Merchant Magazine Oct 2017

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CONTENTS October 2017

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33 TRADERS MARKET PREVIEW

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8 ACROSS THE BOARD 18 COMPETITIVE INTELLIGENCE 20 OLSEN ON SALES 22 THE REVENUE GROWTH HABIT 24 TRANSFORMING TEAMS 32 MOVERS & SHAKERS 84 SELLING WITH KAHLE 87 NEW PRODUCTS 100 ASSOCIATION UPDATE 100 CLASSIFIED MARKETPLACE 100 IN MEMORIAM 101 ADVERTISERS INDEX 101 DATE BOOK 102 FLASHBACK

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HARDWOOD INDUSTRY TAKES UP RULES CHANGES

14 MARGIN BUILDERS

WHY BUILDERS ARE LOOKING TO PRIVACY WINDOWS

16 INDUSTRY TRENDS

HELP HOMEOWNERS BE IN CHOOSING EXTERIOR

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CONFIDENT COLORS

18 PRODUCT SPOTLIGHT

2017 NAWLA TRADERS MARKET PREVIEW GUIDE • HARDWOODS • INSULATION

SPRAY FOAM INSULATION TAKES FLIGHT IN AIRPORT REBUILD

30 NAWLA: THINKING AHEAD LESSONS LEARNED FROM A LIFETIME IN LUMBER

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ACROSS the Board

By Patrick Adams

What’s real?

I

SPEND A LOT of times these days explaining what’s “real.” No, mummies are not real. Yes, horses are real, but horses that fly and have a huge horn on their head are not. This usually goes along with the favorite question in my home: “Why?” “Daddy, is BMW really the ultimate driving machine?”

Well, I suppose it used to be, but I like my truck better.

“Daddy, M&M’s do melt in my hands, but they say they only melt in your mouth!” I know, don’t believe what you see on TV. “Daddy, do champions really eat Wheaties for breakfast?” I doubt it.

But it does bring up an interesting question these days of what is real? It’s an easy question to read past without thinking about it. Really ask yourself, “What’s REAL?” In the days of fake news and the constant bombardment of advertising everywhere we go, combined with our newfound love of smart-everything that allows us to multi-task to a factor of nine, do we ever really evaluate what’s real?

Do we even care anymore or do we simply want the claim to be convincing enough that we don’t have to doubt it?

“Real” has become a marketer’s favorite word and we’re so surrounded by it every day that perhaps we’ve stop questioning its authenticity. Ever go through the grocery store?

Do you buy “organic?” Do you know what makes this apple “organic” versus the one over there that apparently is not? What about “hormone free” chicken? “Antibiotic free milk?” “Green energy?”

As everyone is well aware, I dwell on things like this a lot because of my kids. I think of raising them well to be good people probably more than I think of anything. When my daughter points to a fashion magazine and asks me why people think that girl is pretty, what am I supposed to say?

Because, sweetheart, if you diet enough to wear a size 0, and wear a ton of makeup, get hair extensions and plastic surgery, then people will think you’re pretty! And then there’s my son. Yes, buddy, “success” for a man is indeed measured by your bank account, your watch, your car, your home, and your suit.

The funny thing for me is that the more I’m surrounded by “fake real,” the more I run away from it and value what’s truly real. My favorite local restaurant is not the best food I’ve ever eaten, but the owner and staff know and remember my entire family, smile when they see us, and

remember our favorite dishes. They say “thank you, it was good to see you” when we leave and I believe them. We talk about our families and how quickly the kids are growing up.

It’s real when we get our families together with good friends. Just sitting in the backyard grilling, laughing over old memories with the kids all laughing over things that will become memories. It’s real when I return home from a trip and tell my family that I missed them and they say they missed me too.

It’s real when I find my staff working late on an issue.

When I ask why, they answer because they think they can make it better or because a story isn’t “just right.” It’s real when a reader takes the time to send me an email or call because a story helped them or when an advertiser calls because they got new business from it.

“Real” isn’t a tagline to me; it’s a promise. Perhaps it’s a sign of getting old and my next article will be about me yelling at kids to get off my lawn! Regardless, I am blessed with an amazing family, an amazing staff and an industry full of the best people I’ve ever met in my life and if that’s all that’s “real” in my life, then I think I’m a pretty lucky guy!

Hope you’ve all made some “real” memories this summer that will last a lifetime!

“There comes a time when you realize that everything is a dream, and only those things preserved in writing have any possibility of being real.” ~ James Salter

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

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FEATURE Story

By National Hardwood Lumber Association

Hardwood industry takes up rules changes

NATIONAL HARDWOOD Lumber Association members will vote this fall on proposed hardwood rules changes that could significantly affect the industry.

P

ROPOSED HARDWOOD rules changes that could greatly impact the industry will be weighed at the upcoming National Hardwood Lumber Association’s annual convention and exhibit showcase Oct. 25-27 at the Omni Downtown in Nashville, Tn. Of three proposals to be considered the most impactful one would replace the No. 2A Common (clear face cuttings) and No. 2B Common (sound cuttings) categories with a single 2 Common grade, effectively eliminating 2B Common for all species currently listed in the Rules Book.

“This rules change could have a large impact on the industry,” said Dana Spessert, NHLA chief inspector.

“The main difference in the 2A versus 2B common is that 2A is required to be 50% clear and the 2B is only required to be 50% sound (structural integrity). The reason for this change was to prevent companies from sending 2B Common when the order stated 2 Common and the customer expected 50% clear wood.”

Second, for aromatic red cedar NHLA members will vote on replacing “Variation in thickness may be

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1/2” on 4/4” to 8/4” with “Standard Miscut Lumber Rule to apply.”

Spessert explained, “This rule is being changed to reflect the standard mis-cut rule that only allows for a 3/16” variation in 3/8 — 3/4, ¼” variation in 4/4 and 5/4, 3/8” in 6/4 and 7/4, ½” in 8/4 to 12/4 and 5/8” in 14/4 to 24/4 lumber thicknesses.”

Finally, members will consider removing for basswood “Note: dormant twig buds to be considered as burls,” because the Rules Book does not clearly define “dormant twig bud.”

The three proposals will be discussed at the open rules forum during the convention. Ballots will then be sent out to members for vote in November. Only members in the Active category of membership are permitted to vote on the rules. There is one vote per company that is counted for the final tally. Changes that pass this process with a two-thirds majority will be published in January 2019.

The three proposals were among 12 rules change proposals that received enough support at a June 7 rules committee meeting that they were allowed to proceed to a member vote.

October 2017

The committee voted down five of the remaining proposals, including (1) adding a Rustic category to grade Standard 1 com, (2) changing the walnut grade for 6’ and 7’ FAS from defect grading to standard cutting method, (3) adding “standard wane limitation for F1F” to FAS 1 Face walnut, (4) adding “splits” to the list of attributes that “sound cuttings” should be free of, and (5) for poplar changing “slight stain is admitted” from describing No. 1 Common to describing No. 2A Common lumber.

The remaining four rules submitted that did not pass the committee were either duplicate submissions by other members of the NHLA or were withdrawn the day before the meeting.

During the June 7 meeting, the rules committee also discussed sales code changes. It decided to research the industry’s impact, as well as any other pertinent changes that may need to be considered prior to any changes to the sales code.

This month’s convention, in addition to the rules forum, will also feature exhibits, a Sustainable Forestry Initiative sawmill workshop, keynote speakers John Foley and Eric Chester, Mansions of the South tour, and seminars on thermal modification, family business relations, hardwood advocacy, tomorrow’s global markets, and more. Also scheduled are meetings of NHLA’s boards, American Hardwood Export Council, International Wood Products Association, Hardwood Distributors Association, Southern Cypress Manufacturers Association, American Walnut Manufacturers Association, Canadian Hardwood Bureau, and Fellowship of Christian Lumbermen.

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MARGIN Builders

By Kathy Ziprik

Why builders are looking to privacy windows T

OO - CLOSE - FOR - COMFORT neighbors, first floor master bathrooms and style upgrades are just three of the reasons why builders are gravitating to privacy windows as they construct new homes. In some situations builders offer acrylic block or decorative glass windows as standard features of a home, while in others builders use the opportunity to increase their profits by adding privacy windows as upgrades.

“Our experience has been that Sydes Communities in North Carolina purchases about 300 Hy-Lite acrylic block fixed windows each year as standard elements of their master bathroom designs,” says Carroll Thompson, outside salesman with Richards Building Supply, Jacksonville, N.C. “In our part of the

country these windows have become very accepted and people expect this type of privacy window in their master bathroom. Because of their popularity we stock both 42x42 and 50x50 windows. The look really sells itself and we recommend the windows regularly to builders.”

At Smith Douglas Homes, decorative glass privacy windows are used as an upgrade feature in master bathrooms. “Our standard offering is clear glass, but we provide two different upgrade options of decorative glass windows,” says Bob Holmes, national purchasing manager for Smith Douglas Homes, Woodstock, Ga. “We offer this upgrade because our homes are built so close together on small lots. These windows give homebuyers another level of privacy in the

HOMEBUILDERS are increasingly using decorative glass privacy windows as upgrade options for their clients. (Photo courtesy of Hy-Lite)

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master bathroom along with being a nice design addition. And from our perspective, every upgrade we offer adds additional profit to our sale.”

Holmes relates that companywide Smith Douglas Homes averages about 60% of its homes receiving an upgrade request for a decorative glass window. Most popular with the company’s buyers are the Aurora, Prairie and Mission designs.

According to the experts at HyLite, the top five reasons why homebuilders offer privacy windows in their homes include: Reason #1: Provide privacy when homes are on small lots and close to other homes in the immediate area.

Reason #2: Add stylish options so people can customize their homes.

Reason #3: Offer more privacy to homeowners who have first floor master bathrooms.

Reason #4: Increase profitability by offering update options in a new home package.

Reason #5: Accent a home's exterior with curb appeal provided by the look of a privacy window.

“Acrylic block and decorative glass privacy windows continue to meet the needs of both builders and homebuyers on an ongoing basis,” says Roger Murphy, president of HyLite, Pensacola, Fl., a U.S. Block Windows Company. “We’ve experienced strong, steady sales of our privacy windows for almost 20 years.

Over time these windows have become more valued and requested by both trade professionals and consumers alike as lot sizes diminish and people crave more privacy.”

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INDUSTRY Trends

By Matt Gibson, CertainTeed Siding

HELP CUSTOMERS feel confident in their exterior color choices by suggesting shades that sync with their personalities.

MULTIPLE COLORS and patterns add pleasing complexity to homes with simple designs.

Help homeowners feel confident in choosing an exterior color D

RESSING UP A home’s exterior with a well-coordinated blend of siding, trim and roofing colors is an excellent way to boost curb appeal and increase property value.

Whether your goal is to authentically restore a historical home exterior to its original beauty or to create a stunning contemporary look, there is a wide variety of building product options and project visualization tools to help you produce the best results.

Choosing an exterior home color is a big commitment and investment—much more so than choosing an interior color—so it’s important to help homeowners feel confident in their decision. They are likely to gravitate towards certain shades or color combinations more than others, suggesting a psychological connection—as studies have found—between color choices and personality or emotion.

People are often intimidated by color choice, but it doesn’t have to be that way. By developing your color expertise, your knowledge of the different exterior home products available and your understanding of why people choose certain styles, homeowners can look to you for guidance and be pleased with their color choices, regardless of their personality.

Here are some popular exterior home colors and what they say about someone’s personality or emotion: Blue - This color is known to have a calming effect, so

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those who choose this color are often easy going and like to go with the flow.

Gray - This color gives a sense of balance and provides modern, clean lines.

Green/Brown - These earth tones are perfect for the outdoorsy type as they help a home blend in with the surrounding nature.

Yellow - Yellow exteriors are inviting and represent an optimistic, warm attitude.

Red - This color makes a dramatic statement and is a perfect match for those who like to be bold.

Achieving a long-lasting exterior color is easy with wood-inspired siding and trim made of materials such as vinyl, polymer and composite. These wood alternatives are highly durable and require very little maintenance compared to traditional wood products of the past. Vinyl and polymer products are available in a wide variety of colors, shapes and textures that never need painting. And for those that would rather have the option of painting, composite siding products are available primed and ready to paint, so homeowners have the freedom to select their very own, unique color to be applied after installation.

In addition to being low-maintenance, vinyl, polymer and composite siding, unlike wood, are non-combustible, will not rot and are impervious to termite infestation.

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EARTH TONES blend with the surrounding nature and are perfect for outdoorsy types.

LIGHT GRAY provides a modern, balanced look.

(Photos courtesy of CertainTeed Siding)

Using combinations of all three materials together makes a bold statement, and adding vinyl soffit and vinyl or composite trim delivers the perfect accent.

Let’s take a look at some popular exterior color combinations and how they impact the appearance of the home:

styles on a home. These tools let you mix and match siding, trim, roofing and more to develop a custom, cohesive look that they’re sure to love.

— Matt Gibson is director of marketing for CertainTeed Siding (www.certainteed.com).

Strong Colors Exterior walls clad in dark colors are becoming more common. Rich shades of brown, green and red add drama while also making your home appear smaller—a good thing for a large structure on a tight lot. Deep siding hues serve as visual grounding for a variety of strong trim colors, work well for accenting recessed areas and harmonize with darker roof colors for quiet drama that adds stability.

A more neutral-colored roof allows a strong siding color to stand out and really showcase a home.

Multiple Colors The use of two or more complementary siding colors with varied trim colors can add pleasing complexity to homes with simple designs. Accent colors are often used within gables or on additions—making unique architectural features stand out from the primary wall color. Or, on the safe side, you can mix lighter and darker shades from the same color family.

Dark Trim Dark trim colors are an excellent choice for framing a home or outlining architectural details, windows and doors. When you use dark trim, choose a roof color that matches or is a shade lighter than the trim to produce an anchored, coordinated appeal. When using high contrast trim, it’s important to balance its location on the home so it doesn’t dominate one area.

Before your homeowners commit to an exterior design, help them feel comfortable with the decision by letting them view it. Thanks to technology, there are digital tools that allow you to envision different products, colors and Building-Products.com

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“Focused on the future with respect for tradition” October 2017

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PRODUCT Spotlight Spray Foam Insulation

Spray foam helps airport with on-time arrival E

passengers pass through Tampa International Airport in Florida a year. So, naturally, it’s grown into a bustling hub of Southeast aviation. To continue this growth, the airport embarked on a $1-billion, multi-phase renovation and expansion. The goal was to consolidate all rental car operations into a standalone, state-of-the-art rental car facility. The challenge? The 2.6million-sq. ft. facility was making a switch from rigid board insulation to spray foam.

Originally, officials mandated the use of rigid board to maintain consistency with the airport’s existing insulation.

IGHTEEN MILLION

Nearly 150,000 sq. ft. of rigid board was specified for the five-story facility. With the looming deadline and delays in other parts of the construction, they decided to consider spray foam insulation as a way to reduce installation timeline, but still meet code. Tampa contractor Ryan Luker of Husky Foam was enlisted to install Demilec’s Heatlok Soy 200 Plus spray foam insulation throughout the facility.

Spray foam was chosen for a number of reasons. The insulation’s ability to easily work around existing hardware, HVAC ductwork, and electrical wires was one big reason. In addition, obstacles requiring time-intensive tai-

THE CURRENT renovation and expansion of the Tampa International Airport is the airport’s first in nearly five decades, and will allow it to handle nearly 40 million travelers by the end of 2017. (Photo courtesy Demattei Wong Architecture)

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loring of rigid board drove the decision to alter the insulation specification. In a single application, the insulation was sprayed permanently in place, filling air gaps to optimize energy efficiency, which helped the renovation with an on-time arrival.

The biggest timing hurdle associated with the switch from rigid board to spray foam ended up being the few months of approvals from the general contractor, engineer and architect.

Once the decision was reached, spray foam was installed in less than six months, about 50% quicker than the rigid board alternative.

“While helping to bring this project in on schedule was the goal, the benefits of spray foam go beyond just the time savings,” said Luker. “By choosing spray foam, Tampa International Airport is at the forefront of green construction, which will benefit it for years to come with its energy efficiency and minimized impact on the environment.”

The green benefits of spray foam played a huge role in the decision to use the product, and the fact that Demilec’s spray foam formulation incorporates recycled plastic bottles and renewable oils, the airport may qualify for additional points toward green certifications, including USGBC’s LEED program.

Over the life of the facility, Tampa International Airport will also enjoy the benefits of lower maintenance, since spray foam insulation does not sag and settle like rigid board, which compromises the rigid board’s lifetime R-values. “Rigid board has been popular for years due to its low cost and easy placement, but over the past 20 years, the speed of spray foam installation has outweighed any cost savings associated with rigid board, while maintaining a similar or better R-value,” he added.

Opening later this year, Tampa International Airport’s consolidated rental car center will decongest its roadways by diverting 27 million rental car trips from the terminal access roads to the new facility, improving the traveler experience during peak periods.

– For information on Demilec’s Heatlok Soy 200 Plus spray foam, visit www.demilec.com

RIGHT ON SCHEDULE: Completed ceiling with spray foam insulation after the HVAC and duct work was already installed. The spray foam was a big reason why the project finished on time.

(Photo by Ryan Luker, Husky Spray Foam)

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COMPETITIVE Intelligence

By Carla Waldemar

Lumber with a side of spunk S

AVE THE FANFARE . No, no, no, wrestled Darrell Derstler upon high school graduation: The last thing on God’s green earth he had in mind

FLAGSHIP STORE in Richmond, Mo.

DERSTLER LUMBER owners Terri and Darrell Derstler were looking for their niche— and found several of them.

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was working in the family lumberyard. He’d try anything instead—like, say, farming.

But farming, as was quickly brought to his attention, required colossal outlays of cold, hard cash for everything in the John Deere catalog.

So instead, Darrell labored laying floors in nearby Kansas City for three years, “until I blew out my back.” So, what next?

You guessed it—back to Richmond, Mo., 30 miles from the bright lights of the big city, and the yard his granddad, dad and uncle had bought from the Long Bell chain in 1960. They’d been farmers, too.

“They had no idea how to run a lumberyard, but they put in a bid and got it,” as Darrell (too young to remember) spools their story.

October 2017

Eight years later, they expanded the 3,500-sq. ft. space and added new hardware lines. But only months after that, an arsonist did his dirty work and destroyed the operation. (Thirty fires later, he was apprehended.) A Ford dealership across the road offered the use of its used-car building during the reconstruction, so Derstler Lumber never closed. That’s spunk.

That spunk must have been lurking in Darrell’s DNA, too. He bought out his uncle’s share of the business in 1995, his grandpa’s in 1998 and, following the death of his dad, paid his mom for her remaining share in 2002, along with his wife, Terri—“the first time the business ever had a single owner. And it’s the best thing I ever did!” Darrell now proclaims.

By 2005, he’d relocated the outfit

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to a new space just off the main drag, and on its three acres built an 8,000-sq. ft. retail store to anchor the yard. (Never mind that it stood in the shadow of a WalMart. We’ll get to that later.)

Derstler’s customers are pretty evenly divided between pros and walk-ins. The contractors provide the bigger revenue, but the DIYers make the bigger numbers of transactions in this bedroom community of 6,000. But what makes a whopping difference, notes Darrell, is this: “I do drafting. I draw a ton of houses. Keeps me busier than heck! Seventy-five percent of what we build, I’ve drawn— and you won’t find that at Walmart. Or in Kansas City. I make it clear that if I draw it, they buy it [the package] here. Last year, we supplied 20-some new houses in the area—all custom, no specs. Between 1989 and 2005, before the recession hit, we’d never sold less than 35 a year, mostly to folks in their 30’s and 40’s—north of Kansas City. Also Lexington. Delivering an hour-plus away, even to Lake of the Ozarks, three hours from us.”

Why do new-home builders flock to Derstler? “My sparkling personality,” giggles Darrell. And he’s only halfkidding. “Every time we make a sale,” he insists, “there’s a connection. A relationship. Never out of the blue. In Kearney, I bowl with a contractor (and I sponsor three bowling teams). Of course, we also remodel, do a couple of pole barns a week, some decks….”

When he’s not bowling, he’s probably resetting the store. “We took out the sales counters, moved them, made them smaller. Put in $80,000 of new inventory—plumbing, electrical, nails. New paint. More complete lines. Added LED lighting. People are still cussing me because they can’t find anything now,” he jokes.

But they keep coming back. Why? “Our staff is far superior” to that of the looming neighbor, Walmart. “All we have to sell is service,” he instructs them. “Folks can buy product anywhere.”

Service, these days, includes a robust rental department.

“Terri and I were talking: Should we add appliances, or rental? (The True Value that used to offer rental had gone out of business.) It’s a pain in the butt, stuff breaking, but we decided to just go ahead with it. I thought, smaller things: concrete saws, nail guns. But our supplier advised us, ‘No. Bobcats. Backhoes.’ And oh, man! That was a good idea. It’s done quite well.”

That same fellow also wanted to know if the Derstlers had ever considered a second store. Quick answer: No! “But if something comes up, would you be interested?”

“Not really, But I’ll take a look….”

Which is why the couple now owns a second store in Concordia, a smaller town of 2,500 33 miles away, which became theirs in June 2015. “It had limited inventory, not much on the shelves, and did $1 million in sales its last year. So, first thing, we remodeled the exterior and interior, put in a bunch of inventory, added thousands of SKUs. We also added Lawn & Garden because there wasn’t that Walmart close by: grass seed, rakes. And more contractor stuff.”

In less than six months, sales had doubled to $2 million.

“It’s far enough away from our Richmond location, yet we can help each other out with stock. The customer base is similar.”

Darrell kept most of the original staff, but, by lucky accident, added a key position. “We’d never had an outside salesman (It was me), but, after being open a couple of months, an outside salesman from Lexington came in, Building-Products.com

SECOND STORE in Concordia, Mo., became theirs two years ago, and was promptly remodeled and given its own Lawn & Garden center.

wanting a job, and I hired him. Best thing I ever did,” he says (again). “He brought in customers from Warrensburg, from Odessa. That really helped double those sales.

“I said I’d never own a second store, but it’s worked out really well. I’d do another again tomorrow if it were in the right spot.”

But, before that burst, there was the Great Recession to soldier through. “Oh yeah, it was bad. It made a heck of a difference. In 2005, we did 54 houses; in ’06, just nine or 10. So I had to cut some staff. I mowed the yard myself instead of paying for that. Terri did all the books herself, too.”

Bounce back? Yes it did. And it didn’t hurt that Derstler Lumber is the only indie yard in town. “Plus, we sell better stuff. Our treated lumber is #1, our studs, premium Doug fir.

If I were someone building a custom home, I’d be concerned with stuff like that.” Good call.

So it’s safe to assume that farming’s out of the picture and that Darrell has found his calling.

Carla Waldemar cwaldemar@comcast.net October 2017

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OLSEN On Sales

By James Olsen

How to give the price B

EFORE WE GET to the technical “how to” of giving price, we must first talk about our attitude before we make the call. We convince ourselves that the customer is going to love us and our price and we are, positively for sure, going to get the business.

When we are able to thoroughly convince ourselves of this, every time, before we make our calls, we will sell more, guaranteed.

The opposite is also true. If we are timid in our hearts, we will sell less and for less profit. The words don’t matter if our hearts aren’t right.

How to Give the Price — “Which Is a GREAT Price” Us: “Good morning, Sarah. (After the introductory small talk) I’ve got a great deal for you on the Triple A studs you love, how many can you use?”

Eight out of 10 times the customer will ask, “How much are they?”

Us: “That’s the icing on the cake, Sarah. They get into you at #350/MBF, which is a great price, how many can you use?”

The exchange above does the following for us: We have asked for the order twice. Our closing percentage is based on how many times we ask for the order per year, not how many calls we make or inquiries we cover. Most sellers do not ask for the order, others only ask once. The above format allows us to ask for the order, twice, in a natural way.

By holding back the price on the first part of the offering we force the customer to engage with us. Humans want to know what’s behind the curtain; we can’t help ourselves.

Sets the tone of the call. This is a sales call, not a quote call. Obvious on paper, but not so in real life. If we let the customer set the tone, 99% of the time it will be a “Thanks for the quote, I’ll let you know” call.

The phrase “which is a great price,” when delivered with conviction, will convince the customer or at least slow the price grind.

Covering & Inquiry When we come back to a customer with a covered inquiry, there is a specific way to come into these return conversations that works better for us.

Us: “Hello, John, got us covered on that 2x4 10’. Did you buy that yet?”

Customer: “No, not yet.”

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Us: “Have you heard any numbers?”

Customer: “I’ve got a couple.”

Us: “What have you heard?” When we are a combination of calm and confident, 80% will tell us what they are hearing. If we act like this is an intrusive question, the opposite is true. When they tell us the numbers first that gives us an advantage.

Many customers will turn it around: Customer: “You’re selling me. What’s your price?”

Us: “I can get it into at $475/MBF, which is a great price, how many can you use?”

A bolder approach: Us: “I’ve got us covered on that 2x4 10, how many can you use?”

Customer: “Funny. What’s your price?”

Us: “That’s the icing on the cake, John. I can get them into at $475/MBF, which is a great price, how many can you use?”

“Your Price Is Too High” We will hear this from customers, whether we have the best price or not. When a customer tells us our price is too high the first thing we must do is dig in on ALL the details.

Often the lower price is missing a couple key items, or the customer would have already bought it. After that: Customer: “Your price is too high.”

Us (incredulously): “Really? We’ve been selling really well at this price. What are you thinking on price?” NOT: “Okay, where do I need to be?” This is weak and will lead to fewer orders and low margin orders.

If we have the best price, we will have to fight for the order and if we don’t have the best price, we will have to fight for the order. Sellers who think that price matters are building their sales house on sand. We come into each call with the conviction that our deal is great. If we have to negotiate, so be it, but we will not negotiate with ourselves.

We are already convinced.

James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

THE REVENUE Growth Habit

By Alex Goldfayn

The fear of calling customers

T

times throughout the week that we think about picking up the phone to call a customer, or a prospect, but do not.

We avoid it. Or we get busy. Another call, or fire, comes in. Or we send an email instead. Or we need to drive somewhere. We could make the call while we drive but we do not. We check in with the family. Or the supplier. (They can’t reject us! Well, they could, but it’s less likely.)

Or, maybe we fire up a web browser window and do some research instead of picking up the phone to call our customers. We research products. And then we research the baseball the baseball standings. How are our baseball teams doing? My Cubs seem to putting it together at the right time. Then we go research some football. There’s college football, the NFL (my Bears, are, predictably, off to a terrible start) and so then are our fantasy football teams! How’s the fantasy team doing? Got to check!

And so we don’t call. We avoid the phone call, because we are afraid we might be rejected. Of course, the customer is happy to hear from us. Because a customer is also a human being (crazy, right?), all they really want is to know that you are there for them, that you won’t let them down.

They want to know that their supplier or provider cares about them.

Fear is the reason we don’t call. It’s the reason you avoid most things you know you should do. Even having to leave a voice mail is often perceived as rejection. I’ve failed!

The fear of rejection has cost you a lot of money.

There’s a lot of business you haven’t asked for, or followed up on, because of fear. There are a lot of referrals you haven’t asked for because of fear.

Here’s the thing—just as we are afraid, the customer is also dealing with fear. It’s slightly different, but it’s equally intense: We fear rejection, while the customer fears selecting the wrong supplier or service provider. We fear failure, while the customer fears being let down and looking bad in HERE ARE MANY

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front of their boss and colleagues. We fear being yelled at by our customers, while our customers fear being yelled at by their boss for your mistakes or problem.

The best thing to do—and there’s nothing even nearly as effective—is to call customers and prospects proactively.

Check in with them. Ask them about their families. Tell them you were thinking about them. They won’t get mad at you. In fact, it’s impossible to be angry when somebody tells you they were thinking of you.

Recently, a salesperson at a client’s company made such a call to his customer, a busy project manager. She was stunned. “What do you need,” she asked.

Him: “Nothing, just saying hello, and checking in.”

Her: “Really? What’s wrong?”

Him: “Nothing. I’m just calling to see how you’re doing.”

Her: “But really, what is it?”

Him: “I was just thinking about you, what are you working on that I can help with?”

After her shock and awe wore off—because nobody calls for no reason—he explained to me that they had a lovely conversation for 20 minutes. Two weeks later she called him and increased their work together by more than 50%.

That’s how these things work. When you call, you are present. You are memorable. You are basically singular.

Because the competition isn’t calling!

Here are four kinds of phone calls you can make: • Call a customer you haven’t talked to in six months or more. This will force you to think about and identify these very important people and make contact.

• Call a prospect. Somebody who hasn’t bought yet. We don’t communicate with prospects typically, because we only talk to people who call us. And only customers call us.

• Call somebody who used to buy, but stopped. Tell them you were thinking about them.

• Call somebody you know is buying from a competitor. Express interest. Tell them you have a customer similar to them who’s thrilled, and you’d like to help.

Is there some overlap in these categories?

Sure. But I want you to think about who you can communicate with.

Show people that you care about them, that you’re thinking about them, that you want to help them, and they will thank Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com Building-Products.com

The 2018 IRC Code Now References the American Wood Protection Association (AWPA) 2016 Book of Standards Ground Contact Treated Wood Should be Used in the Majority of Above Ground Applications.

Effective July 2016, the AWPA U1 Standard was revised establishing new guidelines for wood treated to UC4A Ground Contact General Use.

kopperspc.com

TRANSFORMING Teams

By Claudia St. John

Off-duty conduct I

following the violent rallies in Charlottesville, Va., several rally participants found themselves fired from their jobs for their participation. This has many employers wondering if they can fire an employee based on what they do off the clock. The answer depends on many factors, including the individual circumstances, context of the activity in question, and which state the employee is in.

Before we explore the broader concept of off-duty conduct, a word about freedom of speech. The First Amendment specifically prevents the government from interfering with freedom of speech, but it does not guarantee that right in private settings, including private workplaces. So, an employee’s participation in controversial offduty conduct is not automatically protected under the guise of freedom of speech.

That said, there are federal laws that may protect the employee depending on the nature and context of the speech. For example, the National Labor Relations Act protects an employee’s right to speak out against and discuss terms and conditions of employment (including discussing their salary with others), as well as other actions when done in an effort to raise awareness of and improve workplace conditions.

Even if there is not a law protecting the specific off-duty activity, if the activity is grounded in a protected status, such as age, race, sex, religion, disability, etc., then taking action against the employee could also violate the law. For example, suppose an employee is participating in a rally supporting his religion or a religious belief. The rally gets violent, the local news shows up where the employee speaks out on camera about his right to religious expression. As a result of what the employer views as negative publicity, the employee is fired. The employee may be able to demonstrate that his employer took action against him based on his religion, which would violate civil rights laws that protect employees from discrimination based on their protected status.

Of course, it’s a little more complicated than that, but the takeaway is that even in private settings where the First Amendment is not guaranteed, employers should exercise caution before disciplining an employee based solely on their expression of personal beliefs, even if the employer feels the expression reflects negatively on the business.

An employer must also consider whether any state law factors in, as some states do have protections for employN THE DAYS

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ees’ lawful off-duty conduct. They range from lifestyle choices, such as smoking, to broader activities, like political expression. A small sample of these laws is below: • States that have broad protections for employees for any lawful conduct during nonworking time and away from the employer’s premises include California, Colorado, New York, and North Dakota.

• States that protect employees’ legal use of consumable products, such as tobacco or alcohol, away from work include Illinois, Minnesota, Nevada, New York, North Carolina, and Tennessee. Kentucky, New Jersey, New Mexico, Oklahoma and Wyoming specifically protect offduty tobacco use.

• California, Louisiana and South Carolina are among the states that protect employees based on their political activity or opinions. A few states, including Connecticut, New York, and Wyoming, protect an employee’s right to run for public office, and some states even require employers to grant a leave of absence so the employee may serve.

• Florida, Louisiana and Texas prohibit employers from requiring employees to patronize certain businesses for personal purchases.

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• Numerous states, and the list is growing, have enacted “medical marijuana” laws, although employers are generally not required to allow employees to possess or use the drug during working time.

It is possible that an employee’s off-duty conduct violates internal company policy. Barring any law that protects the conduct in question, this may provide employers more leeway in discipline decisions, particularly if the off-duty conduct impacts co-workers and creates problems in the workplace. Where this is most likely to occur (and more likely to make discipline or termination reasonable) is if the off-duty conduct violates the company’s harassment or discrimination policies. This is likely the context in which participants of the white supremacist rally in Charlottesville were fired. Their conduct was rooted in the notion of race,

Q. As a company, we are collecting relief packages for the victims of the recent hurricanes. Some employees do not wish to participate for various reasons. It is creating a bit of strife among employees. Is doing relief/volunteer work in the workplace discouraged?

A. No, it is not discouraged. In fact, it can be an important part of your corporate culture and lead to strong employee engagement. That said, these activities should always be considered voluntary and you should be sure to emphasize the fact that there are many ways for people to give and that there is no litmus test for giving back to communities in need.

and whether directly or indirectly, was aimed at others based on their protected status of race. There is little question that such a public and violent display against others because of their race would violate any company’s anti-discrimination policies and would create considerable hostility in the workplace, particularly among employees in the protected status of race. Additionally, some participants displayed swastikas, and while their message wasn’t necessarily intended to be anti-Semitic, this would certainly have a chilling effect on Jewish employees, and harassment laws make it clear that it’s not the intent but the impact that carries weight. So, while the Charlottesville example is extreme, it illustrates well when an employer may be right, and may even have an obligation, to take action.

The bottom line is that when it comes to an employee’s off-duty conduct, there is no blanket “yes or no” to whether they can be disciplined or terminated for the conduct.

Rather, the totality of the facts, including any laws that may be in play, and the conduct’s impact on the workplace must be considered within the context of the employee and the specific activity. The reality is that some behavior, no matter how egregious, may be protected under the law, and even if not explicitly so, may not be worth the risk of termination.

Claudia St. John Affinity HR Group, Inc. claudia@affinityhrgroup.com

A favored destination for lumbermen • Ranger-guided safaris to view the epic scenery and wildlife

Located on Southwest Alaska’s renowned Naknek River, the King Salmon Lodge is the dream destination for your next company retreat. We offer gourmet dining and cocktails, world-class fishing, bear viewing, and outdoor adventure trips. Enjoy:

• A/V equipment for conferences • Group rates, including whole lodge packages (18 to 36 guests).

With 18 modern rooms with private baths, two suites, and 10 cabins, The King Salmon Lodge is just 1.5 miles from the King Salmon Airport, served by major airlines from Anchorage.

• Fully-guided fishing on the river, bursting with salmon, trophy rainbows, arctic char, grayling and northern pike, plus float planes to remote rivers, lakes and streams.

• Easy access to nearby Katmai National Park, haven of brown bears

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907-246-8643 • 707-489-0155

kingsalmonlodge.com

Let us be the personal concierge for your next company event.

October 2017

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60-Year-Old Dealer Closing Sixty-year-old James Lumber & Ace Hardware, Poulsbo, Wa., began a liquidation sale last month, with plans to close by the end of November.

Mitch James, who purchased the store from his father, attributed the closure primarily to the business not receiving the optimal return on investment for the property. The five-acre site is currenly listed for sale at $1.95 million; James would consider selling or leasing.

He has been part of the business most of his life, so once the lumberyard and store are emptied, he will

take time off to decompress and contemplate his next move.

Woodgrain Nears Start-Up of Idaho Lumber Mill Woodgrain Millwork is installing a HEW saw at the former Gem Forest Products sawmill in Emmett, Id., and will begin running logs this month.

The companion planer mill is set to start up Jan. 1.

The mill, once belonging to Boise Cascade, was idled at the end of 2015 and Woodgrain purchased it shortly thereafter, to supply lumber to its millwork plant in Fruitland, Id.

Beacon Acquiring Allied Beacon Roofing Supply, Peabody, Ma., agreed to acquire Allied Building Products Corp., East Rutherford, N.J., for $2.625 billion in cash.

Allied brings Beacon 208 additional branches, 3,500 more employees, new markets, and depth in doors, windows, decking and other categories.

Once merged, expected by Jan. 2, Beacon will generate $7 billion in annual revenue from 593 branches in 50 states and six Canadian provinces.

Norbord Honors Framers Last month, Norbord organized Thank A Framer Month, to celebrate the contributions of the American framer and encourage young people to join the labor-strapped profession.

As part of the promotion, Norbord created a #thankaframer social media campaign and framer appreciation video, gave away cool prizes (such as $500 Visa gift cards and Estwing ALPro limited edition frmaing hammers), and donated $100,000 to the Home Builders Institute, which attracts and trains young Americans to be the house framers of the future.

Idaho Mill Worker Killed A 45-year-old millworker at Merritt Brothers Lumber Co., Athol, Id., was fatally injured Sept. 15 while trying a remove a broken piece of lumber from a machine.

Sheriff’s deputies received a call at about 6 a.m. reporting a man unconscious due to an industrial accident.

Robert J. Billingsley was taken to a local hospital, where he was later pronounced dead. OSHA is investigating.

SUPPLIER Briefs Tacoma Screw will open its 20th hardware store next month, a 10,000sq. ft. branch in Caldwell, Id. Habitat for Humanity remodeled and on Sept. 1 reopened its ReStore discount LBM outlet in Payson, Az. Ritter Land Management Team, Ritter, Or.-based nonprofit collective of ranch owners, is now running a portable sawmill to thin out invasive western junipers from their lands.

Anniversaries: A-1 Irrigation Do It Best Hardware, Valley Center, Ca., 50th ‌ Riddle Laminators, Riddle, Or., 50th.

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Wilsonart Acquires KML

AFTER a devastating wildfire season in Oregon, the lumber industry is grateful for those who do the hard work of battling the blazes, to help preserve our homes and livelihoods. Pictured above is US Forest Service firefighter Mike Lewis, husband of Kris Lewis, C&D Lumber Co., Riddle, Or., who clears timber either in advance of a wildfire—or in the midst of it.

Sometimes the fire will spread through trees’ root systems and they burn from the inside out. Firefighters are usually unaware this has happened until they cut into a tree and flames burst out from the middle of the trunk!

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Wilsonart Engineered Surfaces, Austin, Tx., has purchased KML, Tacoma, Wa.-based manufacturer of decorative surfaces and panels.

According to VP-product management Ron Ubertini, the acquisition supports the continued growth of Wilsonart’s Coordinated Surfaces program with expanded capacity for the manufacture of Thermally Fused Laminate panels.

“Our Coordinated Surfaces offering, a suite of bestmatched surfacing options in high pressure laminate (HPL), TFL panels, and edgeband featuring more than 230 Wilsonart designs and textures, has garnered tremendous support from both specifiers and fabricators,” said Ubertini.

“TFL is a key part of that offering and expanding our manufacturing footprint enables us to improve service and meet growing demand.”

Founded in 1995, KML has about 100 employees and panel manufacturing operations in Tacoma and Stockton, Ca. It markets a standard collection of TFL designs and textures under the KML Design Finishes brand.

According to Ubertini, the two companies have a longstanding relationship to provide the market with high quality products. Wilsonart will continue to market the KML line, alongside Wilsonart’s expansive HPL/TFL offering.

“Our customers expect a range of engineered surfaces that offer beautiful design and performance according to a project’s needs,” he said. “This acquisition provides the marketplace with the choice they want, with the availability and reliable service they need.”

“KML has a good name and reputation for taking care of customers with high quality products and on time shipments,” said general manager Willie Wanker.

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WHAT’S IN A NAME? A PROMISE. Since 1855 “My family has been in the lumber business for four generations and we’ve been committed to sustainable forest management since 1940. I’ve been a lumber grader, a forester, a management trainee and a project specialist.

As a land-based company, we’re committed to the places where we operate. By nurturing the forests and communities that provide our natural and human resources, we intend to serve our customers for generations to come.”

Terry Collins, Forester, Collins Almanor Forest

Collins Softwood Lumber Dimension, Commons and Industrials, Slicing Flitches

Collins Pine FreeForm® NAF, CARB Exempt MR50 Particleboard Declare Product SM

Collins Hardwood Lumber Millwork and dimension Veneer logs

TruWood Siding & Trim Engineered wood siding & trim

Visit us at the NAWLA Traders Market.

Booths 431 & 433 Information and Sales: 800.329.1219

CollinsWood.com

THINKING Ahead

By Jim McGinnis, McGinnis Lumber Co. and NAWLA chairman

Lessons learned from a lifetime in lumber I

BEGAN FULL - TIME work at McGinnis Lumber Company August 1, 1980. I had worked summers at my Dad’s local retail lumber yard from 15 years old throughout college, so I definitely got the “ground up” introduction to the business. I learned the broad range of wood and related construction products, and drove forklifts and delivery trucks taking materials to jobsites.

In college, I started in the business school, but in my junior year changed my major to English, thinking I might want to go to law school.

I decided, however, that the family lumber business was too good an opportunity to pass by, and I’ve never regretted that decision.

Once starting in the wholesale business, I began as a southern pine buyer, and eventually also took on customers to sell. Over the years, I graduated to running our pine and hardwood sales, and then later moved into management responsibilities, while still maintaining customers and mill contacts, which I continue even now. I’ve had some success in real estate over the years, and think there are other vocations I could have been fairly successful pursuing, but I really love this industry and have been very happy with my career.

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Although the forest products industry experiences the same economic cycles and technological changes as others do, I’m always amazed at how little of substance has really changed in how we do business over the span of my career. Yes, computers and cellphones have made our jobs more portable and efficient.

But this is still a people-oriented business, and your word is valued more than the size of your assets.

Manufacturing is much more sophisticated than 40 years ago, but we still start with trees and finish

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with wooden products. The industry certainly does a better job with replanting and being good stewards of the areas where we cut trees, but it’s essentially the same process: plant, grow, harvest, replant. This is, and always has been, the greenest industry on earth, and I’m very proud to be part of it.

The parallels with life and business are abundant, and success in both are dependent on the same core values. Treat all people with respect.

Do what you say you are going to do. Be honest. Work hard, play

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A Special Series from North American Wholesale Lumber Association

hard—balance is essential to happiness. Be passionate about what you do, or change jobs: you trade too much of your life making a living not to enjoy what you do.

Don’t be afraid to take reasonable risks in your personal and professional life; if you don’t have enough of your heart invested in your family and your work that it won’t hurt badly to lose them, you aren’t giving nearly enough effort. The old adage that “nobody dies wishing they’d spent more time at the office” is true—use some of your spare time and resources to try and leave the world a better place than you found it.

This is the only industry that I know well, so I bring some bias to the question of the “uniqueness” of our business. That said, I don’t know of many industries where enormous quantities of product—and correspondingly large sums of money—routinely exchange hands without the need for formal written contracts. People and companies that don’t do business ethically simply don’t last long in our industry. Honesty, integrity and hard work are valued in our marketplace, and as a result I believe we have a disproportionate number of truly good people in this industry compared to most others.

Except for the last few years due to his declining health, and ultimately his death in January of 2016, I spent my entire working life alongside my Dad. I’m now several years older than my Dad was when I started working full-time, and my son Davis is now three years into being the fourth generation of McGinnis to work in our family business. Being part of a business my grandfather started over 95 years ago has instilled in me a pride and dedication to my vocation that I can’t imagine feeling had my work path taken me in a different direction.

My grandfather was in poor health the years I knew him, and he died when I was 13, so I never knew him in the business. As a result, my Dad was the physical legacy of the business for me, and it would be difficult to overestimate the impact he had on me, not only as my father, but as a businessman. I’ve been fortunate to know many fine people in business and elsewhere in life, but my Dad was for me the paragon of ethics, business acumen, family stability, humility and hard work.

I’ve taken very seriously the responsibility to run this business in the way he did (although our management styles are very different), primarily by having strong respect for our customers, our suppliers, and our employees. His example of fairness, resolve and unwavering optimism during difficult times, and his reverence for “the lumber business” has guided me through-

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out my career. I miss him very much, but in a very real sense the lessons I learned from him is a presence I feel with me always.

I’ve spent the last 37 years of my life with my company and in this wonderful industry. It has afforded me and my family the opportunity to make a good living for four generations. It has given me the chance to travel all over North America, and I’m happy to say that I have friends all over the continent as a result of those travels.

My Dad was a big proponent of giving back; he often said that our community (locally and in the larger arena of business) has been good to us, and we need to give of our time and effort to return the favor. All of us here try to follow that example, and I have no doubt that philosophy has been a contributing factor in our longevity and success.

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.

My advice to young people considering a career in this industry is to find a company whose corporate strategy includes philanthropy, and whose management has a proven record of sustaining longtime employees and doing their business ethically. The forest products industry is one of the pillars of our economy, and is a great place to enjoy a lifetime of work—and play—surrounded by good people doing important work. We need to do everything we can to attract bright young people to join us so we can continue to be a vibrant, prosperous environment for employment; it’s really the most critical part of sustaining the great legacy of those who have come before us.

– Jim McGinnis is president and CEO of The McGinnis Lumber Co., Meridian, Ms., and chairman of the North American Wholesale Lumber Association.

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MOVERS & Shakers George Hewitt, sales, Swanson Group, Springfield, Or., has retired after 41 years in the business, the last 11 with Swanson.

Krystle De Los Santos, HPM Building Supply, Hilo, Hi., has been promoted to purchasing clerk.

Alex Yoshida is back at Boise Cascade, Phoenix, Az., as senior commodity mgr., after six months in purchasing with Maracay Homes.

Wesley Sims has joined Builders FirstSource, Salt Lake City, Ut., as market estimating mgr.

Edward Alamillo, ex-Malarkey Roofing Products, has joined the outside sales team at JB Wholesale Roofing & Building Supply, Canyon Country, Ca. Geri Freeman, ex-Weyerhaeuser, is new to ARAUCO North America, as western regional sales mgr. Al Murray has been appointed national sales mgr.-particleboard.

Doug Jackson, ex-Shaw Industries, has been named chief revenue officer for Cali Bamboo, San Diego, Ca.

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Jennifer Crowder has joined BMD, Galt, Ca., as talent acquisition business partner.

Jeff Allen, Weyerhaeuser, Seattle, Wa., has been appointed sales coordinator-West, engineered wood products.

Sunny Shirey, Westside Building Material, Anaheim, Ca., is now covering Las Vegas, Nv. Len Severson, ex-Pella of Wisconsin, is now president of Pella Windows & Doors of Colorado, Denver, Co. Charlie Meek has been named corporate CEO of Meek’s, Springfield, Mo., unifying leadership of a chain that previously oversaw its West Coast stores separately from its Midwest locations. Carrie Meek, another fourth generation family member who had led the West from Sacramento, Ca., is now chairwoman of the board. They are joined on the executive team by Mike Meek, CFO; Matt Blair, president of West Coast operations; Eric Sachse, GM of retail operations, Midwest; and Tom Buckner, GM of special operations, Midwest.

October 2017

Phil Pierot, ex-ARAUCO North America, has joined Roseburg Forest Products, Springfield, Or., as business mgr.—Simsboro, La. Tim Stichter has been promoted to chief financial officer for Digger Specialties, Inc., Bremen, In. Frank Turnbull, ex-Western Forest Products, has joined Mercer Timber Products, Vancouver, B.C., as director of U.S. sales.

Tim Cox, Oregon Door, Winston, Or., has been promoted to VP of sales & marketing.

Glenn Kimball has been named chief information officer for ECi Software Solutions, Fort Worth, Tx. David Collyer has joined ECi as senior VP of global customer experience.

Marianne Thompson, Jeld-Wen, Charlotte, N.C., was promoted to senior VP of North American sales.

Marguerite DeVille is out on an extended leave of absence from Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

Building-Products.com

The

MERCHANT

Magazine

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

2017

Traders Market Preview

The Official Show Guide to the Annual NAWLA Traders Market

Product Finder Buyer’s Guide

Suppliers & Vendors on Display

What’s New at this Year’s Show

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Building-Products.com

New opportunities await you at the 2017 NAWLA Traders Market Dear Traders Market Attendees:

Thank you for your continued support of NAWLA’s premier annual event, the Traders Market. It’s your best opportunity to create new business relationships within the wood products supply chain, and is about to take place Nov. 8-10 at the Hyatt Regency Hotel, Chicago. If you and your colleagues haven’t signed up yet, you are encouraged to do so before you leave for Chicago to get you out of line and in front of customers and prospects sooner.

This year’s packed tradeshow floor will feature more than 250 booths with forest products industry’s leading manufacturers, wholesalers and providers of related products and services. You will also be surrounded by over 1,600 buyers and sellers seeking out the companies they currently do business with and hoping to make new contacts. It’s a valuable—and fun—opportunity to get off the phone and hold meaningful discussions face-to-face.

Get the most of your experience by downloading the 2017 event mobile app, where you can find and connect with those fellow attendees before and during the event, view the most up-to-date event information and learn about each exhibitor and presenter.

Simply search NAWLA in the Google Play and iTunes app markets to download this free resource to your mobile device, and build your profile to enjoy Building-Products.com

all the networking features within it.

Like many of you, Chicago is one of my favorite cities for the Traders Market. Not only are the views incredible, but the ease of entertaining your Traders Market connections is unparalleled. After an active day of meetings on the tradeshow floor, you also can easily host customers at one of Chicago’s incredible restaurants before ending the day at Hyatt’s BIG Bar. While connections are the highlight of Traders Market, I think you’ll also become inspired by the diverse group of presenters on this year’s agenda.

From the Grand Opening Luncheon to the Educational Session, you’ll hear from former NFL star and inspirational speaker Merril Hoge and marketing consultant Alex Goldfayn.

I can’t wait to see you on the tradeshow floor. Safe travels!

Steve Killgore Senior Vice President, Solid Wood Business Roseburg NAWLA 2017 Traders Market Committee Chairman October 2017

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What’s New at this Year’s Show

NAWLA 2017-2017 Officers Jim McGinnis (Chairman) The McGinnis Lumber Co. Nick Fitzgerald (1st Vice Chair) Building Products, Inc. David Bernstein (2nd Vice Chair) Mid-State Lumber Rob Latham (Sec./Treas.) Tri-State Forest Products Scott Elston (Immediate Past Chair) Forest City Trading Marc Saracco (Executive Director) NAWLA

NAWLA Board of Directors Bethany Doss Capital Lumber Co. Phil Duke Lumberman’s Wholesale Dist.

Heath Hutchison Hutchison Lumber & Building Products Mary Jo Nyblad Boise Cascade Wood Products Paul Owen Vanport International Bill Price All Star Forest Products Warren Reeves Wholesale Wood Products Alden Robbins Robbins Lumber Co. D. Wayne Trousdale Cedar Creek, LLC Mark Wells UFP Purchasing, Inc. Donna Whitaker Interfor

2017 Traders Market Committee Steve Killgore (Chair) Roseburg Forest Products Clark Spitzer (Vice-Chair) Snavely Forest Products Kip Fotheringham Hampton Lumber Sales Mauricio Bravo Weston Wood Solutions Lori Byrd RoyOMartin Brandon Desyatnik Weston Forest Products David Hutson UFP Purchasing, Inc. Brian Korchinski Prendiville Industries Ltd. Aaron Sulzer Sierra Pacific Industries Bart Bender Interfor Barry Schneider Bear Forest Products Warren Reeves Wholesale Wood Products

2017 Traders Market Sponsors Diamond Sponsors Boise Cascade Blue Book Services RoyOMartin Platinum Sponsors Cedar Creek, LLC Pennsylvania Lumbermens Mutual Insurance Co. Roseburg Gold Sponsors DMSi Software Euler Hermes Skana Forest Products Ltd. Silver Sponsors Canadian National Hampton Lumber Interfor Universal Forest Products Bronze Sponsors Collins The McGinnis Lumber Company, Inc. Pacific Woodtech Corporation Media Sponsor Building Products Digest & Merchant Magazine

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Schedule of Events Wednesday, November 8, 2017 8 a.m.-12 p.m. – Board of Directors Meeting 11 a.m.-5 p.m. – Exhibitor Set-up 12 p.m.-6:30 p.m. – Registration Open 1-3 p.m. – Committee Meetings 3:30-5 p.m. – 10 Group Meetings 5-5:30 p.m. – Chairman’s Reception 5:30-7 p.m. – Networking Reception After 7 p.m. – Committee Dinners (invitation only)

Thursday, November 9 8 a.m.-6:30 p.m. – Registration Open 7-11 a.m. – Exhibitor Set-up 9:30-10:45 a.m. – Educational Session featuring speaker Alex Goldfayn, “The Revenue Growth Habit: How to Grow Your Sales by 15% in 15 Minutes Per Day” 11 a.m.-1:15 p.m. – Grand Opening Luncheon featuring Keynote speaker Merril Hoge, discussing his career, overcoming obstacles with his “Find A Way” method, and setting and obtaining goals 1:30-5:30 p.m. – Tradeshow Open 5:30-7 p.m. – Networking Reception

Friday, November 10 8:30-11:30 a.m. – Registration Open 9 a.m.-1 p.m. – Tradeshow Open 11:30 a.m.-1 p.m. – Lunch 1-6 p.m. – Exhbitor Move-out

Learn the ropes at the Traders Market T

his year, NAWLA has more than doubled the number of Learning Lounge seminars it will present—right on the trade show floor, during show hours. The expanded range of educational opportunities will help attendees improve their sales, hiring, management and leadership skills.

• Learning Lounge: “Mass Timber Movement” (Thursday, Nov. 9, 3–3:20 p.m. on the show floor) • Learning Lounge: “Safety First: Creating a Safety Culture around Rail to Drive Competitive Advantage” (Thurs., Nov. 9, 3:30–3:50 p.m. on the show floor) Safety is not just the right thing to do, but it is good for business for all members of the supply chain. This session, conducted by Rossana Carcamo, director of sales, Industrial Products, will focus on educating forest products companies on creating a safety culture which is especially important when shipping forest products by rail. Using real-life examples, and video, she will focus on strategies to load and secure railcars, to prevent product damage and to minimize personal risk. In addition, attendees will be presented with how safety helps drive competitive advantage in their business, what resources lumber shippers have available to learn more about shipping their products safely by rail and how to engage their employees in a safety culture.

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• Learning Lounge: Human Resources (Thurs., Nov. 9, 4-4:20 p.m. on the show floor) Presented by Claudia St. John, Affinity HR Group • Learning Lounge: Student Panel (Thurs., Nov. 9, 4:30-4:50 p.m. on the show floor) Students from Oregon State and Virginia Tech will participate in an open conversation, moderated by Chris Knowles of Oregon State University, about all things lumber. This student panel discussion will allow attendees to engage with current students who are interested in a future within the forest products industry.

• Learning Lounge: Transportation (Friday, Nov. 10, 1111:20 a.m. on the show floor) • Learning Lounge: HR (Fri., Nov. 10, 11:30-11:50 a.m. on the show floor) Presented by Claudia St. John, Affinity HR Group • Learning Lounge: “The Basics of Lumber Grading” Building-Products.com

(Fri., Nov. 10, 12-12:20 a.m. on the tradeshow floor) Tad Cleave, Timber Products Inspection, Inc., will provide attendees with a basic understanding of how lumber is graded with a focus on basic knot and wane valuations.

• Keynote Address–Grand Opening Luncheon: “Find a Wayâ€? (Thurs., Nov. 9, 11:50 a.m.–1:15 p.m.)

Merril Hoge, former NFL running back, discusses how he achieved his goals in spite of many obstacles, such as concussions prematurely ending his career, beating cancer, and the impact of chemotherapy. He talks about the importance of uncommon vs. common behavior, and how commitment can separate you from the pack. Lessons he shares with his own children on finding ways to succeed through practice, asking questions, and getting help resonate with audiences who are in search of parenting tools and problem solving skills. Hoge also gives tribute to the many people who have affected his life and helped him stay positive, including Chuck Noll and Walter Payton.

• Education Session: “The Revenue Growth Habit: How to Grow Your Sales by 15% in 15 Minutes Per Dayâ€?

(Thurs., Nov. 9, 9:30-10:45 a.m.)

Alex Goldfayn will detail 10 growth behaviors you can start implementing as soon as you get back to your desk. If your companies apply only a few of the approaches Alex presents, your sales WILL grow. They won’t have a choice!

Among the 10 techniques, the audience will learn: • How to ask for and receive referrals • How to dramatically increase your quote or proposal close rate • How to easily add 20% to existing orders • Wood Masters Course (Tues., Nov. 7, 8 a.m.-5:30 p.m.; Wed., Nov. 8, 8 a.m.-4:45 p.m. Limited enrollment.)

For the third straight year, NAWLA is offering a twoday Wood Masters course immediately prior to the Traders Market. Facilitated by Robb Zbierski and Alex Goldfayn, it will cover a range of marketing, sales and industry topics, including “The Revenue Growth Mindset,� “Discovering Your Memory Power,� “Goal Setting for Breakthrough Success,� “The Proper Care & Feeding of Your Attitude,� and “Why Your Customers Sell You Better Than You Sell Yourself, & What to Do About It.� Two panel discussions will cover marketing and emerging lumber industry trends.

For more details on Wood Masters, see page 40.

UR YO

SOFT

WAR E SOUL

MA TE

On the same path.

Your journey to streamlined operations begins and ends with DMSi. Because we build software solely for the lumber and building materials industry, we understand your day-to-day needs and long-term goals. Our unmatched knowledge and personal service mean we’ll be there, helping

visit

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October 2017

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Take a marketing mindset to the tradeshow floor It’s not too late to take your Traders Market experience

to the next level by adding Wood Masters, November 7-8, at the Hyatt Regency Chicago.

Geared towards lumber industry professionals with three or more years of experience or those who have successfully completed the Wood Basics course, Wood Masters is an intense two-day program that utilizes case studies, classroom presentations and panel discussions to teach buyers and sellers how to improve a variety of skills and apply those principles in real-world business situations.

Of his 2016 experience, participant Jerrett Long, Idaho Forest Group, said, “It enhanced my skills in learning how to effectively communicate with customers. I found the tactics to be very helpful and found out how to identify these tactics and counter them with my own.”

This year’s course is facilitated by Alex Goldfayn and Robb Zbierski, and focuses on building and retaining a marketing mindset. You will gain tips for gathering customer testimonials, growing your business and thinking differently about your company’s value.

Presentations include: The Revenue Growth Mindset: How You Think is How You Sell & Grow!

Join Alex Goldfayn, CEO of the Evangelist Marketing Institute, for a powerful, interactive discussion about how to grow your business by changing how you think about your value. Alex will detail how to think bigger, communicate with your market aggressively, and focus on your

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value, emotionally, and compellingly as your customers describe you. The net result—the only important outcome—is dramatic revenue growth, fast!

You’re Better Than You Think: Why Your Customers Sell You Better Than You Sell Yourself, And What To Do About It This is a session on how to ask for, gather, and use the incredibly powerful testimonials of your customers. In this session, Alex Goldfayn, author of The Revenue Growth Habit, and consultant to several NAWLA members, will teach you exactly how to ask your customers for testimonials. Alex will conduct an actual testimonial conversation with a lumber customer of one of the audience members.

And there will be time built in for you to call a customer and gather your own testimonials!

The Proper Care and Feeding of Your Attitude Robb Zbierski will help attendees learn about the role their attitude plays in getting better results... in every aspect of their life, from relationships to business, to health and fitness. Anything can be accomplished with the right attitude and mindset. Robb will demonstrate what attitude is (and isn’t), the importance of your attitude, and several mindset management tools to help “tune up” your attitude to where it needs to be in order to operate at your best.

Ensure a more successful Traders Market experience by joining us just prior to Traders Market for Wood Masters!

NAWLA members receive a $500 discount on the course.

Learn more and register now at www.nawla.org.

Building-Products.com

Continue to grow your knowledge and network Attend NAWLA’s 2018 Leadership Summit W

hile the North American Wholesale Lumber Association may be best known for its annual Traders

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Market, NAWLA also hosts a successful Leadership Summit each spring.

The event is open to all decision mak-

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ers within the forest products industry, including those from retailers, buying groups, jobbers and all other segments across the supply chain.

Through a combination of education sessions and networking activities, the event prepares attendees to grow their knowledge, networks and businesses. The 2018 Leadership Summit will take place April 8-10 at the Hyatt Regency Lost Pines Resort & Spa in Austin, Tx. The two-day educational and networking program features presentations from industry thought leaders at companies such as Idaho Pacific, DR Horton, and CSX, who will focus on relevant management topics and key trends. The popular Legends of Lumber panel of seasoned industry professionals will return for the 2018 event as well.

The Leadership Summit also includes ample opportunity for attendees to exchange business ideas and best practices with customers, prospects and suppliers through structured and informal networking activities. Those activities will include opportunities to enjoy the rich music and cuisine of Austin.

Of his 2017 experience, Paul D. Owen, president of Vanport International, said, “Met new people, learned new ways of thinking and dealing with issues, and solidified existing relationships.”

Registration for the 2018 Leadership Summit opens immediately prior to Traders Market, with onsite registration available at that event or online at nawla.org.

Building-Products.com

Respecting the forest, honoring the past, building the future.

A nation’s pride you can build on.

Manufacturers of 6 million bd. ft. monthly of • 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs

2018 NAWLA Events (Dates subject to change)

Regional Meetings Providence, R.I. – February 2018 Portland, Or. – February 2018 Montreal, Quebec – March 20, 2018 Vancouver, B.C. – April 26, 2018 Birmingham, Al. – May 2018 San Francisco, Ca. – June 26, 2018 Minneapolis, Mn. – August 2018 2018 Leadership Summit Austin, Tx. – April 8-10, 2018 Wood Masters Hyatt Regency, Chicago, Il. – November 6-7, 2018 2018 Traders Market Hyatt Regency, Chicago, Il. – November 7-9, 2018

State-of-the-Art Hewmill & Headrig Mill Contact Sheldon Howell

Traders Market Mobile App

(509) 874-1163

Yakama Forest Products

3191 Wesley Rd., White Swan, WA 98952 Fax 509-874-1162

www.yakama-forest.com

An app to help you navigate NAWLA’s Traders Market is back by popular demand. Use this convenient resource to find fellow attendees, view exhibitor details, get detailed maps, check the schedule and receive updates throughout the show!

It is available via iTunes and Google Play app markets for your smart phone or tablet. Search “NAWLA” and download it today to prepare for this year’s Traders Market! With this app update, you’ll also have access to future event apps, NAWLA resources, membership directory, news and more—now year-round!

Already have the NAWLA app? Be sure to update the app to upgrade to our new year-round mobile app and find the 2017 Traders Market event in the dashboard.

Share Your Traders Market Experience Follow us on Facebook and Twitter to stay connected to everything NAWLA and Traders Market related.

Get in on the conversation by using the hashtag #Traders17!

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Building-Products.com

Waterborne Acrylic Urethane Enamel

Robust exterior waterborne performance for siding, molding, and trim Aquacron 200 waterborne acrylic urethane enamel delivers long-lasting protection over substrates where adhesion often proves difficult.

• Factory-applied coatings so substrates are ready to go before they arrive at the jobsite • Works on primed wood, fiberglass, plastics, vinyl, and composites • Excellent resilience, durability, color stability, and chemical resistance • Available in a wide variey of colors • Meets AAMA 2603, 613, and 623 and WDMA TM-11, TM-12, and TM-14 specifications • VOCs < 2.0 lbs./gal.

• Can be formulated with heat-reflective pigments To learn more, visit ppgmachineappliedcoatings.com or call 1.877.622.4277.

Aquacron and the PPG Logo are registered trademarks of PPG Industries Ohio, Inc. ©2017 PPG Industries, Inc. All rights reserved.

Suppliers & Vendors on Display

2017 NAWLA Traders Market

Exhibitor List (As of 9-8-2017)

ACCSYS TECHNOLOGIES [615] laura.keily@accsysplc.com; (972) 2336565; www.accoya.com Accoya is modified wood that has undergone acetylation, a cutting-edge technology that enables it to resist rot, defy the elements, and stay strong for decades.

ADVANCED BUILDING PRODUCTS [839] phuff@abp-1.com; (207) 490-2306; www.advancedbuildingproducts.com A leading manufacturer of entangle net technologies, it focuses on engineered polymeric rain screen drainage and ventilation mats, along with ventilation mats for wood roofing.

AFFINITY HR GROUP [320] claudia@affinityhrgroup.com; (877) 660-6400; www.affinityhrgroup.com Provider of HR and management support to NAWLA members, including recruiting, handbooks and on-call support.

Your HR partner and resource!

ALLURA / PLYCEM USA LLC [723] toanderson@elementia.com; (281) 7427072; www.allurausa.com Advanced technology in fiber cement for over 75 years. That’s Allura. Beautiful and durable. Impact, insect and fire resistant. Allura fiber cement building products have stood the test of time. It services all of North America with lap siding and trim.

ALLWOOD INDUSTRIALS [826] tapani.pekkala@allwoodindustrials.com; (561) 691-5542; allwoodindustrials.com ANBROOK [231] brooke@anbrook.com; (604) 465-5657; www.anbrook.com Anbrook is a family-owned, fourth generation shake & shingle manufacturer

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based in Pitt Meadows, B.C. All products are CERTI labeled and 100% SFI chain-ofcustody certified.

ANGLO AMERICAN CEDAR PRODUCTS [305] peter@angloamericancedar.com; (800) 826-7185; www.angloamericancedar. com Sources WRC and yellow cedar shakes and shingles from Canada and U.S., giving them the flexibility to provide customers with endless options. Its distribution yard in Mission, B.C., is second to none with many capabilities. It keeps all products in inventory at all times, for prompt service.

ANTE-HOLZ GMBH [827] philipp.klevers@ante-holz.de; 49-2984308206; www.ante-holz.de Ante-holz is one of the leading sawmills in Middle Europe. It manufactures sawn lumber, garden wood, fingerjointed beams, and glulam beams.

ARAUCO [406] gillian.matthew@arauco-na.com; (800) 261-4890; www.arauco-na.com Arauco’s sustainable forest product solutions include the industry’s most-comprehensive selection of MDF, HDF, particleboard and hardboard, as well as premium plywood, millwork, lumber and pulp.

ARMADILLO DECK [410] karen.stoos@mastermark.com; (800) 535-4838, Ext. 1; www.armadillodeck.com Armadillo is the ultimate choice for a low-maintenance, high-performance composite deck. Choose from more than 10 elegant, colors and finishes for a real-wood appearance.

ARROW RELOAD SYSTEMS INC. [330] pkrakowski@arrow.ca; (503) 735-1100; www.arrowreload.com With operations throughout Canada and the U.S., Arrow Reload Systems provides quality trucking, railcar and container reloading. n

October 2017

ASIA BUILDING MATERIALS LTD. [118] jerryabm@roadrunner.com; (843) 2350531; www.asiabm.com Asia Building Materials Ltd. is the oldest and largest supplier of primed, FJ/EG paulownia trim noards, pattern stock, and bevel siding to the U.S. market.

AURA [744] sbertrand@glinnov.com; (905) 7955505; www.auraoutdoorliving.com Made from 100% premium polymer material, Aura premium decking, railing and deck tiles are impervious to mold, mildew, rot, termites and will not swell, fade or warp because they are manufactured with no organic material.

BELCO FOREST PRODUCTS [114] jbradley@belcofp.com; (360) 426-8900; www.belcofp.com Manufacturer of ArmorCoat XT, a treated wood trim & fascia product with a 20-year warranty.

BENJAMIN OBDYKE [733] tradeshows@obdyke.com; (215) 6727200; www.benjaminobdyke.com For 150 years, Benjamin Obdyke has translated building science expertise into practical application. Let them help you stand apart from your competitors “doing it the same way they’ve always done it.”

BENNETT LUMBER PRODUCTS, INC. [719] jim@blpi.com; (208) 875-1321; www. blpi.com A high quality producer in the Inland Northwest. Manufacturing F&L, WF, pine, ESLP, Idaho white pine, and inland red cedar. Patterns available at the Princeton, Id., facility.

Building-Products.com

BIEWER LUMBER, LLC [221] pturner@biewerlumber.com; (800) 482-5717; www.biewerlumber.com Biewer Lumber sawmills lead the industry as the largest random length sawmills in the Midwest. Locations in Michigan, Wisconsin and now Mississippi.

Building-Products.com

BINDERHOLZ DEUTSCHLAND GMBH [824] katja.kabisch@binderholz.com; 498456-7596158; www.binderholz.com Binderholz produces high quality European dimension lumber, studs, boards, T&G, pellets, briquets, glulam, solid wood panels, and BBS panels (cross laminated timber).

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BITTERROOT VALLEY FOREST PRODUCTS [322] jim@bvfpmontana.com; (406) 5234110; www.bvfpmontana.com Manufacturing and sales organization located in Missoula, Mt. Established in 1977, BVFP has always excelled in creating and developing unique products for the rustic secondary home market as well as innovative wood-based fascia products.

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BLG CARGO LOGISTICS GMBH [728] hkaupke@blg.de; 49-4213-982254; www.blg-logistics.com Owner of the terminal and stevdores of seaport Neustaedter Hafen, Bremen. Since 2001 BLG has handled and loaded a lot of European lumber on board Grieg Star/ G2Ocean-vessels to U.S. East Coast and Gulf ports.

BLUE BOOK SERVICES [315] merickson@bluebookservices.com; (630) 668-3500; lumberbluebook.com Grow sales with Blue Book’s in-depth, industry-specific database of 20,000+ lumber companies. Search and view by location, products/species handled, contact information, and company credit/pay history.

BNSF RAILWAY [736] michael.yuen@bnsf.com; (817) 8676357; www.bnsf.com BNSF operates one of the largest railroad networks in North America, with 32,500 route miles covering 28 states and two Canadian provinces.

BOISE CASCADE GLULAM [612] amyvitek@bc.com; (208) 337-4717; www.bc.com Glulam producer.

BOISE CASCADE WOOD PRODUCTS [600] amyvitek@bc.com; (208) 337-3134; www.bc.com Boise Cascade, headquartered in Boise, Id., manufactures engineered wood products, plywood, lumber, as well as particleboard and ditributes a broad line of building materials, including wood products manufactured by the company.

BOOZER LAMINATED BEAM CO. [112] ejames@boozerbeam.com; (256) 2372875, Ext. 10; www.boozerbeam.com Premier glue laminated beam manufacturer in the EWP manufacturing industry.

Product line consists of 1.6E, 1.8E, 1.9E and 2.1E beams; combination 48 & 50 columns; treated beams & columns; fire retardant coated beams & columns; & F/J lumber.

BOSCUS CANADA INC. (ARBEC FOREST PRODUCTS) [829] razar@boscus.com; (514) 694-9805; www.boscus.com Arbec oversees seven softwood plants, which are cornerstones of Groupe Rémabec’s manufacturing division. Arbec plants provide 750 direct jobs and a yearly timber production capacity of 700 million bd. ft.

BPWOOD [720] (250) 493-9339; www.bpwood.com From first cut, to final user, BPWood delivers sustainable supply chains on the

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periphery of pure commodity markets.

The Nimble Innovators trade mostly in SPF, Euro spruce, DF/DFL, Hem, cedar.

BRAMWOOD FOREST PRODUCTS [119] adam@bramwood.com; (416) 744-4531; adam@bramwood.com Bramwood, established 1990, is a leading manufacturer of industrial and specialty lumber. They’re proficient in pallet and crate components, and premium strips.

BPD Building Products Digest BUILDING PRODUCTS DIGEST [405] padams@building-products.com; (714) 486-2735; www.building-products.com Building Products Digest is the lumber and building material industry’s premier publication in the South, Northeast and Midwest, providing news, trends and sales/marketing advice to the entire distribution chain.

CALCULATED STRUCTURED DESIGNS [611] snason@csdsoftware.com; (403) 2365275; www.csdsoftware.com Powerful, efficient & scalable solutions for 3D structural design & layout (isPlan), single member design (isDesign), Wall & Tall Wall modeling & design (isWall), material take-off & optimization including support for automated saws (isOptimize), project management, and more.

CALVERT COMPANY [130] brittany@calvertglulam.com; (360) 6930971; www.calvertglulam.com As one of the oldest continuous glulam manufacturers in the U.S., Calvert Co. was founded in 1947 and brings more than 50 years of experience producing high quality glued laminated beams.

C&C RESOURCES [108] wfenton@ccwoodproducts.com; (250) 992-7471; www.ccwoodproducts.com C&C Resources is a privately owned diversified company with sawmills in B.C. (C&C Wood Products), Alberta (Foothills Forest Products), and Saskatchewan (Edgewood Forest Products).

CENTURY ALUMINUM RAILINGS [218] kscott@cendekrailings.com; (778) 5166250; www.centuryrailings.com Contractor approved and do-it-yourself-friendly aluminum railings. Simple to install and easy to enjoy. Come see a live demo at booth 218.

CERSOSIMO LUMBER CO. INC. [224] chartle@cersosimo.com; (802) 2571300; www.cersosimo.com Cersosimo Lumber is a manufacturer of quality kiln dried eastern white pine and Northern hardwoods, specializing in lumber of 1” though 16/4. Facilities include five sawmills with 50 million bd. ft. annual production, 5 million bd. ft. kiln capacity.

CMPC USA [711] cleslie@gerencia.cmpc.cl; (770) 5512640; www.cmpc-usa.com CMPC is a leading manufacturer of radiata pine wood products for the North American market. CMPC USA, based in Atlanta, Ga., offers a wide range of products for the wholesale distribution industry, including M&B sawn lumber, primed FJ mouldings, Selex FJ trimboards, and Selex AC/beaded/rough sawn plywood.

C.M. TUCKER LUMBER COMPANIES [610] elist@cmtuckerlumber.com; (843) 6726135; www.cmtuckerlumber.com Established in 1920, we are a SYP sawmill, remanufacturing and pressure treater, with treating locations in Pageland and Rock Hill, S.C., and Henderson, N.C. COAST FRASER ENTERPRISES [833] vivian.zhou@coastfraser.ca; (604) 4981110, Ext. 112; coastfraser.ca International exporter and distributor of North American wood products committed to timely shipments, quality products, and professional customer support.

CANFOR [601] michael.almond@canfor.com; (604) 264-6244; www.canfor.com Canfor is one of the world’s largest producers of sustainable lumber, pulp and paper products. It has built its reputation on the quality of its products, reliability of its supply, and superior customer service.

COASTAL FOREST RESOURCES CO. [335] dforbes@coastalplywood.com; (850) 539-6432; www.coastalplywood.com Coastal manufactures southern yellow pine plywood and timbers at facilities in Havana, Fl., and Chapman, Al. Coastal delivers appearance, consistency and performance.

CARRIER LUMBER [820] rbanatole@carrierlumber.ca; (250) 5633313; www.carrierlumber.ca A tradition of innovation and quality.

Carrier is a producer of high quality lumber. It has two mills—Carrier Lumber Ltd., Prince George, B.C., and Carrier Forest Products Ltd., Big River, Sk.

COEUR D’ALENE WOOD [304] dseymour@cdawood.com; (310) 4037974; www.cdawood.com Manufactures and offers an innovative, one-of-a-kind line of aged wood products for its distributors.

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of SPF products from two facilities in British Columbia, and to begin milling SYP in the South in Q4 2017.

COLLINS [431] gphillips@collinsco.com; (503) 8265255; www.collinswood.com Headquartered in Oregon and familyowned since 1855, Collins produces high quality wood products including, softwoods, hardwoods, pine particleboard, engineered wood siding and trim. Collins upholds their long-standing commitment to land and resource stewardship on more than 311,000 acres. Divisions are located in: Chester, Ca.; Kane, Pa.; Richwood, W.V.; Lakeview and Klamath Falls, Or. COLUMBIA CEDAR [500] todd.f@columbiacedar.com; (503) 8288557; www.columbiacedar.com WRC siding, trim & paneling specialist.

Hand graded for quality, packaged & shipped with care to distributors nationwide.

DAKERYN INDUSTRIES LTD. [821] brad_taylor@dakeryn.com; (604) 9860323; www.dakeryn.com Dakeryn is a leading Canadian supplier of western SPF lumber products for both North America and export markets, specializing in premium building products.

DANCIK INTERNATIONAL [213] abarts@dancik.com; (919) 379-3800; www.dancik.com Kerridge Commercial Systems (KCS) provides fully integrated business management software and services focused on the distributive trades. Available either onpremises or in the K-Cloud.

COMBILIFT [133] eleanor.mcdermott@combilift.com; (353) 478-0500; www.combilift.com Combilift offers a wide range of forklifts, engineered to save space, increase storage and handle long loads safely.

DASSO.XTR [703] finance@dassousa.com; (404) 691-6872; www.dassousa.com Dasso USA is the exclusive North American representative of Dasso Group, the global leader in the development and manufacture of innovative bamboo building products.

CONIFEX TIMBER INC. [334] ryan.lepp@conifex.com; (866) 3012949; www.conifex.com Producing 540 million bd. ft. annually

DELTA CEDAR SPECIALTIES [414] eang@wshore.ca; (604) 589-9006; www.wshore.ca

Expert in the timber lifecycle, the owner-operated, boutique firm sources, selects, sorts, mills, manufactures and markets on grade WRC, yellow cedar, and DF. DIEBOLD LUMBER CO. [311] shellyp@dieboldlumber.com; (503) 669-8226; www.dieboldlumber.com Diebold Lumber is a custom reman and kiln-drying facility. Our facilty consists of 17 acres of paved tarmac, 80,000 sq. ft. of dry storage, and modern, top-of-the-line processing equipment.

DIGGER SPECIALTIES, INC. [318] mkittrell@diggerspecialties.com; (800) 446-7659, Ext. 318; www.diggerspecialties.com Digger Specialties, Inc. manufactures low-maintenance vinyl and aluminum railing and fencing systems.

DMSI SOFTWARE [702] bdegeorge@dmsi.com; (402) 330-6620, Ext. 142; www.dmsi.com DMSi provides business software to the building materials industry. Their Agility ERP handles the entire product cycle.

Their Building Results CRM integrates with any system.

Quality Lumber Sustainable Forests At Bennett Lumber, we take pride in producing quality lumber products and managing sustainable forests for the next generation.

Princeton, ID Clarkston, WA 208-875-1321 www.blpi.com

Jim Vandegrift Sales Manager

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DORRIS LUMBER & MOULDING CO. [613] joshuatyler@dorrismoulding.com; (916) 452-7321; www.dorrismoulding.com Solid lineal & cut-to-length pine moulding company. Full truckloads or partials.

Quality and on-time service. CAD system ensures your items are always correct.

DUNKLEY LUMBER LTD. [203] gsawkins@dunkleylumber.com; (250) 998-4415; www.dunkleylumber.com Premium producer of high quality SPF and Douglas fir dimensional lumber from the northern interior of British Columbia.

DURGIN & CROWELL LUMBER CO. [415] darrah@durginandcrowell.com; (603) 763-2860; www.durginandcrowell.com SFI-certified eastern white pine sawmill

in New London, N.H. Producing 30 MM BF of 4/4 boards annually. We are Pine Passionate.

EACOM TIMBER CORP. [331] stephane.boileau@eacom.ca; (514) 8486946; www.eacom.ca Operations include manufacturing, marketing & distributing lumber & woodbased value-added products, & management of forest resources.

EAGLE PLYWOOD SPECIALTIES [211] shelley@eagleplywood.com; (541) 4793456; www.eagleplywood.com Privately held plywood manufacturer, with Advanced Veneer Processing and 5’x12’ pressing capability to allow customers to match panel sizes with end use.

ECO CHEMICAL INC. [708] griffin@ecochemical.com; (206) 4487930; www.ecochemical.com Eco Chemical creates & manufactures low VOC water based paints, stains & other coatings, meeting the needs of high capacity staining operations for fencing, posts, decks, railings, siding & exterior furniture.

Eco Chemical is the leading supplier of stains for pressure treated lumber companies in the western U.S. and Canada.

ELK CREEK FOREST PRODUCTS [107] mark@elkcreekforest.com; (503) 4744446; www.elkcreekforest.com Wholesale lumber distributor and remanufacturer of DF timbers, offering quality GDF and KDDF lumber in sizes from 1x4 8’ to 18x24 40’ that it can ship as full sawn rough, S4S or band resawn.

EMPIRE LUMBER CO. [309] larrys@feltsfield.com; (509) 534-0266; www.empirelumber.com Empire Lumber Company is a familyowned sawmill located in Central Idaho.

Our primary products are inland red cedar boards, F/L dimension and WF dimension.

EPICOR SOFTWARE [713] richard.valles@epicor.com; (925) 2413598; www.epicor.com/retail/lumber-software.aspx Epicor solutions are designed around the unique operational needs of LBM dealers and distributors, and are available in the cloud, hosted, or on premises.

EULER HERMES [729] emily.mackinnon@eulerhermes.com; (410) 753-0786; www.eulerhermes.us World’s largest provider of accounts receivable insurance solutions. It helps companies protect against unexpected bad debt losses while safely growing sales.

EVERWOOD TREATMENT CO. [701] steve@everwoodtreatment.com; (251) 626-2080; www.everwoodtreatment.com Everwood Treatment Company has been a leader in the lumber industry for over 30 years. It is the one stop shop for all your southern yellow pine needs.

F.H. STOLTZE LAND & LUMBER CO. [823] kpage@stoltzelumber.com; (406) 8927010; www.stoltzelumber.com For over 100 years the Stoltze name has meant quality lumber produced in Montana.

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FLEXPAK CORP. [706] sales@polycovers.com; (541) 385-9444, Ext. 4; www.polycovers.com Flexpak: lumber wrap, sewn lumber bags, railcar covers, heat-sealed covers, coextruded poly covers, high quality print.

Flexpak brings products to life with quality branded packaging.

GILBERT SMITH FOREST PRODUCTS LTD. [325] mmitten@gsfpcedar.com; (250) 6729727; www.gsfpcedar.com WRC manufacturer specializing in premium blanks in 2x4 – 2x10 for remanufacturers. Small tight knot interior products include dimension 2x3 – 2x12 RH and S4S and 1x3 – 1x12 in 3/4” S1S2E boards.

FLORIDA EAST COAST RAILWAY [202] terri.rayno@fecrwy.com; (800) 3421131; www.fecrwy.com Operates 351 miles of mainline along Florida’s east coast, it is the only rail provider for South Florida ports, and provides a seamless connection with the national rail network in Jacksonville.

GORMAN BROTHERS [413] ccook@gormanbros.com; (800) 6635087, Ext. 261; www.gormanbros.com High-speed moulders provide the finest tear-free finish. State-of-the-art dry kilns for all markets. 100% boards production.

Patterns, edgeglue panels, fingerjoint.

FOREVER FOREST (OMAHA CHILDREN’S MUSEUM) [647] fjbarnhart@ocm.org; (402) 930-2358 Forever Forest exhibition and Truth About Trees.

FOREST PRODUCTS DISTRIBUTORS INC. [714] ckorb@forpd.com; (605) 341-6500; www.forpd.com Wholesale lumber company with a reman plant, offering ponderosa pine boards, S4S & pattern, alder, treated fence posts, & other remanufactured products.

FRASERVIEW CEDAR PRODUCTS [809] dgriffiths@fraserviewcedar.com; (604) 590-3355, Ext. 108; fraserviewcedar.com Full service WRC manufacturer located near Vancouver in Surrey, B.C. Saws its coastal log base of large slow growth as well as smaller, young tight knot logs.

FRERES LUMBER COMPANY, INC. [634] bmaeda@frereslumber.com; (503) 8594250; www.frereslumber.com Manufacturer of high quality veneer and plywood products, as well as assorted lumber products. It is also developing largescale plywood-based Mass Plywood Panels.

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GREEN FOREST PRODUCTS, LLC [832] brandon@greenforestinc.com; (218) 568-2431; www.greenforestinc.com Sawmill, fence manufacturer, and lumber producer that specializes in products made from northern white cedar.

HAIDA FOREST PRODUCTS LTD. [732] garthur@haidaforest.com; (604) 4373434; www.haidaforest.com Haida is a WRC specialist celebrating 66 years in business. It produces bevel sidings, Haida Skirl Wavy edge siding, VG/MG clear panelings, S1S2E/S4S finish, clear and knotty decking, large customsized timbers.

HAMPTON LUMBER SALES [722] kaitlinbartel@hamptonlumber.com; (503) 203-6486; hamptonaffiliates.com Hampton carries an expanded range of products, in all western species, for both domestic and global customers.

HANCOCK LUMBER CO. [614] mduprey@hancocklumber.com; (207) 627-6113; www.hancocklumber.com Since 1848, Hancock’s commitment has been to its employees, customers and its eastern white pine products. Three facili-

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ties in Maine specialize in flexibility, consistency, customer-oriented products, tallies, patterns and packaging solutions to enhance our customers’ buying experience.

H&D HOLZTECGMBH & CO. KG [132] peter.krihak@holbrooklumber.com; (518) 796-2043; www.holztec.de HolzTec is a German company manufacturing high quality Siberian larch products since 2004 near St. Petersburg, Russia.

HOLZINDUSTRIE SCHWEIGHOFER [301] sebastian.melniciuc@schweighofer.ro; 40-2302-07400; www.schweighofer.at The Schweighofer Group is an Austrian family business organized as a holding structure. For more than four centuries, the Schweighofer family stands for quality and confidence.

HOOVER TREATED WOOD PRODUCTS [608] kmiller@frtw.com; (706) 595-9855, Ext. 100; www.frtw.com In business since 1955, Hoover supplies a comprehensive portfolio of pressureimpregnated KD lumber & plywood products for fire retardant & preservative applications. Hoover has nine company-owned treating facilities, conveniently located to service a 120+ member stocking distributor network across the U.S. and Canada.

HUNT FOREST PRODUCTS LLC [121] tony.butler@huntforpro.com; (318) 255-2245; www.huntforpro.com Producers of southern yellow pine construction and industrial grade plywood, as well as green hardwood lumber and timber products.

HY MARK WOOD [742] dale@hymarkwood.com; (604) 5414290; www.hymarkwood.com Western red cedar specialties for the U.S. markets.

Building-Products.com

IDAHO FOREST GROUP [333] aspilker@idfg.com; (208) 762-6623; www.idfg.com Idaho Forest Group is headquartered in Coeur d’Alene, Id., the prime timbergrowing region of the Intermountain West. With five high-tech production facilities throughout northern Idaho, IFG is one of America’s largest lumber producers offering some of the broadest mix of species, sizes, grades and quality products in North America.

IDAHO TIMBER [718] dbadesheim@idahotimber.com; (208) 377-3000; www.idahotimber.com Idaho Timber is manufacturer and distributor of lumber and building materials.

DFL, HF, SPF, SYP and PP dimension. 5/4 SYP decking, IRC boards, 4/4 PPLP boards, and split rail cedar fencing.

WHERE E THE LUMBER R INDUSTR RY GROWS ACCESS OVER 20,00 00 LUMBER COMPANIE A S

INDEPENDENT DISPATCH INC. [812] ggilbert@independentdispatch.com; (503) 535-6404; independentdispatch.com Serving the forest products industry since 1980, IDI has built a loyal customer following because of superior service and knowledge of the shipping industry.

INTERFOR [429] svetlana.kayumova@interfor.com; (604) 422-3475; www.interfor.com One of the world’s largest lumber providers, serving the needs of customers, strengthening local economies, & building value for its employees & shareholders.

GET CREDIT RAT TINGS & REPORT TS USE DYNAMIC SEARCH TOOLS

LUMBER BLUE BOOK Learn more at lumberbluebook.com 630-668-3500

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INTERNATIONAL BEAMS [735] morgan.dain@ibewp.com; (941) 5529914; www.internationalbeams.com IB/X-LAM USA is a worldwide leader in providing superior quality engineered wood solutions. Its wide range of products include IB MAX-CORE I-joists, LVL, rimboard, CLT and glulam. Its innovative approach to technology, equipment and groundbreaking new products keeps IB one step ahead of most traditional manufacturers. It couples that with a personalized approach to each customer, ensuring you have the right tools and expertise to maximize growth and profitability.

Backed by state-of-the-art design software, its dedicated sales and technical teams are ready to help you build a better business.

INTERWRAP – OWENS CORNING [842] mnielly@interwrap.com; (770) 7047600 InterWrap is the global leader in the manufacture and distribution of high strength, low weight, coated woven packaging solutions for the protection of lumber and engineered wood products. n

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INTL FCSTONE [738] sara.schueler@intlfcstone.com; (515) 223-7408; www.intlfcstone.com Provides execution, risk management and advisory services, market intelligence, and clearing services across asset classes and markets worldwide. Working from 40 offices in 15 countries, it helps clients access markets efficiently, manage their risk, and improve their bottom lines.

J.D. IRVING (IRVING FOREST PRODUCTS INC.) [539] seelye.naomi@jdirving.com; (506) 6333719; www.jdirving.com Irving Forest Products is a premier supplier of wood products that offers full service solutions and support. Since 1882, its sustainably managed woodlands have provided eastern SPF, eastern white pine, northern white cedar, and hardwoods.

JELD-WEN, INC. [230] lheneghan@jeldwen.com; (773) 8448384; www.miratectrim.com MiraTec Trim, MiraTec Smooth Select Trim, and Extira Exterior Panels all provide remarkable moisture, rot and termite resistance, and are easy to handle, machine, cut and nail.

JH HUSCROFT LTD. [801] schofer@jhhuscroft.com; (250) 4283713; www.jhhuscroft.com J.H. Huscroft is a small, family-owned mill that specializes in producing high quality ESLP and DFL products.

KALESNIKOFF LUMBER CO. LTD. [636] coreys@kalesnikoff.com; (250) 3994211; www.kalesnikoff.com Since 1939, Kalesnikoff has been producing some of the finest grain, highest quality specialty softwood lumber products in the world. It offers over 1,000 different products from dimensional lumber to dimensional timbers, clears and commons.

KENORA FOREST PRODUCTS [626] bkorchinski@prendiville.com; (204) 989-9846; www.kenoraforestproducts.com Kenora Forest Products, a division of Prendiville Industries, is located in Kenora, Ontario. The mill will be producing 1x3, 1x4, 2x3, 2x4 and 2x6 10’ and shorter.

Products will be produced in various grades and MSR. KLAUSNER TRADING USA INC. [235] jian.qin@klausner-group.com; (843) 443-9621; www.klausner-group.com Klausner Trading USA Inc., headquartered in Myrtle Beach, is the sole distributor of products produced by Klausner U.S. sold in the Americas.

Building-Products.com

KLENK HOLZ AG [835] d]jasmin.jurthe@klenk.de; 49-797772328; www.klenk.de Klenk Holz AG is one of the leading European producers of softwood lumber with more than 10 years consistent supply to the U.S. Its main products are 1” boards and dimension lumber and studs.

KOP-COAT INC. [219] kmccarty@kop-coat.com; (412) 2272426; www.kop-coat.com Tru-Core, Woodlife and Solutions for Bright Lumber programs for forest products & wood treatment provide the highest protection to wood products in North America, protecting against termites, decay, mold, stain and weather damage.

KRAUTER AUTO STAK [336] erick@ks-ka.com; (800) 992-2824, Ext. 111; ks-ka.com Providing storage solutions to satisfied customers since 1964. It pioneered the automated loading system as well as the rack-supported building design.

LANDSTAR SLM AGENCY [408] wade.jackson@landstarmail.com; (503) 990-8578; www.jadetransportation.com Supply chain solutions and complete global & domestic transportation services.

LESLIE FOREST PRODUCTS [419] naz@leslieforest.com; (604) 952-4537; www.leslieforest.com Leslie Forest Products, established in 1972, is a family-owned lumber remanufacter supplying quality specialty products in WRC, Hemlock/Fir, and SPF. LIGNUM FOREST PRODUCTS [300] ileask@lignum.com; (604) 484-5004; www.lignum.com Manufacturer and distributor of WRC products, SPF MSR, Douglas fir MSR, and various specialty lumber products.

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LIMINGTON LUMBER CO. [210] win@limingtonlumber.com; (207) 6253286; www.limingtonlumber.com Produces 18 million bd. ft. of eastern white pine boards annually.

LIVINGSTON INTERNATIONAL [329] jlundy@livingstonintl.com; (800) 3877582; www.livingstonintl.com Over 48,000 companies trust Livingston International with their customs brokerage, global trade management, trade consulting, and freight forwarding needs.

LONZA WOOD PROTECTION [734] suzan.bolton@lonza.com, (678) 6272498; (residential/commercial) rodney. hardison@lonza.com, (404) 627- 6867; (mill specialty) gary.snider@lonza.com; (360) 490-5140; wolmanizedwood.com Lonza Wood Protection is a global leader of innovative technologies that improve the performance of wood, making it resistant to termites, fungi, fire, mold and moisture. Lonza manufactures many of the highest quality wood protection products, including its Wolman line of preservatives, Dricon fire retardant, and Mycostat and Antiblu anti-sapstains.

LP BUILDING PRODUCTS [624] tracy.rusin@lpcorp.com; (615) 9865600; www.lpcorp.com Manufacturer of engineered wood building materials including OSB, structural framing products, & exterior siding.

LUMBER TIMBER GROUP INC. [120] jim@lbrtimber.com; (863) 229-8456; www.lbrtimber.com Sales consultative rep business for ipe’ and other imported hardwoods; cypress lumber, beams and timbers; Structural Composite Lumber; and timber and piling.

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MAHOL ENTERPRISES [110] mahol@windstream.net; (724) 7440237; www.maholpackaging.com Provides lumber covering protection for your lumber—everything from standard woven bags and wrap to Dura-Film high strength film for tough situations!

MAJURE DATA [704] jdh@majure.com; (770) 518-5429; www.majuredata.com Majure Data provides the warehouse management solution used by a number of NAWLA clients to control their inventory and manage their warehouse personnel.

MASON FOREST PRODUCTS [726] greg@masonforestproducts.com; (601) 268-1105; www.masonforestproducts.com Remans plywood & lumber; does precision cutting, drilling & CNC routing; makes Mason’s Prime grade plywood.

MAZE NAILS [312] kim@mazenails.com; (800) 435-5949; www.mazenails.com Maze Nails is the world’s largest manufacturer of top quality specialty nails 100% Made in the USA. MCSHAN LUMBER CO. [418] hunter@mcshanlumber.com; (205) 375-6277; www.mcshanlumber.com Since 1907, McShan Lumber has been manufacturing the finest SYP boards to be found anywhere in the world.

The

MERCHANT Magazine

MERCHANT MAGAZINE, THE [405] padams@building-products.com; (714) 486-2735; www.building-products.com

Building-Products.com

Since 1922, The Merchant Magazine has been the LBM industry’s premier publication in the West, providing the entire distribution chain with news, trends and sales/marketing advice.

METROWEST TRANSLOAD [645] jan.metrowesttransload@gmail.com; (817) 594-2788; metrowesttransload.com MetroWest is a transload located in the Dallas/Fort Worth metroplex with access to the BNSF, UP and KCS railroads.

METSÄ WOOD USA [712] kirk.nichols@metsagroup.com; (404) 861-1098; www.metsawood.com Metsä Wood provides the premiumquality wood products for construction, industrial and distribution customers. Its primary products are Kerto LVL and birch plywood. It uses 100% traceable wood from northern forests, a sustainable raw material of the finest quality. Its facilities are surrounded by these forest, which ensures a never-ending reliable supply.

MID VALLEY LUMBER SPECIALTIES [804] al@midvalleylumber.com; (604) 5101288; www.midvalleylumber.com Western red cedar, decking, timbers, fencing, posts, rails and more.

MID-COLUMBIA LUMBER PRODUCTS [232] mike@mid-columbialumber.com; (541) 475-7241; www.mid-columbialumber.com MILLAR WESTERN FOREST PRODUCTS [828] talaric@millarwestern.com; (780) 9189305; www.millarwestern.com Millar Western is an innovative, profitable manufacturer of forest products. It is respected by its customers, its suppliers, and its competitors, as well as the communities in which it operates.

MILLTECH INVENTORY MANAGEMENT SYSTEMS [423] tneal@milltechims.com; (866) 8788809; www.milltechims.com MillTech: The inventory/sales & production system of choice of lumber producers. MillTech supplies easy-to-use and implement inventory management software to wood product companies that do primary and/or value added processing.

MONTREAL WOOD CONVENTION [805] nhoude@quebecwoodexport.com; (418) 650-6385, Ext. 312.

The Montréal Wood Convention is an annual trade event that creates B2B opportunities that help develop and improve the collaboration between lumber manufacturers and distributors.

MOSO NORTH AMERICA [124] mclifton@moso-bamboo.com; (856) 571-4684; www.moso-bamboo.com MOSO North America introduces Bamboo X-treme decking, siding, porch flooring, lumber—all made of densified, heat-treated bamboo according the unique Thermo-Density production method. Key benefits are the sustainability (CO2 neutral), durability, stability and the beautiful natural appearance. MOSO empowers distributors, installers, architects and landscapers with a true alternative to tropical hardwoods.

MOULDING & MILLWORK PRODUCERS ASSOCIATION [129] kelli@wmmpa.com; (530) 661-9591; wmmpa.com A not-for-profit association for international and domestic secondary manufacturers of moulding and millwork products.

MOUNTAIN VIEW RELOAD INC. [409] marketing@mvrgroup.com; (604) 8505788; www.mvrgroup.com Rail and truck reload company with over 30 years experience specializing in forest products. Locations in Sumas, Wa.; Irving, Tx.; Shelby, Mt.; and Surrey, B.C.

MOSO® bamboo x-treme®

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Since 2008 over 21,500,000 sqft installed, in more than 50 countries.

Certified sustainable and durable bamboo products now available in the US and Canada.

Building-Products.com

October 2017

moso-bamboo.com

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MURPHY COMPANY [401] tom.bartlett@murphyplywood.com; (541) 461-1214; murphyplywood.com A leading domestic producer of veneerbased products. Its offerings include hardwood and softwood plywood and engineered wood products.

NEIMAN ENTERPRISES, INC. [602] mikes@dtfp.net; (866) 466-5254; www. neimanenterprises.com Third generation family company consisting of four sawmillsâ&#x20AC;&#x201D;three in the Black Hills of South Dakota and Wyoming (Devils Tower Forest Products, Rushmore Forest Products, Spearfish Forest Products) and an ESLP stud mill in Montrose, Co. (Montrose Forest Products).

NORDIC STRUCTURES [324] kjakubonis@nordicewp.com; (514) 871-8526, Ext. 221; www.nordicewp.ca Nordic Structures develops and markets wood products and construction systems manufactured by its sister company Chantiers Chibougamau, out of black spruce from the boreal forest.

NORFOLK SOUTHERN CORP. [831] laura.brooks2@nscorp.com; (757) 6681546; www.nscorp.com Operates 19,500 route miles in 22 states and D.C., serves every major container port in the eastern U.S., and provides efficient connections to other rail carriers.

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NORTH ENDERBY TIMBER LTD. [313] sales@netimber.ca; (250) 838-9668; www.northenderbytimber.com Located in the interior of British Columbia and is a premium manufacturer of machined lumber and pattern stock.

NORTHEASTERN LUMBER MANUFACTURERS ASSOCIATION [739] jeff@nelma.org; (207) 829-6901; www. nelma.com NELMA is the rules writing agency for eastern white pine lumber and the grading authority for eastern spruce, balsam fir, Spruce-Pine-Fir (SPFs) grouping, and other commercially important eastern softwood lumber species. NELMA provides lumber grade visuals and grading education programs, official pattern product reference materials, design values, specification tools, and more. Go to nelma.org and easternwhitepine.org as your information source for lumber manufactured in the Northeast and Great Lakes regions of the U.S. NUSKU FIREBLOCKER [115] tim@nuskufireblocker.com; (909) 3221725; www.nuskufireblocker.com Nusku Fireblocker line of siding, trim and fascia offers users a sustainable and fire resistant way to harden your home.

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NYLE SYSTEMS, LLC [644] jhoward@nyle.com; (800) 777-6953, Ext. 2; www.nyle.com In 1977 Nyle patented the XDH dehumidification system. Its product line now includes DH kilns, gas-fired kilns, conventional kilns, heat treaters, and controls.

OLYMPIC INDUSTRIES [236] stuart.green@olympicind.com; (604) 619-2805; www.olympicind.com International forest products trading house based in North Vancouver, B.C. OMNITRAX LOGISTIC SERVICES [126] jbesa@omnitrax.com; (303) 398-0522; www.omnitrax.com OTS provides supply chain & logistics services that improve reliability, increase flexibility, and can quickly connect shippers to new markets. It offers permanent & temporary transload, reload & storage services at locations throughout the U.S. ONE SOURCE RISK MANAGEMENT [402] hank@onesourcerm.com; (404) 5095462; www.onesourcerm.com OREGON CANADIAN FOREST PRODUCTS [403] roxanne@ocfp.com; (503) 647-5011; www.ocfp.com Manufacturer of specialty wood products, including KD S4S, patterns & industrial clears from North American softwoods and tropical hardwoods.

Building-Products.com

PACIFIC LUMBER INSPECTION BUREAU [843] hpetersen@plib.org; (253) 835-3344; www.plib.org Accredited non-profit inspection agency providing lumber grading services and certification for HT lumber, ISPM 15, CE Marking, California WUI, and wood pellets to forest product manufacturers in the Western U.S. and Canada.

PACIFIC WESTERN WOOD WORKS LTD. [404] dennis@pwww.ca; (604) 946-2910; www.pwww.ca PWWW is a leader in clear fine-grain western red cedar manufacturing and producer of Elo Clear–Signature Series brand.

neered wood products, building components, and hearth products.

PINKWOOD LTD. [214] bradp@pinkwood.ca; (403) 279-3700; www.pinkwood.ca Its FRI (fire rated I-joist) system can solve your main floor joist requirements.

PLEASANT RIVER LUMBER [111] steve@pleasantriverlumber.com; (207) 668-9530; steve@pleasantriverlumber.com Producer of eastern white pine boards and SPF dimenson lumber. Shipping via truck and rail in the U.S., as well as supplying export material.

POLYMAX INC. [332] sshin@polymaxpkg.com; (503) 9066596, Ext. 101; www.polymaxpkg.com PORCUPINE WOOD PRODUCTS LTD. [307] stevenrussell@porcupinewood.com; (416) 999-4268; www.porcupinewood.com Its sawmill manufactures western red cedar logs into decking, sidings, and trim boards of the highest grade standards used.

PORT OF MONTANA [226] kathy@portofmontana.org; (406) 7234321; www.portofmontana.org The Rocky Mountain North’s premier transloading and distribution facility, its services range from lumber to asphalt.

PACIFIC WOOD LAMINATES, INC. [212] kenc@socomi.com; (541) 469-4177; www.socomi.com

PACIFIC WOODTECH CORP. [303] dan.semsak@pacificwoodtech.com; (888) 707-2285; pacificwoodtech.com Pacific Woodtech produces the best EWP in the industry, backed by dedicated and experienced employees, the most advanced production facility of its kind, and a product warranty. Its distribution partners complete the picture, ensuring that builders will be satisfied with all aspects of PWC engineered products’ usage.

PATRIOT TIMBER PRODUCTS INC. [306] jsims@patriottimber.com; (336) 2997755; www.patriottimber.com Produces and supplies premium quality panel products including underlayment, specialty plywood and beadboard to its wholesale forest products distributors.

PENNSYLVANIA LUMBERMENS MUTUAL INSURANCE CO. [727] ccrucitt@plmilm.com; (267) 825-9316; www.plmilm.com The premier insurance provider for the lumber, woodworking and building material industries, offering competitive rates, loss control programs, & prompt claims response & handling. Financially strong with an A.M. Best rating of A- (Excellent).

PEFEIFER TIMBER GMBH [830] leonhard.scherer@pfeifergroup.com; 43-5412-69600 With eight production sites in three countries, The Pfeifer Group is one of the strongest companies in the European wood industry.

PFS TECO [223] steve.winistorfer@pfsteco.com; (608) 839-1071; www.pfsteco.com Employee-owned, independent, thirdparty certification and testing agency for manufacturers of panel products, engiBuilding-Products.com

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POTLATCH CORP. [619] bob.mai@potlatchcorp.com; (509) 8351510; www.potlatchcorp.com In Idaho, produces 2x4 thru 2x6 HemFir and Fir-Larch dimension lumber, and many grades of industrial plywood. In Arkansas, manufactures 2x4 thru 2x12 SYP dimension. In Minnesota and Michigan, produces SPF(s) studs.

POWER WOOD CORP. [117] stewartclark@powerwood.com; (604) 882-9663; www.powerwood.com Manufacturer & distributor of high grade WRC, specializing in KD, select tight knot & clear, plus clear & appearance grade timbers of any size, length & tally.

PPG MACHINE APPLIED COATINGS [319] sbird@ppg.com; (724) 742-5200; www.ppgmachineappliedcoatings.com For more than 90 years, PPG Machine Applied Coatings have been pioneers in quality, innovation and performance for machine applicators who seek consistent protection and color integrity. Its marketproven systems include a broad portfolio of factory-applied primers, finishes and stains engineered with advanced technology backed by industry-leading resarch, development and technical teams.

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PROBYN GROUP LTD., THE [227] davecochenour@altafp.com; (800) 5995596; www.probynltd.com The Probyn Group is a privately owned and integrated forest company headquartered in New Westminster, B.C., producing 500 million bd. ft. annually.

PRODUITS FORESTIERS PETIT PARIS [737] morgan.dain@ibewp.com; (941) 5529914 Founded in 1988, the companyâ&#x20AC;&#x2122;s line of business includes cutting, preserving and treating wood.

PRODUITS MATRA, INC. [225] jfdrouin@produitsmatra.com; (418) 382-5151; www.produitsmatra.com Matra fabricates a wide range of millwork produts made of eastern white pine, with two cutting-edge plants and over 170,000 sq. ft. of production space.

PROGRESSIVE RAIL INC. [234] bbauer@progressiverail.com; (651) 233-6769; www.progressiverail.com PGRâ&#x20AC;&#x2122;s philosophy has always been to provide comprehensive rail service to valued customers on its six-state rail network.

RA LUMBER LLC [122] alex@racclumber.com; (877) 510-8472, Ext. 314; www.racclumber.com The highest quality of products from the best lumber factories in Russia. Its turnover is up to 100 containers a month.

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RANDOM LENGTHS PUBLICATIONS [204] nancy@rlpi.com; (541) 686-9925; www.randomlengths.com Independent source for wood products market information, including Random Lengths Weekly Report; Lumber, Panel and Midweek reports; International; Yardstick; The Big Book; and more.

RAVEN LOGISTICS INC. [205] frank.meidl@ravenlogistics.com; (239) 596-6314; www.ravenlogistics.com International logistics management company specializing in strategic transportation planning, advanced systems, and operational excellence.

RDB SOLUTIONS, LLC [109] gsprague@rdb-solutions.com; (971) 302-7742; www.rdb-solutions.com Owner/developer of the Lumber Expert Software System, a complete solution from order processing and management to inventory management to all accounting functions to financial reporting in a userfriendly, easy-to-learn environment.

RESOLUTE FOREST PRODUCTS [209] philippe.clune@resolutefp.com; (514) 875-2160; www.resolutefp.com Major producer of lumber and other wood products, with annual capacity of 2.5 billion bd. ft. It also remanufactures & engineers wood to maximize its strength, creating value-added products for uses such as roofing & flooring components.

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RE TRANS [222] wwilliams@re-trans.com; (901) 4900550; www.re-trans.com Top 10 logistics provider in the world as part of Kuehne & Nagel organization.

REX LUMBER CO. [123] dcsmith@rex-lumber.com; (850) 2631861; www.rex-lumber.com RIELLY LUMBER [814] andy@riellylbr.com; (604) 925-2425; www.riellylumber.com Manufacturer of premium WRC products. Located in Vancouver, B.C., Rielly ships green and KD cedar around the world in tight knot through clear grades.

RISI [407] dfortin@risi.com; (866) 271-8525; www.risi.com The leading information provider to the global forest products industry.

ROBBINS LUMBER INC. [323] arobbins@rlco.com; (207) 342-5221; www.rlco.com A five-generation, family-owned and operated company established in 1881. We own and manage over 29,000 acres of

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forests and buy logs from over 150 independent loggers.

ROLAND BOULANGER & CIE ITEE [206] nhoude@boulanger.qc.ca; (819) 3584100, Ext. 416 A family business founded in 1942, Boulanger is a leading Canadian manufacturer of mouldings and wood components that meet global quality standards.

ROSBORO [725] jimwalsh@rosboro.com; (541) 7362117; www.rosboro.com Rosboro operates facilities in the Pacific Northwestâ&#x20AC;&#x2122;s Willamette Valley and manufactures products that include studs, dimension lumber and a complete line of glulam beams.

ROSEBURG FOREST PRODUCTS [432] devins@rfpco.com; (541) 784-2435; karenh@rfpco.com; www.roseburg.com Roseburg is an 81-year-old, closelyheld forest products company headquartered in Springfield, Or. It manufactures construction, industrial and decorative wood products for the built community.

ROYAL BUILDING PRODUCTS [125] agnes.zarska@royalbuildingproducts. com; www.royalbuildingproducts.com;

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(614) 754-3432 Royal features an extensive line of exterior cladding, trim, moulding and decking that delivers on homeowner demands for long-lasting, low maintenance curb appeal through high-performing, sustainable, energy-saving products.

ROYOMARTIN [421] lori.byrd@royomartin.com; (318) 4833830; www.royomartin.com RoyOMartin is the brand name of a group of family-owned, professionally managed wood products and forestlandmanagement companies based in Alexandria, La. Founded in 1923, the organization currently operates a plywood and timbers mill in Chopin, La., and an OSB mill in Oakdale, La. Construction of a second OSB plant is currently underway in Corrigan, Tx. All of RoyOMartinâ&#x20AC;&#x2122;s panel products are APA rated and available Forest Stewardship Council (FSC) certified.

SALES-I [803] svonborcke@sales-i.com; (847) 8688175, Ext. 211; www.sales-i.com Designed for product-based B2B sales teams, Sales-i makes every customer interaction more personal and profitable, by integrating your back office data with your customer data.

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SAMUEL PACKAGING SYSTEMS GROUP [806] kevin.mceldowney@samuel.com; (630) 783-8900, Ext. 140; samuelsystems.com Printing and labeling systems for the lumber/forestry industry, from ink jet systems to bar code applicators.

SAN GROUP INC. [207] bob@sangroupinc.com; (778) 9265173; www.sangroupinc.com SANSIN CORP., THE [638] ldodge@sansin.com; (519) 245-2001; www.sansin.com Wood protection company focused exclusively on researching, developing and introducing enviro-friendly, waterborne interior & exterior wood products to deliver best color, durability and performance.

SAWARNE LUMBER CO. LTD. [532] carolynn@sawarne.com; (604) 2351755, Ext. 202; www.sawarne.com Western red cedar manufacturers.

SELKIRK SPECIALTY WOOD [411] camcook@gormanbros.com; (250) 7686261; www.selkirkspecialtywood.com Manufacturer of a wide range of KD western red cedar products including decking, dimension, boards, patterns, rough shop, and rough clear.

SENECA SAWMILL CO. INC. [628] mdippel@senecasawmill.com; (541) 689-7950; www.senecamill.com Seneca Sawmill Co. operates four sawmills in the Eugene, Or., area, producing 600,000 MBF annually.

SHUQUALAK LUMBER CO. [807] kevin.rooney@scrimtec.com; (662) 7934528; www.shuqualak.com Manufacturer of premium quality SYP lumber in dimension and RED. SIERRA FOREST PRODUCTS [813] sfp@sierraforest.net; (559) 535-4893 Softwood sawmill PP/SP/WF, dimension, commons, industrial shop.

SIERRA PACIFIC INDUSTRIES [618] asulzer@spi-ind.com; (530) 378-8000; www.spi-ind.com Third generation family-owned company owning over 1.9 million acres of timberland in California and Washington.

One of the largest lumber producers in North America and millwork producers in the world.

SINCLAR GROUP FOREST PRODUCTS [651] dave.bartsch@sinclar.com; (250) 5614546; www.sinclar.com SK FINGERJOINT, INC. [721] elizabeth@skfingerjoint.com; (406) 293-7535; www.skfingerjoint.com

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Skana is a lumber wholesaler of SPF, Douglas fir, pine, plywood and western red cedar. It is also a remanufacturer with several facilities producing a wide range of products.

SKANA FOREST PRODUCTS LTD. [715] gary@skana.com; (604) 207-8132; www.skana.com Lumber wholesaler of SPF, Douglas fir, pine, plywood and western red cedar. It is also a remanufacturer with several facilities producing a wide range of products.

STIMSON LUMBER CO. [632] mtm@stimson.com; (503) 478-1548; www.stimsonlumber.com A company with over 150 years of history, Stimson runs five stud mills, a large timber mill, and a hardboard panel plant.

STORA ENSO [642] robert.loew@storaenso.com; (678) 3520255; www.storaenso.com Europe’s leading lumber producer of #2 & Btr. Premium 2x4, 2x6, boards & pattern products, which are imported to the U.S.

SLIDING SYSTEMS [326] jbaker@slidingsystems.com; (218) 3934504; www.slidingsystems.com Curtainside technology.

SNIDER INDUSTRIES [730] dhanson@sniderindustries.com; (903) 938-9221; www.sniderindustries.com Manufactures 50 million bd. ft. of southern yellow pine boards annually. It pulls 1x4 through 1x12 in D&Btr., #2 and #3 grades under SPIB. Patterns are produced from select stock, plastic covered, and stored in its six-acre storage facility.

SODRA TIMBER SWEDEN [818] bobj@xlcompany.com; (503) 855-3032; www.sodra.com Swedish sawmills producing spruce and pine. WCLIB-certified 2x4, 2x6 and 2x8 dimensions 6’ thru 18’.

SOFTWOOD EXPORT COUNCIL [127] dnguyen@softwood.org SOFTWOOD FOREST PRODUCTS BUYER [537] terry@millerwoodtradepub.com; (901) 372-8280; www.millerwoodtradepub.com The Softwood Buyer targets wholesalers, lumberyards and industrial markets throughout North America.

SPRUCELAND MILLWORKS INC. [540] greg@spruceland.ab.ca; (780) 962-6333; www.spruceland.net Spruceland Millwork’s sawmill, two dry kilns, and five moulder lines provide precision surfacing for a wide variety of appearance and value-added products.

STALLINGER HOLDING GMBH [811] gregor.sommer@stallinger-holding. com; www.stallinger-holding.com; (437) 672-273040 Stallinger Holding GmbH is a global company, founded in 1996. The Stallinger family’s history in the wood industry dates back to 1699.

STARBORN INDUSTRIES [228] spavleska@starbornindustries.com; (732) 669-2858; starbornindustries.com Deck screws, drilling tools, construction fasteners. n

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SUNBELT RACK / CT DARNELL CONSTRUCTION [200] ruth.duncan@sunbeltracks.com; (770) 408-1267; www.ct-darnell.com Committed to serving the needs of the LBM industries with storage solutions and steel buildings, as well as design, planning and construction.

SUNSET MOULDING [705] sales@sunsetmoulding.com; (530) 7902777; www.sunsetmoulding.com Manufacturer of Suntrim MDF, SunXP primed boards, and Pakari thermally modified products along with a full line of mouldings & millwork in solid & F/J pine.

SURREY CEDAR LTD. [709] guy@surreycedar.com; (888) 534-9936; www.surreycedar.com Small remanufacturer located in Southern B.C., specializing in WRC shakes & shingles, WRC fencing, and decking.

SWANSON GROUP [310] greg.johnson@swansongroup.biz; (800) 331-0831; www.swansongroup.com Exclusive sales for Swanson Group, manufacturing at three mills including a dimension mill, stud mill, and a plywood mill. Products include green Doug fir, KD DF, KD white fir, KD H-F, HT metric sizes for export. Fir plywood—sheathing, sanded, overlays, industrial, siding and specialty panels including JAS stamped plywood.

TAUPO WOOD SOLUTIONS [838] dave.durst@tenon.co.nz; (443) 4333322; www.tenonmanufacturing.co.nz Leading supplier of FSC-certified clear radiata boards, industrial lumber, and Lifespan Solid Select exterior trim boards.

TEMBEC ENTERPRISES INC. [437] greg.goldring@tembec.com; (416) 7752828; www.tembec.com Manufacturer of lumber, paper pulp, paper & specialty cellulose pulp, & a global leader in sustainable forestry practices.

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TERMINAL FOREST PRODUCTS LTD. [819] drai@terminalforest.com; (604) 7171246; www.terminalforest.com A primary manufacturer of high quality western red cedar products.

TETON WEST LUMBER, INC. [518] shollingworth@tetonwest.com; (307) 778-5000; www.tetonwest.com Teton West Lumber has been adding value to wood products from western sawmills for over 40 years.

TEAL JONES GROUP, THE [104] sboates@tealjones.com; (604) 587-8700; www.tealjones.com Fully integrated forest products company based in B.C. From its timberlands, its mills produce WRC timbers, decking, siding, paneling, boards, shakes & shingles.

THOMPSON RIVER LUMBER CO. [622] dan@thompsonriver.net; (406) 8273322; www.thompsonriver.net High-quality dimension & board products of ponderosa & lodgepole pine, Engelmann spruce, DF, mountain hemlock, and western larch.

TIGER DECK LLC [437] bob@tigerdeck.com; (503) 625-1747; www.tigerdeck.com.

U.S. processed, graded & patented brand of hardwood decking, accessories and specialty products in Tigerwood, and Black Talon Universal deck fasteners.

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TIMBER HOLDINGS [822] pseverance@coastalfp.com; (888) 9329663; www.ironwoods.com Timber Holdings USA is an importer of Brazilian hardwood decking under the Ironwoods brand.

TIMBER PRODUCTS INSPECTION [837] jmoore@tpinspection.com; (770) 9228000, Ext. 160; www.tpinspection.com TP is an independent, third-party wood products certification, inspection and testing agency.

TOLKO MARKETING & SALES [633] karleena.enns@tolko.com; (250) 5502512; www.tolko.com Tolko is a family-owned wood products company with over 60 years of experience producing lumber, plywood, OSB and EWP for global markets.

TOMâ&#x20AC;&#x2122;S QUALITY MILLWORK & HARDWOODS [834] tony.fleischman@tqmillwork.com; (920) 533-4860; www.tqmillwork.com TRADETEC COMPUTER SYSTEMS LTD. [435] triche@tradetec.com; (800) 278-1098, Ext. 301; www.tradetec.com Developer of the most complete, powerful, functional and intuitive inventory solutions for the forest industry. Also offering its new VisualMaintenanceMan app for all industries. It sells and services handhelds, scanners and bar code printers.

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TRIMJOIST CORP. [800] marty.hawkins@trimjoist.com; (800) 844-8281, Ext. 711; www.trimjoist.com TrimJoist is the combination of an open web floor truss and a wood I-joist, bringing the best features of each together to form a trimmable floor truss.

TRI-STATE LUMBER [802] dhoman@tristatelumber.net; (662) 8622125; www.homanindustries.com Mission statement: To continute profitable sustainable growth in the forest products industry by developing strategic alliances with quality partners while maintaining the highest industry standards and business ethics.

UNION PACIFIC RAILROAD [327] semauch@up.com; (503) 249-2710; www.up.com Union Pacific Railroad connects 23 states in the western two-thirds of the country by rail, providing a critical link in the global supply chain. The railroad operates from all major West Coast and Gulf Coast ports to eastern gateways, connects with Canadaâ&#x20AC;&#x2122;s rail systems and serves all six major Mexico gateways.

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VAAGEN BROS. LUMBER, INC. [128] johnb@vaagenbros.com; (509) 6845071; vaagenbros.com Vaagen Brothers Lumber is a family owned business headquartered in northeast Washington specializing in producing lumber from small logs. Its primary mill is in Colville, Wa., with a random length mill in Midway, B.C., and stud mill in Usk, Wa. Species mix is 60% DF/larch, 30% SPF, and 10% white fir. Produces approximately 310 million bd. ft. of 2&btr, Select Structural, and MSR in 2x4, 2x6, 2x8, as well as some 2x10. Vaagen also has a sales agreement with a mill in Snowflake, Az., that produces rough green ponderosa pine.

VERSATEX [321] srawlings@versatex.com; (724) 8571111; www.versatex.com Versatex manufactures high-quality cellular PVC trim, including trim boards, sheet, T&G profiles, one-piece corners, stealth trim, one- & four-piece column wraps, solid & vented soffit systems, mouldings, & more. Versatex is American-made, moisture- and insect-resistant, and backed by a lifetime warranty.

VISTA RAILING SYSTEMS [808] kalvin@bwcreativerailings.com; (604) 467-5147; www.bwcreativerailings.com Exciting new products, new branding, new name, and new distribution opportunities for 2018.

WALDUN GROUP, THE [743] sferguson@waldun.com; (604) 4628266; www.waldun.com The Waldun Group is the most branded cedar sidewall and roofing name internationally.

WATKINS SAWMILLS LTD. [220] troy@watkinsawmills.com; (604) 4627116; www.watkinsawmills.com Watkins Sawmills Ltd. is a full range manufacturer of WRC shakes and shingles, Bureau inspected including R&R/Natural Grooved and sanded, etc.

WEABER LUMBER [710] dgrier@weaberlumber.com; (800) 7459663; www.weaberlumber.com Weaber Lumber is one of the nation’s leading hardwood lumber manufacturers on the East Coast.

WEST BAY FOREST PRODUCTS [302] kylej@westbaygroup.com; (604) 8812850; www.westbaygroup.com West Bay Forest Products manufactures a variety of high quality WRC products, in both KD and partially air dried.

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WEST COAST LUMBER INSPECTION BUREAU [605] mschoen@wclib.org; (503) 639-0651; www.wclib.org WCLIB is accredited by ALSC, Inc. to write and publish grading rules. Services include grading, IPPC, heat treating, MSR, fingerjointed, and structural glued lumber.

WEST FRASER [201] matt.tobin@westfraser.com; (250) 9929254; www.westfraser.com Diversified North American wood products company, West Fraser operates 40 mills across Western Canada and the southern U.S. Main product is lumber (SPF and SYP).

WESTERN FOREST PRODUCTS [233] dgandila@westernforest.com; (604) 648-4577; www.westernforest.com Western Forest Products is a marginfocused timberlands manager and wood producer committed to building a profitable and globally competitive forest products business.

WESTERN WOOD PRODUCTS ASSN. [825] fstewart@wwpa.org; (503) 224-3930; www.wwpa.org WWPA represents lumber manufacturers in 12 western states and Alaska producing high quality appearance and rough framing lumber. Also provides quality assurance and technical support for the industry, and market support services to designers and distributors.

WESTERVELT LUMBER [648] mrichardson@westervelt.com; (205) 562-5800; www. westervelt.com.

SYP sawmill in Moundville, Al., produces 1” boards, dimension lumber, RED & timbers. Moulder runs 1” & 2” patterns

WEYERHAEUSER [425] melissa.reed@weyerhaeuser.com; (253) 924-2345; www.weyerhaeuser.com Weyerhaeuser provides premier products and innovative solutions you need to build better homes. It can help you learn, solve problems, and improve your team’s performance and profitability. Talk with Weyerhaeuser’s building experts about all of their products and services. They are committed to growing your business.

WOODGRAIN MILLWORK INC. [810] jwilford@woodgrain.com; (208) 4521444; jwilford@woodgrain.com A millwork company that makes mouldings, doors, windows, and has distribution. It is now building a sawmill in Idaho and will be selling lumber products. n

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WOODPRO SOFTWARE INC. [815] asiu@woodprosoftware.com; (604) 2702595; www.woodprosoftware.com For over 25 years, WoodPro has been offering a one-vendor, integrated sales management, accounting, inventory management, finance, logistics and production solution. The software solution has been designed to meet the unique requirements of wholesalers, retailers, distributors, remanufacturers, treaters and sawmills.

WOODTONE [724] amyl@woodtone.com; (800) 663-9844; www.woodtone.com High quality producer of a broad line of prefinished building products for multifamily, commercial and custom home projects all over North America.

WOODWAY - LWO CORP. [519] lwohlgemuth@lwocorp.com; (503) 2865372; www.woodwayproducts.com America’s #1 lattice and so much more!

Woodway offers innovative solutions for architects and contractors, from beautiful architectural deck rail and post cladding systems to their complete line of authentic post caps, their commitment to excellence has made Woodway the pro’s choice.

Woodway products feature American craftsmanship in the finest durable woods, western red cedar, redwood and mahogany.

YAKAMA FOREST PRODUCTS [208] sheldon@yakama-forest.com; (509) 874-1163; www.yakama-forest.com Respecting the forest, honoring the past, building the future. A nation’s pride you can build on. Manufacturers of 6 million bd. ft. monthly of 5/4 & 6/4 ponderosa pine shop and 4/4 premium pine board programs. Hewmill and headrig mill in White Swan, Wa. ZIP-O-LOG MILLS INC. [427] joeh@zipolog.com; (541) 393-3307; www.zipolog.com A leading producer of premium Douglas fir timbers in either green or kiln dried form.

– All listings were based on exhibitor submissions as of press time or previous year’s information.

Building-Products.com

Product Showcase Associations & Exhibitions FOREVER FOREST (OMAHA CHILDREN’S MUSEUM) [647] MONTREAL WOOD CONVENTION [805] MOULDING & MILLWORK PRODUCERS ASSOCIATION [129] NORTHEASTERN LUMBER MANUFACTURERS ASSN. [739] SOFTWOOD EXPORT COUNCIL [127] WESTERN WOOD PRODUCTS ASSOCIATION [825]

NELMA

[Booth 739]

The Northeastern Lumber Manufacturers Association (NELMA) is the rules writing agency for eastern white pine lumber and the grading authority for eastern spruce, balsam fir, Spruce-Pine-Fir (SPFs) grouping, and other commercially important eastern softwood lumber species.

NELMA’s technical program provides design values, span tables, and other essential specification information for distributors, builders and building design professionals, all available from the association’s extensive print library and also online.

Additional innovative and inspirational design tools that showcase eastern softwood products may be found on NELMA’s websites, including our product installation “How-To” videos, the “Virtual Home Tour,” and the product end-use photo gallery.

Visit and bookmark www.nelma.org and www.easternwhitepine.org as your source for complete design and specification information.

Consulting & Training

Credit & Insurance BLUE BOOK SERVICES [315] EULER HERMES [729] INTL FCSTONE FINANCIAL INC. [738] ONE SOURCE RISK MANAGEMENT [402] PENNSYLVANIA LUMBERMENS MUTUAL INSURANCE [727] SAN GROUP INC. [207]

Blue Book Services

[Booth 315]

Lumber Blue Book helps your company grow sales and protect its bottom line through our industry-specific, realtime database of over 20,000 lumber companies.

Mills, secondary manufacturers, wholesalers, retail lumberyards, and industrial accounts are all included in the database. Companies can be easily searched by a combination of data, including geographic location, business classification, pay indicator, and species/products handled.

With unlimited search capabilities, lumber sales representatives are free to explore new market segments and identify potential business connections online and with the mobile app. This powerful lead generation resource is coupled with in-depth credit information to help you make informed credit decisions. Over $1.5 billion of industryspecific accounts receivable data is confidentially provided to Blue Book each month. This data is analyzed and used to report pay trends and predictive credit scores.

“Lumber Blue Book is our go-to resource to check the credit history of new accounts and find reliable prospects as we expand our customer base,” enthuses Ed List, sales manager for C.M. Tucker Lumber Companies, LLC in Pageland, S.C. “The easy-to-use website and friendly Blue Book staff have been a huge help to our business.”

Data & Information

AFFINITY HR GROUP [320] LIVINGSTON INTERNATIONAL [329]

BUILDING PRODUCTS DIGEST [405] MERCHANT MAGAZINE, THE [405] RANDOM LENGTHS PUBLICATIONS, INC. [204] RISI [407] SOFTWOOD FOREST PRODUCTS BUYER [537]

Building-Products.com

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Product Finder Buyer’s Guide

NAWLA Traders Market Buyers Guide

The only fused bamboo product on the market, our decking is the ultimate exterior solution for commercial and residential applications. Revolutionary 6-foot tongue and groove residential deck boards lock together for added strength, easy installation on or off joist, and reduced waste and cutting. Commercial grade deck boards are suited for high traffic areas like boardwalks, marinas, and piers.

Exterior use fused bamboo lumber and panels open a world of design creativity and add a touch of unique character to any project. Use as trim, build site furnishings, privacy screens, fences & gates, railings, and more. dasso.XTR Fused Bamboo Siding is the superior choice in commercial exterior RainClad siding. An aesthetically appealing green choice is built to stand up to the elements. dasso.XTR fused bamboo porch flooring welcomes your visitors with an unmatched elegance that unifies your outdoor spaces. With a tongue and groove fit, in outperforms common porch flooring in aesthetics and durability.

Decking ACCSYS TECHNOLOGIES [615] ARMADILLO DECK [410] AURA [744] BIEWER LUMBER [221] C.M. TUCKER LUMBER [610] DAKERYN INDUSTRIES LTD. [821] DASSO.XTR [703] EVERWOOD TREATMENT CO. [701] FRASERVIEW CEDAR PRODUCTS [809] HY MARK WOOD [742] IDAHO FOREST GROUP [333] INTERFOR [429] LUMBER TIMBER GROUP [120] MCSHAN LUMBER CO. [418] MID VALLEY LUMBER SPECIALTIES LTD. [804] MOSO NORTH AMERICA [124] NORTH ENDERBY TIMBER LTD. [313] OREGON CANADIAN FOREST PRODUCTS [403] PORCUPINE WOOD PRODUCTS LTD. [307] RIELLY LUMBER [814] ROYAL BUILDING PRODUCTS [125] SAWARNE LUMBER CO. LTD. [532] SELKIRK SPECIALTY WOOD [411] SPRUCELAND MILLWORKS INC. [540] STIMSON LUMBER COMPANY [632] SUNSET MOULDING [705] SURREY CEDAR LTD. [709] TERMINAL FOREST PRODUCTS [819] TIMBER HOLDINGS USA (IRON WOODS) [822] TRI-STATE LUMBER [802] WEST BAY FOREST PRODUCTS [302] WESTERN FOREST PRODUCTS [233]

dasso.XTR

MOSO North America

[Booth 124]

MOSO North America introduces Bamboo X-treme: decking, siding, 1x4 T&G, and lumber—all made of densified, heat-treated bamboo according to the unique Thermo-Density production method. Key benefits are the sustainability (CO2 neutral), durability, stability and the beautiful natural appearance. The Thermo-Density production method provides Bamboo X-treme with more stability than most natural products.

[Booth 703]

dasso.XTR is fused bamboo that’s strong enough for exterior use. Through our patented process, natural bamboo fibers are fused into panels with the same resin used in bowling balls, resulting in a strong, durable, sustainable, and class-A fire rated material.

The 6-ft., end-matched system is fast and easy to install.

Bamboo X-treme installers save up to 30% on installation costs compared to comparable tropical hardwood projects.

Given its Class A rating according to ASTM E84, the material qualifies for use on many different projects. Bamboo X-treme only requires low maintenance and can withstand temperature changes almost without shrinking and swelling. Next to the durability and ecological advantages, the visual appearance is convincing: the natural structure of the material is authentic and has a beautiful appearance.

More than 20 million sq. ft. of Bamboo X-treme decking is already installed worldwide since 2008. With key reference projects like the Iberostar hotels in Latin America,

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Hermès boutique in Chile, and many resorts and offices all over Europe, MOSO proves to be the world leader in bamboo decking since the product was first introduced almost 10 years ago.

MOSO empowers distributors, installers, architects and landscapers with a true alternative to tropical hardwoods.

Marketing tools like samples, brochures and technical documentation are available.

Engineered Wood ANTE-HOLZ GMBH [827] BINDERHOLZ DEUTSCHLAND GMBH [824] BOISE CASCADE [612] BOOZER LAMINATED BEAM CO. [112] CALVERT COMPANY [130] EACOM TIMBER CORP. [331] FRERES LUMBER CO. [634] INTERNATIONAL BEAMS [735] LP BUILDING PRODUCTS [624] METSÄ WOOD USA [712] MID-COLUMBIA LUMBER PRODUCTS [232] MURPHY COMPANY [620] NORDIC STRUCTURES [324] PACIFIC WOOD LAMINATES [212] PACIFIC WOODTECH CORP. [303] PFEIFER TIMBER GMBH [830] PINKWOOD LTD. [214] ROSBORO [725]

ROSEBURG FOREST PRODUCTS [432] STORA ENSO [642] TRIMJOIST CORPORATION [800] WEST FRASER [201] WEYERHAEUSER [425]

International Beams

[Booth 735]

Welcome to IB MAX-CORE—MAX quality, MAX strength, MAX integrity and MAXimized potential. The IB MAX-CORE family has grown to include: • MAX-CORE I-Joist – strong, stiff and straight joists resisting splitting, warping, shrinking, and twisting.

• MAX-CORE LVL – perfectly suited to bear heavy loads and multi-span applications.

• MAX-CORE Rim – excellent strength and convenient packaging ensures superior performance.

We’re growing Colville, WA – Usk, WA – Midway, BC – Eagar, AZ

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• MAX-CORE Glulam – great for columns, tied rafters, and glulam trusses.

We do things differently at IB. As a provider of premium quality engineered wood products, we strive not only to offer you the best material on the market, but also to customize a solution to meet your exact business and project requirements. Our wide range of options, deep depth products, and ability to handle mixed loads, will ensure you get exactly what you need when you need it. This leads to less wasted material and more buying power.

Our team offers a more personal approach. We take the time to understand your operations and customize a solution to MAXimize the potential of your business and help you complete your projects on time and on budget. As your single point of contact—from planning to logistics to optimization—you’ll never have to waste your time and effort chasing down multiple suppliers for service and support.

Whether you're a distributor or a builder, we’re working hard to make IB your single destination for all your engineered wood product needs. We guarantee that every piece of wood we sell is scrutinized and subjected to the highest quality control standards in the industry. So the harder we work, the less you’ll have to. We MAXimize our business by helping you MAXimize yours.

Metsä Wood USA

[Booth 712]

transportation, building construction, and more. We offer more than 20 different product types and a huge range of sizes, up to 2” thick, 9’ wide, and 45’ long.

Make the most of Metsä Wood!

Weyerhaeuser

[Booth 425]

Weyerhaeuser knows building. It provides premier products and the innovative solutions you need to build better homes. Its customers rely on us for our building expertise, trusting in our integrity and building experience.

From start to finish, Weyerhaeuser can help you learn, solve problems, and improve your team’s performance and profitability.

At NAWLA Traders Market, you’ll have a chance to talk to its building experts about new and existing products.

Weyerhaeuser is committed to growing your business.

Fasteners MAZE NAILS [312] STARBORN INDUSTRIES [228] Metsä Wood USA is a wholly owned subsidiary of Metsä Group of Finland. Metsä Group is a cooperative consisting of over 100,000 forest owners and is one of the largest forest products companies in the world.

Metsä Wood USA provides premium quality wood products for construction, industrial and distribution customers. Our aim is to be the best partner for these customers, opening up the almost endless possibilities of wood. We use 100% traceable wood from northern forests, a sustainable raw material of the finest quality. Our facilities are surrounded by these forests, which ensures a never ending reliable supply.

Our primary products: • Kerto LVL – manufactured of Nordic spruce, it is roughly 24% lighter than a typical SYP LVL, with the same strength values. Our LVL is fast, light, green and easy for customers to handle!

• Birch Ply – Metsä makes a very high quality plywood that can be used for a wide range of applications—industrial,

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Maze Nails

[Booth 312]

Maze Double Hot Dip Galvanized Coil Roofing Nails are 100% Made in the USA and Miami Dade County Approved!

Building-Products.com

Maze ring shank roofing nails provide more than twice the holding power!

Maze roofing nails are made from high carbon steel so no bending and heads don’t pop off!

Maze roofing nails are available in bulk for hand driving and coils for pneumatic tools.

For more information, check the Maze website, mazenails.com, or call toll free (800) 435-5949.

Fencing

Finishing & Coatings ECO CHEMICAL INC. [708] PPG MACHINE APPLIED COATINGS [319] SANSIN CORP., THE [638] TEAL-JONES GROUP, THE [104] TETON WEST LUMBER, INC. [518] WOODTONE [724]

Eco Chemical

[Booth 708]

One current hot spot in interior design is what is referred to as weathered wood or barn wood. Responding to growing demand, Eco Chemical has created a finishing process to replicate the look of weathered wood, including surface texture, colorants and application techniques.

The Eco Chemical VintageWood system offers mills and wood product manufacturers a chance to seize this market opportunity with new wood that offers builders and homeowners the look of older, weathered wood. The coatings are low VOC, 100% water-based which means no solvents in the work place and easy equipment cleanup with soap and water.

BIEWER LUMBER [221] C.M. TUCKER LUMBER [610] DELTA CEDAR SPECIALTIES [414] DIGGER SPECIALTIES, INC. [318] EVERWOOD TREATMENT CO. [701] FOREST PRODUCTS DISTRIBUTORS INC. [714] GREEN FOREST PRODUCTS [832] JH HUSCROFT LTD. [801] IDAHO TIMBER [718] MID VALLEY LUMBER SPECIALTIES LTD. [804] NORTH ENDERBY TIMBER LTD. [313] PORCUPINE WOOD PRODUCTS LTD. [307] PROBYN GROUP [227] RESOLUTE FOREST PRODUCTS [209] SIERRA PACIFIC INDUSTRIES [618] SPRUCELAND MILLWORKS INC. [540] STIMSON LUMBER COMPANY [632] SURREY CEDAR LTD. [709] TOLKO MARKETING & SALES [633] TRI-STATE LUMBER [802] WALDUN GROUP, THE [743] WEST BAY FOREST PRODUCTS [302] WOODWAY - LWO CORP. [519]

Hutchison Inc. Hutchison Incorporated is a family business started in 1952 in Manchester, Iowa, by operating manufacturing and distribution services for lumberyards, farm and ranch supply retailers, rural farm cooperatives, implement stores and hardware dealers in the Midwest. In 1963, we expanded westward and our Denver location now serves dealers and other distribution outlets in the Rocky Mountain West, Southwest, Pacific Northwest and California.

Under the brand name Hutchison HW Brand we are a manufacturer and wholesale distributor of livestock and equine equipment, gates, panels, steel stock tanks, feeders, lumber and building products.

We specialize in supporting rural America by providing high quality Hutchison HW Brand products while rigorously maintaining the valuable long-term customer relationships we’ve developed over the years. We are dedicated to providing our dealers with not only the highest quality products but also ongoing logistic support and assistance in meeting the needs of their customers. We are determined to avoid complacency and continually improve the management of our growth. Our focus will always remain on assisting our dealer’s ability to satisfy their customers.

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Making old looking wood out of new wood has several advantages over naturally aged wood. First, the material is new and comes without “baggage” (decay, mold, etc.).

Second, the quality, texture and overall physical condition of the wood can be controlled for a more consistent look and feel from board to board. Third, manufacturers can offer their product in a variety of colors and shades.

Eco Chemical’s VintageWood process is easily implemented and enables mills and manufacturers to fulfill a product category that is currently growing, with excellent profit margins.

Building-Products.com

PPG Machine Applied Coatings

[Booth 706]

For over 90 years, PPG Machine Applied Coatings has been at the leading edge of innovation and substrate protection for factory finishers looking to protect and enhance wood, fiber cement and composite siding and trim boards.

We combine our field technical experts with a research and development team dedicated 100% to the advancement of factory applied finishes. This team works alongside our customers to improve not only the performance they are getting out of PPG coatings, but to ensure and enhance the application characteristics of the coating.

The biggest challenge we face as a coatings company is making sure we stay ahead of environmental regulations.

Building-Products.com

We see all across North America the need and desire for factory finishers to move towards more sustainable products. We understand that includes the coatings they are applying. Our research and development teams try to stay ahead of the regulations by creating new waterborne technologies and low VOC coatings to help our customers meet their environmental goals.

We distribute throughout North America. Typical customers include machine coaters, lumber retailers, and wholesale distributors of building products. End-user markets include new home builders, commercial builders, architects and home buyers.

We continue to develop unique color tools to shorten the buying cycle and ensure customers are happy with their decisions. Through digital color identifiers, local color experts, and our dedicated color lab specialists, PPG has made a significant investment in helping customers make color decisions with more confidence.

PPGâ&#x20AC;&#x2122;s Intermix tinting systems allow applicators to dial in exact color matching specs through computerized accuracy. This reduces mistints and increases accuracy so applicators spend less time color matching, more time coating.

Grading & Testing NORTHEASTERN LUMBER MANUFACTURERS ASSN. [739] PACIFIC LUMBER INSPECTION BUREAU [843] PFS TECO [223]

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TIMBER PRODUCTS INSPECTION [837] WEST COAST LUMBER INSPECTION BUREAU [605] WESTERN WOOD PRODUCTS ASSOCIATION [825]

Hardwoods CERSOSIMO LUMBER CO. INC. [224] COLLINS [431] HUNT FOREST PRODUCTS [121] IRVING FOREST PRODUCTS INC. [539] RA LUMBER LLC [122] TEMBEC [437] TIMBER HOLDINGS USA (IRON WOODS [822] TOM’S QUALITY MILLWORK & HARDWOODS [834] WEABER LUMBER [710]

Lumber (Asia)

Lumber (Chile/New Zealand)

ASIA BUILDING MATERIALS LTD. [118]

Lumber (Canada–Eastern) ARBEC FOREST PRODUCTS [829] EACOM TIMBER CORP. [331] IRVING FOREST PRODUCTS INC. [539] KENORA FOREST PRODUCTS [626] PRODUITS FORESTIERS PETIT PARIS [737] RESOLUTE FOREST PRODUCTS [209] TEMBEC [437]

BPWOOD [720] BRAMWOOD FOREST PRDOUCTS [119] CANFOR [601] CARRIER LUMBER [820] COAST FRASER ENTERPRISES [833] CONIFEX TIMBER INC. [334] DAKERYN INDUSTRIES LTD. [821] DELTA CEDAR SPECIALTIES [414] DUNKLEY LUMBER LTD. [203] FRASERVIEW CEDAR PRODUCTS [809] GILBERT SMITH FOREST PRODUCTS [325] GORMAN BROTHERS [413] HAIDA FOREST PRODUCTS LTD. [732] HAMPTON LUMBER SALES [722] INTERFOR [429] JH HUSCROFT LTD. [801] KALESNIKOFF LUMBER CO. LTD. [636] LESLIE FOREST PRODUCTS [419] LIGNUM FOREST PRODUCTS [300] MID VALLEY LUMBER SPECIALTIES LTD. [804] n

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ARAUCO [406] CMPC US [711] EACOM TIMBER CORP. [331] TAUPO WOOD SOLUTIONS [838]

Lumber (Europe)

Lumber (Canada–Western)

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MILLAR WESTERN FOREST PRODUCTS [828] NORTH ENDERBY TIMBER LTD. [313] OLYMPIC INDUSTRIES [236] PACIFIC WESTERN WOOD WORKS LTD. [404] POWER WOOD CORP. [117] PROBYN GROUP [227] RIELLY LUMBER [814] SELKIRK SPECIALTY WOOD [411] SINCLAR GROUP FOREST PRODUCTS [651] SPRUCELAND MILLWORKS INC. [540] SURREY CEDAR LTD. [709] TEAL-JONES GROUP, THE [104] TERMINAL FOREST PRODUCTS LTD. [819] TOLKO MARKETING & SALES [633] VAAGEN BROS. LUMBER, INC. [128] WEST BAY FOREST PRODUCTS [302] WEST FRASER 2301] WESTERN FOREST PRODUCTS [233]

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ANTE-HOLZ GMBH [827] BINDERHOLZ DEUTSCHLAND GMBH [824] H&D HOLZTEC GMBH & CO. KG [132] HOLZINDUSTRIE SCHWEIGHOFER [301] KLENK HOLZ AG [835] PFEIFER TIMBER GMBH [830] RA LUMBER LLC [122] SODRA USA [818] STALLINGER HOLDING GMBH [811] STORA ENSO [642]

Lumber (U.S.–East) DURGIN & CROWELL LUMBER CO. [415] HANCOCK LUMBER CO. [614] LIMINGTON LUMBER CO. [210] PLEASANT RIVER LUMBER [111] ROBBINS LUMBER INC. [323]

Lumber (U.S.–Midwest) BIEWER LUMBER [221] GREEN FOREST PRODUCTS [832]

October 2017

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Lumber (U.S.–South) BIEWER LUMBER [221] CANFOR [601] HUNT FOREST PRODUCTS [121] IDAHO TIMBER [718] INTERFOR [429] KLAUSNER TRADING USA INC. [235] MASON FOREST PRODUCTS [726 MCSHAN LUMBER CO. [418] POTLATCH CORP. [619] REX LUMBER COMPANY [123] ROSEBURG FOREST PRODUCTS [432] ROYOMARTIN [421] SHUQUALAK LUMBER COMPANY [807] SNIDER INDUSTRIES [730] TRI-STATE LUMBER [802] WEST FRASER [201] WESTERVELT LUMBER [648] WEYERHAEUSER [425]

Westervelt Lumber Company

[Booth 648]

A family-owned company with more than 130 years of commitment to the environment, The Westervelt Company is dedicated to offering the highest quality products and services while working diligently as stewards of the environment. At Westervelt Lumber, we understand

Lumber (U.S.–West) BENNETT LUMBER PRODUCTS, INC. [719] BOISE CASCADE [600] COLLINS [431] ELK CREEK FOREST PRODUCTS [107] EMPIRE LUMBER CO. [309] FOREST PRODUCTS DISTRIBUTORS, INC. [714] FRERES LUMBER COMPANY, INC. [634] HAMPTON LUMBER SALES [722] HY MARK WOOD [742] IDAHO FOREST GROUP [333] IDAHO TIMBER [718] NEIMAN ENTERPRISES, INC. [602] OLYMPIC INDUSTRIES [236] PACIFIC WOOD LAMINATES, INC. [212] POTLATCH CORP. [619] ROSBORO [725] ROSEBURG FOREST PRODUCTS [432] SAWARNE LUMBER CO. LTD. [532] SENECA SAWMILL CO. INC. [628] SIERRA FOREST PRODUCTS [813] SIERRA PACIFIC INDUSTRIES [618] SK FINGERJOINT, INC. [721] STIMSON LUMBER COMPANY [632] STOLTZE LAND & LUMBER CO., F.H. [823] SWANSON GROUP [310] TETON WEST LUMBER, INC. [518] THOMPSON RIVER LUMBER CO. [622] VAAGEN BROS. LUMBER, INC. [128] WEYERHAEUSER [425] YAKAMA FOREST PRODUCTS [208] ZIP-O-LOG MILLS INC. [427]

Bennett Lumber Products

[Booth 719]

Bennett Lumber Products, Princeton, Id. has approximately 60,000 acres of forestland in northern Idaho and eastern Washington.

A producer of dimensional lumber, industrial lumber and lumber patterns, the company’s commitment to producing quality products and sound environmental practices is an everyday effort. Its production of quality that you’re not just building—you’re building your future.

Start building with our lumber—high quality and sustainably produced, it’s the most dependable product available.

Our Westervelt family of employees works hard to bring you a quality product, so you can spend quality time with your family and friends.

Westervelt Lumber is a southern yellow pine (SYP) sawmill located in Moundville, Al., producing 1” boards, dimension lumber, RED and timbers. We also run 1” and 2” patterns on our moulder. Because our company owned timberland is certified under both FSC and SFI, we are one of the few SYP producers offering FSC certification on all of our products. Additional services include paper wrap, half packs, NS rail service, and extended shipping hours.

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dimension lumber—Douglas fir, white fir, Engelmann spruce, lodgepole pine, Idaho white pine, inland red cedar, and ponderosa pine—reaches 150 MMBF annually.

The family-owned company has two mills—one in Princeton, Id., and one in Clarkston, Wa. Both are designed for efficiency, safety and production. Providing high-quality lumber products while practicing sustainable land management principles is what Bennett Lumber works to execute.

The company’s main forestry goal is to meet present needs without compromising the ability of future generations to meet their needs. They do this by adopting land stewardship ethics to assure forests remain healthy and continue to not only provide wood products, but wildlife habitat, biological diversity, clean water, and recreational opportunities.

Collins

[Booth 431]

Headquartered in Portland, Or., and family-owned since 1855, Collins produces high quality wood products including: softwoods, hardwoods, millwork, NAF pine particleboard, engineered wood siding and trim.

They are one of America’s largest lumber producers, with capacity for over 1 billion bd. ft. per year, and headquarters in Coeur d’Alene, Id., as well as five high-tech production facilities throughout Northern Idaho.

The superior lumber from IFG begins with actively managed stands of timber in the Intermountain West region, renowned for its excellent growing conditions producing some of the highest quality fiber in North America.

IFG has one of the broadest lines of species and products in North America. Their diverse species mix includes white fir, Hem-fir, Douglas fir, cedar, larch, SPFs, ponderosa pine, white pine, Engelmann spruce, and lodgepole pine. They offer a wide range of sizes and grades.

IFG’s commitment and investment in state-of-the-art technology ensures customers will receive a premium product with consistency they can rely on.

Seneca Sawmill Company

Collins upholds its long-standing commitment to land and resource stewardship with over 311,000 acres of FSC certified forest lands, six facilities, and one retail location in the US. Hardwoods: cherry, soft maple, hard maple, red oak, white oak, ash, basswood, tulip wood, PC poplar, aspen Softwoods: white fir, ponderosa pine, sugar pine, Douglas fir, incense cedar and lodgepole pine Locations: Chester, Ca.; Kane, Pa.; Richwood, W.V.; Lakeview and Klamath Falls, Or.

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The Seneca Family of Companies started as a small sawmill operation founded by Aaron Jones in 1953. Today, owners Becky, Kathy and Jody Jones continue the legacy of leadership and innovation in the wood products industry, overseeing a multi-company family consisting of Seneca Sawmill Company, Seneca Jones Timber Company, Seneca Noti, and Seneca Sustainable Energy.

[Booth 333]

Idaho Forest Group is proud to be at the forefront of technology and innovation, to have a first-class workforce, and to offer a renewable resource with the lowest carbon footprint of any building material. They have a global reach built on hometown ethics and pride in a job well done.

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[Booth 628]

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The company is currently undergoing a $63 million upgrade of their dimension mill and related facilities, including significant investments in technology that allows even greater efficiency in sustainable lumber production. It is a major commitment to the next generation of Seneca, allowing the company to enter new product markets and contributing to family wage jobs in their community.

Building-Products.com

Seneca offers: • Mixed loads/highly specified tallies available • No prior selection!

• Rail access to both UP and BN lines • Dimension lumber: dry and green Douglas fir, 2x4 to 2x14, up to 28' long • Studs: dry and green Douglas fir, dry Hem-fir, 2x4 and 2x6, in 8', 9' and 10' lengths

Vaagen Brothers Lumber

[Booth 128]

Vaagen Brothers Lumber Inc. uniquely focuses on small logs, converting them into high quality lumber. As a family-owned sawmill headquartered in Colville, Wa., it has been working in the forests of northeast Washington for more than 50 years and operates three sawmills, in Colville and Usk, Wa.; and Midway, B.C. Its main products are machine stress rated (MSR) lumber 2x4, 2x6, 2x8, 8’ to 20’, and 92-5/8” and 104-5/8” studs in all widths and species. Its 2x4s are pulled and stamped 2&Btr. and #3 if they don’t make MSR. The company also produces specialty products in metric sizes, as well as rough green and roughdry items.

Its species mix in Colville, Usk and Midway is Douglas fir larch, SPF, hem-fir, and cedar, with the majority of the lumber being run through the planer in Colville.

The company works to take the best of traditional logging and lumber milling practices and combine them with advanced production technologies. They use computer technology to maximize the grade recover out of its lumber in both MSR production, as well as specialize visual grades.

Material Handling & Equipment COMBILIFT USA [133] KRAUTER AUTO STAK [336] NYLE SYSTEMS [644] SLIDING SYSTEMS [326] SUNBELT RACK/CT DARNELL CONSTRUCTION [200]

Sunbelt Rack

[Booth 200]

For almost 30 years, CT Darnell Construction designed and built complex, comprehensive solutions for wholesalers and lumberyards like you. We have completed over 1,000 pre-engineered steel buildings across North America.

We understand the scope of your business.

We work with you to design the most efficient and most economical warehouses and yards based on your needs and your space.

Warehouse Buildings • Truss Buildings and Cutting Sheds • Loading Canopies • Sheds • 3-Sided Shed • Umbrella Shed Rack Buildings • Drive-Thru Buildings • Single aisle • Multiple aisles • Sheds • T-Shed • L-Shed Rack Systems • Storage Solutions: • Power Bin System • I-Beam Cantilever Racks • Millwork Stack Racks CT Darnell Construction offers you the support you need to grow your business—from site planning to completion. We promise to provide: • Design and Engineering • Turnkey Construction • Creative solutions tailored to your yard’s needs • Project oversight by a dedicated project manager • Professional rack Installation • Competitive pricing CT Darnell Construction is licensed all across North America.

Lumber Wrap & Printing FLEXPAK [706] INTERWRAP INC. [842] MAHOL ENTERPRISES [110] POLYMAX INC. [332] SAMUEL PACKAGING SYSTEMS GROUP [806]

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Millwork & Trim ALLWOOD INDUSTRIALS [826] ARAUCO [406] ASIA BUILDING MATERIALS LTD. [118] BELCO FOREST PRODUCTS [114] BITTERROOT VALLEY FOREST PRODUCTS [322] CMPC USA [711] COLLINS [431] COLUMBIA CEDAR [500] DIEBOLD LUMBER CO., CARL [311] DORRIS LUMBER & MOULDING CO. [613] INTERFOR [429] JELD-WEN, INC. [230] KALESNIKOFF LUMBER CO. LTD. [636] LP BUILDING PRODUCTS [624] MID VALLEY LUMBER SPECIALTIES LTD. [804] NUSKU FIREBLOCKER [115] PACIFIC WOOD LAMINATES, INC. [212] PORCUPINE WOOD PRODUCTS LTD. [307] POWER WOOD CORP. [117] PROBYN GROUP [227] PRODUITS MATRA, INC. [225] ROLAND BOULANGER & CIE ITEE [206] ROYAL BUILDING PRODUCTS [125] SIERRA PACIFIC INDUSTRIES [618] SODRA USA [818] SPRUCELAND MILLWORKS INC. [540] SUNSET MOULDING [705] SURREY CEDAR LTD. [709] TAUPO WOOD SOLUTIONS [838] TERMINAL FOREST PRODUCTS LTD. [819] TETON WEST LUMBER, INC. [518] TOM’S QUALITY MILLWORK & HARDWOODS [834] VERSATEX [321] WEABER LUMBER [710] WEST BAY FOREST PRODUCTS [302] WESTERN FOREST PRODUCTS [233] WOODGRAIN MILLWORK [810] WOODTONE [724] WOODWAY - LWO CORP. [519]

VERSATEX

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Woodway – LWO Corp.

[Booth 519]

Woodway Lattice is the industry standard for quality— no other lattice comes close. Woodway’s exacting, rugged standards are the only commercial lattice standards based on the Western Wood Products Association Lath Grading Rules. When combined with premium materials including

[Booth 921]

PVC trim manufacturer Versatex continually focuses on introducing innovative, high quality products that save time for builders and renovators while increasing curb appeal. This year, Versatex has launched a revolutionary new product line that allows architects and builders to pair the rich character of hardwood tongue-and-groove (T&G) ceilings with the maintenance-free, easy-to-install qualities of Versatex premium PVC exterior trim.

The new Canvas Series is available in two profiles, WP4 and 4” Crown, each in three finishes that replicate the look of black cherry, macore and walnut. Recognizing an expanding design style that creates warm contrast on porch ceilings, Versatex invested in extensive research and development to bring to market a solution that combines the durability of PVC with the look of stained hardwood.

These products employ patterned woodgrain laminates

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permanently bonded to moisture-resistant, time-tested cellular PVC. This new line addresses many issues builders encounter with hardwoods such as knots and re-staining schedules.

Since the official launch in March, Versatex has been receiving highly positive response from dealers, builders and contractors looking for options to add new dimensions to porch ceilings and interiors.

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western red cedar and mahogany, it’s no wonder Woodway has become America’s best selling premium grade lattice.

Woodway Lattice is opposed-angle stapled for maximum wood-holding contact. Staples in Clear grades are glue-coated stainless steel; all other grades use 18Building-Products.com

gauge, electroplated, galvanized and glue-coated steel fasteners to resist rust and improve holding power.

Fasteners are set flush or slightly countersunk, parallel to the wood grain and their points do not protrude through the face.

In addition, all 4’ wide panels are glued along at least four joint lines with industrial adhesive to improve panel integrity and strength. Our premium Douglas fir Estate panels use stainless steel brads in the place of staples.

Woodway products are proudly designed and built with American craftsmanship using the finest durable woods. A strong commitment to quality and excellence has earned the company a leadership role in specialty building products nationwide.

Woodway Lattice is available in Clear, No. 1, and Select grades, and a variety of wood species. Western red cedar, redwood, Douglas fir, and mahogany lattice offer natural rot and pest resistance.

Treated lattice panels are also offered in a number of styles. Most styles are sold in 4’ x 8’ sheets, while smaller sized sheets are also available.

Plywood, OSB & Panels ARAUCO [406] ARBEC FOREST PRODUCTS [829] BINDERHOLZ DEUTSCHLAND GMBH [824] BOISE CASCADE [600] CMPC USA [711] C.M. TUCKER LUMBER [610] COASTAL FOREST RESOURCES CO. [335] EAGLE PLYWOOD SPECIALTIES [211] FRERES LUMBER COMPANY, INC. [634] HUNT FOREST PRODUCTS [121] KLENK HOLZ AG [835] LP BUILDING PRODUCTS [624] MASON FOREST PRODUCTS [726] METSÄ WOOD USA [712] MURPHY COMPANY [620] PACIFIC WOOD LAMINATES, INC. [212] PATRIOT TIMBER PRODUCTS INC. [306] POTLATCH CORP. [619] ROSBORO [725] ROSEBURG FOREST PRODUCTS [432] ROYOMARTIN [421] SODRA USA [818] SWANSON GROUP [310] TOLKO MARKETING & SALES [633] WEST FRASER [201] WEYERHAEUSER [425]

CMPC USA

Selex AC plywood offers an outstanding appearance, free of defects, suitable for decorative sheathing, furniture, flooring, laminating and more.

Selex beaded plywood is ideal for decorative uses, including paneling and ceilings. It also offers an outstanding appearance, free of defects.

In addition, both lines’ excellent solid core construction and consistent lay-up make for easy handling and workability. Exterior glue favors both interior and exterior applications.

Today our products are present throughout the world, supporting hundreds of customers and millions of consumers in over 50 countries. We are driven to serve everyone with the same enduring commitment that CMPC was founded on more than 95 years ago.

Roseburg

[Booth 711]

Roseburg’s RigidCore 100% Douglas-fir industrial plywood was designed to meet or exceed a wide variety of demanding, high quality, long-term performance industrial applications in trucks, buses, boats, RVs, manufactured components, displays and more.

[Booth 804]

At CMPC USA we are committed to delivering high quality products that create value for our customers. That is why we developed the brand Selex, which identifies our premium product line. Selex products have a superior and consistent top quality, that gives any project a sophisticated refined look.

Douglas-fir Structural I plywood features a balanced layup that provides flatter panels with superior strength, stiffness and dimensional stability. Key advantages: • C+ proprietary grade veneers are similar to PS-1 “C” grade but with stricter grade rules on open knots that limits the size of the open knots/defects to 3/4” max • All panel construction is balanced veneers

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• 1/8” maximum core gaps provides better yield for CNC with routers and other cutting operations • Core will be Composed, 2, or 3-piece • 100% Douglas-fir with balanced layup provides a dimensionally stable and flatter panel • Structural I assures superior strength and stiffness • CC-Plugged, BC, and AC are stamped UL • CC-Plugged face is Full Sand

Railings & Columns AURA [744] BIEWER LUMBER [221] CENTURY ALUMINUM RAILINGS [218] DIGGER SPECIALTIES, INC. [318] MID VALLEY LUMBER SPECIALTIES LTD. [804] PROBYN GROUP [227] VERSATEX [321] VISTA RAILING SYSTEMS [808] WOODTONE [724] WOODWAY - LWO CORP. [519]

PORCUPINE WOOD PRODUCTS LTD. [307] POWER WOOD CORP. [117] ROBBINS LUMBER [323] ROYAL BUILDING PRODUCTS [125] SAWARNE LUMBER CO. LTD. [532] SELKIRK SPECIALTY WOOD [411] SKANA FOREST PRODUCTS LTD. [715] SNIDER INDUSTRIES [730] SUNSET MOULDING [705] SURREY CEDAR LTD. [709] TEAL-JONES GROUP, THE [104] TERMINAL FOREST PRODUCTS LTD. [819] TETON WEST LUMBER, INC. [518] WALDUN GROUP, THE [743] WATKINS SAWMILLS LTD. [220] WESTERN FOREST PRODUCTS [233] WOODTONE BUILDING PRODUCTS [724]

Allura

[Booth 723]

Allura has been working to deliver on the growing demand for fiber cement. Unlike wood, vinyl, and other building materials, the company’s fiber cement products are specifically formulated to withstand warping, fading, splintering, cracking and denting. They are also fire resistant, impervious to insects and suitable for even the harshest climate.

Our products also save you money because they are long-lasting, greatly reducing the need for repairs or replacement. Plus, they're backed by a tremendous 50-year warranty. Products include lap siding, trim, panels, shingles/shakes, soffit, and backerboard/underlayment.

Roofing ALLURA [723] ANBROOK INDUSTRIES LTD. [231] ANGLO AMERICAN CEDAR [305] SURREY CEDAR LTD. [709] TEAL-JONES GROUP, THE [104] WALDUN GROUP, THE [743] WATKINS SAWMILLS LTD. [220]

Siding & Paneling ACCSYS TECHNOLOGIES [615] ANBROOK INDUSTRIES LTD. [231] ALLURA [723] ANGLO AMERICAN CEDAR [305] BITTERROOT VALLEY FOREST PRODUCTS [322] C&C RESOURCES [108] COEUR D’ALENE WOOD [304] COLLINS [431] COLUMBIA CEDAR [500] DAKERYN INDUSTRIES LTD. [821] DASSO.XTR [703] DELTA CEDAR SPECIALTIES [414] EVERWOOD TREATMENT CO. [701] HAIDA FOREST PRODUCTS LTD. [732] HY MARK WOOD [742] INTERFOR [429] LP BUILDING PRODUCTS [624] MOSO NORTH AMERICA [124] NORTH ENDERBY TIMBER LTD. [313] NUSKU FIREBLOCKER [115] PACIFIC WOOD LAMINATES, INC. [212]

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The company’s sales force and distribution network spans North America with an emphasis on growing metro markets, striving to deliver strong value to key influencers such as architects and installers.

Since its introduction by parent company Georgiabased Plycem in 2014, one mission has powered Allura: a desire to serve customers first. Creating the highest quality product formulations, innovating on the industry standard, and developing the vastest color selection available anywhere are all priorities for the company.

October 2017

Building-Products.com

Woodtone Building Products

[Booth 724]

Woodtone specializes in prefinishing building materials for single family, multifamily and commercial/industrial developments across North America.

Woodtone’s prefinished Wall & Ceiling Paneling Collection has become one of their top selling product lines. The SPF T&G end-matched panels come ready to hang and armed with a 10 year warranty—not to mention unrivaled coating consistency versus on site painting.

Prefinished paneling eliminates painter call-backs due to wood shrinkage. The end-match eliminates waste, allows for faster installation and adds stability to the product. RealSoffit is made of premium ESLP, a tight-grained wood product that is extremely stable, limiting twisting, cupping, warping, splitting and checking after installation.

RealSoffit is sold in two different profiles, Traditional (v-groove) and FineLine (penny gap), as well as 12 prefinished semi-transparent color options. It is also available in 1x4, 1x6 and 1x8 dimensions and various lengths, depending on the region.

Software & Technology

DMSi

[Booth 702]

DMSi’s Building Results CRM is a new, stand-alone solution that integrates with any backend system.

Developed in partnership with sales trainer Rick Davis, this platform is designed specifically for the construction products industry. Comprehensive prospect-tracking and reporting helps sales managers develop action plans that reps actually embrace.

By integrating with a company’s existing ERP, Building Results CRM turns sales data into meaningful intelligence.

Reps can identify vital client growth, lagging sales, and cross-selling opportunities with the Big Picture View.

Managers get meaningful reporting on performance, including sales results, prospecting data, and calendar activity.

Building Results CRM helps sales reps with every part of their job, from travel routes to talking points. Mapping functionality allows reps to optimize their time on the road. They can schedule meetings based on customer location (which minimizes drive-time) and search for other customers to visit while in the area. They can even get notifications if an important client hasn’t been contacted for a while. Integration with Outlook brings in existing emails, contacts, and calendars.

This cloud-based platform acts as an information hub for details on every contact and opportunity. Reps can review order histories and account stats from their laptop or smart phone, and log opportunity details in the moment. Shared resources improve visibility and communication between managers, sales staff, and inside support.

Transportation & Logistics

CALCULATED STRUCTURED DESIGNS INC. [611] DANCIK INTERNATIONAL [213] DMSI [702] EPICOR SOFTWARE [713] MAJURE DATA [704] MILLTECH INVENTORY MANAGEMENT SYSTEMS [423] RAVEN LOGISTICS INC. [205] SALES-I [803] TRADETEC COMPUTER SYSTEMS LTD. [435] WOODPRO SOFTWARE INC. [815]

ARROW RELOAD SYSTEMS INC. [330] BLG CARGO LOGISTICS GMBH [728] BNSF RAILWAY [736] FLORIDA EAST COAST RAILWAY [202] HAMPTON LUMBER SALES [722] INDEPENDENT DISPATCH INC. [812] LANDSTAR SALEM, OR AGENCY [408] LIVINGSTON INTERNATIONAL [329] METROWEST TRANSLOAD [645]

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acquisitions, manufacturing improvements and innovation support. Given how we fit into the Lonza family, it makes sense to take on the name.

What does this mean to you? First, you can rest assured that you’ll still get the reliable protection your products deserve. Second, you will continue to receive the same quality services you have come to expect.

With greater access to resources, we provide added strength and stability a truly global company can offer.

MOUNTAIN VIEW RELOAD INC. [409] NORFOLK SOUTHERN CORP. [831] OLYMPIC INDUSTRIES [236] OMNITRAX LOGISTIC SERVICES [126] PORT OF MONTANA [226] PROGRESSIVE RAIL INC. [234] RE TRANS [222] UNION PACIFIC RAILROAD [327]

Underlayment & Housewrap ADVANCED BUILDING PRODUCTS [839] ALLURA [723] BENJAMIN OBDYKE [733] INTERWRAP INC. [842]

Windows & Doors ACCSYS TECHNOLOGIES [615] INTERFOR [429] JELD-WEN, INC. [230] SIERRA PACIFIC INDUSTRIES [618] WOODGRAIN MILLWORK [810]

Wood Treating BIEWER LUMBER [221] C.M. TUCKER LUMBER [610] EVERWOOD TREATMENT CO. [701] FOREST PRODUCTS DISTRIBUTORS, INC. [714] HOOVER TREATED WOOD PRODUCTS [608] PRODUITS FORESTIERS PETIT PARIS [737] TRI-STATE LUMBER [802] WATKINS SAWMILLS LTD. [220]

Everwood Treatment Co.

Wood Preservatives

[Booth 701]

Everwood Treatment Company has been a leader in the lumber industry for over 30 years. It is the one stop shop for all your southern yellow pine needs.

Everwood offers Wolmanized Outdoor Wood for all your outdoor projects, EraWood treated lumber for above ground applications that don’t require a copper-based

HOOVER TREATED WOOD PRODUCTS [608] KOP-COAT INC. [219] LONZA WOOD PROTECTION [734]

Lonza Wood Protection

[Booth 734]

Since Arch Wood Protection and Diacon Technologies were acquired by Lonza, one of the world’s leading and most-trusted suppliers to the pharmaceutical, biotech and specialty ingredients markets, they have become an integral part of the company’s family of products and services.

Lonza has recognized the innovative growth potential of our business, fully integrating us as a key part of the Coatings and Composites group. Lonza has even invested in the future of the wood business as proven by recent product, KDAT services, and a remanufacturing plant that can run any SPIB pattern along with other custom profiles.

Everwood supplies treated material to retailers and pattern stock to distributors throughout the Southeast.

The company offers export services out of the Port of Mobile and various other ports around the Gulf Coast and the East Coast.

So, whether you need treated material, pattern stock, KDAT, custom packaging or marks and logos, Everwood can deliver it all.

– All profiles were based on exhibitor submissions as of press time or previous year’s information. Exhibitors were classified under product categories based on booth descriptions submitted.

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SELLING with Kahle

By Dave Kahle

Motivating yourself to succeed every day “I

REALLY STRUGGLE with the highs and lows of field sales. Most days I feel like the weight of the world is on my shoulders. Any suggestions?”

This is one of those rarely voiced issues that every salesperson confronts sooner or later. The job of the salesperson produces an emotional roller coaster, and unless you figure out how to manage those emotions and keep yourself motivated, you’ll have a difficult time succeeding.

Even when the world around us may be dreary and depressing, that in no way reduces our personal need to do the best we can. We really do need to motivate ourselves.

Which brings me to the first principle of personal motivation. At the heart of motivation lies a powerful belief which you must embrace. Without a wholehearted commitment to this foundational belief, all the techniques and tactics for self-motivation are like spreading wallpaper over crumbling plaster. It may hold temporarily, but it is soon going to deteriorate into a mess.

Here’s the foundational principle: You must believe that you can do better, and that it is your responsibility to do so.

Sounds so simple and common sense. However, the more I observe people, and salespeople specifically, the

more convinced I am that the majority of people do not share this core belief. Rather, they are in the habit of making excuses for their situation. Or, they believe that it’s really fate that determines their success, not their actions.

Or, they believe that success is for someone else, not them.

They never really grab onto the first part of this foundational principle.

Others believe that they can achieve greater degrees of success. They accept the first part of this principle—“you can do better”—but they never accept the second—“it is your responsibility to do so.” They become content with their situation, no matter what it is, and remain in comfort zones. Or they look at their manager as the person who has the responsibility to motivate them.

So, the first principle really is foundational. Test yourself. Do you really believe that you can do better? Do you really believe that it is your responsibility to motivate yourself to higher levels of performance?

Once we’ve established that, the question now becomes how do we do so? Here are some time-tested ways to motivate yourself.

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www.straight-line-transport.com “A Load We Transport Is a Load off Your Mind” 84

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1. Have some purpose, larger than yourself, for which you are working.

As long as your world is limited to yourself, you find it just as easy to rationalize your mediocre results as it is to extend yourself to achieve superior results. One of the most motivating things in the world is the need to provide for a family. That will get you out there on the dreariest days, under the worst of conditions. Love is perhaps the greatest motivation in the world.

When combined with the responsibility for the economic well-being of those you love, it can be an incredibly powerful motivator. I’ve often wondered what I would have become had I not had a large family and a sizeable monthly obligation. It sure caused me to step up to the plate when I’d really rather not.

I’m not suggesting that you immediately begin to procreate if you haven’t yet. But, in the long term, understand that the responsibility for a family will, over the years, create a sense of purpose in your life that will spill over and impact your career, and probably bring out the best in you.

Along that same line, creating a tangible, worthwhile, exciting goal runs a close second for a way to motivate yourself. That’s why spending once a year in a personal strategic planning retreat in which you create motivating goals for the coming year is such a powerful discipline.

2. Consistently expose yourself to positive thoughts.

This is one of those techniques that I have learned through experience.

One of my greatest challenges as a salesperson occurred when I had decided to leave my current position and accepted a new position selling surgical staplers.

This was a major risk. I was the number one salesperson in the nation for my employer, had a good salary, a company car, and great prospects.

However, I was bored and looking for another challenge. So I accepted a position that was the opposite in many ways. It paid only straight commission, I had to buy my own demonstration samples from the company and purchase my own sales literature.

However, before I accepted the offer, I calculated the amount of current business in the territory. I felt that, if I could double the business within the first year, I’d be okay. After that, any increases would be real increases in my standard of living.

Building-Products.com

So I took the plunge and went off to New York for six weeks of intense training. While I was gone, the district sales managers changed. When I returned home from training, I was quickly met by my new district sales manager, who announced that he had changed the territories. The market for which I was hired wasn’t exactly the market I was going to receive. In fact, the territory I ended up with had only about 30% of the existing business on which I was counting.

I was outraged! That change seriously threatened my ability to make a living on straight commission. I didn’t think I could do it. How could they do

this to me? What kind of a company was this who would treat their employees that way? I immediately decided that I didn’t want to work for them and began looking for a different job. However, it only took a few weeks for me to realize that I was seen as unemployable. Most companies with whom I interviewed saw my quick desire to leave as a weakness in me, not my company.

One thing led to another and, after six months, I was doing very poorly. I owed the company $10,000 (a lot of money in the mid-1970s), my draw was finished, and I had few prospects for finding another job.

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That was adversity, compounded by my failure to effectively sell the product. Then I realized, in a moment of blinding clarity, that my situation was pretty much my own doing. Yes, the company had dealt with me unfairly. However, it was still a great product, fun to sell, and had the potential to make me a lot of money.

The reason I wasn’t doing well was my attitude.

It was my bitterness and my negative thinking that caused my poor performance. When I realized that, it was like a great weight off my shoulders.

If my situation was my own doing, then I had the power to do something about it! I wasn’t a victim anymore.

Then change was in my head! I was once again in a situation where I could influence the world around me and affect my life. It wasn’t them, it was me! And since it was me, the

power to do something was also in me!

So I determined to take control of my thoughts. I searched out, and wrote down on a set of 3x5 cards, all the positive saying and quotes I could find. I remember one in particular, from the Bible, “If God is for us, who can be against us?” (Romans 8:31).

I had about a 45 minute drive from my home into my territory every morning. So, I’d hold those cards between my hands on the steering wheel, and flip them over and over, reading them to myself on the way in.

While I wouldn’t recommend that driving technique, it did wonders for my attitude. I began to become more positive, to look for opportunities, to feel more confident.

Six months later, I had paid off the debt I owed the company and was making more money than I had at any other time in my life.

Thanks to our customers and vendors as we begin our 32nd year • Redwood & Plastic Lattice • Dupont Tyvek • Roseburg DuraTemp • TruWood Siding & Trim • FRP • Fir, SYP & Radiata Pine Plywood

• Particleboard, MDF & Hardboard • OSB • Dry Dimension Lumber • Pine Boards • Industrial Lumber • Import Plywood • Salvage & Surplus

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877-369-2327 • 951-727-1767

You certainly can copy positive thoughts onto cards like I did, or program them into your smart phone, or whatever electronic device is most comfortable.

An easier way to implement this same strategy is to purchase motivating CDs or podcasts, and regularly listen to them. That’s a great use of drive time, and you don’t even have to be consciously listening to them for them to impact your emotions and thus your motivation. Try it. Just buy one and listen to it three or four times.

Then notice your own emotional state.

You’ll find yourself more positive and optimistic.

3. Remind yourself of past success.

Keep a journal or scrap book of your past successes. Note that appointment that you finally obtained with the hard-to-get to prospect. Keep a record of that big sale that you worked so hard to get. And note the details of that great presentation that you made.

Save the awards you’ve earned, the congratulatory emails from your management, the photos of that trip you won. From time to time, review your file. You’ll find yourself becoming confident and motivated. If you have done these good things once, you can surely do them again.

You can do more, achieve more, earn more, and become more. It is your responsibility to become the best that you can be. Implementing any one or all three of these proven practices will help you consistently operate at the highest levels.

– Dave Kahle is a sales trainer, presenter and author of 12 books, including the best-selling How to Sell Anything to Anyone Anytime. Reach him at (616) 451-9377 or dave@davekahle.com.

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

SPECIAL QUOTES

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NEW Products

Build Decks with Speed

All-Glass Views

Step-Clip is a new patent pending hidden fastening system by DuraLife designed for deck installation.

The new proprietary hidden fastening system, that works with all the company’s grooved decking products, reduces deck installation time up to 50%, making it easier for contractors to assemble decks more efficiently and with lower labor costs.

Weather Shield Windows & Doors’s new Oversized Direct Set Windows feature expanded glass from 60 to 70 sq. ft. for builders and contractors who are looking to create larger unobstructed views.

With floor-to-ceiling glass, these windows create a seamless wall of glass with unmatched viewing area.

The windows also feature slim-line direct glaze rectangular frames that maximize the viewing area.

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t Reel Lumber Service, we supply domestic and foreign hardwoods.

Our products and services include: • Hardwood Lumber & Pine • Hardwood Plywood & Veneers • Melamine Plywood • Hardwood Moulding (alder, cherry, mahogany, MDF, maple, red oak, paint grade, pecan hickory, white oak, walnut, beech) • Milling (moulding profiles, S2S, SLR1E, SLR2E, & resawn lumber) • Woodworking Accessories (appliques, ornaments, butcher blocks, corbels, etc.)

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Exotic Hardwood Laminates Wilsonart’s Nature Undisturbed Collection features globally-inspired patterns and exotic woods on laminate surfaces, creating a unique look and an enviromentally friendly alternative to rare wood species.

Characteristically exotic, every pattern suggests a worldly realism and has organic appeal and users can explore the designs in Wilsonart’s Virtual Design Library. The line features exotic hardwoods such as Indonesian rosewood, mahogany, cocobolo, ebony, koa and zebrawood.

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Siding with Durability & Beauty CertainTeed’s new composite siding line, ICON, combines the beauty of authentic-looking, wide cedar planks with moisture resistance to withstand harsh conditions and the test of time.

Its rich texture, wide flat face, highly defined shadow lines and light weight make the product convenient to install and pleasing to the eye.

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TREATERS

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Updated Sheathing RoyOMartin updated and expanded its Eclipse line of radiant barrier OSB sheathing products. Since Eclipse Air & Moisture Barrier is a panel and tape method, the tape has widened from 2” to 5”, making panels quicker to install.

A new wall-sheathing product, Eclipse Weather-Resistant Barrier, is a panel and tape combination that integrates, in a single housewrap product, the energy efficiency of a radiant barrier with the benefits of weather-resistant barrier applications.

HOW EASY IS IT TO DO BUSINESS WITH YOUR ENGINEERED LUMBER SUPPLIER?

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7 ONE WEEK FROM ORDER TO SHIPMENT FOR STANDARD PRODUCTS IS OUR GOAL.

Mixed loads are shipped directly from our mills to your store, which can help you to lower inventory levels, manage yard space and reduce stock-outs.

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Barn Door Hardware Jeld-Wen’s DesignGlide barn door hardware line is ideal for a variety of aesthetics, from rustic farmhouses to contemporary lofts.

With the proper finish and design, it’s a perfect way to add a

door in small spaces or to conceal storage areas. Accent rails attach to the top and bottom of any standardsized door and install with a matching, soft-close rail and hardware.

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www.bc.com/ewp 800-232-0788 © 2017 Boise Cascade Wood Products, L.L.C. BOISE CASCADE, the TREE-IN-A-CIRCLE symbol, BC FloorValue and “Great products are only the beginning” are trademarks of Boise Cascade Company or its affiliates.

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South Korea delegation at BC Wood GBM

BC wows worldâ&#x20AC;&#x2122;s buyers

BC WOOD hosted its biggest-ever 14th annual Global Buyers Mission Sept. 7-9 in Whistler, B.C. The sold-out, invitation-only event drew more than 800 buyers from around the world to meet with British Columbia manufacturers of value-added wood products. [1] BC Wood chairman Rob Mitchell, Deputy Minister of BC Tim Sheldan, BC Wood CEO Brian Hawrysh.

[2] Darren Duchi, Aaron Duchi. [3] Ken

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Kalesnikoff, Griffin Augustin. [4] Mark Kenny, Cameron Cook. [5] Steven Gadd, Tim Stovall.

[6] Carlos Villavicencio, Kevin Sedler, Alvaro Madero. [7] Oliver Mah, Vaughn Wright. [8] Phil Lemon, Karen Sawkins. [9] Faizaan Piperdi, Brent Callaghan. [10] Kelly McCloskey, Sandy McKellar. [11] Gregg Koehler, Derek Zral.

(More photos on next page)

Building-Products.com

BC WOOD Photos by The Merchant Magazine

GLOBAL BUYERS MISSIONARIES (continued from previous page): [12] Ivan Olds, Paul Mackie, Gary Head. [13] Kit Crowe, Rumin Man. [14] Michael Sivucha, Chris Sainas. [15] John Kuch, Dennis Wight. [16] Peter Butzelaar, Arjnder Brar, Peter Barton. [17] Samuel Hui, Glenn Mattice. [18] Louis Hoy, Laura Chalke, Shane Carphin. [19] Paul Short, Dean Gregg, Dan Young. [20] Sarah Quigley, Randi Walker. [21] Doug Building-Products.com

Hunter, Sukhi Brar. [22] Adam Braranski, Jake Baranski. [23] Roy Manion, Erica Spiritos, Ron McDougall. [24] Trevor Park, Clyde Jennings. [25] Scott Anderson, Robert Wruck. [26] Muhammad Amir, Dave Farley. [27] Don McGregor, Michael Salley. [28] Lance Barnett, Maciej Dembek. [29] Svetlana Kayumova, David Chiew. [30] Scott Stockton, Rob Marusic, Jun Sekine.

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Hoo-Hoo storms Seattle for international confab

LUMBER FRATERNITY Hoo-Hoo International celebrated its 125th annual convention at Bellevue Hilton, Bellevue, Wa. [1] The group enjoyed a trip to the Museum of Flight in Seattle, in addition to receptions, club meetings and a chance to tour the city. [2] (Back) “Smurf” Jim Spiers, Ray Lamari, Jan-Evert Hermans,

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David Kahle, Mary O’Meara Moynihan, Kent Bond, Dave Jones; (front) Dave Marteny, Robyn Beckett Young. [3] Jack Miller, Harvey Strack. [4] Teeny Johnston, Greg Young, Robyn Beckett Young, Michael Robb, Robin Aranza. [5] Cindy Bond, John Taylor. [6] Marcia & Michael Nicholson. [7] Janet & Edgar

October 2017

Massoletti. [8] Gianna Swalding, Jill Brissette, Rocky McGuire. [9] Deidre Fountain, Warren Biss. [10] Beth Thomas, Susan Wells. [11] Ray Lamari, Paul Beltgens. [12] Brian Stewart, JanEvert Hermans. [13] John Gerlach, Al McClellen, Paul Boehmer.

(More photos on next page) Building-Products.com

ANNUAL HOO-HOO CONVENTION Photos by The Merchant Magazine

YOUNG GUNS (continued from previous page): [14] Twenty-something-year-old industry members added extra energy to Hoo-Hooâ&#x20AC;&#x2122;s Building-Products.com

annual convention in Seattle, as well as the prospect of a bright future for the century-plusyear-old organization. Cam Stevens,

Stephanie Ornelas, Jordan Beckett, Mandi Siwek, Mac Boehmer, Scarlett Beckett. [15] Ken Dunham. [16] Lisa & Dave Siwek. [17] Terri Haddix, Cam Stevens. [18] Michael Nicholson, Stephanie Ornelas. [19] David & Stacey Jones. [20] Mandi Siwek, Al McClellen.

[21] Stanna & John Gerlach, Rita Miller, Dave Siwek. [22] David Kahle, Jan Bradford, Kent Bond, Larry Hunter. [23] Trey Aranza, Michael Robb. [24] Ray Lamari, Heather Gattone, Jack & Rita Miller. [25] Michael & Donita Clothier.

[26] Members wore their signature cat shirts for the final day. [27] Steve & Kim Allison. [28] Lucy Felicetta, Mary Rigney. [29] Gary Gamble.

[30] Sandy Zan.

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Sierra Pacifc opens its doors SIERRA PACIFIC held its annual open house Sept.

14, inviting customers to tour its milling operations in Anderson, Ca. [1] Sean Burch, Arthur Reid. [2] Chase Morrison, Tim Decoito, John Morrison, Cecil Westel.

[3] Rick Deen, Aaron Sultzer, Andre Beaulieu. [4] Scott Kilby, Derek Bowers, Mark Young. [5] James Danielsen, Mike Hamburg, Josh Tyler. [6] Jay Bishop, Bill Nabozny. [7] Rory McLean. [8] John Russell, Troy Turner. [9] Randy Queen, Michael Newman. [10] Allen Schwitz, Ken Dunn, Dee Sanders. [11] Terry Melgares.

[12] Chris Caldwell, Alejandro Frijas, Todd Yeager.

[13] Krissy Putland, Jeff Williams. [14] Dave Scott, Mark Lathrop. [15] Josh Hansen, Chris Richter. [16] Jon Miller, Kevin Lancaster, Chip Brittain. [17] Kevin Bruce, Frank Peterson. [18] Brent Maguin, David Latimer, Ben Sluder. (More photos on next two pages)

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Building-Products.com

SIERRA PACIFIC OPEN HOUSE Photos by The Merchant Magazine

MILL TOURS, golf, BBQs and educational sessions were offered to guests (continued from previous page). [19] Golfers included Joe Robinson, Ben Sluder, Jason Fields. [20] Paul McKay, John Jenkins. [21] Doug Hayford, Bob Kueter, Frank Schmidbauer. [22] John Carlson, Cary Holaday, John Tumino, Brad Bower. [23] Dallin Brooks, Jerry Farley. [24] Bob Maurer, Ray Barbee. [25] Matt Bethke. [26] Ed Winkler, Art Reid, Jeff Richmond. [27] Tim Mikkelson. [28] Jad Dixon, Terry Saluestro, Paul Building-Products.com

Ederer. [29] Dave Dahlen, Tom Von Moos, Frank Schmidbauer, Rich Giacone, Frank Addiego. [30] Tom Franklin, Tim Decoito, Dianne Franklin. [31] Mark Westlake, Marlena Hamilton. [32] Sal Camarda, Theresa Raguda, Neil Rasmusson, Andrew Middleton. [33] John Hagen.

[34] Michael Gruenke, Ken Diulio. [35] Eric Ford, Jonny Wilford. [36] Matt Dierdorff, Dan Close. [37] Mark Mensinger, Cary Holaday. [38] Ed Langley. [39] Stacey Webb, Beth Bolen. (More photos on next page) October 2017

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SIERRA PACIFIC OPEN HOUSE Photos by The Merchant Magazine

SIERRA PACIFIC open house (continued from two previous pages) featured [40] a train station display that broke down each material used. [41] While touring SPIâ&#x20AC;&#x2122;s state-of-the-art facility, attendees spoke with team members and were able to look at various products. [42] Golf winners Thom Wright, Tim Decoito, Max Jones, & Jack Greene. [43] Jeff Squires, Anthony Escobedo. [44] Peter Brady, Danny Osbourne. [45] Peter Flemming, Dave Dahlen, Jerry Mosier, Brent Weaver. [46] Janne Jones,

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October 2017

George Blanco. [47] Barry Schneider, Alex Dietz, Dave Ower. [48] Clint Kruger, Todd Pollard, Tony Knight, Joe Roth. [49] Brenda Johnson, Jerry Mosier, Max Jones. [50] Alex Brown. [51] Bob Burger, Shelton Coulter, Garet Emmerson. [52] Bartenders Missy, Robbie & Bobbie. [53] Ryan Rath, George Albertson. [54] SPI even set up games throughout the event and a chance to win prizes. [55] Officer Eric Haynes of the Anderson PD and his partner, Iro. Building-Products.com

ORGILL Photos by The Merchant Magazine

ORGILL held its fall dealer market Aug. 24-26 at the Boston Convention & Exhibition Center, Boston, Ma. Top brass [1] Joe Orgill, Brett Hammers, and Mike Keeney were on hand. [2] Rick Stout. [3] James Shimko, Sarah Hounslow, Dustin Livingston. [4] Tim Hanrahan, Stefanie Snyder, Bruce Schneider. [5] Kevin Smith, John Machunis. [6] Ernie

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Couillard, Andrew Pantelides. [7] Yuri Lawrence, Jim Camferdam, Mallory Grimm. [8] Sam Esler, Daniel Daum, Justin Drerup, Jon Heun.

[9] Jami Cross, Angel Menchaca, Anita Kupke. [10] Leo Bryant, Karen Meredith, Tim Pappas. [11] Sandra Hillard, Nicholas Carnazza.

(More photos on next page) Building-Products.com

ORGILL Photos by The Merchant Magazine

ORGILLâ&#x20AC;&#x2122;S was a true buying show (continued from previous page), with [12] orders being signed in the booths. [13] Michael Bascom, Phillip Lawson. [14] Mark Ritz. [15] Sheri & Jim Herlihy. [16] Kevin Berland, Hope Dunn. [17] George Smith, Jennifer Ridgeway, Lauren Jepson, Kyle Vieira. [18] Brad Turner, Ken Codeluppi. [19] Clay Epstein. [20] Adam DeLoach, Brett Vick, Jay Wrenn. [21] Steve Turnbull, Myron Mixon, Building-Products.com

David Mixon. [22] John Kowalski. [23] Katrice Bonner, Owen Ray, Karen Meredith, Melissa Defer, Theresia Merriweather, Michael Morris. [24] Drew Bellem, Mike Randazzo. [25] Saverio Minucci, Aaron Kelly. [26] Peter Donato, Drew Norris, Keith Daughtry. [27] Christy Packett, Norwood Morrion. [28] David Fox, Josam Busque, Daniel Boudreau. [29] Bryan Murray, Alan Trostle, Gary Orsburn.

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CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6.

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ASSOCIATION Update West Coast Lumber & Building Material Association is celebrating 100 years of service and is looking forward to celebrating the milestone at its annual convention Nov. 7-9 at The Westin Mission Hills Golf Resort & Spa, Rancho Mirage, Ca. Included in the convention are several receptions for a chance to network, informative workshops, a golf tournament, and awards presentation.

Western Building Materials Association will be conducting Financials for Non-Financial Managers Oct. 19 at its Kincaid Learning Center in Olympia, Wa. Instructor Kyle Kincaid will lead the day long class to give participants tools that will empower them to understand their company’s financial

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results and how to take immediate action to improve them.

The association’s annual convention is just around the corner on Nov. 7-9 at Tulalip Resort, Marysville, Wa. Attendees will be given an update on the U.S. housing market and economy, can receive insight on how to grow their businesses through social media, as well as learn the importance of fraud prevention technology.

Guests will also here from several industry experts, including marketing specialist Natalia Dittmer and Michael Neal, NAHB assistant vice president for forecasting & analysis.

Immediately following the conference on Nov. 9-10 will be the Women in Lumber Leadership Conference at the same location. Attendees will discuss the challenges of working in a October 2017

primarily male-dominant industry, how they can influence others, fostering relationships, and effective communication methods.

Mountain States Lumber & Building Material Dealers Association is inviting members to join over 350 of their peers for its 6th annual Brewfest Nov. 9 at Mile High Station, Denver, Co. National Lumber & Building Material Dealers Association is giving Industry Summit attendees an opportunity to participate in new breakout sessions that have been added to the program on Oct. 17-19.

Among the sessions scheduled are Advanced Analytics for Your Business, Succession Planning: Is Your Legacy At Risk?, Drive S.A.F.E., and Differentiate Your Businesses & Improve Your Bottom Line Through Automated Estimation.

IN Memoriam Richard K. “Dick” Barnes, 70, longtime Pacific Northwest lumberman, died Sept. 9.

He entered the lumber industry after graduating from Oregon State University in 1968. He was a partner in All-State Forest Products, Pendleton, Or., in the 1980s; a trader for Maywood-Anderson Forest Products, Eugene, Or.; and was part of the Maywood-Anderson team that opened a Eugene office for Silvaris/Low Grade Lumber in 2010. He retired in 2012.

Charles W. “Chuck” Sones, 92, former financial officer for building material companies in Southern California, passed away Aug. 20.

After serving in the U.S. Army during World War II and graduating from the University of Iowa, he worked first for U.S. Gypsum, before retiring from Southern Distributors in 1998 as controller/treasurer.

Clifford W. Green, 74, former operator of Heppner Hardware, Heppner, Or., passed away on Sept. 5.

A 1965 graduate of Oregon State University, he was a teacher, city council member, and garbage disposal business operator before purchasing the local Coast to Coast store in 1984 and renaming it. He operated it for 20 years before retiring.

Building-Products.com

ADVERTISERS Index Allura [www.allurausa.com] 37 Bear Forest Products [www.bearfp.com] 86 Bennett Lumber [www.blpi.com] 50 Blue Book Services [www.bluebookservices.com] 56 Boise Cascade [www.bcewp.com] 89 C&E Lumber Co. [www.lodgepolepine.com] 86 CMPC [selex.cl] 53 Coastal Plywood [www.coastalplywood.com] 58 Collins [www.collinswood.com] 29 C.T. Darnell Construction [www.sunbelt-rack.com] 61 Dasso.XTR [www.dassoxtr.com] 26 Deck Expo [www.remodelingdeck.com] 97 Deckorators [www.deckorators.com] 3 DMSi [www.dmsi.com] 39 Eco Chemical [www.ecochemical.com] 52 Fontana Wholesale Lumber [fontanawholesalelumber.com] 88 Huff Lumber Co. [www.hufflumberco.net] 28 Hutchison, Inc. [www.hutchison-inc.com] 73 Idaho Forest Group [www.idahoforestgroup.com] 43 International Beams [www.internationalbeams.com] Cover IV Jones Wholesale Lumber [www.joneswholesale.com] 32 Jordan Lumber [www.jordanlumber.com] 44 Keller Lumber 89 King Salmon Lodge [www.kingsalmonlodge.com] 25 Koppers Performance Chemicals [www.kopperspc.com] 23 Lonza [www.wolmanizedwood.com] Cover I Maze Nails [www.metsawood.us] 51 MOSO [www.moso.eu] 59 Norbord [www.norbord.com] 9 Norman Distribution [www.normandist.com] 17 North American Wholesale Lumber Assn. [www.nawla.org] 71 Northeastern Lumber Manufacturers Assn. [www.nelma.org] 57 Pacific Woodtech [www.pacificwoodtech.com] 34 Pelican Bay Forest Products [www.pelicanbayfp.com] 15 Peterman Lumber [www.petermanlumber.com] 88 PPG Architectural Finishes, Inc. [www.ppgpro.com] 45 REA Jet [www.rea-jet.com] 85 Redwood Empire [www.redwoodemp.com] 7 Reel Lumber Service [www.reellumber.com] 87 Robbins Lumber [www.robbinslumbersales.com] 41 Roseburg Forest Products [www.roseburg.com] 13 RoyOMartin [www.royomartin.com] 49 Seneca Sawmill [www.senecasawmill.com] 83 Simpson Strong-Tie [www.strongtie.com] 21 Snider Industries [www.sniderindustries.com] 54 Straight Line Transport [www.straight-line-transport.com] 84 Swaner Hardwood [www.swanerhardwood.com] 101 Swanson Group Sales Co. [www.swansongroupinc.com] 11 TruWood [www.truwoodsiding.com] Cover III Union Pacific [www.up.com] 65 Universal Forest Products [www.ufpedge.com] 27 Vaagen Bros. Lumber Inc. [www.vaagenbros.com] 69 Versatex [www.versatex.com] 55 Viance [www.treatedwood.com] Cover II Westervelt Lumber [www.westerveltlumber.com] 60 Weyerhaeuser [www.weyerhaeuser.com] 5 Woodtone [www.woodtone.com] 63 Woodway Products [www.woodwayproducts.com] 62 Yakama Forest Products [www.yakama-forest.com] 44 Building-Products.com

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

National Lumber & Building Material Dealers Assn. – Oct. 17-19, industry summit, Wigwam Resort, Phoenix, Az.; www.dealer.org.

Black Bart Hoo-Hoo Club – Oct. 18, annual concat, Cattlemens, Santa Rosa, Ca.; www.blackbarthoohoo181.org.

Southern California Hoo-Hoo Club – Oct. 18, concat, Anaheim Hills Golf Course, Anaheim Hills, Ca.; www.hoohoo117.org.

Tacoma-Olympia Hoo-Hoo Club – Oct. 18, board meeting, Tacoma, Wa.; (253) 531-1834.

Western Building Material Assn. – Oct. 19, financials for non-financial managers seminar, Olympia, Wa.; www.wbma.org.

Deck & Remodeling Expos – Oct. 25-27, Music City Center, Nashville, Tn.; (866) 860-1964; www.remodelingdeck.org.

National Hardwood Lumber Assn. – Oct. 25-27, annual convention, Omni Downtown, Nashville, Tn.; (800) 933-0318; www.nhla.org.

APA–The Engineered Wood Association – Oct. 28-31, annual meeting, Huntington Beach, Ca.; www.apawood.org.

Pacific Logging Congress – Nov. 6-8, Scottsdale Plaza Resort, San Diego, Ca.; (425) 413-2808; www.pacificloggingconference.org.

West Coast Lumber & Building Material Assn. – Nov. 7-9, annual convention, Rancho Mirage Ca.; www.lumberassociation.org.

Western Building Material Assn. – Nov. 7-9, annual convention, Tulalip Resort, Marysville, Wa.; (360) 943-3054; www.wbma.org.

North American Wholesale Lumber Association – Nov. 8-10, Traders Market, Chicago, Il.; (800) 527-8258; www.nawla.org.

Mountain States Lumber & Building Material Dealers Assn. – Nov. 7, brewfest, Mile High Station, Denver, Co.; www.mslbmda.org.

Celebrating our 50th anniversary of fine hardwood manufacture and distribution For the finest service in the industry, call on Swaner for a steady, reliable source of quality hardwood products at competitive prices.

• Hardwood Lumber / S4S • Hardwood Plywood • Custom Hardwood Moulding • Custom Hardwood Flooring 5 West Magnolia Blvd., Burbank, Ca. 91502 Fax 818-846-3662

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FLASHBack 88 Years Ago This Month

E

ighty-eight years ago this month, the building material industry was sensing a mild slowdown, but had little indication that, before the month was through, the stock market would crater and the country would begin its freefall into the depths of the Great Depression. Apart from news that lumber production had slipped 1.1% nationwide the year prior, most reports in the October 1929 edition of BPD’s sister journal, The California Lumber Merchant, were optimistic.

• Fir-Tex Insulating Co. had broken ground on a $2.5-million insulation board plant in St. Helens, Or., convinced that there was a market in the U.S. for 30 million ft. a day of the product and, at the time, just 2 million ft. a day was being produced. (Fir-Tex would run the plant for nearly a decade before selling to the first of a series of new owners, ending with Armstrong.)

OREGON’S Dallas Machine & Locomotive Works advertised its newfangled load carriers, offered in two models and six sizes each. The Gerlinger Carriers were said to “consume less than half the gas and oil” and “the lumber is not dragged through the dirt of the dock.”

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OCTOBER 1929 cover advertiser Schumacher Wall Board Corp. specialized in 5/16” Grip Lath brand drywall.

• Lutcher & Moore Lumber (1842-1969), Orange, Tx., won the contract to log approximately 1 billion ft. of Arizona pine on 150,000 acres of the Defiance plateau northwest of Gallup, N.M., considered one of the most attractive lumbering prospects in the country.

The Texas timber giant planned to build a large modern sawmill, planing mill, box factory, and sash and door factory near Gallup to support the logging operations.

• The California Panel & Veneer Co., Los Angeles, Ca., was busy building a new local manufacturing plant and warehouses, in great measure to serve the soaring airplane industry. One of its current warehouses was filled with nothing but spruce and Port Orford cedar veneers to be used for covering airplane wings.

They also began stocking plane building hardware, including airplane tubing, specialized nuts and bolts, aircraft control wheels, cold-rolled strip steel, cementcoated and brassed barbed nails, and Rusco safety belts.

• Al Kelley, Sacramento Valley salesman for the Santa Fe Lumber Co., San Francisco, boasted that he’d just purchased his seventh Buick—a Master Six, fourpassenger coupe.

• The California Redwood Association established its own grading and inspection bureau (known today as the Redwood Inspection Service).

CRA was also distributing bulletins to lumber dealers showing how to build farm equipment from redwood. The association encouraged lumberyards in rural areas to display ready-built “floor models” to perk up farmers’ interest in a new redwood mash feeder, chicken coop, rabbit hutch, hog house, or septic tank.

• And finally L.A. lumberman Frank Curran, while on a business trip to Arizona, entered Tucson’s annual Horned Toad Race. Curran said he “wanted the lumber industry of Southern California to be represented in the national event and, with the assistance of several experts on horned toads, (I) was able to pick up a fine specimen to enter in the race.”

Curran said he placed the animal “under the tutelage of one of the most proficient trainers that could be found in Arizona” and that, in several trial workouts in days leading up to the race, his entry ran the course in record time. Bookies gave his toad 4-to-1 odds of winning, making him the prohibitive favorite among the field of 150. Unfortunately, his racer was an also-ran.

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