Merchant Magazine Jan 2026

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THE VOICE OF LUMBER MERCHANTS AND BUILDING MATERIAL DEALERS & DISTRIBUTORS IN THE WEST — SINCE 1922

AN INSIDER’S GUIDE TO SELLING MORE SIDING & TRIM • ROOFING • GYPSUM BOARD • WESTERN WOODS

Sage System

January 2026

Essentials

Strong, stylish and easy to install.

Mission Collection

Avant Collection

© 2026 Simpson Strong-Tie Company Inc. M-C-OAFAM25-D3

Backyard projects are easy with Outdoor Accents decorative hardware. Made from ZMAX -galvanized steel with a black powder-coat finish, it’s ideal for pergolas, pavilions, decks and fences. The Mission Collection adds Southwestern charm with arched profiles, while the Avant Collection™ has chamfered corners for a modern look. The Sage System™ features modular connectors to make DIY pergolas simple. Outdoor Accents Essentials include joist hangers, stair stringers, angles, post bases and hurricane ties. Complete your selection with Outdoor Accents Accessories that complement each style. ®

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Explore decorative hardware at go.strongtie.com/outdooraccents or call (800) 999-5099.

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The Merchant Magazine (ISSN 7399723) (USPS 796-560) is published monthly at 151 Kalmus Dr., Ste. J3, Costa Mesa, CA 92626 by 526 Media Group, Inc. Periodicals Postage paid at Santa Ana, CA, and additional post offices. It is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states. Copyright®2026 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. We reserve the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles are intended for informational purposes only and should not be construed as legal, financial or business management advice, nor an endorsement of any company, product, service or individual referenced.

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Volume 105 • Number 1

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anuary 2026

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------------| CONTENTS

January 2026

STAY CONNECTED ON SOCIALS:

VOL. 105 • NO. 1 |------------

@BPDMERCH

10

14

FEATURES

DEPARTMENTS

10 12 14 16 18 34

08 ACROSS THE BOARD

FEATURE STORY Fire tests confirm not all FRTW treatments are equal

MARGIN BUILDERS An insider’s guide to selling more siding and trim

PRODUCT SPOTLIGHT

20 OLSEN ON SALES 22 TRANSFORMING TEAMS

Sizing up the primary types of metal roofing

26 SELLING WITH KAHLE

MARGIN BUILDERS

30 MOVERS & SHAKERS

Selling gypsum boards—they’re more than a line item

INDUSTRY TRENDS

42 NEW PRODUCTS

The technology shift that lumber companies cannot afford to ignore

48 IN MEMORIAM

SPECIAL FOCUS: WESTERN WOODS

49 DATE BOOK

Western Wood Products Association delves into the hottest trends in western lumber, including mass timber, Prop 65, and framing spans.

49 ADVERTISERS INDEX 50 FLASHBACK

THE VOICE OF LUMBER MERCHANTS AND BUILDING MATERIAL DEALERS & DISTRIBUTORS IN THE WEST — SINCE 1922

AN INSIDER’S GUIDE TO SELLING MORE SIDING & TRIM • ROOFING • GYPSUM BOARD • WESTERN WOODS

Sage System

January 2026

Essentials

Strong, stylish and easy to install.

Mission Collection

Avant Collection

CHECK OUT THE © 2026 Simpson Strong-Tie Company Inc. M-C-OAFAM25-D3

Backyard projects are easy with Outdoor Accents decorative hardware. Made from ZMAX -galvanized steel with a black powder-coat finish, it’s ideal for pergolas, pavilions, decks and fences. The Mission Collection adds Southwestern charm with arched profiles, while the Avant Collection™ has chamfered corners for a modern look. The Sage System™ features modular connectors to make DIY pergolas simple. Outdoor Accents Essentials include joist hangers, stair stringers, angles, post bases and hurricane ties. Complete your selection with Outdoor Accents Accessories that complement each style. ®

®

®

34

Explore decorative hardware at go.strongtie.com/outdooraccents or call (800) 999-5099.

DIGITAL EDITION

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THE OFFICIAL PUBLICATION OF

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PROUD SUPPORTERS OF

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------------| ACROSS THE BOARD

A FRESH START ------------ BY PATRICK ADAMS AH, THE START of a new year—full of excitement, hope and possibility. I’ve always liked a fresh start, whether it’s a new year, a new month, or even a Monday.

It feels like hitting the power cycle on your computer: clearing out all the hidden programs running in the background that slow things down, and letting the operating system work the way it was meant to.

But if I’m being honest, January 1 has never really felt any different to me than any other imaginary starting point I’ve set for myself. It’s just a day on the calendar, right? Why wait another 364 days to make a fresh start?

My point is this: every day is the right day—and the right opportunity—to pursue what you’re passionate about. We aren’t promised another year. And I can tell you from experience, that day comes without warning.

And so, I too have embarked on a fresh start. As some of you may know, for a long time the LBM industry was not the only industry we served. Years ago, I engineered what I believed was a thoughtful “master plan” for our organization—serving four distinct verticals under what we coined American Bedrock Industries. Much like LBM, these industries were critical to our nation’s infrastructure. Collectively, I believed they would hedge one another during challenging economic times while creating economies of scale when bundled together.

Over time, however, I learned a few important things.

First, the LBM industry is every bit as resilient as the people who serve it. Calling it “critical” to our nation is an understatement. Second, true excellence in this space makes economies of scale almost impossible—we have to be specialists, with teams fully dedicated to understanding and serving this industry. And lastly, and perhaps most importantly, I love the LBM industry. Whenever I travel, if the destination is an LBM event, I find myself genuinely excited—never dreading another business trip.

So, I finally conceded what had become clear: while the plan looked good on paper years ago, it no longer made sense. Over the past year, we’ve deliberately divested ourselves of anything outside the lumber and building

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materials vertical. At the same time, we’ve aggressively targeted growth within this space. As you know, we acquired Lumber Blue Book and launched Lumberman Coffee. We’re also actively exploring additional acquisitions to further broaden the LBM verticals we serve.

In parallel, we’ve leveraged what we learned in the defense industry—particularly in technology and AI—and are now in rapid development of Red Book Lumber Data: Lumber Price Reporting. Launching in Q1, this will be the most insightful and analytical lumber price reporting the industry has ever seen. It is in direct response to many of you—our friends—who asked us to step into this space.

There is much more to come.

And because of your overwhelming response to this column, we’re also launching the Across the Board Podcast. This won’t be another podcast where someone simply recites industry headlines. Instead, just like this column, it will feature everyone from industry greats to your average Joe—talking about what drives us, what unites us, and the many blessings in our lives. In a daily sea of bad news, this podcast will inspire, motivate and highlight what truly makes this industry great.

Now, I owe you an apology. This month’s column has turned into exactly what I hate—and what originally inspired me to do something different years ago. I hate when publishers turn their editorial space into an infomercial.

But here’s the truth: it’s you who brought me into this industry. You have served as friends and mentors. And you continue to inspire me to look for new ways to serve this incredible community. We have many exciting things ahead—not because the calendar flipped, but because every day truly can be a fresh start.

As always, I am humbled by your support and grateful for the opportunity to serve this great industry. I hope this new year brings many fresh starts for all of you.

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

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------------| FEATURE STORY

A STEINER TUNNEL device used to conduct fire tests such as ASTM E2768. In this test protocol, a test sample is exposed to continuous flame for a 30-minute duration. To achieve the result required for structural fire-retardant wood, the flame must not progress beyond 10.5 ft. at any point during the test. (Photo courtesy WWPI)

FIRE TESTS CONFIRM NOT ALL FRTW TREATMENTS ARE EQUAL ------------ BY TIMM LOCKE WITH THE GROWING threat of wildfires fueling increased demand for fire-retardant treated wood, some manufacturers are offering unproven lower-cost alternatives to help meet that demand, often making misleading claims to promote them. But recent testing shows it’s easy to get burned when those claims don’t stand up to scrutiny.

The testing program, commissioned by Western Wood Preservers Institute with support from the Southern Forest Products Association, involved testing lumber and plywood treated with six different fire-retardant formulations—three pressure applied and three non-pressure applied. The tests were conducted at an independent laboratory in accordance with ASTM E2768-11 (reapproved 2018), the protocol specified in the International Building Code (IBC) and other fire safety codes for proving performance of fire-retardant-treated wood products as defined in Section 2303.2 of the IBC. Results from the testing showed when it comes to meeting rigorous codes-specified fire testing require-

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ments, wood products treated with non-pressure-applied fire retardants are unreliable at best. In all 10 tests of pressure-treated FRTW, the products met the objective of the ASTM E2768—the flame front did not progress beyond 10.5 ft. at any point during the 30-minute test. But 19 of the 21 products treated with non-pressure applied fire retardants were unable to reach the 30-minute mark without the flame front progressing beyond 10.5 ft.

For the two non-pressure applied wood tests that went the full duration, it is surmised the test samples’ substrate, Select Structural Douglas fir lumber, may have contributed to the positive test results. An untreated sample of the same substrate was tested and lasted 27.3 minutes, more than 90% of the test’s 30-minute duration, before the flame front moved beyond 10.5 ft.

In Section 2303.2, the IBC defines fire-retardant-treated wood as having been “impregnated with chemicals by a pressure process or other means.” It identifies specific testing protocols—ASTM E2768, an extended version of UL723 or ASTM E84—that must be used to assess its building-products.com

effectiveness in resisting fire. The code states, “The use of paints, coating, stains or other surface treatments is not an approved method of protection as required in this section.”

The fire protection provisions in Section 2303.2 of the IBC are intended to ensure in the event of a fire building occupants have ample time to escape and fire fighters have a chance to enter the building safely to douse the

DESPITE CLAIMS TO THE CONTRARY, FIRE TESTING REVEALED CLEAR PERFORMANCE DIFFERENCES BETWEEN PRESSURE-TREATED FRTW PRODUCTS AND WOOD PRODUCTS TREATED WITH NON-PRESSURE APPLIED FIRE RETARDANTS. flames. Because of the obvious human safety factors involved, code requirements are rigorous and the language is specific. Products governed by this part of the codes are structural in nature; if those products fail prematurely, the building could collapse, trapping occupants and/or first responders inside.

The extended test duration specified in Section 2303.2 is the primary distinction between the code’s requirement for structural FRTW and its requirements for non-structural products such as interior finishes, addressed in Chapter 8 of the IBC. Interior finishes require ASTM E84’s 10-minute flame exposure.

“This testing program underscores the importance of the code language and performance testing requirements,” said Butch Bernhardt, executive director of Western Wood Preservers Institute. “Since fire-retardant-treated wood is used to build high-occupancy structures such as multi-story apartments, the stakes are too high to risk using potentially ineffective products based on questionable marketing claims.”

Non-pressure-applied fire retardant manufacturers have been known to use terms like “code-compliant,” “Class A rated” and “ASTM E84 tested” to promote their products as equivalent to pressure treated FRTW. However, none of those claims qualify the product for use as FRTW under Chapter 23 of the IBC. MM – Timm Locke is marketing director for the Western Wood Preservers Institute, which represents preserved wood treaters, preservative manufacturers and others serving the industry throughout western North America. For more than 75 years, WWPI has provided technical support and market outreach supporting the use of preserved wood in outdoor applications (www.wwpinstitute.org).

TESTING AIMS AS CAUTION AGAINST NEW FRTW CLAIMS According to WWPI’s Timm Locke, its recent FRTW testing was motivated by a recent proliferation of what it considers potentially misleading claims aimed at puffing up the true capabilities of non-pressure-applied treatments.

He cited one example in which the CEO of a division of CitroTech recently referred to his factoryapplied, non-pressure-impregnated FRTW as “the greatest advancement in wood-framed buildings since World War II.” Locke said the September press release went on “to do exactly the sort of thing that prompted us to do the testing we did: claiming to be accredited and ASTM-tested. The release says the product is backed

by ASTM E84 extended testing, but on their website under Testing and Accreditations they show a bunch of logos but there are no links to the actual documentation. I looked up the DrJ TER Report (2504101). It mostly does not reference Section 2303.2 of the IBC, the most important code reference for structural FRTW. The one mention it makes about 2303.2 is that solid DF lumber treated with (its solution) was able to meet the ASTM E2768 requirement. But when we did our testing on that grade and species of the substrate matter, we learned that coating products applied to Select Structural solid DF can meet the ASTM E2768 requirement, but the

building-products.com

same coating on 2&Btr DF cannot, nor could it meet the requirement when applied to DF plywood or SYP lumber or plywood.”

He points out how the product “seemed to hang its hat on being the only EPA Safer Choice-certified fire retardant. That certification has nothing to do with whether it is effective at retarding fire, but it’s easy to see how some might be misled by the statement.”

Coincidentally, the same morning that WWPI issued its findings, CitroTech announced that it had secured unnamed distribution in the West for its fire-rated dimensional lumber. The new press release included similar verbiage (“Class A, stamped with TER #2504-101 for code compliance,” “EPA Safer Choice-recognized”).

Locke says that although all claims may be technically true, the product still is not compliant with Section 2303.2 of the International Building Code, the section that addresses fire-retardant-treated wood used in structural applications.

CitroTech can be sprayed directly onto wood (including lumber, OSB, plywood, trusses and EWP) or dip-coated and wet stacked. Its active ingredients are highly water soluble, so are easily applied. Unlike other coatings, which are only effective until the surface coating is compromised, CitroTech reportedly soaks into the cellulosic fibers of the wood.

January 2026

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------------| MARGIN BUILDERS

PREMIUM COMPOSITE siding products, such as Ascend Composite Cladding from Alside, are a great top-of-the-line option as part of a good/better/best sales strategy.

AN INSIDER’S GUIDE TO SELLING MORE SIDING & TRIM AS EXTERIOR REMODELING remains one of the most profitable categories in home improvement retail, siding and trim continue to drive strong margins. However, many retailers still leave incremental revenue on the table. The reason is simple: selling siding and trim effectively requires a different approach than selling commodity building materials. It’s not just about stocking the right profiles or hitting price points. Success in this category hinges on helping customers visualize outcomes, reducing project complexity, and demonstrating credible product knowledge.

Whether your primary customers are homeowners, contractors, or prosumers, the retailers who win in siding and trim are those who pair deep product expertise with a consultative sales approach. Here are the top strategies that consistently boost close rates, average tickets, and lifetime customer value.

Lead with the Value Story, Not the Product Specs Homeowners don’t come in asking for a specific R-value or a particular composite formulation; they’re buying peace of mind, curb appeal, and greater home value. Sales associates who translate product features into real-world outcomes close significantly more sales.

Instead of explaining that a product “resists moisture,” say: “This product won’t swell or rot, so you won’t be replacing boards in five years.”

Instead of highlighting “fiber cement density,” say, “This gives you a higher-end look and the longest repaint cycle in the industry.”

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Shifting the conversation from specs to lived experience frames premium products as long-term investments rather than cost increases.

Use a Good/Better/Best Selling System Few categories benefit more from a tiered choice structure than siding and trim. A clear good/better/best offering simplifies the buying process and naturally encourages customers to trade up.

A typical structure might look like: Good: Standard vinyl siding with basic trim Better: Enhanced vinyl or engineered wood with decorative trim Best: Fiber cement or premium composite siding paired with a full architectural trim package This framework reduces decision fatigue, builds confidence, and keeps value-sensitive buyers engaged, while giving aspirational buyers a path to upgrade without pressure.

Sell Complete Exterior Solutions, Not Just SKUs One of the most consistent ways to grow margins is to shift from selling “materials” to selling systems. Siding and trim projects usually require complementary components, such as trim boards, fascia and soffits, flashing, housewrap, sheathing repair materials, fasteners, sealants, paint or stains.

Salespeople should be trained to ask: “Would you like me to create a complete materials list so you don’t have to make a second trip?” building-products.com

TRIMLOGIC Exterior Trim from AZEK is specifically engineered to outperform alternatives in resisting moisture, rot and insect damage.

FIBER CEMENT is among the sturdiest and easiest-to-maintain siding materials. (Photo by Allura USA)

This approach boosts the order size, increases project satisfaction, and reduces returns or mid-project emergencies.

Stock the Samples That Move the Sale Forward

Employ Visual Sales Tools In siding and trim, aesthetics drive the decision. Retailers that rely solely on small color chips or sample boards undersell the category. Retailers should invest in large-format display walls, before-and-after photos, installed profile examples, digital design tools or visualizers, print brochures, and curated palettes.

The more vividly customers can picture their home’s transformation, the faster the sale progresses—and the more likely they are to select premium finishes.

Train Associates on Installation Pain Points Contractors are loyal to retailers that understand their workflow. Salespeople who can speak intelligently about installation nuances build instant credibility.

Key training areas should include: • Which siding options install fastest • Weather and moisture considerations • Which trim profiles simplify window and door details • Proper fastening schedules and tool requirements • How to avoid callbacks related to expansion, gaps or moisture management

Be Honest About Maintenance Today’s customers have long memories and little tolerance for surprises. Retailers who present an honest assessment of maintenance realities build trust and reduce dissatisfaction. For example, customers will appreciate advice like: “This type of siding looks fantastic, but will need repainting every seven to 10 years. If you prefer a truly low-maintenance solution, consider fiber cement or premium composites.”

Honesty builds long-term loyalty and increases the likelihood of upselling into more durable products. building-products.com

Color accuracy and tactile experience are essential in siding and trim. Missing samples or outdated boards create doubt at the most critical moment.

Retailers should maintain updated color chips; clean, accurate sample boards; installed sections showing shadow lines and textures; and actual trim profiles that customers can hold and compare. Sample availability directly correlates with conversion rates, especially in premium categories.

Promote What’s Readily Available Lead times can be a make-or-break factor. Customers— especially contractors—often choose the product they can get the fastest.

Salespeople should clearly communicate what’s in stock, which colors or profiles ship the quickest, differences in seasonal availability, and expected delivery timelines for special orders. This transparency prevents project delays and builds trust while guiding customers toward higherturning SKUs.

Use Financing and Bundles to Drive Larger Projects Because siding is a high-ticket purchase, financial accessibility dramatically influences close rates. Retailers offering perks like same-as-cash financing, whole-house package discounts, and upgrade promotions regularly see bigger average orders and more premium choices.

Follow Up on Every Estimate Most siding sales don’t fall apart because the customer chose a competitor; they fall apart because no one followed up. A simple 48-hour check-in increases purchasing likelihood significantly.

Siding and trim are more than building products. They transform properties. In the same way, using the right sales approach can transform your business, by differentiating it in a category that rewards expertise as much as inventory. MM January 2026

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------------| PRODUCT SPOTLIGHT

STONE-COATED STEEL roofing, such as Unified Steel, is engineered for severe weather conditions, including hail impact, wind-driven rain, heavy snow, and fire.

PROVE YOUR METAL

SIZING UP THE PRIMARY TYPES OF METAL ROOFING ------------ BY MITCH HEITSCH AS INTEREST in metal roofing continues to grow, dealers can be a resource for roofers, builders and contractors trying to navigate the nuances between how different metal systems perform. Metal roofing more broadly falls into two categories: metal panels and metal shingles, but residential metal roofing is often discussed in terms of standing seam and stone-coated steel.

Let’s break down the real-world differences, installation variables, cost considerations and long-term performance impacts of each category.

Standing seam roofs are chosen for their clean, modern look and long-term durability. They feature continuous vertical panels with raised seams and few exposed fasteners, giving them a sleek architectural appearance. Metal roofing has seen substantial growth in residential markets, from low single digits to the mid-teens over the past two decades, as homeowners increasingly associate metal with strength, fire resistance, and dependable performance during severe weather.

Stone-coated steel systems provide the core benefits of metal, including impact resistance, fire performance, and high wind ratings, while maintaining the appearance of traditional roofing materials. Profiles can replicate shake, shingles or tile.

How the Two Materials Compare Installation: Standing seam panels may be manufactured by a controlled producer, but there is a growing trend of contractors forming panels onsite with portable roll formers. This approach can reduce cost, but may introduce variability in panel dimensions, finish or warranty eligibility.

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Stone-coated steel is factory-manufactured under controlled conditions, with established quality checks that help support long-term reliability and consistent fit across the entire roof system.

Price: Standing seam is generally the higher-priced metal option due to specialized installation, continuous-panel fabrication and precise fastening methods. Stone-coated steel is typically more cost-effective while still delivering premium performance and protection from the elements.

Longevity: Both systems are capable of lasting several decades with proper installation. Each style, material and brand may have different levels of durability and offer different lengths of warranties. For example, Unified Steel stone-coated steel provides a 50-year limited warranty.

Advantages of Each System Standing Seam Metal Roofing • Sleek, modern, architectural appearance • Minimal exposed fasteners • Excellent long-term durability • Strong fit for contemporary or modern home designs Stone-Coated Steel Roofing • Replicates the look of shake, shingle or tile • Lightweight for most reroof applications • Strong resistance to wind, hail and fire • Textured surface may reduce rapid snow-shed MM – Mitch Heitsch is regional sales manager at Westlake Royal Building Products (westlakeroyalbuildingproducts.com). building-products.com

DECKING SIDING TRIM

Natural. Resilient.

Class A Fire Rated Siding.

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------------| MARGIN BUILDERS

COATED TILE backers, like DensShield Tile Backer from Georgia-Pacific, are engineered for quicker installs in high-moisture areas.

SELLING GYPSUM BOARDS MORE THAN A LINE ITEM ------------ BY TOD McKIRNAN IN THE RUSH to meet specs and budgets, interior gypsum boards often get lumped into the “commodity” category where they are bought, stocked and sold with little thought beyond price. But smart dealers know better.

The right gypsum board can make or break a project’s performance, from fire resistance and sound control to moisture management and finish quality.

By helping builders and contractors choose the best board for each job, dealers can move beyond transactional sales and become trusted project partners. After all, gypsum may look the same on the pallet, but what’s inside can make a world of difference on the wall. Let’s look at a few things to consider when selling gypsum boards.

Sell Project Value Got a customer that views gypsum boards as interchangeable? Here’s how to change that dynamic: educate customers on performance differences between product offerings. The result: shifting purchase parameters from price per board to value per project.

When Can I Get It? Contractors hate downtime and wasting money. Offer products that allow your customers to focus on on-time deliveries, especially during rush building seasons. Promote local availability and short lead times as product offering

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differentiators. Encourage your customers to focus on reliability, convenience and timeliness.

Ensure Product Technical Support As a dealer, consider promoting manufacturers who are able to provide project guidance, technical and design resources, code-compliance support and more. Ease of accessing technical help is important to your customers; this extends to assembly specifications and local code requirements. Offering customers the highest level of service and support takes the relationship beyond selling materials: you’re helping customers win bids and avoid costly mistakes.

Product Attributes & Comparisons Glass Mat Gypsum Products Choosing glass mat gypsum products (over paper-faced) allows for superior mold and moisture resistance with the elimination of the paper face, which can be a food source for mold. Offer your customers a glass mat product for areas with higher moisture exposure or where maximum mold resistance is needed.

Attributes: Feature fiberglass mats instead of paperfaced provide superior mold and mildew resistance; eliminate a potential food source for mold growth.

Recommended applications: Interiors of exterior walls building-products.com

EASE OF CUTTING and handling is a big selling point for coated tile backers.

where moisture intrusion is likely; pre-rock areas; high-moisture rooms (laundry, bath, kitchen, basement); projects where reducing remediation costs is important.

Glass Mat Coated Tile Backer Attributes: Coated tile backers stop moisture at the surface, helping to protect both the tile installation and wall cavity. They eliminate the need for an additional waterproofing membrane, which is required for cement and fiber cement tile backers in wet areas. The right backer offers a built-in moisture barrier for faster tile install; is easy to install with no special tools, fasteners or separate moisture barrier required; is lightweight/easy to cut/handle; scores the highest level for mold resistance; and is considered vapor semi-impermeable.

Applications: High-moisture areas (tub/shower walls,

GLASS MAT GYPSUM products, such as DensArmor Plus interior panels from Georgia-Pacific, excel in areas with higher moisture exposure or where maximum mold resistance is required.

residential steam rooms, indoor pool enclosures); general use areas (walls and ceilings as tile substrate, residential and light commercial floors, countertops).

Build on Value, Not Volume When you move beyond price and start selling performance, it’s possible to elevate your role from material supplier and dealer to project consultant. Whether it’s recommending a mold-resistant glass mat board for pre-rock applications or highlighting labor savings with coated tile backers, every conversation becomes a chance to demonstrate value. In a competitive market, that kind of partnership doesn’t just move product, it builds loyalty that lasts long after the drywall mud dries. MM – Tod McKirnan is sales enablement operations manager for gypsum board manufacturer Georgia-Pacific (www.gp.com).

A more perfect union Elk Creek Forest Products, through our partnership with All-Coast Forest Products, now offers an expanded range of lumber and building materials. You can expect the same exceptional service, with more options to meet all your needs.

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REDWOOD

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WESTERN RED CEDAR January 2026

• the merchant magazine • 17

------------| INDUSTRY TRENDS TRENDS

THE TECHNOLOGY SHIFT LUMBER COMPANIES CAN’T AFFORD TO IGNORE ------------ BY KEVIN STANTON IN TODAY’S intensely competitive lumber market, success doesn’t just depend on the quality of your products—it depends on the quality of your information. Margins are tight, supply chains move fast, and customers expect accurate updates in real time. Yet many companies still juggle multiple disconnected systems for inventory, accounting, order entry, dispatch, and reporting. The result? Slow decisions, duplicated work, frustrated teams, and costly errors.

That’s why more and more lumber businesses—mills, remanufacturers, wholesalers and distributors—are turning to fully integrated software solutions. The demand isn’t just about keeping up with technology trends; it’s about improving efficiency, profitability, and customer satisfaction at every level of the operation.

1. One System, One Source of Truth The lumber business has too many moving pieces to rely on spreadsheets or standalone applications. An integrated platform consolidates everything including inventory tracking, order management, accounting, dispatch, and financial reporting into one unified system.

This single source of truth reduces miscommunication and manual entry, ensuring everyone from sales to the

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yard to accounting is operating with the same accurate, real-time data.

2. Real-Time Inventory That Actually Reflects Reality Inventory is the backbone of any lumber operation. With real-time data, inventory levels update the moment a unit is purchased, sold, re-bundled, picked, or shipped. No more waiting for reconciliations or chasing someone down to verify counts.

This gives your team the confidence to commit to orders faster, avoid stock-outs, and prevent overselling which are three major drivers of customer happiness.

3. Smarter Order Management & Fewer Painful Mistakes Customer orders travel through many hands: sales, logistics, accounting, dispatch. Integrated software keeps all those touchpoints connected.

From quote to invoice, your team can track every detail, step, and change, reducing the risk of costly errors such as incorrect tallies, wrong destinations, or outdated pricing.

4. Accounting & Financial Reporting without the Guesswork Disconnected financial tools lead to delayed reporting, missing data, and last-minute scrambles. Integrated sysbuilding-products.com

tems bring accounting and operations together, giving leadership instant access to accurate financials and operational performance insights. When you don’t have to wait until month-end to understand your business, you can make smarter decisions year-round.

5. Dispatch & Delivery: Faster, Cleaner, More Reliable Lumber logistics are complex, and customers notice when things go wrong. Integrated dispatch modules allow companies to schedule loads, assign trucks, track deliveries, and update customers—all from one system.

The result? On-time shipments, fewer mistakes, and customers who feel informed rather than left in the dark.

isn’t just operational—it’s strategic.

The lumber industry moves fast, and the companies that win are the ones who can make decisions with confidence. Integrated software isn’t about replacing people—it’s about empowering them. When your traders, dispatchers, accountants and teams all have access to real-time information, you don’t just run more efficiently. You serve customers better, you reduce friction, and you make more profitable decisions every single day.

real-time tools aren’t just keeping up with the industry’s evolution, they’re staying ahead of it. And in a market where every decision counts, that advantage is worth every penny. MM

KEVIN STANTON Kevin Stanton is founder and software architect for RDB Solutions, Bend, Or. (www.rdb-solutions.com).

The Bottom Line Companies that adopt connected,

6. Empowering Traders to Make More

Profitable Decisions For traders, time is money—literally. Every minute spent searching for product availability, tracking down shipping details, or double-checking order status is a minute not spent closing deals.

Integrated software gives traders consolidated access to account management, order tracking, inventory levels, pricing, and shipping information, all in one place. With everything at their fingertips, traders can respond faster, quote more accurately, and spot opportunities sooner.

7. Happier Customers at Every Step Whether you serve big retailers or small yards, customers expect accuracy and transparency. Integrated systems enable you to provide faster quotes, reliable delivery estimates, and proactive communication. When your team is empowered with accurate data, your customers experience that reliability firsthand.

8. The ROI Is Clear—and Fast While adopting an integrated solution is an investment, the return shows up quickly in: • Reduced labor hours • Fewer errors • More profitable sales • Cleaner financial reporting • Better inventory turns • Stronger customer relationships In a margin-sensitive industry, these improvements are gamechanging. To many leaders, the shift toward integrated technology building-products.com

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January 2026

• the merchant magazine • 19

------------| OLSEN ON SALES

HOW DO I GROW MY SALES FORCE? ------------ BY JAMES OLSEN BUSINESS OWNERS and sales managers frequently ask me: “Should I hire experienced or inexperienced salespeople?” and “How do I grow my sales force?” Let’s look at the pros and cons of hiring experienced vs. non-experienced sellers.

Experienced Sellers Advantages: (1) They usually produce immediate results.

(2) They don’t have to be trained.

(3) They open new customers and markets to our company.

Disadvantages: (1) Unseen baggage. Why are they changing jobs?

(2) Loyalty. Loyalty must be earned with any employee, but once a seller begins to move from company to company, they often continue.

(3) Overconfidence. Many experienced sellers have an exaggerated idea of their skills and value.

(4) They often have trouble adjusting to the new culture.

Inexperienced Sellers Advantages: (1) It’s easier to get new sellers to adapt to our company culture. We won’t have to un-train bad or different habits.

(2) Loyalty. Loyalty must be earned with anyone, but sellers who grow with our company, management team, and culture will stay longer than those used to changing cultures.

(3) Management. It will be easier to train to our culture than to un-train a different culture.

(4) Controlled growth. When we have an established sales training program, we can hire to the program, and establish a track record of controlled growth.

Disadvantages: (1) Cost. Inexperienced sellers will have to be trained. They also will have a slower ramp up to profitability.

(2) Failure rate. Our investment of time and money will not always be rewarded by the new sellers. Some will succeed, some will fail.

Companies that have consistent growth have an ongoing training program for new hires. They will hire experienced sellers, but judiciously. They don’t shy away from them, but treat them as icing on the cake of sales growth. Once we have hired our sales force, how do we maintain and grow?

20 • the merchant magazine • J

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10 Concepts for Ongoing Sales Team Growth (1) Always be looking. We aren’t always hiring, but we continually are interviewing and searching for new candidates.

(2) Hire the right person. Easier said than done. Each company has a sales culture. We must know the kind of salesperson we are looking for and hire to that position.

(3) Set expectations high from the beginning. When we set the activities and expectations high and clear from day one, we will have an easier time managing to these goals.

(4) Give solid initial training. Training must be thorough and specific.

(5) Monitor progress. Salespeople respond to attention.

When they receive it often and early, they respond positively.

(6) Account Management. The biggest time and money management mistake made by sellers is calling on non-profitable accounts too long. Account management is the best thing management can do to ensure growth of the team. Left to individual sellers, it will be sporadic or non-existent.

(7) Ongoing training. There are people who pick up the selling game quickly. They are the exception.

(8) Show we care. Take salespeople to lunch. Have a drink.

Spend some personal time. It pays big dividends in productivity and slowing down turn over.

(9) Hire two at a time. If we want sustainable, controlled growth, we must commit to hiring more than one salesperson at a time. Sales has a high failure rate. Hiring two salespeople gives our new hires a person to compete with and relate to—and gives us an insurance policy if one fails.

(10) Account visits. Management visits to salespeople’s accounts help us evaluate and educate the salespeople while in most cases increasing business. These visits also help make the account loyal to our company, not just the seller. 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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------------| TRANSFORMING TEAMS

MOVING FROM 2025 TO 2026 WHAT TO KNOW

------------ BY PAIGE McALLISTER I THINK EVERYONE can agree that 2025 was a tumultuous year. While there was not the expected legislative activity from the Congress, President Trump and his Administration enacted a lot of major changes which impacted employers and employees. Meanwhile, several states took advantage of their unified legislatures and/or the trends from the Trump Administration to pass legislation of their own. Here are some trends we are noticing and thoughts to help you prepare for what is ahead in 2026.

Federal President Trump, through his executive actions and the initiatives of his Administration, made several major impacts on the ways companies do business, several of which created turmoil and uncertainty during the year. The effects of the much-publicized tariffs are starting to be felt with more impacts expected in 2026 as companies and economic markets continue to adjust. Some of the areas of interest we are watching are: Labor Force: Experts agree that the stagnant labor market (characterized by slow or no job growth, few new openings, slow wage increases, and high competition for limited roles) we saw in 2025 will continue through 2026.

While some larger companies announced layoffs, most employers are not firing employees, but they are not hiring new employees either. Factors such as the low availability of open jobs and the increasing cost-of-living are causing more employees to stay with their current company.

While resignation levels are decreasing, employee dissatisfaction is increasing due to their disconnection from, dissatisfaction with, or being discounted by management; a lack of transparency in how their company is or plans to adjust to on-going challenges; a decrease in their work-life balance with the rescinding of remote work arrangements or flexible scheduling; the reality of working with underperforming co-workers being retained due to poor management or operational need; and/or the lack of

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career progression due to stagnation within the company’s workforce.

For 2026, we recommend that employers: • Train their managers to better engage with and value their good employees; • Effectively manage the performance of employees not meeting expectations; • Review the compensation and benefits of their workforce to be competitive enough to attract and retain high performers; and • Strengthen their recruiting and hiring process to find and place better qualified candidates more quickly.

Immigration: Some of the biggest headlines from 2025 involved the Trump Administration’s crackdown on immigration (illegal and legal) by increasing the number of banned countries, expanding permissible actions law enforcement can take to detain suspected illegal immigrants (with or without a criminal charge or history), escalating forced and incentivizing voluntary deportations, and changing the visa and asylum process.

The Administration also created uncertainty in the workplace by changing Temporary Protected Status (TPS), Deferred Action for Childhood Arrivals (DACA) protections, and Employment Authorization Document (EAD) extensions as well as increasing enforcement and penalties of Form I-9 audits, workplace investigations, and immigration raids. Expectations are that these actions will continue in 2026 as evidenced by the recently-announced end to automatic EAD extensions and the continued growth of ICE enforcement personnel.

For 2026, we recommend that employers: • Complete a self-audit of their Form I-9s for current and recently terminated employees with guidance from a subject matter expert such as The Workplace Advisors or legal counsel; building-products.com

• Update their processes for completing, updating, and retaining Form I-9s; • Train any person who could serve as a company representative when completing the Form I-9 during onboarding; • Develop a plan to respond to ICE inquiries, audits and raids; • Engage an immigration attorney now so they can immediately assist if ICE visits; and • Connect with The Workplace Advisors for help with auditing your Form I-9s or policies.

No Tax on Overtime or Tips: As part of the One Big Beautiful Bill Act (OBBBA), eligible employees who earn overtime and/or tips will be able to deduct part of that qualified income on their personal income taxes starting in 2026. There will not be any differences to paycheck deductions and certain taxes such as Social Security, Medicare (FICA), and state and/or local taxes. Since the IRS has yet to release new forms reflecting this deduction, employers will not be required to provide a breakdown of overtime and/or tip compensation on the 2025 W-2 but are encouraged to if possible. However, they will be required to provide a detailed breakdown of overtime and/or tips beginning in 2026.

For 2026, we recommend that employers: • Review the criteria for employees and industries qualified for these exemptions to determine if action needs to be taken; • Update their payroll systems to accurately track overtime and tips as separate categories of income;

• Work with their payroll processor to ensure all information is captured accurately and audited frequently throughout the year; • Develop an FAQ to explain to employees the company’s role in this new deduction; and • Prohibit any employee or manager to offer tax advice to employees asking about how they file for this deduction.

States As in recent years, states took the lead on key policy initiatives in 2025 due to prolonged federal inaction. This is expected to continue in 2026. While there were no employment- related laws passed through ballot propositions in 2025, we expect some important initiatives to make it to the ballots in November 2026. In the meantime, some areas we are keeping an eye on are: Artificial Intelligence (AI): AI is everywhere these days, whether we want it to be or not. In the workplace, AI is used for content creation, marketing, recruiting, training, productivity, data management, and more.

While AI can be beneficial, it can also create exposure for confidentiality, trademark violations, and discrimination.

Several Trump-supported bills have been introduced as amendments to other laws in Congress trying to restrict states’ rights in passing laws to govern AI but have so far been unsuccessful. Instead, state legislatures continue to pass laws which restrict or protect people (employees, applicants, customers, etc.) from certain usage of AI. Currently California, Colorado, Illinois, Maryland, New York, Texas and Virginia all have laws governing the use of AI. (Continued on next page)

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• the merchant magazine • 23

Along with some of these laws being expanded in 2026, several other states are expected to continue exploring laws to protect their residents from the impacts of AI. For 2026 we recommend that employers: • Develop and issue a policy outlining expectations and restrictions for the use of AI in the workplace; • Engage experts to work with management to decide how AI will be used and the best tools to accomplish those goals; and • Prioritize compliance and confidentiality when implementing any AI. Minimum Wage Increases: As determined through past legislation, the minimum wage increases in 19 states and 49 cities and counties as of January 1, 2026. Additionally, five states will increase the minimum salary threshold for exempt employees. Later in 2026, four other states and 22 other cities will increase their minimum wage.

For 2026, we recommend that employers: • Review their payroll rosters to ensure all employees are making at least minimum wage, increasing where needed; • Consider impacts of resulting wage compression and adjust others’ wages if needed; and • Review the exempt and non-exempt classification for all employees ensuring that exempt employees meet the applicable salary test, minimum salary threshold (federal or state), and job duties test.

Paid and Unpaid Leave and Time Off: While no new time off or leave laws were passed in 2025, several new

Q. An employee is going out for surgery. Besides noting their time off on the schedule, what do we need to do?

A. There are several actions to take when an employ-

ee is going out for their own medical condition which should be applied consistently in all similar situations.

First, you need to determine if they are eligible for protected leave under federal or state law. If so, then you need to provide the employee with the applicable forms and information. You should ask for documentation from their health care provider to verify the time off as you process their leave.

Second, if the employee is entitled to or will be required to use available paid time off (such as sick time), you should notify them of that. If they will be eligible for paid leave through a state-run program, you should direct them to that agency.

Whether or not you have taken any of the above steps, you should ask for a doctor's note releasing them back to work before they can come back. This note should include if they are released back to full duty or if there are any limitations or restrictions and for how long. This note is important to make sure employees can physically do the job or, if they are reinjured on the job, it could fall on your Workers' Comp.

Be proactive and develop a procedure for handling leave requests and train everyone who interacts with the employees how requests need to be handled. Be sure to keep all medical information strictly confidential, only forwarding information such as days off or accommodations to those who need to know.

24 • the merchant magazine • J

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laws or amendments of current laws will be implemented in 2026, including: California: Paid sick leave can be used if the employee or a family member needs to attend judicial proceedings as the victim of a crime.

Colorado: Neonatal leave provides eligible employees up to 12 weeks of additional leave for an employee whose newborn child is the neonatal intensive care unit (NICU).

Connecticut: Paid sick leave expanded to employers with 11 or more employees.

Delaware: Paid Family and Medical Leave provides eligible employees with up to 12 weeks of paid prenatal leave, six weeks of paid family caregiver leave, or six weeks of paid medical leave.

Illinois: Blood and Organ Donation Leave expanded to part-time employees; Lactation breaks must now be paid.

Minnesota: Paid Family and Medical Leave provides eligible employees with up to 12 weeks for their own serious health care condition and/or up to 12 weeks for bonding time, to care for a family member, safety needs, or another qualifying reason up to a total of 20 weeks total in a year; Rest breaks (paid) of 15 minutes for every four hours worked; Meal breaks (paid) of 30 minutes for every shift of six hours or more for all employees.

New Hampshire: Unpaid Family and Medical Leave provides eligible employees who work with employers of 25 or more employees with up to 25 hours of unpaid time off per year for appointments for childbirth, postpartum, and infant care.

Oregon: Paid sick time usage expanded to donate blood.

Rhode Island: Paid Family and Medical Leave expanded to cover bone marrow or organ donation (and applies retroactively to January 1, 2025).

Washington: Paid Family and Medical Leave was expanded to include job- and benefit-protections for employees in companies with 25 or more employees (will expand to smaller companies on a staggered schedule through 2028); Paid Sick Leave expanded to offer time off to victims of domestic and sexual violence to seek care and safety measures.

For 2026, we recommend that employers: • Update their policies and handbooks to include updated protections and distribute them to all employees; • Revise their procedures to include new reasons and protections and train HR and managers to know when these need to be offered to employees; and • Remind all management and employees that adverse employment action or retaliation for taking this protected time off is prohibited. 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.

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------------| SELLING WITH KAHLE

HOW TO SHAPE YOUR OWN DESTINY ------------ BY DAVE KAHLE MY WIFE is a crisis counselor. One of her biggest eye-openers occurred when she realized she was counseling the same people over and over again. You would think that a crisis was an isolated event. Maybe for most of the population. But some lurch from one crisis to another.

Why is that? They have not learned to change their behavior because they haven’t learned to control their thoughts. They have acquired patterns of thinking—which we often label attitudes—in an earlier age and never learned how to think differently.

On the other hand, we have all seen interviews with highly successful people and heard them expound on the principles of positive thinking. They will attribute their success to learning how to control their thoughts and manifest their goals.

Learning to control your thoughts—to choose to think some things and not others—marks a watershed event in one’s life.

I recall the time that I made that discovery. I had been the number one salesperson in the nation for a company— my first full time professional sales job. I was comfortable—adequate salary, good benefits, company car, bonus potential, and the respect of my employer and colleagues.

But the opportunities were limited, and I decided to move to a job that was completely different. I took a sales job with a new company, selling surgical staplers to hospitals.

It was a huge leap from the secure job I had to one that paid straight commission, and for which I had to buy my own samples and literature from the company.

But I was cocky, filled with the success of my previous job, and sure that I could make this work also. I wasn’t hasty. I looked at the amount of existing business in the territory I was slated for and determined that if I could double the business within six months—a doable task, I was assured—I’d be back making about what I was used to.

Then, as I increased the business, my income and lifestyle would evidence the difference.

It all sounded good, and I left my old job, and arrived in New York City for six weeks of intensive training on the new one. During the time that I was there, my district

26 • the merchant magazine • J

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manager was replaced. When I arrived home after the training, the new manager was eager to meet with me. In our first meeting, before I had a chance to begin working, he informed me that he had revised the sales territories.

The territory that I thought I had—the one I was hired for— was not the one I was going to get. Instead, I was going to receive just a fraction of that. And the new territory only contained about one third of the existing business of the previous one. This change meant my plans for making a living were shot. It now became an impossible task.

I was upset and angry. How could they do that to me?

At this time, I had five kids to support, and felt the pressure to provide. I immediately began to look for another job, determined to quickly leave this unethical, uncaring company.

Things got worse. As I interviewed several companies, I discovered that they saw me as the problem. Instead of understanding what the company had done to me, they thought I was an opportunist who was looking for an easy way out. Basically, no one else was going to hire me!

I grew more and more angry and more and more bitter.

In addition, I had little success selling the staplers. After six months, my temporary draw came to an end. I owed the company $10,000, was earning almost nothing, and had no prospects for another job. I felt squeezed between the proverbial rock and hard place.

And then, somewhere in there, I had an epiphany.

Yes, the company was unethical. Yes, they had done a bad thing to me. But the reason I was not achieving had nothing to do with that. It was my fault! It was me. It was my anger, my bitterness, my resentment—yes, my “victim attitude”—that was keeping me back. The product was still exciting, and the opportunity was still great. The real problem was my attitude was getting in the way of everything.

So, I accepted my responsibility to change my performance. I saw that I had to change my attitude. And in order to change my attitude, I had to change my thinking.

So, I set about to do so. I looked up Bible verses that were very inspiring. Verses like, “If God is for you, who can be against you?” I wrote them down on 3x5 cards. Then, building-products.com

as I drove into my territory every day along I-96 in Detroit, I held that stack of cards in my hand on the steering wheel and read them over and over to myself. Slowly I began to do away with my bitter attitude and replaced it with hope and expectation.

My results began to change also. Things began to get better. Six months later, I had paid off the debt to the company and was making more money than I thought possible. The job became more fun, more financially rewarding, and more fulfilling than anything I ever expected.

The change happened when I decided to change my thoughts.

There certainly is nothing new about that observation. Solomon, writing centuries before Christ, said, “As a man thinks in heart, so is he.”

The Apostle Paul wrote, “Be transformed by the renewing of your mind.” The relationship between thoughts, actions and results has been recognized probably since the dawn of mankind.

The problem is, of course, actually doing it. One of the best business books of the 20th century was called Learned Optimism by Dr. Martin Seligman. In it, he describes his lifework. As a research psychologist, Dr. Seligman began by studying helplessness in dogs. In an early experiment, he put dogs into a cage from which they could not escape and subjected them to mild shocks. After some effort at escape, the dogs would give up trying and lay down. Later, he put them into a cage from which they could easily escape and subjected them to the same mild shocks. The dogs would just lie down and give up.

Surprisingly, they did not attempt to remove themselves from the irritant.

They had learned helplessness and hopelessness.

In subsequent experiments, Dr. Seligman found a similar behavior in human beings. Put into a room and subjected to irritating noises from which they could not escape, they soon learned to give up. When put into a room with a mechanism that would turn off the noise, they still didn’t try. They had learned helplessness and hopelessness.

From this beginning, Seligman continued to formulate a thesis he calls “learned optimism.” It says, basically, that human beings learn to have either a pessimistic or an optimistic building-products.com

outlook. Seligman’s book contains a self-assessment to measure the degree of pessimism or optimism of the reader.

Seligman’s thesis arises from the way people explain negative events to themselves. When something negative happens, as it eventually will, the way you explain it to yourself determines your pessimistic/optimistic attitude. There are three components of this “explanatory style.”

The first component is the degree to which you believe the event will be permanent. Pessimists believe negative events will be permanent, while optimists believe that they will be temporary.

The second component is pervasiveness. Pessimists believe the causes of negative events are universal, affecting everything they do. Optimists believe them to be specific and limited to individual circumstances.

The third component is personal.

Pessimists believe that negative events are caused by themselves.

Optimists believe that the world is at fault.

Here’s how this behavioral perspective works in the everyday life of a salesperson. Let’s say you visit one of your large accounts, and your main contact announces that the vice-president for operations has signed a prime vendor agreement with your largest competitor, and that all of your business will be moved to that competitor within the next 30 days. That’s a negative event.

As you drive away from the account, you think to yourself, “I blew it here. I should have seen it coming. I’m never going to learn this job. I’ll blow the next one too. I mismanage them all.”

Now that’s a pessimistic explanation of the event. Notice that you have explained it in a way that is personal, “I blew it.” Your explanation is also permanent, “I’m never going to learn to do this job,” and pervasive, “I mismanage them all.”

Now stop a minute and analyze how you feel as a result of this explanation. Probably defeated, dejected, depressed and passive. These are not the kinds of feelings you need to energize you to make your next sales call.

Let’s revisit the situation, this time offering optimistic explanations. The same event occurs—you receive bad

news from your best account. As you drive away, you think to yourself, “They really made a bad mistake this time. It’s a good thing the contract is only for a year. That gives me time to work to get it back. I’m glad it was only this account and no others.”

That’s an optimistic explanation because your explanations were not personal, permanent or pervasive.

How do you feel about your future as a result of this explanation? Probably energized and hopeful.

See the difference? The event was the same. The only difference was the way you explained it to yourself. One set of explanations was optimistic, leading to energy and hope, while the other was pessimistic, leading to dejection and passivity. The difference was how you thought about it.

Dr. Seligman has isolated optimistic behavior as one of the characteristics of successful people. Using various techniques he developed; he predicted elections by analyzing each candidate’s explanatory style. The most optimistic candidates often win elections.

The implications for you are awesome. If you can improve your explanatory style, and make it more optimistic, you’ll create more positive energy and hope for yourself, no matter how difficult or negative the circumstances with which you must deal. It is a matter of choosing your thoughts.

Learned optimism can be one of your most powerful self-management techniques. It’s based on this powerful principle: Your thoughts influence your feelings and your actions, and you can choose your thoughts.

Learning to control and choose your thoughts is a learned skill, just like active listening. Learning to do so marks a huge step in our development. MM

DAVE KAHLE Dave Kahle is a leading sales authority, having presented in 47 states and 11 countries and written 12 books including How to Sell Anything to Anyone Anytime and The Good Book on Business. For more information, visit davekahle.com.

January 2026

• the merchant magazine • 27

FRANKLIN ACQUIRES IDAHO TRUSS PLANT

Franklin Building Supply, Boise, Id., has acquired Snake River Truss & Components, Idaho Falls, Id., expanding the chain into eastern Idaho.

A trusted name for more than 20 years, Snake River’s facility will continue under Franklin ownership, with all current employees joining FBS as employee-owners.

“This acquisition is about building on a strong foundation,” said Levi Smith, CEO of Franklin Building Supply.

“Snake River Truss and Components has built an excellent reputation in Idaho Falls over the past 13 years, and we’re committed to preserving what makes them successful while providing additional resources and opportunities for growth. We chose to acquire SRT rather than build from scratch because of the quality of their team, their customer relationships, and their operational excellence. This is a strategic investment in our future in eastern Idaho.”

The acquisition complements FBS’s recent opening of a lumber and building materials location in Idaho Falls in November 2025. With the addition of SRT’s manufacturing capabilities, FBS says it can now offer full-service building materials solutions throughout the region.

“SRT has been built on a foundation of quality craftsmanship and strong relationships with our customers,” said Dan West, owner of Snake River. “Franklin Building Supply shares our commitment to excellence and taking care of people. I’m confident that this partnership will create new opportunities for our team and allow us to serve our customers even better. FBS’s resources and employee-ownership model will provide stability and growth potential that will benefit everyone involved.”

FBS plans to open a new, larger location in Idaho Falls in the second quarter of 2027, which will integrate its lumber, building materials and truss operations. It will also be making strategic investments in the Snake River facility over the coming year to improve and expand manufacturing capabilities.

US LBM BUYS SOUTHWEST WINDOW SUPPLIER US LBM has acquired Phoenix, Az.-based XO Windows, a regional supplier and installer of windows and doors, serving residential builders across the Phoenix, Tucson and Las Vegas metro areas.

Founded in 2008, XO Windows distributes and installs a wide offering of fenestration products, including vinyl, aluminum and specialty-shape windows, as well as exterior, interior and sliding glass doors, many of which exceed Energy Star requirements.

XO Windows is one of Arizona’s largest window distributors, with locations in Phoenix, Tucson and Henderson, Nv. XO Windows and their best-in-class team bolster US LBM’s installed product offering, making them an nice complement to US LBM’s existing Arizona Building Supply and Desert Companies divisions.

“The team at XO Windows brings strong leadership and a high-performing, well-organized team,” complimented Steve Short, regional vice president for US LBM’s Southwest region.

Scott Richter, regional VP for the Northwest region, added, “They will be strong partners for locations across our western regions and for all of us at US LBM.”

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------------| DEALER BRIEFS

Foothill Mill & Lumber Co.’s new quarters

Foothill Mill & Lumber Co. has moved into a new building in Paradise, Ca.

Riverside Forest Products USA, the American subsidiary of Canada’s Riverside Forest Products Inc., expects to create 25 to 40 jobs when its new $12-million sawmill in Forks, Wa., is completed later this year. A second phase will add another 30 positions, with an anticipated total of 70 to 100 jobs, depending on market demand for the products produced at this mill.

ABC Supply added a new location in San Juan Capistrano, Ca. (Jeron Mazurk, branch manager).

International Wood Products, Clackamas, Or., has begun distributing the full range of Huber Engineered Woods products throughout Washington, Oregon, the North Coast of California, and the Idaho Panhandle.

Capital Lumber has inked a new partnership with Huber Engineered Woods, expanding its product offereings across Capital’s four California distribution centers and its Salt Lake City, Ut., facility.

Weller Associates Inc., Lake Oswego, Or., is now exclusive independent sales agent for IKO Commercial products in Washington, Oregon, Idaho and Alaska.

Westlake Ace Hardware held a grand opening Dec. 5 at its new store in Rancho Santa Margarita, Ca. C&H Hardware, Yakima, Wa., is closing after 66 years, blaming customers’ rising preference to shop online.

Avon Home & Hardware, Avon, Co., is the newest location for Ernest Christian and Tim Christian, who also operate Aces in Vail, Leadville and Lake County, Co. The 20,000-sq. ft. store opened Dec. 9, with a grand opening celebration held Dec. 13-14.

Ace Hardware at the Highlands, Denver, Co., acquired the adjacent storefront and will double its size to more than 12,000 sq. ft.

Builders FirstSource was recognized

by Comparably with awards for Best Company Compensation, Best CEO, and Best Company Culture.

OrePac Building Products honored its Ontario, Ca., branch as 2025 Location of the Year.

Combilift won the R&D Innovation of the Year Award at the Plant & Civil Engineer Awards for its Combi-SPI (self-propelled inloader).

building-products.com

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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.

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Call us at 707.894.4241 Visit us at buyRedwood.com

------------| MOVERS & SHAKERS Joel Nobel, 92, is winding down J&N Lumber Sales, Eugene, Or., after 17 years and retiring after 58 years in the business.

Lori Worthington has joined Swiss Krono, Klamath Falls, Or., as regional sales rep for TruWood, serving eastern Washington, eastern Oregon, Northern California, and Nevada. She returns to the facility after a year with Modern Mill.

Kei Bullock has joined Simpson Strong-Tie, Pleastanton, Ca., as executive vice president of human resources.

She replaces Jennifer Lutz, who is retiring after 12 years with the company.

Michael Floch, ex-Badger Building Center, is new to outside sales at Ponderosa Building Supply, Post Falls, Id. Dean Rana, VP of business development, Arizona Building Supply division of US LBM, Gilbert, Az., has left the company three-plus years after selling Truss Fab and helping to merge it and other legacy companies into ABS. Vince Valdez has joined the sales force at Select Building Supply, Denver, Co. Michael Franks has been promoted to plant mgr. of OrePac Building Products, West Valley City, Ut. Taylor Bearnson, ex-Capital Lumber, has moved to the inside sales team at OrePac, Salt Lake City, Ut. Haley Tuckner is a new integrated marketing specialist in Wilsonville, Or. Sonia Van De Brake, branch mgr., Stoneway Roofing Supply, Spokane, Wa., has retired after 34 years in the building materials industry, the last 20 with Stoneway.

Maximilliano Ortega Villasenor has returned to Builders FirstSource, Vancouver, Wa., in inside sales.

Brian Hass, ex-Woodgrain, has joined Roseburg Forest Products as EWP territory sales mgr. for the Intermountain region, based in Denver, Co.

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Gabe Myers, ex-Duralam Products, is now operations mgr. at Ash & Ivy Home and Building Supply, Phoenix, Az. Daniel Hovanec, ex-PFS TECO, is the new director of certification and quality services for APA – The Engineered Wood Association, Tacoma, Wa. John Quast , Patrick Lumber Co., Portland, Or., has been elected president of the Pacific Lumber Exporters Association, succeeding David Stallcop, The Stallcop Group, Spokane, Wa. VP is Jared Revay, Timberlab; secretary Jose Payes, Payes International; and treasurer Phil Hsieh, East Mountain Forest Products.

Phil Lail has retired after 43 years with Pan American Screw, Conover, N.C., the last 10 as president.

Jon Skelly was appointed president and general mgr. of James Hardie North America Building Products Group, which includes the Siding and Trim/Deck, Railing and Accessories segments. He succeeds Sean Gadd, president of North America since 2022, who has left the company. John Madson is now group chief sales officer.

Shane Moll has been promoted to group president of Milwaukee Tool, Brookfield, Wi. Annie Baymiller has been promoted to executive VP, chief information officer of Owens Corning, Toledo, Oh. Kehau Amorin, VP, HPM Building Supply, Keaau, Hi., was sworn in for a second year on the Building Industry Association of Hawaii’s board of directors.

Sean McLaren, president and CEO, West Fraser, was elected board chair of the American Wood Council.

Derek Ratchford, SmartLam, is now 1st vice chair, and PotlatchDeltic’s Ashlee Cribb, 2nd vice chair. New AWC board members are: Will Lampe, Lampe & Malphrus Lumber; Craig Sichling, LP Building Solutions; and Charles McRae, Rex Lumber.

Ella Vader has risen to the executive suite at MungusFungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

building-products.com

GOLD BEACH ADDING 2 MORE IN OREGON

Gold Beach Lumber, Gold Beach, Or., is on the verge of adding two more Oregon locations, in Medford and Madras, which will bring the chain to 10 locations across the state.

For the first, Gold Beach has agreed to purchase the business assets and real estate of Dazey’s Hubbards, Medford, from Dazey’s Supply, Garberville, Ca. Both parties hoped to close the deal by the end of 2025.

The Medford location—the oldest hardware store in Oregon, founded in 1884—had been known as Hubbard’s Hardware until it was bought eight years ago by Dazey’s Supply. Dazey’s Hubbards specializes in paint, hardware, garden, farm & ranch, electrical, plumbing, irrigation, outdoor power equipment, and lumber. The move marks Gold Beach’s third acquisition in the past year.

“We appreciate the chance to enter the Medford market,” said Ryan Ringer, president of Gold Beach. “The Hubbards location is a strong store with a solid team. We look forward to adding inventory right away and giving customers a broader range of products and support.”

Darren Tomasini, president of Dazey’s, said, “We want to thank the Rogue Valley community for its support over the years. We are glad to be working with a company like Gold Beach Lumber with such a long and steady track record in Oregon.”

Both Gold Beach and Dazey’s Hubbards are Do it Best-affiliated dealers.

For the other new location, Gold Beach was granted $500,000 in funding from Jefferson County and the Madras Redevelopment Commission to open a new yard in Madras.

Gold Beach will model the new location after its existing yard in Brookings, Or., but with 20% more inventory towards the agricultural and ranching industries since Madras has a bigger population. The business also plans on hiring about 95% of its anticipated 20 total employees from Madras. (The one internal hire would be someone with company knowledge temporarily to get the store open.)

The store is expected to be 12,000 sq. ft. and sit on 9 acres. Gold Beach is still finalizing details, but hopes to have the store open in two years.

Founded in 1955, Gold Beach Lumber operates under several brands, including Gold Beach Lumber, Cascade Home Center, and Hennick’s Home Center.

PICNIC DELIVERY: Black Bart Hoo-Hoo Club No. 181 raised $999.99 for Sturgeon’s Mill at the club’s annual family picnic held Oct. 18 in Sebastopol, Ca. Pictured (l-r): chapter board member Jim Lewman, Snark of the Universe Jeff Ward, Tom Schafer of Sturgeon’s Mill, and Black Bart president Steve Bernardi.

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January 2026

• the merchant magazine • 31

ROSEBURG SHUTTERS WEED VENEER PLANT

WESTLAKE ACE Hardware will open its first location in Oregon this spring in Dallas, Or.

WESTLAKE ACE EXPANDING INTO OREGON

Westlake Ace Hardware plans to open its first location in Oregon. The new store will be in Dallas, Or., a growing community of approximately 17,000 residents located west of Salem.

Westlake Ace recently purchased a 22,000 sq. ft. store—formerly a Rite Aid Pharmacy—and will remodel it to feature more than 18,000 sq. ft. of retail space. Renovations were scheduled to begin by the end of 2025, with a soft opening anticipated for spring 2026.

“We are excited to introduce the Westlake Ace Hardware experience to our new customers in Oregon and look forward to becoming an active member of the Dallas community,” said Joe Jeffries, president and CEO of Ace Retail Holdings, parent company of Westlake Ace Hardware. “Our team is committed to living out the Ace Helpful Promise every day by offering trusted advice, dependable service, and the top-quality products our customers need to complete their projects with confidence.”

The Dallas store will feature a full range of lawn and garden supplies, tools, fasteners, plumbing, and electrical products to help customers with home improvement, repair, and maintenance projects. Services will include key fob replacement, propane tank exchange, and home delivery.

The Kitchen Connection at Westlake Ace Hardware—a popular store-within-a-store concept from Westlake Ace—will offer gourmet foods, cookware, kitchen tools, and linens. Customers can also expect to find trusted and popular brands, as well as a garden center and outdoor living department.

Westlake Ace has been part of the Ace Hardware Cooperative since 1959. From its headquarters in the Kansas City area, Westlake currently owns and operates more than 175 stores in 13 states.

Westlake Ace is a wholly owned subsidiary of Ace Retail Holdings. A division of Ace Hardware Corp., Ace Retail Holdings currently owns and operates more than 260 Ace Hardware stores nationwide under the Breed & Co., Buikema’s Ace, Dennis Company Ace, Great Lakes Ace, Westlake Ace, and Outer Banks Ace brands.

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Roseburg Forest Products, Springfield, Or., ceased operations at its Weed, Ca., veneer plant as of Dec. 3.

The company is consolidating veneer production at its Oregon mills, where it has installed new, highly efficient veneer equipment. The move strengthens Roseburg’s long-term competitiveness in engineered wood and softwood plywood markets.

This closure, along with the company’s decision in September to exit the hardwood plywood market, enables Roseburg to concentrate resources on a more focused product portfolio and optimize its position in increasingly competitive wood products markets.

“With the investments we have made in our Riddle and Coquille, Or., veneer and softwood plywood mills, we have repositioned these operations as well as our Riddle Engineered Wood mill to be among the most cost-competitive mills in the industry,” said Stuart Gray, Roseburg’s president and CEO. “These actions are essential for Roseburg to remain a strong producer and competitor against significant volumes of low-cost imported products that continue to affect North American wood products markets.”

“We recognize the impact this decision has on our team members and the Weed community and appreciate the contributions our people have made during nearly 40 years in Weed.” Gray said. “We are actively evaluating options for the facility that would allow it to continue serving as an economic driver and employer in the region.”

The Weed plant’s approximately 140 team members will receive compensation and healthcare coverage for 60 days following the closure. They are encouraged to apply for open positions at other Roseburg facilities and will receive dedicated support and resources during the transition. Roseburg will continue to fulfill active contracts for renewable power generation from the site’s biomass power plant.

Roseburg remains committed to the Weed community, including its $7 million contribution to establish a foundation to benefit the community, continuation of the company’s Weed Community Scholarship Fund, and providing the City of Weed Fire Department with a rentfree firehouse on plant property.

ANDERSEN PURCHASING BRIGHT WOOD

Andersen Corp., Bayport, Mn., will acquire Bright Wood Corp., Madras, Or., reportedly the largest independent manufacturer of window and patio door components and engineered dimensional lumber in the U.S. The Bright Wood business will continue to operate under local leadership.

For more than 60 years, the family-owned company has been a critical supplier to the window and door industry. Under its new management, Bright Wood will continue to deliver the same industry-leading products and innovative solutions to its valued customers. The company looks forward to unlocking new opportunities to strengthen its longstanding customer relationships and growing together.

“Andersen is grateful to the founding Stovall family for their generations of leadership and transformative contributions to the industry,” said Chris Galvin, building-products.com

chairman and chief executive officer, Andersen Corp. “Our investment in Bright Wood aims to ensure the company remains a valued supply partner to the fenestration industry for years to come.”

Bright Wood has more than 1,000 employees across 28 processing plants and five locations in the U.S. Under this new ownership, Bright Wood will be led by well-known window and door industry leader, Pat Meyer, who will serve as Bright Wood’s acting CEO, supported by several tenured members of the Bright Wood leadership team. Andersen will participate in board-level and executive-level governance but will not be involved in the day-today operations of the business. This management structure is designed to sustain Bright Wood's position as a trusted source of wood and wood components to all current and future customers.

“It has been our honor and privilege to own and operate Bright Wood Corporation for the past 65 years.

We are grateful to the dedicated members of our team and business partners who enabled our success and the trust of our valued customers who inspired our innovation and made us the industry leader,” said Kevin and Dallas Stovall, owners, Bright Wood Corp. “Andersen shares our values of integrity, quality and shared success and we look forward to watching Bright Wood continue to thrive under its new leadership.”

Founded in 1903, Andersen Corp. employs more than 13,000 to deliver high-performance, reliable, design-forward windows and doors.

Privately held Andersen Corp. and its subsidiaries manufacture and market window and door products under the Andersen, Renewal by Andersen, EMCO, and MQ brands. Andersen operates manufacturing sites across North America and Europe.

KRONOSPAN COMPLETES PURCHASE OF OREGON CHEMICAL PLANT

Kronospan has completed the acquisition of Hexion’s chemical plant located in La Grande, Or. The facility primarily produces thermoset resins, adhesives and performance materials, especially resins for the engineered wood industry, including formaldehyde-based binders and components for particleboard, MDF and laminated veneer lumber. building-products.com

TIMBERLAB recently topped out its new cross-laminated timber plant in Millersburg, Or.

TIMBERLAB TOPS OUT OREGON MASS TIMBER MILL Swinerton and its mass timber subsidiary Timberlab, have topped out the firms’ 192,000-sq. ft. manufacturing facility for cross-laminated timber in Millersburg, Or. Spanning the length of three football fields, it will be one of the largest CLT manufacturing sites in the U.S. The firm expects it to produce 7 to 9 million sq. ft. of CLT annually, ranging from 2" to 12" thick. When the facility is at full capacity, Swinerton expects it will employ about 100.

The structure broke ground in February. In the interim, they in-

stalled 192,000 sq. ft. of glulam roof panels; 240 glulam columns, which ranged from 32 to 45 ft. tall; 260 glulam beams, which ranged from 90 to 110 ft. long; and 72,400 sq. ft. of structurally insulated wall panels.

The facility is scheduled for completion in early 2027.

Many of the materials were made in Oregon, including Douglas fir lumber from Oregon timberlands, glulams produced at Timberlab’s Swisshome and Drain, Or., facilities, and CLT panels fabricated at its Portland, Or., location.

LEXINGTON OPENING WEST COAST COMPONENT PLANT Lexington Manufacturing, a leading provider of high-performance door and window components, is expanding into Prineville, Or. The new facility will feature approximately 600,000 sq. ft. of manufacturing space with seven lamination lines, four profile wrappers, two mould lines, and a variety of other wood processing equipment.

With this expansion, Lexington will also welcome approximately 50 new employees to the team. The facility has long been a manufacturing operation for the fenestration industry formerly operated by Owens Corning.

Lexington planned to have the facility back into production by the end of 2025.

Founded in 1981, Lexington Manu-

facturing is a premier OEM supplier and contract manufacturer specializing in close-tolerance components for the fenestration industry. With over 40 years of expertise, Lexington offers comprehensive solutions that address the diverse needs of the marketplace. Advanced capabilities include profile wrapping, robotic painting, CNC machining and moulding, panel processing and optimization, as well as component solutions for flush doors, stile and rail doors, entry doors, cabinet doors, fire-rated doors, window assemblies, and architectural ceilings.

It also has manufacturing operations in Minneapolis and Brainerd, Mn.; Anderson, In.; and—recently opened—Covington, Ga. January 2026

• the merchant magazine • 33

------------| SPECIAL FOCUS WESTERN WOODS

FROM COMMODITY CUTS TO ENGINEERED-WOOD VALUE HOW NORTH AMERICAN SAWMILLS CAN FACILITATE MASS TIMBER’S GROWTH ------------ BY LILI YANG, DR. JUE MO, AND KENT WHEILER MASS TIMBER is gaining traction across North America as developers, architects and owners embrace cross-laminated timber (CLT) and glulam for their structural performance and carbon benefits. Yet the industry’s future depends on another player: the sawmilling sector.

How mills cut and dry lumber will determine whether mass timber scales efficiently and profitably.

North America’s Commodity Model For decades, North American sawmills have been optimized for light frame residential construction. Dimension lumber is surfaced four sides (S4S), kiln dried to about 19% moisture content, and produced with rounded edges. These practices maximize efficiency for framing markets.

But for mass timber, they create extra steps. Rounded edges must be trimmed to form square bonding faces.

Surfaced boards are planed again at CLT plants, removing fiber twice. And moisture content (MC) levels near 19% require redrying to meet the 12% ± 3% for lamination. The issue isn’t quality but that mills are designed to a different set of tolerances.

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Austria’s Engineered Wood Strategy Austria, the global leader in CLT, shows how sawmills can facilitate mass timber production. Lumber for glulam and CLT production is dried to 12% ± 2%, for construction solid timber (referred to as KVH, which is the abbreviation for Konstruktionsvollholz in German) production is dried to 15% ± 3%, cut rough sawn, and held to tight thickness tolerances. Cutting strategies follow structural logic: Center boards → directed to glulam and KVH production, where straight, stiff fiber earns a premium.

Sideboards → cut for CLT production, which requires dimensional accuracy, MC same as glulam production.

By channeling the strongest wood to glulam and abundant sideboards to CLT, Austrian mills maximize fiber value across product lines. This contrast highlights how cutting logic and drying practices shape efficiency for mass timber production, and why some North American mills might find an opportunity focused on producing for mass timber production.

building-products.com

A Path Forward for North American Mills North American mills don’t need to abandon commodity production.

Adjusting part of the operations to meet engineered wood tolerances can open new markets. CLT producers need thickness of lamellas held to ±1 mm with square edges and MC at 12% ± 3%. Dimension lumber tolerances of ±1.6 mm create gaps, re-planing and redrying challenges.

Even small deviations in thickness

can create voids during layup that prevent adhesive from fully bonding layers. These hidden gaps reduce shear strength and, under fire conditions, act as heat pathways that accelerate char penetration and increase the risk of fire induced delamination.

Many mills already have the sawing and drying capacity to meet these requirements. Directing center boards toward machine stress rated (MSR) lamstock for glulam and intentionally cutting sideboards for CLT lamellas

represents a practical path to higher value products.

Looking Ahead Mass timber still represents a small share of construction, but its potential is significant. Code changes are enabling taller wood buildings, institutional owners are committing to low carbon materials, and developers are specifying CLT and glulam at unprecedented rates.

(Continued on page 37)

------------| SPECIAL FOCUS WESTERN WOODS

GET HELP COMPLYING WITH CALIFORNIA’S PROP 65 LUMBER AND wood product manufacturers along with all others in the chain of distribution have the duty to provide Proposition 65 warning to California retail customers. Each business must comply with California Proposition 65. The producer or supplier’s compliance does not exempt the wholesaler or distributor from their need to make compliance to Proposition 65.

building-products.com

Non-compliance can be costly with penalties assessed per day and per violation. Ask your legal counsel if your business is in compliance.

Prop 65 Notification Service Western Wood Products Association has been offering the Prop 65 Notification Service since 2011. It has been both cost effective and successful for our subscribers. As a subscriber

to this service, you can expect the following benefits: • Cost Savings: Sending warning notifications and signage to each customer who is located in­—or selling into—California and attempting to obtain confirmation of receipt of those materials is time consuming and labor intensive, not to mention costly when staff time and materials are considered.

• Happy Customers: By using WWPA’s centralized notification service, the subscribing company’s customers receive a single warning notice rather than being inundated by notices from multiple suppliers.

• Peace of Mind: WWPA has been successfully providing its notification service to the wood products industry for over 10 years, making pursuit of compliance with Prop 65 regulations much easier than trying to go it alone.

• You’re in Good Company: The WWPA Prop 65 Notification Program is utilized by a wide range of producers and distributors both large and small.

WWPA’s Prop 65 Notification Program is available to all lumber and wood product producers and distributors; membership with WWPA is not required. Find more information about the WWPA’s Prop 65 notification service at www.wwpa.org/about-wwpa/services/ prop-65-notification-service. MM January 2026

• the merchant magazine • 35

------------| SPECIAL FOCUS WESTERN WOODS

LUMBER FRAMING SPANS

FOR DF-LARCH, HEM-FIR, SOUTHERN PINE, AND SPF ------------ BY WESTERN WOOD PRODUCTS ASSOCIATION WOOD FRAMING is the material of choice for residential construction. Wood frame construction design often relies on the lumber design values and allowable span tables published in building codes and standards, as well as in industry technical publications. The most commonly used lumber species groups are Douglas Fir-Larch, Hem-Fir, and Southern Pine, grown in the U.S. and Canadian SprucePine-Fir. Selected lumber span tables for these species groups are tabulated here. Comprehensive information for Western species lumber products (Douglas Fir-Larch, Douglas Fir South, Hem-Fir, Spruce-Pine-Fir South, Western Cedars and Western Woods) can be found at www.wwpa.org.

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Lumber Design Values Structural lumber design values for western species are assigned by Western Wood Products Association and other regional lumber rules-writing agencies according to ASTM Standards. Each agency develops and maintains the design values for the species in its region. Tested are full-size lumber samples collected from lumber mills that are representative of the products going to the marketplace. The design values are published by the lumber rules-writing agencies after the test results, and the derived design values are reviewed by the USDA Forest Products Laboratory and approved by the Board of Review of the American Lumber Standard Committee.

building-products.com

The testing of western lumber is conducted periodically to monitor the reliability of the published design values.

WWPA Resource Library The publications can be downloaded from the WWPA Online Resource Library. The Resource Library is a comprehensive digital repository designed to support the design, specification, and application of western lumber. It offers a wide variety of materials, including product and technical support literature, grade rules, and design tools. Users,

such as architects, engineers, builders and retailers, can locate resources by filtering categories such as Resource Usage (Design, Specifying, Installation, Lumber Grading), Topic, Product and Species.

Much of the technical information, such as Design Load Tables for Solid-Sawn Lumber Beams and Headers, is available as free PDF downloads, providing essential data for structural and nonstructural uses of western softwood lumber. Visit www.wwpa.org/resources. MM

MASS TIMBER GROWTH (Continued from page 35)

Demand for lumber cut to mass timber specifications will grow faster than traditional framing markets. Mills that adapt early will secure stable partnerships with CLT and glulam producers and position themselves at the forefront of one of construction’s fastest growing segments. In short: supplying mass timber means cutting for engineered wood, not just dimension lumber. Mills that adapt now will define the next era of sustainable construction. MM – Lili Yang is a research assistant specializing in mass timber, Dr. Jue Mo a forest products researcher, and Kent Wheiler associate professor in the School of Environmental and Forest Sciences, and director of the University of Washington’s Center for International Trade in Forest Products (CINTRAFOR, cintrafor.org). building-products.com

CROSS-LAMINATED TIMBER’S future growth in large measure will be determined by the ability of sawmills to efficiently cut and dry lumber.

January 2026

• the merchant magazine • 37

------------| SPECIAL FOCUS WESTERN WOODS

WWPA 2026 annual meeting will feature a wide range of opportunities and activities for western lumber industry professionals.

WWPA ANNUAL HEADING TO VANCOUVER THE WESTERN WOOD Products Association’s 2026 annual meeting will take place April 12-14 at the Hotel Indigo in Vancouver, Wa. This annual event is a pivotal gathering for industry professionals, bringing together key players from across the wood products sector.

WWPA has partnered with Visit Vancouver in hosting this year’s event. Attendees will have access to exclusive discounts with participating local retailers and restaurants through the Show Your Badge program.

Hotel Indigo offers access to the best the Pacific Northwest has to offer, including breathtaking views of the Columbia River, convenient proximity to local shops, restaurants, wineries, tap-rooms, and attractions. The 7.3-acre Vancouver Waterfront Park, featuring the beautiful Grant Street Pier, has become a popular destination in downtown Vancouver. Portland International Airport is only a 15-minute drive away.

The WWPA event begins Sunday, April 12 with the Welcome Reception & Exchange Show. This meet-and-greet has been a popular introductory rendezvous for members and a great networking opportunity for associate members wanting to exhibit their products and services.

The event continues Monday with a buffet breakfast and guest speaker, followed by the Quality Standards/Technical Services Committee meeting. All registrants are welcome to attend the committee meeting and observe the committee proceedings. For those interested in exploring the waterfront during this time, there are a collection of shops, coffee houses, and spas to enjoy.

The afternoon events include the WWPA Industry Luncheon and Awards Program, featuring the prestigious Mas-

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ter Lumberman Awards. The award recognizes outstanding lumber grading and quality control professionals who have contributed to their companies and the western lumber industry. Candidates for Master Lumberman must be nominated by their company, be a WWPA Certified Grader for at least 20 years, have extensive experience in all levels of lumber manufacturing, and hold supervisory responsibilities within their company. Out of the thousands of industry employees working at western mills, only a select few have achieved Master Lumberman status. Since the program began in 1968, only 445 quality control professionals have received the coveted honor.

Following the awards program will be the speaker session. Traditional topics of interest include market trends and outlook, analyzing current market conditions, future projections, potential challenges and opportunities. A look at innovation and technology will explore the latest advancements in wood processing technologies and product development.

The day continues with the Industry Reception & Exchange Show. Attendees will be able to enjoy a wide selection of hors d’oeuvres, Northwest wines, and micro brews. Associate members will continue their table-top exhibits during this reception. Directly after the reception is the WWPA Industry Dinner.

The meeting finishes up Tuesday, April 14 with the board of directors meeting, a closed meeting.

For information on registration, sponsorship opportunities, and hotel accommodations for the WWPA annual meeting, visit the WWPA website at www.wwpa.org or email info@wwpa.org. MM building-products.com

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BUILDERS FIRSTSOURCE opened its newest lumberyard ahead of schedule in Woodland, Wa.

BUILDERS FIRSTSOURCE EXPANDS IN SOUTHWEST WASHINGTON

Builders FirstSource opened its newest state-of-theart lumberyard in Woodland, Wa., last month, slightly ahead of schedule.

The new 8-acre facility replaces at older location in Longview, Wa. It features the largest Ready-Frame operation in the Northwest, plus a spacious showroom to serve contractors and retail customers throughout southwest Washington.

A grand opening celebration will be held in March.

The chain has operated a truss plant in Woodland since 2020.

WEYERHAEUSER PARTNERSHIP TO RAPIDLY SCALE BIOCARBON MARKET

Weyerhaeuser Co. and Aymium have entered a memorandum of understanding to partner to produce and sell 1.5 million tons of sustainable biocarbon annually for use in metals production.

As an initial stage of this partnership, the companies have formed a joint venture—TerraForge Biocarbon Solutions—to build a jointly owned facility adjacent to Weyerhaeuser’s lumber mill in McComb, Ms., that will convert wood fiber into biocarbon through a combustion-free, low-emissions process.

Under the MOU, the companies will secure longterm biocarbon sales agreements and identify sites to construct multiple new production facilities across the Weyerhaeuser footprint over the next five years, leveraging Weyerhaeuser’s timberland and manufacturing portfolio and Aymium’s proprietary technology and track record of producing and supplying biocarbon products globally. At full scale, the platform of operating facilities will have the potential to convert over 7 million tons of wood fiber—provided exclusively by Weyerhaeuser—to deliver 1.5 million tons of metallurgical-grade biocarbon annually as a drop-in replacement for coal in iron, steel, silicon, ferro-alloys and other metals production.

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Aymium has generated a significant global sales pipeline based on years of trials with leading global metals producers. The company’s patented products are engineered to immediately replace coal and coke without the need for capital investment or process modification, and with superior carbon levels, energy value, handling and environmental attributes to coal.

Weyerhaeuser Co. sustainably manages more than 10 million acres of high-quality timberlands across the United States and also operates 33 manufacturing facilities across North America, offering unmatched scale and reliable access to fiber.

“This partnership combines our renewable fiber resources and supply chain expertise with Aymium’s innovative technology and experience,” said Devin W. Stockfish, president and chief executive officer of Weyerhaeuser. “It represents a major step forward in growing the scale and impact of our Climate Solutions business, and it’s also a key part of our broader accelerated growth strategy through 2030. When the McComb facility comes online in 2027, it’s going to generate new demand for fiber in the region—supporting our McComb operations and local Timberlands teams—while creating more great jobs in the community. It’s a model we look forward to replicating across our footprint.”

“The reliability, scale of sustainable supply and forestland expertise of Weyerhaeuser provide unmatched sourcing security of our main raw material to support expansion,” said James Mennell, CEO of Aymium. “Through this partnership, we will significantly grow our manufacturing capacity to produce biocarbon as an immediately scalable, renewable replacement for coal and coke, while delivering differentiated value for our customers.”

SUSTAINABLE SUPPLIER ADDS SHOWROOM IN SANTA BARBARA

Conejo Hardwoods, Westlake Village, Ca., has added a branch in Santa Barbara, Ca., offering local builders and homeowners a range of natural materials, such as hardwood flooring, hardwood decking, and architecturalgrade products suited for a variety of construction and renovation needs.

Other offerings include lumber, plywood, hardwoods,

NEW SHOWROOM in Santa Barbara, Ca., shows off a wide range of sustainable hardwood products.

building-products.com

wood slabs, freeforms, doors, windows, mouldings, cladding, hardware and tools.

In addition to acting as a product showroom, the branch also provides wood-flooring installation.

The company said it prioritizes environmentally responsible practices, and its products comply with California’s CARB Phase II standards, which limit volatile organic compound (VOC) emissions.

Founded in 1981 as a small hardwood supplier, Conejo Hardwoods has since expanded over more than four decades into a broad provider of building and remodeling materials.

CAR PLOWS INTO REDWOOD CITY ACE

Hassett Ace Hardware, Redwood City, Ca., was forced to close for an undetermined length of time after a car crashed through a storefront window and caught fire.

As the Dec. 15 blaze spread to surrounding inventory, it took firefighters about 20 minutes to extinguish the conflagration.

NO INJURIES, but a trail of damage was left behind a car that crashed into the front of Hassett Ace Hardware, Redwood City, Ca.

Hassett Ace Hardware began steps to reopen as quickly as possible, but noted the business was temporarily without electricity, water or gas, and suffered extreme fire, smoke and water damage.

No one was hurt or injured, although the car came very close to striking an employee and his young daughter, as well as another customer waiting in line. Just moments before, several people had been in the path of the car.

“We feel so lucky the only damage is all just to stuff and not people,” said owner Eric Hassett. “We are so grateful to our quick-acting and brave employees who helped put out the fires, called the emergency crews, got the driver out of the car and customers out of the store safely.”

Two store employees found the driver in shock and pulled her from the burning vehicle. Police are investigating the crash as a “simple accident in which an elderly woman mistook the gas pedal for the brake pedal.”

Hassett also has locations in Palo Alto, San Mateo, Carlmont, Half Moon Bay, and Pacifica, Ca. building-products.com

OUTDOOR LIVING STRUCTURE MARKET SET TO DOUBLE BY 2034 The outdoor living structure market is projected to grow from $3.0 billion to $6.1 billion by 2034, driven by lifestyle shifts, renovation trends, and rising demand for functional outdoor spaces, according to a new study by Transparency Market Research.

The global outdoor living structure market is experiencing strong expansion as homeowners increasingly transform outdoor spaces into functional extensions of their homes. The market is projected to grow at an annual rate of 6.5% between 2024 and 2034.

Outdoor living structures, including pergolas, gazebos, cabanas, decks, pavilions, awnings and backyard shelters, are becoming central to residential lifestyle enhancement as consumers invest in durable, aesthetic and weather-resilient designs.

Lifestyle changes, home renovation activity, and health-oriented outdoor living are major drivers of growth. Homeowners are using outdoor areas for yoga, meditation, barbecuing, social gatherings, and relaxation, with renovation spending remaining strong across global markets.

The rising popularity of outdoor kitchens, integrated seating, fire pits, and weather-protected entertainment zones is encouraging installation of structures that provide comfort and convenience.

Climate adaptation and sustainability trends are also shaping demand, with consumers seeking weather-resistant materials, recycled content, certified woods, and metal alternatives.

Technology and materials innovation continue to influence market development. Advancements in aluminum, composite wood, UV-resistant polymers, vinyl and engineered timber are enhancing durability and performance. Smart outdoor structures—featuring automated louvered roofs, motorized canopies, integrated LED lighting, heating systems, mist cooling, and climate controls—are transforming outdoor spaces into functional living areas. Aesthetic customization and the rise of modular and prefabricated designs are supporting ease of installation and reduced construction time.

Residential applications remain dominant; nonetheless, commercial adoption is increasing. Homeowners are investing in structures for private outdoor spaces, including areas for dining, home spas, hot-tub enclosures, and children’s play zones. Commercial sectors such as restaurants, hotels, resorts, wellness centers, and co-working spaces are using outdoor structures to enhance guest experiences and expand functional space.

North America leads the market, while Europe maintains strong demand and Asia Pacific emerges as the fastest-growing region. The Middle East also demonstrates strong adoption due to climate conditions and luxury development trends. Manufacturers are focusing on flexible designs, technology-integrated upgrades, sustainability initiatives, and DIY-friendly modular kits.

January 2026

• the merchant magazine • 41

------------| NEW PRODUCTS

HIGH-SPEED RAIL

COLOR-MATCHED DECK PLUGS FastenMaster has upped the standard for colormatched composite deck fastening with the launch of collated Cortex plugs for Trex Enhance Golden Hour and Pebble Beach. The new additions give pros the first complete concealed fastening solution for Trex’s latest board colors.

Each plug is made from the same Trex material as the board itself, providing a 100% color and texture match for a seamless matched finish. Collated plugs come pre-aligned for grain direction and can be installed up to 50% faster compared to loose plugs.

With the additions, FastenMaster now offers Cortex for all Trex decking and fascia colors.

TimberTech’s new Advantage Rail composite railing offers unmatched installation efficiency for contractors with its patent-pending SpeedLoc Technology.

A snap-on bottom rail and side-loading balusters allow for faster installation while maintaining optimal baluster spacing. It requires 25% fewer fasteners than leading competitors, streamlining installation for professionals and reducing time on the job.

It features a wood-look with hidden hardware, rattle-free construction, and color-matched fasteners plus a 25-year limited product warranty and 25-year fade & stain warranty—all at a competitive price point.

TIMBERTECH.COM (877) 275-29335

FASTENMASTER.COM (800) 518-3569

FLAT-SIDED SOCKETS Milwaukee Tool has introduced Bit Socket Sets with Four Flat sides.

The sockets feature four parallel flat sides, which deter rolling and are wrench compatible. This design creates a slim profile to provide the best access in tight spaces. The one-piece socket design offers improved durability compared to two-piece designs by eliminating the risk of the bit separating from the socket base.

The laser-engraved size markings provide easy identification, and chrome plating offers rust and corrosion protection.

The sets will include a variety of Low-Profile, Triple Square, Tamper Proof TORX, Long Reach, and Long Reach Ball End Sockets.

SILVERY SIDING Nakamoto Forestry’s Gendai yakisugi and unburned sugi wood cladding products are now available with a Silver Weathering Stain specially formulated to weather from a bright silver to a soft, coastal gray.

The stain was created in response to architects and designers looking for a gray cladding option that doesn’t rely on static pigments but instead evolves naturally with exposure to the elements—eliminating the need for recoating or maintenance. Its two-part formulation combines a binder-free silver pigment, which deposits a temporary soft silver tone, and a ferrous sulphate component, which reacts with the wood’s tannins to bleach and lighten its surface over time.

NAKAMOTOFORESTRY.COM (503) 512-6780

MILWAUKEETOOL.COM (800) 729-3878

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building-products.com

REFINED MODULAR DOOR A BIG RAISE Mitsubishi Logisnext Americas has launched an innovative new electric forklift designed for narrow-aisle operations where precision, performance and efficiency are essential.

Combining advanced AC motor technology with dual drive and hydraulic systems, the Jungheinrich EFG C20Q-C40Q delivers reduced energy loss, rapid acceleration, and consistent torque stability. Its electronic control systems ensure smooth handling, precise lifting and exceptional control in tight spaces.

It offers a lift capacity from 4,000 to 8,000 lbs., 100° turning radius, lead-acid or lithium-ion battery, and a large, ultra-comfortable operating compartment.

A new exterior door from Marvin delivers modular design flexibility along with top performance.

The Modern Sliding door, part of the Marvin Modern collection, complements the existing Modern Swinging and Modern Multi-Slide doors.

The door is engineered with the ability to mull to stationary panels—and to be configured with up to four panels, up to 12 ft. high.

MARVIN.COM/MODERN (888) 537-7828

LOGISNEXTAMERICAS.COM (800) 228-5438

,

ANCHORING ADHESIVE FRAMELESS CABINETRY Fabuwood has launched a new frameless cabinet line that blends elevated design with engineered durability.

Crafted from UV-veneered plywood, Ovela cabinets feature solid wood dovetail drawer boxes, BluMotion soft-close hardware, and refined joinery.

The series combines a sleek, approachable aesthetic with finishes that reveal depth and texture as they catch the light. Upgraded components include recessed plywood toe kicks, premium metal shelf clips, and six-way T-drawer adjustments.

FABUWOOD.COM (201) 432-6555

building-products.com

Simpson Strong-Tie has launched Strong-Bond, a fast-curing adhesive for everyday anchoring and repair of concrete, masonry and stone.

Strong-Bond features innovative Color Cure technology, which dispenses blue then changes to gray when cured for efficient, guesswork-free installation. Its fast-set formulation cures quickly across a wide range of temperatures, from 104°F (in as little as 20 minutes) down to 14°F (in approximately four hours).

The adhesive can be used in both wet and dry conditions. It comes in a 10.1-oz. cartridge for dispensing with a traditional caulking tool.

STRONGTIE.COM (800) 999-5099

January 2026

• the merchant magazine • 43

2ND GROWTH HOLIDAY MEETING WEST COAST LBMA held its 2nd Growth holiday meeting Dec. 11 at [1] Hot Rods & Handguns, Huntington Beach, Ca.—a unique shooting range and social club for car and firearm enthusiasts. [2] Christine-Taylor Born, Lauren Huff. [3] Jesse Rosas, Kevin Johnson. [4] Jason Womack, Chris McDonough.

[5] Chris Johnson, Mo Shearer, Matthew Roark. [6] Karen Womack, Kendall Martin. [7] Daniel Hines, Jen Burford, Grant Pearsall. [8] Edgar Llamas, Mike Watkins. [9] Matt Fink, Ray Dominguez. [10] Joe Allotta, Joe Dressel, Erika Behling, David Label. [11] Marco Zuniga, Ana Ryan. [12] Stephen Black, Judy Grinder. [13] Mo Shearer, Matt Fink, Jacqueline Palazzolo, Kevin Johnson, Lisseth Torres, Barbie Molina, Michael Toumasyan, Brandon Box. [14] Chuck Casey, Charley Melkonian. [15] Lisseth Torres, Dan Delaney, Troy & Lauren Huff. [16] Jason Schulze, Stephanie Barrios. [17] Omar Aduna, Janine Rhode.

[18] Lisseth Torres, Gavin Morris.

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PORTLAND WHOLESALERS CHRISTMAS LUNCHEON

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William Dye, Donald Dye. [8] Cassy Cuty, Kacie Evans. [9] Brian Wells, Jeremy McKay, Michael Kirkelie, Jeff Morrison. [10] Derek Sampson, Kristine Durr, Dave Sweitzer. [11] Kalayna Crook, Donna Jones, Natalie Heacock. [12] Marc Groth, Aaron Felming, Addison Schmitz, Steve Snyder, Brad Meyers. [13] Madi Muller, Terry Haddix, Chelsea Zuccato, Lena Jacobson, Jenny Scull. [14] Courtney Wardell, Bobbi Lyons, Liz Maia. (More photos on next page) building-products.com

PORTLAND WHOLESALERS HOLIDAY Photos by Adeena Rose Wade

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PWLA HOLIDAY (continued): [15] Rodger Seid presents a plaque to outgoing PWLA president Dan Ettelstein as thanks for his service. [16] Tod Kintz, Tim Atkinson, Jim Adams. [17] Paul Quandt, KayCee Hallstrom, Ross Stock. [18] Russ Gold, Cody Engler, Todd Olson, Andy Jones. [19] Darren Brown, Adam Randall. [20] Chuck

Danskey, Sunny Field. [21] Mark Swinth, Steve Roe, Darren Brown, Pat O’Donnell.

[22] Erik Wilson, Humphry Wildeboer. [23] Sarah Jory, Emma Meuwsen. [24] Preston Johnson, Jessica Kennedy, Blake Redmond, Jeff McGuire, Michael Redmond, Joseph Redmond, Jacob McGuire. [25] Gunnar Brinck, Michelle & Dan Ettelstein.

A GROWING TRADITION FOR ALL WHAT CAN YOU EXPECT?

Interested? Reach out for more information and follow us online for the latest and greatest information. info@hoo-hoo.org 870.353.4997

building-products.com

Through Hoo-Hoo - a United Forest Products Industry

What is a Hoo-Hoo?

Who is a Hoo-Hoo?

Why Hoo-Hoo?

An organization founded in 1892 on the belief that fellowship builds trust and goodwill between people in all parts of the forest products industry. We believe in the concept that competitors are better thought of as colleagues and friends where your word is your bond, your handshake is a promise, and faceto-face meetings have deep value.

If you support the forest products industry, are at least 18 years of age, enjoy socializing with great people, live life with a code of ethics, and have a desire to give back to your community, Hoo-Hoo is for you! We invite you to learn more about Hoo-Hoo International and your local chapter, how you can become a member.

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

January 2026

www.hoo-hoo.org

Fraternity & Fellowship Goodwill towards others Service to the industry Relationship building Networking opportunities Educating the next generation Heritage of Hoo-Hoo Service to the community A lot of FUN!

• the merchant magazine • 47

------------| IN MEMORIAM

his bonded winery, Woodside Vineyards, San Carlos, Ca., which he had started in 1963. He sold the business last year to Silver Mountain Winery.

Robert Lee Mullen, retired western regional manager for Armstrong World Industries, died on Nov. 24 at the age of 99.

After serving at sea in the U.S. Navy during World War II, Bob completed his degree at Illinois Tech in Chicago, then began his professional career with Armstrong, working in the Building Products Division as a sales representative.

Called back to service with the Naval Reserves during the Korean War, Bob was aboard the USS Walke on June 12, 1951, when the ship was torpedoed resulting in the loss of 26 crew members. Bob’s heroic actions during the aftermath earned him an Award of Merit.

After returning from Korea, Bob was appointed to run Armstrong’s California District office in 1954, becoming the company’s youngest district manager. His responsibilities later expanded when he was promoted to regional manager of the nine-state western region for Armstrong’s Residential Ceilings Division.

After retiring, he devoted time to

Terrell “Terry” Ostrander, 63, hardwood veneer sales manager for Timber Products, Marquette, Mi., died on Sept. 23 after a year-long battle with cancer.

A graduate of the Oregon Institute of Technology, Terry joined TP in 2006 after 23 years at Columbia Forest Products, Klamath Falls, Or., where he served as customer service manager.

Jim D. Thiemens, 80, longtime forestry professional, died on Nov. 30, following complications from a series of strokes.

He attended the University of Idaho on a football scholarship, majoring in forestry. As a senior, Jim was selected as an All-American tackle and drafted by the Dallas Cowboys, but chose forestry instead. He started with Weyerhaeuser Co., Coos Bay, Or., later serving as woodlands manager for Potlatch Corp., Bovill, Id., and VP of operations for Koncor Forest Products in Alaska. He ultimately retired as VP of operations at Green Diamond Resource Company in Shelton, Wa.

James Wayne Miller, age 100, longtime western lumber sales rep, passed away on Nov. 15.

Upon graduating from high school, Wayne enlisted in the U.S. Marine Corps, serving during World War II as a tank gunner in the Pacific Theater.

He then utilized the G.I. Bill to earn a forestry degree from Iowa State University. During his summers, he worked for the U.S. Forest Service in western Montana and northern Idaho.

He began his professional career at Long Bell Lumber Co., Weed, Ca., and later worked for the U.S. Forest

FUTURE

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FUTURESCAPE USA, a new trade show for the outdoor living and landscaping sector, debuted Dec. 9-10 at the Los Angeles Convention Center.

The organizers have been holding a similar event annually in London since 2014 and last year introduced a FutureScape Global in Saudi Arabia. The first show in the U.S. attracted about 75 exhibitors, with a heavy landscaping focus. Recruiting the North American Deck & Railing Association as a sponsor helped to convince about 10 deck-related

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Service at the Savenac tree nursery in Haugen, Mt. In 1956, Wayne joined Wendell Brown Lumber Co., Lake Mills, Ia. In 1964, he managed the Northwood Lumber Co., Northwood, Ia. Following its sale in 1967, Wayne established his own wholesale lumber company, working as a sales representative for western lumber mills until his retirement in 1989.

In 1987, he received a Distinguished Service Award from Ducks Unlimited for his outstanding contributions as a committee chairman.

anuary 2026

NEW TRADE SHOW in Los Angeles, Ca., which was patterned after an established event in the United Kingdom, targeted professional landscapes and outdoor living professionals. FutureScape USA exhibitors included: [1] TimberTech’s Philip Velez. [2] Grad Concepts’ Gwladys Petit. [3] Beyond Lumber’s Roy Lachmish. [4] Fiberon’s Sean Ryan. [5] Advantage Lumber’s Victor Gutierrez, Dabid Montano.

5 companies to exhibit, including Fiberon, Fortress Building Products, Grad Concepts, TimberTech, Beyond Lumber, Advantage Lumber, Eva-Last, StruXure and DeckMetrix quick quoting tool, in addition to several outdoor lighting companies.

Although crowds were modest, the consensus reaction by participants was optimistic, expressing hope that the organizers would learn from what worked and what didn't this time around, then adjust for any future events. building-products.com

------------| ADVERTISERS INDEX PAGE

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CT Darnell www.ct-darnell.com

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DMSI www.dmsi.com

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Oregon State University – Jan. 15-16, cut-to-length seminar, Corvallis, Or.; www.westernforestry.org.

www.elkcreekforest.com

World of Concrete – Jan. 19-22, Las Vegas Convention Center, Las Vegas, Nv.; www.worldofconcrete.com.

Hoo-Hoo International www.hoo-hoo.org

Sacramento Hoo-Hoo Club – Jan. 20, general meeting & initiation, The Officer’s Club, McClellan, Ca.; www.hoohoo109.org.

Huff Lumber Co.

International Roofing Expo – Jan. 20-22, Las Vegas Convention Center, Las Vegas, Nv.; www.theroofingexpo.com.

Humboldt Sawmill

American Wood Protection Association – Jan. 21, winter executive committee meeting, Bartow, Fl.; www.awpa.com.

Lumberman Coffee www.lumbermancoffee.com

Black Bart Hoo-Hoo Club – Jan. 21, Industry Night, Broiler Steakhouse, Redwood Valley, Ca.; www.hoohoo181.org.

Maze Nails

Humboldt Hoo-Hoo Club – Jan. 22, crab feed, Elks Lodge, Eureka, Ca.; www.hoo-hoo.org.

www.mazenails.com

Portland Build, Remodel & Landscape Show – Jan. 23-25, Oregon Convention Center, Portland, Or.; www.homeshowcenter.com.

MOSO www.moso-outdoor.com

Western Pallet Association – Jan. 23-26, annual meeting, Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.; www.westernpallet.org.

NAWLA

Mid-States Distributing – Jan. 30-31, Winter Rendezvous, Phoenix, Az.; www.msdist.com.

www.nawla.org

Sierra-Cascade Logging Conference – Feb. 5-7, Shasta District Fairgrounds, Anderson, Ca.; www.sclcexpo.com.

Nova USA Wood Products

Northern Utah Home Show – Feb. 6-7, Davis Conference Center, Layton, Ut.; www.northernutahhomeshow.com.

Provia

Northwest Remodeling Expo – Feb. 6-8, Seattle Convention Center, Seattle, Wa.; www.homeshowcenter.com.

RedBook Lumber Data

Batibouw – Feb. 7-15, Brussels, Belgium; www.batibouw.com.

www.redbooklumberdata.com

Buildex Vancouver – Feb. 11-12, Vancouver, B.C.; informaconnect.com.

Redwood Empire

Sacramento Hoo-Hoo Club – Feb. 14, annual Valentines Dinner & Dance, Sacramento, Ca.; www.hoohoo109.org.

Simpson Strong-Tie

International Builders Show/Kitchen & Bath Industry Show – Feb. 17-19, Orange County Convention Center, Orlando, Fl.; www. buildersshow.com.

www.strongtie.com

Oregon Logging Conference – Feb. 19-21, Lane County Events Center & Fairgrounds, Eugene, Or.; www.oregonloggingconference.com.

Snider Industries

Western Building Material Association – Feb. 23, introduction to building material sales; Feb. 24-25, estimating workshop, Bozeman, Mt.; www.wbma.org.

Swanson Group Sales Co.

TruWood (Division of Swiss Krono) www.truwoodsiding.com

building-products.com

Colorado Springs Home & Garden Show – Feb. 6-8, Norris-Penrose Event Center, Colorado Springs, Co.; www.homeshowcenter.com.

www.provia.com

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Western Building Material Association – Jan. 20, introduction to building material sales; Jan. 21-22, estimating workshop, Embassy Suites Portland Airport, Portland, Or.; www.wbma.org.

www.mendoco.com

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Colorado Springs Home Building & Remodeling Show – Jan. 9-11, Norris-Penrose Event Center, Colorado Springs, Co.; www. homeshowcenter.com.

Elk Creek Forest Products

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Council on Forest Engineering – Jan. 8, western region seminar, Lebanon, Or.; www.cofe.org.

Associated California Loggers – Jan. 14-16, annual meeting, Peppermill Resort Spa Casino, Reno, Nv.; www.californialoggers.com.

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

www.domanbm.com

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------------| DATE BOOK

Western Forestry & Conservation Assn. – Feb. 23-24, women in forest management conference, Vancouver, Wa.; www.westernforestry.org.

Ace Hardware – Feb. 24-26, spring convention, Kentucky Exposition Center, Louisville, Ky.; www.acehardware.com.

National Frame Building Association – Feb. 25-27, Oklahoma City Convention Center, Oklahoma City, Ok.; www.nfba.org.

January 2026

• the merchant magazine • 49

------------| FLASHBACK

70 YEARS AGO THIS MONTH

FLASHBACK:

FLOOD OF MEMORIES THE RECENT flooding in the Northwest brings to mind the torrential rains of December 1955, which resulted in then-record flooding that turned the lumber industry upside down, as reported by the January 1956 issue of The California Lumber Merchant. That series of storms inundated the West, resulting in the loss of 72 lives and damages totaling $190 million. The flooding peaked on Christmas Eve, with Central and Northern California hit the hardest.

Our San Francisco-based editor, Max Cook, journaled updates:

due to floods. Main setback is woods are soggy and logging will be impossible for weeks to come. Mills are short of logs, so many face a slowdown or possibly even a shutdown. Same applies in Northern California—only worse.

Cold decks are low.

In California, the big bind on lumber is transportation. NWP reports tracks cleared and freight moving from Willits on south. However, due to five major slides and washouts, it will be at least a month before rail service north of Willits to Eureka resumes. NWP has hired Morrison-Knudsen to get the tracks cleared “at all cost.” (At one spot, at least 1/4 mile of ballast has been washed out, leaving the tracks just hanging in the air.)

Highway 101 is also bad. It is blocked by numerous slides and washed-out fill and bridges. This cuts off shippers north of Willits and Laytonville—the biggest part of the Redwood Region.

Pacific Lumber Co.: Two company homes, a barn, and the pavilion in Scotia were destroyed. About 1.25 million ft. of Iumber washed out of drying yard.

Water 3 to 4 feet deep in dry sheds.

Fortuna Sawmills was under 5 feet of water. All electric motors removed before flood, so equipment O.K. Trinity National Lumber, Fort Seward, lost a suspension bridge, which cut off shipments.

Arcata Plywood: Over a million ft. of logs washed out of cold deck, down river, and lost in the ocean.

Crawford Lumber, Longvale: Mill, equipment and stock badly damaged by high water. Dry kilns wiped out.

Home Lumber Co., Yuba City: Yard was 10 ft. underwater. Showroom windows broken, merchandise washed out, extensive water damage to yard equipment and all yard inventory.

Maclntosh Lumber, Korbel, damaged and completely underwater.

Towns of Pepperwood and Klamath Glenn literally wiped out. Papers have not exaggerated damage to towns, communications and highways. As news begins to leak out, keeps looking worse. I believe you could safely say this has been the worst disaster in

December 27, l955 First day of sunshine in 11 days. Boy! Phones north of San Francisco are still dead today and news is sketchy, but it looks as if our friends up north did not fare too well. What with the demand for lumber increasing with the birth of the new year, and the soggy conditions up north precluding any hope of logging for weeks, some jokers were dreaming of $100 2x4s along with their “Wet Christmas.”

December 29, l955 Extensive damage to small mills throughout Northern California; large mills faring better. Little damage to big mills in Oregon, although many small mills in southern Oregon are shut down

YUBA CITY, Ca., found itself underwater on Christmas Eve 1955 when heavy rainfall collapsed the Feather River levee, sending a 21-ft. wall of water that submerged 90% of the town and killed 38.

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The January 15, 1956 front cover promoted Ozark aromatic red cedar boards from Gordon MacBeath Hardwoods, packaged 36 boards to a carton and promoted as "A Cedar Closet in a Box!"

Northern California history. To give you an idea of force of the flood: Two fully loaded lumber trucks were parked in front of Crawford mill when water hit. THEY HAVE NOT BEEN ABLE TO FIND THESE TRUCKS AT THIS WRITING (they weigh about 35 or 40 tons when loaded). A Crawford lift truck was found a mile away buried in the mud.

Another loaded lumber truck was swept off 101 near Miranda. They found it three miles away—a complete loss.

January 4, 1956 Again raining heavily. Beginning to find many big lumber rigs in the river that were swept right off Highway 101.

Water was 10 ft. deep on the highway.

Santa Cruz Lumber: Inches of water in store and yard, but damage light.

Sawmill badly flooded, damage severe.

Morrison-Jackson, Myers Flat: Ten ft. of water in planing mill.

Fehley Bros. at Klamath—or should say “used to be at Klamath.” Flood waters completely destroyed this rough green mill and swept away inventory, machinery and the mill building.

January 5, 1956 The shingle mill at Phillipsville completely washed away.

Highway 101: Two trucks made it from Eureka today! Just talked to trucker: “I wouldn’t be doing it unless under duress. Sending three trucks up to Eureka tonight and praying to God they’ll get back.” MM building-products.com

Career Executive Executive EMI EMI T-100 T-100

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The North American Wholesale The North American Wholesale Lumber Association (NAWLA) equips Lumber Association (NAWLA) equips professionals in the lumber and professionals in the lumber and building materials distribution channel building materials distribution channel with tools to connect, learn and with tools to connect, learn and thrive at every stage of their career. thrive at every stage of their career.

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NAWLA NAWLA Offerings Offerings for for All All Stages Stages of of Your Your Career Career 10-Groups • Committees • NAWLA Academy 10-Groups • Committees • NAWLA Academy