BPD 4-2016

BPD

APRIL 2016

Building Products Digest

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

PRESSURE TREATED WOOD SPECIAL ISSUE

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BPD

April 2016

 Volume 35  Number 2

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, Marketing & Circulation 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, Alex Goldfayn

Special Features

In Every Issue

8 FEATURE STORY

6 ACROSS THE BOARD

TREATED WOOD INDUSTRY ADJUSTS TO REVISED DECKING STANDARDS

28 OLSEN ON SALES

9 TOP PRESSURE TREATERS 2016 18 CLOSE UP: PRESERVED WOOD

30 COMPETITIVE INTELLIGENCE 32 EVANGELIST MARKETING

MID-RISE, MULTIFAMILY FUEL RISE IN FIRE RETARDANT TREATED WOOD

38 TALK BACK

20 CLOSE UP: PRESERVED WOOD

44 IN MEMORIAM

TREATED WOOD HAS GREEN STORY

22 NAWLA–THINKING AHEAD

46 MOVERS & SHAKERS

24 INDUSTRY TRENDS

48 NEW PRODUCTS

NEW STANDARDS PROTECT END-USERS LATEST DEVELOPMENTS IN ENGINEERED WOOD PRODUCTS

60 CLASSIFIED MARKETPLACE

26 MARGIN BUILDERS

61 DATE BOOK

IMPACT DRIVERS & STAR DRIVE SCREWS ARE CHANGING THE FASTENER WORLD

61 ADVERTISERS INDEX

55 PHOTO RECAP: NAWLA LEADERS 58 PHOTO RECAP: LMC ANNUAL

62 FLASHBACK

Online BREAKING INDUSTRY NEWS, EVENT PHOTOS, & VIDEO

BPD DIGITAL VERSION

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

BUILDING-PRODUCTS.COM

AS

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Building Products Digest

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April 2016

Director of Sales Chuck Casey chuck@building-products.com

How to Advertise

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

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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.

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ACROSS the Board

By Patrick Adams

Do relationships still matter?

I

T’S A SATURDAY afternoon and we’re having a party for around 60 of our “closest friends” that evening.

Everything is going smoothly until my wife lets me know a toilet is backed up. First thought: grab the plunger. While I’m plunging away, she tells me the kitchen sink is backing up. Second thought: the main line is clogged. No good considering guests are arriving at 5:00 p.m.

I call a good friend who I’ve known since childhood who now owns a very successful plumbing company. In 30 minutes he’s out with a piece of equipment that belongs on a job site and an hour later, we’re good to go with about an hour to spare. I could have searched the web for emergency plumbing services on a Saturday, but Jim has been a close friend most of my life and has never let me down. He’s not the cheapest, but I know I can trust him.

I was raised around a relationship business, spent my career trying to reinforce that relationships matter, and was attracted to this industry because they still matter! Although it has almost become a mantra that this is a “relationship industry,” it is something we should really consider because while here they are still prevalent, they are a rare commodity elsewhere. Why is this? Do people not like doing business with their friends or is the very definition of “relationship” changing? Technically, I guess if I know someone, we can say we have a “relationship,” right?

Now companies are investing millions in CRM and ERP systems that allow us to be more “efficient.” We can profile and categorize leads and customers while we e-blast hundreds with a “personalized message” with a single key stroke. We can schedule calls, manage the topics we discuss, and measure the time spent on the call. Then magically, the system can rank profile the “value” of our customer “relationships” and prescribe change actions to make them more profitable to us. Managers are measured on their ability to get staff to do more in less amount of time. Leaders

are measured by their ability to squeeze more to the bottom line. More what? Quantity… or quality?

Take it from a guy who has spent his entire career trying to show corporate America what a real relationship is and why it is more valuable (and profitable) than the measurement metrics that the latest CRM system was built to measure. What is the true cost of acquiring a new customer?

What is the true cost of losing a customer? Have you ever measured customer lifetime value? Is a relationship defined by someone having an assigned customer number in a CRM system or rather, a personal phone call followed by someone personally helping when you need it? Are customer relationships the most profitable? Not always if they’re only measured on the transaction and SKU level.

Can you measure the ROI of taking a customer out to lunch, listening to them talk about their family, or joining them for a round of golf? Probably not.

But what is the value of being able to trust your supplier to provide exactly what you need because he knows your business? Of asking his crew to work late to pull your order so it arrives early? Of him hearing of a new product or service and, because he knows your business, calling to inform you of a new solution? I would never let a stranger work on my car to save a couple of dollars and I would never use Google to find a plumber in an emergency situation—because it’s not worth the gamble and I would rather deal with people I have a trusted relationship with!

There is one thing that is certain, however. The day that a company puts the spreadsheet before a true relationship with their customers is the day that their products and services become a bid commodity. When they resort to blasting out email to hundreds instead of taking the time to learn about their customer’s business and needs says there is nothing special about their product or service anymore. Ask yourself, do you really have relationships with your customers?

Call me old fashioned, but our readers are largely decision makers whom we have met in our travels and we don’t accept ads from companies we don’t know. We have believed in relationships for almost 100 years now and no amount of cell phones, email and software programs will change that! Maybe we’ve gone full circle where what’s really “cutting edge” is taking the time to get to know someone and understand their needs and how you can help their business! I’m grateful that in many circles, I’m considered behind the times and look forward to the next time I can “waste time” with my friends (I mean customers)!

As always, thank you for your support. I look forward to your thoughts and feedback!

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

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April 2016

Building-Products.com

FEATURE Story

By David Koenig

Treated wood industry adjusts to revised decking standards

F

OR MANY IN the wood preserving industry, the latest treatment changeover is deja vu all over again. Fourteen years ago, the top preservative companies—in an attempt to stem environmental concerns over CCA—voluntarily agreed to phase out the proven, multipurpose chemical for residential applications.

The immediate result was a lot of confusion, complaints that the old way was working just fine, and a years-long shakeout period, as the industry searched for the best replacements. Yet eventually treaters, dealers and their customers got on board—some enthusiastically, others reluctantly—and in the end were left with products more acceptable to the environmental community.

Based on interviews with more than 40 industry professionals, BPD senses a similar dynamic at play in the current upheaval in the treated wood industry.

The next-generation preservatives are effective when used in their proper applications. Unfortunately, wood treated to lesser, above-ground retention levels can look the same as wood treated to more durable, ground-contact retention levels (despite end tags stating “above ground” and “ground contact”), and is occasionally used incorrectly, resulting in premature deterioration.

“There are dealers who’ll stock landscape timbers alongside 8x8 deck posts,” says Todd Toups, manager of Eastex Forest Products, Houston, Tx.

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“Their customer sees them next to each other; they’re both green, they both have a tag—although ones’s a barcode and one’s a warranty tag. But one’s $2, the other’s $8. They figure they’re both treated and will work fine.”

Builders and homeowners usually take their mistakes out on their supplier. Buck Lumber, Charleston, S.C., started seeing problems within two years of the CCA phase-out.

“Back about 2005, we started to get some phone calls about deterioration of wood decks and docks,” shares GM Rob Crawford. “It boiled down to misapplication. The builders would say— sometimes hiding behind their subs: ‘We rely on you to be the pros. You sold it to us.’ If that’s true, if our customers deserve the best, we’re going to be the pro, we’re going to take care of them. So we absorbed the costs to maintain the relationships.”

Earlier this year, the American Wood Protection Association (AWPA)

April 2016

announced approval of revisions to its U1 use standards regarding which applications should use wood treated to above-ground retention levels (UC3B) and which should use more durable, ground-contact retention levels (UC4A).

The new standards become official when the new AWPA Book of Standards is published, expected in May or June.

In short, ground-contact treated wood is still to be used not just when it actually touches the ground or is subject to ground contact-like conditions, but now also when it’s installed within 6 inches of the ground, or in uses considered difficult to maintain, repair or replace and critical to the performance and safety of the structure.

For deck and dock joists and beams, that can also include when the treated wood is near pools and spas; is used in tropical climates; is used where vegetation, leaves or other debris can build up; where there’s insufficient air flow or circulation underneath; or where it’s in direct contact with other wood components showing any sign of decay.

Several large treaters and two of the big three preservative companies (Koppers and Arch Wood Protection) backed the change.

Treaters, Dealers Respond

For their part, most treaters are adjusting their output based on presumed customer demand.

Biewer Lumber is initially switchBuilding-Products.com

ing to ground contact at two of its three treating plants— Seneca, Il., and Lansing, Mi. Eastex Forest Products, Houston, Tx., will be transitioning to strictly ground contact this month. “I think it’s a good thing,” says manager Todd Toups. “I’ve got some of my customers switched already. We’ll no longer need dual inventories of copper azole, dual inventories on MCA.” North Carolina’s Fortress Wood Products expects to transition to all ground contact in mid-2016. “We are quality oriented and our customers cater to the professional builder, so all ground contact will be better all around for them and their customers,” says Jim Dudley.

BB&S Treated Lumber of New England, North Kingston, N.H., began testing the waters with the higher retentions about six months ago. “Last year one of our customers asked us and two other treaters to run ground contact. We were the only one who would do that for them,” says general manager Dan Kane. “Now 18% to 25% of our customers are looking at it.”

Kane predicts that “the market will gravitate gradually to ground contact so that in a year, at the start of the spring 2017 buying season, it will all be ground contact.”

A significant number of dealers—including Lezzer Lumber, Curwensville, Pa.; Capps Home Building Center, Moneta, Va.; TW Perry, Md.; and Shepley Wood Products, Cape Cod, Ma.—have already started making the move to all ground-contact material for 2x4 through 2x12, and not replenishing above-ground stock as it becomes depleted.

Home Depot has also started transitioning all of its mainland U.S. stores. Geoff Case, merchant for decking & pressure-treated lumber, notes, “We’re partnering with suppliers to convert certain wood products from above-ground retentions to ground-contact retentions in a rolling change that began in February and will impact nearly every U.S. store. The specific products to be converted and timeline for completion will vary by market. Hawaii is the only U.S. market exempt from the conversion.”

Charleston’s Buck Lumber had heard a change might be in the works and switched about six months ago. “Great Southern Wood Preserving was already contemplating changing, so they made it an easy transition for us,” says GM Crawford. “We talked to a few key acccouts. We explained that this is the level of quality we all demand.

Our salespeople got behind it, and then our builders. It’s worked out real well. They pay a little bit more, but that’s added insurance for them. For them it’s not about the extra dollars and cents, it’s about their reputation. They’re embarrased to be called back. They sell their jobs as using the best materials.”

Todd Hixson, division manager of lumber and structural products for Do it Best, has found that some of the co-op’s retailer members are converting their entire product lines to ground contact, while others prefer to stock two inventories of 4-inch and 6-inch deck boards, one ground contact, one above ground.

Hixson says, “If you remember CCA, basically they went through the same thing. Treaters realized it just became easier to carry one inventory, and then retailers realized the same thing. And in the long run, they’ll have a better product.”

Different Mindsets

But the entire industry is not on board. For some, a changeover is inevitable, but not urgent. Coastal Treated Products, Weldon, N.C., has already begun treating some Building-Products.com

2016 Top

Pressure Treaters The following are 23 of the largest wood preserving companies in the U.S. They are listed in ROUGH order of ESTIMATED capacity for waterborne treatments, based on a mix of published statistics, provided statistics, past rankings, and industry conjecture. This general order does NOT reflect production volumes.

Contact david@building-products.com to contribute to creation of next year’s list.

1

Great Southern Wood Preserving, Abbeville, Al., may not operate the highest number of treating plants, but no one produces more treated lumber each year.

Great Southern operates 14 plants with distribution coverage that stretches from the Florida Keys to Texas to Canada, covering 27 states, the District of Columbia, much of the Caribbean and Latin America, and even into Europe, the Mediterranean region, and China.

Treatments offered are ACQ, MCA, borates, CCA, FRT, water repellent, and colorants, marketed under such brands as YellaWood, YellaWood Select, YellaWood SuperSelect, N-Durz, FlameFreez, MasterDeck and RainWood.

In recent years the company has evolved and expanded its role as distributor, taking on products from James Hardie, TimberTech, AZEK and others. It has also expanded its manufacturing capabilities and offers a wide variety of specialty and other products for both industrial and residential markets. At the same time, the Great Southern family of companies has also expanded, including haulers Greenbush Logistics and Ocean Freight Express, and SYP producer Ashton Lewis Lumber Co.

2

Universal Forest Products, Grand Rapids, Mi., is by far the most diverse company that treats wood, with close to 100 facilities that wholesale and manufacture composite decking, EWP, trusses and components, siding and trim, sheathing, pallets, packaging, components, concrete forming, radiant barrier, fuel pellets, and much more.

Its 18 wood treating plants offer MCA, CA-C, borates, FRT, water repellent, and colorants.

“We differentiate ourselves through quality and service, through the variety of products we offer, through product innovation and knowledge built over six decades of success, and through our ability to serve customers no matter where they’re located coast-to-coast,” says Jason DeBoer.

“We’ve set ourselves apart in the industry with our ProWood professional-grade treated lumber backed by a lifetime limited warranty against termite infestation and rot.”

A top trend UFPI sees is color-treated lumber and has introduced ProWood DuraColor, as a substitute for topical finishes or stains. It has color infused throughout the board to provide long-lasting color, while allowing for natural wood characteristics to remain visible.

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3

Spartanburg Forest Products , Greer, S.C., operates 10 treating plants in the Carolinas, Tennessee, Virginia, Pennsylvania and Massachusetts.

“We have facilities strategically located up and down the East Coast, which helps SFP achieve a high rate of performance,” notes VP Mike Pastore. Other differentiators: “The company has also been quick to respond to customer requests and reacts to changing conditions of the lumber market as well as the industry. We feel that the retail background of many of our employees enables us to better understand our customers’ needs, as well as those of the all-important end user.”

Listening has also been a key to its success. “SFP is always changing and reacting to new developments in the industry, as well as ideas, opportunities and innovations that may come from its customers, vendors and employees. We have never been afraid of taking a calculated risk whether it be an idea, process or situation that benefits the customer—either large or small,” says Pastore.

Treatments: MCA, CA-C, EL2, and water repellent.

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Hixson Lumber Sales, Pine Bluff, Ar., operates 10 treating plants, right up the center of the U.S., from Texas, Louisiana and Mississippi, up through Arkansas, and into northern Illinois.

Inventories consist of dimension lumber, timbers, boards, decking and plywood in all grades of southern yellow pine. Treatments include CCA, ACQ, MCA, borates, FRT and water repellent.

Treating operations are supplemented by distribution and three sawmills.

5

Hoover Treated Wood Products’ six wood treating facilities cover the map—from Southern California to Oregon, from Arkansas to Virignia and Michigan—offering a range of treatments (ACQ, MCA, CCA and other industrials). Yet what the company really focuses on is the fire retardant treated wood market, through its leading brands, Pyro-Guard and Exterior Fire-X. It sells FRT lumber and plywood through its network of 100+ stocking distributors, while offering the preservatives direct from its plants.

6

Robbins Manufacturing Co. was founded in 1938 as a modest sawmill and lumber supply company in Tampa, Fl. In 1953, Robbins began manufacturing and distributing Wolmanized brand pressure treated wood to building supply merchants throughout the state.

Through the years, the company has grown to six treating plants in Florida, Georgia, and North Carolina.

Optimistic about continued growth and migration to the Southeast, Robbins continues to grow its business through developing long-term business relationships with merchant customers through its core business practice of providing responsive customer service, a comprehensive inventory selection, and on-time delivery.

Treatments: MCA, borates, FRT and water repellent.

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DO IT BEST is trying to keep its members apprised of what the changes in treated wood standards will mean to them.

higher retention material at its plants in Oxford, Pa., and Havana, Fl. Yet general sales manager Billy Rodgers sees no reason to rush the change.

“People have been a bit hasty,” Rodgers says. “I’m not saying (the change) is a bad thing. It’s a good thing. But if, say, there’s word that they’re going to be raising the speed limit on the interstate, you don’t start driving at a higher speed until they post the new sign. We’re listening to our customers and will provide exactly what they want.”

For others, the new standard creates more problems than it solves. Since it was approved, AWPA has been inundated with questions and complaints from confused or contentious dealers, building inspectors, and other industry professionals. A common complaint has been that the previous standard was much more exacting and less subjective; it was apparent to both builder and code official if the wood made contact with the ground or was subject to ground contact-like conditions. The new standard contains “a rather complex list” of conditions, adding “a lot of gray” into the mix. What exactly is “difficult to maintain, repair or replace”?

“There are going to be some problems because now it’s very much up for interpretation,” explains Michael Beaudry, executive VP of the North American Deck & Railing Association, which is adding to its website a clearinghouse of information and recommendations on the topic.

“The issue is just not clear enough yet, so we’re trying to help make it concise and easy to understand. The industry must work together to make that happen.”

Yet others consider the switch completely unnecesary.

Sunbelt Forest Products, Bartow, Fl., was one of the first treaters of Ecolife, a non-metallic preservative marketed for decks and fences, but only in above-ground applications.

“Our chemical has performed well in above ground. We’ll continue to stick with what we’re doing,” says president Ken DelleDonne. “Obviously, if our customers are adamant that they want something different, we will supply their needs. We don’t need to change. We’re not seeing change in demand. We back and stand behind AWPA. Our prodBuilding-Products.com

ucts are AWPA certified, but this change is not in the best interest of the industry. It serves the few at the expense of the many.”

Viance, manufacturer of the Ecolife EL2 preservative, has been the most vocal opponent of the change. Ecolife cannot be treated for ground contact. It features a built-in wood stabilizer, which helps repel water and reduce cracking, checking and splitting, and since it’s non-metallic, it is less corrosive to fasteners and metal fittings.

As soon as the revised standards passed, Viance’s response was to reassure the industry that Ecolife remains a proven, AWPA-approved option for above-ground decking and that AWPA standards still allowed above ground for “most common decking applications when used appropriately.” (Its competitors conversely claim the change will affect “the majority” of treated wood decking.) Viance will continue to sell Ecolife with its lifetime limited warranty and the WWPI CheckMark.

Second, Viance stressed that—at least for now—nothing had changed and that “products treated to above-ground retention levels are still recognized by the IBC and IRC building codes for deck joists and support beams.”

Although the IRC and countless other local building codes mandate AWPA Standard U1, they refer to the standard as it was defined when that code was last revised (2014). So products that carry the WWPI CheckMark, like EL2 and Arch’s dissolved CA-C products, would be held to the earlier version of the AWPA standards until the next time each code is updated (after the new standard is published), according to AWPA. Some codes will likely be updated later this year; for others, it could take years.

For wood that carries an ESR label instead of a CheckMark, such as Koppers’ products and Arch’s micronized copper azole, the change will come sooner, according to ICC-ES. ICC-ES has adopted the revised standards, effective July 15, 2016, at which point ESR-labeled products will be held to the new use categories.

Viance is a big supporter of AWPA and its standardization systems. So for the long term, its goal is to more clearly define uses for above-ground treatments like EL2. Last month, Viance representatives submitted a series of proposals to AWPA calling for more specific definitions of UC3B and UC4A, as well as the creation of a new use category, UC3C, for “above ground severe or critical use exposure.”

The proposed new category wouldn’t change retention requirements for specific applications, but rather describe exposure hazard conditions. Varying retentions (no less than 60% of UC4A) could be set, based on the type of preservative and the species used. That way, it could be used for EL2 and other preservatives where a ground-contact retention does not exist.

Viance’s proposals will be reviewed at AWPA’s spring meeting May 4, 2016.

The Changing Warranties

Code changes aren’t the sole motivator. One unnamed buyer said his mid-sized Midwestern retail chain will likely switch in the coming months, but “not because of the building codes. It’s because the chemical companies are changing their warranties and on January 1, we’ll lose the warranty on the product. They’re putting the onus on the lumber dealer to change.”

Arch has announced it is changing its residential and agricultural limited warranty for treated wood products to reflect the revised standards. Effective January 1, 2017, the Building-Products.com

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Cox Industries, Orangeburg, S.C., is not only the largest American-owned utility pole producer, it is also a significant player in residential lumber and marine piling.

Cox operates 13 treating facilities, two manufacturing plants, and more than 20 reload yards across the country to support its utility pole sales. Treatments include CA, CCA, penta, QNap, FRT, and water repellent.

“Cox has always been an innovator in the treated wood market,” says Keith Harris, VP-marketing. “Our founder, W.B. Cox, was the pioneer of kiln drying after treatment, we were the first pressure treater in the country to treat with fire retardants, we introduced the first structural laminated box column. We run one of the largest continuing education programs in the country, where we partner with other building materials leaders to deliver CE credits to architects, builders, code officials, and engineers. It’s not unusual for us to train several thousand a year delivering 10,000 to 12,000 CE credits.”

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Southeast Wood Treating, Montgomery, Al., since 1998 had been treating and selling wood exclusively for Georgia-Pacific. But that deal ended last year, and the company is now free to treat for and sell to anyone.

In the interim, G-P appears to have shuttered its own plants and, in November of last year, Southeast Wood sold two of its five treating facilities to Sunbelt Forest Products.

It continues operating the others, offering CA-C, EL2, and water repellent treatments.

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Four-location Culpeper Wood Preservers produces about 350 million bd. ft. a year of treated lumber— 100% of it for independent dealers. “They are our single focus and we stand steadfast in their support and committed to their success,” says Larry J. Lang, executive VP. He points to several reasons for the company’s success over the years: “The first is the strength, knowledge and can-do attitude of our people. The can-do attitude starts at the top and runs companywide. We understand that to be successful we need to develop the strongest relationship with our customer partners. Our ‘Culpeper Promise’ is, and always has been, about the customer. It is about valuing each customer individually and forging relationships throughout the entire supply chain that foster stability, long-term growth, and profitability for all of the customers we serve. We know that the customer is the boss.”

Also key is the quality of their products. “We continually develop special mill relationships that allow us to provide our customers superior quality products along with the most extensive array of products and grades available anywhere,” Lang says. “Each unit is packaged into a smaller size in order to give our customers a larger variety on each delivery giving them the ability to control inventory turns and freshness of stock. Each unit has color-coded end tags and bands in order to distinguish grade.”

Consequently, Culpeper experienced 8% growth in 2015 and expects similar increases this year.

Among its four treating facilities, Culpeper, Va., and Columbia, S.C., offer MCA and borates; Shelbyville, In., MCA and CCA; and Fredericksburg, Va., strictly MCA. April 2016

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Allweather Wood is the largest water-borne wood treater west of the Mississippi, with five treating plants and annual capacity of over 300 million bd. ft.

Allweather built its first wood treating facility in Washougal, Wa., in 1984, adding plants in White City, Or.; Fort Collins and Loveland, Co., and two distribution centers before being acquired by the Mendocino family of companies in 2007. A year later, Coos Head Forest Products, Coos Bay, Or., was added.

The Mendocino acquisition placed Allweather in a unique position, giving it two sister companies, Mendocino Forest Products and Humboldt Redwood Co., that together form the largest producer of redwood lumber in the world, with two sawmills, 800,000+ acres of timberlands, reman and distribution facilities, and among the strongest environmental stewardship commitments in the industry.

By leveraging that extensive distribution footprint in the West (13 manufacturing/distribution locations in Oregon, Washington, Colorado and California), it can offer pressure treated wood options for all end use applications, as well as every conceivable dimension of redwood lumber and timbers. Treatments offered are ACQ, CA, borates, PTI, CCA, ACZA, FRT, and water repellent.

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McFarland Cascade, Tacoma, Wa., was already one of the West’s biggest treaters when in 2012 it was acquired by the world’s largest treater, Stella Jones, of Canada. The acquisition provided Stella Jones not only with entry into the U.S. for its pole business, but also doubled its lumber capacity overnight.

The new parent, however, did not demand big changes of McFarland Cascade. “We have changed a little,” says Phil Schumock, director of sales-residential lumber.

“We’ve gotten out of some products, like composite decking. We still have some cedar items. We still have all the same people on the customer service side. Size, abilities and investment in technology are big advantages. And we’re continuing to grow by acquisition.”

McFarland Cascade treats lumber at three U.S. plants; poles, crossarms and pilings at three in the U.S. and one in Canada; oversees the lumber output at several Canadian facilities; and operates eight peeling plants and 22 distribution yards. Three more industrial treating plants in the South are being acquired.

Among the treatments (varying by location): CA-C, ACQ, borates, CCA, penta, QNap, penta, creosote.

warranty reportedly will no longer cover above-ground treated products used, for example, in tropical climates, within 6 inches of the ground, where it comes in contact with vegetation, or where there’s poor air circulation or water drainage below the structure that doesn’t permit the wood to dry.

Similarly, Koppers is “reviewing (its) treated wood warranties. We will continue to use our current warranties through the end of this year.”

Treater Cox Industries, Orangeburg, S.C., on the other hand, has introduced its own new warranty program for both ground-contact and above-ground materials.

“We believe there is a perception that treated wood doesn’t last as it should,” explains Keith Harris, VP-marketing. “This perception has caused the building material’s reputation to suffer. Personally I see it much like the perception that CCA was dangerous; that misconception led the chemical manufacturers to develop dozens of proprietary formulations. It was bad for the consumers and bad for the market. We moved carefully when things changed in 2003, focusing on R&D to prove the efficacy of a blended copper azole formulation. As a result we have had very few issues with our product and what we have seen were more often than not misapplications.”

“To prove our brand can be trusted and we are ready to stand behind it, we are now offering a premium warranty program to our stocking dealers that covers not only the wood, for decay and insect infestation, it will cover the labor, fasteners, connectors and clean-up costs to repair the project,” he adds. “The program supports a dealer that cannot absorb or pass along the cost of moving all of their inventory to ground contact. The warranty is pennies per board, offers protection beyond any other warranty in the market, serves as a differentiator for our dealers, and allows the builder to pass along peace of mind to the project owner

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Coastal Treated Products Co. sets itself apart by utilizing only high quality lumber from select mills to supply independent dealers and co-ops—no big boxes.

Coastal is a family-owned company itself, a subsidiary of Coastal Forest Resources Co., which owns Coastal Plywood Co., Coastal Forest Products, and Coastal Timberlands Co. It operates four treating plants (Weldon; Oxford, Pa.; Belington, W.V.; and Havana, Fl.), offering MCA, MCQ, CA-C, CCA and FRT. (CCA, in fact, was recently expanded to Weldon.) Coastal can ship the entirety of the East Coast, from Florida up to Canada.

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TREATED WOOD suppliers are trying to stay in close contact with their customers concerning the new AWPA standards.

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through a transferable warranty.” (The warranty can also cover a dealer that wants to move to all ground contact).

Cox has partnered with the Softwood Lumber Board to create new print and video training materials addressing common mistakes made building with treated wood. Cox has also partnered with Simpson Strong-Tie to hold deck building seminars in conjunction with its CE events.

“Although a move to ground contact helps some application issues, there are many other best practices that are often overlooked—coating end cuts, for example,” Harris adds. “Retention levels of ground contact can be different depending on the application. We feel coupling education with a quality product, backed by the best warranty in the business is the best response to AWPA changes.”

A Different View in the West

In the West, any changeover will go over a little differently. Since the fiber structure of western species makes it more difficult for preservatives to penetrate, they are typically incised first—which would make for unsightly decking. So treated Douglas fir and Hem-Fir that is to be used in decking is exempted from being incised, with the proviso that it is treated to higher retentions and is to be used strictly for above-ground uses.

Allweather Wood, Washougal, Wa., plans no immediate changes. “Above ground is still a viable treatment,” the company reports, “but we may see demand change and therefore the mix of what we produce may change regarding ground contact versus above ground.”

Phil Schumock, director of sales, McFarland Cascade, Tacoma, Wa., expects there to be “some changes,” but not as significantly as outside the West. “It’s up to our customers,” he says. “For us, it’s going to come down to figuring out what the customers want and adjusting.”

A more significant change could be in the offing. New proposals have been submitted to AWPA by Universal Forest Products that apparently seek to change western species’ exemption in decking products. Western Wood Preservers Institute is studying the proposals and speculates that the argument in favor of them would be that if the new standards language in UC3B and UC4A requires all decking be treated to ground contact, then western decking should also have to be treated to UC4A and incised to meet the UC4A penetration standards. Yet since western treaters will presumably find no market for incised decking, chances are they will oppose the change. These proposals will also be reviewed at AWPA’s May meeting.

Getting the Word Out

In the meantime, the preservative companies and their treaters have been spreading the word to ease dealers and their customers through the confusion.

“We produced a series of banners and flyers to get out to our customers,” says Everwood’s Steve Cheatham, sales manager for Everwood Treatment Co., Spanish Fort, Al. “We will be traveling throughout our market educating customers, contractors and consumers on the recent changes.

We are also sending a series of emails to all our customers.

I think our market will be one of the easier markets to convert since we are coastal.”

Madison Wood Preservers, Madison, Va., fully converted to stocking all ground contact March 1. Says Kari Gaviria, “Last year when we got wind of industry changes with AWPA, Madison sat down as a team and discussed how to best serve and protect our customers. Instead of

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April 2016

waiting, we immediately implemented several new tools to help educate sales staff and end-users including our Certified Madwood Installer trainings and the blog-style email blasts ‘Madword.’”

“It’s a change we have been advocating since our first

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Fortress Wood Products similarly focuses to quality by dealing with specific top SYP mills, to primarily supply independent pro yards.

Its three plants, in High Point, Henderson and Elizabeth City, treat with CA-C, MCA, CCA, FRT and water repellent.

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Bestway Enterprises is among the largest treaters in the Northeast, with four treating plants (Cortland, N.Y.; Cresco, Pa.; South Lancaster, Ma.; and Stony Point, N.C.), plus dry kilns, a custom staining operation, its own large fleet, and distribution yards stocking not just treated wood, but also Owens Corning, CertainTeed, TUFboard, and Union Corrugating products.

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Biewer Lumber, Lansing, Mi., operates three Great Lakes States treating plants with a combined annual capacity of 300 million bd. ft. Treatments include MCA, ACQ, CA, FRT and water repellent. Its own brands include Everguard treated wood and Select Cut premium lumber.

But that’s only the beginning. Biewer also distributes a full range of products, such as Fiberon composite decking, ProBuilt aluminum railing, KWP Eco-side engineered wood siding and trim, Camo fasteners, and Aeratis porch flooring. It has its own logistics company. And, perhaps most significantly, it operates two sawmills in Michigan, two in Wisconsin, and counting.

“Because we own and operate four and soon-to-be-five sawmills, we control the fiber, so it provides us with a great market advantage,” explains Pam Turner. “We are building a new sawmill in Newton, Ms., scheduled to start up in January 2017.”

Although Biewer doesn’t operate a treating plant in the South, to be closer to the southern pine timber, it won’t rule out the possibility of one day having one.

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Based on the Oregon coast, Conrad Forest Products has been a pioneer in pressure treatment

since 1958. Since then, it’s undergone significant changes in its capabilities, technology, products and services.

Conrad operates three treating plants—in North Bend and Rainier, Or., and Arbuckle, Ca.—offering CA, borates, ACZA, CCA, QNap, penta, creosote, interior and exterior FRT, and Bluwood.

“We have 11 cylinders—soon to be 13 and maximum 115 ft. in length—to service 11 western states, Hawaii and Alaska,” says Maryann Rohrer. “No other treater in the West has our choice of treatments, production capabilities, and locations to serve customers better. We are fully compliant with all AWPA, AREMA, ANSI and REA standards.

All plants enjoy easy access to the ports of Oakland, Portland and Seattle.”

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MadWood Installer training when we realized that 80% of the contractors in the room didn’t know the difference between above-ground and ground-contact material. At the end of the day our job is to protect not only our reputation, but also that of the stores stocking our product, its endusers, and the industry as a whole.”

The industry needed a few years to transition from CCA to new practices. Going forward, expect this latest change to require the same.

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Sunbelt Forest Products , Bartow, Fl., was already running one of the South’s largest treating plants near capacity when late last year it purchased two facilities from Southeast Wood Treating. Adding the plants in Rockledge, Fl., and Louisville, Al., nearly doubles Sunbelt’s capacity to more than 300 million bd. ft. of pressure treated wood a year. Treatments include CA-C, borates, EL2, and water repellent.

“We’ve always been on the leading edge,” says president Ken DelleDonne. “Back in 2002, when the nation began phasing out CCA, we had already been treating with ACQ for over a year. We were one of first to get into EcoLife; we took it to market in the South. We’re always pushing the edge on new preservatives and jump in with both feet.”

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CM Tucker Lumber , Pageland, S.C., may be based on the same 100-acre site that it was founded on in 1920, yet its growth has been impressive.

Decades back, CM Tucker thought to differentiate itself from the competition by pursuing the specialty products market category, sparking a steady, sustained period of growth. During peak season, it now ships out over 100 loads per day, to customers as far reaching as Maine and Alaska. Treatments include MCA, CA-C, EL2, borates, FRTW, and water repellent.

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Madison Wood Preservers, Madison, Va., operates one treating plant. One really big treating plant. At 180,000 sq. ft., it’s reportedly the world’s largest. It can treat over a million bd. ft. in a day.

What is the secret to Madison’s growth? “Our secret,” says Kari Gaviria, “isn’t a secret at all. We sell the best to the customers that want to stock the best. We go the extra mile to insure customer satisfaction, from purchasing all the way into best practices. Our job is to help our customers grow their business; that’s why our new tagline is ‘Business is Built on Madison Wood.’”

Top quality is mandatory. “We buy solely from mills producing consistently above-average quality wood, and those mills are re-evaluated on a systematic, ongoing basis,” she says. “We accept only clean, dry lumber bound by straps, not chains. All lumber is stored indoors, assuring that the customer will receive a fresh product. A mold inhibitor is applied to all products. To minimize handling damage, wood is moved by conveyors and is packaged in bundles with plastic bands and protective crosspieces.”

It treats with .14 MCA, Heavy Duty .23 MCA, CCA (agricultural fence posts), and Stabilyzr water repellent.

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BB&S Treated Lumber of New England , North Kingstown, R.I., has capacity to receive up to 1 million bd. ft. a day and can treat over half a million ft. a day, or 150 million bd. ft. annually.

Treatments include MCA, ACQ and water repellent.

BB&S also distributes Fiberon composite decking and railing, Westech vinyl fencing, and Pacific Western Woodworks cedar.

A big advantage is having the area’s largest delivery fleet, which includes specialty vehicles with self-loading cranes and allows BB&S to send out product 24 hours a day and meet the most demanding delivery requirements.

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Northeast Treaters was founded in 1985 in Belchertown, Ma., and in 1996 added a plant in Athens, N.Y., to offer fire-retardant treated lumber and kiln dried before and after treatment products. The main plant currently treats with MCA and water repellent.

But last year, Northeast Treaters began the demolition and reconstruction of its Athens facility. “The new state-ofthe-art treating facility (was expected to) be operational in March and available to meet the demand of the pressuretreated lumber season,” says Greg Christy. “The new plant is complete with a material handling system that improves the productivity of the plant by 40% and is now the most efficient wood treating operation in the Northeast.”

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The goal of Everwood Treatment Co., Spanish Fort, Al., has been to create a one-stop shop, making things easier on retailers and distributors. Sitting on 70+ acres, Everwood has three cylinders treating Wolmanized µCA-C and EraWood PTI, over 40,000 sq. ft. of remanufacturing, a couple of kilns for KDAT, shrink-wrapping tunnels for pattern stock, saws for precision end trimming or cut backs, and multiple warehouses.

“In tough market conditions with standard treated commodities, we try to set ourselves apart with a diversified portfolio of services offered,” says sales manager Steve Cheatham. “We service distribution centers, small chain stores, and independent retail locations throughout the Southeast. Our model lets us effectively and efficiently service the international market from ports along the Gulf of Mexico and down the eastern seaboard.”

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Eastex Forest Products provides MCA, CA-C, borates, CCA, FRT and water repellent treatments from its plant in Houston, Tx. “Competition in our area has grown probably four- or five-fold in the 25 years since I’ve been here,” says manager Todd Toups. “Everyone’s got their niche in the market.

Ours is specialties. We don’t say no to anything. We’ll try anything once—twice if I don’t get into too much trouble.”

A complete mill offering custom work, including timbers to 52 ft. long, complements the treating. “Custom milling is something we’ve been doing for a while, but we’ve enhanced it and gotten a lot more creative in what we can do,” Toups says.

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CLOSE UP Preserved Wood

By Brian Delbrueck, Viance

Mid-rise, multifamily fuel rise in FRT wood

F

wood has been a widely used building material for decades, but sales and use of the products has exploded in recent years.

Architects and specifiers are showing confidence in these lumber and plywood products, and builders like the availability, handling, flexibility and cost of fire retardant treated wood compared to other building material or design options. Much of the growth has been fueled by the increased acceptance of wood in mid-rise construction, a booming hospitality industry and a sharp rise in demand for multifamily housing.

“We’ve seen tremendous growth in this category over the last five years, in both the number and size of the projects,” says Craig Larson, general manager of Fontana Wholesale IRE RETARDANT TREATED

Lumber, a producer of D-Blaze fire retardant treated wood in Fontana, Ca. To meet the growing demand, treaters are finding ways to increase capacity and some new players are entering the field. Today, fire retardant treated lumber and plywood is being used to provide fire protection in a wide variety of building types, from Type I through Type V construction. It offers passive protection to the structure by slowing the spread of flames and reducing the smoke generated by fire, allowing more time for occupants to get out, and potentially reducing structural damage.

Pressure treated fire retardants are unique in their fire protection mechanism. In the presence of elevated temperatures, they promote the charring of the wood, forming a protective layer that slows the flame spread and

RECENTLY fire retardant treated wood has been used to create some of the most notable new buildings in the world, including the new One World Trade Center and Hudson Yards in New York.

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smoke generation. In the charring process, water vapor is also given off, which provides additional protection.

One of the more common uses today is in outer walls of Type III construction, where non-combustible materials have historically been used.

The International Building Code allows the use of properly treated, inspected and marked products in place of non-combustible materials in these structures.

Many multi-story apartment and condominiums being built in the West are utilizing this option. The use of wood in Type I and II (non-combustible) is more limited, but fire retardant treated wood is allowed for non-load bearing partition walls and some other interior components.

Not all fire retardant treated products are equal. Codes require the fire retardant to be pressure impregnated, or otherwise treated during the manufacturing process of the wood product.

The finished product must also meet specific flame spread requirements (25 or less), as measured by the ASTM E84 extended (30-minute) test.

Retailers and purchasers should also ask for products that are standardized by the American Wood Protection Association and carry the FR-S rating

by Underwriters Laboratories (UL).

Fire retardant treated wood used in the city of Los Angeles also must have a separate research report issued by the L.A. Department of Building Safety.

Although fire retardant treated wood has moved from the specialty product category to a more commonly used building material, technical knowledge is still the key to gaining sales. Retailers can increase sales through their contractor business by having educated, knowledgeable salespeople.

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Good sources for information include chemical manufacturers’ websites such as www.treatedwood.com, which offers AIA-accredited training courses, detailed technical materials and sample specifications geared towards the project engineer and specifier. The American Wood Council (www.awc.org) and Western Wood Preservers Institute (www.preservedwood.org) are also excellent sources for more information on code requirements and other technical details.

While many of the larger projects go out to bid, there is a great opportunity for retailers to grow their business by stocking of common framing and sheathing materials for the small and mid-sized jobs.

– Brian Delbrueck is western region manager with Viance, LLC.

Code Officials Reject Changes to FRTW Building code changes that would have restricted the use of fire-retardant treated wood in Types III and IV construction were denied in a vote conducted by the International Code Council in February.

The proposed changes would have eliminated the use of fireretardant wood in load bearing exterior walls for multifamily and commercial structures. In a case of unintended consequences, the revisions were part of editorial changes meant to remove some redundancy in the code. However, removal of some wording changed the intent of the code and inadvertently restricted the use of fire-retardant wood.

The wood products industry, including the American Wood Council and Western Wood Preservers Institute, urged code officials to not approve the code change. The Building Code Action Committee, which was the proponent of the proposal, also acknowledged the unintended changes and withdrew its support.

Since the proposal covered many other changes, code officials will restart the process to simplify and make editorial revisions in the code. The WWPI and AWC will continue to monitor any future code changes that could impact use of fire-retardant wood.

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CLOSE UP Preserved Wood

By Western Wood Preservers Institute

Treated wood decking has great green story

W

HEN IT COMES to environmental friendliness, wood has a great story and preserved wood makes that story even longer and better compared to alternative materials.

When looking at the full life of the product, preserved wood decking has far fewer impacts on the environment compared to plastic composite decking. It’s not only natural and sustainable, it also requires less energy and has lower impacts on the environment in production and use.

These green advantages were confirmed in a life cycle assessment (LCA) done under internationally accepted standards. The LCA provided a cradle-to-grave analysis of ACQtreated wood decking and wood plastic composite decking.

Production of preserved wood decking required far less total energy,

PRESERVED WOOD can reflect the rich, natural look of wood while at the same time offering longlasting protection against decay and insects. The preservatives in wood today are safe to use, yet rugged enough to withstand anything nature can throw at it.

fossil fuel or water. The differences in fossil fuel use to create the products is significant. The fossil fuel footprint for a preserved wood deck is the equivalent to driving a car 38 miles a year. The same deck made from composites has a fossil fuel footprint equal to driving a car 540 miles per year.

Impacts from emissions, from greenhouse gases to smog, are far less for preserved wood – in some cases three to four times less.

The decking LCA study is just one of a number of environmental assessments comparing preserved wood products to alternatives, ranging from framing lumber to marine pilings.

Summaries of the LCA are available for review in the Environmental Benefits section of the PreservedWood.org website.

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THINKING Ahead

By Steve Cheatham, Everwood Treatment Co. and NAWLA Marketing Committee Member

New treated wood standards designed to protect end-users

O

several years, members of the American Wood Protection Association, representing the wood-treatment part of the industry, started discussing an ongoing problem: Consumers were buying our products and using them in ways they were not meant to be used.

A typical example would be when lumber treated for aboveground use was used in ground-contact situations. Treaters, chemical company reps, and interested parties VER THE LAST

About NAWLA

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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would gather to discuss what could be done to educate the consumer about the differences in treatment levels and end usage. It was typical to show photographs of potential claims where it seemed the product failed, but was clearly misused. We could see the end tags in the photos where the intended use was clearly stated. Too many times you would hear, “It’s treated. I thought I could

April 2016

use it anywhere.”

As an industry, we could have ignored this problem. We could have laid the blame on consumers, contractors or salespeople, and said it was their fault for not paying attention.

But that’s not a long-term business solution. Our goal is to protect and educate consumers and make it convenient for them to get the right

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A Special Series from North American Wholesale Lumber Association

product for the particular job.

So we took a look at our standards. Through the auspices of the AWPA, our industry looked at what had been written about applications and started a conversation about what could be clarified. We recently came to a consensus. Changes to our standards are being published and implemented as you read this article.

So what exactly changes? Let’s say an end-user was going to build a deck. Currently, they go into a retailer and buy lumber. Most people think that they can frame the deck with any treated lumber just because it says it’s treated. They think that means the 2x6 treated on the shelf can be used for everything from the decking to the stringers. In reality, if it’s less than 6 inches from finished grade (including dirt and landscaping), a structural component critical to the performance of the project, or will not completely dry between wetting cycles, they will have to use ground-contact treated lumber. Those are just a few examples of situations that will require the heavier retention.

Language in the standards clarifies when treated wood should be used and for what applications.

Instead of trying to parse the distinction between “ground contact” and “above ground,” the new standard is clear that what matters is the intended use. So if the lumber is to be used in critical applications, for example, it should be treated for ground contact.

It’s important to recognize that the products themselves won’t change. The performance of properly treated wood remains the same.

What changes is the terminology in how to specify the product. For example, 2x12s are typically treated for above-ground use. But end-users have been using them in groundcontact applications—as stringers,

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joists, sub-flooring and step stringers, for instance. The new standard will make it easier, since regular inventories will already be treated to ground contact.

When end-users buy and install the products, they will properly perform because they’re designed for a heavier use. Ultimately, a consequence of the standard should be to get the proper products in hardware stores so they are readily available.

site training, social media, and print media. We want to make sure that customers get the right guidance at the source. We are working on banners and signage designed to help consumers make the right decisions.

– Steve Cheatham is sales manager for Everwood Treatment Co., Spanish Fort, Al., and a member of NAWLA’s marketing committee.

Next Steps Forward

There are mechanisms to drive the changes in the standards. One is warranties. If a customer uses lumber for a deck stringer, for instance, and it wasn’t treated with the proper retention, then it won’t be covered under the new warranties.

Another is the Book of Standards from the AWPA, which are typically available in May or June. The ICCES has already set July 15, 2016, as their date of implementation. Once in effect, new construction will be expected to follow these guidelines published by AWPA and ICC-ES. But it’s equally important that the industry educate consumers about the changes. To do our part, Everwood has customized a 53-foot trailer and turned it into a mobile classroom. Every week we go out and visit customers and contractors, training them on the proper use of treated material, selecting the right fasteners and other topics dealing with our industry. We have produced a series of five- to 10-minute videos we use for training. At the end, we ask participants to take a 10-question test to reinforce what they just learned. When the test is completed we give them a folder with pamphlets on all the information that was covered.

As the standards roll out, we’ll also make a push to educate consumers through in-store signage, on-

April 2016

Get Started with In-Store Signage

As the new AWPA standards roll out, Everwood Treatment plans to educate consumers through a variety of channels, including in-store signage.

If you’re considering banners, displays and other signage, here are some tips to consider:

Size It Up

The first job of a sign is to get noticed, so buy the biggest sign that your budget affords (and the retailer will allow).

Don’t Be Shy

Signs that stand out are more likely to be read. Try to incorporate vibrant colors and bold images.

Stick to the Message

Don’t expect consumers to spend a lot of time reading your signage. Instead, try to keep your copy short and focused on one or two key messages.

Offer a Follow-Up

Include a website URL or some other way for interested consumers to find more information.

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INDUSTRY Trends

By Stephanie Ornelas

Trends and observations in engineered wood

N

O ONE can deny the importance of engineered wood in the LBM industry today. That’s why it’s important to take note of some observations and trends throughout the industry.

A need for green

There’s an ongoing demand for energy efficiency and there’s no sign of it slowing down. As engineered wood is a renewable building material and a good choice for the environment, for green building, and for long-term life cycle performance, there’s no wonder that the product is in high demand.

The USDA Forest Service, Forest Products Laboratory, and APA–The Engineered Wood Association cosponsored The Inside View Project, a demonstration house in suburban Chicago by Beechen & Dill Homes.

The house served as a learning tool for builders, architects, and code officials. The home incorporates

Advanced Framing techniques that use familiar building materials and methods to maximize materials usage and energy efficiency, and was specifically designed using the feedback Beechen & Dill received from their buyers.

As the demand for engineered wood continues to evolve, the purpose of the home is to give building professionals—including architects, builders, code officials, and building designers—a look at energy-efficient framing practices that conserve energy, speed construction, reduce labor, decrease waste, exceed structural requirements, and save homeowners money on their energy bills—all things that homeowners are said to be paying more attention to.

Ed Kubiak, director of construction for Beechen & Dill, noted that what was once a rare thing to build energyefficient homes is now an industry standard.

ENERGY EFFICIENCY and long-term life cycle performance are among the reasons why engineered wood is in high demand.

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Wood can too

Canadian architect Michael Green spoke at the Oregon Logging Conference recently and was very optimistic when it came to cross-laminated timber and it being used more frequently to build multi-family projects and other tall buildings.

Noting that the Empire State Building could technically be built out of wood, Green also wanted to make note that buildings made out of cross-laminated timber are slated to go up soon in Portland and at the Oregon State University campus.

There are also talks of wanting to see the material used in other projects around Oregon. He predicted that we are only going to see more of this.

Where did all the framers go?

While handling engineered wood requires advanced skills from a more experienced installer, something that’s being noticed throughout the industry is a dire need of skilled carpenters. LBM manufacturer Boise Cascade has noted that there continues to be a growing shortage of framers and carpenters in most regions.

In an industry that requires efforts from many players, all you need is to be short one trade or one contractor at the time that you need them and it can back up everything. According to Doug Bauer, CEO of Irvine-based homebuilder Tri Pointe Group Inc., the average age of framers, as well as electricians, and plumbers is about 50, and there needs to be more efforts made to persuade young people to train for construction trades to reduce the shortage.

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MARGIN Builders

By Jacek Romanski, GRK Fasteners

How impact drivers and star drive screws are changing the fastener industry

I

N THE LAST DECADE,

manufacturers and distributors have witnessed a dramatic shift in the fastener industry.

Contractors who used to rely on a hammer, screwdriver or drill are now turning to a much more effective new tool— the impact driver. This shift has turned professionals away from conventional screws and nails and toward the star drive screw, a specially-equipped fastener that is a perfect match for impact drivers.

The All-Powerful Impact Driver

Worldwide demand for power tools is forecast to increase 4.8% per year through 2018 to $32.9 billion, according to a study by market research firm ReportLinker.

A key part of this increase is the growing demand for impact drivers.

An impact driver is designed to deliver a strong, rotational force for quick and efficient driving. While it looks similar to a cordless drill, an impact driver is specifically engineered to drive screws faster and easier than alternative methods. It allows contractors to drive in screws with maximum torque every time.

Impact drivers were used primarily in the late 1990s as a pneumatic wrench in mechanics shops and automobile manufacturing, but it wasn’t until after 2010 that battery and drill technology finally reached the apex to introduce a cordless impact driver. Contractors immediately discovered the tool’s advantage over an electric drill when driving into tight places and specifically driving long screws into wood—especially in decking projects. The weight of the tools were another major benefit to regular drills or pneumatic/cordless nailers.

Impact drivers are replacing the standard hammer drills in many toolboxes due to the amount of torque they provide when handling big jobs. In the last several years,

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IMPACT DRIVERS are replacing hammer drills in many tool boxes because of the torque they provide for big jobs—and causing contractors to switch from traditional screws and nails to star drive screws.

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LBM dealers and distributors have seen an increase in the amount of impact drivers they’re supplying to contractors. In fact, after recently conducting several interviews and focus groups, GRK Fasteners found that more than 80% of the remodeling market is now using impact drivers to install fasteners.

Compared to a normal or cordless drill, an impact driver provides more power and control. It creates a much higher rotational torque than traditional drills, allowing for faster drill time.

The impact driver is much stronger than a drill in terms of the way it can deliver the extra torque to break loose stuck bolts and screws or to drive them deeper. Whether installing cabinets, trim or drywall—all of which benefit from utilizing a star drive screw—an impact driver makes for an easy, clean and efficient finish.

Additional advantages of impact drivers include: • Compact design: Impact drivers can easily fit into a 4- to 5-inch space.

• Elongated battery life: Now that manufacturers are using lithium ion, the motor has been downsized and battery power has grown from 9.6 volts to 18 volts.

• Lighter weight: Impact drivers are a little more than 3 lbs., whereas drills and nailers carry up to an additional 7 to 8 lbs.

Overall, the use of impact drivers will continue to grow, which has major implications for the fastener industry.

Rise of Star Drive Screws

The deep recess of star drive screws has been a major selling point for contractors who are using impact drivers. Star Drive screws not only reduce installation effort, but can handle at least double the torque of Phillips or square drives screws, due to more points of contact.

Star drive—originally known as Torx head—screws were common in the automobile industry before being adopted by the general construction industry. Their popularity has grown largely because of the strong grip between the bit and screw. GRK Fasteners was the first to launch star drive screws for wood and other building materials back in 1990 after noticing the superior performance over traditional Phillips or Robertson Building-Products.com

STAR DRIVE screws, once solely the domain of GRK, are now offered by nearly all screw manufacturers, including Simpson Strong-Tie, FastenMaster, Grip Rite, Deckmate, Hillman PowerPro, Spax, and Starborn.

(All photos courtesy GRK Fasteners)

square drive heads.

Star-shaped bits fit tightly into the star-shaped head of the screw, providing a firm grip that reduces slipping and stripping of the screw head.

Compared to a Phillips or square drive, which has limited points of contact and restricted depth, the six points of contact on a star drive spread out the maximum point of torque, reducing the amount of stripped heads.

In comparison, contractors using conventional screws often deal with stripped screw heads and broken screws. Star drive screws not only reduce the need to pre-drill, but contain at least double the torque of Phillips or square head screws. It is no wonder that in the last five years, most screw manufacturers now offer star drive screws, making them the screw head of choice by remodelers.

Star drive screws are also outpacing nails because of the ease in unscrewing. They are excellent for remodeling projects where the screws need to have the option to be removed and put back as they don’t strip out, even over time.

When it comes to driving in star drive screws, the ease is yet another April 2016

benefit. Maintaining proper bit contact is effortless, especially with the use of the impact driver.

Looking Forward

It’s not surprising how many fastener manufactures have adopted the use of star drive screws and impact drivers since they’ve entered the market.

As building products dealers see the impact driver trend continue, it is essential for star drives to be prominent on shelves. Offering star drive screws in “job-size” quantities, such as 1 lb., 5 lb., and bulk boxes, is important to ensure plenty of options to cater all project needs. From cabinet and finish to concrete screws, more and more manufacturers will continue to move their screws to star drive beyond just structural fasteners.

The impact driver is a small power tool, but it will continue to make a huge impact on the fastener market for many years to come.

– Jacek Romanski is director of sales & marketing for GRK Fasteners, a division of ITW, Schaumburg, Il. Send inquiries to grk@grkfasteners.com.

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OLSEN On Sales

By James Olsen

The one-two punch of power prospecting

A

N INTELLIGENT, NON-AGGRESSIVE

friend of mine went to law school. Upon graduation he landed a job in a respected law firm. I went to visit him at his office (it was small). I asked him about the guy I had seen in the corner office. “He’s the rainmaker,” he told me. “What does he do?” I asked. “He brings in new clients.” “And what do you do?” “I do all the legal work he brings in.”

Most salespeople don’t prospect past their first two years. They prospect until they have 40 or so accounts that will talk to them and give them (some) business and then “fake prospect” for the remainder of their careers.

These sellers will prospect when business is terrible (the absolute worst time!), but otherwise continue to work a mediocre account base developed by a rookie seller—the one who prospected for the first two years. Master sellers prospect all the time. They are the rainmakers.

One-Two Punch

Converting a potential customer to a customer is minimum a two-step process. Our first call is qualification, not sales. We must find out if the account is viable for our needs. Do they fit our profile? Do they: (1) Buy what we sell? (2) Buy it the way we sell it? (3) Do they buy enough?

The number one mistake made by sellers in prospecting is the failure to qualify the account on volume used. This mistake is almost always preceded by the other mistake in prospecting: Trying to sell. But I’m a salesperson. I’m supposed to sell aren’t I? Yes, but only to qualified buyers.

First Call

Us: “Good morning, Mr. Newton, my name is Paula Powerful. I work with Make It Rain Lumber in Chicago.

We sell a lot of _________ in the Midwest. They tell me you buy the ________; is that correct?”

Customer: “Yes.” Us: “How much of that are you bringing in per month?”

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We are going to get dodged a lot on this question. I call it the “Non-Answer” answer. This is the crucial moment in our first call. If we don’t follow up on the vague answers to volume questions, we send the message to our potential customer that it is okay to side-step our questions… and it is not okay! Relationship boundaries are set early; if we let our date show up late for the first date without a comment or a crinkle of the brow, they will show up late for others.

Customer: “We use a fair amount Us: “I’m sure it varies, but could you give me a ball park idea?”

Customer: “About five cars a month.” (Qualified!)

On our first call, many customers will challenge us to give them a price. Unless you are absolutely the master of your market, avoid this. Whether true or not, it is often an excuse to dismiss us because our price is “too high.”

Customer: “So what’s your price on 2x4 9’s?”

Us: “Mr. Newton, I’d love to sell you something today, but that isn’t the reason for my call. What I’d like to do is get to know you and your company a little better. After that, if you’d like to buy something, we can do some business.”

We don’t want to appear overanxious in our pursuit of new business. We are a valuable supplier.

Second Call

While trying to sell a potential customer on a first call is a low-return activity, proposing and closing on our second call is a must. We come into this call assuming our customer is going to buy from us.

Us: “Good morning, Mr. Newton. We spoke last Tuesday about your 2x4 9s. (Always connect the first call to the second. If not, customers often forget our first call.)

Customer: “Good morning.”

Us/Customer: “Pleasantries…”

Us: “John, I’ve got a great deal on the 2x4 9s we spoke about, how many can you use?”

Customer: “What’s the price?”

Us: “The price is the icing on the cake, John. If we can agree it’s a great price, how many can you use?”

Qualifying and selling customers is a two-step process.

Qualify thoroughly on the first call, promote and sell to that qualification on the second.

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

COMPETITIVE Intelligence

By Carla Waldemar

A woman’s place is in the yard

C

LOSE , BUT NOT

the jackpot. I’d paid visits to the towns of Lexington and Danville—Kentucky neighbors of Irvine, home of Meade’s Do it Center. Had I known of Meade’s—perhaps the biggest employer in this small (pop. 15,000) rural community—I’d have popped in to offer a High Five. (And learned to say it right: “Er-vun,” as GM Sharon Scott tutored my northern tongue while she explained the outfit’s staying power.)

“It’s our sales force—24 years of experience for most of us,” she demonstrated, listing—typical, among her 12 full-timers—an office manager logging 33 years, a receiving lady at 31, and Sharon’s own record of 37 years and counting.

The operation was launched 70+

years ago by horticultural teacher Orville Meade, as a farm store/chick hatchery. Later, his sons Mike, now 71, and Perry, 66, bought the business and introduced lumber and building materials to the line-up, meaning “we can build a house from the footings up,” says Sharon, who runs the place sans the shadow of micro-management. “They’ve built low-income, federally-backed apartments all over Kentucky, so they’re busy. They leave running the store to us.”

Sharon met Perry when working for a dentist he patronized. “Truthfully, the dental office was kind of boring.

So I asked him for a job. I bugged him till he hired me.”

It was a man’s world back then.

“When I came on 37 years ago, things were different. The customers”—guys,

MEADE’S GM Sharon Scott (front right), hereself with 37 years of service, heads an experienced, primarily female crew.

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of course—“didn’t want to talk to women. I took some guff at first,” she says in her easy-listening Er-vun lilt.

Sharon was in the vanguard of what’s become a female-dominated crew at Meade’s. Next up: “When the estimator/yard manager’s health forced him to quit, a lady—actually, one of our cashiers—wanted to apply for the job. Well, we promote from within here,” so she got her chance.

Meade’s made sure she was able to take classes and vendor training to help her succeed in her new position.

“And she’s great! She loves what she does, and our contractors respect her.”

“Here, it’s whoever tends to fit the position best—but we do end up with more women,” Sharon allows. Women generally tote less baggage to the workplace, she’s found: “Nothing to prove. They’re generally more sympathetic. They listen better, and”— duh—“they multi-task. Plus—don’t say this,” (but I will, anyway) “we women can get by with babying men more than another man would.”

And why do the femmes like working here—sticking around for decades, even? “Women with children love that they can leave early if there’s a need—a school visit, someone in the hospital. It’s not like a big corporation where it’s ‘We won’t pay you.’ Here, we all work around it.” And they’re all cross-trained to jump in wherever needed.

Another savvy workforce innovation: “Our assistant manager launched a high-school student program. He (yes, it’s a he) is a former employee who left to go to college in a physicians’ assistant program. But he decidBuilding-Products.com

FEMALE shoppers are drawn to Meade’s selection of appliances (top), paint (middle), toys, gifts and holiday merchandise (bottom).

ed he’d be happier sticking to sales, so he returned to us” and started the program. In tandem with the high school, kids work 10 hours a week for school credit, “and they send us the really good students. If”—more likely, when—“they return as college kids, we work around their schedules.”

Sharon is a huge advocate of training, training, training.

Cashiers—the usual entry position—shadow vets to learn their way. Others are encouraged to sign on for classes and seminars. As GM, she helps but doesn’t hover. “As a manager, I’m a very particular person,” Sharon states. “Being a woman, I like the store clean. Everybody knows what they’re supposed to do, but I don’t need to tell them how to do it, as long as we get the end results.”

Meade’s may be the only act in town, but Lowe’s, Home Depot, and 84 Lumber loom along the highways to Lexington and Richmond, where many of Irvine’s citizens commute to work. Yet, claims Sharon, “We hold our own.

We offer competitive pricing (even lower than Lowe’s), Building-Products.com

thanks to far less overhead and the buying power of co-op membership.” But the biggest draw is service. “When I go to a big box, I hear over and over on the intercom ‘Help needed in aisle….’ No one steps in to help. Here, we greet our customers by name and offer immediate assistance.”

Contractors, who represent 40% of Meade’s customers, are primarily involved in remodeling and addition projects.

They love Meade’s delivery service, plus the know-how its experienced staffers can offer, such as cutting stair steps to spec. (“You’d be surprised how many contractors don’t know how to lay out stairs,” the GM whispers.) “Our yard foreman is very good with people. ‘The customer is always right,’ he says—at least until he leaves the building,” she laughs. “He’s always ready to bend over backwards, even run out to a home to figure out what was done wrong and work to correct it.” Meade’s also serves commercial accounts such as the School Board, hospital, the Carharrt’s site in town, and the railroad’s needs.

The town’s homeowners, in turn, are delighted that Meade’s not only provides a complete line of building materials for home and farm, but items they desire within those walls: Whirlpool appliances, for instance.

Housewares, clothing, luggage. Even toys, gifts and holiday items. “Women shoppers love those! And women are more comfortable shopping here; they’re not intimidated.

Men here in Kentucky hate to shop, so they send in their wives. (We can hear their voices in the background on the phone, listing what they need.)”

To aid these homeowners in their projects, Meade’s is happy to refer them to electricians, plumbers, what-haveyou: “our own customers, of course, whose work we know and can recommend.” She also believes strongly in the benefits of advertising. “We send out co-op circulars and catalogs; we use two radio stations and our town’s magazine.”

But, she agrees with most of us, the best vehicle is word of mouth: “It goes a long way.”

The company emerged nearly unscathed from the recent recession, due in part to fortuitous timing. The original building had burned down in 1985 and was rebuilt at 5,400 sq. ft. on its original site, which abutted a grocery store that kept changing hands. When the supermarket finally called it quits, Meade’s was able to take over the adjoining property and expand floor space to 11,000 sq. ft. That opportunity led to a more recent make-over, insuring that, when the economy turned sluggish, “We didn’t go down, like the others. We actually posted a 10% increase in business. And with higher gas prices, people are shopping closer to home,” she testifies.

Meade’s repays that loyalty by giving back to the community in countless ways. “We’re one of the biggest donors in the county. We also donate older merchandise, like hardware and water heaters, to a church that passes them on to the needy. ‘Do unto others,’” she states as her credo.

And she still loves coming to work, you bet: “I love the people, and I’m with them even more than my family. I’m 65,” she reveals, “but I can’t see staying home.”

Carla Waldemar cwaldemar@comcast.net April 2016

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EVANGELIST Marketing

By Alex Goldfayn

9 critical attitudes for sales growth

S

O MUCH OF sales has to do with attitude and mindset.

Want to grow? What do you believe about your products and services? How do you perceive your work? Are you selling products or improving lives and companies?

Are you offering great value to your customers when you call, or do you fear bothering them?

When it’s time to follow up on a quote or proposal, what are you thinking? Are you expressing interest or taking more of their valuable time?

Through my work with clients, I’ve identified the nine key attitudes that impact revenue growth. These are ways of thinking and behaving, and as such, they can be learned.

Focus on Your Value: When you talk about your products and services, don’t talk about your products and services. Emphasize how your customers are improved. You save them time. You’re dependable, which allows them to sleep at night. You grow their business. You help them look good to their customers, which leads to retention and referrals for them. You do this. Talk about it. It’s far more interesting than your product specs.

Confidence: You are not lucky to have your customers’ business. They are lucky to have you. If you asked them, they’d tell you this. You are not lucky they picked up the phone, they are lucky you decided to call them over 100 others you could be talking to. Be confident in your great value. The opposite of this is uncertainty, doubt and fear— which is the default position for many salespeople. It’s why salespeople quickly agree to lowering prices at the customer’s first request. They fear losing the business. Teach them to think confidently, and this stops.

Boldness: Confidence informs our thinking, and boldness dictates our behavior. If we think confidently, we behave boldly. Boldness leads us to think less and take action more. When we are bold, we don’t hesitate to pick up the phone, or schedule the meeting, or pivot to the sale, or ask if our customer would like to buy other products that we offer. Bold salespeople don’t procrastinate. Bold salespeople ask for the business. Bold salespeople sell more.

Optimism: There are countless studies that find optimistic people are more successful than pessimistic ones. It makes sense, right? If you believe you will get the business before you pick up the phone (confidence), you will behave accordingly (boldly) and chances are you’re right. If, conversely, you believe you won’t get the business (pessimism), chances are you won’t. Henry Ford said, “Whether you think you can, or you think you can’t, you’re right.” Might as well be optimistic and think you can!

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Gratitude: Too many people—starting with our politicians and the media that cover them—believe the country is broken. The country isn’t broken. America is the greatest country in the world, and as such, the best country in which to be in business. Your company is not broken; it’s been around so long—often for generations!—for a reason: Because you provide massive value to your customers. Be grateful for where we get to live, where we get to work, and the customers we get to sell to. The opposite of gratitude is cynicism, which is far more common to find in business.

Be grateful and you’ll behave accordingly—and sell more.

Perseverance: We only need one yes. A single yes obliterates 100 no’s that came before it. A no never means no forever. It merely means not now. So give people another opportunity to say yes. In fact, a terrific revenue growth technique which I have my clients implement is to go back to everyone who said no in the last year, and ask if you can help now that some time has passed.

Uncommoditization: Focus on your relationship, and you’ll be singular. Nobody else has the relationship with their customers that you have. The friendship, the extra effort you put in, the trust, the reliability. That’s yours alone. Focus on it, rather than your products and pricing.

Proactive Efforts: Strategic growth demands proactivity. Get out of the problem solving circle: customer calls with a problem; you work to resolve it; another problem comes in; you solve that one; this repeats until it’s 4 p.m. and time to go home. Block out 15 minutes of proactive communication time daily, and call customers and prospects.

Action: Do stuff. Communicate. Don’t put it off. Don’t procrastinate, which is the core competency of the unsuccessful. Make your core competency action. Your communication doesn’t have to be perfect. It doesn’t have to be 100% ready before you send it out. It only needs to be helpful. So, take action.

– Alex Goldfayn is CEO of The Evangelist Marketing Institute, a revenue growth consultancy, and author of The Revenue Growth Habit. Visit www.evangelistmktg.com.

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

HOOD LUMBER

Tapco Ac uires Clubhouse Decking

The Tapco Group, Wixom, Mi., has acquired Monroe, Oh.-based extruder Deceuninck North America’s Clubhouse Deck and Rail products.

Deceuninck will instead focus on its core vinyl and fiberglass window and door operations. To keep up with demand in the West, the company began construction last fall on a $22.5-million, 150,000-sq. ft. pultruded millwork product facility in Fernley, Nv. Clubhouse 100% PVC decking features variegated grains, colors and patterns to authentically replicate the look of hardwoods. The vinyl railing features SunShield technology to provide a limited lifetime warranty with 25year fade and stain coverage.

Tapco had been selling Kleer Decking capped cellular PVC decking from its Kleer Lumber division, but all mention of the line was recently removed from its website.

DEALER Briefs South Side Lumber, Herring, Il., held a grand opening March 4 to show off its new showroom.

Walker Brothers, Baileyton, Al., lost its 5,000-sq. ft. truss plant in a late night fire March 7.

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

Hardware Hank, Little Chute, Wi., has been purchased

by Lindner Ace Hardware, Manitowoc, Wi., with the retirement of owner David Verhagen.

It is currently being remade into Lindner’s third branch.

Wenner’s Do It Best Hardware & Rental, Cold

Spring, Mn., submitted plans to build a new store.

Carter’s Ace Hardware added a 6,000-sq. ft. branch in Crystal River, Fl. (Davey Penuel, mgr.).

Curby’s True Value, Beaverville, Il., has been sold by Jim Curby to Kyle, Vince and Cindy Anderson, who will rename the 94-year-old business Beaverville Hardware.

DeRonne True Value Hardware, Eastpointe, Mi.,

opened a sister store in St. Clair Shores, Mi.

Ace Hardware, Marion, Ia., closed late last month after

11 years.

A Few Cool Hardware Stores opened its 11th Morgan Ace Hardware, Washington,

branch, Adams D.C., March 4.

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

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Ace Hardware, Oregon, Il., has been opened by Tom Felker (Scott Fauster, store mgr.).

Westlake Ace Hardware this summer will open a 15,000-sq. ft. store in Carrollton, Tx.—its 10th in the state.

Kight Home Center, Bowling Green, Ky., has spun off its kitchen center into a stand-alone Kight Kitchen & Design Center about six miles away (Shawn Kahle, mgr.).

Habitat for Humanity is opening a new ReStore April 22 in Middletown, Pa.; is relocating its store in Utica, N.Y.; and shuttered its 16-year-old unit in Statesville, N.C. Building-Products.com

Connecticut ard Set for xit

At age 85, Connecticut LBM retailer Harry Taylor is ready to sell.

His 114-year-old business, H.H. Taylor & Son, New Milford, shuttered its lumberyard in November, but continued to operate the hardware store and equipment rental center. He’s now prepared to sell all three operations, listed as a package at $1.75 million, or will shut down completely.

Combilift yes Bigger Plant

Multi-directional forklift innovator Combilift will invest $50 million over the next two years building a new 430,000-sq. ft. facility in Ireland.

The expansion enables Combilift to proceed with its plan to double its current $190 million turnover and add 200 new jobs over the next five years.

Combilift has recently purchased 100 acres to build the complex, which will also include a research & development center and adjoining offices.

Weather Delays Opening of North Carolina True Value

True Value of Salisbury, N.C., is preparing to officially open after its original opening date was pushed back due to inclement weather.

The store soft opened March 7. A grand opening was set for April 1-2.

Owner Danny Meendering and his mother, Sharon, own a True Value in Concord, N.C. It used to be owned by both Meendering’s parents, but after his father passed away in 2004, he decided to step in.

SUPPLIER Briefs East Side Lumberyard Supply is consolidating its two loca-

tions into a single facility in Herrin, Il.

Boise Cascade received antitrust clearance to proceed with its purchase of Georgia-Pacific’s EWP mills in Thorsby, Al., and Roxboro, N.C. B&B Lumber Pallet Co.,

Dewitt, N.Y., suffered a fire March 5.

Sherwin-Williams, Cleveland, Oh., has agreed to acquire Valspar, Minneapolis, Mn., in deal worth more than $9 billion. Valspar brands include Cabot, Solver, Wattyl, Pro-Spray and Valspar Professional; Sherwin-Williams brands include Krylon, Dutch Boy, Thompson’s WaterSeal, Pratt & Lambert Paints, and Minwax.

Boral unveiled a 27,000-sq. ft.

Innovation Factory in San Antonio, Tx. U.S. Lumber , Aberdeen, Md., will begin distributing and prehanging Jeld-Wen exterior and interior doors to New Jersey, Pennsylvania, Maryland, Delaware and Virginia.

Wausau Supply Co. , Schofield, Wi., is now distributing ClipStone mortarless stone veneer from its DCs in the West and Midwest.

DuraLife launched a new Your Choice Program, an online deck design tool for homeowners.

Newell Rubbermaid agreed to sell its Levolor and Kirsch window coverings brands to Hunter Douglas.

CertainTeed expanded availability of its NorthGate SBS-modified asphalt roofing shingle from the West into Midwest and Great Lakes regions.

Deckorators has introduced a new online training platform for Deckorators Certified Pro contractors.

Armadillo Deck launched a new 3% quarterly builder’s rebate program.

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Building-Products.com

ORGILL Spring Dealer Market in Orlando, Fl., chalked up highs in attendees, exhibitors and sales.

Orgill Spring Market Sets Record Attendance, Sales With home improvement retailers from all 50 states, all 10 Canadian provinces, and 61 countries in attendance, Orgill’s recent Spring Dealer Market shattered previous attendance records.

The market occupied more than 1 million sq. ft. of Orlando’s Orange County Convention Center in and included vendors from across the spectrum of home improvement and niche categories, as well as three complete model stores for visitors to browse.

“Sales and attendance were at record levels, the physical layout was nothing short of visually stunning, and dealer attitudes were positive,” said Ron Beal, Orgill’s chairman, CEO and president.

Retailer attendance was up 10% over last spring’s market in Orlando, which itself was a record high. This year also set records for the largest number of vendor booths featured, highest number of prospective customers in attendance, and largest number of retailers pre-register for the next market (Aug. 25-27 in Las Vegas).

The three model store sets let retailers see the complete array of products and services Orgill offers, displayed in real-world store settings. These stores included examples of the latest merchandise assortments, digital merchandising aids and illustrations of how retailers can maximize their store layouts and merchandising to generate greater productivity.

The Retail Right Lawn & Garden section, which showcased how the

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program thoughtfully integrates national, regional and private-label brands into its assortments allowing retailers to differentiate their lawn and garden offerings while maximizing their margin potential.

Orgill also saw heavy traffic in the show’s new Paint Works area, where it highlighted the complete range of paint and sundry products available to retailers, as well as store layout and signage options designed to help retailers drive traffic and create a destination in the popular category.

Based in Memphis, Tn., Orgill is the world’s largest independently owned hardlines distributor, with six distribution centers and three export consolidation facilities.

TALK Back We welcome your letters to the editor.

Send to letters@building-products.com, Fax 714-486-2745, or c/o Building Products Digest, 151 Kalmus Dr., Ste. D200, Costa Mesa, Ca. 92626.

SIMPLE PRAISE

I really enjoyed the article you wrote on “Simple, But Not Easy” (March, page 6). I just felt I needed to tell you this. It seems like in today’s world great things don’t get acknowledged like they should. Your article is now hanging in my office for everyone to read.

Kevin Ellis ProBuild Tolono, Il. Building-Products.com

PO Box 2140, Jasper, OR 97438

541-988-1127

www.jasper-wood-products.com RMcDougal@jasperwp.com

Natron & Jasper Wood Products is an independent plywood producer and has also been custom-treating industrial LVL and plywood for more than 20 years. We strive to meet the evolving needs of our customers.

4x10 4x8

Our dedication to environmental responsibility is evident throughout our manufacturing process. We are proud members of the APA. Our goal is to provide high-quality products on time and at competitive prices, including: • High Density Overlay (HDO) Plywood • Medium Density Overlay (MDO) Plywood • Medium Density Overlay - Hi-Flo® • Marine Plywood • Sanded Plywood • Sheathing Plywood 4x8 — 4x10 Plywood

DO IT BEST Corp. received one of eight state-level Freedom Awards presented by the Indiana Employer Support of the Guard and Reserve at their annual awards dinner. From left, Diego Morales, special assistant to Governor Mike Pence; Steve Lynch, Indiana ESGR state chair; Randy Rusk, Do it Best communications director; Col. Douglas Schwartz, commanding officer 434th Air Refueling Wing; and Sandy Dye, Indiana ESGR Region 3 chair.

U S , Canada Restart Softwood Tariff Talks

The first talks toward possibly renewing a Softwood Lumber Trade Agreement between the U.S. and Canada have begun, according to Canadian trade minister Chrystia Freeland.

Canadian negotiators visited Washington, D.C., in mid-February to discuss a new deal over selling Canadian forest products in the U.S. The prior 10-year pact ended in October, but as part of the deal, the U.S. is restricted from placing new duties on Canadian softwood producers for 12 months after its expiration.

Digger Realigns Sales Groups

Digger Specialties, Bremen, In., has created two sales groups due to continued profitable growth in both their building products and fencing lines.

One group will specialize in aluminum and vinyl railing, screen enclosures, columns and other building products, while the other group will specialize in aluminum and vinyl fencing, gates and accessories.

Rich Peterson, Tom Harley, Jack Medford, Ken Hotchkiss, and John Finnegan will be territory managers for the building products division.

Peterson will oversee North Central states; Harley, Plains and Southwest; Medford, Southeast; Hotchkiss, midAtlantic; John Finnegan, Northeast;

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and VP of sales & marketing Lawrence Boyts, Midwest.

“As DSI rolls forward into 2016 each of our customers will know their territory manager specializes in their products, their people, and their best interests,” Boyts said. “DSI founder Loren ‘Digger’ Graber and I have full intentions to make both of these divisions successful, growing and profitable. DSI was founded on the principal of being a customer focused business. These changes allow us to better focus on and serve our customers.”

N Phillips ardware Chain Cuts Back Before xpansion

Phillips Hardware closed one of its two Albany, N.Y., stores March 12, reducing the chain to six locations.

The 130-year-old family-run company will move its attention to its Altamont, N.Y., location, where president Jon Phillips plans a huge expansion. He envisions a 10,000- to 12,000-sq. ft. hardware store, a 5,000sq. ft. convenience store and gas station, apartment units, corporate offices, and an athletic complex.

The business must still receive town approval for the project, Phillips said, adding that while no formal documents have been submitted, the town is aware of the project.

Other aspects of the company are also transitioning. On March 23, Phillips began moving from Do it Best to True Value affiliation.

Building-Products.com

Targets Tiny

Tiny Living by 84 Lumber, a new line of portable tiny homes is now being offered and are no bigger than 200 sq. ft. The introduction of Tiny Living makes 84 Lumber the first-ever major retailer and only large buildingmaterials retailer to tap into this new market and offer competitively priced custom-built houses.

The company will offer four tiny home models under three packages to accommodate dedicated do-it-yourselfers who want to build their own houses, or those who want a move-in ready home. Each model can be customized and all range in size from 150 to 200 sq. ft.

Tiny homes are a growing trend as homeowners are choosing financial freedom and a reduced environmental footprint over square footage.

“The tiny home movement lies perfectly at the intersection of 84 Lumber’s expertise in high-quality building materials and green building best practices,” said 84 Lumber owner Maggie Hardy Magerko.

The homes range from a cottage style to a high-end modern design.

Homeowners can customize the

ousing Market

homes’ fits and finishes. The first model, the Roving, is offered for sale from www.84tinyliving.com. Other models to be launched later this year

are the Degsy, the Shonsie, and the Evergreen. Packages start at $6,884 for a custom trailer and home plans.

They come in three package options: Build Your Own (trailer + plans), Semi-DIY (tiny home shell + trailer + plans), and Move-in Ready.

ome Depot Settles with Customers after Data Breach

TINY HOMES are a big hit for many reasons, including environmental concerns, financial concerns, and the desire for more time and freedom to travel. ( hoto courtesy umber)

Home Depot, Atlanta, Ga., has agreed to pay at least $19.5 million to compensate U.S. consumers harmed by a data breach affecting more than 50 million cardholders in 2014.

The breach affected people who used payment cards on its self-checkout terminals in U.S. and Canadian stores between April and September 2014. It has said the intruder used a vendor’s user name and password to infiltrate its computer network, and used custom-built malware to access shoppers’ payment card information The chain agreed to set up a $13 million fund to reimburse shoppers for out-of-pocket losses, spend at least $6.5 million to fund 1-1/2 years of cardholder identity security services, improve data security over a two-year period, and hire a chief information security officer to oversee its progress.

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

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

SEE the Advantages Safe Effective Economical ®

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

Building-Products.com

IN Memoriam

SI APPRENTICES were honored at RoyOMartin’s corporate office in Alexandra, La., for completing the Perforex Apprenticeship Program.

New Generation of Logger Recruits

Six apprentices recently became the first graduates of the Perforex Apprenticeship Program in a partnership between Perforex Forest Ser-vices, Woodworth, La. (RoyO-Martin’s harvester/hauler division), and Central Louisiana Technical Community College.

Through their training, funded in part by a workforce opportunity grant, the graduates demonstrated the skills necessary to obtain a Commercial Driver’s License and become a certified Timber Harvesting Equipment Operator.

Apprentices selected for the program were hired by Perforex and underwent a 10-month combination of classroom and on-the-job training covering logging-truck and timber-equipment operations and certification. Experienced mentors assisted instructors with skills training.

Cade Young, RoyOMartin’s VP of land & timber, called the program “a new tool in the recruitment and training of qualified members for the Perforex team.”

William i t arri an II, 78, former head of Scotch Lumber, Fulton, Al., and founder of Harrigan Lumber Co., Monroeville, Al., died Feb. 28 in Fulton.

He joined the family business, Scotch Lumber, in 1963, rising to mill manager, then president and CEO. He helped launch Scotch Plywood, then Scotch Forestry & Land Management, and his personal company, Harrigan Lumber.

He served as chairman of Southern Forest Products Association, director of Southeastern Lumber Manufacturers Association, Forest Industries Council of Timber Valuation & Taxation, National Forest Products Association, and Auburn Forestry Advisory Committee, president and treasurer of Alabama Forestry Association, and Alabama Forest Business Leader of the Year.

Ric ard ick McCoy, 63, president of seven-unit Orme Do it Best Hardware, Cambridge, Oh., died March 11 after a year-long battle with a respiratory illness.

He began working in his father’s store during the summer while in fifth grade. By 1967, he had helped his father open a second location, eventually expanding to seven.

He was recently elected to co-op Do it Best’s board.

R.B. unk Wallace, 89, Mississippi sawmill operator, died March 12.

He and his father started W.A. & R.B. Wallace Lumber Co., McCall Creek, Ms., operating a pair of mills that were both destroyed by fires. In 1967 he purchased Franklin County Lumber Co., Roxie, Ms., which he sold in 1979.

James Adams aylor, 41, salesman with Ralph Taylor Lumber, Memphis, Tn., died March 2 in Memphis.

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

C. #1 American Way, Walden, NY 12586 Ph: 800-277-0222

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MOVERS & Shakers Frank Kickli ter has been named vice president and global head of Wood Protection within the newly organized Lonza Coatings & Composites Group, overseeing Arch Wood Protection. Kent Gray is now head of Arch Wood Protection, Americas.

Kevin Reilly, ex-Colonial Forest Products, is a new Florida-based trader for Woodbrowser, specializing in southern yellow pine.

Clark Spitzer has been named chief operating officer in addition to corporate operating officer for Snavely Forest Products, Pitts-burgh, Pa. Mic ael Gaydos is now human resource director. Jo n iGnazio, GM, Pittsburgh, will add the title of VP. Bill Geor elis is new as senior sales & marketing mgr. in Baltimore, Md. eat er Woody, ex-Weyerhaeuser, has joined the dealer sales team at BlueLinx, Osseo, Mn. Josep Stro usc , ex-Norandex, has been named director of business development for Ply Gem, Cary, N.C.

As

in imat, ex-CertainTeed Gypsum, has been named directorgrowth & innovation for LouisianaPacific Corp., Nashville, Tn. racy A. Em ree, VP, Cummins, was elected to LP’s board. ale Carlson has been promoted to VP operations for US LBM Holdings, Green Bay, Wi. im Liester succeeds him as president of US LBM’s Lyman Companies division. Jerry Asmus, ex-L&W Supply, is new to sales at Lyman Lumber Co., Chanhassen, Mn. Octavio uezada has transferred from McCoy’s Building Supply, San Antonio, Tx., to become store mgr. of Manchaca, Tx. Mike Nestor is now managing the Bandera Rd. store in San Antonio. avid Radloff has retired after 45 years with Bliffert Lumber & Fuel Co., the last 39 years as general mgr. in Oak Creek, Wi. Jos Bro n, VP-sales, will now head the Oak Creek yard, and C ris e eman will succeed Brown as location mgr. at the Morgan Ave.Milwaukee branch.

Brad Samples, ex-Weyerhaeuser, is a new lumber trader to the Chicago area for Hampton Affiliates.

Mark ey oer has been named general mgr.-fire retardants for Biewer Lumber, St. Clair, Mi. Leo Colantuono is now sales mgr. for Biewer’s northern mills, and Bill Sc lottman is rejoining the company as sales mgr. for its SYP mill now under construction in Newton, Ms. Jack ooft is a new account mgr. with Weekes Forest Products, St. Paul, Mn. S a n Kitts, ex-Carter Lumber, is now roofing/siding sales & installed sales production mgr. for G&S Supply Co., Charleston, S.C. Mark eMarco, ex-Decks Unique and Trex, has joined the outside sales team at Russin Lumber, Montgomery, N.Y., covering southern New Jersey and Delware.

Steve enry has been named senior VP and director with HouseHasson Hardware, Knoxville, Tn. Patrick McCutc eon was promoted to VP sales, taking over for Mike Woolf, who has retired.

Jayson Monroe is now VP merchandising.

– Serving the industry for over 30 years – Phone: 800-763-0139 • Fax: 864-699-3101

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Step en Mannin , ex-Grayco, is now assistant chief operating officer for Lyons Lumber Co., Frankfort, Ky. Jonat an Nelson has joined Professional Builders Supply, Wilmington, N.C., as safety coordinator and handling installed sales. anner Wi tman is new to sales at Charlotte Builders Supply, Concord, N.C. Steve Van yke, ex-Quality Edge, has joined National Nail, Grand Rapids, Mi., as roofing wholesale specialist in the Southwest, serving Texas, Oklahoma, Louisiana, Arkansas and New Mexico.

Crai Muma , ex-BlueLinx, has been named residential sales mgr. for Boral, Atlanta, Ga. Bill Mac evette, ex-Elof Hansson USA, has joined International Forest Products, Foxborough, Ma., as director of sales for its Recovered Fiber Division.

Peter Yes ulas, ex-Builders FirstSource, is a new design engineer with National Lumber, Mansfield, Ma. Mic ael Leck atc , ex-Forest Products Supply, is new to outside sales with Lawson Windows, Medley, Fl. Paul Ryan is the new senior VP of finance & technology for LMC, Wayne, Pa., succeeding ave Gonze, who retires next month after 38 years with the buying group. avid J. omas is now Chicago area-based Midwest territory sales mgr. for Solatube International.

James Ro erts, ex-Chamberlain Group, has been appointed CEO and a director of Apex Tool Group, Sparks, Md., succeeding omas Wroe Jr., who remains chairman.

Will u s, building product specialist, Parksite, North Brunswick, N.J., received Parksite’s first Specialist of the Year Award.

Steve Neal, Cedar Creek, Springfield, Mo., was recognized as the Oklahoma City, Ok.-based company’s Manager of the Year. Alan Brot ers, Nashville, Tn., was honored as Most Improved Manager, and Oklahoma City as Branch of the Year.

Kevin ancock, CEO, Hancock Lumber, Casco, Me., was recently profiled by The New York Times.

Carrie Oakey served as DJ for the annual April Fool’s Day party at Mungus-Fungus Forest Products, Climax, Nv., according to u Mun us and Freddy Fun us.

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NEW Products

Tropical Toned Decking

The New TimberTech Tropical Collection features rich colors and textures inspired by attractive, reclaimed wood.

Capped with a protected poly shell, the decking plank is resistant to the elements and everyday accidents endured by most decks.

The line’s 25-year Fade and Stain Warranty gives total peace of mind. Colors include Amazon Mist, Antigua Gold, Antique Palm, Caribbean Redwood.

 TIMBERTECH.COM (800) 307-7780

obsite ava

The Coffeeboxx by O features a 3-ft. retractable cord, so users can pick up and go quickly.

Its self-contained filtering system saves users from having to worry about carrying around bags of bulk ground coffee, extra filters, etc.

With the largest and only spill proof water tank on the market, and the ability to make up to 10 cups without a trip to the faucet, this is perfect for all LBM environments. It also comes with an easy-grip rubberized handle and six stainless steel tie-downs to strap into place.

O

.COM

Mark our roducts

Trespa Pura NFC by Trespa is a contemporary and sustainable form of exterior cladding made from up to 70% natural fibers, impregnated with thermosetting resins.

To enable homeowners to create the same warm look of wood, the company introduced these natural fiber core exterior sidings, which have a long life and are easy to clean.

Milwaukee Tool has introduced INK ALL Liquid Paint Markers, named for their ability to write through dusty, wet or oily surfaces.

The markers are designed for the toughest of jobsite surfaces.

They are optimized for darker jobsite surfaces such as black pipe and structural steel, with extreme temperature (up to 300 F) and weather exposure.

They also feature high performance paint and wear-resistant acrylic tips for writing on the dirtiest, hottest and roughest of surfaces.

 TRESPA.COM

 MILWAUKEETOOL.COM

ong- asting Composite iding

(800) 729-3878

(631) 758-0700

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Building-Products.com

Proudly stocking all Ground Contact as of March 1, 2016

216 Oak Park Rd Madison, VA 22727 / www.MADWOOD.com / 1-844-MADWOOD

asily-Accessible oftware

ECi Software Solutions released RockSolid MA , the company’s latest product for small- to mediumsized hardware and home center dealers.

The system is cloud-based which significantly reduces the upfront investment in the business system, making access to a quality software accessible to even the smallest of retailers.

It also makes the software much easier and less expensive to maintain.

 ECISOLUTIONS.COM (866) 959-3373

Reinforced Composite iding

Constructed with reinforced polymer composite, A EK Siding offers low weight, high strength, easy installation, integrated water management, superior aesthetics, and durability.

At just over 6 lbs. per 12-ft.-long board, it weighs up to 40% less than most fiber cement siding, making it easy to handle, transport and install—even with a one-man crew.

Gravity Lock technology speeds up installation and ensures that each piece is locked in place.

It features a natural matte finish with the look of rough-cut cedar. Three pre-finished colors are offered, along with a primed option that can be customized onsite. All finished colors are chemically bonded to planks for enhanced performance that will look rich for years.

 A EK.COM

(877) 275-2935

High-Tech Decks

Fine Ceiling

oards

Deckorators’ Vault composite decking is a strong wood-alternative decking system made with patented Eovations technology that gives it advanced strengthto-weight ratio. The product is powerful and stable, and doesn t absorb moisture.

The technology inside Deckorators Vault allows the decking to be light, but creates a fiber–like structure inside, similar to wood, that gives it unmatched strength.

Sereno Fine Fissured by CertainTeed is a robust line of acoustic ceilings and brings quiet, calm and comfort to commercial spaces. The product provides superior performance in both workability and acoustics.

The product improves efficiency, requiring up to 20% fewer knife passes per cut than standard boards and up to 37% fewer passes than competitive firerated boards.

 DECKORATORS.COM

 CERTAINTEED.COM (800) 233-8990

(800) 332-5724

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ightweight tone, trong Appearance

Drywall Repair

it

DEWALT’s Premium ThreeSpeed Hammer drill features a powerful brushless motor that supplies 820 units watts out for up to 2.8 times the application speed and runtime.

At just 8.4 inches long and 4.7 lbs., its three-speed transmission delivers maximum power (up to 82% more) and speed for tough applications, including 2-9/16” self-feed bits.

Novik has created dry stack stone that is lightweight and easy to install with the look and feel of a dry stack stone wall.

Perfect for ground contact, the product is impervious to moisture. Its Fast Fit features make for easy installation.

The product is resistant to extreme temperature variation, warping, expansion, contraction and cracking, and meets all major code requirements.

Abatron’s new crack repair kit for drywall and plaster quickly and easily makes invisible, permanent repairs to cracked walls and ceilings. Krack Kote requires no sanding, and can be applied and painted in under an hour.

The specially formulated acrylic emulsion retains its flexibility as it dries without shrinking, allowing it to move as the wall moves, leaving a seamless repair that will not reopen. Each kit repairs 20 ft. of cracks.

 DEWALT.COM

 NOVIK.COM

 ABATRON.COM

Drills

Drivers

(800) 433-9258

(888) 847-8057

(800) 445-1754

cOMINg: thE gREEN ISSUE Be part of our first-ever GREEN ISSUE! Environmentally friendly can also mean bottom line friendly. This June, Building Products Digest will present its first-ever Green Issue, featuring: • the latest green products • sales & marketing tips to boost your green sales • the hottest green trends to capitalize on • an update on lumber certification systems Plus, this issue will feature Siding, Roofing, Trim, Technology, and a Special Section on Southern Woods compiled by Southern Forest Products Association and Southeastern Lumber Manufacturers Association. tO adVERtISE IN thIS MUSt-REad ISSUE, cONtact (714) 486-2735 PatRIck adaMS – PadaMS@bUIldINg-PROdUctS.cO M O R chUck caSEy – chUck@bUIldINg-PROdUctS.cOM

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A

ug-Free Outdoors

The NuTone Haven Backyard Lighting & Mosquito Repellent System provides odorless, silent, invisible mosquito protection.

Homeowners also have the option to choose fixtures with low-voltage landscape lighting.

 NUTONE.COM (800) 573-8841

hutters for Curb Appeal

Fypon has expanded its polyurethane shutter line. The new styles, sizes and accessories deliver an aesthetic flair to help building pros improve the curb appeal of nearly any home.

The product provides more versatility for installers, while reducing the cost and lead times associated with ordering custom sizes.

 FYPON.COM

(800) 446-3040

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Wholesalers trek to annual NAWLA Leadership Summit spouse & companion Breakfast at Tiffany’s event was a success as were various keynotes.

Clarence W. Gooden, CSX, spoke on transportation and shared his macroeconomic thoughts for 2016.

Attendees got insight from a panel discussion which focused on western lumber and included Ashley

Beckholdt, Kock Pulp & Paper Trading; Geoff Berwick, Sherwood Lumber; Kevin Binam, WWPA; and Dave Fortin, Collins. Other keynotes were “A Dealer’s Perspective” from Joe Lawrence, Dixieline Lumber, and “The Power of Goal Setting,” by Jean Franzblau, Corporate Training Advantage.

NAWLA LEADERSHIP: [1] Debra & Steve Swanson. [2] Jack & Christine Hetherington.

[3] Mark Erickson. [4] George Emmerson, Chuck Roady, Jamie Trenter. [5] Melissa & Charles O’Dell. [6] Mark Mitchell, Bob Mai. [7]

Jim Krauseneck, Phil Odan. [8] Denis Fraser, Ian McLean. [9] Julie McLean, Joanne Fraser.

[10] Cathy & Larry Boyts. [11] Laurie Creech, Mark Wasson. [12] Lori & Bobby Byrd.

(More photos on next two pages)

For video coverage of the event, visit www.building-products.com

NAWLA LEADERSHIP SUMMIT

Over 300 attendees gathered at Westin Mission Hills, Palm Springs, Ca., March 13-15. The event kicked off with some social events such as Wine, Dine + Nine, where couples enjoyed networking and wine followed by nine holes of golf. Others pedaled across Coachella Valley during the Palm Springs Bike Tour. The

Photos by BPD

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NAWLA LEADERSHIP SUMMIT Photos by BPD

NAWLA ANNUAL (continued from previous page): [13] Gary Pittman, Tom Gennarelli. [14] Kenneth Bernstein, Steve Killgore. [15] Dave Andrea, Tim Stovall. [16] Jim Sullivan, Kip Fotheringham. [17] Bill Adams, Doug O’Rourke. [18] Dusty & Penny Hammack. [19] Rich Mills, Chloe & Frank Pearson. [20] Patrick

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Grady. [21] John Morrison. [22] Thomas & Joni Berghouse. [23] Kimberlee Gennarelli, Sandy Pittman. [24] David Bernstein, Tim Cochran.

[25] Rob Hruby, Josh Goodman. [26] Mark & Gail Kelly. [27] Bill Barnett. [28] Bob McSorley, Todd Lindsey, Brian Boyd. [29] Jim McGinnis, Adele Barnett. [30] Mike & Dawn Holm. [31] April 2016

John McAvoy, Ron Gillian. [32] Shenell & Grant Phillips. [33] Craig Sichlins. [34] Susan Pickens, Karin Schneider. [35] Kristen Miller, Scott Driskill. [36] Bruce Johnson, Scott Elston.

[37] Michael & Carly Goodman. [38] Jared Carroll, Steve Ekstein.

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

NAWLA LEADERSHIP SUMMIT Photos by BPD

NAWLA ANNUAL (continued from previous two pages): [39] David Destiche, Bethany & Sheldon Doss, Kaycee Hallstron, Anthony Muck, Laurie Ebersberger, Warren Reeves, Kent Beveridge, Curt Stuckey, Vicki & Carl Lamb, Joshua Kaye. [40] Ashley Boeckholt. [41] David

Building-Products.com

Fortin, Geoff Berwick. [42] Jim Vandergrift, Buck Hutchison. [43] Henry German, Cal German. [44] Lawrence Newton, Marc Saracco. [45] Jim Sullivan, Derrick Coder, Michael Pritikia. [46] Rick & Lillian Ekstein, Rena & Andrew Goodman. [47] Derrick Coder.

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LMC ANNUAL Photos by BPD

LUMBERMENS MERCHANDISING CORP. held its annual confab March 9-11 in Orlando, Fl. [1] Steve Rybacki, Mark Culver, Samuel McMillan. [2] Bill White, Lisa Buttram, Ken DiUlio. [3] Phil Herman, Stacey Jones. [4] Tom Micka, Kellen Driscoll. [5] Michael Grant, Mike Schwartz. [6] Phil Fortson, Brad Marks. [7] Lisa

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Martin, Dave Jones. [8] Greg Sinclair, Andy Faircloth. [9] Dennis MeWhirter, Mark Mitchell.

[10] Kevin Dill, Rich Kessler, Chuck Casey.

[11] Peter Van Schie. [12] Amanda Wirt, Danny Hayes, Jeff Womack. [13] Kraig Berglund, Dave Heine, Keith McCallar. [14] Tom Horvat, David Anderson, Larry Lang, April 2016

Jonathan Jenkins, Norwood Morrison. [15] Lori Dewitt, Darryl Loewen. [16] David Lewis, Sue Cuming. [17] Ryan Williams, Mike Carey, April Turner, Steve Cloyd. [18] James Brookover, Gary Heft, Dave Barkwell, Bernie Taylor, Dan Jones.

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

LMC ANNUAL Photos by BPD

MORE LMC (continued) .1 David Klekamp, Steve Rouse. 20 Brett Slaughter, Mark Swinth. 21 Charles Johns, John Brady, Moss Pettigrew. 22 David Mobley, Bobby Massingill, Paul Dupont.

23 Neal Grubbs, Danny Wingate. 2 Wayne Miller, Kelly Matthews. 25 Dean Clark. 26 Barbara Hart, Bill Nocerino. 2 Joe Angelo. 2 Scott Vande Linde. 2 Rick Sanders, Doug Asher. 30 Wayne Getz, Mark Dippel. 31 Shawn Evans. 32 Building-Products.com

Mark McLean. 33 J.T. Taylor, Kevin Smith, Steve Gaeckle, Bill Ingham, Blake Keitzman, Al Rogers, Bob Dando. 3 Keith Westbrook, Bill Amari. 35 Jack Porter, Jennifer Raworth, Daniel Quillian, Paul McRae. 36 Frank Crosslin. 3 Eddie Crosslin. 3 Shane Tanner, Buddy Chumbler. 3 Tammy Donato, Ashlee Tibbets, Donna Millison, Kara Bowen. 0 Dan Kukol. 1 Mike Limas, Brian McCormick, Cindy Carlson, Earl Downing.

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CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9.

Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type.

Send ad to Fax 714-486-2745 or david@building-products.com.

PRODUCTS FOR SAL

Checks payable to 526 Media Group. Deadline: 18th of previous month. uestions Call (714) 486-2735.

To reply to ads with private box numbers, contact box number shown, c/o BPD, 151 Kalmus Dr., Suite D200, Costa Mesa, Ca. 92626.

Names of advertisers using box number cannot be released.

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ADVERTISERS Index Anthony Forest Products www.anthonyforest.com .................15 Arch Wood Protection www.wolmani edwood.com .................5 A EK www.a ek.com .....................................................................5 Blue Book Services www.bluebookservices.com ....................3 Cedar Creek Wholesale www.cedarcreek.com ...........................

Combilift USA www.combilift.com ............................................. 2 Cox Industries www.coxwood.com ............................................35 Crumpler Plastic Pipe www.cpp-pipe.com ................................5 Eco Chemical www.ecochemical.com .......................................36 Engineering Services & Products clearspan.com/adbpd ........53 Everwood Treatment Co. www.everwoodtreatment.com .........2 Great Southern Wood Preserving www.yellawood.com .......... 1 Hood Industries www.hoodindustries.com ...............................3 International Beams www.internationalbeams.com ........Cover II

DATE Book istings are often submitted months in ad ance. Always erify dates and locations with sponsor before ma ing plans to attend.

Midwest Building Suppliers Assn. – April 11-12, member summit & annual meeting, Grand Rapids, Mi.; www.thembsa.org.

National Lumber & Bldg. Material Dealers Assn. – April 1 -20, legislative conference, Washington, D.C.; www.dealer.org.

Window & Door Manufacturers Assn. – April 1 -20, legislative conference, Washington, D.C.; (800) 223-2301; www.wdma.com.

Building Material Suppliers Association – April 20-22, CFO roundtable, Charleston, S.C.; April 21-22, sales manager roundtable, Asheville, N.C. (800) 849-1503; www.mybmsa.org.

Peak Auctioneering – April 23, LBM auction, York Expo Center, York, Pa.; (800) 245-9690; www.peakauction.com.

Northwestern Lumber Association – April 26, contractor sales workshop, Twin Cities Area, Mn.; (763) 544-6822; www.nlassn.org.

American Wood Protection Association – May 1-3, annual meeting, Condado Plaza Hilton, San Juan, Puerto Rico; (205) 733-4077; www.awpa.com.

National Hardware Show – May 6- , Las Vegas Convention Center, Las Vegas, Nv.; (888) 425-9377; www.nationalhardwareshow.com.

Peak Auctioneering – May , LBM auctions, Middletown, N.Y.; May 1 , Baltimore, Md.; (800) 245-9690; www.peakauction.com.

Jordan Lumber www. ordanlumber.com ................................... 0

North American Wholesale Lumber Association– May 12, regional meeting, Birmingham, Al.; (800) 527-8258; www.nawla.org.

Kop-Coat Inc. kop-coat.com .............................................Cover III

Hardwood Plywood & Veneer Assn. – May 15-1 , annual convention, New Orleans, La.; (703) 435-2900; www.hpva.org.

Koppers www.koppers.com ................................................Cover I Madison Wood Preservers www.madwood.com ......................

Do it Best Corp. – May 20-23, spring market, Indianapolis Convention Center, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com.

Natron & Jasper Wood Products asper-wood-products.com .3 NewTechWood www.newtechwood.com ...................................

North American Wholesale Lumber Assn. www.nawla.org ..... 3 Novik www.novik.com ...................................................................3 Pennsylvania & Indiana Lumbermens www.plmilm.com .........1 PPG Machine Applied Coatings www.ppgpro.com ...................51 uality Borate Co. www. ualityborate.com .............................. 0 Redwood Empire www.redwoodemp.com .................................13 Roseburg Forest Products www.roseburg.com .......................33 RoyOMartin www.royomartin.com .............................................3 Simpson Strong-Tie www.strongtie.com ...................................21 Siskiyou Forest Products www.siskiyouforestproducts.com .

Southern Forest Products Association www.sfpa.org .............53 Southern Pine Inspection Bureau www.spib.com ....................5 Spartanburg Forest Products spartanburgforestproducts.com . 6 Swanson Group Sales Co. www.swansongroupinc.com ......... 5 Tri-State Lumber www.homanindustries.com ...........................61 United Treating & Distribution www.unitedtreating.com .........25 Viance www.treatedwood.com .........................................Cover IV Weyerhaeuser www.weyerhaeuser.com ....................................1 Building-Products.com

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FLASHBack 65 Years Ago This Month

New products, new markets, and even the “Red Scare” were all on the radar for lumber dealers in the early 1950s, as reported by BPD’s sister publication, The California Lumber Merchant in April of 1951.

Among the headlines: • The Oakland Hoo-Hoo Club tried to keep its members informed of current events by booking an FBI agent as its guest speaker to address “The Responsibility of the FBI in the Current Emergency.”

• The Douglas Fir Plywood Association (forerunner of APA) sponsored a plywood built-in design contest staged by the National Association of Home Builders.

The winning design was a closet door with a mirror on front and clothes organizers on the back, including shelves, shoe racks, tie rack, and spaces for socks, shirt studs, handkerchiefs and sweaters.

• Cross Lumber Co., Merced, Ca., lost its cabinet shop, planing mill, and office in a $400,000 fire.

The blaze “started with an explosion and spread rapidly.” The longtime yard was rebuilt and, after changing hands several times, was closed as a BMC location in 2008.

• Plywood/door producer Roddis California funded the airing of a

half-hour movie, Lumber for omes, in prime time on Southern California TV station KHJ. The show was produced with help from the West Coast Lumbermen’s Association.

• Masonite executives visited Ukiah, Ca., for their first inspection of their new multimillion-dollar hardboard plant—their first hardboard facility on the West Coast.

They arrived by traversing the Masonite Road—a winding, 36-mile pathway the company carved out to reach the heart of its 55,000 acres of redwood and fir. The twolane road was famous as one of the largest private highway projects in years, where trucks would carry saw logs up to 40 ft. long in loads weighing up to 100 tons.

The plant also became legendary for inspiring the local lumber industry to change their view of wood waste. Instead of burning sawdust, slabs, edging and barking, the Masonite plant used them for wood chips and fuel.

The hardboard products themselves, however, would generate a rash of lawsuits alleging premature failure. A class action settlement

2 SAN FRANCISCO Bay Area lumber companies co-sponsored an all-wood house display at the week-long International Home Show in Oakland, Ca. Loop Lumber & Mill, Alameda, Ca., designed and built the structure and all components. Features out front included redwood

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Building Products Digest

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April 2016

APRIL 1 51 issue of he alifornia umber erchant spotlighted White Brothers, which to this day still maintains the San Francisco Bay Area’s largest supply of mouldings from its quarters in Oakland, Ca., now under the fourth generation of Whites.

was reached in 1998 and the plant was closed in 2001, when Masonite opted to phase out hardboard siding.

The factory sat vacant until a few manufacturers in other industries started buying pieces of it over the last four years.

flower boxes, redwood lawn chairs, and three types of redwood siding.

Inside there was curly redwood furniture and interior panels of redwood, birch, ribbon grain Philippine mahogany, black walnut, Vertical Grain Douglas fir, and knotty ponderosa pine.

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