BPD April 2021

BPD

Building Products Digest

APRIL 2021

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

PRESSURE TREATED WOOD SPECIAL ISSUE

Madison Wood Proudly Presents Our latest shipment tracking techology, MADtrak. Available exclusively for our premier Blue Diamond Dealers.

“Though 2020 was a strange and challenging year in our industry, the one Vendor Partner that exceeded expectations was Madison Wood Preservers. Though it was not easy, their communication and order tracking system, “Madtrak”, kept us informed as to the status of our treated orders. This allowed us to relay arrival dates to our customers and keep our delivery dates accurate. We know that our treated lumber will be of the highest quality and backed by the finest treater in the country.”

Kevin Potter, Purchasing Director Tague Lumber

www.madwood.com

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CONTENTS

April 2021 Volume 40 n Number 4

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Features

Pressure Treated Wood

Departments

24 INDUSTRY TRENDS

10 MARGIN BUILDERS

26 COMPETITIVE INTELLIGENCE

12 INSIDE LOOK

64 EVENT RECAP

14 INDUSTRY TRENDS

8 ACROSS THE BOARD 28 OLSEN ON SALES 30 LUMBER 411 32 TRANSFORMING TEAMS 42 THINKING AHEAD WITH NAWLA 42 SELLING WITH KAHLE 44 MOVERS & SHAKERS 54 NEW PRODUCTS 66 DATEBOOK 68 CLASSIFIED MARKETPLACE 68 IN MEMORIAM 69 ADVERTISERS INDEX 70 FLASHBACK

STEEL DECK FRAMING UPDATE MINNESOTA CHAIN ON BUYING SPREE NAWLA LEADERSHIP SUMMIT

RAISE MARGINS WITH VALUE-ADDED PTW TALES OF A TREATED WOOD LAB TECH INTEREST HEATS UP IN FRTW

16 FEATURE STORY BPD

Building Products Digest

WILL CALIFORNIA’S STRICT NEW TREATED WOOD WASTE REGULATIONS SPREAD?

APRIL 2021

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

PRESSURE TREATED WOOD SPECIAL ISSUE

18 PRODUCT SPOTLIGHT

TERMITE INFESTATION IS INCREASING, PROTECTION IS IMPROVING

Madison Wood Proudly Presents Our latest shipment tracking techology, MADtrak. Available exclusively for our premier Blue Diamond Dealers.

“Though 2020 was a strange and challenging year in our industry, the one Vendor Partner that exceeded expectations was Madison Wood Preservers. Though it was not easy, their communication and order tracking system, “Madtrak”, kept us informed as to the status of our treated orders. This allowed us to relay arrival dates to our customers and keep our delivery dates accurate. We know that our treated lumber will be of the highest quality and backed by the finest treater in the country.”

Kevin Potter, Purchasing Director Tague Lumber

Madison Wood BPD cover ad 3_21.indd 1 Digest 4-21 Layout.indd 1

20 MANAGEMENT TIPS

MORE HEADING ONLINE FOR PTW COURSES

www.madwood.com

3/19/2021 12:58:26 PM 3/22/2021 9:47:59 AM

22 MARGIN BUILDERS

BPD Digital Edition at www.building-products.com

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BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626, (714) 486-2735, 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®2021 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

By Patrick Adams

God, country, family... and less important things s life getting more confusing? More complicated?

More stressful?

I was having a conversation recently with a “young person.” There are two ways to consider that last statement— either I’m getting old or hopefully grateful that I’ve lived long enough to see things differently. The answer is both.

Regardless, the conversation started based on her struggle with the current environment and the challenges that go along with it. It is a confusing and overwhelming time for people and perhaps especially for young adults. If you were in her shoes and watched the news for the past year, I think it might be overwhelming. You might wonder what your future has in store for you, and how do you navigate towards “success” or “happiness”?

It’s interesting because I remember a time when those words felt like nouns to me. They were something of a goal that you could one day achieve and felt as though they were meant to be measurable. I think a LOT of people still believe they are, but they lie just out of reach “if only” (fill in the blank) would happen. Today, I run across countless people of all ages “in search” of these things.

They spend their time considering what they “need” tomorrow to achieve these seemingly insurmountable goals of their life. Today, it seems the number of unsettled people has grown in relation to how long the daily news’ list of breaking news is. Every day, there is no shortage of news to be concerned about, to stress about, and, accordingly, to shift your priorities away from. I saw the angst on this young person’s face as she described what was bothering her. While it would have been easy to simply say, “It will all be OK” or “Oh, just wait until you get older,” I instead just listened. As she was talking, it took me back to my younger years when my life felt much more complicated than it is now, in spite of my life being exponentially more complicated today.

I remember feeling like the things I was tasked with, or political issues, or the economy, or friends, or a relationship at the moment being paramount to life and death decisions.

As if my entire future hung in the balance of these massive events that unfolded, and changed by the second and somehow, I had to make immediate decisions or my fate would be doomed.

But something changed at some point in my life without me realizing it. Everything became easier and less stressful. I became more clear about why I was here, and what I was supposed to do. And, my happiness and peace became fueled by only one thing—being grateful. I realized that my purpose was to serve: God, my country, and my family.

They are all bigger than me and yet, if I can somehow serve

I

those things greater than me, it gave me purpose. It put “me” in perspective, how small I am in the grand scheme of things and yet, how incredibly grateful I am for what I have every single day. No matter how tough that day happens to be, I have ingrained in how much worse my life could have turned out, and still could be.

I realize that this gratitude and purpose is simple, but it’s not easy. After I listened to this young person, she paused and waited knowing that I’m not a person short on words. I tried to keep my response short and it was simply, “I wish the me today could have talked to the me at your age because I would have told him not to worry, but to thank God every day for another day, if you’re blessed enough to get it, because it’s not guaranteed for any of us. To think about how to make our country a better place, to be a role model, and to be worthy of the sacrifice of those who serve to provide this wonderful place to live. And, to serve those you love everyday as if it is your last, to never take the time with them for granted, and to accept their love as the greatest payment you could receive. Everything else is not important or worthy of stressing over.”

I hope that during this interesting time in the world, you find the time to ignore the less important things and instead, find your peace and happiness in the few things that truly matter. As always, I am grateful for the privilege of serving you and this great industry.

Patrick S. Adams Publisher/President padams@526mediagroup.com

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Building-Products.com

THE BEST DECKING IN THE WORLD IS ONLY AS GOOD AS THE FRAME THAT SUPPORTS IT.

Quality Since 1922.

MARGIN Builders

By David Koenig

Extra! Extra!

Treat all about it!

Raise margins with value-added treated wood ll pressure treated lumber is not equal. Beyond preservative type and retention level, wood preserving companies are increasingly adding “extras” to their treatments to make their products more durable and more attractive. In adding colorants, water repellents, stabilizers and mildewcides, commodities suddenly become something more.

Colorants—usually redwood or cedar hued—can be added during treatment or a pre-stain can be applied prior to treatment, saving the builder from having to finish it on site. They are perhaps the most widely accepted add-on to treated wood, at least within certain regions.

A

“Pressure treated wood with color has seen increased popularity for the past several years,” confirmed Tom Horvat, director of global marketing for Koppers Performance Chemicals.

“Pre-stained brown wood has been the norm in the western U.S. for decades.

The Colorado market primarily consists of treated wood with color. The Northeast and East Coast have several treaters producing wood with pigment.

Menards carries brown-pigmented wood almost exclusively in the majority of their locations.

“Colored wood is available in decking, dimensional lumber, timbers and deck specialties. Regardless of whether a deck is built with cedar, redwood or

PRODUCTS TREATED with the MicroPro Sienna pigment coloring system to give the wood a warm, natural brown tone that enhances its grain and natural characteristics.

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n Building Products Digest n April 2021

composite decking on the surface, the treated wood understructure can now match the decking material.”

Koppers’ MicroPro Sienna is the leading pigmented treated wood in Canada, “with a 90% market share,” according to Horvat.

Viance’s colorant-treated DesignWood is similarly most poular in Canada, but also sells well in the West and Midwest U.S. Some Viance treaters rebrand it as Barefoot Brown, Red Sedona, and Woodland Brown.

Lonza markets wood treated with its Tanatone color technology under its Wolmanized Outdoor Wood brand.

Similarly, Wolmanized wood is also available with Lumbrella Plus water repellent or BARamine, which provides improved penetration, stabilization and moldicide protection.

“Each dealer is different in what they stock based on their sales and the space they have in their lumber aisle,” said Lonza’s Belinda Remley. “Often, the add-ons available are dependent on what their treater partner offers.”

Treated wood with water repellent is generally available without having to special order.

Offering “better lumber” can become the calling card of an independent dealer. “I stock only #1 grade KDAT in my 2x lumber,” said Jim Pearce, owner of Pearce Lumber Co., Ruston, La. “I also stock premium deck boards & C&B 1x boards with the water repellent. My customers expect a better product than the box stores.”

Building-Products.com

The key to selling such upgraded options is to ensure end-users are aware of their benefits—and simply that they are available.

“Most homeowners think treated wood is all the same,” said Viance director of marekting Edie Kello. “And in a lumberyard, material is stored outside under sheds without point-of-sale materials, so even contractors may not know the added benefits some chemicals in preservatives offered.

There are differences.”

At Lowe’s, Viance has bundle placards and literature that clearly spell out the advantages of Severe Weather with Ecolife, “the only treatment with an integrated water repellent standardized by the AWPA.” Through its treater partner marketing programs, Lonza also provides in-store promotional material to assist sales associates, professionals and DIYers in understanding value-added treated wood products.

Koppers’ Horvat added, “Some retailers are promoting color and water repellent advantages on their websites, and the pro buyers are generally aware of the differences and advantages of each. Selling a project without the need to apply a water repellent or stain for the first few years is a key selling point for the consumer.”

The challenge—or opportunity—remains. Few of the dealers contacted by BPD had the value-added treated products in stock. Several dealers were convinced their customer base would not bear the increased cost.

William Crosby, manager of County Building Center, Madill, Ok., said customers rarely ask for anything extra.

“The current climate for yellow pine treated lumber has been more focused on product availability and said product in the prioritized #1 rating lumber,” he explained. “However, if a

WATER-REPELLENT additives, such as Lumbrella Plus for Wolmanized Wood, can be added during the treatment process to reduce warping and twisting, and protect the wood against showing the effects of moisture.

request for a product comes in a special order, I am up front with cost and whether such cost is warranted for the project.”

The recent run on treated wood has left many dealers with diminished access to treated wood of any kind. “The past nine months has been a challenge getting any pressure treated at all,” said Jim Bruneau, manager of Middleton Building Supply, Dover, N.H. “I am not sure if treaters in my area are even offering any. I can’t imagine what the premium price would be considering PT lumber doubled in price over the summer.”

Dave Devries, president of Builders Buying Group, Grand Rapids, Mi., agreed: “At this point, our customer base is happy just to get product given the supply chain constraints. That said, while we are not promoting upgrades, I suspect we will once the market conditions and lead times improve.”

The treated lumber specialists At Northeast Treaters, with over 100 combined years of industry experience, our primary focus is to manufacture and distribute high quality pressure treated wood products.

Locations: NEW YORK 796 Schoharie Turnpike Athens, NY 12015 (518) 945-2660

Building-Products.com

MASSACHUSETTS 201 Springfield Rd. PO Box 802 Belchertown, MA 01007 (413) 323-7811

April 2021 n Building Products Digest n

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INSIDE Look

By Kim Merritt

Tales of a treated wood lab tech The team behind the scenes

o, the shelves are filled with pressure-treated wood in preparation for the spring rush. Soon, the gardeners and do-it-yourselfers will be converging on your store, tired of this crazy cold winter and ready to work on their warm-weather, outdoor projects. You are ready for them because you’re no rookie! You know how important it is for your customers to have quality products and you know that

S

TREATED WOOD CORE samples are taken periodically throughout each charge to verify the minimum level of penetration is met.

SPIB LAB TECH prepares wood for extraction.

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the tags on the end of the lumber is the source to find all the important information they’ll need to select the right product for their application, including the treating company, preservative type, appropriate end use, third-party inspection information and even warranty details.

But, have you ever taken a moment to wonder… how do they even check this stuff and what really goes on behindthe-scenes? If the answer is yes, let’s grab a lab coat and take a closer look!

Our tale begins at the treating plant. Treated wood producers work hard every day, conducting an in-depth, standardized process of in-plant quality control (IQC), dedicated to providing the consumer with high-quality, sustainable products for a wide range of applications (including your spring garden project). Specialized analytical equipment is used to measure the proper preservative concentration prior to treatment.

For each “charge” or batch of wood treated, core samples are taken throughout the charge to verify that the minimum preservative penetration has been met. A specified assay zone of these cores is then collected, dried, ground, homogenized Building-Products.com

and analyzed as a composite sample to measure the preservative retention. Industry-approved standards require that these composite assays meet a minimum preservative retention suitable for specified service conditions. Industry standards further require a certain number of these IQC samples be analyzed and compared to an approved laboratory’s overall retention analysis to monitor continued accuracy of plant results.

To provide an additional layer of confidence to a plant’s quality system, accredited third-party inspection agencies, such as the Southern Pine Inspection Bureau (SPIB) and its western division, Western Wood Services (WWS), work in tandem with subscribing treated wood producers to approve and independently audit their IQC programs based on industry standards. You’ll notice the distinctive SPIB/WWS quality marks on the end-tags of material qualified under our third-party audit program which will include the WWPI CheckMark or ICC-ES logo.

Unannounced inspections are conducted by SPIB each month to evaluate in-plant quality control requirements and to sample a prescribed number of charges. These third-party audit samples are evaluated for preservative penetration on-site by SPIB inspectors and are then submitted to the SPIB lab team for retention analysis.

These verification and audit processes take your journey a bit further behind-the-scenes as we follow these inspection samples to our laboratory at SPIB. Using analytical methods approved by the American Wood Protection Association (AWPA), our SPIB team of lab geeks evaluate thousands of in-plant and third-party audit samples for retention analysis every year.

Most people outside of the laboratory setting may be unaware of the high-level skills required or the methodical processes involved in performing these types of tests. Luckily for you, we’re here to tell you more about how it’s done.

Samples that have been treated with preservatives containing metallic components are initially analyzed by X-ray analysis. When samples are exposed to X-rays, the energy causes changes to occur within the sample’s atoms. The resulting energy produced from those atomic changes can be measured by a detector to determine the amount of preservative in the sample.

Various preservative samples require additional test methods that are more complex as the chemical compoBuilding-Products.com

AUTO TITRATION analyzes borate or quaternary compounds to determine its concentration.

nents cannot be measured directly and must be extracted from the wood sample. This extraction process requires a solution (usually made of alcohol) to be added to a measured amount of sample and the mixture is sonicated for several hours to release the chemicals from the sawdust.

Wood treated with borate or quaternary compounds is analyzed through a process called titration. Titration is the method of determining an unknown concentration in solution by adding a known concentrate of “titrant” in carefully measured amounts until a reaction occurs. The reaction is determined by a color or electrical change within the sample. You probably remember performing titrations in your high school chemistry class.

Some preservative components or co-biocides, such as azoles, for example, can only be identified and measured using analysis by Gas Chromatography (GC). The GC process uses a tiny portion of the filtered extract that is pulled up into a syringe and injected into the instrument. As the sample travels through a column, each component reaches the end of the column at different times and moves past a detector.

The detector can measure these components and record their output as peaks in a chromatogram. Other non-metallic, organic preservative systems contain

components that must be analyzed by a similar test method known as high-performance liquid chromatography (a.k.a. high-pressure liquid chromatography or HPLC).

Once all the assays are completed for each component in a sample, the results are combined, and the final retention result is calculated! Sounds like a lot of work doesn’t it? But the process doesn’t stop here. While this information is certainly vital to evaluate plant performance for each inspection as required by the AWPA, it also provides invaluable cumulative information to identify trends that assist the plant in maintaining product conformance and making any adjustments they deem necessary to consistently meet their treatment goals!

Thank you for taking this inside look with us. Now that you have and your behind-the-scenes appreciation for all the work that goes into the quality of your treated wood products, you can take off your lab coat and send those gardeners and do-it-yourselfers out into the backyard with confidence!

The SPIB Lab Team hopes your spring weather is pleasant and those projects look great this year!

– Kim Merritt is director of the Treated Division of the Southern Pine Inspection Bureau (www.spib.org).

April 2021 n Building Products Digest n

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INDUSTRY Trends

By Western Wood Preservers Institute

FIRE-RETARDANT treatment reduces flame spread, while maintaining the integrity of the structure.

(FlamePRO photo courtesy of Northeast Treaters)

Interest in fire retardant treated wood heats up he reCord wildfires of 2020 have sparked significant interest in fire-retardant-treated wood products.

Visits to the FireResistantWood.org website nearly doubled last year, as people turned to the web to find out more about fire retardants. The website is maintained by Western Wood Preservers Institute (WWPI), which represents treaters in the West who produced fire-retardant-treated wood.

T

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The increased interest in the products also underscored some common misperceptions about fire-retardant-treated wood. One common question: “Can preservative-treated wood also be fire-retardant treated?” While there are fire retardants rated for exterior use, it is not possible to treat wood with both preservatives and fire retardants.

Traditionally, most fire-retardant-treated lumber and plywood is treated for interior use, where building codes define where this wood can be used as an alternative to non-combustible materials. Building codes also are very specific on what qualifies as fire-retardant-treated wood.

The International Building Code, Section 2303.2, defines fire-retardant-treated wood as “wood products impregnated with chemicals by a pressure process.” If not applied through pressure, the treatment “shall be an integral part of the manufacturing process of the wood product.” The 2018 edition of the IBC further clarifies what is allowed: “The use of paints, coatings, stains or other surface treatments are not an approved method of protection as required in this section.”

Still, the wildfires have spawned promotion of a variety of spray-on coatings claiming to work just as well as fire-retardant-treated wood. The effectiveness of these products remain unproven, yet are promoted for application on existing wood for protection. By comparison, fire-retardant-treated wood has been used for decades, creating an extensive history of performance in a variety of structures.

Another common misperception is that fire-retardant treating makes the wood fireproof. The reality is that fire retardants are intended to slow the spread of fire so that occupants of the structure can safely exit and first responders have more time to try to save the structure.

The intensity of today’s wildfires takes a toll on every material. Fueled by high winds, the fast-moving wildfires can melt automobiles and crack pavement and concrete. Wood, even when treated with fire retardants, has little chance to withstand such infernos.

The complexities of the wildfire issue defy simple solutions. Protecting structures from the ravages of wildfire will take a multi-faceted approach, which will likely include fire-retardant-treated wood.

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FEATURE Story Pressure Treated Wood

Will California’s new Treated Wood Waste regulations spread?

TREATED WOOD SCRAPS like this were classified as hazardous waste in California in January, making disposal much more difficult. The state is implementing a new variance program that could allow Treated Wood Waste (TWW) to be disposed of in approved landfills.

evere new regulations for disposing of treated wood in California have dealers and distributors scrambling for guidance. Could your state be next?

The state of California started 2021 by classifying Treated Wood Waste (TWW) as hazardous waste that could only be disposed in a Class I Hazardous Waste landfill, with only one facility near Bakersfield, Ca., that could accept the waste. That action ended alternative management standards for TWW that were in place for nearly two decades, allowing TWW to be safely

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disposed in approved composite-lined landfills.

In mid-February, the state Department of Toxic Substance Control (DTSC) began accepting applications for variances that allow TWW to be disposed in composite-lined landfills, as before.

Under the DTSC program, there are three types of variances that can be utilized by residents and businesses to dispose TWW: • Transporter Variance: This is for contractors and transporters who do not accumulate or consolidate TWW at any

n Building Products Digest n April 2021

location. The TWW generated must go directly from job site to an approved landfill or transfer station. Cost of the variance is $785.31 with unlimited sites.

This variance is expected to be used by decking and fencing contractors.

• Small Quantity Generator Variance: This variance is for entities that do not exceed 10,000 lbs. of TWW per calendar year. Cost of the variance is $971.53 for one site, with an additional cost of $756.70 per site up to 10.

• Large Quantity Generator Variance: This variance is for entities that exceed 10,000 lbs. of TWW per calendar year. Base cost is $1,012.14 for one site, with an additional cost of $797.31 per site up to 10. Companies must have a federal or state EPA ID number to receive this variance.

All TWW generators and transporters must have a variance when they show up to the landfill or transfer station and should check to ensure the landfill or transfer station has a variance to receive TWW. Lumberyards in California that cut treated wood are classified as a generator and are required to have a variance to properly dispose of the waste.

There is an exception to the variance program that allows homeowners without a variance to take up to 50 lbs. of TWW to approved landfills.

Colin McCown, American Wood Protection Association, deems remote the possibility of the regulations going national, but would not be shocked to see something adopted in certain individual states.

– For more details on the variance program, visit the DTSC website at dtsc.ca.gov/ treated-wood-waste-variances.

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FRAMEGUARD® TREATMENT GIVE HOMEOWNERS PEACE OF MIND FrameGuard® treated wood is is ideal for roof trusses, wall panels, and structural members.

www.WolmanizedWood.com/FrameGuard

Wood treated with FrameGuard® preservative is protected to shield against: mold termites (including Formosan termites) fungal decay • Backed with a 20-year limited warranty

Innovative industry leader.

• Treatment factory applied under controlled conditions

Decades of expertise.

• With appropriate topcoating, can be used for exterior trim

Quality, well-known brands.

PRODUCT Spotlight

By Belinda Remley

Termite infestation is increasing, protection is improving uring the early 1970s in suburban Chicago, homeowners were introduced to Wolmanized pressure treated wood during a test market to see if do-it-yourselfers would be interested in building their own decks. Thus began the outdoor living revolution.

Since then, dealers and retailers alike have stocked aisles with pressure treated wood that DIYers and contractors have used to adorn backyards with preserved wood decks, retaining walls, furniture, raised bed gardens, and other projects limited only by their imaginations. The momentum has carried for decades and, although there are other products on the market, treated wood is still the first choice of contractors and builders. Because of its natural beauty (it doesn’t just look like wood, it is wood) and its long-term protection against the natural enemies of wood.

Without that protection, wood will fall prey to the destructive little termite, which causes millions of dollars in damages to homes each year. Wreaking destruction for more than 100 million years, termites inhabit all land masses on Earth, except Antarctica, with colonies ranging in size from a few hundred individuals to enormous societies with several million pests. Their queens have the longest lifespan of any other insect in the world—up to 30-50 years.

The number of invasive termite species that destroy wood used in infrastructure increased to 28 in 2017 (up from 17 in 1969), according to the scientific journal Ecology and Evolution. Probably the most common, the subterranean termite, can inhabit large colonies that eat about a pound of wood per day. That may not seem like a lot, but the problem occurs over time as the termites remain hidden where they attack. So days, weeks or even years pass with a colony of small insects eating away at a deck or home. By the time the termites are finally discovered, severe damage could be present. Yearly, damage impacts over 600,000 homes and causes $5 billion in damage and repairs just in the U.S., according to the U.S. Department of Agriculture.

D

THE MOST COMMON species of termite in the U.S. is the eastern subterranean termite, with colonies that can consume a pound of wood per day.

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A COLONY of termites can damage a home’s structure at an alarming rate. By the time termites are discovered, the colony can completely destroy a home’s walls, causing thousands of dollars in damages.

“Lonza has been innovating products to protect wood from its natural enemies—including termite, mold and fungal decay—for nearly a century. And since there seems to be no end to an insect that has been eating its way through wood and wood structures for 100 million years, we will continue our research and development,” says Scott Skinner, wood specialties business development manager for Lonza Wood Protection.

Innovation is necessary since global climate change could cause termites to show up where they had not been an issue before. According to predictions most of North America will become warmer and many parts will become wetter during the next 100 years. The annual mean temperature in North America from the Gulf of Mexico to Canada’s Hudson Bay is expected to increase several degrees in the next century. Areas farther north are expected to warm even more and have higher precipitation than in the past.

“Warmer temperatures and wetter than normal conditions give the termite the environment it needs to spread and become even more of a threat in North America,” says Scott. “In areas where termites may have only been a passing thought to homeowners, the need to protect home and property is becoming a greater concern. And, the places where termites are highly prevalent like the Southeastern and Northwestern areas of the U.S., have already seen a rise in the need to have added protection for all wood structures.”

With readily accessible facts and figures as well as educational materials, homeowners are joining builders and contractors in the understanding that protecting their build inside and out is just as important as the beauty finishing touches add. The industry is answering that understanding by developing and improving products that also protect the inside of the home from termite invasion.

“Preserved wood is no longer just reserved for outdoor projects. And, termite protection for the home no longer just means ground treatments and reaction to attack after the Building-Products.com

damage is done. Homes built today can benefit from proactive treatment of the framing from slab (or basement) to roof trusses that are installed during construction. There are successful products on the market today designed specifically to protect the home’s structure from termite invasion.

“So, why not protect your home from the inside out?” adds Scott. “Treatments such as Lonza’s FrameGuard and Permatek are factory applied to lumber, plywood, and engineered wood products used in structural framing. They protect the walls, floors, and roof assemblies within the house from termites as well as mold and fungal decay.”

The preservatives designed specifically to protect the home are applied using a spray or dip treatment and add little cost to the home while offering contractors the opportunity to provide peace of mind to the eventual homeowner.

“With the rise of termite infestations and the value structural protection will add to a home, builders will seek treated framing for more and more projects,” Scott says. “Soon the ‘protecting your whole house’ revolution will rival the outdoor living craze that started in the 1970s as an experiment.

Homeowners will continued to enjoy their treated wood outdoor spaces that they now see as necessary while knowing their home is protected from the inside out.”

Most know termites are very destructive and their damage is very costly, so shielding against the insects is an even greater necessity. Offering a shield from the beginning of the build, whether an outdoor living space or the framing behind a home’s walls, is the best solution. That protection should include wood preserved to protect against termite attack.

Divert (or deter) the 100-million-year-old insects before taking up residence in a structure made from long-lasting treated wood.

– Belinda Remley is a marketing professional with Lonza Wood Protection (www.wolmanizedwood.com). She has been promoting wood and the protection of wood for more than 28 years.

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MANAGEMENT Tips

By Western Wood Preservers Institute

WITH MANY working from home, online courses on treated wood offered through WWPI’s eUniversity were popular this past year. Two courses—on preservative- and fire-retardant-treated wood products—drew nearly 1,000 users.

More industry professionals heading online for treated wood courses hile the pandemiC forced students online for school, professionals also headed to the web to learn more about products—including preservative- and fire-retardant-treated wood.

Two online courses developed by Western Wood Preservers Institute (WWPI) saw a record number of students earning continuing education units (CEUs) in 2020, fueled by increased use in the preserved wood products. Nearly 1,000 professionals earned CEUs by taking the courses on preserved wood and fire-retardant treated wood last year.

Interest in preservative-treated wood was particularly strong, with visits increasing by more than 20% from 2019.

The increases reflected the expanded demand for preserved wood as both professional and do-it-yourself projects such as new decks, fences and outdoor accessories soared.

The two courses are available at AEC Daily, an online education plat-

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form that attracts 350,000 users per month. While the online platform is tailored for architects and specifiers, it is open to all and can be downloaded at no charge. Visitors can either download a self-directed course or view a narrated version via web browser.

The courses are particularly helpful for those selling preservative- and fire-retardant-treated wood products.

Each course reviews how to select the proper preserved wood product for any application and offers important tips so users can achieve the longest durability possible for their projects.

n Building Products Digest n April 2021

After completing a course, users take a 10-question quiz to earn CEUs from more than 25 different organizations, include the American Institute of Architects, Landscape Architects and the National Association of Home Builders.

WWPI raised the profile courses in 2020 by creating the online Wood That Lasts eUniversity (wwpi.info/ WTL_online), which includes links to the courses as well as “textbooks” in the form of downloadable publications.

Since the courses debuted in mid2018, more than 2,600 have earned CEUs by taking one or both courses.

For distributors selling preserved wood products, having more knowledgeable customers, based on responses from users surveyed after taking the course. Some 77% indicated the course influenced their specifications for preserved wood, while 94% said that they intended to use the products in future projects.

Building-Products.com

MARGIN Builders

By Western Wood Preservers Institute

PTW app grows sales nswers to your customers’ most common questions about preserved wood can be right in the palm of your hand with the free Treated Wood Guide smartphone app.

The only app available on treated wood in both the iOS App Store and Google Play online stores, it offers a variety of tools to help customers choose the right preserved wood product for the right application.

Understanding use categories is important in selecting the proper treated product. On the app, simply go to the AWPA Use Category System utility and in a few taps find the products and required retentions in the commonly used preservatives available today. In the updated Find by Exposure tab, users can start with the conditions where

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KEEP CRITICAL information about preservative-treated lumber handy with the free Treated Wood Guide smartphone app. The app is available on both Apple and Google app stores.

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the treated wood will be used and determine what product types are available in the various preservatives.

Explaining about the preservatives used in treated products is simple with the Preservatives tab, which details the ingredients in today’s preservatives and how they are safely used in other consumer products. An expanded FAQ section provides answers to 37 of the most common questions about using preserved wood, from how long does it last to comparisons with composite products. A Use Tips section offers practical information on handling, field treating, fastening and disposing of used preserved wood products.

To download for smartphone or tablet, search for “Treated Wood” in the Apple or Google app stores.

Building-Products.com

INDUSTRY Trends

By David Koenig

TREX has discontinued its revolutionary Elevations steel deck framing system.

Steel hits wall of treated wood trying to break into deck framing market ot 18 months ago, residential steel deck framing was being heralded as a serious threat to treated wood for deck framing. Backed by two giant composite deck manufacturers, the systems claimed to have myriad advantages over wood, including improved aesthetics and straighter, uniform pieces with no crowning, warping or twisting.

Yet at the end of last year, market leader Trex abruptly discontinued its Elevations steel deck framing, leaving Fortress Building Products’ Evolution as the last system standing. Trex explained to dealers that the move was part of its normal annual culling of less profitable colors, sizes and products to make room for new products and colors and sizes.

Yet the end of Elevations is a great deal more than the loss of a fifth shade of brown; it’s the elimination of an entire product category, one with great promise, a number of satisfied users, and a much larger number who never gave the pricier product a chance.

Trex expanded into steel deck framing in 2011 with its acquisition of tiny niche player Iron Deck Corp., Denver, Co. The product was terrific; it seemingly just needed the vast distribution network and promotional might of a national powerhouse like Trex. Yet builders still needed to be persuaded to use it and, just as importantly, dealers and even Trex’s own sales force needed to sell it.

“They hated it,” noted one dealer. “Sales would not learn about the product, and it was hard to get support for it.

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SLEEK Elevations was well liked by deck builders who used the product— there just weren’t enough of them.

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Decking, decking, decking—that’s all they’re interested in selling.”

PMC Building Materials, Lawrenceville, Ga., not only sold the system—it kept it in stock, and had multiple large deck builders that regularly used it for high-end installs. “I have two customers in particular who are really behind it.

They think it’s outstanding. It took our staff educating ourselves about the product and working to sell it.”

Other dealers say they tried—unsuccessfully. “I sold one job on Elevations,” said Doug Crowther, Hess Lumber, Malad City, Id. “It was the flattest, prettiest job you’ll ever see. I think people were too cheap to buy it.”

“I have sold three or four jobs over the years,” said Will Crockett, Orofino Builders Supply, Orofino, Id. “My locations are in heavy timber areas in North Central Idaho. We have experienced several large forest fires over the last decade or so. Steel deck framing is very effective against fire, so it has been asked for. Generally the cost changes customers minds.”

Since most dealers didn’t hold an inventory, their customers were often subjected to lengthy waits to receive orders. “I am guessing Trex got frustrated with the lead times,” Crockett said. “Given the slow turns, in relation to their commodity decking products, I am sure it hit the chopping block... no different than the colors that fall out of consumer preference every year.”

ON THE WHOLE deck builders seem to prefer working with wood.

Now more than ever, it’s all about time. According to Pat Noonan, Pro Deck Supply, Minneapolis, Mn., “Ultimately cost was probably the biggest factor, both in material price and the added labor associated. I think the overall demand that is on our industry right now contributed. Taking twice as long on a job now just means one less job for the year.

Anyone good enough to be selling and installing this product has a backlog of work and probably understands the revenue loss that will be associated with it. Trying to get a share of a commodity market with a specialty product at three times the cost is a tough road to go.”

“People forget sometimes in this Instagram age that 90% of the decks built are just simple square boxes, and the majority are still wood,” Noonan continued. “People are having sticker shock with proposals done in wood framing; my average deck prices have doubled in the last decade.

Trying to get them to see the value-add of steel is an uphill battle, especially when most are fine or don’t even notice the cons associated with wood. Treated prices would need to double and steel install would need to be easier before it will be viable for anything other than the top 10% of projects.”

Elevations is going away, but steel framing is not. According to Fortress’ A.J. Jesiolowski, “We were already beefing up production of Evolution steel deck framing before Trex’s decision to exit the category. We see new opportunities daily Building-Products.com

TOP CHOICE: Most builders saw no reason to use anything other than pressure treated wood for their deck framing.

(Photo by Platinum Decking)

and believe the market is just beginning to become aware of all the advantages steel deck framing offers. We see exponential growth for many years to come!”

The big challenge will remain, however. The majority of deck builders seem to prefer treated wood. “I’ve never thought of using it,” said Jason Matousek, M3 Carpentry & Remodeling, Black Creek, Wi. “I’m just used to using lumber.”

Danny Shushan, DannyDeck Construction, Encino, Ca., said, “I never used the Trex steel frame before because of the high price and complications of ordering/providing plans and installation.”

In fact, of 12 builders contacted, only two had tried steel framing. “We’ve used Trex’s steel framing several times,” said Matt Breyer, Breyer Construction & Landscape, Reading, Pa. “It was a nice product, but it felt incomplete—there were limitations to hardware and material sizes that created unnecessary limitations to projects… and it was expensive!

We actually have a Fortress project coming up in the next few months; we’re looking forward to using what promises to be a more refined, better-engineered system, and having the experience under our belt to make a decision moving forward if we want to continue using branded steel framing, or branch out to using generic metal framing.”

Similarly, said Andrew York, ProDeck Construction, San Marcos, Ca., “We used Trex Elevations steel framing for many projects over the years. It really opened up options for spans and cantilevers and definitely made a strong, flat deck.

The biggest downside was the cost. It was also fairly difficult to get permits approved, as most of our local municipalities are used to conventional wood framing. It required a few extra tools, and cutting was terribly loud. I’d also add there was a danger factor: sharp edges, screws sticking through hardware brackets, and wobbly joists (until they were tied in to rims and blocking) led to more cuts and scratches than a typical wood-framed deck. Trex made a really good effort to shift the way we build decks but in the end, I think for the reasons above, most builders were resistant to change.”

With so many builders satisfied with treated wood, steel framing may be a solution to a problem not enough people are asking. As Hess Lumber’s Crowther noted, “My take on steel framing was why do you want to spend all that money for a frame that will last forever and put on it a deck that will only last 20 years?”

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COMPETITIVE Intelligence

By Carla Waldemar

Buy, Baby, Buy

CROSSLAKE, Mn., one of 15 locations operated by fast-growing independent Simonson Lumber.

s a little kid, Richard Hobbs had big plans. “When I grow up, I want to be a Senator,” he told his mother.

As second-generation co-owner with her husband of Simonson Lumber, today headquartered in St. Cloud, Mn., she delivered the verbal equivalent of a slap up the head: “So everything Grandpa Nels worked for would be wasted?”

The Senate’s loss. “I never worked anywhere else,” allows Richard, now 70. “I started in, at age 10, along with my brothers, riding my bike to work for a dime an hour. I’ve done every job from janitor to cashier, bill collector, hauler, yard manager. Everything.” Just like Grandpa Nels, whose work history involved renting land on a handshake for the first of his cache of lumberyards, dating back to 1913. (He also sold Model T parts and snow fences. Oh, and a gas station or two.) “He was a remarkable man; stories abound. If he were alive today, he’d still be innovating,” says Richard, who’s assumed that role, along with the tendency to buy and sell yards around Minnesota as if they were used cars.

When his parents became ill in the early ’90s, Richard officially took the helm and drove the revenue from an annual $7 million to well over $60 million before the recent recession. His first Aha! move was in consolidating a miniempire which had sprawled, over time, to 15 yards—always a fluid number as companies were bought and sold. Today there are four Simonson yards outstate and two in St. Cloud plus a truss plant, acquired with a recent purchase of St. Cloud’s highly-regarded Mathew Hall outfit upon its owner’s death in 2019.

“Our yards were all competitive rather than cooperative, however; no centralization,” he says. “Each, for instance, had its own bookkeeper. A negative feature of small yards

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is the overhead. So I consolidated things like accounting and purchasing. Today, it’s all cars or trucks, which small yards cannot do: a disadvantage for them. It would make me mad,” he remembers, back at the outset. “They’d tell me, ‘I’ll sell you three units off a truck.’ ‘No!’ I’d come back.

‘Instead, tell me how to achieve a better store! Tell me how to earn it!’ That’s really important to me. That’s where we want to be.” And now, that’s right where Simonson is.

Richard boasts three full-time buyers. “I just hired a lumber buyer who saved our neck as prices tripled.”

They’re part of a staff of 200 “talented people, who make enormous sacrifices to work for us. We’ve seen it all since 1913, made the mistakes, to grow larger, achieve good market penetration, do mergers. But!” he emphasizes: “What’s even more important is, how much we all care for each other.

“I hope to lead the staff by example. I take on young people and write ‘grace and compassion’ into the job description. We’re ‘the company of many chances,’ so you won’t get fired. I won’t get mad at you. We’ll use grace and compassion. These days, of course, we’ve grown to have an HR Department, headed by Michelle, who’s really bought into the idea that ‘We’ll make it work for you’.”

Low to no turnover, then. Super loyalty. “When we buy a yard, we keep on the people—and the customers,” he reports: “even people who said they’d never darken my door. When we bought Mathew Hall, the three Hall kids stayed on. It’s all about the people,” Richard reiterates what’s become his mantra.

And those all-important people include—indeed, are venerated—the contractors who shop at Simonson, who represent over 90% of its customers. “What do they like about us?” Richard muses. “That we buy cars and trucks,” thanks to the volume-purchasing power his multiple yards delivers. “Those contractors are tough guys,” he praises.

“So much is asked of them, so you want to help those guys out. It’s a teaching thing,” he points out. “If they were all so wonderful, vendors wouldn’t need us; they’d deal direct.”

What those pros are building, says Richard, “has changed dramatically over the past 10 years. Now, multifamily is the big trend. Although my parents taught me, ‘Too many apartments!’ that’s not the case today. And that’s a big reason why we just bought Mathew Hall— because they had a truss plant we couldn’t compete with.

Now,” he instructs, “it’s time to experiment with wall panels. Hall has a wall panel line, and 25% of its business was in those panels.”

Building-Products.com

AT 70, owner Richard Hobbs is just warming up—here accepting the St. Cloud Chamber of Commerce’s 2020 Entrepreneurial Success Award.

(Photo by Jeff Yapuncich, Yuppy Photo)

Another motivation: location, location, location.

Although Simonson had St. Cloud’s East Side covered, its West Side spot remained off its customers’ radar. (“It’s near the park. The xxx store. The… whatever.’ Not a clue. But if you say ‘by the Ace Bar,’ it’s ‘Oh yeah!’) When we’d asked Minnesota Lumber if maybe they’d want to sell, they came back with ‘Yes!’ We would have built a showroom there, but with Mathew Hall, we acquired one. Completely unexpected!”

And that’s how Richard plays his cards. Asked if he’ll keep up the pace of acquisitions, he’s quick with his answer. “I want to. But they’re harder and harder to find. Many owners are aging out, but they have to sell to somebody much bigger. We look for locations near railroad lines; that’s very important. Very few lumberyards are on rail, and now it’s coming back.”

That factor helps one-up the competition—operations like Builders FirstSource. “But we leverage our purchasing power, which is pretty hard to compete against. Also, we stay ahead thanks to our wonderful people. And being centralized—estimating, drafting, IT, accounting, HR.” Plus those three full-time buyers.

It also helps mightily that “in this industry, we have great friends who happen to be our competitors. We help each other out; it’s an honor.”

That’s exactly what happened during the recent recession in finding a life-saving loan. “The huge banks were awful,” he reports: “Too big. Our revenues dropped from $62 million to $28 million. We laid off half our people. I cashed in my IRAs. They were ready to foreclose on our physical plant. We lost practically everything but my home. But then, thanks to another yard owner, I got a call from a local bank—which I never could have imagined—asking, ‘How can we help Simonson? I think we have a way….’”

Today a stronger, rebuilt Simonson Lumber boasts revenues of $75 million with 200 employees and four locations (or five or six by the time this story is printed, I wouldn’t be surprised). The out-of-the-blue 2019 purchase of competitor Mathew Hall—Richard’s 15th acquisition— provided not only a well-located showroom and a truss plant, but also increased the size of the outfit by one-third.

Yet, as Richard has to laugh, not everybody trusts the boss Building-Products.com

completely. “I have no keys. Not to any of our facilities. I set off an alarm or something once, so now they won’t give me any. I’m not allowed to use the copy machine, either,” he chuckles. “But I trust our people with everything.”

Looking back, at 70, what would Richard have done differently, one asks? He’s up-front: “I’ve made so many mistakes, it’s astonishing. I don’t know how NOT to have my foot on the gas, keep on going. But—I would have built bigger; you never have enough room. And I would have fought harder to keep the yards we closed. Most of all, I wish we didn’t have to have done those layoffs….”

Looking ahead, he foresees a drop in the number of lumberyards still standing: “There will have to be. More consolidation, more automation. The labor shortage is dictating that. The competition for people will limit your size. But we [at Simonson] care about our employees the most, and that will be our biggest advantage. We give them discretion. Freedom. And as long as we can help small contractors, we’ll take that opportunity to help them, and they’ll be survivors; those people will know we’ll take care of them.

As to Richard’s own future?

He doesn’t believe in retirement, probably doesn’t own a rocking chair. And he’s got great genes.

“My Grandfather Nels died at 86, and he came to work the day he died.”

Carla Waldemar cwaldemar@comcast.net

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OLSEN on Sales

By James Olsen

Partner or adversary? sales process and reminds the customer that they are in this together, that seller and customer are on the same side.

Developing partnership relationships with customers takes work. In the beginning we will be doing most of that work. Customers are used to having, and some prefer, adversarial relationships with their vendors.

Partnership Prospecting

f we ask 100 salespeople, “What kind of seller are you?” most of them will say, “I’m a relationship seller.” My question is, “What kind of relationship and what are you doing to make that happen?”

Most sellers have a Master-Servant relationship with most of their customers. They present product, ask the customer what they think of it, and wait for the customer to buy.

They don’t ask for the order. They don’t tell the customer why what they are presenting is a good deal (for the customer). Since they don’t ask for the order, they don’t get objections. Their sales calls essentially are: “Good morning, what do you need, what do you think is a good deal, and what will you pay for it?” They make the customer do all the work.

These same sellers say they can’t customers on the phone. The reason the customer isn’t coming to the phone, is because the value of these kinds of phone calls is low.

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Adversarial Selling

Sales can seem like an adversarial proposition; we are trying to sell our product for as much as possible and the customer is trying to buy it for as little as possible. Many buyers and sellers approach sales with this mentality. These buyers and sellers share as little information with each other as possible because they don’t trust each other.

Students ask me all the time, “If I give my customer a good price and tell them which mill it is coming from, they will go around me.” My answer is to either call the customer on it (going around you)—we need to set the record straight and see if we can be partners going forward—or prospect to find customers we can trust.

Partnership Selling

The Master Seller has partnership relationships with their customers. They start every relationship with a partnership approach. Every time a potential customer tries to make the relationship adversarial, the Master Seller stops the

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The first call to a potential customer is to find out about the customer and their business to see if we will be a good fit going forward. Many sellers try to mix in “just a little” sales into these calls also. This is a mistake. It sends the message that we are all about the order instead of being all about trying to understand the customer.

The Master Seller sends the message that they truly want to get to know the customer. When the customer asks, “Hey what’s your price on 2x4 16’s today?” the Master Seller responds, “I’d love to sell you something today, but before we get to that, let me ask you a couple more questions about you and your company. If at the end we can get together on something great, but let me ask you…” And continues qualifying the account.

Partnership Closing

Most sellers don’t ask for the order. Even fewer can overcome objections and close. The partnership seller sends the message that they care. Once the customer knows we care, we can ask for the order.

Servant Seller: “Good morning, Susan. I’ve got a car of 2x4 9’s I can get into you at $950/MBF. Whadya think?”

Susan: “Thanks for the number, I’ll let you know.”

Partnership Seller: “Good morning, Susan. I’ve got a deal on five trucks that are going to fit us perfectly. First off, it’s ABC stock which we love. Second, the tallies are 12’-16’ heavy 16’, which is what we’ve been looking for and we’ve got a great price on these, so why don’t we put these on?”

Susan: “Well, how much are they?”

Partnership Seller: “That’s the best part. We can get these into you at $950/MBF, which is a great deal in this market, so I recommend we put them on.”

The partnership seller thinks, talks and acts like a partner with all their customers all the time.

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

Building-Products.com

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LUMBER 411

A Special Series from Northeastern Lumber Manufacturers Association

By Jeff Easterling

Creative ideas for your customers:

Spring wood projects pring has sprung, and DIY activities are ramping up! Well, to be honest… they’ve been ramping up since early 2020, thanks to more people staying home!

According to Family Handyman, home improvement spending has increased dramatically throughout 2020: average household spending on home services in the US rose to $13,138 in 2020, representing a $4,000 increase year-overyear. On average, U.S. households spent $8,305 on home improvement projects, with the primary reasoning being the increased time people spent at home during the pandemic.

Inc. magazine took a deeper look at the market and is predicting the do-it-yourself arena to exceed $13.9

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billion by the end of this year. From the same Inc. article, statistics from Hometalk (the world’s largest DIY community) are shared in which specific projects centering on the backyard and home accessories are skyrocketing.

Why is this happening? We think there are many reasons.

First of all, we’ve been centered at home for more than a full year. We work from home, we live at home, we do everything at home. And when we’re at home, with nothing much else to do but work and look at our house… that list of projects is naturally going to grow. And grow! What better time to feather our nests and make our homes look and feel exactly how we want them to than when

FROM CEILINGS on down, homeowners have stepped up remodeling activity to record levels.

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we’re all working from home.

Secondly, and somewhat related, when we break the day-to-day routines we’ve held for years, it allows space for creativity to grow.

Gone are the hours-long commutes, replaced now with eating supper on the screened in porch. Which gives time for daydreaming about accent projects and so much more.

So how can you, our lumber dealer friends, capitalize on this trend?

As spring continues to spring and the world is slowly and safely starting to re-open, we do expect these DIY numbers to continue to increase. The time is now to jump on board and have a list of projects ready to share with your customers. When they come in looking for guidance and ideas, be their ultimate resource (and then turn around and sell them the wood they need to make their project dreams come true!).

Here are a few project ideas we’re seeing for those customers looking for a home refresh and perhaps a new way to use nature’s most renewable building material, real wood: Accent walls. Tired of staring at (literally) the same four walls?

Spruce up a room with eastern white pine wainscoting/beadboard or a full accent wall featuring tongueand-groove paneling. Seal the wood with its natural color and watch the sunlight add a warm glow to the room; paint the paneling a light neutral color and the room feels brighter, larger, and takes on a whole new personality.

Building-Products.com

A new take on flooring. Given the intense home-based traffic of the last year, we’re sure everyone’s floors are looking a little unloved! Suggest that your customers upgrade their look with eastern white pine flooring—and they’ll literally be walking on sunshine!

Eastern white pine floors are golden and beautiful and much easier on your feet and joints than other flooring options. They’re a soft wood, so over time the floors will begin to take on more character and deepen in color. Natural looks so much better than fake, doesn’t it?

Frame the future with an addition. While we’re all still home, now’s the time to plan for the future with an addition. Perhaps it’s that new bedroom that will allow your children to spread out a bit more, or a mother-in-law suite to allow a relative to spend more time with family; or maybe it’s a rec room to separate the children from Mom and Dad working at home! Whatever the need, SPFs for framing is the answer. Locally grown, strong, durable, and renewable, SPFs framing is the framing material of choice.

Exposed beams. Suggest to your customers that they consider big chunky beams of wood attached to a high ceiling to add character, depth, and natural beauty to any room.

These lists could go on and on, but you get the idea. Spend a little time online researching popular wood-based DIY projects and have a few in your pocket to suggest when the next customer steps up looking for ideas. They’ll always remember who told them about the next big trend with wood!

For more information on projects using eastern white pine or SPFs, please visit www.easternwhitepine. org (click on Virtual Tours) and www.sprucepinefir.org.

– Jeff Easterling is president of Northeastern Lumber Manufacturers Assn. Reach him at info@nelma.org.

Building-Products.com

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TRANSFORMING Teams

By Paige McAllister

Implications from having employees work out of state mong the many changes to “business as usual” forced upon companies during the COVID-19 pandemic is the reality of more employees working from home.

Whether due to regulatory shutdowns or the requirement to self-quarantine or-isolate due to COVID-19 exposure or symptoms, many businesses have had to create solutions to allow employees to remote work in order to keep the business running.

While numerous solutions were quickly implemented to react to the ever-changing pandemic, employees and employers are now realizing the longer-term implications of these remote work options. Employers are having to

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Q. We were required to offer employees paid time off under the Families First Coronavirus Relief Act (FFCRA) last year. Do I still need to?

A. While it is no longer mandatory for employers with fewer than 500 employees to offer this time off, it is voluntary. The Consolidated Appropriations Act signed by President Trump extended the accessibility and tax credits for the FFCRA through March 31, 2021, but made it voluntary to offer. The recently enacted American Rescue Plan Act extended FFCRA as a voluntary benefit and applicable tax credit offset through September 30, 2021, and it also made some revisions including: • expanding the covered reasons to include vaccine appointments and time off due to complications from receiving the vaccines; • reset the allotment of available time off (two-week/80hour of sick time and 10 weeks of paid family leave per employee) March 31, 2021; • increase the amount of credit available for employees offering paid family leave to $12,000; • increase the number of days self-employed individuals can use to calculate qualifying leave to 60 days; • increase time off for federal workers to 15 weeks; and • require employers to provide FFCRA to all employees without discriminating against a certain group.

Again, any FFCRA is voluntary as of January 1, 2021.

However, providing employees with this paid time off (as well as related costs such as insurance premiums) is repaid to employers through the offset of payroll taxes.

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review and update normal employment procedures such as performance reviews and paid time off usage due to the new work-from-home reality.

However, employers who have employees who are temporarily working in a different state have even more implications to consider. Whether an employee usually commutes across state lines to come into the office or if they have had to temporarily relocate due to COVID-19 or financial considerations, employers need to follow employment laws in those states in addition to the state(s) in which the company is located. According to the American Institute of CPA’s, 47% of remote employees are unaware that laws vary by state and 70% did not know that working remotely may impact their tax filings.

In normal circumstances, an employer who hires an employee living and working in a different state has plenty of time to set up state-specific Workers’ Comp and unemployment insurance, file and pay state taxes, and learn the different employment laws. Given the emergency declarations and rapid decisions that had to be made during the pandemic, employers and employees are now realizing they have been subject to different laws this entire time.

Some states are making temporary exemptions for employees working remotely due to COVID-19 circumstances while others are requiring proper taxes be paid, Workers’ Comp and unemployment be maintained, and employment laws followed. Depending on where you and your employers are located, you may need to consider the following laws in the state(s) in which your employees are working to stay in compliance: Building-Products.com

Employment laws: Every state has different employment laws. Any employer must follow the applicable employment laws of the state in which the employee works, even if they differ from the ones where the business is located. To further confuse what is applicable law, some state laws apply to all employees regardless of the number of employees in the state while others require a minimum number of employees working in that state to qualify. Here are some of the most common laws which differ state-to-state: • Protected groups vary among all the states. While some groups are protected in every state because of federal law, other groups may be protected in a city, county, or state where an employee works while not being protected where the business is located. While no employee should be discriminated against for any reason, employees may have more protections and available courses of action in their remote work location which may increase your exposure to liability.

• Paid sick leave has become common in many states, counties, and cities. Many of these laws apply to any employee working in that location, regardless of if the business is located there. Having to offer leave to certain employees may impact overall paid time off policies.

• Paid family leave is currently or will soon be offered in nine states (California, Colorado, Connecticut, Massachusetts, New Jersey, New York, Oregon, Rhode Island, and Washington) as well as in Washington, D.C. While many of these only cover employees of large businesses, some cover all employees and will apply to employees who may be working remotely in that state.

• Minimum wage varies widely among states, some being much higher than the federal $7.25 per hour. State law also varies regarding tip credit and minimum salary thresholds for exemptions.

• Overtime also differs in some states. While most follow the federal time-and-a-half for all hours worked over 40 in a workweek, some (including Alaska, California, Colorado, and Nevada) have more stringent overtime requirements.

• Posters and notices will be different state-to-state.

While some do not need to be posted in an employee’s house if that is their workplace, others will need to be provided to employees in compliance with state law. Federal posters will also need to be made available to employees who are working remotely.

“Tax nexus” creation: In tax law, a “tax nexus” refers to a company’s presence in a state entitling the state to charge taxes and requiring the company to pay them. Typically, a business is considered active in a state if they have a physical location, resident employees working in the state, property in the state, and/or employees regularly soliciting business there (salespeople). Businesses meeting any of these criteria may be required to pay applicable taxes to that state.

Payroll tax requirements: Normally taxes must be paid in any state(s) in which the employee performs work (“physical presence”). Usually they would complete the state’s equivalent to a W-4 and state taxes are withheld from each paycheck. However, various exceptions may impact this. Some states (such as Pennsylvania and New Jersey) allow withholding tax reciprocity with neighboring states while others (such as Connecticut for employees working in New York City) offer an off-setting tax credit. Some states (such as Arizona) allow employees to work a limited number of days before having to pay taxes while others (such as New York) require employees to pay taxes if they work even one day in the state. The stay-at-home mandates Building-Products.com

issued throughout the pandemic add further complexities since employees and employers did not willingly create this work-across-state-lines situation.

Unemployment Insurance: In conjunction with other payroll taxes, employers need to have unemployment accounts established in each state in which an employee works so they can file properly if needed.

Workers’ Compensation: All states have their own Workers’ Compensation laws and systems. Businesses usually need to establish Workers’ Comp insurance accounts in each state in which they have employees working. If an employee is injured in a work-related accident while working from home, this will still be your responsibility, and the state will require proper coverage.

Work location permitting: Some local agencies require certain businesses to have permits for all locations where work is being done. If employees are regularly performing work from home, they may need to obtain business permits to keep you in compliance.

Given the wide variety of implications created by remote workers, we recommend consulting with your HR and accounting departments and/or advisors to ensure compliance. We also recommend checking with the zoning departments in the city and/or county where your employees are working to verify you are meeting all zoning and licensing requirements.

Paige McAllister, SPHR Affinity HR Group contact@affinityhrgroup.com

April 2021 n Building Products Digest n

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UFP Purchasing Spartanburg

UFP Industries subsidiary Sunbelt Forest Products Corp., Bartow, Fl., signed an agreement to purchase the net operating assets of Spartanburg Forest Products, Greer, S.C., and its affiliates.

The purchase price for Spartanburg’s property, plants and equipment is approximately $17 million. Sunbelt will also purchase Spartanburg’s net working capital for an amount equal to the net book value determined on the date of closing the transaction, recently estimated at $80 million. The deal is expected to close by the end of the first quarter of 2021.

Founded in 1978, Spartanburg operates four wood treating facilities and one manufacturing facility, mostly in the mid-Atlantic. The combined companies, which include Appalachian Forest Products, Innovative Design Industries, Blue Ridge Wood Products, Blue Ridge Wood Preserving, and Tidewater Wood Products, had 2020 sales of approximately $543 million.

Stephen Michael, president and CEO of Spartanburg, will remain in a consultative role to help with the transition to Sunbelt, and Sunbelt plans to continue all of Spartanburg’s current vendor and supplier relationships (TSOs and MSOs) after closing.

“Our customers are asking us to do more and the addition of the Spartanburg team will help us better serve our customers’ needs,” said Sunbelt president Ken DelleDonne.

“The combination of Spartanburg and Sunbelt will generate operational efficiencies that will allow both companies to provide greater value to our customers, as well as expand our capac-

ity and geographic reach,” said Stephen Michael. “We’re excited to join the Sunbelt team.”

Pleasant River Expands Retail, Acquires Manufacturing

Ware-Butler Inc., the five-unit Maine dealer acquired late last year by Pleasant River Lumber, is adding a new location this summer in Greenville, Me. Ware-Butler will open in the site to be vacated by Moosehead Cedar Log Homes, which has been acquired

by Pleasant River Lumber. Randy and Lucy Comber, who founded the operation in 1996, will stay on through the transition in a consulting role.

“Moosehead Cedar Log Homes is pleased to become part of the Pleasant River Lumber family of companies,” said Moosehead president Barry Ivey.

“The opportunity to be associated with Pleasant River and Ware-Butler Inc. will allow us to improve our manufacturing capabilities, expand our product offerings, and increase our overall competitiveness in the log home industry nationwide.”

Moosehead will move its operation from Greenville to the Pleasant River Lumber mill in Dover-Foxcroft, Me. There, they will be updated with all new equipment to accommodate production, due to the increase demand for their beautiful cedar homes.

Parent company Pleasant River also operates lumber manufacturing facilities in Dover-Foxcroft, Jackman, Enfield, Hancock, and Sanford, Me.; trucking firm Chaffee Transport, Clinton, Me.; Quality Saw Sales & Service, Enfield, Me.; and A&A Brochu Logging, Enfield.

DEALER Briefs Sawmill Surplus, Richmond, Va., is a new 5,000-sq. ft. discount lumber retailer launched primarily by the operators of Dioro Forest Products, Ashland, Va. Owners are Diorio owner Dante Diorio, Mark Burnette, and Diorio traders Zach Hathaway, Ian Foley, and Carter Zierden, and Mark Burnette.

Menards opened a 207,000sq. ft. home center with lumberyard in Morgantown, W.V. (Mark Lange, general mgr.). A new store is also slated for Bridgeport, W.V. McCormack Building Supply, Winslow, Me., is targeting a late summer opening for its new building, after operating in temporary quarters since an October 2019 fire.

Rocky’s Ace Hardware has Hard-

acquired 71-year-old Clarke’s ware, New London, N.H.

True Value Hardware, Cumberland, Me., has been put up for sale by owners Bill and Karen, who are retiring after 17 years.

Five Oaks Ace Hardware, San Antonio, Tx., held a grand opening March 26 (John Dunlap, owner/mgr.; Ashley Johnson, asst. mgr.).

Seagren’s True Value Hardware, Two Harbors, Mn., is relocating

to a larger facility this spring as the rebranded Seagren’s Home, Hardware & Outdoors.

Southeast Ace Hardware

opened store #5 in Taylorville, Al.

Ace Hardware, Clay, Al., added a branch in Trussville, Al. Professional Builders Supply

opened a new facility between Benson and Dunn, N.C. (Eric Lamm, mgr.).

Fitch Lumber , Carrboro, N.C.; Spahn & Rose Lumber, Dubuque, Ia.; Gilcrest/Jewett Lumber , Waukee, Ia.; and Via Viridis Green Solutions, Woodstock, Ga., are now stocking dealers for MOSO Bamboo.

The Lester Group, Martinsville, Va., kicked off its year-long 125th anniversary with corporation-wide events at its five LBM locations and three wood-treating plants.

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n Building Products Digest n April 2021

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YellaWood ® brand pressure treated pine is sought after by all the best builders, especially those with leather tails, buck teeth and nature’s highest building standards. Our proven reputation for having high quality products drives demand for the Yella Tag. The five-star service and unrivaled support of the YellaWood ® brand puts dealers in position to meet their customer’s specific needs. See how the YellaWood ® brand delivers at YellaWood.com.

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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.

LP Converting Maine OSB Mill

Louisiana Pacific Corp. is investing $150 million to convert its LP Houlton, Me., OSB mill to begin manufacturing SmartSide engineered wood strand siding. Within the coming year, the facility will cease manufacture of laminated strand lumber products for its EWP division and in 2022 will begin SmartSide production.

“With this conversion, we estimate it will increase our locally sourced annual fiber consumption by about 30%,” said LP’s Breeanna Straessle, “which of course benefits the supply chain in the local community.”

Of the total, about $110 million will go toward new machinery and $40 million to upgrading different parts of the facility.

FIRST LOAD leaves Westervelt Lumber’s new Thomasville, Al., facility.

Westervelt Completes New SYP Mill

On March 5, the completion of Westervelt Lumber’s Thomasville, Al., mill was celebrated, as the first load of lumber left the facility, purchased by Great Southern Wood Preserving.

“We just saw our first load of lumber leave the Thomasville facility, and it brings us full circle from almost two years ago when this project began as an idea and a strategy, to a fully operational mill and the shipment of our first load of lumber,” noted president and CEO Brian Luoma. “This is the first day of the future for Westervelt, and this is an event that changes the company.”

The Thomasville facility will produce 250 million bd. ft. annually. Its Clarke County location will take advantage of the proximity of the company’s timberland and existing customer base. In the coming months, the workforce of 125 will be fully staffed as the second shift starts up in the second quarter of this year.

Managed by Steve Metz, the mill complements Westervelt’s flagship lumber facility in Moundville, Al.

Nation’s Best Adds on Texas Dealer

Rapidly growing Nation’s Best has acquired another Texas dealer, Hometown Hardware in Longview.

“Over the last 14 years, Ken and Suzy Turner have built a reputation of service to the community—a place where no one is a stranger at Hometown Hardware,” said Chris Miller, president and CEO of Nation’s Best. “We are pleased to welcome the Hometown Hardware team into the Nation’s Best family and help them build on their record of success in Longview.”

“Merging with Nation’s Best is a great fit for Hometown Hardware,” said Ken Turner. “This important step in our company’s history ensures our customers will be supported with a great selection of home improvement products and our employees will continue to offer the personalized, knowledgeable service we’re known for. Following the acquisition, Marie Vale will continue in her role of store manager.”

As part of Nation’s Best’s acquisition strategy, Hometown Hardware will maintain operations under its existing name with its key leadership team overseeing company operations alongside Nation’s Best, which will provide the strategic and financial support necessary to achieve optimal growth and profitability.

Founded in 2019, Nation’s Best now operates seven brands and 19 locations in five states with over 430 employees.

38

n Building Products Digest n April 2021

NEWS Briefs Interfor has completed its acquisition of WestRock Co.’s sawmill in Summerville, S.C. SRS Distribution has acquired 12-branch roofing distributor Louis T. Ollesheimer & Son , Madison Heights, Mi., which will continue under the LTO banner.

BlueLinx has expanded its distribution of MoistureShield composite decking products to its branches in Erwin, Tn., and Duluth, Mn.

Cameron Ashley Building Products this month will begin distributing LP SmartSide ExpertFinish EWP at select locations.

Cameron Ashley has also launched a new e-commerce website, cameronashleybp.com.

Parksite has expanded its distribution of Maibec eastern white cedar shingles and Stave’s Lake western red shingles to New York and North Carolina.

Weekes Forest Products is now distributing RDI railings to its Midwest network, including St. Paul, Mn.; Chicago, Il.; Fargo, N.D.; Green Bay and Milwaukee, Wi. Patwin Plastics, Linden, N.J., has added several new manufacturer’s reps, including BF Gruizden Associates in the Midwest, Sales Professionals, Inc. in South Jersey, Northeast Manufacturers in New England, and D. Stewart Sales in Maryland, Virginia and Delaware.

Minot Builders Supply, Minot and Bismarck, N.D., is now distributing Boral TruExterior siding in the upper Midwest and Rockies.

James Hardie Building Products, Chicago, Il., was recognized as 2020 Vendor of the Year by Lansing Building Products, Richmond, Va. LBM Advantage’s Building Products Division presented Vendor of the Year Awards to American Gypsum, Dallas, Tx. (commodities); Russin Lumber, Montgomery, N.Y. (millwork); Wolf Home Products, York, Pa. (kitchen & bath); and Advanced Drainage Systems, Hilliard, Oh. (specialties).

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THINKING Ahead

By Steven Rustja

What doesn’t kill your business makes it stronger AWLA had just wrapped up its Leadership Summit early last March when the significance of the COVID19 outbreak slammed home. Attendees had no idea then, but that would be the last in-person industry gathering for the foreseeable future.

The mood in Palm Desert, Ca., was light-hearted, but the return trip from the event was much more solemn.

Many of us arrived home to empty store shelves and talk of lockdowns, not knowing when we’d be able to buy our next roll of toilet paper—let alone how our businesses would fare in the emerging public health crisis.

The first line of defense at Weston Forest, and no doubt many other firms, was to preserve cash and protect the business. Not knowing what the future held, we scaled back purchases, unloaded existing inventory, and collected on receivables… then waited to see what was coming next.

It was good news—at least for our industry: Weston and its peers were fortunate to be among the businesses labeled as “essential.” We never shut down, even for a day. While the pandemic kept some pockets of the economy in a stranglehold, lumber was one area that actually flourished in the so-called “K” recovery that followed. In fact, we were busier than ever! Construction was booming. People had both the time and—thanks to cash stimulus payments and low interest rates—the money to build, renovate, and remodel in 2020. The lumber industry, in turn, clocked one of its best performances on record.

While we were grateful to have a life preserver in the middle of the “storm,” the executive team at Weston also recognized an opportunity to systematically improve our company and make it even better and stronger than before.

N

Necessity Breeds Invention

While Weston thankfully has been able to keep the doors open and the lights on during the pandemic, it was clear from the start of the crisis that operations couldn’t continue on as before. The world was changed, so we had

40

n Building Products Digest n April 2021

to change how we conducted business, too—quite quickly and quite radically. The new realities of operating during the COVID-19 crisis meant redesigning all of our systems: from the way the order system works to the way we hold meetings down to the way the finance team handles invoice processing when working from house.

As it were, this need to reinvent the wheel was the push our company needed to implement processes and technologies that were already on our corporate “to-do” list but that hadn’t seen any real momentum up until that point. Starting with Zoom.

Zoom Boom

From a hardware perspective, Weston was ready for Zoom pre-crisis. The company renovated our office space a couple of years ago. Some of the inspiration came from NAWLA—which was already well-versed in the virtual meetings platform, although many people had never even heard of it. Because we work closely with the organization, a handful of our offices were already set up for Zoom. We added the cameras to all executive offices as part of the

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renovation project, although they sat mostly dormant for a year or two. When the pandemic arrived, everyone suddenly needed another way to communicate with staff. We quickly dusted off the Zoom equipment and registered for and added new accounts.

The forum became a critical resource, as we set up daily online meetings with all salespeople at our business units.

This seemed an impossibility before, with people arriving at work at various times during the morning, but it became a necessity. We also scheduled daily inter-company video updates across the entire organization. Managers now spend 10-15 minutes hashing out issues they’re facing that day. While initially a response to COVID, what these meetings have done is provide better information and narrowed the culture gap between the separate businesses.

It can be difficult to develop a relationship with someone who works at another location, but the video calls have helped create unity and camaraderie despite distance.

Additionally, we used Zoom as a way to regularly check in on individual employees to see how they were coping and even relied heavily on the medium to interview and onboard new hires.

More Moves

There were other initiatives, too, that finally got kicked into high gear with the pandemic. Paperless transactions, for example, was something that we had long wanted to pursue; but now it had to get done. When we found that customers were reluctant to touch delivery slips and pens handled by someone else, we made bill of lading deliveries paperless. We also changed our new order processing flow and customer pick-up procedure.

In another major shift, Weston figured out how to conduct the lion’s share of our business offsite. Although remote work is far from new, it’s certainly come a long way since last year. The inside joke used to be, especially for sales associates, a Friday afternoon “working from home” was roughly translated as “playing golf.” Now, the perception has gone from suspecting that employees are not working as hard to knowing that they’re working harder than ever. It’s no longer something to be frowned upon.

In fact, it’s something that we’re likely going to continue forever, along with the other changes that have helped to

Building-Products.com

address the crisis at hand but simultaneously have allowed us to protect employees and customers while enhancing our level of service.

People Power

Another one of those steps entailed strengthening our employee base. While the pandemic unfortunately left many people jobless, it created a vast pool of potential hires. Weston used this opportunity to add some top-quality talent. From sales and operations people to labor and finance people, we backfilled all parts of the organization to upgrade our workforce.

Weston, which already had a culture of including employees in the decision-making process, took that concept a step further in light of COVID. Building on its history of periodic town hall meetings and roundtable discussions, we routinely polled staff on how they were doing, how the company was doing, and how it could do better.

Not only did employee surveys and other outreach help alleviate pandemic fears, it added to the drive to elevate the company to a higher level.

Have a Plan

Truth be told, Weston was humming like a well-oiled machine even before COVID; but even if you think you’ve got something operating fairly well, you need to have plans in place: contingency plans, disaster recovery plans.

Be Prepared

If you’re caught unprepared, at least be proactive.

Weston was surveying the COVID situation and kicking around ideas long before an official state of emergency was declared, in what even some of our own people perceived as an overreaction at the time. Recognizing and reacting to the severity of the situation early helped us tremendously, however, as did our readiness to pivot.

We’ve proven to ourselves that the systems that we put in place not only allowed us to continue our business, but to thrive and better it.

Going forward, we’re working on a Start-Stop-Continue Plan, to consider what activities we’ll initiate or keep in place as the economy reopens and what activities we’ll no longer need once life returns to normal. We’re also drafting a plan for pandemic protocols.

Now that we’ve lived through one, we’re documenting that so—whether it’s a year from now or 100 years from now—if this ever happens again, there’s a historical reference to some of the steps that whoever is running the company will need to take.

– Steven Rustja is vice presidenttrading for Weston Forest Products, Mississauga, Ont. (westonforest.com).

April 2021 n Building Products Digest n

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SELLING WITH Kahle

By Dave Kahle

Measuring partnerability t’s been my experience that a salesperson can visit an account once or twice, and make some valuable observations about the partnerability of that account—the likelihood of that account developing into a partner one day.

In my seminars, I’ll often ask the group to develop a list of plusses and minuses. Plusses are characteristics or behaviors of the account which increase the likelihood of the account developing into a partner. Minuses are the opposite—characteristics or behaviors of the account that decrease the likelihood that it will one day develop into a partner.

I

1. Good product/service fit.

Let’s say you offer 10 products.

Brill Brothers Manufacturing Co. can use all 10, and all of them are important to their business. Jones Industries can use two of your 10, and neither of the two is really central to their business. Who is the better product/service fit? Clearly, it’s Brill Brothers. Notice the two issues for product/service fit: • the degree to which an account can use your products or services • the degree to which those products/services are important to them.

2. Personal chemistry.

This speaks to the personal relationship between you and the customer. On one hand, a professional salesperson ought to be able to build positive business relationships with anyone. On the other, it’s a whole lot easier with some people. If most of the important people at Brill Brothers like you, are comfortable with you, and trust you, it’s going to be much more likely that they will grow into a partner with you than Jones Industries,

42

where there is just a little tension between you and most of the important people there. The personal chemistry isn’t the same.

3. Good management.

You don’t invest your money in stocks that are doomed, and you don’t invest your time in losers either. If a company appears to be well organized and well managed, chances are it’s going to grow or at least survive. On the other hand, those that are characterized by high employee turnover, bad attitudes, sloppy and unorganized facilities and no plans are likely to struggle in the future.

4. Compatible philosophy.

Some accounts are strictly price buyers. That’s great if your organization strives to be the low-cost provider in commodity markets. You’d have a

n Building Products Digest n April 2021

compatible philosophy. However, if your company positions itself as a value-added provider, or the high-quality choice, then you are never going to be comfortable with, or important to, the “buy the lowest price no matter what” philosophy. The more compatible your philosophies are, the greater the likelihood that will develop into a partner one day.

5. Personal respect and accessibility.

In some accounts, all vendor salespeople are viewed as “peddlers” and dealt with accordingly. These are the accounts that give you 15 minutes in the conference room with a junior purchasing agent and then dismiss you.

Others give you the plant tour, show you their future plans, introduce you to the VP’s, and solicit your thoughts and ideas. They see you whenever you Building-Products.com

say you have something of value for them, and they respect your insights.

That’s good.

6. Pay well.

It’s a real waste of time to invest high quality selling efforts in an account, successfully solve some of their problems, and achieve a good sale, only to discover that your credit department won’t approve it. Or worse yet, they do approve it, but the account doesn’t pay. Better to try to discern that before you invest a lot of your time in them.

7. Industry- or companyspecific items.

There can be a number of very specific issues that are important to your industry or your company. For example, one of my client was a division of a Fortune 500 company. One of their criteria was whether or not the account owned equipment produced by one of the other divisions of the company. If so, it would be easier to talk with them and specify their supplies. If not, it would be more difficult.

Another client was a regional petroleum supplier. One of their criteria was the distance from the customer to their nearest distribution facility.

Because of the relative importance of freight costs, if the account were geographically close to their facility and far away from a competitor’s, that was good. The opposite was bad.

To implement this strategy, take the seven general characteristics discussed above and mesh them with at least three criteria that you create. These new criteria should be specific to your company or industry.

If you did that, you’d have a list of 10 criteria. You could rate every one of your customers on each of those 10 criteria. Think of a scale from 0 to 10, with zero indicating that worst expression of that criteria, and 10 the greatest.

For example, let’s apply the criteria of “good management” to Cool Inc., one of your accounts. This account is progressive, always looking for the next advantage, and willing to listen to any good ideas. On the other hand, it’s a family-held business, and the CEO is dictatorial. He does have some professional managers reporting to him, however, and that helps.

Turnover is a bit of a problem because of the CEO’s abrasiveness. All in all, you decide the plusses outweigh the negatives on this issue, and you give Building-Products.com

Cool Inc. a rating of “7” on the “good management” criteria.

Do this for every criteria, account by account, and you’ll have a way to measure and compare their partnerability.

Here’s an example of a set of criteria developed and applied to Cool Inc.: Rating for: Cool, Inc.

By Mary, sales rep • Date: June 4, 2021

1. Good fit 2. Personal Chemistry 3 Management 4. Compatible Philosophy

= = = =

9 7 10 9

5. Personal respect/accessibility = 6. Pay well = 7. Aggressive growth plans = 8. Positive history with us = 9. Ability to use products from our other divisions = 10. Open to our input = Total =

9 9 9 7 3 5 78

– Dave Kahle is a high-content consultant, instructor, presenter and author of 12 books, including How to Sell Anything to Anyone Anytime. Reach him at dave@ davekahle.com.

GANAHL LUMBER PASADENA, CA

Win. Win. Win. What our clients experience every day is worth repeating.

When you’re the only company in North America that designs and builds LBM facilities and rack systems nationwide, your clients tend to talk about their operational wins:

“The difference in our old pole sheds and our new sheds is the fact that we only have to touch our lumber once. After the first year, our labor quotient went down 35% the same year our sales were up 25%.”

“We were able to pack around 90-95% of the SKU offerings into this property, which is 4-acres, that we had in our 20-acre site in Anaheim.”

Barrett Burt

General Manager Ganahl Lumber Pasadena

Dick Jennings

Owner & Operator Jennings Building Supply & Hardware

If your LBM operation could use more success stories, talk to CT Darnell.

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© WTD Holdings, Inc., 2021.

All rights reserved.

April 2021 n Building Products Digest n

43

MOVERS & Shakers Scott Koselnak has been appointed sales mgr. for American Lumber, Walden, N.Y. Greg Featherstone is a new sales rep for southern New England. Richard Paci, longtime director of sales & purchasing, has been promoted to vice president.

Steve Hatcher, procurement mgr., BlueLinx, Marietta, Ga., has retired after more than 40 years with BlueLinx and predecessor Georgia-Pacific Distribution. Christopher Parker is a new national account specialist.

Russell Hutchins, ex-Do it Best, has been named general mgr. at Tahlequah Lumber Co., Tahlequah, Ok. Chad Hammonds is now mgr. of the southern yellow pine division of Robinson Lumber Co., New Orleans, La. Laurel Ciliberti has joined DW Distribution, De Soto, Tx., as marketing mgr.

Matthew Gonzalez has been named store mgr. of McCoy’s Building Supply, Aransas Pass, Tx. Drew Van Winkle is now store mgr. in Belton, Tx. Greg Collins has joined the sales team at Stenerson Bros.

Lumber Co., Fergus Falls, Mn. Jeff Pearson, ex-Maher Lumber, is new to sales at Standard Lumber Co., Glenview, Il. Jeff Olson, ex-AZEK, has joined True Value Co., Chicago, Il., as chief financial officer. He succeeds Deb O’Connor, who is leaving to pursue other interests.

Riley Bender has been promoted to co-mgr. at 84 Lumber, Pittston, Pa. John Gurrieri is now co-mgr. in Lebanon, Pa. Josh Martin has been promoted to national sales mgr.lumber channel for SPAX fastener manufacturer Altenloh, Brinck & Co. US, Bryan, Oh. Jeremiah Windle, ex-Grabber Construction Products, has joined the company as regional sales mgr.-lumber & building materials for Florida and surrounding states.

Josh Ratcliff is now division mgr. of forest products for Do it Best Corp., Fort Wayne, In. Bobbi Krayer is a new member conversion specialist.

RP Acquires Farm & Ranch Chain

R.P. Lumber Co., Edwardsville, Il., has agreed to purchase the assets of the Stock+Field family of stores and plans to begin operations under new management this month.

The stores will retain the Stock+Field name, and the new owners will seek input from employees and the communities they serve as they plan for the future of the brand. The stores will continue to operate in the farm and ranch space, providing the same products and services they have been providing communities for many years.

Founded in Watseka, Il., in 1964 as Big R Stores, Stock+Field is a premier farm, home, and outdoor retail brand that has grown to include 25 stores in Illinois, Indiana, Ohio, Michigan and Wisconsin. The chain filed for bankruptcy in January and had planned to close all of its stores.

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n Building Products Digest n April 2021

ILLINOIS LUMBER & Material Dealers Association recognized Jason Plummer, vice president of R.P. Lumber, Edwardsville, Il., as its 2020 Lumberman of the Year. An ILMDA college scholarship recipient, he is the second in his family to receive the award, following his father, Robert Plummer, who won in 2013.

Joanna Olmstead, ex-Pine River Group, joined Kebony U.S., St. Clair, Mi., as Eastern North America mgr.

Michael Barr, operations mgr., Raymond Building Supply, North Fort Myers, Fl., has been promoted to VP-operations.

David M. Ling has joined Beisser Lumber Co., Grimes, Ia., as VP-business development.

Jarrod Mosteller is the new general mgr. of Russell Forest Products, Hartselle, Al. William Batts III, president, CEO and co-founder of Specrail, has retired from Porcelen LLC/Specrail, Hamden, Ct., after 48 years in the industry. Jeffrey T. Pierson succeeds him as president/CEO. Mike Vertnik, ABC Supply, has been promoted to district mgr. for the West Central District, encompassing Iowa, Minnesota and Nebraska.

Mark Shunatona has joined the inside sales team at Builders FirstSource, Gaylord, Mi. Jeff Leys has been promoted to president and COO for Novo Building Products, Zeeland, Mi. Alma Garnett has been appointed senior VP, commercial roofing sales for GAF, Parsippany, N.J. Pat Lynch has been promoted to VP of sales for Timber Products, Springfield, Or. Earl Newsome, Jr., Linde PLC, has been added to the board of directors for Beacon, Herndon, Va. Joe Simms has been promoted to chief diversity officer for Stanley Black & Decker, New Britain, Ct. Mark Tibbetts has joined APA–The Engineered Wood Association, to begin the transition to president on July 1, when Ed Elias will retire.

Craig Forbes, Weyerhaeuser Co., has been elected chairman of the Southern Forest Products Association, succeeding Vince Almond. Almond Brothers Lumber Co. New vice chair is Will Lampe, Lampe & Malphrus Lumber Co., and treasurer Mark Richardson, Westervelt Co. Iris Audit is the new bookkeeper for Mungus-Fungus Forest Products, report co-owners Hugh Mungus and Freddy Fungus.

Building-Products.com

DW Enlarging Millwork Operations

DW Distribution, DeSoto, Tx., is expanding its millwork operations with the addition of a new door unit production facility.

“Forged through customer trust and support, strong vendor partnerships, and robust market demand, we have finally outgrown our 21-acre DeSoto millwork facility. So, we’ve made yet another strategic decision to expand our millwork facilities to an even greater level,” said Aaron Elliott, president. “This summer we will move our door unit production facility to a new location three miles from our current millwork campus.”

The new plant will be nearly twice the size of its current facility, allowing for a significant increase in capacity to keep up with market growth.

Upon completion of the facility, DW will repurpose the newly freed space at the DeSoto campus to further grow its millwork distribution business, increasing space for new and current millwork offerings.

and address gaps currently limiting the SLB’s ability to protect existing markets and expand market share for softwood lumber. Additionally, the funds will allow the SLB to: • Increase investments in core programs to ensure the successes in growing market share are not eroded by aggressive and disparaging competitor campaigns as well as recapturing share of voice taken by competitors.

• Establish a wood education program targeting post-secondary architecture and engineering students and young professionals.

• Expand trade training programs for general contractors and installers to address training gaps and skills development, specifically focused on mass timber and related lumber-based building systems.

• Increase support for applied technical research, innovation, and early-adopter programs to maximize and leverage public and private funding.

“The SLB welcomes the news approving the assessment increase,” said Cees de Jager, SLB president and CEO. “The additional investment from the lumber industry enables the SLB to build on the successful program it has established over the past nine years, and pursue new initiatives that leverage softwood lumber’s unique value proposition to solidify its position in an ever evolving market.”

According to SLB, its investments have generated over 7.5 billion bd. ft. in demand since its inception, delivering an average ROI of $25.22 for every $1 spent.

Weyco Buying Alabama Timberlands

INDEPENDENT Palmerton Lumber, Palmerton, Pa., has been acquired

by Altoona, Pa.-based chain Your Building Centers.

Weyerhaeuser Co. has agreed to purchase 69,200 acres of high-quality Alabama timberlands from Soterra, a subsidiary of Greif, Inc., for approximately $149 million.

The deal is comprised of highly productive timberlands in southwest Alabama, about 100 miles north of Mobile. Its well-stocked timber inventory includes 76% plantation acreage with average age of 14 years, and an opportunity for increased productivity over time.

YBC Buys Pennsylvania Lumberyard

US Fence Parts with Binford Supply

Your Building Centers has grown to 17 locations with its acquisition of Palmerton Lumber Co., Palmerton, Pa. The deal closed shortly after the passing of Andy Pisulak (see obituary, page 68), who founded Palmerton Lumber in 1995.

His son, Steven Pisulak, said that YBC is a great fit for Palmerton Lumber and its employees, and that he knows his father would be very proud knowing the acquisition has been completed.

Palmerton become the fourth YBC property to continue operating under its own name, in addition to 13 YBC-branded locations, all in central Pennsylvania.

Assessment Increases for Softwood Lumber Checkoff

The assessment for the Softwood Lumber Checkoff has increased from 35 cents to 41 cents per thousand board feet, effective April 1.

The Softwood Lumber Board, which administers the program with oversight by the USDA, says the additional funds will allow it “to build on its success in maintaining and expanding markets for softwood lumber.”

Assessments are collected from U.S. sawmills and importers and used for projects designed to increase the demand for softwood lumber within the U.S. With additional funds from the increase, the SLB will strengthen current programs

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n Building Products Digest n April 2021

U.S. Fence Solutions Co., a portfolio company of investment firm Building Industry Partners, has sold Binford Supply to Fencing Supply Group. FSG is a new investment platform focused on building a group of leading independent fencing distributors, and is an affiliate of The Sterling Group, a private equity firm based in Houston, Tx. Binford Supply was founded in 1950 and has grown to become one of the largest residential and commercial fencing distributors in the U.S. With over 150 employees across 13 locations in Texas, Oklahoma and Colorado, Binford will continue to be led by president Jeff Cook.

Matt Ogden, managing partner of BIP, said, “Our journey with Binford began many years ago through our relationship with its prior owner and CEO, Steve Stanley. We feel fortunate to have partnered with Steve in 2017, and later with Jeff Cook when he joined as President of Binford in 2018. BIP is proud to have been a partner to Binford’s people and a steward of Binford’s business, and we’re excited for the organization to join Fencing Supply Group and continue to elevate Binford’s leadership role in the fencing industry.”

Following the sale of Binford, U.S. Fence will focus on growing its core fencing installation businesses. U.S. Fence owns Colorado fencing installer Split Rail Fence, guardrail fabricator Ideal Fencing, and Western Access Controls, a designer and installer of automated gate and access control system throughout the Rocky Mountain region.

Building-Products.com

Orgill Online Event Hits Home Run Orgill Inc. enjoyed huge attendance and record sales at its Spring Online Buying Event, while rolling out a series of enhancements that made the twoweek virtual event more intuitive and user-friendly for both exhibitors and retailers.

“We are pleased with customers’ response to our second Online Buying Event, which was highly attended and drove record sales. We learned a lot from our first event last fall and our team and vendors incorporated some great improvements into this event designed to make ‘working the show’

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as easy and efficient as possible,” said Boyden Moore, president and CEO. Preliminary results for the show, which took place Feb. 8-19, indicate that more than 9,200 retailers attended the Spring Online Buying Event, and sales during the buying window topped those posted during the fall show and set another new record for Orgill Markets. In all, nearly 1,000 vendors participated in the event offering retailers special buys, unveiling new products and helping retailers prepare for the upcoming selling season.

“I think that the success of this event

n Building Products Digest n April 2021

is a reflection of not only the strength of the industry right now, but also that retailers are more and more comfortable doing business in this new online environment,” Moore says. “Last year, we made the announcement that we were shifting our approach to Dealer Markets and that online events would become an integral part of our plans for shows going forward, even when we can gather in person. The results of this event clearly suggest that this is the right path.”

Some of the enhancements made to the Spring Online Buying Event included features such as more streamlined communication options for attendees to interact with vendors, adding functionality that allowed retailers with multiple stores to process orders more easily, and enhanced dropship purchase capabilities.

Another new feature added for attendees at the Spring Online Buying Event was the ability to run an EDGE Buying Report. The report allows users to easily compare their purchase history alongside all the programs and specials available during the market to help them more easily take advantage of the special buying opportunities most relevant to their businesses.

“I definitely think they made some big improvements over the first online event,” says Dan West, brand manager at Parkrose Hardware, which has five locations based in Oregon. “The ability for us to order for multiple stores was a lot easier this time, and that’s a big deal for us. I also think the overall interaction with vendors was a lot easier because everyone was just more familiar with the way the system works.”

Misty Stenger of Lumber Direct, Greencastle, Pa., noted, “I am really pleased with what Orgill has done. I certainly miss going to the live shows, but there are also things you can do during the Online Buying Event that you couldn’t at a regular show. There is a certain convenience to sitting in your office and being right next to your POS terminal, or being able to run down to your sales floor to look at things while you are browsing the show. There were five of us working the show and it seemed to be a lot easier for us than at the first Online Buying Event. Part of that is because we are more familiar with how it works, but we also appreciate the enhancements Orgill made.”

Orgill’s next dealer market is scheduled to take place in Chicago on Aug. 26-28.

Building-Products.com

BUILD LONG LASTING STRUCTURES WITH POWER PRESERVED GLULAM®

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Anthony Forest Products Company, LLC

LEAD SHARK Kevin O’Leary (left), co-star of ABC’s Shark Tank, spoke on business during the pandemic, then participated in a Q&A with LBM Advantage president/CEO Steve Sallah during the show.

LBM Advantage Swims with the Shark

Kevin O’Leary, co-star of ABC’s Shark Tank, advised LBM Advantage members on how to rise to the top even during a pandemic at the 500-member co-op’s recent annual buying show.

Typically held in Florida, this year’s edition took place virtually Feb. 22-24, bringing the co-op’s membership and staff face-to-online-face with hundreds of quality LBM vendors. Virtual booths enabled vendors to share product sheets, videos and other assets, along with a live virtual Zoom room to meet with Advantage members. They also had the ability to set up one on one meetings with members and staff, which resulted in a productive week.

“The virtual appointments were a bit like speed dating, but I met a lot of national sales reps and I benefited a lot from the three days,” said longtime member Jay Ward, Ward Lumber, Jay, N.Y. Exhibitors offered exclusive show specials promoted in advance, and many also had booth-only specials available to members who visited their virtual booths.

IT WASN’T strictly business, as members were treated to an exclusive virtual concert by country music’s LeAnn Rimes.

“It was essential to the show’s success that we bring our partners and members together. Even in a virtual environment, our members were able to speak with vendors, learn more about products and make deals. The technology worked well, and that made for a successful show,” said Tom Molloy, executive vice president, products and programs.

One featured speaker, Steve Frawley, Frawley Sales & Strategy, delivered a well received presentation on strategic growth.

For fun, country superstar LeAnn Rimes performed an exclusive virtual concert, and a virtual mixology lesson and trivia contest was available to members. Closing out the show, awards were presented to Advantage’s 2020 vendors of the Year, while members won several raffle prizes.

– Serving the industry for over 30 years – Phone:

800-763-0139

• Fax: 864-699-3101

www.spartanburgforestproducts.com 50

n Building Products Digest n April 2021

Building-Products.com

THE POSSIBILITIES KEEP GROWING:

Nature’s majestic pillars.

Redwood is one of the strongest and fastest growing softwood species. It thrives in 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

PROFESSOR Craig Wortmann (top left) instructed a group of 60 LBM leaders in the finer points of sales during LMC’s recent virtual “Sales Masterclass.”

LMC Hosts “Sales Masterclass”

Sixty leaders from 30 LBM companies attended a virtual “Sales Masterclass” hosted by LMC and led by the Kellogg School of Management’s Executive Education department.

For the seventh year, LMC partnered with a top three executive education institution to offer a concentrated leadership program. The session covered sales, marketing, finance, culture, innovation and negotiation, plus building skills in

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n Building Products Digest n April 2021

financial acumen, strategic planning, and leadership. During the three-day program, leaders were immersed in interactive lectures focused on sales that included small group exercises.

The class, led by Professor Craig Wortmann, took the attendees on the sales journey, where they learned how to do a self- evaluation of skills, handle objections, and develop the power of story-telling, among other skills.

Building-Products.com

NEW Products

Lights Up Ultra Firefly Low Voltage LED Railing Illumination makes it simple to light the night alongside porches, walkways and decks.

New Firefly is an integrated system that is designed to provide a soft glow to paths from under Ultra Aluminum railing post caps. Assembly is simple, with a complete kit with easy-tofollow installation instructions.

Blue Overhead Emulating the haint blue shade currently being revived in the South as a romantic ceiling color, Versatex Building Products has introduced Piazza Blue, a color-through, solid-PVC beadboard.

It is available in a full 5-1/2” (nominal 6”) profile, in 18’ lengths.

n ULTRARAILING.COM (800) 656-4420

n VERSATEX.COM (724) 857-1111

Drill & Plug

Synthetic Siding RISE Siding from RISE Building Products is the only exterior siding product available in a 20’ length, which minimizes unsightly seems, and results in significantly less jobsite waste.

It’s available in a vertical woodgrain finish, and offered in all the typical sizes needed to complete the exterior of a home.

It comes pre-finished in white, and seven colors designed to work with all home styles.

Although the synthetic fiber siding looks and works like real wood, it is decay, rot and freezethaw resistant, offering two-sided water protection. n RISEBUILDINGPRODUCTS. COM (401) 490-4840

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n Building Products Digest n April 2021

Envision Building Products now offers the Pro Plug Hidden Fastening System for use with all full-profile deck boards and colors.

Made by Starborn, Pro Plug allows installers to face-fasten deck boards while eliminating visible screw heads and holes.

The system consists of epoxy-coated carbon or stainless steel screws, a PVC/composite tool that attaches to a standard drill/driver to drive screws to the correct depth without overdriving or stripping the screw, and plugs made with Envision’s decking material to match boards. Just drive the screw with a standard drill until the auto-stop mechanism fully engages, insert the plug into the hole above the fastener and tap into place with a hammer. n ENVISIONDECKING.COM (800) 641-4691

Drift Clip Simpson Strong-Tie’s new HWDC head-of-wall drift clip connector provides a stiffer, stronger cold-formed steel connection while allowing for horizontal and vertical movement during high-wind and seismic events.

Fabricated from G90 galvanized steel, the HWDC secures the head of a wall to the bottom of a slab or beam. It is the first solution of its kind designed for multiple anchorage location options to allow screws to be installed closer to the bend in the hardware. n STRONGTIE.COM/HWDC (800) 999-5099 Building-Products.com

Being Independent

Orgill provides solutions that drive profits and help us grow our business!

“Working with Orgill, we have the freedom to be Hooten’s Hardware, not a generic cookie-cutter store.

We run the business the way we know it needs to be run.”

Kirk Reams l Hooten’s Hardware, Texas l An Orgill customer since 2005

Why We Like Working With Orgill: • Flexible, comprehensive retail programs • Broad product selection • Impressive retail knowledge • Supportive of our independence

Scan the QR code to find out how Orgill’s offerings help Hooten’s be successful!

1-800-347-2860 ext. 5373 • information@orgill.com • www.orgill.com

Healthy Insulation Owens Corning Pure Safety High Performance Insulation is the first insulation of its kind to be scientifically tested and identified as a consumer product more suitable for people with asthma and allergies.

The product is certified as asthma and allergy friendly by the Asthma & Allergy Foundation of America and is UL GreenGuard GOLD Certified for low VOC emissions.

Pure Safety features excellent energy efficiency with an R-value of 15, which has been newly expanded to R-21, R-30 and R-38 in 2021. The product offers resistance to dust, mold, mildew and fire, while being designed to contribute to an overall safe and healthy indoor environment. n OWENSCORNING.COM (800) 438-7465

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Mighty Miter Saw Designed with a powerful brushless motor, the new RIDGID 18V 7-1/4” Dual-Bevel Sliding Miter Saw delivers more runtime, more power, and longer motor life.

Featuring a compact and lightweight design at only 24 lbs., the cordless tool maximizes portability on the jobsite. The LED lighting system casts the shadow of the blade onto the workpiece to increase cut line visibility, resulting in greater cut accuracy. n RIDGID.COM (800) 474-3443

• Full Service Pressure Treated Lumber & Plywood • Cedar Deck Accessories • Specialty Decking Products

• Dricon Fire Retardant Plywood & Lumber • Marine Piling • Residential and Industrial Treated Lumber

Tacoma, WA 800-426-8430

Warsaw, VA 800-368-2536

n Building Products Digest n April 2021

Building-Products.com

Smart People Know It’s Not About Price

Most lumber producers are competitive on price, and Idaho Timber competes with the best of them. But far more important than what you pay for lumber is what you make on it. We work hard to ensure you make the most possible: n Our 10 mills are strategically located across the USA to deliver your wood

in 24-48 hours. You get just what you want, right when you want it, on highly-mixed trucks for much greater control of your inventory and cash. n Our just-in-time service sharply reduces stock and capital requirements, cuts

carrying costs and multiplies your turns and GMROI for higher true net profit. n Fast delivery with quick turns on less inventory protects against market risk.

Best price doesn’t necessarily mean best deal. Call Idaho Timber to learn how we can help you make the highest net return on your lumber inventory.

We make you more profitable.

(800) 654-8110 Building-Products.com

April 2021 n Building Products Digest n

57

Cable Vision RDI by Barrette Outdoor Living is expanding its Avalon Aluminum Railing product line with the addition of horizontal cable rail.

The Avalon cable rail system is a total solution including a comprehensive range of posts, beams, cables and fittings in multiple sizes and lengths.

The new cable rail provides a high-end modern look in white, matte black, and matte bronze finishes in both 36” and 42” rail heights. Beam kits for cable come in 6’ and 8’ lengths for both level and stair applications. Cables are 316 grade stainless steel and offered in lengths of 10’, 20’, 30’ and 50’.

All three Avalon top rail options—Pellinore, Tristan and Oberon—can be utilized with the cable rail infill.

Peel & Stick In-Floor Heat The only peel-and-stick, primerless, cut-to-fit, ground wired in-floor heating system in an ultra-thin profile has been introduced by Protecto Wrap.

Peel & Heat Cutting Edge’s length can be cut down to fit the room’s layout right out of the box with no dry or curing time needed. Just peel and stick, run the pre-wired mat into the thermostat (sold separately) and then into a designated 20-amp breaker. n PROTECTOWRAP.COM (800) 759-9727

n RDIRAIL.COM (877) 420-7245

Double-Duty Deck Tape

Designed with a heavy-duty motor that delivers up to 3,600 RPM, Ryobi’s new 18v One+ 7-1/4” Sliding Miter Saw has the power to make difficult cuts or a variety of small cuts in wood.

Its lightweight design maximizes portability so you can cut what you need where you need without an extension cord. It has a 1-1/4” dust port to help keep your area clean while working. A 40-tooth carbide-tipped blade increases performance for fast, clean cuts and cross-cuts up to a nominal 2”x10”.

ODF Inc.’s FrameVent advances joist tape protection to a new level.

FV1 not only caps the joist top with a covering and a butyl adhesive, which makes fast placement and is self-sealing, but it also protects the bottom of the decking by eliminating the normal entrapped moisture. Decking is raised 1/4” on the product’s fingers, allowing water to dry away.

The fingers create a structure of support bearing the surface material placed over them while maintaining about 65% surface contact. The gaps between fingers allow air to move from one side of the FV1 to the other. The air movement from side to side, space to space, becomes the transport mechanism, releasing possible entrapped moisture. More airflow means less collected moisture over time. Less collected moisture means extended life of building materials.

n RYOBITOOLS.COM (800) 525-2579

n FRAMEVENT.COM (888) 883-4098

Sliding Miter Saw

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n Building Products Digest n April 2021

Building-Products.com

See Saw

Pro Roofing

TAMKO Building Products is launching the Heritage Proline series of premium architectural shingles with two new laminated asphalt shingles designed for easier installation and higher performance in withstanding extreme weather conditions.

Titan XT features the expanded Rapid Fire Zone nailing zone, AnchorLock layer reinforced common bond, Advanced Fusion enhanced sealants, UltraMAX Weathering top coating, and industry-first WindGuard high-wind warranty.

StormFighter IR offers similar benefits and is classified by UL for compliance with UL 2218 Class 4 Impact Resistance.

Worx 20V Power Share 4-1/2” WorxSaw compact circular saw with brushless motor delivers 10 times longer

motor life than a circular saw with brushed motor.

At 4.8 lbs. (with battery), the saw is lighter than 7-1/4” circular saws, making it highly maneuverable and nimble, even when cutting overhead.

This cordless tool uses a 4-1/2” thin-kerf blade with a 3/8” arbor size, allowing the motor to spin twice as fast as traditional circular saws. n WORX.COM (866) 354-9679

n TAMKO.COM (800) 641-4691

Stone-Look Sills Koryak Ridge is the latest color palette for Eldorado Stone’s Stacked Stone stone veneer profile.

Incorporating varied shades of white, cream and ivory, the classically elegant hue interprets the dappled highlights and shadows of diffused sunlight spilling over the contours of a rugged rock face.

The panelized format reduces installation time, which can be a benefit for builders and designers working under tight timelines. Stones within the profile measure 4” high, and can be found in widths of 8”, 12” and 20”.

Blackened Accents Char color is the latest addition to Derby Building Products’ TandoShake Cape Cod Perfection line of classic shakes, that feature clean lines and an authentic cedar texture.

Char’s unique color offers the beauty of charred, burnt or blackened wood—a look rooted in a centuries-old Japanese wood preserving process known as Shou Sugi Ban, the practice of burning wood to protect it from the elements.

The shake features an architecturally accurate, 5” exposure with crisp edges and an authentic aesthetic, in now six different colors. n TANDOBP.COM (844) 698-2636

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n Building Products Digest n April 2021

n ELDORADOSTONE.COM (800) 925-1491

Crystal Clear Bond DAP’s new hybrid adhesive, RapidFuse Ultra Clear All Purpose Adhesive, dries and stays truly clear.

With its non-brittle formula, it can be used to fill in scratches and gaps on substrates for a smooth repair. n DAP.COM (888) 327-8477

Building-Products.com

Helping you find the elusive lumber customer.

Visit Nelma4Retailers.com for marketing tools designed to help you attract more customers.

Download or order educational materials, brochures, and design tools that can help your sales team sell more Eastern White Pine and SPFs wood products.

MARKETING BROCHURES DESIGN TOOLS POSTERS

INSTRUCTIONAL VIDEO TECHNICAL BROCHURES SOCIAL PROMOTIONAL ITEMS

Nelma4Retailers.com

NORTHEASTERN LUMBER MANUFACTURERS ASSOCIATION

Light Painting Shur-Line’s new Lumi-Tech LED Pro Extension Pole and LED Pro Painter’s Pole Light both add extra light to customers’ painting projects, providing better results and help to eliminate painting frustration.

Featuring universal threads for easy attachments, the extension pole extends 4 to 7.5 ft., providing light even in hard-to-reach places. It includes five LED lights and has seven hours of run time. n SHURLINE.COM (800) 253-7856

Stone-Look Sills Derby Building Products is debuting Tando Architectural Sill and Architectural Sill Corner to complement TandoStone composite stone. Both products are architecturally accurate and offer the realistic look and feel of natural stone.

Designed with a slope forward to direct water away from a structure, the sill products offer superior moisture management while delivering beauty and functionality. The complementary sill corner can be used as a corner—or can be cut on the left or right side to act as an end cap to terminate a run.

They come in three rich colors: Pewter, Raven and Sable. The sill measures 30.13” long with an exposed height of 2.63”. Corners measure 5” on each face with the same exposed height. n TANDOBP.COM (954) 556-1800

Stainless Steel Connections Simpson Strong-Tie’s has introduced a Type 316 stainless-steel fastener designed, tested and approved for use with Simpson Strong-Tie stainless-steel connectors to provide excellent protection in severely corrosive environments.

Designed for applications where strength and performance are critical, the new Strong-Drive SD Connector SS screw helps protect projects from corrosion caused by moisture, salt, chemicals and countless other factors.

Made from Type 316 stainless steel and ideal for both interior and exterior environments, they have a 1/4” hex-washer head with a large-diameter integrated washer to provide load bearing area and are stamped with the Simpson Strong-Tie logo and fastener size for easy identification after installation. n STRONGTIE.COM (800) 999-5099

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n Building Products Digest n April 2021

Truss Screws The new SPAX PowerLags engineered fasteners are designed for use in attaching truss/rafters to wall plates for ensuring a building code required continuous attachment method from floor to roof.

The #14 x 6-1/4” truss screws feature T-Star plus drive within a cylindric head, patented thread serrations, and Unique 4Cut points for quick and easy installation with no pre-drilling required. They are made of carbon steel with SPAX exclusive WIROX coating, which is ideal for interior framing use. n SPAX.US (419) 636-6715

Building-Products.com

EVENT Recap NAWLA Leadership Summit: The Virtual Experience

“SPEED DATING”-NAWLA STYLE: Every 10 minutes, Icebreaker Receptions spun attendees into a new small group, such as (left trio) Michael Godman, Brandon Desyatnik, and Bill Price, and (right) David Destiche, Brian Boyd, and Angela Hamilton.

NAWLA Leadership Summit a virtual success

North American Wholesale Lumber Association packed the maximum amount of education and networking into two days at its recent 2021 Leadership Summit: The Virtual Experience.

Among the highlights were a stirring keynote by John Kriesel, a Women in Lumber Panel, and a talk by three National Association of Home Builders experts on the housing market, in which they took aim at the supply shortages and record high prices of lumber. According to NAHB, over the last 11 months, the higher price of lumber has added more than $24,000 to the average cost of building a new home. The speakers suggested they would have to work with the government to find solutions and are “looking for new trade partners” abroad, such as Sweden, Finland, Austria and Germany.

The show also provided numerous ways members could network with their industry peers, whether by setting up oneon-one or small group meetings, live chatting with fellow attendees, or by “speed networking” during the popular Icebreaker Receptions.

As a bonus, registered attendees have access to recordings of all Leadership Summit virtual sessions through October 1, 2021.

NAWLA is targeting the fall to resume in-person national gatherings, including its Wood Basics Course Sept. 13-16 in Corvallis, Or.; Executive Management Institute Oct. 24-29 in Chicago, Il.; and NAWLA Traders Market Nov. 10-12 in Louisville, Ky. The next Leadership Summit will be March 5-8, 2022, in Fort Lauderdale, Fl.

WOMEN IN LUMBER Panel featured (clockwise from top left) 2021 NAWLA chair Bethany Doss, Capital Lumber; Darcy Mercer, Olympic Industries; Donna Whitaker, Interfor; and Ashlee Cribb, Roseburg.

M&A: Jeff McLendon, US Lumber; Anthony Muck, DMSi; and Sonya Wells, SRS Distribution, participated in a seminar on the spate of mergers and acquisitions.

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n Building Products Digest n April 2021

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Peak Auctioneering – April 3, LBM auction, Suburban Collection Showplace, Novi, Mi.; www.peakauction.com.

Northwestern Lumber Association – April 6-7, yard & delivery workshop, Johnson Creek, Wi.; www.nlassn.org.

Kentucky Forest Industries Association – April 6-8, annual meeting, Embassy Suites, Lexington, Ky.; www.kfia.org.

Peak Auctioneering – April 8-10, online LBM auction, pick up from Meadow Event Park, Doswell, Va.; www.peakauction.com.

ROCK-BOTTOM specials were available throughout the 13-day Do it Best virtual spring market.

Buying Goes Over Big at Do it Best Spring Market During Do it Best’s recent virtual spring market, member retailers were buying in large volumes not just to take advantage of show-special pricing. Due to pandemic- and recent winter storm-induced shortages, many dealers were locking in supply for up to six months in advance.

For the first time, Do it Best extended the online market to two weeks, March 7-19, expecting activity to outpace even the record 2020 fall market. Also held virtually, the 2020 fall show had 52% more store owner participation than its in-person 2019 fall market. The co-op attributed the growth to ease of access (no travel needed), flexibility (essentially open 24/7 for a full week from wherever they are), curiosity (attracting members who hadn’t been to a market in a while), and opportunity (great deals).

The spring market offered outstanding buying opportunities, including the popular Sneak Peek, new limited-time Cyber Steals, “beefed-up” New Item Gallery, and Market Savings Builder tool to search for the best deals within each product category. Strategic buying presentations were also offered by Do it Best lumber, building materials, and merchandising experts, as well as Knowledge Central on-demand training sessions from industry veterans.

During his kickoff message, president and CEO Dan Starr noted the record growth Do it Best has experienced over the last eight months “across the board. As you’d expect, that’s shown across core categories like paint, hand and power tools, hardware, lawn and garden, and lumber and building materials. But we moved other products at levels never seen before. For example, grills and grill accessories surged to an 85% increase. All told, eight months through the fiscal year, warehouse sales are up 28%, directs are up 24% and lumber is up 87%. And that’s all before we head into the busy spring selling season.

He added, “We’re excited to once again provide our members a virtual experience that enables them to maximize buying and savings opportunities, connect with our experts, and help ensure they’re optimized for growth heading into the new year.”

Despite the online market’s success, Do it Best is committed to holding an in-person market in Indianapolis this fall. Consequently, it has worked with the city to amend its original dates “to ensure we are all able to get together once again.” The new dates are Sept. 27-30.

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n Building Products Digest n April 2021

Northeastern Retail Lumber Association – April 13-15, virtual intro to building materials course; April 14-15, virtual spring roundtable; www.nrla.org.

International Wood Products Association – April 14-16, virtual World of Wood Convention; www.iwpawood.org.

Peak Auctioneering – April 15-17, online LBM auction, pick up from Kansas City, Mo.; www.peakauction.com.

Associated Building Material Distributors of America – April 1518, 40th annual member & supplier convention, Hyatt Regency Lost Pines Resort & Spa, Austin, Tx.; www.abmda.com.

Indiana Hardwood Lumbermen’s Association – April 19-21, annual convention & exposition, Indianapolis Marriott Downtown, Indianapolis, In.; www.ihla.org.

Northwestern Lumber Association – April 20, Women in the LBM Industry virtual coffee hour; April 20-22, Estimating 1-2-3, Twin Cities, Mn.; www.nlassn.org.

Northeastern Retail Lumber Association – April 20-21, virtual spring roundtable; April 20-22 and 27-29, virtual basic blueprint reading course; www.nrla.org.

Kitchen Cabinet Manufacturers Association – April 21-23, spring leadership conference, Ponte Vedra Inn & Club, Ponte Vedra, Fl.; www.kcma.org.

North American Deck & Railing Association – April 22-23, awards dinner & networking event, Sheraton Sand Key Resort, Clearwater Beach, Fl.; www.nadra.org.

Appalachian Lumbermen’s Club – April 29, annual beach meeting, Myrtle Beach, S.C.; www.lumberclub.org.

North American Wholesale Lumber Association – April 29, Southeast regional meeting, Meridian, Ms.; www.nawla.org.

Mid-America Lumbermens Association – May 4-6, Swing into Spring, Holiday Shores Resort and Bear Creek Valley Golf Course, Osage Beach, Mo.; www.themla.com.

Northeastern Young Lumber Execs – May 5-6, leadership conference, Hard Rock Hotel Casino, Atlantic City, N.J.; nrla.org.

Peak Auctioneering – May 8, LBM auction, Howard County Fairgrounds, West Friendship, Md.; www.peakauction.com.

Sustainable Forestry Initiative – May 12-14, virtual annual conference; www.forests.org.

Peak Auctioneering – May 15, LBM auction, Peak Auctioneering, Kansas City, Mo.; www.peakauction.com.

Rhode Island Lumber & Building Material Dealers Assn. – May 19, lobby day & dinner meeting, Providence, R.I.; www.nrla.org.

National Lumber & Building Material Dealers Association – May 19-21, virtual Industry Summit; www.dealer.org.

Peak Auctioneering – May 20-22, online LBM auction, pick up from Kentucky Exposition Center, Louisville, Ky.; www.peakauction.com.

East Coast Sawmill & Logging Equipment Exposition – May 2122, Richmond, Va.; www.exporichmond.com.

Decorative Hardwoods Association – May 23-25, spring conference & 100th annual meeting, Sonesta Resort, Hilton Head Island, S.C.; www.decorativehardwoods.org.

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IN Memoriam Fenton Norton Hord, former CEO of Stock Building Supply, Raleigh, N.C., died March 9. He was 74.

A graduate of the University of Richmond and, for his MBA, Virginia C o m m o n w e a l t h U n i v e r s i t y, h e joined seven-unit Carolina Builders, Raleigh, in 1987 and within months was promoted from executive vice president to CEO. He retired 20 years later after helping the chain, under the Stock banner, grow to 350 locations.

He served on the board of Wolseley PLC, Cornerstone Building Alliance, and the Jian Group.

Jayson Darula, 65, trader with Atlantic Forest Products, Sparrows Point, Md., died March 12.

His 40-year trading career included stops with Empire Wholesale Lumber and Seaboard International, before joining Atlantic in 2016.

Andrew Walter Pisulak, 64, founder of Palmerton Lumber Co., Palmerton, Pa., died Jan. 20 in Allentown, Pa. A graduate of Lycoming College, he launched Palmerton Lumber in 1995 and was in the process of selling it to Your Building Centers when he passed. He also ran Lehigh Gap Seamless Gutter.

John Philip Moore, 92, former owner of Brookville Lumber Co., Brookville, Pa., died March 15.

After graduating from Kent State University in 1951, he spent two years in the Army during the Korean War. He operated the yard from 1963 to 2001.

68

Walter Lee Richardson, 85, co-founder of Wayne Lumber Co., Monticello, Ky., died Feb. 22.

After serving in the U.S. Army, he spent years traveling as a lumber grader before becoming a partner in the family sawmill business with Robert, Arlie and Bill Richardson in the early 1960s.

They formed Wayne Lumber in 1967 and added a larger facility in 1978.

Walter and his wife, Virginia, became sole owners in 1982.

In 1988, he and Wallace Murray opened W&W Hardwoods, Monticello, and established Wayne Dry Kilns, Monticello, in 1990. Walter and Virginia also entered into a partnership with Cumberland Woodlands in the late 1990s and later sold their interest to Wayne Lumber.

He was a longtime board member and 1981-1983 president of the Kentucky Forest Industries Association, a founding member and 1993-2003 trustee of the Forest Industries Workers Compensation Fund in Kentucky, and a trustee of Appalachian Hardwood Manufacturers from 1990-1996.

Charles Edwin Thomas II, 92, co-owner of Calion Lumber, Calion, Ar., died Feb. 16 in El Dorado, Ar. George W. “Bud” Black, 83, retired president of Regal Lumber Co., Warren, Pa., died March 13.

John N. Dyll, 92, longtime manager at Ace Lumber Co., Youngstown, Oh., died March 11 in Sharon, Pa. He managed Ace Lumber for many years, ultimately retiring as a VP.

n Building Products Digest n April 2021

Robert Eugene Vetter, former owner of Vetter Lumber Co., Arabi, La., died Jan. 15.

He received a Purple Heart for his service in the Marines during the Korean War. In 1960, he took over his father’s yard, operating it until the 1980s.

Leonard Gilman, 91, founder of Gilbilt Lumber Co., Burlington, Ma., died March 1.

A University of Rhode Island grad, he was also founder and president of Continental Homes of New England.

John Joseph Whalen Jr., 82, longtime North Carolina LBM professional, died Dec. 16.

After managing Moore’s Building Supply locations in Durham and Greensboro, N.H., he worked in sales for Hughes Supply in Pinehurst and Sanford, N.C. He retired in 2014.

Thomas H. Joiner, 78, former owner of Commons Lumber Co., Richmond, In., died Feb. 22.

Joseph F. Kovarik Jr., 63, owner of Kovarik True Value Hardware, Binghamton, N.Y., passed away on Feb. 23.

Earl Hedrick, 85, founder of Gainesville Building Supply, Arlington, Va., died March 12 in Riverton, W.V. In 1962 he started a construction company and within a few years established his own retail building supply.

John C. Heitkamp, 85, former CFO for Lampert Lumber, St. Paul, Mn., died Feb. 27.

Building-Products.com

ADVERTISERS Index

ATURES

d wood product on the market Page b-300Fv-2.1E r installation - 3 1/2” and 5 1/2” 52 Timber wood framing systems Initiative (SFI®) Certified nce uperior strength MSR Lumber 49 strength solution for ral applications

800.221. B E A M

9

Northern Crossarm www.crossarm.com

American Wood Technology www.americanwoodtechnology.com

55

Orgill www.orgill.com

Anthony Forest Products www.anthonyforest.com

15

Pacific Woodtech Corp. www.pacificwoodtech.com

39

ProWood www.prowoodlumber.com

Anthony Forest Products is part of the Canfor Group of Companies |

27

W W W. A N T H O N Y FO R E S T. CO M

©

Crumpler Plastic Pipe www.cpp-pipe.com

Anthony Forest Products Company, LLC

12/17/18 1:25 PM

43

CT Darnell www.ct-darnell.com

51, Cover IV

Redwood Empire www.buyredwood.com

5

Culpeper Wood Preservers www.culpeperwood.com

29

Seneca www.senecasawmill.com

47

Do it Best www.doitbestonline.com

35

Simpson Strong-Tie www.strongtie.com

21

Everwood Treatment Co. www.everwoodtreatment.com

31

Siskiyou Forest Products www.siskiyouforestproducts.com

65, 67

526 Media Group www.building-products.com

14

Southern Pine Inspection Bureau www.spib.org

23

Fortress Wood Products www.fortresswood.com

50

Spartanburg Forest Products www.spartanburgforestproducts.com

36-37

Great Southern Wood Preserving www.yellawood.com

56

Stella Jones www.stella-jones.com

53

Hoover Treated Wood Products www.frtw.com

59

Swanson Group Sales Co. www.swansongroup.biz

57

Idaho Timber www.idahotimber.com

45

Timber Products www.timberproducts.com

33

Jordan Lumber www.jordanlumber.com

34

TIVA Building Products www.tivabp.com

17

Lonza www.wolmanizedwood.com

48

U-C Coatings www.uccoatings.com

Cover I

Madison Wood Preservers www.madwood.com

Cover III

United Treating & Distribution www.uc-coatings.com

3

Manufacturers Reserve Supply www.mrslumber.com

Cover II

West Fraser www.westfraser.com/osb

22

MidSouth Design www.midsouthdesign.net

7

Weyerhaeuser www.weyerhaeuser.com

63

North American Wholesale Lumber Assn. www.nawla.org

11

Northeast Treaters www.netreaters.com

61

Northeastern Lumber Manufacturers Assn. www.nelma.org

Building-Products.com

Welcome Aboard!

BPD is excited to introduce to our readers two first-time advertisers: TIVA Building Products, producer of TIVADek premium PVC decking, and MidSouth Design, manufacturer of slotted and perforated end tags, placards and bundle tags.

April 2021 n Building Products Digest n

69

FLASHBack 55 Years Ago This Month

Women are a large, invaluable facet of today’s lumber

industry, making great strides from the business covered 55 years ago this month, in April of 1966, by BPD’s sister publication, The California Lumber Merchant. A half-century ago, the industry was nearly exclusively male and, although there were a handful of pioneering lumberwomen, females were generally relegated to subservient roles, just as in many other areas of society.

Consider some of the coverage of 55 years ago: • Speedboat racer-turned-lumber dealer Bill Cooper hatched a doozy of a promotion to celebrate the grand opening of his new Los Angeles home center: a “Win a Real Live Girl” contest.

Cooper said he was looking for something more novel than “the musty old cliche of a ribbon cutting ceremony followed by coffee and cake for the customers.”

Instead, he advertised: “Win a real live girl! All yours for five days! Nothing to buy, just come see Cooper’s fabulous new store and sign the register. If you don’t need another person around the house, you can have $250 worth of free merchandise instead.”

“Miss Grand Prize” was Carol Andreson, a professional model, actress and nurse, who was hired to appear at the opening and then spend supervised time with the winner, unless he wanted the merchandise instead. As it turned out, the 64-year-old furniture plant worker who won chose the model.

News of the promotion was picked up by all the local newspapers and 10 radio stations.

The result? The store was jammed throughout the four-day grand opening period, averaging 4,500 visitors a day.

They also came to buy, attested to by the fact that 45% of the trade during the opening was in cash sales.

“MISS GRAND PRIZE” in a Los Angeles lumberyard’s Grand Opening giveaway, Carol Andreson, reached the height of her acting career with Dean Martin in Rough Night in Jericho (1967).

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n Building Products Digest n April 2021

THE APRIL 1966 issue featured Rockport Redwood Co. on its cover. The company drew from its 30,000 acres of Mendocino County timberlands until 1968, when they were sold to GeorgiaPacific. The operations were spun off into Louisiana-Pacific in 1973 and purchased by the Mendocino Redwood Co. in 1998.

For her sake, the exposure helped Andreson in her burgeoning acting and modeling career. She appeared on dozens of TV series throughout the 1960s and did not have to return to nursing (except for frequently playing a nurse, including on Dr. Kildare, Marcus Welby, M.D., and the Jerry Lewis film The Disorderly Orderly).

Cooper Lumber ’s next marketing brainstorm?

Adopting the slogan “Even nicer than a warm puppy.”

• Copeland Lumber Yards, at the time the Pacific Northwest’s largest and fastest-growing chain with 86 yards in Washington, Oregon and California, held its annual meeting and invited the wives of the branch managers to attend.

But while the men were attending the business sessions, the ladies were enjoying a preview showing of Good Taste in Decorating, a 25-minute film produced

by Copeland’s exclusive paint vendor, Boysen Colorizer.

Prior to the showing, the wives were served tea and refreshments by Mrs. Copeland.

• The Los Angeles Hoo-Hoo Club held its annual Valentines Day dinner dance—one of only two events all year that females were permitted to attend. (Perhaps as a consolation prize, a few pages later The Merchant ran an ad soliciting members in the fledgling National HooHoo-Ette Club (“Attention: Lumbergals!”)

The Valentines party crowd was entertained by singer Karen Valentine, who was born in logging town Sebastopol, Ca., competed in the Miss California pageant, and studied drama at UCLA. To that point, Ms. Valentine’s television credits consisted of one shot as a backup singer/dancer on The Ed Sullivan Show. But shortly thereafter, she was hired to appear as the hostess, known as The Resident Dream Girl, on the Chuck Barris game show Dream Girl of ’67.

That quickly led to Room 222 and her own series, Karen.

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