The Merchant - June 2023

PRESIDENT/PUBLISHER

Patrick Adams padams@526mediagroup.com

VICE PRESIDENT

Shelly Smith Adams sadams@526mediagroup.com

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Alan Oakes

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COLUMNISTS

James Olsen, Claudia St. John, Dave Kahle

CONTRIBUTORS

Clint Darnell, Tom Flynn, Chris Krauter, John Maiuri, Paige McAllister, Kevin Stanton

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Volume 102 • Number 6

PASS IT ALONG

BY PATRICK ADAMS

IT’S BEEN A LONG TIME since I received an email that caused me as much thought as this one. It landed in my inbox the same as any other, except that it was from a man that I put among the top of my list of those whom I respect and admire. In it, he was asking for a “favor,” but in my eyes this was not something that he needed, or should even want from me.

I have shared plenty of vague references about my upbringing and past. To say I grew up poor was a bit like saying that you’re hungry; it’s a matter of perspective. It wasn’t a nice place to grow up, nor was it surrounded by nice people, and in this environment, my dreams were somewhat limited in most cases to simply escaping. Luxuries like going to college were never discussed and, therefore, never a part of my plan until much later in my adult life. I was simply happy to get out just before I turned 17, and I never looked back.

Of course, the life I have now is blessed beyond measure and something that in my wildest childhood dreams never would have entered my mind. I have lived a very full, interesting and exciting life so far. So when I read this email again for about the 12th time, my head just continued to spin. I was being asked to travel north to a university to be a guest lecturer for the day in the class taught by this man whom I am honored to call a friend. He is known and respected by the entire industry, not for his titles or his bank account, but because of the man that he has always been. The type of man I have always aspired to be, but for countless reasons I do not have the ability to see myself that way. But, of course, I couldn’t say no to a friend.

My trip up was full of racing thoughts. Don’t sound stupid. Don’t embarrass yourself, or especially this amazing man who clearly was at the bottom of his guest list. Try to relate to these kids… Relate to these kids… this generation that is more of a punchline to a joke than something I look at with hope? I sat in the front of the class with notes in front of me—not that I needed them, because I have spent weeks trying to package 45 minutes of valuable content from a lifetime that most can’t understand.

As I began recounting a few nuggets that I thought might be considered “wisdom,” a strange comfort came over me. It took me back to early days where I would sit entranced at the older generation sharing stories of advice, which I soaked up in my eagerness to forge a different life for myself. To my surprise as I looked around the room, I did not see a generation doing God knows what on their phones or fading off into a daydream wishing they were somewhere else. Instead, eyes were up and attention was focused. Notes were actually being taken and heads nodded or smiles emerged at all of the appropriate moments. In a flash, my 45 minutes were up and I made the closing statement I dreaded most: “And now, if anyone has any questions

I would be honored to answer them.” I had thought long and hard about closing this way because I expected the dread of any speaker—crickets. Instead, hands shot up and we spent another 30 minutes in lively discussion answering extremely thoughtful and wise questions that demonstrated a generation eager to accomplish the same things that I had at that age.

Several asked for my business card and more still came up, shook my hand, and simply said, “Thank you.” I walked away humbled, amazed, inspired and eternally grateful for this honor. I have thought a lot about this couple of hours since then and why it made an impact and memory that I will remember for the rest of my life. Was it ego? Was it surprise? Was it that this man I respect so much thought to ask me instead of the countless amazing people he must call friend?

Yes, perhaps all of that. But more than that, what he provided to me was a bit of redemption that just maybe that poor kid actually turned into someone who has led a life that has collected a bit of wisdom worth sharing. That maybe, while the stereotype of the next generation is well earned, that there are also countless amazing young people ready to take up the torch and do things even more amazing than we did for this industry, and this nation. But even more than that, it made me realize that mentoring and sharing is not just a gift for us, but an obligation on all of us to assure the next generation has the opportunity to do better than us.

In the rush of our daily leadership, do we ever pause to simply have a conversation with those who will succeed us? Do we view mentorship as a responsibility of good leadership? Perhaps I’m making more out of this than it really was. Maybe this generation is so skilled at technology and multitasking that they were indeed ordering lunch and setting up their next online date while playing a video game all the while being able to act like they were engaged. But maybe, just maybe, they weren’t.

So, just in case, take a minute, grab one of those youngsters and take them out to lunch. Tell them stories and let them ask questions, and just maybe someday they will tell stories about the day that this “old guy” took the time to share some wisdom with them that they carried through their career.

I am eternally grateful that I found this industry full of amazing individuals from several generations that all share the common bond of serving something greater than themselves. I hope as spring blooms, so does your family, your business, and your hope for the future.

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

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HEALDSBURG LUMBER MOVES INTO HOME OF THE FUTURE

After nearly 150 years at the same site, Healdsburg Lumber Co. closed its longtime quarters in Healdsburg, Ca., and has relocated to a new 43,000sq. ft. complex less than a mile away. An official grand opening is planned for June 15.

The move allows Healdsburg Lumber the opportunity to consolidate its four local operations into a single location. In addition to the century-plus-old lum-

beryard, it also owned a 20-year-old Hudson Street Design showroom across the street, a long-standing Healdsburg Door plant, and a nearby warehouse.

All four businesses are now all under one roof: a 33,000-sq. ft. lumber warehouse acquired from neighboring distributor Capital Lumber and the new 43,000-sq. ft., two-story store. It includes about 20,000 sq. ft. of retail space, with ample room re-

NORTHERN CALIFORNIA lumberyard consolidated its diverse operations at a single, showier location in Healdsburg, Ca.

TOOLS are among the many product categories that have been expanded and placed in beautiful, easy-to-access displays.

maining for Hudson Street Design, the door plant, offices, and a large lumber storage facility.

Relocating to a less industrial area that’s closer to the highway also opens the door for Healdsburg Lumber to more intentionally pursue consumers. As part of the expanded focus, the business will now be open on Sundays.

Although now competing more directly with the big boxes, owner Eric Ziedrich intends to differentiate Healdsburg Lumber through service. Many staffers have worked in the trade and can advise DIYers on repairs while directing them to the right products.

The new store’s layout is designed to be more purposeful, less grid-like, and the design more interesting, improving the shopping experience.

Ziedrich took over the lumberyard in 1985 from his parents, who purchased it from Pacific Lumber Co. in 1972. He then stepped out of day-to-day operations in 2020 to turn it over to his daughter, Jill Ziedrich Gaylor. MM

EASY-TO-NAVIGATE store layout aims to give customers an improved shopping experience.

YEARS IN THE REMAKING

------------ BY CLINT DARNELL

THE FAMILY-OWNED lumberyard is a winner when it comes to longevity. In the U.S., the average lifespan of a family business is 24 years, with 60% never making it past the first generation, according to Cornell University. Yet, it’s not hard to find multi-generation, family-owned yards that have been around 75 to 100 years, or more.

Keeping the enterprise going from one generation to the next is no small feat, but it often comes with the pitfalls of a legacy yard design. Conducting business today in a facility built for yesterday, undercuts operational efficiency and limits the ability to grow.

What Operational Wins Look Like

When a lumberyard is designed well and outfitted with the right buildings and racking systems, the operational gains, or wins, are built-in and permanent: increased storage capacity, better traffic flow, reduced material

IS YOUR FAMILY YARD A LEGACY FACILITY OR AN OPERATIONAL WIN?

handling, safer operations, and a nicer customer experience, along with reduced cull and labor costs.

Yet, many owners don’t realize how much more efficient their yards could be, or assume improvements would be cost-prohibitive. Often, it’s not until circumstances force them to make changes, or they build a yard at a new location, that they appreciate the limitations of their legacy facility.

Overcoming Resistance

Dick Jennings, the owner of Jennings Builders Supply & Hardware, Cashiers, N.C., knew the wooden pole barns he used for storing lumber were inefficient, but he felt they did the job well enough. For him, cantilever rack T-sheds were a “nice-to-have” and he didn’t think their cost could be justified.

TOWNSEND Building Supply’s nine-acre location in Panama City, Fl., is thriving, aided by an optimized layout featuring three pre-engineered metal buildings, a user-friendly retail operation, convenient drive-thru building, busy lumberyard, and modern racking systems. (Photos by CT Darnell/Sunbelt Rack)

Nevertheless, when he was building a new location, he decided to “go out on a limb” and try T-sheds. “Boy, was I wrong,” says Jennings, commenting on his initial resistance. “Not only do [the T-sheds] get our lumber off the ground and out of the weather, they are easy for our employees to load and unload.”

Now, all his locations have steel sheds and drive-thru buildings. “The efficiencies are remarkable,” says Jennings. “In the first year, our labor went down 35%, while sales went up 20%. It proved to be a good move.”

Doing More with Less

Southern Lumber & Millwork has operated from its original location in Mount Pleasant, S.C., since 1945. So, when they learned they were losing two of their seven acres to a highway expansion, pulling up roots was not an option. Neither was scaling back inventory.

Based on an in-depth study of Southern Lumber’s SKUs, a new site master plan with a lineup of drive-thru buildings, sheds, and

racking systems enabled Southern Lumber to utilize vertical space and retain all its inventory. What’s more, before the project had even wrapped up, the company had successfully managed through its greatest year of increased sales.

Centralizing Specialty Products

For Zuern Building Products, it wasn’t about losing almost a third of its acreage. Instead, it was about turning a vacant warehouse in Slinger, Wi., into a dedicated distribution center for their specialty millwork, paying for the project by maximizing internal efficiencies. Having already experienced the benefits of improving some of their other facilities, they knew the project’s ROI goal was realistic.

“Our sales have grown tremendously,” says Thad Schuler, CEO of inventory operations. “The new layout of the facility has an easy flow. We feel the gains in efficiency and effectiveness now have us geared-up for our next 75 years.”

The labor savings and reduced product damage achieved with millwork stack racks and PowerBin systems got them part of the way there. But one of the biggest gains was in fleet reduction. In the first year, Zuern shipped an additional $8.4 million in product with an average of two fewer trips per day, and was able to cut its fleet by almost a third.

Good Flow Is Key

Along with efficient storage of material, optimizing flow is one of the most important aspects of facility design. Traffic, materials,

CT DARNELL/Sunbelt Rack remade the main building at Griffin Lumber, Warner Robins, Ga., which contains a warehouse, retail showroom, offices and a door manufacturing facility. Space-saving additions included the two T-sheds and two umbrella sheds seen above.

MANY OWNERS DON’T REALIZE HOW MUCH MORE EFFICIENT THEIR YARDS COULD BE, OR ASSUME IMPROVEMENTS WOULD BE COST-PROHIBITIVE.

and people need to be able to move through the facility without hindering each other, and with the fewest possible touches.

This was especially important for Griffin Lumber & Hardware’s new location in Warner Robins, Ga. The site wasn’t very large, yet still needed to function as a lumberyard, retail store, and door manufacturing shop.

Millwork stack racks minimized the footprint of the door shop, enabling Griffin to triple the amount of raw materials that could be stored, and preventing the door shop from impinging on the rest of the operation. The racks also provided efficient handling of the finished products. “You manually handle the material just one time (to load the rack) and then everything else is done with a forklift,” says Jason Settles, Griffin’s president.

The layout of the yard, including wide aisles between lumber sheds, keeps materials and shipments moving efficiently. At other yards, explains branch manager Chris Baroni, “it might take two men over three hours to pull a 2,000-sq. ft. house framing package. The way this yard is laid out, one guy can do it in about an hour.” What’s more, material can be loaded on both sides of the truck, keeping traffic moving and never blocking the aisle.

The Next Generation

Of the 40% of family businesses that make it to the second generation, only 13% are passed down to the third. After that, the succession rate falls to 3%.

While the statistics might be better for lumberyards, moving beyond the legacy facility with an updated design, new sheds, and new rack systems, creates operational wins every day that will help to preserve the family legacy for the future. MM

CLINT DARNELL

POWER BIN storage systems employ a battery-operated loader deck that automatically places building materials into pigeonhole bins equipped with heavy-duty rollers.

MILLWORK STACK racks for doors and windows can be placed three high, making the best use of space.

Clint Darnell is the vice president and owner of CT Darnell Construction/ Sunbelt Rack. Learn more by visiting sunbelt-rack.com or ct-darnell.com.

LUMBERYARD RACKING IN A POST-COVID ERA

------------ BY CHRIS KRAUTER

THE LUMBERYARD INDUSTRY has certainly enjoyed robust activity since the onset of COVID in 2020. From our perspective as a material handling dealer and looking at the post-COVID product category sales revenue, certain trends can be identified.

The industry was faced with increasing commodity costs, longer lead times, and, most importantly, a shortage of labor. Lumber quickly became a high value commodity. Cull lumber, for example, previously addressed

as normal inventory shrinkage, suddenly became a focal point of preservation. Lumberyards were facing increasing sales volume and product throughput, all without the benefit of readily available labor. They had to do more with the same staffing.

Expanded product offerings increased the storage requirements. Dealers were faced with the need to extend their facilities and/or look at ways of increasing current storage capability while concurrently maintaining organization and a smooth order-fulfillment process.

To meet that challenge, many dealers converted their current warehouse cantilever and/or pallet rack storage systems to that of a semi-automated roller rack system. Studies have shown that SKU density can be increased by 30-40% in the same available warehouse space, plus all SKU locations are accessible on grade or via a catwalk. The reason is the simple elimination of access aisles. Where vertical space allows, a system can have a top mezzanine platform, which to an extent, captures back the square footage for bulk storage of hardware, insulation, archives, and other items. The result has been an increased SKU count, and more efficient order fulfillment by employees. The demand for this product category is up significantly versus the pre-COVID years.

Looking to the exterior lumberyard, covered cantilever rack canopies effectively organize and protect product.

COVERED drive-thru systems permit order fulfillment in any weather and can accommodate a semi-automated roller rack system inside the canopy.

COVID-INDUCED labor shortages forced lumberyards to look for labor-saving ways to store and handle their merchandise. (Photos by Krauter Auto-Stak)

Trends have shown a similar doubling of demand versus the pre-COVID years. Perimeter single-face cantilever canopies are a good solution, as they offer selectivity, weather protection, and security.

Covered drive-thru systems enable order fulfillment in any weather and have the capability of adding a semi-automated roller rack system inside the canopy, with cantilever on the exterior facings.

The biggest trend, however, has been the explosion of the stacking frame concept for windows, doors and cabinets. This essentially has been an acceptance of the “containerization” of product, which significantly cuts down on handling while maintaining organization of orders. The fact that these stacking frames can be stored in a very tight pattern with minimal aisle space increases inventory density without losing accessibility. Many dealers have abandoned pallet racks used for their normal in-stock SKUs and converted to these stackers, which are essentially a “modular” pallet rack.

The use of these stacking frames for custom orders along with a

flatbed trailer equipped with a tail mounted forklift enables a single employee to deliver orders efficiently and quickly. The orders are handled only one time by hand when loading into the stacking frame. From there the items are secured via ratchet straps or similar, awaiting final delivery. The driver unloads the stackers and sets them on the jobsite in the

garage. The contractor then unloads the merchandise, signs off the bill of lading, and the stacker is set back into the next cycle.

The trend in this type of material handling has exploded over four-fold vs. pre-COVID. MM

BIGGEST TREND in lumberyard storage has been the proliferation of portable millwork stacking racks, which “containerize” the movement and housing of doors, windows, millwork and more.

– Chris Krauter is president of Krauter Auto-Stak, Brookville, In. (www.ks-ka.com).

TECH SAVERS

6 WAYS TO IMPROVE YOUR BOTTOM LINE

BY KEVIN STANTON

THE LUMBER INDUSTRY has undergone significant changes over the years, with technology playing an increasingly important role in managing lumber businesses across the nation.

The most successful leaders and businesses understand that the right enterprise resource planning (ERP) system saves time and money, leads to better customer service, and helps keep things organized and running smoothly.

What is ERP? Enterprise resource planning is a software system that helps you run your entire business, supporting automation and processes in finance, human resources, manufacturing, supply chain, services, procurement and more.

Gone are the days of manual processes and disparate systems that don’t interoperate well with one another. These unproductive prac-

tices are quickly becoming a thing of the past replaced with time-efficient, easy-to-use software solutions.

1. Inventory Management

One of the primary uses of ERP in the lumber industry is inventory management. Companies rely heavily on accurate inventory data to ensure that they have enough raw materials on hand to meet production demands and that wholesalers have visibility of inventory.

By using reliable software programs, lumber companies can keep track of inventory levels in real-time, allowing them to quickly identify when supplies are running low and reorder as necessary.

Inventory management software can also be used to monitor customer orders ensuring that each stage in the fulfillment cycle is completed accurately and on time. Reliable data

helps lumber companies avoid stockouts and delays in delivery, which can have a significant impact on customer satisfaction.

2. Project Management

Project planning and management is the foundation to running efficient workstreams. With the right software system, wholesalers can develop projects that manage workflows and organize multiple documents such as RFPs, contracts, business communications, and more. It can also help manage materials for projects and incremental billing which helps lower management costs, and increases throughput and profitability.

3. Treatment Processes

Timely management of wood treatment is another area where technology is beneficial in the lumber industry. By using specialized

software, companies can monitor the quality of each step of the treatment process and accurately track every stage.

For example, utilizing barcode scanning applications that provide instant updates keeps track of bundles through various treatment processes. This provides immediate status of services on any given bundle. Managers are immediately notified when all services are completed and ready to ship.

4. Accurate Accounting

Rather than using a third party service or program, the right integrated software solution can run your accounting within the same system it uses to run other services that manage your business. Streamlining your accounting within one easy-touse system cuts back on time—and it cuts back on errors.

As an example, accounting that is integrated with your current setup can auto-generate and send invoices in one easy step, keeping your books up to date, controlling checks and balances, and managing timely payments.

5. Performance Monitoring

Equipment maintenance can slow things down unless proactively managed. Specialized software allows companies to monitor the performance of their equipment and identify potential issues before they become major problems. This prevents costly downtime and repairs, which can have a significant impact on production and profitability.

For instance, predictive maintenance software can be used to monitor the performance of saw blades. By analyzing data on blade wear and tear, companies can identify when blades need to be sharpened or replaced. This helps extend the life of the blades, ensuring that they are always operating at peak performance.

6. Data Analysis

Accurate data and ongoing analysis is essential to a well-run organization. By collecting and analyzing data on production times, costs, and quality, companies can identify trends

leads to better efficiency, reduced waste, and increased profitability.

Additionally, by analyzing data on production times and costs, companies can identify which products are the most profitable to produce. This will inform production planning and ensure that the company is focusing its efforts on the most profitable areas of the business.

Technology will continue to serve a significant role in the lumber industry, revolutionizing the way lumber is processed, managed, and sold. Year-over-year, we expect to see the release of more innovative software programs built specifically to meet custom needs across the industry. MM

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To find out how Combilift can help you unlock every inch of your storage space.

KEVIN STANTON

Kevin Stanton is founder and software architect for RDB Solutions, Bend, Or.

INVESTING IN DIGITAL TOOLS TO BETTER MANAGE MARKET CHALLENGES

BY JOHN MAIURI

WHILE THE LAST three years can be characterized by themes of uncertainty and turmoil, there has also been an undeniable acceleration in the rate of digital transformation and innovation—even across industries that have been historically slower to embrace change. The lumber and building material industry is a prime example of an industry that’s put a spotlight on digital transformation to better manage market challenges.

For example, with the pandemic, we witnessed digital commerce and trends like buy online, pickup in-store (BOPIS) take off, spurring an “ecommerce explosion” out of necessity. Now, as the future of the LBM market continues to be unclear as threats of a recession loom, more LBM leaders

are turning to digital technologies, further adapting to the market and evolving customer expectations. These are trends within trends, in an industry known for resiliency despite the challenging macroenvironment of the day. However, as LBM leaders lay the groundwork for their digital transformation strategies, they need to truly understand what digital transformation means for them—in the context of their individual business, in addition to the market and customers they serve.

What digital transformation means for the LBM industry

Depending on who you ask, the LBM industry is at different stages when it comes to digital transfor-

mation and the transition to digital commerce. Some have only recently begun to use this technology, spurred by the pandemic and tech advancements in this space that have made these solutions more readily available. Others may even debate that the LBM industry is decades behind the curve when it comes to adopting new innovations. However, with nonstop disruption and economic challenges, the rewards have been fruitful for LBM leaders that have leaned into digital technology solutions.

At its core, digital transformation is about adopting technology that can inform better decision making, smarter investments and operational efficiencies key to a streamlined

customer experience. According to ECI’s 2022 Lumber, Building Material and Hardlines industry survey, more than half of LBM businesses (55%) have increased investment in technology infrastructure to address some of these market concerns, monitor operations and keep an eye on the broader industry’s health.

Business management solutions are one example of a tech investment that’s gaining attention in the LBM industry. The benefits of a reliable business management solution are indisputable as this technology plays a key role in nearly every critical department across an LBM dealer’s business.

For innovative LBM dealers looking to take this investment to the next level, having a solution with an integrated point of sale (POS) system and ecommerce capabilities provides owners and managers with even deeper insight into managing inventory and tracking key performance indicators (KPIs) that let LBM dealers make smarter business decisions. In today’s market and evolving customer landscape, having a digitally led strategy and the tools to support it

can be a major competitive difference and key to meeting emerging customer expectations.

The ecommerce explosion

Convenience is the new loyalty when it comes to today’s consumer, even in the LBM industry. Typically, LBM dealers cater to a range of customers, from the DIYers to the professional contractor pros. With these varying audiences, LBM dealers face an added layer of complexity by having to accommodate different sets of shopping preferences. However, tech tools can help address customers in different ways so they can shop when and how they please. Part of this is having an easy-to-navigate online presence, which is critical for capturing shoppers across this space, especially if LBM dealers are looking to stay competitive against national chains. Delaying or refusing to adopt ecommerce solutions not only means missed sales opportunities, but also missed opportunities to improve operations internally and become a stronger business.

At the center of every successful ecommerce strategy is data and

leveraging these insights to locate potential areas of improvement or identify any weak links. For example, are you missing margin opportunities? Capturing lost sale information by evaluating what customers search for? Real-time data dashboards and reports can provide LBM leaders with a clearer picture for these exact questions. Additionally, LBM dealers can track purchasing behavior to predict customer demand, which can benefit overall organizational health by furthering price stability and compensating for supply chain constraints.

Adopting an innovative culture

Overall, the LBM industry needs to embrace digital tools into their culture if they want to remain resilient amidst the current turbulent marketplace. The strongest digital transformation strategy will not stick if a company’s culture does not value innovation. Understanding what’s at stake and the tools available that can help with this journey, is the first step towards future proofing your business. MM

– John Maiuri

is

president of ECI Software Solution’s LBM & Hardlines Group (www.ecisolutions.com).

PIVOT POINTS

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

DURING THE SALES process there will be points in the conversation where we can turn the talk in the direction we would like it to go. We will be able to pivot off a remark from the customer and turn our exchange into something positive for us and the customer.

Many sellers have no idea how they want the conversation to go; they just float along. The strange thing is that when the seller doesn’t control the conversation, many customers become frustrated with the process and treat sellers poorly because of this frustration. They don’t really know why, but it is the feeling of “Why did you call me?” They feel the salesperson is wasting their time—and rightfully so.

So, as simple as it seems, we need to know exactly what we want our customers to do and how to get them there. This is what Master Sellers do.

Often when customers bring up negative things, we can pivot off of these comments to something positive:

I Don’t Like Prices

“I agree with you. I wouldn’t touch 2x4 or 2x6 right now, but 2x8 is within 5% of a five-year low, so we are at investment levels on 2x8. I have three trucks I can pick up for us at $573/MBF, which is a fantastic deal. How many would you like to take?”

The Market Is Coming Off

“Yes, it is, which creates a lot of opportunity for us. We are always looking for straight 16’s out of ABC Sawmill and can never get them,

especially at a price we like, but now they are listening, and we can pick 16’s up for a great price. We have been putting together a lot of great deals. Let’s give them an offer at 50 below print and see what happens. How many can you use if the price is right?”

“Yes, the market is coming off. The only way to buy at the bottom is buy on the way down. We’ve been coming off for 45 days. This thing is getting ready to turn, but the mills are still listening. Let’s give them an aggressive number today. If we wait for it to bounce, which is what everyone is doing, it will be up $50/MBF in two seconds and we will miss it. Let’s make them an offer at $459/MBF and see what happens.”

It’s Winter and My Business Is Slow

We are going to hear a version of this every year from Thanksgiving to April 1. “Yes, it is a bit slower right now but spring is coming. Now is the time to hit the mills with a program for spring. They are flexible and listening. Let’s propose something for delayed shipment on the items we know we are going to need in 60 days.”

I Just Bought

Many sellers shut down or say, “Well what else are you looking for?” We can ask this question, but before we do, get curious. “OK, what did you pick up? When is it going to ship? Whose stock was it? What did you pay? How many did you pick up?” If we ask these questions in a casual curious way most customers

will share the information. Some won’t, but we are not intimidated into not asking these questions again, because most customers will.

When we find out the information about what they purchased, we say, “If I could get us a couple more for extended shipment, would you want to put them on?” One out of 10 customers will say yes. One out of 10 may seem like a low number, but if we are working hard enough that is a lot of extra orders at the end of the month.

I’ve Got Enough

Instead of saying, “Well what do you need?” we say, “I don’t want to sell you something you don’t need, but how long can you wait before you have to buy? Mills are listening, and prices are advantageous right now. Let’s hit them firm with some great numbers for extended shipment and see what they will do.”

Objections and negative statements shut down many sellers but are pivot points for the Master Seller. They turn a supposed negative statement into opportunity for their customers and themselves. Start using pivots today.

JAMES OLSEN

James Olsen is principal of Reality Sales Training, Portland, Or. Call him at (503) 544-3572 or email james@ realitysalestraining.com.

Help

To learn more about our free downloadable software, visit our website at go.strongtie.com/pergolaplannersoftware or call ( 800) 999-5099.

3 QUESTIONS: RECLAIMED WOODS OF THE WORLD’S TOM FLYNN

TOM FLYNN, president of distributor/importer Reclaimed Woods of the World, Costa Mesa, Ca., has seen more than most over his near-50 years in the industry:

1How did Reclaimed Woods of the World gets its start?

Flynn: We started off as a traditional veneer/lumber company in the Midwest, when one of the sons from the original British company opened an office in Los Angeles in 1920, as the Robert S. Osgood Co.

Mr. Osgood supplied the wood to build the Spruce Goose through his friend Howard Hughes. He and Howie met when they were both 15, and remained friends until the end. I had the honor of taking over the valuable Hughes account, which was building custom jets for the wealthy.

The company was also led by his partner, Lt. General James Forgie, a war hero from Pearl Harbor; John R. Osgood, veteran of the Battle of the Bulge; Kurt Gelbard, furniture parts specialist; and Wolf Gordon, one the world’s top veneer specialists.

In 1975, I was asked to join this prestigious group of distinguished international hardwood traders, and I was certainly feeling overwhelmed by all the knowledge flying around. Noticing my bewilderment, John Osgood (Robert’s son) took me aside and said, “Don’t worry, after a decade or two, you’ll figure this out.” At the time, I thought he was joking. Twenty years later, he asked if I recognized this as true. I said, “I do now!”

Mr. Osgood Sr. was still very much in control, as they were navigating a merger with MacMillian-Bloedel of Canada and Jardine Davies of Hong Kong, which took place shortly after my arrival. It was an exciting time to

be involved in the international wood trade, and our office drew wood folks in from around the world.

2What did you learn working under such an eclectic group?

Flynn: Mr. Osgood pointed out that every decade brought major changes, so it was critical to listen to the market to anticipate the coming transitions into whatever new products would appear.

In 1975, he said something that so impressed me, I wrote it down: “Learn all you can, then do your best, and don’t worry—especially about things over which you have no control.” And one more I’ll always cherish: “Work hard—have a worthwhile goal—and be well adjusted (to all things).”

3

Any memorable adventures as you traveled the world?

Flynn: We survived two weeks of head-hunting in Borneo in 2002— 10,000 heads were removed over 10 days, driving natives back to the island from where they came.

We’ve been through coups in Asia and Africa, being once held as “hostages” in Africa before our captors realized no one was coming to save us. They got tired of feeding us, and released us in the Spanish Sahara.

We were arrested in the terrorist attack in Jakarta when terrorists blew up the Hyatt. I was having lunch next door when the deadly bomb went off.

On my first trip overseas to visit suppliers and customers in the 1960s, we visited a sawmill in Papua New Guinea. On our second evening, in the middle of the night, we were awakened by banging on our doors. We were ordered to get dressed immediately and leave our so-called “hotel” without explanation. A convoy of

old jeep-like vehicles awaited, along with a bunch of soldiers waving large guns—the soldiers looked like they were maybe 15 years old.

Off we dashed into the heart of the jungle. We arrived at an old WWII runway. An old DC3 was already fired up as we pulled in to this old airfield (one of the motors was blowing large amounts of smoke from an obvious oil leak). We were ordered on the plane. It was coughing and wheezing, offering little confidence. When we objected, the soldiers waved their guns more vigorously. No one spoke English (well) and a bunch of yelling—and a rifle shot into the air—took place before we were convinced to board. Inside, we noticed no seat belts, just old jump straps. As the pilot gave the engine full throttle to clear the tall trees, we rumbled down the airway. The engines were screaming for altitude. We could hear the branches, as fuselage skimmed the treetops. We barely made it.

And then the oil seal blew. The pilot screamed. We circled back, billowing smoke and fire. The pilot landed hard, blowing out the tires, sending us off the runway into a ditch. Scratch one DC3 for the night.

While we were waiting for the second rickety wreck, we learned what was going on. Some missionaries had been invited for dinner, and they were the dinner. They were eaten by cannibals. This is why we were bounced. When I returned, the Osgood team said they were used to adventures like this—it was a fine way to break in to the Southeast Asian wood business.

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

RWOW’s Tom Flynn

MENTAL HEALTH IN THE WORKPLACE

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BY PAIGE McALLISTER

SINCE 1949, May has been recognized as “Mental Health Awareness Month” in the U.S. The goals of this campaign include destigmatizing mental health problems, increasing public awareness, and creating support for the millions who suffer from mental health conditions.

According to the National Alliance on Mental Illness (NAMI), mental illness is “a condition that affects a person’s thinking, feeling, behavior, or mood” which “deeply impacts day-today living and may affect the ability to relate to others.” It is estimated that:

• 1 in 5 adults in the U.S. experiences mental illness each year;

• 1 in 20 adults in the U.S. experiences serious mental illness each year; and

• 1 in 6 youths (6–17 years of age) in the U.S. experiences a mental health disorder each year.

Mental health conditions include disorders such as anxiety, ADHD, depression, bipolar, eating disorders, obsessive-compulsive, psychosis, and PTSD, with many people experiencing multiple of these disorders at the same time.

With so many people impacted by mental health conditions, it is no surprise that impacts are felt in the workplace, whether the employee is experiencing the mental health issues

themselves or if they are struggling to help someone else. And, given the countless variations of symptoms, side effects, severity, duration, etc. for not only these conditions but also some of their treatments, mental health is a nebulous situation that takes time, patience, and understanding.

Whether employees are suffering mental health conditions themselves or they are dealing with those of a loved one, it can impact their work. Since each person will be different, it is critical to understand that what may appear as lack of dedication or inability to do the job may actually be an employee’s uncontrollable or unrecognized reaction to a mental health issue. Some common symptoms and side effects that may be exhibited at work are:

• Poor attendance and/or punctuality

• Changes in mood, temper, or appearance

• Performance issues

• Disconnecting from others

• Outside distractions

To help employees manage their mental health, employers can make general changes such as offering flexible scheduling, requiring employees to take regular breaks, providing opportunities for personal contact such as meetings or events,

promoting open communication with management and HR, and offering benefits such as health care with mental health benefits and/or an Employee Assistance Program (EAP).

On a practical level, if an employee is exhibiting concerning behaviors, how you handle them will depend on various factors and circumstances.

If the employee has not informed you or management of an ongoing issue: If an employee has begun to exhibit signs of concern, such as poor performance or attendance but has not notified the company of any medical reason for the unacceptable behavior, do not assume something is wrong. You cannot treat an employee like they have a disability (mental health or otherwise) if they have not disclosed this as a fact to you, even if you “know” something is going on.

Instead, document the performance or attendance issues consistent with your practice. Do not be stricter than you are with others. Use the discussions to allow the employee to freely and voluntarily disclose if something is going on. Otherwise, advise them that their performance or attendance must improve or it will result in further disciplinary action.

If the employee notifies you or management that they have a mental health condition: Once you are notified by an employee (whether

in writing or verbally) that they are experiencing a mental health illness, different laws and regulations along with your company policies will kick in, including:

• Family and Medical Leave Act (FMLA) and/or state leaves: If the employee and the company meet the eligibility criteria for FMLA or related state family and medical leave, then you must send the employee notice. Under FMLA, this is required to be given within five business days of knowing they need at least three days

Q. We have an employee who matched as a living donor. What do we need to offer them?

A. First of all, it’s wonderful that your employee is considering being a living donor! As an employer, it’s important to support your employees in their personal endeavors whenever possible.

You should treat this situation like any other leave request. Request doctors’ notes to clarify the expected duration of the absence, when your employee will be able to return to work, and if there are any restrictions they should adhere to. Depending on your state’s laws, you may be required to offer paid or unpaid time off for living organ donations. If not, your employee may be eligible for other medical leave protections since this is a medical procedure.

Keep in mind that your employee may need to attend pre- and post-operative appointments, and try to be flexible with scheduling. Ask them to provide as much notice as possible so you can plan accordingly.

You should also decide in advance whether you’ll allow your employee to work from home during their absence, if that’s feasible.

Respect your employee’s privacy and do not share any medical information with other employees unless given permission. Your employee should have the right to decide who they want to share this information with.

Finally, make sure to receive a release from your employee’s doctor before they return to work. This will help you understand any limitations they may have and will help reduce your Workers’ Comp liability.

of time off (consecutively or intermittently). The employee will need to provide you with a certification from their health care provider which will give you the information to handle their restrictions and limitations. Often with mental health conditions, absences or tardies may be unplanned but, if stated by the health care provider, then you must allow employees that protected time off.

• Americans with Disabilities Act (ADA) and/or state disability laws: Many employees are protected from discrimination in the workplace due to their disability, including mental health.

In addition, employers covered by ADA and Americans with Disabilities Act Amendments Act (ADAAA) or applicable state laws must engage in a dialogue with the employee to determine possible accommodations such as time off or flexible scheduling. As with FMLA and similar leaves, you should require documentation from the employee’s health care provider which will state the limitations and restrictions such as unexpected tardies or absences. Unlike FMLA, ADA requires that any accommodation be “reasonable,” meaning that it does not cause an undue hardship on the company. If an accommodation would cause hardship, it does not need to be offered but an acceptable compromise may need to be made.

• Paid time off and leaves: Employees may have access to paid time off or paid leave whether under company policies, a short-term disability benefit, or required under state or local law. Employees should be advised of this time off and how to apply for state benefits, if applicable.

General guidelines:

• Application of these procedures should be followed consistently whether it is for the employee’s own mental health condition or because they are dealing with that of a close family member.

• Defer to the guidance of the health care provider; do not modify it based on what the employee, a manager, or anyone else “thinks.” If there is confusion, ask the health care provider for clarity.

• Keep all information confidential. It must be shared only on a “need to

know” basis. For example, if a manager does not know the exact circumstances of an employee’s situation, then they should only be informed that the employee’s accommodation or time off is approved but not why they need it.

Information cannot be shared with others even if they mean well.

• There can be no retaliation for time off or any accommodation needed due to a mental health condition. This includes from managers or other employees and can be in regards to any employment decision.

• Time off taken under multiple laws, regulations, or policies usually runs concurrently unless otherwise dictated by law. For example, FMLA will run concurrently with any paid time off, disability pay, or unpaid leaves under ADA.

• Continue to consistently document performance or attendance issues, making allowances for what is covered by the health care provider. Coach them to improve their performance but be reasonable in your expectations.

Final note! Yes, everyone has “bad days,” but not everyone reacts the same way. How one person experiences anxiety, for example, is not the same way another person will, so each situation is as unique and different as the person involved. Employers must be consistent and adaptable to ensure employees get the support they need and deserve.

If you or anyone you know is experiencing mental health issues, NAMI has a helpline at (800) 950-6264 or text “HelpLine” to 62640.

If you or anyone you know is struggling with thoughts of suicide or are experiencing a crisis, they can call or text the Suicide and Crisis Lifeline at 988 or reach out at 988lifeline.org.

PAIGE McALLISTER

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

ARE YOU SIGNIFICANT?

------------ BY DAVE KAHLE

“MY WHOLE LIFE, I was told that we were one of the richest nations on earth, but now I see that we are one of the poorest. It’s like my whole life has been wasted.”

That comment marked one of the saddest and most poignant moments of my life. Here’s the story:

At one point in our life together, my wife, Coleen, and I were foster parents. Over the years we had 19 foster children of various sexes, races, and physical and emotional disabilities. One of those was Michael, who arrived in our home as a 17-year-old refugee from Albania, which was then the most closed and repressive socialist country in the world. Michael had escaped the regime by swimming across a portion of the Adriatic Sea and eventually landing in a U.N. refugee camp in what was then Yugoslavia.

During the time that Michael was in our home, the regime fell. Albania and the country opened up. Michael was able to speak with his parents via a phone in the village where his family lived.

One thing led to another, and a couple of years later, Coleen and I visited his parents in their village in the remote foothills in Albania. We eventually hosted John, Michael’s 80ish father, for a couple of weeks in our home.

Culture shock is too mild a term to describe John’s experiences. For

example, Albania at that time did not have a single stoplight in the country because there was no need for one. There were no cars; people walked or traveled in oxcarts. Bringing John to America was like time travel—fastforwarding him a couple of hundred years. He was overwhelmed and awestruck. The treadmill, for example, was a source of amusement. “Why would somebody walk on it when they could just walk outside? Silly Americans.” Expressways provided a terrifying experience; air conditioning was a wonder.

As we escorted him to the airplane that would take him back to Albania, he thanked us, said goodbye to his son, and then said, “My whole life, I was told that we were one of the richest nations on earth, but now I see that we are one of the poorest. It’s like my whole life has been wasted.”

For years that moment stuck with me like a weight on my heart—every time I thought of it, I felt sad.

But, in recent years I’ve seen it differently. John was wrong. His life wasn’t wasted, unless of course you judge your life solely by the amount of material possessions you’ve accumulated. It is true that the socialist government lied to him for a lifetime, and that those lies narrowed his world and prevented him from seeing opportunities he never had.

But John made the most of the situation in which he found himself.

He was the village elder, and helped his villagers survive in a difficult time. He and his wife raised two children and instilled a sound character in them, embedding one with the self -confidence and courage necessary to escape. There was something in John that sought for more, and he instilled that hunger to do more, see more, be more, and accomplish more into his prodigy. He made an impact. He had influence. In John’s world, he was significant.

Understanding Significance

According to Meriam-Webster, significance is defined this way: “the quality of being important: the quality of having notable worth or influence.” Wiktionary sheds this light on it: “extent to which something matters.”

While there is a degree of significance to be achieved though one’s family—John had influence on his family, for example—my focus in this article is on a higher level of significance. Having “notable worth or influence” implies that significance on that level is relatively rare. People take note of it.

Suppose you could lay a foundation of significance with your family, and then reached out to “matter” to a larger world. Suppose you could seek significance in your career and your business.

Just that idea alone would put you in as special category. The sad truth

is that very few people seek to be significant to anyone over and above their core family. Most people are content to just get by.

In my work of helping sales forces sell better, for example, I’ve often observed that if you randomly select 20 salespeople and survey them, you’ll find that only one of those 20 have spent $25 of their own money on their own improvement over the course of the year. While salespeople happen to be the professional group with whom I am most familiar, I suspect that salespeople are not unique in their indifference to personal improvement. Probably the same thing could be said about product managers, customer service representatives, social workers, and every other job title.

Gaining significance means, among other things, performing in such a way as to be notable. Notable implies performance above and beyond the average. And that means striving for excellence in your work or business. Striv ing for excellence means continually improving yourself. You can’t become excellent unless you do better—forever. And doing better means sharpening the saw and continually improving. So, being indifferent to personal improvement is to deny an attraction to significance.

Why Bother?

There are compelling reasons to strive for significance in your career and your business. One is the exceptional positive impact on people. As we noted in the definition, significance is defined by its impact on others. To be “notable” requires people to notice. To be “important” requires someone else to deem it so. So, significance is achieved through positive impact on other people.

There is something in the soul of human beings that compels us to help others. So many of these ideas rise out of the Judeo-Christian mindset and scriptures. We only have one life, the Bible tells us, and we should live it with an eye toward eternity.

“Love your neighbor as yourself” Jesus commanded. Significance is one manifestation of that command. It informs the way you do your job and live your life, encouraging you to make the most of every minute by positively impacting others.

But significance also reaches inward and prompts us to attain more of our potential, to be more, and to achieve more. Insignificant people are content to utilize a fraction of their potential. Those who strive for significance stretch themselves, put themselves in challenging situations so that they stretch and build the abilities and competencies they were born with.

Show me a person who continually challenges himself/ herself, who pushes the boundaries of latent potential to exercise more of that potential, I’ll show you someone who is growing in significance.

Significance then, can be much more than just a handy phrase. It can be an organizing principle in one’s life, ordering priorities and organizing actions in pursuit of a higher calling.

The Price to Pay

Maybe that’s why so few people seek it. Its not easy, it doesn’t come quickly and there are prices to pay as you seek it.

Significance in your job or business requires several things: motivation, focus, sacrifice and discipline, to begin with.

Motivation speaks to that desire that wells up from inside a person to be significant. It probably won’t happen by chance. You’ll need to want it. As a lifetime student of motivation (I’m forever asked how to motivate a sales force, for example) I’ve observed that motivation is rarely injected from outside, but instead is often instilled during our formative years—typically very intentionally by parents or circumstances. Motivation is often

kept in check by our beliefs and our thinking habits. Once we have the idea that we can be significant in our careers and our businesses, that concept can free us to unleash motivation that has lain dormant.

Focus speaks to our ability to prioritize and harness our resources to the highest priority tasks. Once we have decided to seek significance, we need to focus on those things that will bring us closer to that goal.

Sacrifice is that dragon that guards the path to significance and discourages most people from taking the next step. The idea of giving some things up now in exchange for greater influence later just doesn’t resonate with many of our colleagues. For many, the choice between buying tickets to a ball game, or paying for a seminar is a no-brainer. Taking a cut in pay for a promotion that brings greater influence is, for those uninterested in significance, an unreasonable choice

Discipline is, like sacrifice, a word that scares many people. It this context, discipline means that you exert your will to invest time and energy into things that move you closer to significance, even if they are difficult and uncomfortable.

Sounds like a challenge, and it is. That’s why few people really choose to seek significance in their careers and businesses. But for those who believe there is more to life than just this, that they can be more, achieve more, and impact more, it can provide an overarching way of life and a lifetime of fulfillment.

The first step is to recognize that it is available to you, and to decide you want it.

Dave Kahle is a leading sales authority, having presented in 47 states and 11 countries, and written 12 books, including the best-selling How to Sell Anything to Anyone and his latest, The Good Book on Business. For more information, visit davekahle.com.

DAVE KAHLE

TAL EXPANDS IN WESTERN MONTANA

TAL Holdings, Vancouver, Wa., has reached an agreement in principle to acquire Ennis Lumber Co. and Beaverhead Home Center, a twostore chain in western Montana.

“We are thrilled to have Ennis Lumber Co. and Beaverhead Home Center join the TAL family,” said Jason Blair, CEO of TAL. “Their legacy of excellence, coupled with our shared values and passion for customer service, will make this partnership a perfect fit. We look forward to working together to build stronger communities and create a brighter future for our customers, and we a grateful to the Winden family for their trust.”

In 1995, Greg and Robin Winden founded Beaverhead Home Center

CALPLANT BEGINS LIQUIDATION

CalPlant, Willows, Ca., has opted to initiate an orderly liquidation of its assets under bankruptcy protection. The company manufactures the world’s first no-added-formaldehyde, rice straw-based medium density fiberboard, Eureka MDF.

Pursuant to the Worker Adjustment and Retraining Notification Act, all employees were issued 60-day WARN notices in mid-May and were notified of the impending closure of the company. During that period, CalPlant is focusing on selling its assets, in whole or in parts.

METRIE ACQUIRES ANDERCO

Metrie, North America’s largest manufacturer and distributor of millwork solutions, has completed its acquisition of Anderco Inc., a

in Dillon, Mt. Ennis Lumber, formerly known as Madison Lumber and located in Ennis, Mt., combined their operations with Beaverhead Home Center in 2012.

The deal was expected to close early this month, after which both Ennis Lumber and Beaverhead Home Center will continue to operate under their respective names.

“This addition will strengthen our presence in the western Montana region and bring with it a wonderful group of employees,” Blair added.

With this acquisition, TAL’s footprint will expand to 32 locations across Idaho, Montana, Oregon and Washington.

Snavely Forest Products is now distributing Rise Building Products’ RISE siding and trim from its Denver, Co., branch.

Bain Associates Inc., Deer Park, Wa., is the new manufacturer’s representative for Knight Wall Systems’ entire line of rainscreen attachments in Washington, Alaska and northern Idaho.

Habitat for Humanity held a grand opening on May 20 for its new 22,610-sq. ft. ReStore outlet in Pasadena, Ca.

LP Building Solutions agreed to acquire the assets of Wawa OSB Inc., including its Wawa, Ont., OSB facility. The deal is set to close this month.

Sinclar Group Forest Products is curtailing three B.C. lumber mills for various periods over the late spring/early summer— Nechako Lumber Co., Vanderhoof, from May 14-July 29; Apollo Forest Products, Fort St. James, from June 4-30; and Lakeland Mills, Prince George, from July 2-29.

The Mendocino Companies, Santa Rosa, Ca., donated $100,000 to the Santa Rosa Junior College Construction Training Center to be built in Petaluma, Ca.

TimberTech by AZEK was named a winner in Good Housekeeping’s 2023 Sustainable Innovation Awards.

manufacturer and distributor of doors and door frames, based in Fullerton, Ca.

“The acquisition of Anderco further establishes our market leadership in California and across the U.S. Alongside our MDF manufacturing facility in Sacramento and our Metrie EL & EL distribution facilities in Chino and Galt, we are committed to building the best supply chain solutions in the industry,” said Kent Bowie, president and CEO, Metrie. “We are excited to take on the well-deserved Anderco reputation for excellent product quality and superior customer service. Their portfolio fits seamlessly into how Metrie wants to develop its customer solutions in the Southwest and beyond.”

Anderco president Peter John-

Trex has extended the warranty to 25 years on Trex-branded moisture protection products, including Trex RainEscape, Trex Protect and Trex Seal, which are manufactured and sold by IBP, LLC.

HDG Engineered Products’ HDG Deck Bracket System was recently issued ICC-ES Evaluation Report ESR-5056, confirming the wood framing structural connectors’ code compliance and requirements for proper installation.

son added, “Like Metrie, we are a family-owned business that places great value on quality products and customer service. With nearly 100-years in the industry, we know that Metrie will be a great steward of that service, making sure our customers’ needs continue to be met.”

MONTANA dealers Ennis Lumber and Beaverhead Home Center are joining the TAL Holdings family.

#1 Inventory Management Profit Strategy:

Stock No More Than Needed to Properly Service Demand

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

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

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

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

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

STRUCTURLAM SELLING MASS TIMBER PLANTS

Structurlam Mass Timber Corp. has filed for bankruptcy protection and agreed to sell its facilities in Conway, Ar., and Canada to Mercer International for $60 million.

The Conway plant opened in 2021, its success hinging on 1.7 million cu. ft. of timber intended for Walmart’s new corporate headquarters in Bentonville, Ar. When Walmart canceled its contract in January, Structurlam shuttered the plant and laid off 144 workers.

Mercer already has mass timber operations in Canada, Germany and Seattle, Wa.

HARDWOOD DECKING DEALER ROLLS OUT AI ASSISTANT

Ipe Woods USA, Miami, Fl., has developed the first AI system tailored for the lumber industry, offering such benefits as informed decision-making and enhanced customer experience.

Exclusively available to Ipe Woods USA customers, the system features a conversational interface,

allowing customers to interact with the AI, receive personalized recommendations, and make precise calculations. Customers can obtain advice on essential tools, accessories, clips and screws for their projects, along with explanations for the best choices.

The AI Lumber Assistant (named “Chuck”) offers plenty of compelling reasons to use it. Customers can save time by getting quick and accurate answers to their questions, and gain access to an extensive knowledge base about the company’s products and services.

The tool is also available to provide helpful information on products, shipping and handling (general info), and installation help.

To start using the AI Assistant, simply ask questions.

Steven Rossi, CEO of Ipe Woods USA, said, “We’re thrilled to launch our AI system, providing our customers with personalized recommendations, instant support, and a streamlined project experience.”

Utilizing advanced algorithms and machine learning, the AI system analyzes customer data to

deliver tailored recommendations, ensuring efficient project completion. Ipe Woods USA’s AI system raises the bar for personalized service in the lumber industry, offering customers an unparalleled seamless experience.

The AI system is designed to be user-friendly, allowing customers to easily navigate through the interface and obtain relevant information. With the AI system’s help, customers can make informed decisions, reducing the chances of costly mistakes and project delays.

SST’S DECK PLAN SOFTWARE TEAMS WITH MOSO BAMBOO

Structural connector producer Simpson Strong-Tie and bamboo building products manufacturer MOSO North America have partnered on products and software to enable customers to design their deck projects with Simpson StrongTie Deck Planner Software.

The free-to-use online software allows contractors, deck builders, and homeowners to create their own custom deck rendering using MOSO Bamboo X-treme decking material, along with structural products and technical knowledge from Simpson Strong-Tie. The planner provides all the information they need to build a safe, durable and sustainable deck.

In addition, the planner has features that are unique to a MOSO Bamboo X-treme deck. Users can select from the various widths of MOSO Bamboo X-treme decking boards (4”, 6” and 7”) to see how each will look and to properly estimate material needs. In addition to deck boards, the program can estimate quantities for all MOSO bamboo decking-related products, including fascia boards. Another feature can even age the designed deck to show users how the bamboo will naturally change color as a result of prolonged exposure to the elements.

The software allows users to build custom decks with detailed renderings, construction drawings, and material lists. Users can also connect with MOSO North America material suppliers in their area to get pricing and assistance in accurately estimating project costs.

“Growing beyond measure.”

Scott Parker has resigned after five years as executive director of the North American Wholesale Lumber Association. During the search, Mark Swets will assume the role of interim executive director, overseeing and managing day-to-day work at NAWLA headquarters.

Randy Schillinger, ex-Pacific Woodtech, will join Hampton Lumber & Family Forests, Portland, Or., as its new CEO, effective June 26.

Mark Aromi, ex-CAMO/National Nail, has joined Kebony North America, as western regional sales mgr., based in St. George, Ut.

J. Travis Owens, ex-Two Rivers Terminal, has been named director of marketing & business development for Chemco/SaferWood, Ferndale, Wa.

Jennifer Young, ex-OrePac, is a new national account mgr. for Boise Cascade, Portland, Or.

Travis Price, ex-Endura Products, has been named sales mgr. at OrePac Building Products, Salt Lake City, Ut.

Keith M. Jones is new to sales at Dunn Lumber, Kirkland, Wa.

Kris Clone has been promoted to yard mgr. at Kenyon Noble Lumber Co., Belgrade, Mt.

Javier Alfaro has joined All-Coast Forest Products, Chino, Ca., as an outside territory salesperson.

Milagros Mastandrea has been promoted to store mgr. at Select Building Supply, Denver, Co.

Kevin Turner, formerly with AZEK TimberTech and Emery Jensen, is now West Coast regional mgr. for NewTechWood America.

Reid Kunkel, ex-OrePac, is now Cottage Grove, Or.-based sales development mgr. for Siplast.

Paul Dodge has joined Building Industry Partners, as an operating partner and a director of its fourunit West Coast Lumber division, Agoura Hills, Ca.

Kevin Mode has been promoted to branch mgr. of ABC Supply, Everett, Wa. Vladimir Hernandez is now mgr. in El Centro, Ca. Kyle Gentile has been promoted to Southern California district mgr. He succeeds James Mason, who is now VP of renewable energy.

Scott Murray is new to Benjamin Obdyke, as West Coast market development mgr.

Andrew Campbell, ex-Terex, has been named executive vice president and chief information officer for US LBM, Atlanta, Ga. Former CIO Joe Spagnoletti retired earlier this year.

Rick Welle is now the assistant unit forester for Stimson Lumber, Tillamook, Or.

Sam Crowe has retired after nearly 49 years in the industry—47 of them with Georgia-Pacific selling southern pine lumber to the truss industry.

Jean Fahy, ex-Do it Best, has joined Robert Weed Corp., Bristol, In., as VP of sales.

John Hartmann, former CEO of True Value Co., was appointed to the board of HD Supply, Atlanta, Ga.

Christopher Powanda has been promoted to director of business development, builders & commercial projects for Tando Composites.

John Marazzo was promoted to senior VP of accounting and corporate treasurer for Pennsylvania Lumbermens Mutual Insurance Co. Steve Hicks is now assistant VP, underwriting, and Ed Nowak is assistant VP, IT.

Alllison Meyer was named director of communications for Do it Best, Fort Wayne, In. Randy Rusk is now community affairs mgr. Recent promotions include: Stephanie Lyons, now associate merchandise mgr.-building materials; Chris Snyder, associate merchandise mgr.-paint & paint supplies; Ryan Stopher, merchandising mgr.-electrical; and Jordan Montgomery, mgr. of special projects.

Chris Nelson, ex-Carrier, is now chief operating officer, executive VP, and president of tools & outdoor for Stanley Black & Decker, New Britain, Ct., effective June 14. John Wyatt is senior VP-strategy & integration.

Freda Jones, market finance mgr., was honored with US LBM’s 2023 Humanitarian Award for her outstanding community involvement and charitable work. The US LBM Foundation awarded a $10,000 grant to Special Equestrians on her behalf.

Jill Ziedrich Gaylor, president of Healdsburg Lumber Co., Healdsburg, Ca., is a 2023 North Bay Business Journal Forty Under 40 Award winner.

Anna Tomical has been appointed health & safety director for MungusFungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

C&E LUMBER COMPANY

1 1/2” to 12” Diameter in Stock.

A-MAZE-ING LONGEVITY

IN 1848, just 30 years after Illinois became a state, Samuel Maze started his lumber company along the Illinois River. It eventually grew to include manufacturing the nation’s largest selection of specialty nails.

To this day, Maze’s company is still going strong. Maze Lumber is the state’s oldest lumberyard. Samuel’s great-great-grandson, Roelif Loveland, is president of Maze Co. And the business is proudly celebrating its 175th anniversary.

Helping Loveland are a dozen other Maze descendants—aunts, nieces,

MAZE NAILS HITS 175-YEAR MILESTONE

nephews, cousins, brothers, sisters and children— each with expertise and commitment to the company.

“We have been blessed with many generations of great associates—both non-family and family employees,” Loveland said. “A huge part of longevity is having top-quality people. The other part is having high-quality products that are continually demanded in the marketplace.”

“As my brother, Jim, said on the anniversary of his 150-year-old home in Spring Valley, Il., we are all simply caretakers of old businesses and old houses. It is our job to nurture them

and make certain that they survive and thrive for the next generation. I’m very proud to be spending my years doing exactly that.”

He also said he is impressed by his ancestors’ ingenuity, which set up Maze Co. for longevity. “It seems like entrepreneurship was the rule rather than the exception back in those days,” Loveland said. “Family-owned and operated store fronts and small businesses sprang up everywhere. The Maze boys were pretty clever fellows and built a very strong business for future generations.”

Over the years, Loveland said there have been steady changes to the family business. In the late 1880s, Maze Lumber was selling white cedar shingles to area residents for roofing—along with whatever brand of nails was available. After receiving numerous complaints about the nails rusting and causing roof failures, second generation Walter H. Maze bought a small cut nail machine and began making his own nails out of pure zinc strips. They weren’t very strong, but they sure didn’t rust. And, if you bought your shingles from Maze Lumber, you got the nails for free.

It wasn’t long before neighboring lumberyards showed up at Maze— asking to buy some of their production. The little machine began to run more often—and was soon followed by additional equipment. Maze Nails was born.

In 1916, during World War I, the price of many “base metals” (including zinc) skyrocketed due to their use in the war effort. By necessity,

CIRCA 1925 in Illinois, W.H. Maze & Co. had already celebrated its 75th anniversary—and it’s still going strong a century later!

of

Maze invented a method of taking steel nails and dipping them into molten zinc to give them an excellent, rust-resistant zinc-coating. These nails were tradenamed Zinclad, and they were soon being sold to lumberyards throughout the U.S. The dipping was done by hand during those early years. In 1955, third generation brothers James and Hamilton Maze designed a dipping machine to do the work. Their Stormguard nails were actually double dipped, to greatly increase their longevity. For the first time, contractors and homeowners had nails they could depend on to stay beautiful and rust-free for the life of their projects.

Maze engineers went on to invent threaded nails—nails with ring and screw shanks to really hold tight. Finally the industry had nails that wouldn’t pop back out on roofing, siding and decking. The manufacturing plant went on to start providing the construction trade with Made in USA nails that were hardened, plated, painted and collated—in many types of packages suitable for both

builders and consumers. The variety of special processing done at the mill led to their designation as a specialty nail maker.

Besides nails for construction, Maze Nails manufactures a wide variety of nails for unique applications. They include special spikes for anchoring artificial grass, fasteners for the oil and gas industry, flintknapping nails for making modern day arrowheads, nails to fasten shovel and rake heads to their wooden handles, nails with special head designs and dates on them, special alumi-

num pins for marking utility poles, fasteners sold by skylight makers as part of their installation kit, nails for assembling box frames for beds, and hundreds more.

With 175 years in the rearview, Loveland said things will continue to evolve. “We change with the times, including updating the products we handle at Maze Lumber and developing new nails that we manufacture and sell from the Maze Nail factory. We’re now looking forward to our bicentennial year!” MM

The devil’s in the details, and Townsend knew CT Darnell’s deep LBM experience—and Sunbelt Rack’s racking systems—would provide them with significant cost savings and efficient storage systems designed to Win Operationally Every Day. Get

BEFORE PALLETS... when every box of Maze Nails was loaded by hand.

VINTAGE 100-lb. keg

Ironclad rustproof nails.

ESSENTIAL DECKING

Avon Plastics has launched the Armadillo Essential line, including grooved and solid composite decking boards and respective fascia and 2x4’s.

The new series will be fully capped, feature premium woodgrain embossing, and include four of the best trending colors sought after by homeowners—Dovetail, Saloon, Saw Grass, and Thunder—at a price to fit almost any budget.

Armadillo Essential comes with a limited lifetime warranty, and two years of labor coverage.

ARMADILLODECK.COM

(320) 243-7318

ENGINEERED BARK SIDING

BarkClad has introduced the first engineered bark siding to go alongside with Natural Poplar Bark Siding.

SmartBark is made from a close-cell polyurethane. Each piece is hand painted to give it a unique look, and molded from a piece of real tree bark to provide the same ridges as natural bark.

Offered in various panels and color patterns, each panel has an interlocking design to make installation two times faster and easier.

SMARTBARKSIDING.COM

(844) 289-2275

ILLUMINATING MEASUREMENTS

DeWalt has launched new ToughSeries Lighted Tape Measures (DWHT35625S)—the company’s first electronically integrated tape measure.

Features include an integrated LED light for improved visibility in low-light conditions, three hours of run time on a full charge (rechargeable with a USB cable), durable housing that withstands a 100ft. drop, 17 ft. of max reach for the most demanding measurements, 60 second auto-shutoff to conserve battery life, durable blade with 6” of rip-shield coating at the hook to extend blade life, and double-sided print for easy overhead measurements.

DEWALT.COM

(800) 433-9258

ALL-AROUND SCREWS

Screw Products, Inc. now offers its new Gen II line of 316 and 300 series stainless steel fasteners that meet most deck building project requirements.

Conveniently packaged in 1-lb. and 5-lb. jars, and bulk pails, the fasteners come packaged with a Star Drive bit. Available are Axis structural Wood screws, Epic trim screws, Pico finish screws, and Aura cabinetry & more screws.

SCREW-PRODUCTS.COM

(877) 844-8880

QUICK CABLE MOUNTS

RailFX Express Mount Brackets eliminate the need to drill holes through each deck post when installing cable railing.

Users simply install the bracket to the outside of an end, corner or intermediate (inline) post, feed the cable through the bracket, and tighten the cable to secure it.

The brackets are only viewable from the outside of the deck, creating the illusion of “floating” cables from the deck view and improving sightlines.

Reportedly easier to install than cables, they DIYer-friendly mounts work with both Classic and Low-Profile cable kits.

RAILFX.NET

(206) 453-1123

PUNCH IT

Houseworks Group USA introduces Hammer Fist, an innovative multi-tool capable of numerous DIY tasks, from hammering to measuring and opening bottles.

Ideal for all ages and skill levels, the neon green tool functions as a non-marring mallet, 90˚ square, SAE and metric ruler, dual nail puller, bottle opener, hex driver, and ball peen hammer.

Measuring 5”x3-1/2”x1-5/8” and weighing 14 oz., it has an ergonomic rubber handle steel frame.

HAMMER-FIST.COM

(770) 579-9897

ROSEBURG® ENGINEERED WOOD PRODUCTS

A world leading producer of Engineered Wood Products

FEATURES AND GRADES

• Full line of RFPI®-Joists from 9-1/2” to 24” depths

• High grade RigidLam® LVL Beams, Headers, Studs and Rim Board

• Residential, Commercial and Industrial

• Lengths from 12’ to 66’ Mill Direct

• Accepted by all major Building Codes and Certifying Agencies

BENEFITS

• Roseburg® operates two of the world’s largest EWP manufacturing facilities located in Oregon and South Carolina

• Commitment to product quality and performance

• Experienced Field Sales and Engineering support

Providing you with quality products and honest service since 1977.

JONESWHOLESALE.COM

FLASHY FENCING

Digger Specialties Inc.’s

Designer vinyl fencing panels are now offered in two new colors: reddish-brown Sienna and variegated-gray Storm. They join White, Tan, Mocha, Antique Beige, and Cottage Grey.

The line combines the privacy of solid vinyl infill panels with the strength and durability of powder-coated aluminum frames. Panels feature attractive grooved verticals and come in fencing heights of 48”, 60”, and 72”.

DIGGERSPECIALTIES.COM

(800) 446-7659

YOU ARE THE MOST IMPORTANT ELEMENT OF EVERY TRANSACTION.

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*.

CLICK-IN CLADDING

Dually modified wood manufacturer Kebony has added a 1”x8” cladding profile for its recently developed Click-In Cladding System.

Utilizing Grad’s Mini Rail system, which precisely locks cladding into place quickly and easily, this is the first 1”x8” wood cladding product in North America to offer true hidden fastening. CCS clips are factory-placed in position, so the installer simply nails the rails onto the sheathing or vapor barrier and clicks the boards on. The rails create a natural air gap so there’s no need to install furring strips ahead of time.

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

CCS Mini Rails come in two different gap sizes and can be installed vertically or horizontally: 1”x8” with a narrow gap (1/4”), which is similar in appearance to a nickel gap profile, and 1”x8” with a wide gap (3/8”), which resembles shiplap.

US.KEBONY.COM

(833) 795-8660

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

MODERN TRIM

Wolf Home Products has expanded its premium Wolf Trim lineup, adding two new products to its tongue-andgroove profile, featuring a bright white finish that aligns with today’s sought-after modern design aesthetic.

The new additions, WP4 & Nickel Gap and Shiplap & Nickel Gap, will be available in the Mid-Atlantic and New England regions. Each features a T&G profile and offers a unique, reversible design to suit a variety of on-trend, modern design preferences.

Made of lightweight, high-cell density PVC, they won’t absorb moisture, making them easy to work with and install. Just like wood, they can be cut, drilled, mitered, nailed or glued without the use of any special tools. Both are 18’ in length and 1”x6” or 1”x8”.

WOLFHOMEPRODUCTS.COM

(800) 388-9653

SPYRAL COPING SAW

Bestway Products’ Spyral Coping Saws help woodworkers make the precise, intricate cuts that are virtually impossible with conventional flat saw blades. Their 360° spiral-cutting tooth design works with materials ranging from plastics, light metals, rubber, wood and bone to foam, wax, greenware and insulation.

SPYRALSAW.COM

(310) 329-0600

SLEEK SILHOUETTE

Cultured Stone has added Tenley Brick to its wide range of manufactured brick veneer products. Designed for interior spaces, it offers subtle tonal transitions for an expressive aesthetic that feels both modern and organic. The clean-cut linear brick shape draws attention to the horizontal and vertical layout of walls. Colors are creamy-white Loften, soft gray Kullen, flint gray Wildon, and charcoal gray Nori.

CULTUREDSTONE.COM

(800) 255-1727

BARNWOOD STONE

Eldorado Stone’s latest panelized stone veneer features wood grain characteristics inspired by the pioneering craftsmanship seen in 19th century barns.

Rivenwood combines authentic details like nails, breaks and knots with a unique patina that blends natural wood colors with tonal grains for an aged yet contemporary design. Slender cuts showcase textural diversity for a weathered, saw-cut look.

ELDORADOSTONE.COM

(800) 925-1491

WIDENING WORLD OF STEEL

Fortress Building Products revamped its Evolution steel deck framing and pergola systems, adding components that make it easier to build stronger, taller steel substructures, and design customized steel pergolas.

Taller steel framing components include 5.5” 8’ and 20-ft. posts, 3.5” and 5.5” post/anchor brackets, 5.5” single beam-to-post brackets, and 5.5” double beam-topost brackets. Also new for decks are Evolution toggle bolts, bolt kits (3”, 9”, 14”), spacers, squash bolts; blocking and stair solutions with F30 brackets and 8” straps for stairs.

For pergolas, there are now arched rafter tails, 45˚ arched rafter tails, 45˚ rafter tails, rafter hanger brackets, CS brackets, and 3.5” and 5.5” post/anchor brackets.

FORTRESSBP.COM

(866) 323-4766

MULTI-DIRECTIONAL LIFTER

Combi-Cube, Combilift’s new electric material handler, incorporates a host of techological and design features that enhance operation, while providing a high level of driver comfort. And its vibrant color—Combigreen—makes the truck more visible, improving safety.

The driver’s position in the center of the cab offers generous room and high all-around visibility. The angle of the telescopic steering column can be adjusted and the Grammer MSG65 seat, combined with hydraulic cabin mounts, guarantee a comfortable ride. An adjustable arm rest is mounted to the seat suspension, which incorporates a multi-function joystick and an LCD color touch screen.

The truck has a large rear wheel and rubber tires on all three wheels, so—unlike certain other brands of electric multi-directional trucks—it’s not restricted to superflat floors and is suitable for indoors and out; semirough terrain is no impediment to reliable operation. .

COMBILIFT.COM

(877) 266-2456

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”

LET THE LIGHT IN

MI Windows & Doors V3000 Series Multi-Slide Patio Door, Model 1618 opens up to 18 ft. wide and is offered in heights up to 8 ft.

It’s an ideal solution to effortlessly blend interior and exterior spaces for remodeling, replacement, and new home construction projects. Numerous aesthetic options, including decorative hardware and multiple interior and exterior color choices, are also available.

MIWINDOWS.COM

(717) 365-3300

MORTARLESS STONE PILLAR KITS

Silvermine Stone introduces Mortarless Stone Pillar Kits, which offer simple, quick and cost-effective installation to enhance the look of exterior posts and pillars. Whether dressing up a porch, deck or much more, the system helps integrate decorative pillars into any project quickly and easily. Each kit contains a pre-cut, ready-to-assemble polymer frame, frame assembly screws, pillar stones, stone mounting fastener screws, and pillar cap—nearly everything needed to construct an 18” by 18” pillar with either 36” or 48” height options in minutes—no measuring, cutting or calculating needed. For added curb appeal, the pillar stones perfectly match Silvermine Stone’s Belterra Collection of stone siding and come in five colors: Evening Gray, Dover Cliff, Marin Fog, Dakota Sunset, and Monument Valley.

SILVERMINESTONE.COM

(715) 835-7595

Ace Offers Extra Mile Guarantee

Ace Hardware is rolling out its Extra Mile Promise, a guarantee that Ace has the expert advice and supplies needed to help consumers successfully tackle any paint project with just one trip to the store.

Wholesale Industrial Lumber

Available at participating stores nationwide, the vow was created to address and relieve the frustration consumers deal with when faced with the proposition of yet another trip to the store as a result of forgotten items or not enough paint. Ace is so confident in its one-trip guarantee that it will provide free delivery to consumers who may be in need of additional paint supplies.

EXPANSIVE PATIO DOORS

A classic choice defined by clean lines, square interior profiles and modern aesthetics, Weather Shield’s new VUE Collection Hinged Patio Doors can be installed to swing to the inside or outside depending on the available space and each room’s configuration.

Available in customizable heights up to 12’ ft. tall, they are constructed with a unique polyamide design to help prevent thermal bowing in addition to promoting exceptional thermal and structural performances.

WEATHERSHIELD.COM

(800) 538-8836

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

Housewraps, Weather Barriers Trending in Residential Market

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

Weyco Recalls Coated I-Joists

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

is in various of the houses

Traditional make up materials

Weyerhaeuser replace affected shipments from customers.

Approximately since December $60 million

Windows

Residential amounting the nation. increase in 2019 Door Manufacturers

• Hardwood Lumber & Pine

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

• Hardwood Plywood & Veneers

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

• Melamine Plywood

Ace Offers Extra Mile Guarantee

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

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

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

Ace Hardware is rolling out its Extra Mile Promise, a guarantee that Ace has the expert advice and supplies needed to help consumers successfully tackle any paint project with just one trip to the store.

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

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

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

Available at participating stores nationwide, the vow was created to address and relieve the frustration consumers deal with when faced with the proposition of yet another trip to the store as a result of forgotten items or not enough paint. Ace is so confident in its one-trip guarantee that it will provide free delivery to consumers who may be in need of additional paint supplies.

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

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

Housewraps, Weather Barriers Trending in Residential Market

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

Weyco Recalls Coated I-Joists

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

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

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

product is in various of the houses

Traditional make up materials

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

Windows

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

1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806 Fax 714-630-3190

• (800) 675-REEL 3518 Chicago Ave., Riverside, Ca. 92507

(714) 632-1988

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

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

(951) 781-0564

www.reellumber.com

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

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

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

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

PCBC BRINGS ITS MAGIC TO ANAHEIM

The 64th Annual Pacific Coast Builders Conference (PCBC), the largest homebuilding trade show anchored on the West Coast, took place May 24-25 in the shadow of Disneyland’s Matterhorn, breaking from its longtime home at San Francisco’s Moscone Center to set up shop at the Anaheim Convention Center.

As advertised, the event brought together the best in building and design, with a packed schedule of seminars, exhibits, and events.

The year’s PCBC featured a couple hundred exhibitors, showcasing the latest and greatest products and services in the home building industry. Attendees had the opportunity to discover new and innovative products and technologies, connect with industry experts, and network with peers.

The show kicked off with an energizing keynote address by best-selling author Shawn Achor, a leading expert on happiness and positive psychology, who spoke

on how positivity can improve workplace productivity, personal happiness, and success.

Day two began with Kudzi Chikumbu, global head of creator marketing for TikTok, and a “lifestyle influencer” responsible for connecting and building the platform’s creator community while advocating for diversity, inclusion, and representation online. He shared inspirational career advice to motivate the audience to embrace their personal stories to drive impactful results.

In total, the conference portion offered more than 50 educational sessions, a shoulder-to-shoulder exhibit hall, more exhibits outside, an innovation stage, and after-hours California Homebuilding Foundation Hall of Fame Gala, and Gold Nugget Awards presentation.

The show was considered such a success that PCBC plans on returning to the Anaheim Convention Center next year, June 17–20, 2024.

WESTERN DEALERS and distributors were roaming the halls at PCBC, including [1] Orepac Building Products’ Jake Peppard, Ganahl Lumber’s Kristy Zeran. [2] Collins Cos.’ Lori Worthington, Cami Waner. [3] Huber’s Matthew

Roark, Tim Uhler. [4] Watkins Sawmills’ Steve Setynski, General Woodcraft/ Mataverde’s Andrea Monti.

(More photos on next page)

PCBC offered a nice mix of exhibits, presentations and even exhibitors staging presentations right on the show floor, such as cooking demos by The Switch Is On campaign aimed at convincing builders and homeowners to switch to electric.

MORE ON THE FLOOR at PCBC (photos continued from previous page): [5] IWP’s Josh Hamilton, Edy Schaller. [6] Weyerhaeuser Co.’s Melissa Reed, Wendy Minichiello, Carolyn Atkinson. [7] Simpson StrongTie’s Jason Rutledge, Mark MacDonald, Jeff Wampler.

[8] Fortress’ Scot Sheffield, IWP’s Margaret Russell, Fortress’ Greg Stout. [9] Boise Cascade’s Jeff Dracup, Chris Reiten, Josh Pounds. [10] West Fraser’s Gregory Bates. [11] Benjamin Obdyke’s Nicole Fortier, Scott Murray, Ben Buslach, Joe Holcombe, Rob Young.

[12] Hardwoods’ Jeanette Risco, Jacquelyn Heaton, Natalia Garcia. [13] Tamlyn’s Clayton Webster, Joe Tuttle. [14] Vista Railing’s Corrina Thornton, Kalvin Eden.

[15] Allura’s Ted Bracket, Taiga’s Jay Bishop, Allura’s Mark Genereux. [16] Ganahl’s Stephanie Barrios, Capital’s Jason Schulze. [17] Atlantis Rail’s Nico Hernandez, Mark Dyke. [18] Viewrail’s Mackenzie Campbell, Ryan Biggs, Morgan Olson. [19] Feeney’s David Frick, Evolve Stone’s Van Davis. [20] Regal ideas’ Joe Jacklin. [21] MFM’s Tony Chalupnik, Anthony Chalupnik, Kent Lewis.

LMC DELIVERS GAME-CHANGING MASTERCLASS

LMC recently wrapped up another successful Leadership Excellence Masterclass. This highly anticipated executive-level program is designed for leaders who want to excel in today’s dynamic business landscape.

The masterclass—held April 16-19 at Northwestern University’s Kellogg School of Management—offered a unique opportunity for leaders to learn from renowned professors and industry experts, to gain valuable insights and tools to enhance their leadership skills. Responding to the ever-changing business environment, the class is carefully curated to provide LMC dealers with the latest research, transformational practices, and innovative solutions to address the challenges of today’s complex and uncertain business landscape.

The program is designed for owners, senior managers, and next-gen leaders who are seeking to expand their leadership thinking and enhance their capabilities to drive organizational success. Participants had the opportunity to engage in deep-dive sessions on a wide range of topics, including human-centered innovation, customer experience improvements, leading in uncertain times, leadership in the era of 5G, and getting good at getting great.

The sessions were led by highly esteemed Kellogg professors who have been rated outstanding by past program attendees for their expertise and engaging teaching styles. Noted Vince Tague III, Tague Lumber, Philadelphia, Pa.: “LMC’s educational offerings have always been strong, but the partnership with the Kellogg School is next level. The professors are engaging, the topics are relevant, and the view of Lake Michigan is not bad either. The course gave me a lot to bring back to my company.”

In addition to the in-depth sessions, participants had the opportunity to network and learn from their peers in a collaborative and supportive environment, allowing for rich discussions and exchange of ideas.

“We are excited to offer this unique opportunity for leaders to enhance their skills and develop new strategies,” said LMC president and CEO Paul Ryan. “Participants will leave with actionable ideas they can implement in their business to improve customer satisfaction and improve revenues.”

This is the seventh year LMC has offered the classes designed specifically for dealers with diverse backgrounds who are looking to elevate their leadership capabilities and drive positive change in their firms.

FASTENMASTER LAUNCHES DECK COLOR MATCH TOOL

FastenMaster has launched an online color match tool for composite decking.

The new decking color match tool is simple to use, with intuitive drop-down menus and instant results. Professional contractors (PROs) just select the brand of decking, the board collection, and the board color that they are working with, and they will be provided with a list of perfectly matched FastenMaster products for the project.

“This is a great tool that makes the PRO’s job much easier,” said Shaun Jennings, marketing communications manager. “They simply enter the brand and color of decking they are using, and the webpage immediately shows them their best options, including fastening with Cortex and TrapEase, as well as any compatible hidden clips. In addition, the results page provides the appropriate SKUs and packaging information for the fastener and clip options, making ordering a smoother process. It’s fast and simple to use for PROs and dealers and represents FastenMaster’s commitment to improving our PROs businesses.”

The decking color match tool is highly comprehensive and includes an ever-growing list of 28 composite deck manufacturers, including their collection names, and specific color names. The tool can be found in the Training Center section of FastenMaster’s website and can also be found at FMColorMatch.com.

SEVENTH LEADERSHIP Excellence Masterclass helped equip LMC dealers with leadership skills to drive positive change in their companies.

Terry Mullin, founder and president of the Terry Companies, Tarzana, Ca., passed away on April 25 at the age of 101.

Terry earned a bachelor’s degree in economics from Stanford University, where as a student-athlete he was a member of the championship tennis team. Following college, he served in the U.S. Navy during World War II. He then opened the first of his lumber companies, Tarzana Lumber Co., Tar-

zana, in December of 1949.

Over the years, he would grow the Terry Companies to 23 building material companies and 14 lumberyards, under the names Terry Lumber, Terry Building Centers, Terry Milling, Burbank Lumber, and Precision Milling.

In 1974, Terry served as president of both the Lumber Association of Southern California and the National Lumber & Building Material Dealers Association.

BUILDING INDUSTRY PARTNERS LOOKS TO INDUSTRY’S FUTURE

Building Industry Partners

(BIP), a major private equity firm in the U.S. building industry, has formed a strategic collaboration with Building Talent Foundation (BTF) to positively impact industry workers, their families, and the industry at large.

BTF is a national nonprofit dedicated to advancing the education, training and career progression of young people and people from underrepresented groups in residential construction, helping them develop into skilled technical workers and business owners. BIP and BTF share an interest in changing lives through job creation and career development, while fortifying a pipeline of talent to the industry.

The partnership comes at a critical time for the industry, as it faces a 500,000-worker labor shortage and significant attrition as large segments of the workforce retire or near retirement. The sector needs to add approximately 740,000 workers per year during this decade to sustain itself, according to projections from the Bureau of Labor Statistics and the National Association of Home Builders. Left unaddressed, the talent gap could inhibit the sector’s ability to expand, to meet the housing demand, and to make homes more affordable.

Through their collaboration, BIP and BTF will attract, develop and retain talent to enable businesses to become

“Employers of Choice.”

Plans include co-sponsoring initiatives that drive workforce development at the local level, connecting and leading their respective networks to focus on solutions for industry workforce challenges, engaging in research about the best human capital management practices, and rallying the industry to increase the workforce value proposition on a larger scale.

BIP, whose holdings include West Coast Lumber Supply, is in the process of working to enhance the overall employee value proposition at its portfolio companies through various practices, such as introducing employee financial literacy education, providing clarity around career paths, and offering job training.

“BTF’s mission is wholly aligned with BIP’s newly evolved purpose and ‘people first’ management philosophy, making this relationship such an easy, organic fit,” said BIP partner Stu Kliman. “We are committed to doing our part to support BTF’s mission so that our industry’s workforce—which represents approximately 10% of the GDP of the U.S.—can not only sustain itself, but also flourish well into the future..”

As part of the relationship, Kliman and BIP founder/managing partner Matt Ogden will serve on BTF’s Advisory Council, and BTF’s CEO, Branka Minic, will join BIP’s Advisory Council.

Following 50 years of family ownership, he sold his business in 1999 to Carolina Holdings, Raleigh, N.C., which a few years later would become Stock Building Supply.

Robert John Gray, 80, retired salesman for Fred C. Holmes Lumber Co., Fort Bragg, Ca., died April 26 in Ukiah, Ca.

Bob was married to Fred C. Holmes’ daughter, Phyllis, for 10 years. Bob remarried in 1972, and with his second wife, Nancy, purchased and operated a chain of motels for 25 years.

Richard “Dick” Carl Flugel, 75, retired business manager of corporate lumber for Louisiana-Pacific, died of pancreatic cancer on April 11.

After serving in the U.S. Army, he worked with his dad as a log cutter, until receiving a degree in forestry technology from North Idaho College in 1975. After a brief stint with the U.S. Forestry Service, he joined LP in 1976, first as a log scaler. He moved up the ranks to log yard foreman, divisional log quality control manager, regional lumber quality control manager, and lumber sales manager. In 2003 Dick retired as business manager of corporate lumber, overseeing LP’s 50 sawmills across the U.S. He briefly came out of retirement to work for Vaagen Bros Lumber at its Spokane, Wa., office.

Edward George Rotticci, 92, operator of ERO Forest Products, Oakland, Ca., died April 16.

After graduating from Santa Clara University in 1952, Ed served in the Korean War.

U-C COATINGS BUYS COLOR PUTTY

U-C Coatings, Buffalo, N.Y., has acquired Color Putty, Monroe, Wi., maker of putties for filling nail holes or imperfections in wood paneling, furniture and cabinetry.

Eric Degenfelder, CEO of U-C Coatings, noted, “Color Putty is a great addition to U-C Coatings that will expand our specialty offerings, especially to the contractor and DIY markets. The acquisition continues our emphasis on environmentally friendly, easy-to-use, high-performance products. We look forward to continuing and strengthening the support to the Color Putty distributors and customers.”

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

Western Hardwood Association – June 9, annual Golf Classic, Riverside Golf Club, Chehalis, Wa.; www.westernhardwood.com.

South Bay Home & Backyard Show – June 9-11, Long Beach Convention Center, Long Beach, Ca.; www.homeshowconsultants.com.

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

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

West Coast Lumber & Building Material Association – June 15, Northern California golf tournament, Chardonnay Golf Club, American Canyon, Ca.; www.lumberassociation.org.

World Conference on Timber Engineering – June 19-22, Oslo, Norway; www.wcte2023.org.

Bridge City Hoo Hoo Club – June 23, 60th annual golf tournament, Forest Hills Golf Club, Cornelius, Or.; pdxhoohooclub47.company.site.

Window & Door Manufacturers Association – June 27-29, technical & manufacturing conference, Minneapolis, Mn.; www.wdma.com.

Estacada Timber Festival – July 4, Estacada Timber Park, Estacada, Or.; www.estacadatimberfestival.com.

Riverside Home & Garden Show – July 14-16, Riverside Convention Center, Riverside, Ca.; www.homeshowconsultants.com.

Southern California Hoo-Hoo Club – July 19, initiation meeting/golf, Los Serranos Country Club, Chino, Ca.; www.hoohoo117.org.

West Coast Lumber & Building Material Association – July 20-21, 2nd Growth Summer Conference, Omni Rancho Las Palmas, Rancho Mirage, Ca.; www.lumberassociation.org.

Fresno Home Remodeling & Decorating Show – July 21-23, Big Fresno Fair, Fresno, Ca.; www.fresnoshows.com.

AWFS Fair – July 25-28, Anaheim Convention Center, Anaheim, Ca.; www.awfsfair.org.

Mountain States Lumber & Building Material Dealers Association –July 26, annual golf tournament, Fossil Trace Golf Club, Golden, Co.; www.mslbmda.org.

Orgill – July 31-Aug. 13, summer online buying event; www.orgill.com.

Umpqua Valley Lumber Association – Aug. 1-3, banquet & golf tournament, Umpqua Valley, Or.; www.uvla.net.

Southern California Hoo-Hoo Club – Aug. 4-5, ladies weekend, Hilton, Palm Springs, Ca.; www.hoohoo117.org.

FastMarkets Forest Products Latin America Conference – Aug. 7-9, Sao Paulo, Brazil; www.fastmarkets.com.

Western Hardwood Association – Aug. 9-11, annual convention, Gearhart McMenamins, Gearhart, Wa.; www.westernhardwood.com.

Loggers Annual Jubilee – Aug. 10-13, Morton, Wa.; loggersjubilee.com.

Association of Equipment Distributors – Aug. 15-17, leadership conference, Denver, Co.; www.aednet.org.

Mountain States Lumber & Building Material Dealers Association –Aug. 17, annual clay shoot, Colorado Clays Shooting Park, Brighton, Co.; www.mslbmda.org.

The Hardware Conference – Aug. 17-19, Marco Island, Fl.; www. thehardwareconference.com.

Mid-States Distributing – Aug. 18-20, Fall Rendezvous, Phoenix Convention Center, Phoenix, Az.; www.msdist.com.

Tri-County Home & Garden Show – Aug. 18-20, Roebbelen Center, Roseville, Ca.; www.tri-countyhomegardenshow.com.

Forest Products Machinery & Equipment Expo – Aug. 23-25, Music City Center, Nashville, Tn.; www.sfpaexpo.com.

San Diego Fall Home Show – Aug. 26-27, San Diego Convention Center, San Diego, Ca.; www.homeshowsandiego.com.

FLASHBACK: 1960 LUMBERYARD TRADING STAMPS

SIXTY-THREE YEARS ago, The California Lumber Merchant reported on a marketing scheme new to the lumber industry, but not to its customers... trading stamps.

About the same size as postage stamps, trading stamps had first risen to prominence early in the 20th century, initially at department stores, but soon proliferating to grocery stores and eventually gas stations. The trading stamp companies would sell stacks of booklets and rolls of stamps to the retailers, and the retailers would give customers one stamp for every dime they spent at their store. When consumers had collected enough stamps to fill up a booklet, they could redeem them for merchandise.

The trading stamps proved so effective at persuading consumers to patronize participating retailers, numerous stamp companies were born, intent on competing with industry leader S&H Green Stamps. One upstart company, King Korn Trading Stamps, was launched in 1953 and partially owned by the Midwestern grocery chain Thriftway— yet was determined to expand its family of participants to include every industry imaginable—including lumber and building materials.

Looking

As covered in the June 15, 1960, edition of The Merchant, King Korn found its first industry partner in Davenport Lumber Co., Davenport, Ia. The lumberyard was only three years old and looking for a novel way to establish itself in the community.

“King Korn Stamps sent our sales up like an atomic rocket,” noted Davenport Lumber’s manager, J.J. Stolz. “I never heard of using them in a lumberyard before, but they doubled our sales in only 24 months.”

Previously, the yard’s marketing had been limited to special pricing for contractors, and newspaper advertising targeted the walk-in trade.

Yard foreman Bill Sheer said, “We are completely mechanized for easier handling of materials and were known for low prices, top quality materials, and good service, but it was not until we started giving King Korn Stamps in April of 1959 that the big growth began—and it’s still going on.”

Quick service had always been a feature of the Davenport yard. They carried large stocks of the newest “do-it-yourself” lumber items for home construction... plywood, millwork, hardboard, plumbing and hardware, and “guaranteed quality to surpass F.H.A. and local building requirements.”

Its four-acre yard was divided into thirds—a 21,000-sq. ft. lumber storage area, an enclosed warehouse, and a modern showroom itself subdivided into two parts—one displaying “standard yard products” and the other for “homecrafters’ products and kitchen items.” With the help of trading stamps, it had become the fastest growing lumberyard in the Tri-City area of Davenport, Rock Island, and Moline, Il.

As a side note, King Korn Trading Stamps was not so lucky. Despite its efforts to diversify, grocery stores remained its bread and butter, and within a few years came the advent of “everyday low prices.” In 1965, King Korn lost its two biggest grocery chain partners, and never recovered.

for an eye-catching display for out front? The June 15, 1960, front cover of The California Lumber Merchant suggests a doll house, fort or lemonade stand—built of Rockport Redwood from Rounds Lumber Co.

AT LEAST one Iowa lumberyard got off to a great start by tying its marketing to King Korn Trading Stamps.