The Merchant April 2020

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

A DEALER’S GUIDE TO SELLING PRESSURE TREATED WOOD

Best Value. Superior Quality. Environmentally Responsible.

Located in Sumner, Washington, Western Wood Preserving Co. has been a manufacturer of pressure treated wood products, supplying residential, commercial and industrial markets of the Pacific Northwest since 1971. In addition, our strategic location near the ports of Tacoma and Seattle, provides easy access to the Alaskan, Hawaiian and Pacific Rim markets.

Our facility includes 12 acres of treatment, drying and storage areas, and produces top quality treated wood products for residential and commercial consumers in the wholesale market.

253-863-8191 • 800-472-7714 • westernwoodpreserving.com NatureWood®, Advance Guard®, FlamePro®, and CCA treated wood products are registered trademarks of Koppers Performance Chemicals Inc. and are produced by independently owned and operated wood treating facilities. © 3/2020

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CONTENTS

April 2020 Volume 99 n Number 4

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

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Special Focus

Features

12 A DEALER’S GUIDE TO SELLING

10 FEATURE STORY

PRESSURE TREATED WOOD

DIRECT CUSTOMERS TO THE RIGHT WOOD • ONLINE SALES TOOLS • READING AN END TAG • HOW GREEN IS PTW? • INDUSTRIALS UPDATE • ALL THE TREATMENTS, ALL THE TREATERS

The

MERCHANT

APRIL 2020

Magazine

A DEALER’S GUIDE TO SELLING PRESSURE TREATED WOOD

Departments

DEALERS GRAPPLE WITH PANDEMIC

32 COMPETITIVE INTELLIGENCE

INDIANA DEALER’S EXTREME MAKEOVER

36 REVENUE GROWTH HABIT

WE’LL GET THROUGH THIS TOGETHER

68 CLASSIFIED MARKETPLACE 68 IN MEMORIAM

64 PHOTO RECAP

69 ADVERTISERS INDEX

66 EVENT RECAP

70 FLASHBACK

ORGILL’S SPRING MARKET

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46 MOVERS & SHAKERS 68 TALK BACK

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40 SELL WITH KAHLE

44 THINKING AHEAD LEADERS ASSEMBLE AT NAWLA SUMMIT

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34 OLSEN ON SALES

50 NEW PRODUCTS

ODE TO LUMBER

3/25/2020 6:39:24 AM

8 ACROSS THE BOARD

38 TRANSFORMING TEAMS

58 EVENT RECAP

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LESSONS LEARNED FROM COVID-19

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

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ACROSS the Board

By Patrick Adams

A different COVID-19 message every generation has its defining event and perhaps, coronavirus will be the one for the most recent generation coming of age.

Regardless of your personal position, fear or reaction to this virus, the impact and response has made it real. As I write, there are about 196,000 cases worldwide with just over 1,000 of them being confirmed as recovered and fewer than ,000 fatalities (for reference, the global population is 7. billion 0.0001%). This number is bound to change before I’m even done writing, but more concerning is what’s happening around us.

Store shelves are bare not just of necessities, but of seemingly everything because people fear something of the worst will happen and have shifted into survival mode. They race from market to market grasping anything they can after passing countless local restaurants that have remained open to serve their communities for take-out orders while continuing to pay their wait staff.

Local pharmacies are running out of prescription and over-the-counter treatments as younger families buy up inventory, leaving those most at risk without the ability to manage their daily needs. The countless thousands who have been asked to work from home are doing their best to remain productive, while in the background the 2 /7 news continues to cycle the same information that terrifies us.

People are not remembering that this will end and when it’s over, because it will be over, what will be left Will we be proud of our actions during this crisis and did we do our part to make it better Did we work to minimize the damage and impact knowing that this will be over or did we act as though we had nothing to lose So, instead of the normal corporate message informing you that we are washing our hands, here is what we are doing Since 1922, some of our publications have served their markets E ER month, without interruption to equip and inform the industry with the tools and information needed to make good business decisions. This has not changed, through World Wars, through the Great Depression and countless other national and global crisis that sought to tear us apart or bring us to our knees.

We start every day thankful for the privilege of service serving an industry, serving its professionals and serving their role in the good of our country. Over almost a century, we have seen our share of challenges but more than anything, had countless reasons to celebrate and be thankful. ust as now, we are thankful and in the midst of our own chaos, adjustments and fear of the unknown, we are looking for new ways to serve and be helpful.

I

In spite of countless businesses being disrupted, the supply lines for our products in print, digital and email remain wide open. As those industry professionals have been instructed to not make personal calls or attend tradeshows, they are refreshing connections, reaching out and even once in a while, reading. At the request of the industry, we are increasing our communication frequency through our website, email and e ewsletters while our premier print products will continue uninterrupted to keep you apprised of the latest information in our industry.

We are also working with our loyal clients to help them get their product and brand messages to the broader marketplace in new and exciting ways. Although you won’t see them at a tradeshow or sales call for a while, there’s no reason to let your business momentum stall especially when you have a captive audience looking to study something other than the news Stay tuned for several new things we are launching to close this temporary marketplace communication gap that has been created.

We are doing this because we believe in this industry and this country. We know this crisis will end and when it does, we will look back as we always do and say, That wasn’t as bad as I imagined, and months from now, we will be back on top again. In the meantime, we are optimistic for the future and proud to say we are here to serve you In times like this, it is not about price sheets or contracts; it is about helping.

We are proud to have the most loyal, engaged audience of any marketplace publication. Please, if we can help you, your team and your business stay engaged with the marketplace audience, reach out. We are here to serve, and together we will get through this.

May all of you stay healthy and find a reason every day to remain thankful and hopeful.

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

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Building-Products.com

FEATURE Story

By David Koenig

Dealers grapple with pandemic fallout pull back and become more isolated to reduce the possibility of spreading the coronavirus, lumber dealers are grappling with a host of related issues, from sta ng, customer service, inventory and event travel to the possibility of temporarily closing their doors.

As of press time, most cities that have mandated the closure of non-essential businesses so far have exempted hardware and home improvement stores. Businesses are taking the initial steps of doing their best to provide a sanitary place of business, encouraging unwell employees to stay home, and considering expanding leave policies, sick pay, and remote work. While companies with large o ce staffs have been able to shift many employees to working from their homes, the typical retail dealer has a lumberyard or hardware store that must be physically staffed.

Dealers are not only scheduling fewer workers, but are mandating they maintain minimum distances between each other. Several are splitting their crews, including in

the yard, so that they are limiting the number of different co-workers each employee is exposed to.

Businesses that have kept their doors open have also instituted stricter sanitary procedures, such as constantly wiping down surfaces. Some have put pieces of tape on the floor that customers must stand behind, 6 feet away from the checkout counter. Others have installed Plexiglass shields between the customers and clerks. umerous stores, including Ace Hardware, Lake Oswego, Or., have moved to closed door operation, offering only deliveries and outside pick-ups. Some have set up tents in their parking lots to stage material that has been ordered by phone, text or online.

Dealers also must navigate through a series of whatifs what if there are so few customers they are losing even more money keeping the lights on What if building projects stop or are deferred What if vendors can no longer supply certain products, particularly imported goods What if an employee gets ill nfortunately, with the situation changing so quickly, the questions seemed to vastly outnumber the answers.

In the meantime, the entire industry is forced to deal with an upended schedule of industry events, with seemingly all travel on ice at least in the short term.

Some event organizers got creative. Ace Hardware did hold its spring convention March 11-1 , but instead of its planned venue Chicago’s McCormick Place Ace switched to a virtual conference. Although the co-op had never tried anything like this before, according to a spokesperson, it turned out to be very successful. Retailers remarked how easy it was to place their orders. And the programs are still available for them on Ace et.

International Wood Products Association reimagined its annual convention and World of Wood show as its firstever irtual World of Wood Convention from April 1-3, in place of a physical event in Savannah, Ga. IWPA executive Cindy Squires was confident that the association would be able to deliver solid value to attendees by use of video conferencing tools.

A number of events were outright canceled, including the Redwood Region Logging Conference; American Wood Protection Association’s annual meeting; Moulding Millwork Producers Association’s WM Millwork Marketplace; Lumbermen’s Association of Texas’ annual convention expo; Southern Forest Products Association/

FACE/DUST MASKS are out of stock at most home improvement stores.

(Continued on page 68)

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A DEALER’S GUIDE TO SELLING TREATED WOOD PRODUCED IN COOPERATION WITH WESTERN WOOD PRESERVERS INSTITUTE

Photo of True-Guard treating cylinder in Ukiah, Ca., courtesy of Mendocino Forest Products

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GUIDE CUSTOMERS TO THE RIGHT PRESERVED WOOD ONLINE SALES TOOLS READING AN END TAG THE STANDARDS BEHIND THE STAMP HOW GREEN IS TREATED WOOD? INDUSTRIALS UPDATE ALL THE TREATMENTS ALL THE TREATERS Building-Products.com

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A DEALER’S GUIDE TO SELLING TREATED WOOD

Western wood treaters ready for start of new decade

By Butch Bernhardt

WHILE TREATED WOOD products haven’t changed much over the past 10 years, there have been many other changes for treaters. And those changes will pose critical challenges for wood treaters entering the second decade of the 2000s.

Executives from some of the West’s top wood preserving companies recently reflected on the past decade in making and selling preservative- and fire-retardant-treated-wood products.

Most concurred there were more positives than negatives in the wood treating business during the 2010s.

There is also optimism for the business in this decade, even in the face of potential challenges.

Consolidation has impacted the treating business, notes Phil Schumock, director of residential sales for StellaJones, Inc. in Tacoma, Wa. That’s been true for both treaters as well as their dealer and wholesaler customers.

“As customers consolidate, they often have built-in loyalties to certain suppliers and that puts market share pressure on the treated industry,” said Schumock. “In treating, we’ve seen significant consolidation of treaters in the U.S. and Canada, with many fewer single plant treaters than 10 years ago.”

While consolidation can be disruptive, it also can be beneficial, he said.

Thanks to consolidation, “we are now a very healthy, multi-product North American wood treater,” Schumock said.

“Companies like ours that have survived and grown are very diverse, lean and well managed.”

One of the most significant changes for treaters is in meeting buyers’ expectations in the timely delivery of products and services. Responding to those demands will create challenges in the new decade.

“Many of those buying treated wood are the same people who are download-

Society’s instant-gratification, streaming mentality has contributed to wood treaters needing to provide just-in-time delivery, half-packs, and piece-pull services.

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ing movies instantly or ordering from Amazon and getting it the next day,” said Brian Paul, general manager of Taiga Exterior Wood in Washougal, Wa. “That’s pushed us, for better or worse, to the just-in-time delivery, half-packs, and piece-pull services we now have to fulfill.”

Some treaters are responding with broader product offerings.

“More projects are utilizing treated wood for many more applications, including different color options and multiple product lines,” reports Steve Page, business development manager with Allweather Wood. “That means we as manufacturers, as well as distributors, must carry a larger footprint of both treated and untreated products on the ground for those just-in-time orders and deliveries.”

“The entire supply chain has been leaned out,” agrees Stella-Jones’ Schumock. “Few retailers are taking significant positions in stocking treated wood like they did 10 years ago. So fast and accurate delivery of in-time quality product is the No. 1 need.”

The growth in preservative-treated and fire-retardant-treated wood sales has brought more “pretenders” to the market, as well as new promotions from alternatives such as composites, steel and concrete.

“There are some selling wood that is ‘as good as treated,’ but aren’t pressure treated. A customer buys these products, the wood fails in a short time, and we get blamed that treated wood is bad. Wood treated to industry standards has a proven record of performance. We need to communicate that to those buying as well as selling our products,” said Bob Schmidt of Fontana Wood Preserving, Fontana, Ca. “Treated product knowledge is a big Building-Products.com

need for retailers, understanding proper specification and selection,” agrees Taiga’s Paul.

“Too many believe composites, steel or concrete are better for the environment than treated wood,” adds Schmidt.

“Once you review the overall manufacturing process and use, it’s easy to see treated wood is a more environmentally friendly product.”

While the wood treating process remains the same as it has for decades, treaters still face operational challenges.

Ted Greb, vice president of operations for California Cascade Building Materials, says today’s wood preservatives are much more complicated than in the past.

“New preservative formulations have more components and are more complicated to account for, store, mix, and treat with. We have leveraged the newest technologies to improve efficiencies and accountability in treating and mixing processes,” Greb said.

All agreed environmental regulation will impact treating in the future, not only in the plants but in the use of treated wood products.

“As an industry, treaters have invested millions in their operations to ensure they are safe for workers and the surrounding environment,” noted Paul from Taiga. “We expect new regulations in the future will force us to invest even more.”

Looking ahead, meeting the ever-increasing demands from treated wood buyers is the top challenge in the new decade. Paul notes that Taiga has made investments in its internal logistics so the company can be flexible enough to meet changing customer needs.

“The challenge is how we can offer an expanded level of service to the entire market,” said Paul.

Allweather’s Page says changes in supporting industries will impact the treating industry’s ability to serve customers.

“We have to make sure we deliver as promised and on time,” Page remarked. “That means transportation is very instrumental to the future. Availability of trucks, drivers and railcars will affect our ability to keep those promises.”

Yet with all the changes and challenges, Fontana’s Schmidt says it still comes down to the basics. “Our company has been treating wood for the Southern California market for 40 years. Customers today want what they’ve always wanted: a quality treated wood product at a fair price.”

Quality isn’t a goal, it’s a building material.

California Cascade Building Materials California Cascade has been offering innovation & quality in the building products industry since 1974. Our extensive selection of products includes: treated wood, redwood, cedar, fascia, and a variety of specialty branded products.

Butch Bernhardt is senior program manager for the Western Wood Preservers Institute (www.wwpinstitute.org).

Stocking Pressure Treated Lumber, Redwood, Cedar (incense and Western red), Allura, Timbertech/Azek, TruPine, Gatorbar, Cascade ltra Lite Trim, Fascia California Cascade produces treated wood products using wood preservatives from oppers Performance Chemicals

800-339-6480

californiacascade.com

Although the treating process has remained essentially unchanged for decades, today’s preservatives are vastly more complicated.

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A DEALER’S GUIDE TO SELLING TREATED WOOD

How to leverage online tools to sell more treated wood

By Edie Kello

4.

Dealers can add their contractor customers to their website zip code locator, “Where to find a contractor” in their area. This services homeowners and provides leads to your customers.

Or you could simply have a contractor gallery with their photos and contact information. This can build loyalty among your pro customer base. And there is always a contractor loyalty program that can be developed with the contractor gallery as one of the perks.

5.

A host of free online aids—including the Viance Deck Design Tool—are available to help lumber dealers sell more pressure treated wood.

HERE ARE A FEW tips to help dealers sell more pressure treated wood by using online tools.

1.

Dealer websites can be a great tool for any DIYer looking to improve their home or to assist contractors in figuring material needs for outdoor building projects.

Websites can offer more services and become the go-to expert in their area. Instead of only being brochureware on the World Wide Web, let the website work to build business for you by educating, engaging and converting prospects to customers. Help people meet their needs wherever they are in the buying process.

Dealers can add a shopping cart to their website, for anything from deck screws to lumber, even if it’s just “Buy online, pick up in store.”

Your website can service customers 24/7 and build your business. Most website plugins are nominal in cost or free to add forms and other interactive features. The business can come to you. After all, most of us do appreciate the convenience of shopping online.

Edie Kello is director of marketing of Viance, LLC, Charlotte, N.C., provider of wood treatment solutions including Ecolife, Preserve, D-Blaze FRTW, and TimberSaver DOT. For more information, visit www.treatedwood.com.

2.

For DIYers, help them with inspirational photos of outdoor projects (from your contractors), a deck design tool makes it easy to create a material cut list, installation tips, safe handling, and a chart of common grades of treated lumber with their common uses.

There is a lot of information on the web you can link to or ask to use on your site. Post photos of your contractors’ craftsmanship, “Contractor Gallery,” and list their contact information.

3.

For dealer salespeople and contractors, a deck design tool on a dealer’s website can help quote decking projects.

I have also seen three different size deck designs posted with the material cost of that project so homeowners know a ballpark on what size deck could cost, from simple to multi-level. Anticipate and answers questions you know customers will ask.

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Connect your consumer customers with your contractor customers by adding a Contractor Finder to your website, like Florida’s Jones Lumber.

Building-Products.com

Guide customers to the right preserved wood

By Western Wood Preservers Institute

Resources from WWPI help make selection of preserved wood easy, including a PreserveSpec list of AWPA Use Categories and a colorful, easy-to-read infographic.

NOT ALL PRESERVED wood products are created equal.

Help your customers and sales staff select the proper preserved wood product for their specific residential uses with a one-page infographic available online and in printed copies.

Developed by Western Wood Preservers Institute (WWPI), in cooperation with the Softwood Lumber Board and American Wood Protection Association (AWPA), the easy-toread infographic shows typical uses for preserved wood in

residential applications. Uses range from decking and deck framing to porch posts and fascia.

For each use, the infographic shows the recommended level of treatment to provide necessary protection, from Use Category UC-2 Above Ground to UC-4A Ground Contact. The chart reflects the changes in AWPA standards adopted in 2016 that detailed specific applications where a higher level of protection may be warranted.

Treatment levels are listed on the end tags of preserved wood and a handy End Tag guide on the infographic shows how to identify the proper wood product. Information on the end tags are defined by building codes.

The one-page infographic can be downloaded from the Technical Library at www.PreservedWood.org or from the Think Wood website at www.thinkwood.com/news/selectthe-right-preserved-wood-for-your-project. A link to the infographic is also featured on the AWPA website at https:// awpa.com/standards/ucs.

Expanded information on preserved wood selection is featured in a four-page WWPI publication PreserveSpec: Specifying with AWPA Use Categories for Construction. In addition to the infographic, the specifying guide lists the full Use Category standards, common preservatives used for residential products and a chart of retentions typical uses.

The publication can also be downloaded from the Preserved Wood Technical Library. Or you can order up to 50 free printed copies of the PreserveSpec guide or the onepage infographic by contacting WWPI at info@wwpi.org.

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

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

www.fontanawholesalelumber.com Building-Products.com

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A DEALER’S GUIDE TO SELLING TREATED WOOD

Third-party audit inspections include monitoring of in-plant quality control procedures and representative sampling of preserved wood products. Plants in good standing are licensed to apply a ‘Quality Mark’ to qualified products. These marks are usually applied to the treated product using stamps or plastic end tags.

Decoding the preserved wood quality mark

By Kim Merritt ONE OF OUR MOST frequently asked questions at SPIB is, “What do the stamps or tags on preserved lumber mean?” At first glance, the information included on these quality marks can seem confusing and appears to be written in some sort of secret spy code…but have no fear! You don’t have to be a superhero or code breaker to understand preserved wood quality marks. We’re here to help!

Preserved wood products, under accredited third-party oversight, that have been produced according to American Wood Protection Association (AWPA) Standards or International Code Council-Evaluation Service (ICC-ES) Reports are required to be marked with end tags or stamps that include specific elements of important information: 1 Exposure or End-Use Application This information describes the appropriate end-use of the preserved wood product. When choosing preserved wood, be sure to use the proper product for the intended application. Examples of end-use applications are: Above Ground-Interior, Above Ground-Exterior, Ground Contact, Ground Contact-Heavy Duty, Permanent Wood Foundation, Marine Use, etc.

2 Applicable Industry Standards/Specifications (AWPA or ICC-ESR) The AWPA Use Category System (AWPA Standard U1) designates what preservative systems and retentions have been determined to be effective in specified exposure conditions. There are five major Use Categories that clearly describe these exposure conditions: UC1, UC2, UC3, UC4, UC5.

These categories are further broken down into sub-categories to define the degree of exposure hazard. For additional information about the AWPA Use Category System or to download a free excerpt of U1, please visit www.awpa.com The International Code Council - Evaluation Service lists preservative systems, exposure conditions, and treatment specifications through their Evaluation Report Process.

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Preserved wood products manufactured according to ICC-ES Reports must include the applicable ESR# on the end tag or stamp. For more information about the ICC-ES report process or to search for specific reports, please visit www.icc-es.org 3 Preservative Type This is the type of chemical used in the pressure treatment process. Some common preservative systems for residential use include: ACQ, CA-C, EL2, MCA, MCA-C, PTI, etc.

4 Preservative Retention (optional for products treated to ICC-ESR) This is the minimum retention specified in the applicable industry standard for a batch charge of preserved wood.

Preservative retention minimums are usually listed on end tags and stamps in pounds per cubic feet (PCF).

5 Treating Company and Location 6 Quality Mark of an Accredited Third-Party Agency For a complete list of ALSC-accredited agencies, please visit www.alsc.org. For a complete list of IAS-accredited agencies, please visit www.iasonline.org 7 WWPI CheckMark Logo (for products treated to AWPA Standards) or ICC-ES Swirl Logo (for products treated to ICC-ESR Specifications) Be sure to look for these symbols as they signify that preserved wood products are produced under the oversight of a third-party inspection program.

Kim Merritt is director of the treated division of Southern Pine Inspection Bureau, a not-for-profit, third-party inspection agency providing auditing, training and laboratory services, accredited by ALSC and IAS, for wood treating facilities.

For more info about SPIB or its Western Division, Western Wood Services (WWS), visit www.spib.org.

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A DEALER’S GUIDE TO SELLING TREATED WOOD

Explore what’s behind treated wood end tags

By Butch Bernhardt

EVERY PIECE OF preservative-treated wood carries an end tag with key information. Understanding what that end tag represents can go a long way in assisting customers in selecting the right wood that will meet expectations for longevity.

All of the elements on an end tag are specified and required by the International Building Code. The intent is to offer users critical information about the preserved wood: the preservative used, the level of protection, the end use for which it is treated, who and where it was treated and the quality mark of the third-party inspection agency. Most end tags include the Checkmark symbol, indicating it was treated to American Wood Protection Association (AWPA) standards.

These standards are the foundation for the long-lasting durability of preserved wood. They have been created over the decades through rigorous testing, research and consensus from a broad range of interests to confirm the performance of both preservatives and treating practices in protecting wood against decay fungi and insects.

For example, a new preservative only earns AWPA standardization if it is supported by extensive testing and analysis. AWPA standards and guidance documents define specific tests and analysis that are required before considering a product for standardization.

Samples of wood treated with the new preservatives are placed in demanding, real-world exposures and are monitored for years, even decades, to assess their effectiveness.

These tests determine the retentions, or amount of preservative infused into the wood, for the expected end use application.

For a new preservative to become AWPA standardized, testing data is compiled and presented to AWPA technical committees made up of treating company experts, academics, users and others who review the results, ask questions and determine if it meets the durability requirements.

Even after a preservative is standardized, products treated with it are monitored to ensure it is protecting wood as expected. AWPA requires each preservative standard to be reaffirmed every five years and that process includes a review of any failures due to decay, insects or other issues.

The effectiveness of any preservative is dependent on being properly integrated into the wood. So AWPA standards provide the minimum requirements for treating practices, inplant quality control and third-party inspection of preserved wood. The specifications in these standards offer the neces-

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Understanding what end tags stand for will allow dealers to direct their customers to the right treated wood.

sary checks and balances to achieve proper treatment and a long-lasting, durable wood product.

While the front of the end tag signifies the decades of wood treating research, hard work, and proven performance, the backside of the tag provides assurances for the future.

The back of most tags feature warranty information for the product. This is essentially the treating company’s promise that if properly specified and installed, the preserved wood will remain in service for decades, protected and safe from deterioration.

Even though it’s a small label on the wood, the preserved wood end tag stands for a lot more.

Butch Bernhardt is senior program manager of the Western Wood Preservers Institute (www.wwpinstitute.org).

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A DEALER’S GUIDE TO SELLING TREATED WOOD

What exactly does it mean to be green?

By Belinda Remley

GOING GREEN. We hear that a lot these days. As a matter of fact, being green is not a novel concept, just a new spin on a very good idea. For decades, we have been encouraged by our parents, our teachers, our employers, our government to be good stewards of our environment—to be green. We are more responsible people if we are green. Food and other products just seem to be better if they are promoted as being green.

But, what does it really mean to be green? According to Internet gurus, going green covers too many avenues to mention, but a few include: reducing, reusing and recycling; not littering; living sustainably; conserving energy and materials; being carbon neutral; growing crops organically; and the currently very popular lifestyle of “living off the grid.” Being green has

CERTIFICATION EcoSpecifier

been expanded to include fair trade sourcing and ethical production.

Actually being green. “We all have grown up with the notion of being green and caring for our environment,” says Juliana Rumbaugh, marketing communications manager for Lonza Wood Protection. “But when you are in an industry like ours being green takes on a different level of commitment beyond simply separating your recycling from your other refuse.

“Wood is the most renewable resource in the building industry,” Juliana adds, “which is why we refer to it as ‘nature’s sustainable building block.’

Our Research and Innovation team is continually striving to discover new and improved ways to help make this building material last longer while not impeding its beauty.

“We are pleased to be part of an

DESCRIPTION Verified as an eco-preferred, healthy product if it meets requirements. Program guarantees that all key manufacturer health and environmental claims are third-party verified and assessed in a rigorous, scientific manner using a Life Cycle Thinking (LCT) analysis.

Widely recognized as having lower environmental impacts than Environmentally preferable products typical products in the same category. SCS Global Services uses advanced life-cycle assessment (LCA) metrics.

(EPP) Certified Global Greentag

Independently assures that every product is fitness tested and certified under one of two leading certification programs that use the world’s best scientific methods.

NGBS Green Certified

Strict program that helps builders and designers identify products that they would find desirable for use in home building. Manufacturers must provide appropriate third-party evidence to Home Innovation Labs that their products meet the criteria for recognition.

UL GREENGUARD

Helps manufacturers create interior products and materials with low chemical emissions, improving the quality of the air where the products are used. Certified products must meet stringent emissions standards based on established chemical exposure criteria.

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industry that focuses on extending the life of wood so homeowners can expand their living spaces into their backyards. And, we preserve many other wood products that enhance lives and communication,” she explains.

Communicating green. The wood treating industry uses green practices in every step of its process to preserve wood. However, there are often misconceptions about the stewardship of wood, such as the idea that whole forests are being cleared to source the wood for construction.

“Over the past few years, Lonza has developed several programs such as our Why Wood campaign to help educate contractors and consumers about the sustainability and workability of wood as well as the abundance of forest lands and how through the whole process from tree to treated wood everything is used and recycled,” says Juliana.

And Lonza is not alone in promoting the responsible use of wood. The Internet is teeming with sources that extol the benefits of wood and treated wood. For example, Wood It’s Real, with more than 55,000 likes on Facebook, tells its audience daily that wood is a beneficial, natural resource and that treated wood is an excellent option in backyard projects.

Certifying green. In another effort to outwardly show consumers how committed the pressure-treating industry is to the environment, preservative producers have teamed with treaters to adopt green certifications that are promoted through advertising, on brochures, and posted on the Internet.

“We have submitted wood treated with our preservatives to environmental certification companies who perform extensive testing to see if Building-Products.com

At Royal Pacific you’ll pay no more, but get extra. We guarantee it.

Hi-bor® brand treated wood is a borate treated wood product designed for interior house framing in Hawaii. Hi-bor treated wood resists attack

by Formosan and subterranean termites and numerous household insects and pests, as well as fungal decay. Hi-bor borate treated wood is also backed by a 20 year limited warranty*.

Preserved wood is not just safe for people and pets—it is truly green.

the wood meets the stringent requirements used to define green, or environmentally friendly products,” says Juliana.

“There are several choices for green certifications for the treated wood industry and each company partners with the certification that it thinks best suits its finished product.”

Each sustainability certification has established standards that are imposed voluntarily and help consumers understand that the treated wood products have gone through a third-party verification process. On the previous page, see some green certification choices available for treated wood.

“In an effort to educate consumers about the environmental benefits of treated wood, Lonza promotes the certifications it has earned by using the Home Innovation and Ecospecifer logos on its printed collateral as well on its website and social media. We use the logos earned from our green certifications as another reminder that we are good stewards of the environment,” says Juliana. “We want our fellow industry members as well as retailers and dealers, contractors and consumers to actually see how we value being in an industry that has dedicated itself to responsibly using our natural resources.”

Naturally green. In an industry dedicated to being responsible in the care and use of our natural resources as well as in the creation of our products, it is necessary to offer certification reminders of just how green we are—naturally.

Belinda Remley is a marketing communications professional for Lonza Wood Protection, supplier of Wolmanized Outdoor Wood and Dricon FRTW (wolmanizedwood.com). She has been promoting the use of wood products—especially treated wood—for more than 26 years.

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FirePro® brand fire retardant treated wood is treated with a patented formulation that contains no phosphates and has been shown to exhibit exceptional fire performance properties without compromising other critical engineering properties such as strength, durability, corrosivity, and hygroscopicity. FirePro treated wood is also backed by a 50 year limited warranty*.

Advance Guard® borate pressure treated lumber is recommended for sill plate, furring strips, joists, studs, roof trusses, blocking, rafters, beams, and other framing applications. Advance Guard is also recommended for fascia, trim, wall sheathing, roof sheathing, and sub-floors. Advance Guard borate pressure treated lumber is also backed by a lifetime limited warranty*.

Providing Customer Satisfaction in All We Do

P.O. Box 75 • McMinnville, OR 97128 503-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) 28770 Dike Road • Rainier OR 97048 503-556-1297 • Fax: 503-556-1709 * See product warranty for details. Hi-bor®, FirePro® and Advance Guard® treated wood products are produced by independently owned and operated wood treating facilities. Hi-bor®, FirePro® and Advance Guard® are registered trademarks of Koppers, Inc. ©10/2014

April 2020 Royal Pacific Merchant ad 9_14.indd 1

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10/27/14 4:14:53 PM

A DEALER’S GUIDE TO SELLING TREATED WOOD

Switchover in penta means changes for industrial treaters

By David Koenig

AFTER MONTHS OF contemplating an unknown future, industrial wood treaters now know that a new manufacturer will begin producing pentachlorophenol (penta), to prevent the chemical from disappearing from use in the U.S. Gulbrandsen Chemicals, a producer of catalysts and chemical intermediates, recently said it would enter the penta market, ensuring an uninterrupted supply when KMG-Bermuth stops production next year.

“We possess the expertise and technology necessary to effectively manufacture penta in a safe manner at our South Carolina plant and have much of the infrastructure and raw material handling facilities already in place,” said Gulbrandsen president Eric Smith. “We believe that penta is a vital preservative to the wood treatment industry and an important part of sustaining the energy infrastructure of North America, and we are excited to fill this market need.”

Currently, KMG is the sole supplier of EPA-registered penta, which has been a primary treatment for utility poles for the last 60 years. Cabot Microelectronics Corp. purchased KMG in 2018, and in November announced that it would no longer produce penta past 2021.

The news set off a cascade of announcements by competing chemical suppliers—including Koppers, Viance and Nisus— that they possessed ample supply of alternative chemicals with “lower eco-toxicity.”

“We want to confirm for the utilities that Nisus has the capacity to manufacture enough copper naphthenate to treat all utility poles in the U.S. that are currently treated with pentachlorophenol,” explained Kevin Kirkland, presi-

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Utility pole treaters that currently use pentachlorophenol will either be switching chemicals or preservatives within the next two years.

dent and CEO of Nisus Corp., maker of QNAP brand copper napthenate.

KMG’s exit has also prompted Koppers to say it will begin producing copper napthenate. “Cabot’s recent announcement was not a surprise as penta has been at risk as a long-term viable preservative since it was named as a Persistent Organic Pollutant (POP) by the Stockholm Convention’s POP Review Committee in 2015 and targeted for elimination or restriction by the Convention’s 183 member countries,” said president and CEO Leroy Ball. “With several better, more sustainable alternatives readily available and already

April 2020

in wide use in the treated wood utility pole market, we view the recent announcement as a positive development for our industry.”

Treaters, however, did not see the situation as urgent. Of more than a dozen penta treaters reached out to, most were content to sit back and see how the drama played out. Archie McMillan, Baldwin Pole, Bay Minette, Al., had heard another manufacturer was considering branching into penta, and that KMG would have an inventory of chemicals to ship well into 2022. He seemed in no hurry to make a decision, but was “prepared to make changes” and “convert to whatever preservative is requested (by customers).”

Treater Stella-Jones said it had long been planning to make a switch. “We have been acutely aware of penta supply issues for quite some time and have been taking active steps to be ready to produce preservative under our own direction,” said president and CEO Eric Vachon. “Our team has capitalized on our exceptional internal expertise and has been working diligently both in R&D and testing so that we can be in a position to seek regulatory approvals and licenses and have the necessary infrastructure ready on time for the changes that are coming.

“Additionally, our robust network is well positioned to offer alternative preservatives that are suitable and approved for the treatment of wood utility poles throughout North America.

That, in addition to our ample strategic reserve of penta and assurances from our supplier of continued supply for the next 25 months, further solidifies our intention of continuing to grow our position in the utility pole market by supplying our customers with safe, sound and reliable products.”

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A DEALER’S GUIDE TO SELLING TREATED WOOD

Get to know the primary wood preservatives RESIDENTIAL PRESERVATIVES ACQ (alkaline copper quaternary) The water-based preservative was the early replacement of choice when CCA was phased out from residential applications in 2003-2004. While reportedly safer, the preservative was also less durable and more corrosive to metal fasteners. Primary applications include lumber, timbers and decking. Producers include Koppers Performance Chemicals (NatureWood ACQ) and Viance (Preserve ACQ).

CA, CA-B, or CA-C (copper azole) Similar to ACQ, copper azole can be used for lumber, timbers and decking. Producers include Koppers (NatureWood CA), Lonza (Wolmanized Outdoor Wood, Wolman E), Troy Chemical Corp. (ProTek TWN), and Viance (Preserve CA).

MCA (micronized copper azole) To make it less corrosive, MCA contains copper and biocides that are microscopically smaller so they can be suspended—rather than dissolved—in the wood preservative solution. The form has overtaken non-micronized chemicals as the primary choice for residential applications.

Producers include Koppers (MicroPro) and Lonza (Wolmanized Outdoor Wood, Wolman E).

MCQ (micronized copper quaternary) Similar to MCQ, MCA micronizes ACQ instead of copper azole. Producer is Koppers (MicroPro).

Borates or DOT (disodium octaborate tetrahydrate) Borates are also waterborne but lower in toxicity. Since they leach more easily from treated wood, they are most commonly used for protected applications, such as framing lumber, sill plates, furring strips, trusses, joists and sheathing, especially in areas of high termite risk. Producers include American Borate Co. (Etidot 67), Koppers (Advance Guard, Hi-Bor), Lonza (SillBor), Nisus (Cellutreat), Quality Borate (BoraSol), Troy (ProTek DOT), U.S. Borax/Rio Tinto (Tim-bor), and Viance (TimberSaver).

EL2 (DCOIT or 4,5-dichloro-2-n-octyl-4-isothiazolin-3-1) Standardized for use in 2008, the non-metallic, carbon-based preservative is formulated to make above-ground structures such as decks, fences and gazebos look better longer with up to 50% less surface cracking, checking and splitting. Producer is Viance (Ecolife, Severe Weather Ecolife with Stabilizer).

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PTI (propiconazole tebuconazole imidacloprid) Carbon-based like EL2, PTI similarly is designed to prevent fungal decay, termite damage and cracking in non-ground-contact decking, lumber and timbers. Producers include Koppers (NexWood) and Lonza (EraWood, Wolman AG).

Propiconazole First registered in 1981, the chemical is designed to prevent fungal decay, but on its own does not deter insect damage. It is used for above-ground applications, such as siding, millwork, shakes/shingles, plywood and lumber. Producers include BASF (Wolsit KD) and Janssen PMP (Wocosen 50TK).

Tebuconazole/Triadimefon The waterborne organics, together or combined, offer a carbon-based alternative for treating products such as decking, millwork, guardrails and utility poles, more commonly in Europe. Producers include Lanxess (Preventol).

Permethrin/IPBC (3-iodo-2-propynl butyl carbamate) The fungicide permethrin is typically combined with a preservative such as IPBC or DOT for above-ground interior and exterior uses, particularly high-value architectural, millwork and engineered wood products. Producers include Hoover Treated Wood Products (Clear-Guard), Janssen PMP (Permethrin), Kop-Coat (Tru-Core, Woodlife), and Lonza (Wolman VA, Wolman I).

INDUSTRIAL/COMMERCIAL PRESERVATIVES ACZA (ammoniacal copper zinc arsenate) The water-based industrial preservative is used frequently in the West to treat difficult-to-penetrate species such as Douglas fir. Primary applications include bridges, boardwalks, utility poles, and crossties. Producer is Lonza (Chemonite).

CCA (chromated copper aresenate) Once the dominant preservative for most uses, CCA since 2004 has been restricted from residential use. Primary applications are now commercial and agricultural, such as fences, posts, poles, crossarms and marine facilities. Producers include Hoover Treated Wood Products, Lonza (Wolmanized Heavy Duty, Wolmanac), and Viance (SupaTimber).

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CuNap (copper napthenate) First registered in 1951, the oil-borne chemical is used to brush, dip, spray and pressure treat poles, docks, posts, piers, fences, and landscape timbers.

Producers include Koppers (DuraQ) and Nisus (QNAP).

Creosote Produced from high-temperature distillation of coal tar, it has been used as a heavy-duty wood treatment for commercial applications since 1948.

Primary applications include railroad ties and utility poles.

PCP or Penta (pentachlorophenol) Registered as a pesticide in 1950, PCP was once one of the most widely used biocides in the U.S., but has been dwindling in acceptance since 1987. Primary applications include utility poles, marine pilings, and railroad ties. The only current producer is KMG-Bernuth, although others are coming (see story, page 24).

Cu-HDO (copper n-cyclohexyldiazeniumdioxide) Used primarily in Europe, copper HDO is restricted from use in aquatic areas or near food/feed.

Primary uses include decking, rails, framing, sill plates, fencing and posts.

Producers include BASF (Wolmanit CX).

www.superiorwoodtreating.com

PROUDLY SERVING THE FOREST PRODUCTS INDUSTRY SINCE 1896

FIRE RETARDANTS Interior FRTW The fire retardants are pressure-impregnated deep into wood so when it is exposed to fire, non-combustible gas and water vapor are produced, and a layer of char forms, to hinder combustion and insulate the wood against further damage. It is intended for enclosed structural applications, such as sheathing, trusses, joists, studs and walls. Producers include BASF (Wolmanit Firestop), Hoover (Pyro-Guard), Koppers (FirePro, FlamePro), Lonza (Dricon), and Viance (D-Blaze).

Exterior FRTW The pressureimpregnated fire retardant treatment provides tested fire protection for lumber and plywood applications directly exposed to the weather or high humidity, including balconies, exterior walls, open-air roof systems, siding and trim. Producers include Hoover (Exterior Fire-X).

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Paul Krotts • pkrotts@jhbaxter.com 3494 ROOSEVELT BLVD., EUGENE, OREGON 1-866-960-9703 Customer Service & Order Status: 1-541-689-3801 x2 or CustomerService@JHBaxter.com

JHBaxter & Co. is WBE Certified AFFILIATIONS: AWPA • CAHM&PC • IOHH • PCCHM&PM • PWLA • WCLBMA • WCLIB • WWPI

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A DEALER’S GUIDE TO SELLING TREATED WOOD

Find the right wood treater NATIONAL / MULTI-REGION Great Southern Wood Preserving Yellawood.com • (334) 585-2291 Established in 1970, the Abbeville, Al.-based firm has grown into the nation’s highest volume treater of residential lumber through its 14 facilities throughout the South and Midwest. Best known for its YellaWood brand, its other brands include YellaWood Select KDAT products, MasterDeck premier decking, and Rainwood weather resistant decking. Treatments are MCA, MCA-C, MCQ, borates, FRTW, CCA and creosote.

Hixson Lumber Sales Hixsonlumbersales.com • (972) 446-9000 Established in 1959, Hixson operates 11 treating plants and three sawmills in Arkansas, Texas, Louisiana, Mississippi and Illinois, offering MicroPro, ACQ, CCA, FRTW and borates.

Hoover Treated Wood Products Frtw.com • (800) 531-5558 Best known as an originator of fire retardant treatments, Thomson, Ga.-based Hoover

also operates 10 of its own treating plants, from coast to coast, offering Pyro-Guard interior FRTW, Exterior Fire-X exterior FRTW, CCA, permethrin/IPBC-based Clear-Guard, Cop-Guard CuNap, Micro-Guard MCA, and Dura-Guard ACQ. Koppers Utility & Industrial Products Koppersuip.com • (877) 492-7728 After exiting the utility pole market in 2015, preservative manufacturing giant Koppers re-entered in a big way in 2018 with the acquisition of Cox Industries’ eight industrial treating plants, three peeling facilities, and 19 reloads. It now sells for 10 plants, treating with DuraPine brand CCA, penta, CuNap, and creosote.

Midwest Manufacturing Midwestmanufacturing.com (715) 876-5555 Menards’ manufacturing division started in 1969 with a truss plant, and now has production facilities for roofing, doors, decking, concrete blocks, post-frame buildings, countertops, and four wood preserving plants for AC2 and CCA.

Rough TiMbeRs uTiliTy Poles PRessuRe TReaTed luMbeR

Borates CA-C

FiRe ReTaRdanT TReaTed luMbeR and PlyWood

Above + Ground Contact

Call the experts: • Robert Moore • Jim Winward

UTAH WOOD PRESERVING CO. 1959 SOUTH 1100 WEST WOODS CROSS, UTAH PHONE - WOODS CROSS: (801) 295-9449 FAX (801) 295-9440 PHONE - SALT LAKE (801) 262-6428 FAX (801) 748-0037

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Spartanburg Forest Products Spartanburgforestproducts.com (864) 699-3100 Based in Greer, S.C., Spartanburg’s eight treating facilities throughout the mid-Atlantic region and beyond produce Preserve CA and Ecolife preserved wood products.

Stella-Jones Stella-jones.com • (800) 426-8430 Once strictly an industrial treater in Canada, Quebec-based Stella-Jones now has 25 of its 39 treating plants in the U.S. and derives nearly one-quarter of its annual revenue from residential lumber. The push started in the West with its acquisition of McFarland Cascade in 2012 and continued with its purchase of Wood Preservers Inc., Warsaw, Va., last April. Overall, treatments include penta, CCA, creosote, CuNap, borates, MCA, CA and ACQ. UFP Industries Prowoodlumber.com (800) 598-9663 Formerly Universal Forest Products, the $4.5-billion Grand Rapids, Mi., conglomerate has 170 affiliated operations, including 23 treating plants from Colorado eastward, primarily along the East Coast, Midwest and Texas. Treatments include Prowood brand MCA, CA-C, borates and FRTW.

WEST Allweather Wood Allweatherwood.com (800) 777-8134 Formed in 1985 and since 2012 part of the Mendocino Family of Companies, Allweather Wood is the largest waterborne preservative treated lumber manufacturer in the western U.S. Its plants in Washougal, Wa.; Loveland, Co.; and North Bend and White City, Or., are FSC chain-of-custody certified, supported by distribution facilities in Fontana and Woodland, Ca., and Ferndale, Wa. Each location stocks specific wood species that best support its market’s needs. Treatments include MCA, CA-C, ACQ, borates, interior fire retardant, CCA and ACZA. Building-Products.com

AmeriTies Amerities.com (541) 296-1808 The CuNap treater produces crossties, switchties and bridge timbers at plants in The Dalles, Or., and Hope, Ar. Baxter & Co., J.H. Jhbaxter.com (866) 960-9703 Founded in 1896 and incorporated in 1915, J.H. Baxter specializes in custom wood preserving of coastal Douglas fir for commercial and industrial markets. Its Eugene, Or., facility offers creosote, creosotepetroleum, penta and ACZA. Bell Lumber & Pole Blpole.com (855) 870-3318 Based in New Brighton, Mn., Bell treats with penta and CCA at facilities in Barron, Wi.; Lebanon, Or.; and Conway, Wa. Brooks Manufacturing Co. Brooksmfg.com (360) 733-1700 Established in 1915, the Bellingham, Wa., penta treater is a leader in Douglas fir distribution crossarms and transmission framing, and has patented Extenda-Life endplated crossarms.

California Cascade Californiacascade.com • (800) 339-6480 Launched in 1974, Cal Cascade operates three distribution centers and a 20-acre treating plant in Woodland, Ca., which offers NatureWood CA, Advance Guard borates, and CCA. The plant was acquired by its parent company, Canwel Building Materials, in 2018.

Chemco Chemco.org • (360) 366-3500 Founded in 1981, Chemco was a pioneer in manufacturing FRTW for exterior construction, and now offers SaferWood with Thermex-FR fire-retardant roofing, siding, decking, lumber and plywood. Its 40-acre complex in Ferndale, Wa., offers custom treating services to clients throughout North America, Australia and Japan.

Conrad Forest Products Conradfp.com • (800) 356-7146 Serving retail, industrial and heavy construction markets since 1958, Conrad’s plants in North Bend and Rainier, Or., and Arbuckle, Ca., produce lumber, timbers, posts, piling, plywood and glulam. Treatments include Wolmanized Residential Outdoor Wood CA-C, Wolmanized Heavy Duty CCA, SillBor/ FrameGuard borates, and Chemonite ACZA. Conrad also has sales offices in Sherwood, Or., and Modesto, Ca., plus a redwood sawmill in Ukiah, Ca.

Exterior Wood Inc. Exteriorwood.com (800) 833-0838 Since 1977, Washougal, Wa.-based Exterior Wood has been supplying dealers in the West with a range of lumber products, with FRTW a specialty. Treatments include Dricon interior and FRX exterior FRTs, Wolmanized CA-C, Wolmanized CCA, and X-Bor borates.

Exterior Wood was purchased in 2018 by Taiga Building Products, which also has three treating facilities in Canada.

Fontana Wholesale Lumber Fontanawholesalelumber.com (909) 350-1214 The Fontana, Ca., operation is primarily TSO, providing ACQ Preserve, borate and D-Blaze interior fire retardant treatments.

Honolulu Wood Treating Hwthawaii.com • (808) 682-5704 Serving the islands since 1955, Kapolei, Hi.based HWT can produce over 5 million bd. ft. of lumber a month, utilizing Hi-Bor borates, oilborne Trib II, and Tru-Core for engineered wood products.

HPM Wood Protection Co. Hpmhawaii.com • (808) 935-0875 Hawaiian retail dealer HPM Building Supply treats Douglas fir with borates at its own wood preserving plant in Hilo, Hi.

Pressure Treated Lumber Premium selection of construction lumber, decking, beams and timbers, fire retardants, and much more Deck Accessories • Cedar railing and accessories • Wood and steel post caps Specialty Decking • Aura deck tiles • Thermory decking Marine and Foundation Piling Sales Tacoma, WA 800-426-8430

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Warsaw, VA 800-368-2536

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A DEALER’S GUIDE TO SELLING TREATED WOOD Idaho Wood Preserving Parmapostandpole.com • (208) 722-6837 Parma, Id., fencing, rail and pole supplier Parma Post & Pole had been treating with ACQ since it built its own plant in 2007, but converted to NatureWood CA-C in 2019.

Jasper Wood Products Jasper-wood-products.com • (541) 988-1127 The Jasper, Or., facility treats plywood and industrial LVL with Pyro-Guard interior and Exterior Fire-X exterior fire retardant.

Marks-Miller Post & Pole Marks-miller.com • (406) 933-5981 Clancy, Mt., company treats posts, poles, rails and fencing with CCA. Mendocino Forest Products Mfp.com • (800) 777-0749 MFP’s TrueGuard facility in Ukiah, Ca., preserves lumber with CA-C for Home Depot stores on the mainland, and with borates for Home Depots on Hawaii and Guam.

Pacific States Treating Pacificstatestreating.com • (530) 938-4408 A division of Redwood Empire, PST’s two cylinders in Weed, Ca., utilize NatureWood and Advance Guard borates.

Permapost Products Co. Permapost.com (800) 828-0222 Hillsboro, Or.-based Permapost employs a diverse range of preservatives to produce timbers, posts, retaining walls, crossarms, marinas, picnic tables, and more. Treatments include penta, K-8 copper 8 quinolinolate, CuNap-based Green-Gard, K-520 CuNap, Hi-Clear II, waterborne Klear-Gard 25 with True-Core technology.

Royal Pacific Industries (503) 556-1297 Royal Pacific’s McMinnville, Or., plant produces Hi-bor and Advance Guard borate-treated products, and FirePro and Flame Tech FRTW. Ruby Valley Pressure Treating (406) 842-5675 CCA treater in Alder, Mt.

Mesenbrink Timbercraft (208) 772-7259 Rathdrum, Id., CCA treating operation.

Oeser Co., The Oeser.com • (360) 734-1480 26-acre utility pole manufacturer and penta treater in Bellingham, Wa.

Simmons Wood Products (520) 424-3341 A division of western wholesaler Capital Lumber, the Maricopa, Az., facility treats with borates and CCA.

Superior Wood Treating Superiorwoodtreating.com • (800) 422-3120 Owned by Manke Lumber, the 30-acre facility in Sumner, Wa., supplies dealers and distributors throughout the West Coast, Alaska, Hawaii and abroad with ACQ Presrve, CCA, Timbersaver borates, and D-Blaze FRTW. Thunderbolt Wood Treating Thunderboltwoodtreating.com (800) 826-8709 Launched in 1977, the Riverbank, Ca., operation offers ACQ-D Protect, Chemonite ACZA, T-Bor PT borates, CCA-C, and FlameTech interior FRTW for the West Coast and beyond.

Utah Wood Preserving Utahtreatedwood.com • (801) 295-9449 Since 1978, Utah Wood Preserving, Woods Cross, Ut., has been producing CA, borate and Pyro-Guard interior FRT wood.

Western Wood Preserving Co. Westernwoodpreserving.com • (800) 472-7714 Established in 1971, WWPC’s 12 acres of treatment, drying and storage areas are situated in Sumner, Wa., providing access to the Pacific Northwest and—via the Ports of Tacoma and Seattle—Alaska, Hawaii and the Pacific Rim. Products include NatureWood ACQ-treated lumber, NatureDeck Douglas fir decking, Advance Guard borates, FlamePro interior FRTW, and CCA industrial products.

THUNDERBOLT WOOD TREATING “WE TREAT WOOD RIGHT”… Quality Wood Treating Services Since 1977 3400 Patterson Rd., Riverbank, CA 95367 • Fax: 209-869-4585

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9 months

COMPETITIVE Intelligence

By Carla Waldemar

ACROSS 2.5 acres in the heart of downtown Jasper, In., Krempp has about 1.9 acres under roof, allowing it to keep 95% of its product mix covered and out of the weather.

“Cinderella” gets a makeover , young German immigrant Andrew rempp made his way to asper, In., and launched a long history of family ownership in the building materials trade, with successful side enterprises in manufacturing cabinets (still made today in asper under the

S

MasterBrand logo) and industrial/ commercial projects, a division spun off in 2010 as rempp Construction, Inc.).

All well and (very) good. But during that manufacturing and construction heyday, the retail lumber company got little attention

FAMILY FIRST is a priority at Krempp Lumber. For its 2019 company outing with employees and spouses, it booked an entire train car, and traveled to the French Lick Resort & Casino for the day.

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and faded into the Cinderella of the family operations. When its longtime manager retired in 2015, the event caught the eye of the mother-in-law of young Brady Albright. ot totally concerned with the company’s future, I’d hazard a guess, she convinced Brady to apply for the position in this speck of a community (pop.

1 ,000) in the southwestern corner of the state, a far remove from cities like Indianapolis, Cincinnati, and elsewhere the young pair had resided.

Brady, who knew exactly zip about the industry, applied. So did half a dozen other experienced buildingmaterial store managers. Brady got the job.

He wasn’t walking into a sleepy, little settlement, however. asper boasts a lofty per-capita income level, with lots of costly custom mansions on its contractors’ calendars. The rempp family (three gentlemen and their three sons actively involved) went with the fellow who could deliver change.

That fellow, Brady, boasted a background as sales manager for raft Foods. I’d called on groceries for 12 years, he says. I found products that Building-Products.com

were outdated in dirty, dusty stores. The rempp store, likewise, needed a thorough housecleaning. It was a good store. In September 2015, when I came on board, it was doing 6.5 million. Sales were good, but the interior was in bad condition, with almost nothing in hardware Where there had been 10, 15 items, there are now 30, 0. And the pros just go in and pull them off the shelves without staff assistance free money I’d inherited good employees, but outdated inventory even ghost inventory and had to write off 50,000 of it. I cleared it up, got rid of dead products, and added all-new fixtures. I brought in new products based on customer requests ( ou want Coca Cola Okay, I’ll add Coke.’).

I created a great array of products for pros to make this a one-stop shopping experience.

Brady inherited 15 employees, of which eight still remain. I replaced six and created the greatest group of 15 around declares its cheerleader. I added a former builder for inside sales and a sales gal hired from a yard that had gone out of business. My philosophy, coming out of the big raft Corporation, is Take care of your employees.

There wasn’t even a mission statement in place. ow, it’s Faith, Family, Community, Customers, Co-workers.

We put family first here; I don’t turn down requests for time off, say, to pick up your kid. We’re open Saturdays, but the previous manager never worked on weekends. I do.

And I gave everybody a partner, so, in rotation, half the staff could now have Saturdays off.

As a raft sales manager, I’d done a lot of recruiting and hiring. Here, this was a new challenge. I was looking for the perfect’ sales person. I went through six or seven, in the paint department for example, who didn’t work out. ot so good. I learned to look for good personal motivation; you can teach the rest (and that’s the way I learned the lumber business, he reminds us.) But, unlike many yards, I did not hire someone to do take-offs, which would require a full-time person. The biggest thing is, the pros do not know everything, but our salespeople do.

Glenn, for example, used to build 1 million houses.

And Brady created a community. I’m the head coach, he acknowledges. I’m very active in the local business and builders’ associations. And here, if I’m in the o ce and a contractor comes in, I’ll run out with a Hi How’re you doing ’ There used to be no conversation. I’ve totally changed that culture.

Before, he adds, the people up-front were separated from out-back and the cabinet department. They got the new Polo shirts from our sales reps. So when I came in, I bought the entire staff new clothes (probably more than they’d been given in the last 20 years).

Brady continues the outfit’s popular Contractor Lunches, held monthly April through October. We’d been charging vendors 00, and 60 people turned up. But I know that there’s marketing money out there, so I bumped it up to three vendors per session at 300 apiece, and also ra ed off 500 to 600 in prizes. This costs me 1,200 a month, and 900 of it was paid for by the vendors. p to 150 contractors attend now; we get them comfortable coming in here.

Retail customers now get the same TLC. There are four registers at our front counter, but the staffers there were ignoring the women that came in, heading for the B and Flooring in back. obody took care of them. I changed that Over time, it’s changed. ow it’s How’re you doing ’ It’s become a good place to shop.

Building-Products.com

VENDORS LIKE Milwaukee Tools (upper photo) foot the lion’s share of the bill to host Krempp’s monthly Contractor Lunches (lower). Each luncheon, held from April to October, features three vendor booths and attracts more than 120 contractors.

Our customers are 70% pro. And the biggest advantage we have over our competitors (and this includes a Home Depot three miles away) is my salespeople. ou can walk in with any question, ask for any product. And if we don’t carry it, we tell them where they can find it down the street.

We don’t have to have everything, but we do have to know all the answers. And, guess what They’ll come back.

And they’ll bring friends, drawn by that best of all marketing tools, word of mouth. We don’t do print ads and no radio. (Before, they were spending 20,000 on radio because we’ve always done it.’) Instead, we reworked the website and in this small German community, if you do good, it’s good word-of-mouth. We do need more social media, but we’re growing so rapidly I can’t keep up. ice headache to have. And Brady predicts more of the same. Stores are worried about the Internet, but in the home-center business, 70% of our products, Amazon cannot ship. et we do need to get our store’s inventory online so contractors can pull up a screen and then phone in their orders.

And Brady, when he’s old and gray, will still be on hand to serve them. The rempps are a great family to work for. I meet with the owners weekly, and I have free rein day-to-day. I came into a good situation, he declares.

I have all the tools.

Carla Waldemar cwaldemar comcast.net April 2020

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OLSEN on Sales

By James Olsen

A simple way to close

I started studying sales, I read a book that said that 90% of sellers don’t even ask for the order.

I didn’t/couldn’t believe it. After listening to thousands of sales calls, I will tell you that it is true. Most sellers present product without even giving good reasons to buy and then wait for the customer to decide. The problem with this approach is that it works. ust not that well. The solution is that asking for the business or the order works much better. ot just a little bit better, but four times better. The bigger problem is that most sellers never progress past this stage and suffer for it.

The Pareto Principle states that 0% of sales will go to 20% of the people selling. This is why sales has a high percentage of failure and why the remainder of salespeople that hang in there and (kinda) make it are miserable. The top 20% are taking home 0% of the pie and the bottom 0% are fighting over 20% of it. ot much fun for them.

I am going to give you a simple formula to help move you into the top 20%.

W

Suggestive Selling

Most sellers don’t ask for the order because they are afraid of being too pushy. We don’t have to be pushy to sell.

But we can give our customers good reasons why what we are promoting to them is a good deal and ask them if they would like to buy.

What we are going to do is promote our product to them, give them three reasons to buy it, hold back the price, and then ask them to buy. If there is any interest at all, they will ask us what the price is. We will then give them the price surrounded by good thoughts and ask for the order again.

Many will buy. Example Master Seller: Good morning, Emily. I just came across a great deal for you on some 2x 16’s. They come out of

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ABC Sawmill, which I know you love, we have flexibility on shipment, and the market is tightening up on 16’s right now. How many can you use I ask you here, where is the pushy part We are merely telling the customer why what we are presenting is a good deal and asking them if they would like to buy it, and how many We have also set the tone. This is a sales call. I have a good deal and I would like you to buy it not just consider it and let me know.

Also note that we have held back the price. Humans want to know what is behind curtain number one, so if there is any interest (at all), they will ask.

Customer How much is it We now have engagement. The customer is not just sitting back with their arms folded saying, I’ll let you know, but is actively asking for more information. They are interested. Our job is more than halfway done.

How to Give the Price

Most sellers give the price cold and alone. When they do that all the customer is thinking about is how much it costs.

Master Sellers give the price surrounded by good reasons (and feelings ) why, so when the customer is at the critical moment of decision they are also thinking about the benefits they will receive by purchasing, making it much more likely they will say yes. Example continued Master Seller That’s the best part, Emily. These 16’s are a great deal. They are delivered to you at only 35/MBF, which in this market for this stock is a great value. How many would you like to put on The Master Seller has given reasons to buy and asked for the order twice in two sentences. Our closing percentage is based on how many times we ask for the order per year, not how many calls, emails and offerings we make.

This simple math (asking twice minimum per call) and simple close is what sets the Master Seller apart from the grand majority of sellers who are only presenting product and letting the customer decide, without positive reinforcement, by themselves. se this approach tomorrow and start selling more.

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

We’ll get through this together are afraid. Their customers have put nearly everything on hold. Like you, your customers are probably at home, not at the o ce. They are trying to work from home, with family and children all around. This is not easy, and unless you have some experience with it, it will be a challenging pursuit.

Above all, they are afraid. Of course, so are you. So am I. We are all afraid. The times are not exactly reassuring.

So, what do we do about it How do we sell in this environment How do we sell to fearful customers First, we need to understand this simple truth This situation will end. The moment there is a vaccine or perhaps even an effective medicine everything changes.

And all over the world, the top infectious diseases experts are working on both. othing in medicine has ever been worked on more urgently, by more people. This news is out there, but you have to look for it amidst all the doom and gloom. So, before all else, understand that the situation we find ourselves in is temporary. This too shall pass. In months, not years. ext, split your product and service offerings into two categories what can be sold now, and what has to wait until the crisis passes Make a list for each category. ou absolutely have offerings that are needed now. What are they List them now. Stop reading, and list them now.

What needs to wait Write it down. Don’t keep reading until you do. ow (step three), let’s look at your customers. Split them up as well who can buy now, and who do you think needs to wait until this passes If you’re not sure about where a customer might fall, default towards trying to help them now and list them in the now category. Please do this now.

Step four look at your list of products and customers who you feel can buy now, mid-crisis and Call them! es, on the phone. Talk to them. Ask them how they’re doing. Tell them you are thinking about them. They need this right now. our customers need you right now. I think you should be making five to 10 calls a day. What else is there to do Pick up the phone and talk to your customers and offer them the products and services you think will help them.

Step five Go to other list, the customers who you think need to wait until the crisis passes to buy.

Guess what I want you to do with these folks That’s right call them. Talk to them. Ask them how they’re doing.

Y

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Tell them you were thinking about them. And work on cementing your relationship with them for when times are better.

How will this work Times will improve, in months not years. O ces will reopen, in months not years. our customers will need your products and services again. Soon.

And you were the one who stayed in touch during the terrifying times. ou called. ou remembered them. obody else did. ou did.

Guess where their trust is going to go Guess where their business is going to go Guess who they will turn to for help Guess who they will lean on Guess who they will thank with their money.

That’s right. ou, that’s who.

Go help your customers. They need you.

They trust you. The ones who can buy now will reward you with business during these di cult times.

The ones who need to wait, they’ll thank you with their money when the clouds part.

Go help your customers get through this. ou’ll get through this together.

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

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TRANSFORMING Teams

By Paige McAllister

Lessons learned from COVID-19

pandemic shows us the widespread impacts an uncontrollable situation can have. While every company is different, below are some precautionary actions to consider while facing a potential emergency.

Advise sick employees to stay home: Make it clear to employees who are ill and/or have been exposed that they need to go home and stay out of the workplace until given the all-clear. While inconvenient, it is better to handle the absence of one employee than to have several people out sick or, even worse, to have your business shut down for 1 days or more for quarantine and deep-cleaning.

Understand the situation of your employees: If you have an employee whose child’s school is closed or who is put under quarantine while traveling or at home, offer whatever assistance you can. Perhaps extend leave time and/or allow them to work from home so they are not losing wages, and you are not missing their productivity while keeping them from infecting your other employees.

T

Q. In light of the COVID-19 virus, what should we do if someone shows up to work sick? We had a warehouse employee show up unwell. Can we send him home? Do we have to pay him?

A. It is entirely within your right to send home an employee showing symptoms of illness, particularly in light of the current coronavirus outbreak. Things to consider are whether to require him to take his sick leave or paid-timeoff leave, and to offer him extended leave given the current incubation/quarantine period since it extends well beyond the length of most sick leave policies.

Recognize that you can put in place emergency policies and protocols given this current situation such as offering extended leave, leave with pay if the employee would normally not qualify for such a benefit, and telecommuting or work from home if it is feasible.

Q. Fortunately, most of my workforce can work from home, but they never have before. What suggestions do you have for transitioning to work from home status?

A. The best thing you can do in advance of an actual office shutdown is to have folks work from home one day as a “practice” run. That way you can test your technology and hardware. Have each employee take a day to do all their work to see what works and what doesn’t, such as login info, printing needs, phone routing, CRM access, time clock, etc.

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Create, expand, or modify your paid time off policies: If you have paid time off policies, consider relaxing them or providing extra days off to encourage employees to stay home when needed and help compensate for lost wages. If you don’t have a paid time off policy, consider creating one for a special circumstance such as a state of emergency.

Institute work-from-home policies and procedures: Review your operations and determine if there are positions and duties that can be handled remotely. If so, develop policies and procedures to allow employees to work from home.

Review business travel policy: If you have employees who travel for business to visit clients or vendors or to attend conferences, balance each interaction to determine the value and need with the risk for exposure and workplace contamination. ou also need to evaluate where and how the employee will be traveling, as some areas and modes of transportation have higher incidents of exposure than others.

Ensure continuity of work and information: Prepare your company for the long-term absence of one or more employees or the departure from regular procedures. Be sure everyone is backing up information and leaving necessary materials and files in the o ce unless they will be working remotely. Cross-train employees to cover if one person is absent. se web conferencing or conference calls instead of in-person meetings.

Note: ou can implement any company policy as a limited-time practice due to special circumstances, so don’t fear that making temporary accommodations will mean a regular commitment. Clearly state that these practices will be revoked on a certain date or once the emergency has passed and follow up to notify employees of the expiration date.

Some Laws to Consider

There are several regulatory requirements to consider when dealing with employees who are or whose family members are sick or in quarantine. In addition to any paid Building-Products.com

time off benefits (i.e., vacation, sick, and/or personal days) you may offer, you often have to manage multiple leave laws at the same time.

Leave laws: Large employers (50 or more employees): Family and Medical Leave Act (FMLA) FMLA provides qualified employees up to 12 weeks (in most cases) of unpaid job- and benefit-protection that usually runs concurrently with any paid time off or leaves. There are very strict requirements for employers to follow regarding notification, tracking, and documentation to stay in compliance, so timely response and accurate tracking are crucial. Length of protected leave is determined by a certification from the health care provider.

Mid-size employers (15 or more employees): Americans with Disabilities Act and the Amendments Act of 200 (ADA and ADAAA) ADA and ADAAA requires employers to offer reasonable accommodation such as a leave of absence to employees who are disabled, even if temporarily. Depending on the severity of symptoms, an employee’s need for leave may be necessary as a reasonable accommodation.

All or most employers: State and local sick leave laws While there is no federal law mandating sick time, 12 states, and Washington, D.C., as well as several cities and counties, have implemented sick leave laws covering most employers with variations in number of employees, amount of time, and if it is paid or unpaid.

State paid disability leave Some states have paid disability laws to cover employees for extended absences.

These insurance programs are usually run through the state, but employers must notify employees of the benefit and may need to assist them with paperwork.

State family and medical leave laws Some states have laws similar to FMLA which may have different parameters including covered reasons for leave, protected leave times, and different look-back periods. These leaves run concurrently with FMLA and other paid time off or leaves.

Wage-and-hour laws: It is important to know the laws to properly pay employees when they work or when they cannot.

Hourly, non-exempt employees are only paid for time actually worked, so they usually do not need to be paid if they are sent home or not called into work at any point.

However, some state and local predictive scheduling laws require pay for some time the employee is scheduled but is sent home.

Salaried, exempt employees must be paid in accordance with FLSA regulations. One exemption test is being paid a salary (defined as a wage guarantee ), so reducing their salary for a partial week when they are willing and able to work may jeopardize their exempt status (therefore making them non-exempt and entitled to overtime).

Paige McAllister, SPHR A nity HR Group contact a nityhrgroup.com

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April 2020

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SELL WITH Kahle

By Dave Kahle

How to navigate difficult times challenging, di cult times, what should you focus on first What should be your highest priority ou. ow, before you accuse me of promoting selfishness, let me explain. Because of the nature of our di cult times, you must be at the top of your game. If you are going to be an effective leader, if you are going to guide your family, if you are going to shepherd a sales force, if you are going to be effective in your career or profession, if you are going to direct a business though these di cult times you can’t afford to be operating at less than 100%.

If you don’t take care of yourself, you will do an injustice to all those around you who are depending on you.

Here are some ideas to help you.

I

1. Control the input into your mind.

It is easy to become obsessed and overwhelmed with hundreds of daily messages of gloom, doom and pending trauma. As those messages take hold in our brains, they produce feelings of fear, dread and anxiety. ou will not do anyone any good if you are operating out of fear or anxiety.

So, stop that at the source. Take control of what comes into your head. Don’t watch the news. The best way to prevent the negative from taking root in your brain is to substitute positive thoughts for the negative. So, find sources of positive, a rming thoughts and substitute them in place of the time you would have spent on the opposite.

2. Surround yourself with like-minded people.

The times are too perilous to go it alone. On the other hand, you can’t afford to waste your time with people who will bring you down or suck the energy and strength out of you. So, find a group of people who you can meet with regularly. Encourage, learn from, and support each other.

3. Invest in your own development

ow is the time to take that management training course you’ve been eying. ow is the time to read those books that have been recommended to you. Focus on improving your skills or gaining new competencies so that you will be more effective and of greater value to your employer and to the people who are looking to you.

Remember Steven Covey’s advice to sharpen the saw.

The saw is you; sharpening it means to hone your skills, advance your competencies, and gain new knowledge.

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4.

Exercise I know, you are thinking, Where did that come from The answer from experience. We have all read about the positive impact exercise can have on us. From my experience, a good workout session can clear your mind, flood your body with endorphins, release lots of tension, and fill your stores of emotional and physical energy. It’s a discipline that will help keep you at the top of your game.

5.

Increase your giving Here’s another one of those concepts that are outside of the mainstream. ou’ll find this interesting and radical.

In every one of my most challenging financial crises, I increased my giving.

There is something about giving that helps put your situation in perspective. o matter how dreary and depressing your situation is, there are multitudes of people who are worse off. When you step up and intentionally give, you acknowledge that. ou take a life-affirming action that recognizes your place in the greater scheme of things, and demonstrates faith in the future.

It is a fear-demolishing, future-affirming action that reveals you as a leader and influencer who has the strength of character to take confident action.

6.

Proactively plan for the future ow is the time to make those proactive plans for the future, to revise your personal and organizational mission and vision statements, and to visualize and articulate your view of what you can become in the future.

There is something about a well-conceived vision statement that attracts and compels people and energy, that says to the world around you it doesn’t matter what is going on right now. That’s just a bump in the road. We are going to become something significant just down the road a bit.

Once you have articulated that positive, impactful future, you can harness your personal and corporate energy, your people, your emotional power to creating that future. ou have provided, for yourself and those around you, a vision of a future that will keep you positive and engaged. ou will know what to focus on first.

– Dave Kahle is a leading sales authority, speaker and author of 12 books, including How to Sell Anything to Anyone Anytime (www.davekahle.com).

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LAKE CHELAN Building Supply’s two yards have been bought by TAL.

TAL Buying 2-Unit Independent

ine-unit Pacific orthwest dealer TAL Holdings has agreed to purchase Lake Chelan Building Supply in Chelan and Manson, Wa. Lake Chelan began transitioning operations to TAL on March 30.

TAL already operates a smaller location in Chelan under the Marson Marson Lumber banner. Over the next few months, it will be closed and consolidated into the newly acquired Chelan facility. The move should be complete by uly.

Lake Chelan owner Brett La Mar noted, Lake Chelan Building Supply is excited to join the TAL Holdings team.

One of our biggest struggles over the years was to have the resources to meet our customer’s needs. oining the TAL family will greatly help in that area. I am pleased that TAL has decided to honor the legacy of my parents and Lake Chelan Building Supply by continuing to operate under our company name.

La Mar will join the management team over the combined Marson Marson and Lake Chelan locations.

Lake Chelan will become TAL’s fifth operating division, joining Marson Marson, Tum-A-Lum Lumber, Browne’s Home Center, and Gerretsen Building Supply.

SBS Closing 2 Alaska Stores

Citing poor economic conditions in the state, Spenard Builders Supply will close two of its Alaska locations.

The Eagle River store will close March 20, followed by the Seward branch on March 27. SBS hopes to transfer as many of the affected workers as possible. It employs 19 in Eagle River and 11 in Seward.

A division of Builders FirstSource, SBS currently operates 12 SBS retail stores, as well as 10 other manufacturing and distribution facilities.

HDI Purchases Diamond Hardwoods

Through its subsidiary Hardwoods Specialty Products .S., Hardwoods Distribution Inc., Langley, B.C., has purchased the assets and assumed certain liabilities of Diamond Hardwoods, Fresno and Bakersfield, Ca., for 3 million.

Diamond is a wholesale distributor of architectural building products with estimated annual sales of 6 million.

Diamond’s two branches will operate under the Hardwoods brand name going forward.

The addition of Diamond complements our existing orthern California operations and provides additional size and scale in an attractive growth market, said HDI president and CEO Rob Brown. The transaction broadens our service capabilities in orthern California, while adding

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bench strength to our team and a customer set with minimal overlap.

He added, We have been successful with our acquisition strategy adding 690 million in annualized sales and 5 new branch locations since 2011. The acquisitions pipeline remains active and, with our continued balance sheet strength, we intend to pursue additional transactions that complement our internal growth strategies.

HDI is orth America’s largest distributor of architectural grade building products to the residential and commercial construction markets, operating a orth American network of 6 distribution centers under the names Hardwoods Specialty Products, Frank Paxton Lumber Co., and Rugby Architectural Building Products, plus one sawmill and kiln drying operation, Hardwoods of Michigan.

ABC Adds Boise Distributor

Exterior Building Supply, Meridian, Id., has been acquired by ABC Supply, as the chain’s third branch in the metro Boise area.

Over the past 20 years, the Exterior Building Supply team has built strong relationships with contractors in the greater Boise area, Matt Cooper, vice president of ABC Supply’s West region. We look forward to continuing to support their contractor customers while providing additional product offerings and services to help their businesses grow.

Beloit, Wi.-based ABC Supply operates more than 790 locations across the .S.

SUPPLIER Briefs Maricopa Ace Hardware’s four stores—in Phoenix, Goodyear, Carefree and Queen Creek, Az.—have been purchased by David and Cheryl Karsten, with the retirement of prior owners Mike and Jacquie Richey.

Evergreen Ace Hardware in midtown Billings, Mt., was opened March 16 by Skip King, who also owns Aces in Billings, Lockwood and Laurel, Mt. The new 34,000-sq. ft. location is managed by Mike Albertson.

Griffin Ace Hardware has completely remodeled and reconfigured its store in Carmel Valley, Ca., including new flooring, new fixtures, and an expanded BBQ/outdoor living department.

Nation’s Best , Crested Butte, Co., has purchased Lambert Lumber & Home Center, Broken Bow, Ok.; three-unit Texas dealer Groom & Sons ; and five-unit Texas chain Bridgeport Building Centers.

Belgard and Techniseal have joined fellow Oldcastle brand MoistureShield by participating in the

free rewards program Contractor Rewards.

MOSO International has acquired German bamboo building products manufacturer Bambeau Becker und Großgarten GmbH. Kebony has revamped its website at www.kebony.us.

James Hardie Building Products was presented World Vision’s 2020 Crystal Vision Award, for its support in helping to rebuild the lives of families in need.

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THE POSSIBILITIES KEEP GROWING:

Nature’s majestic pillars.

Redwood is one of the strongest and fastest growing softwood species. It thrives in some of the most productive timberlands in the world. Redwood is known for its timeless durability without the use of chemicals. Due to its flawless formation, there has never been a Redwood recall. There is a grade of Redwood for every application, every budget, and every customer.

“Growing beyond measure.”

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

Call us at 707.894.4241 Visit us at buyRedwood.com

THINKING Ahead

By Bridgett Lowe

Ode to lumber

in the wood industry took root decades ago, sprouting a brief but meaningful and deeply gratifying career. Life intervened, but after a bit of a hiatus, I eventually found myself coming full circle, back to the work I love most.

When I think of how, even after stacking up credentials in a completely different field, I still ended up here, my mind always goes to the timeless Robert Frost poem The Road ot Taken. Don’t let the title fool you While it may not do my story justice from that standpoint alone, several passages do speak to me and my experience with this truly special industry.

M

“Two roads diverged in a yellow wood… and be one traveler long I stood.”

The long, winding old Pike County road weaved its way through seemingly endless, empty fields.

Small shavings of sawdust begin to float onto my little car’s windshield, and the smell of pine filled the air. I had a job interview with Cavenham Forest Industries, and I began to wonder if maybe I had lost my way. Suddenly, the road veered to the left and, out of the blue, there it was a magnificent manufacturing megacenter. It was on this summer day in 19 7, at 19 years of age, that

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I began the first leg of a wonderful journey with yellow pine wood.

I started as a receptionist at the lumber sales office in Fernwood, Ms. Cavenham was acquired by Weyerhaeuser soon after I was hired, and within a few weeks, I was promoted to the transportation department. I immediately fell in love with the jovial laughter and camaraderie of the trucking world, and I developed a huge level of respect for their invaluable contribution to our industry.

I didn’t realize it at the time but, looking back, I now know that

April 2020

our sales manager was a human resources genius who allowed each of us to shine in our individual roles.

I was so young and wet behind the ears, and the whole sales team were amazing mentors to me. Our manager saw my love for reading and provided me with recommended (sometimes mandatory ) literature written by the business greats including Covey, Drucker and Goleman. He encouraged all of us to have fun and, oh boy, we did If you are reading this article and were in the lumber business in the late 19 0s and early 1990s,

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A Special Series from North American Wholesale Lumber Association

you are familiar with Weyerhaeuser’s marvelous customer weekends on the Mississippi Gulf Coast. We knew that building loyal customer relationships and seeing our customers as partnership clients in the building products industry was paramount to success. We were a lean, mean sales machine and a learning, loving family. I was blessed to grow and thrive at Weyerhaeuser for five fabulous years. “... and sorry I could not travel both… I doubted if I should ever come back.”

In 1993, my roles as wife and mother took me in new directions. It was necessary for me to move out of Mississippi and leave my job at Weyerhaeuser. However, it was as if I had attained an Ivy League education while there because every communication, coordination and customer service skill that I learned in the lumber world stuck with me as I followed new career paths.

From 1993 to 1999, I worked in the healthcare industry in a variety of leadership roles. Slowly and steadily earning college credits while working and raising my children opened the way to another new career in education. From 1999 to 201 , I taught high school language arts, which enabled me to be alongside my children every single day through their primary and secondary school years. “… Yet knowing how way leads on to way...”

Well, I’ll be damned, Bridgett Lowe, is that you proclaimed the voices of two of my old Weyerhaeuser sales cronies whom, of course, I recognized immediately It was March of 201 21 years since I had seen them last. We were at a Mardi Gras dance all the way back in our hometown stomping grounds Fernwood, Ms. Above the laughter and music, we caught up on our lives and shared all the twists and turns of our careers. They had

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.

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both been recently pulled out of retirement to sell lumber again for the oe . Miles mills in Bogalusa, La., and Silver Creek, Ms. And guess what they needed right away ep, a dispatcher and a little help with sales “… then took the other just as fair because it was grassy and wanted wear.”

My first love lumber had somehow magically landed back into my life. It was as if I had never left.

Today, in 2020, numerous changes have occurred.

Technologies have revolutionized many areas of our business, most noticeably in the trucking world. I no longer serve as a dispatcher, but I keep in touch and greatly admire the tenacity of our trucker and rail partners. In 2016, Hood Industries bought the two Miles lumber mills, and the Hood lumber department welcomed me into their sales family in Hattiesburg, Ms. I absolutely love being a part of this wonderful company.

Hood manufactures plywood and lumber at six sawmills located in Louisiana, Mississippi and Georgia.

Our customers rely on every single one of us at to provide high-quality products and excellent client service. Every day, I reflect on the old lessons that I learned from Weyerhaeuser. In addition, thanks to the Hood Education Assistance Program, I continue to read extensively to study new and better ways to build lasting customer-client relationships. o words can describe how thankful I am to be a part of Hood and the wonderful lumber industry.

My favorite thing to do is to bring our customers to visit the sawmills, smell the sawdust, and watch the wood go from log to lumber. I love to listen and learn how our customers take our pine products and use them in different applications. As we all move forward together facing new diverging roads, we keep on growing, sawing, selling and shipping the natural, sustainable resource of yellow pine wood. “… two roads diverged in a yellow wood, and that has made all the difference.”

– Bridgett Lowe is a lumber sales representative at Hood Industries, Hattiesburg, Ms. (www.hoodindustries.com).

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MOVERS & Shakers Emily Morgan has been named CEO of Ashby Lumber, Berkeley, Ca. She succeeds Dan Easley, who has retired after 30 years with the company.

Jason Gorman, ex-San Lorezno Lumber, has joined the outside sales team at Hayward Lumber, Salinas, Ca. Dana Cowart has been promoted to director of operations for TAL Holdings, ancouver, Wa.

Jeremy Weist, ex-Zip-O-Logs, is the new plant mgr. at Cascade Hardwood LLC, Port Angeles, Wa. Sonny Lee, orCal Lumber, Elk Grove, Ca., has been promoted to wall/EWP design mgr.

Jeffery Williams, ex-OrePac, has been named director of membership for the World Millwork Alliance.

James Abbott has been appointed P of engineered wood products for Lumber Co.

Jason Roxburgh, ex- SG, has hired on at Grabber Construction Products, Highland, t., as director of innovation.

Al Monaco, Enbridge Inc., has been elected to the board of directors at Weyerhaeuser Co., Seattle, Wa. Sean Cheeseman, Eugene, Or., has been promoted to vice president of manufacturing engineered wood products.

Todd Skaggs, ex-Dealers Choice, has rejoined Beacon Roofing Supply, as P of the Pacific Region, overseeing 51 locations in California, Oregon, Washington and Alaska.

Chad Cutlip, L W Supply, San Clemente, Ca., has been promoted to regional P for the West.

Keith Ziegler, ex-Armstrong World Industries, is now director of new business development for flooring distributor Tri West Ltd., Santa Fe Springs, Ca. Susan O’Farrell, senior P, CFO and treasurer, BlueLinx Holdings, is retiring April 12 after 35 years, to be succeeded by Kelly C. Janzen.

Laurie Schaeffer has been appointed merchandise mgr. for housewares at Do it Best Corp., Fort Wayne, In. Allison DeFord, FELT Marketing for Manufacturers, Costa Mesa, Ca., has been appointed executive director of the orth American Forest Foundation.

How Southern Lumber’s acreage went down, but its

Maggie Hardy Knox, president, Lumber Co., is the recipient of Pittsburgh Business Times’ Women of Influence 2020 Career Achievement Award.

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.

Steven Mickley, American Institute of Building Design, was elected an at-large board member of the Structural Insulated Panel Association. Re-elected to the board were Joe Fortier, ACME Panel; James Hodgson, Premier Building Systems; Damian Pataluna, Fischer-SIPS; Jamie Jenkins, Murus; Todd Bergstrom, R-Control; Ard Smits, Porter SIPs; Aaron Hinde, Insulspan; Lee Bergum, Energy Panel Structures; Dan Knapp, DuPont; and Chris Wischmann, orbord.

business went up.

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

CT-Darnell.com

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800-353-0892

© WTD Holdings, Inc., 2020.

All rights reserved.

Noah Thingertoo is hosting product knowledge classes at Mungus Fungus Forest Products, Climax, v., according to co-owners Hugh Mungus and Freddy Fungus.

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NEW FORESTLAND owners Molly (far left) and Sadie Ondich (far right) flank Steve MacDonald, American Forest Management.

Conservation Project Is Family Affair

In uly of 201 , the Ondich family of pland, Ca., vacationed in Washington County, Me. Over the next 1 months, that trip evolved into a cross country conservation project involving one of the largest wild salmon conservation groups in ew England.

Shortly after returning to California, the family purchased 150 acres of forestland 0 miles north of Acadia ational Park in the coastal communities of Harrington and Whiting.

The following summer, the family returned to Maine and toured Petit Manan Wildlife Refuge in Steuben, Me. Hazel Stark of the Maine Outdoor School was their registered tour guide. When told of the family’s conservation project, Stark said, ou should really talk to oe. Her spouse, oe, is on

the board of directors for the Downeast Salmon Federation.

Less than two years later, the Ondich family is working with the Downeast Salmon Federation, American Forest Management, and Maine Forest Service to preserve the land for public use while rehabilitating the forest.

Heidi Ondich said, As a longtime resident of Southern California, I have seen my fair share of natural resources being used and sadly abused. I am thrilled to be working with the Downeast Salmon Federation to protect and conserve important river resources for both ecological and recreational uses. Teaching our children to be good stewards of the environment is important. Thank you to The Salmon Federation for helping us conserve our forest, streams and river and all of the insects, animals, and fish that live there.

Curtis Creek, located on the property, is an environmentally sensitive habitat. According to Federation director Tanya Rucosky, Curtis Creek is a modeled endangered Atlantic salmon breeding and rearing habitat as well as a documented rainbow smelt stream. Rainbow smelt are generally in decline, thus protecting their habitat is crucial to their survival. This property will be included in the ongoing smelt population surveys. Last year we found hundreds of smelt and an egg bed at Curtis Creek.

Taking active roles in the project’s direction are Sadie Ondich, 11, and sister Molly, 16. Their father, Steve Ondich, is general manager at Commercial Forest Products in pland.

Sadie plans to document the property’s native animal species in her journal. I want to help plan the walking paths to Curtis Creek. According to Molly, Preserving biodiversity is very important to me. I’m excited to be a part of it firsthand instead of just talking about it.

Project updates will be posted online at https //www. commercialforestproducts.com/wood-words-blog.

Trusted Brands, Trusted Performance

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

As a premier supplier of wood treatments, we are globally recognized for our successful development and diversification of wood technologies.

For more information visit kopperspc.com Koppers Performance Chemicals Inc. © 3/2020

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Bell Buying West Coast Treater

Bell Lumber Pole Co., Minneapolis, Mn., has agreed to purchase AmeriTies West, LLC, The Dalles, Or., providing Bell with a West Coast source for creosote and copper naphthenate treated utility poles and timber pilings.

Our relationship with AmeriTies will help Bell further strengthen our position in West Coast markets, said Tom Bell, president and owner of Bell. AmeriTies is a highly complementary organization and treating operation and will help us add an even stronger inventory position and solution for our customers.

Bell is a fourth generation, 111-year-old privately held company with production and woodlands operations in 13 .S. states and Canada. Founded in 2005, AmeriTies has industrial treating operations in The Dalles and Hope, Ar.

Fortress Patents Railing Bracket

Fortress Building Products, Garland, Tx., has been awarded a patent for a versatile mounting system for its Fe , Fe Plus, Al and Al HOME railing systems.

The patented niversal Bracket enables an installer to utilize one bracket for straight, stair and mitered railing applications. Improving efficiency for not only the installer, but also reducing the S inventory for both the distributor and dealer base. The innovative design has also increased the speed of installation, allowing for a pre-welded panel to easily be dropped into place.

Masisa Selling Chilean Forests

After a nearly a year of negotiations, Masisa Forestal SpA has agreed to sell its forestlands in Chile to Global Forest Partners, Lebanon, .H.

JOIN THE

MASISA’S CHILEAN timberlands are changing hands, although the company will continue to use them as a source of supply for its mills

The deal includes just under 200,000 acres, most of it planted and the remainder either available for planting or native forest. Also included are a 1,0 0-acre nursery with a production capacity of 11. million plants per year, as well as a long-term supply contract to continue supplying Masisa S.A.’s industrial operations in Chile.

Masisa will use most of the 350 million in proceeds to pay down debt.

Oregon Mill Closes as Precaution Due to Ailing Worker

Hampton Lumber temporarily idled its Tillamook, Or., lumber mill March 12 for sanitation and cleaning, after learning an employee was tested for the coronavirus.

The mill reopened after a day-long shutdown, and soon learned the worker tested negative for the virus.

SUCCESS IN 2020

TREATED WOOD PRODUCTS We inventory a comprehensive portfolio of pressure-impregnated wood products with the largest standing inventory in the west.

FEATURED PRESERVATIVES • ACQ Sedona Red, .40 & .60 • ACQ KDAT Green .40 • SBX Borate .17/.25 • CCA KDAT .40 (plywood) • CCA KDAT FDN .60 (plywood) FEATURED FIRE RETARDANTS (FRTW) • Hoover Pyro-Guard, interior - Red • Hoover Fire-X, exterior - Clear • Hoover Fire-X, exterior - Blue (DoD) DISTRIBUTION HIGHLIGHTS • Multiple inventory locations • Prompt delivery to CA, AZ, & NV

NEW EWP facility now open in Riverside!

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PO Box 396 • 10761 S. Alameda Street • Lynwood, CA 90262 • 323.567.1301 • JonesWholesale.com

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NEW Products

Composite Fascia Board Screw Sure Drive SA has launched a new composite fascia board screw that installs without the need for an expensive countersink bit.

The Sure Hold screw has wings that auger through fascia and trim board, creating an oversized hole.

Its oversized pilot hole allows for the expansion and contraction movement and keeps fascia board panels straight. o pre-drilling is required.

A self-starting Type-17 auger tip eliminates splitting and starts faster. Made from strong 10 grade coated stainless steel, the fasteners will hold up to a variety of extreme weather conditions.

The oversized flat-top head design covers the oversized pilot hole and comes in a variety of colors to match your composite fascia board.

Versatile Lattice Trex LatticeWorks’ high-quality decorative lattice can be used for many outdoor living purposes, such as deck and porch skirting, privacy walls or dividers, fence panels, gazebo lattice, partitions and more.

Lattice is made of lightweight P C, so it is easily cleaned and it does not absorb water. It’s also stabilized and weather-resistant. Design options are available in black and white. n TRE LATTICEWOR S.COM ( 33) 56- 739

n S REDRI E.COM ( 00) 951-2222

Hold Tight

SmartFlash O E, a one-component, -stable, fluid-applied resin for steep and low-sloped roof flashing details and repairs, is new from CertainTeed.

The resin can be be applied without a primer and resealed for future, giving contractors an edge in terms of time, cost and ease of installation.

It is available in a five-gallon pail (125 sq. ft. coverage) or a one-gallon pail (25 sq. ft. coverage).

DAP now offers Tank Bond, a line of four hard-working adhesives ideal for an extensive list of professional and DI applications.

Tank Bond Thread Stopper turns any size and type of screw or bolt into a self-stopping, shock-absorbing fastener. Liquid Grip helps install or remove screws without stripping them. Heavy Duty Advanced Epoxy delivers military-grade adhesive technology, offering four times the hold of typical epoxies for repairing items that undergo heavy force or vibrations. Gel Threadlockers come in removable or permanent formulas, to ensure screws stay securely in place with reinforced strength.

n CERTAI TEED.COM/COMMERCIAL-ROOFI G ( 00) 233- 990

n TA BO D.DAP.COM ( ) 327- 77

Reusable Commercial Flashing

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CO LU M B U S ,

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N OV E M B E R

R E G I S T E R N O W AT nawla.org

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Quick Charges Envision Building Products has introduced a 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 is available in three beautiful, softly blended colors that bring the wow-factor to any outdoor space. The dark brown Black Walnut, light brown intage Oak, or cool gray Gunstock are designed to complement the design style of any home.

DeWalt’s new 12 Amp Fast Charger and 6 Amp Charger allow professionals to quickly charge their DeWalt batteries and get back to work in the toughest of conditions.

The 12-amp model has the highest charge rate supporting the 20 Max and Flex olt lithium ion battery systems, charging a Flex olt battery to 0% capacity in under 5 minutes. It comes with Stage 1 and Stage 2 LED indicators. The Stage 1 LED goes from blinking to solid at 0% charge, while the Stage 2 LED blinks from 0% to full charge.

The 6-amp charger meets a variety of charging needs and can charges a 5.0Ah battery to 0% capacity in under 5 minutes.

n E ISIO DEC I G.COM ( 00) 253-1 01

n DEWALT.COM ( 00) 33-925

Fluted Profile Decking

SANTA FE SPRINGS, CA •

WWW.HUFFLUMBER.NET

(800) 347-4833

EWP

• BIG TIMBERS/LONG LENGTHS • DISTRESSED WOOD • D-BLAZE® FRTW

WHOLESALE DISTRIBUTOR OF A WIDE RANGE OF ENGINEERED WOOD PRODUCTS, INCLUDING

PACIFIC WOODTECH I-JOISTS • PWI-20 • PWI-45 • PWI-60 • PWI-70 • PWI-77 • PWI-90

LVL BEAM & HEADER • BEAM/HEADER • RIM BOARD • LVL STUDS • LVL COLUMNS LENGTHS FROM

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Glove Work M i l w a u k e e To o l ’s n e w Leather Performance Gloves provide all-day comfort without sacrificing productivity.

The gloves’ palms are made from soft, top-grain goatskin leather for increased durability and the back features a breathable, lightweight design. A moisture-wicking terry cloth sweat wipe on the thumb increases comfort, while Smartswipe technology on the knuckle allows for touch screen compatibility without having to remove the gloves. n MILWA EETOOL.COM ( 00) 729-3 7

Two New for the Roof emper System America has unveiled a versatile roof flashing designed for quick, durable repairs, as well as a new odorfree alternative to white roofs.

Liquid-applied emperol 1 LF flashing is a solvent-free, low-odor system that adheres to most substrates without primer.

Odor-free emperol 2 FR with thru-color is ideal for exposed roof areas that don’t need a white roof, and for avoiding excess glare. The Class A fire-rated reinforced membrane system is designed for extended life on low-slope roofs. n

EMPERS STEM.COM ( 00) 5 1-5 55

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Stainless Bar Railing AGS Stainless has unveiled Cascadia, a stainless steel bar railing system that ships within hours and installs with minimal field modification.

Because the customers provide their own top rail, there is no need for AGS to design and fabricate it. Components are made of durable A316 marinegrade stainless. n AGSSTAI LESS.COM ( ) 2-9 92

Knock Down the Door

Ergodyne’s new coated work gloves feature grip technologies and cut-resistant sleeves, offering a range of A SI-level cut resistance, grip and dexterity.

Two new grips DS for dry conditions and WS for wet/ oily surfaces protect hands, while allowing air to flow.

The ProFlex sleeve is made of TenaLux engineered polyester, providing elite cut protection without the irritating fibers used in many cut-resistant fabrics.

Crystal Window Door Systems’ Series C P-1100 nock-Down inyl Sliding Patio Door meets the needs of space-constrained jobsites and stocking dealer/distributors.

With its welded-corner, factory glazed sash panels, and mechanically fastened master frame ready for jobsite assembly, the line provides easy handling, transport, storage, stocking and installation, all at a great value.

The extruded white vinyl patio door comes in standard 5-ft. and 6-ft. sizes, and includes complete assembly hardware and instructions.

The disassembled master frame, sash panels, and insect screen are all packaged separately for space-saving storage and easy handling.

n ERGOD E.COM ( 00) 225- 23

n CR STALWI DOWS.COM (71 ) 961-7300

Prefinished Siding

LP Building Solutions is now offering LP SmartSide ExpertFinish Trim Siding, a prefinished siding option in an array of tailored colors.

The product now includes ExpertFinish Lap to avoid the need for seam caulking, joint molds, or pan flashing at butt joints.

Featuring a five-year labor, 15-year finish and 50-year substrate warranty, it is available in 16 colors and a variety of S s and finishes to complement a range of exterior styles. n LPCORP.COM ( ) 20-0325

Hands On

Gemini Forest Products Specializing in forest products for industry professionals

Los Alamitos, CA 562.594.8948

Shasta Lake City, CA 530.276.7197

San Francisco, CA 415.859.5544

www.geminiforest.com

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Pergola Planner Simpson Strong-Tie has launched a free online Pergola Planner Software tool to help contractors, lumberyards, and homeowners quickly and easily design dream backyards.

Featuring 3D software, design guides, and an in-app user tutorial, the free web-based design software provides a suite of intuitive tools and resources for designing and building sturdy, eye-catching pergolas and outdoor spaces.

Based on the same platform that runs the popular Deck Planner Software, the new program also highlights critical connections for building a strong, safe pergola and recommends hardware based on whatever design the user creates. When the design process is complete, a full bill of materials is generated for all lumber and hardware necessary to build the pergola. n STRO GTIE.COM ( 00) 999-5099

NAWLA Scholarship Apply for one of several $2,500 USD scholarships The North American Wholesale Lumber Association is pleased to announce its 2020 Scholarship Program.

Employees of NAWLA member companies and their children seeking higher education or training are encouraged to apply.

Eligibility Requirements • Applicant must be a full- or part-time employee at a current NAWLA member company in good standing, OR a child whose parent/legal guardian works fullor part-time at a current NAWLA member company. • Applicant must be accepted, and attending in Fall 2020, a North American-based university, college, technical school or vocational school.

Interested applicants must submit an online application, an academic transcript, and a written essay.

Railings on the Run Individually packaged and precision cut to simply install between posts with no cutting or fuss, Century Grab- -Go welded panels install in minutes.

The 72 aluminum panels can easily be cut down to size onsite with a chop saw or a reciprocating saw.

They come in three colors or custom combinations.

Applications and supporting materials are due by Friday, May 1.

LEARN MORE AND APPLY

www.nawla.org/scholarship

n CE T R RAILI GS.COM ( 79) 33 -5315 Building-Products.com

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Underwater Epoxy Simpson Strong-Tie’s new F -70-6FS fast-set epoxy bottom seal is a three-component, moisture-tolerant epoxy grout designed to facilitate sameday filling of underwater fiberglass pile jackets.

With set times as fast as two hours, the epoxy establishes a bottom seal that can support same-day jacket filling, providing marine construction professionals with a repair solution to enhance speed and project e ciency. The high-strength, water-insensitive epoxy bonds well to concrete, timber and steel pilings to help protect repaired piles from future corrosion, deterioration, or erosion. n STRO GTIE.COM ( 00) 999-5099

Pro Tool Backpack The Tradesman Pro Tool Station Backpack from lein Tools provides generous storage for any trade’s essential hand tools, plus a fold-out workstation to keep tools and parts easy to locate on any jobsite.

The water-resistant backpacks feature 21 pockets, extra padding on the shoulder straps and back, adjustable chest and lower straps, and optional worklight. n

(

LEI TOOLS.COM 7) 21.5500

Outdoor Power Trio

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”

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DeWalt has added three new outdoor power tools to its 20 MA System the 20 MA R Brushless 1 Folding String Trimmer, 20 MA R Brushless Handheld Blower, and 20 MA Pole Hedge Trimmer.

The string trimmer’s folding hinge mechanism reduces its length by 1% for convenient storage.

A uickLoad Spool allows for fast and easy line replacement. The variable-speed trigger offers precise power control as well as performance and runtime management with a Hi/Lo speed control switch.

The blower offers an innovative axial fan design to maximize air output and runtime.

The pole hedge trimmer is designed to cut through a variety of landscape overgrowth, with its high-output motor and 22 hardened steel laser-cut blades. n DEWALT.COM ( 00) 33-925 Building-Products.com

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GATHERING of NAWLA’s Council of Past Presidents and Chairs

Wholesale leaders assemble for NAWLA summit The orth American Wholesale Lumber Association got a good crowd to Palm Desert, Ca., for its annual Leadership Summit days before the nation’s convention business went into shut-down mode.

Held March -10 at the W Marriott Desert Springs Resort Spa in conjunction with Western Wood Products Association’s annual meeting, the convention brought together wholesale forest products decision-makers from throughout orth America to network and update them on trends and management topics.

Presentations included oe Barnes, senior P, BMC, on ext Gen Thinking to Maximize E ciency in the Homebuilding Industry; WoodWorks president/CEO ennifer Cover on Mass Timber Construction State of the Art, State of the Market; Buddy Hobart on Succession Planning WELCOME BY [1] Outgoing NAWLA chairman David Bernstein. [2] Emerging Leaders Panel featured Henry German, Steven Rustja, Chad Warpinski, and Grant Phillips. [3] Second panel covered “How to Enable a More Competitive Supply Chain through Technology,” with Craig Dohm, Tim Minnich, Ken Sherman, and Matt Shearon. [4] Buddy Hobart spoke on succession planning. [5] Norfolk Southern’s Alan Shaw addressed the “Future of Railroading.” [6] Warren Reeves, Shealy Dixon, Karly Martin, Curt Stuckey.

(More photos on next two pages)

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Leadership; and orfolk Southern executive P Alan Shaw on The Future of Railroading.

Highlights were two panel discussions How to Enable a More Competitive Supply Chain through Technology, with Interfor’s Craig Dohm, Princeton TM ’s Tim Minnich, IntelliTrans’ en Sherman, and Four ites’ Matt Shearon, and an Emerging Lumber Leaders Panel with Chad Warpinski, president, Amerhart; Steve Rustja, P of trading, Weston Forest Products; Henry German, product manager of TallyExpress, DMSi; and moderated by Grant Phillips, P, Wildwood Trading Group. ext year’s Leadership Summit will be held March 1 16, 2021, at the Fort Lauderdale Marriott Harbor Beach Resort Spa, Fort Lauderdale, Fl., also in conjunction with the WWPA annual meeting.

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NAWLA ANNUAL (continued from previous page): [7] Dan Millman, Jim Houser. [8] Jeremy Howard, Jeremy Pitts, Geoffrey Rickson. [9] Fritz & Erin Klosterman, Carly Dodds [10] George Emmerson, Rock Belden. [11] Rob Anatra, David Gully. [12] Scott Elston, Ray Barbee, Steve Swanson.

[13] Mike & Jennifer Henley. [14] Hayden & Nadine Anderson, Traci & Gary Moore. [15] Lori Hart, Terry Atkinson. [16] Alex Rapoport, Edith Building-Products.com

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24 Berlin, Stacey & Jed Drennan. [17] Ethel & Thomas Rice. [18] Robyn & Tracy Crow, Anthony Muck. [19] Ashley Boeckholt, Chris Saines. [20] Erin & Mike Limas. [21] John Branstetter, Joe Pruski, Ted Shorack. [22] Nick Arkle, Tony Ziegler. [23] Thomas Mende, Michael Wisnefski. [24] Lawrence Boyts, Will & Eliza Whittaker, Theresa Shavelet.

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NAWLA ANNUAL Photos by The Merchant Magazine

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MORE FROM NAWLA (continued from previous page): [25] Amy & Rob Latham, Robb Shrader, Brooke Beissel. [26] Kaycee Hallstrom, Warren Reeves, Cindy Hassler, Laura Ebersberger. [27] Brian & Barbara Boyd, Lindsey Digangi, Steve Boyd. [28] Scott Elston, Jim McGinnis, Bill Price, Tom Lavere. [29] Susan Fitzsimmons, Theresa Snavely, Nick Fitzgerald.

[30] Mike Montoya, Ian McLean, Josh Sawatzky, Mike Holm. [31] Trish &

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John Morrison, Mark Westlake. [32] Steven Rustja, Rena Goodman, David Bernstein, Elizabeth Rustja, Andy Goodman. [33] Holly & Jay McArthur, Sam Sanregret, Grant Pearsall, Lance Doalson. [34] Aly Kingsley, Natalie Heacock, Mark Auxier. [35] Carly & Kevin Dodds. [36] Dan Semsak, Scott Parker, Mark Swets. [37] Devin Bell, Thomas Wardach. [38] Lori & Bobby Byrd, Kathy Price.

Building-Products.com

Ace Offers Extra Mile Guarantee

Traditional mechanically-attached housewraps still product is present in the basements of about 2,200 houses make up more than of in all limited housewrap and WRB in various stages of two-thirds construction markets.

Most materials installed, butyet alternatives of the houses are not occupied. are making inroads.

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

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

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

(Left photo, l-r) WWPA president Ray Barbee, with Master Lumbermen Windows & Doors Keep Growing in needrecognized of additional supplies.

Ace e Pete randing andyman Division Richard Fuller, Brian Hawe, Jed Drennan, Chris Acheson, and WWPA director of quality standards Austin. (Right photo) WWPA chairman Chuck Residential window shipments increased 5.7% in Roady 2016, “While it hurt our pride to learn this, the truth is that with Safety Award winner Steve Zika, Hampton Lumber.

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 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 birthday cake Hayward style—with a chain saw—during a Sept.

7 celebraincrease another 5.6% in 2017 trailing have enough product to complete their paint project,” said Early next year, Handyman Matters will be rebranded as tion in San Luis Obispo, Ca., that was attended by nearly 1,000. in 2019 to 4.6% growth, according toand a new Window & Western Woodpresident ProductsandAssociation inducted and state occupational health agencies are the basis for John Venhuizen, CEO. “We know this four isn’t Ace Handyman Services and operate as a new stand-alone, Door Manufacturers Association study. professionals its roster of misperceptions, Master Lumberman during its the awards. the case, so tointo assuage these we decided to subsidiary Ace Hardware.

In 2016,ofshipments of side-hinged entry increased 2020 inWeather Palmassortment Desert, Barriers Ca.with the Extra Mile WWPA provides major organization safetydoors awards the standannual behindmeeting our large paint Housewraps, Handyman Matters istwo a franchise comprised by 6.1% to 9.7 million units on the national level, alleviatThe award was presented at an industry luncheon to Chairman’s Award, spotlighting mills with the best fi vePromise.

Our objective is simple: to be known as the #1, rending in esidential arket of owned and operated and in company-owned inglocally any concerns over decrease units shipped Richard Fuller, PotlatchDeltic; Chris Acheson, Idaho Forest year safety records, and thethe District Awards, honoring mills best, most convenient, most helpful most credible store Housewrap preferences are and gradually evolving, locations that offer professional and multi-skilled between 2014 and performance 2015. Based on thethe analysis ofcraftsmen, the data, Group; Brian Hawe, Georgia-Pacifi c; and ed Drennan, for the best safety over past year in their for paint in the neighborhood.” according to a recent presentation at the Housewrap 2019 trained handleisa forecasted homeowner’s to-do list in addition to annual to growth to climb to 5.9% in 2017 respective districts.

Idaho Forest Group.

The additions bring to 25 the number conference on builder and consumer practices by Ed larger projects.

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

Chairman’s winners Hampton of recipients of the award Coated since the program began in 196 .

Weyco Recalls I-Joists Hudson, Home Innovation Research Labs. businesses include interior carpentry, plumbing, electrical, Lumber drywall, Architectural flush doors recovered from a Mills, Tillamook, Or. (3 0,000 employee hours annually); WWPA’s annual meeting was held March -10 at the W Weyerhaeuser recalling batch of of all TJI housewrap Joists with Flak Hudson sharedisthat abouta 60% and painting and flooring.

It currently has 57 franchisees who decline Molalla, the previous year by to growing 4.5% in 2016 with Interfor, Or. (220,000 3 0,000 employee hours); Marriott Desert Resort Spa, in conjunction with orth Jacket Protection, after linking an odor in certain newly weather-resistant barrier (WRB) material is installed on new collectively employ about 250 handymen and women in nearly 2.9 million unitsProducts, shipped, while stile and doors and Western Forest ancouver, Wa.rail(under American Association’s Leadership constructed homes to is aLumber recent formula change in the being coathomes; the Wholesale remainder installed primarily on homes 121 territories across 23 states. continued its upward trend with a 6.6% increase with near220,000 hours).

Summit.

Merchant 8-17 SigNov03-1-8,41-48 7/25/17resin.

1:18 PM ingLayout.qxp_D that included formaldehyde-based ThePage issue20is re-sided.

Andy Bell, the founder andAnnual CEO ofgrowth Handyman Matters, ly 0.44 million units shipped. of flush doors District Award winners were Interfor,business Port Angeles, Wa.; Another highlight was presentation of the WWPA isolated to Flak Jacket product to made after Dec. 2016, DuPont’s Tyvek continues dominate with1,nearly will continue to lead the day-to-day operations is forecast tocbe 4% Products, in 2017 before declining to 1% in Georgia-Pacifi Wood Philomath, Or.; Woodgrain Safety Awards.

They are based on statistics reported in the and does not affect any of the company’s other products. half the housewrap and WRB installations in new homes. for Ace Handyman Services from its headquarters 2019.

Stile andRock, rail doors are also predicted to grow 4% in in Lumber, Pilot Or.; Devil’s Tower Forest Products, quarterly WWPA Injury and Incidence Report.

This Flak established Jacket Protection is Illness a coating appliedand to I-joists to DuPont leadership in technology education Denver.

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

Hulett, Wy.; and PotlatchDeltic, St. Maries, Id. data comes from injuries and illnesses reported to federal Traditional housewraps still enhance fire resistance, it is not widely in use. The product iswith present in the basements 2,200 houses early have maintained that leadership for decades. underway amechanically-attached target completion in of firstabout quarter 2020.

AceandOffers Extraand 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 Doorsandyman Keepcherry, Growing • Hardwood (alder, in need of additional paint supplies.

Ace e randing 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, rending in esidential arket 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

WWPA Inducts Master Lumbermen

Wholesale Industrial Lumber

REEL

LUMBER SERVICE

34 n 2019 The The Merchant Merchant Magazine Magazine n October August 2017 20 Building-Products.com

Wholesale

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April Lumber 2020 n Service, The Merchant Magazine n 61 t Reel we Building-Products.com supply domestic and foreign hardwoods.

Building-Products.com

NAWLA gathers wholesalers in Portland

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NORTH AMERICAN Wholesale Lumber Association members were welcomed to the Portland, Or., regional meeting by [1] chairman Tom LaVere.

[2] Kevin Bergquist, senior VP & sector manager of forest products for Wells Fargo Bank, shared economic insights into what lies ahead for the lumber industry in an election year. [3] Greg Martin, Jacob Dominguez. [4] Scott Elston, Mark Swets. [5] Chelsea Brown, Joe Passadore. [6] Patrick Burns, Tom LeVere. [7] Kalayna Crook, Tim Hunt. [8] John Murphy, Steve Killgore.

[9] Cami Waner, Elizabeth Conner. [10] David Anderson, Robert Eslinger. [11] Pat Lynch, Raegan Stratton, Leslie Southwick, Steve Killgore, Kris Lewis, Kevin Smith. [12] Steve Anderson, Kip Anderson. The meeting was held Feb. 20 at the Multnomah Athletic Club. (More photos on next page)

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NAWLA PORTLAND

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24 PORTLAND WHOLESALERS (continued from previous page) [13] Korina Korkeakowski, Jason Allen, Bill Bone. [14] Norm Persons, Ron Hanson, Arthur Reid, Alex Cousins. [15] Paul Owen, Ian McLean, Wade Jackson, Ashley Cribb, Walter Woliver, Dan Semsak. [16] Steve Cole, Sean Coughlin. [17] Steve Loebner, Zakary Prophitt, Steve Pagan, Josh Goodman, Ben Rist, Fritz Klosterman. [18] Misty Dicks, Kevin Dodds, Building-Products.com

Photos by The Merchant Magazine

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Aly Kingsley. [19] John Morrison, Tetiana Larson, Mark Westlake. [20] Humphry Wildeboer, Lucas Rodakowski, Dalles Reid. [21] Sean Coughlin, Mark Kelly. [22] Andrew Jacobs, Joe Honochick, Brad Mehl. [23] Mark Gray, Ian Kelly, Tyler Martinez. [24] Josh Hamilton, Jason Allen, Edy Schaller, Paul Zartman, Brett Slaughter. [25] Grant Phillips. [26] Danny Sosa, Anthony Muck.

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LMC Annual in Nashville

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Dippel. [7] Dean Guenrich, Myron Boswell, Brock Putney. [8] Bryan Hord, Eugen McCann. [9] Steve Semmler, John Johnson.

[10] Steve Killgore, Mark Avery, Mike Lyon, Kevin Smith. [11] Sam Patti, Phil Herman, Adam Brown. [12] Brent Beien, Tim Pappas, Bryan Hoexum, Casey Zigray. [13] Justin Wright, Ronald Tassin, Brett Vick.

(More photos on next page)

LMC CELEBRATED “85 Years of Builidng Business Together” at its annual meeting March 4-6 in Nashville, Tn. [1] LMC CEO/ president John Somerville welcomed attendees to the event. [2] Mike Flynn, Bill Nocerino. [3] Steve Firko, Maurice Netemeyer, Chase Luffey. [4] Cindy McCarville, Jordan Lynch. [5] Jeff Hodge, Tom Murphy, Ike Padgett, Sue Cuming, Adam Dykes. [6] Aaron Fleming, Mark

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29 LMC ANNUAL (continued from previous page): [14] Leslie Southwick, Kris Lewis. [15] Tedd Cartwright, Rich Mills, David Perry, Ken Robinson, Orjan McCarty. [16] Kelly Matthews, Wayne Miller. [17] Dennis McWhirter, Erick Watson. [18] Donna Whitaker, Daniel Quillian. [19] Mario Martinez, Andy Faircloth. [20] Tara Johnson, Christian Lopez. [21] Mark Swinth, Chelsea Brown, Ryan Cornutt. [22] Andrew Campbell, Steve Weiser, Mark Mitchell, Building-Products.com

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Tim Atkinson. [23] Eric Ortiz. [24] Tucker Ford, Brad Marks, Mike Mecionis.

[25] Brandon Coppage, Stephen Kelly, John Somerville, David Jones.

[26] Kate Morse, Paul Rickner, Brad Bedford, Peter Van Schie. [27] Zach Lewis, Travis Reynolds, Ty Saddler. [28] Lisa Martin, Rocky Behlke. [29] Jon Uldrich, Scott Vande Linde. [30] Curt Allen, Stacey Jones. [31] Phil Fortson, Ben Artale, Lee Shifflett.

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ATTENDEES at Orgill’s spring dealer market visit the 16,000-sq. ft. Pinnacle Hardware & Paint concept store and gather new ideas for their businesses.

Paint, dealer services top the list at Orgill spring market Thousands of independent home improvement retailers gathered in Orlando, Fl., to attend the Orgill spring dealer market Feb. 27-29. The event covered nearly 1 million sq. ft. of the Orange County Convention Center, drawing retailers from across orth America and around the world in search of deals, new products, and Orgill services all to help improve their businesses.

Our dealer markets are designed to be a complete showcase of what Orgill and our vendor community can offer our customers, said Boyden Moore, Orgill’s president and CEO. ot only do we want to highlight the latest products and assortments they can bring into their stores, but we want the dealer market to be a place where dealers share ideas, find inspiration, competitive advantages, and learn how Orgill can best help them execute their vision.

One of the best ways to help retailers grow their operations is by highlighting the breadth and depth of what Orgill can offer in key categories such as paint and sundries. The show featured a new Paint Paint Sundries Showcase, with 1 ,000 sq. ft. of paint and sundries products from top vendors

AS DISPLAYED at its recent market, Orgill is now offering a range of items as clip strip kit SKUs to make it easier for their dealers to order and implement an impulse program.

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like alspar and Sherwin-Williams, and highlighting Orgill’s own enhanced Paint Works program.

Retailers could also visit a new Impulse Showcase that spotlighted the latest best practices and products related to impulse purchases, including different approaches to checkout lines, best selling products, and impulse planograms.

Another way attendees found inspiration during the threeday event was by visiting one of two fully merchandised model stores Pinnacle Hardware Paint and All Pro Building Supply. The 16,000-sq. ft. Pinnacle Hardware Paint store concept demonstrated a high-performance paint department with offerings from Sherwin-Williams, alspar and Orgill’s new Paint Works program. All Pro Building Supply featured 7,000 sq. ft. of assortments and products designed to attract the professional contractor market.

We are pleased to show techniques that demonstrate best-in-class practices that our customers can bring back and execute in their own stores, said Chris Freader, P of merchandising services. Within the Pinnacle store, we are featuring paint as a destination within a typical retail environment. We are also showcasing many different space saving methods that increase linear feet of merchandised products for when our customers have limited floor space. This store is also designed to help our customers understand adjacency flow and how to best position promotional products in proximity to high-tra c areas.

Rosendo Alaniz, store manager at Armstrong Lumber Co., Corpus Christi, Tx., came to the market to view the Pinnacle Store and other concept stores. It’s what I’m here for, he said. I’m getting ready to revamp the whole store, so we came here for new ideas.

Dealers also had the opportunity to participate in a wide variety of workshops and seminars presented by industry experts on topics such as marketing, e-commerce, consumer shopping habits, and loss prevention techniques. As well, they could visit the Smart Start Showcase that included thousands of planogram options, Spring Promotions Showcase, Great Outdoors Showcase, and promotional areas, such as Door Busters, Brand Building Endcaps and Pallet Specials.

Orgill’s next dealer market is set for Aug. 27-29 in Las egas, v.

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

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

Send ad to Fax 714-486-2745 or dkoenig@526mediagroup.com. Checks payable to 526 Media Group. Deadline: 18th of previous month. Questions? Call (714) 486-2735.

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IN Memoriam Daryl Lloyd Bond, founder of AllCoast Forest Products, Cloverdale, Ca., passed away March 13 in Healdsburg, Ca. He was two weeks shy of his 9th birthday.

From 1950 to 1953, he served in the .S. Air Force as a medical technician, then enrolled at the niversity of Oregon. While at college, he began working at Fisher Lumber Co., Marcola, Or., loading boxcars of fresh cut and milled lumber. He worked for Roddiscraft Lumber, Arcata, Ca., as a lumber buyer from 1955 to 1957. He was transferred to Los Angeles, after which Roddiscraft closed. In 195 , he and two other partners formed Fremont Forest Products, Long Beach, Ca. In 1975, he founded All-Coast Forest Products for ohn Hampton, buying the wholesale company from him three years later.

A past president of the Lumber Association of Southern California, Daryl was an elite handball player at one time ranked sixth in the nation in master doubles and an avid pilot.

His baby was a orth American (TF) P-51 Mustang named Lady o, short for oanne, his wife of 52 years.

Richard Dennis “Denny” Hess, 5, former owner and president of Bracut International, Arcata, Ca., died Feb. 13 in apa, Ca., following a brief illness.

After serving in the .S. Army, Denny While living in Smith River, Denny worked as a manager for Simonson Lumber Co., Smith River, Ca. In 1975, he moved to Arcata to take over the family lumber business, Bracut Lumber Co.

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Kenneth Eugene “Ken” Truesdell, 73, retired salesman for Huttig Building Products, Auburn, Wa., died Feb. 3.

He joined the .S. avy out of high school in 1965, serving until 1970 and then entering the building material industry. He retired from Huttig in 201 .

Gerald Edward “Jerry” Sorbel, , accomplished Coeur d’Alene, Id., sawmill manager, died an. 7.

He started his career as a tallyman at orthwest Timber, Coeur d’ Alene.

Over the years, he worked his way up at various area mills, retiring as superintendent with W-I Forest Products.

Thomas Campbell “Cam” White, 73, co-founder and a director of Taiga Building Products, Burnaby, B.C., died Feb. 21 in Calgary, Alb. He began his career at Taiga in 1973, rising to Prairie manager, P of western operations, executive P, sales operations, and chief operating o cer in 200 , before being named president and CEO in 2010. He stepped down in 2015, but had remained on the board since 2012.

TALK Back BONDING IN ADVERSITY ou are not alone in questioning your desire to provide a better life for your children and not ruining their appreciation for the little things that truly matter in life (“The Joy of What We Need,” March, p. 8).

April 2020

Hurricane Michael destroyed our community (and our business) on Oct. 10, 201 , and the remarkable gift that came from this was an appreciation for what really matters in life. Everyone in our community was bonded through adversity, and we all met neighbors for the first time we had lived around, but not known for many years.

We have since repaired our home and rebuilt our business (better than ever, I might add), but there was a period of several weeks after the storm when each day at work started with all of our co-workers hugging each other.

As bad as things were, I sincerely miss that feeling of everyone equally needing each other for support and everyone truly caring for the well being of those around them.

Prosperity is a great thing, but the pursuit and indulgence can easily cause us to forget what is truly important in life. Thanks for all you do each month to help us remember the important things in life. Cheers Edward A. San Juan President/Owner E.F. San uan, Inc., oungstown, Fl.

Dealers Grapple with Pandemic Fallout (Continued from page 10)

Southeastern Lumber Manufacturers Association spring meeting; Montreal Wood Convention; orth American Wholesale Lumber Association Montreal regional meeting and spring Wood Basics Course in Corvallis, Or.; ational Lumber Building Material Dealers Association’s spring meeting/ legislative conference; and Inspired Home Show.

Other groups have opted to postpone. The ational Hardware Show has been pushed back from May 5-7 to Sept. 1-3, still at the Las egas Convention Center. ew dates will be set for International Mass Timber C o n f e r e n c e i n P o r t l a n d , O r. ; Boise Cascade Building Material Distribution’s Riverside, Ca., golf tournament Hardwood Manufacturers Association’s annual conference in ashville; and AWLA’s ancouver regional meeting.

As for all of us, have contingency plans in place and be safe. And stay up on the latest developments in between issues of The Merchant by receiving our e-newsletter; sign up by contacting info 526mediagroup.com.

Building-Products.com

ADVERTISERS Index Page 19

Allweather Wood www.allweatherwood.com

Cover IV

Pacific States Treating www.pacificstatestreating.com

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Baxter, J.H. www.jhbaxter.com

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Pacific Woodtech www.pacificwoodtech.com

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California Cascade Industries www.californiacascade.com

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Pelican Bay Forest Products www.pelicanbayfp.com

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C&E Lumber Co. www.lodgepolepine.com

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PPG Machine Applied Coatings www.ppgmachineappliedcoatings.com

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CT Darnell www.ct-darnell.com

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ProWood www.prowoodlumber.com

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526 Media Group www.building-products.com

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Redwood Empire www.buyredwood.com

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Fontana Wholesale Lumber www.fontanawholesalelumber.com Hi-bor® Borate Pressure Treated Wood

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Providing Customer Satisfaction in Gemini Forest Products 23 All We Do. P.O. Box 75 • McMinnville, OR 97128 • 503-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) www.geminiforest.com 28770 Dike Road • Rainier OR 97048 • 503-556-1297 • Fax: 503-556-1709

25

Hoover TreatedRoyal Wood Products Pacific Merchant half page ad 1_19.indd www.frtw.com

52

At Royal Pacific you’ll pay no more, but get extra. We guarantee it.

Reel Lumber Service www.reellumber.com Advance Guard® Borate Pressure Treated Wood

FirePro® Fire Retardant Treated Wood

Royal Pacific Industries

* See product warranty for details. Hi-bor, FirePro and Advance Guard treated wood products are produced by independently owned and operated wood treating facilities. Hi-bor®, FirePro ® and Advance Guard® are registered trademarks of Koppers Performance Chemicals Inc. ©1/2019

Cover III

Seneca Sawmill 1/21/19 5:53 PM www.senecasawmill.com

Huff Lumber www.hufflumber.net

11

Simpson Strong-Tie www.strongtie.com

19

Humboldt Redwood www.getredwood.com

29

Stella Jones www.stella-jones.com

5, 49

Jones Wholesale Lumber www.joneswholesale.com

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Superior Wood Treating www.superiorwoodtreating.com

48

Koppers Performance Chemicals www.kopperspc.com

47

Swanson Group Sales Co. www.swansongroup.biz

Cover I

Lonza Wood Protection www.wolmanizedwood.com

30

Thunderbolt Wood Treating www.thunderboltwoodtreating.com

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MCL Lumber Products www.mid-columbialumber.com

39

Timber Products Co. www.timberproducts.com

35

MoistureShield www.moistureshield.com

37

Universal Forest Products www.ufpedge.com

67

National Hardware Show www.nationalhardwareshow.com

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1

Best Value. Superior Quality. Environmentally Responsible.

7

Norbord www.norbord.com

Cover II

Located in Sumner, Washington, Western Wood Preserving Co. has been a manufacturer of pressure treated wood products, supplying residential, commercial and industrial markets of the Pacific Northwest since 1971. In addition, our strategic location near the ports of Tacoma and Seattle, provides easy access to the Alaskan, Hawaiian and Pacific Rim markets.

Borates CA-C

Our facility includes 12 acres of treatment, drying and storage areas, and produces top quality treated wood products for residential and commercial consumers in the wholesale market.

Building-Products.com

North American Wholesale Lumber Assn. www.nawla.org

luMbeR

FiRe ReTaRdanT TReaTed luMbeR

and PlyWood Western Wood Preserving Co. Call the experts: www.westernwoodpreserving.com • Robert Moore • Jim Winward

Above + Ground Contact

253-863-8191 • 800-472-7714 • westernwoodpreserving.com NatureWood®, Advance Guard®, FlamePro®, and CCA treated wood products are registered trademarks of Koppers Performance Chemicals Inc. and are produced by independently owned and operated wood treating facilities. © 3/2020

WWd Merchant ad 4_20.indd 1

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Rough TiMbeRs Utah Wood Preserving uTiliTy Poles www.utahtreatedwood.com PRessuRe TReaTed

9

UTAH WOOD PRESERVING CO. 3/24/20 7:43 PM

1959 SOUTH 1100 WEST WOODS CROSS, UTAH

Weyerhaeuser Co. www.weyerhaeuser.com

PHONE - WOODS CROSS: (801) 295-9449 FAX (801) 295-9440 PHONE - SALT LAKE (801) 262-6428 FAX (801) 748-0037

April 2020

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FLASHBack 94 Years Ago This Month

N

inety-four years ago this month, in April of 1926, The California Lumber Merchant tracked what was said to be the longest trainload of kiln dried Douglas Fir lumber ever shipped from a single mill to a single customer.

L o n g - B e l l L u m b e r C o . ’s sawmill in Longview, Wa., filled an entire 23-car train with lumber destined for La Crosse Lumber Co., Louisiana, Mo., which would distribute the goods to its 30 retail lumberyards.

The entire order totaled 1 million bd. ft. and filled an additional 15 railcars from a second train.

In other headlines from April 1926 Taking a page from the local hat shops, clothing retailers, and department stores, Hanna Lumber Co., Tulsa, Ok., opted to kick off its selling season with a Spring Clearance Sale.

As a matter of fact, Hanna Lumber considered itself a department store for house owners and home builders.

Hanna decided on price discounts in every department, except lumber and builders’ hardware. They started out with a campaign of teaser advertising in their local newspapers, supplemented by a big banner across the front of their building, the theme being What Is the Strangest Thing ou Ever Saw The Friday before the sale started, the secret was revealed in local newspapers and in the spring

APRIL 1926 cover spotlighted Schumacher Wall Board Corp.’s Plaster Wall Board.

edition of a local builder magazine.

Two days later, newspaper ads listed all the specials, product by product.

An exhibit of trellises, fence, chicken houses, garden seats, and other milled products was set up in front of the store. The windows were attractively decorated with sale merchandise. Everything in the building was tagged and placarded in department store-style. Special tables, built for the occasion, were laden with carpenter tools and other small wares, and placed on the first floor. For six days, the store opened every morning with a sale of shrubs sold at pennies above cost. They sold thousands.

Hoo-Hoo International launched a campaign to raise funds to buy a house to be used as the global headquarters for

the lumber fraternity. The group hoped to raise 50,000 by selling 10 subscriptions; each subscriber was to receive a certificate of appreciation.

To be called The Bolling Arthur ohnson Hoo-Hoo Memorial Home, in tribute to its recently passed founder, the building would contain a lumber library as complete as any in existence.

Consider, the industry was urged, the prestige that will be gained through the establishment of a real headquarters for the lumber industry.

Although the pledge drive fell short of its goal, Hoo-Hoo later opened its own o ce, which since 19 0 has resided in a refurbished 1930s log cabin in Gurdon, Ar., as part of the Hoo-Hoo International Museum.

President Coolidge designated April 1 -2 , 1926, as the second annual American Forest Week, according to an official proclamation made public by the .S. Department of Agriculture, which supervised the ational Forests.

The practice continued through 192 , then resurfaced in 1960 as ational Forest Products Week.

TULSA LBM retailer Hanna Lumber Co. copied the local department stores and kicked off the 1926 selling season with a Spring Clearance Sale.

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