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Volume 105 • Number 11
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------------| CONTENTS
November 2026
STAY CONNECTED ON SOCIALS:
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VOL. 105 • NO. 11 |------------
@BPDMERCH
FEATURES
DEPARTMENTS
10
08 ACROSS THE BOARD
PRODUCT SPOTLIGHT A seller’s guide to deck railing materials and styles
18
TRANSFORMING TEAMS
12
MARGIN BUILDERS Loyalty programs for decking contractors pay off for LBM dealers
20 OLSEN ON SALES
14
INDUSTRY TRENDS
26 MOVERS & SHAKERS
16
FEATURE STORY
38
EVENT RECAP
The evolution of deck lighting: From afterthought to opportunity
Kansas dealer modernizes her business while improving relationships
Sierra-Pacific Industries draws a crowd at annual open house in Anderson, Ca.
14
34 NEW PRODUCTS 48 TALK BACK 48 IN MEMORIAM 49 DATE BOOK 49 ADVERTISERS INDEX 50 FLASHBACK
THE VOICE OF LUMBER MERCHANTS AND BUILDING MATERIAL DEALERS & DISTRIBUTORS IN THE WEST — SINCE 1922
A SELLER’S GUIDE TO DECKING, RAILING & OUTDOOR LIGHTING
November 2026
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DIGITAL EDITION
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THE OFFICIAL PUBLICATION OF
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PROUD SUPPORTERS OF
ovember 2026
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Riverside RapidShell® Center announcement Reliable Wholesale Lumber, Inc. and the Higman family announce the purchase of a five (5) acre building components manufacturing facility. The new Riverside RapidShell® Center is located adjacent to Reliable’s Riverside Yard and will serve as the headquarters for the company’s proprietary prefabricated framing solution RapidShell® by Reliable.
About RapidShell®
RapidShell® by Reliable is a prefabricated framing solution delivering a ready-to-assemble building shell that aligns trades, improves accuracy, and speeds up construction from slab through multiple floors above. Every component is matched, labeled, and
ready to install, using precision robotic layout technology. Saving production homebuilders up to 12 days of cycle time prior to mechanical, electrical and plumbing (MEP), designed to eliminate guesswork, reduce labor time, and keep your project moving. Currently through our ten (10) automated production lines and years of refining the process, we can deliver 10,000 single-family homes annually. With the addition of the Riverside RapidShell® Center this deliverable number will increase exponentially.
About Reliable
Approaching its 100th year of service Reliable has continued to grow and progress in our technologies, striving to make it easier for each client to work with us without losing the quality of our core products and services. From its component and distribution yards located in Huntington Beach and Riverside, the company can ship 600 million board feet of lumber, panels, and engineered wood products annually. Our goal has always been to provide the customer with high-quality products at competitive prices, with service continuing to be our highest priority.
Established in 1928 by Jerome Higman Reliable Wholesale Lumber is a major distributor of forest products serving both contractors specializing in residential tract work and wholesale lumber sales throughout the western United States. For more information about RapidShell® and Reliable please visit www.rwli.net
------------| ACROSS THE BOARD
WHAT NOW? ------------ BY PATRICK ADAMS I’VE SPENT MUCH of my life believing that if I worked hard enough today, I’d eventually earn the right to slow down tomorrow. Lately, I’ve started wondering who promised me tomorrow. I didn’t have much growing up. Not much money, not many mentors, and certainly no example of what success was supposed to look like. There were times when the future wasn’t something I dreamed about as much as something I hoped I’d survive long enough to experience. Maybe that’s why I’ve spent so much of my life chasing it. Part ambition, part fear, and probably a healthy dose of stubbornness. You worked harder. You figured it out. You adapted and kept going because, for much of my life, there wasn’t another option. But something strange happens when you begin achieving the things you once only dreamed about. Nobody tells you what that feels like. I imagined some grand moment. A finish line banner, family and friends cheering, some unmistakable signal that I’d finally arrived. Turns out, there isn’t a banner. It’s just another day. You wake up, have your coffee, answer emails, solve problems, and somewhere along the way realize you’ve accomplished something you once thought impossible. And then comes a question I wasn’t expecting. What now? I’ve been wrestling with that lately. When you’ve spent your entire life running toward something, what happens when you finally get there? Of course you keep going. But the fire feels different when you wake up realizing that, more than likely, everything is going to be okay. As I was writing this column, searching for when that change really began, I looked up at my office wall. Hanging
there is a framed letter my daughter made for me years ago, when my son had just been born. I’d been away on a trip. When I came home, she ran toward me and jumped into my arms with that pure excitement only a child can give. Then, as if she’d spent her entire life preparing it, she proudly handed me her creation. “Dear daddy You are a very hard worker when I grow up I want to be Just like You! I Love you.” I remember how I felt. Proud. Broken. Motivated. And changed forever. Here I was, a man who’d grown up without much of a roadmap, with nobody that I ever looked up to, holding a note from a little girl who thought I was one worth following. She didn’t care about acquisitions, revenue, titles or the next mountain I wanted to climb. She saw her dad. And she wanted to be like him. That’s an extraordinary gift. It’s also an extraordinary responsibility. My dreams didn’t begin with my children. But the moment they arrived, those dreams meant something different. I wanted to give them a head start I never had. Opportunities, security, and the freedom to dream bigger than I knew how to dream at their age. More than that, I wanted to be worthy of the example they saw in me. And that raises an uncomfortable question. In working so hard to build their future, how many moments of their childhood have I missed? I’m not suggesting we stop working, taking risks, or pursuing something extraordinary. Our industry was built by people who refused to quit. I still believe in that. But perhaps the motivation can change. Maybe the next chapter isn’t driven by proving I can make it, but by helping others find their way. By building something that lasts, being present for my family, and showing my children that character matters more than any accomplishment. I don’t have this figured out. I’m still learning how to replace the fear that once pushed me with the purpose that now pulls me. That letter has hung on my wall for years. Funny how something I’ve looked at a thousand times can suddenly answer a question I’ve been struggling to ask. Maybe the finish line was never where, or what I thought it was? As always, it’s a privilege to serve you and this great industry. Thank you for being part of a journey I once could only dream about. MM PATRICK S. ADAMS, Publisher/President padams@526mediagroup.com
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REDWOOD
DECKING Composite can’t compare. Like the foods we buy, when it comes to decking, we want natural and real.
Redwood is always available in abundance of options. So stock the shelves! Unlike mass-produced and inferior products, Redwood is strong, reliable and possesses many qualities not found in artificial products. They maintain temperatures that are comfortable in all climates. Redwood Empire stocks several grades and sizing options of Redwood.
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------------| PRODUCT SPOTLIGHT
DECK RAILING materials, styles and infills can be mixed and matched, such as (left) black composite railing with drink rail and cable infill and (right) black aluminum railing.
A SELLER’S GUIDE TO DECK RAILING MATERIALS AND STYLES RAILINGS WERE ONCE a bit of an afterthought for deck projects, but in recent years pros and homeowners alike have recognized the integral role railings play in the overall look, functionality, and sightlines of nearly every outdoor living space. What’s more, manufacturers have continued to elevate and expand offerings with new styles and colors across a range of materials. For dealers wondering where to start, Envision Outdoor Living Products provides a primer on everything you need to know to start your customers through the selection process.
What Makes Up a Railing System? Most railing systems comprise several key parts: • Railing: Also known as the top railing, or handrail, the railing runs horizontally between the vertical posts. • Bottom rail: In traditional railing systems, the bottom rail runs parallel to the top rail below the balusters or infill panels and is often smaller and more subtle. • Infill/balusters: The area below the top rail offers some of the deck railing’s aesthetic versatility, as well as support for the top rail. • Vertical supports/posts: Rail posts provide the attachment of support for top and bottom rails, horizontal balusters, and infill panels. • Post caps: All railing kits come with coordinating post caps, but you also can choose a different style to make it your own or add more flair. • Lighting: Plug-and-play LED lighting systems integrate into the railings, posts, post caps, and even decking to create the perfect soft glow.
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Types of Deck Railing Materials In addition to wood, other popular material options include: • Aluminum deck railing: Ideal for when durability is a must, aluminum deck railings withstand harsh weather; won’t rust, splinter, or warp; and are naturally strong. Look for powder-coated aluminum railings for increased durability. Aluminum is also lightweight and easy to install. • Composite deck railing: Like composite decking, composite railing offers the sought-after look of natural wood but without the associated maintenance concerns or the risk of twisting, rotting, or warping. Most composite railings feature classic styling that can be modernized using different infill styles. • Vinyl deck railing: Vinyl railings combine affordability with durability for a budget-friendly railing that stands the test of time and requires little maintenance. • Steel deck railing: Nothing beats a classic, and steel railing delivers tried-and-true strength, durability, and low maintenance.
Deck Railing Styles The look of a deck’s railing helps set the aesthetic tone and also influences how the railing feels in the hand. • Modern: There is a growing preference for slimmer railing profiles, which emphasize clean geometry and refined simplicity. These options offer a versatile contemporary style but also optimal visibility to views beyond. • Designer: Sleek and slim but with a rounded top and channeled detailing, Designer styles offer a transitional option suitable for nearly any home style. building-products.com
ALUMINUM RAILING with horizontal balusters.
WHITE VINYL railing. (All images courtesy of Envision)
• Traditional: Usually a T-top profile, traditional styles are classic and timeless. • Drink rail: Provides a flat surface for resting cups and glasses.
• Cable: Cable deck railing is made up of posts with stainless steel cables running between. Cables offer a clean, modern aesthetic along with a narrow profile and gray coloring to help preserve beautiful scenery beyond. • Glass Slats: An alternative to full glass panels, glass slats offer an unobstructed view and a high-end look. • Mesh: Mesh infill’s grid-like appearance is suitable for more modern or industrial looks. As railing options continue to evolve, dealers who understand the key materials, styles, and infill choices can better guide customers toward solutions that enhance both performance and curb appeal. By helping homeowners balance aesthetics, durability, maintenance, and views, dealers can turn railings from a simple safety feature into a defining design element of the outdoor living space. MM
Deck Infill Styles The style of infill is not only critical for tying the entire look of the space together, it plays a crucial role in determining the view. Certain types pair better with particular home styles. For example, an ultra-modern house usually looks best with slimmer balusters or with cable rail infill. • Balusters: The most common, balusters come in vertical and horizontal options, often in square or round shapes to shift the appearance more modern or more traditional.
EVA-LAST DECKING –
DECK IT ONCE, ENJOY IT FOREVER
Distributors of Eva-Last composite decking, Infinity, Apex, and Pioneer series
building-products.com
SANTA FE SPRINGS, CA WWW.HUFFLUMBER.NET (800) 347-4833
November 2026
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------------| MARGIN BUILDERS
LUMBER DEALER in Dubuque, Ia., promotes composite decking from Deckorators, one of several prominent brands to offer a loyalty program for your contractor customers.
CONTRACTOR LOYALTY PROGRAMS PAY OFF FOR DEALERS ------------ SARA GRAVES FOR DEALERS selling building products to professional contractors, understanding how manufacturers’ pro builder programs work provides insight into what may be driving their customers’ purchasing decisions. These programs can play a significant role in building contractor loyalty and influencing the products being sold. Today’s programs go well beyond a “Certified Pro” or “Pro Builder” badge. Depending on the manufacturer, contractors may receive homeowner leads, rebates, extended warranties, marketing support, training, and other benefits. In several cases, those benefits increase along with a contractor’s annual purchase volume or program status. To better understand how some of these programs are structured, we asked five leading manufacturers what it takes to qualify for their pro builder programs, what contractors receive in return, and where these programs are headed over the next several years. Although each takes a different approach, their responses show how manufacturers are working to build stronger relationships with the contractors buying and installing their products.
Belgard The Belgard Authorized Contractor Program includes two tiers: Authorized Contractor and Master Craftsman. Both receive access to Belgard’s brand asset library, while homeowner leads are distributed through geographic rotation and regional sales representatives.
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Authorized Contractors must provide proof of insurance, maintain current CMHA certification, offer a three-year workmanship warranty, and complete 10 inspected Belgard projects annually. Master Craftsmen must also have five years of installation experience, provide a five-year workmanship warranty, regularly use Belgard’s Design Studio— or offer comparable 3D visualization capabilities—and meet key annual purchase requirements for pavers, retaining walls, kitchen and fire features, and project accessories. “Programs like Belgard Authorized Contractor are a critical shortcut to finding pros who have been vetted for expertise—removing a critical barrier and building trust both in the Pro and the brand they represent,” says Dave Jackson, director of channel marketing, Oldcastle APG. Looking ahead, he believes such programs will become increasingly tied to contractor performance and measurable value, evolving beyond basic offerings into integrated programs designed to “drive measurable loyalty impacts.”
Deckorators Education, loyalty, brand advocacy, and business growth are central to the Deckorators Certified Pro program. “The Deckorators Certified Pro program is designed to build loyalty, advocacy, and sales growth among professional builders and contractors by helping them grow their businesses through training, rewards, and support,” says Michelle Hendricks, director of marketing, Deckorators. building-products.com
To qualify, pros register online, complete online and inperson training, and provide proof of a Deckorators decking or railing project installed to company specifications. Certified pros are expected to continue training, represent the brand professionally, and use Certified Pro marketing materials. Contractors may work with competing brands. In return, the pros receive homeowner leads by email and text, preferred placement on deckorators.com, and increased visibility through the contractor locator. Elite contractors earn additional exposure based on annual volume, work quality, and growth. They also earn 3% back on Deckorators purchases with no restrictions on rebate use. Both tiers receive lead support and an exclusive 25-year Removal & Replacement Warranty on eligible products. “Our Certified Pros are more than customers to us,” says Hendricks. “They are part of the Deckorators family. When they succeed, we succeed.” Looking ahead, she expects builder programs to strengthen partnerships through expanded education, training, product support, improved installation quality, and stronger homeowner connections.
Eva-Last Eva-Last’s PRO Contractor Program is structured around brand advocacy, volume growth, and installation quality, while giving professional contractors incentives tied to their annual purchases of Eva-Last products. “The Eva-Last PRO Contractor Program is about building a community where contractors connect, grow, share knowledge, get rewarded and ultimately build better businesses together,” explains Eva-Last’s Tim Sandlund. The program’s three tiers are based on annual product purchases: Member, under $50,000; Gold, $50,000 to $100,000; and Platinum, above $100,000. To qualify, pros must complete Eva-Last product training, carry proper insurance, and work on residential projects. Contractors in all three tiers are eligible for an extended labor warranty, ranging from one year for Members to 10 years for Gold and 25 years for Platinum. They also receive leads based on geographic rotation and regional rep assignment. The program further rewards product purchases with rebates of up to 3% on decking and fasteners, depending on the contractor’s tier. Gold contractors receive 1% co-op earnings, while Platinum contractors receive 2%.
Trex Trex says the primary goals of its program are brand advocacy and installation quality. “The TrexPro Builder Program is all about helping great contractors do more of what they already do well,” says Rick Zepp, district contractor development manager. “We connect them with homeowners, support their growth, and give them the credibility of the Trex brand so they can stand out and succeed in a competitive market.” To qualify, contractors need deck-building experience, preferably with Trex products, proper licensing and insurance, a portfolio of completed work, positive customer references, and a willingness to align with Trex’s program expectations. Once accepted, builders are expected to continue product training and education while actively promoting their TrexPro status. Members are listed on Trex’s “Find a Builder” tool on trex.com, receive leads based on location and availability, and advance through three program tiers: TrexPro, TrexPro Gold, and TrexPro Platinum. Higher tiers receive additional benefits, including co-op marketing support, enhanced lead visibility, and promotional opportunities. As with competitors’ programs, Zepp says builders aren’t required to be exclusive to Trex, “but we do look for those who actively promote and believe in our products. As builders move up in the program tiers, we typically see a stronger commitment to Trex in volume and brand advocacy.” Looking ahead, Trex expects pro builder programs to become more digital and integrated into contractors’ businesses through improved lead management, stronger online profiles, verified reviews, and on-demand training. Although each manufacturer takes a different approach, these five programs share a common objective: building stronger relationships with those installing their products. For dealers, the details behind these programs provide a better understanding of what may influence a pro customer’s purchasing decisions. MM
DECKING REWARDS PROGRAMS
Fiberon
Manufacturer
Program Name
Pro builders are Fiberon’s greatest advocates, says Thomas Gooch. “These pros give life to our high-performing product and bring a homeowner’s vision to reality.” Loyalty and volume growth are the primary goals of the Fiberon Ascendant Program. To participate, builders must complete Fiberon’s Outdoor Education Training and be licensed to operate in their local market. Accepted builders submit purchase receipts to earn rewards points and move through three program tiers based on annual purchase volume: Pro (under $50,000), Expert ($50,000-$99,900), and Ambassador ($100,000 or more). Ambassadors receive a 3% co-marketing credit, Experts 2%. Higher tiers also receive longer labor warranties and deeper discounts. Homeowner leads are distributed through Fiberon’s tiered Pro Locator on fiberondecking.com, based on member status and proximity to the homeowner. In the future, Gooch expects AI-supported personalization to reshape programs, letting builders tailor support through field assistance, growth marketing, project management, takeoff facilitation, and post-project lead generation.
Clubhouse Deckorators DuraLife Envision Eva-Last Fiberon Millboard NewTechWood Owens Corning TimberTech Trex TruNorth Wolf YellaWood Zuri
Clubhouse Pro Contractor Certified Pro Program DuraLife Contractor Program Envision Pro Program Eva-Last Certified Installer Certified Installer/Ascendant Approved Installer Program Authorized Contractor Program Contractor Partner Program The Board Loyalty Program TrexPro Program Certified Installer Program Wolf PRO YellaSource Pro Contractor Program
building-products.com
November 2026
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------------| INDUSTRY TRENDS
DESIGNERS can now choose from lighting systems that integrate fixtures with the supporting components needed to design custom, energy-efficient illumination. (Photos by Trex)
THE EVOLUTION OF DECK LIGHTING FROM AFTERTHOUGHT TO OPPORTUNITY ------------ STEVEN PHILLIPS FOR MUCH OF the history of residential decking, lighting has been an afterthought. If homeowners wanted to use their decks after dark, they might add string lights or a floodlight here and there. The objective was simple: provide enough illumination to see where you were going. But that approach is changing. At Trex, we’ve seen firsthand how the expectations around outdoor living have evolved. As outdoor spaces have become extensions of the home, the same design sensibilities shaping residential interiors—clean lines, layered illumination, discreet light sources and integrated technology—are increasingly making their way outdoors. Lighting is no longer simply something homeowners add to a deck after the fact. It is becoming part of how the space is designed from the beginning. Integrated lighting collections make it easier to incorporate illumination into the architecture of the deck as part of a more cohesive approach to outdoor design. For building products distributors and dealers, this evolution creates an opportunity to think about lighting not simply as an accessory, but as part of a more complete project.
From Lighting the Deck to Designing with Light Technology has played an important role in this transformation. Early deck-lighting systems could be cumbersome, with bulky fixtures, complicated connections, and incandescent or halogen bulbs that required frequent maintenance. The emergence of LEDs changed the equation, enabling smaller, more durable and efficient fixtures. These smaller light sources have given designers new freedom to rethink where illumination belongs. Instead of
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prominent fixtures casting light across large areas, lighting can now be distributed throughout the architecture of the deck—along stair risers, beneath rails, within posts, or wherever subtle illumination can enhance the architecture. Linear and indirect lighting are particularly interesting in this regard. Indoors, these approaches have become popular because they create a softer, more sophisticated effect while allowing the light source itself to recede. The same principles can translate to outdoor spaces: a softly illuminated stair, a railing that takes on definition after sunset or a warm glow beneath a rail. Layers of light can provide visibility without overwhelming the space. Despite the evolution of the category, there remains a disconnect between what homeowners increasingly expect aesthetically and what has traditionally been available. There are plenty of inexpensive solutions in the market. Price can make them appealing, but lower-cost lights don’t always deliver the combination of aesthetics, durability and cohesive design that today’s outdoor spaces demand. At the other end of the spectrum, sophisticated architectural lighting exists, but can require specialized knowledge, detailed planning, or a level of complexity that isn’t practical for every residential deck project. Between those extremes is an opportunity for premium design and performance that is accessible to the broader residential market.
A More Integrated Approach Bridging that gap requires more than better fixtures. It requires a simpler, more integrated approach to lighting specification. Rather than relying on individual components from multiple sources, lighting can be designed as an building-products.com
ecosystem in which fixtures, wiring, connections and controls work together. The result is a more unified aesthetic with less complexity to specify, install and use. Rather than requiring pros to assemble individual lighting components from multiple sources, systems can now bring riser, postcap and under-rail applications together with the supporting components needed to specify and install the system. That distinction matters because lighting can become complicated quickly. When components come from multiple sources, the contractor can end up serving as the system integrator. Designing those components to work together from the start can reduce compatibility questions and installation friction, while helping deliver a consistent finished result. For the building-products channel, that has value at every step. Distributors can stock and support a more complete solution. Dealers can present lighting as part of the overall project rather than a collection of individual accessories. Contractors can work with compatible components and more straightforward connections. And homeowners can enjoy the finished result without having to understand everything that makes the system work.
INTEGRATED post cap lights from the Trex are designed to disappear during
the day while providing soft, ambient lighting at night.
A New Conversation Across the Channel As lighting systems become more intuitive and designed to work alongside decking and railing, they have earned a place earlier in the project conversation. That creates an opportunity for dealers to move beyond individual products and help shape a more complete outdoor project. The opportunity isn’t simply to sell more lighting, it is to help homeowners get more from their outdoor spaces, while giving the LBM channel another way to add value to
the overall project. For an industry that has spent decades making outdoor spaces more durable, lower maintenance, and more livable, lighting represents another step in that evolution—not just as an accessory, but as a way to extend the hours a deck can be used, enhance its functionality and increase the value of the overall project. MM – Steven Phillips is senior manager, product marketing at Trex Co. (www.trex.com).
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70 ARMSTRONG RD., PLYMOUTH MA 02360 3900 CIVIC CENTER DR., N. LAS VEGAS NV 89030
November 2026
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------------| FEATURE STORY
MODERNIZING THE BUSINESS WHILE IMPROVING RELATIONSHIPS ------------ BY ELLIE BOWMAN TODAY’S LUMBER and building materials dealers understand the pressure to modernize while preserving the personalized service that set our businesses apart. Customers come to us because they know that we will listen, understand their project, provide an answer and follow through. Not just once, but time and time again. Yet shifting economic conditions, supplier changes that are often a result of tariffs, and rising expectations for quality and speed require us to keep evolving. From managing two stores in rural Kansas, I have learned that modernization is not simply about adding technology or carrying more products. It is about understanding where your business is working, where it needs to change and which tools will make those decisions easier. When approached thoughtfully, better systems and data can strengthen our independent advantage rather than complicate what already works.
Define what’s working One of the most valuable lessons I’ve learned is that growth comes with understanding customer needs and meeting those in expanded ways. Asking and answering those questions can be as direct as taking a look at what is, and is not, moving off the shelf. As our stores primarily serve agricultural and rural communities, customers have a wide range of needs that they depend on local dealers for. Something could always be repaired or improved, but that doesn’t mean customer demand is stagnant. As categories ebb and flow, it’s vital to meet that demand and stay relevant. Modern dealers need to recognize those shifts quickly. That may mean resetting assortments, removing products, or investing more in categories with rising customer
YOUNG ENTREPRENEUR Ellie Bowman doubled the size of her farm & home business in one year, allowing her to expand to a second location with a lumberyard.
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demand. That discipline is particularly important for independents because capital is precious. There will always be another product, category or attractive buying opportunity. But every dollar sitting in inventory is a dollar that cannot be used somewhere else.
Better information means better results Modernization means becoming more deliberate and more informed about those decisions. Technology like enterprise resource planning (ERP) tools can help generate informational data, and works even better when paired with listening across the counter. It’s important to pay close attention to sales history, unit movement, product costs and how much capital is tied up in inventory. That’s because each of these data points can paint a much clearer picture of what products and categories are truly contributing to the business and which may need another look. At its best, data becomes an asset to aid judgment. We hear what customers are working on. We know which projects are becoming more common. We hear when people are struggling to find a certain product or when their priorities are changing. The strongest decisions come from combining those conversations with the numbers, because either in isolation doesn’t quite tell the whole story.
Taking work off your team’s plate For many independent dealers like me, the first step can be as simple as reducing the amount of information that lives on paper, in someone’s memory or in disconnected processes. As compared to relying on manual processes, moving toward centralized digital processes gave us a much clearer picture of inventory, purchasing, quotes, orders and costs. That became even more important as the business expanded across multiple locations. As much as you may like to, you can’t be in two places at once. Even more so if those two places are hundreds of miles apart. That said, you need to be able to see what is happening without making a phone call or searching through paperwork. You need quotes and special orders to be building-products.com
KANSAS DEALER Prickly Pear Farm & Home has grown its business by concentrating on what its local customers need.
trackable. You need employees to be working from the same information. A useful technology investment should take work off the team’s plate. If it reduces repetitive administrative tasks, prevents information from getting lost or makes it easier to answer a customer quickly, it is creating value. Small independent teams already wear enough hats, technology should be there to lighten the load.
Building your advantage Efficiency behind the scenes should create more room for service out front. Customers still want someone who cares whether their project succeeds. They want a dealer who will find a special-order item when it is not sitting on the shelf. They want someone willing to tell them when they do not need the more expensive option. Those relationships are difficult for a larger competitor to replicate, and independent dealers should be careful not to sacrifice them in the pursuit of efficiency. If a better process gives an employee more time to talk with a customer, that is modernization. If improved inventory visibility makes it easier to tell someone when an item will arrive, that is modernization. If
better records mean a customer does not have to explain the same project three different times, that is modernization too.
Remaining teachable Perhaps the most important requirement for modernizing an independent dealership like mine is a willingness to keep learning. We know things change and the way we operated five or 10 years ago cannot automatically be the way we operate tomorrow. But when a customer walks through the door, they should still feel like they walked into their local dealer. Modernize everything you can behind the counter and make sure the relationship on the other side of it remains personal. MM – Ellie Bowman is the owner of Prickly Pear Farm & Home, a Kansas business offering building supplies, farm essentials, and mercantile goods. Raised on a family farm in Lewis and a Kansas State University agricultural business and management graduate, Ellie built the business around what local customers need. That approach helped Prickly Pear double sales in its first year and expand to a second managed location, Prickly Pear Farm, Home & Lumber in Elkhart.
November 2026
• the merchant magazine • 17
------------| TRANSFORMING TEAMS
CAN EMPLOYERS RESTRICT EMPLOYEES’ SECOND JOBS? ------------ BY PAIGE McALLISTER SECOND JOBS, side businesses (or “hustles”), gig jobs, personal investments, and ownership opportunities are becoming more common. Employees may seek additional income to cover routine expenses, manage a temporary financial setback, save for retirement or a child’s education, monetize a hobby, pursue a long-term goal while maintaining steady income, or simply seek to earn money through an after-hours activity. Some employers openly support outside ventures, while others become concerned when they learn that an employee has another source of income and want it stopped. As an employer, here’s what you need to know when managing employees with side jobs. What you cannot do. The federal National Labor Relations Act (NLRA) treats broad, nonspecific outside work restrictions by employers as presumptively unlawful for most employees, including nonunion employees. (The NLRA does not apply to managers or supervisors.) It does allow an employer to create restrictions that are specific and narrowly tied to a legitimate business reason. For this reason, why and how you write a policy matters as much as what it says. For example, some states prohibit bans on moonlighting for employees earning below an income level while others prohibit blanket bans altogether. What you can do. Employers can (and should) set clear rules for outside employment and activities both on and off the clock. Communicate and enforce the following expectations consistently across all positions as allowed by federal and state law: • Define conflicts of interest as a specific list rather than an open-ended standard, for example working for a direct competitor, or for a client, vendor, or supplier the employee deals with on the company’s behalf, when the work requires using or disclosing the company’s confiden-
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tial, proprietary, or client information, or if it uses company time, equipment, or materials. Outside work that does not fall within those categories is not a conflict. • Define proprietary and confidential information and clearly prohibit employees from disclosing it during employment and, when applicable, afterward. This may include nonpublic financial data, client and prospect names, marketing strategies, trade secrets, formulas, processes, and client information learned on the job. • Set clear attendance and performance standards so employees know when they must be present and available, what work they must perform, and the expected level of performance. It is generally acceptable to prohibit outside work while employees are on the clock, as well as selling non-company products or services or promoting another job while being paid or attending events as a company representative. • Clarify permitted and prohibited uses of company equipment and resources. Specifically bar the use of company technology, supplies, and materials for nonbusiness purposes. Keep in mind that if employees may use company computers, phones, or internet access for personal matters, you may also need to permit comparable use for outside interests, including a second job. • Encourage, but do not require, employees to disclose new outside ventures so potential conflicts can be addressed early. What about noncompete agreements? Companies often use non-compete agreements and other restrictive covenants, such as non-disclosure and non-solicitation agreements, overly broadly to limit employees’ outside activities. These are not the right tools to use to restrict gig work. While the much-publicized 2024 Federal Trade Commission rule banning non-competes was never implebuilding-products.com
mented, many states and jurisdictions severely restrict or even ban them. These restrictive covenants should be reserved for unique positions and circumstances and should be reviewed regularly by legal counsel.
Situations that may apply to your company • In some industries, employees commonly hold similar second jobs, especially when wages are low or full-time work is unavailable. Cleaners, landscapers, restaurant workers, security guards, home health aides, caregivers, and personal care or fitness providers may work for multiple companies because they need the income and can coordinate their schedules. Even so, it may be possible for you to require them to work their full shifts, remain focused while on the clock, and avoid using company resources for outside work. • Independent contractors, by definition, may provide the same services to other companies. You may still hold them to confidentiality and non-solicitation obligations, but legal counsel should review your agreements to confirm that those protections are enforceable.
Q. We’re thinking about letting employees wear ear-
buds or headphones at work, but some managers want to prohibit them. Is it okay to ban them, and can we apply different rules to different groups?
A. Yes, in most cases it’s okay to prohibit or limit ear-
buds and headphones. No federal law gives employees a right to wear them so it comes down to your business needs and how the policy is written and enforced. Many employers choose a middle ground, such as allowing them at desks but not on the floor or with customers, or limiting employees to one earbud (or one side of a headset) in shared spaces. Since over-ear and noise-canceling headphones block out more sound than earbuds, some employers treat them differently. Having different rules for different groups is fine as long as they’re tied to the job, not the individual. Common reasons include: • Safety: Production, warehouse, construction, and driving roles need awareness of alarms, equipment, and coworkers. Some states also restrict earbuds and headphones while driving. • Customer interaction: Front desk, retail, and sales employees need to be approachable and responsive. • Responsiveness: Roles that cover phones, paging systems, or quick team communication may need to stay reachable. Put the “why” in writing and enforce the policy consistently. Uneven enforcement is where most of the risk is since it opens the door to favoritism or discrimination claims. It also helps to state that the policy can be adjusted by department or role. There are situations where an exception may be protected, such as earbuds or noise-canceling headphones used to manage ADHD, anxiety, sensory sensitivities, or tinnitus. In these cases, follow your reasonable accommodation process and have an interactive dialogue with the employee to determine what can be allowed or, in situations of importance such as safety, cannot be.
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• Volunteering usually is not restricted by an outside-employment policy because it is unpaid and usually unrelated to the business. It can still cross the line in situations like these: o The employee “volunteers” for your company by performing work for which they or others are normally paid. That is considered compensable work, not volunteering, and likely should result in overtime for non-exempt employees. o The employee uses company logos, products, or other materials in a way that suggests they are representing the company. o The employee serves on the board or as an officer of an organization that is, or becomes, a client, vendor, or competitor, creating a conflict of interest or an obligation to both sides.
Actions you should take now • Know the laws: The actions you can take and policies you set are dictated by federal and state law, and they vary considerably by state. Local laws and regulations are constantly changing and not knowing them will undermine your ability to establish and enforce rules that protect your operations. • Policies: Draft or update the policies needed to protect company operations, set expectations, and support consistent accountability. Instead of relying solely on an Outside Employment policy, ensure your other policies (e.g., Attendance and Punctuality, Conflicts of Interest, Confidentiality, and Use of Company Resources) set clear expectations about what employees may and may not do on and off the clock without restricting their legally protected rights. • Communication and accountability: Publish this and all relevant policies and obtain signed acknowledgments from all employees. If you learn about an employee’s outside venture, remind the employee of the applicable rules. Apply those rules consistently: if one employee sells cookies to coworkers, another should be allowed to market a similar business to the same group in the same manner. • Agreements and restrictive covenants: Identify positions that are essential to the business or have access to proprietary information critical to the company’s success. Consult legal counsel to determine whether non-compete, non-disclosure, or non-solicitation agreements are appropriate and to draft them. Second jobs and side businesses are here to stay. Protect your company now, before employees spend work time or company resources on outside activities or solicit clients for unrelated products and services. MM
PAIGE McALLISTER Paige McAllister, SPHR, SHRM-SCP, is vice president for compliance with The Workplace Advisors, Inc. Reach her at (877) 660-6400 or paige@theworkplaceadvisors.com.
November 2026
• the merchant magazine • 19
------------| OLSEN ON SALES
TRUE CLOSER OR FAUX CLOSER? ------------ BY JAMES OLSEN MANY SELLERS are uncomfortable asking for the order. They know they are supposed to, so they “ask” for it with an “I-don’t-mean-to-bother-you-and-please-don’t-getmad-at-me” tone and, in fact, don’t ask for the business at all because they faux close. This is close to a close, but it’s a side-step with too many words. Whatever it is isn’t a close and produces poor treatment and results. Here are examples of faux closes:
The Run-Through Seller: “So, John, we’ve got a great deal on those studs, you should really think about picking those up (no pause) and we have some 2x10 Select Struc that gets into you at $350 which is also a good deal and then… “ Buyer: “Hey, Pete, thanks so much for the information. I’ll look it over and get back to you.” Seller: “OK great.” Solution: Make “closing” a separate “thing.” Do not run it together with the rest of the sentence. Stop and ask directly for each item, one at a time. Seller: “So, John, we’ve got a great deal on those studs. You should really think about picking those up. Can I sign you up for two?” Then on to the 2x10 Select Struc, stopping at each item in the list.
The Whaddya Think? Seller: “Hi, Susan, I’ve got a great price on a car of 2x10 14’s I can get into at $750/MBF. Whaddya think?” Solution: Never ask your customer “Whaddya think?” again! Please. It projects a lack of expertise and weakness. Seller: “Hi, Susan, I’ve got a great price on a car of 2x10 14’s I can get into at $750/MBF, which is a fantastic deal. What’s your order number on that?”
The Positive Run Down (with No Ask) Seller: “Hi, Justin. This is a great car because: (1) $450 is a smokin’ price. (2) You love this stock. (3) The market is moving.” Then silence... which buyer fills with: Buyer: “Sound good, I’ll let you know.” Solution: The “List The Benefits” close is powerful. We just need to put the closing hook on it. Seller: “Hi, Justin. This is a great car because: (1) $450 is a smokin’ price. (2) You love this stock. (3) The market is moving. So how many can you use?”
The You Oughta Think About It Seller: “Terry. Great news. I was able to find that 1x12 Premium we’ve been looking for. It gets into you at $850/MBF.
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You oughta think about bringing that in. It’s a great deal.” Buyer: “OK. Thanks, Bob. I’ll think about it. (Since this is exactly what the seller told them to do!) Solution: There is nothing wrong with a softer approach as long as we follow it up with a true ask (close). Seller: “Terry. Great news. I was able to find that 1x12 Premium we’ve been looking for. It gets into you at $850/ MBF. We oughta think about bringing that in; it’s a great deal. Give me your order number so we can lock this down before it disappears.”
The Give Details (with no Adjectives) then Silence Seller: “Sheri, I’ve got a car of studs I can get into you at $450/MBF.” Buyer: “OK. I’ll let you know.” Solution: All these faux closes are poor, but this is sadly the most common example of faux closing and is the worst, laziest, most unprofessional call made by sellers. These sellers get treated poorly because they give poor, unimaginative, boring effort, and the customer knows it! In their defense, some sellers aren’t lazy, they don’t know any better—but that fact won’t keep customers from treating them poorly. Faux closes are bad for four reasons: 1. They send the message that we don’t really want the business, but that we kinda want it; That’s why we kinda asked for it, right? 2. They send the message that we are tentative or unsure. If we are unsure, the customer will definitely feel unsure. 3. They are easy to say no to. 4. Most importantly, faux closes are by definition disingenuous and false. They send the message that we would kind-maybe-possibly want the business when the truth (always difficult to find) is that we do want the business. MM
JAMES OLSEN James Olsen is principal of Reality Sales Training, Portland, Or., and creator of SellingLumber.com. Call him at (503) 544-3572 or email james@realitysalestraining.com.
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November 2026
• the merchant magazine • 21
WEYERHAEUSER TO MARKET TIMBERHP INSULATION Weyerhaeuser Co., Seattle, Wa., has inked a deal with TimberHP, Madison, Me., reportedly the first and only U.S. manufacturer of wood-fiber insulation, to form a strategic commercial partnership that will expand the availability of high-performing wood-based building solutions across the U.S. Under the deal, Weyerhaeuser will hold U.S. commercialization and distribution rights for TimberHP's line of wood-fiber insulation products, including TimberBatt and TimberBoard, within the lumber and building materials channel. TimberFill blown-in insulation will remain under its current distribution structure. TimberHP's insulation products are made in the U.S. from renewable softwood residuals, providing sustainable, high-performance insulation solutions that meet today's evolving building needs and standards and help serve the growing demand for energy-efficient, low-carbon building materials. This new partnership will leverage Weyerhaeuser's transportation logis-
tics, sales capabilities and trusted customer relationships to make TimberHP's innovative wood-fiber insulation technology more widely available to dealers, builders and contractors. The partnership also establishes a foundation for long-term collaboration between the companies, as Weyerhaeuser and TimberHP are exploring opportunities to develop and commercialize new high-performance, wood-based building materials.
BEARLODGE FOREST PRODUCTS SHUTTING DOWN WYOMING MILL
Bearlodge Forest Products will cease operations Oct. 31, ending nearly 50 years in business in Hulett, Wy. The family-owned company, which operates a sawmill and pallet manufacturing business, said the decision resulted from a combination of challenges, including rising operating costs, labor shortages, limited housing availability, and prolonged weakness in product pricing. Owned by Doug and Dena Mills,
Bearlodge has long served customers in the forest-products sector and maintained relationships with employees, contractors, vendors, and customers throughout its nearly five decades of operation. The firm said no single factor led to the closure, but rather the cumulative impact of multiple business pressures. The closure marks the end of one of Wyoming’s few pallet manufacturing operations and another longtime participant in the region’s forest-products industry. The company is connected to the Neiman family, which moved to Wyoming in the mid-1930s and opened a sawmill in Hulett in 1939. Neiman Enterprises is a significantly larger Hulett mill owned by Jim Neiman.
------------| INDUSTRY BRIEFS U.S. Commerce Department lowered combined anti-dumping and countervailing duties on most Canadian softwood lumber from 35.16% to 24.75%; with a separate 10% tariff still in place, total charges fall from 45.16% to 34.75%.
Home Depot opened a new store Oct. 29 in Clinton, Ut. Builders FirstSource added a new window & door showroom in Thousand Oaks, Ca. Reliable Wholesale Lumber has purchased a 5-acre building components facility adjacent to its Riverside, Ca., yard, signficantly raising its manufacturing capacity.
ABC Supply Interiors has opened a new location in Chandler, Az. (branch mgr. Daniel Arreola). Leonardo Windows & Doors opened a new showroom in Park City, Ut.
Hampton Lumber, Portland, Or., is opening a new sales office in Peachtree City, Ga., to sell southern yellow pine produced at its 375,000sq. ft. sawmill now in the final stages of construction in Allendale, S.C. BlueLinx now stocks RDI Railing at 21 locations after expanding distribution to eight additional facilities, including Denver, Co.
ADENTRA Inc. enhanced its DesignOneSource website (designonesource.com).
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November • the merchant • 23 P.O. BOX 20, 2509 MAIN STREET, SPRINGFIELD, OR2026 97477 SALES:magazine 541-736-2124
Marks expects remaining stock products to be sold through 2027. The company said ongoing litigation involving federal timber sales has complicated access to future log supplies, making it difficult to maintain staffing without certainty about available timber. He also noted the challenges of recruiting workers and managing increasing operating expenses. As the business winds down, Marks has received inquiries about equipment including its biofuel-powered dry kiln, band mill, and bark-sorting plant, and expressed hope that another operator may continue utilizing the facility’s assets in the future.
FORTUNE SELLING FIBERON TO INTEPLAST BUILDERS FIRSTSOURCE showed off its new 10-acre facility in Adams County, Co.
BFS EXPANDS IN COLORADO
Builders FirstSource celebrated its new 185,000-sq. ft. facility located on 40 acres in Bennett, Co., at an open house event on Sept. 29. Builders FirstSource customers, supplier partners, and team members as well as representatives from Adams County took part in facility tours, lunch, and prize drawings. More than 100 full-time BFS team members working at the new site serve homebuilder customers with manufactured components such as roof trusses, floor trusses, and wall panels in addition to lumber and other building materials. Builders FirstSource, headquartered in Irving, Tx., operates approximately 565 locations across 43 states.
RFP REBUILDING AFTER SAWMILL FIRE
RFP Lumber, Oroville, Ca., is rebuilding after a fire damaged its lumber mill, destroying a building and several pieces of machinery. Investigators have yet to determine the cause of the early-morning blaze on July 8 and have not ruled out the possibility of arson. Owner Matt Ensworth estimated damage at more than $300,000. The business has continued operating on a restricted basis, having temporarily lost some capabilities.
MARKS CLOSING MONTANA MILL IN 2027
Marks Lumber, a family-owned sawmill in Clancy, Mt., has announced plans to wind down operations and close in 2027 after more than 75 years in business. Owner Steve Marks, who has spent 37 years with the company, cited a combination of retirement plans, rising operating costs, workforce challenges, and uncertainty surrounding timber supply as factors behind the decision. The mill specializes in specialty timbers, roughsawn lumber, circle-sawn flooring, and custom framing products. The company will stop accepting orders for special cuts on Oct. 20 and cease sawing operations on Nov. 6. Most employees are expected to remain through November, after which the business will operate by selling existing inventory.
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Fortune Brands Innovations has agreed to sell composite decking and railing manufacturer Fiberon to Inteplast Group. The agreement includes Inteplast’s acquisition of Fiberon’s manufacturing sites in New London, N.C., where its headquarters are located; and one site in Meridian, ID. The closing is anticipated to before the end of the year, subject to the satisfaction of customary closing conditions. Fiberon will be part of the World-Pak division and its Inteplast Building Products business unit, which is a major supplier of PVC and polystyrene trim, decking, moulding, and garage weatherstrip, among others. The onboarding of Fiberon, with its focus on composite boards using primarily recycled materials, will greatly increase the breadth of Inteplast’s portfolio of building products. John Stevens, president of World-Pak, said, “The anticipated acquisition of Fiberon provides expansion within the decking category with non-wood, capped composites, and other product extension opportunities in the outdoor living space within our current Inteplast Building Products segment. Upon closing, we look forward to a successful integration as we welcome our newest colleagues. Collectively, we will provide optimal service to the market and customers.” Both companies will continue to operate independently until the closing date, upon which an acquisition-related closing announcement will be made public. Fiberon is a leading U.S. manufacturer of wood-alternative decking, railing and cladding distributed worldwide. Fiberon products are available in a wide range of styles and price points, all designed to respect nature while outperforming it. Fiberon was founded in 1997 and has served the decking industry for more than 25 years. Decking lines include ArmorGuard, Good Life, Sanctuary, Concordia, Paramount, Promenade, and its newest, Novus. Headquartered in Livingston, N.J., Inteplast Group is now more than 10,000 employees strong and operates more than 100 facilities worldwide, including its flagship manufacturing complex in Lolita, Tx. Interestingly, in addition to its own brands of decking, Fiberon also manufactures Wolf Perspective composite decking for Wolf Home Products, while Inteplast produces Wolf Serenity and Wolf Haven cellular PVC decking for the distributor.
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------------| MOVERS & SHAKERS Amy Warren, ex-International Wood Products, has been named vice president, building materials for OrePac Building Products, Wilsonville, Or. Noah James, ex-Weyerhaeuser, is a new Trex specialist in Denver, Co., and Brooke Zerby, ex-Weyerhaeuser, is a new account exec with OrePac in Wilsonville. Bill Lamb has retired as San Francisco Bay Area territory mgr. for doors & mouldings, and is succeeded by Margot Scheltens. Janice Walker, CEO, Madison Lumber & Hardware, Ketchikan, Ak., has retired following 32 years with the company. Kelly Hambidge has been promoted to president and CFO of Canyon Lumber Co., Inc., Everett, Wa., representing the fourth generation to lead the company, along with brother Jake Hambidge, who is now vice president in charge of log purchasing and sales. John Rios has been named sales mgr. at Highland Lumber & Mill, Anaheim, Ca. Schanique Barrett has moved into an account executive position. John Quast, export president, has resigned after 20 years with Patrick Lumber Co., Portland, Or., the last 17 as a partner. Fran T. Riga, ex-Teza Doors & Windows, is a new interior & architectural designer and door & window department mgr. for Crenshaw Lumber, Gardena, Ca.
Cameron Wood, ex-OrePac Building Products, is now in sales with Blasen & Blasen Lumber Corp., Portland, Or. Connor Sesnon is a new product mgr. with BlueLinx, Seattle, Wa. Eric Moore, ex-Builders FirstSource, has joined 84 Lumber, as national account mgr. based in Scottsdale, Az. Brandon Box has been promoted to sales mgr. at Ganahl Lumber, Laguna Beach, Ca. Travis Henson, ex-Huber Engineered Woods, is new to Windsor Mill/WindsorONE, Petaluma, Ca., as sales director. He is based in Houston, Tx. Simrat Singh, ex-BlueLinx, is a new inside sales account mgr. with Boise Cascade, Vancouver, Wa. Bonnie Carretero is now HR director for Healdsburg Lumber Co., Healdsburg, Ca. Monty Cassel, ex-Tuff Shed, is a new remodel & replacement sales coordinator for Marvin Design Gallery by Mountain West Windows & Doors, Gilbert, Az. Colin Campbell is now residuals mgr. for Hampton Lumber, Salem, Or. Bill Buczek, mgr. of wood preservation, ProWood, has been named 1st vice president of the American Wood Protection Association and will assume the AWPA presidency in 2027 for a one-year term.
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Chris Dall has been promoted to senior mgr., segment & portfolio strategy for Louisiana-Pacific Corp., Nashville, Tn. Carin Brock, VP and deputy general counsel of US LBM Holdings, was elected chair of the National Lumber & Building Material Dealers Association during its recent Industry Summit. She succeeds Mark Zemrowski, chief operating officer, Von Tobel Corp., Valparaiso, In. Chris Hegeman, mgr., Bliffert Lumber, Milwaukee, Wi., is the new NLBMDA vice chair, and Sandy Zelka, CFO, Curtis Lumber, Ballston Spa, N.Y., treasurer. Russ Kathrein, VP of lumber and building materials at Do it Best, was elected chair of NLBMDA’s Manufacturers & Services Council, a role that also includes a seat on the association’s board of directors. Albie Bach has been terminated from his job in the returns department at Mungus-Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.
OREPAC ADDS LP SMARTSIDE AS PARENT SBP BECOMES SOLE NATIONAL SUPPLIER
Specialty Building Products, a leading distributor of specialty building products in North America, has been named by LP Building Solutions as its sole national distribution partner for LP SmartSide Trim & Siding, LP’s engineered wood exterior cladding portfolio. As part of the deal, LP SmartSide products will be newly added at all locations of OrePac Building Products, SBP’s western division.
“Being named LP’s sole national distribution partner for its innovative SmartSide Trim & Siding portfolio reflects the hard work our team has put in to build the kind of service and trust that manufacturers expect,” stated Jeff McLendon, president and CEO of Specialty Building Products. “This relationship allows us to bring more of LP’s innovative trim and siding products to dealers and retailers across the country, benefiting everyone involved. LP gains a stronger path to market, our customers gain easier access to this leading product line, and we are positioned to capitalize on the growing popularity of engineered wood siding.” SBP’s expanded relationship with LP enables SBP to broaden its geographic coverage of LP product offerings to include the full LP SmartSide portfolio. Inclusive of trim and siding, it also includes soffit, shakes and panels in both primed and ExpertFinish product lines. This move supports LP’s strategy to simplify and strengthen access for builders, dealers and contractors across the country. “SBP shares our commitment to exceptional customer service and market development,” commented Craig Sichling, chief commercial officer of LP Building Solutions. “By expanding its offering of LP SmartSide products, SBP will make it easier for customers across the U.S. to find the materials they want, supported by knowledgeable sales professionals and proven logistics capabilities. We look forward to continuing to grow together.”
Armorite® Exterior Trim Now Available at Atlantic Forest Products In addition to Roseburg engineered wood products and plywood, Atlantic Forest Products is excited to stock Armorite Exterior Trim. Armorite Exterior Trim is fully reversible with smooth and modern woodgrain textures, and it’s sealed and primed with eased edges for easy finishing. Installerfriendly and durable, it delivers superior machinability, cutting and fastening. Plus, it’s backed by a 50-year limited warranty you and your customers can count on.
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November 2026
• the merchant magazine • 27
Pete Parrella remains president, while his son, Michael Parrella, serves as vice president and general manager, and his daughter, Janet Pimentel, is vice president of sales. Janet’s husband, Nestor Pimentel, manages the international sales division. Pam Winters has served as CFO for 46 years. The company remains family-owned and operated, with a workforce that includes employees who have been with Parr Lumber for more than 20 years.
DO IT BEST, TRUE VALUE NOW OFFER TREX
PARR LUMBER Co., Chino, Ca., held a 50th anniversary celebration and BBQ Sept. 18, hosted by president Mike Parrella (left) and founder Pete Parrella (right).
PARR CELEBRATES GOLDEN ANNIVERSARY Parr Lumber Co., Chino, Ca., is celebrating its 50th anniversary, marking five decades of supplying lumber, plywood, panels, and building materials to customers throughout Southern California and the Southwest. Founded in 1976 by Pete Parrella, the company began as a small wholesale lumber operation in Orange, Ca. Parrella entered the lumber industry in 1969 as a salesperson for Marquart-Wolfe before moving to Davidson Plywood in 1973, where he took over the lumber division. Two years after launching Parr Lumber, he purchased 10 acres in Chino, where the company established the foundation for its current operation. Initially developing four acres with an office and storage sheds, Parr Lumber gradually expanded the site as its business grew, adding storage facilities, delivery trucks, and a shop and garage to support its delivery operation. In 2005, the company constructed a large tilt-up warehouse to increase storage capacity. Today, the company operates from the Chino facility in San Bernardino County, maintaining its own truck fleet to provide deliveries throughout its service area. The company stocks an extensive inventory of domestic and imported hardwood lumber, hardwood plywood, softwood lumber, and softwood plywood products. Its offerings include species such as alder, cherry, hickory, maple, oak, walnut, mahogany, cedar, fir, pine, and spruce, along with a wide range of panel products for woodworking, cabinetry, millwork and construction applications. Parr Lumber serves a broad customer base that includes lumber dealers, manufacturers, cabinet shops, contractors, furniture producers, and woodworking professionals throughout the region. The company has 43 employees, including several members of the Parrella family who hold management positions.
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Do it Best Group and Trex Co., the world’s leading brand of composite decking and railing, has formed a strategic relationship designed to strengthen the outdoor living category for Do it Best members and True Value retailers nationwide. Through this relationship, Do it Best Group members and True Value retailers will have access to Trex products while also taking advantage of the co-op’s industry-leading rebate program. The agreement brings together Trex’s category leadership, product innovation, and brand strength with Do it Best Group’s scale, retailer relationships, merchandising expertise, and commitment to helping independent businesses compete and grow. “This announcement is a major win for our independent retailers,” said Russ Kathrein, VP of lumber & building materials for Do it Best Group. “Trex is a category-defining brand with a strong reputation for innovation, quality, and consumer branding. By bringing Trex into the Do it Best Group program, we’re giving our members access to a powerful brand while also helping them maximize the value of their purchases through our industry-leading rebate program. It’s another example of how we’re leveraging the strength and scale of our combined co-op to create more value for our independent home improvement retailers.”
WESTLAKE ROYAL CONSOLIDATES CLAY, CONCRETE ROOFING BRANDS
Westlake Royal Building Products, Houston, Tx., has consolidated two of its roofing brands—US Tile Clay Roofing Products and Newpoint Concrete Roof Tile— under one national brand name: US Tile Concrete and Clay Roofing. As the largest U.S.-based concrete and clay tile manufacturer in the roofing space, US Tile Concrete and Clay Roofing helps ensure long-term reliability and security, with a nationwide presence that enables the widest distribution in the industry. Product formulations and performance, manufacturing standards, warranties and support remain the same. The combined portfolio includes concrete roofing in High Barrel, Low Barrel, Slate and Shake styles in a range of colors, including Cool Roof options, plus clay roofing in a range of profiles and colors, including Cool Roof options. In addition, Westlake Royal continues to offer its other roofing materials under their respective brand names: Unified Steel Metal Roofing, DaVinci Roofscapes, and Westlake Royal Roofing Components.
building-products.com
MEET THE Sales Team
Connecting Customers with Quality Solutions
Joe Buttice Commodity Plywood Sales Manager
Greg Bess Specialty Plywood Sales Manager
Ken Pratt Plywood Technical Service Manager
Swanson Group’s Sales team works every day to connect customers with the right products, backed by decades of manufacturing expertise. Their commitment to collaboration and innovation helps strengthen relationships and support projects across a variety of industries.
Ryan Cornutt Stud Sales Manager
Reece Hudson Plywood Sales
grows, R.P. anticipates expanding its outside sales presence and continuing to invest in the Green River market. R.P. Lumber operates 101 locations in Illinois, Missouri, Wyoming, Iowa, Wisconsin, South Dakota, and Indiana, plus a design center and component plants.
HUMBOLDT REDWOOD EVENTS SPAN WEST
WHITE MOUNTAIN Lumber, Green River, Wy., has been acquired by RP Lumber as its 101st location.
RP ACQUIRES WYOMING’S WHITE MOUNTAIN LUMBER
R.P. Lumber Co., Edwardsville, Il., has acquired White Mountain Lumber, Green River, Wy., as its 101st location. Effective Oct. 17, the location began operating as R.P. Lumber. The acquisition brings together two family-owned businesses that share a commitment to customer service, quality products, and strong local relationships while strengthening R.P. Lumber’s growing presence in Wyoming and northeastern Utah. Founded in 1990, White Mountain Lumber has served Green River and the surrounding area for more than three decades. White Mountain Lumber was owned and operated by Ken Johnson and Bill Dowd, whose family has served customers throughout the region for more than 30 years, and the location will continue to be managed by Jerry Johnson, White Mountain Lumber’s longest-tenured employee. “White Mountain Lumber has spent more than 30 years earning the trust of its customers, and that doesn’t happen by accident,” said Robert Plummer, CEO of R.P. Lumber. “What impressed us most was how closely their approach to customer service mirrors our own. When we met Ken, Bill, Jerry and the team they’ve built, it became clear that our companies shared many of the same values.” According to Ken Johnson, finding the right cultural fit was an important part of the decision. “R.P. Lumber understands this business, values our relationships, and will continue supporting our community and serving customers the way they’ve come to expect,” he said. Customers will also gain access to R.P. Lumber’s expanded purchasing power, broader inventory, estimating services, kitchen and bath design capabilities, e-commerce resources, and additional delivery options. Company leaders expect increased inventory levels to improve product availability while helping maintain competitive pricing. “We saw an opportunity to build on an already successful business,” said Jason Plummer, president of R.P. Lumber. “White Mountain Lumber has a tremendous reputation in Sweetwater County, and our goal is to preserve what customers already value while providing additional resources, products, and services that help the business continue to grow.” Current team members are expected to remain with the business following the acquisition. As the business
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Humboldt Sawmill is blanketing the West with five Humboldt Redwood Pro Certification & Loyalty Program events from December through April 2027 at companyowned locations in California, Washington, Utah and Colorado. The program is designed to give industry professionals, including lumberyards, dealers and distributors, as well as building project specifiers, the knowledge, and resources to confidently work with and specify redwood. The in-person events will feature food and beverage, redwood product education, and the company’s mobile showroom. Participating companies also will be eligible for a $1,000 incentive, limited to one per participating company location. The two-hour sessions are scheduled for: • Dec. 8, 2026 —Allweather Wood, Woodland, Ca. • Jan. 20, 2027 — Humboldt Sawmill, Ukiah, Ca. • Feb. 24 — Allweather Wood, Washougal, Wa. • March 3 — Allweather Wood, Woods Cross, Ut. • April 8 — Allweather Wood, Loveland, Co. Advance registration is required (www.surveymonkey. com/r/MGRQHWD). The events will be held in person only, with no remote attendance option.
REDWOOD EDUCATION is the aim of events across the West sponsored by Humboldt Sawmill.
EXPECT DECKED-OUT Redwood Van to make an appearance at the events.
building-products.com
WHEN YOU OWN THE MILL, YOU OWN THE LEAD TIME. LEAD TIMES CUT FROM 2-3 WEEKS TO 2-3 DAYS.
For over 35 years, Highland Lumber & Mill has built its business on one principle: your customers judge you by what leaves our mill. That’s why we run our own. Ripping, molding, surfacing, sanding, priming, and lamination all happen in-house, so your material arrives finished, on spec, and on schedule. No outside processors, no waiting on someone else’s queue. Add direct importing and in-market production, and you get a partner who can take your lumber program a step further.
RIPPING CUT-TO-SIZE MOLDING LAY-UP SURFACING LAMINATE SANDING PRIMING
TAKING LUMBER A STEP FURTHER
(714) 778-2293 LET’S TALK ABOUT WHAT HIGHLAND CAN DO FOR YOU.
building-products.com
H IG H L A N DL U M B ER . CO M ©2026 Highland Lumber & Mill. Southern California & North Idaho All Rights Reserved.
November 2026
• the merchant magazine • 31
DO IT BEST Group leaders celebrate the unveiling of the new Retail Innovation Lab at the company’s Dallas Tech Center. The hands-on facility gives member-owners a chance to experience, evaluate and help shape emerging retail technologies. Pictured from left are Paul Covington, director of IT engineering & operations; Eric Lane, VP of sales & business development; Ken Widner, chief information officer; Dan Starr, CEO; Jared Hufford, director of member care; and Andy Villa, director of IT business enablement.
DISTRIBUTORS STARTING TO EMBRACE AI
Nearly half of all wholesale-distributors are now using AI to aid their sales efforts, according to the new Phocas State of Sales in Distribution 2026 Report. Phocas surveyed more than 100 wholesale distributors and found that 49% are now using AI for selling, even as many sales teams overlook core performance metrics. Thirty-nine percent don’t track sales forecasting accuracy, a third don’t measure win rates (32% for existing business and 34% for new business), and 27% don’t measure customer retention. Despite the growing use of AI, distribution sales remain highly personal. More than half of respondents (55%) say field or outside sales is their most effective channel, compared to just 5% who point to e-commerce. Three-quarters (75%) rank strong product and usage knowledge among the most important attributes of an effective sales rep. Among distributors already using AI, 40% say greater collaboration across the business is the capability that would most improve sales performance. Distributors not using AI are more focused on fundamentals such as CRM adoption and account prioritization. Distributors who name new customer growth as their top priority are also the most disciplined about measuring it, tracking new business win rate more consistently than distributors who prioritize expanding existing accounts. Myles Glashier, CEO and co-founder of Phocas, says it is encouraging that distributors are embracing AI. “Our report also highlights that product expertise and face-to-face selling continue to define distribution sales,” said Glashier. “Distribution-specific AI can build on these strengths by giving sales reps faster access to reliable information about products and performance down to the SKU level. This will help them sharpen their sales approach and make better decisions when they are with customers or talking to them on the phone.”
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Key report insights: • AI use is becoming mainstream in distribution sales and collaboration is the next frontier. 49% are using AI for sales, 29% plan to use AI in next six months, and 22% have no plans to use it. • 40% of AI adopters say greater collaboration across the business is the one capability that would most improve their sales team. • Many distributors don’t track what’s driving their sales performance. 34% don’t measure new business win-rate, 32% don’t measure existing-account win-rate, 39% don’t measure forecasting accuracy, and 27% don’t measure customer retention • Distributors prioritizing new business measure success more rigorously than account expansion. 87% of distributors prioritizing new-customer growth track their new-business win rate, compared with 46% prioritizing expansion with existing accounts. • Relationships beat price overall but not in every distribution market. 50% of consumer goods brands distributors say their customers value best price above all else, the only vertical where price wins outright. • Digital hasn’t replaced the field sales rep in distribution. 55% of distributors name field/outside sales as their most effective channel, versus just 5% for e-commerce. • 75% say strong product and usage knowledge is a top attribute of an effective sales rep, well ahead of any other skill. Glashier notes that best practice selling is evolving as distributors adopt new technology: “Our latest report is designed to share insights on current sales techniques and gives sales leaders a benchmark for how the industry is selling now and ways it can improve.”
BRITISH DECKING/CLADDING COMING TO US
British building-products brand Timbosite is eyeing the U.S. to introduce its unique range of engineered decking, cladding and fencing. Designed with installers in mind, Timbosite boards can be cut, shaped and worked using conventional woodworking tools, allowing details such as bullnose edges, fascia boards and trims to be created directly from the board. Since launching in the U.K., the brand has built a growing network of dealers and distributors, and is now looking to establish a distribution partnership in the U.S. with an experienced distributor in decking, landscaping, building materials, or exterior products. Timbosite is an engineered timber-based outdoor living solution with advanced binding technology. It is manufactured using FSC 100% certified wood fibers and advanced processes applied to real poplar timber. This engineered approach enhances strength, stability and longevity while preserving the warmth, character and natural beauty of authentic wood. Standard composite boards are typically designed as an alternative to traditional timber, with their appearance and performance characteristics determined by their own composite material formulation. Timbosite takes a different approach by placing real timber at the heart of the material and using advanced engineering processes to enhance its performance for outdoor applications. building-products.com
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AND WE’RE JUST GETTING STARTED. CHECK OUT THE BROCHURE TOAY. PREMIUM PRODUCTS. UNRIVALED SERVICE. IT’S WHAT WE DO. building-products.com
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RUSTIC RIDGE™ AND SHIELD SERIES™ are trademark ssof Western Woods, inc. © 2019-2026. All rights reserved.
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OUR PREMIUM LUMBER JUST GOT A WHOLE LOT MORE PREMIUM.
November may 2026
• the merchant magazine • 33
------------| NEW PRODUCTS
FASTER TAKE-0FFS Pipeline LBM from Simpson Strong-Tie helps provide faster quotes, greater accuracy, and fewer costly errors by connecting digital takeoff, estimating, bill of materials (BOM), and POS workflows into a single, efficient platform. Need extra support during peak demand? SST’s Estimating Services department provides complete, ready-to-use material estimates, helping your team keep projects moving without adding headcount.
STRONGTIE.COM (800) 999-5099
STAIR SAVER EPOXY KIT Wooster Products Stair Saver Epoxy Kit rejuvenates non-slip stair nosings and treads, restoring them to likenew condition. The easy-to-use kit will restore any brand of nosing or tread where the abrasive fill is missing and does so far more economically than replacing empty nosing shells. It is ideal for interior or exterior usage on any brand of nosing or tread and can be applied in less than two hours. Repaired treads are ready for foot traffic in just 24 hours. Each kit contains all the materials needed to repair a 40-ft. section of a typical 3” nosing, including black abrasive non-slip media, a two-part epoxy, a 4-gallon mixing bucket, stir sticks, towels, a rib cleaning tool to improve the aesthetic of the filled tread, and a drill bit for mixing.
WOOSTERPRODUCTS.COM (800) 321-4936
LARGE-FORMAT GLASS WALLS The new VX4500 and AX4500 Moving Glass Walls from MI Windows and Doors bring the beauty of nature into the home and naturally maximize living space, without compromising comfort. Available in pocket and stacking operational styles that span up to 20 ft., Moving Glass Walls are available in 2-,3-, and 4-panel configurations. Interior and exterior finish options for the VX4500 premium vinyl frame include white, almond, clay, and Carbonite black capstock, with color-matched handles. The AX4500 features a durable aluminum frame in white, clay, bronze anodized, or satin anodized finishes, with hardware available in black, brushed nickel, or clay. Four insulated glass options are also available, including UV-resistant Low-E coatings.
Clubhouse PVC Decking from TruNorth Composites is available in three new colors: Teak, Wolverine and Raven. Teak is offered in all board and fascia profiles; Wolverine only in grooved profiles in 12-, 16- and 20-ft. lengths, and Raven only in 20-ft. square edge and 12-ft. fascia trimboard.
TRUNORTHDECKING.COM (905) 265-0022
MIWINDOWS.COM (717) 365-3300
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NEW DECK HUES
ovember 2026
building-products.com
At Royal Pacific you’ll pay no more, but get extra. We guarantee it.
HYBRID PATIO DOOR Novatech’s Symbioz patio doors deliver enhanced aesthetics, strength and durability through a combination of superior materials: vinyl, aluminum cladding, and wood frame. Their sturdy wood and PVC framing is encased in aluminum cladding. An aluminum pocket cover, a quick draining sill, vinyl panels cladded in aluminum, welded corners, and steel reinforcements provide superior water tightness and structural integrity. Doors are available in white, clear anodized, charcoal, commercial brown, and black, as well as more than 100 optional custom colors, and include a 20-year limited warranty.
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*.
GROUPENOVATECH.COM (800) 257-8641
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*.
DARK WINDOWS Crystal Window & Door Systems' flagship Crystal Series 200 vinyl window line is now available with an extruded black color option, Crystal FusionCore 360. FusionCore 360 technology features true fully extruded black vinyl sash and frame component materials, ensuring durable color integrity and a rich, refined, uninterrupted finish across all interior and exterior surfaces.
CRYSTALWINDOWS.COM (718) 961-7300
building-products.com
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
November 2026
• the merchant magazine • 35
QUICK-SHIP LIGHTING KITS Designed to integrate with Feeney's DesignRail aluminum railing systems, LED Lighting Kits for DesignRail Modern provide an easy, plug-and-play solution for adding lighting to indoor and outdoor railing assemblies. Available in configurations for up to 25 or 55 ft., each retail-packaged, quick-ship kit includes the electrical components needed to illuminate the system’s low-profile top rail. A 24-volt and compatible dimmer switch allow designers and builders to adjust lighting levels. Snap-in diffuser lenses, available separately, can also be integrated to provide soft, even downlighting. The kits are made using high-quality, weatherproof materials and energy-efficient LEDs rated for 50,000 hours of use, with a color rendering index of 80-plus for accurate color output. All kits are UL-certified, with light strips carrying a seven-year warranty and power supplies carrying a five-year warranty. Installation is simplified with plug-and-play connectors, and each kit packages its electrical components together for a streamlined setup from order to installation.
CEDAR-TONED SIDING Cornerstone Building Brands introduces Mastic Cedar Discovery Weathered Tones, a new collection of variegated shake and shingle siding colors designed to capture the depth, variation and natural character of weathered cedar, while offering the low-maintenance performance of polypropylene siding. The collection features six new cedar shades: warm, natural brown Weathered Cedar, deep gray Iron Harbor, golden brown Harvestwood, cool gray Saltstone, dark Barkwood Brown, and warm brown Emberwood. It is also available in three Cedar Discovery profiles (Double 9” Hand-Split Shake, Double 7” Perfection Shingle, and Triple 5” Perfection Shingle).
CORNERSTONEBUILDINGBRANDS.COM (888) 975-9436
FEENEYINC.COM (800) 888-2418
SLIM SHAKER DOORS
Simpson Strong-Tie is introducing the Outdoor Accents button-head connector screw, a new fastener designed to help pros and DIYers complete outdoor living projects with strength, style and efficiency. Designed for use with Outdoor Accents decorative hardware, the new screw features a low-profile button head that delivers a clean, finished appearance while helping installers create attractive wood connections for pergolas, patio covers, decks, fences and other outdoor structures. Its stylish, one-piece design is simple to install.
REHAU is expanding its cabinet door program with the introduction of slim shaker doors, bridging the minimalist look of slab doors with the timeless appeal of classic shaker doors. They come in two sustainable surface lines: RAUVISIO ingrain, crafted from eco‑forward fibers, and RAUVISIO shade, which has a PET top layer made with up to 80% recycled content. Ingrain comes in five woodgrain colors (Charred Ebony, Whispering Walnut, Honeycomb Oak, Sunlit Pine, Bourbon Teak), shade in three neutral matte colors (Chalk, Charcoal and Pewter). The five-piece slim shaker door is constructed of a 3/4" thick center panel with a four-piece mitered frame using wrapped profiles.
STRONGTIE.COM/BUTTONHEAD (800) 999-5099
REHAU.COM (800) 297-6371
BUTTONHEAD SCREWS
36 • the merchant magazine • N
ovember 2026
building-products.com
THE POSSIBILITIES KEEP GROWING:
REDWOOD Nature’s majestic pillars. dwood iis so on ne o off tth he s sttrongest a an nd ffa as t e s t g grrowing s so oftwood spe spec cies. It thrives in Re Red some of the most productive timberlands in the world. Redwood is known for its timeless durability without the use of chemicals. Due to its flawless formation, there has never been a Redwood recall. There is a grade of Redwood for every application, every budget, and every customer.
“Growing beyond measure.” Call or visit us today. Our family of Redwood timberland owners will continue to be your reputable and reliable source of Redwood.
Call us at 707.894.4241 Visit us at buyRedwood.com
SPI OPEN HOUSE SIERRA-PACIFIC INDUSTRIES hosted its annual open house Sept. 25 in Anderson, Ca. [1] Principals Red Emmerson and Mark Emmerson welcome another packed crowd. [2] Jeff Linden, Brandon Marr. [3] John Morrison, Roy McCutcheon, Chase Morrison. [4] Alex Cousins, Hannah Fornaciari. [5] Steve Westfall, Daniel Good, Jodi Cagnina. [6] Pete Austin, Jeff Keller. [7] CJ Blanc, Molly Cossuto, Bob Crews. [8] Rex Klopfer, Jesse Jackson, Steve Mitchell. [9] Terence Jalbert, Tim Stovall, Aaron Sulzer. [10] David Walsh, Olena Pundik. [11] Eric Pitner, Ian Baugh, Mario Martinez. [12] Chris Karbinus, Vince Vierra, Jay Bishop. [13] Ben Sluder, Dan Carlin. [14] Scott Lewis, Dale Halsey, James Danielson, Zach Halsey. [15] Aiman Dhudwal. [16] Terry Rasmussen, Leslie Southwick, Kelly Brown. (More photos on next page)
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SPI CONTINGENT (continued from previous page): [17] Deanna Delcarlo, Courtney Grisel, Darrin Moorcroft, Brian Coyle, Drew Peterson, Jaquelin Early. [18] Matthew Layman, Cameron Payne. [19] Greg Simpson, Jerry Kelley, Steve Carey. [20] Ron Rorison, Lindsay Sain, Darren Duchi, Rian Yount, Tyler Dolak. [21] Christian Adams, Mike Lind. [22] Todd Vaudt, Alex Cousins, Randy Jenkins. [23] Rolando Barragan, Jesus Sanchez. [24] Dan Steadman, Avery Joensuu, Michael Johnson. [25] Erik Wilson. [26] Troi Shilts, Jeremy Davis. [27] Clint Krueger, Carrie Boothy. [28] Team Capital Lumber. [29] Lori Ray, Jesse Wolf, Maui Marinez, Eileen Solis.
November 2026
• the merchant magazine • 39
SPI OPEN HOUSE Photos by The Merchant Magazine
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12 SOUTHERN CALIFORNIA Hoo-Hoo Club 117 pulled out all the stops for another sold-out Don Gregson Memorial Golf Tournament Sept. 25 at Black Gold Golf Course, Yorba Linda, Ca., raising funds for the Wounded Warrior Project, Homes for Our Troops, and City of Hope. [1] Tournament organizers Byron Grabinger, Joey Madrigal. [2] Joe Hamon, David Frick. [3] Jose Cortez, Carlos Garcia, Orville Cote, Owen Nostrand. [4] Josh Hattendorf, Adrian Diaz, Kelvin Chew, Ryan Chapman, Klay Murillo. [5] Paul Glaviana, Kevin Ulibarri. [6] Scott Middaugh, Will Lone, Luciano Ponce. [7] Scott Fisher, Kevin Kimber, Mike Rouse, Alan Arbiso. [8] Al Vandenter, Dan Bohannon, Eric Book, Dave Bohannon. [9] Jacklyn & Jeff Norihiro, Danny Sosa, Bryan Schuyler. [10] Jerry Arriaga, Louie Mendez. [11] Jose Garcia, Gabriel Gamez. [12] Ryan Lauterborn, Dan May, Larry Christensen, Gavin Morris. [13] Josh Lamb, Timothy Paez, Dustin Lund, Kaleb Kurt.
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144 GREGSON GOLFERS (continued): [14] Tracey & Jim Gaither, Byron Grabinger, Lee Belanger. [15] Josh Myers, Jake Schauer. [16] Erik Matute, Matt Fink. [17] Al Holer, Michael Whitlock, David Wright, Todd Gleason. [18] David Wiest Jr., David Wiest Sr., Blake Ashdown, Rob Ashdown. [19] Saul Nunez, Derrik Raines. [20] Abel Quintana, Aaron Eckermann. [21] Lam Vu, Deonn DeFord. [22] James Paul, Michael Pyle. [23] building-products.com
Mike Robinson, Rob Wilson, Efrain Barraientos, Erix Quinteros. [24] Craig Anderson, Brian Martin, Kyle Anderson, Pedro Todaro. [25] Paul Reid, Roger Demshok, Jackie Vega, Ivan Diaz. [26] Andrew Montano, David Label, James Bell, Nick Mascaro. [27] Greg Nash, Jonathan Guthman, Steve King, Joey Madrigal, Matt Latendres, Cathy Escalera, Cristine Cisneros. [28] Carlos Basulto, Blake Carter, Troy Loggins. November 2026
• the merchant magazine • 41
CLASS ACT: The LMC Leadership Summit provided both classroom sessions with a full slate of powerful presenters, as well as opportunities to network and learn in the field.
STAY SHARP: A sidetrip to Lawless Forge in Seattle, Wa., afforded Summit attendees not just the opportunity to try their hand at blacksmithing, but also reinforced lessons in adaptability, teamwork and continuous learning.
LMC LEADERSHIP SUMMIT REVISITS ITS BEGINNINGS IN SEATTLE THIS YEAR marked a special milestone for LMC’s Leadership Summit as the program returned to Seattle, Wa., the city where it all began, to celebrate its 10th anniversary. Over the past decade, the event has become one of LMC’s premier educational offerings, preparing emerging leaders to drive growth, navigate change, and carry forward the legacy of independent lumber and building material businesses. By combining world-class education, peer networking, and practical leadership development, the program continues to equip the next generation with the skills and confidence needed to lead their organizations into the future. The Leadership Summit brought together rising leaders from across the LMC network for a week of learning, collaboration, and connection. Throughout the program, attendees explored how strong leadership serves as the foundation for long-term success, while gaining valuable insights they can apply within their businesses and communities. This year’s event began with a new prelude: the Succession Preparedness Course. Led by founder, consultant and coach Natalie McVeigh, the course was designed specifically for individuals preparing to step into ownership roles. Participants gained practical insights into succession and estate planning, while exploring the personal and emotional aspects of leadership transition. Whether actively navigating a transition or planning for the future, attendees left with a roadmap and tools to support long-term business continuity and success. “The goal of this course was to help the next generation start thinking differently about leadership, succes-
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sion, and the future of their business,” said Sean Tighe, LMC’s senior vice president of purchasing. “To me, the greatest measure of success was that attendees left with important conversations to continue at home and within their businesses.” Attendees got an immediate taste of Seattle at the welcome reception, which brought the city’s iconic Pike Place Fish Market experience directly to the Summit. Known for its famous fish toss, the market’s signature activity quickly became a crowd favorite. Beyond the entertainment, the experience reinforced key leadership themes. Pike Place Fish Market demonstrated how attitude shifts, empowered decision-making, creativity and engaged teams can contribute to lasting success. The Learning Journey began with an energetic session led by Kaiser Yang, CEO and co-founder of Platypus Labs. Yang explored what it means to be an innovative leader and challenged the group to apply those lessons to a real, non-confidential business challenge. Through the exercise, they learned how to build a culture of innovation, prepare for competitors to disrupt the status quo, and use creative thinking to drive growth within their own businesses. Building on themes from Yang’s session, attendees headed to Boeing’s Everett Factory for a behind-thescenes tour of what Boeing describes as the world’s largest factory and the 777/777X assembly line. Boeing, leaders in aviation and innovation, offer services with safety, design, and efficiency at the forefront. The experience provided a firsthand look at their operations at scale, while demonstrating their management and building-products.com
strategies that translated to the LBM industry. The second day continued the momentum with Zach Mercurio, Ph.D., author, speaker, and facilitator. Mercurio’s interactive workshop on purposeful leadership, meaningful work, and creating cultures where people feel valued rang true with attendees. His message resonated with LMC members, speaking directly to the strengths of independent and family-owned businesses and how leaders can preserve and strengthen the cultures that have supported generations of success. Lunch was a highlight of the agenda, giving attendees a unique opportunity to engage with Costco and learn from one of the world’s most successful warehouse retail organizations. Participants heard firsthand about Costco’s remarkable growth journey and gained insights into key areas such as leadership development, employee retention, company culture, operational excellence, warehouse strategy, technology, innovation and customer loyalty through its membership model. While classroom sessions kept leaders’ minds sharp, an afternoon at Lawless Forge gave them the chance to try their hand at blacksmithing. As they worked with hammers, anvils, and a forge, participants developed new skills while embracing an unfamiliar craft. The experience reinforced lessons in adaptability, teamwork, and continuous learning that apply just as readily in lumber yards, kitchen and bath showrooms, and other areas of the business. The event concluded on a sweet note with a visit to Chateau Ste. Michelle, Washington’s first premium winery. Chateau Ste. Michelle offered attendees both a unique educational experience and an opportunity to connect with fellow dealers. For LMC’s independently owned businesses, Chateau Ste. Michelle’s return to local ownership in 2025 after 50 years stood out as a powerful example of a theme that carried throughout the Summit. Eric Ciraulo, chief operating officer at Mitchell Lumber Co., remarked, “The LMC Leadership Summit was an outstanding experience and incredibly well put together. The speakers provided meaningful leadership takeaways that I can bring back and apply within our company, and the experiences outside of the conference were just as valuable. Spending several hours at Boeing learning about their approach to innovation, safety, and lean operations gave me a lot to think about and take back to our own organization. I came away from the Summit energized, with new ideas, stronger relationships, and practical takeaways that I can put into action.” “The Leadership Summit continues to be one of LMC’s most impactful opportunities to bring together the next generation of leaders in our industry. Celebrating our 10th anniversary in Seattle, where the Summit began, made the experience even more meaningful,” said Paul Thorne, LMC’s VP of business development. “The engagement, energy and willingness of our attendees to learn from one another reinforced exactly why we created this program. We are incredibly proud of what the Summit has become and excited about the future of leadership within the LMC network.” By investing in the growth of future leaders, LMC helps strengthen both individual businesses and the coop model for years to come. MM building-products.com
HARDWARE EXPRESS HEATS UP IN ORLANDO There are few industry events as efficient as LMC’s Hardware Express. In just four hours, LMC’s Hardware Department and more than 50 supplier partners connected with LMC members, delivering exclusive buying deals and valuable opportunities tailored to hardware professionals. Held Sept. 23 in Orlando, Fl., The Hardware Express maximized its four-hour format with exclusive, show-only specials that attract dealers and create meaningful connections. Acting as consultants and facilitators, LMC’s Hardware team strengthens relationships between dealers and suppliers. Adding to the event’s appeal, a longtime event staple, LMC Bonus Bucks further enhanced dealers’ buying power and overall savings. Dealers also benefited from special dating opportunities, conversion incentives, and exclusive show-only hot buys. Every attendee was a winner, as participation in the Hardware Express automatically entered dealers into grand prize giveaways from World Travel, REI, and Ticketmaster. The Hardware Express proves how deals, connections, and opportunities come together. Christie Brown, VP of purchasing at Service Building Supply, Sanford, N.C., said, "I utilize this show to maximize coverage on margin items and cover some expense needs to get our yards into Q1. Vendors are prepared to connect with me, and I still have time to get the orders sent in before we leave the floor. With the quick timeline and in-person show specials it is an easy decision to make this trip." “The Hardware Express delivers a level of dealer value that is difficult to replicate. The event not only provides exclusive promotions and buying opportunities available only to those in attendance, but it also brings our industry-leading supplier partners together in one room, creating an environment for meaningful business discussions and relationship building,” said Jeremy Neill, Director of Hardware. “For many dealers, the opportunities uncovered at Hardware Express create value and business growth that extend far beyond the event itself.” The Hardware Express proves that a fast-paced format can deliver business and interpersonal results when backed by the strong relationships that define the LMC network. LMC is a leading and longest-standing forest products and building materials buying group, proudly serving 1,900 independent lumber and building material locations since 1935. In addition to its core dealer base, it has long supported component manufacturers and have expanded to serve millwork shops, gypsum specialists, commercial packaging companies, and post-frame building manufacturers, and most recently adding modular manufacturers.
November 2026
• the merchant magazine • 43
KEYNOTE SPEAKER David Mead presents on AI-driven leadership during DMSi’s PC26 conference. (All photos by McKenzi Lamb and Casie Schlueter)
50 YEARS STRONG
HIGHLIGHTS FROM DMSI’S PARTNERCONNECT26 CONFERENCE DMSI’S PARTNERCONNECT26 (PC26) customer conference was a milestone celebration. Held every two years, this signature event brought together customers for training, connection and a special toast to DMSi’s 50th anniversary. This year’s conference drew nearly 500 attendees, including 195 first-time guests. From Sept. 14–17, DMSi customers and vendors from across North America gathered in Omaha, Ne., to sharpen their skills, trade ideas, and mark five decades of DMSi’s partnership with the building materials industry.
50 Years of Building Together 2026 marks 50 years since DMSi was founded, and PC26 gave the company a chance to celebrate that
TIMELINE of all DMSi customers was displayed during the event at the Joslyn Art Museum in Omaha, Ne.
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milestone alongside the customers who made it possible. A dedicated golden anniversary celebration at the Joslyn Art Museum brought attendees together with DMSi’s team, including chairman Jim Hassenstab and executive chairman Cal German, to reflect on five decades of growth and look ahead to what’s next. Hassenstab and German bought the company in 1986 and made the decision to focus the business on the building materials industry. Among the displays at the museum was a timeline of all DMSi customers since 1976, honoring all the businesses who have trusted DMSi throughout the years. Henry German, chief revenue officer and a secondgeneration owner of the company, spoke to what the milestone means for the DMSi team and its customers
CRO/OWNER Henry German toasts to the next 50 years at DMSi’s anniversary celebration.
building-products.com
alike: “Fifty years in this industry isn’t something we take lightly. It’s a reflection of the relationships we’ve built and the trust our customers have placed in us, generation after generation. Celebrating this milestone with the people who’ve been part of that journey made PC26 something truly special.” Cal German added, “I am extremely blessed to have been on the DMSi ride from infancy to today’s position as the world’s leading ERP for building product suppliers. Every customer, vendor, and team member of the past 50 years contributed to our story. I couldn’t be more thankful for our partners on this journey, or more proud of the services and solutions we’ve been able to build and deliver together.”
ATTENDEES GATHER at the Joslyn Art Museum for the 50th anniversary celebration.
Training Built Around Real Business Needs PC26 offered 80+ classes covering DMSi’s suite of Agility products, with sessions spanning sales, purchasing, inventory, accounting, and more. Hands-on workshops, roundtable discussions, and focused tracks gave attendees a learning experience tailored to their roles and priorities. This year’s agenda introduced new class formats designed to help customers apply what they’ve learned in real time. An interactive tabletop exercise, led by the DMSi Information Security team, walked attendees through a business disruption scenario in which customers could test their own response processes. The Agility Insider Panel brought together five experienced System Managers for discussion and Q&A. Customers learned from each other with questions about everything from onboarding to multibranch operations. In the Agility Lab, customers got early access to features and products in development, with direct opportunities to share their feedback with the DMSi team. Whether attendees came to sharpen existing skills or explore new capabilities, PC26 delivered value across the board.
Connection at the Core Networking has always been a cornerstone of PartnerConnect, and PC26 was no exception. Attendees connected with DMSi’s customer service and development team members, building relationships that carry forward long after the conference ends. building-products.com
CUSTOMER CONNECT connect with their DMSi implementation team at PC26.
This year’s networking events included an opportunity for customers to mingle with vendor partners. DMSi was grateful to have several vendor partners in attendance and presenting their own solutions during classes, sharing how customers can expand their DMSi solutions with offerings for payment processing, financial reporting, data visualization, and more.
Leadership Looks Ahead The conference’s general sessions gave DMSi’s leadership a platform to share what’s next—from the Agility product roadmap to DMSi’s own AI roadmap, offering a look at how AI will shape the tools they use every day. Keynote speaker David Mead delivered a presentation on AI for business
leaders. He demonstrated with a customer how to use a prompt framework for a back-and-forth exchange, engaging with AI as a thought partner. Josh Weiss, CEO of DMSi, noted, “PartnerConnect has always been about putting our customers first. Celebrating 50 years alongside them made this event even more meaningful. This milestone is about how far we’ve come and the renewed commitment to keep listening, keep innovating, and keep earning the trust our customers place in us for the next 50 years and beyond.” As PC26 wrapped up, attendees left already looking forward to the next gathering in 2028—and to the next chapter of their partnership with DMSi. MM November 2026
• the merchant magazine • 45
NHLA STRIKES A CHORD IN CLEVELAND
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11 NHLA ANNUAL included [1] a reception at the Rock & Roll Hall of Fame. [2] Adam Duplisea, Jeremy Pitts, Thom Tardiff, Trent Yoder. [3] Kim Vollinger, Kelly Johnson, Deb Johnson. [4] Frances Cooper, Isabelle St-Pierre, Joelle St-Pierre. [5] Fred Cote, Michael Creger. [6] Philippe LeBlanc, Marcelle Villeneuve. [7] Max Holman, Ryan Filek. [8] Eugen Kamerzel. [9] Jeffrey Bumgarner. [10] Shubhendu Tripathi, Nofar Assis. [11] Titta Pervis, Laura Elk. [12] Tim Fatta, Kelly Bartz. [13] Mark Bear, Vicky Simms, Claus Staalner.
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THE NATIONAL HARDWOOD Lumber Association hit all the right notes during its recent annual convention in Cleveland, Oh., offering hardwood professionals three days of networking, education and industry discussion. Educational sessions examined opportunities to cut operating costs through wood energy and the outlook for global markets and American hardwood. The day concluded with the Better Together Reception at Cleveland’s Rock & Roll Hall of Fame.
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The final day featured the General Session, another full day of exhibits and networking, Rules Change Open Forum, a panel on thermal modification, and a hardwood market outlook from Hardwood Review’s Dan Meyer. Throughout the event, attendees had opportunities to connect with hardwood producers, distributors, manufacturers, suppliers and other industry professionals while discussing the current challenges and opportunities facing the hardwood sector. MM building-products.com
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------------| IN MEMORIAM Charles “Chuck” Bodine, 81, former operator of Boker Lumber & Hardware, Durango, Co., passed away on Sept. 10. After serving with the U.S. Marine Corps in Vietnam, Chuck worked for his father, Jim Bodine, in construction. In 1975, the family purchased the Herb Williams Lumber Co. and changed the name to Boker Lumber & Hardware, operating the business for 40 years. Robert “Bob” Ragon, 80, longtime head of the Douglas Timber Operators, died of cancer on Oct. 7. While attending Oregon State University, he worked for the U.S. Forest Service on summers and weekends.
He graduated in 1965 with a degree in forest management, then joined the Forest Service in Shelton, Wa., full time laying out and cruising timber sales. Two years later, he was promoted to head of the pre-sale crew, and in late 1970 promoted again to operations manager in Oakridge, Or. Two years later, Bob moved to Hines Lumber Co., Burns, Or., as an assistant timber manager and soon after became assistant to the senior vice president of Hines’ western mills. In 1976, he joined Sun Studs/Lone Rock Timber, Roseburg, Or., rising to executive VP. He left in 2001 to become executive director of the Douglas Timber Operators, serving for 19 years. Bob also served on multiple boards
WHICH BUILDING PRODUCTS ARE TURNING HEADS AT HOME DEPOT? Home Depot announced the winners of its 2026 Innovation Awards, recognizing products and suppliers that address the industry’s biggest challenges: improving jobsite efficiency and simplifying installation. The awards were presented during the retailer’s annual supplier partnership meeting and highlighted products across a range of building-material categories. Claiming top honors was Hampton Bay/Glacier Bay’s Ready-to-Assemble Cabinets with ClickReady Technology. First runner-up honors went to the Even Embers Santa Maria Grill, while second runner-up recognition was awarded to USG UltraLight Tough Gypsum Sheetrock Panels.
1. Publication Title
Home Depot also honored several finalists for their dedication to innovation, including Deckorators Surestone Summit Grooved Edge Composite Deck Board, Clopay Avante Garage Door, Lifeproof Polished Tile Look Vinyl Planks, Hampton Bay Lauder and Rosemont Solar Path Light, Milwaukee M12 Fuel Ratchets, HDX & Husky Totes, Diablo Wood Demon Circular Saw Blade, and DeWalt Atomic Compact Grinders. In addition, Home Depot recognized outstanding supplier Partners of the Year in each merchandising category, including Quikrete (Building Materials), Milwaukee (Hardware), Trex (Lumber), Steves & Sons (Millwork), and TTI (Power Tools).
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50 YEARS OF FUNNY BUSINESS Regarding the last notice under “Movers and Shakers” in your August publication: I am fairly certain your team missed Drew P Eyelids. Fictitious? And he works the graveyard shift for Hugh Mungus (?) and Freddy Fungus (??). Your team missed this one when they vetted the submissions. Rob Spies – Rob, thanks for the heads up! We shall alert the folks at MungusFungus Forest Products that they had better not try any more funny business. Since 1977, we’ve been publishing their personnel changes as the last item in every issue’s “Movers & Shakers” column. We promise to exercise greater vigilance going forward and have recently hired a fulltime fact-checker, Vera Fye. – The Editors
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------------| TALK BACK
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and as vice president of southern Oregon log scalers board. He was the second recipient of the highest award of the Douglas Timber Operators Tough Tree Award in 1990 and received the Roseburg Chamber of Commerce First Citizen Award in 2009. In 2013, his family tree farm was awarded Douglas County Tree Farm of the Year and the following year he was runner-up for Oregon tree farm of the year. Bob was working up to the last week of his life for Ragon & Sons Consulting and the Cow Creek Tribe.
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4439
4859
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98.5%
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building-products.com
------------| ADVERTISERS INDEX
------------| DATE BOOK
PAGE
Cover II
Arxada www.wolmanizedwood.com
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Atlantic Forest Products www.atlanticforest.com
15
Atlantis Rail Systems www.atlantisrail.com
22
Capital www.capital-lumber.com
Cover III
Digger Specialties www.diggerspecialties.com
Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Western Building Material Association – Nov. 3, “A Day in the Life of a Yard Manager” workshop; Nov. 4-5, estimating workshop, Seattle, Wa.; www.wbma.org. Los Angeles Build Expo – Nov. 4-5, Los Angeles Convention Center, Los Angeles, Ca.; www.buildexpousa.com. North American Wholesale Lumber Assn. – Nov. 4-6, annual Traders Market, Anaheim Convention Center, Anaheim, Ca.; www.nawla.org. Montana Forest Collaboration Network – Nov. 5-6, annual workshop, Hilton Garden Inn, Missoula, Mt.; www.nrfirescience.org. Mountain States Lumber & Building Material Dealers Assn. – Nov. 6, annual Brewfest, Mile High Station, Denver, Co.; www.mslbmda.org. West Coast LBMA – Nov. 6, Northern California clay shoot, Birds Landing Hunting Preserve, Birds Landing, Ca.; www.lumberassociation.org.
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Doman Building Materials www.domanbm.com
LBM Advantage – Nov. 9-11, fall planning conference, Encore Boston Harbor, Boston, Ma.; www.lbmadvantage.com.
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Highland Lumber Sales www.highlandlumber.com
Advancing Mass Timber & Bio-Based Construction Materials 2026 – Nov. 10–12, Sheraton Denver Downtown, Denver, Co.; www. advancing-mass-timber.com.
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Huff Lumber Co. www.hufflumber.com
Hardlines Distribution Alliance – Nov. 10-12, executive planning conference, The Westin La Paloma Resort & Spa, Tucson, Az.; www. hdaworks.com.
Cover IV
Humboldt Sawmill www.mendoco.com
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KopCoat www.kopcoat.com
Cover I, 21
Maximo Wood www.maximowood.com
3
Midwest Fastener Corp. www.fastenerconnection.com
ou’ll pay no more, but get extra. We guarantee it. 47
Red Book Lumber Data www.redbooklumberdata.com
9, 37
Redwood Empire www.buyredwood.com
7
23 FirePro® Fire Retardant Treated Wood
Reliable Wholesale Lumber www.rwli.net Rosboro www.rosboro.com Advance Guard® Borate Pressure Treated Wood
Satisfaction 35 in All We Do.
Royal Pacific Industries
3-434-5450 • FAX: 888-TSO-WOOD (888-876-9663) 3-556-1297 • Fax: 503-556-1709
d wood products are produced by independently owned and operated wood treating facilities. Hi-bor®, FirePro ® and Advance Guard® are registered trademarks of Koppers Performance Chemicals Inc. ©1/2019
29
Swanson Group Sales Co. 1/21/19 5:53 PM www.swansongroup.biz
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Western Woods, Inc. www.westernwoodsinc.com
25
building-products.com
Weyerhaeuser Co. www.weyerhaeuser.com
Golden State Lumber + Showroom – Nov. 12, industry mixer, Sacramento, Ca.; www.goldenstatelumber.com. Sacramento Hoo-Hoo Club – Nov. 13, holiday dinner, Bennett’s Westside Grill, Roseville, Ca.; www.hoohoo109.org. Grand Junction Home Show – Nov. 13-15, Grand Junction Convention Center, Grand Junction, Co.; www.grandjunctionhomeshow.com. The Springs Home Show – Nov. 13-15, Norris Penrose Event Center, Colorado Springs, Co.; www.thespringhomeshow.com. ECI Software Solutions – Nov. 16-18, ECI Connect 2026 conference, Cosmopolitan, Las Vegas, Nv.; www.ecisolutions.com. Deck Expo/Pool Spa Patio Expo – Nov. 17-19, Ernest N. Morial Convention Center, New Orleans, La.; www.poolspapatio.com. Black Bart Hoo-Hoo Club – Nov. 18, annual concat, Windsor, Ca.; www. hoohoo181.org. Portland Wholesale Lumber Association – Dec. 4, Christmas luncheon, Portland, Or.; www.portlandwholesalelumberassociation.org. Los Angeles Hardwood Lumberman’s Club – Dec. 5, Christmas dinner, Five Crowns, Corona del Mar, Ca.; www.lahlc.net. Carbon Friendly Forestry Conference – Dec. 7,, sponsored by Washington Conservation Action, Cedarbrook Lodge, Seattle, Wa.; www.waconservationaction.org. Western Building Material Association – Dec. 8-9, annual conference, DoubleTree Suites, Seattle, Wa.; www.wbma.org. Phoenix Build Expo – Dec. 9–10, Phoenix Convention Center, Phoenix, Az.; www.buildexpousa.com. Mass Timber Seasonal Shindig – Dec. 10, sponsored by Woodworks and Oregon Mass Timber Association, OSU Portland Center, Portland, Or.; www.woodworks.org.
Welcome Aboard! The Merchant Magazine welcomes a new advertiser:
Maximo Wood, from GMX Group, providers of highperformance, thermally modified wood products. Keep them in mind when you’re looking for such products!
November 2026
• the merchant magazine • 49
------------| FLASHBACK
35 YEARS AGO THIS MONTH
FLASHBACK:
UPSCALE EXPERIMENT BY THE EARLY 1990s, Home Depot felt that it had the low-cost warehouse format down to a science. It was time to tinker, to try to broaden its appeal to higher-end, higher-margin homeowners and interior designers. Thirty-five years ago, The Merchant Magazine reported on the opening of the first EXPO Design Center in Kearny Mesa (San Diego), Ca. The 105,000-sq. ft. test lab featured 30,000 sq. ft. of designer showrooms providing customers with design ideas, personal consultation from certified designers, a picture framing center, full-service interior landscaping and flower shop, customized countertop fabrication, and an expanded selection of merchandise—though no basic building materials. Each of the 150 Expo employees specialized in a different area of home improvement and design, including kitchens, baths, flooring, lighting and appliances. The concept expanded rapidly during the late 1990s and early 2000s, with stores opening in major metropolitan markets across the country. However, sales never consistently met expectations, and growth slowed as Home Depot struggled to attract enough customers to support the large-format showrooms. During the
The cover of our November 1991 issue spotlighted Desert Dry Redwood from Louisiana-Pacific.
housing downturn and Great Recession, Home Depot decided to refocus on its core business and closed all 34 remaining EXPO Design Centers in 2009. In other news from November of 1991: • Trus Joist Corp. and MacMillan Bloedel’s Engineered Wood Products Group unveiled plans for a new joint venture, Trus Joist MacMillan, headquartered in Boise, Id., and operating 15 manufacturing plants throughout North America. Nine years later, Weyerhaeuser would purchase the company. It retains the Trus Joist residential line to this day, but parted with the commercial division in 2009. It became RedBuilt, which was acquired by Hampton Lumber, Portland, Or., in 2024. • J. H. Baxter & Co., San Mateo, Ca., signed on to be the first western treater using the new ACQ preservative from Charlotte, N.C.-based Chemical Specialties, Inc. (today known as Viance). ACQ had recently been registered with the Environmental Protection Agency and accepted by the American Wood Preserver’s Association following nine years of development. It would be another 10+ years before ACQ took the industry by storm after the EPA announced that chemical manufacturers voluntarily agreed to phase out CCA for use in residential applications. • Lee Roy Jordan Redwood Lumber Co., Dallas, Tx., held an open house at its new branch in Houston. Owner Lee Roy Jordan, the Dallas Cowboys football legend, was on hand to welcome customers to the new 9-acre facility, which had previously operated from Austin, Tx.
HOME DEPOT’S EXPO Design Center was all about experimentation, but was one that would not last.
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• High-profile warehouse home-improvement chain Builders Express filed for protection under Chapter 11 bankruptcy. It operated stores in San Antonio and Longview, Tx.; Clarksville, Tn.; and Topeka, Ks. MM building-products.com
Transforming the Outdoor Living Experience®
Celebrating the 2026 Photo Contest Winners! Congratulations to the winners of the 2026 Digger Specialties Photo Contest! From standout railing designs to
creative columns and wraps, these winning projects showcase the possibilities of DSI products in outdoor living spaces. We are proud to celebrate the craftsmanship and creativity behind each project and there is plenty more inspiration to see. Scan the QR code to explore all the winning entries and see the projects that caught our attention this year.
DIGGER SPECIALTIES
2026 PHOTO
CONTEST
WINNER
Karcy Lawson of O’Keefe Built Westbury® Tuscany Railing
Best Overall
DIGGER SPECIALTIES
DIGGER SPECIALTIES
2026 PHOTO
2026 PHOTO
CATEGORY WINNER
CATEGORY WINNER
RAILING
COLUMNS & WRAPS
CONTEST
CONTEST
Aden Weaver of Backyard Construction Westbury® VertiCable Railing
Scan the QR Code
to Explore the other Winning Entries and get inspired by the amazing transformations.
Amy McConnell of Evergreen General Contracting Westbury® Wraps
52 • the merchant magazine • N
ovember 2026
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