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CONTENTS August 2017
Volume 96 n Number 8
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Roadmap to Success Sales & Marketing Special Issue
FAST CLOSE
BRANDING
MORE TRAFFIC
MAX PROFIT
INCREASED VISIBILITY AHEAD
Special Section
Features
25 SALES & MARKETING ROADMAP
10 INDUSTRY TRENDS
JOIN SEVEN TOP SALES & MARKETING
EXPERTS AS THEY LAY OUT WINNING DIRECTIONS FOR MAKING YOUR BRAND MORE VISIBLE, DRIVING MORE TRAFFIC TO YOUR BUSINESS, AND CLOSING MORE SALES.
Departments
WONDROUS COLORS TRENDING ON MILLWORK & WALLS
BPD
28 THE REVENUE GROWTH HABIT
14 COMPETITIVE INTELLIGENCE
48 MOVERS & SHAKERS
SIDING WITH MODIFIED SOFTWOOD
50 NEW PRODUCTS
16 TRANSFORMING TEAMS
Building Products Digest
WHAT TO EXPECT IN HUMAN RESOURCES FROM TRUMP
THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS
ANNUAL SALES & MARKETING SPECIAL ISSUE
26 OLSEN ON SALES
12 PRODUCT SPOTLIGHT
IN ALCOA, LUMBER REIGNS
AUGUST 2017
8 ACROSS THE BOARD
22 NAWLA: THINKING AHEAD
64 CLASSIFIED MARKETPLACE 64 ASSOCIATION UPDATE
GROW A RELATIONSHIP AT A TIME
The Merchant Magazine Digitial Edition at www.building-products.com
64 ADVERTISERS INDEX 42 BEST ADS OF THE YEAR 64 IN MEMORIAM 56 EVENT RECAP: PCBC 58 PHOTO RECAP: NAWLA SOCAL 65 DATE BOOK 66 FLASHBACK 60 EVENT RECAP: INLAND GOLF
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WEYERHAEUSER TJI® JOISTS Your customers use TJI® Joists for a reason: Trust. Fifty years of experience go into every consistent, strong and lightweight TJI Joist® we make. Available in a variety of depths for any situation. Backed by Weyerhaeuser tech support, TJI® Joists offer universal options for any job from coast to coast. Call 888.453.8358 or go to weyerhaeuser.com/woodproducts to find your closest distributor and product offering. , Trus Joist and TJI® Joists are registered trademarks of Weyerhaeuser NR. © 2017 Weyerhaeuser NR Company. All rights reserved.
ACROSS the Board By Patrick Adams
No shortcuts I
MUST HAVE been born an “old soul.” That’s what they say when you don’t fit in with “modern thinking.” While it appears to me that many are exhausting themselves to find a shortcut so they don’t have to work so hard, I’ve always believed that simple hard work is the shortcut. It has become so rare in fact that hard work has become easy to spot because there are no shortcuts when it comes to quality. When you hear a race car fire up, that sound and feeling? A hand-built engine. The finest cigars or whisky that create a lasting memory? Handmade. A watch that you buy envisioning that someday you will pass it down through the generations? Handcrafted and assembled. The home you decide to raise your family in… I remember once in a rush, I bought some imported “kit” Adirondack chairs for the front yard. They came from the same place a lot of things do these days and came in a box. After several hours trying to follow horrible directions, modifying pieces that were not designed well, and rummaging through my own hardware to supplement missing screws, they were together. Less than three months later, they were wobbly and needed to be refinished. After another day of work, they looked good and sturdy again. Three months later, they were back in the same condition and found a new home in a landfill. I then spent weeks downloading plans, shopping for just the right cedar, and taking my time cutting, sanding and assembling. In the end, we have chairs for each of us that , now several years later, are just as good as the day I built them and likely still will be when we finally pass them along to someone else. There is no doubt that machines are faster in most things. Not necessarily better, just faster. McDonald’s drive-through is also faster than sitting down for a meal with family, and driving Interstate 5 to Northern California is certainly faster than taking Highway 1. We are living in a time where speed seems to be the only thing that is measured in absence of assessing quality or what we do with all of this “extra time.” But this is an interesting quandary isn’t it? Should speed and looking for a shortcut be applied to everything? Does quality and credibility not matter anymore? Is everything consumable? When you are looking for new equipment at your facility, is it simply who is fastest and cheapest? When a loved one has a severe illness, do you simply take them to the local urgent care? It is in this area of decision that I spend of lot of time pondering whether the next generation will understand the difference that sometimes, it’s OK to get McDonald’s, but you certainly wouldn’t get it for your family’s Thanksgiving dinner, would you?
I haven’t used this column for the typical self-promotion you see in most publications and I’m not going to start now. However, I would like to share some information. Like most of you, I don’t believe in taking shortcuts and do believe the quality of our work is a reflection on our personal character. In these days of “fake news” and the world believing that all is “going digital,” we believe quality counts. We view our role in the industry as providing you with the accurate and timely news, information and products that will help you successfully run your business. For over 95 years now, we’ve figured out that the shortcut is simply working hard. We believe that every word, every page, and every product is something we are personally vouching for. Although it is a lot more work, we publish monthly so that you can get the timeliest information. While some gather news clippings from their home-based offices or even sell “ad-vertorials,” we personally attend over 60 industry events annually to hear firsthand how the market is doing. While some will say that everything is going digital, I will ask when is the last time any of you remember or clicked on a digital ad anywhere? We don’t accept ads from companies that we cannot personally vouch for and the editorial we publish is something you can trust. There are no shortcuts when it comes to hard work and the best quality and while many things are built to be consumable, we’re proud to be the leading publication in an industry built to last through the generations! From our family to yours, we hope you’re having a summer filled with quality times and hard work! “Some people dream of success while others wake up and work hard at it.” ~ Winston Churchill
Patrick S. Adams Publisher/President padams@building-products.com
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INDUSTRY Trends Interior & Exterior Color
Wondrous colors trending in design T
paint shades will be trending next year, blogger and Dunn-Edwards color expert Sara McLean looked at the big picture of the many influences that drive color and design trends—everything from world events, lifestyle, fashion and food to trends in travel, wellness and individuality. Dunn-Edwards identified five hot color palettes, each with an emphasis on Celebrations—of memories, natural wonders, the stars and unknown, life’s adventures, and childhood joys. O PREDICT WHAT
Memories
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“Trends are inspired by so many sources... from finding happiness in the little things, rebellion and shock values, individuality, adventure and one-of-a-kind experiences,” McLean explains. “Even the increasing infusion of technology influences trends. All these elements provide a wealth of experience for creating a storied, well-lived life.”
The color palette evokes a romantic spirit, with a highly stylized design that is luxurious and feminine. People are revisiting traditions and classics and re-creating stories for today’s lifestyles. Colors include blue-greens, lacquer red, dark-brown wood hues and bronzed caramel, lightened with touches of grayish pink and gold.
Trend 1, Memories – A return to the classics of the 1940s French fashion chic, art deco and art nouveau.
Trend 2, Natural Wonders – Inspired by nature and innovation, there is a desire to be surrounded by
Natural Wonders
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The Stars
Building-Products.com
nature without leaving the city. A back-to-basics focus on well-being without giving up modern comforts of city life. Colors are casual with springtime and seaside influences, with coral tones, aquatic blues, and overexposed color with sunny contrasts like salmon, lobster, pebble and ocean. Trend 3, The Stars – Fantasy experiences increase with the use of virtual and augmented realities. Life is experienced through dreams and imaginations—unnatural nature. Retro, vintage tech is trending, along with futuristic possibilities. Colors are inspired by the exotic and unnatural natural world of fantasy. Pastels are layered with lacquer and glow. The influence of technologically based color creates layers of gloss and bling, with shocking pops of rose, hot pink, dark blue, and 1980s retro colors. Trend 4, Adventures – Through myths, lore and legends, oral storytelling recalls the historical narratives of cultures and people throughout the world. The call to adventure and new worlds are for those who desire to be transported to faraway lands, creating a life filled with personal stories of adventures and lessons. These lush, extravagant colors are found in nature such as reds, emerald greens, amber, lava black, and mystic purple with infusions of lava black, Adventures
HOT COLOR combinations in paint and design include the nostalgic hues of the Memories palette (above top) and the sunny contrasts of springtime and seaside shades found in the Natural Wonders palette (above lower).
Childhood Joys
earthy brown, dark reds, blues and purple. Trend 5, Childhood Joys – Creating a fairytale for one’s life adds joy and pure love of life. It reflects the comfort and routine that allows the child to be free to dream of other worlds with rainbows and laughter, fun and games, and new adventures through picture books, fairy tales, science fiction and fantasy, moral tales and children’s poetry. Colors are chic, sophisticated basics with classics of navy, burgundy, gray and beige, along with near-primaries of blue, green and orange. Building-Products.com
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PRODUCT Spotlight By Matt Lee, Kebony
Siding with modified wood B
UILDING MATERIALS are constantly being innovated and a perfect example of how technology has improved traditional materials is modified wood. Wood is one of the oldest building materials ever used but it certainly isn’t free from certain disadvantages, just as many organic materials are. Pre-treated lumber may be useful for actual construction, though the market for a beautiful wood product that wasn’t composite or a faux wood-grain plastic was fairly untapped for some time. Modified softwood looks just like real wood, has many of the same properties that make wood such an attractive option, plus it also offers greater longevity, durability and more. In addition, modified softwood is extremely versatile in how it can be used in construction and architecture.
How It’s Made Although the exact process used to modify softwood does vary between manufacturers, overall the technology is fairly similar. Unlike composites or other lumber-blend materials that also incorporate plastic fibers, modified softwood uses pure wood. There is very little processing and the softwood board remains exactly the same—but stronger. The modifying process involves the use of a chemical and heat. This chemical is a bio-based liquid that is very much like an alcohol in essence. The softwood boards or panels are thoroughly impregnated with this liquid and then placed in special ovens. The boards are cured and dried, finally emerging to look essentially
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DURABLE and beautiful, modified softwood is a great choice for exterior siding and trim. (Photos courtesy of Kebony)
just the same as the original softwood but far harder and longer-lasting.
Benefits in Siding One of the most commonly seen uses for modified softwood is using it as cladding. Wood siding will always be a classically beautiful choice, but any home contractor or architect knows that more and more clients are turning away from wood due to highmaintenance needs. Modified wood is an ideal solution in these situations. Some of the main benefits of using modified wood in place of traditional wood siding include: Greater Longevity – You can expect properly maintained modified wood siding to last 30 years or more, though this can vary between regions. Less Maintenance – Modified softwood requires no special re-
August 2017
staining or other treatments normally associated with wood. Simply powerwash it off annually or twice a year like you would with other siding. Genuine Wood Finish – Since this is actual softwood, the boards will naturally develop a soft gray patina over the years, just like most other woods. Impressive Durability – The modifying process increases hardness to over 40 on the Brinell hardness scale. This means modified softwood is actually harder and more durable than the high-quality hardwoods. Natural Fungal Resistance – The combination of the wood cell wall expansion and the impregnation of the bio-liquid means this softwood product is unable to develop fungus, rot and similar issues that can happen with normal wood. Building-Products.com
No Dangerous Toxins – Wood treated with some chemicals may present concerns in applications intended for direct contact with people. Though it is a chemical, the bio-liquid in this wood is rendered non-toxic and completely harmless. Modified softwood cladding gives you everything you could want in normal wood siding, just without the typical problems associated with it.
Other Uses Opting for modified softwood as siding isn’t where this material stops. As mentioned, modified softwood is essentially just as versatile as any other wood product. Some other excellent situation in which modified wood really shines includes: Decking – Due to the incredible hardness of modified softwood it is perfect for decking needs. Needless to say it is ideal for normal home porches, but also is a great rooftop deck material. You can also use it for terraces, porticos, and even boat decking. Roofing – Wood roofs look stunning but, just like siding, many do not want to deal with the care. Modified softwood is going to outlast any other wood roof. Piers – Since modified wood absorbs far less water than normal wood, it is a great material to use around water. Modified softwood piers look far more attractive than steel or aluminum while also outlasting other types of woods or composites. Furniture – This material comes in board form and can easily be used in furniture projects. These projects could be anything from a homemade bench to full custom kitchen cabinetry. Flooring – Modified wood is toxin-free, which means it’s safe to use for indoor flooring. It is ideal for high-traffic areas or residential homes with kids and/or pets. Modified softwood is an extremely promising building product that is only going to continue to grow in popularity. Its characteristics of being a highly advantageous material to use combined with just how many different ways it can be used is impressive to say the least. Whether you’re looking to re-side a house, build a deck, or design an architectural art piece, chances are using modified wood is a smart way to go.
Building-Products.com
HOT COLOR combinations in paint and design include sunny contrasts of springtime and seaside shades found in the Natural Wonders palette.
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COMPETITIVE Intelligence By Carla Waldemar
In Alcoa, lumber reigns G
UESS WHAT ’ S manufactured in Alcoa, Tn.? Okay, that was easy: aluminum. Starting right before World War II, a plant opened to turn the new wonder metal into tanks and planes. Today it’s a mainstay of Ford Motor trucks. But that tiny town near the Smoky Mountains can boast another vital supplier that’s been around far longer, harking back to 1925—and that’s Anderson Lumber Co. Even before folks needed aluminum, they needed homes. Today, picture-pretty log homes and pine siding are in demand in the gorgeous Smoky Mountains, along with decks and cabins to rim the region’s many lakes and rivers. In Alcoa and twin city Marysville, fine schools draw young families, while the scenic surroundings and yearround golf act as retiree magnets. Here custom dwellings, condos, apartments and remodeling old stock for the flipand-sell market also contribute to
SLICK window and door showroom helps seal millwork package sales.
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TENNESSEE DEALER’S recent rebrand even has competitors coming to check it out.
Anderson’s bread and butter, abetted by significant commercial projects. So it seems like Steve Coleman’s dad and granddad asked the right question at the right time. As contractors back in the Fifties, they figured they’d help their work along by owning a supply house, making their own moulding and getting themselves far better service. “Ever think of selling?” they asked Mr. Anderson, who was quick to answer, “Deal!” The only trouble was, as Steve tells the story, service didn’t improve one bit because their other customers always came first. So, exit Coleman builders; enter Coleman suppliers, gifted with a great downtown location. Then in 1972, along came urban development to claim their site. They found an even better one smack on one of the busiest highways in the state, leading to the airport, to Atlanta, to increased business in a cluster that grew to include a WalMart, a Cracker Barrel, and a whole lot more. By 1976, the company added its own roof and floor truss shop, and soon doors and millwork, too. Who’s buying? Contractors repre-
August 2017
sent 80% of Anderson’s trade. And why are they bypassing Lowe’s and Home Depot, just down the road? “We have different—and better—materials,” Steve’s got the answer, “highgrade framing lumber. Premium studs, treated lumber, and decking. Cedar. Long lengths—24, 26, 36—they can’t find elsewhere.” Oh, and rental, adds assistant manager Joe Allen: Bobcats, backhoes and other construction equipment, commercial lawnmowers. “With equipment rental, you need a good equipment shop,” he says. “We’ve got fulltime mechanics on board. And we’ve grown our sales and service by adding party rental, too (and the margins are really good). First, though, we had to build a big warehouse to hang and wash the tents, like a giant car wash.” The 15,000-sq. ft. showroom has a full-service hardware department plus a class-act paint department manned by two full-time staffers. Says Joe, “Customers like our competitive paint prices and brands—top-quality ones nobody else carries, up to $100 a gallon. People even drive over from South Carolina for them.” Building-Products.com
Factor in the woodworking shop, too, providing special cuts, planers, sanders, and anything you might need for, say, a unique fireplace mantel, odd openings or doors customized to fit. “It brings us people from the box stores, too, wanting us to cut their doors to fit. We also get calls asking ‘Got this?’ We always say ‘Yes.’ So now they’ve learned to just call us first.” Adds David Paine, Anderson’s advertising and marketing man, “A couple of years ago we rebranded ourselves— remodeled the showroom with polished cement, new layout, new fixtures, sales counter and display areas for our windows and doors and cabinets.” Since then, it’s become a bit of a regional attraction. “Folks from other yards come by to see what we’ve done and if it might work for them.” It also pleases the area’s pros, and not only for the earned discounts and bonus points, which can lead to free trips. “They know they’re number-one here,” says the boss. “If there’s a problem, we take care of it. For instance,” he offers, “a man had problems with a door he bought from us four years ago. We told him, ‘We’ll pull it out and put in a new one. No need to keep coming in.’” Employees (50 in the showroom, 50 in the plant, and 20plus in the rental unit) are valued, too. In Steve’s eyes, “They like working for a family operation—me and my son and my dad before us. It’s an easy, relaxed atmosphere where we treat them like family—get together for lunch, go to a football game. Things like if the door shop meets its schedule, we take ’em out to eat.” Yet, with long-timers retiring, attracting new blood represents a challenge. “We talk to salespeople, people in the community, people who come in here, plus we’re working with two staffing companies. We let everybody know that, for young people, the door’s wide open. If they’re good, they can move up the chain quick. Our older salespeople take them along on calls, mentor them, teach them how to do take-offs, stairs, sell a window-and-door package.” To pull younger homeowners into the store, David, the marketing man, has turned from traditional advertising avenues to social media—principally Facebook, where the company page is updated three times a week. Ladies’ Night—a twice-yearly event—also has proved a prime source of new business, attracting up to 100 participants, who can complete take-home projects like planters or holiday decorations. For those ladies who’ve felt intimidated stepping into a manly environment like this, it’s an entrée, complete with snacks, gift cards, and whacks at common home problems like unplugging a toilet or applying weatherstripping. “We’re seeing a good number of them returning,” David states. Anderson sponsors an annual golf outing to raise $500,000 to support a fellowship at the University of Tennessee supporting research in its cancer center, an homage to a son of Steve’s who died of brain cancer. “It’s an all-day event for contractors and business people, with tremendous support from our vendors,” says Joe Allen. “It speaks well for what the Colemans have done for the community.” And that’s a lot, including giving back to schools, churches, the fire and police departments. “A SWAT team recently called to ask for windows and doors to blow up for practice,” Steve reports. Sure! That’s all in line with his dad’s credo: If we help kids and schools, we’re also helping parents. “He harped on building community,” says his welltaught son. Speaking of schools, Joe says, “we have a good relationship with the high school shop teacher. He brings in his Building-Products.com
SPECIAL EVENTS are big generators of new business.
class four times a year and we walk through the store, the lumberyard, the shops. The kids build a little barn structure as part of the class and sell it out front. He adds, “We recently spotted a sharp young man in the group. If he wants to sign on, we’ll hire him!” All this sounds so positive that I almost hate to ask… but I do: I mention the R-word. Steve gets it. “I saw the recession coming. I told my son, ‘The bubble’s so big it’s bound to burst.’ So we started winding down a bit, watching real close. We quit selling to some contractors whose spec homes weren’t selling.” Nonetheless, “It hit quick and hard. My son figured how much money we needed daily to keep the doors open, so we started downsizing. Not hiring when employees retired. Having to lay off a few people—the first time ever. Downsizing inventory. Selling a couple of big trucks. I volunteered to retire, but then I said I’d stay on, come to work two or three days a week without pay. Plus, we’d just started doing installed sales, which was growing really quick because, now when people couldn’t afford to build a house, they decided to remodel instead, using our cabinets, doors and paint. My son was in charge of the new operation, and when he died, it set us back”—adding business challenges to the devastating personal tragedy. The company did promote an assistant to head the division, which carries on. The good news is, the future looks far brighter—“pretty strong, since the election. There’s a lot of building going on, both residential and commercial,” Steve notes. Joe adds, “We now have access to a flooring company. We partnered with a local showroom in Knoxville to be able to offer one-stop shopping.” Alcoa is attracting new businesses as well—an ammunitions factory, a gun factory, “lots of stuff going on. An office building at the University of Tennessee. It takes a team of us to work together and hammer out different parts of the materials list, get ’em some good numbers.” All that commercial activity means jobs are being created. And those new hires will need somewhere to live. Wait, I have an idea for them…. Carla Waldemar cwaldemar@comcast.net August 2017
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TRANSFORMING Teams By Claudia St. John
What to expect in HR from Trump O
six months, I have delivered perhaps a half-dozen presentations on what workplace regulations and changes employers can expect from the new president. My sessions always had to begin with a disclaimer: we really don’t know what to expect from the new Administration, so all we’re doing is really reading political tea leaves and wish lists. Fortunately, we now have some clear signs about the new Administration’s priorities. Of course, the President has free rein to make changes to regulatory issues that are the domain of the executive branch. What will happen in the House and Senate is much harder to predict. That said, here are some of the initiatives being currently promoted by the Trump Administration: Repeal of the Affordable Care Act. At the time of writing this article, a repeal and replace version of the ACA has passed the House, and the Senate is working on a version of its own. The Senate versions that have been floated so far have met resistance from both conservative and moderate GOP members of the Senate, creating a politically challenging situation for the Senate Majority Leader. Should a version pass the Senate, a reconciliation of the two versions would need to be created and then voted on by both houses before reaching the President’s desk. Long story short, we have quite a distance to go before there’s an ACA repeal and, given the amount of time necessary for providers and insurers to react to the changes, even if the law is repealed and replaced within the next few months, we anticipate that employers will see no changes until at least 2019. Our advice is to stay the course and to check in with your health insurance broker—they remain your best source of information about how any changes will impact you and your company. Obama Overtime Rule. On Dec. 1, 2016, a new minimum salary threshold was to go into effect which would have required anyone earning a salary of less than $47,476 to become eligible for overtime. This proposed rule is currently held up in court. Trump’s new Labor Secretary, Alexander Acosta, said during his confirmation hearing that while he agrees that the current threshold of $23,660 is too VER THE PAST
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low and should be adjusted, it should not be increased to the level proposed by Obama. Rumor has it Acosta is eyeing $33,000 as the new minimum salary threshold. Our advice is to hold tight until either a new rule is proposed or the court acts on the current injunction, but you can expect that the threshold will certainly be increased from its current level. Building-Products.com
Independent Contractor Guidance. Within the last two years of his term, President Obama’s Administration released guidance to employers on how to assess whether an independent contractor should be considered an employee under the Fair Labor Standards Act (FLSA). The new guidance created a much higher standard of “economic dependence” and would have reclassified many independent contractors as employees. In one of his first acts as Secretary of Labor, Mr. Acosta withdrew this guidance and returned to the long-standing “control standard” which focuses much more on whether the contractor truly is independent and is able to maintain control over how and when the work should be performed. For more on how to determine if your independent contractor is classified correctly, search for “DOL Factsheet #13.”
Q. Whatever happened with the proposed increase in the minimum salary threshold to be exempt from overtime? A. The increase that was put in place by the Obama Administration—from $23,660 to $47,476—in order to be exempt from overtime has been held up in court since December 2016. The Trump Administration just filed a brief with the court saying it does not intend to defend the new, higher level. This means it may go back to the former level or a new level could be established. Our recommendation is to continue and wait and see what the Administration and courts decide. Paid Maternity/Paternity Leave. In his 2018 Budget Proposal, President Trump proposed a new federal paid maternity/paternity/adoptive parent leave program. The program would provide for six weeks of paid leave for new parents and would leave the structure and the funding of the program largely up to the states. States would administer (and fund) the program through their Unemployment Insurance (UI) program. The level of the benefit and funding are largely undetermined at this point, but it is anticipated to be approximately the same level of financial benefit as each state’s weekly UI benefit. Since most presidential budget proposals are really an Administration wish list, it will be necessary for the House or Senate to design and usher this program through to passage, leaving it with an uncertain fate. Mandatory E-Verify for All Employers. Presently, E-
Verify is largely a voluntary internet system that enables employers to verify the legal work status of potential employees. E-Verify is mandatory for all federal contractors and, on the federal level, is voluntary for all other employers. Nine states—Alabama, Arizona, Georgia, Louisiana, Mississippi, North Carolina, South Carolina, Tennessee and Utah—require E-Verify for all or most employers, with some carve-outs for small businesses. Eleven states—Colorado, Florida, Idaho, Indiana, Michigan, Missouri, Nebraska, Oklahoma, Texas, Virginia and West Virginia—require E-Verify for most public employers. Minnesota and Pennsylvania require E-Verify for some public contractors. Nationwide, barely 10% of private employers currently use E-Verify. In his 2018 budget proposal, President Trump allocated funding to require all private employers in all states to use E-Verify for all hires. Given the limited use of this system today, this initiative—should it make its way through Congress—represents a significant change in most employers’ hiring process. Stay tuned! State-Based Initiatives. In the absence of significant congressional action on numerous workplace initiatives in recent years, many states and localities have moved forward with their own regulatory requirements, including increasing the minimum wage, implementing equal pay rules, establishing mandatory sick and parental leave programs, ban-the-box, and scheduling predictability laws. Clearly, legislating workplace rules and regulations on a state or local basis creates a sizeable challenge for large, multi-location employers who must track and comply with each regulation. In response, numerous states have passed state workplace preemption laws which make it illegal for localities to legislate workplace standards that differ from those of the state. We can expect to see the rate of state and local employment regulations increase as well the number of state preemption laws. In the months ahead, we will be monitoring what bubbles up, especially in the area of deregulation and tax reform—the next big areas of change. We’ll keep you posted!
Claudia St. John Affinity HR Group, Inc. claudia@affinityhrgroup.com
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True Value Considers Sale True Value Co., Chicago, Il., is reportedly mulling a sale of the near4,400-member co-op, according to Bloomberg News. The 69-year-old firm has hired an investment bank to analyze strategic options, including a straight sale, merger, auction or standing pat. Possible suitors include private equity firms and chief rivals Ace Hardware and Do it Best Corp. Ace, based in nearby Oak Brook, Il., has expressed interest, but said that thusfar it has not been contacted by True Value. Do it Best also signaled its interest, noting its own proximity to Chicago, its past success with largescale mergers, and its similar company histories and independent-minded philosophies. “Over the last few months, we have welcomed an increasing number of former True Value members into the Do it Best family and we look forward to welcoming many more,” said Do it Best president/CEO Dan Starr.
Hardie Expanding in Tacoma James Hardie Building Products is expanding its fiber cement product manufacturing operations in Tacoma,
Wa., by building a separate 400,000sq. ft. facility adjacent to its existing plant. Anticipated to be completed by next spring, the addition will add over 100 new workers, boosting the site’s workforce above 240.
CertainTeed to Buy SimTek CertainTeed Corp., Malvern, Pa., has agreed to purchase HDPE fencing producer SimTek Fence, Orem, Ut. Founded in 2007, SimTek pioneered and patented the design of rotationally-molded fencing, with its Ecostone simulated-stone fence system. More recently, SimTek introduced the Ashland Collection of wood grain fence panels. “This acquisition adds a key innovation to our outdoor living products portfolio, specifically our Bufftech premium fence line,” said Benoit Bazin, president of CertainTeed. SimTek operates a single manufacturing location in Orem, where most of its 75 employees are located. CertainTeed has a state-of-the art facility in Buffalo, N.Y., that utilizes extrusion technology to manufacture its Bufftech and EverNew lines of vinyl fence, railing and decking.
SUPPLIER Briefs Davis Ace Hardware, Davis, Ca., is renovating its pet and garden areas and will rebrand its housewares section as a separate business named Cookery & Company. Freres Lumber Co.’s veneer Plant 4 in Lyons, Or., was damaged by a June 26 fire. The blaze, which began near a drying station, also claimed about 2 million ft. of dried veneer. Habitat for Humanity is shuttering its ReStore outlet in Santa Ana, Ca., Aug. 18 due to an expiring lease. A replacement store will open two miles south in the fall. Henry Co., El Segundo, Ca., purchased fluid-applied waterproofing system maker TQ3 North America. Healdsburg Lumber Co. , Healdsburg, Ca., received a Business of the Year Award from the local Chamber of Commerce. Fairway Architectural Railing Solutions launched a new website at www.fairwayrailing.com.
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Ace Offers Extra Mile Guarantee Ace Hardware is rolling out its Extra Mile Promise, a guarantee that Ace has the expert advice and supplies needed to help consumers successfully tackle any paint project with just one trip to the store. Available at participating stores nationwide, the vow was created to address and relieve the frustration consumers deal with when faced with the proposition of yet another trip to the store as a result of forgotten items or not enough paint. Ace is so confident in its one-trip guarantee that it will provide free delivery to consumers who may be in need of additional paint supplies. “While it hurt our pride to learn this, the truth is that while consumers trust Ace as the Helpful Place, far too many of them believed that our speedy sized stores didn’t have enough product to complete their paint project,” said John Venhuizen, president and CEO. “We know this isn’t the case, so to assuage these misperceptions, we decided to stand behind our large paint assortment with the Extra Mile Promise. Our objective is simple: to be known as the #1, best, most convenient, most helpful and most credible store for paint in the neighborhood.”
Weyco Recalls Coated I-Joists Weyerhaeuser is recalling a batch of TJI Joists with Flak Jacket Protection, after linking an odor in certain newly constructed homes to a recent formula change in the coating that included formaldehyde-based resin. The issue is isolated to Flak Jacket product made after Dec. 1, 2016, and does not affect any of the company’s other products. Flak Jacket Protection is a coating applied to I-joists to enhance fire resistance, and it is not widely in use. The
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product is present in the basements of about 2,200 houses in various stages of construction in limited markets. Most of the houses are not yet occupied. Weyerhaeuser will cover the cost to either remediate or replace affected joists. It has halted production, sales and shipments of the product, and is collecting unused product from customers. Approximately $9 million of the product has been sold since December 2016. Weyerhaeuser expects to spend $50$60 million resolving the issue.
Windows & Doors Keep Growing Residential window shipments increased 5.7% in 2016, amounting to more than 43.2 million units shipped across the nation. Looking forward, national growth is expected to increase another 5.6% in 2017 before trailing off somewhat in 2019 to 4.6% growth, according to a new Window & Door Manufacturers Association study. In 2016, shipments of side-hinged entry doors increased by 6.1% to 9.7 million units on the national level, alleviating any concerns over the decrease in units shipped between 2014 and 2015. Based on the analysis of the data, annual growth is forecasted to climb to 5.9% in 2017 before declining to a modest 5.2% growth in 2019. Architectural interior flush doors recovered from a decline the previous year by growing 4.5% in 2016 with nearly 2.9 million units shipped, while stile and rail doors continued its upward trend with a 6.6% increase with nearly 0.44 million units shipped. Annual growth of flush doors is forecast to be 4% in 2017 before declining to 1% in 2019. Stile and rail doors are also predicted to grow 4% in 2017 and decline to 1% by 2019.
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Building-Products.com
THINKING Ahead By Steve Cheatham, Everwood Treatment Co.; Warren Reeves, Wholesale Wood Products; and Devin Stuart, Roseburg Forest Products
Building business, one relationship at a time I
N BUSINESS, there are a couple of ways to handle interactions with customers and partners. One option is the transactional approach, which gets the job done but is something of a one-way street. It might involve calling a general corporate number to speak with whichever random individual answers, addressing the matter at hand, and then moving on to the next order of the day. Done, done and done! It’s functional, and certainly it works for some operations—really busy, high-volume companies, for example. But for many midsize and smaller outfits, especially in an industry where handshakes often cinch the deal, it’s all wrong. Instead, these companies prefer to get to know the person on the other end of the line, building a personal relationship as well as a professional one as they work together over and over again. Unlike transaction-based business, this is more like a two-way street. The vendor calls the customer; the customer calls the vendor—and in this way, they both stay connected to the market and where it is at the moment. Conversations are not limited to work, however. Sometimes buyers and sellers simply touch base to rehash a football game that took place over the weekend, catch up on each other’s family events, or make plans to get together for an activity they both enjoy. Sharing the details of their personal lives creates a level of mutual trust and respect that is absent when the voice on the phone is nothing more than that, and it fosters a genuine desire to keep one another’s best interests at heart.
I’m So Into You The underlying principle behind work relationships— you take care of me, and I’ll take care of you—has endured from one generation to the next in many a wood and lumber company. It’s so ingrained, in fact, that one
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informal mantra heard throughout the industry proclaims it—“people buy from people,” not from companies. It might be different if we were servicing the end-user, who might not care where the material for a new deck is coming from; but in distribution and supply, people still want that personal engagement with whomever they’re buying from or selling to. There’s just a comfort level in looking someone in the face, talking to them, and knowing who you’re dealing with. Everyone in the industry has choices, so it’s important to differentiate yourself from the crowd of competitors who also are vying for the attention of your key individual. You’ve got to figure out who these people are, and you’ve got to figure out how you can be in preferred position instead of somebody else. The way to do that is
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A Special Series from North American Wholesale Lumber Association
not by becoming an email order taker, calling only to drum up more business, or keeping partners at an arm’s length socially. Rather, when you make a habit of regular contact, learn the family dog’s name, inquire about the kids’ activities, plan the occasional fun outing, and treat that individual as a person instead of a job assignment, you win!
What Have You Done for Me Lately? Successful relationships are not built overnight, however; they take time to shape and grow. Once you’ve successfully accomplished this, their value becomes clear: • You save time, because you don’t have to shop around—you know your “go-to” person has your back. • You avoid haggling, because when you have a close relationship, everything’s not contingent on price. Rather, there’s more focus on feedback and collaboration so that both sides walk away from a transaction happy and ready to do business together again in the future. • You can call in a favor if you’re in a bind—and your partner will jump through hoops and bend over backwards to get you what you need. • You’re on the fast track if there’s a snag. In case of a problem, you don’t have to muddle through layers of people and policy to resolve it—you’ve already got someone on the inside advocating for you so that it’s settled quickly. • You’ve got a cheering section! When you provide exceptional service through personal interaction, trust and loyalty, the individuals on the other end of that service will gladly vouch for you to other potential partners. That kind of testimonial goes a long way from one business owner to the next and will help grow your business.
Breaking Up Is Hard to Do As you can see, relationships give back what you put into them; but, just like in your personal life, sometimes they just aren’t meant to be. It’s fairly easy to tell if any particular relationship is worth keeping: just run a report on sales and profit. The numbers will betray if this thing you’re in is one-sided. Remember, it’s supposed to be a two-way street. So if you’re not pulling your weight in the relationship, you could find yourself on the losing end of a breakup. You’ll recognize the signs when it happens, too. One of the first red flags, just like in a real-life romance, is a
Building-Products.com
drop-off in communication. If you’re used to chatting with someone every few days but two weeks have passed without a call or email, it’s time to reach out and figure out what’s wrong and how to fix it. In some cases, there may not be anything to fix. Consolidations and industry shakeouts can change the dynamics of a relationship, or dissolve it, with no one to blame. Luckily, if you find yourself on the rebound, NAWLA is a rich source of vendors and suppliers to cultivate new relationships with at any given time. New relationships of all kinds can and do form all the time. They will continue to do so, as they are a central part of the human experience—and that extends to our work lives. As professionals, we share the same goals—to create and maintain
About NAWLA North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn more about how NAWLA can help your business at www.nawla.org.
business—and somewhere, somehow, that starts with one person making a connection with another. In real estate, for example, that connection might lead to one or two shared transactions. But with wood and lumber, we’re looking for the value of someone to do business with for the long haul. That lifetime customer— and maybe even a lifetime friend—is within reach, if we just invest the time and energy in getting to know who they are once they leave the workplace for the day. – Steve Cheatham is sales manager for Everwood Treatment Co., Spanish Fort, Al., and a member of NAWLA’s marketing committee. Devin Stuart is marketing product manager for Roseburg Forest Products, Springfield, Or., and also on NAWLA’s marekting committee. Warren Reeves is vice president of sales & marketing at Wholesale Wood Products, Dothan, Al., and a member of NAWLA’s board of directors.
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The
MERCHANT
Magazine
THE VOICE OF THE WEST’S LBM SUPPLY CHAIN — SINCE 1922
SALES & MARKETING SPECIAL ISSUE
Roadmap to Success Sales & Marketing Special Issue James Olsen ‰ Mastering Sales
‰
BRANDING
FAST CLOSE
Alex Goldfayn Revenue Growth
Dave Kahle ‰ Overcoming Price
‰
Sarah Fryer Branding
Kate Zabriskie ‰ Cold Calling
‰
MAX PROFIT
MORE TRAFFIC
INCREASED VISIBILITY AHEAD
Stu Schlackman Questions for Customers
Henry DeVries ‰ StorySelling
- - - - - - - - ·- - - - - - - - - - - - - - - - By James Olsen Sales & Marketing Special Issue
by James Olsen
Attitudes and activities of the Master Seller When a Master Seller looks in the mirror, they see a salesperson. Sellers who underachieve see sales as something they do. When they look in the mirror they see a good parent, great golfer, or cook, which are all fine things to be, but this difference is as significant as the results they produce. Many of us drive cars every day and are good (enough) at it, but we don’t consider ourselves professional racers and could not compete with them. The same holds true in sales.
Work Ethic & False Friends I have worked with and trained thousands of salespeople. The number one reason for failure is lack of work ethic. Master Sellers work harder and with more intensity and focus than the underachievers. Are there highly compensated sellers that make it look easy? Are there some that make a great living working short hours and closing deals over cocktails and golf? Yes, with three important caveats. Number one, these sellers are exceptional. I tell sellers, “You want to be Bob Johnson. The problem is, you’re not Bob Johnson. You may be someday, but today you’re not, so you don’t get to do it like Bob.” Bob is an exception. We can not run our business on exceptions! Number two is that many times these sellers only make it look easy. But making something look easy is different from something being easy.
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Number three is that many sellers put in years of work to get to the level they have achieved, so we are seeing only the tip of their lifetime work ethic iceberg. There are many “false friends” in sales. False friends are activities that August 2017
don’t lead to sales. Sellers who underperform are famous for being busy at the wrong activities. Delivering samples, poor drive-time planning, and over-servicing existing accounts are some of the biggest mistakes.
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Account Management Most sellers prospect for new accounts for the first two years of their careers and then fake it until they retire. These sellers do not develop new customers and thus are overreliant on existing accounts to make their number. When individual accounts are too important to us, they own us—and they know it, which makes it difficult to win price negotiations. High maintenance/low margin accounts are the hallmark of the low producer. Master Sellers prospect for new business ALL THE TIME. They take great care of their existing accounts but they don’t over-service them. They love all their accounts, but they don’t “fall in love” with any of them. Master Sellers will not take poor treatment from accounts. They give respect and expect it in return. Master Sellers are partners, struggling sellers are servants. Underperforming salespeople have stagnated account boxes. They are “working hard” on accounts that don’t buy from them or pick them off when they’ve got a stupid (cheap) number. Master Sellers close business faster and move on from accounts that don’t buy from them sooner.
Daily & Weekly Organization Master Sellers plan their week in advance. They know exactly who they are going to call and what they are going to offer the next day the night before they go home. Most sellers plop down at their desk after the morning coffee, paper and chatter with co-workers and say, “Okay, what now?”
Sales Call Organization The overwhelming difference between a Master Seller sales call and the rest is preparation. The Master Seller knows exactly how they want the call to go and what outcomes they want to achieve. The Master Seller is prepared to close on every call. This preparedness is felt and appreciated by customers. The Master Seller Building-Products.com
Master Seller Checklist aProspect all the time aPrune your client base aPlan the week in advance aPrepare to close on every call aPursue a response aPredict the customer’s needs
never leaves an account without setting the next meeting or action step. I am shocked at the number of sellers who don’t have a plan and are not ready to close. This lack of preparation is also felt and resented by customers; poor sales calls are boring and waste time. These poorly prepared sellers get kicked around and treated poorly and blame it on the client! They say, “Wow, it’s tough to get people on the phone these days. All my customers want me to do is email them the information.” These sellers are correct. Customers won’t come to the phone for them because they are on the phone buying from someone who will not waste their time.
problems at this stage they can be difficult to resolve, costly and often end the relationship before it starts. Friendship is the second stage. We have earned the customer’s trust. We get to know them on a more personal level. Problems are solved more easily. This is the stage where most sellers stop. The Master Seller moves to the Leadership stage. They earn customers’ trust and then work so hard at understanding their business that eventually they know it (the part they do for them) better than their customers do. These sellers get the “just take care of it for me and let me know what we’ve got when you’re done” treatment from customers. Most sellers are asking customers what they need. Master Sellers lead their customers. They anticipate their customer’s needs BEFORE the customer (and other competitors) knows they need it.
Discipline — The Final Frontier When I think of all the great salespeople I know and work with, the word that keeps coming back is discipline. Each has different styles and strengths. Some are smarter, more charming, harder working, or craftier, but they all have the discipline to do what it takes—see above—every day.
Fail Faster Master Sellers get more “no’s” in a week than most sellers get in a month! Most sellers are afraid of the no so they dance around it or avoid it altogether by not even asking for the order. Master Sellers are not afraid of the no. They PURSUE it. They know that the job doesn’t start UNTIL the customer says no. They ask for the business often and repeatedly. They train their customers to expect it.
James Olsen is the founder of Reality Sales Training, Portland, Or. After 20 years in sales with Nike, North Pacific Lumber, and Forest City Trading, in 2001 James started his own sales training business, devoted to helping companies and individuals achieve rapids sales growth. Contact him at (503) 544-3572 or james@realitysalestraining.com.
Leadership Sales There are three stages we move through with our customers. Serviceship is the first stage. They are testing us. All the details of every order must be correct. If there are August 2017
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- - - - - - - - ·- - - - - - - - - - - - - - - - By Alex Goldfayn Sales & Marketing Special Issue
by Alex Goldfayn
What will YOU do to grow sales?
My business is revenue growth consulting. I work with owners to grow their companies. My clients grow by an average of 10 to 20% annually. As a part of nearly every project I do, I interview some of my clients’ key customerfacing staff. Usually, these are outside and inside salespeople, customer service people, and their management. I like to ask them these simple questions: What is the low-hanging fruit for revenue growth? What can you do to grow sales the easiest, fastest and most? I am listening for two things. First, the content of their answer. How do they think we can grow the business, if at all. Second, I’m interested in whether they are talking about what they can do, or what the company can do? In psychological terms, this is called locus of control. Do they believe that growth is within their personal control (and, of course it is), or do they believe that other people need to do things in order for them to sell more? Some salespeople—the minority, unfortunately—talk about using the phone more, or visiting their customers more as the keys to growing sales. These are your highestpotential salespeople. More on those approaches shortly. But many salespeople talk about what needs to be done by others for them to sell more. We need to lower our pricing. We need to invest in our product development. The customer service team takes too long. Any of this sounding familiar? I know it does. The latter group feels that growth is not within their control. They will underperform the group who feels that their actions directly impact your results. Here’s my take, made gentler for this piece than if we were having a drink together. Don’t tell me what your com-
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pany can do for you. Don’t talk to me about lower prices and more products. Right now, today, as you sit and read this, your products are more than good enough to dramatically increase your revenue. Your customers are happy with your products. I know this because they’ve been buying from you 10 or 20 years for a reason. You can probably double your revenue without adding a single product. Tell me about what you can do! I want to know about which actions, tools and communications you can change or increase to sell more. For example, can you use the telephone more? Most salespeople shy away from the phone. In fact the average salesperson spends four hours per week on the phone. Think about this! We have 40 hours in a week, but only spend four on the phone! Two additional hours per week, just 25 minutes per day, would increase your phone time by 50%! This is a massive and powerful outcome. Can you maybe ask for the sale more? Most people don’t ask for the business at all. Even though the customer has been talking to you, and expressing their interest, we don’t ask them to buy. Mostly because we’re afraid. We don’t want to upset or offend the customer. Can you ask for more referrals perhaps? Even though customers love to give referrals, we tend to be afraid to ask for them. What if they get mad? Who do you know, like yourself, who would also get value from working with me? How often do your customers see you? No matter what you sell, it’s easier with good relationships. I was doing a client workshop, and one of the attendees had recently started working at the company. Before this, he worked at a customer’s company. He said that only two providers ever came to visit him. Out of more than 20! It’s not hard to stand out from the competition, because the competition isn’t very good. All we have to do is communicate. More. A lot more. But you have to do it. Not the company. So, what will you do?
Alex Goldfayn is the author of The Revenue Growth Habit, selected the sales book of the year by 800-CEOREAD. He is the CEO of The Revenue Growth Consultancy (www.evangelistmktg.com).
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- - - - - - - - ·- - - - - - - - - - - - - - - - By Dave Kahle Sales & Marketing Special Issue
“How can I sell when I’m not the lowest price?” “How can I sell when I’m not the lowest price?”I wish I had a dollar for every time I was asked that question in a sales training session. It’s certainly one of the most common questions I hear coming from professional salespeople—and their bosses. There are a variety of answers—too many for just one article. But, we can identify one of the most powerful ways to deal with this problem. First, let’s start with this premise: “Low price” is not the main reason people buy! In every survey of buying motivations I’ve ever read, low price is never the primary motivation. Yes, it’s important. And, when everything else is equal, it will be the deciding factor. But rarely is everything else equal. And very few people in this world buy only on the basis of low price. How many of you are driving used Yugos? Or wearing a suit you bought at a garage sale? Or watching an 8-inch black-and-white TV?
You’ve got the picture. You don’t always buy on the basis of low price, so why should you think that all your customers do? The truth is, they don’t. And here’s a secret that almost nobody knows, including all those gurus telling you to sell value. They don’t always buy the best value. But, they can invariably be counted on to buy the lowest risk! The biggest issue in the minds of your customers and prospects is not price, and its not value—it is risk. What’s risk? Risk is the potential cost to the individual customer if he/she makes a mistake. It’s not just the money, although that is part of it. It is also the social, psychological
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and emotional cost that your customer will pay if your choice isn’t the best one. The lower the risk of the decision, the more likely your customer will say “yes” to you— regardless of the price. Let’s become comfortable with this concept of risk first, and then discuss how to use it in your sales efforts. In order to really understand risk, you must first see this issue from your customers’ perspective. Try to put yourself in their shoes, and calculate the amount of risk that you expect your customers to take when you offer them an opportunity to say “yes” to you. Here’s an illustration to help you understand this concept. Imagine that you are under orders by your spouse to pick up a package of disposable cups on the way home from work today because you’re having friends over for a casual evening of dessert and drinks tonight. You stop at the local grocery store, and make a selection between brand A and brand B. You pick brand A. After you bring the cups home, your spouse mixes up a pitcher of margaritas and pours one. The drink leaks out of the bottom of the cup and puddles on the counter. There is a hole in the bottom of the cup. You pour your drink into another cup and it leaks, too. In fact, every one of the cups you bought is defective. What happens to you in this instant in time? What is the consequence of your decision? I don’t know about you, but I would be the recipient of some negative emotion. My spouse would be upset with me. That may be the most painful cost of your decision. But there are other costs. You’re going to have to fix the problem. If there’s time, you’ll have to run back to the store and replace the cups. So, in addition to the emotional cost, you must also pay in terms of extra time and additional money. All because of your bad decision. Those costs—negative emotions, time wasted, extra money spent—all combine to form the risk you accepted when you made your decision. Here’s a simple exercise to help you understand this concept. Draw a short vertical line. At the top of the line, write the number 25. At the bottom, write a zero. Now on a scale of 0 to 25, where would you put the risk of buying a package of disposable cups? You’d probably say it is close to zero. So, put an X on the line from 0 to 25 where you think the risk of buying those cups would be. Let’s look at an illustration at the other end of the scale. Building-Products.com
- - - - - - - - - - - - - - - - - - - - - - - - I once had an adoption agency as a client. When a young lady is in a crisis pregnancy, and she’s making a decision as to whether or not to release her unborn child for adoption, how big a risk is that for her? Put your X on the line that represents your assessment of that risk. Most people put their mark around 25. The risk in this situation is a lifetime of consequences for at least four people—the mother, child and adoptive parents. That’s a very high risk. Compare the X’s for the two different decisions, and you’ll conclude that different decisions carry with them differing degrees of risk. Now, let’s apply this concept to your customers. Remember that every time you ask your prospects to say yes to you, they are accepting some risk. And each of those decisions you ask of them carries with it a different degree of risk. Imagine your typical customer. Then think of the typical offer or decision you ask of that person. For example, take one of your newer products. Imagine you are presenting it to your customer for the first time. Now, put yourself in his shoes, and see the situation through his eyes. On the 0 to 25 scale, how much risk does your customer accept when he says yes to you? For an easy way of calculating it, just ask yourself what happens to that individual if you, or your company, messes up. If your customer buys that product and it doesn’t do what you claim it will, what trouble will that make for your customer? What consequences will he/she pay? What is the risk? And don’t say that there is no risk because you’ll take care of any problem that might develop. You may think that, but your customer doesn’t know that. And remember, you’re trying to see this from your customer’s point of view, not yours. The amount of risk is what your customer perceives it to be. I had a great example of the role of risk in sales several years ago. A young man approached me to help his company with their sales efforts. They were selling a product that was, at the time, a real state-of-the-art breakthrough. The company designed computerized controls that were retrofitted Building-Products.com
on production equipment. As a result of the use of these controls, the savings in energy consumption would pay for the cost of the equipment in less than a year. It looked like a great product. But he couldn’t sell them as rapidly as the company wanted. “Tell me how you go about selling them,” I asked. “We qualify our prospects to the point where we know we have someone who could use the equipment. Then I call the production engineer or the plant manager on the phone, and gather some information about the type of equipment they use. Then I create a written proposal showing the economic payback, and mail it to him. Next I call and try to close the sale.” “Let me see if I understand correctly,” I said. “You are calling a plant manager on the phone. I would guess that most plant managers are men in their 50’s, probably with advanced degrees, and who have been in the plant for a number of years, is that right?” “That’s right.” “Okay,” I said. “So, you’re calling someone twice your age, asking him to spend $20,000 to $30,000 of unbudgeted money on equipment he’s never seen, from a company he’s never heard of, and from a salesperson half his age who he’s never met. Is that right?” My client became a little defensive. “If you put it that way, I suppose it’s right.” “Well put it that way,” I replied, “because that’s the way he sees it.” The problem was simple—risk. On that scale of 0 to 25, how much risk would you think the plant manager would be accepting if he said yes to the over-the-phone offer? Put yourself in his shoes. Suppose the equipment didn’t work the way it was supposed to? He could shut down production lines, spend weeks trying to make things right, cause all sorts of havoc in the plant, and potentially even lose his job. Now that’s risk. If you were that plant manager, how much more than the original $20,000 quote would you spend to reduce the risk? It wouldn’t be hard to justify a price double that. That should give you a clue as to how to fight the “low price” issue.
Worry less about low price, and more about lowering the risk. Here are four strategies to do so. 1. Build solid, deep relationships with the key decision-makers. Relationships mitigate risk. The greater the relationship, the lower the perceived risk. That’s why the salesman with the longer relationship almost always has the benefit of the doubt in a competitive situation. It’s not the price—it is the risk. 2. Make ample use of third party recommendations, customer lists, case studies, and testimonials. All of these say to the customer that someone else (or lots of someone else’s) has used the product or service. That means it’s less risk for your customer to buy it. 3. Try to get your customer as physically involved with the product as possible. For example, if you’re selling a piece of equipment, try to get the customer to trial the equipment, or at least visit somewhere it’s being used. The more your customer can see and feel the actual thing, the less risk is it to them. 4. Finally, work with your company to create offers that reduce the risk. Trial periods, money-back guarantees, delayed billing, warranties, service desks—all of these reduce your customer’s perception of risk. The winners in the competitive selling arena of the Information Age are those who are the low risk providers, not the low price people.
August 2017
Dave Kahle is one of the world’s leading sales authorities, having written 12 books, presented in 47 states and 11 countries, and helped enrich tens of thousands of salespeople and transform hundreds of sales organizations. Sign up for his free weekly Ezine and check out his latest book, The Good Book on Business. For more information, visit www.davekahle.com.
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- - - - - - - - ·- - - - - - - - - - - - - - - - By Sarah Fryer Sales & Marketing Special Issue
by Sarah Fryer
Branding should highlight your persona most importantly, why they should buy from you over a competitor. These questions are examples of information that need to be answered before they are asked, then packaged into one cohesive, premediated brand message. Let’s break this down into building terms—your brand identity is your foundation, and one of the most important elements of your business. It is your voice and connection to your audience. It is your company’s look, feel and the assurance that you can be trusted to deliver. You should be asking yourself a few questions to be certain that you’re showcasing your strengths and sending the right messages to the right people in addition to successfully functioning across many platforms.
Identify Your Target Market
A brand is more than your logo and website. It is the way in which you present yourself in the marketplace. It is meant to connote the feeling a client associates with you when they come across your products and services. A brand is your company’s voice and true character. Recognizing this and appealing to individual emotions, is critical when marketing. More consumers are becoming subconsciously influenced by the visual breadcrumbs that you set down for them to follow, so your brand objective needs to be clear. Many
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consumers are gravitating toward online research and investing time into visiting a company website before making a purchase. By acknowledging the value of defining your brand presence you will be able to attract the right clients and make better use of your marketing dollars. Thus, driving both with well thought, specified intention and consistency. It’s no secret that millions of people are online each day looking over their options before making a purchase. Consumers want to know who you are, what you’re offering, and,
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This enables you to tailor your messaging with intent and to get your brand working for you! Get specific here and do your research. Who are you trying to reach? Who currently purchases your products? Narrow your market—is it homeowners, distributors or builders? You have to craft messages that resonate with these specific audiences. Anyone who falls outside these groups will examine your messages; however, your defined target will move closer to you and your products after feeling an authentic fit. Building-Products.com
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By promoting your business and its services in ways that reverberate with the groups you have identified, wellestablished associations are made by the brand, creating trust.
Who Are You? Get some help from your staff and current client base. Ask questions and create a list of keywords that will help you build and define your existing identity. Do you have a mission statement or a listing of core values? What makes you different from your competitors? You should be developing your brand around how you want it to be recognized within the industry, while determining the competitive advantage it has over others. Are your orders on time? Do you stand behind your products? Do you make yourself available to customers who have questions or concerns? Traits such as quality, trustworthiness and dependability should be reflected through your actions and, thus, embodied by your brand.
Have a Plan Your brand and its strategy need to be fluid in order to keep up with the ever-changing multi media landscape. This means refreshing your logo, maintaining your website, and making small changes to your own work as you come across other ideas and campaigns in your field. What is working and what is not? Having a strategy that is able to incorporate new ideas while simultaneously remaining true to the origin of your brand will ensure effective results that best suit your marketing directives. In addition to your plan, track your successes and quantify its activity for any necessary adjustments. These are only a few of the many areas that should be considered when developing and maintaining your brand identity. Creating messages that reflect the quality and core values of your organization through market influence are emphasised in today’s culture. By connecting the fundamentals of your brand with the needs of your consumer, your client not only purchases a tangible product but a brand that operates under a unified vision with an established following, governed by loyalty.
Sarah Fryer has an accomplished skill set in business development, operations management, and strategic planning with strong social media & digital marketing skills. She is experienced in B2B sales, advertising, marketing and branding with a demonstrated history of success in the LBM industry. Reach her at northstarcanada@icloud.com.
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- - - - - - - - ·- - - - - - - - - - - - - - - - By Kate Zabriskie Sales & Marketing Special Issue
by Kate Zabriskie
Make cold calls click “Hi, this is Ahmad calling from Acme Lumber. How are you today?” “Well, Ahmad, I was a lot happier before you called and interrupted me. I’m behind with my project, and I’m too busy to leave my desk. Don’t call me again.” The truth hurts, but it’s honest. Ahmad blew it. He had an opportunity to win the ear of the person on the other end of the line, but he squandered it by asking a silly question. Clueless Ahmad probably won’t get another chance to engage that target. Anyone in business-to-business sales will tell you, stepping off on the right foot can mean the difference between clicking and a terminal “click.” Is there hope for Ahmad and the legions of desperate dialers just like him? Of course there is. By paying careful attention to three basic things—preparation, practice, and patience—almost anyone can improve their business-tobusiness calls.
Preparation Are you cold-calling people and hoping for the best, or do you invest an adequate amount of time and effort in homework? First, do you know what you offer, and can you use under 20 words of conversational English to explain that product or service? If not, don’t make the call. Second, have you researched the people you plan to call? This doesn’t mean full-throttle cyber stalking, but at a minimum you need to look for them in the usual places: LinkedIn, Facebook, Twitter and Google. Search for people
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by name and company, by name only, and by email address. Together, those three inquiries will yield more complete results than any single query. Searching that way can also reveal personal information you otherwise might have missed that could be useful later. For example, maybe the email address search leads to a PDF of a Little League baseball team roster. Now you know something about your prospect you might be able to weave into a conversation at some point in the future. A quick word of caution: if you discover information beyond what you see on LinkedIn, whatever you do, don’t admit to the depth of your research unless you want to sound creepy. “I saw on Facebook you and your family had a great time at the Outer Banks last summer.” This comes off as extremely invasive. In addition to research about the people you are calling, you should also know something about the company they work for. At least look at the organization’s website, its LinkedIn profile, and its stock price if the company is public. You should also run a quick search for news mentions. If you fail to tend to those basics, don’t be surprised if you get caught and have your lack of knowledge held against you. Given the ubiquity of information in the age of the internet, there is no excuse for not knowing the fundamentals about the organizations you call and the people who work there. Period. The third step in the preparation process is choosing a reason to call. The more specific it is, the more likely you are to get a thoughtful response. Imagine for a minute that you sell office supplies, something every business uses. Your ideal customer is a business with 500-1,000 employees. In a perfect world, your customer does not use a purchasing department to procure these products. You prefer to work with office managers. You’ve searched for businesses that meet those criteria, and you’ve done the basic research on the organizations and the relevant staff. Now you’re considering a few openings. “Good morning. This is Jane Jones with Office Pro Supplies. I’m calling because I’m verifying a mailing list for a promotion we’re running next month. Could you tell me if you’re the most appropriate person to receive information about our copier paper special and if you prefer email notification or hard copy?” “Good morning. This is Jane Jones with Office Pro Supplies. I’m calling because we sell office supplies to businesses. A lot of them have 1,000 or fewer employees. I Building-Products.com
- - - - - - - - - - - - - - - - - - - - - - - - came across your information on LinkedIn while I was working on something else, and you looked like you might be a good fit for what we do. I wanted to call to see if we could serve as a resource to you. Could you tell me how you are currently purchasing your workplace supplies?” Either of those is sure better than “Good morning. This is Jane Jones with Office Pro Supplies. How are you today?”
Practice Just as a skilled skater makes jumping, twirling and other acrobatics look as effortless as breathing, smooth phone selling requires athlete-level discipline. What you say should roll off your tongue and sound natural. A perfect conversation starter will often sound stilted if it’s not practiced. Work hard to sound unrehearsed. Where do you find the time? How about the shower, during your commute (assuming you don’t take public transportation), or as part of scheduled
role play? Role playing can be painful and unpleasant, but as the saying goes, no pain, no gain. As uncomfortable as they may be, these exercises are one of the fastest ways to learn.
Patience You follow the preparation and practice instructions to the letter, and your first two calls are a bust. What happened? Maybe you’ve just been unlucky. Not everyone is going to want to talk to you, and that’s their loss. If you have a good reason to call and you offer a product or service that might solve a prospect’s business problem, hold your head up and press on. Keep dialing, improving, and learning from what works and what does not, and do it with a smile and a good attitude. Lack of patience will get you no place you want to be. Regularly practice and critique your performance and you will get better. If improvement is not happening fast enough for you,
enlist someone you trust to listen in on your calls. His or her comments may sting. Too bad. In the long run, you’ll be glad you got the help. There’s no secret sauce in the recipe for better business-to-business calls, just elbow grease. With better preparation, practice, and patience everyone can improve their results one call at a time.
Kate Zabriskie is the president of Business Training Works, Inc., a Maryland-based talent development firm. She and her team help businesses establish customer service strategies and train their people to live up to what’s promised. For more information, visit www.businesstrainingworks.com.
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- - - - - - - - ·- - - - - - - - - - - - - - - - By Stu Schlackman Sales & Marketing Special Issue
by Stu Schlackman
3 questions that capture customers’ attention You may be asking yourself, “Why didn’t I get the follow-up meeting with that recent prospect?” You asked all the right questions and got the answers you needed to qualify them. You had their budget, knew their goals and needs, and their timeframe to make the decision. You knew who the decision maker was, were keenly aware of your competitors that were in play, and felt that you had the perfect solution to meet their needs. So why didn’t it work out? Unfortunately this happens to many sales professionals, yet only one will earn the customer’s business. While you may be asking good questions, you may not be asking the right questions. You want to ask the type of questions that make the customer take notice of who you are and what you have to offer. What makes them pay attention to you? What are the questions that get the customer to say, “Tell me more”? Customers get bored when you ask the basic surface questions. These are the questions that you need to have answered to better understand the customer’s situation and so that your solution can be positioned to meet the customer’s needs. Customers already know their situation. They want to know what makes you different from the pack, and how you can help them in a way that provides value that no one else can deliver. And remember, the last thing your prospects want on a first appointment is a presentation! This meeting is not about you and what you offer. It should be all about your customer and how you can help them meet and exceed their needs and achieve their goals and objectives. Customers want the conversation to be all about them. In other words, let them talk—you should be listening! So what are the questions you should ask? Think about it this way: customers engage best when they are asked specific and targeted questions that pique their interest and highlight the consequences of unsolved issues. There are three critical types of questions you need to ask to build momentum and ensure that you get the next meeting. What are the issues? To build the critical trusting relationship, you need to understand what’s really going on. Ask them, “What issues are you facing that most need to be resolved?” Do not start by asking what type of solution they are looking for or how much they will spend; instead,
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aim to learn where they are experiencing pain? How bad is the pain and how long has it been going on? The best sales people dig deep when it comes to understanding customer issues. You can further understand the pain by asking “why” questions. When you ask “why,” you’re bringing the customer into the past which allows them to elaborate on what happened in the first place. What is the cause? Ask them, “How long have you been having this issue? Is it getting better or worse? Do you have any thoughts on why?” These probing questions will demonstrate that you are truly interested in understanding their situation to the fullest extent. It means that you are building credibility with the customer and showing them
that you care. This approach takes the conversation to a better level of understanding and often they will even discover something they hadn’t seen before. Helping your customers understand the cause of their issue helps you understand which solutions to offer—when appropriate—and helps them to think through the situation. What is the impact? Impact questions help to create a sense of urgency about the issue. Now that you more fully understand the problem and how it was caused, it’s time to talk about the possible impact on the business. Ask them, “How do you think this issue is having an impact on productivity, customer service, revenues or operating expenses?” Building-Products.com
- - - - - - - - - - - - - - - - - - - - - - - - When you can help them understand the impact, they are one step closer to taking action in your direction. When the customer sees the impact of their issues in multiple areas, we can start to craft a viable solution. You can start to help them see the future in a positive light by asking “what” questions. “What” questions focus on the possibilities. Now you can work with customer as a partner since you have a solid understanding of their issues, how they came about and how their impacting the business. Good selling is all about going below the surface by asking thoughtful, probing questions that help to uncover the key issues, root causes, and finally the impact that their most painful issues can have on their business. As
the saying goes, “If you ask better questions, you’ll get better answers.” The best sales professionals have great skill in asking the more significant thought-provoking questions that make a difference in the customer dialogue.
Prepare to ask questions that your customers will pay attention to and you will be much closer to building the kind of relationships that will lead to more closed sales.
Stu Schlackman is a sales expert, speaker and author of Four People You Should Know and Don’t Just Stand There, Sell Something. With over 25 years of success in sales, Stu provides clients and audiences with the wisdom, techniques and practical advice to compete and win in business and in life. For more information, visit www.stuschlackman.com.
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- - - - - - - - ·- - - - - - - - - - - - - - - - By Henry DeVries Sales & Marketing Special Issue
by Henry DeVries
Conquer sales with the simple 6-step heroic storytelling formula
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tough challenge for many in business is convincing enough prospects to hire them. To become more persuasive, it pays to know how humans are hardwired for stories. If you want the prospect to think it over, give them lots of facts and figures. If you want them to decide to hire you, tell them the right story. Storytelling helps persuade on an emotional level. Maybe that is why so many Fortune 500 companies are putting an emphasis on teaching their sales and business development professionals storytelling techniques that will move units and convince prospects to come aboard. Now any business leader or sales professional can easily use proven techniques of telling a great story employed by Hollywood, Madison Avenue, and Wall Street by employing “The Simple Six-Step Heroic Storytelling Formula” to gain the chance to make a proposal or close the sale. These stories must be true case studies, but told in a certain way. Here is a quick overview of the formula: One: Start with a main character. Every story starts with the name of a character who wants something. This is your client. Make your main characters likable so the lis-
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teners will root for them. To make them likable, describe some of their good qualities or attributes. Generally, three attributes work best: “Marie was smart, tough and fair” or “Johan was hardworking, caring and passionate.” For privacy reasons you don’t need to use their real names (“this is a true story, but the names have been changed to protect confidentiality”). Two: Have a nemesis character. Stories need conflict to be interesting. What person, institution or condition stands in the character’s way? The villain in the story might be a challenge in the business environment, such as the recession of 2008 or higher tax rates (the government is always a classic nemesis character). Three: Bring in a mentor character. Heroes need help on their journey. They need to work with a wise person. This is where you come in. Be the voice of wisdom and experience. The hero does not succeed alone; they succeed because of the help you provided. Four: Know what story you are telling. Human brains are programmed to relate to one of eight great meta-stories. These are: monster, underdog, comedy, tragedy, mystery, quest, rebirth and escape. If the story is about overcoming a huge problem, that’s a monster problem story. If the company was like a David that overcame an industry Goliath, that’s an underdog story. Five: Have the hero succeed. Typically the main character needs to succeed—with one exception: tragedy. The tragic story is told as a cautionary tale. Great for teaching lessons, but not great for attracting clients. Have the hero go from mess to success (it was a struggle, and they couldn’t have done it without you). Six: Give the listeners the moral of the story. Take a cue from Aesop, the man who gave us fables like The Tortoise and the Hare (the moral: slow and steady wins the race). Don’t count on the listeners to get the message. The storyteller’s final job is to tell them what the story means.
6 Ways to Put Stories into Action After you build an inventory of stories that demonstrate how you take clients from mess to success, you are then Building-Products.com
- - - - - - - - - - - - - - - - - - - - - - - - ready to deploy the stories. In storytelling, context is everything. Never randomly tell stories; instead use stories at the right strategic times. Here are six perfect opportunities to persuade with a story: During an initial call to get a meeting. Never lead with the story. First have a conversation with the prospect. Ask about their goals, what they are doing right, and what they see as the roadblocks they hope you can help them get past. At this point ask, “May I tell you a true story about how we helped a client get from where you are now to where you want to go?� To close a client during a meeting. For many companies, business development is not a one-step close. During an initial get together you gather information and in the subsequent meeting you propose a course of action. This is the time to add a case history story of a client that was in a similar situation. On a website and in collateral material. Get rid of those dry case
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studies on the website. Instead, convert them to the more persuasive story format of the formula. This also applies to your marketing collateral. Don’t just tell when stories will sell. In your brochures and information kits replace drab case histories with persuasive heroic success stories (remember your role is as a wise mentor). During a new business presentation. Oftentimes, you may be asked to make a presentation to a group. Because humans are hardwired for stories, this is a perfect opportunity to make your pitch memorable. During a speech or media interview. Occasionally you may receive an invitation to make a speech or give an interview to the media. Illustrate your message with a pithy story. To train employees on core values. Stories can also be the gift to your business that keeps giving. Reinforce core values with employees and new hires through sharing the inventory of stories. Bottom line: Nothing is as persua-
sive as storytelling with a purpose. The right stories can work wonders whether you are using them in a oneto-one meeting, in a presentation that is one-to-several, or in a speech or publicity that is one-to-many. Start today to build an inventory of persuasive stories.
August 2017
Henry DeVries, CEO of Indie Books International, helps clients market with a book and speech. As a professional speaker, he teaches sales and business development professionals how to build an inventory of persuasive stories. He is the author of Marketing with a Book and Persuade with a Story! For more information, visit www.indiebooksintl.com.
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- - - - - - - - ¡- - - - - - - - - - - - - - - - Sales & Marketing Special Issue
Best ads of the year The Merchant’s first-ever ad competition is designed to
2. Easily Understood. Does the reader in a quick glance showcase the best in LBM marketing over the last 12 months. know what is being promoted? Ads evaluated ran for the first time in The Merchant 3. Enticing. Does it promote the company/product in an Magazine or BPD between July 2016 and June 2017. appealing way that would make its targeted audience want Entries were divided into five categories (fractional size, to seek more information? in-house design, series, specialty piece, and best overall). A 4. Clean. Is the layout attractive and easy to navigate, so panel judged the ads on four criteria: elements don’t compete with each other and key informa1. Attention Getting. Does it make the reader stop to take tion—particularly contact info—is easy to find? a closer look? And the winners are‌
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Building-Products.com
- - - - - - - - - - - - - - - - - - - - - - - - BEST AD SERIES TruWood “House Faces” “Strong tag lines are both thought-provoking and humorous” “Proves that, sometimes, less is more”
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LLC | Ask us about our FSC® products | FSC-C007425 TruWood’s material content is backed by third-party certifier SCS Global Services. SCS-MC-01178 | SCSGlobalServices.com
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1
UFP Edge “Clean and refreshing” “Rich color combinations” “Great combination of big background and inset application shots”
International Beams HUFFING AND PUFFING WILL NEVER BLOW OUR HOUSE DOWN
“Mesmerizing graphics”
ENGINEERED WOOD PRODUCTS
“Striking use of just two colors” FRAMED BY QUALITY — BUILT WITH SUCCESS
1.844.IB.BEAMS | sales@internationalbeams.com | www.ibewp.com
MAXIMIZE YOUR POTENTIAL – VISIT US AT THE INTERNATIONAL BUILDERS SHOW – BOOTH S1149
“Dramatic—prevents me from turning the page”
* Best Ad Series Honorable Mention – Do it Best, Fiberon, Orgill Building-Products.com
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- - - - - - - - - - - - - - - - - - - - - - - - BEST IN-HOUSE DESIGN Simpson Strong-Tie “Outdoor Accents”
“Extremey effective B2B marketing. The finished product immediately draws the reader in.” “Product blow-ups differentiate it from other options, and the images of POP displays help to alleviate objections about finding the room to bring in new products”
“Striking depiction of new product line profiling both the individual SKU’s as well as installed” “Shows the product well in three different settings”
Madison Wood “Agency quality values” “Bold, unmistakable message”
Everwood Treatment “Love the big bold logo, product up-close, and differing application shots”
“Clean layout”
“Concise bullet points give needed info on new product in inviting manner” “Great visual balance”
* Best In-House Design Honorable Mention – Nu Forest Products
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- - - - - - - - - - - - - - - - - - - - - - - - BEST SPECIALTY PIECE Northeastern Lumber Manufacturers Association “Knotty Scented Insert”
Kno n y notty INTRO T ODUCING
The New Fragrance-by r NELMA
Visit WW WW.NELMA.ORG/ROP P to subsccribe to this new, no chaarge service.
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THE SC CENT of SUCCE ESS
“Pine-scented card beckons the eye— and the nose” “Witty play on scratch-andsniff perfume ads”
“A multiple play on words and imagery tied back to the marketplace and demographic is surprising and brilliant, forcing the reader to study the entire contents as they are led from the tag teaser to the main body of the insert card. This piece would win awards at any level or market! And, it’s scratch and sniff, too!?!”
h Water Guidelines for Fres
“Unique piece that boldly sets apart the species. If effective marking begins with grabbing attention and creating discussion, then this piece is a case study!”
dards to Treated Wood Stan Important Change
Docks
Ground Contact
DECKING
Ground Contact
JOISTS
Koppers Performance Chemicals “Polybagged Poster”
Ground Contact
BEAMS Ground Contact
CROSS BRACING Fresh Water Stationa
Ground Contact
ry Dock
POSTS
TREATED WOOD END USE GUIDE
Ground Contact
DECKING
Ground Contact
“Poster format for helpful treated wood use info invites readers to retain and display” “Subtle branding encourages hanging the piece because it looks more like a tool than an ad” “Two sides = more options, more reasons to hand out, and keep around workspace”
JOISTS
n Association Wood Protectio d new The American 2016, establishe (AWPA) in July nd Contact require that Grou in guidelines that ed wood be used treat A) (UC4 General Use use applications: wing follo the
Ground Contact treated wood can be used in Above Ground applications.
Ground Contact
POSTS Dock Fresh Water Floating
(including floating in fresh water docks t. This would treated wood used Contac The majority of all treated to Ground walkways shall be other applications docks), piers and cross bracing and t or recurring basis. joists and beams, include decking, wetted on a frequen wood would be where the treated
dards New AWPA Stan d for Treated Woo
d was the AWPA U1 Standar Effective July 2016, new guidelines for wood hing revised establis General Use. Ground Contact treated to UC4A shall be used in as: UC4A treated wood conditions such Ground Contact ground contact situations that simulate ys Decks and Walkwaabove the ground. Ground Level
water less than 6” air circulation or when installed that does not permit • Treated wood an application wood is used in other debris • When treated n, leaf litter, or th the structure. where vegetatio drainage undernea an application wood product. wood is used in with the treated • When treated remain in contact will build up and wood Water Docks n where the treated and that Decks and Freshis used in an above ground applicatio replace or repair wood change difficult to maintain, the structure. This standard • When treated be considered of component would to the performance and safety water docks, including decks and fresh component is criticalbeams used in above ground and wave will affect joists such as wind and and recurring basis floating docks. swimming pools on a frequent or wood is wetted or watering systems, • When treated and walkways) fresh water docks action (such as hot tubs.
Export
r Use Products - Exterio
• When treated
wood is used in
tropical climates. for
the U1 standards rd n (AWPA) has changed The AWPA Book AWPA U1 Standa al applications. Protection Associatio as architects • The American Woodin residential, agricultural and commerci for specifiers, such the
the primary standard cials. This Standard contains treated wood used “Standard U1 is code offi of Standards states, users and building product that best suits their needs.” a but also for end treated to order to select and engineers, beams shall be by specifiers in to states, “Joists and and are critical information needed AWPA U1 Standard repair or replace revisions to the are difficult to maintain, .” • One of the new UC4A when they nstruction requirements for entire system/co and safety of the the performance treated wood products. rd Change Standa the of Above Ground Reason for address the misuse change will help The new Standard
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ground. than 6” above the when installed less • Treated wood does not an application that wood is used in 19 21 • When treated ge underneath the tion or water draina permit air circula 3 20 structure. an application where wood is used in 4 build up and remain 13 • When treated will debris or other 1 vegetation, leaf litter, ct. 5 treated wood produ 8 9 10 in contact with the 5 tropical climates. wood is used in 2 • When treated ing frequent or recurr is wetted on a14 wood 11 10 d water 9 treate 2 • When 6 (such as fresh 8 and wave action ing pools9 basis such as wind systems, swimm ays) or watering 6 docks and walkw 15 and hot tubs. ation above ground applic 7 wood is used in an ered 16 • When treated would be consid 12 17nent is d wood component where the treate e and that compo ain, repair or replac structure. This difficult to maint the of safety mance and used in above critical to the perfor beams and joists ect The AmericanflWood Protection Association (AWPA) in July 2016, established new guidelines that will . will aff ing oating docks standard change docks, includ that Ground Contact General Use (UC4A) treated wood be used in the following use applications: fresh waterrequire ground decks and • Treated wood when installed less than 6” above the ground. • When treated wood is used in an application that does not permit air circulation or water drainage underneath the structure. rspc.com koppewood visittreated • When is used in an application where vegetation, leaf ation For more inform litter, or other debris will build up and remain in contact with the treated wood product. PM 3/16/17 3:33
• When treated wood is used in tropical climates.
• When treated wood is wetted on a frequent or recurring basis such as wind and wave action (such as fresh water docks and walkways) or watering systems, swimming pools and hot tubs. • When treated wood is used in an above ground application where the treated wood component would be considered difficult to maintain, repair or replace and that component is critical to the performance and safety of the structure. This standard change will affect joists and beams used in above ground decks and fresh water docks, including floating docks.
1
High Level Deck Boards
2
Railings & Accessories
3
Fence Boards and Rails
4
Trellis
5
Lattice
6
Ground Level Deck
7
Stair Stringers
8
Ledger Boards*
Ground Contact treated wood can be used in Above Ground applications.
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Post Supports
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Joists*
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Beams*
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Planter Boxes
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Fence Posts
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Retaining Walls
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Playset Structures
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Ground Level Walkway
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Raised Garden Bed
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Fresh Water Bulk Head
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Fresh Water Dock
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Fresh Water Dock Posts
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Floating Dock (Decking, Joists, Beams)
* When treated wood is used in an above ground application where the treated wood component would be considered difficult to maintain, repair or replace and that component is critical to the performance and safety of the structure.
www.kopperspc.com
© Koppers 3/2017
Fiberon “Gatefold” “Swinging gatefold design allows advertiser to basically create a full brochure within the magazine” “High-impact display of new product line”
* Best Specialty Piece Honorable Mention – Viance “Gatefold” Building-Products.com
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- - - - - - - - - - - - - - - - - - - - - - - BEST OVERALL AD MoistureShield “CoolDeck”
“Great example of a welldesigned ad—clean layout, the baby grabs attention, the tagline is a fun play on words that ties back to the product, and a brief but effective brand description”
“Cute baby in sunglasses stops me in my tracks”
“Easy to tell what the product is and does”
“Doesn’t just tell the new feature—it shows it”
“Design elements tie perfectly together with color, text and image”
“Enticing as one would like to know more” “Best attention grabber and demonstration of a new product message”
Deckorators Great Southern Wood Preserving
“Perfect color choices” “Conveys warmth on multiple levels” “Great display of warranty”
HAVE IT ALL IN ONE HAUL.
“Effortlessly showcases numerous logos so they coordinate not conflict” “White text on black POPS!”
One shipment from Great Southern Wood gets you so much more than
YellaWood® brand pressure treated pine. Contact your YellaWood® representative to see which brands are available in your area.*
“Great use of empty space”
YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, systems, and technologies of unrelated third parties. For details regarding the Preservatives, methods, systems, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Safety Data Sheet (SDS), please visit us at www.yellawood.com/warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood® and the yellow tag are federally registered trademarks of Great Southern Wood Preserving, Incorporated. All other marks are trademarks of their respective owners and are used with their permission. *Availability varies by region. YellaWood® available in all markets.
YellaWood.com/ForDealers
Cox Wood Preserving “Perfectly conveys warranty’s benefit: peace of mind” “Very appealing. Everything about this ad ties together” “Nails all criteria”
• Best Overall Ad Honorable Mention – AGS Stainless, AZEK, Idaho Forest Group, Lonza
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MOVERS & Shakers Mat Hunnicutt was promoted to general mgr. of MacBeath Hardwood, Berkeley, Ca. He succeeds Alan Ross, who has stepped down after 34 years with the company and eight years as GM due to medical reasons. He will remain a VP and senior advisor. Amy Hutton, ex-Truitt & White, has moved to outside sales with Golden State Lumber, San Rafael, Ca. Christine Thatcher and James Roper, both ex-Truitt & White, are new to door & window sales at Golden State’s Concord, Ca., showroom. Don Kavert, ex-Tristar Transload, is the new operations mgr. at Boise Cascade, Riverside, Ca. Bob Brown, ex-Timber Products Co., has rejoined Royal Plywood Co., Cerritos, Ca., as VP of its composite panels division & GM of its Sacramento, Ca., warehouse. Tim Saville is the new sales/design mgr. for the truss division of Homewood Building Supply, Loomis, Ca. Eric Geyer was promoted to director of strategic business development & external affairs for Roseburg Forest Products Springfield, Or. Stuart Gray, ex-Sears, is new as senior VP and general counsel. Tom Takach has been named president Sierra Pacific Windows, Red Bluff, Ca. He succeeds Kendall Pierson, who is retiring after 33 years with SPI.
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Jim Frank, ex-BMC, was appointed VP-global sourcing for NorCal Lumber, Marysville, Ca. Ken Rhoades, ex-BMC, is new to global sourcing and special projects. David Smith, ex-Roseburg, has been named VP-composite panels for Timber Products Co., Springfield, Or. Roger Holder, warehouse & logistic supervisor, Core Materials, Phoenix, Az., has retired after 44 years in the business. Andrew Slade, ex-Continental Hardwood, is new to industrial panel sales with Sylvan Industries, Portland, Or. Judge Godfrey has retired after 45 years in the business, the last 15 as procurement director for Brooks Manufacturing Co., Bellingham, Wa. Rikki McGoldrick, ex-American Building Supply, is new to inside sales at OrePac Building Products, Sacramento, Ca. David Uhlenhop, ex-Pacific Supply, is now warehouse mgr. of the branch. Mitchell “Mitch” Magiera has joined Fairway Architectural Railing Solutions, heading up its Pro Channel business development efforts on the West Coast. Jim Schott, longtime Weyerhaeuser veteran, is now forest products mgr. for BMD, Pleasant Hill, Ca. Amanda Norisada, ex-Fabral, has joined Owens Corning, as Spokane, Wa., area sales mgr.
August 2017
Joe Kern is new to outside sales for Edge Construction Supply, Spokane, Wa. Stephen Freyermuth is now working counter sales at Preach Building Supply, Buckeye, Az. Monica DeBoer, ex-US Lumber, has moved to Synergy Wood Products, Sanford, Fl., as regional sales mgr. for states west of the Mississippi. Joe Ochoa, ex-Owens Corning, has been named president of AZEK Building Products, Skokie, Il. David Jara is now with Vanport International, Boring, Or., as North American sales mgr., overseeing commodity and import sales from Bellingham, Wa. Scott Hankal, ex-Sears, is now director of promotional strategy for Orchard Supply Hardware, San Jose, Ca. Eric McCartney is new to James Hardie Building Products, handling regional sales to San Francisco/ Northern California. Scott Holman is now California retrofit sales mgr. for MiTek USA. Sandra Slavik is a new outside sales rep in Portland, Or., for Door Components Inc., Fontana, Ca. Robert Rodriguez has been named president of operations for Crystal Pacific Window & Door Systems, Riverside, Ca. Christian F. Vazquez, ex-Truitt & White, has moved to sales at Priority Door & Window Products, San Diego, Ca. Matt Attebery, Milgard Windows & Doors, Tacoma, Wa., has been promoted to VP-engineering & supply. Gary McDougal, ex-Guardian Building Products, has been appointed VP of sales & marketing for Elementia’s Allura/Plycem fiber cement division. Don Futch has moved to AkzoNobel, as Phoenix, Az., regional sales mgr. Jim Barbes has been promoted to vice president of national sales for 84 Lumber, Eighty Four, Pa. David Cochran is now VP of store operations, and Jason Hinsken, VP of installed sales. Jeff Goldberg, co-founder and CEO of Cali Bamboo, San Diego, Ca., has been named Most Admired CEO by the San Diego Business Journal. Corey O’Graff is planning the next moves for Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus. Building-Products.com
NEW Products
Saw with Skills Southpaw is a left blade sidewinder circular saw designed by Skilsaw to provide users with improved blade and cut-line visibility, enhancing accuracy with every cut. It’s also designed with an all-magnesium construction, which reduces weight, dissipates motor heat, and alleviates user fatigue. The saw is 7-1/4 inches long and is combined with a dual-field motor, extended 56˚ bevel, and an ergonomic soft–grip handle.
n SKILSAW.COM (877) 754-5999
New and Improved Barriers DuPont Protection Solutions is offering its new Fluid-Applied WB System, a new generation of fluid applied air/water barriers, to offer improved sprayability, longer open times, and superior coverage rates. The company has taken the performance of its traditional fluid-applied products and developed a WB+ system, combining superior air and water barrier with vapor permeability into a reformulated fluidapplied membrane for ease of use on most commercial substrates.
n DUPONT.COM (800) 628-6208
No-Nonsense Nailers
Safety Netting in New Colors
Ideal for securing products such as roofing underlayments and housewrap, The Stinger pneumatic cap nailing tool by National Nail is the combination of a 1” ring shank, electro-galvanized nail. A 1” plastic cap that not only greatly reduces the chance of moisture penetration through the fastener area by sealing tight against the surface, it also provides security against wind uplift, tearing under foot on steep slope roofs. Its speed reduces the amount of time and labor needed to get the building envelope secured.
Strong Man Safety Products is offering new sizes and colors for its SBN-22 and SBN-324 Safety Debris Netting. The SBN-22 is available in green fire retardant in 4'x150' sizing and both orange fire retardant and blue fire retardant in 12'x150' sizing. It allows for floor-to-ceiling protection without any gaps, keeping construction crews safer than ever. Two new colors of the SBN-324 netting are available in various sizes including blue fire retardant in 4’x150’, 8’6”x150’ and 10’x150’, and saddle tan-colored fire retardant in 10’x150’ sizing.
n STINGERWORLD.COM
n STRONGMAN.COM
(800) 968-6245
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Stainless Screws Simpson Strong-Tie is offering new load-rated sizes of its Deck-Drive DWP Wood screw in stainless steel. The DWP SS screw is an ideal solution for almost any exterior wood-to-wood fastening application and is now also recommended for structural connections.
Milwaukee Tool’s Radius Site Light/Charger with One Key can run off one battery pack or two, to deliver 9,000 lumens of high output light for full 360° workspace coverage.
n STRONGTIE.COM
n MILWAUKEETOOL.COM
(800) 999-5099
See the Light
(800) 729-3878
California CodeCompliant Insulation Knauf Insulation is offering a custom solution to meet California’s Title 24 Option B HighPerformance Ventilated Attic (HPA) code requirements with the introduction of EcoBatt Integrated Roof Deck insulation. Designed specifically to be a cost-effective and labor-efficient way for builders to insulate unconditioned attic spaces, the product cuts cleanly and easily, recovers quickly, and is soft to the touch due to ECOSE Technology—Knauf’s original plant-based, sustainable binder.
n KNAUF.COM
(585) 250-4074
C&E LUMBER COMPANY 1 1/2” to 12” Diameter in Stock.
SPECIAL QUOTES
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A Solid Grip Senco’s WhisperGrip subfloor nails are made to eliminate squeaky, uneven flooring and feature a patented step ring design to better grip subfloor and sheathing material, maximize holding power, and eliminate costly callbacks. The lower rings are designed to fully engage and grip the joist or studs, while the upper rings ensure that nails remain countersunk even if the joist or stud is missed.
n SENCO.COM
(800) 543-4596
Charred Wood Cladding ReSawn Timber Co. is partnering with Kebony to offer five different building products made from thermally modified wood. ReSawn offers two charred Kebony products that are burned using a process inspired by the ancient Japanese tradition of shou sugi ban. Additionally, they’ve created three textured designs that showcase Kebony’s natural beauty and grain structure. The cladding products are ideal for exterior applications because of their weathered, silver-gray look. All Kebony wood products are permanently modified with a bio-based liquid that, after it is cured, provides a combination of outstanding durability and dimensional stability. The patented process results in wood cell walls that are significantly thicker and provide a hardness that rivals the best tropical hardwoods. ReSawn’s charred and textured wood decking and cladding products provide the same strength and stability, and therefore also carry Kebony’s standard 30-year warranty.
n RESAWNTIMBERCO.COM (800) 985-5355
Deck Planner Software Simpson Strong-Tie has launched Deck Planner Software to help contractors, builders, homeowners, and do-it-yourselfers design safe, strong and stylish decks with just a few mouse clicks. Compatible with all web browsers, the free, cloudbased software improves the overall deck-building experience by highlighting critical deck connections, and enabling users to select Simpson Strong-Tie connectors and fasteners, along with products from leading deck board manufacturers, including Trex and Fiberon. An easy-to-follow, step-by-step menu helps users to design the size, shape and other features of a custom deck. As the design plan is developed, the program offers hardware choices including model numbers, sizes and finish options based on the custom design. Once completed, the software generates a comprehensive report including a materials list, permit submittal pages, additional educational literature, and various 3D plan views.
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Bits that Make a Difference The goal of Bosch’s Daredevil multipurpose bits is to get the job done in a range of materials, such as masonry, brick, block, tile, metal, wood and plastic. Thanks to a carbide multigrind head, the bits are ready for any drilling task in almost any material. The bits feature sharp edges that are tough enough for metal and masonry applications. Their robust tungsten carbide heads ensure no skating, clean holes, and long life in impact applications.
n BOSCHTOOLS.COM (877) 267-2499
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PCBC signs off from San Diego More than 10,000 attendees passed through the doors of the San Diego Convention Center June 27-29 to take part in PCBC 2017, the largest annual regional homebuilding trade show in the western U.S., to experience three days of immersive education sessions, inspirational keynote addresses, and the newest products in homebuilding from more than 350 exhibitors. After alternating between San Diego and the Bay Area over the last several years, PCBC has announced it will stick exclusively to San Francisco through at least 2022. “As our final show in San Diego,
we could not have asked for a better way to end our rotation in the area,” said PCBC senior VP Linda Baysari. The show floor featured show homes and displays including the Motion Mobile Experience from LIXIL, The Flex House, and the OSI Roadshow Trailer. The High Performance Home Theater was back again for this year’s event with interactive educational presentations that focused on connecting builders with top experts to understand and comply with the changing 2016 Title 24 Standards. Also returning to this year’s show was the PCBC Hub for Social. The
lounge functioned as a place to relax and network on the show floor and was host to experts who answered social media questions and conducted pop-up talks on related topics. The lineup of speakers focused on pushing the limits to break through the norm. NASA’s Adam Steltzner kicked off PCBC speaking on harnessing curiosity and ambition to work as a team to create out-of-this-world success. On day two, New York Times bestselling author and co-founder of Research for the Flow Genome Project Steven Kotler spoke on harnessing states of consciousness to solve criti-
OVER 350 exhibitors and 10,000 attendees packed the San Diego Convention Center for PCBC’s final scheduled stop in Southern California. [1] Jim Reyes, Tim Beckman, Paul Hollander. [2] Greg Bates, Randy Robins. [3] Christine Bennick, Andrea Long. [4] Lee Souza, Mark Challinor, Amber Reese, Kevin DeMars. [5] Matt Olson, Kayla Boyce. [6] Chris Richter, Besty Bendix. [7] Wendy Minichiello, Jacqueline Palazzolo, Jeffrey Clave, Curt Nierman. (More photos on next page)
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cal challenges and outperform the competition. Pixar’s Matthew Luhn closed PCBC by focusing on the power of storytelling in business. Another highlight was the inaugural Re-Think Conference. Over its two days, the conference focused on challenging home building professionals to step outside the conventional “four walls of homebuilding” and embrace a wider sphere of influence to drive
thinking and help move home building and design businesses forward. A Land & Capital Forum focused on land acquisition, development, research, investment, and entitlement, while the Multifamily Trends Forum looked at high-level design and development trends, with expert perspectives on the economy and real estate markets, shifting development patterns, debt and equity sources, and
new ways to think about floor plans, parking and amenities. Awards presentations included the California Homebuilding Foundation Hall of Fame Gala and the 54th annual Gold Nugget Awards. PCBC returns in 2018 to Moscone Center in San Francisco on June 26 for pre-conference events and June 27-28 for the exhibits and conference.
PCBC Photos by The Merchant Magazine
PCBC SHOWMEN (continued from previous page): [8] Steve Brown, Bryce McKee, Chris Skibba, Matt Trullinger, Doug Willis, Tim Hummel. [9] Morris & James Carey. [10] Bill Bevacco, David Morgan, Gene Bevacco. [11] Byron Beck, Jason Croy, Stephen Mitchell. [12] Cristian Aguirre, Fenando Gorrini. [13] David Frick. [14] Bryan Custer, Traci Building-Products.com
Rizzo, Mike Pidlisecky, Carl Christoferson. [15] Lisa Martin, Kim Pohl. [16] Cami Waner, Brian Hurdle. [17] John Gavin, Tim Glesener. [18] Jason Doty, Chris Kollwitz. [19] Curtis Eck, Michael Carver, Frank Potter, Daryl Simpson. [20] Jeremy Jordan, Mark Williams.
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NAWLA drops in on SoCal
NORTH AMERICAN Wholesale Lumber Association held its inaugural Southern California regional meeting June 27 at Hilton San Diego Gas Lamp Quarter, San Diego, Ca. The networking event, timed to precede the start of PCBC, featured a panel discussion on the “State of California New Home Building & Its Influence on National Trends.” [1] Panelists—(seated, left to right) Nate Jorgensen, VP-engineered wood products, Boise Cascade; Nader Adly, senior
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director of strategic sourcing, KB Homes; and Sam Sanregret, president, Capital Lumber—followed an industry update by NAWLA chairman Marc Saracco (at podium). [2] Mark McLean, Patrick Adams, Anthony Muck. [3] Grant Phillips, Kevin Dodds, Bill Sullivan. [4] Jack West, Geoff Ehrman, Chelsea Hiers. [5] Mary Jo Nyblad, Bill Price. [6] Nate Jorgensen, Dan Semsak. [7] Chris Kollwitz, Aly Kingsley, Jim McGinnis. [8] Mark McLean, Mike McCollum, John Assman. [9] Sam Sanregret, Scott Whittman. [10] Troy Huff, JD Dombek, Chase Morrison. [11] Marc Saracco, Nader Adly, Ian McLean. [12] Jason Croy, Erik Jefferson. [13] Barry Schneider, Trent Johnson. [14] Rich Geary, Sara Bell. [15] Mark Westlake, John Morrison, Chuck Casey. The conginent ended the evening with a San Diego Padres baseball game at nearby Petco Park. Building-Products.com
GOLF TOURNEY with hundreds of spectators handicapping the “horse race” was the highlight of the annual Inland Lumber Producers event.
Inland producers roll out the green carpet The Inland Lumber Producers Association once again delivered one of the industry’s best and most enjoyable networking events with its 34th annual golf tournament in Coeur d’Alene, Id. This year’s invitation-only event brought together almost 450 industry leaders for a well-attended, fun-filled
time of golfing, boating and attending a variety of other activities structured to build on this industry’s greatest asset: relationships. The event’s mill sponsors and chairperson—Jim Vandergrift, Bennett Lumber Products, Princeton, Id.—should be proud of the turnout and results.
Sponsors included Alta Forest Products, Bennett Lumber Products, Boise Cascade, Empire Lumber Co., Idaho Forest Group, Merritt Bros. Lumber, Potlatch Corp., Stimson Lumber Co., Thompson River Lumber Co., and Vaagen Bros. Lumber. Held July 13-14 at the Coeur d’Alene Resort, the festivities included a two-day golf tournament, awards presentation, cocktail cruise, BBQ, hospitality parties hosted by Idaho Forest Group and Stimson Lumber, and unique opening-day “horse race” pitting against each other two-man teams of golfers sponsored by the area sawmills.
ANNUAL EVENT closed with [1] a lakefront reception. [2] John & Susie Malloy, Brenda Brick, Bob Lackey, Stephen Shaw. [3] Chairperson Jim Vandergrift addresses the crowd. [4] Ben Kaufman, Paul Waldon. (More photos on next 3 pages)
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INLAND LUMBER PRODUCERS Photos by The Merchant Magazine
ON COURSE (continued from previous page): [5] Peggy Johnson, Gale Theroux. [6] Jennifer & James Mortimer, Katie & Taylor Bradish. [7] Erin Klosterman, Tom Lund. [8] Petar & Shelley Stoyanov. [9] Josh Sanderson, Hanna Smith, Brian Sanderson. [10] Terry Johnson, Jennifer & Alan McCollim. [11] Derek Dryden, Melody Konecny, Ranee Gosney, Mercedes & Ryan Powell. [12] Dennis Ebel, Chuck Dotson. [13] Peter Building-Products.com
Howe, Ron Tiller, Mary Jo Nyblad, Tim Atkinson. [14] Larry Schmedding, Sue & Jim Shelton. [15] Bill Hetland, Traci Desautels, Jim Vandergrift, Michelle Thorp, Rick Palmiter. [16] Carter & Leianne Stinton, Bob Mai. [17] Clay Cruse, Joe & Jill Angelo, Bill Nocerino, Jess Anzo. [18] Jim Vandergrift, Katie Bradish. [19] Steve Roberts, Dave Hutson. (More photos on next 2 pages) August 2017
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INLAND LUMBER PRODUCERS Photos by The Merchant Magazine
INLAND GOLF (continued): [20] Mike & Martha Coffey. [21] James Unger, Rod Larios, Sam Howard. [22] Tyson Sands, Carly Dodds, Ryan Kline. [23] Dave Bourne, Marty Wilson, Jim & Ali Murray. [24] Wade Wheeler, Jennifer & Alan McCollim. [25] Tony Jones, Mark Mitchell, Randy Maxwell. [26] Marissa Duncan, Coleman Menke. [27] Dan Mandeville, John Bavester. [28] Levi & Jean Wilson, Dale Bartsh, Steve
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Wilson, Cass Mummey. [29] Teresa & Paul Cheatham, Bobbi Buttice. [30] Mark Smith, April Dinwoodie. [31] Elaine & Reed Schooler. [32] Kevin & Carly Dodds. [33] Bo Maiuri, Emily Gannon. [34] Megan Bircher, Howie Halcomb. [35] Joe Laberge, Nicole Wilson. [36] Gale Theroux, Mark Dutton. [37] Jenny & Dan Claridge. [38] B. & Mike Gannon. [39] Jennifer Smelko, Matt Kelly. (More photos on next page) Building-Products.com
INLAND LUMBER PRODUCERS Photos by The Merchant Magazine
BOAT CRUISE capped the Inland Lumber Producers’ annual event (continued from previous 3 pages). [40] Ralph Schmidt, Sydney Souza, Jeff & Cheryll Bowers, Paul Owen. [41] Boyd, Kaulene & Brady Bower. [42] Tod Kintz, Terry Johnson. [43] Scott Knutson, Bill DenHode. [44] Marie Petritsis, James Lambert. [45] Janice & Kirk Todish. [46] Gage Holland, Laura Ganatos, Dan Jensen. [47] Fritz Klosterman, John Building-Products.com
Branstetter, Jim Shelton, Howard Raff. [48] Patrick & Shelly Adams, Sean Coughlin. [49] Amy & Todd Pollard. [50] Dave Andersen, Nancy Thompson, Sam Howard. [51] Jon Woods, Erol Deren, Mike Voelker, Ranee Gosney. [52] Penny Hammack, Jennifer Cameron, Karin Schneider, Sue Herms. [53] Mark Herms, Dusty Hammack, Brad Schneider. [54] Ron Liebelt, Angie & Damien Fallin, Troy Wilharm. August 2017
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CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type. Send ad to Fax 714-486-2745 or david@building-products.com. Make checks payable to 526 Media Group, 151 Kalmus Dr., Suite D200, Costa Mesa, Ca. 92626. Deadline: 18th of previous month. Questions? Call (714) 486-2735.
HELP WANTED EXPERIENCED SALES REPRESENTATIVE: Sells and promotes custom hardwood/softwood products manufactured on-site in Azusa, Ca. Products include architectural mouldings, flooring/ flooring accessories, unfinished/finished engineered flooring, etc. Minimum 5 years industry experience in B2B commercial sales of building products. Send resumes to: arhr.coordinator@heppner.us.
ASSOCIATION Update Mountain States Lumber & Building Materials Dealers Association’s fall conference is just around the corner on Oct. 4-6 in Kansas City, Mo., held in tandem with the MidAmerica Lumbermens Association. Tacoma-Olympia Hoo-Hoo Club stages its annual golf tournament Aug. 14 in Tacoma, Wa., and a board meeting Aug. 19.
National Lumber & Building Materials Dealers Association has booked Meagan Johnson as featured speaker at its Industry Summit Oct. 17-19 at the Wigwam, Phoenix, Az. North American Wholesale Lumber Association is hosting a Wood Basics Course Sept. 11, followed by its Executive Management Institute Sept. 11-14, all at Oregon State University, Portland, Or.
IN Memoriam Bob Wells, 94, influential Southern California lumber wholesaler, passed away June 26 in Palm Desert, Ca. After serving in the U.S. Navy during World War II, he graduated from the University of Southern California and entered the lumber industry. After a brief time in retail, he went to work for Tarter, Webster & Johnson, which
ADVERTISERS Index
eventually became American Forest Products Corp. As a master salesman, Bob rose to sales manager, regional manager, and VP. In 1977, American Forest Products was purchased by the Bendix Corp. and Bob eventually left to became co-owner with George Coe of Southern California Lumber Sales, Los Alamitos, Ca. He served as chairman of the North American Wholesale Lumber Association in 1970-71. Jay Lee Lanningham, 70, 40+ year employee of Idaho Western Nampa, Id., was killed June 18 in a car accident near McCammon, Id. He began his LBM career after attending business school in Boise, Id., and had just retired from Idaho Western. Two teenagers were also killed in the head-on collision, after their pickup truck had drifted over into Lanningham’s lane. Joseph John Martinez, 41, engineered wood sales and marketing rep for Boise Cascade, Lathrop, Ca., died June 11. He received an engineering degree from California State University, Fresno. In 2006, he was named director of EWP for the Pacific region with SelectBuild, Modesto, Ca. He joined Boise Cascade in 2008.
North American Wholesale Lumber Assn. [www.nawla.org]
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All-Coast Forest Products [www.all-coast.com]
48
Pacific MDF Products Inc. [www.pactrim.com]
3
Boral [www.boraltruexterior.com]
24
Pacific Woodtech [www.pacificwoodtech.com]
19
C&E Lumber Co. [www.lodgepolepine.com]
52
Pelican Bay Forest Products [www.pelicanbayfp.com]
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Capital [www.capital-lumber.com]
39
REA Jet [www.rea-jet.com]
13
DassoXTR [www.dassoxtr.com]
47
Reclaimed Woods of the World [reclaimedwoodsoftheworld.com] 65
Fasco America [www.fascoamerica.com]
33
Redwood Empire [www.redwoodemp.com]
Fontana Wholesale Lumber [fontanawholesalelumber.com] 17
Reel Lumber Service [www.reellumber.com]
Huff Lumber Co. [www.hufflumber.net]
Roseburg Forest Products [www.roseburg.com]
37
Huttig Building Products [www.huttig.com]
34-35
Cover I 20 Cover IV
Seneca Sawmill [www.senecasawmill.com]
51
Jones Wholesale Lumber [www.joneswholesale.com]
41
Swanson Group Sales Co. [www.swansongroupinc.com]
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Keller Lumber [www.kellerlumbercompany.com]
52
Taiga Building Products [www.taigabuilding.com]
18
Tando Building Products [www.tandobp.com]
29
Kop-Coat [www.kop-coat.com]
Cover III
Lumber Best [www.lumberbest.com]
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TruWood-Collins [www.truwoodsiding.com]
5
Maze Nails [www.mazenails.com]
53
Universal Forest Products [www.ufpedge.com]
49
Versatex [www.versatex.com]
21
Norbord [www.norbord.com]
Cover II
Norman Distribution Inc. [www.normandist.com]
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Weyerhaeuser [www.weyerhaeuser.com]
7, 9 Building-Products.com
DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Humboldt Hoo-Hoo Club – Aug. 11, annual Behind the Redwood Curtain golf tournament, Baywood Golf & Country Club, Eureka, Ca.; rhiannwood13@gmail.com. Tacoma-Olympia Hoo-Hoo Club – Aug. 12, annual picnic, Gig Harbor, Wa.; (253) 531-1834; tbilski614@aol.com. Lumbermens Merchandising Corp. – Aug. 16, LMC Hardware Express, Boston, Ma.; www.lmc.net. Tacoma-Olympia Hoo-Hoo Club – Aug. 16, board meeting, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com. National Assn. of Women in Construction – Aug. 16-19, annual convention, Hyatt Regency, Anaheim, Ca.; www.nawic.org. Ace Hardware Corp. – Aug. 17-19, fall market, Sevierville, Tn.; (630) 990-7662; www.acehardware.com. Southern California Hoo-Hoo Club– Aug. 18-21, ladies weekend, Hilton, Palm Springs, Ca.; (323) 559-1958; www.hoohoo117.org. Western Hardwood Association – Aug. 22-24, annual convention, World Forestry Center, Portland, Or.; www.westernhardwood.com. World Conference of Timber & Engineering – Aug. 22-25, University of Vienna, Wien, Austria; wcte2016@tuwien.ac.at.
GENUINE BURMESE TEAK Lumber π Decking π Siding π Flooring F.E.Q., KD, Rough π 4/4, 5/4, 6/4, 8/4, 12/4 Custom Milling Available Pulled to width and length π Rift Sawn Upon Request Old Growth. LEGALLY Harvested Shipping directly from Myanmar & stocked in the USA 97 years of continuous service
Orgill – Aug. 24-26, fall dealer market, Indianapolis, In.; (877) 6633186; www.orgill.com. Black Bart Hoo-Hoo Club – Aug. 25, clay shoot, Ukiah Rifle & Pistol Club, Ukiah, Ca.; mazzo.massoletti@att.net. BC Wood – Sept. 7-9, trade mission, Whistler, B.C.; (877) 422-9663; www.bcwood.org.
lumberbest.com π woodsoftheworld@gmail.com Contact Tom or Wan
(949) 515-9501
International Order of Hoo-Hoo – Sept. 9-13, annual international convention, Bellevue Hilton, Bellevue, Wa.; www.hoo-hoo.org. Forest Economic Advisors – Sept. 12, 7th annual forest products forum, World Forestry Center, Portland, Or.; www.getfea.com. American Wood Protection Association – Sept. 17-21, technical meeting, Westin Resort & Marina, Key West, Fl.; (205) 733-4077; www.awpa.com. DMSi Software – Sept. 18-21, PartnerConnect17! customer conference, Omaha, Ne.; www.dmsi.com. Tacoma-Olympia Hoo-Hoo Club – Sept. 23, meeting, Tacoma, Wa.; (253) 531-1834. National Retail Federation – Sept. 25-27, annual digital summit, Los Angeles, Ca.; (800) 673-4692; www.nrf.com. True Value Co. – Sept. 26-27, fall reunion, Chicago, Il.; (773) 6955000; www.truevaluecompany.com. Sustainable Forestry Initiative – Sept. 27-29, conference, Ottawa, Canada; (202) 596-3450; www.sfiprogram.com. Composite Panel Assn. – Oct. 1-3, fall meeting, Hyatt Regency, Savannah, Ga.; (703) 724-1588; www.compositepanel.org.
888-807-2580
Tacoma-Olympia Hoo-Hoo Club – Oct. 3, installation of officers meeting, La Quinta Inn, Tacoma, Wa.; (253) 531-1834.
www.pelicanbayfp.com
World Millwork Alliance – Oct. 7-10, annual convention, Westin Charlotte/Charlotte Convention Center, Charlotte, N.C.; (727) 3723665; www.amdweb.com.
DISTRIBUTION LOCATIONS Colton / Fontana / Modesto / Salinas / Stockton, CA
Do it Best Corp. – Oct. 13-16, fall market, Indianapolis Convention Center, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com. American Architectural Manufacturers Association – Oct. 15-18, national fall conference, Loews Ventana Canyon Resort, Tucson, Az.; (847) 303-5664; www.aamanet.org. Southern California Hoo-Hoo Club – Oct. 18, concat, Anaheim Hills Golf Course, Anaheim Hills, Ca.; (323) 559-1958; www.hoohoo117.org. Building-Products.com
Bend, OR
PRODUCTS & SERVICES Framing Lumber / Pallet Stock / Industrial Lumber / Softwoods Hardwoods / Cedar / Fencing / Decking / Redwood Custom Cut Stock / Treated Lumber / Tile Battens 3-Hole & Slotted Vents / Custom Cutting / Remanufacturing Heat Treating / Fire & CCA Treating
“Focused on the future with respect for tradition” August 2017
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FLASHBack 90 Years Ago This Month
One would think that after 90 years you would see a lot of changes within an industry. Changes for the better, changes that reflect what our country is been through and what we can expect, and the lumber industry is no different. But one thing that hasn’t changed much in the industry—even after almost 100 years—is the camaraderie and the idea that your fellow lumbermen is not just a colleague or competitor, but he’s a neighbor, a friend. In the August 1927 issue of BPD’s sister publication, The California Lumber Merchant, publisher Jack Dionne emphasized this by writing: “A lumberman friend of mine wrote me the other day that he appreciated this journal for many reasons, prominent among which was the fact that we have been devoting our efforts to making good neighbors of lumber folks. When you have made good men better neighbors you have done much for them, for the industry they represent, for the business they are in, and for the territory they serve,” and when it comes to friendship in the industry, not much has changed since. A few other things that were going on 90 years ago this month: • Short lengths and end-matched lumber played an important part in the Army’s program of economy in the purchase of supplies, according to Hanford A. MacNider, Assistant PORTLAND, OR.-based Eagle Lumber Co. used its August ad to showcase its updated log dump at its Westimber, Or., mill.
Secretary of War, who was closely following the developments of the National Committee on Wood Utilization of the Department of Commerce in its efforts to eliminate waste in the lumber industry. Axel H. Oxholm, director of the committee, addressed Mr. MacNider: “The National Committee on Wood Utilization, organized by Secretary Hoover, has already, on several occasions, been of considerable assistance to the War Department in pointing out economies in the purchase of forest products, which have been found practicable in industry.”
SOME ADVERTISERS used their ads to tie into the growing defense movement. Weaver Roofing touted in its August 1927 ad: “Tomorrow’s defense depends upon today’s preparedness—in business as well as war. Just as eternal vigilance is the price of peace, so is lasting satisfaction the price of future business. When a customer buys roofing from you, he buys it for longtime protection.”
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• The American Forest Week Committee announced its nationwide campaign for forest protection and the encouragement of forestry during American Forest Week in April 1927. The committee expressed gratitude to hundreds of thousands of individuals and societies that cooperated with it in thousands of public meetings, national broadcasting, the planting of millions of trees, the distribution of more than 2 million pieces of literature, and the publication of forestry articles in practically the entire press of the country.
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