The Merchant October 2019

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THE VOICE OF THE WEST’S LBM SUPPLY CHAIN — SINCE 1922

THE SCIENCE OF LBM SALES RECRUITING • FLEET SAFETY • TRADERS MARKET PREVIEW

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CONTENTS

October 2019 Volume 98 n Number 10

Stay connected between issues with www.building-products.com

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Features

NAWLA TRADERS MARKET PREVIEW

10 MANAGEMENT TIPS

PREMIER EVENT IN THE LUMBER INDUSTRY

3 STEPS TO IMPROVING FLEET SAFETY

12 FEATURE STORY

OCTOBER 2019

Magazine

THE VOICE OF THE WEST’S LBM SUPPLY CHAIN — SINCE 1922

THE SCIENCE OF LBM SALES RECRUITING • FLEET SAFETY • TRADERS MARKET PREVIEW

DEALER DISCOVERS BONANZA IN THE BACK WOODS OF MONTANA TIME TO DITCH PROBATIONARY PERIODS

30 THINKING AHEAD

STEPPING IN AT FAMILY FIRMS

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The Merchant Magazine Digitial Edition at www.building-products.com

44 EVENT RECAP

SIERRA-PACIFIC OPEN HOUSE

The Official Publication of

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20 OLSEN ON SALES 32 MOVERS & SHAKERS

16 COMPETITIVE INTELLIGENCE 24 TRANSFORMING TEAMS

8 ACROSS THE BOARD 22 THE REVENUE GROWTH HABIT

THE SCIENCE OF HIRING FOR LUMBER SALES THE EVOLUTION OF RECRUITMENT

MERCHANT

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Departments

14 INDUSTRY TRENDS The

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Show Guide HEAD TO THE BACK OF THIS ISSUE AND YOU’LL FLIP OVER EVERYTHING AT YOUR FINGERTIPS TO PLAN YOUR TRIP TO THE

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38 NEW PRODUCTS 48 ASSOCIATION UPDATE 48 IN MEMORIAM 48 TALK BACK 49 DATE BOOK 50 FLASHBACK 51 ADVERTISERS INDEX

Proud Supporters of

October 2019

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ACROSS the Board

By Patrick Adams

The more things change... t’s interestinG to me that so many people “fear” change in spite of the fact that we are in a constant state of change. Those who claim to be “stable” are simply discounting how much the world is changing around them in spite of their attempts to hold everything still. Look around.

Whether it is the weather, politics, music or fashion, what “used to be” comes back around again as “new” at some point. As the old saying goes, “The more things change, the more they stay the same.”

You may not have noticed, but The Merchant Magazine and 526 Media Group have gone through a lot of changes over the past five years! Yes, this issue celebrates not just our 97th year of serving this industry, but the fifth year of it being under our ownership. As much of a control freak and planner as I am, six years ago I never would have dreamed on my wildest day of being where we are today!

Five years ago, we set out to take the foundation of these trusted publications to the next level, to better serve the industry, and to equip the organization to thrive for another 100 years. A lot of this has gone on behind the scenes because admittedly, as much as we are experts at marketing for others, we always seem to be last place in line for ourselves. I hope you have noticed the many “small” things we have done in that time to better serve you with the industry’s best content; news, information, trends, products and more to make good business decisions in this ever changing industry.

In coming months, you will begin to see more of what we’ve been working on behind the scenes and what it can do for you and your business. We launched a sister publication, Deck Specialist, three years ago to serve the builder/contractor audience and it is now considered the industry’s leading decking and outdoor living publication.

We launched two new websites serving these audiences— Building-Products.com and Deck-Specialist.com. We launched new digital magazines and new bi-weekly eNewsletters. We also recently completed the acquisition of Bedford Falls Communications, publishers of the leading publication serving the panel market audience of architects, designers and fabricators, Surface & Panel Magazine.

And, that’s just touching the surface, as we have two new publications in development, three more acquisitions in negotiations, and several new audience development tools being tested. All of this has us in the blessed position to be serving the largest, most qualified audience of any media company in the industry with the largest content database assembled in the building materials marketplace!

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While the result is a much larger organization with more talent, more resources, and more great ideas, some things never change. We are here to SERVE. We operate with our values in focus first ahead of any other ambition. We take care of our team, our families, our friends, and each of you.

Core to this is our team—not just our existing team but our new one as well. We employ only people who share our values and place an importance on service because looking back, every employee who didn’t work out on my team wasn’t because they couldn’t do the job, it was a mis-match of values.

So, it does seem that the more things change, the more they stay the same… at least with us. Same team.

Same publications that you can trust. Same service. Just a lot more tools in the bag to serve you with in this ever changing marketplace! With that, I’ll ask for just ONE FAVOR: take five minutes and tell us who else in your organization should receive what we do. Whether it is our print magazine The Merchant or the eWeekly newsletter, make sure your entire team receives the latest and greatest happening in our market!

As always, my team and I are grateful for the opportunity to serve you! Thank you for your support.

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

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MANAGEMENT Tips

By Mike Zdrojewski

On the road again

3 steps to improving fleet safety or lumber and building material wholesalers and retailers, a strong fleet can fuel company growth. Safe drivers and properly maintained vehicles allow for efficient product deliveries and happy customers. Unfortunately, without proper attention to fleet safety, that same fleet can also be responsible for draining company profitability—or even injuring a team member or bystander.

A brief review of the numbers illustrates what a powerful impact commercial auto accidents have on society and the companies that operate these fleets. A 2017 study by Motus found that companies lost approximately $56.7 billion due to motor vehicle crashes, a staggering sum that only begins to tell the story.

Additionally, the U.S. Department of Labor’s Bureau of Labor Statistics found that, in 2017, 2,077 fatal occupational injuries were caused by transportation incidents—the most frequent cause of death in their analysis. Heavy truck and tractor trailer drivers—like those who transport building products—accounted for 840 of those fatal injuries. This is the highest of any occupational group and the highest number of deaths in that group since 2003.

Increasingly, experts are pointing to distraction as a cause of auto accidents. The Federal Motor Carrier Safety Administration reported in a 2009 study that 71% of large truck crashes took place when the driver was doing something in addition to driving the vehicle. Since 2009, smart phones and other forms of handheld technology have become more prevalent, potentially increasing this number even more.

With statistics like these, it becomes clear that lumber and building material wholesalers and retailers need to emphasize fleet safety in daily fleet operations and highlight any safety deficiencies.

In addition to securing adequate commercial auto insurance, these business owners should implement loss

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control strategies and risk mitigation tactics to help their team members avoid accidents. There are a variety of options that businesses can employ to minimize accident risk and maximize safety and efficiency, but these three steps can get your business moving toward a safer fleet.

Step 1: Implement a Comprehensive Fleet Safety Plan The first step that business owners should take to mitigate their risk is to examine their existing fleet safety plans. A comprehensive plan should include: • a vehicle safety policy that states whether employees are allowed to use their own cars or are required to use company vehicles • details regarding the safety responsibilities of both management and drivers • requirements for strict background safety checks on all potential drivers • accident reporting procedures • maintenance and inspection regulations • training procedures in advance of starting work Additionally, the fleet safety plan should outline important issues, such as distracted driving and load securement, to ensure that drivers are warned of these safety risks. Management should ensure that any and all potential liabilities and safety concerns are outlined in this plan, so that company drivers are completely aware of how to safely operate fleet vehicles.

Step 2: Utilize Driver Monitoring Programs Once hired, company drivers should be under regular supervision by their managers. Part of this responsibility involves regular checks on employee drivers’ Motor Vehicle Records (MVRs). However, it’s often difficult to keep track of MVRs across a company, so business owners should examine continuous monitoring programs, which report on Building-Products.com

driver behavior in real time, keeping management abreast of the latest developments.

Programs that offer continuous MVR monitoring allow managers to efficiently identify and address problematic drivers, which, in turn, improves company and community safety.

Step 3: Provide Extensive Training Prior to getting employees on the road, business owners should make sure their employee training programs are comprehensive, up-to-date and carefully administered. Supervisors should review normal driving rules and regulations during these training sessions with trainees and ensure that drivers are aware of all basic safety measures and know of the dangers of distracted driving. If their MVRs prove troublesome, then fleet supervisors should pull drivers out of the rotation for further training. In the worst-case scenario, if driver conduct appears to be threatening both driver safety and public safety, supervisors should strongly consider replacing these drivers entirely.

Finding the right insurance partner can go a long way toward ensuring your business is not only protected should the worst happen, but also in ensuring that it is operating safely and that you are taking smart steps to mitigate risk. Specialty insurers, who know the wood and building products industry, can provide risk management solutions tailored for lumber and building material wholesalers’ or retailers’ unique needs, including specific fleet management safety needs.

In the face of the frightening statistics, fleet safety is a growing area of loss prevention in the workplace—and business owners in the lumber industry should implement risk mitigation tactics to protect their businesses. Supervisors and management need to revise their existing safety programs and update them with the latest safety measures and training regimens so that their drivers—and businesses—are put in the best position to succeed. Following these three basic steps is a good place to start.

– Michael Zdrojewski is a senior loss control representative at Philadelphia, Pa.-based Pennsylvania Lumbermens Mutual Insurance Company, a nationally recognized property and casualty insurance carrier serving the lumber, woodworking and building material industries (www.plmins.com).

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FEATURE Story

By Tom Schoenfelder, Ph.D

Using science in hiring for lumber sales he impact of accelerated change in business is undeniable. This accelerated change impacts just about all industries, functional areas, and job roles; however, it is quite possibly the world of sales in which we find some of the greatest disruption and need for evolution. Research shows that since the turn of the last century, the trend in cost of sales has increased substantially for more than half of the largest companies in the U.S. Previously, scale economies in sales were almost a given, in that most companies were growing revenue at an annual rate that was much higher than the associated sales and marketing expenses.

Clearly, this is no longer the case, and this trend reversal can be attributed, to a large degree, to the new level of complexity facing sales professionals in today’s business environment.

This new level of complexity is fueled by the reality that the buying process has become much more sophisticated and customers have an expectation for value that extends well beyond the features and benefits of any particular product or service.

Long before the buyer is introduced to the sales professional, he/she is likely to be fully aware of the features and benefits of the product/service offering, what competitors offer as alternatives, and reviews from other companies that have previously engaged the vendor/ supplier. Therefore, today’s successful sales professional can no longer expect to show up, fill the room with personality, and win based on a persuasive presentation of features and benefits. To be successful, today’s sales professional must serve as a business consultant and partner and help the company hone its competitive advantage by clearly conveying deep, contextual knowledge of

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the customer organization’s needs, competitor activity, trends in the customer’s customer base, and how the product/service being offered will address strategic issues and provide real ROI. The sales professional today must be willing and able to take on the added burden of helping customers navigate the complexities of their consistently changing realities and business needs.

Caliper’s extensive research in sales performance points to the need to greatly expand the traditional hunter/farmer conception of sales and to consider a wider range of sales-related functions that are more in line with how customers buy in today’s complex environment. This research has involved scores of companies and thousands of incumbent sales professionals across a wide range of industries.

Caliper has studied and helped companies hire successful salespeople for almost 60 years, and within that time, has come up with the following validated job models for sales. What drives sales success is now much more nuanced and reflective of the changes in

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today’s market and sales environment.

Each of the following job models for sales has a specific blend of competencies that have been scientifically linked to sales success: • Sales Hunter • New Business Development • Account Development • Account Service Specialist • Consultative Sales • Technical Sales • Strategic Sales • Sales Management Of these sales job models, Caliper has found that Consultative Sales and Technical Sales have been most closely aligned with success in the wholesale lumber industry.

Consultative Sales

This category of sales professional reflects the more recent trends in the world of sales, where more customers expect to partner collaboratively to develop solutions to pressing business problems.

Top performers typically win business by consulting with customers in Building-Products.com

order to understand their needs and provide solutions that effectively address those needs. They establish and strengthen working relationships based on mutual trust and shared accountability, which allows them to ask probing questions and to systematically uncover root causes of stated issues.

In addition to the typical sales competencies of persuasiveness and resiliency, they exhibit a desire to develop common goals and objectives with the customer. Related to this, they are motivated to provide insight or create tangible value relevant to both the bottom line of the company and the organizational status of primary decision makers. The competencies that support performance in this area include: • Strong interpersonal sensitivity • Active listening • Relationship building In addition, top performers show a strong sense of accountability, whereby they take full ownership of issues, problems, and opportunities in order to generate a sense of shared purpose.

Technical Sales

Professionals who serve in sales roles grouped under the heading of “Technical Sales” generate opportunities by leveraging technical expertise and product- or industryspecific knowledge. An individual in this role may be the primary salesperson in a technical sale or act as a subjectmatter expert working with another sales professional.

Technical Sales professionals leverage their expertise to build credibility and gather important information or specifications, which allows them to propose targeted solutions and ultimately close the sale. These types of professionals often hold the title of sales engineer or product sales representative.

This type of role requires strong performance in some core sales competency areas, such as: • Influence and persuasion • Relationship building • Information seeking • Negotiating However, for this role, greater emphasis should be placed on such competencies as: • Analytical thinking • Business acumen • Learning agility As the world of sales continues to evolve, one thing is becoming quite clear: the boundaries that once dominated thinking in the world of sales roles is no longer a valid approach to understanding sales.

Buyers now have the capacity to conduct research on products/services and the vendor company. They can easily obtain feedback from previous buyers who have engaged the vendor company and the sales professional, as well as the number and quality of competitors. In short, buyers now do the prep work that replaces the features and benefits salesperson. Conversely, the sales professional is now expected to do the homework that was once the purview of the buyer.

Therefore, today’s sales professionals should expect to function as knowledge brokers, bringing insight and wisdom to the customer that differentiate themselves and their companies, not simply as vendors of choice, but as true strategic partners.

Visit us at 2019 Deck Expo, Louisville, KY Booth#939

– Tom Schoenfelder, Ph.D is principal scientist and head of academic research & partnerships at Caliper (www.calipercorp.com).

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INDUSTRY Trends

By Mark Barnard

The evolution of recruitment our workforce is your biggest asset and businesses that aren’t informed of the latest hiring trends risk losing out on top talent to their competitors. As business leaders, it’s important to build your knowledge and stay current of trends affecting our industry, in particularly, recruiting and hiring given that low unemployment and high demand for talent are feeding a recruiting environment where job seekers have higher expectations for their job search.

Fact: Open positions far outweigh the number of available candidates to fill them. Today, it’s a job seeker’s market and they know it. In the current job market, the employer no longer holds the cards. But there are things you can do to improve your close rate on hires and increase your chances of hiring top talent. Companies may need to revamp their recruitment and onboarding processes.

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Make it a breeze to apply: It’s a fact that the top two frustrations of job seekers are related to the application process. As a hiring manager, have you ever taken the time to apply to one of your positions yourself to understand what your future employees experience? Is it a good experience or a frustrating one? Ease and quickness of the application process will produce more qualified passive candidates who are busier doing their jobs than looking for one.

• Is your site mobile device friendly? With today’s technology, candidates are searching for jobs on their mobile devices more than ever.

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• How long is your online application? Ease and quickness of the application is paramount to your business.

• Does the candidate need to enter endless information in the application after first uploading a resume? This can be the most frustrating part of applying online—many sites don’t allow candidates to move on from the “previous employer” field even if they already uploaded a resume.

Make it a conversation: Once a candidate has applied to your company, the communication has begun—or has it?

Over 75% of candidates claim the typical online application process is much like falling into a black hole. They wonder if anyone really sees their application.

This is the experience many of your candidates encounter daily and they are frustrated. Nearly seven out of 10 candidates cite a lack of acknowledgement once their application has been completed. We speak with several candidates throughout the day, many of whom are shocked that a recruiter is calling them back to acknowledge receipt of their resume. In a market where companies are struggling to find talent it is imperative to keep candidates engaged.

They need to know their time is valuable and their job search is just as important to you as it is to them.

In this competitive market, candidates feel the need to remain competitive. In fact, over 50% of candidates who have accepted a job offer continue their search while they Building-Products.com

await the perspective employer’s pre-employment screening results. The length of time it takes the employer to perform a background check can be a huge turn-off for candidates. Over 40% of candidates who have accepted a new position wait less than 10 days to be updated on results of the pre-employment screening process before moving on.

Make it easy: A career change is life-altering for most candidates—they have to provide notice to a current employer where they have been for years, they may be relocating, or be concerned they don’t know where their next paycheck will come from. Timeliness is key— you must be sure that candidates feel at ease throughout the entire process. Ask yourself, how does your company engage with a new hire throughout the process?

Additionally, don’t leave a candidate alone with an offer.

Schedule a follow-up call to “review the offer” where you will most likely find questions about the offer and some trepidation issues that you can alleviate with a quick chat.

Make it a great onboarding experience: Congratulations, you can finally breathe a sigh of relief because you found the right person for the job. BUT, be cautious! If your onboarding program is simply the traditional one-day orientation process of reviewing benefit options, completing paperwork, and going over policies, procedures and compliance documents, it’s time for you to reassess its value. The days of a quick tour, introduction to the staff, and where the coffee pot and bathrooms are located are gone; put some effort into welcoming your new hire.

Orientation programs have evolved as recruiting has.

Onboarding goes beyond traditional orientations. If your company does not already have a successful onboarding

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program that encompasses not only engaging with HR, but also with hiring managers and their new team, it is time to reassess. If you feel you are losing the people you hire due to a lack of communication or a poor onboarding experience, consider: • Starting at the interview phase, involve more team members in the interview process.

• Offer a “test day” where the potential new hire can understand how your business operates first hand, leaving them prepared for day one.

• Have a small get-together welcoming the new hire.

• Be sure they are clear on the mission, values and outcomes of their position.

• Make certain everything is fully set up for the new hire before they arrive on day one.

• Share a story, maybe about your first day on the job.

• Host a team lunch, one where you can introduce each member of the team.

Onboarding new hires isn’t difficult—what most companies forget is that the process begins when candidates accept the offer. Your process determines how successful they will be, and how long they will stay at your company. A better experience is the best way to solidify these variables.

– Mark Barnard is president and CEO of industry recruiting firm SnapDragon Associates, Bedford, N.H. Reach him at (603) 323-0940 or mark@snapdragonassociates.com.

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COMPETITIVE Intelligence

By Carla Waldemar

Getting smart at Westmart

NEW RENTAL Center is a point of pride for Montana LBM dealer Westmart.

his is not a how-to story. It works better as a cautionary tale: one of those “What was he thinking?” accounts that warns of a deep financial failure when a newbie, with more confidence than smarts or experience, takes over an unfamiliar business and runs it into the ground.

That’s what should have happened when Greg Forsythe became the new owner of Westmart, located— landlocked, actually—in Yellowstone National Park, in West Yellowstone, Mt.— a town of, oh, a thousand or so.

“I had no experience at all,” he’s completely honest. “I grew up in Colorado, and raced snowmobiles professionally,” along with day jobs in business and finance. But Greg wanted out of the rat race. “I called a

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friend in Wyoming one day, asking, ‘Know of any business you think I could handle?’”

The reply came in the form of a sleepy Montana yard on the market in a burg with no paved streets, no city water—“kind of back woods,” Greg allows. “But they said the fishing’s good and snowmobiling’s great.”

First hard lesson: There’d be no time for either.

Second wake-up call: Banks were not eager to bet on a fellow with no money to put down. (This is back, he says, in the Jimmy Carter era in 1980, when interest rates were sky-high.)

“I walked into the one bank in town and the officer started laughing. That’s when I knew I was in trouble. But a banker I had worked with in Colorado

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helped out. Yet here I was—January 26, 1980—60 degrees below zero, with no trucks, no forklift, and all the lumber lying around outside.

“The first day, I sold one gallon of paint—but the customer had to tell me how to mix it. But,” he pauses to mention his self-made miracle, “I doubled business within the first three years.”

Not bad for a beginner. Credit part of that success to optimizing on Westmart’s ideal location. Landlocked in the national park, the town of 1,000 residents it anchors (“five blocks wide and one mile square”) boasts 64 motels and 30 restaurants, all relying on Westmart for their needs.

The yard sits at the closest entry to the park—“closest to Old Faithful, too, so lots of people coming through.

When I first got here, there were 400, 500 or so people heading into the park a year; now, it’s 2.5 million. We rely on summer residents, plus the local trade. There’s still building going on: motels, time-shares, docks and decks.

Many new homes and cabins, plus lots of renovations. We also serve the national government, for park maintenance. And we tell these folks, ‘We offer rive times better service than any national outfit.’ Plus,” Greg adds, “We’re the only home center within 80 miles. The locals know that if we left, that would be a real problem.

“I won’t brag,” he continues, “but when we built this new building 16 years ago, we built it big”—think 12,000 sq. ft. of retail plus 29,000 sq. ft. of covered storage—“so no competition would be tempted to come in. Sixty-five percent of our inventory (Continued on page 19) Building-Products.com

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ALTHOUGH lumber & building materials represent 60% of Westmart’s inventory, a spiffy paint center and special order area are helping boost DIY sales.

(Continued from page 16)

is in lumber and building materials, but we also carry everything from carpeting and home décor to appliances. I tell folks that I own a small Home Depot,” he chuckles.

He’s proud of his new garden department and rental service, but earns most bragging rights for his success with special orders: metal roofing, special vacuums, you name it—which represent 25% of Westmart’s revenue.

Sound good? Absolutely, all summer long. “In summer, our inventory is way up; we turn it eight, nine times. We’re open seven days a week, so no golf, no sleep for us. The sidewalks in town are five, six deep with people. We do 80% of our business in six months.”

But winter is another story. Greg’s full-time staff numbers 14, and he keeps them on year-round. “From November to May, there’s little retail; we rely on our contractor customers. (We also do snow removal to survive.) The workforce here in town is a very limited pool, so to retain our people, we offer very good wages, health insurance, and—this sounds crazy—we let them take days off anytime they want to, no limit.”

Contractors remain loyal because, says Greg, “our staff is able to take care of them—knowledgeable about everything from trusses to building code. Plus, we usually do same-day delivery, with our fleet of trucks and forklifts.

We’re very service-oriented, rather than promote by price.”

And speaking of promotions, Greg brings up, “There’s no local newspaper here, only radio. We rely on our website and Facebook, but the best tool is simply word of mouth. We have been in business a long time, but gosh!

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The place looks brand new!”

Another loyalty lure is that Westmart’s staff lives right here in town—and that Greg, himself, is dedicated to its welfare. He’s served on its city council, school board, Chamber of Commerce, and the list goes on. He coaches school teams. And more: “We built a Child Learning Center for the town two years ago,” he humbly notes.

Loves his job? Oh, yeah. “It’s the only one I’ve had for 40 years,” allows the guy who knew zip about the industry that many years ago. That changed fast, and continues to fuel Greg’s satisfaction. “I’m service-oriented. I like helping people, answering questions, giving them ideas.

The town is loyal. And there’s always something new coming along.”

Like, future owners? (He’s reached 60.) His kids— one, a school teacher, the other a nurse—have chosen other careers. Nonetheless, there’s a succession plan in place. “I’ve got a person here, training to take over,” Greg divulges.

As this writer tries to sum up Westmart’s success, she asks: “Location, location, location?”

Nope, Greg begs to differ: “Lucky, lucky, lucky.”

Carla Waldemar cwaldemar@comcast.net October 2019

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OLSEN on Sales

By James Olsen

The wrong way works sold lumber the wrong way for seven years. I was a stubborn know-it-all. My redeeming grace was that I worked hard. I was raised to think that hard work conquers all. Hard work will win us many battles and will keep us out of the poorhouse, but hard work alone will not take us to the top of the sales world. Doing sales, the right way is still a challenge, but we make four times as much money and often more doing sales the right way. Below are common sales mistakes and their better way counterpart.

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The Greeting

Most sellers are either cold, nervous or at best professionally polite in their greeting. What works better is a warm, open greeting with everyone we meet. Rapport is built in the first 14 seconds. We don’t get to decide where to place those 14 seconds, it’s the first 14. A lot of us would like to “warm up a bit” before we start being warm and charming. This is natural, but sales doesn’t care. If we are warm, open, and charming in the first 14 seconds, more of our calls will go the way we want them to.

Discovery: The Prospect Call

Our first call has more to do with how successful we will be than any other call. Master Sellers plan and control their prospect calls. Most sellers don’t prospect enough and when they do their calls are unfocused and controlled by the customer. Since the potential customers control the calls, they are all different and unpredictable, which is frustrating for both the seller and the buyer. Most sellers get vague information on the prospect call, which causes the second call to be sub-par also. This sends the message that the seller is a bad listener and doesn’t care. Digging out of the “Two Bad Calls in a Row” hole slows the growth process. No wonder most sellers don’t like to prospect!

The Master Seller controls their prospect calls. They know exactly which questions they are going to ask and in which order. The prospective customer feels this and is much more amenable. Humans want to be led and Master Sellers lead. They get all the necessary information so on the second call they offer the customer something they use, not something “kinda close.” This starts all their relationships on a much more positive note and leads to doing business and doing it faster.

Inquiry/RFQ

The paradigm in sales is “Thanks for the number/proposal, I’ll let you know.” Most sellers fall victim to this approach, while Master Sellers fight it.

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Inquiry – The Wrong Way Customer: “Okay, Pete, thanks for all this work. I really appreciate it. I’ll look this over and get back to you” Pete: “Great, we’ll talk soon.”

Inquiry – The Right Way Customer: “Okay, Susan, thanks for all this work. I really appreciate it. I’ll look this over and get back to you.”

Susan: “Great, let’s go ahead and put these together. Do you want to stick with three or should we put five on total for extra insurance?”

Customer: “Well, Susan, I’ve got to shop this a little more, but I’ll get back to you.”

Susan: “Bob, this really is a great deal. We both know it.

You could shop it and maybe save a couple bucks, probably not, but we could also lose the coverage and that will cost more than any possible gain, so why don’t we just put them on now? What are your order numbers?”

Closing

Most sellers present product and wait for the customer to buy. For example: Quotron: “Good morning, John. I’ve got an ABC stud I can get into you for #350/MBF.” Master Seller: “Good morning, John, I’ve got a great deal for you on some studs. We picked up a block out of ABC and we’ve already sold a couple. How many can you use?”

Customer: “What’s the price?” (Now the customer is engaged.)

Master Seller: “That’s the best part John. We can get these into you at $350/MBF, which is a below-market price for that stud.

Why don’t we put on three?”

Customer: “I don’t need three, but I’ll pick up two. Here are my order numbers.”

Sales done correctly does not guarantee success every time. It does guarantee success much more often.

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

THE REVENUE Growth Habit

By Alex Goldfayn

The fear of appearing needy

was in Beverly Hills last week keynoting two events in the financial industry. At both sessions, the audiences were financial advisors who sold insurance products.

Feedback was extremely positive, as it tends to be for my live work, but one person’s comments stood out.

After my session, he came to me and spoke at length about how I should have addressed his “fear of looking needy.” I spent more than 30 minutes addressing fear in sales, and fear of rejection, but since I do not possess psychic powers, I replied to him that I wished he would have spoken up during the talk so I could have dealt with it in real time for everybody’s benefit. “I thought about doing that,” he said. (More on this below.)

Later, I found that his feedback form had a half-page of written commentary on the matter: “It was nice to hear your perspective, not knowing a lot about our industry,” he began. (I’ve worked within his industry a half dozen times in the last year.) He continued, “Here is some useful info: You should have discussed the fear of looking needy. In our business, we have to be discreet to not look needy—after all we should be in good shape financially and looking needy has a larger negative impact in our business than plumbing/lumber/industrial sales.” He cited those other industries because I used some examples about my work within them.

For everyone’s benefit, I shall address his concerns.

First, he is self-aware. He knows what’s keeping him from picking up the phone and doing the uncomfortable (but simple) work of growing sales.

He is also accurate and correct. I believe completely that he has a tremendous fear of looking needy. It’s why he didn’t raise his hand in real time and ask his question. He didn’t want to look needy. I also believe others in the room shared the same fear to varying degrees. He was not alone.

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If he made this comment during my session, here is the constructive feedback I would have given: This fear of being needy is his discomfort, not his client’s.

He says in their business, they need to present themselves as financially successful. What, you can’t ask for a referral if you are financially successful? I run a $3M solo consulting practice and ask for referrals regularly. (Because why wouldn’t my happy clients want to connect with their friends, suppliers and customers with me? Of course they do! See the difference between my mindset and his?)

If he comes to question confidently and optimistically, nobody will think he is needy. If he calls a client proactively and says, “Tom, it’s Ed (not his real name of course), I was just thinking about you. How’s your family? What are you thinking about these days with your investments that I can help you with? I’d like to help you more…” absolutely nobody would think he is being needy.

If he asks for a referral by saying, “Tom, who do you know like yourself who I can help like I help you?…” absolutely nobody would think he is being needy.

Conversely, if he comes at it uncomfortably and meekly (which fear makes us do), his clients will feel his discomfort: “Hey, Tom, I hate to bother you, but do you maybe have a referral for me?”

You can feel that difference, right? Where he was incorrect was that the fear of appearing needy and annoying to the customer is unique to his business. It’s a universal sales discomfort. All salespeople deal with fear. Including me, even though I teach this stuff and write books about it.

You know who else feels lots of fear? Customers! Their fears are just as intense as ours on the sales side, but their fear is about different things. Mostly, it’s about not getting screwed up by their suppliers. Which is why customers are not thinking about your issues. They’re thinking about their own fears and issues.

This is his own discomfort, in his mind (but not in his customers’ minds), and it’s intense. It gets in the way of how he helps his customers. And it absolutely gets in the way of how much money he brings home. It even gets in the way of how he experiences speeches.

Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com

TRANSFORMING Teams

By Claudia St. John

Time to ditch the probationary period recently received a call from a client asking what his rights were to fire an employee who was still in her probationary period. It was a good question which I answered with my own question: Why do you have a probationary period in the first place?

Typically, a probationary period is a period of time after hiring an employee—usually between 30 and 90 days—when an employee is assessed to determine whether s/he is able to satisfy the requirements of the job. It can also be used to define a period of time when the employee is not eligible for certain benefits and/ or be set on the state’s unemployment base period, neither of which need a defined “probationary period” to be valid.

They are also often used as part of a performance improvement plan for poor-performing employees.

The assumption is that, during the probationary period, the employee could be fired if s/he is found to be underperforming or otherwise not a good fit for the company. While probationary periods are a very strong tool in a progressive discipline program, they actually serve little purpose for a new hire and, more concerning, can actually put an employer in a legal bind.

Here’s why. In the U.S., there is already a common law legal precedent called “Employment at Will,” which establishes that an employer (or the employee) can terminate the employment relationship at any time with or

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without a valid reason provided the reason for the termination is not illegal (i.e., because of the employee’s race, religion, sex, age, disability, etc.). Unless there is a contract or collective bargaining agreement or other legal agreement in place, employers always have the right to fire at will no matter how long the employee has been on the job.

And that’s the catch. If the suggestion is that the employee could be fired for any reason during the probationary period, what does that mean once the probationary period has expired? That the employer no longer has that legal right? And what

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does that suggest to the employee?

That once they get through the trial period, they don’t have to worry about being fired for any reason or no reason at all?

For these reasons, having a probationary period can create the impression that the employment relationship is somehow different or special during the trial period.

Worse yet, if they are not crafted correctly, they can actually imply that, outside of the trial period, an employer is restricted in why and when a termination can occur thereby jeopardizing the employer’s right to employment at will.

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Q. We have always verified a candidate’s previous sal-

ary history early on in the hiring process. Usually we ask for a copy of a pay stub or a copy of the candidate’s previous year’s tax filing. Is there any problem with that practice?

A.

Statistics suggest up to 22% of turnover happens within the first 45 days. A New Hire Development Plan can go a long way toward reducing this turnover.

Still not convinced? Want to keep your probationary period? Okay, then here’s what you need to do.

We don’t recommend this practice. First, a pay stub and/or tax return contains revealing information that an employer shouldn’t have pre-hire, such as date of birth, number of dependents, marital status, Social Security number, garnishments, miscellaneous deductions on pay stubs, and other deductions (think medical costs, child care, etc.).

Obtaining this information post-hire is acceptable but prehire it is not.

In addition, employers should be aware of so-called Pay Equity laws that are sweeping cities and states across the country. Pay Equity laws generally prohibit employers from asking for previous salary information or from basing a new employee’s salary according to what s/he was paid in the past. Many of these laws also specifically prohibit asking for W-2s & tax returns pre-hire. The main purpose of these laws is to try to eliminate pay gaps between men and women and minorities. Historically, women and minorities who have been underpaid in prior positions are unable to close the pay gap if future employers know what they made previously and base their compensation offer on that information.

Asking for salary history perpetuates inequitable pay.

Instead, we recommend companies pay what the position is worth in the marketplace and not on what the candidate’s previous compensation level was.

(1) Employment At Will Language – Ensure all of your documents, including your application, offer letter, employee handbook and any documentation relating to the probationary period include employment at will language stating that the employer may terminate its employees at will, for any or no reason, that the employer may act peremptorily, arbitrarily or inconsistently, without providing specific protections such as prior warning, fair procedures, objective evaluation, or preferential reassignment, and that nothing within the documentation is intended to establish an employment contract. Also clearly state employment is at-will during and after the probationary period.

This is why I’m not a fan of probationary periods. In fact, I think they should be ditched altogether. Instead, how about establishing a New Hire Development Plan in its place?

A New Hire Development Plan is essentially a formal training and evaluation plan for the employee’s first few weeks. During this time, you can closely monitor and interact with the employee to ensure s/he has the right talent and fit for the company. A solid plan ensures that you:

(4) Support – Provide the resources and support necessary to help the employee perform, perhaps with a mentor, technology, or training.

• Set clear and well-documented expectations for performance • Establish a plan for who will conduct the training and education necessary for the employee to satisfy those expectations • Monitor the employee’s performance and progress, and • Provide feedback daily and weekly so the employee can adjust his/her performance and you can adjust your training and expectations accordingly.

Swapping a probationary period for a development plan has the added advantage of ensuring that the employee will be on-boarded into your company, thereby improving the chances that they will end up being a productive, engaged employee. And it may also help you to reduce turnover.

(2) Probationary Period Terms – Clearly define the terms of the probationary period, such as how long it lasts, what expectations you have for the employee, how often the employee will meet with his/her supervisor, and any effect on benefits or other workplace policies and programs that are impacted by the trial period.

(3) Feedback – Provide regular and ongoing feedback to the employee during the period so that s/he can adjust and develop and grow according to your expectations.

And if the employee is not developing sufficiently, let the employee know what s/he can do to improve.

(5) Documentation – Document all of the training, development, and performance feedback provided during the probationary period so that, if you need to terminate the employee, there will be no question either in the employee’s mind or in a court of law that the termination was for legal, non-discriminatory reasons.

As you can see, many of the elements recommended for a sound and effective probationary period mirror those of a well-structured New Hire Development Plan. The added advantage of the development plan is that it avoids the risk of creating an unintentional legal obligation for the employer.

If you are considering ditching your probationary program, feel free to call us at (877) 660-6400 to talk about a New Hire Development Plan.

Claudia St. John, SPHR, SHRM-SCP President Affinity HR Group contact@affinityhrgroup.com

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Contact info@526mediagroup.com to reserve your ad in one of our most talked-about issues of the year Building-Products.com

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Hawaii Ace Nears Completion

This month, HouseMart will open a new Ace Hardware Hawaii location in Hilo, Hi., six months after a sagging roof beam forced the previous store to be closed.

The structural problems forced the storeowner to operate out of half of the old building for nearly a year, before permanently shutting down the entire buiding in April. HouseMart quickly found a replacement facility about a block away, but has been renovating it ever since.

The original store’s 16 employees were offered jobs at other HouseMartowned locations, and can return to the Hilo Ace when the new site opens.

Columbia Closing Oregon Cabinetry Component Plant

Columbia Forest Products will discontinue production of cabinetry components at its two-year-old facility in Salem, Or. Component orders will be shifted to Columbia’s original production center in Kentucky.

President and CEO Greg Pray said that, despite aggressive sales efforts and excellent product and customer service quality, the plant returned

insufficient profits and long-term prospects looked dim.

“This is another case of an otherwise healthy American business having to close down due to the continued proliferation of subsidized Chinese cabinets,” Pray said. “They have systematically attacked the pricing structure of the American cabinetry market by dumping lookalikes at less than the cost of production. These Chinese cabinet plants are targeting the 250,000 American cabinet making jobs through improper trade practices.”

Utah Ace Adds Sister Store

Gordon’s Ace Hardware, Payson, Ut., has opened a second location, in Provo, Ut. The new 9,400-sq. ft. branch, also owned and operated by Jaret and Lindy Gordon, and Jason and Kim Gordon, will hold a grand opening Oct. 10-12.

“Our mission is to provide customers with the neighborly advice and assistance they have come to expect from Ace,” Jaret said. “We look forward to becoming a helpful and valuable neighbor to the community, both inside and outside the walls of our store.”

Ganahl Closer to Purchase

Ganahl Lumber Co. hopes to break ground next year on a new yard on 15 acres in San Juan Capistrano, Ca. The company would relocate its Dana Point, Ca., operation to the new site, if its plan to purchase the site from the city is approved. Ganahl and the city have spent two years negotiating a deal; a Purchase & Sale Agreement reportedly is close to going up for a vote by the city council.

DEALER Briefs Westlake Ace Hardware

opened its seventh store in California Sept. 18 in Chico (Rich Coombs, mgr.) and #8 Sept. 25 in Mountain View.

All are former Orchard Supply Hardware locations.

Foster Lumber Yard, Vallejo, Ca., suffered “exterior damage” from a Sept. 2 fire.

Firefighters said they contained the blaze to about a quarter of the yard.

The cause is under investigation.

SRS Distribution has acquired Austin, Tx.-based Travis Roofing Supply, which operates 21 branches from Idaho to Florida.

SRS also added a new greenfield location in Sun Valley, Ca. Capital Lumber, Phoenix, Az., has expanded its distribution of Trex decking and railing into Colorado.

Capital has partnered with Trex since 1993, and also distributes its products in Arizona, California, Nevada and Utah.

Weyerhaeuser Distribution

is now carrying AZEK Building Products’ full lines of TimberTech Outdoor Living and AZEK Exteriors products at 11 of its distribution centers in the West.

Katerra is starting up its new CLT manufacturing complex in Spokane Valley, Wa., this spring.

Weyerhaeuser Co. , Seattle, Wa., agreed to sell its 555,000 acres of Michigan timberlands to Lyme Timber Co. LP for $300 million.

Atlantis Rail , Plymouth, Ma., has redesigned and enhanced its website at www.atlantisrail.com.

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overseen

by Sandy, who also Join takes her turn at the cash Eco Chemical, U-C Forces

register.

As does each of Buffalo, the outfit’s six employees (seven, U-C Coatings, LLC, N.Y., has acquired Eco counting Luke’s father, who owns the operation).

CrossChemical, Inc., Seattle, Wa., bringing even more solutions training is the namebeautification of the game here. (“If someone hasn’t in wood protection, and preservation. mixed before, ‘Can I watch you?’”)

And, U-Cpaint Coatings is athey’ll leaderask, in the manufacture of specialty thanks to a complete of control the store in 2000,for it end coatings, sealants,remodeling and sapstain chemicals now boasts widened and reconfigured aisles, enhanced lumber, logs, and wood building materials. Eco Chemical lighting, and aleader new island dedicated to check-out. is the market for stains for pressure treated “Now wood the flow through the store is much better,” explains Luke. products.

Ladies it better, will too, he adds,U-C noting last week’s open “Ecolike Chemical allow Coatings to serve house attendance. customers as a complete provider of wood stains and With ainsmall community, no softwood dedicatedmarkets. outside coatings both the hardwoodthere’s and the salesperson—“a little bolsters more difficult for us,”onsays The acquisition also our presence the Luke, West “but thesaid Internet helps with CEO, marketing.” (“I’m not into Coast,” Eric Degenfelder, U-C Coatings. theMark Internet,” his dad interjects, justChemical, like his generation is Cheirrett, president of Eco added, “The geared to do.) team is excited to merge with U-C Coatings.

Eco Chemical a robustour Facebook and as uti-a WeLuke see amaintains great fit between product presence lines as well lizes Instagram for sales pricing, and other common goal of providing customersgive-aways, with the best possible attention-grabbers “to keep people watching us—both the service.” contractors and thecompany do-it-yourselfers,” both of which rely The combined will continue operations in heavily onPortland Arnold’s and longtime employees for advice andU-C the Buffalo, Seattle.

Personnel at both extra-mileand kindEco of service thatwill helpscontinue the operation stand out Coatings Chemical the mission of from the competition.

In return, the staffers can count and on providing the industry with the best possible products perks like a festive Christmas party and summer barbecues. services.

Competition? Yes, it’s strong: three in the cement line and five other indie Producers lumber dealers close by. That’s why US Plywood Claim service is vital. “We take care of our customers. We’ll run Certifiers Giving Pass out just a couple of boardsImports if someoneaneeds them in a Ten domestic plywood producers have banded together hurry,” Luke notes. “They appreciate that our family’s been as thein “U.S. Integrity Coalition” to here town aStructural long time.Plywood Their word-of-mouth is our best file a Lanham Act claim of false labeling against three advertising,” he maintains.

U.S. agencies: Timber Products Incertification 2001 brothers Dan PFS and TECO, Tom bought Upstate Inspection, and International Accreditation Service.

Memorials, but that niche failed to turn much of a profit,

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2019 October 2018

The group claims that structural plywood panels produced in South America are being fraudulently certified and stamped as compliant with U.S. Product Standard PS109 for Structural Plywood, when the panels allegedly do not meet the country’s minimum structural requirements for stiffness and deflection.

The testing agencies are standing by their certifications of the products.

Contending otherwise are Coastal Plywood Co., Freres Lumber, Hardel Mutual Plywood Corp., Hunt Forest Products, Murphy Co., Scotch Plywood Co., SDS Lumber, Southern Veneer Products, Southern Veneer Specialty Products, and Swanson Group.

They say Brazilian structural plywood panels have flooded America’s domestic market over the last few years due to the strong U.S. dollar, lax environmental standards in the countries of origination, and a concerted effort by the Brazilian government to encourage wanton harvest. In the last two years, the imports allegedly have taken over about 25% of the U.S. market.

The U.S. producers charge that “a large portion of the volume of panels are manufactured using wood species harvested from large-scale plantations that were once rainforests. These plantations were planted in loblolly pine, slash pine, and other North American species that are used in manufacturing across the Southern U.S. However, when these species are planted in regions they have never naturally grown, the tree’s fiber no longer behaves like those grown in their natural regions. The temperate climate and full-year growing season in Brazil lead togrowth, fiber from that lumhas DIVERSIFICATION has been the other key to Arnold’s ber to little concrete, fuel andornow rentals.when used in plywood.” very stiffness strength Last year, U.S. wood products distributors were notified by APA Product Advisory divested SP-1185,it.which showed that so—quick to learn—they’ve In 2009, the brothimported panels from seven Brazilian panel manufacturers ers established Arnold Pre-Cast Inc., taking the concrete failed in one panel bending stiffness a margin of 23% to business more step. Then, justby recently, a rental niche 55%.

Recent testing reportedly the was launched.

“We just got into showed it; we’relittle still change feeling itinout. panels’ Decent performance. margins,” Luke adds.

“The product standards for American plywood have Add up all these enterprises and the sum is: one-stop serious real-world implications for all homes constructed shopping. “Contractors come in with blueprints and we’ll using products,” Tyler roofing….

Freres, VPWe of take itwood from panel there—septic tank,said framing, sales for Freres Lumber, Lyons, Or. “Inferior products can stay pretty busy.” And that kind of enterprise doesn’t go endanger healththeand safety was of everyone who depends unnoticed.the In 2017 company voted Best of the Year upon their homes to provide shelter and security for their by the Malone Chamber of Commerce. families andit’s loved ones. blood.

It is incumbent By now in Luke’s “It’s prettyupon muchengineered all I ever wood ensure busy that buying we meetlittle all knew. products I grew upmanufacturers with my fathertokeeping codes and that U.S. certification agencies have consumers’ pieces [of businesses]. He had to work his way up from the health and safety labor; as theirpouring primaryconcrete. concern And whenthat’s providing bottom—manual how their I wascertifications.” raised. It’ll all be helpful, come the day I take over.

My brother’s in the Army now, but he plans to come back Do Best Streamlines Website to us,it too.

Sure, it’s stressful sometimes, but we stick it out.

Do it Best has launched a new company It’s a good feeling to know you’ve got website, offering an engaging, informative andget user-friendly experience to a everything done you had to done broad range of audiences. in a day.”

The serves as an informational But new then,doitbestonline.com if Luke’s like the hub and key gateway for current and prospective members, rest of his clan—and he seems prospective employees, to be—you keep lookingvendors ahead. and the public with a clean, design and concise content making it easy “Couldintuitive we keep on expanding?” to navigate. It brings together the best of the he access repeatsand a reporter’s query. former doitbestcorp.com and “We’re always looking forindependentsdoitbest.com and integrates doitbestcareers.com. more opportunities, seeing “For members and employees in particular, what elseprospective is out there….” we Keep knowtuned. their first impression of Do it Best can often be shaped by the experiences they have with our digital presence, which a big part of why we’re so thrilled to CarlaisWaldemar unveilcwaldemar@comcast.net this new site,” said Rich Lynch, VP of marketing.

Building-Products.com

THINKING Ahead

By Steve Killgore

It’s all relative

Stepping in at family firms

he circumstances that lead people to the wood products profession range from the ironic to the serendipitous but, in my case, I like to say the industry ganged up on me! My father worked in plywood operations for his whole career, my grandfather’s forté was logging and sawmilling, and my greatgrandfather was a logger as well. I even married into a family of “wood people.” Thoughts of becoming a teacher and football coach faded in the shadow of an industry that had always been part of my life and seemed destined to shape my future.

Over the course of 43 years, my path took me from production work in the mill to the business side of operations and, ultimately, to senior leadership roles. In addition to

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starting and running some companies of my own for about 10 of those years, my experience has included coming into a family-owned firm from the outside—including at Timber Products Co., where I currently serve as CEO. Although taking over the helm of a family business can be daunting, it actually represents a rich opportunity for “change agents” who are excited about spearheading an operation’s rise to the next level.

On the Outside Looking In

Being recruited externally for a top job at a family-run outfit offers the chance to bring fresh perspective to a business that wants to move in a new direction or equip itself with

October 2019

skill sets it lacks at a given moment.

That desire to build and grow into a better company is what attracted me to Timber Products, a 100-yearold company with a fifth-generation family member working in the business.

The call for new leadership came at a time when I was considering retirement, but the pull to help set a new platform for the future at this firm was too strong to resist.

The Gonyea family’s commitment to supporting an outside team was critical to my decision to consider the opportunity, and that—along with a few other key considerations—is something that anyone in a similar situation should take time to scrutinize.

Due Diligence of the Company

1. Support: Having 100% backing from the family is crucial if you want to come in and successfully navigate their company to a better place. That support isn’t limited to just the relatives who are active in the business on a day-to-day basis, however. It also extends to family members who hold ownership in the company but are not responsible for day-to-day operation of the business.

The Gonyea family, with whom I had interacted professionally and personally for decades, gave me complete assurance that they were both ready to do things differently and prepared to cede control of that Building-Products.com

A Special Series from North American Wholesale Lumber Association mission to an outsider who has the pertinent expertise and who also is the right fit for them.

2. Values: You will also want to take a hard look at the corporate culture beyond the ownership level. Is the staff one that clings to the past and is resistant to change?

Everybody needs to commit to a direction if you’re going to go down a new road together.

3. Expectations: Part of the process includes getting a crystal-clear picture of the company’s goals and expectations for itself. Again, alignment is key—is everyone on the same page?

4. Authority: Another major question mark is the real authority parameters associated with the new role.

The title of CEO will mean little if you’re unable to act without getting approval from the family for every single move you make. Timber Products made it clear that while the board of advisors and ownership board wanted to be kept informed of all strategic decisions and to have the leg room to make recommendations and otherwise be involved, the company would be mine to lead and operate. Obviously, as with any business, no one has carte blanche to just do whatever they want; but knowing, or laying, the ground rules is essential.

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

Learn more about how NAWLA can help your business at www.nawla.org.

Winning Over the Workers

After accepting a leadership position at a business that has been family owned and operated, probably the best advice anyone could give is to get out in front of the change that is coming. That means providing communication and clarity surrounding where the company is trying to go, how initiatives are going to roll out, who reports to whom, who has authority, and all the other aspects that will concern the existing team.

It also means explaining not just what’s going to change but why and also how that change will affect each of them as individual contributors to the company.

It’s imperative to reach out to as many people in the organization as soon as possible and in a variety of ways so that you can to let them know who you are,

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why you’re there, and what you think. In turn, you can make a connection with the personnel and start working immediately on the concerns of those who may not be convinced about the new journey the company and its employees are about to take.

How you deliver those communications matters, too.

Assuming an executive role at a family-owned business where you are not a relative really isn’t much different from doing the same at a public company. Whether there are five partners who are family members or 5,000 individuals who are shareholders, the job of managing the firm and providing leadership is essentially the same. It’s just that the dynamics are different because it’s a much smaller group.

In light of that, you have to have the temperament to understand and deal with the reality that it is a family and that they’ve got their circles of connection to the company—inside and out—and be respectful of that. It takes a different type of communication style to work with a family business. It’s not unusual for employees to form a deep attachment to the owners and to look at the company as a “family.” In fact, the company is a team, and that distinction is critical in making changes. External executives often introduce a more corporate perspective, and that can cause heartburn for longtime staff who are accustomed to doing things a certain way. Instead of taking the resistance personally or getting frustrated, scenarios like this can turn into good communication opportunities.

Leaving Your Imprint

It’s also important to be both mindful and respectful of the fact that as a new, non-related leader, you often are replacing a family icon. Suppliers and customers—any of the people you do business with—know that individual personally and had a relationship with him or her that is now on the brink of change. You must be careful, then, to ensure that what you become is truly a complement to what was done historically, even as you bring your own experiences, knowledge and vision to the table.

That being said, you still have to BE YOURSELF. There’s a balancing act that must be achieved as part of this process. On one side, you have to remain humble in light of the past leadership and operational style. On the other, you must possess the confidence in knowing what needs to be done for improvement and communicating that effectively to personnel so that they can get behind you and your plan.

– This article was told to NAWLA Staff by Steve Killgore, CEO at Timber Products Co., Springfield, Or. (www.timberproducts.com).

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MOVERS & Shakers Randy Holmes, ex-Pacific Coast Supply, has been named general mgr. of OrePac Building Products, Sacramento, Ca. Wes Piatt, ex-Wheeler Lumber, has joined Eagle Forest Products, Eagle, Id., to head up an Industrial Timber Trading Group.

Jim Ehlers, ex-Cascade Windows, has moved to Parr Lumber, Hillsboro, Or., as regional sales mgr. for the Puget Sound area. Brent Pound has been promoted to mgr. of Parr’s Raleigh Hills location in Portland, Or. Marjean Tomer has rejoined Dunn Lumber, Greenlake/ Seattle, Wa., as sales team lead.

John Jurcak has exited Woodgrain Millwork to become VP and millwork division general mgr. for Building Material Distributors, Inc. (BMD), Galt, Ca.

Michael Leask has launched Leask Companies, San Francisco, Ca., supplying architectural doors, frames and hardware for the commercial construction market.

Bart Charles, ex-Timberline Forest Products, is a new trader at Atlantic Forest Products, Sherwood, Or.

Ron White, ex-Universal Forest Products, is new to SureLoc Hardware, as Boise, Id.-based territory sales rep for Idaho and Oregon.

Brandon Koger, ex-International Wood Products, is now Portland, Or., area sales mgr. for AZEK Building Products.

Allan Hurd, ex-Cedergreen Forest Products/Teal Cedar, has joined International Wood Products, Clackamas, Or., in specialty wood product sales. Mike Keldorf, ex-Capital Lumber, is a new territory mgr. for IWP. Dennis Tally, ex-Roseburg Forest Products, has been named general mgr. of Plummer Forest Products, Post Falls, Id. Daniel Herr, ex-Parr Lumber, is new to commercial sales at Western Wood Structures, Tualatin, Or. Manuel Pauvif Sagredo, ex-Promasa S.A., has been appointed director of global procurement/relationship management for Woodgrain Millwork, Fruitland, Id.

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Jeff Wiggin is new to Weyerhaeuser Co., Seattle, Wa., as chief information officer.

Mark Echols has been appointed general mgr. of BlueLinx’s newly formed national moulding and millwork team.

Jan Marrs has retired as region production mgr. for Boise Cascade, La Grande, Or., after a 37-year career.

Jerry Groff is now San Diego, Ca., market development mgr. for Altera Windows & Doors.

Brett Reid, The Weinig Group, has been promoted to president of the North American Region.

Anita Knapp has been working double shifts at Mungus Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Building-Products.com

Ace Offers Extra Mile Guarantee

Ace Hardware is rolling out its Extra Mile Promise, a guarantee that Ace has the expert advice and supplies needed to help consumers successfully tackle any paint project with just one trip to the store.

Available at participating stores nationwide, the vow was created to address and relieve the frustration consumers deal with when faced with the proposition of yet another trip to the store as a result of forgotten items or not enough paint. Ace is so confident in its one-trip guarantee that it will provide free delivery to consumers who may be in need of additional paint supplies.

“While it hurt our pride to learn this, the truth is that while consumers trust Ace as the Helpful Place, far too TO MARK Lumber’sthat centennial, CEO Bill Hayward sliced the many of Hayward them believed our speedy sized stores didn’t birthday cake Hayward style—with a chain saw—during Sept. 7 celebrahave enough product to complete their paintaproject,” said tion in San Luis Obispo, Ca., that was attended by nearly 1,000.

John Venhuizen, president and CEO. “We know this isn’t the case, so to assuage these misperceptions, we decided to stand behind our largeWeather paint assortment with the Extra Mile Housewraps, Barriers Promise.

Our objective is simple: to be known as the #1, Trending in Residential Market best, most convenient, most helpful and most store Housewrap preferences are graduallycredible evolving, for paint intothe neighborhood.” according a recent presentation at the Housewrap 2019 conference on builder and consumer practices by Ed Weyco Recalls I-Joists Hudson, Home InnovationCoated Research Labs.

Weyerhaeuser is recalling a batch of TJI housewrap Joists with Flak Hudson shared that about 60% of all and Jacket Protection, after(WRB) linkingmaterial an odorisininstalled certainon newly weather-resistant barrier new constructed homes to is a recent formula change in the being coathomes; the remainder installed primarily on homes ing that included formaldehyde-based resin.

The issue is re-sided. isolated to Flak Jacket product made after Dec. 1, 2016, DuPont’s Tyvek continues to dominate with nearly and does not affect any the company’s other half the housewrap andofWRB installations in products. new homes.

Flak established Jacket Protection is a coating appliedand to I-joists to DuPont leadership in technology education enhance fire resistance, and it is not widely in use.

The early and have maintained that leadership for decades.

Wholesale Industrial Lumber

REEL

LUMBER SERVICE

1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806 Fax 714-630-3190 (714) 632-1988 • (800) 675-REEL 3518 Chicago Ave., Riverside, Ca. 92507

(951) 781-0564

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Traditional mechanically-attached housewraps still product is present in the basements of about 2,200 houses make up more than two-thirds of all housewrap and WRB in various stages of construction in limited markets. Most materials installed, butyet alternatives of the houses are not occupied. are making inroads.

Combination structural panels, such WeyerhaeuserWRB will and cover the cost sheathing to either remediate or as Huber’s ZIP System and Georgia-Pacific’s ForceField, replace affected joists. It has halted production, sales and now make up about 10% ofand thisismarket among new product homes. shipments of the product, collecting unused Self-adhered membranes are now approaching 10% of the from customers. market, as well. Fluid-applied Approximately $9 million ofmembranes the productnow has constitute been sold about 3% of new home housewrap/WRB installations. since December 2016. Weyerhaeuser expects to spend $50to traditional $60Alternatives million resolving the issue.housewrap are found more extensively on higher-end homes and multifamily buildings.

Windows & Doors Keep Growing Ace Rebranding Handyman Division Residential window shipments increased 5.7% in 2016,

Ace Hardware the shipped acquisition of amounting to moreCorp. than has 43.2completed million units across Handyman Matters, franchisor of home repair, maintenance the nation. Looking forward, national growth is expected to and improvement services basedbefore in Denver, Co.off somewhat increase another 5.6% in 2017 trailing Early next year, Handyman Matters will be rebranded in 2019 to 4.6% growth, according to a new Window as & Ace Handyman Services and operate as a new stand-alone, Door Manufacturers Association study. subsidiary Ace Hardware.

In 2016,ofshipments of side-hinged entry doors increased Handyman a franchise comprised by 6.1% to 9.7Matters millionisunits on the organization national level, alleviatof locally owned and operated and company-owned ing any concerns over the decrease in units shipped locations that offer multi-skilled between 2014 and professional 2015. Basedand on the analysis ofcraftsmen, the data, trained to handle a homeowner’s to-do in addition to annual growth is forecasted to climb list to 5.9% in 2017 larger projects.

On-site services to consumers and small before declining to a modest 5.2% growth in 2019. businesses include interior carpentry, plumbing, electrical, drywall, Architectural flush doors recovered from a painting and flooring.

It currently has 57 franchisees who decline the previous year by growing 4.5% in 2016 with collectively employ about 250 handymen and women in nearly 2.9 million units shipped, while stile and rail doors 121 territories across 23 states. continued its upward trend with a 6.6% increase with nearBell, the founder andAnnual CEO ofgrowth Handyman Matters, ly Andy 0.44 million units shipped. of flush doors will continue to lead the day-to-day business operations is forecast to be 4% in 2017 before declining to 1% in for Ace Handyman Services from its headquarters 2019.

Stile and rail doors are also predicted to grow 4% in in Denver.

Integration and re-branding initiatives are currently 2017 and decline to 1% by 2019. underway with a target completion in first quarter 2020.

A

t Reel Lumber Service, we supply domestic and foreign hardwoods.

Our products and services include: • Hardwood Lumber & Pine • Hardwood Plywood & Veneers • Melamine Plywood • Hardwood Moulding (alder, cherry, mahogany, MDF, maple, red oak, paint grade, pecan hickory, white oak, walnut, beech) • Milling (moulding profiles, S2S, SLR1E, SLR2E, & resawn lumber) • Woodworking Accessories (appliques, ornaments, butcher blocks, corbels, etc.)

• Woodworking Supplies (deft finishes, color putty, adhesives, etc.)

O

ur products are widely used in interior finish carpentry, furniture, cabinetry and hundreds of industrial and manufacturing applications. We stock a complete line of complementary products to complete virtually any woodworking or millwork project.

Building-Products.com Building-Products.com

LMC Gathers Top Dealers in Chicago Leading dealers from around the country gathered in Chicago for three days of learning with the theme “Reaching Higher to Create the Perfect Customer Experience” as part of LMC’s fifth Annual Leadership Summit.

Held from Sept. 10-13, the annual event brought together leaders in the LMC dealer network to learn from each other and from professionals in other industries.

It kicked off at Loyola University where Professor Kevin Lee explained the “Customer Life Cycle.” Attendees learned the skills to work strategically and cross-functionally in conducting internal and external client needs assessments.

Afterwards, they headed to the corporate headquarters of Michuda Construction, a leader in the construction field that was established over 100 years ago. Attendees were treated to an inside look at how the company is innovating and preparing for the future while meeting and exceeding their customers’ expectations.

Day two began with a session from Loyola’s Carol Fitzgibbons entitled “Thoughtful Leadership and Leading a Multigenerational Workforce.” In this session, the attendees were led through a discussion of leadership styles, and strategies for thoughtfully flexing your individual leadership style.

The afternoon sessions were held at Northwestern Kellogg School of Management. David Schonthal led sessions on “The Power of Why” and “Jobs to Be Done,” which focused on the process of discovering consumer insight.

Later that evening, attendees boarded Chicago’s First Lady for cocktails and dinner while taking in a scenic architectural river cruise through downtown Chicago and Lake Michigan.

The Leadership Summit ended with an Experiential Workshop at Second City Works, an arm of the Second City improvisational comedy theater. Attendees learned the improv methods that Second City pioneered on its stages to create professional development. The group participated in hands-on learning on the topics of active listening, adapt-

ing communication style, leading with empathy, being present, responding in the moment, and leveraging the skills of a diverse team.

Held annually, the Summit addresses the unique aspects of leading in the LBM business. By providing education in cutting-edge thinking regarding the customer experience, members can build on their legacies while preparing for the challenges of the future.

LMC SUMMIT in Chicago included (upper) a river cruise through downtown Chicago and Lake Michigan and (lower) —no joke—professional development at Second City.

C&E LUMBER COMPANY 1 1/2” to 12” Diameter in Stock.

SPECIAL QUOTES

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NEW Products

Ultimate Roof Protection

Decking Starter Clips CAMO’s new Starter Clips are designed to be a solution to face-fastening the first and last board of any grooved deck project. Using the product with CAMO’s EdgeClip and EdgeXClip helps create a fastener-free deck surface that installs in half the time of other clip systems.

Each package covers 30 linear ft. and contains 25 clips and 25 screws manufactured with 304 stainless steel for superior corrosion resistance. n CAMOFASTENERS.COM (800) 968-6245

MFM Building Products is now offering a new roof flashing membrane, GreenWeld PVB, enhanced with an aluminum scrim for superior flexibility, strength and weathering.

The product is comprised of recycled PVB and applications include flashing for pipe penetrations and support beams, water barrier for cavity walls, liner for valleys of shingle, tile and aluminum metal roofs, and through-wall flashings. n MFMBP.COM (800) 882-7663

New Generation of Measures

Mix & Match Windows Marvin’s new Elevate Collection offers the option to select different finishes on the frame and sash of the window.

The new design flexibility allows homeowners to mix and match four different finishes on their windows, including bare pine, clear coat, designer black, and prefinished white. Windows arrive finished and ready to install, with the consistent quality and aesthetics.

Milwaukee Tool’s new generation of Stud Tape Measures utilize a smaller spring to reduce size and allow for a more compact, comfortable, and ergonomic fit in your hand.

The new design allows for an optimized spring to control blade retraction speed, minimizing whip.

Now delivering best-in-class standout, the tapes reach up to 14 ft. of standout for extended reach and efficient measuring.

n MARVIN.COM (888) 537-7828

n MILWAUKEETOOL.COM (800) 729-3878

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Building-Products.com

A Customized Approach Orgill gives us the tools we need to compete and succeed!

“Orgill recognizes that no two businesses are alike.

They help us tailor our programs and product selection to best serve the needs of our customers.”

Pete Meichtry l Ganahl Lumber, California l An Orgill customer since 2004

Why We Like Working With Orgill: • Innovative retail programs • Sales representatives who make our business stronger • Dealer Markets that offer an extensive look at the industry

Click the video link to find out how Orgill’s offerings help Ganahl Lumber be successful!

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

Twin Closers D&D Technologies has added a new powerful hinge-closer option to their SureClose ReadyFit line.

A patented two-part hydraulic hinge and closer system efficiently self-closes and soft-closes gates up to 180 lbs. from a complete 180⁰ swing.

This allows the user to fully open heavy gates for unobstructed passage. The two-closer system is designed to maximize the life and performance of the SureClose 180⁰ by reducing stress and wear on components. n US.DDTECH.COM (800) 716-0888

Designed to bring a warm, comfortable feel to any room, the new Rustic Moulding Collection from Ornamental Mouldings & Millwork features rich Ambrosia Maple wood.

Builders, remodelers and contractors can use any of the four products in the collection (casing, crown, base and chair rail) to add warmth to room settings.

Each piece features an insert replicating a hammered wrought iron appearance for extra distinction. n ORNAMENTALMOULDINGS.COM (800) 779-1135

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Spyder Products’ Tarantula line of carbide-tipped hole saws provide up to 50 times more cuts than standard bi-metal hole saws.

The saw’s carbide-tipped teeth allow users to make clean cuts through even the toughest materials, including stainless steel, steel, cast iron, nail-embedded wood, and cement fiber board. n SPYDERPRODUCTS.COM (888) 471-2239

Charming, Rustic Mouldings

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October 2019

Tough Boots for Tough Jobs Muck Boot Company’s Chore MAX boots are designed for the toughest conditions. The waterproof construction keeps feet dry, and an SRC slip-resistant outsole provides grip on slick surfaces while also offering cut and abrasion resistance.

Workers can easily roll down the upper to expose Industrial Yellow linings for jobsite protection, while a composite toe and non-metallic plate provides safety, stability and great performance. n MUCKBOOTCOMPANY.COM (855) 377-2668 Building-Products.com

Cedar-Like Fiber-Cement Siding The Tradesman Pro Tool Master rolling tool bag

by Klein Tools enables professionals to easily transport tools and materials through harsh jobsite conditions on rugged 8-in. wheels.

The bag is perfect for use on or off the jobsite and has the ability to keep items cool for up to 30 hours thanks to the Tough Box cooler.

The new Artisan Shingle series of fiber-cement siding by James Hardie is the latest addition to the company’s Aspyre Collection that’s designed to capture the natural look of cedar shingles.

Its subtle two-toned look mirrors how paint adheres to cedar siding over time, creating an authentic look, and the product’s width, pattern and color work together to look like real cedar siding with the protection and benefits of fiber cement.

n KLEINTOOLS.COM (800) 553-4876

n JAMESHARDIE.COM (888) 542-7343

Tooling Around

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Hoo-Hoos hobnob in BC

Steve Allison, co-founder of Texasbased software development company Even Game, was installed as the 108th Snark of the Universe at lumber fraternity Hoo-Hoo International’s recent annual convention.

The event, hosted by Vancouver Hoo-Hoo Club, took place Sept. 10-14 at The Westin Resort & Spa, Whistler, B.C., bringing together Hoo-Hoo members from all over the world for activities like BBQs, steak dinners, business meetings, and club updates.

The convention was timed to coordinate with the annual BC Wood Global Buyers mission, allowing the two groups to kick off the proceedings with a joint welcome reception.

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FLOCK OF SNARKS: [1] Raymond Lamari, David Jones, Robyn Beckett Young, Gary Gamble, Mary Moynihan, Jack Miller, David Kahle, Kent Bond.

[2] Gary Gamble, Shawn Zant. [3] Bob & Bernice Chandonnet. [4] Robin Beckett Young, Mary Moynihan, Jan Bradford. [5] Stirling Angus, Bryan Ortner. [6] Chris Bouchard, Jake Power. [7] John Taylor, Kent Bond. [8] Jim Miller, Harvey Strack.

[9] Paul Beltgens, Anna Bell. [10] Lindy Zant, Barb Zant. [11] Stacey Jones, Cindy Bond, Deanna Hoff, David Dahlen, Mary Moynihan. [12] Jim Lewman, Chad Dagais, Brandon Bennett. [13] Ron Sangara, David Trytko, Raymond Lamari, Matthew Burke. [14] Sandra & Steve Bernardi.

Building-Products.com

Trusted Brands, Trusted Performance

Koppers Performance Chemicals is a leader in the research and development of new products and services in all areas of lumber preservation. We provide innovative wood preservative and fire retardant products, advanced engineering services and customized marketing services to our valued customers.

We are a premier supplier of wood preservatives, globally recognized for our successful development and diversification of wood preservative technologies.

For more information visit kopperspc.com Š 9/2019

Sierra-Pacific’s Open House

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SIERRA-PACIFIC Industries welcomed guests to its annual open house Sept. 12 in Anderson, Ca. [1] A resolution from the State of California honoring SPI was displayed by Bruce Ross, George Emmerson, Vaughn Emmerson, Alex Dietz, Collin Emmerson, Mark & Catherine Emmerson.

[2] Kristy Lanham, Red Emmerson. [3] John Morrison, Eric Ford, Chase Morrison. [4] Amanda Wells, Nate Dickey, Andy Taylor, James Ballenger, Cecil Wetsel. [5] Bill Elmore, Brendan Crosier. [6] Bob Crews, Pat Callahan. n

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[7] Mark Westlake, Jonny Wilford. [8] David Weed, Aaron Sulzer. [9] Bob Kuester, John Russell, Chris Caldwell, Tom Conroy. [10] Dave Durst, Lori Collins. [11] Rick Deen, Thom Wright. [12] Bruce Ross, Kristy Lanham. [13] Jeff Weisner, Terry Baribault, Bill Elmore, Bopb Maurer. [14] Kahla Graves, Rex Klopfer. [15] Jim Hansen, Beth Langford, Bob Wittingham. [16] Marc Saracco, Justin Hixson, Donald Lackey, Neil Rasmusson, John Tumino.

(More photos on next page) Building-Products.com

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SPI OPEN HOUSE (continued from previous page) included a tour of [17] Sierra-Pacific vibrant forestlands surrounding the area devastated by last year’s Paradise fire. [18] Catherine & Mark Emmerson. [19] Sean Burch, Clyde Jennings, Roger Burch. [20] Chad Wilson, Gina & John Davis, Omar Lozoya. [21] Joel Smith, Bob Burger, Eric Shelby. [22] Rich Giacone. [23] Eric Pitner, Scott Middaugh, Ed Winkler. [24] John Fauria, Max Jones, Jonathan Bucey. [25] Mark Hermes. [26] Mark Berger, Frank Building-Products.com

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[31] Ed McGrath. [32] Terry Baribault, Jay Bishop. [33] Marty Fox, Scott MacKechnie, Tomas Salazar, Jeremy Corwen. [34] Dan Sosa, Dallin Brooks, Ryan Pessah. [35] Jeff Squires, Alex Cousins.

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Old Time Lumbermen’s BBQ

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REDWOOD EMPIRE hosted the 17th annual Old Time Lumbermen’s BBQ Aug. 3 at Roger and Michele Burch’s ranch at Smokey Ridge, Healdsburg, Ca. [1] Steve Pankowski, here flanked by Jim Frodsham and Doug Willis, received the Lumberman of the Year Award. [2] Bill Highsmith, Micah Smith, Deanna Smith. [3] Bill Smith. [4] Edgar Massoletti. [5] Bill Smith, Gene Pietila. [6] Cameron Renner, Merle Reuser, Troy Turner, Jesse

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Crosswhite, Erin Crosswhite. [7] Dan Falk. [8] Jesse Weaver. [9] Elliott Brooks, Zeke Sechrest. [10] Claudia Lima, Bill Jacobson. [11] Charlie Moyer, Tami Lucchetti. [12] Sally & Nick Kent. [13] Bob Figas, Russ Britt.

[14] Ron Brinkeroff. [15] Steve Pankowski, Vanessa Burton. [16] Bruce Burton. [17] Mike Beckley.

TREATERS WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY ACQ ACQPreserve • Borates

D-Blaze® Interior Fire Retardant Heat Treating ISPM 15 Compliant • Custom Drying Rail Served BNSF • TPI Third Party Inspected

909-350-1214

15500 Valencia Ave. (Box 1070), Fontana, CA 92335 Fax 909-350-9623 • email – fwl-fwp@pacbell.net

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Building-Products.com or October 2019 n The Merchant Magazine info@526mediagroup.com

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ASSOCIATION Update Mountain States Lumber & Building Material Dealers Association’s fall board meeting will take place Oct. 10 at the Broadmoor Hotel, Colorado Springs, Co., in conjunction with the National Lumber & Building Material Dealers Association’s Industry Summit.

MSLBMDA will host a Webb Analytics Marketing & PR Boot Camp Oct. 16 at Denver Marriott South at Park Meadow, Lone Tree, Co. Brew Fest 2019 is set for Nov. 7 at Fossil Trace Golf Club, Golden, Co., followed by a blueprint reading & material take-off workshop Nov. 20-21 at Guardian Building Products, Albuquerque, N.M. Western Building Materials Association is reminding members to save the date for its annual convention Nov. 12-14 at Embassy Suites Washington Square, Portland, Or. Dave Urso, leadership development professional, will deliver a keynote titled, “Challenging 2022 – Envisioning What’s Next,” while Jacob Belk of John Burns Real Estate provides an update on major housing markets.

On its heels, Nov. 14-15 at the same location, the “Women in LBM: Building Excellence” conference will address relationships women in the LBM idustry encounter daily and how to navigate them successfully.

WBMA is also staging an Intro to Building Material Sales class led by Casey Voorhees Nov. 5 and a blueprint reading class Nov. 6-7, both at Kincaid Learning Center, Olympia, Wa. West Coast Lumber & Building Material Dealers Association kicks off its annual convention, “2020 Vision: Looking Forward,” Nov. 1314 at Embassy Suites, Sacramento, Ca. The program will be headed by Tony Misura, president of Misura Group, a recruiting and consulting firm specializing in the building materials industry, who will cover “How You Stack Up: Measuring Your Company’s Recruiting Skills,” “Goals vs.

Behaviors,” “Core Values,” “Are We Running at Full Power,” and “Are You Taking Control Of Your Sales?”

Iain MacDonald, director of the TallWood Design Institute, will present a program on mass timber that is working to expand the use of woodbased products and systems in non-res-

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IN Memoriam idential and multi-family construction in order to create high-value jobs in the forest products sector, improve construction sector efficiency, and reduce our environmental footprint.

Tom Shay, Profits Plus, will address the “Characteristics of a Successful Business,” which will have importance for all segments of this industry from producers, suppliers, and retailers. His knowledge of small business marketing, business strategy, staffing and financial management will provide business owners with the help necessary to increase your profits plus build your business for the future.

Roundtable sessions will tackle updates on Proposition 65/treated wood legislation and regulation changes, OSHA Top 10 citations and distracted driving, captive medical plans for LBM businesses, succession planning and retirement programs, and credit management.

Before then, WCLBMA is offering a Webb Analytics Marketing & PR Boot Camp Oct. 23 at Wyndham Irvine-Orange County Airport, Irvine, Ca. Western Wood Preservers Institute is converging in Cabo San Lucas, Mexico, Nov. 3-6 for its annual meeting.

North American Building Material Distribution Association again joins the North American Association of Floor Covering Distributors for a joint annual convention Nov. 12-14 at the Hyatt Regency, New Orleans, La. Portland Wholesale Lumber Association is teaming up with Oregon State University Wood Science & Engineering Department to present the 2019 Innovation Summit Oct. 11 at OSU, Corvallis, Or. This year student researchers will present new outdoor school stations related to wood and/or wood products.

PWLA will donate $500 to the winning student group. The demo portion will be followed by a tour of the new Emmerson Wood Products Laboratory.

PWLA’s annual Christmas luncheon is set for Dec. 6 at Doubletree Portland, Or. This year’s speaker will be former NFL quarterback Drew Bledsoe.

Black Bart Hoo-Hoo Club will gather for its annual golf tourney Oct. 11 at the Ukiah Golf Course, Ukiah, Ca.

October 2019

Don Wolf, former CEO and president of Do it Best predecessor Hardware Wholesalers Inc., Fort Wayne, In., died Sept. 11. He was 90.

He joined HWI in 1947, advancing through leadership roles in purchasing, marketing and sales. He was appointed CEO in 1967 and retired in 1992. He also led the development of the Do it Center store concept, which launched in 1981, and played a key role in laying the groundwork for the merger between HWI and Our Own Hardware that led to the creation of Do it Best Corp. in 1998.

Wolf was inducted into the National Home Center Hall of Fame and received the American Hardware Manufacturers Association Eagle Award and North American Retail Hardware Association Distinguished Service Award.

Stanley Gordon “Stan” King, 77, longtime forest products plant engineer, passed away Sept. 3 in Lewiston, Id., after a lengthy battle with frontotemporal dementia.

After receiving a degree in mechanical engineering from Washington State University in 1965, he flew in the U.S. Force from 1966 to 1971. He then worked as an engineer for Roseburg Forest Products, Roseburg, Or., from 1971 to 74 and 1979 to 1991; Fort Lewis in Washington 1974 to 1979; Potlatch in Lewiston from 1991 to 1997; and RoyOMartin in Alexandria, La., from 1997 to 2009. He was a certified plant engineer by the American Institute of Plant Engineers.

TALK Back We welcome your feedback. Send comments to info@526mediagroup.com.

Standing For Something Instead of Against

Your “Across The Board” this month (“Not-So-Subtle Subtleties,” Sept., p. 8) is absolutely fantastic! If only our country’s folks could subscribe and adhere to such wonderful concepts. Very well done, Patrick.

I’m so glad you report on the happenings in our industry.

John Saunders Economy Lumber Campbell, Ca.

Building-Products.com

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

National Lumber & Building Material Dealers Assn. – Oct. 8-10, Industry Summit, Broadmoor, Colorado Springs, Co.; dealer.org.

Los Angeles Hardwood Lumberman’s Club – Oct. 10, meeting, Orange, Ca.; www.lahlc.net.

Mountain States Lumber & Building Material Dealers Association – Oct. 10, fall board meeting, Broadmoor, Colorado Springs, Co.; www.mslbmda.org.

Black Bart Hoo-Hoo Club – Oct. 11, annual golf tournament, Ukiah Golf Course, Ukiah, Ca.; (707) 542-5091; adam1@sonic.net.

Portland Wholesale Lumber Assn. – Oct. 11, Innovation Summit, OSU, Corvallis, Or.; info@portlandwholesalelumberassociation.org.

Railway Tie Association – Oct. 15-18, annual meeting, Tucson, Az.; www.rta.org.

888-807-2580 Bend, OR

Mountain States Lumber & Building Material Dealers Assn. – Oct. 16, Webb Analytics marketing & PR boot camp, Denver Marriott South at Park Meadows, Lone Tree, Co.; www.mslbmda.org.

www.pelicanbayfp.com

Southern California Hoo-Hoo Club – Oct. 16, initiation meeting & golf, Chino, Ca.; www.hoohoo117.org.

DISTRIBUTION LOCATIONS Colton / Fontana / Modesto / Salinas / Stockton, CA

North American Wholesale Lumber Association – Oct. 16-18, NAWLA Traders Market, Henry B. Gonzalez Convention Center, San Antonio, Tx.; www.nawla.org.

PRODUCTS & SERVICES Framing Lumber / Pallet Stock / Industrial Lumber / Softwoods Hardwoods / Cedar / Fencing / Decking / Redwood Custom Cut Stock / Treated Lumber / Tile Battens 3-Hole & Slotted Vents / Custom Cutting / Remanufacturing Heat Treating / Fire & CCA Treating

Do it Best – Oct. 18-21, fall market, Indiana Convention Center, Indianapolis, In.; doitbest.com.

Tacoma-Olympia Hoo-Hoo Club – Oct. 16, board meeting, Tacoma, Wa.; tbilski614@aol.com.

West Coast Lumber & Building Materials Assn. – Oct. 23, Webb Analytics marketing & PR boot camp for LBM industry, WyndhamOrange County Airport, Irvine, Ca.; www.lumberassociation.org.

“Focused on the future with respect for tradition”

Fastmarkets RISI – Oct. 28-30, annual North American conference, Seaport Hotel, Boston, Ma.; www.risiinfo.com.

Do it Best – Oct. 30, open buying day, Do it Best headquarters, Fort Wayne, In.; www.doitbestcorp.com.

Western Wood Preservers Institute – Nov. 3-6, annual meeting, Cabo San Lucas, Mexico; www.wwpinstitute.org.

Pacific Logging Congress – Nov. 4-6, annual conference, Big Island, Hi.; www.pacificloggingcongress.org.

Western Building Material Assn. – Nov. 5, intro to building material sales; Nov. 6-7, estimating workshop, Olympia, Wa.; wbma.org.

Remodeling Show & DeckExpo – Nov. 6-8, Kentucky International Convention Center, Louisville, Ky.; www.remodelingdeck.com.

Mountain States Lumber & Building Material Dealers Association – Nov. 7, Brew Fest, Fossil Trace Golf Club, Golden, Co.; www. mslbmda.org.

Western Building Material Association – Nov. 12-14, annual convention; Nov. 14-15, Women in LBM Building Excellence, Embassy Suites Washington Square, Portland, Or.; www.wbma.org.

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Tacoma-Olympia Hoo-Hoo Club – Nov. 13, board meeting, Tacoma, Wa.; tbilski614@aol.com.

West Coast Lumber & Building Materials Association – Nov. 13-14, annual convention, Embassy Suites, Sacramento, Ca.; www.lumberassociation.org.

Los Angeles Hardwood Lumberman’s Club – Nov. 14, meeting, Orange, Ca.; www.lahlc.net.

North American Building Material Distribution Association – Nov. 19-22, annual convention, New Orleans, La.; www.

5 West Magnolia Blvd., Burbank, Ca. 91502

Mountain States Lumber & Building Material Dealers Assn. – Nov. 20-21, blueprint reading & material takeoff workshop, Guardian Building Products, Albuquerque, N.M.; www.mslbmda.org.

Building-Products.com

(818) 953-5350

October 2019 n

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FLASHBack 95 Years Ago This Month

Seventy-five years ago this month, buoyed by optimistic

reports from the war front, The California Lumber Merchant led off its October 1944 issue with a poem by Hilda Butler Farr: The headlines carry news today, A blessed time is near; And hope is high in every heart That peace will soon be here.

And bells will ring, and sirens blow, Proclaiming war is done, As tears will flow in thankfulness For every mother’s son.

It may be weeks, it may be months, Before we see the day, But we can hope, and we can dream, And, also, we can pray.

In fact, the entire issue was filled with stories that anticipated the end of the war, including: • L.H. Eubank & Son, Inglewood, Ca., formalized plans for how, postwar, the millwork manufacturer would greatly expand, particularly in specialties such as fireplace mantels and ironing boards.

“We have been busy 100% in war work for almost three years, but our reconversion will be speedily accomplished when the time comes,” shared president Lee H. Eubank.

ARKANSAS’ Fordyce-Crossett Sales Co. implored fellow industry members to keep buying war bonds.

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A RANGE of cover advertisers in October 1944.

• Masonite Corp. conducted a nationwide survey of more than 1,000 people who hoped to build a new home after the war. Half expected their home to cost between $4,000 to $6,000, and approximately one-quarter estimated from $6,000 to $10,000. One in six hoped to pay less than $4,000, while only one in 20 is planned on spending more than $10,000.

On the whole, they showed no preference for either traditional or modern style. Practicality, convenience and ease of maintenance were deemed more important. In most cases, the exterior was to be wood, either natural or hardboard, although brick veneer, solid brick, and stone followed closely in the order of preference.

Inside there was to be a living room, dining room, kitchen, two or three bedrooms, and one bath. They wanted their homes to be easy to clean and designed to take advantage of modern labor-saving devices. Painted or paneled walls were preferred two-to-one as compared with paper walls. Walls and ceilings were to be of drywall construction, “as most of the prospective new homeowners considered crack-proof walls and ceilings an important feature.”

Most of those planning to spend more than $6,000 wanted either a den or recreation room. A combination living-dining room, popular in city apartments, was favored by those who expected to pay less than $4,000, but found little approval by those who willing to pay more.

Insulation was specified as a must by all prospective builders, though most of them considered a powder room unnecessary.

Taking the surveyors by surprise, more than one third of respondents preferred a ground-floor utility room over a basement. Hardwood was the favored material for floors, followed closely by wall-to-wall carpeting, linoleum and hardboard.

• After completing its fiscal year, the finance committee of Oakland Hoo-Hoo Club No. 39 realized it had made a profit of $600—and promptly sent a check for the full amount to the American Red Cross.

Building-Products.com

ADVERTISERS Index Page TM37

Advanced Building Products www.advancedbuildingproducts.com

28

Mid Valley Lumber Specialties www.midvalleylumber.com

TM41

MOSO North America www.moso.eu

9

Norbord www.norbord.com

TM35

North American Wholesale Lumber Assn. www.nawla.org

TM31

Northeast Lumber Manufacturers Assn. www.nelma.org

39

Orgill www.orgill.com

3

Pacific Woodtech www.pacificwoodtech.com

49

Pelican Bay Forest Products www.pelicanbayfp.com

TM17

Pennsylvania Lumbermens Mutual Insurance www.plmins.com

TM11

PPG Architectural Finishes www.ppgac.com

27

Redwood Empire www.buyredwood.com

34

Reel Lumber Service www.reellumber.com

23

Rosboro www.rosboro.com

35

Roseburg www.roseburg.com

37

Seneca Sawmill www.senecasawmill.com

Cover II

Sherwin-Williams Co. oem.sherwin-williams.com

21

Simpson Strong-Tie www.strongtie.com

TM28

Snider Industries www.sniderindustries.com

49

Swaner Hardwood Co. www.swanerhardwood.com

29

Swanson Group Sales Co. www.swansongroupinc.com

TM7

Timber Products Co. www.timberproducts.com

TM40

Bennett Lumber Products www.blpi.com

TM38

Blue Book Services www.bluebookservices.com

TM60-61

C&C Wood Products www.ccwoodproducts.com

TM25

C&D Lumber Co. www.cdlumber.com

36

C&E Lumber Co. www.celumber.com

TM43

Canfor www.canfor.com

26

Capital Lumber www.capital-lumber.com

TM21

CMPC www.cmpc.com

TM30

Coastal Forest Products www.coastalforestproducts.net

TM Cover II

Collins www.collinswood.com

41

Combilift www.combilift.com

TM33

CT Darnell Construction www.ct-darnell.com

TM23

DMSi www.dmsi.com

TM29

Durgin & Crowell www.durginandcrowell.com

TM36

Elk Creek Forest Products www.elkcreekforest.com

46

Fontana Wholesale Lumber www.fontanawholesalelumber.com

TM26

Hardel Mutual Plywood Corp. www.hardel.com

TM19

Hoover Treated Wood Products www.frtw.com

18, 18A-B

Huber www.huberwood.com

15

Huff Lumber Co. www.hufflumber.net

TM45

U-C Coatings www.uccoatings.com

7

Huttig Building Products www.huttig.com

5

Universal Forest Products www.ufpedge.com

TM15

Idaho Forest Group www.idfg.com

33

Versatex www.versatex.com

13

Inteplast Group www.inteplast.com

TM9

Western Lumber Co. www.westernlumber.com

Jones Wholesale Lumber www.joneswholesale.com

TM39

Westervelt Lumber www.westerveltlumber.com

Jordan Lumber www.jordanlumber.com

17

Weyerhaeuser Distribution weyerhaeuser.com/distribution

43

Koppers Performance Chemicals koppersperformancechemicals.com

Cover I, TM27

Wild Hog Railing www.wildhograiling.com

TM3

Maze Nails www.mazenails.com

TM32

Woodway www.woodway.com

11

MCL Wood Products www.mid-columbialumber.com

TM51

Yakama Forest Products www.yakamaforestproducts.com

17

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October 2019

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The

MERCHANT

OCTOBER 2019

Magazine

THE VOICE OF THE WEST’S LBM SUPPLY CHAIN — SINCE 1922

2019 NAWLA TRADERS MARKET • OCTOBER 16-18 • SAN ANTONIO, TEXAS

NAWLA Traders Market

e d i u G w Sho

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NAWLA 2019 TRADERS MARKET

Thank you for thinking bigger with NAWLA

By Clark Spitzer

A

s your 2019 Traders Market chair, I am excited for our San Antonio destination and the opportunity to bring you a bigger and better event there. For more than 20 years, the North American Wholesale Lumber Association’s NAWLA Traders Market has allowed professionals from across the forest products industry to create trusted relationships and business opportunities between leading buyers and sellers.

With a bigger tradeshow floor, more hours to network, and more NAWLA members gathering all in one place from across the country, this year’s Traders Market promises even more of what you value about NAWLA’s largest annual event, with some exciting new features to enhance your experience.

Demo Pavilion and Private Meeting Rooms New this year is the Demo Pavilion. Located right on the tradeshow floor, exhibitors can showcase capabilities of their products in 15-minute increments, giving Traders Market attendees a peek at how different products and services can be used.

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We are also excited to offer Private Meeting Rooms. Like the Demo Pavilion, these rooms are also conveniently located on the tradeshow floor, but are private and secluded away from the hustle and bustle of the main floor creating a quiet place to make connections, meet face-to-face, and discuss business opportunities. Attendees can use these rooms to make deals, sales, and more.

Bigger and Better Networking Central Networking Central, located in the center of the tradeshow floor, will offer attendees a place to recharge devices and unwind while continuing conversations, catching up with friends and colleagues, and making new connections.

Learning Lounge Bigger and better than before, the Learning Lounge will present quick-hit educational sessions covering hot industry topics and challenges. Attendees will hear from a wide variety of speakers including leaders, up-andBuilding-Products.com

comers, and women making an impact in our industry.

Presentations include: • Millennials in the Workplace – Tips for Managing Your Multi-generational Workforce • Live Lumber Grading Experience • Young Emerging Leaders Program (YELP) Panel • Interfor Virtual Tour Keynote Speaker I am looking forward to hearing from Jamie Clarke, CEO of LiveOutThere.com and renowned Everest adventurist, as the 2019 Traders Market keynote speaker. An accomplished adventurer turned acclaimed entrepreneur, he will draw from his experience as a winning performance coach and successful adventurist— Jamie is one of a handful of people in the world who have climbed the Seven Summits, including two summits of Mt. Everest—and demonstrate the power of teamwork, innovative thinking and entrepreneurial spirit to conquer any goal. Through his inspirational speech, he will help attendees develop teams, establish their purpose, and learn to succeed in any endeavor.

Education Session Immediately prior to that keynote luncheon, you can also experience an education session led by Dr. Paul Schempp, director of the Sports Instruction Research Laboratory. He will reveal the characteristics that build champions, and how contemporary business leaders can apply lessons learned from great coaches to build and lead winning teams.

Location We have held Traders Market in Texas before, but never in San Antonio. A city rich in history and culture, San Antonio offers something for everyone. Attendees can enjoy the beautiful south Texas weather, stroll along the famous San Antonio River Walk, or experience historic Texas monuments such as The Alamo.

It has been a genuine honor to serve again as the Traders Market chair. Through the tradeshow floor, education sessions, and networking opportunities, Traders Market will bring together more than 1,500 professionals from across the industry to form something greater than the individual person or company they represent.

I look forward to seeing you there.

Clark Spitzer Snavely Forest Products NAWLA 2019 Traders Market Chair

Building-Products.com

NAWLA 2019 TRADERS MARKET

CONTENTS 4

Chairman’s Welcome

6

NAWLA Leadership

6

Traders Market Schedule of Events

8

Show Tips

Thank You for Thinking Bigger with NAWLA

#1 Thing to Look for at the Traders Market

10

YELP & the NextGen in Lumber

12

Breaking the Grain

16

Meet 2019 Scholarship Recipients

18

Step Out of the Office, into the Forest

20

Grow Your Knowledge, Your Business

22

Honor an Industry Leader

24

Traders Market Exhibitor Directory

43

Traders Market Mobile App

44

Exhibitor Product Finder

Interview with Up-and-Coming Sales Pro

Young Women in the Wood Products Industry

A Week in the Life of a Wood Basics Attendee

Attend 2020 NAWLA Leadership Summit

Nominate a Pioneer for the Mulrooney Award

Handy Resource to Navigate the Show Floor

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NAWLA Executive Committee David Bernstein, Mid-State Lumber Corp. – Chair Tom Le Vere, Weekes Forest Products – First Vice Chair Bethany Doss, Capital Lumber Co.– Second Vice Chair Rob Latham, Tri-State Forest Products, Inc.– Secretary/Treasurer Ian McLean, Spruceland Millworks – At Large Position Nick Fitzgerald – Immediate Past Chair Scott Parker, NAWLA – Executive Director

NAWLA Board of Directors David Cox, Richmond International Forest Products Dave Destiche, Amerhart, Ltd. Phil Duke, Boise Cascade Materials Distribution Heath Hutchison, Hutchison Lumber and Building Products, Inc. Paul Owen, Vanport International, Inc. Bill Price, All Star Forest Products Warren Reeves, Wholesale Wood Products Alden Robbins, Robbins Lumber Company Steve Rustja, Weston Forest Products Dan Semsak, Pacific Woodtech Corp.

Mark Wells, UFP Purchasing, Inc. Donna Whitaker, Interfor

2019 Traders Market Committee Clark Spitzer, Snavely Forest Products – Chair Lori Byrd, RoyOMartin– Vice Chair Mauricio Bravo, Weston Wood Solutions Brandon Desyatnik, Weston Forest Prodcts Inc. Judy Haney, Boise Cascade Wood Products Joe Honochick, Zip-O-Log Mills, Inc. David Hutson, Universal Forest Products Jeff Kilgour, Eacom Brian Korchinski, Kenora Forest Products Bill Price, All Star Forest Products, Inc. Barry Schneider, Bear Forest Products Mark Wells, Universal Forest Products

Schedule of Events (Times subject to change)

Wednesday, October 16, 2019 8 a.m.-5 p.m. – NAWLA Sales Advantage Seminar: “How to Change Minds in the Lumber Industry,” Rob Jolles, Sales & Training Expert 9:15 a.m.-12 p.m. – Board of Directors Meeting 11 a.m.-5 p.m. – Exhibitor Set-up 12 p.m.-5:30 p.m. – Registration Open 1-3 p.m. – Committee Meetings 3:30-4:30 p.m. – 10 Group Meetings 5:30-7 p.m. – Networking Reception

Thursday, October 17 7 a.m.-5:30 p.m. – Registration Open 7-11 a.m. – Exhibitor Set-up 9:30-10:45 a.m. – Education Session: “The Great Coaches’ Playbook: Building & Leading HighPerforming Teams (in Any Business),” Dr. Paul Schempp, Sports Instruction Research Laboratory 11:15 a.m.-1:15 p.m. – Luncheon, with Keynote Presentation: “The Adventure of Business,” Jamie Clarke, Everest Adventurer 1:30-5:30 p.m. – Tradeshow Open 2-5:30 p.m. – Learning Lounges: “Millennials in the Workplace: Tips for Managing Your Multi-generational Workforce” “Young Emerging Lumber Professionals Panel” “Virtual Tour: Seneca Mill” “Live Lumber Grading Experience” “Mentor Speed Interviewing” 6-7 p.m. – Networking Reception

Friday, October 18 8-11:30 a.m. – Registration Open 8 a.m.-12 p.m. – Brunch 8 a.m.-12 p.m. – Tradeshow Open 8:30-11:30 a.m. – Learning Lounges: “Student Panel Discussion” “Increasing Performance on the Field and in the Field: How Mental Toughness Differentiates the Best from the Rest” “Tips for Hiring & Retaining Top Talent in a Tight Lumber Market” 12-6 p.m. – Exhibitor Move-out

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NAWLA 2019 TRADERS MARKET

The #1 thing to look for at the Traders Market

By Chuck Casey

The best business relationships are true partnerships.

O

urs is a relationship business.

Part of what a tradeshow like the NAWLA Traders Market offers is the opportunity to meet people face-toface. Historically, this is the first and most essential step in establishing a relationship with others.

This might sound obvious and like a small thing, but with so many forms of digital and virtual communication available, this is something many have lost sight of. Meet people, exchange business cards, and look at the show as an opportunity to establish contact with others.

Look for suppliers you can envision working with for the long haul.

In working with exhibiting mills and manufacturers, you’re not just making a one-time purchase, you’re looking for a supplier you can trust, that

can become a business partner to your operations.

With this in mind, consider more than just the products they offer.

Consider their time in the industry, financial stability, what their growth plans are, and if they see you as part of their future operations as a supplier if you choose to work with them.

Most importantly, think long-term success vs. getting a lowball price today. Be mindful that the best business relationships are companies working together, each helping the other to succeed.

In essence, you’re looking for a business partner that will help you grow and be there for you over time and through market changes. If you’re prioritizing “what is my best price

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today,” you’ve lost sight of the longterm principle that so many NAWLA mills and wholesalers have built solid, decades-long business relationships on, ones that enrich both parties well, as opposed to chasing the lowest cost per thousand.

Finally, enjoy yourself. You’re surrounded by endless possibilities, all there to do business. Be confident, and remember: we are so fortunate to be where we are. Take pride in what you do for a living—you’re an integral part of the supply chain that makes it possible for homes and communities to be built. Without your participation and hard work, materials don’t come to market.

We’re in a time when housing is in short supply and this has driven up the cost for many, putting strains on individuals and families. The products you help bring to market go towards the construction of homes and businesses where families are raised, communities are built, and dreams are realized.

Feel good about what you’re doing and the industry you are fortunate to be a part of; in doing so you’ll exude a sense of purpose and pride in your work that will serve you well now and in the future.

Chuck Casey Director of Sales 526 Media Group, Publisher of BPD and The Merchant Magazine Building-Products.com

Building-Products.com

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NAWLA 2019 TRADERS MARKET

YELP and the next

generation of lumber leaders Interview with Jared Priestley

T

he forest products industry is deeply intertwined with experiences and traditions that span generations. Passed down over decades, these established approaches are what inspire the next generation to ensure the continued success of our industry.

Looking ahead, how can we embrace future leadership, and the perspectives that emerging professionals can share?

In 2018, the NAWLA board of directors appointed a task force to create the Young Emerging Lumber Professionals (YELP) program. With a vision of representing the modern professional in the lumber trade, YELP members are male and female, employed by various company types within the supply chain, and work across the spectrum of business and production roles. The program is competitive—the inaugural call for nominations received more than 150 qualified nominations, which were then whittled down to the inaugural 40-member cohort. Bringing together these individuals from every facet of the business, YELP is sparking an exciting conversation surrounding the young changemakers and trailblazers in our industry.

Class of 2019-2020 member Jared Priestley, from Forest City Trading Group/Plateau Forest Products, shares his perspective on the past, present and future of the lumber trade.

Q: Are you first generation in the forest products industry?

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we are not yet involved in. With so much opportunity in our industry, it’s always exciting to get a pulse on the next market trend. I think there will also be a number of individuals with more experience than I have, so there will be valuable mentorship and career advice to be had.

Jared Priestley (JP): I grew up as the son of a general contractor and framer in Southern Oregon, so my family has always been directly tied to the forest products industry.

Q: Why did you apply to YELP? JP: I’ve always been one to jump in and get involved, and YELP creates a great opportunity to meet other young people in the forest products industry who are outside of my company. Being exposed to other perspectives provides unparalleled value, and the ability to network and learn from others is not to be taken for granted.

As I continue to explore YELP opportunities, I look forward to expanding my knowledge and experience in the industry, while offering my insight on challenges that I face in my immediate circle. I’m excited to meet others in the field, and establish valuable relationships this early in my career.

Q: As a YELP-er, what are you hoping to learn?

JP: I hope to gain more education in what is happening in markets that October 2019

Q: Traders Market is the intersection of emerging professionals and industry veterans. What opportunity does this create?

JP: This will be my first year attending Traders Market, but I’m looking forward to learning about other industry issues, and how those issues relate to those that immediately affect our company. With an expanding group of young people entering the forest products industry, it’s important to be involved in discussions that impact our future. Traders Market serves as the perfect platform to start the dialogue.

Q: How will the forest products industry evolve in the next five years?

JP: Over the next five years, the industry will be most impacted by the new forms of communication brought on by advances in technology and social media. That will be the major driver of information exchange in the forest products industry.

– To learn more about the Young Emerging Lumber Professionals program and to view the class roster, visit www. nawla.org/yelp.

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NAWLA 2019 TRADERS MARKET

Kendall Conroy

Devin Stuart

Breaking the grain Young women in wood products

By Michelle Maller and Ashley Plagmann, Oregon State University, Department of Wood Science & Engineering

I

n the past 10 years, the number of female graduates from the renewable materials/wood science and engineering programs at Oregon State has increased significantly. In the past, the program was traditionally male dominated, as was the industry the graduates filtered into. But as the industry changes, so does the demographic of the student body within the programs.

We are extremely proud of the programs here and the students we are producing, and especially so of the female graduates who are entering the industry and making their impact.

We see the industry shifting and being more aware of the slow pace of change that has occurred in the past.

This is a huge selling point from a recruitment standpoint, both in the industry itself and in the academic realm. In response, we reached out to a number of recent female graduates and asked them to answer a series of questions about their time in the programs and their transitions into, as well as their growth within, the industry. The recent graduates are: • Kendall Conroy, RedBuilt, bachelor’s degree in renewable materials and sustainability (2016), master’s in wood science and engineering (2018) • Paige McKinley, Boise Cascade, master’s degree in wood science and engineering (2016) • Hayley Morris, Roseburg Forest Products, bachelor’s degree in renewable materials (2017) • Kelly Currans, Arclin, bachelor’s degree in renewable materials (2017) • Camille Moyers, Benchmark

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International, bachelor’s degree in renewable materials (2014) • Devin Stuart, Roseburg Forest Products, bachelor’s degree in renewable materials and sustainability (2015), currently pursuing master’s degree in project management

Q : Why did you enroll in the renewable materials (RM) or wood science and engineering (WSE) program?

Conroy: I actually wanted to study sculpture at an art school. But my parents didn’t like the sound of “art school,” so I decided to go where my mother and grandmother had gone, Oregon State. By this point I hadn’t thought of a major, but I had heard about an intro class that took you on hikes, which I love doing, so I signed up for that. In that class, I heard from a professor who talked about renewable materials and all their uses from bio energy to buildings. I thought that was pretty cool. Once I met the people in the WSE/RM program, I knew it was the place for me. The program had so many opportunities for undergraduate research, international travel, and exposure to industry. I left the WSE program with work experience, research experience, connections in the forest product industry, stamps in my passport, and friends around the world.

Oh yeah, and a degree (or three).

Stuart: My original interest was in environmental studies, but I felt that the degree offered through the University of Oregon was too broad and not enough of an applied science.

Then, I found the renewable materials October 2019

program and felt like it checked all the boxes for me.

McKinley: I decided to go to graduate school at Oregon State University because the WSE program is wellknown for its innovative research and state-of-the-art testing facilities. I was also working for Fred Kamke, who is an outstanding researcher in the field.

I knew that going to a different graduate school than undergraduate would broaden my professional network and outlook on the field.

Q: What were your expectations as a young female in the wood products industry?

Morris: I had the great opportunity to do a few internships in different mills each summer, which gave me some insight as to the realities of working in a very male-dominate industry. From this experience, I began my career expecting the occasional old-timer who didn’t fully appreciate my capabilities, but I also know the industry is changing. There are more and more women in management positions in forest products companies now, so it’s not exclusively a man’s world anymore. I expected to run into some challenges with people not respecting me occasionally, but that it would be the exception, not the rule. So far, I’ve been right.

Moyers: Luckily, I had a lot of mentoring from other young females in the industry and had received a lot of advice. I expected to have to go to bat for myself often, and that there can be a lot of competition between Building-Products.com

Hayley Morris

Camille Moyers

Kelly Currans

females. I also expected to be put in a lot of situations where my opinion, questions, input, etc., would simply not be heard. To some extent, all of these have some truth to them. Most importantly, I (still) expect, to see a lot of change in industry in the time I’m working in it.

breakroom, etc., that the men felt like I was a burden to be around and that they couldn’t “be themselves” (i.e., make inappropriate remarks/jokes). This wasn’t always the case, but it was the majority of the time. I do feel as though my ideas were considered the same as my male counterparts. I think this issue came into play more so for my being a millennial and college graduate, and some of the more-tenured employees used that against my ideas. As if I can’t know the correct answer because I haven’t “put in my time.”

experience and a kind of maturity that has humbled me.

Morris: I’m very happy with my career choice. I love the wood products industry; my co-workers are great, I feel I’m doing important work, and I actually enjoy coming to the office each day. What more could you ask for?

Conroy: I believe I made a great choice. I really enjoy the wood products industry—our products are sustainable, the people are great, and I think there are a lot of benefits our industry brings to our local communities. I can picture myself switching positions along the road. I’m more on the sales side right now and I think I want to work my way into more marketing. But I don’t picture myself leaving my company, and I certainly don’t picture myself leaving this industry.

Q: For your first job in wood products industry, did you feel like you were treated the same as your male colleagues?

Currans: Initially, it was hard to pinpoint if I was being treated differently because I was a woman in a position of power or a college graduate—two things that were hard to find on the floor in my manufacturing setting. There were lots of surprised faces when I phrased my words in a direct instruction; there were comments about not being lady-like or needing to smile more, and heavy objects were taken from me for what I could only assume was for chivalry. My response to all of them was: “would you be saying or doing this to any other QC, or just me because I’m a woman?”

Moyers: I’ve had a lot of blunt, “as a woman, you will not be treated the same as your male counterparts.” conversations. Early on in my career, I was told that there were specific clients, locations, product lines, etc., that I could not work in/with because they “did not have respect for women.” Part of these were safety considerations, but I was also told that some of it was just because “women aren’t listened to the same way authoritative men are.” I’ve struggled with both of the concepts despite the intent. Through conversations with industry friends, I also learned at one time that I was paid less at starting than a less experienced, and less-qualified male counterpart.

McKinley: I felt like I had to prove myself tenfold over my male colleagues, because all eyes were on me as the one female in the group. I had some male colleagues who would do half the workload and get the same recognition I received. I also felt like when in a casual setting—work dinner, in the Building-Products.com

Q: What about now, are you treated the same? Do you feel like you have the same opportunities to advance?

Conroy: After graduation, my first job in the wood products industry has exceeded my expectations when it comes to gender equality. While there are still clearly more males than females, I believe we are respected equally and given the same opportunities, and I feel that my ideas and opinions are valued. It has been a wildly different experience than my first internship, but I am also now in an office environment in a city, as opposed to an internship in a mill in a small town, so that might be part of it.

Morris: I’m still early into my career, but I feel like I have the same opportunities to advance within the company as anyone else.

Q: When you see young females entering the industry, what do you want them to know?

Conley: I want them to know this is a great industry to be a part of, and that you shouldn’t be discouraged to be a part of it because of your gender. You are going to be told a hundred times that you look like someone’s daughter, you will get told you “don’t look like an engineer” or that you “don’t look like a lumber salesman,” and some of your male classmates will probably try to tell you “of course you got the job, they probably need more female employees.” Don’t let these deter you.

Your co-worker is probably telling you about his daughter because he’s trying to be friendly and fumbling to think of something you guys might have in common. The people telling you that you don’t look like the kind of person that would do your job are just idiots.

And your classmate who’s trying to say your gender got you your job is probably just jealous that he hasn’t found something yet. Figure out what you and your co-workers have in common, so they can actually get to know you. Show the idiots you’re exactly what someone in your position looks like. And lastly, you are intelligent and capable; that’s what got you the job.

Q: Do you feel like you made the right choice for you, career-wise?

Would you still make this choice?

Currans: I took this mill job after school for the cold-hard experience. I feel strongly that you cannot research, test, change or sell a product without knowing how and why it is made. It is important to know each step in the process and how diverse each problem is to know the best way to fix it.

I will never regret any job I have had because I am able to build on top of it. I think the physical blue-collar job at the mill gives me a specific kind of experience that no one can take away from me. I came in as fresh blood and will come out with a lot of on-the-job October 2019

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McKinley: GET A MENTOR and change that mentor if you do not like them or if your job/advice need changes. I think that the most important thing is to have someone to talk to when you have concerns or questions if something doesn’t feel right. That can mean a colleague is talking down to you, or a manager is trying to decide your career path for you because they think that is the best thing for you, or it can mean that you need someone to give you advice on a crucial conversation that needs to happen. I think that is the key to success for most young females starting in the workplace, but especially in the forest products industry. Also, don’t be afraid to speak up! Just because you are new, doesn’t mean you can’t have a voice and an opinion. It took me too long to gain that confidence, and I wish I had overcome that earlier on in my career.

Q : Do you feel like you have a responsibility to represent your gender in industry?

Currans: I do not feel responsible for other women. Asking me if I feel responsible for my gender is like asking me, as a redhead, if I feel responsible for Carrot Top—absolutely not. If someone refuses to hire another women because of one of my actions and connecting the two of us together purely because we are both women; that would be wildly irresponsible.

You don’t want that job anyway. I am only responsible for myself, it’s up to me to represent for myself. We can’t keep putting us in the box as women, but need to start questioning the behaviors that are putting women in the box.

I do feel responsible for allowing all opportunities to be equal between all intersectionalities. That is hard to do, so I am always willing to take courses or seminars to eliminate bias in the workplace.

Moyers: In every way! Each time I speak with management, go to bat for my employees, consider other alternatives, I always first think, “How will my actions provide reason for confirmation bias to my management?”

This sometimes means sacrificing what is best for me in the moment/short term, to try and represent my gender in industry as a whole. Sometimes this means biting my tongue, and sometimes it means having gentle conversations to try and educate.

Conley: No, I don’t.

Stuart: Regardless of the setting, I always feel I have a responsibility to represent the aspects of my identity— 14

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my gender, my age, and my company.

Within the industry, this is especially true. As a woman, I am an ambassador for my gender, as a person in their mid-twenties, I am an ambassador for my age group, and as an employee of Roseburg, I am an ambassador for the company.

Morris: Only somewhat. There are several women in the office I work in and there are more and more women coming into leadership roles in many companies. I don’t feel like I have the burden of representing women in the industry. I just feel like I’m part of the team. I wasn’t super sure how to answer this in the first place. I think as long as we keep lumping all women in industry together, we’re going to continue to have division along gender lines. I think that’s what we should be encouraging in all newcomers to the industry, both men and women. Not this “responsibility to represent your gender” business.

McKinley: Yes, and that’s mainly because I want to see more overall diversity in an industry that has a ton of potential, but hasn’t viewed it that way in many years.

Q: Do you see a shift in industry to embrace more diversity and bringing more women into the field? What do you think industry can do to increase the number of females?

Stuart: I have certainly heard more discussions about how to attract more females into the industry; however, the change itself is slow. I think the industry could improve by walking the talk. It might also help, if there was less attention drawn to the fact that someone is of a different age or gender (or any other distinguishing feature) in the first place. Personally, I do not want to feel special or targeted because of my gender, age or anything else. I just want to feel like an equally valued member of the industry doing my best to make positive contributions. I seek to be given equal opportunities and be recognized for my accomplishments.

I do want to note, that it is important to value differences in the workplace and organizations can benefit from different strengths, perspectives, backgrounds, cultures, etc., but this can be done without express acknowledgment of the physical differences between employees.

There are also subtle things like language in the industry that could be adjusted to be more inclusive. For example, I attended an association meeting where awards were given out October 2019

to Master Lumbermen. I am a total outsider, but it seems to me that the award could just as easily be Master Lumber Grader rather than Master Lumbermen.

The presence of subtle things in the language used in the industry help perpetuate and acknowledge the division between genders (or general groups of people) in the industry.

Morris: I think the number of women in the industry is already growing significantly. My graduating class from RM at OSU was almost 50% women. I think in another five to 10 years as the younger generation comes into the fold, we’ll see even more of a shift towards equality in numbers.

However, I think the biggest thing the industry can do to increase the number of women in leadership roles is have longer paid maternity and paternity leave. That would help to level the playing field.

Conroy: Yes, I think the industry is starting to bring more diversity into the field. But I think it’s happening slowly compared to other industries. I think our industry can improve diversity like I mentioned before by having more locations in cities. This would be more attractive to young people. For recruiting more females specifically, I think having females in the office already certainly helps. Avoiding language like “sales guys,” “salesmen,” and “the guys in the plant” would help as well. When I hear people referring to hypothetical customers or specifiers only as a “he,” it’s discouraging. And my last bit of advice would just be to be a good company, and look for good people, regardless of gender. There are plenty of talented women out here, so if you are a company with good ethics, good benefits, and one that treats their employees equally, the females will want to work for you, simple as that.

Moyers: The shift I see most is in women trying to support one another more. Biased opinion, because I generally surround myself with like-minded people in the workplace, there is already shifting and progress being made from the inside out. Education!

Providing education to management teams on the importance and advantages of building diversity could help to make more women feel more comfortable in the industry. I also think that fostering times for women in industry to get to know each other, voice themselves, brainstorm with other women going through the same things, etc., could really encourage forward thinking/progress.

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NAWLA 2019 TRADERS MARKET

Meet NAWLA’s 2019 scholarship recipients T

he North American Wholesale munities, internships, extracurricular Lumber Association introduced a new activities and outstanding grade-point scholarship program in 2019 to recaverages, while others are balancognize outstanding full-time students, ing full- or part-time jobs and famiand recently announced the first 20 ly responsibilities in addition to their recipients. higher education. Their extensive NAWLA’s scholarship proaccomplishments made it a challenge gram provides an award of $2,500 to for NAWLA’s Scholarship Committee employees of current NAWLA to select just 20 recipients from member companies, or their nearly 200 qualified candichildren, to support their dates, according to 2019 attendance at a higher-edNAWLA chair David ucation institution.

Bernstein.

Selection criteria for Kami Winfrey, NAWLA’s scholarship director of techniincluded school and cal services at Potlach community involvement, Delta Corp., is one of Kami Winfrey academic performance the recipients who is curand educational goals. The rently working full-time in scholarship was available to the forest products industry. She students pursuing any career field or expects to graduate March 2020. major, and will be applied to qualified “I am currently in the second year tuition costs for the 2019-2020 of my MBA through Whitworth academic year. While scholarships University in Spokane,” said are one-time awards, applicants may Winfrey. “I have been in the re-apply annually.

Information Technology field for As part of the application process, the past 15 years and would like all 2019 applicants were also asked to continue in this field. Down the to provide an essay on where they see road, I would either like to use my themselves in five years. These essays MBA to be an adjunct professor at a revealed career pursuits ranging from college (teaching IT Management), or nursing to landscape architecture, and potentially a CIO.” that some applicants will be the first in “I am truly humbled and honored their families to have the opportunity to be chosen for your scholarship,” to attend college as a result of scholarsaid Winfrey. “This means so much ships such as this one. to my family and I, and I cannot thank Many applicants have already disNAWLA enough. This scholarship tinguished themselves through extenallowed me to not have to worry so sive volunteer activities in their commuch about financing my education,

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and just focus on my goals.”

For the past six years, Rachel Elliott has been working toward a degree in the healthcare field, more specifically in the chiropractic and pediatric realm. In 2016, she graduated from the University of Wisconsin-Green Bay with a bachelor’s of science degree in human biology and an emphasis in exercise science. Now in her third year of the Doctor of Chiropractic program at Life University, in Marietta, Ga., Elliott will graduate with her doctorate degree in December 2020.

“This scholarship will be immensely helpful in my progress toward being a pediatric and prenatal chiropractor,” said Elliott. “Besides helping with some tuition costs, this scholarship will give me the opportunity to enroll in the International Chiropractic Pediatric Association program, which will allow me to Rachel Elliott take seminars and classes to become a certified pediatric chiropractor, one of my lifelong dreams!”

Alexander Williams is currently a senior at the University of New Hampshire, pursuing a bachelor’s of science degree in biotechnology.

After graduating in December 2019, he plans to attend graduate school and Building-Products.com

achieve a PhD in tissue engineering and regenerative medicine.

“I plan to enter the employ of a biotechnology or tissue engineering company and gradually work my way up the industry ladder,” said Williams.

“My ultimate goal is to work as a senior research-and-development (R&D) scientist in the tissue engineering field, where I will be able to contribute significantly towards the production of human tissue and organs for use in restorative surgery and transplantation. I live to see the day where the Organ Transplant Waiting List is a thing of the past, and where anyone who is in need of a new liver, kidney, arm, leg—you name it—is able to get one engineered quickly and affordably using their own stem cells.”

“The 2019 NAWLA Scholarship has helped significantly pay for my tuition and expenses for the 2019 school year,” said Williams.

“Thanks to Alexander Williams NAWLA, I have more liberty to provide for my own future, and I don’t have to be as concerned about being burdened with student debt I am unable to repay. I am honored to have been awarded a 2019 NAWLA Scholarship.”

A recent high school graduate, Skylar Skovlund is about to embark on a five-year athletic training program at Dakota Wesleyan University. Her goals include earning a master’s degree in athletic training and entering a physical therapy program. Skovlund will also play on the college soccer team while earning her degree.

“I would recommend for everyone to try for this scholarship because it is going to help me achieve my dreams of becoming a physical therapist,” said Skovlund. “Anyone has the possibility of receiving this scholarship.”

NAWLA will again offer its scholarship program in 2020, and will accept applications starting in spring 2020. For more information about the 2019 program, or to view the full list of 2019 Scholarship Program recipients, visit nawla.org.

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NAWLA 2019 TRADERS MARKET

Step out of the office and into the forest

A week in the life of a Wood Basics attendee P

erfect for those new to the forest products industry, the NAWLA Wood Basics course immerses attendees into each aspect of the industry. The curriculum covers the entire life cycle of lumber, from seed to sale.

Industry experts and Wood Basics instructors Chris Knowles, PhD, Henry Quesada, PhD, and David Jones, PhD, guide the class through a week-long immersive training experience where attendees engage with one another, get hands-on experience, and participate in professional sales training.

Whether you’re at Virginia Tech in the spring or Oregon State University in the fall, here’s what you can expect from your week at Wood Basics: Going back to our roots, quite literally, Monday morning kicks off with classroom sessions covering wood anatomy, forestry and harvesting. That

is followed-up by an off-site tour of the nearby forestlands to see first-hand how the harvesting lifecycle impacts the lumber industry. The afternoon is spent back in the classroom discussing manufacturing, engineered woods, chain of custody and current industry trends with green building.

With an early start, the class spends all of day two touring two different lumber mills. These guided tours provide an up-close-and-personal look into the production of various types of products, including engineered wood.

Almost always a Wood Basics favorite outing, experiencing mill operations, watching the wood transform, and understanding the many steps of production provides a great foundation of knowledge for up-and-coming traders.

The education on Wednesday builds on the foundation that the

The Wood Basics course offers instruction from classrooms such as a forest and a mill

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class has learned the prior two days.

Classroom topics on day three include logistics and transportation, market trends, forecasting, diversity and inclusion in the industry, and lumber grading. Throughout the day, attendees start to get a larger picture of the many parts of the lumber industry and how understanding each component is crucial to a successful supply chain. The afternoon includes a tour of the wood science lab to observe stress tests and the big structures lab.

The class is tested on their grading during an interactive exercise, with help and coaching from the instructors, of course.

The final day of Wood Basics is spent with sales guru and negotiation expert Scott Olsen. Through a series of lessons, games and role play, the class explores various negotiation strategies and how to use each one effectively. By the afternoon, the classroom is buzzing with attendees persuading one another and working on hypothetical deals. The evening concludes with a closing ceremony dinner and a toast to a productive week.

This course takes you from freshman to lumber professional in one week; there’s no other industry program that offers this level of education in a concise, thorough manner. Bus rides, dinner and session breaks provide ample time for attendees to network, share stories, forge connections, and ask questions. By the end of the week, the class has bonded and made life-long contacts, and sometimes even business deals!

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NAWLA 2019 TRADERS MARKET

Grow your knowledge, grow your business

Attend 2020 NAWLA Leadership Summit W

hile the North American Wholesale Lumber Association may be best known for its annual Traders Market, NAWLA also hosts a successful Leadership Summit each spring that is co-located with the Western Wood Products Association annual meeting. The event is open to all decision-makers within the forest products industry, including those from retailers, buying groups, jobbers and other segments across the supply chain.

The 2020 NAWLA Leadership Summit + WWPA Annual Meeting will take place March 8-10 at the stunning JW Marriott Palm Desert Resort & Spa in Palm Desert, Ca.

The two-day educational and networking program features presentations from industry thought leaders who will focus on relevant management topics and key industry trends such as transportation, hiring and retaining talent, succession planning and more. The popular Legends of Lumber panel of seasoned industry professionals will return for the 2020 event as well.

The event also includes ample opportunity for attendees to exchange business ideas and best practices with customers, prospects and suppliers through structured and informal networking activities.

Network, learn and relax at the 2020 NAWLA Leadership Summit

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Jared Carroll, senior commodity trader at Weston Forest said, “Networking at this event is greater than any other industry event. The educational component is top-notch.”

Additionally, the winner of the prestigious Mulrooney Award will be formally presented during the Monday evening Chairman’s Dinner and reception. Making its formal return in 2019, this award recognizes individuals who have made an significant contribution to the forest products industry.

Nominations for the 2020 Mulrooney Award are currently being accepted through the NAWLA website through November 1.

The 2019 event was a great success and the 2020 event will be no different. In fact, 93% of those attendees reported that they would recommend this event to a colleague.

Outside of networking activities and education sessions, the event also makes the most of the beautiful location with optional golf tournament and bike tour outings. For significant others interested in joining for the trip to Palm Desert, NAWLA organizes a robust and enjoyable spouse program with networking and activities.

Registration for the combined event is open, with on-site registration at Traders Market available in the NAWLA booth or online at nawla.org/ LeadershipSummit.

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NAWLA 2019 TRADERS MARKET

Help NAWLA honor an industry leader N

ominations are now being accepted for the 2020 John J. Mulrooney Award. The award, presented by the North American Wholesale Lumber Association, is open to anyone in the forest products industry.

Established in 1979, the award commemorates the life and career of Mulrooney, emphasizing his important contributions to the forest products industry. Since his passing, NAWLA has recognized an elite group of individuals who exemplify the qualities Mulrooney embodied: steadfast leadership, strategic thinking, personal integrity, and service to others.

“John J. Mulrooney was the chief executive officer for NAWLA for 19 years until his abrupt passing in 1979,” said Jim McGinnis, NAWLA chair and president of McGinnis Lumber Co. “He was very well respected in the industry; he at one time was an active wholesaler before he was tapped to become the NAWLA executive.”

Mulrooney chose to leave his successful wholesale business to assume the role of NAWLA chief of staff executive in 1960, and led the organization until his unexpected death. His steadfast leadership and analytical mind allowed him to shepherd the organization through many challenges, including the federal price controls imposed during

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John J. Mulrooney

the Nixon administration.

“When he died suddenly, the officers and board of NAWLA felt it would be appropriate to honor him with an award bearing his name that would then be given to individuals who were recognized to possess the same qualities that Mr. Mulrooney did,” said McGinnis.

Soon after his death, the Mulrooney Award was created to honor his memory and to recognize others who exhibit similar devotion to the forest products industry. Since 1980, NAWLA has recognized 31 outstanding individuals with this prominent award.

NAWLA recently brought back the Mulrooney Award in conjunction with the association’s 125th anniversary celebrations. In 2019, NAWLA presented the award to the late Jack McKinnon, whose leadership and vision is credited with October 2019

the founding of Forest City Trading Group (FCTG).

“Jack, most notably was an innovator, and was charismatic. Those qualities are not frequently found in the same individual. I don’t know where the industry would be today if Jack had lived another 20 years,” said Lorin Rydstrom, FCTG board of directors member and longtime friend of Jack McKinnon’s. “I suspect if he had, the industry would be more efficient and effective than it is today because that’s what Jack wanted to get done.”

NAWLA will select the 32nd recipient this winter, and present to him or her at the 2020 NAWLA Leadership Summit + WWPA Annual Meeting March 8-10 in Palm Desert, Ca. Nominations for the 2020 award are being accepted through November 1, 2019. The ideal candidate is someone who is contributing in valuable, tangible ways to our industry. The recipient will likely be someone who doesn’t turn away from difficult situations, and in fact, someone who faces challenges headon. Ideal candidates must demonstrate strong personal integrity and a record of service to others and/or to the forest products industry.

To view the list of past recipients, or to submit a nomination, visit www. nawla.org/MulrooneyAward.

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On the same path.

Your journey to streamlined operations begins and ends with DMSi. Because we build software solely for the lumber and building materials industry, we understand your day-to-day needs and long-term goals.

Our unmatched knowledge and personal service mean we’ll be there, helping you navigate the road to profitability. Always by your side.

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NAWLA 2019 TRADERS MARKET

2019 NAWLA Traders Market

Exhibitor Directory – All listings are based on exhibitor submissions as of 9-13-2019 or previous year’s information.

A.D. RUTHERFORD INTERNATIONAL 900 reception@adrutherford.com; (204) 6337207; www.adrutherford.com We create automated procedures for importers & exporters in the forest product industry. We make customs clearance simple.

ACCESS WORLD USA LLC 426 michelle.pave@accessworld.com; (443) 963-1230; www.accessworld.com Global logistics and warehousing solutions.

ADVANCED BUILDING PRODUCTS, INC. 300 jgraves@abp-1.com; (207) 490-2306; www. advancedbuildingproducts.com Over the years, Advanced Building Products has become a leading manufacturer of entangled net technologies. These technologies are found in numerous construction products utilized in residential, light commercial, and cavity wall commercial applications.

This year at the NAWLA show, the company will be exhibiting its industry-award winning rain screen, Mortairvent, along with its wood roof ventilation mat, Cedair-Mat; radon abatement mat, RAM Vent; and innovative take on the common furring strip, Watairvent.

AFFINITY HR GROUP 936 claudia@affinityhrgroup.com; (877) 6606400; www.affinityhrgroup.com We provide HR and management support to NAWLA members, including recruiting, handbooks, and on-call support.

ALLURA BY ELEMENTIA 610 toanderson@elementia.com; (281) 7427044; www.allurausa.com Premium fiber cement building material manufacturer. With the industry leading warranty, it protects and beautifies any project.

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ALTA FOREST PRODUCTS, LLC 331 saleslist@altafp.com; (800) 599-5596; www.altafp.com Alta Forest Products is the world’s largest producer of western red cedar fence boards and other premium species only found in the Pacific Northwest forests.

ANDERSEN PACIFIC FOREST PRODUCTS LTD. 942 ssatosono@apfp.bc.ca; (604) 462-7316; www.andersenpacific.ca A family-owned primary specialty sawmill located in Maple Ridge, B.C. With access to West Coast logs, APFP is focused on manufacturing consistent quality, high-grade lumber products for the global marketplace.

302 ANTE-HOLZ GMBH philipp.klevers@ante-holz.de; 49-2984308206; www.ante-holz.de German manufacturer of spruce dimension lumber with two certified sawmills.

ARAUCO 1004 marketing@arauco-na.com; (800) 2614890; www.arauco-na.com Arauco manufactures the industry’s most comprehensive selection of composite panels, TFL, plywood, millwork and lumber.

ARROW RELOAD SYSTEMS INC. 743 pkrakowski@arrow.ca; (503) 735-1100; www.arrowreload.ca With operations throughout Canada and the U.S., Arrow provides quality trucking, railcar and container reloading.

ASIA BUILDING MATERIALS LTD. 1102 jerryabm@roadrunner.com; (843) 2350531; www.asiabm.com Asia Building Materials Ltd. is the oldest and largest supplier of primed, FJ/EG paulownia trim boards, pattern stock, and bevel siding to the U.S. market.

1019 AVON PLASTICS karen.stoos@avonplastics.com; (800) 5354838, ext. 1; www.armadillodeck.com Avon Plastics is one of the largest plastic recyclers in the U.S. Family-owned for 50+ October 2019

years, our brands include Armadillo, Master Mark, TurboClip, Gridworx and QuixTile.

BARRETTE OUTDOOR LIVING PRODUCTS 1118 jpoulin@duralifedecking.com; (207) 5711765, Ext. 791; www.duralifedecking.com Manufacturer of RDI railings, DuraLife composite decking, and several fencing lines.

BEASLEY FOREST PRODUCTS 402 brandon.cox@beasleygroup.com; www. beasleyforestproducts.com; (912) 375-5174, Ext. 4703; Beasley Forest Products, located in Hazlehurst, Ga., has an extensive line of SYP products and a top producing hardwood manufacturer for domestic and exports.

340 BELCO FOREST PRODUCTS jcarroll@belcofp.com; (360) 426-8900; www.belcofp.com Manufacturer of ArmorCoat XT, treated wood trim & fascia with a 20-year warranty.

BENJAMIN OBDYKE 1126 customerservice@obdyke.com; (800) 5235261; www.benjaminobdyke.com Benjamin Obdyke invented the first ridge vent on a roll and first wood roofing underlayment, revolutionizing ventilation and protecting against heat and moisture build-up.

BENNETT LUMBER PRODUCTS, INC. 600 jim@blpi.com; (208) 875-1321; www. blpi. com Family-owned sawmills in Idaho and Washington producing quality F&L, WF, IR cedar, PPLP, ESLP and IWP boards and dimension for the wholesale and wholesale distribution markets. .

1006 BIEWER LUMBER, LLC customerservice@biewerlumber.com; (800) 482-5717; www.biewerlumber.com Family-owned group of companies comBuilding-Products.com

mitted to the environment and sound forest practices. Companies include five sawmills, three treatment plants, and Biewer Logistics.

BINDERHOLZ DEUTSCHLAND GMBH 406 office@binderholz.com; 49-8456-7596158; www.binderholz.com The European market leader in solid wood products and innovative construction solutions.

BITTERROOT VALLEY FOREST PRODUCTS 412 pat@bvfpmontana.com; (406) 523-4110; www.bvfpmontana.com Remanufacturing specialty products, including paneling, T&G, siding, ceiling decking, primed trim and fascia, Montana GhostWood, log siding, timber siding, and furring strips.

502 BLG CARGO LOGISTICS GMBH hkaupke@blg.de; 49-4213-982254; www. blg-logistics.com Owner of the terminal and stevedores of seaport Neustaedter Hafen, Bremen. Since 2001, BLG has handled and loaded European lumber on board Grieg Star/G2Ocean-vessels to U.S. East Coast and Gulf ports.

BLUE BOOK SERVICES 524 tjohnson@bluebookservices.com; (630) 668-3500, ext. 745; lumberbluebook.com

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Premier glue laminated beam manufacturer in the EWP manufacturing industry.

Product line consists of 1.6E, 1.8E, 1.9E and 2.1E beams; combination 48 & 50 columns; treated beams & columns; fire retardant coated beams & columns; & F/J lumber.

Grow sales using Blue Book’s in-depth, industry-specific database of 20,000+ lumber companies. Search and view by location, products/species handled, contact information, and company credit/pay history.

812 BNSF RAILWAY lang.vu@bnsf.com; (817) 867-0781; www. bnsf.com BNSF operates one of the largest railroad networks in North America, with 32,500 route miles covering 28 states and two provinces.

BOSCUS CANADA, INC. /ARBEC LUMBER 908 razar@boscus.com; (514) 694-9805; www. boscus.com BPWOOD 740 (250) 493-9339; www.bpwood.com The nimble innovators. From first cut to final user, BPWood delivers sustainable supply chains on the periphery of pure commodity wood markets.

BOISE CASCADE GLULAM 733 amyvitek@bc.com; (208) 337-4717; www. bc.com Beauty meets flexibility. Boise Glulam is manufactured as custom curved beams for a unique look and decay-resistant stock beams for concealed locations, decks and overhangs.

BRAMWOOD FOREST PRODUCTS 805 adam@bramwood.com; (416) 744-4531; www.bramwood.com Bramwood Forest Inc., est. 1990, is a leading manufacturer of industrial and specialty lumber. They’re proficient in pallet & crate components and premium strips.

BOISE CASCADE WOOD PRODUCTS 731 judyhaney@bc.com; (208) 337-3134; www.bc.com STOP. Drop and roll in to see your friends at Boise Cascade. We like building long-term relationships and quality wood products.

1023 BUCHANAN SALES INC. paulgrassia@buchanansalesinc.ca; (807) 343-6565; www.buchanansalesinc.ca Exclusive sales agent for Nakina Lumber and Longlac Lumber, random dimension eastern SPF sawmills located in Ontario, Canada.

BOLDESIGN INC. 342 jeremypitts@boldesigninc.com; www. boldesigninc.com Wood drying, curing and heat trying equipment.

BUILDERWIRE, INC. 501 jmcnamara@builderwire.com; (781) 2147119; www.builderwire.com Integrated B2B e-commerce systems.

BOOZER LAMINATED BEAM CO. 809 ejames@boozerbeam.com; (256) 2372875, Ext. 10; www.boozerbeam.com

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CALCULATED STRUCTURED DESIGNS 414 snason@csdsoftware.com; (403) 797-2501; www.csdsoftware.com Software solutions for the EWP, component, architectural and building industries, including isPlan, isDesignCenter, isOptimize, isDesign and isWall.

construction grades coupled with dimensional surfaced products allows us to be a one-stop shop for all your lumber needs.

1104 CALIPER rroman@calipercorp.com; (609) 524-1224; www.calipercorp.com Employee assessment and talent management solutions.

709 CANFOR michael.almond@canfor.com; (604) 2646244; www.canfor.com Canfor is one of the world’s largest producers of sustainable softwood lumber for general construction, specialty appearance applications, and high-strength mass timber components. With over 50 production facilities, Canfor is able to better serve its customers and their growing needs.

CAL-TEX LUMBER CO. 838 joelw@caltexlbr.com; (936) 564-6426; www.caltexlbr.com CALVERT COMPANY 504 brittany@calvertglulam.com; (360) 6930971; www.calvertglulam.com As one of the oldest continuous glulam manufacturers in the U.S., Calvert Co. was founded in 1947 and brings more than 50 years of experience producing high quality glued laminated beams.

C&C WOOD PRODUCTS, LTD. 525 mmcinnes@ccwoodproducts.com ; (250) 992-7471; www.ccwoodproducts.com Logging, sawmill and remanufacturing facilities. Producing quality SPF multilaminate timbers, siding and interior paneling.

411 C&D LUMBER CO. leslies@cdlumber.com; (250) 874-2241; www.cdlumber.com Great people, great products, great customers. This has been C&D’s motto and vision for over 125 years. Specializing in DF and cedar rough cut timbers in appearance and

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808 CARRIER LUMBER rfoot@carrierlumber.bc.ca; (250) 5633313; www.carrierlumber.ca A tradition of innovation and quality.

CENTURY ALUMINUM RAILINGS 800 kscott@cendekrailings.com; (250) 8096815; www.cendekrailings.com Century’s success has been built on a long history of providing top quality railing systems to the DIY homeowner, professional contractor, and large-scale commercial users.

513 CERSOSIMO LUMBER CO. INC. chartle@cersosimo.com; (802) 257-1300; www.cersosimo.com Manufacturer of quality KD eastern white pine and Northern hardwoods, specializing in lumber of 1” though 16/4. Facilities include five sawmills with 50 million bd. ft. production, 5 million bd. ft. kiln capacity.

304 CLAYMARK USA scott@claymarkusa.com; (208) 287-4424; www.claymark.com New Zealand’s largest manufacturer of premium pine products. Claymark has a long history in supplying the USA market with high grade clear boards, primed exterior trim, and now structural products.

October 2019

CMPC USA 308 carolina.shaw@cmpc.cl; (770) 551-2640; www.cmpc.com/en CMPC is a large-scale global corporation approaching 100 years in existence, with over 1.7 million planted acres of sustainably managed forests located between Chile, Brazil, and Argentina. CMPC manufactures and distributes forest products to over 50 countries, demonstrating a solid supply chain and experienced distribution network. Products include lumber, plywood and millwork.

C.M. TUCKER LUMBER COS. 803 elist@cmtuckerlumber.com; (843) 6726135; www.cmtuckerlumber.com SYP sawmill, remanufacturer and pressure treater, with treating plants in Pageland and Rock Hill, S.C., and Henderson, N.C.

COASTAL FOREST RESOURCES CO. 522 dvickers@coastalplywood.com; jhatch@ cfpalabama.com; www.coastalplywood.com; (850) 539-6432 Coastal manufactures southern yellow pine plywood, timbers and pressure treated products in Havana, Fl., and Chapman, Al. COEUR D’ALENE WOOD 301 chris@cdawood.com; (208) 457-3908; www.cdawood.com Manufactures an innovative, one-of-akind line of aged wood products for its distributors. CdA Wood achieves a unique color and exceptional aesthetic appeal on each piece of raw lumber without the use of paints, stains or other contaminants. The Xcelerated product line has the structural integrity for outdoor siding and trim and is safe for indoor uses.

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of SPF dimension lumber and specialty products. The addition of an export group has provided access to 30 countries worldwide.

COLLINS 730 djohnson@collinsco.com; (503) 826-5202; collinswood.com Founded in 1855, Collins is family-owned with over 311,000 acres of FSC-certified lands in California, Oregon and Pennsylvania.

Products include softwood, hardwood, NAF particleboard, siding and trim.

712 COLUMBIA CEDAR todd.f@columbiacedar.com; (503) 8288557; www.columbiacedar.com Electric Blue, a family of premium products by Columbia Cedar, leads the industry in grade quality and manufacturing.

327 COMBILIFT info@combilift.com; (336) 378-8884; www.combilift.com Combilift offers a range of forklifts including pedestrian, articulated, four-way, and sideloaders engineered to save space, increase storage and handle long loads safely through narrow openings.

CT DARNELL CONSTRUCTION/SUNBELT RACK 907 info@ct-darnell.com; (770) 569-2244; www.sunbelt-rack.com/home CT Darnell Construction and Sunbelt Rack provide customized racking systems for LBM, Power Bin automated lumber storage systems, pre-engineered steel buildings, facility and yard planning, and general contracting.

810 DAKERYN INDUSTRIES LTD. lauren_chimko@dakeryn.com; (604) 9860323; www.dakeryn.com Wholesaler, distributor & remanufacturer

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815 DELTA CEDAR SPECIALTIES deang@wshore.ca; (604) 589-9006; www. wshore.ca Expert in the timber lifecycle, the owner operated, boutique firm sources, selects, sorts, mills, manufactures and markets on grade WRC, yellow cedar, and DF. 918 DIGGER SPECIALTIES, INC. mkittrell@diggerspecialties.com; www. diggerspecialties.com; (800) 446-7659, Ext. 318 Digger Specialties, Inc. manufactures low-maintenance vinyl and aluminum railing and fencing systems.

640 DISDERO LUMBER COMPANY rkline@disdero.com; (800) 547-4209; www.disdero.com Manufacturer and distributor of specialty wood products since 1953. Lock Deck is structurally engineered roof decking used for ceilings, roofs in heavy timber construction as well as wood frame, and hybrid systems.

DMSI SOFTWARE 927 tradeshow@dmsi.com; (402) 330-6620, ext. 142; www.dmsi.com DMSi develops business software for the building materials industry. Streamline inventory and accounting with Agility ERP, and grow your sales pipeline with Building Results CRM. 409 DORRIS LUMBER & MOULDING joshuatyler@dorrismoulding.com; (916) 452-7321; www.dorrismoulding.com Solid lineal & cut-to-length pine moulding company. Full truckloads or partials. Quality and on-time service. CAD system ensures your items are always correct.

October 2019

DOUBLETREE FOREST PRODUCTS LTD. 330 selder@doubletreebc.com; (604) 294-8262; www.doubletreebc.com Specializing in the Specialties, Doubletree Forest Products is your source for western red cedar, Douglas fir, Alaska yellow cedar decking, timbers, pattern stock, and more.

507 DUNKLEY LUMBER LTD. pnovak@dunkleylumber.com; (250) 9984415; www.dunkleylumber.com Dunkley Lumber is a premium producer of high quality SPF and DF dimensional lumber from the northern interior of B.C.

DURGIN & CROWELL LUMBER 618 adarrah@durginandcrowell.com; (603) 763-2860; www.durginandcrowell.com SFI-certified eastern white pine sawmill in New London, N.H. Producing 30 MMBF of 4/4 boards annually. We are Pine Passionate.

EACOM TIMBER CORP. 924 stephane.boileau@eacom.ca; (514) 8486946; www.eacom.ca Major Canadian wood products company encompassing seven sawmills, a remanufacturing facility, and an engineered I-joist plant. It is committed to investing in strong assets, including healthy forests, advanced technology, and talented people.

1101 EAGLE PLYWOOD SPECIALTIES shelley@eagleplywood.com; (541) 4793456; www.eagleplywood.com Eagle Plywood Specialties, established in 1972, is a privately held plywood manufacturer in the USA. Its plywood mill is located in Harrisburg, Or. Eagle provides its customer with the most extensive selection of panel sizes and plywood products in the industry.

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ECO CHEMICAL INC. 521 griffin@ecochemical.com; (800) 677-7930; www.ecochemical.com Leader in the development and manufacturing of state-of-the-art, eco-friendly paints and stains for the wood products industry.

ELK CREEK FOREST PRODUCTS 635 mark@elkcreekforest.com; (503) 4744446; www.elkcreekforest.com Elk Creek Forest Products is a wholesale lumber distributor and remanufacturer of Douglas fir timbers. Its 20-acre McMinnville, Or., yard is fully stocked with quality GDF and KDDF lumber in sizes from 1x4 8’ to 18x24 40’ that it can ship as full sawn rough, S4S or band resawn. Elk Creek specializes in orders where specifications of tally, appearance, packaging and delivery are critical. It has WCLIB-certified graders on staff and is FSC certified.

ELOF HANSSON USA INC. 605 yisury.antonio@elofhansson.com; (914) 345-8695; www.elofhansson.com Elof Hansson Trade sources forest products from leading suppliers in Europe, Asia and the Americas for customers all over the world. It doesn’t just sell a product, but rather an added-value package of financing, risk management, shipping and marketing.

Simply put, it provides business expertise that makes life easier for buyers and sellers of pulp, paper, timber and fiber.

EMPIRE LUMBER CO. 1018 larrys@feltsfield.com; (509) 534-0266; www.empirelumber.com Empire Lumber Co. is a family-owned sawmill located in Central Idaho. Its primary products are inland red cedar boards, F/L dimension and WF dimension.

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EPICOR SOFTWARE 1025 emily.thornhill@epicor.com; (512) 2785046, epicor.com/retail/lumber-software.aspx.

EULER HERMES 638 lauren.rizzi@eulerhermes.com; (410) 7530497; www.eulerhermes.us The oldest and largest provider of trade credit insurance and accounts receivable management solutions.

EVERWOOD TREATMENT CO. 741 steve@everwoodtreatment.com; (251) 379-1874; www.everwoodtreatment.com Everwood Treatment Company has been a leader in the lumber industry for over 30 years. We are the one-stop shop for all your southern yellow pine needs.

604 F.H. STOLTZE LAND & LUMBER kpage@stoltzelumber.com; (406) 8927010; www.stoltzelumber.com Family-owned sawmill in Northwest Montana producing DF, larch, ESLP, PPine, Hem-fir, and west woods, commons and dimensional lumber.

1024 FASTMARKETS RISI information.risi@fastmarkets.com; (866) 271-8525; www.risiinfo.com Fastmarkets RISI and Random Lengths publish the most relied-upon price assessments in the wood products market.

311 526 MEDIA GROUP padams@building-products.com; (714) 4862735; www.building-products.com Publisher of a range of print and digital offerings for the world’s hardest work-

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ing market segment, the American Bedrock Infrastructure Industries. Its flagship supply chain publications are BPD-Building Products Digest (in the South, Midwest and Northeast) and The Merchant Magazine (in the West).

FLEXPAK CORP. 700 sales@polycovers.com; (541) 385-9444, ext. 4; www.polycovers.com Lumber wrap, lumber covers, and railcar covers. For over 25 years Flexpak has been manufacturing packaging for lumber and engineered wood products.

1120 FOREST ECONOMIC ADVISORS dbattaglia@getfea.com; (978) 496-6338; www.getfea.com FOREST PRODUCTS DISTRIBUTORS INC. 608 ckorb@forpd.com; (605) 341-6500; www. forpd.com Wholesale lumber company with a reman plant, offering ponderosa pine boards, S4S and pattern, alder, treated fence posts, and other remanufactured products. Direct shipments from all U.S. producing areas.

FOREVER FOREST (OMAHA CHILDREN’S MUSEUM) 1106 fjbarnhart@ocm.org; (402) 930-2358 Forever Forest exhibition and Truth About Trees.

FRASERVIEW CEDAR PRODUCTS 807 dgriffiths@fraserviewcedar.com; (604) 590-3355, ext. 108; fraserviewcedar.com Fraserview Cedar saws Coastal Canadian logs to create high level finished products.

70 million BF is produced at state-of-the-art plants near Vancouver.

920 FRERES LUMBER CO., INC. bmaeda@frereslumber.com; (503) 8594250; www.frereslumber.com Freres Lumber Co. is a family-owned forest products manufacturer of softwood veneer, plywood and MPP (Mass Plywood Panels).

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DO YOU HAVE WHAT IT TAKES TO MAKE THE GRADE?

Introducing The Grader Academy by NELMA, a FREE interactive on-line grader training program. Built by the Northeastern Lumber Manufacturer’s Association as a grader training tool for Eastern White Pine and Spruce-Pine-Fir species, The Grader Academy is now available to the entire industry. *Learn about lumber grading standards *Test your grade rule knowledge *Play Above-Board, the real-time Grader Game *Compete with your friends and colleagues

Visit www.graderacademy.org to test your knowledge and skills at the lumber grading profession.

Š 2017 NELMA

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903 FURTADO FOREST PRODUCTS (604) 945-0251; www.furtadoforest.com A family owned and operated company.

Its primary focus is western red cedar, but it also offers Douglas fir and yellow cedar.

GEORGIA PACIFIC 509 jlkey@gapac.com; (800) 284-5347; www. buildgp.com/wood/lumber When you think of lumber, you think of one name: Georgia-Pacific. See its variety of grades and sizes in both southern yellow pine and western softwood lumber.

421 GILBERT SMITH FOREST PRODUCTS LTD. mmitten@gsfpcedar.com; (250) 672-9727; www.gsfpcedar.com WRC manufacturer specializing in premium blanks in 2x4 – 2x10 for remanufacturers.

Small tight knot interior products include dimension 2x3 – 2x12 RH and S4S and 1x3 – 1x12 in 3/4” S1S2E boards.

612 GORMAN BROTHERS ccook@gormanbros.com; (800) 663-5087, Ext. 261; www.gormanbros.com A comprehensive line of the finest boards for new construction/renovations, S4S boards, patterns, fingerjoint.

HAIDA FOREST PRODUCTS LTD. 508 rtam@haidaforest.com; (866) 553-9663; www.haidaforest.com Haida Forest Products is a WRC reman mill specializing in high quality clear/knotty T&G panelings, S4S/S1S2E finish, Haida Skirl wavy edge, and bevel sidings.

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636 HAMPTON LUMBER SALES kaitlinbartel@hamptonlumber.com; (503) 203-6486; hamptonaffiliates.com Hampton carries an expanded range of products, in all western species, for both domestic and global customers.

HANCOCK LUMBER CO. 701 mduprey@hancocklumber.com; (207) 627-6113; www.hancocklumber.com Since 1848, Hancock’s commitment has been to its employees, customers and its eastern white pine products. Three facilities in Maine specialize in flexibility, consistency, customer-oriented products, tallies, patterns and packaging solutions to enhance customers’ buying experience.

HARDEL MUTUAL PLYWOOD CORP. 537 sales@hardel.com; (800) 562-6344; www. hardel.com In business since 1953, Hardel manufactures high quality siding, sheathing, underlayment, sanded, marine, Medium Density Overlay, and High Density Overlay Plywood.

500 HOLZINDUSTRIE SCHWEIGHOFER sebastian.melniciuc@schweighofer.ro; 40-2302-07400; www.schweighofer.at Sawmilling and future production facilities.

October 2019

HOLZINDUSTRIE STALLINGER GMBH 1020 gregor.sommer@stallinger-holding.com; www.stallinger-holding.com; (437) 672273040 Stallinger Timber Industries is a sawmill for whitewood from Europe. It produces mainly dimension lumber PET length, but can provide any custom cut required.

843 HOOD INDUSTRIES omccarty@hoodindustries.com; (601) 296-4859; www.hooddistribution.com

510 HOOVER TREATED WOOD PRODUCTS kmiller@frtw.com; (706) 595-9855, ext.

100; www.frtw.com In business since 1955, Hoover supplies a comprehensive portfolio of pressure-impregnated KD lumber & plywood products for fire retardant & preservative applications.

Hoover has 10 company-owned treating facilities, conveniently located to service a 120+ member stocking distributor network across the U.S. and Canada.

742 HY MARK WOOD dale@hymarkwood.com; (604) 541-4290; www.hymarkwood.com Western red cedar specialties for the U.S. markets.

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744 IDAHO FOREST GROUP isales@idfg.com; (208) 762-6455; www. idfg.com A leader in the forest industry, Idaho Forest Group focuses on manufacturing the highest quality lumber by being on the leading edge of technology.

601 IDAHO TIMBER dbadesheim@idahotimber.com; (208) 377-3000; www.idahotimber.com Idaho Timber is manufacturer and distributor of lumber and building materials. DFL, HF, SPF, SYP and PP dimension. 5/4 SYP decking, IRC boards, 4/4 PPLP boards, and split rail cedar fencing.

307 INDEPENDENT DISPATCH INC. ggilbert@independentdispatch.com; (503) 535-6404; independentdispatch.com Serving the forest products industry since 1980, IDI has built a loyal customer following because of superior service and knowledge of the shipping industry.

KALESNIKOFF LUMBER CO. LTD. 425 coreys@kalesnikoff.com; (250) 399-4211; www.kalesnikoff.com Since 1939, Kalesnikoff has been producing some of the finest grain, highest quality specialty softwood products in the world. It offers over 1,000 different products from lumber to timbers, clears and commons.

Klausner Trading USA Inc., headquartered in Myrtle Beach, is the sole distributor of products produced by Klausner U.S. sold in the Americas.

KLENK HOLZ AG 408 sales@klenk.de; 49-7977-72328; www. klenk-holz.de As part of Binderholz Group, one of the leading sawmill and wood processing companies in Europe, Klenk Holz offers a diverse range of wood products.

827 KENORA FOREST PRODUCTS bkorchinski@prendiville.com; (204) 9899846; www.kenoraforestproducts.com A division of Prendiville Industries, the mill in Ontario produces 2x3, 2x4 and 2x6 in 9’ and shorter lengths and custom trims.

1021 KOP-COAT INC. kmccarty@kop-coat.com; (412) 227-2426; www.kop-coat.com Tru-Core, Woodlife and Solutions for Bright Lumber programs for forest products and wood treatment continue to provide the

KLAUSNER TRADING USA INC. 904 jian.qin@klausner-group.com; (843) 4439621; www.klausner-group.com

51' wide shed designed to allow enclosing in the future

715 INTERFOR svetlana.kayumova@interfor.com; (604) 422-7329; www.interfor.com With an annual capacity of 3 billion bd. ft. from world-class facilities, Interfor serves the needs of customers, strengthens local economies, and builds value for its employees and shareholders.

INTERNATIONAL BEAMS – IB XLAM USA 506 stephanie.williams@ibewp.com; (941) 552-9914, ext. 115; internationalbeams.com A worldwide leader in providing superior quality engineered wood solutions.

INTERNATIONAL FOREST PRODUCTS, LLC 1113 stevenm@ifpcorp.com; www.ifpcorp.com INTL FCSTONE 902 deb.maples@intlfcstone.com; (816) 4103312; www.intlfcstone.com INTL FCStone Inc., through its subsidiaries, provides clearing and execution, risk management and advisory services, and market intelligence across asset classes and markets worldwide.

333 JD IRVING, LTD. peters.alyssa@jdirving.com; (506) 6333719; jdirvinglumber.com Founded in 1882, J.D. Irving, Ltd. has operations in Canada and the U.S. It has a team of over 16,000 with business units in agriculture, construction, equipment, consumer products, hydro-energy, food, forestry & forestry products, retail & distribution, shipbuilding, industrial gabrication, transportation & logistics.

344 JH HUSCROFT LTD. schofer@jhhuscroft.com; (250) 428-3713; www.jhhuscroft.com J.H. Huscroft is a small, family-owned mill that specializes in producing high quality ESLP and DFL products.

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highest protection to wood products in North America. Patented technologies provide protection against termites, decay, mold, stain and weather damage.

Provides lumber-covering protection for your lumber—everything from standard woven bags and wrap to its Dura-Film high strength film for the toughest situations.

KRAUTER AUTO-STAK 735 sam@ks-ka.com; (800) 992-2824, Ext. 8; www.krauterautostak.com Providing storage solutions since 1964. It pioneered the automated loading system as well as the rack-supported building design.

925 MAJURE DATA jdh@majure.com; (770) 518-5429; www. majuredata.com Real-time warehouse management solution specifically designed for the building products industry. Gain insight into every facet of your operations.

LANGDALE INDUSTRIES 1127 dbeaty@eufaula.rr.com: (334) 750-1775; www.langdaleindustries.com Founded in 1894 in south Georgia, Langdale produces lumber, posts, piling, OSB, MDF and MDF moulding, all supplied by vast timber holdings in the region.

713 LESLIE FOREST PRODUCTS ron@leslieforest.com; (604) 952-4537; www.leslieforest.com Family-owned lumber remanufacturing business supplying quality specialty products in WRC, Hem/DF and SPF since 1972.

LIGNUM FOREST PRODUCTS 845 mdemarni@lignum.com; (604) 484-5026; www.lignum.com Manufacturer and distributor of WRC products, SPF MSR, DF MSR, and specialties.

LIMINGTON LUMBER CO. 1003 win@limingtonlumber.com; (207) 6253286; www.limingtonlumber.com Manufactures kiln dried eastern white pine boards specializing in patterns and mixed loads. Our employees support our customers with their commitment to quality.

606 LIVINGSTON INTERNATIONAL jlundy@livingstonintl.com; (800) 3877582; www.livingstonintl.com Customs broker that provides trade consulting, global trade management and freight forwarding, offering businesses clarity in a world of trade complexity.

320 LONZA WOOD PROTECTION steve.nielsen@lonza.com: (604) 271-8855; www.lonzawoodprotection.com Lonza’s products improve performance of wood, making it resistant to termites, fungi, fire, mold and moisture. Lonza manufactures Wolman preservatives, Dricon fire retardants, and Antiblu anti-sapstains.

708 LP BUILDING PRODUCTS tracy.rusin@lpcorp.com; (615) 986-5600; www.lpcorp.com Manufacturer of engineered wood building materials including OSB, structural framing products, and exterior siding.

LUMBER TIMBER GROUP INC. 1009 jim@lbrtimber.com; (863) 229-8456; www.lbrtimber.com MAHOL ENTERPRISES 1119 mahol@windstream.net; (724) 744-0237; www.mahollumberwrap.com

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424 MASON FOREST PRODUCTS greg@masonforestproducts.com; (601) 268-1105; www.masonforestproducts.com Remanufactures plywood and lumber, and does precision cutting, drilling and CNC routing. Leaders in pile cushion blocks and makers of Mason’s Prime grade plywood.

MAZE NAILS 505 kim@mazenails.com; (800) 435-5949; www.mazenails.com Maze makes top quality hot-dipped galvanized and stainless steel nails all made in the USA. Call for free samples.

MCSHAN LUMBER CO. 634 hunter@mcshanlumber.com; (205) 3756277; www.mcshanlumber.com Since 1907, McShan Lumber has been manufacturing the finest SYP boards to be found anywhere in the world.

MERCER TIMBER PRODUCTS 901 fturnbull@mercerint.com; (604) 891-2613; www.mercertimber.com Produces a wide range of high-quality softwood products, to productively serve the diverse needs of customers around the world.

METROWEST TRANSLOAD 321 jan.metrowesttransload@gmail.com; (817) 594-2788; metrowesttransload.com Transloading and warehousing building materials. Open to the BNSF, UP, KCS. Located on west side of Dallas/Fort Worth.

METSÄ WOOD USA 523 kirk.nichols@metsagroup.com; (404) 8611098; www.metsawood.com Metsä Wood provides the premium-quality wood products for construction, industrial and distribution customers. Primary products are Kerto LVL and birch plywood. It uses 100% traceable wood from northern forests, a sustainable raw material of the finest quality.

Its facilities are surrounded by these forests, which ensures a never-ending reliable supply.

404 MID-COLUMBIA LUMBER christy@mid-columbialumber.com; (541) 279-6525; www.mid-columbialumber.com Mid-Columbia Lumber is a leading manOctober 2019

ufacturer of long length 2x6 through 2x12 lumber up to 60’ long as well as studs, 2x3s and fascia.

802 MID VALLEY LUMBER SPECIALTIES LTD. al@midvalleylumber.com; (604) 510-1288; www.midvalleylumber.com Celebrating 25 years of manufacturing and distributing quality western red cedar products. Baluster, timbers, decking, fence boards, posts, rails and more.

811 MILLAR WESTERN FOREST PRODUCTS rmiller@millarwestern.com; (780) 4868290; www.millarwestern.com Privately held forest products company that has been in business for more than a century. It operates lumber, pulp and specialty wood products facilities known for their advanced production and environmental control technologies.

MILLTECH INVENTORY MANAGEMENT SYSTEMS 834 tneal@milltechims.com; (866) 878-8809; www.milltechims.com MillTech supplies easy-to-use and implement inventory management software to wood product companies that do primary and/or value-added processing. Why MillTech: ease of use, flexibility and most knowledgeable implementation staff.

836 MONTREAL WOOD CONVENTION info@montrealwoodconvention.com; www.montrealwoodconvention.com; (418) 650-6385, ext. 312 This meeting between producers and buyers of wood products enhance the key business contacts, which lead to the creation and the maintenance of sustainable alliances.

MOSO NORTH AMERICA 1011 mclifton@moso-bamboo.com; (855) 3438444; www.moso-bamboo.com Moso, world leader in bamboo products for interior and exterior applications. Durable, renewable resource, ecological, stable, fire resistant, superior quality. This is Moso North America.

644 MOUNTAIN VIEW RELOAD mvrmarketing@mvrgroup.com; www. mvrgroup.com A premier transloading company that handles industrial and building products with locations in Texas, Montana, Washington and British Columbia, Canada.

613 MURPHY COMPANY sales@murphyplywood.com; (541) 4611214; www.murphyplywood.com Murphy Company is a leading domestic producer of hardwood and softwood plywood, engineered wood products, and softwood veneer in the Pacific Northwest.

Building-Products.com

2019

TR ADERS

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NEIMAN ENTERPRISES, INC. 702 mikes@dtfp.net; (866) 466-5254; www. neimanenterprises.com Operating three ponderosa pine sawmills in the Black Hills of Wyoming and South Dakota (Devils Tower Forest Products, Rushmore Forest Products, and Spearfish Forest Products) and one stud mill in Montrose, Co. 305 NORDIC STRUCTURES magalee.majeau@nordic.ca; (514) 9719663; www.nordic.ca Nordic Structures is a company dedicated to engineered wood products for the construction industry.

NORFOLK SOUTHERN CORP. 1005 tami.alexander@nscorp.com; (757) 6681546; www.nscorp.com Norfolk Southern is one of the nation’s premier transportation companies. Its Norfolk Southern Railway subsidiary operates approximately 19,500 route miles in 22 states and the District of Columbia, serves every major container port in the eastern U.S., and provides efficient connections to other rail carriers.

910 NORTH ENDERBY TIMBER LTD. sales@netimber.ca; (250) 838-9668; www. northenderbytimber.com A premium manufacturer of machined lumber and pattern stock located in the interior of B.C. It specializes in second growth interior WRC for over 30 years. It produces decking, siding and paneling in green and KD.

OCA is a premier outsourced sales agency with a proven record of significantly increasing sales for our valued customers and the manufacturers we proudly represent.

NORTHEASTERN LUMBER MANUFACTURERS ASSOCIATION 527 jeff@nelma.org; (207) 829-6901; www. nelma.com The Northeastern Lumber Manufacturers Association publishes grading rules in addition to technical information to assist designers and specifiers on the proper use of Northeastern softwood products.

707 NUSKU PARTNERS LLC tim@nuskufireblocker.com; (909) 3221725; www.nuskufireblocker.com Nusku Fireblocker line of siding, trim and fascia offers users a sustainable and fire resistant way to harden your home.

336 NYLE SYSTEMS, LLC jhoward@nyle.com; (800) 777-6953, ext. 2; www.nyle.com A leading manufacturer of lumber dry kilns, with thousands of units operating all over the globe. It manufactures everything from conventional kiln systems to its ground-breaking dehumidification dry kiln systems, with units for any size operation.

840 O’CONNOR & ASSOCIATES, LTD. jen@oca-ltd.com; (800) 894-4199; www. oca-ltd.com

1103 OLDCASTLE APG/A CRH COMPANY gretchen.turner@oldcastle.com; (770) 2741236; www.oldcastleapg.com OLYMPIC INDUSTRIES 319 info@olympicind.com; (604) 619-2805; www.olympicind.com A global integrated forest products trading company specializing in distribution, manufacturing, import/export, and logistics.

607 OMNI TRANSLOADING & LOGISTICS arturo@omnitransloading.com; (786) 6168456; www.omnitransloading.com Reliable, affordable shipping solutions specializing in handling and off-loading of domestic and international plywood & lumber cargo.

1027 ONE SOURCE RISK MANAGEMENT hank@onesourcerm.com: (404) 509-5462; www.onesourcerm.com OREGON CANADIAN FOREST PRODUCTS 821 roxanne@ocfp.com; (503) 647-5011; www. ocfp.com Manufacturer of specialty wood products, including KD S4S, patterns & industrial clears from North American softwoods and tropical hardwoods.

elkcreekforest.com (503) 474-4446

Over 17 million BF inventory Kiln Dried stock 2"x4" - 16"x16" up to 40' Custom Timbers - Green and Dry Outstanding Customer Service

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OWENS CORNING INTERWRAP 1100 mnielly@interwrap.com; (770) 704-7600; www.interwrap.com InterWrap is the global leader in the manufacturing and distribution of high quality wood products wrap and fitted covers through its WeatherPro line of protective packaging.

1114 OY LUNAWOOD LTD. maija.masalin@lunawood.com; www. lunawood.com Oy Lunawood Ltd. is an innovative pioneer in the thermal modification of wood and has grown to be the global Thermowood market leader.

306 PACIFIC COAST CEDAR PRODUCTS LTD. kathy@pacific-coast.ca; (604) 467-6988; www.pacific-coast.ca Pacific Coast has 50 years of shake and shingle history, specializing in sidewall shingles. Its operation includes dry kilns, remanufacturing and paint plants.

303 PACIFIC LUMBER INSPECTION BUREAU info@plib.org; (253) 835-3344; plib.org Lumber grade rules-writer providing grading, HT and ISPM 15 certification services to manufacturers in North America and Europe.

PACIFIC WESTERN WOOD WORKS LTD. 919 dennis@pwww.ca; (604) 946-2910; www. pwww.ca PWWW is a leader in clear fine-grain western red cedar manufacturing and producer of Elo Clear–Signature Series brand.

Building-Products.com

PACIFIC WOOD LAMINATES, INC. 603 kenc@socomi.com; (541) 661-5354; www. pacificwoodlaminates.com Premium dimension lumber, plywood including concrete form, sanded, siding, sheathing, specialty industrial LVL including blank vertical or horizontal core, stiles, rails, jambs, mullions, and casement parts.

PENNSYLVANIA LUMBERMENS MUTUAL INSURANCE COMPANIES 338 custserv@plmins.com; (800) 752-1895; www.plmins.com PLM is the largest mutual insurance company dedicated to the wood products and building material industries. It insures wood manufacturers and distributors throughout the U.S.

PACIFIC WOODTECH CORP. 419 sales@pacificwoodtech.com; (888) 7072285; pacificwoodtech.com Premier manufacturer of engineered wood products (LVL and I-joists). PWT produces a full line of EWP for residential and commercial construction—and industrial usages.

PFEIFER TIMBER GMBH marketing@pfeifergroup.com

PFS TECO 309 steve.winistorfer@pfsteco.com; (608) 8391071; www.pfsteco.com

609 PATRICK LUMBER COMPANY sales@patlbr.com; (503) 222-9671; www. patlbr.com Patrick Lumber Co., established in 1915, is a secondary manufacturer and exporter of niche high-grade softwood products sold to distribution throughout the world.

906 PINKWOOD michellet@pinkwood.ca; (403) 279-3700, ext. 229; www.pinkwood.ca Fire-rated residential and commercial wood I-joists.

1000 POLYMAX INC. sshin@polymaxpkg.com; (503) 906-6596, ext. 101; www.polymaxpkg.com

905 PATRIOT TIMBER PRODUCTS INC. jsims@patriottimber.com; (336) 299-7755; www.patriottimber.com Produces and supplies premium quality panel products including underlayment, specialty plywood and beadboard to its wholesale forest products distributors.

October 2019

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PORCUPINE WOOD PRODUCTS LTD. 639 stevenrussell@porcupinewood.com; (416) 999-4268; www.porcupinewood.com

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Porcupine’s second-growth logs produce lumber with tight grain and small knots— fiber ideal for decking, dimension and sidings.

814 POTLATCHDELTIC CORP. bob.mai@potlatchcorp.com; (509) 8351510; www.potlatchcorp.com Manufactures high quality wood products, including 2x4 – 2x6 Hem-Fir and FirLarch dimension lumber, and many grades of industrial plywood in Idaho; 2x4 – 2x12 SYP dimension, timbers and MSR in Arkansas; and SPF studs in Minnesota and Michigan.

POWER WOOD CORP. 1013 stewartclark@powerwood.com; (604) 8829663; www.powerwood.com Manufacturer & distributor of high grade WRC, specializing in KD, select tight knot & clear, plus clear & appearance grade timbers of any size, length & tally.

PPG TRUEFINISH BUILDING PRODUCTS 914 sbird@ppg.com; (724) 742-5492; www. ppgmachineappliedcoatings.com PPG TrueFinish Building Products manufactures OEM primers, finishes and stains for interior and exterior building material substrates (siding and trim).

PRECISION LUMBER CO. pinelbr@aol.com; (360) 253-0101

602

PROBYN GROUP LTD., THE 503 davecochenour@altafp.com; (800) 5995596; www.probynltd.com A privately owned and integrated forest company headquartered in New Westminster, B.C., producing 500 million bd. ft. per year.

PROGRESSIVE RAIL, INC. 543 jbuck@progressiverail.com; (618) 9108273; www.progressiverail.com RAVEN LOGISTICS INC. 801 frank.meidl@ravenlogistics.com; (239) 596-6314; www.ravenlogistics.com Raven Logistics is an international logistics management company specializing in strategic transportation planning, advanced systems, and operational excellence.

611 RDB SOLUTIONS kevin@rdb-solutions.com; (541) 550-5966; www.rdb-solutions.com RDB Solutions presents Lumber Expert, an all-inclusive, tightly-integrated program designed specifically for the lumber industry.

RESOLUTE FOREST PRODUCTS 541 bois.wood@resolutefp.com; (800) 3612888; www.resolutefp.com A global leader in the forest products industry with a diverse range of products, including market pulp, tissue, wood products, newsprint and specialty papers, which are marketed in close to 70 countries.

WHERE THE LUMBER INDUSTRY GROWS

REX LUMBER CO. 405 agranger@rex-lumber.com; (850) 2631861; www.rex-lumber.com Quality producer of SYP with three current locations: Graceville, Fl.; Bristol, Fl.; and Brookhaven, Ms. Troy, Al., coming in fall 2019.

923 RIELLY LUMBER andy@riellylbr.com; (604) 925-2425; www. riellylbr.com Founded in 1995, Rielly Lumber is a producer of high grade western red cedar products. Its corporate mission is focused on using innovative thinking in a positive environment to foster profitable results for its clients.

519 ROBBINS LUMBER INC. arobbins@rlco.com; (207) 342-5221; www. rlco.com Established in 1881. Specializing in top quality eastern white products. All machine moulding, kiln dried, and end branded with product information. Premier custom prefinishing plant.

515 ROSBORO jimwalsh@rosboro.com; (541) 736-2117; www.rosboro.com Rosboro operates facilities in the Pacific Northwest’s Willamette Valley and manufactures products that include studs, dimension lumber, and a complete line of glulam beams.

NEVER WORRY ABOUT LEAD GENERATION AGAIN With a searchable database of over 22,000 lumber companies, finding your next trading partner is fast and simple. Lumber Blue Book is your go-to resource for profitable leads.

GET PREDICTIVE CREDIT SCORES Ever wish you could predict the likelihood of negative credit events like defaults and delinquent payments? Fueled by over $18 billion of industryspecific Accounts Receivable data each year, Blue Book Scores deliver just that.

Learn more at lumberbluebook.com or call us at 630-668-3500.

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ROSEBURG FOREST PRODUCTS 823 (541) 784-2435; www.roseburg.com With passionate employees and a commitment to sustainable land management, Roseburg responsibly manufactures wood products that expand its customers’ potential while meeting their needs.

410 ROYAL BUILDING PRODUCTS customercare@royalbuildingproducts. com; www.royalbuildingproducts.com; (855) ROYAL85 Brands include Celect cellular composite exteriors, Zuri decking, CraneBoard solid core siding, Royal S4S and SurEdge trim, and home design tools.

819 ROYOMARTIN lori.byrd@royomartin.com; (318) 5616020; www.royomartin.com RoyOMartin produces “Made in the U.S.A.” OSB, plywood and solid wood products. All of RoyOMartin’s panel products are APA rated and available FSC certified.

323 RUKERT TERMINALS CORP. franko@rukert.com; (410) 276-1013; www.rukert.com SALES-I 1007 lvangronigen@sales-i.com; (847) 8688175, ext. 211; www.sales-i.com

Building-Products.com

SHAKERTOWN 839 mark@shakertown.com; (800) 426-8970; www.shakertown.com Since 1954 Shakertown has led the industry with engineered shingle panels. Check out its new clear VG T&G.

Sales-i, an advanced sales reporting software designed exclusively for distributors and manufacturers, maximizes the effectiveness of their entire business, uniting business data with customer data.

SAN GROUP 641 bob@sangroupinc.com; (778) 926-5173; www.sangroupinc.com Quality Canadian lumber export since 1979, from harvest through manufacturing.

SAWARNE LUMBER CO. LTD. 804 carolynn@sawarne.com; (604) 235-1755, ext. 202; www.sawarne.com Specializes in WRC lumber, remanufacture and wholesaler. Various products including export clears, boards, siding, dimension, fencing, posts, decking, T&G and timbers.

SHERWIN WILLIAMS COMPANY 418 diane.vargo@sherwin.com; (216) 6958486; www.sherwin-williams.com In addition to its full line of industrial wood coatings, from primers to high-performance topcoats, Sherwin-Williams’ innovative color tools provide the most comprehensive color offering in the prefinishing industry.

614 SELKIRK SPECIALTY WOOD camcook@gormanbros.com; (250) 7686261; www.selkirkspecialtywood.com Manufacturer of a wide range of KD WRC products including decking, dimension, boards, patterns, rough shop, and rough clear.

912 SIDCA TRADING LTD. kam@sidcatrading.com; (604) 931-9003; www.sidcatrading.com Leading distributor of lumber, plywood and building materials within North America.

SIERRA FOREST PRODUCTS 332 sfp@sierraforest.net; (559) 535-4893 Softwood sawmill PP/SP/WF, dimension, commons, industrial shop.

615 SENECA SAWMILL CO. INC. mdippel@senecasawmill.com; (541) 6897950; www.senecamill.com Seneca Sawmill Co. operates four sawmills in the Eugene, Or., area, producing 600,000 MBF annually.

October 2019

SIERRA PACIFIC INDUSTRIES 710 asulzer@spi-ind.com; (530) 378-8000; www.spi-ind.com Sierra Pacific Industries is a third generation, family-owned company owning over 1.9

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million acres of timberland in California and Washington. It is one of the largest lumber producers in North America and millwork producers in the world.

OLLINS [431] SCINCLAR GROUP FOREST PRODUCTS 806 gphillips@collinsco.com; dave.bartsch@sinclar.com; (503) (250) 8265615255; www.collinswood.com 4546; www.sinclar.com Headquartered in Oregon and familySinclar Group Forest Products Ltd. is the owned Collins high exclusivesince sales 1855, outlet for three produces premier W-SPF quality wood products including, softstud mills (Apollo, Lakeland, Nechako) locatwoods, particleboard, ed in the hardwoods, Central Interiorpine of British Columbia. engineered wood siding and trim. Collins theirPlong-standing KANA FOREST RODUCTS LTD. commitment 626 Supholds to land and resource (604) stewardship on www. more gary@skana.com; 207-8132; than 311,000 acres. Divisions are located skana.com in: Skana Chester, Kane, Pa.; Richwood, is aCa.; lumber wholesaler of SPF, W.V.; Lakeview Klamath Or. red Douglas fir, pine,and plywood andFalls, western cedar, and a remanufacturer, with several C OLUMBIA CEDAR a[500] facilities producing wide range of products. todd.f@columbiacedar.com; (503) 828S8557; LIDING SYSTEMS 642 www.columbiacedar.com jbaker@slidingsystems.com; 393WRC siding, trim & paneling(218) specialist.

4504; www.slidingsystems.com Hand graded for quality, packaged & shiptechnology. pedCurtainside with care to distributors nationwide.

COMBILIFT [133] eleanor.mcdermott@combilift.com; (353) 478-0500; www.combilift.com Combilift offers a wide range of fork934 SNIDER INDUSTRIES, LLP lifts, engineered to save space, increase dhanson@sniderindustries.com; (903) storage and handle long loads safely.

938-9221; www.sniderindustries.com Snider Industries produces over 50 milCONIFEX TIMBER INC. [334] lion BF of the finest 1” southern yellow pine ryan.lepp@conifex.com; (866) 301boards in the industry.

2949; www.conifex.com Producing 540 million bd. ft. annually

Sof ODRA SPFTIMBER products from two facilities403 in bobj@xlcompany.com; 855-3032; British Columbia, and to(503) begin milling www.sodra.com SYP in the South in Q4 2017.

Spruce and pine production. Inventory locations: Canaveral.

DAKERYNPhiladelphia INDUSTRIES and LTDPort . [821] brad_taylor@dakeryn.com; (604) 986S0323; OFTWOOD FOREST PRODUCTS BUYER 705 www.dakeryn.com terry@millerwoodtradepub.com; (901) Dakeryn is a leading Canadian supplier 372-8280; www.millerwoodtradepub.com of western SPF lumber products for both The America Softwood and Buyerexport targetsmarkets, wholesalers, North spelumberyards and industrial markets throughcializing in premium building products. out North America.

ANCIK INTERNATIONAL [213] SDOLUTIONS 21 1121 abarts@dancik.com; (919) 379-3800; tpalko@solutions-21.com; solutions21.com www.dancik.com SPRUCELAND ILLWORKS INC. Systems (KCS) 813 KerridgeMCommercial greg@spruceland.ab.ca; (780) 962-6333; provides fully integrated business managewww.spruceland.ca ment software and services focused on the Sprucelandtrades.

Millworks, a division of Millar distributive Available either onWestern, employer, supplier and cuspremises is or an in the K-Cloud. tomer of first choice. Its on-site drying and moulder lines ensure precision surfacing and outstanding quality in a wide variety of appearance and specialty products.

DASSO.XTR [703] INDUSTRIES 837 STARBORN finance@dassousa.com; (404) 691-6872; spavleska@starbornindustries.com; (732) www.dassousa.com 669-2858; Dassostarbornindustries.com USA is the exclusive North Deck drilling tools, construction Americanscrews, representative of Dasso Group, fasteners. the global leader in the development and of innovative bamboo buildSmanufacture TIMSON LUMBER CO. 624 ingmmitchell@stimsonlumber.com; products.

(503)

295 0951; www.stimsonlumber.com DELTA CEDAR SPECIALTIES [414] Continuing a “Tradition of Quality,” eang@wshore.ca; (604) 589-9006; Stimson Lumber operates five western stud www.wshore.ca

mills, a largein timber mill withlifecycle, cuttings upthe to Expert the timber 40’, and a hardboardboutique panel plant. owner-operated, firm sources, selects, sorts, mills, manufactures and marSkets TORA ENSO 325 on grade WRC, yellow cedar, and DF. mark.rose@storaenso.com; (904) 5105115; www.storaenso.com/buildingandliving DIEBOLD LUMBER CO. [311] A global leader since 1288, Stora (503) Enso shellyp@dieboldlumber.com; develops produces solutions based on 669-8226;and www.dieboldlumber.com wood and biomass range ofreman industries Diebold Lumberforis aa custom and and applications worldwide. kiln-drying facility.

Our facilty consists of

acres GofROUP paved of UNDHER , THEtarmac, 80,000 sq. ft.738 S17 drymunis@coastclearwood.com; storage, and modern, top-of-the-line (604) 513processing equipment.

4493 Conglomerate of lumber manufacDIGGERand SPECIALTIES , INC . [318] based in turing marketing companies mkittrell@diggerspecialties.com; (800) Vancouver, B.C. 446-7659, Ext. 318; www.diggerspecialSties.com UNSET MOULDING 518 sales@sunsetmoulding.com; (530) 790Digger Specialties, Inc. manufactures 2777; www.sunsetmoulding.com low-maintenance vinyl and aluminum railof lumber and millwork ingRemanufacturer and fencing systems. products in solid, F/J and Suntrim MDF. Pakari modified decking, siding and paneling.

SunXP exterior trim boards and fascia.

DMSI SOFTWARE [702] bdegeorge@dmsi.com; (402) 330-6620, Ext. 142; www.dmsi.com SWANSON ROUP SALES DMSiGprovides business software to407 the greg.johnson@swansongroup.biz; (800) building materials industry. Their Agility 331-0831; www.swansongroup.com ERP handles the entire product cycle.

WestBuilding Coast softwood and stud Their Results lumber CRM integrates producer.

Fir plywood (sheathing/UL/sanded/ with any system. siding/concrete form/sign/industrial).

Quality Lumber Sustainable Forests At Bennett Lumber, we take pride in producing quality lumber products and managing sustainable forests for the next generation.

Princeton, ID Clarkston, WA 208-875-1321 www.blpi.com

Jim Vandegrift Sales Manager

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314 TAUPO WOOD SOLUTIONS dave.durst@tenon.co.nz; (443) 433-3322; www.tenonmanufacturing.co.nz Leading supplier of FSC-certified clear radiata boards, industrial lumber, and Lifespan Solid Select exterior trim boards.

TEAL JONES GROUP, THE 620 abarker@tealjones.com; (604) 587-8700; www.tealjones.com Specializing in sawmilling and remanufacturing of hemlock, DF, WRC, yellow cedar into shakes and shingles, timbers, boards, decking and KD dimension lumber.

312 TERMINAL FOREST PRODUCTS LTD. drai@terminalforest.com; (604) 717-1246; www.terminalforest.com A primary manufacturer of high quality western red cedar products.

THOMPSON RIVER LUMBER CO. 535 dan@thompsonriver.net; (406) 827-3322; www.thompsonriver.net Manufactures high-quality dimension, boards and various pattern products from timber grown in the Northern Rockies region of the inland Northwest.

324 TIGER DECK LLC bob@tigerdeck.com; (503) 625-1747; www.tigerdeck.com Tiger Deck is a trademarked and patented system of Tigerwood decking and Black Talon hidden fasteners. The company also processes Tigerwood siding, porch/panel, fascia and railing.

TOM’S QUALITY MILLWORK & HARDWOODS 909 tony.fleischman@tqmillwork.com; (920) 533-4860; www.tqmillwork.com Manufacturer of hardwood mouldings, S4S boards, veneered jambs, and stair parts.

526 TIMBER PRODUCTS COMPANY marketing@timberproducts.com; (800) 547-9520; www.timberproducts.com Timber Products Company offers a wide range of diversified wood products, specializes in hardwood plywood, and owns nine stateof-the-art manufacturing facilities across the United States.

TRADETEC COMPUTER SYSTEMS LTD. 334 triche@tradetec.com; (800) 278-1098, Ext. 301; www.tradetec.com Developer of the most complete, powerful, functional and intuitive inventory solutions for the forest industry. Also offering the new VisualMaintenanceMan application for all industries. TradeTec sells and services handhelds, scanners and bar code printers.

423 TIMBER PRODUCTS INSPECTION jmoore@tpinspection.com; (770) 9228000, ext. 160; www.tpinspection.com Timber Products Inspection Inc. (TP) is an independent, third party wood products certification, inspection and testing agency.

938 TRIAD FOREST PRODUCTS LTD. alex@triadforestproducts.com; (604) 9513808; www.triadforestproducts.com Lumber remanufacturer specializing in Shop through Clear DF, WRC and hemlock.

TIVA BUILDING PRODUCTS 745 info@tivabp.com; (289)-772-7497; www. tivabp.com Plastic extrusion moulding experts specializing in the manufacturing of advanced cellular PVC products for the dock and deck industry.

TRIMJOIST CORP. 427 marty.hawkins@trimjoist.com; (800) 8448281; www.trimjoist.com TrimJoist is the combination of an open web floor truss and a wooden I-joist, bringing the best features of each together to form a trimmable floor truss.

1026 TOLKO MARKETING & SALES karleena.enns@tolko.com; (250) 550-2512; www.tolko.com Tolko is a family-owned wood products company with over 60 years of experience producing lumber, plywood, OSB and EWP for global markets.

842 TRIPP LUMBER INC. ryan@tripplumber.com; (800) 457-9706; www.tripplumber.com Offering a full range of siding, pattern boards, decking, logs and timbers.

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TRI-STATE LUMBER CO., INC. 1022 dhoman@tristatelumber.net; (662) 8622125; www.homanindustries.com Mission statement: To continue profitable, sustainable growth in the forest products industry by developing strategic alliances with quality partners while maintaining the highest industry standards and business ethics.

940 TSC CONTAINER FREIGHT tgruel@scoular.com; (630) 874-2917; www.tsccontainerfreight.com Ocean freight for customers worldwide.

835 U-C COATINGS, LLC tim@uccoatings.com; uccoatings.com Wood protection products.

UNION PACIFIC RAILROAD 422 semauch@up.com; (503) 249-2710; www. up.com Union Pacific Railroad connects 23 states in the western two-thirds of the U.S. by rail, providing a critical link in the global supply chain. The railroad operates from all major West Coast and Gulf Coast ports to eastern gateways, connects with Canada’s rail systems, and serves all major Mexico gateways.

326 USNR/SODERHAMN ERIKSSON sonia.perrine@usnr.com; (360) 841-6356; www.usnr.com USNR is the world’s largest, most comprehensive supplier of equipment and technologies for the wood processing industry.

VAAGEN BROS. LUMBER, INC. 645 johnb@vaagenbros.com; (509) 684-5071; vaagenbros.com Vaagen Brothers Lumber is a family owned business headquartered in northeast Washington specializing in producing lumber from small logs.

539 VALUTEC WOOD DRYERS ingo.wallocha@valutec.ca; (778) 868-3695; www.valutec.ca Leaders in unidirectional, continuous lumber dry kilns. More than 2,500 sold worldwide.

VEER PLASTICS 313 inquiries@veerplastics.com; (613) 3017660; www.veerplastics.com Vertically integrated global manufacturer of coated woven polyolefin packaging materials committed to being the market leader in wood packaging.

1001 VERSATEX sales@versatex.com; (724) 252-4821; www.versatex.com Versatex is dedicated to bringing high-quality, innovative cellular PVC trim options to today’s craftsman, all backed by a lifetime warranty.

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VIDA WOOD USA 401 mike.gower@vida.se; (919) 631-7362; www.vidawoodus.com VIDA Wood AB is the largest privately owned sawmill in Sweden. It owns and operates nine sawmills throughout southern Sweden.

734 WALDUN GROUP, THE sgibbs@waldun.com; (604) 462-8266; www.waldun.com The Waldun Group is comprised of two main divisions: Waldun Forest Products, the largest producing cedar roofing mill in the industry, and Stave Lake Cedar Mills, founded in 1938 producing R&R’s that can be custom stained or primed.

315 WATKINS SAWMILLS LTD. troy@watkinsawmills.com; (604) 4627116; www.watkinsawmills.com A full range manufacturer of WRC shakes and shingles, Bureau inspected including R&R/Natural Grooved and sanded, etc.

WEABER LUMBER 1015 jgeorgelis@weaberlumber.com; (800) 7459663; www.weaberlumber.com Weaber is one of the largest hardwood lumber producers in the nation—a leader in flooring, wall boards, mouldings and more.

WEST BAY FOREST PRODUCTS 703 kylej@westbaygroup.com; (604) 881-2850; www.westbaygroup.com Manufactures a variety of high quality WRC products, in both KD and partially air dried.

WEST FRASER 1002 (250) 992-9254; www.westfraser.com West Fraser is an integrated forest products company with operations in western Canada as well as the Southern United States.

WESTERN FOREST PRODUCTS 318 dgandila@westernforest.com; (604) 6484577; www.westernforest.com Western Forest Products is a margin-focused timberlands manager and wood producer committed to building a profitable and globally competitive forest products business.

WESTERN LUMBER CO. 400 brandon@westernlumber.com; (541) 7795121; www.westernlumber.com Custom remanufacturer of West Coast clears and leading global supplier of specialty products.

WESTERN RED CEDAR LUMBER ASSOCIATION 944 kavelman@realcedar.com; (604) 891-1262; www.realcedar.com The WRCLA is the voice of the cedar industry representing both manufacturers and distributors. It seeks to inspire, inform and instruct discerning consumers, selected builders and architects about western red cedar, the ultimate natural building material.

October 2019

WESTERN WOOD PRODUCTS ASSOCIATION 322 fstewart@wwpa.org; (503) 224-3930; www. wwpa.org WWPA represents lumber manufacturers in 12 western states and Alaska producing high quality appearance and rough framing lumber.

It provides quality assurance and technical support for the industry, and market support services to designers and distributors.

WESTERVELT LUMBER 545 mrichardson@westervelt.com; (205) 5625896; www.westerveltlumber.com Westervelt Lumber is a SYP sawmill located in Moundville, Al., producing 1” boards, dimension lumber, RED and timbers. It also runs 1” and 2” patterns on its moulder.

511 WESTLAM INDUSTRIES tonyl@westlam.com; (604) 888-2894; www.westlam.com Westlam Industries is a world renowned overlay plywood manufacturer, specializing in concrete form MDO and HDO, paint grade MDO and construction grade plywood.

921 WESTON WOOD SOLUTIONS mbravo@westonwoodsolutions.com; (912) 480-4144; www.westonwoodsolutions.com Manufacturer and distibutor of F/J and LVL mouldings, F/J trim boards, door frames, flat jambs, and composite door components.

706 WEYERHAEUSER wood@weyerhaeuser.com; (800) 525-5440; www.wy.com/woodproducts Weyerhaeuser knows building. It provides premier wood products and the innovative solutions your customer needs to build better homes. Trust in its integrity and experience to help you grow your business.

WILD HOG RAILING/CAPITAL LUMBER 1008 csmalley@capital-lumber.com; (800) 2217671; www.capital-lumber.com Wild Hog Railing is a new product specifically designed for the consumer with the landscape in mind. Originating from big and bulky welded hog panels, its smaller size panels are perfect for any railing application. With a 6-gauge welded 4”x4” mesh pattern, Wild Hog Railing allows for great visibility, all while being extremely durable. Rolling hills and topography lend themselves to beautiful views and panoramic landscapes. No longer do you have to block those views with bulky plastic balusters or high maintenance wood pickets.

Wild Hog Railing is the CLEAR choice!

Building-Products.com

WINSTON PLYWOOD & VENEER 738 mike.creely@winstonplywood.com; www.winstonplywood.com; (662) 446-1924 WOODGRAIN LUMBER 310 jwilford@woodgrain.com; (208) 452-1444; www.woodgrain.com A new sawmill located in Emmett, Id., producing ponderosa pine boards/shop and Doug fir/white fir dimension.

WOODPRO SOFTWARE INC. 922 sales@woodprosoftware.com; www.discover.woodprosoftware.com; (604) 270-2595 Specializes in the development and design of integrated financial and operational management software for North American companies in the lumber and building materials industry.

WOODTONE 420 info@woodtone.com; (800) 663-9844; www.woodtone.com Woodtone’s prefinished products offer beauty, quality and craftsmanship. Its exclusive coating systems ensure durability and performance while respecting the environment.

841 YAKAMA FOREST PRODUCTS sheldon@yakama-forest.com; (509) 874-1163; yakama-forest.com Respecting the forest, honoring the past, building the future. A nation’s pride you can build on. Manufacturer of 6 million bd. ft. monthly of 5/4 & 6/4 ponderosa pine shop and 4/4 premium pine board programs. Hewmill and headrig mill in White Swan, Wa. ZIP-O-LOG MILLS INC. 737 joeh@zipolog.com; (541) 393-3307; www.zipolog.com Zip-O-Log is recognized as one of the premier producers of Douglas fir timbers up to 52’ in length.

Building-Products.com

Traders Market Mobile App An app to help you navigate NAWLA’s Traders Market is back by popular demand. Use this convenient resource to find fellow attendees, view exhibitor details, navigate the tradeshow floor with an interactive map, check the schedule of events and receive updates throughout the show!

It is available for your smartphone or tablet. Simply search “NAWLA” in your device’s app store to download it! The specific Traders Market app is housed within the NAWLA year-round app. Once it’s downloaded to your device, click on “Events” and then select the “2019 Traders Market” event from the list.

Already have the NAWLA app? If you are within a specific event app, select the “Exit to NAWLA App” button from the dashboard to return to the year-round app and begin using all of the features and install the 2019 Traders Market app!

Share Your Experience

Follow us on Facebook and Twitter to stay connected to everything NAWLA and Traders Market related. Join the conversation by using the hashtag #Traders19!

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NAWLA 2019 TRADERS MARKET

2019 NAWLA Traders Market

Product Finder

Associations & Exhibitions FOREVER FOREST (OMAHA CHILDREN’S MUSEUM) 1106 MONTREAL WOOD CONVENTION 836 NORTHEASTERN LUMBER MANUFACTURERS ASSN. 527 WESTERN RED CEDAR LUMBER ASSOCIATION 219 WESTERN WOOD PRODUCTS ASSOCIATION 322

NELMA

Consulting & Training A.D. RUTHERFORD INTERNATIONAL 900 AFFINITY HR GROUP 936 CALIPER 1104 LIVINGSTON INTERNATIONAL 606 O’CONNOR & ASSOCIATES 840 SOLUTIONS 21 1121

[Booth 527]

The Northeastern Lumber Manufacturers Association is the leading agency for export wood packaging certification and the marketing voice for the region’s wood products industry. As the rules writing agency for eastern white pine lumber and the grading authority for eastern spruce, balsam fir, Spruce-PineFir (SPFs) grouping, and other commercially important eastern softwood lumber species, NELMA works to connect, inform and enlighten the industry.

Credit & Insurance BLUE BOOK SERVICES 524 EULER HERMES 638 INTL FCSTONE 902 ONE SOURCE RISK MANAGMENT 1027 PENNSYLVANIA LUMBERMENS MUTUAL INSURANCE 338 SAN GROUP 641

PLM

The association also offers an array of educational tools like its Grader Academy, continuing education, career opportunity updates, and online how-to videos. Nelma’s technical program provides design values, span tables, and other essential specification information for distributors, builders and building design professionals, all available from the association’s extensive print library and online.

Additional innovative and inspirational design tools that showcase eastern softwood products may be found on NELMAS’s websites, including product installation, “Virtual Home Tour,” and the product end-use photo gallery.

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[Booth 338]

Pennsylvania Lumbermens Mutual Insurance Co. (PLM) has been a leader within the lumber industry for nearly 125 years.

As the country’s largest and oldest wood-related mutual insurer, the company consists of true specialists dedicated to providing quality, comprehensive insurance coverage, industry-specific loss control resources, and superior customer service.

Over the years, the lumber industry has changed and developed in ways we never thought possible. For example, with frequent data breaches and digital security concerns the norm, Building-Products.com

programs such as PLM’s Cyber Suite have become must-haves for today’s business owners in the wood niche.

Additionally, age-old problems like distracted driving have continued to escalate accident rates, particularly as new technology has emerged. As concerns over rising commercial auto accident rates have grown, so have PLM’s efforts to curtail the problem. The company has partnered with continuous driver monitoring services to assist our policyholders in identifying riskier drivers by providing real-time details on driver performance and history.

As the company approaches its 125th anniversary, PLM is proud to tout a steady track record of unparalleled service to the wood industry and looks forward to keeping customers operating safely, backed by the best in insurance coverage, for years to come.

Data & Information BLUE BOOK SERVICES 524 FASTMARKETS RISI 1024 526 MEDIA GROUP 311 FOREST ECONOMIC ADVISORS 1120 SOFTWOOD FOREST PRODUCTS BUYER 705

Blue Book Services

[Booth 524]

Lumber Blue Book’s industry-specific, real-time database of over 22,000 lumber companies can help you, with easy-to-use online tools.

Building-Products.com

With the online database, users can narrow their search using a combination of elements including location, credit rating, business function, or products/species handled, to find industrial accounts, mills, lumberyards, secondary manufacturers, wholesalers and more. Searching is unlimited: lumber sales representatives can explore new market segments and identify potential new business connections quickly.

The powerful lead generation resource is coupled with over $19 billion of industry-specific accounts receivable data that is collected and analyzed each year. This fuels the suite of credit management tools (pay trends and predictive scores) that helps you make informed decisions.

“Lumber Blue Book is our go-to resource to check the credit history of new accounts and find reliable prospects as we expand our customer base,” enthuses Ed List, sales manager for C.M. Tucker Lumber Companies, LLC in Pageland, S.C. “The easy-touse website and friendly Blue Book staff have been a huge help to our business.”

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compared to similar tropical hardwood projects. The product is low-maintenance and can withstand temperature changes almost without shrinking and swelling. Next to the durability and ecological advantages, the visual appearance is convincing: the natural structure of the material is authentic and has a beautiful appearance.

More than 23 million sq. ft. of X-treme decking has already been installed worldwide since 2008. With the company’s 25-year warranty, MOSO proves to be the world leader in bamboo decking since the product was first introduced 12 years ago. The company empowers distributors, installers, architects and landscapers with a true alternative to tropical hardwoods.

Marketing tools like samples, brochures and technical documentation are available upon request.

Decking AVON PLASTICS 1019 BARRETTE OUTDOOR LIVING PRODUCTS 215 BIEWER LUMBER, LLC 1006 C.M. TUCKER LUMBER COMPANIES 803 DAKERYN INDUSTRIES LTD. 810 EVERWOOD TREATMENT CO. 741 FRASERVIEW CEDAR PRODUCTS 807 HY MARK WOOD 742 IDAHO FOREST GROUP 744 INTERFOR 715 LUMBER TIMBER GROUP INC. 1009 MCSHAN LUMBER CO. 634 MID VALLEY LUMBER SPECIALTIES LTD. 802 MOSO NORTH AMERICA 1011 NORTH ENDERBY TIMBER LTD. 910 OLDCASTLE APG/A CRH COMPANY 1103 OREGON CANADIAN FOREST PRODUCTS 821 OY LUNAWOOD LTD. 1114 PORCUPINE WOOD PRODUCTS LTD. 639 RIELLY LUMBER 923 ROYAL BUILDING PRODUCTS 410 SAWARNE LUMBER CO. LTD. 804 SELKIRK SPECIALTY WOOD 614 SPRUCELAND MILLWORKS INC. 813 STIMSON LUMBER CO. 624 SUNSET MOULDING 518 TEAL JONES GROUP, THE 620 TERMINAL FOREST PRODUCTS LTD. 312 TIGER DECK 324 TIVA BUILDING PRODUCTS 745 TRI-STATE LUMBER 1022 WEST BAY FOREST PRODUCTS 703 WESTERN FOREST PRODUCTS 318

MOSO North America

Engineered Wood

[Booth 1011]

ANTE-HOLZ GMBH 302 BINDERHOLZ DEUTSCHLAND GMBH 406 BOISE CASCADE GLULAM 733 BOOZER LAMINATED BEAM CO. 809 CALVERT COMPANY 504 EACOM TIMBER CORP. 924 FRERES LUMBER CO., INC. 920 INTERNATIONAL BEAMS – IB XLAM USA 506 LP BUILDING PRODUCTS 708 METSÄ WOOD USA 523 MID-COLUMBIA LUMBER 404 MURPHY COMPANY 613 NORDIC STRUCTURES 305 PACIFIC WOOD LAMINATES, INC. 603 PACIFIC WOODTECH CORP. 419 PINKWOOD 906 ROSBORO 515 ROSEBURG FOREST PRODUCTS 823 STORA ENSO 325 TRIMJOIST CORP. 427 WEST FRASER 1002 WEYERHAEUSER 706

MCL

MOSO North America’s Bamboo X-treme decking, siding, 1x4 T&G, and lumber are all made of densified, heat-treated bamboo according to the unique Thermo-Density production method. The product is sustainable (CO2 neutral), durable, stable, and presents a beautiful, natural appearance. The ThermoDensity production method provides Bamboo X-treme with more stability than most natural products. The product is the only bamboo decking certified under the CalFire WUI Class A rating for use in Wildfire areas and achieves a Class A fire rating according to ASTM E84.

The 6-ft., end-matched system is fast and easy to install.

Bamboo X-treme installers save up to 30% on installation costs

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[Booth 404]

Mid-Columbia Lumber (MCL) is committed to producing the highest quality fingerjointed building materials in the nation. With cutting edge processes, the company turns sustainably-harvested materials into our engineered fingerjointed products that are stronger, straighter, lighter, more precise and more cost-effective than alternative materials.

The company’s line of engineered fingerjointed products includes engineered long-lumber, ceiling and floor joists, studs and fascia available in custom sizes to suit all construction needs.

Building-Products.com

MCL’s fingerjointed lumber is produced to exacting standards, rigorously-tested and repeatedly proven. Its heat and weather resistant adhesives produce a bond stronger than the wood fiber itself, allowing the construction of custom fingerjointed products up to 60 ft. long.

Customer service is just as important as providing quality products. MCL’s assurance to quality and precision means fewer callbacks, more efficient freight, and projects done on time.

Pacific Woodtech

[Booth 419]

Every market is different. Pacific Woodtech (PWT) understands that well and it boasts a team of experts who also understand engineered wood products.

The company’s newest product, PWT Treated, is the world’s first manufacturer treated LVL and the dawn of a new era in engineered decking solutions. The product protects against fungal rot, decay and insects and has a 50-year life expectancy.

chance to go online and schedule a “Lunch & Learn” with some of the company’s top industry professionals, where they’ll learn how to build and achieve their vision, build more cost effectively, and reduce the time spent working on structural materials.

Roseburg

[Booth 823]

Roseburg’s new Chester, S.C., engineered wood plant will be a true manufacturing marvel when construction ends and production begins later this year. The greenfield project, which broke ground in late 2017 on a 203-acre site west of Rock Hill, will produce Roseburg’s RigidLam LVL headers and beams. A better choice than solid sawn lumber pieces, RigidLam headers and beams are a stronger, stiffer, more consistent and more predictable building material that can support heavier loads over greater spans than conventional lumber.

With three main product lines: residential and commercial, export, and industrial products, the company has learned to customize its approach to specific markets by working closely with customers on the support needs of downstream accounts.

Sometimes, it’s with a specific product line or with customized literature. PWT creates tools to make its customers successful.

There are complementary products to its EWP that customers may need to better compete. The company aims to help secure suppliers, whether it is software, glulam beams, fasteners, or rimboard.

The company works to set itself apart from the competition by being honest and sincere with customers. It is a shared commitment to the market.

Pacific Woodtech is one of the largest LVL plants on the planet, located halfway between Seattle, Wa., and Vancouver, B.C., in the heart of Northwest timber country.

Rosboro

[Booth 515]

Rosboro offers affordable, strong and safe engineered wood products. The company is known for products like X-Beam, Big Beam DF, X-Rim, Western Structures custom glulam, X-Beam columns, RMT, studs, dimension lumber, and its popular Rosboro Isdesign Software.

Rosboro offers best-in-class turnaround times, as next-day delivery is available through the company’s nationwide distribution network.

One of the company’s main goals is to help others bring their architectural vision to life. The company gives customers a Building-Products.com

Chester-made RigidLam LVL will be produced with southern pine from local timberland. The new plant is the most technologically advanced of its kind, and features the highestcapacity continuous press in the world (10 million cubic ft.). It was built with both the client and employee in mind, from the purposeful design of the production line, to the daylight ribbon all around the building, to the state-of-the art client centric technology inside. Even the interior lighting replicates sunlight’s beneficial effects on the human brain. Safety was a top priority, with staircases in place of ladders wherever possible.

The Chester plant will complement the company’s Riddle Engineered Wood plant in Oregon, which currently manufactures RFPI Joists, RigidLam LVL and RigidRim rimboard.

Expanding Roseburg’s manufacturing capacity with the Chester plant allows the company to meet growing customer demand for a versatile product that combines the best of modern processing technology and structural capability.

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Weyerhaeuser

[Booth 706]

Weyerhaeuser provides premier products and the innovative solutions customers need to build better homes, offering TrusJoist, TimberStrand LSL, Parallam PSL and Microllam LVL engineered lumber products. It is also known for its OSB, plywood and MDF panels like Diamond Premium Floor Panels, Edge Gold enhanced floor panels, SturdiStep and more.

Building professionals know Weyerhaeuser for its precision manufacturing, process control and reliable lumber delivered when customers need it and where they want.

The company takes pride in its building expertise and experience. Its Distribution Divisions offers more than 30,000 SKUs from top suppliers.

Fasteners MAZE NAILS 505 STARBORN INDUSTRIES 837

Maze Nails

[Booth 505]

fencing and many types of roofing. Maze eco-friendly nails are made from over 90% recycled re-melted steel to support sustainable building.

All Maze nails are 100% Made in the USA in Peru, Il. The Maze Lumber operation is also thriving and is the oldest lumberyard in the state of Illinois.

Fencing ALTA FOREST PRODUCTS, LLC 331 BARRETTE OUTDOOR LIVING PRODUCTS 215 BIEWER LUMBER, LLC 1006 C.M. TUCKER LUMBER COMPANIES 803 DIGGER SPECIALTIES, INC. 918 EVERWOOD TREATMENT CO. 741 FOREST PRODUCTS DISTRIBUTORS INC. 608 IDAHO TIMBER 601 JD IRVING 333 JH HUSCROFT LTD. 344 MID VALLEY LUMBER SPECIALTIES LTD. 802 NORTH ENDERBY TIMBER LTD. 910 PORCUPINE WOOD PRODUCTS LTD. 639 PROBYN GROUP LTD., THE 503 RESOLUTE FOREST PRODUCTS 541 SIERRA PACIFIC INDUSTRIES 710 SPRUCELAND MILLWORKS INC. 813 STIMSON LUMBER CO. 624 TOLKO MARKETING & SALES 1026 TRI-STATE LUMBER 1022 WALDUN GROUP, THE 734 WEST BAY FOREST PRODUCTS 703

Finishing & Coatings ECO CHEMICAL INC. 521 PPG TRUEFINISH BUILDING PRODUCTS 914 SHERWIN-WILLIAMS CO. 418 TEAL JONES GROUP, THE 620 U-C COATINGS 835 WOODTONE 420

PPG TrueFinish Building Products [Booth 914] Maze Nails continues to be the largest manufacturer of specialty nails, supplying U.S. and Canadian customers many millions of pounds of nails annually. The company offers a full line of specialty nails in bulk for hand driving and in collated sticks and coils for popular pneumatic nailers. The exclusive StormGuard Double Hot-Dipped Galvanized coating provides ultimate corrosion resistance. A full line of stainless-steel nails is also available as well as the company’s 15° Coil Roofing Ring, a hot-dip galvanized coating with the convenience of being able to use a pneumatic coil roofing nailer. The product is ideal for the quality application of asphalt and fiberglass shingles, blind-nailing fiber cement siding, attaching backerboard, nailing felt, and a myriad of other applications.

In operation since 1848, Maze has been providing nails for decking and trim, fiber cement, cedar and redwood sidings,

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For over 90 years, PPG TrueFinish Building Products, formerly PPG Machine Applied Coatings, has been at the leading edge of innovation and substrate protection for factory finishers looking to protect and enhance wood, fiber cement, and composite siding and trim boards. The company’s market-proven systems for these substrates include a broad portfolio of factory-applied primers, finishes and stains.

PPG’s newest project, MachineCoat waterborne weathering stain, is a low volatile organic compound (VOC) coating that, when applied to new cedar shingles at the OEM manufacturer’s facility, offers a greatly accelerated weathered effect to the color of the wood. Within a few months of being coated with MachineCoat waterborne weathering stain, the cedar shingles will have aged to the prized gray/silver appearance. Homes outfitted with cedar shingles coated with MachineCoat waterborne Building-Products.com

weathering stain can appear settled within months, as though they have been part of their environment for much longer.

The company is continuing to develop unique color tools to shorten the buying cycle and ensure customers are happy with their decisions. Through digital color identifiers, local color experts, and dedicated color lab specialists, PPG has made a significant investment in helping customers make color decisions with more confidence.

Its intermix tinting systems allow applicators to dial in exact color matching specs through computerized accuracy. This reduces mistints and increases accuracy so applicators spend less time color matching and more time coating.

Sherwin-Williams

[Booth 835]

U-C Coatings is a leader in the manufacture of specialty end coatings, sealants, and sapstain control chemicals for lumber, logs, and wood building materials. The company offers end sealers, end paint, release coatings, log stitches, marking pain, spraying equipment and more.

Brands include Contechem, Anchorsea. and Gempaint.

Building-Products.com

Grading & Testing NORTHEASTERN LUMBER MANUFACTURERS ASSN. 527 PACIFIC LUMBER INSPECTION BUREAU 303 PFS TECO 309 TIMBER PRODUCTS INSPECTION 423 WESTERN WOOD PRODUCTS ASSOCIATION 322

[Booth 418]

The industry demands coatings that stand up to the harshest environments, which is why OEMs and prefinishers trust Sherwin-Williams’ full range of coating technologies to protect the homes and buildings that live in them every day. From coatings for architectural millwork and siding, to entry doors and windows, the company employs rigorous testing to ensure all products meet some of the most stringent performance requirements in the industry.

Because an exceptional finish takes more than a coating, the company’s building products solutions come with its commitment to providing on-site technical expertise, responsive delivery and stocking programs, and support throughout the entirety of a builder’s finishing process.

No two manufacturers or prefinishers are the same.

Whether a customer is an OEM or a finisher, Sherwin-Williams offers a wide product portfolio, ranging from primers to high-performance topcoats, built to meet specific aesthetic, performance, regulatory, and process requirements. Customers can benefit from Sherwin-Williams’ design engineering and equipment expertise to ensure optimal performance.

Customers can find their competitive edge when it comes to offering the most comprehensive color palette by leveraging the company’s color leadership with tools like custom color cards and the Color Express Color Visualizer, along with access to the full Sherwin-Williams fan deck.

U-C Coatings

U-C Coatings’ product offerings in wood protection and preservation have recently expanded with the acquisition of Eco Chemical, a leading supplier of water-based wood stains and other coatings products to the pressure treating industry and other wood products manufacturers in western North America.

Among its factory coatings are pressure treated lumber stains, fence stain, True Blue colorant, and VintageWood.

Hardwoods BEASLEY FOREST PRODUCTS 402 CERSOSIMO LUMBER CO. INC. 513 COLLINS 730 JD IRVING 333 TOM’S QUALITY MILLWORK & HARDWOODS 909 WEABER LUMBER 1015

Lumber (Asia) ASIA BUILDING MATERIALS LTD. 1103 ELOF HANSSON USA INC. 605

Lumber (Canada–Eastern) BOSCUS CANADA/ARBEC LUMBER 908 BUCHANAN SALES 1023 EACOM TIMBER CORP. 924 JD IRVING 333 KENORA FOREST PRODUCTS 827 RESOLUTE FOREST PRODUCTS 541

Lumber (Canada–Western) ANDERSEN PACIFIC FOREST PRODUCTS LTD. 942 BPWOOD 740 BRAMWOOD FOREST PRODUCTS 805 C&C WOOD PRODUCTS 525 CANFOR 709 October 2019

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CARRIER LUMBER 808 DAKERYN INDUSTRIES LTD. 810 DELTA CEDAR SPECIALTIES (WESTSHORE) 815 DOUBLETREE FOREST PRODUCTS LTD. 330 DUNKLEY LUMBER LTD. 507 FRASERVIEW CEDAR PRODUCTS 807 FURTADO FOREST PRODUCTS 903 GILBERT SMITH FOREST PRODUCTS LTD. 421 GORMAN BROTHERS 612 HAIDA FOREST PRODUCTS LTD. 508 HAMPTON LUMBER SALES 636 INTERFOR 715 JH HUSCROFT LTD. 344 KALESNIKOFF LUMBER CO. LTD. 425 LESLIE FOREST PRODUCTS 713 LIGNUM FOREST PRODUCTS LTD. 845 MERCER TIMBER PRODUCTS 901 MID VALLEY LUMBER SPECIALTIES LTD. 802 MILLAR WESTERN FOREST PRODUCTS 811 NORTH ENDERBY TIMBER LTD. 910 OLYMPIC INDUSTRIES 319 PACIFIC WESTERN WOOD WORKS LTD. 919 POWER WOOD CORP. 1013 PROBYN GROUP LTD., THE 503 RIELLY LUMBER 923 SELKIRK SPECIALTY WOOD 614 SIDCA TRADING (FORMERLY ACCENTURE) 912 SINCLAR GROUP FOREST PRODUCTS 806 SPRUCELAND MILLWORKS INC. 813 SUNDHER GROUP 738 TEAL JONES GROUP, THE 620 TERMINAL FOREST PRODUCTS LTD. 312 TOLKO MARKETING & SALES 1026 TRIAD FOREST PRODUCTS LTD. 938 VAAGEN BROS. LUMBER, INC. 645 WEST BAY FOREST PRODUCTS 703 WEST FRASER 1002 WESTERN FOREST PRODUCTS 318

Canfor

able to better serve its customers and their growing needs.

Canfor’s sawmills produce southern yellow pine from the U.S. South, spruce-pine-fir and Douglas fir-larch in Canada, and European pine from Sweden. Its quality products are ideal for a wide range of applications such as general construction, specialty appearance uses, and high-strength mass timber components.

Lumber (Chile/New Zealand) ARAUCO 1004 CLAYMARK USA 304 CMPC USA 308 EACOM TIMBER CORP. 924 TAUPO WOOD SOLUTIONS 314

Lumber (Europe) ANTE-HOLZ GMBH 302 BINDERHOLZ DEUTSCHLAND GMBH 406 ELOF HANSSON USA INC. 605 HOLZINDUSTRIE SCHWEIGHOFER 500 HOLZINDUSTRIE STALLINGER GMBH 1020 KLENK HOLZ AG 408 OY LUNAWOOD LTD. 1114 PFEIFER TIMBER GMBH 1115 SODRA USA 403 STORA ENSO 325 VIDA WOOD USA 401

Lumber (U.S.–East) [Booth 709]

DURGIN & CROWELL LUMBER 618 HANCOCK LUMBER CO. 701 JD IRVING 333 LIMINGTON LUMBER CO. 1003 ROBBINS LUMBER INC. 519

Durgin & Crowell Lumber

Canfor is one of the world’s largest producers of sustainable softwood lumber, offering dimensional and specialty products from operations in Canada, the United States and Sweden.

The company has a history dating back to 1938 in Western Canada, and with its expansion into the U.S. and the addition of the Vida Group in Sweden, Canfor has transformed into a truly global company. With over 50 production facilities and offices in eight countries, the combined global reach means that Canfor is

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[Booth 618]

Offering customers fully sustainable eastern white pine on time and with a personal touch is what Durgin & Crowell thrives to do. With over 30 million bd. ft. of production and a modern manufacturing facility in Springfield, N.H., the company is one of the largest eastern white pine manufacturers in New England and supplies a wide range of patterns and grades standardized by the Northeastern Lumber Manufacturers Association.

Wanting to design a line of pre-coated, UV-cured eastern white pine paneling products that make the warmth of wood easy, safe, practical and affordable, the company manufactured Enhance by Durgin & Crowell. Panels come into a room ready to go, reducing installation time by days, and allowing their customers to enjoy the site sooner with less mess, assuring volatile compounds from toxic chemicals never enter the home.

Nearly fully recovered from a devastating fire back in January 2018, Durgin and Crowell has built a new state-of-the-art planing facility, which has just come on line.

Building-Products.com

The company also takes pride in its knowledgeable sales staff.

In April Alex Darrah took on the position of sales manager, as B. Manning took a step back after over 40 years in the role. The company also recently added Sarah Welch to the team to head up marketing.

the highest-quality, environmentally responsible products and services. Services include paper wrap, half packs, NS rail service and extended shipping hours. Its company-owned timberland is certified under both FSC and SFI standards, and is one of the few SYP producers offering FSC certification on all its products.

“At Westervelt Lumber, we understand that you’re not just building—you’re building your future. Start with our lumber— high quality and sustainably produced, it’s the most dependable product available. Our family of employees works hard to bring you a quality product so you can spend quality time with your family and friends.”

Lumber (U.S.–Midwest) BIEWER LUMBER, LLC 1006

Lumber (U.S.–South) BEASLEY FOREST PRODUCTS 402 BIEWER LUMBER, LLC 1006 CAL-TEX LUMBER CO. 838 CANFOR 709 GEORGIA PACIFIC 509 HOOD INDUSTRIES 843 IDAHO TIMBER 601 INTERFOR 715 KLAUSNER TRADING USA INC. 904 LANGDALE INDUSTRIES 231 MASON FOREST PRODUCTS 424 MCSHAN LUMBER CO. 634 POTLATCHDELTIC CORP. 814 REX LUMBER CO. 405 ROSEBURG FOREST PRODUCTS 823 ROYOMARTIN 819 SNIDER INDUSTRIES, LLP 934 TRI-STATE LUMBER 1022 WEST FRASER 1002 WESTERVELT LUMBER 545 WEYERHAEUSER 706

Westervelt Lumber Company

Lumber (U.S.–West) ALTA FOREST PRODUCTS, LLC 120 BENNETT LUMBER PRODUCTS 600 BOISE CASCADE OOD9/22/17 PRODUCTS TM 2017 layout.qxp_TM 2003 W layout 4:44 731 PM Page 44 C&D LUMBER CO. 411 COLLINS 730

Respecting the forest, honoring the past, building the future.

A nation’s pride you can build on.

Manufacturers of 6 million bd. ft. monthly of [Booth 545]

The Westervelt Co. produces 1” southern pine boards, dimension lumber, RED and timbers, and runs 1” and 2” patterns on its moulder. In order to continue to meet customers’ needs, Westervelt is expanding with a new facility in Thomasville, Al., which will offer sustainably-sourced, high-quality products.

A family-owned company with more than 135 years of environmental stewardship, Westervelt strives to deliver exceptional value and service to customers. With more than 50 years of lumber manufacturing experience, the Moundville, Al.-based firm produces a wide variety of high-performance products made from southern yellow pine, and is committed to providing Building-Products.com

Reg Pr Po M V Bi Sa M 201 Au Wo H 201 H

• 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs State-of-the-Art Hewmill & Headrig Mill Contact Sheldon Howell

Tr

Yakama Forest Products

Ma nie det rec

(509) 874-1163 3191 Wesley Rd., White Swan, WA 98952 Fax 509-874-1162

www.yakama-forest.com October 2019

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ket and Tra acc ber

DISDERO LUMBER COMPANY 640 ELK CREEK FOREST PRODUCTS 635 EMPIRE LUMBER CO. 1018 F.H. STOLTZE LAND & LUMBER 604 FOREST PRODUCTS DISTRIBUTORS INC. 608 FRERES LUMBER CO., INC. 920 HAMPTON LUMBER SALES 636 HY MARK WOOD 742 IDAHO FOREST GROUP 744 IDAHO TIMBER 601 NEIMAN ENTERPRISES, INC. 702 OLYMPIC INDUSTRIES 319 OREGON CANADIAN FOREST PRODUCTS 821 PACIFIC WOOD LAMINATES, INC. 603 PATRICK LUMBER CO. 609 POTLATCHDELTIC CORP. 814 PRECISION LUMBER CO. 602 ROSBORO 515 ROSEBURG FOREST PRODUCTS 823 SAWARNE LUMBER CO. LTD. 804 SENECA SAWMILL CO. INC. 615 SIERRA FOREST PRODUCTS 332 SIERRA PACIFIC INDUSTRIES 710 STIMSON LUMBER CO. 624 SWANSON GROUP SALES 407 THOMPSON RIVER LUMBER CO. 535 TRIPP LUMBER INC. 842 VAAGEN BROS. LUMBER, INC. 645 WESTERN LUMBER CO. 400 WEYERHAEUSER 706 WOODGRAIN LUMBER 310 YAKAMA FOREST PRODUCTS 841 ZIP-O-LOG MILLS INC. 737

Bennett Lumber Products

and production. The company works to provide high-quality lumber products while practicing sustainable land management principles with its main forestry goal that aims to meet present needs without compromising the ability of future generations to meet their needs.

Collins

Collins produces high quality wood products including softwoods, hardwoods, NAF pine particleboard, engineered wood siding and trim.

Headquartered in Portland, Or., and family-owned since 1855, the company upholds its long-standing commitment to land and resource stewardship with over 311,000 acres of FSC certified forest lands, six facilities, and one retail location in the United States.

Softwoods: white fir, ponderosa pine, sugar pine, Douglas fir, incense cedar, and lodgepole pine Hardwoods: cherry, soft maple, hard maple, red oak, white oak, ash, basswood, tulip wood, PC poplar, aspen, birch Locations: Chester, Ca.; Kane, Pa.; Richwood, W.V.; [Booth 600]

C&D Lumber

Bennett Lumber Products’ production of quality dimension lumber—Douglas fir, white fir, Engelmann spruce, lodgepole pine, Idaho white pine, inland red cedar, and ponderosa pine— reaches 150 MMBF annually. Based in Princeton, Id., the company has approximately 60,000 acres of forestland in northern Idaho and eastern Washington.

A producer of dimensional lumber, industrial lumber and lumber patterns, Bennett is committed to providing quality products and sound environmental practices every day. The family-owned company has two mills—one in Princeton, Id., and one in Clarkston, Wa., both designed for efficiency, safety

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[Booth 411]

C&D Lumber Co. Riddle, Or., offers a full line of Port Orford cedar products including 2” clear lumber, appearance rough timbers, products for remanufacturing and the company’s most sought-after product, 2x6 Appearance Plus decking. The smooth, fine grain of Port Orford makes for a sliver-free decking surface that even the most-tender of feet will appreciate.

Outdoor living spaces are brought to life with a well-crafted Port Orford cedar deck and complimentary pergola. The species is well suited for the outdoors with its natural oils making it decay and insect resistant.

At C&D Lumber Co. Port Orford cedar has been an instrumental part of the company’s century-old history. One of the finest and rarest woods available, due to the limited growth range primarily in Oregon, the species is a highly sought-after

Building-Products.com

material. C&D is one of the few manufacturers who can expertly mill Port Orford cedar into a variety of products including appearance decking. Historically, it has been highly regarded by the Japanese for temple construction, due to its unique properties, light color, and similarity to their native honoki, cypress.

Others including boat builders, arrow manufacturers, and fine woodworkers have long appreciated Port Orford cedar for its strength, fine texture, and the ease of working with it. The species is a legendary Northwest offering, in good part because of the balance its strikes between strength, beauty and durability.

“If you’re a current C&D Lumber customer, we are grateful for your loyalty and your business. If you’re new and considering us for the first time, we welcome the opportunity to discuss Port Orford cedar products with you and forge a new partnership.”

Elk Creek Forest Products

[Booth 635]

Elk Creek Forest Products is a full-service lumber processor, remanufacturer and distributor. Headquartered in the heart of Douglas fir country, the company’s processing yard is stocked with 15 million bd. ft. of premium Douglas fir lumber and timbers from over 30 of the Northwest’s finest sawmills. The diversity of its 20-acre green and dry DF inventory, along with a network of proven kilns and remans allows for premium products and exceptional service. Currently, inventory volume is up from 15 to 17 million bd. ft. and capacity has increased due to the addition of a PET unit saw and a new additional Woodmizer saw.

Products: ECFP has Kiln Dried stock in surfaced dimension 2x4 thru 2x16. KD timber stock includes full sawn rough, surfaced and re-sawn timbers 3x4 to 24x24. KD timbers are carefully dried to <19% moisture content in like-sized kiln charges for consistency and quality. All KD timbers are #1/Btr FOHC for maximum stability in every piece. Stock is available to meet specific grade, density, appearance and finish requirements.

ECFP Green lumber is carefully selected for its grade, heart spec, density and appearance. WCLIB certified inspectors on staff ensure that grades and quality remain consistent. Green surfaced stock includes 3x6 thru 12x12, with green full & standard sawn rough, up to 16x20. Units are anti-stain treated and paper capped to maintain appearance.

Services: • Custom sorting and grading, just-in-time, prompt needs • Full sawn, fine band sawn, S4S and custom net sizes • T&G and custom pattern, PET Precision End Trimming, hand hewn, and corbels • Pressure and fire treat, double-ending stamp, end wax, and barcoding Building-Products.com

Idaho Forest Group

[Booth 744]

As one of America’s largest lumber producers, Idaho Forest Group, Coeur d’Alene, Id., has the capacity for over 1 billion bd. ft. per year, from high-tech production facilities throughout Northern Idaho and Montana. The company grows, harvests, manufactures and distributes lumber and operates six sawmills and a fingerjoint facility.

The superior lumber from IFG begins with actively managed stands of timber in the Intermountain West region, renowned for its excellent growing conditions producing some of the highest quality fiber in North America. The company has one of the broadest lines of species and products in North America, as diverse species mix includes white fir, Hem-fir, Douglas fir, cedar, larch, SPFs, ponderosa pine, white pine, Engelmann spruce, and lodgepole pine.

The company also offers a wide range of sizes and grades.

Idaho Forest Group’s commitment and investment in state-ofthe-art technology ensures customers will receive a premium product with consistency they can rely on.

Seneca Sawmill Company

[Booth 615]

Seneca Sawmill currently operates three mills in Eugene, Or., and one in Noti, Or. The company has production levels exceeding 650 million bd. ft., aided by the timber managed by Seneca Jones Timber Co. and steam for dry kilns produced from the Seneca Sustainable Energy facility. The company continues to be one of the largest-producing mills on one site in the U.S.

On April 22, which was Earth Day, Seneca planted its 40 millionth tree on their timberlands. The occasion was celebrated on the tree farm where two of three owners, Becky Jones and Kathy Jones-McCann, planted seedlings with their grandchildren, grandnieces and grandnephews (Parker Roscoe, 8, Jake Hamaker, 6, and Ava Roscoe, 5).

“I’m so excited about the planting of the 40 millionth tree!

This is a huge milestone for our family,” said Becky. “That soil October 2019

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is the native soil of the Douglas fir, but as the fourth generation of our family plants trees in it, it feels like the native soil of our family as well,” she added.

The family used the experience to pass on knowledge and values about nurturing and sustaining the land. “Healthy trees are important to us, but so is healthy soil, clean water and thriving wildlife. On the tree farm we plan on a 50-year horizon. We plan for generations of trees and generations of family,” Kathy said.

To help the kids understand the magnitude of 40 million trees, they calculated that if those little seedlings were laid endto-end, they would cross America five and a half times. “Getting to 40 million was quite an accomplishment,” Becky added. “I felt like Dad was there smiling with us.”

Western Lumber Company

[Booth 400]

As an industry-leading specialty wholesale lumber company with international presence, Western Lumber Co. keeps strong, long—term strategic program relationships with their customers while delivering premium products from North America and around the globe.

Whether it’s domestic, import or export lumber product, Western Lumber delivers the highest quality industrial grade lumber from the world’s best producers.

The company is also a Forest Stewardship Council certified company, offering a wide range of FSC-certified products. Its professional trading group is the industry leader in specialized lumber program development with specific expertise and leadership in Clear MG & VG Doug fir/hemlock/cedar/pine, custom prime import pine moulding/millwork, exotic/domestic hardwoods, specialty industrial panels, and dimension grade lumber.

With a combined 200+ years of wood product experience represented in the trading group, Western Lumber takes pride in its unique ability to deliver on the most critical needs of their strategic customers. If it is difficult to find or source, Western Lumber Co. is your solution.

Lumber Wrap & Printing FLEXPAK CORP. 700 MAHOL ENTERPRISES 1119 OWENS CORNING/INTERWRAP 1100 POLYMAX INC. 1000 VEER PLASTICS 313

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Material Handling /Equipment BOLDESIGN INC. 342 COMBILIFT 327 SUNBELT RACK/CT DARNELL CONSTRUCTION 907 KRAUTER AUTO-STAK 735 NYLE SYSTEMS, LLC 336 SLIDING SYSTEMS 642 USNR 326 VALUTEC WOOD DRYERS 539

Combilift

[Booth 327]

Combilift is working to revolutionize the way companies handle and store materials. The company’s product range includes multi-directional, articulated, pedestrian forklifts as well as straddle carriers.

Combilift products are designed to be safe and efficient.

Its multi-directional forklifts mean easy navigations around obstacles, so there’s no need to travel with a load held aloft. The

company’s patented four-directional technology also means that forklifts are not restricted by the length of the load—so they can navigate narrow aisles and doorways with ease.

The company can tailor the specification of everything they manufacture according to the individual needs of each customer. Their engineers take every variable into account—warehouse size, aisle width, load size and type, external terrain, climate and even the physical characteristics of the operator.

Companies of all sizes, across a diverse array of industries, use Combilift handling solutions, giving them a clear understanding of how clever design can maximize efficiency, safety and profitability in their business.

CT Darnell / Sunbelt Rack

[Booth 907]

Anyone who has worked in lumber and building materials has likely been to a location that CT Darnell Construction and Sunbelt Rack designed, built, or equipped.

The company’s range of products include pre-engineered metal buildings, of which they have built over 1,000 throughout North America. It also has a full line of integrated rack-supported building systems that optimize inventory protection and made picking product more efficient for both distribution centers and lumberyards.

CT Darnell works to understand the scope of any project, while delivering a solution on time and on budget. Thinking about expanding or improving your yard? With the company’s full-service capabilities firmly established in LBM, professionals Building-Products.com

VERSATEX

[Booth 1001]

Versatex is continually focusing on introducing innovative, high quality cellular PVC products that save time for builders and renovators while increasing curb appeal. The company offers PVC trim, cornerboards, a vented soffit system, a Stealth trim system that includes skirtboard, T&G profiles, one-piece column wraps, and exterior moldings.

can leave complex construction, storage and material handling needs to them.

The family-owned business started in Atlanta in 1987, supplying its Sunbelt Rack storage systems to burgeoning home centers. Soon after, it expanded its offerings to the rest of the LBM market and other industries. Today, CT Darnell works as a general contractor and rack system provider throughout the United States, Canada, and the Caribbean. It has built and/or equipped facilities for Lowe’s, Home Depot, ABC Supply, Boise Cascade, Do it Best, and numerous independent retailers and wholesalers.

Millwork & Trim ARAUCO 1004 ASIA BUILDING MATERIALS LTD. 1103 BELCO FOREST PRODUCTS 340 BITTERROOT VALLEY FOREST PRODUCTS 412 CLAYMARK USA 304 CMPC USA 308 COLLINS 730 COLUMBIA CEDAR 712 DORRIS LUMBER & MOULDING CO. 409 INTERFOR 715 KALESNIKOFF LUMBER CO. LTD. 425 LANGDALE INDUSTRIES 231 LP BUILDING PRODUCTS 708 MID VALLEY LUMBER SPECIALTIES LTD. 802 NUSKU PARTNERS LLC 707 PORCUPINE WOOD PRODUCTS LTD. 639 POWER WOOD CORP. 1013 PROBYN GROUP LTD., THE 503 ROYAL BUILDING PRODUCTS 410 SIERRA PACIFIC INDUSTRIES 710 SODRA USA 403 SPRUCELAND MILLWORKS INC. 813 SUNSET MOULDING 518 TAUPO WOOD SOLUTIONS 314 TERMINAL FOREST PRODUCTS LTD. 312 TOM’S QUALITY MILLWORK & HARDWOODS 909 VERSATEX 1001 WEABER LUMBER 1015 WEST BAY FOREST PRODUCTS 703 WESTERN FOREST PRODUCTS 318 WESTON WOOD SOLUTIONS 921 WOODGRAIN LUMBER 310 WOODTONE 420 Building-Products.com

The company recently added Weathered Grey to its Canvas Series of authentic-looking, wood-toned cellular PVC trimboards. The color is a silvery gray that presents a vintage, rustic look. The Canvas Series consists of patterned woodgrain laminates permanently bonded to moisture-resistant, time-tested cellular PVC. The line addresses many issues builders encounter with hardwoods such as knots and re-staining schedules, pairing the beauty of wood with the durability of Versatex PVC. Versatex has also been using social media and online

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expertise to communicate with industry professionals. The company recently started producing podcast episodes to present useful news and information to a market of professionals who love to learn from one another. The Versatex Way is hosted by Bryan Abdallah and features industry players such as builders, renovators, fabricators and dealers. It is available on Google, Apple and SoundCloud.

Plywood, OSB & Panels ARAUCO 1004 BOSCUS CANADA/ARBEC LUMBER 908 BINDERHOLZ DEUTSCHLAND GMBH 406 BOISE CASCADE WOOD PRODUCTS 731 C.M. TUCKER LUMBER COMPANIES 803 CMPC USA 308 COASTAL FOREST RESOURCES CO. 522 EAGLE PLYWOOD SPECIALTIES 201 FRERES LUMBER CO., INC. 920 GEORGIA PACIFIC 509 HARDEL MUTUAL PLYWOOD CORP. 537 KLENK HOLZ AG 408 LANGDALE INDUSTRIES 231 LP BUILDING PRODUCTS 708 MASON FOREST PRODUCTS 424 METSÄ WOOD USA 523 MURPHY COMPANY 613 PACIFIC WOOD LAMINATES, INC. 603 PATRIOT TIMBER PRODUCTS INC. 905 POTLATCHDELTIC CORP. 814 ROSBORO 515 ROSEBURG FOREST PRODUCTS 823 ROYOMARTIN 819 SODRA USA 403 SWANSON GROUP SALES 407 TIMBER PRODUCTS CO. 526 TOLKO MARKETING & SALES 1026 WEST FRASER 1002 WESTLAM INDUSTRIES LTD. 511 WEYERHAEUSER 706 WINSTON PLYWOOD & VENEER 738

CMPC USA

Advancing in its commitment to improve the daily lives of its customers and consumers, CMPC was one of the first to develop a plywood board impregnated with micronized copper. Its Selex Micronized Copper Treated Siding is both environmentally compliant and aesthetically pleasing, with distinct features that have become a preferred industry standard for multiple applications: landscaping, agriculture, outdoor children’s play equipment, and public buildings. The siding is great for interior and exterior use, resistant to fungus and insects, and protects against UV rays. Its natural, clean look also makes it usable for staining.

Currently, CMPC manufactures and distributes forest products to over 50 countries, demonstrating a solid supply chain and experienced distribution network. Their experience and strength, reflected by timely service, continuous supply and long-term relations, gives customers peace of mind and trust. CMPC’s forest products include lumber, plywood and millwork.

Railings & Columns BARRETTE OUTDOOR LIVING PRODUCTS 215 BIEWER LUMBER, LLC 1006 CENTURY ALUMINUM RAILINGS 800 DIGGER SPECIALTIES, INC. 918 MID VALLEY LUMBER SPECIALTIES LTD. 802 PROBYN GROUP LTD., THE 503 VERSATEX 1001 WILD HOG RAILING 1008 WOODTONE 420

Wild Hog Railing

[Booth 308]

As CMPC approaches its 100th anniversary, it continues to deliver sustainable and innovative solutions to its customers and consumers, using the latest technology in its processes to facilitate the achievement of high safety standards, offering protection to both individuals and the environment.

[Booth 1008]

Wild Hog Railing now has distribution in all 50 states. Most recently, it partnered with Empire Building Materials in Bozeman and Missoula, Mt. Empire brings its second-to-none experience along with its relationships, and will be covering Montana, Northern and Eastern Idaho, Wyoming and Western Dakotas.

Wild Hog is known for its durable railing products like aluminum Hog Tracks, Wild Hog 6 gauge with welded cross points, the raw steel Tahoe Hog, and woven Black Tahoe Hog. In 2020, the company will be expanding into Canada with a new distribution partner that will be announced this December.

Roofing ALLURA BY ELEMENTIA 610 TEAL JONES GROUP, THE 620 WALDUN GROUP, THE 734 WATKINS SAWMILLS LTD. 315

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Siding & Paneling ALLURA BY ELEMENTIA 610 BITTERROOT VALLEY FOREST PRODUCTS 412 C&C WOOD PRODUCTS 525 COEUR D’ALENE WOOD 301 COLLINS 730 COLUMBIA CEDAR 712 DAKERYN INDUSTRIES LTD. 810 DELTA CEDAR SPECIALTIES (WESTSHORE) 815 EVERWOOD TREATMENT CO. 741 HAIDA FOREST PRODUCTS LTD. 508 HY MARK WOOD 742 INTERFOR 715 LP BUILDING PRODUCTS 708 MOSO NORTH AMERICA 1011 NORTH ENDERBY TIMBER LTD. 910 NUSKU PARTNERS LLC 707 PACIFIC COAST CEDAR PRODUCTS 306 PACIFIC WOOD LAMINATES, INC. 603 PORCUPINE WOOD PRODUCTS LTD. 639 POWER WOOD CORP. 1013 ROBBINS LUMBER INC. 519 ROYAL BUILDING PRODUCTS 410 SAWARNE LUMBER CO. LTD. 804 SELKIRK SPECIALTY WOOD 614 SHAKERTOWN 839 SKANA FOREST PRODUCTS LTD. 626 SNIDER INDUSTRIES, LLP 934 SUNSET MOULDING 518 TEAL JONES GROUP, THE 620 TERMINAL FOREST PRODUCTS LTD. 312 TRIPP LUMBER INC. 842 WALDUN GROUP, THE 734 WATKINS SAWMILLS LTD. 315 WESTERN FOREST PRODUCTS 318 WOODTONE 420

C&C Wood

Software & Technology BUILDERWIRE, INC. 501 CALCULATED STRUCTURED DESIGNS 414 DMSI SOFTWARE 927 EPICOR SOFTWARE 1025 MAJURE DATA 925 MILLTECH INVENTORY MANAGEMENT SYSTEMS 834 RAVEN LOGISTICS INC. 801 RDB SOLUTIONS 611 SALES-I 1007 TRADETEC COMPUTER SYSTEMS LTD. 334 WOODPRO SOFTWARE INC. 922

DMSi Software

[Booth 927]

[Booth 525]

C&C Wood Products strives to provide a variety of wood products to build, decorate and improve the warmth and appeal of a home. Operating in small rural communities, the company works to build long lasting relationships as products are shipped all over the world.

The company has been breaking new ground in value-added

Building-Products.com

engineered mutlilaminates and sidings. To complement the existing interior paneling products, C&C produced a line of SPF multilaminate, structural certified horizontal posts, beams, siding, and trim. The engineered products are extensively made from beetle kill and fire damaged forests. C&C also offers a range of specialty products from shiplap, T&G paneling, moldings and wainscoting, as well as laminated posts.

DMSi Software helps lumber businesses run more efficiently and profitably through industry-specific solutions.

The company’s Agility ERP is tailor-made for the unique challenges of buying, selling, and distributing building materials. It handles every possible unit of measurement and uses advanced tagging to easily identify the piece count, length, grade, and age of every unit. Cost allocations reveal true profit from inbound shipping through production to distribution, while Reload/Public warehouse management lets you cost, price, sell, and ship inventory from third-party warehouses.

DMSi continues to advance Agility with integrated solutions such as Mobile Warehouse Tools. The app allows staff to perform full physical inventories and cycle counts directly from the yard or warehouse floor. Staff members can view counting assignments, calculate quantities, and enter counts on their mobile devices. Once the device connects to a WiFi network, data instantly uploads for managers to review.

The company also offers a stand-alone sales tool: Building Results CRM. Developed in partnership with leading sales coach October 2019

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Rick Davis, the platform includes industry-specific features and meaningful reporting tools sales reps embrace.

A glance at their phones shows reps where an account stands, including vital client growth, lagging sales, and cross-selling opportunities. Shared customer data helps inside and outside sales teams collaborate more effectively. Managers get meaningful reporting on performance, including pipeline status, prospecting data, and calendar activity so they can develop action plans

Transportation & Logistics ACCESS WORLD USA LLC 426 A.D. RUTHERFORD INTERNATIONAL 900 ARROW RELOAD SYSTEMS INC. 743 BLG CARGO LOGISTICS GMBH 502 BNSF RAILWAY 812 ELOF HANSSON USA INC. 605 HAMPTON LUMBER SALES 636 INDEPENDENT DISPATCH INC. 307 LIVINGSTON INTERNATIONAL 606 METROWEST TRANSLOAD 321 MOUNTAIN VIEW GROUP 644 NORFOLK SOUTHERN CORP. 1005 OLYMPIC INDUSTRIES 319 OMNI TRANSLOADING & LOGISTICS 607 PROGRESSIVE RAIL, INC. 543 RAVEN LOGISTICS INC. 801 RUKERT TERMINALS CORP. 323 TIMBER PRODUCTS TRUCKING 526 TSC CONTAINER FREIGHT 940 UNION PACIFIC RAILROAD 422

Timber Products Trucking

[Booth 526]

Timber Products Trucking has been providing quality service and award-winning safety for more than 50 years. As a division of Timber Products Company, TP Trucking works

Underlayment & Housewrap ADVANCED BUILDING PRODUCTS 300 ALLURA BY ELEMENTIA 610 BENJAMIN OBDYKE 1126 OWENS CORNING/INTERWRAP 1100

Advanced Building Products, Inc.

[Booth 309]

Creating space… it’s what they do at Advanced Building Products. The company manufactures products that create space within your wall assembly, roofing system, flooring system, and everywhere in between. As a family-owned manufacturer of entangled net technologies, for the past 30 years they have evolved from a copper flashing producer into one of the fastest-growing drainage and ventilation manufacturers in the U.S.

Products they are promoting this year at NAWLA include: • Mortairvent — their award-winning all-wall drainage and ventilation mat used for all siding applications • Watairvent Furring Strips — patent-pending version of what a furring strip should be in today’s building environment • Cedair-Mat — ventilation mat used beneath wood roofing • RAM Vent — radon abatement mat Advanced Building Products prides itself on selling through proper distribution channels. They value all of their partnerships and work hard through education, joint and independent travel, lead qualifications, and promotions to ensure partners succeed.

Windows & Doors INTERFOR 715 SIERRA PACIFIC INDUSTRIES 710 WOODGRAIN LUMBER 310

hard to get the job done right, whether the company is moving a customer’s goods, fixing rigs or giving a fleet a fresh coat of paint. From short-haul to long-haul trucking, customers trust TP Trucking to keep their load safe and have it arrive at its destination on time.

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Wood Preservatives HOOVER TREATED WOOD PRODUCTS 510 KOP-COAT INC. 1021 LONZA WOOD PROTECTION 320 U-C COATINGS, LLC 835 Building-Products.com

Hoover Treated Wood Products

[Booth 510]

Hoover Treated Wood Products is excited to announce the first UL Listed exterior wall system containing pressure-impregnated fire-retardant-treated wood (FRTW).

The company’s new NFPA 285 listing, UL System No. EWS0045, is the first FRTW exterior wall system to be tested

by UL for the vertical and lateral flame propagation requirements of the International Building Code (IBC). The system requires the use of Hoover’s Pyro-Guard FRT lumber and plywood, which is widely used for weather-protected applications.

Hoover’s Exterior Fire-X FRT lumber and plywood products are code-compliant for weather-exposed applications.

industry knowledge with regional market-focused technical, sales, marketing and regulatory expertise.

Lonza offers an array of wood protection products like residential and industrial preservative products, fire-retardant products, surface applied technologies, and engineered wood products. The company has pioneered the development of preservative products and application technologies to allow the very best protection against the threats of rot, mold, decay, fungi and insect attack.

Since Arch Wood Protection and Diacon Technologies were acquired by Lonza, one of the world’s leading and most-trusted suppliers to the pharmaceutical, biotech and specialty ingredients markets, they have become an integral part of the company’s family of products and services.

Wood Treating

Both Pyro-Guard and Exterior Fire-X FRTW products have a flame-spread rating of 25 or less in an extended, 30-minute test to UL 723, carry the UL Classified mark, and conform to the FRTW requirements in the IBC, International Wildland Urban Interface Code, and NFPA 703.

Products are also recognized by the codes for applications where noncombustible materials are required in buildings, including but not limited to: • nonbearing partitions, • nonbearing exterior walls, • roof assemblies, • platforms, • canopies, • exterior architectural trim and veneers, • exterior balconies, • exterior-bearing walls in joisted-masonry and heavy timber construction, and • increasingly for siding and decks in wildfire-prone areas.

As ICC Preferred Education Providers, Hoover offers free, AIA-approved FRTW product seminars.

Lonza Wood Protection

BIEWER LUMBER, LLC 1006 C.M. TUCKER LUMBER COMPANIES 803 EVERWOOD TREATMENT CO. 741 FOREST PRODUCTS DISTRIBUTORS INC. 608 HOOVER TREATED WOOD PRODUCTS 510 SIDCA TRADING (FORMERLY ACCENTURE) 912 TRI-STATE LUMBER 1022 WATKINS SAWMILLS LTD. 315

Everwood Treatment Co.

[Booth 741]

Everwood Treatment Co. offers Wolmanized Outdoor Wood for all outdoor projects, EraWood treated lumber for above ground applications that don’t require a copper-based product, KDAT services, and a remanufacturing plant that can run any SPIB pattern along with other custom profiles. The company supplies treated material to retailers and pattern stock to distributors throughout the Southeast.

[Booth 320]

For over 80 years, Lonza Wood Protection has led the market in the delivery of trusted and innovative technologies, application systems, and support services. With locations in North and South America, Europe, Africa, and Asia-Pacific, the company combines global product and technology platforms and broad Offering export services out of the Port of Mobile and various other ports around the Gulf Coast and the East Coast, Everwood has been a leader in the lumber industry for over 30 years and serves as a one-stop shop for all southern yellow pine needs.

Whether a customer needs treated material, pattern stock, KDAT, custom packaging or marks and logos, Everwood delivers it all.

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merchant Magazine

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Industry’s Leading News & Information website.

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