Merchant June 2018 by 526 Media Group

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JUNE 2018

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

TECH TRENDS IN LBM • WHAT’S NEW IN SIDING & TRIM • TOOLS & HARDWARE

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Vice President Shelly Smith Adams sadams@building-products.com Publishers Emeritus Alan Oakes, David Cutler Managing Editor David Koenig • david@building-products.com Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Claudia St. John, Dave Kahle

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Contributors Sarah Bell, Cassie Klitzke, Aaron Sims, Lisa Wilson, Chris Wood

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

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CONTENTS

June 2018 Volume 97 n Number 6

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Special Report

Features

Departments

34 VIEWPOINT

10 FEATURE STORY

8 ACROSS THE BOARD 18 COMPETITIVE INTELLIGENCE 20 OLSEN ON SALES 22 THE REVENUE GROWTH HABIT 24 TRANSFORMING TEAMS 32 MOVERS & SHAKERS 39 IN MEMORIAM 40 NEW PRODUCTS 51 ASSOCIATION UPDATE 52 CLASSIFIED MARKETPLACE 52 ADVERTISERS INDEX 53 DATE BOOK 54 FLASHBACK

MATERIAL HANDLING INNOVATOR COMBILIFT PUTS ON A SHOW DURING UNVEILING OF NEW FACTORY/R&D CENTER/HEADQUARTERS IN IRELAND

TODAY’S TECH FOR LBM

12 MARGIN BUILDERS

EMBRACING MOBILE DEVICES IN THE RETAIL LUMBER ENVIRONMENT

14 INDUSTRY TRENDS

WHAT’S HOT IN SIDING & TRIM

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JUNE 2018

Magazine

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

TECH TRENDS IN LBM • WHAT’S NEW IN SIDING & TRIM • TOOLS & HARDWARE

15 PRODUCT SPOTLIGHT

THE RISE OF PRIMED F/J TRIM

16 MANAGEMENT TIPS

Now the beauty of a home lasts as long as the love for it.

GET UP TO SPEED ON NEW TOOLS

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ACROSS the Board By Patrick Adams

The value of values ’m sitting across my desk from a candidate who has applied for an open position. I’ve narrowed down the field already based on experience, stability and the other criteria pertinent to the job. This is our first face-to-face meeting. We’re having a conversation about family, about our hobbies and childhood lessons learned when she stops awkwardly and asks a question. “I’m sorry to be rude, but when are we going to get back to the interview questions?” I reply, “These are the interview questions.” I look back on my 30-year career and reflect on my own lessons learned. I have worked for many companies both large and small. I have literally hired and fired so many people that I couldn’t even begin to put a number to it. I’ve learned a lot about people and what I believe makes a winning team. I used to prepare a litany of questions relating to the position. I’ve tried panel interviews, assessments, psychology profile tests, probation periods, recruiters, referrals and more. However, as I look back on what I consider my “failures”—hiring the “wrong” person for the job—there is only one thing that is common across every person I’ve had to let go. I’ve realized that it was never because they exaggerated their skills or experience on their resume. It wasn’t because they didn’t have the customer relationships they claimed or because they missed a number in a particular quarter. It always boiled down to just one of two things: a lack of work ethic or a lack of values. I remember one of the best employees I ever hired. He was a younger kid who desperately wanted to work for the company. He did so much research that even I learned a few things. During the interview, he did not brag or overinflate his achievements. He simply said in the most honest way I’ve ever heard someone speak in an interview, “My grandfather, my father and I—since I was a kid—have read this magazine every month. Together we would have long talks about the articles and products and essentially, it was our common bond. I don’t have the experience for your position, but I promise you on my family’s name that if you give me the chance, I will work harder than anyone to prove that you made a good decision by hiring me.” I hired him on the spot and true to his word, he outworked and outperformed everyone, every day for as long as we worked together. It wasn’t for the money, for the title, or so he could springboard to the next company. It was because he said he would, and he was passionate about it. With the “recent” advent of technology came the desire to quantify everything. The belief that technology can somehow provide the missing element that leads to

certain business success and profit. Using key words and tests will determine the best candidate. Using analytics to find the best marketing formula will generate the best ROI. Eliminating the slowest selling products will lead to increased profitability. Unfortunately, “values” do not appear to have a row or calculation on today’s spreadsheets. My reply to the interview candidate was simple: “These are the interview questions. I can teach you anything you need to know to be successful in this company. I can introduce you to the right people, give you the right leads, and help you to become an industry expert. The only thing that I cannot teach you is how to have a strong work ethic and values, and if you don’t have those, you will not succeed here.” As I describe our company and team to people as being a “values-led organization,” slowly I am getting curious looks more and more in response as if they don’t know what that means. I say that we do what we promise and we always under-promise and over-deliver. If a friend needs help, we help. If we do something wrong, we say sorry. Perhaps I’m becoming that “old guy” and my next mantra will simply be yelling, “Get off my lawn!” Maybe values and work ethic don’t have a line on a spreadsheet these days. But, I do know that each night as I lay down and reflect on the day, when I know we did well in those categories, I have a peaceful sleep and that is perhaps the greatest ROI of all. As always, I am grateful to serve this industry and for the amazing support and feedback we continue to receive. I wish all of you and your families a wonderful summer!

Patrick S. Adams Publisher/President padams@building-products.com

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June 2018

Building-Products.com

FEATURE Story By Lisa Wilson, ECi Solutions

Technology trends that are moving the LBM industry he lumber and building materials industry is built on people, knowledge, relationships and trust—values that have endured for generations. Longevity is the ultimate mark of success for lumberyards and related niche businesses, and many that can claim it are family legacies. It is no wonder then that painstaking care is taken before any significant changes are made to these stalwart businesses. Lumberyards and related businesses have been traditionally slow to adapt technology trends for a variety of reasons including lack of IT knowledge and reluctance to invest in potentially short-term trends. As first movers in the industry began to embrace technology, the benefits became clear. LBM software enhanced inventory tracking, barcoding and monitoring of delivery fleets for early adopters. Once they started seeing dramatic improvements in the ’80s and ’90s, order management software became the industry standard. It enabled businesses to check orders, view account histories, create reorder lists, and pay invoices. But more importantly, it demonstrated that technology can augment a people-first business, while adding value to customer and vendor relationships. Today, technology is driving better decision making, smarter investments, operational efficiencies, and substantial cost savings. Lumberyard owners, general managers, accounting managers, purchasing managers, customer service and delivery personnel all rely heavily on technology. Three trends are driving investments in the newest iterations of LBM software: cloud migration, mobility solutions, and data security and disaster recovery. The result is an industry that has moved from one end of the spectrum to the other—from technology resistant to technology driven.

Building a technology foundation in “the cloud”

Like organizations in every industry that rely on software, lumber and building materials businesses have migrated their software usage to the cloud. The “cloud” is simply a metaphor for the conduit of information that is the internet. Cloud computing enables businesses to store and access programs and data over the internet, rather than on local servers. It’s a simple, yet revolutionary idea. Above all else, the cloud is a cost-effective software delivery model. It cuts upfront investment in software packages and reduces the time it takes to make an investment decision, since options can be changed easily. LBM businesses often sign on with a software vendor and add

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June 2018

modules and options as they go, and as they grow. Even more important from a cost-cutting perspective, cloud migration eliminates the need for expensive on-site servers, ongoing maintenance, and the advanced IT skills that would be necessary to perform this work. ASP businesses in the 1990s did a poor job of communicating this benefit, or the cloud would have taken off sooner. Cloud computing is more efficient from a time and resources standpoint. It’s easy to implement, requiring only an internet connection. Subscribers pay a monthly fee and everything else is handled by the provider. Software updates are delivered automatically and conveniently, with no business interruption. Customers are always running the latest versions, including up-to-the-minute security updates. For many LBM companies, the most significant efficiency enhancement is that unlike server-based software, cloud-based software is accessible from anywhere, by anyone with permission and a password. This means enhanced productivity for staffers, including salespeople in the yard who can access vital information on tablets, as well as customers and vendors who do business without having to call. The cloud enables the delivery of real-time data, facilitating better business planning and quicker decisions. This factor alone has been a game changer in many industries like LBM, in which precise inventory planning is necessary. Finally, the cloud has proven secure and reliable. In conjunction with advancements in data security and disaster recovery, being able to deploy continuous updates ensures that businesses are protected against the latest threats.

Stronger data security and disaster recovery

As the recent “WannaCry” ransomware and the Russian hacking of the American election cyber-attacks have shown, data security may be the most vital tech benefit of Building-Products.com

all. Attackers have become more sophisticated and business-oriented, with objectives moving from smaller financial and identity theft “scores,” to taking down businesses and stealing assets. As attacks become more serious, so must the defenses against them. New tools to monitor servers and networks for suspicious activity must be deployed. Regular review of logged events and vigilance in patching servers for vulnerabilities is essential; no business will survive for long without taking these precautions. And because the impact of downtime is greater than ever before (with many operations being online), nightly server and network backups are critical. All of these protections require more advanced IT skill sets, but smaller businesses can’t afford the wide variety of personnel required to perform these functions. Data protection is more robust in the cloud. Cloud software providers use large server farms with the latest hardware and most advanced security features, assuring that subscribers always have access to their systems and data is never destroyed or lost. With economies of scale, providers have strategies in place to back up and secure data. Since servers are off the business premises, businesses are also protected from natural disasters and theft, making the cloud the primary form of data insurance.

Mobility solutions to enhance staff productivity

Years ago, visionaries in the LBM software industry asked questions like “How much more productive would delivery fleets be if all deliveries could be constantly tracked?” Or “How effective could new yard sales reps be if they had instant access to all the knowledge of the most experienced salespeople?” Enabled by the cloud, today’s LBM technology applications are mobile extensions of software systems. Staffers

Building-Products.com

can access modules from any internet-enabled device, from anywhere. Yard workers can answer the most challenging customer questions and provide customers with any materials they need. Delivery personnel can create live customer orders and get digital signatures on delivery. Managers can access up-to-date business information as they travel, view documents, and see store sales totals in real time. They can even compile purchase orders created by scanning barcodes with the phone. All of this information is constantly updated, integrated, and available. Placing all of this material in the palm of your employees’ hands, wherever they go, frees them from the shackles of working on premises. Now they can leave their desktops, walk in the yard as they monitor sales activities, and even visit clients and vendors while they work. Mobility solutions are changing the way leaders in LBM get things done, reducing training time for information-enabled employees, and maximizing staff productivity, from accountants to clerks.

Technology is the great equalizer

If not for these advancements, we would likely be looking at a vastly different terrain in the lumber and building materials industry. The affordability of sophisticated cloudbased software, data security, and mobility solutions has empowered small and medium operations to stay competitive against big box stores and corporate online behemoths. Without these smaller operations setting industry standards for customer and vendor care, LBM would cease to be a people-first industry. It’s ironic that embracing technology has been the catalyst for family-run businesses to continue winning, while preserving the personal touch on which they were built. – Lisa Wilson is marketing director for ECi Solutions (www.ecisolutions.com).

June 2018

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MARGIN Builders By Sarah Bell, Ponderosa Software

Embracing mobile devices in the retail LBM environment cross industries, but none more so than in the LBM market, ubiquitous mobile devices like tablet PCs and smart phones are being leveraged to improve sales, modernize the procurement process, and manage and monitor key aspects of delivery tracking and management. For vendors, make it easier for your dealers to transact with your company and it stands to reason that you’ll sell more product. Provide the best service from time of order to final delivery and they’re likely to keep coming back. Cleary Millwork, a highly regarded millwork manufacturer, recently introduced its “Cleary 365” solution, which lets its dealers log onto a secure website 24/7 to configure and view interior and exterior doors, window units—and any other building material that’s either manufactured, remanufactured or assembled—request quotes and place orders on-demand from any Internet-connected mobile device. These kinds of mobile sales tools not only make it more convenient for your customers, they ensure faster customer and sales management approvals by eliminating errors, they reduce order-to-delivery time and they let you provide a level of service that drives increased sales. Another area where mobile devices are being widely deployed is in LBM delivery and dispatch operations for fast,

LBM DEALERS can boost sales by offering their customers 24/7 access to their business via a secure, browser-based Sales Portal. Customers can configure products and place quotes on-demand and with 100% accuracy.

accurate and cost effective Proof of Delivery monitoring that speeds order processing and minimizes delivery disputes. With e-signature proof of delivery, customers simply sign the delivery receipt via the driver’s tablet or smart phone for immediate proof of materials delivered and the delivery time. If no one is available to sign for the delivery, the driver can take photos and make job site notes, providing irrefutable documentation of what was delivered or installed, which is automatically attached to the customer’s order, with or without a signature, and can emailed to the customer on-demand. LBM companies can streamline their delivery dispatch operations while minimizing proof of delivery paperwork, data entry and duplication. There is no longer a need to enter or scan proof of delivery details at the end of the day when the drivers return with their delivery notes. Real-time instantaneous updates between your drivers’ devices and your business management system guarantee that your staff will have constant access to up-to-the-minute information that will unquestionably save them enormous amounts of time and prevent lost profits due to missing paperwork. E-SIGNATURE CAPTURE helps dealers save time, minimize paperwork, avoid customer disputes, and protect their business with Electronic Proof of Delivery. (All photos by Ponderosa Software)

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– Sarah Bell is a business development manager for Ponderosa Software, Smithfield, R.I. Reach her at (800) 422-4782 or via www. caisoft.com/ponderosa. Building-Products.com

INDUSTRY Trends By Aaron Sims, Boral Building Products

Outside opportunities What’s hot in siding and trim s outdoor building season ramps into high gear, expect to hear some familiar requests from builders and their homeowner customers—as well as some new demands. Homeowners are increasingly discerning when it comes to their exterior facades as they seek to ramp up curb appeal while still making their home reflect their personality and lifestyle. Here’s a look at what’s trending this year: • Design with Intention: Architects are looking at the whole picture rather than the individual home, designing structures to fit the environment around them. The results are more timeless looks that don’t feel dated in a few years, and homes that feel well-suited to their towns and cities. Everything seems more intentional. It’s not something you can create, but you can nurture it. • Past Is Present: Historical favor-

ites never go out of style for a reason. Buyers are turning toward familiar, timeless profiles such as nickel gap and shiplap siding, as well as authentic shutters. Some of their popularity stems from TV shows such as Fixer Upper, but also a desire for creating a sense of place. At the same time, buyers aren’t afraid to update those looks, as seen in the subtle modernization of older restored buildings or farmhouse designs that blend industrial metallics. • Mixed Textures—with a Twist: Like last year, designers are still mixing up materials, such as siding, stone, and metal. But they’re doing so in a cleaner way. Color combinations are more monochrome, lines are straighter, texture planes are seamlessly blending together. • Clean & Crisp: From seamless transitions to the sleek forms of shiplap, the transitional and modern trend is creeping into exterior home styles,

INTEREST IN profiles such as TruExterior’s Nickel Gap (above) and Shiplap Siding is climbing as homeowners seek out authentic, classic looks. (Photo by Boral)

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with more rectilinear lines and forms. • Natural Versions of Popular Colors: Grays, blues, and neutrals are still common, but they’re moving to the more organic versions of themselves rather than feeling manufactured. Grays are veering toward a more beige-like warmth, blues are earthier and darker. • Outdoor Living: Homeowner demand for decked-out exterior spaces is not going away. Many buyers are clamoring for decks and patios with the same amenities they enjoy indoors, including dedicated sitting and eating areas, seamless transitions and views, and even technology. They also need to look the part, so don’t forget accessories such as lighting, modern railings, and pergolas, and be sure to finish off the underside with trim and post wraps. • Low Maintenance: No surprise here: Homeowners still don’t want to spend time painting and staining their facades and decks. Innovative introductions are ensuring buyers can find long-lasting, low-maintenance alternatives that still feature the wood look buyers crave. • Labor Crunch: The challenge of finding qualified labor continues, so products that offer easier, straightforward installation can make a difference in time and cost. Mortarless stone veneer is one such product, providing the look of stone in an easy-to-use panel profile that siding contractors can install. – Aaron Sims is a product manager for Boral’s Building Products Division, which includes TruExterior Siding & Trim, Versetta Stone, Kleer Lumber, Grayne Engineered Composite Siding, Foundry Specialty Siding, Atlantic Premium Shutters, and Mid-America Components. Building-Products.com

PRODUCT Spotlight By Cassie Klitzke, Universal Forest Products

The rise of primed fingerjointed trim xterior trim is often overlooked as an essential point for curb appeal when building or remodeling. Yet selecting the right kind of exterior trim can add both personality and charm to the aesthetics of the home. The addition of trim can even be considered a sort of architectural eyeliner to the home’s face. Moreso, choosing a durable exterior trim that can perform in all weather conditions provides additional benefits. To check all the boxes, Universal Forest Products has been promoting fingerjointed edge-glued trim as a low-maintenance exterior option. Fingerjointed trim is often considered a more cost-effective alternative to other wood products on the market. This is made possible by the common

practice of recycling lower-grade lumber into shorter high-grade lengths. These short lengths are then combined with weather-resistance glue to help bond the pieces together. This creates longer, more durable runs of product that can be installed the same as other wood products. This allows for easy installation without the need for specialty construction. Fingerjointed trim can be produced in a variety of species, sizes and grains, depending on the application required. When combining fingerjointed trim products with a vertical grain, you get a product that allows for better paint adhesion. The flat grain is more stable, allowing for less shrinkage and swelling across the face of the boards. The stability of paint adhesion with

FINGERJOINTED TRIM’S ability to be produced in long runs creates clean unbroken lines and makes trim installation easier at any angle. (Photos courtesy Universal Forest Products) Building-Products.com

the added benefit of being able to produce a longer length of run is highly desired when used in certain applications that require unbroken lengths. Universal brands its premier fingerjointed trim product as UFP-Edge True. Each trim board is fingerjointed, edge-glued and primed for superior stability and long-lasting performance. It uses cedar, which has always provided strong advantages as an outdoor siding and trim product due to its natural resistance to rot, termites and moisture. Compared to other species, Universal has found fingerjointed cedar to be less prone to problems, reducing the amount of maintenance over time. With the proper care, cedar trim can last for decades. The boards are knot-free Clear, which offers a smooth longest run trim product on the market. UFP’s product comes in 20-ft. lengths compared to the 16 and 12-ft. lengths of other manufacturers. The first primer coat on the boards is an absorbing tannin blocker, while the second coat is fortified using a durable, non-blocking PPG acrylic primer, which prepares the surface on all sides for a superior finish. They feature a two-sided (smooth/ resawn) face and are sanded between coats on the smooth side. Offering a reversible board face provides flexibility to the designer or architect. “By combining cedar with fingerjointed trim you get a product that is more durable, with less cupping and warping,” said Brett Collins, Far West product and market manager for Universal. “It can withstand more diverse weather conditions allowing it to perform better in dry climates and beach applications.”

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MANAGEMENT Tips By Chris Wood

Get up to speed on latest trends in tools and hardware

NEED FOR SPEED: Contactors and yard managers are noticing that tools designed with more speed and agility will pay off in the long run. (Photos courtesy Simpson Strong-Tie)

uddenlY, the labor situation in construction is beginning to look brighter. After nearly a decade of struggling to add able bodies to the workforce, employers filled 61,000 new jobs in February—the biggest monthly increase in 11 years, according to the U.S. Labor Department. As those crews get to work, speed and efficiency remain paramount to managers and foreman, who need to optimize labor on the ground for faster cycle times, reduced material waste, and a focus on jobsite safety. Tool and hardware makers are responding by evolving product technologies to ease installation, minimize learning curves, and reduce operator fatigue. “Even with recent workforce improvements, the labor pool is still constricting construction, especially on the residential side,” says Simpson Strong-Tie director of marketing development Jason Liebreich. “As a result we want to simplify construction processes, so we’re definitely focused on products that ease installation or perhaps require less skilled

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labor.” One example is the Quik Drive auto-feed screw driving systems designed to support the contractor on the jobsite by incorporating collated fasteners with smaller, lighter weight and more ergonomic tools. There’s a growing demand for fastener systems like these—systems that are compatible with cordless driver motors so there is no cord hauling, no compressed-air hoses and no ballistics needed. “There’s a definite need for technology that reduces jams and misfeeds while allowing for tools that are ergonomic and lightweight,” says Simpson Strong-Tie product marketing manager Robert Shirley. “There’s also still a lot of applications that force the contractor to get down on their knees or be up on a ladder at an awkward angle. We’re seeking to improve those environments for increased safety and decreased fatigue that helps save the contractor money.” Collated fastener systems like that aren’t power actuated and don’t require licensing and extensive

June 2018

training, helping get contractors on the job quicker. To help builders get up to speed faster, it might be a good idea to host activities like product boot camps and lunch events at lumberyards and jobsites, where different products can be explained and demonstrated. “Optimizing hardware durability for specific tasks can also reduce waste,” adds Liebreich. “Connectors and fasteners are a bit different, but the rule of thumb is that if you have a product that’s stronger, you can reduce the number that you need. For example, with fasteners, you might be able to get away with larger spacing using just 10 screws versus 15.” In response to certain growing trends in the industry, Shirley says the company is also looking at the design of its collated fasteners to boost holding power and install quickly with less torque, resulting in less stress on the drive motor, decreased operator fatigue, and a 30% more productive tool on average. “Anything to get the job done faster and safer as well as to boost ease of use and project speed all contributes to reducing cost and driving profits,” Shirley says. For new construction workers and seasoned veterans alike, the boost in install speeds—not to mention leaving behind a jobsite floor strewn with jammed, discarded, and wasted fasteners—will make quick adopters of newer collated systems. “If you can get one of these tools into the worker’s hands, even the guy who sleeps with a screw gun will be happy,” Liebreich says. With so many new jobs finally getting filled in residential construction, that could be a bright spot, indeed. – Chris Wood is a freelance writer based in San Francisco, Ca. Building-Products.com

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COMPETITIVE Intelligence By Carla Waldemar

All in the family emember Dynasty, the saga of the badly-behaving Carrington and Colby clans of Texas? Well, there’s another dynasty flourishing right next door, deep in the heart of Oklahoma. The (much nicer) family of Skinners doesn’t carry on in similar McMansions, however; instead, they provide the wherewithal to build them. And there are plenty in tiny (pop. 18,000) Tahlequah, where today Randy Skinner heads Tahlequah Lumber Co., which he and his wife took over from her father, and where their son and daughter and their

respective spouses all toil (plus a niece and her husband and grandkids sprouting in the wings). Beats herding cattle, but perhaps just as challenging. And the way the family business got started back in 1949 is a story just begging for prime time. As Randy tells it, his wife’s father—a young kid, still in college— was in church one Sunday when a fellow next to him whispered, “Wanna buy a lumberyard?” Sure, and the Golden Gate Bridge, too. But the offer was for real. A small operation—run by its owner and one

OKLAHOMA DEALER is a true family business, headed by Angela Skinner, Mike Skinner, Randy Skinner, Patty Skinner, Lisa Bynum, and Brett Bynum.

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part-timer—was for sale. For $500. As stated in yet-another dynasty epic on TV, it was an offer he couldn’t refuse. The young man’s training was strictly OTJ, but it worked out and the company flourished. Then a generation later, while Randy and his wife were working for American Airlines in Tulsa, they got a call from her father: Come down and help out, please, because the man’s wife was stricken—fatally, turns out, alas— with cancer. “So I stayed on,” Randy relates, working side by side with his father in law. An ideal mentorship, he says—“We never had a single argument”—which primed Randy for the top job when the time came. Northing much to tweak, he reports, so simply “full steam ahead.” In 1991 he added a showroom and later moved from the original location on Main Street to a 10-acre site on what was then the edge of town in order to be able to expand both footprint and SKUs to offer onestop shopping for the outfit’s posse of loyal (and busy) contractors. Retail for the DIY crowd, too. Although the town of Tahlequah is modest in size, it punches way above its weight. New-home construction is booming (and we’re not talking about shoe-box starters), with hardly a hitch, even during the recession—“many, larger than you would expect,” swears Randy, who offers a couple of reasons for this prosperity, and his yard’s share of it: “Tahlequah is capitol of the Cherokee Nation, which brings a lot of business to us. It’s well run and keeps us busy. There’s a thriving college here too, plus a lake 10 miles away with a lot of second and retirement homes going up. Lots of people are choosing to live on the lake and Building-Products.com

THE COLOR BAR is Tahlequah Lumber’s recent paint department overhaul, adding curb appeal and primarily targeted at females. The area provides seating for decision-making, changeable graphics to keep updated with the latest color trends, and fun ideas and displays that make choosing a paint line and paint color a more pleasant, comfortable experience.

commute to work,” he notes. With the help of its buying group, Tahlequah Lumber has become a magnet for one-stop shopping, stocking everything from automotive to appliances, farm & ranch to HVAC. After a remodel in 2005, the store gained both a fresh look and new products, geared to withstand the competition of a new Lowe’s in the market. “They don’t usually open in such a small town,” Randy notes, but the sweet smell of prosperity proved a strong lure. Tahlelquah was looking to stretch itself as the business grew to include six family members. A yard for sale in Pryor, 45 miles distant, filled the bill. Today its GM is Skinner’s niece, “one of the few females around here” in that leadership role—one who, her uncle underscores “doesn’t take any guff from the men.” Then in 2015 the company bought the yard of a former family friend in Wagoner, 22 miles away, when its owner died. The product lines and demographics of all three stores are similar. So are the rental ops each offers, which range from party aids—chairs, tables, kids’ birthday bouncy houses—to scaffolding, air compressors and Bobcats. Popular? “Yes, the rentals really are, and bring in good margins. We wouldn’t think of not having those departments,” Randy swears. Employees throughout the system are cross-trained to serve in any aisle, gaining the expertise that helps them advance as they provide the kind of customer service that prompt letters of gratitude (“best ever”)—which Tahlequah is quick to post on Facebook. They’ve been hired for “personality; for how they relate to people,” and that’s paid off in priceless word of mouth. … and in loyalty from the town’s pros. Tahlequah’s contractor-sales staff treks out to jobsites, “seeing how everything’s going, helping them to stay on top of it, get products when they need them. It’s like we’re one of their Building-Products.com

own employees. We even lock in prices for the duration of the job so they can feel secure.” The company also hosts quarterly lunches where vendors introduce their shiny new toys. Home owners have their day, too—a Customer Appreciation event publicized via social media. Because Tahlequah stocks “the best possible products” backed by trusted service, it earns commercial business from the town’s thriving medical complex plus the “huge” business generated by the Cherokee Nation’s own medical facilities. “We’ve got more docs per population than most towns of 18,000 can boast,” says Randy. Perhaps that helped shield the business from the ravages of the recession. “Oh, things slowed down a bit, but we fared better than most; we’ve never laid off anyone. It was ‘business as usual.’” Or as unusual, once his son, who played basketball for Oklahoma U, decided to return to the family enterprise, followed by Randy’s daughter and her husband, who left the bright lights of Oklahoma City to jump on board. Grandkids are being groomed as we speak. And Randy loves every minute of it: “It’s always a challenge: every day, something new—tariffs, price fluctuations. You’ve gotta make sure products are available and keep competitive.” Speaking of which: Is a fourth location beckoning from the crystal ball? “We’re always looking. If the right situation comes along….” Just like Dynasty. Carla Waldemar cwaldemar@comcast.net June 2018

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OLSEN on Sales By James Olsen

Talk for show, listen for dough Hijack the conversation: Seller: “Hey, John, what did you do this weekend?” Customer: “Played some golf. I had a great round and was….” Seller: “Me, too. I played with a couple of buddies of mine… on the 17th I hit a drive you wouldn’t believe…” Ad nauseum… customer is upset for being interrupted AND bored to death.

How to Listen istening is the secret weapon of sales. “If you listen to the customer, they will tell you how to sell them” is a sales adage I never believed until I started listening with rapt attention to customers. If we talk too much, interrupt, act nervous, or “are just there for the order,” our customers feel it and won’t open up and tell us what they truly want. The opposite is also magically true. When our customers feel that we are truly listening to them—at the AVATAR I SEE YOU level—they will open up and tell us EXACTLY how to sell them. They open up because we are asking the right questions and listening but also because they want to keep us in their lives BECAUSE we listen to them. Listening does not guarantee that we get the business every time, but it does guarantee that we will be in the running for the business, with an advantage, every time.

How Not to Listen

Interruptions by salespeople are the number one problem in sales. They obscure the true desire of the customer and KILL rapport. Why we interrupt: 1. We are nervous and uncomfortable with silence. Silence, like the number 0 or the rest in music or the pause in joke telling, is a part of speaking. We must be comfortable with silence. 2. We are excited. We want the darn order. We must slow down and move the customer to the closing conclusion at their pace. 3. We think the customer has stopped talking. OK on objections. The automatic response of many sellers on objections is “OK.” OK says, “Your objection is correct, I give up” and/or “OK, OK, I got you… hurry up, so I can talk,” neither of which moves us to our goal. Comment on (every) customer utterance. Nervous sellers, trying to build rapport, comment after each customer sentence. It is unnatural communication—we never do that in “real life” unless we are trying to mess with someone— and annoying to the customer. It is not active listening. “Mm-mm” or silence with a pause and a great follow up question is active listening.

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Be prepared. While the customer is speaking, 90% of salespeople are thinking about what they are going to say, missing buy-signs and nuance in customers speech that give clues to what our customers (really) want to buy. The Master Seller is prepared, thus able to give their customers rapt attention. The feeling that someone is truly listening helps (forces?) customers open up. It makes them root for us and help us in the process. Pause at the end of customers’ sentences before speaking, ESPECIALLY on objections. Customers will often pause at the end of their sentences before they continue speaking, therefore we make it a habit to take a brief pause at the end of customers sentences before we begin to speak. Specifically, on objections, customers will often give an objection and if we HUSH UP, they will continue and give us the REAL objection. If we, like most sellers, jump in and start to overcome the objection before the customer finishes the last word in their sentence, our customer will not feel listened to and the REAL objection will still be in their heart but unknown to the objection-jumping salesperson. The Follow-Up Question. The power tool of the Master Seller is the follow-up question. While the customer is speaking, think of an interested and interesting follow-up question. This is active listening at its best. The interested follow-up will open the flood gates of genuine conversation with our customers. When we listen to our customers, they feel and appreciate it. We are able to play back to them at closing what they told us they wanted as we have moved through the sales process. This makes them want to buy from us. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

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THE REVENUE Growth Habit By Alex Goldfayn

Thinking doesn’t make you money e think too much, and it doesn’t pay very well. In fact, thinking about doing something—considering it—won’t make you a single dollar. Action makes money. And thinking about action actually delays it. I tell clients that perfection is closely related to procrastination. If you want to make more money, communicate with more customers and prospects. Actually communicate. Don’t think about communicating, carefully planning for extended periods of time. Simply communicate. I frequently tell clients and speech audiences that you already know everything I’m about to teach here. But knowing things is different than doing things. Knowing things also makes no money. So what keeps us from taking action? The single greatest factor that makes you think instead of communicate is fear. Fear of rejection. Fear of failure. Fear of leaving a voice mail. Fear of upsetting the customer or prospect. Fear of being yelled at. In sales, like children, we do everything possible to avoid being yelled at. And we all do this. You are not alone here. Fear makes us overthink. Fear keeps us from picking up the phone and calling customers and prospects. Fear moves us away from the phone and to the computer keyboard to send emails instead. We know that the telephone is a far more effective tool. We know that we would sell more if we talked to our customers intead of emailed them. But we email anyway. So, how do we move past (or through) the fear? Here are some suggestions: 1. Be aware of it. Know that fear is the reason you don’t do things that would bring more money home to your family while helping customers and prospects more. 2. Understand that your fear exists in your subconsciousness. That is, you’re not even aware that it keeps you from doing important work, because it occurs automatically and incredibly quickly. It rears its head in milliseconds. 3. Know that your fear isn’t real. It only exists in your head. During a recent discussion of these very same topics recently, a client said there is a difference between fear and danger. Fear is in our heads. Danger is in the real world. There is no danger in calling a customer to ask about their family. There is no danger in inquiring with a customer about what they are working on now, and where you might be able to offer assistance. 4. Listen to your happy customers. They will tell you how wonderful and valuable you are. Listen to them regularly. Marinate in their feedback. Marinate your colleagues in the warm, joyful feedback of your happy customers. This

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will address your current fears and inoculate you against further fear. 5. Ready–Fire!–Aim. You don’t have to be 1,000% comfortable or ready to do something. Because you will never be. Right? When you are ever all-the-way, perfectly and entirely ready to do something? Rather, communicate when you’re almost ready. Because the distance between almost ready and completely ready is dysfunctional. A business coach taught me this 20 years ago, and it has served me well for my entire career. Imperfect action always trumps procrastination. Then, simply, do stuff. For sales growth, the “stuff” needs to be communications: 1. Make proactive phone calls. Not cold calls but relationship calls. Human calls. 2. Tell your customers what else they can buy from you. 3. Ask your customer what else they buy from the competition that you can help them with. (I know this feels uncomfortable, but ask them, and they will tell you! Nobody ever says, “I don’t want you to help me more.”) 4. Follow up on quotes and proposals. 5. Ask for referrals. 6. Ask for testimonials. 7. Communicate testimonials. 8. Send handwritten notes. Show people you care. Be present. Don’t think about being present. Actually be present. That’s what will feed your family! Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com

TRANSFORMING Teams By Claudia St. John

An exercise in frustration

Hiring talent in a tight labor market rom trucking to construction to car care to print distribution, across all sectors in which we work, there is one common trend that our recruiting team has noticed—there’s a shortage of skilled and unskilled workers to fill available jobs. And this shortage significantly impacts our clients, particularly the small businesses with whom we work. “I’ve really never seen it like this,” said Lisa Ritchie, our vice president for recruiting & talent selection. “We have more recruiting work than we have ever had, but this tight labor market is tough. We’re having to prepare our clients for the fact that filling these positions in this market is challenging.” Lisa’s not kidding. If you’re looking to hire someone in 2018, you’re in for a bit of a bumpy ride. Consider the following: • Low Unemployment Rate. The national unemployment rate fell to a near historic low of 3.9% in April. Many states, such as Maine, Nebraska, North Dakota, Vermont and Wisconsin have unemployment rates of less than 3%. • Wages on the Rise. The tightening unemployment rate is beginning to drive up wages as workers demand higher salaries and current employers are increasingly counter-offering more money to keep from losing their talent.

• Too Many Jobs, Too Few Candidates. Job openings hit record highs in March as job seekers dwindle. In July 2009, just after the Great Recession, there were 6.7 unemployed people on average for each available job. In March 2018, it fell to just 1. • Average Time to Fill On the Rise. The average time to fill positions continues to creep up, particularly for skilled, experienced workers. Our current average time to fill is approximately 60 days, up from 45 days just a couple of years ago.

Q. We have an hourly worker who was arrested for molesting an under-age young woman. Can we terminate him for this?

A. As offensive as that situation is, many state laws protect individuals from adverse employment actions (such as terminations) for a simple arrest. Many states protect an employee from termination unless the individual is convicted of the crime for which he or she is accused. Best to check with an attorney or an HR professional before making any decisions as to the fate of the individual. 24

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Although these are national trends, we see their impact on our clients in all of the industries in which we work, for skilled and unskilled positions, and in all regions of the country. In fact, nearly every day we get inquiries from new clients who have tried to fill their open position on their own and are baffled by the lack of response to their job posting. The reason? Job postings aren’t drawing enough candidates because there aren’t enough candidates actively looking for new jobs. The vast majority of positions we fill for our clients are the result of actively headhunting passive candidates— those candidates who are currently employed, not looking for new jobs but are open and willing to consider a new position if the opportunity is presented to them. Clearly, these are frustrating times to try to fill open positions. But before Building-Products.com

you give up and hire a recruiting firm to help you, here are some tips for you to consider: 1. Be creative about marketing your position. Remember, you are in a stiff competitive battle with both other employers and with the candidates’ current employers. Be creative about how you structure the position and, more importantly, how you market the position. 2. Get real about pay. There is nothing more frustrating than losing a solid candidate because an employer is unwilling to increase their new hire’s pay. Our advice: these are tough times and businesses just got the gift of a huge corporate tax break. Put it to good use and don’t lowball your offer to a qualified candidate. 3. Don’t dawdle! We know you’re busy, but this is a worker’s market. If you don’t have the bandwidth to move quickly on your candidate selection, don’t bother starting the project. We’ve lost a number of excellent candidates because the employer took two to three weeks to make a decision on the candidate. There’s no time to waste—be prepared to move decisively and to move quickly. 4. Headhunt, headhunt, headhunt. More than 80% of the positions we fill are with passive candidates that we headhunted. Yes, it takes time and energy. But the good news is that there are plenty of resume databases you can purchase access to. Quite frankly, you have to go find your talent because it’s not coming to you. In fact, on a recent client project in Dallas, our professional job posting netted just three applicants. Three! If you are planning on posting the position and waiting for qualified candidates to roll in, I’m afraid you’ll be waiting a long time! 5. Start early. Many clients contact us when they are primed and ready for their new talent, only to find themselves frustrated that it takes so long to fill a position. If you know you need to fill a position by Q3 2018, start now because it will take time to find the perfect candidate, particularly the one who is currently gainfully employed and not looking for a job. 6. Do everything in your power not to lose your existing talent. There are many employers out there that are more than happy to recruit away your top talent. Make it impossible for them to do that. If you sense your pay is below scale for the industry, now’s the time to fix that. If you’re unsure whether your employees are happy and engaged, focus your energy on finding out how they feel and what you can do to improve their overall satisfaction. Listen to them. Conduct a focus group. Conduct an employee satisfaction survey. Buy them lunch. Show them you appreciate them. If you don’t have a strategic plan in 2018 to improve employee engagement, now is the time to come up with one. Yes, the tight labor market is a significant challenge for our clients, but we see dramatic differences in the recruiting success between those employers who are well-prepared and aggressive in their recruiting efforts and those who take a more laissez-faire approach. Remember, your talent is your most valuable asset— now is the time to make the investments necessary to attract, hire and retain them! Claudia St. John Affinity HR Group claudia@affinityhrgroup.com Building-Products.com

June 2018

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THINKING Ahead By North American Wholesale Lumber Association

Different means to positive ends

SPI and Robbins share business decisions with positive environmental impacts he tall tales are still being told—in schools, in the media, in conversation. We’re constantly hearing false stories about the work we do and the products we produce. But interestingly, and perhaps optimistically, it typically takes just one good chat to help a dissenter understand that those of us in the forest products industry rely on the renewability of our product, the accessibility of clean fuel, and the protection of our forests. Two NAWLA member companies are making purposeful, tangible strides toward environmental stewardship— by making smart business decisions.

SPI ANDERSON COGEN FACILITY

Cogen & Reforestation at Sierra Pacific

California-based Sierra Pacific Industries is a third-generation family-owned forest products company with its eye on the long-term. Andrea Howell, director – corporate affairs, says, “Our decisions around cogeneration plants and power production make good business sense, and they make good environmental sense.” SPI’s seven cogeneration plants in California and Washington turn wood residuals into 150 megawatts of electrical power, enough to power 125,000 homes. “We operate

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in states where there is a market for this renewable energy,” says Howell. Some of the power is used to operate the mills in which it is generated, and excess electricity is sold to local public utilities. Additionally, the steam is also used to dry lumber in the kilns. Aaron Sulzer, VP – sales & marketing, agrees: “Cogen is a good fit for what we do. We have the fuel sources with bark, sawdust and other low-grade byproducts—and we have the scale to do it.” Sierra Pacific’s efforts don’t stop

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there. They are also a program participant in the Sustainable Forestry Initiative, one of three programs that support forestland owners in practicing sustainable forestry practices on forestlands they manage. SFI policies cover 14 guiding principles, as well as strict water quality standards, biodiversity evaluations, and forestry laws throughout the U.S. and Canada. Why go to all this trouble? It’s the right thing to do, and, “Our retailers want to be able to tell their customers that they are buying

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A Special Series from North American Wholesale Lumber Association

a sustainable wood product,” said Sulzer. While SPI’s efforts make for an excellent elevator pitch about sustainability in forestry, Howell and Sulzer say this is just a small part of the story in recruiting new talent. “We are an attractive employer because we are family-owned, have a strong history, and provide good benefits, along with our economic and environmental sustainability,” says Howell.

ROBBINS BIOMASS FUEL FACILITY

Biomass Fuel Facility Going Live Soon at Robbins Lumber

Robbins Lumber, founded in 1881, is a fifth-generation family owned and operated business. It has a state of the art lumber mill located on a 40-acre site along the Maine coast. The facility consists of drying kilns with a total capacity of 675,000 bd. ft., two wood-fired boilers, a computerized sawmill, planning mills, and 70,000 sq. ft. of warehouse. Robbins Lumber owns and manages 30,000 acres of its own forests and purchases logs from over 150 independent loggers. “Recent shutdowns of pulp and paper mills in Maine and the loss of two biomass power plants in the area have created an oversupply of wood waste from local logging and sawmill operations,” says Catherine RobbinsHalsted, co-owner and manager of Robbins Lumber. In fact, Robbins’ sawmill produces 90 tons of paper-making quality wood chips and 50 tons of sawdust daily. A successful biomass generation plant will help offset the diminished wood demand from paper producers and thus sustain Maine’s forest economy. As a result, an 8.5 megawatt biomass-fueled power generation facility, Georges River Energy (GRE) LLC, will provide a market for that wood waste, and has already proven to provide long-term employment opportunities in the area, in forestry, lumber, and trucking industries. The project is nearing completion, with an expected on-line date in fall 2018. The electricity produced will be exported to the Central Maine Power (CMP) grid for sale. Remaining thermal energy generated from the system will provide steam for drying lumber in the kilns and heat for the buildings—no small feat for the frigid Maine winters. “GRE will help to preserve Robbins Lumber as a longterm provider of quality jobs and a backbone of Maine’s forest products industry,” says Robbins-Halsted. According to the Maine Department of Labor and the Quarterly Census of Employment and Wages, the construction of the GRE generator facility itself has had a major economic impact already, with more than $20 million in sales and spending, and nearly 170 full-time jobs. The impact is expected to increase once the plant goes on line later this year. Estimates from those same agencies put the annual sales spending directly and indirectly related to the facility at more than $50 million, and nearly 300 full-time jobs in the area will result from the plant open-

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ing; a threefold increase over the 115 employees across Robbins Lumber’s woodlands and sawmill operations.

What Does It All Mean?

Sierra Pacific and Robbins are just two examples of NAWLA member companies making purposeful business decisions that are smart environmental decisions, too. And while the scale and approach to what each company does varies a great deal, they both agree the impacts on the sustainability of their business and on the earth are critical. It’s up to us, as forest products experts, to share stories such as these, at every opportunity we have. The only way misconceptions about our work can be overcome is by educating the public, the media, and even children. In fact, the Forever Forest exhibit, sponsored by Union Pacific and NAWLA is doing exactly that—“taking our show on the road” as it were. This traveling exhibit shows children and their families the ways in which wood is responsibly grown, harvested, processed and, eventually, in our daily lives. Kids learn about reforestation and sustainability along the way. The exhibit’s first stop at the Omaha Children’s Museum just concluded, with a total of more than 163,000 visitors over seven months. Its next stops will be in Nebraska this summer, then a longer stint at The Magic House in St. Louis starting in September.

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Softwood Demand Ramping Up Toward All-Time Highs U.S softwood lumber demand is expected to continue its upward trajectory from the lows of the global financial crisis of 2008-2009, reaching an all-time high by mid 2020s, according to a new forecast by ForestEdge LLC and Wood Resources International. In the study’s base case scenario, lumber consumption for non-residential construction is expected to grow the fastest and increase its share of softwood lumber use from 11% in 2016 to 14% by 2030. However, the biggest end-use market will continue to be the residential housing sector,

including repair and remodeling, at a total share of about 70% of the total lumber consumption by 2030. It is anticipated that supply sources will shift to meet future increase in lumber demand. Factors influencing these shifts include changes in available timber supply, sawlog prices, competitiveness of producers, exchange rates, and developments in export markets. The forecast examines how reductions in harvest levels in British Columbia will impact lumber exports from B.C. and opportunities for pro-

ducers in eastern Canada to increase shipments. It also looks at which overseas countries are forecasted to be supplying the U.S. in the coming 15 years. Overseas shipments have averaged 4.8% of total imports over the past decade. This share is likely to increase to 6.5% by 2030 in the base demand scenario and as high as 35% of total imports in the high demand scenario.

Boise Closing Oregon Mill

On May 16, Boise Cascade Co. issued a 60-day notice that it will curtail indefinitely its lumber operation in Elgin, Or., as it assesses the facility’s future. The notice includes the sawmill, planer and shipping department; the powerhouse and log utilization center will remain operational. “Boise Cascade has operated the Elgin lumber mill since 1960. This portion of the Elgin complex is not cost competitive in the marketplace given its age, size and technology,” said wood products regional manager John White. “Even with significant new capital investments, it is not clear the lumber mill can be positioned to be cost competitive.” It anticipates ceasing operations at the lumber mill by mid-July. A phased shutdown approach will be deployed, starting first with the sawmill, followed by the planer, concluding with the shipping department once existing inventory has been exhausted. Boise Cascade continues to employ over 500 people at the Elgin plywood mill and facilities in nearby La Grande, Island City, and Pilot Rock.

SUPPLIER Briefs Central Valley opened a new 35,303-sq. ft. prefab wall plant in Yolo, Ca. Paul Kinser is GM and Pete Yanez director of operations for the new Prefab Wall Division. Moses Lake Ace Hardware, Moses Lake, Wa., held a grand opening to show off Ag Supply’s 8th store in the state. SRS Distribution has opened a new Stoneway Roofing Supply location in Arlington, Wa. Belco Forest Products , Shelton, Wa., will add a 30,000-sq. ft. warehouse and other improvements, aided by a $500,000 CERB grant. 28

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Boise Cascade Buys Norman

Boise Cascade Co., Boise, Id., has agreed to purchase Norman Distribution, Inc., a distributor of engineered wood, commodity lumber, and specialty building materials based in Medford, Or. “Norman Distribution has built an excellent reputation as a strong industry partner throughout its four decades in this business,” said Nick Stokes, executive VP of building materials distribution. “The positive relationships they have built with their customers and suppliers have been a key to their success. We are very pleased to welcome their team to Boise Cascade and strengthen our presence in Oregon, Northern California, and Nevada.” The entire staff is expected to remain, under the banner Boise Cascade Building Materials Distribution Medford Branch. “Norman Distribution is excited and proud to join Boise Cascade,” said owner Jeff Norman. “We were one of the first customers of their EWP mill in White City, Or., which began operating in 1991. This is a great strategic and cultural fit, which will allow us to grow our product line and better serve our customers.”

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ENTEKRA’S off-site framing solutions are designed to help builders meet market demand, while increasing productivity, reducing waste and improving quality of the home construction process.

LP Backs Framer Entekra

Louisiana-Pacific Corp. has invested $45 million in Ripon, Ca.-based Entekra, a design, engineering and manufacturing company that provides off-site framing for both residential and commercial construction. Unique to the U.S., Entekra integrates concept, design and engineering with off-site manufacturing and on-site assembly to deliver high quality structures within a streamlined process. “This investment marks a logical extension of our strategy to position

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LP as a leading building solutions company,” said CEO Brad Southern. “The overriding constraint of supply in the housing industry today is a shortage of labor, and combined with rising construction costs, underscores the need for more efficient and innovative building techniques.” The deal couples Entekra’s engineering and automated framing expertise with LP’s access to builders, large scale manufacturing capabilities, and capital deployment needed to scale the business.

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June 2018

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MOVERS & Shakers Scott Walter, ex-J&W Lumber, is the new general mgr. of Huttig Building Products, Rancho Cucamonga, Ca. Kelsey Lowe has joined Collins, Portland, Or., as regional representative for its TruWood Siding & Trim line in Colorado. Mark Denner has retired after 45 years in the industry, the last 16 with Rosboro, Springfield, Or. Raegan Stratton is new to Rosboroâ&#x20AC;&#x2122;s sales team. Doug Jackson, president, Cali Bamboo, San Diego, Ca., has added the title of CEO. Tania Alvarez has joined Trespa North America, as Los Angeles-based territory mgr. for Southern California, Nevada and Arizona. Brad Moreno is a new Park City, Ut.-based field service rep for Utah and Idaho with AZEK. Ian Purdue has been appointed senior director of technology for Kodiak Building Partners, Littleton, Co. Scott W. Kougl has joined Western Pacific Building Materials, Denver, Co., as general mgr. Ted Seraphim, CEO, West Fraser Timber, Vancouver, B.C., will to retire at the end of second quarter 2019. Ray Ferris has been promoted to president and chief operating officer, and will become CEO when Seraphim retires. Jaime Yraguen, president, Associated Oregon Loggers, was elected to the Sustainable Forestry Initiative board, along with Jim Irving, co-CEO, JD Irving Ltd.; Lennard Joe, president, Nicola Tribal Association; and Mike Parr, president, American Bird Conservancy.

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Alejandro Hans Parga has rejoined the outside sales team at ABC Supply, Seattle, Wa. Pete Hancock has been named mgr. of Roseburgâ&#x20AC;&#x2122;s Roanoke, Va., timberlands. Tish Hughes oversees the paper products at MungusFungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

MILESTONE: Lud McCrary, Big Creek Lumber Co., Davenport, Ca., will celebrate his 90th birthday on June 30. He continues coming to work every Tuesday through Friday, every once in a while arriving on his tractor.

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VIEWPoint By Patrick Adams

MATERIAL HANDLING innovator Combilift recently opened the doors of its new 500,000-sq. ft. manufacturing facility in Ireland.

Combilift’s shortcut to success

Everyone these days seems to be searching for the next shortcut to increased profitability. Perhaps we can import materials and save a few points? Outsource a particular department to that foreign corporation that promises a higher level of service for pennies on the dollar? Eliminate certain “frill” functionality that I’m sure the customer never uses anyway?

The Merchant Magazine recently received an invite from a long term client (friend actually—as all of our clients are) to fly over and see their new manufacturing facility. Like most in this industry, they are a humble group and in spite of having worked with them for almost two decades now, we had formed a mental picture of their operation based on our own dealings with them. No matter when

NEW FACILITY is one of the largest of its kind under one roof in Ireland and the U.K.

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June 2018

or where they saw us, they always remember our names and our last conversation. They asked about our family by name and gave us updates on theirs. Compared to their brand name competitors, we imagined their operation as being a small group of passionate “Davids” fighting against the many “Goliaths” of the industry. As I was flying across the pond to Ireland for what would amount to less than 48 hours on the ground, I was questioning our resolve to serve our industry, regardless of what it takes. However, it was just after landing and clearing customs that reality came crashing down. As I walked into the terminal of Dublin International Airport expecting a happy lad holding a paper sign, I saw a desk rivaling the airport’s own information booth with a Combilift sign overhead. I greeted the gentleman behind the desk and after looking through five pages of guests, he found my name and informed me that we would wait for “a few others.” This is Combilift in a nutshell. I thought it would be me and a few other “friends” flying over to see their new facility because the invite was so casuBuilding-Products.com

al and personal. Every interaction I’ve had with this company is exactly the same and even when I’ve seen their equipment in action at many of our readers’ yards, it is the same quiet humility of working hard and letting the results speak for themselves. They may be unhappy that this article is going to let their “little” secret out. After a 90-minute chartered bus ride from our Dublin hotel along with several hundred of Combilift’s other closest friends, I was wondering what I had been set up for. The Ireland country side is like none other in the world and the further we got from Dublin, I began to now wonder again whether we would be arriving at someone’s barn instead of a heavy equipment facility. But just as I was getting lulled into the countless shades of green, a complex began rising in the distance. As out of place as a green field would be in Southern California, we finally arrived at Combilift’s new state-of-the-art manufacturing facility. Set on 100 acres of land, the 500,000-sq. ft. facility under one roof is the largest manufacturing structure of its kind in the Republic of Ireland and the U.K. (and perhaps all of Europe—fact checking is still underway). It employs over 500 locals from the area surrounding Moneghan and has plans to hire another 250 in the next few years. But, here’s where the story starts to really get interesting. The building was built in an “L” shape so that no person, from any department would have to walk very far to get where they were going. Over 30% of the roof is covered in skylights to provide natural lighting to the workspace and to save energy. The power that is needed is provided by an onsite biofuel plant fueled by recycled pallets, while over 29,000 gallons of rainwater is stored for the plant’s water needs. Simply put, they care about their people and their country. Like every Combilift piece of equipment, almost everything in this new facility was sourced locally within Ireland and the U.K., built to the highest engineering standard and designed to last several lifetimes. Hardly anything is outsourced or imported—a testimony to this company based in Ireland. While others focus on the “80%” of the common industry needs, Combilift specializes in the 20% that nobody wants to tackle. Instead of making the customer adjust their business to what suits the generic machine, every Combilift was designed to solve a customer’s need. There is no “inventory” spec units and while one is manufactured every 15 minutes, it takes a long time to find two that are even close to the same.

ALL COMBILIFT material handlers are custom designed to solve specific challenges under unique conditions, so the company pours 7% of all revenues into R&D to keep innovation flowing. Building-Products.com

ALTHOUGH every Combilift is unique, the facility still produces a new unit every 15 minutes.

PIVOTING WHEELS and forks allow material handlers to work within ultra-constrained aisles. June 2018

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STABILITY TESTING on Combilift’s unique Tilt Table puts equipment through its paces with full loads at full mast to replicate the pressures of sudden stopping and other extreme conditions.

MORE THAN 3,500 special guests from around the world, including The Merchant, were invited to tour the new facility, equipment and products.

While these are some of the highest quality pieces of equipment in the industry, the company only moves forward when they can quantify for the customer the issues that will be solved and the economy that will be experienced in a true ROI. Whether it is safely lifting long loads of over 10 tons or changing your aisles to only 6 ft. wide and over 20 ft. tall, Combilift has a piece of equipment that can handle it. Although this can easily turn into an infomercial about their amazing products, it is the heart of the company that is most impressive. In these days of spreadsheet managed corporations, this company focuses on what is “right.” They didn’t move their new factory to a major population epicenter because it would have destroyed the employment of the town they started in. When they needed more capacity, they didn’t begin importing but instead built a world-class manufacturing facility where they could maintain strict controls while still leveraging their local supply vendors. When you export over 95% of what you manufacture to over 80 countries across the world, I’m sure there’s many things the spreadsheet will “tell you to do” to assure longevity. Just think about the challenge of innovating a piece of equipment that will do what no other will do, more safely, more reliably with a longer lifespan but will also fit inside a shipping container! For Combilift, their shortcut to success over their 20-year history is simply looking at the challenges their customers are having and solving them with the highest quality and safest equipment in the market. Check out Combilift videos on www.building-products.com.

MODELS range from (left) super-strength hand-powered lifts to (right) hulking cargo lifts capable of hoisting multiple shipping containers at one time.

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June 2018

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• Gazebos – providing more shelter than a pergola, gazebos offer a point of retreat and greater protection from the elements without isolating inhabitants. • Exposed Timber structures – the natural color and grain of redwood timbers lend a solid support to a greater structural design.

• Decks – a redwood deck can last a lifetime when it’s built and maintained well.

• Planters – non-toxic and all natural, redwood is ideal for garden boxes and planters to hold flowering MORE THAN 250 guests are expected to be at this year’s UVLA event, which includes a banquet (left) and always-popular Hellgate boat excursion (right). plants, herbs, even vegetable gardens.

• Furniture – any form of seating, Umpqua Valley Producers Ready Next Event tables, benches all deliver the promise

Valley Lumber Association is inviting all “Celebrating 20 Years” dinner buffet, and a golf tourney. of aUmpqua comfortable place to gather when buyers of redwood. lumber products, including plywood, engineered The first event, held in 1999, began after association built with wood, and specialty panels, to its 20th annual banquet and witnessed thethe success of other regional producers’ INCREASINGLY backyard leaders builders are realizing that best contemporary design materials aren’t – create trangrown in theCasino lab, but out in unfiltered golf• Arbors tournament July memorable 31-Aug. 3 at Seven Feathers events. nature. The event was organized to offer activities condusitions from one part Or. of aThose yard to the Resort, Canyonville, interested in going should cive to business networking in an enjoyable atmosphere next with redwood arbors. RSVP to leslies@cdlumber.com by July 20. while showcasing the local Umpqua Valley manufacturers. – Jessica Hewitt is director markettheearly top choice landscaping The association willemerging be celebrating with among Twenty years later, it’s still thriving with over 250ofindustry Among the trends in a isday ing at Humboldt Redwood Company. HRC trends. It is a choice any consumer alandscaping new Kick-Off Celebration Networking Social Hour. professionals getting the chance to see the industry through design, there’s no better is working to cultivate a lasting legacy of canand make and Attendees will beauty, be given free canwith par-confidence, the eyes of reafthe regionenvironmentally via mill tours and networking events. fit for bringing color anddrink pres-tickets responsible forestry and firm their wise decision year after Participant mills include C&D Lumber, Douglas County ticipate with prizes. ence intoinana raffle outdoor space thanAlong red- with an extensive sourcing, manufacturing, and distribution Forest Products, Roseburg, Swanson Group,lumber DR Johnson, mill tours and open houses, a number ofyear. social outings wood. Combined with its longevity, of top-quality redwood products.DR Johnson Wood Innovations, Herbert Lumber, and Murphy Co. will be offered, including a Hellgate and environmental qualities, redwood Jetboat Excursion,

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38 n The Merchant Magazine Building-Products.com

June 2018

the finest timbers available, delivered to customers accurately, honestly & on time.

March 2017

Building-Products.com The Merchant Magazine 15

Dealers Fight Back Against Credit Card Scams Bay Area lumber dealers are on high alert after thieves tried—in some cases successfully—to obtain building supplies using fraudulent credit card numbers over the phone. Building materials are attractive targets for such swindlers, because they are expensive, in high demand, and commonly sold by the truckload. After being hit with two such scams within 30 days, Economy Lumber, Campbell, Ca., briefed all employees and stopped allowing credit card orders by phone except to known customers. When a third suspicious call came in soon after, the transaction was spiked. In early May, San Mateo Lumber Co., San Mateo, Ca., received a similar phone order, but warned the caller he would have to show the card and ID, and sign when he arrived. San Mateo pulled the $9,000 worth of materials. But when a common carrier truck arrived to pick them up, the driver drove off upon realizing no card, no signature, no merchandise. Here are several red flags that tipped these dealers off: • The buyer is from out of the area. San Mateo’s suspicious order, according to John Myers, “came from across the Bay, which is close to Economy Lumber. It didn’t make sense that they would drive across the bridge.” • Orders are big ones. The first Economy thief ordered four highly expensive tools, totalling $1,800. • Facts or requirements suddenly change or are oddly flexible. The most recent Economy scammer originally said his job was in Sun Valley. When questioned about the distance, he said it was actually in Santa Clara. He wanted 350 sheets of OSB. When told he’d need to show his card, he was willing to settle for 250 sheets instead. • Their first card is declined, so

they offer others. The first Economy crook tried four bad numbers, before he found one that was approved. John Saunders explained, “They can buy lists of credit card numbers with expiration dates. One out of 20 might work. So they’ll try the first one and if

it fails, they’ll say, ‘Try this one.’” • The buyer won’t show the card. Dealers are now limiting phone sales to small amounts or to regular longtime customers. “Sixty percent of my credit card sales are over the phone,” Myers said. But if he wants to make sure the bank stands behind the sale, he needs a paper trail.

IN Memoriam Francis Andrew “Frank” Fosnacht, 86, former owner of Rochester Lumber, Rochester, Wa., passed away March 29. A U.S. Navy veteran of the Korean War, he purchased C.C. Jones’ thenthree-year-old lumber company in 1973 and renamed it Rochester Lumber. He sold the company to his children in 1997 and retired. Building-Products.com

June 2018

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NEW Products

Floor Evaluation Software

Boise Cascade is offering a predictive analytics tool for the construction market with its BC FloorValue software, developed to help floor designers quickly identify floor performance issues early in the design process and provide options to efficiently resolve those issues. An integral part of Boise Cascade’s BC Framer design software, the software offers a convenient way for designers to determine if a floor plan has been optimized. n BC.COM (800) 405-5969

Worry-Free Railing

AZEK’s Impression Rail Express is designed with sleek, contemporary style. The pre-assembled aluminum railing panel system is engineered for quick installation at the jobsite and lasting safety for the homeowners. With no hammers or special tools required, the railing features easy assembly on both level and stair applications. n AZEK.COM (877) 275-2935

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June 2018

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

Going Rustic

Drift is the latest product line from Thermory that offers the increasingly popular look and texture of reclaimed wood decking and cladding and utilizes thermally-modified spruce, pine or ash for consistent quality and stability along with a Class 1 durability (25+ years) for resistance to rot and decay. The line was created to satisfy the rapidly growing demand for rustic-looking, weathered wood. n THERMORYUSA.COM (585) 250-4074

The Right MDF West Fraser’s moisture resistant MDF EcoPlus MR50 is formulated to endure humid conditions and is well suited for residential interiors such as, kitchen and bath cabinetry, interior storage systems, and mouldings and millwork also benefit from its moisture resistant qualities. The product is composed of 100% western white softwoods that have a consistent light sandy color and is ideal for use with decorative surfaces including reconstituted or natural wood veneers, TFL and HPL, and machines like premium grades of MDF. n WESTFRASER.COM (604) 895-2700 Building-Products.com

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

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

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10/27/14 4:14:53 PM

Ace Offers Extra Mile Guarantee

product is present in the basements of about 2,200 houses in various stages of construction in limited markets. Most of the houses are not yet occupied. Weyerhaeuser will cover the cost to either remediate or replace affected joists. It has halted production, sales and shipments of the product, and is collecting unused product from customers. Approximately $9 million of the product has been sold since December 2016. Weyerhaeuser expects to spend $50$60 million resolving the issue.

Ace Hardware is rolling out its Extra Mile Promise, a guarantee that Ace has the expert advice and supplies needed to help consumers successfully tackle any paint project with just one trip to the store. Available at participating stores nationwide, the vow was created to address and relieve the frustration consumers deal with when faced with the proposition of yet another trip to the store as a result of forgotten items or not enough paint. Ace is so confident in its one-trip guarantee that it will provide free delivery to consumers who may be Windows & Doors Keep Growing in need of additional paint supplies. Residential window shipments increased 5.7% in 2016, “While it hurt our pride to learn this, the truth is that amounting to more than 43.2 million units shipped across while consumers trust Ace as the Helpful Place, far too the nation. Looking forward, national growth is expected to many of them believed that our speedy sized stores didn’t It Up withoff somewhat increase another 5.6% inSwitch 2017 before trailing have enough product to complete their paint Hidden project,” said Door Stoppers High-Impact Driver in 2019 to 4.6% growth, according to a new Window & John Venhuizen, president and CEO. “We knowF athis n t oisn’t m D o o Door r S tManufacturers op is Association study. Bosch’s new socket-ready theTaking case, so toOut assuage these misperceptions, we decidedtoto hold all types of Debris designed In 2016, shipments of side-hinged doorsquickly increased impact driver entry switches stand Milwaukee behind our large assortment with the Extra Mile Toolpaint is building doors while eliminating trip hazby 6.1% to 9.7 million and unitsseamlessly on the national level, alleviatfrom a 1/4” hex Promise. Our objective is simple: to be known as the #1, on its Universal HammerVac ards due to its flush ingfinish any and concerns over the todecrease in units shipped shank a 1/2” square drive. best, most convenient, most helpful and most credible store Dust Extractor and Dedicated non-protruding pin.between The stopper 2014 and 2015. Based the analysis of the data, At theonsame time, the tool forHammerVac paint in the neighborhood.” designs with an is made to be concealed with is forecasted annual growth toupclimb to 5.9% in of 2017 delivers to 1,600 in.-lbs. updated dust box. the reliability to secure beforeresidendeclining to a modest 5.2% growth in 2019. max torque. Weyco Recalls Coated I-Joists Both units use a replaceable tial or commercial doors. Architectural interior Itflush doorsplenty recovered from a of fastenWeyerhaeuser is recalling a batch of TJI Joists with Flak HEPA filter for efficient debris Its magnetic door catch the con-previous year bysupplies decline growing 4.5% in 2016 er-tightening force while elimi-with Jacket Protection, after linking an odor in certain newly filtration. An updated dust box veniently fits hardwood floors, nearly 2.9 million units shipped, and rail doors nating the while hassle stile of broken sockconstructed homes to a recent changecarpet, in the tile, coat-concrete and other allows users to easily cleanformula the continued its upward trend with a 6.6% increase with nearet adapters. ingfilter thatwith included formaldehyde-based resin. The issue is the press of a button. floor types. ly 0.44 million units shipped. Annual growth of flush doors isolated to Flak Jacket product made after Dec. 1, 2016, BOSCHTOOLS.COM is forecast to be 4% inn 2017 before declining to 1% in MILWAUKEETOOL.COM FANTOMSTOP.COM andndoes not affect any of the company’s othernproducts. (877) 267-2499 2019. Stile and rail doors are also predicted to grow 4% in (800) 729-3878 (760) 467-8114 Flak Jacket Protection is a coating applied to I-joists to 2017 and decline to 1% by 2019. enhance fire resistance, and it is not widely in use. The

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n 2018 The The Merchant Merchant Magazine Magazine n June August 2017

t Reel Lumber Service, we supply domestic and foreign hardwoods. Our products and services include: • Hardwood Lumber & Pine • Hardwood Plywood & Veneers • Melamine Plywood • Hardwood Moulding (alder, cherry, mahogany, MDF, maple, red oak, paint grade, pecan hickory, white oak, walnut, beech) • Milling (moulding profiles, S2S, SLR1E, SLR2E, & resawn lumber) • Woodworking Accessories (appliques, ornaments, butcher blocks, corbels, etc.) • Woodworking Supplies (deft finishes, color putty, adhesives, etc.)

ur products are widely used in interior finish carpentry, furniture, cabinetry and hundreds of industrial and manufacturing applications. We stock a complete line of complementary products to complete virtually any woodworking or millwork project.

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USG’s gypsum EcoSmart Panels Firecode X and USG EcoSmart Panels Mold Tough Firecode X have been developed so contractors and designers alike can simplify their jobsites by eliminating the need to buy multiple boards, saving time, reducing complexity, and ultimately, maximizing dollars. The Sheetrock panels are specifiable for more than 260 fire-rated wall, column, floor–and roof-ceiling UL designs in which Type C panels are mandated. n WWW.USG.COM (800) 950-3839

NORTHERN CALIFORNIA REGIONAL MEETING

June 26

San Francisco in conjunction with PCBC

$49 – you don’t need to be a NAWLA member to attend! – Networking – Free drink tickets

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TruStile is expanding its Tru&Modern Collection with the introduction of flush wood interior doors. The TMF1000 is different than other flush doors because it has 1/16” thick veneers, hand selected and precision matched to optimize the beautiful character found across each species of natural wood; a highly engineered LSL core, banded on all four sides with 5/8” hardwood lumber; and fire ratings from 20 to 90 minutes. Sizes are available up to 4’ in width and 10’ in height. n TRUSTILE.COM (888) 286-3931

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– Industry Panel Discussion All registered attendees also receive FREE Exhibit Hall Pass to PCBC! Room blocks are also available!

Learn more and register at www.nawla.org/regionals June 2018

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Retailers mine new ideas at Hardware Show Retailers from around the world converged in Las Vegas May 8-10 for a revamped National Hardware Show. “This year’s show is all about new: from our logo and branding to 500+ new exhibitors,” said show VP Rich Russo. “There are new experiences everywhere you turn, and new products to bring back to your stores.” Whether they were old favorites or new sights this year, there were plenty of specialty areas to check out across the show. The Inventors Spotlight featured more than 200 new inventions and solutions for consumers, with many inventors on hand hoping to meet with buyers and potential investors. Other areas included International Sourcing, The Ultimate Backyard, Operation Tiny Home, and the Smart Home Virtual Reality Experience. Scott Bard of 84 Lumber gave the Smart Home experience a try. “It was the first time I’d tried something virtual reality like this,” he said. “It was really cool to see. I was able to walk through a living room and bedroom

and look all through the house.” During the event, Megan Menzer, owner, two-unit Newton’s True Value of Kansas, and Angela Merritt, GM, three-unit Ederer’s Do it Best of Wisconsin, were among four retailers honored as Top Guns by the North American Retail Hardware Association. Eight dealers were recognized as NRHA Young Retailers of the Year, including Ronna Kilts, manager, Mattson’s True Value Hardware, Howard City, Mi.; Megan Zarbano, owner, Handy Hardware & Rental, Valley City, N.D.; Taylor Baker, owner, Foothills Hardware & Builders Supply, Pilot Mountain, N.C.; and Byron Clouse, owner, Lewiston Ace Hardware, Lewiston, Mi. A slew of speakers gathered at the NRHA Village Stage to talk about competing online, finding new products, business transitions, cybersecurity and more. The NRHA Young Retailer Panel gave attendees a chance to hear from

past Young Retailer of the Year honorees, who shared some industry insights and offered advice on managing their small businesses. “Stay focused on what you do well, then do that better,” advised David Dishke, president of Grand River Home Hardware, Caledonia, Ontario. “Bring customers to your store, and once they’re there, figure out what else you can sell them.” “When you put your personal touch on things, it becomes less monotonous and more than what’s simply between the four walls of the store,” added Joe Franquinha, Crest True Value & Urban Garden Center in New York. “Find things that help you separate yourself from the path.” A Reimagine Retail Panel featured the five finalists vying for a $100,000 prize, sharing their ideas for how they would use the money to improve their business. This year, Reimagine Retail focused on technology. Entrants were encouraged to consider how technology could streamline their inventory management systems, checkout pro-

3 EXHIBITORS for the National Hardware Show at the Las Vegas Convention Center included [1] Simpson Strong-Tie’s Cyndi Chandler, David Lawson, Frankie Emerson, Marie Tran, Allan Pantig. [2] Screw Products’ Daniel Hagedorn. [3] Jim Winn, Mark Gauck. [4] Jeff Firestone, James Carey. [5] Hardlines distributor Orgill. (More photos on next page)

5 n

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June 2018

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cess, marketing initiatives, e-commerce offerings, and training programs. The winner was Matt Woods, CEO of Woods Hardware in Cincinnati, Oh. The store plans to use the prize money to implement a program allowing them to offer same-day delivery to customers within a three-mile radius of each of its five stores. The business has already developed a 3D walkthrough of its downtown store that links to the e-commerce website. The complete plan would allow customers to virtually walk through the aisles of the store, click on an item, and have it delivered the same day. To implement the system, Woods Hardware needs to make significant improvements to its POS system so it can send accurate inventory data to the website in real time. The company also wants to hire a full-time IT professional to manage the system. “I couldn’t be more excited,” said Woods. “We’ve had this ready to rock and roll—now we just have to hire the team to upgrade our systems. With this prize, we can start taking steps to put our plan into action.”

Building-Products.com

POPULAR DISPLAYS included (top) Simpson Strong-Tie and (bottom) Do it Best Corp.

June 2018

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NAWLA VANCOUVER Photos by The Merchant Magazine

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NORTH AMERICAN Wholesale Lumber Association held its Vancouver, B.C., regional meeting April 26. [1] Derek Orr, Ian McLean. [2] Kip Fotheringham, Paul Harder. [3] Derek Bennett, Robert Sandve, Rob Tam, Al Fortune, Gary Arthur. [4] Brandon Kump, Ken Friesen, Preston Johnson. [5] Bill Price, Tony Darling, Grant Phillips, Kevin Dodds, Jerry Lawson. [6] Darin Smith, David Morais. [7] Cam Oâ&#x20AC;&#x2122;Neill, Angie Hall. [8] Monique Stacey, Jas Lail, Lawrence Morrison, Goran Metcalf. [9] Kevin

June 2018

Chong, Jerry Lawson. [10] Jim Carr, Trent Johnson. [11] Sandy McKellar, Jennifer Cover, Kelly McCloskey. [12] Jack Alley, Steve Clitheroe. [13] Eric Ander, Robin Carkett. [14] Jean-Michel Broschart, Glenn Mattice. [15] Iaia Cale, Joe Pucci, Colin DeBakker. [16] Paul Owen, Ryan Kline. [17] Brittany Sundher, Muni Sundher. [18] David Jara, Rick Fortunaso, Brian Crossley. [19] Barry Miles, John Cooney. [20] Kevin Vandervoort, Richard Leroux. (More photos on next page) Building-Products.com

Photos by The Merchant Magazine

NAWLA VANCOUVER

THE VANCOUVER CLUB was the site of NAWLA’s recent regional meeting (continued from previous page). [21] Ingo Wallocha, Derek Bennett. [22] Tony Vanderbyl, Ara Koh. [23] Ron Sangara, Darrell Ekelund. [24] Bart Bender, Peter Butzelaar, Peter Keyes. [25] Dan Semsak, Chuck Casey. [26] Dale Bartsch, Kent Beveridge, Griffin Augustin. [27] Dave Pollock, Michael DeMarni, Dave Farley. [28] Kai Zhang. [29] Jack Hetherington, Ian White, John Gillis. [30] Derek Bennett, Addison Ross, Rob Tam. [31] Chelsea Brown, Kalayna Crook. [32] Brendon Hiller, Clayton Stafford. [33] Reg Foot, Brett Johnson. [34] John Kuch, Glenn Mattice, Trent Gustafson. [35] Archie Rafter, Bill Rafter. [36] Kaitlyn Chimko, Lauren Chimko. [37] Shane Carphin. [38] Harpal Dhillon, Brian Helem.

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June 2018

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Treating meeting: AWPA gathers in Seattle American Wood Protection Association’s 114th annual meeting drew over 290 attendees and guests to the Marriott Waterfront Hotel in Seattle, Wa., April 22-24. The event kicked off with the Hacker’s Classic Golf Tournament at The Golf Club at Echo Falls in Snohomish, Wa., and Pickler’s Prance 5K Fun Run/Walk along the Seattle Waterfront. The next morning, the opening session began with keynote speaker Dr.

Paul Hessburg of the USDA Forest Service explaining why forest fires have gotten worse, and with Randy Baileys, recently retired from Lonza, receiving the 2018 AWPA Award of Merit. The remainder of the day and all day the next day were filled with a Suppliers’ Showcase and more than 30 scientific and technical presentations that covered various topics including strategies for termite control, better pole recycling options, and

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A FEATURED seminar at American Wood Protection Association’s recent annual meeting covered [1-2] cross laminated timber, with speaker Dr. Mark Mankowski, USDA Forest

new processes for wood preservation. The annual meeting concluded with the installation of new officers and executive committee members. Kim Merritt, Southern Pine Inspection Bureau, was elected 2018-2019 president, along with new 1st VP Peter Osborne, Lonza; 2nd VP Jeff Gray, Utility Design Services; 3rd VP Patrick Stark, Stella-Jones Corp.; past president Bob Baeppler, Viance; treasurer Ken Laughlin, Nisus Corp.; and executive VP Colin McCown, AWPA. They are joined on the executive committee by Steve Cheatham, Everwood Treatment Co.; Jim Healey, Koppers; Mark Manning, Rio Tinto Borates; Randy Marquardt, Osmose Utilities Services; Dave Perry, Allweather Wood; and Shannon Terrell, Brooks Manufacturing. The following morning Dr. Tim Young of the University of Tennessee presented a statistical process control workshop. The 115th annual meeting is set for May 5-7, 2019, at the Loews Royal Pacific Resort, Orlando, Fl.

Products Laboratory, Starkville, Ms. [3] Gary Kellum, Vicki Luckie, Steve Cheatham, incoming AWPA president Kim Merritt, Patrick Stark. [4] Carrie Herdman, Sandy Miller. [5] Jerry

June 2018

8 Farley, Dick Keeley. [6] Dale Thompson, Shannon Terrell. [7] Bob Baeppler, Colin McCown. [8] Cathy Pinskston, Dan Brimhall. (More photos on next page) Building-Products.com

AWPA ANNUAL (continued from previous page): [9] Kyle Davis, Kim Merritt. [10] Jacob McBrayer, Todd Greer, JR Virnich. [11] Grant Kirker, Denny Morgan. [12] Robert Bartek, Tim Carey. [13] Dave Webb, Charlie Faulds, Tom Mitchell. [14] Peter Osborne, Jeff Parrett. [15] Jay Hudson, Richard Hales, Steve Cheatham. [16] Griffin Brady, Mark Cheirett, Dave Perry, Mike Boone. [17] Forrest Schultz, Brett Franks, Building-Products.com

24 Josh Schindeldecker. [18] Conrad Kempinska, Jacob Munson, Bill Buczek. [19] Colin McCown, Joshua Marschke, Ken Peirson. [20] Marty Richemann, Dave Rupp. [21] Jeff Sizemore, Edie Kello. [22] Brian Flynn, Ken Laughlin, Jim Healey. [23] Butch Bernhardt, Tom Pope. [24] Todd Gothard, David Lynch. (More photos on next page) June 2018

The Merchant Magazine n

Photos by The Merchant

AWPA ANNUAL MEETING

AWPA ANNUAL MEETING Photos by The Merchant

TREATING MEETING (continued from previous pages) included a [25] presentation on treated pole recycling by Enerkemâ&#x20AC;&#x2122;s David Lynch. [26] Frank Murphy, Sachin Patel, Karen Murphy. [27] Greg Campbell, Kent Gray, Grady Brafford. [28] Kelley Spence, Patrick Stark. [29] Patty WoodShields, Kay Hickman, Bonnie Keeley. [30] Brian Delbrueck, Amanda Moore, Gary Marks. [31] Min Chen, Geoff Webb, Sam Pezzi. [32] Rob

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June 2018

40 Dennison, Jeremy Jorgensen. [33] Stephen Smith, Steve Shields, Scott Conklin. [34] Jim Renfroe, James Renfroe. [35] William Abbott, Bob Reisdorff. [36] Jonathan Moyes, Kevin Archer. [37] David Skinner, Doug Herdman, Jed Cappellazzi, Leon Rogers, Matt Konkler, Hunter Anderson. [38] Keiran Vane, Lee Mitchell, Jeff Morrell. [39] Michael Hoffman, Jeff Miller. [40] Connor Burke, Danny Sosa. Building-Products.com

ASSOCIATION Update North American Wholesale Lumber Association has drafted Claudia St. John, Affinity HR Group, and Michelle Maller, OSU, to be keynote speakers at its upcoming regional meeting June 26 at Sir Francis Drake Hotel, San Francisco, Ca. The meeting will cover challenges and solutions in HR and other related topics. Mountain States Lumber & Building Material Dealers Association has chosen Greg Mastriona Golf Course and Hyland Hills, Westminster, Co., as its location for its Colorado Front Range Golf Tournament July 12. Western Building Material Association will host mid-year meetings July 24 in Seattle, Wa.

Southern California Hoo-Hoo Club has set a goal of $30,000 to be raised during its upcoming Don Gregson Memorial Golf Tournament at Central Basque, Chino, Ca., June 8. Proceeds will benefit the Wounded Warrior Project, Homes for our Troops, and City of Hope.

Softwood Lumber Board Gets Thumbs Up to Continue

Domestic manufacturers and importers of softwood lumber have voted overwhelmingly to continue the efforts of the Softwood Lumber Board. In the referendum conducted by USDA from April 17 to May 14 to determine the future of the softwood lumber industry’s market promotion check-off known as the Softwood Lumber Board, 78% of companies participating in the referendum represent-

ing 94% of volume voted to continue the program. For comparison, when the program began in 2011, 67% of voting companies and 80% of voting volume, respectively, voted to establish the program. George Emmerson, president & CEO of Sierra-Pacific Industries, said, “The industry has realized that we all have common competitors in the form of other building materials. The SLB has unified the industry’s efforts to compete in the marketplace—something that none of us can do acting individually.” “The SLB is ready to move to ‘version 2.0’ and expand its activities to take advantage of new trends to more off-site construction and factory-built housing, the opportunities awaiting with mass timber applications and expansion to off-shore markets,” said Canfor’s Don Kayne, chair of the SLB programs committee.

Western Wood Preservers Institute is gearing up for its annual summer meeting June 24-26 at Historic Davenport Hotel, Spokane, Wa. The meeting will kick off with a golf tournament at Meadow Wood Golf Course. The meeting will then offer receptions, meetings, and spouse events. The meeting will address topics in lumber and plywood, as well as the roundwood industry. Los Angeles Hardwood Lumbermens Club will meet June 14 in Orange, Ca. Tacoma-Olympia Hoo-Hoo Club is hosting two events this summer: its 7th annual Mel Smeder Golf Tournament June 15 at High Cedars Golf Course, Orting, Wa., and its annual picnic Aug. 4 in Gig Harbor, Wa.

C&E LUMBER COMPANY 1 1/2” to 12” Diameter in Stock.

SPECIAL QUOTES

Building-Products.com

June 2018

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LP Adds Subfloor Capacity for West

To meet rising demand in the West, LP Building Products has added manufacturing capabilities for its new LP Legacy premium engineered subfloor to its mill in Hanceville, Al. The increased capacity will help meet increasing demand for the product while rising market availability and supply efficiencies into Texas and other regions west of the Mississippi. To manufacture LP Legacy in Hanceville, the company had to make significant investments in its equipment there. These include upgrades to its resin application process to accommodate Gorilla Glue Technology and higher-quality printing capabilities as part of its branding with Gorilla Glue. The printing enhancements also allow for the addition of fastener marks onto Legacy panels, providing for easy, accurate installation. The company also implemented additional quality-control testing. LP Legacy is also manufactured in Roxboro, N.C., and Sagola, Mi.

CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished â&#x20AC;&#x153;camera-readyâ&#x20AC;? (advertiser sets type), $65 if we set type. Send ad to Fax 714-486-2745 or david@building-products.com.

ADVERTISERS Index All-Coast Forest Products [www.all-coast.com]

Allura [www.allurausa.com]

BC Wood [www.bcwood.com]

C&E Lumber Co. [www.lodgepolepine.com]

Capital Lumber [www.capital-lumber.com]

CBRE [www.cbre.us]

Collins Cos. [www.truwoodsiding.com]

Cover I, Cover IV

Combilift [www.combilift.com]

DassoXTR [www.dassoxtr.com]

Fontana Wholesale Lumber [fontanawholesalelumber.com] 47 Huff Lumber Co. [www.hufflumber.net]

Humboldt Redwood [www.getredwood.com]

Jones Wholesale Lumber [www.joneswholesale.com]

Keller Lumber [www.kellerlumbercompany.com]

North American Wholesale Lumber Assn. [nawla.org] 37, 43, 53

FOR SALE OR LEASE

Norbord [www.norbord.com]

Cover II

OZCO Building Products [www.ozcobp.com]

Pacific Woodtech [www.pacificwoodtech.com]

Pelican Bay Forest Products [www.pelicanbayfp.com]

Peterman Lumber Inc. [www.petermanlumber.com]

Redwood Empire [www.redwoodemp.com]

Reel Lumber Service [www.reellumber.com]

Roseburg Forest Products [www.roseburg.com]

Royal Pacific Industries

Scott Lumber Packaging [www.scottlumberpackaging.com] 45 Seneca Sawmill [www.senecasawmill.com] Simpson Strong-Tie [www.strongtie.com]

Swaner Hardwood Co. [www.swanerhardwood.com]

Swanson Group [www.swansongroup.biz]

Trade-Tec [www.tradetec.com]

TruWood [www.truwoodsiding.com]

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June 2018

Cover III

Cover I, Cover IV

Universal Forest Products [www.ufpedge.com]

Western Woods [www.westernwoodsinc.com]

Weyerhaeuser [www.weyerhaeuser.com]

5 Building-Products.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Portland Wholesale Lumber Association – June 8, Logs to Lumber tour, Chehalis, Wa.; www.portlandwholesalelumberassociation.org. Southern California Hoo-Hoo Club – June 8, 12th annual Don Gregson Memorial Golf Tournament, Los Serranos Country Club, Chino, Ca.; www.hoohoo117.org. Western Roofing Expo – June 10-12, Paris Hotel & Casino, Las Vegas, Nv.; www.wsrca.com. National Lawn & Garden Show – June 12-13, Hilton St. Louis Ballpark, St. Louis, Mo.; www.nlgshow.com. Forest Products Society – June 12-15, international convention, Madison, Wi.; www.forestprod.org. Los Angeles Hardwood Lumbermens Club – June 14, meeting, Orange, Ca.; www.lahlc.net. American Architectural Manufacturers Association – June 14-15, western region summer summit, Resort at Squaw Creek, Lake Tahoe, Ca.; www.aamanet.org. Tacoma-Olympia Hoo-Hoo Club – June 15, 7th annual Mel Smeder Golf Tournament, High Cedars Golf Course, Orting, Wa.; (253) 531-1834; tbilski614@aol.com. Western Wood Preservers Institute – June 24-26, summer meeting, Spokane, Wa.; www.wwpinstitute.org. North American Wholesale Lumber Association – June 26, regional meeting, Sir Francis Drake Hotel, San Francisco, Ca.; (800) 5278258; www.nawla.org. Pacific Lumber Inspection Bureau – June 26, annual meeting, Newberg, Or.; www.plib.org. PCBC – June 27-28, Pacific Coast Builders Conference, Moscone Center, San Francisco, Ca.; www.pcbc.com.

Building-Products.com

Los Angeles Hardwood Lumbermens Club – July 14, Duffy cruise, Newport Beach, Ca.; www.lahlc.net. West Coast Lumber & Building Material Association – July 18-20, 2nd Growth summer conference, TBA; www.lumberassociation.org. Interforst Trade Fair for Forestry Technology – July 18-22, Munich, Germany; www.interforst.de. Fresno Home Show – July 20-22, Fresno Fairgrounds, Fresno, Ca.; www.fresnoshows.com. Western Building Material Association – July 24, mid-year meetings, Seattle, Wa.; www.wbma.org. Umpqua Valley Lumber Assn. – Aug. 1-3, annual banquet, golf tournament, and mill tours, Roseburg, Or.; leslies@cdlumber.com. Southern California Hoo-Hoo Club – Aug. 3, Ladies Weekend, Palm Springs, Ca.; www.hoohoo117.org. Tacoma-Olympia Hoo-Hoo Club – Aug. 4, annual picnic, Gig Harbor, Wa.; (253) 531-1834; tbilski614@aol.com. Ace Hardware Corp. – Aug. 15-18, fall market, McCormick Place, Chicago, Il.; www.myace.com. World Conference on Timber Engineering – Aug. 20-23, Seoul, South Korea; www.wcte2018.kr. Lumbermens Merchandising Corp. – Aug. 22, LMC Hardware Express, Las Vegas, Nv.; www.lmc.net. International Woodworking Fair – Aug. 22-25, Georgia World Congress Center, Atlanta, Ga.; www.iwfatlanta.com. Orgill – Aug. 23-25, fall dealer market, Sands Expo & Convention Center, Las Vegas, Nv.; www.orgill.com. Wood Products & Technology Fair – Aug. 28-31, Gothenburg, Sweden; www.swefair.se. Austrian International Wood Fair – Aug. 29-Sept. 1, Klagenfurt, Austria; www.kaerntnermessen.at.

June 2018

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FLASHBack 85 Years Ago This Month

ighty-five years ago, The Merchant was filled with reports of lumber-consuming public works projects that President Franklin D. Roosevelt hoped would keep citizens working and jumpstart the economy out of the Great Depression. A good number of advertisers took note, including (see images below) the Red River Lumber Co. and Hammond Lumber Co. Also reported in the June 1933 edition of The Merchant: • In response to a devastating Long Beach earthquake, California Governor James Rolph signed into law a bill specifying architectural requirements to resist earthquakes. Expected to add 5% to 10% to construction costs, the new regulations mandated that “every building of any character and every part” to be built in the state was to be “designed and constructed to resist and withstand horizontal forces from any direction of not less than either 2% of the total vertical design load or 20 lbs. per sq. ft. wind pressure on the vertical projection of the exposed surface.” Earlier seismic regulations, added to the Uniform Building Code in 1927, had been voluntary. • The industry’s two largest credit reporting and collection services, The Lumbermen’s Blue Book and Clancy’s Red Book, merged into The Lumbermen’s Red & Blue Book Service, under the newly created corporation, the Chicago-based

EUGENE, OREGON-based -based Booth-Kelly Lumber Co. operated a large Douglas fir sawmill in Springfield, Or., that today is a city-owned industrial park known as Booth Kelly Makers District.

Lumbermen’s Credit Association, Inc. The Red Book had operated independently for 57 years, the Blue Book for nearly 30 years. • A survey of workers in Arkansas revealed that nearly onehalf (48.7%) of wage-earners with manufacturing jobs in the state were employed by sawmill and logging operations. The state’s number two industry was car production and repair. An additional sizable percentage were employed by planing, furniture, box and crate mills. About one-fourth of the produc-

tion was retailed within Arkansas. Approximately 35% was shipped to the four-state region of Illinois, Indiana, Michigan and Ohio; about 6% went to Pennsylvania and New York. • After a year of producing only light-colored hardboard, The Insulite Co. introduced dark-colored boards. Manufactured at its plant in International Falls, Mn., Insulite Dark Hardboard was said to offer designers “a very interesting color, and has a glassy-smooth surface that lends itself to many decorative possibilities.”

SEVERAL lumber producers played off FDR’s stimulus projects in their trade magazine advertising.

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June 2018

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June 2018

Building-Products.