BPD January 2026

Digital Edition Sponsored by

er Building 12/11/25 3:33 PM

THE VOICE OF THE LBM SUPPLY CHAIN

AN INSIDER’S GUIDE TO SELLING MORE SIDING & TRIM • ROOFING • GYPSUM BOARD • SOUTHERN PINE

Sage System

January 2026

Essentials

Strong, stylish and easy to install.

Mission Collection

Avant Collection

© 2026 Simpson Strong-Tie Company Inc. M-C-OAFAM25-D3

Backyard projects are easy with Outdoor Accents decorative hardware. Made from ZMAX -galvanized steel with a black powder-coat finish, it’s ideal for pergolas, pavilions, decks and fences. The Mission Collection adds Southwestern charm with arched profiles, while the Avant Collection™ has chamfered corners for a modern look. The Sage System™ features modular connectors to make DIY pergolas simple. Outdoor Accents Essentials include joist hangers, stair stringers, angles, post bases and hurricane ties. Complete your selection with Outdoor Accents Accessories that complement each style. ®

®

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Explore decorative hardware at go.strongtie.com/outdooraccents or call (800) 999-5099.

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Volume 45 • Number 1

4 • building products digest • J

anuary 2026

building-products.com

------------| CONTENTS

January 2026

VOL. 45 • NO. 1 |------------

STAY CONNECTED ON SOCIALS: @BPDMERCH

10

14

FEATURES

DEPARTMENTS

10 12 14 16 34 40

08 ACROSS THE BOARD

FEATURE STORY An insider’s guide to selling more siding and trim

PRODUCT SPOTLIGHT

18

OLSEN ON SALES

Sizing up the primary types of metal roofing

20 TRANSFORMING TEAMS

MARGIN BUILDERS

24 LUMBER 411

Selling gypsum boards—they’re more than a line item

INDUSTRY TRENDS The technology shift that lumber companies cannot afford to ignore

PRODUCT SPOTLIGHT Equip your sales team to better market southern pine

INDUSTRY TRENDS How North American sawmills can facilitate the growth of mass timber

26 SELLING WITH KAHLE 32 MOVERS & SHAKERS 46 NEW PRODUCTS 48 CLASSIFIED MARKETPLACE 48 IN MEMORIAM 49 DATE BOOK 49 ADVERTISERS INDEX 50 FLASHBACK

THE VOICE OF THE LBM SUPPLY CHAIN

AN INSIDER’S GUIDE TO SELLING MORE SIDING & TRIM • ROOFING • GYPSUM BOARD • SOUTHERN PINE

Sage System

January 2026

Essentials

Strong, stylish and easy to install.

Mission Collection

Avant Collection

CHECK OUT THE © 2026 Simpson Strong-Tie Company Inc. M-C-OAFAM25-D3

Backyard projects are easy with Outdoor Accents decorative hardware. Made from ZMAX -galvanized steel with a black powder-coat finish, it’s ideal for pergolas, pavilions, decks and fences. The Mission Collection adds Southwestern charm with arched profiles, while the Avant Collection™ has chamfered corners for a modern look. The Sage System™ features modular connectors to make DIY pergolas simple. Outdoor Accents Essentials include joist hangers, stair stringers, angles, post bases and hurricane ties. Complete your selection with Outdoor Accents Accessories that complement each style. ®

®

®

34

Explore decorative hardware at go.strongtie.com/outdooraccents or call (800) 999-5099.

Outdoor Living Solutions | Products, Software and Service for Smarter Building M-C-OAFamily25-D_8.25x8.875.indd 1 D cover spine 1-26.indd 1

12/11/25 9:33 3:33AM PM 12/12/25

WWW.BUILDING-PRODUCTS.COM

THE OFFICIAL PUBLICATION OF

6 • building products digest • J

DIGITAL EDITION

PROUD SUPPORTERS OF

anuary 2026

building-products.com

------------| ACROSS THE BOARD

A FRESH START ------------ BY PATRICK ADAMS AH, THE START of a new year—full of excitement, hope and possibility. I’ve always liked a fresh start, whether it’s a new year, a new month, or even a Monday.

It feels like hitting the power cycle on your computer: clearing out all the hidden programs running in the background that slow things down, and letting the operating system work the way it was meant to.

But if I’m being honest, January 1 has never really felt any different to me than any other imaginary starting point I’ve set for myself. It’s just a day on the calendar, right? Why wait another 364 days to make a fresh start?

My point is this: every day is the right day—and the right opportunity—to pursue what you’re passionate about. We aren’t promised another year. And I can tell you from experience, that day comes without warning.

And so, I too have embarked on a fresh start. As some of you may know, for a long time the LBM industry was not the only industry we served. Years ago, I engineered what I believed was a thoughtful “master plan” for our organization—serving four distinct verticals under what we coined American Bedrock Industries. Much like LBM, these industries were critical to our nation’s infrastructure. Collectively, I believed they would hedge one another during challenging economic times while creating economies of scale when bundled together.

Over time, however, I learned a few important things.

First, the LBM industry is every bit as resilient as the people who serve it. Calling it “critical” to our nation is an understatement. Second, true excellence in this space makes economies of scale almost impossible—we have to be specialists, with teams fully dedicated to understanding and serving this industry. And lastly, and perhaps most importantly, I love the LBM industry. Whenever I travel, if the destination is an LBM event, I find myself genuinely excited—never dreading another business trip.

So, I finally conceded what had become clear: while the plan looked good on paper years ago, it no longer made sense. Over the past year, we’ve deliberately divested ourselves of anything outside the lumber and building

8 • building products digest • J

materials vertical. At the same time, we’ve aggressively targeted growth within this space. As you know, we acquired Lumber Blue Book and launched Lumberman Coffee. We’re also actively exploring additional acquisitions to further broaden the LBM verticals we serve.

In parallel, we’ve leveraged what we learned in the defense industry—particularly in technology and AI—and are now in rapid development of Red Book Lumber Data: Lumber Price Reporting. Launching in Q1, this will be the most insightful and analytical lumber price reporting the industry has ever seen. It is in direct response to many of you—our friends—who asked us to step into this space.

There is much more to come.

And because of your overwhelming response to this column, we’re also launching the Across the Board Podcast. This won’t be another podcast where someone simply recites industry headlines. Instead, just like this column, it will feature everyone from industry greats to your average Joe—talking about what drives us, what unites us, and the many blessings in our lives. In a daily sea of bad news, this podcast will inspire, motivate and highlight what truly makes this industry great.

Now, I owe you an apology. This month’s column has turned into exactly what I hate—and what originally inspired me to do something different years ago. I hate when publishers turn their editorial space into an infomercial.

But here’s the truth: it’s you who brought me into this industry. You have served as friends and mentors. And you continue to inspire me to look for new ways to serve this incredible community. We have many exciting things ahead—not because the calendar flipped, but because every day truly can be a fresh start.

As always, I am humbled by your support and grateful for the opportunity to serve this great industry. I hope this new year brings many fresh starts for all of you.

PATRICK S. ADAMS, Publisher/President padams@526mediagroup.com

anuary 2026

building-products.com

DECKING SIDING TRIM

Natural. Resilient.

Class A Fire Rated Siding.

moso-outdoor.com

------------| FEATURE STORY

PREMIUM COMPOSITE siding products, such as Ascend Composite Cladding from Alside, are a great top-of-the-line option as part of a good/better/best sales strategy.

AN INSIDER’S GUIDE TO SELLING MORE SIDING & TRIM AS EXTERIOR REMODELING remains one of the most profitable categories in home improvement retail, siding and trim continue to drive strong margins. However, many retailers still leave incremental revenue on the table. The reason is simple: selling siding and trim effectively requires a different approach than selling commodity building materials. It’s not just about stocking the right profiles or hitting price points. Success in this category hinges on helping customers visualize outcomes, reducing project complexity, and demonstrating credible product knowledge.

Whether your primary customers are homeowners, contractors, or prosumers, the retailers who win in siding and trim are those who pair deep product expertise with a consultative sales approach. Here are the top strategies that consistently boost close rates, average tickets, and lifetime customer value.

Lead with the Value Story, Not the Product Specs Homeowners don’t come in asking for a specific R-value or a particular composite formulation; they’re buying peace of mind, curb appeal, and greater home value. Sales associates who translate product features into real-world outcomes close significantly more sales.

Instead of explaining that a product “resists moisture,” say: “This product won’t swell or rot, so you won’t be replacing boards in five years.”

Instead of highlighting “fiber cement density,” say, “This gives you a higher-end look and the longest repaint cycle in the industry.”

10 • building products digest • J

Shifting the conversation from specs to lived experience frames premium products as long-term investments rather than cost increases.

Use a Good/Better/Best Selling System Few categories benefit more from a tiered choice structure than siding and trim. A clear good/better/best offering simplifies the buying process and naturally encourages customers to trade up.

A typical structure might look like: Good: Standard vinyl siding with basic trim Better: Enhanced vinyl or engineered wood with decorative trim Best: Fiber cement or premium composite siding paired with a full architectural trim package This framework reduces decision fatigue, builds confidence, and keeps value-sensitive buyers engaged, while giving aspirational buyers a path to upgrade without pressure.

Sell Complete Exterior Solutions, Not Just SKUs One of the most consistent ways to grow margins is to shift from selling “materials” to selling systems. Siding and trim projects usually require complementary components, such as trim boards, fascia and soffits, flashing, housewrap, sheathing repair materials, fasteners, sealants, paint or stains.

Salespeople should be trained to ask: “Would you like me to create a complete materials list so you don’t have to make a second trip?”

anuary 2026

building-products.com

TRIMLOGIC Exterior Trim from AZEK is specifically engineered to outperform alternatives in resisting moisture, rot and insect damage.

FIBER CEMENT is among the sturdiest and easiest-to-maintain siding materials. (Photo by Allura USA)

This approach boosts the order size, increases project satisfaction, and reduces returns or mid-project emergencies.

Stock the Samples That Move the Sale Forward

Employ Visual Sales Tools In siding and trim, aesthetics drive the decision. Retailers that rely solely on small color chips or sample boards undersell the category. Retailers should invest in large-format display walls, before-and-after photos, installed profile examples, digital design tools or visualizers, print brochures, and curated palettes.

The more vividly customers can picture their home’s transformation, the faster the sale progresses—and the more likely they are to select premium finishes.

Train Associates on Installation Pain Points Contractors are loyal to retailers that understand their workflow. Salespeople who can speak intelligently about installation nuances build instant credibility.

Key training areas should include: • Which siding options install fastest • Weather and moisture considerations • Which trim profiles simplify window and door details • Proper fastening schedules and tool requirements • How to avoid callbacks related to expansion, gaps or moisture management

Be Honest About Maintenance Today’s customers have long memories and little tolerance for surprises. Retailers who present an honest assessment of maintenance realities build trust and reduce dissatisfaction. For example, customers will appreciate advice like: “This type of siding looks fantastic, but will need repainting every seven to 10 years. If you prefer a truly low-maintenance solution, consider fiber cement or premium composites.”

Honesty builds long-term loyalty and increases the likelihood of upselling into more durable products. building-products.com

Color accuracy and tactile experience are essential in siding and trim. Missing samples or outdated boards create doubt at the most critical moment.

Retailers should maintain updated color chips; clean, accurate sample boards; installed sections showing shadow lines and textures; and actual trim profiles that customers can hold and compare. Sample availability directly correlates with conversion rates, especially in premium categories.

Promote What’s Readily Available Lead times can be a make-or-break factor. Customers— especially contractors—often choose the product they can get the fastest.

Salespeople should clearly communicate what’s in stock, which colors or profiles ship the quickest, differences in seasonal availability, and expected delivery timelines for special orders. This transparency prevents project delays and builds trust while guiding customers toward higherturning SKUs.

Use Financing and Bundles to Drive Larger Projects Because siding is a high-ticket purchase, financial accessibility dramatically influences close rates. Retailers offering perks like same-as-cash financing, whole-house package discounts, and upgrade promotions regularly see bigger average orders and more premium choices.

Follow Up on Every Estimate Most siding sales don’t fall apart because the customer chose a competitor; they fall apart because no one followed up. A simple 48-hour check-in increases purchasing likelihood significantly.

Siding and trim are more than building products. They transform properties. In the same way, using the right sales approach can transform your business, by differentiating it in a category that rewards expertise as much as inventory. BPD January 2026 • building products digest •

11

------------| PRODUCT SPOTLIGHT

STONE-COATED STEEL roofing, such as Unified Steel, is engineered for severe weather conditions, including hail impact, wind-driven rain, heavy snow, and fire.

PROVE YOUR METAL

SIZING UP THE PRIMARY TYPES OF METAL ROOFING ------------ BY MITCH HEITSCH AS INTEREST in metal roofing continues to grow, dealers can be a resource for roofers, builders and contractors trying to navigate the nuances between how different metal systems perform. Metal roofing more broadly falls into two categories: metal panels and metal shingles, but residential metal roofing is often discussed in terms of standing seam and stone-coated steel.

Let’s break down the real-world differences, installation variables, cost considerations and long-term performance impacts of each category.

Standing seam roofs are chosen for their clean, modern look and long-term durability. They feature continuous vertical panels with raised seams and few exposed fasteners, giving them a sleek architectural appearance. Metal roofing has seen substantial growth in residential markets, from low single digits to the mid-teens over the past two decades, as homeowners increasingly associate metal with strength, fire resistance, and dependable performance during severe weather.

Stone-coated steel systems provide the core benefits of metal, including impact resistance, fire performance, and high wind ratings, while maintaining the appearance of traditional roofing materials. Profiles can replicate shake, shingles or tile.

How the Two Materials Compare Installation: Standing seam panels may be manufactured by a controlled producer, but there is a growing trend of contractors forming panels onsite with portable roll formers. This approach can reduce cost, but may introduce variability in panel dimensions, finish or warranty eligibility.

12 • building products digest • J

Stone-coated steel is factory-manufactured under controlled conditions, with established quality checks that help support long-term reliability and consistent fit across the entire roof system.

Price: Standing seam is generally the higher-priced metal option due to specialized installation, continuous-panel fabrication and precise fastening methods. Stone-coated steel is typically more cost-effective while still delivering premium performance and protection from the elements.

Longevity: Both systems are capable of lasting several decades with proper installation. Each style, material and brand may have different levels of durability and offer different lengths of warranties. For example, Unified Steel stone-coated steel provides a 50-year limited warranty.

Advantages of Each System Standing Seam Metal Roofing • Sleek, modern, architectural appearance • Minimal exposed fasteners • Excellent long-term durability • Strong fit for contemporary or modern home designs Stone-Coated Steel Roofing • Replicates the look of shake, shingle or tile • Lightweight for most reroof applications • Strong resistance to wind, hail and fire • Textured surface may reduce rapid snow-shed BPD – Mitch Heitsch is regional sales manager at Westlake Royal Building Products (westlakeroyalbuildingproducts.com).

anuary 2026

building-products.com

SELECT HARDWOOD SIDING Swanson Select Hardwood® Siding is crafted to protect your property from the elements while minimizing environmental impact. After years of sourcing, Swanson has identified a tropical hardwood that delivers the same sheen and finish— offering a beautiful, sustainable alternative.

PRODUCT DESCRIPTION:

Proprietary Tropical Hardwood Designed to mirror Douglas Fir sheen and finish Versatile for interior or exterior applications Offered in 4" OC, 8" OC, RBB, Plain Ship Lap, and Plain Square Edge Available in 8', 9', and 10' lengths, and 11/32", 15/32", and 19/32" thicknesses NAUF and fully CARB compliant Lacey Act Approved

WHY CHOOSE US? Swanson Group provides the highest proven performance in panel solutions.

Customers recognize our exceptional history of performance, exhibited in our panel solutions

CONTACT US 541-492-7521 JOE.BUTTICE@SWANSONGROUP.BIZ

SWANSONGROUP.BIZ

------------| MARGIN BUILDERS

COATED TILE backers, like DensShield Tile Backer from Georgia-Pacific, are engineered for quicker installs in high-moisture areas.

SELLING GYPSUM BOARDS MORE THAN A LINE ITEM ------------ BY TOD McKIRNAN IN THE RUSH to meet specs and budgets, interior gypsum boards often get lumped into the “commodity” category where they are bought, stocked and sold with little thought beyond price. But smart dealers know better.

The right gypsum board can make or break a project’s performance, from fire resistance and sound control to moisture management and finish quality.

By helping builders and contractors choose the best board for each job, dealers can move beyond transactional sales and become trusted project partners. After all, gypsum may look the same on the pallet, but what’s inside can make a world of difference on the wall. Let’s look at a few things to consider when selling gypsum boards.

Sell Project Value Got a customer that views gypsum boards as interchangeable? Here’s how to change that dynamic: educate customers on performance differences between product offerings. The result: shifting purchase parameters from price per board to value per project.

When Can I Get It? Contractors hate downtime and wasting money. Offer products that allow your customers to focus on on-time deliveries, especially during rush building seasons. Promote local availability and short lead times as product offering

14 • building products digest • J

differentiators. Encourage your customers to focus on reliability, convenience and timeliness.

Ensure Product Technical Support As a dealer, consider promoting manufacturers who are able to provide project guidance, technical and design resources, code-compliance support and more. Ease of accessing technical help is important to your customers; this extends to assembly specifications and local code requirements. Offering customers the highest level of service and support takes the relationship beyond selling materials: you’re helping customers win bids and avoid costly mistakes.

Product Attributes & Comparisons Glass Mat Gypsum Products Choosing glass mat gypsum products (over paper-faced) allows for superior mold and moisture resistance with the elimination of the paper face, which can be a food source for mold. Offer your customers a glass mat product for areas with higher moisture exposure or where maximum mold resistance is needed.

Attributes: Feature fiberglass mats instead of paperfaced provide superior mold and mildew resistance; eliminate a potential food source for mold growth.

Recommended applications: Interiors of exterior walls

anuary 2026

building-products.com

EASE OF CUTTING and handling is a big selling point for coated tile backers.

where moisture intrusion is likely; pre-rock areas; high-moisture rooms (laundry, bath, kitchen, basement); projects where reducing remediation costs is important.

Glass Mat Coated Tile Backer Attributes: Coated tile backers stop moisture at the surface, helping to protect both the tile installation and wall cavity. They eliminate the need for an additional waterproofing membrane, which is required for cement and fiber cement tile backers in wet areas. The right backer offers a built-in moisture barrier for faster tile install; is easy to install with no special tools, fasteners or separate moisture barrier required; is lightweight/easy to cut/handle; scores the highest level for mold resistance; and is considered vapor semi-impermeable.

Applications: High-moisture areas (tub/shower walls,

GLASS MAT GYPSUM products, such as DensArmor Plus interior panels from Georgia-Pacific, excel in areas with higher moisture exposure or where maximum mold resistance is required.

residential steam rooms, indoor pool enclosures); general use areas (walls and ceilings as tile substrate, residential and light commercial floors, countertops).

Build on Value, Not Volume When you move beyond price and start selling performance, it’s possible to elevate your role from material supplier and dealer to project consultant. Whether it’s recommending a mold-resistant glass mat board for pre-rock applications or highlighting labor savings with coated tile backers, every conversation becomes a chance to demonstrate value. In a competitive market, that kind of partnership doesn’t just move product, it builds loyalty that lasts long after the drywall mud dries. BPD – Tod McKirnan is sales enablement operations manager for gypsum board manufacturer Georgia-Pacific (www.gp.com).

A more perfect union Elk Creek Forest Products, through our partnership with All-Coast Forest Products, now offers an expanded range of lumber and building materials. You can expect the same exceptional service, with more options to meet all your needs.

• Douglas Fir — Kiln-dried and green timbers in a range of finishes • Redwood and Western Red Cedar — green timbers • Siding, fascia, and trim in an extensive selection of patterns • 1” and 2” also available in Alaskan Yellow Cedar, Pine and Hem-Fir • Decking and specialty products Prompt shipments are available throughout Elk Creek’s nationwide distribution network. Reach out for more information, or a referral to a qualified Elk Creek distributor.

McMinnville, OR | elkcreekforest.com 503-474-4446 | sales @elkcreekforest.com

DOUGLAS FIR building-products.com

•

REDWOOD

•

WESTERN RED CEDAR January 2026 • building products digest •

15

------------| INDUSTRY TRENDS TRENDS

THE TECHNOLOGY SHIFT LUMBER COMPANIES CAN’T AFFORD TO IGNORE ------------ BY KEVIN STANTON IN TODAY’S intensely competitive lumber market, success doesn’t just depend on the quality of your products—it depends on the quality of your information. Margins are tight, supply chains move fast, and customers expect accurate updates in real time. Yet many companies still juggle multiple disconnected systems for inventory, accounting, order entry, dispatch, and reporting. The result? Slow decisions, duplicated work, frustrated teams, and costly errors.

That’s why more and more lumber businesses—mills, remanufacturers, wholesalers and distributors—are turning to fully integrated software solutions. The demand isn’t just about keeping up with technology trends; it’s about improving efficiency, profitability, and customer satisfaction at every level of the operation.

1. One System, One Source of Truth The lumber business has too many moving pieces to rely on spreadsheets or standalone applications. An integrated platform consolidates everything including inventory tracking, order management, accounting, dispatch, and financial reporting into one unified system.

This single source of truth reduces miscommunication and manual entry, ensuring everyone from sales to the

16 • building products digest • J

yard to accounting is operating with the same accurate, real-time data.

2. Real-Time Inventory That Actually Reflects Reality Inventory is the backbone of any lumber operation. With real-time data, inventory levels update the moment a unit is purchased, sold, re-bundled, picked, or shipped. No more waiting for reconciliations or chasing someone down to verify counts.

This gives your team the confidence to commit to orders faster, avoid stock-outs, and prevent overselling which are three major drivers of customer happiness.

3. Smarter Order Management & Fewer Painful Mistakes Customer orders travel through many hands: sales, logistics, accounting, dispatch. Integrated software keeps all those touchpoints connected.

From quote to invoice, your team can track every detail, step, and change, reducing the risk of costly errors such as incorrect tallies, wrong destinations, or outdated pricing.

4. Accounting & Financial Reporting without the Guesswork Disconnected financial tools lead to delayed reporting, missing data, and last-minute scrambles. Integrated sys-

anuary 2026

building-products.com

tems bring accounting and operations together, giving leadership instant access to accurate financials and operational performance insights. When you don’t have to wait until month-end to understand your business, you can make smarter decisions year-round.

5. Dispatch & Delivery: Faster, Cleaner, More Reliable Lumber logistics are complex, and customers notice when things go wrong. Integrated dispatch modules allow companies to schedule loads, assign trucks, track deliveries, and update customers—all from one system.

The result? On-time shipments, fewer mistakes, and customers who feel informed rather than left in the dark.

6. Empowering Traders to Make More Profitable Decisions For traders, time is money—literally. Every minute spent searching for product availability, tracking down shipping details, or double-checking order status is a minute not spent closing deals.

Integrated software gives traders consolidated access to account management, order tracking, inventory levels, pricing, and shipping information, all in one place. With everything at their fingertips, traders can respond faster, quote more accurately, and spot opportunities sooner.

7. Happier Customers at Every Step Whether you serve big retailers or small yards, customers expect accuracy and transparency. Integrated systems enable you to provide faster quotes, reliable delivery estimates, and proactive communication. When your team is empowered with accurate data, your customers experience that reliability firsthand.

8. The ROI Is Clear—and Fast While adopting an integrated solution is an investment, the return shows up quickly in: • Reduced labor hours • Fewer errors • More profitable sales • Cleaner financial reporting • Better inventory turns • Stronger customer relationships In a margin-sensitive industry, these improvements are gamechanging. To many leaders, the shift toward integrated technology building-products.com

isn’t just operational—it’s strategic.

The lumber industry moves fast, and the companies that win are the ones who can make decisions with confidence. Integrated software isn’t about replacing people—it’s about empowering them. When your traders, dispatchers, accountants and teams all have access to real-time information, you don’t just run more efficiently. You serve customers better, you reduce friction, and you make more profitable decisions every single day.

The Bottom Line Companies that adopt connected,

real-time tools aren’t just keeping up with the industry’s evolution, they’re staying ahead of it. And in a market where every decision counts, that advantage is worth every penny. BPD

KEVIN STANTON Kevin Stanton is founder and software architect for RDB Solutions, Bend, Or. (www.rdb-solutions.com).

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CT-Darnell.com | 800-353-0892 Scan the QR code for more information or visit ct-darnell.com. © WTD Holdings, Inc., 2026. All rights reserved.

January 2026 • building products digest •

17

------------| OLSEN ON SALES

HOW DO I GROW MY SALES FORCE? ------------ BY JAMES OLSEN BUSINESS OWNERS and sales managers frequently ask me: “Should I hire experienced or inexperienced salespeople?” and “How do I grow my sales force?” Let’s look at the pros and cons of hiring experienced vs. non-experienced sellers.

Experienced Sellers Advantages: (1) They usually produce immediate results.

(2) They don’t have to be trained.

(3) They open new customers and markets to our company.

Disadvantages: (1) Unseen baggage. Why are they changing jobs?

(2) Loyalty. Loyalty must be earned with any employee, but once a seller begins to move from company to company, they often continue.

(3) Overconfidence. Many experienced sellers have an exaggerated idea of their skills and value.

(4) They often have trouble adjusting to the new culture.

Inexperienced Sellers Advantages: (1) It’s easier to get new sellers to adapt to our company culture. We won’t have to un-train bad or different habits.

(2) Loyalty. Loyalty must be earned with anyone, but sellers who grow with our company, management team, and culture will stay longer than those used to changing cultures.

(3) Management. It will be easier to train to our culture than to un-train a different culture.

(4) Controlled growth. When we have an established sales training program, we can hire to the program, and establish a track record of controlled growth.

Disadvantages: (1) Cost. Inexperienced sellers will have to be trained. They also will have a slower ramp up to profitability.

(2) Failure rate. Our investment of time and money will not always be rewarded by the new sellers. Some will succeed, some will fail.

Companies that have consistent growth have an ongoing training program for new hires. They will hire experienced sellers, but judiciously. They don’t shy away from them, but treat them as icing on the cake of sales growth. Once we have hired our sales force, how do we maintain and grow?

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10 Concepts for Ongoing Sales Team Growth (1) Always be looking. We aren’t always hiring, but we continually are interviewing and searching for new candidates.

(2) Hire the right person. Easier said than done. Each company has a sales culture. We must know the kind of salesperson we are looking for and hire to that position.

(3) Set expectations high from the beginning. When we set the activities and expectations high and clear from day one, we will have an easier time managing to these goals.

(4) Give solid initial training. Training must be thorough and specific.

(5) Monitor progress. Salespeople respond to attention.

When they receive it often and early, they respond positively.

(6) Account Management. The biggest time and money management mistake made by sellers is calling on non-profitable accounts too long. Account management is the best thing management can do to ensure growth of the team. Left to individual sellers, it will be sporadic or non-existent.

(7) Ongoing training. There are people who pick up the selling game quickly. They are the exception.

(8) Show we care. Take salespeople to lunch. Have a drink.

Spend some personal time. It pays big dividends in productivity and slowing down turn over.

(9) Hire two at a time. If we want sustainable, controlled growth, we must commit to hiring more than one salesperson at a time. Sales has a high failure rate. Hiring two salespeople gives our new hires a person to compete with and relate to—and gives us an insurance policy if one fails.

(10) Account visits. Management visits to salespeople’s accounts help us evaluate and educate the salespeople while in most cases increasing business. These visits also help make the account loyal to our company, not just the seller. BPD

JAMES OLSEN James Olsen is principal of Reality Sales Training, Portland, Or., and creator of SellingLumber.com. Call him at (503) 544-3572 or email james@realitysalestraining.com.

anuary 2026

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------------| TRANSFORMING TEAMS

MOVING FROM 2025 TO 2026 WHAT TO KNOW

------------ BY PAIGE McALLISTER I THINK EVERYONE can agree that 2025 was a tumultuous year. While there was not the expected legislative activity from the Congress, President Trump and his Administration enacted a lot of major changes which impacted employers and employees. Meanwhile, several states took advantage of their unified legislatures and/or the trends from the Trump Administration to pass legislation of their own. Here are some trends we are noticing and thoughts to help you prepare for what is ahead in 2026.

Federal President Trump, through his executive actions and the initiatives of his Administration, made several major impacts on the ways companies do business, several of which created turmoil and uncertainty during the year. The effects of the much-publicized tariffs are starting to be felt with more impacts expected in 2026 as companies and economic markets continue to adjust. Some of the areas of interest we are watching are: Labor Force: Experts agree that the stagnant labor market (characterized by slow or no job growth, few new openings, slow wage increases, and high competition for limited roles) we saw in 2025 will continue through 2026.

While some larger companies announced layoffs, most employers are not firing employees, but they are not hiring new employees either. Factors such as the low availability of open jobs and the increasing cost-of-living are causing more employees to stay with their current company.

While resignation levels are decreasing, employee dissatisfaction is increasing due to their disconnection from, dissatisfaction with, or being discounted by management; a lack of transparency in how their company is or plans to adjust to on-going challenges; a decrease in their work-life balance with the rescinding of remote work arrangements or flexible scheduling; the reality of working with underperforming co-workers being retained due to poor management or operational need; and/or the lack of

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career progression due to stagnation within the company’s workforce.

For 2026, we recommend that employers: • Train their managers to better engage with and value their good employees; • Effectively manage the performance of employees not meeting expectations; • Review the compensation and benefits of their workforce to be competitive enough to attract and retain high performers; and • Strengthen their recruiting and hiring process to find and place better qualified candidates more quickly.

Immigration: Some of the biggest headlines from 2025 involved the Trump Administration’s crackdown on immigration (illegal and legal) by increasing the number of banned countries, expanding permissible actions law enforcement can take to detain suspected illegal immigrants (with or without a criminal charge or history), escalating forced and incentivizing voluntary deportations, and changing the visa and asylum process.

The Administration also created uncertainty in the workplace by changing Temporary Protected Status (TPS), Deferred Action for Childhood Arrivals (DACA) protections, and Employment Authorization Document (EAD) extensions as well as increasing enforcement and penalties of Form I-9 audits, workplace investigations, and immigration raids. Expectations are that these actions will continue in 2026 as evidenced by the recently-announced end to automatic EAD extensions and the continued growth of ICE enforcement personnel.

For 2026, we recommend that employers: • Complete a self-audit of their Form I-9s for current and recently terminated employees with guidance from a subject matter expert such as The Workplace Advisors or legal counsel;

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• Update their processes for completing, updating, and retaining Form I-9s; • Train any person who could serve as a company representative when completing the Form I-9 during onboarding; • Develop a plan to respond to ICE inquiries, audits and raids; • Engage an immigration attorney now so they can immediately assist if ICE visits; and • Connect with The Workplace Advisors for help with auditing your Form I-9s or policies.

No Tax on Overtime or Tips: As part of the One Big Beautiful Bill Act (OBBBA), eligible employees who earn overtime and/or tips will be able to deduct part of that qualified income on their personal income taxes starting in 2026. There will not be any differences to paycheck deductions and certain taxes such as Social Security, Medicare (FICA), and state and/or local taxes. Since the IRS has yet to release new forms reflecting this deduction, employers will not be required to provide a breakdown of overtime and/or tip compensation on the 2025 W-2 but are encouraged to if possible. However, they will be required to provide a detailed breakdown of overtime and/ or tips beginning in 2026.

For 2026, we recommend that employers: • Review the criteria for employees and industries qualified for these exemptions to determine if action needs to be taken; • Update their payroll systems to accurately track overtime and tips as separate categories of income; • Work with their payroll processor to ensure all information is captured accurately and audited frequently throughout the year; • Develop an FAQ to explain to employees the company’s role in this new deduction; and • Prohibit any employee or manager to offer tax advice to employees asking about how they file for this deduction.

related laws passed through ballot propositions in 2025, we expect some important initiatives to make it to the ballots in November 2026. In the meantime, some areas we are keeping an eye on are: Artificial Intelligence (AI): AI is everywhere these days, whether we want it to be or not. In the workplace, AI is used for content creation, marketing, recruiting, training, productivity, data management, and more.

While AI can be beneficial, it can also create exposure for confidentiality, trademark violations, and discrimination. Several Trump-

supported bills have been introduced as amendments to other laws in Congress trying to restrict states’ rights in passing laws to govern AI but have so far been unsuccessful. Instead, state legislatures continue to pass laws which restrict or protect people (employees, applicants, customers, etc.) from certain usage of AI. Currently California, Colorado, Illinois, Maryland, New York, Texas and Virginia all have laws governing the use of AI. Along with some of these laws being expanded in 2026, several other states are expected to continue exploring (Continued on next page)

States As in recent years, states took the lead on key policy initiatives in 2025 due to prolonged federal inaction.

This is expected to continue in 2026.

While there were no employmentbuilding-products.com

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laws to protect their residents from the impacts of AI. For 2026 we recommend that employers: • Develop and issue a policy outlining expectations and restrictions for the use of AI in the workplace; • Engage experts to work with management to decide how AI will be used and the best tools to accomplish those goals; and • Prioritize compliance and confidentiality when implementing any AI. Minimum Wage Increases: As determined through past legislation, the minimum wage increases in 19 states and 49 cities and counties as of January 1, 2026. Additionally, five states will increase the minimum salary threshold for exempt employees. Later in 2026, four other states and 22 other cities will increase their minimum wage.

For 2026, we recommend that employers: • Review their payroll rosters to ensure all employees are making at least minimum wage, increasing where needed; • Consider impacts of resulting wage compression and adjust others’ wages if needed; and • Review the exempt and non-exempt classification for all employees ensuring that exempt employees meet the applicable salary test, minimum salary threshold (federal or state), and job duties test.

Paid and Unpaid Leave and Time Off: While no new time off or leave laws were passed in 2025, several new

Q. An employee is going out for surgery. Besides noting their time off on the schedule, what do we need to do?

A. There are several actions to take when an employ-

ee is going out for their own medical condition which should be applied consistently in all similar situations.

First, you need to determine if they are eligible for protected leave under federal or state law. If so, then you need to provide the employee with the applicable forms and information. You should ask for documentation from their health care provider to verify the time off as you process their leave.

Second, if the employee is entitled to or will be required to use available paid time off (such as sick time), you should notify them of that. If they will be eligible for paid leave through a state-run program, you should direct them to that agency.

Whether or not you have taken any of the above steps, you should ask for a doctor's note releasing them back to work before they can come back. This note should include if they are released back to full duty or if there are any limitations or restrictions and for how long. This note is important to make sure employees can physically do the job or, if they are reinjured on the job, it could fall on your Workers' Comp.

Be proactive and develop a procedure for handling leave requests and train everyone who interacts with the employees how requests need to be handled. Be sure to keep all medical information strictly confidential, only forwarding information such as days off or accommodations to those who need to know.

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laws or amendments of current laws will be implemented in 2026, including: California: Paid sick leave can be used if the employee or a family member needs to attend judicial proceedings as the victim of a crime.

Colorado: Neonatal leave provides eligible employees up to 12 weeks of additional leave for an employee whose newborn child is the neonatal intensive care unit (NICU).

Connecticut: Paid sick leave expanded to employers with 11 or more employees.

Delaware: Paid Family and Medical Leave provides eligible employees with up to 12 weeks of paid prenatal leave, six weeks of paid family caregiver leave, or six weeks of paid medical leave.

Illinois: Blood and Organ Donation Leave expanded to part-time employees; Lactation breaks must now be paid.

Minnesota: Paid Family and Medical Leave provides eligible employees with up to 12 weeks for their own serious health care condition and/or up to 12 weeks for bonding time, to care for a family member, safety needs, or another qualifying reason up to a total of 20 weeks total in a year; Rest breaks (paid) of 15 minutes for every four hours worked; Meal breaks (paid) of 30 minutes for every shift of six hours or more for all employees.

New Hampshire: Unpaid Family and Medical Leave provides eligible employees who work with employers of 25 or more employees with up to 25 hours of unpaid time off per year for appointments for childbirth, postpartum, and infant care.

Oregon: Paid sick time usage expanded to donate blood.

Rhode Island: Paid Family and Medical Leave expanded to cover bone marrow or organ donation (and applies retroactively to January 1, 2025).

Washington: Paid Family and Medical Leave was expanded to include job- and benefit-protections for employees in companies with 25 or more employees (will expand to smaller companies on a staggered schedule through 2028); Paid Sick Leave expanded to offer time off to victims of domestic and sexual violence to seek care and safety measures.

For 2026, we recommend that employers: • Update their policies and handbooks to include updated protections and distribute them to all employees; • Revise their procedures to include new reasons and protections and train HR and managers to know when these need to be offered to employees; and • Remind all management and employees that adverse employment action or retaliation for taking this protected time off is prohibited. BPD

PAIGE McALLISTER Paige McAllister, SPHR, SHRM-SCP, is vice president for compliance with The Workplace Advisors, Inc. Reach her at (877) 660-6400 or paige@theworkplaceadvisors.com.

anuary 2026

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HERE, IT S YES, WE CAN “ NOT, WISH WE COULD ’ “

WE HELP SOLVE CUSTOMER CHALLENGES. NOT CREATE THEM. For example, by welcoming custom shipments to help you fulfill orders fast. Flexible terms when your company needs them most. And being available for you, whenever, wherever.

Make your move to Culpeper and enjoy the benefits of an honest partner in the business of treated lumber. Explore more at culpeperwood.com/become-a-dealer.

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A SPECIAL SERIES FROM

------------| LUMBER 411

EDUCATION AS A SALES TOOL ------------ BY JEFF EASTERLING FOR DECADES NOW, product selection at the lumberyard has been driven by habit, by relationships, by whatever the family has used for generations. While perhaps it’s been successful for a while, is it still resonating with the younger generation of builders?

The recent wave of younger, tech-savvy business owners entering the trades expect their dealers to be more than order-takers: they are looking for experienced advice, people to advise them, and even partners to help them complete projects on budget and on time. They’re looking for ways to build smarter and faster and partners that will get them there.

Which is why education and educational tools have become one of the most powerful sales tools in the modern dealer playbook.

Free Publicity Register to be part of the free NELMA retailer listing here!

Too many choices! Your customers are overwhelmed with new product offerings, ongoing code changes, performance options, and any matter of other details. Without the time to sift through it all, dealers who break down differences and offer educational options and feedback will quickly rise to the top as the go-to resource.

Education = loyalty. When a customer of yours feels that their chosen dealer is a partner in the project, loyalty enters the chat. When they feel a dealer is invested in their success and wants to help them grow and learn, they’re not going anywhere. Offering easy-to-consumer educational tools lays the groundwork for a long and prosperous relationship.

When it comes to selling eastern white pine and SPFs, NELMA is your partner in education and training.

We’ve developed a whole slew of tools to offer you fresh new ways to sell more wood. Here are our most-used options, all available at www.nelma.org.

U.S. and Canada. On our website you’ll find the most up-to-date edition of Standard Grading Rules for Northeastern Lumber, covering species, grades, grade marks, tally and sizes, glued products, moisture content and inspection provisions, and much more. The guide is available online or in print.

Retail Directory/Dealer Locator

Publication Store

This free listing is a no-brainer: register your business and provide full details on which wood products you offer (on the eastern white pine/SPFs spectrum). Your registration makes it super easy for your potential customers to find a local source for purchasing the products they need.

Grade Rule Book NELMA is accredited by the American Lumber Standard Committee (ALSC) and is one of six lumber rules writing agencies in the

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anuary 2026

Grader Academy Looking for a way to provide necessary grading information in a fun, visual, easy-to-use format? Try the Grader Academy! Create an account for your company and encourage your employees to log in and see what kind of grader they are. This is the perfect educational solution for mill employees and dealers, and it is free to anyone who wants to learn more about grading lumber. There are simulation grading games within the Academy to make it more fun! The more your staff knows, the more they can pass along to customers. Knowledgeable sales team = increased loyalty.

If you’re looking for a way to sell more wood, the Publication Store has what you need. From case studies to share inspiration with your customers to species-specific product knowledge sheets, it’s here. A cool pattern poster showcasing eastern white pine’s beauty, or perhaps a DVD that will help indulge your love of history with the story of wood in the Northeast? We’ve got it. Don’t sleep on the Eastern White Pine Grade Photo Swatch: it is, by far, our most popular selling tool. What a clever way to showcase offerings! building-products.com

How-to Videos

Virtual Tour

Pop over to YouTube and check out our nelmaTV channel for a large selection of videos demonstrating the multiple ways in which eastern white pine and SPFs may be used. From interior to exterior applications, the short, instructional videos range from installing wood wainscotting to building a barrel ceiling. Be sure to check out our latest: an eastern white pine siding installation series featuring the Maine Cabin Masters!

Stay on the Consumers tab and check out the Virtual Tours while you’re there! You know those 360-degree camera tours real estate agents offer these days? We’ve taken the same technology and applied it to eastern white pine and SPFs project… but with an educational twist! Use your cursor to move around each room in the project and watch for the informative pop ups along the way indicating what product was used.

Lumber 411 Library

Monographs

If you have enjoyed reading these Lumber 411 columns over the past six and a half years, we’ve stored them all in one place for you on the NELMA website! Dig down and you’ll find basic information about multiple species under the NELMA umbrella, trend analysis, hot topic discussions, case studies, and much more.

Eastern white pine has been the building product of choice for more than 300 years, and we have the Monographs to prove it. Check out these cool, architectural-based real stories focused on areas of New England, specific products, and specific building styles.

We hope this has given you a deeper dive into the resources available from NELMA to help you sell more wood.

If there’s something we can do to help you, please reach out at info@nelma.org. Happy selling! BPD

Profiles in Pine If you’re looking for solid proof that eastern white pine is among the most beautiful building product choices out there, here’s your proof. This stunning brochure highlights profiles available with eastern white pine and illustrates their beauty through residential and commercial applications.

JEFF EASTERLING

Inspiration Photos Check out the Consumers tab on the NELMA website and click on Inspiration for a grand library of project photos.

From lovely homes to a restaurant to a barn to a school, we’re sharing a showcase of what eastern white pine is capable of, and how it can change the entire look and feel of a project.

Jeff Easterling is president of Northeastern Lumber Manufacturers Association, Cumberland Center, Me. Reach him at info@nelma.org.

Ambara® - A Higher Degree of Wood Ambara® is a thermally modified hardwood built for performance. Its unique, chemical-free modification process enhances dimensional stability and increases resistance to rot and decay. Stunning, stable, and low-maintenance, Ambara® is made to last on projects where quality matters.

The word is out. Ambara® is in.

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novausawood.com | 503-419-6407

January 2026 • building products digest •

25

------------| SELLING WITH KAHLE

HOW TO SHAPE YOUR OWN DESTINY ------------ BY DAVE KAHLE MY WIFE is a crisis counselor. One of her biggest eye-openers occurred when she realized she was counseling the same people over and over again. You would think that a crisis was an isolated event. Maybe for most of the population. But some lurch from one crisis to another.

Why is that? They have not learned to change their behavior because they haven’t learned to control their thoughts. They have acquired patterns of thinking—which we often label attitudes—in an earlier age and never learned how to think differently.

On the other hand, we have all seen interviews with highly successful people and heard them expound on the principles of positive thinking. They will attribute their success to learning how to control their thoughts and manifest their goals.

Learning to control your thoughts—to choose to think some things and not others—marks a watershed event in one’s life.

I recall the time that I made that discovery. I had been the number one salesperson in the nation for a company— my first full time professional sales job. I was comfortable—adequate salary, good benefits, company car, bonus potential, and the respect of my employer and colleagues.

But the opportunities were limited, and I decided to move to a job that was completely different. I took a sales job with a new company, selling surgical staplers to hospitals.

It was a huge leap from the secure job I had to one that paid straight commission, and for which I had to buy my own samples and literature from the company.

But I was cocky, filled with the success of my previous job, and sure that I could make this work also. I wasn’t hasty. I looked at the amount of existing business in the territory I was slated for and determined that if I could double the business within six months—a doable task, I was assured—I’d be back making about what I was used to.

Then, as I increased the business, my income and lifestyle would evidence the difference.

It all sounded good, and I left my old job, and arrived in New York City for six weeks of intensive training on the new one. During the time that I was there, my district

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manager was replaced. When I arrived home after the training, the new manager was eager to meet with me. In our first meeting, before I had a chance to begin working, he informed me that he had revised the sales territories.

The territory that I thought I had—the one I was hired for— was not the one I was going to get. Instead, I was going to receive just a fraction of that. And the new territory only contained about one third of the existing business of the previous one. This change meant my plans for making a living were shot. It now became an impossible task.

I was upset and angry. How could they do that to me?

At this time, I had five kids to support, and felt the pressure to provide. I immediately began to look for another job, determined to quickly leave this unethical, uncaring company.

Things got worse. As I interviewed several companies, I discovered that they saw me as the problem. Instead of understanding what the company had done to me, they thought I was an opportunist who was looking for an easy way out. Basically, no one else was going to hire me!

I grew more and more angry and more and more bitter.

In addition, I had little success selling the staplers. After six months, my temporary draw came to an end. I owed the company $10,000, was earning almost nothing, and had no prospects for another job. I felt squeezed between the proverbial rock and hard place.

And then, somewhere in there, I had an epiphany.

Yes, the company was unethical. Yes, they had done a bad thing to me. But the reason I was not achieving had nothing to do with that. It was my fault! It was me. It was my anger, my bitterness, my resentment—yes, my “victim attitude”—that was keeping me back. The product was still exciting, and the opportunity was still great. The real problem was my attitude was getting in the way of everything.

So, I accepted my responsibility to change my performance. I saw that I had to change my attitude. And in order to change my attitude, I had to change my thinking.

So, I set about to do so. I looked up Bible verses that were very inspiring. Verses like, “If God is for you, who can be against you?” I wrote them down on 3x5 cards. Then,

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as I drove into my territory every day along I-96 in Detroit, I held that stack of cards in my hand on the steering wheel and read them over and over to myself. Slowly I began to do away with my bitter attitude and replaced it with hope and expectation.

My results began to change also. Things began to get better. Six months later, I had paid off the debt to the company and was making more money than I thought possible. The job became more fun, more financially rewarding, and more fulfilling than anything I ever expected.

The change happened when I decided to change my thoughts.

There certainly is nothing new about that observation. Solomon, writing centuries before Christ, said, “As a man thinks in heart, so is he.”

The Apostle Paul wrote, “Be transformed by the renewing of your mind.” The relationship between thoughts, actions and results has been recognized probably since the dawn of mankind.

The problem is, of course, actually doing it. One of the best business books of the 20th century was called Learned Optimism by Dr. Martin Seligman. In it, he describes his lifework. As a research psychologist, Dr. Seligman began by studying helplessness in dogs. In an early experiment, he put dogs into a cage from which they could not escape and subjected them to mild shocks. After some effort at escape, the dogs would give up trying and lay down. Later, he put them into a cage from which they could easily escape and subjected them to the same mild shocks. The dogs would just lie down and give up.

Surprisingly, they did not attempt to remove themselves from the irritant.

They had learned helplessness and hopelessness.

In subsequent experiments, Dr. Seligman found a similar behavior in human beings. Put into a room and subjected to irritating noises from which they could not escape, they soon learned to give up. When put into a room with a mechanism that would turn off the noise, they still didn’t try. They had learned helplessness and hopelessness.

From this beginning, Seligman continued to formulate a thesis he calls “learned optimism.” It says, basically, that human beings learn to have either a pessimistic or an optimistic building-products.com

outlook. Seligman’s book contains a self-assessment to measure the degree of pessimism or optimism of the reader.

Seligman’s thesis arises from the way people explain negative events to themselves. When something negative happens, as it eventually will, the way you explain it to yourself determines your pessimistic/optimistic attitude. There are three components of this “explanatory style.”

The first component is the degree to which you believe the event will be permanent. Pessimists believe negative events will be permanent, while optimists believe that they will be temporary.

The second component is pervasiveness. Pessimists believe the causes of negative events are universal, affecting everything they do. Optimists believe them to be specific and limited to individual circumstances.

The third component is personal.

Pessimists believe that negative events are caused by themselves.

Optimists believe that the world is at fault.

Here’s how this behavioral perspective works in the everyday life of a salesperson. Let’s say you visit one of your large accounts, and your main contact announces that the vice-president for operations has signed a prime vendor agreement with your largest competitor, and that all of your business will be moved to that competitor within the next 30 days. That’s a negative event.

As you drive away from the account, you think to yourself, “I blew it here. I should have seen it coming. I’m never going to learn this job. I’ll blow the next one too. I mismanage them all.”

Now that’s a pessimistic explanation of the event. Notice that you have explained it in a way that is personal, “I blew it.” Your explanation is also permanent, “I’m never going to learn to do this job,” and pervasive, “I mismanage them all.”

Now stop a minute and analyze how you feel as a result of this explanation. Probably defeated, dejected, depressed and passive. These are not the kinds of feelings you need to energize you to make your next sales call.

Let’s revisit the situation, this time offering optimistic explanations. The same event occurs—you receive bad

news from your best account. As you drive away, you think to yourself, “They really made a bad mistake this time. It’s a good thing the contract is only for a year. That gives me time to work to get it back. I’m glad it was only this account and no others.”

That’s an optimistic explanation because your explanations were not personal, permanent or pervasive.

How do you feel about your future as a result of this explanation? Probably energized and hopeful.

See the difference? The event was the same. The only difference was the way you explained it to yourself. One set of explanations was optimistic, leading to energy and hope, while the other was pessimistic, leading to dejection and passivity. The difference was how you thought about it.

Dr. Seligman has isolated optimistic behavior as one of the characteristics of successful people. Using various techniques he developed; he predicted elections by analyzing each candidate’s explanatory style. The most optimistic candidates often win elections.

The implications for you are awesome. If you can improve your explanatory style, and make it more optimistic, you’ll create more positive energy and hope for yourself, no matter how difficult or negative the circumstances with which you must deal. It is a matter of choosing your thoughts.

Learned optimism can be one of your most powerful self-management techniques. It’s based on this powerful principle: Your thoughts influence your feelings and your actions, and you can choose your thoughts.

Learning to control and choose your thoughts is a learned skill, just like active listening. Learning to do so marks a huge step in our development. BPD

DAVE KAHLE Dave Kahle is a leading sales authority, having presented in 47 states and 11 countries and written 12 books including How to Sell Anything to Anyone Anytime and The Good Book on Business. For more information, visit davekahle.com.

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BOISE CASCADE ACQUIRING HOLDEN HUMPHREY Boise Cascade Co., Boise, Id., has reached an agreement to purchase Holden Humphrey, a two-step distributor of building materials located in Chicopee, Ma., with approximately $145 million in revenue over the last 12 months.

Established in 1987, Holden Humphrey’s distribution facility serves lumber dealers and one-step distributors throughout New England, New York, and New Jersey. Holden Humphrey offers a wide range of specialty building product categories, with an emphasis on siding, wood decking, and trim products.

They are a large supplier of James Hardie siding, and this acquisition will further strengthen distribution partnerships with CertainTeed and Henry. In addition, the acquisition will also enable Boise Cascade to expand their product line into several areas that are new to the company in this geography.

Boise Cascade currently operates 39 distribution locations in the U.S., and this new location expands the company’s distribution business in the Northeast region.

“Like Boise Cascade, Holden Humphrey’s success is built on the strength of their long-standing

relationships with their customers and suppliers, and they have a proven track record of profitable growth in the Northeast region,” said Jo Barney, executive vice president, Building Materials Distribution for Boise Cascade. “This acquisition aligns with our company’s growth strategy and enhances our footprint in the Northeast. In addition to extending our reach with existing products, this acquisition will enable us to expand our product line for our customers in this geography.”

Lance Humphrey, president of Holden Humphrey, noted, “For the past 38 years, my business partner, Peter Alexander, and I have made it our mission to provide top quality products and services to our customers, build trusting relationships with our suppliers, and offer sound career opportunities for our employees. We believe Boise Cascade is the best company to carry on with the business, and we are enthusiastic about Boise Cascade’s ability to continue this tradition by expanding our team’s capabilities and creating new opportunities for our employees.”

The transaction is expected to close this month, subject to customary closing conditions.

HARRIGAN HALVES SOUTHERN PINE PRODUCTION Harrigan Lumber Co. has reduced production levels by 50% at its Monroeville, Al., sawmill and laid off 34 employees, effective Dec. 1.

The decision came in response to continued market pressures impacting the southern yellow pine lumber industry and a prolonged period of diminished demand and pricing instability.

“Today’s announcement reflects the difficult realities our industry continues to face,” company president Patrick Harrigan said. “Despite our ongoing efforts to improve operations and increase efficiency, current market conditions leave us no choice but to scale back production.

This decision was made only after careful consideration of all available alternatives.”

The reduction will affect operations across the mill and will result in a temporary change to a single-shift production schedule.

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Harrigan Lumber emphasized that the company remains committed to its employees, customers and the Monroeville community. “We are grateful for the hard work and dedication of our team members, especially during such a challenging period for the lumber sector,” he said. “We will provide support and resources to affected employees as they transition.”

Harrigan Lumber will continue to monitor market conditions closely and will evaluate opportunities to restore production levels as demand improves.

Harrigan Lumber Co. was founded in 1972 and its current facility in Monroeville has been producing southern yellow pine dimension lumber since 1974. The mill was upgraded in 1988 and now has a production capacity of 115 million bd. ft. annually.

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------------| DEALER BRIEFS Tupelo Hardware Co., Tupelo, Ms.—the store made famous for selling 10-year-old Elvis Presley his first guitar—was scheduled to close on Dec. 31 after 99 years. The Tupelo City Council hopes to purchase the historic property. Timing of the closure was attributed to health issues plaguing owner George Booth Jr. The Building Center’s specialty drywall & insulation location in Ocean Isle Beach, N.C., has added full lumber and building materials.

Costello’s Ace Hardware is adding a 12,000-sq. ft. branch this spring in Abington, Pa. Westlake Ace Hardware has started construction on a new 18,000-sq. ft. store in Papillion, Ne.

Ace Hardware operator Mathew “Chip” Borre is adding a store in April in Bridgman, Ga., joining locations in St. Joseph, Stevensville and Watervliet, Ga. E&H Ace Hardware, Dublin, Oh., suffered severe damage in a Dec. 2 fire.

Sunshine Ace Hardware held a grand opening celebration Dec. 6-7 at its new branch in Golden Gate Estates (Naples), Fl. Brickman’s Ace Hardware has leased 10,000 sq. ft. in Toms River, N.Y., to open store #5 early this year.

Ace Hardware franchisee Jim Stoner has added a new location in Plant City, Fl., joining branches in Dade City and Zephyrhills, Fl. Durfree Hardware, Cranston, R.I., has switched its affiliation from True Value to Ace Hardware.

Howells Hardware Store, Lancaster, Pa., is closing Jan. 9 after 80+ years due to longtime owner Robert Howells’ health issues.

Companion business Howells Glass will remain open.

S&L Hardware, Eureka, Ks., was destroyed in a Nov. 23 blaze.

Shiloh Fence & Gate Supply, Springdale, Ar., is now carrying Sequoia Supreme redwood fencing from Sequoia Forest Products, Seattle, Wa. Menards is considering reviving plans to build a larger replacement store in Griffith, In.

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LEZZER PURCHASES PITTSBURGH CHAIN

Lezzer Lumber has acquired three new lumberyards— sister companies Brookside Lumber, Bethel Park, Pa., and H.P. Starr Lumber in Valencia and Evans City, Pa.—significantly expanding its footprint in the Pittsburgh area.

Founded in 1927 in Curwensville, Pa., Lezzer Lumber has grown to become of one the largest building materials suppliers in the United States.

With the acquisition, Lezzer Lumber now operates 15 lumberyards across Pennsylvania, a full truss plant in Curwensville, four commercial door facilities, two millwork shops, and 16 kitchen and bathroom design centers.

Founded in 1926, Brookside Lumber currently operates a seven-acre facility with over 100,000 sq. ft. of product under roof. In 1998, Brookside merged with another family-owned independent lumberyard, H.P. Starr.

H.P. Starr traces its roots to the 1880s, when it started as a feed and grist mill in Glades Mill (Valencia). It began hauling building materials in 1946, and over the years would increasingly focus on this segment. In 198,1 the current showroom was constructed at the Glade Mills location, with the old showroom converted into a warehouse. The Evans City location was added in 1984.

Bluetape (owed $503,219) is one of several companies that have filed suit against the dealer in recent years, following filings by Premium Merchant Funding, Proventure Capital, Quaker Window Products, Sherwood Lumber, and Orgill.

FIRE GUTS BALTIMORE HARDWARE STORE

A family-owned hardware store in Baltimore, Md., was destroyed on Dec. 15 due to an accidental electrical fire.

Faulkenhan’s Hardware Store has been a pillar of the Hampden neighborhood for decades.

No one was in the two-story building when it caught fire early in the morning.

------------| SUPPLIER BRIEFS

RHODE ISLAND’S ARNOLD LUMBER EXPANDING INTO MASSACHUSETTS

Arnold Lumber Co., West Kingston, R.I., has acquired property in Attleboro, Ma., where it will open its fifth location—and first in Massachusetts.

The 88,000-sq. ft. facility will offer the full range of Arnold Lumber’s trusted building materials while also serving as a key hub for other divisions, including kitchens, masonry, hardscapes, and the company’s recently launched Multi-Family + Commercial Division. The expansion positions the firm to better support builders, contractors and designers throughout eastern Massachusetts with increased product availability, enhanced services, and a more accessible footprint.

“Our expansion into Attleboro is an important and meaningful step for Arnold Lumber,” said Matt Semonik, chief operating officer. “This facility strengthens our ability to support builders and design professionals with the quality, reliability, and service they expect from us.

It reflects our commitment to long-term growth and expands our capabilities well into Massachusetts, all while honoring the standards that have defined our company for more than a century.”

Arnold also operates locations in West Kingston, South Kingstown, Bristol and Westerly, R.I.

CHICAGO DEALER FILES BANKRUPTCY

North American Builders Supply, Yorkville, Il., has filed for Chapter 11 bankruptcy protection to allow the business to reorganize.

The petition, filed Dec. 3 in the Illinois Northern Bankruptcy Court, lists the business as having $500,000 to $1 million in assets, and between $1 million and $10 million in liabilities, owed to fewer than 50 unsecured creditors. Among their largest unsecured creditor is Bluetape, Inc., an automated financing and payment service for the LBM industry.

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ITC MILLWORK’S NEW DC

ITC Millwork has opened a new 32,000-sq. ft. distribution hub and service center in Garner, N.C. Cornerstone Building Brands will invest $4.9 million to modernize its Ply Gem window and door plant in Rocky Mount, Va. Andersen Corp., Bayport, Mn., agreed to acquire Bright Wood Corp., Madras, Or., reportedly the largest independent manufacturer of wood window and patio door components and engineered dimensional lumber in the U.S. The Bright Wood business will continue to operate under local leadership.

Anatolia Cabinet & Millwork will invest $9.6 million to build a state-of-the-art cabinet and millwork factory in Baxter, Tn. HNI Corp., Muscatine, Ia., completed its acquisition of Steelcase Inc., Grand Rapids, Mi. Both corporate headquarters will be maintained.

US Lumber Brokers, Austin, Tx., is now supplying Styline windows and doors throughout Texas.

Benjamin Obdyke’s VaporDry SAS roofing underlayment recently was approved for use as a component of a FORTIFIED Home-eligible roof system.

Trex composite decking earned the title of “The Coolest Thing Made in Virginia,” capturing top honors in the Rubber and Plastics Products category of the 2025 Virginia Manufacturing Cup hosted by the Virginia Manufacturing Association.

Combilift won the R&D Innovation of the Year Award at the Plant & Civil Engineer Awards for its Combi-SPI (self-propelled inloader).

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------------| MOVERS & SHAKERS Mark Goulet, ex-Lowe’s, was named president of US LBM’s Mid-Cape Home Centers division, South Dennis, Ma. Denise Brookhouse has taken over as CEO of Koopman Lumber, Whitinsville, Ma., effective Jan. 1. She succeeds Dirk Koopman, CEO since 2010, who is now president.

Nate Jorgensen, CEO, Boise Cascade Co., Boise, Id., plans to retire effective March 2. He will be succeeded by Jeff Strom, currently chief operating officer.

Jorgensen will continue to serve on the board.

Scott Hager, ex-James Hardie, has joined U.S. Lumber, Big Lake, Mn., as sales mgr.

Kevin Newell, ex-Builders FirstSource, has moved to Carter Lumber, Grand Rapids, Mi., as director of commerical sales for west Michigan.

Paul Boehmer, ex-Forest Specialties, is now with Concannon Lumber Co., as a lumber & plywood trader in Minneapolis, Mn. Lin Thompson, account mgr., Timber Products, Bonaire, Ga., has retired after more than 35 years in the hardwood plywood industry, the last 25 with TP. John Biedermann takes over Southeastern plywood sales.

Tim Bonenfant, ex-Home Depot, is now general mgr. of Hancock Lumber’s Saco, Me., location.

Phil Lail has retired after 43 years with Pan American Screw, Conover, N.C., the last 10 as president.

Oran True, ex-Lowe’s, is a new product mgr. for BlueLinx, Indianapolis, In. Madison Whitmore, ex-Versatrim, has moved to inside sales at BlueLinx, Butner, N.C. Sharmeelee “Sharms” Bala has been appointed chief digital and information officer for Orgill, Collierville, Tn. Justin Stayton has joined Swiss Krono as TruWood regional sales rep for Dallas/Fort Worth and Oklahoma.

Ike Glaze, ex-Manion Truss & Components, has been named sales mgr. for Allram Lumber Co., Rice Lake, Wi. Rick Buckwheat, ex-Lampert Lumber, is now in outside sales with Allram.

Dana Greenwood is new to Novo Building Products, as territory sales mgr. for southern New England.

R.I. PREZ: Evan Finnegan, purchasing mgr. for Finetco Family of Lumberyards, was elected president of the Rhode Island Lumber & Building Material Dealers Association. Finetco owns Coventry Lumber, Coventry, R.I.; E.L. Morse Lumber, Wareham, Ma.; and West Haven Lumber, West Haven, Ct.

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Ian Resides, ex-James Hardie, is now with Huber Engineered Woods as regional sales mgr. for the greater Pittsburgh, Pa., region. Ryan Yeakley, ex-UFP Edge, is now territory sales mgr. for Huber in Madison, Wi. Dylan Fry was promoted to assistant mgr./purchaser for Mead Lumber, Manhattan Ks. Matthew “Cody” Wells, ex-Lowe’s, was appointed EWP area sales mgr. for Texas with Boise Cascade, Dallas, Tx. Renaldo Montenegro is now senior EWP/truss draftsman for Boise Cascade, Hondo, Tx. Nicholas Sampson is a new inside sales rep in Westfield, Ma. Joe Comitale, executive VP of M-D Building Products, Oklahoma City, Ok., and president of the professional flooring and Canadian consumer divisions, has retired after 48 years in the industry.

Josh Winkel, ex-Trex, has joined Tando Composites as market development mgr. for Connecticut and western Massachusetts. Other new market development mgrs. are: Taylor Richardson, ex-United Treating & Distribution, in Nashville, Tn.; Ron Peaslee Jr. in Maine; John Beran, ex-Liberty Roofing & Exterior Supply, in western Pennsylvania; and Jared Francke, ex-Standale Lumber, in Michigan.

Jon Skelly was appointed president and general mgr. of James Hardie North America Building Products Group, which includes the Siding and Trim/Deck, Railing and Accessories segments. He succeeds Sean Gadd, president of North America since 2022, who has left the company. John Madson is now group chief sales officer.

Brian Jurica, ex-QXO/Beacon, has been appointed lumberyard branch mgr. for SRS Distribution, Houston, Tx. Stephanie Ruppert has joined Roseburg Forest Products, Charlotte, N.C., as experimental marketing mgr.

B. Andrew “Andy” Rose has been appointed to the board of directors of Trex Co., Winchester, Va. Zeke Roulston is the new branch mgr. at QXO, Nashville, Tn. Rob Lena is now in outside sales in Hicksville, N.Y. Shane Moll has been promoted to group president of Milwaukee Tool, Brookfield, Wi. Annie Baymiller has been promoted to executive VP, chief information officer of Owens Corning, Toledo, Oh. Donnie Kruger, ex-Soprema, was appointed product mgr.

– building envelope at W. R. Meadows, Hampshire, Il. Sean McLaren, president and CEO, West Fraser, was elected board chair of the American Wood Council.

Derek Ratchford, SmartLam, is now 1st vice chair, and PotlatchDeltic’s Ashlee Cribb, 2nd vice chair. New AWC board members are: Will Lampe, Lampe & Malphrus Lumber; Craig Sichling, LP Building Solutions; and Charles McRae, Rex Lumber.

Cason Shrode, CEO, Jones Legacy Ventures, Longview, Tx., was elected president of the Lumbermen’s Association of Texas board of directors. Jammy Pate, Pate’s Hardware, Comanche, Tx., is 1st VP, and Charles Pool, Main Street Lumber, Denison, Tx., 2nd VP. New directors are Carmen Busceme, DW Distribution, and Chris Jones, Framing Square Lumber.

Ella Vader has risen to the executive suite at MungusFungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

anuary 2026

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------------| PRODUCT SPOTLIGHT SOUTHERN PINE

MARKETING SOUTHERN PINE SPECIES PROVEN FOR STRENGTH, DURABILITY & SUSTAINABILITY ------------ BY CHRISTIAN MOISES WHEN IT COMES to reliable, high-performance lumber, southern pine continues to set the standard. This species is a true workhorse—strong, dependable,and built to handle just about any outdoor or structural challenge.

It’s readily available, easy to work with, and supported by decades of proven performance.

From decks and docks to frames and fences, southern pine delivers the durability, beauty, and long-term strength builders need to work efficiently and build with confidence.

Treatability & Versatility Southern pine’s open-cell structure allows preservatives to penetrate deeply and evenly—a key advantage for durability in demanding environments. That’s why you’ll see southern pine used on everything from backyard projects to coastal installations, including: • Decking • Retaining walls • Marine structures • Outdoor furniture Compared to many other species, southern pine accepts treatment more readily, often without the need

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for incising. This helps preserve structural integrity and appearance.

Treatment Timeframe & Quality Control A typical pressure treatment cycle lasts several hours, depending on the product and intended use. After treatment, lumber may be conditioned or kiln-dried to reach the proper moisture content for installation.

Quality is strictly monitored: third-party inspection agencies routinely evaluate treating facilities to verify compliance with American Wood Protection Association (AWPA) standards. Every piece is tagged or stamped with treatment type and the appropriate Use Category (e.g., UC3B for above-ground, UC4A for ground contact).

The result? Confidence that pressure-treated southern pine will perform when exposed to moisture, soil contact, or harsh outdoor elements.

Appearance & Workability Southern pine isn’t just tough; it’s attractive and easy to work with on the jobsite.

Grain. It’s typically straight and uniform, with well-defined annual growth rings. Occasional knots add a rustic character without compromising performance.

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Color. Freshly cut southern pine has a pale yellow to light reddish-brown tone, which naturally darkens over time or with exposure to stains and finishes.

Texture. Southern pine is moderately coarse, providing good surface adhesion for finishes and fasteners.

Workability. Southern pine machines cleanly and grips nails and screws securely, thanks to its density. It can be planed, sanded, routed, and shaped using standard tools— carbide-tipped blades recommended for dense sections or treated material.

Finishing Tip. Start with clean, dry surfaces for best results. Southern pine accepts a range of finishes, from clear sealers to paints and stains. Proper prep ensures long-lasting beauty and performance.

These qualities make southern pine a great fit for structural projects and visible design features alike.

Grading & Standards

SOUTHERN pine has the highest density of any common structural softwood.

The Standard Grading Rules for Southern Pine Lumber include many visual, MSR, and MEL grades. However, not all grade and size combinations are manufactured or sold in every market.

• Select Structural & No. 1: With fewer visible natural characteristics, these higher grades have superior strength and are used in applications demanding maximum structural performance, such as headers, beams and trusses.

• No. 2 Prime: The most commonly produced grade, offering a balanced mix of strength and appearance.

The grade is based on No. 2 dimension lumber, except wane and other characteristics that affect appearance are limited. This makes it a preferred choice for framing where appearance matters or where tighter tolerances are required.

• Standard No. 2: A reliable, economical option for general construction, with more visible knots and larger wane allowances than prime grades.

(Continued on next page)

QUALITY.TOGETHER Since 1915, the Southern Pine Inspection Bureau (SPIB) has set the standard for quality in Southern Pine lumber. More than an inspection agency, we work hand in hand with our subscribers to strengthen teams, ensure consistency, and drive excellence across the industry.

Every day, SPIB staff collaborate in the field, offering support, training, and guidance, with a focus on increasing value and maintaining integrity and quality of Southern Pine together.

Partnering with subscribers to uphold consistent, reliable standards Delivering hands-on field support and training for facility personnel Blending decades of expertise with a new generation of leadership Providing data-driven tools to aid in decision making for better results Building lasting relationships that strengthen the industry

spib.org (850) 434-2611

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SCAN THE QR CODE FOR A VIDEO ABOUT SPIB

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• No. 3: Acceptable for light framing (and non-loadbearing uses), for general construction purposes, where appearance is not as important.

Southern pine has the highest density of any common structural softwood, delivering exceptional load-carrying capability and superior fastener-holding power.

Getting the Best Results with Southern Pine A few jobsite best practices go a long way in ensuring performance.

Storage: Keep off the ground and dry. All wood building products can absorb moisture when left directly on the ground or exposed to rain, leading to swelling, warping, or the development of mold or mildew. Storing southern pine lumber flat, off the ground, and covered ensures it stays straight and structurally sound until installation.

Acclimatization: Let the wood adjust to the local climate before use. Wood naturally expands and contracts with changes in local humidity. Allowing southern pine to acclimate before installation reduces the risk of shrinking, swelling, or joint separation after installation, especially for interior finishes.

Fasteners: Use stainless, hot-dipped galvanized, or coated fasteners for treated lumber. Pressure-treated lumber contains preservatives that corrode standard steel fasteners. Using corrosion-resistant fasteners preserves the integrity of the structure and prevents staining, rust and premature failure of the connection.

Availability & Sustainability Southern pine is produced throughout 11 Southeastern states and is readily available through home centers and local lumberyards. The southern pine lumber industry is guided by one central principle: plant more trees than are harvested. Forests are managed for future generations, and the industry takes this seriously: For every one tree that is harvested, five new trees are planted.

More than 80% of southern pine timber comes from privately-owned forests, with widespread certification options such as SFI, FSC and ATFS. The industry embraces a

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NEWLY installed southern pine’s yellow tone will naturally darken over time.

zero-waste approach—every part of the log is used—while growing forests continue to store carbon throughout their lifespan.

Since 1915, the Southern Forest Products Association (SFPA) has served as a trusted, independent resource for architects, engineers, builders and lumber dealers, delivering reliable guidance backed by decades of research, testing, and proven performance standards.

Whether you’re designing a marina or dock, framing a new home, or crafting outdoor living spaces, southern pine gives you the strength, versatility and reliability to get the job done right. And with decades of proven performance, backed by rigorous standards and sustainable forestry, you can specify it with total confidence.

Looking for More Guidance?

Explore SFPA’s technical resources, product literature, and span tables to ensure your customers’ next projects are built on a solid foundation. Get the most out of southern pine at southernpine.com. BPD – Christian Moises, APR, is communications manager for the Southern Forest Products Association (www.sfpa.org).

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GEORGIA MASS TIMBER PROJECTS DRIVE SUSTAINABILITY The Georgia Forestry Foundation, in partnership with the USDA Forest Service and the Softwood Lumber Board, recently awarded the first cohort of the Georgia Mass Timber Accelerator projects $75,000 in funding.

The selected projects include a diverse range of residential, educational and community-focused buildings, showcasing the versatility and low carbon footprint of mass timber construction. As an additional benefit of the Accelerator program, the three selected projects also received technical assistance from Woodworks - Wood Products Council that supported the integration of mass timber in their designs. The projects were: • 501 Edgewood, Atlanta: A four-story, mixed-use expansion using mass timber over an existing steel masonry commercial building.

This overbuild showcases how mass timber can be used to modernize existing structures while meeting modern sustainability standards.

• Chattahoochee Nature Center, Roswell, Ga.: The River Welcome Center will be a mass-timber facility, reinforcing the use of eco-friendly

materials in community spaces and will serve as a link between visitors, the organization’s mission and the landscape.

• 1500 Waters, Savannah, Ga.: The four-story, 18,000-sq. ft. residential building demonstrates how regionally sourced southern yellow pine can support both environmental and economic goals.

“These projects represent a significant step forward for mass timber

construction in Georgia,” stated Matt Hestad, senior VP, Georgia Forestry Foundation. “The Accelerator serves as a launchpad for innovative mass timber design and offers architects, engineers and developers the resources and support to elevate mass timber projects across the state.”

“Georgia is proving what’s possible when public agencies, industry partners, and design teams align behind mass timber,” said Ryan Flom, chief marketing officer for the Softwood Lumber Board.

GEORGIA Forestry Foundation awarded $75,000 in funding to the first cohort of the Georgia Mass Timber Accelerator projects. From left: Jason Reynolds and Laura Cullen, Woodworks; Gloria Camacho and Tim Lowrimore, GFF; John Henson, Welborn Henson, Jennifer Rao, Josef Bromovsky, Amerigo Contini, Tim Nichols, and Steven Fisher, Accelerator project developers; and Matt Hestad, GFF.

Quality construction starts with quality materials building-products.com

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------------| PRODUCT SPOTLIGHT SOUTHERN PINE

THE ORGANIZATION BEHIND THE SPIB GRADEMARK ------------ BY MATTHEW SCHOLL Our Story

IT HAS BEEN nearly seven years since I joined the Southern Pine Inspection Bureau (SPIB). There is much I have learned. A key understanding that I’ve come to appreciate is the value of a brand, in the case of SPIB, the SPIB grademark. In a service industry where there isn’t a tangible product, your value lies in your staff, reputation, and brand recognition. There is a story behind every brand, and I’d like to share SPIB’s history, starting with our story, governance, team, mission and commitment to service.

Before SPIB was formed, the Southern Pine Association (SPA) was founded in 1915 to create a unified set of grading standards for the industry, bringing together various regional pine associations. In the year following its establishment, SPA advocated for the official recognition of lumber branding, aiming to ensure uniformity and quality assurance.

In 1923, the invention of the McDonough Branding Machine made it practical and cost effective to apply grademarks to lumber. Nine years later, in 1932, the Boston Building Code officially required the use of grademarked lumber for structural components, marking a significant milestone in the SPA’s efforts to promote quality and standardized materials.

A consent decree in 1940 led to the formal separation of grading rules from the marketing arm of SPA, now known as the Southern Forest Products Association (SFPA). Consequently, SPIB was established as an independent entity to manage lumber grading, standardization, and inspection activities, providing impartial quality assurance for the southern pine industry. The consent decree that resulted in the separation of SPIB and SPA (SFPA) was repealed by the Department of Justice in 1994, allowing SPIB and SFPA greater flexibility in their relationship and operations.

In 1969, SPIB was incorporated as a not-for-profit corporation and certified as a “rules writing lumber grading agency” under the American Lumber Standard Committee (ALSC) and the U.S. Department of Commerce’s Voluntary Product Standard Program.

The following year, SPIB played a key

J. G. McDONOUGH’S Lumber Marking Device mechanically stamped lumber with characters for mill identification, producing uniform, durable marks as lumber moved from the sawmill to market.

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anuary 2026

role in drafting the National Grading Rule (NGR) for dimension lumber, standardizing grading across softwood species. The same year, SPIB expanded operations to include the testing and sampling of preservative-treated wood.

Between 1977 and 1991, SPIB participated in a North-American initiative called “In-Grade Testing” that ultimately resulted in the first published design values based on testing of full-sized pieces of lumber. In 2013, southern pine ingrade design values were reevaluated.

Currently, SPIB leads an effort to conduct destructive resource monitoring on southern pine at a frequency and scale surpassing that required

by ASTM D1990 and referenced by ALSC. This testing approach assures producers and users of southern pine that published design values have been tested and verified.

In the late 2010s and beyond, SPIB conducted a marketing rebrand and invested in innovative training tools (SPIB eLearning Courses) and Data Connection.

Our Governance The southern pine industry governs the Southern Pine Inspection Bureau.

SPIB is industry-owned. Eighteen members comprise the SPIB Board of Governors. Bylaws require an elected board member from each of the 11 southern pine-producing states, along with five at-large volume-based seats, and two at-large appointed seats. The Board of Governors oversees the affairs of SPIB. In addition to being governed by industry leaders, SPIB’s Articles of Incorporation state that no individual may benefit from SPIB’s income or property. building-products.com

promotion despite travel disruptions. A successOur Team programs, and Mission

staff is, the more successful we will ful pivot toward virtual events ensured that the association be together. SPIB does not limit our During my tenure with SPIB, I have was able to reach a record number of timber traders and outreach opportunities to producers had the opportunity to work alongside construction professionals worldwide and to safely meet alone; we welcome the chance to work some of the most talented individuals their needs effectively. alongside subscribers to advocate for in the third-party inspection industry.

Let’s break down the activities and successes and take a southern pine by educating end-users, Our staff blends decades of experience closer look at each. wholesalers, exporters, and regulatory with a focus on sharing expertise to deFEA Strategic Planning Webinar officials, to promote a better undervelop the next generation of SPIB QualAs a gold sponsor of this online or virtual event, SFPA standing of lumber grades and treated ity Supervisors. Their knowledge and was set abledirectly to provide member access to information, which THE SPIB MARK is a trusted grademark that wood specifications. skill align with all aspects indicates southern pine lumber meets required helped each better define their international goals moving We work with subscribers to create of SPIB services. The SPIB team not manufacturing and grade standards, strengthenforward. custom, trendable audits that support only upholds standards and supports ing market confidence.

Worldwide Conference on Timber Engineering their quality vision. These audits can the quality vision of our subscribers, participation bolstered INTERNATIONAL MARKETS have become an important focus for the help foster a partnership between butSFPA’s also contributes to the industrythe Association’s seminar programsnumerous across the globe to enrich international outreach southern pine industry. facility staff and our staff. In addition through trade organizations Lumber, Graded Lumber, and standards-writing education. With international advertising and Mechanically messagto these initiatives, we have sought to and bodies.

Treatedpine Wood, and Wood Packaging ing support in multiple global markets, southern inforOutreach: International Trade Shows be a technology innovation leader. ArtiWe are committed to promoting Material.

SPIB does mation was showcased internationally through a variety of not inspect Whilepellets, many lumber industry trade shows across Europe, ficial Intelligence, Enterprise Resource achannels. culture of continuous learning and log homes, plywood or India, trusses.the Our Middle East, and Asia were cancelledExecution or postPlanning, and Manufacturing development.

NewCommittee field staff undergo focused service offerings reinforce Japan Technical (JTC) a poned in 2021, plansSystems are wellareunderway a full slate of driven byfor data.

SPIB’s Data comprehensive onboarding process to ourSFPA abilityand to achieve our mission.trade Our shows In partnership with American Softwoods, the in-person in 2022.

Members are keen to take Connection was developed with these ensure they align with SPIB’s stan- banded together scope oftowork enables us to focus on Southern Pine Inspection Bureau jointly advantage of these tools face-to-face opportunities, and SFPA in mind and provides subscribers dards, mission and values.

Additionally, and reinvest in areas where excel,to servewith present information on the southern pine resource and clarstandsweready member needs. limitless ways to analyze and use we ongoing training, providing targeted support to the ify prioritize the grading procedures for certificadense vs. non-dense grades. their data for operational and prodtions, and professional growth opporsouthern pine industry.Southern Pine Exports Outreach: Caribbean uct-quality decision-making. tunities for our staff. This dedication to Export numbers calculated throughout the majority of Throughout the southern pine-loving Caribbean, virtual to Service Our Commitment integrated framework of history, talent development ensures our team 2021 are roaring back toOur pre-pandemic levels, an encouragseminars targeted hundreds of key buyers in both traditional governance, team, mission and service remains expert, innovative, and capaWhen services are mentioned, ing sign as plans are underway for 2022. markets and new markets—some of which SFPA reached collectively reinforces the 57% enduring ble of delivering the highest quality the obvious connection is that SPIB Southern pine lumber shipments surged through for the first time. ofwhopping the SPIB grademark.

BPD and services to support the southern pine enforces the Standard Grading Rulesof 2021value September to a $222 million, Outreach: Central America industry’s sustainable growth. for were southern as doof allpressure-treated lumber—almost all of which is exports Multiple southern pine lumber events heldpine in lumber, American Lumber Standard (ALS) southern pine—jumped an incredible 31% to $93 million.

We at the “Bureau” are “mission Guatemala, with brand-new outreach activities expanding accredited agencies.

However, SPIB focused.”

Our mission is: Dedicated to into the Panamanian building market.

MATTHEW Newservices.

Outreach for 2021 offers more than inspection ensuring theSouth quality, safety, and integOutreach: America Brand new for the southern pine international As a not-for-profit organization, SPIB is SCHOLLoutreach rityTargeting of southern pine products through potential southern pine lumber buyers across in 2021: SFPA launched informational newsletters in the uniquely positioned to reinvest in our expert inspections, certifications, techthe continent, a first-ever virtual education seminar was held Caribbean and Latin American markets aimed at maximizservices, training efforts, and innovanical services, and providing accurate, and pulled in excellent results. a growing in-house database of tradtive reporting tools. ing engagement withMatthew Scholl, Ph.D., PMP is president of timely data via innovative solutions, Outreach: Latin America ers and specifiers. the Southern Pine Inspection Bureau (spib. thereby supporting sustainablediscussions indusWe play role in the development Enhanced with upgraded focusing on ausing org), Pensacola, He joinedmanaged SPIB in 2019, – For on all theFl. activities by the try growthpine andlumber subscriber trust.for high winds of individuals seeking careers in more the information southern to build and in seismic afterAssociation, working for Great Southern Southern Forest Products to access ourWood numerous southern pine industry.

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January 20222026 n Building Products Digest 35 January • building products digestn• 39

------------| INDUSTRY TRENDS

FROM COMMODITY CUTS TO ENGINEERED-WOOD VALUE HOW NORTH AMERICAN SAWMILLS CAN FACILITATE MASS TIMBER’S GROWTH ------------ BY LILI YANG, DR. JUE MO, AND KENT WHEILER MASS TIMBER is gaining traction across North America as developers, architects and owners embrace cross-laminated timber (CLT) and glulam for their structural performance and carbon benefits. Yet the industry’s future depends on another player: the sawmilling sector.

How mills cut and dry lumber will determine whether mass timber scales efficiently and profitably.

North America’s Commodity Model For decades, North American sawmills have been optimized for light frame residential construction. Dimension lumber is surfaced four sides (S4S), kiln dried to about 19% moisture content, and produced with rounded edges. These practices maximize efficiency for framing markets.

But for mass timber, they create extra steps. Rounded edges must be trimmed to form square bonding faces.

Surfaced boards are planed again at CLT plants, removing fiber twice. And moisture content (MC) levels near 19% require redrying to meet the 12% ± 3% for lamination. The issue isn’t quality but that mills are designed to a different set of tolerances.

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Austria’s Engineered Wood Strategy Austria, the global leader in CLT, shows how sawmills can facilitate mass timber production. Lumber for glulam and CLT production is dried to 12% ± 2%, for construction solid timber (referred to as KVH, which is the abbreviation for Konstruktionsvollholz in German) production is dried to 15% ± 3%, cut rough sawn, and held to tight thickness tolerances. Cutting strategies follow structural logic: Center boards → directed to glulam and KVH production, where straight, stiff fiber earns a premium.

Sideboards → cut for CLT production, which requires dimensional accuracy, MC same as glulam production.

By channeling the strongest wood to glulam and abundant sideboards to CLT, Austrian mills maximize fiber value across product lines. This contrast highlights how cutting logic and drying practices shape efficiency for mass timber production, and why some North American mills might find an opportunity focused on producing for mass timber production.

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building-products.com

A Path Forward for North American Mills North American mills don’t need to abandon commodity production.

Adjusting part of the operations to meet engineered wood tolerances can open new markets. CLT producers need thickness of lamellas held to ±1 mm with square edges and MC at 12% ± 3%. Dimension lumber tolerances of ±1.6 mm create gaps, re-planing and redrying challenges.

Even small deviations in thickness can create voids during layup that prevent adhesive from fully bonding layers. These hidden gaps reduce shear strength and, under fire conditions, act as heat pathways that accelerate char penetration and increase the risk of fire induced delamination.

Many mills already have the sawing and drying capacity to meet these requirements. Directing center boards toward machine stress rated (MSR) lamstock for glulam and intentionally cutting sideboards for CLT lamellas represents a practical path to higher value products.

Looking Ahead Mass timber still represents a small share of construction, but its potential is significant. Code changes are enabling taller wood buildings, institutional owners are committing to low carbon materials, and developers are specifying CLT and glulam at unprecedented rates.

Demand for lumber cut to mass timber specifications will grow faster than traditional framing markets. Mills that adapt early will secure stable partnerships with CLT and glulam producers and position themselves at the forefront of one of construction’s fastest growing segments. In short: supplying mass timber means cutting for engineered wood, not just dimension lumber. Mills that adapt now will define the next era of sustainable construction. BPD – Lili Yang is a research assistant specializing in mass timber, Dr. Jue Mo a forest products researcher, and Kent Wheiler associate professor in the School of Environmental and Forest Sciences, and director of the University of Washington’s Center for International Trade in Forest Products (CINTRAFOR, cintrafor.org).

building-products.com

CROSS-LAMINATED TIMBER’S future growth in large measure will be determined by the ability of sawmills to efficiently cut and dry lumber.

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12/21/2021 2:45:55 PM 12/21/2021 2:45:55 PM

January 2026 • building products digest •

ITHACA AGWAY Ace Hardware team and the Aubuchon team celebrate the recent acquisition.

AUBUCHON ACQUIRING ITHACA ACES Andy and Marna Boerman have agreed to sell Ithaca Agway Ace Hardware, with two locations in Ithaca, N.Y., to the Aubuchon Co., the oldest and largest family-owned group of hardware stores in America.

The stores will continue to operate as Ithaca Agway Ace Hardware. Andy and his daughter Maddie will stay on with the business.

Upon closing of the deal, which was anticipated to occur Dec. 18, the Aubuchon Co. will operate 133 stores across 11 states.

“Andy and Marna have spent the past 25 years shaping Agway Ace Hardware into a fixture of the Ithaca community,” said William E. Aubuchon, IV, president and CEO. “Their commitment to service, their agricultural roots, and the way they’ve grown the business while staying true to its heritage is exactly the kind of legacy we are proud to carry forward. We’re excited to welcome the Boerman family and their entire team into ours.”

“It has been one of the great privileges of my life to lead these stores and serve the customers who have supported us for so many years,” said Andy. “What began as a farm supply store has grown into something much bigger, thanks to our incredible team and the loyalty of our community. Knowing that everyone on our team will remain in place,

42 • building products digest • J

including my daughter Maddie and me, made this transition feel right.”

“To our customers and our team, thank you,” said Andy. “You all continue to make these stores what they are. Serving our community with such dedicated people has been an honor, and I’m grateful for every relationship built over the years.”

“We chose Aubuchon because they share our belief that strong stores are built through strong relationships with employees and customers,” Andy continued. “They understand the importance of community, and they operate with the same family values that have guided us from the start. This next chapter gives us the support, stability and long-term home our stores deserve.”

“We work hard, care for each other, and have fun,” said Will.

“We’re proud to carry Andy and Marna’s legacy forward, and we’re committed to helping the Ithaca Agway Ace Hardware team thrive for generations to come.”

Ithaca Agway Ace Hardware traces its roots to 1920, when the Grange League Federation was founded to serve the agricultural community of Ithaca. For generations, the store played a central role in supporting local farmers and rural homeowners.

In 2000, after Agway divested its retail locations, Andy Boerman took ownership and began guiding the

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business into its next era. Drawing on his agricultural background, he expanded the store’s focus from traditional farm supply to a broader mix that includes lawn, garden, hardware, natural stone hardscape products, organic farm and garden supplies, and expanded delivery services.

Over the years, Ithaca Agway Ace Hardware grew to two locations and became known for its knowledgeable team, dependable service, and deep ties to the Ithaca community. The addition of Ace Hardware strengthened its product offering while preserving its long-standing commitment to helping customers tackle projects of all sizes. Today, Ithaca Agway Ace Hardware remains a trusted local resource built on a blend of tradition, family ownership, and continuous innovation.

Founded by William E. Aubuchon, Sr. in 1908, the Aubuchon Co. is the oldest and largest family-owned group of hardware stores in America, now in its fourth generation.

Aubuchon now operates 133 stores in 11 states, predominantly under the Aubuchon Hardware and Aubuchon Ace Hardware brands, but also including Lyndonville Ace Hardware. Lyndonville, Vt.; Village Hardware, Alexandria, Va.; Ace Hardware in Pennsylvania; Cornell’s Hardware, Eastchester, N.Y.; Martin’s Hardware & Building Supply, Bristol, Vt.; Campbell’s Ace Hardware in Maine; Zimmerman’s Ace Hardware, Burtonsville, Md; J.B. Hostetter & Sons Ace Hardware, Mount Joy, Pa.; Curry Ace Hardware in Massachusetts; Brunswick Ace Hardware, Brunswick, Md.; Bibens Ace Hardware in Vermont; Woodstock Ace Home & Hardware, Woodstock, Vt.; Brown & Roberts Ace Hardware, Brattleboro, Vt.; Anco Ace Hardware in New Jersey; and Rand’s Ace Hardware, Plymouth, N.H.

HOOVER ENTERS ALUMINUM CLADDING BUSINESS

Hoover Treated Wood Products, Thomson, Ga., has acquired Arconic Architectural Products, LLC, a manufacturer of aluminum cladding products based in Eastman, Ga. The acquisition marks Hoover’s entry into the exterior aluminum cladding market and the launch of a new product division: Hoover Architectural Solutions, LLC. building-products.com

For more than 70 years, Hoover has led the industry in safe, code-compliant fire-retardant-treated wood (FRTW), protecting structures from the inside. With Hoover Architectural Solutions, the company is extending that legacy to exterior cladding and signage with aluminum composite material (ACM) panels. The new division will manufacture Reynobond Fire Retardant (FR), Reynobond Polyethylene (PE), and sell Reynoplate and Reynoclad. Together, these products provide building professionals across the United States and Canada with trusted protection from the inside out.

"As the leader in FRTW, Hoover has always put life safety, innovation and customer trust at the center of what we do," said David Gillrie, CEO of Hoover Treated Wood Products. "This acquisition is an exciting next step.

Hoover Architectural Solutions gives us the opportunity to deliver that same standard of safety and quality to a broader set of building materials, making the construction process simpler, more efficient and more reliable for our customers."

The Eastman facility will now operate under the Hoover brand. Backed by Hoover’s track record of code compliance, safety and service, the facility will focus exclusively on producing exterior aluminum cladding and signage for building professionals across North America.

“This is a proud moment for the Eastman team,” said Sebastien Jacob, general manager of Hoover Architectural Solutions. “Becoming part of an industry leader with a long legacy of safety and innovation is a tremendous opportunity for our team. Hoover is committed to continued investment that will expand our capabilities and support long-term growth.”

Hoover Treated Wood Products, Inc. and Hoover Architectural Solutions, LLC will continue to operate independently.

From 11 treatment and manufacturing facilities across the United States, Hoover delivers a comprehensive portfolio of safe, code-compliant building materials, including proprietary fire-retardant-treated wood and exterior aluminum cladding.

Hoover Treated Wood Products is an industry leader in FRTW, with solutions such as ExteriorFireX and PyroGuard. With Hoover Architectural Solutions and expansion into exterior aluminum cladding and signage, Hoover can now provide building professionals with more of what they need in one place.

Hoover meets or exceeds requirements for FRTW as defined in the International Building Code and is recognized by independent third-party inspections from Underwriters Laboratories. Across every product line, Hoover advances its mission of delivering innovation, quality and fire and life safety to the building materials industry.

“The strategic addition of Hamel Building Center to our operation is a key move for our organization, giving us a footprint in the West Metro to better serve our current and future customers on the West and North sides of the Cities,” said Sunny Bowman, Dakota County Lumber owner and CEO. “This move directly supports our mission to be the go-to brand for small and luxury builders in the Twin Cities Metro. By adding Hamel’s established team and location, we are dramatically enhancing our logistics network and reinforcing our promise of 'The Perfect Delivery' to more builders than ever before. We are deeply grateful to the Bouley family for entrusting their family’s legacy to our team.”

“Our company is thrilled and excited to be a part of the DCL organization’s growth and expansion and could not envision a more ‘perfect’ fit,” said Hamel Building Center owners Kurt and Steve Bouley. “We are confident the additional resources, energy and reputation they have will ensure success for our clients, employees and community.”

The Dakota County and Hamel teams have been working together to ensure a smooth transition for Hamel’s customers and staff. Dakota County Lumber will continue operations out of the newly acquired Plymouth facility alongside its current Farmington lumberyard. A new central headquarters and window distribution facility in Farmington is scheduled to open in first quarter 2026.

Dakota County Lumber deals Marvin Windows and Doors, Trex, TimberTech, LP SmartSide, and ThermaTru Doors, among other top building product brands.

MINNESOTA INDEPENDENTS JOIN FORCES

Dakota County Lumber Co., a second-generation, family-owned lumber dealer based in Farmington, Mn., has entered into a definitive agreement to acquire Hamel Building Center, a well-established lumberyard located in Plymouth, Mn. The strategic acquisition significantly expands Dakota County Lumber’s footprint, allowing it to better serve builders, remodelers and contractors across the Twin Cities Metro Area. building-products.com

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OUTDOOR LIVING STRUCTURE MARKET SET TO DOUBLE BY 2034 The outdoor living structure market is projected to grow from $3.0 billion to $6.1 billion by 2034, driven by lifestyle shifts, renovation trends, and rising demand for functional outdoor spaces, according to a new study by Transparency Market Research.

The global outdoor living structure market is experiencing strong expansion as homeowners increasingly transform outdoor spaces into functional extensions of their homes. The market is projected to grow at an annual rate of 6.5% between 2024 and 2034.

Outdoor living structures, including pergolas, gazebos, cabanas, decks, pavilions, awnings and backyard shelters, are becoming central to residential lifestyle enhancement as consumers invest in durable, aesthetic and weather-resilient designs.

Lifestyle changes, home renovation activity, and health-oriented outdoor living are major drivers of growth. Homeowners are using outdoor areas for yoga, meditation, barbecuing, social gatherings, and relaxation, with renovation spending remaining strong across global markets.

The rising popularity of outdoor kitchens, integrated seating, fire pits, and weather-protected entertainment zones is encouraging installation of structures that provide comfort and convenience.

Climate adaptation and sustainability trends are also shaping demand, with consumers seeking weather-resistant materials, recycled content, certified woods, and metal alternatives.

Technology and materials innovation continue to influence market development. Advancements in aluminum, composite wood, UV-resistant polymers, vinyl and engineered timber are enhancing durability and performance. Smart outdoor structures—featuring automated louvered roofs, motorized canopies, integrated LED lighting, heating systems, mist cooling, and climate controls—are transforming outdoor spaces into functional living areas. Aesthetic customization and the rise of modular and prefabricated designs are supporting ease of installation and reduced construction time.

Residential applications remain dominant; nonetheless, commercial adoption is increasing. Homeowners are investing in structures for private outdoor spaces, including areas for dining, home spas, hot-tub enclosures, and children’s play zones. Commercial sectors such as restaurants, hotels, resorts, wellness centers, and co-working spaces are using outdoor structures to enhance guest experiences and expand functional space.

North America leads the market, while Europe maintains strong demand and Asia Pacific emerges as the fastest-growing region. The Middle East also demonstrates strong adoption due to climate conditions and luxury development trends. Manufacturers are focusing on flexible designs, technology-integrated upgrades, sustainability initiatives, and DIY-friendly modular kits.

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ABC SUPPLY EXPANDS IN TEXAS WITH PURCHASE OF ROOFING SUPPLY-HOUSTON

ABC Supply Co. has acquired the assets of Roofing Supply–Houston, Inc., Houston, Tx.—marking the chain’s 58th location in the state.

Founded in 2019, Roofing Supply–Houston, Inc. has been a trusted partner to residential builders and contractors across the Houston area, providing quality roofing products and accessories backed by dependable service and a values-driven team.

“Roofing Supply–Houston, Inc. has built a strong reputation for being reliable, fair and committed to their customers,” said Matt Belcher, Southwest Region vice president at ABC Supply. “Those qualities align perfectly with our culture at ABC Supply, so we’re excited to welcome their team to our family.”

The Houston location will operate under the ABC Supply name. Owners Darren Breaux and Jeff Smejkal will continue in leadership roles, with Breaux as branch manager and Smejkal in outside sales.

Based in Beloit, Wi., ABC Supply Co., Inc. is the largest wholesale distributor of roofing and other select exterior and interior building products in North America.

WEYERHAEUSER PARTNERSHIP TO RAPIDLY SCALE BIOCARBON MARKET

Weyerhaeuser Co. and Aymium have entered a memorandum of understanding to partner to produce and sell 1.5 million tons of sustainable biocarbon annually for use in metals production.

As an initial stage of this partnership, the companies have formed a joint venture—TerraForge Biocarbon Solutions—to build a jointly owned facility adjacent to Weyerhaeuser’s lumber mill in McComb, Ms., that will convert wood fiber into biocarbon through a combustion-free, low-emissions process.

Under the MOU, the companies will secure longterm biocarbon sales agreements and identify sites to construct multiple new production facilities across the Weyerhaeuser footprint over the next five years, leveraging Weyerhaeuser’s timberland and manufacturing portfolio and Aymium’s proprietary technology and track record of producing and supplying biocarbon products globally. At full scale, the platform of operating facilities will have the potential to convert over 7 million tons of wood fiber—provided exclusively by Weyerhaeuser—to deliver 1.5 million tons of metallurgical-grade biocarbon annually as a drop-in replacement for coal in iron, steel, silicon, ferro-alloys and other metals production.

Aymium has generated a significant global sales pipeline based on years of trials with leading global metals producers. The company’s patented products are engineered to immediately replace coal and coke without the need for capital investment or process modification, and with superior carbon levels, energy value, handling and environmental attributes to coal.

Weyerhaeuser Co. sustainably manages more than 10 million acres of high-quality timberlands across the United States and also operates 33 manufacturing facilities across North America, offering unmatched

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scale and reliable access to fiber.

“This partnership combines our renewable fiber resources and supply chain expertise with Aymium’s innovative technology and experience,” said Devin W. Stockfish, president and chief executive officer of Weyerhaeuser. “It represents a major step forward in growing the scale and impact of our Climate Solutions business, and it’s also a key part of our broader accelerated growth strategy through 2030. When the McComb facility comes online in 2027, it’s going to generate new demand for fiber in the region—supporting our McComb operations and local Timberlands teams—while creating more great jobs in the community. It’s a model we look forward to replicating across our footprint.”

“The reliability, scale of sustainable supply and forestland expertise of Weyerhaeuser provide unmatched sourcing security of our main raw material to support expansion,” said James Mennell, CEO of Aymium. “Through this partnership, we will significantly grow our manufacturing capacity to produce biocarbon as an immediately scalable, renewable replacement for coal and coke, while delivering differentiated value for our customers.”

HOME DEPOT LAUNCHES AI TAKEOFF TOOL

The Home Depot launched a Blueprint Takeoffs solution, a new AI-powered tool that is designed to provide professional renovators, remodelers and builders with faster, more accurate and cost-effective material lists

and estimates for single-family project blueprints.

Creating takeoffs are a critical but often time-consuming phase of any construction project. The new tool leverages AI to deliver a complete material list and quote for an entire single-family project within days, a process that used to take weeks to complete. Pros can then quickly and easily purchase all materials they need for their project through Home Depot, simplifying this complex process by going through a single supplier.

For example, imagine a pro working on a new single-family home build. In the past, the planning process could stretch for weeks before even having an accurate estimate—sourcing every material from the framing lumber to the roof and the last piece of trim, often revising estimates from multiple suppliers in the process. With this new solution, pros will receive accurate, competitive quotes on exactly what they need to complete the entire project in a matter of days, all from one source.

“The speed and accuracy of the Blueprint Takeoffs tool give pros more time to focus on what matters most: serving their customers and growing their businesses,” said Mike Rowe, executive vice president of Pro for The Home Depot. “Our goal is to reduce complexity for pros and be the one-stop-shop for all project needs—from initial planning to material delivery. Combining AI technology with our pro team’s expertise delivers a new level of efficiency to single-family builds.”

To see the Blueprint Takeoff tool, pros can reach out to their outside sales rep or consult the Pro Desk inside a Home Depot store.

FUTURE

SCAPE

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2

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FUTURESCAPE USA, a new trade show for the outdoor living and landscaping sector, debuted Dec. 9-10 at the Los Angeles Convention Center.

The organizers have been holding a similar event annually in London since 2014 and last year introduced a FutureScape Global in Saudi Arabia. The first show in the U.S. attracted about 75 exhibitors, with a heavy landscape focus. Recruiting the North American Deck & Railing Association as a sponsor helped to convince about 10 deck-related building-products.com

NEW TRADE SHOW in Los Angeles, Ca., which was patterned after an established event in the United Kingdom, targeted professional landscapes and outdoor living professionals. FutureScape USA exhibitors included: [1] TimberTech's Philip Velez. [2] Grad Concepts’ Gwladys Petit. [3] Beyond Lumber’s Roy Lachmish. [4] Fiberon’s Sean Ryan. [5] Advantage Lumber’s Victor Gutierrez, Dabid Montano.

5 companies to exhibit, including Fiberon, Fortress Building Products, Grad Concepts, TimberTech, Beyond Lumber, Advantage Lumber, Eva-Last, StruXure and the recently introduced DeckMetrix quick quoting tool, in addition to several outdoor lighting companies.

Although crowds were modest, the consensus reaction by participants was optimistic, expressing hope that the organizers would learn from what worked and what didn’t this time around, then adjust for any future events.

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COLOR-MATCHED DECK PLUGS FastenMaster has upped the standard for colormatched composite deck fastening with the launch of collated Cortex plugs for Trex Enhance Golden Hour and Pebble Beach. The new additions give pros the first complete concealed fastening solution for Trex’s latest board colors.

Each plug is made from the same Trex material as the board itself, providing a 100% color and texture match for a seamless matched finish. Collated plugs come pre-aligned for grain direction and can be installed up to 50% faster compared to loose plugs.

With the additions, FastenMaster now offers Cortex for all Trex decking and fascia colors.

TimberTech’s new Advantage Rail composite railing offers unmatched installation efficiency for contractors with its patent-pending SpeedLoc Technology.

A snap-on bottom rail and side-loading balusters allow for faster installation while maintaining optimal baluster spacing. It requires 25% fewer fasteners than leading competitors, streamlining installation for professionals and reducing time on the job.

It features a wood-look with hidden hardware, rattle-free construction, and color-matched fasteners plus a 25-year limited product warranty and 25-year fade & stain warranty—all at a competitive price point.

TIMBERTECH.COM (877) 275-29335

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FLAT-SIDED SOCKETS Milwaukee Tool has introduced Bit Socket Sets with Four Flat sides.

The sockets feature four parallel flat sides, which deter rolling and are wrench compatible. This design creates a slim profile to provide the best access in tight spaces. The one-piece socket design offers improved durability compared to two-piece designs by eliminating the risk of the bit separating from the socket base.

The laser-engraved size markings provide easy identification, and chrome plating offers rust and corrosion protection.

The sets will include a variety of Low-Profile, Triple Square, Tamper Proof TORX, Long Reach, and Long Reach Ball End Sockets.

SILVERY SIDING Nakamoto Forestry’s Gendai yakisugi and unburned sugi wood cladding products are now available with a Silver Weathering Stain specially formulated to weather from a bright silver to a soft, coastal gray.

The stain was created in response to architects and designers looking for a gray cladding option that doesn’t rely on static pigments but instead evolves naturally with exposure to the elements—eliminating the need for recoating or maintenance. Its two-part formulation combines a binder-free silver pigment, which deposits a temporary soft silver tone, and a ferrous sulphate component, which reacts with the wood’s tannins to bleach and lighten its surface over time.

NAKAMOTOFORESTRY.COM (503) 512-6780

MILWAUKEETOOL.COM (800) 729-3878

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building-products.com

REFINED MODULAR DOOR A BIG RAISE Mitsubishi Logisnext Americas has launched an innovative new electric forklift designed for narrow-aisle operations where precision, performance and efficiency are essential.

Combining advanced AC motor technology with dual drive and hydraulic systems, the Jungheinrich EFG C20Q-C40Q delivers reduced energy loss, rapid acceleration, and consistent torque stability. Its electronic control systems ensure smooth handling, precise lifting and exceptional control in tight spaces.

It offers a lift capacity from 4,000 to 8,000 lbs., 100° turning radius, lead-acid or lithium-ion battery, and a large, ultra-comfortable operating compartment.

A new exterior door from Marvin delivers modular design flexibility along with top performance.

The Modern Sliding door, part of the Marvin Modern collection, complements the existing Modern Swinging and Modern Multi-Slide doors.

The door is engineered with the ability to mull to stationary panels—and to be configured with up to four panels, up to 12 ft. high.

MARVIN.COM/MODERN (888) 537-7828

LOGISNEXTAMERICAS.COM (800) 228-5438

,

ANCHORING ADHESIVE FRAMELESS CABINETRY Fabuwood has launched a new frameless cabinet line that blends elevated design with engineered durability.

Crafted from UV-veneered plywood, Ovela cabinets feature solid wood dovetail drawer boxes, BluMotion soft-close hardware, and refined joinery.

The series combines a sleek, approachable aesthetic with finishes that reveal depth and texture as they catch the light. Upgraded components include recessed plywood toe kicks, premium metal shelf clips, and six-way T-drawer adjustments.

FABUWOOD.COM (201) 432-6555

building-products.com

Simpson Strong-Tie has launched Strong-Bond, a fast-curing adhesive for everyday anchoring and repair of concrete, masonry and stone.

Strong-Bond features innovative Color Cure technology, which dispenses blue then changes to gray when cured for efficient, guesswork-free installation. Its fast-set formulation cures quickly across a wide range of temperatures, from 104°F (in as little as 20 minutes) down to 14°F (in approximately four hours).

The adhesive can be used in both wet and dry conditions. It comes in a 10.1-oz. cartridge for dispensing with a traditional caulking tool.

STRONGTIE.COM (800) 999-5099

January 2026 • building products digest •

47

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------------| IN MEMORIAM Francis Joseph Rizner, 82, retired sales manager for Burt Lumber Co., Washington, Ga., passed away on Nov. 16.

Francis assumed responsibility for the family’s lumber business, Frank Rizner Lumber Co., Taylor, Mi., t the age of 17, after the sudden death of his father in 1960. In 1967, he moved to sales at Greensboro Lumber Co., Greensboro, Ga. In 1976, Francis joined Burt Lumber, retiring in 2010 after 50 years in the lumber industry.

Dean C. Eckstrom, 84, founder of D&D Building Supply, Central City, Ne., died on Sept. 17.

Dean spent over 30 years at Foster Lumber, Central City, before joining Century Lumber, Grand Island, Ne., and Sack Lumber, St. Paul, Mn. He then operated his own business, D&D, until his retirement.

Terrell “Terry” Ostrander, hardwood veneer sales manager for Timber Products, Marquette, Mi., died on Sept. 23 after a year-long battle with cancer. He was 63.

A graduate of the Oregon Institute of Technology, Terry joined TP in 2006 after 23 years at Columbia Forest Products, Klamath Falls, Or., where he served as customer service manager.

James Wayne Miller, age 100, longtime Lake Mills, Ia.based lumberman, passed away on Nov. 15.

Upon graduating from high school, Wayne enlisted in the U.S. Marine Corps during World War II, serving as a Sherman tank gunner in the Pacific Theater. He then utilized the G.I. Bill to earn a forestry degree from Iowa State University. During his summers, he worked for the U.S.

48 • building products digest • J

Forest Service in western Montana and northern Idaho.

He began his professional career at Long Bell Lumber Co., Weed, Ca., and later worked for the U.S. Forest Service at the Savenac tree nursery in Haugen, Mt. In 1956, Wayne joined Wendell Brown Lumber Co., Lake Mills. In 1964, he managed the Northwood Lumber Co., Northwood, Ia. Following its sale in 1967, Wayne established his own wholesale lumber company, working as a sales representative for western lumber mills until his retirement in 1989.

In 1987, he received a Distinguished Service Award from Ducks Unlimited for his outstanding contributions as a committee chairman.

Keith Brian Detweiler, inside salesman for Freedom Millwork, Pipersville, Pa., passed away suddenly on Dec. 6 at the age of 59.

Keith began his lumber career in 1990 with the former Doylestown Lumber Co., Doylestown, Pa. He stayed on after the yard was acquired by Tague Lumber in 2014. He moved to Freedom Millwork eight years ago.

Hoyt Christopher Grant, 93, retired co-owner of Grant Lumber Co., Pickens, S.C., died on Dec. 8.

A U.S. Army veteran of the Korean War, Hoyt partnered with his brother, Don Grant, in several ventures, including Grant Lumber and Grant Brothers Chip Co. Charles E. Baumstark, 94, longtime leader of familyowned Hermann Lumber Co., Hermann, Mo., for more than 50 years, passed on Dec. 3.

Charles was 12 years old when he started his employment under his father’s direction at Hermann Lumber.

anuary 2026

building-products.com

------------| DATE BOOK

Storing millwork can be tough. Size variation, custom orders, temperature sensitivity—all can add to the challenges suppliers face as they seek efficient onsite storage solutions. That’s why Greg Zuern decided to try something completely different. Together with CT Darnell and Sunbelt Rack, Zuern Building Products consolidated all their PAGE building for maximum efficiency. The millwork into one reimagined results speak for themselves. Thanks to this change, they saw:

------------| ADVERTISERS INDEX

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

43

Crumpler Plastic Pipe www.cpp-pipe.com

50% faster pick times

BLD Connection – Jan. 7-8, blueprint reading & material take-off, Fargo, N.D.; www.members.bldconnection.org.

Maximized inventory 17

$8MM more in deliveries with fewer trucks and drivers

CT Darnell www.ct-darnell.com

efficiency and increased

Charleston Build, Remodel & Landscape Expo – Jan. 9-11, CharlestonSKU count by over 15% Area Convention Center, Charleston, S.C.; www.homeshowcenter.com.

CT-Darnell.com • Sunbelt-Rack.com • 800-353-0892

Appalachian Lumbermen’s Club – Jan. 13, meeting, Embassy Suites, Concord, N.C.; www.lumberclub.org.

BLD Connection – Jan. 13-14, yard & delivery operations workshop, Lawrence, Ks.; Jan. 13-15, Estimating 1-2-3, Simpson Strong-Tie, Inver Grove Heights, Mn.; Jan. 14, sales development course, Sioux Falls, S.D.; www.members.bldconnection.org.

CTD_ZuernAd-full-Horiz-050724.indd 1

Missouri Forest Products Association – Jan. 13-14, winter meeting, Courtyard by Marriott, Jefferson City, Mo.; www.moforest.org.

Lake States Lumber Association – Jan. 14-16, annual winter meeting, Lambeau Field, Green Bay, Wi.; www.lsla.com.

Eastern New York Lumber Dealers Assn. – Jan. 15, annual tradeshow, Saratoga Holiday Inn, Saratoga Springs, N.Y.; www.nrla.org.

Louisville Build, Renovate & Landscape Expo – Jan. 16-18, Louisville, Ky.; www.homeshowcenter.com.

BLD Connection – Jan. 19-21, BizCon North; Jan. 21, Legacy 2 roundtable, Rivers Edge Convention Center & Best Western Kelly Inn, St. Cloud, Mn.; www.members.bldconnection.org.

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© WTD Holdings, Inc., 2024. All rights reserved.

5/7/24 11:25 AM

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DMSI www.dmsi.com

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Elk Creek Forest Products www.elkcreekforest.com

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Humboldt Sawmill www.mendoco.com

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Lumberman Coffee www.lumbermancoffee.com

Cover II

Maze Nails www.mazenails.com

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MOSO www.moso-outdoor.com

promotion programs, despite travel disruptions. A successful pivot toward virtual events ensured that the association was able to reach a record number of timber traders and construction professionals worldwide and to safely meet their needs effectively.

Let’s break down the activities and successes and take a closer look at each.

FEA Strategic Planning Webinar As a gold sponsor of this online or virtual event, SFPA was able to provide member access to information, which helped each better define their international goals moving forward.

Worldwide Conference on Timber Engineering SFPA’s participation bolstered the Association’s seminar programs across the globe to enrich international outreach and education. With international advertising and messaging support in multiple global markets, southern pine information was showcased internationally through a variety of channels.

Japan Technical Committee (JTC) In partnership with American Softwoods, SFPA and the Southern Pine Inspection Bureau banded together to jointly present information on the southern pine resource and clarify the grading procedures for dense vs. non-dense grades.

Outreach: Caribbean Throughout the southern pine-loving Caribbean, virtual seminars targeted hundreds of key buyers in both traditional markets and new markets—some of which SFPA reached for the first time.

Outreach: Central America Multiple southern pine lumber events were held in Guatemala, with brand-new outreach activities expanding into the Panamanian building market.

Outreach: South America Targeting potential southern pine lumber buyers across the continent, a first-ever virtual education seminar was held and pulled in excellent results.

Outreach: Latin America Enhanced with upgraded discussions focusing on using southern pine lumber to build for high winds and in seismic zones, SFPA targeted audiences throughout Latin America with these solutions to these key discussion points.

International Roofing Expo – Jan. 20-22, Las Vegas Convention Center, Las Vegas, Nv.; www.theroofingexpo.com.

American Wood Protection Association – Jan. 21, winter executive committee meeting, Bartow, Fl.; www.awpa.com.

House Hasson Hardware – Jan. 22-24, winter market, Gaylord Opryland Resort & Convention Center, Nashville, Tn.; www.househasson.com.

Madison Build & Remodel Expo – Jan. 24-25, Madison, Wi.; www. buildremodelexpo.com.

National Association of Wholesale Distributors – Jan. 26-28, executive summit, Grand Hyatt, Washington, D.C.; www.naw.org.

International Surface Event – Jan. 26-29, Mandalay Bay Convention Center, Las Vegas, Nv.; www.intlsurfaceevent.com.

BLD Connection – Jan. 27-29, Estimating 1-2-3, Omaha, Ne.; www. members.bldconnection.org.

American Fence Association – Jan. 31-Feb. 6, FenceTech, Indianapolis, In.; www.americanfenceassociation.com.

Indiana Hardwood Lumbermen’s Association – Feb. 2-4, annual convention & expo, JW Marriott, Indianapolis, In.; www.ihla.org.

BLD Connection – Feb. 3-4, BizCon South, Prairie Meadows Casino & Hotel, Altoona, Ia.; www.members.bldconnection.org.

Orgill – Feb. 5-7, spring market, Orange County Convention Center, Orlando, Fl.; www.orgill.com.

Southern Pressure Treaters Association – Feb. 5-7, annual meeting, Grand Hotel Golf Resort & Spa, Point Clear, Al.; www.spta.org.

Illinois Lumber & Material Dealers Association – Feb. 11, Expo, DoubleTree by Hilton, Bloomington, Il.; www.ilmda.com.

Building Material Suppliers Assn. – Feb. 11-12, Learning Exchange & expo, Hickory Metro Convention Center, Hickory, N.C.; mybmsa.org.

Mississippi Lumber Manufacturers Association – Feb. 11-12, annual meeting, The Inn at Ole Miss, Oxford, Ms.; www.mlmalumber.com.

Florida Hardware Co. – Feb. 12-14, spring dealer market, Myrtle Beach Convention Center, Myrtle Beach, S.C.; www.floridahardware.com.

BLD Connection – Feb. 17-18, lumberyard design & operational excellence workshop, Rochester, Mn.; members.bldconnection.org.

International Builders Show – Feb. 17-19, Orange County Convention Center, Orlando, Fl.; www.buildersshow.com. building-products.com

Culpeper Wood Preservers www.culpeperwood.com

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NAWLA www.nawla.org

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INTERNATIONAL MARKETS have become an important focus for the

NELMA southern pine industry.

Outreach: International Trade Shows While many lumber industry trade shows across Europe, www.strongtie.com India, the Middle East, and Asia were cancelled or post-

25

poned in 2021, plans are well underway for a full slate of in-person trade shows in 2022. Members are keen to take advantage of these face-to-face opportunities, and SFPA

stands ready to Products serve member needs.

Nova USA Wood Southern Pine Exports Export numbers calculated throughout the majority of www.novausawood.com 2021 are roaring back to pre-pandemic levels, an encourag-

21

ing sign as plans are underway for 2022.

Southern pine lumber shipments surged 57% through September of 2021 to a whopping $222 million, and exports of pressure-treated lumber—almost all of which is southern pine—jumped an incredible 31% to $93 million.

Pelican Bay Forest Products New Outreach for 2021 www.pelicanbayfp.com Brand new for the southern pine international outreach

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in 2021: SFPA launched informational newsletters in the Caribbean and Latin American markets aimed at maximizing engagement with a growing in-house database of traders and specifiers.

Provia – For more information on all the activities managed by the Southern Forest Products Association, to access our numerous pieces of free educational information, or to become an SFPA www.provia.com member, please visit www.sfpa.org.

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Ray White Lumber www.raywhitelumber.com Sparkman, Arkansas

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RedBook Lumber Data www.raywhitelumber.com The White Familywww.redbooklumberdata.com – Serving the Lumber Industry for Five Generations Phone: (870) 678-2277 • Fax: (870) 678-2522

19, Cov IV

High Quality Arkansas Southern Yellow Pine Boards, Pattern Stock and 5/4 Square Edge, Flooring, Beaded Ceiling, Redwood Empire 105, 116, 117, 119, 122, 131, 139, 5/4x12 Nosing.

www.buyredwood.com

Building-Products.com

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January 2022 n Building Products Digest n 35

Simpson Strong-Tie www.strongtie.com

12/16/2021 12:04:17 PM

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Snider Industries www.sniderindustries.com

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Southern Forest Products Assn. www.sfpa.org

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Southern Pine Inspection Bureau www.spib.org

13

Swanson Group Sales Co. www.swansongroup.biz

January 2026 • building products digest •

49

------------| FLASHBACK

70 YEARS AGO THIS MONTH

FLASHBACK:

FLOOD OF MEMORIES TORRENTIAL RAINS in December of 1955 resulted in then-record flooding that turned the lumber industry upside down, according to the January 1956 issue of BPD sister publication The California Lumber Merchant. A series of storms inundated the West, resulting in the loss of 72 lives and damages totaling $190 million. The flooding peaked on Christmas Eve, with Central and Northern California hit the hardest.

Our San Francisco-based editor, Max Cook, journaled updates:

due to floods. Main setback is woods are soggy and logging will be impossible for weeks to come. Mills are short of logs, so many face a slowdown or possibly even a shutdown. Same applies in Northern California—only worse.

Cold decks are low.

In California, the big bind on lumber is transportation. NWP reports tracks cleared and freight moving from Willits on south. However, due to five major slides and washouts, it will be at least a month before rail service north of Willits to Eureka resumes. NWP has hired Morrison-Knudsen to get the tracks cleared “at all cost.” (At one spot, at least 1/4 mile of ballast has been washed out, leaving the tracks just hanging in the air.)

Highway 101 is also bad. It is blocked by numerous slides and washed-out fill and bridges. This cuts off shippers north of Willits and Laytonville—the biggest part of the Redwood Region.

Pacific Lumber Co.: Two company homes, a barn, and the pavilion in Scotia were destroyed. About 1.25 million ft. of Iumber washed out of drying yard.

Water 3 to 4 feet deep in dry sheds.

Fortuna Sawmills was under 5 feet of water. All electric motors removed before flood, so equipment O.K. Trinity National Lumber, Fort Seward, lost a suspension bridge, which cut off shipments.

Arcata Plywood: Over a million ft. of logs washed out of cold deck, down river, and lost in the ocean.

Crawford Lumber, Longvale: Mill, equipment and stock badly damaged by high water. Dry kilns wiped out.

Home Lumber Co., Yuba City: Yard was 10 ft. underwater. Showroom windows broken, merchandise washed out, extensive water damage to yard equipment and all yard inventory.

Maclntosh Lumber, Korbel, damaged and completely underwater.

Towns of Pepperwood and Klamath Glenn literally wiped out. Papers have not exaggerated damage to towns, communications and highways. As news begins to leak out, keeps looking worse. I believe you could safely say this has been the worst disaster in

December 27, l955 First day of sunshine in 11 days. Boy! Phones north of San Francisco are still dead today and news is sketchy, but it looks as if our friends up north did not fare too well. What with the demand for lumber increasing with the birth of the new year, and the soggy conditions up north precluding any hope of logging for weeks, some jokers were dreaming of $100 2x4s along with their “Wet Christmas.”

December 29, l955 Extensive damage to small mills throughout Northern California; large mills faring better. Little damage to big mills in Oregon, although many small mills in southern Oregon are shut down

YUBA CITY, Ca., found itself underwater on Christmas Eve 1955 when heavy rainfall caused the Feather River levee to collapse, sending a 21-ft. wall of water that submerged 90% of the town and killed 38.

50 • building products digest • J

anuary 2026

The January 15, 1956 front cover promoted Ozark aromatic red cedar boards from Gordon MacBeath Hardwoods, packaged 36 boards to a carton and promoted as "A Cedar Closet in a Box!"

Northern California history. To give you an idea of force of the flood: Two fully loaded lumber trucks were parked in front of Crawford mill when water hit. THEY HAVE NOT BEEN ABLE TO FIND THESE TRUCKS AT THIS WRITING (they weigh about 35 or 40 tons when loaded). A Crawford lift truck was found a mile away buried in the mud.

Another loaded lumber truck was swept off 101 near Miranda. They found it three miles away—a complete loss.

January 4, 1956 Again raining heavily. Beginning to find many big lumber rigs in the river that were swept right off Highway 101.

Water was 10 ft. deep on the highway.

Santa Cruz Lumber: Inches of water in store and yard, but damage light.

Sawmill badly flooded, damage severe.

Morrison-Jackson, Myers Flat: Ten ft. of water in planing mill.

Fehley Bros. at Klamath—or should say “used to be at Klamath.” Flood waters completely destroyed this rough green mill and swept away inventory, machinery and the mill building.

January 5, 1956 The shingle mill at Phillipsville completely washed away.

Highway 101: Two trucks made it from Eureka today! Just talked to trucker: “I wouldn’t be doing it unless under duress. Sending three trucks up to Eureka tonight and praying to God they’ll get back.” BPD building-products.com

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