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THE VOICE OF THE WEST’S LBM SUPPLY CHAIN — SINCE 1922
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ENGINEERED WOOD SPECIAL ISSUE • BIG CHANGES IN TREATED WOOD INDUSTRY
Quality isn’t a goal, it’s a building material.
California Cascade Building Materials California Cascade has been offering innovation and quality in the building products industry since 1974. Our extensive selection of products includes: pressure treated wood, redwood, cedar, fascia, and a variety of specialty branded products. • Stocking Pressure Treated Lumber, Redwood, Cedar (incense and Western red), Allura, Timbertech/Azek, TruPine, Gatorbar, Cascade Ultra Lite Trim, Fascia • State of the art treating facilities in Woodland and Fontana, along with our newest plant in Junction City, Oregon • Rail spurs available at all locations • 18 company owned trucks • California Cascade Building Materials produces treated wood products using wood preservatives from Koppers Performance Chemicals.
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FIXING THE LUMBERING SUPPLY CHAIN
The
MERCHANT
THE VOICE OF THE WEST’S LBM SUPPLY CHAIN — SINCE 1922
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Magazine
20 OLSEN ON SALES
14 ON THE MOVE
30 MOVERS & SHAKERS
WHAT DEALERS SHOULD KNOW ABOUT OPEN-JOIST CLADDING SYSTEMS
17 COMPETITIVE INTELLIGENCE
MICHIGAN ACE DEALER EARNS “COOLEST STORE” HONORS
Quality isn’t a goal, it’s a building material.
28 THINKING AHEAD WITH NAWLA
California Cascade Building Materials
THE WONDER OF LUMBER
California Cascade has been offering innovation and quality in the building products industry since 1974. Our extensive selection of products includes: pressure treated wood, redwood, cedar, fascia, and a variety of specialty branded products.
56 EVENT RECAP
• Stocking Pressure Treated Lumber, Redwood, Cedar (incense and Western red), Allura, Timbertech/Azek, TruPine, Gatorbar, Cascade Ultra Lite Trim, Fascia • State of the art treating facilities in Woodland and Fontana, along with our newest plant in Junction City, Oregon • Rail spurs available at all locations • 18 company owned trucks • California Cascade Building Materials produces treated wood products using wood preservatives from Koppers Performance Chemicals.
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ACROSS the Board By Patrick Adams
What do you fight for?
hat do you fight for?” I recently asked a good friend. He has led a heroic and decorated life and survived countless things that most would not have. His kids are now grown and doing well. He has retired. All in all, he’s what you would call a “success.” But now, he is a shell of his former self. I’ve seen this happen too many times. So on this day, I risked being the “jerk” and called him out. After some animated challenges, and a few tears, he admitted that he didn’t realize he “flipped the retirement switch” in his brain and thought he could now “relax.” And there it was. I purposely let it hang in the air for a long time and then jumped in with many statements that are not fit for publication. About how he used to be a hero. How countless people used to count on him. How I knew deep down that he was one of my “holy cow, I’m in trouble” 02:00 calls that I could make. But not now, I told him—he wasn’t fit, mentally or physically, to handle a conflict with his postman. I realize that the word “fight” is probably the wrong word to get my point across. It is a conflict word. You need an adversary to fight. A fight involves violence—something most people try to avoid. That isn’t what I’m talking about. Perhaps it is mission, or passion, or inspiration instead. To me, it’s what gets me up every morning at 04:00 to begin the day working out in the garage. Is it pleasant or fun? No! Do I enjoy it? No! But I do it because I know I’m a better, more capable version of myself when I do it. I know it gets harder every year—every day to keep it up. But I know I must. The alternative is what we’ve seen or experienced countless times. Those seniors around us, who lived amazing lives, and now we can’t imagine the last time they smiled, or laughed, or tried something new. I’ve been in situations like that many times in my life. It’s called “surviving.” I got through “surviving” because I still wanted to live! I wonder how many people think about that? Whether they are living, or just surviving? I believe we are our best selves when we have something to fight for. The fight gives us purpose and a reason to jump out of bed every day. Some people call them “goals”… a horrible, overused and neglected word that to me is synonymous with “give up now.” Who actually writes down a goal and accomplishes it? That’s my “to do” list! However, tell me that I’m in a “fight” and you get an entirely different reaction. I train for fights. I research fights. I prepare for fights. I have a plan for fights. As a result, I usually win fights and when I do, it feels good, makes me grateful and eager to fight again.
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For me, I fight to be the best possible version of myself for my family and those closest to me. I fight to be a good father and husband. I fight to make good decisions that ensure our business and employees are taken care of. I fight to find new ways to serve this great industry for the benefit of the countless people who we serve. I fight to be a good example to those around me, to provide inspiration, and hopefully make a difference. Most of all, I fight to be someone that anyone can count on, regardless of the situation, timing or conditions. Every day, I wake up thinking of these specific fights and how I would feel if I lost them. I imagine the looks on the faces of those I care about should that happen. And then, I get out of bed at 04:00, go down to the garage, and begin my daily fight. Some days, I do fairly well and I go to bed feeling proud of myself. Other days, I fall short and I go to bed disappointed with myself and wake up the next day more determined to do better. So, I encourage everyone as we get back to “normal” to go out and “pick a fight.” Not literally, but I hope you all immediately think of something worth fighting for… and begin FIGHTING because our blessed lives are too short to not have something worth fighting every day for.
Patrick S. Adams Publisher/President padams@526mediagroup.com
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FEATURE Story By Christopher Glander
CAN THE OPEN exchange of information help ease the current as well as future lumber crises?
Fixing the lumbering lumber supply chain y contractor, Monte, had good reason to be stressed, having spent much of the current lumber crisis wondering if he could scrape together the right materials to keep his projects moving and his construction business viable without frustrating too many customers along the way. And that meant Monte had little reason to discuss the nuances of the lumber supply chain with me, the oddly inquisitive client who had hired him to build a deck. The same could be said of Monte’s supplier, Mike, a lumber wholesaler who was contending with similar issues: a confounding lack of timely insight into his supply chain, difficulty providing his customers with clarity around product availability, and as a result, an uncomfortable degree of business uncertainty. Yet both Monte and Mike were kind enough to answer my questions and feed my supply chain fascination by providing a candid inside perspective on the lumber shortage’s impact on their business, its likely causes and potential pathways for avoiding similar squeezes in the future. It was in the latter area that I could share a bit of insight with them, based on my knowledge of the building materials industry, the workings of its supply chain, and the digital tools that can help resolve issues like these. To be clear, there is no silver bullet — no single, unilateral solution to the lumber shortage. There are, however, steps
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that the various segments of the supply chain can take multilaterally, and to some extent collaboratively, to relieve the current bottleneck, reduce the risk of recurring shortages, give people like Mike and Monte more business certainty, and with it, hopefully (and admittedly somewhat selfishly), the materials to finish my stalled deck project.
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. Network the entire lumber supply chain. “I am extremely pleased with our first quarter results, as our businesses delivered Weyerhaeuser’s highest quarterly Adjusted EBITDA on record despite severe winter weather and supply chain disruptions,” Devin W. Stockfish, Weyerhaeuser’s president and chief executive officer, said this spring in announcing the company’s first-quarter 2021 earnings. When the very market conditions that prompt upstream lumber suppliers to rejoice cause major disruptions downstream, that’s a clear sign that the supply chain needs retooling. Rather than begrudging lumber mills their record profits, how about instead learning from the current shortage and taking steps to head off the next one by digitally networking the supply chain, so everyone is sync’ed to the same, shared data in real time? Doing so would essentially embed the various parties into one another’s supply chains, giving them much-needed visibility into supply, demand and logistics information, which they can use to strengthen their planning, Building-Products.com
decision-making and communications with customers. The networked approach would make the lumber supply chain more resilient and responsive by providing greater visibility into alternative supply and logistics pathways, and even alternative products. So, for example, Mike could learn from his suppliers exactly how much of which lumber products will be available, when, then plan customer allocations accordingly, while also making that information available to Monte and other customers. What’s more, Monte could use the network to access alternative lumber suppliers in his area and, when lumber is unavailable, suppliers of alternative materials like steel or cement. Likewise, mill operators would gain deeper downstream insight, so instead of idling capacity, as some did at the start of the pandemic in response to a temporary dip in sales, they could have maintained or even increased mill production, based on information indicating they would soon need that supply to meet pent-up demand. The benefits of this heightened visibility across the supply network eventually ripple down to end customers like me, in the form of more accurate project bids and timelines, as well as fewer delays and change orders. Ultimately, as part of a connected business network, the various parties within the network gain a common platform for collaborative problem-solving, risk-sharing, and better-aligned business interests.
With this level of asset intelligence, mill operators can minimize changeover time and scrappage, and be more responsive with their production scheduling, allowing them to shift from a fixed to a flexible schedule, so based on downstream demand data they’re receiving in real time, as well as information about shortages of materials like the adhesive required to make OSB, for example, they can sequence short-term production of different products. Not only do their planning cycles become shorter and better informed by current data, their overall lumber output could well tick up a point or two as a result.
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. Enable seamless communication between Mike, Monte and the mill. One thing Mike told me he’s been frustrated by during the lumber shortage is the lack of real-time communication across the supply chain, which has left him largely in the dark about the products coming from his suppliers, and the products his customers want. As a result, not only has he been reluctant to take on excess inventory for fear it will go unsold, he also struggles to provide even his best customers with information about product availability. What if Mike was privy to real-time
information about exactly what’s coming from his suppliers and when, could make customer allocations accordingly, and, with a mobile app, URL or by text notification, promptly convey (or at least make accessible) information about product availability to his customers? What if mills provided real-time visibility into product availability and logistics to distributor customers like Mike, who in turn provided a similar level of visibility to his customers? What if Mike and his customers could then place orders digitally, in the moment, based on that insight? Not only would that help to resolve Mike’s concerns about carrying excess inventory, it could save customers like Monte time-wasting trips to multiple lumberyards in search of the right trusses to finish my deck. Due largely to Monte’s and Mike’s persistence in overcoming numerous supply chain issues—and despite stretching the budget, timeline and occasionally our patience—I can happily report that the deck project finally is complete. – Chris Glander is North America industry lead for mill products and mining industries at SAP Software Solutions (sap.com).
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. Improve intelligence and efficiency inside the mill. At the root of the current lumber shortage is a lack of capacity to turn timber into lumber. Though most U.S. sawmills are running at or near capacity, the shortage persists, with mill owners apparently loath to outlay huge sums of capital to build new lumber production facilities. Another practical option for increasing output, at least marginally, is to optimize mill production assets and operations. A connected manufacturing approach, whereby assets within the mill are sensor-equipped and IoT (Internet of things)-networked, enables a mill operator to increase equipment uptime by moving away from a timebased maintenance model, to a predictive maintenance model, where the data streaming from a hydraulic press, for example, would indicate when that press likely will need a critical part replaced, so they can plan accordingly, minimizing disruption on the shop floor. Building-Products.com
www.superiorwoodtreating.com
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MARGIN Builders By Kaylen Handly
What dealers should know about selling open-joint cladding systems pen-joint cladding systems are growing in popularity—but they require a slightly different approach to the walls behind them. Open-joint cladding looks exactly as it sounds—siding (usually composite deck planks, exotic hardwoods, or reclaimed barnwood) installed with wider gaps between each board, creating a fresh aesthetic currently catching the eye of architects, designers, and homeowners. While this trend originally began in the commercial sector, it’s catching on in residential applications. The key to making these systems successful comes down to the durability of the materials as well as the installation details of the envelope itself. For open-joint cladding, the challenge is right in its name: the wider space between the boards, which subject the interior of the wall system to in-
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DESIGNED specifically for open-joint cladding applications, this UV-rated rainscreen wall system features Benjamin Obdyke’s InvisiWrap UV black housewrap, HydroFlash UV+ flashing, and Batten UV rainscreen. The products work together to provide 25+ years of UV exposure behind open siding and can be left exposed for a full year ahead of cladding install.
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creased exposure to UV rays and moisture. Dealers should recognize that customers may have to adjust the materials they use behind the walls to prevent failures.
WRB Considerations Behind Open-Joint Cladding Architects often specify a black housewrap behind the open-joint cladding to further enhance the visual appeal. But that doesn’t make this a job for asphalt-based felt paper. When left exposed, felt material may become brittle and fall apart. Instead, a UV-resistant housewrap that also comes in black can protect against the long-term exposure while also increasing drying potential and protecting against moisture. Along with UV rays, open-joint systems also are more vulnerable to moisture, as more air and water can get past the primary cladding than with traditional siding installation methods. Cap fasteners should be used to better block water from getting behind the WRB; ideally in this type of installation, cap fasteners should be installed behind the furring strips. Taping all seams in this type of assembly also is crucial. Builders also will need to consider vapor permeability. With open-joint cladding systems, materials are naturally exposed to atmospheric pressures and humidity levels, which can cause a higher risk of vapor being driven inside the wall system, especially in Southern climates. Typically, the perm rating of the weather resistive barrier and flashing materials should be between 10-20 perms for these applications; this range provides breathability while resisting excess moisture from entering the wall assembly. Even with these installation keys in mind, aesthetics is still part of the conversation, as installers will need to consider what’s showing up in the spaces between siding boards. Combatting potential issues starts in the planning stages by outlining the placement of overlaps and fasteners. This can help reduce their visibility once the cladding is installed, maintaining the visual appeal of the system. The trend of open-joint cladding likely isn’t going away anytime soon. Dealers can help customers address the nuances of this building system by guiding them toward the right materials and installation techniques that help ensure a long-lasting, durable building envelope. – Kaylen Handly is technical innovation manager for Benjamin Obdyke (www.benjaminobdyke.com). Building-Products.com
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ON THE Move By David Koenig
Canadian firm becomes one of largest treaters in the U.S. with latest acquisitions
MICROPRO preservative-treated wood has been offered by Doman’s existing treating plants in Canada and the western U.S., but Hixson’s facilities treat southern yellow pine, manufacture many additional products, and reach an entire new region.
eeKs after changing its name from CanWel Building Materials, Doman Building Materials has completed a pair of acquisitions that doubles its presence in Southern California and extends its reach into the Central U.S. Through its wholly owned subsidiary L.A. Lumber Treating, Doman has acquired Fontana Wood Preserving and Fontana Wholesale Lumber, Fontana, Ca., joining Doman’s California Cascade family of businesses. Fontana’s treatment plant is near another California Cascade facility, adding fire retardant treating along with an almost doubling of its overall capacity for Southern California. “The plant complements our U.S. West Coast operations and strengthens our footprint in the strong Southern California and southwestern U.S. markets,” said chairman and CEO Amar Doman. “This strategic acquisition exemplifies our strategy of adding scale and volume to the U.S. West Coast in pressure treated lumber and specialty
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wood products.” Separately, Vancouver, B.C.-based Doman purchased Hixson Lumber Sales, Dallas, Tx., which operates 19 lumber treating plants from Texas up through Illinois, five specialty sawmills, and a captive trucking fleet, serving approximately 25 states. It will retain the Hixson name and leadership. Doman paid $375 million for all of Hixson’s assets, including inventory. They complement but do not overlap with Doman’s current operations, including in the West treater/distributors California Cascade and Hawaii-based Honsador, and in Canada CanWel, which has distribution centers, treating plants, a sawmill, logging and trucking operations, and timberlands. With the deals, Doman has increased from 13 treating facilities in North America to 33. Only Stella-Jones and UFP Industries own more wood treating locations in North America. “The (Hixson) acquisition was primarily geographic,” said Amar Doman. “We grew across Canada and then down
July 2021
the U.S. West Coast. The natural next step was eastward, and we found the right partner. It’s an especially nice fit, because we already knew and had good relationships with most of the vendors.” The deal introduces a bounty of new product offerings to Doman, including a full range of southern yellow pine building materials and a long list of in-house manufactured fencing items, balusters, patterned stock, dog ear, and much more. Another possible opportunity for expansion is that Hixson’s distribution yards concentrate strictly on lumber products. Many of the other larger wood treaters—including CanWel, Honsador and Cal Cascade—also distribute other building materials, such as composite decking and fiber cement siding. Doman said the company does not currently have plans to add such products at Hixson locations, “but will assess all growth opportunities that would add value to our customers and shareholders over time.” A few weeks before the Hixson purchase was finalized, in an unrelated move, Doman changed its name from CanWel, which was formed in 1989. “CanWel came from a merger of distribution from Canfor and Weldwood,” Doman explained. “It was time to drop that back into a more neutral name, and our family has been in the business since the 1950s.” And what’s next for the fast-growing company? According to Doman, “Right now we have our hands full with Hixson, but we will continue to double-down in markets as the opportunities arise.” Building-Products.com
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Building-Products.com
COMPETITIVE Intelligence By Carla Waldemar
Coolest store in the USA
MICHIGAN RETAILER Gemmen’s Home & Hardware has become ingrained in its community through such ventures as an on-site car show.
l Gemmen might be a little surprised—and maybe more than a little startled—had he lived to learn that the store he founded in Hudsonville, Mi., in 1955 would, 65 year later, be named one of the “coolest” in Ace Hardware Corp.’s vast family. Al died 12 years ago, after ceding ownership to his son, Larry, and his partner. Today Larry’s son, Andrew, serves as head of the outfit, which has morphed from Al’s sole employee manning a 5,000-sq. ft. space to a staff of 55 operating in 42,000 sq. ft. on the original site. Andrew’s honorary title: CEO of Cool. Was it the addition of Carhartt clothing? Red Wing boots? Local artisans’ giftware? Mother’s and
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Building-Products.com
Father’s Day events? The annual visit from Santa? Or maybe the uberpopular new toy department, which has become a destination? All of the above, and more on them later. Let’s first check out how Gemmen’s has kept spirits up, for customers and staff alike, during the covid pandemic. Sure, sneeze guards and stringent cleaning policies. But beyond that, “serving an important role as a social outlet. Never before,” notes Andrew, “has the American consumer had so much time on their hands—no kids’ ball games, no band concerts, no choir practice. Folks were virtually imprisoned, so they focused on their homes—which made us an important outlet. I’d hear, ‘My trip to Gemmen’s is the only thing I get to do’—so we
were selling more than hardware; our role quickly changed to maintaining customers’ sanity. “For the company, our biggest takeaway is that our team became closer and tighter than ever before—as in a ‘We made it through something, and did it together’ bonding. From a business perspective, it caused us to define and cement our lines, from Benjamin Moore to Scott’s. Cool, for sure. But, chances are, the award judges looked at Gemmen’s new toy department, an icon for that description. “It’s the result of extra space,” Andrew acknowledges. “Spring always is our best business season—strong L & G, patios, grills. But by summer, there’s a void. We added Carharrt, Red Wing boots and other apparel, but there was still a void—so, we tried toys. “We’d always carried some at Christmas, but this went well beyond. In selecting them, we had two caveats: no batteries, and no computerized screens. Instead, we offered nostalgic items—things parents used to play with—Lincoln logs, puzzles, Playmobiles—as a big part of what we brought in: an eclectic mix, but of the learning type.” And it’s earning its floor space, all right: “It’s bringing in customers from far and wide who love to shop here. “A lot of what we do,” Andrew explains, “is driven by the fact that we like to have fun! So much of our daily lives goes on within the building that we need to have fun doing it; you can only get so much enjoyment out of selling another can of paint.” Gemmen’s also supports local artisans by offering their wares. “We are a small business, so we respect others who need visibility and
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WORKBENCH clinics teach topics related to the home, from DIY repairs to drawing and crafting.
PRESIDENT Andrew Gemmen touts his store’s status as a Traeger Gold Dealer—signifying its standing as one of the top 10% of all Traeger dealers.
exposure—makers of soap, lotions, art, even gas fireplaces, because they’re manufactured locally.” Andrew was made locally, too, in this town of 10,000, halfway between Holland, Mi., and Grand Rapids, which he calls “the most prosperous part of the state. Lots of growth. “I never imagined working anywhere else. As a kid, I’d wear my father’s Gemmen’s shirt as my Halloween costume! I worked here part-time in high school and college, then later at Target, which gave me some insight into retail, a good learning experience. Then Dad let me know there was an opening in the hardware department. I was soon to be engaged, around 2000, so it sounded like a good idea. “I came in with lots of plans, new ideas. But my first job was…” he pauses for a dose of humility… “sorting nuts and bolts. (I’d spent four year in college for this?’ I thought.) But in hindsight, it was the right idea. I worked my way up—department manager, than area manager, for 10, 15 years. And I love what I do today—commercial accounts, fostering relationships, in more of a marketing capacity. “Our business”—80% walk-in, 20% trade—“is driven by repeat customers, and that was ingrained in my brain my entire childhood. Sure, you sell for today, but you build relationships for a lifetime. And that’s what differentiates us from a massive store: a smaller environment, where customers feel safe. The West Michigan consumer still honors those traditional values, where they can walk in and talk to someone about , say, plumbing. Where the wife may need some assistance. “Nowadays, female shoppers are trending a little younger; they’re not used to being asked that question (‘Help you?’), so you’ve got to walk up slowly, change your posture, speak slowly. ‘No!’ they’ll answer. Then, ‘Well, actually….’ You’ve to show them how to do things.” Gemmen’s crew is on top of that. “They’re great people,” their boss attests. “I encourage them to make their own decisions, assume control, take ownership of a customer. As our mission statement says, ‘Provide knowledgeable solutions….’” Yes, there’s some turnover, “but that’s not all bad,”
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in Andrew’s experience. “It can bring new life into the business—add some fun!” And newer, younger hires tend to be more tech-savvy. “We’re very active on Facebook and Instagram, which work the best for our customer base. And internally, tech savvy is a major-major part of managing our customer base. When it comes to our inventory system, technology is our friend!” he maintains. When it comes to customer satisfaction, Workbench is their friend. It’s the company’s name for a series of in-person clinics, focusing on subjects like lawn care, chain saw use, or paint, which draw from 10 to 40 participants, often led by a product rep. Services like this help keep Gemmen’s abreast of the competition, which is “fierce! All the boxes, plus Amazon. Nowadays, thanks to the Internet, the transparency of pricing is much greater, and in the early 2000s, price became king: lots of bitter competition. But now, it’s not always the deal-maker; it’s also about having a good shopping experience, the relationships. There’s a perception, however, that ‘This store is not big enough [in inventory] to complete my project.’ But we are!” Andrew demonstrates. “With 42,000 sq. ft., we do have both breadth and depth.” And fun, remember, such as special events for Mothers and Fathers Days, a Yuletide Santa. There’s always one constant factor, though, as Andrew is quick to note—and that is “Change! We’re willing to try things out, to listen to staff’s ideas. That can lead to occasional failures, too,” he’s upfront, “like adding sales of live plants; a matting and framing service; a hunting and fishing department we thought would be so popular, here so close to Lake Michigan.” But they didn’t show results. Why? “As Grand Rapids grew, more and more competition cropped up, picking off niche categories. So, to grow, we shrank categories in order to do better.” It’s always a work in progress, and that’s a huge reason Andrew is here for the long haul. “I love the fact that every day is different, every day is a challenge. I don’t vacation well,” he laughs, “and I don’t have a lot of hobbies, so this is my life. It’s in my brain 24/7, with my wife as my sounding board and moral compass. I have such respect for the individuals who work here, and for the community we serve.” As they’d respond, ditto. Carla Waldemar cwaldemar@comcast.net Building-Products.com
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OLSEN on Sales By James Olsen
Differentiation Business Offering
Once we know the customer’s specifications, we start to send them quality offerings on a consistent schedule. Our offering has the products our customers buy with options on those items. Many sellers’ sales calls are a veiled or explicit “Whadya need today and whadya want to pay for it?” calls. These calls bring zero value. Just the opposite. These sellers are asking the customer to do their job for them and wonder why they get poor treatment. The Master Seller brings value by offering the customer multiple items.
Market Opinion ales is competitive. Good accounts have a lot of salespeople calling on them. How can we differentiate ourselves from the crowd and stand out quickly?
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Persistent and consistent
Most sellers don’t call on prospective accounts in a consistent way. Many sellers work the accounts that are buying from them differently than the accounts they are working that are not buying from them. This is a mistake. We need to have an “active rotation” of accounts we are calling on. We work the accounts that aren’t buying from us just like the accounts that are buying from us. We call them on a regular basis. Ideally, we call our accounts on the same day at the same time. Like the mail carrier we want out accounts to count on us. The accounts we are already selling do, and the accounts we are working on will too, faster, if we call on them in a consistent manner.
Reception
The fastest (and easiest) way to stand out from the crowd is to take the time and energy to be nice to the receptionist. Most sellers treat the receptionist like furniture. They aren’t rude, per se, but dismissive. The Master Seller doesn’t rush the greeting with the receptionist. They slow down and are warm and charming when they greet them. They take the time to ask them how their day is going, ask for their name. Most sellers don’t even greet the receptionist!
Great Second Call
Master Sellers know how to get the correct information on the first call so that their second call brings value to the customer. I listen to a lot of very bad second calls. They are re-prospecting calls. This does not bring value and is frustrating to the customer. Why? Because most sellers do a poor job of finding out what the customers main items are. Master Sellers get the information they need to make a great second call (i.e., the item, the grade and the type or quality of stock the customer uses so that on their second call they can offer their potential customer something they use, not something close or something they don’t even buy!)
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Most sellers are so afraid of being wrong that they won’t give their customers a strong opinion on the market. Master Sellers have an opinion on the market and use their knowledge to help their customers make buying decisions. They write out this opinion and send it to their customers.
Handwritten Thank You Notes
After the first order with a customer, we can send them a handwritten thank you. Postcards from our home state work great. Not an email! We take the time to write a sincere “thank you and I look forward to doing more business with you” note.
Humor
Some sellers are too nervous to try humor. Others don’t attempt humor because they are only there for the order. The Master Seller is relaxed. They try to make a human connection with their potential customers. Because the business part of their calls are prepared ahead of time (See Business Offering) they can and do relate to their potential customers. They know when and how to get to the “business part” of the call, but they are not in a hurry. “What if I’m not funny?” some of you are asking. Two things. Buy a joke book; dumb humor is funny—believe me, I know. I’ve been using dumb humor for years. Just trying to be funny is funny and helps others relax, so go for it.
Be Ourselves
The good news about sales is that we all get to be ourselves. “Be yourself, no one can beat you at that.” Master Sellers are comfortable with themselves so their customers are too. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com
WHEN YOU’RE BUILDING TO THE
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TRANSFORMING Teams By Paige McAllister
Marijuana legalization’s impact on the workplace ease. It does not cause mind-altering effects as those seen in marijuana.
arijuana is now legal in some form in 35 states and Washington, D.C., with seven additional states having decriminalized marijuana possession and two states legalizing CBD oil use. Many experts expect the continued expansion of legalization of various forms. Much like alcohol, no law requires employers to allow employees to use or be under the influence of marijuana at work. However, unlike alcohol, testing for the presence of marijuana presents a problem because it can be detected for much longer than a person experiences its side effects or symptoms. So, what do you need to know and do as an employer?
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Know the laws in your state: Currently 18 states have legalized medicinal marijuana and 17 states and DC have fully legalized marijuana for medicinal and recreational purposes. Several states also have laws preventing employers from taking employment actions against employees for legal off-duty conduct. nderstand the different uses: Recreational marijuana can be used by adults (usually 21 years of age or older) in limited amounts as they wish. Medicinal marijuana requires a prescription from a health care provider due to covered reasons, which vary state-to-state. By definition, an employee who has a prescription for its use has a condition which may be protected under the ADA and ADAAA. Cannabidiol (or CBD oil) is oil derived from the cannabis plant which is used to relieve a long list of issues including pain and inflammation as well as anxiety and depression, migraines, MS, epilepsy and Parkinson’s dis-
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earn co on side effects and the length of ti e they are felt or observed: To have a better chance of recognizing if an employee is under the influence while at the workplace, you need to become familiar with common tell-tale signs including the stereotypical dilated pupils and odor of marijuana, but also: ● distorted sense of time, ● impaired memory, ● impaired coordination, ● difficulty in thinking clearly, ● mood swings, ● hallucinations or delusions, ● fear or anxiety, and/or ● increased appetite. Various factors including amount consumed, concentration of THC, body weight, metabolism, if anything has been eaten, and general tolerance impact how long these side effects will be observed. nderstand the different testing options and standards: Marijuana can be detected using saliva, blood, urine or hair testing methods, each having different detection parameters and timing. Again, factors such as form (i.e., smoke or edible), repeated and regular usage, age, and weight will impact if marijuana is detected and how long it will show up in a person’s system, ranging from 36 hours to 90 days. Also, CBD oil itself may result in a positive THC drug result even though it does not cause the “high” of marijuana. pdate your pre e ploy ent procedures: Background checks: You may not be able to consider past marijuana-related criminal convictions once decriminalized. Even in the states where use is still illegal but past convictions are decriminalized, you must disregard any reference to these convictions if they appear on a criminal history report. Pre-employment drug screening: Unless the position falls under stricter federal regulations (such as DOT), consider the practicality of testing for marijuana after making a conditional offer of employment to a candidate. ● If your state has fully legalized marijuana use, you will be prohibited from taking any action on this result so you Building-Products.com
may be paying for something you cannot use or enforce. Furthermore, if legal off-duty activities are protected in your state, then you may now have knowledge of an activity which, if you treat them adversely or differently during employment, can create legal exposure for you. ● If medicinal use is legal, a positive result may lead you to ask about medical information to verify the legal use. This could then create ADA/ADAAA exposure as the candidate would have to reveal medical information requiring marijuana as a treatment. In both these situations, consider removing marijuana drug testing from your pre-hire process to eliminate this exposure. If you do keep it in your process, train anyone involved as to what is and is not allowed and what can and cannot be asked to clarify. nforce policies prohibiting the use, possession and being under the in uence at wor : Given the impact on safety and productivity, employers are allowed to take action if an employee shows multiple side effects, especially if involved in a workplace accident. If you suspect an employee is under the influence of marijuana you should: ● have another manager confirm multiple side effects being exhibited. ● remove the employee from their workspace, especially if they could cause harm to themselves, others or property. ● have someone take the employee for a drug test. (Do not let them drive themselves!) ● take proper disciplinary action, including possible termination if the side effects are verified by a positive test. In states where marijuana is only legal for medical use, if the employee justifies the positive result claiming they have
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a prescription, verify their prescription card or ask for a note from their health care provider. Clearly state your expectations before and during e ploy ent: As mentioned before, there is no law requiring employers to allow employees to use, possess, sell or be under the influence of marijuana while at work. Given the negative impacts to performance and safety, employers can and should take a no-tolerance stance to marijuana as well as alcohol and mind-altering drugs (even if prescribed) in the workplace. Clearly and repeatedly state this expectation and the repercussions for failing to meet this expectation to all applicants, candidates, and employees throughout the hiring process and the employment relationship. Explain the company’s drug testing procedures and disciplinary action, including immediate termination, for failing to meet that expectation. tay up to date on this constantly evolving area of e ploy ent law: Given the changing regulations, we recommend staying current on the marijuana laws in your state. If you have applicants or employees based in other states, you also need to learn the laws in those states as well. Paige McAllister, SPHR Affinity HR Group contact@affinityhrgroup.com
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Blaze Rips Through Modesto Yard
Firefighters battled throughout the night to extinguish a blaze that tore through American Lumber Co., Modesto, Ca. About midnight on June 18, the local fire department received a report of a trash fire on the railroad tracks south of American Lumber. Arriving on the scene, fire crews spotted smoking billowing from an American Lumber warehouse. In fact, multiple warehouse buildings on the property were on fire, requiring 63 firefighters with 12 fire engines and five fire trucks. The fire caused an estimated $2 million in damages, although fire crews were able to save American Lumber’s office, showroom building, and one warehouse that housed equipment and vehicles. The cause of the fire is under investigation.
Royal Building Products Parent Westlake Buying Boral NA
Australia’s Boral Ltd. has agreed to sell its North American building products business to Westlake Chemical Corp. for $2.15 billion in cash. Expected to close before the end of the year, the deal includes Boral’s roofing, siding/trim, decorative stone, and windows products businesses and nearly doubles the size of Westlake’s building products business. “This transaction will bring well-established and high-quality architectural solutions and premium product brands to complement our existing businesses, including Royal Building Products’ siding, trim and molding, DaVinci composite roofing, NAPCO Pipe and Fittings, and specialty PVC compounding business,” said Westlake president and CEO Albert Chao.
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NEWS Briefs CALI (Cali Bamboo), San Diego, Ca., has been acquired by UK-based Victoria PLC. Capital Lumber, Salt Lake City, Ut., is now offering Vista Railing Systems’ cable railing products. The Kelleher Corp., San Rafael Ca., has partnered with NewTech Wood America to become the exclusive distributor of NewTechWood products in California/Nevada markets. Kelleher’s Ontario, Ca., location will be the distribution hub. Overseas Hardwoods Co., Mobile, Al., will distribute DuxxBak Composite Decking’s complete product
line to dealers throughout the Southern U.S., from Arizona to Florida, with plans to expand to additional areas.
Hempitecture will build a 20,000-sq. ft. plant in Jerome, Id., to manufacture hemp-based insulation products. Western Forest Products , Vancouver, B.C., to support its new strategy of marketing branded products to the professional, has launched a new Products section on www.westernforest.com. The addition should improve the online customer experience through inspiration, education, professional tools, and where-to-buy functionality. Monarch Technologies, Puyallup, Wa., has launched a new website at www.MonaDeck.com.
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Katerra Abruptly Shuts Down
Mass timber giant Katerra, Menlo Park, Ca., declared bankruptcy shortly after beginning to shutter its vast operations. Founded in 2015, the CLT manufacturing and construction firm had raised about $2.2 billion from investors. The company filed for Chapter 11 bankruptcy and has begun issuing notice that it will be pulling out of ongoing construction projects and closing its operations across the country, including a CLT manufacturing plant in Spokane, Wa., and roughly 10 branch offices across the country, from Centennial, Co., to Jersey City,
Western Landowners Cut Off Public Access for the Summer
Due to extreme drought conditions and risk of wildfire, private timberland owners and managers throughout the West are opting to close their land to public access for the summer. Sierra Pacific Industries closed its California forestlands to public access beginning June 21, with the ban “to remain in effect until further notice.” “SPI takes its commitment to protecting our forest resources and public safety seriously,” SPI’s Andrea Howell
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said. “With this year’s extreme drought conditions having substantially increased the risk of wildfire, we have made the difficult decision to close our lands to public access and recreation.” The public’s use of SPI roads and walk-in access to their privately-owned lands will not be allowed. SPI will regularly evaluate the situation and anticipates the closure will remain in effect into the fall. In western Oregon, numerous other forest owners hut off their land to public access starting on June 28. Affected were a combined 600,000 acres owned by Seneca, Eugene; Lone Rock Resources, Roseburg; Giustina Resources, Eugene; Campbell Global; and Giustina Land & Timber Co., Eugene. The landowners had been monitoring fuel conditions this spring, as well as reviewing snowpack, weather forecasts, and drought impacts. The limited precipitation across the region this spring has significantly affected the moisture content of woody debris, as well as the condition of live vegetation fuels and their susceptibility to fire ignition and spread. More than one million acres in Oregon burned last year as the state was gripped by a historic wildfire season. Looking ahead at this fire season, offi-
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cials are worried given how dry conditions were this spring. Whereas public lands often have the infrastructure to help keep people safe—such as trails to hike on or fire rings in campgrounds to contain campfires—private timberlands lack the infrastructure to safely accommodate public visits. Since most of Oregon’s wildfires are started by people, public visits to private land have the potential to be dangerous for both the public visitors as well as the timberlands. To compound the issue, since the beginning of the pandemic, more people are choosing to spend time outdoors. Todd Payne, CEO of Seneca, said, “We think it is great that people are spending more time outdoors, we just want them to do it safely.”
Fire Hits Arizona Lumberyard
Faulty electrical wiring is suspected as the cause of a fire at Ace Hardware, Safford, Az., that destroyed about $150,000 of lumber and equipment. The blaze began after hours on June 10 in an area of the lumberyard where employees used power saws to cut lumber for customers. The fire department initially considered the fire “suspicious,” but ruled out arson after reviewing security camera footage.
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THE POSSIBILITIES KEEP GROWING:
Nature’s majestic pillars. Redwood is one of the strongest and fastest growing softwood species. It thrives in some of the most productive timberlands in the world. Redwood is known for its timeless durability without the use of chemicals. Due to its flawless formation, there has never been a Redwood recall. There is a grade of Redwood for every application, every budget, and every customer.
“Growing beyond measure.” Call or visit us today. Our family of Redwood timberland owners will continue to be your reputable and reliable source of Redwood.
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THINKING Ahead By Bethany Doss
The wonder of lumber hen reflecting on lessons learned from the pandemic, there were a number of angles I could take for this article. How did our company react in the initial months of the pandemic? How has remote work affected our team culture? What are we doing to navigate the resulting rise in lumber prices and supply constraints? But we’re all living that daily and there are only so many lumber memes I can handle in a year. So instead, I decided to write about a 10-year-old boy who exemplifies what I think is the most important lesson from the pandemic. I am extremely passionate about the lumber industry, and just as passionate about recruiting the next generation into this business we all love. A recent experience at work underscored this passion, and reminded me of just how exciting our careers can be. A co-worker’s son—let’s call him Tyler—was assigned a school project focused on the state of California and its history. With the support of his dad, who works in Capital’s Southern California location, he chose to focus his project on forest management and the history of the redwoods. They woke up early and visited one of our suppliers in Northern
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California and watched a logger cut down a tree. His father filmed the experience and captured the look on Tyler’s face when he saw the tree come down—a moment of pure joy, excitement and wonder. That evening, they came over to our house for dinner, along with our coworkers, and we had a great time talking about the fun they had that day. In the midst of him playing tag with my son, I asked what he liked most about the day and he replied
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simply: “I didn’t know my dad worked at such a cool place.” In his little 10-year-old way, he was saying he was proud of his dad. My small heart grew three sizes that day! What does this say about our industry? First, there’s a reason why he reacted the way he did. The lumber industry is fun, exciting and sustainable—I’ll say it over and over again. Second, the whole experience—from Tyler joining his father at our supplier’s forest to our colleagues joining
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A Special Series from North American Wholesale Lumber Association
About NAWLA North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn how NAWLA can help your business at nawla.org.
us for dinner—highlights how we view each other: as one big family. All of these things are important to younger generations as they choose where to start their careers. Now is the time to seize the moment and build your best teams. So what is NAWLA doing to encourage them to choose lumber? • First, our Young Emerging Lumber Professionals (YELP) program is designed to engage lumber professionals under 40 by connecting them with a cohort of their peers to get tailored education and networking time. It’s a great way to mentor our up-and-coming leaders.
At Royal Pacific you’ll pay no more, but get extra. We guarantee it.
Hi-bor® brand treated wood is a borate treated wood product designed for interior house framing in Hawaii. Hi-bor treated wood resists attack by Formosan and subterranean termites and numerous household insects and pests, as well as fungal decay. Hi-bor borate treated wood is also backed by a 20 year limited warranty*.
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*.
• Our Many branches. One industry. campaign is spreading the word about the benefits of working in lumber – and, importantly, debunking myths about the sustainability of the forestry and lumber industry, showing how forestry and lumber jobs are green jobs. • Our Wonder of Lumber campaign encouraged kids to create something new out of wood—and got the younger generation thinking about the versatility and necessity of lumber. These are just some of the ways we’re doing our part to recruit the next generation of lumber leaders. What are you doing at your company to hire the next Tyler? – Bethany Doss is business manager of Capital Lumber, Healdsburg, Ca. ( c a p i t a l - l u m b e r. c o m ) , and chair of the North American Wholesale Lumber Association.
Advance Guard® borate pressure treated lumber is recommended for sill plate, furring strips, joists, studs, roof trusses, blocking, rafters, beams, and other framing applications. Advance Guard is also recommended for fascia, trim, wall sheathing, roof sheathing, and sub-floors. Advance Guard borate pressure treated lumber is also backed by a lifetime limited warranty*.
Providing Customer Satisfaction in All We Do
P.O. Box 75 • McMinnville, OR 97128 503-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) 28770 Dike Road • Rainier OR 97048 503-556-1297 • Fax: 503-556-1709 * See product warranty for details. Hi-bor®, FirePro® and Advance Guard® treated wood products are produced by independently owned and operated wood treating facilities. Hi-bor®, FirePro® and Advance Guard® are registered trademarks of Koppers, Inc. ©10/2014
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MOVERS & Shakers Robert “Bob” Steen has retired as senior lumber buyer for Hardware Hawaii, Kailua, Hi. The longtime lumberman joined the company after previously retiring from Weyerhaeuser in 2003. Marc Ross succeeds him at Hardware Hawaii. Blake Ridgway, ex-Nu Forest/IWP, has been named general mgr. of Adobe Lumber, American Canyon, Ca. Keith Seal, ex-Allweather Wood, has joined Exterior Wood/Taiga Building Products, Washougal, Wa., as purchasing mgr. Andy Jones, ex-Conrad Forest Products, is a new trader with Wildwood Trading Group, Portland, Or. Steve Therrien, ex-Carter Lumber, is now senior wall panels, floor and roof truss designer at FoxworthGalbraith Lumber Co., Glendale, Az. David Miranda, ex-Olympia Supply Co., is new to inside sales with Builders FirstSource, Tacoma, Wa.
Mark Pinson, ex-Do it Best, and Andres Paredes, former plywood supervisor, are new to plywood sales at South Coast Lumber/Pacific Wood Laminates, Brookings, Or. Kate Wyeth, ex-LP, is new to contractor sales at Alpine Lumber, Silverthorne, Co. Ryan Lucchetti has been named president and CEO of Pacific Coast Building Products, Rancho Cordova, Ca. He succeeds his father, Dave Lucchetti, who becomes executive chairman of the board. Dugan Murray has been appointed senior director of operations for The AZEK Co. in Boise, Id., where the company plans a new manufacturing facility. Ian Sillstrop, ex-Wood Source, has joined the sales team at Sierra Forest Products, Aurora, Co. Jeff Schryver has been named chief financial officer for four-unit Friedman’s Home Improvement, Petaluma, Ca.
Saratoga Forest Management – Producer of the widely renowned “Saratoga Straights” ESLP premium #2 8-9’ PET. When you want the best, you know where to go.
Nance Billman has joined the purchasing team at Healdsburg Lumber, Healdsburg, Ca. Jimmy Bittner, ex-Atlantic Forest Products, is new to outside sales with Capital Lumber, Portland, Or. Michael Solomon, general mgr. of Dixieline Lumber/Builders FirstSource, Kearny Mesa, Ca., has been promoted to director of supply chain for California. Armando Marroquin, ex-L&W Supply, has been appointed branch mgr. at Action Gypsum Supply, Phoenix, Az. Richard Leland has been named VP of finance and treasurer of Masonite. Amanada Nichols, ex-Roofline Supply, has joined the inside sales team at ABC Supply, Roseville, Ca. Dave Turpchinoff is a new building materials trader with Do it Best Corp., Fort Wayne, In. Also new are consumer marketing specialist Tracey Mazock, and demand
Goshen Forest Products – Producer of small log products in GRDF, specializing in 2x4 thru 4x8 in 8-9-10’ PET #1 & #2.
CALL TYRONE KONECNY & HIS TEAM AT 801-893-9900 We’re here to serve you and have fun doing it!
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Utah Lumber Company – A versatile, multi-faceted company specializing in commodity and industrial lumber products. Building-Products.com
forecasting analysts Ryan Jordan and Michael Filosa. Recent promotions include Jarek Hoppe, now forest products specialist; John Brinker, associate lumber trader; Ann Aguirre, outbound logistics service coordinator; Robby Ehlerding, category management planner; Kari Ann Ezzell, associate merchandise mgr.millwork, cabinets, flooring & major; Lisa Ellert, merchandise coordinator-housewares, cleaning & storage; and Tyler Mosher, associate merchandise mgr.housewares, cleaning & storage. Vicki Christiansen, chief of the USDA Forest Service, is retiring next month after a 40-year career as a professional forester, wildland firefighter, and land manager including 11 years with the Forest Service. Chris Hines, Boral, has been appointed chair of the National Concrete Masonry Association’s Manufactured Stone Veneer market segment committee. Alf A. Romero is a new driver for Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.
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VISUAL reminder of the rising price of lumber. (Photo by Adam Aufderhaar)
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APA ON EWP
APA’S MARKET RESEARCH Director Joe Elling discusses the crucial role homebuilding plays in post-COVID-19 economic recovery and what it means for the industry.
Homebuilding plays critical role in economic recovery BY JOE ELLING SUPPORTED BY THE Federal Reserve’s easing of monetary policy as the U.S. economy fell into recession from business closings in March and April of 2020, the rate on a 30-year fixed rate mortgage fell to a record low of 2.75%. This, plus the sense of urgency to move to homes offering more space to accommodate work from home and privacy, led to a surge in new and existing home sales in the third quarter of 2020, and sales have remained at robust levels since (see Figures 1 and 2). The strength in new home sales sent a clear message to homebuilders to increase the rate of construction, and they responded as well as possible. In the fourth quarter of 2020, single-family starts averaged a seasonally adjusted annual rate of 1.23 million units. Single-family starts fell back to an annual rate of 1.16 million units, as homebuilders were challenged by fractured supply chains that delayed the arrival of critical building materials (see Figure 3).
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Is US Economic Policy Too Aggressive? Despite recent upticks in inflation measures, Federal Reserve Chair Jerome Powell continues to assert the system will not veer from its stated policy course of supporting low interest rates through 2022. At the same time, the Biden Administration is focused on stimulating the economy via spending programs. Given this policy mix, the consensus outlook is real GDP growth in the U.S. will be near 7% in 2021 and 3.5% in 2022 (see Figure 4).
The prevailing view among policymakers and other forecasters is that this rate of growth can be accomplished without setting off an acceleration in inflation because the disruptions to supply chains are temporary. Perhaps that is the case, but it is not clear if business investments in new plant and equipment capacity are progressing at a rate fast enough to accommodate the likely increases in demand driven by the policies being pursued. Also, business leaders throughout many industries are reporting that it is difficult to find the needed workers for staffing their operations. It also seems consumers are not buying into the storyline that the rise in the inflation rate is temporary. In the May consumer sentiment survey, respondents said they expect the inflation rate to average 3.1% over the next five years. Given money supply growth is in the range of 25%, there is upside risk to the inflation outlook.
existing home sold in April was up 19% from April 2020. The biggest challenge facing homebuilders is the availability and rising cost of building materials. Earlier this year, the National Association of Home Builders surveyed its members and roughly 90% said building material costs would be a significant problem in 2021. Based on a measure of input costs compiled by the Bureau of Labor Statistics, input costs for residential construction in April 2021 were up 14% compared to April 2020 (see Figure 6).
Given the strength in the demand for new housing, both for homeownership and rental purposes, housing starts in the U.S. are projected to run between 1.5–1.6 million through 2022. The split is single-family starts centered at 1.15 million units and multifamily starts centered at 400,000 units (see Figure 7).
Housing Starts in 1.5-1.6 Million Range From a demand standpoint, there appears to be little on the horizon pointing to an imminent slowdown. The reported rate of existing homes sold has slowed over the last few months, however that points to a lack of inventory available, which is at a historical low in absolute terms or on a months of supply basis (see Figure 5). This helps explain why the median sales price of an
Although starts at this level for two years will be the best performance since 2005–06, this may not be enough to solve the problem of an adequate stock of affordable single-family housing. There are several studies suggesting the single-family housing stock in the U.S. is underbuilt by 3 million units. This is an important consideration because the millennial generation is at an age where homeownership is a desirable goal, and they are out looking. Perhaps after over a decade where single-family starts did not exceed 1 million units in any one year, the 2020s could be much different. For this to be the case, the capacity to build 1.2 to 1.3 million affordable single-family units per year sustainably will require a stable and skilled labor force and public policies that are more favorable to supporting homebuilding and apartment development. – Joe Elling is market research director for APA – The Engineered Wood Association (www.apawood.org).
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WHEN SELECTING and specifying CLT, there are several key characteristics to consider, including allowable design capacities, grades, laminations and adhesives.
How to select and specify cross-laminated timber CROSS-LAMINATED TIMBER (CLT) is a prefabricated, solid engineered mass timber panel. CLT is manufactured with kiln-dried lumber boards or structural composite lumber (SCL) laminated in alternating directions and bonded with structural adhesives to form a solid, straight, rectangular panel. Panels are comprised of an odd number of layers, usually three to seven. While at the mill, CLT panels are cut to size, including door and window openings, with a state-of-the-art CNC router that can make complex cuts with high precision. CLT panel size varies by manufacturer, but typical widths are 2 ft., 4 ft., 8 ft., and 10 ft., with a thickness of 20” or less and a length of up to 60 ft.
Applications CLT is frequently used in multistory mass timber structures, with concrete podiums and other types of buildings. CLT may be used in the construction of a wide variety of structural elements, such as structural and non-structural wall elements; floor/ceiling, parapet wall and roof elements; pre-insulated wall and roof sections; and solid partitions with or without interior finishes. CLT’s high load-bearing properties extend its applicability to the construction of bridges, carports, ancillary buildings and wood/concrete composite ceilings. Other applications include cantilevered floors/balconies, load-bearing elevator shafts, and stairs.
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Advantages Cross-laminated timber is proving to be a highly advantageous alternative to conventional materials like concrete, masonry or steel, especially in multifamily and commercial construction. • CLT is lightweight yet incredibly strong with superior acoustic, fire, seismic and thermal performance. • CLT provides design flexibility and low environmental impacts. • CLT offers fast construction times and easy installation, with virtually no onsite waste. Because CLT is prefabricated, most components arrive ready to assemble, and fewer joints are needed between elements, which enables faster construction. • CLT delivers incredible strength. The crosswise arrangement of board layers lends integral structural stability to the panel, considerably increases dimensional stability and ensures uniform load transfer to all sides for excellent structural capacities.
Selecting and Specifying CLT When selecting and specifying CLT, there are several key characteristics to consider, including allowable design capacities, grades, laminations and adhesives.
Allowable Design Capacities There are five basic “E” grades, six “V” grades and three “S” grades for CLT products and layups. “E”, “V” and “S” indicate a CLT Building-Products.com
grade with layup of E-rated or machine stress rated (MSR) laminations, visually graded laminations or structural composite lumber (SCL) in the longitudinal layers, respectively. Visually graded or SCL laminations are used in the transverse layers for both “E” and “V” grades and “S” grades, respectively. Custom layups of CLT are also permitted, as stipulated in ANSI/APA PRG 320, Standard for Performance-Rated Cross-Laminated Timber. The allowable stress design (ASD) reference design capacities for CLT grades with layups of three, five and seven layers are shown in ANSI/APA PRG 320. The ASD reference design capacities for different CLT products are typically published in APA Product Reports or manufacturers’ literature.
Structural Glued Laminated Timber, with the exception that some gluebond durability tests are not required. This is because CLT manufactured according to ANSI/APA PRG 320 is limited to dry service conditions, and some gluebond durability tests are designed for adhesives in exterior applications. In Canada, CLT adhesives must meet the requirements of CSA O112.10. In both the U.S. and Canada, CLT adhesives must meet ASTM D7247 for heat durability and CSA O177, small-scale flame test. In addition, CLT adhesives must comply with the requirements for elevated temperature performance in accordance with the fullscale compartment fire test specified in Annex B of ANSI/APA PRG 320.
CLT Specification Guide
Trademarks and Acceptance Chapter 10 of the 2018 National Design Specification (NDS) provides design procedures, reference design values and other information for CLT, while engineering design of connections using dowel-type fasteners in CLT is covered in Chapter 12 of the 2018 NDS. Sections were also added to the 2018 and 2015 International Building Code and International Residential Code regarding CLT used as different structural elements. Clause 8 in the Canadian Standards Association CSA O86-19 provides design procedures, resistance values and other information for CLT used in Canada.
Adhesives In the U.S., adhesives used for CLT manufacturing are required to meet ANSI 405, Standard for Adhesives for Use in Building-Products.com
CLT shall be furnished and installed in accordance with the recommendations provided by the CLT manufacturer and the engineering drawing approved by the engineer of record. Permissible details shall be in accordance with the engineering drawing.
Manufacture 1. Materials, Manufacture and Quality Assurance — Product quality shall conform to ANSI/APA PRG 320, Standard for Performance-Rated Cross-Laminated Timber. 2. Trademarks — CLT products conforming to ANSI/APA PRG 320, Standard for Performance Rated Cross-Laminated Timber, shall be marked with CLT grade, CLT thickness or identification, mill name or identification number, the APA logo and “ANSI/APA PRG 320.” The top face of custom CLT panels with unbalanced layup used for roof or floor shall be marked with “TOP” stamp. 3. Protection for Shipment — Members shall be protected with a water-resistant covering for shipment. – Find more information on the selection and specification of structural engineered wood products in the APA Engineered Wood Construction Guide, available as a free download at www.apawood.org.
PARR
Laminations Any softwood lumber species or species combinations recognized by American Lumber Standards Committee under PS 20 or Canadian Lumber Standards Accreditation Board under CSA O141 with a minimum published specific gravity of 0.35 are permitted for use in CLT, provided that other requirements specified in ANSI/APA PRG 320 are satisfied. SCL should meet the requirements of ASTM D5456, Standard Specification for Evaluation of Structural Composite Lumber Products, and have an “equivalent specific gravity” of 0.35 or higher. Lumber grades are required to be at least 1200f-1.2E MSR or visually graded No. 2 in the longitudinal layers and visual graded No. 3 in the transverse layers. Moisture content is required to be 12 ± 3% for lumber and 8 ± 3% for SCL at the time of CLT manufacturing unless a lower moisture content is specifically qualified in accordance with the standard.
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LOOKING FOR A BEAM that’s strong, dependable and easy to source? LVL offers a simple solution.
LVL offers a simple solution LVL IS IDEAL for a variety of beam and header applications because it enables the designer and builder to meet size and strength requirements with just the right design capabilities for the job. Since LVL is an engineered wood product, it can be manufactured to necessary strength and design values while optimizing the forest resource.
of the wood fiber. In an era where the environmental footprint of building materials must always be considered, specifying the right-sized structural members for the application is the most cost-effective and resource-efficient choice. Specifying beams with the 1.8E, 1.9E, and 2.0E design values is also a key step in value engineering.
LVL: Predictable Performance, Solid Value
Choose the Product That’s Easy to Source
LVL is one of several engineered wood products in the structural composite lumber (SCL) family. It is produced by bonding thin wood veneers together with moisture-resistant adhesive to form a large billet. The grain of all veneers is generally parallel to the long direction. The LVL billet is then sawn to desired dimensions, depending on the construction application. Because LVL is made with scarfed or lapped jointed veneers, LVL is available in lengths far beyond conventional lumber. LVL outperforms conventional lumber when either faceor edge-loaded. It is a solid, highly predictable, and uniform engineered wood product that is sawn to consistent sizes and is virtually free from warping and splitting.
LVL Storage and Handling Tips
Optimize Fiber Bending Strength and MOE In header and beam installations, the bending strength and stiffness of the beam or header are key design considerations. The allowable bending stress is typically indicated as an Fb value, such as 2400Fb, 2900Fb, 3000Fb, or 3100 Fb. In longer beam installations, deflection—measured as the modulus of elasticity (MOE)—is the critical property. Typical MOE values for engineered wood beams range from 1.8 to 2.2 x 106 psi, which is generally indicated as 1.8E to 2.2E. For most window and door header applications, engineered wood beams in 1.8E, 1.9E and 2.0E provide the ideal stiffness. Specifying beams with a higher MOE value, such as 2.2E, for typical header applications is often over-design that results in excessive use
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Production of LVL beams and headers has grown significantly in the last decade, and today these highly resource-efficient beams in the 1.8E, 1.9E and 2.0E values are widely available from multiple manufacturers throughout North America. APA members are a diverse group of large and small manufacturers, all dedicated to producing the highest quality engineered wood products available. The Association’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. LVL products are usually shipped in water-resistant wrapping that protects them from moisture, soiling and surface scratches. However, proper care must be taken to protect LVL in all transit periods, from the point where the product is delivered, to job-site handling and storage, to final installation. • LVL packages should be set on level, well-drained surfaces. • Lumber bumpers or blocks should be used to keep LVL packages from direct contact with the ground. • For long-term storage, cut slits in the bottom of the wrapping to allow ventilation and drainage of any entrapped moisture to reduce the possibility of water damage, staining or decay. • For long storage periods, storing LVL in a covered area is recommended. – For more information on LVL and to find a list of manufacturers, visit www.apawood.org. Building-Products.com
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5 common misconceptions about glulam beams
GLUED LAMINATED TIMBER, or glulam, is a highly innovative and versatile construction material engineered for a host of residential and commercial construction applications. High design values and proven product performance make the cost-competitive material a natural choice for projects from simple beams and headers in residential construction to soaring glulam arches for domed stadium roofs spanning more than 500 ft. Glulam beams are one of the original engineered wood products, yet their perceived status as a commodity has led to many misconceptions over time. Here’s a look at common myths—and how to dispel them—that can help dealers sell glulam more effectively and help builders specify glulam in their designs. MYTH: Glulam is only for custom, exposed applications. REALITY: Glulam beams are often chosen for their beauty in exposed designs such as rafters in vaulted ceilings or long clearspan ridge beams, but they’re also ideal for hidden, in-the-wall structural applications. Common residential uses for stock glulam beams include garage door headers, floor edge and center girder beams and headers for window and door openings, as well as headers for large openings such as patio doors. MYTH: Glulam beams don’t have the same span capabilities as some engineered wood products. REALITY: Glulam is inherently strong and dimensionally stable, making it suitable for a range of applications, including long-span roof beams and heavily loaded floor beams. It has the same range of design values that is typical for other engineered wood products. Stock beams come in 60-ft. lengths and are commonly used to create spans of 20, 24, and 28 ft. and greater. Stock glulam is an ideal option for framing large window openings and for creating great rooms without column supports that interrupt flow. MYTH: Glulam beams are only available cambered. REALITY: While glulam beams are available with camber to negate the possible adverse effects of long-term deflection, uncambered beams are common and are readily available. Because most residential applications require very little or no camber, uncambered stock glulam is an ideal choice. Stock beams are typically supplied with a relatively flat camber radius of 5,000 ft.,
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or zero camber. Thus, they have just the right camber for most residential construction applications. If, however, more camber is required, such as for long-span roof beams, custom beams are available through local lumber dealers to meet the most exacting specifications. MYTH: Glulam beams are expensive. REALITY: Stock glulam beams that are found in most contractor yards are cost competitive when compared with other wood and engineered wood building materials in the same range of sizes and dimensions. MYTH: Glulam beams are hard to get and are limited in size availability. REALITY: Glulam beams are readily available in stock and custom sizes. Stock glulam beams are available in all major market areas. They’re available in widths that match standard 2x4 and 2x6 wall construction, so there’s no need for furring when connecting headers to walls. Stock beams are manufactured in commonly used dimensions and cut to length when the beam is ordered. Typical stock beam widths used in residential construction include 3-1/8”, 3-1/2”, 5-1/8”, 5-1/2”, and 6-3/4”. Stock glulam beams are also available in I-joist-compatible (IJC) depths. For nonresidential applications, where long spans, unusually heavy loads, or other circumstances control design, custom members are typically specified. Glulam is available in a range of appearance classifications, but the appearance designations do not relate to structural characteristics. “Framing” quality beams, for example, are used in concealed applications and provided in widths designed to fit flush with 2x4 and 2x6 wall framing where appearance is of no importance. “Architectural” beams are typically used for applications where members are exposed to view. In addition, pressure-treated glulam beams are available for exterior applications such as for deck beams, allowing for longer deck spans with fewer columns. – For more information on the properties of glulam beams, visit www. apawood.org/glulam. Building-Products.com
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3 keys to content marketing success BY DANA OHLER IT’S A BIG worldwide web out there. With nearly 2 billion live websites on the internet and an estimated 5 billion internet users, about 4 billion of whom are on social media, it’s all too easy to get lost in the crowd. But there are ways to improve search visibility through crafting content that’s more friendly to search engines—and to humans alike. Here are three ways to boost your signal to get the most out of content-based marketing.
Content vs. Copy: Writing Titles and Headings with Search in Mind Copy writing usually refers to printed material, while content writing refers to web publishing. There’s definitely overlap—good writing is good writing—but the real difference is that copy writing is not necessarily web-optimized, while content writing purposefully integrates best practices for SEO. In other words, content writing is web search friendly. To illustrate the difference, here’s an example of a title for the same content about plywood manufacture, copy versus content: 1. The ABCs and 123s of the Original Panel Product
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2. Plies, Adhesives and Orientation: How is Plywood Made?
Accessible Content Is Good for Business
The first one is a playful title that alludes to the actual subject without mentioning it. It’s fine for copy writing, but it’s the wrong approach if the content is destined for the web. Basic as it may seem, it will get lost in the web search shuffle— and your content along with it—because it is too abstract. The second one is much more searchable. It’s phrased as the kind of question that people enter into search engines, and it uses keywords related to the subject. Wherever possible, write headings and titles that mimic search terms or queries.
Accessibility is sometimes overlooked but doing so is a major blunder. Not only can inaccessible content frustrate would-be customers, omitting accessibility features is also unfavorable for SEO. A sizable portion of the population uses accessibility features to read web content, and this population is well represented among customers, as a rule. How sizable a portion? 15% of Americans 18 and over have trouble hearing, according to the National Institute on Deafness and Hearing Disorders. According to the National Institute of Health, 6% of Americans experience vision impairment. Additionally, an estimated 8% of men and 1% of women have some form of colorblindness, according to the National Eye Institute. These numbers don’t account for those with temporary hearing or vision loss, either, so even with some overlap, combining those groups suggests approximately 20% of the population requires accessible content. With an aging population, these numbers are projected to grow over time. Make it easy for your customers to understand your message. For audio-heavy content like podcasts and videos, offer
DO: Cut right to the chase of what your content is about and use keywords or ask basic questions. DON’T: Use abstract titles that metaphorically touch on the topic. Titles, subtitles and headings can go a long way towards optimizing SEO. Search engine crawlers are constantly indexing websites, and they make note of what is in headings (the <h> tags in HTML). If you omit headings, or use headings that don’t make use of keywords, you’re missing a golden opportunity to win at the web search game. July 2021
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transcripts and subtitles, as appropriate. For graphics, make sure there are no issues with low-contrast colors that people with vision impairment will have difficulty seeing; the same goes for combining colors that people who are colorblind will have difficulty reading or distinguishing. A high-contrast color scheme is best, but avoid inverted text (light text on a dark background); it’s notoriously difficult to read. DO: Make content accessibility a priority. DON’T: Pass up a large customer group by skimping on accessibility measures. Add alternative text, AKA “alt text” or the “alt” attribute, to every digital image, web, email or social post. If there’s no option to add alt text, write an explanatory caption. The alt text clearly and briefly explains what the image shows and prevents frustration for those who can’t see the image—and that’s not only folks with visual impairments, but folks whose email client suppresses images, or any of the other technical issues that can result in image suppression. And, as mentioned earlier, alt text is important for SEO. Like titles and headings, web search crawlers index alt text for site search. Because of its weight in web search, it’s worth taking the time to write alt text that uses keywords to
clearly describe the relevance of the image and what it depicts.
Test Repeatedly & Implement Feedback No matter how good the writing, graphic or image is, personal quirks and content habits are all too easy to overlook by those who have them. The best content has the widest appeal, and one of the best ways to broaden appeal is by committee. Ask others to review content—as many other folks as practical—and thoughtfully implement changes based on their feedback. You don’t have to take every suggestion, but always consider the possible benefits and drawbacks of suggested improvements and thoughtfully address the concerns that were raised. DO: Test, test and test again. Thoughtfully implement feedback to make improvements. DON’T: Skip the review process because the content seemed fine last time. Test digital content. No need to guess if your content meets accessibility standards. There are many free tools that allow for thorough testing. For graphics, WCAG’s Contrast Checker at contrastchecker.com checks for visibility issues, including colorblindness, that could render the graphic
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indistinguishable. Microsoft’s Accessibility Insights tool at accessibilityinsights.io is a browser extension that checks webpage compliance with Web Content Accessibility Guidelines (WCAG). These are free, among many other utilities for graphics and websites available through a quick web search. HTML email testing, on the other hand, is not free, but highly recommended. There are many different email clients (Outlook, Gmail, Yahoo! mail and so on) that users receive email through, and each client renders emails differently. What looks good in Gmail can flop in Outlook, and vice versa. Some good subscription-based email test providers include Litmus PutsMail, Email on Acid and MailTrap. These services test emails amongst a broad array of clients and help identify changes so that marketing emails display at their best. For images and graphics in email, always include alt text; an estimated 60% of email clients suppress images. For this reason, it’s not recommended to use an email that is only one large image. The whole thing may be suppressed, and the message will be lost. The classic recommended text-to-image ratio is 80% text to 20% graphics. – Dana Ohler is the publication and website manager for APA.
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A FULLY SHEATHED wall of plywood or OSB, properly connected to the foundation below and roof above, is a powerful barrier against earthquakes and strong winds.
Wall bracing & lateral loads How to build for resilience THE OVERALL STRENGTH of a building is the function of all the components—walls, floors, roof and foundation—working together as a unit. When an earthquake or high wind strikes a building, the walls and roof endure these forces. A fully sheathed wall of plywood or OSB, properly connected to the foundation below and roof above, is a powerful barrier that resists the persistent forces of wind and earthquakes. A structure must be built to safely resist the lateral loads that result from high-wind events and earthquakes. Wall studs alone can’t resist the racking forces. Wall bracing helps keep walls square during these events. Understanding the International Residential Code (IRC) wall bracing requirements can be challenging, but following them is critical to a home’s structural integrity.
Why Is Wall Bracing Critical? The load from gravity is easy to understand and is constant on every house. Lateral loads are just as constant, but they vary in force and are not as recognized. The most common lateral load is wind, with design velocities that vary from 85 to 150 miles per hour across the United States. Tornadoes, the strongest wind loads, are not predictable and randomly occur in every part of the country. While it is not affordable or reasonable to design structures to withstand the strongest tornadoes, experience has taught us how structures can be designed and built to resist wind speeds of up to 150 mph and protect not only the inhabitants but also the integrity of the structure. Building-Products.com
Similar experiences with seismic activity have also helped us learn how to design and build structures to better withstand earthquake forces. When applied per building code requirements, prescriptive lateral wall bracing provisions help structures resist the lateral loads that result from wind and seismic events.
Wall Bracing Basics & On-Demand Guidance While wall bracing is one of the most important structural elements, it can also be one of the most confusing. The IRC defines 16 bracing methods and defines minimum widths for wall bracing segments based on the construction material and type of bracing method. Fully sheathing a house with plywood or OSB panels is an easy and effective solution because wood structural panel sheathing is the only IRC-approved way to reduce the width of bracing segments to as little as 16 inches.
On-Demand Webinars: Wall Bracing Provisions APA’s three-part webinar series provides an in-depth overview and step-by-step guidance to the 2018 IRC wall bracing provisions. The series begins with a one-hour introductory session covering load path, lateral forces and limitations to wall bracing. Additional sessions address related topics, including the simplified wall bracing method and bracing for higher seismic and wind zones. The series is presented by APA engineered wood experts experienced in providing engineered wood product building and design support and recommendations. The webinars are ideal for July 2021
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building professionals looking for clarification and guidance to the 2018 IRC code requirements. • Wall Bracing I: IRC Load Path, Lateral Forces and Limitations – This introductory session examines how horizontal forces act upon a structure and how they are resisted, details code-prescribed limitations to prescriptive wall bracing and provides an introduction to braced wall lines. • Wall Bracing II: Meeting the 2018 IRC Bracing Provisions for Wind and Seismic – The second part of the series addresses wall bracing methods, reviews the steps in determining the required length of bracing in higher seismic and wind zones, provides an overview of the 12 code-prescribed intermittent bracing methods, the four code-prescribed continuous bracing methods and how to determine required length of bracing and placement requirements. • Wall Bracing III: Simplified Wall Bracing & APA Wall Bracing Calculator for the 2018 IRC – The concluding webinar provides real-world examples of IRC wall bracing methods and introduces the alternative IRC Simplified Wall Bracing and APA Simplified Wall Bracing methods as well as the APA Wall Bracing Calculator.
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On-Demand Webinars: Lateral Load Path Basics APA’s two-part lateral load path webinar series is intended to help building professionals understand the complete lateral load path, recognize basic components of the lateral load resisting system in wood buildings, understand the consequences of an incomplete path, learn code requirements for critical construction details and common framing errors to avoid. • Lateral Load Path Basics: Tracing a wind load through a woodframed structure – This session outlines the path a wind load takes through a wood-framed structure, as well as the importance of a complete load path and associated construction details. • Lateral Load Path Basics II: Tracing a seismic load through a wood-frame structure – This session looks at the path lateral loads take in wood-frame structures, provides examples from catastrophic events, discusses load path continuity and common detailing and examples of successful and unsuccessful connections. The entire three-part wall bracing series and two-part lateral load path series have been approved by AIA and ICC for continuing education credit. Both series are available for on-demand viewing at no charge at apawood.org/webinars.
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APA ON EWP
Reflections, celebrations and introductions Changing of the guard for APA presidents BY TARA MATTINA
RETIRING APA PRESIDENT Ed Elias reflects on the association as well as industry changes over his career.
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IN APA – The Engineered Wood Association’s 88 years of representing the industry’s North American manufacturers, change has been a constant. And, in Ed Elias’ 44 years with the association, he has been involved with many of its most significant evolutions. As the association transitions to a new president with Elias’ July 1 retirement, he reflected on the organization and the changes he has seen within the engineered wood industry. “What we look like today is far from what we looked like even 15 years or 30 years ago, but this association has always been committed to our three core functions of product quality, market access through technical research and testing, and effective marketing,” Elias said. Elias joined APA in 1977 as an associate scientist. After 10 years in various roles within the Technical Services Division, he went on to lead the International Marketing and Financial & Administrative Services divisions. Elias also served as corporate secretary and VP before being named president in 2013. During those years, advancements in products, construction assemblies, standards and technology have prompted growth and innovation. The association has grown, expanding from prescriptive- to performance-based standards. That evolution alone has seen the introduction of new manufacturing technologies, adhesive systems and a whole new family of engineered wood products. “We have expanded from our base of softwood plywood to embrace oriented strand board, glued laminated timber, structural composite lumber, structural wood I-joists and mass timber,” Elias said. “Our production capacity in structural wood panels alone has grown from 17 billion sq. ft. in 1977 to over 35 billion sq. ft. today.” APA represents about 85% to 90% of engineered wood products in North America under one trademark. This representation follows strong strategic direction led by a proactive APA Board of Trustees. The association has diversified product representation, expanded the geography of the industry it serves and continually strove to open new market opportunities. “This association and its members have shown a global Building-Products.com
approach toward growth in product demand,” Elias said. “We have been able to focus our energies emphasizing fair trade and the harmonization of standards and building codes around the world.” Even during 2020’s global coronavirus pandemic and 2008’s deep financial recession, while other industry associations contracted or folded, APA’s membership grew, and the industry prospered. Elias attributes this success to the industry’s proactive approach, led by APA’s members. One of the most visible investments in the industry’s future can be seen in the recently expanded capabilities at APA’s research center in Tacoma, Washington. Built in 1969, the 42,000-sq. ft. lab has long been recognized as one of the leading wood research facilities in North America. The $4.5-million expansion raised a portion of the roof to 40 ft. high and added a 4-ft.-thick reinforced strong floor, 10 strong wall blocks with anchors, twin 5-ton cranes and whole range of new equipment to accommodate full-scale multistory structural assembly testing. The significant upgrades to APA’s research and testing facilities support innovative design and construction of timber structures using wood structural panels, engineered wood products and mass timber assemblies. “Our members’ products will find new and expanded markets in wood-frame construction with a mix of lumber and other wood materials and in buildings that blend concrete and steel with engineered wood product assemblies,” Elias said. APA’s market access through research and testing dovetails into new innovative marketing schemes. The association has more than 600 publications in its library of titles, with nearly all of them available at no cost from apawood.org. Videos, “how-to” guides, webinars and other digital content are also available, which became more important as people sought safety from COVID-19 by avoiding in-person meetings. “Our communications programs have evolved away from defending this industry’s behavior under concerns for the spotted owl and forest management practices to the attributes of carbon sequestration and the role of forests in addressing climate change,” Elias said. When the coronavirus pandemic prompted states and provinces to lock down in spring 2020, the association took proactive steps to safeguard the health of its employees and the people it serves. Mills were audited remotely, lab services were split into shifts and field Building-Products.com
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staff implemented video conferencing to continue educating designers, builders and code officials. “We embraced technology to connect with our members and others,” Elias said. “We not only maintained our services during a difficult time; we increased productivity and developed new capabilities we can carry even beyond the pandemic.”
program management, environmental policy and business development. He has held leadership and management positions in the Air Conditioning Contractors of America, Tag and Label Manufacturers Institute, Thermostat Recycling Corporation, National Electrical
Introducing Mark Tibbetts, Incoming APA President After a three-month transition period, Mark Tibbetts officially assumed the president position July 1, when Elias formally retired. Tibbetts was selected by the association’s Board of Trustees through a lengthy search process. “Mark Tibbetts’ passionate interest in and understanding of the role APA undertakes for its members and the industry clearly set him apart,” said Jim Enright, chair of the APA Board of Trustees. “The Board endorsed him as the new APA president because of his experience with team building, leadership and communication, and we are excited to add his expertise to our talented team at APA.” Tibbetts brings more than 15 years’ experience in association and nonprofit
MARK TIBBETTS becomes the 12th executive leader in APA’s almost 90-year history.
Manufacturers Association, and American Public Works Association. “For someone who has harbored a lifelong interest in residential construction and building design, I’m thrilled to be taking on this role,” Tibbetts said. “APA has a proud history of supporting members by growing the market for engineered wood products through product promotion, quality assurance and technical support. I look forward to working with the membership, the staff team and our industry partners to build upon this legacy of leadership and exceptional service.” These may be different times, and just as APA has demonstrated over its almost90-year history, new challenges require new approaches. The association’s fundamentals, however, are unlikely to change. “It has been my honor to contribute to the growth of this industry over the past several decades,” Elias said. “I am confident that through Mark and the APA staff, the Board of Trustees and the support of this industry, this association will continue to grow, capitalizing on a fluid marketplace and becoming more globally relevant every day.” – Tara Mattina is the market communications director for APA – The Engineered Wood Association.
INDUSTRY SUPPORT IS OUR SPECIALTY For nearly 90 years, APA has proudly supported the industry in creating structural wood products of exceptional strength, quality and reliability and helped building professionals create resilient, sustainable and code-compliant structures.
QUALITY ASSURANCE
TECHNICAL AND PRODUCT SUPPORT
ON-DEMAND EDUCATION
CONSTRUCTION AND DESIGN GUIDANCE
Tap into our expertise and explore our resources at www.apawood.org
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NEW Products
Nylon Siding Clips
Prefab Roof Insulation
Nova USA Wood Products has expanded its line of rainscreen siding clips with a new ExoClad QuickClip designed with 6/6 ballistic grade nylon. Lightweight and easy to handle, the new nylon clips are highly resistant to abrasions, d a m p e n n o i s e , a n d o ff e r enhanced thermal bridging properties, which can reduce energy costs by minimizing the amount of heat transferred through the building envelope.
Atlas Roofing’s SureSlope prefabricated tapered roofing products effectively reduce standing water, while minimizing jobsite waste, labor, fabrication and installation time. The new brand incorporates and rebrands Gemini Pre-Cut Tapered Polyiso Roof Insulation, as well as the new SureSlope DST 8x8 Drain Set, developed to help contractors minimize installation errors, reduce jobsite waste, and increase installation speed.
n NOVAUSAWOOD.COM (503) 419-6407
n ATLASROOFING.COM (800) 478-0258
PROUDLY SERVING THE FOREST PRODUCTS INDUSTRY SINCE 1896
More Exotic Colors Deckorators has added two new vertical-grain color options to its line of Vista WPC composite decking, which offers the appearance of exotic hardwoods without the maintenance. Silverwood (light gray) and Dunewood (medium brown) join Driftwood (gray) and Ironwood (brown) to give builders and their clients more color pairing possibilities. All Vista colors are available 3-1/2” wide in 20-ft. solid-edge and groovededge profiles, and 5-1/2” wide in 12-, 16-, and 20-ft. solid- and grooved-edge options. n DECKORATORS.COM (800) 556-8449
CONVENIENTLY LOCATED IN THE HEART OF THE PACIFIC NORTHWEST “TREATING COASTAL DOUGLAS FIR IS OUR SPECIALTY” TSO MARKETS & APPLICATIONS SERVED RAILROAD TIE MARKET • HIGHWAYS & BRIDGES • MARINE/AQUATIC AGRICULTURE • MILLWORK • EXPORT • SAWN LUMBER & TIMBERS ROUND TIMBER PILING (MARINE, FRESH WATER & FOUNDATION) GLUE-LAMINATED BEAMS, COLUMNS & ARCHES
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Paul Krotts • pkrotts@jhbaxter.com 3494 ROOSEVELT BLVD., EUGENE, OREGON 1-866-960-9703 Customer Service & Order Status: 1-541-689-3801 x2 or CustomerService@JHBaxter.com
JHBaxter & Co. is WBE Certified AFFILIATIONS: AWPA • CAHM&PC • IOHH • PCCHM&PM • PWLA • WCLBMA • WCLIB • WWPI
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Twin Powers Metabo HPT has expanded its MultiVolt System for its lineup of cordless pneumatic tools. In addition to the lightweight 18V battery, users can now choose a universally compatible 18V/36V MultiVolt battery, which can run at either voltage. The tools can be attached to a unique AC Adapter for all-day runtime, saving battery life. It’s backed by a lifetime tool body warranty and two-year Lithium Ion battery warranty. n METABO-HPT.COM (800) 706-7337
Building-Products.com
Measuring Up Crescent Tools is launching an upgraded collection of Crescent Lufkin Chrome Power Tape Measures featuring improved designs that make them easier to carry, easier to read, and easier to use. The chrome-plated case offers a new compact design, up to 20% smaller than the competition and optimized for comfort and utility and are up to 20% smaller than the competition. A wider blade provides up to 10 ft. of reach, while the nylon coating provides abrasive protection. A matte finish on the blade coupled with enlarged print make for vastly improved visibility, while the flatter blade design makes marking measurements easier. An upgraded lock button design offers a reduced path to lock and unlock. The line includes six different models: 12-ft. SAE, 16-ft. SAE, 25-ft. SAE, 35-ft. SAE, 5-meter/16-ft. Metric/SAE, and 8-meter/26-ft. Metric/SAE.
Hanging with Tunes on the Jobsite Klein Tools’ rugged new Bluetooth Jobsite Speaker with Magnet and Hook provides crisp, powerful sound along with versatile mounting options and the ability to charge or power small devices. Dust- and water-resistant, the device offers 20+ hour of run time; can charge other small devices via USB-A and USB-C ports; charges in three hours or less using the included 39’’ long USB-A to USB-C cable; can connect wirelessly via Bluetooth 4.2 up to 100 ft.; and can daisy-chain with another AEPJS3 speaker to duplicate audio from multiple locations. A built-in microphone allows for hands-free calling via voice control.
n CRESCENTTOOL.COM (800) 621-8814
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PO Box 396 • 10761 S. Alameda Street • Lynwood, CA 90262 • 323.567.1301 • JonesWholesale.com
12/17/20 1:28 PM
Building-Products.com
Woodsy Bead Boards Wolf Home Products has launched its new Woodlands Collection as part of the Wolf Trim line. The edge and center bead boards include four new colors: Ash, Cherry, Mahogany and Silverado. The panels come tongue-and groove for a hidden fastener installation. Due to its lightweight and high-cell density PVC, the Woodlands Collection is low-maintenance and will not absorb moisture or swell, rot, split or delaminate, making it ideal for a variety of climates. Each board measures 1/2”x6”x 18 ft. n WOLFHOMEPRODUCTS.COM (800) 234-9653
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Yellawood Stain & Sealer 888-807-2580 Bend, OR
www.pelicanbayfp.com DISTRIBUTION LOCATIONS Colton / Fontana / Modesto / Salinas / Stockton, CA PRODUCTS & SERVICES Framing Lumber / Pallet Stock / Industrial Lumber / Softwoods Hardwoods / Cedar / Fencing / Decking / Redwood Custom Cut Stock / Treated Lumber / Tile Battens 3-Hole & Slotted Vents / Custom Cutting / Remanufacturing Heat Treating / Fire & CCA Treating
“Focused on the future with respect for tradition”
Respecting the forest, honoring the past, building the future. A nation’s pride you can build on.
YellaWood Protector semi-transparent stain and clear water repellent sealer provide long-lasting, rich color and superior protection. The first to ever bear the YellaWood name, the professional-grade, acrylic-oil hybrid wood stains and sealer are water repellent and provide excellent protection for all outdoor projects like decks, fences or outdoor furniture. In accelerated weather test exposure to UV light, condensation and high temperatures, they demonstrated color fastness and coating durability equal or superior to the leading competitor’s tested products. The stains contain iron oxide pigments for rich, long-lasting color. The premium alkyd oil finish in the deck stains penetrates wood, providing superior moisture damage protection, while the acrylic finish repels water, resists wear, and fends off mold and mildew. For homeowners who prefer a natural look, the clear, water repellent deck sealer is loaded with UV stabilizers to maintain that stunning appearance provided by Mother Nature herself. n YELLAWOOD.COM/PROTECTOR (334) 585-2291
Manufacturers of 6 million bd. ft. monthly of • 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs State-of-the-Art Hewmill & Headrig Mill Contact Sheldon Howell
(509) 874-1163
Yakama Forest Products 3191 Wesley Rd., White Swan, WA 98952 Fax 509-874-1162
www.yakama-forest.com
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Power Surge Makita USA’s new 40V MAX and 80V MAX XGT lines feature a new standalone cordless system for various Makita tools, including hammer drills, impact drivers and table saws. The XGT delivers over 50 higher-powered cordless product solutions to applications dominated by cords, gas, and air. The system delivers exceptional water repellency and protection against UV, moisture, blackening, discoloration and wood rot. n MAKITATOOLS.COM (800) 462-5482 Building-Products.com
Back on the greens in Pacific Northwest Willmaette Valley Hoo-Hoo Club returned to the links June 4 for its annual golf tournament. According to
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Archie Brown, the event has “been held on the first Friday of June every year since the early 1950s, except last year
ROLL CALL: [1] Archie Brown, Joe Honochick, Kent Bond. [2] Dudley Mills, Gordy Duncan, Craig Judd, Dave Duncan. [3] Gary Davis, Don Essig. [4] Brian Meyers, Jim Meyers, Brad Meyers, Nathan Nystrom. [5] Bryce Jonas, Jeremy Bettingfield, Jay Hart, Bob Kuster. [6] Steve Killgore, Mark Avery, Tom Genneralli, Cal Pearson. [7] Greg Carter, Ned Olson, Bob Maurer, Frank Peterson. [8] Mason Virnig, Daniel Rodriguez, Ben Rist, Ken Timmins. [9] Thomas Shea, Denise & Tom Guelld. [10] Chris Knowles, Parker Nehl, Pat Lynch. [11] Jeff Walton, Joe Noble. [12] Natalie Heacock, Chelsea Brown, Brad Mehl, Tim Hunt. [13] Nick Lake, Kent Bond, Tom von Moos, Pat Zan. (More photos on next page)
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due to COVID. This year we had clear blue skies, in the 70s, and a wonderful day for golf, with 90 golfers and nearly 100 for lunch, plus a record of 56 sponsors.”
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WILLAMETTE VALLEY GOLF
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PACIFIC NORTHWEST GOLFERS (continued from previous page): [14] Will Kuester, Brendan Rosetta,Ted Greb, Bill Stone. [15] Gene Kohls, Barry Greathead, Jim Steele, Nick Kohls. [16] Todd Irving, Lillie Hamel, Tyler Hilb, Nate Lively. [17] Scott Nelson, Joel Weddell, Jaime Valencia, Dave Baker. [18] Mark Auxier, Preston Johnson, Dennis Sanders, Pat Burns. [19] Steve Nohrenberg, Jason Nohrenberg, Erin Leuallen, Justin Building-Products.com
Watson. [20] Joe & Mary Jo Honochick. [21] Mike Gaber, Bob Reisbeck, Bob Brass, Josh Gibeau. [22] Troy Bailey, Curt Strahm, Trey Bosworth. [23] Dale York, Randy Stout, Ryan Englebright, Alan Cissna. [24] KayCee Hallstrom, John Redfield, Jarad Revay, Rose Genichen. [25] Jerry Farley, Hunter Russell, Pat Meyers, Anthony Doheny. [26] Steve Anderson, Kip Anderson, Mike Boone, Noelia Ragland. July 2021
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THE NEXT GENERATION IN VIRTUAL EVENTS
Forget “normal,” create something better. The future of events is both live and digital. Let’s create something better together.
“The best digital event I’ve attended since the pandemic began.” - KURT WESTURLUND
Tradeshows National Sales Meetings New Product Launches Open Houses VIP Customer Events
LEA R N M OR E www.526.events
C ONT AC T Padams@526mediagroup.com
Info Providers Combine Sawmill Databases
Madison’s Lumber Reporter and Blue Book Services have entered an agreement to combine Madison’s Online Lumber Directory data with the Lumber Blue Book online listings, forming the sawmill industry’s most comprehensive information database of companies in the U.S. and Canada. Updated daily, the combined dataset will contain over 23,000 headquarter listings and over 8,000 branch listings of primary mills, wholesalers, remanufacturers, importers, exporters and lumberyards.
IN Memoriam Eugene Robert “Gene” Kuzman, 93, founder of Kuzman Forest Products, Portland, Or., died April 28. After serving in the U.S. Navy, he completed his education at the University of Oregon. Shortly after earning a business degree, he established Kuzman Forest Products in 1956, leading the company until he sold to his longtime associate Greg Thelen and retired. Thomas R. Clemo, 75, thirdgeneration owner of Century Lumber Co., Long Beach, Ca., died of cancer May 29 in Seattle, Wa. A graduate of UC Berkeley and Indiana University, he retired from the family business in 2000 at age 54. Charles F. “Chuck” Todesco, 49, longtime truss designer for Colorado’s Alpine Lumber, passed away suddenly on May 26. After seven years in the U.S. Army, he joined Alpine Lumber, Buena Vista, Co. For a while, he ran his own company, Caddis Design & Drafting, Buena Vista, then worked at several different Alpine Lumber locations. At the time of his death, he was employed at Alpine’s Metro-Denver Design Center.
backhoe, excavating and trucking business, working until he was 86. William Lee Hiett, 99, western lumber grader, died in Reno, Nv. After serving in the Army from 1945 to 1947, he returned to work as a grader in Northern California. After several area mills closed, he relocated to Reno to work for Tahoe Timber, exiting the lumber industry when the mill closed in the 1960s. James B. “Jim” Thompson, former chairman of the board for Pacific Coast Building Products, Rancho Cordova, Ca., passed away on May 28 at age 91. A successful attorney, Thompson
was asked to join the Pacific Coast Building Products board in 1977 and was named chairman in 1997. Robert Julian Stedelin, 87, formerly with Ray Lumber Co., Phoenix, Az., died May 31. After graduating from Arizona State University, he joined the family business, Ray Lumber. He later earned a PhD at Holy Names University and became an ordained chaplain. Ron Elliott, 84, retired sawmill foreman for Roseburg Forest Products, Roseburg, Or., died June 10. He spent 40 years with Roseburg, the last 12 years as mill foreman.
Rough TiMbeRs uTiliTy Poles PRessuRe TReaTed luMbeR
Borates CA-C
FiRe ReTaRdanT TReaTed luMbeR and PlyWood
Above + Ground Contact
Call the experts: • Robert Moore • Jim Winward
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
Ralph Irving Miller, Humboldt County lumberman, died May 15, three days shy of his 96th birthday. After serving in the U.S. Navy from 1943 to 1945, Ralph spent decades in the lumber industry, culminating with 20 years as superintendent of CalPacific Redwood Co., Blue Lake, Ca. When Cal-Pacific closed all of its plants, Ralph obtained his general contractor’s license and started a Building-Products.com
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DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Coverings – July 7-9, Orange County Convention Center, Orlando, Fl.; www.coverings.com. National Wood Flooring Expo – July 7-9, Orange County Convention Center, Orlando, Fl.; www.nwfaexpo.org. Riverside Home & Backyard Show – July 9-11, Riverside Convention Center, Ontario, Ca.; www.homeshowconsultants.com. Mountain States Lumber & Building Material Dealers Association – July 15, “Swing for a Cause” Easterseals Fundraiser, TopGolf, Thornton, Co.; www.mslbmda.org. Pacific Logging Congress – July 18-20, President’s meeting, Quail Lodge & Golf Club, Carmel, Ca.; www.pacificloggingcongress.org. AWFS Fair – July 20-23, Las Vegas Convention Center, Las Vegas, Nv.; www.awfsfair.org. American Wood Protection Association – July 27-29, in-person/ online annual meeting, Nashville, Tn.; www.awpa.com. Black Bart Hoo-Hoo Club – July 30, annual trap shoot, Ukiah Rifle & Pistol Club, Ukiah, Ca.; www.hoohoo.org. International Society of Wood Science & Technology – Aug. 1-6, 64th international convention, Little America Hotel, Flagstaff, Az.; www.swst.org. Southern California Hoo-Hoo Club – Aug. 6-7, ladies weekend, Hilton Palm Springs Resort, Palm Springs, Ca; hoohoo117.org. LMC – Aug. 9-11, virtual Hardware Express; www.lmc.net. Forest Products Machinery & Equipment Expo – Aug. 11-13, presented by Southern Forest Products Association, Georgia World Congress Center, Atlanta, Ga.; www.sfpaexpo.com.
The Hardware Conference – Aug. 13-15, JW Marriott, Marco Island, Fl.; www.thehardwareconference.com. Orgill – Aug. 16-27, online buying event; www.orgill.com. Mountain States Lumber & Building Material Dealers Association – Aug. 18, Crazy Pants Golf Day, Fossil Trace Golf Club, Golden, Co.; www.mslbmda.org. Western Hardwood Association – Aug. 18-20, annual convention, Hilton Garden Inn, Eugene, Or.; www.westernhardwood.org. West Coast Lumber & Building Materials Association – Aug. 19, Southern California golf tournament, Black Gold Golf Course, Yorba Linda, Ca.; www.lumberassociation.org. Long Beach Home & Backyard Show – Aug. 20-22, Long Beach Convention & Center, Long Beach, Ca.; homeshowconsultants.com. Salt Lake Home Expo – Aug. 20-22, Mountain America Expo Center, Salt Lake City, Ut.; www.saltlakehomexpo.com. Mountain States Lumber & Building Material Dealers Association – Aug. 26, 3rd annual sporting clay shoot, Colorado Clays, Brighton, Co.; www.mslbmda.org. San Diego Fall Home Show – Sept. 10-12, San Diego Convention Center, San Diego, Ca.; www.homeshowsandiego.com. Hoo-Hoo International – Sept. 11-14, annual convention, Hot Springs, Ar.; www.hoohoo.org. International Institute of Building Enclosure Consultants – Sept. 15-20, convention & trade show, Phoenix, Az.; www.iibec.org. Portland House & Outdoor Living Show – Sept. 17-19, Oregon Convention Center, Portland, Or.; www.homeshowcenter.com. Do it Best – Sept. 27-30, fall market, Indiana Convention Center, Indianapolis, In.; www.doitbest.com. True Value – Sept. 30-Oct. 2, Fall Reunion convention, McCormick Place, Chicago, Il.; www.truevaluecompany.com.
TREATERS WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY ACQ ACQPreserve • Borates
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15500 Valencia Ave. (Box 1070), Fontana, CA 92335 Fax 909-350-9623 • email – fwl-fwp@pacbell.net
www.fontanawholesalelumber.com
Gemini Forest Products Specializing in forest products for industry professionals
Los Alamitos, CA 562.594.8948
Stockton, CA 415.859.5544
www.geminiforest.com
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ADVERTISERS Index Page
All-Coast Forest Products www.all-coast.com
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American Wood Technology www.americanwoodtechnology.com
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PPG www.ppgprefinished.com
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APA–The Engineered Wood Association www.apawood.org
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ProWood www.prowoodlumber.com
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Atlantic Forest Products www.atlanticforest.com
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Redwood Empire www.buyredwood.com
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BC Wood www.bcwood.com
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Rigaku www.rigakuedxrf.com
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Pelican Bay Forest Products www.pelicanbayfp.com
At Royal Pacific you’ll pay no more, but get extra. We guarantee it.
Hi-bor® Borate Pressure Treated Wood
FirePro® Fire Retardant Treated Wood
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Customer Satisfaction in29All We Do. Boise Cascade Providing Building Materials Distribution P.O. Box 75 • McMinnville, OR 97128 • 503-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) www.bc.com/distribution 28770 Dike Road • Rainier OR 97048 • 503-556-1297 • Fax: 503-556-1709
Cover I, 42
California Cascade Industries Royal Pacific Merchant half page ad 1_19.indd www.californiacascade.com
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Advance Guard® Borate Pressure Treated Wood
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
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Simpson Strong-Tie 1/21/19 5:53 PM www.strongtie.com
Chemco www.chemco.org
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Siskiyou Forest Products www.siskiyouforestproducts.com
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526 Events www.526.events
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Superior Wood Treating www.superiorwoodtreating.com
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Fontana Wholesale Lumber www.fontanawholesalelumber.com
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Swanson Group Sales Co. www.swansongroup.biz
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Gemini Forest Products www.geminiforest.com
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Thunderbolt Wood Treating www.thunderboltwoodtreating.com
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Hoover Treated Wood Products www.frtw.com
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Timber Products www.timberproducts.com
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Huber Engineered Woods www.huberwood.com
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TIVA Building Products www.tivabp.com
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Huff Lumber www.hufflumber.net
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UFP Industries www.ufpedge.com
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Humboldt Sawmill www.mendoco.com
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Utah Lumber Co. www.utahlumber.com
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JH Baxter www.jhbaxter.com
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Jones Wholesale Lumber www.joneswholesale.com
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Borates CA-C
luMbeR
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TReaTed luMbeR Versatex and PlyWood www.versatex.com Call the experts:
Above + Ground Contact
• Robert Moore
• Jim Winward
UTAH WOOD PRESERVING CO.
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Lonza Wood Protection www.wolmanizedwood.com/ewp
Cover II
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National Hardware Show www.nationalhardwareshow.com
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Western Woods Inc. www.westernwoodsinc.com
Cover III
North American Wholesale Lumber Assn. www.nawla.org
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Weyerhaeuser www.weyerhaeuser.com
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Parr Lumber www.parrlumberchino.com
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Yakama Forest Products www.yakamaforestproducts.com
Building-Products.com
West Fraser www.westfraser.com/osb
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
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FLASHBack 49 Years Ago This Month
Forty-nine years ago this month, in July of 1972, we
celebrated our 50th anniversary with an array of historyminded and forward-looking features. (And, if you can do the quick math, you’ll realize we will be celebrating another major milestone in 2022.) The lead story was a forecast by Pete Niebling, western manager for the North American Wholesale Lumber Association, who peered ahead into the thendistant decades, attempting to predict what the industry’s distribution chain would look like in the next decade. You judge how prescient he was: • Fewer geographic separations. Niebling anticipated “a further decline in provincialism in the U.S. Mass communications and mobility will continue to dilute environmental influences that are local in nature.” The ability to look beyond the barriers of local borders would provide lumber companies with access not just to larger markets, but also to more sources and a wider base of knowledge. One consequence, he thought, would be greater conformity among marketing and operations, as industry best practices became better known.
THE JULY 1972 issue, sponsored by Rounds Lumber Co., celebrated the publication’s 50th anniversary.
• A transformed retailing structure. Niebling explained that traditionally retailing depends on “derived demand” (in other words, the consumer’s desires). Consequently, the pace of change among retailers is often dictated by the wants of the customer. Change, he admitted, was not one of the lumber industry’s strong points—perhaps, he reasoned, because its raw resource (the tree) was slow in growing and little in changing. Yet Niebling was confident greater change was coming. “We should not underestimate consumerism and its growing influence,” he wrote. • Far fewer unaligned and wholly independent dealers. Niebling noted the “increasing concentration of retailers,” notably the fast expansion of home improvement chains and the rush for independents to join franchises and purchasing groups. As a representative of wholesalers, he did fear that as retailers grew larger and more affiliated, they were more likely to seek to buy direct from manufacturers.
MY, HOW INDUSTRY training materials have changed. Back in 1972, APA offered its state-of-the-art plywood sales training program on cassette tapes and 35mm slides.
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• New technology would come—with limits. Niebling predicted that while more automation was inevitable, customers might push back. “As technology increases, machines and sophisticated computers can help the large companies in these costs,” Niebling wrote. “However, today we see the consumer asking for more personal attention than machines can give. The quality of life along with the quality of bigness is seriously being questioned by much of society today. It remains to be seen whether our society will opt for dull, highlyorganized conformity or will demand higher quality, better service, and the ‘pleasures of difference.’” He noted that wholesalers remained optimistic for the future, evidenced by the massive upsurge in the formation of new forest products wholesale firms over the preceding 18 months.
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