The Merchant Nov. 2018 by 526 Media Group

The

MERCHANT

NOVEMBER 2018

Magazine

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

OUTDOOR LIVING TRENDS • SAFER, STRONGER DECKS • TREATED WOOD TRAINING

FirePRO® brand fire retardant treated wood (FRTW) is lumber and plywood pressure impregnated with FirePRO Interior Type A High Temperature (HT) fire retardant chemicals. FirePRO brand fire retardant is a patented formulation based on proprietary Koppers technology. FirePRO brand fire retardant treated lumber is typically permitted for interior, above ground applications such as: roof systems, studs, flooring, joists, sill plates, (when not in direct contact with the ground) blocking and furring, and other interior applications. The Benefits of FirePRO Treated Wood • Independently Tested • Low Smoke Development Values • Limited Warranty • Superior Strength Durability • Corrosion Resistant • Low Hygroscopicity • Pressure-Treated (not a coating) • Quality Monitored by Independent Inspection Agency • Highly Cost Effective • UL Classified (FR-S Rated) for Surface Burning Characteristics • EPA Registered Pesticide

FirePRO Treated Wood Available at:

McMinnville, OR: 503-434-5450 Rainier, OR: 503-556-1297

253-863-8191 • 800-472-7714 westernwoodpreserving.com

For more information, call 800-585-5161 or visit www.kopperspc.com FirePro treated wood products are produced by independently owned and operated wood treating facilities. FirePro® is a registered trademark of Koppers Performance Chemicals Inc. © 10/2018

We didnâ&#x20AC;&#x2122;t come this far to only come this far. History Built. Future Bound.

Over the last 20 years, our technological and operational expertise has made Pacific Woodtech a global leader in private-label EWP. Now, with the addition of our own Pacific Woodtech-branded products, we are accelerating our quest to bring superior products and service to existing customers and a world of new markets. See what we can do for you at pacificwoodtech.com

The

MERCHANT

OUR MARKET MOVES QUICKLY… DON’T GET LEFT BEHIND!

Magazine

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

SUBSCRIBE TODAY

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

Merchant 11-16 Layout.qxp_D SigNov03-1-8,41-48 10/25/16 10:06 AM Page 1

Merchant 2-17 Layout.qxp_D SigNov03-1-8,41-48 1/27/17 9:23 AM Page 1

Contributors Butch Bernhardt, Jase DeBoer, Nick Fitzgerald, Jim Mailey, Paige McAllister, Matt Michalski

The

MERCHANT

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

FEBRUARY 2017

The

Magazine

The

Magazine

THE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922

1-17 Layout.qxp_D SigNov03-1-8,41-48 12/21/16 1:21 PM Page 1 SECRETS FOR BETTER BUYING • OSB FORECAST • DECKINGMerchant & RAILING TRENDS

Director of Sales Chuck Casey • chuck@building-products.com

MERCHANT

NOVEMBER 2016

MERCHANT

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

FALL DECKING SPECIAL ISSUE • TREATED WOOD SPEC TOOLS • LVL BEAMS JANUARY JA ANUA AN UAR ARY RY 2017

Trusted Brands, Trusted Performance

Magazine

2017: THE YEAR AHEAD • WESTERN WOOD PRODUCTS • IMPORT DUTY CONFLICT

Sales & Marketing Coordinator Julie Conlan • jconlan@building-products.com

Eassy on the eyes. Easy to o install.

Advertising Sales

Koppers Performance Chemicals is a leader in the research and development of new products and services in all areas of lumber preservation. We provide innovative wood preservative products, advanced engineering services and customized marketing to our valued customers.

(714) 486-2735 Chuck Casey chuck@building-products.com

We are a premier supplier of wood preservatives, globally recognized for our successful development and diversification of wood preservative technologies.

Patrick Adams padams@building-products.com For more information visit www.kopperspc.com NatureWood pressure treated wood products are treated with Alkaline Copper Quaternary Compounds or Copper Azole. CCA pressure treated wood products are treated with Chromated Copper Arsenate. NatureWood, Advance Guard, FirePro, and CCA treated wood products are produced by independently owned and operated wood treating facilities. NatureWood®, Advance Guard®, and FirePro® are registered trademarks of Koppers Performance Chemicals Inc. © 10/2016

Subscriptions

g Outdoor Acc ents decorative hardware . Y Yo our customers can easily Introducing nd strength to their outdoor proje ects. The new Simpson Strong--T Tie Outdoor add style an Accents line e of structural connectors featu ures an innovative screw and washer set that combines the ease of installing a screw with the look of a bolt. And, with a black powderr--coa at finish, this hardware offers st yle that’s designed to last. ®

info@building-products.com (714) 486-2735

To T o lear n mo ore about Outdoor Accents decorative hardware, visit our web bsite strongtie .c com/outdooraccents or call (800 8 ) 999-5099.

The LBM supply chain’s leading publication for qualiﬁed industry decision makers! STAY IN THE LOOP! • Update your subscription • Sign up key colleagues • Enroll multiple locations

A publication of 526 Media Group, Inc.

151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626

Phone (714) 486-2735 Fax 714-486-2745 CHANGE OF ADDRESS Send address label from recent issue, new address, and 9-digit zip to address below. POSTMASTER Send address changes to The Merchant Magazine, 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626. The Merchant Magazine (ISSN 7399723) (USPS 796-560) is published monthly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626 by 526 Media Group, Inc. Periodicals Postage paid at Newport Beach, CA, and additional post offices. It is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states. Copyright®2018 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. We reserve the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles are intended for informational purposes only and should not be construed as legal, financial or business management advice. Volume 97 • Number 11

n The Merchant Magazine n

SUBSCRIBE by emailing info@Building-Products.com or calling (714) 486-2735

The

MERCHANT

Magazine

is available on a qualified requestor basis to senior management of dealers and distributors of lumber & building materials in the western U.S. and to others at the rate of $22 per year. Subscribe by emailing info@building-products.com or calling (714) 486-2735

November 2018

Building-Products.com

CONTENTS

November 2018 Volume 97 n Number 11

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

facebook bpdmerch

twitter @bpdmerch

instagram @bpdmerch

pinterest bpdmerch

Expo Recap

Features

Departments

46 REMODELING SHOW/DECKEXPO

10 FEATURE STORY

8 ACROSS THE BOARD 22 OLSEN ON SALES 24 THE REVENUE GROWTH HABIT 26 TRANSFORMING TEAMS 34 MOVERS & SHAKERS 38 NEW PRODUCTS 55 IN MEMORIAM 56 CLASSIFIED MARKETPLACE 56 ADVERTISERS INDEX 57 ASSOCIATION UPDATE 57 DATE BOOK 58 FLASHBACK

DOZENS OF NEW PRODUCTS UNVEILED AT REMODELING/OUTDOOR LIVING SUPER-SHOW IN BALTIMORE.

5 DECK TRENDS FOR 2019

12 MANAGEMENT TIPS

7 STEPS TO SAFER, STRONGER DECKS

14 MARGIN BUILDERS

7 TRIM ACCESSORIES TO COMPLETE THE DECK (SALE)

The

MERCHANT

NOVEMBER 2018

Magazine

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

OUTDOOR LIVING TRENDS • SAFER, STRONGER DECKS • TREATED WOOD TRAINING

SHOW TIME FOR OHIO DEALER

FirePRO brand fire retardant treated lumber is typically permitted for interior, above ground applications such as: roof systems, studs, flooring, joists, sill plates, (when not in direct contact with the ground) blocking and furring, and other interior applications. The Benefits of FirePRO Treated Wood • Independently Tested • Low Smoke Development Values • Limited Warranty • Superior Strength Durability • Corrosion Resistant • Low Hygroscopicity • Pressure-Treated (not a coating) • Quality Monitored by Independent Inspection Agency • Highly Cost Effective • UL Classified (FR-S Rated) for Surface Burning Characteristics • EPA Registered Pesticide

32 THINKING AHEAD

“THIS BUSINESS IS PERSONAL”

FirePRO Treated Wood Available at:

253-863-8191 • 800-472-7714 westernwoodpreserving.com

Merchant_FirePro cover ad 10_18.indd 1 Merchant 11-18 Layout.indd 1

BOOST SALES WITH TREATED WOOD TRAINING COURSE

18 COMPETITIVE INTELLIGENCE

McMinnville, OR: 503-434-5450 Rainier, OR: 503-556-1297

16 PRODUCT SPOTLIGHT

10/23/18 5:00 PM 10/25/2018 10:57:45 AM

The Merchant Magazine Digitial Edition at www.building-products.com

50 PHOTO RECAP

PACIFIC RAIL SHIPPERS MEET

The Ofﬁcial Publication of

n The Merchant Magazine n

Proud Supporters of

November 2018

Building-Products.com

ACROSS the Board By Patrick Adams

In a minute was watching my OSU Buckeyes fight harder than they should be against Penn State when my daughter came in and sat down next to me. After watching for a while, she asks, “Daddy, can we go outside and throw the ball?” I reply, “In a minute, sweetheart.” Following a great family dinner, I’m helping my wife clean up everything. I’m putting the dishes in the dishwasher when both kids come running in, tugging on me to come outside with the dog and play chase. I tell them, “Maybe in a few minutes, after I’m done with the dishes.” A family member last weekend grilled some steaks in the backyard for dinner. They sat down and were eating one minute, and a minute later he was being rushed to the hospital. The doctors said his prognosis is being evaluated “minute by minute.” A minute doesn’t sound like much and, in fact, it isn’t. Every day, we have 1,440 minutes that we use up in a variety of ways. We change our calendars roughly every 525,000 minutes and in our life, we will have hopefully have around 7.5 million minutes to make good use of. Sounds like a lot… In some football games, a minute feels like a lifetime. But, when something happens to family, one minute you’re laughing and taking their presence for granted and then a minute later, they’re making you question everything in your world. It goes without saying that we take a lot for granted in our lives. It’s not a flaw per say, but just human nature. As Americans living in the greatest nation on Earth, we can’t begin to understand how to not take certain things in life for granted—that the lights go on when we flip the switch, that we can drink the water that pours from our faucet, or that we will wake up in the morning basically in the same condition as when we went to sleep. I learned at an early age to not take things for granted. I know what it’s like to live a hard life, one where basic things are uncertain and unpredictable. I also know how blessed my life is now to have met an amazing woman, married her, and built a life and family that every day feels like a dream that I am scared to wake up from. I was recently reminded again how precious this life we have is and how much things can change in just a minute. I was reminded that we are not entitled to live long, healthy, trouble-free lives and that life changes without notice. Following that minute, there are now many minutes filled

with prayer, questions that start with “why” and “how,” and thoughts imagining all the ways that lives will change if this minute leads to a permanent absence in our lives. But this life of ours is made up of minutes and it is up to us whether or not we use them, or waste them. Regardless of what you may think, you have no idea in how many ways that you affect so many lives. Yes, your spouse and children rely on you. But, there are countless people who are better because you are here. Don’t discount this. Take a minute, invest in yourself and your health so that you are strong, healthy and prepared for anything that is needed of you. And, there are countless people who impact your life in ways that make it better, fuller and happier. But, none of us have guarantees or know when our—or a loved one’s— “number” will be drawn. Enjoy every minute, leave nothing unsaid, and have no regrets. Laugh at the odds and live your lives so well that death will tremble to take us. Imagine it is your last day and then think about all that you wished you had done, or said. Now, instead of replying “just a minute,” stop what you’re doing, and go do it or say it. I am blessed to have this industry to serve and grateful to say that many of you I consider our extended “family.” Take care of yourselves, those around you, and be grateful for every minute together because sometimes, it takes just a minute for life to change. “It is diﬃcult to live in the present, ridiculous to live in the future, and impossible to live in the past. Nothing is as far away as one minute ago.” - Jim Bishop

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

n The Merchant Magazine n

November 2018

Building-Products.com

T R I M YO U R B U D G E T.

allura. the ultimate building material allternative. Beautiful, all-weather strong Allura fiber cement siding, soffit, shingles, panels and Plycem trim not only give you the look you want, but its advanced formulation and incredible durability means thereâ&#x20AC;&#x2122;s practically no need for repairs or replacement. And that means big savings all the way around. Get the most out of your home by building it with the best fiber cement products, Allura.

AlluraUSA.com 844.4. ALLURA 844.425.5872

FEATURE Story By Jase DeBoer, Deckorators

THE COMPOSITE decking and railing market is growing approximately 5% per year as decks remain a very popular investment for homeowners. (All photos courtesy of Deckorators)

5 deck trends for 2019

eading into 2019, the composite decking and railing market continues to thrive. The segment is growing approximately 5% per year as decks remain a very popular investment for homeowners. A well-designed outdoor space not only enhances a lifestyle, it also adds value to the home and stays current much longer than some other home improvement projects. The healthy state of composite decking and deck railing makes it especially important for lumber and building materials dealers to stay up on industry trends and opportunities. Following are five 2019 deck trends that lumberyards and dealers should consider as they set stocking strategies for the new deck-building season.

privacy screens that form shaded areas in pergolas or gazebos. Composite deck boards in a 4-inch width offer another visually appealing way to deliver homeowners relief from direct sunlight or privacy if the deck is next to a neighbor.

1. Deck Shade Solutions

The over-arching goal for every homeownerâ&#x20AC;&#x2122;s outdoor living area is to maximize time and enjoyment outdoors. With this in mind, more contractors are working with clients to develop shade solutions that provide cover from the sun along with privacy. Two products getting more use in sun-shielding and privacy applications are lattice and 4-inch decking. Most commonly utilized as deck skirting, UV-stabilized lattice is a versatile product that can also be used as deck

The Merchant Magazine n

November 2018

MORE CONTRACTORS are working with clients to develop shade solutions that provide cover from the sun along with privacy. Deckorators UV-stabilized lattice can be used as a privacy screen to form shaded areas in pergolas or gazebos. Building-Products.com

4. Water Features

Beautiful water features, such as small ponds and fountains, are gaining popularity in outdoor spaces. More deck builders and homeowners are considering floating decks and pathways around these features to capitalize on the focal point. Deck boards that offer minimal moisture absorption, enhanced traction, and a strong warranty that covers ground and water contact are ideal for decks in and around water.

5. Trend-Forward Lighting

Deck railing systems are moving toward a clean, sleek, modern appearance. Lighting options that complement decking and railing are going the same way.

UNIQUE VARIEGATION can perfectly complement a bold decking color. Pictured are Deckorators Vault Dusk decking and Matte Black ALX Classic aluminum railing. (Photos by Deckorators and Unique Builders)

2. Tastefully Bold Colors

Published reports from the interior design industry indicate that colors such as rich cappuccino, chocolate, and chili pepper will take hold in 2019. Expect bolder colors to also make their way into outdoor living spaces in the year ahead. Look for deck builders and their clients to show increased interest in deck board color choice options such as red browns, earthy shades of clays, caramels, and mushroom tones. Picture framing boards, textured embossing, unique variegation and fresh railing hues will offer attractive options to contrast these bold colors.

ROOFTOP DECKS are becoming more prevalent in residential settings. Pictured is Deckorators Vault Dusk composite decking in a rooftop application. (Photos by Deckorators and Unique Builders)

3. Non-Traditional Spaces

Homeowners want the benefits of an outdoor oasisâ&#x20AC;&#x201D; even if they live in an area with minimal space or do not have a standard backyard. As a result, more contractors are building decks in non-traditional spaces. Rooftop decks and freestanding decks are becoming more prevalent in residential settings. This trend is being driven in part by the arrival of innovative, moisture-resistant deck understructure systems. Building-Products.com

TO ADD AMBIENCE and safety to outdoor spaces, contractors are turning to low-voltage lighting with elegance and modern angles. Pictured are Deckorators Voyage Costa composite decking, SLX cable rail and Deckorators by Hinkley Luna step lights.

To add ambience and safety to outdoor spaces, contractors are turning to low-voltage lighting with elegance and modern angles. Consider offering easy-to-install lighting accessories such as post cap, step light, deck sconce, and post sconce lights. Entering the new year, both new construction and remodeling are driving significant growth in the composite decking and railing industry. Contractors and homeowners are beginning to research the designs, materials, colors, styles and features that will help them create personalized outdoor spaces next year. By reviewing and reacting to these five trends, LBM dealers can help inform customers about new products and industry developments. From there, aligning with manufacturers that stand behind their on-trend products can set the stage for a robust 2019. - Jase DeBoer is senior category marketing manager for Deckorators, a Universal Forest Products, Inc. brand and manufacturer of composite decking, raiings, balusters, post caps, and other products. For more information, visit www. deckorators.com.

November 2018

The Merchant Magazine n

MANAGEMENT Tips By Jim Mailey, Simpson Strong-Tie

7 steps to safer, stronger decks uilding a safe deck requires research, proper hardware, and almost always the assistance of a professional builder or inspector. Of the 50 million decks in North America, it’s estimated that only half meet building code requirements. Although many lumberyards and pro dealer suppliers may not often sell directly to homeowners, they’re typically the best source of product information to busy contractors, and are often relied upon for material recommendations, installation tips and

tricks, and ideas for differentiating their businesses. Consumer confusion about deck longevity offers the perfect opportunity for dealers to specify and sell higher margin, high-performance decking and deck hardware and construction systems for builders to increase their deck businesses. In addition to falling short of code, roughly half of those 50 million decks are also likely past their useful life. While the construction industry and even most homeowners understand

THE RIGHT SUPPORT: To provide enough support to a deck, it’s important to make sure the guardrail post is fastened to the rim joist and also tied back into the joist framing. (Photos courtesy Simpson Strong-Tie)

The Merchant Magazine n

November 2018

the limited life expectancy of outdoor building components like windows and roofs, decks are unfortunately— and incorrectly—expected by many to last as long as the house. Even treated wood decks and composite decks have a 10 to 20 year lifespan, and require regular maintenance and inspection to keep them safe. The good news is that there are things dealers, builders and homeowners can all do to make decks safer and prevent injuries. There are several key areas of a deck that should be inspected. Checking for wood rot and large cracks is important, but you also must evaluate the deck’s structure as a whole, and inspect metal connectors and fasteners for corrosion. To ensure the structural safety of a deck, it should always be built with a “continuous load path,” a construction method using connectors and fasteners to create a series of solid connections within the deck frame. These connections transfer the deck’s structural load (gravity, lateral and uplift loads) through the deck’s frame and to the ground and adjacent support structure, most often the house. It’s important to realize that a continuous load path requires more than a few nails and deck boards. There are seven key areas of a deck that must be secured with connectors and fasteners to ensure that the deck can support all of the weight that’s placed on it. When building, inspecting, or repairing a deck, you want to make sure the following connections are secure. Building-Products.com

1. The Ledger to the House Framing

Correct ledger attachment is critical when a deck is attached to another structure, like a house. One of the most common causes of deck failures is ledgers that are not properly secured and then pull away from the home. One of the best ways to correctly attach the ledger to a house is to use structural screws and hardware that fasten directly into the home’s framing. You also need to be able to identify that the rim board inside the home is sufficient (solid sawn lumber, minimum 1”-thick OSB, LVL or some other solid rim board).

2. Joists to the Ledger

Deck floor joists intersect with a beam or a ledger board and must be properly secured to the framing of the house (not attached to the ledger only but directly to the framing of the house) to resist uplift, gravity (the weight of the people and furniture and grills and planters, etc.) and lateral loads.

3. Beams to Posts

At the point where a beam meets a post, it must be properly connected to the post to resist gravity, lateral and uplift loads.

4. Joists to Beams

Beams must be secured to the joists that support the floor of the deck to resist lateral and uplift forces. Blocking is recommended to prevent the joists from overturning.

5. Guardrail Posts to the Deck

The guardrail connection is another important connection that is often overlooked. To provide enough support, the guardrail post must be fastened to the rim joist and also tied back into the joist framing. Machine bolts through the post and rim joist alone do not meet the performance requirements of building codes. Instead, a metal connector installed on the joist with bolts through the post or a proprietary, tested structural screw that has been shown to meet the load requirements of the codes must be used.

6. Stair Treads to Stair Stringers and Stringers to the Deck

Stair stringers must be properly connected to the deck, and treads properly connected to the stringers to support the load (weight) on them. In Building-Products.com

STRENGTH: Beams must be properly connected to the post to resist gravity, lateral and uplift loads.

addition, code requirements regarding openings between stair treads and intermediate stair rails or balusters must also be met.

7. Posts to Concrete Footings

To ensure that they can properly support weight and structural loads, posts must rest on and be anchored to concrete footings. Patios and precast concrete piers (for decks attached to the house) do not qualify as proper footings for deck construction. Posts must also be correctly attached to a concrete footing to be able to support weight and resist uplift and lateral forces. Unless posts are naturally decay-resistant or made from preservative-treated wood and the cut ends are retreated, they must be elevated off the concrete by 1” to help prevent decay from moisture at the end of the post. Not only should the proper connectors and fasteners be present and accounted for in these critical areas, they must also all be in good condition. Outdoor environments are generally more corrosive because the connectors are exposed to the elements. In many cases, ZMAX and hot-dip galvanized connectors and fasteners provide adequate corrosion resistance. There are places that are considered at a higher risk for corrosion, such as areas exposed to chemicals, industrial zones, areas along the coast or other chloride environments (e.g., when salt

is used on a deck, porch, balcony or stairs to melt snow). In these cases, the use of stainless-steel connectors and fasteners is recommended. Connectors and fasteners made from Type 316 stainless steel provide the highest level of corrosion resistance. Adding the right connectors and fasteners to a deck is an investment of a few hundred dollars that may eliminate the need for a complete rebuild and still keep everyone safe. It’s important to regularly inspect and maintain your deck. If homeowners are not comfortable doing this themselves, a qualified, professional home inspector should be engaged. If built and maintained properly, a deck will give you years of safe, enjoyable outdoor living. Simpson Strong-Tie has developed a comprehensive Deck Connection and Fastening Guide that can help contractors and homeowners through the process of making sure a deck is safe, secure and code compliant. Download the guide for free at safestronghome.com/deck. – Jim Mailey is a technical regional training manager for Simpson Strong-Tie covering the Midwest, Northeast and MidAtlantic. He’s considered an expert in deck research and safety, and offers a “Deck Framing Connection Seminar” to help professionals get up to speed on proper deck construction, code requirements and appropriate hardware. For more info, visit strongtie.com.

November 2018

The Merchant Magazine n

MARGIN Builders By Matt Michalski, Boral Building Products

7 trim accessories to complete the deck

hen it comes to decks, much thought is given to the planks, the colors, the layout, and even the railings and balusters. But even the most beautiful of outdoor spaces can feel incomplete if the designer and builder neglect the other important accessories: the trim. A few simple touches in and around the deck can make a huge difference in how decks and porches both look and functionâ&#x20AC;&#x201D;covering up unsightly voids, adding elegance to the ceiling, or beautifying the under-deck areas. Here are seven easy trim elements to take your customersâ&#x20AC;&#x2122; decks up a notch while providing additional upgrade opportunities to increase profits.

1. Post wraps: Nothing ruins the look of a deck like exposed treated-wood structural posts that weather over time. Cellular PVC post wraps, which wrap around the wood post and fasten in just a few steps, offer a cleaner, finished look that complements rather than detracts from the rest of the deck. Keep the posts white or paint them a complementary color. 2. Fascia: While many composite deck manufacturers make coordinating fascia board, a contrasting, traditional white fascia is often preferred in Eastern and coastal markets. Cellular PVC trimboard is an ideal option, offering similar performance as adjacent composite materials. 3. Stair stringers and risers: Though often left open, enclosing the stairs gives them a finished look that helps tie them into the rest of the deck while reflecting an interior design sensibility that is very much on trend. Similar to fascia, using a white trimboard for the risers offers a pop of contrast against composite stair treads rather than simply blending into the background. 4. Larger deck posts: Outfit larger deck posts with raised trim panels for a bold look adjacent a more subdued railing. This offers the opportunity to stand out from other pre-assembled railing systems. 5. Porch ceilings: A bare ceiling can make an otherwise beautiful porch feel unfinished. Manmade beadboard offers a simple way to add an elegant look: It is quick to install, comes in several thicknesses and sizes, and doesnâ&#x20AC;&#x2122;t need much maintenance. Leave it white or add a bold pop of color to complement the other trim colors. Molding: As interior looks continue to infiltrate the outdoor space, many builders are differentiating their

The Merchant Magazine n

November 2018

CRAFTED WITH Kleer Trimboard, this pergola adds an elegant shading element to the back patio. (Photo by Boral/Kleer)

homes by incorporating crown molding along porch ceilings and around the deck. One popular spot is around posts; many post wraps come with pre-cut sets, but some installers are going even further with more elaborate wraps using outdoor-ready crown moldings.

7. Pergola: Pergolas offer a decorative element as well as a degree of shade. Cellular PVC trimboards provide the flexibility to craft a range of styles, from clean and modern to curved and traditional. As homeowner demand for decked-out exterior spaces continues to surge, the pressure is on builders, remodelers, and deck specialists to create living areas that offer both the amenities and the design flair buyers enjoy indoors. Just like crown molding, beams, and chair rail in the living room, well-thought-out trim accessories can help ensure decks and porches look and feel the part. - Matt Michalski is product manager for Boral Building Products, Wixom, Mi., manufacturer of Kleer and TruExterior trim. For more info, visit boralbuildinproducts.com. Building-Products.com

PRODUCT Spotlight By Western Wood Preservers Institute

Boost sales with treated wood training course

WHILE DESIGNED to give builders and architects Continuing Education Credits, WWPI’S new online course is also ideal for educating professionals who sell treated lumber. There is no charge for taking the course.

etailers and distributors can get a leg up on expanding treated wood sales by educating employees with a popular new online course developed by Western Wood Preservers Institute. The course, “Preservative-Treated Wood: Specifications and Use,” was developed for AEC Daily, an online education platform that attracts 350,000 users per month. While the online platform is tailored for architects and specifiers, it is open to all and can be downloaded at no charge. The online course provides an overview of how preserved wood products are made and used. It includes sections on types of preservative treatments and required

The Merchant Magazine n

levels of retention as dictated by enduse application, desired service life, and exposure conditions; specifying with American Wood Protection Association Use Categories; preserved wood and building codes, including current issues concerning treated wood in residential and commercial construction; and an overview of Best Management Practices (BMPs). Users can download the 80-page course then take a 10-question quiz to earn Continuing Education Units (CEUs). The preserved wood course has qualified for CEUs from 23 different organizations, including American Institute of Architects, Landscape Architects and National Association of Home Builders.

November 2018

The course debuted this spring and in the first full month it was online, it ranked as the 13th most popular download out of 550 courses. Since May, nearly 350 users have downloaded and taken the course. Increasing knowledge on how to properly specify and use preservativetreated wood offers bottom-line benefits, based on responses from users surveyed after taking the course. Some 56% indicated the course influenced their specifications for preserved wood. Nearly 90% said they would use the preserved wood products in future projects. WWPI also is introducing a course on “Specifying and Using Fire Retardant-Treated Wood.” The fire retardant course will be available on the AEC Daily site later this fall. It will cover how these products are made, their formulations, and the building code references that guide their use in construction. This course offers a review of fire retardanttreated wood products, including their manufacture, the applications and types of fire retardants that are available, and the factors that must be considered to ensure FR wood products are properly specified for code compliance. To download the courses, use the links on the WWPI website at www. preservedwood.org. Or you can go directly to the AEC Daily website (www.aecdaily.com) and search for “Preserved Wood.”

Building-Products.com

COMPETITIVE Intelligence By Carla Waldemar

It’s time for the show(room)!

OHIO DEALER’S mega-showroom can be traced to the owner’s original desire to establish a heavy presence in decking.

his isn’t going to be one of those “beloved, third-generation hometown yard builds on its legacy” stories. Nope. McCabe Lumber, of Lovelace, Oh.—20 miles from the Cincinnati metro area and serving Northern Kentucky and Southeast Indiana as well—didn’t even exist in the 20th century. Today, it’s a blockbuster, both in market share and innovation. Well, it sorta didn’t exist. There was a McCabe Hardware back in the ’80s. When the urge to expand and seize new opportunities to grow took fire, the McCabe fellas decided to launch a decking enterprise to fill an underserved niche.

The Merchant Magazine n

Oh, wait, they realized: We don’t have near-enough indoor space. So, long-story-short for the moment, in 2001 they erected from scratch one of the biggest, baddest full-service lumber and building supply facilities for miles around. And that’s when young Jerry Tepe stepped into the enterprise. “I’d come out of high school and did some college while working full-time here. With the expansion, I took the reins to build the lumber side of the business,” says Jerry, its present owner. “We got a foothold by specializing in exteriors, remodeling and decking. We paid attention to a segment of the market-

November 2018

place no one else was serving.” Well, but how do you attract business to an unknown outfit? “Yellow Pages.” (He has to laugh at the term today’s millennials wouldn’t even recognize.) “We cold-called everybody to tell them who we were and what we could do for them: service better than the competition, who swept those folks under the rug. If they weren’t big builders, it was ‘Forget about them’.” It worked. But soon those contractors wanted more than decks, “so it went from decks to everything they needed for their other segments: room additions, porches…. We added what we could in our small facility; then in 2001 we relocated to a 230,000-sq. ft. building where we can house everything. (We sublet half of it until we were ready to use it all.)” Then, in 2004, the real reason for this story came to be: construction of an industry-leading showroom stocked with premier products—12,000 sq. ft., showcasing windows and doors, decking, siding, railing, and the list goes on. But it didn’t stop there. McCabe built a complete, two-story house within this showroom to set off, says Jerry, “the best of the best, trend-setting products. It anchors the store. It lets customers know they’ve come to the right place. It features the best custom products, such as French door interiors, lots of moulding, a cherry wood ceiling, a unique porch floor—a rich interior and exterior that serves as an idea-creator. A ‘What if?’ A ‘Can I?’ It assures customers that McCabe can supply everything; that we can find it Building-Products.com

and we can get it for you. It anchors the store—lets you know you’re in a unique place, the right place. The staff uses it to make an impact on clientele that’s very impressive. “The home showcases categories,” Jerry emphasizes, “more than products. It acts as an anchor to drive customers into the showroom to find other products. And it’s not stagnant. It’s always being updated to call attention to the latest trends.” Who visits? “Pros are our business, 75% of it,” says the boss, “and they can use it in two ways. One, to inform themselves, and two—the biggest— to bring customers to McCabe, via a dedicated sales rep, to make their selections. So, the foot traffic is the end-user, plus remodelers and home builders. Up to 30% of visitors are walk-ins, looking for better products, better service, better solutions. It positions McCabe as the leader against the competition.” Competition? The boxes, yes. “But primarily, other independents. Of course, price is definitely a topic,” Jerry concedes, “but as a rule, it centers on product, availability and quality of our employees.” Today those employees number 110, and McCabe is always on the lookout to hire—“not just when we have a hole to fill. We’re looking for emerging, younger talent with good personalities. Smiles!” Then McCabe follows through with ongoing training, including shadowing a mentor plus one-on-one and group training November through March on new products. “And we promote from within, meaning then they are somewhat pre-trained,” Jerry stresses. To get the word out, the company utilizes a variety of marketing media, including radio (the largest segment), print and social media. It also hosts events for pros and conducts an annual Deck Expo for consumers, involving over a dozen manufacturers and generous refreshments. Average attendance is over one thousand, with lots of first-timers. To reach new pros, the company employs outside sales reps to cultivate relationships with builders and remodelers, stressing special services such as delivery via forklift and specified morning arrival times. “Also, we offer vertically-engaged manufacture of trusses and wall panels. And when it comes to inside sales, we have 11 reps ready to help with remodeling, decking, and maintenance. Building-Products.com

THE EXPANSIVE 12,000-sq. ft. showroom offers life-sized displays not only of (top) decking and railing, but also (middle) stairparts and columns, and (bottom) doors and windows. November 2018

The Merchant Magazine n

MULTIPLE full room settings sell high-end millwork and more. HOME FRONT display shows off exterior products, including siding, windows, entry door, columns and porch railing.

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”

The Merchant Magazine n

November 2018

“I attribute a lot of our reputation for service to will-call traffic to the facilities’ layout, incorporating the largest covered lumberyard in the tri-state area. Customers can drive through the covered facility to the product they’re picking up, which means efficiency for them. It’s definitely our niche.” As with most of your own operations, the past recession took a bite. To survive and thrive, “We tended to roll back some payroll hours during slow seasons. We’d been growing at a good pace, but those years took away our growth, flattened it. During those years, we lost lots of our competition, many of whom went under. So we were able to rebound in 2010-11, with good growth. We typically grow about 12% to 15%.” And in the future? “Growth is our business mode. We’re always looking for new opportunities, new product mix, new customers.” What keeps Jerry rooted to the enterprise? “My passion is seeing the long-term relationships being created by our people. My reward is seeing our associates grow.” And growing McCabe right along with them. Carla Waldemar cwaldemar@comcast.net Building-Products.com

Wood Reimagined Engineered Wood Products / Studs & Timbers Real Wood Siding / Softwood Plywood Roseburg.com

800.245.1115

OLSEN on Sales By James Olsen

The Pareto rules

ilfredo Pareto was the son of an exiled aristocratic Italian father, forced to leave Italy because of his liberal politics, and a French mother. He became the lead professor of economics at the University of Lausanne, France, in 1893. Pareto was a brilliant mathematician who designed railroads, and studied and taught mathematics and sociology. For us his most important “discovery” was the 80/20 rule or the “Pareto Principle,” which states that 20% of anything we do will bring us 80% of our results. I have done an 80/20 breakdown on hundreds of individual salespeople’s account boxes and at least 50 different sales teams. Most sellers are making 80% of their income from fewer than five accounts. Twenty percent of any sales team will be bringing in 80% of the business. (This also holds true for both NBA and NHL teams—20% of the players will score 80% of the points.) Three things will affect our success. We apply Pareto’s Principle to all three. If we don’t we will be part of the bottom 80% fighting over 20% of the pie.

Work Ethic

The majority of sellers that fail, simply do not work hard enough. In addition, the sellers who break out of the pack sooner are the ones who work WAY harder than their contemporaries. These sellers treat their account box as if it were their own business—which it is! These sellers are putting in a solid 48-55 week, but even those who don’t put in those hours, work while they are at work! Intensity matters. Many sellers are “at their desk” but not working. Others still are making the calls but are not making “sales” calls because they don’t do “sales” work. They present product and let the customer decide, which is not sales but a poor, unprofitable imitation of Google or Amazon. On any sales team there will be a genius who makes it look easy. On that same floor is a genius who works like a sales machine. The second salesperson is our role model.

Salesmanship

Many sellers have what I call the “Popeye Syndrome”— that is, “I y’am what I y’am and that’s all that I y’am.” These sellers continue to communicate the way the always have, actively or unknowingly refusing to understand that “sales” has a special language of its own. Those who learn and apply it—the top 20%—will prosper; those who don’t will founder. Sales is a learnable skill. Are there “natural born” salespeople? Yes, about one in 60 is my estimation. The rest of us have to learn it. This is also true if you are only “out-working the competition.” Some of us can overcome our lack of sales ability by out-working most others, but at some point, I tell these

The Merchant Magazine n

November 2018

sellers, “You’re already making 80 a day. You can’t make 160 and make more money; you’re going to have to work on your sales skills.”

Account Management

You work hard enough. Your sales skills are at a high level. But you are stagnated. The only answer left to increase your sales is to upgrade your account box. This is where the Pareto Principle does its magic. Exercise: 1. Make three columns in an spreadsheet. 2. The column on the left is the name of the account. 3. The column in the middle is the amount of sales/profit we made with that account over the last twelve months. 4. Once we have those numbers plugged in, sort top to bottom. 5. In the third column on the right run the accumulated profit going down the list from top to bottom. (We can automate this by using the formula in Excel (C1 = A1+B1 and so on down the column.) 6. Once we have our total and sorts done, draw a line under the accounts that represent 80% of your profit/sales. The accounts above the line are making us money, the accounts below the line are not. Period. Any account we work for more than six months that is below the line, must go. The accounts above the line are 16 times more valuable than those below. We use Pareto’s Principle to find the leak in our sales boat. It gives us a clear, mathematical view of what to work on in our business. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

Building-Products.com

November 2018

The Merchant Magazine n

THE REVENUE Growth Habit By Alex Goldfayn

Secrets to sales growth Because we’re afraid of rejection and upsetting the customer. Fear shapes our lives. We do what we can to avoid the life-or-death scenarios (losing the customer) we fear. Because it’s risky and uncomfortable, and who wants that? Humans are usually wired to avoid risk and discomfort. Because we think we may not know exactly how to do it, and we don’t want to screw it up. We don’t want to look bad. We think it’s complicated. Except, actually, it is not. It is absurdly simple. It all boils down to making ridiculously fast and absurdly simple communications to customers and prospects— repeatedly and systematically. There’s your secret. There is your grind. y clients add 10% to 20% to their top line annually, every year they implement my approaches. As a result, people frequently ask me what the secret to this kind of predictable and consistent sales growth is. My answer is that there is no secret. There is no magic bullet. There is only the work. The grind is secret. Except it’s not really a secret. It’s not anything people don’t know, is it? People know this already. In fact, you already know everything you need to know to grow your sales aggressively and consistently. You do it by offering your customers additional products and services which they are currently buying elsewhere. You grow sales by using the phone instead of email, and calling people who aren’t calling you on a regular basis. You grow by asking for the business every time you speak to a customer. You grow by asking for referrals, obtaining testimonials, and then communicating those testimonials to prospects. But you already know this. And that’s the thing: knowing what to do is different than doing what we know, isn’t it? Nearly everybody reading this right now—and nearly everyone in the sales profession right now—knows what to do. But knowing won’t make you one dollar. Not one. It’s the doing that makes the money. It’s the doing that feeds our family, isn’t it? Here’s another shocking truth: Most people in the sales profession don’t consistently do what we know we should to grow our sales.

Why We Don’t Do What We Know We Should Do

Because we’re busy. I know you’re not sitting around with lots of free time. And because we think it takes a lot of time. But, actually, it doesn’t. A did-you-know question takes three seconds to ask (“Did you know we also have or do X?”). So does a reverse did you know question (“What do you buy elsewhere that I can help you with?”).

The Merchant Magazine n

November 2018

Truths About Doing the Work

As I work with manufacturers, distributors, service companies, and their salespeople to grow revenue, I have come to understand some simple truths: The competition isn’t doing what they know they should do either. We think they are, but they are not. We think our customers get phone calls all the time, all day long. But they do not. We think everybody is asking our customers for testimonials and referrals, but in reality, pretty much nobody is. Next, customers want us to do this work. They crave it. As a part of my revenue growth projects with clients, I interview their customers. So many of them tell me how important regular contact is to them and how much they appreciate it when my client calls them, and visits them. “Doesn’t that bother or annoy you,” I ask them, knowing the answer even as I ask the question. “Not at all,” they say. “It tells me they care.” Communicating with your customers and prospects systematically and repeatedly shows them that you care. And finally, just as outside competition is not implementing the communications that grow sales, neither are your internal sales colleagues. And so, it is a fast and simple way to advance through your organization. Want to make your money? Want to advance in your company? Want to help customers more? Communicate more with them, intentionally and proactively. Be present. Show you care. And they will thank you with their money. Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com

TRANSFORMING Teams By Paige McAllister

Working the holidays

ow that fall is here, we all know what is next: the holidays. And while the holidays are supposed to be a time of fun and good cheer, they can also bring stress and anxiety. As an employer, there are a lot of things you should consider. Religious holidays of different faiths: From October through December there are holidays for at least 14 different faiths as well as cultural, federally-recognized, and sports- and shopping-related holidays. While these holidays have different levels of importance to their respective adherents, being open and understanding about their meaning to your employees is essential. While some like to say, “Merry Christmas,” others embrace “Happy Holidays.” Neither is wrong—in fact, supporting differing views in the workplace is entirely the point. Busy season: If your company has year-end responsibilities such as meeting client demand, inventory, closing out the books for the year, etc., make sure your employees are aware of their obligations in advance so they can plan accordingly. Consider scheduling celebrations after the season is over. Holiday parties: There are many holiday party options depending on your size, budget and employee interest. Some companies host big, fancy parties with dinner and dancing. Other companies choose themes such as casino night (please, no real gambling!), masquerade ball, or holidays around the world. Whatever you do, make sure everyone feels invited and included, regardless of faith or interest.

The Merchant Magazine n

November 2018

Alternatives to standard party: A big party may not fit into the plans for various reasons—participation, budget, employee or company struggles, etc. If so, you can consider alternatives such as a company luncheon or potluck meal or a family-inclusive function. Maybe allow employees to have the rest of the day off with pay as an extra perk. Sometimes just hosting employees in a small gathering will meet the objectives of letting employees socialize and saying “thank you” for their dedication. Alcohol or no alcohol: Regardless of when hosted, if a company offers alcohol at a company function, there is liability to consider. If an employee drinks too much and is injured, it could have workers’ comp implications. Worse, if an employee gets into an accident while driving home after a function, the company may be liable for injuries and damages if related to alcohol served. If social drinking is part of the culture, consider limiting the number of drinks and strength of alcohol served and have other transportation options such as designated drivers or ride-share services available to get everyone home safely.

Q. In the northern States, this is the time when we get snowstorms. We have a new office network which enables access to the network remotely. Some of our customer service representatives live far away. There’s nothing about it in our handbook—can we let them work from home on an ad-hoc basis?

A. Sure, flexible work arrangements are increasingly prevalent and can help minimize the office disruption that can occur with inclement weather occurrences. A couple of things to keep in mind, though—first, always require approval for ad-hoc work changes. You will need to decide if this new flexibility is a right or a benefit. If the latter, it should require approval and be well managed. Second, hourly, non-exempt employees (which is how most customer service reps should be classified) will need to be paid for all time worked—even after hours. Be sure to arrange in advance how you will track each CSR’s hours when working from home. Finally, take the time now to establish what your work from home policy is so that you are not inconsistent in your approach or management going forward.

Building-Products.com

Gift exchanges: If you arrange or allow employee gift exchanges, be sure that rules are established and followed: everyone should be invited but not required to participate; the price should be reasonable; gifts must not violate harassment or discrimination policies; and any procedures for the exchange itself are clearly established beforehand (i.e., trades, “do-overs,” picking order, etc.). Year-end bonuses/gifts: If your company gives employees year-end bonuses or gifts at the holidays or yearend, be sure that proper tax rules are followed. Nondiscretionary bonuses (those paid routinely or are required to be given if certain criteria are met) usually must be taxed and calculated into overtime regardless of the form. Discretionary bonuses (those given purely by choice) may not need to be taxed. Sometimes small or non-monetary gifts may be excluded from tax calculations, but consult your accountant beforehand so employees know what to expect. Vacations/time off: The holiday season means a lot of employees want to take time off to spend with their families, travel, or both. School-aged children have long vacations, college-aged and grown children come back home, and families travel to other destinations. Some companies close the week between Christmas and New Year’s due to low demand, but most need to keep enough staff to cover customer needs and production demands. If you are in the latter group, consider the following: • If you need coverage during all holidays, alternate who takes which holidays off. Perhaps have employees list their order of preference to come up with a fair system. • Do not rely on seniority or “first-come, first-serve” methods to determine who gets time off around the holidays. Consider who had a holiday off previously or include performance into the equation. • Do not penalize single employees in favor of those with children. While employees who are parents may have additional reasons to want time off during the holiday, that does not mean that single and/or childless employees should be penalized for not having a family. Holiday pay: Review your holiday pay policy to make sure employees know the expectations for them receiving pay on holidays. Are employees required to work the day before and after or have approved vacation/PTO to receive pay? If an employee must work on the holiday, how are they paid (i.e., time-and-a-half, regular plus holiday pay, straight-time only)? Be conscious of employees who are having a hard time: Realize that some employees may have a harder time during the holidays. Maybe they recently lost a family member, are having financial difficulties, or are far away from their family. Be conscious of those employees and, while you don’t have to do something special for them, know that a little kindness or outreach can make a huge difference. If you need help navigating the obstacle course of the holidays, we’re here to help you. And from your team at Affinity HR Group, we wish you a happy and safe holiday season!

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

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

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

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

Providing Customer Satisfaction in All We Do

P.O. Box 75 • McMinnville, OR 97128 503-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) 28770 Dike Road • Rainier OR 97048 503-556-1297 • Fax: 503-556-1709

Paige McAllister Affinity HR Group contact@affinityhrgroup.com Building-Products.com

* See product warranty for details. Hi-bor®, FirePro® and Advance Guard® treated wood products are produced by independently owned and operated wood treating facilities. Hi-bor®, FirePro® and Advance Guard® are registered trademarks of Koppers, Inc. ©10/2014

November 2018 Royal Pacific Merchant ad 9_14.indd 1

The Merchant Magazine n

10/27/14 4:14:53 PM

Equity Firms Buy Meek’s and Colorado Dealer Meek’s Lumber, Springfield, Mo., as well as a family-owned Colorado LBM dealer have been acquired by a pair of Los Angeles-based private equity firms. Angeles Equity Partners and Clearlake Capital have formed a new entity, American Construction Source (ACS), to purchase Meek’s and additional LBM businesses, in hopes of creating a national chain. Members of the Meek family will remain actively involved. Charlie Meek will stay on as executive VP for business development, while Carrie Meek will continue serving on the company’s board of directors. Matt Blair will continue to lead the West Division. Tom Buckner and Eric Sachse will continue to lead the Midwest Division. James Drexinger takes over as the new CEO of Meek’s and American Construction Source. Founded in 1919, Meek’s operates more than 40 locations between its two regional divisions. Meek’s also sold all of its real estate—41 properties including its headquarters, lumberyards, distribu-

tion centers, manufacturing plants, and a design center—to an unnamed real estate investment trust, which will lease them back to the chain. Days after announcing the Meek’s deal, ACS acquired sister stores Edwards Building Center, Edwards, Co., and Breckenridge Building Center, Breckenridge, Co., which was started in 1970 by the Brownson family. Both businesses will continue serving their customers under their current local brand names. Key management will stay on, including Mike Burk as regional manager and general manager of Edwards Building Center, and Denny Rogstad as general manager of Breckenridge Building Center.

Hardware Operator Sees Opportunity in OSH Closure

Fifteen years ago, Gary Powers had planned to open a hardware store in his hometown of Chico, Ca.—when he was dissuaded by the opening of a fancy new Orchard Supply Hardware. Now that OSH is shuttering all of its locations, Powers is back in the

game. He will open a True Value Hardware store by March in a former Carpet One showroom. Powers will also move his existing business, Holiday Pools, into the building.

SUPPLIER Briefs Mr. T’s Hardware & Building Supply, New Castle, Co., is liquidat-

ing after 18 years.

Constar Construction Supply, Bakersfield and Clovis, Ca., has been acquired by Construction Supply Group. CSG now operates 87 locations in the U.S. and Canada.

Ace Hardware, Pullman, Wa., is closing after 10 years. Owners Paul and Jan Strohbehn have sold the real estate, so they can retire. Boise Cascade, Lathrop, Ca., has been named MOSO North America’s sole distributor in Northern California and Nevada, effective Nov. 5. Metsä Wood has started up a new birch plywood mill in Pärnu, Estonia. Kebony has begun operating a new modified wood factory in Flanders, Belgium. USG Corp. stockholders approved a proposed acquisition of the company by Knauf. Allura , Houston, Tx., has introduced a new color palette for its family of prefinished fiber cement siding, shakes and shingles, panels and soffit products. Eleven new colors have been added, bringing the total to 25. Discontinued colors will continue to be offered until Jan. 31, 2019.

www.superiorwoodtreating.com

RISI , a division of Euromoney Institutional Investor, will fold 97-yearold Crow’s price reporting into its recently purchased Random Lengths by the end of first quarter 2019. Makita USA, La Mirada, Ca., won Home Depot’s 2018 Innovation Award for its 18V LXT SubCompact line.

The Merchant Magazine n

November 2018

Building-Products.com

MacBeath Acquires Arizona Hardwood Chain

MacBeath Hardwood Co., Edinburgh, In., has completed an asset purchase of World Timbers Inc., which does business as Woodworkers Source, based out of Scottsdale, Az. Woodworkers Source primarily services the retail segment of the industry, with three locations in Phoenix, Tempe and Tucson, and a robust online business. It has approximately 30 employees and annual sales of $7 million. Woodworkers Source founder Keith Stephens is retiring. His son, Mark Stephens, has been with the company for nearly 20 years and will stay on as vice president of Woodworkers Source and regional manager of MacBeath Hardwood’s new Southwest Division.

propriated trade secrets, and conspired with two former customers to violate ECi’s intellectual property rights.

Ox Buys Housewrap Maker

Housewrap manufacturer HomeGuard Building Products, Jacksonville, Fl., has been acquired by Ox Engi-

neered Products, Northville, Mi. “HomeGuard is a natural fit with Ox,” said Ox CEO Dave Ulmer. “HomeGuard’s complementary product offering, in combination with Ox’s existing sheathing solutions, makes us a one-stop shop for high-performance, cost-effective building envelope products.”

ECi Battles Software Rival

ECi Software Solutions was granted a preliminary injunction prohibiting Prosperity Computer Solutions from accessing, using, modifying, copying or tampering with its Advantage software and barring two former customers from using the software. ECi filed in August alleging Prosperity had violated the terms of a 2016 settlement agreement, misap-

The Merchant Magazine n

HOOP DREAMS: Reid Schooler, lumber trader for Buckeye Pacific, Portland, Or., was recently spotted officiating the Portland Trailblazers’ scrimmage game during its pre-season Fan Fest at the team’s home stadium, the Moda Center. For years, Schooler has refereed high school and college basketball games on the side.

November 2018

Building-Products.com

Find Out What An Orgill Dealer Market Is All About Discover fantastic buying opportunities, walk through fully merchandised concept stores and explore special product showcases!

Join us February 21-23 for our Spring Dealer Market in Orlando! Register online or give us a call today! • Fantastic buying opportunities • Deep discounts from thousands of vendors • Fully merchandised concept stores • Special product showcases

Scan the QR code to watch a video about Orgill Dealer Markets!

1-800-347-2860 ext. 5373 • information@orgill.com • www.orgill.com

THINKING Ahead By Nick Fitzgerald, NAWLA Chairman

This business is personal ake a step back in time with me for a moment. Robocop, Good Morning Vietnam, Dirty Dancing, and the first Lethal Weapon film were in theaters. Iconic albums such as Michael Jackson’s Bad, The Joshua Tree from U2, and Appetite for Destruction from Guns N’ Roses were released. Phil Simms, after winning Super Bowl XXI and being named the game’s MVP, was the first to utter the now-famous celebratory proclamation, “I’m going to Disney World!” And, on October 19, 1987, the Dow Jones Industrial Average dropped 22.6% in one day. For a guy working his first career position in the financial industry, this was a defining and actionable moment in my life. Not long after that day, which remains the largest single-day percentage drop for the Dow, I had the opportunity to change the course of my career, and move to a more tangible industry. One I could see, smell, and feel. The forest products industry. A company in Des Moines hired me, right around the time it was being acquired by Universal Forest Products. The following spring, in 1989, I began UFPI’s highly-revered training program, and soon began selling specialty products like pine

The Merchant Magazine n

boards, cedar and redwood. Just a couple of years later, an opportunity arose to move to pressure-treated work in Janesville, Wi. I jumped at the opportunity to move to a new state and to sell pressure treated lumber and other commodity items across the northern Midwest. In Wisconsin, I fell in love with a lifelong Badger, Kim, and we started a family. In the late ’90s, UFPI went through a restructuring, and with my wife and two children, we relocated to Union City, Ga. It

November 2018

was then, in 1998, that I attended my first NAWLA Traders Market. By that time, my career had shifted to be more on the supply side of things, and as a buyer and purchasing manager, those meetings at Traders Market were invaluable to me in making connections and getting deals done. Around 2007, knowing that I could contribute, and gain, so much more from NAWLA involvement, I reached out to a mentor of mine, the late Mike St. John, the vice president

Building-Products.com

A Special Series from North American Wholesale Lumber Association

of sales for Pacific Woodtech and NAWLA board member at the time. He connected me with some additional folks, and I soon knew that becoming involved in the Education Committee was the best fit for me. In the span of just a few years, I became chair of the committee, then was invited to join the board of directors. During that time, NAWLA partnered with SmithBucklin for our management needs, and after 25 years at UFPI, I switched jobs to be branch manager with Building Products, Inc. (BPI) and relocated my family back to the Midwest. Whew. Today, as I wrap up the honor of serving as NAWLA’s chairman, I’m thrilled with the progress the association has made in the last several years. Our membership is growing, even as our industry consolidates and the companies within it strive to be more efficient. It’s apparent that NAWLA membership is growing because of the efficiency and value we provide our member companies. Our committees are active and strong. As chairman, I have immense trust in the individuals who serve in these capacities and have enjoyed learning from each of these groups and their volunteers. NAWLA events continue to evolve and improve. We are identifying more qualified and engaging speakers than

Building-Products.com

ever before, taking regional meetings to new cities, and upping our game with offerings at all our events. No matter how you choose to engage, meeting people from all walks of this industry, at every level within companies is something unique to the NAWLA experience. For me, when I meet someone at a Traders Market, even if the deal isn’t ‘there’ immediately, it sometimes is there—later on. I’ve had several instances where I’ve met someone, talked about their products or mine, and went about our days. Then, months or even years later, with a shift in vendors or suppliers, that chance encounter comes back to my head, and a new partnership is born. You may not use that connection immediately, but it’s there if and when you need it. I’m also immensely encouraged and inspired by the younger generation now entering the business. I have learned that these emerging professionals have passion, grit, and innovation in their DNA—and I’m thrilled to see where they take our industry, and NAWLA, in the future. My only words of advice: Become involved. You can make it as intense or as casual as you like. Find a board member or a committee member you already know (you can find them listed on the NAWLA website) and talk with them. Or, call me. Really. If I can help someone move their career forward by growing their involvement in our association, it would be my pleasure. Don’t delay getting involved just because you aren’t sure how to start. My own entré to the forest products industry was a bit circumstantial, and very much unexpected by me. I respect, and have learned so much from those of you who grew up in this business and are carrying on family legacies. But what I’ve come to appreciate is that this industry, no matter how you got here, is built on relationships. My success has been a result of the people I’ve met and the people they’ve been kind enough to introduce me to. Quite simply, everything about this business is personal. Many of you reading this are my colleagues, my business contacts, and truly my friends. Thank you for the honor.

About NAWLA North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn more about how NAWLA can help your business at www.nawla.org.

November 2018

The Merchant Magazine n

MOVERS & Shakers Kim Boos, ex-Merchants Metals, has joined Fortress Building Products, as Parker, Co.-based national sales mgr. of Fortress Deck & Frame. Greg Stout, ex-Boral is now western region sales mgr. for Fortress’ Infinity Deck and Evolution Frame. Brad Fife, ex-Builders FirstSource, has been named purchasing mgr. for Sunroc Building Materials, Salt Lake City, Ut. Jennifer Li, import/export and national accounts mgr., Redwood Empire, Morgan Hill, Ca., has added the title of sales mgr. Mindy Johnson has been appointed business development mgr. for the Spectrum Division sales team at Timber Products Co., Springfield, Or. Chris Verderber has beeen named VP-manufacturing for Seneca Sawmills, Eugene, Or. John Bottini III, ex-International Wood Products, has revived his brokerage, Aspen Forest Wholesale Lumber, Portland, Or. Bruce Haynes has retired as log procurement mgr. for Sierra Pacific Industries’ Anderson and Shasta Lake sawmills divisions, following 50 years in the industry, the last 27 with SPI. Larry Thurman has retired after 25 years as purchasing mgr. for SPI’s Red Bluff Millwork, Red Bluff, Ca. Matt Cone is new to outside sales with Fastenal Co., Vancouver, Wa. Patrick Emmett has joined PrimeSource Building Products, San Leandro, Ca., as a Northern California territory mgr.

Sonja Oliphant has joined the sales team at Boise Cascade, Riverside, Ca. Jeff Schroeder, ex-Huttig Building Products, is now San Diego, Ca., territory mgr. for Beacon Roofing Supply. Austin Barber, ex-Sherwin Wiliams, has joined OrePac Building Products, Wilsonville, Or., as a residential Tyvek specialist. Phil Cleveland, ex-Systems Waterproofing Supply, is a new Anaheim, Ca.-based outside sales rep with Sunshine Supply Co., San Diego, Ca. Patti Hendrix is now with Canyon Creek Cabinet Co., Monroe, Wa., as regional sales mgr. for Washington and Alaska. Don McGregor, ex-Vanport International, has been named VP of wholesale lumber for Western Forest Products, Vancouver, B.C. Jenna Myers is the new paint merchandise mgr. for Do it Best Corp., Fort Wayne, In. Zach Vanlandingham has moved to associate lumber trader. Craig Webb, longtime editor and construction supply analyst, has launched a new firm, Webb Analytics LLC, Washington, D.C., offering custom research, consulting, data and analysis, and business development services. John Vukanovich has been named vice president of marketing for Derby Building Products, Quebec City, P.Q., overseeing the Tando and Novik brands. Hiram Cheep is new to recruitment and compensation at Mungus Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

SANTA FE SPRINGS, CA •

WWW.HUFFLUMBER.NET

(800) 347-4833

EWP

• BIG TIMBERS/LONG LENGTHS • DISTRESSED WOOD • D-BLAZE® FRTW

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

PACIFIC WOODTECH I-JOISTS • PWI-20 • PWI-45 • PWI-60 • PWI-70 • PWI-77 • PWI-90

LVL BEAM & HEADER • BEAM/HEADER • RIM BOARD • LVL STUDS • LVL COLUMNS LENGTHS FROM

ROSBORO GLULAMS & X-BEAMS

8’ – 66’

The Merchant Magazine n

November 2018

Building-Products.com

November 2018

The Merchant Magazine n

years to learn and a lifetime to master. Each artificial fly—or “nymph”— is as intricate as an Old World timepiece, and requires about an hour to tie, employing intense concentration and nimble fingers. Ostrom says, “It’s been a lifelong pursuit and hobby that’s brought me a lot of enjoyment and satisfaction—not to mention I catch a lot of fish on these flies!”

LUMBERMAN/FLY TYER Jeff Ostrom firmly believes the “nymphs” should be tied “absolutely correctly.” Note the head of the fly tied back from the hook eye, using a snell knot, because it won’t slip.

Northwest Lumberman Works on the Fly Jeff Ostrom, Ostrom Forest Products, Portland, Or., enjoys wholesaling lumber, but his greater passion is tying elaborate artificial flies for fishing. Ostrom, 59, has been tying flies since he was 9, growing up amid the streams and lakes near Mount Rainier. His father, Larry, managed Packwood Lumber, Packwood, Wa., which his grandfather, Uno Ostrom, had built

from the ground up. Jeff started on the greenchain at age 15, rose to sales, and for the past 29 years has operated his own wholesale office. Ostrom collects and uses many of the flies he creates. But he’s also framed many to give as gifts to friends and colleagues, or to charitable organizations to be auctioned off, usually fetching about $250 to $300 apiece. The hand-weaving process took

ONE OF Ostrom’s favorite trout nymphs: the diminutive Sawyer pheasant tail, designed to imitate the Baetis mayfly by Englishman Frank Sawyer, riverkeeper on England’s River Test.

THUNDERBOLT WOOD TREATING “WE TREAT WOOD RIGHT”… Quality Wood Treating Services Since 1977 3400 Patterson Rd., Riverbank, CA 95367 • Fax: 209-869-4585

Danny Sosa: (209) 747-7773 • dannys@thunderboltwt.com

The Merchant Magazine n

November 2018

Building-Products.com

The easy way to a picture perfect deck.

Introducing EB-TY Premium Hidden Deck-Fastening System ®

The new EB-TY Premium system comes with the ingenious EB-GUIDE predrilling tool to ensure precise and efficient fastening. The system’s redesigned biscuit features a stainless-steel reinforcing plate to ensure a strong, concealed connection – showcasing the natural beauty of the deck. Whether your customers are using composite decking or exotic hardwoods, EB-TY Premium delivers a picture-perfect deck every time. To learn more, visit go.strongtie.com/ebtypremium or call (800) 999-5099.

Simpson Strong-Tie Company Inc. EBTY17D

™

Including the EB-GUIDE

NEW Products

Reformulated Composite Decking

Nova USA Wood Products’ new ExoDek QuickClip hidden fastener deck clip system allows for the natural expansion and contraction of wood decking with changes in the material’s moisture content. The clips are made from spring steel, similar to the steel used in automotive springs, and E-coated for maximum long-term durability and exposure to the elements. The #8 deck screws fasten from the top for speedy installation; a 1/4” gap between the boards is built into the design.

Cali Bamboo has redesigned its BamDeck bamboo composite decking product. BamDeck 4G, the fourth generation line, now has planks that are scalloped on the bottom and grooved on the sides. Planks come in a wide plank size (8 ft. long by 8-1/4” wide) and in extra long (16 ft. long by 5-7/16” wide). A smooth, matte finish allows for modern-looking decking. Planks sport a solid composition with uniform hues from top to bottom and never require sealing or staining. BamDeck 4G retains the same sustainable bamboo composite formula, composed of 60% reclaimed bamboo fiber left over from the bamboo flooring manufacturing process, and 40% recycled HDPE. The new line comes in three colors: coffee, slate and charcoal.

n NOVAUSAWOOD.COM (503) 419-6407

n CALIBAMBOO.COM (888) 788-2254

Flexible Deck Clip

The Merchant Magazine n

November 2018

Building-Products.com

Staple Down Your Project

Super-Strong Decking Deckorators has expanded its line of wood-alternative decking with the launch of Voyage, a new line of composite decking featuring patented Eovations technology. The new line absorbs virtually no moisture, and allows virtually no thermal expansion or contraction, and adds to these benefits unique textured embossing for superior traction on the deck surface, along with the bold look of vertical grain variegation.

DeWaltâ&#x20AC;&#x2122;s new 20V MAX Cordless Cable Stapler is a compact and lightweight solution and replaces manual cable fastening methods. Twice as fast as manual hammer stapling, the new tool helps provide fast and efficient wire-ups in residential wiring applications and is primarily designed for fastening NM-B (Romex) wires and cables. It can also be used for low-voltage applications. A proprietary cable guide helps to drive staples safely and accurately over the cable.

n DECKORATORS.COM (800) 556-8449

n DEWALT.COM (800) 433-9258

The Merchant Magazine n

November 2018

Building-Products.com

Updated Connections Simpson Strong-Tie has redesigned its RCKW rigid kneewall connector for cold-formed steel construction to provide a two-anchor option for contractors using 1/2â&#x20AC;?- or 3/8â&#x20AC;?-diameter concrete anchors. When higher loads are required, combine the RCKW with the RCKWS stiffener to maximize overturning moment resistance. n STRONGTIE.COM (800) 999-5099

Rainscreen Protection Knight Wall Systems is collaborating with Rockwool to create a continuous insulation (CI) rainscreen attachment system utilizing stone wool insulation rather than rigid foam. Developed for commercial uses, Comfortboard 110 is thermally efficient, moisture-resistant, vapor permeable, and supplants other external sheathing insulations to create high-performance wall assemblies. n KNIGHTWALLSYSTEMS.COM (855) 597-9255 Building-Products.com

November 2018

The Merchant Magazine n

Adaptable In-fill Kit

Freedom Fill is a powder-coated aluminum in-fill made by Wild Hog Products to fit perfectly into Trex Transcend top and bottom rail. It comes in black and white, in 6-ft. and 8-ft. kits. n WILDHOGRAILING.COM (800) 221-7671

PROUDLY SERVING THE FOREST PRODUCTS INDUSTRY SINCE 1896

CONVENIENTLY LOCATED IN THE HEART OF THE PACIFIC NORTHWEST “TREATING COASTAL DOUGLAS FIR IS OUR SPECIALTY” TSO MARKETS & APPLICATIONS SERVED GENERAL & HEAVY CONSTRUCTION • HIGHWAYS & BRIDGES • MARINE/AQUATIC AGRICULTURE/AQUACULTURE • MILLWORK • EXPORT • SAWN LUMBER & TIMBERS ROUND TIMBER PILING (MARINE, FRESH WATER & FOUNDATION) GLUE-LAMINTED BEAMS, COLUMNS & ARCHES ACQ THE INDUSTRIAL TSO SPECIALIST CUSTOM TREATING CHEMONITE® ACZA KILN DRYING (KD & KDAT) PENTACHLOROPHENOL TYPE A HEAT STERILIZATION • WWPI BMPs 50-50 CREOSOTE PETROLEIUM 5 RETORTS: FROM 50’ TO 156’ CLEAN CREOSOTE (P1/13) RAIL SERVICE (UP & BNSF)

SALES & ACCOUNTS MGR. JERRY FARLEY 1-503-618-9155 JFarley@JHBaxter.com

3494 Roosevellt Blvd. EUGENE, OREGON 1-866-960-9703

www.JHBaxter.com

CUSTOMER SERVICE & ORDER STATUS 1-541-689-3801 x2 CustomerService@JHBaxter.com

JHBaxter & Co. is WBE Certified AFFILIATIONS: AWPA • CAHM&PC • IOHH • PCCHM&PM • PWLA • WCLBMA • WCLIB • WWPI

The Merchant Magazine n

November 2018

PopTop Post Cap PopTop post cap system is the first and only interchangeable deck cap, allowing the homeowners to change the look and functionality of their deck. The cap has interchangeable receivers to hold lighting, cupholders, trays, flags, birdfeeders, or about any decorative element the homeowner can dream up. n POPTOPPOSTCAP.COM (301) 948-6600

Building-Products.com

Rich, Earthy Hues Tando’s Signature Stain added a new color— Graphite—to its innovative cladding line. Manufactured by Derby Building Products, the new hue expands the stained shake line beyond current wood-like browns to an earthy, deep gray. The color joins Signature Stain’s original colors of Fawn, Bark and Acorn, capturing the natural hues and variations of stained wood. Graphite offers the beauty and authenticity of stained wood but without the continuous maintenance or upkeep, and is a good solution for home exteriors, with a lightweight design for fast, easy one-person installation. n TANDOBP.COM (844) 698-2636

JLC Live Northwest Booth #206

Don’t get caught with squeaky floors. BECK Fastener Group®, SubLoc®, SCRAIL® and FASCO America® are registered trademarks of the Raimund BECK KG.

Metallic-Look Post Caps American Pro Building Products by Patwin has introduced a new cellular PVC rail system with the option of metallic-look Living Finish top caps. The Living Finish option allows you to cap the rails with the classic look of bronze, copper and stainless—as well as real mahogany—at a fraction of the cost. The caps snap on the top rails the same as standard white ones, but give the rich look of real metal. They are strong, fade resistant, and UV stabilized for outdoor use.

Master Distributor:

n PATWIN.COM (800) 225-0957

FASCO America Inc. 800-239-8665 | www.fascoamerica.com

Building-Products.com

November 2018

The Merchant Magazine n

Deck Weatherproofing

Dexerdry themoplastic weatherproofing strips are now available in a flexible coil, making them easier to install, ship and handle. The strips are placed between deck boards to prevent water and

from penetrating the surface of the deck, creating a dry space below. Coils initially will accommodate certain Trex, MoistureShield and Deckorators, with more to come. n DEXERDRY.COM (732) 551-9969

Adjustable Cable Rail

* ROUGH TIMBERS * UTILITY POLES * PRESSURE TREATED LUMBER * FIRE RETARDANT TREATED LUMBER AND PLYWOOD

New adjustable cable railing systems have been introduced by Paralux. The systems feature either a patent-pending swivel design for wood posts or a toggle design for metal posts, allowing adjustability between posts and preventing bulky fittings from being exposed on the exterior of end posts. n PARALUXCABLERAILING.COM (813) 727-2589

Fiberglass Measuring Cementex has made available its fully non-conductive fiberglass measuring tools. Available are a 33-in. measuring tape and a 6-ft. measuring stick. Their composition eliminates the potential for a common cause of arc flash—inadvertent contact with metal measuring tools. And because they’re not wood, they are unaffected by environmental changes; even if they get wet, they won’t change shape. n CEMENTEXUSA.COM (800) 654-1292

The Merchant Magazine n

November 2018

Building-Products.com

High-Performance, Low-Cost Decking Green Bay Deckingâ&#x20AC;&#x2122;s new Indura Deck capped composite decking provides a premium product at a lower price point. The line is similar to Green Bayâ&#x20AC;&#x2122;s top-of-the-line Optima Deck, but with a reduced profile, which lowers the cost and the weight. The product will not rot, since it contains no wood filler to break down with environmental exposure. And because of its patented blend of BioDac, rice hulls, and virgin high density polyethylene, it is naturally resistant to the effects of mold and mildew.

More Rail Options for Your Deck

n GREENBAYDECKING.COM (877) 804-0137

n DURALIFEDECKING.COM (800) 866-8101

Building-Products.com

DuraLife is expanding its deck railing product offering with a new line called Merrimack. The system is made of a non-wood PVC composite and is available in a bright white finish. The new line features a contoured top rail, a hidden fastening rail connection system, and an innovative (optional) drink rail deck board adapter allowing contractors to easily match the top of the railing to any DuraLife decking color to create an elegant, cohesive design.

November 2018

The Merchant Magazine n

Remodeling/Deck show draws crowds to Baltimore The combined Remodeling Show/DeckExpo returned to Baltimore, Md., with added excitement from a growing outdoor living presence and dozens upon dozens of new product introductions. One of the most popular sessions was a panel discussion, moderated by Merchant Magazine publisher Patrick Adams, on “Build Outside the Box: Crafting Your Brand Your Way,” featuring radio personalities The Carey Bros. and Jason “Dr. Decks” Russell.

The show, held Oct. 9-11 at the Baltimore Convention Center, also featured workshops and panel discussions, and coincided with the annual meeting of the North American Deck & Railing Association. DECK EXPO HIGHLIGHT: [1] Publisher Patrick Adams moderated a roundtable featuring Dr. Decks and The Carey Bros. [2] Brendan Casey, Paul LaFrance, Jason “Dr. Decks” Russell. [3] Morris & Carol Carey, James Carey. [4] Jon Vukanovich, Anne-Andree Morin, Mike Morris, Jason Lyle, Hillary Depper, Gary Kessler. [5] Cameron Goodreau, Jay Poppe, Sydni Dobson, Eric Gee. [6] Chad Hall, Kim Pohl, Steve Rees, Scott Willis, Jamie Kreiser. [7] Sabrina Byrum, Katya Stuart. [8] Chris Dooley, Phil Lail. [9] Kevin Harris, Matt Hungerford, Darrell Hungerford, Mike Nachreiner. [10] Matt Fogel, Greg Palmer, Eric Ashack, Greg Hartmann. (More photos on next two pages)

10 n

The Merchant Magazine n

November 2018

Building-Products.com

INTRODUCING PACIFIC

BALTIMORE Convention Center welcomed (continued) [11] Andrew Pantiledes, Rob Bickel. [12] Kathy Gibson, Patrick Clanton, Lynn Liebertz. [13] Catherine Carlstedt, Craig Smalley, Ashley Finger. [14] Don Hayes, Brian Delbrueck. [15] Matt Chambers, Eric Skelton, Zach Bennett. [16]

Photos by The The Merchant Magazine

REMODELING/DECK EXPO

22 Scott Nowatzki, Andrew Ryan. [17] David Morgan, Jim Storrer. [18] Seth Aranson, John Scarborough. [19] Ben Desantis, Lainie Sleppin. [20] Andrea Munday. [21] Tom Horvath, Chuck Casey. [22] Mike Descoteaux, Jay Penney, Jim Poulin. (More photos on next page)

CEDAR DECKING

Our Pacific TruRed Cedar Decking is a proprietary select grade of coastal Western red cedar which has been manufactured to strict quality tolerances to ensure a uniquely premium tight-knot product. Pacific TruRed is custom cut from select second growth logs which are sourced from Vancouver Island, B.C. After cutting, the rough cedar is sorted for quality prior to kiln drying (KD) to an average moisture content of 15%. Once the moisture content of the complete kiln charge has been confirmed, the KD rough lumber is moved to our finishing mill where it is sorted again to remove any pieces degraded in the kiln prior to dressing, trimming and packaging. The result of this quality-intensive process is our Pacific TruRed Cedar Decking: Truly, a Decking Product for the Discerning Homeowner.

SELECT Tight-Knot, S4S Kiln Dried (KD), 1/8”r 4-Eased Edges

SELECT Tight-Knot, S4S Green, 1/8”r 4-Eased Edges

● 2X6 (1-1/2”X5-1/2”) 8’-20’ evens only, 64/unit

● 4x4 (3-9/16”x3-9/16”) 8’ & 10’, 44/unit

● 2x4 (1-1/2”x3-1/2”) 8’-20’ evens only, 104/unit ● 2x2 (1-1/2”x1-1/2”) 4’-12’ evens only, 52/unit

A complete line of Western red cedar timbers, boards and uppers are available to complete your decking project.

CEDAR DECKING Building-Products.com

November 2018

The Merchant Magazine n

REMODELING/DECK EXPO Photos by The Merchant Magazine

REMODELING SHOW/DeckExpo (continued from two previous pages): [23] Bill Ross, Edie Kello. [24] Scott Marshall, Kevin Garman. [25] Daniel Franklin, Becky Duffy, Kristin Sparbeck. [26] Bill Griffith, John McGill. [27] Shawn O’Keefe, Zachary Sayre, Frank Vara, Kevin Kelly. [28] Len Moscowitz, Wayne Bennett, Peter Krihak. [29] Nick Prazuch, Chris Johnson, Keith Richardson, Ion Holtie. [30] Rick Hess, Andres Smucker, Sean McPeak, Ted Parmor. [31] Robert Savard, Samantha Smitchko.

The Merchant Magazine n

November 2018

[32] Kimberly Smitchko, Daniel Smitchko. [33] Michael Nolan, John Ardolina, Jody Nolan, Jesse Khan. [34] Andy Hackerson, Mary Kittrell, Jude Kundla, Terry O’Connor Jr., Ken Hotchkiss, Chris Boyts. [35] John Lampe, Maggie Lampe, Will Lampe. [36] Jim Mailey. [37] Matt Shaner, McKinley Harris, Jonathan Honcher, Shara Gamble, Chris Day, Kim Eckerman. [38] Jack Joyce, Colleen Seal, Phil Hrack. Building-Products.com

Itâ&#x20AC;&#x2122;s here.

Completely redesigned. Continuously updated. Conveniently mobile.

www.Building-Products.com Another investment in serving the LBM industry since 1922

PACIFIC NORTHWEST RAIL SHIPPERS Photos by The Merchant

The Merchant Magazine n

PACIFIC NORTHWEST Association of Rail Shippers chose “Best Practices and Strategy for Growth” as the theme for its fall meeting Sept. 26-27 at Motif Hotel, Seattle, Wa. [1] Timber Products’ Steve Killgore addresses the group. [2] Tom Gennarelli of Roseburg delivers a keynote. [3] Theresa Garmon, Tony Davison, Christine Delellis. [4] David Anzur, Kim Hillenbrand, Mike Boyles. [5] Ben Hines, Ken Roseberry, Robert Hogan. [6] Rob Castagna, Norm Miller, Seth Mauch. [7] Susan Gundlach, Libbie Hasselquist. [8] Jerry Finan, Shawn Harper, Scott Cantonwine. [9]

November 2018

Todd Whitmore, Angela Caddell, Robert Henry. [10] Micah Harpel, Daniel Otto, Tim Atkinson. [11] Doug Biden, Veronica Mantler, Monica Smith, Jenny Krueger. [12] Tom Daly, Michael Misitigh, Jordan Rabin. [13] Michael Pratt, Peter Howe. [14] Tom Gennarelli, Michael Wade, Blane Kotylak. [15] Ken Reese, Jason Tyner. [16] Wayne Harner, Mark Miller, Gary Gieser, Peter Howe. [17] Bob Babcock, Dave Jordan. [18] Mike Daniel, Angela Harmon, Mike McKay. [19] Andy Kwortek, Doug McNeil, Lori Hart, George Bonner. (More photos on next page) Building-Products.com

Photos by The Merchant

PACIFIC NORTHWEST RAIL SHIPPERS

MORE RAIL SHIPPERS (continued from previous page): [20] Mason Anderson, Jacque Bendon. [21] James Forgette, John Halpin. [22] Mark Lukenbill, Don Kennard, Jeremy Estep. [23] Nicholas Peterson, Tracy Pinto. [24] Bob Babcock, Mike Pratt, Brian Jonaitis, Mike Gruenke. [25] Jordan Buck, Lisa Petersen, John Christensen. [26] Alan Lambert, Mark Poepping. [27] Alan Zulangas, Ken Taylor, Al Latourrette, Scott Youmans. [28] Bill Elmore, Gary Brown. [29] RaShawn Smarr, Bill Elmore, Arthur Spears. [30] Steve Killgore, Seth Mauch. [31] Tracy Alves, Robert Henry, Mike Meaney, Gayle TenBrink. [32] Jim Munson, Jerelyn Snyder. [33] Jordan Rabin, Angela Harmon, Michael Misitigh.

Gemini Forest Products Specializing in forest products for industry professionals

Los Alamitos, CA 562.594.8948

Shasta Lake City, CA 530.276.7197

San Francisco, CA 415.859.5544

www.geminiforest.com Building-Products.com

Industrial and Treated Lumber Specialists November 2018

The Merchant Magazine n

UFPIâ&#x20AC;&#x2122;s Inland Empire golf UNIVERSAL FOREST PRODUCTS INC.-RIVERSIDE held its annual golf tournament Oct. 19 in Temecula, Ca. [1] Prizes galore for the winners. [2] Kenny Martinez, Al Martinez. [3] Hector Gonzalez, Vince Fergen. [4] Brooke Tribbett, Thomasyne Salazar, Steve Mitchell,

Yesenia Bernal, Vanessa Adkins. [5] Cory Cunningham, Wes Troy, Tyler Wood, John Eversoll. [6] David Hanson, Devanta Black, Steve Hays, Robert Higgins. [7] Rudy Martinez, Mike Espinosa, Vic Taggert. [8] Taylor Lindsay, Mike Fitzgerald, Thomas Lott, Jim Bergeon. [9] Danielle Lyle, Eric Waterman, Byron Mitchell, Jim Kaminski. [10] Patrick Garthwaite, Rene Coria. [11] Mike Plutner, Daniel Hines, Mike Nicholson, Scott Middaugh. [12] Hugo Castillo, Joe Cortez, Ann Lores, Robert Serano. (More photos on next two pages)

11 n

The Merchant Magazine n

12 November 2018

Building-Products.com

UFPI GOLF

AT THE TOURNAMENT (continued from previous page), [13] Universal treated all competitors to goody bags. [14] Steve King, Bill Sandusky, Craig Larson, Carlton Jennings. [15] Steven Olson, Kevin Howe, Eddie Lopez, Joel Gabaldon. [16] Dan Stark, Joan Camarena, Art Plasencia, Daniel Stark. [17] Jimmy Kim, Jacob Irish, Mike Sambrano, Jason Godfrey. [18] Ryan Rich, Tyler Rich. [19] Louie Segura, Stan Themea. [20] Brian Mena, Austin Nesbitt, Christian Vidrio, Steven Building-Products.com

Photos by The Merchant Magazine

25 McLeod. [21] Joe Lebeau, James Miller, Jon Skadal, Gary Gallagher. [22] Patrick Woolstenhulme, Frank Gonzalez, Brooke Tribbett, Dan Lucero, Thomasyne Salazar, Frank Huerta. [23] Bill Oâ&#x20AC;&#x2122;Neil, Jimmie Alcarez, Victor Pimentel, Jimme Alcarez Sr. [24] George Godoy, Michael Bombard, Humberto Gomez, Ruben Cerventas. [25] Brandon Morones, Carlos Henandez, Alvin Cung, Keith Colton. (More photos on next page) November 2018

The Merchant Magazine n

UFPI GOLF Photos by The Merchant Magazine

GOLFERS at UFPI event (continued from previous pages) [26] Daniel Lobo, Oz Mercado, Oliver Barnes, Chris Couwenberg, Robert Vera, Michael Ochoa. [27] Jake Smith, Tim Alderman, Sean Oâ&#x20AC;&#x2122;Bannon. [28] Felix Martinez, Lonnie King, Tom Davison, Shawn Taylor, Nick Davison. [29] Carl Suderman, Erik Noguera, Sean Carroll, Tim Kilgallon. [30] Leo Cabanada, Young Yun, Walter Medina, Ed Reyes. [31] Jim Jeffries, Earl

The Merchant Magazine n

November 2018

Maijala, Jason Ganes, Grant Patterson. [32] John Brean, Ros Cabral, Rob Loomis, Jack Oâ&#x20AC;&#x2122;Bannon, Armando Cabral. [33] David Taggart, Matt Anderson, Andrew Nardella. [34] Pat McCumber, Joe Morin, Ronnie Whitley. [35] Armando Lopez, Tom Hicks, Daren Cook, Mark Rushlow, Gino Serrano. [36] Greg Lechuga, Leroy Hernandez, Ivan Iniquez, Andrew Leal. [37] Mark Ozbun, Phil Santos, Tania Lopez, Marty Luke. Building-Products.com

IN Memoriam William G. “Bill” Hallstrom, 94, longtime operator of Zip-O-Log Mills, Eugene, Or., died Sept. 30. After serving in the U.S. Army as a waist gunner and instructor during World War II, he earned a mechanical engineering degree from Washington State College. He then joined his father in the family business, Zip-O-Log. Bill and his brother Al operated the sawmill from 1941 to 1985 before turning it over to the next generation of Hallstroms. Bill was named Portland Wholesale Lumber Association’s Lumberman of the Year in 2009. Petter Holger Svenkerud, 89, former vice president of Far West Fir Sales, Huntington Beach, Ca., died Oct. 15. Born in Norway, he entered the U.S. in the mid-1950s and became a Beverly Hills, Ca.-based lumber broker. He was naturalized in 1959. He later joined Far West, staying on as a VP after the company was acquired by Universal Forest Products at the end of 1986. In 2002, he formed Svenco Forest Products, Laguna Niguel, Ca., remaining owner until his passing.

the Albany headquarters. He retired in 1978 due to health issues. He was a past president and board member of the National Particleboard Association, past director of Cascade Pacific Lumber and World Forestry Center, and first Lifetime Member of the North American Wholesale Lumber Association. William Leonard “Bill” Swafford, 77, longtime Mountain States lumberman, died Oct. 9 in Casper, Wy. He entered the lumber industry with Foster Lumber Co., Holly, Co. He managed lumberyards in Colorado, Nebraska and Texas, before retiring as as a district manager in Casper. John Morgan Richards, 81, former chief executive officer and chairman of the board of Potlatch Corp., Spokane, Wa., passed away July 25. After earning a degree in economics from Stanford University and an MBA

from Harvard, he joined the family business, Idaho Forest Industries, as manager of Fernwood Tie Co., Fernwood, Id. He then moved to St. Maries Plywood, St. Maries, Id. When St. Maries was purchased by Potlatch, Richards stayed on another 29 years, before retiring in 1999. In 2000 John and his twin brother, Tom, were presented the Mulrooney Award by NAWLA. In 2014, the brothers were inducted into the Idaho Hall of Fame for their leadership in the timber industry and generosity to the community. Charles Robert Lember, 96, retired wholesale lumber salesman for D.C. Essley Lumber Co., Los Angeles, Ca., died Oct. 10 in Norman, Ok. A World War II veteran of U.S. Marine Corps, he retired from D.C. Essley in 1987, but returned to wholesaling redwood part-time with Pacific Madison Lumber Co., Downey, Ca.

George Edward Swindells, 85, retired vice president of sales for Willamette Valley Lumber Co., Albany, Or., died Sept. 26. After graduating in 1955 from the University of Portland, Or., he spent two years with the U.S. Air Force, stationed in France. He then joined the Dallas, Or., sales office of Willamette Valley Lumber, which his grandfather had founded. In 1959 he transferred to

TREATERS WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY ACQ ACQPreserve • Borates

D-Blaze® Interior Fire Retardant Heat Treating ISPM 15 Compliant • Custom Drying Rail Served BNSF • TPI Third Party Inspected

909-350-1214

15500 Valencia Ave. (Box 1070), Fontana, CA 92335 Fax 909-350-9623 • email – fwl-fwp@pacbell.net

www.fontanawholesalelumber.com Building-Products.com

November 2018

The Merchant Magazine n

CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type. Send ad to Fax 714-486-2745 or david@building-products.com. Checks payable to 526 Media Group. Deadline: 18th of previous month. Questions? Call (714) 486-2735.

HELP WANTED

Is this your copy?

EAGON USA CORP. Looking for salesman with experience in exporting to the Caribbean region. Willing to train and finance independent activities. Call (425) 698-3672. Email: jaypark@eagonusa.com.

HELP WANTED CONTRACTOR SALESPERSON: Westside Building Supply in beautiful Lynden, Wa., seeks experienced Contractor Salesperson. Provides outstanding customer service and sales to building contractors. Competitive pay and great full-time benefits. For full job description and application materials, please visit our website at http://www. westsidebuildingsupply.com/join-our-team/ EOE

Subscribe to

The www.eagonusa.com • www.eagon.com

MERCHANT Magazine

info@building-products.com

ADVERTISERS Index

Norbord Inc. [www.norbord.com]

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

Orgill [www.orgill.com]

Allura [www.allurausa.com]

OZCO Building Products [www.ozcobp.com]

Allweather Wood [www.allweather.com]

Pacific Woodtech [www.pacificwoodtech.com]

Atlantis Rail Systems [www.atlantisrail.com]

Pelican Bay Forest Products [www.pelicanbayfp.com]

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

Redwood Empire [www.redwoodemp.com]

Combilift [www.combilift.com]

Roseburg Forest Products [www.roseburg.com]

Fasco America [www.fascoamerica.com]

Royal Pacific Industries

526 Media Group Inc. [www.building-products.com]

Scott Lumber Packaging [www.scottlumberpackaging.com] 57

Fontana Wholesale Lumber [fontanawholesalelumber.com] 55

Screw-Products [www.screw-products.com]

Gemini Forest Products [www.geminiforest.com]

Simpson Strong-Tie [www.strongtie.com]

Huff Lumber Co.

Siskiyou Forest Products [www.siskiyouforestproducts.com] 41

International Beams [www.internationalbeams.com]

Cover IV

Superior Wood Treating [www.superiorwoodtreating.com]

J.H. Baxter [www.jhbaxter.com]

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

Jones Wholesale Lumber [www.joneswholesale.com]

Taiga Building Products [www.taigabuilding.com]

Keller Lumber

Thunderbolt Wood Treating [thunderboltwoodtreating.com] 36

Koppers Performance Chemicals [kopperspc.com] Lonza [www.wolmanizedwood.com]

Cover I Cover III

Universal Forest Products [www.ufpedge.com]

Cover II

Utah Wood Preserving Co.

Matthews Marking Systems [www.matthewsmarking.com]

Versatex [www.versatex.com]

Mid Valley Lumber [www.midvalleylumber.com]

Western Woods Inc. [www.westernwoodsinc.com]

North American Wholesale Lumber Assn. [www.nawla.org]

Weyerhaeuser [www.weyerhaeuser.com]

The Merchant Magazine n

November 2018

Building-Products.com

ASSOCIATION Update Mountain States Lumber and Building Material Dealers Association is hosting Building Materials 101, a workshop aimed to cover all the LBM basics, Dec. 4, followed by a blueprint estimating workshop Dec. 5-6, both in Denver, Co. MSLBMDA is also looking forward to its 7th annual Project Healing Waters Brew Fest Nov. 8 at Mile High Station, Denver. West Coast Lumber & Building Material Association’s 2nd Growth annual holiday party and meeting has been set for Dec. 6 at Embassy Suites, Brea, Ca. The club will elect its 2019 officers during the “Casino Night” themed event. Members are encouraged to bring an unwrapped toy with them for donation. The next day, Dec. 7, WCLBMA will host its holiday golf tournament at Black Gold Golf Course, Yorba Linda, Ca. A portion this year’s proceeds will benefit the Make-AWish Foundation. Western Building Material Association has enlisted Jan Flynn as facilitator for its Women in Lumber Leadership conference Nov. 8-9 at Tulalip Casino Resort, Tulalip, Wa.

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Western Building Material Association – Nov. 8-9, Women in Lumber Leadership Conference, Tulalip Resort, Tulalip, Wa.; (888) 551-9262; www.wbma.org. Epicor LBM User Conference – Nov. 12-14, Aria Resort & Casino, Las Vegas, Nv.; www.epicor.com. Tacoma-Olympia Hoo-Hoo Club – Nov. 14, board meeting, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com. Greenbuild International Conference & Expo – Nov. 14-16, McCormick Place, Chicago, Il.; www.greenbuildexpo.com. Pacific Logging Congress – Nov. 15-18, In-Woods Live Demo, Corvallis, Or.; www.pacificloggingcongress.org. Pomona Fall Home Show – Nov. 16-18, Fairplex, Pomona, Ca.; www.homeshowconsultants.com. Los Angeles Hardwood Lumbermens Club – Dec. 1, Christmas Party, Orange County, Ca.; www.lahlc.net. Tacoma-Olympia Hoo-Hoo Club – Dec. 4, Christmas party, Lakewood, Wa.; (253) 531-1834; tbilski614@aol.com. Mountain States Lumber & Building Material Dealers Assn. – Dec. 4, Building Materials 101 workshop; Dec. 5-6, blueprint estimating workshop, Denver, Co.; mslbmda.org. West Coast Lumber & Building Material Association – Dec. 6, 2nd Growth holiday meeting, Embassy Suites, Brea, Ca.; Dec. 7, holiday golf tournament, Black Gold Golf Club, Yorba Linda, Ca.; (800) 266-4344; www.lumberassociation.org. Portland Wholesale Lumber Association – Dec. 7, annual Christmas luncheon, Doubletree by Hilton Portland, Portland, Or.; www.portlandwholesalelumberassociation.org. Home & Garden Show – Dec. 7-9, Indio Fairgrounds, Indio, Ca.; www.hstrial-showsusa.homestead.com. Southern California Hoo-Hoo Club – Dec. 12, holiday meeting, Anaheim Hills, Ca.; www.hoohoo117.org. Tacoma-Olympia Hoo-Hoo Club – Dec. 19, board meeting, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com. Building-Products.com

November 2018

The Merchant Magazine n

FLASHBack 64 Years Ago This Month

Sixty-four years ago, The Califor-

nia Lumber Merchant, reported on the Western Red Cedar Lumber Association’s opening of a new office in Seattle, Wa. The group announced the opening by mailing out thousands of postcards made of cedar shingles—enough to cover 17 “modern two-bedroom homes.” In other news from November of 1954: • Hollow Tree Redwood Co. relocated its headquarters from Northern California to the site of its Southern California sales office: the famed Ocean Center Building in Long Beach. The company also purchased a new twin-engine, eight-seater Beech aircraft for shuttling executives between the nearby Long Beach Airport and the companies’ mills in Ukiah, California. The Ocean Center Building, an iconic, 14-story beachside office

WALT DISNEY teamed with Shell Oil to promote forest conservation through billboard ads.

tower, was acquired earlier this year by a developer that plans to restore it to its 1920s splendor.

WHOLESALE distributor Lumber Products Inc. advertised the wide range of products sold from its Sacramento, Ca., distribution center on the cover of The Merchant Magazine’s November 1954 edition. Lumber Products would grow to nine locations by 2012, when it fell into bankruptcy. Most assets were acquired by Rugby Architectural Building Products.

• San Joaquin Hoo-Hoo Club 31 held its first “Lumbermen’s Information Forum,” a series of free workshops to be held each month for lumber dealers and wholesalers. The club’s directors saw the idea as a “business-builder for members, believing that information and ideas are the life-blood of the industry and it can best present new merchandising methods, new methods of application for the do-it-yourself trade, and new building materials to dealers through the fraternal medium of Hoo-Hoo.” Held at the Marion Nine Lumber Co. in Fresno, California, the debut class featured W. Dahl Wheeler, a Dale Carnegie instructor, addressing “Human Relations.” Future classes would cover sales, merchandising and publicity. • Oakland Hoo-Hoo Club 31 planned a “Sports Night” for its forthcoming meeting at the old Fishermen’s Pier in Oakland. Lead after-dinner speaker was to be Bill Laws, sports reporter for Oakland’s radio station KLX and announcer for the Oakland Oaks minor league baseball team. Joining him on the dais were fellow Bay Area sports legends Jackie Jensen, Boots Erb, and “Toe” Cullom.

The Merchant Magazine n

November 2018

Building-Products.com

The

MERCHANT

Magazine

WE’RE ADDING A FEW NEW MEMBERS TO THE PACK– INTRODUCING THE EXPANDED IB FAMILY OF PRODUCTS

X-LAM USA

When it comes to the core material of any building, nothing but the very best will do. MAX-CORE offers maximum quality, strength, and reliability. These characteristics form the foundation of our company and our promise to you. Contact our expanded team of experts to learn more about our newest product lines and see what all the huff and puff is about.

FRAMED BY QUALITY — BUILT WITH SUCCESS

1.844.IB.BEAMS | sales@internationalbeams.com | www.ibewp.com