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OUR MARKET MOVES QUICKLY— SO DON’T GET LEFT BEHIND!

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Contributors Matt Brown, David Elenbaum, Joe Elling, Tyler Freres, Kari Gaviria, Warren Hamrick, Daniel Libolt, Susan Palé, Bill Parsons, Chanel Studebaker Director of Sales Chuck Casey • ccasey@526mediagroup.com Sales & Marketing Coordinator Jody Bays • jbays@526mediagroup.com

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CONTENTS

July 2019 Volume 98 n Number 7

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Special Focus

Features

28 MASS TIMBER/EWP

10 FEATURE STORY

APA–THE ENGINEERED WOOD ASSOCIATION PRESENTS AN IN-DEPTH AND ENGINEERED WOOD, THEIR CAN BENEFIT

The

MERCHANT

STOP THE BLEEDING—FIGHTING BACK AGAINST FALLING MARGINS IN DECKING

14 COMPETITIVE INTELLIGENCE

MASS TIMBER/ENGINEERED WOOD SPECIAL ISSUE • TREATED WOOD SALES TIPS

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YEAR ONE: REFLECTIONS OF A ROOKIE IN THE LUMBER INDUSTRY

• UL Classified • UL GREENGUARD GOLD Certified • Cal Fire Listed • BSD Speclink listed. Master Specification Content for Architectures, Engineers, and Construction Markets.

6/26/2019 6/21/19 9:58:21 12:08 AMPM

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56 ASSOCIATION UPDATE 59 DATE BOOK

52 PHOTO RECAP

61 ADVERTISERS INDEX

SOCAL HOO-HOO CLUB KICKS OFF ANNUAL GREGSON GOLF TOURNEY

The Ofﬁcial Publication of

20 TRANSFORMING TEAMS

60 IN MEMORIAM 60 CLASSIFIED MARKETPLACE

PCBC BUILDERS SHOW PACKS THE AISLES IN SAN FRANCISCO

18 THE REVENUE GROWTH HABIT

50 EVENT RECAP

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16 OLSEN ON SALES

46 NEW PRODUCTS

26 THINKING AHEAD

• FlamePRO® Fire Retardant pressure treated wood products, as described in the ICC Evaluation Services, Inc. ESR-4244, meet all major model building code requirements.

8 ACROSS THE BOARD

44 MOVERS & SHAKERS

HEARTH SALES HEAT UP FOR OKLAHOMA LUMBER DEALER

JULY 2019

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

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Departments

12 MARGIN BUILDERS

FUTURE, AND HOW THE SUPPLY CHAIN

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TREATED WOOD DECK SALES—HOW TO SELL YOUR CAKE AND EAT IT TOO

LOOK AT THE STATE OF MASS TIMBER

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62 FLASHBACK

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ACROSS the Board By Patrick Adams

I’m not good at this... but I could be! et me describe the scene: I’m sitting in a camping chair “as we speak” just north of Santa Barbara on the Pacific Coast. Our new RV trailer is parked and the kids are napping following the third day of camping “adventures.” I think my wife is also napping following the third day of “camping with kids.” Two red-tailed hawks are circling overhead as three baby squirrels are playing in the bush, not realizing that lunch will soon be served. The Pacific Ocean is just in the distance, some country music is playing, and a cigar and cool beverage are in hand. I have never been good at taking a break. I started working at a very young age and believed that hard work was my only gift. Since I was young, I have awakened without an alarm at 4:00 a.m., always believed in being “first in and last out.” I viewed extensive holiday schedules as a sign of weakness. As I shared last month, we bought an RV because I know that time passes quickly and the kids are growing before my eyes. Yes, I want to be a good role model and show them what hard work is about, but also want to share in their youth and make memories of what family truly is. The second we booked this trip, I began to feel stress and anxiety at the thought of taking four weekdays off work. We arrived on Monday afternoon to the camp spot. The three-hour drive included only two “urgent” bathroom breaks courtesy of the highway shoulder and a quick race back to the trailer. After only two attempts, I got the trailer backed into our spot and we were set up in less than an hour. My daughter made new friends within 30 minutes and has already perfected “radio code” with her new walkie-talkies which we bought to give her the childhood freedom to explore that she doesn’t have in the city, while remaining in contact with over-protective parents (maybe just me) who always factor the worst case scenario (definitely just me). The first night I introduced the delicacy of a campfire meal after I brushed off the “rust” and remembered how to build a proper fire. Day two included an amazing hike to the top of a mountain top overlooking the entire Pacific where we found a llama farm that has the kids now insistent that we need a new pet in the family. Dinner and campfire that night had five of my daughter’s newest friends and their parents all crowded around the fire making s’mores with the kids putting on an impromptu concert complete with every Disney movie song created. The evening winded down with the parents all sharing stories filled with what we’re grateful for… mostly our family and getting to spend times like this with people who share what’s most important—our kids, our marriage, our country, and our values.

We woke up this morning and had a campfire breakfast and hiked down to the beach. The kids played in the waves, found countless priceless “treasures” that turned my wife’s backpack for snacks into the equivalent of a Navy Seal plate carrier for the hike back. We leave tomorrow to head back to reality but as they nap, I am sitting here in my chair smiling and grateful as I write this. My head is full of swirling thoughts—not of stress but rather humility and gratitude and perhaps a bit of embarrassment that I thought my role was too important to take a break. My amazing team held down the “fort” just as I knew they would while I watched my family experience our first camping trip. My daughter saw her first snake and learned how to build a fire and cook food over it. My son got his first taste of “freedom” to explore, and each trip back to camp found him even dirtier than the time before as his smile grew larger and larger. They weren’t doing chores, but believe me they were working and I’ve never seen both of them more tired than each night when they crashed into their bunks! I’m not good at taking breaks from work. But I cannot express how thankful I am for my team, for my family, and for each of you who have given me the “permission” to do what I love for a living while also trying to learn to be as good at being a father and husband. In just four days, I have made memories with my family that I will never forget! Perhaps at work, we’re not as important as we think; but maybe, to our family, we are more important than we give ourselves credit for. So, my advice now that I am a “seasoned professional”: be great at your job by taking a break, get out into nature with your family, and sit back and be reminded of how wonderful your life is! I hope you all are having a wonderful and rewarding summer… personally and professionally!

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

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Building-Products.com

FEATURE Story By Kari Gaviria

SELLING A DECK package puts you in a position of offering solutions to potential problems particular to the homeowner’s site and expectations. (Photos by Madison Wood Preservers)

The Expectation Era How to sell your cake and eat it too Y ou walk into a hair salon. You sit down in the chair. The stylist asks what she can do for you today. There are two main responses that rule the roost in the spectrum of expectation. Either you say, “I don’t know, fix it” or you whip out your smartphone and show a doctored picture of a model with fabulous yet unrealistically natural hair. Which customer is better, the unknown or the exact? As a salesman, you have the same responsibility as the stylist. It is your job to ensure that the customer leaves happy with

BE PREPARED to answer common questions, as well as know where to find answers for what you don’t know.

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the outcome and satisfied with their purchase. In a world of Pinterest photos and home magazines, the evolution of outdoor design has simplified, yet expectations have magnified into something extremely specific. Just a few left swipes can lead homeowners into locating a picture that resonates with their style, budget and space. Here are a few things to consider when selling a deck package to a homeowner or contractor.

1. Capture the vision. The number one rule of meeting an end-user’s expectation is, get ready for this wisdom, understand the end user’s expectation. Whether this comes in the form of conversation or pictures, don’t be afraid to ask questions. Verbally clarifying what you think you hear or see validates the customer and creates learning opportunities. 2. Get realistic. Even the best cut won’t change the texture of your hair. Get up close and personal with the parameters of the project. Know the products inside and out and how they work together. Get comfortable with the perks and the flaws (news flash: every product has both). Application and maintenance should play a major role in the conversation and decision-making process. Will the deck be in constant sun? Are there planters? Is it low to the Building-Products.com

ground? Does it lack ventilation? You should proactively be thinking about what obstacles the design presents that may cause a conflict down the road for the homeowner. The best way to avoid a problem is to consider it early on in the design process.

3 . Offer solutions to potential problems. Be the expert that knows what “haircuts” won’t work long term. Guide them to success from start to finish. In the world of outdoor living, that encompasses everything from design all the way to upkeep. When considering treated lumber, applications and retentions matter. Deck patterns matter. Grades matter. Maintenance matters. Present options that match their short and long-term expectations. 4. Don’t guess. Pretending to be an expert in everything sets all parties up for failure. Know your limitations and when to ask for help. Set up a three-way call with a vendor or shoot a quick email with a question. There are industry experts at your fingertips. Utilize their experience and knowledge! 5 . Let the end-user have final say. Guidance is crucial but ultimately it is up to the homeowner to voice their final decision. Presenting products should be a lot like presenting facts. Stick to the pros and cons and avoid sharing personal preference unless they specifically ask for your opinion. The old expression “have your cake and eat it too” is one that is often thrown around in sales. Most of the time customers want the best product or “stylist” on the market and turn around to beat you up for the cheapest price. Overcome the price battle by creating a unique value equation through customer service that enhances their overall experience. Here’s the bottom line: you can only meet or exceed expectations when you know what they are. Do such a good job selling the cake that they invite you over to eat it too. – Kari Gaviria is sales manager at Madison Wood Preservers, Madison, Va. (madwood.com). Building-Products.com

July 2019

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MARGIN Builders By David Elenbaum

Stop the bleeding! Fighting back against falling margins H ere in sunny South Carolina, we are in full deck season. My store is busy each day selling deck packages, railings and all sorts of goodies that bring joy to the summer season for homeowners everywhere. But alas, this year something is different. The customers have changed—in an alarming way. This is the first year I’ve seen a deck board widely advertised at the box stores for a price lower than I ever imagined possible. Over the years, the store brands have been that low, but not the name brands. This year is different. In addition to decking, they have new railings at low prices, too. Amazingly low. Normally I can contend with these prices and still make sales (and we still are), but now there’s a very real difference. First, I want to be clear that this is not an article to bash the box or the company selling the product to the box, even though I have some choice words for those folks. I’ll save that for conversations over Jim and Jack. This article is about how I am planning to overcome these challenges in my business. Bear in mind that I own a material supply store and recently started building production decks again. The deck market pricing has been destroyed. Partly because of higher prices and partly because of labor shortages, people are more willing now than ever to build their own decks. I’ve watched multiple boards drop in price over the last few months. Several manufacturers have taken their pants down to follow the other guys, and it has wreaked absolute havoc on the market. The cause: When people go to a box store, they are offered several options of material designed to get them to buy what’s on the shelf. Hence, the 8-ft. composite deck board for a cheap price. The set-up is perfect for the store, but confuses customers and fills them with false confidence. “Anyone can build a deck!” they think, as they load that rickety lumber cart with some of what they’ll need. It always goes sideways because people think boards, railing and joists are all you need to build a deck. And after seeing many quotes from those stores, their “sales” people think the same way. How many consumers buy an incomplete list and haul that stuff home? How many trips back to the store for more will there be? That $3,000 worth of material will quickly become $5,000, not to mention the added time, weekend after weekend, going to the store or waiting for special order materials. I had several people tell me they were told one month to get 20-ft. boards.

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I get those table-scrap orders all the time followed by a “I wish I had found you in the first place.” Some people are smart enough not to pull the trigger at the box. For those who don’t buy the initial package at the box, we get the call to see if we are cheaper. Not better, more responsive, or knowledgeable, just cheaper. I must then inform them that once I complete the list and fill in the blanks, we indeed cost more overall, but less on the items required to build. Some of them buy from me. Many do not. It is in this time I can educate the homeowner step by step how to properly build a deck. They are either grateful, or they don’t believe me and return to the box. The shame of it is how many people have a substandard, unfinished deck in their backyard as a result. A NADRA article discussion several years back stated there were millions of non-code-compliant decks in the U.S. Well, that number is going up, folks! What I’ve described is nothing new; however, the lower costs offered this year on name-brand material have seriously exacerbated the situation. What are we going to do about it? We are preparing a targeted marketing campaign designed to help people understand that most of the general public is not prepared or capable of building their own deck, and those who still wish to undertake such a monumental task as a way to escape their cubicle must seek out good advice and be conditioned to pay the cost rather than take the cheap road. For you contractors out there, be prepared to share why your installed project is so much more expensive than the fragmented material list they got quoted at the box. You must discuss full ICC-listed material cost, labor, insurance and other overhead, and do not be afraid to tell the prospect you are making a profit. You must compartmentalize your quotes. In my case, we are shifting a great deal of focus to installed projects for builders who would not be box customers. This seems to be working well. My message for the boxes? You are leaving a lot of money on the table. And for the manufacturers, you are laying waste of the very market that helped build your company for a short, low-margin win. As a part-time liquidator of truckloads of materials, I’ll be standing by.

– David Elenbaum has been in the deck industry since 2000, serving in distribution, retail, manufacturing and contracting. Building-Products.com

COMPETITIVE Intelligence By Carla Waldemar

Burn, baby, burn: The hearth niche el-EENa,” the owner of Boehs Building Supply corrects this reporter’s mangling of his Oklahoma town’s pronunciation. “HEL-ena is in Montana,” he offers a reminder. And that’s too distant a delivery destination even for his operation’s excellent go-the-extramile service. Helena, Ok., pop. 350, houses a state prison, “but not a lot of new construction; mainly renovations, addons,” says Mahlon Boehs, co-owner (with his father, Doug, and brother, Seth). Its “downtown”—don’t blink— boasts a gas station, a restaurant, and a grocery store. “So if somebody needs something, they go to Enid,” a pin-spot marked in boldface on my Rand & McNally map, (which doesn’t

“H

even acknowledge Helena). “But we serve the entire county of 5,000 and beyond,” Mahlon says. “We have to.” The operation grew from an initial construction outfit father Doug took over from his own dad in the ’70s. “We boys came on in the ’80s, working summers while we went to school. In 2000, Dad started building ready-to-move homes, enabling him to buy lumber wholesale. His salesman talked him into offering the lumber to the retail trade, too, so we built a warehouse open to the public. Dad and I (the sole employees at the time) didn’t even have a warehouse; we sold the lumber out of that construction business.” So in 2005, Boehs bought a property across the street and built a

OKLAHOMA DEALER sits in a town of 350 residents, so it is forced to target countywide—and beyond—for customers.

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50-by-100-ft. retail hardware store “to put a face on it, for public awareness,” Mahlon explains. “Lots of people hadn’t even realized we sold retail.” By 2007, a daughter who had moved back to town spearheaded the launch of the supply company’s nowprimary niche, a hearth department— designed to sell, install and service stoves and fireplaces showcasing a respected brand. Nothing of the kind existed in a 100-mile radius, so the road was clear. “Dad, me, my younger sister, and my cousin ran the new division, which took off well. By 2007, we added a 2,000-sq. ft. showroom. “My brother Seth and I would head out, after a day’s work, and install the units. Business grew pretty steadily for the next few years,” Mahlon reports. “Since then, it’s been kind of a plateau—but at a nice level,” he adds. “It’s definitely been a good addition, and the margins are a lot better” than for commodity lumber (no surprise). “People out here aren’t scared of driving. They don’t mind coming 50, 60 miles to us. It’s become our trademark, so we added a chimney with smoke coming out of it to our logo. (See www.boehsbuilding.com.) Who’s buying? The bulk of building materials goes to the area’s pros. In the hearth niche, it’s primarily home owners. “People have fireplace already, but want stoves. Or, there are lots of homes built in the ’70s and ’80s with a steel box, completely inefficient: the heat goes up your chimney. So now, those people are coming to us, to add a wood-burning inset or—even more so—gas. Installations that re-line the chimney act as efficient appliances. Now they’ve got a working fireplace.” Building-Products.com

ITS HOTTEST NICHE, the hearth department, sells, installs and services stoves and fireplaces.

BOEHS ADDED a second location 30 miles away to specialize in hardware and building materials.

In 2017, Boehs added not just another niche, but another store. It’s 30 miles down the road in Fairview, pop. 2,800, specializing in hardware along with building materials. It fills a void in a hardware-less town. It also boasts a rental department. “Big nuisance, rental?” this reporter asks, based on past tales from other owners. “NOT a big nuisance!” Mahlon fires back. “Yes, there’s more work—upkeep in equipment, etc.—but it’s well worth it. Fairview is a hub. Even for a town of that size, it draws people. In Fairview, you can get about anything, and the town people are loyal. They won’t drive to Enid to save a dollar. If you offer it here, they’ll buy from you. Our business here is mostly in renovation— we offer framing packages, siding, windows, sheetrock— mostly to pros, but there’s also a lot more walk-ins in this store. “Our staff (15 total) is trained to help. For instance, the Fairview paint department manager owned a lumberyard here that went out of business just before we opened, so she’s versed in customer service and knows the community. Contractors like it that we deliver, and they’ve given a good reception to our rewards program, in which they often get rebates of $200 to 300 a month. And they also like the coffeepot.” The what??? “Well, my brother and I love coffee. So we also have a sideline business, 7th Ave. Roastery, roasting coffee, which we sell retail and wholesale. But we give it away by the cup to our building-supply customers. Other plusses: “Seth and I learned some things from Helena about what to do or not do in Fairview (but we’re still learning,” Mahlon is quick to add). “The new [2017] store is well laid-out, good lighting. There’s a straight shot

from the front door back to the customer service counter. When it comes to products, for the departments that do well in Helena, we expanded in Fairview—for instance, plumbing.” Yes, there’s competition in this bigger (sort of) town, “but we strive to be helpful and as friendly as possible, with good oversight and good layout.” (Mahlon is never one to bad-mouth a competitor, so readers may draw their own conclusions.) In 2012, Seth and Mahlon each bought one-third of Boeh’s ownership, while father Doug retains a third. Here’s how they split the labor. Doug oversees administration and sales. Mahlon monitors building materials and sales, plus deliveries. Seth serves as the hearth department manager/ hardware manager. “But we all fill in everywhere. We don’t hide out in some office.” What lies ahead for the future, Mahlon? “The economy here is fair-to-middling. The cattle and grain market is the downside, while oil’s in the background, helping some. Personally, Seth and I each have three kids. Our plan is to work them into the business. We’ll give them the chance if they want it.” Like Mahlon does. Does he ever! “I enjoy the challenge. I enjoy selling building materials. I love working with people.”

Building-Products.com

Carla Waldemar cwaldemar@comcast.net July 2019

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OLSEN on Sales By James Olsen

Rapport makers and breakers apport is a feeling of understanding and trust between people. It’s important because people won’t do business with people they don’t trust or who make them feel uncomfortable. When rapport is high it’s easier for the customer to say yes and more difficult for them to say no. Most of us are standoffish and/or shy with strangers. It is natural, but it causes us to make rapport-breaking mistakes and makes us forget our natural rapport building skills.

Rapport Breakers

Interruptions. Interruptions are rapport breakers and happen too much in the sales process. Sellers interrupt because they’re nervous, overly eager for the order, or because they (think they) already know what the customer is going to say. The too-aggressive seller sends the message, “I don’t care about what you have to say; I’m just here for the order.” The anxious interrupter sends the message, “I’m unsure of myself and the product; you should be, too.” Jumping on the end of a customer’s sentence, especially on objections. When we jump on the end of a customer’s sentence it sends the same message as interrupting. Taking a full beat or two at the end of customers’ sentences accomplishes two things. One, it makes our customer feel listened to and understood, both of which are necessary in order to change someone’s mind. Two, many true objections will come out if we wait for them. If we jump on the end of customer’s sentences these true objections never come out, but fester away silently and cannot be overcome. Ums, uhs & andums. These three scream, “I AM UNSURE OF MYSELF! I AM NOT AN EXPERT!” These noises also break up a smooth conversation. Silence is golden. If we need time to think, do so silently. Commenting on every customer utterance. “Yeah,” “I understand,” “Okay,” “Uh, huh,” “Sure,” “Sure, sure,” or any word that a salesperson says too often after each customer sentence breaks the customer’s flow and is a nervous tic that transfers that nervousness to the customer. A simple “Mm, hmm” every now and then is enough; more than that breaks rapport. Ostentatious or overly slanging words. The New York Times is written at the tenth-grade reading level and we should keep our sales communication there also. Simpler is better for rapport. We want to use the correct but simplest version available.

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Not being prepared. Not being prepared sends the messages, “I don’t care about you and I am not an expert.” Both these messages do the opposite of building rapport and are easy to say no to. Master Sellers are prepared with multiple options.

Rapport Makers

The weather. Simple but magical. If we want to warm a call up with anyone, the weather is a winner. People are comfortable and enjoy talking about the weather. Greetings. Do not mail in your greeting! Rapport is built (or not) in the first 14 seconds! We cannot speed up the greeting part of the conversation and make more money. Even the “get-down-to-business” kind of customer will feel rapport if our greeting is at a gentle, sincere, I-care-about-you-as-a-human pace. Smile. The power of the smile. Use it. It will make our day go better and it will help us sell more. Many of us are not natural “smilers.” I am not. Train yourself. Compliments. Any time we have the opportunity to give a sincere compliment, we do it. No one can/wants to resist a compliment. Use their name. There’s nothing as sweet as hearing our own name. We use our customer’s name throughout our presentation. It can be overdone but it is difficult. Especially important right before we begin the business proposal part of our call, “Susan, you and I were talking about specialty cedar last week….” The follow-up question. Asking an interested and interesting follow-up question about anything our customer talks about is one of the strongest rapport builders available to us. It sends the message, “That’s interesting, I care, please tell me more.” Can we sell without rapport? Yes, but why? Selling with rapport is like swimming downstream; we still have to swim, but it’s much easier. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

THE REVENUE Growth Habit By Alex Goldfayn

To grow sales, focus on what you can control

ecently, during a results meeting I held with a client’s customer-facing people about 60 days into our sales growth project, a salesperson said to his peers that he had experienced a rejection that he was uncomfortable sharing with the group. After some urging from the owner and myself, the salesperson shared his story. He called. The customer answered. They spoke. The salesperson asked about some additional products he can help with. The customer thanked him for informing him, but he didn’t need the additional products at the moment. I stopped him immediately and explained that this was no rejection. In fact, “the rejection” was actually a victory. First, the customer now knows about additional products that he did not know about previously. He has learned. The salesperson educated the customer. That’s a success, not a loss. As a result, I told the salesperson that the chances are quite high that this customer will call him in the next month or two and proactively ask about buying these additional products and services that were just offered. And so, actually, this “rejection” brings this salesperson closer to the next yes, doesn’t it? Because we must get through the rejections in order to get to the yesses. In baseball, you go to the Hall of Fame if you fail 70% of the time. Without taking your swings, focusing on the mechanics (which you control), and grinding through the outs, there are no hits. In sales, without the rejections, and grinding through the proactive communications which we can control, there are no yeses. The rejections always precede the successes. And so, we must continue doing the things which we

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know are right things to do. We must continue to implement those behaviors which we can control, which we know will lead to new sales eventually. For example: The customer may not answer the phone, but we must make the calls anyway. The customer may not buy more products or services when we offer them, but we must offer them anyway. The customer may not give us referrals, but we must ask for them anyway. Because the calling and the offering and the asking—we are in control of that. And we must focus on—and do—what we can control. This is absolutely critical because we know that if we do these things enough times, eventually the customer will say yes. We know, for example, that 20% of did you know questions—where we offer additional products and services—turn into new sales. Which means that you will succeed one out of every five efforts. Want 10 new line items? Ask 50 did you know questions. Want 100? Ask 500. We know that if we follow up on outstanding quotes and proposals three times, in the way that I teach it in my books and workshops, that we will close approximately one third of these outstanding quotes and proposals. The rate-determining step is to ask. To follow up. To call. To offer. To communicate. These are all within our control. There’s a reason that professional athletes always talk about focusing only on those things that they can control. They cannot control if the coach will play them, but they can control their effort and mechanics when they do get on the field. In baseball, we know we can hit the ball perfectly, but it flies right at a defender for an out. But we know if we swing the bat with the right mechanics enough times—and this is in our control—that eventually we’ll get our hits. But we must grind through the outs first. And so, in sales, we must grind through the rejections. Focus on your mechanics. Keep swinging the bat. Swing the bat! And enjoy the yesses. For as sure as the sun will rise in the morning, the yesses will come. Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com

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TRANSFORMING Teams By Susan Palé

More challenges ahead in hiring and retaining entry-level employees f you’ve hired employees and/or lost employees to competitors during the past year, you know the challenges of the current labor market, and hopefully have taken some proactive steps to address those issues. But for those employers attempting to hire—and keep—entry-level employees, the challenges are particularly daunting. Turnover in industries with high numbers of entry-level employees (retail, food service, healthcare) has always been high. But some of the current statistics are eyepopping: • The retail industry reported 75% first-year turnover in 2017 • 90% of entry-level TSA screeners at SEATAC Airport left prior to completing one year of service • 37% of home health aides in the Seattle area left during their first three weeks of employment And to not just pick on Seattle, there were 2,917 entry level jobs posted in San Francisco last week—with starting salaries of $15.00+/hr. Entry-level employees want many of the same things in a job as other employees. Often, though, their needs are different. They may work multiple jobs and may have housing, transportation, scheduling, and child care concerns

Q. We are about to hire an independent contractor, but want to run a background check on him before we hire him. Can we run a background check on an independent contractor and make the contract contingent on the results?

A. Yes, if the contractor will have access to sensitive materials or the nature of his work requires a clean background check, you can make the contract contingent on that. You should also include language in the contract around confidentiality of information and non-solicitation. But the most important component of your contract should be that it does not constitute an employee-employer relationship. Of course, it’s important to make sure that you are classifying the worker correctly—many independent contractors would probably be considered employees if the Department of Labor (DOL) were to investigate the nature of the work relationship. To make sure your contractor is appropriately classified, click here for the DOL’s fact sheet on Independent Contractor classifications. 20

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that other employees don’t. In 2017, the Rockefeller Foundation conducted a comprehensive study of a group the researchers identified as Opportunity Youth—people aged 18 to 24 who were entering the workforce without a four-year college degree. Participants in the study cited these items as their biggest “wants” from their jobs: 1. A livable wage 2. A fair, respectful manager 3. Work/life balance 4. Skills training that is job-specific 5. A consistent schedule The high number of open jobs and a pool of candidates that isn’t increasing in size means that a lot of companies are competing for the same workers. Successful recruitment and retention often requires some out-of-the-box thinking to address these needs and wants. Here are some examples that I particularly like. Note that some of these ideas come from large organizations and some from very small ones: • A large grocery store chain based in the Northeast invests in significant training and education for their frontline, entry-level employees, especially those facing barriers to economic opportunity. The rewards: increased retention, reduced recruitment costs, and a place on Fortune’s “Best Places to Work” list. • A hospital and skilled nursing facility situated next door to each other in a small city adjusted their shifts to align and persuaded the local bus company to send buses at the end of the shifts to pick up workers and bus them to Building-Products.com

the central transportation hub. Employees had less outdoor wait time (important in a cold-weather climate) and arrived home earlier, increasing family time and often reducing child care costs as well. • A pizza franchise owner in a small but fast-growing western city gives ALL employees paid holidays and a week of paid vacation after one year of service. There’s a cost to this, but it is more than offset by increased retention and reduced recruitment costs. And, yes, they are open on holidays—the owners and their family staff the stores on those days. • A small manufacturer located in a rural area purchased a large van to pick up workers at the transportation hub in the nearest city and drive them back and forth to work. Because public transportation wasn’t running when their shifts ended, second and third shift workers were often dropped off directly at their homes. And a couple of not-so-successful ideas: • A small restaurant in my hometown of Phoenix that served breakfast and lunch decided to stay open and serve an “occasional” dinner on no preset schedule. The entire staff of cooks and servers quit during one week, and,

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unable to find replacements (Indeed.com currently shows 11,079 food service jobs available in the area—and, no, that number is not a misprint), the restaurant closed the following week. • A skilled nursing facility (also in Phoenix) changed their first-shift hours to end at 4 p.m. A lot of employees left as a result. Why? The previous shift hours ended at 2 p.m., giving employees time to get home before their school-age children. It’s not easy to find replacements for these jobs either. Indeed.com currently shows 647 nursing assistant jobs available in the area. Bottom line: be aware of the unique needs and wants of your entry level employees. Doing all that you can to meet them will lead to successful recruitment and retention. Susan Palé, CCP Affinity HR Group contact@affinityhrgroup.com

July 2019

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Homewood Buys into Phoenix

Homewood Holdings LLC has acquired the assets of The Door Mill, Chandler, Az., and its installation division Valley View Window & Door, from Kelly Slade and Joel Lacy, co-owners since 2003. Founded in 1984, TDM is one of greater Phoenix’s largest distributors of residential interior and exterior doors, moulding, trim, hardware and windows. TDM becomes Homewood’s fifth investment, but first outside of Northern California and the Pacific Northwest.

Idaho Home Center Closing

Mickelsen’s Home Center, Rexburg, Id., is permanently closing after 82 years. The store is liquidating and the property has been put up for sale. Co-owner Dave Mickelsen said his market has been shifting towards shopping online and at box stores.

Ace Replacing Hilo Store

HouseMart has closed its 30-yearold Ace Hardware in Hilo, Hi., in anticipation of opening a new location by the fall.

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The older store closed April 21, nearly a year after its roof was damaged. A sagging roof beam forced the owners to close off the front portion of the store and divert customers through a side entrance. The new facility, slightly smaller at 12,000 sq. ft., is currently being remodeled, including the addition of new air conditioning and fire suppression systems.

Royal Buys DaVinci Rooﬁng

Royal Building Products acquired DaVinci Roofscapes, Lenexa, Ks. Founded in 1999, DaVinci manufactures premium composite roofing and siding. Its products, which will continue to be sold under the DaVinci brand, will complement Royal’s other products like Celect, Zuri and Cedar Renditions. “We are very excited about the addition of DaVinci, which brings an impressive business with a strong leadership position in the composite roofing industry,” said Scott Szwejbka, VP-exteriors. “DaVinci has an outstanding reputation for meeting customer needs with superior technology, product quality, and operating excellence.”

July 2019

DEALER Briefs Gundersen’s Ace Hardware, Montpelier, Id., has switched over from True Value. Stokes True Value Hardware, Butte, Mt., will move two doors

down to a larger, 17,000-sq. ft. storefront.

Ace Hardware will relocate into the former Orchard Supply Hardware store in Turlock, Ca. Brentwood Ace Hardware , Brentwood, Ca., held a May 31 grand reopening to show off its newly remodeled quarters. Additions include a new tool department, expanded lawn & garden, rental/ repair, BBQ/outdoor living areas, and an additional 4,000 sq. ft. L&W Supply added a branch in

Inglewood, Ca.

Habitat for Humanity held a grand reopening for its ReStore outlet in Billings, Mt., after smoke damage from a fire forced it from its prior home.

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Time’s Up for Hibbert Lumber

Unable to find a buyer for the 72-year-old family business, the Hibbert family will close Hibbert Lumber, Davis, Ca. Sisters/second-generation owners Jane Hadley, Molly Snyder, and Becky Hibbert, who also serves as manager, will retire. The lumberyard will be gradually liquidated; the fate of a neighboring side business, The Door Shop, is being contemplated.

Fire Takes Down NorCal Rooﬁng Supplier

Elite Roofing Supply Co., Pittsburg, Ca., was severely damaged by a June 23 fire that began in a nearby homeless encampment. A firefighter battling the blaze had to be treated for smoke inhalation and was taken to the hospital. Piedmont Lumber, located next door, reportedly was spared.

Trex Invests in Big Expansion

Trex will invest approximately $200 million between now and 2021, constructing a new decking facility at its existing Winchester, Va., site and adding new production lines at its Fernley, Nv., operation.

The new Fernley lines will come online in third quarter 2019 and second quarter 2020, while the Virginia capacity will begin to increase in first quarter 2021.

Atlas Renames EPS Division

Atlas Roofing Corp., Atlanta, Ga., is changing the name of its EPS division to Atlas Molded Products. The name change reflects Atlas’ recent acquisition of ACH Foam Technologies, making Atlas the largest manufacturer of molded polystyrene in North America. “The new name—Atlas Molded Products—allows us to highlight our greater coverage and broader molded polystyrene product offering, while emphasizing the fact we are a new organization,” said Ken Farrish, president of Atlas Roofing.

Steady Gains Globally for LVL

The worldwide laminated veneer lumber market hit $2.33 billion last year after growing 13.7% a year since 2011, according to a new report by IMARC. The LVL market is expected to hit $4.23 billion by 2024.

SUPPLIER Briefs Weyerhaeuser held a June 19 grand opening at its Redding, Ca., distribution center, after a rebuild to repair damage from last year’s wildfires. Stimson Lumber, Portland, Or., is laying off 60 of the 150 workers at its Forest Grove, Or., mill, blaming the “cost of doing business” in the state. Cameron Ashley Building Products has opened new distribution centers in Phoenix, Az., and North Las Vegas, Nv.

Pacific Western Lumber , Lakewood, Wa., is now handling sales nationally for Frontier Posts, Stevensville, Mt. Building Material Distributors , Galt, Ca., is now distributing Trespa North America’s full line

of Trespa Pura NFC siding in California and Nevada.

BlueTarp Financial, Portland, Me., agreed to be acquired by Capital One Financial Corp.

THUNDERBOLT WOOD TREATING “WE TREAT WOOD RIGHT”… Quality Wood Treating Services Since 1977 3400 Patterson Rd., Riverbank, CA 95367 • Fax: 209-869-4585

Danny Sosa: (209) 747-7773 • dannys@thunderboltwt.com

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July 2019

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THINKING Ahead By Daniel Libolt, Timber Products Co.

Year One

Reflections of a rookie t’s no secret that the wood industry is graying and that companies are anxious to fill the shoes of seasoned pros who reach retirement age. As a member of the newest wave to enter the workforce—Generation Z—and the youngest employee in my office, I’m just getting my feet wet in this business. But one year out of school and on the payroll, I already see why the people who work in the industry also love it. Having no exposure to the wood products sector, no related coursework, and no family ties, I also had no expectations when I landed an internship with Timber Products Co. at the start of my senior year of college. My academic focus was on sales and marketing, a skill that can apply just about anywhere, but luck put me in the path of Timber Products. I never expected that a fast commitment to the firm and to the industry would lead to a full-time position, new friends, and a sense of purpose at the start of my professional career.

Full-Time Position

That’s exactly what happened, though: the initial ninemonth internship was renewed for a shorter, summer stint after graduation. That morphed into an offer, and with a bachelor’s degree in hand I joined Timber Products in an official capacity last October. While there are a few other 20- and 30-somethings in our office, the vast majority of workers are longtime pros. Being the low man on the totem pole might be intimidating in some workplaces, but I quickly learned at Timber Products that this is a company—and an industry—where youth is not a deficit, but an asset. Of course, the veterans are there to show the younger employees the ropes. I personally have a number of mentors, including my boss, whom I seek out for

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knowledge. But there’s also a recognition among the experienced set that they have something to learn, too. It’s not unusual, for example, for the operations teams to approach me or the other younger associates because they want to know what people our age like and want. And instead of continuing to do things the same way that they’ve always been done, they often come to us for fresh perspective—such as suggesting a new way to accomplish an existing task or solve a problem, like through software development. Showing young newcomers that they still have

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A Special Series from North American Wholesale Lumber Association

something to offer despite limited time in the industry and offering them a seat at the table, so to speak, has the power to instill gratitude, loyalty, and drive, if I am any example.

New Friends

That give-and-take of knowledge between the old guard and the new breeds a level of trust and dependability, and that in turn allows friendships to bloom and work relationships to thrive. At first, I thought that inclusive culture was just a Timber Products thing. Then, I attended NAWLA’s Traders Market, and I soon realized that this just might be an industry thing. During those crucial networking events, it didn’t matter that I hadn’t even been in the industry full time for a good six months. From sales managers up to CEOs, people went out of their way to introduce me to important connections, make

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

room for me in the conversation, and encourage my participation. No one was looking at my age; and when they were, it was because they were seeing the benefit in it. I remember a marketing director from another firm spending the time to pick my brain—mine, one of the youngest people at the event!—demonstrating that even seasoned insiders outside of Timber Products see value in me and other people my age. Traders Market also was the gateway for me to get even more involved and build even more relationships, by joining NAWLA’s marketing committee. When I asked for the opportunity to pursue a seat on the panel, my company easily could have deferred on the grounds that I hadn’t been in the industry long enough. Instead, I met nothing but encouragement and support.

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Sense of Purpose

The age factor, and the industry’s favorable response to it, has helped to fuel a sense of purpose for me as well. I’ve never viewed myself as someone to spearhead a campaign for diversity, although I do believe this industry and countless others could stand to see more women and people from different ethnic and racial backgrounds in leadership and executive roles. However, in my own small way, I feel part of the movement toward age diversity, and there’s purpose in that. Research suggests that diverse teams, including those with a mix of young and older, foster better decision making. I believe that, and I think it’s important. That’s not the only place my sense of purpose stems from as it pertains to this industry. In my short time here, I’ve become passionate about the importance of wood as a natural and renewable resource. Wood products may not be the only solution, but it’s certainly one of them. It’s an important issue, and it’s important to the very generations that companies are looking to hire on as the industry ages. In fact, environmental sustainability isn’t just an expectation for Gen Z—it’s nonnegotiable. I think it’s important, then, to talk more about the industry and its eco-friendliness if you want to attract younger workers, like me. While I already have grown to love this job, this industry, and the people I work with, I don’t have a Magic 8-Ball. Who knows what opportunities may come my way and whether or not I’ll remain in this industry for the long haul? It may be too soon to tell where my future will take me; but what I do know is that I couldn’t have asked for a better, more rewarding way to launch my career. – Daniel Libolt is a sales & marketing associate with Timber Products Co., Springfield, Or.

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EWP & Mass Timber By Tyler Freres

MANUFACTURER Tyler Freres sees a future for mass timber that can be embraced by the entire supply chain.

The future of

mass timber

he U.S. mass timber industry is an emerging market with many years of growth ahead. Architects, engineers and developers are astounded by pictures of beautiful soaring mass timber buildings with custom glulam beams, extraordinary spans, and dramatic large format panels. These structures display the versatility and intrinsic beauty of wood structures and the true potential to upend classical construction of concrete and steel. As more of these mass timber structures are completed, we not only enjoy the natural beauty and warmth of wood structures, but we also are reminded of the exceptional environmental benefits of wood construction. Wood is 100% solar

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powered, 100% renewable, and 100% recyclable. Modern forest management, requiring that forests remain as forests for the future, renews the health of our forests, and gives us the ability to store carbon in a beneficial cycle in our structures. Housing is increasingly unaffordable, experienced construction labor is harder to come by, and land for additional development is scarce. The promise of mass timber is that we will soon be able to build structures taller, faster, with a more environmentally sustainable building product than current alternatives. However, for most of the marketplace the biggest question is if mass timber is cost-effective compared to conventional construction.

July 2019

The current market for mass timber products in the U.S. is in its infancy, yet it is characterized by producers who excel at providing the unique services required to shepherd projects from concept to reality, commonly described as design/build. Most mass timber structures completed in North America have jumped through significant regulatory hurdles, have taken considerable effort to prove the efficacy of assemblies and connections, and have bent over backwards to show the aesthetic and architectural qualities of wood construction. As more projects are implemented, and consumers become more comfortable with the idea of building with wood in large formats, we expect future Building-Products.com

projects to look quite different. There is every reason to believe that the mass timber market of the future will advance well beyond the design constraints of the mass timber market of today. I believe the mass timber marketplace could evolve in a couple of ways—as it does now, with direct participation between manufacturer and engineer, or as a commoditized building product. The basic assumptions under both scenarios is that the market will continue to grow, that more primary panel producers need to and will enter the market for robust competition, and that the cost of mass timber needs to be lower in order to truly compete and succeed in taking market share from concrete and steel. The first scenario is that the mass timber market of the future exists as it does now. The mass timber panel producer deals directly with developer, architect and engineer to develop unique solutions to individual projects. Mass timber projects will capture a good portion of the six- to 12-story marketplace, and there will be specialization among engineers and architects who gain unique competence in putting together mass timber structures. These engineers and architects will continue to be guided through the process by engineers employed and trained by the producers to promote and execute projects specific to each manufacturer’s unique products. Mass timber markets can be vibrant under this scenario as more projects are successful due to the integration of design with the primary producers. While the ANSI/ APA product standard PRG 320 governs CLT production, the range of species, resins and processes all lead to unique characteristics amongst each manufacturers’ CLT panels. It is important that the architects and engineers understand the intricacies of each producer’s panels. The nature of this marketplace truncates the supply chain and puts the panel producers directly in contact with the end consumer leading to the possibility of lower transaction costs. However, it necessitates that the primary producers employ high-cost engineers, drafters, sales representatives, etc., in order to complete projects. Also, it does not lead to mass production as producers must create unique panels for specific uses and designs. All Building-Products.com

transportation and logistics must be coordinated perfectly as well. Taken to the extreme, this marketplace would lead to the primary mass timber panel producer designing, fabricating and constructing modular developments from beginning to end. This model is currently being attempted. The second scenario assumes that the historic wood products and construction marketplaces are more efficient than credited. Under this scenario, mass timber is rapidly commoditized, and prices are brought to a level where they are both competitive with concrete and steel and can feasibly compete with light wood frame construction when the speed of construction and labor costs are adequately quantified. The supply chain would look much like it does now, moving from engineered wood producer, to distributor, to contractor, to engineer, to architect and the developer. Mass timber producers manufacture panels and sell them raw to distributers or contractors at significantly lower costs as they are no longer providing unique solutions to mass timber projects. Manufacturers will be able to maximize production runs by standardizing products and sizes into larger production runs. There would be regional warehouses or distributors where mass timber panels of various thicknesses are stored and inventoried.

Regional secondary manufacturers would have CNC machines in which they can quote mass timber projects in their area to engineers and architects. Projects timelines would not need to fit into manufacturers schedules. Logistics, in this case, are easier because the unique panels can be made much closer to the job site, instead of shipping panels across the country in specified order. The current supply chain is not destroyed in this scenario, it simply enjoys a new product to manage. This type of market is a huge leap of faith for those willing to make the investment in CNC equipment and develop design teams, but the risk should have rewards. Everyone’s place and occupation are maintained, if it adds value to the project. The beauty of the mass timber market is that regardless of which scenario it follows, mass timber will grow and develop into a sustainable, desirable building choice due to the environmental, aesthetic and cost effectiveness of the products. Mass timber will continue to change the way we build structures, but the speed of change is dependent upon the boldness and innovation of those who want to be a part of it. – Tyler Freres is vice president of sales for Freres Lumber Co., Lyons, Or. (www. frereslumber.com).

FRERES LUMBER, under Tyler and Kyle Freres, has pioneered the Mass Plywood Panel. July 2019

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EWP & Mass Timber By Joe Elling, APA

Home affordability remains a challenge to housing market here are some good reasons to be confident about the housing market these days. The U.S. and Canadian economies are at full employment, and the Fed is taking a measured approach to interest rate hikes. Overall, rates are down over last year. However, there are still some challenges to keep in mind. Affordability remains a massive issue, especially for entry-level buyers. Several factors are driving the affordability crisis. First, building lots are in short supply, driving the cost per lot higher. Increased building fees from municipalities tack on even more expense. Most of the growth in the last decade has been in urban areas, putting pressure on local governments to keep up with infrastructure and allay concerns from residents over the changing character of once-small cities and towns. All of these factors result in fewer entry-level homes available, and at higher prices. Home builders are struggling to find enough workers to meet demand. Housing starts were 1.25 million in 2018. In a recent survey by the NAHB (National Association of Homebuilders), 80% of builders reported that securing labor is their biggest concern. Having to pay more to get labor to the site is also having an upward impact on home price. Accounting for household growth of 1.3 million and replacement of units destroyed by disaster or demolition totaling roughly 200,000, on average, the demand for new units is estimated at 1.5 million for 2018. This means that starts fell short of demand, which has been the case for the last three years. This also helps to explain the upwards pressure on home prices and rents for apartments. Builders are responding to the affordability and labor challenges by building slightly smaller homes, bringing down the price especially in the entry-level market. Many builders are also seeking out ways to increase productivity on the jobsite. However, the time and expense of having to train new workers is draining productivity at least in the short term.

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The next generation of homebuyers, the Millennials, have some barriers of their own in entering the market. According to a recent survey by Apartment List, 60% of renters who potentially could be first-time homebuyers report the down payment as being the biggest obstacle to home ownership. High student debt is a factor for many that is making it more challenging to save for the down payment. Bad credit was said to be the second biggest obstacle. Among those who have student debt but did not graduate, the default rate is above 20%, according to the U.S. Treasury. For graduates, the default rate drops to just below 10%. The credit score impact for those defaults is another barrier to qualify for a mortgage. For a number of reasons, the Millennials are delaying marriage, or some may be choosing not to remain single. From 2000 to 2017, the number of households where the age of the household head was 25 to 34 years-old increased from 18.2 million to 19.7 million. However, the number of married couples fell from 9.0 million to 7.9 million, according to Census Bureau estimates. The decline in the number of married couples negatively affects the ownership rate in the age group because it typically takes two incomes to afford to buy a home or condominium. Adverse weather at the start of 2019 held down construction more so than what normally occurs. New home sales showed more life in the first quarter compared to the falloff that occurred in the fourth quarter of 2018, when the rate on a 30-year fixed-rate was in the 5% range. The supply-side constraints are expected to hinder construction activity in the second half of 2019, suggesting the housing starts in the U.S. in 2019 are expected to be near 1.25 million units, unchanged from 2018. â&#x20AC;&#x201C; Joe Elling is director-market research for APAâ&#x20AC;&#x201C;The Engineered Wood Association, Tacoma, Wa. (apawood.com).

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July 2019

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Length

6x6

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(actual 5-1/2” x 5-1/2”) (actual 7-1/4” x 7-1/4”)

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EWP & Mass Timber By Bill Parsons, WoodWorks

THE EIGHT-STORY Carbon12 in Portland, Or., includes a glulam post-and-beam frame and CLT floors and ceilings. (Photo by Andrew Pogue)

Establishing mass timber as a viable structural solution ass timber is a fascinating study in U.S. market development. First came awareness that other countries were successfully using innovative wood products in high-rises and other atypical building applications. Because of the unique structural and fire-resistance characteristics of large, solid wood members, these products could be left exposed, creating tremendous design potential—along with the possibility of premium lease rates and coveted tenants—which didn’t go unnoticed by North American building designers. Early supporters of mass timber welcomed a sustainable, carbon-friendly addition to the mix of structural solutions for a broader range of building types. Governments in particular appreciated that mass timber can be made from smaller diameter trees and trees impacted by insects and disease, because this could help incentivize forest thinning and reduce the risk of wildfires. Mass timber manufacturing also requires skilled workers, so a robust sector would translate to well-paying jobs and stronger rural economies. Looking at the trajectory, it seems fair to say the growing use of cross-laminated timber in Europe, especially in buildings taller than eight stories, was largely responsible for establishing “mass timber” in the North American lexicon—even though products such as glued-laminated timber and nail-laminated timber had been around for decades. In a relatively short timeframe, there came an abundance of research and testing (it helped that Europe had a long history of performance to learn and draw from), code committees, education, and technical resources. Organizations like the USDA Forest Service and Softwood Lumber

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July 2019

Board invested in initiatives such as the U.S. Tall Wood Building Prize Competition. Architect Michael Green gave a TED Talk on wood high-rises as a carbon mitigation tool. Projects were built, companies invested in manufacturing, and North American mass timber products are now readily available across the U.S.

Fast Forward to More Than 500 Projects

The program I work with, WoodWorks, provides education and free technical support related to the design, engineering and construction of commercial and multi-family wood buildings, including mass timber, so we’ve seen the trend up close. In 2011, the first commercial CLT building was constructed in the U.S. The product came from Europe, which made sense; at the time, Europe had more than 20 years of CLT history and North America’s was just beginning. In 2015, WoodWorks technical staff supported a handful of buildings where the developer, architect or engineer had an interest in using mass or heavy timber—but we could see momentum building. In 2017, we assisted on 158 of these projects. Last year it was 219. We also track projects not supported by our technical team. As of March 31, 2019, 545 mass timber buildings were complete or in design in the commercial, multi-family and institutional categories across the U.S.

Safety & Performance

Mass timber would not have made inroads as quickly as it has without demonstrable performance. Among the examples, fire testing has been performed at a compoBuilding-Products.com

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nent level and an assembly level as required by code, and at the full-building scale—which is well beyond code requirements. Seismic testing has been performed at several universities. WoodWorks publishes inventories of fire resistance-tested and acoustically-tested assemblies. The Think Wood Research Library includes more than 1,600 research reports, academic journals, and conference proceedings, as well as a progress report on research underway. By demonstrating the safety and performance of mass timber products, this wealth of evidence is at the heart of code changes and government policies that are helping to facilitate the use of mass timber for projects once unavailable to wood. CLT that complies with the ANSI/APA PRG-320: Standard for Performance-Rated CLT was recognized in the 2015 International Building Code (IBC). In 2016, the ICC appointed a committee of building officials, fire officials, architects, fire protection engineers, and industry experts to examine and propose code requirements for tall wood buildings. The proposals were formally approved this year, and the 2021 IBC will prescriptively allow mass timber buildings up to 18 stories. In the meantime, Oregon approved the proposals under its Statewide Alternate Method, and Washington is poised to follow suit.

Education & Resources

There is a synergistic relationship between the design and building community’s interest in developing mass

WOODWORKS publishes a quarterly map showing mass timber projects completed or in design across the U.S. Visit www.woodworks.org/publications-media/building-trends-mass-timber.

timber expertise and the availability of education and resources to do so. The result is a growing number of professionals who understand the nuances of mass timber building design. Since 2013, WoodWorks has offered 500+ mass timber education events, including national CLT and tall wood symposiums, the International Mass Timber Conference (co-produced with the Forest Business Network), webinars, workshops, lunch seminars, and lunch-&-learns presented in-house to design teams. We have provided more than 50,000 tall wood and mass timber education hours to over 30,000 design and building professionals. Recently, we sought to fill an edu-

New in Mass Timber: MLT The latest innovation in mass timber starts with the smallest of timbers—much of it from stands devastated by forest fires and pine beetles—to create MLT, the Multi Laminated Timber. The process, pioneered by British Columbia’s C&C Wood Products, consists of building up the small pieces of timber through fingerjointing, edgegluing and face lamination, resulting in laminated beams well suited for the construction of single-family, multi-family, or mid-rise office buildings. The beams, which range from 4x4 to as large as 12x20x20 and are ANSI certified by TPI, meet tra-

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ditional building standards for fire resistance, earthquake resistance, and wind resistance.

July 2019

cation gap at the construction level by offering mass timber installer training in partnership with the Chicago Regional Council of Carpenters Apprentice & Training Program— an effort that will soon expand to cover non-union installers, as well as pre-construction and project management training. Contractors who receive training through these and other workshops will qualify to have their skills and projects promoted via our Professional Affiliate Program.

A Viable Structural Solution

Until recently, the teams designing and constructing mass timber buildings have been comprised of early adopters. Inspired by the possibilities, these professionals challenged standard practices to explore the structural and creative potential of a new class of products. The results have been profound. In eight years, the U.S. has gone from its first commercial CLT project (a two-story building in Montana) to prescriptively allowing wood buildings up to 18 stories in the next IBC. Mass timber has become a viable structural solution—on its own or in combination with other materials—for projects where wood hasn’t typically been used, and education and resources are available to any developer or designer who wants to pursue this option. – Bill Parsons is a California-licensed professional engineer and vice president-operations of WoodWorks. He can be reached at bill.parsons@woodworks.org.

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EWP & Mass Timber By Warren Hamrick, APA

Don’t trust your job to inferior panels mported plywood panels continue to appear in U.S. markets from Brazil, China and other countries. Many of these panels bear trademarks that state compliance with U.S. Voluntary Product Standard PS 1, Structural Plywood. However, tests on Brazilian panels conducted at APA – The Engineered Wood Association in 2017 and 2018 indicated that these panels might not meet the all prescribed requirements of the designated species grouping or the referenced Span Rating for roof sheathing as defined in the standard. Structural softwood plywood panels from Brazil into the U.S. totaled 721 million ft. in 2017. Generally, these panels were manufactured using veneers of wood species grown outside of North America. Many imported panels never undergo product qualification testing. Without such tests, it is impossible to determine how the panel will perform for the intended use. As an internationally accredited testing laboratory, product certification organization, and independent product inspection agency, APA conducted a series of tests on nine sets of Brazilian plywood imported from seven manufacturers. The tests were completed at the APA research center in Tacoma, Wa., from July 2017 to April 2018. The plywood panels were sampled from multiple distribution yards in the United States. All panels tested were trademarked as PS 1 Structural Plywood. The tested plywood failed to meet the PS 1 bending stiffness requirements for Group 1 by a margin of 23% to 55%. For Span-Rated plywood sheathing, the tested plywood failed to meet the required 0.2-inch deflection criterion for roof-48 Span-Rated panels at 35 psf by a margin of 15% to 41%. Previously, APA conducted tests on imported hardwood plywood panels from China and Brazil up against the PS 1 in 2007. Test results indicated inferior mechanical and connection properties, severe failure to bond durability, and only one tested sample had met the formaldehyde limits

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July 2019

imposed by the California Air Resources Board when compared to domestic plywood certified to PS 1. Failure of these imported panels on the job site could costs thousands of dollars in lost time, wages and materials. Safeguard your project by using materials you can rely on. By specifying APA-rated panels for your building needs, you can count on a quality product that works as hard as you do. The APA Mark of Quality ensures that your engineered wood purchase is of the highest possible product quality. APA’s trademark appears only on products manufactured by member mills and is the manufacturer’s assurance that the product conforms to the standard shown on the trademark. APA has an extensive history in building codes and standards development activities. These standards are internationally recognized and time-tested. Voluntary Product Standard PS 1-09, Structural Plywood, Form L870, and Voluntary Product Standard PS 2-18, Performance Standard for Wood Structural Panels, Form S350, provide requirements for producing, marketing and specifying structural plywood, overlaid panels and oriented strand board (OSB) for construction and industrial uses. APA-trademarked panels are manufactured under the most stringent, state-of-the-art quality assurance programs in North America, the APA Quality Services programs. Panels are available through a nationwide distribution network to ensure a consistent supply. Approximately 100 mills in North American manufacture these panels while hundreds of distribution centers throughout the continent inventory a wide selection of these products. Panels are available in a variety of surfaces and sizes to suit your job needs. To find an APA member manufacturer, please visit www.apawood.org/manufacturer-directory. – Warren Hamrick is a Newton, N.C.-based engineered wood specialist for APA. Building-Products.com

EWP & Mass Timber By Matt Brown, APA

Performance path to energy code compliance offers flexibility, savings s codes continue to require greater energy efficiency in residential construction, builders also have more options for compliance. Recent versions of the International Energy Conservation Code (IECC) allow builders to meet code using either the prescriptive path or either of two performance paths, the Energy Ratings Index (ERI) or the Simulated Performance path. The prescriptive path requires that each component meet a specific R-value or U-value found in the code tables. It outlines exactly how to build the thermal envelope of the home without providing flexibility for alternatives to lower assembly cost. The performance paths use energy modeling to demonstrate the building as a whole uses equal or less energy than a home built to the traditional prescriptive path. The performance path provides builders with flexibility in construction, allowing them to save money, use many traditional building methods and meet todayâ&#x20AC;&#x2122;s strict energy codes while maintaining code-compliant structural performance. Both paths use software that compares a proposed design with the reference design (what the code requires). While there are minimum envelope insulation levels mandated, the simulated performance path allows the builder to include other elements such as air leakage and ductwork tightness, favorable orientation and radiant barrier sheathing in the calculation. The ERI path software calculates the energy use of a home based on all elements listed above as well as water heating, lighting and appliances. The ERI path can also include renewable

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onsite energy to be accounted for in the score. Both options allow the builder to take construction cost into account and allow builders and homeowners to choose which options to use in order to meet or exceed the energy savings in the reference house. The beauty of the performance path is that you can customize it according

July 2019

to climate. For example, in warm climates, builders may want to put more focus on methods that help keep a home cool, like radiant barrier roof sheathing, better air sealing and energy efficient windows. In colder climates, builders may choose to move ductwork into the building envelope for greater heat retention. By evaluating the energy conBuilding-Products.com

sumption of the entire home, both the builder and the homebuyer can make choices that address their specific needs. That’s where flexibility can pay off. Builders want to know how they can meet increasing code requirements for energy-efficiency while keeping building costs under control. Also known as value engineering, the performance path allows builders to save as much as $1,700 over prescriptive path, according to a 2013 study by Leading Builders of America. The ERI performance path includes many options to meet the home’s Energy Rating Index (ERI), which factors in all energy use in a home, including appliances and lighting, while the more traditional simulated performance path alternative only evaluates heating and cooling. A home scored according to the ERI also allows credit for advanced heating and cooling equipment and may allow credit for renewable energy sources like solar panels. The lower the energy rating of a home, the more efficient it is. Here are five options for builders to consider in order to meet a home’s energy code requirements: • Sheathing homes with continuous wood structural panels can reduce building material and labor costs while providing structurally sound, energy efficient homes. For example, in climate zones 2 through 5, builders can frame 2x4 walls with plywood and OSB sheathing, ensuring structural integrity, meeting energy codes and reducing costs over foam sheathing. In every climate zone, performance-based compliance offers a cavity-insulation solution. • Burying ductwork in insulation provides builders flexibility in design while helping homeowners reduce energy bills. Making sure ducts are insulated and sealed

well around vents ensures that the air coming through your HVAC system goes where it’s intended. • Using high-performance heating and cooling equipment results in overall energy savings. Approximately 43% of utility bills cover heating and cooling, generally more than any other system in the home, according to the U.S. Department of Energy. • Installing energy-efficient windows can cut down on heating and cooling losses with the added benefit of reducing glare and noise. The U.S. Department of Energy estimates that homeowners can save between 7% and 24% of a house’s heating and air-conditioning costs with more efficient windows. • Replacing incandescent light bulbs with compact fluorescent light (CFL) or light-emitting diode (LED) bulbs can save energy and replacement costs over time. If every household replaced just one light bulb with a CFL bulb, according to the U.S. Department of Energy, America could save enough energy to light almost 3 million homes. Overall, the above options are all simple changes. The impact they can have on the comfort and efficiency of a home can be significant. As codes continue to focus on efficiency, and buyers seek out homes built with the environment in mind, the performance path is a strong way to satisfy expectations while controlling costs. For more info on the performance path or to download The Performance Path to Energy Code to Compliance (Form R505), visit www.apawood.org/energy-efficiency. – Matt Brown is Midwest engineered wood specialist for APA– The Engineered Wood Association, Tacoma, Wa. (apawood.com).

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EWP & Mass Timber By Chanel Studebaker, APA

Did you know?

The benefits of wood structural panel sheathing ood structural panel sheathing is a cost-effective and multi-solution product that addresses many of buildersâ&#x20AC;&#x2122; biggest challenges. Communities need housing that will better withstand increasingly violent weather. Builders want economical products and techniques that can be learned quickly. More and more, homeowners seek green and energy-efficient homes. Sheathing with wood panels accomplishes all of these requirements and more.

Resilience

The overall strength of a building is the function of all the componentsâ&#x20AC;&#x201D;walls, floors, roof and foundationâ&#x20AC;&#x201D; working together as a unit. When an earthquake or high wind strikes the house, the walls and roof bear the brunt of these forces. A fully sheathed wall of plywood or OSB, properly connected to the foundation below and roof above, is a strong barrier that resists the persistent forces of wind and earthquakes. Laboratory tests and field evaluations show that sheathing with plywood or OSB can help make a house two to three times more able to withstand high winds and earthquakes.

Wall Bracing

While wall bracing is one of the most important structural elements of any house, it can also be one of the most confusing. The International Residential Code (IRC) defines 16 bracing methods and defines minimum widths for wall bracing segments based on the construction material and type of bracing method. Keep it simple with fully sheathed wood panel walls. Wood structural panel sheathing is the only IRC-approved way to reduce the width of bracing segments to as little as 16 inches. Fully sheathing with wood structural panels results in a rigid, boxlike structure with strong, resilient, IRC-compliant walls.

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July 2019

Advanced Framing

Advanced framing, also known as optimum value engineering, is a system of construction framing techniques designed to optimize material use and increase energy efficiency. The advanced framing method, combined with continuous wood structural panel sheathing, delivers builders a cost-effective framing system that will produce more energy-efficient homes without compromising the strength or durability of the structure. These key advantages of advanced framing help produce energy-efficient, structurally sound homes with lower material and labor costs than conventionally framed houses.

Insulation Options

The rigid base wood structural panel sheathing offers allows for high-density insulation options. Wood structural panel sheathing maintains the structural durability of the home and allows walls to be insulated to higher R-values, resulting in high strength wall systems that are cost effective and contractor friendly. OSB and plywood structural panel sheathing provide a solid backing for spray-in-place cellulose, fiberglass and mineral wool insulations, which can provide high R-values. Spray foam is also available in high R-value and can also be used to reduce overall air leakage.

Raised-Heel Trusses

When used in combination with wood structural panel sheathing, raised heel trusses deliver cost-effective energy performance. Framing with raised-heel trusses and continuously sheathing exterior walls improves structural and energy performance and offers savings to both builder and homeowner. Raised-heel trusses are easy to build and installed the same way as a regular truss, so no special tools Building-Products.com

or know-how are required. Overlapping heels of trusses with the sheathing can eliminate code-required blocking, saving time and money. Because raised-heel trusses do not compress attic insulation, energy code allows you to use less insulation. Improved ceiling insulation eliminates cold spots and results in a more stable home temperature. Some builders see HERS scores four to six points lower in homes built with these trusses.

Energy Code

When new energy codes are introduced, the biggest concern for builders is often the cost impact of any changes. Wall assemblies made with wood structural panel sheathing feature improved wall thermal performance that helps meet these energy code requirements. Using a performance approach to code compliance lends maximum flexibility to meet or exceed the energy code in the most cost-effective manner. The Performance Path to Energy Code Compliance, Form R505, from APA – The Engineered Wood Association offers an introduction to two of the most cost-effective ways to comply with the International Energy Conservation Code. The Simulated Performance Alternative (performance) and Energy Rating Index (ERI) compliance paths allow builders to value-engineer energy efficiency by viewing the entire home as a system, getting more bang for the buck by trading out high-cost building assemblies for less expensive, energy-efficient assemblies and systems elsewhere in the building.

Air Barrier

According to the U.S Department of Energy, as much as 30% of a home’s energy use can come from air leakage. Plywood and OSB sheathing of 3/8” category or thicker are both code-recognized air barrier materials that deliver solid performance for tighter, more energy-efficient homes.

Simplify Siding & Trim

Walls continuously sheathed in plywood or OSB provide an excellent nail base for brick ties, siding and trim. In typical construction, siding, trim and brick ties are attached to framing members. According to the code, they can also be attached directly to nail-base structural sheathing when the correct fastening method is used. Using nail-base sheathing eliminates the need to install additional wall studs, saving time and materials.

Sustainability

Wood is a renewable crop, and the engineered wood manufacturing process uses smaller trees from well-managed forests, saving old growth for future generations. Healthy regenerating forests help to absorb greenhouse gases, reducing pollution. In addition, wood uses less energy to produce than steel or concrete and sequesters the carbon it removes from the environment. – Chanel Studebaker is a marketing specialist with APA–The Engineered Wood Association, Tacoma, Wa. (apawood.com).

• APA trademarked product promotion • Quality assurance • Technical and educational support

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For over 85 years, APA has focused on helping the industry create structural wood products of exceptional strength, versatility and reliability.

Tap into APA’s extensive knowledge and resources at: www.apawood.org July 2019

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MOVERS & Shakers Ben Cassinerio, founder, Diablo Timber, American Canyon, Ca., has retired and relocated to Virginia. Matt Trullinger, ex-Nusku Partners, is new to Diabloâ&#x20AC;&#x2122;s outside sales team. Carlos Andrade was named general mgr. of the Ace Hardware in South Pasadena, Ca., which opens early this month in the former Orchard Supply Hardware. Steve Wilken has been appointed general mgr. of the just-opened Westlake Ace Hardware in Woodland, Ca., also replacing an OSH.

Rick Whitmore has joined Roseburg, Springfield, Or., as director of supply chain & logistics. Katie Domenico, ex-SRS Distribution, has been appointed Denver, Co.-based VP of strategic accounts for Henry Co., El Segundo, Ca. Charles Demeter is the new branch mgr. of Allied Building Products, Prescott, Az. Robert Peay has been named chief financial officer for Cali Bamboo, San Diego, Ca. Alexandra Gerritsen, VP of customer experience & transformation, won the Top Tech Award from the San Diego Business Journal. Heidi Brock, current head of the Aluminum Association, will become president and CEO of the American Forest & Paper Association, Washington, D.C. She will succeed Donna Harman, who is retiring after 12 years at the helm. Norma Lee Lucid is pulling all-nighters at Mungus Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

AZEK Opens Recycling Plant

MARTIN SUSTAINABLE Resources chairman Jonathan E. Martin served as keynote speaker for Louisiana Collegeâ&#x20AC;&#x2122;s 164th commencement on May 4. In recognition for his service to the college and the community as a whole, Martin was presented an honorary doctorate at graduation. (Photo at right by Grace Miller, Louisiana College)

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July 2019

AZEK Building Products has unveiled a new 100,000sq. ft. green recycling plant in Wilmington, Oh. The facility accepts post-consumer and post-industrial recycled polyethylene materials from recyclers, waste management companies, and municipalities for reprocessing into multiple product lines including TimberTech deck boards and Vycom sheet products. More than 55 million lbs. of plastic is expected to be recycled this summer alone.

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NEW Products

A New Kind of Blade

Ignite cladding by Thermory offers the realistic look of charred wood, without the flames. Mimicking the traditonal appearance of shou sugi ban, it creates its signature dragon scale pattern by embossing, brushing and tinting thermally modified Scots pine. Thermal modification provides consistent rot resistance to the core and a consistent appearance from batch to batch.

Diablo has introduced the first full-range line of carbide reciprocating saw blades that expands the applications for reciprocating saws. The line consists of six application-specific, radical carbide-reciprocating blades, each designed to solve real end-user problems. The blades are individually designed and engineered for specific cutting applications ranging from clean or nail-embedded wood, general purpose wood and metal to all thicknesses of metals such as rebar, stainless steel, and cast iron.

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Charred-Look Cladding

Expanded Protection Huber Engineered Woods is expanding its line of ZIP System sealing solutions and enhanced flashing tape performance with the immediate availability of six new ZIP System flashing and stretch tapes. With more tape options for new widths and lengths, the tapesâ&#x20AC;&#x2122; formula is designed to provide even stronger performance in a broader range of temperatures. n HUBERWOOD.COM (800) 933-9220

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July 2019

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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*.

Frame Systems for Narrow Building The Strong-Wall site-built portal frame system from Simpson Strong-Tie provides designers, engineers, and builders in prescriptive markets with an easy way to meet code-defined wood wall-bracing requirements when building narrow wall widths. Simple and quick to install, the PFS provides builders with a cost-effective alternative to IRC braced-wall solutions. n STRONGTIE.COM (800) 999-5099

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

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

Choose Your Color ProVia is now offering the Grout Color Visualizer, a new online tool that takes the stress and guesswork out of selecting profiles and grout colors for manufactured stone. The Grout Color Visualizer is easy to use. Dealers can bookmark the page on the ProVia website, or, for an enhanced experience, use it on the ProVia App for iPad. n PROVIA.COM (800) 669-4711 Building-Products.com

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July 2019

Subtle Ceiling Lights

Etch by Amerlux is a 2’x2’ recessed panel designed to create dynamic lighting compositions across a ceiling. The new ceiling panels present a clean aesthetic with evenly lit, premium LEDs, bathing open spaces with smooth, ambient light. They deliver a sense of architectural style to an area, unlike traditional drop-ins that look and feel like commodity-grade products. n AMERLUX.COM (973) 882-5010

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Tenacious Hole Saws

Spyder Products’ new Tarantula line of carbide-tipped hole saws reportedly are up to 10 times faster and provide up to 50 times more cuts than standard bi-metal hole saws. Their carbide-tipped teeth allow users to make clean cuts through even the toughest materials, including stainless steel, steel, cast iron, nail-embedded wood, and fiber cement. Their Rapid Core Eject arbor system ejects cores instantly, without the need for tools. Simply push the button, slide the hole saw assembly back toward the drill, and pull the core free.

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Shorter Fiber Cement Nichiha is now offering its VintageWood fiber-cement siding in a shorter panel size. The new 17-7/8”-by-71-9/16” VintageWood 1818 panels allow architects and designers to stagger panels horizontally to create organic architectural looks. VintageWood offers the rich, warm look of wood minus the hassles of real wood cladding. n NICHIHA.COM (866) 424-4421 Building-Products.com

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Michael Parrella – x15 • Vince Galloway – x19 Janet Pimentel – x23

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PCBC makes its mark THE MOSCONE CENTER in San Francisco, Ca., was packed with LBM professionals who made the trip to experience the future of home building and residential construction at PCBC May 30-31. Colorful, creative booths from the likes of [1] Simpson Strong-Tie and [2] BamCore decorated PCBCâ&#x20AC;&#x2122;s tradeshow floor. [3] A keynote speech that focused on leadership was delivered by explorer and mountaineer Alison Levine. [4] Kayla Boyce,

Scott Johnson, DeeDee Graham. [5] Barbara Stewart, Todd Schoffstoll. [6] Jim Solic, Brent Gwatney, Chris Myers. [7] Denise Bough, Dave Graham, Leigh-Anne Magin. [8] Craig Combs, Chris Wischmann. [9] Steve Mitchell, Chris Fox. [10] James Gunning, Greg Reed, Bryve Miller. [11] Carol & Morris Carey. [12] Jay Penney, Jay Poulin, Kevin Brennan. [13] Dillon Cole, Tyson Cartwright. [14] Greg Stout, Dan Hourihan. [15] Matthew Roark. [16] John

Morrison, Mark Westlake, Chase Morrison. [17] Britt Bloodworth, John Copenhauer, Don Getts, Dale Miles. [18] Tim Farrell. (More photos on next page)

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PCBC

MORE PCBC exhibitors (continued from previous page): [19] Steve Osterman, Argen Veltman. [20] Brett Kelly. [21] Sam Patti, Charlie Jorardain. [22] Chuck Casey, Ken Goodnough. [23] Kim Pohl, Jody Bays. [24] Brian Meaker, Michael McInnes. [25] Cami Waner, Brett Bleichtrodt, Ryan Smith, Cherida Smith, Larry Broadfoot, Brian Hurdle. [26] Javier Hernandez, Christian Aguirre. [27] Mike Pidlisecky, Amy Malcolmson, Carl Christoferson. [28] Jacqueline Bishop, Julie Infante, Doreen Bouvier. Building-Products.com

40 [29] Randy Robins. [30] John Meany, Gene Fitzpatrick. [31] Cathy Scarince, Ron Nuttall. [32] Dave McKee, Chris Barentsen. [33] Steve Brown, Tim Hummel. [34] Laura Register, Mitch Johnson, Noura Trujllo. [35] Dean Kerstetter, Jessica Hewitt. [36] Jim Benson, John Gavin, Chris Marshall. [37] Brett Katsikas, Mike Gregory. [38] Bil Woodford, Tess Lindsey. [39] Derrick Dinelli, Justin Boler, Tom McClain. [40] Tara Murray, Chris Benoit. July 2019

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Photos by The Merchant Magazine

SoCal golf for the Warriors

SOUTHERN CALIFORNIA Hoo-Hoo Club’s 13th annual Don Gregson Memorial golf tournament on June 7 was a rousing success as members welcomed U.S. Marine guests from the Wounded Warrior Battalion. [1] Mo Shearer, Chris McDonough. [2] Garrett Backstrom, Jonathan Shelton, Kevin Munsey. [3] Pat McCumber, Michelle Chase, Raymon Johnson, Mario Barajas. [4] Andy Crall, Mike Nicholson, Mingo Franco, Carlton Jennings. [5] Michael Ochoa, Mark Rushlow, Patrick Adams,

13 Eric Waterman. [6] Kevin Witt, Jimbo Williamson. [7] Zach Lampe, John Triplett, Tin Oo. [8] Edgar Massoletti, Jeremiah Pauley. [9] Rich Geary, Joseph McCormick. [10] Ed Miron, Ron Collins. [11] Wes Troy, John Eversoll, Jared Stampler. [12] Dean Swank, Ric Babcock. [13] Ernie Hooke, Dwight Miley, Chad Wilson, Eli Martinet. (More photos on next 3 pages)

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July 2019

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GOLF EVENT (continued from previous page) was held at Los Serranos Golf Course, Chino, Ca.: [14] Bert McKee, Mike Garrity. [15] Todd Mumby, Joe Allotta. [16] Scott Whittman, Matt Manke. [17] Jeff Green, Rob Keyes, Jeff Won. [18] Ethan Olson, Tim Lenahan, Mike Solomon, Aaron Castaneda. [19] Joseph Montoya. [20] Greg Grover, Steve Nicholson, David Ujihara, John Penland. [21] Kristopher Carpenter, Ken Carpenter. [22] Jim Gregson, Brett Gregson. [23] J.P. Hutton, Jay Gregson, Blake Ghauami, Guy Hargreaves. [24] Louanne McCumber, Betsy Bendix. [25] Building-Products.com

Photos by The Merchant Magazine

GOLF FOR THE WARRIORS

Pat McDonald, Sean Horan II, Sean Horan. [26] Scott Fisher, Jon Muller, Brent Morehouse, Paul Mottram. [27] Ed Russell, Barry Love, Peter Howe. [28] Robby Ligtermoet, Chase Roman. [29] Sean Cummings, Pat Woolstenhulme. [30] Paul Corso, Terry Rasmussen. [31] Dan Henninger, Troy Bailey. [32] Ryan Augustine, Jose Covarrubias. [33] Carl Henoch, Byron Grabinger, Jim Gaither, Alan Arbiso. [34] Scott Lawrence, Brian Callaway. [35] Matt Norlander, Darren Plehn, Ricky Hamm, Troy Huff. (More photos on next 2 pages) July 2019

The Merchant Magazine n

GOLF FOR THE WARRIORS Photos by The Merchant Magazine

HOO-HOO GOLF (continued from previous two pages): [36] Ian Susa, Keith Hitchcock, Jaeson Fikse, Deon DeFord. [37] Philip Teders, Aaron Serrano. [38] Miguel Hernandez, Mark Huff. [39] Joe DeRoest, Greg Scott. [40] Steven Olson, Sean Obannon, Roy Rouse, Sanjeev Kumar. [41] Daniel Hines, James Lavitola. [42] Frank Gonzalez, Craig Larson. [43] Ron Hillman, Oscar Marin. [44] Jake Hexberg, Chris Skibba. [45] Jeff Donahoo, Greg “Hex” Hexberg. [46] Gigi Horan, Kevin McQuhae. [47] Jon Hagen, Danny Andrea, Ryan Rearson, Rick Deen. [48] Steven

The Merchant Magazine n

July 2019

Barraza, Kyle Wootten. [49] Carlos Diaz, Vincent Arenas. [50] Bill Gaita, Carl Reynolds. [51] David Rodriguez, Marwan Salem, Erik Noguera, Carl Suderman. [52] Kamal Hindi, Melanie Hindi, Kamal Hindi, Louie Mendez. [53] James Wang, Linda Yang. [54] Ray Gonzalez, Marc Greene. [55] Tom Scott, Cory Johnson. [56] Chad Butcher, John Dolan. [57] Bob Nagle, Rick Harbo. [58] Danny Sosa, J.T. Nagle. [59] Todd Miller, Ken Bowles. [60] Jason Croy, Paul Albrecht. (More photos on next page) Building-Products.com

Photos by The Merchant Magazine

GOLF FOR THE WARRIORS

 ROUGH TIMBERS  UTILITY POLES 72 MORE GOLF (continued from previous three pages): [61] Phil Dyzanis, Chris Johnson, Ryan Lauterborn, Dan May. [62] Mark McDermott, Jamie Gordon, David Tait. [63] Larry Christensen, Brian Willington. [64] Darrell Bustamante, Todd Pollard, Jim Nicodemus, Tim Farnell. [65] John Forest, Craig Crafton, John Assman, Bob Manson. [66] John Fuelling, Will Fuelling. [67] Frank Huert, Al Reed. [68] Cipi Covarrubias, Joe Lozano. [69] Vic Leader, Mitch Callaway. [70] Ruben Cervantes, Chris Lares, Jorge Godoy, Dylan Rudoll. [71] Rene Coria, Patrick Garthwaite, Chris Covwenber, Jon Gauger. [72] James Kanelos, Mike Joe, John Triplett. Building-Products.com

 PRESSURE TREATED LUMBER  FIRE RETARDANT TREATED LUMBER AND PLYWOOD

July 2019

The Merchant Magazine n

ASSOCIATION Update Western Building Materials Association will hold a mid-year meeting July 23 in Seattle, Wa. The following week the association will host a Group 3 roundtable July 28-29 in Ketchikan, Ak. West Coast Lumber & Building Material Association’s 2nd Growth summer conference is rapidly approaching on July 18-19 at Omni Rancho Las Palmas Resort & Spa in Rancho Mirage, Ca. Dan Miller will deliver a presentation titled “How to Be a Happy Healthy Human by Following Nature’s Rules.” Members will also compete in a trivia contest regarding all things related to lumber and building materials and forest history. Mountain States Lumber & Building Material Dealers Association members are invited to attend Northwestern Lumber Association’s Heritage Roundtable July 22-25 at The Lodge at Deadwood, Deadwood, S.D. The gathering provides two to three days to concentrate on business

The Merchant Magazine n

growth without distractions, while having conversations about operations, challenges and future plans. MSLBMDA’s yearly Front Range Golf Tournament gets underway July 10 at the Fossil Trace Golf Club, Golden, Co. Western Hardwood Association wants you to save the date for its annual convention Sept. 11-12 in Portland, Or. Los Angeles Hardwood Lumberman’s Club is reminding members of its upcoming meet up in Newport Beach, Ca., for a Duffy cruise on July 13. Umpqua Valley Lumber Association is putting out the invites for its annual Mill Week of plant tours and customer appreciation activities Aug. 6-9 in the Roseburg, Or., area. North American Wholesale Lumber Association is hosting a Wood Basics Course at Oregon State University, Corvallis, Or., Sept. 9-13.

July 2019

The program will cover a range of topics such as negotiations training, product segmentation price & cost trends, logistics & transportation and forest management & operations. Wood Moulding & Millwork Producers Association is partnering for the first time with the Wood Component Manufacturers Association to combine their fall events. The conference and plant tours will be held Sept. 22-25 in New Orleans, La. Tacoma-Olympia Hoo-Hoo Club will hold its next board meeting July 17 in Tacoma, Wa., followed by its annual picnic Aug. 3 in Gig Harbor, Wa. Southern California Hoo-Hoo Club is planning its annual Ladies Weekend for Aug. 2-3 at the Hilton in Palm Springs, Ca. Black Bart Hoo-Hoo Club will pull the trigger on its annual trap shoot Aug. 9 at the Ukiah Rifle & Pistol Club, Ukiah, Ca.

Building-Products.com

2019

TR ADERS

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EXHIBIT HALL: NOVEMBER 7-8 CONFERENCE: NOVEMBER 6-8 KENTUCKY INTERNATIONAL CONVENTION CENTER LOUISVILLE, KENTUCKY

REGISTRATION OPENS IN JULY

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DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Mountain States Lumber & Building Material Dealers Association – July 10, Front Range Golf Tournament, Fossil Trace Golf Club, Golden, Co.; www.mslbmda.org. Ontario Home & Backyard Show – July 12-14, Ontario Convention Center, Ontario, Ca.; www.homeshowconsultants.com. Los Angeles Hardwood Lumbermens Club – July 13, Duffy cruise, Newport Beach, Ca.; www.lahlc.net. Tacoma-Olympia Hoo-Hoo Club – July 17, board meeting, Tacoma, Wa.; tbilski614@aol.com. AWFS Fair – July 17-20, Las Vegas Convention Center, Las Vegas, Nv.; www.awfsfair.org. West Coast Lumber & Building Material Association – July 18-19, 2nd Growth Summer Conference, Omni Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.; www.lumberassociation.org.

888-807-2580

Fresno Home, Remodeling & Decorating Show – July 19-21, Fresno Fairgrounds, Fresno, Ca.; www.fresnoshows.com.

www.pelicanbayfp.com

Northwestern Lumber Association – July 22-24, heritage roundtable, The Lodge at Deadwood, Rapid City, S.D.; www.nlassn.org.

DISTRIBUTION LOCATIONS Colton / Fontana / Modesto / Salinas / Stockton, CA

Western Building Material Assn. – July 23, mid-year meetings, Seattle, Wa.; July 28-29, roundtable, Ketchikan, Ak.; wbma.org.

Tacoma-Olympia Hoo-Hoo Club – Aug. 3, annual picnic, Gig Harbor, Wa.; tbilski614@aol.com.

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

Umpqua Valley Lumber Association – Aug. 6-9, mill week, Roseburg, Or.; leslies@cdlumber.com.

“Focused on the future with respect for tradition”

Southern California Hoo-Hoo Club – Aug. 2-3, ladies weekend, Hilton Hotel, Palm Springs, Ca.; www.hoohoo117.org.

Black Bart Hoo-Hoo Club – Aug. 9, annual trap shoot, Ukiah Rifle & Pistol Club, Ukiah, Ca.; www.blackbarthoohoo181.org. Big Home Building & Remodeling Show – Aug. 9-11, sponsored by Building Industry Association of Hawaii, Neal S. Blaisdell Center, Honolulu, Hi.; www.biahawaii.org. California State Home & Garden Show – Aug. 16-18, McClellan Conference Center, McClellan Park, Ca.; www.calstateshows.com.

Bend, OR

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

Tacoma-Olympia Hoo-Hoo Club – Aug. 18, board meeting, Tacoma, Wa.; Aug. 20, golf, Orting, Wa.; tbilski614@aol.com. Lumbermens Merchandising Corp. – Aug. 21, LMC Hardware Express, Chicago, Il.; www.lmc.net. Tacoma-Olympia Hoo-Hoo Club – Aug. 21, board meeting, Tacoma, Wa.; tbilski614@aol.com. Orgill – Aug. 22-24, fall dealer market, McCormick Place, Chicago, Il.; www.orgill.com. San Diego Fall Home Show – Aug. 23-25, San Diego Convention Center, San Diego, Ca.; www.homeshowsandiego.com. Ace Hardware – Sept. 6-8, fall convention, Georgia World Congress Center, Atlanta, Ga.; www.myace.com.

Manufacturers of 6 million bd. ft. monthly of • 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs

North American Wholesale Lumber Association – Sept. 9-13, Wood Basics Course, Corvallis, Or.; www.nawla.org.

State-of-the-Art Hewmill & Headrig Mill

Western Hardwood Association – Sept. 11-12, annual convention, Portland, Or.; www.westernhardwood.com.

Contact Sheldon Howell

BC Wood – Sept. 11-13, Whistler, B.C.; www.bcwood.com. Hoo-Hoo International – Sept. 11-15, 127th annual international convention, Whistler, B.C.; www.hoo-hoo.org. American Wood Protection Association – Sept. 15-19, technical/ committee meetings, Anchorage, Ak.; www.awpa.com. Pacific Northwest Association of Rail Shippers – Sept. 18-19, annual meeting, Vancouver, B.C.; www.pnrailshippers.com.

Building-Products.com

(509) 874-1163

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

www.yakama-forest.com

July 2019

The Merchant Magazine n

CLASSIFIED Marketplace

HELP WANTED

Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type. Send ad to Fax 714-486-2745 or dkoenig@526mediagroup.com. Checks payable to 526 Media Group. Deadline: 18th of previous month. Questions? Call (714) 486-2735.

HELP WANTED

FOR SALE

HIGHLAND LUMBER Sales Inc., Anaheim, is looking for an experienced local industrial salesperson. Our custom manufacturing capabilities include Hardwood and Softwood with on-site milling and priming services. We also have an opportunity in Georgia for a salesperson at our distribution warehouse. Generous commission-based compensation including a 401/k match, health care benefits, and a friendly, family-like culture to work with. Please contact Dan LoBue at dlobue@gmail.com or (714) 778-2293.

Is this your copy? Subscribe to

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MERCHANT Magazine info@526mediagroup.com Call (714) 486-2735

CONCRETE FORM FOREMAN position available. Blueprint knowledge and ability to manage people required. To apply please email resume to recruiting10101@gmail.com.

WE ARE A GLOBAL corporation that is rooted in hard-earned success. We serve three major markets: retail, industrial and construction. We are currently recruiting for a couple key account managers in the Southern California region; however, with 100+ locations throughout the U.S. we are always willing to talk. We offer some pretty unique selling points and benefits to set our account managers up for success such as: • In-plant milling – We are your customers one-stop shop • Inventory, Inventory, Oh, and Inventory • Extreme entrepreneurial spirit – Our territories and segments are only limited by your imagination • True expense accounts, our best relationships are built after 5 p.m.! • Generous car allowances •Awesome inside sales support – you get more time to sale and build relationships • Unlimited earning potential If this has piqued your interest at all, I would welcome the opportunity to speak with you via phone at your convenience and answer any questions you might have. I can be reached at (858) 945-6264 or via email kartz@ blackswansearch.com

Online Research Drives Brick-and-Mortar Home Improvement Sales To help people create the home of their dreams, brick-and-mortar home improvement retailers must invest in their websites and web presence. According to the J.D. Power 2019 Home Improvement Retailer Satisfaction Study, 41% of retailer customers research and/or shop online before making an in-store purchase. That same group also spends more on home improvement products than customers who do not conduct online research, yet many home improvement retailer websites don’t measure up to customer expectations. Total sales for home improvement products in 2019 are expected to reach $420 billion, a 5% increase from 2018. “The proliferation of home improvement-related sites, services and tuto-

The Merchant Magazine n

rials on the web creates a complex set of challenges and opportunities for brick-and-mortar home improvement retailers,” said J.D. Powers’ Christina Cooley. “Online retailers do introduce new competition, but when traditional retailers get their online/oﬄine formula right, they are able to really differentiate by offering a level of personalized knowledge and expertise that cannot be replicated in an online-only environment. Many retailers still have work to do, though, when it comes to creating satisfying online experiences.” Other key findings of the study: Web becomes critical conduit to in-store sales: Among all home improvement customers, 41% say they have either researched or shopped online prior to visiting a store. What’s more, customers who shop or research online prior to visiting a retail location spend an average of $620 more per year than those who just visit the store. Retailer websites could learn from social sharing sites: While home improvement retailer sites are the most popular sources of information for online shoppers, overall satisfaction for those who visit a home improvement retailer site is 821 (on a 1,000-point scale), trailing manufacturer sites (832), image/video sharing websites (843) or social networking sites (869). Yes, you may help me: Two minutes is the maximum amount of time for retailers to provide assistance to

July 2019

customers. Unfortunately, retailers are providing assistance within two minutes for just 26% of customers, down two points from last year’s study. Wide variability in staﬀ knowledge: One key differentiator among top-performing retailers is the staff’s ability to explain product features. Study rankings: Ace Hardware and True Value ranked highest in a tie among retailers, with a score of 840, followed by Lowe’s (834), Menards (833), and Home Depot (823).

IN Memoriam John Daniel “Dan” Roads, 64, longtime Arizona lumber buyer and general manager, died April 23 in Tucson, Az., after a battle with Wegner Granulomatosis. After graduating from the University of Arizona, he entered the lumber business, serving as GM and director of procurement for Pacific Forest Products, Georgia-Pacific, Select Build, and Mallco Lumber & Building Materials. J. David “Dave” Lewis, retired Seattle area lumber salesman, passed away May 30. He was 89. After attending the University of Washington and serving as an officer in the U.S. Marine Corps, he began his decades-long industry career, including a stint with Marine Lumber Services. Building-Products.com

California Cascade Building Materials is fully equipped for remanufacturing and distribution. Our state-of-the-art plants are fully equipped with everything needed to complete your order from re-saw, to planing, to moulding, to kiln drying.

ADVERTISERS Index

With more than 20 trucks in our fleet and treating facilities in both Northern and Southern California, California Cascade provides value to your business with prompt, economical and timely delivery.

Redwood Empire www.buyredwood.com

Rosboro www.rosboro.com

Page

We have provided unparalleled service to building products retailers in the Western United States for over 40 years!

APA–The Engineered Wood Association www.apawood.org

California Cascade Industries Hi-bor® Borate Pressure Treated Wood www.californiacascade.com

32-33 NatureWood products are treated with Alkaline Copper Quaternary Compounds. NatureWood® is a registered trademark of Koppers Performance Chemicals Inc. © 1/2017

1/26/17 3:36 PM

Roseburg Forest Products

Advance Guard®www.roseburg.com Borate Pressure Treated Wood

FirePro® Fire Retardant Treated Wood

Customer Satisfaction in All We Do. C&C Resources Providing 47 P.O. Box 75 • McMinnville, OR 97128 • 503-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) 28770 Dike Road • Rainier OR 97048 • 503-556-1297 • Fax: 503-556-1709 www.ccresourcesinc.com

Royal Paciﬁc Industries

* See product warranty for details. Hi-bor, FirePro and Advance Guard treated wood products are produced by independently owned and operated wood treating facilities. Hi-bor®, FirePro ® and Advance Guard® are registered trademarks of Koppers Performance Chemicals Inc. ©1/2019

Capital Lumber Royal Pacific Merchant half page ad 1_19.indd www.capital-lumber.com

Cover III

Seneca 1/21/19 5:53 PM www.senecasawmill.com

DeckExpo www.remodelingdeck.com

Simpson Strong-Tie www.strongtie.com

Fontana Wholesale Lumber www.fontanawholesalelumber.com

Siskiyou Forest Products www.siskiyouforestproducts.com

Gemini Forest Products www.geminiforest.com

Superior Wood Treating www.superiorwoodtreating.com

Grabber Construction Products www.grabberman.com

Swanson Group Sales Co. www.swansongroupinc.com

Thunderbolt Wood Treating www.thunderboltwoodtreating.com

Timber Products Co. www.timberproducts.com

CONNECT. LEARN.

ELEVATE YOUR 13 Hoover Treated Wood Products CRAFT. www.frtw.com

• Connect with thousands of industry participants, experts and influencers

Huff Lumber Co. www.hufﬂumber.net

Jones Wholesale Lumber www.joneswholesale.com

• Experience new cutting edge products & services from hundreds of building product manufacturers • Hands-on training through LIVE Building and Business Clinics • In-depth conference program with 50+ education sessions from 7 new seminar tracks

• New! Financial and Leadership Boot Camps • Enjoy fun networking events and meetups

Let Troy navigate you toward success in the marketplace. The new ProTek™ line of advanced preservatives features optimum penetration and long-term protection for pressure treated wood. With ProTek™ preservatives, pressure treaters have the performance advantage.

JH Baxter www.jhbaxter.com Lonza Wood Protection www.wolmanizedwood.com

Cover II

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Visit us at troycorp.com +1-973-443-4200

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Protection Technology

Troy Corp. www.troycorp.com TruWood/Collins Products LLC www.truwoodsiding.com Universal Forest Products www.ufpedge.com

for Pressure Treated Wood

2018 Troy Navigating Ad_Troy Products for Wood Coatings.indd 1

7/18/2018 9:53:08 AM

MCL Lumber Products www.mid-columbialumber.com

Norbord REGISTRATION www.norbord.com

Cover IV

Northwww.remodelingdeck.com American Wholesale Lumber Assn. www.nawla.org

Cover I

Paciﬁc Woodtech www.paciﬁcwoodtech.com

Parr Lumber Co. www.parrlumberchino.com

Weyerhaeuser Distribution www.weyerhaeuser.com

Pelican Bay Forest Products www.pelicanbayfp.com

Yakama Forest Products www.yakama-forest.com

LOUISVILLE

EXHIBIT9HALL: NOVEMBER 7-8 CONFERENCE: NOVEMBER 6-8 KENTUCKY INTERNATIONAL CONVENTION CENTER LOUISVILLE, KENTUCKY

OPENS IN JULY

Utah Wood Preserving Co. uTiliTy Poles www.utahtreatedwood.com PRessuRe TReaTed Rough TiMbeRs

Borates CA-C

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luMbeR

FiRe ReTaRdanT Viance TReaTed luMbeR and PlyWood www.treatedwood.com

Call the experts: • Robert Moore • Jim Winward

Western Wood Preserving Co. www.westernwoodpreserving.com

UTAH WOOD PRESERVING CO. 1959 SOUTH 1100 WEST WOODS CROSS, UTAH

PHONE - WOODS CROSS: (801) 295-9449 FAX (801) 295-9440 PHONE - SALT LAKE (801) 262-6428 FAX (801) 748-0037

Western Woods Inc. www.westernwoodsinc.com

Gemini Forest Products Specializing in forest products for industry professionals

Los Alamitos, CA 562.594.8948

Shasta Lake City, CA 530.276.7197

San Francisco, CA 415.859.5544

www.geminiforest.com Building-Products.com

Industrial and Treated Lumber Specialists July 2019

The Merchant Magazine n

FLASHBack 85 Years Ago This Month

ighty-five years ago, the July 1934 edition of The California Lumber Merchant reported on efforts to convert the national association of lumber manufacturers and timberland owners into federation form, comprised of the 12 existing regional and speciescentered organizations. Representatives of the various associations met in Chicago to relaunch the National Lumber Manufacturers Association (NLMA), pledging “their cordial cooperation in an effort to bring into the national activity all divisions of the lumber industry.” Already on board were associations covering western pine, redwood, cypress, northern hemlock, northern pine, north central and Appalachian hardwoods, maple flooring, and walnut. National would continue to solicit individual memberships from companies specializing in other regions or species. In the meantime, NLMA vowed to intensify efforts to recruit the largest hold-outs—the Southern Pine Association, West Coast Lumbermens Association, and Hardwood Manufacturers Institute—pointing out that the industry’s “problems are of such magnitude that the industry should

NOYO BRAND redwood producer Union Lumber Co., Fort Bragg, Ca., graced the cover of July 1934’s California Lumber Merchant. Although Union’s retail operations survive, Georgia-Pacific idled the mill in 2002.

not longer delay in providing united effort through the National Lumber Manufacturers Association.” In other news of Depressionplagued July of 1934: • After much debate, the Wholesale Hardwood Lumber Distributors of Northern California voted to allow hardwood lumberyards to sell direct to schools, which were becoming increasingly price conscious. “A number of cases have been reported where, when an attempt has been made to sell the schools

through the local lumberyards and that the profit added by the local lumberyard has made the ultimate quotation to the school prohibitive, with the result that other lumber was substituted for hardwood,” the association reasoned. • Stockton Lumber Co., Stockton, Ca., was consumed by fire on July 1, losing its office, warehouse, machinery, two large trucks, a fully loaded freight car, and $100,000 worth of lumber. The blaze also decimated the yard’s neighbors, reducing nearly three city blocks to ashes and rubble. • The historic Long-Bell Lumber Co., Kansas City, Mo., was granted an opportunity to work with its largest creditors to reorganize the corporation. A federal judge in Kansas City gave Long-Bell six months to get a reorganization plan approved, or he would put trustees in charge. • The longtime manager of Van Nuys Lumber Co., Van Nuys, Ca., was found dead in his home in New Brunswick, Canada, at age 57. C.C. Campbell had recently suffered a nervous breakdown and moved north of the border in hopes of regaining his health.

HAMMOND LUMBER designed and marketed “bottle-tight” septic tanks made of redwood.

The Merchant Magazine n

July 2019

Building-Products.com

The

MERCHANT

Magazine

Built-in fire protection. It’s simple: when you’re responsible for meeting building codes, you want to slow the spread of flames from the ground up. That’s why D-Blaze fire retardant wood has been the choice of builders from the Sears Tower to One World Trade Center. It’s so good at its job, you’d think it was installed by firefighters. TREATEDWOOD.COM/DBLAZE