BPD November 2017

BPD

NOVEMBER 2017

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

TOP DRIVERS IN DECKING • PREPPING TREATED WOOD CUSTOMERS

The 2018 2 IBC an nd IRC Cod des Now Re eference the A American W Wood Prote ection Association (AW AWPA PA) 20 016 Book ko off Standard ds.

Effe ffective July 2016, the AW AWP PA A U1 Standar t d d was revised i d esstablishing t bli hi new guid delines fo for woo od treated to UC4A Ground Contact General Use.

Grroouunnd Co Conttaact Trreeatteed W Woood SShhoulldd be UUssed in tthhe M Maajjorriittyy of Above v Grroouunnd Apppplliic icaatiioonnss. © Koppers Per formance Chemicals Inc. 10 / 2017

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CONTENTS November 2017

Volume 36 n Number 11

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Feature Story

Features

Departments

16 SPOTLIGHT: TREATED WOOD

10 INDUSTRY TRENDS

8 ACROSS THE BOARD 18 COMPETITIVE INTELLIGENCE 22 THE REVENUE GROWTH HABIT 24 TRANSFORMING TEAMS 32 MOVERS & SHAKERS 40 IN MEMORIAM 44 NEW PRODUCTS 56 ASSOCIATION UPDATE 56 CLASSIFIED MARKETPLACE 57 DATE BOOK 57 ADVERTISERS INDEX 58 FLASHBACK

THE TREATED WOOD DECKING YOU SELL WILL PERFORM AT ITS HIGHEST LEVEL ONLY IF PROPERLY MAINTAINED.

PREPARE YOUR CUSTOMERS FOR LIFE AFTER INSTALLATION.

TOP DRIVERS FOR DECK REMODELS AND UPGRADES

12 PRODUCT SPOTLIGHT

BAMBOO DECKING SHOOTS TO THRIVE IN GREAT OUTDOORS

14 OLSEN ON SALES BPD

OUR PARENTS DIDN’T RAISE SALESPEOPLE

NOVEMBER 2017

Building Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

30 NAWLA: THINKING AHEAD

TOP DRIVERS IN DECKING • PREPPING TREATED WOOD CUSTOMERS

The 2 2018 IBC an nd IRC Cod des Now Re eference American Wood ection Association the A W Prote (AW AWPA PA) 20 016 Book ko off Standard ds.

PRESSURE TREATING MAKES WOOD EVEN BETTER

34 EVENT RECAP

DO IT BEST MAKES BIG PUSH INTO LBM AT FALL MARKET

Effe ffective July 2016, the AW AWP PA A U1 Standar t d d was revised i d esstablishing t bli hi new guid delines fo for woo od treated to UC4A Ground Contact General Use.

Grroouunnd Co Conttaact Trreeatteed W Woood Sh Shoulldd be Us Used in th the Ma Majjorriittyy of Above v Grroouunnd Apppplliic icaatiioonnss. © Koppers Per formance Chemicals Inc. 10/ 2017

kopperspc.com

50 EVENT RECAP: GULF COAST EXPO 54 PHOTO RECAP: NELMA ANNUAL

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President/Publisher Patrick Adams padams@building-products.com Vice President Shelly Smith Adams sadams@building-products.com Publishers Emeritus Alan Oakes, David Cutler Managing Editor David Koenig • david@building-products.com Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Claudia St. John

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JANUARY 2017

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Building Products Digest

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

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

FALL DECKING SPECIAL ISSUE • TREATED WOOD SPEC TOOLS • LVL BEAMS

2017: THE YEAR AHEAD • SOUTHERN PINE UPDATE • IMPORT DUTY CONFLICT

Contributors Kari L. Gaviria, Belinda Remley, Juliana Rumbaugh, Kathleen S. Ziprik

AUGUST 2017

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Products Digest

THE VOICE OF THE LBM SUPPLY CHAIN — FOR 35 YEARS

ANNUAL SALES & MARKETING SPECIAL ISSUE

Director of Sales Chuck Casey • chuck@building-products.com New AWPA Standards for Treated Wood

Advertising Sales

There is an important change in the U1 Standards establishing new guidelines for wood treated to UC4A Ground Contact General Use. As an example, joists and beams shall be treated to UC4A (ground contact when they are diffcult to maintain, repair or replace and are critical to the performance and safety of the entire system.

(714) 486-2735 Chuck Casey chuck@building-products.com

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ACROSS the Board

By Patrick Adams

I have it all!

I

HAVE MANY names and descriptions for the region of our great country that I call home and very few of them I can repeat here. Most of the stereotypes are true unfortunately, which is what I suppose makes for such great “reality” TV. I was recently leaving my gym and literally bumped head first into a prime example. I was walking out with one hand carrying my gym bag and the other carrying my lunch as I headed back to the office. Optimism got the best of me as I saw someone heading in at the same time and thought he might notice my hands full and hold the door.

Well, instead he was no doubt consumed with his latest social media fan and walked headfirst right into me and, with a crash, dropped his phone.

I recognized this ex-NFLer just before he ran into me.

Thankfully, the gym and retirement haven’t kept him in Monday Night Football shape and I was able to stay upright without dropping anything. I said, “Pardon me.”

He responded with a tirade that included phrases like “Do you know who I am?”… “Who do you think you are?” …

“You broke my *&@! phone” …“Watch where the *&@! you’re walking!”… and the one that turned the tables as he started to walk away, “Dumb mother*&@! just wishes you had it all!”

Now, I wasn’t necessarily raised to turn the other cheek, but as I’ve gotten older it seems to suit me. My patience in situations like this now amazes even me and most who have known me for a while. However, I suppose everyone has a breaking point. Without thinking, I broke out in a laugh and replied with a smile, “Buddy, I DO have it all!”

Now, this got his attention (and about a dozen other people in the gym lobby). He smirked, rolled his eyes, and replied, “Really, you got a Ferrari like that one?” as he pointed outside to his obnoxious convertible with a neon blue wrap on what started as a beautiful car.

For the two seconds that seemed like minutes before I replied, my life flashed before my eyes. Not because I thought I was going to die, but because I was at peace. In the old days, this would have been the modern day equivalent of the challenge to a gun fight. Do you have more?

Are you better? But again, I smiled and my calm reply just rolled out without thinking: “My friend, I have something far better than that Ferrari. I have two of the most amazing little kids you’ve ever seen who act like we’ve shown up to

Disneyland every night when I come home. I have truly the world’s most amazing wife who through laughter and tears, has stayed with me for over 25 years and is my best friend in the whole world. We have a home, cars and a business that does well enough to support my amazing staff and leave enough that we can pay the bills and hopefully leave something for our kids. It’s lunchtime and I’m just leaving the gym instead of digging ditches. Buddy, I don’t know what you have, but I do have it all!”

It seemed like minutes passed and I can tell you the gym seemed like it was dead silent as no doubt phones were filming what they hoped would be the next social media “hit” (perhaps literally). We stared at each other for a while and then he finally responded, “Man, you CRAZY! You all right, man!” I guess that means he agrees in exNFL speak?

While most of what Southern California “offers” drives me crazy, it’s good every once in a while to be reminded of our blessings in life, what’s truly important, and how we should be patient with those less fortunate than us. Every day we’re reminded that we’re blessed whether it’s not being in Las Vegas, not losing everything in wildfires, or not falling victim to the countless other things that happen in our world that thankfully “miss” us. Every once in a while, it’s nice to realize we have it “all.”

“If you want to know how rich you are, find out how many things you have that money cannot buy.”

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

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November 2017

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INDUSTRY Trends

By Kathleen S. Ziprik

Top drivers for deck remodels and upgrades H

ERE ’ S THE GOOD news for decking specialists and remodelers: people are moving outdoors. According to The Freedonia Group, U.S. demand for decking is forecast to increase 1.8% per year through 2020. The better news is that this growth is valued at $7.1 billion. Want to get a piece of the “decking pie?” Then you’ll have to get inside the minds of homeowners.

“There are four key reasons homeowners are currently making the decision to remodel an existing deck,” says James Carey, co-host of the On the House with the Carey Brothers home improvement radio show and website.

“First, safety. When people look at their decks and see deteriorating deck boards or handrails, that raises a red flag for them. They don’t want an ‘accident ready to happen’ so they invest in deck repairs and replacement.

“Second, appearance. From a ‘sense of pride’ standpoint, when homeowners see that their decking materials or

finish have lost some of their luster, that’s when they pull the trigger on investing in a new deck. Third is the desire for an easier lifestyle. People may have a deck that requires a lot of maintenance and they’re simply tired of it. They’re looking for more durable, maintenance-free materials that will last longer and require less energy to maintain.

“And finally, the fourth factor is the big opportunity for deck specialists: the expanded footprint. This is when homeowners need more space for entertaining or simply want to enjoy their existing deck more. They’re ready to add to their home’s footprint with entertaining and living space outdoors. Maybe this is on another tier of the deck, or even a new deck addition like a pergola or outdoor kitchen.”

Those four key reasons can be mimicked for homeowners adding new decks or replacing old wood decks.

According to results from the 2016 Remodeling Impact Report: Outdoor Features, presented by the National

WIDE OPEN spaces with large windows blend the inside with the out. (Photo courtesy of Weyerhaeuser and TAMKO)

AS MORE HOMEOWNERS want to spend time outdoors, the need for efficient lighting will increase, as will the desire for unique deck lighting systems.

(Photo courtesy of Weyerhaeuser)

Association of Realtors Research Department, 48% of consumers surveyed after completing a new wood deck said their top reason for doing the project was to add features and improve the livability of their homes. The second most common reason (38%) was to upgrade worn-out surfaces, finishes and materials.

Dealers looking to sell new decking to consumers can look at the “hot buttons” identified in the realtors study: enhancing the home and staying at home more. After completing the addition of a new wood deck, 77% of the homeowners said they have a greater desire to be at home since the project was completed. At the same time, 51% have an increased sense of enjoyment when they’re at home.

“This research shows what we’ve known for quite awhile: there’s a growing trend in adding outdoor living space to homes that help move the indoors outside,” says Paul Mackie, Western Red Cedar Lumber Association.

“Additions to the deck are growing as people embrace outdoor living more. These additions can include pergolas, outdoor kitchen grilling and dining areas, wine fridges and even fire pits. People are moving outdoors. They want to both enjoy their deck space themselves during quiet times and take the party outside for entertaining.”

According to Mackie, the appeal of a cedar deck comes in its durability and deep, rich authentic look. Naturally resistant to rot, decay and insects, cedar can be stained or finished to complement a home’s siding and yard.

While many homeowners are attracted to real cedar, a growing number of people are embracing composite decking materials. For some, the idea of having a composite deck to match up with fiber cement or vinyl siding rings out with the appealing call of “low maintenance.”

“Just as a homeowner focuses on the aesthetic appeal of wood floors inside their home, we know it’s important that outdoor decking space carries that natural wood feel to the outside,” says Shara Gamble with TAMKO. “We created the Envision Distinction product that provides specially blended color that can’t be replicated. The bold highlights and differentiation in every board provide a one-of-a-kind Building-Products.com

decking experience. That luxurious, carefree decking experience is what homeowners are looking for these days.

People need more living space, so they’re pushing outdoors. Adding or remodeling a deck increases a home’s usable space, adds value to the house and costs significantly less than building a new room to a home.”

According to Gamble, the decking lifestyle is a tangible thing that homeowners are gravitating toward. “Whether it’s creating the deck as your own personal retreat at home for yoga, or planning to experiment more with grill cooking, we know people feel good about investing in a deck,” says Gamble. “A deck specialist meeting with a homeowner need only ‘set the stage’ by talking about the multitude of possibilities for family entertainment when trying to upsell a deck. By explaining the options of adding seating areas, dedicated outdoor grilling areas or even a wood fire pizza oven, you can connect people mentally with the elements that make deck living so attractive.”

Both Gamble and Mackie agree that aesthetics, performance and low maintenance aspects are key players when it comes time for deck specialists to upsell decking materials. By painting the image of expanded living space and entertainment possibilities, decking specialists can gain more sales.

“The deck is a retreat for a homeowner—even if just for 30 minutes a day,” says Gamble. “Because of that, people want to be surrounded by relaxing sounds and warmth. A key way for deck specialists to make those aspects materialize is by recommending unique deck accents, like fire pits, water features, garden planters, and other elements that people can relate to.”

Whether a current deck has lost its luster or a homeowner is ready to take their decking experience to the next level, upsell products abound in today’s market for deck specialists to grow their business.

– Kathy Ziprik is a PR contractor for Weyerhaeuser’s distribution business (www.weyerhaeuser.com/distribution).

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PRODUCT Spotlight

By David Koenig

FUSED bamboo decking producers are positioning their products as substitutes for imported hardwoods. (Photo by DassoXTR)

Bamboo decking shoots to thrive in the great outdoors B

of nature’s oldest building materials—and for good reason. It’s strong, dense, renewable and grows like a weed. In fact, it’s like a never-ending forest that regenerates itself every five years.

“Bamboo is actually a grass. It can grow up to 36 inches a day,” says Fortress Deck’s A.J. Jesiolowski. “It will reach full height within one year, although the best time to harvest is five to seven years.”

Consequently, bamboo has long been a staple building material in Asia, particularly China. Yet, apart from on Gilligan’s Island, bamboo has yet to break through in the U.S. in AMBOO IS ONE

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exterior applications, such as decking.

Manufacturers’ first attempts about a decade ago—strips laminated together into deck boards—failed miserably. “When bamboo decking first came out, it was all lower-end product made from side-pressed technology,” says MOSO’s Brett Kelly.

“If you looked close enough, you could see all the strips. That early technology did not do well.”

Early products were insufficiently resilient to moisture and, even more so, to insects. “Bamboo is nature’s Pixy Stix—a straw filled with sugar,” Kelly says. “Bugs love it. That was a problem.”

November 2017

Manufacturers concluded they had to remove the pests’ food source and replace it with resin or plastic, creating some form of composite.

There have been basically two different approaches. The first is similar to traditional wood-plastic composite decking, only using bamboo for the fiber component instead of wood.

To make BamDeck, Cali Bamboo uses the reclaimed bamboo fibers left over from the manufacture of its solid bamboo products. These fibers are mixed with recycled HDPE plastic (mostly drink cartons and laundry detergent containers) to form a mixture that is then moulded into decking Building-Products.com

planks of various sizes and colors.

Using bamboo makes for a stronger composite, according to Cali Bamboo’s Laura Nieto. “Resistance to bending and sagging is key when deciding upon a composite decking product,” she says. “It’s especially important if the deck is going to bear a lot of weight like outdoor furniture, a grill, a hot tub, or heavy snowfall.

BamDeck is made of 60% reclaimed bamboo fiber and 40% recycled HDPE (high density polyethylene) plastic. Those bamboo fibers make for a composite that’s at least 3.6 times as strong as (traditional WPC decking).”

Fortress Building Products uses bamboo flour for its Infinity capped composite decking. “Our grinding process produces much finer particles,” explains A.J. Jesiolowski.

“Wood results in more clumping, which can carry moisture. Bamboo is more homogenous.”

He adds: “Bamboo has big advantages over wood. It is much more dense. It has high compressed strength, greater than wood, brick or concrete, and the same tensile strength as steel. And it has less oils than wood. It installs exactly the same as wood-plastic composites, but with WPC, you pick up a 20-ft. board, it’s like a wet noodle. Ours is a little heavier, but denser and stiffer, so you can carry long lengths without bowing.”

Infinity is dual-sided, with a hardwood look on one side and a distressed grain on the other. Jesiolowski said, “We searched the hardwood flooring market and discovered about 80% of the boards sold were distressed in some fashion, and whatever’s sold inside sooner or later comes outside.”

The second approach to effectively incorporating bamboo into decking is to cook the sugars out, impregnate the strips with phenolic resin, and fuse them together. The binder is the same resin used to produce bowling balls, so the decking is, in effect, 87% bamboo and 13% bowling ball.

The final product, sold into the U.S. by such companies as DassoXTR and MOSO, performs like a WPC, but looks more like an exotic hardwood. It also offers a Class A fire rating. Like wood, it can be left to weather to a natural gray or recoated every 12 to 18 months to maintain its darker, wood tones.

DassoXTR sees its opening as a substitute for exotic hardwoods. “The Building-Products.com

future of bamboo decking is going to increase significantly,” says Avery Chua. “The field for our type of product will almost double each year.

Tropical wood has a host of issues, such as the Lacey Act, to deal with.

With tropical decking, it’s always a case of availability and demand. Too much demand and there won’t be sufficient availability, and if there’s too

much availability, they may not have the demand.”

But DassoXTR and MOSO have another challenge in bringing their products to market: they’re available only in 6-ft. lengths, unlike the 12- to 20-ft. lengths most other composites are sold in.

The idea is to emulate hardwood flooring, with 6-ft. lengths and end-

IN ONE FORM or another, today’s bamboo decking is a composite. (Photo courtesy Fortress Deck)

COMPOSITES that use bamboo in place of wood are denser, stiffer and heavier. (Photo courtesy Cali Bamboo) November 2017

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Bamboo Decking Brands Bamboo X-Treme Composite using compressed, heat-treated strips of bamboo Lengths: 6’ Colors: Natural Brown Manufacturer: MOSO www.moso.eu

BamDeck Capped Composite Lengths: 8’, 16’ Colors: Bronze, Caramel, Charcoal, Coffee, Copper, Graphite, Slate Manufacturer: Cali Bamboo www.calibamboo.com

dasso.XTR Composite using compressed, heat-treated strips of bamboo Lengths: 6’ Colors: Natural Brown Manufacturer: dasso.XTR www.dassoxtr.com

Infinity Decking

USING PART THERMAL modification, part composite technology, the latest bamboo deck boards look like tropical hardwood, but with the performance benefits of manmade materials. (Photo courtesy of MOSO Bamboo Products)

Capped Composite Lengths: 12’, 16’, 20’ Colors: Cape Town Grey, Kona Sunset, Spanish Saffron, Tiger Cove Manufacturer: Fortress Deck www.fortressdeck.com

InnoDeck Composite Lengths: 12’ Colors: Brown Walnut, Grey Concrete, Redwood Manufacturer: InnoTech www.innodeckus.com

xBeam Composite Lengths: 12’, 16’, 20’ Colors: Chestnut, Coffee, Copper, Slate, Teak Manufacturer: ZomeTek www.zometek.com

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matched joints. “One person can handle a 6-ft. board,” explains MOSO’s Brett Kelly. “We heard one contractor say, ‘I’ve never installed a deck so fast in my life!’ But we realize we’re fighting a two-front war—trying to introduce 6-ft. deck boards into the U.S. market and trying to sell bamboo as a viable exterior material.”

Certainly, acceptance has not come easy. Bamboo has yet to crack even 1% of the overall North American deck market. And while some manufacturers are enjoying explosive growth, others have given up on the U.S. Smith & Fong, which introduced PlybooDex about three years ago, is now back to focusing on primarily interior uses, such as Plyboo brand wall paneling, ceilings and flooring.

Shanghai-based Bamking made an even bigger push into the states about the same time, opening a Dallas, TX., office for Bamking USA and lining up distributors such as International Wood Products. IWP recently sold through its remaining Tru Bamboo inventory and understands Bamking is no longer operating in the U.S. Calls to the Dallas office were not returned.

But the remaining players are confident. According to MOSO’s Kelly, “We watched our business double each of the past four years. This is a great industry, but it’s slow to change. We just have to be persistent.”

Building-Products.com

FEATURE Story

By Kari L. Gaviria, Madison Wood Preservers

Preparing your treated wood customers for life after installation

THE PRESSURE treated wood decking you sell will perform at its highest level only if it is properly maintained by the homeowner.

P

southern yellow pine has been a staple product in outdoor living for over half a century.

Contractors are able to let their creativity shine with brilliant designs all while following current best building practices set forth by industry professionals. Quality starts with buying the right product and hiring the right builder, but consumers bear the responsibility for protecting their investment long-term.

If a homeowner does not follow through with a plan for routine mainRESSURE TREATED

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tenance, money spent on quality workmanship is futile. We see it repeatedly in the world of treated lumber. The initial homeowner expectation is to pay the upfront cost and enjoy—but there is more to it than that.

The auto industry does a great job of setting the expectation that cars require routine maintenance—a good detail every once and a while, an oil change, and even new tires comes naturally without hesitation.

While recommended upkeep and maintenance is standard procedure for November 2017

building industry professionals, it is not common knowledge or practice for homeowners. What happens next? A few years of no TLC and they step out one spring morning to find a tanked investment.

Here at Madison Wood, we are working hard with multiple programs for dealers to help set proper expectations with consumers and send one clear message: wood is a great low cost alternative for outdoor projects, but it requires upkeep during the entire lifespan to preserve its aesthetic and structural value, just like anything else.

We’ve compiled a list of our favorite tips from industry professionals that dealers should keep in mind when making recommendations to homeowners on future treated wood projects:

1. Choose the right treated wood for the application (they aren’t all the same). Warranties only protect consumers when the wood is used properly. If the tags on the end of the board say “Above Ground” recommend with caution. “Above Ground” has several rules on what is considered proper application such as being at least 6 inches off of the ground and being clear from debris.

We insist that dealers and homeowners do their research. Or, take the safe route and buy all Ground Contact treated lumber.

Building-Products.com

2. Wood screws… wood screws… and more wood screws. Southern yellow pine is a natural product. It will swell and shrink as it accepts/releases moisture. Although nails may save money initially on a quote, it isn’t worth the phone call from an upset customer saying their boards have pulled through the fastener and cupped.

The same theory applies to hidden fastener systems.

Remember, natural characteristics of southern yellow pine such as checking and cupping aren’t covered under pressure treated wood warranties.

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3. End coat solutions. Experienced dealers that remember the chromated copper arsenate “CCA” formulation (no longer permitted in residential use) may think this step isn’t necessary, but we disagree. Coating the ends of cut boards gives added protection against pockets of heartwood and areas with decreased penetration. Although it’s not required, there is a huge value in users taking this extra step.

1. Staining at the right time is crucial. Consider promoting a clear, UV light-protecting water repellant product for contractors to apply immediately, regardless of moisture content, to help minimize checking and cupping while they wait for their deck to dry. The industry pumps out generic information saying people should wait nine months before putting any type of colored sealant on their treated southern yellow pine. Geographically, climates vary vastly in dry times. These instructions were written vaguely in efforts to cover a majority instead of being specific. We recommend dealers encourage the use of a moisture meter to help determine if wood reaches that critical 19% or less moisture content; the point at which it is ready for paint or stain. They will need to test several sections of the deck, especially shady or damp areas in order to get an accurate reading.

5. Routine maintenance is key. We know this sounds cheesy but hear us out. People schedule oil changes by knowing how many miles they have left, their deck should not be much different. Cleaning, inspecting and repairing!

Homeowners need to understand that treated wood is not a maintenance free product before they buy. If they see debris building up or mold then it is time to clean—that broken step will not fix itself! Setting the expectation early on that pressure treated wood requires continual upkeep is crucial to the overall satisfaction of your customer.

The element of education can add an unmeasurable value to any sale. Here at Madison Wood, we encourage all dealers and even contractors to take the time to find ways to incorporate best practice into daily conversation.

After all, as industry professionals, we are the first step in teaching consumers how to protect their investment for the long haul.

– Kari L. Gaviria is an account manager for Madison Wood Preservers, Madison, Va., one of the nation’s largest single-site wood preservers for nearly 60 years. She can be reached at (540) 948-6801 or kgaviria@madwood.com.

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COMPETITIVE Intelligence

By Carla Waldemar

Capp-ital gains M

ONETA , V IRGINIA : Where the heck is that? Couldn’t find it in my Rand McNally atlas, but never mind. The affluent retirees and second-home owners living where it sits near Smith Mountain Lake have no difficulty, and that’s what keeps Capps Home Building Center alive and well and growing stronger by the minute.

What drew these folks to plant homes in the pretty lakeside town is also what attracted GM Bruce Shelton to its vibrant home-center operation, named for its owner, Dave Cappellari, and launched as Moneta Building Supply in 1978.

Says Bruce, “I came here in 2007 from Georgia Pacific, where I’d worked in the distribution center since college. Capps was in my territory, and the opportunity to sign on as GM brought me closer to my family”— and, as it turned, out, into a relationship of mutual trust with the owner, who now resides in Hilton Head, S.C. “I’ve been given free rein to run the business,” Bruce continues. “He stays very much in-the-know via weekly conference calls and periodic scheduled meetings for strategic planning. We have a lot of trust in one another. We both endorse the company’s mission, which is to do right by its employees and customers. Then everything else will take care of itself.”

These employees—53 of them— are hired for attitude over skill. “If they’re happy, they’ll do a good job.

Recently, however, our orientation

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CONSTANT GROWTH in Capps Home Building Center’s lakeside community has translated into continuous expansion for the Virginia dealer.

process became more formalized; we needed to do that as we continue to grow,” Bruce realized. “We revamped the orientation process so that it’s more structured now. On the first day, we focus on safety and on understanding the different departments. Then they go on to spend time in each one, under the guidance of a mentor in every division. We also stress that, as a company, we’re very involved in November 2017

the community. Each employee is encouraged to take part in a paid Service Day, volunteering for a local non-profit.”

“At the beginning,” he continues, the operation slept along for 15, 20 years. Then there was a boom in the ’80s, followed by a little downturn during the recession. We’ve maintained a very strong community presence in Smith Mountain Lake, which, Building-Products.com

in recent years, has just blow up [in development].” That spurt led Capps to relocate to the West Lake side of the water, to serve the major population center. “We built a new store from the ground up, under the guidance of our buying group.”

And kept on building. Capps’ Design Showroom, which started out in the retail space of 8,500 sq. ft. on six and a half acres, expanded in 2014 by 6,000 additional sq. ft. to enable the company to showcase everything from cabinets and decks to windows and doors and flooring. Capps hired an in-house “whole house” designer, who assists builders with spec homes and individuals with their custom home plans, as well as their extensive remodeling projects— “a big incentive to return and buy our products,” Bruce underscores.

Contractors have 24/7 access to allow them to bring clients in after hours. And that customer mix, by design, has shifted from 100% pro to a 70/30 ratio. Serving both, “We pride ourselves on having the largest selection of composite decking materials in the region; it really keeps us in the mix.”

Like it, buy it… then what? Capps answers that need with an installation service (think: cabinets, windows and doors, flooring, decking, siding), for which an in-house supervisor acts as liaison between vetted subs and retail clients. Its pros’ loyalty is secured by features such as its Hot Shot delivery service (“We have the largest service fleet in the area”). “Because this is a part-time, summertime residential community, contactors’ clients often arrive in spring to find they need deliveries quickly.”

Those second/retirement home-owners’ remodeling and add-on projects are far from paltry. “It’s not uncommon for them to spend $250,000 on a project, or $100,000 on a dock. (We stock pilings and other marine-oriented products.) It’s a big, big business.”

To keep employees up to speed, Capps schedules Lunch & Learn sessions, sponsored by vendors. “For our staff, it’s like continuing education,” says Bruce. “And on the flip side, for retail customers, are information events on key products like Green Egg or Weber.”

Add up all the company’s customer-focused attitudes and endeavors, and you’re positioned to earn the community’s Best Customer Service award for 12 years running.

Bruce offers a key reason to back up that honor: “They know we support the community.” When asked for a forinstance, he mentions that when Capps closed its old location upon moving, it donated the property to Lake Christian Ministry.

“Folks also like that we don’t nickel-and-dime them,” he adds. “Services like local delivery are free. And they’re aware that our staff is knowledgeable and cross-trained to jump right in. We never let our phones go past the second ring. And they’re answered by a live person, not ‘press two for….’ Plus, our outside salesperson is on the spot to assist pros and homeowners alike.”

To get that service-forward message out, rather than focus on a single marketing avenue, Capps utilizes social media via its website, Facebook and e-blasts, while also advertising in print magazines and on billboards. “We utilize our own in-house marketing/advertising coordinator plus an outside contractor,” Bruce reports.

“Demographically speaking, our market is retirees with an average age of 56, who are loyal to our consumer reward program. Feedback from a focus group was impactful. They liked that they could earn points that could conBuilding-Products.com

ALTHOUGH THEY quickly attain expertise, Capps employees are hired for attitude over skill.

vert to dollars-off. It works very well. And we’re also attracting the younger consumer who commutes to Roanoke, 45-50 miles away. In rural Southwest Virginia,” Bruce explains, “people are accustomed to driving longer for what they need. We’re known as the dominant player in the region for our focus on composite decking. Folks are willing to drive for that.”

Surely there are plenty of boxes along the way? You bet. But Capps’ customer service rules. “People tell me they’ve never been to a place where employees walk up to them! Here,” he laughs, “we probably over-serve.”

As it did everywhere, the recession took a bite. “It hurt.

It did. But our new investment in retail has paid off. We had to tweak retail to keep the ship running. During the downturn, shopping dropped from ‘want’ to ‘need.’ So we de-leveraged our inventory. Now, it’s back to ‘want’ and ‘need.’”

Plans for the future? “We’ll continue to focus on our key product categories, our showroom. In 2015, we enlarged our greenhouse, with live and locally-grown plants. In our expansion, going from 8,500 sq. ft. to 19,000, we more than doubled our footprint. We stayed open the entire time, so it was kind of chaotic, but the community loved the result and our employees are excited.”

You couldn’t pry Bruce away with a crowbar. “I’ll be here until I retire,” he swears. “I love getting up in the morning and going to work. Also, Ryan Cappellari— the third generation—just signed on as contractor sales manager. That shows a solid commitment from the family, too.”

Carla Waldemar cwaldemar@comcast.net November 2017

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OLSEN On Sales

By James Olsen

Our parents didn’t raise salespeople Adult Tantrums Some customers will try to take the role of our parents, teachers or bosses. They are not. Some customers will throw an “adult tantrum.” We are not intimidated. We must recognize bullying and intimidation for what it is and deal with it immediately, in a calm, professional manner.

Those we let bully us will never be great customers.

Create a respectful relationship with customers or move on.

Don’t Brag or Boast

“T

HE PROBLEM, John, is that your parents raised a really polite son.” This is how I interrupted the eighth meeting with a young man who is learning to be a lumber broker/professional salesperson. That may seem harsh to some, but my clients are in a hurry and the people they hire (including me) know that.

The Customer Is Always Right Our parents, most of whom were customers, taught us this! If you are in a service job or you have a boss/owner who wants to deal with all hard cases, then don’t argue with the customer. We don’t argue with customers, but we must stand up for ourselves. The master seller does this in a smooth way that doesn’t offend.

In B2B sales the customer is selling us also. There is a sale made on every call; either we convince our customer to buy from us and partner with us, or they convince us to work for them for free.

Don’t Back-Sass Me and No Means No I was raised with, “Children are to be seen, not heard.”

“Don’t talk back to your mom/dad/teacher.” These attitudes are drilled into our psyches from before we can talk until we leave home and even then….

About 75% of salespeople are presenting product and asking the customer, “What do you think?” This is not (even close to) a sales call. (When we ask for the order, the customer will tell us what they think!) Of the remaining 25% most will go away with one “NO” or “I’ll let you know” (which should be spelled: “I’ll let you… NO,” because that’s what it really means.)

Only the top 10% of salespeople are: Asking for the order.

Asking more than once.

Overcoming objections and closing.

All three are important but monster sellers overcome objections and close.

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The opposite is true for us as professional salespeople.

We are shameless self-promoters. Does Apple “aw shucks” it when they talk about the iPhone? Does Tesla say the electric car “might” revolutionize our world? Does Ford ever tell us anything but the great things about Ford? No, they don’t and we can’t either.

The truth will set you free, but it will not sell itself. We must know who we are and what we can do for our customers, and we must sing it from the rooftops. If we do not have a strong definition of ourselves and we don’t stand up and communicate our value throughout the sales process, our customer will define us as a shopping service.

Hard Work Conquers All We heard this comment from our sincere, hardworking parents when we should have been listening to the (rich) smart-aleck uncle who said, “Work hard and work smart.”

I see a lot of salespeople working hard at the wrong stuff. My first seven years as a salesman I made 60 to 70 calls a day, working hard. Made an OK living, but many around me were making three and four times as much, making 50 calls or fewer a day! I wasn’t working on my salesmanship, just pounding the phone.

We can dig a hole with a hammer, but it’s a lot easier with a shovel.

Sales is the same; we can hammer away at customers or we can dig in and make them a friend and partner.

We earn their trust by showing we are there for more than just the order, then we joke, cajole, negotiate and sell them with all we’ve got. Bring a partner-topartner attitude; customers will feel it and treat you accordingly.

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

HAVE IT ALL IN ONE HAUL. One shipment from Great Southern Wood gets you so much more than

YellaWood® brand pressure treated pine. Contact your YellaWood® representative to see which brands are available in your area.*

YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, systems, and technologies of unrelated third parties. For details regarding the Preservatives, methods, systems, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Safety Data Sheet (SDS), please visit us at www.yellawood.com/warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood® and the yellow tag are federally registered trademarks of Great Southern Wood Preserving, Incorporated. All other marks are trademarks of their respective owners and are used with their permission. *Availability varies by region. YellaWood® available in all markets.

YellaWood.com/ForDealers

THE REVENUE Growth Habit

By Alex Goldfayn

The secret to selling more B

I RUN a revenue growth consulting practice where my clients add 10% to 20% to their growth year after year, people always ask me all the time, what’s the secret to sales?

Because I do keynote speeches and workshops every week, sometimes multiple times per week, people always ask me, what’s the magic bullet for revenue growth?

And I tell them. And I’ll tell you right now. Because I know what the secret is. I’ve studied it. I’ve looked for it.

No, I’ve hunted for it. I’ve written about it. I speak about it.

I teach it. I will tell you what the secret is. The secret is… … that there is no secret. There is no magic bullet. There is only the grind. There is only the work.

ECAUSE

If your livelihood depends on your selling—and, preferably, selling more—then you already know what to do.

You know you must tell your existing customers what else they can buy from you, because too many of them don’t know. That’s why they frequently say, “I didn’t know you did that!”

You know you should spend more time talking to prospects, people who have not yet bought from you. You know they’d be better off with you than the competition, but you’re not really putting in the time to talk to them.

You know you should spend more time on the telephone talking to customers and prospects. Did you know salespeople average just four hours per week on the telephone?

Four hours! That’s it!

You know you should ask your customers for the business more. You know you should pivot to the sale. They’re talking to you, they’re interested, ask them to buy!

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You know you should ask your happy customers for referrals, and they’d be happy to give them to you. Because people love giving referrals.

But we don’t do these things. Because we spend our days reacting from one incoming call to another. And when we live like this, we are not in control. Our sales growth is not up to us. If the right calls come in, you might grow. But if the wrong calls come in, you won’t grow. And it is completely and totally outside of your control.

Want to grow sales? We must do the proactive work that growth requires.

And what is this work? Communicating with customers and prospects! That’s it. The more that we communicate with them, the more they buy. The less we communicate, the less they buy. It never works the opposite way. You can never communicate less, but sell more.

The work is to proactively communicate with customers and prospects, systematically and repeatedly, multiple times a day. When a customer calls, ask them the did you know question. “Did you know we can help you with x, y, or z?” Ask for a referral. “Who do you know like yourself who would find value in working with me like you do?”

Pick up the phone and call a customer you haven’t talked to in six months or more. “I was just thinking about you; how’s your family?” Ask for the business, on every call.

“How many would you like?” Or “I can get them to you Tuesday if you place the order today.”

There’s your secret. The grind is the secret. The work is the secret. We have to do the work. We have to care enough to do the work. You’d be amazed at how many people don’t care enough.

It’s not hard to stand out from the competition. The competition is not very good. We must be present for our customers and prospects. We must care, and demonstrate to them that we care. We must communicate with them, so that they know we are there for them.

We have to do the work. The secret is the grind.

Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com Building-Products.com

TRANSFORMING Teams

By Claudia St. John

Recruiting hourly low-skilled workers W

our clients about their most difficult challenge, they almost always say it is hiring qualified people. This is particularly true, they say, when it comes to hiring entry-level, unskilled hourly workers.

Whether we’re talking about warehouse employees, janitors, car care technicians, or delivery workers, finding and keeping this type of talent is very difficult.

According to a recent report by the U.S. Bureau of Labor Statistics, the unemployment rate remains very low for unskilled, hourly workers. As a result, fewer of them are looking for work and job vacancies go unfilled for longer periods of time. What’s more, traditional forms of recruiting are no longer effective in attracting them.

If you are experiencing this dearth of candidates for entry-level positions, here are some approaches to recruiting hourly workers that may help.

HENEVER WE ASK

Target Your Job Posting – Typically, entry-level hourly employees rely on their mobile phones, and not per-

sonal computers, to access the internet. It’s essential, therefore, that your application process supports mobile interfaces and makes it easy to learn about and apply for positions via a smart phone. If your current website or recruiting application is not friendly for this type of device, then consider investing in an online applicant tracking system, such as ApplicantStack, Zoho Recruit, or JazzHR, that can support mobile access 24/7. Many of these systems can be tied into your corporate website or social media platform and can be purchased on a pay-as-you-go basis so you can pay for it just during your active search periods.

You also want to make sure your position is easy to find online. Various key search terms for the same position can help. For example, if you are looking for janitorial staff, you may want to include janitor, cleaning, custodial, housekeeping, maids and facility services in your key search terms.

Use the Right Job Boards – Recognize that hourly, unskilled employees do not frequent LinkedIn, Monster.com or Indeed.com, so posting on those platforms is a waste of time and money when you are trying to reach this group.

That said, Craigslist.org can be a powerful, cost-effective tool in some geographic areas. Local penny-saver circulars and the local classified ads (online and print versions) can also be effective. And when you advertise a position that you feel has attractive pay and benefits for an entry-level worker, don’t hold back—promote these and other attributes as strongly as you can.

Consider Deploying Social Media in Your Recruiting – Using your social media presence can be extraordinarily effective in finding talent. Some of our clients are using social media almost exclusively to find their hires. The best platforms for this are Facebook, Instagram and Twitter—or WhatsApp if you are looking for Spanish-speaking workers. Be sure to post your position on those platforms and include the link to your job application. On Facebook, you can even create a career tab

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for your company. The key to making these platforms effective is to have your employees comment, share and like the posting so that it appears at the top of their feed, thereby using their network to promote your job to their peers and contacts.

Employee Referrals – Word of mouth can be enormously effective in building a workforce and your current employees can be your best ambassadors to the talent pool.

But experience tells us that you need to sweeten the deal for them. Successful programs we have seen look something like this: $50 if the referred candidate lasts one

Q. With the data breach at Equifax, and the fact that, as employers, we maintain a lot of confidential employee information–such as social security numbers, addresses, age, date of birth, and dependent information–what is our obligation to keeping that information safe?

A. Whether your company owns, licenses or merely maintains personal information about your employee (such as name, address, date of birth, SSN, driver’s license number, bank account information, etc.), nearly every state has requirements on when and how affected individuals must be notified of a breach, and many states also require notification be made to state attorneys general, consumer protection agencies, national credit bureaus, and perhaps even the media. Employers who suspect personal information about employees may have been compromised should immediately contact legal counsel.

It’s also important to note that if you outsource payroll and benefits to a third party such as a PEO or a company like Paychex, their obligation is to notify you, not necessarily your employees, in the event of a data breach. In such cases, you should also contact legal counsel to assess your obligations.

family and anyone they meet who would make a good addition to the team.

If you are fortunate enough to have a curbside presence such as a car wash or restaurant, prominent signage and promo displays are always effective. Who doesn’t love to watch that skinny balloon guy flop about in the breeze?

Likewise, large hot-air balloons and flashy spinning sandwich boards can make promoting your position easier.

Behavioral Testing – I know, I know. If you are struggling to find entry-level employees, why would you put in place a test that could have the potential to further reduce the pool of qualified candidates? The answer is that while administering behavioral tests may reduce the potential talent pool a bit, the talent that you do find is likely to be more motivated, productive and less likely to quit. That’s why as recruiters we insist on behavioral testing when filling positions.

Clearly, there’s no magic bullet to hiring and keeping your hourly employees. But if you can identify where they are—online or within the community—and you leverage the power of your existing workforce to promote your position, chances are your funnel of viable candidates will remain full. Happy hunting!

Claudia St. John Affinity HR Group, Inc. claudia@affinityhrgroup.com

month without attendance or disciplinary problems, an additional $100 after three months, and an additional $150 after six months, for a total of $300 per employee.

Typically, if a new employee lasts six months without attendance or disciplinary issues, she’s likely to be an excellent employee going forward, making the $300 investment highly worthwhile.

Make Use of Local Job Fairs – If your positions have some technical components, attending a job fair at a local community college can be effective. Offering apprenticeships, sign-on bonuses and solid training programs can make your offer more attractive. And be sure to bring some printouts of the open position so attendees can share with their friends, and have a couple of tablets or laptops on hand so that anyone can apply on the spot.

Don’t Forget Low-Tech Solutions – If you have a company with high turnover of hourly workers, recruiting is likely an ongoing concern. That means that you should always be on the lookout for potential talent, whether that’s at the grocery store, the car wash or the local pizza joint. Consider making business cards for all of your employees that have the employee’s contact information and a link on the card to the company’s job board.

Encourage your employees to give the cards to friends, Building-Products.com

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Gillman Adds 10th Yard Nine-unit Gillman Home Center, Batesville, In., has acquired 150-plusyear-old Aurora Lumber, Aurora, In. Gillman intends to retain Aurora’s current staff, but will change its name and update its facility.

According to John Petty, whose family owned Aurora Lumber for the last 50 years, the sale ensures the continuation of the business.

Keene Expanding Facility Keene Building Products, Mayfield Heights, Oh., has broken ground on an expansion of its Euclid, Oh., manufacturing facility, hoping to be completed

shortly after the start of the new year.

With ample room on the industrial complex’s 11 acre, plans include a new 25,000-sq. ft. manufacturing facility made entirely out of steel.

Keene manufactures 3D filament products for the building envelope, roofing and noise control markets.

Venerable Maryland Lumberyard Closes Its Doors Miller Lumber Co., Williamsport, Md., closed Sept. 29 after 139 years.

Longtime owner Dick McCleary, 74, is ready to retire. Reportedly, the National Park Service has expressed interest in purchasing the building.

DEALER Briefs Goldsboro Builders Supply, Goldsboro, N.C., is opening store #6 this spring in Wendell, N.C. Meek’s held a grand reopening last month to show off its remodeled store in Mountain Home, Ar. Viking Building Supply added a new showroom in South Charleston, W.V.

Park Ace Hardware opened store #3 at the former site of Duke Ace Hardware, Frankfort, Il., which closed the branch in August due to a rent increase.

Small Town Supply, Gouverneur, N.Y., has been opened by Clark Porter, owner of Junction Supply, DeKalb, N.Y. The new 15,000-sq. ft. store is an Ace Hardware affiliate.

Ace Hardware added a new location in Columbus, Ga. Menards is exploring opening a new store in Decorah, Ia. The chain also recently began construction of a 21,626-sq. ft. lumber storage area at its St. Joseph, Mo., branch––phase one of a three-part, $1.5-million overhaul. Expanding the garden center and remodeling the store’s interior will follow.

Elwood Adams , Worchester, Ma., founded in 1782 and considered the country’s oldest hardware store, closed Oct. 20.

FORMER YANKEE Mariano Rivera (left) was a featured guest at the Home Builders Association of Delaware’s annual fall golf, crab & steak feast Oct. 5 at Odessa National Golf Course in Townsend, De. During the event, Palram Americas auctioned off a signed golf bag, to aid relief efforts in Puerto Rico. Steve Arnold (right), Energy Services Group, was the lucky winner, with a bid of $1,600.

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SUPPLIER Briefs McDonough Hardwood, Rome, N.Y., saw its office destroyed in an Oct. 1 blaze.

Hood Industries has acquired 50-year-old Leonard Lumber Co., Durham, Ct. LBM Advantage has completed its merger with Independent Builders Supply Association.

Collum’s Lumber Products will invest $2 million to build a new warehouse alongside its Allendale, S.C., sawmill, allowing the complex to increase production.

Steves & Sons, San Antonio, Tx., held a ceremonial ribbon cutting Oct. 18 its 180,000-sq. ft. door plant in Sandston, Va. The company began moving into the facility nearly three years ago and continues to add new equipment and increase production.

LMC’S RECENT third annual Leadership Summit in Houston, Tx., included an on-field experience before the Astros game and a presentation by ball club president Reid Ryan in the Lexus Field Club at Minute Maid Park.

Lumber Dimensions Suit Tossed A potential class action lawsuit alleging Menards defrauded customers by selling 4x4 boards that actually measured 3-1/2 inches by 3-1/2 inches has been thrown out of Illinois federal court (see July, page 50).

Plaintiffs Michael Fuchs and Vladislav Krasilnikov sought more than $5 million, claiming they were “misled” by the nominal size descriptions.

The judge determined that no reasonable consumer would interpret Menards’ descriptions of its lumber in the way the plaintiffs did.

In addition, the labels on the wood displayed commonly accepted nominal designations, not actual measurements, since they did not include inch marks.

NJ Salesman Sentenced for Fraud A former salesman for Bayway Lumber, Linden, N.J., was sentenced to one year in jail for defrauding customers by bribing their employees, then lying about the scheme to a federal grand jury.

Adam Martignetti, 44, had pleaded guilty in July to conspiracy to commit wire fraud. He admitted that from 2011 to 2013 he would give iPads, patio furniture, computers and other free items to customers’ employees, then recover the cost of the items through overbilling, creating excess profits of hundreds of thousands of dollars.

He also confessed to supplying customers with lowerquality, less expensive merchandise than they paid for.

Swindled customers included Amtrak, Con Edison, schools, the Board of Education, and the city of Elizabeth, N.J. Bayway president/co-owner Robert Dattilo, who reportedly oversaw the overbilling, also pleaded guilty and last year was sentenced to a four-year prison term and ordered to pay restitution totalling $708,386.

Three workers at public agencies were also charged in the scheme.

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Harvest Lumber Co., Austin, Tx., has been opened

by Kris Burns and Andrew Danziger, to market lumber harvested from fallen trees.

Eldorado Stone has opened a new 432,000-sq. ft. manufacturing and distribution facility in Greencastle, Pa. It consolidate operations from a manufacturing plant near Greencastle and a distribution facility in Hagerstown, Md. Kyocera Corp. agreed to buy Japan-based Ryobi Ltd.’s power tool business, in a deal set to close in January.

Tando Building Products’ TandoShake and TandoStone exterior cladding lines are now being distributed to Georgia, northeastern Florida, the Carolinas, and eastern Tennessee from Great Southern Wood Preserving’s facilities in Conyers and Jesup, Ga., and through the Midwest

by Parksite’s Bolingbrook, Il., and Fargo, N.D., locations.

Parksite is also distributing Boral TruExterior siding & trim from Fargo; Versetta Stone from Baltimore, Md., and Apex, N.C.; and DuPont Tyvek fluid-applied WB+ System from all 10 of its distribution centers.

Boral Versetta Stone is now distributed by four Dealers Choice locations (Savannah, Suwanee and Tifton, Ga., and Birmingham, Al.) and a 14th Boise Cascade branch: Orlando, Fl.

Universal Forest Products, Grand Rapids, Mi., approved a three-for-one stock split.

Allura is now exclusive supplier of exterior fiber cement siding products to KB Home.

Bliffert Lumber & Fuel Co., Milwaukee, Wi., was named a 2017 Future 50 company and a third-year Master Mettle winner by the area Chamber of Commerce.

RoyOMartin , Alexandria, La., has relaunched its redesigned, mobile-friendly royomartin.com.

Anniversaries: Unalam , Sidney, N.Y., 125th …

Turlington Lumber Co ., Clinton, N.C., 100th …

Guerry Lumber , Savannah, Ga., 90th … Hingham Lumber Co., Cohasset, Ma., 70th.

Building-Products.com

THINKING Ahead

By Juliana Rumbaugh and Belinda Remley, Lonza

Treat it… and it will last Pressure treated wood is beautiful, versatile and– importantly – sustainable

A

RCHITECTS, BUILDERS,

contractors, and homeowners have a broad choice of construction materials from which to choose—all of which have their selling points— but the benefits of pressure treated wood are tough to beat. Yes, it’s beautiful and, yes, it’s versatile; but it also is second to none when it comes to sustainability.

Can’t See the Forest for the Trees That fact may be lost on those who only know what they’ve been exposed to through “scare” campaigns.

Marketing materials from competitors might, for example, present an image of a clear-cut forest along with language warning that wood consumption eradicates the tree population. Or they might ring the alarm about purportedly harmful use of chemicals in the treatment process.

Misinformation like this is part of the reason we at Lonza launched our own outreach project nine months ago to close the knowledge gap and combat misperceptions. The effort, which we’ve dubbed “Why Wood?,” aims to promote the advantages of this sustainable building material beyond the circle of industry insiders. Lonza

About NAWLA North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn more about how NAWLA can help your business at www.nawla.org.

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is spreading the word to the rest of the world through print publications, social media resources, its customers, and even a video.

Why Wood?

These written, visual, and online materials share a common objective: to demonstrate how treated wood is good for the environment and good for people. First and foremost, it is derived from a natural and abundant renewable resource that can be used time and time again.

When detractors portray the wood products industry as a tree-killer, intimating that forests are stripped and left barren, they fail to mention that the trees are responsibly harvested from managed forest lands that operate on a continued cycle of growth.

Different tracts are maintained at different phases of development, ensuring that each area is harvested at its optimal life stage to actually increase the overall productivity of the forest. When—after decades of cultivation and care—trees are eventually hewn, the soil is given a few months’ time to recover before new seeds are sown for future production. In fact, despite the fact that it owns just 15% of all forestland, the wood products industry accounts for more than 40% of the replanting that takes place—to the tune of approximately 3 million trees every single day. It’s no surprise, then, that there are more trees growing on U.S. forest land today than at any other time in the past 100-plus years!

When you talk about the sustainability of treated wood, it’s also important to remember that every part of each harvested tree is used in totality—nothing is wasted, and nothing is funneled back out into the environment.

With sawmills, manufacturers, and other interests all clamoring for a piece, the wood is made into lumber for

Building-Products.com

A Special Series from North American Wholesale Lumber Association

residential and commercial construction, poles, pilings, mulch, paper products, and an endless list of other uses.

That raises another important area of needed education about treated wood: the chemical process that infuses preservatives as a protection against termite damage and fungal decay, thus prolonging the life and furthering the natural resourcefulness of wood.

Copper remains one of the primary ingredients in the preservation process. Just as copper is present in pennies and some medications, the other active ingredients also are found in the things we see and touch on a daily basis. They include propiconazole, which is used to protect fruits, nuts, and vegetables from fungi; tebuconazole, another fungicide that is commonly applied to flowers and shrubs; and water. The materials used to preserve wood are encountered in everyday life.

All in all, properly treated wood has a benevolent impact on our world.

Its footprint on the environment is superior to other building materials.

Treated lumber requires less energy during the production process than steel, concrete, or composites—meaning its ultimate carbon footprint is smaller. It’s also lighter—and thus, less expensive—to transport. Wood is derived from a natural resource and is beneficial to humans through its sequestration of carbon. When a tree is cut at its peak and the wood is then preserved, carbon is captured in the wood and not allowed to escape—carbon that enters the environment contributes to the ozone problem, greenhouse gas emissions, and the like.

Importantly, because of the way it is harvested, treated wood can be produced over and over so that future generations—our children, grandchildren, and great grandkids—will have access to and enjoyment of it as well.

– Juliana Rumbaugh is marketing communications manager and Belinda Remley marketing communications specialist for Lonza (www.lonzawoodprotection.com).

Building-Products.com

INFOGRAPHIC, part of Lonza’s “Why Wood?” campaign, helps promote the benefits of treated wood as a sustainable building material.

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MOVERS & Shakers Mike Elmore has been named COO of the Goldsboro Builders Supply Family of Companies, Goldsboro, N.C. Todd London, ex-James Hardie Building Products, has been named senior VP of sales & marketing for Sherwood Lumber Corp., Melville, N.Y. Jack Gotwalt, ex-Lezzer Lumber, has moved to Snavely Forest Products, Westminster, Md., as product mgr. of engineered wood products.

Phil Dalrymple has joined City Lumber Wholesale, San Angelo, Tx., as chief operating officer.

Nick Zilliken has been promoted to outside sales for Richardson Timbers, Dallas, Tx. Lindsay Blattel is now a procurement specialist for Fortress Building Products, Garland, Tx. Peter Digan, ex-Trane USA, has been hired by Fairway Architectural Railing Solutions, Mount Joy, Pa., as production mgr. at its Trenton, N.J., facility.

Jessica Prchlik, ex-Therma-Tru, has joined Trex Co., Winchester, Va., as brand mgr.

Joanne Corum has been promoted to VP of information services at McCoy’s Building Supply, San Marcos, Tx. Bane Phillippi has been appointed general counsel.

James Fox is now store mgr. in Montgomery, Tx.; Matthew Pool, store mgr., Belton, Tx.; and Tyler Louis and Sal Lopez, co-store mgrs., Aransas Pass, Tx. Justin Goldsmith, ex-BlueLinx, is new to Ply Gem Windows & Doors, as Midwest territory sales mgr., covering Iowa, Nebraska, Missouri and Kansas.

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Chad Monistere, ex-Huber Engineered Woods, is new to outside sales at Cedar Creek, Gulfport, Ms. Todd Schumell, ex-Wisconsin Building Supply, is now handling business development in the Milwaukee, Wi., area for Builders FirstSource. Merritt Sosnoskie is new to outside sales in State College, Pa. Catherine Williams, ex-Martel Windows & Doors, is a new window & door specialist with BMC, Austin, Tx. Taylor Roper is now in outside sales with Shelbyville Lumber Co., Shelbyville, Tn. Andy McKenzie, ex-Versatex, is now mgr. of PMC Building Materials, Atlanta, Ga. Joe Cowan, president/CEO, Epicor Software Corp., Austin, Tx., has retired. Stephen Murphy is now CEO. James Sacra has been appointed sales mgr. for Delmarva Pole Building Supply, Wyoming, De. Pam Tyler, ex-Phoenix Millwork Distributors, is now inside sales coordinator for Flanagan Lumber Co., Athens, Al. Tom Jolie has left Huber Engineered Woods, to form timber sales & marketing consultancy Next Generation LBM, Limehouse, Ont. Anne Konopka, ex-Huttig, has rejoined the inside sales team at Emery Waterhouse, Portland, Me. C.J. Roberts, ex-LP, has rejoined Weyerhaeuser, as Marlton, N.J.-based territory mgr.

Brett Capouch is a new fastener specialist at Huttig Building Products, Lincolnshire, Il. Alex Harriman, 84 Lumber Co., has transferred from Christiansburg, Va., to Pulaski, Va., as co-mgr.

Sarah Neale, ex-Beacon Roofing Supply, is now Midwest territory mgr. for KP Building Products. She is based in Columbus, Oh. Brad Mullins has been promoted to president of Pro-Fast Inc., Harrisburg, Pa. Ronnie Lovins is a new window & door specialist at Ridout Lumber Co., Jonesboro, Ar. Nick McCafferty is now category management analyst at Ace Hardware Corp., Oak Brook, Il. Elizabeth Stephenson, ex-Home Depot, is a new inside sales rep at BlueLinx, San Antonio, Tx. Charles D. McCrary was elected to the board of directors of Great Southern Wood Holdings, Abbeville, Al. Mitch Cox, ex-Principia Consulting and Trex, has joined Derby Building Products, as senior VP of sales.

John Vasuta has been named senior VP-global sales for Firestone Building Products, Nashville, Tn. Mike Eglin is new to Keene Building Products and Dependable LLC, Mayfield Heights, Oh., as New England regional sales mgr.

Ann Hamel is Metrie’s new territory mgr. for Michigan.

Adam Patterson, ex-Lansing Building Products, hired on at James Hardie Building Products, Chicago, Il., as R&R segment mgr. for the East Coast.

Gabrielle Spossey has joined the inside sales team at Allied Building Products, Syracuse, N.Y., Jessica Lee Halterman is now marketing coordinator with Capitol Building Supply, Springfield, Va. Matt Peterson has been promoted to general mgr. of Hunter Panels, Portland, Me., effective January 1, 2018.

He will succeed Jim Whitton, who will retire at year’s end after nearly 20 years with the company.

Sue Yu has joined the legal staff at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

Building-Products.com

VENDORS appeared reenergized at the reformatted 6,500-sq. ft. LBM booth.

Big LBM push at Do it Best fall market

INDUSTRY UPDATE was delivered in a more engaging fashion, including a Q&A with LBM heads (l-r) Joe Corah, Gary Nackers, and Todd Hixson.

Do it Best’s fall market—for years laser-focused on hardware—gave increasing attention to lumber and building materials. Most noticeably, the show, held Oct. 13-16 in Indianapolis, In., featured a fresh new 50-ft. by 130-ft. booth for LBM buying, in a new location and topped by Do it Best’s new “LBM: We Are the Total Solution” logo.

“We tried to make it like a pro desk at a lumberyard,” said Jean Fahy, division manager of building material sales. “This new space brought new energy and bigger orders.”

She said that LBM had been an

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underrepresented category at its May and October markets. But last year, the buying group decided to bulk up its focus. It reformatted its LBM Update into a more engaging luncheon, which was packed with participants. It featured a Q&A/panel discussion that covered lumber prices, the effects of the hurricanes, and hot LBM topics. Moderated by Fahy, it included Gary Nackers, VP of LBM; Todd Hixson, division manager-lumber & structural panel products; and Joe Corah, division manager-LBM purchasing. An LBM reception followed that evening.

November 2017

A top area that pro dealers said they needed help in was with staffing and training staff, so Do it Best announced the launch of a new LBM School, designed for entry-level and mid-level salespeople. Providing product knowledge and sales skills, the first three-day class will be held March 6-8 in Fort Wayne, In. It will be limited to 50 participants and is already more than half full.

Response to the first session will influence the frequency of the classes.

Do it Best is also considering an advanced edition of the program.

All in all, the Do it Best’s fall show was unmistakably much more than hardware. “Pro dealers felt like it was a market for them,” said Fahy.

REGISTRATION is open–and filling up fast–for Do it Best’s new LBM School.

Building-Products.com

DO IT BEST FALL MARKET Photos by BPD

DO IT BEST [1] mascot welcomed attendees to the wholesale buying group’s fall market in Indianapolis. [2] Craig Kapp, Chad Dunwiddie. [3] Kent Enright, Staci Sprecher, Jake Buswell. [4] Richard Bergman. [5] Tim Pappas, Bryan Hoexum. [6] Kraig Berglund, Lauren Jepson, John Hinkle, Mary Price, Dale Minks. [7] Todd Hixson, Joe Corah, Gary Nackers, Jean Fahy. [8] Chris Martin, Dave Lawson, Thoms Kuhar. [9] Building-Products.com

Brad Seelig, Deb Maples, Alex Mead, Paul Court. [10] Jason Wehrun, Brad Jacobs, Mike Brad. [11] Eric Kjode, Perry Williams, Kyle Webb, Rick Fortunaso. [12] Jared Olson, Brian Diem, Jim Edwards-Toepel, Dan Anderson. [13] Tim Erni, Eric Knox, Mike Haynes. [14] Dawn Jauch, Lisa & John Finch, Sue Ridge.

(More photos on next page) November 2017

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DO IT BEST FALL MARKET Photos by BPD

INDY SHOWGOERS at Do it Best’s annual fall market (continued from previous page): [15] Bob Taylor, Rich Lynch. [16] Mike Caron, Gabe Arnold. [17] Sherman Griffith, Roy Deans. [18] Scott Dunn, Jordan Engelhard. [19] Josh Worth, Dave Gothard. [20] Bill Merlock, Bev Parish, Lane Draper. [21] Lloyd Sherwood, Elier Manuel. [22] Corey Wardle, Mark Stevenson, Greg Zabel. [23] David Parr, Chuck Lencheck, Roger

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Riddle, Adam Reece. [24] Gene Fosnaugh, John Stembridge, Mark Sanacore. [25] Sean McPeak, Mannie Fisher. [26] Gene Fosnaugh, Drew Schasny. [27] Randy Monahan, Dan Bogner, Curtis Stewart. [28] Jessica Albert, Soren Schamberg, Liz Linsky. [29] Len Kasperski. [30] Noel Tucker, Ralph Garza, Kevin Nall. [31] Matt Lufkin, Brock Marlin, Brad Seelig, Johnathyn Truex.

Building-Products.com

facility manufactures standard, block and export pallets.

Formed in 2001 from predecessor companies, PalletOne is reportedly the nation’s largest manufacturer of new pallets, with 17 locations in nine states, including pallet factories and, under the Sunbelt Forest Products name, four wood treatment plants.

Forest2Market Rolls Out New Business Intelligence Platform

MANUFACTURER RoyOMartin welcomed the first three loads of pine pulpwood at its new Corrigan, Tx., OSB plant, as it nears start-up before year’s end. To mark the first log delivery, the plant held a celebratory gathering with employees and industry and community partners. The logs, delivered by J&J Logging under the supervision of Walsh Timber Co., were unloaded and held in the site’s log yard to be used in operationalizing new wood-processing equipment and in training.

PalletOne Adds Texas Firm PalletOne, Inc., Bartow, Fl., has acquired 28-year-old pallet manufacturer North East Texas Pallet, Clarksville, Tx. Former owner Lance Downs will remain with the company

in management.

Founded in 1989, North East Texas Pallet primarily served customers in Texas, Arkansas, Louisiana and Kansas. Producing over 100 truckloads weekly, the Clarksville

Forest2Market, Charlotte, N.C., has launched a new technologyenabled business intelligence platform, with additional modules and supplemental data to be released in phases over the coming weeks.

SilvaStat360 is a flexible, customizable digital environment that provides customers with the ondemand data that is most important to them. Going forward, F2M will deliver all of its products and services on SilvaStat360; subscribers will no longer need to visit multiple websites to query and download the datasets.

The new platform includes all of the best features, security and confidentiality of F2M’s legacy reports, plus more robust analytics for today’s global business environment.

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

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Vermont Yard Ready to Move Rice Lumber, Shelburne, Vt., will be moving to a new facility a short distance south of its current location.

David Carroll announced at the groundbreaking ceremony that the plan is to replace the current structures with a layout that will keep retail customers, wholesale shipments, and Rice delivery trucks separate. The company hopes to complete construction on its new facility by next fall, just in time for its 80th anniversary.

He said the new main building will be 10,000 sq. ft. and the areas for

loading and unloading will all be under cover and outdoors. Canopies for drive-thru customers will protect loads from the weather and save snow-removal time in winter.

True Value Breaks Ground on New Alabama Store A groundbreaking ceremony for Smith’s True Value’s third location was held Oct. 12 in Ashford, Al. Once construction is complete, the 13,000-sq. ft. store will sell hardware, paint, home supplies, and will also house a deli, according to manager John Smith.

Ace Buys into ECommerce Ace Hardware has purchased a majority stake in ecommerce start-up The Grommet, which specializes in new product launches from independent entrepreneurs.

The two companies started working together last year and discovered that, among The Grommet’s three million-plus subscribers, customers of the site visit Ace 50% more frequently and spend 2.8 times as much as the average Ace Rewards customer.

NC Store Adding Spin-Off The owners of one-year-old Southern Pines Ace Hardware, Whispering Pines, N.C., are taking over Seven Lakes Hardware, Seven Lakes, N.C., are remodeling it into a smaller version of their first location.

Although the Southern Pines Ace has a 20,000-sq. ft. showroom and 10,000-sq. ft. garden center, the new location is 11,000 sq. ft., but will get a facelift and infusion of Ace products by the time it opens early next year.

IN Memoriam Louis A. “Lou” Nitti, retired president of Nitti Lumber Co., Newark, N.J., passed away Oct. 12.

He served with the 45th Infantry during World War II, fighting in North Africa, Italy, England, France and Germany.

He retired from his Nitti Lumber in 1992.

Walter Patrick “Pat” Aertker Jr., 93, former president and vice president of Lee Lumber, Pineville, La., died Oct. 11.

After serving in the U.S. Army Air Force during World War II, he received a business degree from Louisiana State University in 1948.

Robert W. Pinatti, 82, former owner and operator of C.H. Moore Lumber Co., Stafford Springs, Ct., passed away Sept. 23.

He entered the industry in the 1940s, eventually heading his own lumber company. That in turn led to a new home construction business, from which he retired in 1995.

Joseph Howard Williams, 80, former co-owner and treasurer of Williams Brothers Lumber Co., Barboursville, Va., died Sept. 27.

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Roseburg Expands Timber Holdings into South Roseburg Resources Co., Springfield, Or., has completed its acquisition of approximately 158,000 acres of Southeastern timberland from Forest Investment Associates, Atlanta, Ga. The land is near Roanoke Rapids, largely within the coastal region of North Carolina and Virginia.

“This acquisition advances Roseburg’s planned expansion into the southeastern U.S., where steady housing starts and healthy markets create stable demand for high-quality timber,” said Roseburg CEO Grady Mulbery. “The region’s welcoming business environment and potential for growth also factored into our decision to add the property to our portfolio.”

Roseburg currently owns and sustainably manages over 630,000 acres of timberland in Oregon and California, largely composed of Douglas fir.

According to Scott Folk, senior vice president of resources, “The property is an accretive addition to Roseburg’s western-based timberland portfolio, with close proximity to

broad, stable markets. With an attractive age class distribution and above-average site productivity, the property represents significant longterm value for the company, as

Roseburg seeks to diversify and grow its timber holdings.”

About a week after the deal closed, Roseburg announced it would be selling its northern California timberlands to an investment organization.

DERSTLER LUMBER held a grand reopening Oct. 7 for its recently remodeled store in Richmond, Mo. The update allowed the dealer to add thousands of new products. During the celebration, Do it Best LBM’s Angela Nevers (l-r) and territory manager Tom Hartman presented owners Terri and Darrell Derstler with a framed copy of a profile of their store from the latest issue of Building Products Digest (Oct., p. 18-19).

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

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SEE the Advantages Safe Effective Economical ®

www.qualityborate.com 42

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3690 Orange Place • Suite 495 • Cleveland, OH 44122 Toll-Free 866-BORATES (267-2837) • Fax 216-464-8619

Building-Products.com

Itt’s a SNAP P! D Double the decks. Do ouble your money.

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installations — and double your ng nail gun y money. Our clips in nstall easily with a roofin

or ha ammer. This means lesss kneeling p and down for you, g or bending g up y , not to mention bing for fasteners. no need for spacing or grabb

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NEW Products

A First in Reciprocating Saws

Dimensionally Stable Panels Tricoya Technologies’ Tricoya is made from wood fibers that have gone through a modification process called acetylation, similar to Accoya modified wood, that alters the cell structure of the wood rendering it more dimensionally stable.

Like Accoya wood, Tricoya MDF panels are an unrecognizable food source for insects and prevents fungal decay. Offering a 50-year warranty, the panels can be used for doorskins, trim, fascia and soffit panels, and more.

Milwaukee Tool has introduced its newest Hackzall one-handed reciprocating saw—the first brushless, 18v one-handed recip saw on the market.

Combining the power of M18 FUEL with a compact and ergonomic design the saw delivers up to three times faster cutting in key plumbing, electrical and remodeling applications.

n MILWAUKEETOOL.COM (800) 729-3878

n TRICOYA.COM (972) 233-6565

The Organized Contractor

Worm Drive Table Saw

Klein Tools’ two newest storage products help increase organization for any LBM professional.

The Tradesman Pro Wide-Open Tool Bag is a large, durable bag that’s only wide at the top, but also stays open for easy, unobstructed tool access.

Smaller, but still tough, are the Stand-Up Zipper Bags, which remain standing while open to help find small pieces and parts.

Skilsaw’s new 10-inch Heavy Duty Worm Drive Table Saw is equipped with a legendary worm drive power train for maximum torque, and a patented Dual-Field motor that runs cool, enabling it to work harder longer, increasing jobsite productivity.

The saw features a 3-5/8-in. depth of cut that rips through sheet goods and cross cuts 4x with ease and accuracy, as well as a 30-1/2-inch rip capacity.

n KLEINTOOLS.COM

n SKILSAW.COM (877) 754-5999

(800) 553-4876

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Building-Products.com

The easy way to a picture per e fect deck.

®

™

Introducing EB-TY Premium Hidden H Deck-Fastenin ng System The new EB-T -T Y Premium system comes with h the ingenious EB-GUIDE predrrilling tool to ensure precise and efficient fastenin ng. The system’s redesigned bisscuit features a stainless-steel reinforcing plate to e ensure a strong, concealed conn nection – showcasing the natural beauty of the deck.

Whether your customers are using composite composite decking or exotic hardwoods, hardwood ds To o learn more, EB-TY Premium delivers a picture-perfect deck every time. T visit go.strongtie.com/ebtypremium or call (800) 999-5099.

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The Need for Speed

Brushed Aluminum

The Bosch Max FlexiClick 5in-1 drill/driver saves contractors time, while delivering high quality drilling and driving.

The compact 12-volt tool has four pro-grade attachments: a 3/8” keyless chuck, locking bit holder, right angle attachment, and offset angle attachment.

They offer easy adjustment for screw driving, drilling, right angle drilling/driving, and offset driving close to edges.

Linetec’s newest addition—a proprietary brushed stainless finish—enhances and protects a range of architectural aluminum products.

The finish emulates a clean, bright surface that architects and specifiers look for in stainless steel. It creates a similar look on aluminum offering a more cost effective, lightweight option. The product can be used for windows, doors and railing.

Honeywell’s Miller Falcon Edge SRL series of durable selfretracting lifelines are made to protect workers against serious injury or death if their lifeline becomes severed by a sharp edge during a fall from height.

The device is protects workers who are tying off at foot level or working near sharp edges by ensuring the lifeline remains intact after a fall.

n BOSCHTOOLS.COM

n LINETEC.COM

n HONEYWELL.COM

(877) 267-2499

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(715) 843-4100

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November 2017

Ultimate Lifeline

(877) 841-2840

Building-Products.com

Level it Out Housewrap Weathers the Storm REX Wrap Fortis Drainage Technology enables the drainage of water in every direction to protect buildings from the elements better than a traditional housewrap, while decreasing job site material waste.

This simplifies installation to reduce labor and carrying fewer products.

The line comes in three variations: High-P, for those climates needing a high-perm product; Low-P, for those climates needing a low-perm product; and a commercial version.

Dependable, LLC has launched Skimflow LBC, a gypsum-based self-leveling underlayment designed for use directly over wood.

The product is reinforced with fibers for superior performance over flexible substrates and may be poured directly over wood without mechanical reinforcement to provide a quick dry, smooth surface for approved floor coverings.

n WWW.KEENEBUILDING.COM (877) 514-5336

n ALPHAPROTECH.COM (800) 749-1363

Sliding Glass Door Hardware

Valspar Acrylicoat is a cost-effective, acrylic coating with a propriety resin system developed by Sherwin-Williams Coil and Extrusion Coatings.

The new coating delivers a smooth, glass-like finish and an extremely hard surface on extruded-aluminum architectural products. Regardless of the color, its high-solids formulation results in enhanced coverage that yields more square footage coated per gallon.

To ensure hefty glass barn doors are as easy to operate as they are to enjoy, Johnson Hardware introduced new wall mount sliding glass door hardware.

Ruggedly built, the new 200WG hardware can accept 1/2-in. glass door panels of up to 400 lbs. and up to 4 ft. wide. Available in track lengths from 4 ft. to 16 ft., it has a precision-extruded aluminum I-beam track, and extruded aluminum mounting brackets that can be positioned along the track for anchoring into wall studs.

Four-wheel ball-bearing hangers carry heavy doors smoothly along the track. Removable hanger plates simplify door installation and removal.

n VALSPAR.COM

n JOHNSONHARDWARE.COM

Smooth & Shiny Finishes

(612) 851-7000

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Building-Products.com

Florida dealers fill Gulf Coast expo Florida Building Material Association held its annual Main Event & Gulf Atlantic Building Products Expo Oct. 4-6 at the Rosen Shingle Creek Resort and Convention Center, Orlando, Fl. Feted at the convention were incoming 2018 chairman Arlen Tillis, Tibbetts Lumber Co., winner of FBMA’s Charlie Harnden Industry Service Award; Cecil Skinner,

BlueLinx, and Clark Yandle, Yandle Building Materials, Hall of Fame Awards; and Weyerhaeuser Co., Ken Lipman Associate of the Year Award.

Booth awards went to Morris Marketing (single booth) and Weyerhaeuser (multiple booths) for Best of Show, with runners-up Global Fireproof Solutions, Huttig Building Products, Allura, and Millwork Sales.

IMPRESSIVE FBMA displays included [1] a home framed in miniature Weyerhaeuser products and [2] RDI’s mobile classroom. [3] Lewis Duke, Arleen Parker, Darlene & Don Magruder. [4] Brian Lombardi, Leo Kupferer, Jay Robbins, Matt Phillips. [5] Brad Turner, Barry Lyons, Kevin Crane. [6] Al Rogers, John Biedermann, Bob Clark, Bret Heath. [7] Scott Aslinger, Kevin Hayes, John Frost. [8] Eric Beckman, Mike Matthews, Dexter Glenn, Karl Legenbauer, Courtney Couturier. (More photos on next 2 pages)

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FLORIDA DEALERS EXPO Photos by BPD

FBMA (continued from previous page) presented Associate Salesperson of the Year Award to [9] Adrian Lopez, Millwork Sales. [10] John Leber, Rob Pavlik, Buddy Lewis, Vishal Saxena, Bill Wall, Phillip Manly, Jennifer Eide. [11] Mike Tester, Joel Gelb. [12] Scott Sundie, Jon Levey, Kyle Patterson, Rich Gomersall, Steve Mihailoff, Sam Green. [13] Curtis Haugen, Mark Shook, Greg Webb. [14] Kristin Russell, Tom Minick, Jeff Building-Products.com

Dandan, James Detwiler, Greg Webb, Marc Olivera. [15] Tya Camp, Rick Sanders, Clark & Mary Yandle. [16] Doug Asher, Blake Summers, Randy Terrill. [17] Keith Fox, Jordan Lynch. [18] James Dabbs, Tony Lipsey. [19] Kirk Brazier, Daniel Green, Jay Cole. [20] Brad Bradley, Rocky Johnson, Todd Filipek, John Borrero. [21] Bob Pearson, Betty Askew, Scott Thompson. (More photos on next page) November 2017

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FLORIDA DEALERS EXPO Photos by BPD

FBMA exhibitors (continued from previous 2 pages) [22] Michael Beavers, Chris Abbott, Mitchell Ayers, Don Gnapp, Chris Mello. [23] Edward Garcia, Jennifer Stein, Alfred Hernandez. [24] Mike Avery, Bruce Palmer, Derek Hall. [25] Roy McClory, Natasha Higdon, Tim Balthazar, Kim Gainey. [26] Domenick Cammarata, Steve Drayer, John Miller, Cecil Skinner, Rick Hunter. [27] Matt Doyle, Julia Davis, Chuck Cheesman.

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[28] David Harris, Sawyer Branson, Brian Jacobson, Chad West. [29] Don Samora, Chuck Evans, Cory St. Clair. [30] Stokes Wallace, Baron Oglesby. [31] Ken Cavin, Shelly Barkimer. [32] DuWayne Rogers, David Lewis. [33] Donnie Vickers, Cindy Lopez. [34] Josiah Wilfong, Jake Burns. [35] Garnett Douglass. [36] Pedro Calzada, Tony Sierra, Toby Leynse, Chuck Stillwaggon.

Building-Products.com

Northeast mills roll into RI for NELMA annual Northeastern Lumber Manufacturers Association’s 84th annual meeting marked the beginning of a new single gathering format that rolls the spring convention, fall board of directors meeting, and golf scramble into one event.

Held Sept. 20-22 in Newport, R.I., the event drew 166 registrants to activities such as NELMA president Jeff Easterling’s “State of the Association” address, lumber and housing markets talk by Forest Economic Advisors’ Paul Jannke, tabletop displays, preview of upcoming marketing projects, presentation of design, golf and grading competition awards, and installation of new officers.

Scott Brown, DiPrizio Pine, Middleton, N.H., was elected chairman; Alden Robbins, Robbins Lumber, Searsmont, Me., 1st vice chair; Chris Brochu, Pleasant River Lumber, Dover-Foxcroft, Me., 2nd vice chair; B. Manning, Durgin

& Crowell, New London, N.H., treasurer; Jethro Poulin, Milan Lumber, Milan, N.H., immediate past chair; Rick Wilson, Pukall Lumber, Arbor Vitae, Wi., new board member; and Tom Jenkins, Green Light Forest Products, Bangor, Me., advisory committee at-large rep.

Poulin was recognized for his service as the group’s longest-term chair, due to the change in meeting schedule formats. Under his watch, NELMA merged with the Northern States Lumber Bureau, and structural values for Norway spruce received final approval by ALSC. Randy Caron, retiring treasurer, was also recognized for his 34 years of participation with NELMA in over 10 different committee, subcommittee and board positions.

Next year’s event is scheduled for Sept. 19-21 at Cape Cod’s historic Chatham Bars Inn & Resort, Chatham, Ma.

NELMA annual meeting attendees [1] Toby Pineo, Doug Chiasson, Jim St. John, Susan Coulombe, Deb & Stuart Toof. [2] Kim & Jeff Easterling.

[3] Bill Edwards, John Feuer, Dave Fenuccio. [4] Cathy Christopher, Donna King, Christine Robbie, Pamela Moellenhoff. [5] Claude Gregory,

Dan Horgos, John Pfeffer, Bob McSorley. [6] B. Manning, Evelyn & Hal Smith. [7] Tom Jenkins, Bill Ossenfort. [8] Denise Keene, Floyd Corbin.

[9] Sue Pukall, Rick Wilson. [10] Debbie & Steve Banahan.

(More photos on next page)

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NELMA ANNUAL MEETING Photos by BPD

FOR THE FIRST time, NELMA held its annual meeting at the Newport Marriott, Newport, R.I. (continued from previous page). [11] Nicolas Fontaine, Jethro Poulin, Ginny Pray, Steve Banahan, Jeremy Howard.

[12] Ashley Brochu, Katherine Tobles-Smith, Karl Smith. [13] Robert St. Laurent, Franck Chaboud. [14] Karen & David Kretschmann. [15] Bernie Nugent, Jack Bowen, Matt Duprey. [16] Chuck Gaede, Tigran Makarian.

Building-Products.com

[17] Jean-Paul Cyr, Alden Robbins. [18] Bill Honsinger, Scott Brown, Ken Legendre, John Gannon. [19] Gary Huewe, Alex & Jessica Darrah, Chris LaCourse. [20] Kim Drew, John Rooks. [21] Karen & Peter Sohnle, Jason & Cindy Ostren, Pam & Brian Ward. [22] Denise Keene, Barbara Williams. [23] Jeff Hardy, Kim & Anne Moore, John Krueger, Sean Covell, Eric McCoy. [24] Bob Bronkie. [25] Dante Diorio.

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CLASSIFIED Marketplace

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Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type.

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ASSOCIATION Update Kentucky Building Materials Association has contracted with Association Professionals to oversee and manage all operations of KBMA. Executive director Chris Quinn is now an employee of AP, based at AP’s office in Prospect, Ky. KBMA’s former office in Louisville, Ky., has been placed on the market.

Northwestern Lumber Association will present education sessions dedicated to customer relations and practical selling Nov. 14 at Quality Inn & Suites North, Sioux Fall, S.D., and Nov. 16 at Best Western Plus/Kelly Inn Suites, Fargo, N.D. The association is also looking forward to its third annual Paula Siewert Memorial Clay Shoot Nov. 9 at Minnesota Horse & Hunt Club, Prior Lake, Mn., as well as its Heritage Roundtable Nov. 13 at DoubleTree by Hilton, Rochester, Mn. Mid-American Lumbermen’s Association will present an advanced estimating class Dec. 11-12 at MidAm Building Products, Moberly, Mo. Midwest Building Suppliers Association is hosting a series of Customer Service 101 training courses, a professional development program designed for counter/retail salespeople, yard employees, and anyone who encounters a customer.

Instructor Mike Butts will cover

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development of customer service skills, understanding what the customer expects, and how to exceed those expectations, along with basic sales knowledge.

Classes will be held Nov. 30 at The Odawa Hotel, Petoskey, Mi.; Dec. 5 at Kellogg Hotel & Conference Center, East Lansing, Mi; and Dec. 7 at MBSA’s conference facility in Indianapolis, In. Lumber Dealers Association of Connecticut is gearing up for its Product College Nov. 30 at Holiday Inn, East Hartford, Ct. Attendees will be trained on products from various vendors including Boise Cascade, Azek, Huttig Building Products, Nu Forest Products, Andersen Windows & Doors, and many more.

Other affiliates of Northern Retail Lumber Association are planning events of their own. Western New York Lumber Dealers Association will hold its annual meeting Nov. 11, Rochester Museum & Science Center, Rochester, N.Y. New Hampshire Retail Lumber Association has a board meeting, planned for Nov. 14 at Huttig Building Products, Hooksett, N.H. Northern New York Lumber Dealers Association’s annual meeting is Nov. 15, Hilton Garden Inn, Watertown, N.Y. New Jersey Building Material Dealers Association will set out on its November 2017

23rd annual fishing trip Nov. 17 from Pier 1, Municipal Marina, Atlantic Highlands, N.J. And Rhode Island Building Material Dealers Association will stage its holiday party Nov. 17 at Hotel Providence, Providence, R.I. National Lumber & Building Material Dealers Association elected its new leadership team Oct. 17 at the Industry Summit in Phoenix, Az. New chair is Rick Lierz, president and CEO, Franklin Building Supply, Boise, Id., who replaces outgoing chair George Lester II, chair and CEO, The Lester Group, Martinsville, Va. Lierz and Lester are joined on the 2017-2018 executive committee by chair-elect Bob Sanford, Sanford & Hawley, Unionville, Ct.; 1st vice chair Michael Cassidy, Kodiak Building Partners, Denver, Co.; treasurer Scott Engquist, Engquist Lumber, Harcourt, Ia.; Manufacturers & Services Council chair Clarence Wilkerson, Weyerhaeuser, Federal Way, Wa.; Federated Association Executive chair Cody Nuernberg, Northwestern Lumber Association; and president/CEO Jonathan Paine, NLBMDA. During the event, the Chairman’s Award was presented to Paul Hylbert, chairman of Kodiak Building Partners.

Due to the effects of Hurricane Irma, the American Wood Protection Association has rescheduled its 2017 fall technical committee meetings to Dec. 12-16 at the Margaritaville Key West Resort, Key West, Fl. Building-Products.com

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

ADVERTISERS Index Allura [www.allurausa.com]

27

Cox Industries [www.coxwood.com]

41

American Lumber Standard Committee, Inc. – Nov. 3, meeting, Savannah, Ga.; (301) 972-1700; www.alsc.org.

Crumpler Plastic Pipe [www.cpp-pipe.com]

32

Central New York Retail Lumber Dealers Assn. – Nov. 3, annual meeting, Lake Shore Yacht & Country Club, Cicero, N.Y.; nrla.org.

DassoXTR [www.dassoxtr.com]

40

Deckorators [www. deckorators.com]

7

Northwestern Lumber Association – Nov. 1-2, business management seminar, Golden Valley, Mn.; Nov. 4, Iowa wine & whiskey tour, Des Moines, Ia.; (888) 544-6822; www.nlassn.org.

Northern New York Lumber Dealers Assn. – Nov. 4, annual bowling tournament, Market Lanes, Potsdam, N.Y.; www.nrla.org.

Duralife [www.duralifedecking.com]

43

ECi Software Solutions – Nov. 5-7, user conference, New Orleans Marriott, New Orleans, La.; www.ecisolutions.com.

Everwood Treatment Co. [www.everwoodtreatment.com]

53

Northeastern Retail Lumber Assn. – Nov. 6, Rising Women in the Lumber Industry roundtable, Portsmouth, N.H.; www.nrla.org.

Fasco America [www.fascoamerica.com]

17

Northwestern Lumber Assn. – Nov. 7, contractor sales seminar, Sun Prairie, Wi. ; Nov. 9, clay shoot, Prior Lake, Mn.; www.nlassn.org.

Great Southern Wood [www.yellawood.com]

21

Eastern Building Material Dealers Assn. – Nov. 8-9, annual meeting, Dover Downs Hotel & Casino, Dover, De.; www.nrla.org.

Green Bay Decking [www.greenbaydecking.com]

23

Greenbuild – Nov. 8-10, Boston, Ma.; www.greenbuild.usgbc.org.

North American Wholesale Lumber Association – Nov. 8-10, Traders Market, Chicago, Il.; (800) 527-8258; www.nawla.org.

Structural Insulated Panel Assn. – Nov. 8-10, convention & expo, Boston, Ma.; (253) 858-7472; www.sips.org.

International Beams [www.internationalbeams.com]

Cover IV

Jordan Lumber [www.jordanlumber.com]

25

Koppers Performance Chemicals [www.kopperspc.com] Cover I Lonza [www.wolmanizedwood.com]

29

Massachusetts Retail Lumber Dealers Assn. – Nov. 9, annual meeting, Sheraton Needham, Neeham, Ma.; www.nrla.org.

Madison Wood Preservers [www.madwood.com]

47

Western New York Lumber Dealers Assn. – Nov. 10, annual meeting, Strasenburgh Planetarium, Rochester, N.Y.; www.nrla.org.

Norbord Inc. [www.norbord.com]

5

Mid Hudson Lumber Dealers Assn. – Nov. 11, Army football bus trip, Michi Stadium, West Point, N.Y.; www.nrla.org.

North American Wholesale Lumber Assn. [www.nawla.org]

46

Northwestern Lumber Association – Nov. 13-15, heritage roundtable, Rochester, Mn.; Nov. 14, customer relations/practical selling seminar, Sioux Falls, S.D.; Nov. 16, customer relations/practical selling, Fargo, N.D.; (888) 544-6822; www.nlassn.org.

Orgill [www.orgill.com]

39

Palram [www.palighttrimboard.com]

37

Epicor – Nov. 14-16, LBM users conference, Rosen Shingle Creek Resort, Orlando, Fl.; www.epicor.com.

Quality Borate Co. [www.qualityborate.com]

42

Redwood Empire [www.redwoodemp.com]

33

Northern New York Lumber Dealers Assn. – Nov. 15, annual meeting, Hilton Garden Inn, Watertown, N.Y.; www.nrla.org.

Roseburg Forest Products [www.roseburg.com]

49

New Jersey Building Material Dealers Association – Nov. 17, 23rd annual fishing trip, Atlantic Highlands, N.J.; www.nrla.org.

Simpson Strong-Tie [www.strongtie.com]

45

Rhode Island Lumber & Building Material Dealers Assn. – Nov. 17, holiday party, Hotel Providence, Providence, R.I.; www.nrla.org.

Spartanburg Forest Products [spartanburgforestproducts.com] 38

Lumber Dealers Association of Connecticut – Nov. 30, Product College, Holiday Inn, East Hartford, Ct.; www.nrla.org.

Swanson Group Sales Co. [www.swansongroupinc.com] Cover III

Midwest Building Suppliers Association – Nov. 30, customer service 101, Odawa Hotel, Petoskey, Mi.; www.thembsa.org.

United Treating & Distribution [www.unitedtreating.com]

26

Universal Forest Products [www.prowood.com]

9

Versatex [www.versatex.com]

15

Northwestern Lumber Association – Dec. 4, fleet management & DOT; Dec. 5, yard safety & OSHA, Tomah, Wi.; Dec. 7, customer relations/practical selling seminar; Dec. 8, special order/project management, Golden Valley, Mn.; www.nlassn.org.

Midwest Building Suppliers Association – Dec. 5, customer service 101, Kellogg Hotel & Conference Center, East Lansing, Mi.; Dec. 7, MBSA conference facility, Indianapolis, In.; www.thembsa.org.

Mid-America Lumbermens Assn. – Dec. 11-12, advanced estimating class, Mid-Am Building Products, Moberly, Mo.; Dec. 14, St. Louis Lumbermens holiday party, St. Louis, Mo.; www.themla.com.

American Wood Protection Assn. – Dec. 12-16, fall technical committee meetings, Margaritaville Resort, Key West, Fl.; awpa.com.

Northwestern Lumber Association – Dec. 13, blueprint reading & material take-off, Omaha, Ne.; (888) 544-6822; www.nlassn.org.

Building-Products.com

Viance [www.treatedwood.com]

Cover II

Weyerhaeuser [www.weyerhaeuser.com]

3

COMING NEXT MONTH in the December issue of BPD

2018 Pull-Out Industry Calendar November 2017

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FLASHBack 80 Years Ago This Month

E

ighty years ago this month, products now considered building mainstays were just appearing for the first time in the pages of BPD’s sister journal, The California Lumber Merchant. Among the breaking stories in the November 1937 issue: • Celotex Corp. started up production on the first of a series of new products at its recently acquired and refurbished plant in Metuchen, N.J. The first product, a versatile commercial underlayment called Celotex Traffic Top, could be used for waterproofing, sound-deadening, and shock-absorbing beneath wood block flooring in factories, offices and railroad stations.

Although the building was largest structure in town, Celotex would expand it throughout the 1940s to accommodate production of flooring, insulation, plasterboard and other new products. Celotex purchased the plant the previous summer from asphlat roofing manufacturer R.J. Scott & Co. It had originally been built by Empire Floor & Wall Tile in 1918.

• CertainTeed introduced a host of new laminated MDF products, including curved and colored boards.

Part of their Beaver Board wallboard line, they included factory-processed, half-circle-shaped sections called Bent Board and Colo Board, featuring a different color on each side. The 4x8 sheets came in four color combinations: ivory and white, green and gray, blue and

NOVEMBER 1937 cover depicted the expanded new 17,000-sq. ft. San Francisco home of Maris Plywood Corp. It had outgrown its facility across from the Southern Pacific rail station.

orange, and brown and yellow. The colors were integral, rather than painted on, as well as commercially sunfast and cleanable. Colo Bent Board was also offered that was both colored and curved.

CertainTeed had purchased the bankrupt Beaver Board Co. in the 1920s and continued to produce fiberboard under the Beaver Board brand until the early 1940s. In 1955, the manufacturing plant in Upstate New York was sold to Upson Co., which for a time revived the Beaver Board name.

• The two largest U.S. producers of stained shingles, the Creo-Dipt Co., North Tonowanda, N.Y., and the Weatherbest Co., also of North Tonowanda, merged.

Creo-Dipt absorbed the shingle and stain business of Weatherbest, but continued Weatherbest as a separate division and brand. Both companies were founded in the same town in the 1920s.

In 1950, Creo-Dipt would be renamed Olympic Stain Products, which in 1989 was acquired by PPG. • The steamship Redwood, owned by the Hammond Lumber Co., San Francisco, became the first commercial vessel to enter the new Port of Redwood City, Ca. As the shipped dropped its cargo destined for San Francisco Peninsula and Santa Clara Valley yards, the town’s mayor remarked that the steamer was actually reversing operations begun there 84 years earlier, when so much timber had been logged from the hills behind Redwood City and then shipped out to San Francisco.

PALCO in the 1930s and 1940s marketed a “Picket Pack” that included enough redwood pickets to build from 6 to 18 ft. of fence, depending on width and spacing.

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• Alfred Bell Jr., sales manager for Hammond Redwood Co.’s Samoa, Ca., mill for the past two years, began a nine-month tour of the mega-company’s sales operations in the Midwest, East and South. Bell, the stepson of president L.C. Hammond, entered the lumber business fours earlier after attending Harvard. He would later return to the home office, on his rise up the corporate ranks. In the 1950s, he would become president of Hobbs Wall Lumber, San Francisco, and—as a side diversion—purchase The California Lumber Merchant from founder Jack Dionne. Bell then would entrust the magazine to David Cutler in the 1960s.

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BPD Building Products Digest 151 Kalmus Dr. Ste. D200 Costa Mesa, CA 92626-5959

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