TH E VOIC E O F THE HARDWOOD IN DUSTRY
H A R D W O O D M AT T E R S July 2020
T H E O F F I C I A L P U B L I C AT I O N O F T H E N AT I O N A L H A R D W O O D L U M B E R A S S O C I AT I O N S T R O N G R O O T S . G L O B A L R E A C H . | W W W. N H L A . C O M
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CONTENTS July 2020 • Issue 213
WHAT'S INSIDE feature 16 Selling in a Crisis Can and Does Work by Bob Graham
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departments
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10 Accolades
ONLINE TOP POST OF THE MONTH at facebook.com/NHLAOfficial We'd like to welcome these ten gentlemen to the first ever 7-week Inspector Training School class. Shorter than our usual 12-week timeframe, over the next 7 weeks, these men will move in a fast-paced learning environment, an we look forward to sharing their weekly progress. They'd love to hear your advice on how to get the most out of their training!
12 Memorial 14 Legislative Log Unpreditable Times
by Dana Cole
18 Rules Corner In So Many Words
by Chief Dana Spessert Follow us
reader services
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President’s Message CEO’s Message Educational Calendar Job Board
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H A R D W O O D M AT T E R S T H E VO I C E O F T H E H A R DWO O D I N D U ST RY National Hardwood Lumber Association PO Box 34518 • Memphis, TN 38184-0518 901-377-1818 • 901-382-6419 (fax) info@nhla.com • www.nhla.com
THE MISSION OF NH LA To serve NHLA Members engaged in the commerce of North American hardwood lumber by: maintaining order, structure and ethics in the changing global hardwood marketplace; providing unique member services; promoting North American hardwood lumber and advocating the interest of the hardwood community in public/private policy issues; and providing a platform for networking opportunities.
MISSION LEADERS
Darwin Murray McClain Forest Products President
Bucky Pescaglia Missouri-Pacific Lumber Co., Inc. Unique Services
Jeff Wirkkala Hardwood Industries, Inc. Vice President
Ray White Harold White Lumber Inc. Rules
Brent Stief Huron Forest Products, Inc. Past President 2016-2018
Joe Pryor Oaks Unlimited Industry Advocacy & Promotion
NHLA STAFF Lorna D. Christie CEO l.christie@nhla.com Amanda Boutwell Marketing and Communications Manager a.boutwell@nhla.com
ADVERTISER INDEX 5 Ally Global Logistics, LLC 13 BPM Lumber, LLC 15 Continental Underwriters, Inc. IFC DMSi 7 Frank Miller 3 King City/Northway Forwarding, LTD
EXECUTIVE COMMITTEE
IBC 13 11 BC 12 20
Pike Lumber Company, Inc. Sii Dry Kilns TMX Shipping Tropical Forest Products U•C Coatings, LLC Wood-Mizer, LLC
Renee Hornsby Director of Marketing/ Communications r.hornsby@nhla.com Melissa Ellis Smith Graphic Designer m.ellis@nhla.com
■■■ Desirée Freeman Controller Julia Ganey Member Relations Manager John Hester Director of Membership and Business Development Jens Lodholm Data Administration Specialist
For advertising contact: John Hester, Director of Membership and Business Development at j.hester@nhla.com or 901-399-7558 or Vicky Simms, Membership Development Manager at v.simms@nhla.com or 901-399-7557
Carol McElya Inspector Training School Administrator Roman Matyushchenko Associate Dean of Education
Jon Syre Cascade Hardwood, LLC Structure David Mayfield Mayfield Lumber Co. Membership & Networking COMMITTEE CHAIRS Stephanie VanDystadt DV Hardwoods, Inc. Membership Rob Cabral Upper Canada Forest Products, Ltd. Promotion & Advocacy Dennis Mann Baillie Lumber Co. Convention Scott Cummings Cummings Lumber Company, Inc. Inspection Services Bruce Horner Abenaki Timber Corp. ITS/Continuing Education Brin Langmuir Falcon Lumber Ltd. Communications & Marketing Joe Snyder Fitzpatrick & Weller, Inc. Rules
Vicky Quiñones Simms Membership Development Manager Dana Spessert Chief Inspector
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PRESIDENT’S MESSAGE
MAKING THE HARD DECISION TO CANCEL THE NHLA CONVENTION
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ne of the most important responsibilities of the Board and staff of a trade association is to ensure the money members provide us for dues, registration fees, etc., is invested wisely. Over the past several months, NHLA has had to make difficult decisions to live up to that responsibility because of the economic downturn in our country. One of the most difficult decisions was the cancellation of the 2020 Convention. The uncertainty caused by the Covid-19 restrictions in the state of Kentucky cast doubt on our ability to hold the NHLA Convention in Louisville, KY. While the exhibit hall was sold out and sponsorships were still selling, registrations were at an all-time low. Also, at this time, we simply cannot make a commitment to our attendees, sponsors, and exhibitors that Kentucky will allow the Convention to be held because of their restrictions on large gatherings. Another consideration is we have no idea when the current Canadian border restrictions will be lifted. Even if the restrictions are lifted, we are concerned that policies regarding social distancing, etc., would not provide the convention experience we believe all attendees deserve. Another factor is that we are currently covered under the “Force Majeure” provisions of our contract that allow us to cancel the Convention without penalty. Delaying this decision further could jeopardize our ability to recover all the deposits made to the hotel and other venues. After careful consideration of all the facts and information, the Convention Committee drafted a recommendation to the Board of Managers’ requesting the Convention be cancelled. This decision was made after careful and deliberate discussion regarding both the pros and cons of the request. The Board of Managers’ approved the recommendation. There will be a financial impact to this decision. The NHLA staff is already at work to create a new level of value designed to engage the members, provide visibility for our sponsors and exhibitors, and new educational opportunities for all. We are also working to determine how important NHLA business will be handled, such as voting on new board members and the swearing-in of the new President. We will keep you updated as we move forward. NHLA has had to cancel the convention twice before, once due to 9/11, the other to Hurricane Katrina. Fortunately, we were able to
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reschedule both conventions. The ongoing pandemic does not provide us with that type of flexibility. Casting my own vote to cancel was a difficult decision, but I believe it was the right thing to do based upon public health, governmental restrictions, and financial decisions. Earlier this year, NHLA began working on contingency budget plans. An industry that had already been stricken by a trade-war and now a pandemic crisis that caused shutdowns, the industry was not able to fully utilize the services offered by NHLA. The Association had to make the difficult decisions on staff reductions and expense cutting. Even with the lowest employee headcount in more than 10 years along with strict expense management, we feel our members will not suffer any loss of services from NHLA. If you have any member value or service issues, please feel free to contact me or Lorna Christie directly. While some of the decisions made this year by the NHLA Board and staff have not been easy, they have been necessary to ensure we continue to serve our members at the highest level possible. As an Association and industry, we have faced what seemed to be impossible challenges in our past – and we are still here, working to serve in unprecedented times. I want to show huge appreciation to Renee Hornsby, our Convention Director, along with the Convention Committee chaired by Dennis Mann for all of their hard work. This Committee was super excited about the venue they had developed in Louisville. It was shaping up to be another exciting convention experience. The group had worked tirelessly on this effort. A special thanks to Dennis, Renee, and Committee for all your efforts, and I look forward to what you bring us in the future! On behalf of the NHLA Board of Managers and Staff, it is an honor to serve you.
Darwin Murray, NHLA President McClain Forest Products dmurray@mcclainforestproducts.com
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Your Forest Product Forwarder.
www.allygloballogistics.com 781.544.3970 sazambo@allygloballogistics.com
NORWELL, MA • JACKSONVILLE, FL
CEO’S MESSAGE
NEW EDUCATIONAL OPPORTUNITIES UNDER DEVELOPMENT AT NHLA
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n the blink of an eye, we have all found ourselves impacted by an unprecedented global pandemic, at a time when we were moving forward to some sense of normalcy. Like many of our members, NHLA has made some tough financial decisions this year, all with the goal of ensuring we are investing our members’ money wisely, while continuing to provide you with the member value that has been the reason for our existence for over 121 years. It has been said that a crisis represents both danger as well as opportunity. Our focus, as it has always been, is to ensure NHLA keeps its finger on the pulse of our members, and are able to adapt and modify our services to meet members ever-changing needs, whether we are in a time of crisis, or a “business as usual.” The NHLA Rules, Inspection Services, and Inspector Training School have been, and always will be, the cornerstone of the member value offered by NHLA. We also recognize that as our industry has evolved, and becomes more complex, our member value must evolve as well. That is why NHLA staff are constantly surveying our members and working with Board Committees to consider new approaches in addressing the constant evolution of member needs. Chief Inspector Dana Spessert has been working with the Inspector Training School Committee chaired by Bruce Horner of Abenaki Timber to increase school attendance as well as expand the educational opportunities offered to our members. We are currently testing a new seven-week accelerated (ITS) class at our national headquarters here in Memphis, with 10 students attending. This class is “all in the family” as Chief Spessert’s son Kyatt Spessert is a student, making him the third generation of Spesserts' who have attended ITS. Nate Jones is another proud 3rd generation student. Nate is the son of Steve Jones and grandson of Ron Jones (of Ron Jones Hardwood Sales, Inc.) We are also happy to welcome back Rich Hascher as one of the instructors of this new concept. Rich’s insight has been invaluable throughout the development process. Bruce supports the new seven-week class test, noting that the ITS Committee believes the new seven-week program provides member companies more opportunities to send students to the class, with less time lost from work.
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Bruce also believes that with new teaching technologies we can get students just as ready to go back to work in seven weeks as we did with the 12-week class. Students are still required to memorize all definitions, general instructions, and standard grades. This new approach leaves more classroom time to study safety, lumber stacking, supervisor skills and guidance on transitioning to an inspector position. As always, students will practice and be tested on the green chain to be able to apply the rules in a real-world environment. Board runs will continue to be an important part of the learning experience. The seven-week ITS class is just one example of NHLA’s renewed focus on enhancing our educational programs, making them more accessible and affordable for our members. In May, NHLA offered a 4-part webinar series. The entire series is now available on nhla. com for members to learn at their own pace and at their own time. Attendance was outstanding, with over 300 registrants. The webinar was taught by the industry leader on the topic, Gene Wengert, President of Wood Doctor Rx LLC. and Professor Emeritus at the University of Wisconsin. We were able to offer free registrations for the webinar, thanks to the support of SII Dry Kilns. The entire series is posted on the NHLA website, so members can learn on their own schedule. Based on the member response of webinars as a teaching tool, we expect to offer more relevant topics over the next several months. As always, we want to know what you think about this new approach? What topics, and real-world training would you like to see offered by NHLA? Please email me at l.christie@nhla.com with your thoughts.
Lorna D. Christie, NHLA CEO l.christie@nhla.com
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The 2020 NHLA Annual Convention to be Re-Imagined
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ecause we can’t come together in person for the NHLA Annual Convention & Exhibit Showcase this year, the Convention Committee and NHLA staff are planning other ways for our hardwood community to get together through a combo of webinars, videos, and live streamed content. We are also looking into offering a series of updates throughout the year to share what we’re working on to help our members succeed. We are truly excited about the plans that are coming together!!! We’ll share additional details on our plans for the 2020 NHLA Convention in the coming weeks. Make sure you are signed-up to receive the NHLA Hardwire to have updates emailed to you directly. In the meantime, thanks for your patience and understanding —and we look forward to seeing our hardwood community at the 2021 NHLA Annual Convention & Exhibit Showcase September 22-24 in West Palm Beach, Florida! For more information, please visit https://www.nhla.com/nhla-convention/ We would like to thank ALL of our 2020 Convention sponsors and exhibitors who committed early! These companies were willing to support the Convention & the mission of the Association, despite the unknown circumstances that lied ahead. It is through the commitment of these companies that NHLA is able to conduct an outstanding convention experience year after year. From all of us at NHLA, we thank you.
Thank You To Our Sponsors PREMIER SPONSOR
ALDER LEVEL
WHITE OAK LEVEL
RED OAK LEVEL
CASCADE HARDWOOD, LLC
TROPICAL FOREST PRODUCTS
WALNUT LEVEL
MAPLE LEVEL
NYLE DRY KILNS TS MANUFACTURING COMPANY
ABENAKI TIMBER CORPORATION BPM LUMBER, LLC MATSON LUMBER COMPANY Sii DRY KILNS SMITH SAWMILL TIOGA HARDWOODS, INC.
BREEZE DRIED CONTINENTAL UNDERWRITERS, INC. DMSi EZ LOG FRANK MILLER LUMBER COMPANY, INC. KUEHNE + NAGEL, INC. USNR
CHERRY LEVEL ALLY GLOBAL LOGISTICS, LLC BAILLIE LUMBER COMPANY COLE HARDWOOD, INC. HAROLD WHITE LUMBER KING CITY USA/NORTHWAY FORWARDING LTD. PENNSYLVANIA LUMBERMENS MUTUAL INSURANCE COMPANY TMX SHIPPING COMPANY U•C COATINGS, LLC
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Thank You To Our Exhibitors
A.W. Stiles Contractor, Inc. Ally Global Logistics, LLC Assured Partners NL Autolog Production Management, Inc. Automation & Electronics USA BID Group-PHL Blue Book Services, Inc. BolDesigns, Inc. Breeze Dried Brewco, Inc. Brunner Hildebrand Lumber Dry Kiln Co. Carbotech Cascade Hardwood, LLC Cleereman Industries, Inc. Continental Underwriters, Inc. Corley Manufacturing Company DMSi Ecolab EFM Transportation, Inc. eLimbs, LLC Embry Automation & Controls EZ Log Company Forestry Systems, Inc. Fr. Meyer’s Sohn NA, LLC Froedge Machine & Supply Co., Inc. Fromm Packaging Systems FSS, Inc. Goodfellow, Inc. Hasko Industries, LLC W W W. N H L A .C O M
The Horton Group Hurst Boiler Industrial Appraisal Company Industrial Vision Systems, Inc. Interglobo North America ISK Biocides, Inc. Jim C. Hamer Company Kamps Hardwoods King City USA/Northway Forwarding Ltd. Kuehne + Nagel, Inc. Laufer Group International Legna Software Lico Machinery, Inc. LiTS, LLC Log 2 Lumber 2 U Lonza Wood Protection Lucidyne – A Division of Microtec Lumber Resources, Inc. McDonough Manufacturing Company McGriff - National Forest Products Practice Mellott Manufacturing, Inc. Messersmith Manufacturing, Inc. Microtec Innovating Wood Missouri Walnut, LLC Muhlbock Drying Technology NHLA Industry Services National Hardwood Magazine, Inc. Northland Corporation Nyle Dry Kilns
Paw-Taw-John Services, Inc. Pennsylvania Lumbermens Mutual Insurance Company Piché Pike Lumber Co., Inc. Point Global Logistics Porter Engineering Primewood Progress Engineering, LLC Raptor Integration, Inc. Samuel Packaging Systems Group Signode Industrial Group Sii Dry Kilns Simply Computing International, Inc. SmartMill Snowbelt Hardwoods Sustainable Forestry Initiative, Inc. TS Manufacturing Company Taylor Group, Inc. TMX Shipping Co., Inc. TRN USA Forest, LLC Tropical Forest Products U-C Coatings, LLC USNR Wintersteiger, Inc. Woodeye Wood-Mizer, LLC
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ACCOLADES
Milestone Members
Welcome New Members (Quarter 2 - 2020)
ACTIVE U1 MEMBERS Buck Run Sawmill, Clark, MO Ernest Brenneman, Conway, MO Ipe Woods USA, Salt Lake City, UT J & M Hardwoods, Windsor, MO Logs2Lumber2You, Nashville, TN Ray Fleck Grade Mill, Windsor, MO Shade Mountain Forest Products LLC, McAlisterville, PA ACTIVE U2 MEMBERS Mountain Top Floors Inc., Naperville, IL INSPECTOR MEMBERS Don Mitchell, Grove, OK
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YEARS ASF LOGISTICS Sustaining | June 2015
EHD - ENGLE-HAMBRIGHT & DAVIES, INC. Sustaining | July 2015
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MSLC Active U1 | July 2015
YEARS
MACATAWA FOREST PRODUCTS, INC. Active U1 | July 2010
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SUSTAINING MEMBERS DAM Associated Hardwood Services, Lexington, KY Ohio Wood Products, Nelsonville, OH
YEARS PURDUE UNIVERSITY Research | July 2000
PRICE WOOD PRODUCTS Active U1 | July 2000
NOW AVAILABLE ON NHLA.COM The NHLA Kiln Drying Hardwood Lumber Webinar Series.
IT’S FREE
WATCH AND LEARN from the Wood Doctor himself, Gene Wengert! To view, visit NHLA.com/education 10
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MEMORIAL
IN MEMORIUM: TM
SAPSTAIN CONTROL
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Fred Dickerson: Feb 17, 1929 – April 6, 2020 Graduate of the 1st Class of the NHLA Inspector Training School NHLA was saddened by the news of the death of Fred Dickerson. He was a graduate of the First Class of the NHLA Inspector Training School and devoted his career to inspecting hardwood lumber. Fred’s wife of many years, Carolyn stated: “Companies would hire Fred to grade lumber because they knew he was honest, followed the Rules and did not drink!” Fred was a frequent visitor to the Inspector Training School to speak with the students and would give inspirational talks about real world scenarios. Fred will be missed by many in the hardwood industry, including the staff at NHLA.
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Mr. Dickerson was born February 17, 1929 in Beauregard, Miss. to the late Ted and Mildred (Howington) Dickerson. He married Carolyn Farmer on June 5, 1961. She survives. He served in the United States Army during the Korean War, and was a charter member of the Union City Baptist Temple where he served as Deacon, Treasurer and Sunday School teacher. He received his associates degree from the National Hardwood Inspectors School in 1948 and was a retired hardwood lumber inspector. He is a survived by his wife, Carolyn Dickerson of Troy; one daughter, Dawn (Charlie) Guy of Troy; two sons, Fred (Janie) Dickerson, Jr. of Union City; Kirby Dickerson of League City, Texas; six grandchildren, Lisa Glass, Steven Dickerson, Chelsea Moran, Caroline Huffines, Cody Dickerson, McKenzie Dickerson; five great-grandchildren, Kelsey Shannon, Sarah Glass, Abigal Dickerson, Hudson Moran, Hogan Huffines; one sister, Helen Miller of Largo, Flordia. He is preceded in death by one daughter, Helen Denise "Dennie" Dickerson.
WOOD PROTECTION PRODUCTS
716-833-9366 | www.uccoatings.com sales@uccoatings.com
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Memorials can be sent to St. Jude Children's Hospital 501 St Jude Place, Memphis, TN. 38105 or Union City Baptist Temple 1900 Longview Road, Union City, TN. 38261
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Real Hardwood. No Imitations.™
The world’s finest hardwood comes from the Appalachian Mountains. BPM Lumber sets the standard in manufacturing and sustainable forest management through our continued commitment to be the best hardwood lumber operation in Appalachia.
Tony Love KD Sales 606.877.1228 tlove@bpmlumber.com Steve Counts KD Sales 423.968.9080 scounts@bpmlumber.com Rift & Quartered Width Sorts Log Sales PictureTally Prepared Bundles Core Supply Programs Custom Cutting Programs Worldwide Deliveries Ask about our FSC® certified products.
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LEGISLATIVE LOG
UNPREDICTABLE
TIMES
by DANA COLE, Executive Director Hardwood Federation
2020 IS NOT THE YEAR ANYONE EXPECTED.
So much, so fast, so unpredictable. It is hard to know if this article will still be relevant in a few weeks. The hardwood industry has certainly bourn the brunt of a very tough few years. The negative impacts on our businesses caused by the rise of competing construction materials, the ongoing trade dispute with China, and continued environmental misdirection about wood products in general carried into the new year from 2019. Just when things seemed to be trending in a positive direction, the COVID-19 crisis effectively shut down the global economy, stalling domestic construction and international exports.
• Providing the latest information about federal relief measures to the industry, including updates on the popular Paycheck Protection Program; and • Working with our D.C. based forest products allied associations to identified additional measures Congress should consider to support the wood products industry, including the hardwood sector.
The Hardwood Federation and HFPAC Boards of Directors, including Rick Holder, Don Finkell, Dan Natkin and Tommy Maxwell, met and agreed upon a set recommendations specifically targeting the hardwood side of forest products, including: • Extending liability protections to businesses bringing workers The emergence in June of heightened racial tensions, 24-7 cover back post-COVID-19; age of nothing but bad news, supercharged social media, and the • Directing the Small Business Administration to reverse its increasingly heated election-year rhetoric capped a turbulent and decision to limit Economic Injury Disaster Loans (EIDL) to uncertain first half of the year. $150,000. Existing law authorizes EIDL loans of up to $2 million which is essential to industry members; Along with everyone else, the Hardwood Federation had to adapt • Extending a sustainable building tax credit to building and construc- quickly to the new reality. The Federation team set up home offices tion projects, including U.S. wood products used in these projects; and actually found we were working more than ever as the Admin• Increasing government purchases of U.S. wood products, including istration and Congress tried to figure out ways to halt the potential structural and finished products, for federal building and damage to the economy from the spread of the virus. transportation projects; Virus response measures came fast and furious from Capitol Hill . . . • Funding necessary research to approve increased use of U.S. and we did our best to stay on top of things including: hardwoods in U.S. military truck beds, replacing imported • Working to ensure hardwood related industries were designated as tropical woods; essential at the federal level;
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Tuesday, November 3 is officially the day when Americans go to the polls, but election decision-making will be taking place weeks before. We hope that by the time this article goes to print, we will have • Providing research funding to increase domestic and interna- tional consumer demand for U.S. hardwood products including the moved from crisis mitigation to strategic thinking about how to best effect federal policy for the balance of 2020 and 2021. Trade will environmental and home health benefits of hardwood product use. certainly remain on our radar as will increasing domestic consumpThese concepts were shared with U.S. Senate leaders who are expect- tion of hardwoods. ed to consider additional COVID-19 related assistance programs in Transportation? late summer or early fall. Regardless of where Congress goes with these policy directions, we believe they do form the basis of a Hardwood Federation platform for 2021 . . . a year which could turn out Environment? to be just as unpredictable as 2020. Forest Management? The November elections will be like no other, that is the one certainty we are willing to predict. The White House is up for grabs as is, it seems, the U.S. Senate. Pundits predict the House will remain under Democratic control, but today’s political climate is often difficult to read and can change rapidly. The campaigns will be brutal and hard-fought. Despite what polls may say at any given moment, the only moment that matters is that moment voters pull the lever (or lick the stamp) and submit their choices. Tuesday, November 3 is officially the day when Americans go to the polls, but election decision-making will be taking place weeks before.
Bats? Regardless of who wins the White House, Senate or House of Representatives, the Hardwood Federation must be ready and willing to work with the political leadership in Washington to effect legislation that helps our industry grow and thrive. After such a tough few years it would be nice to think that the coming months will be easier, but that doesn’t seem likely. However, the industry is strong and will survive. And the Hardwood Federation will remain vigilant in fighting for you, your company and your employees.
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Selling in a Crisis Can and Does Work by BOB GRAHAM, CEO of Breakthrough Solutions
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OME SALES PEOPLE REACTED – AND CONTINUE TO REACT – TO THE COVID-19 SITUATION BY TELLING THEMSELVES IT’S IMPOSSIBLE TO CONTACT OR SELL TO THEIR CLIENTS OR PROSPECTS UNTIL “THINGS RETURN TO NORMAL.” Given that “normal” appears to be a relative term for months to come, prudent salespeople are recognizing the unique and potentially rewarding opportunity available to them in these challenging times. Yes, opportunity. First, the Covid-19 situation (like any major crisis, from flooding to tariffs and disruptions to economies) is forcing companies to rein-
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vent, making changes to their products, services, pricing, operations, office spaces, retail locations and even staffing. Some companies are examining and even questioning existing vendor relationships with an eye toward greater efficiency, increased flexibility and/or lower costs. Crises afford companies an easy and unarguable excuse to safely abandon failing vendor relationships. (By the way, beware if your client relationships are rocky.) Second, owners and decision-makers are actually answering their phones. Whether they are alone in their offices or calls are being forwarded to their smartphones at their homes, owners and decisionmakers are taking more calls than ever. Two clients of mine recently tested my theory. Each of them, repreW W W. N H L A .C O M
"Be a human first, then a salesperson." senting different companies, told me that typically if they made 50 calls to prospects, not more than 1 or 2 of the decision-makers actually got on the phone with them. I predicted at least 10 prospects would get on the line because of the current situation. I was wrong. It soared past 20 – in both cases. In my own business, my success rate in getting in front of the decision-maker since COVID-19 is exceeding 50%. And they are open to new ideas because they know that everything is in flux. Admittedly, success in getting through is creating new problems. Salespeople unaccustomed to getting the decision-maker on the phone can fumble with what to say. So accustomed to dealing with gatekeepers and excuses, they may struggle to find the right message for the owner or decision-maker. More than a few salespeople have admitted as much to me over the last month. HERE ARE FIVE SUGGESTIONS FOR HOW TO INTERACT WITH THE DECISION MAKER: 1. Ask about their situation. Most people cannot be open or honest about their situation, including their worries and fears for their companies, with their families or employees so you may be the perfect person for them to voice these concerns. Listen. Don’t comment beyond, “Thank you for sharing that. I understand.” That simple kindness of listening to them can go a long way to generating trust. They will remember.
Join me at my upcoming NHLA Webinar Workshop when I will share more cuttingedge strategies for how to successfully sell in a crisis. Learn how to identify a prospect’s mindset and how it might help you to guide them toward your product or service and other great tips and tricks. 5. Inquire about future interactions. Since you have them on the phone and you may never get the chance again, ask them how they prefer you communicate in the future. I recommend this approach for all of my clients. You’ll be amazed at how many people of all ages prefer texting today. And if they don’t want to communicate with you at all in the future, which I would rather know, they might just tell you. 6. Bonus Hint: Don’t tell them how hard you have been working to talk to them. They don’t care about your obstacles or whatever. If they do start thinking about those things, they are likely to start questioning why they are talking to you right now. The opportunity to gain access to prospects may never be better, especially if you consider that a fair number of other salespeople are still waiting for things to return to normal. Use these suggestions to make those calls to owners and decision-makers more fruitful while your competition waits for “normal.”
2. Really listen to what they say and what they aren’t saying. When a decision-maker opens up, listen to the actual or implied messages. If they talk about sick employees, possible job cuts or loss of business, you definitely shouldn’t try to sell them something that’s going to cost them money. Be a human first, then a salesperson.
Bob Graham, CEO of Breakthrough Solutions, provides sales, leadership and business training and coaching. He conducted two workshops at the 2019 NHLA Convention and Expo. He can be reached at 937-754-5575 or bgraham@breakthroughsolutions.com.
3. Don’t give advice. Most of the time people who open up to us don’t want our help in solving their problems. They want to talk through it so they can figure it out themselves. Don’t give unsolicited advice. If you want to advise them, then ask permission. “Steve, I hear what you are saying. Can I tell you what I think?” or “Pat, that sounds rough. Can I tell you what another one of my clients did in that situation?” Asking permission goes a long way, especially if you are willing to move on if they don’t grant it.
"In my own business, my success rate in getting in front of the decision-maker since COVID-19 is exceeding 50%. And they are open to new ideas because they know that everything is in flux."
4. Get to the point. Owners and decision-makers don’t want a lot of background or throat clearing. When it’s time, tell them what you need to tell them. Be clear and direct. Less is more.
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RULES CORNER
In So Many Words with Chief Inspector Dana Spessert
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s always, in this month’s column, I will share with you recent questions I have received and answered, in the hopes that it will help others in the industry have a greater understanding of the NHLA Hardwood Lumber Grading Rules. FIRST LINEAL FOOT Question: “Does the First Lineal Foot rule (paragraph 59) apply to the 1 Common side of an FAS One Face (F1F) or Selects?” Answer: The short answer to this question is no. If we reference the 2019 version of the NHLA Rules Book, on page 14, under “FAS”, beginning with paragraph 56, there are six limitations to the grade of FAS, paragraph 59 is the definition of the “First Lineal Foot” rule. This limitation is not listed under the 1 Common grade that is on page 16 and 17 of the Rules Book and therefore would not apply to the 1 Common face of F1F or Selects. BARK POCKET Question: “If you have a bark pocket on a board, is it considered wane?”. Answer: Great question, and the answer is . . . it depends on where the bark pocket is on the board. On page 16 of the NHLA Rules Book, in the second paragraph under number 64, it states: “Wane on the No. 1 Common side is limited to the following: the width of wane from both edges, when added together, cannot exceed 1/3 the total width of the piece. The total length of wane on either edge cannot exceed 1/2 the length.” The Rule clearly states that wane from the edges, both for width and length of wane, so if the bark pocket does not come from the edge
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of the board, it would not be considered for this limitation. This would apply to the wane limitation for FAS, F1F and Selects. In addition to answering Rules questions this month, I would like to also mention the NHLA Inspector Training School and a new test class that began on June 15, 2020. NHLA has long since recognized the need for well-trained lumber inspectors starting in 1948 when the first official Inspector Training School class was held in Memphis, TN. Over the years the NHLA staff and the NHLA ITS Committee have evaluated the class curriculum and periodically made adjustments, in order to, continue to meet those demands. The class that was introduced on June 15th, was shortened in duration from 12-weeks to 7-weeks with the primary change being less emphasis on memorizing the “species exceptions”. The rationale for the change is due to the various regions in which our students come from and our industry reflects. We felt that memorization of species exceptions was not as important as the ability for the students to understand the species exceptions and to be able to reference the Rules Book when needed for a specific species. I would like to make a note, that this class is a Beta test, and nothing is officially changing, at this time, with the regular Inspector Training School program. We will be evaluating the students and the newly offered class structure to ensure its effectiveness, before determining the future of this program. Dana Spessert, 901-399-7551 or email d.spessert@nhla.com.
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PRESIDENT’S MESSAGE
The students attending this summer class are being taught by veteran NHLA Inspector Rich Hascher along-side the new NHLA Instructor, Roman Matyushchenko and will graduate as the 192nd Class of the Inspector Training School. We appreciate the willingness of this group, to be our test subjects as we continue to look for ways to deliver relevant knowledge and skills effectively, efficiently to the fastpaced and ever-changing hardwood lumber industry.
We are excited to announce that in this class we have two students that are 3rd generation lumber inspectors; Nate Jones and Kyatt Spessert. Nate Jones is the son of Steve Jones (Class 97) and grandson of Ron Jones (Class 23) of Ron Jones Hardwood Sales, Inc. Kyatt Spessert is the son of NHLA Chief Inspector, Dana Spessert (Class 89) and grandson of Carl Spessert (Class 29). Nate Jones
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Kyatt Spessert
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Count on Wood-Mizer’s INDUSTRIAL EQUIPMENT
to efficiently process hardwoods into profits.
844.339.7815
woodmizer.com © 2020 Wood-Mizer LLC
REGISTRATION IS
NOW OPEN
FOR THE 12-WEEK NHLA INSPECTOR TRAINING SCHOOL September 1-November 20 Memphis, TN
“Many people think they know the Rules, but they don’t actually know what the book says. Learning the Rules at the NHLA Inspector Training School has helped our sawmill identify mistakes that were costing us $130,000 to $180,000 a year depending on species.” — Grant Dorris, ITS Class 188, Volner Sawmill, Inc.
NHLA . . . WHERE HARDWOOD LUMBER INSPECTORS ARE MADE! To register call 901-399-7563 or visit nhla.com/education/ 20
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TRANSLATING OUR KNOWLEDGE INTO RESULTS FOR YOUR BUSINESS . . . THE NHLA INSPECTION SERVICES TEAM OF EXPERTS The NHLA Inspection Services team is working and available to help you overcome any issues or problems you may be having. Reach out to your area inspector to arrange a consultation by phone or an in-person visit. We Are Here to Help You!
CANADA
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Dana Spessert Chief Inspector 901-399-7551 d.spessert@nhla.com
Mark Bear Tom Byers Mark Depp Kevin Evilsizer Simon Larocque
Mark Bear Tom Byers Mark Depp Kevin Evilsizer Territory: USA - Southern Region Territory: USA - Northern Region Territory: USA - Mid-Atlantic Region Territory: USA South East and South Central North Central and North East East and South East Midwest & Western Regions 205-295-8018 814-431-5699 814-246-4941 North Central, Midwest, West and m.bear@nhla.com t.byers@nhla.com m.depp@nhla.com International 417-260-5416 k.evilsizer@nhla.com
Simon Larocque Territory: Canada 819-712-1640 s.larocque@nhla.com
NHLA PROVIDES EDUCATION AND TRAINING TO IMPROVE YOUR BOTTOM LINE Register for classes at www.nhla.com/Education.
PRESIDENT’S MESSAGE
AUGUST
10-21
17-20
Inspector Training School Online Training Program MODULE 1
Intro to Hardwood Lumber Grading
Two weeks of hands-on training.
Venue: NHLA Headquarters Memphis, TN Module 2: Online study Module 3: Three weeks handson training and final testing at NHLA headquarters.
AUGUST
24-26
AUGUST
SEPTEMBER
24-Sept. 4
1-Nov. 20
Intro to Hardwood Lumber Grading
Inspector Training School Online Training Program MODULE 1
Inspector Training School 193rd Class
Intro class to gain a basic understanding of the NHLA hardwood lumber grading rules and how the rules affect the value of lumber. Venue: Northwest Hardwoods - Marion Branch Marion, NC Instructor: Mark Depp, NHLA National Inspector
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Two weeks of hands-on training.
Venue: Northwest Hardwoods - Marion Branch Marion, NC Instructor: Mark Depp, NHLA National Inspector
AUGUST
Intro class to gain a basic understanding of the NHLA hardwood lumber grading rules and how the rules affect the value of lumber. Venue: Yoder Lumber Company, Inc. Millersburg, OH Instructor: Mark Depp, NHLA National Inspector
Traditional 12-week hands-on training to achieve the certificate of completion in Hardwood Lumber Inspection. Venue: NHLA Headquarters Memphis, TN
Module 2: Online study Module 3: Three weeks hands-on training and final testing at NHLA headquarters.
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COVID-19 IMPACT:
PRESIDENT’S MESSAGE
At the time of publication, these educational courses are being offered. However, due to the unknowns of the COVID-19 pandemic please visit nhla.com for the latest information or call NHLA headquarters at 901-377-1818 to confirm that these courses are taking place.
SEPTEMBER
14-17 Intro to Hardwood Lumber Grading
Intro class to gain a basic understanding of the NHLA hardwood lumber grading rules and how the rules affect the value of lumber. Venue: WV Wood Technology Center Elkins, WV Instructor: Mark Depp, NHLA National Inspector
SEPTEMBER
14-18 Intro to Hardwood Lumber Grading
Intro class to gain a basic understanding of the NHLA hardwood lumber grading rules and how the rules affect the value of lumber. Venue: Wood-Mizer, LLC Indianapolis, IN Instructor: Kevin Evilsizer, NHLA National Inspector
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OCTOBER
!26-29 w e N
Complete Kiln Drying Lumber Workshop
From fundamentals to advanced: students will learn not only what to do but how and why. New kiln operators, trainees, supervisors and managers can advance their skills by attending. Venue: NHLA Headquarters Memphis, TN Instructor: Gene Wengert – “The Wood Doctor”
OCTOBER
JANURAY
!28-29 w e N
4-March 26
Advanced Kiln Drying Lumber Workshop
This class is designed for people who have some experience running drying equipment. Basic procedures such as measuring moisture content are NOT covered. Students should bring real-life problems to the instructor for evaluation, discussion and resolution. Venue: NHLA Headquarters Memphis, TN Instructor: Gene Wengert – “The Wood Doctor”
Inspector Training School 194th Class
Traditional 12-week hands-on training to achieve the certificate of completion in Hardwood Lumber Inspection. Venue: NHLA Headquarters Memphis, TN
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PRESIDENT’S MESSAGE
NHLA JOB BOARD
Here you will find our current job listings. To see more details or to post a job, visit www.nhla.com/industry-services/job-board.
LUMBER GRADER IN SOUTH SHORE, KY Graf Brothers Flooring, Inc. is seeking a full-time experienced Lumber Grader for their South Shore, KY location. The qualified candidate must be NHLA trained and have the ability to accurately apply NHLA rules. The qualified candidate must have a minimum of one (1) year experience grading green and/or kiln-dried domestic lumber. Job Responsibilities • Grade and mark all lumber to be sorted according to NHLA rules/ guidelines and industry standards. • Communicate effectively with your team and other departments. • Adhere to all safety policies and perform tasks in a safe and responsible manner. Salary & Benefits Salary will be competitive and commensurate with experience. Medical, Vision, Dental Insurance (after 90 days), Paid vacation, Paid holidays, 401(k) retirement plan, Life Insurance, Direct Deposit How to Apply Send your resume to: humanresources@grafbro.com Graf Brothers Flooring, Inc. 679 Johnson Lane PO Box 458 | South Shore, KY 41175 Phone: 606-932-3117 | www.grafbro.com SAWMILL MAINTENANCE/MILLWRIGHT TECHNICIAN HUNTLAND, TN Thompson Appalachian Hardwoods, Inc. is looking for an experienced Sawmill Maintenance/Millwright Technician for their Huntland, TN plant. A qualified candidate will have 5 + years of experience. Salary & Benefits Benefits Package Includes: – Health Insurance – Dental Insurance – Vision Insurance – Employer Paid and Voluntary Life Insurance and AD&D – Voluntary Long Term Disability – Voluntary Short Term Disability – 401K with Employer Match – PTO How to Apply Please send resume and application to abbie@thompsonappalachian.com Thompson Appalachian Hardwoods 100 Harless Drive | Huntland, TN 37345 931-469-7272 | www.thompsonappalachian.com
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LUMBER INSPECTOR IN PIQUA, OHIO Hartzell Hardwoods is seeking a Lumber Inspector. This position reports to the Lumber Operations Supervisor and receives written and/or verbal orders/specifications. It is the Lumber Inspector’s responsibility to maintain the highest standards of grading when receiving or shipping lumber. Job Responsibilities • Visually inspects lumber according to species, grade and dimension. • Uses NHLA lumber grading rules to inspect lumber while sitting on an automated grading deck. • The Lumber Trainee will grade offline, or with an experienced grader until they are qualified to grade at the accuracy and speed determined by Hartzell standards. • May be required to do their own sorting setups before starting another run per sorting specifications. (e.g., vendors, kilns, etc). • Corrects any skews and situations that stop the lumber line from running. This may require getting off the grading deck and correcting the problem within their area. • All inspectors may be required to switch off with another lumber inspec tor. Lumber inspectors are required to work in another assigned position when they are not grading lumber. Skills & Experience Required • Must be able to operate a grade console and board turner. • This position operates and controls the Lumber Handling Machine from the grading deck platform. The employee must be aware of the manufacturing process and the safety hazards related to the machine’s operations. • Previous experience in grading walnut lumber along with other hard woods species is desired • NHLA schooling is preferred but not mandatory. • Familiar with lumber grading rules, calculator, tally book, pencil, lumber crayon stick, grad console and board turner is a plus • Long periods of sitting on grading deck. Occasionally turns boards weighing between 5 lbs. to over 60 lbs. using lumber grading rulers. • Ability to climb stairs onto grading platform. Salary & Benefits Competitive starting pay, vacation, and insurance benefits. How to Apply Send Resume and Cover Letter to: arengers@hartzell.com Hartzell Hardwoods 1025 South Roosevelt Avenue | Piqua, Ohio 45356 937-615-3004 | www.hartzell.com
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