The Merchant May 2018 by 526 Media Group

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CONTENTS

May 2018 Volume 97 n Number 5

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Special Report

Features

Departments

38 NAWLA Presents

10 Feature Story

8 Across the Board 22 Competitive Intelligence 26 Olsen on Sales 28 The Revenue Growth Habit 30 Transforming Teams 36 Movers & Shakers 64 New Products 82 Association Update 84 Classified Marketplace 84 In Memoriam 84 Advertisers Index 85 Date Book 86 FlashBack

North American Wholesale Lumber Association experts counsel on transportation, hiring, sales and exciting upcoming events

Mix & Match Colors to Boost Decking & Railing Sales

14 Product Spotlight

The Advent of Steel Deck Framing

16 Industry Trends

Trim Meets Outdoor Living Demand for More Color, Less Maintenance

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MAY 2018

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OUTDOOR LIVING IDEA BOOK • NAWLA SPECIAL REPORT • CERTIFYING MILLWORK Merchant Cover May D-Blaze_Print.pdf

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18 Margin Builders

Tips for Updating the Outdoors

60 Industry News

Millwork Certification Launches

76 Event Recap

CMY

Mass Timber Conference Scores

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80 Photo Recap

LMC Annual Meeting in Tampa

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ACROSS the Board

By Patrick Adams

The 30-year month just finished one of those months where 30 days felt like 30 years. I think enough changed in that time for me that the lessons learned might take a “normal” person a full 30 years to experience. The month started by losing a dear friend; someone who was one of those rare good examples of how we should all be. I traveled, too… a lot. I got to meet with many of this industry’s best and brightest who were as usual, inspiring and reinforced how lucky I am to now, be able to call some of them good friends. The 30 days closed out with losing a family member who made truly the biggest impact on my life and showed me what family really was. All of this while I balanced my team, my own family, and life in general. The point of this is not to complain—far from it. The past 30 days felt like a crash refresher course in life’s priorities and a constant reminder of what it means to have a “legacy.” For my friend who passed, it was a legacy of service to all—to God, his country, and to his family and anyone who knew him would say the exact same thing. During my travels, one thing stood out. Although everyone was upbeat about the market, there were a handful of conversations that were really memorable. As excited as these gentlemen were about business, their eyes really lit up when they discussed family. One had just become a grandfather. When he talked about the importance of his family, his son working in the business and his feelings of holding his new grandchild for the first time, it was different. Another gentleman had his son along with him and literally forgot he was standing there as he beamed about how he has already done things that he could never had dreamed of. Yet another overheard his son being gently teased by someone and he literally stepped in between them and proceeded with a beaming, 30-minute story of what an amazing young man his son has turned out to be. Each of these men’s legacies are their family and raising their children to be good adults. The same night I returned from this long trip, the matriarch of our family passed without warning. She was a powerful, independent, intelligent, generous and loyal woman long before any of those things came to be accepted or fashionable for women. She was a trail blazer and a role model. More than anything, she taught me that nothing is free and instead requires hard work, perseverance and passion—even your own legacy. I would be proud to say that perhaps in some small way, I’m part of her legacy. In thinking through this past month, “family” is all that I

can think about and exactly what that word means and that perhaps blood is not always the definition. I considered my friend part of our family, as did my wife and kids. Through my travels, in spite of how great business is for everyone, it was always family that brought out their passion, pride and in some cases, even tears and some of them now consider me part of their family. Upon my return, I felt that I lost a huge part of my family but instead of feeling alone, I came home that night to hugs and tears from MY family. The next day, the same from my team and several close friends and I suddenly felt assured that I’m on the right track. I remember the moment that our first child was born; truly the single most powerful moment of my entire life and it changed me forever. I used to think about legacy being defined by titles, bank accounts, or possessions. Now, it’s simple—it’s defined by my children and “family.” I remember speaking with that new grandfather on my trip and he said, “I had a blast being a father and raising my kids. But, having them now WANT to spend time with us as adults because they enjoy being around us is the ultimate reward and must mean I did something right and truly, what else really matters?” I know that everyone has their own goals, priorities and how they want their legacy defined. For me, it’s become easy—to serve those I consider to be family so that someday, someone can honestly say “job well done, that man loved his family.” Yes, it’s been a long month, but for me it’s worth it to struggle because things matter, than to have an “easy life” that is empty. I hope all of you have had a month full of worthy challenges.

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

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FEATURE Story

By Brent Gwatney, MoistureShield

Mix and match

Inspire your customers and boost your profits with multiple decking colors M

AS COMPOSITES can be bent easier than wood decking, adding a curved contrasting board is an excellent way to create a signature design. (All photos courtesy MoistureShield)

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aster innovator Henry Ford remarked on the Model T that customers could get the car in “any color, so long as it’s black.” Today, the Ford Motor Company makes dozens of vehicles in a wide range of colors. In a similar fashion, composite decking manufacturers have innovated with a wide palette of deck board colors and finish styles—and are introducing additional, beautiful new options every year. The range of available colors provides an opportunity to grow your yard’s decking sales, which is a winwin for your bottom line since composites boast higher margins than other decking options. In this article I’ll discuss tips you can share with your customers—both builders and DIYers—to help them enhance their deck designs using mixed and matched composite decking colors. But first, a quick note on stocking strategies in case you think advocating multiple colors for your customers means you’ll need a huge increase in SKUs. Because composites come in many colors and sizes, a good strategy is to stock the most popular ones and special order the rest. To do this most effectively requires working out a good system with your distributor to ensure quick and timely delivery to meet the customer’s schedule. (For additional details see “Stocking Strategies for Composite Decking,” Nov. 2016, p. 8-9).

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Using more than one color to enhance deck designs For most of history, decks were relatively simple, with rectangles of one color predominating. But, now deck builders are showcasing their creativity with multi-level decks, specialty shaped decks, and other unique designs. Today’s range of composite decking colors enables even greater creativity. Some of the ways using more than one color deck board can enhance deck form and function, include the following: • Creating visual variety • Increasing safety • Crafting a focal point design • Setting off functional areas

Creating visual variety Adding boards that contrast with the color of the main deck makes for a more visually captivating outdoor living space, especially for large decks that otherwise are un-interrupted. Examples include installing a row or two of darker boards around the edge of a light colored deck, to serve as a frame, and outlining cut-out areas for trees and shrubs (or reversing the color—using lighter boards to frame

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ADDING A CONTRASTING color to the tops and bottoms of stairs helps people see the level change better, and avoid missteps.

a darker deck). For a double contrast, place the highlight board(s) on a different alignment from the boards in

the majority of the deck (either perpendicular, or at an angle). A truly adventurous builder can even bend a

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contrasting composite board to meander through the deck, for a one-of-akind design.

Increasing safety An excellent way to create visual variety and enhance deck safety is to use contrasting color deck boards to highlight level changes. Placing a different color deck board at the top and bottom of a set of stairs provides a visual cue of the stair’s presence. Likewise, framing the deck in a different color from the main decking helps to delineate edges and keep people from accidentally stepping off, when the deck design calls for a low profile and railings aren’t required by code.

Crafting a focal point design Beyond simple frames of contrasting colors, creative deck builders also are using more than one color deck board to create striking patterns that become a visual focal point. I’ve seen in-laid geometric patterns, along with one-of-a-kind designs that reflect the homeowner’s specific interests and tastes, such as a compass rose. An ultra-creative guitar-shaped deck built over water even used contrasting colors to represent the guitar’s frets.

Setting off functional areas Inside the home, floor coverings often are used to help delineate different functional areas. Examples include a transition from carpet to hardwood floors or linoleum between a living room and dining room or different styles of hardwoods between kitchen and dining room. Likewise, on a deck,

GEOMETRIC INLAYS add visual interest and can be used to define seating areas or other functional areas.

a different color or colors can be used to highlight a conversational gathering space, a reading nook, or an outdoor kitchen.

What about railing? Railing provides an additional way to shake up designs for a more appealing deck. Thanks to a growing array of railing options now available— from wood to metal to composites and glass—it is also easy to mix and match colors and designs to complement the deck boards. Selecting railing in the same shade

as the decking can create a cozy, well-coordinated look and is a great option for traditional designs. On the other hand, a contrasting railing color, such as black or white can evoke a contemporary, sophisticated aesthetic. White railing creates a clean, crisp look against dark decking, while dark railing colors can give any space a modern look and feel, while also visually blending into the surroundings. For a truly distinctive look, builders and DIYers can mix colors and materials like combining white aluminum railing and balusters with rich brown composite posts to create a dramatic visual. Or, to add a sophisticated mix of texture and color, they can install a composite board that complements the decking color to the top of a white or black railing. Just as Henry Ford was committed to bringing people vehicles of exceptional value and design, composite manufacturers continue to innovate with products that help your customers craft outstanding outdoor living spaces—and driving more and higher sales for you in the process. – Brent Gwatney is senior VP for sales at MoistureShield composite decking. He has specialized in the building industry for over 30 years, working with manufacturers, dealers, design professionals, contractors and building officials. Reach him at brentgwatney@moistureshield.com.

NEW FOR 2018, MoistureShield Vision composite decking offers a modern, variegated appearance.

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May 2018

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PRODUCT Spotlight

By Mel Karlson, Trex

STEEL DECK frames are precision engineered to ensure a flat surface for the life of the deck.

Steel the base

The advent of steel deck framing he substructure of a deck is the heart of its durability and the foundation for its aesthetics. Until recently, wood has been the go-to material for builders, contractors and architects. However, as professionals are increasingly switching to steel for its superior structural integrity and design flexibility, steel deck framing is poised to be the next big thing. Exterior structures must withstand much harsher environments, which is why steel deck framing intended for the outdoors is triple-coated—first with a layer of hot-dipped galvanized coating, then with a layer of bakedon prime coat, and finished off with a layer of baked-on exterior highperformance polyester coating. It all adds up to an unparalleled level of protection surrounding a carbon steel core, ensuring each critical joist,

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beam and ledger connection holds up to the elements and to daily wear and tear for decades. Steve and Brucie Schneider, TrexPro deck builders in San Rafael, Ca., are the most prolific users of Trex Elevations steel deck framing in the West. Since they began advising clients to choose steel deck framing as a replacement for pressure-treated wood two years ago, they have built dozens of decks using Elevations framing. The innovative and creative options steel offers makes the product their go-to choice. Elevations “allows you to create designs that are time-consuming if you tried it with other materials,” says Steve Schneider. Chief among them, curves. “We do lots of lowlevel decks, close to the ground. We do long curves that meander with the

May 2018

landscape. Steel deck framing opens up the design possibilities.” Schneider also likes that he can easily use the steel material in ways that aren’t deck-related, such as in the construction of low-level retaining walls, flower boxes, and landscape walls. The steel framing system reduces excavation time and allows builders to create longer cantilevers— saving time, material and labor costs. Because of its lightweight nature, the material is less physically taxing on the carpenters and is especially beneficial when used for highreaching structures. Admittedly, the switch from wood to steel framing is an adjustment for contractors who have dealt solely with wood substructures for decades, but many contractors are surprised at just how easy it is to work with steel. Building-Products.com

“I like working with metal— it’s all straight and each piece is the same,” said Mike Schmidlin, a general contractor from Los Gatos, Ca. “Every time I pick up a piece of wood I’ve got to look at it five different ways to see if I’m going to use it; how I’m going to use it; is it bent, bowed, cracked, curved, cupped, twisted; does it have a big knot in it—all that’s eliminated with steel deck framing because every piece is exactly the same.” For other contractors, the results alone are enough to convince them to scrap wood altogether. “I’ve been in the industry for 25-plus years and have used just about every new product that has come on the market to ensure my customers are getting the best products available,” said Robert King of NW Quality Remodeling & Decks of Snohomish, Wa. “Steel deck framing has exceeded my expectations so much that I would like to switch over to it completely. Both the look it provides from below on second-story decks, as well as the stoutness it lends to overall projects, has been met with great praise from homeowners, which will only increase the demand for it in future builds.” With superior durability and aesthetics, steel also offers the following benefits:

offers superior strength and longevity, is non-combustible, termite-proof, and free of pressure-treated chemicals. • Eco-friendly – Steel deck frames are made from recycled materials, and can be recycled themselves. With its ability to prolong the life of a deck and improve its overall appearance, steel deck framing delivers performance and design benefits that others simply can’t. It’s a

smart investment for any homeowner looking to maximize the life of their deck and a great product for architects looking to deliver decks that will maintain their beauty and performance for years to come. – Mel Karlson is senior marketing manager for Trex Co. (www.trex.com), overseeing the development of Elevations steel decking framing system.

STEEL BEAMS are lighter than wood and can span up to 15 ft., resulting in the need for fewer posts and greater flexibility in post placement.

• Stability – Traditional framing can split, warp and shift over time, leading to an uneven surface in the deck boards above. Steel deck frames are precision engineered to ensure a refined, flat surface for the life of the deck. They also are significantly more resilient to weather, moisture, time and pest deterioration. • Design flexibility – Steel beams have the ability to be bent and shaped to allow for everything from curves and angled corners to extended cantilevers. Additionally, they are more lightweight than wood and can span up to 15 ft. (vs. 10 ft. for wood), resulting in the need for fewer posts and greater flexibility in post placement. This creates less obstructed views and more open space below the deck for storage or even additional outdoor living area. • Safety – A substructure is the platform that will support your deck—not to mention your friends, family and loved ones—for decades of outdoor living activities. Steel Building-Products.com

IN ADDITION to performance advantages, steel deck framing also offers sleek, modern aesthetics. May 2018 n

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INDUSTRY Trends

By Rick Kapres, Versatex

Trim meets outoor living demand for more color, less maintenance uspended somewhere between handcrafted charm and the gloomy prospect of chronic maintenance are the wood-toned exterior ceilings now trending for high-end, oceanfront home designs. Homeowners love the warmth and contrast they lend to covered decks, porches and verandas. Builders, on the other hand, have grown wary. Ceilings assembled from conventional millwork can be a chore to finish and install, and they easily fall

victim to severe coastal conditions like humidity and salt spray. A few years after move-in, when fading, peeling, cracking or checking occur, the contractor is likely to hear from an unhappy customer—especially on a “moveup” residence. Fortunately, a wave of innovative materials and techniques now reaching the market promises to deliver all the good looks with none of the aggravation. To understand how this develop-

GROWING DEMAND for indoor-outdoor spaces means maximized living areas for year-round use, much like this recently completed home in Martha’s Vineyard. The home features an enclosed porch equipped with interchangeable screen or glass panels. (Photos courtesy Versatex)

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ment can help contractors add value, as well as upsell homeowners and boost customer satisfaction, it’s important to note why exterior-ceiling finish issues have been coming out of the woodwork in the first place. Matt Gongola, project manager for Squash Meadow Construction on Martha’s Vineyard in Massachusetts, has watched it happen. “You have to remember,” he said, “that ‘outdoor living’ became a movement more than a decade ago, but the passion for it just keeps growing. We see it here in the North, especially with the climate changing and the weather getting warmer. For years homeowners have been asking for screened-in porches—transitional spaces that can be both inside and outside. The trend now is toward three-season porches with interchangeable screening or glass panels. They can be livable all year ‘round, if the homeowner adds a heating source. “Our clients today are more serious than ever about the outdoor lifestyle, and they care deeply about the details. Standing on their decks and looking up, they see a surface the size of a ceiling as another chance to make a statement. “Not surprisingly, many of them (or their architects or builders) are rediscovering the old tradition of contrast in ceiling treatments. They like the look of stained or varnished pine, cedar or Building-Products.com

hardwood. Or maybe they want something like the robin’s-egg blue paint they’ve seen in pictures of old houses along the Cape Cod area,” he added. “It might seem the obvious choice to line the overhead with natural wood, stained and varnished, or painted. But—here’s where the dream and the reality start to collide—homeowners have always hated maintenance. And, more than ever, a home on the beach is supposed to be a place for chilling out, not messing around with a scraper and a paintbrush, or hiring someone else to deal with it. “So you have people doing more of their relaxing out-of-doors. They’re paying much more attention to the aesthetics,” Gongold continued, “and they’re rejecting the very idea of maintenance. So far, the builders I know have had a solution for all that: high-quality PVC millwork. The catch is that the same material that resists the elements so well has, historically, been tricky to paint or stain. That’s where the woodgrain trend has hit a bump— until now.” New Englanders aren’t unique in their taste for low-maintenance wood grain exterior ceilings. As builder David Guzman of Hardie Boys, Pompano Beach, Fl., reports, “Wind and weather, as well as biological challeng-

es like mold and mildew, pretty much rule out prefinished or stained natural wood down here, even for relatively sheltered surfaces like the ceiling over a veranda. But so many of our clients love the effect of old-school cypress or mahogany—or even the traditional light-blue painted boards—that we’ve had to develop alternatives to plain white PVC T&G or shiplap. “Luckily, the coating technologies available today make it possible for us to replicate just about any natural shade or grain pattern on high-quality PVC, right here in our fabrication shop. So not only can we avoid the challenges of maintaining natural wood, we also eliminate the labor that used to go into staining and finishing wooden boards, and even the not-always colorfast, hand-applied, simulated wood grains for PVC that builders have experimented with over the years.” But what about cost? “Admittedly, the initial investment in a PVC product like the Canvas Series is a little higher,” said Gongola. “But, as a contractor, I’ve found ways to present the alternatives that make it easier for budget-conscious homeowners to make decisions they’ll be happier with a few years down the road. “Here’s an analogy: It’s like working with a landscaper. He’ll help you

decide what you want your grounds to look like by explaining that a grassy lawn is the lowest-cost surface to install… initially. But it will need constant attention; the long-term maintenance cost is the highest. The other end of the spectrum might be a wet-set bluestone patio. That would cost more up front, but you’d never have to give it any attention again. “In the same way, you could do your deck’s ceiling in pine, the least expensive product to purchase, but you’d still face all the effort of installing it. And then it’s going to require the most upkeep. Whether you stain it or paint it, the continuing maintenance is going to be labor-intensive. An exterior-grade laminate PVC surface carries a higher initial price tag, but, once it’s in place, you never have to touch it again.” As high-end builders are discovering, it’s possible to deliver the cozy, traditional contrast of natural wood tones on exterior ceilings, while assuring clients of minimal maintenance even in severe environments. That’s why realistic, enduring, wood-grained PVC, manufactured under controlled conditions, is fast becoming a preferred solution in luxury home construction. - Rick Kapres is VP of sales for Versatex (www.versatex.com).

ONE OF A KIND: This eastern Pennsylvania wraparound porch features Versatex’s Canvas Series walnut finish. The carpenter incorporated WP4 boards and 4” crown moulding, precisely cutting custom elements to complement a T-moulding to match the home’s existing fascia and soffit.

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Building-Products.com

MARGIN Builders

By Doug Mucher, CertainTeed

Update the outdoors with decking, railing and more he long-awaited warmer temperatures of spring have finally arrived, and homeowners are beginning to prep their outdoor spaces for the warm season ahead. Years of harsh winters and hot summers can take their toll on porches and decks, making it time to rethink and upgrade living spaces beyond their home’s walls with new fence, railing and decking in coordinating colors, textures and styles. Mixing and matching colors and styles to create a personalized look indoors as well as on home exteriors is a popular trend, and now you can show homeowners how they can extend the look outside by designing long-lasting, beautiful spaces that are all their own. Here are a few ways to help homeowners update and create welcoming outdoor living areas this season that will stand the test of time:

Increase Square Footage

By adding a new deck or simply renovating an existing structure, you can help homeowners add valuable square footage to the home. Decks are the perfect in-between space that offer the comfort of indoors and the beauty of nature. Using long-lasting materials like vinyl or capped composite means never painting or staining a deck again. And white is no longer the only color option for railing—contemporary colors available today like black, rustic rose, or warm spice give a dramatic, rich look without worrying about fading. To keep homeowners dry, you can recommend a water

STYLES are no longer limited to the traditional, vertical wood planks when it comes to fencing. There are smooth-finish horizontal fences that look like vinyl or stone. (Photo of Bufftech Brookline Vinyl Privacy Fence with CertaGrain texture in Sierra Blend)

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diversion system for porch or deck ceilings. Easy-to-install vinyl ceiling products transform unsightly undersides into visually appealing spaces that will stay dry—perfect for entertaining or outdoor storage. Regardless of the railing system or style your homeowner chooses, you can find complementary porch posts and columns to tie the look together. And if you’re working with existing wood porch posts, you can cover them with a vinyl wrap product to coordinate with the new railing. Avoid costly change orders by testing out color options before the build using a free online deck and railing visualizer. A good tool will take into consideration all the details, including selection of background, deck color, and different railing and decorative baluster combinations—including a palette of colors and custom accents like metallic caps and solar lights.

Frame the Yard

Fences do more than provide functionality—they can also help frame a space and provide the perfect backdrop for landscaping. Replace an old wooden fence or install a new vinyl fence. Nearly maintenance free, vinyl fences that are reinforced with steel can withstand the elements and high winds. That means less callbacks for you and more enjoyment for the homeowner. Plus, fences can provide an excellent sound barrier, which may be a requirement for some subdivisions. Fence styles are no longer limited to the traditional, vertical wood planks. From a woodgrain vinyl privacy fence, to the realistic replication of natural stone, to sophisticated, smooth-finish horizontal fences—the possibilities are practically endless. With a variety of color finishes to choose from, homeowners have more design options than ever before. Enhancements like lattice or matching gates are also easy to install and add the finishing touch to an outdoor living space. Since the days are longer and warmer temperatures are here to stay, it’s prime installation season to help homeowners improve and extend their outdoor spaces. Before they commit to an exterior design, help them be confident in their choices by viewing options with the latest technology and digital tools for a custom, cohesive look for outstanding outdoor areas that will last for many more seasons to come. - Doug Mucher is senior marketing manager for CertainTeed Outdoor Living and Trim. Reach him via www.certainteed.com. Building-Products.com

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COMPETITIVE Intelligence

By Carla Waldemar

Small town success

his is not going to be one of those perky accounts of how a lumberyard in a tiny town is doing enviable business despite a puny population base because (choose one): 1. It’s a booming resort community; 2. It’s mining uranium; 3. Another miracle. Vassar, pop. 3,500—which fits in the “mitten” that’s the map of Michigan where the thumb meets the fingers—is not that town. It used to be a logging center, but those days are long gone, and no more-recent industry has moved in to take its place. Yet Mike MacKay loves it here, and Vassar, in turn, loves Vassar Building Center, which

KEEPING UP on latest trends has been a formula for success for Vassar Building Center of Michigan, which recently added a full line of Milwaukee tools.

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he co-owns with his wife, Brenda, whose father started out here as a driver back in the day. Later he was handpicked to take over from the founding Cook family in 1985 (bypassing their own kin). Now Mike’s next in line. Mike was working in the auto body shop across the street when he heard of a job opportunity selling paint for an automotive company. Only trouble was, he had no fax machine to send off his resume. So he walked across the road to use the one at the lumberyard. “Looking for a job? Does your dad know?” the GM grilled the lad. The fellow then followed up with, “You oughta try working here.” That was 25 years ago. Along the way, Mike married the boss’s daughter and they’re both still working at the company they now own. And loving it. Back when Mike stepped aboard, the outfit was doing over $3 million in sales a year with a staff of 48. Business kept right on booming until the recent recession took the wind out of that happy sailing, plus the bad news that Mike’s father-inlaw was diagnosed with cancer. The good news is that both are doing fine today. Sales have soared by 30% since 2013 and a staff of 28 is handling the increase by working smarter. Vassar’s core business—80%—lies with the contractors it serves—repeat customers who deal, Mike says, in “a bit of everything: mainly remodeling, but also new custom homes, pole barns for the surrounding ag community, decks, anything you can think of. They like us because we deliver with a heavy truck (and return to do pick-ups, too) and because of our service, especially if there’s an issue. Plus our competitive prices. And that we’re on the cutting edge of new products,” he adds. “Our staff keeps up to speed with building codes, energy codes, everything. And these contractors especially appreciate that we offer in-house accounts, making billing really easy.” Mike learned the ropes from his father-in-law, who schooled him not only in product knowledge but in leadership, grooming him for eventually taking on the top job. “We went through tough times during the recession, but kept the cash flow good by right-sizing,” Mike attests. “We try to stay on top of trends, visiting the market twice a year, always looking for new lines that would be a good fit. We took on work wear a couple of year s back, not sure we could sell it (A: yes!). Over several visits, we looked at Yeti coolers but couldn’t believe anyone would Building-Products.com

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IMAGINATIVE showcase displays and design centers help sell doors and windows (left) and cabinets (right).

spend $500 for a cooler. We finally did place a $2,500 order, though,” which sold out ASAP. “We’d been underestimating their following, for sure!” he laughs. “Same with a Traeger wood pellet grill: Do we really want to carry that? (Again: Yes! Folks ate up that aroma) Now we even sell hunting supplies because contractors seem to be outdoor people. And we recently added Milwaukee tools because we like to take the lead in offering quality products, and they’re selling really well. “We added appliances during the bad days of the downturn to attract more sales. We used to ‘give away’ that category to other stores, but they bring in a good margin, so why not keep that business in-house instead of sending customers elsewhere? Plus, with our kitchen department, it was a good fit. Yet,” Mike emphasizes, “our core business remains lumber—two grades, to satisfy everybody.” If all those new items don’t top what the boxes can offer, try this: a staff that includes three kitchen designers and two home designers, enabling homeowners or wannabes to get a preview of their dream, underscored with estimates and 3D renderings. Pros, meanwhile, benefit from the expertise of a GM who was one of their own before heavy lifting took its toll. “He’s brought in a lot of knowledge, including how to build and install cabinets,” Mike says. To market these advantages, Vassar utilizes billboards, circulars and outside salesmen. Social media plays a strong role, too. Vassar’s website is managed internally (“otherwise it’s hard to control it”) by a store manager. And Facebook. Definitely Facebook. “Contractors are definitely paying attention,” Mark reports. “We get a lot of back-and-forth because they’re on Facebook, too, checking in and looking for information. We use it to get word out on special promotions, cookouts and contractors’ breakfasts. It’s a great way to stay ahead of the competition. We don’t do Twitter yet, but I think it has great potential.” But the best marketing tool of all? Says Mike, “Good old word of mouth!”

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These marketing efforts work to draw business from three neighboring towns as well, and Mike has cultivated a cadre of employees well-equipped to serve them with the attitude and expertise vital to retain loyalty. This is no accident. Vassar’s staff, numbering 28 (down from a pre-recession high, but working smarter to drive business up by that admirable 30%), flourish in what the boss calls a “family environment.” He handpicks people destined to “be right—to fit into our team”—especially vital because he makes it a practice to promote from within. As a for-instance, he points to an outside salesman, promoted from his job as dispatcher, and, before that, truck driver. “As part of our evaluation meetings, we ask about goals. When someone mentions that he’d like to do outside sales, we’ll say, ‘Then you need xxxxx product knowledge and xxxxx skill set to work toward it. Then we help him along.” It’s win/win because, as Mike puts it “He’ll be a better fit than someone from the outside.” When Mike MacKay mentions that personnel are treated “like family,” he’s not just blowing smoke. Some of them actually are family: his wife, Brenda, works in the back office and recently their son jumped into the family business. All of which reinforces Mike’s love of the community and Vassar Building Center’s place in it. “I’m interested in people, keeping a team together. I’ll be here the rest of my life,” he swears—“unless,” he adds with a laugh, “I win the lottery.” When it comes to meeting challenges and moving a company forward, looks like he already has.

Carla Waldemar cwaldemar@comcast.net Building-Products.com

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OLSEN on Sales

By James Olsen

Confidence sells

hether we have the lowest price or the highest price, customers will tell us we are too high. This is a truth Master Sellers know. When we are new, it feels like we are too high every time we quote. Often, we are selling people who have more experience in the business than we do. They speak with absolute confidence when telling us we are too high. And it’s not just one customer; it’s one after another, so after a while it becomes our reality. The answer is to fight back. We need to prepare each call with a certainty that the person we are calling is going to buy from us. This takes self-talk and preparation. What will the customer’s objection be? Instead of stammering when the objection comes, what will we say?... with confidence.

Um, Uh, Andum and You Know

Um, Andum and You Know are confidence killers and IMMEDIATELY identify us as a non-confident seller. I was admonishing a young salesperson the other day for his non-confident speech. He said, “That’s just the way I normally speak.” When I pointed out to him that he NEVER You Knows and Ums when he is speaking with me, he had to admit it was true. We need to speak to our customers like a brother, a friend, our daughter, or our college roommate.

Get to the Point Master Sellers are direct and to the point. Every word they speak has meaning. Books on writing tell us to throw away the first paragraph of what we write because it is normally warm-up gibberish to what we really want to write. The same is true in sales. Example: (This will seem like an exaggeration, but it isn’t.) Salesperson: “Good morning, John. I, er, was, uh, wanted to talk to you about, if you’re not busy... uh... I have something that might interest you. The market has been moving andum, you know, some guys think it might be

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coming off, but we are, uh, pretty confident that, uh, you know, it could possibly stay strong. So, anyway, I’ve got this car of studs that we are trying to get rid of that I thought your might be interested in. It gets in to you at $350/MBF, so wadythink?” This is the painful truth of many sales calls. If the customer had any intention of buying before the call, most of that joy has been killed with this approach. Master Seller: “Good morning, John. I’ve got a great deal for you on a carload of Triple-A-Best studs. What’s your PO number?” The first approach is so tentative that it MAKES the customer nervous while the second is direct and natural: a comfortable transaction between friends. Our customers cannot help but be affected by our emotions. If we are tentative they will be tentative. If we are calm, relaxed and positive, they will be also. The Master Seller sets the tone of the call early. This is a sales call; tell me yes or no.

Maybe, Might, Pretty and Probably

The four verbal equestrians of the non-confident apocalypse, these words strike trepidation into the hearts of our customers. Struggling sellers are so afraid of OVERpromising that they won’t promise ANYTHING. Their conversation is littered with Mights, Maybes and Probablys. The best sellers have an opinion. They bring value to their customers because of their opinion. It doesn’t mean they are always right, although they often are, but their customers can count on them to give them an honest, confident view on the market, which brings value. We are selling our fellow humans who, like us, are 99% EMOTIONAL. We AND our customers, decide with our hearts (emotions) then justify with our intellectual 1% and conclude that we have made a RATIONAL decision. George Patton said, “Men (people) want to be led.” Sales proves George correct. Our customers are searching for solutions and partners to help them navigate our market. Even the most stubborn and willful want a strong seller with an opinion. We are not talking about the weather or who will win the World Series. We are asking for people’s money. In some instances, we are asking our customers to risk their jobs to go with our solution. We better be certain. 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

The long lost telephone call o you know what salespeople hate? The telephone. That’s right. The phone. More precisely, most salespeople do not like to make outbound phone calls. “I always have to leave a voice mail,” they say, as though reminding a customer that you care about them in a voice mail is some kind of detriment. “Nobody likes getting cold calls,” they say, as though there are no other kinds of phone calls. Guess how many hours per week, on average, salespeople spend on the telephone. Hint: It’s probably a lot less than your guess. The number is four hours. My own research among my many clients has shown this. Others have arrived at the same number. It’s a fascinating discovery. The work of selling revolves around talking to humans, right? Salespeople do this for four hours per week, on average. What in the world are they doing the other 36 hours of their work week? I ask them this question. These are the answers, and a quick analysis of each: They email. I’ve sent an email, I’ve succeeded! No you haven’t. You don’t know if the email even got into their inbox. And if it did, you don’t know if your customer even saw it. And if she did, you don’t know if they spent more than 10 seconds on it (probably not). And if she did spend time reading, you have no idea how she reacted, if she hasn’t written you back. Here’s the truth: if you sent an email instead of made a call, where are call could have been made, you’ve done basically nothing. And whatever you did accomplish, you’ll probably never know if there is no reply. They research. I need to make sure all my ducks are in a row before going to the customer. Okay, get it helpful, not perfect, and then go call the customer. Researching does not make you money. Speaking to people makes you money. Don’t try to make it perfect before calling. Because it will never be perfect. You will never feel like it is perfect. Plan less, do more. They drive in the car. I’m driving to appointments! That’s great! Does the phone work in your car? Is there a signal? If so, there are few better times to make the kind of proactive phone calls that good selling requires than when you have free time in the car. It’s incredibly valuable, highly productive time. Use it to call customers, build your

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relationships and offer them more help. Let me address the cold calling objection. I teach my clients to call customers and prospects who they already know. You should know these people, and they should know you. As one client put it recently, these are “friendlies.” They know your work and value. And, listen to me carefully on this: there are hundreds of them. Maybe more. Let me give you some examples: Call customers you haven’t talked to in six months or more. They’re not the squeaky wheels. Which means they’re probably not hearing from you, because they aren’t calling you. This is an extremely prosperous activity. Call customers who used to buy from you but stopped. Call prospects you once talked to about working together, but they did not buy. There you have three categories of people that need a long list of names and phone numbers. Make your lists. Then make your calls. Help these people with your amazing value. They deserve it. - Alex Goldfayn is the author of the brand new Wall Street Journal bestseller Selling Boldly (Wiley). Learn more about his revenue growth consulting and speaking work at www.goldfayn.com. Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com

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TRANSFORMING Teams

By Paige McAllister

Lovers at work

Managing workplace relationships E mployers have a responsibility to create and maintain a non-discriminatory and non-harassing workplace where employees can perform the duties of their jobs as effectively and safely as possible. As most of us have experienced, co-workers spend a lot of time together, working and interacting with each other and, not infrequently, developing romantic relationships with one another. In fact, some statistics show that one quarter of employees admit to having a consensual romantic relationship with a co-worker at least once in their work life and 15% of employees go on to marry their co-worker.

Q. We’ve just learned that a supervisor and his subordinate are involved in a personal, romantic relationship. In light of the #MeToo movement, should we be requiring anything or taking any action?

A. Finding love at work is a pretty common phenomenon. In fact 15% of married couples actually met at work. So the likelihood that most employers will face this situation is pretty great. But despite the prevalence of consensual relationships at work, there are things you should consider including having employees read and sign a Consensual Relationship Policy that requires employees to agree that… • the relationship is truly consensual • all parties to the relationship are aware of the company’s code of ethics, sexual harassment, and non-discrimination policies • all parties will conform to the company’s code of conduct policy and will maintain a strict professional demeanor while at work or at work functions • employees in a supervisor/subordinate relationship will be reassigned so that no formal line of authority exists within the relationship • the repercussion of not complying with the Consensual Relationship Policy includes discipline up to and including termination, and that the burden of adherence to the policy falls largely and squarely on the highest-ranking employee in the relationship. While the popularity of such Consensual Relationship Policies is increasing due to the notoriety of the #MeToo movement, these are sound and solid policies that should be considered by any employer looking to maintain a safe and healthy workplace environment.

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Close, positive relationships in the workplace can create many positive outcomes such as more loyalty to the company and more reliability from employees. However, close, romantic relationships can also create some undesirable complications too. When co-workers become close, whether as good friends or lovers, they may waste work time talking about personal matters and may exclude and/or gossip about other co-workers. Also, it is not uncommon for one romantic co-worker to cover for the other’s inadequacies, such as mistakes, tardiness, lack of ability, or dishonesty. When this happens, the performance issues of a romantic co-worker can be difficult for supervisors to address properly. Romantic relationships can create other challenging situations, such as inappropriate physical conduct at work or inappropriate public displays of affection, which can make others around the couple uncomfortable. Also, if the couple gets into an argument or the relationship turns sour, harmful thoughts, feelings and actions can spill over into the workplace, impacting others, negatively affecting the company culture, and adversely affecting overall productivity. Moreover, if the romantically-involved employees are in a supervisor/subordinate relationship, even if not directly, there could be the appearance of or actual existence of preferential treatment. This not only creates poor morale issues but can create legal exposure if others outside the couple believe their schedules, wages, career progression, etc., are being negatively affected by the office romance of a supervisor and subordinate. Of course, it’s impossible to regulate all human interacBuilding-Products.com

tions. That said, employers can take actions to lay the groundwork to establish some structure before a situation arises. A fraternization or consensual relationship policy can be implemented which outlines the expectations, responsibilities, and repercussions should co-workers enter a romantic relationship. This policy should include explicit language that employees are not allowed to let their relationship impact workplace culture, productivity or morale and that, if it does, one of the involved employees may be transferred, reassigned or even terminated to eliminate the conflict. Transfers, reassignments or terminations may happen immediately if there is a supervisor/subordinate relationship to reduce legal exposure. The policy should also clearly state that a manager is always held to a higher standard so a violation by management will be treated more harshly than one by peer co-workers or a subordinate. Along with this policy, companies should consider drafting a consensual relationship agreement for co-workers to sign when they enter a relationship. This agreement should detail what is and is not acceptable behavior as well as the repercussions for failure to meet the expectation for appropriate behavior. It should also explicitly state that the employees are both entering into the relationship willingly and there is no violation of the company’s harassment/ sexual harassment policy. It should be signed and dated by both employees and kept in their personnel files in case any disciplinary or personnel action needs to be taken. Another related area of potential complication is with the employment of relatives or nepotism. Since employee referrals are a great source for new hires and are generally encouraged, companies are often faced with the prospect of hiring the family and friends of current employees. This is not a bad thing, but it can lead to complications.

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The same principles of avoiding conflicts of interest and supervisor/subordinate relationships between relatives (through marriage or blood) should apply. While relatives cannot always “end” their relationship, preferential treatment as well as personal problems can make their way into the work place and impact others. Companies can implement an employment of relatives or nepotism policy to outline the expectations of employees who work with parents, children, siblings, etc. Many companies rely on family participation so this policy should clearly outline expectations and responsibilities for peer-topeer as well as supervisor/subordinate relationships. Again, managing productivity and outlining potential disciplinary actions are crucial for the company to safely act if needed. Every company should strive to have a positive, productive work environment with cohesive relationships between and among co-workers. The positive impacts of strong workplace relationships are innumerable. However, companies need also to be prepared for the possible negative impacts of those relationships should they evolve into something more and, more importantly, if they dissolve altogether. Being prepared before workplace romance or nepotism at work occurs, and having a solid approach for handling such situations, is certainly an HR Good Housekeeping idea. Paige McAllister Affinity HR Group contact@affinityhrgroup.com

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True Value Members OK Sale of Co-op True Value retailer members have voted to approve the sale of a majority share of the co-op to a private equity firm. About 83% of members supported the deal. According to the deal, Acon Investments, Washington, D.C., will own a 70% stake in a new True Value operating company, with the remaining 30% held by member retailers who currently own the co-op. A portion of Acon’s money plus promissory notes and dividends will be sent to retailers, representing 70% of their invested

capital. Members will see $229 million, $196 million of it in cash. The new company, which will transform from a co-op into a nationally branded wholesale distributor, will be led by the existing management team.

Wayne Graber will stay on as manager. Former owner Carl Van Well had purchased the business, then Povey Builder Supply, in 1976. He and his wife, Patty, are retiring. Gold Beach also operates three Oregon yards under the Gold Beach name and two as Cascade Home Center.

Gold Beach Adds Van Well

GMS Acquires Grabber

Gold Beach Lumber, Gold Beach, Or., purchased Van Well Building Supply, Dallas, Or., April 1 as its sixth location, but will retain the Van Well name.

GANAHL LUMBER opened its expansive new lumberyard in Costa Mesa, Ca., April 16, after moving in from its previous location next door.

Grabber Construction Products, Concord, Ca., has been acquired by GMS, a leading North American distributor of gypsum wallboard and suspended ceiling systems. Grabber is a 30+-year-old international distributor of quality products for construction professionals, including premium fasteners and fastening systems for wood, metal and drywall, and a wide range of proprietary tools, accessories, equipment and building materials. Grabber Concord will become the seventh location of GMS subsidiary J&B Materials, which has locations in Southern California and Hawaii. “Having our California GSD team join with the GMS family is the right move for Grabber,” said Grabber CEO Roland Snyder. “Our two companies share a level of dedication and drive that makes us natural partners. With GMS’ expert guidance, Grabber’s reputation in the Bay Area will continue to thrive and grow.” Based in Tucker, Ga., GMS operates a network of more than 200 distribution centers across the U.S. The acquisition marks its entry into the San Francisco Bay Area.

Our patented DeckLok® System provides Code Compliant bolted connections at all critical structural locations of your deck. Available in post-manufactured, hot-dip galvanized and 316 stainless steel, DeckLok helps you exceed IRC and IBC 2006, 2009 and 2012 code requirements.

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Stair Stringer Connections: Provides bolted connection for Stair Stringer to deck substructure.

Building-Products.com

Orgill Makes Success Personal Reliable Relationship, Sharp Pricing

“Orgill’s people are smart and they care. You can call them any time and they always know who you are.” Bobby Fuller l Fuller & Son Hardware, Arkansas l An Orgill customer since 2002

Promises Kept

Great People

“I love doing business with Orgill because I know that when

“We have a really close relationship with Orgill. It feels

stone because it’s a done deal.”

big operation, but you wouldn’t know it by the way they treat

someone from Orgill tells me something, you can chisel it in

Competitive Advantage

like we pretty much know everyone at the company. Orgill is a their customers. They are just very real people.”

“We are known for being competitively priced with everyone in

Market Benefits

We also use their Market Specific Pricing system that makes sure

saw before. We also take advantage of the Market pricing to

our market, including the boxes. Orgill’s pricing lets us do this.

“At the Dealer Markets, we always see things we never

we are always competitive on price without giving up any margin.”

remain competitive and boost our margins.”

For more information about how Orgill can help you grow your business, contact us today! 1-800-347-2860 ext. 5373 • information@orgill.com • www.orgill.com • Orgill, Inc. 4100 S. Houston Levee Road Collierville, TN 38017

IFG Buys Fingerjoint Mill Idaho Forest Group, Coeur d’Alene, Id., has acquired the Merritt Brothers fingerjoint mill in Athol, Id. “This acquisition gives us the opportunity to learn the value-added fingerjoint manufacturing process,” said Erol Deren, VP of sales & marketing. “It will enable further utilization of the fiber resource and compliments our other facilities making the most of the logs that we procure for our mills. We will carefully evaluate the capital needs of this site and invest accordingly.” Buck and Wayne Merritt founded Merritt Brothers Lumber Co. in

1968 when they purchased an old sawmill in Priest River, Id. In 1990, they bought the 115-acre Athol property and eventually sold off their Priest River location.

Ace Adds In-Store Operation Ace Hardware is opening a 5,700sq. ft. showroom inside Tenino Market, Tenino, Wa., representing about a quarter of the building’s overall space. It will also have a 2,000-sq. ft. outdoor center. Owners Dave Kirby and Dave Coulter expect a soft opening on May 18, with an official grand opening planned for June 2.

SUPPLIER Briefs Ace Hardware, Prunedale, Ca.,

suffered about $60,000 in damages and lost inventory in an early morning fire April 1. The cause has yet to be determined, although the owner has speculated it may be arson.

Orchard Supply Hardware

added a branch in Long Beach, Ca.

McIvor’s Hardware, Fremont, Ca., has closed after 96 years. Saratoga Forest Management lost 600+ million bd. ft. of lum-

ber and suffered damage to about 40 acres of property from an April 16 fire at its mill site in Saratoga, Wy.

Universal Forest Products

has acquired industrial lumber processors Fontana Wood Products, Fontana, Ca., and Spinner Wood Products, Naches, Wa.

Weyerhaeuser Distribution

is now stocking Owens Corning’s complete line of Foamular extruded polystyrene insulation at its distribution centers in Denver, Co.; Salt Lake City, Ut.; Albany, Or.; Boise, Id.; and Tacoma, Wa.

The lumberyard that took 130 years to build. When Ganahl Lumber opened the doors to its new 18.5-acre location in Torrance, CA, you could tell right away it was special. A state-of-the-art gem. Tom Barclay, General Manager Ganahl Lumber

Where did the vision come from? A combination of Ganahl’s 130-year history of operational excellence and CT Darnell’s experience building over one thousand LBM facilities. Together, they made a powerful team.

Go to www.sunbelt-rack.com/stories to check out the story behind Ganahl’s new state-of-the-art facility.

CT-Darnell.com

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800-353-0892

BlueLinx , Atlanta, Ga., has completed its acquisition of Cedar Creek, Oklahoma City, Ok. Guardian Building Products, Charlotte, N.C., has been acquired by private equity firm Pacific Avenue Capital Partners, Los Angeles, Ca. Ace Hardware is partnering with designer/TV personality Joanna Gaines to launch Magnolia Home by Joanna Gaines Paint. The brand is available at nearly 500 Ace stores nationwide, as well as on acehardware.com. DMSi Software , Omaha, Ne., was recognized for its contributions to the School of Business at the University of Nebraska at Lincoln. DMSi team members have presented to classes, been guests on panel discussions, and hosted students tours of its operations. DMSi also donated to the construction of a new 240,000-sq. ft. hall for the College of Business.

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MOVERS & Shakers Kitty Loveland is the new sales mgr. at Hardel Mutual Plywood Corp., Chehalis, Wa. David Uhlenhop, ex-OrePac Building Products, has joined Bloedorn Lumber as VP/branch mgr. in Rock Springs, Wy. Tim Walton, Spenard Builders Supply, Eagle River, Ak., has been promoted to general mgr. Bobby Reid, ex-Cedar Creek, has joined Thermory USA, as Denver, Co.-based Rocky Mountain region territory mgr. Rick Manning, ex-TAMKO, is a new Northern California territory mgr. for Taiga Building Products, Sacramento, Ca. David Smith, Rosboro, Springfield, Or., has been promoted to VP of engineered wood product sales. Danny Moe, ex-International Wood Products, is now Portland, Or.based channel mgr. for James Hardie Building Products. Sarah Mymka, ex-Meek’s, is new to contractor sales at Pacific Coast Building Products, North Highlands, Ca.

Tony Corsberg, VP-merchandising, Friedman’s Home Improvement, Petaluma, Ca., is retiring at the end of June after 42 years with the company. He will be succeeded by Joe Covert, ex-Restoration Hardware. Nick Dawson has been named director of operations for Robert’s Lumber Sales, Bloomington, Ca. Doug DeFoe, ex-California Waterproofing Supply, has rejoined PrimeSource Building Products, Stockton, Ca., as a territory service representative. Eric Hayes, ex-HPM Building Supply, is now roofing sales mgr. for Hawaii Supply, Kahului, Hi. Richard Thome has been appointed president and CEO of Sound Building Supply, Renton, Wa. Quinn Marquardt, Alpine Lumber, Eagle, Co., has been promoted to assistant mgr. Mike Altendorf, VP of information technology, Do it Best Corp., Fort Wayne, In., is retiring Aug. 10 after 30+ years in the industry, the last nine with Do it Best.

Santa Fe Springs, Ca •

William Abraham is new to inside sales at HD Supply, Seattle, Wa. Cory J. Boydston, chief financial officer of homebuilder Ashton Woods USA, Roswell, Ga., was appointed to the board of directors for BMC Stock Holdings, Atlanta, Ga. Robert Goldstein is retiring from the board. Caroline McIlvain, J. Gibson McIlvain Co., White Marsh, Md., was elected president of the International Wood Products Association. Raymond O’Brocki is new to the American Wood Council, Leesburg, Va., as mgr.-fire service relations. Jamie Gentner, Center Hardware & Supply, San Francisco, Ca., was honored as a Top Gun by the North American Retail Hardware Association. Milly Graham is now manning the truck scales at Mungus-Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

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NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION SPECIAL REPORT

NAWLA STAFF welcomed members to the annual Leadership Confernce in Austin, Tx.

AUSTIN BIKE TOUR

NAWLA conference draws top decision-makers The 2018 NAWLA Leadership Summit and Western Wood Products Association annual meeting was held last month, April 8-10 in Austin, Tx. With an increased attendance over previous years, the event proved to be successful for all attendees and a beautiful week in Austin. Guests traveled about 30 minutes outside of Austin to the Hyatt Regency Lost Pines Resort & Spa. With a ranch feel on the banks of the Colorado River, the resort provided a perfect backdrop for industry leaders and their guests to enjoy the event. Saturday welcomed the attendees with an icebreaker time for networking. Despite chilly temperatures on Sunday, attendees enjoyed the annual Wine, Dine + Nine friendly golf tournament and viewing of the final day of The Masters golf tournament. Opposite of the golf tournament, nearly 30 attendees took a scenic bike tour of downtown Austin and Lady Bird Lake and took in the views. Sunday wrapped up with an evening reception in a pavilion overlooking the river. Monday was a jam-packed day of networking, education and activity.

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Before the opening education session, attendees had time for breakfast and visiting with the 28 table top exhibitors that lined the meeting space foyer. Adrian Blocker, senior VP-Wood Products, Weyerhaeuser, was first on the stage to discuss today’s employment climate and the challenges of attracting and retaining talent. Blocker shared Weyerhaeuser’s strategic focus on People Development.

Save the Date for the 2019 Leadership Summit March 10-12, 2019 Westin La Paloma Resort & Spa Tucson, AZ Following this discussion was Eric Grandeen, president and CEO, Idaho Pacific, with his presentation: “Optimizing Customer Service through Technology for Both Internal & External Customers.” Grandeen talked about implementing new technology for the younger generation and

May 2018

how that will create long-term value for your company. Spouses and companions snuck away for a few hours mid-morning to head downtown to the flagship Kendra Scott store, a high-end jewelry designer founded in Austin. They took advantage of a private tour and shopping session before taking in the other shops and restaurants downtown. Meanwhile, back at the Resort, attendees heard from Brad Conlon, VP-national accounts, DR Horton, as he discussed the general purchasing structure of a big builder and how they make decisions on products and trades. This session really shared insights on what makes a builder tick and served as a nice breaking point before the Industry Luncheon & Awards. During the annual luncheon, WWPA presented its Safety, Service and Master Lumberman Awards (see pages 62-63 for further WWPA coverage). After lunch, Brian McCoy, president and CEO, McCoy’s Building Supply rounded out the day’s education sessions by sharing how his company braced themselves for Hurricane Building-Products.com

ASSOCIATION president Marc Saracco received farewell gifts, including a beach towel and suntan lotion, as he prepares for new opportunities in California.

Harvey and the challenges that faced them in the aftermath. He spoke to his leadership through this time and

how he led his company to best serve their customers in need and build back Texas with a mission and purpose.

LEGENDS: [1] Grant Phillips (center) moderated the Legends of Lumber panel, with Mike Phillips and Rick Ekstein. [2] Keynote speaker/ Navy SEAL Rear Admiral (Ret.) Scott Building-Products.com

Photos by The Merchant

NAWLA LEADERSHIP CONFERENCE

The evening was capped with the annual Chairmanâ&#x20AC;&#x2122;s Dinner, this year hosted by outgoing NAWLA chair-

Moore. [3] Rick Ekstein, Clark Spitzer. [4] Mike Limas, Thomas La Vere. [5] Mary Ann & John Stockhausen. [6] Vicki & Carl Lamb, Mary Jo & Joe Honochick. [7] David Brown, Mark Wells.

[8] John & Pam Arlich. [9] Laurie McCabe. [10] Morgan Wellens, Ian McLean, Brandon Desyatnik. (More photos on next 3 pages)

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Photos by The Merchant

NAWLA LEADERSHIP CONFERENCE

man Jim McGinnis and incoming chairman Nick Fitzgerald. They presented updates to the organization and the announcement of the return of the John J. Mulrooney Award that will be presented at Traders Market this fall. The night ended with dancing to some crowd-favorite hits played by local artist, Haywire. Tuesday, the final day of events, finally brought some nicer weather. After time networking with table-top exhibitors, attendees convened in the main event space to hear from keynote

speaker, Scott Moore, Navy SEAL Rear Admiral (ret.), as he shared stories of teamwork and focused on how to transform individuals into a cohesive team. Attendees also heard from Laurie McCabe, marketing & sales supervisor, TradeTec Computer Systems, reflect on how the modern sawmill has evolved into the array of technologies that it is today, how those technologies are being maintained, and what that means for the future as mills become more integrated into the IoT (Internet

NAWLA honored its [11] outgoing chairman Jim McGinnis, Karli & Davis McGinnis. [12] Dan Semsak, Cinius Lee, Randy Schillinger, Mauricio Bravo. [13] Julie McLean, Emy Trousdale, Sally Killgore. [14] Wayne Trousdale, Ian McLean. [15] Rob Hruby, Nancy & Kent Beveridge. [16] Todd Lindsey, Jim Enright, Phillip & April Odom. [17]

of Things). Back by popular demand, the Legends of Lumber session rounded-out the eventâ&#x20AC;&#x2122;s program on Tuesday afternoon. Rick Ekstein, CEO, Weston Forest, and Mike Phillips, president and COO (retired), Hampton Affiliates, shared their history, experience and industry insights with attendees. Grant Philips moderated the interactive session where attendees asked questions the two Legends of Lumber could respond to.

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20 Sam Sanregret, Julie & Mark Resper. [18] Lawrence Newton, Harris Gant. [19] Mark & Julie Kasper, Ryan Chandler, Dave Destiche. [20] Jen & Kip Fotheringham. (More photos on next 2 pages)

Building-Products.com

Photos by The Merchant

NAWLA LEADERSHIP CONFERENCE

NAWLA LEADERSHIP conference attendees (continued from previous page) included [21] Steve Swanson, Steve Killgore. [22] Daphne & David Cox. [23] Mark Swets, Marc Saracco. [24] Nick Fitzgerald, Mike Mordell. [25] Marilyn Hendrick, Aly Kingsley, Mark Auxier. [26] Brandi & Warren

Reeves. [27] Richard Fortunaso, Donna Whitaker, Bart Bender. [28] Nicholas Peterson, Anthony Muck, Lori Hart. [29] Mark Erickson, Cinius Lee, Jake Orand. (More photos on next page)

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NAWLA LEADERSHIP CONFERENCE Photos by The Merchant

NORTH AMERICAN Wholesale Lumber Association drew hundreds to Texas for its annual Leadership Conference. [30] Rob & Amy Latham, Carly & Kevin Dodds. [31] Steven & Elizabeth Rustja. [32] Chris & Melissa Knowles. [33] Tom & Kimberly Gennarelli. [34] Shelly & Scott Elston. [35] Frank Deshler, Jim Sullivan. [36] Mike & Jessica Severance. [37] Alden & Amy Robbins, Karen, Cal, Annie & Henry German. [38]

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May 2018

Nicole Lewis. [39] Devin Stuart, Phil Duke, Laura Ebersbarger. [40] Paul Owen, Eric Hansen, Kevin Cheung. [41] Trish & John Morrison, Paige & Mark Westlake. [42] Eric Schooler, Susan & George Emmerson. [43] Brian Boyd, Barbara & Steve Boyd. [44] Shenell & Grant Phillips. [45] Stephen & Melanie Rykard. [46] Marc Saracco, Claudia St. John.

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May 2018

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NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION SPECIAL REPORT

Delivery debacle

Perspective from the trucking side Root Causes I ’s no secret that trucking customers—lumber, beam and panel producers included—are struggling to move product from Point A to Point B on schedule. The frustration flows both ways, however, as carriers find themselves with trailers that are road-ready but that remain parked and unseated. Demand for their services is there, but the drivers are not. The American Trucking Association (ATA) doesn’t see the problem abating anytime soon, with the current estimated shortage of about 50,000 driving professionals potentially expanding to 174,000 by 2024 unless something gives.

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May 2018

Before talking solutions, however, there has to be an understanding of the underlying problems. According to Andrew Owens, CEO/manager at A&M Transport, Glendale, Or., and Rick Benton, owner of Center-Line Group in Dallas/Fort Worth, Tx., these are a few: • Stigma/image: Trucking isn’t “glamorous.” • Demographics: The overall employment sector is in crisis. The worker shortage is widespread, affecting everything from transport to nursing. • Regulation: Federal mandates requiring drivers to

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replace paper records of their time behind the wheel with electronic logging devices (ELDs) has put off some seasoned drivers. Whether they are resistant to technology or dislike the “Big Brother” potential of digital tracking, many are not on board.

What Needs to Happen?

For starters, Owens and Benton insist, the stigma staining the profession must be scrubbed away. It’s not particularly sexy, they acknowledge, but it can be a pretty good living. According to Owens, A&M’s top driver earned nearly $80,000 last year accompanied with a robust benefits package. “That’s not chump change,” he says. Benton agrees, noting that salaries for experienced truckers at big carriers can approach six digits or more. “They’re making as much money as management at some levels,” he says. “But the thought process is just not there, to try to direct kids to a trade side.” Both industry insiders point out that, for so long, it has been drilled into students that they must attend college to be successful. But post-secondary education isn’t for everyone, they insist, and many of these future workers could find careers in the trades—including trucking. Owens is pinning a lot of hope on these young workers. Generation X, he explains, turned out to be relatively small in size, which has had the effect of shrinking the workforce. He is confident, however, that Millennials—the biggest generation in this country’s history—will help turn things around. “With numbers, you get productivity,” Owens says, though it may take a while for the workforce to right itself. Attracting Millennials to trucking will no doubt be challenging, he admits; but this demographic loves technology; and that’s one aspect that could work in the industry’s favor. Today’s trucks are loaded with mobile communications and all kinds of other bells and whistles, Owens reports, making the experience “like driving a little spaceship.” Recognizing Millennials’ proclivity for all things technology, he says, also means using social media to reach them. For existing drivers, the fallout from ELDs has been offset somewhat by the rollback of a 2013 regulatory change that the trucking industry opposed. The repeal alleviated some of that pressure, but Owens believes that introducing greater HOS flexibility would be even more driver-friendly. Recently, a Texas law maker introduced legislation that would “modernize” current HOS for drivers and create more flexibility and efficiencies. Owens is hopeful Congress will follow through on this much needed legislation.

through trucking school with the caveat that they commit to the firm for a period of time. After completing their education and getting some road time under their belts, they may be tasked with training new recruits. “Here you have a guy who’s been out on his own driving for six months… he shouldn’t be training,” Owens chides. Although it’s happening, he says it isn’t happening on a large scale. More likely, he says you’ll find carriers enticing drivers with sign-on bonuses and similar perks. For example, experienced drivers who join his 150-truck outfit receive a sign-on bonus plus full access to benefits on the first of the month—even if they started on the 31st. With benefits normally not taking effect for two months after a start date, Owens says that’s a great incentive—for any industry. A&M and others also have found relief through the federal EB-3 visa program, which helps foreign workers legally immigrate to the United States for employment purposes. Not only does it ease the shortage, but bringing in drivers and their families from Mexico aligns well for the regional carrier, which is in its third generation of ownership and prides itself on a family-oriented culture.

A Lumber-Oriented Solution

Benton, whose company is not a carrier but a manufacturer of curtain-side flatbeds, says the product is itself something of an answer to today’s trucking crunch. Given the shortfall of drivers, he reasons, tenured operators are an important asset; and the design of his trailers protects that asset by “increasing the productivity in the material handling of product.” The upper structure that Center-Line adds to a standard flatbed allows workers to remain safely on the ground to tarp the load and gives them access to any part of the trailer at any time during their haul. While not ideal for all products—Benton says televisions wouldn’t be a good fit, for example—Sheetrock, moulding and the like work well with curtain-side trailer loads. In the building materials industry, more than in others, he has observed that the ability to deliver product in a professional and timely manner often means the difference between a sale or not. Curtain-side trailers are especially beneficial in moving product from lumber distribution centers to the customer base. “Those trailers go out and they may make 10-15 deliveries a day,” he says. “In order for them to protect the load, get in to a customer, offload, and move on, this allows them to perform this function.” The approach not only addresses insurance issues, but allows older drivers work as long as possible before retiring.

What Is Being Done Now

Contrary to chatter in some corners, Owens denies that carriers are lowering hiring standards—by not requiring drug testing, say—in order to get more drivers in the door and on the road. That’s because, he explains, we aren’t the ones who dictate the criteria—the federal government is. “We don’t make the rules,” he says. Federal DOT, for example, stipulates what’s required for a CDL (commercial driver’s license), and regulation like that is what steers staffing practices. Insurance requirements also are a big factor, both he and Benton add. What is suspect, based on what Owens has learned from A&M drivers that previously worked for other carriers, is that some companies are putting inexperienced drivers

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May 2018

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NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION SPECIAL REPORT

Hiring Case Study A RoyOMartin integrates marketing into recruitment campaigns

s the workforce continues to evolve, companies are choosing to find alternative measures to reach top talent. Gone are the days of simply posting on job boards and letting employees find you. Instead companies are being proactive, opting to invest in brand positioning, while touting employee perks and company culture as rationale for why prospective employees should call their company “home.” If that sounds more like marketing than recruiting to you, that’s because this new practice borrows a number of tools from the marketing discipline. We spoke with Leigh Ann Purvis, corporate communications manager, and Donna Bailey, vice president of human resources, for some insights into how Alexandria, La.-based RoyOMartin has blended marketing and recruitment in order to appeal to

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the interests and demands of today’s workforce. NAWLA: What is your approach to recruiting top talent? Bailey: Recruiting top talent is our goal throughout all of our recruiting efforts. It is not just about posting on a job board anymore; it is about creating an experience and recruiting socially. Today, candidates are not afraid to move halfway across the world to the right “place” for a career, referring to a company’s culture and environment, rather than geographic location. Jobs are no longer just about salary, but rather, include considerations regarding company reputation, advancement opportunity, and opportunity cost. These candidates question every career move, wondering, “How will the company look on my resume?”

May 2018

P u r v i s : We o f f e r s e v e r al touch points to engage potential RoyOMartin team members. Probably the most effective way is through our social-media presence. We have been active on Facebook for a number of years and have increased our activity on LinkedIn, Twitter, and Instagram as well. These forums allow us to interact with followers of all types, including jobseekers. For recruiting, specifically, we share job postings, promote career fairs, and answer candidates’ questions. Job postings are linked to our newly designed corporate website, which allows candidates the opportunity to submit a resume for most positions. Our local educational partners and Louisiana and Texas job centers also provide us with applicants and ways to engage them through career fairs. Building-Products.com

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Networking with other businesses—such as through trade and professional associations, Chambers of Commerce, and nonprofits—allows us to collaborate and stay current on workforce-development initiatives and trends. NAWLA: What emphasis does RoyOMartin place on marketing for recruitment of talent? Bailey: These days, human-resources departments need to function more like marketers. At RoyOMartin, ensuring that our company brand is clear and attractive is a main element in our recruitment and talent-acquisition activities. A solid brand attracts top candidates, while giving them an inside look at what it’s like to work for our company. Most candidates will not accept a job with an organization that has a bad reputation. Therefore, we utilize marketing strategies to concentrate on talent acquisition instead of simply recruiting. Talent acquisition is a cyclical approach geared towards building relationships, anticipating future hiring needs, and creating a sustainable pool of candidates. One example of this in our company is a proprietary year-long high-school program, called WoodWorks, that teaches students to become work-ready. We have experienced great success with this program for the past 10 years. In fact, 33% of team members at our Oakdale, La., OSB facility are WoodWorks graduates. Marketing has been a big piece of this program. Purvis: At RoyOMartin, we view recruiting as part of our corporate-level marketing communications and public relations strategy. Many years ago, our leaders put in writing their mission to be “employer of choice” in the areas

in which we operate. That value is one we communicate publicly, and our employee-driven compensation practices and benefits package speak to that. It’s also important to note that we don’t wait for a position opening to undertake recruiting efforts. We consider every day a day to promote the organization and its people. We are blessed to have many long-term RoyOMartin team members who provide us with a number of quality candidate referrals. In fact, most of our recruitment advertising features these employees. NAWLA: In terms of outreach, do you cast a wide net or continue to return to certain outlets?

Everything we do sends a message in the public eye. To truly attract top talent, the message must be right. At RoyOMartin, we accomplish that by: * Showing how our company is unique, focusing on our values, safety culture, unique career paths, and stewardship by being a face in the community, “made in the USA,” and by maintaining our Forest Stewardship Council (FSC) certification on our forest-management practices and wood products. * Creating experiences consistent with our brand, such as interactivity through video, images, social media, and educational materials. * Showing we appreciate diversity, multi-generational hiring, industry experience, and culture. * Keeping our message consistent in all communications, such as career portals, social media, job listings, and candidate screening and interviewing processes. Bailey: At RoyOMartin, we strive to be the employer of choice in all that we do. We feel we have experienced success with this strategy due to our concentrated effort on branding. Because we have been successful with our branding, applicants are eager to work for us, and we receive unsolicited resumes on a regular basis. Therefore, we typically utilize our proven outlets for outreach and are spared the higher cost of widening the net. NAWLA: Are there certain outlets that have delivered better returns than others? Bailey: Digital ads and social media have been the big hitters over the past few years, which is not surprising. Digital ads have proven more successful for us than traditional media, plus using digital ads allows us to measure our success and share valuable data with our leaders. This real-time data allows us to adjust our hiring strategy midstream, if needed, to achieve the desired end result. Such metrics are virtually impossible with traditional media. Using social media for recruiting and talent acquisition has also proven to be an effective method for our company. When jobs are posted on our social-media pages, they reach people who are already following our company. What better candidate to attract than those who are already existing advocates of our brand?

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NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION SPECIAL REPORT

Hiring Case Study B

Roseburg shifts to an active approach for recruiting top talent S imilar to a number of companies in the forest products industry, conversations about recruitment go hand in hand with conversations about a company’s marketing and communications strategy. That certainly remains the case for Roseburg, a company that sees marketing and recruiting as tactics that go hand-in-hand with one another. While they address this symbiotic relationship, their attention is currently turned toward the development of an internal recruiting team for the first time in the company’s history. Earlier this year, Roseburg hired Christine Collins as its first director of recruiting. Collins had been one of the company’s contracted recruiters for the previous eight years, and bringing her on full-time was a strategic move to harness her industry knowledge and empower her to build out a proactive, innovative plan for the future of the Roseburg’s recruitment. Why now? The answer is simple: the industry has evolved to a point that it has become necessary to take an active, rather than passive approach to recruiting top talent. “It used to be in our industry— if you go back not even 20 years— that the common approach was if you needed a supervisor you asked your managers and supervisors, ‘Who’s a good supervisor at the mill down the road?’ and then you went down the road to look for that particular supervisor,” said Kelleye Wise, senior

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vice president of HR & labor for Springfield, Or.-based Roseburg. Wise went on to say that it was incredibly common, especially on the operational side, to see mill managers and supervisors rotate through a couple of plants over the years. “The industry was really internalized,” said Wise. Over the last 15 years, however, these localized pools of candidates are decreasing. As you look down the I-5 corridor, for example, the number of wood products companies has rapidly shrunk, forcing companies

May 2018

like Roseburg to go farther outside their typical radius when looking for candidates. This is especially true for positions in HR, finance and IT, where industry knowledge is seen as a skill that can be acquired with training rather than a requisite for employment. Rebecca Taylor is an example of an employee whom Roseburg looked outside of the industry to fill a position. She was recruited from the healthcare industry and now serves as Roseburg’s corporate communications director. Building-Products.com

“It’s been two and a half years now. I had a steep learning curve, but I felt very supported,” said Taylor. “You have a certain set of skills you just have to apply to a different arena.” Identifying skills that are critical to positions is just as important as identifying the strengths and weaknesses of a potential candidate. Knowing as much as you can while prospecting will put an HR team in the best position to not only fill staffing needs, but also to retain employees. “We look for what’s called humble, hungry, smart,” said Wise. These traits are borrowed from the book The Ideal Team Player by Patrick Lencioni. All Roseburg HR staff are trained in this process and look for these traits in the candidates they are recruiting and interviewing. Not only do they find that this gives their HR team focus, but it also allows them the opportunity to identify candidates much earlier on who may have incredible work experience on paper, but just don’t meet the criteria for “fit.” Ideally this approach helps to avoid people joining the company and realizing a few days or month into employment that it isn’t going to work from one side or the other. To date, this approach certainly seems to have been working. Roseburg has a high retention rate, with turnover averaged at just under 15% over the last five years. The industry average for turnover is 25%. Utilizing the “humble, hungry, smart” method isn’t the first time that Roseburg has placed value on external methodologies for recruiting and evaluation of their staff. A number of years ago, the company implemented the Hogan Tests and Assessments, which uses 11 personality scales to help leaders recognize shortcomings, maximize strengths and build successful teams. The test isn’t seen as a pass/fail model, where candidates have to achieve a certain score to even be considered for employment, but rather as a way to highlight strengths and weaknesses. This approach allows Roseburg to tailor training and coaching to individuals who may need professional development in certain key areas, as highlighted by the evaluation, and are able to fuel their success as new members of their teams. “When we do hire someone who may have an opportunity to improve in a certain area, depending on what position they’re coming into, we provide training to augment and strengthen those areas that could be stronger,” said Collins. Another key way that Roseburg has continued to strengthen its staff is through their internship program. A few years ago, the program was restructured to make it more mutually beneficial—students are able to learn and Roseburg is able to attract top talent just out of their undergraduate programs. “We get 25 to 30 interns ever summer and last year we hired four or five of the interns after they graduated from college,” said Wise. “From that standpoint the program has been successful.” Those benefits extend far beyond their internship pool as Roseburg is also increasing their visibility at a grassroots level. Previous interns are wearing branded apparel and walking around campus and are then able to answers questions and shed light on their experiences with the Roseburg. These interns function as brand ambassadors and have helped to a point that Roseburg representatives attend job fairs and are able to skip the explanation of what Roseburg is and where they’re located and dive into specifBuilding-Products.com

ic benefits for potential internship program candidates. “We had been limited to the Pacific Northwest, but in the last couple of years we’ve pulled candidates from Cal State, Penn State, and Louisiana Tech just to name a few,” said Wise. Making the company attractive to students and millennials extends beyond name recognition, and Roseburg has taken steps to address those needs as well. “Nearly all of our plants are located in rural communities, which is an increasing challenge because most millennials do not want to live in rural communities,” said Wise. That fact is one of the major influences for relocating their corporate office from Dillard, Or., to Springfield in 2016. The move brought jobs for those in finance, IT, sales, HR and a few other positions to an area that has more of an urban vibe. Dillard has a population of 478 compared to Springfield’s population of 61,893. While not a full blown urban environment, the location in Springfield has more of the features that the younger workforce demographic finds to be attractive. “I think where we are now as a company is that Roseburg has taken a good step to get on the level with other wood products companies who have internal recruiting teams. This is a big step for Roseburg,” said Collins. When we connected with the team, Collins was currently on day 27 of her full-time employment with Roseburg, but the team has big plans for recruiting in the future. They’re poised to be a company to watch as they put these plans into action to continue to build their pool of candidates.

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NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION SPECIAL REPORT

One event. Big impact.

NAWLA’s 2018 Traders Market returns to Chicago this fall I n-person exposure to current and prospective business partners through networking is consistently cited as the most important factor in the decision to attend the North American Wholesale Lumber Association’s Traders Market. Attendees at last year’s event raved about the value of those interactions by saying: • “In my opinion, there is no better

time and money spent during the year to develop business relationships that that invested in the Traders Market,” said Matt Hamilton, general manager, Klumb Lumber Co., Atlanta, Ga. • “NAWLA Traders Market is the best event where suppliers, customers, and colleagues can meet at a central location,” said Curt Stuckey, general manager, Wholesale Wood Products, Dothan, Al. “I always get a lot done in

NETWORKING OPPORTUNITIES abound on and off the show floor

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the three days I spend at the event.” • “We see more customers at the NAWLA [Traders Market] than any other event,” said Jim Olson, sales manager, Coastal Forest Resources, Chapman, Al.

Traders Market by the Numbers 3 Days 1,400+ Attendees 20,300 sq. ft. of Show Floor 250 Exhibitors

With its return to the Hyatt Regency Chicago, Nov. 7-9, the 2018 Traders Market will once again deliver countless opportunities to build relationships and create business opportunities in one of the most historically popular venues for the event. “Chicago, once again, provides a great background for this NAWLA cornerstone event. Having access to hundreds of entertainment and dining options located in close proximity, makes networking with customers and prospects after Traders Market hours easy,” said Clark Spitzer, chief operations officer for Snavely Forest Products, Pittsburgh, Pa., and 2018 Traders Market committee chair. “The city seems to be a crowd-favorite location and is very accommodating to Building-Products.com

Introducing a more versatile screw plug solution

The DCU screw plug solution: fasteners and plugs sold separately to improve inventory turnover Simpson Strong-Tie offers composite deck and trim plugs à la carte to help you mix and match your inventory and reduce issues associated with discontinued colors. Our screw plug solution is designed to complement our Quik Guard® coated and stainless-steel Deck-Drive™ DCU Composite screws (sold separately), which install easily by hand or with our Quik Drive ® auto-feed screw driving system. Provide your customers with a clean finish and your business with a more versatile product offering. To learn more, visit go.strongtie.com/dcuscrewplugs or call us at (800) 999-5099. © 2018

Simpson Strong-Tie Company Inc. SREWPLUG18D

NAWLA members. We’re excited to return this fall.” For more than 20 years, the key players across the lumber supply chain—wholesalers, manufacturers and transportation and related service providers—have converged at the Traders Market for the chance to accelerate their companies’ long-term growth and success. “Simply said, Traders Market is the place to be. It’s the only trade show that brings together organizations from all facets of the forest products industry all in one location. The ability to meet face-to-face with more than 250 industry leaders and build new relationships in such a short, concise trip is invaluable to your business,” said Spitzer. “Outside of the eight hours of trade show floor hours, there are plenty of opportunities and networking events to have conversations with attendees to broaden your network share ideas with business leaders.” The central feature of the Traders Market, its trade show floor, will retain a similar schedule and layout as in years past, to help attendees maximize networking opportunities

NAWLA 2018 Traders Market Nov. 7-9, 2018 Hyatt Regency Chicago Chicago, IL Registration Opens in June at nawla.org

throughout Thursday Nov. 8 and the morning of Friday Nov. 9. In addition to the many connections attendees will make just by walking the aisles during show hours, there are two networking receptions where buyers and sellers can continue conversations at the event. Other popular aspects of the event that participants will experience in Chicago include Networking Central for impromptu meetings on the show floor, an event-focused mobile app with interactive floor plan and attendee messaging capabilities for ease in locating and scheduling meetings with exhibitors, and enlightening education session. In addition to the usual Traders Market schedule of events, this

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ALWAYS-BUSTLING show floor is the heart of the annual NAWLA Traders Market.

year Traders Market can continue t o c e l e b r a t e N AW L A’s 1 2 5 t h Anniversary. This added dimension to the event this year should encourage attendees to continue sharing their My NAWLA Story with others to demonstrate the benefits of this longstanding institution. A d d i t i o n a l l y, t h e J o h n J . Mulrooney Award will return to NAWLA after taking a several-year hiatus and the 31st recipient will be announced at Traders Market. This prestigious award is presented to an individual who has made significant contributions to the forest product industry and demonstrated strong personal integrity and a record of service to others. Nominations are currently being accepted for this award and the Mulrooney Award Committee will present this award on Thursday, Nov. 8 at Traders Market. Registration opens in June for the Traders Market and the Wood Masters course. NAWLA will once again restrict Traders Market attendance to NAWLA members only. To ensure you can attend, be sure your membership is renewed or new member application is submitted well in advance. Those interested in exhibiting may also secure their booth space now, on a first-come first-served basis. Visit www.nawla.org to learn more about the event, and check back often and new details are provided. Save the

May 2018

date and start planning your trip now. Those planning to attend Traders Market are encouraged to arrive in Chicago a day early to take advantage of high-caliber training tailored to industry professionals at NAWLA’s third annual Wood Masters course, Nov. 6-7 in Chicago. Past courses have helped participants build advanced negotiation, communication, time management, prospecting, memory and other skills related to improved performance.

Wood Masters Nov. 6-7, 2018 Hyatt Regency Chicago Chicago, IL

Across the two-day course, presenters employ a combination of case studies, presentations and panel discussions to maximize knowledge retention. Registration for this course will also be available in June, and must be completed separately from Traders Market registrations. Learn more and sign up for this limited-enrollment learning opportunity at www.nawla.org. Building-Products.com

NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION SPECIAL REPORT

Managing information By Dave Kahle

’m spending more and more time dealing with information. It’s squeezing out my selling time.” Welcome to the information age. You are not unique. This problem of information inundation is a relatively new but almost universal threat to your livelihood. Four or five years ago, salespeople were not too concerned with it. Today, dealing with information is so critical that it is an important part of almost every seminar I present. Here’s the issue: Technological advances in recent years have multiplied the amount of information that you must handle. The quantity of information landing on your lap has increased from sources all around you. Think about how much information you must keep about your customers. A few years ago, it was okay to keep everything in your head. Today you need forms, documents, files and systems, both electronic and paper, to keep it all straight. Consider the technical details of the products and programs you sell. Aren’t they more complex and sophisticated than just a few years ago? And all that complexity takes the form of additional information that you must organize and master. What about the computer systems you use and the information produced by them? Most salespeople I know could spend eight to 12 hours a week just reviewing computer printouts if they so choose. Add in memos from the boss, service bulletins, price increases, government regulations, new product specifications, the details of ever more complicated applications, etc., and your job is awash in information. The sheer volume of information coming at you is like an approaching tidal wave. If you don’t create some safe haven for yourself, you’re going to be rendered ineffective by the absolute mass of information. Imagine how many precious selling hours you could waste each week if you don’t harness that tidal wave of information. Or, imagine the time robbed from your family and personal life by the time it takes to handle more and more stuff. It’s time to recognize the problem for what it is: A serious and malevolent new threat to your effectiveness. So, what do you do? How do you overcome this threat? How do you get control over the flow of information and protect your valuable selling time? Defend yourself! One strategy is to become defensive. In other words, to develop ways to defend yourself from being overcome with useless information. The idea is to keep tempting but useless information from stealing your time.

“I

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May 2018

To do so, you need to understand and implement two key processes. The first is “screening.” Imagine the screen on your window. This fine mesh allows those breezes that you want to flow into the house, while it keeps out of the house those insects that you don’t want. So, it allows in that which you want, and keeps out that which you don’t want. That’s the idea behind the process of screening—allowing in that which you want, and keeping out that which you don’t want. Unfortunately, you can’t surround yourself with a physical screen. But you can implement the discipline of “screening” all the information that comes your way. To do so, you need to establish the habit of quickly assessing every piece of information that cries out for your time and to quickly decide if it is likely to be useful. Useful is the key and operative word.

If your quick perusal of a piece of information leads you to believe that it may be useful, you let that piece in. If you believe it will not be useful, you keep it out. In other words, you dispose of it. Let’s imagine a scenario. You’ve come into the office and pulled a pile of stuff out of your mailbox. The first thing you see is a new price list for a product line you rarely sell. Is this useful to you? Probably not. You throw it out. Next is a service bulletin on a piece of equipment that you haven’t sold in years. Is it useful? Probably not. Out it goes. Next is a computer report comparing last year’s sales in three product lines to the sales from two years ago on those same lines. Is it useful? In the round file it goes. Finally, there’s a memo from the boss outlining the agendas, location and schedules of sales meetings for the next two months. Better hold on to that one. You continue on this way, quickly appraising every piece of information, and disposing of every piece you deem to be not useful. This whole process may have only taken a few seconds. But your disciplined “screening” process kept a lot of “useBuilding-Products.com

less” information from sucking away your time. The net effect was that you created more selling time for yourself by disciplining yourself to keep out that which is useless, and to allow in that which is useful. Okay, so now you have a pile of stuff that, on first glance, looked like it might be useful. Now what do you do? Implement the second key process—triaging. You may be familiar with the word. It has a medical origin. In every hospital emergency room, there is someone who performs the triaging function. They make a quick assessment of the condition of the incoming patients, and then send them to different degrees and types of treatment depending on that initial assessment. So, one person is told to wait in the waiting room for a while longer, another is sent directly to the OB department, yet another is admitted to surgery, etc. The person who does the triaging sends each patient to a location for treatment based on that initial assessment. That’s what you do with the pile of information on your desk. You look at each piece of information, and send it to the location where it can be dealt with appropriately. So, for example, you have a spot for “Read and handle immediately.” You have a file for “Put this stuff into my account folders.” You have a folder for “Study this when you have time.” You have yet another marked “File with product information.” Now that you know what your options are, you are ready to “triage” the pile of information on your desk. Look at each piece, and place it in the location where you can deal with it appropriately. If you have thought about this beforehand and arranged an effective file system, this process may take you a just a few moments. At the end of that time, you have everything in its place and you can

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now deal with it in the time and place you choose. You sit down with the “Read and handle immediately” pile and process it. The “study this when you have time” file goes in your briefcase to be reviewed while you are waiting for appointments, or on those occasions when you are having lunch by yourself. The stuff for “account folders” and “product folders” goes home with you and is reviewed and filed in your home office all at once on Friday afternoons or Saturday mornings. By implementing these two disciplines, you’ve taken what could have been an hour or two of information-engagement and turned it into a few moments of disciplined involvement on your part. You’ve gotten back hours of selling time, and not allowed the tidal wave of information to wash you away. This process of screening and triaging can work for you with any kind of information. Apply it to your list of daily emails and email attachments. Ditto the stuff in your inbox, and the pile of envelopes and catalogues that appear every day in the mail. Do the same with your choice of Internet surfing and TV channel hopping. Unfortunately, the information-rich world in which we live has created a situation where some of the techniques and strategies that used to work for you are no longer as effective as they once were. To maintain your effectiveness in a rapidly changing world, you need to take on new skills and processes. Defending yourself from the tidal wave of information which threatens to drown you is one of them. – Dave Kahle has presented in 47 states and 11 countries, and has written 12 books including the new Good Book on Business. Reach him via davekahle.com.

May 2018

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INDUSTRY News

By David Koenig

Millwork certification program launches orld Millwork Alliance is partnering with Keystone Certifications to introduce a new product certification program. Sponsored by WMA and administered by Keystone, the new program is targeted toward door pre-hangers, and is intended to provide a simplified means for certification while offering competitive product differentiation in the marketplace. WMA CEO Rosalie Leone said, “WMA is excited to be able to offer certification solutions and an efficient process to demonstrate code compliance to our members and the door pre-hanger industry.” The WMA Certification Program will provide third-par-

ty certification for structural, thermal, hurricane impact, insulating glass, and manufactured housing compliance under the WMA and Keystone label. Additionally, Quality Assurance services will be offered for the assessment of manufacturer quality management systems in compliance with requirements for Florida Product Approval. “The recent adoption of WMA 100 in the International Residential Code dramatically simplifies the ability of entry door prehangers to meet the code with minimal testing through certification. The launch of the new WMA Certification Program couldn’t have come at a better time,” noted Jessica Ferris, WMA director of codes & standards. The WMA Certification Program will offer a premier service to the millwork industry, founded on professionalism and a solid infrastructure by WMA and Keystone. Keystone president Jon Hill said, “Keystone Certifications is excited about the opportunity to support WMA in this new venture and to make product certification for the entry door market simple and streamlined.” The Merchant asked Ferris about the breadth and impact of the new program: What exactly will certification prove? • It demonstrates product conformance to specified building code product performance requirements. The certification label on the product conveys to the building code inspector what he needs to know to verify that the product complies to an AHJ’s building code. • It demonstrates to consumers that the product has been tested, analyzed, and rated to specific performance standards by a third-party entity.

WORLD MILLWORK Alliance’s new certification program demonstrates to inspectors that the product is code compliant and to consumers that it has been tested and rated to performance standards. (Photo by Araupel)

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What is the importance of offering certified product for the distributor and for the end-user? • From a marketing perspective, it provides competitive product differentiation. Marketing of certification requirements raises awareness of performance and quality benefits, and it challenges competitive products that are not certified. • It enhances internal quality assurance programs of the certificant, and formalizes their processes and procedures since this is a requirement for maintaining product certification. Building-Products.com

• It promotes standardization of product performance within the marketplace. • And it encourages product development to increase product performance for a competitive advantage. Is certification proof of the viability of the finished product or of the competence of the pre-hanging company? No, certification is the process of certifying through an independent third-party entity, such as Keystone Certifications, that a certain product has passed performance and quality assurance tests or qualification requirements stipulated in building codes and nationally accredited standards, or that it complies with a set of regulations governing quality and minimum performance requirements. Products, once certified are eligible to display a certification mark, such as the WMA product certification label. Are there different types, levels or degrees of certification for door pre-hangers? (Are there already other certification system(s) offered to door pre-hangers?) There are different types of certifications offered by WMA’s sponsored certification program. And there are other certification programs out there that offer similar programs for fenestration products, but none that are tailored specifically for the pre-hanging industry. That’s because the WMA program is the only program that currently offers certification to ANSI/ WMA 100 – Standard Method for Determining Structural Performance Ratings for Side-Hinged Exterior Door Systems, and Procedures for Component Substitution. The WMA Certification Program offers product certification to: • structural standards, such as the ANSI/WMA 100; • impact performance standards; • thermal performance standards established by NFRC (National Fenestration Rating Council); • insulating glass standards; and • manufactured housing standards. What other types of millwork products/producers can be certified? In addition to side-hinged exterior doors, windows and sliding glass doors can also be certified in the WMA program—so all fenestration products.

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WWPA honors outstanding lumbermen at annual meeting Western Wood Products Association honored nine lumbermen with the Master Lumberman Award April 9 during its annual meeting in Austin, Tx., at Hyatt Regency Lost Pines, Austin, Tx. WWPA’s annual meeting was held in conjunction with the North American Wholesale Lumber Association’s annual Leadership Summit. Plans are to meet in concert with NAWLA again next year—March 10-12, 2019, at the Westin La Paloma Resort & Spa, Tucson, Az. The Master Lumberman Award is presented to exceptional lumbermen who have demonstrated professionalism and dedication in fostering the principles of quality lumber management. All nine recipients have been Certified Lumber Graders for a minimum of 20 years and have widespread knowledge of the industry. Recognized this year were Randy Allen, Idaho Forest Group; John Alan Arlich, Mendocino Forest Products; Sam Garcia Jr., Hampton Lumber Mills; Dean Alan Harding, Idaho Forest Group; Ronald D. McCutcheon, Mendocino Forest Products; Jeff Quimby, Bennett Lumber Products; Nathan A. Rasor, Idaho Forest Group; Dave Reader,

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Hampton Lumber Mills; Ray Stegman, Hampton Lumber Mills. WWPA also presented its annual Safety Awards. Lowest five-year incidence rate awards were won by Hampton Lumber, Tillamook, Or. (over 340,000 employee hours annually); Georgia-Pacific Wood Products NW, Coos Bay, Or. (220,000 to 340,000 hours); and Boise Cascade, Pilot Rock, Or. (under 220,000 hours). Feted for lowest one-year incidence rate by district were Interfor US., Longview, Wa.; Georgia-Pacific, Coos Bay; Boise Cascade, LaGrande, Or.; Collins, Chester, Mt.; and Stimson Lumber Co., St. Maries, Id. Honored with Service Awards were Bennett Lumber Products, Princeton, Id., 45 years; Vaagen Brothers Lumber, 35 years; Idaho Forest Group, LLC, Laclede, Id., 30 years; Stimson Lumber, Priest River, Id., 25 Years; Idaho Forest Group, Chilco and Moyie Springs, Id.; Sierra Pacific Industries, Aberdeen, Wa.; and Stimson Lumber, Tillamook, 15 years; and Stimson Lumber, St. Maries, 10 years. (Photos on next page)

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MASTER LUMBERMAN Award was presented by [1] WWPA’s Russ Tuvey to Ray Stegman. [2] Tuvey, Nathan Rasor. [3] Tuvey, Dean Alan Harding. [4] Tuvey, Ronald D. McCutcheon. [5] Tuvey, Sam Garcia Jr.

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Photos by The Merchant

WWPA ANNUAL MEETING

[6] Tuvey, John Arlich. [7] Tuvey, Randy Allen. [8] Tuvey, Dave Reader. [9] Chuck Roady presents a Safety Award to Boise Cascade’s Thomas Corrick. [10] GP’s Fritz Mason, Roady. [11] Roady, Hampton’s Steve Zika.

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NEW Products

Triple Power Lasers The Post Doctor post repair kit eliminates the need for a high-cost brand new wooden fence after wooden posts have rotted from lack of maintenance or have fallen victim of destructive lawn equipment. The system uses the original post and restores it back to its former faรงade, without the hassle of removing or digging up existing posts. The system is designed for fences, posts for outdoor structures, and mailbox posts.

Leica Lino point and cross-line lasers can be operated with Li-ion rechargeable or alkaline batteries or they can be connected directly to the power supply. The triple power concept ensures uninterrupted use. The lasers connect to the precision-made adapters by strong magnets, thus ensuring work is done quickly and precisely. The rotating twist adapters can be set up on edges and profiles or fixed to tubes and rails. The laser is infinitely adjustable in height thanks to the setting wheel on the magnetic wall bracket.

n THEPOSTDOCTOR.COM (937) 665-0464

n LASERS.LEICA-GEOSYSTEMS.COM (877) 412-7467

Healing Broken Posts

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cally reject such an offer. As a result, the buyers face ‘adverse selection’—the only sellers who will accept $750 are those unloading lemons. “Smart buyers foresee this problem. Knowing they could be buying a lemon, they offer only $500. Sellers of the lemons end up with the same price they would have received were there no ambiguity. But the peaches all stay in the garage. “Information asymmetry” kills the market for good cars.” Structural wood panel buyers rely upon qualified inspection and testing agencies like the APA to routinely test and certify the quality of the products they buy. This creates an incentive for individual panel producers to “push” the standard. A passage from Ackerloff’s famous paper: “There are many markets in which buyers use some market statistic to judge the quality of prospective purchases. In this case there is an incentive for sellers to market poor quality merchandise, since the returns for good quality Bamboo Composites accrueCali mainly to the entire group statistic is affected Bamboo is adding to itswhose outdoor product reprather than to the individual seller. As a result there tends to ertoire with all-new rail and post systems and fresh be decking a reduction in the average quality of goods and also the colors. size ofRails the market.” and posts are color-matched and made When industry is young,composite industry production techof the the same ultra-durable material as nologies vary little and raw materials are relatively homoTruOrganics–Cali’s low maintenance planks, which geneous (e.g., OSB), this isn’t a major problem. But it is a are especially popular for their authentic wood grain serious problem when the inspection and testing agencies beauty. This ensures finished decks are more cohefind it difficult or impossible to keep up with a very rapidly sive in their overall look, performance and ease of changing industry. An example would be today’s overlaid installation. Douglas fir plywood industry. There are rapid changes underway on both the demand side (e.g., much higher alkan CALIBAMBOO.COM linity (888) concrete mixes are now essentially “pulping” con788-2254 form panels) and on the supply side (e.g., much reduced

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

Overcoming the Market for Lemons

How can individual panel producers overcome this “lemons market” problem, their industry’s “race to the bottom,” and depressed industry sales levels? They can offer company-specific product performance guarantees. Another approach is to more aggressively brand products. In either case, the mill’s products need to be clearly differentiated from their competitors’; as we discovered earlier, industry-wide, third-party quality certification is important but not sufficient. Like car buyers, panel buyers won’t chance paying peach prices when they may actually be POS buying aAssurance “dressed up” lemon. on the Job ForPOS someAssured structuralbypanel differentiaECi producers, Software product Solutions is an tion requires a major change in company culture. offline option for Spruce and RockSolid MAX soft-For instance, is verybusinesses difficult totoproduce ware. Itit allows processinnovative, emergencydifferenfront tiated products for the end use market if doescounter sale transactions when accessthe to company their cloudn’t based also adapt a different supplier-buyer mindset. Suppliersystem isn’t available. partners to internet the structural wood panel In are the often eventcritical of store connectivity prob-producer’s differentiation. lems, power outages, or other temporary connection As industry competition focus more more issues, the system offers comes a quicktotransition to and offline upon only one of the “4P’s of marketing”—price— mode and queues sales data. Once connectivity is “lemons” to proliferate and industry sales volume restored,tend queued data synchronizes with the business tends to decline. system resulting in complete transaction records with – Roy Nott is president of Surfactor Americas LLC, Aberdeen, no duplicates. Wa., a German-owned producer of overlays, glue films, and press n ECISOLUTIONS.COM cleaning films for the global wood panel industry, with manufac560-9068 turing (800) operations in Finland, Germany and Malaysia. Reach him at roy.nott@surfactor.com.

The beauty of the forest is yours to sell Fencing • Decking • Timbers • Dimension • Siding

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66 n The Merchant Magazine Building-Products.com

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(831) 457-5039

September 2017

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Perfect Spirals Trex Spiral Stairs added a new Multi-Line Handrail system to its collection, designed specifically to complement the view-enhancing spacing and sleek styling of cable and rod railing. The new option provides a functional, space-saving alternative to standard stairs. The ultra-thin, metallic railing balusters create the illusion of cascading cable railing winding its way down the staircase, while offering the strength and durability of stainless steel. n TREX.COM (800) 289-8739

The Right Kind of Tread

L.J. Smith’s Square Nosed Tread Collection is a selection of treads, false treads and landing tread all featuring square nosing. Available in lengths of 42”, 48” and 54”, the treads come in red oak and poplar wood species. There are plain treads, treads with miter returns on one end (that are reversible), and treads with miter returns on both ends. The treads are made to harmonize with many home designs, including Contemporary, Retro, Modern and Craftsman. n LJSMITH.COM (740) 269-2221 Building-Products.com

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Stronger Walls

Drive, Plug, Tap

Wooster Brush Co. has extended its Bravo Stainer line to include 2-3/4” brushes in both blends. Designed to offer excellent quality and versatility for nearly any staining project, Bravo Stainer brushes are available in a variety of sizes in both 100% white China bristle and a white China bristle/sable polyester blend.

Johnson’s 1515-PLY Pocket Door Frame Plywood Clip Set delivers a solid inner structure so users can hang cabinets, towel racks, tiles and other heavy materials to pocket door walls. Quick to install, the steel clip set anchors your plywood panels to the pocket door frame split studs and the wall studs. The clip set can be used in 2x4 or 2x6 stud walls and with doors weighing up to 400 lbs.

Simpson Strong-Tie’s DeckDrive DCU screw plug is part of a complete hidden deck-fastening system that also includes the premium DCU Composite and Auto-Set Driver bit. Ideal for decking and trim applications using composite or PVC lumber, the screw plug solution offers a simple way to cover exposed fastener heads that’s as easy as drive it, plug it, and tap it flush.

n WOOSTERBRUSH.COM (800) 392-7246

n JOHNSONHARDWARE.COM (800) 837-5664

n STRONGTIE.COM (800) 925-5099

Brush Up

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Strong-Performing Nailers

National Nail upgraded its 18-gauge Stinger Cap Stapler with an enhanced design that improves performance with easier loading, longer tool life, and tool-free adjustable exhaust. Shooting 200 caps and 200 staples before reloading, the versatile cap stapler now also provides a wider range of operating pressure (up to 120 psi) which makes it ideal for installing roofing underlayments, housewrap and foamboard. n NATIONALNAIL.COM (800) 968-6245

Purple Gypsum

National Gypsum is offering building owners, contractors and homeowners a solution to improve sound heard between rooms without the need for disruptive demolition. Gold Bond SoundBreak XP Retrofit is a 5/16â&#x20AC;? sound-damping gypsum board with a viscoelastic polymer adhered to the back paper. The high-density material is encased in heavy mold-, mildewand moisture-resistant Purple face paper, providing the same sound damping benefit as our original SoundBreak XP board, but with no need to tear down existing walls. n NATIONALGYPSUM.COM (704) 365-7300

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Railing of Distinction Wolf Distinction Railing from Wolf Home Products combines the perennial look of real painted wood with durable, low maintenance materials. Optibracket Technology utilizes a single bracket that can be used in four configurations (22.5°, 45°, flat, stair), making installation simple and seamless. n WOLFHOMEPRODUCTS.COM (800) 388-9653

Since 1980

Barrier Protection Sto Corp. has introduced Sto RapidGuardTM, a single-component, multi-use air barrier and waterproofing material that seals rough openings, seams, sheathing joints, cracks, penetrations, and transitions in above-grade wall construction. Costly shutdowns due to rain can be avoided because the barrier adheres to damp substrates without blistering or increasing drying time. It can even be installed down to near-freezing temperatures. n STOCORP.COM (800) 221-2397

The Most Stable & Beautiful Hardwood Decking & Cladding Available • Environmentally friendly manufacturing process • Made from American hardwoods • JEM™ (Joint End Matched) Machined End Joints • Thermal modification stabilizes the wood, making it 7 times less likely to warp, check, bow, cup, twist, expand or contract • Class 1 durability rating

Also in Stock: Domestic & Imported Hardwood Lumber & Plywood • Custom Moulding & Flooring Hardwood S4S • Solid Wood Glued-Up Panels & Countertops

Mount Storm Forest Products

5700 Earhart Ct., Windsor Ca. 95492 Fax 707.838.4413 • Mill Fax 707.838.9690 www.MountStorm.com • Phone 707.838.3177

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Plug Up Your Deck The DuraLife Cortex Plug System helps create a seamless perimeter and stair treads when installing DuraLife composite decking. The system conceals exposed screw heads and since the plugs are made of actual DuraLife boards, the color and wood grain match is exact, providing a continuous, uniform aesthetic. n DURALIFEDECKING.COM (800) 866-8101

Building-Products.com

Spring Hues for Decking AZEK Building Products’ three new deck colors offer a realistic, wood-like appearance, including diverse color palettes, realistic grain textures, and superior durability. The new Vintage Collection colors are Coastline, English Walnut, and Weathered Teak. The collection is backed by an industry-leading 30-year limited fade and stain and a limited lifetime warranty and meets criteria for a Class A on the flame spread index. The lightweight boards make AZEK an ideal choice for both commercial and residential roof decks. n AZEK.COM (877) 275-2935

Superior Service, Products & Support 100% of the Time

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Privacy with Style ODLâ&#x20AC;&#x2122;s Dialogue Layered Glass, a line of designer decorative and privacy door glass, offers subtle beauty. Different patterns are created by printing subtle designs on interior layers of the insulated door glass. n ODL.COM (800) 253-3900

Itâ&#x20AC;&#x2122;s a Wrap Kleer Lumber has added a 10-inch post wrap to its line of KleerWrap porch and column wraps. Also offered in 4, 6 and 8-inch options, the wraps encase existing treated posts to create a beautiful, finished look without the long-term maintenance hassles of wood. They reportedly are simple to install and each one comes with three sides preassembled; the installer applies adhesive to the joints of the three-sided piece and secures it around the wood post, then snaps the fourth side into place and fastens. n KLEERLUMBER.COM (571) 235-1051

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A Bit Much

The Isotope and Torser glasses by Pyramex Safety are ideal eyewear for durability, safety and functionality, and when users need debris and splash protection on the job. Both lightweight models are new additions to Pyramex Safetyâ&#x20AC;&#x2122;s line of sealed eyewear. They offer a wrap-around frame designed for superior side protection, a number of ergonomic features for comfort, and a range of lens options for personal customization to suit almost any task.

Boschâ&#x20AC;&#x2122;s SpeedXtreme SDS-max Hammer Bits are ideal for drilling in reinforced concrete thanks to a 100% full-head carbide tip. The bits offer 5x life in concrete and are optimized for maximum performance in larger heavy-duty rotary and combination hammers. A four-flute design for the bits makes drilling in concrete fast and precise. The four flutes aggressively pull dust away from the work, keeping the bit tip cooler for longer bit life.

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Outdoor Living Manufacturer Acquires Western Distributor

888-807-2580 Bend, OR

www.pelicanbayfp.com DISTRIBUTION LOCATIONS Colton / Fontana / Modesto / Salinas / Stockton, CA PRODUCTS & SERVICES Framing Lumber / Pallet Stock / Industrial Lumber / Softwoods Hardwoods / Cedar / Fencing / Decking / Redwood Custom Cut Stock / Treated Lumber / Tile Battens 3-Hole & Slotted Vents / Custom Cutting / Remanufacturing Heat Treating / Fire & CCA Treating

“Focused on the future with respect for tradition”

Outdoor living products manufacturer Four Seasons Building Products, Holbrook, N.Y., has acquired Las Vegas, Nv.-based distributor AlumaLine of Nevada. AlumaLine distributes patio enclosures, pergolas, windows, screens, doors and awnings from facilities in Las Vegas; Salt Lake City, Ut.; and Denver, Co. Founded in 1953 by Ralph Tate, AlumaLine will continue as a distributor with key leadership integrating into Four Seasons as part of AlumaLine Distribution, A Four Seasons Building Products Company, serving as a new Mountain States Region. Troy Gartell, owner of AlumaLine, will stay on as a business leader with Four Seasons. A division of Latium USA, Four Seasons has factories plus 18 service centers across the country.

ALSC Reviews Import Grading

Off-grade imports from Europe have prompted American Lumber Standard Committee to evaluate West Coast Lumber Inspection Bureau’s grading performance, according to Random Lengths. ALSC’s board of review was scheduled to meet April 27 to discuss the matter and possible future actions, following “continued significant concerns regarding grade quality of lumber coming from several WCLIB mills in Europe for multiple months of production” during 2017. Random Lengths said the primary problems alleged were knot size and placement caused by ripping 2x8 into 2x4, but there have also been more recent complaints of some pieces lacking grade stamps.

Weather Resistant Barriers Climb

Total demand for weather resistant barriers in North America was valued at $4 billion in 2017 and should grow 3.5% annually to $4.4 billion by 2020, according to a new Principia Consulting report. Residential construction, led by roofing applications, accounted for the majority of market demand. Weather resistant barriers penetration into North America has increased over the last several years in wall applications for both residential and commercial markets. For the residential market, although housewrap remains the dominant material for wall applications, other materials have made inroads. In roof applications, synthetic roofing underlayment has increased its share of the market significantly since Principia’s first weather resistant barriers study in 2010. As Sue Ross, Principia’s industry analyst for weather resistant barriers, points out, “Expected industry growth is a function of organic growth in the underlying construction markets, both new and existing structures, and the continued focus on energy efficiency in both residential and commercial construction driving increased market penetration.” The primary channel to market varies significantly depending on whether roof or wall. For roofing underlayment, one‐step distribution is the primary method, for the most part bypassing two‐step distribution. Overall, more than half of weather resistant barrier products flow through the one‐step distributor channel, which includes roofing, gypsum and masonry supply houses. Traditional distributors with a focus on roofing and siding products generally account for most of one‐step distribution sales of weather resistant barriers.

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May 2018

Building-Products.com

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Interest sky high at Mass Timber Conference The 3rd annual International Mass Timber Conference rolled into the Portland Convention Center, Portland, Or., with an ambitious agenda examining the new face of mass timber construction, offering attendees unparalleled knowledge and networking opportunities. Over 1,000 people from more than 20 countries attended the March 20-22 conference, co-produced by Forest Business Network in coopera-

new manufacturing technologies, and design aspects. Embedded in many of the discussions was the ongoing topic of responsibly sourcing wood within the broader context of forest health. “If we’re talking about wood in building construction, we should be talking about forestry, and we are,” said Craig Rawlings, CEO of Forest Business Network. On the opening day of the conference, attendees had the opportunity to visit Freres Lumber’s Mass Plywood Panel manufacturing plant in Mill City, Or. Plant construction was recently finished in December 2017 and MPP production is now running. Freres also had Mass Plywood Panels on display at the show. The company had award-winning firm Lever Architecture and KPFF Engineering custom-design and construct a lounge for the show out of its MPPs. (Visit building-products.com to view a brief video on the amazing construction process.) In all, 62 companies exhibited at the conference. The event closed with a wrap-up panel focused on mass timber mes-

tion with the wood design experts at WoodWorks–Wood Products Council, offered a primer on cross laminated timber (CLT) and other engineered wood innovations, their safety, and their potential in a world dealing with climate change, forest health, and urbanization. Sessions featured more than 70 experts, some from countries with a lengthy history of using mass timber, and covered safety and durability,

MASS TIMBER Conference kicked off with attendees given the opportunity to tour [1] Freres Lumber Co.’s Mass Plywood Panel facility in Mill City, Or. [2] Over 70 present-

The Merchant Magazine n

ers explored a wide range of mass timber-related topics throughout the three-day conference in Portland, Or. [3] Todd Davis, Mike McCollum, Eric Geyer. [4] James Guerard,

May 2018

6 Stacy Thompson. [5] Randy Daudet, James McPherson. [6] Brett McCutcheon, Chad Giese. (More photos on next page) Building-Products.com

ON THE SHOW FLOOR (continued from previous page) [7] DR Johnson erected an impressive display. [8] Freres built a lounge from Building-Products.com

Photos by The Merchant

MASS TIMBER CONFERENCE

saging and engagement, featuring Mike Bradley, a CLT advocate and building contractor from Spokane, Wa; Nicole Miller, managing director of the Biomimicry Institute; Mark Wishnie, director of forestry and wood products at The Nature Conservancy; and Portland-based architect Thomas Robinson, who won the USDA’s award for the Tall Wood Building Competition with his firm’s design of the Framework building. The 12-story wooden building, soon to be built in Portland’s trendy Pearl District, features CLT and other engineered wood as key components. The Pearl building, to be constructed not far from the conference venue, will provide an unmistakable message that mass timber is here to stay.

Mass Plywood Panels. Other exhibitors included [9] International Beams, [10] SCM, [11] SmartLam, [12] StructurLam, [13] WoodWorks,

[14] Sierra Pacific Windows, [15] Nordic Structures, [16] MetsaWood, [17] Koppers Performance Chemicals, and [18] Katerra.

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So Cal GOLF Photos by The Merchant

MAKE A WISH Foundation received a portion of the proceeds from West Coast Lumber & Building Material Associationâ&#x20AC;&#x2122;s April 12 golf tournament at Black Gold Golf Club, Yorba Linda, Ca. [1] Ted Smith, Mark Davis, Ron Hillman, Bart Weber. [2] Glenda DeFrange, Richard Cox, Jennifer Aguilar. [3] Sergio Paz, Mike Nicholson, Raymond Luther, Craig Crafton. [4] Tim Hummel, Chris Skibba, Jeff Donahoo, Dwayne Kurkowski. [5] Paul Corso, John Pasqualetto, Scott Middaugh, John Seely. [6] Fia

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May 2018

15 Faumuina, Michelle Chase. [7] Doug Willis, Steve Brown. [8] Rick Porter, Keith Lyng, Sean Cummings, Lam Huyvd. [9] Andrew Manke, Drew Nicassio, Troy Huff. [10] Sid Thompson, Joey Avalos, Kevin Pubols, John Rainey. [11] Betsy Bendix, Zoey Stapenhorst. [12] Jeff & Lisa Bloch. [13] Brian Bunt, Dave Rogers, Kristina Notrica, Steve Bunt. [14] Thomasyne Salazar, Mike Sambrano. [15] Brian Hurdle, Jamie Dillon, Lovell Williams. (More photos on next page) Building-Products.com

So Cal GOLF

Photos by The Merchant

22 24

WCLBMA (cont.): [16] Adam Doss, Troy Turner, Joe Allotta, Sheldon Doss. [17] Jim Nicodemus, Lance Ford, Terry Rasmussen, Frank Bader. [18] Chris Couwenberg, Dan Lucero, Michael Ochoa. [19] Joe McCarron, Thom Wright, Keith Cotarelo. [20] Elizabeth Hines, Bill Gaita, Michelle Mix. [21] Matt Manke, Scott Whitman, Dan Semsak, Mark Huff. [22] Grant Pearsall, Kenny Powers, Pete Ganahl, Ben Wilson. [23] Deonn DeFord, Dan May, Jack Butler, Kelly Lyon. [24] Tobie Huff, Payton Brown, Tom Angel, Lauren Barber. [25] Chuck Casey, Augie Venezia. [26] Greg Vrooman, Nick Montegano, Byron Lemus.

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LMC shows and tells

NAHB-accredited courses. Featuring two professional facilitators to guide the conversation, the Marketing Idea Exchange began with a case study and ice breakers where the group got to know one another, explored challenges everyone was facing, and proposed new solutions to overcome those challenges.

Photos by The Merchant

LMC ANNUAL MEETING

LMC recently brought together buying group members to learn and network for its 83rd annual meeting in Tampa, Fl. Highlighted were The Marketing Idea Exchange, which catered to the LBM industry, and the new Kitchen & Bath Showcase, which offered kitchen and bath designers the opportunity to see the latest products, network and complete

The Merchant Magazine n

LMC SHOW introduced a [1] Kitchen & Bath showcase. [2] Josh Nau, Geoff Ferreira. [3] Mark Swinth, Rob Endres. [4] Ed Rekos, Lisa Martin, Krystal Lugo. [5] Dan Nicklin, Steve Firko, Maurice Netemeyer. [6] Chuck Casey, Mark Swinth. [7] Liz Langen, Cindy McCarville. [8] Jonthan Weiss, Tony Moss. [9] Brian Bunt, Adrienne Kazarian, Lindsey Grove. [10] Bob Loew,

May 2018

David Fincher. [11] Corbin Rinehart, Sean Pasell. [12] David Lewis, Sue Cuming. [13] Jeff James, Ryan Cornutt. [14] Andy Faircloth, Dave Penny, Don Judd. [15] Kelly Matthews, Wayne Miller. [16] George Pendleton, Marty Hawkins. [17] Chris Kollwitz, Jeremy Good, Donna Fodor, Jim Powell. [18] Curt Allen, Tony Butler. (More photos on next page) Building-Products.com

Photos by The Merchant

21 21

36 LMC (conintued from previous page): [19] Matt Black, Harris Gant. [20] Bryan Kubitz, Mark Przypek. [21] Jeff Womack, Jim Dudley. [22] Brett Shuler, Bryan Kubitz. [23] Juliana Rumbaugh, Phil Herman. [24] Phill Odom, Mark McLean, Blake Keitzman. [25] Matt Lufkin, Brock Marlin, Jim Abbott. [26] Tom Micka, Butch Thurston, Michael Grant. [27] Lou Taback, Kelly Jones, Mike Randazzo. [28] Chad Warren, Chris Bartimioli. [29] Building-Products.com

LMC ANNUAL MEETING

39 8

Marshall Neal, Laurie & Jay Wrenn. [30] Rich Kessler, Kevin Dill, Ashton Avarell. [31] Craig Little, Michael Melczarczyk. [32] Myron Boswell, Paul Dupont, Bruce Blake. [33] Ron Herrin, Kraig Berglund. [34] Joe Fleming, Phil Jenkins, Dom Lanzilatti. [35] Jimmy Welch, Michael Leckwatch, David Gibson, Pat Coddington. [36] Dennis McWhirter. [37] Tammy Minnis, John Johnson. [38] Sam Esler, JP Adams. [39] Aaron Flemming. May 2018 n

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New Regional Meeting! CONNECT

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Learn more and register at www.nawla.org/regionals 82

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May 2018

CONGRESSMAN David Young (R-IA) was among the legislators who addressed lumber dealers during the National Lumber & Building Material Dealers Association’s recent Legislative Conference in Washington, D.C.

ASSOCIATION Update West Coast Lumber & Building Material Association’s 2nd Growth group will trek from Portland, Or., to western Washington and back again during its annual mill tour May 20-22. The tour begins in the early morning on May 21, with a tour bus departing the Red Lion on the River, Jantzen Beach, Portland. The first tour will begin with an early group breakfast and attendees will head to OrePac, Wilsonville, Or., to tour their distribution center and learn about products and logistics. The group will then head to the Ryderwood area to join Sierra Pacific Industries and learn forestry basics like reforestation, growing trees/ thinning, regulation, inventory/mapping, and see an active harvesting site. The following day the group will tour SPI’s mill in Shelton, Wa., and Simpson Door Co. in McCleary, Wa., before returning early evening back to Portland. WCLBMA is also reminding members to save the date for its annual Associates/Dealers Golf Tournament June 7 at Rancho Solano Golf Course, Fairfield, Ca. The shotgun-start tourney will include lunch, beverages and prize giveaways. Mountain States Lumber & Building Material Dealers Association selected the Greg Mastriona Golf Course, Westminster, Co., as the site for its Colorado Front Range Golf Tournament July 12. Western Building Material Association is hosting a series of member roundtables May 21-22 in Astoria, Or. Hardwood Plywood & Veneer Association has changed its name to Decorative Hardwoods Association. The change comes with a new logo, website refurbishment, and URL (www.decorativehardwoods.org). North American Rail Shippers Association will tackle LBM shipping’s important issues, including infrastructure, NAFTA, adapting and adopting technology, shipper success, and an economic outlook, during its annual meeting May 16-18 at Chicago’s Hyatt McCormick Place. The event will kick off with the annual golf outing at Cog Hill, Lemont, Il. Building-Products.com

June 8 at the Los Serranos Country Club, Chino, Ca., to benefit the Wounded Warriors, City of Hope, and Home for Our Troops.

Tacoma-Olympia Hoo-Hoo Club will hold elections for club officers during its general meeting June 5 in Tacoma, Wa.

Sacramento Hoo-Hoo Club tees it up May 11 during its Silver Dollar Golf Tournament at Alta Sierra Country Club, Grass Valley, Ca.

Los Angeles Hardwood Lumbermens Club is inviting members to attend its next meeting on May 10 in Orange, Ca.

Western Red Cedar Lumber Association is hosting its Cedar Summit May 10-12 at The Inn at Laurel Point, Victoria B.C. The event is preceded by the WRCLA golf tournament May 9 at Cordova Bay Golf Course, Victoria. Willamette Valley Hoo-Hoo Club is planning its annual golf tournament June 1 in Junction City, Or. Southern California Hoo-Hoo Club is staging its 12th annual Don Gregson Memorial Golf Tournament

12th Annual

Don Gregson Memorial Golf Tournament Southern California Hoo-Hoo Club 117 proudly invites you to our 12th annual Don Gregson Memorial Golf Tournament. Please join club members and our 12 Marine guests from 29 Palms Combat Center and Camp Pendleton Wounded Warrior Battalion June 8, 2018, at the Los Serranos Country Club in Chino.

Support a Great Cause

June 8

Los Serranos CC, Chino, CA. For reservations or sponsorships, contact Michael Nicholson, (323) 559-1958 or nicholson.men@gmail.com. A sign-up sheet and payment options can be found on the club website: hoohoo117.org. Raffle prize donations gratefully accepted.

The fee for each player is $134.99. Tee signs are available at $124.99 each. You may sponsor a Marine for $124.99. There will be a club-sponsored Closest to the Pin Contest for all par 3â&#x20AC;&#x2122;s. A donation putting contest will be held prior to tee-off.

Building-Products.com

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IN Memoriam

William C. “Bill” Kurtz Jr., co-founder of Alpine Lumber Co., Westminster, Co., passed away March 29. He was 97. After graduating from Yale University and serving as a test pilot in the Air Force during World War II, he joined the family operations of Independent Lumber Co. and BiggsKurtz Hardware Co., Grand Junction, Co. He went on to be president of Anderson Independent Lumber and Brown Lumber Sales, Denver, Co. In 1963, he, his brother, and sister launched Alpine Lumber, which has since grown to 16 lumberyards, plus manufacturing facilities, showrooms and reloads.

D. Allen Lund, 77, founder of transportation broker Allen Lund Co., La Canada, Ca., died April 7 after a brief battle with cancer. After working for a truck brokerage firm in Salt Lake City, Ut., and Glendale, Ca., in 1976 he founded his own firm, which has grown to offices in 34 cities, plus an international division and ALC Logistics division. James I. “Jim” McClain, 98, retired co-owner of McClain Bros. Logging, Bend, Or., died Feb. 16. After serving as a master sergeant in the U.S. Army during World War II, he started the log hauling firm with his brothers in 1946. He retired in 1987. He also served as a director and president of the Oregon Forest Products Transportation Association.

ADVERTISERS Index

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. Or space rate: $65 per column inch. Send ad to david@building-products.com. Deadline: 18th of previous month. Questions? Call (714) 486-2735.

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MERCHANT Magazine

info@building-products.com

Norbord [www.norbord.com]

Norman Distribution Inc. [www.normandist.com]

Allura [www.allurausa.com]

North American Wholesale Lumber Assn. [nawla.org] 59, 82, 85

Atlantis Rail Systems [www.atlantisrail.com]

Orgill [www.orgill.com.]

Big Creek Lumber Co. [www.big-creek.com]

OZCO Building Products [www.ozcobp.com]

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

Pacific Woodtech [www.pacificwoodtech.com]

Pelican Bay Forest Products [www.pelicanbayfp.com]

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

California Cascade [www.californiacascade.com]

27, 73

Capital Lumber [www.capital-lumber.com]

PPG Machine Applied Coatings [www.ppgac.com]

CMPC [www.selex.cl]

ProWood [www.prowoodlumber.com]

CT Darnell Construction [www.ct-darnell.com]

Redwood Empire [www.redwoodemp.com]

Dasso.XTR [www.dassoxtr.com]

Roseburg Forest Products [www.roseburg.com]

RoyOMartin [www.royomartin.com]

Deckorators [www. deckorators.com]

Cover II

Cover III

DMSi [www.dmsi.com]

Scott Lumber Packaging [www.scottlumberpackaging.com] 74

Do It Best Corp. [www.doitbestcorp.com]

Screw Products [www.screw-products.com]

Fasco America [www.fascoamerica.com]

Simpson Strong-Tie [www.strongtie.com]

Feeney, Inc [www.feeneyinc.com]

Siskiyou Forest Products [www.siskiyouforestproducts.com] 61

Fontana Wholesale Lumber [fontanawholesalelumber.com] 79

Snider Industries [www.sniderindustries.com]

Grabber Construction [www.grabberman.com]

Southern California Hoo-Hoo Club [www.hoohoo117.org]

Harmony Railing [www.harmonyrailing.com]

Swanson Group Sales Co. [www.swansongroupinc.com]

Huff Lumber [www.hufflumber.com]

Taiga Building Products [www.taigabuilding.com]

Humboldt Redwood [www.getredwood.com]

TruWood-Collins [www.truwoodsiding.com]

Inteplast [www.inteplast.com]

Ultralox [www.ultralox.com]

J.M. Thomas Forest Products [www.thomasforest.com]

Universal Forest Products [www.ufpedge.com]

Jones Wholesale Lumber [www.joneswholesale.com]

Viance [www.treatedwood.com]

Keller Lumber

Western Woods Inc. [www.westernwoodsinc.com]

23, 25

Lonza [www.lonza.com]

Weyerhaeuser [www.woodbywy.com/distribution]

3, 37

Mid Valley Lumber [www.midvalleylumber.com]

Woodway Products [www.woodwayproducts.com]

Mount Storm Forest Products [www.mountstorm.com]

Yakama Forest Products [www.yakama-forest.com]

The Merchant Magazine n

May 2018

Cover IV

Cover I

Building-Products.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. National Hardware Show – May 8-10, Las Vegas Convention Center, Las Vegas, Nv.; www.nationalhardwareshow.com. Coverings – May 8-11, Atlanta, Ga.; www.coverings.com. Western Red Cedar Lumber Association – May 9-11, Cedar Summit, Victoria, B.C.; www.realcedar.com. Los Angeles Hardwood Lumberman’s Club – May 10, meeting, Orange, Ca.; www.lahlc.net. Sacramento Hoo-Hoo – May 11, Silver Dollar golf tourney, Alta Sierra Country Club, Grass Valley, Ca.; jeff.squires@paccoast.com. Cheyenne Home & Garden Show May 11-13, Cheyenne Ice & Events Center, Cheyenne, Wy.; www.cheyennehomeshow.com. North Cascade Hoo-Hoo Club – May 16, annual golf tournament, Avalon Golf Links, Burlington, Wa.; www.hoohoo230.com. Tacoma-Olympia Hoo-Hoo Club – May 16, board meeting, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com. Do it Best – May 18-21, spring market, Indianapolis Convention Center, Indianapolis, In.; www.doitbest.com. West Coast Lumber & Building Material Association – May 20-22, 2nd Growth mill tour, Portland/Wilsonville, Or./Ryderwood/Shelton/ McCleary, Wa.; www.lumberassociation.org. Western Building Material Association – May 21-22, member roundtables, Astoria, Or.; www.wbma.org. North American Wholesale Lumber Association May 21-25, Wood Basics course, Blacksburg, Va.; www.nawla.org. Willamette Valley Hoo-Hoo Club – June 1, annual golf tournament, Junction City, Or.; www.hoohoo.org. OC Home & Garden Show June 1-3, Anaheim Convention Center, Anaheim, Ca.; www.homeshowconsultants.com. Tacoma-Olympia Hoo-Hoo Club – June 5, general meeting & elections, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com. West Coast Lumber & Building Material Association – June 7, Northern California Associates/Dealers golf tournament, Rancho Solano Golf Course, Fairfield, Ca.; www.lumberassociation.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, meeting, Orting, Wa.; June 20, Tacoma, 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, San Francisco, Ca.; 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

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FLASHBack

69 Years Ago This Month

ixty-nine years ago, The Merchant Magazine announced the recent launch of a weekly radio show for the lumber industry. Called Logger Lumberjack, the half-hour show aired every Sunday evening at 6:00 over KIEM AM and KRED FM from Eureka, Ca. The show was the brainchild of Cy Bendorf, longtime president of the California Redwood Box Co., Oakland, Ca., and an authority on Scandinavian music and dance, who had previously hosted a weekly music program in the Bay Area. When he moved to Humboldt County in 1948, his first effort was to produce a local Folk Music Show, starting in January 1949. At the time, his brother Derby Bendorf, who worked for The Pacific Lumber Co., Scotia, Ca., was serving as current president of the California Lumbermen’s Accident Prevention Association. In March, Cy convinced the association to sponsor a show he would produce and narrate, consisting of roughly “half talking and half musical recordings.” According to The Merchant, “The story line tells about the forests and their products, featuring the important part that wood has played in man’s progress toward civilization. The story is

SAN FRANCISCO Bay Area hardwood wholesaler White Brothers celebrated its 77th anniversary on the cover of the May 1949 edition of The Merchant.

interrupted occasionally during this period by musical selections. “The talks concerning accident prevention are made in a calm and sincere manner and follow the general policy of the sponsoring association in that there is no citing of horrible examples nor implications of carelessness in reference to causes of accidents. The talks are designed solely with the idea of creating a feeling of equal joint responsibility between supervisors and employees in accident prevention work.” Sponsoring members of the show included Palco, Arcata Redwood, and Holmes-Eureka Lumber Co. • In the same May 1949 issue, The Merchant reported that plywood had become “flywood” in Central America. A Pan American World Airways cargo Clipper flew 55 bundles of plywood, weighing 10,263 lbs., from Merida, Mexico, to San Salvador, El Salvador. Three three-ply cedar wood,

DESPITE HIGH hopes, Dri-Rite Kilns did not last long at its new high-tech site. The facility has gone through many new tenants over the years and was most recently remodeled into a wood-sided Starbucks.

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May 2018

believed to be the first ever transported by air, was consigned to the Bank of London and South America at San Salvador. The alternative to sending it by air was to ship it by sea from Merida to New Orleans. There it would have had to be transferred to another vessel en route to Puerto Barrios, Guatemala, from where it would continue by train to El Salvador. Aside from the time element— the shipment by PanAm took only a few hours vs. many days—there was an appreciable saving in shipping costs. Most of the plywood was to be used in the construction of doors for the new Regalado Building in San Salvador, but a portion also went into manufacturing furniture. • Texoak Flooring Co., Crockett, Tx., figured out a method for nearly tripling its production from the same machinery. Initially the workers were turning out about 80,000 linear ft. of flooring in a 10-hour day. The boss offered a bonus for every day they could hit at least 100,000 ft. a day. At first skeptical they could reach the total, they quickly exceeded it. “The men soon became conscious of the fact that they were not only working for the management, but were also working for themselves,” we noted. “The figures went up and up, and the peak production for one day now stands at 215,237 linear ft. for a 10-hour run!”

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May 2018

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