BPD September 2022

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NELMA SPECIAL ISSUE: BEYOND SHIPLAP • UPSELLING REAL CEDAR • TOP 10 IN OSB

YOU DON’T KNOW SHIP! LAP Read on to learn the truth about shiplap.

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SEPTEMBER 2022

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

SEPTEMBER 2022

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FEATURES

DEPARTMENTS

11 12 14 16 20 22 30

08 24 26 28 36 38 54 58 58 60 61 62

INDUSTRY TRENDS Sell OSB by application or as an entire system

TOP 10 IN OSB What’s new with North America’s leading producers of OSB

PANEL SAFETY APA presents its annual safety awards to panel and EWP mills

MARGIN BUILDERS Upselling cedar by marketing its true value

INDUSTRY TRENDS Outfitting outdoor spaces with southern cypress

PRODUCT SPOTLIGHT Weighing the benefits of real western red cedar decking

THINKING AHEAD The world is wide open for U.S.’s “Wall of Wood”

ACROSS THE BOARD OLSEN ON SALES KAHLE ON SELLING TRANSFORMING TEAMS MOVERS & SHAKERS LUMBER 411 NEW PRODUCTS DATEBOOK IN MEMORIAM CLASSIFIED MARKETPLACE ADVERTISERS INDEX FLASHBACK

SPECIAL SECTION THE VOICE OF THE LBM SUPPLY CHAIN

NELMA SPECIAL ISSUE: BEYOND SHIPLAP • UPSELLING REAL CEDAR • TOP 10 IN OSB

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NELMA SPECIAL REPORT

SEPTEMBER 2022

YOU DON’T KNOW SHIP! LAP

Everything you need to know to increase your sales of eastern white pine, including pattern options, how-to videos, and expanded social media reach

CHECK OUT THE

DIGITAL EDITION

Read on to learn the truth about shiplap.

Northeastern Lumber Manufacturers Association

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

SAYING NO ------------ BY PATRICK ADAMS I HAVE A CURSE. I have a hard time saying “no.” A psychologist would have a fun time unpacking the baggage of what led to this shortcoming in my personality. Perhaps a fear of rejection or letting people down? Wanting to be a “pleaser”?

That childhood advice from my grandfather that I should always aspire to excel at what others don’t want to do? Regardless of the cause, it is something that has come to my attention as of late.

Both personally and professionally, if someone asks something of me I have a hard time responding with anything other than, “No problem.” I consider it an honor that anyone would ask anything of me and being the “servant” that I am, it brings me happiness to help others. But as we get busier in the business, and I get older personally, I have met that uncomfortable crossroad where I have to begin saying no more often and it is not something that I have yet embraced.

In the business, we are blessed to be busier than ever. As you know, it’s the 100th year anniversary of our flagship publication, which has us all running around like crazy trying to build the foundation for the next many decades. We have launched a new consumer publication (check out www.ATFlifestyle.com if you’re into “that” short of thing!) and we’re dealing with the same runaway costs that everyone is dealing with.

With that said, we have always prided ourselves on being very selective about who we work with, and who we choose to promote in the pages of our publications. Believe it or not, we say no quite a bit to advertisers that we don’t know as we feel we’re vouching for them to you, our readers. Recently, however, one gave us a VERY good sales pitch and we agreed to run them. I wish sometimes we were a publication where “everything was for sale” and anyone with a bank account is good enough. However, after running them we quickly heard back from a few readers that they were not all they claimed to be. Much to the dismay of our sales team, this led to an easy no, informing the advertiser that we would no longer entertain their business. This was not a pleasant conversation with the advertiser (or the sales rep), but it’s something I believe firmly in and actually was one of my easier no’s.

Personally, I shared with you some health challenges that are not yet over, but that I have largely fought back from. I’m not sure if it was that mid-age reality check, or that physically I just don’t fully bounce back the way I used to, but I find I just

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don’t have the “reserve tank” that I used to. Responding “no problem” to any request in the past was a given and I could easily just balance it all and keep going. Lately I find that isn’t the case and it takes its toll.

Saying no to friends and especially family is something that literally tears me apart. Admitting that “I can’t right now” is akin to admitting defeat, something else that I am not good at. This concept is at battle with my own philosophy of “always being prepared and ready” to serve—your family, your friends, your community. How can I feel like I’m always prepared and ready if I also have to say no sometimes? Is saying no to preserve myself more about priority ranking than selfishness? This is something I continue to battle with.

However, in my years I have heard and witnessed many who I have great respect for execute their “daily plan.” For me, it always seemed to include a lot of what I would call selfish time— meditation, walks, journaling, or pursuit of hobbies and bucket list conquests. Their response when challenged was always the same—how can I be the best for others if I’m not pursuing being the best me? While there was always some logic to that, I always held back a small opinion that it was a convenient excuse.

Honestly, I don’t know the answer but I know that as I grow older that I will have to figure this out. As much as I hate to admit it, I don’t have the horsepower I had in my 20’s. I know odds say that I will likely have more ailments and that my “hobbies” (or self-destructive, thrill-seeking behavior as my wife claims) will take more of a toll on me as I age. When I look in the mirror, I don’t see this having happened, but at the end of the day I feel it.

Whether it’s saying no to business for principal reasons, or especially saying no personally, this is my goal for the year to figure out. I know this industry I love is full of far wiser people than me, so any wisdom you can share is always appreciated!

In the meantime, keep charging forward and fighting the good fight! Summer is almost over, so take advantage, say no to something, and instead, do something fun with those who matter! Thank you everyone for the privilege of serving you!

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

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

SPECIALIZED OSB products are now available with value-added qualities and dual functionality, making them more efficient and better suited for particular applications. (Photos by LP Building Solutions)

SELL OSB BY APPLICATION OR AS AN INTEGRATED SYSTEM ------------ BY CASEY SMYTH ORIENTED STRAND board is versatile and can be utilized for all manner of functions in the inner workings of a building. But all OSB is not created equal. Some products available in the marketplace are engineered for their value-added qualities and dual functionality, which can make them more efficient and better suited for their jobs.

1. Air and Moisture Management Every builder knows that it’s essential to maintain the integrity of materials on the jobsite before a project is complete, just as it’s crucial to select materials that building-products.com

can stand the test of time for their clients.

2. Longer Burn Times

During and after the construction process, some OSB products can be used to establish a tight building envelope that defends against water intrusion and allows moisture vapor to escape. When used on walls and roofs, this sheathing combines air and water protection with structural integrity due to its Structural I rating. For high-humidity environments, other OSB roofing alternatives have technology designed to help prevent moisture buildup.

3. Thermal Regulation

Other OSB products are engineered for fire resistance. Not only do they help building pros build wall systems that aid in meeting fire codes, but they can also help you accomplish it at an affordable cost.

When the strength of structural OSB is combined with the thermal bridging abilities of XPS foam, the result is a single insulated wall panel that delivers an elevated R-value designed to protect against heat loss and gain. Thermal-insulated

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2022

OSB Top 10

1 West Fraser

Headquarters: Vancouver, B.C. OSB Mills (12): Huguley, Al.; Cordele, Ga.; Guntown, Ms.; Bemidji, Mn.; Joanna, S.C.; Jefferson and Nacogdoches, Tx.; Grand Prairie and High Level, Alb.; Barwick, Ont.; Chambord and La Sarre, P.Q. [Plus Scotland, Belgium; Allendale, S.C. (idle)] At the end of last year, West Fraser completed acquisition of Georgia-Pacific’s OSB mill near Allendale, S.C. The facility— idle since 2019—will add 760 million sq. ft. of capacity to West Fraser’s industry-leading 8+ billion sq. ft. a year of OSB, after it restarts and ramps up to full production by mid- to late-2023.

sheathing is engineered for this purpose, and because of its OSB component, it can be installed with regular wall stud spacing—meaning no extra steps or hassle required to get the added thermal benefit.

Still other enhanced OSB alternatives boast radiant barrier technology, which helps block heat in a roof panel from leaking into a building’s attic. Some are so effective that they can reduce attic temperatures by up to 30º F. This is a huge selling point to clients, who can end up paying less over time in energy bills.

4. Advanced Stiffness Some OSB subfloor options work well with specific adhesives that, when installed together, create an exceptional bond between the subflooring and supports, enhancing the stiffness of the entire floor system. Subfloor options like LP Legacy Premium Sub-

2 Louisiana-Pacific

Headquarters: Nashville, Tn. OSB Mills (8): Clarke County and Hanceville, Al.; Sagola, Mi.; Roxboro, N.C.; Carthage and Jasper, Tx.; Fort St. John (Peace Valley), B.C.; Maniwaki, P.Q. [Plus Brazil, two in Chile] LP continues to push its OSB mix toward greater percentage of value-added products, which last year rose to 45% of the total volume for its OSB segment. Its goal is to reach 75%.

As part of the initiative, early this year LP completed conversion of its Houlton, Me., OSB facility to Siding Solutions production and promptly began a similar changeover in Sagola, Mi. Yet overall OSB capacity still remains at about 4.5 billion sq. ft., after late last year restarting its Peace Valley OSB mill in Fort St. John, B.C., following a two-year layoff. Production was supposed to ramp up through this year close to full capacity of 750 million sq. ft.

3 Weyerhaeuser

Headquarters: Seattle, Wa. OSB Mills (6): Arcadia, La.; Grayling, Mi.; Elkin, N.C.; Sutton, W.V.; Edson, Alb.; Hudson Bay, Sask.

Weyerhaeuser’s six OSB mills are operating near their combined annual capacity of 3.1 billion sq. ft.

4 Georgia-Pacific

Headquarters: Atlanta, Ga. OSB Mills (5): Fordyce, Ar.; Hosford, Fl.; Clarendon, S.C.; Brookneal, Va.; Englehart, Ont. Flooring and LP TopNotch 350 Durable Sub-Flooring can be used with LP Legacy Premium Sub-Flooring Adhesive in this way, and systems like these will help prevent squeaks.

Engineered to Work Together Together, value-added OSB elements can be combined to create a structural system specifically suited to its location to make it more durable and resilient, and to help withstand weather during construction. Whether the final build will face high humidity, regular extreme weather events or simply be in a high temperature region, choosing to invest in products made to stand up over time means you are also choosing to build better.

And when they come from the same portfolio, you do not have to sink extra time into planning how each structural component will work with the rest. They are already designed to work in sync. This is not only appealing to prospective clients, but it can also result in builds with more resilience and staying power—which is ultimately more sustainable.

SOLUTIONS LIKE LP NovaCore Thermal Insulated Sheathing are engineered to deliver elevated R-values that protect against heat loss and gain.

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When chosen for their extra abilities and capacity to work harmoniously, value-added OSB products allow you to build to a higher standard—helping both your business and your clients in the long run. BP – Casey Smyth is brand manager at LP Building Solutions (www.lpcorp.com) building-products.com

To bolster its OSB operations, GP is installing a third strander at its Clarendon, S.C., mill. The $40-million expansion, expected to come on line in the first quarter of next year, will add 150 million sq. ft. of capacity, bringing the five GP mills’ overall capabilities to 2.8 billion sq. ft.

5 Huber Engineered Woods

Headquarters: Charlotte, N.C. OSB Mills (5): Commerce, Ga.; Easton, Me.; Broken Bow, Ok.; Spring City, Tn.; Crystal Hill, Va. Huber continues working towards bringing to life a planned 800,000-sq. ft. OSB facility in Cohasset, Mn. Earlier this year, it received city council approval for its revised environmental review, but indigenous activists continued to raise objections. The $440-million plant on 400 acres would supply Zip System and AdvanTech structural panels to western and Midwestern markets—increasing Huber’s overall OSB capacity by 30%. Its five mills are currently able to produce up to 2.556 billion sq. ft. a year.

6 Tolko Industries

Headquarters: Vernon, B.C. OSB Mills (3): High Prairie and Slave Lake, Alb.; Meadow Lake, Sask.

Tolko took a production hit when a May 20 fire caused the ongoing closure of its mill in High Prairie, which is responsbile for about a third of the company’s overall OSB capacity of 2.26 million sq. ft.

building-products.com

7 RoyOMartin

Headquarters: Alexandria, La. OSB Mills (2): Oakdale, La.; Corrigan, Tx. To meet rising demand beyond its two mills’ combined 1.7 billion sq. ft. capacity, RoyOMartin is currently building a second OSB plant in Corrigan, with plans to be in production by fall of 2023.

8 Arbec Forest Products

Headquarters: St. Leonard, P.Q. OSB Mills (2) Miramichi, N.B.; Shawinigan, P.Q. Arbec’s two OSB mills have a combined capacity of 700 million sq. ft.

9 Forex Amos

Headquarters: Montreal, P.Q. OSB Mill (1): Amos, P.Q. Now in its third year of producing 7/16” OSB, with a max capacity of 450 million sq. ft. yearly, Forex has since formed a new division—Wawa OSB—that is working to reopen an idled plant in Wawa, Ontario, in the fall of 2023. Weyerhaeuser had produced OSB at the site until 2007, after which Rentech used it to manufacture pellets until 2017.

10 Langboard

Headquarters: Quitman, Ga. OSB Mill (1): Quitman, Ga. Langboard OSB has a 440-million sq. ft. annual capacity.

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------------| APA SAFETY AWARDS

PANEL/EWP MILLS TAKE A BOW FOR SAFETY APA – THE ENGINEERED Wood Association honored two Tolko Industries facilities for their inventiveness during APA’s 2021 Safety & Health Awards.

Tolko’s Athabasca, Alberta, mill won the Equipment-Based Innovation Award for its Pink Panther invention, while Tolko of Armstrong, B.C., took home the Jeff Wagner Process-Based Innovation Award for its Area-Based Lockout Matrix Program.

Top Safety Company awards went to Resolute Engineered Wood (three or fewer mills) and West Fraser (four-plus mills).

Also recognized were: • Honor & Safety Roll leaders (plywood) RoyOMartin, Chopin, La., and Boise Cascade, Chester, S.C.; (OSB) LP Brazil and RoyOMartin, Oakdale, La.; and (EWP) Roseburg, Chester, S.C., and Resolute, St. Prime, Quebec.

• Three-year Safety Award receipients (plywood) RoyOMartin, Chopin; (OSB) West Fraser, Nacogdoches, Tx.; and (EWP) Boise Cascade, White City, Or. • Safety Improvement Award winners (plywood) Boise Cascade, Oakdale; (OSB) LP Brazil; and (EWP) Boise Cascade, Homedale, Id. The program’s Incident Free Honor Society also noted 13 facilities with zero reported mishaps—LP,

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TWO Tolko OSB mills were honored for their inventiveness in APA–The Engineered Wood Association’s 2021 Safety & Health Awards. (Photo courtesy Tolko Industries)

Swan Valley, Manitoba; Dawson Creek, B.C.; Newberry, Mi.; Tomahawk, Wi.; and Ponta Grossa, Brazil; Resolute, Larouche and St. Prime, Quebec; Roseburg, Chester; RoyOMartin, Oakdale; Tolko, Meadow Lake, Saskatchewan; and West Fraser, Bemidji, Mn.; Joanna, S.C.; and Nacogdoches.

“We are proud of our members’ commitment to developing systems and processes that improve worker safety,” said APA president Mark Tibbetts. “People are the foundation of our industry, and we sup-

SEPTEMBER 2022

port making workplaces as safe as possible.”

In all, 69 APA-member structural wood panel and engineered wood product facilities in the U.S., Canada and abroad participated in the 2021 program, its 14th year.

The APA Safety & Health Awards Program is the premier safety award program for the engineered wood products industry in North America, both encouraging and recognizing operational excellence in hopes of reducing injury and illness rates. BP building-products.com

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

UPSELLING CEDAR

DON’T SELL THE PRODUCT, SELL THE VALUE

------------ BY SIMON CAMERON THE ULTIMATE GOAL for most softwood retailers is, of course, to sell their product. But that doesn’t necessarily mean it’s their main mission. The Western Red Cedar Lumber Association has long supported their member retailers in what’s commonly known as valuebased selling (also referred to as value-added selling)—the process of

taking a consultative approach to sales and conveying the value of a product or service along the way.

The goal with a value-based selling approach is to put the needs of the customer first: they are guided through the sales process to make an informed decision to best suit their needs; with the ideal outcome of having your product be

the solution that best meets those needs. With the WRCLA, their sales process begins with an advertising and communications program that informs consumers, distributors and retailers not only about the benefits of western red cedar, but about the value the products have as an appearance product.

“The look of western red cedar is a major reason for choosing it,” noted Brad Kirkbride, managing director of WRCLA. “But when you start to add in the value the products offer in terms of what they do for the environment, or the incredible versatility and range of finishing options you have, then you start to build a competitive but highly positive narrative around your product in the mind of the consumer.”

Consistency of messaging has been an important part of the communications program, and the WRCLA works to maintain this the entire way through the sales funnel, beginning with the advertising through to the retail level.

WESTERN RED CEDAR siding can be finished to complement all styles of buildings from modern to traditional to rustic. (Photos courtesy WRCLA)

“Highlighting Real Cedar’s role in carbon capture and as an environmentally friendly building product is important,” continued Kirkbride, “but we’ve also found that consumers are very responsive to the sheer range of options they have to enhance the beauty of the wood and design the exact finished look they want. These are two major benefits that composite substitute products really can’t match, and add tremendous value to the product.”

(Continued on page 18)

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UPSELLING CEDAR (Continued from page 16)

Western red cedar’s versatility in finishing options has shown to be such an impactful topic that the WRCLA has also made it the subject of a recently launched continuing education unit course (CEU) with the American Institute of Architects.

“Architects are a very influential group,” noted Kirkbride, “and educating them on the benefits and value of the species is particularly important in getting that message seeded.”

The course focuses mainly on WRC siding, including soffits and trim, as it plays such a major role in the design and style of a home or building as well as protecting it from the elements. The course also points out that although the siding category has had a myriad of competitive man-made substitute products that have appeared and

“PROFESSIONALS AND HOMEOWNERS ALIKE ARE GENUINELY SURPRISED WHEN THEY LEARN THEY LITERALLY HAVE HUNDREDS OF OPTIONS WHEN IT COMES TO SPECIFYING FINISHES FOR SIDING AND TRIM.” disappeared over the decades, WRC siding has been a popular constant for hundreds of years.

“We know that professionals and homeowners alike are genuinely surprised when they learn that they literally have hundreds of options when it comes to specifying finishes for siding and trim,” said Kirkbride.

“Add in the different textures, profiles and grades and you can create whatever design you want.”

The CEU covers the first and most simple non-maintenance option of leaving WRC siding unfinished so it naturally turns gray over

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ARCHITECT Webster Wilson clad this home in a beautiful knotty grade of western red cedar finished with a semi-solid stain.

time. This option also has the advantage of having the most benign environmental impact of all alternative product choices for similar building applications, according to a recent third-party Life Cycle Assessment of natural western red cedar siding and decking.

As the majority of western red cedar users will prefer a finish that preserves the wood’s natural color and appearance, the range of natural finishes such as transparent and semi-transparent stains is also explained. One technique that is gaining in popularity is the use of bleaching and weathering products.

These are essentially water-repellent finishes containing pigments and other additives. Bleaching stains accelerate the weathered, gray look faster and more evenly than if the wood was left to naturally weather.

After bleaching, the western red cedar can be left in its natural state or given a coat of clear sealer.

Included in the variety of finishing options available are opaque finishes—used with fingerjoint

SEPTEMBER 2022

products or in cases where the color and natural grain of the wood are not required—and the waxes and coatings used in interior applications.

The importance of using WRC products to mitigate climate change and the versatility they offer are but two of the benefits that contribute to upselling western red cedar’s true value to the customer. The emerging area of biophilic design, in which studies are showing that incorporating natural products like wood in interior and exterior design have positive health benefits and help reduce stress-related illnesses, also resonates strongly with consumers and further differentiates WRC from composite competitors.

By adhering to a consistent message and focusing on the value of their products, the WRCLA is avoiding bombarding potential customers with meaningless messages and instead are working to stand out from their competitors and create longterm, happy customers by providing more value than anyone else. BP building-products.com

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

CYPRESS can help blur the lines between the indoors and the outdoors. (Photos courtesy of Flanagan Development, LLC)

OUTFITTING OUTDOOR SPACES WITH SOUTHERN CYPRESS ------------ BY IAN FAIGHT OUTDOOR LIVING spaces are one of the most popular and sought-after features in today’s homes. Built for relaxing and entertaining, homeowners are viewing these spaces as extensions of their indoor rooms and are choosing building materials that offer good looks and dependable performance. And as lumber dealers and distributors are finding out, that means increased demand for a versatile species like cypress.

“Cypress is a beautiful and desirable wood to use in a wide variety of outdoor applications,” says Cassie Lewis, Turn Bull Lumber Co., Elizabethtown, N.C. “It’s dimensionally stable and most importantly, it’s naturally durable. Cypress trees produce an oil in their heartwood called cypressene. It acts as a preservative that protects the wood from decay and repels insects like termites and carpenter bees. It’s also competitively priced and readily available. All these traits make cypress the perfect alternative to cedar and pressure-treated wood.”

And for custom home builder Brett Flanagan, president of Flanagan Development, LLC, Sea Island, Ga., durability and aesthetics are the two most important factors to consider when selecting building materials for the outdoors. “Just because a product is durable doesn’t mean it looks pleasing, and just because it’s attractive doesn’t mean it will hold up well outside,” he explains. “And in my experience, cypress is a great

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choice for outdoor projects because it pairs natural durability with undeniable beauty.”

Flanagan prefers working with cypress for structural applications—like beams and columns for porches and pavilions—as well as for more functional projects, such as outdoor kitchen cabinetry.

“We recently completed an outdoor kitchen for a homeowner who has a lot of cypress throughout their home’s interior,” he said. “The homeowner wanted to add a full outdoor kitchen and had several appliances to incorporate. We were able to blur the lines between indoors and out by designing the space with custom cabinetry wrapped in river-recovered cypress. And because the wood is so good-looking, we finished it with a clear sealer. That’s by far our favorite finish to apply because it protects and preserves the wood, while maintaining its inherent beauty.”

And when it comes to maintenance, Flanagan says real wood like cypress is easy for homeowners to care for and maintain. “We recommend thoroughly cleaning cypress woodwork once a quarter and applying a new coat of stain or sealer every other year,” he says. “If properly maintained, cypress can truly provide a lifetime of service. BP – For more information on cypress, visit CypressInfo.org. building-products.com

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

WEIGHING THE BENEFITS OF REAL CEDAR DECKING ------------ BY SIMON CAMERON CHOOSING A DECKING material in today’s crowded market is no easy task. There are a multitude of different materials and just as many reasons to choose one product over another. As with most design and building decisions, however, the product you end up buying comes down to weighing out the benefits.

Western red cedar is often chosen for its natural good looks.

The species has a rich luster, a fine grain and its colors range from a deep reddish-brown to a light-honey hue. While consumer research puts looks and price as the two most important factors in the purchase decision for western red cedar (and other decking materials), there are other benefits that deserve closer examination, particularly in light of the fact that environmental considerations continue to grow in importance when it comes to making home-improvement decisions.

Wood products like Real Cedar decking play a significant role in mitigating the impacts of climate change, primarily due to their ability to reduce greenhouse gas emissions by capturing carbon. As a forest grows, it removes carbon from the atmosphere and stores it in the wood as organic matter, as well as performing other essential ecological functions, such as regulating climate extremes and water cycles by purifying water and preventing flooding.

As trees age, however, the forest becomes more susceptible to distur-

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PRODUCTS like WRC decking help reduce climate change by capturing carbon.

bances such as fire, pest outbreaks, droughts, and storms. Although these are naturally occurring disturbances in all forests, decomposing or burning trees release tremendous amounts of carbon dioxide and other greenhouse gases back into the atmosphere. By sustainably managing forests to avoid large emissions from the loss of old trees while rapidly removing carbon from the atmosphere through young forest growth provides both storage and sequestration benefits.

Wood products like western red cedar decking store carbon long after the trees are harvested. When compared to the carbon-intensive

SEPTEMBER 2022

manufacturing process needed to produce composite decking, and the fact that used composite products end up in our landfills, using natural wood products is the far-more beneficial choice for the environment.

Actually, WRC is approximately 50% carbon by weight.

Another lesser-known advantage of building with western red cedar is its flame spread rating, fire retardant rating and smoke developed classification. It is listed in chapter 7A of the California State Fire Marshall’s list of products allowed to be used in WUI (Wildland Urban Interface) areas. Scientific testing conducted in April of 2014 assigned building-products.com

WRC a Class B/Class 11 flame spread and fire retardancy rating, a smoke developed classification of 125 and found WRC to be self-extinguishing.

Western red cedar also passed ember penetration tests and is allowed to be used in WUI areas. It is important to note that building to WUI standards has proven to reduce the loss of homes and structures to wildfires, which is of significant concern in a number of areas, California included. Natural materials like WRC have the additional advantage over synthetic and composite materials in that they do not give off harmful emissions when exposed to heat.

Western red cedar’s flame spread and fire retardancy rating compare well against other species and materials, and can be used in areas where other materials may not be permitted. If WRC is to be used where the risk of fire is high, additional protection can be added by applying a permanent fire retardant. Fire retardant systems are safe and environmentally friendly, and are usually done using a vacuum-pressure impregnation system to remove moisture and air from the wood cells and replace it with the fire retardant. The process significantly increases fire protection without sacrificing the natural beauty of the wood.

Knowing the facts about decking materials is the only way to make a decision that’s right for you and the environment. “Factors like maintenance, finishing options, and durability are always going to be important,” noted Erik Ostensen, director of marketing & product management at Western Forest Products in British Co-

building-products.com

(Real Cedar deck image by Zuern Building Products)

lumbia, “but as awareness of climate change continues to grow, we’re seeing more and more distributors and consumers weighing out the environmental impacts of the products they’re buying. Natural materials like western red cedar definitely come ahead over composites when you look at the total picture.” BP

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

CONNECTING WITH CUSTOMERS ------------ BY JAMES OLSEN IN MOST CASES, all else being equal, and even when they aren’t equal, customers will buy from the salesperson they get along with best. The opposite is even more true. It is almost impossible to do business with someone we don’t connect with.

Customers know salespeople know this, are wary of “fake friendliness,” and have their guard up as we try to be friendly and get to know them.

There is a saying in Tae Kwon Do: “Simple not easy.” The simple answer in getting to know people is to act natural and be a good listener. Many sellers are too nervous, so their speech is stilted, which makes customers uncomfortable.

These sellers add all kinds of fillers to their language—uhs, ums, kindas, ya knows. In addition, they use weak words—possibly, maybe, might, probably, hopefully—which don’t inspire confidence. Other sellers are only there for the order. It’s great to get down to business and not waste people’s time, but if we do it with no human touch, we will get some business but our professional competitor who knows how to add some warmth to their calls will dominate us in the long run.

Knowing when and how to ask personal questions is not easy. We have our own stylistic differences and so do every one of our customers so knowing when to ask more personal questions is a subtle skill indeed.

Piggybacking There may be a fancy word for this, but I call it “Piggybacking.” The best time to ask any question is when the customer brings it up. Examples: Customer: “I’m busier than heck today, what have you got for me?”

Master Seller: “That place couldn’t

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run without you. How long have you worked there?”

Customer: “This is a nice town we live in.”

Master Seller: “How long have you lived there?” “Where did you grow up?”

“How long have you been with your company?”

Customer: “I’ve been buying for 20 years.”

Master Seller: “What did you do before that?” “Have you been buying for the same company?” “What do you like most about being a buyer?”

do outside of school. Once we get a customer talking about their family, the possibilities for questions are limitless.

The Weather Larry King wrote a book titled How to Talk to Anyone, Anytime, Anywhere. I read it because I wanted to improve my conversational skills. My biggest takeaway was talking about the weather.

Larry said it’s like magic; people love to talk about the weather. I started doing it and it was amazing! Once we get people talking about the weather we can easily segue into other conversations.

What Do You Do for Fun? The Follow-Up Question Most sellers are thinking about what they are going to say while the customer is talking. The Master Seller listens intently and thinks of a followup question pertaining to what the customer is talking about. Example: Insincere Salesperson: “How was your weekend?”

Customer: “It was fine.”

Insincere Salesperson “Great. Anyway, I’ve got a great deal on 2x4…”

Master Seller: “How was your weekend?”

Customer: “It was fine.”

Master Seller: “What did you do?”

Customer: “Spent some time with my family.”

Master Seller: “What did you do?”

Customer: “We took the kids to an amusement park.”

Master Seller: “Great. How many kids do you have?”

From here the Master Seller can ask about the kids, their ages, what they

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I have asked this question for years.

It sometimes takes people aback, but they always answer. The options for good follow-up questions are endless.

But I Don’t Know Anything About Fishing/Hunting/Baseball...

We don’t need to know anything about our customer’s passion, we just need to show a sincere curiosity about it. I’ve never been hunting in my life, but I know a fair bit about hunting because many of my customers are avid hunters and love to talk about it.

The key to connecting with customers is being a relaxed, sincere listener and asking good follow-up questions.

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

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

HOW MANY SALES CALLS SHOULD YOU MAKE IN A DAY? ------------ BY DAVE KAHLE Q. HOW MANY appointments or conversations per day or per week should a salesperson make in order to be successful?

A. I have no idea. How’s that for an answer you’re not expecting?

OK, you know by now that doesn’t mean I don’t have anything to say to this point. I have no idea because I don’t know the specifics of your selling situation. The definition of a reasonable number of appointments varies tremendously from one situation to another. For example, I have worked with phone salespeople who are expected to have 50 to 60 conversations per day. On the other hand, I regularly spent a half-day with one customer. And that one account probably bought more from me than several hundred of the phone sales accounts.

Which hits to the heart of the issue. The factor that most determines a reasonable number of appointments is the potential dollar value of the sale. The larger the potential dollar value of the sale, the fewer calls should be made.

That’s because the nature of the sale requires more in-depth relationships and more involved sales dialogues.

Each call is more complex, and takes longer. You can’t make as many calls.

On the other hand, the smaller the potential dollar value of the sale, the more calls should be made. The phone salespeople, for example, were selling safety videos for about $100 each. Because of the relatively small order size, they’d need to make many times the number of calls that

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I did. I was selling hospital supplies via 12-month contracts. A typical deal would be worth $20,000 to $60,000.

So, the first thing to consider in developing quantifiable expectations is the potential value of the sale.

The second is a variation of the first. In order to be profitable to the company, each salesperson’s total costs must fall within a certain range.

We’ve done extensive research on this, and I can give you a broad rule of thumb. I believe that, generally speaking, salespeople’s total cost to the company should not exceed 25% of the total gross profit they produce. For example, let’s say you have a salesperson who makes $50,000.

When you add in the cost of expenses, fringes and taxes, the salesperson actually costs you $68,000. So, if you use the 25% rule-of-thumb, that salesperson should bring in at least $272,000 in gross profit in order to be profitable to you.

Armed with this calculation, the next question is, “How many sales calls does this salesperson need to make in order to generate $272,000 of gross profit?” That will help shed some light on the subject. One caveat: the 25% figure really is a very broad rule of thumb. I know of some cases, like sub-reps for independent agents, where the number could be higher. And, for many industries, like wholesale distribution, I advocate a smaller number, like 13% to 17%.

Another thing to consider is past history. If you’ve been in business for a while, you should have some sense of how many calls or appointments it

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takes to be successful. If you haven’t tracked that number, it may be a good exercise to track it for all your reps for a couple of months, and then to use that as a guideline.

Having said all of that, I don’t think the number of calls is an important issue for most salespeople. It does have some application to guide a new salesperson to an appropriate level of activity. After that, however, there are other measurements that are more important: the quantity and quality of sales opportunities unearthed. In other words, if your salesperson can uncover $1 million worth of viable sales opportunities in five calls a week, more power to him.

If another makes 25 calls to uncover the $1 million, so be it.

Figure out what a viable quantity and quality of opportunities per salesperson is and track them.

It’s closer to the mark than calls.

The number of calls measures the amount of raw activity in which your salespeople engage. The quantity and quality of sales opportunities measures a more significant thing— the amount of worthwhile activities in which your salespeople engage.

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

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

WHAT TO EXPECT FROM THE LABOR MARKET

RECRUITING, WAGES & LEGISLATION

------------ BY SUSAN PALÉ INFLATION. INFLATION. Inflation. We not only hear that word 15 times a day, we experience it every day—at the gas pump, supermarket, and that before-work coffee and bagel purchase.

Many economists are concerned that the interest rate increases approved by the Federal Reserve will slow economic growth and cause a recession. It’s too soon to know and although the labor market remains strong, there are some signs of changes ahead.

Q. My employees are concerned

about the latest variant of COVID19. How do we make sure our office stays safe and compliant?

Q. In our compliance practice, we

are routinely fielding questions about how to handle the latest strains of COVID-19. For up-to-date information, we recommend checking out OSHA’s guidance at www. osha.gov/coronavirus/safework.

That said, the most recent CDC guidelines recommend isolating for five days for those who develop symptoms and/or test positive, and to wear a mask for the following five days unless symptoms persist, in which case individuals should isolate for 10 days and then wear a mask for five additional days.

Vaccinated employees need not quarantine if exposed, but should wear a mask for five days and monitor for symptoms. Unvaccinated individuals should isolate for five days and wear a mask for an additional five days.

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Recruitment & Unemployment On July 8, the U.S. Department of Labor (DOL) issued its Job Openings and Labor Turnover Survey for June. Job openings declined slightly.

The biggest decreases in openings occurred in the Professional/Business Services, Durable Goods Manufacturing, and Non-Durable Goods Manufacturing sectors. During the same 30-day period, hire and separation numbers were unchanged.

The USDOL also reports that all jobs lost to the COVID-19 pandemic have now been recovered.

The job opening numbers have— until now—been steadily increasing as have the hire and separation numbers. It’s too soon to tell if the June numbers are a “blip” or indicative of more changes to come.

The U.S. unemployment rate was 3.6% in July 2022. That’s low, but not as low as most of Minnesota, which has six metro areas with unemployment rates less than 2%, with Mankato and Rochester 1.3%.

Tips for employers: • Identify the best resources to help you stay informed about labor market activity in the market(s) where you operate and consult those resources regularly.

• Anticipate continued difficulty recruiting, especially entry-level candidates.

• If raising pay is necessary to hire new talent, review pay levels for current, experienced employees to ensure internal equity.

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• Streamline your application process. Many candidates report “giving up” trying to apply online because of a confusing/convoluted/redundant application process.

Wage Growth The Conference Board recently reported that real wages are on track to increase 3.9% in 2022. That would be the largest increase since 2008. And employees in all roles— executives, managers, professionals, and hourly—are expected to receive similar increases.

Wage growth will also vary by geography. In areas with low unemployment and high demand for workers, expect wages to rise more sharply and quickly. In areas with high living costs, wages will rise to keep pace with those costs, which may in turn cause employers to raise prices—perpetuating the “wageprice” spiral that currently exists.

Despite high wage growth, the current inflation rate of 9.1% (the highest recorded in 40 years) results in negative wage growth for many employees. What that means is this: for employees making $40,000, real income is reduced to $36,664 when current inflation is considered.

Tips for employers: • Develop and implement a longterm salary planning process that addresses current and anticipated labor market issues.

• Be aware of differing costs in different labor markets. This is critical when operating multiple locations. building-products.com

• Review current pay policies for competitiveness in recruiting market(s) and anticipate the need to increase wages to recruit and retain.

• Consider other types of salary increases (e.g., equity increases, bonuses, special incentives) to supplement/replace the standard yearly increase of 2%-3%.

Minimum Wage The federal minimum wage remains at $7.25, and is not likely to be raised any time soon. Twenty-one states currently have a minimum wage of $7.25.

As always, states and municipalities are well ahead of the federal government in raising wages to address costs of living and labor. A lot of these changes take effect mid-year.

Tips for employers: • Be aware that minimum wage changes may not be statewide and may not take effect on Jan. 1.

• Understand that even though a location may have a specified minimum wage, prevailing wages for specific jobs in specific markets may be well above these minimum levels.

• Keep informed of what’s happening at federal, state, and local levels in all of your locations.

Legislative Outlook The current Democratic administration continues steps to advance its workplace policy agenda prior to the 2022 midterm elections. The proposed 2023 DOL budget includes major funding to expand Registered Apprenticeship opportunities, funding to allow OSHA to rebuild its rulemaking and enforcement capability and expand its whistleblower protection program, and increased funding for the Wage and Hour Division to more aggressively enforce rules regarding the misclassification of employees as independent contractors.

The United States is one of the few western countries that doesn’t offer paid family leave to employees.

A federal proposal for paid family leave, originally included as part of the Build Back Better Act, is being considered by both houses of Congress as a stand-alone proposal but is not expected to advance.

Eleven states and the District of Columbia now offer some type of

paid leave for employees. Federal employees are also eligible for up to 12 weeks of paid leave under the Federal Employee Paid Leave Act (FEPLA) of 2020.

Tips for employers: • Subscribe to Affinity HR Group’s HR Support Plan which tracks state legislative updates that affect workplace policies and practices (www. affinityhrgroup.com/hrsupportplan).

• Identify other resources to keep up on changes/new requirements at the federal, state, and local level.

• Increase focus on compliance.

Expect increased enforcement of OSHA, Federal Contract Compliance Programs, and DOL rules.

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

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

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------------| THINKING AHEAD

THE WORLD IS WIDE OPEN FOR U.S. “WALL OF WOOD”

A SPECIAL SERIES FROM NAWLA

------------ BY ROSE BRADEN WE’RE ALL TOO familiar with the supply-chain problems, labor shortages and other fallout from the COVID-19 pandemic. But even before the outbreak turned the world on its head, the domestic lumber market was facing the makings of its own crisis: in a nutshell, too much wood.

Domestic Dilemma For years, industry participants have been debating what to do about the “Wall of Wood” in the U.S. South, where timber growth far exceeds removals. With the domestic market unable to consume all of the lumber that’s harvested, a solution was desperately needed. We got one—at least temporarily—when COVID turned out to have the opposite effect on the housing market as what was expected.

Contrary to the gloom-and-doom predictions, the market continued to surge beyond anyone’s wildest imagination. As we know, people were stuck at home under pandemic lockdowns, prompting a trend in homebuying and remodeling that was even more appealing thanks to low interest rates. The result: domestic demand for softwood lumber took off, soaring to unprecedented highs.

While U.S. lumber production dipped at the outset of COVID, mills maxed out production to catch up with demand as the pandemic dragged on. Supply that was normally available for export

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(Southern yellow pine forest photo courtesy Conner Industries)

was diverted to the domestic market, making it more difficult for international customers to source lumber from the U.S. On top of that, America’s booming domestic market—and the lofty prices that went with it—made our wood less competitive on the global stage.

Over the past year, softwood lumber prices have started to relent in response to softening demand.

The reduction in prices—from an average of $1,500 per 1,000 bd. ft. in June 2020 to an average of $650 per 1,000 bd. ft. now—means the U.S. is competitive once again as an international supplier. U.S. softwood

SEPTEMBER 2022

exports increased during the second half of last year, with a 6% increase expected for 2022.

Export Excitement Reinvigoration of the export market will help return some balance to the U.S., which has been overwhelmingly focused on domestic lumber over the past couple of years.

Companies that don’t export may want to take the time to explore the option now, in light of the important implications associated with selling wood overseas.

• Housing Cycles: For one, the U.S. housing market isn’t always building-products.com

going to be as hot as it has been recently. On average, over the past 30 years, the U.S. has experienced a recession or housing market downturn about every seven years.

Companies that diversify between domestic and international markets tend to come out of these scenarios in much better shape than those that put all their eggs in the domestic basket. You need only look back as far as the 2009 recession for an example of this dynamic at work.

• Wall of Wood: The export market will help alleviate the excess volume in the United States—primarily the South—at a time when a global timber shortage is looming in the rest of the world. These circumstances place our country in a highly favorable position to supply the international markets. Global furniture demand, for example, has not subsided; and other nations will look to U.S. softwood to help meet that need.

• Declining International Timber Supply: As the U.S. sees an increase in standing timber, a variety of issues are limiting the supply of international timber, including bans on the use of illegally harvested tropical timber, forest fires and rising log costs in Brazil, a ban on timber sales on old-growth forests in British Columbia, and bans on the use of Russian lumber. These factors place the U.S. in a key position to improve its competitiveness in international markets.

• International Appeal: In addition to generous supply and prices that have fallen to a more competitive

------------| ABOUT NAWLA North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America.

Learn how NAWLA can help your business at nawla.org.

building-products.com

range, U.S. lumber exporters are attractive to foreign buyers for an assortment of other reasons.

Our legally harvested and sustainably managed timber aligns with growing global interest in sustainably managed forests and wood products. Thanks to education efforts by SEC and other U.S. agricultural trade organizations, international buyers in specific markets consider U.S. softwoods the gold standard. Examples of this include preferences for eastern white pine in Pakistan, highgrade Douglas fir in Japan, and preservative-treated southern yellow pine in the Caribbean. The U.S. is in excellent position be a central supplier to international markets.

Where to Look Although a tariff war with the U.S. has taken a toll on exports to China—with exports plummeting to $60 million in 2020 from $159 million in 2017—Southeast Asia continues to show great potential for U.S. lumber exporters. Sixty percent of the world’s population resides in Asia (excluding China), and the region holds 54% of the world’s middle-class wage earners.

Even greater opportunity lies closer to home with our neighbor to the south. The potential for doing business with Mexico is nothing short of incredible, due in no small part to the fact that we share a border. That means our shipping rates are more cost-effective compared with other competing suppliers in the international market.

Phytosanitary regulations in the U.S. also work on our behalf with Mexico as a lumber customer. Those policies require products coming in from Mexico to be heat-treated; therefore, it makes sense for Mexico to buy lumber that is already heattreated from the United States, manufacture it into pallets, and then move their own goods across the border on those compliant pallets.

Add to that the multiple advantageous aspects of the new U.S./ Mexico/Canada trade agreement.

Softwood lumber exports to Mexico more than doubled from $127 million to $272 million between 2020 and 2021. As U.S. lumber prices contin-

ue to soften, Mexican buyers—who are extremely price sensitive—will become even more inclined to buy from U.S. suppliers.

There’s so much potential in the export market and so many benefits, but it’s not as simple as adding an “Export” page to your website. Companies must prioritize their export business—it can’t be an afterthought; suppliers must be actively involved.

Maintaining international markets and customers requires a lot of work and a lot of time. And, of course, travel. Virtual communication sufficed during COVID—particularly in cases where the relationship was already established—and it has its place even now. However, nothing can replace face-to-face interaction, especially when trying to cultivate a relationship with a new customer.

Now that we’re able to get back on planes and attend trade shows and visit customers on site, the inperson dynamic is vital to building and maintaining relationships and also understanding the markets that we’re supplying, and vice versa. As a case in point, SEC recently hosted a group from Pakistan—some of whom, as you might imagine, had never been to a forest in real life. We took them to a sustainably managed forest in Wisconsin, where they could walk the forest stand and talk to forest managers. They learned so much more than they ever could virtually. That kind of experience just can’t be achieved by remote.

With COVID in the background, export is ready to flourish. It’s a lot of work, but with so many factors working in our favor, it surely will be worth it. At a minimum, tapping into this ocean of outside demand will allow U.S. lumber companies to even the playing field between domestic and international business while also mitigating an oversupply problem here at home.

ROSE BRADEN Rose Braden is president of the Softwood Export Council (www.softwood.org).

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84 LUMBER’S FIRST MICHIGAN LOCATION

84 LUMBER ENTERS MICHIGAN 84 Lumber has opened a 42,000-sq. ft. location in Commerce Charter Township (Detroit), Mi.—its first store in the state of Michigan.

The new 42,000-sq. ft. facility includes an extensive warehouse with a spacious showroom.

“The construction market is flourishing in Michigan, with a great amount of single- and multi-family homes being built,” noted Tyler Haas, the store’s general manager.

84 Lumber is the largest privately held building materials supplier in the nation, with 250 stores across 30+ states.

US LBM ACQUIRES MIAMI TRUSS SUPPLIER US LBM has acquired Deco Truss, primarily a manufacturer and supplier of structural roof and floor trusses to customers in South Florida and the Caribbean.

Founded in 1983, Deco Truss serves framing and building contractors for residential, multifamily and commercial projects.

In addition to manufacturing all

types of truss systems, Deco Truss also provides lumber, decking and roofing materials, rebar, millwork and doors, fencing supplies, tools, hardware and more to customers.

Deco Truss operates an 8.5-acre manufacturing plant and retail location in Miami and will operate as a unit of US LBM’s Raymond Building Supply, which has locations across South Florida, including a truss plant in North Fort Myers.

“US LBM is the best partner for Deco Truss to continue to grow and provide more value for customers and employees alike,” said Mario R. Espiñeira, Jr., who will continue to lead Deco Truss’ day-to-day operations.

MARTIN’S SELLING 2 VERMONT STORES TO AUBUCHON Aubuchon Co., Westminster, Ma., will grow to 110 branches across eight states with its planned acquisiton of two Vermont locations from Martin’s Hardware & Building Supply. The deal is expected to close this fall.

Owners Martin and Kathleen Clark’s store in Bristol, Vt., will continue to operate as Martin’s Hardware & Building Supply. Aubuchon will merge its existing Middlebury location into Martin’s local store, which will be rebranded as Aubuchon Hardware.

Martin’s third branch—in Brattleboro, Vt.—is not included in the sale and will close.

FIRE LEVELS NY LUMBERYARD Authorities are searching for the cause of a July 3 fire that destroyed Ferrara Lumber’s iconic 63-year-old lumberyard in Seneca Falls, N.Y. For now, Ferrara has moved all operations to its smaller lumberyard less than a mile away.

------------| DEALER BRIEFS The Building Center, Pineville, N.C., has completed the purchase of 79-year-old Dixie Lumber Co., Easley, S.C., from C.E. Lawton and Todd Merriss.

McCoy’s Building Supply was forced to shutter its Corsicana, Tx., location Aug. 31 due to an expansion of a highway project by the Texas Department of Transportation.

Smith Lumber Co., Valley City, N.D., recently held a grand reopening celebration to show off its 13,000-sq. ft. expansion.

Westlake Ace Hardware held a July 23-24 grand opening at its newest store in Overland Park, Ks., under GM Peter Jones.

Nick’s True Value, Osage Beach, Mo., held a grand opening Aug. 11-13.

Costello Ace Hardware is building a new store in Purcellville, Va. K&M Ace Hardware, Atascocita, Tx., added a sister store in Kingwood, Tx. Ellzey’s Hardware, Biloxi, Ms., closed Aug. 31 after 60+ years with the retirement of co-owners Curtis Ellzey and Sandra Cannette.

Creekside Vinyl has relocated to a larger decking/railing showroom and warehouse in Fresno, Oh. Menards has broken ground for a larger replacement store in Council Bluffs, Ia., and pushed back plans for a new location in Richmond, Ky., until next year.

Bliffert Lumber & Hardware, Milwaukee, Wi., Oh., has sold part of the company to its employees via an ESOP.

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------------| SUPPLIER BRIEFS ABC Supply added new branches in Orange Park, Fl., managed by Elizabeth Geister, and Montoursville, Pa., under manager Benjamin Dutka-Long.

MJB Wood Group held a grand opening ceremony July 27 for its new 500,000-sq. ft. facility on 38 acres near Bristol, In. It replaced an older 228,000-sq. ft. facility in the area that MJB outgrew.

Cameron Ashely Building Products relocated its Houston, Tx., distribution center to a larger facility.

KEMPSVILLE has consolidated two smaller Richmond, Va., area locations into one larger, 18-acre facility.

KEMPSVILLE MERGES RICHMOND OPERATIONS Kempsville Building Materials opened a larger facility with 120,000-sq. ft. warehouse on 18 acres in Henrico, Va., replacing two smaller Richmond area locations.

Kempsville, with 50 employees in the Richmond market, has served professional builders for the past 10 years. However, with the market’s continued growth and to meet its customers’ demands, Kempsville opted to consolidate the two smaller yards into the larger one in June.

Greg Harrell, VP of sales for Kempsville, said, “With our commitment to partnering with our customers for their future growth, we invested in this location to be able to service the expanding needs of our loyal customers in the Richmond Metro area. This location’s larger footprint and warehouse space will also allow us to add 10 employees shortly to service the specialized needs of builders in this market.”

A division of the Carter Lumber, Kempsville currently operates eight locations and two manufacturing facilities in Virginia and North Carolina.

SPAHN & ROSE ADDS AGAIN IN GEORGIA Spahn & Rose Lumber Co. has agreed to acquire 75-year-old Still Lumber, Conyers, Ga. “Still Lumber is a natural fit with Spahn & Rose,” said Dave Davis, Spahn & Rose CEO. “Like Spahn & Rose, Still Lumber has a long history of providing quality, expert service to contractor and homeowner customers.”

Still will complement Metro Building Products, Marietta, Ga., which Spahn & Rose purchased last year.

Based in Dubuque, Ia., Spahn & Rose also owns 22 other locations in Iowa, Illinois and Wisconsin.

ST.-GOBAIN PURCHASES KAYCAN Saint-Gobain completed the acquisition of siding manufacturer/distributor Kaycan.

The purchase makes Saint-Gobain the top siding player in Canada and enlarges its offerings in the U.S. beyond vinyl to now include aluminum and engineered wood.

As part of the deal, Saint-Gobain will sell off Kaycan’s small US distribution business, expected in the third quarter of 2022.

Kaycan joins Saint-Gobain’s North American construction business, within the Americas Region.

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Boise Cascade has completed the purchase of Coastal Plywood Co. and its manufacturing operations in Havana, Fl., and Chapman, Al. LP Building Solutions, Nashville, Tn., has completed the sale of its Engineered Wood Products business to Pacific Woodtech, Burlington, Wa., for $210 million. The deal includes LP’s LVL and I-joist manufacturing facilities in Wilmington, N.C.; Red Bluff, Ca.; and Golden, B.C.; associated timber licenses; and the SolidStart brand.

Owens Corning has completed the acquisition of Natural Polymers, LLC, Cortland, Il.-based manufacturer of spray polyurethane foam insulation.

Ghent Wood Products saw damage contained to one dry kiln from an Aug. 4 fire.

Britton Lumber Co., Fairlee, Vt., and Gray, Me., has expanded its partnership with Avon Plastics to now distribute Armadillo composite decking and TurboClip hidden deck fasteners throughout New Hampshire, Vermont, Massachusetts and Maine.

Coastal Forest Products’ recently expanded Charleston, S.C., branch will distribute Derby Building Products’ full line of Tando products.

Dakota Premium Hardwoods, Waco, Tx., is now distributing Tropical Forest Products’ full line of Black Label brand tropical hardwoods from its warehouse locations in Texas, Louisiana and Oklahoma.

Wurth Wood Group’s new Hammond, La., branch has been named the new exclusive wholesale distributor for Wilsonart Engineered Surfaces in the southern Louisiana market. Wurth has long distributed Wilsonart products throughout the MidAtlantic and Southeastern states.

National Nail’s Stinger NailPac collated cap nails for roofing underlayment now meet requirements for Florida Product Approval (FL35349) under the Florida Department of Business & Professional Regulation.

Forest2Market, Charlotte, N.C., has launched Carbon Analysis 360 on its SilvaStat360 business intelligence platform.

Northern Crossarm Co., Chippewa Falls, Wi., is celebrating its 100th anniversary.

building-products.com

THE FIRST STAIN

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

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

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

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

yellawood.com/protector

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

------------| MOVERS & SHAKERS Steve Short has been promoted to senior VP of supply chain for US LBM, Buffalo Grove, Il. Chad Montgomery, ex-BlueLinx, has been appointed branch mgr. at Boise Cascade, Milton, Fl. Mike Catalina, ex-Bellevue Builders Supply, has joined the outside sales team at Russin Lumber, Montgomery, N.Y. He is based in Delmar, N.Y. Natalie Martin Monroe has been named VP of environmental, safety & sustainability operations for RoyOMartin, Alexandria, La. She will also serve on the Strategic Action Leadership Team and as corporate secretary for the Martin Sustainable Resources board of directors.

Zachary Smith, ex-Smoot Lumber/ BFS, is now operations mgr. with Kempsville Building Materials/ Carter Lumber, Sanford, N.C. Brett Stenftenagel has retired after 24 years as president of Jasper Lumber Co., Jasper, In. Kyle Giesler has promoted to VP of operations, taking over the day-today operations from Stenftenagel.

Nathan Schuh, ex-Trinity Roofing & Restoration, is now a territory mgr. with Gulfeagle Supply, Houston, Tx. Matthew Pavel has been promoted to co-mgr. at 84 Lumber Co., Waynesburg, Pa.

Ryan Heine has joined Do it Best Corp., Fort Wayne, In., as a director of brand integration. Also new are: Chris Pangborn, ex-Beacon, forest products trader; Greg Talbot, territory sales mgr.; Ty Sordelet, director of warehouse operations; Justin Hogle, retail technical support specialist; and Nancy Young, order support specialist. Corinne Beer has been promoted to associate merchandise mgr. for plumbing, and Arron Enyart to inbound compliance coordinator.

Jeff Beyer has been promoted to chief operating officer of TAMKO Building Products, Galena, Ks. Prithvi “Prith” Gandhi is now chief financial officer.

Chris Camfferman, managing director, marketing & product development for ProWood & Outdoor Essentials, has left UFP Retail Solutions, Grand Rapids, Mi., to join Grand Rapids-based Full Circle Marketing & Design as director of client strategy.

Jillian Montmarquet has joined Aubuchon Co., Westminster, Ma., as chief people officer, executive VP. Gary S. Michel has resigned as chair and CEO of Jeld-Wen, Charlotte, N.C. Kevin C. Lilly was appointed interim CEO, and director David G. Nord was elected chair of the board. A comprehensive search for a new CEO is underway.

Martina McIsaac, region head and CEO of Hilti North America, Plano, Tx., has resigned, effective Oct. 1. She will be succeeded by Mike McGowan, currently senior VP and GM of Hilti North America East.

Don Freeman has been promoted to president of WernerCo’s North America Professional Business Unit, Itasca, Il. Kevin Blossom is now president of the North America Retail Business Unit.

Travis Hendren has been promoted to chief operating officer for GMS, Tucker, Ga. William H. Osborne, a senior executive with Boeing, was appointed to the board of Armstrong World Industries, Lancaster, Pa. Sean Howell, ex-Deckorators, is now plant mgr. for Ultra Aluminum Mfg. Howell, Mi. Birte von Schwarzenfeld, ex-Hilti, has been appointed senior VP-Commercial Solutions for Beacon, Peabody, Ma. Steven Hofer has been named CEO, president and a director at Western Forest Products, Vancouver, B.C. He succeeds Don Demens, who will stay on in an advisory capacity until March 31, 2023.

Peyton Ritter, Ritter Lumber Co., Nederland, Tx., has been elected president of the Lumbermen’s Association of Texas board of directors. Chris Rivers, Parker’s Building Supply, Beaumont, Tx., is now 2nd VP, and Cason Shrode, Cassity Jones Building Materials, Longview, Tx., sergeant-at-arms.

Also joining the board are new directors Meagan McCoy Jones, McCoy’s Building Supply; Taylor Gross, Gross-Yowell; and Phillip Steffy, Zarsky Lumber Co. Ryan Oakes, 84 Lumber’s senior mgr. of transportation & specialty purchasing, received the chain’s Business Excellence Award. Ashley Cyprowski, marketing mgr., won the Rising Star Award (photos at left).

84 WINNERS (left to right): Business Excellence Award winner Ryan Oakes, 84 Lumber chief operating officer Frank Cicero, Rising Star Award winner Ashley Cyprowski.

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Helen Wiells is organizing carpools for Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus. building-products.com

THE POSSIBILITIES KEEP GROWING:

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

“Growing beyond measure.”

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

Call us at 707.894.4241 Visit us at buyRedwood.com

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

A SPECIAL SERIES FROM

PATTERN PRODUCTS

INSTALLATION & FINISHING TIPS

------------ BY JEFF EASTERLING SO, YOU’VE SOLD a huge order of exterior pattern eastern white pine to a customer… congratulations!

This could be in the standard patterns of Bevel, Drop Siding, or Shiplap. Be sure you sell only kiln-dried material for use as exterior siding!

Are you prepared to educate your customers on how to install and/or finish their newly purchased wood?

Installation Let’s begin with installation. One of the biggest questions we bet you receive from your customers is: how much wood do I need? Everyone has their favorite way of estimating total product needed; please see the table below for ours. In short: multiply square footage to be covered by factor (length x width x factor).

Many experts recommend the application of a paintable water-repellant preservative be applied to all surfaces (ends and edges included) of each piece of

wood prior to installation. This provides an added moisture-resistant barrier that will reduce shrinkage and swelling of the wood. Allow two days of drying before starting to paint.

Nails Good nails are a must for a successful home improvement project. Our recommendations: • Rust-resistant or rust-proof.

• Strong enough to avoid the need for pre-drilling.

• Choose a nail that won’t pop after being driven flush with the wood, and whose nail head should not cause an unsightly visible pattern.

• Stainless steel, high-tensile strength aluminum nail, or galvanized nail—these are our favorites.

Finishing And when that customer looks at you for advice when it comes to finishing the product, do you know what to say? What’s the best option: paint? Stain?

Something else? Read on for helpful directions to share with your customers on how to finish their beautiful wood and make it even more stunning.

Applying the paint or stain properly to the wood is just as important as choosing the correct finish.

While most paint or stain is typically rolled or brushed on, there are additional things to keep in mind to be sure your customers are successful: how it’s applied, how much is applied, the condition of the wood, the weather—these combine to create a successful finish application project... or a disaster if not done properly.

Paint This is the traditional look that many customers want! To ensure that the paint is applied correctly and successfully to their wood, we suggest following these steps:

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building-products.com

“doesn’t look right” or it’s “not what they were expecting?” Teach them, show them what to expect with this video; as their understanding and knowledge rises, your callbacks will hopefully decrease.

And lastly, since this video will be translated into multiple languages (French, Chinese and Spanish, to start), you now have the perfect international selling tool.

For example, let’s say a customer orders a unit of SPFs lumber. Not understanding lumber grading terms and variations, they order #2. When it arrives, they see knots they weren’t expecting, so they call the mill or retailer and complain about the product received. Being able to accurately represent SPFs lumber in video format TYPE of wood, ultimate application, and look provides bothwants the answer youconsiderations need and your customer are the key the education theybe need.

Information that in how best it should installed and finished. was once shared on static printed sheets is now a dynamic and educational video • Clean the surface of the wood solution.

The gap between education to be sure it’s free from water and marketing is bridged, resulting in happier or other moisture, dirt, dust, or retailers and more educated customers. anything else that would affect the “The multiple translations allow the paint application. end-user to increase their wood knowledge Painting in a humid and•better understand what environproducts are ment? Consider paint with an produced

by NELMAamembers,” continued included mildewcide.

Easterling.

“This video has multiple audiences across the industry: retailers

• Next comes the primer coat: this is important as it provides a nice stable base for the paint. For species like eastern white pine, a high-quality acrylic latex paint may be used as both a primer and topcoat. If you have a few boards filled with knots, there are knot primers available.

• NOW it’s time to paint! Brush on two coats of a high-quality acrylic latex paint over the primer (allow the first coat to cure for up to two days before applying the second coat). If it’s cold or damp, allow an extra day if needed.

There are multiple variables when it comes to installing and finished wood in a home improvement project: the type of wood chosen, the final application, the look your customer wants at the end of the day; each of these add variations of what’s needed with finish and nailing.

Be sure to encourage your customers to do their research to ensure they’re making the right choices for a long-term, beautiful result.

For more information, please visit www.nelma.org.

Solid Color Transparent Stains knots, etc.—are clearly identified with call-outs to ELEMENTS within&each grade of lumber—wane, enhance viewer education.

Advances in exterior stain formulations and performance has led can to it totrend educate customers, to arefer growing bytheir consumers to and can direct customers useour themembers wide variety of colors now from around the world to watch it and get available. a complete understanding of what SPFs • Since these stains act like paint, grades are and what they look like.” brush application is suggested.

“Members have been asking for this for • One will doEasterling. the job, years, and coat here itofis,”stain concluded but two better willwhite provide “They loveisusing the and eastern pine better video asprotection. an educational tool, and this SPFs grade video will complete the knowledge

cycle and ensure thatJEFF customers know what to expect when EASTERLING their lumber delivery arrives.”

The free SPFs grade video may be found on the NELMAtvisYouTube right Jeff Easterling presidentchannel, of alongside the Lumber eastern Manufacturers white pine video.

Northeastern Association, Cumberland Center, Me. Reach at info@nelma.org.

– Forhim more information about selling

SPFs or eastern white pine, please visit www.NELMA.org.

Call on Warren Trask for the most comprehensive Eastern Pine inventory and widest selection of Pattern Stock!

Since 1924, Warren Trask has been committed to being the number one source for Eastern White Pine.

Call on Warren Trask for all your Eastern White Pine needs.

1-800-752-0121 ■ 63B Bedford Street, Lakeville, MA 02347 ■ www.wtrask.com Building-Products.com building-products.com

September 2021 SEPTEMBER 2022• Building building Products products Digest digest  •

43 39

Time Tested Products • Modern-Day Applications

HANCOCK PINE

One of the many things we love about eastern white pine is the flexibility to compliment and define each unique space. With over 10,000 lineal feet of 1x8 V-Match and 4,000 lineal feet of Nickel Gap Hancock Pine, this beautiful project blends the charm of knotty pine with modern-day applications at this show stopping lakeside retreat.

HancockLumber.com/PineInspiration Matt Duprey | (207) 627-6113 | mduprey@hancocklumber.com • Jack Bowen | (207) 807-1101 | jbowen@hancocklumber.com

BEYOND SHIPLAP

CHOOSING EASTERN WHITE PINE FOR A PATTERN OF SUCCESS

------------ BY JEFF EASTERLING WE’RE ALL FAMILIAR with shiplap, that uber-popular wood panel joining profile where two boards come together (remember: you can’t call it shiplap if you can only see its face; you have to be able to see the ends of the board and how they come together to truly know if it’s shiplap).

Shiplap is the reigning wood wall panel favorite, with appearances and mentions all over DIY shows on TV. And for good reason: eastern white pine shiplap is strong, durable, and absolutely gorgeous. But there’s a whole world of pattern products beyond shiplap!

Options, of course, lead to the question of which one should be purchased? For interior uses, both tongue & groove and shiplap work well—but it’s important for your consumer customers to understand that wood can shrink with dry interior conditions, exposing the wood material between the pieces. To reduce any exposed unfinished wood in these cases, it is recommended that building-products.com

each piece of pattern material have the final finish applied BEFORE it is installed on the wall or ceiling.

(As a general rule for exterior siding applications, shiplap is the better choice as its overlapping pieces will shed water quite well.

Tongue & groove, on the other hand, can deteriorate in wet climates due to trapped water inside the interlocking connections.)

Let’s take a look at the pattern options available. (Please refer to the graphic of 23 patterns on next page.) #2. A classic tongue & groove pattern, this is perfect for interior wall usage. It’s a very decorative pattern popular in wainscoting, and typically installed vertically. This option creates a rich, warm look perfect for dining rooms, bedrooms, and home offices. #4. Another tongue & groove pattern often used on interior walls and/or ceilings. Installation creates an attractive “V” indent on each end

of the board for a fun visual effect that is a great match for a variety of applications, to include walls, wainscoting, and ceilings. What’s fun about this one: it can be installed horizontally or vertically on walls or as wainscoting. #11. This is a shiplap version of #4 detailed above, and it creates the same attractive “V” indent that looks great as almost any application. #18. A slightly different tongue & groove pattern, this one adds an additional “V” indent to the middle of the board in addition to the “V” indents at the end. The result? A stunning visual effect for a wall, a ceiling, or as wainscoting. It looks great installed vertically or horizontally. #18 and #4. A tongue & groove multiple pattern, this style is decorative on one side with the “V” pattern on the other. Looking for a way to showcase two patterns in the same room? This is the answer! #2 and #4. Here we’re looking at

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a tongue & groove multiple pattern with decorative on one side and the “V” indent on the other. This pattern provides another great way to showcase two patterns in the same room, or in different rooms.

E & CB (Edge & Center Bead).

This is it: the most popular tongue & groove pattern for beaded ceilings, be they interior or exterior on a porch. Trend alert: this is also a popular pattern for cabinet facings.

Perfectly acceptable to install this one horizontal or vertical. (Tip: this is the pattern you might see replicated in fake composite products; choose the real thing and choose real wood!)

E & CB, & 4. Here’s yet another option for using two different tongue & groove multiple pattern boards in different ways throughout the home.

4 & 4. This is a nice little tongue & groove pattern with the “V” indent on both ends and both sides of the board.

Channel Rustic (1/2 reveal).

Place two pieces of this shiplap pattern together to create a 1/2” gap for striking visual effect. Additionally,

the front facing has a “saw texture” for that rustic, rough look everyone loves. Use this pattern for siding and interior wall applications; typically applied horizontally.

Channel Rustic (7/8 reveal).

This cool shiplap pattern results in a large gap between two boards when installed together (7/8” vs. 1/2”).

Provides an amazing visual impact once installed.

Bevel Siding. Look familiar?

This is the most popular pattern for siding, and it creates an angular, overlapping visual on the wall when installed horizontally. A fun option: it can be used to spotlight the “saw texture” look on one side, or the smooth planed look on the other.

Dolly Varden. Why is it called this? It’s one of the everlasting mysteries in the wood industry... if only Charles Dickens was here to tell us! This pattern is very popular for horizontally installed exterior siding; it creates the same angular, overlapping visual as when a shiplap pattern is chosen.

PATTERNS OF EASTERN WHITE PINE 2

3

4 1/8, 5 1/8, 6 1/8, 6 7/8, 7 7/8, 8 7/8, 9 7/8, 10 7/8 /4”

/4”

1

1

3 ” /16 /32” 1

/32” 9/32”

/64” 1/4”

7

15

/16”

/16”

5

E.W.P. - 2 [DECORATIVE]

/32”

/4 R

1

23

3

/64” 3 ” /16

1

7

E.W.P. - 4 [DECORATIVE]

E.W.P. - 11 [DECORATIVE]

4 1/8, 5 1/8, 6 1/8, 6 7/8, 7 7/8, 8 7/8, 9 7/8, 10 7/8 /4”

/4”

1

/4”

/4”

1

1

/32” 9/32” 3/16” 1 /32” 23 ” /32

/64” 3 ” /16

1

3

/4 R

5

6

7

15

/64” 1/4”

1

/16”

7

E.W.P. - 18 & 4 [DECORATIVE]

5 ” /16 /16”

/32”

E.W.P. - 18 [DECORATIVE]

1

3

/64” 5/64” 1 ” 1 ” /8 /4 3

3

/16”

8

7

/16”

1

/32”

1

4 1/8, 5 1/8, 6 1/8, 6 7/8, 7 7/8, 8 7/8, 9 7/8, 10 7/8 3 ” /8 1 ” 1 ” /16 /16 3 ” /16 1 ” 1 ” /32 /32

/8” /32”

1

/16”

7

/16”

5

/4”

10

/16”

1

3

/4 R

1

1

E.W.P. - E & CB [DECORATIVE]

E.W.P. - 2 & 4 [DECORATIVE]

/4”

1

E.W.P. - E & CB & 4 [DECORATIVE]

11

14

13

E.W.P. - DOLLY VARDEN [SIDING]

E.W.P. - 105 DROP SIDING [SIDING]

20

E.W.P. - 1 “ SHIPLAP [DECORATIVE OR SIDING]

E.W.P. - 106 DROP SIDING [SIDING]

18

E.W.P. - DBLE CLAPBOARD T & G [SIDING]

E.W.P. - DBLE CLAPBOARD SHIPLAP [SIDING]

19

E.W.P. - BEVEL SIDING [SIDING]

15

17

16

E.W.P. - 4 & 4 [DECORATIVE]

12

E.W.P. - CHANNEL RUSTIC (7/8 REVEAL) [DECORATIVE OR SIDING]

E.W.P. - CHANNEL RUSTIC (1/2 REVEAL) [DECORATIVE OR SIDING]

9

9 ” /16” /32 1 /32” 23 ” /32

/16”

5

3

4

E.W.P. - 1” CENTER MATCH [DECORATIVE OR SIDING]

21

E.W.P. - 6” 8” 10” LOG SIDING NELMA SHIPLAP REVEAL [SIDING]

E.W.P. - 6” 8” 10” LOG SIDING NELMA SHIPLAP FULL ROUND [SIDING]

23

22

E.W.P. - 6” 8” 10” LOG SIDING NELMA T & G FULL ROUND [SIDING]

E.W.P. - 6” 8” 10” LOG SIDING NELMA T & G with REVEAL [SIDING]

/64”

WWW.NELMA.ORG / WWW.EASTERNWHITEPINE.ORG

3

3

/64”

FOR CENTURIES, EASTERN WHITE PINE has been used in applications where versatility 1 1 1 1 ” 3 1/2species ,4 1/2,5has /2,6a 1uniform /4,7 1/4,8texture, /4,9 1/4and ,10shapes /4 /2 is paramount.

This sustainable easily for REVEAL W-TEXTURED FACE appearance products that require aSA consistent profile.

105 Drop Siding. The secondmost popular horizontal siding pattern purchased today, this shiplap pattern gives an eye-catching, distinctive curved appearance between the horizontal pieces.

106 Drop Siding. Provides the exact same look as 105 Drop Siding, but with a tongue & groove pattern.

Double Clapboard Shiplap.

Searching for a strong, sturdy look for the exterior of a home? Choose this shiplap pattern. When applied horizontally, it gives a solid overlapping angular appearance.

Double Clapboard T & G. Same profile and visual effect as Double Clapboard Shiplap, but available here in a tongue & groove pattern.

1” Shiplap. The most versatile and consumer-requested interior application pattern, this tongue & groove pattern can be installed horizontally or vertically to enhance the look of walls and ceilings. If you’re wanting the nickel-gap look, this is it.

1” Center Match. Another tongue & groove pattern, this provides a similar look in the same applications as the 1” Shiplap pattern product.

This right here is the most popular look for wood flooring.

Log Siding (Shiplap Reveal). This exterior siding is a shiplap pattern and is most often installed horizontally to bring that log cabin look without the use of actual logs. Two pieces installed together creates a very nice reveal.

Log Siding (Shiplap Full Round).

Another exterior siding option, also a shiplap pattern, used to give the log cabin appearance. Here we have a shorter shiplap pattern that effectively eliminates the separation reveal, resulting in a full round look.

Log Siding (T & G Full Round).

Same facing and appearance as the Log Siding (Shiplap Full Round), but in a tongue & groove pattern.

Log Siding (T & G Reveal). Same look as Log Siding (Shiplap Reveal), but available in a tongue & groove pattern.

WHEW. Lots to take in here, that’s for sure. But the more you know about available patterns, the more you can offer your customers who know the look they want, but perhaps not the exact product. BP

DURGINANDCROWELL.COM

MANUFACTURER OF EASTERN WHITE PINE SINCE 1976 At Durgin and Crowell we promise to be dedicated to offering our customers the personal service that is essential to delivering the highest quality, fully sustainable Eastern White Pine on time, to the specs desired. We provide hands on solutions, because we are Pine Passionate.

We source our wood primarily from New Hampshire and Vermont, and the majority comes from within a 50-mile radius.

• Dual Weinig Powermat 2500 Moulders • Customizable Moisture Detection • Nelma grades and patterns • Specialized Dry Kilns

Enhance™ by Durgin and Crowell is our line of pre-coated, UV cured Eastern White Pine paneling product.

WOOD HOW-TO VIDEOS YOU AND YOUR CUSTOMERS NEED TO SEE ------------ BY JEFF EASTERLING how much wood will be needed, through laying out a template for successful installation, framing out the ceiling to get started, and then finishing the install process with eastern white pine.

Every step is discussed in great detail, then illustrated

by Arnold as he constructs a barrel ceiling within a trade show booth. The end result is, of course, a beautiful focal piece made of strong, durable, locally grown eastern white pine. Tips and techniques along the way add to the value of the video series, ensuring a successful build by any viewer.

Installing Exterior Siding WHEN YOUR HOMEOWNER customers ask how to use the wood they’ve just purchased from you, what’s your answer? Is it precise—this wood species is best for appearance-grade projects, or this wood species works well for framing—or do you serve up a generic answer to their question?

What if you could direct them to a series of videos that not only told them how to use the wood, but it also showed them how to use the wood in specific, easy-to-understand detail?

Head on over to YouTube and check out NELMAtv, from the Northeastern Lumber Manufacturers Association (NELMA), for a wide range of video options, including quite a few in the how-to category. Let’s take a closer look.

Building a Barrel Ceiling This multipart series focuses on how to use eastern white pine pattern boards to build a structurally sound, visually stunning barrel ceiling. The series, filmed on location at a JLC Live trade show a few years back, is hosted by master builder Rick Arnold and takes the viewer step-by-step through the process.

Every single detail is covered, from the math necessary to determine the overall area of the project and

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Also filmed during a JLC Live demo, this project also features master builder Rick Arnold where he discusses and illustrates in great detail the process of installing exterior eastern white pine siding. Once again, Arnold takes the viewer through the entire process step by step, to include choosing and adding weather and vapor barriers, prepping the wall for nailing, installing a story pole to ensure that the horizontal lines of the siding are parallel with the lines at the top and bottom of a window rough opening, and finally installing the eastern white pine exterior siding.

Listen closely and you’ll learn a little about the super-cool history of the species, including the role of eastern white pine in the lead-up to the Revolutionary War.

Installing Wood Wainscot Ah, one of the most popular home improvement projects with wood: installing a wood wainscot accent wall.

Whether you pronounce it wain-SCOTT or wain-SCOHT, a little knowledge about the installation of eastern white pine beadboard will go a long, long way.

Building expert Greg Burnet shares the process of installing a creative interior wood finish with wainscoting, beginning with little-known tips about allowing the wood to acclimate to a home before beginning to build.

(Continued on page 48) building-products.com

END-MATCHED for a beautiful and easy finish

WE DON’T

CUT CORNERS And You Won’t Have To, Either

Make your walls beautiful with few cuts and no stud finding.

Our End-Matched products make beautiful living a snap!

WWW.RLCO.COM

NELMA EXTENDS ITS SOCIAL MEDIA REACH RECENT CONSUMER research conducted by the Northeastern Lumber Manufacturers Association (NELMA) indicated that when consumers are researching building products for selection, they are more likely to turn to do-it-yourself home improvement TV shows, and social media. Among the most popular social media channels for gathering information: Pinterest and Instagram.

With a strong presence already built up on Facebook, the results of the consumer research dovetailed with the goal of NELMA’s marketing efforts to expand into new and different media platforms.

“If consumers are going to one or two platforms for their building products knowledge, then that’s where NELMA and our products need to be represented,” said Jeff Easterling, president of NELMA. “It can be a challenge to keep up with the various platforms and how best to represent our products to their various audiences; but consumer sentiment was clear: Pinterest is the best place to be in order to share inspirational photos and ideas, with Instagram a close second.”

Taking a deeper look at both social media channels:

Pinterest.

While Pinterest does have a mobile app, it’s more of a sharing site for anything and everything in which people might be interested. Following the genesis of the platform name, Pinterest is like a virtual bulletin board: users can search for something about which they’d like to know more—let’s use wood flooring as an example. A user can search for wood flooring, and search results will deliver thousands upon thousands of images of wood flooring. The images might be categorized

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into design groupings—minimalism, neoclassical, contemporary, farmhouse, for example—or they might be individual photos (called Pins) posted and shared by homeowners along the way.

Once you’ve found the motherload of Pins to inspire you, it’s time to create a Pinterest board. In a nutshell: this is a virtual filing cabinet containing all of the wood flooring pictures you love in one place. Pinterest board

NELMA ON PINTEREST: @WOODINSPIRATION • • • • • • • • • NELMA ON INSTAGRAM: @WOOD_INSPIRATION1933 may be named whatever you want to call them—let’s call our Wood Flooring Inspiration—and the number of photos you can add—or pin—is limitless. The difference in researching and saving information virtually via Pinterest? The ability to search information and save other’s information to your Pinterest boards.

Consumers who were part of the NELMA research outreach shared multiple stories of how they created DIY home improvement boards with their inspiration photos, and then shared them directly with spouses, roommates, architects, designers, and builders.

Be warned: if you decide to go check out Pinterest to (Continued on page 48) building-products.com

Sample the variety and versatility of eastern white pine.

Read grade rules, span details, and get new promotional ideas for your business.

Plastic, concrete or pine?

Learn why consumers prefer natural over fabricated.

Reach more customers by getting listed on NELMA’s Retailer Directory.

Listen to and watch product installation and comparison videos, plus grade representations.

.ORG

Use all your senses. Visit for all things eastern white pine, spruce-pine-fir and other softwood species grown in the Northeast and Great Lakes region. @NortheasternLumberMfg

@WoodInspiration

@wood_inspiration1933

NELMA EXTENDS ITS SOCIAL MEDIA REACH (Continued from page 46)

see what’s happening over there, be sure you have plenty of time to spare. The information can be overwhelming, and hours might pass before you even realize it!

Instagram.

Much more familiar to most of us is Instagram, now owned by Facebook. Where Facebook deals in text and photos, Instagram puts photos front and center. You can post on Facebook without a photo or graphic, but you can’t post on Instagram without a photo or graphic.

What makes Instagram fun is that photos and videos can be uploaded easily and then enhanced with fun graphics, images, and music additions. Instagram also offers Stories, a separate part of each account where videos and photos may be shared for 24 hours before disappearing (think of it like a news crawl).

Let’s go back to our search term of “wood flooring” to review the Instagram process. When we enter the phrase in the search bar, we’re shown results ranging from accounts with those words in the name, to various hashtags using the same words. So, you might find inspirational photos of wood flooring on a wood-related account, or it could be a hashtag on the personal account of someone who’s just installed wood flooring in their home and wants to show it off.

NELMA on Pinterest and Instagram.

“It’s all about the beautiful inspirational photos,” continued Easterling. “If consumers are looking for wood ideas, we need to give them wood ideas.”

And that’s exactly what the new NELMA accounts will do. Followers and fans of the two newest NELMA social media platforms will be treated to a wide variety of project and application photos using eastern white pine and SPFs. Hashtags chosen to match what consumers are looking for will accent each post with the intention of driving traffic back to the pages and increasing audience reach.

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“Wood is remaining strong as one of the top building products of choice,” concluded Easterling. “It’s strong, durable, easy to source locally, and beautiful. The list of projects that can be completed or enhanced using our wood gets longer each and every day. We’re excited to open the floodgates and share this information with consumers who are searching for home improvement solutions!” BP

WOOD HOW-TO VIDEOS (Continued from page 44)

Multiple videos take the viewer through prepping the wall, detailing transitions around doors and windows, the addition of casing legs—starting with the header and sill—and finally addressing proper ways to install plinths, base, and caps.

Fun fact: The installation process begins with a corner if there is one. Surprised? Check out the videos for more from Greg as to why it’s done this way.

Next time a customer asks, “what can I do with this wood?” send them to NELMAtv for visual and educational answers. Turn to these easy-to-find-and-share videos the next time your customers ask, and you’ll ensure yourself a pattern of success well into the future. BP

building-products.com

LOTUSPRO shields engineered wood with a superhydrophobic coating that keeps moisture out.

ARXADA ADDS WATER REPELLENT FOR MASS TIMBER There is a window of time in the construction process where CLT panels and other wood components are stored prior to installation and enclosure. During this three- to six-month period, moisture and UV could damage the wood or lead to mold growth.

Arxada’s new LotusPro water repellent shields mass timber products from the effects of mold, moisture, and sunlight by providing a barrier from those natural enemies of wood to keep it looking clean and fresh. This manufacturer-applied, specialty coating is a patented innovation, using proprietary superhydrophobic technology formulated to resist mold growth.

When applied to CLT and glued laminated timber, the coating forms a durable film that both penetrates and coats the wood surface, providing a premium

mold- and moisture-resistant coating for wood products. Mass timber that is coated with LotusPro water repellent resists staining, water damage, soiling, UV degradation, and deterioration caused by mold or mildew. This natural-looking protection allows the beauty of the wood to shine through without affecting the color and overall appearance. LotusPro is compatible with oil-based and some water-based finishes.

Factory-applied coatings can cause bottlenecks in the manufacturing facility due to long dry times, uneven application, and thick application rates.

LotusPro dries in less than half the time of existing technologies and resists water absorption better at a third the application rate. It applies evenly in one coat using simple spray or brush applicators.

The water repellent takes its name from the “lotus effect,” which refers to self-cleaning properties of the lotus flower. Dirt particles are picked up by water droplets due to the micro- and nanoscopic architecture on the surface, which minimizes the droplet’s adhesion to the surface. Similarly, LotusPro prevents water from penetrating the surface, protecting the wood beneath.

AFTER ONE MONTH, the LotusPro water repellent-coated side of this CLT end is clear, while the uncoated side has grown mold due to moisture exposure.

Durable Design Timber Products’ KodiakPly™ siding is the answer to your exterior needs. Made from Douglas fir, KodiakPly holds a timeless look with durable properties to meet the demands of the environment.

Contact us today to learn more!

1-800-547-9520 | timberproducts.com

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KodiakPly Siding Panels

4' x 8' with 18 patch only Thicknesses: 11/32" and 19/32" Applications: sheds, apartments, townhomes, condominiums

building-products.com

SBSI EXPANDS IN ASHEVILLE MARKET Southeast Building Supply Interests, a division of Building Industry Partners, has acquired Haywood Builders Supply, Waynesville, N.C. Haywood becomes SBSI’s second location in the greater Asheville area, joining Henson Building Supply, Black Mountain, N.C. In support of SBSI’s growing presence in the area, Robert Gordon, former GM with 84 Lumber and Builders FirstSource, has joined as VP and leader of the Asheville market. Danny Wingate, a longtime senior leader at Haywood, has been promoted to president of Haywood. Wingate recently celebrated his 50th anniversary with the company.

JAMES HARDIE EXPANDING FIBER CEMENT PLANT James Hardie has broken ground on a $400-million expansion that will nearly double the size, manufacturing capacity, and worker count at its fiber cement siding and backerboard facility in Prattville, Al. Currently, the plant is 1 million sq. ft., can annually produce up to 600 million sq. ft. of siding and trim, and employs 300.

Alabama Governor Kay Ivey, Prattville mayor Bill Gillespie, and other state and local leaders were on hand for the Aug. 2 groundbreaking ceremony.

REMODELING GAINS TO SLIDE LOWER INTO 2023 Annual growth in homeowner spending for improvements and repairs is expected to soften during the first half of next year, according to the latest Leading Indicator of Remodeling Activity by the

Remodeling Futures Program at the Joint Center for Housing Studies of Harvard University.

The LIRA projects year-over-year gains in remodeling spending to owner-occupied homes to slow from 17.4% in 2022 to 10.1% by second quarter of 2023.

“Slowing sales of existing homes, rising mortgage interest rates, and moderating house price appreciation are expected to dampen owners’ investments in home improvements and maintenance over the coming year,” said Carlos Martín, project director of the Remodeling Futures Program at the Center. “Steep slowdowns in homebuilding, retail sales of building materials, and renovation permits all also point to a cooling environment for residential remodeling.”

He expects growth in spending for home improvements and repairs to remain well above the market’s historical average of 5%, rising to nearly $450 billion in the first half of next year.

NEWTECHWOOD COMPOSITE DECKING & SIDING • Stain, scratch and fade resistant • made of 95% recycled materials • capped all 4 sides for maximum protection • decking is dual-sided unlike most composites • 25 year transferrable warranty

Lee Roy Jordan Lumber Company is now distributing NewTechWood composite siding and decking.

DALLAS/FORT WORTH AREA USA CALL 214-357-7317 1-877-533-7695

www.LRJLumber.com

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building-products.com

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------------| NEW PRODUCTS

CORDLESS QUIK DRIVE

ROOF TRUSS SUPPORT SYSTEM FastenMaster has introduced TrussBRACE, a faster and safer alternative to temporary wood-based supports used to install roof trusses.

The innovative steel roof truss support provides both lateral and diagonal restraint in one brace, allowing framers to set, space and brace roof trusses in one easy step.

The device increases jobsite safety since it is easily installed from the bottom chord. Productivity is enhanced and waste is minimized by eliminating temporary top chord bracing that must be removed prior to sheathing the roof.

Simpson Strong-Tie has introduced the Quik Drive Cordless PROCCS+ Multi-Purpose Combo System, a lightweight, cordless version of its popular Quik Drive auto-feed screw driving system for collated fasteners.

Designed to improve speed, reliability and user comfort for a wide variety of subflooring, underlayment and decking applications, the cordless Quik Drive features quick-loading collated screw strips, precise countersink adjustment, and a patented auto-advance mechanism.

Combining new advancements in battery technology with low-torque fastener designs, the tool drives about 1,200 2” screws on a single battery charge. Combo kits include both PRO3 00SG2 and PRO200SG2 Quik Drive attachments, combining with a 2,000-rpm, 20V brushless DeWalt cordless DCF624 driver motor and G3 lightweight extension. They also include two 5.0-amp hour lithium-ion batteries, a battery charger, screw quiver, and protective soft case.

STRONGTIE.COM (800) 999-5099

FASTENMASTER.COM (800) 518-3569

MATTE BLACK HARDWARE

Irwin’s new heavy-duty Strait-Line tape measures deliver up to 17 ft. of max reach when working alone, while also being able to endure tough challenges on the jobsite, including surviving up to an 80-ft. drop.

The new tapes feature an integrated finger brake for retraction control, an extra-large hook to easily catch onto material, a durable blade coating, 6” of additional protection to help prevent tearing near the hook, double-sided print for vertical and overhead measurements, and large, easy-to-read numbers.

Brinks Commercial is now offering a complete suite of commercial-grade matte black door hardware, providing a fresh, modern alternative to the silver-toned finishes that once dominated the market.

They feature ultra-durable powder-coated finishes that are extremely chip-resistant, standing the test of time even in the most heavily used doors and openings.

The lineup includes two-keyed levers, keyed entry knob/deadbolt combo, single-cylinder deadbolt, pull plates, push plates, door closers, door hinge, doorstops, and ASA strike plate.

Beyond matte black, other finishes include aluminum, bronze, satin Chrome, and prime coated.

IRWINTOOLS.COM (800) 866-5740

HAMPTONPRODUCTS.COM (800) 562-5625

TOUGH TAPES

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building-products.com

DON’T TRUCK AROUND

WORK WITH THE BRAND WHO’S GOT YOUR BACK. With millions of bags delivered every week and on-the-ground support you can count on, partnering with Sakrete means you spend less time waiting — and more time racking up sales.

Become a Dealer at Sakrete.com/Dealer

COMPACT TABLE SAW SawStop’s new 10” Compact Table Saw is a robust benchtop saw built for the rigors of the jobsite, while offering premium precision and safety.

Featuring contact detection technology, the saw detects when skin comes in contact with the blade and stops and drops the blade in less than five milliseconds.

Injuries are dramatically minimized, and the saw reset is quick and easy.

Other features include 10” blade for maximum cut capacity, easy-to-adjust rack & pinion fence with a builtin high and low face to support all kinds of cuts, QuickTilt bevel for easy blade angle adjustments, and Micro Adjust to quickly dial in a precise cutting angle.

SAWSTOP.COM/CTS (866) 729-7867

FULLY COMPATIBLE SPEAKER RIDGID’s new 18V Speaker with Bluetooth Technology works with all RIDGID 18-volt batteries, tools and chargers, offering total connectivity.

The premium 2-7/8” speaker and passive radiators deliver clear highs and a deep bass for six times clearer audio than the previous model. The speaker maximizes versatility by featuring a 2-amp USB charging port, handle and integrated nail hook for mounting capability.

It can be easily paired with any Bluetooth-capable device up to 200 ft. away. When paired with a 2.0Ah lithium-Ion battery, the speaker can run for up to 25 hours, lasting all day on the jobsite.

RIDGID.COM (800) 474-3443

PLUG THE DECKS FastenMaster has expanded its Cortex hidden fastening line with seven new colors of pre-aligned, collated Cortex Plugs for the Trex Enhance decking system.

Warrantied for the life of the project, the plugs are made from the same composite material as the deck to create a 100% perfect color and texture match.

The new line of collated Cortex plugs includes the most popular Trex Enhance colors, including Foggy Wharf, Toasted Sand, Coastal Bluff, Rocky Harbor, Beach Dune, Clamshell and Saddle.

Each package includes enough fasteners and plugs to install 100 lineal ft. of Trex Enhance.

FASTENMASTER.COM (800) 518-3569

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building-products.com

GOING ELECTRIC

PACKS A PUNCH

Yale Materials Handling has extended its range of electric lift trucks with the introduction of 4,000-lb. capacity integrated lithium-ion powered three-wheel and four-wheel models.

Both buck the traditional approach in which a battery box replacement converts counterbalanced trucks from lead-acid to lithium-ion battery power. Instead, they are designed from the ground up around a fully integrated, space-saving battery pack.

Other features include an open-space design, zero battery maintenance, fast charging times, and repositioned center of gravity.

Crescent Tools’ new Tradesman punches and chisels reportedly deliver more strength and durability than standard tools.

Features such as full-metal cores, 17% larger strike caps, and extended length design increase ease and efficiency in all uses.

Cold Chisels and Pin Punches feature extended length and a recessed control panel design, while Wood Chisels have larger overstrike caps and precision-ground carbon steel blades.

Nail Punches deliver outstanding performance with large strike caps and innovative dual flat sides that eliminate tool roll-off.

YALE.COM (800) 233-9253

CRESCENTTOOL.COM (866) 907-9716

AUTOFEED DRIVER M a k i t a ’s n e w 1 8V L X T Brushless 6,000 RPM Autofeed Screwdriver delivers superior fastening speed to handle a variety of materials and applications.

Longer run time and superior fastening speed give users greater material range for installation.

The brushless motor eliminates carbon brushes, enabling the motor to run cooler and more efficiently for longer life It can drive up to 2,250 screws with Push Drive Technology on a single charge.

MAKITATOOLS.COM (800) 462-5482

DSI Columns® offer quality craftsmanship, impeccable design, and integrated architectural elements to deliver an elegant, lowmaintenance, and long lasting column.

COMPOSITE

ALUMINUM

FIBERGLASS

Visit dsicolumns.com to learn more building-products.com

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

National Hardwood Lumber Association – Sept. 7-9, introduction to grading hardwood, Memphis, Tn.; www.nhla.com.

BC Wood – Sept. 8-10, Global Buyers Mission, Whistler, B.C.; www. bcwood.com.

Retail Lumber Dealers Association of Maine/New Hampshire Retail Lumber Association – Sept. 9-11, joint annual meeting, Westin Portland Harborview, Portland, Me.; www.nrla.org.

Do it Best – Sept. 9-12, fall market, Indiana Convention Center, Indianapolis, In.; www.doitbestcorp.com.

Hoo-Hoo International – Sept. 10-13 , 13 0th annual convention, Sacramento, Ca.; www.hoohoo.org.

Composite Panel Association – Sept. 11-13 , fall meeting, Fairmont Queen Elizabeth, Montreal, Quebec; www.compositepanel.org.

Massachusetts Retail Lumber Dealers Association – Oct. 27-28, annual meeting, Sheraton, Needham, Ma.; www.nrla.org.

North American Building Material Distribution Association – Nov. 1-3, annual convention, Chicago, Il.; www.distributorconvention.org.

Lumber Dealers Association of Connecticut – Nov. 2, annual meeting, Water’s Edge Resort & Spa, Westbrook, Ct.; www.nrla.org.

Eastern New York Lumber Dealers Assn. – Nov. 8, annual meeting & trade show, Holiday Inn, Saratoga Springs, N.Y.; www.nrla.org.

ECI – Nov. 9-11, 2022 Connect Conference, Gaylord Rockies Resort & Convention Center, Aurora, Co.; www.ecisolutions.com.

North American Wholesale Lumber Association – Nov. 9-11, annual Traders Market Trade Show, Phoenix, Az.; www.nawla.org.

Western New York Lumber Dealers Association – Nov. 11, annual meeting, The Carlson, Rochester, N.Y.; www.nrla.org.

North American Wholesale Lumber Association – Sept. 12, regional meeting, Omni Frisco Hotel, Frisco, Tx.; www.nawla.org.

------------| IN MEMORIAM

Lumbermens Association of Texas – Sept. 12-14, annual convention & expo, Omni Frisco Hotel, Frisco, Tx.; www.lat.org.

Ryan McGonigle, Northeast regional sales manager for Fortress Building Products, Concord, N.H., passed away suddenly on July 24. He was 47.

After a career in landscaping and deck building, he joined Fortress in 2018.

Construction Suppliers Association – Sept. 13 , eastern regional meeting, Atlanta, Ga.; www.gocsa.com.

LMC – Sept. 20-23, Leadership Summit, Phoenix, Az.; www.lmc.net.

National Hardwood Lumber Assn. – Sept. 21-23, annual convention, Huntington Convention Center, Cleveland, Oh.; www.nhla.com.

Northeastern Lumber Manufacturers Assn. – Sept. 21-23 , 89th annual meeting, Wentworth By-the-Sea, New Castle, N.H.; nelma.org.

Mid-America Lumbermens Assn. – Sept. 22, Sunflower Shootout golf event, Firekeeper Golf Club, Mayetta, Ks.; www.themla.com.

North American Wholesale Lumber Association – Sept. 22, Northeast regional meeting, New Castle, N.H.; www.nawla.org.

Vermont Retail Lumber Dealers Association – Sept. 22, golf outing & annual meeting, Sugarbush Resort, Warren, Vt.; www.nrla.org.

American Wood Protection Association – Sept. 25-29, fall technical committee meetings, Omni Hotel, Providence, R.I.; www.awpa.com.

Construction Suppliers Assn. – Sept. 27, regional meetings, Baton Rouge, La.; Sept. 29, Oklahoma City, Ok.; www.gocsa.com.

New Jersey Building Material Dealers Association – Sept. 28, annual meeting, Raritan Valley Country Club, N.J.; www.nrla.org.

Florida Building Material Association – Sept. 28-3 0, convention & trade show, Rosen Shingle Creek, Orlando, Fl.; www.fbma.org.

Kentucky Building Materials Assn. – Sept. 29, Congleton Cup golf tournament, Gay Brewer Jr. Golf Course, Lexington, Ky.; kbma.net.

Northwestern Lumber Association – Oct. 2-7, Carolina mill tour from Asheville, N.C.; www.nlassn.org.

Central New York Retail Lumber Dealers Association – Oct. 14, annual meeting, The Craftsman Inn, Fayetteville, N.Y.; www.nrla.org.

World Millwork Alliance – Oct. 16-20, annual convention & show, colocating with GlassBuild America, Las Vegas Convention Center, Las Vegas, Nv.; www.worldmillworkalliance.com.

Northwestern Lumber Association – Oct. 19, Larry Bedura Memorial Nebraska Clay Shoot, Oak Creek Sporting Club, Brainerd, Ne.; www. nlassn.org.

Green Industry & Equipment Expo – Oct. 19-21, Kentucky Exposition Center, Louisville, Ky.; www.gie-expo.com.

Long Island Lumber Association – Oct. 20, annual meeting, TopGolf Long Island, Holtsville, N.Y.; www.nrla.org.

National Association of Home Builders – Oct. 24-27, fall legislative conference & leadership meeting, Kansas City, Mo.; www.nahb.org.

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Stanley A. Torstenson, founder of Stan’s Lumber, Twin Lakes, Wi., died July 5 at age 84.

Stan retired from teaching to enter the LBM industry with Elkhorn Lumber in 1978, which led to him starting his own business in 1982.

Robert D. Keegstra, former owner of Keegstra Lumber Co., Grand Rapids, Mi., died July 29. He was 103.

A U.S. Navy veteran of World War II, he graduated from Northwestern University in 1946. He worked as office manager for Graybar Electric in Chicago and then Grand Rapids, before starting his own lumberyard. He was a past president of the Grand Rapids Retail Lumber Dealers Association.

Dianne Joy Gapinski, 77, co-owner with her late husband Henry of Forest Green Lumber Products, Bruce, Wi., died of cancer July 29.

Frederick Simon Eaton, retired operator of Eaton Lumber Co., Ludlow, Ma., died July 13—two weeks shy of his 90th birthday.

He served in the U.S. Army during the Korean War. William P. Kline, 93, former proprietor of Kline Lumber Co., Hastings, Pa., died July 14.

He was a veteran of the Korean War. James Donald “Donnie” Lewter Jr., 64, owner of Lewter’s Hardware, Huntsville, Al., died July 20.

His grandfather founded the store in 1928.

Frederick R. Swaim Sr., 77, operator of Swaim Hardware, Paris, Tx., died July 30.

After graduating from high school in 1964, Freddy briefly attended the University of Arkansas on a football scholarship before returning home to help his father at Bob Swaim Hardware. building-products.com

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

Deadline: 10th of the previous month. Questions? Call (714) 486-2735.

PRODUCTS FOR SALE

HELP WANTED

NORTH CAROLINA RELOAD

Seeking 2 Sales Professionals

Shaver Reload, Statesville, NC

• Norfolk Southern Mainline Served • Easy Access to I-85, I-77 & I-40 • Company Owned Truck Fleet • Outdoor and Indoor Storage • 12 Acres Fenced with Security Lighting • 25+ years Reload Experience (704) 872-3148 • Fax (704) 872-3146 Email Tom Lakeman shavers.reload@gmail.com

WANTED TO BUY

We are a leading hardwood and softwood trading company with worldwide sales exceeding $8 0,000,000 annually. We broker plywood, flooring, green and kiln dried softwoods, green and kiln dried hardwoods, and manufactured wood products globally as well as sell our own hardwood lumber from our manufacturing facility. In addition to a 401k plan and a medical insurance plan, we offer a generous 50/50 split on all sales pro ts. We are seeking candidates to fill two positions. Your location does not matter as these are work from home positions. This is a rare opportunity to join an active, successful sales team with truly unlimited income potential. We seek aggressive, smart and creative people to help us grow our global markets and enjoy significan income.

Email resumé attention “Sales Position” to dkoenig@526mediagroup.com.

WOOD ADHESIVES TO EXPAND THROUGH THE DECADE The global market for wood adhesives should grow an average of 4.73% annually over the next eight years, from a value of $5.27 billion in 2021 to $7.99 billion by 2030, predicts Straits Research.

The most common type has been urea-formaldehyde (UF), which accounted for 37.8% of total wood adhesive sales in 2018.

With a revenue share of 47.2% in 2018, furniture was the most popular application. By volume, plywood held a market-high 29.5% share.

With 46.7% of global sales in

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2018, Asia Pacific came in first.

Over the next eight years, APAC is expected to maintain its supremacy.

The rapid growth of the population in APAC countries, combined with a high demand for affordable housing and government initiatives to promote basic necessities, such as food and shelter, has fueled the growth of the construction industry in the region, which is expected to boost the wood adhesives market over the forecast period.

Growth is expected to continue strongest in emerging economies

SEPTEMBER 2022

such as China, India, Brazil and Mexico. Due to less severe laws and data needs, the regulatory policies in the APAC area are more adaptable and business-friendly than those in other regions.

Because the leading players in the wood adhesives market are interested in sustainability, one of the important trends in the industry is the shift toward products with low volatile organic compound (VOC) content. Wood adhesives with low VOC emissions are better for the environment than solvent-based varieties.

NEW CANDIAN SOFTWOOD DUTIES GO INTO EFFECT The U.S. Department of Commerce has issued its final third administrative review to reduce duties on shipments of Canadian lumber into the U.S. by more than half from 17.99% to 8.59%.

Continuation of the tariffs was applauded by the U.S. Lumber Coalition. “The trade laws duties announced by the Commerce Department will help offset Canada’s unfair trade practices,” said Andrew Miller, Coalition chairman and CEO of Stimson Lumber. “The benefit of the trade cases against Canada are clear. Trade law enforcement boosts American manufacturing and results in more U.S. lumber being produced by U.S. workers to build U.S. homes.”

Others, including National Lumber & Building Material Dealers Association and National Association of Home Builders, vowed to keep fighting to reduce if not eliminate the tariffs. They were heartened by U.S. Trade Representative Katherine Tai saying that the Biden Administration was “open and interested” in negotiating a new softwood lumber agreement.

“NLBMDA is encouraged by the Biden Administration’s willingness to go on the record in support of renewed softwood lumber negotiations with Canada,” said NLBMDA president/CEO Jonathan Paine.

“Now, the Administration must back up their words with action by negotiating a fair agreement with Canada that reduces tariffs and brings stability to the pricing and availability of softwood lumber.” building-products.com

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

51

Allweather Wood www.mendoco.com

37, Cov. IV

Redwood Empire www.buyredwood.com

Cover II

Arxada www.lotusprotechnology.com

23

Restoration Forest www.rfor.com

29

Avon Plastics www.pro.avonplastics.com

45

Robbins Lumber www.rlco.com

56

Crumpler Plastic Pipe www.cpp-pipe.com

25

RoyOMartin www.royomartin.com

7, 33

Culpeper Wood Preservers www.culpeperwood.com

55

Sakrete www.sakrete.com

57

Digger Specialties www.dsicolumns.com

48

Seaboard International Forest Products www.sifp.com

10

DMSi www.dmsi.com

27

Simpson Strong-Tie www.strongtie.com

Cov. III

Do it Best Corp. www.doitbestonline.com

53

Swanson Group Sales Co. www.swansongroup.biz

43

Durgin & Crowell Lumber www.durginandcrowell.com

50

Timber Products www.timberproducts.com

19

Everwood Treatment Co. www.everwoodtreatment.com

32

TIVA Building Products www.tivabp.com

3

FastenMaster www.fastenmaster.com

17

Versatex www.versatex.com

35

Great Southern Wood Preserving www.yellawood.com

39

Warren Trask www.wtrask.com

25

Hancock Lumber www.hancocklumber.com

5, 59

West Fraser www.westfraser.com/osb

51

Humboldt Sawmill www.mendoco.com

13

Western Forest Products www.westernforest.com/products

52

Lee Roy Jordan Lumber Co. www.lrjlumber.com

9

Weyerhaeuser Distribution weyerhaeuser.com/distribution

15

Manufacturers Reserve Supply www.mrslumber.com

35

YellaWood www.yellawood.com

49

NAWLA www.nawla.org

Cov. I, 47

21

building-products.com

NELMA www.nelma.org Palram www.palram.com

WELCOME ABOARD! BPD is thrilled to introduce our readers to a new advertiser:

Restoration Forest Products, formerly NewLife Forest Restoration, is Arizona’s leading sustainable forestry and wood products manufacturing company.

Keep them in mind when you’re looking for such products!

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

45 YEARS AGO THIS MONTH

FLASHBACK: 1977 THE ONE-MAN SHOP A HALF-CENTURY AGO, the lumber industry was filled with hundreds of one-man office wholesalers who commonly held exclusive representation for certain products from a mill in a specific geographic area. But the landscape had already showed signs of drastic change.

Forty-five years ago, publisher emeritus David Cutler sat down with Los Angeles area wholesaler Jack Tweedy (no relation to the better known lumber retailer from Indiana or the lesser known millwright from Northern California), to hear his take on the fate of the independent wholesaler. After nearly 15 years of working for other lumber wholesalers, Jack launched his own company, Tweedy Lumber Co. of Beverly Hills, on July 1, 1963. “I picked that date,” he shared, “as I could celebrate my independence over the July 4th weekend.”

He, in fact, welcomed the lessening of exclusive representation. “I believe it takes more than one man to sell the product of the mill and the log,” Jack said, “and whereas in the past a wholesaler might prefer to sell only one or two items from a mill, he is today involved in selling as much of the log as he can.

“Today’s independent wholesaler must invest the time to know the mill, what they are cutting, when species may change, and how the mill handles its product. It’s a different business in many ways.”

How products were priced had also changed. “In years past,” he observed, “most mills quoted a price

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building products digest

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The cover of the September 1977 issue of The Merchant Magazine spotlighted Rounds Lumber Co.’s new distribution center in Cloverdale, Ca.—currently the Asti remanufacturing, planing, drying and distribution facility operated

by Redwood Empire.

JACK TWEEDY

less 5% to the wholesaler. And today, with very few exceptions, prices are quoted on a net basis.”

Over the last 20 years, economics also demanded “that the entire product of the log be sold.” He noted, “There’s no longer the waste we used to see, and we no longer see what we used to call ‘cats & dogs’.”

Certain items he considered were “gone forever.”

As for competition, Jack considered them better informed and better salesmen. “I’ve developed a clientele,” Jack said, “and like other independent wholesalers I realize that I cannot sell everyone. The answer to continued success in this business is to give a consistent level of service to both your suppliers and customers.”

Tweedy’s typical week found him spending about 40% of his time talking with mills, and the balance of his time in contact with his customers. While getting out of his office occasionally, most of his conversa-

SEPTEMBER 2022

tions with customers were by phone.

“And the telephone in my automobile,” he added, “is very useful. I use it for outgoing calls only, and it has saved me considerable time in making sales and in buying.”

Four or five times each year, Tweedy visited central California or southern Oregon, the regions supplying the bulk of the lumber he handled principally ponderosa and sugar pines, Douglas fir uppers, and incense cedar. He occasionally called on Utah and Idaho, from where he shipped certain grades of spruce.

Is the independent wholesaler here to stay?

Jack emphasized, “The business is always changing, but the fundamentals are not. It’s a matter of working 10 hours a day, selling what the mill produces, and giving customers dependable service. And that’s true in any business.”

He concluded, “You can eliminate the wholesaler, but you cannot eliminate what he does. Someone has to do it.” building-products.com

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REDWOOD

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