Merchant Magazine April 2015 by 526 Media Group

PRESERVED WOOD SPECIAL ISSUE  EWP  SUCCESSION PLANNING

The

MERCHANT

APRIL 2015

Magazine

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

April 2015

The

 Volume 93  Number 10

MERCHANT

Magazine

The

MERCHANT

Magazine

www.building-products.com

A publication of 526 Media Group, Inc.

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

President/Publisher Patrick Adams padams@building-products.com Vice President Shelly Smith Adams sadams@building-products.com Co-Publisher Alan Oakes ajoakes@aol.com Publisher Emeritus David Cutler Editor/Production Manager David Koenig david@building-products.com Associate Editor Stephanie Ornelas sornelas@building-products.com

Special Features

In Every Issue

9 PRODUCT SPOTLIGHT

6 ACROSS THE BOARD 10 COMPETITIVE INTELLIGENCE 26 OLSEN ON SALES 32 NAWLA–THINKING AHEAD 40 MOVERS & SHAKERS 42 APP WATCH 44 FAMILY BUSINESS 46 ASSOCIATION UPDATE 49 NEW PRODUCTS 60 IN MEMORIAM 60 CLASSIFIED MARKETPLACE 61 DATE BOOK 62 IDEA FILE 62 ADVERTISERS INDEX

GLULAM & THE NEW HOME

14 WWPI SPECIAL FOCUS

WOOD HOLDS ITS OWN IN DECKING

16 WWPI SPECIAL FOCUS

COLORIZED TREATED WOOD

18 WWPI SPECIAL FOCUS

CALIFORNIA, INDUSTRY SEEK FINAL TREATED WOOD WASTE REGS

19 WWPI SPECIAL FOCUS

UPDATED APP BOOSTS SALES

20 WWPI SPECIAL FOCUS

NEW WEBSITE EXTOLS TREATED WOOD

22 WWPI SPECIAL FOCUS CHECK THE END TAG

24 WWPI SPECIAL FOCUS

FASTENERS INTEGRAL TO PROPER TREATED WOOD PERFORMANCE

54 PHOTO RECAP: WWPA 58 PHOTO RECAP: LMC

Online BREAKING INDUSTRY NEWS, EVENT PHOTOS, & DIGITAL EDITION OF THE MERCHANT

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CHANGE OF ADDRESS Send address label from recent issue, new address, and 9-digit zip to address below. POSTMASTER Send address changes to The Merchant Magazine, 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626. The Merchant Magazine (ISSN 7399723) (USPS 796560) is published monthly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626 by 526 Media Group, Inc. Periodicals Postage paid at Newport Beach, CA, and additional post offices. It is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states. Copyright®2015 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. It reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

April 2015

Contributing Editors Carla Waldemar, James Olsen Advertising Sales Manager Chuck Casey chuck@building-products.com Circulation Manager Heather Kelly hkelly@building-products.com

How to Advertise

PRINT or ONLINE Chuck Casey Phone (714) 486-2735 Fax 714-486-2745 chuck@building-products.com Patrick Adams Phone (714) 486-2735 Fax 714-486-2745 padams@building-products.com CLASSIFIED – David Koenig Phone (714) 486-2735 Fax 714-486-2745 david@building-products.com

How to Subscribe

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ACROSS the Board By Patrick Adams

In the shadows of giants

GREW UP in the shadows of giants, but it was not until recently that I got to see them up close. Not in D.C. or New York, but in Orange County, Ca., reside the now shuttered Tustin Marine Corps Air Station and home of two blimp hangars. These are not just blimp hangars; they are the largest wooden structures ever made and contain the largest covered, unobstructed open space of any structure in the world. When I was a child, we would drive by them during our daily errands and I would stare in awe. I would ask my parents how they were built and why they were there. My curiosity would build every time we drove by as I asked the same questions hoping to get more detail to quench my curiosity. It comes as no surprise that they were constructed by the Greatest Generation early in World War II. They were built to house the Pacific region’s military blimps that patrolled the coastline of the West after the U.S. entered the war following the attack on Pearl Harbor. They are each 17 stories high, over 1,000 ft. long, 300 ft. wide, and made entirely of almost 3 million bd. ft. of treated Oregon Douglas fir, providing over 6.8 acres of floor space per hangar. This unprecedented feat was performed by extraordinary men who were challenged to build something great, something lasting, and something made of wood because steel was unavailable during wartime. Each was completed in just six months. These structures served our country through WWII for our blimp fleet and eventually as the region’s primary military helicopter base until it was selected for closure in 1999. As I walked through these empty giants, the echoes of over seven decades of tales reminded me of the challenge our industry now faces. As I hear about the growing retirement of the skilled craftsmen and problem solvers of the Greatest Generation that have built our industry and great country, we are faced with how to recruit and retain the next generation into our industry. However, the challenge is indeed greater than that. The challenge is the how and the why and the real giants are the men who built these hangars and in fact, the greatest country on Earth. Our industry and the companies that make it were not built on what and when. The true skill and heart of our industry is because of the how and the why, and because of this, it is not just about replacing retired vacancies but filling them with the skill and values of those before us. There are not recruiting firms or training strategies that provide these things and without them, we risk falling victim to the same mediocrity and shortcuts that have tarnished many other once great industries. I think back on my career and remember being surrounded by eager young executives, hungry to make their mark whose biggest questions were “What are my goals?” and “When do you want it delivered by?” I remember at times asking the same questions I did as a child. “Why is that your goal?” “How did you accomplish that before?” I also remember my elders not always having the time or patience to answer those questions and preferred the more expedient questions instead. A lot of debate is taking place over these hangars and their planned demise to erect

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single-family tract housing in their place. While I’m a big fan of new housing, I can’t help but compare the demolition of these giants and the examples they provide us to the potential loss in our industry if time is not taken to teach the next generation the lessons that are truly important and make our industry so special. Ours is not an industry that can be measured exclusively by a spreadsheet that undoubtedly would show this acreage would best be valued by hundreds of new homes instead of two structures that currently have no economical use. At The Merchant, I am now consumed with how to help with this industry’s challenge by providing an outlet for the “how” and the “why” to ensure this great legacy is continued for generations to come. How to live up to the examples that have preceded us. Not because it is an economical strategy, but because this legacy is the greatest asset we have and it is what our industry still stands for. I look forward to hearing your thoughts on this topic and how together, we can help to create another “Greatest Generation” that will serve our industry for decades to come. I thank you in advance for your support and look forward to serving you all. Patrick S. Adams Publisher/President padams@building-products.com

DESPITE being listed on the National Register of Historic Places and designated National Historic Civil Engineering Landmarks as one of the largest freestanding wooden structures in the world, Hangar No. 2 at the former Marine Corps Air Station in Tustin, Ca., faces an uncertain future.

On March 13, 2015, Capital issued its last purchase order to The California Redwood Company. It was also the last remaining unsold stock from The California Redwood Company. The California Redwood Company was started as G. Simpson & Company in 1890. The company logged and processed lumber for 125 years. Capital’s founder George Gaskin began the relationship with these redwood lumber resources in the 1940’s and many strong professional and personal relationships have followed. For over 65 of those years, Capital has purchased products from the Simpson family of companies. Thank you for the years of support.

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PRODUCT Spotlight

Ridge & Rafter Beams. The open, airy designs and high ceilings common in today’s homes make glulam a great choice for ridge beam applications. They can span long distances and carry virtually any design load. Sloping glulam rafter beams are the perfect complement to ridge beams in exposed applications.

By APA–The Engineered Wood Association

Glulam and the new home

TRONG , STABLE and capable of short and long spans, glulam beams provide designers and builders virtually unlimited design flexibility for single-family and multi-family homes. In residential construction, glulam beams are often chosen for their beauty in exposed designs, such as rafters in vaulted ceilings or long clear-span ridge beams. But the large majority of glulam beams are hidden in structural applications, such as floor beams and headers. Stock beams, readily available from distributors and retail lumberyards throughout North America, are inventoried in widths of 3-1/8, 3-1/2, 5-1/8, 5-1/2, and 6-3/4 inches with depths ranging from 9 to 24 inches. The most common uses for stock glulam beams in residential construction are:

Floor Beams. Glulam is manufactured from kiln-dried lumber, so shrinkage and warping are minimized. Builders like the fact that glulam is manufactured with no camber or a very slight camber that produces a consistent, level floor. Glulam also has excellent fastener-holding capabilities, which means a firm subfloor that will resist nail pops or squeaks when combined with an APA-recommended glued floor system. Glulam is readily available in Ijoist-compatible (IJC) depths to easily permit flush framing without special furring. I-joist-compatible beams are supplied in depths of 9-1/2, 11-7/8, 14, and 16 inches to match the depths of Ijoists used in residential construction. Building-Products.com

Garage Door Headers. Glulam garage door headers span distances long enough for two- and three-carwide garage doors. The dimensional stability of glulam also ensures the garage door frame is straight and true. A common width of glulam garage door headers is 3-1/2 inches, which fits conventional 2x4 wall construction. For 2x6 wall construction, a 51/2-inch-wide glulam beam provides the perfect fit.

Columns. Glulam columns are straight and dimensionally true, ensuring that framing will stay straight and stable. What’s more, architecturalgrade columns can be left exposed as an architectural feature. Today tall walls are more popular with designers and homeowners. Long continuous glulam columns can extend from bottom plate to top plate and won’t fold at the “hinge” created by platform framing. The strength of the full-length glulam will counter the tendency of tall balloon-framed walls to flex. Window Headers. For large and small window and door openings, glulam headers provide added stability versus built-up dimension lumber, helping to prevent movement of the window or door frame, minimizing wall cracks. – For more information on glulam uses, visit www.apawood.org/glulam.

STOCK GLULAM beams managed much of the buildings’ load requirements at the Westend garden apartment project in Denver, Co., including the headers over windows, doors and garage doors. April 2015

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COMPETITIVE Intelligence By Carla Waldemar

Small beats sprawl

ICTURE THIS, straight off a Gen X sit-com on your TV screen: trendy L.A.’s even-trendier La Brea neighborhood, vibrating with flagrantly creative, artistic young urbanites. Then picture this, as a new business venture rising among its wine bars and boutiques: a hardware store. What’s wrong with this picture? Nothing. It represents the dawn of Orchard Supply Hardware’s new “urban retail format.” Since its La Brea launch a year ago, the store’s ticket average is running 14% higher than in the traditional branches of the outfit launched in 1931 in San Jose and now encompassing over 70 stores in California and Oregon. But this isn’t your papa’s traditional go-to. The venture represents the crest of the wave of the future. “We saw the potential of the evolved home center,” says Bob Teller, senior vice president of merchandise and market-

ing, “a journey toward an upscale (but affordable), advanced hardware store, selling to a different demographic. The 30,000-sq. ft. footprint fits a niche that’s not addressed by the bigger, 4550,000-sq. ft. stores, so we saw lots of opportunity in an underserved market: urban locations with the right model, right products and right strategy.” And La Brea, with its demographics of hip condo- and apartmentdwellers, fits the ticket. Its “urban retail” design serves residents’ crying need for, among other vitals, paint (Benjamin Moore is OSH’s brand of choice); materials for repair and remodeling projects; and an urban garden center. To top it all, there’s a rooftop parking lot for customers. (This is L.A., after all, where a car is considered dearer than a spouse). Maybe that’s fitting, because the building was formerly a car dealership—a find because “space is at a

OPENING DAY customers packed OSH’s new-format store in Los Angeles’ La Brea neighborhood.

premium in California, and it’s expensive,” Teller testifies. “The front windows provide lots of wonderful light,” he boasts, before cringing at the floor plan. “Despite being big—30,000 sq. ft.—the space is long and narrow, like a bowling alley, which doesn’t lend itself to categorization,” he notes. “It took micro-sorting to adjust and fit into the space. We got our store-planning crew together and decided to merchandise… up. It’s 97 ft. rather than 54, to draw interest: to use the space above the selling space for creative displays to indicate we’re wellstocked. It looks creative, but it’s still very, very shoppable—still looks very, very open. With 55,000 SKUs we had to be creative and use a possible drawback to our benefit.” And just what products to stock? The first step solving that conundrum involved smart research. “We had to learn a completely different customer base, and a different product mix than typical, for this repair-and-maintenance customer,” Teller says. “It’s ever-evolving, but we started out by spending time in the community. People were walking dogs, so we knew pet items would be big.” Sure, some assumptions proved a little off, but the team was quick to tweak things. “We thought customers wouldn’t buy lumber and building materials, but, after feedback, we realized we needed more. We needed dimension lumber, convenience lumber, and basic mouldings. And pellets!” he adds in amazement. “There’s no need for stoves here, but they were using the pellets for pet bedding. Hardware is very popular, as we (Continued on page 12)

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Building-

PAINT CAN lid collage adds to the new store’s young urban vibe. (Continued from page 10)

expected, but we were surprised that the commercial cleaning segment wasn’t. Turns out, they wanted organic products instead, so we downgraded [the original lines] and upgraded the organics.” And…gardening? In hyper-urban, hyper-crowded L.A.? “We went back and forth on that. Would there be a need? But hey, with a company name like Orchard…,” he laughs. So they included a 3,800-sq. ft. outdoor nursery, and it’s going gangbusters, selling “as much or more per square foot as our other stores. Here we carry pre-potted succulents and container pots. People come in seeking different ideas, and our staff is very imaginative.” Speaking of staff: La Brea has 80 employees—hired, Teller says, from the neighborhood—“and they trained us, with a lot of local information, which fits our ‘neighbors helping neighbors’ philosophy. We learned that more of our shoppers here are women, in higher-income brackets, who own or rent nearby.” The store incorporated Orchard’s Workbench program, launched four years ago as an in-store site for services like knife-sharpening, key- and glass-cutting and such, “to fit our image as a full-service store rather than DIY. It’s evolved into a solution center,” he reports. “Our C.A.R.E. program is a crucial part of our training process—not just product knowledge and selling, but assistance with a customer’s needs. Each store is led by a Quarterback. Customers are greeted at the door and asked about their project. The greeter is equipped with a radio, so he radios the associate in the appropriate department that a guest is coming his way.” Feedback is laced with “I love the store!” comments, but those were earned after first creatively luring them onto the premises. “The neighborhood didn’t know exactly what Orchard was all about; this is a new market, so we got the word out by holding a Happy Hour event, announced via social media, mailers and a targeted email list. We offered refreshments, music, and give-aways, and it generated a lot

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of interest. People unfamiliar with the organization discovered we’re much more than a traditional hardware store— full service, lots of know-how. “They’d expected to pay more than at a store outside of town, but we didn’t raise our price to ‘city level’ (though we have to pay more for labor here). Our margins are similar to those in our other stores.” Tickets, as we noted, are running 14% higher than at the traditional branches, “which surprised us, because we don’t carry big-ticket items here, like patio sets or big mowers. Instead, it’s more items in the basket,” Teller explains. There’s a small but loyal pro business, too, based on Orchard’s trusted name. Aiming to serve local contractors, “we walked a plumber through our lines and asked him ‘What are we missing?’” Nada. “They know we know our stuff, and with our founding in 1931, we have a long history. Now, we’ll take specialty hardware to the next level.” (Orchard was bought by Lowe’s in 2013, but the parent company respects the strong business. “They let us alone, and that’s a huge bonus,” says Teller.) “I’ve been in the business 30 years,” he continues, “and it’s kind of cool, what we’re doing here. There are not many new ideas in this industry (they stopped with the big-box format), so this is a success. This is what we are!” Future plans? “We’ll take every opportunity when we find urban space in a prime location—but suburban locations as well,” he adds, “the right mix and the right demographic. And the field is wide open. Nobody else is playing in the space we are!” Carla Waldemar cwaldemar@comcast.net Building-Products.com

WWPI SPECIAL Focus By Debbi Lewis, Arch Wood Protection

Real wood holds its own in decking market

EAL WOOD continues to hold up well against competition from wood/plastic composites for the construction of decks. Here’s why: Treated wood decks cost less and retain more of their value than decks built of composites. The annual Cost vs. Value Report by Remodeling mag-

azine compares the average cost of 36 popular remodeling projects with the value those projects retain at resale. For 2015—and since the two were first compared—the cost-value ratio of wood decks was higher than decks built of composites, with wood decks recouping 80.5% of their cost versus

68% for composite decks. Plus, according to the study, composite decks cost 50% more than wood decks from the outset. (For the record, only three of the 36 projects examined in the study showed a higher costvalue ratio than wood decks.) People vote with their wallets, and the relative economy of wood bodes well for its future. According to a Principia report, the price spread between wood-alternatives and wood has increased to the point “where current composite retail prices are pushing toward levels where further penetration against wood is constrained.” Still, value is not the only reason that wood still commands the major share of the decking market: Environmental advantages, new technologies, aesthetics, and relative ease of use also factor in.

Environmental Advantages

INCISED pressure treated wood comprises the “bones” of many western decks, partnering well with redwood and cedar decking.

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After being ignored by the green building community for years, wood is finally gaining recognition for its environmental attributes. In 2011, the federal government helped when the U.S. Department of Agriculture conceded what people in the forest products industry have known for a long time—using wood is good for the environment. Redwood and cedar, preferred products in the residential decking market in western North America, are renewable, biodegradable, and sustainably harvested. Treated wood, generally used for the understructure of decks in western states, is also a Building-Products.com

natural and environmentally responsible choice: it's made from wood, a renewable resource, and treatment extends the life of the wood. These wood materials serve as carbon sinks over the entire life of the product and beyond. Life cycle assessments (LCAs) of these natural wood products confirm their environmental benefits. LCAs have shown scientifically the environmental advantages of copper azole- and ACQ-treated wood over wood-plastic composites. These studies confirm that copper-azole and ACQtreated wood use less energy and resources, have a lower environmental impact, decrease greenhouse gas levels, and offset fossil fuel use, when compared to wood-plastic composites. (See www.wolmanizedwood.com for copper azole LCA summary.) Another LCA compared the environmental footprint of redwood decking to plastic (cellular PVC) and wood-plastic composite decking. This comparison showed the very low fossil fuel input into the production of redwood decking and the overall low energy usage relative to other materials, demonstrating how durable wood products can reduce fossil fuel use by substituting for products with a high fossil fuel footprint. (See www.RealStrongRedwood.com )

At Royal Pacific youâ&#x20AC;&#x2122;ll pay no more, but get extra. We guarantee it.

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

Technological Advantages

New technologies are helping real wood products maintain a leading position in the market as well. Treated wood products have been improved with additional colors and additives to improve performance. Though availability is limited, modified acetylated wood has also been introduced that enhances durability and stability of wood for above ground applications. One recent advance in treated wood is the new BARamine technology from Arch Wood Protection. BARamine is an umbrella of proprietary additives selectively added to Wolmanized wood treatment by a growing number of licensed producers. The technology adds a broader range of resistance--including defense against certain copper-tolerant fungi-- and improves preservative penetration. Better penetration allows for increased treatability in western refractory species. Patent applications covering the BARamine technology were filed in 2011, and global patents are now pending. Suppliers of wood decking will continue to benefit from its popularity among many consumers and contractors who still prefer the aesthetics of natural wood. The high tensile strength of wood allows wood--when properly treated--to be used for structural support beams where composite materials cannot. Decks built of wood can be rehabilitated by sanding and repainting or staining whereas composites cannot. And wood is easier to work with: itâ&#x20AC;&#x2122;s lightweight and offers excellent workability with common construction tools, plus a comfort factor among construction professionals who are accustomed to working with it. Add to these benefits value and environmental advantages, and one can see why wood continues to be the leading product in the decking market. â&#x20AC;&#x201C; Debbi Lewis is a marketing specialist with Arch Wood Protection, a Lonza company, Atlanta, Ga. Reach her at debbi.lewis@lonza.com.

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

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

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%JLF 3PBE t 3BJOJFS 03 t 'BY * See product warranty for details. Hi-borÂŽ, FireProÂŽ and Advance GuardÂŽ treated wood products are produced by independently owned and operated wood treating facilities. Hi-borÂŽ, FireProÂŽ and Advance GuardÂŽ are registered trademarks of Koppers, Inc. ÂŠ10/2014

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WWPI SPECIAL Focus Colorized Treated Wood

Preserved wood stakes claim in the color game

industry is experiencing increased consumer demand for color, most likely due in some part to the composites industry introducing color choices to the market. Consequently, many treated lumber suppliers are expanding their product lines to ensure color options are available to their retail accounts. Eco Chemical, a manufacturer of waterborne paints and stains in the Pacific Northwest, acknowledges that although the pressure treating process and the pigments necessary for staining the treated lumber have existed for a while, putting the two together is a relatively new concept that has gained popularity in the U.S., particularly west of the Rockies. “The technology itself is old, but in-plant high-speed stain lines for pressure-treated lumber have only been around for 25 years,” said Mark Cheirrett, president of Eco Chemical, HE PRESERVED WOOD

noting people have been staining their wood decks by hand for about a century. Homeowners are increasingly choosing stained treated lumber. Producers who have invested in their ability to produce stained products have been profitably expanding into stained fencing, rails and decking products. Staining has become an essential value-added dimension of their business. Both Cheirrett and Eco Chemical’s head chemist, Walt Sadowski, credit the rise in commercial popularity of pre-stained products to both aesthetic and practical advantages. The two compare it to painting the walls in your home: the final appearance is enhanced and the painted surface is protected, since stain improves the look of the treated wood while also offering additional surface protection and enhancing the wood’s resistance

HIGH-SPEED staining lines add color to wood prior to going to the preservative treating process. Many wood treaters are considering pre-stains as part of their branding.

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to natural degradation. “It just looks better and feels more natural,” Sadowski said. “Yet, it also protects the wood. The pigments block the UVs. Otherwise, the wood will degrade. Staining the wood is a winwin.” With producers staining the wood, the process is done more efficiently at a lower cost, and customers are able to get the appearance they want, along with better water holdout, protection and durability. Cheirrett emphasizes the importance of the cosmetic aspect as being more than just visually appealing, however. “Color is becoming a ‘brand’ identifier. Most retailers as customers have their own colors, so when you look out in the yard, you can see who’s buying what and where it’s going. But the difference in colors can be very subtle in some cases. It’s not the same color,” Cheirrett explained. While there is typically an additional cost associated with staining pressure treated wood, the incorporation of a water-based staining step in the treatment process can usually be accomplished with minimum disruption. The difference in price for the consumer is insignificant, according to Cheirrett, compared to cost of purchasing unstained wood and doing the staining themselves. Unstained wood will turn gray within a month, whereas properly stained wood won’t require maintenance for several years. Composite materials, usually a combination of recycled polyethylene and wood fibers, have emerged in the last decade as an alternative to wood for decking surfaces. These products pose some competition for pressureBuilding-Products.com

treated wood products in terms of required maintenance and life expectancy. Cheirrett stresses, however, these expected advantages come at a higher initial cost. In fact, leading composite brands of decking can cost twice as much as treated wood, and ultimately, even these higher priced composites will need to be refinished or replaced at some point. A homeowner faced with refinishing a composite deck will be taking on a substantial project, said Cheirrett. Thorough surface preparation will be essential to ensure adhesion when applying new paint to what is essentially a non-porous plastic surface. Even the best preparation and choice of paint will eventually lead to chipping—something that can be avoided with stained wood. Cheirrett also points to the environmental advantages that wood offers, as a renewable and biodegradable resource. An early concern that deterred distributors and retailers from offering color products was how the color would hold up in an outdoor environment. Initial coloring was attempted with dyes instead of high quality stains, resulting in early fading due to UV and general weather exposure. Fading is no longer an issue however, when using wood stains incorporating high quality iron oxide pigments. These pigments, which will not discolor even when exposed to UV radiation over time, have a history of proven longevity. “Iron oxides are in the Sistine Chapel. They’re in hieroglyphics. They’re natural, because it’s iron that’s already rusted—once it’s rusted, it can’t rust anymore!” Sadowski said. Continuous improvements in the formulation of wood stains have been steady and impressive. In Eco Chemical’s case, one recent development is a hybrid product that can deliver virtually all of the performance features of an oil-based alkyd at a substantially lower cost and with far fewer potential environmental consequences. Stained treated lumber has realized broad acceptance and growing market preference over unstained alternatives, particularly in the western states and provinces. But the majority of markets in North America still lack a primary champion and producer. Eastern retailers have been showing increased interest in this market opportunity, with big Building-Products.com

box stores, such as Home Depot and Lowes, leading the way. The benefits of including a staining step in manufacturing pressure treated lumber hold substantial value for manufacturers, dealers, and their cus-

tomers. With the growth in demand for pre-stained lumber in the western states, the beauty and added protection of stain appear to provide solid ground for the continued growth of demand for these products across the country.

HIGH-VOLUME stain mixing tanks at Eco Chemical can create a variety of colors and hues for wood staining as part of the preserving process.

ECO CHEMICAL chemist Walt Sadowski (left) and president Mark Cheirrett discuss new formulations in the lab. Both agree that adding color to wood as part of the treatment process can add value to the products. April 2015

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WWPI SPECIAL Focus Treated Wood Disposal

California, industry seek final treated wood waste regulations

OMETIMES, THE TERM

“good governance” can be an oxymoron. But new developments in California concerning treated wood waste disposal may inspire confidence that “good governance” can indeed exist. The California legislature is considering a bill to create permanent regulations to guide treated wood waste, patterned after a successful program initiated more than a decade ago. Senate Bill 162 is gaining wide support and would permanently implement the regulations, which are scheduled to expire in 2017. In 2004, the California legislature began looking at how CALIFORNIA legislature is weighing its options for measures promoting proper disposal of pressure treated wood.

PST is located in Weed, CA, the historical heart of the West’s timber country, ideally situated on Interstate 5 to service all of California and the Western U.S. • NatureWood® brand ACQ treated products • Advance Guard® brand Borate treated products • TSO (Treating Service Only) available. • PST is ALSC quality assured by Timber Products Inspection Agency (TP) complying with AWPA Standards and the CheckMark Program.

Offering Brown tone stained treated Douglas Fir for all pressure treating applications

For more information, contact Shawn Nolan snolan@pstreating.com • (530) 938-4408 NatureWood preserved wood products are treated with Alkaline Copper Quaternary compounds or Copper Azole. NatureWood and Advance Guard preserved wood products are produced by independently owned and operated wood treating facilities. NatureWood® and Advance Guard® are registered trademarks of Koppers Performance Chemicals Inc. ©3/2015

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to dispose preserved wood after it reached the end of its useful life. The volume of treated wood waste was increasing and some wanted it to be handled as a hazardous material. It became clear, though, that hazardous waste facilities were few and far between in the state and requiring treated wood disposal at them would be too burdensome and ultimately lead to illegal dumping. Western Wood Preservers Institute and the treated wood industry worked with California’s Department of Toxic Substances Control (DTSC) to create standards for treated wood waste, allowing disposal in a composite-lined portion of solid waste (Class II and III) landfills or at a Class I hazardous waste landfills. Since the regulations were put in place, DTSC reports a 95% compliance rate and the volume of treated wood waste has remained constant at 20,000 tons annually. Those numbers are due in large part to the widespread availability of landfills across California that accept treated wood. A full list of approved landfills is available at www.preservedwood.org and in the WWPI Treated Wood Guide app for smartphones and tablets. The treated wood waste program has been closely scrutinized several times since it was implemented. By all accounts, the program has been regarded as an effective industry-government partnership that truly works and achieves quantifiable results. Hearings on SB 162 will be scheduled later this year and the legislature is expected to take action on it during this year’s session. Building-Products.com

WWPI SPECIAL Focus Treated Wood App

Updated app helps boost sales of preserved wood

ROVIDING KNOWLEDGEABLE service is a great way for building product retailers to differentiate from big box stores. To pump up treated wood sales, you can put key product information right at your salespeople’s fingertips with a revised smartphone app. The free Treated Wood Guide smartphone app has been updated with new sections to help customers choose the right preserved wood product for the right application. Developed by Western Wood Preservers Institute, the app is available for Apple, Android and Windows smartphones and tablets. Understanding Use Categories is important in selecting the proper treated product. Salespeople can go to the AWPA Use Category System utility and in a few taps find the products and required retentions in the commonly used preservatives available today. In the new Find by Exposure tab, users can start with the conditions where the treated wood will be used and determine what product types are available in the various preservatives. Explaining about the preservatives used in treated products is simple with the Preservatives tab, which details the ingredients in today’s preservatives and how they are safely used in other consumer products. An expanded FAQ or Frequently Asked Questions section provide answers to 37 of the most common questions about using preserved wood, from how long it lasts to comparisons with plastic composite products. A new Use Tips section offers

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practical information on handling, field treating, fastening and disposing of used preserved wood products. The CheckMark section explains how to read end labels on preserved wood products and what the information represents. The presence of the CheckMark logo indicates the product has been treated to national consensus standards and are approved for use

under building codes. The Treated Wood Guide app is the only app available with information on all treated lumber products produced in the western U.S. WWPI offers free webinar training for lumberyards that want to train their sales personnel on how to use the app. Contact info@wwpinstitute.org for more information on the training.

PROUDLY SERVING THE FOREST PRODUCTS INDUSTRY SINCE 1896

CONVENIENTLY LOCATED IN THE HEART OF THE PACIFIC NORTHWEST “TREATING COASTAL DOUGLAS FIR IS OUR SPECIALTY” TSO MARKETS & APPLICATIONS SERVICE GENERAL & HEAVY CONSTRUCTION • HIGHWAYS & BRIDGES • MARINE/AQUATIC AGRICULTURE/AQUACULTURE • MILLWORK • EXPORT • SAWN LUMBER & TIMBERS ROUND TIMBER PILING (MARINE, FRESH WATER & FOUNDATION) GLUE-LAMINTED BEAMS, COLUMNS & ARCHES CUSTOM TREATING ACQ THE INDUSTRIAL TSO SPECIALIST KILN DRYING (KD & KDAT) CHEMONITE® ACZA HEAT STERILIZATION • WWPI BMPs PENTACHLOROPHENOL TYPE A 5 RETORTS: FROM 50’ TO 156’ 50-50 CREOSOTE PETROLEIUM RAIL SERVICE (UP & BNSF) CLEAN CREOSOTE (P1/13) SALES & ACCOUNTS MGR. JERRY FARLEY 1-503-618-9155 JFarley@JHBaxter.com

CUSTOMER SERVICE MGR. MARTY MARTIN 1-541-689-3801 x2 MMartin@JHBaxter.com

EUGENE, OREGON 1-866-960-9703 www.JHBaxter.com

JHBaxter & Co. is WBE Certified AFFILIATIONS: AWPA • CAHM&PC • IOHH • PCCHM&PM • PWLA • WCLBMA • WCLIB • WWPI April 2015

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WWPI SPECIAL Focus Treated Wood Online

New website extols value, benefits of treated wood T

and versatility of preservative treated wood takes center stage in a new, consumer-friendly website. Preservedwood.org is designed as a one-stop resource for all pressure-treated wood products. Under the theme “Wood That Lasts,” the full-featured website offers basic information on preserved wood for consumers as well as sophisticated tools for specifiers and others. “It’s critical that we teach consumers, specifiers, regulators and those selling our products about preserved wood,” said Dallin Brooks, executive director of Western Wood Preservers Institute, which is hosting the site. “Preserved wood has a great story and this site lets us tell HE LONG LIFE

WWPI has launched a new, consumer-friendly website to promote preserved wood.

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

Miguel Gutierrez: (209) 747-7773 • miguel@thunderboltwt.com John Martinez: (209) 765-9023 •

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johnm@thunderboltwt.com

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that story better.” Visitors can learn how wood is preservative treated and view a video on the treating process. They can explore the many preservatives that are available today and how they are used. The Use Category system, which is essential for specifying preserved wood, is fully explained. The CheckMark section explains how to read end labels on preserved wood products and details the third-party inspection that assures the quality of the preservative treating. The Aquatics section provides an extensive overview of the tools available for specifying preserved wood in aquatic or sensitive environments. Visitors can download the free Environmental Assessment Model, an Excel spreadsheet that has earned approval by federal and state agencies. The model is a flexible tool that can estimate potential migration of chemicals from preserved wood in water for 11 of the most commonly used preservatives. A How To section details the recommended fasteners for use with preserved wood, how to field treat preserved wood to meet building codes and information on handling and disposing preserved wood. For those in California, visitors can get a list of approved landfills and review the state regulations for preserved wood disposal. Information on how to specify using WWPI’s Best Management Practices, or BMPs, is available for review on the site. BMPs are recommended guidelines for the production

and installation of preserved wood in aquatic and sensitive environments to balance providing needed protection with minimizing the use of preservatives above required standards. Lumberyards stocking treated wood products can be listed in the Treated Lumber Yards Nearby sec-

tion. The searchable list also appears on the Treated Wood Guide smartphone app. A full Technical Library is available on the site, featuring downloadable publications on specifying, product use, environment, aquatics, fireretardant treating and disposal.

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

About WWPI

Headquartered in Vancouver, Wa., the Western Wood Preservers Institute is a nonprofit trade organization representing the interest of the preserved wood products industry throughout western North America for more than 60 years. Members either manufacture products, are directly affiliated, or provide a service to the preserved wood industry. WWPI’s primary activities include regulatory and market outreach programs aimed at sustaining a viable western North America preserved wood industry. For more information, contact info@wwpinstitute.org or visit www.wwpinstitute.org. Building-Products.com

www.superiorwoodtreating.com

April 2015

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WWPI SPECIAL Focus Treated Wood Labeling

Check the end

for preserved wood information

HE BEST WAY to identify the preserved wood product stocked in your lumberyard is to look at the end of the piece. Preserved wood products sold in retail locations carry an end label offering important information about the wood. While these end labels may look differently based on the manufacturer, all have common elements found in every label. A key element on every label is the exposure condition, such as Above Ground or Ground Contact. This is often accompanied by the specific American Wood Protection Associa-

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tion Use Category designation. AWPA Use Categories range from UC1 to UC5. The higher the number, the more demanding the exposure. Wood treated for interior use, including sill plates, carry a UC1 or UC2 rating. These products are usually treated with borates for protection against insects. Outdoor decking products are typically rated as UC3B while those used in contact with the ground carry a UC4A or UC4B designation. For Western treated wood products, such as Douglas Fir and Hem-Fir, ground contact treated products will also be

April 2015

incised, with small slits cut into the wood to allow the preservative to penetrate more deeply into the wood. The UC5 category is used for pilings, timbers and other products which may be immersed in fresh or salt water, the most demanding exposures. AWPA standards and building codes require the CheckMark quality indicator, along with the logo of the third-party inspection agency. This mark indicates the product was treated to national consensus standards for the amount of preservative in the product as well as the depth of penetration into the wood. These products are also reg-

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ularly monitored to ensure the proper quality control is maintained. Wood that has been approved for use by the International Code Council will show an ICC-ES logo instead of the check mark. The specific preservative and the retention level, or amount of preservative as measured in pounds per square

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foot (pcf), will be shown on the end label. Many preservatives are sold under their brand name and the logo or name of the brand will also appear on the label. Labels also show the name of the treating company where the wood was processed. An overview of the warranty for the wood can be found on the

back of the label, with a website link to review more detailed information. Understanding end labels on preserved wood can lead to better sales, as salespeople will be able to guide customers to products that will perform and provide a long service life for the specific use.

April 2015

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WWPI SPECIAL Focus Treated Wood Fasteners

Fasteners key to proper treated wood performance

“for the want of a nail, the kingdom was lost” certainly applies to selecting the right fasteners when working with preservative-treated wood. Today’s preservatives contain more copper than treatments used in the past. The ions in the copper carried in a preservative can create a chemical reaction with the steel in a nail, screw, bolt or other hardware. Since preserved wood is typically used where there is regular exposure to moisture, water may add to the chemical reaction between the two metals and cause corrosion and staining. Because of this, treaters and preservative manufacturers recommend that fasteners and hardware be hot-dipped galvanized steel, stainless steel, silicon bronze, or copper. Building codes list the same requirements, with an exception for borate-treated wood such as sill plates, which can be used with standard steel fasteners. The most commonly used fasteners for preserved wood are hot-dipped galvanized steel, which are typically dull gray in appearance. These are made by dipping the fasteners under high temperatures to bond a protective coating of zinc to the steel. Hot-dipped galvanized fasteners are recommended for use with all preservatives, including those containing ammonia such as ACQ and ACZA. In 2014, fastener manufacturer Simpson Strong-Tie revised its recommendations and noted its in-house testing “concluded that there is no significant difference in corrosion activity in galvanized steel in contact with treatments with or without ammonia.” Stainless steel is a popular corrosion resistant material used for fasteners. Considered the highest quality, stainless HE OLD ADAGE

HOT-DIPPED galvanized nails are among the most popular choices for pressure treated wood.

steel is more expensive than comparable hot-dipped galvanized products. However, more cost-effective stainless steel products have come on the market in recent years. In areas where there is extensive exposure to moisture or salt water, stainless steel is the preferred choice. While silicon bronze and copper fasteners are approved by building codes, they are typically used only for special applications. For more information on recommended fasteners for preserved wood, go to www.preservedwood.org.

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www.fontanawholesalelumber.com

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OLSEN On Sales By James Olsen

Our most charming best

TRADED LUMBER for 17 years and did it wrong for eight of them. I lagged behind my compatriots, which caused me anguish and shame. Described charitably as “direct” in my communication style, I made enough calls and asked for the order enough; but I didn’t spend too much time thinking about how others felt or wanted to communicate. I assumed everyone spoke and thought like I did and was in just as big a hurry. Did I mention I was also a know-it-all? In desperation, I started to listen to the great traders around me. I put my ego in my back pocket and started studying the art of sales. When I started slowing down, listening and talking to my customers about what they wanted to talk about, I doubled my sales in less than a year and never looked back.

Dedo, Dale & McNutt

Three men influenced me most in my search for the seemingly elusive charm. Dale Carnegie’s How to Win Friends and Influence People is a blueprint that delivers on the promise of its title. Matt Dierdorff is one of the most charming people I’ve ever met. I traded with Matt for several years and was able to watch the master work in many different settings. Matt taught me to say, “There you go…” when someone says something you might disagree with—instead of my erstwhile favorite: argue with them. Steve McNulty was a guy I trained who became a much better trader than me. “See it, say it” was one of his many contributions to my charm school training. Steve’s contention was that we have many opportunities to give our customers compliments without being fake. When you see something that can be complimented, say it.

The First 14 Seconds

I listen to 200 taped sales calls a month. Rapport, trust, connection, interaction and liking all happen in the first 14 seconds! “Hello, this is Suzanne Super with Big Lumber out of Portland, Or. Is this John Smith?” (We say this with our best mix of confidence and friendliness, as if speaking to an old friend or favorite aunt.) “Yes it is” (It is important to listen with big ears to the volume, speed, joviality or seriousness of this response. We want to match our speech to that of the customer.) “How are you today?”

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“I’m fine.” (We must listen with our “emotional” ears. Many sellers rifle through these important first interactions with potential customers. These sellers will tell you customers are difficult to get on the phone, hard to start a conversation with, etc.) If the customer responds with something negative, follow up! Many sellers are afraid to delve in. This is a mistake. Many times our customers want to talk to us. They are sending us a conscious or subconscious cry for help and we reject them; it doesn’t build rapport. Examples: “Okay.” “Just okay?” “Tired.” “Were you up late?” “Didn’t you sleep well?” “Sigh.” “What’s going on?” Any time someone sighs, they are thinking of something worrisome. Important: Whatever the customer’s response, pause… and then respond. Do not rush to business at this juncture. If we rush we will sound insincere. This goes for the whole greeting process. Slow down and be your most charming best. They know why we called. They came to the phone. So relax. We’re not wasting time. We’re only 14 seconds in, for crying out loud!

“Feelings” Are for Barry Manilow

How we feel on any given day or on any given call is irrelevant. “So, you’re sayin’ I gotta be in a good mood every day?” No, just on work days. What is relevant is that we project, on every call, our most charming best attitude with everyone we meet. Many sellers are only charming with the buyer; while they might not be out-and-out rude to the other people at the account, they often treat them as furniture. Most of us are pretty darn good (and a lot more difficult to say no to) when we are at our most charming best. Many of us are guarded in our personal life. We can be introverts or thinkers. “Opening up” and “being charming,” while natural to some, is work for us. Well, get to work. It pays huge dividends. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

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Swanson Buys Olympic Panel

Swanson Group Manufacturing, Glendale, Or., has acquired the assets of Olympic Panel Products LLC, Shelton, Wa., the largest overlay plywood manufacturer in North America. Swanson Group plans to relocate the Olympic Panel assets in 2016 to a state-of-the-art facility to be constructed in Springfield, Or. The new facility will continue to produce Olympicbranded products. During the next 12 to 18 months, Olympic Panel Products will continue to operate in Shelton, to ensure a smooth transition for all customers and suppliers.

Swanson executives believe Springfield is the right location to maintain the Olympic Panel tradition of building the highest quality overlay products. “Swanson is building a world-class plywood and veneer manufacturing facility in a location with an excellent workforce and log supply,” said president and CEO Steve Swanson. “We have long been impressed with the quality and depth of Olympic’s overlay product line and believe that this acquisition fits perfectly with our goal to become the leading producer of overlay panels in North America.”

Kurt Liebich, CEO of former Olympic owner New Wood Resources, said, “With our lease expiring next year, we needed to make a strategic, long-term decision and concluded that this transaction is the right step at this time. While Swanson’s new facility in Springfield will eventually be the place where Olympic’s products are made, nothing with respect to our operations will change until 2016.” New Wood will continue to own Omak Wood Products, Omak, Wa., which produces softwood veneer for Northwest markets and Douglas fir plywood for specialty and commodity applications. New Wood is also rebuilding the Winston Plywood & Veneer Mill, Louisville, Ms., which was destroyed by a tornado in 2014.

DEALER Briefs Curtis Lumber Co., Olympia, Wa., has filed to liquidate under Chapter 7 bankruptcy. Pagano’s Hardware Mart , Alameda, Ca., is moving this month from its 60-year-old, 15,000-sq. ft. home to an 8,000-sq. ft. building. Redd’s Ace Hardware , Blanding, Ut., has converted from True Value to Ace, and is building a 9,000-sq. ft. addition that will increase its total footprint to 21,000 sq. ft. Foothill Ace Hardware , Oakland, Ca., last month auctioned off its remaining inventory and equipment. The store closed late last year after 68 years. SRS Distribution has opened a Stoneway Roofing Supply store

in Kennewick, Wa., managed by Randy Roe.

Habitat for Humanity is opening an 18,000-sq. ft. ReStore discount outlet this spring in Basalt, Co. Hibbert Lumber , Davis, Ca., received the Owl Wise Leader award for its efforts to reduce the use of rodent poisons. Home Depot will use excess cash to repurchase up to $18 billion in shares by the end of fiscal 2017. Lowe’s will buy back an additional $5 billion in stock. 28

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Wausau Buys umber Yard Supply

After 129 years, Lumber Yard Supply, Great Falls, Mt., has been purchased by Wausau Supply Co., Schofield, Wi. Wausau said Lumber Yard Supply’s yards in Great Falls, Billings, Mt., and Spokane, Wa., will continue operating under the LYS banner. Wausau operates 14 locations in seven Midwestern states.

Washington Dealer on the Move

Pullman Building Supply is relocating this month to a larger location in Pullman, Wa. The new 120,000-sq. ft. facility features a 40,000-sq. ft. home center, with many new departments, including a rental center, outdoor power equipment, lighting, cabinets, lawn & garden, housewares, flooring, and work clothing.

SUPPLIER Briefs Boise Cascade, Boise, Id., will repurchase up to two million shares of its common stock. Northwest Hardwoods, Tacoma, Wa., has completed the acquisition of Industrial Timber & Lumber Co., Beachwood, Oh., operator of two hardwood mills, four concentration yards, and a dedicated service center in Ohio, West Virginia, North Carolina and Pennsylvania. Johns Manville, Denver, Co., has increased capacity by 20% at its TPO commercial roofing plant in Scottsboro, Al. TAMKO can now print customer logos on Synthetic Shield and Tam-Shield underlayments, enabling dealers and contractors to advertise their company logo and phone number on their roofing projects. Customer logo will be placed in a 17”x 34” area on the underlayment in a repeatable pattern. Allura’s ColorMax prefinished color system now incorporates PPG Paints’ coating technology, providing an excellent finish, more choices in styles and textures, and the broadest selection of solid and semi-transparent colors. The factory-finish is backed by a 15-year warranty, while the fiber cement products themselves carry a 50-year transferrable warranty. PPG has rebranded its Sikkens wood finish division as Sikkens ProLuxe. Boral TruExterior poly-ash siding and trim in all thicknesses and widths have been certified as Wildland-Urban Interface (WUI) products by the California Building Commission, including new 5/8”-thick trim. Weston Forest, Mississauga, Ont., was recognized as one of Canada’s Best Managed Companies program for 2014. BMD, Galt, Ca., was recently honored for 60 years of membership in the North American Building Material Distribution Association. Feeney Inc., Oakland, Ca., has been awarded a Best Of Houzz 2015 customer satisfaction award. 30

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THINKING Ahead By Jim Shalvoy, VP of Marketing, Cedar Creek, & NAWLA Communications Committee Member

Looking back to the future

Your guide to succession planning I F TOMORROW your company abruptly lost a key employee, what would happen? Would the business carry on uninterrupted or would it scramble to find a new leader while struggling to regain its footing? In another scenario, what would happen if you, the founder or owner, made a conscious decision to exit your business, either due to retirement or some other reason? Would your business able to carry on as before? These seemingly different questions are interrelated, as their answers greatly impact the continuity and the value of your business. Having a well thought out succession plan will prepare you to answer those questions when the time comes and can turn tricky exit transitions into an opportunity to capitalize on your lifelong investment. Making time for succession planning can be a challenge that’s often neglected in the rigors and distractions of day-today business. However, planning for the future is a present need that will maximize the current and future value of your organization. Succession planning is an important topic for the wholesale lumber industry right now, as we face—like many other trade industries—an aging leadership population. Many Baby Boomers who started, inherited or manage a business are now reaching retirement age. Often, the next

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generation family member is not interested in or capable of filling the shoes of the retiring leader. Unfortunately, our industry hasn’t always been proactive in attracting the best young talent, giving rise to the imminent need for succession planning. For a business to be able to weather the departure of a key manager or owner, the succeeding management team must possess the same level of passion for the industry, the drive to succeed and business skills necessary to sustain a winning enterprise. When you get down to the business of succession, there are two major components to consider: How can a leader assure that the organization has the talent pool to survive the exit of a key manager or retiring owner? How can an owner best capitalize on the sale of his or her company? The answer to these two questions will help get you started on your own succession plan.

The “Durable” Organization: Create a Promotable Bench

If a business creates a deep “bench” of promotable employees, it will be able to continually thrive during the natural attrition that takes place within the ranks. However, from the perspective of a future buyer, a formal employee develop-

April 2015

ment program and a deep talent pool also adds tangible value. In most cases, the new owners don’t want the entire company’s “brain trust” to leave with the departing owner. Most companies have some version of a leadership development program, even if they don’t identify it as such. It’s natural for leaders to entrust their high achievers with broader assignments, in addition to grooming them for positions of increasing responsibility. Sometimes this is an informal process within an organization. Formalize it. Even if you’re a small company and it’s a simple program, employees will be motivated by knowing where they fall on the organization career path.

Selling the Company: What Are Your Options?

For owners looking to exit their business, selling to a strategic buyer, to a financial investor or to their employees are several options to get equity out while securing the future of the organization. Selling to a strategic buyer is a common way for exiting owners to divest assets. Most of the time, the buyer will be a company you are already familiar with, such as a direct competitor or a similar company outside your trading area. Since you are both in the same business, candor between you both will be

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A Special Series from North American Wholesale Lumber Association

based on mutual knowledge of the industry and reputation. They will have a keen understanding of your business, so be sure to cover your bases by taking a look at the advice

Succession Plans

Several NAWLA-member executives contributed their succession planning recommendations:

“Identify promotable employees for specific jobs, so when an opening develops, you are prepared. You don’t want to have to scramble when a key position opens.” — D. Wayne Trousdale, CEO, Cedar Creek “Establish a leadership development program that challenges topperforming employees, helps them to develop new skills and enables the company to better evaluate their future potential.” — Craig Johnston, CEO, Forest City Trading Group “Try to create a blend of hiring from within and from the outside to balance maintaining your company’s culture with bringing in new ideas.” — Trent Balog, CEO, Taiga Building Products “Create internships with local colleges to introduce your company to upcoming graduates.” — Craig Johnston, Forest City Trading Group

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presented later in this article. A private equity firm, or financial buyer, looking to invest in the business will usually want an experienced management team in place. Pursuing this plan allows the incumbent owner to extract his or her equity out of the business. Then, the owner may exit the business entirely or, as is often the case, the owner may stay on with the company in a key leadership role. The due diligence associated with this type of transaction can be time consuming over the short term. While the acquiring firm will perform its due diligence about your company, do your part as well by learning about the investment group to ensure that they are the best fit for your employees and operations. An owner can share stock with their employees via an Employee Stock Option Program, which enables employees to become investors in the business through a retirement fund. Due to specific financial and reporting requirements, it’s important to look into hiring a financial planning firm that specializes ESOPs. Despite certain tax benefits, it is more cumbersome for the divesting owner than an outright sale of the company.

Your Succession Checklist

Whatever your company’s best strategy is to ensure a robust future, there are a few additional boxes to check before pursuing a sale. Whether you are considering turning your business over to a family member, your employees or an external buyer, you’ll want to ensure that everything is functioning smoothly. In doing so, you will maximize the sales price and pass along a business that is primed for continued success. When preparing for any major succession changes, allow plenty of time. It takes the right circumstance and timing for even the best-laid plans to germinate. Take a look at the following advice to get your company ready for the future: It’s all about the people. No

matter what path your organization decides to take, cultivate a strong management team that is well prepared for the future. The new owners will want to see a hard-working group of leaders who know the local market and the operations. Provide training and leadership development programs to help them excel. Clean up your books. Have your CPA go through all your financial records and ensure that your books are in perfect order. For a potential buyer, sloppy or incomplete financials can be a debilitating red flag. Make sure your inventory is shipshape. Get rid of your dead stock items now. They will only be a distraction later. Repair your premises. The actual brick and mortar assets also need to be in top working order. If your offices or warehouses are in a state of disrepair, fix them now or be prepared for the expense to come out of the sales price. Planning for the future of your organization is a challenging and exciting time. It provides an opportunity to look at the best means to grow your business and empower your employees. – Jim Shalvoy is v.p. of marketing for Cedar Creek, LLC and a member of NAWLA’s communications committee.

Discuss These Challenges with Industry Peers

For those already affiliated with NAWLA, I encourage you to join or start a 10 Group so that you can continue to build relationships and host conversations with peers about trends and challenges such as succession planning that lumber suppliers and wholesalers face every day. While these groups meet in-person at NAWLA events such as the Traders Market and Leadership Summit, you can reach out to another 10 Group member whenever you need his or her counsel. Learn more and get involved at www.nawla.org.

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Arizona Yard Closes Its Doors

After 66 years, Grant Road Lumber, Tucson, Az., has called it quits. Owned and operated since 1948, the owners ceased operations at both of their locations—a midtown retail store on Grant Road and contactor lumberyard on 36th Street—at the end of March. Vice president David Hauert, son of founder Sam Hauert, said the company is debt-free, but business has been sluggish. “We weren’t going to allow ourselves to get into a financial bind,” he said. “We are closing on our own terms.”

Interfor Closes Simpson Deal

Interfor has completed the acquisition of four sawmills from Simpson Lumber Co., increasing its annual lumber production capacity by 30% to 3.1 billion bd. ft. Interfor paid $94.7 million for sawmills in Longview and Tacoma (Commencement Bay), Wa.; Meldrim, Ga.; and Georgetown, S.C. Following the sale, Tacoma, Wa.based Simpson Lumber will retain Simpson Door Co. and continue its strategic review of its lumber opera-

tions in Shelton, Wa. Dave McEntee is the new president of Simpson Lumber. Betsy Stauffer, Simpson’s general counsel, is now also president of Simpson Investment Co. Allan Trinkwald is vice chair.

Peterman E pands in So Cal

Peterman Lumber has opened a new 22,500-sq. ft. warehouse in Oxnard, Ca., stocked with a wide variety of domestic and imported hardwood lumber and panel products, mouldings, and cabinet hardware. Staffed by longtime employees Eric Lowry, Chris Witbeck, Alejo Cordova, and Lisset Perez, the new facility will service Ventura County, southern Santa Barbara County, and northern Los Angeles County with a fleet of three trucks. Peterman also operates locations in Fontana, Ca.; Las Vegas, Nv.; and Phoenix, Az.

Southwest Sawmill on old

Good Earth Power AZ has yet to begin construction on a Williams, Az., sawmill it expected to have completed and in production by the end of March. The company, which contracted to thin 300,000 acres in northern Arizona

Wholesale Industrial Lumber

REEL

LUMBER SERVICE

1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806 Fax 714-630-3190 (714) 632-1988 • (800) 675-REEL 3518 Chicago Ave., Riverside, Ca. 92507

(951) 781-0564

www.reellumber.com 34

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as part of the Four Forest Restoration Initiative, announced plans late last year to add a facility on a 37-acre site that would begin milling 50,000 bd. ft. a day and ramp up from there. But site-clearing stopped in January after Good Earth had its burn permit revoked for allegedly burning wood debris unattended. When the company continued burns without an active permit, its grading permit was also revoked. Good Earth was also late in submitting a site plan, which it ultimately turned in late last month. The company blames the delay on wet weather and, with the Williams project stalled, is negotiating for a second mill site in Flagstaff, Az. Meanwhile, Good Earth is currently harvesting about 30 acres a day and has so far thinned about a sixth of the 21,595 acres it has been assigned by the Forest Service.

umber Output ising

U.S. lumber production rose 4.5% last year to reach 31.307 billion bd. ft., according to the Western Wood Products Association. In 2014, production climbed 4.3% in the West and 4.8% in the South.

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

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

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nearly zero. It is at these high temperatures that the chemical and structural changes occur in the wood that make it more dimensionally stable, as well as insect and rot resistant. Once modified, steam is introduced into the kiln in order to recondition the wood, returning its moisture content to 6% to 7%. Next, the wood is shipped to Sunset’s solar-powered milling facility, for manufacture into a range of interior and exterior products, including 2x6 decking and 1x6 exterior siding.

MS Ac uires &B Materials

PAKARI DECKING starts life as clear moulding-grade radiata pine, before thermal modification makes it lighter, straighter, more durable, and darker, similar in appearance to exotic hardwoods.

Sunset Cooks

p Modified Decking

Sunset Moulding, Chico, Ca., is now producing thermally modified decking and exterior siding. Distributed by Kelleher Corp., San Rafael, Ca., the new Pakari Decking begins as moulding-grade raw lumber, all sourced from FSC-certified radiata pine plantations. After the wood is harvested and thoroughly graded for any defects, it is moved to a specially designed kiln to begin the three-step thermal modification process. Once inside the kiln, temperatures steadily increase to around 500°, effectively dropping the wood’s moisture content to

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April 2015

Gypsum Management & Supply, the largest distributor of drywall in the U.S., has entered the California and Hawaii markets by acquiring San Diego, Ca.-based J&B Materials, Inc. and its affiliated Hawaiian operation, Pono Building Materials, LLC. J&B operates branches in El Cajon, El Centro, Escondido and Riverside, Ca., plus Pono in Honolulu, Hi. Products include drywall, stucco, lath, plaster and fasteners. “We are pleased to bring J&B Materials and Pono Building Materials into the GMS family,” said Mike Callahan, president of Tucker, Ga.-based GMS. “Their commitment to delivering exceptional service, knowledgeable personnel, and an expansive product suite with a focus on safety fits well within our culture. This partnership provides us with an excellent opportunity to expand our service area into California and Hawaii. while enhancing our West Coast coverage.” J&B president Bob Young and v.p. Jeff Young will stay on with GMS.

Building-Products.com

Montana

ets New

ardware Store

Murdoch’s Ranch & Home Supply, Columbia Falls, Mo., will break ground this April. The 46,000-sq. ft. store will be similar in size and layout to Murdoch’s store in Kalispell, Mt., and will employ 35 to 50 full- and part-time employees, with seasonal staff to be added in the summer and in the late third or fourth quarter of the year. President and CEO Rick Ungersma said the new location will be the corporation’s 11th store in Montana and the only new store to be built in Montana this year. The store is slated to open sometime this October or November.

Masco Spinning Off Install Divisions

Masco Corp., Taylor, Mi., will spin off its installation companies later this year as TopBuild Corp., to be based in central Florida and listed under the ticker symbold BLD. Comprised of its Masco Contractor Services and Service Partners divisions, it will have over 190 installation branches and 70 distribution centers, headed by Jerry Volas as CEO, Robert Buck as president, and John Peterson as CFO. Service Partners will continue to operate under its current name, but MCS will be retitled TruTeam.

FORMER MERCHANT MAGAZINE publisher David Cutler and his prize possession were recently profiled by the Orange County Register. Since retiring in 2001, Cutler has devoted considerable time (and funds) tending to a pristine 1954 Chrysler New Yorker Deluxe, which was purchased new by his mother.

Correction

Claudia Lima was recently honored as Lumberman of the Year by the Humboldt Hoo-Hoo Club, not by the Black Bart club, as errorneously reported last month.

Complete Wood Protection BoraSol MC™ for Surface MOLD & MILDEW … Long Lasting

BoraSol WP® for Wood Boring Insects & Interior Wood Rot … Permanently

SEE the Advantages Safe Effective Economical ®

www.qualityborate.com 38

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April 2015

3690 Orange Place • Suite 495 • Cleveland, OH 44122 Toll-Free BO ATES (267-2837) • Fax 216-464-8619

Building-Products.com

MOVERS & Shakers Rick Anderson, ex-Idaho Pacific Lumber, has joined Allura USA, as Boise, Id.-based multifamily segment mgr. and territory sales mgr. for Idaho, Utah and Hawaii. Thomas Carlile, who recently retired as CEO of Boise Cascade, Boise, Id., was named chairman, succeeding Duane McDougall. Steven C. Cooper, CEO, TrueBlue, Tacoma, Wa., was elected to Boise Cascade’s board. Alex Yoshida, ex-Matheus Lumber, is a new product mgr. in the Phoenix, Az., area.

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Jory Thomas is new to sales at Golden State Lumber, Brisbane, Ca. Rand Henrichs, ex-Capital, joined the cedar specialties group at Sherwood Lumber, Lake Oswego, Or. Matt Equinoa, ex-Atrium Windows & Doors, has been named branch mgr. of Lansing Building Products, Gresham, Or. Paul Ramirez is a new product mgr. at OrePac Building Products, Ontario, Ca. Mike Keldorf is new to Capital Forest Products, Portland, Or.

April 2015

Andy Prause is the new branch mgr. at Meek’s Lumber & Hardware, Gardnerville, Nv. Paul LeFevre has been appointed branch mgr. for RWC Building Products, Fontana, Ca. Keri Thurston, ex-Rugby Architectural Building Products, is now product sales mgr.-stile & rail at Lemieux Door, Salt Lake City, Ut. Jose Benitez is a new mgr. trainee at 84 Lumber, Beaumont, Ca. John Lamb has been appointed v.p. and chief financial officer of Pope Resources, Poulsbo, Wa., effective April 20. He succeeds Tom Ringo. Laura Clise has been named directorsustainability for Plum Creek Timber Co., Seattle, Wa. Bart Bender, ex-Ainsworth, has been appointed senior v.p.-sales & marketing for Interfor, Vancouver, B.C., succeeding Steven Hofer, who is now senior v.p.-U.S. Northwest operations. Mark Bice is now Southeast real estate & acquisition mgr. for Potlatch Corp., Spokane, Wa. He is based in Birmingham, Al. Clark Spitzer, v.p. of marketing, Snavely Forest Products, has added the title of senior v.p. Angela Ballisty has been appointed to head of strategic marketingAmericas for Arch Wood Protection, Atlanta, Ga. Thomas B. Highley was named president and CEO of Guardian Building Products, Greenville, S.C., succeeding Steven Ziessler. Vicki Worden is now executive director of the Green Building Initiative. Delbert Tanner will replace Robert Evans as chairman of Huttig Building Products, St. Louis, Mo., after Huttig’s annual meeting April 27. Paul Kovach, commercial sales mgr., Spenard Builders Supply, Anchorage, Ak., and Randy Johnson, general mgr., Polar Supply, Anchorage, were appointed to the board of the Alaska chapter of Associated Builders & Contractors. Julie Borg, owner, Borg Lumber, Pleasanton, Ca., will serve as an advisor to Sunflower Hill, a nonprofit seeking to create a residential community for individiuals with special needs. Kent C. Strait is administering the new vision insurance program at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Building-Products.com

Smart am Proposes Building World s argest C T Plant

SmartLam, Columbia Falls, Mt., proposed building a huge new crosslaminated timber manufacturing plant at the Columbia Falls Industrial Park north of town. “We plan to quadruple our capacity, which will make us the largest CLT plant in the world,” general manager Casey Malmquist said. Most of the massive panels are currently sold to the oil industry for drilling rig platforms, bridges and

roadways, but SmartLam would like to market CLTs for building construction, as is common in Europe.

Mi ed

se True alue Opens

A ribbon cutting ceremony was held March 13 to celebrate the grand opening of Logan’s Market, Redmond, Or., a 42,000-sq. ft. superstore, pairing groceries with a True Value Hardware franchise. Owner Logan Hamilton operates four other stores throughout the Northwest.

New Owners Opt for Ace

Panhandle Creek Hardware & Lumber, Red Feather Lakes, Co., has remodeled and reopened under new ownership as an Ace Hardware. Michelle and Larry White, who acquired the business last year, also purchased two adjacent lots, to build the new showroom and for future expansion.

APP Watch

App: CUTLIST PLUS Produced by: BRIDGEWOOD DESIGN Price: Free Platforms: iOS, Android A new app from Bridgewood Design LLC makes diagrams accessible and portable no matter if the user is in a hardware store or lumberyard. The app allows professional users to view their cutting diagrams and shopping lists on handheld devices. Users can transfer optimized cutting diagrams, parts and bill of materials created on the CutList Plus desktop software to the apps via Drop Box or email. Checkboxes allow users to keep track of parts cut and materials purchased. Althought the app is free, CutList Plus offers expanded editions, ranging from the $39 express package, which allows diagrams to be created for up to 25 different parts, to the $499 Platinum Edition, which allows professionals to handle unlimited part per project. – Download from iTunes App Store or Google Play

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FAMILY Business By Bill Babb

Life insurance in the family business

like many of our family business clients, you may feel that your life insurance needs have changed in the time since you purchased your policy. Relaxed estate tax laws and our new economic realities could mean that coverage you purchased for the purpose of paying estate taxes or to fund a buy-sell agreement may be more or less than you currently need. So the question is: just how does a family owned business member go about assessing his insurance needs? F YOU ARE

The first step is a policy audit. If you are a trustee of a trust-owned policy, one of your fiduciary responsibilities is to ensure that the trust assets are prudently managed; therefore a regular review of needs—and options available to satisfy those needs—is strongly advised. Partly because of the way life insurance commissions favor sales over ongoing service and partly because life policy reporting rules are much less stringent than most other investment products, family business advisors and their clients are usually quite unaware of how the policies are performing. If issued 10+ years ago, it is likely the illustration you were shown when you purchased the policy is not reflective of today’s reality due to dramatically lower interest rates. This means that, unless something changes rather dramatically, you could very well outlive your insurance policy! What if I now have sufficient liquid assets to pay estate taxes? If, for estate planning or other reasons, you no longer

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have a need for the life insurance coverage, simply evaluate the policy as you would any other asset in your investment portfolio. We know two things about life insurance: death benefits are (1) guaranteed and (2) income tax free IF the ownership/beneficiary arrangement was properly executed. The only question is the timing of when your beneficiary will receive the benefit. New polices typically have a 4%6% annual return on the death benefit if you live to normal life expectancy. Mature policies generally have a return significantly higher than that. If you can afford to pay the premium, the policy may very well be a great deal for your heirs. If, on the other hand, the owner/beneficiary designations or other technical aspects are not properly structured, your heirs could be in for quite a shock! What if I don’t want to pay any more premiums? You have several options that may be available to you: 1. Surrender the policy for the cash value. If you have loans against the policy, beware. You could trigger an ugly income tax event upon surrender. 2. If you have a whole life policy, you could convert it to a “reduced paid-up” policy. You would then have a reduced death benefit policy which would require no future premium. 3. Exchange your policy for an annuity to deliver a lifetime of income. This option would allow you to convert the policy cash value to an income stream and, if properly structured, can be done without triggering immediate income tax. 4. Sell the policy to a third party. Did you know that there are institutional buyers of existing life insurance policies? Depending upon your age and life expectancy, a third party might pay significantly more for your policy than the insurance company would upon surrender. Even a term insurance policy may be of interest to some buyers, so seek advice before allowing a policy to lapse for no value! A life insurance contract is valuable property and needs to be monitored and managed like any other financial asset. Carefully consider your personal and family business needs and objectives before making decisions. And, if you need help in evaluating the product’s performance, get it! These financial instruments and the rules governing them are much too complicated to make their examination a do-ityourself project. – Bill Babb is a senior consultant at The Family Business Institute, Raleigh, N.C.; www.familybusinessinstitute.com. Building-Products.com

Working for you.

Teresa Clark Engineered Wood Shipping Supervisor, 12 yrs.

Engineered Wood Products Real Wood Siding www.Roseburg.com 800.245.1115

Lumber

Softwood Plywood |

Particleboard

ASSOCIATION Update Mountain States Lumber & Material Dealers Association welcomed Dan Lowe, Alpine Lumber Co., as its new president and Paula Ervin, Rendall Lumber & Hardware, as president-elect and secretary. Immediate past president Dennis Gardner, Orepac Building Products, remains on board. Dena Cordova Jack, BlueTarp Financial, was named treasurer; Max Guetz, Alpine Lumber, national director; Scott Yates, Denver Lumber Co., national 1st vice-chair; Walter Foxworth, Foxworth Galbraith Lumber, director and national alternate; John Martin, A.D. Martin Lumber Co., director; and Sam Yates, Denver Lumber Co., CO council chairman. Associate directors include Eric Hill, Boise Cascade; Richard Goering, Bona; and Jim Disavero, Humboldt Redwood. The association also honored three longtime participants as honorary lifetime members: Johns E. Gunzer, Front Range Lumber; Don Herbel, Austin Hardwoods; and Kip Oram,

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Alpine Lumber. MSLBMDA kicked off a Best Practices webinar series April 9, running until June 11. Terri Tucker, president of E-Cubed Consulting, will instruct the two-month long series, designed to touch on various financial principles in-depth, including inventory management, ratio analysis, and preparing the right kind of budget for your business. West Coast Lumber & Building Material Association is sizing up the field for its annual associates/dealers golf tournament June 4 at Rancho Solano Golf Course, Fairfield, Ca. Tacoma Olympia Hoo-Hoo Club is holding its industry old timer’s meeting May 5 in Tacoma, Wa. Association of Millwork Distributors is now going by World Millwork Alliance. The association will be hosting plant tours April 19-20 at their location in Houston, Tx. Following the

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tours will be a golf tournament at Wild Cat Golf Club, Houston, Tx. Moulding & Millwork Producers Association is gearing up for its annual meeting at The Lodge at Sonoma Resort & Spa, Sonoma, Ca., April 19-23. The meeting will include education coupled with committee meetings and optional activities. Keynote speakers will touch on various industry topics, involving financial outlooks and market updates, and a raw materials supply presentation will be given by a panel of industry experts.

chair/treasurer Phil Donaldson, Andersen Corp.; executive committee door representative Robert Lewis, Masonite International; executive committee window rep Steve Tourek, Marvin Windows & Doors; and executive committee supplier rep Jeff Shilakis, HOPPE North America. Wood Machinery Manufacturers of America is gearing up for its woodworking industry conference April 2124, at Grand Hyatt San Antonio, San Antonio, Tx.

Kitchen Cabinet Manufacturers Association’s annual convention will be held at The Meritage Resort & Spa, Napa, Ca., April 26-29. Hardwood Plywood & Veneer Association is hosting its spring conference May 17-19 at Monterey Plaza Hotel & Spa, Monterey, Ca. Material Handling Equipment Distributors Association is hosting its annual convention April 18-22 at JW Marriott San Antonio Hill Country, San Antonio, Tx. Speakers will address handling equipment industry trends and best practices in management, recruiting, sales, demographics and technology. National Wood Flooring Association will celebrate its 30th anniversary at their annual conference and wood flooring expo April 28-May 1 in St. Louis, Mo. Expo attendance has been growing 30% per year over the last three years. NWFA is currently constructing a website for the event that will be available in the upcoming weeks. Window & Door Manufacturers Association elected Al Babiuk, Loewen Windows, as 2015-2017 chair during last month’s spring meeting and legislative conference in Washington, D.C. He succeeds Steve Donner, Weiland Sliding Doors & Windows. Joining Babiuk on the executive committee are vice

Building-Products.com

888-807-2580 Bend, OR

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

“Focused on the future with respect for tradition”

April 2015

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Norbord Ainsworth OSB Mega Merger Nears Close

Thanks to our customers and vendors as we begin our 30th 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

4685 BROOKHOLLOW CIRCLE, RIVERSIDE CA 92509

877-369-2327 • 951-727-1767

Norbord, Toronto, Ont., and Ainsworth Lumber Co., Vancouver, B.C., expected their proposed merger would close by March 31, 2015, after passing a final hurdle—a review by the Antitrust Division of the U.S. Department of Justice. Under the deal, Norbord will acquire all of the outstanding common shares of Ainsworth in an allshare transaction.

TimberSI

oses Court Case

A Virginia judge has removed Karen Slimak as manager of Timber Treatment Technologies, Greenville, S.C., the company she founded a decade ago to produce TimberSIL glass-infused wood. Although she was permitted to “retain membership” in TTT, Slimak was also forced to pay back $225,000 that had been diverted to another company she owned, $75,000 in tax penalties, and nearly $5,000 to former employees on breach-of-contract claims. She also lost her $200-million counter-suit accusing former employees and investors of allegedly conspiring to destroy her business by stealing its trade secrets to form competiting companies. Shareholders, however, who have invested hundreds of thousands of dollars in the company, called it a “hollow victory,” since they received nothing. TTT’s phone is no longer in service and its manufacturing plant has been idled. Over the years, TTT was also sued by distributors, plagued by complaints of product issues, and changed its sodium silicate formula.

Gemini Forest Products Specializing in forest products for industry professionals

Los Alamitos, CA 562.594.8948

Shasta Lake City, CA 530.276.7197

San Francisco, CA 415.859.5544

www.geminiforest.com

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Industrial and Treated Lumber Specialists 

April 2015

Building-Products.com

NEW Products

Multi-Purpose Paint Sprayers

Dominating Power Saws

Titan’s FlexSpray HandHeld is a multi-tool used for painting pros with a combination of power, control and versatility. The handheld delivers the power of an airless sprayer with the control of an HVLP. It is capable of spraying all types of coatings for interior, exterior and fine finishing jobs.

Dewalt’s DCS391L1 Circular Saw Kit is designed with a central motor that delivers power and speed, making the most demanding cuts possible with ease. Its high-strength and lightweight magnesium shoe provides job site durability for long- term cut accuracy, and optimized rubber over-molded comfort grip delivers optimal balance and control.

 TITANTOOL.COM (800) 526-5362

 DEWALT.COM (800) 433-9258

Building-Products.com

April 2015

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Modern Windows, Old-Style Look

Siding with Stability

Boral’s new TruExterior Trim Skirt Board is designed to complement a variety of siding products including pine, cedar and fiber cement. The product creates the required clearance between siding and grade. It is suitable for ground contact, won’t rot, crack or split with moisture, and maintains the utmost level of dimensional stability. Available in 6” and 8” widths and two thicknesses, the skirt board comes with either a smooth or woodgrain textured face.

The Next Generation Ultimate Double Hung window by Marvin Windows & Doors meets Energy Star’s stringent requirements for the Most Efficient designation. The window is traditional-looking, but combines modern state-of-the-art technology with Marvin’s craftsmanship. The window’s multi-point locking system locks directly into the jamb, preventing draftiness and improving structural performance, resulting in a more air-tight window.

 BORALAMERICA.COM (404) 524-3075

 MARVIN.COM (888) 537-7828

beautify

Clean contemporary lines. Simple to assemble ProBuilt™ railings from BW Creative www.bwcreativerailings.com

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Building-Products.com

Reversible Plywood Beadboard

Patriot Timber Products’ RevBead reversible plywood beadboard represents a new and revolutionary concept in plywood beadboard. The face has a clear, smooth radiata pine veneer with a 2” oncenter V-bead pattern, ideal for stain-grade applications. The reverse side has a primed surface with a 1.6” on-center V-bead pattern ready to use for paint-grade applications.  REVBEAD.COM (336) 299-7755

Can Take the Heat

ToughRock Fireguard X and Fireguard C gypsum boards are designed for direct mechanical attachment to wood or metal framing in building assemblies with a designated fire-resistant rating. The noncombustible, dimensionally stable gypsum core has been reinforced with glass fibers, increasing its strength and resistance to the passage of heat.  BUILDGP.COM (800) 225-6119 Building-Products.com

April 2015

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WHAT YOU WANT. WHEN YOU NEED IT. Timbers Green & K.D. Export

Dimension Lumber Treated Products Domestic

Pumped Up Business Software

Manke Lumber Company is familyowned and has been serving the needs of the lumber industry since 1953. We take pride in milling and stocking quality lumber in a full range of commodity sizes and larger dimension timbers. We also answer your market needs for a wide variety of treated lumber products. Our forest products are milled from carefully harvested Northwest trees ready for distribution to you—on time and at the right price. Located in the Port of Tacoma, we have ready access to deep water shipping, rail heads or trucking terminals for longer haul loads. Manke operates its own fleet of trucks and is at your service for straight or mixed loads by truck, rail or sea. We manufacture primarily Douglas fir and western hemlock, including • 2x4 thru 2x12, Lengths 8-20’ • 3x4 thru 3x12, Lengths 8-26’ • 4x4 and wider, Lengths 8-26’ • 6x6 and wider, Lengths 8-26’ • 8x8 and wider, Lengths 8-26’ • Timber sizes up to 12x12

Manke Lumber Company Call 1-800-426-8488

1717 Marine View Dr., Tacoma, WA 98422

Phone 253- 572-6252

Fax 253-383-2489

www.mankelumber.com

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April 2015

Epicor BisTrack version 4.5 has been released, featuring over 1,100 improvements that simplify the management of a LBM business. Key new features include product batches (for quickly segregating inventory into specific lots or locations), sub-assembly manufacturing and scheduling kits (to streamline all facets of door and millwork production, from sales order entry to complex, multilocation manufacturing and scheduling), Smart Click functionality (to customize the way dealers work with their data), and offline point of sale (to run POS checkouts in an offline mode, so dealers can keep the doors open and maintain business continuity during emergencies or periods of network disconnect).

 EPICOR.COM

(888) 463-4700

Unique Doors & Vintage Accents

Signet Fiberglass Entry Doors by ProVia evoke days of yesteryear, and offers authenticity with the accents—Speakeasy, Hinge Straps, and Calvos. Made of durable flat black aluminum, the features can be combined with Knotty Alder for the ultimate rustic or antique style.

 PROVIAPRODUCTS.COM (800) 669-4711

Waterproofing Stain in a Can

Thompson’s WaterSeal is now offering new line extension—a waterproofing exterior stain in a convenient aerosol can. The line comes in five colors that correspond to the colors in Thompson’s waterproofing stain line. The stain is great for small projects, such as window boxes, planters or railings on a deck makeover.

 THOMPSONSWATERSEAL.COM (800) 367-6297

Building-Products.com

Wood Products with Craftman Finish

KEM Aqua Earth Tones exterior siding topcoat by SherwinWilliams provides a blend of two tones that creates a multi-hued, natural look rather than a flat painted surface. The hue is designed for application on composite and fiber cement siding and trim and is available in 21 unique colors.  FYPON.COM (800) 446-3040

Cutting-edge Ladders

Werner’s Fiberglass Podium Ladder features an extra-large standing platform, allowing the user to face any direction. Its wrap-around guardrail provides an extra point of contact, and a HolsterTop organizes tools at the top of the ladder where they are needed.  WERNERCO.COM (800) 825-5382

Fast-Dry Concrete

DriTac Eco-DriBloc Premium Green Moisture Control & Adhesive Isolation Membrane by DriTac Flooring Products is made for resilient flooring installations. A fast-drying, single-component concrete moisture control system, installers are able to apply a moisture mitigation system and install their resilient floor on the same day with only a three-hour dry time.

A high-density PVC crosshead pediment profile from Versatex is easy to cut, miter and install, and is compatible with standard millwork tools, techniques and materials. The product is individually wrapped in 16-ft. lengths with a smooth matte finish.

 DRITAC.COM (973) 614-9000

 VERSATEX.COM (724) 857-1111

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Brushless Drywall

April 2015

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WESTERN PRODUCERS Photos by The Merchant

WESTERN WOOD Products Association presented [1] Master Lumberman honors during its annual meeting March 1-3 at Portland Marriott Downtown Waterfront, Portland, Or. [2] Scott & Sandy Hill. [3] Matthew Goughnour, Brett Bauer. [4] Steve Swanson. [5] Grace &

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Kevin Cheung. [6] Mike & Vickie Ramsey. [7] Bob Mai, Chuck Roady. [8] Robert West. [9] Robert Landau, Pat Harris. [10] Aaron Sulzer. [11] Kevin Mason. [12] Frank & Connie Stewart. [13] Richard Mills. [14] Karen & Jerry Lawson. [15] Fritz & Linda Mason. [16] Marc April 2015

Brinkmeyer, Steve Zika, Ofer Heyman, Chris Matier. [17] Jon Anderson, Paul Jannke. [18] Russ & Bev Tuvey, Sally-Ann Hobart, Mike McGuigan. [19] Steve Brandt. [20] Ron Holen, Russ Hobbs. (More photos on next page) Building-Products.com

WESTERN PRODUCERS Photos by The Merchant

WWPA MEET (continued from previous page): [21] Russ Vaagen, John Branstetter, George Hutchison. [22] Mike Gruenke, Rick Palmiter, Jim Vandegrift, Steve Wilson. [23] Eric Schooler, Mike Zojone, Dave Andrea. [24] Patrick Adams, Mark Young. [25] Jean Anyan, Dyanne Martin. [26] Dan Uskoski. [27] Tim Stovall, Ed Cunningham. [28] Art Andrews, Gary Pittman. [29] Bruce & Janet Daucsavage, Wally van Valkenburg. [30] Marc Saracco, Dan Building-Products.com

Claridge, Scott Elston. [31] Duane Vaagen, George Emmerson. [32] Paul Grabarek, Matt Dierdorff. [33] Kevin Huffman, Rock Belden, Donald Larson. [34] Scott Elston, Kent Marky. [35] Adrienne & Kevin Binam. [36] Joe Luchsinger, Jamie Trenter, Peter Johnson. [37] Dee Shaffer, Debbie Vaagen. [38] Daniel Lavendar, Pat Grady. [39] Doug Hanson, Chuck Casey.

April 2015

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NAWLA REGIONAL MEETING Photos by The Merchant

NORTH AMERICAN Wholesale Lumber Association recently hosted its Portland, Or., regional meeting. [1] Billy Culver, Sarah

ď Ž

The Merchant Magazine

ď Ž

Townsend. [2] Kent Beveridge, Buck Hutchison. [3] David Lee, Matt Jackson, Mark Jackson. [4] Mark Saracco, Patrick Adams. [5]

April 2015

Preston Johnson, Kalayna Crook, Tom Rogers. [6] Jim Adams. [7] Ginger Stinson, Cami Waner. [8] Dave Cochenour, Brian Kirwan, Paul Owen. [9] Kevin Dodds, Brian Bippes. [10] Aly Kingsley, Kara Starks. [11] Kathy Orlowski. [12] John Branstetter, Grant Phillips, Duane Vaagen. [13] Steven Chercover. [14] Scott Elston, Steve Killgore. [15] Eric Schooler, Carter Stinton. [16] Jeff Moore, Reid Schooler. [17] Jim Vandegrift, Spencer McKinnon, Kip Anderson. [18] Kevin Clausen. [19] Shawn Church, Karin Saldana, Pete Malliris. [20] David Bernstein, Chris Beveridge. (More photos on next page) Building-Products.com

ets Prison

Photos by The Merchant

A former office manager of Garrett Hardware’s stores in Windsor and Healdsburg, Ca., was sentenced to three years and four months in prison for embezzling $350,000 over the course of six years. Glynis Susan Lewis, 45, was also ordered to pay $415,819 in restitution to the firm. An investigation was launched after Garrett Hardware’s business owners discovered irregularities in Lewis’ accounting practices in October 2013. Eight months later, she was arrested and later charged with grand theft, money laundering, and possession of stolen property. The six-month investigation determined Lewis took money from daily cash deposits between 2006 and November 2012. She pleaded no contest to grand theft on Jan. 15. Superior Court Judge Robert LaForge handed Lewis a lighter sentence, primarily due to the fact that she had no prior record and took responsibility for her actions early in the court proceedings. When Lewis learned she was under investigation, she wrote a letter of apology with an admission statement, and resigned. After the sentencing, Garrett controller Diane Anderson expressed concern for the stores’ employees, saying that they were the real victims of the theft. Many suffered major wage losses due to their hours being cut for years and, Anderson said, those employees won’t receive restitution.

NAWLA REGIONAL MEETING

Embezzler

NAWLA (continued from prior page): [21] Scott Cantonwine, Jeff Morris, Dave Stinson, John Percin. [22] Lee Jimerson, Jerry Lawson,

Wayne Holm. [23] Marilyn Thompson, Chuck Casey. [24] Joseph Thomas, Scott Gascho, Rex Vonnahme. [25] Frank Forward, Gunnar Brinck.

Distributed by ACCOYA modified wood was chosen as the primary material for refurbishing the porch during a massive rehabilitation of Theodore Roosevelt’s Sagamore Hill house in Oyster Bay, N.Y. Built in 1885, the “Summer White House” is one of the most popular destinations in the national park system, with tens of thousands of visitors each year. Accoya was selected for its sustainability, durability, stability and compatibility with the original porch materials. The home will reopen in July. Building-Products.com

P.O. Box 1802, Medford, OR 97501 • (541) 535-3465 • Fax 541-535-3288

www.normandist.com

Superior Service, Products & Support

April 2015

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The Merchant Magazine

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LMC ANNUAL Photos by The Merchant

80 YEARS IN THE MAKING: Lumbermens Merchandising Corp. celebrated its 80th annual tradeshow March 4-6 at Sands Expo Center & Venetian Hotel, Las Vegas, Nv. [1] Leslie Southwick, Kris Lewis. [2] Jeremy Hoel, Jeff Green, Mike Butler. [3] Jeremy Johnson, Jay Wrenn. [4] Pat Patranella, Ryan Williams, Mike Carey Dave Klekamp. [5] Jim Vandegrift, Cole Richeson. [6] Grant Phillips, Kevin Dodds, Mark Mitchell. [7] Rick Kessler, Nate Johnson. [8]

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April 2015

Dale Mollenhauer, John Quinn. [9] Dave Safirstein, Jack Opdyke, Dennis Sullivan. [10] Bo Bryant. [11] Chuck Casey, Lisa Martin. [12] Susan & Neal Grubbs. [13] Bob Green. [14] Greg Elliott, P.J. Ashy, Michael Ashy, Lynn Barnett. [15] Natasha Warren, David Welborn. [16] Darin Curran, Lou Taback, Scott Marshall, David Strang. [17] Kathleen Tell, Lou Scarfo, Denise Stack. [18] Roy Deans, Steve Grohowalski. (More photos on next page) Building-Products.com

LMC ANNUAL Photos by The Merchant

MORE LMC: [19] John Assman, Steve Gaeckle, Bob Appelgate, Malory Hillhouse, Gary Pittman. [20] Pete Schiffers, Keith Abbott. [21] Joe Angelo, Barbara Hart, Bob Mai. [22] John Smith, Steve Firko. [23] Ken Jolliffe, Bob Mackie. [24] Mark & Erika Swinth, Brett Slaughter. [25] Phil Herman, Gary Roth, Steve Page. [26] Jim Powell. [27] Terry Secrest, Wayne Miller, Colby Mayeaux. [28] Susie & Bob Goldstein. [29] Greg Wilkinson, Tony Weinmuller. [30] Jim Caldwell, Jonathan Wiereago, Jack Delany. [31] Jimmy Welch, Mike Rasmussen. [32] Mark Dippel, Andy Faircloth. [33] Scott Ballantyne, Lorraine Fincher, Andrea Cowell, Rick Fortunaso, Jennifer Raworth. [34] Larry Lang. [35] Earl Downing, Reed Rediger. [36] Stephen McCarthy, Jay McCarthy, Praveen Sood, Kellen Driscoll. Building-Products.com

April 2015

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The Merchant Magazine

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IN Memoriam Robert Lee “Bob” Reinhart, 72, former executive for Boise Cascade, Boise, Id., died March 23 following a brief illness. After serving in the U.S. Army in Korea, he earned a master’s degree from the University of Wyoming. Joseph Philip “Joe” Cleary, 94, former co-owner of Fisher Hardware & Lumber, Santa Monica, Ca., and Malibu Lumber, Malibu, Ca., died March 10. After enrolling in the California Maritime Academy, he commanded several Liberty class ships during World War II. He and partner Bob Severs operated the yards for 30 years, before selling to Weyerhaeuser in 1980. Loy Lavern Recek, 91, former coowner of Hicks Lumber Co., Salinas, Ca., died March 17. After serving as a Naval officer and aviator during World War II, he was a partner in Hicks from 1945 to 1982. Richard Lee Franz, 95, former coowner of the Oscar Franz Lumber Co., Coos Bay, Or., died Feb. 26. After serving overseas as a U. S. Army mechanic during World War II, he began working for his father’s sawmill in Coos Bay. In 1949, he part-

nered with his father to form Oscar Franz Lumber, later selling the property to Sause Bros Towing Co. He last worked for Coos Bay Supply Co., Coos Bay, retiring in 1973 at age 53. William Melvin “Bill” Blum, 88, former executive v.p. and land and timber manager for Hemphill-O’Neill Lumber Co., Chehalis, Wa., died March 3. During World War II, he joined the U.S. Navy at 17 and served on the Destroyer USS John Rodgers. After working as a timber faller and sawyer, he became general manager for Holman Lumber Co., Napavine, Wa., before becoming an executive with parent company Hemphill-O’Neill. Karen Rae Lowery, 79, former co-owner of Stone Fuel & Lumber Co., Willamina, Or., died Feb. 26. She and her then-husband, Charles Baker, ran the firm through the 1970s. Lowell W. “Dick” Bashaw, 90, retired salesman with Orofino Builders Supply, Orofino, Id., died Jan. 23. He entered the timber industry right out of high school, but soon after joined the U.S. Army to fight in Germany during World War II. After the war, he returned to Grangemont, Id., to work at the Band Mill and Johnson’s Mill. In 1951, he was hired by Crockett’s Hardware, Orofino, and

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

SA E

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• Several models available • Balanced for ease of handling • May be modified to your specifications See our full product line at www.BerkoftMfg.com

BERKOT MFG. CO., INC.

11285 Goss St., Sun Valley, CA 91352 • Phone (818)767-5555 Manufactured in the U.S. since 1954

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April 2015

then Orofino Builders Supply, before retiring in 2006. Alejo Babauta “Long” Meno, 76, retired sales manager for the hardware department at Trojan Lumber Co., Kailua Kona, Hi., died Feb. 23. A native of Guam, he served as a U.S. Army sergeant first class before joining the hardware industry. Bobby G. “Bob” Davis, 81, former owner of Southgate Building Supply, Sacramento, Ca., died March 4. He served in the U.S. Army during the Korean War. In 1961, he formed the lumber company with Jim Loomis and six years later bought out his partner. He converted it to a glass shop in 1986 and passed it on to his son, Scott, 10 years later. Lawrence L. Wright, 82, 36-year employee with Stock Building Supply and its predecessor Anderson Lumber, Brigham City, Ut., died of pancreatic cancer March 1.

E P WANTED

LUMBER PRODUCT MANAGER – LATHROP, CA. Boise Cascade, a leading building materials distributor, has an opening for a Lumber Product Manager at our Lathrop, Ca., location. Manages commodity lumber/related items for inventory through purchase, pricing, shipment, and sells direct railcars and truckloads of commodity items to customers. Maintains direct control over purchasing, pricing, and inventory levels of assigned products to maximize warehouse sales and gross profit. Develops and introduces marketing plan/promotions on new and assigned products for sales associates and customers. Solicits direct and warehouse sales of all commodity products to customers. Requires bachelor’s level degree in business or marketing, or equivalent experience. Strong lumber background with a minimum of five years in purchasing, sales or product management. Candidate must have strong oral and written communication skills and the ability to work independently or with teams/groups. Must be proficient in utilizing software applications necessary for performing job responsibilities. Boise Cascade is committed to Total Quality and offers an excellent compensation package. If you meet the above qualifications, apply online at www.bc.com. (Job ID #6298) Boise Cascade is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, national origin, protected veteran or disability status.

Building-Products.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.

Do it Best Corp. – May 16-18, spring market, Indianapolis Convention Center, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com.

American Wood Protection Assn. – April 12-14, annual meeting, Asheville, N.C.; (205) 733-4077; www.awpa.com.

Hardwood Plywood & Veneer Association – May 17-19, annual convention, Monterey Resort & Spa, Monterey, Ca.; (703) 4352900; www.hpva.org.

Tacoma-Olympia Hoo-Hoo Club – April 15, board meeting, Tacoma, Wa.; (253) 531-1834.

Tacoma-Olympia Hoo-Hoo Club – May 20, board meeting, La Quinta Inn, Tacoma, Wa.; (253) 531-1834.

Material Handling Equipment Distributors Assn. – April 18-22, annual convention & show, San Antonio, Tx.; (847) 680-3500; www.mheda.org.

Transload Distribution Association – May 19-21, conference, Westin on Canal, New Orleans, Il.; (503) 656-4282; www.transload.org.

World Millwork Alliance – April 19-22, plant tours and golf event, Houston, Tx.; (727) 372-3665; www.amdweb.com.

Composite Panel Association – May 31- June 3, spring meeting, Hyatt Regency Coconut Point, Bonita Springs, Fl.; (703) 7241128; www.compositepanel.com.

Moulding & Millwork Producers Assn. – April 19-23, annual business meeting, Lodge at Sonoma Resort & Spa, Sonoma, Ca.; (800) 550-7889; www.wmmpa.com. Wood Machinery Manufacturers of America – April 21-24, woodworking conference, Grand Hyatt San Antonio, San Antonio, Tx.; (443) 640-1052; www.wmma.org.

West Coast Lumber & Building Material Association – June 4, golf tournament, Rancho Solano Golf Course, Fairfield, Ca.; (800) 266-4344; www.lumberassociation.org. National Lawn & Garden Show – June 9-11, Embassy Suites, Dallas-Frisco, Tx.; (888) 316-0226; www.nlgshow.com.

Black Bart Hoo-Hoo Club – April 25, annual poker tournament & BBQ, Burgess Horse Barn, Healdsburg, Ca.; (707) 889-0049; www.blackbarthoohoo181.org.

Forest Products Society – June 10-12, convention, Georgia World Congress Center, Atlanta, Ga.; (855) 475-0291; www.forestprod.org.

Los Angeles Hardwood Lumberman’s Club – April 25, day at the races, Santa Anita Racetrack, Arcadia, Ca.; (626) 445-8556; www.lahlc.net.

Western Wood Preservers Institute – June 14-16, summer meeting, Teton Mountain Lodge, Teton Village, Ca.; (360) 693-9958; www.wwpinstitute.org.

Kitchen Cabinet Manufacturers Association – April 26-28, annual convention, Meritge, Napa, Ca.; (703) 264-1690; www.kcma.org. National Wood Flooring Association – April 28-May 1, conference & wood flooring expo, Edward Jones Dome, St. Louis, Mo.; (800) 422-4556; www.woodfloors.org. International Wood Composites Symposium – April 30-May 1, Seattle, Wa.; (800) 942-4978; www.woodsymposium.wsu.ed. Olympic Logging Conference – April 30- May 2, Victoria, B.C.; (360) 202-7014; www.olympicloggingconference.com. Tacoma-Olympia Hoo-Hoo Club – May 5, industry old timer’s meeting, La Quinta Inn, Tacoma, Wa.; (253) 531-1834. National Hardware Show – May 5-7, Convention Center, Las Vegas, Nv.; (888) 425-9377; www.nationalhardwareshow.com. International Wood Markets Group – May 7, Global Softwood Log & Lumber Conference, Fairmont Hotel, Vancouver, B.C.; www.woodmarkets.com. Los Angeles Hardwood Lumberman’s Club – May 7, election meeting, Moreno’s, Orange, Ca.; (626) 445-8556; www.lahlc.net. Southern California Hoo-Hoo Club – May 15, 6th annual Don Gregson Memorial Golf Tournament, San Dimas Golf Course, San Dimas, Ca.; (323) 559-1958; www.hoohoo117.org.

C&E

MBE

COMPANY 1 1/2” to 12” Diameter in Stock.

SPECIAL QUOTES

Building-Products.com

April 2015

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The Merchant Magazine

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ADVERTISERS Index

IDEA File

Accoya [www.accoya.com] ...........................................................27

Hardware Happy Hour

AGS Stainless Inc. [www.agsstainless.com/mmag] ...................53 Allura [www.allurausa.com] ............................................................3 Allweather Wood [www.allweatherwood.com] ............................13 Arch Wood Protection [www.wolmanizedwood.com]........Cover 1 AZEK [www.azek.com].....................................................................5 Bear Forest Products [www.bearfp.com].....................................48 Blue Book Services [www.bluebookservices.com] ....................46 B.W. Creative Railing Systems [www.bwcreativerailings.com] ..50 C&E Lumber Co. [www.lodgepolepine.com] ...............................61 Capital Lumber [www.capital-lumber.com]..............................7, 46

In an attempt to draw in customers in a more

appealing way, Cole Hardware, San Francisco, Ca., kicked off the spring season with Hardware Happy Hour March 18, a special event held strictly between the hours of 5-8 p.m. The event was designed to bring in more foot traffic in the afternoon, as well as bring a sense of community between the store’s customers. Guests were able to enjoy a glass of wine, chocolate, and save $10 on a $20 purchase with a coupon available from the company’s website and all five of their Bay Area locations. Guests were also able to create a fun planter with any salvaged household item. “We encouraged customers to bring in any old item to be transformed into a planter with personality: an old boot, a teakettle, a rustic watering can—you name it,” said Renato Geslani Jr., manager of the downtown San Francisco location. The store supplied the soil and up to five succulents to help reinvent the items. Renato wanted to make sure each guest left with something to add a unique flair to their homes, much like the hardware store itself. “Hardware Happy Hour is great idea for the business because the ‘fun, event’ aspect is not only good for foot traffic, but provides a more positive and personal experience and our customers like that. Plus, they get to to save some money with the coupons,” Renato explained. Customers were thrilled but not surprised when the event was announced for all five locations, as the hardware store is known to have a charismatic way of selling products. The company has developed quite an online presence and customers praise the hardware store for their uniqueness and extensive inventory on review sites such as Yelp.com. “Our store has made a name for itself with our excellent customer service but it’s a two-way street,” Renato said. “We would not have come this far if it weren’t for the support of the city and our loyal customers.” Since the original Cole Hardware store was purchased in 1959, owner Dave Karp sought to treat every customer like a friend, a loved one. Karp went on to build Cole Hardware into one of the busiest hardware stores in San Francisco. The company creates events like Hardware Happy Hour to keep the unique and friendly theme of each store, abiding by Karp’s motto, “There are no strangers here, just friends we haven’t met.”

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April 2015

DeckWise [www.deckwise.com] .....................................................6 Eco Chemical [www.ecochemical.com] .......................................40 Exterior Wood [www.exteriorwood.com] .....................................23 FastenMaster [www.fastenmaster.com].........................................8 Feeney [www.feeneyinc.com] .......................................................11 Fiberon [www.fiberondecking.com] .............................................35 Fontana Wholesale Lumber [fontanawholesalelumber.com].....24 Gemini Forest Products [www.geminiforest.com] ......................48 Hoover Treated Wood Products [www.frtw.com]........................25 Huff Lumber Co. [www.hufflumber.net.com] ...............................42 Humboldt Redwood [www.getredwood.com] ..............................29 Inteplast Group [www.tufboards.com] .........................................30 Interfor [www.interfor.com] ...........................................................28 J.H. Baxter [www.jhbaxter.com]....................................................19 Jones Wholesale Lumber [www.joneswholesale.com] ..............36 Keller Lumber [www.kelleher.com]...............................................48 Kop-Coat [www.kop-coat.com] .....................................................31 Koppers [www.koppersperformancechemicals.com] .......Cover II Manke Lumber Co. [www.mankelumber.com].............................52 Maze Nails [www.mazenails.com].................................................43 Norman Distribution Inc. [www.normandist.com].......................57 Pacific States Treating [www.pacificstatestreating.com].....18, 22 Patrick Lumber [www.patlbr.com] ................................................61 Pelican Bay Forest Products [www.pelicanbayfp.com]..............47 Pennsylvania & Indiana Lumbermens [www.plmilm.com] .........51 Quality Borate Co. [www.qualityborate.com] ..............................38 Reel Lumber Service [www.reellumber.com] ..............................34 Rosboro [www.rosboro.com] ........................................................49 Roseburg Forest Products [www.roseburg.com] .......................45 Royal Pacific Industries .................................................................15 RoyOMartin [www.royomartin.com] .............................................41 Simpson Strong-Tie [www.strongtie.com]...................................37 Snider Industries [www.sniderindustries.com] ...........................47 Superior Wood Treating [www.superiorwoodtreating.com].......21 Swanson Group Sales [www.swansongroupinc.com]......Cover III Thunderbolt Wood Treating [thunderboltwoodtreating.com] ....20 Universal Forest Products [www.ufpedge.com]..........................39 Utah Wood Preserving Co. [utahtreatedwood.com]....................21 Viance [www.treatedwood.com] ..........................................Cover II Building-Products.com