Merchant April 2018

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

WOOD TREATERS’ STRATEGIES FOR SUCCESS • SELLING ENGINEERED WOOD

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CONTENTS

April 2018 Volume 97 n Number 4

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Special Section

Features

Departments

30 Treated Wood in the West

10 Feature Story

8 Across the Board 18 Olsen on Sales 20 The Revenue Growth Habit 22 Transforming Teams 42 Movers & Shakers 46 Selling with Kahle 50 Association Update 52 New Products 66 In Memoriam 68 Classified Marketplace 68 Advertisers Index 69 Date Book 70 FlashBack

Western Wood Preservers Institute presents the latest tools, tips and updates to sell more preserved wood

Top Treater Q&A: Leading Wood Preserving Companies Share Their Strategies and Challenges

14 Margin Builders

Sell Engineered Wood Floors as a System—Not Components

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16 Competitive Intelligence APRIL 2018

Magazine

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

WOOD TREATERS’ STRATEGIES FOR SUCCESS • SELLING ENGINEERED WOOD

Ladies Revive Moribund Minneapolis Lumberyard

28 NAWLA: Thinking Ahead

Start ’em Young: How OSU Engages Youth in Forest Products Education

58 Photo Recap

NAWLA’s Portland Regional Meeting

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

62 Event Recap

Orgill’s Spring Dealer Market

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ACROSS the Board

By Patrick Adams

You can’t buy time imes are good. As I travel to industry events, I’m reminded with each discussion to cherish the good times like these. As I get home from each trip or even each night home from the office, I look forward to my kids dropping what they’re doing and running up with big hugs and shouts of “Daddy!” while I get that smile from my amazing partner in this journey. Times are good.

Then I received a call. When I saw the caller ID, something in me instantly changed, not because I wasn’t happy to pick up the phone from this friend, but because something about the timing was odd. I didn’t answer in my normal joking way and he didn’t either. In that neutral, ex-military voice that I’ve become familiar with, he shared that a dear friend of ours had just passed two hours earlier of a sudden heart attack during a casual, local hike.

He spent time in the U.S. Marines, almost 30 years with our local police department, over 20 with his wife and two daughters, and recently retired from service, excited about what his “next chapter” would hold. In fact, we were just texting last night about getting together for some “patio time” (guy code for my So. Ca. back patio where 12 months a year, close groups get together for whiskey, cigars and talk about the important things in life). He talked about traveling the world with his wife, had a cruise already planned, and joked about how his teenage daughters wanted to sit this one out because they’re at the age where “it’s not cool to hang with Mom and Dad.” But this isn’t an obituary.

There are times of my life that have been rougher than most imagine, and times that have been better than most anyone deserves. I’ve lost a lot people in my life and, as well, have been blessed with the birth of two of the most amazing children anyone could hope for with a woman I adore as much as the day I met her over 26 years ago.

Because of this, some advice someone gave me when I was too young to understand stuck with me: “You can always make more money, but you can’t buy time.”

I’ve spent my life working with people. Some work hard and others don’t. Some are passionate about their jobs, others not. However almost all of them had plans. “When I retire, I’m going to learn how to play the guitar.” “After my next promotion, I’m going to take my wife on that trip.”

“When I’m done with this season of travel, I’m going to take the kids camping.” But there is also a saying that while we make plans, God laughs. Right now, that saying sounds

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kind of cruel, because I know what is left behind and it’s countless people whom this individual has impacted selflessly for the better, who looked forward to hearing about his next chapter that is now over at a very young age.

It makes me consider my own priorities and whether they are in alignment with my actions. If my family is most important, do my actions show them this? Is there anything so important that there was a morning that I rushed out the door without one more round of hugs from the kids and my wife? Even if I’m tired, am I really too tired to go out with my daughter and kick the ball for 10 minutes given I’m lucky enough to get to go to bed that evening and do it all over again?

The “good times” aren’t measured by sales or the economy or your bank balance. I think they are measured by how well you use the only true gift that has been given to you: time. There is a saying that you die twice—once when you stop breathing, and again later when somebody mentions your name for the final time. Live a life of love, service and purpose to make sure that your legacy is one filled with reasons to celebrate and remember a life well lived.

“If today were the last day of your life, would you want to do what you are about to do today?” ~ Steve Jobs

Patrick S. Adams Publisher/President padams@building-products.com

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FEATURE Story

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Allweather Wood

Top Treaters Q&A Leaders share their strategies and challenges Allweather Wood Treaters, Washougal, Wa., is part of the Mendocino family of companies, selling primarily to retail lumberyards, contractor supply yards, remanufacturers and wholesale distributors from the Dakotas west, including Alaska, Hawaii and several other Pacific islands.

How does technology play a part in your business strategy?

We employ modern manufacturing facilities, sales, accounting and communications methods to ensure our customers receive the most accurate and timely information while having the most efficient manufacturing methods available. We also continue to invest in new equipment and technology in our plants.

How are you incorporating energy efficiency in your business practices?

We re-use stormwater from our facilities back into the manufacturing process, and we utilize our byproducts from our sawmills to generate power at our own power plant to power our sawmill in Scotia, Ca., and to supply a wood pellet plant on our property in Ukiah.

We also sell other byproducts into landscaping and soil enhancement end uses.

Great Southern Wood

What differentiates your company from other wood treaters?

Blair Buchanan, executive VP: We are the largest waterborne wood preserver west of the Mississippi, and use our five treating plants and four distribution yards to provide product and logistical options to our customers. This network of facilities is combined with our two sawmills and reman facility to allow us to offer redwood, Douglas fir, and western whitewoods to our customers in addition to our preserved wood offerings.

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What are the biggest changes you’ve made of late?

Primarily in the areas mentioned above: utilization of byproducts. We have also invested heavily in our fire treated capacity.

What concerns you and what excites you about the future of the treating industry?

My concerns would include regulatory oversight continuing to the degree that the required investment to comply results in being a non-viable business, the speed of innovative chemical advancements making current technology obsolete, and the shortage of capable labor.

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Conversely, I’m excited about technological advancements allowing us to extend the life of our best renewable resource, while having less and less of an environmental impact.

McFarland Cascade, Tacoma, Wa., a division of

Stella-Jones, focuses solely on its retail lumber partners and, in distant markets, its two-step distributors.

2018

Top Treaters

The following are the 14 wood preserving companies in the U.S. that operate at least three locations. They are ordered by the number of treating plants they operate, NOT by production volumes.

Universal Forest Products, Grand Rapids, Mi., owns 24 treating plants across the U.S., offering ProWood branded MCA, CA-C, borates, FRT, water repellent, and colorants.

Great Southern Wood Preserving, Abbeville, Al., has 14 treating plants in the South, Midwest and mid-Atlantic, offering a wide range of YellaWood branded treatments.

Hixson Lumber Sales, Pine Bluff, Ar., has 10 treating plants in the Central U.S., from Texas to northern Illinois.

Treatments include CCA, ACQ, MCA, borates, FRT and water repellent.

Phil Schumock

What differentiates your company from other wood treaters?

Phil Schumock, director of sales: We sell a high-quality product and back it up with a highly reliable supply, but our biggest differentiator all starts and ends with our people. We have an incredibly experienced group in our customer service group, field sales team, and in our plant.

Every day they do some amazing things to make sure our customers get great products on time. Maybe that all sounds cliché, but it’s the truth and I’m sticking by it.

How does technology play a part in your business strategy?

Well, no one has ever accused our industry of being early adopters of technology, but you might be surprised at some of the efforts we have underway. The scale of our parent company (largest manufacturer in North America of utility poles and railroad ties) provides us with the resources to make investments in technology that help drive accuracy and efficiency.

Our manufacturing facilities are highly automated, which creates a platform for consistent and reliable quality.

For example, we have hand-held and lift-mounted scanners that ensure that we are picking the correct items on each order.

Many of our customers are interconnected with us via EDI in ways that make us all more efficient. We utilize load-tracking apps that allow us to follow deliveries realtime electronically. That said, we aren’t looking for technology to replace people, rather provide more time for the people we have to concentrate on strategic efforts that make our customers more successful.

How are you incorporating energy efficiency in your business practices?

We have conducted energy audits at all of our facilities.

The results of these audits has been changes to boilers (replacing older units with newer, higher efficiency units), lighting (replacing incandescent lights with motion sensing LED lights), rolling stock upgrades (replacing older Building-Products.com

Culpeper Wood Preservers, Culpeper, Va., is growing to nine treating locations, with the addition of Cox Industries’ four residential plants. Primarily in the mid-Altantic, each offers a different mix of MCA, borates and/or CCA. Hoover Treated Wood Products , Thomson, Ga., has nine treating plants from coast to coast. Best known for its Pyro-Guard and Exterior Fire-X treatments, Hoover also offers ACQ, MCA, CCA and other industrials.

Spartanburg Forest Products, Greer, S.C., has eight treating plants in Pennsylvania, Massachusetts, Tennessee, the Carolinas, and Virginia, using MCA, CA-C, EL2 and water repellent.

McFarland Cascade, Tacoma, Wa., owned by Stella Jones, operates three residential treatment plants in the West and three industrial plants in Louisiana and Texas.

Treatments include CA-C, ACQ, borates, CCA, penta, QNap, penta, and creosote.

Bestway Enterprises has five plants from the Northeast to North Carolina, using MCA, FRT and CCA. Allweather Wood, Washougal, Wa., a Mendocino company, is the largest water-borne wood treater west of the Mississippi, with five plants employing ACQ, CA, borates, PTI, CCA, ACZA, FRT, and water repellent.

Biewer Lumber, Lansing, Mi., produces a range of treated products, drawing on MCA, ACQ, CA, FRT and water repellent, at three Great Lakes States treating plants, supplemented by a Dricon-only FRT facility in Athens, N.Y. Sunbelt Forest Products, Bartow, Fl., treats with CA-C, borates, EL2 and water repellent from two facilities in Florida and two in Alabama.

Fortress Wood Products’ three North Carolina plants treat with CA-C, MCA, CCA, FRT and water repellent.

Conrad Forest Products, North Bend, Or., serves 13 western states from two plants in Oregon and one in California, offering CA, borates, ACZA, CCA, QNap, penta, creosote, interior and exterior FRT, and Bluwood.

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ing to go outside the L.A. basin, which saves them time, and money on freight.

How does technology play a part in your business strategy?

Our family started in the treated wood business in early ’70s. We have always been a waterborne treater. We started out treating with CCA and switched to ACQ in early 2000.

Technology has helped in the office, but in the yard we continue to treat wood as we always have.

McFarland Cascade

units with fewer, newer units with better fuel efficiency) and driver training (shutting off engines rather than idling, slower acceleration to reduce fuel consumption), as well as other investments resulting in enhanced environmental performance (capture of rainwater for use as process water, greatly reducing the volume of potable water consumed at our plants).

What are the biggest changes you’ve made of late?

Probably the most significant recent changes concern our continued investments in plant improvements and upgrades. We continue to be a leader in investments that ensure we are taking care of the environment and community we work in. We also continue to upgrade our treating capabilities so that our products perform to the highest standards. Properly preserved wood lasts for many, many years and eliminates the wasteful re-building of outdoor projects that use un-preserved lumber.

What concerns you and what excites you about the future of the treating industry?

Wood continues to be the most flexible, economic and environmentally sound construction material in spite of the fact that it doesn’t “sound” new.

The proper application of preservatives allows this material to be used in climates that would otherwise limit its use. While some manufactured products are being used as decking, preserved wood remains the foundation.

Wood is a renewable resource, which means we grow as much or more of it each year than is harvested. Wood sequesters carbon from the atmosphere

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and can be safely disposed at the end of its service life. Wood continues to be the most environmentally sensitive product available.

Fontana Wood Preserving, Fontana, Ca., is a Southern California treating plant that supplies fire retardant and pressure treated wood to commercial, wholesale and agricultural customers. Its primary market is Southern California, but products are also shipped to Northern California and Arizona.

What differentiates your company from other wood treaters?

Bob Schmidt, director of special projects: One of the big differences is our size. When you call our company, a live person answers the phone and generally our customers can find out the status of their wood in one call. We do not believe in voicemail or answering machines and having to wait hours or days to get your question answered.

Our facility is conveniently located to major freeways so customers can deliver and pick up wood without hav-

April 2018

How are you incorporating energy efficiency in your business practices?

In the early ’90s we installed our own natural gas-fired generating power plant, thus generating our own power.

This allows us to continue operating during high power demand time when other businesses are asked to shut down due to excess power usage.

We utilize the heat from the exhaust to help run our kiln. We have the ability to heat our treating solution using heat exchangers, which circulate heat from the engine into the treating solutions tanks.

What concerns you and what excites you about the future of the treating industry?

My biggest concern is the small majority of people who continue to challenge the treated wood industry.

Whether it is regulators who fail to understand the benefits of treated wood or a handful of companies that try to market their products as equal to pressure treated wood when, in fact, that is a unproven fact.

The majority of treaters produce an excellent product and, provided the correct treated wood is selected for the application, it will last for many years.

I am excited about our chemical manufacturers continuing to research and bring new chemicals to the marketplace, so we can continue to bring the safest treated wood to the market.

Fontana Wood Preserving Building-Products.com

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MARGIN Builders

By Kelly Harmon, LP Building Products

Beyond product:

Sell engineered wood floors as a system I n recent years, manufacturers have been unveiling engineered wood products that move the category far beyond commodity status.

Innovations abound as products continue to address more and more builder challenges while making homes efficient and durable. These include premium subfloor panels with superior moisture resistance, I-joists with a wide range of stiffnesses, and fire-rated wall panels.

But unlike a category such as faucets or light fixtures, engineered wood products should be viewed as a floor system, not individual components.

In floor systems, for example, product selection, how those products are spaced, and how they are installed all combine to predetermine expected performance. This includes whether the floor feels bouncy, whether it squeaks when walked on, and whether the island shakes as the homeowner walks past.

Considering the whole system lets dealers and their customers sell buyers on performance and, perhaps, higher performance levels. It’s also a way for dealers to differentiate their services as they help builders prevent callbacks and create positive word of mouth.

A System Approach

In thinking of the floor as a system, all of the products—from the OSB to I-joists, beams and rim joists—come together to deliver predictable performance that can meet the builder’s and homeowner’s expectations. A premium subfloor over properly spaced, stiffer I-joists, for example, can help reduce deflection that shakes china cabinets or causes nail pops and cracked floor tiles.

Premium subflooring also has a higher density to help keep fasteners in place.

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THINKING OF product components—such as LP Legacy premium subflooring and LP SolidStart I-joists—as a system can help builders meet buyer expectations for floor performance.

Builders can design to code minimum or work with their manufacturer and dealer to step up to higher deflection limits, such as L/480, which will provide a stiffer floor with less deflection. To design this floor, one looks at on-center spacing, the strength and stiffness of the I-joist, the quality and density of the subfloor, etc. For example, if the builder wants to ensure deflection remains under ¼ inch, he can specify 16” on-center spacing. Stiffness can also be improved by selecting a higher-quality subfloor, such as a premium panel in a 23/32-inch thickness.

Determining target performance levels requires getting to know the customer, the house itself, and, ultimately, the customer’s budget and expectations. A track home on a strict budget likely will call for a more basic, code-minimum floor system. A 6,000–sq. ft., $1 million custom homebuyer, on the other hand, will expect a more solid feel underfoot.

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The kitchen is also more likely to have a large, heavy island that can put more load on the floor and amplify problems.

Consider Two Scenarios:

Scenario 1, a tract home with laminate flooring and without a kitchen island. Cost is a key factor in the design of this floor system, so the manufacturer or dealer will value engineer the system, looking at increasing on-center spacing for joists, looking for the least expensive I-joist that meets all the required code minimums, utilize an I-joist as rim closure (when applicable), and use columns or piers to break spans up so that smaller support beams may be used. A commodity subfloor product may be selected, one that will still perform over time, but should not be exposed to the elements for long periods.

Scenario 2, a high-end custom home with a large kitchen island and slate flooring. Depending upon the span, Building-Products.com

SOFTWARE PROGRAMS help dealers and builders design the floor system to meet both code requirements and performance metrics. For example, the output above shows a multi-span I-joist designed at 16� o.c. which, coupled with a high-performance subfloor, would be suitable for a custom home application. (Photos courtesy LP)

these floors could be designed with either a stiffer series I-joist (which means more volume of wood or a higher grade of wood in the flanges), with closer on-center spacing of the floor joists, or both tactics. The stiffer joist and tighter spacing account for the additional loads from the slate flooring and the island, and would result in a more solid-feeling floor, with less bounce, for the homeowner, as well as less likelihood of the slate cracking.

Thinking as a system can allow for product and design compromises. For example, using a premium subfloor panel APA-rated with a higher stiffness could allow the builder to move from 16-inch o.c. spacing to 19.2 or 24, reducing the number of I-joists needed while still maintaining a solid feeling underfoot and the integrity of the finished flooring above.

The process also may reveal efficiencies in making product swaps. Take LSL, which is an alternative to LVL and a more practical option in some systems. LSL uses more of the log and is versatile for use in sill plates, headers, beams, hip and valley rafters, floor

joists, and more. It also is often less expensive, a consideration when designing floor systems based on both budget and performance expectations.

Tools & Resources

Manufacturers are making the systems approach easier through a range of resources, from one-on-one consultation to performance-based assemblies to software programs that can do much of the work for you.

Full CAD-based design software allows the dealer to create 3-D drawings of the frame, edit product selections, and see how systems perform under loads. Single-member sizing programs are a quick way to determine how a joist will perform under load in each scenario. The dealer can then take those results as documentation to the builder and code official.

No matter the method or the result, optimizing floor performance is ideal for dealers to provide a unique service offering to builder customers.

- Kelly Harmon is national product manager at LP Building Products. Learn more at www.lpcorp.com.

IN THIS illustration, joists are designed at 19.2� o.c. for a value-engineered solution. This design uses LSL for stair openings and flush beams to reduce cost and may be suitable for a tract home. The floor performance could be improved by upgrading to a high-performance subfloor.

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COMPETITIVE Intelligence

By Carla Waldemar

ON THE EVE of its 85th anniversary, Hiawatha Lumber, Minneapolis, Mn., was in serious need of some TLC.

Ladies’ Day hose readers blessed with total recall may remember this column’s story in the March 2017 issue about a yard called Siwek Lumber. The lumberyard has been in business since 1933, right here in my hometown of Minneapolis, Mn., and the only company I’ve had the pleasure of interviewing in person for this column, rather than by telephone.

So when I came upon an ad in a local paper—this time for a Hiawatha Lumber Co., launched a wee bit later—1940—I hurried to the website to decide if it were story-worthy.

Turnaround! New owners! Yes! But wait: The new owners’ names were… Siwek.

Soooo, what happened? Did the Siwek VPs—brothers Dave and Tom, grandsons of recently-deceased owner Joe—acquire another yard? A resounding “No.” The boys are still doing what they do best, managing that longtime family enterprise in the city’s Northeast sector.

Hiawatha—in the southwest quadrant of the city—was acquired in May 2016 by a troika of women. Women all named Siwek. And, save one, novices at management.

Okay, that’s a story.

Hiawatha’s new owners, Jan and Lisa Siwek, proved to be wives of those Siwek brothers, and Pat Siwek Murzyn is their sister. Pat had served “upstairs,” as they put it, as company secretary/treasurer, while Lisa was often tapped to put her mediating skills to work with John, the patriarch—her father in law (who could be set in his ways, the family noted). Pat now serves as Hiawatha’s president, with Lisa covering accounts receivable/payable.

Jan, meanwhile, had been holding down perhaps the most challenging job of all—managing a household of four kids. Could she handle an outside career? A desk she needed to inhabit early every workday morning as marketing manager for the company? After raising four teenagers, she told everybody, nothing to it: Piece of cake. She’s also been a quick study for stints at the front counter.

They all have. OTJ is the most effective training tool

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around here, when it comes to products, vendors and customers. Their primary mentor is GM John Skoglund, who tells me the company’s backstory. The outfit began in 1940, when a guy named Denny, rumored to earn his living building and delivering chicken coops, partnered up with a friend to start a yard to serve the local pros. Back then, the railroad track that still anchors the site delivered all the yard’s materials, which needed to be unloaded by hand—no trucks, no forklift. But by 2016, Denny, the kid who started out here in his 20s, was now a kid no longer; at 78, he was more than ready to retire. Yet he wanted someone to continue the business—wanted it to remain a lumberyard.

Word got around—call it “networking” if you wish— and the Siwek brothers got wind of the opportunity. But they didn’t seek just another satellite: Rather, “something different. Let’s approach the girls.” Lisa got a tutorial in “yard stuff” and equipment from Dave, and everybody turned to GM Skoglund with their questions.

John, at 21, had wandered into the yard in search of something or other. He walked out with a job. “I liked what I saw, so I asked to see the owner. I asked him if he were hiring. ‘Can you lift a panel of Sheetrock?’ the boss countered.” John boasted, “I can pick up two!” Which he did, and, passing the job test, was hired on the spot. He worked as yard help, then driver, then inside. “I gained the respect of the old gentleman. If you followed through, that meant something to him, and he was a great mentor”—as John, himself, proves to be today.

Hiawatha’s staff now numbers nine, all of whom swap hats whenever needed. The new owners have hired a dedicated high-school kid who worked summers, then was invited to stay on after graduation.

He’s from the neighborhood. So are most of Hiawatha’s customers, many of whom are DIYers living nearby and are strong believers in supporting independents and buying local. Says Jan, “They see we’re here every day and that that’s where their money is going, not to a box.”

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THREE SIWEK women stepped in to take over the business in 2016 and transform it into a design showcase.

Adds John, “They’re loyal to us because of our good service. They know they can expect a little more. If there’s ever an issue, we take care of it. And they know that when they return, they’ll see 100% of the same people working here.”

Those shoppers also arrive from all over the metro, and from across the nearby Mississippi River, in neighboring St. Paul. And the suburbs. Exurbs, too. “There are fewer and fewer family yards around these days, so people will drive to support them,” John declares, “and we [yards] help each other out. Our industry is a tight-knit community— you know everybody: the reps, the other yards. It’s a brotherhood. Even Home Depot sends customers to us because we stock items they don’t, like moulding, stair parts, entry doors. And we’re an exclusive Marvin Windows dealer,” proud to partner with a Minnesota company, with— ahem—another woman at the helm.

Of course, the Siwek connection pays off in JIT deliveries of a product on which either yard has run short.

However, “our inventory’s not the same,” says Jan. “We serve different markets, especially when it comes to contractors” (Two-thirds of Hiawatha’s clients are walk-ins; the reverse is true at Siwek’s.) “People appreciate that if we don’t have something, we’ll go for help; we don’t just hang up the phone, and they really respect that.” Husbands Tom and Dave lent insight on both merchandising and making the most of the site.

The ladies signed on primed to listen to their customers. Following their bidding, “We’ve increased SKUs, added more moulding. When we took over, inventory was down—way down.” (“When you see empty shelves, what do you think?” John adds. “It was hard.”) When it comes to lumber, the company stresses quality, he says. “We’re known for it. We buy prime goods, the best we can get.

Redwood is big. And joining a buying co-op provided a huge assist.”

Those walk-in customers, Hiawatha’s bread and butter, are building custom homes here and there, but primarily they’re doing remodels, additions, decks, garages—all the fix-ups that benefit an aging neighborhood. “We’re selling a large number of entry doors, stair parts, and those mouldings,” Jan reports, “and broadened our line of hardware.”

Why do the locals like shopping here? “Customer service is number one. So is quality. Believe me,” both swear, Building-Products.com

“they come in informed. They’ve already checked everything online.”

Online? That’s marketing director Jan’s wheelhouse.

She’s learning, and learning fast. “We’re redoing our Facebook presence. An improved website will be a big part of it. And Instagram! It’s huge! We show lots of product videos.”

She was also in charge of planning the annual Contractor Day—vendors, products, lunch—and handled the recent Open House that introduced the new ownership, advertised by fliers, newspaper announcements, and email.

“We had barbecues, face painting, a bouncy castle, lots of drawings and prizes.” And yes, Jan agrees, it drew scores of new customer. “Definitely!” she smiles. “They didn’t realize they could just walk in.”

John is pleased with the transition. “Jan’s been wonderful. It’s comfortable, not a lot of drama.” Not like during the recent recession, right? He allows, “It. Wasn’t. Pretty.

Everything pretty much stopped. But I will say, we had such good, loyal customers. I reached out, made total contact with every one,” scouring for business. “Vendors, too.

If we couldn’t pay, they’d say ‘Okay, another 30 days.’”

Ladies, what surprises came with this new assignment?

Not, they swear, the situations of the not-too-distant past, where customers would demand to speak to “the real boss”—the one who shaves each morning. Instead, recalls Jan, the big adjustment was “for me, the need to be at work, and on time, every day—and working on the computer. Bookkeeping. Pat pretty much knew everything from her former role. Lisa is on a learning curve, too—things like medical insurance, etc.”

Worth it? A resounding yes. One reason: “South Minneapolis is like a small town in a big city. For instance, our neighbor, Rosie. We automatically shovel her driveway, so for the holidays she brought in Christmas treats.” You won’t find that at a big box.

Carla Waldemar cwaldemar@comcast.net April 2018

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OLSEN on Sales

By James Olsen

Curiosity cured the cat

ne of the bad raps sellers get is that we are “Just there for the order.” We are there for the order, but what else are we there for? We are there to make long-term business relationships with our customers. Figuring out if the relationship with each customer will work takes time and circumstances to test it.

On a call by call basis, how do we push for the order without being pushy? By acting in a caring way. How do we show we care? How do we let the customer know/feel that we care while we are trying to get the business? By asking questions!

We in the lumber industry are market driven, so information is power. Those that buy from us will give us information as well as those who don’t. Customers who don’t buy from us often will give us more information than those who do. Master Sellers dig in on objections. They learn more about how to sell the customer who is giving them the objection and use the information to sell others. Most sellers don’t probe enough so each call is Groundhog Day all over again.

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Your Price Is Too High

We will get this objection until the end of time. How will we handle it? Most sellers say two things with a defeated tone: (1) Oh. Where do I need to be?

(2) What are you buying?

The first response gives all the power to the customer and the second says, “I’m just here for the order.” Both are F-/terrible responses.

“Really, wow. We’ve been selling well at this price.

What are you thinking on price?” We discuss prices with customers and work together to agree on what will work.

When the customer says our price is too high we need to dig in on the details: (1) Did they buy the better price? If not, why?

(2) If so, what exactly—tally, price, shipment, stock and

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quantity—did they buy and would they buy more with the same details? (One out of 10 will say yes to this question!

Ask it and get a couple more orders a day.)

(3) When did they hear or buy at that price? If it was three weeks ago in a rising market… we need to know.

(4) What are you paying for that item out of distribution?

(5) Where was everybody else? Was I the outlier or was the salesperson who got the order the outlier?

(6) What does that purchase do to their average cost?

The devil and the angel are in the details.

“I’m okay right now. I’ve got too much stock. I’m going to wait. Call me in the spring.”

These sentences are meaningless and give us zero information. If we don’t dig in on these objections we deserve what we get.

(1) “I’ve got in my notes that you are using four trucks a month. Do you have 12 trucks bought?”

(2) “How low do you let your inventory go before you do buy back?”

(3) “If we could extend the shipment to work with your inventory turn, could we put a couple on?”

(4) “Alright. We won’t be looking at 2x4 until the first week in June, is that right?”

Whether the customer buys or not, set a firm appointment, based on the information gathered, to talk and do business on that item in the future. The firm appointment is key. “Okay, we won’t be needing 2x4 until the end of July.

I will babysit the market on that item with that in mind.”

Horseshoes, Hand Grenades & Sales

The perfect item at the perfect price doesn’t exist. Most sellers are shot down by a single objection! Master Sellers know perfection probably won’t get the order, getting close enough will, so they are curious and dig in on objections.

Do they sell their customers every time? No. Do they show their customers they care on every call? Yes. Master Sellers are curious about what customers want and will do everything possible to get it for them. They work with customers to get as close as possible to perfection (what the customer wants). The curious seller knows more about their customers and their markets and sells more because of it.

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

THE REVENUE Growth Habit

By Alex Goldfayn

Fear vs. confidence f you sell, fear has probably cost you, personally, millions of dollars.

If you work for a company that generates $5 million in annual revenue, fear has cost your firm tens of millions of dollars over the years. If the company is a $20-million business, fear has cost the firm hundreds of millions of dollars over the years. And if the company does $100 million annually, the total lost is in the billions.

But this is just individual firms. If we think about the sales lost across industries, or neighborhoods, cities, states and nations, over years and decades, we’re talking about many trillions.

This includes the immense amount of money salespeople have lost out on in take-home pay and in vacations not taken; the losses to the local economy not injected with this money; the investments businesses have not made, thereby hurting their suppliers; and the customers not helped.

I know the impact of fear on sales because I’ve worked with hundreds of companies and thousands of salespeople on the topic of revenue growth. Fear is the reason we don’t pick up the phone. Fear is the reason we don’t ask for the business. Fear is the reason we don’t do the work we know we should be doing to help our customers know.

If you find yourself avoiding something, the reason is almost always fear.

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The Opposite of Fear in Sales

The opposite of fear is confidence. It should be no surprise that confident salespeople outsell fearful ones.

Confident humans outperform fearful ones. At work and also at life. If you don’t feel confident, talk to your happy customers, and ask them what their favorite things are about working with you. They will tell you. And it will be the absolute truth.

Confidence and fear are ways of thinking. Boldness and meekness are the behavioral manifestations of these ways of thinking. That is, people who think confidently behave boldly, but people who think fearfully behave meekly.

So, how do confident salespeople think differently from fearful salespeople? In almost every way.

But here are a few of the most important areas: • The confident salesperson believes the customer is lucky to be hearing from her. The fearful one believes she is lucky the customer picked up the phone.

• The confident salesperson thinks it’s highly likely he will get the business, because he is excellent, and the customer knows it. The fearful one thinks it’s unlikely he will get the business. He is afraid he will not only miss out on this piece of business, but that the customer will fire him if he asks for the business at all.

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• The confident salesperson believes the customer deserves to benefit from her great value, and that she owes it to the customer to offer him additional products, services and value. But the fearful salesperson believes she is bothering the customer, and does not want to seem needy, or annoying, or pestering. As a consequence, she prefers to stay out of the way.

• The confident salesperson believes there are many additional ways he can help customers beyond what they are buying now. The fearful salesperson thinks that the customer will ask for it if they need to, and so tends to stay out of the way.

• The confident salesperson is driven to provide as much value to the customer as possible. The fearful salesperson’s goal is to avoid being yelled at by the customer.

Where Confidence Comes From

Confidence comes from knowing how good you are and behaving accordingly. Confidence comes from listening to your happy customers speak warmly and positively about you. Confidence comes from both a history of success as well as experiencing quick early wins during a new pursuit.

You will find that customers are quite happy to hear from you when you proactively call them.

Confidence can be chosen and then further developed. Choose confidence. It pays better.

– The preceding is an excerpt from Alex Goldfayn’s new book, Selling Boldly.

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

TRANSFORMING Teams

By Paige McAllister

Violence at work

How to keep your employees safe R ecent events in the world have many employers thinking about gun violence and what appropriate measures to take to ensure their workplace is a safe place for employees, clients, vendors and all others who enter.

While protecting against gun violence at work is a serious, important, and timely topic, violence at work in general is equally important and worthy of discussion.

Workplace violence is defined by OSHA as any act or threat of physical violence, harassment, intimidation or other threatening disruptive behavior that occurs on the work site. The general types of violence experienced at work include random criminal acts, violence by a co-worker, customer or client, or violence resulting from a personal situation (i.e., domestic violence or stalking). Violence can involve employees, supervisors, customers, contractors, vendors, visitors or strangers.

According to the Bureau of Labor Statistics, in 2016 there were 792 incidents of intentional injury, 500 resulting in homicide; this represents an increase of 23% and 20% respectively over the prior year. Other incidents of workplace violence not typically reported or included in the statistics above include fighting, confrontation, berating, arguing and sexual assault. The impact on employees can include physical or psychological harm, absences, medical costs, and long-term stress or anxiety. Although an estimated 2 million American workers are impacted by workplace violence each year, only 25% of companies spend time and resources to make a plan and take preventative action.

Q. With all of the talk about gun violence, do I have the right as an employer to prohibit anyone from bringing a firearm on our property?

A. While most states allow an employer the right to prohibit firearms in the actual workplace, 22 states allow employees with appropriate carry/conceal licenses to store their guns in their vehicles while the vehicle is parked in a worksite parking lot. The following states have “Parking Lot Storage� laws that give employees the right to keep firearms when parked on employer-owned property: Alabama, Alaska, Arizona, Arkansas, Florida, Georgia, Illinois, Indiana, Kansas, Kentucky, Louisiana, Maine, Minnesota, Mississippi, Nebraska, North Dakota, Ohio, Oklahoma, Tennessee, Texas, Utah and Wisconsin.

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While workplace violence can occur at any company in any industry or location, jobs that involve exchanging money in public, serving alcohol, working with volatile or unstable people, working alone or in isolated areas, working late at night, or working in a high-crime area carry more risk. Healthcare professionals, public service workers, customer service employees, teachers, janitorial staff, and law enforcement officers have the highest risk due to a combination of factors.

Companies can feel impacts including property damage, loss of inventory, reduction in staff, increased security and insurance costs, legal exposure and costs, damage to a company’s reputation, or an inability to operate business for some time. Companies should take measures to protect employees and help prevent or reduce the chance of incident, escalation and harm. These measures can help:

1. Company Policies: Strong, well-worded policies send a powerful message to employees and give you a formidable basis to prevent workplace violence or to be able to stop it before it escalates. Be sure your handbook has essential policies including workplace safety, weapons, searches, harassment/sexual harassment, visitors, code of conduct, and disciplinary action. Ensure every employee receives a handbook and signs an acknowledgement of receipt stating they will comply with all the policies. And if you are missing any of these policies, now is the time to put them in place and, again, have employees acknowledge the new policy once it is implemented.

2. Hiring Practices: Knowing who you are hiring allows you get an understanding of who will be working with you before they enter your workplace. Incorporating comprehensive criminal background checks and conducting professional and personal reference checks will allow you Building-Products.com

to gather information about a potential employee’s past and disposition. While you may not find out everything, it is an important step to minimize your exposure to a claim of negligent hire.

3. Disciplinary Action: Take a zero-tolerance stance on violence, threats, harassment or intimidation. Do not allow a situation to escalate or be repeated by stepping in as soon as it is known. If it involves two employees, separate, investigate and take decisive disciplinary action. If a non-employee is involved, have the individual removed and prevent the individual from coming back. If a vendor, contractor or client is involved, review the business relationship. Companies can have legal exposure to negligent retention claims if employees or business relationships are maintained after knowledge of violent or threatening behavior.

4. Security Measures: Implement practices to help keep your work site and employees safe. Install security cameras and a security system with keys or access badges. Make sure no one works alone if possible. Hire security guards.

Assess the location before committing to a work space.

Keep minimal money on hand. Post signs stating measures taken to deter offenders.

5. Prohibit Weapons: Create and enforce a zero-tolerance no-weapons policy as strict as possible to cover all weapons including firearms, knives and explosives. In most states you can restrict weapons completely from company property and company vehicles. However, some states require permitted gun owners to be allowed to leave their firearms locked and out of sight in their personal vehicle in the parking lot.

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6. Safety Program: Create a thorough safety program covering any situation. Include procedures, contacts, phone numbers, forms, etc. Outline the expectations, roles and responsibilities of employees and managers. Make sure employees know they can call 9-1-1 whenever they feel the need. Communicate this plan to everyone and make sure they know where to find the information if needed.

The Department of Labor and Department of Homeland Security (DHS) have comprehensive programs online that you can pull information from to develop yours.

7. Conduct Training: Train employees what to do if faced with different situations, so they don’t need to make uneducated decisions in the moment. Consider bringing in experts to provide active shooter situation training such as the “Run. Hide. Fight” concept promoted by the DHS. 8. Benefit Programs: Assess your benefit offerings to include programs that employees would need if faced with workplace violence. Along with Workers’ Comp, health and disability insurance, consider offering an Employee Assistance Program or legal insurance.

Proactive planning, policies, action and training are not only good business sense to minimize exposure, but are vital to keeping your employees and workplace safe.

Paige McAllister Affinity HR Group contact@affinityhrgroup.com

April 2018

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True Value Members Mull Sale of Co-Op True Value member retailers will vote April 13 on whether to sell a majority stake in the Chicago-based company to a private equity firm, moving it away from its traditional co-op structure.

If approved, the deal would give Acon Investments, Washington, D.C., 70% ownership in a new True Value operating company, effective April 18. True Value’s 4,400 current retail members would own the remaining 30% and receive $229 million for their invested capital, including in promissory notes and dividends.

Current members will continue to have access to the True Value brand and services. But True Value would be free to sell its products to anyone, without them being forced to purchase True Value stock.

NM Chain Sells Last Store

Roswell Lumber has agreed to sell its flagship Builders Do it Center store in Roswell, N.M., to FoxworthGalbraith Lumber, Plano, Tx., and will close its Builders Do it Center in Artesia, N.M., on May 31.

FoxGal currently operates 28 stores,

eight of them in New Mexico. The company said the acquisition will extend its reach into southeast New Mexico, specifically increasing its sales in roofing, drywall, and home center products.

It will switch to the FoxworthGalbraith name and operate as a satellite of its location in Ruidoso, N.M.

SUPPLIER Briefs

Weyerhaeuser Distribution is now stocking Fiberon’s ProTect Advantage and Good Life decking product line at its distribution center in Phoenix, Az.

Alliance Door Products , Spokane, Wa., is now distributing L.J. Smith stair parts and systems in eastern Washington, northern Idaho, and western Montana.

Socco Forest Products , Sumas, Wa., has agreed to sell its custom dry kiln and remanufacturing operation to Accenture Building Materials, Vancouver, B.C.

The Color of Money

CHS Northwest True Value Hardware is liquidating its

Add rich color to your products at the factory and start adding to your bottom line.

location in Kalispell, Mt.

Pressure treated wood should be durable, not ugly.

Factory staining can take care of that.

Sawyer’s Ace Hardware & Rental is the new name of Sawyer’s True Value, The Dalles,

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Northwest Drywall & Roofing Supply will move to a new

Standard Plumbing , Sandy, Ut., is negotiating to buy a vacant 14,7000-sq. ft. storefront in Pocatello, Id., to open a True Value hardware store.

Eco Chemical has been supplying stains and technical support to pressure treaters for over twenty years.

Eco stains can be applied before or after pressure treating, in virtually any color, using virtually any application method.

Or., after switching its co-op affiliation.

Jared Sawyer, who purchased the business from his parents last summer, has also added an in-store Hallmark Gold Crown outlet.

www.ecochemical.com (800) 677-7930

L.J. Smith , Bowerstown, Oh., launched a new website at ljsmith.com.

GIVE US A CALL TODAY OR VISIT US ONLINE

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Bellingham, Wa., location, so as to be moved out by July 1.

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DMSi was presented the Vendor of the Year Award by The Drake Group, an association of independent drywall distributors.

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L&W Buys NorCal Distributor

Northern California drywall distributor Wright Brothers Supply has been acquired by ABC Supply’s L&W Supply division.

Launched in 1980, Wright Bros. operates branches in Benicia, Chico and Santa Rosa, Ca., to provide drywall, EIFS, stucco and related products to professionals north of the San Francisco Bay area.

It joins Chicago-based L&W, which has 140 branches in 35 states.

Venerable Hardware Store

Hardwick’s Hardware is leaving Seattle, Wa., after 86 years due to fast-rising property taxes.

Third-generation owner Dean Hardwick said his taxes have more than quadrupled over the last five years and likely will rise even more sharply in the coming year due to rezoning in the area.

The fourth generation—Hardwick’s 30-year-old son—hopes to keep the business going, but Seattle has become cost prohibitive to operate in.

So the Hardwicks intend to move out of the city—and probably out of the state, perhaps into Idaho.

SRS Buys Denver Wholesaler

American Roofing Supply, Denver, Co., has signed a definitive agreement to be purchased by SRS Distribution, McKinney, Tx. American was founded in 1983 and currently has more than 60 team members serving professional builders and contractors in eastern Colorado and the Front Range. The entire sales

and operations team—including president Don Douglass, secretary/treasurer Vern Randel, and their family members—is expected to stay on to run the company. As a result of this acquisition, SRS will transition all existing and future Colorado locations to the American Roofing Supply name.

“American is a company that we have long admired and we could not be more excited to join forces with them in the vibrant Colorado market,” said SRS president and CEO Dan Tinker. “We will put all of the SRS resources behind the American team, who have themselves developed many competitive advantages we can learn from and leverage.”

With the addition of American, SRS will include 210 locations in 41 states operating under 22 different divisions. SRS is a portfolio company of Berkshire Partners LLC.

existing and future customers of our innovative and versatile MDF product line,” said Mark Avery, Roseburg senior VP of industrial products & national accounts. “It’s an exciting opportunity for Roseburg to move into the northeastern region and further diversify our operations and meet demand.”

Roseburg currently owns and operates an MDF plant in Medford, Or., which produces the company’s Arreis, Medite, Medex, Permacore and Fibrlite product lines. “The addition of the Pembroke MDF plant means Roseburg customers will have access to a broader portfolio of products from a company with a demonstrated, longterm commitment to the industry,” said Jim Buffington, business director for industrial products.

With MDF Facility, Roseburg Makes First International Buy

Sound Building Supply, Renton, Wa.-based manufacturer and distributor of metal flashing, roofing and building products, has been acquired

by Salt Creek Capital, Menlo Park, Ca. Richard Thome, incoming CEO, said, “I am thrilled to have partnered with Salt Creek Capital to complete this acquisition and am eager to join the SBS team. The founders of SBS built an exceptional business with a sterling reputation, and I am honored to have the opportunity to continue building upon this legacy.”

According to Diane Wilkins and Steven Wisner, who co-founded Sound 40 years ago, “We were pleased that Salt Creek Capital brought in a high-quality, proven CEO to help transition the business. The firm provided a solution to our needs for liquidity and my desire to transition our leadership responsibilities so that we could retire. The company is poised to enter a new period of growth.”

The company sells its products to a network of wholesale and specialty retail companies in the construction supplies industry throughout Washington, Oregon and Alaska.

Marking its first international acquisition, Roseburg Forest Products, Springfield, Or., has agreed to purchase Pembroke MDF’s medium density fiberboard and molding production facilities in northeastern Ontario, Canada.

The deal is set to close by April 9.

Roseburg is currently building an engineered wood products plant in Chester, S.C., and recently acquired 158,000 acres of timberland in Virginia and North Carolina.

“The Pembroke plant and its employees present untapped potential that can be used to better serve

* ROUGH TIMBERS * UTILITY POLES * PRESSURE TREATED LUMBER * FIRE RETARDANT TREATED LUMBER AND PLYWOOD

New Owner Takes Over Pacific Northwest Supplier

Worker Dies at Plywood Mill

OSHA is investigating the cause of an accidental death at Roseburg Forest Products’ plywood plant in Dillard, Or. The victim, Joel Kuhse, 57, had worked for the company since 2010.

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Prefinished to perfection

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Our team works alongside machine applicators to assist with line design, equipment setup and troubleshooting. Once you get going, you’ll receive continuous support that includes color matching, performance testing and regular line audits.

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Duracolor, MachineCoat, MachinePure and the PPG Logo are registered trademarks and MachinePro and We protect and beautify the world are trademarks of PPG Industries Ohio, Inc. ©2017 PPG Industries, Inc. All rights reserved.

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THINKING Ahead

By Chris Knowles and Michelle Maller, Oregon State University

Start ’em young

How Oregon State University is engaging youth in forest products education e’ve heard them all. “You’re just clear-cutting.”

“There won’t be any forests left.”

“What about climate change?”

“Cutting down trees is awful.”

Pursuing a livelihood in the forest products industry opens one up to being a sounding board for these and so many other misconceptions about this work. Conversations around renewability, reforestation, and forest management are few and far between: unless we start them.

For us, working at the collegiate level at an institution highly-regarded for its forestry program, affords the opportunity to both educate students about our business and to hear first-hand what the next generation of labor, both those interested in renewable materials and those in other fields of study, believe to be true about the forest products industry. We consider ourselves at the forefront of breaking many of those misconceptions, by educating the students in our programs.

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Perception vs. Reality

Mika Donahue is an undergraduate student at Oregon State, studying renewable materials. She is smart, enthusiastic and insightful. Mika grew up in Vancouver, Wa., at her family’s business, RLD Company, a provider of independent timber and

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OREGON STATE undergrad Mika Donahue grew up at her grandfather’s business, RLD Co., Vancouver, Wa.

glulam fabrication. Founded in 1984 by her grandfather, RLD has manufactured product for notable and impressive projects in its relatively short history, like the Hiroshima Bridge and the Pavilion at Lincoln Park Zoo in Chicago.

April 2018

Interestingly, though, it wasn’t growing up in the lumber yard that solidified a future in forest products for Mika. It was a TED Talk.

“While I have always loved the structural aesthetic of wood structures, it wasn’t until I watched a TED Talk from Vancouver-based architect Michael Green regarding the environmental necessity of mass timber building that I really found my spark. Learning about wood’s ability to sequester carbon and mitigate greenhouse gas emissions added a whole new level of importance to my understanding of forestry and wood construction; it set the stage for my academic pursuits,” she said.

Mika now finds herself talking with her peers about this perception vs. reality problem our industry tends to have, and she’s encouraged that the up-and-coming generation is so open-minded. “My generation is acutely aware of environmental impact. When I take even a few moments to explain reforestation, or phasing out concrete and steel for wood products, the light bulb goes on for them.”

Nearing graduation, Mika is encouraged, but realistic. She recognizes the lofty role she plays in educating her peers both to understand the forest products industry, and to

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A Special Series from North American Wholesale Lumber Association

recruit them to the field. “People looking for a fancy, bigcity work environment might be disappointed to end up in a rural part of Washington or Oregon in their 20s,” she said. It’s important to ensure these people see the longterm potential in a career in forest products.

On Campus

That drive to make the world a better place is a common theme among students enrolled in our undergraduate program at Oregon State University. For the most part, our students come in knowing very little about what’s possible in the industry. It’s up to us to help them forge a path to working in a field where they view their company as sustainable and working to preserve the environment.

Our undergraduate program provides four tracks from which to choose: science and engineering; marketing and management; art and design; and advanced wood manufacturing. Selecting the most enticing track means each student is on the path to a very distinct part of the lumber Wood Magic Oregon is only possible with financial donations, and the more we receive, the more kids we can invite to the experience. If you or your company is interested in supporting Wood Magic Oregon, please reach out to Michelle Maller at michelle.maller@oregonstate.edu or (541) 737-4529.

products business. Ten years ago, we found that most of our students were heading toward the manufacturing side.

Today, we see people going toward all four of these disciplines, to corners of the wood products industry they may not have even known existed.

How do we identify and recruit these students to help fill the next generation of forest products industry professionals? It’s a very organic, boots-on-the-ground sort of approach. Our location in Oregon means we’re in the middle of one of the most active forest production regions of the country. Still, this doesn’t always translate to kids like Mika becoming young adults who know what we do and why.

Much of our time is invested in career technical education (CTE) students at the high school level all across Oregon and Washington. These students have already demonstrated interest in hands-on work, and a willingness to learn outside of the traditional classroom setting.

The teachers of these CTE programs are integral to our student recruitment efforts. They will invite us to visit their classes to present about careers in the forest products industry. They will participate in professional development opportunities that we offer for CTE teachers, during which they learn what the OSU College of Forestry is, and enhance their own knowledge and careers. Taking the message of our program back to their

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students results in heightened interest, and ultimately, more students enrolling than in the past.

We’re still working to overcome the public perception that the forest product industry is clearcutting. It doesn’t take long for our students to become stewards of the truth, but it remains an uphill battle to educate the public at large. One student at a time, they grab onto the beauty of what we do, and we hope, spread the word.

Wood Magic

We’re finding it vital to begin educating children long before they consider a major in the College of Forestry.

At OSU, we host an interactive program on wood as a resource, designed to educate third and fourth graders about science and technology relative to wood and wood products. Hosted both on-campus and in underserved areas of Portland, Oregon Wood Magic is a three-and-ahalf hour program where kids work through 13 stations, each with a different theme (e.g., common forest products, wood burning, protection from termites, durability, basic engineering concepts). The 10-minute stations are taught by volunteers: professors, grad students, and top-tier undergrads in our program.

The students learn basics of wood production and renewability, often correcting misconceptions they may have picked up prior to our program. The faculty and OSU student volunteers really enjoy these days as much as the kids do. A ‘controlled chaos’ environment is a welcome break from the usual day-to-day of campus life. For many of these kids, it’s their first exposure to a college campus and secondary education.

It’s not realistic to think that Wood Magic will recruit all its participating kids to a future in the lumber industry, but we believe educating them on the truth of what we do and how we’re making a difference, is memorable and invaluable.

– Chris Knowles is associate professor, wood science & engineering at Oregon State University and Michelle Maller is internship & education coordinator, wood science & engineering at Oregon State University.

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.

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SPECIAL Report

By Western Wood Preservers Institute

Preserved wood still the choice for informed consumers

hether taking on a project themselves or hiring professional contractors to handle the job, many consumers have slipped from the realm of uninformed to inquiring, self-educated project owners. Educational tools that are readily available online have led consumers to learn how to fix minor issues, know when those issues are too big to tackle and, most importantly perhaps, understand the difference between those two types of projects.

Whether doing it themselves or hiring a contractor, consumers also do their homework to know and understand what materials are available for their projects. According to a recent study, just over half of DIYers and most Pros spent some time researching pressure treated wood prior to purchase. Knowing that consumers are seeking knowledge, dealers and retailers have the unique opportunity to aid in the consumer education by recommending the right material for the job.

As it has been for decades, beautiful, natural preserved wood is the material of choice for many outdoor projects. Professionals and do-it-yourselfers agree: nearly 60% of projects built by backyard contractors are created using presure treated wood. The most popular of those projects is decks, but consumers also build smaller, less involved projects such as picnic tables, benches, and raised bed gardens.

Do-it-yourselfer Andy Nash agrees. About 10 years ago as a novice weekend warrior, he chose to use preserved wood to build his raised bed gardens. “I did some research, looked at some garden plans online, and decided that I would attempt to build a raised bed. By the time we moved into our next house, I felt very confident when I built my second set of gardens. It just took a few boards of Wolmanized Outdoor Wood (2x6s and 4x4s), screws, and a few tools that I have on hand.”

Andy said he built two raised bed gardens in just a few hours. The good thing, he adds, is that the planter beds can be used year after year because they are built using Ground Contact preserved wood.

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Besides being built from natural, long-lasting preserved wood, raised beds have additional advantages. “My raised beds drain well,” says Andy. “And, I can plant earlier in the season because the off-the-ground beds warm quickly.

That leads to a longer, more fruitful harvest.”

RAISED BED gardens and other manageable backyard projects are great options for preserved wood.

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Andy also explains that the raised bed gardens are a project he can handle, but the expansion of his deck is not. “It’s time to bring in the professionals when it comes to working a large project like my deck,” Andy says.

“Although I’ve done my research, I count on my contractor to know what preserved wood I need for each part of the addition.”

Contractors, like do-it-yourselfers, have done their homework and continue to rely on preserved wood as a flexible building material that is easy to work with and provides a real wood finish that you just can’t mimic with alternative materials.

However, contractors and do-it-yourselfers cannot arbitrarily choose what preserved wood to install. According to Jay Hilsenbeck, residential product manager of Lonza Wood Protection, choosing the right wood for its intended use is imperative for a finished project to last. Jay explains that consumers can either purchase Above Ground or Ground Contact preserved wood for their project.

“This decision rests on the severity of the exposure conditions of the wood during its service. Ground Contact preserved wood is treated to a higher retention level than Above Ground,” explains Jay. “That simply means there is more preservative in ground contact preserved wood to offer necessary protection for more demanding end uses like raised beds.”

Further guidelines say that Above Ground preserved wood is intended for the parts of a project that are at least 6 inches above the ground, where the wood dries easily, and where it is well-ventilated around all the boards. While Ground Contact preserved wood is versatile enough to be used in almost any application, it must be used in applications where the wood • will come in contact with or be within 6 inches of the ground or fresh water • is critical to the structure and difficult to repair or replace • is in certain physically above ground uses exposed to harsher conditions such as prolonged contact with soil, vegetation or sprinklers “As an example, deck boards that are not subject to prolonged wetting from sprinklers and have good air flow around them can be treated to Above Ground retentions,” Jay further explains. “Decking understructure such as posts, joists, and ledger boards should be treated to Ground Contact retentions.”

Once any outdoor project is completed and being enjoyed, it is worth noting that some maintenance is necessary just as an owner would maintain a car with regular oil changes. Similarly, homeowners can easily and inexpensively perform maintenance on their decks or other backyard projects.

Recommendations include cleaning and applying a surface water repellent every couple of years to keep the project looking beautiful. However, for projects such as decks to maintain that just-built appearance or to change the color as styles change, staining every few years is recommended.

For this year, Andy says the only real work he will have to perform is working the garden soil, choosing whether or not he wants a different mix of vegetables and herbs, and then planting.

To see plans for projects such as a raised bed garden or a storage bench, visit www.wolmanizedwood.com/plans.

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

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

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

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

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

Providing Customer Satisfaction in All We Do

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

April 2018 Royal Pacific Merchant ad 9_14.indd 1

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10/27/14 4:14:53 PM

SPECIAL Report

By Western Wood Preservers Institute

New website highlights fire-retardant treated wood ales of fire-retardant treated (FR) lumber and plywood have grown strongly in recent years, fueled by rising apartment, condo and hotel construction. There’s now a new website designed to help distributors increase sales and answer key questions about the products.

The site, www.FireResistantWood. org, offers detailed information about

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FR wood products produced by treating companies in the West. Visitors can learn how FR wood is made, how it works and where they can source it for projects.

Serving as a one-stop site for FR wood, information covers both interior and exterior fire retardants. There are links to the fire retardant brands used by western treaters, complete with

NEW ONLINE source for info on fire retardant treated lumber and plywood helps dealers and distributors answer key questions about the products

basic information from specification guides to Safety Data Sheets (SDS).

Other sections explore the extensive testing for fire retardants necessary for gaining code certification, as well as the required quality marks on FR wood and what they mean.

Particularly helpful for distributors is the treating vs. coating section, which highlights the important differences between pressure treating and surface coatings, and the specific language in the building codes that require pressure treating for fire retardants. There’s also a section detailing references in the International Building Code that permit the use of FR lumber and plywood for specific applications.

The Sources section lists sales contact information for the 11 western treaters currently producing FR wood products, including whether for interior and/or exterior use. All the listed treaters are members of Western Wood Preservers Institute, which is maintaining the site.

A full Technical Library is also available, with downloadable publications that can be used to educate customers and support FR wood use.

Check out the hottest website on wood that stands up to fire: www.

FireResistantWood.org.

Treaters with integrity, taking care of tomorrow’s needs today ACQ ACQPreserve • Borates

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SPECIAL Report

By Western Wood Preservers Institute

Portable preserved wood guide updated ut the most current information on preserved wood products at your fingertips with the newly revised Treated Wood Guide app for smartphones and tablets.

The free app is available for Apple iOS and Google Android phones and tablets. Introduced in 2014, the app underwent a complete makeover late last year. Revisions include a new color scheme and updated photos of preserved wood products in use.

The Use Category Specifications was updated to reflect the 2017 AWPA Book of Standards, which included changes in the UC3B and UC4A use categories and recommended uses.

The Use Category section provides an overview of the categories and a product search by use for building

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construction and commercial/industrial applications. There’s also a Find Product By Exposure section that allows users to select a Use Category and then search by product. For each product, users see a typical end tag with the specified retention for that application.

The Model section features updated information on the new online Environmental Modelling Assessment Tool, while the Fire Retardants section includes links to the new FR products website. Under Use Tips, the Disposal section includes a current list of approved California landfills for treated wood waste.

Download the app for free from iTunes and Google Play. Search for “Treated Wood Guide” to download.

Thunderbolt Wood Treating “We Treat Wood Right”… Quality Wood Treating Services Since 1977 3400 Patterson Rd., Riverbank, CA 95367 • Fax: 209-869-4585

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

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SPECIAL Report

By Western Wood Preservers Institute

What’s in the treated wood you sell today? fiber once it’s no longer part of a living tree. While that may be great for nature, you don’t want that to happen to wood that is a structural element in your home or outdoor living area.

The most effective protection for wood is to infuse it with preservatives and keep fungi and insects from eating it. Pressure treating the wood extends the service life from a few years to decades, helping ensure sustainable forests.

Preservative Ingredients

TODAY’S WOOD preservatives are both safe and effective.

t’s a question that comes up regularly in the lumber and plywood aisle: “Just what is in the treatments for preserved wood products?” That may be followed by: “And are they safe?”

Preservatives have evolved since the 1970s, when preserved wood products were first sold in retail locations. Despite this evolution, there are still many misperceptions about preservatives used in treating.

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Before tackling those questions, it is helpful to understand why we pressure treat wood products.

Wood, of course, is a natural material and has unique qualities that make it an excellent building material. But Mother Nature can be a cruel mistress, seeking to decompose organic materials and return them to the Earth to support new growth.

Decay fungi and insects are part of the cycle of breaking down wood

April 2018

One common misperception is that preservatives are poison. In reality, preservatives prevent fungi or insects from degrading the wood by creating a long-lasting disinfectant barrier.

Copper serves as the chief ingredient. Today’s preservatives contain as much as 50% to 97% soluble or micronized copper. Most decay fungi, termites and other organisms don’t eat wood containing copper.

While copper is effective, some organisms are tolerant to the element.

So mixed with the copper are biocides and fungicides to enhance the protection. All of these are suspended in water, which carries preservatives into the wood when pressure is applied.

Two types of biocides are commonly used in preservatives: azoles and quaternary compounds. These chemicals aren’t used exclusively for wood preservatives; they are also found in a host of consumer products.

Azoles are antifungal chemicals used with a number of natural prodBuilding-Products.com

ucts. They include propiconizole, also used on fruits, vegetables and nuts, and tebuconazole, used on flowers, shrubs and other agricultural products.

Quaternary compounds are found in cleaners and disinfectants, as well as hair and body products.

These biocides and others, such as DCOI, are effective in protecting wood on their own. Carbon-based wood preservatives, such as PTI and EL2, contain no copper and rely on the protective characteristics of the biocides.

In the Mix

These compounds aren’t simply mixed together and sold to treaters.

Preservative manufacturers thoroughly research, test and monitor the formulations to ensure effectiveness when infused into wood.

Each preservative must be approved by the U.S. Environmental Protection Agency (EPA), which requires extensive toxicological reviews to determine any potential human health or environmental risk.

National consensus standards administered by the American Wood Protection Association determine the amount of preservative required in the wood to protect it for its intended end use. This process helps promote the safety of preserved wood by providing a balance between protecting the wood and minimizing the amount of preservative that may move into the environment.

So how much preservative is in the wood? In most cases, it is less than 1% of the weight of the wood.

Preservative treating also enhances the sustainability of wood. Over the decades the wood can remain in service, a new tree can be grown to replace it in the future. Compared to alternative materials, life cycle science shows preserved wood has far fewer impacts on the environment.

When taken together, preserved wood products are indeed safe. Of course, use common-sense precautions when handling preserved wood.

The requirements are the same for both preserved wood and untreated wood: wear gloves and long-sleeved shirts, and avoid inhaling sawdust by wearing a dust mask when cutting or drilling.

Preserved wood today is a safe, reliable and environmentally responsible building product that can provide decades of protection and enjoyment.

www.superiorwoodtreating.com

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SALES & ACCOUNTS MGR. JERRY FARLEY 1-503-618-9155 JFarley@JHBaxter.com

3494 Roosevellt Blvd.

EUGENE, OREGON 1-866-960-9703

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

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SPECIAL Report

By Western Wood Preservers Institute

Guide offers insights on best practices for aquatic uses xplore how to specify preserved wood for use in aquatic and sensitive environments in a new guide developed by the preserved wood industry.

The Specifiers Guide – Best Management Practices (BMPs) was developed by a consortium of preserved wood associations, led by Western Wood Preservers Institute. It updates the long-standing Best Management Practices Guide distributed by WWPI. The new guide is designed for those who want to specify preserve wood used in or near water, including bridges, docks, piling and other construction.

BMPs are guidelines aimed at minimizing the amount of preservative potentially available for movement into the environment. BMPs define treatment practices and third-party inspection, as well as responsibilities for purchasers

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in installing, maintaining and disposing preserved wood on a project.

The 16-page guide provides guidance on selection, specification and quality assurance for BMP-certified preserved wood.

The BMPs cover 11 of the most common preservatives used in treating, both waterborne and oil-type.

This is the latest in the industry’s effort to update tools supporting the use of preserved wood in aquatic and sensitive areas. Last year, the Online Environmental Assessment Modeling Tool debuted to help assess any potential impacts to the environment for specific conditions.

The Specifiers Guide – BMPs can be downloaded at no charge from the Online Technical Library at www.

PreservedWood.org.

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Great beauty demands a solid base.

Give your customers a time-saving, off-the-shelf solution for building open outdoor structures. The new, innovative MPBZ moment post base provides optimal strength at the base of columns and posts in order to resist rotation when loads are applied at the top—reducing the need for knee bracing.

MPBZ44

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To learn more about the Simpson Strong-Tie ® MPBZ – now available in 4x, 6x and 8x sizes, visit go.strongtie.com/mpbz or call (800) 999-5099.

Pergola design by foreverredwood.com

SPECIAL Report

By Jessica Hewitt, Allweather Wood

Forward together, steady and sure

The Northern California Fire Recovery t was a heartbreaking, difficult October in California, to say the least. Across the country, news reports shared the gripping images of the fires that roared through Northern California. For those of us living in Mendocino and Sonoma counties, this was devastation of life as we knew it.

Rebuilding that life, physically, will continue for at least another two or three years.

Within our company, a dozen and a half of our employees evacuated their homes—half of them losing their entire homes and contents. The few things they were able to take with them when evacuating are all that remains of their homes. We interrupted our business operations, both for safety and in order to help our neighbors.

There is more to rebuild than just homes, though. The compass points of our community were wiped out with the same fire-stoked sweep: community centers, parks, playgrounds, public safety buildings. Unfortunately, some of these places that are crucial to our lives may not be covered by FEMA grants.

That realization is what led the Mendocino Family of Companies— including Allweather Wood—to establish the Redwood Valley and Santa Rosa Community Recovery Fund. We are committed to matching every dollar raised, up to $400,000, to help communities in Mendocino and Sonoma counties to rebuild those community assets that are just as critical to recovery as rebuilding homes.

The total fund value has exceeded $400,000. So far, this fund has awarded grants that will: • Supply athletic equipment for

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THE HEART of Northern California timber country was severly affected—on multiple levels—by last fall’s fires.

local track and field team • Outdoor movie and sound equipment for a local middle school • A special, in-kind product donation to build mailbox posts for some of the residents who lost their mailboxes in the fires • Temporary power poles • Scholarships for summer camp opportunities that will support children affected by the fires As word has gotten out, we have been humbled by the enthusiastic response to our efforts. The most touching donation came from a college student who received a scholarship from our company, and was motivated to give back through a program at her college designed to encourage philanthropy.

Our company is very focused on

April 2018

the health of the environment, and the fund may also pay to plant trees for watershed restoration. In addition, we are also in talks with state lawmakers to consider changes to the current practices that not only promote our forestlands’ health, but also protect them from fires.

Recovery is never fast. To help make our communities whole, there is more to rebuild than just homes. There is a community. And as we work all fronts of the recovery efforts, we will find ourselves whole again. Donations to the Redwood Valley & Santa Rosa Community Recovery Fund may be made by visiting www.MendoCo.com.

– Jessica Hewitt is marketing director for the Mendocino and Humboldt Redwood Companies.

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MOVERS & Shakers

Marv Askey, western region sales mgr. for Boise Cascade’s engineered wood business, Boise, Id., is retiring in July after 45 years in the industry.

Marco Ortega has been promoted to general mgr. of Bloedorn Lumber Co., Worland, Wy. M.G. Gutierrez was promoted to VP/ regional mgr.-Northern California for MacBeath Hardwood Co., Edinburgh, In. John Knight was promoted from retail mgr. to succeed Gutierrez as general mgr. of MacBeath’s new Stockton, Ca., branch.

Ashlee Cribb has been named vice president of structural products for Roseburg Forest Products, Springfield, Or. Mark Avery is now senior VP of industrial products and national accounts. Keith Eibel has been promoted to director of Roseburg’s chip business and Coos Bay, Or., shipping terminal.

Micah Lloyd has been promoted to sales mgr. at Boise Cascade Building Materials Distribution, Lathrop, Ca.

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Jim Sandino has retired after 47 years with Clearwater Forest Industries, Kooskia, Id. Tru Moore, ex-Boise Cascade, is now with International Wood Products, as territory mgr. for Spokane, Wa. Mike Nelson has been appointed diretor of safety for Franklin Building Suply, Id. David Pirwitz, Deceuninck North America LLC, Port Townsend, Wa., has been appointed western region sales mgr.

Chris Luehder has joined PPG Industries, as Bozeman, Mt.-based dealer representative for Montana and norhtern Wyoming.

Brenda Martin, Truck Loggers Association’s communications director, has joined Interfor, Vancouver, B.C., as mgr. of communications.

R i c h a r d M a l t s b a r g e r, e x e c u tive chairman, Orchard Supply Hardware, San Jose, Ca., has been promoted to chief operating officer of parent Lowe’s Cos. CEO/chair Robert Niblock will retire as soon as a successor is named.

April 2018

Dan Scott, ex-Alexander Lumber is now overseeing the Arizona market for Builders FirstSource/Pro/Build.

Jeanine M. Gaffke has been named chief marketing officer for AZEK Building Products, Skokie, Il. Leslie Bodnar has been appointed chief marketing officer for ECi Software Solutions, Fort Worth, Tx. Jason Ringblom, executive VP-OSB, Louisiana-Pacific, Nashville, Tn., has been elected to the APA– Engineered Wood Association board of trustees, along with Andrew Konieczka, GeorgiaPacific, Atlanta, Ga.; Mike Brown, Boise Cascade, Boise, Id.; and Bruce Alexander, Norbord.

Trustees leaving the APA board include Mike Dawson, Norbord; Mark Leutters, G-P; Mary Jo Nyblad, Boise Cascade; and Brad Southern, LP. Joaquin Pneumonia is finally taking a sick day at Mungus-Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

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BlueLinx Merging with Cedar Creek

BlueLinx, Atlanta, Ga., has entered into a definitive agreement to acquire Cedar Creek, Oklahoma City, Ok., from Charlesbank Capital Partners, Boston, Ma., for $413 million.

The deal, consisting of approximately $345 million in cash and $68 million in capital leases, has been unanimously approved by BlueLinx’s board and is expected to close before the end of April.

Together, the wholesalers supply 15,000 retail, specialty distribution and industrial customers in 40 states with over 50,000 branded and private-label SKUs from 70 locations, with combined revenue of $3.2 billion in 2017.

“The combination will significantly enhance our product portfolio by providing greater breadth and depth of building products and services for our customers and suppliers across our markets,” said Mitch Lewis, president and CEO of BlueLinx. “This transaction will create a leading U.S. wholesale distributor of building and industrial products, and significantly enhance the value that we can deliver to our customers, as well as our supplier partners, and end-market consumers.”

Lewis will continue as chief executive officer of the combined company, which will remain headquartered in Atlanta. Alex Averitt, CEO of Cedar Creek, will become chief operating officer of BlueLinx and D. Wayne Trousdale, chairman of Cedar Creek, will become vice chairman of the operating companies. Initially, the parent company will remain named BlueLinx and Cedar Creek will retain its name in its locations.

Established in 1977, Cedar Creek operates 31 locations as far west as Denver, Co.—23 of which have been opened

or acquired since the firm was purchased by Charlesbank Capital in 2010.

BlueLinx was formed in 2004 from the sale of GeorgiaPacific’s distribution business.

Jeld-Wen Adds Firms, Loses CEO

Jeld-Wen, Charlotte, N.C., agreed to buy millwork distributor/producer American Building Supply, Sacramento, Ca., and completed the purchase of Australian manufacturer A&L Windows, at the same time it parted ways with president and CEO Mark Beck.

Beck departed after 27 months by mutual agreement with the company. Kirk S. Hachigian, chairman of the board and former CEO, will assume his duties while the board conducts a search for a new CEO. Formed in 1985, American Building Supply distributes door, millwork and hardware products from centers in California, Nevada, Arizona, Washington, Georgia, Colorado, Texas and Hawaii. Its Doormerica division manufactures a range of decorative, specialty and architectural doors, including the Millennium Door series.

“The acquisition of ABS aligns perfectly with our strategy to expand our door capabilities with value-added services and customized full door systems,” said John Linker, senior VP. “With ABS’s capabilities in quick-ship customizable configurations, hardware options, and specialized component offerings, we will improve our service offerings and lead times for our channel partners.”

Additionally, Jeld-Wen closed on its acquisition of A&L, a leading Australian manufacturer of residential aluminum windows and patio doors, founded in 1980.

Santa Fe Springs, Ca •

www.hufflumber.net

(800) 347-4833

EWP

• Big Timbers/Long Lengths • Distressed Wood • D-Blaze® FRTW

Wholesale distributor of a wide range of Engineered Wood Products, including

pacific woodtech I-JOISTS • pwi-20 • pwi-45 • pwi-60 • pwi-70 • pwi-77 • pwi-90

LVL BEAM & HEADER • beam/header • rim board • lvl studs • lvl columns lengths from

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Building-Products.com

SELLING with Kahle

By Dave Kahle

Deal effectively with competition “T his would be a great business if it weren’t for the competition!”

Unfortunately, the existence of the competition impacts every industry, every business, and every sales position.

What the competition does or does not do can make a dramatic impact upon a company and a salesperson. That impact can range from squeezing you to the point where you go out of business on one extreme, to creating tremendous opportunities for growth and profits on the other. The competition and their potential impact on your business is a fact of life. No matter how hard you wish, you are not going to be able to make the competition go away.

While we can’t change the competition, we certainly are responsible for our attitudes and behaviors toward them.

What we say and how we act about them can have a daily bearing on our bottom lines. An appropriate attitude and set of practices for dealing with the competition should be an essential part of every salesperson’s repertoire.

1. Respect the competition.

Speaking badly about the competition, looking down on them, and generally disparaging them are common behaviors I see frequently among companies I work with. It’s easy enough to understand why. In sales meetings we are constantly told how our products stack up against the competition, what makes our service superior, why our people are more experienced and knowledgeable than theirs, etc.

There is usually some degree of truth in these elements.

Your hot new product may have several features that your competitor’s does not have, for example. However, in the

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big picture, your competitor offers a sound business option to your customers. While your new product contains some features that your competitor’s does not, his product probably contains some features that your product doesn’t contain. And while you claim your service to be superior, so does he. And your people are probably not any more experienced and knowledgeable than his people. From the 10,000-ft.-high perspective, if your competitors were as flawed as you think they are, they wouldn’t be in business.

In all likelihood, your competition is made up of educated, committed people who are trying just as hard as you are to be a viable option to your customers, to conduct their businesses with integrity, and to provide for their families through the fruits of their labors, just like you.

So, bury those attitudes of superiority, and cast off that disdain for the competition. If your customers didn’t think they presented a viable option, they wouldn’t be buying from them.

2. Don’t believe everything you hear.

We occasionally hear from our customers with complaints about the competition or stories of how they messed up on some project. This, of course, contributes to our natural tendency toward smugness by confirming our views.

Let’s take all of that with a healthy degree of skepticism. Understand that the people who share that information with us are typically those customers with whom we have the best relationship—those we consider our friends.

What we see as confidential information about the com(Continued on page 48)

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Deal with Competition (Continued from page 46)

petition’s weaknesses may just be the natural human inclination to tell us what they believe we want to hear. Our friends want to find common ground with us.

It’s been my observation that many customers who report the flaws in the competition to you, are reporting your flaws to them. Don’t view everything you hear as 100% accurate.

3. Don’t speak badly about the competition—ever.

Disparaging the competition, speaking badly about the company or the individual salespeople, using little

innuendos and side comments—all of this says more about us to our customers than it does about the competitors to whom we are referring. It reveals us as small-minded, petty, smug and far more interested in ourselves than we are in our customers.

But if I don’t want to speak badly about competitors, how do I present the advantages of my offer relative to theirs? Here are four options:

1. Consider the competition’s offer as irrelevant.

I believe this approach to be the most effective in the long term, because it focuses on the customer, not the competitor. If you have done an accurate, detailed job of under-

standing the full nature of your customer’s situation, and have presented a solution that precisely meets the customer’s requirements, what difference does it make who the competition is, or what the competition does?

The issue is not the competition; it’s your ability to meet customers’ needs. Conversations aren’t about how you compare to competitors, but rather how you meet the customers’ needs.

Obviously, this approach isn’t for every selling situation. It requires a commitment on the part of the salesperson to spend time with the customer in order to fully understand his needs. It assumes you have the ability to shape an offer that meets the customer’s needs. And, it requires a more professional self-image on the part of the salesperson, who sees themself as a “consultant” to the customer. If your routine is limited to asking for the technical specifications and then quoting prices, this approach is going to be outside of your reach.

2. Speak in generalized, not specific, terms.

It is more effective and more professional to speak in general terms about the class of competitor than it is to speak specifically about a particular company or person.

3. Use questions, not statements.

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It is far more effective to put questions in the customer’s mind that they should ask about the competition, than it is for you to make statements about the competition. Remember, your comments are always suspect, because the customer knows you have a vested interest in persuading him one way or the other. His observations, however, have far more validity to the customer than anything you are going to say.

Understanding that, this practice seeks to help the customer make his own observations by providing the questions that the customer should ask.

4. Use tables and charts.

This is a commonly used technique to point out the differences between your offer and your competitors’ in a detailed and professional way.

Regardless of which one or combination of approaches work for you, the discipline to deal with the competition in a professional manner is one of the hallmarks of the best salespeople.

– Dave Kahle has presented in 47 states and 11 countries, and has written 12 books including the new Good Book on Business. Reach him via davekahle.com.

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ASSOCIATION Update North American Wholesale Lumber Association executive director Marc Saracco will step down later this year, due to his relocation to Los Angeles. NAWLA’s executive committe and board are working with management group SmithBucklin to identify a successor.

The NAWLA Leadership Summit is set for April 8-10 at Hyatt Regency Lost Pines Spa & Resort, Austin, Tx. Western Woods Products Association will hold its annual meeting in conjunction with NAWLA’s Leadership Conference April 8-10 at Hyatt Regency Lost Pines Resort & Spa, Austin, Tx. West Coast Lumber & Building Material Association’s Southern California golf tournament is rapidly approaching April 12 at Black Gold Golf Club, Yorba Linda, Ca. The event, which benefits the Make A Wish Foundation, includes lunch and an awards presentation.

On May 3, WCLBMA will host a

2nd Growth meeting at the Embassy Suites in Brea, Ca. A mill tour will be held May 20-22, with location details to be announced early this month.

Western Building Material Association is teaming with Mountain States Lumber & Building Material Dealers Association to present intro to building material sales April 10 and an estimating workshop April 11-12 at Clarion Inn, Pocatello, Id. WBMA will teach the estimating class April 24-25 at its Kincaid Learning Center, Olympia, Wa. Southern California Hoo-Hoo Club is reminding members to save the date for its upcoming meeting April 25 in Chino, Ca., and its 12th annual Don Gregson Memorial Golf Tournament June 8 in Chino.

Tacoma-Olympia Hoo-Hoo Club will hold its next meeting April 18 in Tacoma, Wa., followed by its annual old-timers event May 1.

Sacramento Hoo-Hoo Club’s Silver Dollar Golf Tournament is May 11 at Alta Sierra Country Club, Grass Valley, Ca. Moulding & Millwork Producers Association’s annual meeting is set for May 1-3 at Coronado Island Marriott Resort & Spa, San Diego, Ca. American Wood Protection Association has chosen The Golf Club at Echo Falls, Snohomish, Wa., to host this year’s Hacker’s Classic Golf Tournament, to kick off its 114th annual meeting April 22-24 at the Seattle Marriott Waterfront.

The annual meeting will feature a suppliers showcase, task groups, educational meetings, keynote sessions, student research programs, technical sessions, and analytical workshops.

West Coast Lumber Inspection Bureau kicks off its annual meeting April 19 in Portland, Or. Los Angeles Hardwood Lumberman’s Club’s next meeting is April 12 in Orange, Ca.

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NEW Products Ace Offers Extra Mile Guarantee

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

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

“While it hurt our pride to learn this, the truth is that while consumers trust Ace as the Helpful Place, far too many of them believed that our speedy sized stores didn’t have enough product to complete their paint project,” said John Venhuizen, president and CEO. “We know this isn’t theModern case, so to assuage misperceptions, we decided to Nickelthese Gap Trim stand CertainTeed’s behind our large paint assortment with the Mile new WP4 Nickel Gap trimExtra profile Promise.

Our objective is simple: to be known as the has been added as part of the company’s Restoration #1, best, most convenient, mosttrim helpful and most credible store Millwork cellular PVC collection.

The modern forprofile paint infeatures the neighborhood.” reversible panels pre-cut with the WP4 groove on one side and a 1/4” nickel gap on the Weyco Recalls Coated other, creating two design optionsI-Joists on one board to Weyerhaeuser recalling batch of TJI Joists with Flak perfectly accentisany home astyle.

JacketPanels Protection, after linking an odor in certain newly also include a TightLap design to provide constructed homesarea to a for recent change the coata larger nailing easyformula installation and in a seamingless thatfinish. included formaldehyde-based resin. The issue is isolated to Flak Jacket product made after Dec. 1, 2016, CERTAINTEED.COM andndoes not affect any of the company’s other products.

(800) 233-8990 Flak Jacket Protection is a coating applied to I-joists to enhance fire resistance, and it is not widely in use. The

Wholesale Industrial Lumber

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n The 2018 The Merchant Merchant Magazine Magazine nn April August 2017

product is present in the basements of about 2,200 houses in various stages of construction in limited markets. Most of the houses are not yet occupied.

Weyerhaeuser will cover the cost to either remediate or replace affected joists. It has halted production, sales and shipments of the product, and is collecting unused product from customers.

Approximately $9 million of the product has been sold since December 2016. Weyerhaeuser expects to spend $50$60 million resolving the issue.

Windows & Doors Keep Growing

Residential window shipments increased 5.7% in 2016, amounting to more than 43.2 million units shipped across the nation. Looking forward, national growth is expected to increase another 5.6% in 2017 before trailing off somewhat in 2019 to 4.6% growth, according to a new Window & Door Manufacturers Association study.

In 2016, shipments of side-hinged entry doors increased Helpful Lasers by 6.1% to 9.7 million units on the national level, alleviatLeica DISTO over X-series laser measuring tools ing any concerns the of decrease in units shipped combines innovation with extreme robustness.

The between 2014 and 2015. Based on the analysis of the data, new laser distance meters withstand drop tests from a annual growth is forecasted to climb to 5.9% in 2017 height of 2 meters, are dust andgrowth water-protected, before declining to a modest 5.2% in 2019. and are suitable for rugged site conditions.

Architectural interiorjob flush doors recovered from a With the help of the Leica DST 4.5% 360 adapter decline the previous year by growing in 2016forwith point-to-point measurements and the new Disto Plan nearly 2.9 million units shipped, while stile and rail doors app, theitstrio of products offersa 6.6% the optimum continued upward trend with increasesolution with nearfor simple distance measurement. ly 0.44 million units shipped.

Annual growth of flush doors is forecast to be 4% in 2017 before declining to 1% in n LASERS.LEICA-GEOSYSTEMS.COM 2019. (877) Stile and rail doors are also predicted to grow 4% in 412-7467 2017 and decline to 1% by 2019.

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

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

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

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

Building-Products.com Building-Products.com

Rod Rail

Minimalist, sturdy and thoroughly modern, new Trex Signature Rod Rail brings sleek commercial design to the backyard. It offers long lengths and the view-optimizing aspects of cable railing, with the strength of aluminum for a chic look to rival any urban rooftop.

Rod Rail can be installed with a continuously graspable rail option for added safety, comfort and functionality, for a clean, sleek aesthetic. It comes in three color combinations: Black/Platinum, Bronze/ Platinum, and Black/Black.

It is available in complete kits, in 36” and 42” heights, and 6’ and 8’ lengths, backed by a 25-year limited warranty. n TREX.COM (800) 289-8739

Building-Products.com

Hassle-Free Trimboards

Peel ’n Neat by Versatex is a new packaging option designed to keep PVC trimboards clean during transport, storage and installation.

The product is a tough, clear film that can be factory-applied to 5/8”, 4/4” and 5/4” boards, 4” through 16” wide, in 18’ lengths.

The product also solves the problem of keeping these valuable surfaces pristine at every stage—in handling, after pallets are broken for sale, and while installers do their work. n VERSATEX.COM (724) 857-1111

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Perforated Starter Shingle

TAMKO Building Products’ new Perforated Starter shingle is made from fiberglass mat coated with asphalt and surfaced with ceramic granules. The course shingle is a solution to roofing contractors’ needs for an easy-to-install starter strip prior to shingle application.

The perforation ensures that contractors no longer lose time field cutting shingles to the appropriate size while reducing related waste. The shingle is intended for application to the eave or rake edge of a roof to assist with proper alignment of the shingle course. n TAMKO.COM (800) 641-4691

Powerful Primers & Stains

PPG’s new portfolio of factory-applied primers, finishes and stains have the ability to coat every edge, angle and groove to ensure thorough performance for every coated piece.

The line includes PPG MachineCoat Plus and PPG MachineCoat exterior finish coatings for wood substrates, and PPG DuraColor exterior finish coatings for fiber cement and composite substrates.

The coatings are engineered to protect against harsh exterior exposure and ultraviolet degradation, and are formulated to deliver excellent adhesion, color retention, and film flexibility. n PPGMACHINEAPPLIEDCOATINGS.COM (877) 622-4277

Why compromise? We didn’t.

Openings with Comfort The Best Exterior Wood Finish Pure Tung Oil | UV Blocker | Low VOC Transoxide Pigments | Fungicide

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Alside has launched its 1700 and 1900 New Construction Vinyl Window Collection. The line achieves class-leading PG/DP ratings while providing comfort and reduced energy costs.

The windows target today’s single and multi-family builder and provide the precise level of style and performance needed for any region. n ALSIDE.COM (800) 922-6009

Building-Products.com

Quick-Install Deck Clips

The new Step-Clip hidden fastening system works with all DuraLife grooved decking products to reduce deck installation time up to 50%.

Step-Clip is a patent pending, proprietary, easyto-install system that features 1-5/8”-wide, 23”-long interlocking polypropylene strips that hold four deck boards each. To install, align the tabs on the strips to the joist and then secure them with a roofing nail gun or hammer. With the strips in place, add the boards by inserting one side into the clip and then stepping on the other edge to lock it securely into place.

The system spaces the boards appropriately and covers the width of the joist to shield it from water damage, rot and decay. n DURALIFEDECKING.COM (800)866-8101

Bolt Busters

Milwaukee Tool is expanding its Hand Tool line with its new Bolt Cutters, available in 14” and 24”.

The cutters are designed with forged steel blades and bolts that won’t loosen—translating to more cuts and longer life.

Also included in the lineup are two adaptable bolt cutters with Powermove Extendable Arms, allowing the user to extend the arms for more power and versatility. n MILWAUKEETOOL.COM (800) 729-3878

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Green XPS Insulation

Raymond’s new series of Reach-Fork trucks is integrated with technologies and telematics for an enhanced operator experience and increased productivity. They have 7” multifunction color displays with touch-screen functionality and an intuitive interface.

The trucks are engineered with fewer parts and durable components with superior lift, lower, acceleration and travel speeds.

Kingspan Insulation is expanding its GreenGuard extruded polystyrene (XPS) insulation board product offering with additional thicknesses of 3” and 4” in select 25, 40 and 60 psi compressive strength boards, and a new four-sided routed drainage channel board.

The new products help to round out Kingspan’s GreenGuard line in commercial markets such as roofing, cold storage, and various below grade and vertical wall applications.

n RAYMONDCORP.COM (800) 235-7200

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High-Tech Forklifts

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A favored destination for lumbermen

Located on Southwest Alaska’s renowned Naknek River, the King Salmon Lodge is the dream destination for your next company retreat.

We offer gourmet dining and cocktails, world-class fishing, bear viewing, and outdoor adventure trips. Enjoy: • Fully-guided fishing on the river, bursting with salmon, trophy rainbows, arctic char, grayling and northern pike, plus float planes to remote rivers, lakes and streams.

• Easy access to nearby Katmai National Park, haven of brown bears

• Ranger-guided safaris to view the epic scenery and wildlife

• A/V equipment for conferences • Group rates, including whole lodge packages (18 to 36 guests).

With 18 modern rooms with private baths, two suites, and 10 cabins, The King Salmon Lodge is just 1.5 miles from the King Salmon Airport, served by major airlines from Anchorage.

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kingsalmonlodge.com

Let us be the personal concierge for your next company event.

* Mention The Merchant Magazine and Willits Redwood to receive Special Lumberman’s Pricing *

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A Blended Finish

ExoShield wood finish is designed with a blend of pure tung oil, trans-oxide pigments and fungicide and provides a vast amount of protection and coverage to any deck.

Offered in five colors with more on the way, it features a penetrating natural oil with UV color stability—appropriate for hardwoods such as ipe, cumaru, batu, mahogany and other exterior wood projects. n NOVAUSAWOOD.COM (800) 598-5245

Strike Force

Cord Protection

DeWalt’s new ExoCore line of sledge hammers and axes features carbon fiber composite handles for durability, overstrike protection and light tool weight.

The tools are equipped with an efficient strike face for a clean, effective break and a carbon fiber composite overlay that helps prevent damage. They are designed to meet a variety of applications from metal and drywall to driving a punch or chisel.

Twist and Seal protects electrical cords from water to prevent shortages and shocks in outdoor lighting and construction applications.

A great solution for string lights, power cords, and extension cables, the product covers small plugs while The Cord Dome covers larger or multiple cords and keeps multi-plug power strips protected in a patented dome shape.

n DEWALT.COM (800) 433-9258

n TWISTANDSEAL.COM (888) 945-4545

Brickmould Upgrade

MI Windows & Doors added a Brickmould accessory to upgrade its 1556 Double-Hung awning and casement windows.

A decorative touch around the exterior of a window frame, it combines the look of wood trim with the easier care and lower maintenance of vinyl. n MIWINDOWS.COM (717) 365-3300 Building-Products.com

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PACIFIC NORTHWEST NAWLA Photos by The Merchant Magazine

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Carey, Bill McGovern, Art Reid, Jimmy Bittner, Brian Kirwan, Mark Young.

[7] Brandon Roseta, Larry Tommerup. [8] Don Dye, Tim Hunt. [9] Leslie Southwick, Kevin Dodds, Kris Lewis. [10] Jon Anderson, Jack Donovan, Don Dye. [11] Jim Maloney, Jerry Lawson, Gordon King, Dave Smith. [12] Chris Knowles, Anthony Muck, Aly Kingsley, Jake Moriniti, Kerry Blusys, Dan Semsak.

Building-Products.com

BOISE CASCADE GOLF Photos by The Merchant Magazine

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BOISE CASCADE Distribution hosted its 7th annual golf tournament March 23 at Black Gold Golf Club, Yorba Linda, Ca. [1] The carts are ready for the big event. [2] Shawn Knight, Alma Moreno, Leigh-Ann Magin. [3] Alfie Henshaw, Mike Born. [4] Debbie Quezambra, Melissa Casey, Chris Quezambra. [5] Chris Rebolledo, Jeff Sievers, Tom Martin, Ryan Treffers.

[6] Bryan Callaway, Lance Devol, Kim & Tyler Wood. [7] Joe Morin, Darin

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Myers, Jerry Best. [8] Juan Barajas, Curtis Hill. [9] Chad Huffman, Alex Trujillo. [10] Pat Dresch, Mark Dally. [11] Tom Kantzalis, Greg Kantzalis.

[12] Mario Yuretagoyena, Fabio Gaipa, Dave Vigil, Sergio Paz. [13] Lynn Bethurum, Craig Crafton, Pete Meichtry, Rex Klopfer. [14] Tyrone Smith, Andrew Manke, Rick Deen, Troy Huff. [15] Chris Johnson, Drew Peacock, Damien Simpson, Gerry Perez. (More photos on next page) Building-Products.com

BOISE CASCADE GOLF

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24 GOLF (continued from previous page): [16] Christy Palmer, Mike Plutner, Carlos Gonzalez, Carlton Jennings. [17] Jeff Bender, Jason Schulze, Lance Ford, John Ford. [18] Rick Babcock, Adam Kenney. [19] Charmaine Jennings, Dave Gorham. [20] Darren Kupack, Kevin Cooper, Richard

Nuhall, Kip Floyd. [21] Lam Huyvu, Bart Weber, Joe Tanner, Bob Nagle.

[22] Pedro Estevez, Andrew van Leesten, Jim Giehl, Bob Derham. [23] John Cook, Mark Farrow, Steve Sadler, Donn Gunvalson. [24] Scott Whitman, Miguel Hernandez, Mark Huff, Scott Sell.

Superior Service, Products & Support 100% of the Time

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P.O. Box 1802, Medford, OR 97501 • Fax 541-535-3288

(541) 535-3465 • www.normandist.com Building-Products.com

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Orgill works magic in Orlando Independent home improvement retailers from around the world gathered recently in Orlando, Fl., for the Orgill spring dealer market.

The show covered nearly 1 million sq. ft. of the Orange County Convention Center, providing plenty of room for thousands of vendors attending the event to show off their latest products—and for dealers to take advantage of market-only special buys displayed throughout the cavernous hall. Around the perimeter were a number of promotional areas, including Door Busters, Pallet Buys, and New Items.

“We always look forward to our Dealer Markets because they give us the opportunity to interact with our customers and provide them with a wide range of products, programs and services to drive their businesses,” said Ron Beal, chairman, president and CEO. “We’re excited to share all that Orgill has to offer.”

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Mark you calendars for the next one. Orgill’s fall dealer market is set for Aug. 23-25 at the Sands Expo Convention Center in Las Vegas, Nv.

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IN THE CENTER [1] of the show floor was a 17,000-sq. ft. Retail Services area, where dealers could meet with Orgill representatives and learn more about programs such as Market Driven Retailing, Smart Start, and 8 9 Hardware 101. [2] Ron Beal, Byrne Whitehead, Eric Divelbiss, Randy Williams. [3] Stephen Keltner, Gregg Overman.

[4] Jim Winn, Sam Esler, Jon Heun, Chip Manger, Richard Bilton, Greg Groenhout. [5] Jamie Kreiser. [6] Scott Marshall, Drew Bellem. [7] Travis

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10 Shelton, Bob O’Neill, Christy Packett, Skyelar & Daielle Shelton. [8] Mark Helland, Jacek Romanski. [9] Greg Stine, Chris Freader. [10] Todd Steen, Aaron Hubbard. (More photos on next page) Building-Products.com

ORGILL SPRING MARKET

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ORGILL MARKET (continued from previous page) featured [11] Michelle Kelly and Angel Menchaca McKrola addressing “10 Secrets to Successful Retail Events.” [12] Mark Stevenson, Tammy Minnis, John Johnson, Rick Friesen. [13] Kevin McGoey, John O’Connell, Greg Ciampa. [14] Maximilian Rensburg, Rene Jensen. [15] Ron Millman, Phil Heck. [16] Michael Morris, Katrice Bonner, Karen Meredith, Theresia Merriweather, Building-Products.com

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27 Melissa DeFer, Owen Ray. [17] Brett Vick, Adam DeLoach. [18] Angel Menchaca McKrola, Jordan Hughes. [19] Parker Nelson, Jennifer Sithole, Lee Paine. [20] Logan Moon, Keith Foxx. [21] Rick Kost. [22] Barron Shiel, Zane Cowman. [23] Bruce Hilty, Rick Stout, Robert Hilty. [24] Ernie Couilard, Butch Peterson. [25] Phill Lahr, Melissa Schneider. [26] Rob Crawford, Kevin Roberts. [27] Curt Selby, Rick Bearden.

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2nd Growth forecast

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“2018: WHERE ARE WE HEADED?” was the topic of West Coast Lumber & Building Material Association’s March 1 2nd Growth meeting at Knott’s Berry Farm Resort Hotel, Buena Park, Ca. [1] Jerry Nickelsburg, PhD, adjunct professor of economics, Anderson School of Management, presented his outlook on the Southern California housing market. [2] Ken Dunham, Jerry Nickelsburg. [3] Eunice Cruz, Omar Diaz, Veronica Amaro, Tom Barclay, Victoria Foucault. [4] Brian Sumpter, Ryan Lauterborn.

[5] Steve Brown, Doug Willis, Endy Flores. [6] Daniel Hines, Kris Schroeder, Deonn Deford, Brian Bunt. [7] Jason Sumpter, Vaughn Barker, Barrett Burt, Alex Uniack. [8] Jeff Acree, Adam Kenney, Wyatt Gaunt. [9] Bill Sullivan, Ron Souto, Rex Klopfer, Troy Huff. [10] Chris Johnson, Jacqueline Palazzolo, Phil Ho. [11] Joey Thompson, David Wilson, Gerry Perez.

(More photos on next page)

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SO CAL SPEAKER MEETING

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ON HAND at WCLBMA’s recent meeting in Buena Park (continued from previous page): [12] Brad Schneider, Reyes Romero, Nick Matote. [13] Arthur Spears, Paul Corso, Sean Cummings. [14] Keith Hitchcock, Joey Avalos. [15] Jean Henning, Brian Bunt. [16] Lizzie Owen, Jennifer Aguilar,

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Dylan DeFrange, Richard Cox, Glenda DeFrange, Marc Silberman, Elena Estrada. [17] Brian Walker, Betsy Bendix. [18] Danny Sosa, Terry Rasmussen. [19] James McLendon, Damien Simpson. [20] Michael Ochoa, Christopher Couwenberg.

12th Annual

Don Gregson Memorial Golf Tournament Southern California Hoo-Hoo Club 117 proudly invites you to our 12th annual Don Gregson Memorial Golf Tournament.

Please join club members and our 12 Marine guests from 29 Palms Combat Center and Camp Pendleton Wounded Warrior Battalion June 8, 2018, at the Los Serranos Country Club in Chino.

Support a Great Cause

June 8

Los Serranos CC, Chino, CA. For reservations or sponsorships, contact Michael Nicholson, (323) 559-1958 or nicholson.men@gmail.com.

A sign-up sheet and payment options can be found on the club website: hoohoo117.org.

Raffle prize donations gratefully accepted.

The fee for each player is $134.99. Tee signs are available at $124.99 each. You may sponsor a Marine for $124.99.

There will be a club-sponsored Closest to the Pin Contest for all par 3’s. A donation putting contest will be held prior to tee-off.

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IN Memoriam

Robert Vincent “Bob” Palacioz, former sales & marketing manager for Thunderbolt Wood Treating, Riverbank, Ca., passed away March 10 after a long battle with diabetes and heart failure, three days shy of his 66th birthday.

He began as a yard worker at Lumberjack stores, progressing to inside sales and store management. He left Lumberjack/Furrows for Meeks Lumber in the mid-1980s, before joining Palmer G. Lewis Co. He moved to Thunderbolt in 2002. Due to medical complications, he was forced to retire in 2013.

In 2011, he was named Associate of the Year by the Lumber Association of California & Nevada and chaired its associates council.

Walter Lee Ralston Jr., 89, longtime lumber salesman, passed away Feb. 16 in Arcadia, Ca. A World War II Navy veteran and avid wood carver, he began his 67-year sales career in 1951 with Cherry River Lumber Co., Richwood, W.V. Over the next seven decades, he worked for Georgia Pacific (where he

transitioned to Southern California), Coastal Lumber Co., and most recently covering the West Coast for W.M. Cramer Lumber Co., Hickory, N.C. He served for many years as historian and membership director of the Los Angeles Hardwood Lumberman’s Club, earning its Founders Award in 2012. Over the years, Walter kindly provided The Merchant Magazine with hundreds of photos of LAHLC events.

Hal F. Butler, 92, Arizona lumberman, died March 9.

After serving in the Marines during World War II, he went to work for Ed Reidhead at Reidhead Lumber Co., Show Low, Az., then became co-owner of Show Low Lumber Co. From 1954 until retiring in 1990, he became affiliated with the lumber enterprises of the White Mountain Apache Tribe.

Albert Bruce Curtis Jr., 87, president of Curtis Forest Products, Lake Oswego, Or., died Feb. 10.

Bruce worked as a logger before serving before serving in the Air Force during the Korean War. After, he returned to the woods and to the

Univesity of Idaho. After getting a second degree from Mississippi College in 1958, he joined Potlatch Corp., Memphis, Tn., in sales, rising to Southern regional manager. In 1969, he was named president of Cascade Pacific Corp., Lake Oswego, until forming his own company in 1982.

Tod Lyle Reichert, 78, founder of Reichert Shake & Fencing, Toledo, Wa., died of cancer March 1.

He spent years cutting cedar shake blocks out in the woods, until 1970 when he bought a shake mill in Toledo, later adding a shingle mill and saws to cut fencing.

John Robert “Bob” Auld Jr., 66, longtime Oregon lumberman, died Feb. 27.

After graduating from the University of Oregon, he was hired as a salesman for Armour-Star, Portland, Or., in 1975. In 1978, he became a lumber broker for Furman Lumber, rising to vice president by 1988. He spent the next 22 years as a partner, first with Guitteau-Newland Lumber Co., Eugene, Or., then with McKenzie River Trading Co., Eugene, and Hearin Forest Industries, Eugene.

888-807-2580 Bend, OR

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ADVERTISERS Index

MERCHANT Magazine

info@building-products.com (714) 486-2735

North American Wholesale Lumber Assn. [nawla.org] 55, 59, 69

Allweather Wood [www.allweatherwood.com]

3

Norbord Industries [www.norbord.com]

7

Bear Forest Products [www.bearfp.com]

48

Norman Distribution [www.normandist.com]

61

Building-Products.com [www.building-products.com]

67

Nova USA Wood [www.novausawood.com]

54

C&E Lumber Co. [www.lodgepolepine.com]

50

OZCO Building Products [www.ozcobp.com]

51

California Cascade [www.californiacascade.com]

38

Pacific States Treating [www.pacificstatestreating.com]

41

Capital Lumber [www.capital-lumber.com]

57

Pacific Woodtech [www.pacificwoodtech.com]

43

CMPC [www.selex.cl]

13

Pelican Bay Forest Products [www.pelicanbayfp.com]

66

Combilift [www.combilift.com]

42

PPG [www.ppgmachineappliedcoatings.com]

27

Conrad Forest Products [www.conradfp.com]

35

ProWood Lumber [www.prowooodlumber.com/dealer]

25

DassoXTR [www.dassoxtr.com]

15

Reel Lumber Service [www.reellumber.com]

52

Deckorators [www.deckorators.com]

9

Roseburg Forest Products [www.roseburg.com]

21

Eco Chemical [www.ecochemical.com]

24

Royal Pacific Industries

31

Exterior Wood Inc. [www.exteriorwood.com]

33

Sacramento Hoo-Hoo Club

66

526 Media Group Inc. [www.building-products.com]

67

Southern California Hoo-Hoo Club [www.hoohoo117.org]

65

Fontana Wholesale Lumber [fontanawholesalelumber.com] 32

Screw Products [www.screw-products.com]

46

Gemini Forest Products [www.geminiforest.com]

Simpson Strong-Tie [www.strongtie.com]

39

Superior Wood Treating [www.superiorwoodtreating.com]

37 49

Hoover Treated Wood Products [www.frtw.com]

50 Cover IV

Huff Lumber Co. [www.hufflumber.net]

44

Swanson Group Sales Co. [www.swansongroupinc.com]

Humboldt Redwood [www.getredwood.com]

45

Thunderbolt Wood Treating [thunderboltwoodtreating.com] 34

International Beams [www.internationalbeams.com]

Cover III

TradeTec Computer Systems [www.tradetec.com]

23

J.H. Baxter [www.jhbaxter.com]

37

TruWood [www.truwoodsiding.com]

Jones Wholesale Lumber [www.joneswholesale.com]

53

Universal Forest Products [www.ufpedge.com]

5

Keller Lumber [www.kellerlumbercompany.com]

48

Utah Wood Preserving Co. [www.utahtreatedwood.com]

26

King Salmon Lodge [www.kingsalmonlodge.com]

56

Western Woods [www.westernwoodsinc.com]

47

Weyerhaeuser [www.weyerhaeuser.com/distribution]

19

Lonza [www.lonza.com]

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Cover II

Building-Products.com

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 Association – April 8-10, Leadership Summit, Austin, Tx.; www.nawla.org.

Western Wood Products Association – April 8-10, annual meeting, Austin, Tx.; www.wwpa.org.

Western Building Material Association and Mountain States Lumber & Building Material Dealers Association – April 10, intro to building material sales class; April 11-12, estimating workshop, Clarion Inn, Pocatello, Id.; www.wbma.org.

National Wood Flooring Expo – April 11-14, sponsored by National Wood Flooring Association, Tampa, Fl.; www.nwfaexpo.org.

Los Angeles Hardwood Lumberman’s Club – April 12, meeting, Orange, Ca.; www.lahlc.net.

West Coast Lumber & Building Material Association – April 12, Southern California golf tournament, Black Gold Golf Course, Yorba Linda, Ca.; www.lumberassociation.org.

Panel & Engineered Lumber International Conference & Expo – April 13-14, Atlanta, Ga.; www.pelice-expo.com.

Tacoma-Olympia Hoo-Hoo Club – April 18, board meeting, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com.

West Coast Lumber Inspection Bureau – April 19, annual meeting, Portland, Or.; www.wclib.org.

American Wood Protection Association – April 22-24, annual meeting, Seattle, Wa.; www.awpa.com.

Southern California Hoo-Hoo Club – April 25, meeting, Chino, Ca.; www.hoohoo117.org.

Olympic Logging Conference – April 25-27, Fairmont Empress Hotel, Victoria, B.C.; www.olympicloggingconference.com.

North American Wholesale Lumber Association – April 26, regional meeting, Vancouver, B.C.; www.nawla.org.

Black Bart Hoo-Hoo Club April 28, annual golf tournament, Ukiah, Ca.; www.blackbarthoohoo181.org.

Transload Distribution Association – April 30-May 2, annual conference, Leesburg, Va.; www.tdana.com.

Tacoma-Olympia Hoo-Hoo Club – May 1, old timers meeting, Tacoma, Wa.; (253) 531-1834.

Moulding & Millwork Producers Association – May 1-3, annual meeting, San Diego, Ca.; www.wmmpa.com.

Woodworking Industry Conference – May 1-4, Hyatt Regency Maui Resort & Spa, Maui, Hi.; www.wmia.org.

West Coast Lumber & Building Material Association – May 3, 2nd Growth meeting, Brea, Ca.; www.lumberassociation.org.

Material Handling Equipment & Distribution Association – May 5-9, annual convention & show, Miami Beach, Fl.; www.mheda.org.

National Hardware Show – May 8-10, Las Vegas Convention Center, Las Vegas, Nv.; www.nationalhardwareshow.com.

Western Red Cedar Lumber Association – May 9-11, Cedar Summit, Victoria, B.C.; www.realcedar.com.

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

Sacramento Hoo-Hoo – May 11, Silver Dollar golf tourney, Alta Sierra Country Club, Grass Valley, Ca.; jeff.squires@paccoast.com.

North Cascade Hoo-Hoo Club – May 16, annual golf tournament, Avalon Golf Links, Burlington, Wa.; www.hoohoo230.com.

Tacoma-Olympia Hoo-Hoo Club – May 16, board meeting, Tacoma, Wa.; (253) 531-1834.

Do it Best – May 18-21, spring market, Indianapolis Convention Center, Indianapolis, In.; www.doitbest.com.

Building-Products.com

April 2018

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FLASHBack

90 Years Ago This Month

N

inety years ago, The California Lumber Merchant ran an in-depth feature on the growing uses of plywood in the fledgling airplane industry.

Built-up plywoods could be machined for minimum weight as well as the required strength for use in small “speed planes” for both commercial and passenger flying. Many such planes were being built almost entirely out of laminated plywoods, except for the landing gear and motor mount. Large quantities of plywood were also being used for the interior finish of the cabins in passenger aircraft. Top species were spruce, Port Orford cedar, walnut, gum, balsa, birch and Doug fir.

California was proving to be an aeronautic hotbed, with its ideal conditions for aviation: the state boasted 70 airports, 50 flyPLYWOOD was flying high in aircraft. ing schools, and a sunny climate for year-round flying. There were 27 manufacturing plants in the Los Angeles area alone devoted to the airplane industry, manufacturing either aircraft or aircraft parts.

• A glance at the April 1928 issue showed more trouble on the roads than in the skies. Over the preceding week, one lumberman—J.H. Gunny, a manager at Diamond Match Co., Chico, Ca.—was killed in an auto accident, and a second—Jimmy Atkinson, sales manager for San Francisco’s Chas. R. McCormick Lumber—barely escaped with his life when a reckless motorist forced his vehicle off the road. His company car was a total loss and his employer replaced it with a new Buick coupe.

Days later, fellow Bay Area lumberman Andrew Nelson was driving through Oakland when a baseball suddenly came crashing through his windshield. Nelson was driving past St. Mary’s College while the baseball team was practicing. (He was accompanied on the trip by his fiancee, whose friend cracked “that the young lady must have experienced a strange feeling when she found folks throwing things at her future husband.”)

• That same month, four of the largest plywood manufacturers on the West Coast merged to form the Pacific Coast Plywood Manufacturers, Inc., based in Seattle.

With the plywood market quickly expanding in size and uses, the firms figured combining each of their niches would allow them to serve most every user, while reducing sales, manufacturing and distribution costs.

The four companies—Elliott Bay Mill Co., Seattle; Walton Veneer Co., Everett, Wa.; Washington Veneer Co., Olympia, Wa.; and Portland Manufacturing Co., Portland, Or.—together produced about 35% of the nation’s fir and spruce plywood.

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SCHUMACHER Wallboard promoted its Grip Lath plaster lath on the cover of the April 1928 Merchant.

Their next move was quickly adding district offices across the country, starting in Chicago, New York City, Kansas City, and San Francisco. Unfortunately, the mega-expansion was poorly timed. Eighteen months later, the stock market crashed and PCPM folded.

• Ten West Coast fir door manufacturers jointly formed the Western Door Manufacturers’ Association, headquartered in Tacoma. The group planned an extensive advertising campaign, and agreed to brand all their doors with the letters “WDMA.” Shortly after the stock market crash, the WDMA would be no more, as well.

• Holmes-Eureka Lumber Co. hatched a new marketing gimmick. It armed its salesmen with business cards made of two-ply redwood laminated on a hard paper core.

“This card is so thin as to be transparent, and is so pliable that it can be wrapped around a lead pencil,” the company reported. “It illustrates that redwood can be cut or sliced as thin as possibly any other wood.”

LAMINEX waterproof wood doors sponsored a full-color insert—an expensive rarity in the advertising world of 1928.

Building-Products.com

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