Merchant 5-25_Issuu

BUILD A DECK THAT’S BUILT FOR LIFE.

RICH, BEAUTIFUL APPEARANCE HIGHLY COST EFFECTIVE

NATURALLY DECAY RESISTANT

IDEAL WHERE STRENGTH AND BEAUTY ARE KEY

Trust the experts with 10 years of experience selling AZEK and TimberTech.

CONTACT US FOR THE FULL LINE OF DECKING, RAILING AND EXTERIORS.

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Patrick Adams padams@526mediagroup.com

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Shelly Smith Adams sadams@526mediagroup.com

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COLUMNISTS

James Olsen, Claudia St. John, Dave Kahle

CONTRIBUTORS

Samantha Bradley, Sean Dillon, Kyle Little, Chase Moritz, Susan Palé, Rob Salome, Scott Selzer, Michelle Spence, Michael Welch

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CHANGE OF ADDRESS Send address label from recent issue, new address, and 9-digit zip to address below. POSTMASTER Send address changes to The Merchant Magazine, 151 Kalmus Dr., Ste. J3, Costa Mesa, CA 92626. The Merchant Magazine (ISSN 7399723) (USPS 796-560) is published monthly at 151 Kalmus Dr., Ste. J3, Costa Mesa, CA 92626 by 526 Media Group, Inc. Periodicals Postage paid at Newport Beach, CA, and additional post offices. It is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states. Copyright®2025 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. We reserve the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles are intended for informational purposes only and should not be construed as legal, financial or business management advice.

Volume 104 • Number 5

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Visit kopperspc.com/flamepro or flameprofrtw.com for additional information.

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The leading fastener brands have one strength in common — they’re all made by Simpson-Strong-Tie. Pros rely on our Strong-Drive ® structural fasteners for framing and other heavy-duty build, repair and renovate applications. Contractors and DIYers build safe, strong decks, pergolas and fences with Deck-Drive ™ premium fasteners. Plus, our Quik Drive ® auto-feed screw driving tools and collated fasteners save time and effort on every job. Backed by expert service and support, Strong-Drive, Deck-Drive and Quik Drive products are available nationwide. But they only come from Simpson Strong-Tie, your partner in smarter building. Learn more at go.strongtie.com/fasteningsystems or call (800) 999-5099.

HOPE IS NOT A STRATEGY

------------ BY PATRICK ADAMS

IT’S A PHRASE I’ve used a lot over my life that applies to countless situations. My somewhat detail-obsessive personality finds peace in the over-preparation for, well, just about everything. It started a long time ago with a simple statement I made to a mentor: “I hope we make it.” His response was, “Hope is not a strategy, what is your plan to make it?”

Then came children. As much as I’ve tried to engineer parenting, I find myself often left with hope. I used to think that with enough education, planning, preparation and deliberation that you could control the outcome. I think by the time my daughter was 5, I started to give up on that plan.

What I was left with was more simple, yet required more hope. Provide unconditional love. Make her feel safe and assure her basic needs were met. Be a good example of both a human being, as well as a partner to my wife. Reinforce good behavior and values. Allow her to fail, but try to prevent life-changing failures. And, be there… and hope a lot.

She has recently had a very rough month. Aside from being a 14-year-old teenager with me as a parent, she has had a string of challenges lately. So-called “friends” at school have turned into “mean girls” who test the very core of human decency. She is a loyal and sincere person, so this hits hard. It is time to decide what high school to attend, and trying to imagine your high school experience as an 8th grader is stressful. Some outside good friends are no longer good friends. And to top it off, in the middle of a volleyball tournament, the director of her team chose to deliver some exceptionally cruel “feedback” in the middle of a match.

Putting myself in her shoes, I think any one of these things—much less combining them all—would have brought anyone I know to their knees. The tournament situation itself would have tested the strongest people I know. She trains six days a week for a nationally ranked club travel team. She makes sacrifices and, while balancing school,

home and friends, is proud of her role on the team. Personally, I would have been very tempted to share a few opinions of my own with this director and then walk off the team if I were in her shoes.

However, that’s not what she did. She still goes to school every day with a smile on her face, even though these “mean girls” led her to decide to not attend her 8th grade trip to Washington, D.C. Instead, she is studying on her own about our nation’s capital. Instead of her social circle at school, she studies or volunteers to help the school staff. She made her high school selection along with us, and is excited about her decision. Oh, and volleyball? Her response courtside to the director was simply, “Yes, Coach,” until the attack ended. She went back on the court and finished the tournament, has not missed a practice, and has not shown that it affected her one bit.

I could write a novel at this point just about my feelings about this situation and how she handled it all. The word “proud” would be used no less than a thousand times. But all I can do now is look back and try to figure out what we did right. She’s just a 14-year-old girl, doing the things she loves, and in the midst of that, got attacked by them all. Yet, she didn’t fold, complain or quit. She just kept moving forward, perhaps with the hope that tomorrow would get better.

I wrote a long time ago about how my very young daughter at the time had already taught me more about life and happiness than I had learned in a lifetime. So many years later, the lessons continue and perhaps, that in certain situations, hope is a strategy.

I hope that your year so far has been more positive than not and that, if faced with a challenge, that hope for a better day is a part of your strategy to move forward. As always, I am humbled for the privilege of serving this great industry.

PATRICK S. ADAMS, Publisher/President padams@526mediagroup.com

8 OUTDOOR LIVING TRENDS FOR SPRING DECKING SEASON

------------ BY CHASE MORITZ

AS SPRING SELLING season kicks into gear, outdoor living projects are top of mind with building pros and consumers alike. To help builders, remodelers and dealers prepare, Envision Outdoor Living Products, manufacturer of Envision composite decking and Fairway deck and porch railings, provides an overview of some of the biggest and emerging trends to consider.

1. Outdoor Living Evolves: Overall, outdoor living is continuing on the trending path started before the pandemic. As the desire for more outdoor spaces continues to grow, we’re seeing it evolve to be even more purposeful. Homeowners desire spaces that speak to their needs and

lifestyles, and are being thoughtful about planning the layouts of their decks, patios, and gardens. This is often translating into dedicated spaces for entertaining and relaxing and even a willingness to personalize with unique appliances (such as pizza ovens, smokers, and griddles), decking patterns, and décor.

2. Indoors Meet Outdoors: Creating seamless transitions from indoors to outdoors has been popular for some time, in part due to the proliferation of multi-panel windows and doors and the growing ability to match or coordinate flooring with decking materials. This trend has expanded in recent years to include the infusion of indoor comfort into outdoor spaces. We’re seeing this with decks that are visually separated into “rooms” using decking patterns, planters, or rugs; in furniture that emulates interior styles while still offering exterior performance; and in lighting, entertainment, and smart-tech options that create just the right amount of ambiance, convenience and security.

3. Health & Wellness: The need to create a home sanctuary is stronger than ever among consumers, and an outdoor living space is the perfect place to escape. Meditation and quiet areas may become more popular, so consider how those spaces can be incorporated into the design and shielded from weather and noise. Water and fire features can play a role, as well. In addition, interest in home-grown vegetables, whether a full-fledged garden or planters on the deck, is also on the rise.

4. Railings Are No Longer an Afterthought: Deck railings aren’t always part of the initial design conversation—but they should be. Beyond just the safety and boundaries they provide, deck railings can add their own “wow” factor to the outdoor living space. Whether in a bold color that brings a bit of drama, a material that preserves or enhances sweeping views, or accessories like drink rails and gates that add function and flair, the right railing options can have an important impact in the overall feel of the deck.

5. Simpler Specification: Today’s vast range of decking and railing options means more choices for consumers—but also potentially more confusion. Manufacturers are recognizing this and delivering the same amount of options, but with naming conventions and decision trees that ease selection. A growing number of online design tools, in which buyers can see how decking and railing choices will look on their actual homes, also help to simplify this process and avoid concerns about buyer’s remorse.

6. Easier Installation: With labor shortages still a concern, products that are more efficient to install can help keep crews moving. Pros and DIYers alike have more options than ever for hidden fasteners that deliver a seamless look, as well as for railing kits that help eliminate over- or under-ordering while saving assembly time on site. Envision Outdoor Living Products also recently introduced E-Fit Railing Innovations, a series of aluminum and vinyl railing products that when used together allow for installation times up to 300% faster.

7. Climate Resilience: With climate concerns top of mind, expect consumers to pay closer attention to native plants and xeriscaping options that require less water and maintenance. And in some areas, such decisions may no longer be optional.

8. Wildfire Risk: As the threat of wildfires continues to escalate in many parts of the country, it’s becoming more and more critical to design exterior spaces that aim to reduce risk.

This may include creating a defensible space around the home, choosing fire-resistant plants, and carefully considering the placement of firewood storage and propane tanks, among other strategies. Decking materials also should be considered. Look for decking materials that are all Wildland Urban Interface (WUI) Approved Products.

Whether they’re seeking shelter from a noisy world or more gatherings with loved ones, homeowners are increasingly turning to the outdoors to expand their footprint and accommodate their lifestyles. With the right design and forethought, small and large spaces alike can provide a sanctuary that combines form and function. MM

CHASE MORITZ

HOMEOWNERS are looking for spaces customized to their needs and lifestyles, such as this Envision Ridge Premium deck in Alpine Fog surrounded by A310 Railing with square balusters.

Chase Moritz is director of marketing & communications for Envision Outdoor Living Products, manufacturer of Envision composite decking and Fairway railing (www. envisionoutdoorliving.com).

PERGOLAS & PROFIT

HOW OUTDOOR STRUCTURES CAN BOOST YOUR BOTTOM LINE

------------ BY SCOTT SELZER

IN RECENT YEARS, outdoor living spaces have become a cornerstone of home improvement trends. Pergolas, in particular, have gained immense popularity for their ability to transform ordinary backyards into luxurious, functional retreats. For home improvement retailers, adding pergolas to your offerings can unlock new revenue streams and strengthen client relationships. Here’s how pergolas can boost your bottom line.

The Business Case for Pergolas

Adding pergolas to your portfolio isn’t just about selling a structure; it’s about offering a lifestyle upgrade. Consider these compelling reasons:

• Growing Market Demand: Homeowners are increasingly prioritizing outdoor living spaces, with pergolas serving as a centerpiece for entertaining, relaxation, and aesthetic appeal. Reports project steady growth in the global outdoor living market, with pergolas contributing to this trend.

• High-Profit Margins: Pergolas offer excellent profit potential due to customization options and relatively low overhead costs. Collaborate with the right manu-

facturers to provide high-quality products that yield substantial profit margins.

• Cross-Selling Opportunities: Pergolas pair naturally with outdoor elements such as lighting, fans, screens, decking and landscaping. Bundling packages increases transaction values and creates comprehensive solutions.

• Customer Loyalty and Referrals: High-quality pergolas not only satisfy but also impress clients. Happy customers are likely to recommend your business, driving organic growth for your business.

Strategies for Marketing Pergola Packages

To maximize the profit potential of pergolas, effective marketing strategies are essential to attract clients and set your offerings apart.

• Highlighting lifestyle benefits can frame pergolas as more than just outdoor structures. Showcase how they enhance daily living by providing shade, creating stylish gathering spaces, and increasing property value.

• Customization options, such as automated louvers and integrated lighting, heaters, and sound systems,

SELLING PERGOLAS can significantly increase the scope of—and profit on—a luxury deck package. (Photos by StruXure)

CUSTOMIZED OPTIONS for pergolas include automated louvers and integrated lighting, heaters and sound systems.

can appeal to high-end clients, with visuals like 3D renderings or videos demonstrating the flexibility and luxury of these features.

• Leveraging social media platforms such as Instagram and Pinterest is another powerful tool to share contractors’ before-and-after photos, time-lapse installation videos, and user-generated content to inspire potential clients.

• Consider offering tiered packages that cater to various budgets and preferences, with options ranging from a “Classic” package featuring basic pergolas to a “Luxury” package that includes premium options, automation, and integrated add-ons like fans and screens.

• Optimizing for local SEO with targeted search terms ensures your business appears prominently when potential clients search for services in your area.

• Partnering with builders, contractors, architects, interior designers, and landscapers who can position pergolas as integral components of broader design projects—often in conjunction with custom decking— creates valuable referral opportunities.

Pergolas offer more than an added revenue stream, they provide a way to redefine outdoor spaces with innovative, high-value solutions. “It’s not just about offering a product,” said Attila Felkai, senior VP at StruXure. “It’s about becoming a partner in transforming outdoor spaces to elevate your services and differentiate your business in a competitive market.”

Appealing to High-End Clients

High-end clients demand quality, exclusivity and seamless experiences. Catering to this market requires focusing on premium materials, expert craftsmanship, and exceptional service. Highlight pergolas made from high-quality materials, such as powder-coated aluminum, for durability and elegance.

Providing concierge-level service, including on-site consultations, personalized designs, and project management, creates an effortless and enjoyable experience for clients. High-end customers value convenience

and attention to detail, so delivering tailored solutions secures trust and loyalty.

Incorporating advanced technology, such as motorized louvers, smart app integration, and programmable lighting, appeals to tech-savvy homeowners seeking cutting-edge features. Partner with manufacturers offering these options and emphasize them in your marketing to stay ahead of trends.

Seize the Opportunity

Offering pergolas presents a significant opportunity to diversify revenue streams, meet growing market demands, and position your business as a leader in outdoor living.

As the saying goes, “The best time to plant a tree was 20 years ago. The second-best time is now.” The same applies to expanding your business with pergolas. Don’t wait to capitalize on this growing trend—start boosting your bottom line today. MM

SCOTT SELZER

Scott Selzer is the founder of StruXure, manufacturer of louvered pergola systems (www.struxure.com).

BUILDERS’ GO-TO FASTENERS WHAT RETAILERS NEED TO STOCK

BY SARA GRAVES

FOR RETAILERS and wholesalers supplying the LBM industry, fasteners are more than just hardware— they’re an essential component of quality construction that directly impacts efficiency, durability, and ease of installation. Stocking the right brands and offering bulk purchasing options can position suppliers as the go-to source for builders looking to streamline their workflow.

A deep dive into contractor preferences reveals that builders rely on specific fastener brands for structural integrity, hidden fastening, and finishing touches. They also prioritize suppliers that offer bulk ordering, consistent availability, and responsive customer service.

Why Bulk Ordering Matters to Builders

Stocking fasteners in bulk isn’t just a convenience— it’s a necessity for builders who want to manage costs and avoid delays. Retailers that cater to these needs can secure long-term business by ensuring product availability and offering competitive bulk pricing.

Barnabas Domowski, owner of Maryland Decking, Pasadena, Md., estimates saving nearly $10,000 annually by purchasing large quantities of CAMO clips, Cortex for trim, and FastenMaster structural screws during the off-season. Mannie Fisher, owner of Walnut Hollow Construction, Ronceverte, W.V., turns to Fasco

for bulk orders, citing competitive pricing and free shipping.

Similarly, Tommy Holstein II of Solid Ground, Wentzville, Mo., sources bulk screws and bolts from Marine Bolt Supply. “We use a lot of Simpson structure screws. We try to make bulk orders on everything when it makes sense,” he says.

Some contractors also explore generic alternatives when possible. Brendan Casey, owner of Casey Fence and Deck, Frederick, Md., explains, “Nothing wrong with not having a brand name label attached to you. Just because a manufacturer makes one product really well doesn’t mean the others are up to snuff. If I put all my favorite brand logos on my rig, it would look like a NASCAR.”

Retailers That Keep Builders Coming Back

Reliable product availability is critical for builders who depend on a steady supply of the right fasteners for their jobs. Phil Andrews, of Andrews Decking Co., Campbellford, Ontario, Canada, specifically selects Starborn Pro Plug systems for composite decking because of their availability at his preferred retailers. “I use Starborn Pro Plug because my preferred yards carry or rapidly get them for me,” he explains.

PARTNERING with a diverse supplier like Midwest Fastener provides access to everything from the basics to specialty hardware.

Availability also extends beyond fasteners. Andrews supplements his framing work with brackets, hangers, and Simpson Strong-Tie hanger screws, emphasizing, “My yard carries boxes and boxes of a billion sizes.”

Top-Selling Structural Fasteners

For structural applications, GRK and FastenMaster fasteners were among the surveyed builders’ top picks. Scott Kelly, of Precision Construction, Golden, Co., notes the screws’ full-threaded design: “The screw is fully threaded, where most others have a smooth shoulder at the top under the screw head.”

Mike Covelli III, of MC Decks LLC, Aurora, Il., goes out of his way to purchase his coveted brand even though they’re pricier, stating, “I actually go to a different store to buy them, and they aren’t cheap, but they work.”

Hidden Fastening Systems That Sell

Hidden fasteners continue to gain market share as more builders shift toward composite and high-end decking materials.

Will Pendleton, owner of New Hampshire-based Brick Head Designs: Roofing, Siding, Decks, sees top-quality hidden fasteners as an essential investment, noting, “My favorite by far are those CAMO/Fiberon clips. I’d buy a pallet if I could.”

Shawn Eddy, of Eddy Family Contracting, Brunswick, N.Y., prefers CAMO Wedge clips for their ease of install and strong hold. He finds them “far superior for ease of install at only a slightly increased price—time is money.”

The Takeaway

Stocking the right fasteners—and making them available in bulk—helps retailers strengthen relationships with builders who rely on consistent supply and competitive pricing. Find out which brands your best customers prefer.

Then, beyond simply carrying the right products, offer competitive bulk deals, maintain strong inventory levels, and provide quick access to specialty fasteners so you’ll continue to win builders’ business. MM

FOR YOUR VIEW

HIDDEN FASTENERS, such as from DeckWise, continue to grow in use for builders of high-end decks.

PRE-CALL PREP, POST-ORDER & MISSED-ORDER STEPS

IT IS VITAL that we are prepared mentally and detail-wise before we make our sales calls. The first person we must sell is ourselves. We must be convinced before we make the call that we are going to put the deal together. Much like shooting a basketball or driving in golf, we must know that we are going to make the shot or split the fairway. If we think we are going to miss or hit it in the lake, we probably will.

The same can be said of sales. If we sound tentative our customers will be tentative. This is why it is important to do positive self-talk before we make the call. We are positively, naively confident that the customer will say yes.

We anticipate our customer’s questions and objections. Before we make the call, we must calculate delivered price, ship time, tally and all other particulars and variables (for example, can we change the tally or the ship time?). This may seem obvious, but you would be surprised how many salespeople are not prepared. This lack of preparation does not inspire confidence and will irritate a busy customer. If we have other orders on with the customer, we must know the details of when they are going to ship.

We must know why what we are promoting is a good deal. Many sellers present the product and wait for the customer to purchase. This works sometimes but it is much better to tell the customer why what we are offering is a good deal and ask for the order simply and directly. Example:

Master Seller: “Good morning, Sue.

------------ BY JAMES OLSEN

I have a great deal for you on three truck loads of 2x4 #2 SYP. The tallies are fantastic: 1-2-3-2-7, which is heavy 16’, just the way we like it. They are out of ABC Sawmill, which is our favorite, and we can space the shipments, so we don’t have to take them all at once. Do you want to put them on?”

Humans like patterns of threes. Master Sellers give three reasons the proposal is a good deal and ask for the order. The tone is relaxed and positive.

Post-Order Steps

The best time to sell someone is right after we have sold them. Their mind is open, their heart is open, and their PO book is open. As Robin Williams said in Cadillac Man, “At the moment of close I can’t get any closer to another human being.” They bought what we are promoting because it’s a good deal, so we do the following steps:

(1) Thank them. “John, thank you for the orders. I appreciate your business and trust.”

(2) Go over the details. This is a great way to reduce our claims. If we’ve got a detail wrong, it is better to find out now than when the product arrives at the customer’s yard.

(3) Thank them again. “I really do appreciate your business.”

(4) Congratulate them. “John, this really is a great deal. You know how we know that? Because you only buy great deals!”

(5) Ask for another order. “John, I don’t know if I can but if we can get three more for the same price and

push the shipment do you want to put them on?” One out of five will say yes.

Missed-Order Steps

When they lose an order, most salespeople sound defeated and ask, “Is there anything else you are looking for?” When we get beat, we get curious. Example:

Customer: “I just picked those up for $20/MBF less than what you offered me.”

Master Seller (confident, casual, curious tone): “Oh wow, that’s a smoking price. When are those shipping? What was the tally? Whose stock was it?”

Often customers will leave out pertinent information. In up markets they may have bought the “better deal” three weeks prior.

Then we do the same move we do after we get an order.

Master Seller: “That’s a great deal, John, I don’t know if I can, but if I can get three more like that for extended shipment, can we put those on?”

If we do pre-call prep, post-order steps, and missed-order steps every time, I guarantee we will sell more! MM

JAMES OLSEN

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WHY PAY DISCUSSIONS ARE IMPORTANT— AND HOW TO GET GOOD AT THEM

------------

BY SUSAN PALÉ

FOR MANY MANAGERS and supervisors, talking with employees about their pay ranks right up there with a root canal on the misery scale. Those conversations have never been easy, but as wage growth slows and prices for just about everything increase regularly, pay becomes increasingly important to your employees.

Keys Findings

For some context, Pew Research Center conducted a survey of over 5,000 employees in late 2024 to gather their input about their pay. The key findings include:

• 50% of surveyed employees were extremely/very satisfied with their pay

Q . We had an employee give two weeks notice. However, they have been creating tension in the workplace, and we want to end their employment before the two weeks are over. What are our options?

A . Assuming the employment is at-will, meaning either party can end the relationship at any time with or without cause or notice, you can let the employee go at any point. However, if you do not let the employee work the full two weeks, it may change the resignation into an involuntary termination, especially for unemployment purposes. This would mean that, if the employee filed for and successfully was awarded unemployment benefits, they could last until the employee is employed again, even beyond the two-week period.

Instead, you could let the employee go, but pay them for the full two weeks. This should preserve the voluntary resignation (although unemployment may be awarded for another reason—it is up to the adjudicator).

Be sure to also pay the employee for any other payments they are entitled to under the law or company policy, such as unused vacation or paid time off.

• 38% were somewhat satisfied

• 12% were not satisfied

On the surface, that looks like good news for employers. But scratching below the surface finds this:

• 76% of surveyed employees believe they regularly go “above and beyond” in performing their jobs

• Two-thirds of those who were somewhat satisfied with or not satisfied with their pay feel that their pay does not reflect the work performed

• And 69% of the above group report that they struggle to pay bills. Employees at all levels—not just those in entry or low-pay positions—participated in the survey

There are many similar surveys and information available, but a key takeaway is that employees care about their pay and want to be paid fairly. That means communicating regularly and effectively about compensation. Unfortunately, there isn’t a 10-step guide to make this easy. But there are things you can do to improve the process.

Procedures and Communication

Your compensation policies and procedures should always be documented and communicated. This doesn’t have to be complicated—you may not need salary grades and ranges—but you should have written information about how pay and pay raises are determined. When are employees eligible for increases? How are these increases determined (e.g., pay for performance, cost of living, profit sharing)? Is market information used to determine the increase amount? Are there additional increases employees may be eligible for?

Collecting Relevant Market Data

Collecting and updating market information is important to remaining externally competitive. This can be a relatively straightforward task if all your employees work in a single location, but as you expand to multiple

locations and hire remote employees, collecting relevant market data becomes increasingly critical. For example, average pay for corporate accounting positions in the New York City metro area is 36.5% higher than the national average; average pay in Mobile, Al., is 14% lower than the national average.

It’s common for new hires to demand—and get—salaries that are higher than those of current employees doing similar work. Often, employees who have been in the same role for a long time are paid at or above market rates and aren’t eligible for the same increases as newer employees. These situations create what is known as salary compression and make pay discussions about internal equity even more difficult.

You may also be subject to legal requirements when talking to your employees about pay. Twelve states and the District of Columbia now have some type of pay transparency law, and another 13 states are considering this legislation in 2025. The laws vary and are complex, but the common requirement that employers list salary ranges on job postings often results in employees finding out about pay ranges for their positions by seeing a job posting on ZipRecruiter or Indeed.

All of the above information serves as the foundation for a discussion about pay. If you are a manager or supervisor, be sure you understand this context before you sit down to talk with your employees. And when it’s time for the discussion, keep these four things in mind.

1. Clearly communicate the pay decision and the rationale behind it.

This is absolutely critical. If an employee isn’t getting an increase because of poor performance, say so. Then discuss what needs to be done to improve performance and when the employee will be eligible for an increase.

The most difficult discussions are often with employees who feel they go “above and beyond” (the 76% in the Pew survey mentioned above), but are paid at or above market. In these discussions, it’s important to acknowledge the employee’s contribution, but explaining why no increase or a small increase will be given is just as important.

2. Don’t negotiate—ever.

If you’ve made a pay decision based on employee performance within the company’s policies and procedures framework, that’s it. As pay transparency increases, employees may know the salaries of others and want to discuss them. They may also have salary information from online sources and want to use those numbers to discuss and negotiate.

Don’t get involved in these discussions. Your job is to clearly communicate the pay decision and that the decision is final.

3. Listen.

It’s hard to listen when you’re in the middle of a difficult discussion, but listening is important. Listening helps you understand the employee’s perspective of their performance and pay, and can also provide additional information helpful to both of you.

Employees may need additional training or experience to improve their performance. They may not have the equipment or information needed to fulfill their job requirements. They may want to know what is needed to be considered for promotion. As a manager or supervisor, these are issues that you can sometimes—not always—resolve.

4. Communicate regularly about compensation.

One way to accomplish this is through a Total Rewards Statement. These statements help employees understand the true value of working for an organization by focusing not only on compensation and benefits but also on the non-quantifiable perks that your organization may offer. MM

SUSAN PALÉ

Susan Palé, CCP, is vice president for compensation with The Workplace Advisors. Reach her at (877) 660-6400 or contact@theworkplaceadvisors.com.

A GROWING TRADITION FOR ALL

years of age, enjoy socializing with great people, live life with a code of ethics, and have a desire to give back to your community, Hoo-Hoo is for you! We invite you to learn more about Hoo-Hoo International and your local chapter, how you can become a member. Who is a Hoo-Hoo?

Its programs offer members information about worthwhile matters both in and out of the industry. Together with other professionals, you have an opportunity to grow and learn. Hoo-Hoo broadens your mind and forges friendships that will last a lifetime. Besides social events, many focus on community service. Why Hoo-Hoo?

BUILDERS FIRSTSOURCE BUYS TRUCKEE TAHOE

Family-operated Truckee Tahoe Lumber Co., Reno, Nv., has been acquired by Builders FirstSource, Irving, Tx.

Founded in 1931, Truckee Tahoe operates seven locations, including lumberyards in Truckee and Tahoe City, Ca., and McCarran and Sparks, Nv.; a design center in Truckee; truss

and components plant in Reno; and corporate headquarters in Reno.

Builders FirstSource operates approximately 590 locations in 43 states, making it one of the largest U.S. suppliers of building products, prefabricated components, and value-added services to construction professionals.

SIMPSON STRONG-TIE OPENS LAS VEGAS DC

Simpson Strong-Tie, the leader in engineered structural connectors and building solutions, celebrated the grand opening of its newest distribution center in Las Vegas, Nv., on March 18.

The 59,436-sq. ft. facility now serves as the primary distribution center for the company’s products throughout the Las Vegas region, allowing for faster and more convenient service to contractor and lumber and building material (LBM) supplier customers.

The facility also houses offices and a spacious training center for company, customer and industry partner meetings, professional development and collaboration. This versatile 4,470-sq. ft. space has capacity for 297 guests and features a state-of-the-art audio/visual system. It also includes a demonstration room to facilitate hands-on training

with Simpson Strong-Tie products.

“The Las Vegas area is not only one of the largest territories in our Southwest region, it is a growing market for us, offering abundant opportunities to serve our customers and industry partners,” said Zack Harrison, senior vice president for Simpson Strong-Tie’s Southwest region. “This new facility will help us to expedite products to customers in the area within 24 hours and enable same-day will-call, providing customers with improved access to a wide variety of inventory as well as our in-house support and field staff expertise.”

As of the grand opening, the facility housed 872 separate SKUs across product lines that are most popular in the Las Vegas territory. These include connectors for wood and steel construction, screws and nails, anchoring systems, shearwalls

Lumber Plus, Kanab, Ut., is expanding from 7,000 to 10,000 sq. ft. and remerchandising as it switches to Do it Best as its primary supplier.

Cook & Boardman Group, West Columbia, S.C., has purchased Building Material Supply Inc., with locations in Phoenix, Az., and Edina, Mn. The yards will continue to operate under the BMSI name.

Elk Creek Forest Products, McMinnville, Or., completed its acquisition of All-Coast Forest Products, Cloverdale, Ca.

Rustic Lumber Co. opened a new showroom in Park City, Ut.

Ace Hardware franchisee Brett Stephenson has opened a second location in Loveland, Co.

Huff Lumber Co., Santa Fe Springs, Ca., is now distributing Allura fiber cement siding, panels, backerboard and trim.

Snavely Forest Products, Denver, Co., is now distributing Tando Composites’ Beach House Shake and TandoStone cladding throughout Colorado.

International Wood Products, Clackamas, Or., was named TAL Building Centers’ Vendor of the Year.

Crystal Pacific Window & Door Systems, Riverside, Ca., unveiled a newly redesigned website, www.cpwds.com.

and outdoor decorative hardware. At full capacity, the distribution center can hold more than 1 million lbs. of products.

GOLD BEACH ADDS 2-UNIT HENNICK’S

Gold Beach Lumber Yards, Gold Beach, Or., has expanded to nine locations in western Oregon with its acquisition of Hennick’s Home Center in Bandon and Lakeside, Or. Gold Beach plans to increase inventory levels and improve facilities, equipment and technology at the new locations.

Family-owned Hennick’s Home Center was established in 1988. Both Gold Beach and Hennick’s Home Center are Do it Best co-op members.

RIBBON CUTTING marked the opening of Simpson Strong-Tie’s newest distribution center in Las Vegas.

PARR LUMBER EXPANDS IN OREGON

Parr Lumber opened its newest location in Damascus, Or.—its 24th lumberyard and 47th overall location. A grand opening ceremony was held April 19.

Managed by Scott Misso, the facility offers a complete line of lumber, building materials, and outdoor living products. Its expansive showroom includes a Design Center showcasing windows, doors, millwork and cabinets. For builders, the team’s sales and design professionals offer material take-off estimates, roof and floor truss design, wall design for the Opti-Frame system, and a 48-hour delivery commitment for the large assortment of products in stock.

“We are committed to being the market-leading home-building source in the Pacific Northwest,” said CEO Mike Howell. “In an age dominated by big-box retail stores, we strive to offer a personable consumer experience, drawing on our 95 years of providing legendary customer service. For us, builders and homeowners are more than just a transaction—we aim to build longterm relationships and partner with them to help build a better tomorrow by improving homes that our local communities need and benefit from.”

Since its inception in 1930, Parr has expanded its supplies and solutions beyond lumber to supplying builders with everything they need through five different divisions: Parr Lumber, Parr Design Centers, Parr Windows, Parr Door & Millwork and Parr Truss.

RP PURCHASES WYOMING’S ALDRICH

R.P. Lumber Co., Edwardsville, Il., has acquired Aldrich Home Center, Powell, Wy., effective April 11.

Aldrich Home Center is a family-owned hardware store and lumberyard that has been an integral part of the Powell community for decades. This will be the Midwestern chain’s third location in the Equality State and first in Park County. Renowned for its wide selection of tools, paint, and building materials, the store has long been a trusted resource for both professional tradesmen and DIY homeowners. Terms of the transaction were not disclosed.

Aldrich Home Center was originally founded in 1949 as Aldrich Lumber, and in 2001, Ken VanGrinsven purchased the business after working there for 18 years.

For the past few years, Ken and his wife, Jan VanGrinsven, have been looking for a successor to continue the legacy of the business and secure their retirement.

“When we met with R.P. Lumber, it was clear they weren’t just looking to expand their operations—they were focused on preserving what we’ve built here in Powell,” said Jan VanGrinsven. “They showed a genuine commitment to our employees, our customers, and the community, which made our decision easy.”

R.P. Lumber president & CEO, Robert L. Plummer, expressed his admiration for the VanGrinsvens and their business. “Ken and Jan have built a loyal customer base in Powell. They’ve navigated the ups and downs of this industry with a dedication to quality products, fair pricing, and exceptional customer service. That’s exactly the type of business we are proud to carry forward in Powell.”

Ken VanGrinsven added, “Powell is an honest, trustworthy, and friendly community, and the leadership team at R.P. Lumber shares those same values. We felt confident that they would be the right fit to carry on our legacy when we step away.”

Aldrich Home Center has been a cornerstone of the Powell community, serving a mix of roughly 40% professional contractors and 60% do-it-yourselfers. The store features a 7,700-sq. ft. showroom and a fully operational lumberyard, providing a wide range of tools, building materials, and home improvement products. “We are humbled to have the opportunity to be stewards of this long-time operation and all the goodwill the VanGrinsvens have built with their team, their customers, and the entire community,” added Plummer.

With this acquisition, R.P. Lumber plans to retain the existing employees at Aldrich Home Center and expand both the branch’s inventory and job-site delivery service area. The addition of a third Wyoming location allows R.P. Lumber to further extend its reach and better serve the region.

Founded in 1977, R.P. Lumber operates 90 locations throughout Illinois, Missouri, Wyoming, Iowa, Wisconsin, and South Dakota, as well two truss manufacturing facilities.

MOSO EXPANDS IN THE WEST

MOSO North America is picking up new dealers and distributors for its MOSO Bamboo products, particularly along the West Coast.

Boise Cascade has expanded its relationship with MOSO, adding the products at its Woodinville, Wa., distribution center.

MCM Marketing, Salmon Creek, Wa., will help MOSO’s continued growth in the Northwest.

In Northern California, Golden State Lumber is a new stocking dealer of MOSO Bamboo at its locations in San Rafael, Brisbane, Concord, Newark and Santa Rosa.

Big Creek Lumber in Vallejo, Ca., is now stocking MOSO Bamboo products, featuring the first stand-up display rack in the country.

Big Creek Lumber in Santa Cruz, Ca., added a MOSO Bamboo outdoor display to showcase decking products.

To further its reach, Sean Barrett has joined MOSO North America, helping business development in Southern California.

JUST-OPENED location in Damascus, Or., is Parr’s 24th lumberyard and 47th facility overall.

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------------| MOVERS & SHAKERS

Chris Swanson has been named president of Swanson Group, Glendale, Or. Steve Swanson, who has managed the company since 1988, will continue as CEO and chairman of the board.

Vaughn Emmerson has been appointed vice president of lumber operations for Sierra Pacific Industries, Anderson, Ca., overseeing the company’s lumber business, including millwork, veneer, biomass energy, fabrication and trucking.

Spencer Lawston has been promoted to sales mgr. at OrePac Building Products, Phoenix, Az. Markus Trail, ex-Parr Lumber, is a new territory mgr. with OrePac in Spokane, Wa.

Michael Dionne, ex-Disdero Lumber, has been named regional director of sales for Bozarth Sales, Chehalis Wa.

Rick Escalera, Ganahl Lumber, San Juan Capistrano, Ca., has relocated to the Los Alamitos, Ca., branch as an inside sales account mgr. Omar Aduna, ex-Sherwin Williams, is now with Ganahl in outside sales to Orange County Ca.

Jennifer Bowles, ex-Lowe’s, has moved to the outside sales team at Builders FirstSource, Prescott, Az. Tony Scuderi is a new kitchen & bath design specialist at BFS in Phoenix, Az.

Rich Tew, ex-Builder’s Alliance, has rejoined Western Forest Products, Mount Vernon, Wa., in outside sales.

Daniel Mason, ex-Weyerhaeuser, is a new territory mgr. and Milena Keratsinova a new product mgr. for BlueLinx in Portland, Or.

Dan Milfred has been promoted to chief operating officer/ executive vice president for PWT, Burlington, Wa. Matt Caissie is now senior vice president of sales, and Brian Cullen is senior vice president of operations.

Stephen West, ex-Zarsky Lumber, has been named Region 3 mgr. for Mead Lumber, overseeing locations in Montana, Colorado, Wyoming and South Dakota. He succeeds Jim Sturm, who retired after 13 years with Mead, following 23 years with United Building Centers/ ProBuild.

Jeff Leles, US LBM, has been promoted to vice president of sales for the Meeks West/Homewood Lumber division, Rocklin, Ca. Shawna Gonzales is new to outside sales with Meeks/Homewood in Rocklin.

Scott Barker, ex-Builders FirstSource, has moved to SCH Builders Supply, Menifee, Ca., handling sales from the San Francisco Bay Area.

Lucy Huerta has been named branch mgr. at Beacon Building Products, Casa Grande, Az.

Bishop Mitchell has joined Canby Builders Supply, Canby, Or., as pro sales coordinator.

Sandra Jacoby has been appointed senior vice president of human resources for Kodiak Buiding Partners, Englewood, Co.

Dave Mello, ex-Weyerhaeuser, is new to LP Building Solutions, as territory sales mgr.-one step for Idaho.

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Cole Gibbs, Boise Cascade, is now a national account mgr., based in Pueblo, Co. Zach Zeise has been promoted to plywood sales & production coordinator for Boise Cascade in Boise, Id.

Kelly Haberer has been appointed western regional sales mgr. for Knight Wall Systems, Deer Park, Wa. She is based in Denver, Co.

Sophia Un, ex-Concannon Lumber, is now an international sales assistant for Hampton Lumber, Portland, Or.

Christopher Allen was named general mgr. of Baldwin Lumber, Loon Lake, Wa.

Hunter Thornton, Weyerhaeuser, Eugene, Or., has been promoted to regional products mgr.

Jesse Aguilera has joined ABC Supply, Long Beach, Ca., as regional construction mgr. Kyle Hancock, ex-SRS Distribution, is new to outside sales for ABC Supply in Carson, Ca.

Emily Swift Foltz is a new technical sales rep with RedBuilt, Portland, Or. Jackie Ryser is now mass timber design lead and Joshuah Shannon a new Hillsboro, Or.-based inside technical sales rep.

Julie Howard has been named president of GeorgiaPacific’s Gypsum Business, Atlanta, Ga.

Wesley Bourland, ex-NWH, has joined Stella-Jones, as senior VP and COO.

Tim Hussion, director of national accounts at OrePac Building Products, Wilsonville, Or., served as 2025 Corporate Walk Chair for the Leukemia & Lymphoma Society: Pacific Northwest Region’s Light the Night

STRONG! START

GOODBYE, CHARLIE: Bohnhoff Lumber Co., Los Angeles, Ca., has moved the late Charlie Bohnhoff’s antique oak desk to the company’s office and surrounded it with mementos that, the company explained, “continue to inspire us every day. His passion and dedication live on through the daily work we all do.” Bohnhoff, third-generation owner, passed away on Nov. 27, 2024, at the age of 94.

event, which raises funds for research and support for blood cancer patients and their families.

Jessie Zundel, Parr Lumber, Spokane, Wa., has been appointed to the Spokane Home Builders Association board as an outside director.

Brighton Early joined the opening shift at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

FiNiSH

HOW TO THRIVE IN TODAY’S LUMBER INDUSTRY

A SPECIAL SECTION FROM THE NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION

PLAYING THE WAITING GAME

AT THIS POINT we’re all holding our breath and trying to determine what is going to happen with the Trump Administration’s tariff policies and their effect on the North American lumber supply chain. The market has been somewhat frozen the last few weeks as we’re all preparing for the unknown.

After the initial announcement in early March, quickly followed up by a delay in any official policy, we were all waiting for what was going to come from the Trump Administration’s next round of tariffs on April 2. Now we know the lumber market was virtually unscathed, meaning imports from Canada, and any other country for that matter, will not be subject to any further tariffs. This could change at any time, but for now it seems there won’t be any movement until the investigation included in section 232 of Trump’s executive order is complete.

What Trump is trying to do is

BY KYLE LITTLE

bring the lumber industry back to the United States in order to make the country more self-sufficient in terms of its lumber and timber supply. Over the last 10 years, we’re fallen behind in housing. We’re still roughly 1.5-2 million homes short of what the actual needs are for shelter in the United States. Affordability remains an issue in the post-Covid world, so this study into understanding lumber supply and production in the U.S. and how it will provide some relief for builders is extremely important.

Right now, the U.S. only produces about 70-75% of the lumber that is consumed here with most of the difference coming from Canada. Cutting off that flow of supply would have a huge inflationary impact. The temporary move to not impact the flow of Canadian supply into our country, which has been a mutually beneficial flow for over 100 years, will provide more time to prepare.

So right now we’re business as

usual. However, long-term we’re going to have to face the fact that we will need to find alternative supply to meet the demand. Short term, this delay will provide us relief in that we don’t need to enter panic mode and scramble to find that supply.

But make no mistake, this report from Executive Order 232 is coming. While its outcome is yet to be determined, taking appropriate measures to solidify your supply chain should be moved to the top of the priority list for the remainder of 2025. MM

KYLE LITTLE

Kyle Little is chief operating officer of Sherwood Lumber, Melville, N.Y. (www. sherwoodlumber.com), and current chair of the North American Wholesale Lumber Association.

RELY ON ROSBORO

Rosboro’s been mastering glulam since 1964, building a legacy of strength. In 2010, we launched the X-Beam®—the industry’s first full-framing-width architectural beam—solidifying our lead as North America’s premier glulam supplier. It’s all we do, and we do it for our partners like you.

With unmatched service and in-house engineering, we keep your stock ready and your orders seamless, so you can focus on builders instead of bottlenecks. We’re investing in glulam’s future—and yours—adapting to your needs as they evolve. Decades of proven stability mean you can count on us, order after order.

Rely on Rosboro to keep your glulam business strong.

PRACTICAL USES OF AI IN THE LUMBER INDUSTRY

BY MICHAEL WELCH

FIVE YEARS AGO, writing an article on how AI might impact the lumber industry would require several hours and several drafts. Fast forward to today and all I have to do is ask AI to do it for me. Don’t worry, I actually spent the time writing this.

The principles and permissions for use of AI vary dramatically from person to person in our industry: “Thou shalt not use” to “what is AI?” to companies hiring AI engineers to replace other jobs in their trading companies.

My principle is this: the use of AI is required basic proficiency for any person I hire. Here is how I state that job requirement: Must be able to demonstrate AI prompting skills to improve efficiency of self, peers and company.

This article contains three “see for yourself” examples. The intent is that you use this as an exploration guide and actually do exactly what I outline below so you can see for yourself. When I say, “go to ChatGPT” and give you a link, you should go there. And you should type the prompt I suggest and watch what happens and interact. You might have done all this before, but each time I interact with one of the AI LLMs (Large Language Models) I learn something new. I think you should too!

Example 1: The importance of context when using AI. Go to chatgpt.com and ask, “What is a 4x4?”

Did you do it? You probably received something back about 4-wheel drive vehicles. Because if you prompt without context, the AI doesn’t have a framework for its research or response. Now try it again with this specific prompt and see what happens: “You are a wholesale lumber trader specializing in softwood lumber. What is a 4x4?”

If you fail to establish context when using AI, your re-

sults will be unreliable, and you are especially vulnerable to incorrect information produced by AI. Prompting with the proper context is a critical skill for the use of AI.

Example 2: Using AI to create a concise summary of complex information.

Use the same AI chatgpt.com and ask it to summarize a document. You could paste text from a legal agreement or anything on your desktop and ask: “review this document and give me a summary of the critical elements.” Or, as is becoming commonplace in our industry, you can take market summaries from publications and enter them into AI asking for a brief summary to post as a LinkedIn market report. In the latter example, you’ll be surprised at how much the summary sounds like a lumber trader. You might even begin to question who is creating original thought vs. repeating what everyone else is already saying, regardless of whether they use AI.

Example 3: Understanding advanced capabilities of AI.

One compelling question: Can AI replace the role of the lumber trader? It may be able to create market reports that sound like a lumber trader, but what about the advanced skills of a lumber trader?

In my prior company we created an AI lumber trader. It wasn’t perfect, but it was spooky-good at acting human. It also had better data analysis skills than any trader. Oh… and it could also write code and speak foreign languages.

Try this: Go to claude.ai. You’ll have to go through a few steps if it is your first use. But it’s free and totally worth it. Once you are in, enter this specific prompt: “Can you write a simple app to calculate board feet per truck of lumber?” Make sure you watch as it creates the code in front of you.

Here is a snippet of code:

It took about eight seconds. And where in my prompt did I ask for common lumber presets? I didn’t, but it was a good idea, so Claude just did it!

Yours will look different. And they both may be wrong. Try punching-in some numbers. Then tell Claude what went wrong by repeating some of the calculations on your own. Example response to Claude: “Are you sure you used actual instead of nominal in the board foot calculation?” And then think about this: If software engineers can create software to make their work 1000x faster or replace them entirely in creating an application for a lumber trader, then why can’t AI make lumber traders 10x or 100x faster in what they do?

Conclusion

A dishwasher fundamentally changed how much time a person spends doing dishes. But you still need to load it and unload it. AI is another tool, like a dishwasher in your home. A very powerful tool in the right hands. I am not ignoring it, or disparaging it, or pretending my skills and knowledge are so special they cannot be improved or replaced. Quite the opposite. If you don’t demonstrate proficiency with it, then you won’t work on my team. MM

MICHAEL WELCH

THE INFLUENCE OF MOBILE SOLUTIONS ON BUSINESS SUCCESS

BY MICHELLE SPENCE

IN TODAY’S competitive landscape, mobile solutions aren’t just a nice-to-have—they’re a must to keep up with the Joneses. The benefits of mobile apps can impact many areas of your operations, from inventory tracking to customer service. Whether it’s reducing mistakes or turning up the dial on productivity, the latest and greatest in mobile solutions is flipping the script on how we do business. Here are five ways mobile solutions can empower your business to drive growth and success.

1. Improved Accuracy

In today’s fast-paced business environment, accuracy is a necessity. Mobile solutions have completely changed the game when it comes to reducing human error in data entry and transaction processing.

Let’s face it. Manual input is a time-consuming and blunder-prone minefield, often leading to costly mistakes and inefficiencies. But with mobile solutions, a team can enter data directly into the system in real time. This minimizes errors from duplicate or delayed data entry and makes sure that information is up-to-date and correct.

2. Enhanced Efficiency

Efficiency isn’t just a buzzword. It’s the secret sauce to success in a world that never slows down. To stay competitive, we need to optimize our operations to keep up with the ever-rising bar set by customers and market trends. By adopting mobile applications, you can build efficiency with streamlined workflows and automated manual tasks.

Imagine mobile tools that instantly update tasks, notify the right people about deadlines, and provide real-time insights. No more endless check-ins and follow-ups—just smooth, efficient operations. And integrations with other systems create efficiencies with seamless workflows that save time and reduce errors.

3. Better Inventory Control

With better inventory control, you can say goodbye to stockouts and overages, making every item count.

Mobile warehouse apps are like your inventory’s BFF. They can provide predictive analytics, helping businesses anticipate demand and adjust their inventory levels accordingly.

Applications like DMSi’s Agility Mobile Warehouse Tools allow warehouse staff to scan barcodes and update stock levels in real-time. Picture a warehouse worker zipping around with a smartphone or tablet, scanning barcodes and updating stock levels on the go. This real-time data entry ensures accuracy and eliminates the need for manual entry, saving you a ton of time.

4. Increased Productivity

It’s the name of the game, folks. And how do we get there? By weaving technology into our daily routines.

MOBILE SOLUTION: DMSi’s Agility Mobile Warehouse Tools app allows companies to manage their warehouse in Agility ERP from a smartphone.

Mobile apps act like personal assistants, keeping us on track, informed, and moving forward. Real-time updates, notifications, and to-do lists are just a swipe away. You can high-five your teammates on a job well-done without leaving your desk or the warehouse floor. Increased productivity and collaboration allow your team to focus on more strategic tasks, rather than getting bogged down by administrative duties. It’s a game-changer, cutting out the busywork and ensuring we’re all aligned.

5. Data-Driven Decision Making

The ability to make data-driven decisions quickly is a competitive advantage. And it all starts with the right data. Real-time data analytics is transforming the business world for the better, making it easier than ever to access the critical information we need. Imagine having the latest insights at your fingertips. No more waiting for reports to land on your desk. Businesses can quickly address customer trends, inventory issues, and operational challenges before they become problems. This isn’t just about speed. It’s about making informed decisions and responding to market changes and customer needs more effectively.

In today’s business world, mobile solutions provide a comprehensive set of tools and features that can help businesses improve operations. By embracing mobile apps, businesses can stay competitive, innovative, and responsive to the ever-changing market.

Whether you are looking to streamline workflows, improve customer engagement, or drive growth, mobile solutions are a powerful ally in not just keeping up but actually leading in this competitive market. MM

MICHELLE SPENCE

Michelle Spence has over 25 years of experience in hardwood lumber and moulding/prehung door distribution. She joined DMSi in 2014 and is a productivity solution consultant for Agility Mobile Warehouse Tools (www.dmsi.com).

HOW INFORMATICS CAN HELP BETTER MANAGE HEALTH PLAN COST DRAINS

------------ BY SAMANTHA BRADLEY

AS SLOWING ECONOMIC growth combined with fast-rising prices suggest a period of stagflation may be on the horizon, building products firms are well-advised to take a hard look at strategies that will relieve cost pressures now and in the future.

A good place to start is with their health benefits, a seemingly never-ending source of financial pain. But the Consolidated Appropriations Act of 2021 gave small and mid-sized firms the same access to benefits data that large businesses enjoy, increasing transparency over plan perfor-

mance and cost drivers. And with that, improved tools are now more widely available to help them stem health plan cost drains.

Tackling the pain of rising benefits costs

Taking advantage of these tools is critical when health benefits typically account for 30% to 40% of a mid-sized company’s total compensation budget. This year, health benefits costs are on track to rise by over 5% for the third consecutive year. Escalating prescription drug costs have

exerted much of the pressure, having risen 10% to 12% in 2024 alone.

This year’s top cost-saving strategies, according to one survey, are to increase employee education about health plan features and costs, and to implement or expand wellness programs. Both drive good long-term results. Other solutions, though, like increasing the employee cost share, can have negative health and cost consequences over the long term.

A smart—and more sustainable— solution to better manage health plan costs is to apply data analytics and clinical informatics to their health claims data. This combination leads to a clearer understanding of plan utilization fundamentals. More importantly, it lends deeper insights into the conditions that are behind the claims and the scope of their risks.

Ultimately, such efforts don’t only lower costs. They lead to healthier employees, too.

Understanding analytics vs. informatics

It starts understanding what each of these disciplines are and how they work.

Applied to healthcare claims information, data analytics provides a “snapshot” of diseases and dollars, explicit knowledge that involves data correlation, is pattern driven and observational, among other aspects. Clinical informatics is an interdisciplinary medical sub-specialty that uses data analysis and technology to provide tacit knowledge.

As academia’s adage would have it, analytics tells you your hair’s on fire. Informatics tells you why. When utilized together to examine health benefit claims, the root causes of risks to the plan are revealed. It also shows the way to smarter clinical and administrative decision-making.

What it means in practice

Clinical informatics applied to health plan claims might suggest alternative patient care regimens. It might also identify outdated or unnecessarily expensive treatments. It has also illuminated billing errors, saving firms considerable money and giving them better control against waste and fraud. With other uses, like assisting in navigating stop-loss lasers applied to high-risk plan members, clinical

informatics improves control over plan management.

Factoring predictive modeling and generative artificial intelligence into the mix can further boost the power of informatics by identifying issues before they grow into a costly health plan drain.

Take the deep dive that we took with informatics at HUB International to dig into what was behind out-ofcontrol mental health claims. Among the causes that we uncovered: A gap between the provision of medications and therapy followup visits. Additionally, the employee assistance plan’s three annual visits per member were not utilized because in-network mental health professionals were overbooked and unavailable. In response, the employer added resources. This improved access and employee well-being. It also reduced medical claims.

Toward cost-effective (not cheap) plans

Today’s improved transparency over plan performance and cost drivers puts the onus on employers, as fiduciaries, to be smart in using the tools now available to them. A holistic

strategy applying data analytics and clinical informatics can be invaluable; a knowledgeable insurance broker is an important resource.

Still, it’s important to know that a “cheap” healthcare plan isn’t the same as a cost-effective one. A plan that doesn’t cover an expensive but effective medical procedure in favor of less-aggressive treatment might save money up front. But that approach may just postpone the inevitable, and cost more in the long run. Informatics helps evaluate those decisions. MM

Samantha Bradley is senior vice president, employee benefits at leading global insurance brokerage HUB International Oregon (www. hubinternational.com). With over 10 years of experience in the employee benefits industry, she facilitates and manages complex benefit program initiatives for a wide range of clients.

FROM LOG TO FINISHED LUMBER, WE SPECIALIZE IN ALL THINGS WESTERN RED CEDAR, INCLUDING:

SAMANTHA BRADLEY

HOW ACCESS TO MORE DATA CAN IMPROVE YOUR LBM BUSINESS

SAVVY WHOLESALERS and retailers are increasingly relying on data to drive decisions, streamline operations, identify new prospects, and improve customer experiences. BPD asked three of the LBM industry’s premier providers of tools for data collection and analysis to share ways that access to more data can help you improve your business.

RDB Solutions

By Kevin Stanton, founder and software architect

In today’s competitive marketplace, you need more than just intuition to stay ahead—they need actionable insights derived from data. Understanding customer purchasing patterns, predicting demand, and optimizing inventory are critical to long-term success. That’s where integrated data tools come in.

RDB Solutions’ software provides built-in data compilation tools that help wholesalers harness the power of their historical sales data. By leveraging these resources, businesses can make informed decisions, improve customer relationships, and drive profitability.

The right software data tools will gather and analyze key sales metrics, offering wholesalers an in-depth view of their business trends. Here’s how they help:

1. Forecasting Sales and Predicting Seasonality

By analyzing past sales data—including what products customers bought, how much they purchased, and in which months—RDB Solutions’ tools help wholesalers identify seasonal trends. This allows them to predict:

• When demand for certain products will rise or fall

• What months generate the highest revenue

• How to adjust marketing and sales strategies accordingly

2. Identifying New Business Opportunities

With access to comprehensive data, wholesalers can pinpoint patterns in customer behavior, uncovering:

• Gaps in product offerings

• Upsell and cross-sell opportunities

• Emerging market trends that can drive new revenue streams

3. Optimizing Inventory Management

Understanding past purchasing behavior helps businesses anticipate future needs. By employing smart data, wholesalers can:

• Stock up on high-demand products before peak seasons

• Reduce excess inventory to avoid waste

• Ensure they always have the right products available at the right time

4. Smart Investment in New Products

By tracking which products perform well, businesses can make data-backed decisions on which new products to introduce. Instead of guessing, wholesalers can analyze trends and confidently invest in offerings that align with their customers’ needs.

5. Enhancing Customer Service

Data isn’t just for internal decisions—it’s also a powerful tool for building stronger customer relationships. By understanding what customers buy and when, wholesalers can:

• Offer tailored product recommendations

• Proactively reach out before customers place repeat orders

• Strengthen trust and loyalty through personalized service

RDB’s integrated software solutions equip wholesalers with the tools they need to thrive in a data-driven world. With real-time access to reports, forecasting insights, and sales analytics, businesses can stay ahead of trends, optimize inventory, and provide exceptional service—all while driving growth and profitability.

Red Book Lumber Data

By Trent Johnson, director, lumber data services

In the lumber industry, where credit management is critical, Red Book Lumber Data offers a significant data resource. Each month, Red Book Lumber Data collects billions in accounts receivable (A/R) data from various industry stakeholders, including mills, manufacturers and wholesalers. This data is then evaluated to produce credit ratings, scores, and reports specifically tailored for the lumber sector, aiding professionals in making informed financial decisions.

Red Book Lumber Data’s team actively communicates with credit managers within the industry. We analyze pay-

ment trends and business developments, providing insights that are crucial for understanding the financial health of clients and prospects. Understanding the fast-paced lumber market requires us to keep our community up-to-date on financial trends, which is vital for strategic business decisions.

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delivering an attractive knotty appearance while offering exceptional savings. It is highly efficient in yarding, requiring minimal investment to maximize profit potential.

RED BOOK Lumber Data compiles industry-specific data that aids not just your credit department, but also sales and purchasing.

How Access to More Data Can Improve Your Business

(Continued from previous page)

By integrating industry-specific data with broader commercial credit information from Experian, Red Book Lumber Data facilitates a detailed credit risk assessment. This combination ensures that the evaluations are both accurate and relevant to the unique challenges and opportunities within the lumber trade.

The service also includes monitoring tools that alert users to significant credit events, helping them to react promptly to changes in their customers’ financial status. In cases where debts are difficult to collect, Red Book Lumber Data provides assistance in receivables management.

For those involved in the lumber business, Red Book Lumber Data is an important part of the data landscape, offering insights that enhance credit management. It represents a foundational tool for understanding and navigating the financial aspects of the industry.

In today’s fluctuating markets, sales professionals in the lumber industry are under constant pressure to expand and diversify their customer base. Red Book Lumber Data aids this process by providing comprehensive data on over 20,000 buying organizations including wholesalers, secondary manufacturers, distribution yards, and retail lumberyards. This resource allows sales teams to efficiently segment and target potential customers based on criteria like location, products or species handled, and business size.

Similarly, on the procurement side, Red Book Lumber Data assists buyers in finding reliable suppliers, offering an alternative to the often-unreliable results of general internet searches. The database includes nearly 3,000 lumber mills and over 3,000 wholesalers, enabling buyers to quickly identify and evaluate potential suppliers. Moreover, Red Book Lumber Data provides detailed information such as the start date of businesses, and key contacts, which is crucial for due diligence when considering new suppliers or market expansions.

As the industry faces consolidation, Red Book Lumber Data serves as an invaluable tool for analyzing new market opportunities, whether for territorial growth or the introduction of new product lines.

Fastmarkets

By Dustin Jalbert, senior economist, wood products

Market-reflective price data offers lumber wholesalers an insight into how prices are moving, helping them to identify trends and patterns in the market’s movements. Our IOSCO-compliant daily price data for southern yellow pine contributed to Fastmarkets being selected as the price reporting agency (PRA) for the new CME Group cash-settled lumber futures contract.

Designed to support North America’s fastest-growing lumber-producing region across the supply chain, southern yellow pine futures began trading on March 31.

Access to detailed data on the U.S. housing market at the metropolitan level is crucial for lumber wholesalers, as the housing and wood products industry in the U.S. is very fragmented and regionalized. This means there can be very different ongoing trends in different local markets, making it difficult for national sellers.

The Fastmarkets metropolitan dashboard covers the top 20 metropolitan areas in the U.S., which we estimate accounts for over a third of wood products demand going into residential construction. The dashboard includes data on unemployment rates and year-to-date residential construction permits. This timely monthly data helps customers to gauge the health of local markets, providing insights into wood products consumption.

It also offers annual market size estimates based on our own proprietary model, splitting the volume of softwood lumber and structural panel demand that goes into repair and remodeling, as well as new construction. This provides a far more comprehensive view of each metropolitan area, which would be missed if you were only tracking new building permits. This data is fantastic for market research, benchmarking purposes and perspective on the end-use markets driving demand in each metropolitan area.

The Fastmarkets R&R Index is derived from a number of other indicators to create a composite index for volume, providing a timely indicator with greater clarity regarding R&R activity than alternative indicators that are either slow to be updated or relay on spending data that is clouded by high inflation. MM

GO WHERE THE FRICTION IS

YOU CAN'T LEAD people in a one-size-fits-all way anymore—particularly in the remote environment. And so, as a leader, I need to understand every individual on my team— especially my direct reports.

What do my direct reports need, and how do I meet them where they’re at? Do I know enough about them to understand what they need? Have I taken the time to have meaningful one-on-one discussions so that I can genuinely connect with them in a way that will make them feel like I care about them and want to get the most out of them that I possibly can? I’ve got to meet everybody where they’re at in terms of personal needs.

Before Covid, in terms of what was going on in the organization, we at Solutions 21 would encourage leaders to do the following:

• Delegate, delegate, delegate power.

• Don’t micromanage.

• Don’t get too deep in weeds.

After March 2020, everyone entered this environment where we were experiencing a pandemic for the first time. Many of the rules we’d previously recommended ended up having to go out the window. For the first time, we saw a pandemic, and people had to deal with things that they’d never seen before. Although

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BY ROB SALOME

like everyone else, I’ve never worked through a pandemic before, this new normal took me back to my time in the military.

In my training, we were always trying to figure out where you needed to be on the battlefield at any given time. When I was in the military, where you needed to be was where the most significant risk or tension was happening on the battlefield. I needed to be in that tension-filled spot as a leader so that I could help mitigate that risk or that tension. By helping to mitigate, my leaders who reported to me could focus on the task at hand. To be the most impactful leader, I had to go where the friction was.

For business leaders dealing with Covid for the first time, their previous approaches weren’t working anymore. Outside of the military, leaders had been taught to delegate, empower, and avoid micromanaging, and yet they were experiencing something that caused the rules to change. Instead, business leaders needed to go where the tension was. They needed to get into the weeds with their people, get involved, and figure out:

• Where is the most tension?

• What’s difficult for my team?

• Why are my clients frustrated with us?

• And work to figure out everything that’s happening that’s causing friction.

During Covid, we recommended that company leaders go to the highest points of friction in their organizations and live there with their teams. If their teams didn’t know what to do in the situation, neither did the leaders nor their clients. Going to the point of friction is undoubtedly something you still need to think about as a 21stcentury leader. MM

ROB SALOME

Rob Salome, president and COO of Solutions 21, has spent 27 years leading cross-functional teams in strategic planning, executive development, and organizational transformation. A West Point graduate, former military aide to the Vice President of the United States, and city manager of Fort Campbell, Ky., he is known for his servant-leadership style and ability to lead from the middle, delivering results for organizations ranging from elite military units to fast-growing companies across North America. Reach Solutions 21 by emailing dcarpenter@solutions21.com.

CONTROL WHAT YOU CAN IN UNCERTAIN TIMES

NAWLA IS HERE TO HELP

WITH ONGOING regulatory changes, tariff uncertainty, and fluctuating market conditions, it can often seem like the world is moving faster than we can keep up. In times like these, when so much feels beyond our control, it’s more important than ever to focus on the areas where we do have influence—particularly within our own companies.

One of the most effective ways to take control is by investing in your employees’ professional development. Strengthening your existing team by prioritizing their growth and skill development will not only boost morale, but also position your company for long-term success.

You might be wondering how your company can find the resources needed to stay ahead of the curve, deepen industry knowledge, and build a strong network of industry professionals. That’s where NAWLA comes in!

By tapping into NAWLA’s wide range of events, your team can gain valuable insights and connect with peers from across the industry. Plus, through NAWLA Academy online education platform, your employees can continue expanding their skills with flexible, on-demand learning.

Upcoming NAWLA Events

Regional Meetings: Connect, Learn and Grow

NAWLA’s regional meetings are in full swing this spring! These meetings offer more than just handshakes and business cards—they’re your gateway to insider knowledge and new opportunities. By attending multiple meetings, your team can gain insights into diverse markets, exchange ideas with peers, and strengthen relationships in the industry.

Upcoming regional meetings will take place in Vancouver, B.C. (Monday, May 5); Portland, Or. (Thursday, June 5); Southeast (Thursday, June 19); Midwest (TBA); and Northeast (TBA).

Wood Basics: Hands-On Learning for Lasting Impact

Great teams don’t just happen—they’re built through hands-on education and training. In an industry as dynamic as lumber, investing in the next generation of pro-

fessionals is essential for driving your company forward.

Whether a new employee just starting out in the industry or someone who is shifting into a new role, Wood Basics is the perfect building block for investing in your team’s future. Through mill and forest tours, classroom learning, negotiation training and more, this program is an excellent opportunity for companies to stay ahead of the curve while investing in the future.

Join us this spring in Vancouver, B.C., or this fall in Corvallis, Or., and give your team the tools they need to help your company thrive.

NAWLA Academy

Investing in your team’s education has never been easier with NAWLA Academy! With access to over 50 on-demand resources including webinars and educational tools, NAWLA Academy is perfect for supporting your team’s career growth.

This year, NAWLA Academy features a brand-new course, Foundations of Forest Products, designed to provide essential knowledge anytime, anywhere. Whether onboarding new employees or looking to refine your team’s skills, this course features seven modules adapted from our in-person Wood Basics course. Modules include: Forestry & Harvesting; Wood Basics & Anatomy; Lumber Manufacturing; Lumber Grading; EWP; Treated Wood; and Transportation & Logistics.

NAWLA members can save with bundle packages, and managers can easily track employee progress through NAWLA Academy. This platform is the perfect way to invest in your employees through convenient training and education opportunities.

As the industry continues to navigate change and uncertainty, there has never been a more critical time to invest in your employees. NAWLA is committed to supporting you with the tools, training and connections needed to thrive in any market condition. MM

– To learn more or register for an upcoming program, visit nawla.org. If you have any questions, contact info@nawla.org.

GET EXCITED FOR WHAT’S IN STORE AT THE 2025 NAWLA TRADERS MARKET

THIS YEAR’S Traders Market is the fall event for more than 1,400 lumber industry professionals looking to strengthen partnerships, discover new business opportunities, and stay ahead of industry trends. Taking place November 5–7 in Kansas City, Mo., Traders Market 2025 offers a revamped attendee experience with more dedicated time on the show floor—putting the focus where it matters most: networking, deal-making and industry insights.

Unmatched Networking & Business Opportunities

Traders Market is more than just an event—it’s where the industry comes to do business. With 200+ exhibitors representing every corner of the industry, the show floor is a hub of excitement, offering countless opportunities to meet face-to-face with suppliers, buyers and key decision-makers. This year’s event will feature expanded floor hours, giving you even more time to strengthen existing relationships and form new ones.

In today’s digital-heavy business environment, having in-person conversations allows you to build trust, clarify expectations and strengthen business relationships in a way that virtual meetings simply can’t match.

NAWLA’s executive director, Matt Bruno, highlights the event’s value: “Our members value connection, and Traders Market provides the perfect space for members of every facet of the industry to meet, collaborate and drive their business’ forward.”

Beyond the tradeshow, NAWLA members can join in-person 10 Group and committee meetings throughout

the week. Attendees can also network at special events like the Block Party Reception, Show Floor Reception and a closing brunch on the tradeshow floor.

Experience the Best of Kansas City

The connections you make at Traders Market don’t stop when the show floor closes. Take your conversations beyond the convention center and explore the best of Kansas City’s dynamic food and entertainment scene. Known for its barbecue, live jazz venues and craft breweries, Kansas City offers the perfect backdrop for continued conversations and meaningful relationship-building.

Engage with NAWLA Leadership

Traders Market is also your opportunity to connect directly with NAWLA leadership, including the Executive Committee and Board of Directors, volunteers and staff. Share your experiences, feedback and ideas—whether about Traders Market or NAWLA’s year-round events and initiatives. Your insights help shape the future of NAWLA and strengthen the industry as a whole.

Don’t miss your chance to be part of the lumber industry’s premier event. Keep an eye out for the full schedule to be released and registration opening later this summer.

Renew your company’s membership or become a member company today to secure your spot at Traders Market in Kansas City. If you have any questions, reach out to info@nawla.org. We can’t wait to see you in Kansas City this fall! MM

KODIAK ADDS IDAHO LUMBERYARD

Kodiak Building Partners, Englewood, Co., has established Ponderosa Building Supply in Hauser, Id., a greenfield expansion company in northern Idaho, along with key hires to oversee growth and performance in the Northwest.

The site has previously housed several different lumber companies over the years, including Stimson Lumber Co., Fox Lumber Sales, and Hauser Lake Lumber.

The Northwest is known for its strong timber industry and for the current robust construction sector, which presents a prime opportunity to expand and tap into the region’s natural resources while contributing to local economies. Building on Kodiak’s existing presence in Idaho, Ponderosa Building Supply will serve residential and commercial builders, contractors and homeowners, providing support to the region’s construction industry by increasing supply availability and adding jobs to the market.

“The construction industry is growing in the Northwest, including northern Idaho and Wyoming,” said Steve Swinney, CEO of Kodiak Building Partners. “The state of the market, coupled with the region’s position as one of the top producers of timber in the U.S., makes this an opportune time to invest in a new

venture like Ponderosa Building Supply. We think big, think positive, and never show any sign of weakness. We move forward with confidence as we expand our presence in this thriving market.”

To support this endeavor, Kodiak is adding strategic roles with the addition of Kevin Prosser as area vice president, LBM Idaho and Wyoming, and Tim Borg who’s been appointed as general manager of Ponderosa Building Supply. Both bring extensive experience in the building materials industry and will play a critical role in the company’s growth initiatives throughout the Northwest.

Prosser will lead operations and provide strategy direction in Idaho and Wyoming. He joins Kodiak following his tenure with US LBM, where he managed multiple branch locations in Wisconsin and brings extensive experience is sales, operations, millwork and logistics management within the lumber industry.

Borg will oversee the launch of Ponderosa Building Supply. He brings more than 40 years of experience in the building materials industry to his position having most recently worked as general manager for Builders FirstSource.

“We are thrilled to welcome Kevin and Tim to our team. Their exceptional talent and depth of experience will be instrumental in executing Kodiak’s growth vision for the Northwest,” said Kelly Fox, senior VP of LBM Northwest. “We have a tremendous opportunity to serve builders, contractors, and homeowners throughout the region, and with strong leadership, we look forward to expanding Kodiak’s network of top-tier, local, community-focused operating companies to more stakeholders in this market.”

PRO SUPPLIER OPENING IN IDAHO

Cascade Building Supply is opening this month in Cascade, Id., to serve professional builders and contractors.

The company is backed by fastener wholesaler Kowallis & Richards, which “saw a gap in the local market. So we filled it. No more long drives just to find the right fasteners, tools, or materials. No more settling for a retail store that’s not built for the trade.”

The business is led by Jeff Sayer, a longtime business leader, entrepreneur, and former Idaho Secretary of Commerce. With a background in construction, finance, and economic development, Jeff brings vision and experience to the table.

He will be assisted by Salvatore DiChiara, “operations

manager and hands-on expert who makes sure everything on the ground runs smoothly. Together, they’re building a company that puts pros first.”

Products include contractor-grade tools, fasteners, concrete anchors, blades, bits and local products such as handcrafted cabinetry and specialty wood products from Mountain Woodworks and other regional vendors.

MALHEUR HOLDS OUT HOPE FOR DEAL

Months after the last board rolled off the planer at Malheur Lumber, negotiations continue on the possible sale of the shuttered John Day, Or., sawmill.

In late October, King Williams of Iron Triangle, a local logging company, signed a letter of intent to explore a potential purchase of the mill from parent company Ochoco Lumber, Prineville, Or. As the two parties continued negotiations, Ochoco wound down operations at the 42-year-old mill, which was idled on Jan. 7. Williams told The Blue Mountain Eagle that a deal remains in the “due diligence” phase, adding that some level of federal financial assistance would be necessary to push any deal across.

Currently, only one lumber mill continues operating in Grant County—Prairie Wood Products in Prairie City, Or—albeit at minimal levels. The D.R. Johnson subsidiary restarted in 2022 after a years-long closure, then severely cut back production in March 2024. In the meantime, Prairie Wood Products has been trying to strike a deal that would allow it to restart its wood waste-burning cogeneration plant.

INDIE LUMBERYARD OPENS IN OREGON

La Grande, Or., contractor Tyler Kennon has opened a retail lumberyard with showroom in nearby Elgin, Or. Kennon Lumber Co. soft-opened with a ribbon-cutting and prize drawing on April 5. An official grand opening party/BBQ was being planned for early May.

In February, Kennon purchased the 4,000-sq. ft. building on 3.8 acres from Elgin High School. The lumberyard occupies half of the building, and Kennon hopes that—if it’s well received—he’ll be able to rent out the other half for a full-service hardware store.

His lumberyard currently handles only lumber, particularly cedar products such as fencing and log cabin siding. A display area shows off locally manufactured cedar picnic tables, raised planter boxes, trellises, and chicken coops.

TRIMCO HARDWARE ACQUIRED

Allegion plc, a leading global security products and solutions provider, through its subsidiaries, has acquired privately held door hardware manufacturer Trimco Hardware, Oceanside, Ca., including its brands and other assets.

Trimco’s high-performance and custom-designed door hardware is primarily sold in the U.S. for commercial and institutional markets. It has a 75-year history of producing unique and patented solutions that range from architectural pulls and sliding door hardware to mechanical locks, latches and strikes. Trimco is known for designing Healthy Hardware with healthcare, education and restau-

rant environments specifically in mind, as well as Identity Hardware intended for branded doorway applications.

Trimco will report into the Allegion Americas segment, led by Allegion senior vice president Dave Ilardi.

“Allegion’s acquisition of Trimco bolsters our Americas portfolio with yet another innovative market leader,” Ilardi said. “Trimco’s premium and specialty solutions are highly specifiable and will expand our core mechanical door hardware offerings. Our combined companies will have increased opportunities to solve complex security and access problems and deliver new value to our customers.”

Jason Bennett, owner of Trimco, will join Allegion as general manager of Trimco to facilitate a smooth transition and support accelerated growth for the combined businesses.

“Becoming part of Allegion is a testament to Trimco’s commitment to operating with excellence and driving value in the markets we serve,” Bennett said. “Allegion is known to share our core values as well as our dedication to innovation and quality. We’ll build together on this legacy to meet the evolving needs of our customers moving forward.”

Terms of the transaction were not disclosed.

Allegion brands include CISA, Interflex, LCN, Schlage, SimonsVoss and Von Duprin. Its comprehensive portfolio of hardware, software and electronic solutions is sold around the world and spans residential and commercial locks, door closer and exit devices, steel doors and frames, access control and workforce productivity systems. Allegion had $3.8 billion in revenue in 2024.

TRUSS • FRAMING

LEDGER • MULTI-PLY MULTI-PURPOSE

STRUCTURAL

SCREWS

CODE CRUSHERS CAMO STRUCTURAL SCREWS

Your customers count on CAMO to fasten the deck top. O er the name they know and trust to take care of their structural connections below the deck. Coated with PROTECH Ultra 4, CAMO Structural Screws are tested 2x longer than industry standard against corrosive elements. The award-winning, code-crushing CAMO Structural screws hold STRONGER, drive FASTER, last LONGER, and perform BETTER

JAMES HARDIE ACQUIRING AZEK

James Hardie Industries signed a definitive agreement to acquire The AZEK Co., Chicago, Il., for a combination of cash and Hardie shares with a total transaction value including debt estimated at $8.75 billion.

The combination of James Hardie and AZEK will create a leading exterior and outdoor living building products growth platform with efficient scale and profitability supported by leading brands driving material conversion. The deal brings together highly complementary products that span siding, exterior trim, decking, railing and pergolas.

James Hardie CEO Aaron Erter will serve as CEO, and James Hardie CFO Rachel Wilson will serve as CFO, of the combined company. Upon the closing of the deal, Howard Heckes, Gary Hendrickson, and Jesse Singh will join Hardie’s board of directors.

The boards of directors of both James Hardie and AZEK unanimously approved the transaction, which is expected to close in the second half of 2025.

AZEK manufactures TimberTech decking and railing, Versatex and AZEK Trim, and StruXure pergolas.

PWT, DOMTAR EXTEND PARTNERSHIP

Pacific Woodtech Corp., Burlington, Wa., and Montrealbased Domtar have announced the long-term extension of their multi-year strategic distribution agreement that will secure their market position and provide a full bundle solution to customers. This partnership unites PWT’s industry-leading brand and customer reach with

Domtar’s extensive raw material supply and premier I-joist manufacturing capabilities, ensuring a seamless supply chain from tree to finished product.

Under the agreement, Domtar will manufacture I-joists at its engineered wood facilities, which PWT will distribute under the PWT brand. This collaboration enables both companies to expand their market presence while providing customers with a comprehensive, high-quality EWP product portfolio.

“This partnership marks a significant step forward for both PWT and Domtar,” said Jim Enright, CEO of PWT. “By combining our strengths, we can offer a full bundle solution to our customers, supporting their growth while delivering the highest quality engineered wood products for the long term.”

“The extension of our strategic partnership with PWT marks a major milestone for both companies. By combining Domtar’s strategic access to quality fiber and state-of-the-art I-joist manufacturing expertise with PWT’s engineered wood products portfolio, distribution network, and technical know-how, we are uniquely positioned to be the partner of choice for our customers,” said Luc Theriault, president of Domtar’s Wood Products business unit.

This alliance underscores the shared commitment of PWT and Domtar to long-standing collaboration, ensuring that customers benefit from enhanced product availability, reliability, and service. By leveraging their combined expertise and resources, the two companies are well-positioned to drive innovation and deliver superior engineered wood solutions to the market.

AMERICAN WOOD TECHNOLOGY

PRIMESOURCE BRINGS WOLF DECK, RAILING TO PACIFIC NORTHWEST

PrimeSource Building Products is expanding key products from its Wolf Home Products line into the Pacific Northwest—bringing its durable, lowmaintenance outdoor living solutions to one of the nation’s most climatediverse regions.

Designed for lasting performance and comfort, the Wolf brand is a perfect choice for homeowners seeking to create beautiful, worry-free outdoor spaces that stand up to the elements.

The expansion into Washington, Oregon, and parts of Idaho will include Wolf Serenity Decking and Gallery Railing.

“Expanding into the Pacific Northwest means offering homeowners new construction solutions that are built to address their unique climate challenges,” said Bill Wolter, executive vice president and general manager, Outdoor Living at Wolf Home Products. “By introducing both Wolf Serenity Decking and Gallery Railing from Wolf Home Products to this region, we’re equipping homeowners and contractors with reliable,

weather-resistant options designed to endure heavy rain, coastal mist, and shifting temperatures—all while enhancing outdoor comfort and style.”

PrimeSource described the expansion into the Pacific Northwest as a key step in Wolf Home Products’

nationwide growth, with PrimeSource planning to introduce more outdoor living solutions to help homeowners create stylish, functional spaces.

In addition to Wolf, other PrimeSource brands include RailFX and Ultra-Tec railings, and Grip-Rite and Pro-Twist fasteners.

GET OUTSIDE THE EVERYDAY

Every day should feel like an adventure. MoistureShield® is the only high-performance composite decking engineered to deliver 360-degree protection, 365 days a year. So you can be one with nature, no matter what the day brings. OutsideTheEveryday.com

COVER ART: Capital Lumber has decorated the office walls at its Boise, Id., branch with blow-ups of recent covers of The Merchant Magazine that spotlighted the western distributor.

FRT REDWOOD SIDING

Allweather Wood is introducing Exterior Class A Fire Retardant Treated Redwood Siding, featuring 1x6 and 1x8 redwood BEE siding profiles, treated with a clear Exterior Fire-X from Hoover Treated Wood Products.

The treatment ensures that your siding not only retains the natural beauty of redwood but also offers enhanced safety and fire protection. Designed for exterior applications, the fire-retardant-treated redwood meets the highest standards for durability and performance, especially in wildfire-prone areas.

It is now available in the Central Region (Colorado, Kansas, Nebraska, New Mexico, South Dakota, Texas and Wyoming).

ALLWEATHERWOOD.COM (800) 621-0991

BOARD & BATTEN

Westlake Royal Building Products has introduced a next-generation Board & Batten profile for its Royal and Exterior Portfolio vinyl siding lines.

Maintaining the timeless charm of Board & Batten while offering enhanced performance, the updated design features a taller 5/8" batten, a gracefully curved face for added robustness and batten accentuator beads to create a dimensional and distinctive vertical profile. Its optimized substrate formulation ensures excellent heat retention, further strengthening the panel’s durability.

WESTLAKEROYALBUILDINGPRODUCTS.COM (855) 769-2585

UPGRADED HOLDDOWN

As a one-to-one replacement for its popular HDU, Simpson Strong-Tie’s new HDUE holdown secures shearwalls, braced wall panels, and other lateralforce-resisting applications in wood construction. It is designed to meet the higher design demands of today’s residential structures, such as three-story single-family homes with more windows and fewer shearwalls.

The HDUE’s four largest sizes combine angled and perpendicular fastening, which engages screws in tension and shear to allow for higher load capacity while reducing the number of screws required. Teardropshaped holes permit selected fasteners to engage and distribute the load more evenly. Optimized screw patterns reduce splitting at the end of the post and maximize individual fastener capacity.

The HDUE also has a predeflected (rounded) seat, which reduces deflection under load. An overlapping back plate increases steel strength and helps prevent post splitting.

STRONGTIE.COM (800) 999-5099

F/J BLACK LOCUST DECKING

Robi Decking is introducing Black Locust Finger Jointed Decking in 5/4x5, with lengths from 8 to 20 ft. Longer lengths in a natural wood product minimize installation time without compromising durability and sustainability.

ROBIDECKING.COM (336) 365-2850

THIN METAL CUTS

Milwaukee expanded its thin metal category lineup with the introduction of the M18 FUEL 10-Gauge Nibbler, the largest capacity cordless nibbler on the market. It reportedly provides fast, clean cuts in 10-gauge mild steel, tight turns, enhanced control, and up to 96’ per charge. The tool can make precise 2” radius cuts on tight radial turns, ensuring accuracy and consistency throughout the job. Its chip collection bag simplifies clean-up, while its convenient belt hook reduces down time by keeping the device within easy each.

MILWAUKEETOOL.COM (800) 729-3878

HPM Celebrates Centennial

HPM Building Supply, Hawaii’s local, fifth-generation, family-founded building industry retailer, manufacturer, and supplier, is celebrating its 100th year anniversary in 2021.

PREMIUM TFL

HPM has a long, storied history in Hawaii’s building industry and is a leader in the community. The company has survived two devastating tsunamis, which wiped out whole facilities and inventory, each time rebuilding and reestablishing itself.

“HPM is grateful for the support of generations of customers who have chosen HPM as their main source for building supply materials over the last century,” said Jason Fujimoto, president and CEO, HPM Building Supply. “We look forward to continuing to grow and innovate our business to help others build and live better.”

Genesis Products’ new EverPly redefines Thermally Fused Laminate (TFL) on plywood. Designed to meet the needs of premium manufacturers, it offers a virtually void-free core that ensures smooth lamination and superior performance. It provides a durable yet lightweight alternative to composite panels like particle board and MDF, making it ideal for applications in kitchens, closets, furniture and more.

After a century in business, HPM is now a statewide organization, with branches and services on every major Hawaiian Island and 14 locations across the state. HPM is also 100% employee-owned by their more than 400 owneremployees, who share in the company’s success.

HPM Celebrates Centennial

EverPly is engineered for strength, stability and efficiency. Its proprietary construction minimizes core voids, reducing scrap rates and improving overall production efficiency. The material resists swelling and environmental fluctuations, ensuring consistent performance in variable conditions. It comes in a wide range of designer finishes, with over 70 TFL laminate options. GENESISPRODUCTSINC.COM (877) 266-8292

HPM Building Supply, Hawaii’s local, fifth-generation, family-founded building industry retailer, manufacturer, and supplier, is celebrating its 100th year anniversary in 2021.

HPM has a long, storied history in Hawaii’s building industry and is a leader in the community. The company has survived two devastating tsunamis, which wiped out whole facilities and inventory, each time rebuilding and reestablishing itself.

WHOLESALE

“HPM is grateful for the support of generations of customers who have chosen HPM as their main source for building supply materials over the last century,” said Jason Fujimoto, president and CEO, HPM Building Supply. “We look forward to continuing to grow and innovate our business to help others build and live better.”

After a century in business, HPM is now a statewide organization, with branches and services on every major Hawaiian Island and 14 locations across the state. HPM is also 100% employee-owned by their more than 400 owneremployees, who share in the company’s success.

HPM could not have accomplished this milestone without the support of its local communities. To show appreciation,

HPM Building Kametaro Fujimoto, CEO. HPM specializes tools, trusses, kitchen and HPM was one employee profi one of the first

Humboldt

and in honor of their centennial year, they are giving back on an even larger scale this year. Their celebration includes a commitment to accomplish 100 community acts of service, special centennial-related benefits and activities to thank professional partners and customers, and statewide giveaways—the most recent of which will award one lucky winner with $20,000 of building materials from HPM towards a home project of their choice.

HPM Building Supply was founded in Hilo in 1921 by Kametaro Fujimoto, the great-great-grandfather of the current CEO. HPM specializes in lumber, building materials, paint, tools, trusses, wall panels, metal and composite roofing, kitchen and bath design, and pre-designed house plans. HPM was one of Hawaii’s first businesses to establish an employee profit-sharing plan in 1959 and, in 1977, became one of the first companies in the state to be employee-owned.

Aspen Pacifi named the exclusive Sawmill and Humboldt and operates and Douglas manufacturer U.S. with annual Aspen Pacifi global exporter market a wide preservative-treated Pacific markets Asia, Japan,

HPM could not have accomplished this milestone without the support of its local communities. To show appreciation, and in honor on an even larger a commitment service, special thank professional giveaways—the winner with towards a home

Humboldt Taps Global Sales Agent

DISTRIBUTOR OF A WIDE RANGE OF ENGINEERED WOOD PRODUCTS, INCLUDING: Samples are available upon request

Aspen Pacific Industries, Vancouver, B.C., has been named the exclusive international sales agent for Humboldt Sawmill and Allweather Wood.

Humboldt Sawmill, located in Northern California, owns and operates three sawmills and 440,000 acres of redwood and Douglas fir timberland. Allweather Wood is the largest manufacturer of preservative treated lumber in the western U.S. with annual production of over 500 million bd. ft. Aspen Pacific, a leading Canadian manufacturer and global exporter of softwood and hardwood lumber, will market a wide range of premium redwood, Douglas fir, and preservative-treated lumber products into Europe and PanPacific markets such as Vietnam, China, India, Southeast Asia, Japan, Taiwan, French-Polynesia, and Guam.

TRADE MARKS

C.H. Hanson’s new Wooden Lumber Crayon Holder with Cap Sharpener helps extend the life of lumber crayons by protecting them from breakage and utilizing their full working length.

It features a knurled collar that securely holds C.H. Hanson lumber crayons and can accommodate both round and hexagon chalk. The holder is made from quality hardwood and allows for a secure grip, allowing users to apply more pressure when marking cuts and layouts on rough surfaces.

Its easy-to-remove cap doubles as a sharpener and a lanyard.

CHHANSON.COM (800) 827-3398

BOLD CABINET DOORS

WoodHarbor is expanding its extensive portfolio of high-end custom cabinetry with the introduction of two new door styles— Cape Coral stile and rail and Sanibel, with thin stiles and rails at a full 1" door thickness.

WOODHARBOR.COM (641) 423-0444

,

SINGLE-MEMBER

SIZING SOFTWARE

Effortlessly size floor and roof joists, beams and posts with Simpson Strong-Tie’s isDesign—a single-member sizing solution that can run as a standalone module or fully integrated with isPlan and isWall.

Users can design components that meet U.S., Canada and U.K. building codes, then generate material quotes with pricing directly from the project.

isDesign provides all the features expected in a current design application without the need for multiple applications, since all manufacturers are available.

STRONGTIE.COM (800) 999-5099

FIRE-RATED DOORS

ODL is introducing an expanded lineup of 20-minute fire-rated fiberglass doors, certified with the Warnock Hersey Mark and designed to meet most national and local code requirements for multi-family and residential house-to-garage entries. Rigorously tested to withstand fire exposure at temperatures exceeding 1,400°F, the doors feature a Category B positive pressure rating without a hose stream.

Built with a 4" full-length engineered lumber lock stile, the doors provide increased rigidity and security. Their fiberglass construction resists dents, scratches and rust. They are available in 6'8" heights with a Satin Smooth texture, in a variety of embossment styles and finishes from ODL’s Estate and Shaker Collections.

CLASSIC WALLS

Edge is adding two new profiles, Edge & Center Bead and V-Groove (WP4), to its ultra-smooth Timeless collection of interlocking boards for interior walls and ceilings.

Like the hybrid shiplap pattern, both new profiles feature interlocking tongues and grooves, which reduce exposed fasteners and make installation quick and simple. Both will be available in Timeless’ four prefinished colors, including Farmhouse White and Midnight Black, as well as primed for endless customization.

BATU, RED BALAU

THERMALLY MODIFIED SIDING & TRIM

Edge has made two additions to its popular, rot- and decay-resistant Thermally Modified Wood collection.

Thermally Modified Wood Poplar siding is available natural or factory primed, in beveled and tongue & groove profiles. Poplar is the softest of the hardwoods and performs exceedingly well after thermal modification. Its straight grain looks sophisticated and organic even when painted, making it a smart alternative to less abundant species where a painted wood look is desired. Also new is Ponderosa Pine 2x trim, providing greater design versatility when paired with the existing 1x trim boards or used across the façade for a bolder look.

UFPEDGE.COM (844) 584-0763

WEATHER BLOCK

Dryroll—an advanced ridge vent designed for the Westlake Royal Cool Roof System—promotes efficient attic ventilation, keeping roofs cool in summer and dry in winter, extending roof lifespan. It also protects against wind-driven rain and snow. With rollable installation, the product blends smoothly with the roof. It is offered in 11.6”-wide 3.7-lb. and 14.4” 4.6-lb. rolls.

WESTLAKEROYALBUILDINGPRODUCTS.COM (800) 669-8453

T-20 Star Drive eliminates driver bit camout (driver bit included)

Trim Undercut Head traps loose material while countersinking

Top Threads push composite material back into the deck (no mushrooming)

Tri-Thread Design for

BLACK DECK RAILING

MoistureShield has added a Black option to its Traverse composite railing line, capitalizing on current home aesthetic trends.

Now offered in four different neutral colorways, Traverse features a contemporary T-Rail profile vinyl cap for ease of maintenance and strong material composition to defend against damage from moisture, rot, insects and other harmful elements. The railing features square vinyl or black round aluminum balusters and comes with concealed fasteners.

MOISTURESHIELD.COM (866) 729-2378

QUICK LOCKSET INSTALLATION KIT

The RYOBI Wood/Metal Door Lock Installation Set helps install door locksets and deadbolts with an easy three-step process: set, drill and install.

The set is measurement-free with the integrated Auto-Strike Locator, which easily lines up the door with the existing strike plate for accuracy and efficiency. A built-in clamp ensures a secure hold when installing.

The set features dual backset adjustments for both 2-3/8" and 2-3/4" backsets and is compatible with common door thicknesses of 1-3/8" and 1-3/4". The included spade bit guide easily centers the latch bore for precise placement.

RYOBITOOLS.COM (800) 525-2579

COMPOSITE BRICK

Tando Composites has unveiled TandoStone ProBrick, a new line of composite brick.

At a fraction of the weight of traditional brick, it can be installed quickly and easily in any weather by siding installers using traditional tools. There is never a need for masons, mortar or scaffolding. It also features Tando Composites’ KapGuard with Kynar coating technology to ensure color longevity.

ProBrick is available in two colors: Madeira, a rich, classic red, and Racinette, a deep, earthy brown. The line also includes the aLL-Pro Corner, a one-piece corner designed to save time and labor while blending perfectly in any application.

TANDOCOMPOSITES.COM (844) 698-2636

GROUT REFRESH

Sika is expanding and revitalizing its SikaTile grout offerings with a refreshed 32-color palette.

The update includes 14 new colors inspired by natural elements with shades in muted gray, brown, beige and white. Included are select bestsellers, the retirement of outdated hues, and the addition of several tones that complement popular tile trends, such as wood-look planks, weathered tiles, and glass tile.

The expanded palette covers all Sika grout lines, including SikaTile-Ultima Ready-to-Use Grout, SikaTile-815 Secure High-Performance Grout, SikaTile-825 Epoxy Grout, SikaTile-800 Sanded and Unsanded cementitious grouts, and new SikaTile-885 Secure Silicone Caulk.

USA.SIKA.COM (800) 325-9504

DO IT BEST, TRUE VALUE COMBINE FOR HUGE SPRING MARKET

DO IT BEST hosted its largest-ever Spring Market—and first since combining with True Value—drawing nearly 11,000 attendees to Orlando.

Themed “Bigger. Stronger. Faster,” the March 21–23 event took every opportunity to show the advantages of partnership and size.

“Our Spring Market is more than just an event—it’s our declaration as the Champion of Independents,” said Dan Starr, CEO. “It’s about leveraging everything we’ve built—our scale, our partnerships, and our relentless com-

mitment to independent retailers—to drive the industry forward. Bigger. Stronger. Faster. That’s our promise, and that’s exactly what we’re delivering.”

The growth was immediately apparent by one look at the show floor, which featured nearly 2,000 booths, representing 27% more exhibitors than Do it Best’s 2024 Spring Market and double the vendors from the last True Value Reunion.

Consequently, the number of special deals increased in kind—over 1,000 pallets specials between the Do it Best

EXHIBITORS [1 ] Rick Stout, Chase Darnell. [ 2 ] Erick Krauter. [ 3 ] Bobbi Fitzgerald, Erin Applebaum. [4] Nick Burckel, Renae Korell. [5] Rod Wynn,

Daryl Johnson, Erin Nichols, Sheila Johnson, Rachel Brooks, Aaron Castlan, Doug Towhey. (Continued on next page)

DO IT BEST CEO Dan Starr welcomes dealers to the buying group’s largest-ever market.

and True Value sides, more than double the usual number of Hot Buys (over 600), twice as many Sneak Peek deals (600+ offers from 130 vendors), and 1,200 items up to 50% off in online Market Closeouts.

To ensure easy ordering, retailers could do business with any vendor at the market, regardless of whether they were originally a member of Do it Best, True Value, or United Hardware/Hardware Hank, which Do it Best acquired last spring.

A recurring theme throughout the event was Do it Best trying to set True Value retailers at ease with the change. At the opening True Value reception, Do it Best leaders uncharacteristically took aim at the competition, insisting True Value members had been misled by competing wholesalers trying to take advantage of the turmoil post-bankruptcy and especially prior True Value executives (who, they claim, did not reveal to members the hundreds of millions of dollars the co-op was losing, even as they continued to draw princely salaries).

True Value retailers in attendance appeared to appreciate the transparency, especially after Do it Best leaders stressed that the True Value name would not be going away. Indeed, they viewed the brand as one of the most valuable components of the purchase.

Research showed the True Value name remains highly respected (with upwards of 70% brand recognition), despite years of neglect. To that end, numerous longtime Do it Best dealers expressed interest in either rebranding existing locations as True Value stores or using the brand on new locations.

“We’re leveraging our combined purchasing power with vendors to increase margins,” Starr said. “We’re leaning into our volume to secure better deals with program and service vendors. This is what happens when you put retailers first. This is what happens when you have a mission completely focused on you and your success.”

Product-wise, Do it Best has had a far stronger foothold in LBM than True Value. To that end, Do it Best is introducing new programs to help retailers with little or no lumber department to expand into LBM.

New are replenishment buyer services, featuring a dedicated procurement team to manage purchasing strategies for dealers. In addition, now offered is operational excellence consulting, led by industry expert Scott Morrison. He joined Do it Best to help dealers enhance workflow efficiency and profitability in LBM operations.

“Do it Best LBM is leading the way with proactive strategies that put our dealers in control,” said Do it Best vice president of lumber & building materials Russ Kathrein. “If you’re looking for a competitive edge, we have the solution.”

Although Do it Best has made huge strides in the four months between the decision to purchase True Value and the Spring Market, the co-op admits there’s still plenty of work to go. The parent company will become known as Do it Best Group, and it will rightsize its number of distribution centers.

Through it all, Do it Best promises that helping its retailers thrive will remain its top priority. MM

OUT IN FORCE: [6] Todd Reynolds, Wendy Boorum. [7] Sellars McCurdy, Craig Blakemore. [8] Mark Webster, Fred Calvo, Josh Stanford. [9] Jacob

Lightsey, Jeri Redd . [ 10 ] Sunney Hardler, Michael Zampirri . [ 11 ] Blaine

Peterson, Allyson Ludewig. [12] Bob Gleason, Tom Wylie. [13] Mark Dyke

[14] Ray Dixon, Jacquie Klimsza, Nick Kelly. [15] Matt Flynn. [16] Hector Dimas. [17] Dan Martin. [18] Jade Vinet, Ruben Garcia.

SUN & SMILES were shining at West Coast Lumber & Building Material Association’s Southern California golf tourney April 10 in Irvine, Ca.: [1] Matt Endriss, Jana Baervoets, Julie Van Groningen, Lisseth Torres, Charlene Valine. [2] Mike Meirowsky. [3] Jacqueline Palazzolo, Lovell Williams. [4] Jay Bishop, Kelly Berkompas, Mike Watkins, Greg Reed. [5] Dennis Cardwell, Jason Sumpter, Chris Lindsay, Jonathan Cummins. [6] Rick Deen, Danny Andrea, Madison Miller, Roy Lachmish. [7] Eliazar Guzman, Karim Bedran, Mike Poirier, Brandon Wert. [8] Colton Wilson, Edgar Llamas, Julie Fletcher. [9] Brian Hefferman, Alex Uniack, Steve Schroeder, Barrett Burt. [10] Aaron Eckermann, Melanie Hindi, Jackie Vega, Jennifer Ring, Ana Ryan, Matt Fink. [11] Kevin Phelps, Troy Huff, David Kovalsky. [12] Jake Schauer, Tom Angel, Jason Schulze, Daniel Reyes. [13] Joshua Funk, Cameron Rankin, Steve Stone, Eric Scott. (More photos on next page)

SO. CAL. GOLFERS (continued from previous page) : [ 14 ] Orville Cote, Jeff Edens, Joe Allotta, Huyvu Lam. [ 15 ] Daniel Hines, David Vigil, Frank Benjamin, Brian Hall. [ 16 ] Joe Dressel, Ian Souza, Matt Fink, Gavin Morris. [17 ] Kevin McLernon, Greg Howard, Frank Huerta, Al Reed. [ 18 ] Joe Hamon,

Smith,

[ 21 ]

[20]

[19

Mason Finnerty, Ryan

Jason Godfrey.

] John Pasqualetto, Fabio Gaipa, Vito Dibasi, Scott Middaugh.

Eric Gutierez, Marwan Salem, Robert Vera, Michale Ochoa.

Brian Kiphen, Scott Pectol. [ 22 ] Nathan Barrett, Josh Coyne. [ 23 ] Clint Ciomperlik, Jorge Espinoza, Mark Ingersoll. [24] Carlos Lucas, Mike

Smith, Julian Hernandez, Josh O’Quinn. [25 ] Juan Guzman, Abe Delgado, Jacqueline Palazzolo, Chris Ryan, Don Zavadil. [ 26 ] Max Sherman, Kari Rollason, Aaron Castañeda, Jason Fellows. [27] Jeni Salas, Elaine Tiraada, Sean Cummings. [ 28 ] Pat Woolstenhulme, Josh Orr, Charley Melkonian, Carlton Jennings.

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

Portland Wholesale Lumber Assn. – May 9, annual Logs to Lumber Tour, Wilsonville to Cottage Grove to Sweet Home, Or.; www.pwla.net.

Western Red Cedar Lumber Association – May 10-16, Cedar School, Vancouver/Kelowna, B.C.; www.realcedar.com.

Oregon Women in Lumber Women’s Summit – May 12, World Forestry Center, Portland, Or.; owlumber@gmail.com.

Transload Distribution Association – May 12-14, annual conference, Westin River North, Chicago, Il.; www.tdana.com.

Decorative Hardwoods Association – May 13-15, spring conference & annual meeting, Westin Riverwalk, San Antonio, Tx.; www. decorativehardwoods.org.

Western Red Cedar Lumber Association – May 14-16, Cedar Summit, Delta Hotels Grand Okanagan Resort, Kelowna, B.C.; realcedar.com.

West Coast Lumber & Building Material Association – May 15, 2nd Growth dinner meeting, Embassy Suites Anaheim South, Garden Grove, Ca.; www.lumberassociation.org.

Sacramento Hoo-Hoo Club – May 15, golf reception & BBQ, Grass Valley Courtyard Suites, Grass Valley, Ca.; May 16, Silver Dollar Golf Tournament, Alta Sierra Country Club, Grass Valley; hoohoo119.org.

West Coast Dry Kiln Assn. – May 17, meeting, Rosboro, Springfield, Or.; www.westcoastdrykiln.com.

Western Building Material Association – May 20, introduction to building material sales; May 21-22, estimating workshop, Marriott Hotel Seattle Airport, Seattle, Wa.; www.wbma.org.

SFI – May 20-23, annual conference, Minneapolis, Mn.; www.forest.org.

Forest Economic Advisors – June 4-5, Global Softwood Log & Lumber Conference, Vancouver, B.C.; www.getfea.com.

North American Wholesale Lumber Association – June 5, Portland regional meeting, Portland, Or.; www.nawla.org.

Elmia Wood – June 5-7, Bratteborg, Sweden; elmia.se.

National Lawn & Garden Show – June 10-11, Westgate Hotel & Casino, Las Vegas, Nv.; www.nlgshow.com.

IN MEMORIAM

Keith M. Wright, 84, 70-year veteran of the Pacific Northwest wood products industry, died on March 15 from congestive heart failure.

Keith began his career at 14, driving trucks and selling lumber at an Aloha, Or., lumberyard. He later joined Bohemia Lumber at its Culp Creek, Or., mill, eventually moving to Bohemia Inc.’s Eugene, Or., headquarters, where he spent the next 25 years as vice president of sales and marketing.

In 1992, he founded Laminated Wood Systems, Seward, Ne., and in 2009 helped open a Eugene sales office for Washington Alder, serving as VP of marketing.

Alexander Paul Shustoff, longtime salesman with Weyerhaeuser Co., died on Jan. 23 at the age of 99.

Alex served in the U.S. Navy during World War II as a motor machinist doing tours in the Asiatic Pacific Theater, including five invasions.

In 1951, he started his lumber sales career with Harbor Plywood Corp., Aberdeen, Wa. After a few years, he was transferred to Seattle. In the early 1960s, Alex went to work for Weyerhaeuser, which transferred him from Seat-

Hardwood Manufacturers Association – June 10-12, national conference & expo, Knoxville, Tn.; www.hmamembers.org.

PCBC – June 11-12, Anaheim Convention Center, Anaheim, Ca.; pcbc.com.

Global DIY Summit – June 11-13, Rome, Italy; www.diysummit.org.

Peak Auctions – June 12-16, Midwest online LBM auction; www. peakauction.com.

Forest Products Society – June 15-20, joint convention with Society of Wood Science & Technology, Fort Collins, Co.; www.forestprod.org.

West Coast Lumber & Building Material Association – June 19, Northern California golf tournament, Rancho Solano Golf Course, Fairfield, Ca.; www.lumberassociation.org.

Western Hardwood Association – June 19, Golf Classic, Riverside Golf Club, Chehalis, Wa.; www.westernhardwood.org.

World Conference on Timber Engineering – June 22-26, Brisbane, Australia; www.wcte2025.org.

Window & Door Manufacturers Association – June 24-26, technical & manufacturing conference, Minneapolis, Mn.; www.wdma.com.

OC Home & Backyard Show – June 25-27, Anaheim Convention Center, Anaheim, Ca.; www.expofp.com.

Portland Wholesale Lumber Association – June 27, annual golf tournament, Glendoveer Golf Course, Portland, Or.; www. portlandwholesalelumberassociation.org.

Inland Lumber Producers Assn. – July 10-11, annual golf tournament, Coeur d’Alene Resort, Coeur d’Alene, Id.; emily.scyphers@idfg.com.

Riverside Home & Garden Show – July 11-13, Riverside Convention Center, Riverside, Ca.; www.homegardenshows.net.

Umpqua Valley Lumber Association – July 22-24, customer appreciation event, Roseburg, Or.; alexis@herbertlumber.com.

AWFS Fair – July 22-25, Las Vegas Convention Center, Las Vegas, Nv.; www.awfsfair.org.

Mountain States Lumber & Building Material Dealers Association –July 23, golf tournament, Fossil Trace Golf Club, Golden, Co.; www. mslbmda.org.

Independent Home Improvement Conference – July 30-31, JW Marriott Orlando Grande Lakes, Orlando, Fl.; www.ihiconference.org.

tle to Spokane, Wa., in 1965. He retired in 1983, but shortly thereafter went to work part-time for Empire Lumber. He served on the board of the Seattle Hoo-Hoo Club.

Walter Douglas Siring, 83, longtime lumberyard manager for ProBuild in Washington State, passed away on March 3.

Walt served in the U.S. Air Force from 1960 to 1966 then owned his own contractor business before entering the retail lumber industry. He managed lumberyards for Lumbermen’s (later ProBuild) in South King County and Island County.

John Francis Wagner, 84, retired lumber grader and quality control supervisor for Stimson Lumber, Libby, Mt., passed away on Feb. 12.

John began his 44-year career in the lumber industry in 1958 in J. Neils Lumber Co.’s sawmill in Libby. His career was interrupted in 1962 to serve two years in the U.S. Army Signal Corps. He then returned to J. Neils Lumber, staying on as it changed ownership to St. Regis Lumber Co., Champion International, and finally Stimson Lumber. In 1993, he was awarded his Master Grader lumber certificate. He retired from Stimson as a quality control supervisor in June 2002.

FLASHBACK: FUTURE STOCK

NINETY-FIVE YEARS ago, Westinghouse Electric Co. broadcast over NBC radio a public salute to the forest products industry, as covered in the May 1930 issue of The California Lumber Merchant. A highlight was a speech by Wilson Compton, secretary and manager of the National Lumber Manufacturers Association, on the vital importance of the lumber industry to the nation’s past, present and future.

His remarks prove prescient—and true to this day: Lumber’s Answer to the Westinghouse Salute

The oldest manufacturing industry of America acknowledges with appreciation the salute of the greatest of the present generation of industrial giants. Lumber was a universal industry in the 13 colonies when electricity was only a plaything for Franklin and a puzzle to Galvani.

A century ago there were 40,000 lumber mills in the United States. When the power giant of electricity was still unharnessed, the lumber industry worked with horses, cattle, water and even wind power. For 75 years before electricity was more than light and novelty, the lumber industry was working on a large scale with what was then the new steam power, and one of the most conspicuous features of the American industrial scene was the tall smokestacks of the lumber mill which everywhere brought industry to the edge of the frontier.

The lumber industry is proud of its ancient origin and of its long service to mankind from Noah’s ark to the wooden poles of modern power transmission lines. But it is not content to remain embalmed in history; it is more interested in the present and the future. Today, thanks to the wonders of electric power and its adaptability, the 40,000 lumber mills of the middle of the last century are now but 15,000; and about 6O% of the huge output of lumber annually in the United States comes from the thousand mills which are most up-to-date in their use of electric power. They use it for everything from an instrument to measure moisture content in wood, to the screaming saws which rip through 6-ft. logs, and to 60-ton electric locomotives which haul 200,000 feet of logs at a single trip.

It takes an army of men, 30,000 miles of logging railway, 2,000 wholesale distributors, and over 20,000 retail dealers to provide and distribute to the American people the favorite building material from which more than 80% of their homes are constructed, and to deliver to 60 or 70 groups of manufacturing industries the lumber which is their principal raw material. By train, by ship, by motor truck, by team, and even airplane, lumber is forwarded from the great mills of the North, West and South to the remotest hamlets of America and to the centers and frontiers of civilization throughout the world.

The lumber industry is not much in evidence in the cities, but when you look around you for the uses of wood and try to imagine what life would be if there were no wood for shelter or for industry, you may well imagine the myriads of men who are toiling for you in the forests and the woodusing industries of America.

Up to now, the lumber industry has been mainly a physical industry, chiefly occupied in changing by sawing the form of a natural material—wood. We stand today on the edge of a far-reaching revolution in the industry. In this, applied chemistry will play a great part. Lumber so chemically treated as to be proof against decay, fire, insect damage, shrinkage and expansion is today somewhat of a novelty. Within a decade it will be commonplace. In the future, too, the lumber industry will deal more and more with wood pulp and with cellulose, that mysterious substance of wood. More and more will be used as a plastic material which may be shaped to any conceivable form and from which may be derived hundreds and perhaps thousands of useful commodities. Wood in its physical forms and its chemical derivatives is capable of being made the most universally useful of all the materials of industry.

The natural forests, which originally covered one-half of the land area of America, were the ready-made material of the lumber industry. New volunteer crops are now replacing the virgin forests North, East, South and West.

Nearly half of our lumber comes today from forests which have yielded one or more previous crops of timber. And now many lumber companies are coming to handle their forestlands as tree-crop land, and are encouraging and caring for the tree crops as the farmer does for the crops of his tilled fields. Nature freely gave us the old forests. Civilization and its industrial arts will demand and will supply the new forests.

Now, as at all times in the more than 300 years which have elapsed since the first sawmill in America was set up at Jamestown, Va., the men of the lumber industry are taking their part in the great parade of American industry which goes on and on to ever-widening achievement. MM

The May 1930 front cover spotlighted Schumacher Wall Board’s Grip Lath.

Like the foods we buy, when it comes to decking, we want natural and real. Redwood is always available in abundance of options. So stock the shelves! Unlike mass-produced and inferior products, Redwood is strong, reliable and possesses many qualities not found in artificial products. They maintain temperatures that are comfortable in all climates.

Redwood Empire stocks several grades and sizing options of Redwood.