BPD - Dec 2022

THE VOICE OF THE LBM SUPPLY CHAIN

GREENER WOOD PRODUCTS • PAINT SALES TIPS • SIDING & ROOFING SOURCEBOOK

December 2022

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

December 2022

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VOL. 41 • NO. 12 |------------

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FEATURES

DEPARTMENTS

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ACROSS THE BOARD

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OLSEN ON SALES

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SELLING WITH KAHLE

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LUMBER 411

What gets Arkansas dealer’s goat?

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MOVERS & SHAKERS

TRANSFORMING TEAMS

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NEW PRODUCTS

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CLASSIFIED MARKETPLACE

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IN MEMORIAM

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DATEBOOK

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ADVERTISERS INDEX

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FLASHBACK

FEATURE STORY Revolutionary wood products build a greener tomorrow

MARGIN BUILDERS Can you successfully sell paint online?

COMPETITIVE INTELLIGENCE

Compensation planning for the year ahead

EVENT RECAP: NBMDA Strong showing at Building Material Distributors’ convention

AT SHOW: DECK EXPO Deck Expo more than holds its own partnering with massive Pool show

EVENT RECAP: NAWLA Excitement contagious at lumber wholesalers’ Traders Market

BUYERS GUIDE

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THE VOICE OF THE LBM SUPPLY CHAIN

GREENER WOOD PRODUCTS • PAINT SALES TIPS • SIDING & ROOFING SOURCEBOOK

December 2022

SIDING & ROOFING SOURCEBOOK Guide to all brands of residential siding and roofing

CHECK OUT THE

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LEFT BE T E G T ’ N O D ICKLY—SO U Q S E V O M T ARKE

E B I R C S B SU OUR M

PRESIDENT/PUBLISHER Patrick Adams padams@526mediagroup.com VICE PRESIDENT Shelly Smith Adams sadams@526mediagroup.com PUBLISHERS EMERITUS David Cutler, Alan Oakes MANAGING EDITOR David Koenig dkoenig@526mediagroup.com SENIOR EDITOR Sara Graves sgraves@526mediagroup.com COLUMNISTS James Olsen, Kim Drew, Claudia St. John, Samantha Stallings, Dave Kahle CONTRIBUTORS Amy Androff, Jeff Easterling, Laura Murray, Susan Palé

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VIRTUAL EVENTS Alek Olson • aolson@526mediagroup.com

CIRCULATION/SUPPORT info@526mediagroup.com A PUBLICATION OF

526 MEDIA GROUP, INC. 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626 Phone (714) 486-2735 BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626, (714) 4862735, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies.

Copyright®2022 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission.

All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles in this magazine are intended for informational purposes only and should not be construed as legal, financial, or business management advice.

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

IT GOES FAST ------------ BY PATRICK ADAMS I’M BEING REMINDED by my wife that my daughter’s 12th birthday is right around the corner and we need to plan something “special” because she has that curse of a birthday just three days before Christmas. I fall deep into thought about that. She is 5’3” now and was just recruited as a setter for a club volleyball travel team. The things that we talk about when I pick up the kids from school require more brain power on my part—and restraint. I’m trying to become that “wise” father who listens, doesn’t react, and only offers wise perspective when it is perfectly appropriate so that she continues talking to me.

My son just turned 6 in October. Overnight he went from this goofy little guy where my wife and I were constantly asking ourselves, “Is this really our kid?” to the other day doing something that surprised even me. I was cutting down some firewood for our outdoor fireplace. He came up and asked if he could help. While I was cutting, I pointed to a significant pile of logs and said, “You can take all of those back to the fireplace and stack them in the storage bin,” and went back to my cutting thinking he wouldn’t even attempt it—or would tap out quickly. As I finished cutting, I looked back and noticed there was no pile of logs other than what I had most recently cut. He came around the corner, dirty with several small cuts on his arms and one on his foot from wrestling with the wood. I asked him where all the wood was. He calmly replied, “In the storage bin where you asked, Dad.” I was out at the shooting range recently running drills with a few guys a fair bit younger than me. This never made a difference before because years of experience and the calm of knowing that “Slow is smooth, smooth is fast” is always the mantra when shooting and always wins out. However today, it seemed that “slow” was just slow.

By the end of our day, I was tired wondering if this was just an off day, or has time finally caught up to me?

It is an interesting perspective being the age that we are and having kids that are 12 and 6. While I never cease to be thankful for our family, those whose standard mantra of “Oh, kids will keep you young,” never had kids at our age! While perhaps it’s just that we are very busy individuals between the business, the kids and life in

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general, I’m beginning to wonder how it is that time has passed so quickly.

In just another six years, my daughter will be away to begin her adult life. How is this even possible? It seems like yesterday that I was in the delivery room and the doctor asked that life-changing question: “How are you doing there, Dad?” As the song says, nobody had ever called me that before, and my life was forever changed at that moment.

It seems not long before that, but it was actually 20 years ago on May 26 (or 5/26, the root of “526” Media Group, which actually began when we started dating 30 years ago) that I stood at the head of that aisle watching my wife to be walk toward me by her father. The weight of watching her walk toward me and the flood of emotions will never leave me as I said my vows with every word landing heavy on my heart as a lifetime commitment to serve and protect her and our family to be.

I don’t have any regrets as I know how precious life is, and how quickly it passes. I would not do anything differently as I’m proud that I’ve reprioritized my life to allow “life” and “family” to have an equal priority to work and other things that would compete for attention. However, in spite of all of the warnings from elders, I can’t believe how fast it goes.

As we close on another year in what feels like record time, take a moment. Go somewhere quiet where you won’t be distracted. Close your eyes and take in your life and all of your blessings. Smile at your successes and laugh at your mistakes that gave you the lessons necessary to move ahead. Open your eyes and look at your watch. That took only a minute. Use your time wisely, because it goes fast.

I hope everyone has a wonderful holiday season full of happiness, gratitude and safety. Look after yourselves and those you love. Thank you for the great honor of serving you and this industry.

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

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

REVOLUTIONARY WOOD PRODUCTS BUILD THE GREENER WORLD OF TOMORROW ------------ BY LAURA MURRAY & AMY ANDROFF THIS YEAR has highlighted the remarkable and demanding challenges of wildfire season, the devastating effects of climate change, and the importance of maintaining healthy, resilient forests.

All over the country, decades of fire suppression, long-term drought and insect infestation have created a buildup of dry forest material—of dry low-value wood.

This buildup of flammable material drives the catastrophic fires that have been affecting our western states.

Prescribed fire, mechanical thinning, and pile burning are all solutions used by the Forest Service to address this excess of biomass buildup. But the problem is bigger than any single remedy.

FOREST SERVICE scientists and program staff worked with several public and private partners to install cellulose nanocrystals-enhanced concrete beams in the Moffett Creek Bridge in Siskiyou County, Ca., to demonstrate its application in bridges. The team is also looking at replacing bridges destroyed in California forest fires with CNC-enhanced concrete. (Photo by Liz Bowen)

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Forest Service researchers are thinking outside of the box to tackle this problem from every angle. What if there was a way to use this low-value wood, or “waste,” to create innovative green products?

This is where nanocellulose comes in. Cellulose is a basic building block of wood and is key to keeping plants and trees upright. It has some miraculous properties that we are just beginning to understand, and the scientists at Forest Products Laboratory have been working on a whole host of creative applications that apply nanocellulose—cellulose in its smallest form—to create win/win solutions for local economies, land managers, climate change and industry.

Robert Moon, a materials research engineer at the lab, envisions a unique and sustainable future with this tiny yet mighty material revolutionizing fabrication technology.

“Nanocellulose can be produced from a wide variety of low-value cellulose source materials, such as invasive plant and tree species, reclaimed wood from fire restoration, downed timber from hurricanes, recycled cellulose (e.g., paper/pulp, cotton textiles), agricultural and forestry waste streams (e.g., fruit pulps, husks, sawdust, pulp mill sludge, textiles),” Moon said. “This aspect is important as nanocellulose production can help address other societal problems, such as land and waste management issues.”

Furthermore, cellulose nanomaterials are a catalyst for sustainable, pioneering material technology in the bio- and circular economy.

Moon explained, “Cellulose nanomaterials are inspiring innovation in cellulose science, technology and product development. Their unique combination of characteristics—high function across a broad range of properties, biodegradable, sustainable, non-toxic, biocompatible—can be produced globally and at industrial quantities.” building-products.com

Ken Zwick, assistant director of wood fiber and composites, agrees and sees a future without a petrochemical-based economy. “Nanocellulose is going to help us transition from a petrochemical-based economy to a renewable forest product-based economy by replacing plastics and improving material performance,” he said.

When incorporated into other materials, nanocellulose lends incredible strength requiring less emissions-intensive material. For example, adding cellulose nanocrystals to concrete improves its strength, and since less concrete is needed to achieve the same structural integrity, less of it gets used, which lowers emissions associated with concrete production. (Cement, an ingredient of concrete, is the third largest industrial source of pollution.)

From adding nanocellulose to fiberglass and automobile tires to plastics and electronic components, researchers are imagining and producing unique solutions to reduce greenhouse gas emissions while thinning overcrowded forests to create a healthier, resilient forest economy.

Zwick sees a bright, green future with nanocellulose playing an important role: “Nanocellulose is going to help combat climate change in three important ways. First, it is going to make materials like cement stronger and better so you need less of them and less energy to produce them. Second, nanocellulose will sequester carbon from the forest directly in long-lived materials like car parts, tires and cement. And finally, it is going to help pay for forest restoration work that will keep forests healthy and growing and reduce catastrophic wildfires.”

STUDENTS GENERATE electricity while they walk the floors of the student union building at the University of Wisconsin-Madison. Made mostly from recycled wood pulp, the flooring captures the energy of footsteps and turns it into usable electricity. (Photo by Adrienne Nienow)

With 193 million acres of public land making up 19% of all forests across the country, the Forest Service is a key player in national efforts to mitigate climate change. In a very direct way, the Forest Service’s healthy forest initiatives impact the vitality, integrity and expanse of forests, one of nature’s most powerful climate regulators.

Wood is not just the building material used by our ancestors, wood and forest products are the futuristic material of tomorrow. And the possibilities—trees fabricating our greener future—are literally limitless. BP

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

CAN YOU SUCCESSFULLY SELL PAINT ONLINE? ------------ BY DAVID KOENIG OVER THE PREVIOUS five years, online sales of paint in the U.S. have grown an average of 2.4% a year, according to a recent study by IBISWorld. However, indications are sales may have peaked, and are forecast to decline 1.6% this year.

ONLINE PAINT SALES IN THE U.S.

Consequently, while many consumers would enjoy the convenience of buying online, a variety of factors make paint an imperfect product for the Internet.

A spokesperson for Do it Best noted that sales are complicated by potential difficulties in shipping. “Certain states don’t allow some paint products to be shipped

into their states. If caught, sellers face severe fines. This requires them to understand the nuances of legislation for each state. Plus, a gallon of paint is heavy (costly to ship) and can break open in shipping, resulting in a loss for the seller and a likely fine by the shipper. And it’s difficult to refund/replace if the customer doesn’t like the color or result.

“At least at Do it Best, our perspective is that paint is nearly Amazon-proof. A successful purchase is done in person... at least for now.”

INNOVATIONS SUCH AS peel-and-stick samples that can be mailed to homes have made it easier than ever for consumers to shop for paint without ever leaving their homes. (Photo by Sherwin-Williams)

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The majority of online paint sales made by Do it Best retailers are of the pre-mixed variety, like Rust-Oleum.

“Very little business is done with traditional paint bases that need to be tinted before they are shipped,” the spokesperson confirmed. building-products.com

As well, much of the public is wary of buying paint online. An earlier study identified the three main obstacles for consumers: (1) they want to see the colors in person and how they look on their walls, (2) it’s easier to ask for selection advice in person, and (3) it’s easier to find everything they need at hand once they step into a physical paint department.

That said, major paint manufacturers, big-box retailers, and an increasing number of independents do sell paint online. Here’s how they make it work: For those who could use some help selecting a color: Some manufacturers offer paint samples, chips and fan decks online. Or

“PAINT IS NEARLY AMAZON-PROOF. A SUCCESSFUL PURCHASE IS DONE IN PERSON... AT LEAST FOR NOW” consumers can use apps that help them visualize how different colors will look in their room. SherwinWilliams will send consumers up to ten 2”x3” color chips for free and charges $3.95 for 8”x8” peel-andstick samples.

What if they need a color match?

With apps like Behr ColorSmart, consumers can upload a picture of their existing room and the app will automatically match it to the closest hue available.

What if they buy it and don’t like it? Most retailers hold online sales to the same refund policy as for in-store purchases (which frequently means no returns on custom-tinted or mixed paint).

And, most importantly, what if they wish to avoid the hassles of shipping? Do what most online shoppers are already doing: Purchase your paint online and then just swing by the store to pick it up. BP

building-products.com

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------------| COMPETITIVE INTELLIGENCE

THE KIDS ARE BACK IN TOWN ------------ BY SARA GRAVES THE ANNUAL Arkansas Goat Festival brought in nearly 10,000 people to Perryville this year. Showcasing the latest in goat costumes and a “Nannies at Night” goat lingerie show, it’s a lot for a small town outside of Little Rock that has one grocery store, two convenience stores, and has never had enough traffic to earn its first stoplight.

“It’s remarkable how many people are attracted to the idea of going to a goat festival,” says Bill Weiss, who retired as a co-owner of Perryville’s Weiss Lumber & Building Supply in July after the company was sold to Nation’s Best in March. “To me, (there’s) such a contrast of what things are usually like—and then you get a goat festival and 10,000 people show up for it. I guess there’s not many places you can go and talk about goats with other people.”

When goats aren’t parading through town, Perryville is a much quieter place. With nearly 1,700 people calling it home, and the Razorback football season a close second to deer season as the most popular activity of its townspeople, everyone knows if you want to know anything, you should ask the folks at Weiss Lumber.

“I will go to the grocery store and there’s all my customers,” says Bill, who retired after 45 years onto eight acres near the Arkansas River, about 16 miles outside of Perryville.

“They’re asking me, ‘Are you going to be in this afternoon?’ I say, ‘No, I’m retired now.’”

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ANNUAL GOAT FESTIVAL multiplies the headcount in Perryville, Ar., by six times, quite a change for the usually sleepy town Weiss Lumber has called home for more than 50 years. (Photo by Scott Hunter)

This isn’t new for Bill, however, recollecting the calls he used to regularly receive at Weiss Lumber. “‘That store next to you, Bill, what’s their phone number?’ or, ‘What’s the score on the football game last night?’”

And if the phones weren’t ringing, Bill was often catching up with his customers or guests, including Henry Graydon, a local writer for a small turkey hunter publication who liked to sit on the bench inside Weiss Lumber talking with Bill and co-owner Jack Weiss. His articles often featured a rundown of all the people who came into the store.

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Weiss Lumber has always been a stable place to come to. With the same employees working there since 1995 and Weiss family members at the helm, relationship, service, community, and competitive pricing have been the keys to the company’s success.

“We knew we were dealing with a small state population, and we better keep as much of it as best as we can,” Bill says. “We also knew that there were only so many people we could attract a little bit farther away than our county.”

In fact, up until 15 years ago, Perry County, which Perryville resides building-products.com

And although Weiss hasn’t faced a lot of competition since it was founded by Bill’s father, Donald “Don” Weiss in 1964, there was one Perryville lumberyard/ready-mixed concrete business in the early ’80s that taught Weiss Lumber how to compete. “We learned that we had to make ourselves as attractive as we could,” Bill recalls. “We very pointedly tried to make sure that we were competitive to what most people were looking for.” Bill admits they may not have been “necessarily the cheapest,” but at least, when a guy walked in, “he knew he was getting a competitive price,” he says.

A LONGTIME Do it Best member, Weiss Lumber was acquired by Do it Best-affiliated dealer Nation’s Best earlier this year.

Then a few years ago, the direction of the company changed after Bill’s brother, Jack, retired on January 1, 2021, after 44 years with the business. Bill could see that his “days were numbered,” and he had to do something. Bill contacted Nation’s Best because he was attracted to the idea that “we could maintain the city tie.”

Having finalized the sale, Weiss Lumber, with its deep roots in Perryville, continues to thrive. Jack’s son, Russell Weiss, is the manager/ supervisor. “We tried to make sure that everything remained the same— that was important to us. It’s still Weiss Lumber, but it’s a little different version of it,” Bill adds. “They are still trying to maintain the community, backing the football, school, anything to do in town.”

LOCALS FEEL welcomed by the long-standing staff, including (left to right) Chris McNeil, Seth Farnam, Russell Weiss, now-retired Bill Weiss, and Mary Wray.

in, had a very stable population— people didn’t move in or out of the county, Bill explains. Weiss Lumber, therefore, focused on making sure “we retained anyone that we could get into the doors—we (had to) keep them happy. We always emphasized being friends, tried to figure out who you got coming in, called them by name—just the typical skills that building-products.com

Meanwhile, life in Perryville goes on. Bill and 64 other graduates of the 1965 high school class are getting excited about their upcoming reunion—the biggest class to come out of Perryville at the time. But, it’s not like they don’t see each other often.

And if they do miss one another in town, they can always ask someone at Weiss Lumber to “tell Roger to give me a call.” BP

most businesses with any longevity learn.”

Community connection was another big part of customer retention.

“We always supported the football, basketball—anything that was going on in the entire county. We were active as volunteer firefighters,” Bill says.

SARA GRAVES Sara Graves, senior editor, is interested in your story. Contact her at sgraves@526mediagroup.com.

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

SALES TONES ------------ BY JAMES OLSEN WHAT WE SAY is important. There is a right time to ask questions, follow up questions and a right time to close. But more important than what we say is how we say it. We may say the coolest thing in the world, but if we sound nervous, too aggressive, or uncertain even if what we are saying is true, it will be difficult for our potential customers to believe and buy from us.

tionist then... “Could you tell me who does your lumber buying please?”

this but…” tone. That’s why positive precall self-talk is important.

Students often ask me, “Why do I have to tell them who I’m with and where I’m calling from?” Because the receptionist wants to know, even if they don’t know they want to know, so now we have scratched an itch they didn’t know they had! It also helps us stand out from the crowd of salespeople who don’t do it.

Overcoming Objections Tone

Goosebumps We cannot control goosebumps. We can’t stop them from coming any more than we can make them happen. Goosebumps are involuntarily triggered in the “flight or fight” part of our brain, the amygdala. This is the part of the brain that our tone(s) speak to, so if our tone is bad our customers can’t help but be reluctant to buy, and if our tone is good, they can’t help but want to buy from us.

Most salespeople are professionally polite with receptionists—they are not rude—but the majority treat the receptionist like furniture; they even call them “gate keepers”!

The Master Seller’s tone is friendly, warm and not in a hurry when speaking with the receptionist. Their pace is slower and more deliberate than normal.

They have a slight smile on their face.

This makes it easier for the receptionist to understand the voice they are hearing for the first time.

Master Seller: “Good morning. This is Sarah Hopson with ABC Wholesale out of Jonesboro, Ar. How are you today?”

Moving our intonation up on the “you” makes it sincere. Maybe some small talk, depending on the vibe from the recep•

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When we are proposing something to our customers we should have a tone of excitement. Jordan Belfort calls it “Bottled Enthusiasm,” meaning we sound enthusiastic but not exaggeratedly so. With an upbeat tone, we should give them several reasons what we are proposing is a good deal.

Tone for Closing

Tone for Receptionists

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After we give the customer the reasons what we are promoting is a good deal we change our tone from excitement to a positively assumptive tone. We sound like we know they are going to say yes. This is part of our pre-call psyche up.

We must convince ourselves that what we are offering is a good deal—enthusiasm—and then we must convince ourselves before the call that the customer will say yes.

The “We know they are going to say yes” tone is not arrogant; it is a what I call a “positively naïve” tone. It’s the tone we use when we offer a friend something we know they are going to say yes to.

This sounds simple, but after getting a series of “no’s” many sellers start to sound the opposite. They have what I call the “You’re probably not going to buy

December 2022

The highest level of technical sales skills is overcoming an objection and closing. When a customer gives us an objection we: 1. Don’t say anything! Many sellers say things like, “OK” or “Gotcha” even before the customer has finished the objection!

Don’t. This means, “You’re right, I give up.”

2. Count to three. This makes the customer feel they we have heard them and are considering what they have said.

In addition, customers will often restart with the real objection if we are patient.

3. Then we say, “I completely understand what you are saying, but let me tell you why in this circumstance we should put this together.”

Our tone is relaxed and sincere. If we are nervous, overly aggressive, or whiny, the chances of overcoming the objection and closing are infinitesimally small.

Vary Our Tone Monotone is a killer in sales. We don’t have to be sing-songy, but we must vary our tone, or we will bore our customers.

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

building-products.com

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

IS THE SOLUTION THEM, OR IS IT ME? ------------ BY DAVE KAHLE IN THIS RAPIDLY changing economy, everyone is looking for a simple fix for dealing with the uncertainty of our economic environment.

It seems like few are happy with their situations. And all but a few point their fingers at the changing economy and vibrant competitive environment as the source of their dismay.

Humans must have a genetic inclination to blame things outside of our control for our situations. We lament our fate and cast ourselves as victims. If only someone else would fix it. Maybe the government will make everything good again.

Unfortunately, as long as our gaze is directed at “them” (market conditions that have changed and are outside of our control), we will never free ourselves from the constraints on our income and prosperity. We can’t do anything about “them.”

The real secret to improving our conditions is to work on “us.” James Allen said, “Men are often interested in improving their circumstance, but are unwilling to improve themselves, they therefore remain bound.”

What was true 100 years ago is still true today. Salespeople, sales managers, and executives must look inward for solutions to their problems.

Salespeople must understand that it was OK just a few years ago to “have your own style of selling,” to never invest in your own improvement, to make your living off of your existing relationships. Today, all of these are obsolete ideas that must be changed. It’s time to look inward and work on yourself.

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To effectively deal with the changing economy, salespeople must become more strategic and thoughtful about the investment of their sales time, and they must bring value both to the customer and to their employers in every sales call.

They must view their jobs as professions, not just jobs, and become serious about improving themselves.

In many cases, salespeople will have to gain new skills in working from a home office and running sales calls via phone and video technology.

Likewise, sales managers must stop coddling salespeople who aren’t committed to continuous improvement and greater productivity. They need to hold them accountable for practical expectations of growth and development. They need to put in place practices that call for quantifiable expectations on the part of their sales team, regular measurements, and greater thoughtfulness and strategic planning.

Sales managers must look inward, understanding that their chances of success are dependent on them, not the market, understanding they can do it better, and doing it better brings better results. They must examine their sales forces and use this window of opportunity to weed out salespeople who have no interest in developing and who don’t have the capability to succeed as a professional salesperson. Now is the time to review the bottom third of their sales forces and seek to upgrade.

Sales executives need to recognize that the current state of the

December 2022

economy, and the resulting impact on the attitudes and perspectives of employees, has delivered a oncein-a-lifetime opportunity to make significant changes in the structure of the sales force.

Recall just a little over a year ago.

To make wholesale changes in sales territories, account responsibilities, the roles of the inside and outside salesperson, sales management practices, compensation plans, and expectations for continuous improvement—all of these initiatives would have been met with resistance from the majority of the sales force.

Today, most are willingly cooperative, aware they can be replaced if they don’t follow your lead.

CEOs and CSOs who look inward and use this window of opportunity to streamline and rationalize their sales systems will increase their productivity and lay the groundwork for disproportional growth when the economy turns up.

The world is full of victims who lament their condition and blame sources outside of their control.

Leaders accept their responsibility to look inward and improve themselves.

DAVE KAHLE Dave Kahle is a leading sales authority, having written 12 books and presented in 47 states and 11 countries. For more information, visit davekahle.com.

building-products.com

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

COMPENSATION PLANNING FOR THE YEAR AHEAD ------------ BY SUSAN PALÉ UNDERSTANDING COMPENSATION is critical to staying competitive in today’s volatile labor market. As we prepare for 2023, real wage growth is a concept that is particularly important.

Overall wages are projected to increase 4.0% or more during 2022. Although this is the largest projected increase in several years, the current inflation rate of 8.5% (the highest recorded in 40 years) results in negative wage growth for many employee groups.

Real wages/income is calculated by dividing the current wage by 1 plus the current inflation rate. For an employee currently making $40,000, the individual’s real income is reduced to $36,866 when the current inflation rate is considered.

Staying competitive requires both short- and longterm planning. Some of the things you’ll need to think about include:

Salary Administration

Q. A few of my employees have shown up for work sick.

I appreciate their dedication, but I’d rather they not come to work when ill. Can I send them home and require that they use their sick leave?

A. Yes, you can. Recognize that there may be reasons why employees are showing up sick that might include: • Not wanting to use sick or paid-time-off leave • Not being able to afford the lost wages due to illness • Fear that the workload will become overwhelming if work is missed • Fear of disappointing the boss If you do send them home, reassure them that you want them to take the time to recover and that you will help to ensure their work gets done. Remind them that sick leave is offered so that they will stay home when they are sick. And if they are worried about lost wages, try to identify ways for them to make up the time once they return to health.

Consider allowing them to work from home temporarily if that is an option given their job duties and other operational considerations such as security, access to needed information, etc.

Remember, some states and cities require employees receive paid sick time and that some sick time, even if unpaid, is protected time off.

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Organizations frequently spend a lot of time (and money) setting starting salaries for new hires, developing salary ranges to accommodate new positions, and even developing and implementing formal salary structures.

All of these are positive steps, but often they are implemented and abandoned. To remain competitive, ongoing salary administration is required. This includes: SALARY REVIEWS should be performed annually, more frequently when recruiting and/or retention issues occur. Hopefully, you’ve done some market pricing during the year to give you a baseline understanding of salaries in your competitive market(s).

Combined with market pricing information, regular salary reviews will help to identify pockets of salary compression (e. g., new hires making more than long service employees doing the same work), the range of pay for employees performing the same work relative to performance and length of service, and other potential pay equity issues.

SALARY RANGE AND SALARY STRUCTURE REVIEWS are also a critical piece of successful salary administration. If you’ve developed salary ranges or more formal salary structures, you’ve most likely based them on market information. But the market can change building-products.com

quickly. It is important to review and update those ranges and structures regularly. Affinity HR Group usually recommends this review be done every other year.

SALARY BUDGETS are the third important component to successful salary administration. Many organizations don’t prepare any type of salary budget, but those who want to anticipate future salary expenditures often prepare an annual salary budget that includes: • Performance based and across the board salary increases (more on those below)

STAYING COMPETITIVE REQUIRES BOTH SHORT- AND LONGTERM PLANNING. • Salary increases to address inequities as the result of reviews of paid salaries • Salary increases to address inequities as the result of reviews of salary ranges and/or salary structures • Anticipated payouts under bonus and incentive plans

Salary Increases Once you’ve completed the basic salary administration activities described above, it’s time to think about salary increases. There are dozens of types of salary increases; some of the most common (and those that affect the most employees) are described below: PAY FOR PERFORMANCE or MERIT INCREASES are common in all types of organizations. These increases are generally awarded for successful achievement of some measurable criteria. These criteria may be established and communicated in a formal performance review form or by less formal notes, discussions, etc.

Most organizations using a pay for performance increase system will award increases based on some type of schedule—end of year, end of organization’s fiscal year, or employbuilding-products.com

ee service anniversary. Awarding all increases at once has become a more commonly used approach, since it allows the organization the opportunity to view all employees at once and award increases that align with salary increase budget parameters.

When salary increase budgets are low (they’ve averaged around 3% for the last several years), it can become challenging to award true pay for performance increases. For example, a top performer earning $60,000 might get a 5% increase ($3000). An average performer earning the same might get a 3% increase ($1800).

After taxes, etc., there isn’t a lot of difference.

ACROSS-THE-BOARD salary increases are generally given to all employees on a scheduled basis— most often at the end of the calendar year or the organization’s fiscal year.

Often, the amount is determined based on the organization’s past performance, rather than determined through an advance salary planning/ budgeting process.

These increases are usually awarded as a percentage of base salary, and all employees generally receive the same percentage.

Giving all employees the same increased amount can perpetuate pay inequities that may exist in an organization.

LONGEVITY or LENGTH OF SERVICE salary increases are based

solely on an employee’s length of service with an organization. There is generally no performance component to these increases, which are often mandated by contractual agreement. These types of increases are most common in government and education.

COST OF LIVING ADJUSTMENT (COLA) salary increases are linked to a rise in the cost of goods and services. They are designed to help employees maintain (rather than increase) their purchasing power.

In the past, these increases have often been awarded to all employees.

They are now used less frequently, because of vast differences in local and regional pay markets (e.g., pay in San Jose, Ca., is approximately 41% higher than the national average). The increase in the number of remote workers in multiple locations also reduces the effectiveness of this type of salary increase.

SUSAN PALÉ Susan Palé, CCP, is vice president for compensation with Affinity HR Group.

Reach her at (877) 660-6400 or contact@affinityhrgroup.com.

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

LET’S LEARN MORE ABOUT: JACK PINEA SPECIAL SERIES FROM

------------ BY JEFF EASTERLING OVER THE LAST three years of Lumber 411 columns, we’ve shared information on every single wood species under the purview of the Northeastern Lumber Manufacturers Association, with the exception of one. It’s time to talk about jack pine.

While the species name certainly sounds like that of an international spy, jack pine is also known as Banksian pine, black pine, blackjack pine, gray pine, Prince’s pine, scrub pine, and even pin gris if you’re in French Canada.

Jack pine is a scrubby little medium-sized (and sometimes small) evergreen with a noted ability to grow in poor soils. With top heights reaching 35-50 feet, the species is one of the most cold-hardy and drought-tolerant trees known.

You might see it used as a windbreak on farms, or as part of a watershed management plan, but jack pine is also used as pulpwood, construction lumber, fence posts, timbers inside a mine, railroad ties, telephone poles, and even Christmas trees. With so many uses of the species possible, the hard and heavy jack pine is a very important species in Canada and the Great Lakes region.

Remember back when we discussed Norway spruce, we learned about how the Civilian Conservation Corps planted the trees on unused farmlands following the Great Depression to keep the land from going to waste? Just like the Norway spruce, the jack pine is frequently

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Norway spruce; balsam fir; red pine; Engelmann spruce; sitka spruce; and lodgepole pine. The SPFs grouping covers various commercially important species, with the “s” designating the lumber as originating from logs grown in the United States.

JACK PINE FUN FACT! When exploring your typical jack pine stand, it’s possible to see as many as two million seeds per acre stored in unopened pinecones. How to open the pinecones?

Fire is the only thing that will melt the resin sealing the cone closed, thereby releasing the seeds.

planted on land around mines as part of the rehabilitation process.

The jack pine cones are special in that they traditionally point forward along the branch and sometimes circle it. It’s not uncommon for the cones to remain unopened on a branch for up to a decade.

By age 75, most jack pines are on their way out; it’s rare to find any within a stand over 200 years old.

As we’ve shared, jack pine is one of 10 species included in the SprucePine-Fir south (SPFs) grade grouping, joined by red, black and white spruce;

December 2022

Where Does It Grow?

Jack pine is mostly found in the Great Lakes area of the U.S. and up into Canada. The major portion of this growth is found in Canada from the Northwest Territories all the way cross country to Cape Breton Island, Nova Scotia. Further south in the States, jack pine is found in Maine, Michigan, Minnesota, New Hampshire, the northern part of New York, and Wisconsin.

How Much Is Used?

Over the most recent years, the volume of jack pine used has continued to decrease, primarily due to jack pine budworm outbreaks.

– For more information on jack pine or other New England/Great Lakes wood species, visit www.nelma.org.

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

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To learn more about our entire selection of Simpson Strong-Tie ® fasteners, including the new Finish Trim and Wafer-Head Construction screws, visit go.strongtie.com/fasterfinish or call (800) 999-5099. © 2022 Simpson Strong-Tie Company Inc. FTCBT22-D

MEAD BUYS KC’S TEAGUE LUMBER Mead Lumber Co., Omaha, Ne., has purchased four-unit Teague Lumber Co., Kansas City, Mo. Founded in 2002, Teague operates a corporate office and millwork operation in Kansas City, and lumbeyards in Grandview and Liberty, Mo., and Bonner Springs, Ks. Mead president/CEO Dave Anderson said, “Teague Lumber not only gives us our first locations in the state of Missouri, but also gives us a great opportunity to expand into the Kansas City market.”

The business will continue to

operate as Teague Lumber Co. with existing staff and management, under the direction of Ron Avery, Kansas City market manager.

BFS RELOCATING TEXAS YARD Builders FirstSource will relocate its lumberyard/distribution operations in Buda, Tx., to a larger facility in Kyle, Tx. Construction on the new 47,000sq. ft. building is expected to begin early next year, to be completed by July. Site prep and rail spur work is already underway.

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Tibbetts Lumber Co., St. Petersburg, Fl., acquired the assets of D&M Truss Co., Pensacola, Fl. US LBM opened a Universal Supply roofing/siding branch in Whippany, N.J.

People’s Do it Center closed its home center/lumberyard Oct. 31, but will continue operating its rental division and STIHL power equipment sales/service shop.

Interstate + Lakeland Lumber held a grand opening Nov. 5 at its new two-story, 11,000sq. ft. Design Center, a few doors down from its lumberyard in Westport, Ct.

Rocky’s Ace Hardware has reopened its Agawam, Ma., store after a near-year-long remodel.

814 Home & Hardware, Sykesville, Pa., is adding an 18,000sq. ft. True Value hardware store with lumberyard in Brockway, Pa. Westlake Ace Hardware

is acquiring Trails West Ace Hardware, Gardner, Ks., from Gavin Barmby, owner since 2011.

The deal is set to close Jan. 15.

Scottdale True Value Hardware has opened at the former site of Pater True Value, Scottdale, Mi., which closed in June. The new store will be operated by Doug Landers, owner of Landers Hardware, Bangor, Mi., and Wolverine Hardware, South Haven, Mi., and managed by his son-in-law, Mark Hills.

Ace Hardware is opening a 37,000-sq. ft. store in Princeton, W.V.

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Duffy’s Island Hardware, Peaks Island, Me., closed Oct. 26 after eight years.

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Home Depot anticipates it will take at least three years to permit, build and open a planned store in Charlottesville, Va. Menards has broken ground on a new store site in South Charleston, S.C.

CT-Darnell.com • Sunbelt-Rack.com • 1-800-353-0892 © WTD Holdings, Inc., 2022. All rights reserved.

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Drexel Building Supply is merging with 26-year-old door/ millwork supplier McMahon & Co., Jackson, Wi. The deal is set to close Dec. 31.

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CULPEPER ACQUIRES PENNSYLVANIA TREATER

Culpeper Wood Preservers, Culpeper, Va., has expanded to 17 treating plants with the purchase of H. M. Stauffer & Sons of Leola, Pa. According to Culpeper president Jonathan Jenkins, “The principles and values of H. M. Stauffer & Sons coincide with what we believe in at Culpeper Wood Preservers. The combination of these two companies strengthens our ability to provide greater value and service to our customers and expands our geographic reach.”

A fourth-generation family business founded in 1890, H.M. Stauffer started as a coal, lumber and feed supplier, expanding to trusses and wall panels in the 1960s. The company added wood-preservation capacities in 1975. In the 1980s, the company added a second component manufacturing location in Myerstown, Pa.

US LBM PURCHASES SOUTHEAST TRUSS PLANTS US LBM has picked up two more truss plants with its acquisitions of Comtech, Fayetteville, N.C., and Georgia Truss, Gainesville, Ga. Founded in 1970, Comtech will operate as part of US LBM’s Professional Builders Supply division.

Georgia Truss will operate as part of US LBM’s Brand Vaughan Lumber, which has multiple locations in Georgia, including a floor and roof truss manufacturing facility outside of Atlanta that opened earlier this year.

NATION’S BEST ADDS SC HOME CENTERS

Nation’s Best, Dallas, Tx., has added Palmetto Home Center’s two locations near Charleston, S.C., to its family of businesses.

As part of Nation’s Best’s strategy, Palmetto Home Center will maintain operations under its existing name and leadership, including co-owners Brandt Mitchell and Donnie Canaday, as well as Donnie’s son, Jamie Canaday.

HIXSON NOW CARRYING COMPOSITE LINES

Traditionally a distributor of its own milled and treated wood products, Hixson Lumber Co. is now distributing a third-party non-wood brand: Fiberon.

Hixson, a division of Doman Building Materials, will stock Fiberon composite and PVC decking, railing, fasteners and Wildwood at its Mineola, Tx., location, then forward them to its branches in Magnolia and Plumerville, Ar.; Hattiesburg, Ms.; and Caddo Mills, Carrollton, Houston and Willits, Tx. According to Hixson president Mark Chatfield, the expansion into such products “is in line with what other Doman divisions, such as California Cascade and Honsador, are doing.”

KODIAK PURCHASES GOODRICH, SUNRISE

Kodiak Building Partners completed two more deals in the East, acquiring century-old Goodrich Lumber, Kingston, Ma., as well as two-unit Sunrise Builders Supply of Mississippi and Tennessee.

Founded in 1906 and long operated by the Goodrich family, Goodrich Lumber changed hands to new ownership in 1993. In 1996, Kevin Medeiros, president of Goodrich Lumber, began working with Goodrich and

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later purchased the business in 2012. It now includes a 45,000-sq. ft. drive-thru lumberyard, 8,500-sq. ft. store and showroom, and 1,700-sq. ft. millwork shop.

Kodiak will maintain Goodrich Lumber’s existing suppliers, products, management, manufacturing footprint, employees and distribution network.

Led by its president, Charles Thomas, Sunrise was founded in Horn Lake, Ms., in 1996. A second location was added in 2019 in Arlington, Tn. Kodiak now has over 100 locations in 25 states.

------------| SUPPLIER BRIEFS Snavely Forest Products opened a new 17-acre, rail-served distribution center in Gonzales, Tx., to better serve the San Antonio/Austin and southeast Corpus Christi markets. Marshall Owens is GM. Stella-Jones has completed the purchase of Texas Electric Cooperatives’ wood pole manufacturing business in Jasper, Tx.—becoming its 43rd treating facility.

Novo Building Products’ Empire Moulding & Millwork division has opened a 217,000-sq. ft. distribution center in Amherst, N.H.

ABC Supply division Town & Country Industries has purchased the assets of T&C Sales, Rockledge, Fl.

ABC Supply division L&W Supply added a branch in Long Island City, N.Y. (Dave Dickerson, mgr.).

Huttig Building Products is now distributing the full line of Fiberon products from its DC’s in Rocky Mount, N.C.; Greenville, S.C.; and Davenport, Jacksonville, Riviera Beach, and Fort Myers, Fl. Beacon acquired 18-branch specialty waterproofing products distributor Coastal Construction Products, Jacksonville, Fl. Coastal CEO Martin Harrell will stay on to lead Beacon’s new specialty waterproofing division.

Beacon also opened branches in Indianapolis, In.; Burnsville, Mn.; Leitchfield, Ky.; and Hampton, Va. CALI Floors opened its first custom-built distribution center in Summerville, S.C., with additional DCs in the works.

Digger Specialties is now branding its columns as Westbury Columns.

New South Construction Supply, Greenville, S.C., has acquired 11-unit Malone Steel Corp., Ponte Vedra Beach, Fl. Arbor Wood Co., Duluth, Mn., thermally modified wood producer, is partnering with wood salvage specialist Cambium Carbon, Washington, D.C., to introduce Carbon Smart Wood, which utilizes wood from urban settings that would otherwise be left to the landfill to create cladding, decking, furniture and more.

National Nail’s Stinger EXO Synthetic Underlayment was recently listed as an acceptable alternative to roofing underlayment by the Texas Department of Insurance.

building-products.com

------------| MOVERS & SHAKERS Doug DeLuca, ex-Lansing Building Products, has joined Avon Plastics, Paynesville, Mn., as VP of sales & marketing.

Kelli Clark has been named senior product mgr.ExpertFinish for LP Building Solutions, Nashville, Tn. Charlie Bradburn, ex-Lyman Cos., has joined US LBM, as Midwest regional VP, based in Minneapolis, Mn. Cade Warner has been promoted to chief operating officer for The Westervelt Co., Tuscaloosa, Al., effective Jan. 1.

Dana Taylor has joined the commercial sales team at Lezzer Lumber, Manheim, Pa. Sierra Jarrell is now sales support coordinator at Hood Industries, Hattiesburg, Ms. Rachael Enabnit, ex-Ogden & Adams Lumber, is new to outside cabinet sales at Gilcrest/Jewett Lumber Co., Marion, Ia. James Binns, ex-Trex, has moved to U.S. Lumber, as Warrington, Pa.-based territory development mgr. Paul Barrett is new to inside sales in Indianapolis, In. Andrew Skoff, ex-Stanford Home Centers, was appointed branch mgr. of Modern Builders Supply, Pittsburgh, Pa. Rick Gebhart has been promoted to director of business process & development for Envision Outdoor Living Products, Mount Joy, Pa. Kyle Warwick is now director of sales and Craig Barkume, business process mgr.

Jeffrey Gelinas, OMG, Inc., Agawam, Ma., has been named mgr. of sales training for its FastenMaster and Roofing Products divisions.

Alex Kosley is new to Builders FirstSource, Dallas, Tx., as a senior category analyst.

Craig Sheek has rejoined Georgia-Pacific as assistant plant mgr. in Fordyce, Ar. Tom Dushane was named millwork division operations mgr. for Boise Cascade, Atlanta, Ga. Jeff Likens has been promoted to lumber trader at Viking Forest Products, Eden Prairie, Mn. Peter Jackson is now an advanced sales specialist with Star Lumber & Supply, Manhattan, Ks.

MASSACHUSETTS Retail Lumber Dealers Association presented its Lifetime Achievement Award to Tony Shepley, Shepley Wood Products, Hyannis, Ma., during its recent annual meeting. Left to right: past MRLDA president Joe Cusack, Tony Shepley, MRLDA president Kevin Costa.

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Ian Young has been promoted to commercial sales mgr. at Curtis Lumber Co., Ballston Spa, N.Y. Jason Marion, ex-Builders FirstSource, has joined the sales team at Professional Builders Supply, Myrtle Beach, S.C. Martin January, ex-Delaney Hardware, is now VP of the forest products division of Carolina Atlantic, Rice, Tx. Matt Drapeau has been appointed branch mgr. of L&W Supply, Andover, Mn. Russ Campbell is now in multi-family sales with Griffin Lumber Co., Cordele, Ga. Joanna Biddle, ex-Richelieu Hardware, is new to inside sales at Dixie Plywood & Lumber Co., Duluth, Ga. Kyle Freeman is a new engineered wood product designer.

Jenna Myers has been promoted to divisional merchandise mgr. at Do it Best Corp., Fort Wayne, In., leading merchandising teams for paint, paint supplies, outdoor living, holiday, safety & general merchandise. Hector Macias is now warehouse department mgr. and Carly Bassett, managed marketing specialist. New to Do it Best are Roy Resendez, international product development mgr.; John Carrier, territory sales mgr.; Andrew Davis, associate merchandise mgr.; Peter Haydock, supply planner; Cason Amornarthakij, category management planner; Makenzie Eggebrecht, LBM sales support coordinator; and James Barrett, demand forecasting agent.

Bryan Woodard, ex-Wilson Lumber, is the new plant mgr. at City Lumber Co., Huntsville, Al. Joe Diaz has been promoted to plant operations mgr. at American Builders Supply’s Sanford Door, Sanford, Fl. Joe Sedgwick has been named chief financial officer for Marvin, Warroad, Mn. James Armstrong has been appointed VP of investor relations at Jeld-Wen, Charlotte, N.C. Paul B. Adams was promoted to VP of materials innovation for Deceuninck North America, Monroe, Oh. Dan Hoelting is now VP of finance. Jon Hauberg, director of product research & development, added the role of research & development liaison mgr.

Ashlee Cribb, PotlatchDeltic, was elected chair of APA’s Board of Trustees, succeeding Roy O. Martin III. Doug Asano, Roseburg Forest Products, is now vice chair.

New to the board are Stephen Williams, Western Forest Products, and Richie LeBlanc, Hunt Forest Products.

Eli Bliffert, VP of Bliffert Lumber & Hardware, Milwaukee, Wi., has been named a 2023 Wisconsin Titan, recognizing the state’s 100 top CEOs & C-level executives.

Christian Moises is the new communications mgr. for the Southern Forest Products Association.

Diana Hendricks, chair, ABC Supply, Beloit, Wi., was named to the board of Home for Our Troops.

Owen Monet is now handling accounts payable for Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus. building-products.com

THE FIRST STAIN

WORTHY OF THE YELLA TAG. Introducing YellaWood Protector® Semi-Transparent Stain and Clear Water Repellent.

It takes a whole lot to earn the right to wear the Yella Tag. Backed by fifty years of proven knowledge and quality, YellaWood Protector® products are specifically formulated by the makers of YellaWood® brand pressure treated pine. YellaWood Protector® products provide long-lasting, rich color and the superior protection savvy homeowners demand. All with a limited warranty against chipping, peeling, water damage, mold, mildew and color fade.

Since there are no long drying times or even in-store mixing or tinting required, you’ll love how easy it is to use.

Find your local dealer at yellawood.com/protector and finish like a pro.

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YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, and technologies of unrelated third parties. For details regarding the Preservatives, methods, 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.

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building-products.com

SPECIAL SECTION

2 0 2 3

Siding & Roofin

Sourcebook

Siding: Fiber Cement • Polymer • Composite • Engineered Wood • Wood

Cellular PVC • Vinyl • Insulated Vinyl • Poly-Ash • Aluminum • Steel

Roofing: Asphalt • Composite • Clay/Concrete • Steel • Slate • Wood

RESIDENTIAL SIDING FIBER CEMENT Allura

Allurausa.com Fiber cement siding – Allura Lap, Allura Panel, Allura Shakes ___________________________

American Fiber Cement Corp.

Americanfibe cement.com Fiber cement siding panels – Cembrit Deco, Cembrit Patina, Cembrit Patina Inline, Cembrit Patina Rough, Cembrit Solid, Cembrit Transparent, Cembrit Cover, Cembrit Minerit HD ___________________________

POLYMER Arcitell

Arcitell.com Qora Panels – Ashlar Stone, Cut LedgeStone TightStack ___________________________

AZEK

Azekexteriors.com AZEK Capped Polymer Cladding AZEK Siding ___________________________

CertainTeed

Certainteed.com Cedar Impressions ___________________________

GAF

Continental Manufacturing

James Hardie

Novik

Gaf.com WeatherSide – Emphasis, Profile, Purit ___________________________ Jameshardie.com Fiber cement siding – HardiePlank Lap, Hardie Architectural Panel, Hardie Shingle, Hardie Panel Vertical ___________________________

Nichiha

Nichiha.com Fiber cement siding – Architectural Wall Panels, Plank Siding (Savannah, Sierra) ___________________________

Woodtone

Woodtone.com Fiber cement siding – RusticSeries (Lap, Shake, Panel), Chrometallics (with metallic coating) ___________________________ building-products.com

Sidingmfg.com Polymer Siding ___________________________ Division of Derby Building Products Novik.com NovikStone – Artisan Cut AC, Dry Stack Stone DS, Carrara Collection, Sacked Stone, Premium Hand Cut Stone, Fieldstone NovikShake – RoughSawn, HandSplit, Northern Perfection, Half Round ___________________________

Ply Gem

Division of Cornerstone Building Brands Plygem.com Polymer Stone Veneer – Canyon Ledge, Cascade Ledge, Colonial Brick, Cut Cobblestone, Fieldstone, Manorstone, Shadow Ledgestone, True Stack ___________________________

Tando Building Products

Division of Derby Building Products Tandobp.com TandoStone – Stacked Stone, Creek Ledgestone Beach House Shake – Sandcastle, Pacifica, Atlantica, Hatteras TandoShake – Cape Cod Perfection, RoughSawn Cedar Single, RoughSawn Dual, Rustic Cedar 9, Hand Split Shake ___________________________

Westlake Royal Building Products Westlakeroyalbuildingproducts.com Atlas Stone ___________________________

NON-WOOD COMPOSITE Alside

Division of Associated Materials Ascendcompositecladding.com Ascend Composite Cladding ___________________________

Chelsea Building Products

Everlastsiding.com Everlast – Horizontal Lap, Board & Batten ___________________________

DaVinci Roofscapes

Division of Westlake Royal Davinciroofscapes.com DaVinci Shake – Hand Split Shake Siding ___________________________

Gentek

Division of Associated Materials Gentekinc.com Align Composite Cladding ___________________________

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SIDING Modern Mill

Pacific

Resysta

Swanson Group

Modern-mill.com ACRE Siding – Shiplap, Board & Batten ___________________________ Resystausa.com Composite Siding & Cladding ___________________________

RISE Building Products

Risebuildingproducts.com RISE Siding ___________________________

ood Laminates

Socomi.com APA 303 Series Specialty Plywood Siding ___________________________ Swansongroup.biz Superior Hardwood Siding – plywood ___________________________

Trespa

Trespa.com Pura NFC Siding – wood core with HPL ___________________________

WOOD COMPOSITE

WOOD

Fiberon

Fiberondecking.com Wildwood Cladding ___________________________

Fortress Building Products

Fortressbp.com Capped Composite Cladding Boards – Apex, Infinit ___________________________

Geolam

Usa.geolam.com Vertigo 5010 Composite Cladding ___________________________

KWP Products

Kwpproducts.com Eco-Side Vertical Siding – Stratford, Provincial, Board & Batten ___________________________

NewTech Woods

Newtechwood.com Composite siding – All Weather Siding, European Style Siding ___________________________

Trex

Trex.com Trex Cladding ___________________________

ENGINEERED WOOD Collins

Truwoodsiding.com Truwood – Lap, Panel ___________________________

KWP Products

Kwpproducts.com Eco-Side – Lap Siding (Bold, Prestige, Rustics, Classic), Shake Siding (Hampton Shake, Woodbury Staggered), Naturetech ___________________________

Louisiana-Pacifi

Lpcorp.com LP SmartSide – Lap Siding, Panel & Vertical Siding, Shakes ___________________________

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Accsys

Accoya.com Accoya Modified ood Siding ___________________________

Cedar Valley

Cedar-valley.com Single Course Panels – western red cedar ___________________________

Frasierview Cedar Products

Frasierviewcedar.com Western Red Cedar Siding ___________________________

Kebony

Us.kebony.com Modified ood Cladding ___________________________

Miller Shingle Co.

Millershingle.com Western Red Cedar Shakes/Shingles ___________________________

Nova USA

Novausawood.com ExoClad Hardwood Siding ___________________________

Oy Lunawood

Porcupinewood.com Lunawood Façade – modified wood sidin ___________________________

Pacific

estern Wood Works

Pwww.ca Western Red Cedar Siding ___________________________

Pinnacle Panel

Pwww.ca Pinnacle Panel – WRC single course panel ___________________________

Porcupine Wood Products

Porcupinewood.com Western Red Cedar Siding – Green, KD ___________________________

Roseburg

Roseburg.com Wood Siding – Douglas-fi , DuraTemp ___________________________

December 2022

Sawarne Lumber

Sawarne.com Western Red Cedar Siding – Bevel, Channel, Board & Batten, Clear T&G, Special Pattern ___________________________

Shakertown

Shakertown.com Western Red Cedar Siding – Craftsman Panel, Cedar Cove Shingles, Dolly Varden T&G, Fancy Cut Shingles, Tahoe Shingle Panel ___________________________

Teal Jones Group

Tealjones.com Western Red Cedar Shingle Panels ___________________________

Tripp Lumber

Tripplumber.com Long Cabin Siding – Hand Hewn, Log Cabin Siding, Log Cabin Siding with Vertical Corner Timber Siding – Hand Hewn with Chinking, Smooth Pine, Square Channel Wavy Edge Bevel siding – Dark Stain, Weathered Finish ___________________________

UFP Industries

Ufpedge.com UFP-Edge Siding ___________________________

Vancouver Specialty Cedar

Vanspec.com Western Red Cedar Siding ___________________________

Watkins Sawmills

Watkinsawmills.com Western Red Cedar Sidewall Shingles ___________________________

Western Forest Products

Watkinsawmills.com WFP TrueStyle Siding – western red cedar ___________________________

BAMBOO DassoXTR

Dassoxtr.com Fused Bamboo Rainscreen Siding ___________________________

MOSO

Moso-bamboo.com Bamboo X-treme Rainscreen Siding ___________________________

CELLULAR PVC Jain Building Products

Jainbuildingproducts.com NuCedar – Shingles, Vertical Siding, Fancy Cut Shingles ___________________________ building-products.com

SIDING

Westlake Royal

Westlakeroyalbuildingproducts.com Celect – Smooth, Clapboard, Shake, Board & Batten ___________________________

Wolf

Wolfhomeproducts.com Portrait Siding Fused Bamboo Rainscreen Siding ___________________________

VINYL Alside

Division of Associated Materials Alside.com Siding – Charter Oak Reinforced Premium, Odyssey Plus Premium, Coventry, Conquest Quality, Williamsport Colonial Beaded Premium, Brighton Beaded, Board & Batten Vertical, Carter Oak Soffit & ertical, Alliance T4 Premium ___________________________

CertainTeed

Certainteed.com Siding – Board & Batten, Carolina Beaded, Cedarboards, Encore, Mainstreet, Monogram, Northwoods, Restoration Classic, Wolverine American Legend ___________________________

Continental Manufacturing

Sidingmfg.com Supreme PVC Siding ___________________________

Gentek

Division of Associated Materials Gentekinc.com Siding – ChamClad, Sequoia Select, Board & Batten Ultra-Premium, Fair Oaks, Concord, Driftwood II ___________________________

Kaycan

Kaycan.com Lap Siding – Beaded Plank, DaVinci, Hardwood Valley II, Ocean Park XL, Platinum, Prova, Richmond Bevel, Timberlake, Verona Collection Vertical Siding Shake Siding – Perfection Shingles ___________________________

Mitten Building Products

Division of Cornerstone Building Brands Mittensiding.com Siding – Sentry, Sentry Variegated, Highland, Oregon Pride ___________________________

Ply Gem

Division of Cornerstone Building Brands Plygem.com Siding – Mastic (Carvedwood•44, Mill Creek, Structure Home Insulation, Quest, Board + Batten Designer Series, Ovabuilding-products.com

tion, Eclipse, Western Extreme, Cedar Discovery, Charleston Beaded), Variform (Vortex Extreme, Camden Pointe, American Herald, Ashton Heights, American Tradition, Contractor’s Choice, Heritage Cedar, Board & Batten, Victoria Harbor), Ply Gem Performance (Board & Batten, Transformations, Cedar Dimensions, Dimensions, Progressions, Colonial Beaded) ___________________________

ProVia

Provia.com Siding – Cedar Peaks (Double Lap, Double Dutch Lap, Beaded, Board & Batten), HeartTech (Double Lap, Double Dutch Lap), Timberbay (Single Rough-Sawn, Dual Rough-Sawn, Single Staggered), Ultra (Double Lap, Double Dutch Lap), Willowbrook (Double Lap) ___________________________

Westlake Royal

Division of Cornerstone Building Brands Plygem.com Siding – Mastic (Envoy, Endurance), Variform ___________________________

Edco Products

Edcoproducts.com Siding – Traditional Lap, Dutchlap, Vertical, Shake ___________________________

Division of Associated Materials Gentekinc.com Sequoia Select EnFusion ___________________________

Gentek

Kaycan

Kaycan.com Insulated Siding – Montebello Log Siding, Ocean Park Ultra XL, Richmond Ultra ___________________________ Division of Cornerstone Building Brands Plygem.com Mastic Structure Home Insulation System ___________________________

Westlakeroyalbuildingproducts.com TruExterior – Craftsman, Board & Batten ___________________________

Ply Gem

Division of Associated Materials Alside.com Satinwood Siding – Select Seamless Steel Coil, Select Siding with Kynar Coating ___________________________

Gentek

Westlake Royal

Division of Associated Materials Gentekinc.com Siding – Cedarwood, Deluxe, Longboard, Woodgrain ___________________________

Alside

Division of Associated Materials Alside.com Insulated Siding – Prodigy, Charter Oak Energy Elite ___________________________

POLY-ASH

Gentek

STEEL

Alside

Provia.com CedarMAX – Single, Double, Triple Dutch Lap, Board & Batten ___________________________

Kaycan.com Altix Siding Urbanix Cladding ___________________________

Westlakeroyalbuildingproducts.com Cedar Renditions ___________________________

INSULATED VINYL

ProVia

Kaycan

Westlake Royal

Westlakeroyalbuildingproducts.com Siding – Exterior Portfolio (Premium, Signature, Classic), Foundry Specialty Siding (Shake, Shingle), Royal Vinyl (Premium, Prime, Traditional) ___________________________

Ply Gem

ALUMINUM

Division of Associated Materials Gentekinc.com Siding – Distinction, Moderno, Sierra Steel Ultra Premium, SteelSide ___________________________

Klauer Manufacturing

Klauer.com Siding – Classic, Elite, Prestige ___________________________

Ply Gem

Division of Cornerstone Building Brands Plygem.com Siding – Seamless, Lap, Board & Batten ___________________________

Quality Edge

Qualityedge.com TruCedar Siding – Double, Single, Single Dutch Lap, Board & Batten, Shake Sidewall Vesta Siding – Plank ___________________________

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SIDING, ROOFING MANUFACTURED STONE CertainTeed

Certainteed.com Stonefacade ___________________________

ClipStone

Pabcoroofing.co Asphalt Shingles – Architectural (Premier, Prestige), Signature Cut (Cascade, Paramount), Solar Reflective (California Cool, Hawaii Cool & Clean, Premier Radiance), 3-Tab-Tahoma ___________________________

Coronado Stone Products

Coronado.com ___________________________

Waypost Stone Siding

TAMKO Roofing P oducts

Waypoststonesiding.com Manufactured Stone Panels ___________________________

Westlake Royal

Westlakeroyalbuildingproducts.com Manufactured Stone Siding – Versetta Stone (Ledgestone, Tight-Cut, Carved Block), Cultured Stone (Ashlar, Brick, Irregular, Ledge, Large Format), StoneCraft (Cobblestone, Fieldstone, Heritage, Laurel Cavern Ledge, Ledgestone), Eldorado Stone (Stone, Brick) ___________________________

RESIDENTIAL ROOFING ASPHALT SHINGLES Atlas Roofing Corp

Atlasroofing.co Asphalt Shingles – Briarwood Pro, Castlebrook, GlassMaster, Legend, Pinnacle Pristine, ProLam, StormMaster ___________________________

CertainTeed

Certainteed.com Asphalt Shingles – Belmont, Carriage House, Grand Manor, Highland, Northgate, Patriot, Presidential, XT Hip & Ridge – Cedar Crest, Mountain Ridge, Shadow Ridge, Shangle Ridge ___________________________

GAF

Gaf.com Asphalt Shingles – Timberline, 3-Tab ___________________________

IKO

Iko.com Asphalt Shingles – Architectural, Designer, Performance, Traditional ___________________________ Malarkeyroofing.co NEX Asphalt Shingles – Architectural (Ecoasis, Highlander, Legacy, Vista), Designer (Windsor), 3-Tab (Dura-Seal) ___________________________

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Owenscorning.com Asphalt Shingles – Berkshire, Duration, Oakridge, Supreme, Woodcrest, Woodmoor Hip & Ridge – Berkshire, DecoRidge ___________________________

PABCO Roofing P oducts

Myclipstone.com ClipStone – Classic, ProPanel ___________________________

Malarkey Roofing P oducts

Owens Corning

Tamko.com Asphalt Shingles – Elite Glass-Seal, Heritage, Heritage Vintage, StormFighter, Titan ___________________________

COMPOSITE Brava Roof Tile

Bravarooftile.com Composite Tile – Cedar Shake, Slate Roofing Tile, Spanish Bar el Tile ___________________________

DaVinci Roofscapes

Division of Westlake Royal Building Products Davinciroofscapes.com DaVinci Slate – Multi-Width, Single-Width, Bellaforte, Province, Inspire DaVinci Shake – Multi-Width, SingleWidth, Bellaforte, Select Shake ___________________________

EcoStar

Ecostarllc.com Composite Roofing – Empire Niagara Shake, Majestic Niagara Shake, Majestic Niagara Slate, Empire Niagara Slate, Empire Shake, Empire Slate, Seneca Shake, Majestic Slate ___________________________

Enviroshake

Enviroshake.com Enviroshake Enviroslate Enviroshingle ___________________________

CLAY/CONCRETE Vande Hey Raleigh

Vrmtile.com Concrete Tile – Slate, Custom Brushed, Shake, Cotswold Stone, High Barrel, Riviera, Turrets, English Shingle ___________________________

Westlake Royal

Westlakeroyalroofing.co Clay Tile – US Tile Clay Roofing P oducts

December 2022

Concrete Rile – Newpoint ___________________________

STEEL/STONE-COATED Edco Products

Edcoproducts.com Steel Roofing – Infiniti extured Shake, ArrowLine Shake, ArrowLine Slate, Generations HD ___________________________

TAMKO Roofing P oducts

Tamko.com MetalWorks Steel Shingles – AstonWood, StoneCrest Slate, StoneCrest Tile ___________________________

Tilcor Roofing System

Tilcor.com Stone-Coated Steel Panels – Antica, Craftsman. Shake, CF Shingle, CF Shake ___________________________

Westlake Royal

Westlakeroyalroofing.co Unified Stone-Coated Roofin – PineCrest Shake, Granite-Ridge Shingle, Cottage Shingle, Barrel-Vault Tile, Pacific Til ___________________________

SLATE American Slate Co.

Americanslate.com ___________________________

Cupa Pizarras

Cupapizarras.com Roofing Slat – Grey, Black, Rough, Smooth ___________________________

Evergreen Slate Co.

Evergreenslate.com ___________________________

GAF

Gaf.com TruSlate ___________________________

WOOD Miller Shingle Co.

Millershingle.com Western Red Cedar Sidewall Panels ___________________________

Teal Jones Group

Tealjones.com Western Red Cedar Shingles & Shakes ___________________________

Watkins Sawmills

Watkinsawmills.com Western Red Cedar – Handsplit & Resawn Shakes, Tapersawn Shakes, Shingles ___________________________ building-products.com

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RAIL LINES

ENHANCED TRACTION DECKING Deckorators’ new Vista Composite Decking features vertical grain variegation with enhanced traction and slip resistance.

Available in four colors—Ironwood, Driftwood, Silverwood, and Dunewood—in 12’, 16’, and 20’ lengths in solid- and grooved-edge profiles, the Vista line offers ultimate design flexibility, including the option to effortlessly mix-and-match two or more colors to create a custom outdoor space.

DECKORATORS.COM (800) 556-8449

MoistureShield’s new Solid Core Composite Series Railing and Compass Series Aluminum Railing add a contemporary, sophisticated look to any deck design.

Solid Core Composite Railings include the Traverse (T-Rail profile with smooth, glossy finish in white, clay and gray), Discovery (bread loaf profile with smooth, glossy finish in white, clay and gray), and Navigator Series (premium composite railing in Capital, Contempo and Graspable Stair top rail styles with an elegant acrylic satin white finish).

Compass Series Aluminum Railings offer Cambridge or Classic style top rail options in Matte Black or Matte Bronze powder-coated finish. The powder coat is rated more than three times the industry standard for durability and rust resistance, especially in harsh coastal conditions. Kits feature pre-assembled panels with ProLock strips to ensure secure, screwless connections; 3 /4” Square Balusters, adapters for cocktail rail, gate kits and BracketPro installation jig.

MOISTURESHIELD.COM (866) 729-2378

SEALED & DELIVERED

DECK STEP LIGHT The new DekPro EFFEX Louvered Step Light provides the classic louvered light design with three tiers of lights cascading down onto the stair tread.

Measuring 4-1/4”x3 -1/2”, the light mounts flat against the riser and only requires a 1” diameter hole to run the wires. There is no bulky back box. Two quick-connect leads make wiring easy. Fixtures feature warm white LED lights with durable aluminum powder-coated housings.

It’s available in three colors (Absolute Black, Cocoa Bronze, Dream White) to match DekPro Prestige Aluminum Railing.

LP Building Solutions’ new LP WeatherLogic Seam & Flashing Sealant is designed for easy and effective sheathing adhesion with premium moisture management technology.

Certified to AAMA 714-19 and VOC-compliant, it is the only liquid-applied sealant approved to seal the panel joints between LP WeatherLogic panels as part of the LP WeatherLogic system. The sealant can also be used to flash window and door openings, material transitions, and penetrations of any shape.

It has joint movement of +/-50% for added flexibility, 10–15-minute tooling time, 110-minute surface tack time, and—depending on conditions—will cure in 24 hours.

DEKPROMFG.COM (800) 335-5909

LPCORP.COM (888) 820-0325

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building-products.com

THE POSSIBILITIES KEEP GROWING:

REDWOOD Nature’s majestic pillars. dwood iis so on ne o off tth he s sttrongest a an nd ffa as t e s t g grrowing s so oftwood spe spec cies. It thrives in Re Red some of the most productive timberlands in the world. Redwood is known for its timeless durability without the use of chemicals. Due to its flawless formation, there has never been a Redwood recall. There is a grade of Redwood for every application, every budget, and every customer.

“Growing beyond measure.”

Call or visit us today. Our family of Redwood timberland owners will continue to be your reputable and reliable source of Redwood.

Call us at 707.894.4241 Visit us at buyRedwood.com

COMPOSITE DECK SCREWS New SPAX composite deck screws are engineered with an undercut head to prevent mushrooming and provide a clean finish into PVC, capstock and composite deck boards.

The screws come in seven colors to match common composite board shades. They feature HCR coating, reverse upper threads to clear away excess material, T20 T-star drive for positive bit engagement, Type 17 double-slash point to start fast, and tri-lobe shank to prevent cracking or splitting.

SPAX.US (888) 222-7729

EASY CABLE RAIL Barrette Outdoor Living has introduced an innovative horizontal cable railing system that reportedly can install 38% faster than leading competitors with fewer SKUs that need to be ordered.

Elevation Rail is available as pre-assembled kits with pre-installed brackets and pre-strung, stainless-steel cables. The new system features Barrette’s patent-pending OneTen built-in centralized tensioning system, which eliminates the need to tension each cable individually and decreases the need for seasonal adjustments.

With its modern, industrial design, Elevation Rail offers a continuous top rail for both stair and level applications. Its adjustable panels that span up to 6’ wide enable the railing to be installed indoors or outdoors without obstructing views. There are no special tools or fasteners required to install Elevation Rail.

BARRETTEOUTDOORLIVING.COM (877) 265-2220

IT’S A WRAP Superior Aluminum Products’ new Snap-Tite PVC Wrap-Around Column Wraps snap together for quick and easy installation with no glue or adhesive.

This product shaves 30-minutes off installation time for traditional PVC columns that require mitering, gluing and clamping-in-place while the glue is curing.

Long-lasting cellular PVC is available in 6” or 8” widths, with lengths up to 10 ft. Smooth or woodgrained column wrap designs are available.

SUPERIORALUMINUM.COM (937) 526-4065

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building-products.com

New Year’s Resolution: Buy Trucks, Not Cars... ...and lose 144,000 pounds overnight! Check it out: Cars from Other Mills

Trucks from I

Must buy 4x the truck volume Limited mill tally Weeks in transit, or longer...

Hard to balance inventory Big volume = slow turns Require lots of capital and space

Order just a truckload, 10-20 units Get whtever you want, even custom trims Delivers in 24-48 hours Easy to stay in balance and in stock Trucks turn 4x faster, wood stays fresh Up to 82% less capital and space needed

When you switch to trucks from Idaho Timber, you get mill-direct pricing with distributor-like service. And our just-in-time delivery improves every facet of your inventory management so you can make money by the truckload!

We ship highly mixed trucks fast, direct from our 8 regional mills so you can get just what you want, right when you want it. Your turns and GMROI will soar while inventory stays in stock and in balance. You’ll tie up significantly less capital and space, while slashing carrying costs to reduce your true cost of flooring lumber.

And, you can stop the stress over how much you might lose on cars by the time they finally arrive and all that wood is slowly sold through in a falling market.

So lighten up on inventory costs, losses & hassle. Buy trucks from Idaho Timber and prosper in 2023. Happy New Year!

(800) 654-8110 building-products.com

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STRONG SHOWING FOR NBMDA North American Building Material Distribution Association once again teamed with the North American Association of Floor Covering Distributors to deliver an action-packed annual convention.

The confab, held Nov. 1-3 in Chicago, attracted more

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BIG SHOW for NBMDA: [1] Kevin Gammonley, Paul Vella. [2] Derek Campbell, Phil Lail. [3] Greg Pray, John Hampton, Todd Vogelsinger. [4] Rick Habusta, Jay Tanner. [5] Mike Funk, Patrick Cowan. [6] Michael Smith, Matt McGraw, Marco Buttafava. [7] Scott Flom, Mike Finn, Will Cook. [8] Judd Wyatt, Jan Fitzpatrick, Matthias Bulla, Mike Raysakis, Tom Kipp. [9] Tenzin Youdon, Keith

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than 1,000 distribution professionals to a 100+ exhibit showfloor in the basement of the Hyatt Regency.

Next year’s NBMDA/NAFCD joint annual convention is set for Nov. 14-16, 2023, at The Broadmoor in Colorado Springs, Co.

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December 2022

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Au. [10] James Long, Michael Wilkerson, Lorne Smith. [11] Matt Jarret, Michael Fabri, Jeff Allspach. [12] Garrett Litalien, Kyle Bressler. [13] Andrew Day. [14] Jennifer Wood, Harleen Pandha. [15] Leo Forrest. [16] Kevin Gammonley, Matthew Huber.

building-products.com

Join Us at these NAWLA Events in 2023 Leadership Summit Palm Desert, CA March 12-14 Executive Management Institute (EMI) In conjunction with Northwestern University Chicago, IL April 23-28 Spring Wood Basics Vancouver, Canada May 8-11 Fall Wood Basics Peachtree, GA September 11-14 NAWLA Traders Market Columbus, OH November 8-10

Regional Event Locations Arlington, TX Birmingham, AL Minneapolis, MN Montreal, QC Portland, OR Rockland, ME Vancouver, BC

Find more details and register at nawla.org North American Wholesale Lumber Association building-products.com

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DECK EXPO MAKES BIG SPLASH IN VEGAS

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9 THOUGH Deck Expo recently shared just a fraction of the Las Vegas Convention Center as its companion International Pool/Spa/Patio Expo, it delivered a flood of deck-focused attendees. [1] Ken Scott, Brent Gwatney. [2] Greg Stout, Rob Holthaus, A.J. Jesiolowski. [3] Danny Cordova, Joe Wetzel, Leif Edelman, Shaun Jennings, Maytal Oskar, Todd Noonan. [4] Eric Theroux, Joe Jacklin, Kevin Gault, Jason Russell, Andrew Pantiledes, Wes Kain. [5] David Roggy, Tom McMahon. [6] Garrett Watson, Angie Matthews. [7] Brent Ross, Loren Graber, Robert Ramsey. [8] Kurt Hogard, Jonathan Winaker. [9] Henry Canales, Robert Knecht, Joseph Lovett, Jeremiah Windle, Tom Wylie, Bob Gleason, Garrett Joyner. [10] David Szilezy, Chad Mack, Ken Hotchkiss, Steve Gress, Gary Kauffman, Chris Boyts, Mary Gearhart, Jeremy White. (Continued on next page)

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DECK EXPO

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DECK INDUSTRY VENDORS (continued from previous page) showed their stuff at Deck Expo 2022 in Las Vegas: [11] Douglas Hopper, Jay Penney, Erika Kaempfer, Mark Brown, Jason Boeschen. [12] Gary Maulin, Chuck Casey.

[13] David Frick, Angel Kamerzell, Matt Hungerford. [14] Mark Aromi, Alan O’Neill, Steve Stone. [15] Scott Hensley, Rachel Holland, Billy Viars, Ruben Felix, Kenny Redman, Scott Fischer. [16] Doug Gillikin, Danny Trebelhorn. building-products.com

23 [17] Kyle Graf, Wayne Hilton. [18] John Bridges, Randy Hogbin. [19] Butch Bernhardt, Jay Poppe. [20] Hunter Varney, Taylor Varney, Blake Carter, Ethan Margolis, Jason Varney, Carley Englert, Nick Larr, Michelle Hendricks, Jared Glick, Jamie Risley, Dan Pettit, Tyler Erickson (back row unknown).

[21] Jes Alarcon, Patrick Striebel. [22] Pat & Julie Noonan, Mike Kunard. [23] Shannon Kennedy, Ashley Vanderwall.

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NAWLA chairman Bill Price opens the 2022 Traders Market

EXCITEMENT HIGH AT NAWLA TRADERS MARKET The energy was off the charts at the North American Wholesale Lumber Association’s 2022 Traders Market in Phoenix, Az. Held Nov. 9-11 at the Phoenix Convention Center, the show was enlivened by the highest attendance and booth count at a Traders Market in recent memory. Fittingly, the doors opened following a keynote presentation with one of the world’s foremost memory experts, Ron White.

He followed an industry forecast delivered by Paul Jannke, a principal of Forest Economic Advisors.

Next year’s Traders Market will be held Nov. 8-10, 2023, in Columbus, Oh., preceded in the spring by NAWLA’s annual Leadership Summit (March 12-14 in Palm Desert, Ca.), Executive Management Institute (April 24-28 in Chicago), and Wood Basics Course (May 8-11 in Vancouver, B.C.).

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EXHIBITORS included [1] Chris Knowles, Tom Gennarelli, Daniel Libolt, Steve Killgore, Kendall Conroy, Pat Lynch. [2] Ken Scott, Brent Gwatney. [3] Lauren

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5 Pruett, Pat Zan. [4] Greg Hexberg, Doug Willis, Jeff Donahoo. [5] Michael Parrella, Janet & Nestor Pimentel. (More photos on next three pages) building-products.com

NAWLA TRADERS MARKET

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TRADERS MARKETEERS (continued from previous page): [6] Jeff Easterling, Rose Braden. [7] Shane Glascock, Craig Combs, Britney Gabriel, William Ramos, David Jeffers. [8] Lisa Martin, Jamie Kreiser. [9] Scott Lewis, Jim Vandegrift. [10] Jonathan Fry, Molly Bull. [11] Larry Boyts, Eric Reppermund.

[12] Ted Dergousoff, Mike McInnes, Adam Cooley. [13] Chuck Hayes, Mark Reum, Doug DeLuca, Anne Haakenson. [14] Sean Coughlin, Melody Konecny. building-products.com

21 [15] Matt Campbell, Greg Johnson, Joe Buttice. [16] Bill Warfield, Rob Young.

[17] Bill Hurst, Hayley Lumsden, Matt Parker. [18] Tyler Martinez-Bobb, Steve Rigdon, Sheldon Howell, Jim Carroll. [19] Ralph Schmidt, Mark Romano, Andrew Romano. [20] Robin Gardner, Emily Russ. [21] Charles Andre, Susan Cho, Steve Firko.

(More photos on next two pages) December 2022

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NAWLA TRADERS MARKET

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NAWLA TRADERS MARKET attendees (continued from previous pages): [22] Cami Waner, Bob Maeda, Larry Broadfoot, Joe La Berge, Dean Johnson, Marilyn Hendrick, Stefan Lyren. [23] Mark Swinth, Mike Taron, Brett Slaughter, Breanne Marsh, Terry Rasmussen, Aaron Fleming. [24] Kathy Apps, Larry Yepez. [25] Jeffery Hardy, Matt Duprey, Aaron Schulte, Jack Bowen. [26] Matt Johnson, Leslie Southwick, Nick Johnson. [27] Benoit Nieuwenhuys,

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Jason Bolstan, Jordan Lynch, Anthony Muck. [28] Patrick Price, Lauren Holm, Bill Price. [29] Danny Osborne, Emily Beckley, Rob Rowe. [30] Laura Flores, Jonathan Martikaireh, Joe Riner, Pete Krakowski. [31] Amanda Humann, Dawn Flynn. [32] Kristie McCurdy, Tricia Dauzat, Paul Pfingsten, Kelly Matthews, Connie Baker.

(More photos on next page) building-products.com

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45 SPOTTED on the show floor (continued from previous pages): [33] Paul Quandt, Tetiana Larson.

[34] Patrick Keenan, Anthony Rooney. [35] Kevin Dodds, Grant Phillips. [36] Matthew Bruce, Jay Penney. [37] Chase Morrison, Krissy Danielsen, Mark Westlake, John Morrison. [38] Brooke Peterson, Brad Scheider, Eric Matute. [39] Alden Robbins, John Ritz, Jim Robbins. [40] Jeff Fantozzi, Ed Langley.

[41] Todd Lindsey, Doug Colson. [42] Mark Saracco, Derek Cone, Anthony Luongo. [43] Terry Rasmussen, Mark Kelly. [44] Laura Ganatos, Chuck Dotson. [45] Akaashi, Khan, Stan Weiland, Andrea Pearce, Steve Rhone, Terry Fangrad. [46] Matt Rossi, Rick Kapres.

[47] Sam Parker, Scott Parker. [48] Cassidy & Jeff Bowers. [49] Memory expert Ron White. building-products.com

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------------| CLASSIFIED MARKETPLACE Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Column inch rate: $65 per inch.

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------------| IN MEMORIAM Richard J. “Rich” Lender, 61, president and CEO of Your Building Centers, Altoona, Pa., died in a car accident on Oct. 25.

A graduate of St. Francis and Robert Morris universities, Rich joined the 20-unit chain in 2006 as CFO and VP of finance, and was promoted to president and CEO in 2016.

On Sept. 11, just six weeks before his tragic accident, he had been elected to the Do it Best board.

Timothy Walter “Tim” Johnson, 62, owner and president of Johnson Lumber Co., Salisbury, Ma., died suddenly on Nov. 12.

He had been with the family business since finishing high school in 1979.

William “Bill” Turlington, president of F.L. Turlington Lumber Co., Clinton, N.C., died of cancer Oct. 22. He was 60. He had served in his family business for 38 years.

Robert D. Keiver, 89, president of Keiver-Willard Lumber Corp., Newburyport, Ma, died Nov. 10 after a brief illness.

Bob spent a year at North Carolina State before enlisting in the Army in 1953. He began his career in 1956 with O.O. Keiver Lumber Co., which— after a fire—his father reopened as

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Keiver-Willard in Beverly, Ma. Bob remained active in the business until his passing 67 years later.

He received the Lumberman of the Year Award in 2010 from the Massachusetts Retail Lumber Dealers Association.

Bobby Joe Mayfield, 89, founder of Mayfield Lumber, McMinnville, Tn., died Oct. 23 after a six-month illness.

A U.S. Army veteran, he opened the lumberyard with his wife, Ada, in 1971. They sold the business to their son, David, and his wife in 1998.

Ray Guy, Pro Football Hall of Famer-turned-treated wood salesman, passed away Nov. 3. He was 72.

Ray was one of the greatest punters in NFL history during his 19731986 career with the Raiders, making eight All-Pro teams, seven Pro Bowls, and three Super Bowl titles. He then worked in sales for Hoover Treated Wood Products, Thomson, Ga. James Criswell Davis, 71, longtime hardwood lumber salesman and sustainability advocate, died Oct. 3.

Based in Louisville, Ky., Criswell started as a territory sales rep for Paxton Lumber in 1988, moved to Frank Miller Lumber in 1996 to 2018.

He launched his own hardwood design consultancy, Mighty Oaks Consulting, in 2010, and in 2018 founded the Timber & Forestry Foundation.

December 2022

James Roy Bergherr, 79, former owner and operator of Turtle River Wood Treating, Bemidji, Mn., passed away Oct. 25.

After serving as a corporal in the U.S. Army, he spent 33 years operating the treating plant with his late wife, Janet.

ABC SUPPLY BUYS KAYCAN’S US DC’S Three months after purchasing siding manufacturer/distributor Kaycan, St.-Gobain has sold Kaycan’s U.S. distribution unit to ABC Supply.

The deal includes 24 branches in 14 states, from coast to coast. Not included are its manufacturing facilities, nor its 30 distribution centers in Canada.

The acquired branches will run as ABC Supply locations focused on distributing Kaycan-branded products as well as other complementary building products and accessories.

SRS PURCHASES METRO ROOFING SRS Distribution has purchased two-unit Tennessee distributor Metro Roofing & Metal Supply Co. Based in Nashville, Metro was founded in 1980 by Pete Spain and his son-in-law, Robert Link, and is run today by Robert’s children, Kevin Link, Karen Dickerson, and Kim Schwind.

Metro operates a second location in Chattanooga. building-products.com

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

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

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

Cover II

Arxada www.lotusprotechnology.com

New Jersey Building Material Dealers Assn. – Dec. 13, holiday lunch & meeting, Wolfgang’s Steakhouse, Somerville, N.J.; www.nrla.org.

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Northwestern Lumber Association – Dec. 13 -14, Estimating 2 & 3 , Urbandale, Ia.; Dec. 15-16, Omaha, Ne.; www.nlassn.org.

BlueLinx www.bluelinxco.com

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Crumpler Plastic Pipe www.cpp-pipe.com

Mid-America Lumbermens Association – Jan. 9-10, yard & delivery workshop, Little Rock, Ar.; www.themla.com.

24

CT Darnell www.sunbelt-rack.com

Appalachian Lumbermen’s Club – Jan. 10, meeting, Embassy Suites Greensboro, N.C.; www.lumberclub.org.

9

Culpeper Wood Preservers www.culpeperwood.com

Missouri Forest Products Association – Jan. 10-11, winter meeting & legislative breakfast, Jefferson City, Mo.; www.moforest.org.

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Northwestern Lumber Association – Jan. 10-12, Estimating 1-2-3 , Wisconsin Dells, Wi.; www.nlassn.org.

Do it Best Corp. www.doitbestlbm.com

Cover IV

Everwood Treatment Co. www.everwoodtreatment.com

House Hasson Hardware – Jan. 12-14, winter market, Opryland Hotel, Nashville, Tn.; www.househasson.com.

3

FastenMaster www.fastenmaster.com

Northwestern Lumber Association – Jan. 17, Wisconsin Lumber Dealers Leadership Conference, Wisconsin Dells, Wi.; www.nlassn.org.

29

Great Southern Wood Preserving www.yellawood.com

Lake States Lumber Association – Jan. 18-20, annual winter meeting, Green Bay, Wi.; www.lsla.com.

27

American Wood Protection Association – Jan. 19, winter executive committee meeting, Birmingham, Al.; www.awpa.com.

Humboldt Sawmill www.mendoco.com

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Idaho Timber

17

Manufacturers Reserve Supply www.mrslumber.com

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NAWLA www.nawla.org

Cover III

NELMA www.nelma.org

25

Orgill www.orgill.com

19, 37

Redwood Empire www.buyredwood.com

23

Simpson Strong-Tie www.strongtie.com

Western New York Lumber Dealers Association – Dec. 15, holiday dinner & board meeting, Tony D’s, Rochester, N.Y.; www.nrla.org.

Mid-America Lumbermens Association – Jan. 12-13, yard & delivery workshop, Wichita, Ks.; www.themla.com.

Northwestern Lumber Association – Jan. 24-26, Estimating 1-2-3 , Inver Grove Heights, Mn.; www.nlassn.org.

Mid-America Lumbermens Association – Jan. 25, maximizing sales opportunities seminar, Residence Inn KC Airport, Kansas City, Mo.; www.themla.com.

Mid-States Distributing – Jan. 25-26, Winter Rendezvous, Phoenix Convention Center, Phoenix, Az.; www.msdist.com.

International Builders Show/Kitchen & Bath Industry Show – Jan. 31-Feb. 2, Las Vegas, Nv.; www.buildersshow.com.

National Hardware Show – Jan. 3 1-Feb. 2, Las Vegas Convention Center, Las Vegas, Nv.; www.nationalhardwareshow.com.

BUDMA – Jan. 31-Feb. 3, international construction & architecture fair, Poznan, Poland; www.budma.pl.

Northwestern Lumber Association – Feb. 6-7, Expo North, St. Cloud, Mn.; www.nlassn.org.

Indiana Hardwood Lumbermen’s Assn. – Feb. 6-8, annual convention & expo, Marriott Downtown, Indianapolis, In.; www.ihla.org.

Mid-America Lumbermens Association – Feb. 9-10, Estimating 2 & 3, Kansas City, Ks.; www.themla.com.

Orgill – Feb. 9-11, spring dealer market, Ernest N. Morial Convention Center, New Orleans, La.; www.orgill.com.

Monroe Hardware – Feb. 10-12, spring market, Myrtle Beach Convention Center, Myrtle Beach, S.C.; www.monroehardware.com.

Lumbermen’s Association of Texas – Feb. 15, LAT Action Day, State Capitol, Austin, Tx.; www.lat.org.

Building Material Suppliers Association – Feb. 15-16, annual Learning Exchange & LBM Expo, Hickory, N.C.; www.mybmsa.org.

Illinois Lumber & Material Dealers Association – Feb. 16, Expo, DoubleTree by Hilton, Bloomington, Il.; www.ilmda.com.

Mississippi Lumber Manufacturers Association – Feb. 16-17, annual meeting, Sheraton Flowood The Refuge Hotel & Conference Center, Flowood, Ms.; www.mlmalumber.com. building-products.com

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Siskiyou Forest Products www.siskiyouforestproducts.com

30

Swanson Group Sales Co. www.swansongroup.biz

11

Timber Products Co. www.timberproducts.com

21

TIVA Building Products www.tivabp.com

5

West Fraser www.westfraser.com/osb

Cover I

Weyerhaeuser Distribution weyerhaeuser.com/distribution

December 2022

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building products digest

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49

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

65 YEARS AGO THIS MONTH

FLASHBACK: 1957 HOLIDAY GIFT SIXTY-FIVE YEARS ago this month, BPD sister publication The Merchant Magazine reported an amazing Christmas gift—a lumber company donated an entire town to military veterans.

International Paper Co.’s LongBell Division presented to the Veterans of Foreign Wars the then-35year-old Northern California logging town of Tennant. The completely-equipped, 100-acre site once had a population of 800, but cleared out once the local woods were exhausted of timber and the railroad pulled up stakes.

Tennant was founded in 1922 as logging headquarters to serve the sawmill in Weed, Ca., located about 40 miles to the southwest. At least 3.5 billion bd. ft. of logs moved through the town in its lifetime to the Weed sawmill. The town at one time had its own railroad running about 70 miles east into Modoc County. At the height of operations, 12 locomotives and 300 cars were needed to keep the Weed mill in logs. The logging camp was named for the late J.D. Tennant, vice-president and general manager of western operations for Long-Bell.

Tennant was never a rough town, like other logging camps. It was a planned community where loggers lived with their families. Its homes had lawns and fenced yards in a pine tree setting with a breath-taking view of snow-covered, 14-161-ft.

Mount Shasta.

VFW officials intended to use the site “as a home for pensioned veter-

50

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building products digest

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ans” and possibly a boys’ summer camp.

In other news of 65 years ago: • Two of San Diego’s strongest LBM dealers—Dixie Lumber & Supply and Arline Lumber Co.—joined forces, to be known effective Jan. 1, 1958, as DixieLine Lumber Co. Dixie closed up its 44-yearold yard in San Diego’s North Park neighborhood, two of its co-owners retired, and the third (Bill Cowling Sr.) partnered with Arline owner Robert Sutton to form the new business at Arline’s more modern facility. Cowling, who had been secretary and general manager of Dixie since 1926, became president, Sutton VP, and Bill Cowing Jr., secretary-treasurer and assistant manager of the retail yard.

DixieLine would grow to 12 locations by 2003 when Cowling Jr. sold it to Lanoga (later part of ProBuild, now Builders FirstSource).

• Wood preserving was on the rise—but little of it for lumber. An AWPA report noted that in 1956, 325 plants treated 257.9 million cubic ft. of wood, including piles (21%), poles (l5%), switch ties (11%), crossarms (8%), and lumber and timbers (4%).

• Weyerhaeuser unveiled its mega-lift... the largest lift truck on the West Coast, capable of hoisting as high as a two-story house all the lumber an average U.S. citizen would use in eight years.

The Merchant likened the behemoth to a gigantic hermit crab with

December 2022

In December of 1957, West Coast sister wholesalers Gordon MacBeath Hardwood and L.J. Carr & Co. sent out their Christmas greetings on the front cover of The California Lumber Merchant.

outstretched pincers, overhead antennae, and carrying its own house on its back. In use at Weyerhaeuser Timber Co.’s sawmill in Raymond, Wa., the lift’s 8-ft. “pincers” slid under 2O-ton stacks of lumber as it unloaded a rail car in four trips in less than 15 minutes. The 26-ton truck with 128-hp engine could move forward or backward with equal ease, and travel up to 16 mph.

• National Building Material Distributors Association held its 6th annual meeting, attracting 538 attendees from 42 states to Chicago.

The highlight: a luncheon roundtable on “New Products I Have Found Profitable,” in which wholesale distributors shared how they were diversifying their lines into “specialty products” that carried higher-than-average markups.

• Los Angeles’ Martin Plywood Co., having just celebrated its 10th anniversary and in need of twice as much room as it currently held, moved into a new 32,000-sq. ft. warehouse in the City of Commerce.

Today, the facility is operated by US Polymers to manufacture DuraMax vinyl building products. building-products.com

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