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CONTENTS

September 2019 Volume 98 n Number 9

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Special Focus

Features

Departments

11 TOP OSB PRODUCERS 2019

10 FEATURE STORY

8 ACROSS THE BOARD 20 OLSEN ON SALES 22 THE REVENUE GROWTH HABIT 24 TRANSFORMING TEAMS 36 MOVERS & SHAKERS 38 SELLING WITH KAHLE 44 MANAGEMENT TIPS 46 NEW PRODUCTS 51 ASSOCIATION UPDATE 59 DATE BOOK 60 IN MEMORIAM 60 CLASSIFIED MARKETPLACE 61 ADVERTISERS INDEX 62 FLASHBACK

SEE HOW EACH OF NORTH AMERICA’S OSB MANUFACTURERS ARE COPING WITH SLOWING CONSTRUCTION AND PLUMMETING PRICES

THE GREENING OF OSB

12 MARGIN BUILDERS

DON’T JUST SELL THE CEDAR— SELL THE VALUE

14 INDUSTRY TRENDS

INTEGRATING REDWOOD INTO MASTERFUL LANDSCAPES

The

MERCHANT

SEPTEMBER 2019

Magazine

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

REDWOOD & CEDAR • OSB & PLYWOOD • TOP OSB PRODUCERS

18 COMPETITIVE INTELLIGENCE

IDAHO DEALER STRIKES GOLD IN INSTALLED SALES

30 THINKING AHEAD

GOING FOR A CAREER IN LUMBER

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ACROSS the Board By Patrick Adams

Not-so-subtle subtleties e recently took the family camping. When I say “camping,” I suppose that’s subjective to your definition. If pulling a tiny, luxurious house on wheels to a spot with full hookups, air conditioning, a fridge, and a freezer full of steak, fish and chicken that are cooked on a portable smoker is “camping,” then, yes, we went camping. Twelve other families went along, each pulling their own version of camping behind them. While this sounds like pandemonium, it was quite the opposite and actually felt just like the “way things are supposed to be.” Husbands, wives and kids all got along and watched out for each other. It was all laughter and discussion and no drama or fighting. Kids would wander, explore and get skinned knees while 26 parents watched out of the corners of their eyes without hovering or intervening. Meals resembled more of a roaming buffet line from campsite to campsite. Simply put, it was a glimpse of what life is supposed to be all of the time. One evening during a group bonfire, I got into an interesting group discussion. Kids were running around in the dark making smore’s or doing glowstick experiments. Drinks and cigars served as dessert, along with some amazing family recipes cooked in cast iron handed down so many times that the stories they must have had made ours seem boring by comparison. We were engaged in a discussion about all that we were thankful for, and it wasn’t some artificially created topic; it was just what seemed natural to discuss. That’s when the evening turned. A friend said, “You know, it seems everyone today feels like it is important to part of some subculture, some gang that is defined by what they stand AGAINST. I hate rap music or I hate country. I think the left are a bunch of socialists or I think the right are a bunch of white supremacists. I think the rich are arrogant or I think the homeless are lazy. What if we passionately broadcast what we stood FOR instead of what we were against? Would that bring us closer together because we would find more in common?” On the surface, this seems like subtle nuance, but the conversation became pretty deep for a camping trip. As the conversation bounced from things like not focusing on your own happiness but rather serving others to how much we have in common when we focus on what’s truly important in our lives—family, service, purpose, faith in something bigger than yourself—we all found ourselves smiling. Laughing. No, not everyone is liberal or conservative. We’re not all rich or poor. Our bond is based on something

else—a passion for the things we have in common like family, faith, service and love for our country. Are we really that different? What has caused us to focus so much on our differences when we have so much in common and how much is that affecting our view of the world? Sure, lot’s of things immediately come to mind that are easy to blame, but isn’t it really up to us? Aren’t we grown, intelligent adults? Do we really have anything to be truly angry about? When we look back sometime, will we wish for more time with our loved ones or will we wish we fought harder against everything that made us angry? I know that the four days camping passed far too quickly and I wish it could have lasted longer. I watched a bunch of kids who didn’t really know each other that well on day one forge friendships based on what they had in common— having fun, creative imaginations, and the excitement of the moment. The adults also got closer, because we focused on what we had in common—being grateful for what we have and thankful for our lives, our health, and our family. It’s a subtle subtlety I guess, but what isn’t? My life has been one long story of a bunch of little things that have developed into something that has me wake up every morning saying “thanks” and going to bed each evening grateful that hopefully, I get to do it again tomorrow. I learned a long time ago that this is one of the secrets of life: The subtlety of focusing on the “little things” that are really the most important foundation of your life and not letting the truly insignificant things infect your day because in the end, they really don’t matter. One of those “little things,” of course, is my continuing gratitude for being able to serve—this great industry and each of you, my team, my family, and friends. I hope you all have had a summer full of “little things,” memories and happiness.

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

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FEATURE Story By Paigh Bumgarner

THE LATEST innovations in OSB manufacturing are green through and through. (Photos by Huber)

The greening of OSB 4 ways todayâ&#x20AC;&#x2122;s OSB incorporates sustainability rawing from a widely available and easily renewable resource, OSB manufacturers are constantly searching for and discovering opportunities to reduce and reuse waste to create an even more sustainable product, a goal that serves the environment, the people in it, and the companiesâ&#x20AC;&#x2122; bottom lines. The OSB industry as a whole has come a long way in sustainable production and holds potential to take it even further. Here are four ways the OSB manufacturing industry is pursuing greener manufacturing.

Sourcing Product

In our economy, the supply chains often run long. Sustainability efforts make the biggest difference when not executed in a vacuum, but throughout the lifecycle of a product from cradle to grave. For the wood industry, this starts in the forest. The Sustainable Forestry Initiative offers a certification program for the sustainable, responsible management of forestry resources. In addition, finding those SFI-certified forests in relatively close-proximity to the plant reduces both transportation

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emissions as well as freight costs for the manufacturer. Down the line, this benefits the lumberyard and end-user who get the product at a better price than those buying wood from manufacturers recouping a high shipping cost, making sustainably sourced product produce fewer emissions and have a better result for the bottom line.

Repurposing Waste

A few decades ago, a zero-waste manufacturing plant would have been inconceivable to most people. But now, manufacturers across the industry are seriously considering how to make zero-waste manufacturing a reality. Plants can approach zero-waste levels by reducing waste through using fewer resources and repurposing waste. One way to repurpose waste is using it as fodder for the furnace that fuels the wood drying process. At our plant in Commerce, Ga., for example, we see roughly 120 to 150 trucks of trees come through per day. After arriving, each tree is then stripped of its bark. Technically, that bark is waste as it is not included in the final product. Accounting for natural variation, more than half of wood waste bypasses

September 2019

the landfill by being repurposed into fuel for the furnace or mulch. Beyond creating a self-heated dryer and press furnace system, companies should look for more opportunities for waste to produce another revenue stream for the company. For example, selling excess bark or wood for fuel to another plant or to a compost and soil producer. Additionally, wood-based product companies can take the opportunity to contribute back to their community by offering free mulch to local schools, parks or community centers. Ultimately, companies should be evaluating what they can avoid sending to the landfill. They may be surprised by who thinks their trash is a treasure.

Monitoring Byproducts

Pursuing greener manufacturing means evaluating all waste, even that which you canâ&#x20AC;&#x2122;t see. While wood is natural and renewable, there are particles released from the oils and resins in the wood during processing that should not be inhaled by people or released into the environment. Huber was the first OSB plant to implement a regenerative thermal oxidizer (RTO) into its manufacturing process to combat Building-Products.com

this issue back in the ’90s. The RTO uses high pressure and heat to destroy any volatile organic compounds (VOCs) and other hazardous air pollutants produced from practices such as, in OSB production, drying the wood strands. Now, under the Title V Air Permit, manufacturers in a variety of industries, including wood, are required to monitor and prevent those pollutants from entering the air, often with the aid of an RTO. With the RTO, those VOCs are never released into the air, which protects the employees in the plant, people living in the surrounding region and the local ecosystem from exposure to potentially dangerous compounds. As an industry, we should be evaluating where else we can monitor and treat processing byproducts. While RTOs are great for processes that involve high heat, there is also developing alternative technology that doesn’t require energy use in biofilters. These little bacterium act as a biological RTO, consuming and destroying particles in the airstream from processing steps that aren’t high-heat, such as the OSB panel press. We’re currently evaluating the longterm efficacy and reliability of this technology in our plants.

Reducing Chemicals

As technology improves, the manufacturing industry is constantly provided opportunities to reevaluate what goes into our products. For example, five years ago, we switched from a solvent-based ink to a water-based ink, which reduces emissions of VOCs during the printing process and reduces the hazardous chemicals required to clean the solvent-based ink print heads. Ultimately, reducing or eliminating waste isn’t just good for the environment, but also for employees and the bottom line of the business. It’s comparable to employee safety in that, like safety, we’ve found the industry to recognize the value and also be very generous in its willingness to share tips or methods with other companies to achieve that common goal. – Paigh Bumgarner is AdvanTech product manager for Huber Engineered Woods, Charlotte, N.C. (www.huberwood.com).

OSB Update 2019 What a difference a year makes. Twelve months ago, OSB manufacturers were flying high, enjoying robust demand and prices well in excess of $500 MSF. With new capacity coming online just as U.S. homebuilding slowed, OSB prices have since cratered more than 50%. In response, North American OSB producers have begun to cut back, suggesting this year’s industrywide production should fall well shy of 2018’s 35.6 billion sq. ft. Norbord, Toronto, Ont., excluding its idled Chambord, P.Q. facility, operated its 11 OSB mills at 88% of capacity, in the most recent quarter, compared to 98% in second quarter 2018. Shipments were down 5% year over year. During the period, it had to curtail its High Level, Alb., plant for 20 days due to wildfires in the area. And last month, Norbord curtailed production at its mill in 100 Mile House, B.C. The shutdown was blamed on the region’s mountain pine beetle epidemic, which has reduced wood supply and driven up prices. Louisiana-Pacific, Nashville, Tn., enjoyed a banner year in 2018 at its eight OSB facilities, notching $1.3 billion in sales by taking advantage of high OSB prices and a push toward value-added products. Last year, value-added products comprised 38% of its OSB sales, with hopes to exceed 50% in 2019. This fall, however, LP will curtail OSB production indefinitely at its Peace Valley, B.C., mill. Georgia-Pacific, Atlanta, Ga., can produce up to 3.7 billion sq. ft. of OSB at its six active plants. Weyerhaeuser, Seattle, Wa., saw sales of OSB dip 1.5% last year to $891 million and so far this year have been running slightly behind 2018, due to lower OSB prices and lower production at its six North American OSB mills. Huber Engineered Woods, Charlotte, N.C., produces OSB at five plants from Oklahoma to the East Coast. Tolko, Vernon B.C., with OSB mills in Slave Lake and High Prairie, Alb., as Meadow Lake, Sask., this summer began reintroducing the Rustic Red edge seal color on its T-Strand Pro OSB T&G subfloor, which will help differentiate the Pro Flooring from the Standard Flooring. RoyOMartin, Alexandria, La., operates OSB facilities in Oakdale and Chopin, La., and Corrigan, Tx., producing a range of products, including Eclipse OSB radiant barrier, TuffStrandXL extended-length panels, WindBrace for wind-prone areas, and StructWall Struct-1 rated OSB. Arbec Forest Products, St. Leonard, P.Q., has a combined 700 million sq. ft. of OSB capacity at its mills in Saint-Georges-de-Champlain, P.Q., and Miramichi, N.B. Langboard can produce up to 440 million sq. ft. of OSB per year at its Quitman, Ga., mill. Forex Amos shipped its first order of OSB last October from the line at its Amos, P.Q., headquarters. Production since has been off and on.

September 2019

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INDUSTRY Trends By Jack Draper, WRCLA

Don’t just sell the cedar, sell the value

A VARIETY of western red cedar products were used in this project. (Photos courtesy WRCLA)

s consumers, we now live in a time of abundant choice. In fact, there are those who will reasonably argue we now live in a time of too much choice. Just think of the last time you had to make a decision on which running shoes to buy; or what data plan you needed for your phone. You likely encountered a plethora of options and information to sift through. And anyone who has stood bewildered in the detergent aisle trying to fathom why there are more than

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30 varieties of laundry soap to choose from will recognize the paralyzing effect of having to process too many options. It shouldn’t come as a surprise that this “analysis paralysis” is now being felt in the building materials sector, and in particular with products like decking and siding. It wasn’t that long ago that the only choices in decking and siding were limited to a few wood species. Today, thanks to the explosion of composite lumber, plastic decking,

September 2019

tropical hardwoods, and vinyl and cement-based siding, the options have ballooned exponentially. So, what does this mean at the retail level? The Western Red Cedar Lumber Association (which obviously advocates using western red cedar) recommends its member retailers promote the unique properties and value of this particular species to increase sales and grow its competitive advantage. While all species and products have pros and cons, western red cedar is unique in that it offers many features that can’t be claimed by other materials. Any WRCLA member product under the Real Cedar brand can only come from sustainably and responsibly managed forests, meaning it is a completely renewable resource. It is also a beautiful and long-lasting wood product that is naturally resistant to rot, decay and pests. What’s more, WRC has exceptional thermal properties that help keep buildings cool in the summer and warm in the winter. This also creates a competitive advantage for WRC decking as it doesn’t heat up (much appreciated by anyone who has walked barefoot on a deck on a hot day). Its ability to insulate and absorb sounds make it highly versatile for both internal and external applications. For retailers to sell the value of WRC, it is useful to start by asking the customer the right questions about the project: are there any concerns or preferences about using a natural material versus a composite product? Where will the material be applied? How will Building-

it be finished? What other materials are nearby? The better understanding the retailer has of the WRC value proposition, the more they can meet the customer’s needs. In addition to its looks and performance characteristics, WRC is available in a wide range of products, dimensions, profiles, grades and surface textures. Knowing which product is right for the job can turn a simple sale into the sale of the year. “Oftentimes, specifications are not always written accurately or include incorrect terminology when it comes to cedar,” said Paul Mackie, spokesperson for the Western Red Cedar Lumber Association. “Asking questions to perfect the specification or inquiry takes a good understanding of the product so the correct cedar products end up on the jobsite.” Although the look of a product is a major influence in the shopping process, the price will more often than not be the final determining factor in what gets purchased. It is a common misconception that WRC costs more than other materials. While this may be true when comparing cedar to some treated products or to entry-level composites, it is not the case when considering the difference between premium products. What’s more, studies from the National Association of Realtors, National Association of Home Builders, and Remodeling’s Cost vs. Value report all found that homes featuring natural materials like real wood decks and siding had a higher market value, greater curb appeal and a higher return on investment than other homes in the same area that didn’t. Customers looking for decking material may also be under the misconception that composite products are maintenance-free, and that natural wood like WRC requires constant care and upkeep. Again, this is not the

2x6 SELECT knotty western red cedar deck and pergola.

case. Anyone in the decking business will attest to the fact that any material, composite or not, that is exposed to the elements will require some form of cleaning and care to keep it looking its best. While WRC takes stain very well, customers looking for a low-maintenance option can be advised to not finish their deck and let it weather naturally till it turns a silvery-gray patina. Cleaning the deck occasionally with oxygenated bleach will keep surface mold and mildew at bay. Lastly, as was mentioned earlier, the visual appeal of western red cedar is more often than not the most compelling reason to choose it over other products. Composites really can’t compete with the rich, natural warmth, texture and luster of cedar. As such, displays of WRC products in the retail environment are very persuasive sales tools. Customers who have felt the wood’s

surface, it’s light weight and experienced WRC’s intoxicating aroma have a harder time choosing anything else. While the retail market for products like decking and siding is crowded, and consumers are exposed to more competitive advertising than ever before, the reasons for choosing western red cedar are compelling: it’s among the most environmentally friendly building products to manufacture; it doesn’t require toxic preservatives or finishes; it’s light and easy to work with; stable; long-lasting, and stunning to look at. For distributors and retailers, the reasons for selling WRC are equally compelling: there is a stable and consistent supply, and it is a very high-margin product. Once consumers understand WRC’s real value, it’s an easy sell. – Jack Draper is managing director of the Western Red Cedar Lumber Association (www.realcedar.com).

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INDUSTRY Trends By Charles J. Jourdain

MASTER LANDSCAPER Michael Galli and Metamorphosis Landscaping often utilize redwood to complement the vegetation in their projects. (Photos by Humboldt Redwood Co.)

Integrating redwood into masterful landscapes uality landscape architecture demands materials that are beautiful and long lasting. Wood used outdoors must withstand environmental elements yet retain its symmetry and aesthetic purpose. Redwood is the one wood that meets these landscaping requirements. Redwood’s total performance is a function of its inherent beauty, natural resistance to termites and decay, dimensional stability, ease of use, and finish retention. One characteristic of redwood that is less frequently mentioned but for which it is equally renowned is its versatility or its ease of being beautifully integrated with other quality materials. Perhaps nowhere is this versatility more valued than in the field of landscape architecture and design. Humboldt Redwood Co. marketing and sales staff recently had the pleasure of touring several sites on the San Francisco Peninsula with master landscape designer Michael Galli of Metamorphosis Landscaping, Millbrae, Ca. (www.MetamorphosisLandscape.com). During the past 30 years, Michael and his team have designed and constructed some 200 landscape projects in the greater San Francisco Bay Area.

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According to Galli, “Two important criteria that nearly all clients desire when moving forward with a new landscape for their home are that the design must maximize the use of their existing property and it is critical that the landscape works with the home’s existing architecture. The landscape also needs to be an extension of their home’s living space.” To accomplish this, a variety of natural materials are incorporated into the space. Plant selection and placement form the primary concept for the design. Other features such as decking, gates and fencing, garden structures, benches, planters, arbors, trellises and pergolas constructed of natural wood are designed to complement the vegetation. Beautiful and durable redwood is the primary material selected for many of these structures. The redwood and other woods complement with natural stone for walkways, planters and water features further enhancing the clients desire to be surrounded by nature. One thing you will not see in any of these projects (Continued on page 17) Building-Products.com

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HIGH-END BACKYARD projects in Northern California called for natural redwood for decks, stairs, trellises and furniture, convinced that homeowners who are surrounded by synthetic materials at work prefer the real thing when they come home. (Continued from page 14)

is plastic or composite decking or furniture. Focus groups have shown that while most folks are surrounded by plastic and other synthetic materials while at work, when they come home, they want to be surrounded by environmentally friendly natural materials like sustainably harvested redwood. Homeowners in this market tend to be highly educated, many are doctors or university professors and they understand the lasting value of natural materials. The abundance of hummingbirds and butterflies observed in these yards illustrates their affinity for the natural aesthetic. Timeless in design and execution, these projects improve with age and look as good or better 20 years after installation. Seasonal pruning, fertilization and planting of annuals are part of the plan. The redwood is ageless and most clients contract for a maintenance program where all the wood is cleaned and refinished every two years. Superdeck is the finish of choice for these discerning homeowners. According to Duckback Products’ representative Yolanda Waters, “Superdeck is a high-quality oil-based transparent stain using microscopically ground iron oxide pigments to help reflect the sun’s harmful ultra-violet rays. Metamorphosis clients prefer Superdeck Transparent Redwood (1903) for its ability to keep the redwood looking its natural best.” Building-Products.com

Crews are active in the late spring months doing maintenance, so the projects are at their peak appearance during the long Bay Area summers. Metamorphosis Landscaping’s long-term outlook is additionally illustrated by its working relationship with vendors and suppliers. As an example, Dolan’s Lumber in Pinole, Ca., has been supplying quality California redwood to Metamorphosis for nearly 30 years. “It started by supplying a modest project in nearby Pittsburg, Ca.,” states Dolan’s store manager Robert Cinelli. “That worked out so well, we started sending trucks of redwood, treated and other materials down the Peninsula, and we continue to do so to this day.” Established in 1959, Dolan’s Lumber is celebrating their 60th year of business in 2019. “It’s amazing to think that for nearly half of our existence as a company, we have been dealing with such a great customer as Michael Galli of Metamorphosis Landscaping.” Dolan’s Lumber Pinole stocks Humboldt Redwood and pressure treated lumber from sister company Allweather Wood. To learn more about the uses of redwood in landscaping applications and to visit with master landscaper Michael Galli, consider attending the American Society of Landscape Architects Conference on Landscape Architecture in San Diego, Ca., Nov. 15-18, 2019 (www. asla.org/annualmeetingandexpo.aspx). September 2019 n

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COMPETITIVE Intelligence By Carla Waldemar

The installation plan

IDAHO DEALER Will Crockett, with his mother, Leila Crockett, corporate secretary, has excelerated product sales through its installed serivces. “If we sell it, we install it,” he says.

rofino” is Spanish for “fine gold.” And that’s how this small town in rural Idaho won its name. When the miners’ gold ran out, in came the loggers. Today it’s turning into a bit of a retirement community, fueled by outdoor activities in the surrounding wilderness, ideal for hunting and fishing—plus a “semi-favorable tax environment and reasonable cost of living,” reports Will Crockett, who benefits from both. And a whole lot more. “There’s a shortage of housing out here in the West, so there’s a healthy amount of new-home construction,” says the fourth-generation owner of Orofino Builders Supply, founded by his greatgrandfather in 1924. Will—age 32 at the time—bought the business from his father in 2010. He’d come back to it in 2005,

“O

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following a five-year stint after college with BMC West, “where I learned a whole lot; they were very successful. But it was kind of time for me to come home, as I knew I would, some day,” drawn by family obligations and underscored by pride in continuing the legacy that’s now spanned 90 years. He’d watched his father purchase Grangeville Builders Supply, a similar outfit nearby, in 1990. In 2007 Will designed from scratch the company’s third operation, Clearwater Builders & Design Center—each store 30 to 40 miles apart and serving its own community. No cannibalizing? “In North Central Idaho,” explains Will, “the roads are narrow and winding,” so you don’t run to the next dot on the map for a loaf of bread—or lumber. “All three stores carry similar inventory—very, very well-stocked.

September 2019

(We buy everything in truckloads.)” And they all practice a strategy Will learned back in his days at BMC. “That company pioneered installed sales for virtually everything— framing, roofing, you name it.” And that’s Will’s winning hand, too. “We sell everything from cabinets to floor coverings and decks. Our contractors”—business is 60% pro, 40% walk-in—“don’t want to install, for instance, insulation. So, if we sell it, we install it. We don’t just offer product, we provide service. (We’re ready to expand our installed sales to gutter equipment next,” he notes. Besides, as he explains, even if his pro customers preferred to manage the installations, who’s to do the work? “In today’s good times, framers are critically short; plumbers, electricians, too. Especially here in Idaho, where the business is seasonal and 75% of the work is done in the four, five months of summer, to keep a continuous construction crew would be challenging. So we, too, have to be creative—be willing to tweak schedules. Part-time help, historically, has not been advantageous, but these days, many people are choosing to work part-time, so you have to shift your mindset.” Will could use more workers, but he chooses to hold the line: “Fifty is the magic number, when it comes to (mandated) health insurance. (We do provide some.) When I hire,” he explains, “I want someone eager, someone who wants to advance. But today, there’s so much competition for skilled labor. They’re all heading to the next modern-day Gold Rush: Alaska, South Dakota. “So, you’ve got to make the sale— explain how, if you worked here, you Building-Products.com

could be done at 5, 6 o’clock, for dinner with the family. You need to find the right individual who values those traditions. We’re proud of what we have to offer and we pay pretty well. I’m proud of that, too. “It’s not easy to provide a good wage when margins are low, and getting lower, on lumber. So we have to diversify ourselves: add products that increase margins. That’s a big reason we need skilled salespeople, who do more than stop at 2 x 4s—suggest a cabinet package, a siding package.” That kind of mindset isn’t a given. “In staff training, there’s a learning curve, even if they come to us qualified. It takes six months to two years to get an understanding of our products, our computer system, our customers, our culture, and our community. Six months is just a crash course. “My personal job is training, but not in formal courses. We harness the resources of our buying group and our suppliers (who have a vested interest in helping sell their product). I work with our young employees myself; I’m always around, never on vacation. I’m plugged in 24/7, and my phone never stops ringing. “My style is, I don’t micro-manage. I have strong managers who treat their stores as if they’re their own. My weakness,” he confesses, “is managing. I’d rather pull an order, jump on the forklift or mix the paint: To me, that’s more satisfying than endless meetings. But other owners have cornered me with ‘Why on earth? You have bigger fish to fry.’” Customers have no complaints. “They understand our focus on community orientation—that we’re not just a business—we live here, shop here, recreate here. We are a small-town retailer, here for our community. We offer competitive prices (and we are aware of what our competitors are doing.) We deliver to your doorstep. We are responsible in adding products people ask for. We bend over backwards.” Still, there’s competition out there, including strong indies in Will’s market. “It keeps me up at night. Also, boxes—one 40 miles away, just close enough to keep us on our toes. Plus,” he shudders—as you all do, too— “Amazon.” Still again, “Our objective is to be the Number One player in our market.” To retain the loyalty of his pros, Will offers Lunch & Learn sessions, breakfast meetings, and the occasional mill tour opportunity, “which they love! They get to see a product made. They love that!” For the retail trade, he offers Saturday classes in various crafts. (“They want entertainment,” he’s learned). A Ladies Night in all three stores has proved “wildly successful! The headcount was off the charts.” A Design Center is another strong draw (and offers better margins than the 2x4s). “If you’re selling only commodities, it’s a tough gig. There are only 20, 30 housing starts (per year) here, and lumber is only 20% of the total product—so it’s best to diversify: floor coverings, cabinets, appliances, lights, heating. And it sets us apart from the competition. When we added the Center, it put us on the cutting edge.” When Will built the new store in Orofino, the former building became its Design Center. “We quadrupled the square feet of the store and doubled the square feet of the Design Center,” he reports. Homeowners love it? Sure they do. But its major users (and fans) are Orofino’s pros. “We provide materials for the whole package. We manage that for them, which frees Building-Products.com

them to build more houses. And here, there’s a lot of demand for new construction, so builders can do more projects and turn the rest over to suppliers like us. We subcontract it or do it in-house—flooring, cabinets, millwork, siding. And especially pre-finishing. Contractors are starting to realize that pre-finishing is complicated. “In terms of callbacks”—the eternal nightmare of every builder—“we reduce the number for them. We say, ‘We’ll take care of all that for you’—and for a charge, of course,” Will makes clear. It’s also clear Will love-love-loves the business. He’s hoping his kids—a son, 12, and daughter, 8—may, too. “They’re the pride and joy of my life,” he exclaims. “Already my son assembles wheelbarrows, stocks the shelves and sweeps the floor. But they can choose their own path. My parents allowed me to do that, with no guilt trip. “People think that owning your own business is an easy way to make money, but once you sit in the owner’s chair, it’s what you do. The business depends on me being here, never stay away. But the pride is unbelievable! I want to continue to offer opportunities to my kids and employees. It’s a great living!” he jubilates. Carla Waldemar cwaldemar@comcast.net

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“Focused on the future with respect for tradition” September 2019 n

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OLSEN on Sales By James Olsen

Calling markets, making markets T

he fact that the lumber market moves is one of the things that makes working in the lumber industry interesting and exciting. I worked on a trading floor that owned hundreds of cars and trucks of lumber daily. We were always on one side of the market or the other—and sometimes both at the same time.

To our suppliers: (1) What and how much are you cutting right now? (2) How long will you be on that run? (3) How is your take-away? Customers and suppliers will both obfuscate on these questions, so be ready to ask them more than once or in a different way.

Lumber Futures

Reading Cash Markets

Cash and futures work separately, but both affect each other. Our vice president, who had been a futures trader for 20 years before joining our “cash trading” floor, hedged our cash positions on the lumber futures market. Using lumber futures as a hedge is a great idea. Playing the lumber futures is just like betting on red or black in roulette. It’s gambling: • Our VP did it for 20 years. He said he had a good run, but it was gambling, and, in the end, they ran out of money. • A fellow trader’s father had lost their family’s business playing the futures. • I saw one trader buy a Corvette, cash, one week, sell it back the next, and pull money out of his 401/k to pay off his losses in the futures market. (Soon after, trading futures was banned on the floor. This same trader started betting on football games!) • I knew a guy who traded “in the Pit” in Chicago and he said people lose millions every year and the only people who make money playing futures are the traders in the pit, because they have more info and a half-second advantage. For 17 years I made a living as a commodity cash lumber broker. I worked with some of the brightest minds in the world. Below are some guidelines for making and calling cash markets.

Do the Math — Full Disclosure

Most sellers are just not asking enough questions to get enough good information to make any kind of reasonable guess on where the market is going. If we are working hard enough, contacting a lot of people, and asking good questions, we will have a much clearer picture of where the market is going and be able to make better decisions. We ask the following questions: To our customers: (1) How much do you have on order? (2) How much on the ground? (3) Of that, how much is already sold or spoken for? (4) How low can you let it go before you have to buy?

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Here are four things to watch for to help gauge markets. Time. How long has the market been falling/rising? The longer a market runs the higher chance of it stopping. The cash market moves generally on a 30- to 45-day cycle. Customers have to pay their bills every 30 days, so they will turn their inventory about the same. Money. How much has the market fallen or risen? The bigger the number, the more likely the market is poised to move in the other direction. History. Where is this item in relation to the last 90 days, six months, year and five-year history? Is this item getting close to historical highs or lows? The closer any given item gets to historical regions the more likely it is to move in the other direction. Spreads. Great market callers watch the spread between items, lengths, grades, crossover products, and species. Example: Let’s say the spread between 2&Btr. and Utility is historically $100/MBF. The market has been coming off for four weeks. But 2&Btr. has dropped more dramatically than utility, and now the spread is only $65/ MBF. It would make sense to take a look at going long on &Btr., because when the market moves, the historical spreads will be reestablished. Remember: every rule the market makes, it breaks. So when in the market, just like in the ring, protect yourself at all times. Just being a good market caller won’t make you successful in the lumber industry. It helps, but sales skills save us! James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

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THE REVENUE Growth Habit By Alex Goldfayn

Create memorable experiences for customers and prospects

y kids are 10-year-old twins, and they do everything together. So we have an annual late-summer tradition where I travel, one-on-one, with each child. These trips have become fabulous experiences and memories, and “the other twin” does some special activities with my wife at home while we’re gone. I’m just back from such a trip with my son. We went to Philadelphia, where we saw the Cubs lose a heartbreaker to the Phillies and took in the amazing U.S. history there. You can literally feel the birth of America there. (Soon I go to Amelia Island with my daughter, who wants to hunt for big shells and shark teeth on the beach.) These are singular, unforgettable experiences for us. Similarly, we should be creating singular, unforgettable experiences for our customers and prospects. We need to talk to people in a way that’s in their best interest, without fear of losing the sale. We need to talk to prospects in a way that’s helpful to them, in a way that nobody else talks to them. Challenge preconceived notions. Push back where necessary, if it will be helpful to the prospect. Let me give you an example. After spending four hours in a sales meeting with a prospect recently, I gave them some feedback before leaving. I observed their conversation with each other, and told them there is a complexity to their interaction, and that they need to simplify things as a leadership team. One of the things they needed to simplify was their consideration of whether to work with me. It’s not hard. Do you want to grow, and if so when do

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you want to start adding 10-20% to your top line? There is the decision. I’m guessing nobody has ever told them this before. They became a client, and have repeatedly told me that this interaction was memorable and immediately helpful to them. Be memorable and even singular. When we call a customer or prospect on the phone, for example, we are quite possibly the only ones doing so today. We think everybody is calling, but they are not. Most people have a fear of bothering and annoying the customer (sound familiar?). So nearly everyone avoids the phone and emails instead. When we call, with value, we are memorable. “Tom, I was just thinking about you. How are you? How’s your family? What are you working on these days that I can help you with?” How many calls like this do you think your customers get? That’s right: probably none. When we follow up on quotes and proposals, we are memorable. Because almost nobody does this either. The irony (or tragedy) here is that customers want us to follow up. They appreciate it. It makes their lives easier. But most people avoid quote and proposal follow-ups for the same reason that we avoid making proactive phone calls: we don’t want to bother the customer. But when you call and say, “Tom, I was thinking about you, where are you on that quote...” you are not bothering the customer. You are helping them. And they value it. They value you. You probably noticed that both techniques above contain the phrase “I was just thinking about you.” That’s because those words alone make us singular. Who says that? And also, it is impossible to get mad at you when you tell somebody you are thinking about them. When we are present we are memorable. When we demonstrate to our customers and prospects that we care, they appreciate us. Because most people don’t do this. And in return, they will thank us with their money. Alex Goldfayn Revenue Growth Consultancy alex@evangelistmktg.com (847) 459-6322 Building-Products.com

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TRANSFORMING Teams By Claudia St. John

Hiring a salesperson? Avoid these 5 mistakes o, you’re looking to hire a sales representative? That’s great news! Unfortunately, with this incredibly tight labor market, finding qualified talent, particularly in sales, is a significant challenge. That’s great news if you’re in sales—you have many more options available to you than in the past. That’s not so great news if you are the hiring manager because hiring salespeople can be tricky and challenging. If you are planning on hiring a sales executive, here are five mistakes to avoid:

(1) Start Fresh. Don’t Reuse & Recycle. All too often, employers reuse an old job post, stick it on Indeed.com or LinkedIn and wait for the resumes to come in. It’s not going to work. In this labor market, talent has their choice of job options. They’ll know if your offer is old and tired. Instead, try to think strategically about what you truly need—today and tomorrow. Now is the time to assess what you will need in the future because the right hire can take you there and the wrong hire likely can’t. Most importantly, make sure your posting communicates that strategic vision. The goal of the

Q. I’ve heard about “Ban the Box” legislation and we’ve removed all questions about criminal history from our employment application. Are we still allowed to ask about criminal history and run criminal background checks? If so, when?

A. I can’t speak to your specific “Ban the Box” laws/ regulations because they are all somewhat different, but usually they only require that you remove the question box from the application. If you are going to perform a criminal background check later in the process, you may want to let applicants know that on your application so they know they will be subject to one. We recommend that employers run background checks either at the end of their hiring process or after a contingent offer of employment has been extended—meaning that you’re offering them employment contingent on a clean background check. And remember, if you decide not to hire someone because of what appears in their background check, you may be legally obligated to provide the background report to them.

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posting is to get your potential talent excited about your opportunity. Make it shine! When developing your job posting, make sure it: • Captures the true interpersonal qualities you are looking for. • Is creative and catchy—remember, you’re not alone in your recruiting effort so make sure your post stands out! • Quantifies the responsibilities and requirements of the job. Don’t make candidates guess what you’re looking for. Be explicit. (2) Stop Recruiting. Start Marketing. Certainly, you will need to post your position online. But if that’s all you do, you’ll be lucky to find what you’re looking for. With the unemployment rate at historic lows, most of the talent you’re interested in are currently employed. That means you need to find them and convince them that your opportunity is worth checking out. You have to headhunt. Start mining your connections—both personal and professional. Get your employees and clients and friends in on your search. Structure your headhunting activities. Have your marketing pitch ready for those who express interest in your position. If you’re looking to hire sales professionals, you need to be able to sell them on your opportunity. Cast a wide net. When it comes to recruiting, you must be willing to put a little elbow grease into your search. And market yourself!!! (3) Don’t “go with your gut.” Your gastrointestinal tract is not your best tool for making a hiring decision, particularly when hiring a salesperson who is skilled at Building-Products.com

persuasion. We recommend making a hiring decision based on the “One-Third Rule”—one-third on experience, onethird on the interview, and one-third on behavioral testing. Our recruiters are true believers in behavioral testing. The results will give you insight into their behaviors, motivators, and values and much more data with which to evaluate your candidates. How a candidate performs in a personal interview really is only an indication of one thing—how they are at interviewing. Remember, they are salespeople—they are trying to sell you, too! Don’t be sold, be smart. (4) Be ready for sticker shock. It’s a talent-friendly market. What our recruiters are finding is that if a candidate is actively searching, they typically have multiple offers on the table. If you are actively in the recruiting market, you have to be ready and able to take decisive action on hiring. And be ready for sticker shock. Qualified talent in the market today are expecting 15% to 20% more than they did in recent years. Here’s a sample of what we’ve seen in our recent recruiting efforts: • Mid-level HR - $80k • Experienced Sales - $130k base plus commission • Entry-level Sales - $60k base plus commission • Mid-level CSR - $60k The reason these candidates are asking so much? Because they can get it, if not with you, then with your competitor. And if you want to know how much you’ll need to pay for qualified talent, just conduct a recruiting effort—your candidates will tell you how much they want and that’s the best indication of what the going market rate is for your job. (5) Stop Looking for Unicorns. As recruiters, we never want our clients to settle for inadequate talent. But sometimes, their bullseye for “perfect” talent is impossible to fill. Looking for someone with years of experience, willing to take $35k, and living within 30 miles of your remote location? Chances are, after months of searching, if we can’t find that person, they don’t exist. These are the types of difficult conversations we often have to have with our clients: • Your pay is too low for the experience you’re looking for. • If you can’t afford experienced talent, you may need to consider less experience. • If there are only a handful of people within 100 miles of your company and none of them are interested in your position, you may need to consider remote workers. No one likes to have these conversations, but after screening hundreds of potential candidates and not finding the unicorn, it’s unlikely that hundreds of unicorns will miraculously appear. Revisit your efforts to date. Have you made one of the mistakes listed above? If so, now’s a perfect time to correct, redirect and start again! And remember, stop looking for unicorns if a solid workhorse or stallion will do! Claudia St. John, SPHR, SHRM-SCP President Affinity HR Group contact@affinityhrgroup.com

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10/27/14 4:14:53 PM

Universal Changes Name

Universal Forest Products, Inc., Grand Rapids, Mi., is launching a new organizational structure designed to position the company for accelerated sales and profit growth, starting with a name change. As of Jan. 1, 2020, the company will be known as UFP Industries, Inc. It will be organized into three segments based on the markets they serve rather than geography. This will allow for a more specialized and consistent sales approach among all Universal companies, more efficient use of resources and capital, and quicker introduction of new products and services. Allen Peters will become president and COO of UFP Retail, Patrick Benton president of UFP Construction, and Scott Worthington president of UFP Industrial. During a transition period, Pat Webster will remain COO of UFPI and take on COO responsibility for UFP Construction and UFP Industrial. Jonathan West will become executive VP of Factory Built Housing in the construction segment. Chad Eastin will become executive VP of ProWood. “The markets are changing quickly, and we need to not only adapt to changes, but to anticipate future changes,” said CEO Matthew J. Missad. “As the complexity in our product offering increases, our teams need to be able to focus on products and services that bring more value to our customers.” He added that while the name Universal Forest Products is a source of pride for employees, it no longer

describes what the company does. UFP Industries will continue to trade under the ticker symbol UFPI.

Sunroc Renamed Sunpro

Sunroc Building Materials, a building materials company serving Utah and Idaho, has changed its name to Sunpro. “We are pleased to announce that we have changed our name to Sunpro. The new name more accurately reflects who we are as a company—a building materials supplier who serves the pro-contractor/builder. This new name is more representative of the lumber and building materials industry and honors the history and trust that we have built with you, our customer, under the Sunroc name. Additionally, it uniquely identifies our brand in the market while differentiating us from the products and services offered by our sister company, Sunroc Corporation,” said Greg Templeman, president of Sunpro. In addition to the name change, Sunpro has unveiled a new logo, a new website (www.sunpro.build), a new rewards site, and a newly developed millwork selection tool. The new website has been designed and updated to showcase all Sunpro’s products and services, including a millwork selection tool that allows customers to browse Sunpro’s millwork & door offerings, easily organize their selections, and request quotes directly from the tool. The new name is effective immediately and will be implemented across the company’s 13 locations throughout 2019.

Zoning Stymies Ace Dealer

Pasco, Wa.-based Ace Hardware franchisee Grigg Family LLC was denied in its request to build a hardware store on two acres in West Richland, Wa. Since 1949, the property has been zoned strictly residential. The retailer has spent years trying to have it rezoned, until losing its appeal in August. Grigg operates two Tri-Cities Ace Hardware & Sporting Goods branches in Richland, Wa., and one in Kennewick, Wa.

DEALER Briefs Filbin’s Ace Hardware , Vancouver, Wa., is liquidating after 10 years. Owner Mike Filbin blames a steep drop in visitors due to installation of a new traffic safety median out front that prevents customers from making left turns into his parking lot. Hardwick & Sons , Seattle, Wa., hopes to begin construction next month on a 9,000-sq. ft. replacement store with 7,000-sq. ft. warehouse in Post Falls, Id. Building could be completed by July. Sutherlands is liquidating its 25+-year-old store in Grand Junction, Co., after its lease was not renewed. Strand Ace Hardware,

Escalon, Ca., opened a sister store July 8 at the former Orchard Supply Hardware building in Modesto, Ca.

ABC Supply has added a new branch in La Mirada, Ca., its 44th location in the state (Sean Cartwright, mgr.). Habitat for Humanity this month will close its unprofitable seven-year-old ReStore outlet in San Carlos, Ca. Central Valley Builders Supply, Napa, Ca., was voted one

of “The Best Places to Work in the North Bay” by the North Bay Business Journal.

84 Lumber was named to the 2019 Inc. 5000 list for the first time in the company’s history. 26

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Building-Products.com

UFPI Buys Northwest Prefinisher

Universal Forest Products has acquired the operating assets of Northwest Paintings Inc. and its affiliates Northwest Factory Finishes, Bonner, Mt., and Pacific Northwest Factory Finishes, White City, Or. Northwest Painting, with anticipated annual sales of $14 million, is a leading supplier of pre-painted building materials. The deal will enable UFPI to expand its capacity to produce value-added siding and trim for customers in Northwest and Mountain West regions.

OrePac Taking Over Fiberon in West

OrePac Building Products, Wilsonville, Or., has entered into a new exclusive distribution partnership with composite wood-alternative decking manufacturer Fiberon, leaving current distributors suddenly without the line. The agreement, expected to go into effect later this year, will place OrePac as the sole distributor of Fiberon products in the Western United States once the current agreement expires with its existing supplier, AZEK/

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TimberTech. Current distributors of Fiberon in the West include Weyerhaeuser, Western Woods, and BlueLinx. While the exact timeline of product availability remains unclear, a Weyerhaeuser Distribution manager in Fontana, Ca., indicated that Weyerhaeuser would stop offering Fiberon products at the end of August. Western Woods is currently evaluating its situation and how quickly it will drop the line, and Denver is the westernmost market to which BlueLinx supplies Fiberon products, as well as other decking lines. Since 2012, OrePac has distributed Therma-Tru Doors, part of Fortune Brands Home & Security, which acquired Fiberon last year. The new deal with Fiberon “leverages the strengths of the existing Therma-Tru partnership and broadens OrePac’s future product offering. Fiberon’s optimization and expansion of its own West Coast operations, along with an enhanced product offering, further enforces the strength of the partnership.”

Westlake Ace Expanding Fast Throughout California

Lenexa, Ks.-based Westlake Ace Hardware is now up to six branches in California, with more on the way, all former locations for Orchard Supply Hardware. After opening July 19 in Northeast Fresno and July 20 in Woodland, Ca., Westlake unveiled an Ace Hardware Aug. 8 in Pinole, Ca., with a number of its 50 employees holding over from OSH. The 30,707-sq. ft. store will hold a grand opening celebration Sept. 13-15, according to general manager Eric Evensen. Stores number four through six—in South Pasadena, Thousand Oaks, and West Los Angeles—all had grand opening “board cutting” ceremonies Aug. 29. Next up is a 34,000-sq. ft. location slated to open later this month in the one-time OSH in Mountain View, Ca. Chris Gueriero will serve as general manager. Nationwide, Westlake operates more than 130 locations.

SUPPLIER Briefs Cascade Capital Lumber, Tacoma, Wa., will distribute MOSO’s bamboo product line throughout Washington, Alaska and Hawaii. Rockwool’s Comfortboard stone-wool insulated sheathing has become the first product of its kind to be certified in California with the State Fire Marshall’s Building Materials Listing Program. Simpson Door, McCleary, Wa., has started up a new 30,000-sq. ft. distribution center in Ensley, Al., to serve the South and East Coast. RoyOMartin, Alexandria, La., announced that its land and timber department, which oversees nearly 550,000 acres of forestland, has completed 12 years without an OSHArecordable injury, effective Aug. 2. Keys to their success include reporting near-misses, performing quality safety audits, and making daily contacts, in cooperation with a health, safety and environmental team. Deckorators has approved CAMO’s EdgeClip and EdgeXClip fasteners for use with its grooved deck boards. Building-Products.com

Building-Products.com

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THINKING Ahead By Chelsea Brown, Patrick Lumber Co.

Going for it

A career in lumber umber isn’t glamorous, they say. I’ve had a taste of that life, and it’s not all it’s cracked up to be. At the start of my college years, I aspired to a career in fashion— it doesn’t get more glamorous than that, right? I thought so, too, until I entered a fashion merchandising degree program and found myself surrounded by superficiality. I’m a “people person,” so I knew it wasn’t going to work. The exact opposite type of energy embodies the lumber industry, by the way. Not only is it a place where you can be your authentic self both personally and professionally—which is good, since your customers and suppliers very likely will be your friends—but, importantly, it’s also a place where you have a real shot at achieving your goals.

Started at the Bottom, Now I’m Here

My father cashed in a favor to land me a part-time receptionist job at Patrick Lumber Co. more than a decade ago, to earn extra money while enrolled at Washington State University. I expected to stay no longer than six months. However, the escalating recession and a growing pile of student loan debt persuaded me to put school on the back burner and increase my responsibilities at

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Patrick Lumber. I worked full time as a trader assistant for about eight years, before applying for a lumber trader position and finishing my marketing degree in 2017. Prior to that, though, I questioned whether I wanted to stay in the industry and was tempted multiple times to see what else might be out there for me. The pivotal decision to dig in for the long haul came when my personal life crumbled in 2017, punctuated by a divorce and the sale of my home. These events created a crucible of sorts for me, and I began to look at the future through

September 2019

a different lens as I set my sights on a happier 2018. I also recognized the level of support I had received at Patrick Lumber and felt a strong pull not to let my work family down. I took the trader role and was rewarded with what has been the best year of my life! Instead of worrying if the grass was greener on the other side, I realized that there was a huge opportunity on the table right in front of me and that I’d be a fool to leave it there. I understood what kind of doors could open if I was just willing to go for it. The result is that my career goals and my personal goals

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A Special Series from North American Wholesale Lumber Association

are aligned with one another, and being in a sales position allows me that flexibility. I changed my attitude about the opportunity, and it changed my direction. My experience matters because it speaks volumes about the kind of people who make this industry special and how anyone can find happiness and success with a career in lumber—even if they weren’t looking for it there. Especially now. Patrick Lumber gave me a vehicle (lumber) to connect to people, be a part of solving problems, and find creative ways to adapt. My career in lumber has not only given me a living, but it’s given me life.

Get In Where You Fit In

The lumber industry offers vast opportunities but unlocking and claiming them means digging past the labels that cloak the sector’s true value. In addition to being dismissed as not sexy, it is viewed as oldfashioned. It’s true that this has been a highly traditional industry; and I, for one, appreciate the people before us who worked to create the supply, build the relationships, and bring the industry to where it is. Its foundation rests on values like trust and loyalty, but other hallmarks of the

About NAWLA North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn more about how NAWLA can help your business at www.nawla.org.

business—such as gender disparity—scream stagnation. What outsiders may not realize, though, is that lumber is ready and ripe and, in fact, already on the brink of evolution. I’m a perfect example of how the transition is starting to play out. When Patrick Lumber hired me on in 2007, it—and many other companies—were set up with male traders on the sales floor and a staff of female assistants to provide support. That is not to say that my firm didn’t support women doing sales; it was just the status quo. Not anymore. I’m one of two female traders at Patrick Lumber, and I think this is just the beginning.

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I don’t want to ignore the elephant in the room, because there are very real challenges to being a woman in some aspects of this industry. We aren’t always taken seriously; in fact, it’s not uncommon to be mistaken as a receptionist. But if what you want is a role that has traditionally been male-dominated or if what you want is a leadership position, overall the industry will back that play. First, though, you have to ASK for it. There’s a book called Women Don’t Ask, which cites research on how long people wait to ask for something they want. The study found that men ask when they’re about 60% ready, while women put it off until they are 100% ready. Postponing the ask, however, postpones the payoff. So, ASK. Say what you want and need, and then go for it. Not only should women go for it, so should younger workers and people of different races and backgrounds. NAWLA is helping with that, for example, with it’s new Young Emerging Lumber Professionals (YELP) group, designed to address industry issues for the next generation. The conclusion is the industry needs as many perspectives as possible. Diversification can only improve innovation, which can only bolster the bottom line. It’s the perfect time, too, if you consider the rate at which the lumber industry is losing Baby Boomers to retirement. That applies to anyone looking to launch or propel their career. The trend is opening up all kinds of opportunities at all levels, from marketing and admin to IT. It also potentially creates a faster track to leadership for those interested in that pathway.

The Moral of the Story

What started for me as a flash in the pan to make some side cash turned into 12 years of growth, opportunity and change. Lumber offers the same kinds of opportunities as other industries, with the added bonus of really great people and a culture predicated on values such as family, trust and loyalty. If you align with any of those attributes, then you’re doing yourself a disservice by passing the industry over. – C h e l s e a B ro w n i s a trader at Patrick Lumber Co., Portland, Or., and a member of the NAWLA Education Committee.

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100-YEAR-OLD Homer T. Hayward Lumber Co. operates seven lumberyards, including Santa Maria, Ca., as well as six design centers along California’s Central Coast.

Hayward Launches Centennial Celebration Each of Homer T. Hayward Lumber Co.’s Central California locations will be holding local events to commemorate the chain’s 100th anniversary, following a massive company-wide celebration Sept. 7 in San Luis Obispo, Ca.

HOMER T. HAYWARD rode into Salinas, Ca., in 1919 and established a lumber empire.

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Hayward operates seven lumberyards, six design centers, a truss plant, and a fast-floor facility in Redwood City, Pacific Grove, Salinas, San Luis Obispo, Santa Maria, Goleta and Santa Barbara. Founder Homer T. Hayward was not new to the lumber business. After World War I, he decided to sell his interest in the Los Angeles-based Hayward Lumber & Investment Company to his brother and moved his family to the Central Coast. On Sept. 19, 1919, Homer established the company in Salinas, Ca., at the corner of Monterey and East Alisal Streets before moving to its current Front Street location in 1928. It has survived the Great Depression, a World War, building busts and booms, and massive changes in technology. One of Hayward’s biggest jobs in the early years was providing the lumber for The Giant Dipper on the Santa Cruz Beach Boardwalk in 1924. They had 322,000 ft. of lumber shipped, mill-cut to order, and delivered by boat to Santa Cruz. More than 60 million visitors later, the Giant Dipper is still in operation. Today, Hayward Lumber stands at the forefront of innovation, a leader in sustainable building and indoor air quality. According to COO Paulo Sitolini, “California is known for its strict building codes, to be the best we need to constantly deliver cutting edge solutions to our builders. We have to deliver value to our customer’s every day and that takes incredible team effort.” “Our company has grown up on the Central Coast and we are proud to be part of its history,” noted fourth generation owner Bill Hayward, current CEO and chief innovation officer. “My great-grandfather understood customer service. He said treat your customers right and they will always come back.” Customer satisfaction remains Hayward’s number one priority, and its 200 employees want to make sure that will never change. Building-Products.com

We hear all the time “you can’t put veneer on OSB.” But that’s simply not true. Timber Products Company’s OSB core is a high-quality, low-cost substitute for veneer core, even on critical veneers such as cherry and walnut. Panels made from high-density OSB are sanded and calibrated to have less thickness variation than veneer core panels. In addition, all veneer species and cuts can be laminated to our OSB core. These panels are an excellent alternative to MDF, as they are more affordable and weigh less.

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Injunction Denied Against Bamboo Decking Producer A U.S. Court judge has denied Dasso International’s motion seeking a preliminary injunction to prevent competitor MOSO International from selling compressed bamboo decking. According to the ruling, the plaintiff was unable to establish proof of irreparable harm or evidence of wrong-doing. Dasso made claims of irreparable harm in four areas, including loss of goodwill and disparaging statements. The motion for preliminary injunction was filed over a year after the original infringement complaint was filed. “It’s always good when the truth comes out,” said MOSO North America CEO Brett Kelly. “Their assertions are baseless and, in the end, we know that the court will again agree with us.” MOSO founder Arjen Veltman added, “Although the suit continues to be a nuisance, our MOSO North America team continue to grow our brand.”

Roseburg Cuts Back at Dillard Plant Continued unfavorable conditions in the North American plywood market prompted the indefinite layoff of approximately 90 employees at the Roseburg Forest Products plywood plant in Dillard, Or., effective Aug. 2. Roseburg moved about 50 of the affected workers to other wood products plants in Dillard and Riddle, Or. The remaining affected employees will be considered first when positions open at other facilities. “After waiting for months for markets to improve, we have reached the point where a layoff is necessary to better match supply with weakened demand,” said senior VP of

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operations Jake Elston. “Slow housing starts, imported plywood, and increased competition from OSB manufacturers are all driving the imbalance in the market. This is an unfortunate but necessary step toward preserving the long-term viability of our plywood business.” Operations at other Roseburg facilities, including plywood plants in Riddle and Coquille, Or., will continue as usual.

Hampton Buying Conifex Mill Hampton Lumber, Portland, Or., has agreed to purchase Conifex Timber’s sawmill in Fort St. James, B.C., to build a new facility on the site. Hampton will pay approximately $39 million plus the market value of ﬁnished lumber and log inventory at closing, and will also receive the plant’s associated forest license. Hampton Lumber operates nine sawmills in Oregon, Washington and British Columbia, including two in the Burns Lake area of British Columbia. Steve Zika, CEO of Hampton, said that “while economic conditions are extremely challenging right now for the lumber industry in British Columbia, we believe the longterm outlook for Canadian lumber is promising. We intend to build a new sawmill in Fort St. James and look forward to building relationships with local First Nations and other community partners similar to a successful joint venture we have with the Burns Lake Native Development Corporation in the Burns Lake area.” Due to continued uncertain market conditions, Conifex does not expect to resume normal operations at the Fort St James site prior to closing of the transaction.

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MOVERS & Shakers

David Scanlan is a new inside sales specialist with Sierra Forest Products, Seattle, Wa.

Don Gray, ex-BMD, is now sales mgr. at Weyerhaeuser, Fontana, Ca.

Ned Olson, ex-Timberline Forest Products, is new to sales at Atlantic Forest Products, Lake Oswego, Or.

Brian Johnson, ex-Swanson Group, is a new commodity trader with BMC West, Eagle Point, Id.

Shawn Knowles has been appointed director of innovation for Weyerhaeuser Co., Seattle, Wa.

Shannon Smith, ex-WoodPerfect NW, has joined the plywood sales team at Boise Cascade, Boise, Id.

Eerik Hale was promoted to territory sales & business development mgr. with Do it Best Corp., Fort Wayne, In. Other promotions: Jarek Hoppe, LBM sales assistant; Amy McCaw, assistant credit mgr.; Derek Opliger, associate merchandise mgr. for global sourcing; and Vince Riddle, systems engineer.

Jeff Kamp, ex-Timberline Forest Products, opened a Tigard, Or., office for Garmar Industries, Woolwich, N.J. Manuel Curon has joined the sales force at Huttig Building Products, Rancho Cucamonga, Ca. Chris Knowles, ex-Oregon State University, has moved to Timber Products, Springfield, Or., as marketing director. Pat Lynch is TPâ&#x20AC;&#x2122;s new international business mgr., and Doug Clark is hardwood sales mgr. Rick Enos, director of sales, Real Wood Products, Eugene, Or., has retired after 36 years with the company. Tim Pruitt, ex-USply, has joined Roseburg, Springfield, Or., as business mgr. of millwork. Chris Verderber, ex-Seneca, has rejoined Collins, Wilsonville, Or., as VP of operations. Jim Carroll, ex-Altera Windows & Doors, is the new VP of sales & marketing for Belco Forest Products, Shelton Wa. Dr. David Walters has been hired by Green Diamond Resource Co., Seattle, Wa., as VP of acquisitions.

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Jed Bryce is now portfolio mgr. for GreenWood Resources, Portland, Or. Thomas Mende, ex-Klausner Trading USA, has been named president and CEO of Binderholz Timber Inc. Shane Glascock has joined PPG True Finish Building Products, as national business development mgr. Kabira Cher Ferrell has been appointed VP-marketing & communications for the Softwood Lumber Board, leading the Think Wood program. Brad Southern, CEO, LP Building Solutions, was named 2019 North American CEO of the Year by Fastmarkets RISI. The award will be presented Oct. 29 at RISIâ&#x20AC;&#x2122;s North American Conference in Boston, Ma. Earl Lee Riser has been assigned to the graveyard shift at Mungus Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

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Building Industry Partners Divisions Grow Two divisions of investment firm Building Industry Partners LLC have made major acquisitions in the West. BIP portfolio company Homewood Holdings LLC has purchased the assets of Total Trim Construction, Roseville, Ca., from its owners, Jason and Patti Flashman. Total Trim provides quality interior trim, moulding, and door installation services to multi-family builders and commercial and hospitality developers and contractors. The Flashmans founded Total Trim in 2004, and have grown it into the leading independent full-service door and millwork installer in the greater Sacramento market. Erich Kepner, CFO of Homewood Holdings, commented, “Homewood Building Supply has worked closely with Total Trim for over a decade, serving many of the same residential and commercial builder customers as a complementary service partner. Total Trim has a very strong reputation in the Sacramento market, and we think Homewood’s support, combined with Jason and Patti’s expertise, will allow us to better serve our customers.” Separately, U.S. Fence Solutions

Co., another portfolio company of BIP, has acquired the assets of Western Access Controls, Denver, Co., from its owners, Alain Brûlé and Jill Parsons. Western Access Controls is a leading designer and installer of automated gate and access control systems, serving residential and commercial customers throughout the Rocky Mountain region. The company also partners with leading fence installation businesses to provide a comprehensive suite of automated fence, gate and security solutions. Brûlé said, “We felt that we needed a partner to help us expand our business and serve our growing customer requests. U.S. Fence Solutions brings resources to Western Access Controls, which will help us staff for additional installation capacity and material sourcing support to meet our customer requirements.”

Judge OK’s Water Settlement

Roseburg Forest Products, Springfield, Or., has reached a settlement with the city of Weed, Ca., putting an end to a two-year legal battle concerning water rights.

A judge approved the deal, in which the city conceded both that it has no ownership interest in water from the Beaughan Springs and that Roseburg has the exclusive right to divert the water. Weed also agreed to discontinue all claims to the rights. Roseburg senior VP and general counsel Stuart Gray said, “This litigation was never about monetary compensation. Our intent all along was simply to have the court uphold our clearly established ownership rights and eliminate challenges to such.” The city signed a lease with Roseburg in 2016 to access water from the spring for the next 10 to 15 years. It is exploring alternative sources for when the lease expires.

CLT Plant Ships First Order

Katerra’s new mass-timber manufacturing facility in Spokane Valley, Wa., has shipped its first order of cross laminated timber. Although the factory is not fully completed, an initial order has been delivered and installed at the 159,000sq. ft. Catalyst Building in Spokane, Wa. The plant is also accepting new orders for CLT projects.

Your Partner for Western Species We own 440,000 acres of sustainably managed redwood and Douglas-fir timberlands in Northern California and operate two sawmills in Scotia and Ukiah, California. In addition to our redwood and Douglas-fir capabilites, our pressure treated business is the largest waterborne wood preserving operation in the Western U.S. We operate four wood preserving plants with locations in Coos Bay and White City, Oregon, Loveland, Colorado, and Washougal, Washington. Three distribution centers with locations in Fontana and Woodland, California, and Ferndale, Washington enable us to package and ship customer orders quickly and efficiently.

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SELLING with Kahle By Dave Kahle

First, they should come for the sales managers

very sales organization understands that their sales force—its health and strength— is the company’s primary strategic asset. And that means investing in the improvement of the sales force. Most astute principals and chief sales officers realize that in this very competitive economic environment, those companies who sell better than the rest will take market share away from their less effective competitors. Yet budgets are still tight, and nervous CEOs are hesitant to fund broadbased sales initiatives. What to do? Start with the sales managers. If you want to do something to improve your sales force, the best application of limited funds is to invest in the sales managers. It’s the sales managers who have the greatest opportunity to help salespeople unleash their potential. Because of

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their daily high touch interaction with the sales force and the market, sales managers have the levers to ratchet up sales performance in the entire team. If you can educate a sales manager in the best practices of his position, and if he then implements the principles, practices and disciplines of professional sales management, you can see an immediate, measurable and long-lasting improvement in the performance of the sales team. While most people intuitively understand the link between effective sales management and improved sales results, research in the last few years has confirmed it. For example, a study by Wilson Learning Worldwide, Inc. concluded that sales teams under the oversight of a highly skilled sales manager produced “29% higher revenue, 47% higher employee satisfaction, and

September 2019

16% higher customer satisfaction.” Unfortunately, of all the job titles and positions in a typical B2B sales force, the first line sales managers are the least trained for their positions. Most have never been educated in the best practices of effective sales management. As a result, they default to the habits and practices they saw when they were salespeople. They mimic the models of the sales managers for which they worked. Alas, most of their models were also never educated in effective sales management. Consequently, sales management practices vary from one extreme to another, depending on the individual manager’s vision of himself. There is a continuum from micromanager on one extreme to non-manager at the other. Some see themselves as super salespeople—the most competent of all the salespeople, and the one who needs to go with the salespeople to close big accounts, and smooth flustered relationships. Others become administrators, busying themselves with reports, meetings and a continuous stream of clerical functions. Some identify with the salespeople and wouldn’t think of impinging on anyone’s style or system of work. Others see themselves as executives who don’t really have time for the nitty gritty of joint sales calls. Still others, suffering from a lack of a clear vision as to what their role could be, default to a reactive style of management, where their time is directed to the most compelling of the countless number of issues that cry for today’s attention. Building-Products.com

The costs to the company can be huge. Morale is not what it could be, and that impacts almost every transaction and relationship for the sales team. Salespeople turn over more rapidly, causing a whole series of unnecessary costs. Marginal salespeople continue in roles for which they aren’t suited, resulting in lost sales and disgruntled customers. Unfocused salespeople default to reactive sales styles, dissipating sales efforts. Is it any wonder that sales teams under effective sales management are so much more effective? Sales managers can be proactive leaders who set the standards, identify the vision, and lead the company’s charge into the competitive market. Most have never been exposed to the concept that there is a set of best practices for first line sales managers. They should be leading their teams, creating expectations, holding salespeople accountable, coaching, counseling when necessary, and developing the skills and capabilities of the sales force. They should be helping their salespeople focus on the most effective customers, products and processes. They should create and impart important standards for sales behavior and performance and be ready and able to act when those standards are not met, and a new salesperson needs to be recruited. A proactive, skilled sales manager can be the best thing that ever hit a group of salespeople. Unfortunately, these kinds of activities do not proceed naturally from the skills that gave them success as salespeople. Their time as a salesperson has not equipped them with any of the skills and practices necessary to effectively perform as sales leaders. And, so, most B2B sales companies limp along with untrained sales managers and underachieving sales teams. An investment in transforming the mind-sets and improving the practices of sales managers can have a positive impact on the entire sales team. If you only have limited funds to improve your sales force, start there. – Dave Kahle is of the world’s leading sales authorities. He’s written 12 books— including his latest The Good Book on Business—as well as presented in 47 states and 11 countries, and has helped enrich tens of thousands of salespeople and transform hundreds of sales organizations. Reach him at dave@davekahle.com or (616) 451-9377. Building-Products.com

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SUMMIT 60 underlayment has turned pink to help fight breast cancer.

Atlas Roofing Goes Pink

Atlas Roofing’s premier lightweight synthetic roofing underlayment, Summit 60, is going pink in honor of breast cancer awareness. The roofing manufacturer will donate a portion of sales to the Susan G. Komen Breast Cancer Foundation. For every roll of Summit 60 sold— including traditional and limitededition pink ribbon rolls—from Aug. 15-Oct. 15, Atlas will donate $2 to the foundation. The special-edition rolls will be embellished with pink branding and pink ribbons, the international symbol of breast cancer awareness, and will be available to contractors exclusively through Atlas Roofing distributors.

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Tracy Cook, director of marketing for Atlas, said the special-edition rolls are aimed at bringing more attention to breast cancer, including early detection and research for a cure. “Treatment has come a long way since 1991, but it has a long way to go. Indeed, early detection is key,” Cook said.

In operation since 1946, Kingston Lumber offers materials for all phases of construction from the foundation through interior millwork, including decking, doors, windows, millwork, lumber, wall panels, trusses and siding. Its sales for the last 12 months totaled approximately $24 million.

BMC Buys Washington Dealer

Washington Hardware Store Closes Doors After 60 Years

BMC Stock Holdings, Raleigh, N.C., has acquired Kingston Lumber, a leading supplier of building materials to custom builders and professional remodelers in Kingston, Wa. “In line with our strategy to grow our value-added products and highermargin customer categories, we are pleased to add Kingston Lumber to our portfolio of locations serving Seattle and the Pacific Northwest,” said Dave Flitman, president and CEO of BMC. “Kingston provides an attractive customer base, primarily consisting of custom builders and professional remodelers, and expands our footprint to the growing and relatively more affordable west side of the Puget Sound. We look forward to expanding our business to this part of the Pacific Northwest and welcome Kingston’s associates to the BMC team.”

September 2019

After more than six decades, Brown Building Materials, Spokane, Wa., is closing its doors. Owner Ron Brown plans to sell everything off and close the store by the end of October as he looks to retirement. Since Brown’s father opened the business in 1959, the hardware store has moved twice and endured a costly fire. Upon taking ownership shortly after, Rob rebuilt the business at its current 13,000-sq. ft. facility.

Blaze Claims Historic Mill

Seattle-Snohomish Mill Co.’s 75year-old mill in Snohomish, Wa., caught fire early morning Aug. 28. The facility, which was shut down in the summer of 2015, was reportedly being used to store mattresses, which fueled the fire.

Building-Products.com

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BECK Fastener Group®, FASCO America® and LignoLoc® are registered trademarks of the Raimund Beck KG.

BECK to the roots

SENECA SAWMILL Co., Eugene, Or., invited customers visiting the area for Umpqua Valley Mill Week to an open house Aug. 6, which included a short virtual reality tour of its tree farm and (upper) live tours of its mills. (Lower) Senior VP Casey Roscoe leads a group.

Lumber Website Adds Live Chat

With BECK, you can build on over a hundred years of expertise in creating innovative solutions for the fastening industry. Our latest innovation LignoLoc® is the first ever fireable wooden nail for future-oriented use in industrial production and ecological timber construction. Made of Central European beech wood, LignoLoc® is designed to meet modern demands with sustainable materials.

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The Northeastern Lumber Manufacturer’s Association has launched the lumber industry’s live chat service option for visitors to its website. “As far as we can tell, NELMA is the first lumber association nationwide to provide a live chat service option to website users,” said Jeff Easterling, president of NELMA. Upon visiting the main NELMA website at nelma.org, a chat box—featuring avatars of its cartoon mascots— pops up encouraging users to ask questions or talk about NELMA products. Once the visitor clicks on the box, they are connected to a NELMA staffer, typing on behalf of the cartoon character. In its infancy, the chat option will be available during East Coast business hours (7 a.m. – 5 p.m.), and all queries will be handled by a live NELMA staffer. “The live chat takes service and responsiveness to another level,” said Easterling. “We’ve all been frustrated by not being able to get a live person when we need customer service help; hopefully the live chat further minimizes that unsatisfactory option, at least in this corner of the wood industry!” Building-Products.com

MANAGEMENT Tips By The Carey Bros.

Qualifying prospects t’s safe to say that you’re in business because you enjoy what you do and you want to make a profit in exchange for your hard work and risk. It’s the American Way. Sales is the engine that drives the train. In order to make sales you must have qualified leads, which come from a pool of good prospects that result from your marketing and advertising. The process of converting a lead to a contract is nothing less than an art. It’s all about working smart and sticking to a proven routine that works for you and your company. Remember, you don’t tailor your company to fit your client’s needs, you impress upon your client the attributes of your company that set you apart as craftspeople and businesspeople and why they should do business with you. In short, you must set boundaries for your company. First, be clear about what type of work that you

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want to do. Do you have a specialty? Trying to be everything to everyone is a recipe for chaos and failure. Equally important is to talk to your audience. You can’t sell men’s shoes to ladies. Wrong demographic! Identify your ideal demographic and aggressively go after it. That usually means identifying age of home, household income, level of education, property value, age of homeowner, and sales history. Having answers to these questions will help you get to prospects who you can convert to qualified leads and will prevent you from wasting your time with calls from people who have no intention of partaking in your service. Consequently, you will have more time to focus on developing good leads and converting them to contracts. By the way, keep in mind that you don’t want to close all of your good leads. Remember that you must be told “NO” in order to be told “YES!”

September 2019

Getting told yes all the time usually means that your price may be too cheap. Getting told no too often means you may be prospecting to the wrong demographic or you may need to throttle back pricing if you’re making more money than usual. As with sales, qualifying is an art. Develop a list of questions that don’t come off as an interrogation, yet demonstrate your thoughtful and sincere interest in helping the client with their project. The answers to the questions can prevent you from jumping in your truck and spending half a day chasing a worthless prospect. It is said that art is in the eye of the beholder. According to this writer’s experienced eye, sales is indeed an art. – The Carey Bros.—James and Morris—are nationally known home renovation experts and hosts of the On the House weekly radio program and syndicated column (onthehouse.com).

Building-Products.com

Expect European Lumber Exports to Climb

With more competitive sawlog costs, the lumber industry in Germany and other European countries has been expanding its export sales in 2019, according to Wood Resources International. Historically, Germany has been a net exporter of softwood logs, but since 2009 the country has almost doubled import volumes, while exports have only grown modestly. In 2018, softwood log imports were slightly higher than they were in 2017, reaching 8.3 million cubic meters (a new record high). Just two countries, Poland and the Czech Republic, together accounted for almost two-thirds of the import volume to Germany.

Log imports from Norway and Estonia fell substantially in 2018 from 2017, while Poland and the Czech Republic increased their shipments, reports the Wood Resource Quarterly. Many central European nations, including Germany, the Czech Republic, Austria, France and Slovakia are hampered by large volumes of storm-damaged trees and beetle-infested forests. As a result, it is very likely that Germany will reverse its pattern and become a net log exporter again in 2019. During the first four months of 2019, export volumes were up 61% as compared to the same period of 2018. The oversupply of logs in Germany is most likely to result in a continuation of the downward trend for log prices in the country.

Two Arrested in Ace Robbery

Police are still looking for two suspects accused of robbing Linda Mar Ace Home Center, Pacifica, Ca., on July 17. Two other suspects involved in the strong-arm robbery were arrested on July 21, while the other two remain at large, according to police. Gustavo Paludeti, 19, and Nolan Lydon, 19, of Redwood City, Ca., were booked into the San Mateo County Main Jail on felony charges of robbery, conspiracy and burglary. The four men are accused of entering the hardware store and stealing an undisclosed amount of merchandise, police said. One suspect pushed an employee to the ground before the group fled in a vehicle, which was later found unoccupied close by.

Redwood

We invite you to learn more about our product lines, operations, and inspirational projects built with our wood. Please visit MendoCo.com.

Douglas-fir Building-Products.com

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September 2019

Big Ass Fans has unveiled Powerfoil D, the first direct-drive overhead fan designed for harsh industrial environments. The fan delivers strength and performance required for industrial applications, but with virtually silent operation and aesthetic appeal to thrive in any commercial or public setting.

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Amico has launched Hydrodry, a self-draining vented wall system for use behind veneer stone, stucco and masonry siding. The product creates a dedicated drainage and ventilation cavity behind exterior walls—with patented profiles that allow the wall to both vent and drain —extending their useful life by drying and creating continuous airflow throughout the wall cavity.

MFM Building Products is now offering a new roof flashing membrane, GreenWeld PVB, a high-performance PVB membrane enhanced with an aluminum scrim for superior flexibility, strength and weathering. It is comprised of recycled PVB and can be used in residential and commercial roofing applications. Typical applications include flashing for pipe penetrations and support beams, water barrier for cavity walls, liner for valleys of shingle, tile and aluminum metal roofs, and through-wall flashings

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cally reject such an offer. As a result, the buyers face ‘adverse selection’—the only sellers who will accept $750 are those unloading lemons. “Smart buyers foresee this problem. Knowing they could be buying a lemon, they offer only $500. Sellers of the lemons end up with the same price they would have received were there no ambiguity. But the peaches all stay in the garage. “Information asymmetry” kills the market for good cars.” Structural wood panel buyers rely upon qualified inspection and testing agencies like the APA to routinely test and certify the quality of the products they buy. This creates an incentive for individual panel producers to “push” the standard. A passage from Ackerloff’s famous paper: “There are many markets in which buyers use some market statistic to judge the quality of prospective purchases. In this case there is an incentive for sellers to market poor quality merchandise, since the returns for good quality accrue mainly to the entire group whose statistic is affected rather than to the individual seller.Flooring As a result there tends to Waterproof Engineered be a reduction in the average quality of goods and also the Times Flooring’s Aqua Allira is a waterproof size of the market.” engineered wood flooring built with the company’s When the industry is young, industry production techproprietary AquaTimes application process and nologies vary little and raw materials are relatively homoTriple Lock technology. geneous (e.g., OSB), this isn’t a major problem. But it is a application process combines a patented seriousThe problem when the inspection and testing agencies and a superiorto formulated finish, which findconstruction it difficult or impossible keep up with a very rapidly prevents the wood from swelling, buckling or changing industry. An example would be today’s overlaid delaminating. Douglas fir plywood industry. There are rapid changes underway on both the demand side (e.g., much higher alkan PLANCHERTIMES.COM linity (450) concrete mixes are now essentially “pulping” con420-7366 form panels) and on the supply side (e.g., much reduced

supplies of small-knot, dense, Douglas fir veneers). The “market for lemons” is likely having a major effect on the size of this market today.

Overcoming the Market for Lemons

How can individual panel producers overcome this “lemons market” problem, their industry’s “race to the bottom,” and depressed industry sales levels? They can offer company-specific product performance guarantees. Another approach is to more aggressively brand products. In either case, the mill’s products need to be clearly differentiated from their competitors’; as we discovered earlier, industry-wide, third-party quality certification is important but not sufficient. Like car buyers, panel buyers won’t chance paying peach prices when they may actually be buying a “dressed up” lemon. For some structural panel producers, product differentiation requires a major change in company culture. For instance, it is very difficult to produce innovative, differentiated products for the end use market if the company doesn’t New also adapt a different supplier-buyer mindset. SupplierHues for Low-Slope Roofing partners are often critical to the structural wood panel proKemper System has launched Kemperol 2K-FR ducer’s differentiation. color series for commercial and low-slope roof As industry competition comes to focus more and more designers who want the long-term protection of a upon only one of the “4P’s of marketing”—price— cold liquid-applied, fully-reinforced membrane sys“lemons” tend to proliferate and industry sales volume tem but need an alternative to a white roof. tends to decline. The polyurethane resin membrane is tinted – Roy Nott isand president of Surfactor to Americas LLC, Aberdeen, throughout color-formulated resist fading. Wa., a German-owned producer of overlays, glue films, and press n KEMPERSYSTEM.NET cleaning films for the global wood panel industry, with manufac558-2971 turing (716) operations in Finland, Germany and Malaysia. Reach him at roy.nott@surfactor.com.

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September September2019 2017 n The TheMerchant MerchantMagazine Magazine n 49 15

Easy Barriers The new Perm-A-Barrier VPS 30 air barrier requires no primer, cutting installation time by up to 35% compared to traditional systems. Ideal for any wall assembly requiring vapor permeability, the membrane is easy to install. n GCPAT.COM (866) 333-3726

Staight-Edge Doors

ProVia’s new FineLine technology produces a straight, clean weld line on the corners of Endure Vinyl Patio Doors, to achieve a “picture frame quality” look on the sashes. The unique process provides patio doors with an enhanced fit and finish, and a professionalclass look. Doors produced with FineLine technology meet or exceed all industry requirements for strength and durability. FineLine comes standard on laminated units and optional on white, beige and sandstone. n PROVIA.COM (800) 669-4711

Moisture Monitor Extech’s new MO55W is an advanced pin and pinless moisture meter with wireless data streaming for remote monitoring and datalogging. It’s designed for all building moisture measurement applications, including lumber testing, building inspections, and restoration work. Pros can remotely view realtime moisture readings and datalog using the ExView W-Series app on smartphones and tablets. n EXTECH.COM (877) 239-8324

Glazed Garage Doors Haas Door expanded its Residential Aluminum 360 Series to include four new impact resistant options. The sophisticated straight line look of the series can now be enhanced with Clear, Bronze, Dark Gray, and Pebble impact-resistant glazing. The impact-resistant glazing on these garage doors also meets design pressure requirements for specific high wind areas around the country and can enhance safety. n HAASDOOR.COM (866) 637-3667

The Merchant Magazine n

Saws That Clear It All DeWalt has released its new 20V MAX Pole Saw designed for yard care and landscaping. With compatible batteries across power tools and outdoor products, users invested in the broad 20V MAX System have a wide variety of tools and equipment they can

September 2019

use to get the job done. The saw is ideal for use in such applications as storm damage cleanup, brush clearing, branch pruning, shrubbery trimming, and clearing lots to ready them for construction. n DEWALT.COM (800) 433-9258

Building-Products.com

ASSOCIATION Update Western Building Material Association plans an intro to building material sales class Sept. 24 and an estimating workshop Sept. 25-26, all at the Red Lion, Boise, Id. Mountain States Lumber & Building Material Dealers Association is inviting members to attend its annual sporting clay shoot Sept. 6 at a yet-to-be-determined location. The association will hold its fall board meeting Oct. 10 at the Broadmoor, Colorado Springs, Co., in conjunction with NLMBDA’s summit. MSLBMDA has also scheduled a Webb Analytics marketing and PR boot camp for Oct. 16 at the Denver Marriott South at Park Meadows, Lone Tree, Co.

Among local chapters, TacomaOlympia Hoo-Hoo Club has a golf outing coming up Sept. 20 in Orting, Wa., and Southern California Club 117 has a golf outing/initiation meeting planned for Oct. 16 in Chino, Ca. World Millwork Alliance kicks off its annual convention and show Oct. 6-10 in Reno, Nv. Moulding & Millwork Pro-ducers Association’s fall conference is Sept. 22-25 in New Orleans, La.

North American Wholesale Lumber Association is preparing for its annual NAWLA Traders Market Oct. 16-18 at the Henry B. Gonzalez Convention Center, San Antonio, Tx. Check back for full details in our preview show guide in the next Merchant Magazine. Los Angeles Hardwood Lumberman’s Club is reminding members to save the date for its upcoming meeting Oct. 10 in Orange, Ca.

West Coast Lumber & Building Materials Association is sponsoring a Webb Analytics marketing and PR boot camp Oct. 23 at the WyndhamOrange County Airport in Irvine, Ca. National Lumber & Building Material Dealers Association’s ProDealer Summit is rapidly approaching Oct. 8-10 at The Broadmoor, Colorado Springs, Co. In addition to a lively tradeshow floor, the show will offer receptions ideal for networking and a keynote address by Linda Alvarado, co-owner of MLB’s Colorado Rockies and president of Alvarado Construction. Other presentations include a window/door update by The Farnsworth Group’s Grant Farnsworth and Jay Fenik, “Building an Exciting & Sexy Career in the Building Industry... Said No One Ever” by Wheelhouse 20/20’s Jennifer Swick and Scott Ericson, and a U.S. housing forecast by real estate analyst John Burns. An executive panel discussion will feature Jim Gudenkauf, Sterling Lumber; Matt Ogden, Building Industry Partners; Steve Swinney, Kodiak Building Partners; Dave Flitman, BMC Stock Holdings; and moderator Tony Misura, Misura Group. Hoo-Hoo International will induct its new president and Snark of the Universe at the 127th annual HooHoo convention at The Westin Resort & Spa in Whistler, B.C., Sept. 11-14. The new leader will succeed Jack Miller, Concord Lumber, Littleton, Ma. Building-Products.com

September 2019 n

The Merchant Magazine n

Orgill stages busy fall market Hardlines distributor Orgill packed Chicago’s McCormick Place Aug. 2224 for its fall dealer market. Around the show floor, attendees were kept constantly busy, with access to six product showcases, five promotional areas (Pallet Buys, Door Busters, Coupons, Market Busters, and New Items), a 12,000sq. ft. DIY concept store called Four Seasons Hardware, and a 17,000-sq. ft. Retail Services & Learning Center, showcasing some of Orgill’s most popular programs and services. Clinics and seminars filled out the program, including an eCommerce Symposium with top independent retailers sharing insights gleaned from working to build or improve their own eCommerce solutions.

8 McCORMICK PLACE in Chicago, Il., was home to this year’s Orgill fall dealer market Aug. 22-24. [1] Attendees explored 800,000 sq. ft. of show floor, discovering new products, special pricing, and networking opportunities. [2] Theresia Merriweather, Katrice Bonner, Michael Morris, Owen Ray, Melissa DeFar, Karen Meredith. [3] Virgil Vance, Josh Magill. [4] Kurt Wagner, Kristin Roberts, Bennett Smith, Chris

11 n

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September 2019

9 Riccio, Kevin Brennan. [5] Steve Semmler, Renae Korell. [6] Steve Ventling, Cynthia Hert. [7] Jeremy Skowronski, Kathryne Bonnivier. [8] Buddy Pullen, Taylor Weidenbach. [9] Drew Morris, Peter Donato. [10] Michael Northcutt, Max Sliwa. [11] PJ Pierangeli Jr., Pete Pierangeli III. (More Orgill photos on next page)

Building-Products.com

ORGILL FALL MARKET Photos by The Merchant Magazine

21 ORGILLâ&#x20AC;&#x2122;S MARKET (continued from previous page) featured [12] a high-energy panel discussion by Tyndale Advisors covering five marketing battle strategies that work. Angel Menchaca McKrola, Michelle Kelly, Charlotte Wells, Jordan Hughes, and Tessa Jackson participated, with presenter Matt Ableidinger at far right. [13] Paul Dunn, Scott Morrison. [14] Norwood Morrison, Alec Mecionis, Bob Oâ&#x20AC;&#x2122;Neill. [15] Drew Bellem, Building-Products.com

23 Melanie Bissom. [16] Eugene McCann, Sam Esler, Greg Groenhout, Paul Rodriguez, Joon Heun, Kelli Werkman, Kent Radcliff. [17] Kathleen Dalton. [18] Jay Wrenn, Adam DeLoach, Brett Vick. [19] Breanna Miller, Shane Vail, Alyssa Miller. [20] Meredith Perry, Amanda Winters. [21] George Smith, Kyle Vieira, Scott Lunde. [22] Tim Pappas, Leo Bryant. [23] Terry Young, Rick Stout. September 2019 n

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Umpqua Valley mills roll out the red carpet

Lumber prices may be depressed but attendance was anything but at the Umpqua Valley Lumber Association’s annual banquet and golf tournament. The yearly confab, held Aug. 6-9 in Oregon’s Umpqua Valley, treated guests to networking opportunities, Hellgate Jet Boat excursions, golf and mill tours. Sponsoring area mills were C&D Lumber, DR Johnson, Douglas County Forest Products, Herbert Lumber Co., Murphy Co., D.R. Johnson Wood Innovations, Roseburg Forest Products, and Swanson Group.

8 MILL TOURS were a highlight of the Umpqua Valley Lumber Association’s annual event, including looks-in at the Riddle, Or., operations of [1] C&D Lumber Co., [2] Herbert Lumber Co., and [3] DR Johnson Wood Innovations. [4] Rich Giacone, Bart Bartholomew, Dan Dethlefs. [5] Lee & Bonna Greene, Beverley

9 & Bob Shook. [6] Ryan Pearson, Erik Boon. [7] Russ Hellwege, Mary Fontenot, Craig Kadlecek. [8] Brendan Roseta, Cory Betts, Jake Moore. [9] Greg Bess, Adam Marquand. [10] Dan Weaver, Mary & Jason Jacobson. (More photos on next 2 pages)

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September 2019

Building-Products.com

UVLA

UMPQUA GUESTS (continued from previous page): [11] Kevin Lang, Tammy Sexton, Bill Bourgaize, Tim Beaudoin. [12] Randy Malm, James Marston. [13] John Owens, Ryan Holwege. [14] Nancy Sappington, David Miles. [15] Grant Schuberg, Jodie Saunders, AJ Casteel. [16] Eva & Hector Perez, Michelle Potthoff, Beckey Chandler. [17] Debra & Steve Swanson, Dixie Tibbets. [18] Grant Phillips, Mark Swinth, Rob Enders. [19] Travis Wynegar, Mike Peters. [20] Gary Zauner, Ken Dunham. [21] Building-Products.com

Photos by The Merchant Magazine

Joe Robinson, Bob Crews. [22] Garrett Mahigan, Brendan Roseta, Jeff Wiesner. [23] Rex Klopfer, Rick Siltanen. [24] Linda Shaw, Todd & Peggy Lund, Amy Slay, John Bullion. [25] Danny & Kristi Osborne. [26] Damien Fallin, Kevin Dodds. [27] Kendrick McBride, Ruth DeWalt, Darren & Ronda Paschke. [28] Mary Murphy, Holly Hunt. [29] Greg Johnson, Mike Mischke. [30] Jennifer & Brian Johnson. (More photos on next page) September 2019 n

The Merchant Magazine n

UVLA Photos by The Merchant Magazine

UVLA ORGANIZERS (continued from previous pages) [31] Leslie Southwick, Carter Stinton, Kris Lewis, JT Taylor. [32] Zach Richardson, Kaylia Gumm. [33] Gary Hayes, Blake Keitzman, Marc Gryziec, Greg Johnson. [34] Lynn Herbert, Dave Rainey, Greg & Jackie Chase. [35] Ashlee Cribb, Eric Ford. [36] Paul Quandt, Mike Ebert. [37] Jeff Squires, Pete Fleming. [38] Ron Hanson, Tim Lewis. [39] Kelly & Kelly White, Bill Livingston, Ross Stock. [40] Jeff Wiesner, Joe Butkiewicz. [41] Chelsea

The Merchant Magazine n

September 2019

Brown, Brad Mehl. [42] Dana, Levi & Tod Kintz. [43] Krista Chamber, Joelle McGrorty. [44] Greg Chase, Chris Tritschler, Mike De Simoni Jr. [45] Brett Slaughter, Tayler Slaughter. [46] Kevin Murray, Kevin Bruce, Frank Peterson, Craig Crafton. [47] Rick Deen, Chris Swanson, Rich Giacone. [48] Danny De Simoni, John Murphy. [49] Ben Rist, Mason Virnig. [50] Chuck Danskey, Tim Hunt. [51] Barry Van Winkle, Sunny Field. [52] Lisa & Ryan Cornutt. [53] Debbie Thomas, Mark Kelly. Building-Products.com

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September 2019

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DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. North American Wholesale Lumber Assn. – Sept. 9-13, Wood Basics Course, Oregon State University, Corvallis, Or.; nawla.org. Western Hardwood Association – Sept. 11-12, annual convention, Portland, Or.; www.westernhardwood.com. BC Wood – Sept. 11-13, Global Buyers Mission, Whistler, B.C.; www. bcwood.com. Hoo-Hoo International – Sept. 11-15, 127th annual international convention, Whistler, B.C.; www.hoo-hoo.org. American Wood Protection Association – Sept. 15-19, technical/ committee meetings, Anchorage, Ak.; www.awpa.com. Tacoma-Olympia Hoo-Hoo Club – Sept. 18, board meeting, Tacoma, Wa.; Sept. 20, golf, Orting, Wa.; tbilski614@aol.com. Pacific Northwest Association of Rail Shippers – Sept. 18-19, annual meeting, Vancouver, B.C.; www.pnrailshippers.com. Moulding & Millwork Producers Association – Sept. 22-25, fall conference/plant tours, New Orleans, La.; www.wmmpa.com. Western Building Material Association – Sept. 24, intro to building material sales class; Sept. 25-26, estimating workshop, Red Lion Hotel, Boise, Id.; www.wbma.org. International Nondestructive Testing & Evaluation of Wood Symposium – Sept. 24-27, Freiburg, Germany; ndtesymposium.org. Tacoma-Olympia Hoo-Hoo Club – Oct. 1, general meeting, Tacoma, Wa.; tbilski614@aol.com. National Hardwood Lumber Association – Oct. 2-4, annual convention, New Orleans, La.; www.nhla.com. True Value – Oct. 3-6, Fall Reunion convention, Chicago, Il.; www. truevaluecompany.com. World Millwork Alliance – Oct. 6-10, annual convention & show, Reno, Nv.; www.worldmillworkalliance.com. National Lumber & Building Material Dealers Association – Oct. 8-10, Industry Summit, The Broadmoor, Colorado Springs, Co.; www.dealer.org. Los Angeles Hardwood Lumberman’s Club – Oct. 10, meeting, Orange, Ca.; www.lahlc.net. Mountain States Lumber & Building Material Dealers Association – Oct. 10, fall board meeting, Broadmoor Hotel, Colorado Springs, Co.; www.mslbmda.org. Railway Tie Association – Oct. 15-18, annual meeting, Tucson, Az.; www.rta.org. Mountain States Lumber & Building Material Dealers Association – Oct. 16, Webb Analytics marketing & PR boot camp for LBM industry, Denver Marriott South at Park Meadows, Lone Tree, Co.; www.mslbmda.org. Southern California Hoo-Hoo Club – Oct. 16, initiation meeting & golf, Chino, Ca.; www.hoohoo117.org. North American Wholesale Lumber Association – Oct. 16-18, Traders Market, San Antonio, Tx.; www.nawla.org. Do it Best – Oct. 18-21, fall market, Indiana Convention Center, Indianapolis, In.; doitbest.com. Tacoma-Olympia Hoo-Hoo Club – Oct. 16, board meeting, Tacoma, Wa.; tbilski614@aol.com. West Coast Lumber & Building Materials Assn. – Oct. 23, Webb Analytics marketing & PR boot camp for LBM industry, WyndhamOrange County Airport, Irvine, Ca.; www.lumberassociation.org. Fastmarkets RISI – Oct. 28-30, annual North American conference, Seaport Hotel, Boston, Ma.; www.risiinfo.com. Do it Best – Oct. 30, open buying day, Do it Best headquarters, Fort Wayne, In.; www.doitbestcorp.com. Building-Products.com

September 2019 n

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CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type. Send ad to Fax 714-486-2745 or dkoenig@526mediagroup.com. Checks payable to 526 Media Group. Deadline: 18th of previous month. Questions? Call (714) 486-2735.

HELP WANTED

FOR SALE

HIGHLAND LUMBER Sales Inc., Anaheim, is looking for an experienced local industrial salesperson. Our custom manufacturing capabilities include Hardwood and Softwood with on-site milling and priming services. We also have an opportunity in Georgia for a salesperson at our distribution warehouse. Generous commission-based compensation including a 401/k match, health care benefits, and a friendly, family-like culture to work with. Please contact Dan LoBue at dlobue@gmail.com or (714) 778-2293.

IN Memoriam James A. “Jim” Ingram, coowner and operator of E.C. Miller Cedar Lumber Co., Cosmopolis, Wa., died July 22 in Lakewood, Wa. He was 90. After receiving a degree in economics from the University of Washington in 1951, he joined the U.S. Navy, serving until 1955 as an officer and fighter jet pilot during the Korean War. He served as president of Diamond Hardwood Mill, Aberdeen, Wa., and ran E.C. Miller Cedar until selling it in 1984. He then operated Pax Port Mills, Tacoma, Wa., until retiring. Bob Rissel, 89, former co-owner of Pacific City Builders Supply, Pacific City, Or., passed away early last month. A University of California graduate, he managed restaurants and hotels throughout California before he and his wife, Sally, purchased the builders supply from her parents in 1973. Bob’s transition to Oregon took place in 1973 when he and Sally bought Pacific City Builders Supply from Sally’s parents. Steven Carl “Steve” Sievers, 66, retired lumber broker, died Aug. 24. The son of a logger, he graduated from Lewis & Clark College and received masters degrees in international affairs and business from the American Graduate School of International Management. He started

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as a lumber broker at North Pacific Lumber Co., Portland, Or., eventually rising into management in international sales. Looking for a new challenge, in 1992 he moved to Durham, N.C., and started his own brokerage, C/K International, Inc. He also served as chairman of the American Hardwood Export Council and board member of the National Hardwood Lumber Association. David Lawrence Robinson, 61, lumber salesman with Gray Lumber, Tacoma, Wa., passed away Aug. 13 after a brief illness. After spending two years at Western Washington University, he began his 33-year career with Gray Lumber. Bob Barney, 88, founder of Cedar Valley Lumber, Cedar City, Ut., passed away July 30. After serving as in the Navy during the Korean War, he opened his own lumberyard, operating it until he retired in 1999. Thomas Leigh Isom, 58, longtime manager of Astoria Builders Supply, Astoria, Or., died of a stroke July 6 in Portland, Or. He entered the building products industry at Ferrell’s Home Center, Astoria, before joining Astoria Builders Supply. Renee Knapp, 81, co-founder of Mountain Building Supply, Welches, Or., died Aug. 1.

September 2019

She earned an MBA from UCLA and worked in the corporate world as head of human resources, until moving to Oregon and starting her own construction business. After marrying Bill Knapp, the two merged their companies into Zigzag Enterprises, Zigzag, Or. In 1988, the formed Mountain Building Supply. She retired in 2006. John Eugene Hansen, 62, longtime field safety representative with the Montana Logging Association, passed away July 14 from complications of nuclear protein in testis midline carcinoma. While attending the University of Montana, he worked for South Dakota State Forestry; U.S. Forest Service, Montrose, Co.; U.S. Forest Service, Sundance, Wy.; and on the burning crew for Champion International, Missoula, Mt. After obtaining a degree in forest resource management, he moved to Libby, Mt., and began his career in forestry and timber harvesting with Champion International Timberlands as a forestry technician. In 1989, he was hired by the Montana Logging Association, where he would spend nearly 30 years. For 24 of those years, he also served on the A.L.E.R.T. advisory board. He was past president of Northwest Hoo-Hoo Club No. 187, recipient of the 2015 Hoo-Hoo Woodpecker Award, past chairman of the Kalispell Chamber Natural Resource Committe, and recent winner of the Montana DNRC Forestry Pioneer and the Don McKenzie Award at the Intermountain Logging Conference. Willard Hale “Bill” Patterson, 97, Boise, Id., lumberman, died June 22 in Medford, Or. Growing up helping in the family hardware store in Boise, Id., he pursued a business degree at the University of ldaho, then joined the Army and rose to the rank of second lieutenant. He started in construction with Morrison-Knudsen, Boise, then moved to Hallack & Howard, Cascade, Id. His career culminated as president of Boise-Southern, DeRidder, La. He retired in 1980. Pedro Perez Torres, 86, retired lumber grader for Mescalero Forest Products, Mescalero, N.M., died Aug. 4 in Alamogordo, N.M. He served in the Armed Forces during the Korean War. Building-Products.com

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Cover II

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Trex www.remodelingdeck.com www.trex.com

Cover IV

TruWood/Collins Products LLC www.truwoodsiding.com

Universal Forest Products www.ufpedge.com

Western Woods Inc. www.westernwoodsinc.com

Cover I

Weyerhaeuser Distribution www.weyerhaeuser.com

Welcome Aboard!

The Merchant is introducing to our readers three ﬁrst-time advertisers: • Atlantic Forest Products, longtime eastern distributor that has recently expanded to the West • Huber Engineered Woods, producer of AdvanTech ﬂooring and sheathing • Timber Products Manufacturers Association’s TPM Trust, offering healthcare plans to the wood products industry September 2019 n

The Merchant Magazine n

FLASHBack 95 Years Ago This Month

This month, members of Hoo-Hoo International will

be heading north to Whistler, B.C., for the lumber fraternity’s annual convention. But back 95 years ago, getting to the convention was half the fun. According to our September 1924 edition, most Hoo-Hoo members traveled to the group’s 33rd annual convention in Minneapolis, Mn., by train, in large contingents. The official rail lines, in fact, decorated entire passenger cars to house the Hoo-Hoos. Delegates first met up in Chicago, arriving from the South on the Illinois Central and from St. Louis via the Chicago & Alton. From Chicago, hundreds of lumbermen from all directions joined together on a final leg on the Chicago, Milwaukee & St. Paul Railroad’s decked-out Twin Cities Limited. The train left at 8:15 p.m. and arrived in Minneapolis at 10:05 a.m. We suspect hearty party along the way. In other news of September 1924: • Matheny Bros. Lumber Co., Oakland, Ca., introduced a new building-loan service to help lowincome customers purchase a new home. THE CALIFORNIA Lumber Merchant tooted its own horn—and that of sister publication The Gulf Coast Lumberman—on the cover of its September 1924 issue.

In its first eight weeks, the program had already funded and allowed construction to begin on 15 different projects in the East Bay—none of which would have been otherwise possible. “We are highly gratified with the response of the small homeowners to our special personal building service,” said co-owner Roy Matheny. “As we told the people when we opened, our idea is that more people should own their own homes. The question has been to arrange a plan which is fair to them and puts a home within their reach. We believe we have come nearest to solving the problem of the man or woman of limited means who wants to own his or her own home. Combining the services of our building department with our building materials department, aiding the homeowner to check his plans and thus keep building costs down, furnishing plans when desired, we are able to give the small homeowner that service which he has long needed.” • Concerned about fire risks, the Albion Lumber Co. closed all its forestlands in Mendocino County, Ca., comprising lands on the Albion and Navarro Rivers, to camping and hunting for the balance of the season. FOUNDED IN 1903 as the Andersen Lumber Co., the company early on pioneered a streamlined method of window construction that would transform it to a full-fledged window and door company.

The Merchant Magazine n

September 2019

• Homer T. Hayward Lumber, which is celebrating its centennial this month, filed its articles of incorporation 95 years ago in Santa Cruz, Ca., boasting a capitalizaton of $150,000.

Building-Products.com

ALLWEATHER WOOD … NATURALLY DURABLE ®

Pressure treated lumber for whatever nature brings your way. No matter what you¹re building, it¹s going to have to face the natural elements, and it¹s a non-stop, never-ending battle. Whether it¹s rot, fungal decay or termites. It takes a special kind of wood to stand up to this onslaught and win. It takes Allweather Wood pressure treated lumber, ready for whatever nature brings your way. ®

Naturally strong and durable, Allweather Wood pressure treated lumber. Available for a wide range of commercial, industrial, and residential applications.

www.AllweatherWood.com

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