BPD May 2016

BPD

MAY 2016

Building Products Digest

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

SPRING DECKING ISSUE • MILLWORK • NAWLA WHOLESALERS SPECIAL SECTION

You take pride in craftsmanship.

We take pride in innovation.

NEW TORX ttap Drive System and 2" Screw Length!

View a Cortex Trim installation video

Introducing the New 2" Cortex Hidden Fastening System for PVC Trim!

The FastenMaster family of Cortex hidden fastening products now offers the innovative TORX® ttap® Drive System.

Cortex is the fastest, easiest and strongest way to hide fastener heads when installing PVC trim.

· 2" fastener length allows for more versatility in 5/8" and 5/4" trim applications · No special tools required · Stability button keeps fasteners straight · Virtually eliminates cam-out · Easy screw removal

Set the Cortex screw, then tap in the Cortex plug. Made from the same material as the decking or trim board.

www.FastenMaster.com/hiddenfastening

Cortex completes the job!

800.518.3569

Hidden Fastening Systems

Pride in Craftsmanship

BPD

May 2016

 Volume 35  Number 3

Building Products Digest

BPD

Building Products Digest www.building-products.com

A publication of 526 Media Group, Inc.

151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626

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

Special Features

In Every Issue

8 FEATURE STORY

6 ACROSS THE BOARD 18 COMPETITIVE INTELLIGENCE 20 OLSEN ON SALES 22 EVANGELIST MARKETING 34 MOVERS & SHAKERS 60 SELLING WITH KAHLE 62 APP WATCH 62 ASSOCIATION UPDATE 65 NEW PRODUCTS 75 IN MEMORIAM 76 CLASSIFIED MARKETPLACE 77 DATE BOOK 77 ADVERTISERS INDEX 78 FLASHBACK

MAKING DECKING SELECTION EASY

10 INDUSTRY TRENDS

TARGETING URBAN ROOFTOP DECKS

12 PRODUCT SPOTLIGHT

THE LATEST IN DECKING: FIBER CEMENT

14 MARGIN BUILDERS

EDGE-FREE DECK FASTENING

16 MANAGEMENT TIPS

PARTICIPATE IN DECK SAFETY MONTH

28 INDUSTRY TRENDS

KITCHEN/BATH MILLWORK RISES

36 INDUSTRY TRENDS

THE YEAR AHEAD IN DISTRIBUTION

42 NAWLA SPECIAL FOCUS 18-PAGE SPECIAL SECTION

72 EVENT RECAP: TEXAS DEALER EXPO

Online BREAKING INDUSTRY NEWS, EVENT PHOTOS, & VIDEO

BPD DIGITAL VERSION

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

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Building Products Digest

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

How to Advertise

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

How to Subscribe

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BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626, (714) 486-2735, Fax 714-486-2745, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2016 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

Building-Products.com

ACROSS the Board

By Patrick Adams

Am I alone?

I

’LL ADMIT IT… I watch bad television. I know when it started and I’ll get to that in a minute, but even I am amazed sometimes at what I watch. The other night, I’m watching a “survival reality” show that puts two people in horrible locations around the world to see if they can survive for 21 days.

My daughter asked me, “Why are they afraid?”

I say, “Because they’re alone.”

“Why is being alone scary?”

“Not sure, but it seems that people, just like animals, like to have other people around. It makes them feel safe and comfortable.”

She thought about that for a while and finally said, “That doesn’t make any sense. Scary things can still happen even when there’s people around.”

Our industry has become a place of comfort for me and my family because I have found an environment full of people who appreciate the same things as me—family, hard work, values and doing the right thing. However, I wonder if the things that surround us outside our industry are changing?

I remember when I used to think most of the world thought about things the same way that I did. I said the Pledge of Allegiance every morning at school and when I did, I thought about the words and they made me proud. At baseball games when it was time for the National Anthem, I took off my hat, stood up and was emotional at all that has been sacrificed so that we can have the life that we have today. When I’m at industry events and in our offices every day, I still feel that way.

I started watching bad TV quite a while ago now because when I turned on the news every night, it would have me believe that not a single good thing happened anywhere in the world the entire day. I commute home from

work and those around me give me the impression that I did something wrong by simply being on the road with them. I watch our Presidential candidates yell and scream and attack and act like bullies… so they can earn the right to “represent us.” Is this the best we have to offer? Does this represent how we feel and what we believe? Have we entered a time where being selfish, being a bully or being dishonest is the winning formula? I don’t subscribe to this way of thinking and I’ve chosen to simply avoid it all together.

We are better than this! I know it for a fact because I just returned from an industry event full of “competitors” who like the rest of this industry, are some of the best people I’ve ever met. Many of them I call “friends”—not because it benefits the business but because they’ve met my family, know stories about me and truly care about us.

I’ve had people in this industry go out of their way to lend a hand when there was absolutely no good reason they should have other than it was just a good thing to do.

Competitors don’t attack each other and they don’t lie to customers to sell more, because that would be wrong.

There are countless examples in our industry where multiple generations have followed their fathers into the business, not because it was easy or to become wealthy, but because there was a history and a legacy that meant something more to them.

I believe our industry used to be a reflection of our country at large and its values, but it’s beginning to feel more like we’re in a very special cocoon. I imagine what it would be like if the entire country and our leaders operated as this industry does?

Like all of you, I do “this” for a reason bigger than a paycheck. I suppose we could all make more money if we wanted to, but I wanted more than that. I wanted to work in a way that reflected my values, allowed me to create an environment that supports my team’s lives and do something that matters. Thankfully, I’ve found that in this great industry with all of you. It’s up to all of us to keep it this way and not get “infected” by what we see and hear going on around us. Not because it’s popular or will make us more money but because it’s the right thing to do and we’re those kind of people where things like this still matter.

“Being the richest man in the cemetery doesn’t matter to me. Going to bed at night saying we’ve done something wonderful, that’s what matters to me.” ~ Steve Jobs Patrick S. Adams Publisher/President padams@building-products.com

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Building-Products.com

AZEK Deck is greater than everyday stains.

ALLOY ARMOUR TECHNOLOGY™ is the next generation of deck capping that makes AZEK Deck resistant to stains, moisture, and fading. Its inorganic polymer cap and core also resist mold, mildew, and rot. Plus AZEK Deck is now covered by an industry-best, 30-year Fade & Stain Limited Warranty. When innovation and material science combine with style, the result is AZEK Deck. Visit AZEK.com/deck.

Deck shown in Vintage Mahogany

FEATURE Story

By Mike Descoteaux, DuraLife

Making decking selection easy

A

followed by performance and value are still the main criteria for selecting decking. This is especially true with composite materials given the ever-growing array of finishes, textures and price options.

Consequently, homeowners and contractors alike are often overwhelmed by the sheer number of brand and product choices. This makes loyalty to one particular brand nearly impossible and the sales process even more complicated and less predictable.

Further intensifying the entire experience for all involved are the varied offerings of the numerous suppliers serving the market. Why is it that most decking manufacturers actually limit a homeowner’s choice by only offering specific colors at each performance level or price point?

Under this model, the poor, frustrated homeowner is simply out of luck if the chosen color of one decking product doesn’t match the performance or price of another within that same manufacturer’s line.

Conversely, some leading suppliers offer as many as five or six separate deck boards with three to five colors per product and three length options. To carry a full inventory of just one of these manufacturer lines, a retailer would need to stock approximately 150 SKUs and that doesn’t even include their complementary railing products.

Warehousing then offers another ESTHETIC APPEAL

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THE PROLIFERATION of options in decking and railings is giving many dealers “SKU creep.”

(Photos by DuraLife)

May 2016

Building-Products.com

set of logistical nightmares under this scenario with the proliferation of all the appropriate decking products and colors negatively impacting both retailers and distributors. The understocking and overstocking of products, increased inventory costs, and expanded lead times are just a few of the ongoing problems related to “SKU creep.”

Other challenges scroll all the way down to new product lines and colors that are promoted by manufacturers at the start of each new season as older, slow moving products or colors back up on the shelves. This results with overstocked distributors unable to warehouse all the latest colors and options from manufacturers and increases the number of job-lot deliveries to retailers with heightened handling and delivery costs.

Manufacturers also experience the strain caused by increased inventory costs and/or lead-times as distributors become hesitant to order products with unknown returns. These slow movers must inevitably be discounted at the end of each season further reducing distributor sales margins.

Fortunately some manufacturers have developed a very simple solution to this seemingly complex problem that does not include stocking every deck product imaginable. It starts by helping consumers to make knowledgeable and informed buying decisions before they ever reach the showroom floor. This includes providing samples across manufacturers’ complete lines of deck products.

Research has shown that 60% to 70% of leads are successful when the customer makes the effort to thoroughly explore their decking options and then take the time to review choices with significant others in the privacy and comfort of their own homes.

For instance, DuraLife facilitates such decisions by fulfilling customer requests for complimentary decking samples in any combination of collection, profile or color. Nearly 6 inches square, each miniature deck board can be chosen from any three of profiles available in a choice of four variegated, non-repeating woodgrain patterns or earth tones. Another option is the choice of sample railings in eight separate colors and dock planks.

Once the requests are fulfilled, the leads are presented to local retailers for outreach. With much of the upfront work already done, the sales process is then greatly expedited without the Building-Products.com

RESEARCHING and qualifying customers’ wants and needs up front can help quickly zero in on the best decking for them.

worries or costs associated with having not enough or far too much stock on hand.

It also takes the pressure off retail sales staff, who are not put on-the-spot by inquisitive customers just beginning to review their options. The process is backed by a comprehensive print and online marketing campaign as well as the vetting of leads by company sales representatives.

In an era spent constantly battling increasingly shrinking bottom lines, distributors and retailers are constantly looking for new ways to increase profits and efficiencies through proven

sales and lead-generation programs.

There are many quality decking manufacturers, but few that dedicate themselves to the best interests of their partners and customers with the continued introduction of new methods that streamline the sales process, while decreasing costly overhead. Never sacrifice quality and reliability for price. It’s always best to align with partners that provide all three.

– Mike Descoteaux is marketing manager for DuraLife Decking & Railing.

More information is available at www.duralifedecking.com, (800) 8668101, or info@duralifedecking.com.

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INDUSTRY Trends

By Stephanie Ornelas

Sky-high luxuries and other trends in decking

M

ORE AND MORE we’re seeing a growing desire for enhanced outdoor living and it all starts with decking. While there are many kinds of decks that range from all types of styles both big and small, one thing is certain, the desire for efficient decking in which its quality matches its attraction is not slowing down.

We’re seeing a growing demand of quality decks despite the cost. Now more than ever, homeowners are paying close attention to the quality of the decking rather than the price.

A desire to blend the inside with the outside is also a growing trend as well as roof-top decking for multifamily living.

Multi-family Amenities

Something that’s worth taking note of is the growing trend of rooftop decking in urban areas. Rooftop spaces are quickly becoming a big deal in upper middle-income households, and are now a must-have in mid- and high-rise buildings. This trend is likely the most appealing for young professionals.

Phoenix-based Capital Lumber has been developing and supplying this market with Pau Lope brand ipé decking. The distributor has seen rising demand for rooftop spaces, particularly in metropolitan areas.

Capital is capturing the rooftop hardwood decking market in two ways. For flat and level roof space, traditional deck boards are being installed over a conventional lumber sleeper network. Many of these installations are with edge grooved deck boards, which utilize hidden fasteners.

When roof space is irregular or

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ROOFTOP decking is a growing trend in many urban cities due to an increasing desire for quality in outdoor living spaces.

(Photos courtesy of Pau Lope Co.)

sloped, Capital features its Paul Lope Ipe’ patio tiles, 24” x 24” squares, which are installed over a pedestal sleeper network, thus creating a level deck surface.

“We find the greatest roof top deck opportunity with our patio squares.

We’re able to assist with the pedestal designs and take-offs, which our customers say is a big help,” said Justin Blue Hixson, product manager with Capital in Healdsburg, Ca. “With city property sizes so tight, if you can’t go out, we find opportunity in going up and our San Francisco Bay Area market is leading the way,” Hixson added. He predicts we’ll be seeing a lot more of this trend in cities like San Francisco around the U.S. May 2016

Bringing the Outside In

One of the biggest trends we’re seeing in decking is the expansion of indoor styles to outdoor living areas.

Homeowners are searching for more ways to extend the interior of their home into their backyards and patios.

According to the Northeastern Retail Lumber Association, homeowners now prefer the variegated and rich, dark colors that complement indoor flooring options.

Bringing the inside out also means decks are becoming more innovative.

Outdoor BBQs/kitchens are becoming more popular and automation is making way for new innovations. Homeowners want to bring their TVs and entertainment systems outside, allowBuilding-Products.com

ing them to control everything with the touch of a remote-control button.

Quality over Quantity

As more homeowners start to pay closer attention to the details of outdoor living and decking specficially, it’s apparent that most will find that spending more for quality decks is a smart decision. “With redevelopment and new money coming to revitalize the metropolitan urban areas, we see an increasing need for quality outdoor living space,” Hixson added.

The desire to enhance outdoor living spaces combined with a new generation of urban-loving millennials is paving the way for a new trends in decking. According to Jim VanPelt, owner of Pau Lope Co., “As far as recent deck trends, we’re seeing more buying and paying for the best.

Whether in ipe’, hardwood, softwood, composite—there is a trend for paying more for better quality and longer lasting products.”

IRREGULAR ROOFTOPS that are sloped or uneven are no exception to the trend. In these instances, Capital sells Pau Lope ipé 24” x 24” patio tile squares, which are installed over a pedestal sleeper network (upper right). The end result (lower) is an even, level deck surface with a stylish facade.

Building-Products.com

May 2016

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PRODUCT Spotlight Fiber Cement Decking

The latest deck material:

Fiber cement

O

reserved for trim and panelized products, such as siding and backerboard, fiber cement is now making its way to the outdoor living movement.

Plycem is introducing to the U.S. the Allura fiber cement decking collection, taking advantage of the material’s inherent weather resistance, moisture imperviousness, durability and attractiveness.

The decking line is engineered with NCE A TECHNOLOGY

a proprietary direct processing system that creates the natural look of wood and designed to add more authenticity to every customer’s design. The line is made to possess all the aesthetically pleasing features that come with having a natural wooden deck.

Because the line features an advanced formulation, the product is designed to be highly resistant to fire, it’s eco-friendly, and cooler on your feet. It has also been formulated to

A NEW KIND OF DECK: Fiber cement decking is designed to eliminate costly repairs associated with water damage, fading deck color, wood rot, wood-boring insects, and board gaps.

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resist wood-boring insects and rotting.

The company is really pushing the significance of these important features as they all lead to some key aspects that every homeowner desires: longlasting performance and durability and ultimate comfort.

While a classy facade is starting to become more of a big deal to homeowners, Allura is also noticing that a growing desire is convenience, easy installation and low maintenance. The company hopes to prove that its fiber cement decking line will simultaneously cater to these needs.

A trend that’s making headway right now is the natural, classy wood tone that blends well with the outdoors. To accommodate this, the decking line offers a cedar grain texture and a natural wood brown color with an optional groove or solid edge, and all backed by Allura’s 15-year ColorMax warranty. The features appear to be realistic with a broad choice of stains and styles.

“The only time you have to repaint or stain fiber cement is if you want to change the color,” said Tom Taylor, Allura director of customer relations.

“Allura decking looks like wood, but with none of the hassles. Fiber cement is changing everything we previously came to accept about backyard decks.

It’s an affordable choice for transforming a landscape.”

Declaring that the product is a great low-maintenance alternative to wood and a sustainable, long-lasting product, it seems as though Allura’s is finding an alternative way to enhance this new wave of outdoor living.

Building-Products.com

MARGIN Builders

By Chip Manger, CAMO Edge Fastening

Deck builders look to edge-free fastening

N

OW AN EXTENSION of the home, homeowners are currently spending tens of thousands of dollars either refurbishing dilapidated decks or creating lavish spaces complete with multiple tiers, built-in seating, outdoor kitchens, hot tubs, electronics and space heaters. Given the investment along with higher performance and aesthetic expectations of homeowners, the demands for “outdoor room” looks have never been stronger.

As a result, deck fastening has evolved greatly over the past several years to accommodate the natural wood decks that have dominated the category and the growth of low-maintenance composite and PVC decking.

For instance, hidden systems such as clips and plugs were introduced for

grooved boards that met the demand for higher end indoor flooring looks and safer surfaces.

But, there are disadvantages. In addition to costing more than traditional face fastening, they can be time consuming to install and can misfire if not placed properly. It also takes a general amount of installation expertise to keep the systems from loosening and producing deck boards that do not squeak or crack over time.

On the other hand, galvanized or even stainless steel screws that are face-fastened from the top of the board are clearly visible, more vulnerable to moisture penetration, and can present a safety issue when deck boards split and fasteners pop.

Color-matched screws are less visi-

GUIDE TOOLS position the deck screws and provide automatic gapping for easy installation.

(All photos courtesy CAMO/National Nail)

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ble, but unless the screw heads are plastic coated, they can also get red hot in the sun, since metal heats up much more quickly than wood or composites.

Screws not specifically designed for capped decking can also produce unwanted affects such as dimpling (an indentation around the screw head), white shearing (the stretching of the outer layer which causes white stretch marks around the head) and curled waste (small attached pieces of plastic that form around the screw head).

Contractors want barefoot-friendly options that give their customers a better aesthetic over time.

These issues have set the stage for secure, fastening solutions that combine the aesthetics of hidden clips and plug systems with the fast, easy installation of face-fastening. “My customers are looking for outdoor deck styles that mirror the indoors,” said Dominick Paragano, a sixth generation builder and owner of Paragano Construction in Short Hills, N.J. “That is why a fastener-free look has risen to the top of their lists—they want a clean, luxurious indoor flooring look taken to the outdoor deck.”

Paragano is a proponent of edge fastening, which he calls the next generation of deck fastening. Edge fastening employs a simple technology that is easy to use and is up to 25% faster and 50% less expensive to install than clips. This method can utilize edge deck screws, guides that position the screws and provide automatic gapping, and bits that ensure depth of drive. And they’re easy to use—just set the guide on the deck board over Building-Products.com

MAKE BEST USE OF THE AVAILABLE LABOR POOL:

HELP BUILDERS FRAME IN FEWER HOURS INSTALL LESS MATERIAL:

UÊ1,502Ê i>ÀÊviiÌÊ vÊi } iiÀi`Ê ÊÊÊÜ `Ê«À `ÕVÌÃÊÛðÊ2,498ÊviiÌÊ vÊ ÊÊÊ` i Ã Ê Õ LiÀÆ U 936Ê > ÃÊÜ Ì Ê 7*ÊÛðÊ2,289Ê ÊÊÊ > ÃÊÜ Ì Ê` i Ã Ê Õ LiÀÆ UÊ3,029Ê LðÊÌ Ì> ÊÜi } ÌÊÜ Ì Ê 7*]Ê ÊÊÊ5,406Ê LðÊÜ Ì Ê` i Ã Ê Õ LiÀ° UÊ/Þ« V> ÊÓ]äääÊõÊvÌÊyÊ À°Ê AVOID CALLBACKS FROM DIMENSION LUMBER:

COLLATED stand-up tools make installation even faster and easier.

the joist, load the screw, and drive the fastener into the edges of each board with a drill. The guides, which can cost anywhere from $20 to $50, work with virtually any decking material, have variations to accommodate nominal 6” boards as well as narrow boards, and offer multiple gap options including a no-gap option for treated wood decks that attaches to any drill and can also be used with secondary spacers to achieve other desired gaps.

The faster and more affordable edge-fastening methods have advantages that extend beyond the enhanced aesthetics of a fastener-free surface.

Edge fastening can help add life to the deck by reducing moisture absorption and surface cracking around the fastener, since the fastener is not fully exposed on the surface.

From a safety perspective, edge fastening provides the peace of mind of never having to worry about protruding and unsightly screws loosening over time to create tripping or hazards for bare feet. No matter if the board is square shouldered or grooved, there are no clips that have to be held in place at just the right angle or timeconsuming plugs. “My crews are addicted to edge fastening,” said Paragano, “because it’s so fast and easy, and very intuitive.” He noted they jokingly wanted to figure out something else to do with the guides Building-Products.com

because they saved so much time on the job.

To further fulfill the desire for smooth, fastener-free surfaces and high-speed installation, one edge-fastening system has been developed that combines the speed of a collated tool with the convenience of stand-up installation. In this case, the installer just walks along the length of the board and fastens it quickly, saving the installer both time and physical wear and tear on the knees and back.

Collated stand-up versions average around $300.

In addition, edge fastening works equally well with most forms of decking ranging from composites and PVC to pressure-treated softwoods, cedar, and tropical hardwoods like mahogany and ipé. “When it comes to speed, strength and a beautiful surface, I think edge fastening is the wave of the future,” said Paragano.

As more contractors seek to bring the beauty and comfort of the indoors to homeowners’ outdoor spaces, they will continue to investigate new fastening systems for decks that speed installation and save time and labor— with stunning results.

– With 31 years of experience in the lumber and decking industry, Chip Manger is vice president of business development for CAMO Edge Fastening at National Nail, Grand Rapids, Mi. May 2016

DIMENSION LUMBER

UÊ vviÀ }Ê`i«Ì ÃÊ> `Ê ÃÌÕÀiÊÊ Ê ÊÊÊV> ÊV>ÕÃiÊõÕi> Ã]ÊÜ>À« }Ê> `ÊÊ Ê ÊÊÊà À >}i° USE LIGHT, STRONG, STRAIGHT BOISE CASCADE ENGINEERED LUMBER:

VERSA-LAM® AND BCI® JOIST

UÊ1 v À Ê`i«Ì ÃÊ> `Ê ÃÌÕÀiÊV> ÊÊÊ ÊÊÊ i> Êv>ÃÌiÀ]Êi>à iÀÊ ÃÌ> >Ì ]Ê Ê ÊV> L>V Ã°Ê Download “BCEWP vs. dimension lumber” at www.BC.com or call 800-232-7800 for more information.

© 2016 Boise Cascade Wood Products, L.L.C. BOISE CASCADE, the TREE-IN-A CIRCLE symbol, BCI, AJS and “Great products are only the beginning.” are trademarks of Boise Cascade Company or its affiliates. *Comparison values are based on an example of a typical 2,000 sq ft, single-story home using Boise Cascade design software and following current residential building code provisions. Specific information on the example floor framing area is available upon request.

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MANAGEMENT Tips

By Chris Camfferman, Deckorators

Deck Safety Month 3 ways you can do your part

M

AY’S WARMING WEATHER allows homeowners around the country to start spending extended time outside on their decks. Unfortunately, large numbers of those decks are poorly maintained or unsafe—making the structures vulnerable to collapse and putting homeowners and their guests at risk of serious injury.

Deck failures and resulting injuries can be avoided through regular inspection and maintenance of existing decks, and proper installation of new decks. May is national Deck Safety Month, and represents a perfect opportunity for dealers to do their part to promote safe outdoor living while potentially growing deck sales.

Following are three ways dealers can participate in Deck Safety Month:

Serve as a safety resource

The nationwide need for proper inspection, maintenance and remodeling of existing decks has never been greater. According to North American

Deck & Railing Association, an estimated 50% of the 40 million residential decks and 10 million commercial decks in the United States are more than 25 years old.

During Deck Safety Month, dealers can commit to becoming a true safety resource for customers. Make safety a main talking point with contractors and consumers, and be more intentional about making them aware of advancements in building codes and products. Stock the latest deck components—such as decking, railing and balusters—that can bring structures up to code while adding value to homes.

Get the word out

NADRA declared May 2006 the first Deck Safety Month and is dedicated to raising awareness for necessary deck safety measures. The group offers members a Deck Safety Month toolkit featuring a variety of resources dealers can use to promote making decks safe and code compliant.

RAISING awareness for deck safety can help you tap into the repair market. (Photo by Deckorators)

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Promotional materials featured in past Deck Safety Month toolkits include inspection checklists, a customizable press release template, customizable video, and social media content calendar. (Visit www.nadra.org for the latest information on promotional tools available for 2016, including a new mobile application for evaluating decks.) Utilize such resources to increase deck safety awareness among customers and show your company cares about the community.

Offer deck inspections

NADRA offers tools to help homeowners perform their own deck checks, but deck inspection demands professional training, know-how and experience. When looking to identify parts of a deck that require attention, there is no substitute for a professional inspection.

During Deck Safety Month, consider having select staff members undergo training to achieve professional certification in deck inspection.

(NADRA offers inspection training and certification for members.)

Offering deck inspection services not only helps ensure that decks are safe and code compliant, it could also lead to new sales opportunities.

This Deck Safety Month, dealers have an opportunity to help prevent accidents and injuries associated with improperly maintained or unsafe decks. Consider these ideas—and come up with creative initiatives of your own—to raise awareness for deck safety and possibly tap into a market of decks that need repair or replacement.

– Chris Camfferman is the director of category marketing for Universal Forest Products and its Deckorators brand. For more information, visit deckorators.com.

Building-Products.com

COMPETITIVE Intelligence

By Carla Waldemar

Curry-ing favor

W

HEN A GENT named James Curry left Europe for a better life in America in 1853, he didn’t stay put in an eastern seaport. He struck out, looking for where the action was, until he came upon a spot in which he could make an impact with the leading millwork techniques he’d mastered in the old country. When he happened on Wooster, in a thriving sector of Ohio, he assessed it as the up-and-coming town he sought and put down stakes.

PRESIDENT David Nally was drawn to D.C. Curry’s long, strong history.

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Shrewd fellow. A hundred years later, in 1953, the railroad rumbling through the lumberyard routinely dropped off one hundred cars loaded with building supplies. Long before that, James’ son, David, had heeded President Lincoln’s enlistment call in the War Between the States.

Wounded with shrapnel, he returned home to join the family business, now called D.C. Curry. It prospered, and prospered some more, until in 1974 the Curry family retired and sold to several employees. Upon which, it continued to prosper and prosper again, earning it bragging rights today as the second-oldest lumberyard in the entire state.

Five years ago, David Nally signed on as president, following a 20-year stint with a big player in the industry— enticed, in large part, by the operation’s long, strong history. As we talk on the telephone, his excitement escalates: “We just obtained two of the company’s ornate bills of sale from 1917, which a fellow surfing eBay came across. And a set of Curry blueprints dated September 1921 a family discovered in their house and brought to us. We have people do that all the time,” he recounts. “And that’s what drew me: that iconic history!”

Today Curry Lumber is touted as a leader in post-frame construction—in fact, that niche accounts for 60% of its business. But what folks don’t know, swears Nally, is that post-frame construction is no new-fangled upstart. It was a standard offering of many a lumberyard back in the day— “treated posts in old lumberyards, caustic telephone poles: Most independent yards had a post-frame division. That kind of construction has a tried-and-true background,” he says.

And who’s in the market for it these days? Says Nally, “The agricultural sector’s big—lots of barns. And equestrian. Plus commercial and residential—garages and such.”

The company, which both designs and builds these structures for its clients, points to a healthy growth in this market niche, thanks in part to the dearth of labor available today to traditional builders. “Time equals money,” Nally points out, “and pole buildings equate to one swift addition, bypassing a foundation. Also, they allow better access to wiring and insulation. Pole frames will be here for a long time,” he’s resting easy.

But that’s not the whole story. Nally knows better than to pin a rep on poles alone. He’s quick to note what he calls “construction support services” Curry also stars in, including spouting crews and machines, blown-in insulation, concrete, masonry, the manufacture of garage doors and multiBuilding-Products.com

OHIO independent serves a fairly even mix of agriculture, residential and commercial accounts.

tudes of millwork, from doors and trim to book cases and picnic tables, constructed by the company’s fulltime millwork staff. He draws a good mix of these skilled artisans from the surrounding Amish community. And he pays them by the hour rather than the job, assuring attention to quality, not quantity.

One stop shopping? “We’re trying,” he concurs, advertising Curry as the most complete supply center in the area.

And it’s the only independent lumberyard left standing in Wooster, a slice made slimmer by the recent recession.

“Many fell by the wayside,” he notes, “but we stayed busy.” His theory: “If you hit bottom, then it’s easy to rise: You adhere to the things that made you good.”

Today, with the current labor shortage builders face, the company’s secret sauce features a unique recipe for revenue: Curry not only supplies contractors with material and equipment, it hires out its men. “When an outfit has trusses to set, for instance, we’ll send them four guys for three days: It’s a service to our customers to help out with the labor shortage in the industry.”

His 70-plus full-timers could set records for longevity, too, says Nally, reeling off numbers like 50, 47 and 39 years of service. “But we’re also blessed with attracting new, up-and-coming talent, to marry with the wisdom of age. It’s an independent’s claim to fame,” he declares.

And why do they stick around? Again, that 163-year history has a lot to do with it: “The fact that we’ve been part of the community for so long. We have had some customers for four generations. Business is all about relationships,” he underscores. “Ours go back longer and deeper.”

And those generations of contractors keep coming back for more. “Labor is our biggest draw,” Nally allows. But they also cherish the staff’s experience when these customers seek solutions. “It’s not just telling them something; it’s based on hammer in hand.”

And changing with the times. Instead of resting on the laurels of those attractive antique bills of sale, Nally has set Building-Products.com

about creating new ones. Under his tenure as president, he’s added inventory such as doors, fiberglass insulation, ceramic tile and vinyl railing. (“Still,” he reminds a listener, “it’s all based on wood. From the beginning, wood shingles, wood siding. Wood has always been dominant.”)

Even more vital, he’s brought Curry’s technology up to speed (starting from a speed of zero when he took over).

“The technology was inadequate; it was all pencil and paper. Installed construction and accounting is very complicated and cumbersome at best,” he points out. “I expanded inventory, staff and technology and installed a new resolve: to approach everything related to customers to the best of our ability.”

He makes sure Curry is web-savvy, too. Sure, “the best advertising is always word of a job well done,” he attests, “yet we aggressively utilize social media like never before.” And he calls on an under-the-radar marketing tool: good signage. “Your sign, facing traffic, gains in relevance when the wife can Google it while they’re driving by.” A full-time ad manager with 20 years in the industry is “very involved in connecting us via social media.”

Business is split evenly between agriculture, residential and commercial accounts, “and last year, agriculture was particularly strong. But the trend of homeowners to ‘camp out with what I have’ is ready to explode,” he predicts.

Thus the future looks golden. “I’ve got lots of ideas, and I can’t say enough about the value of cooperative relationships, alliances.” As Nally pledges, “We’ll keep right on!”

Carla Waldemar cwaldemar@comcast.net May 2016

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19

OLSEN On Sales

By James Olsen

Ask for it

I

F ATHLETES train diligently but incorrectly, they are “grooving a mistake” (my golf swing comes to mind).

Our success is based on the quantity and the quality of our sales calls. Our closing percentage is based on how many times we ask for the order; not on how many calls we make. The Master Seller asks for the order earlier and more often than their struggling counterpart. Most sellers are not asking for the order at all, but let’s give them one ask per call. The master seller asks for the order five times a call, so let’s call it four asks per call.

The four-to-one ratio is true of their income difference.

If we walk outside for 20 days with a bucket in our hands, we may collect some water, but it would be more efficient to go to the well and pump it into our bucket.

Closing is a lot like the above example. The problem with doing it the wrong way or not the best way is that it works just enough for us to think that it’s the right way when it is really just the “walk-around-with-a-bucket-andwait-for-water-to-fall-into-it” method of closing.

Product Presenters & Quotrons

Most sellers present product to the customer and wait patiently for them to decide yes or no. For example: Product Presenter: “Hey Julie, I’ve got a car of 2x10 GDF out of Great Mill Inc., shipping in two weeks that gets into you at $450/MBF.” Customer: “Okay, I’ll let you know on that. What else do you have?”

Product Presenter: “I’ve got some 2x4 925/8” out of Star Studs that get into you at $350/MBF.” Customer: “Okay, thanks. I’ll get back to you.”

This is not a sales call. Many sellers will take the sincere “Thank you” from the customer as a positive sign and think it was a good call. Of course the buyer appreciates the information. They need information. Buyers need Quotrons and Product Presenters in their stable of suppliers—just don’t be one of them.

Servant/Master or Partner?

Master Sellers are partners with their customers. They are experts at what they do for their clients. The leadership seller is ahead of their customer. Too many sellers act like employees or servants. Do we give our customers great service? Absolutely! But we must service and sell them.

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Servant: “Hey, Julie, I’ve got a car of 2x10 GDF out of Great Mill Inc., shipping in two weeks that gets into you at $450/MBF. What do you think of that price?”

Customer: “It’s okay; I’ll let you know on that. What else do you have?”

Product Presenter: “I’ve got some 2x4 92 5/8” out of Star Studs that get into you at $350/MBF. What do you think of that?”

Customer: “That’s too high and I don’t need any studs right now.”

It takes fewer words to say it correctly. Instead of “What do you think of that price?” (seven words), we say, “So can I have your order?” (six words).

The salesperson below presents product, tells the customer why they should buy, and asks for the order. The Master Seller also overcomes objections and continues to ask for the order.

Master Seller: “Hey, Julie, I’ve got a car of 2x10 GDF out of Great Mill Inc., shipping in two weeks that gets into you at a great number. The market is strong on 2x10 and getting stronger. SPF 2x10 is going wild and it is unfindable in HF. We need to pick this one off before someone else in here sells it. What’s your order number?”

Customer: “I’ve got enough 2x10 to last me until the end of June.”

Master Seller: “I can hold the shipment until the first week in June. It won’t get to you until you need it; let’s put this one together. What’s your PO?” Customer: “Put it on my…”

Personal charm and personality are an advantage in sales, but much less than the lower performer thinks. Asking for the order (more) is the divide between the haves and the have nots in sales.

Master Sellers make business happen by calling enough of the right kinds of customers, presenting the right kind of products, and asking for the business in the right way— and asking for it a lot.

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

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EVANGELIST Marketing

By Alex Goldfayn

Trade show selling secrets

W

HAT DO YOU do at industry trade shows? Eat. Learn (hopefully) from speakers. Meet suppliers. Meet customers.

But what about intentionally, proactively growing business? What about bringing on new customers, and opening new opportunities? What about building buzz at the event for yourself and your firm? What about becoming the talk of the conference?

This column is about how to sell more at the trade shows you attend. I implement these approaches for my clients, and I can tell you what they always tell me: “We were the only ones there doing this.” Want to grow your sales at trade shows? Try these techniques: Talk about your customers, not your products. Let everyone else jabber about their stuff. Their stats and specs, their technical details. You talk about your happy customers. Tell stories. Explain case studies, detail the terrible problems your customers had before they found you, and how you solved them. Then, offer the following: “You should let us help you like this. I bet you’ll be just as thrilled as these customers I’m telling you about.”

Your booths should reflect happy customers, too.

Display a list of your customers. The Internet marketing people call this social proof, but it works the same way at your trade show booth: if I can see my peers, my competition, working with you, I am going to seriously consider what I’m missing. Put testimonials on your walls. Let the competition use product photos. Use photos of happy customers. Or their buildings. Or of your staff, with their staff.

Focus on the happy humans who pay you.

Prepare your materials accordingly. Don’t give product catalogs, give testimonial catalogs. Hand out books of customer lists, testimonials and case studies. Leaf through them with your prospects while they stand with you. “Let’s make you this happy.”

Put on a private event, attached to the trade show.

By invitation only, host your customers and prospects at a private breakfast or happy hour. Invite people in the months and weeks before the event. Schedule it in the middle or towards the end of the conference, so that you can selectively invite people as they go past your booth. Raffle something of value. Stand and speak for five or 10 minutes to the group.

It’s your event. Make it about you. Tell people what’s new. Show off some testimonials on a big screen. Be bold and shameless. Invite some current customers, and ask

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them to speak for a minute about their experience with you during the event. Allow customers to interact with prospects at this event. This is called Evangelist Marketing.

Let your customers sell you. Ironically, they’re better at it than you are.

Ask for referrals. That’s right. Ask your customers to connect you to people they might know who are attending the tradeshow. Then contact those people, and invite them to come by your booth for a personal conversation.

Ask your existing customers the did-you-know question. Ask your customers if they knew you sell other product lines which they do not currently buy. I’d bet my own money that most of them don’t know, even if you’ve told them before!

Leverage your owner and highest level executives.

Never underestimate the impact of the owner telling his or her story directly, especially to lower or mid-level people.

It’s impressive, memorable, and it shows the owner cares.

Have the owner spin some yarns, talk about the family, and build the right feelings for the people interacting with your firm.

Practice and script the conversations in advance.

Anticipate the three most common kinds of conversations you might have. For example: • With a large customer • With a smaller customer • With a prospect who has never heard of you What do you want to say to each type of person? What are the three most important items to communicate to each?

Prepare them in advance. Write them down.

Practice them. Role play. Success is attained in the preparation, not the event itself.

A trade show is no place for modesty or meekness. Be confident. Be bold. And show off your abilities, preferably in the words and experiences of your happy customers.

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

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

Want to grow your profit margins?

S umber Boston oin orces

edar

U.S. Lumber Group, a multiregional two step building materials distributor operating across the southeast and mid-Atlantic states, has agreed to merge with New England specialty distributor Boston Cedar, Mansfield, Ma., reportedly forming the largest private two-step distributor on the East Coast.

Rob Ankner, founder and CEO of Boston Cedar, will become a partner at U.S. Lumber and will take a seat on the board of directors.

U.S. Lumber will have a controlling interest in the combined enterprise and will manage the business from its corporate office in Duluth, Ga. It will operate nine distribution centers, two internal reloads, and serve 21 states.

inston Nearing ompletion of S P Mill ebuild

Just add light.

One of the hottest trends in the rail industry is lighting accessories. RDI, the leader in rail innovation, has a new lighting program featuring long-lasting LED technology that includes lighted post tops, under rail lighting & post and deck lighting.

These plug-and play options will add safety, security and ambiance to any outdoor living space.

They are easy to install, reliable and affordable. It’s a sure way to add shine to your bottom line.

We make our products smart to make your job easy.

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RDI Pro.

Winston Plywood & Veneer expects to start up its rebuilt southern pine plywood mill in Louisville, Ms., in June, two years after the original facility was destroyed by a tornado.

The modern new facility will boast an annual capacity of over 400 million sq. ft. (3/8” basis) and is expected to generate about 400 jobs. Mike Creely is vice president of sales, assisted in sales by A.J. Webb, ex-Boise Cascade.

The original mill was built by Georgia-Pacific in the 1960s and idled in 2009. Winston’s parent company, New Wood Resources, Boise, Id., bought the rights to refurbish and restart the plant in 2014—one month before it was struck by an F4 tornado, on April 28.

S BM Buys A

O

oors

U.S. LBM Holdings has acquired American Lumber Corp., Baltimore, Md., from fourth generation owners Howard, Douglas and Jack Farbman.

Howard Farbman will remain with the company as president.

Founded in 1904, ALCO Doors manufactures interior and exterior doors for commercial and residential.

Its main facility in Baltimore has a state-of-the-art door fabrication shop.

Nebraska True alue Plants

www.rdirail.com | www.myrdipro.com 1.877.420.7245

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When Earl Carter Lumber, Lincoln, Ne., closed a year ago, competitor Steve Glenn, owner of Glenn’s True Value, had no idea the former lumberyard would become his fourth location in town.

May 2016

Glenn officially reopened the facility as his fourth hardware store in Lincoln with a ribbon cutting ceremony March 31.

Glenn’s takes up about 11,000 sq. ft. of the building while the rest of the space is occupied by a smaller grocery store. According to Glenn, the pairing has been really positive for business because “the grocery store there drives hundreds of people a day into a purchasing pattern.”

DEALER Briefs Habegger’s Ace Lumber , Bluffton, In., sustained modest damage in an early morning fire March 27.

Rocky’s Ace Hardware hosted a grand-opening April 2 at its extensively renovated branch in Greenville, R.I. The 13,500-sq. ft. store now includes a new paint studio and expanded hardware, electrical, and plumbing departments.

Northwest True Value Hardware opened 18,000-sq. ft. store #9 March 17 in Christiansburg, Va. (Walter Vance, mgr.).

Fiest Hardware, Canton, Oh., is closing this month after 70 years due to big box competition.

True Value Hardware , Ellsworth, Wi., has been purchased by longtime employee Casey Waltz.

Wayne Lundgaard, who had owned the store with his wife Karen for the last 32 years, will continue working there part-time.

West End Hardware, Erie, Pa., has purchased a large chunk of surrounding property for expansion and is exploring whether to add a lumberyard, rental center, or garden center.

Habitat for Humanity opened a ReStore discount LBM outlet April 20 in Beaverton, Mi.; on Aug. 1 is relocating its Topeka, Ks., ReStore to North Topeka; and by the end of the summer will add a second branch in Eastlake, Oh., at a 17,000-sq. ft. former Sears Hardware.

84 Lumber was named to Forbes’ 2016 list of “America’s 250 Best Mid-Size Employers.”

Building-Products.com

Te as Independent

pands

El Clavo Lumber & Building Supplies, Brownsville, Tx., is adding a new lumberyard this summer in Harlingen, Tx., to fill the void created by the recent closure of Zarsky Lumber and to expose the company to “a larger regional market.”

Reportedly, former Zarsky workers are expected to be among the opening day staff of nine, with five additional workers to be hired over the next three years.

El Clavo will spend $250,000 renovating a long-vacant building and received tax incentives from the city to upgrade the property’s rail spur.

Iowa umberyard

hanges

ands

After three generations of family ownership, Jeff Jones has sold Donnellson Lumber Co., Donnellson, Ia. The company was founded by Jones’ grandfather, Clarence, in 1930. Jeff took over in 1982; he’s now ready to retire and is passing the business to 20-year lumberman Dan Boone. Ther rest of the staff will remain.

ugby Buys

umberland

Rugby Architectural Building Products, Concord, N.H., has acquired Cumberland Wood Products, Atlanta, Ga., from owners Alex Gonzalez and Todd NeSmith.

“We look forward to working with Todd NeSmith and his team to continue our expansion in the greater Atlanta metro market,” said Drew Dickinson, Rugby chief operating officer. “Teaming up with Cumberland greatly expands our depth of product offering in the Atlanta market, particularly in the area of custom hardwood lumber milling.”

Since the deal closed, the former Cumberland location has been transitioning operations to Rugby’s Atlanta and Suwanee, Ga., distribution centers.

New

o it Best

omes to Kentucky

A new hardware store is coming to one of Kentucky’s most historic downtown areas. Owners Kevin and Lisa Vincent have slated a grand opening for D&S Hardware this June in Winchester, Ky. Vincent said the store, which is aligned with Do it Best, will offer a good selection of new updated merchandise.

They will offer screen and glass cutting and can special order products they don’t carry.

N

ardware

hain on the Move

Six-unit Phillips Hardware has sold its store and headquarters in Colonie, N.Y., to a real estate investor, in anticipation of building a larger new headquarters in Guilderland, N.Y. Phillips is leasing out the old store as it liquidates. The new location will be twice as big and two stories high.

The 130-year-old chain has also remodeled its other stores and converted them from Do it Best to True Value affiliation.

SUPPLIER Briefs Biewer Lumber officially broke ground April 14 on its new sawmill in Newton, Ms. Beacon Roofing Supply has acquired exterior prodBuilding Products, Warminster

ucts distributor Atlantic and Quakertown, Pa.

Woodgrain Millwork will invest $1.86 million building an 18,000 sq. ft. addition to its Marion, Va., door and window parts mill.

Gypsum Management Supply acquired Professional Handling & Distribution, Belvidere, Il.

Kevin O’Connor will continue to overseeing PHD operations.

GMS also bought drywall distributor M.R. Lee Building Materials, Alsip, Il.

Ply Gem Windows will invest $1.98 million to expand its Rocky Mount, Va., manufacturing plant, increasing vinyl window capacity and adding 76 jobs.

Northeast Wholesale, Kenduskeag, Me., is now distributing Style Crest vinyl siding and Novik’s colormatched NovikShake, NovikStone and accessories in Maine and eastern New Hampshire.

Canfor Corp. , Vancouver, B.C., has completed its acquisition of the assets of WynnWood producer Wynndel Box & Lumber Ltd., Wynndel, B.C. MiTek Industries , Chesterfield, Mo., was named Vendor of the Year by 146-unit Carter Lumber, Kent, Oh. Frank Miller Lumber, Union City, In., has launched a new website at www.frankmiller.com.

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Building-Products.com

INDUSTRY Trends Millwork

Kitchen, bath remodels stack up cabinetry sales

U

.S. DEMAND FOR cabinets is predicted to climb 6.4% per year to $17.3 billion in 2019, spurred by continuing consumer interest in kitchen and bathroom renovation projects, reports the Freedonia Group.

Even though residential improvement and repair activity has been subdued since the 2007-2009 recession, kitchen renovations and bathroom additions held up better than many other projects, as homeowners tried to improve their homes appearance and to boost property values.

Demand will be spurred by improving economic conditions and by the popularity of value-added cabinet amenities, such as pull-out shelving, storage racks, and integrated lighting.

Kitchen cabinets on top

Kitchen cabinets account for the vast majority of demand and will continue to do so going forward, spurred

by growth in residential building construction expenditures and continuing consumer interest in the use of cabinets for storage. Advances will also be supported by consumer interest in cabinets that are more aesthetically pleasing or enhance convenience.

Semi-custom and custom cabinets that feature intricate carvings will be specified by those looking to beautify their homes, while busy cooks will opt for deeper cabinets that provide more storage space, and are equipped with easy-to-open doors and readily accessible shelving and storage racks.

Demand for bathroom cabinets is forecast to grow nearly as fast as kitchen cabinets, driven by the ongoing trend toward more bathrooms per home. Also, more homeowners will add bathrooms as part of renovation projects. Smaller bathrooms will likely include a medicine chest for personal items, while larger bathrooms can fea-

ture one or more vanities to provide more storage. Demand for other cabinets will rise as consumers look for aesthetically pleasing alternatives to shelves and racks in their bathrooms.

Nonresidential market to generate sizable demand

Though the residential market accounts for the largest share of sales, nonresidential construction also generates sizable demand for cabinetry. In structures where aesthetics are a key design consideration—such as hotels and senior living facilities—cabinets can be used to improve the interior appearance of a building. In pharmacies, laboratories, retail sites, and offices, cabinets provide secure storage for medications and other highvalue merchandise. Nonresidential demand for cabinets will be fueled by increases in office and commercial and institutional construction.

INCREASING demand for millwork and cabinetry is in evidence at Northeast Building Supply’s kitchen design showrooms in Connecticut.

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RENOVATED hardware store in Cuthbert, Ga., has become Short & Paulk’s fifth home center.

Short & Paulk Opens ifth

Premium shield encases all four sides. The shield & core are then extruded together and fused at high temperature

Short & Paulk Supply Co., Tifton, Ga., has opened a new store in Cuthbert, Ga., at the former H&H Hardware location.

The structure was originally built in the early 1930s for a Coca-Cola bottling plant. H&H acquired it in the early 1980s and operated the store for 36 years.

New o it Best Kentucky

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omes to

A new hardware store is coming to one of Kentucky’s most historic downtown areas. Owners Kevin and Lisa Vincent have slated a grand opening for D&S Hardware this June in Winchester, Ky. The new store is part of the Do it Best cooperative, which has about 3,800 member-owned locations across the country.

Vincent said the store will offer a good selection of new updated merchandise. They will offer screen and glass cutting and can special order products they don’t carry.

& ardware Buys Another Ohio Store

Visit www.newtechwood.com or call us at 866-728-5273

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E&H Hardware Group, Wooster, Oh., has purchased Foster’s Ace Hardware, Piketon, Oh., as its eighteenth location.

Fred Foster, who founded the store in 1978, is retiring from the hardware business, to focus on his work as a county commissioner.

May 2016

ome

enter

Short & Paulk extensively remodeled the building, more than doubling the size of the showroom. It opened in early April, but plans a grand opening on May 25.

It becomes the company’s fifth lumberyard/home center, in addition to a truss plant and a door assembly shop in Tifton.

uttig Ac uires BenBilt

Huttig Building Products, St. Louis, Mo., has acquired BenBilt Building Systems, Greensburg, Pa., a leading wholesale distributor and door fabricator serving the Mid-Atlantic region.

BenBilt has served the MidAtlantic region for 15 years and has built its reputation on providing the finest quality products, unparalleled service and overall value to their customers. BenBilt primarily focuses on fabricating pre-hung and pre-finished exterior door systems to pro-dealer and retail customers utilizing fiberglass and steel doors manufactured by Therma-Tru. “BenBilt complements our brand, product, and service strategies, expands our geographical coverage in Delaware, Maryland, New York, Ohio, Pennsylvania, Virginia, and West Virginia, and strengthens our position as the largest door fabricator and value-add millwork distributor in the country,” said Jon Vrabely, president and CEO of Huttig.

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Capped Composite Deck Tiles

UltraShield® Capped Composite Deck Tile Pre-assembled on an interlocking base

Striking color with anti-UV additives

ement Stays

ot

U.S. demand for fiber cement products is expected to grow 6% annually through 2019 to 2.9 billion sq. ft., valued at $2.2 billion, according to a new Freedonia Group forecast.

Rebounding construction expenditures—particularly residential—will fortify demand. Growth in new housing construction will be by far the biggest driver of fiber cement product demand growth, as use of fiber cement siding—the most popular application for fiber cement—continues to gain market share nationally.

Growth in the use of fiber cement siding in single-family housing is expected to be supported by the material’s high market penetration in the West and the South, the regions that will experience the strongest levels of growth in population and housing starts going forward.

While new housing demand for fiber cement products will increase at the fastest pace through 2019, residential improvement and repair will continue to account for a larger portion of residential demand.

Sales of existing homes will generate demand for fiber cement products as homeowners look to increase the values of their properties before going to market. Renovation activities like bathroom and kitchen remodeling will support demand for fiber cement backerboard. Even when properties are not changing hands, fiber cement products will make inroads in re-siding and exterior trim applications.

Non-residential fiber cement product demand is forecast to grow 5.8% annually through 2019 to 710 million sq. ft. Though driven primarily by rebounding construction, demand for fiber cement siding and exterior trim will also benefit from a design trend in commercial buildings that favors a more authentic, exposed-wood exterior. Manufacturers have responded by developing new wood-like products aimed at commercial buildings.

Siding accounts for nearly 70% of fiber cement product demand. Backerboard is the second largest application in the U.S., but is projected to have only modest growth in market penetration through the forecast years.

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OUT OF THIS WORLD: Construction connector manufacturer Beck Fastener Group was tasked

by RUAG Space GmbH of Austria with developing a unique new staple that could be used to secure multi-layered insulation to space satellites. Beck created a special alloy for the space environment, fabricated in special clean rooms at RUAG, so their Space Staples would be completely free of grease. The staples affix Velcostyle hook-and-loop fastening material to the characteristic silver and gold multi-layered insulation blankets.

May 2016

Building-Products.com

MOVERS & Shakers

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Rick Renshaw has been promoted to general mgr. of Snavely Forest Products, Greensboro, N.C. James Watts is the new operations mgr.

Mike Kudis has rejoined the Pittsburgh, Pa., headquarters as business analyst, and Laura Snavely was promoted to retail customer support mgr.

Jay Galloway, former head of Tolleson Lumber, has been named president of Hood Industries, Hattiesburg, Ms. Gary Smith, ex-Fairway Building Products, has joined Enduris, Jacksonville, Fl., as national sales mgr. for deck and rail.

Larry Owen, ex-Cyr Lumber, is new to inside sales at Harvey Building Products, Nashua, N.H. Oscar A. Martinez has been appointed VP-CFO for Huttig Building Products, St. Louis, Mo. Tim Ingraham is a new trader for Woodbrowser, Concord, N.H. Mark Mah has been promoted to chief operating officer of UCS Forest Group. Bryan Hoyt is now senior vice president of U.S. operations & group purchasing.

Jim French, buyer, Lumbermens Merchandising Corp., Wayne, Pa., has retired after 21 years with LMC. Nicholas Green is new to outside sales with Klumb Lumber, Statesboro, Ga. Paul Guglielmino is now New England regional account mgr. for the building material division of Palram Americas, Kutztown, Pa. Rudy Buel has joined PrimeSource Building Products as distribution center mgr. in Nashville, Tn. Marcy Remm has joined Sterling Lumber Co., Phoenix, Il., as director of logistics & customer service.

Scott Wagner, ex-ProBuild, has rejoined 84 Lumber, Eighty Four, Pa., as VP of manufacturing. Todd Dawley, ex-Builders FirstSource, is a new outside sales rep for San Antonio, Tx. Joanne Corum has been appointed director of information services for McCoy’s Building Supply, San Marcos, Tx. Todd Sackmann is now the Central region market mgr. and Tom Hammerbeck Western region market mgr. for Wausau Window & Wall Systems, Wausau, Wi. May 2016

Tim Yaggi has been named president and CEO of Pella Corp., Pella, Ia. Troy Schuberg, ex-ProBuild, is now sales mgr. with American Builders Supply, Orlando, Fl. Don Holcombe, ex-Carter Lumber, has joined Builders FirstSource, Pooler, Ga., as senior designer.

Eric K. Jungbluth intends to retire as CEO of CPG International LLC, Chicago, Il., after a permanent replacement is named.

Kayleigh Reeg has rejoined BlueLinx, Atlanta, Ga., in inside sales for the Chicago region.

Gary Harvey has been named president of Lamboo Technologies, Springfield, Il. Alex Ruggieri is now vice president of business development.

Jim Kilberg has been promoted to senior VP-real estate, energy & natural resources for Weyerhaeuser Co., Federal Way, Wa. He replaces Tom Lindquist, who has left to pursue new business ventures.

Robert A. Wessel, senior director of technical services, Gypsum Association, Hyattsville, Md., has retired after more than 30 years with the association.

Brian Meier, Cypress Rose Sawmill, Homerville, Ga., was elected president of the Southeastern Cypress Manufacturers Association.

Richard Wilkerson, Anderson-Tully Co., Vicksburg, Ms., was elected president of the Hardwood Manufacturers Association. Bob Miller, Frank Miller Lumber, Union City, In., is the new VP. Now on the executive committee are Trisha Thompson, T&S Hardwoods, Milledgeville, Ga.; Nordeck Thompson, Thompson Appalachian Hardwoods, Huntland, Tn.; Troy Brown, Kretz Lumber Co., Antigo, Wi.; T.J. Rosengarth, Northwest Hardwoods, Tacoma, Wa.; and former president Skipper Beal, Beal Lumber Co., Little Mountain, S.C. Steve Chen, COO, Crystal Window & Door Systems, Flushing, N.Y., was named to Crain’s 2016 40 Under 40 list of top New York area young executives.

Barr Nunn is the new HR director for Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

Building-Products.com

INDUSTRY Trends

By David Gordon and Allen Ray

16 distribution industry trends for 2016

Photo by Cedar Creek

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undergoes macro-economic gyrations within the world economy, distributors and manufacturers need to focus on issues within their control and address what they can—and will—do to differentiate themselves, take market share to outperform on the top line, and, perhaps most importantly, ensure a healthy bottom line.

Much has been spent by some on eCommerce and more will be spent in 2016 with costs declining and industry focused resources gaining increased visibility. The distributors who, once launched, invest in the strategies to gain customer adoption will attain customer preference. While you want your site to generate sales, it needs to function as a “why you,” to provide HILE THE ECONOMY

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application content to generate demand, and to act as an eBranch/ alternative order entry system. eBusiness, defined as beyond your e-store, will take on greater prominence, require more investment and generate new management challenges for manufacturers and distributors.

And don’t forget about connecting direct to customer purchasing/estimating systems through punch-outs, marketplaces and integrating with contractor estimating systems.

Issues such as CRM, content marketing, content syndication, virtual showrooms/branches/vignettes, microsites, local advertising, BIM, SEO and more will require focused personnel with an unclear ROI. Is it an added cost? An enhanced revenue May 2016

stream? Perhaps a future revenue stream? A customer expectation? Or a retention tool?

Do more with less. More will, and has been, requested of distributors but with material pricing (due to commodities, competition, lack of inflation, etc.) keeping material costs down, and operating costs continuing to rise, distributors need to use technology and process improvement initiatives to continue to drive down operational costs to maintain net profit levels.

Distributor information collection must and will improve.

Distributors need to know more about their customers, their customers’ customers, the types of projects they do, key contacts, what they sell, and what customer challenges are so they can more effectively promote the right information to the right people and provide better service. Data matters— and it’s not just sales data or product data. What your customer doesn’t use also matters, because it identifies sales opportunities.

Voice of XXX as a stakeholder is important. If you are a manufacturer, this means your reps/sales organization, distributors, their branch managers and/or salespeople and end-customers. For distributors, it’s your salespeople, your reps, key factory personnel, and your customers. All impact your profitability and the key to success is capturing their share of mind. They can help answer the question “why you?”

Live your brand. To customers, aside from some product lines and perhaps selected individuals with speBuilding-Products.com

cific expertise, distributors can sound like a commodity. Everyone has good service. Everyone has good people.

Everyone sells quality products.

Everyone says they carry inventory.

Everyone says they can deliver.

Everyone says…. So what’s the difference? You need to live your brand as well as be able to measure your performance—at the customer level.

Want improvement? Invest in a metric management culture. Reviewing data and crafting metrics provides insights to drive direction and engender accountability. If you don’t commit to objectives, then qualitative criteria can be perceived as favoritism or enabling mediocrity, which lowers morale and overall performance.

Acquisitions will continue but the “core” has been taken out of the middle. Those who were considering selling have sold. Those who haven’t, have typically been approached and either desire to keep their businesses and grow it (but could still sell if the price was right) or are not of interest.

There will be acquisitions, albeit fillins/bolt-ons. There are few markets where nationals seek to fill-in holes.

As uncertainty in the market place increases, decision making slows because many managers and owners/ CEO’s have aged (some say lost interest) in the business or they are comfortable where they are. Inertia is a powerful competitor.

Rebirth/resurgence of private labeling. Throughout 2007 we wrote about the emergence of private labeling in the industry as a way to reduce

acquisition cost and increase margins.

It’s coming back. The use of unlabeled and private labeled products from contract manufacturers grows. Is this a rush to the bottom of the market place? Or is it a time to improve profit and weight the risk vs. reward. The aggressiveness of some companies leaves others in their wake as bid price ma;rgins increase. Or will more companies consider Tier 2/3 suppliers and sacrifice brand cache?

Distributors that use their own number schema open their purchasing up to broader horizons—essentially most items are generics. As well, some distributors use “scrambled” SKUs online to inhibit product price comparisons. This is prevalent in the retail lighting industry. But if you use non-labeled, current carrying product, protect yourself against potential product liability.

Synchronized data increases faster SPA claim backs. There are now reported distributors that claim within seven days of sale to be credited back the morning of the seventh.

And there are more operational, productivity, pricing and profitability benefits with synchronized data.

Money Ball results for distributors: Product data synchronization, combined with predictive analytics can grow top line revenue and bottom line results. While there are tools for medium to large distributors, companies like Insight Analytics are targeting the <$30 million distributor with a SaaS/outsource model. Larger distributors are using analytics through tools

like Phocas, Tableau, Microsoft BI, Zilliant and others.

Some CRM systems like Sales Management Plus, Tour de Force, and Microsoft CRM also integrate sales analysis and some marketing automation tools that can pay results when used well by salespeople, sales management, marketing, pricing and purchasing. The increased insight can pay dividends. If you’ve enhanced your back office productivity using your computer ERP system, you also have an opportunity to increase your bottom line and strengthen processes for future benefits.

The patchwork economy continues. Some areas soft, others not.

We’re seeing that metropolitan markets are having accelerated growth which progressively slows the further one reaches into rural areas. Resource allocation initiatives should be considered to maximize opportunities.

Those who take share will be ones that can execute—out-sell, out-service, out-think—while optimizing processes and managing costs. Proving you’re the best is different than hoping your customers experience it. Specific “basic” initiatives can win the game if you’re willing to invest and are thinking beyond the 2016 horizon.

Segmentation & Stratification: The one-size-fits-all sales and marketing approach is no longer sufficient to profitably grow. Horizontal efforts ensure you rise and fall with the tide.

Marketing by customer segments; stratifying customers, suppliers and possibly SKUs by profitability; and promoting value proposition by segment will ensure profitable revenue and market share growth.

Brands matter, but only if your brand is real. Distributors who invest in their brand by delivering on their promise will take share. Manufacturers who communicate their points of differentiation will take share. Those who wait for others to support them may survive based upon cash flow initiatives but with significantly less profitability.

Success will take determination and commitment. The devil is in the details.

– David Gordon is president of Channel Marketing Group (dgordon@ channelmkt.com) and Allen Ray is president of Allen Ray Associates (allen@allenray.com).

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Building-Products.com

NAWLA Special Focus

By North American Wholesale Lumber Association

hy choose a career and stay in the lumber industry?

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who work in the forestry products industry know it’s special. There’s something about it that’s just different from other industries. But it can be difficult to explain, especially to those considering, or just starting, a career here.

So we interviewed a few NAWLA members—from early-career to seasoned veteran—to hear their thoughts in their own words. The responses below represent common themes you and your recruiting teams can use in conversations with prospective and newer employees to help reinforce the opportunities and value of a long tenure in the lumber industry.

ROFESSIONALS LIKE YOU

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Why did you take a position in the industry and why have you stayed Rick Ekstein, president and CEO, Weston Forest Products: This is the greatest industry. Unlike a doctor, lawyer or engineer, who need years of specialized education, all you need to succeed in our industry is desire, and hard work! The barriers to entry are low, which makes it competitive, and allows great entrepreneurs to succeed.

The only constant in our industry is change. Currency, transportation, government interference, environmental and alternative non-lumber products ensure change never stops.

Change creates confusion, and confusion creates opportunity. Great entrepreneurs love opportunity. ow is the forestry products industry different from others Ekstein The people. Unlike other industries, ours is still about relationships. We are friends with our suppliers and customers, but surprisingly, our best friends seem to be our competitors. We will fight with each other for every order, but regularly share credit information, and help each other if we are late on an order. It is remarkable.

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What excites you about your ob Ekstein That there is no limit to growth other than desire and time. There are no geographic barriers, and there is not one global player that dominates more than one percent of the market. It is huge, and the opportunity for growth is unlimited.

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ow long have you been in the industry What was your first ob Susan Fitzsimmons, vice president, Snavely Forest Products: I’m a legacy in the field. My first job was at age seven and that was putting together a mailing list. So how long have I been in the industry? Over 50 years, off and on.

Q: Why did you take a position in the industry and why have you stayed Fitzsimmons: I worked for a few years for a large department store, as PR and community relations director.

And then I started my own human resource development company for small industries—physicians, attorneys, small

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manufacturers. One of my clients was Snavely Forest Products. And I loved it. And so I quit my own thing and went full-time at Snavely. I didn’t go to school thinking this is what I want to do. That was not my original motivation. I sort of stumbled into it.

Would I do it over again? You bet. ow is the forestry lumber industry different from others Fitzsimmons: In this industry, I love the fact that all day every day is a different challenge. I can’t think of a position in the building materials industry where you do the same thing day after day, over and over again.

There are terribly bright, successful people around you all day, every day.

They’re always willing to help.

And everything is customer-driven.

You actually know who the customer is. You can learn what they’re looking for. There’s some face-to-face knowledge of the end consumer and what that person might be looking for. If you see customers over and over again, you know their spouses, their kids, where they spend their summer vacations, and it becomes meaningful.

It’s rewarding.

What would you rather do? Would you rather email somebody or talk to them over the phone? Talking to someone is always so much more rewarding than sending another email.

Certainly everybody in this industry emails, but they talk on the phone too.

They talk face-to-face. There’s still a lot of personal communication.

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ow long have you been in the industry What was your first ob Mark Brennan, program manager, U.S. Lumber: I started here as a sophomore in college, and I’m still here 15 years later. I worked full-time in the summer and part-time during the year. : Why have you stayed Brennan: The people I work with are awesome. The atmosphere is fun, not stuffy.

The reason I haven’t moved on is the people and continuing to get different opportunities to do different things. My friends who work in finance or at really large companies—

they end up managing just a very small section of a business. They might focus on just one part of the business, where it seems like in the lumber industry you get exposed to the whole industry. ow is the forestry lumber industry different from others Brennan: I can walk down the hall and have a conversation with our president, which you don’t get to do in a lot of other industries. The industry is very relationship-based. It still has that very human interaction where you build relationships with people and you build trust.

When I graduated, I got offered a position in accounting, and then transitioned into managing our ERP system. Then I went through management training. Now I’m a program manager and manage a lot of our big projects. So there’s an ability in the industry to work your way from one position to another.

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There s So Much to earn ow long have you been in the industry What was your first ob Kalyana Crooks, domestic and international account coordinator, Patrick Lumber Co.: I started here right after I graduated college, and have been in the industry for just about five years. I started as a frontdesk receptionist, then I worked my way up from there, to helping out with export administration and accounting.

I’ve handled export and domestic sales support for about three years now, which includes logistics, handling inventory and facilitating orders.

Currently, I’m continuing sales support while transitioning into a sales position within the next year. ow would you describe the industry to someone who’s never worked in it before Crooks: When I told my friends I work for a lumber company, a lot of them were like, “She’s at a sawmill or chopping down trees.” It’s a very oldschool, rugged perception of the industry, but there’s actually a lot of push toward innovation with technology and being on the cutting edge, especially with architectural design.

It’s fun to see product I’ve shipped turn into a beautiful building in Japan, for example.

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What excites you about your ob Crooks: What excites me about the job is the ability to learn more about building materials and the industry in general. It’s such a large part of our society as a whole as far as wood goes into everything, and learning about how that can be sustainable and how technology is constantly innovating to make it better. There’s a lot more that goes into the industry than cutting down a log and trying to sell it to somebody. ow is the forestry lumber industry different from others Crooks: It has been interesting for me to learn more about the company—how the wholesale business works as far as the accounting side goes and how you go out every day and sell lumber. The relationship aspect of the industry I really appreciate and enjoy. It’s all about what can I do to keep customers for the longterm? It has been fun to learn the industry as I go along and to take on more responsibilities. And also, I really enjoy all of my coworkers. We have a good environment.

I’ve been a workaholic all my life.

Other than playing golf and running, all I do is work. So I was lost, and in 2010, after connecting with Charlesbank Capital Partners, a private equity firm, we bought Cedar Creek, which is now the fourth-largest distributor in the United States in building products.

When we bought the company in 2010, it had eight locations. Today it has 26 locations and does well over a $1 billion in business a year. In March 2015, I retired as CEO, but I remain as the chairman of the board. So I’m still working.

: ow is the forestry products industry different from others Adams: I never for a minute thought about leaving the industry. All my experiences were good ones. The people are wonderful. Our industry is more laid-back, where the approach to the marketplace is more orderly. This is a vibrant, growth-oriented industry where you have all these different ways to improve yourself and help yourself grow. Our future is tied to that big forest you see out there. Look at all that wood. Look at all those trees. All of that that is going to be a source of income for the next generation.

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The uture Is Bright : How long have you been in the industry? What was your first job?

Bill Adams, chairman of the board, Cedar Creek: I started in 1968 as a salesman for Masonite in Albany, N.Y. I saw an ad in the Sunday paper for selling building products to lumberyards and distributors, just like we do now. I didn’t know anything about the building products business. There were associations I joined to help me learn and get up to speed. : Why did you take a position in the industry and why have you stayed Adams: I’ve had jobs in California, Illinois, Michigan, North Carolina, Tennessee, Pennsylvania and Texas. I took on kind of a nomadic attitude about life. I was going to do whatever it took to be successful, and back then, that meant moving. If you wanted to get promoted, you go somewhere else.

You didn’t have the Internet. You couldn’t work from home. You had to be in an office. You had to be in front of people. So that dictated my behavior. And in addition to that, I just love working.

In 2008, I decided to retire, and it was a big mistake. I was 67 years old.

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NAWLA Special Focus

By Bob Berg and Jennifer Coskren, RISI

ousing market Boom bust crisis

T

HE U.S. HOUSING market has been on a wild and protracted ride.

Government policy and financial hubris in the middle of the last decade drove housing production to levels well above what fundamental demand levels would dictate and the market became over-bought (households financially ill-prepared to own a home were pulled into the market) and overbuilt (speculative).

The Great Recession that began in 2009 brought the housing market crashing to well below underlying demand. In the aftermath of the collapse in the housing market, tight financing, a purged inventory of building lots and the relocation of labor constrained shelter production at levels well below those required to meet the recovering housing demand.

Initially, this imbalance was masked by the large inventory of vacant units that resulted from the housing crash.

At this point, however, the excess vacant units have been worked off (the inventory correction has been com-

pleted) and recovering demand is driving up home prices and rents as a result of the muted recovery in shelter production.

It is easy to dismiss the recent escalation in shelter prices as another “bubble.” After all, the recent escalation in home prices and rents has pushed them up to, and in many cases above, levels that we experienced at the height of the boom years of the last decade. But the escalation in prices is the only thing these two cycles share. In fact, the factors leading to higher prices in these two “boom” periods were completely different and the ultimate market correction will be different.

In understanding the differences between the housing market in the last decade and the current market, it is important to understand that the key drivers for shelter demand and supply are underlying population growth and demographics, and that these factors are not impacted by economic cycles in the short run. As a result, cyclical

2016 RISI

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swings in household formations are anchored by the underlying growth trends. Through the cycles, housing demand and production will cycle around the underlying trend dictated by demographics. Currently, population growth will require an average of 1.13 million units per year between 2014 and 2020 and demand for second homes and housing stock replacement will require another 0.34 million units per year (Table 1). This puts trend housing demand at around 1.47 million per year.

In the housing boom of the last decade, housing production outpaced the demand for housing and, ultimately, household formations collapsed as demand was exhausted and job losses mounted. There were no more marginal homebuyers to tap into and speculators were frozen by the buildup of vacant inventory and falling home prices. Housing demand could not be sustained at levels well above underlying demand. The correction for this imbalance was quick and brutal, as demand and prices plummeted.

We are currently at the other extreme in the market where housing production has been running well below fundamental demand levels.

Over the period 2009-2015, household formations averaged 0.848 million per year, while net additions to housing stock averaged just 0.577 million per year for a 0.271 million average shortfall in supply over the six-year period.

Initially, this shortfall was masked by the large number of vacant shelter units on the market. In 2009, there

Building-Products.com

were around 1.5 million vacant homes for sale and rent and banks repossessed nearly 1.0 million homes through foreclosure, according to RealtyTrac. However, the modest level of household formations in recent years worked through the inventory of vacant shelter, and by the middle of 2014 the total shelter occupancy rate had returned to pre-recession levels and apartment vacancy rates dropped to historical lows

(Figures 1 and ).

In the last decade, demand and production levels in excess of underlying fundamental demand led to a pool of vacant shelter which had to be cleared before the market corrected. During the recession, households failed to form mostly due to virtually nonexistent job growth as U.S. payrolls were slashed.

And even as the recovering in the overall economy took hold, house-

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holds continued to lag behind underlying demographics for reasons ranging from the prohibitive cost of shelter to high student debt. Those individuals that would have formed households have not gone away and they add to the pool of individuals that would form households under improved conditions (pent-up demand).

Household formations did surge to levels above underlying demand and the pool of pent-up demand was drawn down, but in early 2016 it still stands at over 2.0 million. Household demand would move even higher and pent-up demand lower if the supply constraints hindering the market lifted.

This pool of demand will only grow as long as production falls short of underlying demand.

In previous cycles (pre-2000), housing production quickly rebounded to levels in line with or above demand and the pool of pent-up demand built up during the downturn was quickly worked off. The recovery in housing in the current cycle has been constrained by the destruction of the physical (available land and labor) and financial supply chain. So, it was much easier to stop building in the last cycle to allow for the market to correct than it has been to restart shelter production to rebalance shelter demand and supply.

Resolution to the current housing crisis or supply shortfall will come from both market forces and public policy. Market forces are initiated through higher prices and increased

Building-Products.com

investment. Higher prices will slow household formations as marginal entrants into the shelter market are forced to postpone their plans. Local escalation in prices should redirect corporate and small business growth plans to areas with more affordable housing (think San Francisco, New York City, and Boston shifting to Austin and Cleveland).

On the supply side, higher prices will help stimulate investment in shelter. Shelter production doubled between 2009 and 2015 with multifamily housing accounting for nearly 50% of the growth as access to mortgage financing limited entry to the single-family market. On the face of it, this is a solid recovery; however, current levels of housing production are nearly 20% below the levels required to meet fundamental demographic demand.

Housing production needs to reach close to 1.5 million units just to meet underlying demand over the next few years, and this level does not allow for any reduction in pent-up demand.

However, the extreme and prolonged downturn in housing has destroyed much of the supply chain in housing production. Building lots were purged from builders’ balance sheets and a large portion of the labor either left the work force or migrated to other sectors. And the housing finance supply chain (builder and buyer) has yet

to fully recover. The relatively slow pace at which the housing supply chain is being rebuilt provides the underpinnings for the current housing crisis.

The other part of the solution to the current housing crisis will come from public policy. The policy prescriptions, however, have to be directed at supply and not traditional demand remedies. For instance, restrictive building codes, protracted permitting processes, and strict zoning will have to become more growth oriented.

Labor retraining programs and relocation tax incentives would also help.

And, of course, accommodative financing for builders. Policies directed at increasing demand or controlling prices will only aggravate the current housing market conditions.

In either case, the housing market will not be back in equilibrium until production returns to levels that will allow for the elimination of pent-up demand. There is no “new reality” in housing market. Ultimately shelter production will have to return to levels that will accomplish this rebalancing, and market and policy pressures will work toward this solution.

And unlike the previous boom, this correction has already and will continue to be a drawn out process.

2016 RISI

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NAWLA Special Focus

By Gail Rutkowski, National Shippers Strategic Transportation Council

Can your company be accused of driver coercion?

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N JANUARY

29, 2016, the Federal Motor Carrier Safety Administration’s (FMCSA) driver coercion rule, known as the “Prohibiting Coercion of Commercial Motor Vehicles,” became effective. This regulation prohibits motor carriers, shippers, receivers or brokers from coercing drivers to operate motor vehicles in violation of FMCSA regulations that include hours of service, CDL regulations, drug and alcohol testing rules, and HAZ MAT regulations.

The rule also prohibits anyone who operates a commercial motor vehicle in interstate commerce from coercing a driver to violate the commercial regulations.

Ever since the FMCSA issued a notice of proposed rulemaking request for comments in May of 2014, there has been a lot of confusion as to how this rule would work.

While the final rule clarified some of the questions, much of that confusion still exists. As John Cutler, NASSTRAC’s legal counsel, noted, “We are pleased to see that the agency dropped several of the worst features of the rule. The final rule no longer imposes on shippers, intermediaries or receivers a ‘duty to inquire’ whether drivers can comply with all safety requirements (HOS, safe tractors and trailers, working brake lights, etc.) for the services requested. In addition, the final rule drops the ‘respondent superior’ legal theory under which shippers, intermediaries and receivers might have been considered ‘employers’ of the drivers who work for the motor carriers. That theory could have caused a great deal of trouble for defendants in ‘negligent hiring’ lawsuits. These are positive developments, and the comments that NASSTRAC and others filed seem to have done some good.”

While NASSTRAC, along with many industry groups endorse the intent of the rulemaking, no one defends coercing drivers to violate safety rules, FMCSA clarified in response to a NASSTRAC comment that there is nothing wrong with a shipper saying it will stop using a trucking company that sends in a driver with four hours of driving time left on the clock when the haul will require seven hours. It is legal to decide not to use a carrier that does not

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dispatch drivers who can meet the agreed upon delivery schedule. Further clarifications include: • Brokers are not allowed to directly communicate with drivers and are not employees of a motor carrier, and if a broker communicates directly with a driver, they could be held liable for vicarious liability and coercion.

• The deadline to file coercion complaints will work off of a 90-day filing deadline to ensure drivers have a sufficient time to prepare and submit a coercion complaint.

Unfortunately, these clarifications are not contained in the rule itself, but in the explanatory text which means shippers need to either remember what the explanatory text says or keep a copy of the Federal Register notice handy.

This rule also carries stiff penalties up to $16,000 per occurrence if a shipper, receiver or intermediary makes threats to a driver.

According to Cutler, “The exposure to penalties is there whether or not the driver actually violates any regulations.

In addition, what does it mean for the driver to have “stated’ that the service called for could not be provided in compliance with regulations? Stated how, and to whom? A night watchman or a yard jockey? FMCSA refused to

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require documentation.”

So, where do we stand now? We don’t know how the rule will be applied or who will be believed when a driver says one thing and the shipper says another. Shippers, receivers and brokers may need to consider adding no-coercion sign-offs from truck drivers to their shipment documentation.

What else should shippers do?

Make sure you have good procedures in place; don’t talk directly to drivers to avoid vicarious liability; and if there is an issue, work with the motor carrier.

NASSTRAC will be watching how enforcement is done, particularly in resolving “he said, she said” issues.

No one in the industry believes drivers should be coerced into doing anything illegal, but creating a situation where shippers or brokers get unfairly put into a situation resulting in a $16,000 fine over something they had no control over isn’t good regulation… or good business.

FMCSA (and carriers) complain about shippers and receivers who take too long to load and unload trailers. FAST Act sets parameters for study of this issue, which could bring new rules.

Insurance. FAST Act provides that if FMCSA wants changes in required liability insurance, it must study impacts on safety and the trucking industry, and the insurance industry’s ability to provide more coverage Driver Training. New call for 30 hours behind the wheel for Class CDLs. Driver health, substance abuse test-

ing, broker and forwarder licensing.

These changes may require changes in contracts and selection criteria. Our advice remains the same: DO NOT USE UNSAFE CARRIERS. We all need safer highways and “negligent hiring” lawsuits continue to proliferate. What are you doing to protect your company?

– Gail Rutkowski is executive director of the National Shippers Strategic Transportation Council, the association for transportation and logistics professionals who manage freight across all modes.

Learn more at www.nasstrac.org bdp.

While the Driver Coercion rule has been at the forefront of issues shippers are facing, here are a few other regulations that may impact your transportation operations: Electronic Logging Devices.

Most paper logbooks should soon (by 12/17) give way to ELDs. Many carriers which already use them will get extra time for updates. The ELDs will automatically record engine hours, miles driven, locations, etc. They are projected to increase safety (by reducing HOS violations) and improve efficiency (by reducing paperwork and permitting better performance monitoring).

Revision of DOT Ratings. The FMCSA has proposed new High Risk Motor Carrier test and new unfit safety rating to replace older Satisfactory, Conditional and Unsatisfactory.

Speed Limiters. No proceeding yet, but 65 mph may be proposed.

This will reduce capacity, but may be safer. Many large carriers already use limiters.

Loading and Unloading Delays.

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NAWLA Special Focus

By Kimberley Clough, Interfor

ecruiting millennials The why and how

I

F YOU LOOK across the industry, there is a whole group of folks with 30-plus years of experience behind them.

This group has important institutional and technical knowledge, but it’s in danger of being lost.

Because of the cyclical nature of our business, we haven’t emphasized the development of succession candidates to eventually fill those jobs. Once this group retires in large numbers, the industry could be in a difficult situation, where it starts battling over the talent that remains.

The cost of that talent goes up if we haven’t collectively come together to develop a pipeline of up-andcoming individuals in our organizations. Let’s not find ourselves in a situation where there’s one person qualified for every two jobs in the industry. Let’s start recruiting and developing the next generation of employees to the lumber industry in a strategic way.

The Message to Millennials

I subscribe to the notion that, regardless of generation, there are certain people in life who like seeing results from the work they do every day. There are millennials who are fascinated by big machines and how they work. It matters to them that the products we create are things you can see and touch.

So I think the reason why millennials would get into the lumber business is if they enjoy being part of an industry that produces a tangible output that feeds into other industries. The message to those millennials is that the lumber industry is part of a larger, stable economic platform.

Although it has its cycles, it’s an industry that’s here to stay.

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eaching Out to uture Grads

Interfor does a lot of different things to attract and retain millennial employees. We understand that our long-term success will be driven by our ability to retain talent at the supervisory and operational levels. Bringing in millennials is one path to ensuring that success.

To find millennials, you have to engage with universities. We do that by attending job fairs and conducting information sessions. We don’t target schools arbitrarily, however. We find schools that graduate the type of individuals who are attracted to the lifestyle associated with our industry.

In other words, if we’re recruiting for engineering positions in Georgia, we don’t actively recruit at the larger technical institutions, like Georgia Tech. Those students generally don’t want to live in small towns and work in our industry.

They picture themselves working in aerospace or just about any other industry before ours.

We target smaller schools instead, ones with good programs that teach students to think like engineers—to be analytical and process-oriented—but who want to live in a town with 500 people because they enjoy fishing and hunting, or whatever it is that draws them to small-town living.

The type of institution you focus on does matter.

How you engage with an institution depends on the quality of its career center. We have an excellent relationship with the University of British Columbia, for example, mostly because they have a good career program in place.

The career advisors know who we are and what we offer as an employer. Many of their graduates have come to work with us, either in forestry or the manufacturing side, so the student body knows who we are. They know every year

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we’re going to hire a certain number of co-ops, and they can provide information on what it’s like to work at Interfor. In this scenario, your employees are the best at selling your company to future graduates.

We’ve also engaged with students by making presentations in classes and by offering ourselves as the topic of classroom projects. If they do express interest or eventually become a co-op participant, we make sure to connect with them on LinkedIn and keep in touch.

Make Mutually Beneficial

elationships

When we bring interns or new graduates into the business, they’re not left to fend for themselves. During the recruiting stage, that’s what new graduates or millennials often want to hear. The idea is that they’re meant to keep developing and learning and that there’s a plan for their development. We really focus on the fact that we have a plan. If the employee has an engineering degree, we really understand what that person has to learn about our industry in order to really add value.

Millennials in particular need to hear that they won’t just be handed off to a manager and hope that they learn something in the process. Millennials don’t have a track record of staying with companies long after they graduate, but I find the biggest motivator is an acknowledged plan to continue developing employees. They’re more likely to stay because they see the opportunity to progress their career in meaningful ways.

– imberley Clough is manager of recruitment-North America for Interfor, Vancouver, B.C.

Building-Products.com

Start Building a Pipeline There is no “build it and they will come” when it comes to hiring millennials. Companies that want the best employees have to go find them. Here’s a quick guide to building a pipeline.

Dedicate someone in your organization For some companies, recruitment is a priority. For others, an afterthought. The difference is often whether an employee is dedicated to it or not.

Engage with universities Find universities with programs that relate to your needs, whether it’s engineering, accounting and so on. Then call or email the career services staff at those programs and set up a meeting. (Their information is usually listed on the school’s website.) The more they know about you, the more they can sell your company to the best students.

Connect on LinkedIn Build your network with those career services staff, interns, former employees and anyone else who could lead you to your next hire.

Keep in touch with the occasional message, but don’t inundate them.

Get Employees Involved Your employees should be your best promoter. Ask for help connecting with the next generation, by contacting their alma maters on your behalf, speaking with potential recruits or even a formal referral program.

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NAWLA Special Focus NAWLA Educational Opportunities

Train and retain your top performers with A As educational courses

U

NDERSTANDABLY, AS AN employee’s tenure increases, so does the value he or she drives for your organization through productivity gains, improved work accuracy and positive impact on company culture. Josh Bersin, principal and founder of Bersin by Deloitte, describes employees as an “appreciating asset” for this reason. While it may seem counterintuitive to think of a staff team as a line item on a balance sheet, it is an important reminder about the impact of employee turnover and the costs associated with losing star players.

As the economy continues to recover and new opportunities become available in the local job market, managers should focus more time and resources on employee retention. Starting with an understanding of the conditions that drive employee satisfaction or lead to turnover can help industry firms identify the best solutions.

According to a 2014 survey by the Society for Human Resource Management about job satisfaction, respectful treatment of employees on all levels, trust between employees and senior management, benefits, compensation and pay, and job security were the top-rated aspects overall.

While many of those, along with a company’s ability to address them, will vary by company and management team, there are some universal needs that a manager can look to outside resources to support.

These include other areas of high importance (as rated by employees in the same survey) but also relatively low current satisfaction, such as job-specific training, an organization’s commitment to professional development, contribution of work to an organization’s business goals, company-paid general training.

The North American Wholesale Lumber Association provides several in-depth training courses that can be used to both increase employee satisfaction and improve individual and company performance. These courses are tailored to lumber industry professionals and suited for professionals at different stages of their careers.

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WOOD BASICS course brings industry professionals into the field, to supplement classwork instruction.

ood Basics

Through a blend of classroom training, field experience, and university resources, Wood Basics Course provides a comprehensive introduction to the forest products industry.

In the words of spring 2016 Wood Basics attendee Lauren Chimko, lumber trader at Dakeryn Industries, the course covers “a variety of topics surrounding the life of a piece of lumber; from a wee little seedling in a forest to a structural component in a home. Key subjects: forest operations, sawmill production, transportation, and sales/negotiations.”

“Seeing the forest thinning and the mill was really helpful in understanding the steps it takes to turn a tree into the materials we sell at our distribution locations,” added class-

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ADVANCED selling and negotiation skills are the focus of two-day Wood Masters classes.

mate Shea Stone of U.S. Lumber Group. “Being in sales, I think the negotiation session is what I will use most in my future in the industry. It will really help keep me on my toes when trying to deal with customers.”

This four-day immersion course is intended for employees who are new to the industry and ideal for those seeking to understand how their work contributes to their company’s goals and the overall success of the industry.

Traditionally, Wood Basics is offered twice annually, with a spring course at Mississippi State University and a

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fall course at Oregon State University (OSU). Due to the popularity of this course in recent years, a third course was added for 2016 at OSU this summer. Registration for both the summer course, July 25-28, and the fall course, Sept.

19-22, is now available, and enrollment is limited. Learn more at nawla.org.

ood Masters

Prior to its 2015 Traders Market, NAWLA hosted its first Wood Masters course for more than 30 branch and division managers, sales and business development professionals, and supply chain and operations professionals with more than four years of experience. Through case studies, presentations and panel discussions, the sold-out course helped participants build their selling, negotiation and communication skills.

Of his experience, Philip Herman, Allweather Wood, said, “Negotiation is a skill like any other that needs to be practiced to become proficient. I think this is a great area to review. I will certainly apply the information in my daily work.”

“All areas were beneficial,” agreed Dean Hartnell of Sherwood Lumber Co. “(Wood Masters) helped me identify the different types of customers and how to ask better questions.”

This popular class returns Oct. 24-26, 2016, in conjunction with the 2016 Traders Market in Las Vegas at The Mirage. The agenda for this two-day course will focus on advanced selling and negotiation skills to instruct attendees about enhancing assertive communication, identifying and eliminating flaws in their negotiation profiles, and increasing the efficiency of their prospecting and time management efforts.

Sessions will focus on the nuances of conducting business in the lumber industry, from developing a prospecting guide to sharpening phone and email communications.

Wood Masters will also feature panel discussions with lumber executives and industry experts. With job-specific training in areas that directly contribute to the organization’s bottom line, your more experienced professionals will appreciate the opportunity to hone their skills alongside peers at Wood Masters.

Because this unique training takes place immediately

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before Traders Market, NAWLA encourages sales professionals, traders, and other lumber professionals with three or more years of experience to attend this course to maximize their development opportunities. Forest industry professionals can register now through the NAWLA website, www.nawla.org.

ecutive Management Institute

MI

Training the next generation of your business’ leadership showcases your company’s commitment to professional development at all levels while helping to solidify a company’s succession plans and develop essential skills.

For those experienced managers, NAWLA offers Executive Management Institute (EMI), which will take place Sept. 19-22, 2016, at OSU alongside Wood Basics.

Participants of this four-day course will learn about their role as an executive and how to manage legal issues, customers, inventory, sales and marketing. In an effort to showcase the real-world applicability of this course, each participant is encouraged to bring key issues and first-hand experiences to discuss throughout the course.

Past EMI attendee Dan Semsak of Pacific Woodtech Corp. said, “The financial training will help me to better prepare for Board meeting discussions and financial analysis of investments in operations. I will also be working toward better supply chain management. Those areas were most helpful.”

Industry experts and experienced instructors will be on hand, guiding participants through courses that detail every aspect of running a successful company—from establishing

Building-Products.com

the right company culture and philosophy and practice of leadership, to contract and HR law, EMI covers everything a manager would need to know to keep a business thriving.

“Attending the EMI has given me a more well-rounded view of the business principles required to set goals, delegate accordingly to reach those goals, and incentivizing fairly and properly to maintain a high level of employee focus and morale,” said Mike Lind of National Industrial Lumber Co. Only two seats remain for the 2016 course, so those interested in attending should register soon at nawla.org.

E PERIENCED MANAGERS receive high-level business training at NAWLA’s fall Executive Management Institute.

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57

NAWLA Special Focus

By North American Wholesale Lumber Association

Create connections to build tomorrow at 2016 A A Traders Market

T

Las Vegas would like you to believe that you shouldn’t discuss anything that happens there upon your return home. The North American Wholesale Lumber Association encourages you to consider a different approach for its 2016 Traders Market, which will be hosted there Oct. 26-28.

As its largest annual gathering, the Traders Market brings together wholesalers, manufacturers, and transportation and related service providers—the key players across the lumber supply chain—in one exciting location. The event is focused on providing opportunities for attendees to create or renew relationships with current and HE CITY OF

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prospective business partners that will build and enhance their companies’ long-term growth and success.

Last year attendee Mark Luby of Weekes Forest Products agreed, the show “solidifies current relationships, and opens the door to new possible opportunities.” Luby’s feedback is representative of 95% of 2015 Traders Market participants who indicated they met a new acquaintance or renewed a relationship that will lead to new business. Not surprisingly, 96% cited that the benefits justify the event investment.

These sentiments were echoed by attendees on both sides of the booths.

“As a manufacturer, I saw more deal-

May 2016

ers in the first three hours of this show than I’ve seen in any three-day show I’ve ever attended,” said Joel Cone of NewTechWood, Ltd. “This year we benefited by connecting with existing customers from across the country all in one location,” Jeff Tweten, WorkSafeWorkSmart. com, added. “We were also able to meet with potential new customers and benefited from the training offered at the show.”

Celebrating its 20th anniversary, the 2016 Traders Market experience promises more of the same. The continued popularity and growth amongst exhibitors and attendees is expected to continue for this year, yielding a show

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floor with an anticipated crowd of more than 1,500 participants and 250 exhibitors.

“We are excited to host this year’s Traders Market at The Mirage in Las Vegas,” said Kip Fotheringham, director of sales & marketing for Hampton Affiliates, and 2016 NAWLA Traders Market Committee chairman. “The energy and enthusiasm that the city is known for mirrors the high energy level that exists over two days each year on our trade show floor. And, the convenience of countless restaurants and nightlife options—both within minutes from The Mirage on the Strip—means our buyers and sellers will have the chance to continue important conversations well beyond the show floor.”

NAWLA 2016 Traders Market October 26-28, 2016 The Mirage, Las Vegas

egistration a ailable now at nawla.org

The signature feature of the Traders Market, its trade show floor, will retain a similar schedule as in years past, with a few layout improvements to help attendees maximize networking opportunities throughout Thursday Oct. 27 and the morning of Friday Oct. 28. “While the Traders Market Committee and NAWLA’s leadership are always on the lookout for new elements to add value to the event experience, we are also mindful of the importance of the connections that are made between suppliers and distributors during the event,” Fotheringham said. “The enhancements you’ll see in Las Vegas were specifically designed to facilitate enhanced networking and relationship-building.”

For example, Networking Central, home to impromptu meetings and the popular Learning Lounge sessions, will move to the middle of the show floor for the 2016 event, making it a more convenient resource for buyers, sellers and those seeking to build their knowledge. Returning attendees will also experience well-received program features such as an event-focused app that delivers up-to-date program and attendee information directly to participants’ smart phones, and an opening keynote whose wisdom motivates buyers and sellers for the duration of the event.

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Thanks to the Vegas venue, attendees will have the option to attend The Beatles LOVE by Cirque du Soleil after the show floor has closed at a group discount. The Mirage is also home to the Aces of Comedy and other entertainers; 16 restaurants ranging from American and Brazilian steakhouses to Chinese and Japanese cuisine; nine nightclubs and bars; 100,000 sq. ft. of gaming; one of the most technically advanced aquariums in the world; a spa & salon; shopping; and access to one of the nation’s most exclusive golf courses, Shadow Creek.

For Traders Market attendees looking to polish their sales skills before hitting the tradeshow floor, the second annual Wood Masters course will be hosted Oct. 24-26 at The Mirage.

Because the event is designed for traders, sales professionals, and other lumber professionals who are staying for the Traders Market, the agenda for this two-day course will focus on advanced selling and negotiation skills to instruct attendees about enhancing assertive communication, identifying and eliminating flaws in their negotiation profiles, and increasing the effi-

ciency of their prospecting and time management efforts.

“Based on recent trends, we anticipate our show floor and Wood Masters Course will fill up quickly, and we will continue to see strong increases in the numbers of whole-

Wood Masters

October 26-28, 2016 The Mirage, Las Vegas

egistration a ailable now at nawla.org

salers and manufacturers who join us in Vegas,” said Fotheringham. “I encourage all of those considering these opportunities to bring a big team, register them now, and start planning their meetings in advance of the event.”

Registration is now open for Traders Market and the Wood Masters course. Those looking to exhibit may also secure their booth space now, on a first-come first-served basis. Visit www.nawla.org to learn more about the event, and check back often and new details are provided.

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SELLING with Kahle

By Dave Kahle

The upside of a propensity to take risks

W

HAT SETS THE exceptional professional apart from the average? Regardless of the profession, from sales to psychiatry, the exceptional professionals share certain characteristics. Here’s one: the propensity to take risks.

Now, don t get the wrong idea. We’re not talking about skydiving here. Nor are we talking about sinking your life savings in the new start up dot com that your friend told you about. I don’t mean taking risks that might endanger your health, safety or long-term security.

Instead, I am talking about taking risks that force you to move out of your comfort zones on the job—risks that will stimulate you to stretch yourself, to become more competent, to gain skills that you may not have, to expand your abilities and, maybe, in so doing, help you become more effective and more efficient.

Here’s an example. When I began my business, my focus was 100% on consulting. I had never given a seminar in my life. But I read the books on how to build a consulting practice, and all the experts recommended giving seminars as a way to build your consulting practice. So I determined to do so.

I developed a program, “How to Find, Interview, Select and Hire a Good Salesperson,” and approached the local business college with a proposal to jointly present it. They agreed, and a few months later, I presented my first seminar. It was a huge risk—something I had never done before.

It caused me to stretch myself and to learn a new set of skills. I could have failed miserably. But, the seminar was successful. And that one led to another, and that to yet another. Within a couple of years, I had discovered that speaking and training could be major parts of my practice.

Today, my speaking and training income exceeds my consulting income by multiples.

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If I hadn’t taken that first risk, I would never have built a successful speaking practice. That practice has allowed me to travel all over the country, and to present in many countries around the world. Not only has my income expanded, but my life has broadened as well.

That’s the kind of risk I’m talking about. It’s the kind of risk that calls on you to expand yourself. If you fail, it can be emotionally painful, and perhaps financially troublesome. However, if you are successful, it can lead you to other, and greater opportunities.

Test me on this. Talk to someone in your profession who has become exceptionally successful. Ask him/her about the risks they have taken in their professional lives.

You’ll find, I believe, that almost every successful professional has stretched themselves beyond their comfort zones at a number of different times. It’s one of the characteristics of the highly successful professional.

If you can build a propensity to take these kinds of risks into your mind set, you’ll grow faster and further than if you remain safely inside of your comfort zones.

You take risks in a lot of ways. As a salesperson, when you call on a different type of customer than that with which you have become comfortable, you take a risk. For example, when you call on the chief financial officer of a business instead of just the production supervisor, you’ve stepped out of your comfort zone and taken a risk.

In every profession, when you choose to implement any new strategy or tactic, or you chose to do something differently, you take a risk. When you choose to try a new way to make a presentation, contact your clients, or locate your office, you are taking a risk. When you chose to question and then change some long-entrenched habit, you are taking a risk. When you expand your efforts in any direction that calls for you to stretch and attempt something new, you are taking a risk.

Some of those risks will turn out well, others will become failures. Regardless, the simple act of trying something different and new will help you. You’ll gain confidence in your abilities, and you’ll learn from both your successes as well as your failures. Your life will expand, you’ll grow wiser, and you ll become more successful.

That is the sure payoff for every risk thoughtfully taken.

– One of the distribution industry’s leading sales educators, Dave ahle has presented in states and 11 countries, produces a free weekly e ine, and has written 10 books, including How to Sell Anything to Anyone Anytime. Reach him at (800) 331-1 8 or via www.davekahle.com.

Building-Products.com

ASSocIAtIoN Update Construction Suppliers Association is hosting an HR summit May 16-17 at the Embassy Suites in Birmingham, Al. Attendees will learn how to hire the best people who fit right for their company, tips and tricks to smooth the hiring process including background checks and applications, and how to adequately train new employees. The seminar will close with a session on case studies titled “HR Nightmares” designed so attendees can foresee the most common mistakes before they happen.

Building Material Suppliers Association plans a leadership development roundtable May 16-17 in Roanoke, Va., and a regional roundtable May 18-20 in Charlotte, N.C. Northwestern Lumber Association will hold an introduction to building material sales workshop May 17 in Eagan, Mn. The class will provide a basic understanding of building material operations, product usage in residen-

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tial construction, and customer service basics. Topics to be covered include building material terminology, abbreviations, formulas, measures, R-values, margins, board footage, price conversions, customer relations, and practical selling skills.

Instructor Casey Voorhees will also touch on how profits are made (and lost), product usage on the job site—from boards to plywood, cement, floors, walls, trusses, roofing, soffit/siding, mouldings, interior finishes, stair parts, doors, windows, insulation, ventilation and builders hardware.

The association will then jump right into a blueprint reading & material take-off workshop May 18-19 in Eagan. Voorhees will discuss residential construction methods, blueprint reading and material takeoff while attendees receive hands-on experience with a set of working drawings.

Participants will also learn basic blueprint reading by identifying lines, symbols and details while developing an understanding of elevations, floor plans, framing and sectional views.

Next up for NLA members is the annual Nebraska golf outing June 1 at HiMark Golf Course, Lincoln, Ne. The tournament will be a “scramble” format with prizes for teams and individuals.

Northeastern Retail Lumber Association will host its leadership meeting May 17-18 at Education Resource Center, Rensselaer, N.Y. Board and committee meetings will also take place, closing with a group dinner at Pailo Lombardi’s Ristorante, Wynantskill, N.Y. Affiliate activities include a Western New York Lumber Dealers Association fishing trip May 27 at Buffalo Harbor, Buffalo, N.Y.; Lumber Dealers Association of Connecticut s annual golf outing June 1 at Mohegan Sun Golf Club, Baltic, Ct.; and Central New York Retail Lumber Dealer Association s annual golf tournament June 16 at Northern Pines Golf Club, Cicero, N.Y. Mid-America Lumbermens Association is organizing its 28th annual its Sunflower Shoot-Out fourperson scramble golf tournament for June 10 at Hesston Golf Club, Hesston, Ks. May 2016

North American Wholesale Lumber Association is gearing up for its Southeast regional meeting May 12 at Hyatt Regency, Birmingham, Al. The meeting will feature a panel discussion between industry-leading professionals from manufacturers, wholesalers and other related firms on timely industry issues and challenges.

The event will also feature an address from Lee Roy Jordan, former player for the Dallas Cowboys and owner of Lee Roy Jordan Lumber Co., Dallas, Tx. A panel will take place on day two moderated by Mike Mordell, executive vice president of purchasing for UFP Purchasing. Among the panelists are Phil Duke, vice president of Lumberman’s Wholesale Distributors; Steve Cheatham, sales manager for Everwood Treatment; John Yohanan, president of Gulf South Forest Products; David Cox, president of Richmond International; and Donna Whitaker, vice president-SYP sales & marketing for Interfor.

Up north, another regional meeting is set for May 10 at Hilton Garden Inn Toronto Airport West/Mississauga in Toronto, Canada.

The event will include keynote addresses from Alex MacKinnon, MacKinnon Transport; Stephane Boileau, Eacom Timber Corp.; Mark Warnica, Euler Hermes; Karl Seger, Falcon Lumber Ltd.; and Roseanne Loranger, Goodfellow Inc. Hardwood Plywood & Veneer Association s 95th anniversary spring conference will be May 15-17 at Hilton New Orleans Riverside, New Orleans, La. Various educational events and keynotes will adorn the show, such as an engineered flooring division roundtable on design trends with award-winning Texas architect Peter Pfeiffer, a technical committee roundtable on new technologies for forest resource availability/trends, and an economic forecast by Adrienne Slack of Atlanta Federal Reserve Board.

The event will close with dinner at the World War II Museum.

Northeastern Loggers Association s annual equipment expo will be held May 6-7 in Essex Junction, Vt.

Building-Products.com

Indiana Store eopens After ightning Strike

Kabelin Ace Hardware, Granger, In., reopened its doors eight months after a lightning strike sparked a fire that heavily damaged the building.

Company president Matthew Moore said despite the frustration that resulted in the rebuilding process, the store was able to have a soft opening March 21. A grand opening was slated for the last weekend of April.

ermont Mill Saved from ire

Firefighters were able to salvage a sawmill in Bristol, Vt., before the building was destroyed by flames on March 31.

Crews from five towns responded to the blaze at A. Johnson Lumber Co., which officials say originated near the kiln used to dry wood. The exact cause is still under investigation, but not considered suspicious.

eld- en aunches Triple Training Program

This spring, Jeld-Wen hits the road to launch the first of three training programs for builders, remodelers, architects and dealers. Known as JeldWen University, it is casting a wide

net to reach industry professionals at the right time, in the right place. â&#x20AC;&#x153;Given the current market conditions, we saw a need to provide our partners with the tools and know-how necessary to select and install windows and doors,â&#x20AC;? said Jim Parello, vice president of marketing. â&#x20AC;&#x153;JeldWen Universityâ&#x20AC;&#x2122;s three-pronged approach to training speaks to the companyâ&#x20AC;&#x2122;s commitment to delivering a premier customer experience.â&#x20AC;?

The programs include: â&#x20AC;˘ Mobile Showrooms: Starting in April, four trucks started hauling mobile showrooms to visit dealers and retail centers around the U.S. to showcase products. This format is intended to offer a quick, convenient training experience in their community. â&#x20AC;˘ Regional Learning Centers: JeldWen recently opened its first regional learning center in Rantoul, Il. In total, the company will create four learning centers with several more coming soon to service regional demand. The learning centers will provide deepdive training into product features and benefits, installation techniques and how to specify the right product for the right application. â&#x20AC;˘ E-learning Courses: Later in the

year, Jeld-Wen will launch an online learning management system for ondemand training. The e-learning courses will be tailored to all skill levelsâ&#x20AC;&#x201D;from basic introductions of windows and doors to advanced technical courses on product performance and industry regulations.

isconsin ealer lips to Ace

Nearly three decades after he bought the business, Bob Martin and his family are celebrating its transformation with an April 15-17 grand reopening and a slightly different name: Holmen Ace Hardware & Rental.

The switch from Hardware Hank to Ace took effect last December, said owner Bob Martin, but the storeâ&#x20AC;&#x2122;s remodeling and repositioning of merchandise was just completed and the switch to Ace has brought a larger selection of merchandise.

Man Arrested for Arson

A man was arrested on April 6 for allegedly setting fire Jan. 8 to Standard Hardware & Supply Co., McArthur, Oh. David Andrew Cline was arrested on a charge of aggravated arson.

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(407) 829-9000

Lock-Deck Laminated Decking www.lockdeck.com

800-547-4209 sales@disdero.com www.disdero.com Disdero Lumber Stocks & Manufactures the Most Complete Line of Specialty Lumber Products in the West Building-Products.com

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eady-to- uild

ailings

intage

ues in Fencing

Ultra Aluminum is broadening its product offering with the introduction of a new CCRR-Code approved ready-to-build boxed aluminum railing program.

The new line, Ultra Max, has met stringent third party audit and testing requirements.

The company also offers level and stair rail kits, as well as 6” and 8” Column Wrap and newel post kits, gates, arbors, Eclipse privacy panels, and Juliette balcony kits.

Ply Gem has added a fifth color to its line-up of Woodland Select vinyl fencing, delivering the details of natural wood without the nuisance of annual upkeep.

Aged Cedar features a realistic variegation with black and gray overtones, and emulates or mirrors the color and texture of naturally aged, untreated cedar. It rounds out the collection of Natural Cedar, Redwood, Weathered Cedar and Chestnut Brown.

 ULTRAFENCE.COM

 PLYGEM.COM

(800) 656-4420

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Building-Products.com

eliable Tie Downs

Keep Decks Together

DeckWise Joist Tape selfadhesive deck flashing is used to apply to decking joists, around deck support posts and over ledger boards.

The tape creates a waterproof seal that helps stop decay and wood rot, helping to create an anti-corrosion barrier and extend the lives of decks.

The tape is a malleable polyethylene waterproof wood flashing and material, using a rubberized asphalt mastic adhesive.

MiTek’s Adjustable Deck Tension Tie resists the lateral loads that pull a deck away from the structure.

The development is part of Mitek’s effort to make decks safer and to bring users in compliance with the 2015 IRC R507.2.3(2), which requires the installation of a “Hold-Down Device” with a minimum allowable tension load of 750 lbs., in four locations on the deck.

 MITEK-US.COM (314) 434-1200

 DECKWISE.COM (866) 427-2547

igh-Tech

penings

Weather Shield Windows & Doors has launched Visions 3500 Series of premium vinyl windows and doors.

The series’ single- and double-hung, direct-set, and sliding windows offer the choice of either an integral J-channel frame to ease installation of siding or accessory trim, or a non-integral J-channel frame for brick or stucco installations.

All of the products feature technology to ensure energy efficiency, minimal water infiltration, and excellent thermal performance.

 WEATHERSHIELD.COM (877) 452-5535

Building-Products.com

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Manufactured Stone with Style

oof

lends

Desert Sunset Luxor Panel by Environmental StoneWorks represents the architect’s vision of blending the home with the natural setting of its mountain range surroundings.

Designed to represent where rustic charm meets modern style, the warm color and texture of the panel has a soft, grounding effect that pairs flawlessly with contemporary design. The panel is also available in Taupe and Cream.

DaVinci Roofscapes has launched four new EcoBlend options to reflect sunlight and heat away from a home or commercial structure.

The new color blends meet the stringent requirements to receive Energy Star designations, are approved by the Cool Roof Rating Council and meet Title 24 requirements for California.

Color blends for EcoBlend polymer shake and slate roofs now include tahoe, autumn, brownstone and slate gray.

 ESTONEWORKS.COM

 DAVINCIROOFSCAPES.COM (800) 328-4624

(800) 891-5402

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Silence with

ypsum

CertainTeed’s SilentFX QuickCut noise-reducing gypsum board allows building professionals to achieve acoustical control through a much less complicated installation process.

It scores and snaps like regular drywall and achieves more reliable lab to field STC results when compared to traditional methods, where errors often occur when clips and channels are compromised at the jobsite.

The boards can be used for interior walls and ceilings in new construction or renovations over wood or steel framing conditions.

 CERTAINTEED.COM (800) 233-8990

ntryways for a Craftsman

Barrington Fiberglass Entry Doors by Masonite now offers the Craftsman Entry Door, in oak and mahogany textures.

It combines two popular styles to complement traditional and modern homes.

The entryways feature Barrin-gton’s recessed flat three-panel design and Marco textured glass with antique black caming.

The doors measure 36 by 80 inches with sidelites of 12 by 80 inches or 14 by 80 inches.

 MASONITE.COM (866) 736-7322

Building-Products.com

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ip It

p

Supreme Green DriTac 7800 is a 5-in-1 adhesive offering subfloor moisture control with a lifetime warranty.

The adhesive offers sound and moisture control, isolates old cutback adhesive, acts as a crack suppressant, and has a bond-only option. It also offers the ability to install engineered plank, solid wood plank, and bamboo flooring with no restrictions on width, length or thickness.

DeWalt has introduced the new Multi-Functional Utility Bar, designed for ripping, striking, prying and scraping applications for renovators, deck builders, and contractors alike.

Available in two sizes, 30” and 40”, the MFU Bar features a hardened striking surface manufactured with 7/8” tri-lobe stock for durability, a gooseneck head for board grabbing, and an extrawide pry end designed with precision ground edges.

While the tool can be used for prying applications, it also simplifies adjusting floor or wall boards by providing a pivot leverage point. The angled foot at its bottom also offers leverage while scraping or lifting during the demolition process. The nail puller located at the bottom of the bar helps remove stubborn nails with ease.

True Effects Hand & Skin Shield goes on as a soothing cream, protects like a glove, lasts for hours, allows hands and skin to breathe, and yet won’t wash off like ordinary moisturizers.

A typical application of the cream lasts up to four hours to protect against the damage that chemicals can cause, and stays on through repeated hand washings or applications of alcoholbased sanitizer.

 DRITAC.COM

 DEWALT.COM

 TRUEEFFECTS.COM

Supreme Adhesive

(800) 433-9258

(800) 394-9310

Skin Shield

(855) 639-2850

coMING: MAtErIAL hANdLING & EQUIPMENt ISSUE Moving product to, through and from your facility efficiently and affordably can make or break a business. This July, Building Products Digest will take a look at Material Handling from all angles, including: • Shipping & Delivery

• Racking, Storage & Reloads

• Forklifts

• Improving Facility Layouts

Plus, this issue will also feature the latest on Pressure Treated Wood and Engineered Wood Products, including a Special Section Spotlighting APA and its members.

to AdvErtISE IN thIS MUSt-rEAd ISSUE, coNtAct (714) 486-2735 PAtrIcK AdAMS – PAdAMS@bUILdING-ProdUctS.coM or chUcK cASEy – chUcK@bUILdING-ProdUctS.coM

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Building-Products.com

ocket Si e Cutters

Milwaukee Tool has introduced a next generation Fastback Flip Utility Knife, designed with the same trademark features as the first model.

The knife is designed to maximize productivity on the jobsite with press-and-flip one-handed opening. In addition, quick blade changes allow users to make blade replacements easily.

The knife increases blade capacity to five blades—one in the tool and four in the storage door, allowing users to fit an entire five-pack of blades in their tool.

Ryvyr brings Colonial appeal to the bathroom with its new James bath furniture collection.

The freestanding bath cabinets and matching mirror are featured in a dark English chestnut finish dressed up with rustic hardware.

Boasting an Americana vibe and a rich woodgrain, the style is suitable for traditional and transitional bathrooms alike, and is sturdily crafted with solid wood.

The new PaCSTM Cladding System by Thermory is designed to create an incredibly fast and simple rainscreen installation.

The system is designed around PVC furring strips with pre-attached hidden installation clips.

Cladding comes pre-grooved and ready for installation.

Combining durability and function, the clips provide 350 lbs. of resistance per clip and the proper ventilation gap from the wall.

 MILWAUKEETOOL.COM

 RYVYR.COM

 THERMORY.COM

(800) 729-3878

Building-Products.com

Cladding Installation Made Simple

Classic

anities

(585) 250-4074

(866) 395-8113

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Texas dealer show

Lumbermen’s Association of Texas & Louisiana recently held its annual convention at JW Marriot Hill Country Resort, San Antonio, Tx. A board of directors breakfast and a presentation by Texas State University’s Wayne Noll was an insightful kickoff to the event. The closing gala and awards banquet highlighted the association’s impressive

130 years and was a testament to a thriving industry.

Outgoing LAT president Brian McCoy presented the Dealer of the Year Award to Matt Mullin, Alamo Lumber Co., San Antonio, and Rep of the Year to Do it Best’s Ron Mullen.

LAT exec Barbara Douglas was also recognized for her 30 years and three months of service to the association.

MAGIC 1 entertained LAT showgoers. 2 Matt Mullin was presented Dealer of the Year Award by Brian McCoy. 3 Team Ike’s: Karen Stewart, Francis & Grace Rabaey, Clay & Carolyn Epstein, Ike Epstein, Rebekah Epstein, Elizabeth Rabaey.

4 Ron Mullen, Joe Corah. 5 Amy Pierce. 6 Ted Willoughby, Lisa Saacks, Daniel Jones. Marilyn & Ronald Massey, Karen Wenzel. 8 Frank Wood, Dave Reichert, Joe Burlison. Erin Burwell, Carl Franckowiak, Darcy Overby. 10 Lisa & John Jones. 11 Jordan Lamar, Henry Armenia. 12 Jason Moyer, Codi Beane. 13 Beverly Sandoval, Travis Crim. 14 Bob & Claire Ashley. 15 Barbara & Jack Hensley. 16 Larry Yepez, Jason

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Mann. 1 Jeremy Kolenovsky, Jason Myers, Brad Bass, Dave Raught.

(More photos on ne t two pages) Building-Products.com

LAT EXPO Photos by BPD

LAT (continued fro pre ious page) 18 Nina Terregino, Mark Munoz. 1 Dale Voigt, Kevin Shute. 20 Mike Herrema, Jamie Hursh. 21 Ginger Whitaker, Liz Murray. 22 Cameron McCuller, Bill Lawson. 23 Steve Nybo, Garnett Douglass. 24 Christine McKay. 25 David Yessian, Craig Crafton. 26 Keith Building-Products.com

Harris. 2 Jason Hunt, Jerry Trahan. 28 Ron Kennedy, Mike Musselman, Myron Boswell.

2 Nathan Sikes, Marshall Kovacs. 30 Donnie Wright, Scott Walton, Brandon Bishop.

31 Rick Benton, Rose Cingari. 32 Steve Dodson, Mark Dodson. 33 Mike enko, Chuck Murdoch. 34 Cole Bryant, Marty May 2016

Neiswender, Bobby Byrd, Meagan McCoyJones. 35 Derek Archibeque, Nikki Betts. 36 Aaron Elliott. 3 Blake Bailey, Phillip Steffy.

38 Ann Chapman, Kate Borroni. 3 Lynn Liebertz, Mike Stepenski. 40 Britt Inman, Patricia Valdez.

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LAT EXPO Photos by BPD

MORE LAT (continued fro pre ious pages) 41 Wil Stewart, Quinton Pugh. 42 Mackenzie Shriner, Gilles Dumont, Tierrah Higginbotham. 43 Scott Stanford, Mitch Adams. 44 Jason Berkey, Colt Oliver. 45 Brandt McCoy, Cyndi Chandler, Joe Ritchie. 46 Telisa Marsh, Garaham Picard, Keith Keegan. 4 John Smith, Herman Sanchez. 48 Stephen Geistweidt, Royce Slaven, Ken Smithhart, Greg Frey, Kyle Williams. 4 Baldemar Hernandez, K.C. Cox, Robert Marsh, Cody Dick. 50 Todd Raines, Reagan Lochridge. 51 Nathan Sikes, Bobba Finnell. 52 Jason Pate, Mike Aaron. 53 Kolton Barber, Jimmy Pate. 54 Tony Rocha. 55 Steve Weaver, Jeff Tweten. 56 Dave Sherwood. 5 Kevin Simpson, Shannon Abercrombie, Jan Burdette, Chad Mizell, Jim Klein, Andy Long, Andy Ruwe, Daniel Trevino, John Crowder, Glenn Pawlowski.

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LAT 2016 201 Officers

President: Clay Epstein, Dr. Ike s Home Center First VP: Chris Miller, Parker s Building Supply Second VP: Jimmy Pate, Pate s Lumber Treasurer/Secretary: Grant Foxworth, Foxworth-Galbraith Sgt. at Arms: Ted Galbraith, Foxworth-Galbraith Associate VP: Mike Pollok, Weyerhaeuser Louisiana VP: Frank Fazzio, Lumber Products, Inc. Past President: Brian McCoy, McCoy s Building Supply Building-Products.com

IN Memoriam John Norlen, 46, specialty products purchasing manager for Sprenger Midwest, Sioux Falls, S.D., died March 21 after a battle with cancer.

He started his career in 1993 in inside sales with Georgia-Pacific, Sioux Falls, before joining W.W. Grainger, Watertown, S.D., in outside sales in 1998 and Sprenger’s sales and purchasing department in 2000.

Myron Stuart Stu Raynor Jr., 82, former general manager of Causeway Lumber, Bonita Springs, Fl., died March 7 after a lengthy illness.

After serving in the U.S. Air Force in Korea, he became owner and manager of Bay Shore Lumber Co., Brooklyn, N.Y. He moved to Florida in 1974 and later joined Causeway.

Frederick W. Fred Ashman, 62, former East Coast sales and purchasing veteran, died Feb. 10.

He began his career in 1989 as a lumber trader with Lumbermens Merchandising Corp., Wayne, Pa., working his way up to sales/purchasing manager before joining ENAP, New Windsor, N.Y. as director of lumber purchasing in 2003.

He would also work as VP-forest products, new business development for ENAP; VP-Northeast purchasing and sales for Potomac Supply, Kinsale, Va.; and sales/marketing rep for Culpeper Wood Preservers, Culpeper, Va., until January 2013.

Harold Morton Oslin, 89, former operator of Oslin Lumber, Mora, Mn., died March 20.

He and his twin brother, Howard, began working at their father’s company, Rudd Lumber, Quamba, Mn., as youngsters. They opened the Mora yard in 1953.

He continued working with his sons and grandsons until his health failed.

Shinu V. Murthy, 76, president, director and founder of Futures Technology Corp., Pepper Pike, Oh., died April 3 in Lauderdale-by-the-Sea, Fl. A native of India, he immigrated to the U.S. in 1964 to attend the University of Colorado, earning a master’s degree. He moved to Cleveland in 1966, working as a commodities broker and becoming Building-Products.com

involved with the Chicago Mercantile Exchange’s lumber futures in the 1970s. He started his own brokerage house, Futures Technology, in 1980.

William Hugo Bill Stromberg, 95, president and founder of Stromberg Lumber Co., Ardmore, Ok., died March 24.

He launched his own lumberyard in 1948, after serving in the U.S. Navy during World War II. Larry Dean Williams, 76, longtime Iowa lumberman, died March 19 in Iowa City, Ia. A U.S. Air Force veteran, he worked for Potgeters Lumber, Elma, Ia., before purchasing his own lumberyard in Steamboat Rock, Ia. He also owned Four County Building Supply, Ackley, Ia., before retiring.

James Bruce Forbush, 85, retired chief executive officer of Forbush Lumber Co., Hamburg, N.Y., died March 14 in Boca Raton, Fl. After earning a degree in business from the University of Virginia, he served in the U.S. Army as a Counter Intelligence Corps agent during the May 2016

Korean War. He then joined the family’s four-unit lumberyard chain. He later succeeded his father as CEO and retired after closing the business in 1995.

He also founded and co-owned Buffalo Southern Railroad, which served area lumberyards.

James Hubert Day, 88, owner and operator of the old Lakeside Lumber Co., Eufaula, Al., died April 4.

He served in the U.S. Army during World War II. Harold M. Bud Bannish, 85, retired co-owner of Bannish Lumber Inc., Chester, Ma., died April 4.

After serving with the U.S. Army in Korea, he worked for his father at Bannish Lumber Co., Westfield, Ma. In 1972, he and his brother Richard started the Bannish Lumber sawmill in Chester, Ma. Norman Brown Sr., 90, retired supervisor of Holly Hill Lumber Co., Holly Hill, S.C., died April 5 after an extended illness in Summerville, S.C. He spent more than 40 years with Holly Hill Lumber. 

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CLASSIFIED Marketplace

P

Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6.

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

Send ad to Fax 714-486-2745 or david@building-products.com. Checks payable to 526 Media Group. Deadline: 18th of previous month. uestions Call (714) 486-2735.

P O

TS O

SA

O

Is t is our co

TRI-STATE LUMBER CO.

Your Southern Yellow Pine Timber Connection Specializing in 6x6, 6x8, 8x8, 10x10

SA

Su scri e to

Building Products Digest C ll

Tel. (662) 862-2125 • Fax 662-862-4900 email dhoman@tristatelumber.net

ANT

SHAVER WOOD PRODUCTS

TO B

ANT

EAGLE FOREST PRODUCTS, a manufacturer and marketer of industrial lumber and a broad range of lumber products, is currently looking to add a Lumber/Panel Commodities Trader to our expanding company. We are headquartered out of Eagle, Idaho, with our southern marketing office located in Houston, Texas. In addition we operate several manufacturing locations in Oregon and Alabama. This position calls for a person that has a strong desire to succeed and control their own destiny. Experience would be nice but not mandatory, we offer great training from our experienced team that has multiple years’ experience and a great reputation in the lumber industry. We offer a great working environment with an opportunity for a virtually unlimited income. Direct inquiries to: Brad Bower or Cary Holaday, (208) 323-9300, choladay@eaglefp.net.

ANT

TO B

Southern Yellow Pine Timber Production

6x6, 6x8, 8x8, 10x10, 12x12

Reload Services & Storage Available Norfolk Southern Mainline Served Easy Access to I-40 & I-77 Company-Owned Truck Fleet (704) 278-9291 • Fax (704) 278-9304 Cleveland, N.C. email steve.twiford@gmail.com or shavers.reload@gmail.com

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ADVERTISERS Index All Coast Forest Products www.all coast.com .........................53 Allura www.allurausa.com ..........................................................21 Anthony Forest Products www.anthonyforest.com .................13 Arauco USA www.arauco.cl ........................................................44 A EK www.a ek.com .....................................................................

Biewer Lumber www.biewerlumber.com ...................................31 Blue Book Services www.bluebookservices.com ....................4 Boise Cascade www.bcewp.com ................................................15 Cedar Creek Wholesale www.cedarcreek.com .........................2 CMPC www.cmcp.cl .....................................................................4 Cox Industries www.coxwood.com ............................................3 Crumpler Plastic Pipe www.cpp pipe.com ................................26 CT Darnell Construction www.ct darnell.com ...........................45 Deckorators www.deckorators.com ................................Cover IV Digger Specialties www.diggerspecialties.com ........................56 Disdero Lumber Co. www.disdero.com .....................................65 DMSi www.dmsi.com ...................................................................1 Do it Best Corp. www. www.independentsdoitbest.com ............5 Duralife www.duralifedecking.com ............................................61 Eco Chemical www.ecochemical.com .......................................6 Engineering Services & Products Co. www.esapco.com ........ 5 Escue Wood Preserving www.escuewood.com ........................63 Everwood Treatment Co. www.everwoodtreatment.com .........33 Fasco America www.fascoamerica.com ....................................6 FastenMaster www.fastenmaster.com .........................................3 Great Southern Wood Preserving www.yellawood.com ..........23 GRK Fasteners www.grkfasteners.com .....................................64 ordan Lumber www. ordanlumber.com ...................................38 KOMA Trimboards www.komatrimboards.com ........................2 Kop Coat www.kop coat.com ...........................................Cover III Koppers www.koppersperformancechemicals.com ...........40 41 NewTechWood www.newtechwood.com .......................30, 32, 34 North American Wholesale Lumber Assn. www.nawla.org .....43 Northeastern Lumber Manufacturers Assn. www.nelma.org ... 1 Railing Dynamics Inc. www.rdirail.com .....................................24 Redwood Empire www.redwoodemp.com ..................Cover I, 3 Roseburg Forest Products www.roseburg.com .......................35 Simpson Strong Tie www.strongtie.com ...................................25 Smith Millwork www.smithmillwork.com ...................................68 Snider Industries www.sniderindustries.com ...........................48 Sure Drive USA www.suredrive.com ..........................................11 Swanson Group Sales Co. www.swansongroupinc.com .........55 Terminal Forest Products www.terminalforest.com .................66 The Pau Lope Co. www.paulope.com ........................................5 Western Forest Products www.westernforest.com ..................51 Weyerhaeuser www.weyerhaeuser.com ...........................Cover II Woodway Products www.woodwayproducts.com ...................5 Building-Products.com

DATE Book Listings are often sub itted onths in ad ance. Always erify dates and locations with sponsor before aking plans to attend.

Northeastern Loggers Association – May 6 , equipment expo, Essex Junction, Vt.; (800) 318-7561; www.northernlogger.com.

Minneapolis Home Building & Remodeling Expo – May 6 8, Minneapolis Convention Center, Minneapolis, Mn.; (800) 374-6463; www.homeshowcenter.com.

National Hardware Show – May 6 8, Las Vegas Convention Center, Las Vegas, Nv.; (888) 425-9377; www.nationalhardwareshow.com.

Peak Auctioneering – May , LBM auctions, Middletown, N.Y.; May 14, Baltimore, Md.; (800) 245-9690; www.peakauction.com.

Lumber uality Workshops – May 12, Microtek Training Center, Atlanta, Ga.; www.lumberquality.com.

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

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

Kitchen Cabinet Manufacturers Assn. – May 15 18, annual convention, Broadmoor, Colorado Springs, Co.; www.kcma.org.

Construction Suppliers Association – May 16 18, HR summit, Birmingham, Al.; (678) 674-1860; www.gocsa.com.

Building Material Suppliers Association – May 16 1 , leadership development roundtable, Roanoke, Va.; May 18 20, roundtable, Charlotte, N.C.; (800) 849-1503; www.mybmsa.org.

Northwestern Lumber Association – May 1 , introduction to building material sales, Eagan, Mn.; (763) 544-6822; www.nlassn.org.

Northeastern Retail Lumber Association – May 1 18, spring leadership meeting, Rensselaer, N.Y.; May 18 20, roundtable, Mt. Arlington, N.J.; (518) 286-1010; www.nrla.org.

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

Peak Auctioneering – May 21, LBM auction, Metrolina Tradeshow Expo, Charlotte, N.C.; (800) 245-9690; www.peakauction.com.

Lumber Dealers Association of Connecticut – une 1, annual golf outing, Mohegan Sun Golf Club, Baltic, Ct.; (518) 286-1010; www.nrla.org.

Dave Kahle Seminar for Sales Managers – une 2 3, Philadelphia, Pa.; (800) 331-1287; www.davekahle.com.

Peak Auctioneering – une 4, LBM auctions, Cuyahoga County Fairgrounds, Berea, Oh.; une 11, Kane County Fairgrounds, St. Charles, Il.; (800) 245-9690; www.peakauction.com.

Mid America Lumbermens Assn. – une 10, Sunflower Shoot-Out golf tournament, Hesston, Ks.; (816) 561-5323; www.themla.com.

National Lawn & Garden Show – une 14 15, Chicago, Il.; (888) 316-0226; www.nlgshow.com.

Northwestern Lumber Association – une 15, golf outings, HiMark Golf Course, Lincoln, Ne.; une 16, Coldwater Golf Links, Ames, Ia.; (763) 544-6822; www.nlassn.org.

Central New ork Retail Lumber Dealer Association – une 16, annual golf outing, Northern Pines Golf Club, Cicero, N.Y.; (518) 286-1010; www.nrla.org.

House Hasson Hardware Co. – une 16 18, summer market, Sevierville Events Center, Sevierville, Tn.; (800) 333-0520; www.househasson.com.

United Hardware Buying Market – une 1 1 , convention, Georgia World Congress Center, Atlanta, Ga.; www.unitedhardware.com Retail Lumber Dealers Association of Maine – une 21, golf outing, Belgrade Lakes Golf Club, Belgrade Lakes, Me.; www.nrla.org.

New Hampshire Retail Lumber Association – une 22, board retreat, Atkinson Country Club, Atkinson, N.H.; www.nrla.org.

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FLASHBack 89 Years Ago This Month

The lumber industry was roaring in the spring of 1927, thanks to residential construction reaching its highest monthly record ever ($621 million in March construction, $1.2 billion in new permits), as reported

by BPD sister publication The California Lumber Merchant in May of 1927.

Among other headlines: • Pioneer Paper Co., Los Angeles, Ca., introduced a forerunner to housewrap—a “reinforced house lining” said to insulate against heat, cold and moisture. It used its previous product (heavy insulating paper impregnanted with

asphalt) as its base, but incorporated several new unusual features: a series of threads running through the fabric to increase tensile strength and a mineral surface for higher resistance to abrasion.

• The S.S. Pont Fermin became the first vessel to sail from the Pacific Coast to the new seaport of Lake Charles, La., and the first big ship to navigate the Calcasieu River as far as the Long-Bell Lumber facilities. After discharging some Long-Bell Douglas fir lumber and timbers at the company docks, the ship moved back down river to unload the remainder of its mixed cargo at the public port.

The Doug fir was to be distributed to Long-Bell retail yards in the Southeast, along with the company’s southern pine, oak flooring, and creosote-treated products.

A second ship loaded with LongBell items was due to arrive at the port 10 days later.

• Pacific Lumber Agency, Aberdeen, Wa., rebuilt an idled Oriental Lumber Co. mill near Hoquiam, Wa., to cut lightweight spruce for use in the U.S. and British governments’ manufacture of airplanes. The reconstructed mill had a capacity of 75,000 bd. ft. per day.

REGIONAL insurers covered lumber companies from coast to coast.

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• The Merchant noticed that of the 311,000 entries in the 1927 Los Angeles Phone Book, two of them were lumber companies— Kerckhoff-Cuzner Lumber Co. and Capitol Milling Co.—that had appeared in every local directory since the very first, in 1880. But in year one for the listing, it contained only seven total companies with phone service (the Los Angeles Telephone Co. didn’t get its start until the year prior). Joining them in 1880 were the long-defunct J.M. Griffith Lumber Co., two grocery stores, a seeds distributor, and a cigar manufacturer.

May 2016

MA 1 2 issue of he California Lu ber Merchant spotlighted Schumacher Wall Board Corp., which was merged into Fibreboard Corp. in 1946.

• Hardwood prices, which had already been rising steadily, were expected to spike even more sharply, due to heavy flooding along the Mississippi River and its tributaries.

Wires from the flood district showed that more than 200 hardwood mills in the flood area were affected. Although damage figures were still being estimated, Southern hardwood production was immediately cut by more than 60%.

Sources described the flooding as “the greatest tragedy that ever came to the hardwood industry of the South.” The effect on southern pine mills was far less, although many were forced to close, unable to ship or receive wood due to transportation outages.

“No man can estimate the losses in the flood areas, but it will run into hundreds of millions of dollars,” wrote The Merchant. “Tens of thousands of buildings have been washed away and destroyed, and it will require an enormous amount of building material to even begin the work of replacement of shelter.”

Building-Products.com