The Merchant Feb. 2020

MERCHANT

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FEBRUARY 2020

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

OUTDOOR LIVING SHOWROOMS • TREATED LVL DECK FRAMING • PANEL STANDARDS CHANGE

Longer spans.

Like, 25 years long.

Decked out just took on a whole new meaning. PWT Treated™ is now on deck and shipping.

It’s longer lasting, with longer spans, and has a longer warranty.* Here’s to outdoor living that’s made to outlive!

Find out more at pacificwoodtech.com/treated

*Excludes industrial applications, such as scaffold plank and concrete forming.

The

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CONTENTS

February 2020 Volume 99 n Number 2

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

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Feature Story

Features

10 OUTDOOR LIVING SHOWROOMS

12 INDUSTRY TRENDS

OPERATORS OF RECENTLY OPENED OR REMODELED DECKING SHOWROOMS SHARE HOW HAVING A DEDICATED FACILITY FOR DISPLAYING A FULL RANGE OF OUTDOOR LIVING PRODUCTS CAN

CLOSE MORE SALES.

MERCHANT

FEBRUARY 2020

Magazine

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

OUTDOOR LIVING SHOWROOMS • TREATED LVL DECK FRAMING • PANEL STANDARDS CHANGE

Departments

ENGINEERED WOOD MANUFACTURER INTRODUCES PRESSURE TREATED LVL DECK FRAMING SYSTEM

14 INDUSTRY TRENDS

CONSTRUCTION PODCASTS KEEP PROS IN THE LOOP SELLING WOOD STAIN QUALITY OVER PRICE IS KEY TO ENSURING LONG-TERM CUSTOMER SATISFACTION

18 PRODUCT SPOTLIGHT

KEEP UP ON CHANGES TO PRODUCT STANDARDS FOR OSB, PLYWOOD

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GET IN WHERE YOU FIT IN

46 EVENT RECAP

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8 ACROSS THE BOARD 20 COMPETITIVE INTELLIGENCE 22 OLSEN ON SALES 24 THE REVENUE GROWTH HABIT 26 TRANSFORMING TEAMS 34 MOVERS & SHAKERS 40 NEW PRODUCTS 50 ASSOCIATION UPDATE 51 DATE BOOK 52 IN MEMORIAM 53 ADVERTISERS INDEX

WESTERN PALLET MAKER CONFAB

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February 2020

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ACROSS the Board

By Patrick Adams

The power of a feeling I writing, our President is being impeached, a gun rights rally is taking place in irginia where the governor claimed a state of emergency, and the latest tally is that over 12 million acres have burned in Australia. And yet, I feel hopeful. I’m excited about the new year (and new decade). I think this is going to be an amazing year for some reason Everyone has had a feeling. Something that makes you pause and change directions. I feel like I’m not alone out here. I feel like someone is watching me. I feel like this is the winning lottery ticket. It can’t be explained.

Something in our subconscious is working, processing tons of information and for some reason spits out a feeling.

In these days of information overload, I find too many times that my feeling is negative in spite of all of the real world data in my life that points the other direction. It’s almost becoming too easy to instantly spot the negative in any situation as everything we are bombarded by tries to convince us that the world around us is falling apart. A rare evening out with my beautiful wife too bad dinner service was so slow. A beautiful sunrise this morning on the drive to work would have been nice if it wasn’t for tra c. Why do we do this when it is equally easy to simply spot the positive There are certain individuals and teams that do this exceptionally well. Our own .S. military special forces are one that come to mind they never quit and failure is never a thought or consideration. They have an unflappable mindset to persevere and win I think of them, many who I call friends, as our modern-day superheroes but are they Are they that unique or is it more about training What if we trained ourselves to be unflappable and constantly persevere in our pursuit of the positive I was recently at dinner with a small group of friends celebrating a couple of 50th birthdays. In a surprise, the conversation did not go to the normal topics of football or hunting. Instead, one talked about how he read a book that was teaching him to brainwash himself into constantly surveying his surroundings for the positive. Certainly not typical dinner time guy conversation He said he’s been trying it now for about six weeks. Each morning, he starts by writing down just three things that went right the day before and one way where he made a difference to some-

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one. I haven’t stopped thinking about that since he said it.

Powerful.

In our worst day, we are blessed. I often jokingly reply to people, Those are first world problems, and it’s true.

Every one of you has a bed to sleep in tonight. ou won’t be cold or hungry, and there is at least one person out there who cares about you. We are safe and we have opportunity to pursue things that interest us. I get to serve industries and people I care about and I get to provide for a family who loves me.

My feeling that it was going to be a good year for some reason started on anuary 2. So far, that feeling has been right because the year has only gotten better and better each day. There is chaos in the world and I’ve been fighting off one of the toughest flu bugs I’ve had maybe ever and you know what This has been a great year so far I’ve finally decided that maybe we deserve to be happy, and thankful, and that maybe, everything will turn out ok even if I don’t stress out about every little possible negative around the corner I’m going to try to keep this up; view the world, people and situations as good. Survey my landscape for the positive and trying to make a difference in someone’s life every day.

More than ever before, I feel grateful that I get to serve this industry and each of you. That I have this amazing team who loves what they do, and who they do it for and that each night, we get to go home to our family, smile, go to bed, and do it all again the next day.

I hope the power of my feeling for this year infects you, your family, and your team and becomes the reality we all deserve

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

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FEATURE Story

By David Koenig

PRO PRO DECK DECK SUPPLY SUPPLY Minneapolis, Minneapolis, Mn. Mn.

Deck showrooms show and sell

growth in outdoor living, dedicated deck showrooms are opening across the country that allow homeowners to see and touch the actual products, frequently in an installed setting.

In fact, with so many deck colors now available, photos rarely do them justice and do no favors in helping to tell them apart. Today’s decking is so color variant that in order to see it

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properly, you really need to have a good display, explained Pat oonan, owner of Pro Deck Supply, Minneapolis, Mn. He opened the showroom in 201 , but regularly remodels to keep up with the latest outdoor living colors and products. His desire is to display as many high-quality materials as possible though he has precious little room to work with just 750 sq. ft. inside and 350 sq. ft. outside the showroom. We

MINNEAPOLIS dealer Pro Deck Supply has packed hundreds of options into a 750-sq. ft. interior and 350 sq. ft. of exterior display space.

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are very limited on space so effectively showcasing the products in minimal space is the ultimate goal, oonan said. I start with that and work the designs around that.

Pro Deck Supply currently features decking lines from 10 different manufacturers with over 100 individual colors shown. The store also displays more than 20 railing lines, four different under-deck systems, AZE Pavers, numerous lighting options, hardware and specialty tools.

The local demand is what drives what is predominantly featured, but we sell any brand and have samples for all of them, oonan said. Everything is organized by colors, not brand, so people can really see all that is available.

He tries to set his business apart by providing specialized services. Manufacturing aluminum railing to spec, precut deck kits, pergola kits, custom fabrication of P C trim, and prefinishing services are things that a typical lumberyard could never offer effectively, oonan noted. We sell to homeowners, contractors and builders in Minneapolis and now all across the country through our online store.

A touch-screen ordering station allows clients to research and ultimately purchase through the online store.

Distinctively Outdoors, Parsippany, . ., shows what can be done with the Building-Products.com

CUSTOM DECKS’ quarters in Colorado fulfilled a 15-year-old dream of opening a showroom.

blessing of size. Last year, the dealer opened a 7,000-plus-sq. ft. warehouse to display decking, shade structures, hot tubs, sunrooms, fire features, patio furniture, outdoor kitchens, lighting and more. Five major decking brands are displayed across the 10-gauge steel walls, covering 1 ,000 sq. ft. with composites and P C and another 3,500 sq. ft. with hardwoods.

In the planning stages is a stateof-the-art live kitchen that will feature cooking demonstrations and even competitions between professional and home chefs, to stimulate shoppers’ taste buds and their imaginations for what is available to meet their outdoor dining and entertaining needs.

Colorado builder Custom Decks opened its own showroom last spring.

It doesn’t sell any materials, but rather exists solely to showcase the company’s installation capabilities.

For over 20 years I have been in business and at times struggled with selling a deck at the kitchen table, shared president Dale Ervin. I always thought if I could just have a showroom to bring people to, this would be so much easier. I got really serious about it a couple of years ago and probably spent six months looking for the right space.

He found the ideal spot in Centennial, Co. Starting with a completely empty warehouse, the company needed to get permits, build the house walls, run electric, build roofs, pergolas, stairs, decks, and more. In the end, the company was left with a space big enough to fit three trade-show booths.

Designer ari Lillywhite’s goal was Building-Products.com

to be as realistic as possible. Custom Decks’ team built multiple house facades (which actually led to the staff’s o ces) and attached decks the way they would attach them to a home.

They elevated the decks off the ground since that’s how most real-life decks are built, and added different types of railings, lights, patio covers, and a couple of outdoor kitchens.

But we didn’t stop there, Ervin continued. Almost every yard has grass so instead of leaving the concrete we installed artificial grass to bring it all together. Finally I added a mural to set the whole thing off. It’s the first thing you see when you enter the showroom and everyone always says WOW when they walk in.

Most of the products displayed are from Trex. About 70% of our decks are built with Trex and we have a great relationship with them, Ervin says.

I believe in the product and am very comfortable standing behind everything they make. We are showcasing their decking, railing, steel frame, lights, Rain Escape, spiral stairs, and will be installing their pergola soon.

Having a place to show and sell even if it’s just their services has made all the difference. Ervin said, It’s been great. Our customers love to come in and see the products and choose their materials in person instead of out of a book. It’s made a big difference in setting expectations for our customers, as well.

NEW JERSEY’S Distinctively Outdoors isn’t a showroom of samples and typical displays, rather a gathering of true-to-life environments that depict what something will look like in someone’s backyard.

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INDUSTRY Trends

By David Koenig

INTRODUCING INTRODUCING PWT PWT

Building decks on EWP Engineered wood manufacturer introduces treated LVL deck framing system percentage of decks being built of pricey composites, plastics and exotic hardwoods, the vast majority of deck framing systems continue to be constructed of standard dimensional lumber. ow an engineered wood producer is aiming to provide a framing system

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that rivals the quality and performance of the finish system a deck framing system made of pressure-treated laminated veneer lumber.

For decades, Pacific Woodtech Corp., Burlington, Wa., has been supplying high-end floor framing systems for home interiors. Their longspan I-joists and L L synced perfectly

NEW PWT TREATED LVL is encouraging decks framed with weather-resistant engineered wood.

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with the trend toward open concept homes, with fewer walls and larger rooms. PWT recognized the same trends were moving outdoors.

The primary obstacle to creating weather-resistant L L had been the pressure treatment. Treating L L with conventional methods for dimensional lumber weakens the structural properties of the product. Fortunately, PWT discovered op-Coat’s Tru-Core technology, which fully penetrates each veneer layer to the center then adds an envelope finish to protect each piece from the inside out. Every beam, joist and column suffers no loss of properties, and is safeguarded against damage caused by fungal rot, decay and insects. ormally you’re trying to push a chemical into a substrate from the outside. ou leave it in a cylinder for a period of time and try to get the right retention rates or penetration rates of the chemical, explained PWT’s Matt Caissie. In this case, we are doing that from the inside out. We end up with a product that is uniformly treated so it can be ripped, cut, profiled and drilled, and still not lose the protective treatment.

He said the final product, dubbed PWT Treated, is just as strong as it was pre-treatment, and that gives us the ability to create long spans.

Designers can run wild with the structural capabilities of the product, open Building-Products.com

up sight lines below-deck, and really match up better to the high-end composites that are on the market today.

Additionally, PWT Treated contains no additional volatile organic compounds ( OCs), and can be used both inside and out where projects call for joists to be cantilevered outside of the building envelope, creating zero-support balconies.

In recent years, several composite decking manufacturers have worked to fill the niche for higher-end, warrantied framing by introducing steel deck framing systems (namely Trex’s Elevations and Fortress’ Evolution systems). Installing metal framing, however, does require different expertise and tools than a small deck crew may possess. PWT Treated can be drilled, ripped, tapered and cut to length just like dimensional lumber.

The other thing with the wood vs. the metal frame is the wood has quite a bit more mass to it, and that gives you a much more solid feel when you walk across it, Caissie added. Also we are able to achieve much longer spans than you can with the metal systems.

PWT Treated is lightweight and easy to handle. It allows building designers and structural engineers to work with published structural design properties to create structures that far exceed code requirements. Eased edges are applied to the beams and joists, meaning construction crews avoid splinters. It can be safely discarded with regular household waste, making job site cleanup simple and easy.

The full lineup of PWT Treated products can be designed using a layout, estimating and engineering software package called iStruct.

This one-stop shop makes it easy for architects and designers to communicate with the build team, while keeping projects on time and on budget. se iStruct to select the best products for the design, run calculations to see how the wood will perform, generate 3-D renderings to help owners visualize the project and create a full bill of materials, including hangers and accessories.

PWT has incorporated treating technology at its Burlington campus to produce PWT Treated, without reliance on a third-party wood preserver.

Planning for the product started more than four years ago, shortly after the arrival of president and CEO im Enright. While at Rosboro, Enright helped pioneer treated glulams, which led to growth of the overall EWP Building-Products.com

PACIFIC WOODTECH previewed the product late last year at DeckExpo.

market. PWT Treated is positioned to similarly grow the EWP pie.

Available through PWT’s existing distribution partners, the framing system includes ledgerboard, deck joist, deck beams, columns and stair stringers. They can be factory- or field-laminated. Offered are billet beam sizes of 3- , 5- , and 7 , plus 1-3/ , which can be bolted, nailed or screwed together, for crews that want to handle smaller pieces rather than a larger section. oists can be produced up to 60 ft. long and carry a 25-year warranty.

The entirely new product category has taken Pacific Woodtech back to its roots. Caissie said, When we started selling engineered wood in the ’ 0s and ’90s, it was a pioneer effort you had a piece of knowledge that everyone needed and you were able to share that and help people move ahead with their projects and it feels like that

again. It feels like a refresh.

Everyone will benefit from sturdier decks. What’s exciting is, similar to when people moved away from just code minimums in the interior framing system, every single contractor will have an opportunity to upsell to something that’s better and still easy to work with, he said. And when you look at the cost of the decking, railing, lighting, furniture, hot tub, barbecue, it’s a real small upgrade to have a greatly improved framing system beneath it all. I think it’s going to catch on pretty quickly. The same way we see that interior frames are now 50% engineered, that would be an amazing goal to get there on the exterior.

And for the future PWT continues to explore additional applications and features for the product. Treating has opened up L L to a world of possibilities.

NEW PRODUCT is ready to ship nationwide from Pacific Woodtech’s network of wholesale distributors.

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INDUSTRY Trends

By Stephanie Ornelas

LIVE FROM the show floor: The Ultimate Deck Podcast featured a Deckorators Certified Pro roundtable with (l-r) Leif Wirtanen, Cascade Fence & Deck, Vancouver, Wa.; Sean Collinsgru, Premier Outdoor Living, Palmyra, N.J.; co-hosts Shane Chapman, Wade Laurent, and Justin MacRae; and Joe Hagen, All Decked Out, Cincinnati, Oh.

Construction podcasts keep pros in the loop the way for professionals to connect with each other and gain knowledge through a different avenue and make niche celebrities out of off-duty contractors.

Much like talk radio, podcasts allow the host to share insight or tell a story in a casual way. And although many popular podcasts like The Art of Construction and Protractor Podcast, have large followings, they give listeners a chance to receive information in an almost intimate way.

When I listen to a podcast, it sort of feels like they’re talking directly to me and that really adds to the overall experience, said Brittney Thomas from Decks More. I listen to all kinds of podcast about true crime, current events, even food and drinks, so a podcast about decking is right up my alley.

And it makes sense. A deck builder is always on the go.

Canada’s The ltimate Deck Shop has its own podcast, The Ultimate Deck Show. Hosts Shane Chapman, Wade Laurent, and ustin MacRae aim to create entertaining, honest discussion about the building industry. In addition to talking about the company’s latest products, they also host contractor open mics, giving a contractors an opportunity to share their voice.

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We discuss the industry. The people in it and what you need to know to stay ahead, said Chapman. Sometimes we joke around. It’s a casual setting but our listeners like that. It adds to the fun.

The podcast recently posted shows on ADRA Deck Awards 10 Reasons Why ou Should Be in Them, and Six Reasons to Build a Deck in the Winter.

The podcast sheds light on trends, products, business strategies and challenges across the orth American deck building industry and does so in a very lively and funny way, said Chris Camfferman, managing director of marketing for supplier Deckorators, which had the show do a live remote from its booth at last fall’s DeckExpo. It was exciting to team up with The ltimate Deck Shop to share candid conversations about the state of the industry.

Podcasts have provided a different way of sharing and receiving information and when it comes to presenting them at shows like Deck Expo or the International Builders Show, attendees seemed to really take to it. And the idea of recording live from the floor adds a special feature at the show. The cool thing about podcasts is the convenience. I can listen while I drive and driving is a huge part of my job, said Gary Daley from Green Bay Decking.

February 2020

ames and Morris Carey, otherwise known as The Carey Brothers, host On the House, another popular podcast that has a unique following of its own. The charismatic duo will at times conduct their podcast from events too, bringing in attendees and exhibitors from all over the show to discuss a wide range of topics. Our media presence is just as important as our contracting business. We see how many people respond to our podcast and we know this is just another great way to communicate with the rest of the industry, said Morris.

Other weekly podcasts that are making noise in the construction industry include Remodeling Business Blueprint, Ask the Contractor, and The Building Code.

As decking professionals, we rely heavily on visuals to market our projects. That’s obvious. But I do find it interesting how podcasts are thriving in an industry that’s so image-heavy. It’s because, like everyone else, we like to talk. And we have a lot to say, said proturned-podcaster Wade Laurent. We may not be able to share a pretty picture of a deck through a podcast, but we can paint a picture through words. We can share ideas that will ultimately lead to another beautiful project. Having a podcast is just another resource.

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MARGIN Builders

By Keaton Smith

Sell wood stain quality over price annually spend anywhere from thousands to tens of thousands of dollars to build new decks, fix older ones, and enhance the livability of outdoor areas. However, all the renovations have at least one thing in common despite the price tag the desire to achieve long-lasting results.

In some instances, this means the specification of the latest composite decking products due to their lowmaintenance qualities, wide selection of colors, and woodgrain patterns. For others, real hardwood decking is still the preferred option for individuals who relish the natural beauty, durability and hardness of ipe, cumaru and batu decking as well as their resistance to decay, rotting, termites and other bugs.

But, no matter the material, nearly every deck requires some form of maintenance beyond the occasional power

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STEERING WOOD stain shoppers to quality over price doesn’t just increase the sales ticket; it is key to ensuring long-term customer satisfaction.

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wash or cleaning that prevents seedlings from taking root between boards and the growth of algae and fungus.

This is especially true for wet, humid conditions and hot, dry climates, where wood, siding, decking and fencing are especially susceptible to graying, water damage and harmful rays.

Typically, hardwood decks that are exposed to a yearlong assault of sunlight and humidity should be stained every year or two depending on the wear, tear and discoloration. One simple test involves splashing water onto the decking surface. If it beads up, users can probably go another year without staining. But, if the water soaks into the wood, then it’s definitely time for another coat. ow, the real challenge helping builders, homeowners and DI ers alike select the right stain from the hundreds of oil- and water-based mixtures further delineated by a variety of transparent, semitransparent, semisolid, and solid options. Additional considerations include the protective, longevity, application and coverage qualities built into each product.

While many water-based stains claim to last for years and tend to dry quicker with less odor, most just don’t offer the protection offered by many high-quality, oilbased stains. Additional considerations are the numerous quality and performance differences inherent among even the leading oil-based stain brands. In most cases, this starts with the very composition of the stain itself and the varying blockers, pigments, dyes, fungicide, and other oils included in today’s products.

For instance, many of the oils commonly used in wood stains tend to change color over time. Some even harbor mildew and mold, such as linseed oil, which can lead to the wood turning black or discolored. The only reason companies use these inferior oils is to reduce the cost of the product even though it’s not in the consumer’s best interest.

When it comes to the choice of oils, over centuries of use polymerized tung oil has proven its ability to preserve wood and outperform other products. The problem of many users and manufacturers is that it takes so long to dry. However, the addition of high-quality drying and hardening agents to the formula can drastically reduce the drying time from a few weeks to one to two days. Furthermore, polymerized tung oil tends to retain its color over time, while naturally resisting mildew and mold.

Building-Products.com

THE BEST oil-based wood stains preserve good looks and performance.

Nova USA Wood Products’ ExoShield Black Walnut exterior tung oil finish wood stain was used for the above ipe deck and cedar railing.

longer than those that contain dyes or solid pigments. But the downside is that trans-oxide pigments are not cheap and are often included in products that bear a higher price tag.

The wide range of ingredients contained in today’s wood stains should also play a role in their selection. Americanmade fungicides, blockers, and trans-oxide pigments generally combine to better resist water, acid and fading, while reducing cracking or warping, enhancing stability and showcasing the wood’s natural luster and beauty. The highest quality stains also use the same blockers found in automotive paints, which is another reason these higherend products tend to cost more.

Another advantage surrounding the best oil-based products involve not only the ability to preserve the wood’s natural beauty for longer periods and resist the wear and of most severe climates, but also the ease of application since there’s no need to strip or sand the previous coat before its use. Plus, given that the best products are designed with marine-grade components, they also contain low amounts of OCs ( olatile Organic Compounds) to ensure user- and environmentally-friendly results.

As a result, building product dealers should be aware that there’s far more to selling wood stain than just price. The components and ingredients vary significantly among the differing products and play an integral role in the wood’s weathering and the customer’s long-term satisfaction extremely important considerations that should take center stage in the sale of virtually any wood stain product.

As for dyes versus pigments, trans-oxide pigments are commonly viewed as the more color-stable of the two, which results in the stain maintaining its original color

– Keaton Smith is Nova USA Wood Products’ ExoShield product manager and handles Western U.S. decking and siding sales. For more information, visit www.novausawood.com or call (503) 419-6407.

Building-Products.com

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PRODUCT Spotlight

By Steve Zylkowski, APA

Keep up on changes in panel product standards Standards PS 1 and PS 2, which establish basic requirements for types and grades of structural plywood and wood structural panels have recently been revised by the ational Institute of Standards and Technology ( IST). This agency, part of the .S. Department of Commerce, is charged with maintaining national technology and measurement standards.

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Changes to A-grade Patch Wood patches are used in various grades of PS 1 sanded and decorative (siding grades) structural plywood.

One requirement for A-grade veneer boat patches, or plugs, was that the patch ends come to a point with radius of no more than 1/8 inch. In recent years, wood equipment manufacturers have developed alternate shapes for wood patches. To determine suitability of such patch shapes, APA conducted a study of appearance performance of sanded and rough sawn plywood to determine whether the patches with rounded ends performed comparably to traditional boatshaped patches.

The study examined rough sawn and sanded plywood grades made with Douglas fir and southern pine faces.

The plywood specimens were exposed to wetting and drying conditions to simulate long-term weathering that can be expected for sanded and siding grade of plywood.

The plywood specimens were prepared with no coating and with a painted surface. After moisture exposure, the plywood patches were examined for various attributes related to surface appearance, including end gaps, thickness differential, separation along the patch edges or ends, loss of bond to the substrate.

Based on the alternate patch’s comparable performance, the revised PS 1-19 permits wood patches that have one or more rounded ends as long as the ends have a radius of 3/8 inch or less.

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PREVIOUS versions of PS 1 required A-grade veneer boat patches with ends that come to a point with a radius of no more than 1/8�.

umerous changes common to both standards include The methods for determining panel dimensions were revised to provide more clarity and accuracy.

Definitions of various terms were revised Exposure 1 refers to panels designed for exposure to weather during construction; Size for Spacing means the panel is cut short of nominal to provide for recommended panel spacing; Indents and depressions in plywood are defined with respect to face grade requirements.

Product Standard PS 2 covers structural and bond performance requirements of wood structural panels such as plywood, OSB or composite panels. It defines qualification and quality assurance requirements for wood structural panels as structural wall, roof and floor components, which are recognized throughout building codes in the .S. The changes in this new Product Standard PS 2-1 include the following provisions Building-Products.com

ew stiffness requirements were added to the wall sheathing grade to assure the panel’s ability to resist deflections under wind loads.

Requirements for a new panel grade, Structural I Single Floor, were added. Similar to Structural I sheathing grades, this grade includes increased structural requirements for shear performance and cross-panel stiffness.

Product Standard PS 1 covers the wood species, veneer grading, adhesive bonds, panel construction and workmanship, dimensions and tolerances, marking, moisture content and packaging for structural plywood.

Changes in this new Product Standard PS 1-19 include the following provisions Wood patches used in plywood with A-grade veneers now permit patch shapes that include rounded ends. See the sidebar discussing the performance research on appearance and performance of new patch shape.

The role of IST in the establishment of a DOC oluntary Product Standard is to act as an unbiased coordinator in the development of the standard, provide editorial assistance in the preparation of the standard, supply such assistance and review as is required to assure the technical soundness of the standard, and seek satisfactory adjustment of valid points of disagreement.

IST also determines compliance with the criteria of the department’s procedures and publishes the standard as a public document. Producers, distributors, users, consumers and other interested groups contribute to the establishment of these product standards through a Standing Committee that participates in the development of the standards, provides technical guidance as appropriate, promotes the use of and support for the standards and assists in keeping

Building-Products.com

AFTER APA tested the comparable performance of alternate patches, PS 1-19 permits patches that have one or more rounded ends with a radius of 3/8” or less.

them current with respect to advancing technology and marketing practices.

Because there were limited changes requiring re-evaluation, trademarking to PS 1-19 is expected to begin immediately. Mills may transition existing marks to the new designation on an attrition basis or all at once so specifiers and users will see panels marked to the new standards soon.

More information, including copies of the full product standards, may be found at www.apawood.org.

– Steve Zylkowski is director of quality services for APA–The Engineered Wood Association, Tacoma, Wa.

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COMPETITIVE Intelligence

By Carla Waldemar

ALTHOUGH Southwest Lumber’s home base of Yuma, Az., is challenged economically, the area can rely on two stalwart audiences: agriculture and the military.

Riding the tide , contractor in uma, Az., who worked on residential and commercial building with a side of engineering, had a problem how to get what he needed, and when. The answer came in a light bulb moment form his own company.

Thus in 1973, Southwest Lumber came to be, born of necessity. And in 199 , Gannon Sullivan, a fresh high school grad, signed on in its rental shop while on his way to becoming a school teacher. Higher Ed was left in the sawdust as he went on to manage its paint department, teaching mixology instead of civics. He ended up as GM in 2012 and couldn’t be more satisfied.

Or challenged. Because uma (pop. 100,000) hanging onto a tiny corner of Arizona where it meets up with California and Mexico was itself challenged. It’s a very diverse economic climate here lots of poverty.

Highest in the state in unemployment. High on the national rating, too, Gannon paints the bleak picture.

Are we having fun yet The bright side, for Southwest Lumber, is the area’s two leading industries one, agriculture, here in the lettuce capitol of the world. The other The military. It’s a center of Marine Air Service and also acts as an Army proving ground. And they all bring in business, in diverse ways.

Southwest’s customers represent a little bit of everything, says Gannon. Our biggest sources are the residential and commercial sectors. For instance, a hospital here is building assisted-living homes. And residentially, we’re involved in 70 to 0 homes, acting as our own private company. Plus we cater to smaller home contractors. A big part of our business here comes

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another golden egg in Gannon’s basket is winter visitors.

We get lots of snowbirds with their mobile homes. We supply material for their decks, storage sheds, and such.

And, he adds, there are a lot of other new homes going up, too. Because of the poverty level, lots of folks here are eligible for SDA loans. Our owner also owns acobson Homes, a division. So, 35 to 5 of our business is houses building the American Dream.

Well, ahem, doesn’t your home-construction component compete with that of your pro clients es and no, he responds. Our big thing is the ability to source everything from the ground up on our homes stick framing to a real estate o ce. So it’s a turnkey operation. uma’s contractors rely on Southwest, says Gannon, because of what I like to think of as our outstanding service special orders, same-day delivery at no charge, for example. We’re looking at offering P opportunities, too. Our competitors consist of a couple of mom-andpop operations plus a Lowe’s and Lumber. We can’t compete with those boxes on price, but we succeed on service. Walk-in customers are another robust source of revenue.

So’s the rental department. It’s going gangbusters. We love it One-hundred percent profit It’s a great moneymaker. We rent everything from lawn garden equipment to jackhammers, cement mixers and clay compactors. We even supply tables and chairs for events. Cotton candy and sno-cone machines, too. It’s gravy, like picking lowhanging fruit. Seventy percent of our rental business is from DI ers, and it drives them to shop in our retail store, too.

Building-Products.com

SKILLED STAFF of 16 boasts a high retention rate.

Southwest also attracts new business via radio and print ads, which generate good response. And we’re semiactive’ on Facebook, Gannon reports. Southwest also holds an annual Customer Appreciation event at the end of February, timed for the annual flutter of snowbirds’ return. Product reps demonstrate their wares, while staffers hand out hot dogs and soda, all covered on live-remote radio. ot only do those snowbirds pick up sticks and plywood there’s also the little widow who needs her faucet changed. We get to know their names, their back story, and ask about the grandkids. We’re also blessed with our own in-house sales. We provide private services, just as we’d want to be treated, ourselves.

Southwest also picks up business from farmers who employ migrant field workers, including the wherewithal to build boxes for shipping produce. But from neighboring Mexico and California ada. Too complicated, when it comes to regulations.

Commercially, the outfit supplies plywood and timber for crates for the military’s proving grounds things they build and blow up. The stuff they drop from planes. Their business is regular, and the good thing is, they pay by credit card, so there’s not this 90-day wait.

All that magic is achieved by a staff of 16, which boasts a high retention rate. I came here, myself, in 1996, and many have been around here since before I signed on. The benefits are great, and owner Bruce threats everyone like family. It’s always families first, and that’s rare in this day and age. The company also provides insurance, vacation days and paid time off.

Back to uma’s rotten economy. It dropped in 200 , and that really hurt. et we kept everyone on at 0 hours with no layoffs. We felt the depths, but now we’re riding high. I’m an eternal pessimist, Gannon admits, but spending is holding up and we’re on top of the wave.

Still, he notes cautiously, we don’t stock tons of product; it’s more just-in-time. When you’ve got dollars in your pocket, you still need to think ahead. et, our company has 10 new-home starts going, so we’re riding that wave.

Looks like Gannon’s in the saddle for good. They’d have to force me out The big thing is, I like being treated like family here, which makes me fired up to come to work. And it’s never the same thing twice. Always new challenges

Carla Waldemar cwaldemar comcast.net Building-Products.com

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OLSEN on Sales

By James Olsen

Overcoming objections

is the highest level of technical sales skills. Most sellers don’t ask for the order in the first place, so they never have to overcome objections. ust asking for the order puts us in the top 10% of sellers.

Overcoming objections will put us in the top 1% There are three types of objections we face as salespeople, with many nuances within each group.

O

Prospecting Objections

When we are looking for new business, the major objection we face is I am happy with my current supplier.

Customer I’m happy with my current supplier.

Master Seller I’m sure you have great suppliers; you’re a strong company with a strong reputation. I don’t want to get in the way of what you’re currently doing; what I would like to do is become a back-up or secondary supplier. That way we can get to know each other. ou will become familiar with me, our products, and service and if anything does go wrong with your current supply, we will already have a relationship. We’ll be able to continue your supply seamlessly, without interrupting the flow of your operation.

Rapport-Building Objections

These are much more subtle and handled poorly, if at all, by most salespeople. When we ask a personal question to try to get to know our customer better, they often give a vague answer. Most salespeople move on. The Master Seller digs deeper with a follow-up question. This sends the message that they really do want to know, they’re not just going through the motions. The follow-up question is the key to building rapport. It will open the floodgates of conversation.

Master Seller What did you do this weekend Customer ot much, just spent time with the family.

Master Seller Great. What did you all do Hijacking the Conversation kills rapport; don’t do it.

Salesperson What did you do this weekend Customer I played some golf.

Salesperson Me too. Man, I played great. I shot a 92. I hit a shot on the 16th blah, blah, blah.... This is not active listening. It hijacks the conversation, irritating and boring the customer.

Master Seller Sounds fun. How did you play

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Closing Objections

Most sellers are afraid of being too pushy, so they don’t even ask for the order. Trying to overcome an objection shows that we want to do business with our customer. It only becomes pushy if we try it more than twice. Two tries is usually the max.

I Want to Shop It: Customer I appreciate the number, Susan. Let me shop it a little and I will get back to you.

Master Seller Bob, you told me you needed a 2x 1 ’ 3 for quick. This is the quickest truck out there. Why don’t we put it on now Customer I know, but I’d still like to shop it a little more.

Master Seller We could shop it and maybe save 2 to 3/MBF, but we won’t find a truck that is quicker than this and we could lose coverage altogether. Do we want to take that risk Why don’t we put this on right now Let Me Check My Inventory: Customer That looks like a pretty good number. Let me check my inventory and I’ll get back to you.

Master Seller Okay. ou’re sitting at your desk right now. Why don’t we pull up your inventory and see how it looks right now Overcoming objections can feel like arguing. Many of us were raised by parents and teachers who told us not to back sass or question. The key when overcoming inquiry is tone.

We need to keep our tone even, friendly and o big deal. If our tone is too pushy or needy it will make the customer uneasy or uncomfortable and will be easy to say no to. When our tone is matter of fact and laid back, it’s hard to say no to.

James Olsen Reality Sales Training (503) 5 -3572 james realitysalestraining.com Building-Products.com

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THE REVENUE Growth Habit

By Alex Goldfayn

Talking but not listening for additional disability insurance, and the local agency I work with here had me talk to their disability insurance specialist.

For the first 10 minutes of the call, this guy talked without interruption. He would ask me questions and then answer them himself. He would take guesses about my situation without actually pausing to let me explain my actual situation to him. (If you don’t let the customer speak, the only option is to guess ) On multiple occasions I would start to speak, and the sales guy talked right over me, bulldozing his way to still more airtime.

The only thing that saved this guy from me cutting the call short is that I like the agency and its owners, and want to keep my business with them.

You cannot be a successful salesperson if you do all of the talking.

In fact, in a sales conversation, about 25% of the talking is the right amount for us salespeople. Which means the customer should be allowed to think and speak for three-quarters of the conversation. This is the only way you can learn about the customer’s situation and needs. Too many salespeople talk far more than this.

What causes this Ironically, it is the salesperson’s own discomfort and fear. They are afraid of saying the wrong thing, so they keep saying different things. They don’t want to offend the customer so they plow through every silence and do exactly that.

The customer is not uncomfortable. Only the ceaselessly yapping salesperson is.

I

How to Talk Less & Listen More

Here are the keys to cutting down on the useless chatter that fills so many silences Know your great value and behave accordingly.

Salespeople who keep talking don’t know how good they are. They don’t believe they can help the customer tremendously. All the talking is, in part, to convince themselves. If you know how good you are, you are confident enough to be comfortable with silences. ou know that the customer is not quiet because they are angry, but because they are thinking. Let them think.

How do you get your own tremendous value Ask your happy customers about it. They’ll tell you. Ask them what their favorite things are about working with you. Believe what they say. Buy it from them. And then behave accordingly with more silence in your conversations.

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Ask a question and count (or sing a song)—but do not talk until the customer answers. Ask a question and do not speak until the customer answers. Why would you interrupt their thinking Furthermore, why would you interrupt their answer. So many people do It’s easy to stand out in this crowd. Ask, and then stop and listen.

Pause for three seconds after the customer stops talking.

During the give and take of conversations, one person stops talking. It is in this space that a good salesperson should pause and not speak immediately after the customer stops.

Rather, count one-thousand-one, one-thousand-two, onethousand-three. ou’ll find that many times, the customer will think of something to say during this silence that you don’t even know to ask about. Thus, you will uncover valuable insights and information helpful to your sale.

Give your customers space to think and breathe. Don’t fill every silence with your nervous chatter. Ask a question and wait for the customer to answer it.

That’s one of the great keys to sales success listening. And it’s impossible to listen if you are the one doing all the talking.

Alex Goldfayn Revenue Growth Consultancy alex evangelistmktg.com ( 7) 59-6322 Building-Products.com

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“Growing beyond measure.”

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TRANSFORMING Teams

By Claudia St. John

2020 workforce trends What you need to know into 2020, many of the challenges our clients faced in the past year are expected to continue through the ew ear and beyond. As an employer, here is what you need to know

A

Hiring

As of ovember 30, 2019, the .S. unemployment rate was 3.5%. The .S. Department of Labor generally considers an unemployment rate of % or less to be full employment, and 3 states now have unemployment rates of % or less. We haven’t seen a labor market this tight in 50 years.

We anticipate that the market will continue to be tight for the year to come.

What employers need to do Recognize that everyone who wants a job likely has a job, so your recruiting efforts should be focused on head-hunting Consider non-traditional candidates and those fresh out of high school and college. These populations have the highest levels of unemployment Focus on innovative ways to market your position and your company to prospective candidates

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

I really appreciate their dedication, but I’d rather they not come to work sick and get the rest of us sick. Can I send them home and require that they use their sick leave?

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

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Retention

The importance of employee retention in this tight labor market cannot be over-emphasized. The Society for Human Resource Management estimates the costs to replace an employee range from 90% to 200% of the employee’s annual salary, depending on skill and experience.

Employee engagement is critical to retaining employees. nowing what’s important to them can help you structure your workplace so that it supports retention. Information can be collected via survey, formal meetings, and informal conversations. Expect to hear wants like good supervision, clear and achievable goals and expectations, regular feedback, competitive pay and benefits, and flexibility in scheduling.

The concept of viewing employees as stakeholders as a way of increasing employee engagement is a game changer.

Employees who view themselves as stakeholders and partners rather than replaceable commodities are more likely to remain engaged and deliver high-quality work.

An increasing number of organizations use bonus programs as a retention tool. A 2019 Payscale survey reported that 73% of respondents used some type of bonus or variable pay program. Considering incentive pay, discretionary and non-discretionary pay for skilled and non-skilled workers, innovative technology such as same-day pay programs, debt forgiveness and student loan repayment plans all represent areas of opportunity for employee engagement.

What employers need to do Begin the process of employee engagement by collecting information through appropriate formal and informal channels Review current pay policies and benefit programs for competitiveness and anticipate the need to increase wages and enhance benefit programs to recruit and retain Consider developing a bonus program(s) for 2020 with an anticipated 2021 payout date Research innovative technology, benefit programs, and incentive ideas to support engagement

Compensation

Wages grew 3.2% to 3. % during the second half of 2019, and similar growth is projected through 2020.

Increases in wages for entry-level workers were driven Building-Products.com

by minimum wage increases in 19 states during 2019 and also by increases in starting salaries implemented by large employers. The table below shows the current minimum wage at several large retailers Company Amazon Costco McDonalds Target Walmart

Minimum Wage $15/hour $15/hour $1/hour above local minimum $13/hour $11/hour

Notes All employees included All employees included All employees included $15/hour by end of 2020 All employees included

Starting salaries for college graduates also grew in 2019. The ational Association of Colleges and Employers reported that the average starting salary for the Class of 2019 fall graduates is 55,2 0 10.6% higher than for the class of 201 . Starting salaries for Business majors currently average 53,912, up 3.9% over 201 , and salaries for Computer Science majors currently average 1,292, an increase of 10.2% over the last year.

These wage increases can lead to a two-edged sword for employers salary compression and job hopping.

Salary Compression - Successful compensation programs are both externally competitive and internally equitable. Recruiting top talent in a tight labor market often means you have to pay top dollar to hire a qualified candidate.

That may mean the employee you hire tomorrow will end up making a higher salary than current employees doing similar work. It may also mean that the new hire earns as

Q. What is the policy on closing the office due to bad weather? Do I have to pay my employees if we have to close the office?

A. How you set up your inclement weather policy is a matter of preference and should be spelled out in your employee handbook. Generally, non-exempt, hourly workers do not need to be paid for the time not worked. Should you wish to pay them since it is a circumstance beyond their control, you can certainly do so. For exempt, salaried employees, if you close the office, you cannot dock their pay for time not worked, but you may be able to request that they take paid time-off. If they don’t have any leave remaining, you must pay them for the time off. Under either circumstance, if they are working from home, they must be paid.

much or more than employees doing higher level work that requires more skill and experience.

When these situations occur, salary compression exists.

It is a complex issue that doesn’t have a single solution.

Job Hopping - A related problem involves job hopping.

Research consistently suggests most employees who are working want a 10% to 15% salary bump to switch jobs.

The expectations aren’t unreasonable, especially in a tight labor market. Over the past 10 years, employers have raised pay on average 3% or less per year according to PayScale’s 2019 Compensation Best Practices Report. Considering an annual inflation rate of 2% during that time, most workers are netting 1% or less. Meanwhile, according to an ADP Workforce itality Report, employees who switched jobs saw a bump in pay of 5.3% on average during that time.

So, if you’re adhering to average or below average market rates and paying nominal annual increases, chances are you will be facing high turnover and significant wage compression in 2020.

What employers need to do Anticipate the need to increase wages to recruit and retain talent in 2020 Review current pay policies for competitiveness in the recruiting market(s) and internal salary equity with current employees and new hires Consider salary adjustments for current employees to address internal equity issues Make sure annual pay increases stay well ahead of inflation Consider one-time salary payments (e.g., sign-on payments, special incentives) for new hires to address issues of external competitiveness and internal equity nderstand who your competitors are for talent in your recruiting market(s) and remain informed of changes to their salary policies Look for innovative incentives, benefits, and workplace enhancements to attract and retain candidates If you’re having a di cult time managing your compensation programs, assessing employee satisfaction, or recruiting and headhunting for qualified talent, don’t hesitate to contact A nity HR Group.

Claudia St. John, SPHR, SHRM-SCP, President, A nity HR Group contact a nityhrgroup.com

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Planners Reject Dixieline’s Plea for Longer Lease

Local planners denied Dixieline Lumber’s petition to be granted a reasonable new lease for its San Diego store on Sports Arena Blvd, which it has been leasing from the city since 1967.

With its current lease expiring in May, Dixieline would like a new deal extending until 2029 coinciding with leases given by the city to some neighboring tenants. The planning group, however, is anxious for the city to begin redeveloping the area, even in phases. It suggested giving Dixieline three to five years instead.

The chain, a division of Builders FirstSource, still hopes to negotiate a longer lease, but will also further explore moving or closing the location despite spending 2 million refurbishing the property in 2016.

R-Y Mothballing Montana Mill

R- Timber, Townsend, Mt., will begin indefinitely closing its Townsend Mill due to a shortage of timber.

Seventy workers will be laid off, starting in April. The facility will be maintained, so it can be restarted once su cient logs are available to return it to full production.

In the meantime, timber from previous timber sales will be diverted to R- ’s mill in Livingston, Mt., so it can continue operating two shifts at full production.

CertainTeed Shutting Down Wyoming Drywall Plant

CertainTeed Gypsum will permanently close its drywall manufacturing plant in Cody, Wy., on April 3 due to a consistent decline over the past few years in overall volumes resulting in plant underutilization.

About 9 employees will lose their jobs, although a small crew will remain until December to decommission the facility. In the meantime, CertainTeed hopes to sell its gypsum-crushing operations in the area.

SUPPLIER Briefs Robbins Lumber Sales, Fontana, Ca., closed in December after 40 years.

Sears Hometown Stores is opening in the former ReStore outlet in Nampa, Id., which Habitat for Humanity relocated out of last summer.

Beacon Roofing Supply , Peabody, Ma., is rebranding its 450 locations as Beacon Building Products, reflecting its expanding product mix.

Vista Railing Systems, Maple Ridge, B.C., is adding 50,000 sq. ft. of manufacturing and distribution space for its Vista and VistaPro Aluminum railing lines.

How Southern Lumber’s acreage went down, but its

business went up.

When the SC Highway Department took two of Southern Lumber’s seven acres, the owners wanted to keep operating in their shrunken space without shrinking their SKUs. We analyzed their inventory and how their customers interacted with it.

Then we reconfigured their yard down to every bin and slot and rebuilt it vertically on the remaining five acres.

They operated with minimal disruptions throughout the process, did more business in a smaller space, and had their three best years ever.

Watch the video for the full story at sunbelt-rack.com/stories

Foundation Building Materials, Santa Ana, Ca., has acquired distributor Associated Drywall Suppliers, Louisville, Ky. Conifex Timbe r, Vancouver, B.C., is selling its three sawmills in the U.S. South to Montreal-based Resolute Forest Products for $163 million plus about $7 million in working capital.

Ganahl Lumber Co. , Los Alamitos,Ca., was honored by the local Chamber of Commerce as outstanding economic impact partner of the year.

CT-Darnell.com

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800-353-0892

© WTD Holdings, Inc., 2020.

All rights reserved.

Pennsylvania Lumbermens Mutual Insurance, Philadelphia,

Pa., is celebrating its 125th anniversary.

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DECKING | FENCING | RAILING | TIMBERS

The Meinan Co. was founded over 60 years ago in apan, and its innovative research and development team was the first to develop an automated veneer lathe line. Meinan has installations across the globe.

The project at reka will be the first machine with 10-ft. production capability in orth America.

The new Meinan Lathe will enable reka to provide our mills with the highest quality veneer in the industry, said Chris Chase, GM of Timber Products California Operations.

Meinan operations at reka will begin later this year.

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MEINAN LATHE installation in Yreka, Ca., will help Timber Products rise to an even higher standard in veneer production.

TP Upgrades Veneer Production

Timber Products, Springfield, Or., will install a stateof-the-art Meinan lathe at its reka, Ca., facility, further improving veneer and plywood production as part of an ongoing strategy to modernize its plywood business.

This investment demonstrates the strong commitment by the Gonyea family and board to invest in the future of Timber Products. It builds on other investments such as the recently completed dryer project in the Medford, Or., facility, said Steve illgore, CEO of Timber Products. We are excited to utilize the Meinan Lathe and have plans for more initiatives that achieve e ciency while producing higher quality products.

SA Millwork, Manassas, a., has gone coast to coast with its acquisition of orthern California architectural millwork manufacturer Mission Bell.

The deal gives SA Millwork a true national presence, with a combined manufacturing footprint of nearly 00,000 sq. ft. Mission Bell joins fellow SA Millwork divisions Cabinets by Design in Georgia, Freelance Millwork in Colorado, IBS Millwork in irginia, and O’ eefe Millwork in Wisconsin.

Founded in 1959, Mission Bell, Morgan Hill, Ca., specializes in high-profile designs of custom architectural woodwork, millwork and custom casework for tech companies, hospitals and universities.

It is an honor to add Mission Bell to the SA Millwork portfolio, said Patrick Dickinson, CEO of SA Millwork.

For more than 60 years, the Scianna family has built one of the elite millwork businesses in the country and we will continue that tradition of excellence.

Glenn Ripley, Mission Bell’s CEO, will become president of SA Millwork.

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Building-Products.com

THINKING Ahead

By Chris Knowles, Timber Products Co.

Get in where you fit in sector has so much to offer working professionals but, sometimes, figuring out where exactly you’re meant to be is half the journey.

The key to finding your place is understanding that the first job you’re hired for in the industry probably isn’t going to be the one where you ultimately carve out your career. More than likely, what you thought you wanted you may turn out not to be what you want at all.

At the same time, what you assumed would be a straight path to your dream work might just include some twists and turns along the way. And my experience is just one example.

T

Best-Laid Plans

The industry is filled with insiders who expected to stay only for the short term; but they fell in love with the business and the people, and now they’re here for the long haul.

In my case, it was always part of the plan to make a living in wood products. Growing up, I thought I wanted a job that would allow me to work in the outdoors so, as an undergraduate student at Stephen F. Austin State niversity, I chose to pursue a bachelor’s degree in forest management.

As I continued my education at the graduate level, those boyhood aspirations of laboring under the open sky began to evaporate. Don’t

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get me wrong it’s still a dream job for many members of this industry but I’d had an epiphany I wanted to become a professor. I got the bug

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 nawla.org.

February 2020

while serving as a teaching assistant, and this newfound focus steered my academic route in a different direction. After obtaining a master’s degree from the same college, I enrolled in a PhD program at Oregon State niversity, which hired me on a few years later.

I had the background and desire for the teaching position I’d worked so hard toward for years, but if you think that’s what my first position in the industry was, then you’d be wrong. When I finally got hired, it was in the role of extension specialist, which entailed helping people in the wood products industry solve problems. It would be two years before I actually got back in the classroom this time as the instructor.

I went from wanting to work

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A Special Series from North American Wholesale Lumber Association

in the outdoor setting to wanting to teach to starting my career doing something completely different from either of those Despite some level of disconnect at times between what I wanted and what I was doing, I was still happy to be working in this industry. My time at OS was highly rewarding and, once I did finally assume some teaching responsibility, this aspect quickly became my favorite part of the job. I’m proud of the impact I’ve had on the lives of my students many of whom continue to keep in touch, even after a decade.

More To Be Done

As fulfilling as my research, teaching, and other projects at OS were, I knew my path would stretch beyond those experiences. I’d always contemplated the idea of making a move into the private sector, which I thought might be more suited to my personality. I’m a people person, and I like the energy of working on a team.

The one downside of being in an academic environment is that you basically work in isolation. I did that for many years before finally deciding that it was time for me to find that team setting that I wanted. I thought industry was probably the right place to look, and the search brought me to Timber Products Co. just this past summer.

As director of marketing, the work is very different.

Before, for example, I worked with numerous building products firms, which was great. It gave me a lot of insight into the way multiple companies work, and I was able to help them solve small problems. The challenge with that is that I never felt that I solved the bigger picture with those companies. I was providing input from the outside, but now I’m on the inside, so to speak.

That positions me to provide input in a different way because I can now see the bigger picture for the company, in terms of knowing what direction we want to go and having a role in helping us get there.

At the same time, my responsibilities related to internal communications in addition to external communications allow me to retain and transfer some of my OS experience being in front of a group lecturing. I also work with a great group of really good people who are a lot of fun but who challenge me in new ways every single day. One of the best aspects is the shared vision embraced by all members of the team. We have one direction that we’re all pulling in, which is something I really enjoy but was missing in the academic setting.

That’s not to downplay scholarly work the science end of the industry is invaluable and perfect for the right individuals. As is the teaching component. As are the profession’s outdoor operations. And every position in

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between. The takeaway is that there really is something for everybody in the building products business, even if it takes some time to see what that is for you, specifically.

Guiding Light

The advice I always gave my students during my years as a professor, and which still applies, is this when you’re looking at your first job in this industry, don’t look at what that first job is, necessarily. Instead, look at what the opportunity is five or 10 years down the road.

Also look for a company that’s willing to bring you in and give you exposure across the organization so that they can identify the right fit for both parties. A lot of

Registration Opens for Spring Wood Basics Course NAWLA’s Wood Basics Course immerses attendees in the basics of every facet of our industry, from the forest to the sale.

Over four days, participants leave with the knowledge and tools to succeed, and are better poised to become future leaders.

This year, both the Spring and Fall Wood Basics Course will take place in Corvallis, Or. Spring Wood Basics will take place March 23-27, and Fall Wood Basics September 14-18.

Registration for the spring course is now open!

Agenda topics include: • Negotiations • Product Segmentation • Compliance Issues in the Wood Industry • Logistics & Transportation • Forest Management & Operations Embrace this opportunity to refresh your knowledge of our industry, or send new employees to set them up for success.

What better way to start the new year than with fresh insights, connections, and experiences?

Register at www.nawla.org.

firms do this well they might hire someone as a new management trainee, who then might spend six weeks in different components of the business. The trial periods give them a chance to try on different roles and figure out which one fits them best.

The takeaway is that as long as you have passion and honesty, as long as you are unafraid to try something new, and as long as you take advantage of every possible opportunity to network, you can and will be successful in this industry.

– Chris Knowles is director of marketing for Timber Products Co., Springfield, Or. (www.timberproducts.com).

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MOVERS & Shakers Andrew Campbell has joined the sales and marketing team at Stimson Lumber, Portland, Or., in studs and low grade sales.

Nate Jorgensen will become the new CEO and a director of Boise Cascade Co., Boise, Id., effective March 6. He will replace Tom Corrick, who is retiring. Rob Johnson was promoted to P of EWP sales marketing, Chris Seymour, P of manufacturing operations-wood products, and Jeff Strom, P GM, Eastern Region, Building Materials Distribution.

Svetlana Owens, ex-Sause Bros., is new to sales support at Patrick Lumber Co., Portland, Or. Chris Daniel, ex-Cedar Supply, has joined Collins Cos., Portland, Or., as Fort Collins, Co.-based regional sales representative.

Mike Mordell, executive director of international operations, niversal Forest Products, is retiring at the end of the month after 0 years in the industry, the last 27 with FP. Dick McBride succeeds him.

Max Guetz has retired as Alpine Lumber, Denver, Co.

P of

Joelle Daugette has joined the inside sales team at PrimeSource Building Products, Denver, Co. Scott Sunday, P-purchasing sales, Idaho Pacific Lumber Co., Meridian, Id., has been added to IdaPac’s board of directors.

Don Gray, ex-BMD, is now sales mgr. for BuildersMax, Temecula, Ca. Griffin Boyd is new to Truckee Tahoe Lumber Co., Truckee, Ca., as marketing mgr.

Rebecca Straka has been appointed chief information officer for Weyerhaeuser Co., Seattle, Wa. Steve Hill has retired as IT director for global timberlands.

Michelle Bayer has joined W Lumber Co., Escondido, Ca., as marketing mgr.

Todd Gunther, ex-Pacific Coast Building Products, is new to Advanced Architectural Products, as territory sales mgr. for Colorado, Montana, tah and Wyoming.

Russ Nixon is new to export sales at ancouver Specialty, ancouver, B.C. Richard Brooks has retired from the board of Composite Technology International, Sacramento, Ca., ending 15 years with the company.

Martin Lyczewski is a new territory account mgr. for Washington Lifttruck, Seattle, Wa. Andy Toombs, senior P, LMC, is retiring April 30 after 30 years with the firm. He will be succeeded by Sean Tighe, P-Lumber Division.

Randy Williams was promoted to executive P-distribution for Orgill. Greg Stine is now executive P-marketing communications, and John Sieggreen adds the title of executive P-retail. analyst.

Darren Williams, Spenard Builders Supply, Anchorage, Ak., was elected to the Anchorage Home Builders Association board.

Otto Graf is now in charge of signing the checks at Mungus Fungus Forest Products, Climax, v., according to co-owners Hugh Mungus and Freddy Fungus.

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• An effective and widely used choice for pressure treated wood.

• Preservative system meets American Wood Protection Association (AWPA) standards, and meets all major model building code requirements.

• NGBS Green Certified. By using these approved products, architects, specifiers, homebuilders, and contractors are now eligible to receive points toward a building being certified under the National Green Building Standard.

• Offers consumers a choice in preserved wood products.

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For more information call 800-585-5161, or visit kopperspc.com * See warranty for details NatureWood pressure treated wood products are treated with Alkaline Copper Quaternary Compounds or Copper Azole.

NatureWood treated wood products are produced by independently owned and operated wood treating facilities.

NatureWood ® is a registered trademark of Koppers Performance Chemicals Inc. © 1/2020

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and Parkrose Hardware in the Pacific orthwest, and Marvin’s and Home Hardware Center in the Southeast.

C RG signed leases for 10 former Orchard Supply locations to mark its entry into California. The first, managed by Ryan O’Dell, debuted in apa in September, soon followed

by Moraga. Capitola (manager ris Macias) opened on an.

6, and Berkeley (manager Ray ielsen) on an. 7.

Finishing touches are being put on San ose, which will open later this month, with Redwood City and Concord to follow.

The three remaining stores have yet to be fixtured but should be open before uly 1, according to spokesperson Suzanne Schaug. She said recreating the feel of the old OSH was a primary goal.

Pope Resources Selling to Rayonier NEW CALIFORNIA chain evokes the look and spirit of now-defunct Orchard Supply Hardware.

California Welcomes A New OSH

OSH is back. Sort of. There are the neighborhood-oriented stores filled with similar products and staffed by friendly, knowledgeable employees clad in green aprons. Like OSH, the stores are also devoid of warehouse-style racks and forklifts whizzing down narrow aisles.

There’s also a familiar green OSH logo. But if you look closely, it’s not Orchard Supply Hardware but Outdoor Supply Hardware, a new division of Memphis, Tn.-based Central etwork Retail Group.

C RG currently operates 11 stores across the country under 16 different brands, including McLendon Hardware

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Rayonier, ulee, Fl., has agreed to acquire all of the outstanding limited partnership units of Pope Resources, Poulsbo, Wa. nder the terms of the deal, which was unanimously approved by the boards of both companies, gives Pope Resources shareholders the option of swapping their interest for Rayonier shares or 125 in cash per share.

After closing, Rayonier Operating Partnership LP will own all of the assets of Rayonier and Pope Resources and be the operating partnership of Rayonier’s umbrella partnership real estate investment trust.

We are delighted to be combining two premier pureplay timber organizations using an innovative tax-deferred PREIT structure, said David unes, president and CEO of Rayonier. Pope Resources has a strong track record as a best-in-class Pacific orthwest timberland operator and

Building-Products.com

possesses an excellent set of assets in high-quality markets. Our two organizations have very compatible cultures, a complementary set of assets and a shared dedication to value maximization through intensive silvicultural practices and higher-and-better-use real estate operations.

The purchase increases Rayonier’s holdings in the Pacific orthwest to 50 ,000 acres, adds 57 million bd. ft. to its sustainable yield, increases its proportion of Douglasfir inventory, and offers a complementary age-class fit.

Dunn Ready to Remake Home Base

Over the years, Dunn Lumber, Seattle, Wa., has gradually been buying up the property across from its headquarters store in the city’s Wallingford neighborhood, and one year ago acquired the last piece of the puzzle, paying about 5.9 million to complete the 1.5-acre block.

The chain is now ready to begin redeveloping the property, which currently includes its ancillary warehouse and

ARTIST’S CONCEPTION of Dunn Lumber’s proposed headquarters expansion in Seattle.

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DUNN LUMBER has proposed remaking a full block it owns in Seattle, Wa., to encompass a new warehouse, lumberyard, offices, retail and plenty of parking. (Rendering by Weber Thompson)

yard, an artists’ workspace, closed o ces, and a former pipe storage yard.

Called Latona Station, the project would replace all existing buildings on the east block with a 20,000-sq. ft. lumber warehouse and 10,000 sq. ft. of ground-level retail and restaurant space, underneath and surrounded by 190,000 sq. ft. of o ces and woodsy walkways. A tri-level, 160-space parking structure would sit underground. The main store and yard across the street should remain.

Architect Weber Thompson describes its design as mortise and tenon, to accentuate the lumberyard’s heritage.

It is also referring to the project as a headquarters expansion, suggesting it likely would move its offices from across the street into the new building and lease out the excess space.

Dunn Lumber purchased the Wallingford store in 1931 and currently operates nine area locations.

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UNIVERSAL Forest Products, in conjunction with its reorganization and name change to UFP Industries, rolled out new branding, including a modernized version of its tree logo.

Universal Now UFP Industries

niversal Forest Products, Grand Rapids, Mi., has completed the reorganization of its operations and is now operating as FP Industries, a name that more accurately describes the company today.

We are not just a forest products or wood company anymore, said CEO Matthew . Missad. Over the years, we have evolved from a lumber wholesaler to a mixed materials manufacturer and solutions provider serving thousands of business customers. Our new segments FP Retail, FP Construction, and FP Industrial will be much more focused on their individual markets, and with the leadership teams now in position, we expect more speed to market, better product and customer alignment and more e cient capital utilization.

P r i o r t o t h e r e o rg a n i z a t i o n , FP affiliates and its 170 locations worldwide were organized by region; now they are organized by market.

The company will seek shareholder approval for the change to its corporate name at its next annual shareholders meeting in April and will continue to trade on the ASDA exchange under the FPI ticker symbol.

Ganahl Worker Crushed By Falling Lumber

Authorities are investigating the death of a 2 -year-old yardhand at Ganahl Lumber Co., Costa Mesa, Ca., who was buried under a falling pile of lumber.

Employee Ricardo Castorena was trapped under several thousand pounds of wood and pinned against a forklift after hours on the evening of Dec. 20.

He was pronounced dead at the scene, within minutes of paramedics arriving.

Vagrancy Contributes to Riverside Store Closing

After less than two years, Workman’s Ace Hardware, Riverside, Ca., has closed, pinning much of the blame on vagrants who reportedly have driven numerous local retailers out of business.

The store was a lifelong dream of owner Ted Workman, who hoped to expand over time and establish a legacy for his wife and children.

OWNER OF Workman’s Ace Hardware, Riverside, Ca., posted a frank letter to his customers on his shuttered front door.

nfortunately, he said, we operated for 20 months. We have no interest in either relocating or going forward with the business.

He stresses that he and his family did everything they could to make the business successful continually adding new products, advertising, staging events but just could not get the

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Danny Sosa: (209) 747-7773 • dannys@thunderboltwt.com

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neighborhood and community support we needed to meet the ever-increasing bills and costs.

In a letter to customers he posted on the shuttered front door, Workman wrote A large deciding factor for us was theft and vagrancy/transients. We worked hard to clean up the area, to make it feel safer for our customers, but they just kept coming. With them was lewd conduct, drugs, trash, urination, excrement, you name it.

In the end, he considered the area unsafe, noting he and his family had been assaulted several times inside and outside the store.

Wood, Metal Doors Dominate

Metal and wood will remain the most popular materials for doors going forward, accounting for a combined 91% of all door sales through 2023, forecasts the Freedonia Group.

Metal is the top choice in nonresidential due to its strength, security, durability and low maintenance. Wood leads the residential market due to its frequent use indoors.

Since interior doors frequently see less wear than exterior doors, durability is less important, allowing wood to dominate this market.

Both metal and wood, however, will face increasing competition from fiberglass doors in the residential market, as fiberglass can offer the same strength and durability as metal entry doors and can resemble the look and texture of wood doors while offering improved energy e ciency.

Overall, global demand for doors is predicted to increase .5% per year to 123 billion in 2023. The gains will be supported by higher levels of nonresidential construction in many developing regions and increasing repair and remodeling activity in countries such as the .S.

STUMPY’S Hatchet House should be your prime target for your industry group’s next get-together.

Axe-Citing Activity Coming Soon

Heads up Lumbermen looking for after-hours fun will soon be able to channel their inner lumberjack as Stumpy’s Hatchet House prepares to open its first locations in the West, this spring in Huntington Beach and Irvine, Ca. Stumpy’s already has more than 20 franchised axe-throwing lounges from Texas to the East Coast.

Western wood is a major component. Each location is covered wall to wall with rustic paneling, and Stumpy’s makes its own -foot-tall targets.

We supply locations with pre-painted Douglas fir 2x6s that slip into a patented frame system, explained Mark Oliphant. After a two-hour session, usually three or four of the seven boards will have to be replaced. Each location goes through 200 to 300 boards a week.

Help your customers choose the

Striking Beauty of TigerDeck.

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NEW Products

Capped PVC Fascia Boards

Cultured Stone launched a panelized version of its Drystack Ledgestone manufactured stone veneer.

The profile comes in three colors Rubicon, Melrose and High Plains.

Royal Building Products has launched its Zuri Fascia boards in and 12 profiles.

Made of capped P C, Zuri products combine the natural beauty of exotic hardwood with unsurpassed durability and exceptionally low maintenance requirements.

The fascia is available in Chestnut, Walnut, Pecan, Brazilia and Weathered Gray.

They are backed by a 25-year color fastness warranty against color shifting.

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• FlamePRO Fire Retardant pressure treated wood products, as described in the ICC Evaluation Services, Inc. ESR-4244, meet all major model building code requirements.

• 1 Hour Tested Interior Wall Assembly (ASTM E119) • 2 Hour Tested Interior & Exterior Wall Assembly (ASTM E119) • UL Classified • UL GREENGUARD GOLD Certified • Cal Fire Listed • Koppers is an AIA-approved Continuing Education Provider.

• Backed by a 50 Year Limited Warranty Program from Koppers.

• BSD Speclink listed. Master Specification Content for Architectures, Engineers, and Construction Markets.

For more information call 1-800-585-5161 or visit www.flameprofrtw.com FlamePRO treated wood products are produced by independently owned and operated wood treating facilities. FlamePRO ® is a registered trademark of Koppers Performance Chemicals Inc. © 1/2020

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Fast Grab DAP has reformulated its DynaGrip Heavy Duty construction adhesive to deliver a powerful instant grab of common building materials without the need for bracing or clamping.

In addition to stronger, more durable bonds, it’s easier to gun for greater e ciency. Its low-odor formula is compliant with stringent OC regulations.

Offered in 5 oz., 9 oz., and 2 oz. tubes, it provides 50% more instant grab and is ideal for the toughest jobs, such as installing subfloors, drywall, heavy remodeling, and new construction. n D AGRIP.DAP.COM ( 00) 5 3-3 0

Composite to the Core

Since 1980

Envision Building Products has introduced its new Ridge Premium composite decking line with fluted profile.

The product has the same EverGrain Core as its other popular composite decking collections, and a high-density cap.

Ridge Premium comes in three colors dark brown Black Walnut, light brown intage Oak, and cool gray Gunstock designed to complement the design style of any home. n E ISIO DEC I G.COM ( 00) 253-1 01

The Most Stable & Beau�ful Hardwood Decking & Cladding Available • Environmentally friendly manufacturing process • Made from American hardwoods • JEM™ (Joint End Matched) Machined End Joints • Thermal modifica�on stabilizes the wood, making it 7 �mes less likely to warp, check, bow, cup, twist, expand or contract • Class 1 durability ra�ng

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Mount Storm Forest Products

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888-807-2580 Bend, OR

www.pelicanbayfp.com DISTRIBUTION LOCATIONS Colton / Fontana / Modesto / Salinas / Stockton, CA 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

“Focused on the future with respect for tradition” Building-Products.com

Drainage Wrap Barricade Wrap Plus Drainage features a non-directional gap design that can be installed in any direction, reducing scrap on gable ends without affecting drain-ability.

The translucent, easy-to-install housewrap comes 5 to 10 ft. wide and 100 to 200 ft. long. n BARRICADEBP.COM ( 0 ) 76-9176

Narrow Crown Stapler Milwaukee Tool designed the new M1 Fuel 1 GA 1/ arrow Crown Stapler to deliver peak productivity on the jobsite, providing unmatched stapling performance without the hassle of a compressor and hose.

Its nitrogen air spring mechanism has the power to sink staples to the proper depth in hard materials every time, as well as tool-free depth adjustment to drive staples into soft materials without blowing through.

Like all M1 Fuel solutions, it has a PowerState brushless motor, RedLithium battery pack, and RedLink Plus intelligence. n MILWA EETOOL.COM ( 00) 729-3 7 Building-Products.com

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Barnwood-Look Composite Decking Monarch Technologies is launching MonaDeck, a patent-pending new line of ultra-durable composite decking developed for the residential market.

Resembling century-old barnwood, planks are Class-A fire-rated and produced in 12 widths an industry first. The decking incorporates a proprietary bio-based resin to bind recycled FSC-certified wood fiber and bamboo fiber in a sustainable composite with a hardness rating that rivals ipe. n MO ARCHTECH OLOGIESLLC.COM (253) 507- 622

Wide-Faced Vinyl Cladding CertainTeed’s new CERTAplank reinforced vinyl siding reportedly offers the wide, flat face of hardboard siding at a lower total cost. It combines modern hardboard looks with a lightweight 7 , slim but rigid profile that can be installed quickly and safely, and requires virtually no upkeep.

Both the panels and durable foam backer meet the Class A flame spread rating for building materials, when tested in accordance to ASTM E- . Moistureresistant panels feature a post-formed factory lock, heavy-duty thickness, and rolled-over reinforced nail hem, for withstanding hurricane-force winds. n CERTAI TEED.COM ( 00) 233- 990

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Western Pallet Association focuses on building a sustainable future Western Pallet Association installed Annie Montey, American Pallet, Oakdale, Ca., as president during its recent annual meeting in Rancho Mirage, Ca. She is joined on the board by P Beatric asquez, Oxnard Pallet Co., Oxnard, Ca.; secretary/treasurer Scott Gutierrez, Commercial Lumber Pallet, Industry, Ca.; immediate past

president Lindsey Shean-Snowden, alley Pallet, Salinas, Ca.; and executive P Dave Sweitzer, Camas, Wa. The event, held an. 17-21 at the Rancho Las Palmas Resort Spa, also featured presentations on strategic positioning, politics, economics, investments ROI, and a 2020 forecast for the pallet industry.

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13 WPA BOARD members [1] Scott Gutierrez, Dave Sweitzer, Beatrice Vasquez, Annie Montey, Ralph Rupert. [2] Marcus Blood, Thomas Salazar. [3] Bud & Kathleen Dietrich, Greg Wine. [4] Matt Kolar, Ben Rist. [5] Diana Wine, Lynn Piland, Nicole Giordano. [6] Jamie & Kevan Grinwis, Lisa Chayer. [7] Glenn Meeks, Cherise White. [8] Kelly DeLacy,

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Kay & Glen Andrew. [9] Tim Akers, Gordon Herzog. [10] Stanley Henry, Chuck Lamping. [11] Chris Stane, Dallas Heweth. [12] Annie Montey, Tony Carpenter. [13] Eric Pitner, Joyce Vipond, Hector Perez, Mario Martinez.

[14] David Lee, Greg Vipond, Frank Stanford.

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

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new opportunities. [17] Wendy & Jeff Hendershot.

[18] Lee & Jenna Evans. [19] Mike Hachtman, Jack Donnell. [20] Nic Wilson, Rod Lucas, Tyron Konecny, Brad Myers. [21] Jared Denney, Mark

Mitchell, Andrew Campbell. [22] Sam McAdow, Dan Bouchard, Derek Turney. [23] Sukhi Brar, Raina Alvarado. [24] Laura Chavez, Tod Kintz.

[25] Jordan Piland, Sherri & Matt McGowan.

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25 SPEAKERS (continued) included [15] National Wooden Pallet & Container Association’s Brad Gething with a fire code update. [16] Chicago pallet maker Guy Gruenberg spoke on discovering Building-Products.com

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Photos by The Merchant Magazine

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PORTLAND WHOLESALERS Photos by George I. James, Molalla, Or.

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PORTLAND WHOLESALE Lumber Association honored this year’s Lumberman of the Year, Craig Johnston, president/CEO, Forest City Trading Group, at [1] its Christmas luncheon in Portland, Or. Johnston was not able to attend. [2] Paul Quandt, Andy Jones. [3] Bryce Bebout, Blake Redmond, Joe Redmond, Hope Redmond, Mike Redmond, Brad Mehl.

[4] Allan Hurd, Denny O’Sullivan. [5] Ben Rist, Art Reid. [6] Regina Smith,

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16 Leland Curtiss. [7] Chuck Dunsky, Sunny Field. [8] Steve Ashley, Dan Jensen, Max Heller, Angie Dundas. [9] Brendan Donahue, Tom Callahan.

[10] Jeff Hoggard, Ken Timmons. [11] Joe La Berge, Parker Woodley. [12] Edy Schaller, Marc Herzog. [13] Josiah Dorr, Taylor Slaughter. [14] Tim Callahan, Troy MacKenzie. [15] Terry Haddix, Macaiah Cass, Carolyn Kimbel, Kimberly Stevens. [16] Kevin Grindy. (More photos on next page) Building-Products.com

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28 PORTLAND WHOLESALERS (continued) drafted [17] former NFL QB Drew Bledsoe as guest speaker. [18] PWLA president Reid Schooler, secretary/ treasurer Michelle Maller, Lumberman of the Year presenter Gunnar Brinck, executive secretary Debbie Rakfeldt, VP Paul Quandt. [19] Chris Knowles, Jim Adams. [20] Parker Wildeboer, Mike Foster, Joe Raulerson. [21] Sharon Ott, Ken Doherty, Ted Fullmer. [22] Marcos Flores, Mark Swinth, Rebecca Building-Products.com

Photos by George I. James, Molalla, Or.

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29 Pollard, Jennifer Moran, Gary Newman. [23] Drew Hedges, Donna Jones, Mike Jones. [24] Tod Kintz, Larry Tommerup, Hector Perez, Kirk Potthoff.

[25] Phil Lemon, Karen Sawkins, Louie Hoy. [26] Brendan Donahue, KayCee Hallstrom, Kyle Gillings, George Van Vleet. [27] Harvey Scott, Rick Yonke, Raymond Luther. [28] Roger Tom, Nick Lake, Stan McGeehee, Marc Herzog. [29] Marshall Lauch, Gary Zauner, Paul Cheatham.

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ASSOCIATION Update Ace Offers Extra Mile Guarantee

Traditional mechanically-attached housewraps still and new directors Dan product is present inCorp.; the basements of about 2,200 houses make up more than two-thirds of in all limited housewrap andMonty WRB Russell, Innovative Insulation; in various stages of construction markets.

Most Ace Hardware is rolling out its Extra Mile Promise, a materials installed, but alternatives making inroads.

Millspaugh, Reflectix; and Bobby ofsupply the houses are not yet occupied. are guarantee that Bui Ace ld hasi ng the expert supplies needa more competitive chain Western Materadvice ial and Combination WRB and structural sheathing panels, such Byrd, RoyOMartin.

Weyerhaeuser will cover the cost to either remediate or ed to help consumers tackle any painttechnology. project through Association’s Casey successfully oorhees will as Huber’s ZIP System and Georgia-Pacific’s ForceField, replace affected joists.

It has halted production, sales and with just one trip to the store. lead an intro to LBM sales class Feb. Oregon Conference celnow make up about 10% ofand thisisLogging market among new product homes. shipments of the product, collecting unused at participating stores the vow Tacoma-Olympia Hoo-Hoo Club 25 Available and an estimating workshop Feb. nationwide, ebrates its 2nd year Feb. 20-22 at the Self-adhered membranes are now approaching 10% of the from customers. was created to address relieve frustration crackingconwith its annual crab feed Fluid-applied 26-27 at the Holiday Inn, and Salem, Or. the gets Lane County Convention Center market, as well. membranes now constitute Approximately $9 million of the product has been sold sumers deal with when faced with the proposition of yet Wa. Feb. 11 in Orting, Fairgrounds, Eugene, Or. to spend $50about 3% of new 2016. home housewrap/WRB installations. since December Weyerhaeuser expects another trip to the store as a result of forgotten items or not A board meeting follows on Feb. North American Wholesale Every year manufacturers and dealto traditional more $60Alternatives million resolving the issue.housewrap are found enough paint.

Ace is so confident in its one-trip guarantee 19 in Tacoma, then a extensively brewer’s dinner Lumber Association has named ers around exhibit buildings. the latest on higher-end homesthe andworld multifamily that will provide delivery to consumers who be March 1 may in Tacoma. im itRobbins Sr., free former president technology at the largest inside and Windows & Doors Keep Growing in need of additional paint supplies. and owner of Robbins Lumber, outsideHandyman equipment showDivision west of the Ace Rebranding Residential window shipments increased 5.7% in 2016, “While it hurt our pride to learn this, the truth is that Southern California Hoo-Hoo Searsmont, Me., as recipient of the Mississippi.

The agenda features eduAce Hardware Corp. has completed the acquisition of amounting to more than 43.2 million units shipped across whileMulrooney consumersAward. trust Ace as the Helpful Place, upcoming far too Club’s dinner meeting 2020 cational opportunities, keynote speakHandyman Matters, franchisor of home repair, maintenance Looking forward, national growth is expected to TO MARK Hayward Lumber’s centennial, CEO Hayward sliced the Ca., the many themWood believed that our speedy sized stores didn’t in Chino Hills, willnation. feature a services Theofnext Basics Course is Bill er, What’s in Logging disand improvement basedbefore inewDenver, Co.off panel birthday cake Hayward style—with a chain saw—during a Sept.

7 celebraincrease another 5.6% in 2017 trailing somewhat have enough product to complete their paint project,” said on treated panel discussion lumber March 23-27 in Corvallis, cussion, business seminars, outside Early next year, Handyman Matters will be rebranded tion in San Luis Obispo, Ca., thatOr. was attended by nearly 1,000. in Feb. 201912toat4.6% growth, according to a new Window as & John Venhuizen, president and CEO. “Wetechnologies. know this isn’t To be held the Services hands-on training and log Ace Handyman and operate as aclasses, new stand-alone, Door Manufacturers Association study. theW case, so to assuage these misperceptions, we decided to Los Serranos Golf Club, the event will estern Wood Products loader competition. subsidiary Ace Hardware.

In 2016,ofshipments of side-hinged entry doors increased stand behind our large paint with Extra Mile be the preceded by golf.

Housewraps, Weather Association will hold itsassortment annualBarriers Handyman Matters isunits a franchise organization comprised by 6.1% to 9.7 million on theHardwood national level, alleviatPromise. March Our objective to be known as the #1, American Promotion meeting at isWsimple: Marriott Trending in-10 Residential Market of locally owned and operated and company-owned ing any concerns over the decrease in units shipped best, most convenient, most helpful and most credible store Los Angeles Hardwood LumberCoalition has been formed by 30 leadDesert Resort preferences Spa, Palm Desert, Housewrap are gradually evolving, locations that offer professional and multi-skilled craftsmen, between 2014 and 2015.

Based on the analysis of the data, for paint in the neighborhood.” man’s Club is staging a golf tournaing hardwood executives to address Ca., in conjunction NAWLA’s according to a recentwith presentation at the Housewrap 2019 trained to handleisa forecasted homeowner’s to-do list in addition to annual growth to from climb to 5.9% in 2017 ment March in Chino Hills, Ca. competition wood lookalikes, Leadership Summit. conference on builder and consumer practices by Ed larger projects.

On-site services to consumers and small before declining to amisleading modest 5.2% growth in about 2019. wood’s campaigns Weyco Recalls Coated I-Joists Speakers include WoodWorks’ Hudson, Home Innovation Research Labs. businesses include interior carpentry, plumbing, electrical, drywall, Architectural flush doors recovered Reflective Insulation Manufacsustainability, and the ongoingfrom .S.a Weyerhaeuser isthat recalling a 60% batch of all TJI housewrap Joists with Flak ennifer Cover, up the stateof Hudson sharedsizing about and painting andprevious flooring. year It currently has 57 franchisees who decline the by growing 4.5% in 2016 with turers Association International trade war with China.

Jacket Protection, after linking an odor in certain newly of the mass timber market; BMC’s weather-resistant barrier (WRB) material is installed on new collectively employunits about 250 handymen and women in nearly 2.9 million shipped, while stileis and rail doors welcomed its new leadership, led Their top objective establishing constructed homesapplying to is a recent formula change in the being coatDavid Flitman, next-gen homes; the remainder installed primarily on homes 121 territories across 23 states. continued its upwarda trend with a 6.6% increase with marnearby president Luconi, Prodex, Real Hardwood Merchant 8-17 SigNov03-1-8,41-48 1:18 PM ingLayout.qxp_D that included formaldehyde-based ThePage issue20Sergio is thinking to maximize efficiency7/25/17 in resin. re-sided.

Andy Bell, the founder andAmerican CEO ofgrowth Handyman Matters, ly 0.44 million units shipped.

Annual of flush doors Costa Rica. keting campaign directed at domestic isolated to Flak Jacket product made after Dec. 2016, the homebuilding industry; Buddy DuPont’s Tyvek continues to dominate with1,nearly will continue the day-to-day business operations is forecast to to belead 4% in 2017 before declining to 1% in is homes. joined on the 2020 board consumers, specifiers, educators, influand does not any the company’s other products.

Hobart, on affect succession planning half the housewrap andofWRB installations inHe new for Ace Handyman Services from its headquarters 2019.Co.; Stilesecreand rail doors are alsoend-users predictedwith to grow 4% in in by P Bill Lippy, Fi-Foil encers and a launch Flak Jacket Protection is a coating applied to I-joists to and leadership; and a panel of top DuPont established leadership in technology and education Denver.

Integration and re-branding initiatives are currently 2017 and decline to 1% by 2019.

Traditional housewraps still tary/treasurer Ralph underway Dale, Dunmore of spring 2020. enhance fire resistance, and is not widely in use. The executives discussing how to it enable product iswith present indate the basements 2,200 houses early have maintained that leadership for decades. amechanically-attached target completion in of firstabout quarter 2020.

AceandOffers Extra Mile Guarantee make up more than two-thirds of in all limited housewrap and WRB in various stages of construction markets.

Most Ace Hardware is rolling out its Extra Mile Promise, a materials installed, butyet alternatives of the houses are not occupied. are making inroads. guarantee that Ace has the expert advice and supplies needCombination WRB and structural panels, such Weyerhaeuser will cover the cost sheathing to either remediate or ed to help consumers successfully tackle any paint project as Huber’s ZIP Lumber System and Georgia-Pacific’s ForceField, t Reel Service, we supply replace affected joists.

It has halted production, sales and with just one trip to the store. now make up about 10% ofand thisismarket among new product homes. shipments of the collecting unused domestic andproduct, foreign hardwoods.

Available at participating stores nationwide, the vow Self-adhered membranes are now approaching 10% of the from Our customers. was created to address and relieve the frustration conproducts and services include: market, as well.

Fluid-applied membranes now constitute Approximately $9 million of the product has been sold sumers deal with when faced with the proposition of yet • Hardwood Lumber & Pine about of new 2016. home housewrap/WRB installations. since 3% December Weyerhaeuser expects to spend $50another trip to the store as a result of forgotten items or not • Hardwood Plywood & housewrap Veneers Alternatives to traditional are found more $60 million resolving the issue. enough paint. Ace is so confident in its one-trip guarantee extensively on higher-end homes and multifamily buildings.

• Melamine Plywood that it will provide free delivery to consumers who may be Windows &Moulding Doors Keepcherry, Growing • Hardwood (alder, in need of additional paint supplies.

Ace Rebranding Handyman Division Residential window shipments increased 5.7% in 2016, “While it hurt our pride to learn this, the truth is that mahogany, MDF, maple, red oak, paint Ace Hardware Corp. has completed the acquisition of amounting to more than 43.2 million units shipped across while consumers trust Ace as the Helpful Place, far too grade, pecan hickory, white oak, walnut, Handyman Matters, franchisor of home repair, maintenance the nation. Looking forward, national growth is expected to TO MARK Lumber’sthat centennial, CEO Bill Hayward sliced the many of Hayward them believed our speedy sized stores didn’t and improvement services basedbefore in Denver, Co.off somewhat beech) birthday cake Hayward style—with a chain saw—during Sept. 7 celebraincrease another 5.6% in 2017 trailing have enough product to complete their paintaproject,” said Early next year, Handyman Matters will be rebranded tion in San Luis Obispo, Ca., that was attended by nearly 1,000.

• Milling (moulding profiles, S2S, SLR1E, in 2019 to 4.6% growth, according to a new Window as & John Venhuizen, president and CEO. “We know this isn’t Ace Handyman Services and operate as a new stand-alone, Door Manufacturers Association SLR2E, & resawn lumber) study. the case, so to assuage these misperceptions, we decided to subsidiary ofshipments Ace Hardware.

In•2016, of side-hinged entry doors increased stand behind our largeWeather paint assortment with the Extra Mile Housewraps, Barriers Woodworking Accessories (appliques, Handyman a franchise comprised by 6.1% to 9.7Matters millionisunits on the organization national level, alleviatPromise.

Our objective is simple: to be known as the #1, Trending in Residential Market ornaments, butcher blocks, corbels, etc.) of locally owned and operated and company-owned ing any concerns over the decrease in units shipped best, most convenient, most helpful and most credible store Housewrap preferences are gradually evolving, locations that offer multi-skilled • Woodworking Supplies (deft finishes, between 2014 and professional 2015.

Basedand on the analysis ofcraftsmen, the data, for paint intothe neighborhood.” according a recent presentation at the Housewrap 2019 trained to handle a homeowner’s to-do in addition to colorgrowth putty, is adhesives, etc.) annual forecasted to climb list to 5.9% in 2017 conference on builder and consumer practices by Ed larger projects.

On-site services to consumers and small before declining to a modest 5.2% growth in 2019.

Weyco Recalls I-Joists Hudson, Home InnovationCoated Research Labs. businesses include interior carpentry, plumbing, electrical, drywall, Architectural flush doors recovered from a Weyerhaeuser is recalling a batch of TJI Joists with Flak ur products arecurrently widely used in Hudson shared that about 60% of all housewrap and painting and flooring.

It has 57 franchisees who decline the previous year by growing 4.5% in 2016 with Jacket Protection, after linking an odor in certain newly weather-resistant barrier (WRB) material is installedCa. on92806 new interior finish carpentry, furniture, collectively employ about 250 handymen and women in 1321 N. Kraemer Blvd. (Box 879), Anaheim, nearly 2.9 million units shipped, while stile and rail doors constructed homes to is a recent formula change in the being coathomes; the remainder installed primarily on homes 121 territories across 23 states.

Fax 714-630-3190 cabinetry and hundreds of industrial and continued its upward trend with a 6.6% increase with nearing that included formaldehyde-based resin. The issue is re-sided.

Bell, the founder andAnnual CEOWe ofgrowth Handyman Matters, (714) 632-1988 • (800) 675-REEL ly Andy 0.44 million units shipped. doors manufacturing applications. stock aof flush isolated to Flak Jacket product made after Dec. 1, 2016, DuPont’s Tyvek continues to dominate with nearly will continue to lead the day-to-day business operations is forecast to line be 4% in 2017 before products declining to 1% in complete of complementary and does not affect any of the company’s other products.

3518 Chicago Ave., Riverside, Ca. 92507 half the housewrap and WRB installations in new homes. for Ace Handyman Services from its headquarters 2019. and rail doors are predicted to grow 4% in in Flak established Jacket Protection is a coating appliedand to I-joists to to Stile complete virtually anyalso woodworking (951) DuPont leadership in781-0564 technology education Denver.

Integration and re-branding initiatives are currently 2017 and decline to 1% by 2019. enhance fire resistance, and is not widely in use. The early and have maintained that it leadership for decades. underway with a target completion in first quarter 2020. or millwork project. www.reellumber.com

Wholesale Industrial Lumber

REEL

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LUMBER SERVICE

Wholesale

n The Merchant Magazine n February October 2019 The TheMerchant MerchantMagazine Magazine n August 2017 n 2020

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Building-Products.com

Building-Products.com t Reel Lumber Service, weBuilding-Products.com supply domestic and foreign hardwoods.

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

Do it Best – Feb. 7-10, spring market, Indiana Convention Center, Indianapolis, In.; www.doitbestcorp.com.

Sacramento Hoo-Hoo Club – Feb. 8, annual Valentines dinner, Delta King Riverboat Hotel, Sacramento, Ca.; jtaylor@taigabuilding.com.

Tacoma-Olympia Hoo-Hoo Club – Feb. 11, annual crab feed, High Cedars Golf Course, Orting, Wa.; tbilski614@aol.com.

Southern California Hoo-Hoo Club – Feb. 12, speaker meeting/golf, Los Serranos Country Club, Chino, Ca.; www.hoohoo117.org.

Los Angeles Hardwood Lumberman’s Club – Feb. 13, billiards tournament, Danny K’s, Orange, Ca.; www.lahlc.net.

True Value – Feb. 14-16, Spring Reunion Market, New Orleans, La.; www.truevaluecompany.com.

North American Wholesale Lumber Association – Feb. 20, regional meeting, Portland, Or.; www.nawla.org.

LBM Advantage – Feb. 24-26, meeting & show, Gaylord Palms Resort & Convention Center, Kissimmee, Fl.; www.lbmadvantage.com.

Western Building Material Assn. – Feb. 25, intro to LBM sales; Feb. 26-27, estimating workshop, Holiday Inn, Salem, Or.; wbma.org.

Frame Building Expo – Feb. 26-28, Des Moines, Ia.; www.nfba.org.

Orgill – Feb. 27-29, spring dealer market, Orange County Convention Center, Orlando, Fl.; www.orgill.com.

Structural Insulated Panel Assn. – March 2-4, annual meeting & conference, Embassy Suites, Phoenix, Az.; www.sips.org.

American Fence Association – March 3-6, FenceTech/DeckTech, Salt Lake City, Ut.; www.americanfenceassociation.com National Wooden Pallet & Container Assn. – March 4-6, annual leadership conference, Naples, Fl.; www.palletcentral.com.

LMC – March 4-6, annual meeting, Nashville, Tn.; www.lmc.net.

Tacoma Remodeling Expo – March 6-8, Greater Tacoma Convention & Trade Center, Tacoma, Wa.; www.homecentershow.com.

Western Wood Products Assn. – March 8-10, annual meeting, JW Marriott Desert Resort, Palm Desert, Ca.; www.wwpa.org.

North American Wholesale Lumber Assn. – March 8-10, Leadership Summit, JW Marriott, Palm Desert, Ca.; www.nawla.org.

University of Innovative Distribution – March 8-11, JW Marriott, Indianapolis, In.; www.univid.org.

Los Angeles Hardwood Lumberman’s Club – March 8, spring golf, Los Serranos Country Club, Chino Hills, Ca.; www.lahlc.net.

Pacific Northwest Association of Rail Shippers – March 10-12, spring meeting, Portland, Or.; www.pnrailshippers.com.

Ace Hardware Corp. – March 12-14, spring convention, McCormick Place, Chicago, Il.; www.acehardware.com.

Colorado Springs Remodeling Show – March 13-15, Norris-Penrose Event Center, Colorado Springs, Co.; www.homeshowcenter.com San Jose Spring Home Show – March 14-15, San Jose McEnery Convention Center, San Jose, Ca.; www.acshomeshow.com.

Tacoma-Olympia Hoo-Hoo Club – March 18, brewer’s dinner, Harmon’s Brewery, Tacoma, Wa.; tbilski614@aol.com.

Forest Resources Association – March 18-20, regional spring meeting, Hotel Bentley, Alexandria, La.; www.forestresources.org.

Redwood Region Logging Conference – March 19-21, Ukiah, Ca.; www.rrlc.net.

National Lumber & Building Material Dealers Assn. – March 2325, legislative conference, Washington, D.C.; www.dealer.org.

North American Wholesale Lumber Assn. – March 23-27, Wood Basics Course, Oregon State University, Corvallis, Or.; nawla.org.

Building-Products.com

February 2020

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IN Memoriam John Edwards Gaskin, 7 , chairman of the board of wholesaler Capital Lumber Co., Phoenix, Az., passed away an. 13 from complications from cancer.

A 1963 niversity of Arizona graduate, he stacked lumber during the summers of his youth before o cially joining his father’s lumber company in 1967. He became president and owner in 1970, and transitioned to chairman in 200 .

Richard David “Dick” Tinney, 0, Pacific orthwest forest products executive, died Dec. 21 in Bend, Or. After serving as a lieutenant in the Army and graduating from the niversity of Washington, he began his 50-year career, as assistant GM of Publications Paper Co., Oregon City, Or.; P/GM, West Coast Lumber Mills, Tacoma, Wa.; P/GM, Plum Creek, Seattle; president/CEO, Bohemia, Inc., Eugene, Or.; and co-owner of Cascade Hardwood, Chehalis, Wa., and Washington Alder, Mount ernon, Wa. Dick also sat on the advisory committee of Lumbermen’s nderwriting Alliance.

William “Bill” Littlejohn, owner of Thomas Building Supply, Sequim, Wa., died Dec. 12, six days his 73rd birthday.

After studying business at Walla Walla College, he started an ambulance business, purchased the lumberyard, and opened and operated several senior living facilities.

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The Merchant Magazine n

February 2020

James Robert “Bob” Perrin, 5, longtime owner of retailer Capital Lumber Co., Boise, Id., died Dec. 19.

After attending Idaho State niversity in Pocatello, Id., and serving in the Army, he joined Bestway Building Centers, the retail division of Boise Cascade, in 1953. He worked for yards in Cascade, Twin Falls, Gooding, Payette and Boise, before buying Capital in 197 . He retired in 2016.

Bob was active in the Western Building Material Association, serving on the board, insurance committee, president in 19 6, and in 1990 the Distinguished Dealer of the ear.

Ernest Tolen “Ernie” Christison, 7, retired mill sales manager for Hampton Lumber Co., Portland, Or., passed away Dec. 29. He retired from Hampton in 199 after a 20 year career in sales, preceded by a stint with Boise Cascade.

John David Reid, 2, chairman of Composite Technology International, Sacramento, Ca., died Dec. 3.

A niversity of Washington grad, he began his career with Simpson Timber, which had acquired his father’s Schafer Brothers Logging. In 1961, he moved to Sacramento and joined St. Regis Paper Co. He then operated his own plywood sales firm, Reid Associates, for over 30 years.

In 2001, ohn, wife Carolyn, and son Griff launched CTI. He retired in 2016, but retained the title of chairman.

Russell Nolan “Russ” Britt, 76, retired co-owner of Britt Lumber, Arcata, Ca., died Oct. 26 in Eureka, Ca., after contracting a rare lung disease.

At 17, while still in high school, Russ started working with his brother, Bob, at Britt Lumber, a hardware store and retail yard in Eureka. After the store burned in 1966, the brothers moved the business to Arcata and began manufacturing redwood fencing. After Bob retired, Russ ran the mill for 20 years before retiring. The mill was bought by Palco.

He was also a past president and Lumberman of the ear of the Ingomar Club, past chair of the California Redwood Association, and Lumberman of the ear of the Humboldt Hoo-Hoo Club and Old Time Lumberman’s group.

Building-Products.com

ADVERTISERS Index Page 29

Allweather Wood

42

Mount Storm Forest Products www.mountstorm.com

www.allweatherwood.com 36

Atlantis Rail

9

Norbord www.norbord.com

www.atlantisrail.com 17

Avon Plastics

45, 51

North American Wholesale Lumber Assn. www.nawla.org

www.avonplastics.com 21, 44

Beck America

Cover II, 3

Pacific Woodtech www.pacificwoodtech.com

www.beck-america.com 52

Building-Products.com

42

Pelican Bay Forest Products www.pelicanbayfp.com

www.building-products.com 47

Capital

29

ProWood www.prowoodlumber.com

www.capital-lumber.com 31

CMPC

23, 25

Redwood Empire www.buyredwood.com

www.selex.cl 28

CT Darnell

50

Reel Lumber Service www.reellumber.com

www.ct-darnell.com 21

Fasco America

50

Regal Custom Millwork www.reellumber.com

www.fasco-tools.com 52

526 Media Group

Cover IV

Simpson Strong-Tie www.strongtie.com

www.building-products.com 27

Fontana Wholesale Lumber

28

Sunbelt Rack www.sunbelt-rack.com

www.fontanawholesalelumber.com 37

Huff Lumber Co.

35

Swanson Group Sales Co. www.swansongroupinc.com

www.hufflumber.net 41

Humboldt Redwood

38

Thunderbolt Wood Treating www.thunderboltwoodtreating.com

www.getredwood.com 5, 7

Jones Wholesale Lumber

39

TigerDeck www.tigerdeck.com

www.joneswholesale.com 34, 40

Koppers Performance Chemicals

Cover III

Timber Products Co. www.timberproducts.com

www.flameprofrtw.com 44

LignoLoc

17

TurboClip www.turboclipusa.com

www.beck-lignoloc.com 43

MCL Lumber Products

19

U-C Coatings www.uccoatings.com

www.mid-columbialumber.com 29

Mendocino Family of Companies

15, 23

UFP Industries www.ufpedge.com

www.mendoco.com 30

MOSO North America

Cover I

Western Woods, Inc. www.westernwoodsinc.com

www.moso-bamboo.com

Building-Products.com

February 2020

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The Merchant Magazine n

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FLASHBack 65 Years Ago This Month

S

ixty-five years ago this month, in February of 1955, The California Lumber Merchant, noted a profound trend in residential home building the quickening disappearance of duplexes, as the vast majority of the populace demanded a one-family home.

In 1900, 1 9,000 dwelling units were started, of which 65% were single-family homes, 16.3% were twofamily homes, and 1 .6% were many-unit apartment buildings. Over the next 20 years, duplexes’ percentage had grown to more than 20%.

But over the next 30 years multi-family construction, particularly of duplexes, had plummeted. In 1953, of the 1,06 ,000 dwelling units started, 7.3% were one-family houses, 3.9% were two-family houses, and . % were apartment buildings. A year later, duplexes’ share had sunk to 3% flat.

The shift was enabled by lenders anxious to sell mortgages, builders content to accept lower down payments, and homebuyers earning more money than ever before (in 1953, the average home-building family earned a robust ,500 a year).

Experts noted that the residential construction market had never been stronger and predicted 1955 would be another record breaker.

FEBRUARY 1955 cover spotlighted Alex Gordon “still doing business at the same old stand, in the same old way” at Gordon-MacBeath Hardwoods, Oakland, Ca. The year before, his partner, K.E. MacBeath, had sold his share of the business to start his own MacBeath Hardwood Co., Berkeley, Ca., which operates to this day. Gordon-MacBeath, however, sold out to Sacramento Box Co. a few years later.

Although home building was surging, in turn driving increases in lumber demand, not all sectors of the supply chain could keep up.

In the Pacific orthwest, lumber stocks began piling up on docks in Oregon and Washington due to a shortage of shipping space for lumber waiting to be transported by water. At the time, nearly half of shipments from area mills were destined for barges. But Pope Talbot, which normally shipped 1 million ft. a month, had 2 million ft. piled up on docks at St. Helens, Or., and Port Gamble, Wa. Some mills started switching deliveries to rail. C.D. ohnson Lumber Co. warned that it would have to stop taking orders unless it got shipping space commitments.

MASONITE CORP. introduced its new Peg-Board paneling. Not only could perforated Presdwood panels be used for retail fixtures, but also to cover walls in garages and even homes.

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February 2020

The homes of the future would still consume plenty of lumber and other traditional building materials, but would be powered and furnished completely differently, according to a forecast by Charles H. Lang, a vice president with General Electric Co. In a speech in Schenectady, . ., he predicted that for the first time electricity would heat the majority of people’s homes within five years. He also predicted central air conditioning would become commonplace in most homes, along with overhead lighting (which he described as luminous ceilings that can be varied in brightness and color and which go on automatically when a person walks into the room. There would also be cordless clocks that worked on shortwave from the aval Observatory, and television sets that look like a picture on the wall.

It would take more than five years, but eventually all of Lang’s predictions would come to pass.

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