The Merchant Magazine 9-2024

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Volume 103 • Number 9

PREMIUM PATTERNS + TRIM.

At Western Woods, we strive to deliver industry-leading products that offer our customers unrivaled value. ENDURAWOOD™ Premium Patterns + Trim is the embodiment of that goal. Available in White Fir and Pine, ENDURAWOOD™ delivers unrivaled versatility and product life. From siding to trim, decking to fencing, ENDURAWOOD™ does it all. It effortlessly takes stains and paints due to its fine, smooth grain, resulting in no raising or deformations. And it gets better. ENDURAWOOD™ is WUI-certified, offering the most important valu e of all - peace of mind.

Excellent products. Unrivaled service. It’s what we do.

WESTERN

Home featuring stained and painted pattern product.

FIVE PEOPLE

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

BY PATRICK ADAMS

I WAS YOUNG, and like all young people, I knew it all. I was recruited into something far bigger, and more complex than my age, training, education or experience was suited to handle. It was a picture of being literally thrown into the “deep end of the pool” despite my youth not realizing how deep the water actually was.

Thankfully, an older, wiser man who would become a mentor/father figure for some reason took pity on me despite my youthful confidence and arrogance. I vividly recall a patient and calm piece of advice he gave me in the midst of a storm. He said, “Adams, keep in mind that you will always be the average of the five people that you spend the most time with. Be very careful about who you choose as those five people as you navigate through your life.”

That was it. Nothing more. No sermon or lengthy explanation. He simply walked away. In my youth, I probably spent about 15 seconds pondering that, but by some divine gift, I never forgot it. As I have navigated through the chapters of my adult life, I have thought about that advice more and more often to the point where I suppose I don’t even consciously think about it but rather live it. I’m now very selective about who I surround myself with and make sure they are people of strong character, who bring out the best in me.

My daughter is almost 14 and just one school year away from being in high school. She is a good kid, with a kind heart and we’ve done our best to raise her with strong values, beliefs and a sense of right from wrong. Between school, club volleyball, and everything else, she is a busy kid. In this chaos of jumping from one thing to another, this year I broke down and got her a cell phone, mostly for us to stay in sync with each other on the jam-packed schedules. It has every restriction and supervision technically possible on it in an attempt to leverage the convenience, while minimizing the risks.

In spite of these best efforts, kids will be kids and we have had some struggles. The powers and temptations of technology, the fearlessness of anonymous “keyboard cowboys,” and the naivete of youth create situations that

WHAT'S NEXT IN OSB WUI CODES AND RESILIENT CONSTRUCTION

------------ BY JOHN CHAMBERLIN

A RECENT STUDY funded by the Softwood Lumber Board (SLB) and executed by the American Wood Council (AWC) reveals the vast amount of construction nationwide is currently at risk from changes to the Wildland-Urban Interface (WUI) code changes and adoption, primarily in the decking and siding markets. But what about structural panels such as plywood and OSB used in walls?

With a steady increase in wildfires between the years of 2005 and 2022, we saw upwards of 100,000

structures lost to fires during this time frame. WUI, defined as areas where buildings and undeveloped wildland or vegetation meet and the potential to burn is increased, is a nationwide concern, although wildfires tend to be more active in the western U.S. Combine this fact with the higher population density in the west, and it’s clear why this is such a concern.

WUI codes, for the most part, don’t affect structural panels used in roofs, walls, and floor systems, but that doesn’t mean these aren’t areas of concern. As the

FACED WITH an increase in wildfires, manufacturers of OSB are searching for ways to provide the construction industry with more resilient products.

industry as a whole recognizes that climate change is a potential driver of more frequent wildfires, and more structures are damaged by fires (year over year), structural panel product choice for wall applications is becoming more and more important.

On the whole, whether it’s on the local or state or national level, there’s a general thoughtfulness building around the fire hardening of buildings, with the goal in mind of changing and adapting building practices so the end result is more resistant to fire.

California is currently leading the charge in the development of what these standards should look like moving forward. In San Francisco, it’s common to see three story, three over one, or three family multifamily townhomes, all predominantly constructed with wood. In order to protect the building occupants (not to mention the building interiors), you still want to build with wood, but a level of fire hardening is necessary for an added layer of protection. This is where gypsum enters the picture.

At the wood framing stage of construction, what we’re starting to see more and more is the addition of a layer of 5/8 gypsum around the frame itself as an extra layer of fire protection. At Georgia-Pacific, this has been on our radar for a while, to the point that we’ve developed technical guidance for builders interested in building up their building’s fire resistance with the addition of gypsum.

Taking it a step further, let’s look at the labor intensity involved in adding the gypsum step. If a builder is using housewrap, the result will be multiple trips around the building during the installation process. Choosing an integrated structural panel system (like

OSB 2024

1 West Fraser

Headquarters: Vancouver, B.C.

OSB Mills (13): Huguley, Al.; Cordele, Ga.; Guntown, Ms.; Bemidji, Mn.; Allendale and Joanna, S.C.; Jefferson and Nacogdoches, Tx.; Grand Prairie and High Level, Alb.; Barwick, Ont.; Chambord and La Sarre, P.Q. [Plus Scotland, Belgium] West Fraser’s North American production of OSB rose 6% in 2023 to 6.38 billion sq. ft. 3/8” basis. Yet due to lower prices, sales were down more than one-third from $3.004 billion to $1.998 billion.

2 Louisiana-Pacific

Headquarters: Nashville, Tn.

OSB Mills (7): Clarke County and Hanceville, Al.; Watkins, Mn.; Roxboro, N.C.; Carthage and Jasper, Tx.; Fort St. John (Peace Valley), B.C.; Maniwaki, P.Q. [Plus Brazil, two in Chile]

Last year, LP's net sales of OSB fell by 50% to $1 billion due to 40% lower prices and 18% lower volumes. Sales of Structural Solutions value-added products fell from 1.803 billion sq. ft. in 2022 to 1.559 billion in 2023, while commodity OSB sales fell from 1.944 million sq. ft. to 1.512 billion.

ForceField Weather Barrier system from GeorgiaPacific) after adding the gypsum results in fewer trips around the building and less time spent on labor.

For peace of mind when building to WUI codes, choose a building products manufacturer that has done the research. We are unique in that we are the only manufacturer able to offer OSB and gypsum sheathings and provide the necessary technical guidance along the way.

As the call for more resilient construction across the U.S. grows, it’s clear where WUI fits into the algorithm, but let’s take it a bit more specific and discuss resilience against high winds and how the OSB market fits into this growing push.

With the growing frequency of high wind and storm events, the trend of seeing strong wind damage from storms is not going to plateau or peak anytime soon: it will only get worse.

Where the change needs to occur: the development and manufacture of more resilient products, combined with a local-level focus on the importance of resilient construction. As we watch insurance carriers pull out of entire states, this market growth cannot happen soon enough.

The Insurance Institute for Business and Home Safety (IBHS) is an independent nonprofit scientific research and communications organization supported by property insurers, reinsurers, and affiliated companies. Their goal is to provide top-tier science and translate this into action to prevent avoidable suffering, to strengthen home and businesses, to inform the insurance industry, and support thriving communities. Through their FORTIFIED program, which is a volun-

3 Weyerhaeuser

Headquarters: Seattle, Wa.

OSB Mills (6): Arcadia, La.; Grayling, Mi.; Elkin, N.C.; Sutton, W.V.; Edson, Alb.; Hudson Bay, Sask.

With a combined annual capacity of 3.15 billion sq. ft., Weyerhaeuser’s six OSB mills saw production dip about 1% last year to 2.933 billion sq. ft., while sales plummeted more than 40% to 944 million due to lower prices.

4 Georgia-Pacific

Headquarters: Atlanta, Ga.

OSB Mills (5): Fordyce, Ar.; Hosford, Fl.; Clarendon, S.C.; Brookneal, Va.; Englehart, Ont.

GP's five OSB mills can produce up to 2.8 billion sq. ft. of panels per year.

5 Huber Engineered Woods

Headquarters: Charlotte, N.C.

OSB Mills (5): Commerce, Ga.; Easton, Me.; Broken Bow, Ok.; Spring City, Tn.; Crystal Hill, Va.

Huber's five OSB plants can produce up to 2.556 billion sq. ft. annually, with a sixth mill currently under construction in Shuqualak, Ms., on track for a 2026 start-up.

tary construction and re-roofing program designed to strengthen homes and commercial buildings against specific types of severe weather like high winds, hail, hurricanes, and tornados, we are starting to see a growing level of knowledge along with adoption of the program in states like Georgia.

Georgia HB 279 is a proposed amendment to Chapter 32 of Title 33 of the Official Code of Georgia Annotated, which relates to property insurance and the ability to provide for an insurance premium discount/rate reduction for property owners building new construction that “better resists tornado, hurricane, or other catastrophic windstorm events.” To be considered for an insurance adjustment, the newly constructed property (residential or commercial) must be certified as constructed in accordance with the FORTIFIED program standards.

How do these builders meet the qualifications? The short version: every sheathable area must be sheathed with a structural sheathing, like 7/16 OSB, commonly referred to as continuous sheathing or fully sheathed walls.

This effort by the IBHS represents a potential lift for all OSB manufacturers, with the true winners being those companies who develop thought leadership and innovative product solutions in response.

To date, Housing and Urban Development (HUD) and the American Plywood Association (APA) are both championing the importance of developing more resilient products to better product residential and commercial structures. Policy makers, like those

6 Tolko Industries

Headquarters: Vernon, B.C.

OSB Mills (3): High Prairie and Slave Lake, Alb.; Meadow Lake, Sask.

Tolko continues to work toward reopening its High Prairie OSB mill, after the building and equipment were consumed by a fire in May 2022. High Prairie is responsible for about a third of Tolko’s overall OSB capacity of 2.26 million sq. ft.

7 Arbec Forest Products

Headquarters: St. Leonard, P.Q.

OSB Mills (3) Miramichi, N.B.; Amos and Shawinigan, P.Q.

Arbec's three OSB facilities have a combined annual production capacity of 1.15 billion sq. ft.

8 RoyOMartin

Headquarters: Alexandria, La.

OSB Mills (2): Oakdale, La.; Corrigan, Tx.

In addition to building a second OSB mill in Corrigan, Tx., RoyOMartin also recently announced plans to invest $30 million modernizing its 17-year-old Oakdale, La., location.

9 Langboard

Headquarters: Quitman, Ga.

OSB Mill (1): Quitman, Ga.

Langboard OSB has a 440-million sq. ft. annual capacity.

INTEGRATED structural panel systems, such as Georgia-Pacific's ForceField Weather Barrier system, combine OSB sheathing with an air and water barrier.

in Georgia, are beginning to acknowledge there is a problem that needs to be fixed. It’s going to take an industry-wide focus on designing products with integrity and air and water tightness to truly affect change.

Looking to programs like FORTIFIED is a great start, as we as an industry must do better, we must build better, and truly champion products that reduce labor and cost, but also make a difference. MM

– John Chamberlin is senior product manager for DENS products for Georgia-Pacific (www.gp.com).

COMING SOON

V Godfrey Forest Products

Headquarters: Marblehead, Ma.

Godfrey, which over the last 45 years developed four different OSB mills that it later sold, intends to build a new facility in Jay, Me. The mill, with an annual capacity of 850 million sq. ft., is slated to be completed in early 2026.

V Kronospan

Headquarters: Austria

The European panel manufacturer hopes to open its first OSB mill in the U.S. at the site of its MDF complex in Oxford, Al. Although the $350-million project was announced 15 months ago, apparently it is still in development.

V One Sky Forest Products

Headquarters: Prince Albert, Sask.

One Sky still hopes to build a new $250-million OSB mill adjacent to the Prince Albert Pulp Mill.

WHAT DOES THE TSCA EVALUATION MEAN FOR OSB?

------------ BY GOO LEE

ORIENTED STRAND

boards play a significant role in the housing sector, with applications including sheathing, cladding, furniture, and paneling. OSB is a type of wood structural panel manufactured from wood strands that are consolidated in a cross-oriented manner and bonded with waterproof thermoset adhesives. OSB offers superior durability and is relatively consistent and dense. It is mainly used in construction for structural purposes like wall sheathing, floor and roof systems.

OSB is projected to play a major role in the construction industry’s recovery from the lingering effects of the COVID-19 pandemic. According to Mordor Intelligence, OSB is popular due to its staunch and useful properties and lower cost. An April 2024 market report states that the global market for OSB, estimated at US $21.7 billion in 2023, is projected to reach $50.6 billion by 2030.

Adhesives play a crucial role in producing this important construction material. The impending EPA regulations will impact the OSB manufacturing, particularly the proposed risk evaluation for formaldehyde under the Toxic Substances Control Act (TSCA).

We are very concerned that we will not be able to make wood products in this country should the EPA put forward an occupational exposure value (OEV) of 11 ppb, which is well below indoor background levels and fails to reflect the standards of review set by TSCA for the use of the best available science.

The adhesives, which may contain low formaldehyde, used to make the OSB products are a critical component to comply with the product performances required by the applicable national standard such as PS 2-18 and building codes. The availability of these versatile and cost-effective wood products would be significantly impacted by the TSCA rule. The extremely

low proposed OEV for formaldehyde in the draft TSCA evaluation is below naturally occurring background levels and way below ambient concentrations routinely found in indoor environments.

Given the impact it could have on our industry—as well as a host of other industries—it is important to take the time to get it right. APA members are taking it seriously and very interested in the TSCA risk evaluation and the potential impact its conclusions could have on the use of adhesives to make these engineered wood products.

To continue making engineered wood products in this country—which should be a no-brainer given the host of positive benefits this industry provides to our citizens and the environment—there needs to be a serious and extensive review of the proposed OEV 11 ppb standard at this stage in the TSCA process. It is imperative to get it right now. We therefore ask for an examination of the EU’s derivation of 300 ppb as its OEV and how that can and should inform the EPA’s recommended OEV, as well as a critical review of the study used in support of the 11 ppb.

Formaldehyde is one of the most comprehensively studied and regulated chemicals in the world. Any evaluation of formaldehyde must start with the most reliable scientific evidence and the undeniable truth that formaldehyde is a natural component of the environment, which has become vital to sustainable engineered wood products like OSB.

If additional restrictions were put in place, it would not only impact the production of OSB, but dozens of other materials in the construction industry, like roofing shingles and insulation. MM

– Goo Lee is certification operations manager at APA –The Engineered Wood Association (www.apawood.org).

PREMIUM REDWOOD REBUILDS NORTHERN CALIFORNIA CAMP

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

BY JESSICA HEWITT

ENCHANTED HILLS Camp for the Blind has served blind children, teens, adults, seniors, deaf-blind individuals, and families of the blind since 1950. Located on 311 acres on Mt. Veeder, the camp is 10 miles west of Napa, Ca. Devastatingly, a wildfire swept through the area in 2017 destroying over half of the buildings as well as hundreds of trees on the camp property.

In the aftermath of the fire, LightHouse for the Blind and Visually Impaired, which owns and manages Enchanted Hills Camp, quickly engaged a capital campaign to rebuild the camp. Renowned architecture firm Perkins&Will was selected to reimagine the camp with full ADA accessibility and blind design in mind. Wright Contracting was hired as the general contractor for the rebuild.

Rebuilding Enchanted Hills Camp has been done in phases so that portions can be used while other areas are under construction. Electric and water distribution have been moved underground and new water tanks and a parking lot with a 450w photovoltaic system have also been installed. New structures on the prop-

erty include two bath house buildings, 11 cabins, and a 7,000-sq. ft. Forest Commons Building with indoor/outdoor amenities, commercial kitchen and outdoor pizza ovens, and communal gathering spaces.

Important in the rebuilding design process was input from LightHouse and the greater California blind community and included interviews with stakeholders and a survey sent to hundreds of individuals. Interesting design challenges emerged such as the need for a simple way for users of the bath houses to store their personal belongings. The solution was 60 storage cubbies each with a unique embossed picture to tell a person which cubby they have. To find a cubby, users feel for recessed notches that have been customized for every group of five vertical cubbies.

The selection of materials to rebuild the camp was also of utmost importance. For example, tactile materials and leading edges were chosen to help users understand spatial location and direction. Given that the camp is located within 311 acres of pristine redwood forest, the use of redwood pattern stock for interior

INSULATION innovations such as Atlas Roofing’s new EnergyShield XR combine multiple uses into one product. The 7,000-sq. ft. Forest Commons Building features indoor/outdoor amenities, commercial kitchen, outdoor pizza ovens, and communal gathering spaces.

cladding and exterior siding comes as no surprise.

Humboldt Sawmill Co. supplied raw redwood stock to Adobe Lumber in American Canyon, Ca., where it was milled to a special pattern specified by the architecture firm.

The redwood pattern stock adorns all the new buildings including the Forest Commons Building, cabins, bath houses, and welcome center, as well as a large deck in the center of a redwood grove that serves as a central location for Music Camp and summer concerts.

“Enchanted Hills Camp is one of those special projects that you hope to be able to contribute to during your career,” says Blake Ridgway, general manager, Adobe Lumber. “We have built up our remanufacturing capabilities specifically to be able to produce custom millwork for projects like this one.”

Ridgway continues, “Redwood is a special material anyway and on this project it really shines. It is visually beautiful but also has a great tactile quality, which is particularly important in this setting.” MM

JESSICA HEWITT

Jessica Hewitt is director, marketing for Humboldt Sawmill Company (www.getredwood.com).

REDWOOD PATTERN STOCK is featured prominently in both interiors and exteriors throughout the Enchanted Hills Camp.

REDWOOD ADORNS the front entrance overhang of the new ADA compliant camper cabins, which are outfitted with comfortable bunk-style rooms and private bathrooms.

LOOK FOR THE LOGO LET THE CEDAR BRAND SELL FOR YOU

------------ BY BRAD KIRKBRIDE

PRODUCT

DIFFERENTIATION is a key part of any marketing strategy. It distinguishes your product from your competition, creates brand loyalty, and communicates the uniqueness and advantages of your product.

We’re accustomed to seeing product differentiation in countless consumer and professional goods: cars, shoes, watches and packaged goods, to name just a few. Most of these categories routinely promote

how their product is unique and stands apart from its competitors. This degree of differentiation isn’t as common in the lumber industry, but it needs to be.

Our mandate at the Western Red Cedar Lumber Association is to promote and advocate for western red cedar, and the cedar industry is a prime example of the importance of separating your product from other species and the need to clearly communicate its unique attributes.

WRCLA members’ products come under the Real Cedar brand and are supported by the association. Over the decades, a lot of work has gone into developing the brand and all that it’s associated with. From consumer advertising to professional education programs for architects, the WRCLA has adhered to a strategic communications strategy to demonstrate why western red cedar is the ideal species for specific applications.

With the exception of non-wood competitive products, the WRCLA has never created a negative or competitive campaign against any other natural wood species. Obviously, different species have their own properties and characteristics that make them well suited for specific applications. Western red cedar is no different. Real Cedar advertising has only focused on its own benefits and advantages.

It is this adherence to a consistency of messaging that underscores the value of differentiating Real Cedar from other species.

While it’s highly unlikely anyone would confuse WRC with, say balsa wood or an exotic hardwood cumaru, the prevalence of more similar species like Japanese cedar, or Sugi (Cryptomeria japonica) in North American markets has caused some confusion and a concern about

WRCLA MEMBER-manufactured Real Cedar timber.

brand erosion for Real Cedar. As managing director of the WRCLA, I obviously have a vested interest in promoting WRC, but I’ll state that I have no issue with Sugi as a product per se; it’s well priced, it can look nice and is fine in certain applications. Where it can cause complications in the market, however, is when they ride the coattails of the Real Cedar brand, and are used in applications where WRC would be better suited, and then fail to perform to Real Cedar’s standards.

This is why the WRCLA is focusing on differentiating WRC from other species and emphasizing consumers to look for the Real Cedar logo.

The Real Cedar logo is the visual representation of the brand, and the brand has an excellent story behind it. Western red cedar (thuja plicata) is naturally resistant to the elements and is highly resistant to pests and decay, making it ideal for outdoor applications such as decking, soffits, siding, yardscape structures and finishing boards like fascia. The fact that there is no need to chemically treat or thermally modify the species to prepare it for outdoor use is a tremendous selling point for consumers, and an advantage few wood species can claim.

The versatility of WRC is another key component of the brand story, and a persuasive reason for consumers to purchase Real Cedar. The wide range of siding profiles, surface textures, dimensions and even color variations are all exceptional characteristics of the species and its products and help set WRC apart from other materials.

It is worth noting that recent studies in biophilia—the connection human beings have with nature and natural elements—show that there are significant health benefits to using natural wood products like WRC in the built environment, reducing stress and stress-related illness. Interestingly, faux-wood products do not provide the same benefit.

While the look of the product has traditionally been the most compelling feature of Real Cedar and its highest profile brand attribute, the sustainability of the species is undoubtedly becoming the most

important. As awareness of climate change continues to grow, consumers are increasingly taking broader actions to aid the environment. We only have to look at the surge in EV popularity, the decrease in plastic shopping bags or the move away from natural gas to see the adoption of these behaviors.

Homes and building materials with lower carbon footprints are also becoming part of this necessary shift. In the past, the WRCLA has focused on reaching architects and builders with messaging on WRC’s sustainability, carbon sequestration, and the role it plays in forest renewal. Wood product differentiation by both origin and product standards, i.e. FSC certification, are compelling, responsible and can be highly persuasive reasons for choosing one species over another.

With consumers becoming more receptive to these facts, and increasingly willing to make purchase decisions that help mitigate climate change, this messaging has now become a cornerstone of the Real Cedar brand.

All of these, as well as other benefits, form a part of the Real Cedar brand that distributors, retailers and consumers are exposed to. The logo also stands for the quality and consistency of the members that manufacture, distribute, and sell

Real Cedar products. While it is the product on the floor that’s being sold at the end of the day, knowing that product is supported by an international organization representing all aspects through its chain of custody is a valuable difference, particularly in markets where the strategy is to counter price-based competition.

Our industry needs product differentiation. It builds brand reputation; sells product features and benefits, and demonstrates value to the consumer. In the lumber industry, however, product differentiation is both a product marketing strategy and an important economic tool. Differentiation by origin and “green certification” creates additional consumer choices by demonstrating sustainable forest practices—the product comes from legal, responsible sources—as well as supporting local social and economic conditions, creating jobs and building communities.

The Real Cedar brand has real value. It’s why we’re telling the market that if it says “Real Cedar,” it is. MM

– Brad Kirkbride is managing director of the Western Red Cedar Lumber Association (www.realcedar.com). Established in 1954, WRCLA is the voice of the cedar industry with members in 131 locations throughout North America.

KNOTTY GRADE Real Cedar siding

THE MUSIC OF SILENCE

ZERO IS A NUMBER and silence is a note. The rest in music adds to the rhythm, structure, expression and feeling of a song. It can create or relieve tension which adds to the beauty of a piece of music; makes it more enjoyable, comfortable and interesting to listen to.

The same can be said for the use of silence in communication, in our case, sales communication. The Master Seller uses silence to create curiosity, to allow their customer to relax and really understand the value of their proposal. They use silence to create camaraderie and rapport. Many sellers speak too quickly and leave no space between words and sentences. This creates a rushed, “I’m only here for the order” feeling, making the customer want to end the interaction as soon as possible usually with a “no” or “I’ll let you know.”

The Greeting

Have you ever had someone give you a feeble or too strong handshake? Both put us off and make us wonder why their parents didn’t raise them right. The feeble handshake projects weakness and the too strong handshake projects insecurity; a sense of trying too hard to impress.

Our greeting in our sales calls are what I call a “verbal handshake” and is equally important in making our first impression. I have listened to and been on thousands of sales calls. Sellers with good “verbal handshakes” outperform those who don’t by a large margin.

Our greeting should be open, friendly—we have a slight smile—in person or on the phone, the slight smile projects confidence. This confidence transfers to the customer. The smile

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

is slight, we don’t overdo it which projects insincerity. Our pace is relaxed. We enunciate clearly and leave space between our words and sentences.

“Good morning. My name is Jack Johnson. I am with Johnson Forest Products. I am calling you from Sacramento, Ca. How are you today?”

This greeting sets us apart from the multitude of salespeople that talk too fast and don’t give enough information creating a “Who the heck is this?” feeling from the prospect. Students ask me, “Why so much information?” Because the prospect wants to know even if subconsciously so.

Ends of Sentences

When a customer ends a sentence most salespeople speak too soon. We need to count to two at the end of our customers’ sentences. This sends the message that we are listening to them, not that we are just waiting for them to finish so we can talk. You will be shocked how many of our customers will continue to talk if we give them the space to do so. This creates rapport and gives us additional information about our customers’ desires, which helps us better align our sales approach to their needs.

Interruptions

This is the number one thing that I have to “un-teach.” It shocks me, but most salespeople interrupt their customers all the time. Nothing breaks rapport more.

When a customer interrupts us, stop talking. If they are so excited that they can’t wait to speak, let ‘em roll. If a customer makes a noise, stop talking. Often these small noises are an intro to the sentence they want to

speak. Being a great listener is disarming and a competitive advantage.

Objections

When a customer gives us an objection, it is imperative that we don’t interrupt. Many sellers chime in with an “OK” before the objection is even finished. Complete silence and then count to two or three. Overcoming objections is one of the most difficult things we do as salespeople. Once someone has said no it is difficult to get them to change their mind, but if a customer does not feel completely listened to and understood, the odds of changing their mind are infinitesimally small.

We listen to their objection, count to three, then say, “I completely, understand how you think that way and in most cases I would agree with you, but let me tell you why, in this case you might consider my proposal.” We must have an even, relaxed and sincere tone when delivering this message to have any chance of changing their mind.

Closing

After we ask for the order, SILENCE. It’s the customer’s turn to talk. Let them.

Silence is a power tool—use it. MM

JAMES OLSEN

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JOB GROWTH & WAGE TRENDS

------------ BY SUSAN PALÉ

THE ECONOMY CONTINUES its solid growth, inflation is lessening, and unemployment remains low. There’s lots going on from a legislative perspective too. As we work our way through Q3 and into Q4, here are some things we think you need to know!

The first half of 2024 saw significant job growth, with an average of 255,000 jobs added each month, surpassing the 213,000 jobs added per month in the second half of 2023. In January, 353,000 jobs were added, primarily in professional/business services, healthcare, and retail trade. The healthcare sector continues to lead in job growth, offering numerous opportunities for both clerical and administrative, as well as clinical positions.

Wage Growth

Wage growth, while slower in the first quarter of 2024, is expected to remain close to 4% for the full year. The increases in the cost of wages and benefits have closely tracked each other from March 2018 to March 2024. Although major compensation research organizations typically release wage growth projections in the fall, early estimates suggest an additional 4% wage growth in 2025.

Competitive wage growth is essential for retaining top talent in a tight labor market. Companies that proactively increase wages are better positioned to reduce turnover and attract skilled workers.

When evaluating wage growth, it’s important to consider total compensation, including benefits. Many organizations are enhancing their benefits packages to complement wage increases. Comprehensive healthcare plans, retirement contributions, paid leave, and wellness programs are increasingly seen as essential components of a competitive compensation package.

Trends in benefit offerings show a growing emphasis

LABOR MARKET INSIGHTS

on mental health support, flexible working arrangements, and family-friendly policies.

Unemployment Stats

Despite a recent uptick, the unemployment rate remains low. The unemployment rate for July 2024 was 4.3%, an increase from 4.1% in June 2024. This compares to the recent low of 3.4% in April 2023 and the high of 14.8% in April 2020. The USDOL considers an unemployment rate of 4% or less to be “full employment,” indicating potential recruiting challenges for employers as the number of positions exceeds the number of available candidates. Many economists view this uptick in the unemployment rate as a sign of a cooling job market, potentially signaling the Federal Reserve to cut interest rates. Lower interest rates can make borrowing cheaper, encouraging businesses to invest in expansion and hiring. Therefore, now might be an opportune time for companies to consider ramping up their recruiting efforts.

Heads Up on Legislative Issues

Effective July 1, extensive changes to salary thresholds for “white collar” and highly compensated employee overtime exemptions took effect. The USDOL estimates that as many as 4 million workers could be impacted by these changes.

In April, the Federal Trade Commission issued a new ruling that bans enforceability for the vast majority of workers covered by noncompete agreements. The Commission determined that such agreements negatively impact competitive conditions in labor markets, inhibit new business formation, and lead to higher prices for consumers.

Following the hottest year on record, the Occupational Safety and Health Administration is expected to announce a ruling designed to protect more than 50 million

Q. We just issued updated handbooks to all employees. We have asked everyone to sign and return the Receipt of the Handbook Acknowledgement form for their files. However, one employee refuses to sign and send it back to us even after we have sent multiple requests and reminders. What should we do?

A. If employment is at-will, the company has the right to change most policies at any time. Employees are expected to follow the policies of the company as long as they are legal. While it is best practice to have signed acknowledgement forms in each employee's file, it is not required to enforce those policies.

Next steps may depend on why the employee is not signing the form. If they say they have not read the handbook, ensure they have been given enough time to do so, giving them a deadline to return it. If they have questions or concerns about certain policies, talk with them to resolve these.

However, if the employee has been given multiple chances to return the form and/or to discuss concerns, they are still expected to follow the updated handbook. You should document in writing that the employee is expected to follow all policies of the company including those in the new handbook and their failure to return the acknowledgement does not change that requirement. Then put that document and any response into their employee file.

workers exposed to high heat conditions where they work. The ruling would apply not only to farm and construction workers, but also to those who sort packages in warehouses and cook in commercial kitchens. Although not finalized, the ruling is expected to require additional breaks, access to water and shade, and air conditioning.

Hot Topics

As noted above, base pay increases are expected to remain at about 4% through 2025. A recent Payscale survey asked participants how base pay increases were determined. A large majority responded that merit/performance continues to be the primary driver, but 57% reported market pressure as another important consideration and 40% cited internal pay equity as a determiner.

Variable compensation continues to be a supplement to base pay in many organizations. A recent survey conducted by the Academy to Innovate Human Resources reports that 77% of U.S. businesses currently have some type of variable pay program (they come in all shapes and sizes), and another 9% are expected to add this type of program in 2024.

Pay transparency is defined by World at Work as “the degree to which employers are open about what, why, how and how much employees are compensated.” There are legal pay transparency requirements in several states, but more companies are becoming increasingly open about their compensation policies and practices to improve recruitment and retention.

Many organizations wait until the last minute to do their compensation planning for the following year. Don’t

be one of them! Here’s a short list of third-quarter activities that will help position you for year-end:

• Collect market information for your positions, with special focus on those that present recruitment and/or retention challenges.

• Plan market adjustments based on results.

• Review current compensation programs/policies/procedures for needed changes and revisions.

• Identify communication and/or training needs.

• Begin salary planning for the annual increase process.

• Begin salary planning for bonus and incentive payouts.

Staying informed and proactive about these trends and changes will help ensure your organization remains competitive and compliant in the ever-evolving labor market. When in doubt, connect with The Workplace Advisors to guide you. MM

Susan Palé, CCP, is vice president for compensation with The Workplace Advisors. Reach her at (877) 660-6400 or contact@theworkplaceadvisors.com.

SUSAN PALÉ

ABC SUPPLY BUYS AMERICA BUILDING MATERIALS

ABC Supply Co., the largest wholesale distributor of roofing and other select exterior and interior products in North America, has acquired the assets of America Building Materials, Los Angeles, Ca.

The acquisition establishes the first ABC Supply location in Los Angeles and the tenth within the surrounding market.

America Building Materials was founded in 2012, specializing in steep- and low-slope roofing and waterproofing. America Building Ma-

terials associates will continue their roles at the Los Angeles location, providing a seamless transition and familiar team for existing customers.

“We’re happy to welcome the America Building Materials team and customers to our ABC Supply family,” said Matt Cooper, vice president of ABC Supply’s West Region. “This new location enables us to strengthen our relationships with contractors and provide enhanced service throughout our network of branches in the greater Los Angeles area.”

City Mill is shutting down its central warehouse in Honolulu, Hi., on Sept. 12. The chain will continue to operate its eight retail stores.

Dixieline Lumber held a ribbon cutting Aug. 23 at its newest location in Dana Point, Ca.

San Diego Habitat for Humanity is permanently closing its last two Restore outlets (Kearny Mesa and National City, Ca.) due to high building and finance costs. Its store in Escondido, Ca., closed last December.

Interfor has finalized the $15-million sale of its sawmill and 80-acre site in Philomath, Or., to mass timber producer Timberlab, Portland, Or. Interfor shut down the mill in February.

Oldcastle APG has acquired concrete block manufacturer Master Block, Inc., El Mirage, Az.

MOSO North America has expanded its distribution relationship with Boise Cascade, adding Boise Grand Junction, Co., as the newest distributor to offer MOSO Bamboo Outdoor products.

New dealers to offer MOSO products include Big Creek Lumber, Vallejo, Ca., and all HPM Building Supply stores in Hawaii.

Duxxbak, Green Bay, Wi., appointed AmeriLux International, De Pere, Wi., to become the master distributor for Duxxbak composite decking products.

Jewett-Cameron Trading Co., North Plains, Or., is introducing in-store merchandiser displays for their integrated steel framework for wood fences.

Weyerhaeuser acquired a total of 84,300 acres of high-quality timberlands in Alabama for $244 million, through multiple deals.

Arxada has published its second annual Sustainability Report: “The Power of Science and Sustainability.”

MOSO Bamboo has achieved WUI certifications for its Thermo and N-durance boards for use in Wildland Urban Interface (WUI) areas across the U.S.

Derby Building Products launched a new Tando Composites website at tandocomposites.com.

OSB - Corrigan, TX

Plywood - Chopin, LA

DO IT BEST ENHANCES ONLINE LUMBER SALES

Do it Best is rolling out expanded capabilities for selling lumber online, offering customers a more streamlined and efficient shopping experience.

“Our data showed that lumber was among the top searches on our site, indicating a clear market demand,” said Brianna Wells, divisional manager of ecommerce: marketing & merchandising. “Many of our members sell lumber, and we saw an opportunity to boost their sales by catering to consumers who prefer to pre-buy online before visiting the store.”

According to Wells, the initiative provides additional sales channels for members and improves the shopping experience for their customers: “Our enhanced platform features over 1,500 lumber items, and we’re adding new products daily based on member requests. Customers need detailed product information to make quick decisions, and our online listings provide that.”

Do it Best collaborates with its members to ensure their unique product offerings are available online. This includes integrating their POS systems with the ecommerce platform for real-time updates on pricing and inventory. “We’re committed to maintaining current inventory and pricing to ensure a

reliable and accurate shopping experience for customers,” explained Corbin Prows, divisional manager of ecommerce platform operations.

This initiative aims to meet the evolving expectations of modern consumers. “It’s not just about convenience anymore,” explained Wells. “It’s about necessity. If customers cannot find what they need online, they’ll seek out retailers who provide that information.”

Do it Best will monitor key performance indicators such as direct online sales and overall site traffic to measure the success of the online lumber sales. Additionally, the company will track the influence of online visibility on in-store purchases.

“We’ve already seen a positive trend with customers placing same-day pickup orders, then buying additional items in-store,” said Prows. “This integration significantly benefits our members.”

“We’re dedicated to collaborating with our members to broaden the variety of lumber products available for online purchase,” Wells stated. “Our goal is to help our members remain competitive in a dynamic market, and by consistently improving our online offerings, we can equip them with the necessary tools for success.”

MEAD RENAMES THOMAE LOCATIONS

Montana’s Thomae Lumber officially rebranded to Mead Lumber, effective Aug. 15. The name change marks a significant step in unifying Mead Lumber’s identity under one brand while maintaining the high standards of service and quality that customers have come to expect.

Started in 1982 in Billings and Laurel by Paul Thomae, Sr., Thomae Lumber quickly established itself as a leader in the central Montana area, known for its commitment to customer satisfaction. In 2007, the company was acquired by Mead Lumber, a leading building materials supplier, with 53 locations in nine states.

In 2023, Mead Lumber underwent a comprehensive rebranding effort, aiming to add consistency to all the business units under Mead Lumber. This renaming initiative reflects the company’s dedication to delivering a cohesive brand experience.

Despite the name change, staff remains the same. “Rebranding as Mead Lumber allows us to align more closely with our identity while continuing to provide the exceptional service our customers have come to rely on,” said Dave Anderson, president and CEO of Mead Lumber. “We are excited to embark on this new chapter in Billings and Laurel, and look forward to celebrating this momentous occasion with our community.”

To celebrate the milestone, Mead Lumber held a series of renaming events on Aug. 15. The festivities kicked off in Laurel in the morning with a ribbon cutting, presentation of a plaque recognizing the history of Thomae Lumber, and refreshments. A similar ceremony was held that afternoon at the Billings location.

Mead Lumber is a 100% employee-owned company that has become one of the leaders in the building materials industry, ranking in the top 12 nationally for companies serving professional builders. Mead Lumber now has 53 locations in Colorado, Kansas, Iowa, Missouri, Montana, Nebraska, Oklahoma, South Dakota, and Wyoming, including six truss and wall panel manufacturing plants and a countertop manufacturing facility.

DO IT BEST is upgrading retailer members’ capabilities for selling lumber online.

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in some of the most productive timberlands in the world. Redwood is known for its timeless durability without the use of chemicals. Due to its flawless formation, there has never been a Redwood recall. There is a grade of Redwood for every application, every budget, and every customer.

“Growing beyond measure.”

Call or visit us today. Our family of Redwood timberland owners will continue to be your reputable and reliable source of Redwood.

MOVERS & SHAKERS

Natalie Heacock has been named president of Patrick Lumber Co., Portland, Or. She succeeds Patrick Burns, who will continue to play an active role in trading.

Lee Greene, formerly with C&D Lumber, has joined Hat Creek Lumber, Burney, Ca., as sales mgr. As for other former C&D staffers, shipping coordinator Tommy Wilson is new to Billboard Lumber Co., Riddle, Or., as inventory & production supervisor. Sales coordinator Elisa Lorenz is now a freelance social media & digital marketing consultant specializing in the lumber industry. Sales rep Kennette Wilson is an accounts receivable & credit clerk with Swanson Group, Glendale, Or. Sales assistant Steven Sands is becoming a truck driver. Marketing/sales mgr. Leslie Southwick will take a break to spend time with family and recharge before beginning the next step of her career.

Matthew Crocker has been promoted to lumber sales mgr. at Desert Lumber, Las Vegas, Nv.

Brad Becker is retiring after 11 years as chief information officer for Kodiak Building Partners, Englewood, Co. Chad Finnigan, VP of IT & cybersecurity, and Andrew Roise, VP of enterprise applications, will now lead the IT department.

Gary Costa, previously with Golden State, is new to outside sales at Peterman Lumber, Phoenix, Az.

Jason Baldwin, ex-Lowe’s, has been named store mgr. of Foxworth-Galbraith Lumber, Woodland Park, Co.

John Williamson is the new director of lumber operations with Collins, Wilsonville, Or.

Javier Alva has joined the sales team at Scarborough Lumber Building & Supply, Scotts Valley, Ca.

Brian Magstadt, CFO and treasurer, Simpson Manufacturing Co., Pleasanton, Ca., is retiring Dec. 31 after 20 years with the company.

Mike Siuda has been appointed VP of sales & marketing for Jewett-Cameron Co., North Plains, Or.

Kathryn Butler is a new estimator at Knight Wall Systems, Deer Park, Wa.

Ashlyn Wirth is new to purchasing/inventory control at NorCal Lumber Co., Yuba City, Ca.

Scott Lang, Simpson Strong-Tie, Pleasanton, Ca., has been promoted to the newly created role of vice president, market development for residential digital solutions.

Adam Brown, ex-Allweather Wood, has been named general mgr. of BlueLinx, Kent, Wa.

Angela Machen, ex-Lowe’s, has joined Dolan Lumber, Doors & Windows, Pleasant Hill, Ca., in accounts receivable.

Dylan Rana was promoted to location mgr. at Arizona Building Supply, Glendale, Az.

David Baum, ex-Steelbox, is a new technical sales rep for RedBuilt LLC, based in Oxnard, Ca.

Eric Kranzush, ex-Giustina Land & Timber, has been named Oregon forestry mgr. for Roseburg Forest Products, Springfield, Or.

Derek Fox, ex-James Hardie, moved to Weyerhaeuser Co., as Southern California sales mgr., based in Newport Beach, Ca.

Alida Dunning is new to Builder’s Millwork Supply, Anchorage, Ak., as an inventory control specialist.

Tyler Long was promoted to sales at Ganahl Lumber, Costa Mesa, Ca.

Spencer Bohn is now in sales at Verco Decking, Phoenix, Az. He is based in Orange, Ca.

Mark Rich has been appointed VP of sales & general mgr. of Sound Seal, Agawam, Ma.

SIERRA PACIFIC PLANTS 300 MILLIONTH SEEDLING

This spring, Sierra Pacific Industries, Anderson, Ca., planted its 300 millionth seedling on its timberlands, reflecting the company’s commitment to sustainable forest management and ensuring there are forests for future generations.

“I wouldn’t have imagined 75 years ago when we started with no land and one very small sawmill that I would see the day we planted 300 million trees,” said SPI founder Red Emmerson. “This is a legacy I am proud of and I am proud of our team that made this possible.”

With over 2.4 million acres of timberland in California, Oregon and Washington, responsible land management is a priority. Planting seedlings after a harvest or wildfire is a critical step to support the cycle of forest health, resilience, and growth. The planting of over 300 million seedlings on Sierra Pacific’s timberlands is a testament to this commitment. This year alone, SPI planted 12.4 million seedlings on its lands.

Additionally, SPI established a new conifer seedling nursery that will, at full capacity, grow 25 million seedlings per year. These seedlings will be planted on Sierra Pacific land, as well as state, federal and other private forestlands.

Jeff Wood is new to US LBM as senior vice president of supply chain.

Daniel Bricker, LBM Advantage, New Windsor, N.Y., has been promoted to forest products mgr., overseeing both the commodity framing lumber and panel departments. Alan Rothermel is a new panel trader, and Steven Emm a new specialties trader.

Clay Bremner, ex-Tolko, is the new plant mgr. at ATCO Wood Products, Fruitvale, B.C.

Rob Wickens is now operations mgr. at Westcoast Moulding & Millwork, Surrey, B.C.

Jennifer Forest was appointed CFO of Martin Sustainable Resources and its wholly-owned subsidiaries Martco LLC and Martin Timberlands, Alexandria, La.

Zach Johnson, ex-Pella, has been named national sales mgr for MOLI Windows & Doors, Phoenix, Az.

Slade Carlson, formerly with Renewal by Andersen of Washington, has joined Lifetime Windows & Doors, Phoenix, Az., as a design consultant.

Cason Shrode, CEO, Cassity Jones Building Materials, Tyler, Tx., is now 1st VP and Jimmy Pate, owner, Pate’s Hardware, Comanche, Tx., 2nd VP of the Lumbermen’s Association of Texas. New to the LAT board are: Mark Chatfield, Doman Lumber; Jerry Lightfoot, Orange County Building Materials; Lynn Noesser, BlueLinx; and Charles Pool, Main Street Lumber.

Tara Bull has been demoted at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Patrick

SOFTWOOD IMPORT DUTY NEARLY DOUBLED

The U.S. Department of Commerce announced the final determination of a combined anti-subsidy and anti-dumping duty rate of 14.54% in the fifth annual review of Canadian softwood lumber imports into the U.S. The new tariff is nearly twice the previous “all others” rate of 8.05%.

“This even higher level of unfair trade by Canada could not have come at a worse time for domestic producers,” stated Andrew Miller, chairman of the U.S. Lumber Coalition and CEO of Stimson Lumber, Portland, Or. “Lumber demand and prices are at record lows and mills across the country are struggling to keep afloat.”

The Coalition says the ruling confirms increased levels of unfair trade, which are making a bad situation worse by accelerating and deepening market downcycles, resulting in today’s extreme low lumber prices, forcing U.S. mill closures and layoffs.

Kurt Niquidet, president of the B.C. Lumber Trade Council, responded, “These duties continue to be unjustified and unfair. Commerce has departed from long-standing methodologies. These rates will hurt U.S. consumers by increasing the cost of lumber and building materials at a time when concerns about affordability continue to impact consumers on both sides of the border.”

SEVENTH OREGON SAWMILL SHUTTERED

Western Cascade Industries permanently closed its Toledo, Or., lumber mill on July 31—the seventh sawmill in Oregon to shut down this year.

The closure, which put about 50 people out of work, was attributed to poor market conditions.

The move follows shutdowns by Malheur Lumber Co., John Day, in late July; C&D Lumber Co., Riddle, in May; Prairie Wood Products, Prairie City, in March; Interfor, Philomath, in February; Rosboro, Springfield, in February; and Hampton Lumber, Banks, in January.

PARR PURCHASES WASHINGTON DEALER

Parr Lumber, Hillsboro, Or., acquired Rochester True Value Hardware & Lumber, Rochester, Wa., as its 25th lumberyard.

Parr Lumber Rochester will service a broad area that includes Olympia and Centralia. Parr will retain eight mostly long-tenured team members as part of the acquisition. The location was founded in 1972 and added a hardware store in 1992. Four of its seven acres are in use, leaving room for expansion. Parr will implement its customer-focused sales model, improve delivery services, automate purchasing and inventory processes, and increase offerings.

Parr CEO Mike Howell said, “When this opportunity came along, we were excited as it fills a need to better support the South Puget Sound market. Plus, the fact that it’s a second-generation, family-owned business resonated with us.”

With hundreds of custom and standard patterns available, All-Coast can quickly fulfill your needs be it one piece or multiple truckloads. Available woods include Western Red Cedar, Redwood, Pine, Douglas Fir and more.

• Siding and paneling patterns

• Flooring, ceiling and decking patterns

• Fascia and trim

• Corbels, knee braces and arches

• Custom-milled patterns and textures available

Sierra Pacific to Acquire Seneca

cally reject such an offer. As a result, the buyers face ‘adverse selection’—the only sellers who will accept $750 are those unloading lemons.

Sierra Pacific Industries, Anderson, Ca., has agreed to acquire Seneca, Eugene, Or., and affiliates, combining two complementary, family-owned forest products businesses with strong historical roots on the West Coast.

“Smart buyers foresee this problem. Knowing they could be buying a lemon, they offer only $500. Sellers of the lemons end up with the same price they would have received were there no ambiguity. But the peaches all stay in the garage. “Information asymmetry” kills the market for good cars.”

Structural wood panel buyers rely upon qualified inspection and testing agencies like the APA to routinely test and certify the quality of the products they buy. This creates an incentive for individual panel producers to “push” the standard. A passage from Ackerloff’s famous paper:

Founded in 1953, Seneca operates a 175,000-acre sustainably-managed tree farm, sawmills, and a biomass plant in Oregon. SPI, a leading lumber producer that manages over 2.1 million acres of timberland in California and Washington, as well as manufactures millwork, windows, and renewable energy. The combination of two highly complementary businesses with deep expertise in forest products will result in increased efficiency and significant benefits to employees and customers.

NEW HEADRIG carriage being installed by USNR at Idaho’s Evergreen Forest will provide thinner kerf, higher recovery, larger depth of cut, and smoother and more accurately cut lumber.

IDAHO MILL INSTALLING NEW MACHINERY

“Aaron Jones and Red Emmerson are both icons of the wood products industry. They were also friends and had a deep mutual respect for each other as industry leaders,” said Seneca CEO Todd Payne. “This proposed transfer makes so much sense given the companies provide complementary products, and have shared family values and company culture.”

long, frigid winter climate, coupled with a short summer season, produces hardwoods with very tight growth rings. This creates lumber with outstanding color and fine texture, which is ideal for applications ranging from furniture, cabinetry and doors to flooring, paneling and more.

“There are many markets in which buyers use some market statistic to judge the quality of prospective purchases. In this case there is an incentive for sellers to market poor quality merchandise, since the returns for good quality accrue mainly to the entire group whose statistic is affected rather than to the individual seller. As a result there tends to be a reduction in the average quality of goods and also the size of the market.”

After a major fire damaged several pieces of equipment at Evergreen Forest in New Meadows, Id., USNR is building new machines to get the mill running at full capacity again.

Appalachian Region: Superior Quality

Both SPI and Seneca have a strong focus on sustainable tree management, also managing their timberland for thriving wildlife, healthy watersheds and soils, and world-class recreation. As Payne explained, “At Seneca, we grow more than we harvest annually. We have 92% more timber on our land today than we had 25 years ago. SPI also grows more than they harvest. Under their forest management plan they expect to have more large trees on their timberlands 100 years from now than they have today.”

This region supplies nine primary, widely used species, including: ash, basswood, cherry, hickory, hard maple, red oak, soft maple, white oak and walnut.

Spanning several states, including Ohio, Pennsylvania, North Carolina, Virginia and West Virginia, the Appalachian region produces a wide range of hardwoods species—all with one thing in common: superior quality.

Thanks to the region’s climate conditions—warm summers that assist with tree growth, and cooler spring

The initiative will take place over the course of several phases, some of which have already been completed. Evergreen has already received new edger scanning and optimization systems and a pony carriage with controls. Later this year, they’ll receive a new headrig carriage. They are also slated to receive a new trimmer with MillExpert optimization and Bioluma 4900LV scanners.

The companies also share a company culture that recognizes employees as their most valuable asset, values the support of the communities they operate in and serve, and

When the industry is young, industry production technologies vary little and raw materials are relatively homogeneous (e.g., OSB), this isn’t a major problem. But it is a serious problem when the inspection and testing agencies find it difficult or impossible to keep up with a very rapidly changing industry. An example would be today’s overlaid Douglas fir plywood industry. There are rapid changes underway on both the demand side (e.g., much higher alkalinity concrete mixes are now essentially “pulping” conform panels) and on the supply side (e.g., much reduced

supplies of small-knot, dense, Douglas fir veneers). The “market for lemons” is likely having a major effect on the size of this market today.

Overcoming the Market for Lemons

and fall seasons with cold winters, which allow that growth to be gradual—hardwoods from the Appalachian region feature tight growth rings, strong fibers, and consistent colors and grain textures. This leads to strength, durability and beauty in the lumber, in addition to excellent width and long length characteristics.

gives back by being dedicated to education and administering scholarship programs.

Along with the new equipment, USNR is committed to helping Evergreen Forest bounce back with additional upgrades, training, and 24/7 support to tackle any issues that may arise.

The blaze erupted Feb. 13 around the mill’s two bandmill headrigs. The facility was forced to temporarily close and will require the new equipment to return to full production.

How can individual panel producers overcome this “lemons market” problem, their industry’s “race to the bottom,” and depressed industry sales levels? They can offer company-specific product performance guarantees

Primary species include ash, cherry, hard maple, red oak, soft maple, white oak, basswood, beech, birch, walnut, poplar and hickory, which are great for high-end furniture, millwork, cabinetry, doors, flooring and paneling, and more.

ROSEBURG UPDATES GREEN DECLARATIONS

“Seneca is known for its commitment to its people and communities, sustainable forest management, innovation in manufacturing and quality wood products,” said SPI president George Emmerson. “As a family-owned forest products company with similar values, SPI appreciates the opportunity to continue the legacy started by Aaron Jones and carried on by the Jones sisters. Seneca’s culture and operations are a natural complement to Sierra Pacific. We look forward to bringing together our shared expertise which will result in increased efficiency and benefits to employees and customers.”

No matter the region they come from, there are many North American hardwoods species to choose from. The decision as to which one to use comes down to the application and overall quality and look of the project.

Roseburg Forest Products, Springfield, Or., has published updated Environmental Product Declarations (EPDs) verifying the sustainability benefits of its expanding lineup of innovative wood products.

The transaction is expected to finalized by the end of the third quarter.

Another approach is to more aggressively brand products. In either case, the mill’s products need to be clearly differentiated from their competitors’; as we discovered earlier, industry-wide, third-party quality certification is important but not sufficient. Like car buyers, panel buyers won’t chance paying peach prices when they may actually be buying a “dressed up” lemon.

– Don Barton is vice president of sales and marketing for Northwest Hardwoods, Tacoma, Wa. (northwesthardwoods.com).

Ganahl Breaks Ground at Long Last

EPDs provide standardized, independently validated information on the lifecycle environmental impacts of wood products, which helps builders, architects, manufacturers and others in specifying and purchasing sustainable materials that reduce embodied carbon in buildings.

For some structural panel producers, product differentiation requires a major change in company culture. For instance, it is very difficult to produce innovative, differentiated products for the end use market if the company doesn’t also adapt a different supplier-buyer mindset. Supplierpartners are often critical to the structural wood panel producer’s differentiation.

Ganahl Lumber Co., Anaheim, Ca., expected to begin construction in August on a new hardware store and lumberyard in San Juan Capistrano, Ca. The facility will replace its nearby Capistrano Beach location.

Escrow on the 17-acre Lower Rosan Ranch property, which Ganahl Lumber purchased from the city for $5 million, closed in late spring, following more than four years of planning, negotiations and applications. Ganahl portion will use about nine acres of the site for its new store and yard.

As industry competition comes to focus more and more upon only one of the “4P’s of marketing”—price— “lemons” tend to proliferate and industry sales volume tends to decline.

“Beginning with our forests and extending through our manufacturing processes, Roseburg is committed to optimizing carbon capture and storage in the durable lumber and wood products we produce,’’ said Roseburg president and CEO Stuart Gray.

General manager Alex Uniack said the journey has been “a challenging and complex process to get to this point, and we are excited to move the project into the construction phase.”

Modifying the first EPDs published by Roseburg in 2018, the new EPDs certified by UL Solutions provide updated cradle-to-gate environmental data for softwood lumber, softwood plywood, LVL, I-joists, hardwood plywood, and MDF.

–Roy Nott is president of Surfactor Americas LLC, Aberdeen, Wa., a German-owned producer of overlays, glue films, and press cleaning films for the global wood panel industry, with manufacturing operations in Finland, Germany and Malaysia. Reach him at roy.nott@surfactor.com.

CHERRY is among the major hardwoods of the Appalachian Region.

Home Depot, among others, had spent nearly 15 years attempting to purchase the property before the city zeroed in on Ganahl in 2017.

Creek Lumber’s sawmill, in Davenport, CA, produces a wide variety of redwood lumber products to independent wholesalers, stocking distributors, and remanufacturing facilities. Big Creek is well known for producing high quality redwood products and providing an outstanding level of personalized service.

HARD MAPLE is popular throughout the Glacial Region.

L&W SUPPLY EXPANDS IN ARIZONA

L&W Supply has opened a new location in Yuma, Az., managed by Matias Arreola.

Arreola has been with L&W since 2008 and has held numerous positions, including sales coordinator, inventory controller, and Class A driver. He previously worked at L&W locations in Las Vegas, Nv.; San Diego, Ca.; and Phoenix, Az. As branch manager, Arreola will be responsible for managing daily operations, enhancing customer experiences, guiding associates, and executing branch growth.

Based in Chicago, L&W Supply operates 260+ branches in 42 states as a division of ABC Supply.

MITER SELLS PAIR OF WESTERN OPERATIONS

Residential window and door manufacturer MITER Brands has completed the sale of Martin Door, Salt Lake City, Ut., to Midland Garage Door, West Fargo, N.D., and the sale of and CRi SoCal, Irvine, Ca., to Builders FirstSource, Dallas, Tx.

“Midland Garage Door and Builders FirstSource are passionate about their teams and are the right partners to continue to drive value at these organizations. I am excited about the opportunities these transactions create for the dedicated teams and families at Martin Door and CRi SoCal,” said Ali Zahrieh, senior VP of strategy & M&A at MITER Brands. “These divestitures also enable our MITER Brands team to focus on one of our most important guiding principles, which is to deliver value by manufacturing the finest products, services, and customer experiences every day, everywhere.”

On July 30, MITER Brands completed the sale of Martin Door to Midland Garage Door. Martin Door, known for its garage doors and designs, will benefit from Midland Garage Door’s market reach and operational expertise. This acquisition aligns with Midland’s growth strategy and commitment to expanding its offerings nationwide.

MITER Brands finalized the sale of CRi SoCal to Builders FirstSource in July. Founded in 1986, CRi SoCal is an installer of high-end windows and doors in Orange County, Ca., which will enhance Builders FirstSource’s installation capabilities and opportunities to serve customers throughout Southern California.

ALLIANCE HELPS DECKWISE LAUNCH CLIP FOR THERMALLY MODIFIED WOOD MARKET

DeckWise, a leading manufacturer of hidden deck fasteners, and Arbor Wood Co., a pioneer in thermally modified wood products, have formed a strategic partnership to develop and promote a new fastener specifically designed for the thermally modified wood industry.

DeckWise recently introduced the ThermoClip hidden deck fastener, specifically engineered for edge-groove thermally modified wood decking. The ThermoClip is designed to complement the unique properties of thermally modified wood, providing a seamless and secure fastening solution that maintains the integrity and aesthetics of the decking.

Arbor Wood Co. provided DeckWise with access to its wood and expertise to develop the new fastener line. Arbor Wood is also using and selling the clip.

NATIONWIDE AVAILABILITY

1 & 2 hour rated wall systems for commercial and multi-family construction.

Tested in accordance with ASTM E119. ASTM E119 testing evaluates the duration for which assemblies can either contain a fire, retain structural integrity, or both.*

Surface applied fire retardants like paints, stains, penetrants, and intumescent coatings ARE NOT building code compliant in applications where Fire Retardant Treated Wood is required. FlamePRO Fire Retardant Treated Wood is pressure impregnated, fully code compliant Fire Retardant Treated Wood. It is appropriate for use in all applications where Fire Retardant Treated Wood is required.

*For details refer to ESR Report 4244.

PORTLAND TERMINAL SHOWCASES MASS TIMBER

THE PORTLAND International Airport (PDX) held a grand opening on Aug. 14 for its new state-of-theart terminal, revealing a 9-acre mass timber roof, built with 400,000 sq. ft. of Freres Engineered Wood’s inno-

vative Mass Ply Panels (MPP).

“We’re proud to contribute to this project with such a sustainable product as Mass Ply,” said VP of sales Tyler Freres. “From day one, the Port of Portland has demon-

strated a commitment to environmental stewardship with their ‘forest-to-frame’ approach to the terminal’s design. Nearly 75% of the wood fiber used in our MPP was salvaged from the 2020 Labor Day wildfires in Oregon, and 100% of the material was sourced from local Oregon fiber.”

For five years, the Freres Wood team has worked on this project alongside 30,000 locals, and they’re thrilled to finally see it nearing completion.

“Mass Ply has been a gamechanger in the mass timber movement, so we’re beyond excited to see the product play such a significant role in the new PDX terminal. It’s been an honor to work alongside industry partners like TimberLab, Hoffman Construction Co., Skanska, WPI, ZGF Architects, and more, and we look forward to future projects together,” said Freres.

Based in Lyons, Or., Freres Wood’s suite of Mass Ply products, including panels and beams, are setting a new standard in eco-conscious construction and effectively reshaping the

GORGEOUS Douglas fir roof over the new Portland International Airport terminal includes 400,000 sq. ft. of Mass Ply Panels

ROOF DESIGN was inspired by a walk in the forest, with the entire project centered on making a positive impact on people and forests. (Photo by Mike Brewington)

industry as a whole. Compared to traditional building materials like concrete, steel, and even some lumber-based products, Mass Ply requires less energy to produce and has greater thermal and seismic performance. Additionally, Mass Ply retains carbon for the life of the product, while concrete and steel are among the country’s largest sources of industrial CO2 emissions.

Visitors can now tour the impressive facility and experience firsthand the 18-million-lb. roof, designed with 49 skylights and 2,425 MPP parapet panels around the perimeter to create a unique curved design. Freres Wood also provided custom wood envelopes to create visual wood enclosures for the HVAC systems and additional mechanical, electrical and plumbing materials. Complementing the exquisite Douglas fir roof, guests will find a live, urban forest below, as well as a dozen local shops and restaurants, including a mezzanine bar with 96 Oregon beers on tap.

In addition to the MPP, the wood for the roof came from forests within a 300-mile radius, including partnerships with four local tribes. Sources include many family-owned forests, the Nature Conservancy, Yakama Nation, Coquille Indian Tribe, Skokomish Indian Tribe, and the Cow Creek Band of Umpqua Tribe.

This level of traceability is reportedly unheard of in projects of this kind: 72% of the wood comes from landowners that are Forest Stewardship Council-certified or practicing ecological forestry. And tribal wood makes up 16% of the total used on the project.

“Conservation is about management. Everything that’s living and breathing, you have to take care of it,” explains Carla Keene, chairman of the Cow Creek Band. “It gives back if you take care of it. That’s what our ancestors did, and it’s what I believe that we’re doing.”

While the new PDX terminal officially opened to the public last month, some portions of the new terminal will continue to undergo construction until early 2026. MM

by Mike Brewington)

STRIKING ALUMINUM COLUMNS

Digger Specialties Inc. has expanded its line of beautiful, durable aluminum columns designed to add a distinctive look to porches, front entries, and exteriors of residential and commercial properties.

Produced from premium quality, lightweight aluminum, Aluminum Westbury Columns are available in 12 standard colors and feature both textured and non-textured finishes. The columns utilize DSI’s proprietary 10-step powder coating process to ensure an enduring finish. Corrosion-resistant and available in various load-bearing capacities, they are backed by a lifetime limited warranty.

DIGGERSPECIALTIES.COM (800) 446-7659

TRENDY SHUTTERS

Westlake Royal Building Products has added four new, on-trend colors to its Mid-America shutters line.

Catering to the rising demand for darker accessories, the new colors—Treated Cedar, Platinum, French Roast, and Storm Cloud—include open louver, raised panel, board & batten, and louver/panel combo shutters.

The vinyl shutters are not only visually appealing but also easy to install as they are equipped with hardware suitable for any siding system or home exterior, including vinyl, poly-ash, fiber cement, wood, brick, stucco and stone. Additionally, all Mid-America exterior shutters feature SolidThru Colors, ensuring enduring vibrancy and guaranteeing that even in the event of scratches or impacts, the chosen color remains unchanged.

MIDAMERICACOMPONENTS.COM (855) 769-2585

HERRINGBONE DECK MODULES

Thermory USA has launched a new modular ash decking product, Herringbone by Thermory.

Crafted using Benchmark Ash, the line is certified with the highest available durability class (Class 1, 25+ years), offering dimensional stability and rot resistance thanks to thermal modification.

The decking system comes in modules that match up effortlessly to create the classic pattern, making installation faster and easier.

THERMORYUSA.COM (585) 591-6590

STEEP-SLOPE UNDERLAYMENT

Ideal for steep-slope roof applications, Eagle Roofing Products’ Secure Guard 60 self-adhered underlayment is equipped with a polyester-reinforced, non-woven surface as well as incredible durability and strength.

It reportedly delivers excellent bonding and material fortitude while protecting homes and commercial buildings from extreme weather conditions. Its 60-mil thickness ensures tight sealing around screws and resistance to foot traffic, while an impressive UV exposure period of 180 days provides peace of mind that the underlayment can last on its own for plenty of time before the roof covering is installed.

Its split-release film allows for quick, seamless application.

EAGLEROOFING.COM (909) 822-6000

WOODGRAIN-LOOK VINYL RAILING

Envision Outdoor Living Products has launched the industry’s only wood-look vinyl deck railing.

V310 railings feature a variegated color finish that mimics two woodgrain species: Native Chestnut, a rich, earthy brown, and Silver Birch, a warm grey offering the charm found in the silvery patina of aged timber. They are lightweight, easy to work with, affordable and built to last. The top rail has an aluminum core for added strength and stability.

Railings come in convenient kits for fast installation. A hidden bracket system provides a seamless look. They are available in 6-ft. and 8-ft. kits, in 36" and 42" heights, and with round black aluminum baluster infill.

ENVISIONOUTDOORLIVING.COM (800) 598-5245

ALL-IN-ONE POST KIT

Trex Co. introduced All-In-One Post Kits for its Trex Select and Trex Enhance railing. Designed to simplify the railing purchase and installation process, these budget-friendly kits come complete with a composite post sleeve, post cap and post skirt packaged together.

Priced to compete with vinyl railing, the new kits come in Classic White finish and include composite post sleeves, post caps and post skirts packaged together for easy ordering, shipping and stocking. The kits also facilitate easy installation with post sleeves that slide seamlessly over any 4”x4” structural post to form a solid anchor.

The Enhance Kit comes in a standard 48” railing height, while the Select Kit is available in 40”, 48” or 54” heights.

TREX.COM (800) 289-8739

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*.

WOODY SURFACES

Wilsonart Woodgrains is a next generation design material that does everything wood veneer can’t while emulating the warmth and authenticity of natural wood.

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

The collection’s 16 new bookmatched woodgrains replicate an endless variety of species, cuts, stains and finishes, captured in a tougher, more sustainable material than wood veneer. New designs range from light, layered, ashen woods to deep, moody hues. Timeless species like walnut, teak and mahogany in warm midtones are also available and lend an iconic retro-modern simplicity to resimercial spaces.

They come in panoramic no-repeat sheets that offer zero repetition across the entire 5’x12’ or 4’x8’ sheets.

WILSONART.COM (800) 433-3222

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

VERSATILE RAILING POST

Trex has added X-Series Cable Rail and X-Series Frameless Glass Rail to its Trex Signature Railing line. Its versatile X-Series Post not only accommodates cable and frameless glass, but also a variety of infills and attachments for future additions to the X-Series line. With its modular design, the post can be used as an end, line or corner post.

For cable infill, spring-loaded cables offer improved tension management so they are less prone to sag over time. Push-to-connect fittings eliminate swaging or crimping. Ball ends allow the cables to swivel to accommodate horizontal and stair angles. For frameless glass infill, half-inch laminated glass panels (sold separately) float seamlessly between the Charcoal Black posts.

Cable rail kits include everything in one box for spans up to 18 ft., including thinner pass-through posts to support cables between anchor posts. Frameless glass rail is sold in a one-size-fits-all infill kit.

TREX.COM (800) 289-8739

OREGON MILLS SHOW THEIR STUFF

UMPQUA VALLEY Lumber Association held its annual customer appreciation event July 30-Aug. 1 in Roseburg and Grants Pass, Or. Visitors toured the area mills—Swanson Group, Roseburg Forest Products, Murphy, Herbert Lumber, D.R. Johnson, and Douglas County Forest Products. Other activities included golf tournaments, Hellgate Jetboat excursion, and sumptous Viineyard Dinner Banquet, where guests were welcomed by [1] J.T. Taylor and the rest of the UVLA organizing committee. [2] Rod Lucas, Ben Rist. [3] Nous Keoubounan, Lisa Livingston. [4] Krista Chambers, Leslie

Southwick. [5] Brian Brokaw, Lillie Hamel. [6] Ryan & Lisa Cornutt, Michael Swiger, Bill Livingston. [7] Misty & Chuck Danskey, Joelle McGrorty. [8] Greg Johnson, Cody Johnson, Jake Dukart, Scott Nelson. [9] Sean Maxwell, Lee Greene, Steve Strickland. [10] Bob Crews, Greg Johnson. [11] Brandon Crossier, Tierney & James Marston. [12] Jeff Squires, Clayton Welch, Jay Bishop. [13] Kailey & Darren Brown, Khloe Westbrooks, Jodi Westbrooks, Kyle Westbrooks, Bre Westbrooks, Karlie Westbrooks. (More UVLA photos on next two pages)

Photos

MORE UVLA’ERS (continued from previous two pages): [14] Tony Rodriguez, Kristen Lockhart, Sean Cummings. [15] Levi Kintz, Dana & Tod Kintz. [16] Cade Baggerly, Steven Ashley. [17] Laura & Mike Mische, Sara & Mark Huff.

[18] Zac Law, Mark Swinth, Darren Brown, Tyler Robitaille. [19] Clayton Welch, Justin Boyer, Zach Kenady, Randy Malm, Tyler Hieb. [20] Brad Lander, Ashley Roy, Riley Tough. (More UVLA photos on next page)

UMPQUA VALLEY Lumber Association event attendees included (continued from previous two pages): [21] Lauren Pruett, Pat Zan, Chris Peterson, Raegan Stratton. [22] Emily Bachand, Tyrone & Valerie Konecny. [23] Craig & Sue Moser. [24] Sean Coughlin, Cary Holaday. [25] Jeff Bunnell, Emily Beckley, Rob Rowe, Cory Betts. [26] Dan Semsak, Noelie Cross, James Russell, Karlie Westbrooks, Paxton Sisco. [27] Josh Renshaw, Gary Pittman, Tim Lewis. [28]

Chuck Casey, Ryan Stembridge. [29] Joaquin Solis, Kevin Dehut. [30] Rex Klopfer, Jay Hart, Gene Anhorn, Craig Crafton. [31] Brett Slaughter, Tim Hunt. [32] David Miles, Alexis Westbrooks. [33] Mark Kelly, Danny Osborne. [34] Matt Ferguson, Joe Buttice. [35] Ian Kelly, Kalayna Crook, J.T. Taylor, Frank Forward, Terry Rasmussen. [36] Mike Carey, Reid Schooler, Rick Deen.

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

North American Wholesale Lumber Association – Sept. 9-11, Fall Wood Basics Course, Peachtree City, Ga.; www.nawla.org.

True Value – Sept. 9-11, Fall Reunion show, Orange County Convention Center, Orlando, Fl.; www.truevaluecompany.com.

Portland Wholesale Lumber Association – Sept. 10, Summer Happy Hour, Oregon Wine Reserve, Lake Oswego, Or.; www.pwla.net.

Horizon Distribution – Sept. 11-12, fall expo, Yakima Convention Center, Yakima, Wa.; www.hdweb.com.

Orofino Lumberjack Days – Sept. 12-15, Orofino, Id.; www. orofinolumberjackdays.org.

World Conference on Timber Engineering – Sept. 16-17, Zurich, Switzerland; www.wcte2023.org.

Sierra Pacific Industries – Sept. 18-19, open house & golf tournament, Red Bluff, Ca.; www.spi-ind.com.

Home Building Association of Greater Portland – Sept. 20-21, Professional Women in Building Retreat, Stillwater, McMinnville, Or.; www.hdapdx.org.

Western Hardwood Association – Sept. 23-25, annual convention, Ilani Casino Hotel, Ridgefield, Wa.; www.westernhardwood.org.

Timber Processing & Energy Expo – Sept. 25-27, Portland, Or.; www. timberprocessingandenergyexpo.com.

Western Roofing Expo – Sept. 29-Oct.1, Las Vegas, Nv.; wsrca.com.

National Hardwood Lumber Association – Oct. 2-4, annual convention & show, St. Louis, Mo.; www.nhla.com.

Southern California Hoo-Hoo Club – Oct. 4, Don Gregson Memorial Golf Tournament, Los Serranos Country Club, Chino, Ca.; www. hoohoo117.org.

Composite Panel Association – Oct. 6-8, fall meeting, Westin Hilton Head, Hilton Head, S.C.; www.compositepanel.org.

World Millwork Alliance – Oct. 6-9, 59th millwork convention & tradeshow, Henry B. Gonzalez Convention Center, San Antonio, Tx.; www.worldmillworkalliance.com.

HPM Celebrates Centennial

National Lumber & Building Material Dealers Association – Oct. 8-11, industry summit, Westin Savannah Harbor Golf Resort & Spa, Savannah, Ga.; www.dealer.org.

HPM Building Supply, Hawaii’s local, fifth-generation, family-founded building industry retailer, manufacturer, and supplier, is celebrating its 100th year anniversary in 2021.

West Coast Lumber & Building Material Association – Oct. 9-11, annual convention, Hyatt Regency Monterey Hotel & Spa, Monterey, Ca.; www.lumberassociation.com.

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.

Equip Exposition/Hardscape North America – Oct. 15-18, Louisville, Ky.; www.equipexposition.com.

Window & Door Manufacturers Association – Oct. 16-17, executive management conference, Boston, Ma.; www.wdma.com.

“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.”

LBM Advantage – Oct. 28-30, fall planning conference, Encore, Boston, Ma.; www.lbmadvantage.com.

North American Building Material Distribution Association – Oct. 29-31, New Orleans, La.; www.nbdma.org.

LMC – Oct. 23-25, LMC Expo, Philadelphia, Pa.; www.lmc.net.

Black Bart Hoo-Hoo Club – Oct. 4, golf tournament, Ukiah Valley Golf Course, Ukiah, Ca.; www.hoohoo181.org.

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.

Western Wood Preservers Institute – Nov. 3-6, annual meeting, Kauai, Hi.; www.wwpinstitute.org.

Pacific Logging Conference – Nov. 4-6, annual congress, Kauai Beach Resort, Lihue, Hi.; www.pacificloggingconference.com.

and in honor on an even larger a commitment service, special thank professional giveaways—the winner with towards a home HPM Building Kametaro Fujimoto, CEO. HPM specializes tools, trusses, kitchen and HPM was one employee profi one of the first

Humboldt

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.

Orgill – Nov. 4-17, winter online buying event; www.orgill.com.

HPM Celebrates Centennial

HPM could not have accomplished this milestone without the support of its local communities. To show appreciation,

Mountain States Lumber & Building Material Dealers Assn. – Nov. 8, annual Brewfest, Mile High Station, Denver, Co.; www.mslbmda.org.

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.”

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.

Aspen Pacifi named the exclusive Sawmill and Humboldt and operates and Douglas manufacturer U.S. with annual Aspen Pacifi global exporter market a wide preservative-treated Pacific markets Asia, Japan, Taiwan,

Humboldt Taps Global Sales Agent

WHOLESALE DISTRIBUTOR OF A WIDE RANGE OF ENGINEERED WOOD PRODUCTS, INCLUDING:

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,

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,

Walter Lenoir Foxworth, former president and owner of Foxworth-Galbraith Lumber, Dallas, Tx., passed away on Aug. 2, four days after his 89th birthday.

After receiving a master’s in physics from the University of Texas at Austin, Walter joined the family lumber chain in 1959. He worked his way up to president, expanding the dealer to 30 locations across Texas, Arizona, New Mexico, and Colorado. He retired in 2022 as chairman-emeritus upon selling the business to US LBM.

He was active with several industry associations, serving as Lumbermen’s Association of Texas’ 1990 president, 1993 Dealer of the Year, inaugural Texas Unity Dinner honoree, and Lifetime Achievement Award recipient; Mountain States Lumber & Building Material Dealers Association director; and National Lumber & Building Material Dealers Association director and Chairman’s Award recipient.

George G. “Buck” Hutchison III, 83, founder of Hutchison Western, Denver, Co., died on July 10.

After graduating from Florida State University School of Business in 1964, Buck returned to his hometown of Manchester, Ia., to work in the family wholesale lumber business, Hutchison, Inc. Shortly thereafter, Buck moved with his wife Janie to Colorado to open Hutchison-Western, the western division of Hutchison, Inc. He built the company into an agricultural product manufacturing and distribution company that today has over 150 employees in seven states, with manufacturing plants in

three states. Its five divisions include: Hutchison Western, Hutchison Lumber & Building Products, HW Brand Manufacturing Co., Hutchison Transportation, and Logan Valley Manufacturing.

In 2006, Buck was presented the first annual Award of Merit from the Global Network of Partners in the Lumber and Building Materials Industry.

Francis Gerald “Frank” Azzopardi, former co-owner of South City Lumber & Supply, South San Francisco, Ca., died on Aug. 6. He was 97.

A 1945 gradute of St. Edwards College in Malta, Frank immigrated to San Mateo County in 1947 and served in the U.S. Army from 1950 to 1956. He partnered with Tom Bacon, Sr., to purchase South City Lumber in 1971, serving as vice president. The partners added Pacific Manor Hardware, Pacifica, Ca., in 1975.

Frank retired in 1990 and sold his share in the businesses in 2006.

John Edward Henricks II, 40, former Pacific Northwest mill manager, died on July 6.

John graduated from Oregon State University, Corvallis in 2006 with a degree in wood science technology, after serving as VP of the OSU Forest Products Society. John mostly supported himself through college by working at local sawmills during summer and on nightshift during the school year.

“Focused

Upon graduating, John joined Interfor Pacific as planer mill supervisor at its Gilchrist, Or., facility. In 2007, he relocated to Australia, where he worked as a planer mill supervisor for Green Triangle Forest Products. He returned to the U.S. two years later and spent nine years managing Hampton Lumber’s planer mill in Randle, Wa.

On his 35th birthday, the cut-off age for enlistment, John enlisted in the U.S. military as a pilot.

Gary Robin Goodman, 74, retired western lumber salesman, died on May 16.

A 1972 graduate of the University of Colorado, Boulder, Gary started in the lumber industry as a young man at a lumberyard in Aspen, Co. He later became a professional lumber sales representative for Georgia Pacific in Denver, Co., following by stops at J.W. Metz Lumber, Arvada, Co.; Champion International; Pacific Western Lumber, Lakewood, Wa.; and finally Pacific Alaska Lumber, Lakewood, in 2012.

In the 1980s, John also served as a board member for W.O.O.D., Inc.

Sharon Meta Sievers, 84, longtime office manager for several lumber brokerages, passed away on June 13.

She worked as an office manager first for her Uncle Jack at Robinson Plywood & Timber Co., Everett, Wa., then for Tumac Lumber Co., Everett, and Tidewater Trading, Stanwood, Wa.

Epitasio “Pete” Sifuentes, Sr., 57-year employee with Ideal Feed & Lumber, Toppenish, Wa., died on Aug. 4. He was 94.

After serving in the military, he joined Ideal Feed in 1966 and reluctantly moved into sales. Last year, he was presented with Ace Hardware’s Golden Hammer Award, recognizing a half-century in the hardware industry.

FLASHBACK: COLD OPEN

FORTY-SIX YEARS ago this month, in September of 1978, The Merchant Magazine covered the astounding grand opening of a new lumberyard in a tiny town in Alaska.

The new Superior Building Supply store was located in Soldotna—situated on the Kenai Peninsula, about 145 miles south of Anchorage. Yet though the town’s population was just 3,500, the two-day celebration took in over $100,000 (that’s a half-million in today’s dollars).

Keys were heavy promotion, including distribution of an eight-page tabloid in the three Kenai Peninsula newspapers. Highlights were magic shows, free soda, popcorn,

orchids for the ladies, keepsakes and other giveaways. The grand prize was a 16-ft. river boat, complete with motor and trailer. There was also an appearance by the Peninsula Oilers, an amateur baseball team and 1971 national champions.

Developed by Sierra Pacific Industries in the early 1970s, REDEX brand heavy-duty, exterior-grade particleboard was manufactured by Louisiana-Pacific in Arcata, Ca. When LP sold off its California operations in 1998, it held on to the Arcata mill until 2002. Hambro Forest Products then operated the Arcata plant until mothballing it in 2011.

Over the twoday celebration, Seattle-area prestidigitator Jim Bender performed eight magic shows. Bender also worked as a salesman for Pacific Northwest building materials distributor Palmer G. Lewis Co., majority owner of the Superior Building Supply chain.

Superior’s other stores in Kenai and Homer, Ak., got in on the action by holding similar promotions.

Today, 46 years later, the Soldotna store is still going strong under the Spenard Builders Supply banner (which took over in 1981). MM

WITH ITS 7,200-sq. ft. of retail space, 19,000-sq. ft. warehouse, and 5+ acres for parking and outside storage, Superior Building Supply’s new store in Soldotna, Ak., became the largest building supply yard on the Kenai Peninsula.

THE POPULAR PRIZE drawing area was situated among a truckload of 50-gallon oak whiskey barrels. Priced at a bargain $19.95 apiece, the empty barrels sold out the first day.

PRODUCT DEMOS showed how easily DIYers could install such new products as Z-Brick brick veneers and Pope & Talbot Cedarstrip textured paneling.

REDWOOD

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.