Jul-Aug 2019 Wood Industry

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JULY/ AUGUST 2019

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The business side of woodworking

Seeking perfect days at Maritime Door and Window One will might not be enough

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Ancient trees inspire massive design thinking

GET REAL ABOUT SUCCESSION

Constructive ways to guide your family business toward its next chapter

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Editor and Publisher

Kerry Knudsen

kknudsen@wimediainc.ca 647-274-0507

Associate Publisher

Steve King

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Contributing Editor

Mike Edwards

medwards@wimediainc.ca Art Director

Lee Ann Knudsen lak@wimediainc.ca Graphics

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The business side of woodworking

Circulation

JULY/AUGUST 2019 Vol. 15, No. 4

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Features:

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Omni Data Services

Wood Industry is published six times annually, Jan./Feb., Mar./Apr., May/ June, July/Aug., Sept./Oct. and Nov./Dec., for the secondary wood products manufacturing and marketing industries in Canada.

Published by W.I. Media Inc. Box 84 Cheltenham Caledon, ON L7C 3L7 © 2019 by W.I. Media Inc. All rights reserved. W. I. Media Inc. and Wood Industry disclaim any warranty as to the accuracy, completeness or currency of the contents of this publication and disclaims all liability in respect to the results of any action taken or not taken in reliance upon information in this publication. The opinions of the columnists and writers are their own and are in no way influenced by or representative of the opinions of Wood Industry or W.I. Media Inc.

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Succession: Yes, you can

How family businesses, or any company, can implement strategies to promote success beyond founding generations.

Subscriptions are free to qualified participants in Canada’s secondary wood processing industry.

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6

Focus on marketing:

Big fraud behind big data

There is a reason digital marketing exposure is so cheap. . . . . . . . . . . . . . . . . . . . . . . . . . . . 20

Profile:

Interior one-stop shop

Constant efforts to upgrade efficiency help everybody at Maritime Door and Window in Moncton, N.B., have perfect days. . . . . . . . . . . . . . . . . . . . . . . . . . . 16

WOOD Editorial . . . . . . . . . . . 4 Filings . . . . . . . . . . . 10 Law . . . . . . . . . . . . . . 14 Design . . . . . . . . . . . 19 New products . . . 23

Bullets . . . . . . . . . . . 27 Events . . . . . . . . . . . 29 Advertisers . . . . . 29 By the numbers . . 30

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WOOD INDUSTRY 3

From the editor

Support for clean oceans F

rom time to time I get what I call a non-neutral, negative comment about something I have published. This goes with the turf if you voice any opinion on anything from saskatoon berries to pond hockey.

We received one such comment recently on our flooring magazine, but it embodies the sentiment we occasionally see here, as well, which is, “what has this to do with the industry?”

It’s a great question, and one Kerry Knudsen that warrants some thought.

You can approach it a couple of ways. For example, you can substitute a specific example, such as, “what has space travel to do with the wood industry?” At that point, you can see that space research has brought us adhesives, batteries, coatings and processes that we had never seen before. Or you can ask, “what has professional sports to do with the wood industry?” At that point you can see that much of our conversation during sales calls, in meetings or during shows may include patter about sports, since very few people make a business out of trying to close a deal before any groundwork is laid.

Another way to approach the question is to ask whether all magazines should look and act the same. That is, the vast majority of trade publications today have totally lost sight of their readers, and focus instead on their advertisers. This yields publications that publish nothing that is not approved by their top advertisers, and will always include new product announcements from their advertisers, so-called profiles that feature the goods and services of their top advertisers, editorial copy that is fearful of disapproval from their top advertisers and ads that are discounted for their top advertisers. These are publications that are to, by, for and about suppliers and are nothing more than stenographers for dropouts from university marketing seminars.

There is too much interesting stuff in the world to draw a circle around a magazine and tell it to publish only advertiser-approved sales crap. Take plastics, for example.

Did you see this month that Canada, under threat of war from President Duterte in the Philippines had to take back a boatload of trash we had sent there for dumpINDUSTRY JULY/AUGUST JULY/AUGUST 2019 2019 WOODINDUSTRY 4 WOOD 4

ing? Seriously. Duterte threatened Canada with war. One would think he was either joking or was exaggerating for the sake of effect, but he also threatened to throw people out of helicopters without a trial, and it appears he has done that. I doubt we would have much to worry about from the Philippine air force, navy or ground forces at this point, but as a country that really hates to give offence, it makes us look bad to send poor people stinking trash that we are too good to have on our property.

I also saw that the bottom has dropped out of the much-vaunted recycle market for plastics, and that China has taken to receiving plastics for recycling and then just dumping them in the river to eventually float back to Vancouver. The only materials that are now cost-effective to recycle are aluminum and cardboard.

What has this to do with the price of tea in Montreal? I don’t know. Maybe plastic is not the remodeling dream of the future and as incomes and personal wealth rise, people will be more interested in the traditions of solid wood in home décor. Maybe we will see that our garbage is our problem, that we can’t lie our way out of it and that we can cancel the unionized trucks, facilities and personnel built on the lie of recyclable plastics and put the money toward paper straws (wood fibre), wood instead of wood-grain plastic tables and wood millwork.

As an update, Homag, Biesse and Blum are still not advertising with Wood Industry because we still will not do as we are told. That means they don’t care about you if you won’t read what they have stamped with their approval. If you like, you can fax them a copy of this page or send it from our website. To their credit, they once in a while have one of their employees write to me asking what something has to do with the industry.

Speaking of Blum, long-time general manager of Blum GmbH, Karl Rudisser, president and c.e.o. of Blum U.S. and Kevin Tratt, president and general manager of Blum Canada all retired in the last 60 days. Tratt says the company did not want to make much of it. See page 10 for further details.

As for myself, I will just keep my feet on the ground.

I don’t care that much for helicopters, anyway, and you simply don’t know who you can trust these days.

Let’s keep our oceans clean.

Comment at www.woodindustry.ca

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GET REAL ABOUT SUCCESSION

Family businesses can prosper beyond the founding generation — it just takes planning and perspective

When is a good time to sell the shop?

Should I let my kids take over and risk it being run into the ground?

These are good questions for any business owners to ask about their operations.

Businesses are created out of passion and the spirit of entrepreneurship, but first and foremost, should always be run to make a profit. That’s the consensus of a business lawyer, an equipment manufacturer and a best-selling author (who sold his manufacturing business).

According to Michael Luchenski, head of the Business Law Group at Lawrences Lawyers in Brampton, Ont., “you have to run a business with the recognition that it is to make money. You always want to maximize your return from it.”

However, Luchenski recognizes that many business owners see their operations in terms of creating a family legacy. “Meaning that they want their name to continue and their business to continue into future generations.

They want to have it there for their kids to work in.”

The problem is that children don’t necessarily share the parent’s business acumen or passion for the company, whether it is a wood shop or a flower shop. “Handing it over to them may result in it frittering away and dying,” says Luchenski. “That means you lose that value.”

Michael Burdis, c.e.o. and majority shareholder of James L. Taylor Manufacturing in Poughkeepsie, N.Y.,

INDUSTRY JULY/AUGUST JULY/AUGUST 2019 2019 6 WOOD INDUSTRY

has a son working in his business, as does his minority owner-partner. So far, so good, according to Burdis, as the reins are gradually handed over to the next generation.

In the case of Burdis, the idea of a succession plan to preserve the value of the 100-year-old woodworking machinery business began when he was part of management under his predecessor owner. Steele Cameron had three daughters with husbands, all of whom were not interested in the running the business, according to Burdis. When Cameron began selling stock to select employees, Burdis saw the wisdom in investing in the company he later came to own.

Orangeville, Ont.-based Tom Deans, author of the best-selling succession planning book, Every Family’s Business, is now on the public speaking trail, presenting his philosophy to associations, investors and business owners. Deans has worked out a questionnaire — featured at the back of his book — for parent-owners of businesses to fill out with their children on an annual basis, whether or not the offspring are part of day-to-day operations.

Deans came by his strategy honestly through his own experiences and some tribal knowledge. He grew up in a family business, a multinational plastics manufacturing company, where he eventually became a second-generation operator, owner and president. “I was in the process of buying that and then pivoted and became a seller. We sold that business on February 8, 2007.

“Then I found myself of looking at our family histo-

ry and realized we had done that three previous times.

Start, run, sell, start, run, sell, start, run, sell. There is something in our family culture that leads us to not gift our business to our children but rather to sell it.”

The 12 questions that Deans asks in his family business questionnaire pull no punches and are designed to avoid real ones between parents and children down the road. Aimed at the child, Question #3 is “Are you interested in buying stock and acquiring control?” Question #4, aimed at both parent and child, asks “Do you understand and agree that in the interest of maximizing shareholder value, this business can be sold to a third party at any time?”

Clearly Deans wants both the parent and the child to continuously re-evaluate their relationship to the business and, consequently, to each other, in an open and honest way.

Burdis has been through a similar annual process of re-evaluation at James L. Taylor Manufacturing since the early 1970s, albeit within the organization’s own structure. Since Cameron wanted to bring along the younger managers into the business, some stock was sold to them on a yearly basis. “We have always had a board of directors,” says Burdis, “who meet every month and he (Cameron) and the board of directors would, as one of their duties, set the price of the company stock each and every year.

“Starting in about 1982, they began to use this formula for evaluating small businesses that was originally concocted by the Internal Revenue Service in the United States.” The formula takes the net asset value of the company and averages it over the previous five years.

“Then you would adjust that value up or down depending on the performance of the company,” says Burdis. “So, if the company had a string of really good years where the profits were good, the value of the stock would inch up above net asset value and would sell at a higher price for a few years. Then if the cycle changed and the performance of the company wasn’t as good as it had been then over a period of years, you would take away from the net asset value.

“Then and to this day the board of directors use this formula.”

In a family business, children can develop an attitude of entitlement, according to Luchenski. “‘My parents worked so hard all of their lives,’” they would say, “‘and we weren’t there when they were clipping coupons or living hand to mouth to invest everything in the business.’

The kids are there when the family has vacation homes, and each gets a car when they turn 16.”

Children can grow up with the expectation of what the business will do for them, without recognizing the hard work that goes into it or the sacrifice — or the fact that the business owner gets paid last because all of the essential elements of the business have to remain in place.

Stress is particularly hard on owners if there is a

INDUSTRY 7 WOODINDUSTRY WOOD

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shortfall or there are lean periods, as well as when there are growth spurts where a lot of capital is suddenly required, according to Luchenski. “It’s the owner who is going to leave the money in. That means that they don’t have the money to do all of those other things that the children may expect.”

Deans points out owners often don’t realize they are operating a “family” business, even when children aren’t actively involved. “In the event of death or incapacitation,” says Deans, “your family is going to be called upon to run that business. They are a heartbeat away from becoming a family business. It is a really tricky, fascinating subject, but one that is often ignored.” He adds that manufacturing is so capital-intensive that often the children cannot afford to buy the business.

“Often what the succession plan looks like is that the founder retires,” says Deans, “the son or daughter run the business and the founder simply draws a salary until the day that he dies. This is the oldest page in the playbook.”

The reality, he notes, is that it is not working any more is because business owners are living vastly longer. “So, they are not dying in their early 70s when their kids are in their 40s and then getting the business. They are now going into their 80s and 90s and the kids are in their 50s and 60s as control shifts when the founder dies.”

At that point it is too late for a smooth succession to occur, leading to a lot of tension, frustration and acrimony in these family businesses. Says Deans, “I would say the biggest risk for a manufacturing company’s survival is the guy sitting in the corner office who owns it.”

A business can only continue to feed the family as long as it is looked after and is carefully operated, according to Luchenski. He notes that in the process of succession when you have “mom, dad and the kids running and owning the business when there is only one family to feed.

“When the kids grow up and they have their own households and spouses and kids, then each of them is an additional family to feed.”

As generations are created, the pressure on the business to generate revenue for the extended family increases. All the while, the expectations of the business owner as they reluctantly or voluntarily relinquish control, “is they want to make sure their kids don’t mess up,” says Luchenski.

“The owner wants to make sure he gets paid. This is

INDUSTRY JULY/AUGUST JULY/AUGUST 2019 2019 WOODINDUSTRY 8 WOOD 8

EVERY BUSINESS IS A HEARTBEAT AWAY FROM BECOMING A FAMILY BUSINESS

what is funding their retirement. A lot of them have invested their lives in their business.

“One of the things that is often difficult for a business owner to get their head around is, yes you could make more by staying in the company and continuing to draw on it what you do. But when you die or are incapacitated you are not going to be able to operate the business. You need someone in there and there’s got to be a wrap-up period.

“If it’s your kids then give them the opportunity to transition. That means that you have to be prepared to transition out.”

Business survival requires managing risks on multiple fronts. For James L. Taylor, one risk management strategy came in the form of a life insurance policy with the company named as beneficiary. As Burdis explains, “when I was coming along and still pretty young, the company bought a life insurance policy on me. What that would do is if something were to happen to me, the company would have the funds. Not to purchase 100 percent of the stock, perhaps, but it would give the company a 60 or a 70 percent chance of having the funds to repurchase my shares if the board of directors decided to do so. But that is a key component because some catastrophe can happen.”

Luchenski implores business owners to get professional advice when it comes to succession planning because they are not likely very experienced at it and because they are too close to their “baby.”

“Sometimes it is advice people don’t like to hear,” says Luchenski. “I just did a deal for a guy who is 88 years old.

He said, ‘I am trying to decide whether I should retire.’

“I have had people say, ‘if I were to die…’ and the blunt truth of it is that every single one of us dies!

“There is going to be a succession and you can either plan for it or it is going to happen without you.”

Comment at www.woodindustry.ca

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Filings WOOD Côté earns promotion at Doucet

Daveluyville, Que.-based Doucet Machineries has announced that Daniel Côté has been promoted to territory sales manager for Daniel Côté Canada. Côté joined the Doucet sales team three years ago as marketing and inside sales coordinator. With his knowledge of metal processing, Côté was felt to be the right person to manage Doucet’s PMC sanders product line, the company says.

Numbers up at interzum 2019

Held in Cologne, Germany, earlier this year, interzum 2019 hosted 1,805 exhibiting companies from 60 countries, up from 1,732 companies from

59 countries in 2017. They included 356 domestic exhibitors and 1,449 companies from outside Germany, with foreign companies accounting for 80 per cent of total exhibitors. Including estimates for the last day of the fair, the event attracted 74,000 trade visitors from 152 countries compared with 69,000 trade visitors from 152 countries in 2017. The biennial show presents lamps and lighting systems, semi-finished products for cabinet, kitchen, office and modu-

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JULY/AUGUST 2019

lar furniture fittings, as well as locks and built-in parts. Grass, the Höchst, Austria-based specialist for movement mechanisms, reflected the show numbers with around 5,000 visitors from more than 80 countries visiting its booth. The visitors were particularly interested in the company’s new concealed flap lift system, Kinvaro T-Slim. The next interzum will take place May 4-7, 2021 in Cologne.

Changes at Blum Canada

Blum Canada of Mississauga, Ont., has announced that Kevin Tratt has retired from his role as managing director effective July 1, 2019. Iris Sharofi, who has worked at Blum Canada for the last 2-½ years as financial controller, has been appointed the new managing director.

Tratt will stay on in a transitional role sharing his 30-plus years of industry and product knowledge.

In addition, he will oversee the construction of Blum Canada’s new building, which is currently under construction. Sharofi brings strong management and organizational skills, and a clear vision of the requirements of the future, the company says. Tratt’s retirement follows announcements in April of the retirement in Germany of Gerhard Blum, managing director, and in May of U.S. president/c.e.o. of Blum, Karl Rudisser.

New board introduced for Acimall

The general assembly of Acimall, the association of Italian woodworking machinery and tools manufacturers, has elected a new board of directors.

They include: president Lorenzo Primultini (Primultini) and vice presidents Raphaël Prati (Biesse) and Luigi De Vito (Scm) – whose terms will be renewed next year; Marianna Daschini (Greda) and Umberto Pizzi

(Pgs), whose term as board members was extended by the association’s assembly; and the newly elected members Filippo Pellitteri (Twt) and Franco Tanzini (Vitap). The fifth elected member was Giovanni Sedino, currently serving as treasurer, who will join the board next year, when a new president and one vice president will be nominated.

Vizüsolution adds HPL capabilities

Manufacturer of laminated panels Vizüsolution has inaugurated its new 5x12 HPL press at its Lachute, Que., plant. Not only customers can now laminate any HPL (high pressure

laminate) on any raw board, the company says, but it is also fully equipped to offer value-added services for laminated panels. The capability is said to provide for various finished products, such as slatwall panels, shelving and components, as well as cut-to-size to the customer’s specifications. Along with the new HPL press, the company also operates a melamine press and a foil and vinyl laminator.

Lockdowel granted global patent for fastening system

Fremont, Calif.-based Lockdowel has announced its Channel Lock Fastening System has earned global patents worldwide. The Lockdowel system

has been thoroughly tested and successfully utilized by woodworking customers around the world to significantly speed up assembly and facilitate flat-pack shipping, the company says. Within the Channel Lock

Fasteners, the company has incorporated a security taggant that allows customers to ensure the purchase of authentic, Lockdowel products. The security measure is designed to protect customers from inferior copycats.

Using a non-invasive hand-held laser gun, customers can authenticate their fastener quickly to see that it is truly Lockdowel manufactured. Lockdowel patents have been issued around the world — the United States patent number is 10,197,081. The system incorporates a friction-fit, single-piece fastener system that creates a firm and invisible connection between panels or substrates without the use of tools or glue. A keyhole rout is cut into the panel face or edge with a special Lockdowel router bit and the fasteners simply slide and lock into the female mated rout, the company explains. A double post barbed dowel feature allows for a strong connection, it adds. Panels may also be unlocked and re-assembled later.

Xylexpo to introduce components area

and supplies in Milan, Italy, has announced that for the first time the exhibition will span four days (from May 26-29, 2020), instead of five. This change has been appreciated by the industry, organizers say, as witnessed by early registrations that have been submitted slightly “in advance” compared to the past, a signal that the renewed commitment of the biennial exhibition is being recognized. Many industry “big” players have already sent their application forms, with

Biesse, Cefla, Homag, Ima, Scm and Weinig leading the group of companies that will attend the exhibition in Milan next May. The show will mark the debut of “Focus Components,” an area dedicated to supplies, components and semi-finished materials for the furniture industry. The new format is a collaboration with Made Expo, a co-located exhibition featuring the architecture and building construction sectors.

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WOOD INDUSTRY 11 13.05.2019 09:43:06

Filings WOOD Alberta OSB mill resumes production

Norbord has reported that its OSB (oriented strand board) mill in High Level, Alta., was cleared to restart in June and has safely resumed normal operations.

The MacKenzie County mandatory evacuation order and town of High Level evacuation alert were both lifted after spring wildfires in the region receded.

All non-essential mill employees were safely evacuated earlier, and the mill did not incur any damage. The curtailment is not expected to materially impact Norbord’s second quarter results.

The mill has a stated annual production capacity of 860 million square feet (3/8-inch basis) and has been ramping up toward full production since resuming operations in late 2013. Norbord is a global manufacturer of wood-based panels and said to be the world’s largest producer of OSB. In addition to OSB, Norbord manufactures particleboard, medium density fibreboard and related value-added products.

Ikea launches German buy-back program

Ikea customers are now able to return used furniture to all locations in Germany and receive a prepaid card, the furniture store chain has announced. The so-called “second chance” program was tested at five locations since September. The second-hand furniture will be resold together with exhibits and returns in the stores’ “treasure trove” section. Customers can check via the website whether their item is eligible and what price they can expect. In the test, products such as the Billy shelf, dressers and chairs have been popular. Similar Ikea programs are in place in Switzerland, France, Belgium and Japan.

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IMA Schelling rolls out west coast support hub

The Raleigh, NC-based IMA Schelling Group USA, a provider of sales and after-sales support of IMA, Schelling and Barbaric products for the woodworking, metalworking, plastics and composites industries, recently announced a new Eastvale, Calif.-based support hub for its B.C. and U.S. west coast customers. IMA Schelling Group says it can now respond more quickly, saving both the company and its west coast customers time and money by reducing travel time and expenses.

New leadership team for the CMA

The Cabinet Makers Association (CMA) of Chicago, Ill., has announced the results of its annual election to the board of directors and the installment of its officers. The CMA members reelected James Fox of Fox Woodworking in Phoenixville, Penn., and Chris Dehmer of Dark Horse Woodworking in Atlanta, Ga., to serve another three-year term.

Brian Clancy of Clancy Woodworking in SherChris Dehmer man, Conn., was elected as a new board member to also serve for three years. The board has appointed the following officers effective July 1, 2019 to June 30, 2020: Chris Dehmer, president; James Fox, vice-president; Matt Wehner of Custom Cabinets by Design in Springfield, Mo., treasurer; and, Brian Clancy, secretary. Past president Leland Thomasset will serve as a memberat-large along with Ken Kumph of Premier Builders in Georgetown, Mass., and Monika Soos of Sofo Kitchens in Maple Ridge, B.C. Exiting the board is Matt Krig of Northland Woodworks in Blaine, Minn. The CMA expresses gratitude to Krig for his contributions for the betterment of the association during his six years on the board, which include serving as president for four years.

The CMA has also announced that Guy Bucey will be the opening

keynote speaker at the organization’s 2020 national conference, which will be held March 4-6 in St. Charles, Ill. Bucey will share Guy Bucey why you should “Stay in Your Lane” when it comes to being an effective leader. Bucey is the chief operating officer of Inova, a Guilderland Center, N.Y.-based manufacturer and innovator in the furniture industry. For more information and to register, visit www.cabinetmakers.org/2020.

Simard, Grass Canada announce partnership

Mathieu Simard, owner and manufacturer of Simard Kitchens and Bath

Mathieu Simard, owner, Simard Kitchens and Bathrooms (left) and Charles Daneau, sales manager, Grass Canada. rooms based in St-Tite-des-Caps, Que., has announced a new partnership with Grass Canada of Toronto, Ont. With more than 50 years of experience in the industry, Simard will be incorporating the latest technology and quality hardware, for which Grass has been known for the past 70 years, in its kitchen and vanity offerings.

Osborne announces trade partner program

Toccoa, Ga.-based Osborne Wood Products, a family-owned and -operated company, has established the Osborne Wood Trade Partner Program, which will offer businesses in the trade access to discounted prices on the company’s

inventory of unfinished wood furniture components. Starting with a discount for all participants who enroll online at www.osbornewood.com/partners, the program comprises a tiered system whereby the level of discount increases commensurate with order size. When Trade Partners reach the spending threshold for a particular tier, the appropriate discount will be applied to all of their orders.

Osborne Wood Leon Osborne c.e.o. Leon Osborne notes the program was created to show clients how much the company appreciates their business, and “encourage current and future clients alike to … purchase more and save more.”

Broadview acquires Formica Group

Broadview Holding, a Hertogenbosch, Netherlands-based industrial holding

company, has completed the $840 million US acquisition of Cincinnati, Ohio-based Formica Group from Fletcher Building of Macquarie Park, Australia. The sale includes Formica businesses in North America, Europe, and Asia, as well as its Homapal metal laminates business.

College introduces workplace safety diploma program

Students will develop foundational knowledge to identify, manage and assess risks in all industries and workplace environments. Students will also have the opportunity to take part in practical opportunities and field placements. Graduates may pursue future career options, such as: safety inspector; auditor; risk management; emergency management; environmental management; and, human resources management.

China pulls WTO suit over market economy claim

A new Workplace Safety and Prevention diploma program at Seneca College in Toronto, Ont., will commence in September. The two-year program is said to be the first of its kind in the Greater Toronto Area and is designed to meet the growing need for enhanced workplace health and safety in every industry, the college says.

China has halted a dispute at the Geneva, Switzerlandl-based World Trade Organization over its claim to be a market economy, a panel of three WTO adjudicators said in June, according to Reuters, meaning Beijing must accept continued European Union and U.S. “anti-dumping” levies on cheap Chinese goods. Without a WTO ruling in Beijing’s favour, it adds, the EU and U.S. can keep imposing duties on cheap imports from China while disregarding its claim that they are fairly priced.

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WOOD INDUSTRY 13

Law WOOD When and why to have more than one

Your will(s) I

n some Canadian jurisdictions, a person can have more than one will.

The main reason for using multiple wills is to save probate tax.

Assume an individual, call her Betty, dies in Ontario and owns the following assets at her death: a home owned jointly as joint tenants with Sabrina Gismondi her spouse worth $1 million; an RRSP with her spouse named as beneficiary worth $400,000; a cottage property, solely in her name worth $500,000; private company shares, solely in her name worth $1 million; and an investment account solely in her name worth $500,000.

How will these assets pass on her death and what probate tax will have to be paid?

She left a will in which her spouse is the sole executor and beneficiary of her estate.

In this example, the home will pass outside her will to her spouse by right of survivorship because it was held as joint tenants. Similarly, the RRSP will pass to her spouse outside her will because the spouse was named as beneficiary.

The three assets solely in her name, namely, the cottage, the private company shares and the investment account form her estate. As

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JULY/AUGUST 2019

executor, Betty’s spouse is responsible for collecting these assets under her will. With limited exceptions, Betty’s executor will likely have to validate her will (a process commonly referred to as “probate”) in order to deal with some of these assets.

In this example, both the financial institution and the land registrar will require probate of the will before transferring those assets to her executor. Under Ontario law, in this scenario, it may not be necessary to probate the will to transfer the private company shares to her spouse.

When probate is required in Ontario for any asset that passes under a will, the estate has to pay Estate Administration Tax, commonly referred to as probate tax. Probate tax is about 1.5 percent of the value of assets that pass under the will.

In this example, Betty’s estate is $2,000,000 (the total value of the cottage, private company shares, and investments) and her estate would owe approximately $30,000 in probate tax.

A better strategy

How would the use of the dual will strategy save probate tax in this example?

Betty could have prepared one will to deal with the assets that require probate — the cottage and the investment account — and another will to deal with the assets that do not require probate — the private company shares.

The dual-will strategy works as follows: allocate all the assets that will likely require probate into one will (the “Primary Will”) and allocate assets that will not require probate into a second will (the “Secondary Will.”) When Betty dies, the Primary Will would be submitted to probate and the Secondary Will would not be submitted. Based on a decision of the Ontario courts called the Granovsky Estate case, probate tax is paid only on the value of assets that pass under the Primary Will.

Other provinces have apparently not accepted this practice.

If Betty allocated her private company shares to a Secondary Will, and that will did not need probate, probate tax could have been saved on the value of the private company shares.

In this example, her shares are worth $1 million and by using the dual will strategy could have resulted in about $15,000 of probate tax savings.

Because Betty died with only one will, all of the assets governed by that will (the cottage, the investments and the private-company shares) are included in the probate tax calculation.

In Ontario, the dual-will strategy is most often used to save probate tax for individuals who own private company shares of significant value. The strategy can also be used to save probate tax on the value of other assets that pass under a will but for which probate may not be required to transfer title to the executor on death i.e. contents of a home, personal effects, certain loans and assets held in trust.

A note of caution, not all private company shares that a deceased person owns are exempt from probate. The strategy is most likely to

work in situations where the shares are closely held by the deceased and other immediate family members or will pass to immediate family. In situations where the private company shares are held by the deceased and arms-length third parties, the strategy may not work as the third party shareholder may not wish to take the risk of dealing with the deceased person’s shares without probate of the will. There have also been instances where the corporation’s bank has insisted on probate of both wills as part of their risk management. Both wills may also require probate if the estate is involved in litigation.

When drafting dual wills it is important to be mindful of a variety of additional planning considera-

tions such as who will be the executors under both wills, how debts and taxes will be allocated and ensuring fair treatment of beneficiaries under both wills. To avoid potential issues it is recommended that the executors and the beneficiaries are also the same under both wills.

Get expert advice

In the right circumstances in Ontario, having more than one will can be an effective part of an estate plan. In the worst-case scenario, all wills may have to be submitted for probate and the estate and its beneficiaries are in the same position they would have been had only one will been prepared.

For those individuals that are unable to take advantage of the use of

dual-will strategy to save probate tax, there may be other ways to reduce probate tax on death, such as designating a beneficiary on plans and policies, in the right circumstances owning assets jointly, transferring assets into trusts, and gifting amounts prior to death.

Speak with your estate lawyer to learn about how to organize your affairs and co-ordinate all parts of your plan to ensure your wishes are carried out in a tax efficient manner.

Sabrina Gismondi is a trust and estate lawyer at Lawrences Lawyers in Brampton, Ont. Comment at www.woodindustry.ca.

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PROFILE: Maritime Door and Window, Moncton, N.B.

Interior one-stop shop Hands-on approach with attention to detail

T

he door side of the business for Maritime Door and Window in Moncton, N.B., is decidedly an interior affair. Founded in 1972 to serve the interior market, the company’s primary focus lately has been to manufacture energy saving window and door products while providing the very best customer service. “We manufacture doors and windows, exterior steel doors and of course the interior product is the millworking side of the business,” says Maritime production manager Kevin McCrindle.

“We sell trim, so of course all of your casings, baseboards and headers, crown mouldings.” McCrindle has been in the business for 14 years and five with Maritime.

The company has two craftsmen who work full time manufacturing interior doors, representing a large part

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of Maritime’s business.

“Sometimes the customers who will buy our exterior product will also buy our interior product,” says McCrindle. “So, we have the whole package — kind of a one stop shop for many of our contractors. We have a supply and install department as well.”

The retail element of Maritime is evident in its showroom. “It is a great tool for the sales team for walk-ins,” says McCrindle. “Homeowners come in — the same ones who watch these TV home shows that are running 24 hours a day. Compared to years passed, the customer comes here very well educated on what they want.”

Suppliers work closely with Maritime to keep the manufacturer up to date on the latest trends. “They are constantly introducing new products and new designs to the market,” says

McCrindle, “which we have to be conscious of so we can keep up with the TV shows and the internet, of course.”

The craftsmen in the door manufacturing part of the business do a lot of custom work, but can produce close to 200 doors a week. When customers come in wanting to replace older doors and upgrade some styles for a home renovation, Maritime has to react. “So, we have to match maybe the hinge placement or the bore placement,” says McCrindle. “We do cut downs to match the door openings.”

For multi-unit dwellings such as apartments, the company can mass produce a generic, six-panel door. “On the multi-unit jobs, it is tricky because you have to schedule those high volumes,” says McCrindle. “You have to work closely with the project manager to make sure we are producing the

Manufacturing operations at Maritime Door and Window can produce up to 200 doors per week.

Craftsmen play a strong role in fulfilling the company’s many custom door orders. doors when they need them.”

Juggling high volume periods means having “a lot of balls in the air when it comes to coordination. Not only where we are actually going to physically put that product when its finished before we ship it, but also the shipping coordination that happens as well.”

Sometimes a large contract demands that Maritime personnel go to the job site. “For these bigger projects we factored in the logistics for the bigger delivery. For instance, we did a project here in Moncton this winter

where we were actually delivering product to each floor of the building.

That takes a lot of coordination as well and a lot of horsepower.”

Although these arrangements demand a lot of the company, it is part of the customer service and value-added level of detail that it offers. “It is all about the customer experience,” says McCrindle, “so people will come back to us because we offer this service, so I will bring in more people when necessary.”

With customers returning time and again to Maritime, the company feels

the service component is a successful strategy in a competitive marketplace.

“In Canada there are a lot of door and window manufacturers,” says McCrindle. “It feels like you could throw a rock and hit the competition.”

McCrindle did work for the competition at one time, he notes. “I was a plant manager at a different facility. I stepped away from the industry for a year and then the owner of this company reached out to me and asked me if I would be interested in coming on board.

“The production supervisor who was here at that time was getting ready to retire. I came back into the industry and started as the purchasing manager because there was an opportunity there, knowing that I would be taking over on the production side.”

Five and a half years later McCrindle has found himself responsible for the operations — manufacturing, purchasing, shipping and receiving, and maintenance. “You wear many hats in a small company.”

Maritime Door and Window has 45 to 60 employees when it is going full blast, with May, June and July typically when the company starts to ramp up production. Lately it has been different, however, with a closeto 19-month stretch with no slowdown.

“We have been really busy all year — never really had a chance to catch our breath,” says McCrindle. “Some of that has to do with, we feel, the Halifax market and a lack of snow.”

Maritime supplies two large builders in Halifax, N.S., a big part of its business. With the location being 3-1/2 hours away, careful coordination is required. “These are good problems to have,” says McCrindle. Besides Nova Scotia and New Brunswick, the company also sells into Quebec and Prince Edward Island.

Critical to expanding the business is Maritime’s commitment to continuous process improvement. “In all of our departments we have really focused on moving waste from the process,” he adds. “It has allowed us to be more efficient, improved our lead times, quality and the bottom line.

“Obviously, there is no end to improving when it comes to lean manuwww.woodindustry.ca

WOOD INDUSTRY 17

facturing. We had to educate our employees on some of the philosophies and strategies to be able to get them to buy into it.”

McCrindle said he knows from past experience with lean manufacturing that employees can feel that all it means is cutting jobs and reducing hours. “We had to make sure that the employees felt that that wasn’t going to be the case. It wasn’t about that at all. It was about removing the redundancies, the waste, the reworks and those things out of the process so we could work smarter, not harder.

“Improve efficiency and you meet the customer’s needs.”

As a benchmark in its market Maritime, feels it wants customer lead times to be right around three weeks.

“Two weeks and you would be a rock star, but three weeks is really where you want to be,” enthuses McCrindle.

Anything above that time provides an opportunity steal some opportunities from the company, he explains.

For its lean journey, Maritime brought in help from a consultant and spent a great deal of time identifying where it wanted to improve. Several projects were conducted, including on the production side of the business.

“The idea was that they would train us and be able to sustain the gains,” says McCrindle, “then take on projects on our own.”

The company spent two years refining its workflows so that it now has management boards up in each department. “Every morning and every night we have huddles where we are discussing the challenges, the opportunities, the problems, what we did well and what we need to do better,” says McCrindle. Maritime is gathering data and doing Pareto analysis, a formal problem-solving technique to determine course of action. “Discovering the things that prevented us from having a perfect day.”

With the information that staff gather, the data is the put on a plot for analysis. Sometimes a project that will come out of the analysis because a trend has been identified.

“We will have a meeting and brainstorm and determine what we can do

18 WOOD INDUSTRY

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better to eliminate that or reduce this. We have buy in. We talk about it every day.

“People are offering all kinds of ideas on what we can do next to make more improvements.”

Management also recognizes that healthy, contented staff leads to better results. “One thing that we do for the employees is to recognize them with employee appreciation events.

We have barbecues regularly with all kinds of games and prizes.”

One example is the company’s safety week.

“We want to make sure that people are working safely,” says McCrindle. Kevin McCrindle, production manager at Maritime Door The Maritime safety and Window. Implementing lean manufacturing is all about committee sponsors a “discovering the things that prevent you from having a perfect day.” barbeque with games for the employees as part of the safety week.

“The focus is to ensure people work safe and focus on each other.”

Spending time on its health and safety culture includes working very closely with Work Safe New Brunswick to reduce musculoskeletal injuries such as strains and sprains.

Since the company builds big products that are getting bigger and, with its windows production, the glass is getting heavier, acLogistics with customers provides one of many challenges cording to McCrindle. that the company faces, even if it means delivering “We want to make sure product to multiple floors in a building. that we work together.”

Team lifting and looking out for one another is something businesses in the area for employees. that Maritime drives home to staff Competition includes a call centre, twice a day at meetings and in safety other manufacturers, the service incommittee meetings every two weeks. dustry and even a cannabis factory.

Retention and recruitment present “We did an analysis in terms of a challenge to the company as well, what we pay for labour and we are as it constantly competes with other competitive.”

Design WOOD Counting the rings on legacy timber

Big wood I

was sitting in a bar recently, with my son. We were in Vancouver, at the lower level of a large, late 19thcentury brick building. As nice as the decorations were, what was most conspicuous to me was the wooden structure. The column we were near was probably two Paul Epp feet square and the joists were six by 12s (or more). This was all unlaminated, so it came from big trees. Fir trees. While we refer to these type of buildings as brick, they are actually post-and-beam wooden buildings. The brick is only an external envelope. It’s a real treat for me to be able to see the wood at work.

It’s still possible to find the big trees, but they are likely to be in a protected area, like Cathedral Grove on Vancouver Island, or in Stanley park in Vancouver. But there are still a lot of trees, however diminished they are as second or third growth. And they remain very valuable to us. We have a long history of harvesting them. My father had a sawmill when I was born.

The Pinto Creek Sawmill. By some happenstance, I worked for another sawmill in the same area of northern Alberta 20 years later. As the last man hired, I naturally got the worst job. That was pulling lumber off of the green chain. The ones I was assigned to look for were the big ones: two by 12s, two by 14s, up to 16 feet long. It wasn’t so bad when I was just starting

a lift, but once the stack got to be higher than my shoulders, it was a killer.

My wrists, elbows and shoulders still hurt. Luckily for me, we weren’t sawing anything thicker than two inches.

In the absence of the big trees, various forms of laminated timber have been developed. Some are held together by wooden dowels but most use adhesives. It’s very impressive and what I find the most exciting are the big CLT laminated sheets of lumber.

This material along with the oversize CAD machines that work it are capable of very dynamic structures. Mass timber is how it’s described. Collectively, we have been very clever.

There are still times when the big

trees are critical. I’m wondering how the French will find the timber to rebuild the roof of Notre Dame in Paris?

The Japanese have a tradition of rebuilding certain of their most valuable temples from time to time. They must set trees aside for this, looking ahead many years and exercising an admirable logging restraint.

Sculptors, and furniture designers have their own version of mass timber. I’ve been particularly impressed

by the big benches of Brent Comber in Vancouver, along with his other big pieces of wooden furniture and art.

Also in B.C. is the impressive work of the late Bill Reid. I recall him telling me that his Raven and the First Men (now at the Museum of Anthropology in Victoria) was the largest wooden sculpture in the world. That may not be exactly accurate: his own totem poles are certainly larger, and then there are the big canoes of his Haida culture. The American Wendell Castle, in the 1960s, developed a technique of stack-laminating large assemblies of wood and then carving them into exceptionally creative pieces of furniture. Many others have followed his lead. Before this, the Eames’s made a trio of designs for solid laminated and turned wooden stools. I made a large sculpture for the 1981 Jeux Canada Games in Thunder Bay, 10 feet tall and 40 feet long, out of white pine timber. Bigger is not always better, but it can help to impress.

There are competing notions about timber use. Some of us protest the use of wood, thereby claiming to save the planet by saving the trees. An alternate view is that using wood (and lots of it) is a way of capturing and sequestering carbon, keeping it out of the atmosphere and out of harm’s way. I think that the logic here is that the better and most intelligent use to which wood is put will increase its chances of survival as a built item.

Lots of work for designers here.

Paul Epp is professor emeritus at OCAD University, and former chair of its Industrial Design department.

Comment at www.woodindustry.ca.

www.woodindustry.ca

WOOD INDUSTRY 19

Focus on

Big fraud beH Digital ad reliance

A

re you getting what you pay for with your digital ad dollar? Or are you innocently paying for the nearly $6 billion US in global fraud that is projected for 2019, as one study reports?

Let’s face it: all over the world the use of data has increased exponentially, largely due to the ease with which information is captured, converted to digital format, stored and analyzed for the extraction of knowledge, according to the Measuring investment in data, databases and data science: Conceptual framework report just published by Statistics Canada.

In the 1930s and 1940s, the report notes, the first computers were rudimentary, slow, expensive and cumbersome with little memory or storage capacity. Today, after many decades of innovation, they are fast, cheap and miniaturized with enormous memory and storage capabilities and capable of executing complex algorithms. These developments have both enabled and encouraged a rapid growth in the collection, digital storage and usage of a wide variety of types of data.

So, we arrive at today, where paid website traffic acquisition, aka traffic sourcing, is an ordinary part of promoting a site to reach a larger audience, according to the series of annual Bot Baseline reports from White Ops, an internet human traffic verification company and ANA (As-

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sociation of National Advertisers). It is not inherently bad, they say, but not all sources of traffic are equal.

“When a real website has a big bot audience, the bots are showing up because they were paid for. Behind every big bot problem, someone is paying a traffic source.

“We observed 3.6 times as much fraud coming from sourced than non-sourced traffic. Publishers paying handsomely for legitimate search traffic are competing against publishers paying much less for bot traffic, and the tools used by most marketers cannot tell the difference. Botty traffic vendors may defeat detection, but they never have a credible explanation for why they are able to deliver high volumes of visitors.

“When a publisher finds a source of traffic for $0.01 per visit that gets scored as viewable and ‘high quality,’ some might call that a gold mine. We would call it a gap in bot detection.”

In its white paper, 3 Truths That Help Confront the Digital Ad Fraud Crisis, the Alliance for Audited Media (AAM), digital advertising fraud is said to truly be a huge industry problem. “Fraud estimates range from $6 billion to $16 billion annually, and the current supply chain structure makes it easy and attractive to commit ad fraud with little chance of retribution.

“Marketers, agencies, publishers and technology suppliers are frustrated. Trust is at an all-time low.

The industry is nearing crisis stage as marketers are seriously questioning, rethinking and redoing their digital investments.”

The three truths that can help us confront the ad fraud crisis, according to AAM, are: 1. Fraud occurs on both fake and legitimate websites.

2. Illegitimate traffic sourcing is the main cause of fraud.

3. Ad fraud measurement is used to transact but does not minimize ad fraud.

To its first point, AAM says that marketers’ ads are placed on fraudulent websites with content that is pirated, fake or non-existent, and displayed to bots. This occurs when the fraudster creates a bogus website, plugs into programmatic exchanges, buys traffic for the site, sells and displays the ad impressions, and collects the money for doing so. The fraudster steals ad dollars that were supposed to go to real publishers — just like counterfeit handbags or watches take the dollars meant for legitimate brands.

But marketers’ ads are also placed on legitimate websites with real content and displayed to bots. This occurs most often when a legitimate publisher’s organic audience is supplemented with third-party traffic to fulfill demand. Often this is completed through the purchase of traffic that may appear to be human but is in fact illegitimate bot traffic, says AAM.

MARKETING

ind

Big data

has cash sinkholes

Although tracking technology is However, there is some good news business or gone underground, designed to weed out fraudsters, the emerging. In the five years since the reducing the once-prevalent Bot Baseline reports state that it’s first Bot Baseline study, ad spending availability of bot traffic sold still too hard to know what you’re in the categories most vulnerable to on the open web to anyone with buying. “The ability to hold all ad fraud — video and display advertisa credit card. spending to the same high level of ing across desktop and mobile devices 3. Buying bot traffic has become more expensive. The market validatability should be one of mar- — has more than doubled, but losses price for sophisticated bot traffic keters’ top concerns in 2019. The to ad fraud have not. The latest study has risen, limiting the arbitrage time has come for marketers to stop reports that increased awareness of opportunity for buying visitors tolerating — and stop paying for — the problem among marketers raised and showing them enough ad outdated media formats that cannot the priority of dealing with it, and units to make a profit. support the highest levels of third- leaders throughout the industry have 4. Initiatives like ads.txt have party validation. risen to the challenge. “First, this helped to reduce desktop “By selling media under conditions slowed the growth of ad fraud. Now, spoofing, with 78 percent of that do not support high third-party for the first time, we are projecting the top volume domains in the validation, even trustworthy media losses this year to be smaller than in study using ads.txt files to companies are essentially part of the the first year of our study.” prevent their problem, since inventory from the vast sea of ARE YOU GETTING WHAT YOU PAY FOR WITH being successgood but lowYOUR DIGITAL AD DOLLAR? OR ARE YOU transparency infully spoofed.

INNOCENTLY PAYING FOR THE NEARLY $6 BILLION 5. Consequences ventory provides U.S. IN GLOBAL FRAUD THAT IS PROJECTED cover for the are changing FOR 2019, AS ONE STUDY REPORTS? fake inventory the incentives sold under for perpetrating the same formats.” It adds that fraud The White Ops/ANA’s latest study fraud. The business of commitdetection and prevention are only as reveals that there are five reasons ting ad fraud has become siggood as their implementation. that ad fraud has dropped in the last nificantly riskier, as shown by In one case study mentioned in year. These reasons might even rea number of arrests in the last 2018-2019 edition of Bot Baseline, a semble a template for marketers: year — something that nobody century-old non-profit organization 1. Advertisers are directing more would have dreamed would thought it was getting its money’s of their money through buyhappen just a few years ago. worth when it purchased impresing channels with dedicated, sions from a third party to mine for independent fraud prevenCybersecurity companies, industry donations. Of the 5.8 million display tion measures, an option that experts, and governments have come impressions, just 22 percent were wasn’t available five years ago. together to dismantle fraud infravalid at the highest level. This means 2. Buying bot traffic has become structure and take down botnets and the organization paid 78 percent over harder. Many bot traffic ventheir operators, the latest Bot Basewhat it should have done. dors have been driven out of line study says.

Continued www.woodindustry.ca

WOOD INDUSTRY 21

Focus on marketing Despite this optimism, Juniper Research noted in the same month of latest Bot Baseline study that advertisers will lose $42 billion US of ad spend this year across online, mobile and in-app channels, almost nine times larger than White Ops/ANA figures.

Given the estimates of the size of programmatic ad spend this year — about $84 billion worldwide, according to Zenith — Juniper’s estimate represents about half of programmatic display dollars going to fraud.

A few factors contribute to this huge disparity in figures, according to eMarketer. It explains that there is currently no one way to detect whether an ad impression is fraudulent or not, and anti-fraud vendors rely on different methodologies and verification technologies for their work. Depending on what methodology is used, a vendor may say an ad impression is fraudulent or they may not. Firms also use technologies pro-

prietary to them, and no identical results are being produced across the industry.

“Anyone who is detecting fraud is still only detecting the types of fraud that they’ve figured out how to detect,” said eMarketer principal analyst Nicole Perrin.

On the advertiser’s end, eMarketer reports, not all marketers are getting all their impressions verified. For companies that can afford to do so, they may only be checking a percentage of impressions and then that gets extrapolated into a larger picture. Smaller advertisers don’t have the budget to use verification services, so those numbers are not captured at all, it adds.

For fraud impressions that are captured, there’s no standardized way to translate that into a dollar figure, as impressions are all priced differently.

“You have to make assumptions and estimates,” Perrin said. “Is the aver-

age fraudulent impression the same price as the average real impression?

Does it cost more or less? There are many reasons why the answer could be any of those things.”

The takeaway for marketers is that no matter which ad fraud estimates they look at, according to eMarketer, billions of dollars are still being lost every year. If an individual marketer is using verification services, it explains, they can feel confident that they’re doing everything they can to stay safe, but the reality is that not all marketers are doing the same.

“Even with the most optimistic interpretation, marketers are throwing billions of dollars away,” Perrin said.

“So, any marketer should be concerned about that—or at least concerned enough to really think about, ‘Am I pushing my agency to buy impossibly cheap inventory? Am I asking for a media plan that can only be fulfilled with fraud?’”

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supplied fully assembled and ready to install, partly assembled or unassembled. www.salicecanada.com

Modular cabinet hardware system Five-piece rigid thermofoil doors

Elias Woodwork has expanded its product offering with the introduction of a line of five-piece rigid thermofoil (RTF) doors and drawer fronts. With a five-piece construction, the doors are said to offer a

closer wood door and drawer front simulation with the grain running in the direction of the stile and rail. Not only do RTF products offer colour consistency throughout a project, the company says, they offer simulated exotic wood grain and painted doors at a considerable savings. Units also offer the added benefit of being scratch, fade and stain resistant with joints that are not as affected by temperature variations. A significant feature to consider with RTF, it adds, is the availability of most accessories for a project, including hundreds of molding profiles, corbels, valances and shelves. Currently the doors are available in five frame profiles and 10 colours that include wood grains and solid colours. www.eliaswoodwork.com

Return system for wide belt sanders

The model #913A return system for wide belt sanders from James L. Taylor Manufacturing allows shops to customize their return conveyor to fit their processes. Four machine lengths are available to return material up to 60, 96, 112 or 132 inches

long. Rollers on return conveyors can handle up to 50 in. wide material.

Transfer sections of 12, 24 and 36 in. between the catch and the return create space for maintenance on the sander. All length returns are composed of modular sections and a 5 in. stroke motorized height adjustment is available for movable bed sander models. www.jamesltaylor.com

Pocket door system

A pocket door system from Salice has a cam-assisted sliding action that is enhanced by a linear damping to gently control the final opening and closing of the door. The system is said to be easy to install and remove from the cabinet and allows the doors to open and close smoothly and uniformly. Units enable the optimization of space and can be used in a host of applications, the company says.

These applications include: pantry units for kitchens, to hide away appliances like washing machines, freezers or even sinks; in living rooms for media or library units; and, in bedroom wardrobes and in office storage applications. Each system can be

VS Elements from VauthSagel is a cabinetry system whose basic element is a frame that can be readapted over time with different technologies. The system is not governed by the standard interior dimensions of the cabinet body and therefore provides far more scope in terms of design and use, the company says. The interior scope is down to the combination of the core element, the system frame, with a number of system technologies and interior components. The furniture industry, product assemblers and carpenters can customize components individually, yet always rely on the same modular frame, it adds. www.vauth-sagel.com

Slant gluers speed production

The RFsProtech SL series of slant bed gluers from Ogden Group provide for the production of edge-glued panels and door frames. Used to clamp and cure components for a variety of applications including kitchen cabinets, door frames and furniture, the series is said to require minimal floor space. The radio frequency technology of the easy-to-operate units is said to have the capability for high www.woodindustry.ca

WOOD INDUSTRY 23

WOOD

New Products production while providing consistent glue joint strength. Machine specifications include a standard bed width of 36 in. and optional bed width of 48 in., a standard bed length of 48 or 60 in. and optional bed length of up to 110 in. Standard thicknesses are 2 in., with optional thicknesses measuring 4 in. Generator power is 6 kW standard, with an option to go up to 10 kW. www.ogden-group.com

Defect saw and end matcher

inductive sensor detects the position of the carriage. Detecting positions of the carriage and sawblades is accomplished with servo feedback. Inductive sensors detect the position of the carriage and others detect the positions of the saw blades. Included is a powered belt conveyor with drive motor for waste cutoff pieces and Lenze PLC control. The standard machine is produced to CE Safety and Electrical Standards to UL/CSA standards, and can output up to 24 planks per minute. www.akhurst.com

computer hard disk. With the universal 50 internal taper in the A-axis workhead, it is fast and simple to change from inserts to router bits to cutters and back in a very few minutes, the company says. Units accept DXF CAD drawings and include four CNC controlled axes (X, Y, A, Z), AC digital servo motors on all CNC axes and electronic speed variator for grinding wheel. www.csaw.com

Accurate, safe table saw crosscuts

CNC profile knife grinder

The UTMA P20 CNC announced by Colonial Saw allows profiling of carbide and HSS cutting tools including inserts/plates, carbide cutters, router bits and HSS corrugated back knives. Designed for maximum flexibility and ease of operation, The Powermax end matcher from Akhurst cuts out defects, cuts to length and/or optimizes and endmatches wooden boards for several purposes, varying from softwood wall and ceiling paneling to hardwood floorboards. Four pneumatic cylinders with valves are said to provide the best possible control and efficiency. A luminescence-sensor camera for defect crayon mark identification reads defects on the top face of the input boards. A photoelectric sensor detects the ends and an

menu-driven software is said to allow the operator to simply input the requested values and create a program in minutes that can be stored in the

INTRODUCING

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Table saw accessories specialist Microjig has introduced the Zeroplay 360 sled kit. The kit is said to combine the precision and ease of the company’s Zeroplay miter bars with its Matchfit dovetail hardware to create a versatile sled in the workshop, allowing woodworkers to make accurate, safe crosscuts with a table saw.

The kit includes one Zeroplay miter bar and the new Matchfit dovetail hardware variety pack. To create a custom sled, cut plywood to size, route dovetail grooves with a ½-inch, 14-degree dovetail bit and install the miter bar. With one touch calibration, woodworkers can fill the full width of Available in HVLP, LVLP & Conventional Spraying Technologies

AIRSPRAY MANUAL GUN Professional Finishing For All

Innovative Patent Pending Technologies Improves Finish Quality Less Air Consumption for Better Transfer Efficiency (up to 78% for HVLP) Reduced Air Consumption for Better Part Penetration on Complex Shaped Parts Reduced Blotchiness SAMES KREMLIN Inc. North America Headquarters 45001 Five Mile Rd | Plymouth, MI 48170 Canada Branch 931 Progress Ave, Unit 7| Scarborough, ON M1G 3V5

24 WOOD INDUSTRY

JULY/AUGUST 2019

VISIT US ONLINE! sames-kremlin.com

800.573.5554 | marketing@exel-na.com

the miter slot without side-to-side movement, the company says, and the dovetail grooves allow users to set the fence at any angle with the dovetail hardware. No matter at which angle a person is cutting, the miter bar is said to keep the sled parallel to the blade at all times. www.microjig.com

Corbels in the mission style

rooted in the architecture of the Spanish missions that were scattered about the Southwestern region of what is now the U.S. Mission furniture was often made out of oak for its strength and durability, and the decorative elements generally consisted of carved out square or rectangular recesses. Mission pieces available vary from the Spanish or California Revival pieces in their detail. www.osbornewood.com

Cabinet lift hinge provides soft, silent movement

The Mission corbels and legs from Osborne Wood Products are suitable for blending old and the new 5-8-19-hfpg-epilog-WoodIndustry.pdf 1 5/8/2019 styles. The mission style of design is

Soft and silent movement of D-Lite lift hinges from Nuvo Concept are said to provide user comfort in lift-up cabinet doors. Cabinet doors can be stopped at a desired level by the hinges gradual opening feature. The lift hinges are designed and produced to occupy minimum space in cabinet, the company says. Units can be assembled easily and also doors can be mounted without using any tools by a special track mechanism, it adds.

6:06:13 PM A three-dimensional alignment

mechanism offers adjustment of updown, left-right, back-forward for installation accuracy. The lift-up force of the mechanism can be adjusted according to door weight and height. There are three different mechanism alternatives for door weights up to 14 kg. Specifications include a 27 mm thickness, 90 mm height, 198 mm length and 107° and 90° opening angle options. Four colours are available. www.nuvoconcept.com

www.woodindustry.ca

WOOD INDUSTRY 25

WOOD

New Products Severe duty double end tenoners

Double end tenoners announced by MereenJohnson — from simple single function to multi-station applications — are said to be designed and built for the severeduty requirements of multiple shift production. Units provide greater accuracy, repeatability, lower maintenance and allow for superior joint and finish quality, even at higher feed speeds, the company says.

Made from cast iron and steel weldment construction, units are available with the company’s severe duty, high efficiency, arbor motors. In addition, precision double-vee and multi-vee feed chains with snap-in lugs are custom built for each application requirement. Benefits include: lower rebuilding and replacement costs; controls that provide fast changeovers and production flexibility; needle bearing chains; and, pop-up feed lugs. CNC motion and set-up position controls are suitable for applications such as angle gaining, arched panels, barrel or column production. HSK type and other tool changing systems are also available. www.mereen-johnson.com

www.safetyspeed.com (800) 772-2327

Screw Pocket Machine • Machines a pocket with 6 degree pilot hole in less than a second • Quick pocket depth adjustment • Smooth mechanical vs air forced action @Safety Speed Manufacturing

26 WOOD INDUSTRY

JULY/AUGUST 2019

Water-based coatings for interiors

The Iridea range of water-based coatings from ICA America are said to feature the absence of toxic emissions and unpleasant odors, as well as ease of application and versatility, good aesthetic results and excellent chemical and physical resistance. The water-based transparent and pigmented water-based coatings contain 3 to 7 percent VOCs compared to 55 to 75 percent found in solvent-based coatings. Water-based coatings, the company says, make it possible to guarantee the same high-quality results as its solvent-based coatings counterparts while reducing the emission of harmful solvents into the atmosphere. www.icaamerica.biz

Electric lift-up system for ergonomic cabinet storage

The Qanto electric lift-up system from Richelieu is said to add functionality and style to usually difficult-to-access areas such as base corner cabinets in L-shaped and U-shaped kitchens and end cabinets of kitchen islands.

Ergonomic, the system is composed of two trays that rise from inside the cabinet at the push of a button, displaying their contents in full view and making everything easy to reach. Push the same button to make them descend back inside the cabinet.

The trays are designed with an elegant crystal-glass effect rim that outlines the unit on the countertop. The system comes preassembled in a complete cabinet with adjustable legs for easy integration. The unit simply plugs into a standard 120 V outlet. www.richelieu.com

Hidden hinge provides strength from a concealed position

The Tiomos Hidden is the first Grass hinge that is fully recessed in the furniture.

In this way, the company says, it is elegantly integrated in the cabinet and allows the design of the furniture to stand out. The recessed hinge is versatile and can be used with an opening angle of 105 degrees and is suitable for installation on doors with a thickness of 18 mm.

An optional damping system provides additional comfort.

For a balanced gap alignment, it is also possible to accurately adjust the door laterally, in height and in depth, by using the hinge’s integrated adjustment mechanism. www.grasscanada.com

Bullets WOOD The value of building permits issued by Canadian municipalities came in at $8.2 billion in May, virtually flat year-over-year. However, the value of single-family dwelling permits rose 1.8 percent in May to $2.3 billion, led by Ontario, while in the institutional component, the value of permits rose 25.7 percent to $815 million, led by B.C., Quebec and Ontario. —Statistics Canada

The trend in housing starts for Canada was 205,838 units in June 2019, compared to 200,530 units in May 2019. —Canada Mortgage and Housing Corporation The U.S. real gross domestic product (GDP) increased at an annual rate of 3.1 percent in the first quarter of 2019. In the fourth quarter of 2018, GDP increased 2.2 percent. —U.S. Bureau of Economic Analysis The GDP in Canada was worth $1.71 trillion US in 2018, representing 2.76 percent of the world economy. GDP in Canada averaged $0.65 trillion US from 1960 until 2018, reaching an all-time high of $1.84 trillion US in 2013 and a record low of $40.77 billion US in 1961. —Trading Economics Between now and 2050, India is expected to show the highest population increase of any nation, overtaking China as the world’s most populous country in around 2027. —Statista July 2019 is said to mark the 121st consecutive month in the longest U.S. economic expansion without recession since World War II. GDP has been 2.3 percent, not quite as high as during the previous record streak, March 1991-March 2001, where GDP averaged 3.6 percent. —National Bureau of Economic Research Orders received by the German machine tool industry in the first quarter of 2019 were 21 percent down on the same period last year. Orders from Germany fell by 10 per cent whereas those from abroad were down by 27 per cent. —VDW U.S. architectural firms reported in May that on average, 48 percent of their firm’s gross billings over the past year were from renovation projects, which is a slightly higher share than what was reported in the AIA’s 2018 Firm Survey report, which indicated that 43 percent of firm billings were from these projects. —AIA

Close to 78.2 million cubic metres of roundwood was felled in the forests of Finland in 2018, representing an increase of roughly 8 percent from the previous year. —Timber Industry News The total value of China’s wood products trade rose 6 percent to $163.5 billion US in 2018. Of the total, the value of wood products exports rose 3 percent to $81.6 billion, and imports grew 8 percent to $83.7 billion. —Global Wood Markets U.S. imports of wooden furniture grew by 11 percent in April, bringing sales roughly in line with 2018 levels for the year so far. Imports from Vietnam were up 14 percent in April and are up 27 percent above 2018 year to date. Imports from China rebounded somewhat in April, rising 29 percent, yet remain down 15 percent year to date from 2018. —ITTO A recent analysis focused on the economic impact of climate change looked at four different scenarios, entailing temperature increases of 1°, 1.9°, 2.4° and 4.1°C, up to the year 2100. Canada is forecast to have a 0.31 percent GDP increase at 4°C in 2048, while the U.K. (0.29 percent), Germany (0.28 percent), France and the U.S. (both 0.08 percent) would see very modest increases in GDP under this scenario.

India is said will suffer a 2.45 percent contraction, the biggest negative margin. —Moody’s Analytics Year-on-year value of April imports of wooden kitchen furniture to Japan rose 21 percent but there was a 3 percent decline compared to levels in March.

Canada contributes to approximately 0.5 percent of the market, with the Philippines in at 45.7 percent and Vietnam in at 39.8 percent. —ITTO According to China’s 2018 Statistics Bulletin released by the State Forestry and Grassland Administration, the total value of national forest products industry output was 7.627 trillion RMB, a year-onyear increase of 7 percent, about 3 percent lower growth than in 2017. —ITTO In the first quarter of 2019, exports of wood-based panels in Brazil fell by 4.5 percent compared to the same period in 2018. —Brazilian Tree Industry

www.woodindustry.ca

WOOD INDUSTRY 27

Bullets WOOD In U.S. states where recreational cannabis is legal, the four-year CAGR (compound annual growth rate) for snack sales currently stands at 7.2 percent growth. In states where it is not legal, the growth stands at 6.0 percent. —Nielsen From January to May, Japan pellet imports from Canada jumped 157.3 percent to 249.2 thousand tonnes, with export value expanded 202.9 percent to $46.7 million US, according to Customs and Tariff Bureau of Japan. —Lesprom The U.S. Quarterly Services Survey found that “Travel Arrangement and Reservation Service” revenue was already up 2.5 percent to $12.5 billion US in the first quarter of 2019. Additionally, the survey shows that revenue generated from RV parks and recreational camps in 2018 peaked at $2.1 billion in the third quarter. —U.S. Census Bureau Canada recorded a monthly gain of 106,500 new jobs created in April 2019 which resulted in the unemployment rate falling to its lowest level in 43 years to 5.4 percent in May 2019. In the last twelve months to May 2019, there have been 453,100 new jobs created with full-time positions accounting for almost twothirds of the growth. —CBRE

The 2019 first-quarter Kitchen and Bath Market Index (KBMI), forecasts a positive outlook for the second quarter and the year as a whole. For Q1, the composite index currently rates at a 71 out of 100.

This reflects growth and optimism in three main components of the index: the current quarter, future market sales and overall health. The industry is also more positive on future business conditions (76 out of 100 index reading) than on current conditions (68 index reading), while 56 percent of industry expects growth in Q2 as second-quarter business conditions to improve. —NKBA China’s imports of U.S forest products were down 43 percent in the first four months of 2019 as the flow of lumber, logs and pulp fell sharply since the U.S. government initiated tariffs on Chinese imports in May of 2018. —Fordaq The market for pressure sensitive tapes is expected to reach a $44.6 billion in 2023, according to the report, Global Pressure Sensitive Tapes, 9th Edition.

The current market is estimated to be $35 billion US. —The Freedonia Group

In May 2019, Brazilian exports of wood-based products (except pulp and paper) increased 29 percent in value to $272.6 million US compared to May 2018.

—Fordaq

Online shopping still only makes up about 10 percent of total retail sales, notes the report, The Future of Retail. It recently surveyed 1,500 U.S. shoppers about what they want out of their retail centres. More than 40 percent want to see open green spaces at their centre, while another 40 percent are seeking stores that offer healthy food and drink. —JLL

In the first half of 2019, Canada’s office space construction pipeline increased 6.4 percent quarterover-quarter to 17.2 million sq. ft. Over 80.0 percent of this development activity is occurring in downtown centres. —CBRE

Following a downturn in firm billings in March, business conditions at U.S. architecture firms returned to the positive side in April, with an ABI score of 50.5 (a score over 50 indicates billings growth).

—The American Institute of Architects

According to the 2019 U.S. Houzz & Home Study, the financial investment for a kitchen renovation increased 27 percent to $14,000 US last year. The study surveyed 142,000 homeowners about their home renovations in 2018 and plans for 2019.

—KCMA

Global demand for cordless electric tools is forecast to rise 7.9 percent per year to $10.1 billion US in 2022.

Global demand for all power tools is forecast to rise 4.5 percent per year to $37.2 billion US in 2022. Cordless tools have already overtaken plug-in electric tools in the U.S. — The Freedonia Group

The European Panel Federation reports a production increase of 1.7 percent for 2018. A total of 59.3 million cubic metres of wood-based materials were produced. —Fordaq

According to a recent poll, 51 percent of Americans think that targeted ads are an inappropriate use of personal data, with older Americans particularly averse to being served targeted ads. Those respondents aged 18 to 24 are slightly more open to ad targeting, with 41 percent saying that targeted ads are a convenient way to see interesting products. —YouGov

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Events WOOD Sept. 10-13 Drema Poznan, Poland www.drema.pl/en/ Oct. 2 – 3 Canada Woodworking West Abbotsford, B.C. www.canadawoodworkingwest.ca Oct. 12 – 16 Intermob Istanbul, Turkey http://intermobistanbul.com/en/ Oct. 15 – 18 SICAM Pordenone, Italy www.exposicam.it/en/ Oct. 19 – 23 High Point Market High Point, N.C. www.highpointmarket.org

WOOD

Advertisers Akhurst www.akhurst.com ............................22

Safety Speed Manufacturing www.safetyspeed.com .....................26

Epilog Laser www.epiloglaser.com/ wood-industry ..................................25

Salice www.salicecanada.com ..................32

Felder Group Canada www.felder-group.ca .......................11 Grass Canada www.grasscanada.com .....................2 Mereen Johnson, LLC www.mereen-johnson.com .............13 Nuvo www.nuvoconcept.com......................5

Sames Kremlin www.sames-kremlin.com ...............24 Vortex www.vortextool.com ........................15 Weinig think.weinig.com ...............................9 WMS www.wmscanada.ca .......................31

YOUR ONLINE COFFEE SHOP

Oct. 31 – Nov. 2 WMS: Woodworking Machinery & Supply Conference and Expo Toronto, Ont. www.wmscanada.ca Nov. 7 – 9 Quebec Furniture Manufacturers Association 2019 Conference Bromont, Que. www.afmq.com/en/ events/2019-conference/ Nov. 20 – 22 GreenBuild Expo Atlanta, Ga. www.greenbuildexpo.com Dec. 4 – 6 The Buildings Show Toronto, Ont. www.thebuildingsshow.com Apr. 23 – 25, 2020 SIBO Drummondville, Que. www.woodworkingnetwork.com

Start a discussion in the Ask-it Basket Buy, sell or hire Talk about Wood Industry stories

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WOOD INDUSTRY 29

WOOD

By the numbers Residential constructionResidential construction investment investment In millions of dollars in millions of dollars Residential construction investment in millions of dollars

7,000 7,000

6,000 6,000

5,000 5,000

4,000 4,000

3,000 3,000

2,000 2,000

1,000 1,000

0 0

Total residential Total residential investment

investment Total residential investment

Renovations Renovations Renovations Nov-17 Dec-17 Jan-18 Feb-18 Mar-18 Apr-18 May-18 Jun-18 Jul-18 Aug-18 Sep-18 Oct-18 Nov-18 Dec-18 Jan-19 Feb-19 Mar-19 Apr-19 Nov-17 Dec-17 Jan-18 Feb-18 Mar-18 Apr-18 May-18 Jun-18 Jul-18 Aug-18 Sep-18 Oct-18 Nov-18 Dec-18 Jan-19 Feb-19 Mar-19 Apr-19

Canadian building permits in millions of dollars

Canadian building permits in millions of dollars Canadian building permits In millions of dollars 8,000 8,000

7,000 7,000 7,000 6,000

6,000 6,000 5,000

5,000 5,000

4,000 4,000 4,000 3,000

3,000 3,000

2,000 2,000 2,000

1,000 1,000 1,000

0 0

Residential construction investment in millions of dollars

Total residential Total residential

Residential building permits

Total residential Total commercial Commercial investment Total commercial building permits Institutional and governmental Total institutional and Total institutional and building permits governmental governmental

Renovations

Nov-17 Dec-17 Jan-18 Feb-18 Mar-18 Apr-18 May-18 Jun-18 Jul-18 Aug-18 Sep-18 Oct-18 Nov-18 Dec-18 Jan-19 Feb-19 Mar-19 Apr-19 Nov-17 Dec-17 Dec-17 Jan-18 Jan-18 Feb-18 Feb-18 Mar-18 Mar-18 Apr-18 Apr-18 May-18 May-18 Jun-18 Jun-18 Jul-18 Jul-18 Aug-18 Aug-18 Sep-18 Sep-18 Oct-18 Nov-17 Oct-18 Nov-18 Nov-18 Dec-18 Dec-18 Jan-19 Jan-19 Feb-19 Feb-19 Mar-19 Mar-19 Apr-19 Apr-19

New housing construction value in millions of dollars New housing construction value in millions of dollars

New housing construction value In millions of dollars

14,000 14,000

12,000 12,000

10,000 10,000

8,000 8,000

6,000 6,000

4,000 4,000

2,000 2,000

0 Nov-17 Dec-17 Jan-18 Feb-18 Mar-18 Apr-18 May-18 Jun-18 Jul-18 Aug-18 Sep-18 Oct-18 Nov-18 Dec-18 Jan-19 Feb-19 Mar-19 Apr-19 0 Nov-17 Dec-17 Jan-18 Feb-18 Mar-18 Apr-18 May-18 Jun-18 Jul-18 Aug-18 Sep-18 Oct-18 Nov-18 Dec-18 Jan-19 Feb-19 Mar-19 Apr-19

New dwellings, all types New dwellings, all types

New dwellings, all types Single Single Single Apartments Double Double Row Row

Double Row

Apartment

Apartment

Carpenter construction union hourly wage rates Carpenter construction union hourly wage rates in dollars, including selected pay supplements in dollars, including selected pay supplements

Carpenter construction union hourly wage rates In dollars, including selected pay supplements 70 70

60 60

Toronto, Ont. Toronto, Ont.

Regina, Sask.

Toronto, Ont. Regina, Sask.

50 50

Regina, Sask.

40 40

Edmonton, Alta.

Edmonton, Alta.

30 30

Vancouver, B.C.

20

Quebec, Que.

10

Saint John, N.B. QuĂŠbec, Que.

Vancouver, B.C. Vancouver, B.C.

QuĂŠbec, Que.

Nov-17 Dec-17 Jan-18 Feb-18 Mar-18 Apr-18 May-18 Jun-18 Jul-18 Aug-18 Sep-18 Oct-18 Nov-18 Dec-18 Jan-19 Feb-19 Mar-19 Apr-19 Saint John, N.B.

INDUSTRY JULY/AUGUST JULY/AUGUST 2019 2019 30 WOOD INDUSTRY

Source: Statistics Canada

0

Edmonton, Alta.

Inspire • Educate Register at WMSCanada.ca

The National Event for Canada’s Wood Industry

Oct. 31 - Nov. 2, 2019 International Centre • Mississauga/Toronto

WMS Has It All!

Hardware | Wood Components | Raw Materials Green Products | Closet, Garage, & Home Organization Products | Panel Processing Machinery | CNC Machinery | Solid Wood Processing Machinery | Cutting Tools | Sanding & Finishing Equipment & Materials | Computer Software | Portable Power Tools | Wood Waste Management | Dust Collection

ANNOUNCING: Opening Keynote October 31 -- Mike Holmes Jr.

To reserve exhibit space: Rich Widick – WMS/Hall Erickson wms@heiexpo.com • 1-800-752-6312 For general conference and show information: Harry Urban - Woodworking Network harry.urban@woodworkingnetwork.com 1-708-373-4344

TV star and Professional Contractor, Mike Holmes Jr. will be the opening keynote of the Woodworking Machinery & Supply Conference and Expo.

Holmes is a professional contractor, television host, public speaker, educator, and Healthy Home advocate who received the education of a lifetime by working with his father, celebrity contractor, Mike Holmes, on the hit TV show Holmes on Holmes® and Holmes and Holmes seasons 1 and 2.

WMSCANADA.ca