The
MERCHANT
JULY 2015
Magazine
THE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922
IMPROVE YOUR YARD LAYOUT
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TREATED WOOD FORECAST
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APA SPECIAL ISSUE
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July 2015
The
Volume 94 Number 1
MERCHANT
Magazine
The
MERCHANT
Magazine
www.building-products.com
A publication of 526 Media Group, Inc.
151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626
President/Publisher Patrick Adams padams@building-products.com Vice President Shelly Smith Adams sadams@building-products.com Publishers Emeritus David Cutler Alan Oakes Editor/Production Manager David Koenig david@building-products.com Associate Editor Stephanie Ornelas sornelas@building-products.com
Special Features
In Every Issue
9 FEATURE STORY
THE FLAW IN YOUR YARD LAYOUT THAT’S KILLING YOUR EFFICIENCY
10 MARGIN BUILDERS
GIVE YOUR CUSTOMERS THE BEST POSSIBLE TREATED WOOD EXPERIENCE
12 PRODUCT SPOTLIGHT
LVL FOR ICONIC APPLICATIONS
14 MANAGEMENT TIPS
CREDIT AS COMPETITIVE ADVANTAGE
22 NAWLA–THINKING AHEAD KEY TO BETTER WAREHOUSE OPERATIONS & EFFICIENCY
32 SPECIAL FOCUS: APA ON EWP • • • • • •
INDUSTRY FORECAST TREATED GLULAMS FIRE-PROTECTED I-JOIST SYSTEMS WALL BRACING TRADEMARKS TOPS IN SAFETY
56 PHOTO RECAP: PCBC 58 PHOTO RECAP: NORTHWEST GOLF
Online BREAKING INDUSTRY NEWS, EVENT PHOTOS, & DIGITAL EDITION OF THE MERCHANT
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The Merchant Magazine
6 ACROSS THE BOARD 16 COMPETITIVE INTELLIGENCE 18 OLSEN ON SALES 20 FAMILY BUSINESS 30 MOVERS & SHAKERS 51 NEW PRODUCTS 48 APP WATCH 49 ASSOCIATION UPDATE 60 IN MEMORIAM 60 CLASSIFIED MARKETPLACE 61 DATE BOOK 61 ADVERTISERS INDEX 62 FLASHBACK CHANGE OF ADDRESS Send address label from recent issue, new address, and 9-digit zip to address below. POSTMASTER Send address changes to The Merchant Magazine, 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626. The Merchant Magazine (ISSN 7399723) (USPS 796560) is published monthly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626 by 526 Media Group, Inc. Periodicals Postage paid at Newport Beach, CA, and additional post offices. It is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states. Copyright®2015 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. It reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.
July 2015
Contributing Editors Carla Waldemar, James Olsen Advertising Sales Manager Chuck Casey chuck@building-products.com Circulation Manager Heather Kelly hkelly@building-products.com
How to Advertise
PRINT or ONLINE Chuck Casey Phone (714) 486-2735 Fax 714-486-2745 chuck@building-products.com Patrick Adams Phone (714) 486-2735 Fax 714-486-2745 padams@building-products.com CLASSIFIED – David Koenig Phone (714) 486-2735 Fax 714-486-2745 david@building-products.com
How to Subscribe
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ACROSS the Board By Patrick Adams
Building bigger… or better?
I
T SHOULDN’T COME
as any surprise that, like most of you, I work for my family. It’s why all of us do what we do and the reward really can be just a smile or a thank you. When my 4-year-old said, “Daddy, I really want a playhouse!” nothing else needed to be said. I found myself in the backyard at the end of a long weekend of projects, already a bit sore from tackling things that the young guy who lives in my head could handle, but the older body he occupies sometimes rejects. Of course I have time for one more to make my little girl smile! As the building started, like most guys I immediately began thinking about modifications that would make it better. What if I added a patio cover to it? What about stairs to an upper deck? Maybe I could add a “garage” that doubles as a dog house? It struck me in this frenzy of “custom building” that every example of “better” that I was considering was actually just BIGGER. What I wasn’t thinking was whether this playhouse would last long enough for my grandkids. Whether it would stand up to the elements and the inevitable rough play as my daughter and her friends grew over the years. If where I built it would be the place that I wanted to look at and remember all of the happy times that I watched her over the years. I believe that every culture has something so deeply engrained in it that it almost becomes part of our DNA. For us, I think that we are “builders”—we dream big and we find
a way to make it happen regardless of the odds or obstacles. It is just part of what makes America the greatest country on Earth. As I was now focused on the quality of the fasteners I was using and how strong my foundation was, I wondered how often we distinguish “bigger” and “better.” Does a homebuyer walk into two homes in the same neighborhood, for the same price, and pick the smaller one because it was built to a higher level of craftsmanship? When a company acquires another, is it to make the new combined organization better for the employees, customers and industry—or to make it bigger? Which is the bigger (or better) benefit… being bigger or being better? In my career, I have worked for over a dozen companies and quickly became the guy people called when they needed big things to happen. That fix-it, turn-around or aggressive growth specialty led me to many challenges associated with mergers, acquisitions or organizations looking to change. Funny that I can’t remember a single time where part of the goal was to build something sustainable and long lasting or create a plan that put the customer first, regardless of other ambitions. I recently read a study that surveyed companies who have been in business for over 100 years. Some of the interesting points that stood out were in the 1920s, the average age of companies in the S&P 500 was 67 years. In 2013, it was less than 15 years. From survey results it shared what made these companies different was their priority on things like corporate identity and culture, a focus on their core strengths, a value on relationships with their suppliers, customers and local community and plans for leadership succession. In our growing consumer mentality, are we beginning to think everything is consumable? That it’s easier to just get something new than to build something that lasts? The biggest thing that attracted me to The Merchant is that it has served this industry for almost 100 years and most of our employees have been here since their college years. Many of our best clients have served their customers for over 100 years! There is a time for bigger and there is a time for better—and it has been a long time since I have seen them go hand in hand. For me, I am focused on BETTER because I can tell you from experience that in the long run, better always wins! In this age of constant mergers and acquisitions, I hope this starts a conversation about what’s “best” for the industry, the employees, the customers, and the legacy of some of the greatest success stories in business. Now, I have to get back to work on building a playhouse that will last long enough for my grandkids to play in! I’m grateful for the continued support and look forward to hearing your thoughts! Patrick S. Adams Publisher/President padams@building-products.com
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Building-Products.com
FEATURE Story By David Koenig
The layout flaw that’s killing your efficiency
M
ANY LBM COMPANIES are operating at razor-thin margins. They’ve cut extraneous costs. They’re buying wisely. They’re getting their name out and, as best as they can, customers in. Is there anything else they can do to improve their fortunes? Usually, there’s one last opportunity, according to Ron Johnson, Johnson Design Services, Portland, Me., who has spent over 30 years helping retailers boost profits by making their store and yard layouts more efficient. “Most everyone is buying from a buying group so they are buying right; the market, being what it is, determines the selling price,” he notes. “The only opportunity to increase margins and profits is reducing the operating costs through efficiency improvements.” Over the years, he’s advised over 600 stores and 225 yards, and keeps encountering one primary layout flaw: The products aren’t in the right place. “There have been countless studies,” Johnson says. “In the yard and in the store, certain departments should be in certain locations. If you walk into a grocery store, the milk is usually in the far left corner, produce is front right. Fruit and vegetables are perishable and provide the highest profit margins, so they should be up front. Milk and eggs are on everybody’s grocery list, so everyone has to walk through the store, to the back, to get them.” Hardware stores have similar design parameters—planned purchases like nails and fasteners out back, impulse/decorative/high-margin products like paint sundries and seasonal up front. In the yard, “pick tickets” are
Building-Products.com
reviewed to compile a thorough list of the products that are consistently shipping together. On the receiving end, if a product is sold by full unit then the emphasis is on easy placement; if it is sold by the piece, then the focus on easy access for the multiple trips staff will make to that location. “Products should be strategically placed to minimize handling and forklift driving time,” Johnson says. “Most folks can see a 25% to 35% reduction in operating costs, such as fuel costs and wear and tear on forklifts. Some have even seen in excess of 50%.” Johnson provides his clients with a five- or 10-year master plan, breaking out concrete steps that dealers can implement as the budget allows. If new buildings, lumber racking, or store fixtures are involved, Johnson
fully specifies all materials required and coordinates quotes from high quality manufacturers. “When making a significant capital investment, it is always wise to purchase buildings and equipment that are structurally stronger and fully rust protected,” he says. More than once, he’s had to suggest starting from scratch. “Many of these lumberyards have been around a long time,” he says. “The town’s grown up around it. There’s no room to grow, and it’s become difficult to do the job. The neighborhood would also be happy to see them relocate to a more commercial side of town.” Fortunately, not every fix costs a fortune—but they could save you one. It may be time to look at your yard and store layouts with fresh eyes.
STRATEGICALLY reconfiguring your drive-thru lumberyard can slash operating costs. (Photo by Hartville Hardware) July 2015
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9
MARGIN Builders By Arch Wood Protection
Conversations in the lumber aisle How to give customers the best treated wood experience
T
EACHING STORE EMPLOYEES to ask customers about how treated wood will be used will go a long way toward ensuring your customers have a positive experience—both with your store and with pressure treated wood. Following are questions store employees should ask buyers of treat-
ed wood to help them choose the right wood for their project. • Will the material be used on or in the ground? Or in fresh water? • Will the material be supporting a structure or difficult to replace? (Think posts, beams, and joists.)
• Is the final use LESS THAN 6” ABOVE THE GROUND, and supported by porous materials such as treated wood or concrete? • Will air circulation be restricted under the structure or between boards?
GROUND CONTACT treated wood should be used for decks built on grade.
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• Are mulch, leaves, vegetation or debris likely to build up under the structure? • Will the project get wet on a frequent basis? (Think sprinkler, hot tub, or low-level dock.) • Is the material in contact with untreated wood or older construction with evidence of decay? • Is the material being used in a subtropical or tropical climate such as southern Florida, Hawaii or the Caribbean? If the answer to any of these questions is yes, then the customer should use wood products treated to “ground contact” preservative retention level. If your store doesn’t stock this material, the employee should offer to special order it for the customer. Why? Regardless of whether treated wood is used physically above ground, when it is supporting a structure, is difficult to replace, or used in close proximity to the ground, around fresh water, or in tropical climates, the wood should be treated to a “ground contact” preservative retention level, or greater. Examples are: • exterior joists, posts and beams • decking subject to frequent wetting (such as from sprinklers, hot tubs, A/C units) • decking that’s less than 6” from the ground and supported by treated wood or concrete • any material in areas where air circulation is insufficient, preventing the wood from drying • fresh water dock platforms subject to immersion or frequent wetting from wind, waves, or changes in water level In addition, “heavy duty ground contact” preservative retention should be used for critical members and ground contact material that is located in tropical or subtropical climates or that comes into contact with salt water splash. Following these guidelines, which are consistent with recent AWPA developments, will help ensure your customers get the best service life from treated wood. Proving to customers that your staff cares and is knowledgeable enough to guide them to the correct product for their needs will keep them coming back. – For more information on proper use of treated wood, visit Wolmanized Wood University at www.wolmanizedwoodu.com. Building-Products.com
UPSURGE in multifamily construction is increasing the percentage of fire retardant treated materials wood preservers sell. (Photo by Hoover Treated Wood Products)
Survey: Treated Wood Forecast This spring, The Merchant surveyed a national cross-section of wood treaters, to gauge what they were selling and what they expected to sell, treatment by treatment. On average, wood preservers queried were treating about twothirds of their volume with micronized copper azole, although several were treating nothing but. ACQ was a distant second. Yet, numerous treaters pointed to fire retardant wood as their fastest growing product. “We are seeing a gradual but real increase over the last few years in the amount of fire retardant we are treating, mostly for commercial applications,” shared one Midwestern treater. “Ten years ago, our fire retardant percentage was probably in the 5% range. It’s now double that.” Similarly, a Western treater expects 2015 sales to be about 10% higher than 2014 for all treatments, with FRTW the strongest. “There is more multifamily construction, particularly apartments, which requires more fire retardant treated wood than single-family,” the owner reported. “We expect this trend to continue.” A Southern treater likewise said overall sales are continuing to rise. “Last year export sales were slightly down and domestic sales were up 16%,” he said. “We expect domestic sales to continue trending up at a 5% to 7% pace annually
and export to keep trending slightly downward due to slowed tourism.” In the Southeast, another wood treater says business picked up immediately after the start of the year. “Sales have outdone last year’s to this point,” he said. “I feel like its going to be a great year for treaters and the overall home building markets.” A Midwest treater expects his mix to hold steady, with the possible exception of fire retardants increasing above their current 10%. “I don’t see anything that will change these numbers significantly unless codes change and FRT becomes more prevalent,” he explained. Another Midwest treater is seeing conflicting signs in “ag country.” He noted, “In the coming year, we expect CCA to stay about the same, as cattle prices are going up. That business will increase, but the oil industry is slowing down. On the MCA side, we have a strong market due to new home construction, but again the oil industry is slowing down.” The product mix continues to evolve for a large Southern wood preserver, who noted, “The MCA volumes are growing and the ACQ volumes are trending smaller. Our treated sales are on a slight yearover-year increase, and we see this continuing for the next two to three years.”
July 2015
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PRODUCT Spotlight Engineered Wood
LVL could have been used in iconic skyscraper
F
INNISH EWP PRODUCER Metsä Wood has launched a new “Plan B” campaign to promote the use of wood by envisioning how iconic structures like the Roman Coliseum could have been constructed with wood. Its latest reimagining is New York’s 103-stories-tall Empire State Building. The plan, designed in partnership with Canadian architect Michael Green, is being touted as “the first new way to build a skyscraper in 100 years.”
The Empire State Building represented the innovativeness of structural steel in the 1920s. At 1,250 feet, it stood as the tallest building in the world for nearly 40 years. “While many things have changed in 85 years, architects still strive to give form to new ideas about structure, energy consumption, climate change, and the list goes on,” Green said. “We designed a skyscraper using Metsä Wood’s Kerto LVL engineered wood as the main material from floors
to column spacing.” Green is a strong believer that highrise wooden buildings are not only possible, but may be the most practical and environmentally sound solution to addressing rapid global urbanization and climate change. “I believe that the future belongs to tall wooden buildings,” he said. “Significant advancements in engineered wood and mass timber products have created a new vision for what is possible for safe, tall, urban wood buildings. The chal-
PRODUCER Metsä Wood and Michael Green have designed a wooden version of the Empire State Building.
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USING WOOD to recreate the 103-story-tall landmark is billed as being the first new way to build a skyscraper in 100 years.
lenge now is to change society’s perception of what’s possible.” Wood is not only a highly aesthetic and sustainable option, but also efficient, fast to construct, and it enables light structures. Wood is also a more fire-resistant material than ordinarily perceived. “Wood construction is an everevolving business, and the market needs more innovative, sustainable, faster and effective solutions,” explain Jari Tikkanen, senior VP for Metsä Building-Products.com
Wood. “Metsä Wood is strong in Europe, with ambitious global growth targets in USA and Asia.” Plan B challenges widespread preconceptions and explores the various possibilities of wood construction. As a part of the project, Metsä Wood shows in detail how to build recognizable yet modern versions of worldknown architectural buildings using wood as the main material. The concept’s main target groups are architects, engineers and builders. July 2015
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MANAGEMENT Tips Scott Simpson, BlueTarp Financial
Turn your credit program into a competitive advantage
Y
OUR PRODUCTS , pricing and customer relationships are likely the cornerstones of how you attract and keep your professional customers. But have you ever considered how your credit program could provide you with a strong competitive advantage? If you’re like most LBM suppliers, your credit program probably doesn’t make you think about growth and competitive advantage. It probably does the opposite, bringing on fears of restricted cash flow, investment constraints, and worries of uncollectible revenue. It doesn’t have to. Consider four ways your program can deliver a competitive advantage: 1. Win more business by offering larger lines and longer pay cycles The building industry is getting back on track and many of your customers are looking to take on more and larger jobs. With this comes the need for larger lines of credit and longer pay cycles. By offering pros more of what they need, you’ll earn more of their business. With in-house credit, you may not always be able to meet these credit needs. You could tap your bank line to free up the cash to fund it, but this could restrict your investments in other areas. And, the additional credit exposure may increase your risk to a
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level that you’re not comfortable with or that could impact your profitability. One option is a professional credit management service that can offer larger lines and extended terms for your customers—without risk to you. Companies provide credit services such as extending credit, billing, and collecting on invoices, while also guaranteeing your payments. You can get paid for every sale without having to wait 60 to 90 days or more—which means you can offer your customers what they need without draining your cash or taking on increased risk. 2. Offer better service, more products Your customers rely on you for your expertise and product selection— what if they could get more of both? If you and your team had more time to focus on helping customers find the right products to meet their needs, they’d likely buy more from you. Likewise, if you could expand the range of products and services you offer, you could meet a wider range of their building needs and earn more of their spending. Offloading other work from you and your team can help you gain back time that you can focus on your business and serving your customers. How much time could be gained if you were not burdened with credit deci-
July 2015
sions, billing paperwork, and chasing receivables? And how much more could you invest in your inventory and product selection if you could free up the cash you use to fund credit and reinvest it in your business? Utilizing a credit management service allows you to focus on customer service and frees up cash so you can invest in inventory and new products. With credit checks, invoicing and collections off your plate, you and your staff will have more time to make sales and help customers solve problems. And with the predictable, guaranteed cash flow you’ll get from every sale, you can confidently invest in building inventory, product selection, or hiring more sales staff. 3. Help customers better manage their business Your pro customers are busy helping their customers and they often struggle to find time to manage their books, pay their bills, and invoice their customers. You can help them do these things more efficiently by offering technology and services that help them better manage their business. And when you help them focus on their business and its success, they reward you with loyalty and growth. A credit service can provide you with web-based tools that let your pro customers create customized invoices and easily track and organize their job expenses. Your customers gain 24/7 secure online access to their accounts and the ability to pay when it’s convenient for them.
4. Reward customers, build loyalty
A rewards program helps you thank your customers for their business and gives them more reasons to spend with you. But managing a rewards program can be time consuming and complex. Working with a credit service makes it easy for you to offer enticing rewards such as travel, sports packages, and brand-name merchandise, without the overhead and expense. You can also pick which customers qualify for rewards, so you can use the program to drive spending with your biggest and most profitable customers or to win new ones. If you’re serious about sharpening your competitive edge, consider how a credit service can keep your customers coming back for more by giving them more of what they want. – Scott Simpson is president and CEO of BlueTarp Financial. Reach him at (207) 797-5900 or ssimpson@bluetarp.com. Building-Products.com
COMPETITIVE Intelligence By Carla Waldemar
Changing the View
B
USINESS WAS BRISK when Jim DePretto and Rick Jensen bought Bayview Building Materials in 2003. It was one of a stable of eight lumberyards and plants being sold by the outfit’s second-generation owner, whose father had launched the mini-empire in 1952 after returning from World War II with a Medal of Honor. Now it was time for this gent, too, to hang up his apron and haul out the rocking chair. The new partners were no babes in the woodpile. Jim was a former regional manager of a hardware chain and Rick a building-materials store manager (who had, indeed, managed one of the Bayview outposts for 10 years). These days Rick focuses on contractor sales and purchasing, while Jim takes on the retail operation. The location the partners purchased—officially titled Bayview Building Materials of Olympia— sounds pretty grand and glam, but it’s not actually within the streetscape of Washington’s state capitol at all. It’s really in Elma, 30 miles west—a onestoplight bump on the map that had pinned its claim to fame and fortune on a proposed nuclear power plant that
never got completed. “So the town had struggles,” Jim allows. “But as the economy started improving again, it grew—at least, a little bit, in the early 2000s.”And Bayview was there to aid that growth, supplying the quality lumber for which it’s known to the custom and spec homes under its contractors’ hammers and delivering product “all over west Washington.” But you know what happened in the depths of the ensuing recession: contractors went dormant. But not Bayview. The partners made a U-turn in their business plan. “We became motivated to grow and expand the retail side.”All it takes is walk-ins, right? But who would want to? “We realized our old building looked old—had never been remodeled in over 20 years. We occupied an old warehouse that looked like an old warehouse— well-positioned, anchoring the intersection of two major highways. But it needed to make a statement: It was now or never.” It needed to get peoples’ attention as more than a yard to pick up sticks,
NEW OWNERS expanded, remerchandised and ultimately reinvigorated a 50-year-old business.
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so a makeover of the façade was first on the to-do list. “We needed to make sure the building cast a positive impact—that it said ‘retail,’ not just ‘lumber’: not make that the biggest focus—something we’d been trying to convey for many years but missed before. Now all departments are welllettered across the front of the building,” spotlighting the array of departments ready to serve homeowners. “We also doubled the retail space from 6,000 to 12,000 sq. ft. We kicked the back wall out and added 50 ft. of depth—a bright, new, well-lit retail area that’s been extremely wellreceived. Our goal,” divulges Jim, who’s clearly read his market research, “was to attract female shoppers,” who would never have considered clambering over dusty stacks of 2x4s to search for kitchen cabinets. Responding to customer surveys (“more lawn & garden, more outdoor living, more rental”)—Bayview tripled its L&G, building a climatecontrolled greenhouse to stock live plants year-round. It enhanced its outdoor living category, doubled its fastener selection, and expanded the rental department they’d launched in 2008, a service that’s “definitely making money and continues to grow in sales every year.” They also tried their hand at Christmas items. The trees didn’t exactly fly off the lot, but Jim rates the holiday-offering attempt as “not earthshattering, but pretty successful for the first time out”—a concept he thinks holds “lots of promise.” With the makeover, lawn and garden sales doubled, outdoor living sales tripled, and even the previously robust stand-bys improved. “We’d had strong cabinet and plumbing departments Building-Products.com
before, but we added design amenities like towel racks and faucets.” Result of the overhaul: Customer count leapt 11% and sales for the recently-closed fiscal year were up 13%. Double-digit growth annually for the last three years, in fact. Doing something right. But the key to success, Jim acknowledges, doesn’t lie in simply adding SKUs. “It’s having the right people in the right places.” In those initial golden years, staff numbered over 40; during the downturn the count was trimmed by half—“a big thing. We learned more about controlling. An,d we also eliminated our installed insulation division, with no regrets.” Today, with Bayview firmly in growthand-expansion mode, hiring is on the upswing. The lesson Jim learned, he says, is this: “More than anything, it’s about not letting the good ones get away. If a resume is promising, I want to talk! For instance, I just hired someone who comes with ten years’ experience at Home Depot, a very good fit. And I’ve two resumes on my desk right now that have got me very excited.” Why do people like working here, then? “The hands-on leadership,” Jim declares. “We [partners] are here every day, so it’s like a family.” Contractors feel the love, too. “More than anything else, they appreciate our people’s knowledge. The staff knows about building houses and what the customer needs. With the contractors, it’s kind of interesting: It’s mainly a phone business. They say ‘I want …. ’ and then our guys will say, ‘Wait a second! You’ll also need….’ It saves the customers’ time.” And time is money. Speaking of which, Bayview prides itself on carrying only the highest-quality lumber—kilndried Doug fir, for which they pay a little more, indeed,
“but they know it’s worth it,” reports Jim. “We recently landed a couple of larger builders we hadn’t done business with before. Our quality products caught their eye. Maybe they’ve been dealing with someone else, but if and when a problem occurs, they come to us—right place, right time— an easy switch.” While those pros are treasured, of course, that former 75/25 ratio—toxic during the downturn—is changing as Bayview aggressively courts DIYers—“exactly who we want to see, especially females,” Jim doubles down on his primary goal. New business is courted via targeted social media. “It works, and it’s easy to measure,” he says. “For instance, we launched a ‘post boost’ featuring hanging baskets for Mothers Day. We posted it on a Friday and sold out that weekend. “And we’re about to host our first Ladies Night, announced on social media, with opportunities to learn and meet with vendors’ reps: a show-andtell type of thing, with discounts and opportunities to win prizes,” building on the success of grand opening events a year ago in May. Thus Bayview continues to stir up action in “a pretty quiet little town.” Pledges Jim, who loves it, and loves his job: “I’m here until I retire, no doubt about it!” Carla Waldemar cwaldemar@comcast.net
THUNDERBOLT WOOD TREATING “WE TREAT WOOD RIGHT”… Quality Wood Treating Services Since 1977 3400 Patterson Rd., Riverbank, CA 95367 • Fax: 209-869-4585
Miguel Gutierrez: (209) 747-7773 • miguel@thunderboltwt.com
Building-Products.com
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OLSEN On Sales By James Olsen
The key to closing “G
OOD MORNING , J OHN . This is Bob from At Your Service Lumber. I’ve got a load of 2x4 14’s I can get into you at $350/MBF.” Bob then waits in respectful silence for John to decide. Or “Good morning, John. This is Bob from At Your Service. I’ve got a load of 2x4 14’s I can get into you at $350/MBF, what do you think?” Many sellers think these are sales calls. They’re not. This is presenting product and letting the customer decide. This kind of work can be done by a computer or a catalog. Tragically, this approach works sporadically enough to fool (some) salespeople into thinking that it is salesmanship.
No! Hurts
After 10 “no’s” most people become dejected and disillusioned. They get tired of hearing them. The solution is simple. Stop asking for the business. Many fool themselves into thinking they are doing sales work, but they are merely quotrons, presenting product and dispensing information. Product presenters, information dispensers, and quotrons do get business from time to time, but nowhere near the rate of a true salesperson. We are salespeople. We ask for the business, the order, the commitment. Our customers know this when they come to the phone or take our meeting, so why aren’t more salespeople asking for the order? Because we don’t like to hear “no.” It starts when we are in our “terrible twos” and continues through adolescence and beyond. No is painful. Master sellers don’t think of no in the same way that struggling sellers do. They understand that the no is coming and strategize to overcome it. They never take no personally. When it rains, we don’t stomp our foot and pout, we just get an umbrella.
What’s Your Price on 2x4 14’s?
Closers share information; information dispensers and quotrons give it away. Customer: “Hey, Bob. What’s your price on 2x4 14’s?” Bob the Quotron: “$350.” Customer: “Okay, thanks. I really appreciate it. I’ll get back to you.” Bob the Quotron: “Okay. If I’m close on that, I can probably get you a couple bucks off.” Compare that interchange to: Customer: “Hey, Carl. What’s your price on 2x4 14’s?” Carl the Closer: “I’ve got some great deals on 14’s; how many do you need?” Customer: “Maybe one or two. What’s your price?”
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Carl the Closer: “We’ve sold seven today at $350. I’ve got three left. I can work with you on shipment. Please give me your order numbers on those, before they’re gone.” There are three differences between a quotron and a closer. A closer: • tells the customer why—and gives them reasons—they should buy. • asks for the order. • holds back the price. For example: “Good morning, John. This is Mason from Majestic Lumber. I’ve got a great deal on a block of 2x4 14’s. We’ve been selling them well; the market is very tight. We are looking for more and can’t find them within $20/MBF of the price we have. How many can you use?” Or “Good morning, John. This is Martha from Majestic. We just picked up a block of 2x4 14’s. I know you need these. Let me tell you why you should buy more than one: The market is firm and moving higher on 14’s. 14’s are undervalued compared to all other lengths in 2x4. You and I have been shopping them for three weeks. Now’s the time. How many can you use?” Giving reasons to buy is vital. We must convince ourselves before we call the customer. We prepare our reasons. We prepare to ask for the business. Product presenters throw up all their information (power) at once, leaving no mystery (or power—they’ve given it all to the customer) to their calls. This approach creates a litany of “I’ll-let-you-knows” and “I’ll-get-backto-yas.” Humans want to know “what’s behind curtain number one?” Holding back the price will encourage our customers to engage with us. It will guide them into “yes-no” vs. “maybe-so” conversations. If we walk around with a bucket long enough we will eventually collect some water, but that does not make us excellent water collectors. We are just walking around waiting for it to rain. The master seller makes it rain, by asking for the business. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com
FAMILY Business By Wayne Rivers
Pruning the family tree
A
RECENT article in Family Business Review discussed a concept called “pruning the family tree.” Even gardeners like me who have a brown thumb and can barely grow grass understand the need for strategically pruning from time to time in order to maintain optimum plant health, yet we don’t bring that horticultural health mindset to our own family and closely held businesses. Authors Johan Lambrecht and Josef Lievens researched 20 years of scholarly articles on family businesses and found that not a single one dealt with pruning the family tree. What they did find were many valid reasons for undertaking a critical evaluation of your family business and considering if it’s time for some strategic pruning. First, they noted “the length between the evolution of the lifecycle of a family business and the degree of intensity of the family ties assumes an inverted u-shape.” Family ties strengthen in the second generation of the family business before weakening in the third. This is a very reasonable assumption; brothers and sisters are generally closer than cousins. Second, they found “differing goals and objectives among different generations of family owners threaten the long-term welfare of the family company.” This is undoubtedly the case. The Bible tells us “where there is no vision, the people perish” (Proverbs 29:18). Furthermore “conflicts are especially apt to occur when the distribution of ownership is balanced between competing blocks. The rival blocks may have different interests and roles, and their votes enable them to cancel one another’s initiatives.”
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Rival blocks can create that family business condition of stagnation we call “deciding not to decide.” Third, “increased family complexity can also constrain business growth and lead to lower company performance.” The authors conclude that “simplification of the ownership structure is a critical precondition for putting the growth engine in motion and keeping it on… Family businesses more than a century old owe their great age to pruning, among other things. They limit the number of family shareholders.” Look at the family genogram below. Broadly stated, both the family and the business have grown over the generations. The founding parents had three children who each ended up owning 33% of the business. Their three kids had a total of nine grand-
July 2015
children, with each offspring sharing in their line’s one-third ownership. Sensing that managing both business and family affairs had become too complex, two strong-willed, enterprising third-generation members bought out their siblings and cousins with the result that the family tree, which will likely continue to expand over time, will no long directly affect business ownership. Two entrepreneurs have consolidated ownership as the two founding entrepreneurs once did. The shape of the typical family business ownership evolution broadly resembles a diamond. That is, ownership initially rests in the hands of one or a tiny group of people, and, after several generations, ownership again rests in the hands of only a few. This is much more the reality of family businesses than the broadly accepted, ever-expanding model of founding generation followed by sibling partnership followed by cousin consortium. It’s simply not reasonable to think that over long periods of time, all family members are going to be temperamentally or practically capable of sharing the rights and privileges of ownership. This model can work, but it is the exception rather than the rule. Will all family members feel fairly and equitably treated during the ownership reconsolidation process? Probably not. However, for many family businesses whose owners no longer share common goals and visions, pruning the family tree may actually improve family relations. – Wayne Rivers is president of The Family Business Institute, Inc. (www.familybusinessinstitute.com).
During Gen III, Family Tree Pruning Takes Place Building-Products.com
THINKING Ahead By Carl Lamb, General Manager/VP Snavely Forest Products
4 ways to improve
warehouse operations and efficiency
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ANAGING WAREHOUSE logistics is tricky, especially in the post-recession world, in which companies are trying to save time and money in every transaction. The key to success for any distributor is warehouse operations efficiency. When efficiency lags, lead times suffer, orders can be misplaced, and low inventory levels can lead to stock-outs and low fill rates. A universal problem for all distributors, limited warehouse space can hinder efficiency. Simply put, as sales increase, more space is required. To combat these challenges, measuring Key Performance Indicators (KPIs) and benchmarking against other similar companies will drive warehouse efficiencies. Best-in-class distributors have a real-time view of warehouse order status, inventory and labor and utilize technology, formal cross training of associates and measurement of their KPIs. Each of these solutions falls into one of the following four main categories for increasing warehouse operations and efficiency.
1. Maintain a Real-Time View of Warehouse Inventory
One key to running an efficient warehouse involves maintaining a real-time view of warehouse order status, inventory and labor. Now with the use of technology, a lag from when the product is received in the warehouse to the time that it is received in our enterprise resource planning (ERP) no longer exists. Additionally, our sales team is able to see in real time what orders are being picked or have been staged for shipment. When a change must be made to an order, we no longer have to find the original pick ticket and to see if it has already been picked, which eliminates the potential for duplicate orders. We have achieved this real-time view using our ware-
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house management system (WMS). Our inside team can be confident that, if our ERP says we have an item, it is in stock and in good condition. Our operations manager is able to manage the day’s work in real-time and see what is being pulled by the employees and what their production level is that day. Each morning when he comes into work, he is able to determine what the workload is and allocate resources accordingly. We also implemented an overnight shift to help regulate the workflow to ensure that the day shift can focus on receiving, replenishing inventory bins, and handling returns and will-calls. The night shift can then complete orders, pull add-on orders and load trucks. This allocation of duties allows an efficient product flow throughout the day. Ever-changing customer demands dictate the need for increased flexibility in existing facilities.
2. Harness the Power of Real-Time Technology
To further support warehouse process improvement and ensure business goals are being met, gathering and
Building-Products.com
A Special Series from North American Wholesale Lumber Association analyzing real-time data helps create a more efficient warehouse. Select a WMS system that integrates seamlessly with your ERP and supply chain systems. WMS systems can help manage material handling in real time, which will maximize system throughput and performance, and provide visibility to potential logjams. When laying out our distribution center, we made a point to keep our high turn products in the front of the warehouse and slower turn products in back, making replenishment and stock rotation easier. Training new employees on the system was easier than training new employees on all of the different SKU’s we kept in stock. A new employee could begin picking orders within a couple of days, and the order accuracy greatly improved. Our WMS system lets us compare employee performance against pre-determined standards and allows us real-time analysis of our KPI’s.
3. Organize Distribution Centers for Full Efficiency
Organizing an overcrowded distribution center and fully utilizing the space available is crucial to running an efficient warehouse. Slow or nonmoving inventory cuts into productive warehouse space. Consider options such as discounting slow moving inventory and providing extra incentives to your salespeople to sell the slow or nonmoving inventory. Additionally, warehouse space can be taken up by returned material that still needs to be processed and either put back into inventory or destroyed. Handling these returns as they come in will free up inventory space and prevent a backlog of work. Slow moving inventory and returns are taking up space that should be used for profitable inventory. In addition to cleaning up returns and moving off dead stock, changing the equipment to better suit your situation may be an option. At our Maryland distribution center, we are transitioning to narrow-aisle fork trucks in order to reduce the aisle sizes. By reducing the aisle size, we can increase our space for inventory by 25%. Cross training employees on functions other than their own will help create operational readiness, while promoting teamwork across departments. At times, there is an unbalanced workflow in your organization. Having employees who can perform a number of different tasks allows you to move employees from one department to another to respond to these fluctuations. In order to properly implement a cross-training program, you need to identify the specific critical tasks that require cross training. Additionally, you need to identify the people capable of performing the tasks. Schedule time and funds needed for training, then recognize and reward employees who have successfully gone through a crosstraining program.
Building-Products.com
Cross training delivers two key benefits to your organization: better employee morale and delivering products to customers on time without glitches. Maximize profits and establish competitive advantage with cross training.
4. Track Results & Keep Evolving
Measure results and implement changes to improve your warehouse performance. The most innovative warehouse operators are drilling into their warehouse data to understand the true cost to serve each customer and fill each order type. Then, put programs in place that lead to improved gross margins. Through the increased use of technology, we can measure order fulfillment, inventory management and warehouse performance metrics. Within order fulfillment, we measure on-time delivery percentage, fill rates percentages and order accuracy. We have a zero-error program that rewards our employees for pulling orders accurately and incentivizes the warehouse employees to do it right the first time. With WMS, we have increased our inventory accuracy and can monitor our replenishments so that we are working more efficiently, and track line items picked per hour and measure individual employee productivity. Finally, we can benchmark what production level our different storeroom areas should be able to perform at, train our employees on what the expectations are and work with them to increase their productivity. By constantly measuring results and implementing changes, we are able to continually improve our warehouse efficiency. Companies are expecting more from their warehouse and distribution centers operations. Real-time visibility to inventory, order status, and task statuses are expected. Increased use of available technology will provide you with visibility, better metrics, warehouse data, and improved productivity. Organizing your warehouse and changing equipment to increase the amount of usable production space will allow you to grow sales while keeping inventory onsite. Building cross-trained and cross-functional teams will allow flexibility to react to the fluctuations in business and seasonal businesses. Measure results, implement changes, analyze the data, and ultimately create a more efficient warehouse.
About NAWLA
North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn more at www.nawla.org.
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Stock to Merge with BMC
Publicly held Stock Building Supply, Raleigh, N.C., has agreed to merge with privately held Building Materials Holding Corp., Atlanta, Ga., in a stock swap. BMC stockholders will receive roughly a half-share of Stock Building Supply stock for each BMC share. Upon closing, expected in the fourth quarter, BMC owners will hold about 60% of the merged company. BMC’s Peter Alexander will serve as CEO of the new entity, which will be based in Atlanta. From Stock, CEO Jeff Rea will remain on the board, Jim
Major will continue as CFO, and Bryan Yeazel will become chief administrative officer and general counsel. BMC chief integration leader Tony Genito will oversee the integration of the two businesses. Alexander and Rea will be joined on the combined company’s board by independent directors, including representatives from both firms’ current boards. The deal was unanimously approved by the boards of both firms. Stock operates 68 locations in 14 states, primarily in the South and West. BMC has 82 facilities in the
West, as well as Texas and North Carolina.
Sea-Sno Folds After 74 Years
Seattle-Snohomish Mill, Snohomish, Wa., is permanently closing this summer, after 74 years. The sawmill will shut down after processing the last of its logs. A companion planing mill will close by the end of July. In all, 68 workers will be laid off. The mill was idled for eight months in 2012, but continued to struggle after restarting, due to a glut of supply.
DEALER Briefs Parr Lumber, Hillsboro, Or., has opened a new yard in Bothell, Wa. (Branden Fee, mgr.). Paul’s Ace Hardware , Phoenix, Az., has acquired store #6: the former HomCo Ace Hardware in Tempe, Az. The 14,000-sq. ft. store with 2,500sq. ft. Paint Studio remains open during refurbishment, which should be completed by Sept. 1. Orchard Supply Hardware
submitted plans for a 37,000 sq. ft. store with 5,000-sq. ft. outdoor nursery on 7.5 acres in Whittier, Ca.
Verdugo Hardware , Glassell Park (Los Angeles), Ca., is liquidating after 92 years, with the retirement of third-generation owner Ed Rauen, 64. Once the inventory is gone, Rauen will lease the property. Supply Hardware , North Highlands, Ca., liquidated its remaining inventory and equipment at auction at the end of June. The business shut down late last year. Bomgaars held a grand opening June 4 for its new store in Rawlins, Wy. Mgr. Andy Turnpaugh says a full greenhouse will be added next year. Orchard Supply Hardware’s
Thousand Oaks, Ca., store has been purchased by Oppidan Investment Co., St. Paul, Mn., for $16.75 million. The 43,000-sq. ft. building on 5 acres joins several other properties that Oppidan leases to parent Lowe’s.
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Southern Lumber Shuts Down
Southern Lumber, San Jose, Ca., permanently closed the final week of June after being in business for over a century. CEO Jeff Pohle pointed to market conditions as the main reason for selling the property. The company began as a logging operation in the Santa Cruz Mountains selling timber to the quicksilver mines in the Almaden Valley and lumber to the orchards and farms of the Santa Clara Valley. During the Great Depression, Pohle’s grandfather bought the lumber company and turned it into a family-owned business primarily focused on providing their
customers with high-quality woods. “We thank you for your partnership in making Southern Lumber Company the well-respected institution that it has become over the past century,” Pohle said.
Interim Arizona Mill Starts Up
Good Earth Power AZ has started up an interim Good Earth Forest Products lumber mill in Williams, Az. The facility began accepting logs June 22, with manufacturing expected to be at full speed by the end of the month. A ribbon cutting will be held this month. GEPAZ still has plans to construct
a new, fully automated mill and processing center on a nearby 37-acre site. The $40-million facility will have the capacity to produce 150 million bd. ft. per year and should take 12 months to build. Site grading will begin this month.
SUPPLIER Briefs Blue Mountain Lumber Products, Pendleton, Or., suffered a June 7 fire of undetermined origin. Firefighters restricted the blaze to the exterior of the sawmill.
Gamble Land & Timber lost inventory and equipment in a June 16 fire. Officials are investigating the cause, though neighbors say machinery caught fire while chipping wood. Capital’s Woodburn, Or., branch has added MiraTEC Treated Exterior Composite Trim to its product offering. The wholesaler also distributes MiraTEC products from Denver, Co., and Salt Lake City, Ut. Bridgewell Resources , Specialty Building Products division, Daphne, Al., to Silvaris Corp ., Tigard, Or., has sold its
Seattle, Wa.
Beacon Roofing Supply , Peabody, Ma., acquired exterior products dealer ProCoat Systems , Denver and Fort Collins, Co. For now, the stores will continue under the ProCoat name and under the oversight by founders Jim, Marty and Randy Diner. True Value is now the official hardware partner for Spike TV's popular series Catch A Contractor. CHI Overhead Doors, Arthur, Il., has been sold by private equity firm FFL Partners, San Francisco, Ca., to Kohlberg Kravis Roberts & Co. LP. ODL, Zeeland, Mi., redesigned its website, www.odl.com. Anniversaries: Central Valley Builders Supply, St. Helena, Ca., 60th … All-Coast Forest Products , Cloverdale, Ca., 40th … Eugene Forest Products , Eugene, Or., 30th.
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Golden State Buys Architectural Wood Products
Golden State Lumber, Petaluma, Ca., has expanded into the East Bay and millwork markets with its acquisition of Architectural Wood Products, Concord, Ca. The operation has been rebranded as Golden State Window & Door Design and will supply custom doors, windows, mouldings, mantels and other architectural details to all Golden State Lumber locations. Former co-owner Robby Myer, who purchased the business—then called Craftsman Collective—from Piedmont Lumber in 2010, is staying on as general manager. Stephen Gustafsson will continue as production manager. Robin Oberg will serve as controller.
Allen’s Mill Closing Its Doors
Allen’s Mill, Forks, Wa., will be closing its doors. Having started the business in 1937, founder Lloyd Allen, who passed away in 2012, started the company out as strictly a logging operation in Scappoose, Or. It has been at its present location since 1955. Gerry Lane, general manager at
Allen Logging Co., said they plan to process the current log inventory until they run out. The biggest issue, Lane expressed, is the Forest Service and DNR programs are failing to meet demand.
Roseburg Moving HQ
Roseburg Forest Products is making plans to move its headquarters from its Dillard, Or., mill site to Springfield, Or. While an exact date has not been set, the target is to have the office operational effective September 1, 2016. A building has been purchased and is currently under renovation. The company is still determining which positions will relocate to the new facility, but expects to have plans finalized by September of this year. Primarily corporate level departments will be affected, as the Dillard office will remain the base of Roseburg’s Western Region Operations and Timberlands Resource groups. Roseburg has considered the move for some time and concluded that a location with access to a broader pool of professional employees, proximity to corporate services, and a major airport is needed for long-term growth.
With its mills, the company will maintain a significant presence in the Roseburg area and Douglas County, and will continue to support the local communities. Established in 1936, Roseburg is a closely held private company, with over 630,000 acres of timberland in Oregon and California, plus manufacturing facilities in Oregon, California, Montana, Louisiana and Mississippi.
Huttig Sells Roofing Branch
Huttig Building Products, St. Louis, Mo., sold Southwest Roofing Supply, Farmers Branch, Tx.—its one branch specializing in roof shingles— to Pacific Coast Supply, North Highlands, Ca. “The sale of the Southwest Roofing business completes our divestiture of non-strategic assets and fully positions Huttig to focus on our core competence of being the best wholesale distributor of value-add millwork and building products in the industry,” said Huttig president and CEO Jon Vrabely. Other Pacific Coast Supply divisions include Anderson Lumber, Diamond Pacific, Pacific Supply, and PC Wholesale.
simplify
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MOVERS & Shakers J.R. Rightnowar, ex-Volterra Architectural Products, is a new product specialist at Capital Lumber, Phoenix, Az. Cindy Feist has been named sales mgr. of the Denver, Co., branch. Derrick DuPont, exAlamosa Building Supply, is now an account mgr. in Denver. Brett Bleichrodt has joined Collins TruWood Siding & Trim, as Littleton, Co.-based territory mgr. He replaces Stephani Bisignano, who is now Phoenix, Az.-based national sales mgr. with CoolSpace. Brett Bleichrodt, exWeyerhaeuser, has joined Collins, as a western regional sales rep, based in Denver, Co. Ryan Mitchell, ex-Boise Cascade, is now the engineered wood product mgr. for LP Building Products in Southern California. David Helmers has been promoted to VP of Weyerhaeuser Distribution, Federal Way, Wa. Israel “Izzy” Gonzalez Jr., exBridgewell Resources, is now hardwood division mgr.-export for Atlas Trading International, Beaverton, Or.
Brent Saulsbury has joined All-Coast Forest Products, Cloverdale, Ca., as an inside sales account mgr. Tell Schoefer, ex-All Bay Mill & Lumber, is new to sales at Adobe Lumber, American Canyon, Ca. Eric Palmer has left ProBuild, Walla Walla, Wa., to become division mgr. for Builders, Kearney, Ne. Benjamin Mettler, ex-OrePac, has joined the commercial sales force at Alliance Door Products, Portland, Or. Tom Comery has been named president and CEO of Eco Building Products, Vista, Ca. Gerry Czarnecki is now chairman of the board of directors. They succeed Steve Conboy, who is stepping down after seven years, but remains a major stockholder. Malia Hinman is new to national accounts at Simpson Strong-Tie, Pleasanton, Ca. Patrick Kelly, ex-Huttig Building Products, is a new key account specialist with BMD, Galt, Ca. Javier “Jay” Clark is now on the outside sales team at Washington Window & Door, Redmond, Wa.
Brett Wagner is new to Pella Windows & Doors, as trade sale rep for Wyoming. Steven Mammen has been named store mgr. of Orchard Supply Hardware, Santa Rosa, Ca. Matthew S. McDonald has been appointed VP of Sunroc Building Materials, Lindon, Ut. Scott Schlapkohl, who recently retired after 30 years in the industry, the last 10 managing Steamboat Springs Ace Hardware, Steamboat Springs, Co., was presented the 2014 Ray A. Griffith Retail Leadership Award by Ace Hardware Corp. Co-winner: Ron Williams, owner of four-unit Central Ace Hardware, Houston, Tx. Emily Eddy has joined Northwest Hardwoods, Eugene, Or., as the new environmental health & safety coordinator. Rick Williams was appointed VPinformation technology for Ace Hardware Corp., Oak Brook, Il. Kristina MacKenzie was appointed senior director of woodland owner marketing for the American Forest Foundation, Washington, D.C.
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Sam Smidansky has joined TECO’s Cottage Grove, Wi., corporate office technical staff. Tim Eylar is the new TECO plywood inspector working directly with the Omak Wood Products plywood mill in Omak, Wa. Bob Taylor, president and CEO, Do it Best Corp., Fort Wayne, In., was honored with the annual Charles G. Berwind Lifetime Achievement
Award, the top individual honor bestowed by the Big Brothers Big Sisters of America. Jared S. Hensley joined APA–The Engineered Wood Association, as a Denver, Co.-based EWP specialist. Kyle Glen is a new EWP specialist in Sacramento, Ca. Jason Fujimoto, COO, HPM Building Supply, Kea’au, Hi., was recognized as a 2015 Young Retailer of
the Year by the North American Retail Hardware Association, along with Ryan Ringer, GM, Gold Beach Lumber, Gold Beach, Or., and Dallin Redd, owner, Redd’s Ace Hardware, Blanding, Ut. Burt Nurney is now handling outside sales to the Sesame Street territory for Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.
Mungus-Fungus Among Us Thirty-seven years ago this month, The Merchant Magazine announced the first personnel change at MungusFungus Forest Products, Climax, Nv., and every month since has faithfully reported goings-on at the mythical company as the last item in its “Movers & Shakers” column, from fencing specialist Barb Dwyer to delivery experts Rick Shaw and Sue Baroo. Truth be told, Mungus-Fungus Forest Products was the brainchild of former publisher David Cutler, who recounts, “My eldest son first picked up the word ‘humongous’ surfing the California beaches. As it’s a funny word, it made us wonder if we could use it in a whimsical item in the ‘Movers & Shakers’ column, something readers might enjoy as a break from serious business.” He added “Freddy Fungus” to the partnership to broaden the joke, to make sure readers knew it was all in fun. The company’s location in Climax, Nv., was borrowed from an old Dean Martin film. Readers quickly related to the item. Some sent in their own suggestions, although many didn’t pass muster in a family magazine. According to Cutler, “We thought everyone had caught on to the gag until one man at a Dallas convention approached in all seriousness, saying he had bet $50 Hugh Mungus was real. Judging
by the look on his face, I tried to let him down gently. He didn’t hit me, but he sure looked as if he would like to.” But the fake company’s steady stream of exposure seems to have engendered numerous copycats. In recent years, there have been at least two other true-to-life Mungus Fungi. One was a vegan restaurant in the Battersea neighborhood of south London, England. The eatery closed a few years ago. The other real-live Mungus Fungus is a Johannesburg, South Africa-based concert promoter, specializing in psychedelic music. “The vibrations are so immense that those from miles around are drawn to its unlimited power,” the company advertises. “Mungus Fungus brings you a face full of psychedelic trance.” Apparently, Hugh Mungus and Freddy Fungus are currently weighing their legal options. Although the imaginary partners concede that the imposter’s “mind-bending psytrance experiences” may not commonly be confused with its own substandard wood products, they do fear that continued inaction could embolden even more actual companies to trade on its good name. Sure enough, the last several years have seen the launch of a new craft beer named Fungus Tea’Mungus and two mold remediation companies: Fungus-A-Mungus, based in the St. Louis area, and Nofungusamungus, in New Jersey.
MUNGUS-FUNGUS MIMICS? Were these real-life entities inspired by the catchy name of our imaginary lumber company? Soundalikes include (clockwise from top right) a South African concert promoter, a children’s book, a T-shirt slogan, and the title of an episode of SpongeBob SquarePants. Building-Products.com
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SPECIAL Focus APA–The Engineered Wood Association
Industry expects rising demand for EWP
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2014, extremely harsh weather caused home building to stall in the eastern half of the U.S. during the first quarter of 2015. However, with mortgage rates below 4%, new home sales rose 9% versus the fourth quarter of 2014, an indication that new home demand is improving. Brighter employment prospects for young adults is leading them to head out on their own, adding to the strength in the demand for new apartment buildings. These forces point to the recovery in residential construction getting back on track in the second half of this year. “The biggest changes in the economic environment since a year ago are the strength of the U.S. dollar, the drop in oil and gasoline prices, and efforts by central bankers to stimulate IMILAR TO
their economies by driving down longterm interest rates,” said Joe Elling, market research director for APA. “This mix of events is likely to support lower interest rates in the U.S. than what was expected a year ago at this time. We are still in an unprecedented situation with respect to Federal Reserve policy though, and I remain concerned about the ability of the Fed to return its balance sheet to a more normal state without a major disruption in financial markets here and abroad.”
Residential Market Forecasts
Critical to the strength in the demand for new housing is the ability of young adults to have the economic wherewithal to be on their own and,
ultimately, to be able to own a home. Despite very favorable affordability conditions from a monthly standpoint, tight lending standards and heavy student debt burdens are constricting that group’s home-buying power. These conditions are expected to persist through the rest of the decade. Consequently, as housing starts return to their anticipated 1.5 million level by 2018-2019, multifamily starts are anticipated to account for roughly 36% of the total. Housing starts in Canada totaled just over 198,000 units in 2014. Canada did not experience a housing bubble like the U.S did, but, similar to the States, multifamily unit structures are accounting for a greater share of new residential construction compared to 10 years ago. The forecast calls for starts in Canada to run in the 180,000190,000 unit range, with multifamily units accounting for around 40% of the starts.
Non-Residential, Industrial, Imports & Exports
OSB and plywood demand remains strong, with North American production likely to reach 32.6 billion sq. ft. this year.
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Nonresidential construction spending rose 3% in 2014 and is expected to gain momentum in 2015. Leading the growth through the rest of the decade is commercial building, following the increase in new housing development, and lodging, where occupancy rates are currently at all-time highs. State and local government budget restraints will tend to constrain the construction of education facilities. Manufacturing production rose nearly 4% in the U.S. in 2014. The strength of the U.S. dollar and the disruption at West Coast ports in the first quarter of this year will slow growth in 2015 to the 2% to 3% range. Looking forward, growth should averBuilding-Products.com
age 3% yearly through 2019. Due to rising domestic demand for North American plywood and the strength of the U.S. dollar, APA anticipates plywood imports, notably from Chile, will increase through 2019. Imports will account for 5% of North American plywood consumption in 2015. OSB exports rose 1% in 2014. Meanwhile, export growth is expected to accelerate in 2016-17 as world economic growth picks up speed.
Wood Products Expectations
From 2015 to 2019, APA expects rising demand for North American engineered wood products. Structural panels are forecast to increase 19%, and other engineered wood products will see growth of 20% to 25%. Driven by a 12% increase in housing starts in the U.S., demand for structural panels in residential construction in North America is expected to rise 10% in 2015, while growth in the other end-uses is projected to be 2.5%. North American production of OSB and plywood is predicted to hit 32.6 billion sq. ft. in 2015, an increase of nearly 8% over 2014. Glulam production is on the rise, up 2% in 2014, and is projected to
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grow 8% this year, to 255 million bd. ft., and continue to increase steadily through 2019. In 2015, I-joist production is anticipated to increase to 750 million linear ft. from 672 million linear ft. in 2014. With steady increases in housing starts in the U.S., production is projected to reach 955 million linear ft. by 2019. LVL demand will also benefit from sustained improvement in housing
starts. LVL production in 2015 is forecast to reach 68.8 million cubic ft., from 63.9 million in 2014, and by 2019 output is projected to grow by 28% to 88 million cubic ft. – Industry historical data and the 2015 market forecast are provided in APA’s “2015 Structural Panel & Engineered Wood Yearbook” (Form MKOE181). The report can be purchased for $250 at www.apawood.org.
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SPECIAL Focus APA–The Engineered Wood Association
Treated glulams bring strength to big projects
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are one of the building material industry’s most versatile and trusted products, with capabilities to span long distances and support heavy loads that make them a popular option for a range of framing applications. Those benefits also extend to the exterior, with pressure treated glulam options that allow for its use in projects ranging from residential decks to utility structures to bridges. Because of these capabilities, treated glulam is an ideal choice for exterior applications where strength and span, along with insect and exposure resistance, are required. That was the case for a coastal project recently completed in Crystal Beach, Tx., for the Lone Survivor Foundation. The retreat house is part of the Foundation’s mission to provide LULAM BEAMS
holistic healing for soldiers suffering from post-traumatic stress disorder (PTSD) and other illnesses associated with combat. Due to its location near the water, the house was built on piers and, in a fitting nod to the U.S. armed forces’ most recognizable symbol, it was designed in a pentagon shape. To accommodate the unique shape and the point loads it created, engineers Chandra Franklin Womack, PE, and Rachel Riley, both of Aran and Franklin Engineering, opted to switch from traditional 2x dimension lumber to treated glulam beams from APAmember Anthony Forest Products Company. The treated glulam serves as the stringers around the perimeter, with a multitude of beams supporting the center of the house, left open to allow for parking below. The custom, thinner stringers were made with 5-
TO ACCOMMODATE the pentagon shape and pier construction of the Lone Survivor retreat house in Crystal Beach, Tx., engineers relied on preservative-treated glulam beams, which met the structural load requirements while also being capable of withstanding the exterior coastal elements.
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1/2-inch glulam beams resawn in half to a finished width of 2-7/16 inches. All glulam beams in the structure were engineered and designed with Anthony’s software. The long-span capabilities of the glulam helped the engineer reduce the number of piles and design the piers in a simple grid pattern, thereby reducing point loading and opening up more room under the house. The obtuse interior angles dictated by the pentagon shape and limitations on notching of beams would have necessitated the use of more pilings had they chosen dimension lumber. Womack also used the glulam beams in certain areas of the floor system, including end walls and where a wall is supporting a beam, to take load off of the floor system to the stringer and the piling. On the second level, the glulam beams span the width of the living room to support the trusses while ensuring an open, flexible layout below. Treated glulam also played a key role for the Pocono Solar Project, a 25-acre solar field at the Pocono Raceway in Pennsylvania. Treated glulam beams from APA-member Rosboro provide the crucial support structure for the 40,000 photovoltaic modules that are expected to produce 72 million kWh over the next 20 years. Using glulam beams ensured each piece was straight and true, with the preservative treatment ensuring the wood would stand up to the extreme Mid-Atlantic humidity, insects, and weather. – To learn more about preservativetreated glulam, including recommended treatment types, fastener requirements, and use and handling, download “Preservative Treatment of Glued Laminated Timber” (Form S580) from www.apawood.org. Building-Products.com
Working for you.
Dave Lowry Plant Manager, 20 yrs.
Engineered Wood Products Real Wood Siding www.Roseburg.com 800.245.1115
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SPECIAL Focus APA–The Engineered Wood Association
Meeting fire protection requirements for I-joist floor systems
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OTH THE 2012 and 2015 versions of the International Residential Code (IRC) include new provisions for fire protection of floor systems above basements. In areas where those provisions have been adopted, builders and installing dealers are altering their
typical construction practices. The guidelines in Sections R501.3 of the 2012 IRC and R302.13 of the 2015 IRC require that lightweight “floor assemblies, not required elsewhere in [the] code to be fire-resistance rated, shall be provided with a
1/2-inch gypsum wallboard membrane, 5/8-inch wood structural panel membrane, or equivalent on the underside of the floor framing member.” There are a few exceptions to the rule, including homes with an automatic sprinkler system, floor assem-
INSTALLING 1/2-inch gypsum board to I-joist webs is one of several methods builders and installing dealers can use to meet the IRC provisions.
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blies over a crawl space not intended for storage or fuel-fired appliances, 2x10 dimension lumber, or structural composite lumber and its equivalent. Recognizing the concern the regulations create, APA and its members have been actively working to provide design recommendations for I-joist assemblies that comply with the codes. Here are five methods that have been tested and approved to meet the requirements of R501.3 and R302.13. In each of these methods, the I-joists must meet the requirements of ASTM D5055 and be installed and constructed in accordance with codes, product evaluation reports, and manufacturer’s instructions.
common, increasing the likelihood of a finished basement. Combining drywall on a basement ceiling, along with framing on the basement walls, provides builders with opportunities to up-sell a finished basement option. The addition of drywall also increases the mass of the floor and acts as a damper to vibrations. Noise transmission is also reduced, increasing homeowner comfort.
1. 1/2-inch Gypsum Board Attachment Installers add a layer of 1/2-inch gypsum board or a 5/8-inch wood structural panel to the bottom of the flange. There are several benefits to installing drywall to the underside of I-joists. Because basement insulation is now required by energy codes in most climate zones, framed basement exterior walls are becoming more
3. 1/2-inch Gypsum Board Attached to Entire I-joist Depth Installers add a layer of 1/2-inch gypsum board directly to both sides of the flange to cover the entire I-joist depth. This method can be used with a relatively small flange size (minimum 1-1/8 inches x 1-3/4 inches).
2. 1/2-inch Gypsum Board Attached to I-joist Web Only Installers add a layer of 1/2-inch gypsum board directly to both sides of the I-joist web. This method is associated with a relatively large flange size (minimum 1-1/2 inches x 2 inches).
4. Mineral Wool
Installers can add a 3-inch-thick layer of 2.5 lb./ft.3 nominal mineral
Hardel Mutual Plywood manufactures standard and custom plywood panels at our state-of-the-art mill in Chehalis, WA. Our high-efficency, environmentallyfriendly plant is equipped to provide an amazing variety of panels from commodity CDX sheathing to cabinetquality fine hardwood-faced panels. We also pride ourselves in our oldfashioned customer service — one department to take care of questions, orders, and follow-up! We've held that commitment since we began in 1953 and intend to always do so. Products include:
wool insulation (R-15) to the top of the bottom flange between I-joists with a minimum flange size of 1-1/8 inches x 1-3/4 inches. In this method, the insulation is secured with insulation stay wires spaced no more than 24 inches apart and no more than 4 inches from ends of the batts.
5. Ceramic Fiber Blanket Insulation A 3/4-inch ceramic fiber blanket insulation, a proprietary product from a third party, may be installed at a minimum of 4 pcf nominal in compliance with ASTM C892 Type III or higher. This assembly can be used with I-joists with a minimum flange size of 1-1/2 inches x 2.3 inches. The fiber insulation is installed to the web and must be placed with no gaps and a snug fit inside the faces of the flanges. More information on this option and installation details can be found at apawood.org. – For detailed instructions and drawings for the assemblies described here, refer to www.apawood.org and download “Fire Protection of Floors Constructed with Prefabricated Wood I-Joists for Compliance with the International Residential Code” (Form SR-405).
Hardel’s state-of-the-art plywood mill is one of the few remaining worker-owned plywood mills in the country.
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(800) 562-6344 July 2015
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SPECIAL Focus APA–The Engineered Wood Association
Wall bracing made easy
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provisions take up a whopping 30 pages of the International Residential Code (IRC). Not surprising, considering that following wall bracing requirements is critical to a home’s structural integrity and its ability to resist racking forces and lateral loads. Ensuring that house plans meet IRC wall-bracing requirements can become a time-consuming, cumbersome chore for builders. To streamline the process and ease any confusion around wall bracing, APA has recently launched several tools dealers can share with builder customers, including educational resources, simpler methods, and an online calculator. ALL BRACING
Simplified Bracing Method
The 2012 IRC included a simplified wall bracing method (Section R602.12) that made great strides in easing builders’ and code officials’ understanding of this complicated section of code. APA expanded on that effort, enhancing the provisions to
increase their applicability to a larger percentage of home designs, while also making the process easier to understand. To provide greater architectural latitude, APA’s simplified wall bracing method calls for continuously sheathed wood structural panel bracing with an increased, yet common, minimum sheathing thickness (7/16 inch) and a closer (4 inches o.c.) perimeter nailing schedule. This system approach leverages the additional restraint provided by the mass and stiffness of a home’s second story and roof to realize a significant performance increase in the wall bracing on the first story—where the number of window and door openings are often maximized. This means that due to the strength increase from the additional nails and the slightly thicker sheathing, the existing plywood and OSB wall sheathing segments are often enough to satisfy the bracing requirements of the code, without making design changes or incorporat-
ing engineered solutions. By modifying the IRC-simplified bracing method, APA increased its applicability to as much as 60% more house plans than before, including those with multiple window and door openings on both the front and rear elevations. To review the full simplified bracing method and share with customers, download the System Report, Form SR-102 from www.apawood.org.
Wall Line Bracing Calculator
APA’s new online Wall Line Bracing Calculator provides an automated approach to determining the amount and placement of wall bracing for an individual house plan. In a simple four-step process, builders enter project parameters, add wall line details from existing plans, and then follow system prompts to identify appropriate segments of each braced wall line. Once all wall line information and wall line segment details have been entered, the user can review and verify all information and then generate a report that can be provided to the local code jurisdiction’s plan check department. The report also provides a checklist showing the type of bracing at each location, nail patterns, and any required metal straps and hold-downs. The easy-to-follow process automatically determines how much bracing is required, whether there is enough qualified bracing, and whether all the IRC placement rules have been met. Because it streamlines the calculations and verifies compliance with a complex section of the code, the calculator saves builders, engineers, and code officials valuable time. Access the Wall Bracing Calculator at www.apawood.org/calculator.
Webinars & More
APA’S Wall Bracing Calculator helps determine wall bracing requirements with four simple steps.
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For additional education, dealers can steer builders toward APA’s fivepart Wall Bracing Webinar Series. The webinars, presented in partnership with the American Institute of Building Design, cover a range of wall bracing topics, including wall bracing strategy, prescriptive wall bracing, and seismic and wind provisions. Builders can view the webinars at www.apawood.org/wall-bracing-webinars. Wall bracing recommendations are also detailed in a series of publications, available for free download from APA’s website. Building-Products.com
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July 2015
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SPECIAL Focus APA–The Engineered Wood Association
APA trademark guides use of, specs for wood structural panels
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F YOU SELL OSB and plywood, chances are you’ve seen the ubiquitous APA gradestamp. In fact, APA-trademarked structural wood panel systems are among the most widely used engineered wood products. These time-tested panels are used in traditional wood-frame construction and in combination with other engineered wood products and systems, and they offer low in-place cost, versatility, and superior performance.
But just what do all those numbers and letters on the grade stamp represent? The information shown in the APA trademark provides a good guide to how the products should be applied in floor, wall, and roof construction. Considerations with APA Performance Rated Panels
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include span ratings, exposure durability, grades, and specialty panel definitions. It’s important for dealers to understand these indicators in order to help customers select the right product for their project’s needs. Here are three typical trademarks along with line-item definitions. 1. Panel grade — The term “grade” may refer to panel grade or veneer grade. On plywood panels, panel grades are generally identified in terms of the veneer grade used on the face and back of the panel (e.g., A-B, B-C, etc.). In other cases, plywood or OSB panels are identified by a name suggesting the panel’s intended end use (e.g., APA Rated Sheathing, Rated Sturd-I-Floor, etc.). 2. Span Rating — Two numbers separated by a slash. The left-hand number is the maximum recommended center-to-center spacing for supports in inches when the panel is used for roof sheathing with long dimensions across supports. The right-hand number is the maximum center-tocenter spacing of supports in inches when the panel is used for subflooring with the long dimension across supports. The span rating on APA-rated Sturd-I-Floor and APA-rated siding panels appears as a single number. The span ratings for APA-rated SturdI-Floor panels, like those for APArated sheathing, are based on application of the panel with the long dimen-
July 2015
sion or strength axis across three or more supports. 3. Tongue-and-groove — A system of jointing in which the rib or tongue of one member fits into the groove of another. In Sturd-I-Floor panels, tongue-and-groove edges eliminate the need for blocking beneath panel edges for support. 4. Bond Classification — Typical exposure ratings for APA wood structural panels are Exterior and Exposure 1. The classifications are based on the severity and duration of weather and moisture exposure the panels are designed to withstand, and the wood materials and adhesives used in their manufacture. 5. Mill thickness declaration — Designated thickness subject to tolerances specified in standard. Building-Products.com
was developed cooperatively by the plywood industry and U.S. Department of Commerce. Voluntary Product Standard PS 2-10, Performance Standard for WoodBased Structural Use Panels, establishes performance criteria for specific, designated construction uses. 8. APA’s Performance Rated Panel Standard — A standard applying to panels such as APA-rated sheathing, APA-rated Sturd-I-Floor, and APA-rated siding. Panels manufactured to meet APA performance standards must satisfy rigorous, exacting performance criteria for the intended applications.
6. Mill number — Manufacturing mill identification number. 7. Product Standard — An industry product manufacturing or performance specification. Voluntary Product Standard PS 1-09 for Construction and Industrial Plywood
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9. Performance Category — A panel designation related to the panel thickness range that is linked to the nominal panel thickness designations used in the International Building Code (IBC) and the International Residential Code (IRC). 10. Siding face grade — Grade identification of siding face, based on number of repairs and appearance characteristics. 11. Species group number — Classified according to strength and
stiffness under manufacturing standard PS 1 into Groups 1 through 5. Group 1 woods are the strongest, Group 2 second strongest, and so on. 12. HUD recognition — Recognition of wood-based APA Performance Rated Panels is contained in Use of Materials Bulletin UM-40. 13. Panel grade, Canadian standard — Some APA panels are manufactured to both U.S. and Canadian standards, and carry a dual mark, as shown in the Rated Sheathing mark above. Other panels may carry a single mark for either the U.S. or Canadian standard. 14. Panel mark — Rating and enduse designation, Canadian standard. In the Canadian span mark, the “R” signifies roofs and the “F” represents subfloors. 15. Canadian performance-rated panel standard — Lists the Canadian Standards Association (CSA) manufacturing standard for the panel. 16. Panel face orientation indicator — Indicates the direction of the strength axis of the panel.
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SPECIAL Focus APA–The Engineered Wood Association
APA member mills earn safety accolades
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PA–T HE E NGINEERED Wood Association recently announced the winners of its 2014 Safety & Health Awards, a program that encourages and recognizes safety and operational excellence in the North American structural panel and engineered wood industry. Anthony EACOM Inc. and LP won Safest Company Awards in their respective categories, while the coveted Innovation in Safety Award went to two winners: Weyerhaeuser of Grayling, Mi., for the Equipment-Based Innovation Award, and LP of Wilmington, N.C., for the Jeff Wagner Process-Based Innovation Award. LP, a producer of engineered wood products in Canada, the U.S., and South America, earned top honors among companies with four or more mills, with a 2014 average Weighted Incident Rate (WIR) of 3.03. Anthony EACOM, which produces I-joists, won its award in the category for companies with three or fewer mills. The company posted a
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perfect 0.00 WIR for 2014. The Grayling Weyerhaeuser mill’s original “Fire Hose Nozzle” equipment innovation and the Wilmington LP mill’s “Pinch Point Safety” program took top honors out of 20 Innovation in Safety Award entries. The idea for the “Fire Hose Nozzle” came from a site maintenance team member who is also a volunteer firefighter. With this innovation, site fire brigade members or fire department responders can set the desired spray pattern, put the unit in place, attach a hose, and douse a fire without putting responders in a high-risk situation. “Pinch Point Safety” is part of the LP mill’s mandatory safety training. The maintenance department designed a special teaching tool for machine-guarding training: a chain and sprocket covered by a guard and run with a cordless drill. To illustrate the hazard, a hot dog was placed in the pinch point of the running chain and sprocket to show what
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would happen if a finger was taken into a pinch point. The demonstration made a strong impression, as employees began recognizing hazards immediately afterward and continued to talk about the training for months. Begun in 1982, the awards program honors the management teams and employees of companies and mills with the lowest WIR that is calculated using the number and severity of recordable incidents reported on the mill’s annual OSHA report. Seventy-six APA-member facilities participated in the 2014 program. Twelve mills representing seven companies—Anthony EACOM, Boise Cascade, Louisiana-Pacific Canada, LP, Norbord, RoyOMartin, and Weyerhaeuser—earned awards. Sixteen mills achieved a zero-incident rate for the year and were named to the Incident Free Honor Society. The annual honor roll, three-year average, and safety improvement categories are divided into three divisions based on the type of product made. While the awards are limited to APA members, data is collected from both member and non-member mills to provide a broad-based industry performance benchmark. The winners will be recognized and their safety accomplishments celebrated during the chairman’s dinner at APA’s annual meeting in October in Coeur d’Alene, Id.
LP’s Wagner Honored
APA’s Process-Based Innovation Award, one of two innovation awards in its Safety & Health Award program, has been named in honor of Jeff Wagner, executive VP-OSB for LP, who is retiring this summer after a distinguished career in the industry. Wagner was instrumental in revitalizing the Safety Award program during his tenure as APA chairman from 2009 to 2012. He also worked with APA staff and members to create the Safety & Health Advisory Committee, which now meets regularly to share best practices and participate in educational sessions related to safety in the manufacturing Jeff Wagner environment. Building-Products.com
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tive, as it decreases carbon and then stores more carbon than emitted in manufacturing. The deck will be above turn number two on the raceways road course, and will extend above the existing turn two terrace.
U.S. Roofing Demand Grows
SONOMA RACEWAY is introducing a new club-level option for race fans just in time for the 2015 major-event season—a 135-ft. redwood deck that extends above existing terrace seating area.
HRC Sends Redwood to the Races Humboldt Redwood Co., Scotia, Ca., is teaming up with Sonoma Raceway, Sonoma, Ca., to build a sustainable 135-ft. redwood deck and shade structure. The deck will have a redwood arbor-covered private bar with TV monitors and dedicated food service,
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plus two Grille Garden seating/shade areas where fans can relax and cool off during the competition. Humboldt is providing the redwood, which was selected for its aesthetics, durability and status as one of the most eco-friendly of building materials. The wood is carbon nega-
July 2015
U.S. demand for roofing is projected to rise 3.9% annually to 252 million squares in 2019, valued at $21.4 billion, according to a new Freedonia Group study. This will be a rebound from the 2009-2014 period, spurred by strong advances in building construction activity. Roofing demand fell between 2009 and 2014 as nonresidential building construction spending and residential reroofing activity declined. Asphalt shingles accounted for the largest share of roofing demand in 2014, holding a leading stake in steepslope roofing applications. Demand for asphalt shingles is forecast to rise at an above-average pace through 2019, spurred by rebounding housing starts. Advances will also be supported by strong consumer interest in laminated asphalt shingles. Roofing tiles are expected to regis-
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ter the most rapid growth of all roofing products through 2019, driven by strong gains in housing starts in the South and West, where tiles are most often installed. Demand for roofing tiles will also be promoted by their favorable aesthetics and ability to be used as cool roofs. Plastic and metal roofing will also see above-average demand gains through 2019. Plastic roofing will see increasing use in low-slope applications because of its ease of installation and favorable performance properties. Metal roofing demand will be helped by its durability and ability to support solar panels used to generate electricity. Both plastic and metal roofing can also be used as cool roofing products that reflect sunlight to keep buildings cooler in the summer. Reroofing accounts for the larger share of U.S. roofing demand, totaling 81% in 2014. This is actually a decline from 2009, when new construction activity was at a depressed level and the scope of damage caused by Hurricane Ike and other storms in 2008 boosted demand for replacement roofing in the following year. Reroofing demand in 2014 was at a low level due to weak residential improvement and repair activity in the face of tighter lending requirements and a general consumer reluctance to engage in capital-intensive home improvement projects. Through 2019, reroofing should rebound, as home and building owners engage in previously delayed renovations. New building construction activity is anticipated to lead demand gains for
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roofing through 2019. In the residential market, double-digit annual advances in housing starts will fuel demand for such products as asphalt shingles, roofing tiles, and metal tiles and shingles. New non-residential demand for roofing is also forecast to experience solid growth going forward, with the office and commercial
segment generating opportunities as more retail sites and commercial complexes are built. The institutional and industrial construction segments will also boost demand, as more schools, hospitals, and manufacturing sites are erected, boosting demand for such low slope products as plastic, elastomeric and metal roofing.
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California Store Named Coolest Ace Miner’s Ace Hardware, San Luis Obispo, Ca., was one of four co-op members honored as one of 2015’s “Coolest Hardware Stores” by Ace Hardware Corp. Miner’s was opened in Grovers Beach, Ca., in 1956 by brothers Lee and Glen Miner, and has grown into a thriving, third-generation family business with seven locations. The chain’s San Luis Obispo branch is located in
a booming college town, with a 13,000-sq. ft. showroom and a 14,000-sq. ft. outdoor garden center. The store is set up in a multi-building configuration, tied together with creative roofing and intriguing “way finding” signage, while surrounded by a lush garden-center that is flooded with year-round California sunshine. Part of the store is built in a barn and rail station, featuring original MINER’S lush, expansive garden center is even larger than the showroom itself.
SAN LUIS Obispo’s branch of seven-unit Miner’s Hardware was honored as one of Ace Hardware Corp.’s “Coolest Hardware Stores” of the year.
wooden slat floors, while another section of the building was a turn of the century stagecoach station. Selected from more than 4,800 locally owned and operated Ace stores worldwide, other “Coolest Hardware Stores” were located in Missouri, Georgia and Virginia. Opened in 2006 by husband and wife owners John and Cris Henkle, Henkle’s Ace Hardware, Webb City, Mo., offers the charm of an old-fashioned hardware store with the modern ammenities its customers need to maintain their homes. Henkle’s has
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outstanding educational opportunities for its customers. Recently Rocking R hosted informative sessions on owls, other birds of prey, bee keeping, and food canning—just a few of the 15 to 18 events they hold each year. According to Ace, the four retailers share common traits, yet offer local flavor and product selection above and beyond most hardware retailers. “Being a ‘Coolest Hardware Store’ isn’t just about having a unique building and products. It’s about meeting
the community’s needs in a way that only a small business can,” said Dan Miller, Ace’s VP of retail operations and new business. “Congratulations to this year’s award recipients for their commitment to providing a consistently amazing—and cool—shopping experience for their customers and communities.” The four winners of the fifth-annual prizes were announced during Ace’s annual Pinnacle Conference held last month in Las Vegas, Nv.
9,800 sq. ft. of indoor selling space and a vast outdoor greenhouse. It also features a coffee bar and unique gift shop where customers can find beautiful home décor, gardening gifts, flags and even women’s scarves. The store is also well known for the hundreds of hanging flower baskets it grows and sells every spring. Opened in 2007 by owner Randy West, Islands Ace Hardware has become a sought-after shopping destination for residents of Savannah, Ga., and the surrounding island communities. It has an 18,000-sq. ft. showroom plus 7,000 sq. ft. of garden center where customers can interact with skilled gardeners to find an abundance of live goods, garden supplies, and even unique artisan pottery. Shoppers may also be surprised to find an extensive clothing department and gift shop featuring jewelery and local artwork within the store. In 2014, the team installed a post office in the store as a convenience for local residents. Rocking R Ace Hardware, Harrisonburg, Va., is a 15,000-sq. ft. hardware store located in the heart of Virginia’s Shenendoah Valley. Surrounded by beautiful farmland, Rocking R caters to the local contractor community with an extensive inventory of tools. Rocking R strives to meet the needs of its neighbors by selling relevant products like canning jars—they even provide thoughtful details, like the hitching posts that can be found outside the store for horse carriages— still used by the community. The store has become most well known for its incredible selection of hand and power tools. About half of its sprawling 15,000 sq. ft. is dedicated to tools from the best brands in the industry. The store prides itself on offering Building-Products.com
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Cabot Expands in Aces
Cabot Woodcare has teamed up with Ace Hardware to expand distribution of its exterior woodcare line to more than 2,000 Ace Hardware stores across the U.S. The Ace locations now carry five Cabot products: Australian Timber Oil, Decking Stain, Solid Stain, Clear Wood Protector and DeckCorrect.
APP Watch DO IT BEST Corp. celebrated its 70th anniversary June 24 at its Fort Wayne, In., headquarters, joined by community leaders and more than 400 employees. (L-r) Dan Starr, EVP and COO; Kendra Eaken, planning committee member; Bob Taylor, president and CEO; Tom Henry, mayor of Fort Wayne; Craig Dellinger, New Haven city councilman; Jimmy LaMaster, planning committee member; and Charlie Hatten, Chamber of Commerce.
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July 2015
With CertainTeed’s newly revamped CurbAppeal App, navigating the home screen is more straightforward and intuitive. The user-friendly program has been upgraded to provide a more robust platform that combines the visualization of exterior home architecture, with tips that assist with making knowledgeable exterior product decisions when remodeling or building a new home. Available on iPad iOS 7.0 or later, CurbAppeal 3.0 features a variety of color and design styles, and guides users through a step-by-step product option review and selection process comparing siding, decking, railing, fence, roofing, accents, trim, columns and more. With this app, users are encouraged to exercise their imagination and explore color and design combinations to express their personal taste and lifestyle preferences. – Download from iTunes App Store Building-Products.com
ASSOCIATION Update West Coast Lumber & Building Material Association’s annual Second Growth summer conference will be at Omni Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca., July 16-17. The conference will kick off at Omni Rancho Las Palmas Golf Course with a golf luncheon. Paul Mellor will share “Memory Magic, Building a Better Memory,” a keynote speech on organizing your thoughts. The meeting will conclude with a powerful message by Hal Elrod, author of The Miracle Morning, discussing taking success to the next level. Mountain States Lumber & Building Material Dealers Association is hosting its annual Colorado Wood Council golf tournament July 14 at the Ranch Golf & Country Club, Westminster, Co., to benefit the Tennyson Center for Children. MSLBMDA is also finalizing the site for its Western Slope golf tourney Aug. 20.
Los Angeles Hardwood Lumber-man’s Club will meet July 10 in Orange, Ca. The club will also host its summer BBQ Aug. 8 in Yorba Linda, Ca. Southern California Hoo-Hoo Club is holding a speaker meeting July 15 at the San Dimas Canyon Golf Course, San Dimas, Ca. Tacoma-Olympia Hoo-Hoo Club’s next board meeting is July 15 in Tacoma, Wa., followed by its annual picnic Aug. 8 in Gig Harbor, Wa. American Lumber Standard Committee has scheduled its annual meeting for Aug. 14 in Halifax, N.S. Pacific Northwest Association of Rail Shippers will hold its fall meeting Sept. 15-16 at Cedarbrook Lodge, Seattle, Wa.
National Lumber & Building Material Dealers Association is assembling speakers for its industry summit Oct. 28-30 at Broadmoor Hotel, Colorado Springs, Co. Presenting are sales trainer Rick Davis, Building Leaders; sustainability expert Vicki L. Worden, Green Building Initiative; social media marketing strategist Crystal Washington; and National Association of Home Builders chief economist David Crowe. Western Hardwood Association will celebrate its 60th anniversary at its annual convention Aug. 18-21 at World Forestry Center Portland, Or. The event will bring together primary producers, secondary manufacturers, wholesalers, distributors, importers and exporters for the chance to create relationships and develop future business. Attendees will be given the chance to network at the seminars, exhibit showcases, receptions, dinner, tours, a golf tournament, and a fishing derby.
Superior Service, Products & Support 100% of the Time
Distributed By
P.O. Box 1802, Medford, OR 97501 • Fax 541-535-3288
(541) 535-3465 • www.normandist.com Building-Products.com
July 2015
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49
NEW Products
Thinner Panels
The Perfect Drain
Windfall Lumber has redeveloped its Windfall Engineered Panel in a new lighter, more adaptable 1/4" panel size, with all the same visual attributes as the 3/4" product. The thinner 48"-by-96" panel size allows for easier wall and ceiling applications, with the additional ability to wrap around fixtures or rounded surfaces.
ELKAY.COM (800) 779-0391
WINDFALLLUMBER.COM
Elkay’s Perfect Drain eliminates the gap around the drain, reducing the chance that bacteria and grime can build up in and around the sink’s drain area and helping to make kitchen cleanup quick and easy. It integrates seamlessly into the bottom of select Elkay top mount and undermount sinks.
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(360) 352-2250
July 2015
Building-Products.com
Easier Fiber Cement Installation
Rod Tiedowns
Simpson Strong-Tie StrongRod continuous rod tiedown systems feature new code-listed components and optimized rodrun assemblies. Designed to prevent roof uplift, the system takes into account rod elongation, wood shrinkage, rod-run spacing, wood top-plate design and anchorage.
Ultimate Clip by Nichiha is a new installation system for its fiber cement architectural wall panels. Consisting of a starter track and just a single model of clips, the clip is easy to specify and can be used for a broader range of applications.
Its 26-inch length means just two clips are required per panel. The system also increases wind-load resistance and provides a more robust rainscreen.
NICHIHA.COM (770) 805-9466
STRONGTIE.COM (800) 999-5099
Tougher Blades
Spyder Tools’ rounded tip, double-edged blades are built with a longer-lasting, cobaltstrengthened version. The 3x3 double-sided reciprocating saw blades allow users to plunge cut and make multi-directional cuts with ease, even through metal. The double-edge blade allows for cuts without flipping the saw over. The rounded tip makes plunge cuts easier, eliminating the need for pilot holes.
SPYDERPRODUCTS.COM (888) 471-2239
TREATERS
WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY
ACQ ACQPreserve • Borates D-Blaze® Interior Fire Retardant Heat Treating ISPM 15 Compliant • Custom Drying Rail Served BNSF • TPI Third Party Inspected
909-350-1214 15500 Valencia Ave. (Box 1070), Fontana, CA 92335 Fax 909-350-9623 • email – fwl-fwp@pacbell.net
www.fontanawholesalelumber.com
Building-Products.com
July 2015
The Merchant Magazine
51
Chest Can Take a Pounding
Slab Trim Trim-A-Slab is a DIY driveway and sidewalk expansion joint repair and replacement material that’s quick and easy to install, resulting in less preparation. Its unique shape allows each size to fit into a wide range of expansion joint gaps. The trim is available in three custom colors: black, gray and walnut.
TRIM-A-SLAB.COM
KNAACK.COM
(281) 910-5511
(800) 456-7865
888-807-2580
Comfortable Bath Suites
Bend, OR
www.pelicanbayfp.com DISTRIBUTION LOCATIONS Colton / Fontana / Modesto / Salinas / Stockton, CA PRODUCTS & SERVICES Framing Lumber / Pallet Stock / Industrial Lumber / Softwoods Hardwoods / Cedar / Fencing / Decking / Redwood Custom Cut Stock / Treated Lumber / Tile Battens 3-Hole & Slotted Vents / Custom Cutting / Remanufacturing Heat Treating / Fire & CCA Treating
“Focused on the future with respect for tradition”
52
Knaack has introduced new and enhanced features for its Jobmaster Chest at the same cost and known performance. These new features, including a threesided easy grip and anti-slam chest lid, make safely accessing tools easier for contractors and remodelers. The new three-sided easy grip lid allows workers to access the chest easily and from any angle. The anti-slam lid is gas strut supported, helping to regulate closing speed and ensuring user control when opening and closing the chest.
The Merchant Magazine
July 2015
Moen Commercial has added new modern product styles to its heavy-duty M•Dura and medium-duty M•Bition lines. The faucets and showerheads within the M•Dura line offer fresh, contemporary styles with clean lines, while also including the highest grade of durability and performance. The medium-duty faucets will appeal to a range of facilities, specifically those in the convalescence segment who want to make a space feel more homelike.
MOEN.COM
(800) 289-6636 Building-Products.com
At Royal Pacific you’ll pay no more, but get extra. We guarantee it.
French Sliding Doors with Soul
Hi-borÂŽ 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*.
Essence Series French Sliding Door from Milgard Windows & Doors is both classy and practical, combining the durability of fiberglass with the warmth of natural, solid wood. Customizable with 16 exterior colors, consumers can choose between pine or vertical grain Douglas fir wood on the interior. The door is designed to glide smoothly and comes with a premium, top-hung extruded screen to minimize jams or derailment.
ď Ž MILGARD.COM (800) 645-4273
FireProÂŽ brand fire retardant treated wood is treated with a patented formulation that contains no phosphates and has been shown to exhibit exceptional fire performance properties without compromising other critical engineering properties such as strength, durability, corrosivity, and hygroscopicity. FirePro treated wood is also backed by a 50 year limited warranty*.
Advance GuardÂŽ borate pressure treated lumber is recommended for sill plate, furring strips, joists, studs, roof trusses, blocking, rafters, beams, and other framing applications. Advance Guard is also recommended for fascia, trim, wall sheathing, roof sheathing, and sub-floors. Advance Guard borate pressure treated lumber is also backed by a lifetime limited warranty*.
Energy Efficient, Classical Style
Madeira collection of replacement windows and doors by Simonton Windows is an ideal choice for traditional, classic architectural styles. Providing energy efficiency, the windows meet the most popular features requested by energy-conscious homeowners. The collection includes ProSolar Low-E glass with Argon gas, and has a wide selection of styles, including a patio door and hinged patio door.
ď Ž SIMONTON.COM (800) 746-6686
Building-Products.com
Providing Customer Satisfaction in All We Do
1 0 #PY t .D.JOOWJMMF 03 t '"9 540 800%
%JLF 3PBE t 3BJOJFS 03 t 'BY * See product warranty for details. Hi-borŽ, FireProŽ and Advance GuardŽ treated wood products are produced by independently owned and operated wood treating facilities. Hi-borŽ, FireProŽ and Advance GuardŽ are registered trademarks of Koppers, Inc. Š10/2014
July 2015
ď Ž
The Merchant Magazine
ď Ž
53
Woody Planters
A Framing System with Constant Precision
Repair Your Surfaces
The 21-Degree Framing System from Paslode features a lightweight, 8.1-lb nailer and resin-collated plastic nails. Equipped to drastically reduce downtime in the field, the framing system ensures continuous productivity and consistent nail drive for every job every time. Designed to eliminate common issues on the jobsite, the resin-collated nails are created using a resilient collation material that ensures fewer strip breakages and wasted nails.
Spectrum Re-Kote TF from W. R. Meadows is a single-component, polymer-modified, rapidhardening, cementitious concrete repair mortar designed for the renovation and resurfacing of deteriorated concrete surfaces. The product is versatile; it can help smooth rough surfaces, repair honeycombs, and dress up bug holes, in addition to providing coating for swimming pools, concrete walls, balconies, and more.
PASLODE.COM
WRMEADOWS.COM
Log-shaped Surreal Planters from Nature Innovations are light, portable and perfectly formed for planting. They are durable, so they’ll stay realistic long after natural logs begin to deteriorate. Molded in high density polyurethane using a patented molding process based on actual logs, the planters are hand painted to match the appearance of natural birch or white oak logs. An integrated drain hole lets excess water run out when used outdoors but can be closed with a stopper for indoor use.
NATUREINNOVATIONS.COM (877) 431-4433
(847) 214-2100
(312) 946-6143
Concrete Roofing with Southwest Style
Boral Roofing’s Gemstone Collection is a sustainable concrete roof tile collection, consisting of six palettes inspired by the earthy southwestern hues. The roof was built for protection from inclement weather and energy efficiency. All colors meet the California Title 24 compliance requirements and are listed by the Cool Roof Rating Council.
BORALROOF.COM (800) 669-8453
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Building-Products.com
SPI Shows Off New Sawmill
Sierra Pacific Industries’ new large-log sawmill in Quincy, Ca., was shown to a group of over 50 elected officials and community leaders on May 29. After spending more than $14 million to build the new sawmill, SPI owners Red and George Emmerson said the mill currently employs about 300 people and will help support a lot of other jobs in the community The Emmersons worked hard to keep workers employed during the 10 months while the new sawmill was under construction, as the last log ran through the old mill April 8, 2014. The new mill opened Feb. 23, according to SPI spokesman David Little. Little explained the new mill was a necessity, and the old large-log mill, which was built in the 1960s, wasn’t efficient by modern standards. Instead of laying off the crew, SPI had the crew members assist in the building process of the new mill. The mill isn’t running at 100% efficiency yet, says Little, but it’s still putting out a lot of lumber and every last piece of wood that arrives at the mill is used one way or another, he explained. The mill cuts ponderosa pine, sugar pine, white fir, Douglas fir, and incense cedar. In addition to the largelog sawmill, the complex has a smalllog sawmill, dry kilns, a planer mill, the base of the Quincy Railroad, and a cogeneration/biomass boiler. With peak logging season approaching, the mill shows no sign of slowing down. According to Little, the mill will be stockpiling logs during the summer, and will work to build up enough log supply to last through the winter months, when weather can be harsh. Little also added the cogeneration facility generates 20 megawatts of electricity, enough power for 20,000 homes. Despite the fact that automation has been gradually taking over the timber industry, threatening American jobs nationwide, Little has agreed that although automation is necessary to keep the company competitive in the industry, there will still be jobs at the Quincy mill.
PARR
LUMBER COMPANY 14023 Ramona • PO Box 898 Chino, CA 91708
www.parrlumberchino.com (909) 627-0953 • Fax 909-591-9132
• Plywood/OSB
• Hardwood Panels
• Plyforms
• Dimension Softwoods
• Composites
• Dimension Hardwoods
• Melamines/Vinyls
• Pine & Fir Boards
Michael Parrella – x15 • Vince Galloway – x19 Janet Pimentel – x23
• Chris Hexberg – x22
Nestor Pimentel – x31 • Joe McCarron – x21 Pete Ulloa – x18
• Bert McKee – x16
George Parden – x26
www.superiorwoodtreating.com
Instant Industry News Building-Products.com Building-Products.com
July 2015
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PCBC Photos by The Merchant
EXCITEMENT WAS BUILDING at the Pacific Coast Builders Conference, where thousands of LBM professionals flooded the San Diego Convention Center, San Diego, Ca., June 2425. [1] Seamus O’Reilly, Daniel Hines, Ryan Mitchell. [2] Ross Commerford, Randy Robins, Doug McNeill. [3] Mike Bland, Heath Stai,
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Chris Thoman. [4] Matt Prince, Tom Couch, Bill Lancaster. [5] Tom von Moos [6] Doug Willis, Matt Trullinger, Brenden Hexberg, Tim Hummel. [7] Praveen Sood, Kellen Driscoll. [8] Barry Schneider, Ken Dunham. [9] Kurt Hogard, Tom Jaroszek. [10] Don Wright, Melanie Hindi, Mike Houk. [11] Mike Shuey,
July 2015
Brian Hurdle, Cami Waner, Brett Bleichrodt. [12] Joe Morin, Gabriela Cabezas, Paul Conley. [13] Lisa Martin, Howard Rothstein, Kim Pohl, Karen Rothstein. [14] Mark Davis, Chris Huntington, John Assman. (More PCBC photos on next page) Building-Products.com
PCBC Photos by The Merchant
MORE PCBC (continued from previous page): [15] Brenda Collons, Michael Cobb, Heather Crunchie, Sabrina Peters. [16] Michael Caputo, Jamie Watt, Rob Bivens. [17] Chris Kollwitz, Danny Sosa, Chris
Huntington. [18] Geoff Marshall, Hugh Paarmann. [19] Barry Schneider, Daniel Hines. [20] Tim Irwin, Andrew Ellis. [21] Ken Goodnough. [22] Lisa Reese, Deedee Graham, Tracy Rusin.
Respecting the forest, honoring the past, building the future. A nation’s pride you can build on.
Manufacturers of 6 million bd. ft. monthly of • 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs State-of-the-Art Hewmill & Headrig Mill Contact Sheldon Howell
PST is located in Weed, CA, the historical heart of the West’s timber country, ideally situated on Interstate 5 to service all of California and the Western U.S. • NatureWood® brand ACQ treated products • Advance Guard® brand Borate treated products • TSO (Treating Service Only) available. • PST is ALSC quality assured by Timber Products Inspection Agency (TP) complying with AWPA Standards and the CheckMark Program.
Offering Brown tone stained treated Douglas Fir for all pressure treating applications
(509) 874-1163
Yakama Forest Products
3191 Wesley Rd., White Swan, WA 98952 Fax 509-874-1162
www.yakama-forest.com
Building-Products.com
For more information, contact Shawn Nolan snolan@pstreating.com • (530) 938-4408 NatureWood preserved wood products are treated with Alkaline Copper Quaternary compounds or Copper Azole. NatureWood and Advance Guard preserved wood products are produced by independently owned and operated wood treating facilities. NatureWood® and Advance Guard® are registered trademarks of Koppers Performance Chemicals Inc. ©3/2015
July 2015
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WILLAMETTE VALLEY GOLF Photos by Archie Brown
WILLAMETTE VALLEY Hoo-Hoo Club #33 honored Christopher Re, who passed away last fall of cancer, at its annual memorial tournament. The club donated $3,600 to the Oregon Health Science University Knight Cancer Foundation in his name and presented plaques to (l-r) [1] Sandra Re, Tony Re, Rick Re, with Pat Myers. [2] Steve Nohrenberg, Dale DeShaw, Jared McDonald, Thom Gennarelli. [3] Gene Klohs, Barry Greathead, Jim Steele, Indar Bhan. [4] Mark Grube, Ken Reffstrup, Michael Jones, Ted Fullmer. [5] James Taylor, Dave Barker, Steve
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Culbertson, Todd Bradshaw. [6] Mike Holm, Glen Hoffington, Mike Zumwalt, Rabel Roberts. [7] Darrell Hansen, Frank Forward, Casey Garland, Randy Thoms. [8] Mark Mitchell, Steve Grimes, Jack Mead, Reid Schooler. [9] Norm Persons, Tyler Freres, Craig Griffith, Ed Setzer. [10] Dave Allen, Tom Shea, Joe Nobel, Gary Newman. [11] Bryan Borovec. [12] Dave Halsey, Dave Menkens, Jack Alley, Mark Auxier. [13] Pat Meyers, Rick Abel, Bob Brass, Jerry Farley. (More photos on next page) Building-Products.com
WILLAMETTE VALLEY GOLF Photos by Archie Brown
GOLF TOURNEY (continued from previous page) was held June 5 at Shadow Hills Country Club, Junction City, Or. [14] Mike Gager, Bob Reisbeck, Chris Gaughan, Jenny Miles. [15] Kevin Lang, Blake Tasler, Bill Borgaize, Pryce Campbell. [16] Dudley Mills, Erin Leuallen, Charity & Travis Isakson. [17] Dustin Smith, Rob Parks, Jeff Henderson, Mark Pavlar. [18]
Steve Anderson, Kip Anderson, Stuart Ralston, Matt Fullerton. [19] Brad Myers, Jim Myers, Nathan Nystrom, Ben Wall. [20] Rick Setzler, Paul Jensen, Brian Harris, Tom Bork. [21] Karl & KayCee Hallstrom, Cheryl Wessell, Brad Rodakowski. [22] Greg Carter, Frank Peterson, Kevin Dodds. [23] Donna McCullough.
Gemini Forest Products Specializing in forest products for industry professionals
Los Alamitos, CA 562.594.8948
Shasta Lake City, CA 530.276.7197
San Francisco, CA 415.859.5544
www.geminiforest.com Building-Products.com
Industrial and Treated Lumber Specialists July 2015
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IN Memoriam Jerry Long, 73, former executive VP and general manager of Parr Lumber, Chino, Ca., died June 8 doing what he loved to do—fishing in Alaska. He started his 43-year industry career in 1970 with Somerville Plywood, Hawthorne, Ca., before joining Parr as sales manager in 1990. He retired in December 2013.
Jerry Lee York, 80, co-owner of A&Y Building Supply, Provo, Ut., died June 1 in Orem, Ut. He partnered with Eldon Adams to open their own company in 1963, after working for Stout Lumber Co., Provo, and Valley Bestway Building Supply, when it was owned by Boise Cascade. Kenneth J. “Ken” Ptacek, 53, TrusJoist design tech with Weyerhaeuser, Phoenix, Az., died June 2 following a short battle with
CLASSIFIED Marketplace Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type. Deadline: 18th of previous month. Send ad to david@building-products.com or Fax 714486-2745. Make checks payable to 526 Media Group. Questions? Call (714) 486-2735.
HELP WANTED
FOR SALE
TAIGA BUILDING PRODUCTS, Rocklin, Ca., is looking for an outside sales representative for the South Bay Area. Knowledge of building material sales is necessary. Ideal candidate would live in the territory and work out of a home office. This is a salaried position with full benefits including Health, Dental and Vision insurance; 401/k with company match and paid vacation. Send resume to pat.zan@taigabuilding.com.
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MERCHANT Magazine
A NATIONAL DISTRIBUTOR of wood/ panel products located in Southern California is looking for a salesperson to manage their hardwood plywood and/or hardwood lumber sales. If interested, please call (909) 721-4975.
Call Heather at (949) 852-1990
FOR SALE
FOR SALE
HKelly@building-products.com
LUMBER CARRIERS from Berkot
• Several models available • Balanced for ease of handling • May be modified to your specifications See our full product line at www.BerkotMfg.com
BERKOT MFG. CO., INC.
11285 Goss St., Sun Valley, CA 91352 • Phone (818)767-5555 Manufactured in the U.S. since 1954
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pancreatic cancer. In 1989, he joined Plywood Supply, Kenmore, Wa., in technical sales support and estimating, reaching TJXpert status for his floor system designing. He joined Weyerhaeuser in early 2014. Ethan Dale, 91, longtime owner of Taylor-Dale Hardware, McMinnville, Or., died May 26 in McMinnville. He and his wife owned and operated Taylor-Dale from 1961 until the store closed in the late 1990s. Previously, they owned and operated Carlton Hardware, Carlton, Or., from 1951 to 1961. A native of Portland, he graduated from Oregon State University in 1948, following a tour in the U.S. Army during World War II. He went on to earn a master’s degree in retail administration from New York University. Chester Herman “Chet” Rodgers, 97, former superintendent at Pickering Lumber Co., Standard, Ca., died May 31. A third-generation lumberman, he joined West Side Lumber, Tuolumne, Ca., right out of high school, quickly rising to superintendent. When the company closed in 1963, he joined Pickering, overseeing the mill until his retirement.
Fiber Cement Surge Slows
World demand for fiber cement is expected to climb nearly 5% annually over the next five years, a tick slower than the pace of the last five years, according to a new Freedonia study. Growth will be tempered by a slowing in building construction, particularly non-residential, from 2014 to 2019. However, demand for fiber cement will benefit from rising market penetration in its many applications. The material’s fastest growth is projected in moulding and trim, followed by siding. Roofing—the largest market for fiber cement products—will exhibit belowaverage growth, as countries such as Brazil and India move to concrete and clay products. The fastest growing region for fiber cement demand is North America, led by the U.S. and Mexico. Both Western and Eastern Europe are forecast to post the slowest growth. Building-Products.com
DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Mountain States Lumber & Building Material Dealers Assn. – July 14, golf tournament, The Ranch Country Club, Westminster, Co.; (800) 365-0919; www.mslbmda.org. Southern California Hoo-Hoo Club – July 15, speaker meeting, San Dimas Canyon Golf Course, San Dimas, Ca.; michael.nicholson1@verizon.net. Tacoma-Olympia Hoo-Hoo Club – July 15, board meeting, La Quinta Inn, Tacoma, Wa.; (253) 531-1834. Inland Lumber Producers Association – July 16-17, annual invitational golf tournament, Coeur d’Alene Resort, Coeur d’Alene, Id.; sharimartin@bc.com.
ADVERTISERS Index Allura [www.allurausa.com] ..........................................................15 APA [www.apawood.org]...............................................................42 Arch Wood Protection [www.wolmanizedwood.com].................25 AZEK [www.azek.com].....................................................................5 Bear Forest Products [www.bearfp.com].....................................48 Berkot Mfg. Co. [www.berkotmfg.com] ........................................60 Boise Cascade [www.bc.com].......................................................33 BW Creative Railing Systems [www.bwcreativerailings.com] ...28 California Cascade [www.californiacascade.com]..............Cover I
West Coast Lumber & Building Material Association – July 1617, 2nd Growth summer conference, Omni Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca; (800) 266-4344; www. lumberassociation.org.
Capital Lumber [www.capital-lumber.com]..................................51
Association of Woodworking & Furnishings Suppliers – July 2225, woodworking fair, Las Vegas Convention Center, Las Vegas, Nv.; (800) 946-2937; www.awfsfair.org.
Deckwise [www.deckwise.com] ....................................................13
CMPC USA [www.selex.cl].............................................................27 Collins Products LLC [www.collinsco.com] .......................Cover II Eco-Chemical [www.ecochemical.com] .......................................26
Humboldt Hoo-Hoo Club – Aug. 7, golf tournament, Baywood Golf & Country Club, Arcata, Ca.; (707) 601-9128.
Fontana Wholesale Lumber [fontanawholesalelumber.com].....51
Los Angeles Hardwood Lumberman’s Club – Aug. 8, BBQ, Yorba Linda, Ca.; (626) 445-8556; www.lahlc.net.
Hardel Mutual Plywood [www.hardel.net] ....................................37
Tacoma-Olympia Hoo-Hoo Club – Aug. 8, annual picnic, Gig Harbor, Wa.; (253) 531-1834. Western Hardwood Association – Aug. 17-20, annual convention, World Forestry Center, Portland, Or.; (360) 835-1600; www. westernhardwood.com. Mountain States Lumber & Building Material Dealers Assn. – Aug. 20, Western Slope golf tournament, site TBD; (800) 3650919; www.mslbmda.org. Ace Hardware Corp. – Aug. 20-22, fall market, Chicago, Il.; (630) 990-7662; www.acehardware.com.
Gemini Forest Products [www.geminiforest.com] ......................59 Huff Lumber Co. [www.hufflumber.net] .......................................47 Humboldt Redwood [www.getredwood.com] ..............................29 International Wood Products [www.iwpllc.com] .........................24 J.H. Baxter [www.jhbaxter.com]....................................................45 Jones Wholesale Lumber [www.joneswholesale.com] ..............44 Keller Lumber .................................................................................54 Kop-Coat [www.kop-coat.com] .....................................................21 Matthews Marking Systems [www.matthewsmarking.com].......45
Black Bart Hoo-Hoo Club – Aug. 21, clay shoot & BBQ, Black Point Sports Club, Petaluma, Ca.; www.blackbarthoohoo181.org.
MCL Engineered Wood [www.mcl-ewp.com].................................3
Los Angeles Hardwood Lumberman’s Club – Sept. 3, Alan Bohnhoff golf tournament, Black Gold Golf Course, Yorba Linda, Ca.; (626) 445-8556; www.lahlc.net.
North American Wholesale Lumber Assn. [www.nawla.org] .......7
San Diego Home Show – Sept. 9-11, Convention Center, San Diego, Ca.; (888) 433-3976; www.acshomeshow.com. BC Wood – Sept. 10-12, Global Buyers Mission, Whistler Conference Center, Whistler, B.C.; (877) 422-9663; www.bcwood.com. Western Red Cedar Lumber Association – Sept. 10-12, Cedar Summit, Whistler Conference Center, Whistler, B.C.; (877) 4229663; www.bcwood.com.
Norman Distribution Inc. [www.normandist.com].......................49 Pacific States Treating [www.pacificstatestreating.com].....50, 57 Parr Lumber [www.parrlumberchino.com] ..................................55 Patrick Lumber [www.patlbr.com] ................................................49 Pelican Bay Forest Products [www.pelicanbayfp.com]..............52 Quality Borates [www.qualityborate.com] ...................................46 Quattro/Syngery Pacific [www.quattrotimber.com] ....................30
Horizon Distribution Inc. – Sept. 11-13, annual market, Sundome, Yakima, Wa.; (800) 541-8164; www.hdiretail.com.
Rosboro Lumber Company [www.rosboro.com].........................41
Hoo-Hoo International – Sept. 11-15, annual convention, Hilton Airport/Mall of America, Minneapolis, Mn.; paul.boehmer@ weekesforest.com.
Royal Pacific ...................................................................................53
Composite Panel Association – Sept. 13-15, fall meeting, Hyatt Regency Coconut Point, Bonita Springs, Fl.; (703) 724-1588; www.compositepanel.org.
Roseburg Forest Products [www.roseburg.com] .......................35 Simpson Strong-Tie [www.strongtie.com]...................................19 Siskiyou Forest Products [www.siskiyouforestproducts.com] .43 Sunbelt Racks [www.sunbelt-rack.com] ............................Cover III
True Value Co. – Sept. 18-20, fall market, McCormick Place West, Chicago, Il.; (773) 695-5000; www.truevaluecompany.com.
Superior Wood Treating [www.superiorwoodtreating.com].......55
North American Wholesale Lumber Association – Sept. 21-24, Wood Basics course/Executive Management Institute, Oregon State University; Corvallis, Or.; (800) 527-8258; www.nawla.org.
Thunderbolt Wood Treating [thunderboltwoodtreating.com] ....17
Tacoma-Olympia Hoo-Hoo Club – Sept. 23, meeting, La Quinta Inn, Tacoma, Wa.; (253) 531-1834.
Building-Products.com
Swanson Group Sales [www.swansongroupinc.com]................39 Universal Forest Products [www.ufpedge.com]............................8 Utah Wood Preserving [www.utahtreatedwood.com].................48 Viance [www.treatedwood.com].........................................Cover IV July 2015
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FLASHBack 90 Years Ago This Month This month, we head back to 1925, to celebrate the third anniversary of The Merchant Magazine. With the Great Depression still a few years off, home construction was booming throughout the West, new lumberyards were popping up everywhere, and we were there to report it all in a jam-packed 160page issue. • An earthquake in Santa Barbara, Ca., caused damaged to all four of the city’s lumberyards— Santa Barbara Lumber Co., Boyd Lumber, Ambrose Lumber, and Union Mill & Lumber—toppling
lumber racks and banging up sheds. Each suffered close to $10,000 in damage. Unfazed, Ganahl Lumber soon after announced plans to open a yard in the city. • In the days before frequent air travel, The Merchant regularly recounted the cross-country trips of prominent lumbermen. Los Angeles dealer Fred E. Golding prided himself on being able to drive himself from L.A. to Portland, Or., in an industry record 36 hours of
actual driving time. (The distance is less than 1,000 miles.) Golding is said to have suffered “much mental anguish” to learn in the pages of The Merchant that Seattle lumberman H.G. Clark made the trip in 34 and a half hours (spread out over three days). • Red River Lumber Co. opened a 35,000-sq. ft., rail-served warehouse/door shop on Slauson Ave. in Los Angeles. Today, the site—as has been the fate of many a venerable lumberyard—is home to a selfstorage business. • Emanuel Fritz, assistant professor of forestry, University of California–Berkeley, penned an editorial, commending the millwork industry on its pursuit of collegetrained workers. The article, on the importance of raising up a capable next generation of lumbermen, was one of several stories the professor would contribute to The Merchant over his 80-year career. He died in 1988 at age 102.
90 YEARS AGO: Founded in 1910 to produce a better wallboard, Upson Co. of Lockport, N.Y., quickly grew into the world’s largest wallboard producer, with additional plants in Southern California, New Orleans, Elkhart, In., and Canada. The operations were sold to Domtar in 1984.
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The Merchant Magazine
July 2015
• The industry was advised to no longer refer to building materials with the then-common term “fire proof.” They could market products that passed ASTM testing as “fire resistive,” but they should also stress to homeowners that even use of these materials would not guarantee that the final structure itself was fire resistive—let alone fire safe or fireproof.
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