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CONTENTS

September 2021 Volume 100 n Number 9

Stay connected between issues with www.building-products.com

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10 Features

10 OSB 2021

12 MARGIN BUILDERS

AND MANUFACTURERS GEARING UP WITH AMBITIOUS EXPANSION PLANS.

The

MERCHANT

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

SEPTEMBER 2021

Magazine

SPECIALTY LUMBERYARD IN NEW MEXICO BUILDS ON REDWOOD

14 PRODUCT SPOTLIGHT

SUBSTRATE MATTERS WITH VERSATILE WESTERN RED CEDAR GOOD FORTUNE FOR 5-UNIT NEW ENGLAND DEALER MID-CAPE

20 TRANSFORMING TEAMS

WHAT HAPPENED TO ALL OF THE WORKERS? HOW TO SURVIVE THE LABOR SHORTAGES

52 EVENT RECAP

REDWOOD SHOWPLACE HOSTS OLD-TIMERS

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14 Departments

16 COMPETITIVE INTELLIGENCE UPHEAVAL IN OSB • CEDAR • SPECIALTY YARD BUILDS ITS BUSINESS ON REDWOOD

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Special Focus UNCERTAINTY RUNS HIGH IN ORIENTED STRAND BOARD MARKETS AMID A ROLLER COASTER PRICE SWING, HESITANT BUYERS,

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8 ACROSS THE BOARD 18 OLSEN ON SALES 22 SELLING WITH KAHLE 28 MOVERS & SHAKERS 30 ASSOCIATION UPDATE 42 NEW PRODUCTS 50 IN MEMORIAM 56 DATEBOOK 57 ADVERTISERS INDEX 58 FLASHBACK

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ACROSS the Board By Patrick Adams

The curse of easy n aLL of history, nothing good has ever come from “easy.” It seems most of mankind is in a constant search for “easy,” but it often leads to tempting shortcuts that only derail them from actually achieving it. It’s an interesting curse that tempts us all. Easy money, easy life, easy relationship. What could be wrong with that? I started considering that recently when—as seems to have become source for many of my tales—a few buddies and I were talking over cigars and drinks by a fire. A friend with a long history of, let’s say, “adventures,” most of them highly confidential, remarked, “In all of history, nothing good has ever come from ‘easy.’ People should learn to embrace and celebrate hard times because nothing is a better teacher.” In this small group I was in, there was no shortage of hard times, or the lessons from them. I thought back on my life, one that through age now has me look back on my hard times with a form of sideways gratitude, because I would not fully appreciate my life and family now had I not been through it all. As we shared examples that supported his argument, I threw a grenade into the otherwise calm dialog. “If that is true, and we can all share that we are grateful for our hardships, why do we make it so easy on our children?” I asked. There is no right answer to this challenge, but equally we should not curse at the hard times. This great industry knows better than most that the “good times” are only a moment to take a breath before the next cycle hits where you fight for every penny of margin. The countless number of things that can impact our business and lives at a moment’s notice only goes unmentioned because it would be too depressing to discuss regularly. And yet, we persevere. We get up, fight for every inch, and if we’re lucky, get to go to bed that evening tired from our hardfought battles. I’ve known a few people in my life who had it “easy.” While for brief seconds I’ll admit there was a slight tinge of jealousy, very quickly I saw how hollow their lives were. There was no purpose, no drive, no goals. They never lost, but technically never won either because there was never a fight. Now, as we look across our landscape, we hear the constant criticism of all that could be better. What could have been more efficient, more organized with less error… easier. It seems that everyone is a critic who themselves has the “perfect plan” had they been in the role. I listen to this and instead of joining in, I smile in thinking

back on the endless list of hardships I’ve had, things I could have done better, and things I know now that I wish I knew then. As our industry goes through yet another roller-coaster slide, I know many sit back and ask why four-digit prices couldn’t hold on just a bit longer. My friend’s answer is, “because hard times create hard men, and you should be thankful that you’re one of them.” And his answer to my challenge about our kids? Well, I’ll spare you the details but in general, his explanation centered on them having us as parents and whether it be now or later, they will experience tough times too! I share in his belief that “easy” is a curse and thankfully, most of my tough times these days don’t last so long that they break my hope and gratitude for all that I have. As we prepare to celebrate 100 years of service to this great industry next year, I consider all that the publications have witnessed in that time, reported and shared with many of your elders. We have a LOT planned next year that will equip us for another 100 years of service during the easy times, and especially the tough times. I close with wishing you all just a moment or two of “easy times” as we finish out summer. But more than anything, take pride in all that you’ve created through the tough times. In the next couple of months, I’m going to ask just a few small favors of each of you to help us prepare for some amazing things next year. Stay tuned and as always, thank you for allowing us to serve you!

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

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September 2021

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FEATURE Story By David Koenig

DESPITE CONTINUING demand, OSB prices began dropping fast during the summer after 18 months of record increases.

Uncertainty runs high in volatile OSB market fter reaching historic highs in June, the price of OSB began to drop through the summer, at one point plunging several hundred dollars in a single week. Through the end of the summer the fast-falling prices have frozen many buyers, afraid the drop will continue. Yet

2021

OSB Top 10

1 West Fraser

Headquarters: Vancouver, B.C. OSB Mills (12): Huguley, Al.; Cordele, Ga.; Guntown, Ms.; Bemidji, Mn.; Joanna, S.C.; Jefferson and Nacogdoches, Tx.; Grand Prairie and High Level, Alb.; Barwick, Ont.; Chambord and La Sarre, P.Q. [Plus Scotland, Belgium] In February, West Fraser—one of the world’s biggest lumber manufacturers—also became the world’s largest producer of OSB overnight, with the completion of its purchase of Norbord. West Fraser operates 12 OSB mills in North America (seven in the U.S., five in Canada), with an industry-leading combined annual capacity of more than 8 billion sq. ft. It also has an OSB mill in Scotland and one in Belgium. All have been running close to capacity. And in May it restarted its mill in Chambord, P.Q., which had been dormant since 2008.

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with customers remaining active, purchasers can’t wait too long. “Business is still crazy, although buyers are holding off when they can to let prices settle in,” explained Langboard’s Chuck Rigoni. “Most can’t hold off much though, as their customers are so busy. We believe there is still very

2 Louisiana-Pacific

Headquarters: Nashville, Tn. OSB Mills (9): Clarke County and Hanceville, Al.; Houlton, Me.; Sagola, Mi.; Watkins, Mn.; Roxboro, N.C.; Carthge and Jasper, Tx.; Maniwaki, P.Q. [Plus Peace Valley, B.C. (idled); Brazil, Chile] Capitalizing on the high prices for OSB, LP has been generating considerably more revenue on slightly less production. In 2020, its nine North American OSB mills produced just over 3.5 billion sq. ft., a 5% drop from the previous year, but increased net sales by 57%. Similarly first quarter 2021 sales jumped 145% on 7% lower volume. LP is currently upgrading its Peace Valley OSB mill in Fort St. John, B.C., with plans to restart the facility later this year after a two-year layoff. By the time it ramps up by full production in mid-2022, the facility will add around 750 million sq. ft. of product. In the meantime, current overall capacity is 4.84 billion sq. ft. The company has also been increasing its percentage of value-added materials OSB. In the first quarter, 47% of its OSB output was LP Structural Solutions (radiant barrier, air/water barrier, premium subflooring, fire-rated sheathing), up from 43%—continuing a recent trend. Building-Products.com

real demand in place, and business should be good through 2022, although with the virus and other uncertainties anything could happen.” In one sense, OSB prices “returning to earth” was as inevitable as gravity. According to the National Association of Home Builders, the average mill price of OSB increased 510% over 18 months, outpacing the spike in lumber prices by 180 percentage points. NAHB reported that prices for certain OSB items in certain markets rose even more. Reportedly, the delivered price of 3/8” thick OSB sheathing in Portland, Or., skyrocketed an astounding 662% from Janauary 2020 to June 2021. OSB has grown to be the product of choice for most structural panel applications in new construction, outproducing plywood by a margin of two to one. Yet there are far fewer OSB mills than lumber mills, so the product is more susceptible to shortages when construction activity takes off. As well, offered one analyst, the OSB industry has a large number of mill that “are somewhat long in the tooth, so more maintenance downtime is needed to keep them running.”

3 Weyerhaeuser

Headquarters: Seattle, Wa. OSB Mills (6): Arcadia, La.; Grayling, Mi.; Elkin, N.C.; Sutton, W.V.; Edson, Alb.; Hudson Bay, Sask. Weyerhaeuser’s six OSB mills have slowly been increasing production, hovering near an annual pace of 3 billion sq. ft.

4 Georgia-Pacific

Headquarters: Atlanta, Ga. OSB Mills (5): Fordyce, Ar.; Hosford, Fl.; Clarendon, S.C.; Brookneal, Va.; Englehart, Ont. G-P’s OSB operations have a combined annual capacity of 2.65 billion sq. ft.

5 Huber Engineered Woods

Headquarters: Charlotte, N.C. OSB Mills (5): Commerce, Ga.; Easton, Me.; Broken Bow, Ok.; Spring City, Tn.; Crystal Hill, Va. In June, Huber announced plans to build a new 800,000-sq. ft. OSB facility in Cohasset, Mn. Set on 400 acres, the $440-million plant will supply Zip System and AdvanTech structural panels to western and Midwestern markets—increasing Huber’s overall OSB capacity by 30%. Its five mills are currently able to produce up to 2.556 billion sq. ft. a year.

6 Tolko Industries

Those issues are gradually changing. Several new mega-capacity, state-of-the-art facilities have been added over the last few years. This past spring, West Fraser restarted a long-idled OSB plant in Quebec, and RoyOMartin increased production capacity at its mill in Texas. As well, later this year Lousiana-Pacific will restart its Peace Valley operation in British Columbia after a top-tobottom overhaul, and RoyOMartin will begin construction on a second OSB mill in Corrigan, Tx. Next summer Huber Engineered Woods will start up a huge, high-capacity plant in Minnesota. OSB production during the first six months of 2021 totaled 11.9 billion sq. ft., a 7.1% increase over the first half of 2020. With the expectation for healthy demand to continue and the promise of increased production going forward, hopefully less volatility is in store for OSB markets.

Headquarters: Vernon, B.C. OSB Mills (3): High Prairie and Slave Lake, Alb.; Meadow Lake, Sask. Tolko, with a combined capacity of 2.26 million sq. ft. at its three OSB mills, has been focusing on upgrading its T-Strand brand OSB products, including improved packaging, transferable warranties, easier on-site use, and increased length capabilities.

7 RoyOMartin

Headquarters: Alexandria, La. OSB Mills (2): Oakldale, La.; Corrigan, Tx. To meet rising demand beyond its two mills’ 1.7 billion sq. ft. capacity, RoyOMartin in April unveiled a new production line for Eclipse OSB Radiant Barrier at its Corrigan, Tx., facility, and last month announced it would be building an additional OSB plant in Corrigan.

8 Arbec Forest Products

Headquarters: St. Leonard, P.Q. OSB Mills (2) Miramichi, N.B.; Shawinigan, P.Q. Arbec’s two OSB mills have a combined capacity of 620 million sq. ft.

9 Forex Amos

Headquarters: Montreal, P.Q. OSB Mill (1): Amos, P.Q. The company is now in its third year of producing 7/16” OSB, with a max capacity of 450 million sq. ft. yearly.

10 Langboard

Headquarters: Quitman, Ga. OSB Mill (1): Quitman, Ga. Langboard OSB has an annual capacity of 440 million sq. ft. Building-Products.com

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MARGIN Builders By David Koenig

Specialty yard builds its business on redwood edwood has been a favorite material for generations of builders. One lumber dealer, in fact, has so much affinity for the wood, it has based its business on it. The Redwood Store of Farmington, N.M., was founded in 1988 by Dave Hough and is now co-owned with his wife Cheryl and managed by their son Daniel. It is part full-service retail lumberyard and part in-house specialty manufacturer, producing its own fence panels, deck boards, outdoor structures, furniture and other items. “We have a ‘standard line’ of furniture, arbors, trellis and decks, but we do custom sizes frequently,” said Daniel. “Quite often customers bring in a pictures of items, and we accommodate them as best we can.” He adds, “Variations in sizes of our arbors are a common request. Large beam pre-cut and pre-stained custom arbors are very popular with local and regional professional landscapers.” Although the company also handles Douglas fir and cedar, its “primary and preferred species of wood” is redwood. “Redwood is a great material to build with,” Daniel notes. “The rich, warm color works well in just about any project and its ability to remain comfortable to the touch is important to a lot of people as they consider building materials for high-touch areas.” The Redwood Store’s customer mix is 60% homeowner, 40% pro. Selling them on the advantages of redwood is helped by having a highly experienced staff, including one employee who has been with the company for 30 years and another for 26. “First and foremost (experience) creates customers who know they are

REDWOOD STORE is led by (front) owners Cheryl & Dave Hough, (back row, l-r) production manager Shane Wilson, and manager Daniel Hough.

SHOWROOM displays its wares, including in-house milled furniture and garden structures.

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getting knowledgeable, experienced and efficient service,” Daniel explains. “Experienced employees are able to not only do their daily jobs more efficiently, but also take care of customers, projects and yard service quickly and effectively. This, in my opinion, is why

we have such a loyal customers.” How does the firm retain its workers? “I would like to think a good working environment and consistent work,” he says. “We always have and always will pay a comfortable living wage, so our employees can enjoy life.”

What’s next for The Redwood Store? “To keep doing what we are doing, do it better when possible, and slowly branch into things that accompany what we do,” Daniel says. The concentration on redwood, however, is here to stay.

Arbor Master Farmington, N.M., homeowners were seeking to add to the landscaping of their home and had some pretty specific ideas in mind. In particular, they desired a curved redwood arbor to provide shade over a large, curved concrete seating area. The new seating area and redwood arbor serve as a beautiful centerpiece for their main outdoor gathering space. To bring their ideas to life, the homeowners reached out to Copper Creek Landscape, who had previously completed landscaping for them, as well as for the previous owners of the same home. Materials for the project, including all the redwood, came from The Redwood Store. Since 1988, The Redwood Store similarly has cultivated a following of loyal customers in northern New Mexico. Furthermore, Copper Creek Landscape and The Redwood Store have a great working relationship. According to Copper Creek’s Mark Christensen, “The Redwood Store Building-Products.com

has always given me exceptional, caring, and professional service.” When it came to choosing materials for the project, there was no question what the homeowners wanted to use. “We knew we wanted redwood for our arbor” said the homeowner. “We didn’t consider any other material for the project. The strength, natural beauty, and durability of redwood truly makes it the perfect material for the northwest New Mexico climate, where our weather conditions range from below freezing temperatures in the winter to well above 100 degrees Fahrenheit in the summer.” The homeowners further shared that they wanted a redwood arbor specifically for its “wow factor.” “We wanted something that flowed with the natural curves of our home, landscaping, and natural surroundings. We wanted it to enhance our home, which it does. The redwood arbor is in perfect

harmony with our new landscaping, and we now have a gorgeous place to sit and relax, eat with family and friends, or just sit and enjoy the beautiful views.”

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PRODUCT Spotlight By Simon Cameron

MODERN LOOKS for western red cedar include 1”x6” tongue-and-groove siding finished with a bleaching stain.

Substrate matters

The versatility of western red cedar rom a consumer’s perspective, choosing finishing materials and appearance products like siding has always been about weighing the pros and cons of one material over another. The question of cost, of course, is a major factor, as are considerations like long-term value, return on investment, and appearance and versatility. To complicate matters, trying to navigate a market and media landscape overrun with non-wood products and conflicting information only exacerbates the difficulty in making a final decision. Providing consumers and industry professionals with relevant and persuasive information on western red cedar (WRC) has been at the core of the Western Red Cedar Lumber Association’s mandate for over 65 years. While many retailers are selling out as soon as they have supply, the time to promote the importance of softwoods like cedar has never been more important, said Brad Kirkbride, managing director of the WRCLA. “We have an amazing story to tell about why choosing a natural product like cedar matters. And there are a host of reasons why consumers and professionals need to know that story now. Given the growing number of

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competitive products in the market, demonstrating to consumers the benefits they get with a product like WRC siding now will mitigate a situation like what happened to the decking market when composites gained traction.” The WRCLA’s strategy of emphasizing siding is timely given James Hardie Industries’ recent expansion plans and their “It’s possible” campaign, which focuses on exterior solutions that include siding. “We’re going to see more non-wood entrants in siding,” noted Kirkbride. “This is why we research what our audience needs to know to choose WRC over these products. One of the biggest competitive advantages cedar siding has over non-wood is the incredible versatility you get in terms of textures, profiles, finishing options, grades, or even if you want a horizontal or vertical design. But we also have a younger audience that’s coming of age soon that will change the game. It’s a generation of consumers who have a very different relationship with brands than we did, and who interact with content in a whole new way.” This new generation of consumers is the group referred (Continued on page 54) Building-Products.com

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COMPETITIVE Intelligence By Carla Waldemar

Cape of good fortune aptain Oscar Nickerson, it seems, had had enough of sailing the Atlantic. In 1895, he traded in his oceangoing schooner and bought a lumberyard in Chatham, Ma., re-christening it with his family name.

The outfit stayed in the Nickerson tribe for well over one hundred years, until, in 2012, local businessman Jeff Plank became the first non-Nickerson to helm the operation since its inception 117 years earlier. But he was

TO HONOR Mid-Cape’s 125th anniversary, late last year Jack Stevenson and Jeff Plank were presented an engraved sawblade by vendor SBC Cedar.

COMMUNITY EVENT: Mid-Cape’s 2nd annual First Responder Appreciation Day.

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not your nose-to-the grindstone, 24/7 hands-on man. His focus was more on the financials than on planks. And on the chance to grow the operation. Meanwhile, Jack Stevenson, living in Atlanta and manning a framing operation, had grown up with peoplepleasing in his DNA. As a kid, he’d worked in his dad’s lumberyard back in the northerly stretches of Wisconsin, which convinced young Jack that he was no fan of frostbite. But what about Massachusetts? Jack made sure that the cape, where Mid-Cape (now its name) was located, didn’t qualify as Arctic after a friend of his scored an interview for the yard’s newly-vacant top position. Jack decided, “If he doesn’t take the job, I will!” And he did. In 2014 he assumed the role of Mid-Cape’s president, declaring that he felt at home with the “good, strong nucleus of people working there. They invigorate the company,” he noted, following a time when speaking up was not always the norm. A staff of over 250 employees now populates Mid-Cape’s five shipping locations, scattered along the shoreline of Cape Cod Bay, and the Kitchen & Window showroom on Martha’s Vineyard. Launched seven years ago. “They’ve become empowered, especially with the addition of a few more key people of more aggressive style,” who embody Jack’s vision of “building the company where it counts—like, concentrating on selling framing packages, not just screen repair.” In hiring, Jack values experience— of course—but even more important, he feels, “is, putting people first: how they treat folks. Not ‘Me, me, me!’ That,” he emphasizes, “is not the key to success.” A smile is nice, but it had better be backed with expertise. Rather than Building-Products.com

flitting from, say, selling paint one hour to custom millwork the next (Mid-Cap added that niche five years ago when the company acquired “a key hire, who drives that business for us”), all staffers are assigned a specific department, where they can build up knowledge. And respect. “Our people drive our business: You just can’t do it without them. If you listen to your people, empower them, and work with them, you’ll be closer to your customers. Showing your staff how much you value them is the very foundation of our success—reps who take the time to get to know our customers and make them feel welcome. You’ll hear customers talk about when their dad or granddad shopped here.” Why do they keep on coming back? Jack has the answer: “It’s our people! “They seem to like to work here”—where turnover is low—“because the operation is not just about us [managers]. We’re real people, very much hands-on. It’s very much a team concept, with a very strong service ethic. It’s in their DNA,” Jack chuckles. “Our managers need to be people who mesh with other people—that’s the key to success.” Plus, a strong customer-forward outlook: “Think of the customer first: You’ve got to be much more externally focused and able to find solutions.” Mid-Cape has instituted a training department, specifically tasked with recruiting and retaining such employees. Mid-Cape’s customers (primarily the seasoned pros who erect the cape’s storied seaside residences) remain loyal, Jack believes, “because of the core values that drive us— which we constantly reinforce. ‘Do the right thing’ may sound hokey, but we do it. Yet,” he adds—“remember ‘The customer is always right’? That’s been under some revision in the past ten years. We’re doing a lot more custom orders than standard, and we go to great lengths to make sure those orders are written exactly as the customer specifies. So if they end up not liking it, it’s not our fault. We’ve got to protect ourselves, too.” To grow that customer base, Jack and his managers are “very active” in the local homebuilders’ association. Builders are frequent guests at golfing and fishing outings as well as vendor-fired Lunch & Learn sessions. “Plus,” Jack notes, “our managers have a very aggressive nature, from a leadership standpoint. But,” he adds, “you can’t be ego-driven. “ You’d better be community-driven, however, to play on this team. Payback is a big part of Mid-Cape’s mission.

MID-CAPE’S “Truck for a Cause” supported veterans. Building-Products.com

Jack Stevenson

These days, social media is an active ally, especially marketing via Instagram. Mid-Cape employs a full-time social media guru, effective in reaching new and younger customers. And it’s been successful: “They tag and re-tag us,” Jack reports. The website also boasts a livechat function and the invitation to be added to the outfit’s mailing list. Mid-Cape’s locations have been built from scratch, although the most recent addition represents an acquisition of century-old Wood Lumber Co. in Falmouth, Ma. They’re all six far from identical, and that’s by design. “They all share deliveries, but are distinctly different from each other—no two alike,” Jack instructs. “Wellfleet, for instance, is a quaint hardware store. Falmouth is our most charming. South Dennis acts as our hub” in serving the famously well-heeled residents of these storied coastal towns. (Can a whiff of the Kennedys be caught on the breeze?) Are more additions in the game plan? “We’re always looking,” Jack confirms. The new Kitchen and Window Showroom in Falmouth, added to better serve the area’s growing cache of builders, already is contributing to the region’s growth of new residential construction. And, of course, that Mid-Cape millwork plant also builds market share, never mind the current lumber shortage. Mid-Cape isn’t worried. “A lot of industry money is tied up in that right now, and it does create more challenges,” Jack allows. “But we’re on top of it—especially with our specialty, white cedar shingles.” It’s no surprise to hear Jack declare his reason for getting up in the morning: “I love what I’m doing! I love leading this team, the chemistry of it. And I love the prospect of new opportunities: Our staff is fair and honest, and I like to see them prosper.

Carla Waldemar cwaldemar@comcast.net September 2021 n

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OLSEN on Sales By James Olsen

Stealing is legal y brother has had a brilliant career. He had a lot of Fortune 500 Vice President jobs, but the one he had that we would most recognize was Senior Vice President of Sales and Marketing for DIRECTV during the Entourage era. He says, “I don’t have to be that smart. I just have to be smart enough to steal ideas from smart people.” In fact, he was much more a marketer than a salesperson, so when he went to DIRECTV, most of the curriculum he used with his sales team he took (stole!) from me! Another one of my brother’s quotes: “You know why we’ve done so well? Because we kept reading after college.” Reading is a conversation with an expert who is begging us to steal their ideas! Picasso said it best: “Bad artists copy. Good artists steal.”

Charm

I sold lumber for 17 years and did it the wrong way for the first seven! I was a know-it-all. You can’t teach someone who knows everything, anything. I worked with brilliant salespeople but wouldn’t listen to any of them. I worked hard, but I wasn’t friendly with my customers. All I cared about was getting the order and my customers felt it, so people would pick me off when I was the least expensive, but never worked with me like a partner (where the real money in sales is) because I wasn’t treating them like a partner. I woke up one day and realized I had to change my style. I had to be more likable. I started studying the two most charming guys I knew, Matt Dierdorff and Steve McNulty, who both still trade lumber today. Matt and Steve are not pushovers but everyone who meets them, likes them. After studying my two friends for about six months I realized that their best attribute was their ability to LISTEN to others. I started to slow down, LISTEN, and take the time to get to know everyone (not just the buyer!) at all of my accounts. When I started caring about my customers, they started caring about and buying a lot more from me. I doubled my business in less than a year!

Why Is This a Good Deal?

I have a brilliant student. She has done very well in a short time in the business. She is a demanding student in the sense that she will challenge the ideas I give her, but once she is convinced, she executes! She works with a Master Seller. When she was new, she would ask him, “Why is this a good deal? What should I

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tell my customers?” Then she would repeat what he told her with her own spin.

Best Customers, Best Practices

We need to get curious. We need to start asking our best customers how they run their businesses. Get into the details with them. People love talking about their business. This will build a better bond with these customers. In addition, we can take the ideas we get from our best operators and share them with our other customers. This makes us look like more knowledgeable salespeople, brings value to our entire account base, and sets us apart from all the sellers who are just trying to get the order.

I Don’t Like Them

We don’t have to love all our co-workers, but we can steal their ideas. I worked with a salesperson who didn’t like me much, in fact did everything he could to get me fired (it didn’t work). We were rearranging the cubicles on the floor and when the Vice President asked me where I wanted to sit, I told I wanted to sit across from this salesperson. He said, “James, you don’t even like him. Why do you want to sit across from him?” “Because he is a great salesman, and I can learn from him.” And I did learn a lot from him. There was also some, “Keep your friends close and your enemies closer” strategy happening. We don’t have to go it alone. There are plenty of people that will help us, that want to help us. We just have to keep our egos in check and our curiosity high to take in (steal) all the great ideas that are floating around us. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

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TRANSFORMING Teams By Susan Palé

Where have all the workers gone?

How to survive the labor shortages of 2021

’m writing this the morning of August 6, and the monthly jobs report from the USDOL has just been issued. Last month’s report was somewhat underwhelming, so this one has been eagerly awaited. It has lots of good news: • The economy added over 943,000 jobs in July, well ahead of economic forecasts. The biggest gains were in hotel, restaurant and public school positions. • The U.S. unemployment rate is now 5.4%, down from 5.9% in June. That is a significant monthly drop. • Average earnings are up 4% from July, 2020. Despite all this positive news, if you are an employer trying to hire, you are most likely not smiling. 2021 has brought a significant labor shortage that has impacted employers across industries and occupations. In June, the Washington Post published a list of the occupations facing the most critical labor shortages. Among the top 10: • Sawmill workers (#1) • Long haul truckers • Veterinarians • Mental health practitioners Not exactly a homogeneous list, is it? And while the labor shortage is certainly challenging, there are some strategies you can adopt to help you meet those challenges.

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1. Don’t Blame It on COVID COVID certainly knocked the rug out from under the economy, but many of the factors influencing current labor shortages existed before the pandemic. The working age population of the U.S. has been shrinking for a while now, and the lack of affordable, available child care and parental leave has kept many parents out of the workforce. Record stock market results and increased housing prices have influenced many older workers to re-assess their financial positions and decide to leave the workforce. And don’t assume this will all go away when COVID is “over.” With case increases on the rise almost everywhere, “over” doesn’t seem imminent. Extended federal unemployment benefits, scheduled to expire next month, have been widely blamed for being an incentive to stay home. However, over half of U.S. states have already ended this extension with no reported impact on availability of qualified workers. 2. Understand Salary Compression–And Take Steps to Address It If you haven’t heard of salary compression—or your organization hasn’t experienced it—consider yourself fortunate. It occurs when the salary relationship between two or more employees is too small to be equitable. It occurs across industries and impacts jobs at all levels, although right now the impact on low wage workers and their team leaders and first-line supervisors is particularly significant. A common example involves a new hire that demands more than current employees performing the same work. If you really need this new hire, you pay them what they are asking and then figure out how to manage that internally. There’s no easy, single solution to resolve this situation. Some strategies that do help include: • Standardizing pay practices and eliminating out of cycle salary increases • Creating promotional paths and career ladders for experienced employees • Attracting new hires with a combination of base salary plus signing, performance, and/or attendance bonuses to minimize internal equity issues Building-Products.com

3. Out with the Old

It’s not too early to discard some out of date pay policies that simply don’t work in the current environment. Now is the time to get rid of annual reviews of salaries and pay policies (once a year isn’t often enough), across the board pay increases of 2%-3%, and giving out of cycle increases in response to individual employee “asks.” Instead, it’s time to think about year-end planning. Some things to focus on now include: • Analysis of current pay levels to identify both external competitiveness and internal equity issues • Research of market competition, including new employers in the area (they frequently offer very high starting salaries to lure experienced workers), employers expanding facilities, and changes to competitors’ salary policies • Analysis of turnover and recruitment statistics to determine why employees leave—and where they go—and why prospective employees refuse offers • Progress toward achievement of 2021 business objectives, in anticipation of payout under existing incentive plans

4. Retain—So You Can Recruit Less One of the best ways to avoid the recruiting headaches of 2021 is to keep the employees you have. That’s not an easy task—so many people have left their jobs this year that economists have dubbed this the “great resignation.” So what can you do to retain employees? An early 2021 Prudential Pulse of the American Worker survey says 26% Q. What deductions can we take from a non-exempt employee’s paycheck?

A. First, make any deductions required by law such as taxes, unemployment, and Social Security. This would also include garnishments required by a legal authority such as the courts or IRS. Any other deductions would need to be categorized as those for the employee’s benefit and those that are not. Those for the employee’s benefit include insurance premium payments and repayment of a wage advance or loan. Anything that does not meet this criteria would have to meet other standards before being legally deducted. Under the Fair Labor Standards Act, any deductions that aren’t legally required or for the employee’s benefit must leave the non-exempt employee at least minimum wage for all hours worked and any earned overtime can’t be touched. In addition, laws in several states restrict the reasons an employer can make a deduction. For example, some allow deductions for uniforms and tools while others prohibit this practice. Some allow and others prohibit deducting for medical exams, pay advances, damages, theft, etc. You must verify the laws in the state where the employee works (not where you operate, if different) to determine what can and cannot be deducted. In states where you can’t make these deductions, you may be allowed other legal recourse but that may prove cost-prohibitive. To prevent any confusion leading to wage-and-hour complaints, we recommend using a comprehensive Uniform/ Equipment Issue/Return Form. Have the employee sign and date the form as well as initial each item and then use the form to prove they received each item and know the possible deductions.

Building-Products.com

of surveyed employees plan on leaving their jobs this year. Of those, 80% cited lack of career advancement as a reason, 72% said they were rethinking their skills and careers, and an overwhelming number wanted more flexibility in scheduling and work-from-home options. These, of course, are in addition to pay and benefit and lack of good supervision issues that always make the list of why employees leave.

5. Understand Your Competitive Markets We’re often asked by clients to “find out” what a specific competitor in the same industry pays for a certain job. Organizations typically don’t volunteer that type of information, but even if they did, there wouldn’t be a lot of value in it. Yes, you have competitors in your industry, but you most likely have lots of other competitors as well. If you hire entry-level employees, you are competing with big box retailers. And your accounting, finance, human resources, customer service, and IT employees can pretty much pack up and go to work anywhere. A few years ago, a regional banking client lost their ENTIRE accounting/finance department (think CFO through accounting clerks) to a state agency that opened an accounting office in the area. It’s doubtful the bank thought of a state agency as a competitor, and that certainly was a tough lesson learned. Susan Palé, CCP Vice President of Compensation, Affinity HR Group contact@affinityhrgroup.com

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“Focused on the future with respect for tradition” September 2021 n

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SELLING WITH Kahle By Dave Kahle

Dealing with a difﬁcult customer

difficuLt customer—someone who is angry or upset—can be one of the most challenging and rewarding encounters for most companies. If your people handle the situation well, you will often gain a long-term customer. Mishandle it, and you’ll watch the situation dissolve into lost business and upset people. What guidelines can you provide your employees to help them cope with angry or difficult customers? Here are two:

What is the source of your power? Unlike the customer, you are not angry, you are in control, and your only problem at the moment is helping him with his problem. If you step out of this positioning, and start reacting to the customer in an emotional way, you’ll lose control, you’ll lose your power, and the situation will be likely to escalate into a lose-lose for everyone. So, begin with a mindset that says, “No matter what, I will respect the customer.”

1. RESPECT. It can be difficult to respect a person who may be yelling, swearing or behaving like a 2-yearold. I’m not suggesting you respect the behavior, only that you respect the person. Keep in mind that 99 times out of 100 you are not the object of the customer’s anger. You are like a small tree in the path of a swirling tornado. But unlike the small tree, you have the power to withstand the wind.

2 . LISTEN. You don’t try and cut him off, you don’t urge him to calm down. Not just yet. You listen and you listen carefully. And as you listen, you begin to piece together his story. If someone is angry or upset, it is because that person feels injured in some way. Your job is to let the customer vent and to listen attentively in order to understand the source of that frustration. When you do that, you

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send a powerful unspoken message. You let the customer know by your listening and attentiveness that you care about him and his situation. Often, as the customer comes to realize that you really do care and that you are going to attempt to help him resolve the problem, the customer will calm down on his own, and begin to interact with you in a positive way. While these aren’t the only ways to deal with a difficult customer, these two strategies of respecting and listening to the customer will go a long way toward enabling your employees to deal effectively with one of the most challenging situations they’ll face. – Dave Kahle is a high-content consultant, instructor and author of 12 books, including the best-selling How to Sell Anything to Anyone Anytime and his latest, The Good Book on Business. He has presented in 47 states and 11 countries, and has helped enrich tens of thousands of salespeople and transform hundreds of sales organizations. Reach him at dave@ davekahle.com.

NEXT STEPS What to do after you listen...

1. IDENTIFY THE PROBLEM. 2. AVOID BLAME. 3. RESOLVE THE PROBLEM. Building-Products.com

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FCTG Acquires Industrials Firm

Forest City Trading Group has agreed to acquire the assets of Lake Oswego, Or.-based Affiliated Resources, Inc., a manufacturing, marketing, sales and distribution company specializing in the design, production and sale of proprietary branded wood, steel and plastic products. The company services original equipment manufacturing, agriculture, and industrial end-user businesses. Mike Wilkins, company founder, will remain with the company as president. “This acquisition allows us to continue to diversify our portfolio into value-added industrial branded products and offer more services and growth into their multiple business segments,” said Craig Johnston, CEO of FCTG, which is comprised of 13 separate forest products companies. “Our alignment with FCTG will allow our employees to continue to grow our business and provide them with the scale to service our ever-expanding customer base,” noted Wilkins. “Their high priority on talent acquisition and development, combined with the emphasis that both companies place on customer and suppler relationships fits our business model as we continue to innovate for our growing portfolio of industrial products.” The deal was expected to close on Aug. 31.

Spokane Chain Celebrates 75th with News of New Location

Amid celebrations of its 75th anniversary, The General Store, Spokane, Wa., announced plans to open its third Ace Hardware location—a 12,500-sq. ft. branch in Liberty Lake, Wa.

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Expected to open early next year, the store will feature a mix of hardware and home improvement products geared to the local residents, including lawn and garden and gear for fishing and marine activities.

NEWS Briefs Crown Ace Hardware, Huntington Beach, Ca., has purchased Dixon Hardware & Lumber Co., Dixon, Ca., from Tony and Stacy Tryba, owners since 2005. Baller Hardware has been opened in Highland Park, Ca., by Craig Cowie, replacing Do it Best Hardware, which closed in January after 45 years. Former Do it Best owner Jim Rossi remains the landlord for the property. Red Bluff Ace Hardware, Red Bluff, Ca., held a grand opening ribbon cutting for the new store July 30, led by manager Scott Moore. Ace Hardware opened a new 18,000-sq. ft. branch in

Elk Grove, Ca.

Builders FirstSource, Dallas, Tx., has authorized repurchase of up to $1 billion of its common stock. Eagle Forest Products, Eagle, Id., opened a new distribution facility in Montgomery, Tx., handling both industrial and commodity lumber, and fencing products. Randall Lumber & Hardware, Taos, N.M., recently

celebrated its 100th anniversary.

Building-Products.com

cally reject such an to offer. As a result, the buyers face Sierra Pacific Acquire Seneca

‘adverse onlyAnderson, sellers who will $750 Sierra selection’—the Pacific Industries, Ca., hasaccept agreed to are those unloading lemons. acquire Seneca, Eugene, Or., and affiliates, combining two “Smart buyers foresee thisforest problem. Knowing they complementary, family-owned products businesses couldstrong be buying a lemon, they $500. Sellers of with historical roots on theoffer Westonly Coast. theFounded lemons inend up Seneca with the same price they would have 1953, operates a 175,000-acre sustainreceived were tree therefarm, no ambiguity. peachesplant all stay ably-managed sawmills, But and the a biomass in in the garage. asymmetry” marketover for Oregon. SPI, a“Information leading lumber producer kills that the manages good cars.”acres of timberland in California and Washing2.1 million Structural panel buyers rely upon qualified ton, as well as wood manufactures millwork, windows, and inspecrenewtion energy. and testing like of thetwo APA to routinely test and able The agencies combination highly complementary certify the with quality of expertise the products they buy. This will creates an businesses deep in forest products result forefficiency individualand panel producers to “push” the staninincentive increased significant benefits to employees dard. A passage from Ackerloff’s famous paper: and customers. HARD MAPLE is popular throughout the Glacial Region. “There Jones are many markets in which use of some “Aaron and Red Emmerson are buyers both icons the market statisticindustry. to judgeThey the were quality offriends prospective purchaswood products also and had a deep long, winter climate, coupled with a short es. Infrigid this case isother an incentive for sellers tosummer market mutual respect forthere each as industry leaders,” said Seneseason, produces hardwoods with tight growth rings. poor quality merchandise, thevery returns for goodsoquality ca CEO Todd Payne. “This since proposed transfer makes much This creates lumber with outstanding color and fine texture, accruegiven mainly the entireprovide group whose statistic isproducts, affected sense the to companies complementary which isshared ideal for applications ranging from furniture, rather than to the individual As a result there tends to and have family valuesseller. and company culture.” cabinetry and doors to flooring, paneling and more. beBoth a reduction in the average quality of goods and also the SPI and Seneca have a strong focus on sustainable region supplies nine primary, widely usedforspecies, sizeThis of the market.” tree management, also managing their timberland thrivincluding: ash, basswood, cherry,and hickory, hardworld-class maple,techred When the industry is young, industry ing wildlife, healthy watersheds soils, production and oak, soft maple, white oak and walnut. nologies vary little and raw materials are relatively homorecreation. As Payne explained, “At Seneca, we grow more geneous (e.g., OSB), thisWe isn’t a major Buton it is than we harvest annually. have 92% problem. more timber oura Appalachian Region: Superior Q testing uality serious problem when inspection and also agencies land today than we had the 25 years ago. SPI grows more Spanning several states, find it difficult or Under impossible to keepmanagement upOhio, with Pennsylvania, a very rapidly than they harvest. theirincluding forest plan they North Carolina, Virginia and West Virginia, the changing industry. An example would be today’s overlaid expect to have more large trees on their timberlands 100 Appalachian region produces a wide of hardwoods Douglas plywood industry. Thererange are rapid changes years fromfir now than they have today.” species—all thing in common: quality. underway onwith bothone the demand (e.g.,superior much higher The companies also share aside company culture that alkarecThanks to the region’s climate conditions—warm linity concrete mixes are now essentially “pulping” ognizes employees as their most valuable asset, valuesconthe summers assist tree and cooler spring form panels) on with the supply side (e.g., much reduced support of that the and communities theygrowth, operate in and serve, and

gives back being toDouglas education and administerand fall seasons withdedicated colddense, winters, which fir allow that growth supplies ofbysmall-knot, veneers). The ing scholarship programs. to be gradual—hardwoods the aAppalachian “market for lemons” is likelyfrom having major effect region on the “Seneca is known for its commitment to and its people and feature tight growth rings, strong fibers, consistent size of this market today. communities, sustainable management, innovation in colors and grain textures.forest This leads to strength, durability manufacturing and quality wood products,” said SPI presiand beauty in the lumber, in addition to excellent width and Overcoming the Market for Lemons dent George Emmerson. a family-owned forest products longHow length cancharacteristics. individual“As panel producers overcome this company with similar values, SPI appreciates the maple, opportuniPrimary species include ash,industry’s cherry, hard red “lemons market” problem, their “race to the botty to continue thewhite legacy started by Aaron Jones and carried oak, soft oak, basswood, beech, birch, walnut, tom,” andmaple, depressed industry sales levels? They can offer on by the sisters. Seneca’s culture and operations are poplar andJones hickory, which are great forguarantees. high-end furniture, company-specific product performance amillwork, natural complement to Pacific. lookbrand forward to cabinetry, and We paneling, and more. Another approachdoors, is Sierra to flooring more aggressively prodbringing together our shared expertise which will in inNoInmatter region they come from, there areclearly many ucts. eitherthe case, the mill’s products need toresult be creased efficiency and benefits to employees customers.” North American hardwoods species as toand choose from. differentiated from their competitors’; we discovered The transaction expected bycertification the end of The decision as tois which onetotofinalized use comes down to the the earlier, industry-wide, third-party quality is third quarter. application andnot overall qualityLike and look of the project. important but sufficient. car buyers, panel buyers won’t chance paying peach prices when they may actually Don Barton is vice marketing for be –buying a Breaks “dressed up”president lemon. of sales Ganahl Ground at and Long Last Northwest Hardwoods, Tacoma, Wa. (northwesthardwoods.com). For some structural producers, Ganahl Lumber Co.,panel Anaheim, Ca., product expecteddifferentiato begin tion requires a majoronchange in company For construction in August a new hardware storeculture. and lumberinstance, is very difficult toCa. produce innovative, differenyard in Sanit Juan Capistrano, The facility will replace its tiated products forBeach the end use market if the company doesnearby Capistrano location. n’tEscrow also adapt different on athe 17-acresupplier-buyer Lower Rosanmindset. Ranch Supplierproperty, partners are often critical to the structural panel prowhich Ganahl Lumber purchased from the wood city for $5 milducer’s differentiation. lion, closed in late spring, following more than four years of As industry competition comes to focus more and more planning, negotiations and applications. Ganahl portion will upon only of ofthe use about nineone acres the“4P’s site forofitsmarketing”—price— new store and yard. “lemons” to proliferate and industry saleshas volume General tend manager Alex Uniack said the journey been tends to decline. “a challenging and complex process to get to this point, and we –are to move ofthe projectAmericas into theLLC, construction Royexcited Nott is president Surfactor Aberdeen, phase.” Wa., a German-owned producer of overlays, glue films, and press Homefilms Depot, others, spent nearlywith 15 years atcleaning for among the global woodhad panel industry, manufactempting to purchase the property before the city Reach zeroedhim in turing operations in Finland, Germany and Malaysia. CHERRY is among the major hardwoods of the Appalachian Region. on Ganahl in 2017. at roy.nott@surfactor.com.

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Building-Products.com 26 n The Merchant Magazine Building-Products.com

September 2021

(831) 457-5039

March2017 2019 n The The Merchant Building-Products.com September Magazine n 19 15

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MOVERS & Shakers Tom Hoffmann has been promoted to senior vice president for Boise Cascade Co., Boise, Id. Christopher “Casey” Harrison has been named general mgr. of MacBeath Hardwood’s Stockton, Ca., facility. He replaces longtime manager and VP MG Gutierrez, who is retiring after 45 years in the industry, the last 32 with MacBeath. Aaron Sluder, OrePac Building Products, Wilsonville, Or., has been promoted to general mgr. of OrePac’s Sacramento, Ca., operation. Scott Redelsperger is new to inside sales in Phoenix, Az. Kirby Reynolds, ex-Lowe Roofing, is new to outside contractor sales at Bloedorn Lumber Co., Sheridan, Wy. Dan Magno II has been promoted to general mgr. of Builders FirstSource, Albuquerque, N.M. Christopher Glidden, ex-Wildomar Ace Hardware, has been named store mgr. of Valle Vista Home Center, Hemet, Ca.

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Derek Byington, ex-Builders, is a new specialty sales representative with Franklin Building Supply, Pocatello, Id. Albert Garza has been promoted to store mgr. of McCoy’s Building Supply, Roswell, N.M. William Fannin has joined the inside sales team at Mawson Lumber, Fort Collins, Co. Lowell Frank, ex-BMC, is new to outside sales for Allweather Wood, working from the Seattle area. Jerry Orr is now with 84 Lumber, Meridian, Id., as a customer service mgr. Terry Haddix has been promoted to operations mgr. for Patrick Lumber Co., Portland, Or. Brian Downing, ex-Windsor Windows & Doors, has joined Huttig Building Products, as regional sales mgr. for Los Angeles, Ca. David Martinez, formerly with Valor Building Materials, is now with BuildersMax, Anaheim, Ca., as director of purchasing-imports.

September 2021

Travis Keatley has been promoted to senior vice president of timberlands for Weyerhaeuser Co., Seattle, Wa., effective Sept. 13, 2021. He will succeed retiring Adrian Blocker, who will stay on through midOctober to serve as a senior advisor and aid in the transition. Eric Tejada has joined HPM Building Supply, Keaau, Hi., as a purchasing assistant. Justin Ellis, LD Supply Co., Roswell, N.M., is now sales mgr. Phil Bonnell has been promoted to president of PABCO Building Products, Tacoma, Wa. Charles Miller, ABC Supply, Santa Maria, Ca., was one of 48 branch mgrs. promoted to managing p a r t n e r s , a l o n g w i t h Ry a n Gerardy, Phoenix, Az.; Warren H a l l i d a y , Yu m a , A z . ; Ry a n Mannick, Aurora, Co.; Wayne Margeson, Show Low, Az.; Jaiden Beck, Shelley, Id.; and Jake Wise, Vancouver, Wa. Colleen Penhall has been appointed vice president of global corporate communications for Jeld-Wen, Charlotte, N.C.

Building-Products.com

Travis Colby, ex-All Pro Fence, has joined the management team at Nina Construction Supply, Chandler, Az. Ryan Spears has been promoted to branch mgr. at Spears Construction Supply, Portland, Or. John Vandenberg has retired as VP-operations for Construction Supply Group, Denver, Co. Jamie Barreiro has been promoted to director of sales and estimation for Oregon Truss, Dayton, Or. Rose Lee will become CEO and president of Cornerstone Building Brands, Cary, N.C., upon the Sept. 6 retirement of current CEO James Metcalf.

Building-Products.com

Philippe Carpin, ex-Kohler, is now senior group category mgr. with Johns Manville, Denver, Co. Bill Spaulding, president of RustOleum Corp., has been promoted to president of RPM Consumer Group, Medina, Oh. He succeeds Terry Horan, who has retired. Michael J. Zugay, CFO, Koppers Holdings, Pittsburgh, Pa., is retiring Dec. 31, to be succeeded by Jimmi Sue Smith. Doug Asano, senior VP of sales & marketing for Roseburg Forest Products, Springfield, Or.; Ashlee Cribb, VP of wood products for PotlatchDeltic Corp., Spokane, Wa.; and Pino Pucci, VP of Tolko

Industries, Vernon, B.C., have been elected to APA – The Engineered Wood Association’s board of trustees. Cribb fills the seat vacated by Tom Temple’s retirement from PotlatchDeltic, Asano assumes Cribb’s seat, and Pucci replaces Jim Baskerville, who recently retired from Tolko. Gina Hoagland, a member of Huttig Building Products’ board of directors, was recognized as a 2021 Director to Watch by Directors & Boards. Felix Austed is now working around the clock at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

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ASSOCIATION Update Western Building Material Association is returning to in-person events, with an “Introduction to Building Material Sales” seminar Sept. 14 and an estimating workshop Sept. 15-16, both at its Kincaid Learning Center in Olympia, Wa. WBMA has also debuted Foundation LMS—an online learning platform designed specifically for the lumber and building material industry. Whether you need content to onboard new employees or need to train/educate existing ones, the association promises it will be an invaluable resource for your business. Foundation is continually evolving with new courses always in the works. By the end of summer, WBMA will have added courses on Forklift Safety Training, Customer Service, and Estimating/Blueprint Reading & Takeoff. Mountain States Lumber & Building Material Dealers Association will hold an “Introduction to Building Material Sales” class Oct. 5, followed by an estimating workshop Oct. 6-7 at the DoubleTree by Hilton Tech Center in Denver, Co.

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Attendees to the first will receive a basic understanding of building material operations, product usage in residential construction and customer service. This workshop is designed for personnel new to the industry, employees with limited training, as well as those more experienced desiring additional industry knowledge. At the estimating workshop, attendees will learn the basics of floor, wall and roof framing while developing a material list. Contractor salespeople, inside sales support, and anyone desiring to learn the basics of how a take-off is developed are the targeted audiences. North American Wholesale Lumber Association has enlisted motivational speaker extraordinaire Mark Scharenbroich to keynote the NAWLA Traders Market Nov. 10-12 at the Kentucky International Convention Center, Louisville, Ky. Other speakers will include Ryder Systems’ Kevin Askew, Doss Logistics’ Sheldon Doss, Timber Products’ Tom Gennarelli, J.B. Hunt Transport’s Steve Guthrie, Manufacturers Reserve Supply’s Tina Breen, Patrick Lum-

September 2021

ber Co.’s Chelsea Brown, and Capital Lumber’s Bethany Doss. NAWLA’s Vancouver, B.C., regional meeting is set for Sept. 21 at Mahoney’s Tavern in False Creek, Vancouver. National Hardwood Lumber Association has booked Chick-fil-A chief marketing officer Steve Robinson and Euler Hermes chief economist Dan North to keynote its annual convention Sept. 22-24 in West Palm Beach, Fl. Themed “Turning the Tide with Innovation,” the event will also offer presentations on new markets for hardwood by Virginia Tech’s Dr. Henry Quesada, NHLA rules changes by chief inspector Dana Spessert, exports by AHEC executive director Mike Snow, and avoiding becoming a cybersecurity victim by MindSprout’s Scott Raba. BC Wood will hold a pair of online Global Buyers Missions—Sept. 29-30 for North and Latin America market buyers and Sept. 14-15 for Asian market buyers. Hoo-Hoo International has canceled its annual convention planned for September due to COVID.

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Roseburg Shakes Up Western Plants

As part of a restructuring of its western operations, Roseburg will launch a multi-million dollar investment in new technology at facilities within the region, while shuttering its particleboard plant in Dillard, Or. The closure of the Dillard Composites plant, which has operated since 1965, will affect 179 current team members, who will be offered employment opportunities elsewhere in the organization. Some machine centers will continue to operate into late October. Roseburg undertook an extensive study of strategic investment opportunities to enhance its integrated business model in the West. “The analysis led to the decision to close Dillard Composites and look toward the investment, growth and continued modernization of our western integrated business model,” said president and CEO Grady Mulbery. “The coming investment in automated technology will create a more competitive business and allow us to maintain a robust, long-term presence in Douglas County, the state, and the industry as a whole.” The company will continue to produce particleboard at plants in Missoula, Mt.; Simsboro, La.; and Taylorsville, Ms.

Cornerstone Adds Cascade Windows

Cornerstone Building Brands, Cary, N.C., has agreed to purchase vinyl window and door manufacturer Cascade Windows, Spokane Valley, Wa., for $245 million. Cascade has roughly 800 employees at six manufacturing and three distribution locations throughout the West and Pacific Northwest. “Cascade is an excellent strategic fit for our company and advances our strategy to grow in the large, deep residential

windows market,” said James S. Metcalf, chairman and CEO. “Additionally, the acquisition expands our manufacturing presence across the rapidly growing west coast region and enhances our tailored solutions offering for our customers.” The deal is expected to close during the third quarter. Other door/windows brands held by Cornerstone include Ply Gem, Silver Line, Simonton, Atrium, American Craftsman, Great Lakes Window.

Investment Firm Secures Trimlite

Door and doorlite manufacturer Trimlite Manufacturing, Renton, Wa., has been acquired by private equity firm Wynnchurch Capital L.P. “Wynnchurch shares our commitment to putting the customers first and we are excited to partner with them as we pursue our next phase of growth,” said Patrick Hooper, CEO of Trimlite.

LMC Hosts Online Hardware Express

LMC hosted 60 exhibitors with nearly 300 attendees Aug. 9-11 at the second consecutive virtual edition of the LMC Hardware Express. Matching the attendance of last year’s virtual event, dealers were able to maximize buying opportunities with access to exclusive show specials from exhibitors. The Express also hosted sponsor presentations and gave the dealers the flexibility to meet with suppliers and the LMC team over the course of three days. The 2021 virtual edition hopes to be the last of its kind for LMC for the foreseeable future. The 2021 LMC EXPO, planned for November, is to be in person at the Pennsylvania Convention Center in Philadelphia.

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ity in Tracy, Ca., is being purchased by Volumetric Building Companies, Philadelphia, Pa. “With the continued growth and success of VBC, we were exploring options to expand our manufacturing footprint and industry influence,” said CEO Vaughan Buckley. “Katerra’s Tracy location provides an exceptional opportunity to bring our hands-on construction and manufacturing expertise to a state-of-the-art facility and build our presence on the West Coast.”

Ace Adding Central California DC CROWN ACE Hardware’s three stores in Newport Beach and Corona del Mar, Ca., raised $7,000 this summer to help build a new Junior Lifeguard facility near the Balboa Pier. Left to right: Newport Beach Junior Lifeguard Foundation’s Graham Harvey, Crown president Mark Schulein, and Ben Carlson Foundation’s Jake Janz. Crown’s six OC locations also expect to raise over $100,000 this year for CHOC Children’s Hospital.

Katerra Sells Milling Facilities

Bankrupt cross-laminated timber manufacturer Katerra has found buyers for its two main manufacturing facilities. The bankruptcy court approved the sale of its two-yearold, 270,000-sq. ft. CLT plant in Spokane, Wa., to Mercer International, Vancouver, B.C., for $50 million. “We are very pleased with our impending acquisition of the facility,” said Mercer CEO David Gandossi. “It represents an attractive entry point for us into the CLT business with a near-new, state-of-the-art facility.” Katerra’s two-year-old, 577,000-sq. ft. component facil-

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Ace Hardware Corp. will open a new Retail Support Center (RSC) in Visalia, Ca., to occupy more than 1 million sq. ft. and serve more than 300 Ace-affiliated stores in multple western states. Centrally located between Sacramento and Los Angeles, the new facility will augment the company’s Rocklin, Ca., and Prescott Valley, Az., distribution centers. Construction is scheduled to begin later this year; the distribution center will be fully operational in early 2023. The Visalia RSC will feature new technology, a climatecontrolled environment, improved automation to help streamline and enhance operations, and room to expand.

Modesto Yard Fire Ruled Arson

Arson has been determined as the cause of a June 18 fire that caused approximately $2 million in damages to American Lumber Co., Modesto, Ca. Thus far, no arrests have been made in the case. The blaze destroyed four older, lesser-used buildings, but also forklifts, materials and a mill that will take months to rebuild.

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HPM Celebrates Centennial

HPM Building Supply, Hawaii’s local, fifth-generation, family-founded building industry retailer, manufacturer, and supplier, is celebrating its 100th year anniversary in 2021. HPM has a long, storied history in Hawaii’s building industry and is a leader in the community. The company has survived two devastating tsunamis, which wiped out whole facilities and inventory, each time rebuilding and reestablishing itself. “HPM is grateful for the support of generations of customers who have chosen HPM as their main source for building supply materials over the last century,” said Jason Fujimoto, president and CEO, HPM Building Supply. “We look forward to continuing to grow and innovate our business to help others build and live better.” After a century in business, HPM is now a statewide organization, with branches and services on every major Hawaiian Island and 14 locations across the state. HPM is also 100% employee-owned by their more than 400 owneremployees, who share in the company’s success. HPM could not have accomplished this milestone without the support of its local communities. To show appreciation,

and in honor of their centennial year, they are giving back on an even larger scale this year. Their celebration includes a commitment to accomplish 100 community acts of service, special centennial-related benefits and activities to thank professional partners and customers, and statewide giveaways—the most recent of which will award one lucky winner with $20,000 of building materials from HPM towards a home project of their choice. HPM Building Supply was founded in Hilo in 1921 by Kametaro Fujimoto, the great-great-grandfather of the current CEO. HPM specializes in lumber, building materials, paint, tools, trusses, wall panels, metal and composite roofing, kitchen and bath design, and pre-designed house plans. HPM was one of Hawaii’s first businesses to establish an employee profit-sharing plan in 1959 and, in 1977, became one of the first companies in the state to be employee-owned.

Humboldt Taps Global Sales Agent

Aspen Pacific Industries, Vancouver, B.C., has been named the exclusive international sales agent for Humboldt Sawmill and Allweather Wood. Humboldt Sawmill, located in Northern California, owns and operates three sawmills and 440,000 acres of redwood and Douglas fir timberland. Allweather Wood is the largest manufacturer of preservative treated lumber in the western U.S. with annual production of over 500 million bd. ft. Aspen Pacific, a leading Canadian manufacturer and global exporter of softwood and hardwood lumber, will market a wide range of premium redwood, Douglas fir, and preservative-treated lumber products into Europe and PanPacific markets such as Vietnam, China, India, Southeast Asia, Japan, Taiwan, French-Polynesia, and Guam.

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Construction Firms See More Growth Ahead While construction companies continue to face supply chain disruption as a result of the pandemic, these companies are more optimistic (56%) than the national average (52%), expecting overall economic conditions in the U.S. will improve, according to a new study from Umpqua Bank. The survey shows that construction firms tend to see improving finances in the year ahead. About 66% said they expect revenues to increase, compared with an average of 55% for all sectors, and only behind that of retail (67%). The construction industry also expects profits to rise, with 52% saying so, compared with an average of 45%, and trailing only retail (67%) and manufacturing (57%). Construction firms also said they will continue to retool their approaches over the next year. Remarkably, 73% said they plan to make significant changes to pricing, more than any other sector, with others trailing well behind, such as manufacturing (50%), business services (49%), and wholesale (48%). About 34% said they are likely to take on debt to grow in the coming 12 months, versus 29% of all those polled. About 31% are considering increasing their real estate footprint, similar in inclination to other industries (32%). “Construction firms of all sizes have shown remarkable resilience during the pandemic, and generally appear optimistic about the economy and their prospects for growth,” says Richard Cabrera, executive VP at Umpqua Bank. “They have faced volatile commodity prices and labor shortages, but strong demand for real estate, such as housing and warehouses, has allowed operators to pass much of the rising costs on to buyers.” Like many enterprises, businesses in the construction industry have made changes and adapted in response to the

pandemic. However, they are less like than other business to keep changes made long term: only about 37% of firms said they will maintain most or all of the changes they put in place since March of last year, the lowest among all sectors in the study. The national average was 54%. About 95% of the construction industry said they had supply issues over the last 12 months, compared with an average of 88% for all sectors. Roughly 20% of construction firms said they are more likely to acquire another business in the coming year, versus 26% of all companies. Only 33% of firms said they would likely automate repetitive tasks over the next year, below the average of 44%, but 58% they would look for ways to digitize the business to improve efficiency, in line with the average of 59%. “We see very encouraging signs despite some macroeconomic adversity,” Cabrera says. “We’re likely going to see strong growth in construction for the foreseeable future.”

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Roseburg Acquires Oregon Lands

CatchMark Timber Trust, Atlanta, Ga., has completed the sale of 18,063 acres of Oregon timberlands for $100 million in cash to Roseburg Resources Co., Springfield, Or. The land—known as the Bandon property—had been purchased by CatchMark three years earlier for $88 million.

Online Tool Opens Up New Doors

Simpson Door Co., McCleary, Wa., launched a new Find A Door interactive selection tool. With a user-friendly interface, the new tool makes it easy for homeowners and builders to search for and purchase a truly one-of-a-kind door. Find A Door offers multiple ways for a consumer to find their perfect door, regardless of whether they are an expert or a novice. For example, the Architectural Style sort functionality pairs users with a specific door number based on their home’s design aesthetic. Once they select a door, they can personalize it and send it directly to an authorized dealer of their choosing to request a quote. “For years, we have been telling homeowners they can have any door design, style, wood type or glass type— there are no limitations. That said, it can be difficult for homeowners to envision the customizations they can make and then communicate their vision to a retail dealer,” said Brad Loveless, marketing and product development manager. “Our Find A Door tool gives homeowners the freedom to design exactly what they want, see it on the screen in front of them, and then quickly and easily receive a quote from their dealer.”

Hardie Issues Sustainability Report

James Hardie has released its first global sustainability report. Hardie’s 2021 Sustainability Report, Building Sustainable Communities, outlines its sustainable future, company commitments and significant progress made to date in four key areas: communities, environment, innovation and zero harm. It is supported with measurable goals and metrics in each of the four areas, including goals for greenhouse gas reduction, diversity, environmental product declarations, and safety. “Our commitment to building better, more sustainable communities starts by building better homes, with the

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homebuilding materials of the future,” said Hardie CEO Dr. Jack Truong. “Our commitment to a sustainable future extends to our James Hardie community, the local communities in which we operate, and across the largest shared community of all, our global ecosystem. At James Hardie, we are transforming the way the world builds by offering better, safer and more sustainable products.”

Videos Tout Gypsum Roof Board

Georgia-Pacific has launched the first of a four-part video series demonstrating the value of choosing a gypsum roof board to help protect against fire, wind, puncture and hail. The “Four Dimensions of Durability in Roofing” series debuted with the introduction of the first dimension—fire— and illustrates the advantages of adding a gypsum roof board to a roof assembly. The three other videos will be released in the months to come. Each video will focus on one of the four dimensions of durability that roofing contractors should expect from their coverboard, referencing testing methods and results.

Huber Buys Consulting Firm

Huber Resources Corp., Charlotte, N.C., has purchased certain assets of Sewall Forestry & Natural Resource Consulting LL, which will expand its capabilities globally in key service areas including timberland appraisals, forest inventory management, and forest modeling. The SFNR business was formerly owned by James W. Sewall Co., a 140-year-old Maine-based consulting firm providing renewable energy site design, environmental permitting, transportation engineering, geospatial data analysis, and natural resource economic analysis.

Strong-Tie Updates Two Guides

Simpson Strong-Tie, Pleasanton, Ca., has released two updated publications—its 2021-2022 Wood Construction Connectors catalog and the latest edition of its Strong-Rod Design Guide. The new Wood Construction Connectors catalog is a comprehensive guide to SST’s most recent innovations and product line expansions for wood construction applications. Available in print and online, the catalog includes

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allowable load tables for all products and was updated to comply with the 2021 IBC and IRC building codes. In addition, it features product illustrations and installation notes designed to assist engineers, architects, designers, pro suppliers, and contractors in selecting the right wood connector products for improved performance, efficiency and productivity.

Instead of using metal connector brackets as in a holdown system, continuous rod tiedown systems consist of a combination of rods, coupler nuts, bearing plates and shrinkage- compensation devices that work together to create a continuous load path to the foundation. Featuring the Strong-Rod ATS anchor tiedown system and the StrongRod URS uplift restraint system, the Strong-Rod Design Guide provides detailed instructions for achieving maximum resistance to both seismic and high-wind forces while ensuring installation efficiency on the jobsite.

“We take pride in putting together great catalogs for our customers because we know they depend on this information to design and build safe, strong structures,” says Sam Hensen, Simpson Strong-Tie vice president of connectors and lateral systems. “For 65 years, customers have relied on our Wood Construction Connectors catalog as a one-stop resource for the latest information on our newest innovations as well as any changes related to building codes or new testing.” Among the new innovations featured are two patent-pending connectors— the LTTP2 light tension tie and LSSR slopable/skewable hanger series. The updated Strong-Rod Design Guide helps engineers, architects and builders achieve continuous load paths in multistory and mid-rise light-frame wood buildings. Seismic and wind events are serious threats to the structural integrity of all wood-framed buildings. For one- and two-story structures, straps, hurricane ties, and holdowns are often sufficient for resisting shearwall overturn and roof-uplift forces. Taller multistory structures frequently have more complicated designs, including larger window and door openings, that create the need for continuous rod tiedown systems to better resist both lateral and uplift loads. Building-Products.com

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NEW Products

Redesigned Furring Strips New-Age Jobsite Radio Bosch Power Tools has unveiled two new iterations of its jobsite radio, the GPB18v-5C, an 18v Jobsite Radio with Bluetooth 5.0 and Power Station, and the smaller GPB18V-2C, an 18V Compact Jobsite Radio with Bluetooth 5.0. Both designed with durability, flexibility and portability in mind, they are built for the roughest jobsite environments. With USB charging capability, mobile devices will stay charged and ready at all times. n BOSCHTOOLS.COM (877) 267-2499

Benjamin Obdyke has completely redesigned its Batten UV furring strips with improved compression resistance well-suited to open-joint cladding systems. The new Batten UV strips are designed to maintain a 3/8” space even with the screw-fastening required for composite decking, which is often used to create trendy open-joint cladding systems. The compression resistance mimics that of a wood furring strip, but with the added benefits of air flow and moisture resistance. The new Batten UV features a notched design that provides multi-directional airflow to help keep the wall cavity dry and allow drainage in rainscreen applications. n BENJAMINOBDYKE.COM (800) 523-5261

Get a Grip KNIPEX Tools’ new TwinGrip Pliers are the industry’s only slip joint pliers with a five-adjustment push-button. The tool features both front and side gripping areas. The unique front gripping area is ideal for gripping stripped screws and bolts. The jaws of the side gripping area feature opposing teeth that allow the pliers to grip round, square and hex materials with maximum force. With five adjustment positions, the tool offers a gripping capacity for diameters and widths across the flats from 5/32” to 7/8” with just the push of a button. The TwinGrip easily grabs flat objects with its three-point contact system.

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Owens Corning’s new PINK Next Gen Fiberglas insulation enables up to 23% faster installation compared to its existing products. Advanced fiber technology creates a tightly woven network of soft, fine fibers to form a super-resilient blanket of insulating micro-pockets. The insulation offers 99%-safer fire performance and no chemical fire retardants added to fiberglass (99% less smoke generation potential under controlled fire test conditions vs. a competitive combustible insulation). n OWENSCORNING.COM/PINKNEXTGEN (800) 438-7465

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Blind Spots ODL, Inc. has expanded its Blink Blinds + Glass line with a new, 7/8” version of its popular blindsbetween-glass. Featuring durable blinds sandwiched between two panes of glass, the new thickness provides a slim option for light and privacy control to patio doors up to 18 sq. ft. and windows up to 12 sq. ft. with a 7/8” IG pocket. The new Blink 7/8 Custom blinds feature matching components in six colors, tempered or annealed glass, and options of clear glass, 8 Low-E or 4 NEAT. EasyGlide Operator raises, lowers and tilts blinds with just slight movement. n ODL.COM (866) 635-4968

Benchtop Planer RYOBI continues to expand its benchtop category with the new addition of a 12-1/2” Corded Thickness Planer. Its 120v, 15-amp motor delivers maximum power for smoother cuts. The 1/20” depth of cut control allows you to achieve your desired depth for precision planing. Featuring extra-long infeed and outfeed tables, it provides over 31” of material support for your large jobs. It also features a four-column frame, which reduces snipe and improves uniformity. The planer includes two planer knives, a knife removal tool, hex key, and dust hood. n RYOBITOOLS.COM (800) 525-2579

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Comfy on the Knees Klein Tools’ new Hinged Gel Knee Pads provide all-day protection for the toughest jobs. A top strap positioned above the knee reduces shifting and to keep the knee pad centered. Lightweight, multi-layer pressure-absorbing gel padding system provide knee support. Durable, slip-resistant, rounded-out synthetic rubber kneecaps grip work surfaces for stability. Breathable mesh and neoprene lining keeps wearers cool. n KLEINTOOLS.COM (800) 553-4676

Duct Sealant Red Devil D-Seal is a smooth, water-based duct sealant for all types of commercial HVAC duct systems. Formulated for permanent flexibility and adhesion, D-Seal offers excellent water resistance and sealing strength, fast dry time, low VOC, and UV, mold and mildew resistance. n REDDEVIL.COM (800) 423-3845

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Concentrated Color Easy Extensions

L.J. Smith’s new Concealed Iron Baluster Installation Kit makes it simpler for homeowners to tackle the DIY project of installing half-inch hollow square iron balusters. The kit can be used for both open treads and level runs on a stairway. There are no adhesives or shoes involved. After removing the old baluster, simply slide the plastic insert into the bottom of the hollow-trimmed iron baluster. Then, install the dowel screw into the tread, and screw the plastic insert and baluster onto the tread surface.

Lift-assist technology provides up to 50% assistance in raising and speed control in lowering Werner’s new easy-operating extension ladder. The internal spring mechanism operates similar to a garage door system. As the internal lift cable is pulled, a spring releases tension and helps lift the fly section with less effort. When the fly section is lowered, it reloads tension on the spring, providing resistance to keep the fly section from slamming to the ground. The fiberglass ladder’s lift-assist mechanism is connected through an ultra-high-molecular-weight polyethylene rope, the same material used for lines on sport parachutes and in the marine industry.

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Baluster Replacement

U-C Coatings has introduced an innovative wood fence stain from its Eco Chemical division. Fence Guard is a concentrated water-based alkyd stain designed specifically for wood fences. It comes in 1.5- and 5-gallon sizes in four semi-transparent colors (Natural Cedar, Expresso, Cocoa Brown, and Western Redwood) that will satisfy the majority of market color preferences. The concentrate is mixed with two parts water to make a readyto-use stain. It can be used on any residential or commercial softwood fence installation, old or new, including cedar, SPF and treated wood. n UCCOATINGS.COM (888) 363-2628

Reliable in a Scrape ToughBuilt’s new Five-Blade Utility Knife with On-Tool Blade Storage and Snap-Off Blade can be used in a multitude of settings, from construction to DIY. The tool can cut paper, cardboard, leather, drywall, plastic sheeting, and other materials. It can switch between two modes: scraper mode—to remove paint, putty or adhesive from surfaces—and utility knife mode. n TOUGHBUILT.COM (949) 528-3100

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At Royal Pacific you’ll pay no more, but get extra. We guarantee it.

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

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

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

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NextGen Hole Saws Milwaukee Tool has introduced the next generation of Hole Dozer with Carbide Teeth Hole Saws, featuring a new 3 TPI design to deliver faster cuts with the durability of a bi-metal saw and life of a carbide hole saw. The carbide teeth provide the ability to cut through stainless steel, cast iron, fastener embedded wood, cement board, fiberglass, plaster, asphalt shingle, and more with ease. Deep gullets clear material fast and all-access slots provide fastest plug removal, resulting in efficiency and productivity with less downtime between holes. A new slot design provides increased pilot visibility for accurate placement and faster chip ejection, keeping the cut cool. With a cutting depth of 1.62”, saw sizes range from 3/4’’ to 6’’ and are sold individually and in nineand 12-piece kits. n MILWAUKEETOOL.COM (800) 729-3878

Liquid Membrane Georgia-Pacific has launched DensDefy Liquid Barrier, a fluid-applied, air- and water-resistive barrier. Once applied, it produces a seamless, durable membrane on exterior gypsum sheathing, wood sheathing, CMU and concrete walls. The single-component, monolithic, elastomeric, STP-based water-resistive barrier and air barrier was developed to help protect against water intrusion and mitigate the risk of unwanted air movement. It cures quickly and in wet conditions, is exceptionally durable, and is vapor permeable, meaning it allows damp surfaces to dry. n DENSDEFY.COM (800) 283-5547 Building-Products.com

IN Memoriam Bradley Haines “Brad” Jennings, store manager at Economy Lumber, Oakland, Ca., died Aug. 6 after a long fight with cancer. He was 61. He began his industry career with Foothill Hardware, Oakland, then spent many years with Truitt & White Lumber, Berkeley, Ca., before joining Economy Lumber in 2005. Betty Ann Ekenberg Foster, 86, pioneering Northern California lumberwoman, passed away July 20. She started her career in the forest products industry working for Masonite, Ukiah, Ca. On June 29, 1959, Betty became the first woman on the payroll of the Al Thrasher Lumber Co., Ukiah. She worked her way up to sales manager and was nicknamed Betty “Queen of the Redwoods.” Masonite acquired Al Thrasher Lumber in 1969. When they closed, Betty continued her career in the redwood industry, working with LP Rounds Reman, Redwood Empire Sawmill, Preston Lumber, and Tali-Pak Lumber & Milling. She was a member of the local chapter of Women in Timber as well as of the Ukiah Hoo-Hoo-Ettes—the women’s auxiliary of the then all-male local Hoo-Hoo Club. In 1987, Betty planted a vineyard in Redwood Valley, Ca., Elizabeth

The Merchant Magazine n

Vineyards, and soon after began making wine with the grapes. As she sold truckloads of lumber and it wasn’t surprising when a bottle or two went with the truck as a thank you. Her generosity also found its way on to tables at Hoo-Hoo functions, especially those of Black Bart #181. Robert “Jack” Burnard, former VP of purchasing for Forest Grove Lumber Co., McMinnville, Or., died July 21 at the age of 79. After graduating from Willamette University in 1964 (BS, chemistry) and Cornell University in 1969 (PhD, chemistry), Jack returned to Oregon to teach and do research at Oregon State University. In 1975, his father called and asked him to fill in at the family sawmill, Forest Grove Lumber, for an employee who recently resigned, saying he was needed for about two weeks. Jack filled the position and ended up staying with the company as it grew, moved and evolved for the next 35 years until the company closed in 2010. Jack was one of the inventors of Accuruff and pioneered several other innovations in processing and marketing lumber. In 2006, he was honored with the Portland Wholesale Lumber Association Lumberman of the Year Award. Harry Chester Bleile, longtime West Coast lumber salesman, died July 27 at the age of 96.

September 2021

After a semester at Oregon State University, he enlisted in the Air Corps on the day before turning 18. He served as a navigator for the 8th Air Force, 351 Bomb Group, based in England. After V-J Day, he returned to Oregon State. He began his 52-year career in lumber sales with Sterling Lumber, Redding, Ca., until he was recalled to serve during the Korean War. He then worked as general manager for a family-owned lumberyard in Bakersfield, Ca.; as marketing manager for Kimberly Clark Forest Products Division, and ultimately with P&M Cedar, Stockton, Ca.—until he was “downsized ” when he was 75. Harry helped found Redding’s Forest Museum. Warren Russell Weathers, 74, head of forest management consultancy W.R. Weathers & Associates, Lowell, Or., died July 30. He received a bachelor’s degree in forest management from Oregon State University in 1970 and a master’s of business administration from the University of Oregon in 1985. A certified forester, appraiser, tree farm inspector, and forest stewarship advisor, he worked for the Oregon Department of Forestry in Coos Bay and Pendleton, Or.; Schnabel Lumber Co./ Evergreen Logging, Haines, Ak.; and Shee Atika, Sitka, Ak., before launching his own company in 1982.

Building-Products.com

SMOKY HILLSIDES did not keep guests away from the annual Old Time Lumbermen’s BBQ.

Redwood showplace hosts lumber old-timers For the 19th Annual Old Time Lumbermen’s BBQ, Bruce and Linda Burton, Willits Redwood Co., welcomed a who’s who of industry veterans—a “good mix of the old and the older”—to their Willits, Ca., homestead, described by one attendee as “a stunning billboard for redwood.”

ENTERTAINMENT PROVIDED by [1] Floyd Latimer, Ken Carter, Bruce Burton. [2] Deanna & Micah Smith, Bill Highsmith. [3] Roger & Michele Burch, Doug Willis. [4] Gene Pietila, Becki & Tom Armstrong, John Pietila,

The home, designed to look like a stable even though the horses are kept elsewhere on the property, was built entirely of redwood. It was open on each end, with skylights overhead, which normally provide a breathtaking view, yet this afternoon they were hampered by wildfires in the distance.

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September 2021

Chet Pietila. [5] Frank & Julie Zak, Laurie & Dan Kepon. [6] Joe Sutphin, Ricco Travalini, Deber Dodd, and Branden Floyd gather around the redwood trough—filled with ice and bottled water. (Photos by Donna Willis) Building-Products.com

Attendance at the Aug. 7 get-together was better than expected, considering the lingering effects of the pandemic and poor air quality. As a capper, Bruce Burton took to the banjo with a threepiece combo he has been performing with for the past 20

REDWOOD SIBLINGS (cont.) [7] Claudia Lima, Clyde Jennings. [8] Denis & Ellen Stack. [9] Lowell Wall, John Souza. [10] Jim Frodsham, John Lima. [11] Dave Dahlen, Troy Turner, Mike & Taylar Cameron, Ernie Burton with baby Eliza. [12] Vanessa Burton, Michele Burch, Lisa Weger.

Photos by Donna Willis

[13] George Gentrey, Matt Dias. [14] Estelle Clifton, Rudy Ramos. [15] Jim Russell, Lowell Wall. [16] Craig Benclove, Todd McMahon. [17] Nick Kent, Zeke Seacrest, Pat Hovland, Randy Jacobszoon, Sam Jacobszoon. [18] Tom Conroy. [19] Event hosts Linda Buletti-Burton & Bruce Burton.

Building-Products.com

September 2021 n

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OLD TIME LUMBERMEN’S BBQ

years. A talented musician, Burton plays several instruments and periodically hosts music nights for the local community. No Lumberman of the Year Award was bestowed, but expect the honor to be revived next year, when the event returns to Healdsburg, Ca.

Substrate Matters (Continued from page 14)

to as Zoomers, or Generation Z, the oldest of whom are now in their mid to later 20’s. “They’re the generation who are following millennials into the market,” added Kirkbride, “but what makes them different is they’re the first, true ‘digital natives’; they’ve grown up not knowing a world before the internet, and they have very strong attitudes on subjects like sustainability and corporate citizenship that align with the values of Real Cedar. When we talk about why substrate matters, this is definitely one of the groups we’re talking to.” The substrate matters messaging the WRCLA employs includes information on natural wood products’ role in carbon capture and climate change mitigation, and highlights the fact the Real Cedar brand means it comes only from responsibly managed sources, among other points. This is of noted interest for Generation Z, as two 2020 studies by Fresco Capital and Bloomberg showed climate change was the leading concern for this group, and that they were willing to pay more for sustainable products.

ALSO POPULAR: Engineered knotty shiplap western red cedar siding.

“Composite products are growing in popularity, but there’s a big misconception that they’re maintenance free and environmentally friendly because they use recycled materials,” added Kirkbride. “The opposite is true when you look at what’s emitted to manufacture them, and that they’ll end up in a landfill.” While promoting wood’s green aspects are important, the association is quick to point out that the most popular reason for choosing WRC is its looks. “You can’t beat the beauty of a natural product like WRC,” continued Kirkbride, “And WRC’s even more appealing when homeowners discover the wealth of options they have to customize the look they want. There are lots of profiles and grades, but the range of finishes from shou sugi ban (charred WRC) to bleaching stains and everything in between creates almost limitless possibilities.” To complement the versatility message, the WRCLA is also promoting an emerging product that’s seeing growth in the market: engineered WRC siding. WRCLA members produce, distribute and sell three main product categories of engineered WRC: engineered clear solid western red cedar, engineered T&G WRC with a clear veneer overlay, and engineered knotty western red cedar, all of which are creating new opportunities for architects, builders and designers. Kirkbride pointed out that “the importance of a product like engineered WRC can’t be understated. Man-made siding products don’t have to deal with the harvest and supply restrictions that natural wood products do. Engineered WRC uses surplus fiber and is readily available in longer lengths like 16’ and 20’. They fill a need in the market, and we’re getting the word out on the quality and how good looking these products really are. They definitely underscore the sustainable and versatile message and are demonstrating to consumers why substrate does matter.” – Established in 1954, the WRCLA is the voice of the cedar industry and has members in 132 locations throughout North America (www.realcedar.com).

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September 2021

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DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. San Diego Fall Home Show – Sept. 10-12, San Diego Convention Center, San Diego, Ca.; www.homeshowsandiego.com. North American Wholesale Lumber Association – Sept. 13-16, Fall Wood Basics course, Oregon State University, Corvallis, Or.; www. nawla.org. Western Building Material Association – Sept. 14, intro to building material sales; Sept 15-16, estimating workshop, Kincaid Learning Center, Olympia, Wa.; www.wbma.org. National Wooden Pallet & Container Association – Sept. 15-17, annual leadership conference & expo, Loews Portofino Bay Hotel, Orlando, Fl.; www.palletcentral.com. International Institute of Building Enclosure Consultants – Sept. 15-20, convention & trade show, Phoenix, Az.; www.iibec.org. Mount Storm Forest Products – Sept. 17, 28th annual open house & vendor show, Anaheim, Ca.; www.mountstorm.com. Portland House & Outdoor Living Show – Sept. 17-19, Oregon Convention Center, Portland, Or.; www.homeshowcenter.com. Ace Hardware – Sept. 21-23, fall convention, Orange County Convention Center, Orlando, Fl.; www.acehardware.com. Greenbuild – Sept. 21-23, San Diego Convention Center, San Diego, Ca.; www.informaconnect.com/greenbuild. National Hardwood Lumber Association – Sept. 22-24, annual convention & show, West Palm Beach, Fl.; www.buildexpousa.com. Emery Jensen Edge – Sept. 24-25, market, Orlando, Fl.; www. emeryjensendistribution.com.

Visalia HomeExpo – Sept. 25-26, Visalia Convention Center, Visalia, Ca.; www.visaliahomeshows.com. FastMarkets RISI – Sept. 27-29, hybrid North American conference, online & in-person at Seaport Hotel, Boston, Ma.; www.risiinfo.com. International Wood Products Association – Sept. 27-29, fall World of Wood/Washington Fly-In, Washington, D.C.; www.iwpawood.org. American Wood Protection Association – Sept. 27-30, fall technical committee meetings, Santa Fe, N.M.; www.awpa.com. Do it Best – Sept. 27-30, fall market, Indiana Convention Center, Indianapolis, In.; www.doitbest.com. BC Wood – Sept. 29-30, online Global Buyers Mission; www. globalbuyersmission.com. True Value – Sept. 30-Oct. 2, Fall Reunion convention, McCormick Place, Chicago, Il.; www.truevaluecompany.com. World Millwork Alliance – Oct. 4-7, 56th annual convention & tradeshow, Arthur R. Outlaw Mobile Convention Center, Mobile, Al.; www.worldmillworkalliance.com. Mountain States Lumber & Building Material Dealers Association – Oct. 5, intro to building material sales seminar; Oct. 6-7, estimating workshop, DoubleTree by Hilton Tech Center, Denver Co.; www. mslbmda.org. Window & Door Manufacturers Association – Oct. 6-7, executive management conference, Marriott Cambridge, Cambridge, Ma.; www.wdma.com. Black Bart Hoo-Hoo Club – Oct. 8, annual golf tournament, Ukiah Valley Golf Course, Ukiah, Ca.; www.hoohoo.org/clubs/181. Southern California Hoo-Hoo Club – Oct. 8, Don Gregson Memorial Golf Tournament, Los Serranos Golf Course, Chino, Ca.; www. hoohoo117.org.

Auburn Home Show – Sept. 24-26, Gold Country Fairgrounds, Auburn, Ca.; www.auburnhomeshows.com.

Composite Panel Association – Oct. 17-19, fall meeting, Lansdowne Resort, Leesburg, Va.; www.compositepanel.org.

Respecting the forest, honoring the past, building the future.

National Hardware Show – Oct. 21-23, Las Vegas Convention Center, Las Vegas, Nv.; www.nationalhardwareshow.com.

A nation’s pride you can build on.

Los Angeles Build Expo – Oct. 20-21, Los Angeles Convention Center, Los Angeles, Ca.; www.buildexpousa.com.

Sacramento Hoo-Hoo Club – Oct. 21, reception & BBQ, Courtyard Suites, Grass Valley, Ca; Oct. 22, Silver Dollar Golf Tournament, Alta Sierra Country Club, Grass Valley; jeff.squires@paccoast.com. North American Wholesale Lumber Association – Oct. 24-29, Executive Management Institute, Northwestern University Kellogg School of Management, Chicago, Il.; www.nawla.org. North American Building Material Distribution Association – Nov. 2-4, joint annual convention with North American Association of Floor Covering Distributors, Hilton Anatole, Dallas, Tx.; www. distributorconvention.org.

Manufacturers of 6 million bd. ft. monthly of • 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs State-of-the-Art Hewmill & Headrig Mill Contact Sheldon Howell

(509) 874-1163

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

www.yakama-forest.com

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September 2021

Forest Products Society – Nov. 1-3, Processing Technologies for the Forest & Biobased Products Industries, St. Simons Island, Ga.; www.ptfbpi.com. LBM Advantage – Nov. 9-11, A Week with Forest Products virtual conference; www.lbmadvantage.com. Black Bart Hoo-Hoo Club – Nov. 10, concat, Charlie’s Grill, Windsor, Ca.; jlewman@all-coast.com; www.hoohoo.org/clubs/181. North American Wholesale Lumber Association – Nov. 10-12, annual NAWLA Traders Market, Kentucky International Convention Center, Louisville, Ky.; www.nawla.org. Epicor – Nov. 15-17, Insights LBM User Conference, San Antonio, Tx.; www.epicor.com. DeckExpo – Nov. 16-18, in conjunction with International Pool Spa Patio Expo, Kay Bailey Hutchison Convention Center, Dallas, Tx.; www.pooolspapatio.com. Distribution America/PRO Group – Nov. 16-18, 2022 executive planning conference, Marriott Sawgresass Resort & Spa, Ponte Vedra Beach, Fl.; www.executiveplanningconference.com. Building-Products.com

At Royal Pacific you’ll pay no more, but get extra. We guarantee it.

ADVERTISERS Index

ProWood www.prowoodlumber.com

Page 28

All-Coast Forest Products www.all-coast.com

23, Cover IV

Redwood Empire www.buyredwood.com

American Wood Technology www.americanwoodtechnology.com

RFP Lumber www.rfplumber.com

BC Wood www.bcwood.com Hi-bor® Borate Pressure Treated Wood

9 FirePro® Fire Retardant Treated Wood

All We Do. Beck AmericaProviding Customer Satisfaction in 48 P.O. Box 75 • McMinnville, OR 97128 • 503-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) www.beck-fastening.com 28770 Dike Road • Rainier OR 97048 • 503-556-1297 • Fax: 503-556-1709

Big Creek Lumber Royal Pacific Merchant half page ad 1_19.indd www.bigcreeklumber.com

RoyOMartin www.royomartin.com Advance Guard® Borate Pressure Treated Wood Royal Pacific Industries

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

Simpson Strong-Tie 1/21/19 5:53 PM www.strongtie.com

Building-Products.com www.building-products.com

Siskiyou Forest Products www.siskiyouforestproducts.com

California Cascade Industries www.californiacascade.com

Straight Line Transport www.straight-line-transport.com

Chemco www.chemco.org

Swanson Group Sales Co. www.swanerhardwood.com

Cover III

DMSi www.dmsi.com

Thunderbolt Wood Treating www.thunderboltwoodtreating.com

Do it Best Corp. www.doitbestlbm.com

Timber Products www.timberproducts.com

526 Events www.526.events

TIVA Building Products www.tivabp.com

Huber Engineered Woods www.huberwood.com

UC-Coatings www.uccoatings.com

Huff Lumber www.hufﬂumber.net

UFP Industries www.ufpedge.com

Humboldt Sawmill www.mendoco.com

Versatex www.versatex.com

International Wood Products www.iwpllc.com

West Bay Forest Products www.westbaygroup.com

JM Thomas Forest Products www.thomasforest.com

Cover II

West Fraser www.westfraser.com/osb

Jones Wholesale Lumber www.joneswholesale.com

Western Woods Inc. www.westernwoodsinc.com

Koppers Performance Chemicals www.ﬂameprofrtw.com

Cover I

Weyerhaeuser www.weyerhaeuser.com

Mount Storm Forest Products www.mountstorm.com

Yakama Forest Products www.yakamaforestproducts.com

National Hardware Show www.nationalhardwareshow.com

North American Wholesale Lumber Assn. www.nawla.org

Pelican Bay Forest Products www.pelicanbayfp.com

Building-Products.com

Welcome Aboard!

The Merchant Magazine is excited to introduce to our readers a new ﬁrst-time advertiser—West Bay Forest Products, supplier of Preferred Cedar products. When you are in need of trim, decking, fencing, siding or other ﬁne cedar products, please give them a look. September 2021 n

The Merchant Magazine n

FLASHBack 83 Years Ago This Month

ighty-three years ago this month, in September of 1938, The California Lumber Merchant reported on the lumber industry valiantly continuing to shake off the last of the effects of the Great Depression. Undeterred by the ongoing economic hardships, Reel Lumber Service, then in its sixth year of business, constructed a new 7,500-sq. ft. hardwood lumber warehouse and offices at its Los Angeles, Ca., site—just months after completing another warehouse across the street. The wholesaler relocated its main operation from Los Angeles to Anaheim in 1976, and is now led by the fourth generation. In other news of September 1938: • Hill Lumber & Hardware Co. built itself a new office building at its yard in Albany, Ca., designed to look like a residence and comprised of the various products stocked by the company.

THE SEPTEMBER 1938 issue spotlighted newly patented window hardware from Los Angeles’ Frank Graves Company.

The representatives overwhelmingly voted to continue the club, but that it be reorganized, with more power held by local chapters. Among the changes to help revive dormant chapters was allowing former members to be reinstated without paying back dues. They just had to pay $2.99 for the current year’s dues. New members were charged $4.99 for the first year. Hoo-Hoo’s main office would be relocated to Minneapolis for three years, after which the Supreme Nine would determine a long-term home.

HILL LUMBER’S new office in Albany, Ca., featured cabinets, cupboard doors, and other millwork manufactured at its on-site mill.

The wood-framed 40-ft.-by-40-ft. structure featured 1x8 Redwood Rustic siding, Pabco aluminum roofing shingles, maple floors, Celotex Ripple Plank wall paneling, Celotex Ivory Tile ceilings, Sherwin-Williams paint, and Schlage locks. A different kind of door was installed on each entry. The entire operation has long since been replaced by a middle school. • Over 1 million ft. of Weyerhaeuser 4-Square Endless Lumber was used for roof, subfloor and wall sheathing to build the Hollywood Turf Club and other buildings at the shiny new Hollywood Park racetrack in Inglewood, Ca. • National leaders of the Concatenated Order of HooHoo met for two days in Minneapolis, Mn., to vote on whether to continue the then 46-year-old lumber fraternity and, if so, in what form.

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September 2021

• Armstrong Cork Co. of Lancaster, Pa., acquired the Standard Wall Covering Co. of Philadelphia, manufacturer of Monotile and Monowall brand wallcoverings. Armstrong retained Standard’s production facility in Philadelphia, but consolidated sales and merchandising activities into the Temlok Department of its own Building Materials Division. • A giant 1,000-ft.-long log raft carrying over 5 million ft. of logs was broken in half after encountering severe weather off the Northern California coast. The barge had traveled from the Columbia River on its way to Benson Lumber Co.’s sawmill in San Diego, Ca. The tug Sea Ranger kept the front half in tow, and the Coast Guard Swanee took the other half in tow until it was relieved by the tug Sea Scout, which arrived from San Francisco. Both pieces of the raft were towed into a sandy beach at Mendocino City where arrangements were made for the Mendocino Lumber Co. to saw up the smaller half. Benson Lumber attempted to tow the larger half to San Diego.

Building-Products.com

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The

MERCHANT

Magazine

REDWOOD Composite can’t compare. Like the foods we buy, when it comes to decking, we want natural and real.

Redwood is always available in abundance of options. So stock the shelves! Unlike mass-produced and inferior products, Redwood is strong, reliable and possesses many qualities not found in artificial products. They maintain temperatures that are comfortable in all climates. Redwood Empire stocks several grades and sizing options of Redwood.

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The Merchant Sept. 2021

Articles inside

EVENT RECAP

FLASHBACK

NEW PRODUCTS

DATEBOOK

IN MEMORIAM

ASSOCIATION UPDATE

MOVERS & SHAKERS

COMPETITIVE INTELLIGENCE

MARGIN BUILDERS

PRODUCT SPOTLIGHT

SELLING WITH KAHLE

OSB 2021

TRANSFORMING TEAMS

ACROSS THE BOARD

OLSEN ON SALES