BPD 2-2016

BPD

FEBRUARY 2016

Building Products Digest

INDUSTRY NEWS & MONEY-MAKING STRATEGIES FOR LUMBER & BUILDING MATERIAL DEALERS & DISTRIBUTORS

THE BUYING ISSUE: INSIDER TIPS FOR BETTER BUYING • DECKING & FENCING

An Open View to More Revenue

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BPD

February 2016

 Volume 34  Number 12

Building Products Digest

BPD

Building Products Digest www.building-products.com

A publication of 526 Media Group, Inc.

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

President/Publisher Patrick Adams padams@building-products.com Vice President Shelly Smith Adams sadams@building-products.com Publishers Emeritus Alan Oakes David Cutler Managing Editor David Koenig david@building-products.com Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen Director of Sales Chuck Casey chuck@building-products.com

Special Features 9 FEATURE STORY

LBM BUYERS SHARE THEIR TIPS ON BUYING BETTER

12 INDUSTRY TRENDS

INSIGHT TO BOLSTER YOUR DECKING SALES THIS SPRING

14 PRODUCT SPOTLIGHT

In Every Issue

Circulation Manager Heather Kelly hkelly@building-products.com

6 ACROSS THE BOARD

How to Advertise

19 APP WATCH 20 COMPETITIVE INTELLIGENCE 22 OLSEN ON SALES 24 EVANGELIST MARKETING

HIGH PERFORMANCE FENCING MEETS STRICTER CODES

38 ASSOCIATION UPDATE

16 MARGIN BUILDERS

WHY INNOVATION MATTERS TO YOUR DECKING SALES EFFORTS

40 MOVERS & SHAKERS

18 MANAGEMENT TIPS

42 IN MEMORIAM

28 NAWLA–THINKING AHEAD

52 CLASSIFIED MARKETPLACE

WHAT IT TAKES TO THRIVE IN THE ERA OF E-COMMERCE THE STRATEGIES BEHIND THE RISE OF INDUSTRY CONSOLIDATION

44 EVENT RECAP: IBS 2016

AN ESTIMATED 125,000 CONVERGE ON LAS VEGAS FOR NAHB ANNUAL

44 NEW PRODUCTS 52 ADVERTISERS INDEX 53 DATE BOOK 54 FLASHBACK

Online BREAKING INDUSTRY NEWS, EVENT PHOTOS, & VIDEO

BPD DIGITAL VERSION

BUILDING-PRODUCTS.COM

FOLLOW ON TWITTER

TWITTER.COM/BLDGPRODUCTS

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Building Products Digest

THIS MONTH’S EDITION AS WELL BACK ISSUES OF BPD CAN BE VIEWED DIGITALLY AT BUILDING-PRODUCTS.COM

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February 2016

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

How to Subscribe

SUBSCRIPTIONS Heather Kelly Phone (714) 486-2735 Fax 714-486-2745 hkelly@building-products.com or send a check to 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626 U.S.A.: One year (12 issues), $24 Two years, $39 Three years, $54 SINGLE COPIES $4 + shipping BACK ISSUES $5 + shipping FOREIGN (Contact hkelly@building-products.com for surface and air rates, including to Canada)

BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626, (714) 486-2735, Fax 714-486-2745, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2016 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

ACROSS the Board

By Patrick Adams

Why?

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ADDY, WHY is that caterpillar different colors? For him to blend in with his surroundings… it’s called camouflage. Why does he have camouflage? So that predators can’t see him and eat him… it’s his defense mechanism. Why does he have to have a defense mechanism? So that he can live long enough to turn into a butterfly… it’s called metamorphosis. Why does he have to have morfis?

Why has always been my favorite question. I think since the day I was born, I have looked at the world and asked myself why to the point that now most associate me with the old “he knows something about everything, but master of none.”

While those around me haven’t always been so patient with my questions, I’ve learned to love it when anyone asks the question why. Why isn’t a polite conversation starter from someone who really doesn’t care or who is distracted by their smart phone or countless other things while they’re acting like they’re engaged in your conversation. On the contrary, I imagine that some believe that why is in fact a challenge or the start of a debate! I think it’s a sign of curiosity, thought and wanting to learn.

I’ve thought about why a lot lately… partly because it’s my 5-year-old daughter’s new favorite question. I think we set a new record this week with a string of 19 consecutive whys! I’ve really thought about why because I feel that it’s becoming a lost question. The leaders out there are too busy to answer why questions and Millennials were never taught why in school. How, when, what and where are all much easier teaching methods. Memorize that pi is 3.14 and that circumference is the radius times 2, multiplied by 3.14. Why? Just repeat that for your homework 50 times and the test will be on Friday. After that, we’ll move on to memorizing the Pythagorean Theorem. Okay.

When I was very young and got my start in business, it was a different environment. It seemed like a culture where it was just an assumed responsibility that the senior leaders would mentor the new recruits. I remember not having to ask why very often because history was shared, stories were told of how they learned “the hard way,” and you usually started at the bottom but knew you could work your way up over time.

Now it seems too common that leaders are too busy and new recruits have never learned to question anything—just tell me what, when and how and I’ll do it boss! I wonder how leaders today would respond to one of their staff asking them a series of 19 why questions?

Although sometimes I’m not always in the mood for a 19 why question run from my daughter when I get home, I’m proud that she’s curious. It shows me that she’s paying attention, she’s thinking, she’s learning and figuring out how all of the pieces fit together. Isn’t that also what we want in our business? I think why should be rewarded and, who knows, it may reveal something that we don’t even have a good answer for and present a great opportunity for change!

I think why is truly one of the best words in the English language and one we should all use a bit more!

Now, why did I shave off my beard and mustache and why do I now look so funny? Don’t ask!

“Millions saw the apple fall, but Newton asked why.” ~Bernard Baruch Patrick S. Adams Publisher/President padams@building-products.com

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February 2016

Building-Products.com

AZEK Deck is greater than maintenance.

AZEK’S ADVANTAGE is a deck board that doesn’t require staining or sealing for protection from the elements or insects.

With an inorganic, polymer cap and core, AZEK Deck won’t rot, crack, splinter, or warp. Plus it’s covered by an industry-best, 30-year Fade & Stain Limited Warranty. When innovation and material science combine with style, the result is AZEK Deck. Visit AZEK.com/deck.

Deck shown in Vintage Dark Hickory

FEATURE Story Guide to Better Buying

Inside tips for better buying B

UYING LUMBER and other building materials is an art, one that salespeople and purchasers have been trying to perfect for more than a century. We wanted to tap into that wisdom. BPD asked a number of industry members to share one of their secrets to better buying that they would pass along if they were training a new buyer.

In the buyer/seller equation, the buy side is the most important factor in the equation.

– Danny Mason Mason Forest Products, Hattiesburg, Ms. Become an expert on whatever you are purchasing and ask lots of questions so that there can be no confusion.

Rely on trusted sources.

– Dave Rice Richard S. Ward Lumber Co., Shelburne, Vt. It is all about the relationship, because in the end you get what you pay for. Buyers who hammer away for the lowest possible price on every sale should be replaced by a computer, as they bring no value to the equation.

– Dave Worthington FP Supply, Indianapolis In., and Columbus, Oh. The three most important considerations when sourcing lumber are quality, price and ship time. Pick the two that are most important to you, because you’re not going to get all three.

– Mike Gower Independent Builders Supply Assn., Smithfield, N.C. Stay in verbal communication with the mills as well as your customers. Talking to the mills on a daily basis keeps the buyer informed on how much wood is being sold in the marketplace as well as what the inventory levels are at the mills. If the items that you are trying to buy are not available, then most likely demand is outpacing supply.

Sometimes you find out more information by asking key questions from your suppliers as opposed to just sending Building-Products.com

out quotes via email.

It is also very important to know what level of business your customers are experiencing. Lumber needs to be moving through the supply chain to the end-user in order for distributors and dealers to replenish their stock.

– Robbie Temple Cedar Creek, Monroe, La.

Know how your product is made and what are the different variables that can create quality and price differences.

– Don Ammons Shamrock Building Materials, Santa Rosa, Ca. Your vendors are one of your greatest assets.

Developing a solid give and take relationship, over time, will greatly benefit your company’s bottom line. Don’t always feel you have to win. When you need a little help, vendors will remember the times you helped them out.

– Pete Sims True North Sales, Grand Rapids, Mi. Listen to the complete offerings of all vendors that call in, taking careful note of inventory levels, tallies, availability, and delivered price. Make a sincere attempt to reward the vendor with an order—one that works for both parties. The vendor will likely make you a priority call with the best offerings in the future.

– Ed Langley Neiman Reed Lumber Co., Van Nuys, Ca. Some of the most successful and mutually beneficial negotiations in business are often defined by the willingness of both sides to compromise. Life is about compromise and cooperation. However we should NEVER compromise our principles; doing so will destroy our character and integrity. At the end of the day, we are only as good as our word.

Be fair, clear, honest and realistic about what we ask of our vendor partners. Always have open dialogue during negotiations and the subsequent partnership to minimize February 2016

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misunderstandings and disruption in the process and the flow of product. Don’t be afraid to have difficult conversations when challenges arise. Don’t let issues go unaddressed. It is never good for the partnership.

We ask that vendors keep us abreast of any challenges that come up so we can adequately adjust where needed.

Sometimes vendors can be reluctant to share issues they are having for fear they might lose our business. When we openly communicate we can oftentimes resolve any issues together which usually results in a stronger partnership not a weaker one.

– Greg Smith EC Barton & Co., Jonesboro, Ar.

Look for value in opportunities that vendors are not presenting. Our highest returns on investment often begin with the purchase of SKUs that suppliers want out of their inventory… badly. Usually there are manufacturing/quality control issues involved so vendors tend not to solicit these offerings proudly but they still want them gone. Identify items that are sorely out of place with your vendor but well suited to your operation. Without that distinction, there is no value.

The goal is to create high-margin opportunities for your company while helping your vendor turn their soft inventory. In some cases, your white elephant purchase can be used to negotiate favorable terms on more desirable SKUs. – Stephen Ondich Commercial Forest Products, Fontana, Ca. Vendors are as important—or perhaps more so—as

our customers. It’s academic, but without product, there is no sale. In the lumber, plywood and OSB world there are an infinite number of customers but a finite number of suppliers. These things I stress to our new people. A deal has to be good for both the mill and our company or it won’t last.

– Bill Fisher Stringfellow Lumber Co., Birmingham, Al.

If a vendor asks for feedback on a quote, give it to them honestly and constructively. Like, “Sorry, James, but the other vendor was a little more hungry this time. Don’t be discouraged, I know you’ll come back fighting to get us the lowest price next time.”

This lets vendors know they can’t get too comfortable and keeps them on their toes. It also shows that you are fair and that they have a chance of getting the next order next time now that they know what they need to do. Never give feedback before the purchase and never share the other vendors’ exact price. This is unfair and destroys trust.

Basically, treat them the way you would want to be treated.

– James O. Smith Bayou Forest Products, Sulphur, La. The biggest take-away for a new buyer is a “hands on” understanding of the products needed and the supply chain process. A good buyer will help a company’s bottom line by getting the product at the best possible price, this we all know. But achieving this task is not so simple sometimes. Knowledge of your own product, meaning components that are integral versus those that may be adjusted, along with an understanding of how your vendors’ processes are set up will help not only choose the right vendor, but also keep unnecessary costs down.

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Constant communication with vendors is key. A detailed understanding of the shipping process is another integral part of the chain. A product at a cheap price doesn’t mean much if the product doesn’t arrive when needed. Shipping through different lanes or ports can, at times, be the difference of percentage points. A buyer should strive to gain an understanding of what could go wrong during the manufacturing and shipping chains; the only way to do this is with knowledge of the processes. This doesn’t mean everything will run perfectly 100% of the time—we’re all human—but it will help mitigate the risk of lost time and money by asking the right questions.

– Shane Dobbs Global Trading LLC, Birmingham, Al.

Be very clear and concise on your tally, grade, destination and rail location. As a buyer it is critical to know the supplier’s language for grade.

– Patrick King AgMotion Forest Products, Minneapolis, Mn. Find a particular niche that you enjoy and proceed to learn everything you possibly can about those items. Find a client base that will appreciate what you can bring to them and you will find that there is no better business to be involved with. After almost 40 years in this industry, I am enjoying myself today as much as ever.

– Tom Eilertson West Shore Forest Products, Bend, Or. In my estimation, buyers today are lacking strong interpersonal skills. The age of digital communication is upon us and is used too much to our detriment.

Communication is sterile, impersonal and inefficient.

Buyers would do well to nurture personal relationships with suppliers—and everyone else for that matter—and hone their emotional intelligence. People buy from/sell to people, and the strongest personal relationships will always win hands down.

– Ron Manzanares Blueridge Forest Products, Albuquerque, N.M. Three rules all buyers (and everyone else) should live by: (1) always tell the truth, (2) do what you say you’re going to do, and (3) always return phone calls. If you do these three things you will set yourself apart from a lot of people. Sad but true.

– Bill Fisher Stringfellow Lumber Co., Birmingham, Al. Remember this simple phrase: “People do business with people who make it easy to do business with.”

This applies to both the buying and selling.

– Matthew Wiseman Arbor Forest Products, Gretna, Ne. Set an objective before you send out your shopping list, and be realistic about it—then don’t worry so much about catching the “bottom of the market.” Very few buyers ever actually end up catching the true bottom. In reality, anything within $5 to $10 of where the market bottoms is a good buy.

Perhaps even more importantly—if you have a target number in mind and you’re able to Building-Products.com

achieve that, then it was a successful buy—no matter what kind of deals you hear about after the fact. Those “afterthe-fact deals” are like the hands that you fold in poker that would have ended up being winners.

– Mike Gower Independent Builders Supply Assn., Smithfield, N.C.

potential for your company. Suppliers have the potential to make you a much more successful buyer for your company.

Sellers are not your opponent, they can become your strongest ally in making profits for your company.

– David Stallcop Vanport International, Boring, Or.

Something my father told me many years ago when he was training me as our lumber buyer: He said, “On any buy, if it feels good, sleep on it. If it still feels good in the morning, BUY IT.” I have been doing this for 30+ years and I would say that 97% of the time it was the right decision.

– Greg Keller Keller Lumber Sales, Redding, Ca.

In a market moving up, buy early in the week. In a market that is dropping, drag your heels and buy as late in the week as possible. Negotiate the lower of PTS/PTA if possible.

The inverse is true in selling. In an up market, sell late in the week. Take Monday and Tuesday off. Turn off your cell phone.

Unfriend all of your customers on FaceBook.

In a market that is dropping, be more aggressive than print in your pricing, and call all of your customers as early on Monday as you can.

– Scott Sunday Idaho Pacific Lumber, Boise, Id.

When prices are screaming up, oftentimes wholesalers will have better prices than the actual manufacturers!

That is because most wholesaler buyers know their markets well enough to recognize a bargain, or a turning point when it happens. Wholesalers usually buy in carload to truckload quantities and bring mass quantities into reload centers or their distribution yards.

As the manufacturers’ prices keep rising, wholesalers’ previous buys can be had at discounts, and other wholesalers and retailers can pick up highly mixed truckloads at discounted prices that can be sold to retailers, industrial accounts and builders at a savings!

– Julie M. MoDrak CzechMate Lumber Corp., Mooresville, N.C. Buying quality is the most important step a purchasing individual can make. A purchasing agent who strives to buy the low-price items will invariably end up losing a customer. Cheapest isn’t always the best!

– Joseph Haggerty Williams Lumber Co. of NC, Rocky Mount, N.C. Being a buyer is not always about price. It is about establishing that relationship with the sellers in the market place to where they know and understand your needs as much as you do. Many times sellers will help tailor their offerings to you to maximize your revenue and margin

Building-Products.com

A pet peeve of mine is that a lot of buyers don’t look at the BIG picture. They concentrate on price alone. The best price is not always the best deal. Buyers must also take into consideration, quality (fewer returns), consistency (fewer returns again), on-time delivery (fewer stock-outs, more customer satisfaction), and relationships (better pricing and loyalty in surging markets).

Another discomforting trend is deteriorating payment terms. Corporate America is dictating when suppliers will be paid. What they fail to realize is that suppliers charge extra for late pay, are unwilling to do special favors, and call great paying accounts when “fire sale” items need to be swept under the rug. When you arm a buyer with exceptional, on-time buying capabilities, you enable him to do a much better job! A great paying account will always realize better pricing. This is a very important attribute that is oftentimes ignored or misunderstood by a majority of buyers and organizations.

– Ron Manzanares Blueridge Forest Products, Albuquerque, N.M.

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INDUSTRY Trends

By Chris Camfferman, Universal Forest Products

7 key decking trends for 2016

Insight to bolster your business this spring

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ORE AND MORE homeowners are investing in outdoor living spaces—and we’re not talking about the simple, square wood decks of yesteryear. Today’s consumers have a growing desire for long-lasting decks with unique styles and a personal touch to enhance their lifestyles and add property value.

Entering the 2016 deck-building season, contractors face a major challenge: Create customized outdoor spaces that are as livable and aesthetically pleasing as they are durable and high functioning. For distributors and dealers, getting ahead of the latest trends in decking, railing and accessories will be key to success during the spring selling season and beyond.

Here are seven key decking industry trends to consider when preparing for 2016:

Outdoors is the new indoors.

Outdoor living environments will continue to become popular extensions of the indoor living space.

Today’s homeowners are looking at their deck as another room of the house that can be innovatively designed and uniquely decorated.

There’s a growing interest in using different areas of a deck—often on multiple levels—for special purposes such as cooking, dining, sitting around the fire, relaxing in a hot tub, and a children’s play area.

This over-arching trend toward using interior design concepts outside is driving the evolution of deck-building materials and styles. Distributors and dealers can position themselves to

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DECKING MANUFACTURERS are developing new substrate technologies to differentiate their boards, such as the new Deckorators Vault composite decking, said to offer the industry’s best strength-to-weight ratio.

(Photos courtesy Deckorators)

capitalize on this opportunity by partnering with manufacturers that offer a full selection of decking, railing, post caps, balusters, lighting and accessories. Access to an array of products, colors, designs and styles from a single source gives contractors and homeowners total customization capabilities.

Decking technology is going to the next level.

According to a recent industry study, the residential decking and railFebruary 2016

ing market continues to shift from traditional uncapped composites and cellular PVC decking to capped composite decking. Capped composite decking provides low-maintenance features at a variety of price points and aesthetic choices, the report states.

Within the capped composite category, manufacturers are working to develop and introduce new substrate technologies that differentiate their boards from the competition. For example, Deckorators recently unveiled Deckorators Vault composite Building-Products.com

decking, made with patented Eovations technology that provides the industry’s leading strength-to-weight ratio.

The technology allows the decking to be light, but also creates a fibrous structure that makes it virtually unbreakable.

Railing holds the key to customization.

With the increased consumer focus on singular design, railing represents a valuable opportunity for distributors and dealers. Homeowners and contractors continue to want a wide range of beautiful, durable and low-maintenance railing choices for total design flexibility. Cable railing is one option gaining popularity among consumers. Sleek horizontal cable rail can help achieve a clean, contemporary appearance.

The future of lighting is bright.

Homeowners are looking to add nighttime ambience and safety to their deck, driving increased demand for low-voltage and solar lighting. Low-voltage accent lighting can provide energy-efficient illumination for an outdoor living area, while solar lighting can add evening interest without wiring or electricity. Unique lighting options will remain popular accents for railing, balusters and decking.

Focal points are demanding attention.

Focal points such as pergolas, fireplaces, fire pits and extra seating areas continue to increase in popularity, so the need for related deck accessories should be considered. For instance, pergolas add shade to sunny areas and can be dressed up with decorative postcovers.

Homeowners want to mix it up.

Mixing of deck-building materials is an attractive alternative to traditional matching of decking components.

Varying materials add style and interest to an outdoor living environment. For example, glass balusters can provide less-obstructed views while adding style and variety to a composite deck. Homeowners’ growing desire to mix materials should be taken into account.

Picture framing is piquing interest.

Consumer taste in color variation through picture framing continues to increase. Using deck boards of a different color for the deck perimeter or to “frame” certain areas can enhance the appearance and safety of an outdoor living space. Picture framing adds safety by drawing attention to edges and stairs, and it allows for highlighting areas of interest such as fire pits, seating and grilling spaces.

Today’s consumers want unique, long-lasting outdoor living spaces that help them stand out from the crowd and add value to their homes. Distributors and dealers who partner with a one-stop source for innovative and attractive decking, railing, balusters, post caps, and more can help contractors and homeowners create personalized spaces that are much more than just decks.

– Chris Camfferman is the director of category marketing for Universal Forest Products, Inc. Deckorators is a brand of Universal Forest Products and an industry leader in decking, railing, balusters, post caps, lighting and more. For more information, visit www.deckorators.com.

FOCAL POINTS including pergolas continue to increase in popularity among consumers. Pergolas add shade to sunny areas and can be dressed up with decorative postcovers.

Building-Products.com

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PRODUCT Spotlight

By Kim Dorward, Ply Gem Fence & Rail

High performance fencing meets stricter standards

ULTIMATE DURABILITY: Solid vinyl privacy fencing options are big sellers in storm-prone regions.

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weather events in the United States have focused attention on the need for advanced building materials with built-in storm protection. According to a 2015 survey commissioned by Ply Gem and conducted by Harris Poll, nearly 44% of homeowners say they worry more about a storm damaging their home today than they did five years ago.

As a dealer or distributor, professional customers rely on you to offer products that alleviate safety concerns of the homeowner. The industry of course cannot prevent future storms from happening, but as manufacturers, it’s our responsibility to provide products that meet stringent building codes. We’re giving dealers—our customers—a leg up in reducing risk of property damage.

While much of the industry conversation surrounding building codes is focused on structural materials such as windows, roofing, cladding and framing, fencing is an equally important component. Ply Gem recently achieved compliance with requirements of the Florida Building Code ECENT SEVERE

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on 10 styles of vinyl fencing. Its 6x6 Performance Privacy Fence is also expected to receive a Notice of Acceptance (NOA) from Miami-Dade County, approving it for use within High Velocity Hurricane Zones (HVHZ). Products are tested for wind speed and design pressure resistance, performance within rock or medium dense sand soil, and quality assurance of the product components.

Certifications such as these are critical to business in Florida, but they do reach far beyond that. With extremely stringent requirements, the Florida Building Code sets the bar for the rest of the country. New standards were implemented following Hurricane Andrew in 1992, when significant destruction in South Florida revealed an immediate need for stronger construction requirements across the board.

This presented a challenge, but also an opportunity for manufacturers to improve their building products.

Thanks to continuous research and development of new technologies over the past two decades, vinyl fencFebruary 2016

(Photo courtesy Ply Gem)

ing specifically has come a long way in improvements of product performance and structural integrity. Many vinyl fencing products can withstand windloads of 75 mph and have superior weather ability resistance against rain and wind, when compared to wood.

It’s no surprise that in storm-prone regions, as well as nationally, solid vinyl privacy fencing options are our biggest seller. Much of this is due to the durability and thickness of the product, and its low-maintenance attributes as a lifetime replacement for wood fences.

On the front line of the building products industry, building professionals rely on counsel from their dealer or distributor to offer value and safety for the homeowner. By educating your business on the latest building codes and code-compliant product options, you will be one step ahead of the competition of an ever-changing industry.

– Kim Dorward is the product manager for the Fence & Railing Group of Ply Gem. Reach her via www.plygem.com.

Building-Products.com

MARGIN Builders

By Brent Gwatney, MoistureShield

Why innovation matters for your decking sales

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been called America’s least innovative industry, but as technology revolutionizes everything about our daily lives, advancements can be seen creeping in throughout the building industry in innovative products and methodologies. From visualization tools, like deck design programs, to high performance building materials, such as composite decking, adopting these innovations can offer cost savings, reduce call backs, improve production, reduce exposure to liability, and ultimately allow building material dealers and contractors to work smarter and maximize sales.

As homeowners transition to treating their decks more as outdoor rooms and less as a location to simply store the barbeque, deck designs are evolving, and new materials are needed to meet these elaborate demands.

Twenty-five years ago, the majority of decks built were 10x10 wood rectangles and the only upsells available were hard woods and stainless steel screws. Now, the simple barbeque has been replaced with a fully equipped outdoor kitchen, and the only thing people don’t want to do on their decks, anymore, is to maintain them.

This has led to a huge boom in wood alternative products like composite decking and mixed material additions like aluminum railing and deck lights. Improved and high performance products like these allow these sophisticated designs to last longer. But, with this quick-growing market, retailers and contractors must ONSTRUCTION HAS

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ENHANCED testing techniques ensure that today’s composite decking products combine durability and good looks.

(All photos courtesy MoistureShield)

be sure that they can trust the products they’re using.

Product failures can cost a retailer or builder dearly, both in direct financial losses and in damage to the company’s reputation. Thus, it’s essential that trade professionals find an established manufacturer whose products they can rely on. Due to the poor performance of early generation composites, manufacturers are now using innovative testing techniques to ensure the durability of their new products before launching them, by February 2016

evaluating things like accelerated UV exposure and prolonged freeze and thaw cycles. Enhancements in UV inhibitors and better pigment packages used in composite deck boards are helping to combat the UV and moisture that breakdown all exterior building products, providing retailers a product that has been tested to last.

Some high performance composite deck brands can even be installed on the ground, in the ground, or underwater and are still protected by a lifetime warranty.

Building-Products.com

As decking materials have evolved, so too have the fasteners that hold them together. Gone are the steel hand-driven nails that tended to pop up after one season, and in are the stainless steel screws that hold securely and resist rust, as well hidden fasteners that hide the screw heads and provide proper spacing for the boards.

Some deck clips can even extend the life of a deck by elevating the boards off the joists to reduce structural rot and mold. Building material dealers that have these modern products available will provide their customers with more options and be able to package materials, and add accessories to maximize profits.

Manufacturers have caught on to this and also made many innovations in packaging designed to better fit the retailer, including bundled rail pieces to simplify the selling process, and smaller unit sizes that better fit the average size of a deck. Some have even added additional features to their units like foam or other packing material between layers of product to extend the life of boards while they’re in the lumber yard.

Innovation in the building industry has taken many forms with improve-

Building-Products.com

AS ACCESSORIES like deck lights become more popular, retailers can take advantage of the opportunity to upsell and package products to maximize profits.

ments in processes, products and systems. By incorporating these new technologies, techniques and materials, retailers and builders can gain distinct competitive advantages and enhance both their profits and reputation.

February 2016

– Brent Gwatney is senior vice president for sales & marketing for MoistureShield composite decking, and serves on the North American Deck and Railing Association board of directors. Contact him at bgwatney@moistureshield.com.

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MANAGEMENT Tips

By Keith Juhola, ODL

What it takes to thrive in the era of e-commerce

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is becoming increasingly web-centric; naturally so is the marketplace. Selling to the buyers of today means adopting e-commerce. We’re already seeing how some traditional brick-and-mortar businesses are losing out without an engaging online presence. Specifically, they’re losing out on the next generation of buyers: the Millennials who are now entering the housing market with disposable income and a desire to spend it.

The good news is that companies who learn how to appeal to this generation will be rewarded with new business from these Millennials—and, interestingly, with business from more Baby Boomers as well.

It helps that the two generations ultimately have the same goal—customizing their space. A company that can offer customized products is going to have a leg up in the world of e-commerce. Brent Moss, founder of Codel Doors, Tacoma, Wa., says his company has learned that both generations also tend toward the same style: “I know we think of the younger generation as desiring contemporary doors, but spec builders are also opting for them. And not for beginner homes! For older generations.”

Since Millennials will inevitably purchase a house once owned by Boomers, the goal is to provide products that inspire both generations.

The question becomes: What does it take to get these inspiring products in front of these buyers? We all know that customers are no longer exclusively walking through the door and taking time to hear recommendations on a suitable option, nor are they solely seeking recommendaUR WORLD

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tions from family and friends. Rather, Millennials and Boomers alike often conduct some—if not all—of their research online. Customers visit company websites looking for educational, useful information. They also turn to peer review sites like Yelp considering not only the reviews, but also how companies have responded to negative comments.

Having a strong, positive web presence is essential—allowing dealers and retailers to build relationships over the Internet, just as you would on the showroom floor.

Dusty Dvorak, vice president of Waudena Millwork, Schofield, Wi., describes a bit of what that strong, positive web presence looks like: “Having a robust website with an interactive, custom configuration makes it easy for people to pick out options.”

Presenting beautiful, high-resolution images of product options or offering 3-D visualizations of customizable products also allows homeowners to envision how a product will become a part of their home. By interacting with a company’s site in this way, the modern customer gains an understanding of the product before coming to the showroom—if they come at all—so helping them conduct this research online has become the new “elevator pitch.”

Online powerhouses like Amazon, Overstock and Wayfair have already carved their niche and developed name recognition—essentially making that successful elevator pitch. Competing with these sites means catching up and matching their services—speed and ease. Beyond that, a successful dealer will also need to provide what the big online sites cannot: education and customization. One way companies have leveled the playing field is by building a social media presence that educates, using the features on websites like Houzz, Pinterest and Facebook.

Some customers, of course, will still walk into a store seeking an education they feel they cannot find online. This is true for both Millennials and Baby Boomers. Moss says, “It’s hard to order a door online. You really want to see it—get a sense of it.”

To give customers a sense of the product in person, companies must carry over that same feeling of interactivity and inspiration from their website. Dvorak’s lumberyard, for example, offers a life-size TV that displays different options and information for customers. Visitors can instantly see what a product looks like and how it might work in their homes. That’s an experience they just can’t get on Amazon, and it’s an experience that sells product.

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As buyers, old and young, seek to customize and personalize their homes, the best way companies can help is to continue building relationships with their customers—only now, those relationships are online.

Successful manufacturers will risk losing new business without adapting to this changing landscape. Engaging with customers successfully online not only makes sales, but also helps set the foundation for a loyal customer base for years to come.

– Keith Juhola is VP of sales & marketing at ODL, Zeeland, Mi.-based maker of door glass, tubular skylights, door blinds, retractable screens, and other entryway products. Reach him via www.odl.com.

APP Watch

App: Premier Builder App Produced by: VERSATEX Price: Free Platforms: iOS and Android Cellular PVC building material producer Versatex has introduced a dramatically easier-to-use customer loyalty program based on its new Premier Builder App. With the app, users can earn reward points by submitting smartphone photos of invoices or receipts, eliminating the hassle of handling proof-of-purchase paperwork—a process that is unique to the industry.

Points can be redeemed for highend tools, electronics, sports and recreation equipment, and more.

– Download from iTunes App Store and GooglePlay.

Building-Products.com

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19

COMPETITIVE Intelligence

By Carla Waldemar

Brokered marriage

S

OMETIMES THE WISEST business choice is the decision to bring a family-owned operation under a larger corporate tent. That’s the route taken a year ago by K-I Lumber & Building Materials of Louisville, Ky., when—taking a hard look at the future—its board of trustees deemed that growth and expansion could best be achieved if the 82-year-old company were to be purchased by an organization with far more assets than they themselves could muster. And what better team to join than—drum roll—the $1.5 billion US LBM force?

Let’s peer into K-I’s history and market reach to understand the win-win decision. The company was started by Walter Freeman, Sr., a wholesale lumber salesman from Alabama who’d worked his way up as far as that particular ladder could reach. So, he decided to start his own wholesale operation and picked Louisville as its site because of business relationships he’d developed in that river town.

By the mid-’60s his son, Walter Freeman, Jr., joined the operation and rose to become CEO and president, running K-I as it had started out in 1932 as a strictly wholesale operation. But, come 1975, a number of similar outfits

crowded into the territory. So Walter decided to sell to builders and contractors directly as well as mind the wholesale side.

“Moving forward, that turned out to be a great decision,” reports current president Bob DeFerraro. “During the business decline of the Eighties, having a diversified business model proved the saving grace for survival as we entered direct sales in the builder/contractor arena, while also relying extensively on the wholesale market to support our endeavor.”

That meant taking a long, hard look at some middlemen.

Result: launch of K-I’s own truss plant operation. “Some in the market were good, did a great job, while others didn’t offer the speed our company required,” Bob explains the move. “There were service issues, not always receiving product on time. So we made the decision to vertically integrate: to control our own destiny. By buying direct from the manufacturer, we could develop our own line of trusses and pre-hung doors to distribute” and assume control of the entire process.

“It was a greenfield situation,” he explains. “We didn’t

AFTER EIGHT DECADES, K-I Lumber of Kentucky and Indiana turned to an even larger, national chain to provide the resources for growth.

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PRESIDENT Bob DeFerraro has stayed on to continue running the K-I after selling to S LBM—as is typical after most buyouts by the chain.

acquire anything. We started from the ground up.” Not easy. “Our first step was hiring management personnel who could hire others and develop the facility. (Our existing management team integrated with them.) This way, you can control the delivery of what your customers need. And, as we developed the truss operation, we made its products available to other yards, too.

“We started in a downtown Louisville facility with doors and trusses. But as time went by,” he continues, “we needed a bigger facility, which we launched in East Jefferson City to be our main distribution point, and moved the door and truss operation there. We also built a truss and panel plant in Shelbyville, Ky., strategically placed to serve the Louisville and Lexington markets. It also houses the millwork operation.

“Then the Recession came along and Louisville got socked. We shut down two lumberyards and also closed our small Louisville Home Planning Center because it was not the size we needed to carry the business forward. We needed more space for growth.”

Enter US LBM. The idea sprouted early in 2014, after CEO Walter Freeman, Jr. died in March. His wife, Sherry, had taken over the business, but the board of trustees realized it was time to seek new ownership so the operation could continue to flourish and expand. No succession plan for family members was in place, so the board opted to sell the business and proceeded to put it on the market.

US LBM showed interest and officially stepped in during November 2014. “They’d been acquiring a number of privately-owned companies throughout the U.S.,” says Bob DeFerraro, who started with K-I back in 1975 as head of builder-direct sales in the metro area. “Many existing owners remain on to run those operations,” as did Bob and virtually all of his crew. “The bonus US LBM gives these businesses is its technology and financial resources, allowing them to grow larger and become more successful.”

Today those markets have grown to include not only Louisville, but also Lexington, Ky., and Evansville and Clarksville in Indiana, across the river—sites that must Building-Products.com

fend off plenty of competition, he reports: “Most companies around here came out of the recession intact, with very little attrition of yards.”

The boxes present challenges, too. But here’s how K-I can best its competitors, Bob believes: “First off, we have a very, very talented management team, with quite a few years of experience. Second, a very, very experienced sales staff who really understand customer relationships and how to serve. Plus, our products are customer-driven. We don’t jump in and out of product lines. We work very closely with our vendors to insure a high level of quality.”

K-I focuses its efforts primarily on the area’s pros: “a very diversified base: commercial, residential, multi-family, assisted living. Also some retail trade, but mainly contractors, without a doubt: We focus on our pro builders.”

And the (back in business) Home Planning Center plays a big part, allowing these pros to bring in their own clients to explore options among K-I’s lines of windows and doors, cabinetry, moulding and millwork. And now—ta da!— roofing, spanning materials from metal to cedar to slate.

“We started that new division to continue to grow and expand our product offerings and offer one-stop shopping.

From Day One, our philosophy has been to offer builders a total package concept—sticks and sheets for construction, windows and doors, cabinets, frames, and now roofing.”

Running operations that run from retail yards to distribution centers to truss and panel plants takes a staff of 310.

Loyally, they stick with the company, Bob says, because, “number one, they’re part of an organization that really understands its customer base and, two, can offer a sense of stability because of volume business.” Training—“always a challenge, due to the fact that we’re as busy as we are”— calls on existing employees to break in the new hires, “due to the detail it requires, which you can’t get by book knowledge. Instead, they learn it on a daily basis. We count on our veteran employees to lead the charge. They understand that the success of the company is built on a customerfriendly attitude, so we take additional steps to ensure the customer is properly served.”

A full fleet of tandem trucks and tractor trailers helps do the job, but K-I considers itself a “regional dealer with a national footprint,” too. “If a customer moves, we can follow them with products to take care of their project.” Social media, including a website with impressive videos, helps get the message out—yet, swears Bob, “by far the best marketing technique, I would say at the end of the day, is referrals. Having multiple yards, too, gives us strength in the geographical area we cover, and within the company, we can easily transfer product from one location to the next.

We also install the products we sell, by calling on a fleet of vetted subs, making it a turnkey operation.”

The future is “very, very exciting,” says Bob, “especially with our new relationship with US LBM, allowing us to continue to grow our footprint and develop larger vendor relationships that will help our customers.”

Anything else to add, Bob? “Why, yes!” he says. “I could go on all day…”

Carla Waldemar cwaldemar@comcast.net February 2016

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OLSEN On Sales

By James Olsen

Buy signs

I

is perfect. We can see, feel and hear when our customer is interested (or not). If we could feel our customers’ desire level, we would know when to ask for the order, when to ask for more, and when to back off a little and re-strategize our call. Fear of being “too pushy” precludes many sellers from hearing Buy Signs, much less closing on them.

The number one fear should be lack of empathy; without it we cannot feel, see and hear when and how our cusMAGINE OUR TIMING

tomers want to buy. The master seller knows when, how, how hard, and how much to ask for when pursuing business. Buy Signs are the technical side of empathy.

What Are Buy Signs? They are a show of interest, a cry for help, a “Please close me” from our customer.

Inbound phones call. Our closing percentage on inbound phone calls should be high. My clients close inbound calls at a 90% rate and outbound at a 10% rate. An inbound phone call is even more immediate than an email.

When we receive an inbound call we must be ready to close. Do not treat these calls as “Let me get your information and I’ll get back to you with a quote.” Even if we can’t work out ALL the details, we still attempt commitment.

Example: “Bob, we agree on the price and the quality, so if I can get the shipment for one week, do we have an order?”

Inbound email or text. Same as above; just do it by email or text back. Before we quote, try to engage the customer in an “electronic conversation” about their inquiry.

Do the same steps as with a phone call, just do it over the net. I prefer to sell human to human and I’m sure many of you feel the same, but that is not the world we are living in.

We communicate and close our customers the way they want to be closed (Buy Signs!).

Any question. Any question shows engagement. We are

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getting warmer. (“How are you?” And “How’s the weather?” and “family talk” are huge—don’t mail them in.) Any business question is a Buy Sign. When can that ship? Can you hold the shipment? How many can you do? Whose stock is it? What is the tally? What’s the price? The mistake that is most often made is ust answering the question.

I call this being an Information Dispenser or a uotron.

Example: Customer: “When can that ship?” uotron: “Two weeks.”

Customer: “When can that ship?”

Master seller: “We have several options, when do you need it to ship?”

Customer: “One week would be perfect.”

Master seller: “What’s your order number?” or “If we can get that done can we call it an order?” Or “I’m going to have to push some things around to make that happen. Will you buy this if I can move some things around?”

Change in tone towards the warmer . If our customer warms up in any way (e.g., questions, laughs, uses our name, personal talk) these are (mini) Buy Signs that tell us we are making progress; rapport is high. When rapport is high we can ask, ask more often and ask for more. Think about high-rapport-closing like closing your brother or best friend.

Any positive comment. Warning: Positive comments are often paired with negative comments.

Example: “I love that tally, but the price is too high.”

When a positive comment is paired with a negative comment we separate it and close. “John, the tally is exactly what you need and the market is strong, so the value of this car will continue to rise as it roles to you, what’s your order number?”

If a positive comment wrapped with a negative one is a Buy Sign, then a standalone positive comment is a red-light Buy Sign. Example: “I love that stock.” “Okay, I’ve got three left; how many can you use?”

We don’t want to be pushy, but we want to embrace the creative tension or yin and yang of the buy-sell dance. Based on our knowledge of Buy Signs and empathetic knowledge of our customer’s desire(s), we will know when and how to help our customers make a buying decision (nudge, not push). ames Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

EVANGELIST Marketing

By Alex Goldfayn

Ho to get referrals

W

HY DON’T WE

ask for referrals? I’ve asked thousands of audience members and client staffers this question. Here are the most common answers: “We are afraid of rejection. What if they don’t like me as much as I think—or hope—they do? “ “We don’t think to do it.”

“We don’t want to impose.”

“Customers wouldn’t want to share us.”

“We don’t know how. Nobody ever taught us.”

The only reasonable excuse on the list there is the last item: you simply don’t know how. This column changes that. Clip it, take a picture of it with your phone, and put it somewhere prominent for future reference.

The other roadblocks on the list are irrational beliefs that simply stall our progress towards positive improvement.

What if they don t like you They’ve been with you for 12 years. Of course they like you. There’s a lot of competition out there, yet they buy from you. ou don t think to do it Put a yellow sticky on your monitor, and write REFERRALS on it. That’ll remind you.

If you prefer electronic reminders, zap yourself with your phone on a daily basis! ou don t want to impose in on the customer They don t want to share with you Think about your own experiences. When you find the home painter who doesn’t leave a mess after they’re done, or the dental hygienist who doesn’t poke your gums, or the chiropractor who finally gets rid of your pain, aren’t you thrilled to share that person with everyone you know? In fact, in social settings, it’s a competition to get your friends to use your guy! To your customers, you are the chiropractor, and the hygienist, and the painter. They love you. Let them help you.

The discomfort with referrals (and testimonials for that matter—but that’s a different topic) is ours, not our customers’. They would be happy to help us grow our sales, if only we asked.

Now that I’ve eliminated all possible defenses, here’s how to ask for a referral: Don’t make a special phone call for it, that’s awkward.

Rather, add it on to the end of your existing conversations.

It’s particularly powerful to ask for a referral after you’ve resolved a customer’s problem or issue (which is, for most of us, why we talk to customers at all).

“Are you good, did we resolve that to your satisfaction?” After the affirmation, ask this referral question: “Listen, Tom, who else do you know like yourself who would get the same kind of value you do from working with me?”

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That’s the question. Ask it as it’s written. Write it out on paper or screen, in big text, so that you can read it, word for word. After you ask the question, stop talking and listen. If the silence extends five seconds, that’s okay. Ten seconds?

Also okay. Twenty seconds? Don’t panic, stay quiet.

Do not be the first to speak. Let the customer think and answer. Coming up with a referral might take a bit of time.

With this approach, one-third of the people you ask will give you a referral. This batting average would get you into the Hall of Fame.

If the customer says, “I’ll have to think about that,” or anything else that is not a referral, make the second effort and help them think of somebody: “Tom, we work with companies like yours—privately owned, and of a certain size (describe your customer—you might say, “Our customers are people you are probably friends with”)—and our customer is usually the owner or president. Who do you know like this?”

Then, once again, let there be silence. Do not nervous chatter your way out of this referral. Remember, you are feeling far more discomfort than your customer at this point. Let them think. At this point, another one-third of your customers will think of a referral, giving you a 66% referral rate of return. These have been the numbers historically among my clients.

Some finer points: Note that I am asking who they know, not if they know somebody. The former gets me a name, the latter gets me, likely, a “no.”

Next, silence is the key to this process. Letting your customers think on the spot. You’re doing a disservice to everyone involved if you talk your way through this.

Remember, they want to help you. They are very happy with your work, and will look good to their friends and colleagues by connecting them to you. Let your customers help you grow.

– Ale Goldfayn is CEO of The Evangelist Marketing Institute, a revenue growth consultancy, and author of The Revenue Growth Habit.

Visit www.evangelistmktg.com.

Alex oldfayn CEO, Evangelist Marketing Institute www.evangelistmktg.com Building-Products.com

THINKING Ahead

By Anthony Muck, DMSi

he strategies of industry consolidation

C

arrived in the forest products and lumber industry, and everyone is dealing with it. Mergers, acquisitions and hostile takeovers are constantly in the headlines.

There are numerous reasons behind this trend, including access to standing timber, reduced profit margins, stricter government regulations, and decreased housing construction. 1 For mature industries such as ours, consolidation is almost inevitable. If we want to leverage this market opportunity, we must first understand the fundamental consolidation strategies.

According to the Harvard ONSOLIDATION HAS

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Business Review article “The Consolidation Curve,” most industries progress through a clear consolidation life cycle. The article explains that once an industry forms or once it is deregulated, it will go through four stages of consolidation: opening, scale, focus, and balance and alliance. The researchers who wrote the article—and analyzed 1,345 large mergers completed throughout a span of 13 years—predicted that an industry will take an average of 25 years to progress through these four stages. And in the future, they expect it to be even quicker.

Big players in the lumber market

February 2016

are starting to gain market share through the acquisition of smaller companies. An acquisition is simply the purchase of one corporation by another.

According to Entrepreneur, participating in acquisitions has become one of the most popular ways for a company to grow today. It said that

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A Special Series from North American Wholesale Lumber Association

since 1990, the annual number of mergers and acquisitions has doubled.

In addition to gaining increased market share, companies usually participate in acquisitions in order to be able to expand product lines (or get access to new, innovative products or technologies), and grow their footprint throughout the country, among other reasons. Most experts advise businesses to expand from their “home base” rather than to acquire companies across the country. In other words, it’s better for businesses to stay within their geographical footprint and then expand that footprint through acquisitions.

Aside from acquisitions, other common consolidation strategies include mergers and hostile takeovers. A merger happens when two companies join together to become one completely new business.

There are multiple benefits of growing through mergers, such as reduced expenses, access to a wider customer base as well as experienced and knowledgeable staff, reduction in competition, and diversification of products and services.

bout

NAWLA (North American Wholesale Lumber Association) is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America.

Learn more about how NAWLA can help your business at www.nawla.org.

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A hostile takeover is a very particular type of consolidation. It’s essentially an acquisition or merger carried out against the wishes of the board or the management of the target company.2 The purchasing company takes over the acquired business’s operation, usually introducing a new management structure and corporate philosophy. With a hostile takeover, the purchasing company has huge decisions to make and a lot of risks to face.

They have to consider: Is the company that they are buying healthy in its management and operations? And if so, will they operate as they have been, keeping the status quo? Or are the target company’s management and operations weak, and will they benefit from a new corporate philosophy and structure?

Sometimes, this piece is the most difficult and can affect everyone involved—business owners and employees alike—because the target company’s identity may be changed drastically.

Ultimately, it comes down to the purchasing company’s philosophy and the strategy it is using to execute the purchase.

When discussing mergers and acquisitions in general, people often consider business tycoon and investor Warren Buffett’s M&A strategy. He buys strong, healthy companies that have great management, and lets those managers continue to run the company and simply offers them the support of a much larger corporation. Buffett has said he needs his managers to stay on for as long as possible.

Our industry, however, doesn’t always follow Buffett’s model.

When companies purchase other companies, there’s a tendency to move most of the operations to the corporate office and set up branch or division managers to run the new acquisition.

etwork

earn

To learn how other leading industry firms are dealing with the challenges that come with industry consolidation, you are encouraged to attend NAWLA’s 2016 Leadership Summit: Where Industry Decision Makers Grow, March 13-15 at the Westin Mission Hills in Palm Springs, Ca. You will build knowledge on relevant management topics and key trends in education sessions and connect with peers through multiple networking events. You will leave with proven best practices, cost-saving measures and new or renewed relationships with customers, prospects and suppliers. Learn more or register at www.nawla.org.

While this approach could work for some, for others, it could hurt the business and affect future growth.

Key employees could leave; the culture between the two companies could clash, causing tension between the staff, etc. But, of course, this is all a part of the risks that come with mergers and acquisitions and the possible results of industry consolidation.

Our industry is changing—evolving—just like so many others. It is crucial that we embrace the change and take strategic steps in our individual roles in creating a healthy, competitive landscape for the future.

– Anthony Muck is mgr.-customer support for DMSi, Omaha, Ne., and a member of NAWLA s communications committee.

February 2016

Sources State Impact, Investing Answers

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Riverhead

DEALER Briefs Donora Lumber, Donora, Pa., closed its doors Jan. 15 and filed to liquidate under Chapter 7 bankruptcy. The lumber hardware dealer was founded in 1900.

Spahn Rose Lumber Co. has closed its store in Forest City, Ia., and transferred its inventory to other locations.

The Dubuque, Ia.-based chain now operates 24 lumberyards in Iowa, Illinois and Wisconsin.

4 Lumber has acquired the former Trussway operation in Franklin, In., to reopen as an 84,000-sq. ft. truss and wood panel plant. The facility has been vacant since 2009.

Schrock Lumber Co., Mediapolis, Ia., suffered about $125,000 in damage from a Dec. 31 fire, which is under investigation.

Habitat for Humanity opened a second, 20,000-sq. ft.

ReStore in Stuart, Fl. Correction – The article Fire-rated OSB Sheathing Heats p (Dec. p. ) erroneously stated that FRT plywood does not have an Exposure 1 rating. The article should have stated that interior-grade FRT plywood must be protected from precipitation during construction.

The article also states that walls of single-family homes need to be fire-rated if they are located within 10 ft. of a property line.

For single-family construction, the required distance from the property line is typically 5 ft., rather than 10 ft.

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uys

ompetitors

Riverhead Building Supply, Calverton, N.Y., has agreed to purchase assets of four-unit Nassau Suffolk Lumber and fellow New York independent Thurber Lumber.

After the deal closes, expected on Feb. 1, Nassau Suffolk Lumber’s full-service lumberyards in Locust Valley, Huntington and Port Jefferson, N.Y., and its kitchen cabinet showroom in Bohemia, N.Y., will become Riverhead locations. Thurber’s Rocky Point, N.Y., yard will close, with inventory and personnel—including coowner Kevin Keillor Sr. and his son, Kevin Keillor Jr.— will move to the Port Jefferson facility. The site has been a lumberyard since 1931, and owned by the Keillor family since 1959.

Riverhead has nine stores and four showrooms on Long Island, and two stores and two showrooms in Rhode Island.

Purchases

idwest ards

US LBM Holdings has acquired NexGen, a collection of lumberyards and truss/component plants in South Dakota and Minnesota.

Luke Kraft will lead the company as president, with all former owners remaining on the executive team.

The purchase includes Truss Pro’s truss plants in Britton, S.D.; Pipestone, Mn.; and Rogers, Mn.; Precision Wall Systems facilities in Britton and Rogers, and three Do it Best-affiliated lumberyards—Minnesota Building Pros, Rogers; Britton Home Home, Britton; and Webster Home Center, Webster, S.D. “By extending our products and services into the Upper Midwest, we can strategically serve the industry in that growing market, ”said US LBM CEO L.T. Gibson.

Building-Products.com

ational illwork lite Door Trim

loses on

National Millwork, Riviera Beach, Fl., has completed its acquisition of Elite Door & Trim, Denton, Tx. “Acquiring Elite Door and Trim represents a strategic growth step for National Millwork,” said CEO Otto Nonnenmann. “Elite will immediately have access to all of the manufacturing resources of National, and we plan to add manufacturing capability in Texas within the next year.”

National Millwork will be retaining Elite’s current staff, including CEO Wayne Beeler, and has hired a man-

agement team from Nevada to relocate to Texas to help with the acquisition.

ylo oard Halts Production

NyloBoard LLC, Covington, Ga., has ceased production of all products and placed the business up for sale.

According to president and COO Doug Morse, NyloBoard’s venture capital owner has decided to no longer fund the business. All assets are now for sale as an operating entity and, should a buyer not emerge quickly, all assets will be liquidated.

Formed in 2002, it produced NyloDeck, NyloPorch and NyloSheet.

SUPPLIER Briefs ENAP completed its merger with PAL into LBM Advantage.

Huttig Building Products is now exclusive distributor of Maibec cedar siding and shingles in the ortheast, from its DCs in Hooksett, .H. ewington, Ct. Augusta, Me. and Selkirk, . .

Snavely Forest Products , Dallas, Tx., now supplies Versate s full line of cellular-PVC trim products to all major Texas markets.

Other Snavely DCs have distributed Versatex products for several years.

Versatex products are also being added immediately at 12 Can el Building Materials Group locations in Canada, with its four other DCs to pick it up at a later date.

Gypsum Management Supply, Tucker, Ga., acquired eightunit Gypsum Supply, Lansing, Mi. Pau Lope Co., Cape Canaveral, Fl., added cumaru and massaranduba decking to its ip decking, to now comprise The Pau Lope Collection.

Boise Cascade will install a new USNR/S derhamn Eriksson six-deck, 21-section, gas-steam veneer dryer at its plant in Florien, La.

Stewart s Forest Products, Fort Ripley, Mn., saw its boiler building destroyed in a Jan. 4 fire.

Fahl Forest Products, Mancelona, Mi., lost its truck garage and all contents in a Jan. 3 fire.

MiTek Industries, Chesterfield, Mo., has acquired Sales Simplicity Software, Chandler, Az. Southern Cypress Manufac turers Assn. updated www.cypress-

info.org with a new responsive design.

Simpson Strong Tie was named Do it Best s Building Materials Vendor of the ear for the fifth straight year.

Southern Pine Inspection Bureau is now offering an eBook ver-

sion of its Standard Grading Rules for Kindle (via Amazon) and for iPhone, iPad, iPod touch, and Mac (via iTunes).

The 247-page manual is $9.99.

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luxury reinvented

get your sales rolling

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HOOD LUMBER

acant

ean

ill Purchased

Caddo River Forest Products acquired the former Curt Bean Lumber sawmill in Glenwood, Ar., effective Dec. 18.

The new owner hopes to start up later this year, but no date has been announced.

Caterpillar purchased the property for $4 million at a foreclosure auction in 2011. Bean had first closed the mill in 2007, then restarted it for a while the following spring, until the company fell into bankruptcy.

Purchases Parker s

US LBM has purchased Parker’s Building Supply, which operates 18 stores in Texas and four Parker’s Builders Supply locations in Southern California.

The chain anticipates continuing the Parker’s name and its longtime relationship with Do it Best.

Owner Scott Parker will serve in an advisory role, while Chris Miller becomes president.

ew

Hood Industries welcomes to our operations two quality Southern Pine sawmills, in Silver Creek, Ms., and Bogalusa, La.

Silver Creek, MS

Metcalf, GA Waynesboro, MS Bogalusa, LA

Specializing in quality SYP Lumber, providing a full product mix of 2x4 thru 2x12, small timbers, & lengths up to 24’ .

“We go to great lengths to ensure your satisfaction” Phone 601-264-2559 Fax 601-296-4740

www.hoodindustries.com 32

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Building Products Digest

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February 2016

ame for Handy H

Handy Hardware LLC, Houston, Tx., and sister company HBC Home & Hardware Products (Howard Berger Co.), Cranbury, N.J., are changing their names to that of their parent company, World and Main LLC. World and Main was launched in October 2015, as the new name for Hardware Holdings.

World and Main’s plumbing supplies business will continue to operate under the Jones Stephens name.

Handy Hardware will become World and Main on Jan. 18, 2016, in time for the upcoming World and Main Spring Market in Houston, formerly known as the Handy Hardware Spring Market. The HBC name change will take place in April.

Its new web address is www.worldandmain.com.

oise Taking Over

Ps

anfor Purchasing

ynndel

P nit

Georgia-Pacific, Atlanta, Ga., has agreed to sell its engineered lumber business to Boise Cascade, Boise, Id., for $215 million, including working capital.

“Georgia-Pacific is firmly committed to the building products industry. Although the engineered lumber business has been profitable and employees have done a great job running safe, productive assets and meeting our customers’ needs, it is not a large part of our overall building products division,” said Mark Luetters, G-P’s executive vice president-building products.

The sale includes the engineered lumber operations at Thorsby, Al., and Roxboro, N.C. Canfor Corp., Vancouver, B.C., has agreed to buy the assets of Wynndel Box & Lumber Ltd., Wynndel, B.C., century-old producer of WynnWood premium boards and specialty products.

Expected to close in the second quarter, the deal includes a sawmill located in Wynndel, with an annual capacity of 65 million bd. ft., and annual harvesting rights.

odra bsorbs

o.

L Co., Lake Oswego, Or., has been acquired by Swedish company Sodra Wood.

In its place, Sodra formed a new company, Sodra USA, with Bob Jank as president and Christian Chambers managing the Miami, Fl., office.

Building-Products.com

The company acquired Heartland Siding in 2009 and Heritage Stone in 2011, and maintained these brands for a transitional time frame. The brands have joined under the umbrella corporate naming strategy, providing a simplified message for both customers and homeowners.

ronotex

SAFE DELIVERIES: Charlotte, .C., ProVia driver Jeff Schlabach (left) was recently honored for never having an accident during his 15 years and one million miles with the company’s first Million Safe Miles award, presented by Kent Price, director of distribution.

Pro ia undling Heartland Heritage tone ines

Entities and products of ProVia, manufacturer of entry door systems, windows, super polymer vinyl siding and artfully-crafted, manufactured stone, will now be aligned under one unified brand: ProVia. The Heartland Siding and Heritage Stone product lines will also use the ProVia brand.

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Building Products Digest

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uilding HDF

ill

Swiss Krono Group will invest $230 million to construct a high-density fiberboard mill and expand its KronotexUSA laminate flooring production in Barnwell, S.C. Construction is set to begin by mid-2016, with HDF operations to start by mid-2018.

KronotexUSA has been distributing its Swiss parent’s engineered wood products in the U.S. since 2000 and opened the Barnwell plant in 2005.

uys labama illwork Dealer

US LBM Holdings has acquired Darby Doors, Florence, Al., from owner Cliff Darby, who will remain with the company as president.

Founded in 1982 as the R.G. Darby Co., Darby Doors is a manu-

February 2016

facturing and sales organization specializing in doors, millwork, hardware, bath accessories, and building specialties.

The purchase also includes sister company Total Trim, Inc., which offers customers installation services for Darby Doors products.

ovik yes

ew

ategory

Novik Inc. brought its PP panel line to the recent International Builders Show in Las Vegas, Nv. The company says the plastic panels are durable—resisting winds up to 110 mph—lightweight and can be put up by one person thanks to a fast-fit, locking system that makes installation and alignment effortless.

Ralph Bruno, president of sales, explained the company’s goal to give NovikStone a mainstream appeal, and make it an attainable luxury for every homeowner, installing the product at a fraction of the price of stone veneer.

In addition to the design trend of masonry and stone accents rippling from upscale and fashion-forward neighborhoods, Bruno sees a big macroeconomic factor at play, a rebound in the new home construction market.

Building-Products.com

PPG MACHINECOAT PLUS ST EXTERIOR FINISH ÂŽ

SEMI-TRANSPARENT SYSTEM FOR WOOD

STANDARD SEMI-TRANSPARENT SYSTEM*

CEDAR SANDSTONE BASECOAT

MAHOGANY MAPLE REDWOOD WALNUT

PPG introduces a new semi-transparent system that combines the protection of a solid color ďŹ nish with the appearance of a semi-transparent stain.

PRODUCT FEATURES t 100% acrylic latex t Machine application formula for better overall consistency versus ďŹ eld application t Formulated with high durability pigments for maximum UV performance t Varied basecoat colors offer a wide range of color options t Excellent color retention

ASK PPG ABOUT DURACOLORÂŽ ST FOR FIBER CEMENT AND COMPOSITES

* Samples are shown with 1 coat of Sandstone Basecoat and 2 coats of Semi-Transparent Finish. These samples were all lab applied.

11( "SDIJUFDUVSBM 'JOJTIFT *OD t 0OF 11( 1MBDF t 1JUUTCVSHI 1" t t XXX QQHQSP DPN t XXX QQHNBDIJOFBQQMJFEDPBUJOHT DPN t NBDIBQQJOGP!QQH DPN The PPG logo is a registered trademark of PPG Industries Ohio, Inc. MachineCoat and DuraColor are registered trademarks of PPG Architectural Finishes, Inc.

Historic Richmond Dealer elling Out losing Flagship

Pleasants Hardware is closing its flagship store in Richmond, Va., as it prepares to sell the remainder of the eight-unit chain to Taylor’s Do it Centers, Virginia Beach, Va. The flagship store, built in 1976 a few blocks from the original 1915 location, should close about Feb. 27.

The site will be demolished to begin building a grocery store this spring, but owner C.F. Sauer Co., Richmond, is no longer looking for a site to relocate.

Instead, C.F. Sauer Company will sell the remaining seven stores in Richmond to Taylor’s, effective Feb. 17, although they will retain the Pleasants name. They will, however, switch from Ace to Do it Best affiliation.

“We are excited about today’s announcement and keeping Pleasants Hardware local, independent and serving the Richmond area,” said Joe Taylor, president and CEO of Taylor’s. “We can’t wait to build on the legacy of outstanding customer service and make the Pleasants experience an even better one for customers and employees.”

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Building Products Digest

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Founded in 1927, Taylor’s currently operates 10 home centers in Virginia and one in Moyock, N.C.

trong Tie Hooks Hidden Deck Fastener ompanies

Simpson Strong-Tie, Pleasanton, Ca., has acquired Blue Heron Enterprises and Fox Chase Enterprises, manufacturers of the EBTY and Lumber Loc hidden deck fastening systems.

Since 2008, Simpson Strong-Tie has promoted and sold EB-TY fasteners and provided its screws with the EB-TY product offering.

ronospan uys ompanies

larion

Austrian laminate flooring and panel producer Kronospan has entered the U.S. flooring market, with the acquisition of Clarion Boards Inc. and Clarion Laminates, Shippenville, Pa., by its U.S. division, Kronospan USA, Eastaboga, Al. Kronospan USA already manufactures MDF and HDF at the Alabama plant.

The new companies will continue to be managed by the existing Clarion boards and management.

February 2016

irginia True alue dds

Northwest Hardware, Roanoke, Va., is opening a ninth store in Christiansburg, Va. Operating as Northwest True Value, the company, which was launched in 1947 by owner F.W. Overstreet, already runs two stores in Roanoke and six other single locations.

Overstreet’s son, and now Northwest Hardware owner, Charles Overstreet, said the business targeted Christiansburg because the town had supported a very similar hardware operation several years ago.

The store will be 17,318 sq. ft., while the Christiansburg store’s products will mirror much of those at the other locations, there will be some new items and services. Perhaps the most significant difference will be the store’s 2,400-sq. ft. paint department.

Northwest True Value will sell its own brand of paint and another paint brand under the Benjamin Moore label. Other products include heavy duty equipment, such as jack hammers and tile cutters. Customers will be able to rent the tools and more party-themed items, such as snow cone and popcorn machines, and bouncers.

Building-Products.com

ASSOcIATION Update ortheastern Retail Lumber Association is gearing up for its annual expo Feb. 10-12 at Rhode Island Convention Center, Providence, R.I. Themed “Strengthen Your Independent Edge,” the meet will feature seminars on business succession & exit strategies, technology, fire resistive & fire-rated I-joist assemblies, and fiber cement siding.

Affiliate ew ampshire Retail Lumber Association is looking forward to its legislative breakfast on March 1 in Concord, N.H., with Retail Lumber Dealers Association of Maine s legislative breakfast set for March 2 in Augusta, Me. Construction Suppliers Association has booked Casey Voorhees to lead a blueprint reading & material take-off workshop March 22-23 in Tyrone, Ga. orthwestern Lumber Association also has a Voorhees-led blueprint reading & material take-off class planned, for Feb. 10-11 in Madison, Wi. The following week, NLA will present its Iowa lumber convention & show Feb. 17-18 at DoubleTree Hotel & Cedar Rapids Convention Complex, Cedar Rapids, Ia., and its Nebraska lumber dealers convention March 9-10 at Ramada Plaza Convention Center, Omaha, Ne. Lumbermens Association of Texas has adopted the theme “Banded Together” for its annual convention & buying show March 30-31 in San Antonio, Tx. South Dakota Retail Lumberman s Association is prepping for its 97th annual convention Feb. 9-10 at Best Western Plus Ramkota, Sioux Falls, S.D. ational Wooden Pallet Container Association is staging its annual leadership conference March 2-4 in Orlando, Fl. Seminars include “Forests as Financial Assets & The Future of U.S. Wood Supplies.” orth American Wholesale Lumber Association has the lineup of speakers for its annual Leadership Summit March 13-15 in Palm Springs, Ca. Presenters include Tom Corrick, Boise Cascade; Ted Seraphim, West Fraser; Gonzalo Zegers, Arauco; Joe Lawrence, Dixieline Lumber; Ashley Boeckholt, Koch Pulp & Paper Trading; Thomas Mende, Klausner Trading USA; and Brent Grover, Evergreen Consulting.

To enhance networking opportunities, the event will be held concurrently with Western Wood Products Association s annual meeting at the Westin Mission Hills.

NAWLA is also readying for its Northeast regional meeting Feb. 9 in Providence, R.I., and its Wood Basics Course Feb. 28-March 4 in Starkville, Ms. ational Lumber Building Material Dealers and Window Door Manufacturers Associations pushed back the dates of their concurrent spring meetings & legislative conferences to April 18-20 in Washington, D.C. Appalachian ardwood Manufacturers Association s annual meeting will be Feb. 24-28 at Naples Beach Hotel & Golf Club, Naples, Fl., while ardwood Manufacturers Association s conference & expo will take place March 9-11 in Fort Worth, Tx.

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Building-Products.com

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MOVERS & Shakers Phil Lail has been promoted to president of Pan American Screw, Conover, N.C. Mat annoni has joined Woodbrowser, Concord, N.H., as senior .net engineer.

Ronald eit man has been promoted to CEO of Parksite, Batavia, Il., succeeding eorge A. Pattee, who will remain chairman of the board. ason aley, ex-Great Lakes Ace Hardware, has joined Central Network Retail Group, as Detroit area-based area VP, overseeing Lumberjack stores in Michigan and Parkrose Hardware in Oregon and Washington.

Chris Odom has been promoted to vice president of Mobile Lumber & Millwork, Mobile, Al. Mike Treadwell, ex-Weyerhaeuser, is now engineered wood market development mgr. with Snavely Forest Products, Liberty, N.C. ohn Vick, ex-Bozovich, has joined Robinson Lumber Co., New Orleans, La., focusing on lumber sales in the Southeast and Gulf Coast.

T R I

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Building Products Digest

Andrew ess has been promoted to vice president, Entry Door Division at Lumbermen’s Inc., Grand Rapids, Mi. Steve rimsley, ex-Carter Lumber, is now national sales mgr. for EverMark Building Products, Suwanee, Ga. Vince Palmer, ex-MPL Hardwoods, has been named general mgr. with Cedar Creek, to establish new distribution centers in Grand Rapids, Mi., and Cincinnati, Oh. Danny Retteghieri, mgr., McCoy’s Building Supply, Rosenberg, Tx., has been transferred to manage the Pearland, Tx., branch.

Brad ohnson, ex-HD Supply, has been named VP-global sourcing for PrimeSource Building Products, Irving, Tx. reg Koch has been appoitned vice president of sales & marketing for Deceuninck North America, Monroe, Oh. Sheldon Kahan succeeds him as commercial sales mgr.

Phil Lester, VP of fenestration sales, has retired after more than 25 years with the company.

B. . idson, ex-Alside Supply, has joined the outside sales team at Bankston Lumber, Barnesville, Ga. Patrick O Malley, ex-ProBuild, has been appointed director of national builder accounts & supply chain for MiTek Building Products, Chesterfield, Mo. Brent Kreut er is now product mgr. for fasteners, anchoring solutions, & tools. .R. Whitfield, ex-Carter Lumber, is new to Harbin Lumber Co., Athens, Ga., as business development coordinator.

Davis Rowe has been named VP of national accounts for Pella Corp., Pella, Ia., succeeding Bob Kubacki, who will retire in March after 17 years with the company. ina oagland, Collaborative Strategies, has been appointed to the board of Huttig Building Products, St. Louis, Mo. Vinko ojcaj, ex-Performance Fiberglass Windows, is new to sales at Public Lumber & Millwork Co., Detroit, Mi. Mike Bugbee, senior VP of integrated component systems, is retiring at the end of March after 34 years with Simpson Strong-Tie, Pleasanton, Ca.

Visit the TFP website for more information



February 2016

Building-Products.com

rin La aise is now marketing coordinator at Guerry Lumber Co., Savannah, Ga. Aaron ock, ex-Guardian Building Products, was appointed strategic account director at AmesburyTruth, Greenville, S.C. Bryan Kujawa, Kolbe & Kolbe Millwork Co., Wausau, Wi., has been promoted to national sales mgr.

Daniel ottlieb, ex-DW Distribution, is now marketing mgr. at Huttig Building Products, Dallas, Tx. Rick Buencamino, ex-American Builders Supply, is a new Orlando, Fl.-based remote structural components designer for Bison Building Materials, Conroe, Tx. Brian Barron, WOLF, York, Pa., has been promoted to regional VPkitchen & bath sales for the New England region.

Chris Caruso has been promoted to VP-information technology for PPG Industries, Pittsburgh, Pa., replacing Werner Baer, who retires March 1. erv Tiberghien will become VP-human resources Feb. 28, when Craig ordan retires after 27 years with PPG. Ali Mangkang is new to Jennings Builders Supply, Asheville, N.C., as executive coordinator-operations & communications. ennifer Weber has been named chief human resources officer for Lowe’s Cos., Mooresville, N.C., effective March 1, to take over for Maureen Ausura, who is retiring after 11 years with the chain.

Marc Brinkmeyer, Idaho Forest Group, Coeur d’Alene, Id., and Steve ika, Hampton Affiliates, Portland, Or., were newly appointed to three-year terms on the Softwood Lumber Board, along with Michael Case, Westervelt Co.; ank Scott, Collum’s Lumber; Duncan Davies, Interfor; and ames Lope , Tembec.

David Crowe, National Association of Home Builders chief economist, is retiring March 18 after 27 years with NAHB. He will be succeeded

by Robert D. Diet , currently VP for tax & market analysis. ohn Isner, top-ranked tennis pro, has inked an endorsement deal with TAMKO Building Products, Joplin, Mo. d Verti ing is the new marketing manager at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners ugh Mungus and Freddy Fungus.

Building-Products.com

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Building Products Digest

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IN Memoriam Winfred Tremmell Almond r., 65, sales manager and a fifth generation partner in Almond Brothers Lumber Co., Coushatta, La., died of cancer Dec. 30.

He joined the company full-time in the early 1970s, after working summers from junior high through college. ames im Coll, 66, longtime manager with Snavely Forest Products, Pittsburgh, Pa., died Dec. 13.

He spent more than 30 years with Snavely, including as a buyer, branch manager, and senior manager of Snavely International.

William . Bill Richardson, 89, longtime Midwest lumberman, passed away recently in Lawrence, Ks. After serving in the U.S. Army during World War II and graduating from the University of Oklahoma, he started his career as manager of Antrim Lumber Co., Marlow, Ok. In 1955, he was promoted to the company headquarters in Wichita, Ks., eventually rising to VP and GM, overseeing a chain of yards in the Midwest.

In the late 1960s, Bill and a partner

formed Lumber Associates, Wichita, which built up a small chain of lumberyards in Kansas, Oklahoma, Texas and Colorado. He ended his career as a lumber broker and industry consultant.

Richard Roy Olson, 53, former owner and operator of Northfield Lumber Co., Northfield, Mn., died Dec. 1 in Rochester, Mn..

He earlier worked in sales for Stock Lumber, Rochester, Mn. Bruce Bridges r., 57, owner and president of Roebuck Lumber Co., Birmingham, Al., died Dec. 25.

Charles W. Sonny ross r., 76, owner and operator of Gross & Sons Lumber & Veneer, Syracuse, In., for over 50 years, died Jan. 8.

Marcus Trott r., 88, former owner and operator of Trott Lumber Co., Shelbyville, Tn., died Dec. 3. elen arber, 95, co-owner of Garber Building Supplies and Garber’s Do It Best Hardware, Staten Island, N.Y., died Jan. 20.

She assisted her husband, Morton Garber, and her father-in-law, Meyer

Garber, operate the business they started in 1952 in Clifton and later expanded to Richmond Valley.

Rudolph Prosser Crowther Sr., 87, chairman of Lilian Lumber Co., Burgess, Va., died Jan. 3 He joined the company in 1947, then attended college until leaving to serve in the U.S. Army during the Korean War. He was promoted to VP in 1956 and president in 1968. Under his leadership, the company added a second location in 1972.

He retired as president in 1997 and was succeeded by his son, William A. Crowther.

Waneta Adela Vogel Steimel, 94, co-owner of S&H Lumber Co., Claflin, Ks., died died Jan. 15.

She operated the business with her husband, Herman Steimel, until they retired in 1984.

Maxine Ayers Bayne, 86, coowner of the old Bay Building Products, Greenville, S.C., died Jan. 10.

Sheldon Bo Claypool, 83, former manager of Douglas Lumber Co., Geneva, Oh., died Jan. 7 in Geneva.

Finally, a composite decking that doesn't look like plastic!

Introducing Naturale composite decking by NewTechWood. Same UltraShield technology you trust, with the natural look you want, in a wide variety of unique colors.

Visit www.newtechwood.com or call us at 866-728-5273 for more information Distributed by

AMERICA LUMBER CO. I

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Building-Products.com

NEW Products

russ ie Won t lide

trong

ail eplacement

Simpson Strong-Tie expanded its Strong-Drive line of structural fasteners to include the SDWS Framing screw, a multipurpose fastener for replacing nails in framing and remodeling applications.

The versatile fastener offers a new alternative to 16d, 10d and 8d nails for contractors and do-it-yourselfers in areas too constrained for the use of a hammer or where there is a need for the superior holding power and pull-out resistance of screws.

 STRONG-TIE.COM

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ime and

Focused on creating efficient and optimized wood framing, the new Valley Truss Tie is an 18-gauge, G90 galvanized steel tie by MiTek transfers loads from a valley truss into the supporting structure above.

The VTT resists the sliding forces created from downward loads when the valley truss is set upon a sloped lower roof. This ability to resist the sliding force eliminates the need for support wedges traditionally used under the valley truss bottom chord.

oney- aving oft are

afety Where it

atters

ost

Freightview online software allows makers of building products to improve their shipping operations by saving time and money.

Before, small and mid-sized construction companies had two choices outsource shipping needs to a third-party logistics provider, or endure time-consuming tasks of contacting multiple carriers to compare rates and book a shipment.

The software allows companies to instantly quote, book and track shipments, and pull up their negotiated rates with carriers simultaneously on one dashboard.

Honeywell’s Miller DuraSeal Self-Retracting Lifeline is designed to provide greater reliability and safety in the harshest environments—including onshore and offshore oil and gas, mining, and petrochemical sites.

The product introduces patent-pending sealed technology that prevents contaminants from entering the mechanism and ensures that the self-retracting lifeline’s brake system, power spring, and bearings are never exposed to debris, water or chemicals.

 FREIGHTVIEW.COM

 HONEYWELL.COM (877) 841-2840

(913) 353-6188

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Building Products Digest

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February 2016

Building-Products.com

ree tanding anities

Strasser Woodenworks’ new Alki Collection of freestanding wood cabinetry boasts a clean look and diverse design choices to, depending on accompanying fixtures and hardware, add a sophisticated touch to both contemporary and traditional bathrooms.

Alki vanities come in three configurations: Essence offers ample storage, combining doors and drawers in 60”, 48”, 42”, 36”, 30”, and 24” widths; Caf features an open look, with doors and drawers alongside two to four cubbies in 60”, 48”, and 42” options; and Spa combines door and drawer storage with a full-width open shelf along the bottom in 60”, 48”, 42”, 36”, 30”, and 24” sizes.

Weather Shield unveiled its latest multi-slide door at this year’s International Builders Show. The door accommodates openings as large 50’ x 10’.

The door is available in single and bi-parting configurations in both the Premium Series and the Contemporary Collection, and offers options to customize the look of a home’s windows and doors.

 STRASSERWOOD.COM

 WEATHERSHIELD.COM

(800) 445-0494

Building-Products.com

ulti- lide

oors

(877) 452-5535

February 2016

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Building Products Digest

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45

pdated

ecking

ollection

WOLF Home Products’ new Captiva Plus Collection is a high-quality, natural fiber-polymer composite made with stranded core technology to create deck boards with superior strength and moisture protection, to prevent warping, cracking and swelling.

Designed with natural-looking colors and a woodgrain finish, Captiva is capped with a tough durable resin capstock technology to make it stain and fade resistant. The 1x5-1/2” deck boards come in 12’, 16’ and 20’ lengths.

 WOLFHOMEPRODUCTS.COM (800) 388-9653

rotection in alm of our Hand

Milwaukee Tool’s Demolition Work Gloves are designed to be five times more durable than other gloves currently on the market.

The gloves offer a combination of ultimate durability and all day comfort for users who require reliable protection when working with an array of different jobsite materials.

All key working areas of the gloves fingertips, palms and thumbs are reinforced with Armortex for increased durability and grip.

 MILWAUKEE.COM (800) 729-3878

urable

ailers

The FinishPro 18BMg pneumatic brad nailer by Senco accepts 5/8” to 2-1/2” 18-gauge nails, making it the ideal tool for internal and external trim, chair rails, baseboards, ornaments, case backs, cabinetry, furniture repair, small trim, and craft assembly.

Its composite magazine is light and durable and can accommodate up to 100 nails.

 SENCO.COM

(800) 543-4596

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Building Products Digest

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February 2016

Building-Products.com

hermal Imaging

Weatherproof our penings

Simpson Door has expanded its WaterBarrier technology for more than 100 additional door and sidelight designs.

With this water-resistive technology, homeowners with an opening exposed to the elements can still have a long-lasting, warrantied wood door, no matter the design or size.

The new M12 7.8KP Thermal Imager by Milwaukee Tool features the highest pixel density in its class and new Dual Sense pixel technology for superior definition of hot and cold details within the same image.

The imager provides an affordable solution for predictive maintenance or for troubleshooting applications, taking highquality images that rival more expensive imagers on the market, in a more compact and easy-touse designs.

MAKE BEST USE OF THE AVAILABLE LABOR POOL:

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ull- i e a s

VERSA-LAM® AND BCI® JOIST

Dewalt’s first cordless fullsize band saw, the 20V MA R Brushless Deep Cut Band saw is designed for mechanical, electrical, HVAC, sprinkler, and general contractor applications.

The saw features premium ergonomics, an efficient brushless motor, and the versatility to cut a wide variety of materials.

With its magnesium housing and adjustable bail handle and hook, the tool provides users with their choice of orientation for comfortable use. Its brushless motor delivers extreme run-time and cutting speed performance.

Habito is a drywall product from CertainTeed and the strongest -inch wallboard material available. It features technical benefits previously unseen in the drywall category.

A wallboard product that helps eliminate the frustration when hanging heavy objects, the product continues the company’s emphasis on providing innovative products that offer practical solutions to builders and homeowners.

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urable

ry all

UÊ1 v À Ê`i«Ì ÃÊ> `Ê ÃÌÕÀiÊV> ÊÊÊ ÊÊÊ i> Êv>ÃÌiÀ]Êi>à iÀÊ ÃÌ> >Ì ]Ê Ê ÊV> L>V Ã°Ê Download “BCEWP vs. dimension lumber” at www.BC.com or call 800-232-7800 for more information.

© 2016 Boise Cascade Wood Products, L.L.C. BOISE CASCADE, the TREE-IN-A CIRCLE symbol, BCI, AJS and “Great products are only the beginning.” are trademarks of Boise Cascade Company or its affiliates. *Comparison values are based on an example of a typical 2,000 sq ft, single-story home using Boise Cascade design software and following current residential building code provisions. Specific information on the example floor framing area is available upon request.

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February 2016

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Building Products Digest

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47

IB

in top form

Building is back, as evidenced by busy, optimistic show attendees—an estimated 125,000 of them—at the National Association of Home Builders’ recent International Builders Show in Las Vegas.

The packed aisles were helped by holding the Kitchen & Bath Industry Show and the Surfaces flooring expo in adjacent halls. As well, an outdoor Show Village featured more exhibits and demos, including a pair of “tiny houses” that visitors could tour.

Dealers and wholesalers were well represented among the attendees, making this a true top-to-bottom home building industry show, although most

of the seminars were directed at builders and contractors.

Among the Best of IBS Awards handed out during the show were Best Energy Efficient Product to Huber’s ZIP System Sheathing and Tape, Best Outdoor Living Product to Knotwood’s Aluminum Batten System, Best Window & Door Product for Endura’s Next-Generation Z-Articulating Cap Sill, and both Most Innovative Building Product and Best in Show to Red Horse’s WINBAG. Next year, IBS moves the show to Orlando, Fl. (See www.building-products.com for video demos of the latest products.)

IBS 1 Praveen Sood, Andy Penny, Alex Blumberg. 2 Bob Ottersen, Chris Sanders, James Gunning. 3 Tom Tamlyn, Miguel Gonzales. 4 Amy Stevens, Doug Mucher.

Josh Kirschner, Ross Pettigrew, Randy Gottlieb. 6 Jim Reyes, Shelby Lentz, Sam Hensen.

Dennis

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DISPLAY HOUSE may have been small, but featured top-quality amenities, such as Allura fiber cement siding.

Hazenstab, David Brennan, Rachelle Shendow, Loi McLoughlin, Danny Thomas.

Dee Dee Graham, Curt Stevens, Lorraine Bittles.

Jay Penney, Allard Mario. 10 Ted Whitehouse, John Kitsch.

(More photos on ne t pages) Building-Products.com

IBS 2016 Photos by BPD

IBS (continued) 11 adine Sizemore, Tom immerman. 12 Beth Blount, Jason Darling. 13 Gearoid Hogan, Hannah McAviney, Jim Cox, Dean Gregg. 14 Jim Powers, Bill Lancaster. 1 Marc Maniaci, Brian Stuk, Joe Holt. 16 Mike Pidlisecky, Amy Little. 1 Michelle Von Hatten, Randy Robins, David Lewis. 1 Phil Lail, Bo Bryant. 1 Marv Askey, Tom Couch. 20 James Webb, Kalvin Eden, Rob Mitchell. 21 Andres

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Alvarado, Tom Taylor. 22 Jeff Easterling, David Koenig. 23 Len Kasperski, Kim Pohl. 24 Patrick Adams, Richard Wallace. 2 Ron Gurss, Denise Bough, Trudy Johnson, Joseph Martinez. 26 Bruce Hall, Clifford Pfingston, Gary Maulin. 2 Weston Leavens, Rick Altizio. 2 ate Jorgensen, Mike Moran (More photos on ne t pages)

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IBS 2016 Photos by BPD

IBS (continued) 2 Dallin Brooks, Frank Stewart, Chuck Casey. 30 Garnett Douglas, Ken Goodnough. 31 Craig Doehner, Kev Jolliffe. 32 David Ellis, Jordan Barnett, Andrew Ellis, Matt Minchew, Tim Irvin, John Ash, Tim Gillis, Tom Ellerbrook, Anthony DiSanto, John MacMahon, Steve apcic, Scott McSherry. 33 John Foley, Lee Slade, Jim Topliss.

34 Adam Gangemi, Anne Enero, Rod Kabel. 3 Lynne Liebertz, Mike

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Stepenski. 36 Lou Mario, Dan ourse. 3 Patrick Hanulak, David Jeffers, Brian Below. 3 Joe Kauffmann, Tim McLees, Matthew Sugden. 3 John Pace. 40 Lawrence ewton, Carl McKenzie. 41 Jack Medford, Ken Hotchkiss, Mary Kittrell, Digger Grabber, Larry Boyts, John Finnegan. 42 James Carey, Morris Carey.

(More photos on ne t page)

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IBS 2016 Photos by BPD

IBS (continued) 43 John Assman, Steve Killgore, Gary Pittman. 44 Ken Spencer, Adam itschke, Ed Harper. 4 Cliff MacDaniels, Devin Stuart, Karen Hess. 46 Todd Harrison, Mark Rutledge, Renee Drake.

4 David Seymour, Chris Bartimioli, David Sheesley. 4 David Perkins, Todd Apple, Jon Murphy, Chris Laustrup. 4 Kyle Graf, Wayne

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Hilton. 0 Mark Brown, Kirk Evanov, Jason Boeschen, Doug Hopper.

1 Erica Savage, Charlie Jourdain. 2 Joel Cone. 3 Tom Czlapinski, Chris pton. 4 atalie Smith, Scott Morris.

Jim Miller.

6 Steve Duncan, Dawn Stafford, Drew Sundholm, Mike McFarland, Steve Shennum, Dave elson.

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CLASSIFIED Marketplace Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished cameraready (advertiser sets type), $65 if we set type.

Send ad to Fax 714-486-2745 or david@ building-products.com. Checks payable to 526 Media Group. Deadline: 18th of previous month. uestions Call (714) 486-2735.

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ADVERTISERS Index Allura www.allurausa.com .................................................Cover II

Leonard Lumber www.leonardlumber.com ...............................34

Arch

Lumbermans Association of Te as www.lat.org ......................43

ood Protection www.wolmani edwood.com .........Cover I

A EK www.a ek.com .....................................................................

Matthews International www.matw.com .................................... 4

B

Mid Columbia Lumber www.mid columbialumber.com ...........4

Creative Railing Systems www.bwcreativerailings.com ...1

Boise Cascade www.bcewp.com ................................................4

NewTech ood www.newtechwood.com ...................................42

Cedar Creek

North American

holesale www.cedarcreek.com ..........................

holesale Lumber Assn. www.nawla.org .....33

Coastal Plywood www.coastalplywood.com .............................11

Novik www.novik.com/dealer ......................................................31

Crumpler Plastic Pipe www.cpp pipe.com ................................ 3

Pennsylvania

CT Darnell Construction www.ct darnell.com ...........................30

PPG Machine Applied Coatings www.spectrumindustries.com .3

Deckorators www.deckorators.com .............................................

Roseburg Forest Products www.roseburg.com .......................23

ClearSpan Fabric www.clearspan.com/adbpd ..........................46

RoyOMartin www.royomartin.com .............................................3

Everwood Treatment Co. www.everwoodtreatment.com .........2

Simpson Strong Tie www.strongtie.com ...................................1

Fasco America www.fascoamerica.com ....................................3

Siskiyou Forest Products www.siskiyouforestproducts.com .1

Feeney www.feeneyinc.com .........................................................3

Smith Millwork www.smithmillwork.com ...................................2

Green Bay Decking www.smithmillwork.com ...........................2

Sunbelt Racks www.sunbelt rack.com ......................................30

GRK Fasteners www.grkfasteners.com .....................................36

Swanson Group Sales Co. www.swansongroupinc.com .........3

Hood Distribution www.hoodindustries.com ............................32

Terminal Forest Products www.terminalforest.com ................40

Kop Coat www.kop coat.com ...........................................Cover III

Viance www.treatedwood.com ...................................................2

Koppers www.koppersperformancechemicals.com ......Cover IV

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February 2016

olmani ed

Indiana Lumbermens www.plmilm.com .........41

ood www.wolmani edwood.com ...............Cover I

Building-Products.com

DATE Book istings are often su mitted months in ad ance. Always erify dates and locations with sponsor efore making plans to attend.

North American holesale Lumber Association – Feb. , regional meeting, Providence, R.I. (800) 527-8258 www.nawla.org.

South Dakota Retail Lumerman s Assn. – Feb. 10, convention, Best Western Plus Ramkota, Sioux Falls, S.D. (605) 660-9742.

Northwestern Lumber Assn. – Feb. 10 11, blueprint reading material take-off, La uinta Hotel, Madison, Wi. www.nlassn.org.

Northeastern Retail Lumber Assn. – Feb. 10 12, annual LBM expo, Rhode Island Convention Center, Providence, R.I. Feb. 11, E oung Lumber Execs annual meeting www.nrla.org.

Florida Hardware Co. – Feb. 13 14, market, Doubletree Convention Center, Orlando, Fl. (800) 372-2110 www.floridahardware.com.

North American holesale Lumber Association– Feb. 1 , regional meetings, Portland, Or. (800) 527-8258 www.nawla.org.

Northwestern Lumberman s Association – Feb. 1 1 , Iowa lumber convention trade show, Cedar Rapids Convention Center, Cedar Rapids, Ia (763) 544-6822 www.nlassn.org.

International Roofing E po – Feb. 1 1 , Orange County Convention Center, Orlando, Fl. www.theroofingexpo.com.

True Value Spring Reuinion Market – Feb. 1 21, Houston, Tx. (800) 654-1480 www.texashomeandgarden.com.

Monroe Hardware Co. – Feb. 20 21, dealer market, Myrtle Beach Convention Center, Myrtle Beach, S.C. (800) 222-1974 www.monroehardware.com.

ENAP Inc. – Feb. 23 2 , annual meeting show, Roden Center, Orlando, Fl. (800) 456-4300 www.enap.com.

International orkworking Fair – Aug. 24 2 , Georgia World Congress Center, Atlanta, Ga. www.iwfatlanta.com.

Hardwood Manufacturers Association – March 11, national conference expo, The Worthington Renaissance, Fort Worth, Tx. (412) 244-0440 www.hmamembers.org.

LMC – March 11, annual meeting, Orlando, Fl. www.lmc.net.

Reliable Distributors Management Marketing Conference – March 10 12, Orlando, Fl. (773) 695-5000 www.reliabledistributors.com.

Eastern Building Material Dealers Association – March 11, Ideas Trade Show, Valley Forge Casino, Prussia, Pa. (800) 296-3278 www.ebmda.org.

North American holesale Lumber Association – March 13 1 , Leadership Summit, Westin Mission Hills, Palm Springs, Ca. (800) 527-8258 www.nawla.org Greenprints – March 1 16, conference show, Georgia Tech Research Institute Conference Center, Atlanta, Ga. (404) 8723549 www.greenprints.org Blish Mi e Co. – March 1 1 , spring market, Overland Convention Center, Overland Park, Ks. (800) 995-0525 www.blishmize.com.

International ood Products Association – March 1 20, annual convention, Las Vegas, v.

(703) 820-6696 www.iwpawood.org.

LC Live Show – March 1 1 , Rhode Island Conference Center, Providence, R.I. (800) 261-7769 www.jlclive.com.

Peak Auctioneering – March 1 , Kane County Fairgrounds, St. Charles, Il. (800) 245-9690 www.peakauction.com.

Construction Suppliers Association – March 22 23, blueprint reading material take-off class, Tyrone, Ga. (678) 674-1860 www.gocsa.org.

Lumbermen s Association of Te as Louisiana – March 30 31, annual convention, JW Marriott Hill Country Resort, San Antonio, Tx. (800) 749-5862 www.lat.org.

Appalachian Hardwood Manufacturers Association – Feb. 24 2 , annual meeting, aples Beach Hotel Golf Club, aples, Fl. (336) 885-8315 www.appalachianwood.org.

Orgill Inc. – Feb. 2 2 , dealer market, Orange County Convention Center, Orlando, Fl. (800) 347-2860 www.orgill.com.

Peak Auctioneering – Feb. 2 , LBM auction, Howard County Fairgrounds, Baltimore, Md. www.peakauction.com.

North American holesale Lumber Association- Feb. 2 March 4, Wood Basics Course, Mississippi State niveristy, Starkville, Ms. (312) 321-5133 www.nawla.org.

New Hampshire Retail Lumber Association – March 1, legislative breakfast, Holiday Inn, Concord, .H. www.nrla181.org.

Retail Lumber Dealers Association of Maine – March 2, legislative breakfast, Senator Inn, Augusta, Me. www.nrla.org.

National ooden Pallet Container Association – March 2 4, leadership conference expo, Portofino Bay Hotel, Orlando, Fl. (703) 519-6104 www.palletcentral.com.

Ace Hardware Corp. – March 3 , spring show, Las Vegas Convention Center, Las Vegas, v. www.acehardware.com.

Peak Auctioneering – March , LBM auction, The Meadow Event Park, Richmond, Va. (800) 245-9690 www.peakauction.com.

International Home Housewares Show – March , McCormick Place, Chicago, Il. (847) 292-4200 www.housewares.org.

North American holesale Lumber Association – March 6 , niversity of Innovative Distribution, JW Marriott, Indianapolis, In. (800) 527-8258 www.nawla.org.

Southern Cypress Manufacturers Assn. – March , annual meeting, Fort Worth, Tx. (412) 244-0440 www.cypressinfo.org.

Northwestern Lumber Association – March 10, ebraska Lumber Dealers Convention, Ramada Plaza Convention Center, Omaha, e. (763) 544-6822 www.nlassn.org.

Building-Products.com

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FLASHBack 70 Years Ago This Month

Seventy years ago seems like a long time when you think about how much has happened in history, but the same desires of the industry were still apparent; Such as the country’s desire to keep its forests fire-free, a dependence on the construction industry for U.S. jobs, and a need to look after our guys coming home from war. Despite the evolving changes in our country, BPD found its sister publication honing in on some of the same issues we still deal with today.

“Keeping America Green” was an industrial and civic objective that was sweeping through the forest states of the nation. In February 1946, 13 states were enlisted in a “keep green” movement, designed to keep fire out of the woods and off the ranges.

Starting in Washington under the slogan, “Keep Washington Green,” the program was based upon recognition that fire is forest enemy No. 1, and that the chief cause of forest fires is man’s carelessness, a quarter of them by careless cigarette smokers alone.

In other headlines: President Truman announced a program to build 2.7 million homes from 1946-1947. The plan called for tripling the labor force working on residential construction, with

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KEEP AMERICA GREEN was sweeping through the country during 1946, a program that encouraged lumber professionals to be concerned about forest fires.

wage rises where necessary as a phase of the recruiting program.

Other steps included price ceilings on building lots and all houses, new or old, more effective price controls on materials, continuation of rent controls, mortgage insurance up to 90% of the value of new low-cost homes, and a ban on all deferrable and nonessential construction for the rest of the year.

February 2016

The coastwise steamer Astoria returned to peacetime lumber hauling for Hammond Shipping Co. after a four-year stretch of cargo service for the War Shipping Administration during WW II. A book on ard Planning & Shed Design for retailers planning facility improvements was published by the Lumber Merchants Association of Northern California.

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BPD

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Building Products Digest

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Pl n It Rig t Build It Rig t Copper-based preservatives from Koppers Performance Chemicals are available for both ABOVE GROUND and GROUND CONTACT end uses.

kopperspc.com

Refer to the END TAG on each piece of treated wood to determine the correct use.

MicroPro pressure treated wood products are treated with Micronized Copper Azole. atureWood pressure treated wood products are treated with Alkaline Copper uaternary Compounds. atureWood CA pressure treated wood products are treated with Copper Azole. MicroPro, atureWood and atureWood CA treated wood products are produced by independently owned and operated wood treating facilities. MicroPro 速 and atureWood速 are registered trademarks of Koppers Performance Chemicals Inc. 1 2016