff is supported by a highly skilled team of customer service specialists located in each distribution center, as well as the Collierville home office, who all share the same commitment to the customer’s prosperity. “Regardless of what role you have within the company, the mission is clear and everyone understands that when our customers succeed, Orgill succeeds,” noted David Mobley, executive VP of sales. “We’ve always worked hard to get to know the customers we serve and to do all we can to understand their business and the challenges they face. Simply put, our customers drive Orgill’s success.” Orgill does not charge dealers a membership fee to be a customer. Its focus is strengthening the dealers’ local brand. Services include market analysis, store design and layout, assortment planning and review, pricing strategies, integrated marketing services, promotional buying, educational seminars—both monthly and at our dealer markets—and shared best practices from their most successful case studies. And the innovations continue. “Orgill is celebrating its 175th anniversary because of our ability to adapt quickly to any business climate,” concluded Eric Divelbiss, executive VP and CFO. “Our conservative approach to financial and risk management has allowed us to thrive through the ups and downs in the economy, and our simple mission statement keeps our focus in the right place—year in and year out. These business attitudes ensure that our best days are yet to come.” ORGILL’S current state-of-the-art warehousing and shipping operations have come a long way since (upper right) its first truck in the 1920s and (lower right) its early warehouse in the 1940s.

Building-Products.com

June 2022 n The Merchant Magazine n

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

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

Montana Store Gets Big Boost

New owners are remodeling and remerchandising the longtime hardware store in Evergreen, Mt. Late last year, Matthew Dowdell and Tom Shellenberg purchased The Hardware Store (previously known as Cardinal True Value Hardware). They have already reconfigured the 16,000-sq. ft. store’s receiving area to increase the volume of freight it can handle, and replaced all concrete at the front of the store to increase safety. In the works are adding a new fence around the lawn and garden area for greater curb appeal, replacing all exterior signage, repaving gravel areas, and increasing inventory. The store has been renamed Glacier Ace Hardware and is now managed by longtime employee Johnny Swartz. The partners have owned stores in Livingston, Anaconda and Butte, Mt., since 2006, and are building another branch in Columbia Falls, Mt.

NEWS Briefs Redding Hardware & Goods, Tombstone, Az., has Ace Hardware veterans Jared

been opened by longtime and Sarah Redding.

Woodgrain, Fruitland, Id., has completed the purchase of Huttig Building Products, St. Louis, Mo., increasing its distribution center network to 32 locations.

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

Hampton Lumber , Portland, Or., has completed the acquisition of 18,000 acres of timberland in southwest Washington from a fund managed by Campbell Global LLC, Portland. L&W Supply has acquired the assets of DWS Building Supply, with locations in Las Cruces, N.M., and

El Paso, Tx.

Ganahl Lumber , Anaheim, Ca., is now distributing Tropical Forest Products’ full line of Black Label

hardwood products from its 10 Southern California branches.

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

Providing Customer Satisfaction in All We Do

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

n The Merchant Magazine n June 2022

Digger Specialties Inc. has launched a product photo contest that will run until July 31 and is open to lumberyards, distributors, pros and homeowners. Gift cards will be awarded for the best photos in six DSI product categories: Westbury aluminum raiiling, columns, gates, fencing, accessories, and custom products. All entries will receive a DSI grill set. Weyerhaeuser Co., Seattle, Wa., has formed a new partnership with Firefighter Behavioral Health Alliance, Fighting Fires Together, that will provide support and resources for wildland firefighter and their families, as well as increase awareness of the importance of mental health assistance for these first responders Freres Lumber will hold a special centennial celebration July 22 at its Mass Ply Facility in Lyons, Or. Dunn Lumber, Seattle, Wa., 115th Mead Clark Lumber , Santa Rosa, Ca., 110th ... Barrelhead Building Supply, South Beach, Or., 45th ... Crystal Pacific Window & Door Systems, Riverside, ...

More anniversaries:

Ca., 10th.

Building-Products.com

Kuzman Vet Sets Out on Own

David McNabb, longtime salesman with Kuzman Forest Products, has formed his own wholesale operation, DM Forest Products, Hillsboro, Or. DM will be specializing in many of the same western red cedar items carried by Kuzman, which will be closing later this year after 66 years. McNabb had been with Kuzman since 1990.

membership, building out our compliance training programs, and continuing our all-important government and public affairs work.” New VP is Jordan McIlvain, Alan McIlvain Co., and treasurer is Colin Miller, Clarke Veneers & Plywood. Re-elected to three-year terms on the

board of directors are: Elizabeth Baldwin, Metropolitan Hardwood Floors; Chris Connelly, Wood Brokerage International; Dan Lennon, Robinson Lumber Co.; John Herzig, Robert Weed Corp.; and Caroline McIlvain, J. Gibson McIlvain Co. New to the board is Bryan Courtney, Genesis Products, Inc.

IWPA Returns to In-Person World of Wood Convention

The International Wood Products Association recently concluded its 66th World of Wood Convention in Orlando. The successful event was attended by 230 professionals, including 52 overseas visitors from 16 countries. It marked a return to being held live and in person for the key industry gathering, which was held virtually in 2021 and 2020 due to the COVID-19 pandemic. During the event, JoAnn Gillebaard Keller, president and CEO of Holland Southwest International, was elected new IWPA president, succeeding Mike Schultz, Floor & Decor. Gillebaard Keller said, “Over the next year, I look forward to working with the IWPA staff on growing our

TEAM MEMBERS from Capital, Chino, Ca., hosted another Boards, Brews & Screws customer event held at Ballast Point Brewery in San Diego, Ca., on April 28. A total of 213 attendees, consisting of: 91 dealer associates, 116 contractor tradespeople, and six architects, made it out to the event to learn about some of Capital’s key vendors and what they have to offer.

See our first Merchant ad on Page 49!

n The Merchant Magazine n June 2022

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MOVERS & Shakers Damien Fallin has been promoted to sales mgr. at Exterior Wood, Washougal, Wa. John McCarthy, previously at Sierra Forest Products, is now Southern California regional sales mgr. for Shelter Forest International, Portland, Or. Jim Naeve, mgr., Dunn Lumber, Kirkland, Wa., has retired after more than 40 years with the chain. Philo Bemis V, formerly with Continental Hardwood, has moved to the outside sales team at Sierra Forest Products, Kent, Wa. Rodney Constance has been promoted to sales mgr. at Snavely Forest Products, Denver, Co. Dora Beebe, ex-Global Logistics, has joined the sales team at Collins, Wilsonville, Or., as logistics mgr. Randy Grill has been promoted to president of Jenkins Lumber & Hardware, Alpine, Wy., a division of Kodiak Building Partners. He succeeds Dave Jenkins, who has retired.

Sam Saunders, ex-Empire Building Materials, has been named general mgr. of Ennis Lumber Co., Ennis, Mt. Lance Deskins has been promoted to general mgr. at OrePac Building Products, Tacoma, Wa. Creighton Fuss, ex-Musco Lighting, is a new territory sales rep for OrePac in Boise, Id. Michael Smart is Riverton, Ut.-based regional mgr. Chris Stubblefield, ex-SherwinWilliams, has joined Parr Lumber, Hillsboro, Or., as regional sales mgr. for Southwest Washington. Curtis Christie has been promoted to assistant mgr. of Parr’s Suburban Door division, Tualatin, Or. Brian Halton, ex-OrePac, has joined Huttig Building Products, Phoenix, Az., as millwork buyer/product mgr. Vivian Hung has been appointed branch mgr. at HPM Building Supply, Kahului, Hi. Parker Simmons has been promoted to sales mgr. for Ganahl Lumber, Laguna Beach, Ca.

n The Merchant Magazine n June 2022

Chris Gay, ex-Builders FirstSource, has joined International Wood Products, Cloverdale, Ca., as a territory mgr. Ron Scherber, ex-Weyerhaeuser, is now general mgr.-millwork with Builders FirstSource, Sacramento, Ca. Kris Cron, ex-Pacific Coast Supply, is new to BFS in Great Falls, Mt., specializing in commercial roofing sales. Joanna Barney has been promoted to vice president, western operations, building materials division at Boise Cascade, Boise, Id. Troy Little is now VP, finance & commodity sales, wood products division. David Wold has been appointed senior VP and CFO for Weyerhaeuser Co., Seattle, Wa. He replaces Nancy Loewe, who has left the company. Catherine D’Ardenne is now Northern California custom sales rep with Western Window Systems, Phoenix, Az. Stephen Walcker, ex-Moen, is now Seattle, Wa.-based territory mgr. for Gibraltar Industries, covering western Washington and western Oregon.

Building-Products.com

Adrian Briano, ex-Rosboro, has joined the sales team at Matheus Lumber Co., Phoenix, Az. Xinyi Martin, ex-Dixieline Lumber, has joined the outside sales team at Pellco Windows & Doors, San Diego, Ca. Alex Mancuso, Hampton Lumber, Portland, Or., has been promoted to Banks, Or., mill sales mgr.

909-635-1560 • www.kelleher.com Headquarters: San Rafael, CA Sales/Distribution: Novato • Sacramento • Ontario, CA • Honolulu, HI Door Division: Sonoma, CA

Craig Dawson and Amy Humphreys have been elected to the board of directors for Boise Cascade Co., Boise, Id. Richard Fleming retired from the board after nine years of service. Jason Hanegan, ex-Emery-Jensen, has joined Do it Best Corp., Fort Wayne, In., as national sales mgr. Also new: David Bryant, LBM sales support coordinator; Ryan Dunbar, associate merchandise mgr.; Cordell England, consumer marketing specialist; Arron Enyart, inbound coordinator; Morgan Ferguson, talent acquisition specialist; and Bob Turecki, retail project mgr. Recently promoted: Alex Gilliom, category management & analytics mgr.; Lauren Wilson, merchandising pricing & training mgr.; Sarah Krey, merchandise mgr.–lawn & garden; Laci Scheib, merchandising mgr.–farm & ranch; and Ed Somerville, merchandise mgr.–plumbing. Dr. Rufai Ibrahim has joined the R & D d e p a r t m e n t a t Vi a n c e , Charlotte, N.C., helping to develop new chemistries for wood preservatives and fire retardant product formulations. George Emmerson, Sierra Pacific Industries, Anderson, Ca., has been reappointed by Secretary of Agriculture Tom Vilsack to a second term on the Softwood Lumber Board board of directors. Also reappointed were: J.D. Hankins II, Hankins Inc., Ripley, Ms.; Brian Luoma, Westervelt Co., Tuscaloosa, Al.; and Brad Thorlakson, Tolko Ltd. Past director Marc Brinkmeyer, Idaho Forest Group, Coeur d’Alene, Id., is back on the board, and Jerome Pelletier, J.D. Irving, is a first-time member.

See our first Merchant ad on Page 47!

A Legacy of Service Since 1970, the Kelleher Corporation has been a leader in the moulding and lumber industry. Today, we are one of the largest distributors of wood mouldings in the Western U.S. We represent some of the world’s finest ood moulding mills, to provide a diverse range of products at affordable prices.

Kelleher Milestones Kelleher Lumber Co. founded

5 Opens Blackpoint Facility 5 Opens Sacramento DC 5 Introduces Primed Fingerjoint mouldings 5Opens Southern California distribution 5 Pioneer in FSC certificatio 5 Opens Hawaii Facility 5Develops largest selection of MDF mouldings 5 on West Coast Opens Carneros DC

5 Opens Ontario DC 5 Begins distributing NewTechWood composite siding

1970 1972 1985 1987 1989 1999 1999 1999 2000 2005 2021

6 Current Product Offerings include: • Mouldings • Lumber • Siding • Primed Boards • Advantage Plus • Doors • NewTechWood Composite Siding

Daryl Lee D’Parted is no longer with Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus. Building-Products.com

June 2022 n The Merchant Magazine n

MASTERCLASS: LMC recently hosted 50 LBM leaders from across the country for its annual “Leadership Excellence Masterclass” at Northwestern University’s Kellogg School of Management.

MI Rebrands as Part of MITER

MI Windows & Doors, which acquired Milgard Windows & Doors from Masco in 2019, has revealed a new parent brand for its business: MITER Brands. The nationwide company will retain two fast-growing regional product brands—Milgard Windows & Doors

in the West and MI Windows & Doors in the East. Sunrise Windows & Doors products will be available under the MI Windows and Doors’ brand in the East. “Through strong organic growth and the recent acquisitions of Milgard and Sunrise, our team has built a strong family of leading window and door brands,” said CEO Matt DeSoto.

“The name MITER Brands reflects our culture, values, and growth strategy and encapsulates our people-first approach centered around our team’s priority to drive value for our customers.” MITER Brands and refreshed MI and Milgard product branding will be introduced into the market throughout this year.

See our first Merchant ad on Page 48!

n The Merchant Magazine n June 2022

Building-Products.com

June 2022 n The Merchant Magazine n

ASSOCIATION Update PCBC’s Summer Showcase will be held June 22-23 at the Moscone Center in San Francisco, Ca. A second event, the PCBC Fall Conference Sept. 27-28 in Carlsbad, Ca., will include a Leader-to-Leader Forum, Land & Capital Conference, and National Buyers Circle, all designed for big, expansive thinking and small, collegial conversations. Mountain States Lumber & Building Material Dealers Association is prepping for its summer golf tournament July 27 at Fossil Trace Golf Club, Golden, Co., and clay shoot Aug. 26 in Brighton, Co. West Coast Lumber & Building Material Association has a full slate of activities planned for the summer, starting with its annual Northern California golf tournament June 16 at the Chardonnay Golf Club, American Canyon, Ca. The 2nd Growth annual summer conference will be held July 21-22 at Omni Rancho Las Palmas, Palm Springs, Ca. The agenda includes a golf tournament, opening reception with “Lumber Jeopardy,” exhibits, and speaker Chad Pilbeam on “Everything I Ever Needed to

Know about Differentiation and Risk Taking, I Learned from Beer.” The Southern California golf tournament is set for Aug. 18 at Black Gold Golf Club, Yorba Linda, Ca.

Western Hardwood Association’s WHA Golf Classic gets underway June 23 at the Langdon Farms Golf Club, Portland, Or. The annual convention will follow on Aug. 17-19 at Chinook Winds Casino Resort, Lincoln City, Or.

COMPOSITE PANEL Association’s spring meeting received high marks from the nearly 300 attendees representing close to 110 companies that traveled to sunny Dana Point, Ca., May 1-3, following two years of virtual sessions. Exhibitors

included [1] MJB Wood Group’s Chris Mosher, Scott Griggs, Nathan Klomp. [2] Seemac’s Elliott Savage, Uniboard’s Don Raymond. [3] Arclin’s Mike Bunn, Christy Nix. [4] Fagus GreCon’s Erin Lloyd, Todd Havican, Eric Peterson.

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n The Merchant Magazine n June 2022

Building-Products.com

NEW Products

End-Matched Bamboo Cladding

Engineered Structural Post

The new UFP-Edge Pro Column is a structural post made from finger-joined SPF lumber for use in residential construction. The support post can be used in a variety of interior and exterior applications in both new construction and repair/remodeling projects. It’s available in a variety of sizes (4x4, 6x6, 8x8) and in lengths up to 16 ft. and is primed, end-sealed, and ready to finish. With a 15-year limited warranty, posts are engineered to be straight, consistent and offer the look and feel of solid wood with a combed or resawn surface.

MOSO Bamboo X-treme is now available in endmatched 1x6 cladding for rainscreen projects. The 6’ boards are end-matched for faster installation and less waste. The cladding uses the same clips as MOSO X-treme Bamboo decking, keeping hardware cost at a minimum. MOSO X-treme boasts a Class A fire rating and a 25-year warranty against rot and decay. It is WUI listed in California. n MOSO-BAMBOO.COM (855) 343-8444

n UFPEDGE.COM/PROCOLUMN (844) 529-5882

Sleek Connections MoistureShield Joist Tape is a new protective adhesive designed to increase deck lifespans by protecting their substructures from the elements. The patented acrylic adhesive and woven cloth substrate forms a tight seal over joists and deck screws to prevent moisture infiltration, enhancing the longevity of any deck frame and adding up to 10 years to the life of wood and metal-framed decks. The tape tears off the roll without tools and can be repositioned without leaving residue behind. Ideal for installation in any climate, it is available in 2” x 65’, 4” x 65’ and 6” x 65’ sizes.

LP Building Solutions’ new LP Legacy Premium Sub-Flooring Adhesive provides easier subflooring installation and premium adhesive strength. The adhesive creates tight seals in small gaps between panels, helping to produce a stiff, squeakfree sub-floor system. It is gun-applied with a fast-curing polyurethane collapsible foam adhesive that is 100% solvent-free and VOC-compliant. It is designed to work in tandem with LP Legacy Premium Sub-Flooring and LP TopNotch 350 Durable Sub-Flooring. One 29-oz. can offers up to 12 times the coverage of a typical tube of conventional subflooring adhesive. It can be applied to wet, dry or frozen lumber, masonry, decking, concrete or metal.

n MOISTURESHIELD.COM (866) 729-2378

n LPCORP.COM (888) 820-0325

Deck Joist Protection

n The Merchant Magazine n June 2022

Building-Products.com

June 2022 n The Merchant Magazine n

Ace Offers Extra Mile Guarantee

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

Ace Hardware is rolling out its Extra Mile Promise, a guarantee that Ace has the expert advice and supplies needed to help consumers successfully tackle any paint project with just one trip to the store. Available at participating stores nationwide, the vow was created to address and relieve the frustration consumers deal with when faced with the proposition of yet another trip to the store as a result of forgotten items or not enough paint. Ace is so confident in its one-trip guarantee that it will provide free delivery to consumers who may be Windows & Doors Keep Growing in need of additional paint supplies. Ace Rebranding Handyman Division Residential window shipments increased 5.7% in 2016, “While it hurt our pride to learn this, the truth is that Quick Flash Faster Fence Installation Ace Hardware Corp. has completed the acquisition of amounting to more than 43.2 million units shipped across while consumers trust Ace as the Helpful Place, far too Handyman Matters, franchisor of home repair, maintenance Benjamin Obdyke’s popular CEO Bill Hayward sliced the Milwaukee Tool’s is new M18 to the nation. Looking forward, national growth expected TO MARK Lumber’sthat centennial, many of Hayward them believed our speedy sized stores didn’t and improvement services based in Denver, Co. HydroFlash LAstyle—with liquid-applied Fuel Utility Fencing Stapler and birthday cake Hayward a chain saw—during a Sept. 7 celebraincrease another 5.6% in 2017 before trailing off somewhat have enough product to complete their paint project,” said Early next year, Handyman Matters will be rebranded tionflashing in San Luis Obispo, that was attended is nowCa.,available in by nearly 1,000. 9-Gauge Galvanized Staples in 2019 to 4.6% growth, according to a new Window as & John Venhuizen, president and CEO. “We know this isn’t Protect Your Columns Ace Services and operate as a new stand-alone, 10-oz. cartridges, for those lookallow for study. increased productivity, DoorHandyman Manufacturers Association the case, so to assuage these misperceptions, we Digger decidedSpecialties to subsidiary ofshipments Ace Hardware. now offers ing for a smaller alternative to easier stapling,entry and doors all-dayincreased runIn 2016, of side-hinged stand behind our largeWeather paint assortment with the Extra Mile Housewraps, Barriers Handyman Matters istime a franchise organization comprised Uplift Kits for most of its colthe 20-oz. sausage-style tubes. on one battery. by 6.1% to 9.7 million units on the national level, alleviatPromise. Our objective is simple: to be known the #1, to reduce Trending in Residential of owned and and company-owned umnasdesigns, vertiLike the original HydroFlash Market Designed so fence installers inglocally any concerns over operated the decrease in units shipped best, most convenient, most helpful and most cal credible store of locations Housewrap preferences are gradually evolving, that offer professional and multi-skilled movement the columns LA, it easily conforms around can staple up to six times faster between 2014 and 2015. Based on the analysis ofcraftsmen, the data, for paint in the neighborhood.” according a recent 2019 handleisa forecasted homeowner’s to-do list addition to during high winds. trained corners,tocurves andpresentation other awk- at the Housewrap compared to using ainhammer, annual to growth to climb to 5.9% in 2017 conference on builder and consumer practices by Edinstalled larger projects. On-site services to consumers and small Columns with uplift ward shapes, simplifying the the tool simplifies the two-handbefore declining to a modest 5.2% growth in 2019. Weyco Coated I-Joists Hudson, Home Innovation Research include interior carpentry, plumbing, electrical, drywall, kits have tested to businesses 5,000 lbs. of process ofRecalls flashing rough open- Labs. ed hammer stapling operation Architectural flush doors recovered from a Weyerhaeuser a 60% batch of of all TJI housewrap Joists Flak Hudson sharedisthat aboutflashand painting and flooring. It currently has 57 franchisees who windwith uplift resistance. ings compared torecalling using into a one-handed battery-powdecline the previous year by growing 4.5% in 2016 with Jacket Protection, after linking an odor in certain newly weather-resistant barrier (WRB) material is installed on new collectively employ about 250 handymen and women in DSI columns come in alumiing tapes. Applications include task with nearly 2.9 million unitsered shipped, whileincreased stile andmaneurail doors constructed homes todoor/window a recent formula change in the coathomes; the remainder is installed primarily onnum, homes being 121 territories across 23 states. composite and fiberglass, sill pan flashing, verability and less strain from continued its upward trend with a 6.6% increase with nearMerchant 8-17 Layout.qxp_D SigNov03-1-8,41-48 7/25/17resin. 1:18 PM 20is ingcaulking, that included formaldehyde-based TheinPage issue re-sided. Bell, the founder andAnnual CEO ofgrowth Handyman Matters, and a variety of designs. and exterior insulation. repetitive hammering. ly Andy 0.44 million units shipped. of flush doors isolated to Flak Jacket product to made after Dec. 2016, DuPont’s Tyvek continues dominate with1,nearly will continue to lead the day-to-day business operations is forecast to be 4% in 2017 before declining to 1% in n DSICOLUMNS.COM and does not affect any of the company’s other products. n MILWAUKEETOOL.COM BENJAMINOBDYKE.COM halfnthe housewrap and WRB installations in new homes. for Ace Handyman Services from its headquarters 2019. Stile and rail doors are also predicted to grow 4% in in (800) 446-7659 Flak Jacket Protection is a coating applied to I-joists to (800) 523-5261 (800) 729-3878 DuPont established leadership in technology and education Denver. Integration and re-branding initiatives are currently 2017 and decline to 1% by 2019. Traditional housewraps still enhance fire resistance, it is not widely in use. The product iswith present in the basements 2,200 houses early have maintained that leadership for decades. underway amechanically-attached target completion in of firstabout quarter 2020. AceandOffers Extraand Mile Guarantee make up more than two-thirds of in all limited housewrap and WRB in various stages of construction markets. Most Ace Hardware is rolling out its Extra Mile Promise, a materials installed, butyet alternatives of the houses are not occupied. are making inroads. guarantee that Ace has the expert advice and supplies needCombination WRB and structural panels, such Weyerhaeuser will cover the cost sheathing to either remediate or ed to help consumers successfully tackle any paint project as Huber’s ZIP Lumber System and Georgia-Pacific’s ForceField, t Reel Service, we supply replace affected joists. It has halted production, sales and with just one trip to the store. now make up about 10% ofand thisismarket among new product homes. shipments of the collecting unused domestic andproduct, foreign hardwoods. Available at participating stores nationwide, the vow Self-adhered membranes are now approaching 10% of the from Our customers. was created to address and relieve the frustration conproducts and services include: market, as well. Fluid-applied membranes now constitute Approximately $9 million of the product has been sold sumers deal with when faced with the proposition of yet • Hardwood Lumber & Pine about of new 2016. home housewrap/WRB installations. since 3% December Weyerhaeuser expects to spend $50another trip to the store as a result of forgotten items or not • Hardwood Plywood & housewrap Veneers Alternatives to traditional are found more $60 million resolving the issue. enough paint. Ace is so confident in its one-trip guarantee extensively on higher-end homes and multifamily buildings. • Melamine Plywood that it will provide free delivery to consumers who may be Windows &Moulding Doors Keepcherry, Growing • Hardwood (alder, in need of additional paint supplies. Ace Rebranding Handyman Division Residential window shipments increased 5.7% in 2016, “While it hurt our pride to learn this, the truth is that mahogany, MDF, maple, red oak, paint Ace Hardware Corp. has completed the acquisition of amounting to more than 43.2 million units shipped across while consumers trust Ace as the Helpful Place, far too grade, pecan hickory, white oak, walnut, Handyman Matters, franchisor of home repair, maintenance the nation. Looking forward, national growth is expected to TO MARK Lumber’sthat centennial, CEO Bill Hayward sliced the many of Hayward them believed our speedy sized stores didn’t and improvement services basedbefore in Denver, Co.off somewhat beech) birthday cake Hayward style—with a chain saw—during Sept. 7 celebraincrease another 5.6% in 2017 trailing have enough product to complete their paintaproject,” said Early next year, Handyman Matters will be rebranded tion in San Luis Obispo, Ca., that was attended by nearly 1,000. • Milling (moulding profiles, S2S, SLR1E, in 2019 to 4.6% growth, according to a new Window as & John Venhuizen, president and CEO. “We know this isn’t Ace Handyman Services and operate as a new stand-alone, Door Manufacturers Association SLR2E, & resawn lumber) study. the case, so to assuage these misperceptions, we decided to subsidiary ofshipments Ace Hardware. In•2016, of side-hinged entry doors increased stand behind our largeWeather paint assortment with the Extra Mile Housewraps, Barriers Woodworking Accessories (appliques, Handyman a franchise comprised by 6.1% to 9.7Matters millionisunits on the organization national level, alleviatPromise. Our objective is simple: to be known as the #1, Trending in Residential Market ornaments, butcher blocks, corbels, etc.) of locally owned and operated and company-owned ing any concerns over the decrease in units shipped best, most convenient, most helpful and most credible store Housewrap preferences are gradually evolving, locations that offer multi-skilled • Woodworking Supplies (deft finishes, between 2014 and professional 2015. Basedand on the analysis ofcraftsmen, the data, for paint intothe neighborhood.” according a recent presentation at the Housewrap 2019 trained to handle a homeowner’s to-do in addition to colorgrowth putty, is adhesives, etc.) annual forecasted to climb list to 5.9% in 2017 conference on builder and consumer practices by Ed larger projects. On-site services to consumers and small before declining to a modest 5.2% growth in 2019. Weyco Recalls I-Joists Hudson, Home InnovationCoated Research Labs. businesses include interior carpentry, plumbing, electrical, drywall, Architectural flush doors recovered from a Weyerhaeuser is recalling a batch of TJI Joists with Flak ur products arecurrently widely used in Hudson shared that about 60% of all housewrap and painting and flooring. It has 57 franchisees who decline the previous year by growing 4.5% in 2016 with Jacket Protection, after linking an odor in certain newly weather-resistant barrier (WRB) material is installedCa. on92806 new interior finish carpentry, furniture, collectively employ about 250 handymen and women in 1321 N. Kraemer Blvd. (Box 879), Anaheim, nearly 2.9 million units shipped, while stile and rail doors constructed homes to is a recent formula change in the being coathomes; the remainder installed primarily on homes 121 territories across 23 states. Fax 714-630-3190 cabinetry and hundreds of industrial and continued its upward trend with a 6.6% increase with nearing that included formaldehyde-based resin. The issue is re-sided. Bell, the founder andAnnual CEOWe ofgrowth Handyman Matters, (714) 632-1988 • (800) 675-REEL ly Andy 0.44 million units shipped. doors manufacturing applications. stock aof flush isolated to Flak Jacket product made after Dec. 1, 2016, DuPont’s Tyvek continues to dominate with nearly will continue to lead the day-to-day business operations is forecast to line be 4% in 2017 before products declining to 1% in complete of complementary and does not affect any of the company’s other products. 3518 Chicago Ave., Riverside, Ca. 92507 half the housewrap and WRB installations in new homes. for Ace Handyman Services from its headquarters 2019. and rail doors are predicted to grow 4% in in Flak established Jacket Protection is a coating appliedand to I-joists to to Stile complete virtually anyalso woodworking (951) DuPont leadership in781-0564 technology education Denver. Integration and re-branding initiatives are currently 2017 and decline to 1% by 2019. enhance fire resistance, and is not widely in use. The early and have maintained that it leadership for decades. underway with a target completion in first quarter 2020. or millwork project. www.reellumber.com

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

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

Smart People Know It’s Not About Price

Most lumber producers are competitive on price, and Idaho Timber competes with the best of them. But far more important than what you pay for lumber is what you make on it. We work hard to ensure you make the most possible: n Our 10 mills are strategically located across the USA to deliver your wood

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June 2022n n The TheMerchant MerchantMagazine Magazine n n December 2021

41 39

Stainless Strength

National Nail’s new CAMO Stainless Steel fasteners help contractors, remodelers and DIYers build better in every environment. Designed to protect connections against the elements, CAMO’s 316 Marine Grade Stainless Steel fasteners are ideal for use in corrosive coastal and agricultural environments and applications that face abrasive agents. CAMO 305 Stainless Steel fasteners provide corrosion resistance and long-lasting aesthetics for a variety of inland exterior projects. The line includes hand-driven deck, composite and trim screws that come with a 2” power bit for jobsite convenience. The 316 Stainless Steel Marine Grade Edge Screws can be used with CAMO Marksman Pro tools and collated screws with the CAMO Drive stand-up tool. Also new to the CAMO brand are ring shank deck nails, joist hanger nails, collated ring shank framing nails, and collated metal hanger nails.

Steel Pergola Components

Fortress Building Products is rolling out new steel pergola components to provide more ways for homeowners and building professionals to define beautiful, functional outdoor spaces. The versatile lateral bracing and purlin components make it possible to configure Fortress Pergolas in nearly infinite ways to achieve a customer’s vision. Leveraging the proven performance of steel, Fortress Pergolas sidestep issues associated with moisture absorption—one of the most common reasons for decomposition in wood pergolas. The sleek structural steel is dual-layer protected against fire, weather, corrosion, twisting, insects and rot. n FORTRESSBP.COM/PERGOLAS (866) 323-4766

n CAMOFASTENERS.COM (800) 968-6245

Top Drawer Hardwoods Diablo’s Demo Demon Spade Bits provide one of the most durable, effortless, longest-lasting hole drilling solutions on the market for nail-embedded wood. The ultra-sharp Demo-Edge dual cutting edges coupled with a self-feeding Dura-Tip power through nail hits for a smooth drilling experience and up to 60 times longer life. A curved paddle design enhances chip evacuation for more holes per charge.

Tropical Forest Products’ new premium Black Label brand features a curated, certified sustainable collection of tropical hardwoods graded to the highest quality for use as decking, cladding, deck tiles, soffit and architectural millwork. Species include ipé, cumaru, jatoba, garapa, angelim pedra, Kebony, ThermoWood and Tigerwood. All are 100% legally sourced from South America, and certified sustainable by FSC and chain-of-custody program Legal Lumber.

n DIABLOTOOLS.COM (800) 334-4107

n TROPICALFORESTPRODUCTS.COM (905) 672-8000

Power Bits

n The Merchant Magazine n June 2022

Building-Products.com

Pro-Grade Driver Bits

ODL’s new ADA Doorglass is designed for use in ADA-compliant doors, enabling builders to meet ADA standards that provide access for individuals with disabilities. The new doorglass increases visibility and natural light, while still accounting for an ADA-mandated 10” bottom rail. Ideal for multifamily dwellings and new construction, it is available from both the ODL and Western Reflections brands. Two different sizes, 22” x 60” and 22”x 76,” are available in the Evolve frame with Low-E glass and in the impact-rated Severe Weather frame with Low-E+ laminated glass.

Spyder’s new impact-rated driver bits featuring Mach-Blue Tough Tip technology are designed to last significantly longer and resist breakage better than typical impact-rated driver bits. The new bits have been third-party tested to ASME standards and shown to last up to 70 times longer than standard impact-rated driver bits. Mach-Blue plating strengthens the drive surface and provides extreme corrosion protection. IMPACTive alloy tool steel and optimized torsion zones actively flex to dissipate peak impact forces. Each tip is precision machined for superior strength and fit, resisting cam-out, twisting and breakage. The bits’ 1/4” speed hex allows them to be used in high-torque impacting drivers and conventional rotary drills with three-jaw chucks.

n ODL.COM/ADA (800) 253-3900

n SPYDERPRODUCTS.COM (888) 471-2239

ADA-Compliant Doorglass

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

West Coast Lumber & Building Material Association – July 21-22, 2nd Growth annual summer conference, Omni Rancho Las Palmas, Palm Springs, Ca.; www.lumberassociation.org. Freres Lumber – July 22, centennial celebration, Mass Ply Facility, Lyons, Or.; www.frereslumber.com.

North American Wholesale Lumber Association – June 16, Portland regional meeting, Multnomah Athletic Club, Portland, Or.; www.nawla.org.

Mountain States Lumber & Building Material Dealers Association – July 27, golf tournament, Fossil Trace Golf Club, Golden, Co.; www.mslbmda.org.

West Coast Lumber & Building Material Association – June 16, Northern California golf tournament, Chardonnay Golf Club, American Canyon, Ca.; www.lumberassociation.org.

Riverside Home & Backyard Show – July 28-29, Riverside Convention Center, Riverside, Ca.; www.homeshowconsultants.com.

Portland Hoo-Hoo Club – June 17, golf tournament, Portland, Or.; www.hoohoo.org. PCBC Summer Showcase – June 22-23, Moscone Center, San Francisco, Ca.; www.pcbc.com. Western Hardwood Assn. – June 23, WHA Golf Classic, Langdon Farms Golf Club, Portland, Or.; www.westernhardwood.com. Portland Wholesale Lumber Association – June 24, Logs to Lumber Tour, Zip-O-Log Mills, Eugene, Or.; www. portlandwholesalelumberassociation.org.

Umpqua Valley Lumber Association – Aug. 2-5, customer appreciation event, Roseburg, Or.; leslies@cdlumber.com. Southern California Hoo-Hoo Club – Aug. 5-7, couples weekend, Hilton Palm Springs, Palm Springs, Ca.; www.hoohoo117.org. Ace Hardware – Aug. 15-17, fall convention, McCormick Place, Chicago, Il.; www.acehardware.com. Western Hardwood Association – Aug. 17-19, annual convention, Chinook Winds Casino Resort, Lincoln City, Or.; www. westernhardwood.com.

Western Wood Preservers Institute – June 26-28, summer meeting, Whitefish, Mt.; www.wwpinstitute.org.

West Coast Lumber & Building Material Association – Aug. 18, Southern California golf tournament, Black Gold Golf Club, Yorba Linda, Ca.; www.lumberassociation.org.

Southern California Hoo-Hoo Club – July 13, concat, Los Serranos Golf Club, Chino Hills, Ca.; www.hoohoo117.org.

The Hardware Conference – Aug. 19-21, JW Marriott Marco Island Beach Resort, Marco Island, Fl.; www.thehardwareconference.com.

Fresno Summer Home Remodeling & Decorating Show – July 1517, The Big Fresno Fair, Fresno, Ca.; www.festivalnet.com.

Mountain States Lumber & Building Material Dealers Association – Aug. 26, clay shoot, Brighton, Co.; www.mslbmda.org.

n The Merchant Magazine n June 2022

Building-Products.com

IN MEMORIAM Diane T. Johnston, 73, owner and manager of Golden State Reload, Perris, Ca., passed away May 16 of a brain hemorrhage. She was selling for Edwards Wood Products, Marshville, N.C., in 1999 when she relocated to Southern California to marry Dennis Johnston, then president of Peterman Lumber, Fontana, Ca. In 2008 they launched Golden State on Peterman property. Jack Leroy Martin, Sr., 87, longtime veteran of Setzer Forest Products, Sacramento, Ca., passed away April 11. Jack worked for Setzer for 55 years until retiring in 2008. Starting in 1953,

Building-Products.com

he rose from pulling green chain to head lumber buyer and plant manager for two facilities. Johnnie Brian Dell, 70, retired co-owner of Shuel’s Lumber, Union Gap, Wa., died May 7. He started in lumber sales at Cashway Lumber before joining Shuel’s in 1989. In 2009, Bill Shuel decided to retire and sold the company to three longtime employees—John, Bob Velasquez, and daughter Dayna Shuel. John helped run the company until retiring in 2018. Roger William Wulf, 91, longtime Colorado yard manager, died April 23. Roger began his 46-year career in the lumber business in 1952 when he was

hired by his uncle to work at J.F. Anderson Lumber, Fairmont, Mn. In 1972, he became manager of Independent Lumber Co., Cortez, Co., and in 1978 moved to manage Boise Cascade, Aspen, Co. He retired in 2001 from BMC West. In 1979-1989 he served as a director for the Mountain States Lumber & Building Material Dealers Association and president of the National Lumber Building Material Dealers Association. Diane Ekrem Webb, 83, matriarch of Ekrem Hardware Do it Center, Burlington, Wa., died March 13 from Lewy body dementia. After a seven-year teaching career, Diane received a master’s degree from the University of Washington.

June 2022 n The Merchant Magazine n

CENTENNIAL Flashback

The 1970s

o mark this year’s 100th anniversary of The Merchant Magazine, we are looking back each month, decade by decade, at the advertisers that have long supported us and are still growing strong to this day. This month we check in on the groovy ’70s.

• Disston, the pioneering handsaw manufacturer, was acquired in 1955 by H.K. Porter Co., Pittsburgh, Pa. Porter began expanding the brand to a range of tools, such as tape measures, in August 1971. Disston lives on as a maker of custom steel blades, while H.K. Porter combined with Crescent Tools as Apex Tool Group’s industrial cutting products.

• Swaner Hardwood, four years after its founding, announced its move to a spacious new yard in Burbank, Ca., in a series of ads in The Merchant Magazine in May of 1971. The hardwood manufacturer/distributor continues at this same facility to this day. • Sierra Pacific Industries traces its beginnings to 1949 with Curly and son “Red” Emmerson’s first leased sawmill in Humboldt County. The current corporation was established in 1969 and by August 1971, when it first advertised in The Merchant, SPI had grown to nine Northern California mills. It now manages 2.3 million acres of timberland and operates a dozen sawmills, plus millwork, door/window, reman plants, and more. • Kelleher Corp. was founded in 1970 by Don Kelleher, working out of a quonset hut. He introduced a formal distribution center to Merchant readers in August 1971, and has since become

one of the largest distributors of wood moulding products and accessories in the western U.S.

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• National Gypsum was incorporated in 1925 to develop a lighter, stronger wallboard made from a mixture of newsprint, gypsum and starch. At the heart of its first marketing campaign was its “Gold Bond,” offering $5,000 to anyone who could identify a lighter, stronger gypsum wallboard on the market. First running in The Merchant in December 1972, National Gypsum has remained a force as the nation’s second largest producer of wallboard.

• Elof Hansson was established in 1897 as an international trading house, with a timber division that began marketing through The Merchant in March 1973. • Louisiana-Pacific was spun off from GeorgiaPacific in 1973 under largerthan-life president Harry Merlo, who was caricatured in July 1973 on the cover of The Merchant Magazine. From its initial holdings of timberlands and lumber and plywood mills, LP helped pioneer OSB and a range of other building products. June 2022 n The Merchant Magazine n

CENTENNIAL Flashback

The Merchant - June 2022

Articles inside

dateBOOk

centennial FlashBack

neW prOducts

in MeMOriaM

assOciatiOn update

naWla’s thinking ahead

cOMpany FOcus

tOp cOnstructiOn suppliers

tech help

Margin Builders

Olsen On sales

Business OperatiOns

industry trends

acrOss the BOard

transFOrMing teaMs