The Merchant - July 2023

California Cascade has been offering innovation and quality in the building products industry since 1974.

California Cascade uses Koppers Performance Chemicals to provide the most environmentally friendly, and effective pressure treated lumber available for a multitude of applications.

Our most popular treatments are NatureWood® for Copper Azole (CA) treatment, Advance Guard® for borate and FlamePRO® for fire retardant treatment.

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Sara Graves sgraves@526mediagroup.com

COLUMNISTS

James Olsen, Claudia St. John, Dave Kahle

CONTRIBUTORS

Jaime Alvarez, Joe K. Elling, Paige McAllister, Bill Parsons

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POSTMASTER Send address changes to The Merchant Magazine, 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626. The Merchant Magazine (ISSN 7399723) (USPS 796-560) is published monthly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626 by 526 Media Group, Inc. Periodicals Postage paid at Newport Beach, CA, and additional post offices. It is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states. Copyright®2023 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. We reserve the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles are intended for informational purposes only and should not be construed as legal, financial or business management advice.

Volume 102 • Number 7

25 YEARS OF PRO DRIVEN INNOVATION

For the last 25 years, FastenMaster has worked side-by-side with top PRO contractors to develop the most innovative structural, decking and framing fastening solutions in the industry. Our American based engineering and manufacturing teams have enabled us to develop cutting-edge fastening solutions that reduce installed cost, increase structural integrity and deliver a superior finished look. That’s why top builders have made FastenMaster their preferred brand, providing them with the confidence they need to take on any project.

THE “—”

------------ BY PATRICK ADAMS

I’VE HAD MANY calls in the middle of the night, and none of them were good. When the phone rang this evening, I knew it wasn’t good news, I just didn’t know how bad. A good friend’s youngest daughter had been killed.

She was just 17 years old, driving with her boyfriend returning from his high school graduation party. There was no alcohol, or drugs. There was no distracted driving while texting on a phone. In fact, he was driving, she was a passenger, and his younger sister was in the back seat while his parents followed in another car. A red light was run by another vehicle and in a second, many lives changed forever. I’ve always taken a weird comfort in bad situations in being able to assess, learn and tell myself, “This is what could have been done differently to change the outcome.” This was not one of those situations because it was a reminder of the stark reality that sometimes, horrible things just happen that are outside of our control.

It shouldn’t matter, but when I say this family is special, it’s an understatement. The parents are amazing in every way… the type of people that make everyone around them better, and happier simply because they are around. All three of their kids are amazing, strong, competitive, kind and funny. But their youngest was truly something amazing.

She was smart and kind, funny and beautiful, competitive and strong. She wore her heart on her sleeve and was never afraid to speak her mind. She was ferociously loyal, stuck up for her friends and the “little guy,” and loved her family.

As I heard the words that she was gone, a million thoughts raced through my mind and yet, there wasn’t a word that seemed appropriate to say, so I sat speechless. Finally, I just said, “I love you, brother.” With that, the call was over and the flood of thoughts began. About me, about my family and friends, and about whether I’m still living with the knowledge that every day is a gift and we’re not assured another chance to say what needs to be said.

I learned as a child, and throughout my adult life, that our time is not a guarantee. Each day is a gift and frankly, I never expected to be around this long. I give thanks every morning I wake up, and every evening before I go to sleep. I give thanks that my family is safe and healthy for another day. But, I think it’s human nature to take our lives for granted.

How many times have we left the house either mad or in a rush? Maybe not taken the time for that extra hug or to sincerely share how much people mean to you before you depart? Maybe put off that call, or visit to a longtime friend or family member? If I told you that today was the last day of your life, what would you say, and to whom?

As we attended her Celebration of Life, I was not surprised that it was being held at her high school gymnasium, as she was a talented athlete who was ferociously competitive and cared about her team. As I looked around, I can almost promise that this gym had never held so many people. It was standing room only. As person after person stood and shared stories of her, it felt more like this day belonged to someone in their senior years. Funny stories, mixed with testimony of how much she impacted lives filled the room over and over again. Each person had their own, amazing experience with her that was somehow all packed into her short 17 years.

While I sat there filled with emotions of heartbreak for my friends having to go on without their amazing daughter, something that was shared with me in my youth came to mind. I was about to start a career and someone who became a mentor said, “Your life is made up of two dates, and a dash. Make the most of the dash.” That was it. On someone in their twenties, it wasn’t as meaningful as it is now. In just 17 short years, she filled that dash with a LOT! She impacted countless people and created a legacy that will live on for far more years than the short few that she was with us.

I could go on, but I hope by now you are thinking not just of your own life, but of those you care most about and questioning, “Do they know how I feel about them? Have I left anything unsaid? Have I done everything I’ve wanted and if my time came, would I pass without regret?” This is what I’ve thought about almost non-stop since that phone call; that our time is short and tomorrow is not a promise. Imagine if you could wake up reminded of this every day, and live your life knowing that not only are you living your fullest life, but also saying and doing everything in your heart with those who mean the most to you?

As I’ve shared in other stories, it’s simple, but not easy. However, some things are worth it and it took my friend’s heartbreaking tragedy to remind me that we should not take the gift of tomorrow for granted. Take an extra minute and give them a hug, or a call, or send an email.

Thank you for the honor of serving you and this great industry. I am humbled by your dedication and support of what we do, as well as allowing me to share my thoughts with you each month. I hope you all have a wonderful summer, building on the legacy of your “dash.”

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

HOT. HOT. HOT. FRTW DRAWS MORE INTEREST

BY DAVID KOENIG

EVOLVING DEMAND in construction and new regional building code requirements are stoking interest in fire-retardant-treated wood (FRTW).

“There is increased interest in FRTW as specifiers realize and take advantage of both the economic and environmental advantages that FRTW has over other building materials used for code-compliant applications in noncombustible types of construction in the building and fire codes,” notes Hoover Treated Wood Products’ Dave Bueche.

“I believe, with interest rates as high as they are, people are staying in rentals vs. buying or building a single-family home,” offers Todd Schoffstoll, western regional manager for D-Blaze preservative manufacturer Viance. “To meet the demand for rentals there is a lot of multifamily construction occurring at this time, and that type of construction can use a significant amount of FRTW. Single-family homes typically don’t use any FRTW.

“I also think some of the uptick is a result of FRTW being specified more and more as engineers and architects are becoming more knowledgeable about the benefits of FRTW and more codes are requiring it.”

Darren Richardson, VP of sales & business development, United Treating & Distribution, Muscle Shoals, Al., is seeing the same phenomenon in his region of

the country. “The uptick is due to more areas in the Southeast are starting to require FRT in multifamily and commercial projects,” he agrees.

Danny Sosa, Thunderbolt Wood Treating, Riverbank, Ca., saw interest in FRTW begin to rise last year and expects it to continue as long as the housing shortage.

T2Earth, Augusta, Ga.—a joint venture of southern pine producer Pollard Lumber Co., Appling, Ga., and sales/marketing partner International Forest Products, Foxborough, Ma.—just introduced OnWood 1.0, Class A fire-retardant-treated southern yellow pine. Co-founder and CEO Joel Kier described the product as “the first dimensional lumber confirmation of our vision to change the paradigm of treated forestry products. Our innovations will accelerate the world into a sustainably built environment by delivering a treated wood that is unmatched (pun intended) as the highest performing, compellingly priced, eco-friendly wood solution usable across key construction and infrastructure applications.”

The conversation over fire-resistant wood products has been growing for a very long time, according to Watkins Sawmills’ Bill Hendricks. “I have spent 40+ years in the industry,” he says. “I have seen a lot of changes, but being a fire protection officer is my passion. Unfortunately, climate change, drought and wildfires are increasing, but wood is sustainable and renewable. FRTW

FIRE-RETARDANT-TREATED wood is fast increasing in popularity for multifamily and commercial construction, such as the Filene Center in Virginia. (Photos by Chemco/SaferWood)

protects property and saves lives.”

As Watkins Sawmills’ technical field rep, Hendricks spends most of his time consulting with code and fire officials to ensure they understand how FRTW products meet all applicable codes. Hendricks says, “The ICC (International Code Council) creates the FRTW codes, which UL uses to certify FRTW products. An independent third-party quality control agency with IAS accreditation verifies product performance against ASTM standards. We are tested constantly, and compliance is strict. You either pass or you fail, and failure is not an option.”

Most interior fire retardants use similar chemicals in varying combinations (guanylurea phosphate and boric acide for FR-1 treatments like Dricon; phosphate, boric acid, and ammonia for FR-2 treatments like D-Blaze and FlamePRO). Viance’s Schoffstoll says, “A good analogy is that FRTW formulations are like motor oil in that they don’t differ significantly amongst brands.”

Chemco, Ferndale, Wa.—a pioneer in exterior FRTW—is reportedly the only company to use a single formula for both exterior and interior FR treatment. “Demand for interior dimensional lumber and plywood treatment is up due to more multifamily construction; however, we are also seeing an increase for exterior FRTW due to statewide adoption of the International Wildland Urban Interface Code (IWUIC) by Washington State effective July 1, 2023,” says Chemco general manager Darin Dalry. “FRTW interest in the Pacific Northwest and Canada is at an all-time high, and we fully expect sustained demand for our TSO as more professionals specify SaferWood.”

Most pressure-impregnated fire-retardant treatments work in a similar fashion—transforming the wood into a product that no longer promotes burning. As AWPA president Colin McCown explains: “In very general terms, fire retardants for wood have one or more mechanisms for slowing down or eliminating the burning process. These include but are not limited to increasing the charring process (char insulates the wood beneath), forming an ultra-thin glassy layer, reducing the flammable gases released during the burning process, creating gases which cool the flames, etc. Each fire-retardant system will have its own mechanism (or two or three) for retarding the burning process—it really depends on the formulation.”

Even though the products may be fully compliant with IBC and IWUIC, FRTW is only part of the solution, accord-

ing to J. Travis Owens, director of business development for SaferWood/Chemco. “Another part of the solution is programs like Firewise USA by NFPA. As we learn how to adapt to living with wildfire, community-level participation is required. Consistent messaging from all stakeholders is vital.”

According to ICC, five U.S. states have adopted the IWUIC statewide, along with over 200 jurisdictions in other states. Every year, more than 2 million acres in the U.S. are newly designated as a WUI Zone. As quickly as WUI is growing and building codes are changing to adapt to our new climate reality, there has been a proliferation of products and companies flooding the market—many of which do not meet the strict FRTW testing, manufacturing or reporting requirements. Ensure the FRTW brands you work with have the history, experience and expertise to deliver.

Use our list below to start your conversation about FRTW. “FRTW is serious business,” says Chemco’s Owens, “and those of us in the industry have an obligation to tell the truth and back up claims with evidence because the wood we treat is protecting property and saving lives.” MM

FRTW Brands in the West INTERIOR

D-Blaze

• California Cascade Industries (Fontana, CA)

• Superior Wood Treating (Sumner, WA)

Dricon FS

• Taiga Exterior Wood (Washougal, WA)

FlamePRO

• Allweather Wood (Loveland, CO)

• Royal Pacific Industries (McMinnville, OR)

• Western Wood Preserving (Sumner, WA)

FlameTech

• Thunderbolt Wood Treating (Riverbank, CA)

ProWood FR

• UFP Industries (Windsor, CO)

Pyro-Guard

• Hoover Treated Wood Products (Bakersfield, CA; Winston, OR)

SaferWood

• Chemco (Ferndale, WA)

EXTERIOR

Exterior Fire-X

• Hoover Treated Wood Products (Winston, OR)

SaferWood

• Allweather Wood [Humboldt Redwood Decking] (Loveland, CO)

• Chemco [Thermex-FR, Mataverde Thermawood, FireLine, Flame Repel, FRX] (Ferndale, WA)

• Fire Smart Roofing [FSR] (Sumas, WA)

NEW REGIONAL building codes are a driving force in the rise of FRTW.

UNLOCK PLYWOOD’S POTENTIAL

AS THE WORLD becomes increasingly aware of the need for sustainable practices, many architects and designers are taking steps to reduce their environmental impact. However, one of the major challenges they face is finding a solution that is both sustainably produced and suitable for each unique project.

While traditional building materials like hardwood and concrete have their merits, an often-overlooked but increasingly popular choice among designers, architects and suppliers is plywood. Offering a remarkable blend of versatility and adaptability, plywood delivers limitless possibili-

ties beyond the realm of conventional applications.

Industrial Excellence

Plywood has earned a reputation for its reliability in industrial applications, especially with regards to fire safety. Traditional hardwood, if not treated, can be dangerous in industrial settings as it is flammable, but plywood veneers can be individually soaked in a fire-retardant solution and then glued and compressed, making them uniquely fire-resistant and effectively safeguarding a variety of applications, including elevator interiors.

DESIGN

REVOLUTION LEADS TO UNUSUAL APPLICATIONS

------------ BY JAIME ALVAREZ

High-rise buildings are becoming commonplace in urban settings which means the demand for elevators is growing in tandem. The risk of electrical and mechanical malfunctions cannot be overstated, and it is essential to take every precaution to avoid potential hazards including fires. Architects, builders and suppliers are increasingly relying on fire-rated plywood panels to ensure the safest possible elevator designs.

Revolutionizing Transportation

In addition to its durability and strength, plywood is extremely lightweight, meaning it can be used in the

WITH GROWING technological innovations coupled with an increasing worldwide commitment to sustainability, e-bikes are now becoming an integral mode of transportation around the world. This innovative e-bike features a plywood base, which is both lightweight and durable.

transportation sector to significantly reduce the overall weight of vehicles, leading to improved fuel efficiency.

RVs and model homes in particular can drastically reduce their overall emissions and costs by using lightweight plywood paneling in their kitchen cabinetry, bed frames, and overhead storage compartments. Plywood is also an increasingly popular choice for boat hulls and bows as it is flexible and helps reduce the overall weight of vessels so they can move through water more efficiently.

Companies such as Evie Bee Designs have gone even further in their mission to explore plywood’s potential creating ElectraPly, an environmentally friendly plywood e-bike.

Retail Redefined

Using digital print technology, companies have further managed to revolutionize plywood’s potential. Garnica, a leading manufacturer in the industry, has developed a product line called Infinity which recreates highly sought-after ve-

neer designs on a premium poplar plywood platform. This innovative solution not only produces stunning and realistic designs but also aligns with the industry’s growing demand for sustainability.

Although their current primary focus is on printing various wood grains and patterns, it is technically possible to print solid colors or even photographs and logos, opening up a world of possibilities for creative minds.

By incorporating digital print technology into their plywood shelving, display units, and fixtures, retailers can effectively recreate the look of hardwood in their spaces without breaking the bank or compromising strength and durability.

Sustainable Design

As the demand for sustainable and versatile building materials continues to grow, responsibly sourced plywood is positioned to play a central role in shaping the future of the industry. The architect and design

community is always looking for ways to obtain LEED certifications for their projects and using sustainably sourced plywood can be a key component in that process.

A widely available alternative to rare and exotic hardwoods which need to be protected, plywood is the ultimate cost-effective and endlessly adaptable solution that suppliers and their clients can count on for everything from interior design to transportation MM

JAIME ALVAREZ

PLYWOOD PANELING, especially when fire-resistant, is ideal for elevator interiors due to its light weight, durability and ability to bear extreme loads.

RETAIL SETTING incorporated Infinity Plywood to add an understated, natural elegance to the space.

Jaime Alvarez is the head of marketing at Garnica (www.garnica. one/en-us). Based in La Rioja, Spain, he oversees marketing initiatives for both the European and North American divisions.

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THE SECRET SHOPPER

MICHIGAN’S BIG RAPIDS LUMBER & HARDWARE

BY SARA GRAVES

REMINISCENT OF the CBS TV reality show Undercover

Boss, David VanderWeele was on a stealth mission to check out a business without anyone recognizing him.

It was 2020 and VanderWeele was looking for a new business venture when he heard a nearby lumberyard was for sale. The 115-year-old Big Rapids Cash & Carry in Big Rapids, Mi., was up the road an hour, outside of Grand Rapids, Mi., and VanderWeele was interested in seeing how it was run. So, he decided to secret shop the store.

“I came up and secret shopped the store three different times: once as a pain in the backside customer, once as a customer that was normal, and once with my kids running around the store,” he states.

The Big Rapids’ staff took his “tests” in stride. Their professionalism convinced him that he should buy the company from Phil and Bob Daniels, who had previously

taken over the business from their father Jim Daniels. VanderWeele would become the company’s fourth-generation owner.

“I was very impressed with the people that worked here. Their caliber. They were consistent with me each and every time. (The staff was) knowledgeable, friendly. It seemed like the atmosphere was a very positive atmosphere,” VanderWeele explains, adding that he visited the store without Phil Daniels’ knowledge. “He didn’t even know I was coming.”

“This operation, when I secret shopped them, gave me that feeling of premium products, service and people,” he says, something that he was looking for when buying a new company.

At the time, VanderWeele was running a large, national insurance company, overseeing three states. Yet, despite

BIG RAPIDS FAMILY: Left to right, Randy Langworthy, Laurie Foos, Phil Daniels, Sarah Atwell, owner David VanderWeele (in gray), William VanderWeele, Bill Howes, Bobbi Lodholtz, Travis Palmer, Juile Taubitz, and Bart Chupp.

the two companies being drastically different, it didn’t dissuade him from buying the company. “We’re in the people business. It doesn’t matter what the products are or the services, whether it’s an insurance policy; whether it’s spray paint; a 2x4, 8 ft.; a car for that matter. Products don’t matter. My philosophy is: ‘If your business is developed correctly, you’re in the people business, helping to solve problems, helping to make their days better, helping to assist them (to) save time so they can do things that they value more.’ That philosophy has served me very

well over time.” The business was also attractive because VanderWeele’s father had introduced him to the contractor and plumbing business as a child.

In the three years since, with the help of Phil Daniels, who stayed on to assist in the company transition, but who is now ready to retire, VanderWeele has transitioned the company from its previous identity of Big Rapids Cash & Carry to Big Rapids Lumber & Hardware (Big Rapids), a name he feels better suits the direction the company is headed in.

In fact, the staff of 19 people is currently in the process of an overhaul, having added 40% more hardware inventory in the past 90 days by extending its 4-ft. shelves to 7-ft. shelves. Ironically, it was VanderWeele’s early stealth visits to the store that led him to making this change.

In March of 2020, six months before the sale of the business was finalized, VanderWeele says he came to the store two days a week to learn the store, understand its customers, and get a feel for the staff to make sure it was what he wanted to do. It was during his visits one week that he overheard three customers ask if the store sold trailer hitches. A staff member at the time replied, “We’re not a hardware store. We’re a lumberyard.” A similar response was repeated two more times. The next month, VanderWeele said to his staff, “How many people have to ask for a trailer hitch or a trailer hitch ball before we order some?”

“The company was so focused on contractors only, they were missing a whole segment of the market out

BIG RAPIDS is moving on from its longtime “Cash & Carry” name.

WFP COAST TIMBERS - DOUGLAS - FIR

SUSTAINABLY

NATURALLY STRONG

there that our competitors were taking advantage of, which is (a DIYer) that needs help with a product, and they don’t want to drive across town,” he adds. “So, I made the decision back then that we would rename the company, Big Rapids Lumber & Hardware. Saying what we do (and) where we do it to me made a little more sense than the classic name from the ’70s, Cash & Carry.”

“I have a (customer) who is a halfa-million-dollar builder who is getting ready to retire,” says VanderWeele, further illustrating his point with a true story. “I can’t snap my fingers and replace that builder from a projection and diversification standpoint. I would rather have 200 $1,000 customers than one $40,000, $50,000, $60,000, or $100,000 customer. There’s more safety in that diversification. So, that’s kind of also what (led) me down the hardware path.”

Presently, the store is undergoing a complete remodel both inside and out with new signage and marketing reflecting the name change and increased focus on hardware. In addition, the company is concentrating on diversifying its business, including adding more products that are geared toward commercial contractors.

“We have some commercial contractors we work with,” VanderWeele explains. “They stop in for their personal needs, but why aren’t they really giving us a shot (for their commercial business)? Again, I go back to my philosophy—we solve problems. If there’s a product somebody wants us to carry and they commit they’ll buy it from us, I don’t care what the product is... I’m not hung up on the products at all. I’ll do anything to make the problem go away for somebody, and, no, I didn’t say in that statement, ‘I’ll be the least expensive.’ I think what happens is people get so caught up in price... versus, again, the people business, solving the problem.”

It is this flexibility in responding to the needs of the local community that has enabled Big Rapids to thrive despite stiff competition in a six-mile radius surrounding the store. And even though there has been a similar business on the company’s same property dating back to 1905, what sets the lumberyard apart from its local competition today is “having the best products compared to everybody else in our industry,” VanderWeele explains. “We carry a much higher grade, different product of lumber than what they carry. That really helps us differentiate ourselves from a product standpoint.”

The yard carries Hem-fir as its dimensional lumber, which, he says, produces a stronger and straighter building foundation material. In addition, they carry the highest-quality-graded lumber that you can buy, which results in the straightest boards with the least number of knots. This is Big Rapids’ stocked product, not a special order.

“You can literally, physically see a huge difference in our bunks of lumber when they’re stacked up, and from the coloring to the straightness of the boards—they aren’t crooked, the ends aren’t split open,” VanderWeele says, adding that it is worth the increase in price when you factor in the reduction in wasted lumber, and fewer warped boards that need replacing in the future.

In addition, Big Rapids has taken it a step further with its unprecedented delivery. The company offers sameday delivery on 85% of its loads for their contractor customers, and a

100% delivery commitment in 24 hours—at no charge to the contractor. Occasionally, this means VanderWeele makes the deliveries himself.

Thankfully, an increase in construction in the Big Rapids area has provided the company with steady business, due in part to more people moving into the area for its country feel and cheaper housing costs, and the heavy vacation property base around the region’s many lakes.

Looking ahead, VanderWeele says Big Rapids will further explore offering more commercial products, wholesaling products, and looking into possibly acquiring more lumber, hardware or kitchen and bath locations.

And whether Big Rapids remains a single location or grows to several locations, VanderWeele says he is confident that it will remain competitive against the area’s big box stores because his customer “wants somebody knowledgeable to talk with. They want somebody to walk them to the aisle. They want somebody to carry their product out to them. They want somebody to explain, ‘Hey I saw this new product.’” Something, he says, his customer won’t find in a 60,000-sq. ft. big box store.

Nevertheless, VanderWeele is not caught up in adding locations as long as he can continue to address the needs of his customers. “If I don’t ever have another location, that’s perfectly fine. If I have two or three, that’s perfectly fine. If I end up with 10 or 20, it’s perfectly fine. It’s meant to be. We’ll go and I’ll do what the customers want me to do.”

And with Big Rapids’ century of experience helping its customers, and a company culture to always put the customer first, it’s no surprise that VanderWeele’s purchase of the company turned out to be a great deal. MM

SARA GRAVES

Sara Graves, senior editor for Building Products Digest, is interested in your story. Contact her at sgraves@526mediagroup.com.

VANDERWEELE’S immediate family is also fully on board.

THE POWER OF SUGGESTION

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

MANY SELLERS who call themselves “relationship sellers” are really in a “master/servant” relationship with their customers. These sellers are raised by nonsalespeople who were the customer their whole lives. And what did these parents/lifetime customers teach their children? “The customer is always right!” I would amend that to “The customer isn’t always right, but they are always a partner and should be treated as such.”

The number one fear of sellers is the fear of being too pushy. Is being too pushy a sales mistake? Absolutely. Overcoming objections is one of the highest selling skill that is delicate and fraught with not a small amount of danger. A student of mine said, “Overcoming objections is hard because it feels like arguing.” I told her, “It feels like arguing because you are not comfortable when you do it, which in turn makes the customer uncomfortable.”

Hustle & Service

When we are new in the industry it is difficult to use the power of suggestion because we don’t know enough to suggest much. In this stage of our relationship (building) with customers, we hustle for them and do our best to cover their specifications.

Many sellers stop developing their sales skills after learning to “hustle and serve.” Some of these salespeople are wildly successful; most of them are charismatic, “charm” sellers. I tell these sellers, “You are going to be successful in sales because you are so charismatic. You don’t have to

do a lot of the things I am teaching you, but if you do add these tools to your arsenal, your success will happen faster and bigger.”

I also tell my students, “If you are Mr. or Mrs. Charisma, good for you. In my experience, the “charisma sellers” are about one in 40. So, statistically speaking, you need to work on your sales technique.”

Hustle and service are very important to succeed in sales, but they are just two of the tools available for us to bring more value to our customers and more sales to ourselves.

The Power of Suggestion

Master Sellers spend time learning the overall industry they sell in and the different industries they sell to. Master Sellers are businesspeople who sell not just slingers of product.

Master Sellers understand their customers’ desired outcome of using products. They also learn the options the industry can provide to delivered that outcome and begin to suggest those options to their customers. Often these suggested products/ options can bring a lot of value to customers. These salespeople set themselves apart from the mass of “product/hustle” sellers. They get out of the “$5/MBF and a cloud of smoke” business.

Because they bring long-term creative business value to their customers, they also get last look on commodity items that are traditionally competitive.

Examples to suggest:

Species. Customers are switching species now more than ever. There

will be times in the market where traditionally southern yellow pine markets will be better served by SPF and vice versa. Spruce buyers have many options: WSPF, ESPF, SPF-S, Euro. In addition, some spruce buyers will substitute Hem-fir for spruce if the spreads are right.

Customers have a preference, but if the spreads are right, they often will switch. The Master Seller takes the customer’s inquiry, but comes back with creative options that can make their customers more competitive and profitable.

Another example would be 1x6 D Select DF VS 1x6 D/BTR Fir Larch. If we have a customer who uses 1x6 D Select DF and we can switch them to 1x6 D/BTR Fir Larch, we will be saving them anywhere from $500 to $750/ MB depending on the markets for both, but typically D/BTR Fir Larch will trade for much less.

Note: Some products seem like a good alternative but don’t work for the customer’s application, so we may have to send an LTL unit sample before ordering a full truckload. This isn’t a “bait-and switch.” We never send an alternative to a customer without speaking about it up front.

Grades & Yields. We may have a manufacturer who is using a certain grade to make a product. We may be able to suggest an alternative grade that will make them more profitable.

For example, we have a customer buying 2x4 8’ utility and cutting them to 48” pieces. Let’s say they are paying $450/MBF and getting an 85% yield. Net they are paying $517/ (Continued on page 46)

AI USE IN HR

------------

BY PAIGE McALLISTER

CONVERSATIONS ABOUT artificial intelligence (AI) have been everywhere recently. Congress held hearings about it. News outlets have written articles about it, including that content providers have sampled AI’s abilities by having it draft something for them. But how does it impact companies and Human Resources?

According to the Pew Research Center, 62% of Americans believe AI will have a major impact on workers, but only 28% believe it will impact them directly. Unfortunately, AI is already impacting employees, as 4,000 jobs were lost in May 2023 due to AI—the first time AI was listed as a reason for a layoff.

Q. We have two employees who keep complaining about the temperature. One says it is too warm, one says it is too cold. It is a small office so there isn’t a way to allow them to sit in different areas. No one else complains or has an opinion either way. What can we do?

A. Having people in set areas for long periods of time can bring about several sticky issues about personal space and comfort. While some things such as what is displayed on a desk is easier to control, general conditions such as temperature or noise levels can be trickier. First thing... if employee safety or functionality is impacted by any workplace condition, you need to defer to that above anything else. For example, a server room may need to be kept at a low temperature to keep the equipment cool so the “cold” employee may still be cold.

In this case, I would find a happy- median temperature that most employees are comfortable with. Then allow the employees to flex their personal conditions to make them comfortable. For example, perhaps one can wear sweatshirts or jackets while the other is allowed shortsleeved tops.

Another possibility is that one employee has a medical condition that makes regulating their body temperature difficult. While you do not need to make everyone else miserable with raising or lowering the temperature (that may not seem as “reasonable”), you could discuss other options such as dress code flexibility for allowing them to bring a personal space fan or heater into their area.

Again, safety needs to take precedence, followed by operational needs and the comfort of other employees.

While most of the recent conversation involves AI-generated content, other AI formats have been used in the workplace for a while.

AI in the Hiring Process

AI tools used in the hiring process have been praised for saving hiring managers valuable time and creating a diverse pool of applicants by removing bias from the initial review process. Concerns have been raised that there is unintentional bias built into these tools.

Resume-review tools can use predictive analysis to determine what candidate profile would be the best fit for an open position and then compare received electronic resumes to find the “best available” candidates. However, if a candidate uses certain words or phrases which may not fit the AI tool’s expectations, the candidate will receive a lower evaluation for no real reason.

More concerning are tools which analyze an applicant’s personality, knowledge, and communication skills using recorded responses to interview questions and facial expressions. These tools assess a candidate’s fit for a job by matching them to a profile of the company’s “ideal employee” using appearance, communication skills, speech patterns, body language, personality, etc. However, some of these tools have been found to be biased, eliminating people of certain genders, races, ethnicities, and disabilities by giving lower scores for factors (such as facial structure, accents, hair style, or wearing glasses or head scarves) that do not match the “ideal” parameters in the programming.

Regulations on the use of these tools are already in place. On April 25, four federal agencies—U.S. Equal Employment Opportunity Commission (EEOC), Department of Justice (DOJ), Consumer Financial Protection Bureau (CFPB), and Federal Trade Commission (FTC)—issued a joint statement addressing the concerns about artificial intelligence and its potential impacts. The statement covered several topics including defining AI, acknowledging its potential positive uses and negative impacts, highlighting potential areas for discrimination, and affirming each agency’s commitment “… to monitor the development and usage of automated systems and promote responsi-

ble innovation…” as well as “… pledge to vigorously use our collective authorities to protect individuals’ rights regardless of whether legal violations occur through traditional means or advanced technologies.”

Illinois, Maryland, and New York City have already passed laws regulating the use of “automated employment decisions tools” in the hiring process, with many other states and cities considering similar laws.

AI-Generated Content

Most of the latest news is around “chatbots” and the AI-generated content they produce. Chatbots, such as OpenAI’s ChatGPT, Microsoft’s Bing, and Google’s Bard, are now available to the public by simply downloading the software or phone app and setting up an account.

In the workplace, chatbots can be used to research topics and to generate content such as policies, procedures, emails, letters, and disciplinary action. On the positive side, AI used for HR purposes can help effectively address legalities, uncomfortable topics, and messages for general audiences. However, AI has also been shown to generate content which lacks empathy, is non-specific, disregards the privacy of others, does not offer face-to-face interactions, or contradicts itself. Asking the same question in different ways could give different results which could complicate or confuse the issue more.

Beyond these concerns are the inherent limitations of chatbots as they are built on a Large Language Model which relies on many available data sources. However, the end results are only as good and valid as the data it references, which is not always valid or accurate. For example, Wikipedia is an often-used resource but, since it relies on user-generated content, it has been proven to be only 80% accurate. In some cases, chatbots have also created their own inaccurate reference material from which to develop and validate an answer even though it is incorrect or fictional.

To build its database, chatbots retain all entered information for future reference by any user. Since users must input specific information to get the best results, they may need to enter sensitive or confidential information or trade secrets which is added to the chatbot’s database. Depending on the information entered and/or the parameters entered by a future user, companies may find their confidential data available to anyone asking the right questions.

Suggested Action to Take Before Using AI

As tools develop and improve, AI will find a place in most workplaces. As you determine how AI will be allowed in your workplace, consider taking the following actions:

• Do your research into AI: Understand what defines AI as well as the advantages and drawbacks to each tool. In addition to the information linked in this article, consider reading other resources to educate yourself as much as possible on AI. For example, two articles about chatbots from the New York Times we found helpful while researching this article were “Chatbot Primer” (five-part series) and “Prompts for More Effective Chatbot Results.” You may also find Conductor’s article about using a chatbot helpful.

• Research your AI tools: Learn what AI is and how it

is incorporated into tools you may use now or may rely on in the future. If you choose to use AI tools, be sure to understand their validity and limitations. For example, if you are going to use virtual analysis of recorded interviews, understand the science behind it, including if the tool has been properly tested to remove implicit biases.

• Establish policies and procedures on AI use: Draft a policy to outline when and how AI can and cannot be used. Include clear statements prohibiting discrimination and revealing confidential information. While the policy can be general to cover any AI, develop exact procedures and expectations as you initiate AI tools.

• Train employees and managers: As you expand the use of AI tools in your company, train your employees and managers when and how to use them properly and legally. Instruct users on what is and is not allowed as well as expectations such as reviewing and fact-checking all content before releasing it or personalizing a letter to an employee or customer. MM

PAIGE McALLISTER

Paige McAllister, SPHR, SHRM-SCP, is vice president for compliance with Affinity HR Group. Reach her at (877) 6606400 or contact@affinityhrgroup.com.

“Focused on the future with respect for tradition”

LP RETURNS TO CALIFORNIA

LP Building Solutions’ products are once again available nationwide following resumption of distribution of LP SmartSide Trim & Siding into California.

LP products will be distributed in the state by International Wood Products (IWP), Cloverdale, Ca., and Taiga Building Products, Rocklin and Sanger, Ca.

“LP’s dedication to help solve industry challenges through innovation is exemplified by our range of cutting-edge products,” noted LP executive VP & general manager of siding Jason Ringblom. “Our return to California and nationwide distribution reinforces the company’s commitment to providing dependable and durable building solutions to meet evolving industry needs.”

FIRE STRIKES ALBANY LUMBERYARD

Lumber Baron, Albany, Ca., lost a portion of its yard to a nighttime blaze on June 13.

Firefighters responded at 8:30 p.m. to discover what they described as a “raging fire” that looked like a “scene from a movie.”

Crews were able to contain the blaze to one section of the yard, despite the flames bringing down energized power lines.

No injuries were reported, and the cause is under investigation.

APA EXPANDS CERTIFICATION OF FRERES’ LVL

Freres Engineered Wood, Lyons, Or., announced that it has received APA certification for additional LVL grades.

The additional grades are not only intended to provide the market place another manufacturing source for traditional LVL grades, but also expand product offerings for Mass Ply Lams and Mass Ply Panels in all new mass timber projects.

Certified grades include:

• 2.1E LVL Beam and Header

• 1.9E LVL

• 1.9E Mass Ply Lam – Glulam equivalent

• 1.6E Mass Ply Lams

• 1.55E LVL Rim Board

Studs Lumber Co., Durango, Co., held a May 26 grand opening at its new yard in Pagosa Springs, Co. According to GM Adam Hirshberg, “Our new location will enable us to focus our inventory and services on siding and decking, while offering many other great products and expert advice to our customers.”

1610 Hardware, Santa Fe, N.M., has been opened by Mark and Monica Walters. A Do it Best member, the 23,500-sq. ft. store is managed by John Gomez.

ABC Supply opened a branch in Gilroy, Ca., managed by Alexandrea Dionne.

Benjamin Obdyke, Hosham, Pa., is transitioning to an Employee Stock Ownership Plan (ESOP).

Key-Link Fencing & Railing has achieved PCI 4000 certification by the Powder Coating Institute.

Barton Supply, Aurora, Co., a division of Kodiak Building Partners, is celebrating its 50th anniversary.

Press capacity will also be expanded soon to include LVL products in 1.5” thickness increments. www.thunderboltwoodtreating.com

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OREPAC ADDING MILLWORK PLANT

OrePac Building Products, Wilsonville, Or., has purchased a 40-acre, 130,000-sq. ft. facility near Roseburg, Or., for the purpose of manufacturing moulding and millwork products.

“OrePac has been committed to being the building industry’s most valued partner for more than 45 years,” said Brad Hart, president and CEO of OrePac. “We looked at MDF’s growing influence in the millwork category and made this investment to meet our customers’ demand for these products.”

OrePac fabricates, assembles, and distributes door and building components at its 10 branches across the western U.S. The project is the first major greenfield investment into a manufacturing capacity for the western U.S.-based supplier.

As part of the deal, OrePac will establish Pacific Manufacturing & Logistics, a wholly owned subsidiary, to operate and manage the facility. The company anticipates that the new plant will open sometime in early 2024 and will employ

up to 50 people.

The project is squarely located within the OrePac footprint on the I-5 corridor and is ideally situated to benefit the company and its supplier partners by vertically integrating its supply chain. This acquisition marks a major step in the company’s long-term strategic plan to expand its reach and realize its vision to be the top value-added supplier to the shelter industry.

ACE CHAIN OPENS #8 IN MONTANA

Ace Hardware franchise operator Skip King has opened his eighth location in Montana—a 27,000-sq. ft. store in Sidney.

King had been eyeing Sidney since 2015, until recently purchasing the vacant storefront at a bankruptcy auction.

The new location is King’s second largest, trailing only his 34,000-sq. ft. operation in Billings, Mt., where he trained the Sidney workers prior to the new store opening on May 22.

It is managed by Reece Gairrett, with assistant managers Phil

Kuylen and Sam Simard.

The store has plans to add a garden center in spring 2024, and also expand into other merchandise, including clothing and apparel.

BEACON ACQUIRES NEVADA’S SILVER STATE BUILDING MATERIALS

Beacon has acquired roofing supplier Silver State Building Materials, Gardnerville, Nv.

Silver State, a second-generation family business, has served the South Lake Tahoe and Reno market with residential roofing and complementary products for over 30 years.

“Tourism and natural beauty continue to drive growth in this market. Our customers will appreciate the service model that Beacon offers, and our employees are excited to join a values-driven team,” said Derick and Kelly Peterson, owners of Silver State.

Nevin Holly, Beacon’s regional VP-Pacific, added, “We are very pleased to welcome Silver State customers and employees. Our focus for the next chapter of this business will be on the customer experience, including tools like Beacon PRO+, to help our contractors build more.”

Founded in 1928, Beacon operates over 490 branches throughout all 50 states in the U.S. and six provinces in Canada.

COUNTRY TRUE VALUE REPLACES ACE IN SAN DIEGO

Four months later than planned, Country Hardware Store True Value opened its doors June 2 in San Diego Country Estates, Ca., followed by a grand opening on the Fourth of July.

Owned by Country Spirits & Wine, the store occupies the same building as the former Estates ACE Hardware, which closed in August 2021. Christy Penner serves as store supervisor.

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The set-up reportedly was finished and ready to roll as far back as November, and planned to open in February, until Country Spirits encountered a shortage in its ordering systems.

Klint Carmichael is now regional paint sales mgr. at Moore Lumber & Hardware, Castle Rock, Co.

Don Vogel has been promoted to senior branch mgr. for Direct Lumber & Door, Denver, Co.

Spencer Tatum, ex-IWP, has moved to the sales team at Unity Forest Products, Yuba City, Ca.

Jared Harrison has joined the internet sales team at DM Forest Products, Hillsboro, Or.

Christie Raymond, ex-TNT Door & Millwork, is a new product mgr. with Boise Cascade, Boise, Id.

Nicholas Hankins, ex-US LBM, is now a product mgr. for BlueLinx, based in Littleton, Co.

Baxter Reimer has been promoted to director of sales at Belco Forest Products, Shelton, Wa.

Samantha Bailey has joined the inside sales team at Builders FirstSource, Auburn, Wa.

Samuel Minor is new to Alta Forest Products, Yelm, Wa., as a production planner.

Travis Lund, ex-Central Valley, has been named VP of procurement for Hayward Lumber, Monterey, Ca.

Shawn Farmer is now in outside sales with Honsador, Kailua, Hi.

Aaron Robinson, ex-Associated Building Supply, has moved to Windsor Windows & Doors, as Los Angeles, Ca.-based regional sales mgr.

Kendra Cabrera has been named branch mgr. of ABC Supply in Tumwater, Wa. Joel Jendrick succeeds her as mgr. in Seattle, Wa. Other new branch mgrs.: Jeremiah Woodring, Port Orchard, Wa.; Addam Soule, Snohomish, Wa.; and Charles Thomason, Missoula, Mt.

Frank Sanchez, ex-Builders FirstSource/California Truss Frame, is now with Ramona Lumber, Ramona, Ca., in truss sales & design.

Rod Craig has joined White Cap as Phoenix, Az., district sales mgr. Jake Neu is a new account mgr. in Lodi, Ca.

Omar Prado is a new inside sales rep at Foundation Building Materials, Fresno, Ca.

Molly Knutson is now director of digital development at Moran Lumber Products, Phoenix, Az.

Chance Allen has been appointed chief operating officer for Terra CO2, Golden, Co. Anjy Salinas is new as chief financial officer, and Michele Blackburn as commercial director.

John Brinker has rejoined Do it Best Corp., Fort Wayne, In., as a forest product trader. Robin Bredemeyer is a new merchandise mgr. Gabe Arnold has been promoted to LBM product sales mgr.-traders, treated & EWP.

Trent Kauffman has been promoted to director of merchandising for Hardlines Distribution Alliance.

Moe DeGrasse bagged a job in the lawn & garden department of MungusFungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

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USING GLULAM IN RESIDENTIAL CONSTRUCTION

GLULAM IS AN engineered product composed of wood laminations (commonly referred to as lams) that are bonded together with adhesives. Glulam has greater strength and stiffness than dimension lumber of comparable size, and the glulam manufacturing process allows for a wide variety of sizes, shapes and appearances to be produced that can meet virtually any residential building need, concealed or exposed.

Glulam Selection

Glulam beams are commonly available in stock sizes that are manufactured for a variety of residential applications. Stock beams, manufactured in common dimensions, are cut to length when the beam is ordered from a distributor or dealer. Typical stock beam widths used in residential construction include: 3-1/8”, 3-1/2”, 5-1/8”, and 5-1/2”.

Appearance Classifications

Glulam is available in a range of appearances, all having the same structural characteristics for a given strength grade. Glulam appearance classifications are:

• Framing. A classification that denotes the member is intended only for use in concealed applications. Beams with this appearance classification are provided in widths designed to fit flush with 2x4 and 2x6 wall framing.

Framing-L is the same as Framing but denotes that laminated veneer lumber (LVL) has been used for the outer tension laminations.

• Industrial. Used for concealed applications or where appearance is not of primary importance. Industrial-L is the same as Industrial but denotes that LVL has been used for the outer tension laminations.

(Continued on next page)

GLULAM is glue-laminated into a wide variety of sizes, shapes and appearances to meet virtually any residential building need, concealed or exposed (Images by APA)

• Architectural. The appearance of choice in applications where members are exposed to view, because they have a smooth, attractive finish. Stock beams are often supplied with this appearance so they may be exposed to view in the finished structure.

• Premium. Available only as a custom order where finished appearance is of primary importance.

Trademarks and Acceptances

Glulam beams manufactured by members of APA –The Engineered Wood Association are certified with the APA trademark. The mark signifies that the manufacturer is committed to a rigorous program of quality verification and testing and that products are manufactured in conformance with ANSI A190.1. The APA trademark is recognized by all major model building codes.

Interior Wall Opening Headers

In homes requiring large interior openings between rooms, glulam headers are an ideal choice to span these openings. Their dimensional stability minimizes problems with warping or twisting, and they can fit the size and design load requirements of a wide variety of openings. In most cases, glulam can be specified to fit the dimensions of other wood wall framing components. Attachments to the other wood components or framing are simple wood-to-wood connections that do not require the use of special tools that are normally required when steel beams are used in the same application.

Floor Beams

Glulam floor beams are easier to work with than comparable steel beams. It is easy to connect other wood floor framing components to glulam because the wood-to-wood connections can be made with standard carpentry tools and fasteners. Nailers are not needed, as with steel beams, and nail-on joist hangers can easily be accommodated. Unlike large solid sawn or built-up timber beams, glulam will exhibit minimal shrinkage and warping, which ensures a level floor surface. In addition, due to the excellent fastener-holding capability of glulam, floors have minimal nail popping and fewer squeaks.

Concealed or Exposed

Glulam floor beams can be installed within the floor joist cavity if a concealed application is desired. Many stocking distributors inventory glulam in I-joist compatible depths (IJC) for use with I-joist framing systems, but most standard depth stock beams can easily be used in a concealed floor application with minimal furring. They can also be partially concealed in the floor joist cavity or left completely exposed below the floor framing, adding increased aesthetic value to the room below.

Roof Beams Ridge Beams

Headers

Glulam headers can span long distances and are available in many sizes to accommodate spanning both the openings and the adjacent wall framing for windows, doors and garage doors. Stock glulam beams are cut to length when purchased, eliminating jobsite waste and expense.

Garage Door Headers

Glulam can span distances long enough to allow garage door openings for up to three cars. Full-length glulam headers that span the opening and extend over the adjacent end walls also provide an excellent surface for heavy nailing of wood structural panels. This increases the rigidity of the wall and adds shear and racking resistance to the structure.

Sliding Door and Window Opening Headers

In window and sliding glass door headers, glulam beams provide high dimensional stability and high strength values. A single long-length piece of glulam, supplied to the jobsite with the other glulam framing members, can easily be cut to length to provide headers for all major window and door openings.

In ridge beams, the long span capability of glulam allows for more open and airy designs, fewer walls and the high ceilings often desired in modern residential construction. Glulam’s high load and long span capacities minimize the need for interior wall and column supports. Because glulam can be supplied with an architectural appearance, it can be left exposed to add to the aesthetic value of the house.

Rafter Beams

Glulam can also be specified for exposed rafter beams that span from the ridge beam to the perimeter wall framing of the room. These beams can extend past the wall to create a covered roof overhang, if required. These beam extensions should not be directly exposed to the elements and should be covered by an extension of the roof. End caps or fascia members should be used to cover the beam ends. As with ridge beams, interior exposed glulam rafters add the warm, natural appeal of wood to the aesthetic value of a house.

Find more information on using glulam in residential construction, including design and specification guidance, at www.apawood.org. MM

Atlantic Forest Products

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 multi-story 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, loadbearing elevator shafts and stairs.

Advantages

CLT 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, enabling faster construction.

• CLT delivers incredible strength. Its 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

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

CLT is proving to be a valuable alternative to concrete, masonry and steel, especially in multifamily and commercial. (Images by APA)

three “S” grades for CLT products and layups. “E,” “V” and “S” indicate a CLT 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 capacities for different CLT products, including custom grades and layups, are typically published in APA Product Reports or manufacturers’ literature.

Trademarks and Acceptance

CLT that bears the APA trademark is manufactured by North American producers whose products have been successfully qualified and certified to ANSI/APA PRG 320. This was developed based on the consensus standard development process of APA as a standards developer accredited by the American National Standards Institute (ANSI). The ANSI/APA PRG 320 standard is recognized in the International Building Code (IBC) and International Residential Code (IRC) in the U.S. and is required for using the design provisions specified in the National Design Specification for Wood Construction (NDS). In Canada, ANSI/APA PRG 320 is recognized by the National Building Code (NBC) when the product is applied in designs that meet the requirements of the Canadian Standards Association (CSA) O86, Engineering Design in Wood.

Chapter 10 of the 2018 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. The 2021 IBC includes 3 new construction types IV-A, IV-B and IV-C allowing Mass Timber to 18 stories. CLT is also recognized in the IRC. Clause 8 in the CSA O86 provides design procedures, resistance values and other information for CLT used in Canada.

Laminations

Any softwood lumber species or species combinations recognized by American Lumber Standard 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.

Adhesives

In the U.S., adhesives used for CLT manufacturing are required to meet ANSI 405, Standard for Adhesives for Use in 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 full-scale compartment fire test specified in Annex B of ANSI/APA PRG 320.

CLT Specification Guide

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 CLT and other structural engineered wood products in the APA Engineered Wood Construction Guide, available as a free download at www.apawood.org. MM

CHOOSING PERFORMANCE RATED I-JOISTS

APA PERFORMANCE Rated I-joists (PRI) provide a high-quality and high-performance alternative to dimension lumber joists in various applications. The APA Performance Rated I-joist is an “I”-shaped engineered wood structural member that is prefabricated using sawn or structural composite lumber flanges and wood structural panel webs, bonded together with exterior-type adhesives. APA PRIs are simple to specify and easy to install, making them an easy choice.

Look for the Mark of Quality

The APA trademark signifies that the I-joist manufacturer is committed to the strict quality standards of APA, and that PRIs are manufactured in conformance with PRI-400, Performance Standard for Residential I-Joists. APA’s rigorous program of quality verification and testing is designed to assure consistent and reliable product performance.

PRI-400 brings product standardization while providing for a multitude of design and construction situations. The standard provides design information for numerous types and sizes of I-joists. This allows specifiers and builders to select and use I-joists from various APA

member manufacturers, using just one set of design and installation criteria. Because PRIs can be selected based on their allowable span for uniformly loaded glue-nailed floors, it is easy to incorporate them into your design.

APA PRIs are manufactured to strict tolerances with the following characteristics:

• Flanges are either sawn lumber or structural composite lumber, such as LVL. The top flange is of the same type and grade of material as the bottom flange. The net flange size depends on the joist series.

• Webs consist of wood structural panels, which can be plywood or oriented strand board (OSB). All panels are classified as Exposure 1 or Exterior and are Performance Category 3/8 or greater.

• All PRIs are assembled using exterior-type, heatdurable adhesives per ASTM D2559 and D7247.

• APA PRIs are available in four depths: 9-1/2”, 11-7/8”, 14”, and 16”.

• PRIs of the same depth are manufactured with various flange widths; flange width is an important design consideration when specifying hangers.

• Most plants supply I-joists to distributors and dealers

PERFORMANCE Rated I-joists are a high-performance alternative to dimension lumber in various applications. (Images by APA)

in lengths up to 60 ft. These are then cut to frequently used lengths, such as from 16 to 36 ft. in 2-ft. increments for jobsite delivery. Check with your local supplier for availability.

Typical Floor Framing Notes

• Except for cutting to length, I-joist flanges should never be cut, drilled or notched.

• Install I-joists so that top and bottom flanges are within 1/2” of true vertical alignment.

• Concentrated loads should only be applied to the top surface of the top flange. Concentrated loads should not be suspended from the bottom flange, with the exception of light loads like ceiling fans or light fixtures.

• I-joists must be protected from weather prior to installation.

• I-joists must not be used in applications where they will be permanently exposed to weather, or where they will reach a moisture content of 16% or greater, such as in swimming pool or hot tub areas. They must not be installed where they will remain in direct contact with concrete or masonry.

• End bearing length must be at least 1-3/4”. For multiple span joists, intermediate bearing length must be

• Ends of floor joists shall be restrained to prevent rollover. Use APA Performance Rated Rim Board or I-joist blocking panels.

Ultra-Resistant MDF

Roseburg Forest Products’ new Armorite Exterior MDF is a no-added formaldehyde MDF panel treated with a proprietary biocide to resist moisture, rot, decay and insects, including Formosan termites. Engineered for machinability, it reportedly provides the best performance in the market for profiling, cutting and custom designs. It is manufactured from western softwoods to provide superior strength with less weight, ensuring easy nailing, machining and finishing. Fabricators will appreciate all the design flexibility they are accustomed to with interior MDF panels, but with the added benefit of withstanding the rigors of exterior environments, high moisture, and humidity.

n ROSEBURG.COM

n DEWALT.COM

(800) 433-9258

EWP BIG TIMBERS/LONG LENGTHS DISTRESSED WOOD

D-BLAZE® FRTW

(800) 245-1115

• I-joists installed beneath bearing walls perpendicular to the joists shall have full-depth blocking panels, APA Performance Rated Rim Board, or squash blocks (cripple blocks) to transfer gravity loads from above the floor system to the wall or foundation below.

• For I-joists installed directly beneath bearing walls parallel to the joists or used as rim board or blocking panels, the maximum allowable vertical load using a single I-joist is 2,000 plf, and 4,000 plf if double I-joists are used.

• Provide continuous lateral support to prevent rotation and buckling.

• See APA’s Performance Rated I-Joist Roof Framing Details for roof framing and construction details.

Find visual guidance and detailed span ratings, installation specifics, cantilever designs, architectural specifications and engineering design properties in APA’s Performance Rated I-Joists: Design and Construction Guide. This and other referenced publications are available for free download at www.apawood.org. MM

WHOLESALE DISTRIBUTOR OF TREATED LUMBER & PLWOOD, INCLUDING:

D-BLAZE® FIRE RETARDANT TREATED WOOD FOR FIRE RATED ASSEMBLES & INTERIOR APPLICATIONS

UL FR-S Classified Plywood & Lumber

Building Code Compliant under ICC-ESR 2645

California CSFM BML Listings for D-Blaze Plywood and Lumber

Low Smoke and Flame Development. No VOC’s of Formaldehyde City of Los Angeles Research Report: RR 24502

ACQ .40-TREATED DOUGLAS FIR BORATE-TREATED DF

2X4 -2X12 (8’ TO 20’) 3X4 - 3X12 (8’ TO 20’) 4X14 (16’ TO 20’ & 24’)

2X14 (16 TO 20 & 24)

4X4 - 4X12 (8’ TO 20’)

6X6 - 6X12 (8’ TO 20’ & 24’)

MASS TIMBER MARKET QUICKENS

BY BILL PARSONS, WOODWORKS - WOOD PRODUCTS COUNCIL

OVER THE PAST 15 years, we’ve seen the use of wood in structures expand considerably with the new mass timber market category. Wood has gained ground in the multifamily, commercial and institutional segments, and, despite a proliferation of larger and taller light-frame wood projects, the acceleration of mass timber is outpacing the growth of other systems. The urgency surrounding the carbon impact of construction has also amplified interest in wood as a sustainable solution.

Despite supply chain disruptions, rising interest rates and other challenges slowing construction, there are still opportunities for increased wood use—and mass timber is well-positioned as a high-performance/cost-competitive structural solution.

Growth by Market

As an organization that provides education and project support to developers and design/construction teams, WoodWorks has seen firsthand the incredible interest in mass timber buildings. As of March 31, 809 multifamily, commercial or institutional mass timber projects were under construction or built in the U.S., and 944 were in design.

In the multifamily market, the trend toward greater density and urbanization in all major metropolitan areas is leading to an increase in multifamily projects and more design variation. Buildings with five or more stories of light-frame construction have become common, and more designers are exploring mass timber and hybrid

solutions—e.g., with mass timber floor and roof systems and light-frame walls.

Initial gains in the commercial and institutional market segments involved buildings similar in design to multifamily projects—e.g., hotels, motels and student housing—but the performance capabilities of mass timber and growing interest in products such as CLT have led to a much more diverse range. Mass timber has also become a significant draw for developers who want to attract quality, long-term tenants and for design teams eager to explore the creative potential.

The education and student housing segments have also shown continued growth, with 31 projects under construction or built. This includes groundbreaking university projects across the country, such as the John W. Olver Design Building at the University of Massachusetts – Amherst, Oregon State University Cascades Edward J. Ray Hall, Michigan State University STEM Teaching & Learning Facility, and University of Washington Founders Hall.

Innovative wood products and building technologies are also taking wood to new heights and opening markets that have previously been out of reach for wood solutions. Changes approved for the 2021 International Building Code (IBC) allow wood buildings up to 18 stories, and amendments to the 2024 IBC will expand the allowable percentage of exposed wood ceilings in buildings 12 stories or less. There are currently 11 tall mass timber

(Continued on page 42)

TIMBER HOUSE, a six-story residential project in Brooklyn, N.Y., with glulam panels, columns and beams (Photo by Travis Markable)

------------

HOUSING INDUSTRY OUTLOOK RESIDENTIAL CONSTRUCTION INSUFFICIENT TO EASE HOUSING SHORTAGE

------------ BY JOE K. ELLING

LAGGING THE HISTORICALLY low levels of home building and apartment construction since 2008, housing industry analysts estimate there is a shortage in the stock of housing units ranging from 1.7 million to 3 million. The demand for new housing units equals the sum of household growth, replacement of housing units lost due to disaster or demolition, and vacation homes. Over the last three years, annual household growth in the U.S. averaged roughly 1.3 million. Annual estimates of the other factors driving the demand for new housing units are not available, but the common assumption is that the sum of these factors totals 300,000 per year. Housing starts plus mobile home shipments over the last three years have averaged 1.6 million units, about equal to the demand for new housing units. Therefore, no progress has been made to chip away at the shortage of housing units to start the decade.

Is the Federal Reserve done tightening?

One factor critical to the outlook for residential construction is what one wants to believe about the direction of monetary policy on the part of the Federal Reserve. After 15 years of what must be called nontraditional monetary policy, which contributed to the surge of inflation in the second half of 2021 and continued into 2022, policy makers at the Federal Reserve seem to have the resolve to do what it takes to bring inflation back to 2% on a sustainable basis. The prevailing wisdom seems

to be that the 25-basis-point increase in the federal funds rate enacted on May 3 is the last increase and the Fed will start to ease its policy stance sometime in the second half of 2023.

To believe that, one must accept policy makers at the Fed are convinced that inflation is on the path to 2% inflation. However, recent inflation data contradicts that notion. As measured by the GDP deflator, inflation in the last three quarters has run near 4% at a seasonally adjusted annual rate, double the desired target rate of 2%. (See chart below.) Upward pressure on labor costs

continues. Hourly wage gains are running at a 4.5% rate, and the Bureau of Labor Statistics estimates labor productivity in the first quarter of 2023 was down 0.9% from the first quarter of 2022. Unless wage gains slow, which is hard to see happening with the unemployment rate at 3.5%, and labor productivity growth improves, then it is unlikely to see inflation coming down to 2% in the next six to nine months. This means the Federal Reserve is unlikely to be in the mode of loosening monetary policy in the second half of 2023.

Affordability challenge persists

The tightening of monetary policy contributed to the surge in the rate on a 30-year fixed-rate mortgage from the 3% range in 2021 and the first quarter of 2022 to 6.5% since the fourth quarter of 2022.

could afford just 38% of the homes sold in the fourth quarter of 2022. This marked a record low for this measure created in 2012 by the NAHB economics group staff.

Homebuilders have been offering incentives, such as mortgage rate buydowns, to generate sales. This is evident in the sales increase in the first quarter of 2023 compared to the fourth quarter of 2022, as shown in the chart above. Compared to the first quarter of 2022, though, sales were still down 14%. Given the high likelihood that the rate on a 30-year fixed-rate mortgage will remain in the 6.5% range through 2023, it appears homebuilders will have to maintain their incentive programs to generate sales.

Record number of apartments under construction

This dramatically reduced the number of potential home buyers that could qualify for a mortgage to purchase a new home and is reflected in the National Association of Home Builders (NAHB) Opportunity Index. The Opportunity Index measures the percentage of homes sold in each quarter of a year that a family earning the median family income could afford under a common set of mortgage qualification rules. As shown in chart below, the Opportunity Index averaged 61% from 2017 to 2020, and since has been on a downward trend due to the rise in the mortgage rate and higher home prices. At the end of 2022, the Opportunity Index was a record low of 38, meaning a family earning the median family income

In 2021 and 2022, multifamily starts averaged 511,000 per year. This marks the highest two-year average for multifamily starts since 1986-87. Multifamily starts in the first quarter of 2023 averaged a seasonally adjusted annual rate of 555,000 units. At the end of March, there were 958,000 multifamily units under construction. (See chart below.) The last time there was this number of multifamily units under construction was November 1973.

Concerns about future rents with so many rental units coming on the market in the next two years, high interest rates and falling building values, the prevailing wisdom is that multifamily starts will be falling over the course of 2023 and into 2024.

(Continued on next page)

2023 HOUSING INDUSTRY OUTLOOK

(Continued from previous page)

Housing starts below trend in 2023 and 2024

The affordability challenge is expected to keep single-family starts in the neighborhood of 850,000 units in 2023 and 2024, down from one million units in 2022. Given the first quarter multifamily starts rate of 555,000 units, and falling throughout the year, multifamily starts are projected to total 510,000 units in 2023 and fall to 450,000 units in 2024. The sum of these two equals 1.36 million and 1.3 million starts in 2023 and 2024, respectively. (See chart at right.)

At the start of this discussion, it was said that trend demand for new housing units is 1.6 million. Assuming mobile home shipments of 100,000, additional new units added to the housing stock will run below trend. This means no progress has been made in alleviating the estimated shortage of housing units. This suggests there is an upside to the outlook for residential construction if, and it is a big if, there are changes in zoning laws and

MARKET FOR MASS TIMBER QUICKENS

(Continued from page 38)

projects built or under construction, and WoodWorks is assisting on more than 200 projects at that scale.

Education and Support

These trends are positive, but the opportunity is still significant. Every year, about 17,000 buildings could be built with wood by code, but are built in other materials. In most cases, it costs about the same to build with wood, and yet the environmental benefits are significant. This underscores the need for continued education and outreach to help people understand where wood is permitted by code and assist designers with the more demanding requirements of larger projects. WoodWorks has provided technical support on over 75% of the mass timber projects constructed in the U.S. to date.

Through the development of education and resources, WoodWorks bridges knowledge gaps on topics critical to project success. We also have programs that tackle specific areas of need—such as mass timber insurance, construction management, and installation training. To demonstrate how mass timber meets pro forma expectations across various project subtypes, we collaborate with developers to create business case studies that

other policies implemented that lower the cost of building homes and apartments. MM

– Joe K. Elling is the director of market research for APA – The Engineered Wood Association.

share transparent financial data.

Research developed by the USDA Forest Service Forest Products Lab and others is also contributing to innovative building design. An example is the 10-story mass timber structure being tested on the world’s largest outdoor shake table at the University of California – San Diego. WoodWorks has and will continue providing education that allows the results to be used by engineers designing buildings in high-seismic areas.

The WoodWorks Innovation Network (WIN) is another resource, a user-driven, online network of projects and professionals created to facilitate collaboration among companies and individuals using innovative wood building systems and technologies. WIN’s searchable map can be used to research hundreds of projects and their teams, while its directory can be used to identify companies and individuals with specific types of experience, including manufacturers.

Historically, the U.S. single-family housing market has represented one of the world’s most robust markets for wood. With design teams turning to larger light-frame and mass timber buildings, supported by the strategic combination of education and project assistance, the U.S. is poised to develop equally robust markets for these products in the multifamily, commercial and institutional sectors. MM

APA RELEASES 2023 STRUCTURAL PANEL & ENGINEERED WOOD YEARBOOK

The 2023 Structural Panel & Engineered Wood Yearbook has been released by APA – The Engineered Wood Association. The Yearbook includes an analysis of the U.S., Canadian and global economies, focusing on factors that impact demand for engineered wood products across several market segments as a basis for forecasting expected production of engineered wood products. In addition to the analysis and forecast, it also includes historical data on engineered wood production. Topics examined include:

• Outlook and production statistics for structural panels (OSB and plywood), including historical data

• North American imports and exports

• Residential construction in the U.S. and Canada (new and repair/remodel)

• Nonresidential and industrial markets

• EWP demand and production (glued laminated timber, I-joists and laminated veneer lumber)

Included is a full 2023 market forecast, including all market segments, production outlook, and statistical data.

THE ROLE OF ENGINEERED WOOD IN SUSTAINABLE STRUCTURES

THE INCREASING THREAT of climate change has more and more building owners and homebuyers considering the sustainability of their structures and the role construction plays in global warming and use of our natural resources.

What makes a sustainable structure?

According to the Environmental Protection Agency, green building is the practice of maximizing the efficiency with which buildings and their sites use resources—energy, water and materials—while minimizing impacts on human health and the environment through the complete building lifecycle, from siting, design and construction, to operation, renovation and reuse.

Green building programs and codes first emerged in the 1980s, and as they have evolved, so have their targets. As global warming intensifies, an increased emphasis has been placed on reducing carbon emissions.

Architecture 2030 notes that the building and construction sectors account for nearly 50% of global energy-related greenhouse gas emissions—which are responsible for global warming and climate change. The

current building energy code only addresses operational energy but not the impacts of embodied energy/carbon in building materials.

How do we compare building materials?

Embodied carbon, or materials carbon, refers to emissions related to construction and building materials. These embodied emissions encompass all greenhouse gas emissions that arise from the extraction, manufacture, transport, installation, maintenance and disposal of building materials.

Reducing the embodied carbon in buildings requires understanding the carbon footprint of the materials that go into them. Carbon accounting is the process of calculating overall greenhouse gas emissions associated with the building materials—how much carbon is sequestered into materials (the process of capturing, securing and storing carbon dioxide from the atmosphere) versus how much greenhouse gases are emitted during extraction, manufacturing, construction and eventual demolition and disposal, as well as emissions during habitation.

If sequestration and emissions are equally balanced,

ENGINEERED WOOD contributes significantly to making a structure sustainable. (Photo by APA)

the project is carbon neutral or even carbon negative. Carbon neutrality can be accomplished in several ways, but often begins with a design that incorporates carbon sequestering materials, such as engineered wood.

Engineered Wood Products and Embodied Carbon

Compared to steel and concrete, engineered wood products typically result in far less emissions because they don’t require drastic changes to the material’s original form and because wood manufacturers often use wood waste to power the manufacturing process, reducing the use of fossil fuels, which have high carbon emissions.

In addition, wood naturally sequesters carbon. Modern forestry standards ensure a continuous cycle of growing, harvesting and replanting of trees. These newly replanted trees absorb more carbon at a faster rate than old, slower-growing trees. It’s this lifecycle of planting, growing, harvesting, sequestering carbon in buildings and replanting that makes wood an excellent sustainable resource.

The Sustainability Benefits of Engineered Wood

Engineered wood products (EWP) not only offer the lower embodied carbon and carbon sequestration benefits of wood, but they provide additional green building benefits including:

• Due to how they are made, engineered wood products can be produced from small-dimension lumber. Engineered wood products therefore also optimize timber resource utilization.

• Engineered wood products are predictable, so

there’s less shrinkage, consistent dimensions, less crowning, etc.—and, therefore, less waste.

• Many engineered wood products are available in custom and longer lengths and can be ordered in pre-cut framing packages, all of which further reduce waste.

• EWP manufacturing involves a lower-energy-use process that is more energy efficient than the manufacture of non-wood structural products that typically require a greater level of processing from the raw materials to the final product.

The carbon savings add up quickly when we compare wood floor systems to steel floor systems and wood wall systems to concrete wall systems. According to the Consortium for Research on Renewable Industrial Materials (CORRIM), choosing wood floor assemblies over steel can avoid approximately 22 lbs. of CO2 for every square foot of floor, while choosing wood wall assemblies over concrete can avoid about 15 lbs. of CO2 for every square foot of wall area.

Using wood building materials can reduce the net carbon impact of a project in many ways, particularly because wood emits significantly less CO2 from production than other materials. If carbon storage capabilities are factored in, the benefits of wood become even more significant.

Watch APA – The Engineered Wood Association’s on-demand webinar “Sustainable Structures Built with Engineered Wood,” for a deeper dive into engineered wood’s role in reducing the carbon footprint of the built environment. Visit www.apawood.org/webinars. MM

MERCER TAKES OVER STRUCTURLAM

Mercer Mass Timber, Spokane Valley, Wa., acquired Structurlam Mass Timber Corp. and its subsidiaries for $83.5 million.

Upon close of the deal on June 15, Mercer immediately took possession and continued the operation of Structurlam’s manufacturing facilities, which will now operate under the Mercer Mass Timber brand, including production facilities in Conway, Ar., and Penticton, B.C.

Mercer previously announced in April it had entered into a “stalking horse” asset purchase agreement with Mercer for $60 million in connection with the company filing for Chapter 11 bankruptcy protection.

Mercer Mass Timber now holds all of Structurlam’s brand assets, product and project portfolios, and intellectual property.

“This acquisition will allow us to offer our customers a wider range of mass timber products, and to better support their projects with the addition of more cross laminated timber capacity and glulam production capabilities,” said Mercer senior VP Brian Merwin. “Our goal is to become a one-stop shop for all mass timber needs.”

The addition expands Mercer’s expertise, geographic reach, market share, and production capacity for CLT, while adding glulam capabilities (19 million bd. ft.).

Mercer’s hope is that along with increased market share will come greater sway in the standardization of product specifications for mass timber in North America.

ROSEBURG TO CLOSE PARTICLEBOARD MILL

Roseburg, Springfield, Or., will permanently end operations at its Taylorsville, Ms., particleboard plant on Aug. 21, after agreeing to sell the facility to an unnamed forest products company for an alternate use.

Roseburg bought the plant from Georgia-Pacific in 2006. It is now among the oldest particleboard mills in North America, and the plant’s press equipment and technology have aged to the point that it can no longer compete with newer domestic particleboard mills and the influx of imported products.

The news comes two months after Roseburg announced it would be investing $700 million over the next four years to upgrade and expand its MDF manufacturing operations in southern Oregon, and expand into HDF.

OLSEN ON SALES: SUGGESTIVE POWER

(Continued from page 20)

MBF per usable piece. ($450 x 1.15).

If we can find them a high-quality economy for $390/ MBF that gets a 75% yield, they would only be paying $487/MBF per usable piece ($390 x 1.25). This is a savings of $800 a truckload. (We would have to calculate the time lost on broken pieces in production and waste removal, but in theory a money-saver for our customer.)

Spreads. Some customers will switch products, lengths, species and grades based on spreads. They may prefer SPF to SYP, but will switch if the spread is right. Master Sellers know what the spreads must be for their customers to switch, and study those spreads daily.

Hustle, Service and Suggesting

Hustle and service are important elements of value that we bring to our customers. Master Sellers hustle, give great service (as partners, not servants!), and also bring value by suggesting more competitive products and options to their customers.

JAMES OLSEN

CORRECTION: In the June issue (page 30), it was reported that Trex extended its warranty to 25 years across its entire product portfolio. That extension applies specifically to Trex-branded moisture protection products, including Trex RainEscape, Trex Protect and Trex Seal, which are manufactured and sold by IBP, LLC under a trademark licensing agreement with Trex Co. The warranties on Trex decking and railing products range from 25-50 years.

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

changes.

n

Professionals and DIYers alike will be amped to try DAP’s new advanced hybrid sealants that outperform silicone and provide maximum performance for every project.

FASTENMASTER CELEBRATES 25 YEARS OF PRO-DRIVEN INNOVATION

FastenMaster, a division of OMG, Inc., is celebrating 25 years of providing professional building contractors with innovative products and fastening solutions that make work faster, easier, and more efficient.

board” hidden system utilizing plugs and screws;

• HeadLOK, the industry’s first flat headed structural fastener;

• ThruLOK, the first fastener to eliminate throughbolts by using a unique self-tightening nut to make connections in a fraction of the time;

Borates

CA-C

FiRe

Established in 1998, FastenMaster created the category of structural wood-to-wood screws with the introduction of TimberLOK, a heavy-duty wood screw designed to eliminate the need to predrill when attaching two pieces of wood together. It was the first of what has become the very popular LOK Line of structural wood-to-wood fasteners for residential applications, and solidified FastenMaster’s focus on providing PRO-Driven solutions.

•

•

Since that beginning, FastenMaster has continued to differentiate itself by continually soliciting contractor feedback, and then developing highly engineered solutions that help improve installation productivity while delivering a premium finish. Through this process, they have revolutionized the industry with several breakthrough products, including:

• TrapEase, the industry’s first non-mushrooming fastener designed specifically for composite decking;

• Cortex Hidden Fastening System, the first “through

Los Alamitos, CA

562.594.8948

Stockton, CA

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• TrussLOK (later replaced by FlatLOK), the first fastener to connect multiple beams of LVL single sided, up to 4-ply;

• Tiger Claw TC-G Hidden Deck Clip, the industry’s first stainless steel hidden decking clip for grooved boards;

AMP advanced hybrid sealants offer a wide variety of project and application solutions. Developed for both exterior applications—such as windows, doors, siding, trim, gutter, flashing and concrete—and interior applications like kitchen and bath projects, the line delivers a 100% weatherproof and waterproof seal. It can be applied on wet and damp surfaces, offers extreme temperature use of 0°F to 140°F, features fast and efficient 30-minute paint and rain/ water ready times, and is backed by a lifetime mold and mildew resistance guarantee.

• TrussBrace, the first truss bracing solution that includes both lateral and diagonal support in one connection;

The line features Kitchen & Bath; Window, Door, Siding & Trim; Self-Leveling Concrete; and Gutter & Flashing sealant.

n DAP.COM (800) 543-3840

“By actively listening to our pros, FastenMaster has helped contractors achieve great success by offering them the very best solutions on the market,” said Web Shaffer, senior vice president and general manager. “Developing productivity solutions through innovation has been our north star during the past 25 years and we expect to deliver even more new and innovative solutions to the market in the next 25 years.”

TIMELINE shows 25 years of innovations by fastening solutions provider FastenMaster, a division of OMG, Inc., Agawam, Ma.

REGISTRATION NOW OPEN

FRT EWP

Rosboro Co. has launched a new fire-retardant-treated (FRT) glulam product designed for Type III construction.

Rosboro X-Rim FRT is UL Classified, carries APA certified design values, and is backed with factory warranties from Rosboro and Hoover Treated Wood Products. Building codes require FRT wood to be used in certain wall assemblies, but until now the only available FRT materials were framing lumber and plywood.

As reportedly the only code accepted EWP framing solution for FRT wall assemblies, the product removes the need for costly detailing and eliminates the risk of unapproved treatments being red-tagged.

X-Rim FRT is available in 3-1/2” and 5-1/2” widths to match wall framing, in depths compatible with all floor framing systems.

ROSBORO.COM

(888) 393-2304

,

T TIME

Sporting a popular T-shaped top rail, Trex Select T-Rail composite railing system is designed to make the beauty and convenience of Trex’s composite and aluminum railing available to a wider audience with pricing that competes head-to-head with PVC vinyl railing.

Engineered for ease, efficiency and economic value, it has a classic T design on top with a choice of two infill options: square composite balusters in Classic White for a cohesive, coordinated look, or round aluminum balusters in Charcoal Black for a more modern contrast. Fullspan top and bottom rails in Classic White are offered in 36” and 42” heights and 6’ and 8’ lengths.

The system uses a low-profile, underside bracket system for quick, easy assembly.

TREX.COM

(800) 289-8739

LADDER-TOP STORAGE

Werner’s new Lock-In Tool Bag clicks onto the top of LockTop ladders to safely store and access a wide range of tools.

A shoulder strap adds safety while allowing for three points of contact while climbing. Made with water-resistant material for harsh conditions on the jobsite, the bag has interior and exterior pockets with velcro closure. A removable divider allows for precise tool organization, while a tool clip adds storage outside the bag.

WERNERLADDER.COM

(888) 523-3371

OUTDOOR ELECTRIC LIFT TRUCKS

Raymond has introduced two lift trucks designed for emissions-free electric performance and outdoor capability: the 4800 and 4810 80-volt sit-down counterbalanced trucks. The new pneumatic series provides all the needed capacities from 4,000 to 11,000 lbs.

Both models feature the Raymond Performance Stability System, which offers a high level of vehicle control for reduced damage to goods and facilities. Both give users an ergonomically designed operator station featuring a full-suspension and fully adjustable seat with an attached armrest and fingertip hydraulic controls with factory sideshift.

RAYMONDCORP.COM

(800) 235-7200

UPGRADED RAILING

Rail Shield PVC rail covering system is now compatible with Titan Building Products’ Snap’n Lock Baluster system for a smooth, transitional look.

Rail Shield covers mate perfectly with Snap’n Lock connectors to virtually eliminate maintenance on the flat surfaces of the upper and lower rails of a deck railing. It elevates a wood railing near to vinyl clad and aluminum.

Snap’n Lock reportedly is catching on fast across the U.S. and Canada due to its speed of installation for new construction and in upgrading old railings.

TITANBP.COM

(866) 577-8868

SMOOTH IT OVER

New Rock Patch filler, level and resurfacer from Daich Coatings makes it easier to fill holes, cracks and pitted surfaces

Made with a tough polymer/ stone formula, the pre-mixed compound comes out of the container ready to use. It requires no mixing and can be used as a prep work step on interior and exterior surfaces. Simply stir and apply.

It doesn’t dry quickly like concrete, so users can take their time smoothing it in before letting it slowly dry to a rock-hard surface.

DAICHCOATINGS.COM

(866) 463-2424

PRO POUNDING

Stiletto’s Trimbone Titanium Hammer is designed with specialized features for finish carpentry, including mallet caps, replaceable steel faces, and replaceable colored grips that provide a personalized touch for the user.

It’s intended to hit like steel, but is built with all-titanium construction to minimize harmful recoil shock and provide users with maximum productivity, since it weighs 45% less than a standard steel hammer.

Equipped with a compact D-face, the hammer can fit in tight spaces. The trim claw is ideal for pulling a wide range of nails and prying trim and moulding. Located on the side of the tool is a 180° nail puller ideal for easily pulling carpentry nail sizes from 2D to 16D (1” to 3-1/2”).

Replaceable colored grips and steel faces extend the life of the hammer. Grips come in five different colors.

STILETTO.COM

(800) 987-1849

ONE-PIECE FACE PROTECTION

Vader Combo from Brass Knuckle is a face shield with safety goggles built-in. It’s one wearable piece of PPE that does the job of two. It covers the whole face, protects the neck, and offers 180° peripheral vision. Ultra-soft rubber forms a splash barrier.

BRASSKNUCKLEPROTECTION.COM

(770) 674-8930

PARR LUMBER COMPANY

• Plywood/OSB

• Plyforms

• Composites

E-WALKIE STACKER

Toyota Material Handling’s new electric Tora-Max Walkie Stacker offers supreme versatility, accessibility and load stability.

Designed with the versatility to handle light-duty loads, it includes pinwheel capability to easily navigate compact spaces with optimal comfort and control. Six mast options and adjustable base legs provide added stability and allow operators to fine tune the equipment to stack various load sizes within the 2,600-lb. capacity.

TOYOTAFORKLIFT.COM

(800) 794-5438 GROUP

14023 Ramona • PO Box 989 Chino, CA 91708

www.parrlumberchino.com

(909) 627-0953

Fax 909-591-9132

• Hardwood Panels

• Dimension Softwoods

• Dimension Hardwoods

LONG BRICK VENEER

Eldorado Stone has introduced LoreioBrick, a new long-format brick profile inspired by ancient Roman architecture.

• Melamines/Vinyls

Michael Parrella – x15

Janet Pimentel – x23

Nestor Pimentel – x31

George Parden – x28

Dominick Cosolo – x14

• Pine & Fir Boards

• Chris Hexberg – x22

• Joe McCarron – x21

• Bert McKee – x16

• Steve Daugherty – x18

• Hector Gonzalez – x34

Designed for modern spaces, employing linear dimensions and a neutral color palette accented with earthy tones, it has textural details, slender cuts, and soft gradients that come together to create a contemporary yet balanced visual element.

Offered in four colors, it has a 1.62” height and 20.25” length— dimensions that are half the height of most traditional bricks.

ELDORADOSTONE.COM

(800) 925-1491

VERSATILE ELECTRIC FORKLIFT

Combilift’s new Combi-CB70E is the shortest 7t capacity counterbalance truck on the market, while also benefitting from multi-directional ability, enabling the versatile space-saving handling of long and bulky loads.

Its large, super-elastic tires and compact wheelbase make it ideally suited for the demands of the lumber industry. With a 7,000kg/15,500-lb. lift capacity, it has an impressively small footprint as well as exceptional manueverability for performing in confined spaces.

Features in the gas-strut-suspension cab include generous glazing for all-round visibility, tilting steering column, hydraulic steering, and Grammer MSG65 seat.

COMBILIFT.COM

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3/16” (DCF403) and 1/4” (DCF414) Rivet Tools can fasten hundreds of rivets per charge with optimal pulling force.

The tools are lightweight yet powerful, with toolfree nose piece changes for ease of use. Model DCF403’s brushless motor delivers up to 2,100 lb. force (lbf) of pulling force with a 0.98” stroke length and can tackle up to 800 3/16” stainless steel rivets per charge. DCF414 offers up to 4,500 lbf of pulling force with a 1.18” stroke length to fasten up to 300 1/4” stainless steel rivets per charge.

An on-board nose piece provides storage, while a mandrel collector catches rivets after each shot.

DEWALT.COM

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

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

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

NAWLA OPTS FOR VARIETY IN PORTLAND

The North American Wholesale Lumber Association held a slightly unconventional regional meeting for its annual stop in Portland, Or.

In lieu of the traditional presentation by an industry expert, the regional committee elected to instead stage

the June 1 meeting at the local Amaterra Winery and hear briefly from the resident sommelier, leaving far more time for mingling and networking.

Attendees enthusiastically drank up the new format.

PNW

Jacob

[

]

[

] Jack

David

[4] Jay McArthur, Steve

[5] Marcos Flores, Shanna Papaioannou, Ben Thrasher. [6] Alex Murphy, Maxwell Livingston. [7] Steve Strickland, Sean Maxwell. [8] Lucas Rodakowski, Nick Smith. [9] Tyler & Deana Freres, Lawson Fite, Carson Purcell. [10] Todd Olson, Andy Jones, Melissa Bunde-Gooding, Misty Dicks, Grant Phillips, Kevin Dodds, Russ Gold. [11] Noelia Cross, James Russell, Steve Anderson, Rob Dennison. (More photos on next page)

Ken

WHOLESALERS gathered for NAWLA’s recent Portland, Or., regional meeting. [1] Dan Semsak, Jason Adams.

2

Darcie Mullin, Bobbi Lyons.

3

Porter,

Dominguez,

Albrecht.

Rustja,

Caylor.

NAWLA GOES TO PORTLAND (photos continued from previous page): [12] Kyle Gillings, John Redfield, Taylor Dowdy. [13] Misty Dicks, Melissa BundeGooding. [14] Gib Gibor, Dave Cochenour. [15] Preston Johnson, Mark Kleps [16] Mark Swets, Chelsea Zuccato. [17] Karen & Brett Slaughter. [18] Steve Getsiv, Mike Holm. [19] Allan Hurd, Matt Kenton, Steve Osterman. [20] Steve Killgore, Brandon Green. [21] Tyson Sands, Mark Rodakowski. [22] Kevin

Dodds, Grant Phillips. [23] Jonathan Maitikainen, Joe Riner, Jon Calhoun. [24] Simrat Singh, Max Lee Kwai, Mike Eddings. [25] Ryan Holwege, Mark Gray. [26] Trevor McNeish, Tim Hunt. [27] Roger Welling, Kalayna Crook [28] Ian Kelly, Tyler Martinez-Bobb. [29] Lee Jimerson, Cami Waner, Matthew Meyers. [30] Connor Bryson, Thomas Compa. [31] Andrea Terault, Ben Rist, Kevin Park.

Jerry Wilkins DeCou III, 92, owner of DeCou Lumber, Atascadero, Ca., died June 11.

In 1954, following military service during the Korean War, Jerry went to work for his father and Ralph Hagle at Hagle-DeCou Lumber. In time, Jerry would become sole owner of the company.

He twice served as president of the Tri-County Lumberman’s Association, and was a director and later president of the Lumber Merchants Association of Northern California (now the West Coast Lumber & Building Material Association).

Donald Neil Hagen, 93, founder of American Forest Products, Thunderbird Moulding, and several other Sacramento area-based millwork firms, died on May 16 due to injuries sustained in a fall the day prior.

After a year at Stanford University, Neil joined the U.S. Navy as a sonarman and toured the Mediterranean. Utilizing the GI Bill, he continued studies at Chico State. In 1954, he returned to the Navy and trained as a pilot on the USS Shangri-La. He completed his business degree at Sacramento State and took a job as a sales manager for Ostin Moulding, Sacramento, Ca.

For several years in the 1960s, Neil worked at R.F. Nikkel Lumber until in 1970 he launched his own company, Eagle Forest Products, Fair Oaks, Ca., which became Thunderbird Forest Products. He later added AFP (later based in

Baltimore, Md.); Sure-Wood Forest Products in Virginia; Southern Cross Forest Products in New Zealand; American Wood Moulding, Windsor Locks, Ct.; Thunderbird Moulding, Homer, La.; and other mills in South Carolina, Brazil and Chile.

In 1992, he opened a retail store in front of his Thunderbird Forest Products mill, which he named Mr. Moulding and is today operated by his daughter, Kristen Hagen.

He served as the 1970-71 president of the Wood Moulding & Millwork Producers Association.

Roxy Nick Moschetti, 84, longtime general manager of Boulder Lumber, Boulder, Co., died June 11.

Roxy started working at a young age with his dad hauling lumber, and then formally started working at Boulder Lumber in 1961. He worked his way up to delivery, sales and into management, becoming GM in 1982. He retired in 2004.

John Vatcher, retired executive with Weathervane Windows, Kent, Wa., died May 30 of leiomyosarcoma. He was 66.

After graduating from Pennsylvania State University in 1980, he had a successful career in the forest products industry and became a recognized expert in the design and manufacture of wood and vinyl windows. After working in engineering roles for several window companies, he eventually became the VP of product development and a part-owner of Weathervane Windows.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

National Hardwood Lumber Association – Sept. 6-8, intro to hardwood grading course, Memphis, Tn.; www.nhla.com.

BC Wood – Sept. 7-9, Global Buyers Mission, Whistler, B.C.; bcwood.com. Do it Best – Sept. 8-11, fall market, Indianapolis, In.; www.doitbest.com.

Hoo-Hoo International – Sept. 8-11, international convention, hosted by Cowichan Valley Club, Vancouver, B.C.; www.hoohoo.org.

True Value – Sept. 13-16, Fall Reunion show, George R. Brown Convention Center, Houston, Tx.; www.truevaluecompany.com.

American Wood Protection Association – Sept. 17-21, fall technical committee meetings, Le Meridien Downtown Denver, Denver, Co.; www.awpa.com.

Ace Hardware – Sept. 19-21, fall convention, Orlando, Fl.; www. acehardware.com.

Pacific Logging Congress – Sept. 21-23, Live In-Woods Show, Vail, Wa.; www.pacificloggingconference.org.

Western Roofing Expo – Sept. 23-25, Paris, Las Vegas, Nv.; www. westernroofingexpo.com.

FLASHBACK: 1933 BOAT IN A BOX

NINETY YEARS ago, The California Lumber Merchant reported on a profitable new niche for lumber dealers: knocked-down redwood boats.

According to The Merchant of July 1, 1933, “Lumber dealers in all parts of the country are finding ‘Noyo’ knocked-down redwood boats a profitable sideline. Made by the Union Lumber Co. of San Francisco, these boats were designed by some of the

foremost boat designers in the country.

The boat illustrated on this page is the ‘Lazy Days’ rowboat, designed to ensure maximum safety and strength with greatest comfort, and is perfectly suited for camp, resort or any place a rowboat is used. Weight is 215 lbs. The lumber used in its construction is specially selected, straight-grained, Clear Heart redwood. A complete set

Union Lumber attempted to expand the market for redwood by featuring varied applications in its ads, such as on the front cover of the July 15, 1933 California Lumber Merchant

of directions for assembling the boats is furnished, and the customer is assured that the job of assembling is very simple. A heavy construction type for hard usage is also manufactured by the Union Lumber Co., with 13/16” side boards and bottom planks. Total weight: 250 lbs.

The Noyo Outboard ‘Scootabout’ weighs 190 lbs., and is scientifically designed to plane the water by one of the foremost hull designers in the country. It develops an amazing speed for her type. Lightweight and graceful without sacrificing strength, she is sturdily built to withstand the vibrations of high speed. Made of the highest quality materials, including hardwood knees and stern, this boat can be readily and accurately assembled in a few hours of spare time.

The boats are shipped knocked-down in a crate. Each piece is stenciled with its name for easy identification.”

Other manufacturers—including Hammond Lumber Co. (see ad at left)—quickly jumped in, as well.

UNION LUMBER’S ‘Lazy Days’ Noyo Rowboat kit was sold through lumberyards across the country.

HAMMOND LUMBER got into the RTA redwood boat craze by devising collapsible Fold-Flat brand boats for easy transport.

“Growing beyond measure.”