Our cable railing systems combine sleek style with clear views for spaces as stunning as the scenery. From Bella Cavo’s horizontal lines to VertiCable’s vertical elegance, our cable railing transforms outdoor living.
Scan QR Code to learn more about Westbury Cable Railing featuring Bella Cavo™ and VertiCable®
Dricon® FRTW has been specified for interior applications for more than 40 years and now, with the addition of Dricon® Tempus® fire retardant treaters have their pick of formulations. During its proven years on the market, Dricon® FR has always been offered as a solid. Now, with our introduction of Dricon® Tempus® FR, it is also available in an easy-to-use liquid concentrate with all the performance features of our longstanding products. Whether choosing Dricon® Tempus®, or Dricon® FS, have the confidence to know they both protect wood by reducing flame spread and smoke development, the #1 killer in fires.
Innovated to reduce flame spread and smoke development in exterior applications, FRX® fire retardant treated wood provides tested fire protection for applications directly exposed to weather.
The 2021 IBC states in section 2303.2.2 that “The use of paints, coatings, stains or other surface treatments is not an approved method of protection.”
Dricon® and FRX® pressure treated wood products are suitable for your 2021 code-compliant project!
Delivering the elements that elevate your business
Built on industry-leading delivery performance, Weyerhaeuser is the distribution partner you can count on to get you the best building materials available.
PRESIDENT/PUBLISHER
Patrick Adams padams@526mediagroup.com
VICE PRESIDENT
Shelly Smith Adams sadams@526mediagroup.com
PUBLISHER EMERITUS
Alan Oakes
MANAGING EDITOR
David Koenig dkoenig@526mediagroup.com
SENIOR EDITOR
Sara Graves • sgraves@526mediagroup.com
COLUMNISTS
James Olsen, Claudia St. John, Dave Kahle
CONTRIBUTORS
Margaret Graziano, Jessica Hewitt, Charles Jourdain, Brad Kirkbride, Nicholas Ritchie, Donna Willis
ADVERTISING SALES (714) 486-2735
Chuck Casey • ccasey@526mediagroup.com
John Haugh • jhaugh@526mediagroup.com
Nick Kosan • nkosan@526mediagroup.com
DIGITAL SUPPORT
Katherine Williams kwilliams@526mediagroup.com
CIRCULATION/SUPPORT info@526mediagroup.com
A PUBLICATION OF 526 MEDIA GROUP, INC.
151 Kalmus Dr., Ste. J3, Costa Mesa, CA 92626 Phone (714) 486-2735
CHANGE OF ADDRESS Send address label from recent issue, new address, and 9-digit zip to address below. POSTMASTER Send address changes to The Merchant Magazine, 151 Kalmus Dr., Ste. J3, Costa Mesa, CA 92626. The Merchant Magazine (ISSN 7399723) (USPS 796-560) is published monthly at 151 Kalmus Dr., Ste. J3, Costa Mesa, CA 92626 by 526 Media Group, Inc. Periodicals Postage paid at 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®2025 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. We reserve the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles are intended for informational purposes only and should not be construed as legal, financial or business management advice.
Volume 104 • Number 9
Your Premier Supplier of Building Materials
2,600 dedicated employees, and one of the most extensive product offerings of value-added treated lumber, we can deliver in ways few others can.
Panel
Humboldt
Introducing the Simpson Strong-Tie ® EasyFrame automated marking system. A combination saw and printer, EasyFrame cuts detailed wall panel framing members that are pre-marked for fast, accurate assembly. Designed for efficiency, EasyFrame prints framing plans directly onto lumber, including locations of boards, connectors, wiring and more. It can be paired with a manual or automated saw, and features a blade enclosure for safety. Powerful software also lets you ensure precision and optimize material use. EasyFrame is supported by our installation and onboarding services, training and technical expertise. It’s a smart way to equip customers for wall panel jobs while setting your business apart. Add EasyFrame to your lumber sales area. To learn more, visit easyframesaw.com or call (800) 999-5099.
SURPRISED AT MYSELF
------------ BY PATRICK ADAMS
I’VE SPENT MUCH of my life consumed with “what if” scenarios. Part survival mechanism, part goal setting, part dreaming—it’s how my mind works.
Anyone who knows me eventually says, usually with a laugh, “I feel sorry for your daughter.” They’re half-joking, but fully aware of how protective I am of my family—especially her. My standard reply? Something about having a big backyard, plenty of shovels, and a few friends who never ask questions when I call for a favor.
Next week, my daughter starts high school. Her life— and ours—feels like a whirlwind of volleyball and endless activities. This summer was barely a week long: club volleyball ended in mid-June, high school tryouts came in July, followed by club tryouts, then straight into daily practices. But strangely, that’s not what has me surprised.
Over the summer, she started “talking” (the teenage code for something beyond friendship) with a boy she’s known for years. And today, I dropped her off with 400 other freshmen for her school’s two-day mountain retreat. Friends keep checking in on me, and even my wife is giving me curious looks—waiting for me to snap into full “dad in war mode.”
But to my own surprise, the opposite happened.
At 14, she’s not perfect—she’s made mistakes and had her share of disappointments. Yet each time, I’ve found myself responding with calm, recognizing that it’s part of growing up. I think often of something my wife’s father once told me. I had asked how on earth he allowed her to date me when I showed up for our first official date. His answer stunned me: it had nothing to do with me. He said he trusted his daughter because he knew how she was
raised, who she had become, and that she would make good choices. Simple.
I’ve carried that wisdom with me. I used to joke about the day my daughter’s version of “me” showed up at the door—friends placed bets, and my wife probably started a defense fund in secret. Yet when I dropped her off for that retreat, I smiled, told her to have fun, and drove away without stress, fear or tears.
Even when I learned she was “talking” to that boy, I wasn’t angry. I was happy. Not because I’ve forgotten what 14-year-old boys are like, but because he’s genuinely a good young man, and I’m glad they chose each other to “talk” to—whatever that means.
This doesn’t mean I don’t worry. I do, and always will. I still run through plenty of “what ifs.” But now, they’re less about fear and more about excitement—excitement to see how she applies the lessons we’ve tried to teach her. She’s an amazing young woman, and like every proud father, I believe she’ll change the world. Still, the world should know—her dad is right behind her, with more than enough shovels.
And to those of you reading, I know many of you smile remembering your own journeys. I’ve met your nowgrown children, and they are nothing short of incredible. Thank you for letting me serve you and this great industry—and for the wisdom and advice you’ve shared with this still-“young” parent along the way.
PATRICK S. ADAMS, Publisher/President padams@526mediagroup.com
Like the foods we buy, when it comes to decking, we want natural and real. Redwood is always available in abundance of options. So stock the shelves! Unlike mass-produced and inferior products, Redwood is strong, reliable and possesses many qualities not found in artificial products. They maintain temperatures that are comfortable in all climates.
Redwood Empire stocks several grades and sizing options of Redwood.
WEATHER-RESISTANT barriers, including TuffStrand-WRB from RoyOMartin, help eliminate the need for extra layers of protection to keep air and moisture out of a structure.
INNOVATIONS IN OSB AND PLYWOOD
ADDING VALUE BENEFITS THE ENTIRE SUPPLY CHAIN
------------ BY DAVID KOENIG
OSB AND PLYWOOD have long been viewed as basic commodities—structural panels hidden behind walls, under flooring, or beneath roofs. But in recent years, a major shift has been taking place. Manufacturers are adding performance features that offer real, tangible value to homeowners, builders, architects and dealers.
For dealers and manufacturers, these newer value-added products generate higher margins than basic commodities. But they also pass benefits down the line. These enhanced panels may carry a higher upfront cost, but they often reduce labor time, eliminate the need for additional materials, help meet more stringent building code requirements, generate less waste, and allow for creative new design possibilities.
All of this translates into additional benefits for dealers. According to Ryan Wolters, CMPC’s vice president of sales, “We believe the rise of valueadded wood products like our Selex plywood line offers significant advantages for lumberyards and home centers. These products, with their enhanced quality and specialized features, improve customer satisfaction and reduce jobsite issues for builders. This leads to increased profits and stronger customer relationships for our supply chain partners. To capitalize on this, retailers should highlight the superior benefits of these advanced offerings to help differentiate their inventory and attract new market opportunities.”
Parry Healy, director of brand and segment marketing for LP, agreed: “Value-added products
come armed with advanced features that can benefit pros, and lumberyards and home centers can take advantage by positioning themselves as a solutions provider rather than just a raw materials provider.”
Among the more impactful innovations:
1. Integrated Weather-Resistant Barriers
One of the most popular advancements is the integration of weather-resistant barriers (WRBs) directly into OSB and plywood panels. Instead of requiring housewrap or additional layers of protection to keep water and air out, many sheathing products now come affixed or coated with an overlay that restricts air and moisture flow.
Products include the ZIP System Sheathing from Huber; ForceField Weather Barrier System and DryGuard Enhanced OSB, and WRB-coated DryPly Plywood Sturd-I-Floor from Georgia-Pacific; TuffStrandWRB from RoyOMartin; and LP WeatherLogic Air & Water Barrier.
2. Energy-Efficient Enhancements
Another popular group of value-added panel products offer thermal insulation features. Radiant barriers typically consist of OSB or plywood backed with a specially designed metalized film/Kraft paper laminate. Panels are installed foil-side down facing into the attic space, to reflect the vast majority of radiant heat into a home.
Products include Eclipse OSB Radiant Barrier from RoyOMartin, RBS from Weyerhaeuser, Thermostat Radiant Barrier OSB from Georgia-Pacific, Boise Cascade SolarPly, West Fraser Solarbord, and LP TechShield Radiant Barrier.
3. Enhanced Fire-Rated Panels
With growing concern over fire safety in both residential and commercial construction, manufacturers are offering fire-rated versions of OSB and plywood that meet stringent code requirements. These panels incorporate fire-retardant chemicals during the manufacturing process, allowing them to perform better under high temperatures without compromising structural integrity.
Products include LP FlameBlock Fire-Rated OSB Sheathing and MagTech Fire Retardant OSB Sheathing.
Wood preservative manufacturers also offer fireretardant treatments that can be impregnated into plywood, including FlamePRO from Koppers, D-Blaze from Viance, PyroGuard and ExteriorFireX from Hoover Treated Wood Products, and Dricon FS and FRX from Arxada.
4. Larger Panels
Several manufacturers are producing longer length OSB panels (beyond the traditional 8') particularly for use with tall ceilings, so the sheathing can span from sill plate to top plate, eliminating horizontal seams and the need for blocking between panels, as well as reducing air leakage, installation time, and waste. The longer panels also come in handy for high-wind zones.
Products include WindBrace OSB Wall Sheathing from RoyOMartin and LP LongLength OSB and LongLength XL from LP.
Expect continuing upgrades in what OSB and plywood panels can do—and realize that distributors and dealers play an important role in their success.
“As with many new products in the building industry, it is a good distributor’s role in the supply chain that has helped facilitate the rise of products like value-added OSB,” noted Roger Fossett, director of commodity procurement for Boise Cascade Building Materials Distribution. “Most of these product lines are multi-SKU’ed and require a great amount of education at both the dealer and builder level. A good two-step distributor’s role in the supply chain is to have local inventory available, as well as provide the education necessary to give dealers the confidence to stock and promote these products downstream.” MM
PLYWOOD and OSB can offer fire resistance through pressure treatment (as in the pictured FlamePRO-treated plywood from Culpeper Wood Preservers) or with the addition of a non-combustible surface layer.
RADIANT BARRIER panels, such as RBS from Weyerhaeuser, are backed with heat-reflecting foil.
HUMBOLDT SAWMILL CO., Ukiah, Ca., recently launched a new line of premium redwood products, as well as an eye-catching new ad campaign to promote them. The “Let’s Build Something Beautiful” campaign focuses on the many ways redwood can be used to make the built environment more beautiful, as well as the benefits that can accrue for stocking redwood dealers in terms of relationship building with their key customers.
The new campaign is launching in trade print media, including in The Merchant and BPD magazines, and in digital format as well. Simultaneously, Humboldt Sawmill Co. sales representatives are reaching out to new and existing customers to highlight recent product innovations the company is bringing to the market.
“Redwood is the right product for right now,” states Jason Faulkner, VP, mill sales. “We have developed new product lines that combine the properties redwood is already known for, including beauty and durability, and enhanced those properties to create new products to meet growing market demand.”
Exterior Class A FRT Redwood Decking & Siding
The devastating fires in Los Angeles earlier this year sparked intense interest in Class A decking and siding products. And while untreated redwood already meets California Building Code Chapter 7A for use in Wildland-Urban Interface (WUI) areas, some homeowners and builders across the Western U.S. are looking for fire-retardant treated (FRT) wood options for decking and siding applications.
HUMBOLDT SAWMILL CO. is now stocking a new line of Exterior Class A fire retardant-treated redwood decking and siding products that are code compliant in WUI areas.
“Ipé and other tropical woods meet Class A but with high costs and challenging availability. Those products aren’t always a great option, particularly for homeowners who prefer to build with locally grown Forest Stewardship Council certified products,” states Faulkner.
Humboldt Sawmill Co. has partnered with Hoover Treated Wood Products to treat redwood decking and siding with Hoover’s clear ExteriorFireX formulation. These products meet the highest standards for performance under fire conditions, have been tested in accordance with ASTM E84, and are code compliant with respect to both California Building Code Chapter 7A and IWUIC.
“The combination of redwood with a Class A FRT formulation is a game changer,” adds Faulkner. “Untreated redwood is already code compliant in California’s WUI areas, but for those wanting to install a Class A product, they can now do that and still use redwood.” Whether untreated or Class A FRT, redwood decking and siding will be fully compliant with the new 2025 California Wildland-Urban Interface Code (CWUIC) which becomes effective January 1, 2026.
Pattern Stock Potential
The continuing popularity of natural wood siding and pattern products makes Humboldt Sawmill Co. a perfect fit with its diverse mix of heartwood and sapwood grades. From premium Heart Clear VG and B Grade to economical Superior Heart and Common, there are many choices for discerning customers looking for timeless beauty and longevity.
Timbers for Outdoor Living
The importance of outdoor living to homeowners shows no sign of letting up. Shade structures and pergolas allow homeowners to enjoy their outdoor spaces in the hot summer months and provide a focused gathering area year-round. A naturally durable wood species such as redwood is ideal for outdoor structures featuring post and beam construction. To this end, Humboldt Sawmill Co. manufactures freeof-heart-center (FOHC) redwood timbers in Construction Heart grade in 3", 4", 6", and 8" thicknesses, widths from 6" to 12", and lengths
from 10 to 24 ft. Boxed Heart timbers are available by special order in dimensions from 8x8 to 24x24. All timbers are available in rough and S4S finishes.
Jason Faulkner summarizes, “With our vertical integration and owning our forestlands, to our manufacturing centers and strong
distribution network, it makes sense for us to branch out with new product lines. Demand for premium natural wood is strong, and we are in a great place to capitalize on that with redwood.” MM
– For more information, please visit www.getredwood.com.
THE BEAUTY and warmth of redwood pattern stock is evident in the 19,000-sq. ft. Turn 11 hospitality facility at Sonoma Raceway.
REDWOOD TIMBERS from Humboldt Sawmill Co. are naturally durable and ideal for outdoor living areas that feature pergolas or other shade structures.
DEMAND, CHALLENGES AND OPPORTUNITIES FOR WESTERN RED CEDAR
------------ BY BRAD KIRKBRIDE
WESTERN RED CEDAR has been widely used and highly popular for centuries. Valued for its beauty, versatility and natural resistance to decay, the wood species is a sought-after material for decking, siding, fencing and outdoor structures.
At the Western Red Cedar Lumber Association, we see firsthand how interest in WRC and yellow cedar is growing, despite an increasingly competitive marketplace from non-wood substitute products. Due in part to a growing awareness of the damaging environmental effects of non-wood products and a trend to return to natural materials like wood for their health benefits and sustainability, organic traffic (traffic that is not from paid advertising) to realcedar.com has trended upwards year over year, as have searches for Real Cedar retailers. This interest is noted in global markets which have experienced year over year increases, with particular interest from markets in Asia, Europe and Oceania.
Despite this growth however, sourcing and purchasing western red cedar and yellow cedar have become increasingly difficult due to a combination of political and economic factors. Stricter environmental regulations,
land use disputes and harvest restrictions in the Pacific Northwest have all had their effect on supply. Additionally, trade tensions and tariffs, coupled with rising transportation and labor costs, have further complicated the market and created challenges for both suppliers and consumers.
What it all boils down to is a clear dichotomy between Real Cedar’s enduring appeal and the growing obstacles to its availability.
Additionally, the U.S. Department of Commerce has signaled intentions to further increase tariffs on Canadian softwood lumber, potentially exceeding 50% at some TRADE TENSIONS between Canada and the U.S. have complicated
Certainly the biggest challenge facing the industry today is the ongoing trade tensions between the U.S. and Canada, which have led to punishing tariffs on WRC. As I’m sure most readers are aware, earlier this year the U.S. imposed a 25% tariff on Canadian goods, which, when combined with existing duties, brought the total tariff on Canadian softwood lumber to approximately 39.5%. As organizations like Reuters and NHBA have noted, this has raised serious concerns among Canadian producers about competitiveness and market access.
point. This uncertainty surrounding trade policies has also made long-term planning challenging for businesses in the WRC supply chain, which has further complicated meeting consumer demand for WRC.
What makes the dichotomy between interest versus new challenges in sourcing so dire is that western red cedar and yellow cedar are products that we need; not just ones that we want. They are far more environmentally friendly than non-wood composites, and their role in sequestering carbon and mitigating climate change is crucial to our future well-being. Natural wood products have known health benefits and studies show they reduce stress and stress-related disease. The softwood industry also creates a significant number of jobs in North America and supports numerous rural and Indigenous communities.
Given its importance and demand, it’s essential we adapt to navigate the challenges ahead to continue to succeed in this changing market. Fortunately, we can do just that.
Industry associations play a crucial role in supporting the sectors they represent. We can work to engage with policymakers to advocate for fair trade practices and to highlight the unique qualities of materials like WRC that make it a needed choice in the construction and repair and renovation sectors. Efforts can also include participating in trade negotiations, providing market intelligence to members, and promoting the benefits of products like Real Cedar through advertising and marketing campaigns.
In addition to advocating for the WRC and yellow cedar industries, the WRCLA is also instrumental in ed-
ucating consumers and professionals about the benefits of using these products. Workshops, training sessions, industry accredited educational courses and events like our recent annual Cedar School and Cedar Summit all work to grow awareness and demand for WRC products.
Recently, the WRCLA has also taken a proactive approach to developing new avenues of opportunity. We are exploring international markets to reduce our dependence on the U.S. New value-added products including engineered cedar and prefinished products can fill niche markets and command premium prices. Additionally, operational efficiencies such as investing in new technologies and processes can significantly add to our competitive advantage. For every challenge, there’s an opportunity.
Historically, the WRC market has been characterized by uncertainty and challenges. But the recent resurgence in demand for WRC, driven by consumer preferences for sustainable and healthier building materials warrants we meet these challenges with strategic planning, innovation and collaboration within the industry. By leveraging the support of our industry and adopting adaptive business strategies, manufacturers and distributors can navigate these challenges and continue to thrive in this evolving market landscape. MM
– Brad Kirkbride is managing director of the Western Red Cedar Lumber Association (www.wrcla.org). Established in 1954, WRCLA is the voice of the cedar industry and has members in 145 locations throughout North America.
NEW VALUE-ADDED products like engineered western red cedar are creating new opportunities in the market.
WHAT ARE WE PROJECTING?
I WORK WITH salespeople every day who are letting their personal feelings get in the way of selling.
What do I mean? Are there times when we have a bad day? Fight with our spouses? Have a death in the family? Aren’t selling enough? Yes. Should we share these feelings and negative experiences with our customers? Absolutely not! We may have that one “customer for life” who has turned into a friend and confidant with whom we may share some of our interior battles, but in most cases, sharing our problems (personal or business) with customers does not lead to more business.
Our customers are not our personal cry-towel and they don’t want to be. If anyone is going to be crying on anyone’s shoulder, our customers should be crying on ours.
Not bringing up our problems is just the first step. Just because we don’t talk about our problems, doesn’t mean we aren’t projecting negativity into our sales calls. Sulking, pouting, being “down in the dumps,” sales calls without energy and (heaven forbid!) some pizzazz are just as bad as bringing up our personal problems.
Part of our jobs as salespeople is acting. Our customers do not (and will not) want to jump off a bridge with us. They want to buy from someone who is up, confident and has some energy. Our customers have problems of their own and, in many cases, are looking for inspiration to make it through their day.
Did Your Kid Score a Goal This Weekend?
Almost more irritating than the salesperson who wants to talk about how tough they have it is the salesper-
BY JAMES OLSEN
son who wants to brag about their personal, their company, or their family’s victories. Talking non-stop about our kid’s goal this weekend can also leave our customers cold. If our customer doesn’t have kids, they aren’t going to want to spend much time talking about kids. If our customers do have kids, they are going to want to talk about their kids, not ours.
Am I saying we can’t talk about ourselves? No. I am saying that many of us are overdoing it. 70/30 is a good rule when talking with customers. Our customers should be talking 70% of the time we interact with them. If we hear ourselves talking too much, a little alarm should go off in our heads that says, “Ask a question!”
Use the Turn-Around
When a customer asks us about our weekend, business or our family, let’s use the “Turn-Around” to get our customers talking about themselves, their business or their family.
Customer: “How was your weekend, John?”
Self-indulgent Salesperson: “Blah, blah, blah, with too much detail and for too long.”
Pro Salesperson: “We had a great time. Went to a couple soccer games with my kids, played a little golf, how about you?”
Our customer will then tell us about their weekend, their family, and their business. While they are talking about their life, we listen for the opportunity to ask a follow-up question, which will lead us deeper into their psyche, life and business. These kinds of conversations lead to deeper relationships with customers.
Stay Positive
If we want to sell more, we need to project a positive attitude and ask our customers about themselves. If we are not selling as much as we want, we can always answer the question, “How’s it going?” with “Busy! Working hard!” This answer will put us in the top 20% of sellers. Many salespeople commiserate with their customers, but not the salespeople that are selling!
Our customers are looking for upbeat salespeople who will listen to their problems and come up with solutions for them, not the other way around.
Self Talk
Convincing ourselves to be positive is step #1. We will not convince anyone else if we cannot first convince ourselves. I have worked with many successful salespeople who use self-talk.
Try this: the next time you are going into a tough call, whether on the phone or in person, tell yourself how well the call is going to go. Tell yourself you are going to get the order. Really convince yourself. If you can convince yourself, your sales calls will go better. This may seem a simple solution to a big problem, but simple solutions are usually the best. If you want to project a better image, convince yourself first! MM
JAMES OLSEN
New Look, Same Quality.
At Western Forest Products, we’re proud to reveal our refreshed brand identity, a look that reflects our values, respects our history, and supports where we’re headed next.
While our visual presence has changed, our promise remains the same. We continue to uphold the same high standards of quality and an unwavering commitment to forest stewardship. Every step forward is guided by the trust you place in us, and the responsibility we proudly uphold.
Photo: Aaron Leitz
Olson Kundig
PAY TRANSPARENCY
------------ NICHOLAS RITCHIE
THE PAY TRANSPARENCY trend is no longer a trend; it’s a reality. Across the United States, many state-level laws and local ordinances are being enacted to increase transparency in salary negotiations and in the overall hiring process. Just this year, five states have added new text and regulations relating to pay transparency requirements. On a local level, many large cities and industrial centers have additional requirements (New York City, Jersey City, Cleveland, to name a few). The management and execution of these changes, especially in areas where both state and local requirements are in effect, can be challenging. Arguably more complex are remote/hybrid roles and territory-based positions where an employee will be based outside of the organization’s “home state.”
What is pay transparency?
In general, pay transparency is the practice of openly sharing compensation and benefits information with candidates in the hiring process—the goal is to promote wage equity and trust. Each state’s pay transparency legislation varies in scope and requirements, particularly regarding salary and benefits disclosures in job postings. There is also an inconsistency in how remote and territory-based roles are treated. While pay transparency supports the broader goal of pay equity, the two are different. Pay equity focuses on ensuring employees are paid fairly and consistently for equal work, regardless of gender, race, or other protected characteristics. Transparency aims to help achieve equity by reducing the reliance on prior salary history in compensation negotiations, instead focusing on role-based compensation.
How does this legislation impact my organization, its employees, its operations, and hiring practices?
These state laws and local ordinances set the standard for what and how much information you must include in your external and internal job postings. Each state and locality is unique in both what information is required
and the timeline of the dissemination of that information to candidates and employees. For example, Washington, D.C., requires all employers, including those with remote roles, to disclose all relevant compensation and benefits information to the candidate before an interview takes place, regardless of the company’s size. On the other hand, Vermont requires compensation and benefits information only upon a conditional offer, and it does not apply to remote roles. And some states require this information on job postings. Pay transparency is a complex issue that will continue to evolve as we move forward.
The Pay History Ban
With all the minutiae of each state’s requirements, one commonality remains—the Pay History Ban. As best practice, you should never ask an employee about their previous pay history, regardless of location and applicable legislation. It comes down to how the question is framedany explicit question related to a candidate’s or employee’s previous compensation is not acceptable and can both diminish trust and, in severe cases, lead to legal exposure, as it may reinforce existing pay disparities and violate laws aimed at promoting pay transparency.
Pay transparency in remote/territory-based roles
Managing pay transparency requirements becomes increasingly complex when companies employ remote workers or territory-based employees. Legislation varies widely, particularly in how it addresses these remote roles and positions based outside of a company’s home state.
Take, for example, a company headquartered in New York, with traveling sales representatives based in Illinois. The company must comply with both states’ pay transparency laws. New York legislation applies to remote roles, meaning that any job that can be performed in the state is subject to these requirements. Additionally, if the role is or can be performed in Illinois, regardless of the company’s home state, Illinois regulations also apply.
The primary challenge in complying with multi-state requirements lies in the legislative gray areas. Many state-level laws lack explicit coverage of remote roles, territory-based employees, and the definition of a true “job posting.” While the basis for some pay transparency legislation is the Pay History Ban and the requirement for salary ranges to be included in job postings, others leave much to interpretation. As mentioned, questions have emerged about what qualifies as a job posting, whether internal promotions are subject to the same requirements, and how salary and benefits information must be communicated.
The technicalities of these laws can be challenging to interpret and apply consistently, particularly for organizations operating across multiple states or jurisdictions. As the push for increased pay transparency continues, legislation will likely become more standardized and explicit, helping employers navigate the requirements with consistency and confidence.
Common misconceptions of pay transparency
With the rise of pay transparency legislation comes confusion that can ultimately lead to an improper approach to the topic. Here are a few of the most common misconceptions about pay transparency and what they mean for you in practice.
1. Pay transparency means full disclosure. Pay transparency is not the same as full disclosure. One of the most common misconceptions is that pay transparency
Q. We want our next hire to speak a specific language or multiple languages. Can we ask them during the hiring process?
A. What you can and cannot require depends on the essential requirements of the position. This includes any aspect of the job. Federal, state and local laws prohibit discrimination against a person for numerous protected characteristics, so any requirement must have a legitimate business reason or else a company could face a discrimination claim.
For example, if the employee needs to speak two languages to perform their job as a translator, you can ask if they are proficient in those languages. You can also ask about their proficiency to ensure they can work at the level you need them to. You might also consider testing them to confirm this proficiency.
You can also require employees to understand a specific language if needed for safety purposes.
For example, if your employees work with dangerous chemicals, you can require that they read and understand instructions and warning labels for safety reasons, but you cannot require that they be fluent beyond that understanding.
However, if you just want someone to speak a specific language because it would “make things easier,” then you probably cannot hire for it specifically. You also cannot require an employee to speak a specific language during personal conversations at work, so that you can understand what they are saying.
You can—and should—have different requirements for each position based on what that person needs to do, and then tailor your hiring process to find the right person to meet those needs.
requires a disclosure of each employee’s exact salary. In practice, this level of detail is not required, as most states with active legislation require only a salary range, benefits information, and an application deadline on job postings.
2. It makes salary negotiations harder for the employer. There are concerns that transparency surrounding salary and compensation decisions may limit negotiations or tie your hands in the hiring process. In reality, pay transparency can help to frame negotiations rather than restrict them. Candidates and employees can enter discussions with a clearer understanding of expectations. As an employer, you can still negotiate within the listed range, accounting for factors like location, job responsibilities, experience, and internal equity. If you find during the hiring process that you need to offer a higher salary to attract qualified candidates, then you can adjust your pay range accordingly.
3. It will lead to conflict and discontent amongst employees. It’s understandable to think that increased transparency around compensation and related decisions may cause internal tension among employees. But hiding compensation information doesn’t limit dissatisfaction; it creates room for assumptions and suspicion. Plus, current law already allows employees to discuss their wages without reprisal. A transparent compensation framework can help employees understand the “why” behind compensation decisions, enabling them to better understand individual differences.
4. It’s just a compliance issue. Pay transparency is not just a legal checkbox. While pay transparency begins with compliance, the legislation intends to foster greater fairness and accountability for all parties involved. Transparent compensation and hiring practices can build organizational credibility and reputation, helping to create a competitive advantage in the hiring and retention areas. How to navigate pay transparency with confidence
• Avoid prior pay history questions. Regardless of local or state laws, it is best practice to avoid questions related to a candidate’s compensation history to ensure future compensation is based on what the role is worth to the company.
• Document salary and benefits. Prepare standardized compensation materials for external job postings and internal use.
• Audit current compensation practices. Ensure all roles have defined salary ranges that align with both internal pay equity and market benchmarks.
• Train your hiring teams. Educate recruiters and managers on how to communicate salary expectations and legal boundaries, including what not to ask. MM
NICHOLAS RITCHIE
Nicholas Ritchie is recruiting coordinator with The Workplace Advisors. Reach him at (contact@theworkplaceadvisors.com.
THEY ARE NOT YOU
I WAS IN THE first year of my first management job and experiencing growing frustration. I was continually disappointed in what I perceived as a lack of motivation in my charges. Not only that, but they just didn’t have the same degree of professionalism that I was expecting. They were just not meeting my expectations.
I began to question the work of my predecessors. Why were these people, whom I had inherited, hired in the first place?
I began to contemplate a major turnover in staff. That seemed too daunting to attempt, especially in view of my lack of experience. I wasn’t sure what to do.
And then, in a flash of inspiration, I had a revelation: They aren’t me!
The problem wasn’t them; it was me! I had projected the habits, attitudes, practices and disciplines that I had built into my routines onto them. Since I thought a certain way, or did specific things, I thought everyone else did too. Instead of seeing each one as a unique combination of attitudes, skills and experiences, I had seen them as projections of my personality.
The truth was that they hadn’t had my life experiences, my education, nor my attitudes and skills.
------------ BY DAVE KAHLE
They weren’t me!
What may sound so simple was really a watershed moment in my career and one of the most powerful lessons I’ve learned.
Since I had that epiphany, I have since seen the same phenomenon at work in countless of the companies for which I have consulted. Typically, I see it at the entrepreneur’s level, where a driven, highly motivated entrepreneur expects everyone else to have the same degree of drive that he/she has. Since they don’t— after all, they are not him/her—the boss lives in a constant state of frustration.
I’ve seen it as well among sales managers, where a sales manager expects all of his/her charges to work as hard, be as motivated and committed as he/she was. Sometimes the manager lives in ignorance for years. Aren’t they all planning their months the way he did? Aren’t they all investing in improving themselves the way he did? Don’t they all have the same work ethic he has? Aren’t they all thinking strategically and focusing on penetrating key accounts the way he did?
Alas, the answer is no to all of the above. Why? Because they aren’t the sales managers. Each of them is a unique human being.
When an executive or manager finally gets it—that they aren’t him— that can be a watershed moment in the growth of that person and that business, in the same way as it was for me.
That change in perspective can usher in a whole new appreciation for who they are, and an entirely new way of working with them. It can be the single event that unlocks the potential in other people, as well is the business itself.
Truly, it is one of the most important lessons I’ve ever learned. MM
DAVE KAHLE
Dave Kahle is a leading sales authority, having written 12 books, presented in 47 states and 11 countries, and helped enrich tens of thousands of salespeople and transform hundreds of sales organizations. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as “one of the five best English language business books.” His latest book is The Good Book on Business. For more information, visit davekahle.com.
FlamePRO Lumber & Plywood Products Available Nationwide!
• FlamePRO Fire Retardant pressure treated wood products, as described in the ICC Evaluation Services, Inc. ESR-4244, meet all major model building code requirements.
• Koppers is an AIA-approved Continuing Education Provider.
• Backed by a 50 Year Limited Warranty Program from Koppers.
LUMBER EXPANDS NEW BUILDING COMPONENT
84 Lumber is launching a new building component: 84 Vertical. The new program started in Denver, Co., and is now available in other markets such as Atlanta, Ga.; Nashville, Tn.; Birmingham, Al.; and Indianapolis, In.
The new service is an extension of the company’s expanding component services. Optimized lumber packages will be available through design, fostering better wood utilization and less waste—a greener process that will reduce the amount of wood used to build the average home, and lower jobsite disposal expenses. 84 Vertical also aims at reducing build cycle time. Materials will be shipped
PAYLESS EXPANDING TO OROVILLE
Payless Building Supply, Chico, Ca., is opening a new location this month in Oroville, Ca.
The 52-year-old company is currently building a 4,800-sq. ft. facility in Oroville that will include 2,400 sq. ft. of retail space and a three-acre lumberyard. The location will employ between seven and 10 people.
Inventory will include lumber, fencing, roofing, siding, decking, lighting, electrical, moulding and more, for professionals and DIYers.
The full-service lumberyard and building materials center will join existing lumberyards in Chico, Anderson and Susanville, Ca. It has also operated a door and millwork shop in Oroville since 2022.
Company president Ann Alevais told the Chico Enterprise-Record that the new location will alleviate pressure on the Chico operation and serve a market that’s expected to experience an increase in housing starts.
SUSPECT ARRESTED FOR ACE FIRE
A suspect has been arrested and charged with felony arson for allegedly setting fire to Ace Hard-
labeled, pre-cut, and ready to assemble, which will allow for faster assembly, producing a safer build with fewer jobsite injuries.
“We’re ‘exactimating,’ not estimating,” said Jim Abbott, EWP vice president at 84 Lumber. “We are excited to launch 84 Vertical, and we know our customers are ready for this program. The goal is to better serve our customers and help them build more efficiently and accurately.”
The creation of the program was in response to demand in a competitive market as 84 Lumber wanted to expand product and service offerings to meet the needs of customers.
84 Lumber is the leading supplier of building materials, manufactured components, and industry-leading services for single and multifamily residences and commercial buildings. The company currently operates 320 facilities in 34 states which include stores, component manufacturing plants, engineered wood product (EWP) centers and door shops.
ware in Great Falls, Mt. Damages to the business were estimated to be at least $20,000.
According to court documents, a security camera recorded Terry Alan Graeter around 4:30 p.m. on Aug. 7 “repeatedly” bending to the ground behind the store just “before smoke begins billowing.”
Two months prior, Graeter was arrested for setting fire to a dumpster behind a gas station. He was released on bail.
For the latest offense, prosecutors asked for a $100,000 bond. They wrote, “Now [Graeter] intentionally set fire to an occupied commercial building. The fire caused extensive damage to the building. Employees and patrons were at risk if the fire were to have spread beyond the rear of the building. Employees risked injuries to themselves to try and contain the fire.”
If Graeter is released, they wrote, “his next fire may kill someone.”
Graeter’s attorney requested that his bond be reduced to $10,000. The judge ruled that instead it be lowered it to $50,000.
Someone convicted of arson faces a prison term of up to 20 years, a fine of up to $50,000, or both.
Ace Hardware has opened 100 new stores this year and is on track to add more than 175 new locations by the end of the year—which will translate into 1,000+ new stores over the last five years.
Lamar Building Material Supply, Lamar, Co., has switched its co-op from True Value, remodeled and changed its name to BMS Ace Hardware.
Hockett’s Builders Supply, Ridgecrest, Ca., is closing after 65 years.
Ace Hardware plans to open a new 13,000-sq. ft. store in January 2015 at Guadalupe Plaza in Albuquerque, N.M.
DJ General Tool & Wire’s hardware stores in Montebello and Huntington Park, Ca., were shut down and owner Dojoon Park arrested on suspicion that he was using the business as a front to fence stolen goods.
Golden State Lumber + Showroom, Petaluma, Ca., recognized Trex as 2025 Marketing Partner of the Year and OrePac Building Products as Vendor of the Year-Lead Generation.
Calaveras Lumber, Angels Camp, Ca., was voted the Best Hardware Store in the state of California by Stihl’s 2025 Hardware All Stars.
Samson Hardware, Fairbanks, Ak., was named Best Hardware Store in the 2025 Daily News-Miner Readers Choice Awards.
NEW RAIL SERVICES IN WEST
CSX Corp. and BNSF are rolling out new intermodal services that will provide efficient, coast-to-coast solutions to ship between the western and eastern U.S.
New coast-to-coast, direct domestic intermodal services are being launched between Southern California and Charlotte, N.C., and Jacksonville, Fl., as well as between Phoenix, Az., and Atlanta, Ga.
Between Phoenix and Flagstaff, Az., two new 10,000-ft. sidings will further support this growing market by enabling more efficient meet/pass operations on the route connecting to BNSF’s Southern Transcon.
Swanson Group,*.\ SUPERIOR SIDING
IWP EXPANDS INTO UTAH
International Wood Products, Clackamas, Or., will begin shipping this month from its newest distribution center in Salt Lake City, Ut., marking an expansion of its relationship with Trex Co., the world’s largest manufacturer of wood-alternative decking and residential railing products.
As part of this strategic move, IWP will exclusively stock Trex decking and railing, and service Utah and southern Idaho, including the Boise metro area, from its new location. IWP will continue to service the Idaho panhandle and western Montana with its full product line, including Trex, from Post Falls, Id. With this addition, IWP will stock and sell Trex at all six of its distribution facilities in the western United States.
The expansion builds on the companies’ successful partnership in the Pacific Northwest and California and reflects a shared commitment to delivering high-performance products and best-in-class service. With IWP’s new Salt Lake City location, the company strengthens its position in the Mountain Region—one of the fastest-growing housing markets in the U.S.—ensuring faster delivery, expanded inventory, and deeper support for dealers throughout Utah and surrounding states.
In addition to Trex decking and railing, IWP will stock specialty wood products, fiber cement siding, and other top-tier exterior products.
“This expansion is about accelerating performance, ours and our partners’,” said Kevin Brennan, vice president, North American pro channel sales at Trex. “By adding Trex to IWP’s Salt Lake City offering, we’re bringing faster fulfillment, deeper support, and greater product accessibility to a market that’s hungry for high-quality, low-maintenance outdoor living solutions.”
RIVERSIDE TO BUILD MILL IN FORKS
Riverside Forest Products USA, the U.S. subsidiary of Canada’s Riverside Industries, has inked a lease with the city of Forks, Wa., to build a sawmill at the Forks Industrial Park.
The $12-million facility will specialize in kiln-dried hemlock and green Douglas fir dimensional lumber. Phase one will create 40 to 50 jobs. Another 30 to 50 positions could be added in two to three years with
the addition of a second shift, for a total workforce approaching 100.
The facility will require 35 to 40 million bd. ft. of timber annually, initially focused on oversized fir before shifting toward mostly hemlock.
Riverside would also like to build a cogeneration power plant, following air quality permitting.
A $200,000 grant secured by the Clallam Economic Development Council will help reimburse Riverside for lighting and electrical upgrades planned at the industrial park.
------------| SUPPLIER BRIEFS
U.S. Department of Commerce set countervailing duties for most Canadian softwood imports at 14.63%, weeks after establishing an anti-dumping duty rate of 20.56%, bringing the total rate to more than 35%.
Do it Best and True Value now offer Broil King and Napoleon grills as part of their warehouse and drop ship programs serving nearly 9,000 dealers. The move comes in the aftermath of Weber deciding to sell exclusively to Ace Hardware and its wholesale subsidiary, Emery Jensen, starting in January.
Woodgrain’s Phoenix, Az., distribution center is now selling NewTechWood’s composite siding and cladding products across the Southwest.
Royal Plywood, La Mirada, Ca., now carries KronoDesign decorative panels and edgebanding from Kronospan.
Hardwoods Specialty Products is now distributing Accsys’ Accoya modified wood in the West, including Washington, Oregon, Idaho, Montana, Hawaii, California and Arizona.
PrimeSource Building Products is introducing Keylink aluminum railing systems into the Pacific Northwest.
Timber Products, Springfield, Or., started up a new hardwood component facility at the site of its hardwood veneer and lumber mill in Munising, Mi.
MasterBrand, Inc. and American Woodmark Corp. have agreed to an all-stock merger.
Builders FirstSource began listing its common stock on the newly launched electronic equities exchange NYSE Texas. Its primary listing remains on the New York Stock Exchange, under same “BLDR” ticker symbol.
American Wood Council has released a new Environmental Product Declaration (EPD) for U.S. softwood lumber in the Northern region, joining earlier completed EPDs for the Pacific Coast, Inland Northwest, and Southern regions.
Weyerhaeuser Co., Seattle, Wa., is celebrating its 125th anniversary ... Roadside Lumber & Hardware, Agoura Hills, Ca., is celebrating its 50th anniversary.
IWP BEGINS shipping this month throughout Utah and southern Idaho from its new distribution center in Salt Lake City, Ut.
MOVERS & SHAKERS
Sierra Pacific to Acquire Seneca
cally reject such an offer. As a result, the buyers face ‘adverse selection’—the only sellers who will accept $750 are those unloading lemons.
Sierra Pacific Industries, Anderson, Ca., has agreed to acquire Seneca, Eugene, Or., and affiliates, combining two complementary, family-owned forest products businesses with strong historical roots on the West Coast.
Marshall Owens, ex-Snavely Forest Products, has joined Digger Specialties Inc. (DSI), as Rocky Mountain territory mgr. for New Mexico Montana, Wyoming and Colorado. He is based near Dallas, Tx.
“Smart buyers foresee this problem. Knowing they could be buying a lemon, they offer only $500. Sellers of the lemons end up with the same price they would have received were there no ambiguity. But the peaches all stay in the garage. “Information asymmetry” kills the market for good cars.”
Todd Brinkmeyer has named chairman and CEO of Idaho Forest Group, Coeur d’Alene, Id. Kevin Esser succeeds him as president. Marc Brinkmeyer will step back from his role as owner and board chair and will assume the title of owner/founder.
Jeff Napoleon has been named director of sales for Honsador Lumber, Honolulu, Hi.
Founded in 1953, Seneca operates a 175,000-acre sustainably-managed tree farm, sawmills, and a biomass plant in Oregon. SPI, a leading lumber producer that manages over 2.1 million acres of timberland in California and Washington, as well as manufactures millwork, windows, and renewable energy. The combination of two highly complementary businesses with deep expertise in forest products will result in increased efficiency and significant benefits to employees and customers.
Structural wood panel buyers rely upon qualified inspection and testing agencies like the APA to routinely test and certify the quality of the products they buy. This creates an incentive for individual panel producers to “push” the standard. A passage from Ackerloff’s famous paper:
Jim Shelton has retired after 11 years as a trader with Plateau Forest Products, Bend, Or., following 18 years with sister company American International Forest Products.
“Aaron Jones and Red Emmerson are both icons of the wood products industry. They were also friends and had a deep mutual respect for each other as industry leaders,” said Seneca CEO Todd Payne. “This proposed transfer makes so much sense given the companies provide complementary products, and have shared family values and company culture.”
long, frigid winter climate, coupled with a short summer season, produces hardwoods with very tight growth rings. This creates lumber with outstanding color and fine texture, which is ideal for applications ranging from furniture, cabinetry and doors to flooring, paneling and more.
Mike Graver, formerly with Evergreen Lumber, has joined the outside sales force at Builders FirstSource, Lakewood, Wa.
“There are many markets in which buyers use some market statistic to judge the quality of prospective purchases. In this case there is an incentive for sellers to market poor quality merchandise, since the returns for good quality accrue mainly to the entire group whose statistic is affected rather than to the individual seller. As a result there tends to be a reduction in the average quality of goods and also the size of the market.”
This region supplies nine primary, widely used species, including: ash, basswood, cherry, hickory, hard maple, red oak, soft maple, white oak and walnut.
Appalachian Region: Superior Quality
Both SPI and Seneca have a strong focus on sustainable tree management, also managing their timberland for thriving wildlife, healthy watersheds and soils, and world-class recreation. As Payne explained, “At Seneca, we grow more than we harvest annually. We have 92% more timber on our land today than we had 25 years ago. SPI also grows more than they harvest. Under their forest management plan they expect to have more large trees on their timberlands 100 years from now than they have today.”
Jeff Dracup has been promoted to director of EWP sales & marketing for Boise Cascade, Boise, Id. George Marovic was named branch mgr. at Boise Cascade in Phoenix, Az.
Spanning several states, including Ohio, Pennsylvania, North Carolina, Virginia and West Virginia, the Appalachian region produces a wide range of hardwoods species—all with one thing in common: superior quality.
Wade Gardner has been promoted to area vice president for Washington with Kodiak Building Partners, Englewood, Co. He will continue to serve as president of Builders Alliance, Bellingham, Wa., and Frontier Building Supply, Freeland, Wa.
The companies also share a company culture that recognizes employees as their most valuable asset, values the support of the communities they operate in and serve, and
Thanks to the region’s climate conditions—warm summers that assist with tree growth, and cooler spring
When the industry is young, industry production technologies vary little and raw materials are relatively homogeneous (e.g., OSB), this isn’t a major problem. But it is a serious problem when the inspection and testing agencies find it difficult or impossible to keep up with a very rapidly changing industry. An example would be today’s overlaid Douglas fir plywood industry. There are rapid changes underway on both the demand side (e.g., much higher alkalinity concrete mixes are now essentially “pulping” conform panels) and on the supply side (e.g., much reduced
supplies of small-knot, dense, Douglas fir veneers). The “market for lemons” is likely having a major effect on the size of this market today.
Overcoming the Market for Lemons
and fall seasons with cold winters, which allow that growth to be gradual—hardwoods from the Appalachian region feature tight growth rings, strong fibers, and consistent colors and grain textures. This leads to strength, durability and beauty in the lumber, in addition to excellent width and long length characteristics.
gives back by being dedicated to education and administering scholarship programs.
Maddie Bowman, ex-Westlake Royal Building Products, has joined Huber Engineered Woods, as Portland, Or.-based regional sales mgr. for Oregon. Caroline Lambert is now regional sales mgr. for Denver, Co.
How can individual panel producers overcome this “lemons market” problem, their industry’s “race to the bottom,” and depressed industry sales levels? They can offer company-specific product performance guarantees.
Gabe Quesada Jr., ex-Dixieline Lumber, is now selling doors and windows for 84 Lumber’s new location in La Mirada, Ca.
Primary species include ash, cherry, hard maple, red oak, soft maple, white oak, basswood, beech, birch, walnut, poplar and hickory, which are great for high-end furniture, millwork, cabinetry, doors, flooring and paneling, and more.
Eric Scott, ex-Kebony, has returned to contractor sales at Dixieline Lumber, San Diego, Ca.
“Seneca is known for its commitment to its people and communities, sustainable forest management, innovation in manufacturing and quality wood products,” said SPI president George Emmerson. “As a family-owned forest products company with similar values, SPI appreciates the opportunity to continue the legacy started by Aaron Jones and carried on by the Jones sisters. Seneca’s culture and operations are a natural complement to Sierra Pacific. We look forward to bringing together our shared expertise which will result in increased efficiency and benefits to employees and customers.”
The transaction is expected to finalized by the end of the third quarter.
Chris Hills, ex-Do it Best, is a new LBM trader for Utah Lumber, Harrisville, Ut. He is based in Wilsonville, Or.
No matter the region they come from, there are many North American hardwoods species to choose from. The decision as to which one to use comes down to the application and overall quality and look of the project.
Another approach is to more aggressively brand products. In either case, the mill’s products need to be clearly differentiated from their competitors’; as we discovered earlier, industry-wide, third-party quality certification is important but not sufficient. Like car buyers, panel buyers won’t chance paying peach prices when they may actually be buying a “dressed up” lemon.
Ganahl Breaks Ground at Long Last
Cory Barnett, ex-Sun Mountain Custom Doors, is now territory sales mgr. for Colorado with Simpson StrongTie.
– Don Barton is vice president of sales and marketing for Northwest Hardwoods, Tacoma, Wa. (northwesthardwoods.com).
Ganahl Lumber Co., Anaheim, Ca., expected to begin construction in August on a new hardware store and lumberyard in San Juan Capistrano, Ca. The facility will replace its nearby Capistrano Beach location.
Preston Peterson, ex-McCoy’s, has moved to the outside sales team at ABC Supply, Santa Fe, N.M.
For some structural panel producers, product differentiation requires a major change in company culture. For instance, it is very difficult to produce innovative, differentiated products for the end use market if the company doesn’t also adapt a different supplier-buyer mindset. Supplierpartners are often critical to the structural wood panel producer’s differentiation.
Escrow on the 17-acre Lower Rosan Ranch property, which Ganahl Lumber purchased from the city for $5 million, closed in late spring, following more than four years of planning, negotiations and applications. Ganahl portion will use about nine acres of the site for its new store and yard.
Noah James, formerly with FastenMaster, has moved to Weyerhaeuser, Denver, Co., as a dealer sales rep.
Andrew Tyner has rejoined HPM Building Supply, Oahu, Hi., as assistant regional mgr. Kyle Durkin is a new paint outside sales rep for HPM in Kailua-Kona, Hi.
As industry competition comes to focus more and more upon only one of the “4P’s of marketing”—price— “lemons” tend to proliferate and industry sales volume tends to decline.
Craig Young has been promoted to vice president, supply chain & logistics at OrePac Building Products, Wilsonville, Or.
General manager Alex Uniack said the journey has been “a challenging and complex process to get to this point, and we are excited to move the project into the construction phase.”
Kerry Peterson is serving as consulting CFO for High Country Lumber, Mammoth Lakes, Ca.
Home Depot, among others, had spent nearly 15 years attempting to purchase the property before the city zeroed in on Ganahl in 2017.
CHERRY is among the major hardwoods of the Appalachian Region.
–Roy Nott is president of Surfactor Americas LLC, Aberdeen, Wa., a German-owned producer of overlays, glue films, and press cleaning films for the global wood panel industry, with manufacturing operations in Finland, Germany and Malaysia. Reach him at roy.nott@surfactor.com.
The beauty of the forest is yours to sell
Big Creek Lumber’s sawmill, in Davenport, CA, produces a wide variety of redwood lumber products to independent wholesalers, stocking distributors, and remanufacturing facilities. Big Creek is well known for producing high quality redwood products and providing an outstanding level of personalized service.
HARD MAPLE is popular throughout the Glacial Region.
Bob Furio, who left Huttig Building Products as COO three years ago when it was acquired by Woodgrain, has now joined Woodgrain, Fruitland, Id., as vice president of the West Region.
Michael Kensok, ex-Builders FirstSource, has been appointed mgr. of operations at Builders Supply & Home Center, Airway Heights, Wa.
Tom Shaffer has been named vice president of sales for RWC Building Products, Phoenix, Az.
Isabella Brown is new to inside sales at Miller Lumber, Bend, Or.
Kenny Larson has joined Roseburg Forest Products, Springfield, Or., as communications mgr. Also new are Ryan Martin, pricing mgr., and Jeff Stein, senior sales enablement analyst.
Steve Schneider has been named president of Simpson Door Co., McCleary, Wa. He succeeds Phil Steklenski, who is retiring after 30 years in the industry, the last 11 with Simpson Door.
Danielle Hancock is a new architectural technical rep at RedBuilt, Denver, Co.
Kyle Hancock is new to Nationwide Industries, as territory rep for California and Nevada. He is based in Carson, Ca.
Garret Ogan, ex-Roseburg, has moved to South Coast Lumber Co. (SOCOMI), Brookings, Or., as transportation operations mgr.
Jared Cobb, SRS Distribution, has been promoted to district mgr. for Northern California.
Jay Dowell, planer mgr., Thompson River Lumber, Thompson Falls, Mt., has retired after 35 years with the company.
Nico Del Monaco has been appointed president of the Owens Corning’s roofing business and Jose Canovas president of its insulation business.
Julie Albrecht, ex-Jeld-Wen, is the new executive vice president and chief financial officer of Orgill, Collierville, Tn.
Christian Fischer will retire next month as president and CEO of Georgia-Pacific, Atlanta, Ga. He has begun transitioning responsibilities to his successor, Mark Luetters, currently executive VP of parent Koch, Inc.
Stephanie Owen was appointed the new president and CEO of the National Wood Flooring Association.
Randall Richards, executive VP, operations & sales, Reliable Wholesale Lumber, Huntington Beach, Ca., has been nominated for the 2025 Building Industry Association of Southern California Hall of Legends.
Mary Renken Uher has returned to APA – The Engineered Wood Association, as vice president, market access & development. John Murphy Jr., executive VP
of Murphy Co., Eugene, Or., has been elected vice chair of the APA board of trustees. He succeeds Chris Degnan, Weyerhaeuser, who has retired from the board after more than five years of service. New to the APA board are Jon Rashleigh, VP of panels at Weyerhaeuser, and Rob Johnson, senior VP of manufacturing operations at Boise Cascade.
Anna Prentice has been hired as executive assistant at MungusFungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus
FIRE JOLTS SACRAMENTO LUMBERYARD
Valley Redwood, Sacramento, Ca., has remained open for business for pick-ups and deliveries after suffering an early-morning fire on Aug. 1.
Firefighters arrived about 2:30 a.m. to see an intensely burning blaze piercing through the roof of the office building and tearing through the yard.
No injuries were reported. Authorities are investigating the origin and cause of the fire.
Established in 1982, the family-owned and operated business specializes in landscape design and construction planning, offering extensive lines of lumber, decking, fencing, patio covers, artistic stone, and other landscape materials.
LOWE’S AGREES TO ACQUIRE FBM
Foundation Building Materials, Santa Ana, Ca., has agreed to be acquired by Lowe’s Cos. for close to $8.8 billion.
Founded in 2011, FBM supplies construction products such as drywall, metal framing, ceilings, doors and hardware to around 40,000 professional customers through its more than 370 locations in the U.S. and Canada.
FBM is expected to accelerate Lowe’s Total Home strategy by enhancing its offering to pro customers through expanded capabilities, faster fulfillment, improved digital tools, a robust trade credit platform, and significant cross-selling opportunities between FBM and Lowe’s as well as the recently acquired Artisan Design Group (ADG). Currently, 70% of Lowe’s customer base is DIY.
“With this acquisition, we are advancing our multiyear transformation of the pro offering,” said Marvin R. Ellison, Lowe’s chairman, president and CEO. “It allows us to serve the large pro planned spend within a $250 billion total addressable market and aligns perfectly with our Total Home strategy. FBM’s scalable, multitrade distribution platform and strong leadership combined with our recent acquisition of ADG will significantly enhance our pro offering.”
Lowe’s acquired ADG for $1.33 billion in April. Two months later, chief rival Home Depot agreed to purchase
similarly positioned specialty building products distributor GMS for $4.3 billion.
Ruben Mendoza, FBM’s president and CEO, added, “Joining Lowe’s is an exciting next step. Since 2011, we’ve built a leading position in drywall, ceiling systems, and metal framing, with proven success integrating acquisitions. Together with Lowe’s complementary products and incredible brand, we’ll offer a more comprehensive solution for pro customers and accelerate growth.”
Mendoza and the senior leadership team will continue to lead FBM.
The deal is expected to close in fourth quarter 2025.
EX-MEEK’S EXECS OPEN NEW REDDING YARD
This month, a group of former leaders at Meek’s Lumber & Hardware is opening up their own lumberyard— Shasta Building Supply, Redding, Ca.
Although the company is new, the staff comes with more than 100 years of combined experience in the building material industry.
Sam Dawson, former president of US LBM’s western division (Meek’s, Homewood, Building Supply, Weaver Lumber, and Western Buyers), is president of Shasta Building Supply.
He is joined by vice president of sales Jake Mires, previously outside sales account manager at Meek’s, and operations manager J.J. Solano, formerly Northern California director of operations with Meek’s.
Offering lumber, windows, doors, hardware, decking, insulation and more, Shasta Building Supply aims to provide solutions tailored to contractor, developer and homeowners’ projects, “from frame to finish.”
L&W SUPPLY OPENS BRANCH IN MEDFORD
L&W Supply has opened its newest branch in Medford, Or. This marks the company’s fifth location in Oregon, expanding its ability to serve contractors across Southern Oregon and Northern California.
The branch will be led by Isai Molina, who was promoted to branch manager in April. He joined L&W in 2020 and has worked in several roles, including delivery services manager in Boise and CDL driver in Nampa, Id.
In addition to a wide array of products, the Medford branch offers express pickup, boom truck delivery and flatbed delivery and will serve contractors in Jackson, Josephine, Douglas, Klamath and Lake counties, as well as Northern California.
INVESTIGATORS are seeking the cause of an early-morning blaze that ripped through Valley Redwood, Sacramento, Ca., last month.
Re Reddwwood i ood is
thrives in some of the most productive timberlands in the world. Redwood is known for its timeless durability without the use of chemicals. Due to its flawless formation, there has never been a Redwood recall. There is a grade of Redwood for every application, every budget, and every customer.
“Growing beyond measure.”
Call or visit us today. Our family of Redwood timberland owners will continue to be your reputable and reliable source of Redwood.
ABMDA STRIKES DEALS WITH UFP, SUPERIOR ALUMINUM
ABMDA, Inc., the nation’s largest buying group exclusively serving independent two-step wholesale distributors of building materials, has formed a new distribution agreement with the EDGE division of UFP and with Superior Aluminum Products.
“Our association is frequently approached to expand our offerings to include a wide variety of products and services,” said Garry Tabor, executive vice president of ABMDA. “While this is a great compliment to our members, ABMDA remains highly selective in the companies we choose to partner with. The addition of UFP/EDGE reflects our commitment to aligning with true category leaders.”
The EDGE division of UFP is recognized as a premier brand in its category, offering innovative and high-quality outdoor living solutions. ABMDA believes this partnership will deliver exceptional value to its members and further strengthen the association’s supplier portfolio.
“Our strong growth is directly tied to the quality and integrity of our Allied Supplier Group,” added Tabor. “UFP is a market maker, and EDGE is second to none in product excellence.”
Brendan Moloney, director of national sales for EDGE, echoed the enthusiasm: “We are thrilled to partner with ABMDA. Its membership represents the top-tier independent distributors in the industry, and we look forward to building a long-term, mutually beneficial
relationship through this network.”
Superior Aluminum manufactures aluminum columns, railing and fencing, has been family-owned and operated since 1956, and is now in its third generation of business management. Its finished products are fabricated and assembled in Ohio.
“Our members consistently seek out manufacturing partners who truly support the two-step distribution model,” Tabor explained. “Since 1956, Superior Aluminum has done just that—earning a reputation as a reliable, distributor-focused manufacturer.”
Founded in 1975 and based in El Dorado Hills, Ca., ABMDA has spent five decades advocating for the success of independent distributors by fostering collaboration, innovation, and shared opportunities.
BPWOOD DISTRIBUTORS ADD LDCWOOD THERMOWOOD
Importer BPWood is expanding its distribution network to accelerate the prompt availability of LDCwood ThermoWood across the U.S. and Canada. The new partnerships, all with established regions, will bring ThermoWood to more markets and customers, particularly throughout the West.
LDCwood, based in Belgium, produces ThermoWood. Recognized worldwide as the patented gold standard, ThermoWood technology significantly enhances the durability and dimensional stability of beautiful wood, making it an ideal choice for modern, sustainable building applications.
Wood Treating Service with a Superior Preservative Selection
ThermoWood is suitable for a wide range of exterior and interior applications, including siding, decking, louvers, soffits and pergolas. Available in multiple species, the products are easy to machine, coat and glue, offering flexibility for both performance and design.
In the West, BPWood distributors include:
• Glacier Millworks, Kalispell, Mt., manufactures artisanal wood products for interior and exterior finishing.
• Hewn Elements, Tualatin, Or., manufactures custom prefinished wood products for commercial and residential needs.
• Issaquah Lumber, Issaquah, Wa., has supplied premium wood products throughout the Pacific Northwest for more than 135 years.
• OrePac Building Products, Wilsonville, Or., has been family-owned and operated since 1977, offering comprehensive building solutions throughout the West Coast and Mountain regions from its 10 strategically located distribution centers.
BPWood distributors in other regions include American Lumber, Edmund Allen, Excelsior Wood, Noltco, and Westwood Lumber Sales.
“At Issaquah Lumber, we’ve always believed in bringing our customers the very best in performance and aesthetics—and LDCwood’s ThermoWood products hit the mark on both counts,” said Chad Amble, owner of Issaquah Lumber. “We’re excited to partner with BPWood to supply this exceptional line of thermally modified siding and decking. It aligns perfectly with our commitment to premium, sustainable wood solutions that are built to last in the Pacific Northwest and beyond.”
A HOST of new distributors have picked up LDCwood ThermoWood, to make thermally modified wood products even more plentiful throughout the western region.
LDCwood products are sustainably sourced and manufactured using the gold standard ThermoWood process, the oldest and most trusted thermal modification method, governed by the International ThermoWood Association. This process transforms wood into a durable, stable material capable of withstanding extreme conditions, without the use of chemicals.
BPWood is the exclusive importer and distributor of LDCwood ThermoWood to North America.
“We’re known as the nimble innovators and we’re ‘woody’ by nature, so we are thrilled to welcome these respected partners to our growing North American distribution family map,” said Paul Bouchard, founder and CEO of BPWood. “Each brings deep ‘woodiness,’ regional strength, and customer relationships that will help us meet growing demand for certified, premium ThermoWood products.”
All LDCwood species are available certified (FSC, PEFC or OLB) with a transparent chain of custody.
to ensure prompt shipments.
Photographer: Loren Nelson Design & Timber Frame: New Energy Works
FULL-SCALE 10,000 sq. ft. “Store-on-the-Floor”—back from last fall’s convention—has since inspired dozens of Ace retailers to makeover their businesses.
ACE HARDWARE FALL CONVENTION SHINES LIGHT ON STORE TRANSFORMATIONS
Taking place Aug. 12-14 in downtown Chicago, this year’s Ace Hardware fall convention brought together thousands of Ace retailers and vendors for the industry’s largest hardware event.
A highlight was the return of a full-scale, 10,000-sq. ft. Elevate3 Ace “Store-on-the-Floor” model, featuring expanded Power and BBQ brand destinations.
This show marked the one-year anniversary of introducing its Elevate3 Ace experiential store format. Unveiled at last year’s fall Convention, Elevate3 Ace reimagines the traditional hardware store by creating immersive brand experiences in four key areas: Paint, Power, Backyard & Barbecue, and Home Preservation, turning these sections into inviting destinations that make shopping easier and more inspiring.
The concept has since moved out of pilot mode and into full roll-out, with more than 130 Elevate3 Ace stores completed so far. The results speak volumes: these stores are growing +12% in sales and +10% in gross profit dollars compared to non-implementing stores.
“Elevate3 Ace is experiential retail wrapped in the servant-hearted humanity that’s made Ace famous,”
said John Venhuizen, Ace president and CEO. “These stores let customers see, touch and try the best of Ace, while staying true to our mission of serving neighbors.
A year in, they’re driving strong growth for our retailers and making Ace an even more valuable part of the communities we serve.”
Category highlights vs. non-implementing stores include:
New Elevate3 Ace enhancements introduced a pilot “Sun & Shade” department offering premium sunglasses from Costa, Native and Oakley, along with lifestyle
apparel, hydration products, and outdoor audio equipment. Also new was a refreshed lighting aisle with adjustable white lighting in bulbs and fixtures, as well as an Ace-exclusive Kohler faucet, further reinforcing Ace’s commitment to delivering a distinctive in-store experience for both retailers and customers.
Elevate3 Ace will continue to transform new and existing Ace Hardware stores over the next several years, supported with a $1 billion investment.
ACE HARDWARE executive VP/chief growth officer John Surane kicked off the fall convention’s general session by stressing that Ace retailers are in the business of serving others.
WOODGRAIN SELECTS CPQ SOLUTION
Woodgrain, Fruitland, Id., selected Paradigm Omni as its enterprise-wide configuration, pricing and quoting (CPQ) solution for its door and window business.
“The expanded partnership with Paradigm supports our commitment to being easy to do business with,” said Todd Dame, incoming Woodgrain CEO. “This strategic investment will unify the sales experience across Woodgrain, leveraging Paradigm’s industry-leading platform and delivering a seamless customer journey.”
“The Paradigm Omni CPQ platform is built specifically for our industry, empowering configuration, pricing and quoting on-line, in-home, in-store and through dealer networks,” said Woodgrain CIO Eric Halbur. “This agreement is just one-step in implementing our customer channel technology strategy, which is central to the company’s growth and will provide a best-in-class customer experience.”
Woodgrain’s long-term enterprise agreement with Paradigm covers all CPQ needs across the company. The Woodgrain Distribution Division will migrate from multiple legacy platforms to Paradigm’s purpose-built solution, streamlining operations. The Woodgrain Doors Division and Windsor Windows & Doors will upgrade to the Paradigm Omni platform.
Woodgrain operates over 60 manufacturing and warehouse facilities across the U.S. and South America.
Founded in 1999, Paradigm serves hundreds of door and window manufacturers and 150,000+ end-users with a cloud-hosted, web-based CPQ solution that simplifies configuring and quoting doors and windows.
Let us become your pole partner!
From the treating plant at our mill in Montana, we provide treated and white Hop poles, Vineyard poles, Apple poles, Props, Drilled fence, and jump rails.
The tougher the requirement, the
DO IT BEST TEAMS UP WITH TOOLBX
To stress its commitment to providing independent LBM dealers with innovative digital tools to support pro contractor customers, Do it Best is now offering exclusive pricing for Toolbx—a B2B solution designed to help contractors approve quotes, place orders, and pay their bills online.
Professional contractors account for over 60% of sales at independent lumberyards, and Do it Best is making this strategic move to help dealers capture even more of that revenue. Toolbx connects directly to each
yard’s ERP, giving on-account customers instant access to invoices, statements, credits, and order history.
“We’re always looking for innovative ways to help our LBM dealers strengthen their pro business,” said Russ Kathrein, vice president of lumber & building materials, Do it Best. “Toolbx brings modern digital functionality that aligns with how pros want to work—and now our dealers can access it at an even better value. It’s a premier pro solution that sets a new standard for the industry, outperforming every other option on the market, and it’s built to keep evolving alongside us and our dealers for years to come.”
Toolbx users can filter transactions by job tag, approve change orders on their phones, and settle balances via ACH or credit card in seconds. Behind the scenes, Toolbx pulls a live aging report, creates one-click payment links, and triggers automated email or text reminders—features that have the ability to cut days-sales-outstanding by roughly 25%.
On the sales side, the Pro Digital Quote and Order platform pulls real-time pricing, stock levels, and lead times straight from each yard’s ERP, while a smart AI-powered search bar, trained on construction terminology, helps pros find items fast. Digital credit applications and e-signature capability round out the pro workflow, letting dealers approve terms and lock in signed quotes with no paperwork required. A built-in platform messaging feature centralizes all text conversations in one place so any team member can respond, and also serves as a quick way to send payment reminders when staff review overdue accounts.
The new classic is here - Ambara® Thermally Modified Wood Ambara® is a thermally modified hardwood engineered for design-forward mindsarchitects, builders, and creatives - who won’t compromise on beauty or performance. Through a specialized heat treatment, Ambara® gains unmatched dimensional stability, resisting cupping, warping, and checking, even in the harshest climates. What remains? A rich golden hue. Clean lines. Lasting integrity. Ideal for soffits, post wraps, paneling, fencing, and sleek siding profiles, Ambara® delivers timeless appeal with every installation. novausawood.com | 503-419-6407
LBM DEALERS can now purchase digital tool Toolbx at a savings through Do it Best.
“We’re excited to make it easier for contractors to do business with their local dealers and elevate the customer experience,” added Erik Bornstein, CEO, Toolbx. “Local yards already have the advantage of longstanding relationships; adding the right technology strengthens those ties and ultimately drives greater loyalty and sales.”
During the Do it Best Fall Market, held Sept. 5-8 in Indianapolis, In., Toolbx hosted a series of learning sessions, in addition to demos at the LBM booth and at the LBM and Marketing Breakfast.
Following the market, Toolbx began onboarding the first wave of dealers, and is continuing to offer dealers the opportunity to view demos throughout 2025.
Based in Fort Wayne, In., the Do it Best Group is the world’s largest hardware, lumber and building materials buying cooperative. With nearly $6 billion in annual sales, the co-op supports thousands of independently owned locations across the United States and in more than 60 countries worldwide. Retailers can operate under the Do it Best, True Value, or their own local store identities.
WERNER RECALLS 100K+ LADDERS
Werner is recalling 122,250 defective ladders featuring a faulty locking mechanism that can fail, potentially causing users to fall and injure themselves.
The company reported that it has received 18 reports of falls, including 14 reports of injuries resulting in bruising, lacerations, head injuries, and fractures to wrists, legs and ribs.
Working with federal consumer product regulators, Werner is asking for owners to return 20-ft. and 24-ft. Multi-Max Pro ladders with model numbers ALMP-20IAA and ALMP24IAA. All ladders were sold by Home Depot between November of 2021 and February 2024.
Werner urged owners to immediately stop using the ladders and register at www.wernerco.com/recalls to begin the process for a full refund. Once owners have properly disposed of their ladders in accordance with Werner’s instructions, the company will issue a check for a full refund.
The ladders being recalled are silver with a blue top and a blue label on the side rail with an oval
containing the word “Werner” and “Multi Max Pro,” and a long black rope in the back.
Werner models ALMP-16IAA and ALMP-18IAA Multi-Max Pro Ladders feature a different design and are not part of the recall.
PELLA ACQUIRES WEATHER SHIELD
Pella Corp. has acquired Weather Shield, a premium manufacturer of architectural wood and aluminum window and door solutions based in Medford, Wi.
“With 70 years of experience in the window and door industry, Weather Shield has demonstrated an outstanding understanding of architectural design and consistently delivers on quality and customer expectations,” said Tim Yaggi, CEO of Pella Corp. “Their reputation for
innovation and precision engineering makes them a natural strategic fit. Together, we’ll build on our complementary strengths to create even more compelling solutions for the customers we serve.”
As part of Pella Corp., Weather Shield gains expanded resources and capabilities to accelerate innovation and further enhance the customer experience.
“Pella is the ideal partner to carry Weather Shield into its next chapter,” Bob Foote, president of Weather Shield. “We look forward to continuing to serve our customers with the same creativity, quality, and care they have come to expect—now with even greater strength behind us.”
Based in Pella, Ia., Pella employs more than 10,000 team members across 20 manufacturing locations.
LMC STAGES “MOST EXCITING FOUR HOURS IN THE HARDWARE INDUSTRY”
Four hours. Sixty-plus suppliers. One co-op. The premier hardware event for LMC dealers, the Hardware Express, returned to Chicago Aug. 13, bringing together suppliers, dealers and LMC staff for purportedly the most exciting four hours in the hardware industry.
The exclusive event offers LMC dealers’ extraordinary access to show specials, extended dating options, and countless opportunities to develop and grow their hardware buying strategies. The event’s success is evident, creating an atmosphere of anticipation that has become the hallmark of Hardware Express. It has remained one of LMC’s most sought-after events.
Beyond the exclusive purchasing opportunities, the Hardware Express features enhanced networking experiences designed to strengthen relationships within the LMC network. After an afternoon of excitement, attendees continued to connect at an evening event at Lucky Strike in downtown Chicago. The relaxed bowling venue provided the perfect setting to unwind and build relationships over dinner, drinks and friendly competition. The combination of business during the day and networking in the evening creates lasting partnerships that benefit the entire dealer network.
Jeremy Neill, director of hardware, noted, “In one afternoon, LMC dealers turn exclusive access into competitive advantage. Hardware Express is our co-op in action. By bringing our dealers and suppliers together, we continue to strengthen our network.”
Hardware Express has evolved significantly since its inception, demonstrating remarkable growth and the strength of LMC’s dealer network. More than just a purchasing opportunity, Hardware Express has become a cornerstone of LMC’s commitment to providing dealers with competitive advantages, exclusive access, and the comprehensive support needed to thrive in an increasingly competitive marketplace.
LMC is a leading forest products and building materials buying group, serving independent lumber and building material dealers since 1935. In addition to our core dealer base, we’ve long supported component man-
ufacturers and have expanded to serve millwork shops, gypsum specialists, commercial packaging companies, and post-frame building manufacturers, and most recently adding modular manufacturers.
ENCOMPASS PICKS UP ENVISION DECKING, RAILING IN MOUNTAIN WEST
Envision Outdoor Living Products, manufacturer of Envision composite decking and Fairway Railing collection, has added a new regional distributor: Encompass Building Materials. Encompass will distribute a range of decking and railing products via its Denver, Co., location as well as its Salt Lake City and St. George, Ut., DCs.
“We’re thrilled to welcome Encompass Building Materials to Envision’s growing distribution network,” said Adam Caplinger, director of sales for Envision Outdoor Living Products. “Encompass brings a track record of stellar customer service, which will play an important role as we grow our footprint in the Rockies and enter new markets in Utah.”
Encompass’ Denver location services dealers and architects throughout most of Colorado, while its Salt Lake City and St. George facilities cover nearly all of Utah, as well as into southeast Nevada and northwest Arizona.
ROSEBURG VIDEO HELPS SELL PLYWOOD
Roseburg Forest Products, Springfield, Or., knows that for homeowners navigating the plywood aisle at their local lumberyard can be overwhelming. So the manufacturer has teamed up with woodworking expert April Wilkerson to create a six-minute video designed to promote the use of plywood among consumers.
In 36 Things to Know about Plywood (in 6 Minutes), Wilkerson breaks down the basics, including face grades, the differences between hardwood and softwood plywood, common uses, and tips for long-term maintenance.
The video can be viewed on YouTube or at www. roseburg.com.
LMC HARDWARE EXPRESS squeezed a treasure trove of buying opportunities into four action-packed hours.
WOODWORKING EXPERT April Wilkerson has teamed up with Roseburg Forest Products to produce a short video that teaches consumers everything they need to know to purchase plywood—in six minutes.
SPOTLIGHT ON THE FUTURE OF LUMBER
NAWLA is proud to introduce the 2025 class of Young Emerging Lumber Professionals (YELP), a bold, brilliant group of 21 high-potential leaders reshaping the future of the lumber and building materials supply chain.
Why YELP Matters
• Cultivates next-gen leadership
• Strengthens industry networks
• Delivers tailored professional development
Through NAWLA’s yearlong YELP program, these professionals engage in exclusive virtual workshops, mentorships and a leadership retreat designed to elevate their industry impact.
Meet the 2025 YELP Class
• Blake Boudreau, FCTG - Seaboard International Forest Products, LLC
• Joseph Buttice, Swanson Group
• Alison Coughlin, CME Group
• Tom Crane, CME Group
• Dion Dorazio, West Bay Forest Products Ltd.
• Kirsten Finley, FCTG-Olympic Industries ULC
• Edward Gaiennie, Gaiennie Lumber Company
• Joshua Hick, Union Pacific Railroad
• Lena Jacobson, Patrick Lumber Company
• Ben Jordan, Nicholson and Cates Limited
• Pierce Kauth, FCTG - Richmond International Forest Products
• Anna McNally, Western Forest Products Inc.
• Jon Muehlbauer, Snavely Forest Products
• Paul Odomirok, Great Lakes Forest Products
• Konstantin Posherstnik, Forest Products Distributors, Inc.
• Emma Pretorius, FCTG - Seaboard International Forest Products, LLC
• Ryan Rotondo, Russin Lumber Corp.
• Nicholas Sebellin, Westminster Industries
• Andrew Skerlec, Western Forest Products Inc.
• Micah Sutfin, Nova USA Wood Products
• Brian Thomas, TrimJoist Corporation
Learn more about the YELP program and how NAWLA is investing in the future of the lumber and building materials supply chain at nawla.org/Network/YELP
4 UNINTENDED CONSEQUENCES OF A MIS-HIRE
------------
BUSINESSES ARE CURRENTLY facing one of the most severe employee engagement crises in history. Burnout, dissatisfaction, transactional mindsets, and a global political climate that leaves people either raging with anger or paralyzed by fear are colliding with a “doom scroll” culture fueled by social media. Add in the lingering effects of Long COVID, a complex generational baton pass, and shifting workforce expectations, and the challenge for leaders is clear: business-as-usual thinking no longer works.
Now more than ever, you have to make sure you hire the right people, for the right role, because opting out of the job and continuing to get paid for that job is easier than ever in remote and hybrid environments.
Most CEOs and managers understand the financial cost of a bad hire. However, the deeper, systemic damage often goes unnoticed until it’s too late. Outdated hiring practices can lead to four costly consequences.
1. Fragmented Customer Service
Great service begins with understanding your product or service and why customers use it. Skills and knowledge can be taught. Caring cannot.
Behavioral and performance research shows that excellent service flows from a set of values, attitudes and beliefs aligned with your service philosophy. When someone takes a customer service role for the wrong reasons, no training will overcome their lack of connection to the work. Customers feel it in the form of apathy, indifference and mechanical responses. In today’s market, expectations are higher than ever; a single bad interaction can be broadcast instantly across social channels. When a mis-hire ends up in customer service, your brand reputation, retention and revenue all take a hit.
Hire for the “Service Centralizer” trait—people who genuinely value connection, measure success by the customer’s experience, and recognize that products and services matter only because of the benefits they create. These individuals are loyal and mission-driven.
Interview tip: Early in the process, ask candidates how they measure success, how they know customers are satisfied, and how they handle challenges. Look for solution-oriented, empathetic responses that reflect a service-oriented mindset.
2. Depleted Problem Solving
When you hire purely on résumé keywords without screening for values, conceptual thinking, and adaptive problem solving, you risk bringing in someone who doesn’t want or know how to solve problems. Instead of initiative, you get excuses. Instead of collaboration, you get finger pointing. These are the people who see obstacles rather than opportunities, resist change, and let deadlines slip because “the system” is at fault.
The truth is, problem-solving competencies are difficult to teach. That’s why you must assess them before hiring. The best problem solvers are proactive rather than reactive. They focus on what they can control, refuse to waste time blaming, and look for ways to influence outcomes.
Key competencies to hire for: initiative, self-confidence, and practical thinking.
Interview tip: Ask candidates to share a situation where they encountered a major obstacle. Listen for how they took ownership, generated options, and followed through, not just what the result was.
3. Eroding Workforce Productivity
Rushed hiring decisions almost always lead to turnover. The wrong fit may take months to reveal itself, but by then the damage is done. Gallup reports that only 31% of U.S. employees are actively engaged, while 17% are actively disengaged. Hybrid work, shifting generational expectations, and the lasting effects of Long COVID are reshaping productivity norms. Some employees are managing chronic health conditions, energy fluctuations, and cognitive fatigue, all of which affect output and morale.
Generational differences further complicate the picture. What motivated Boomers may not resonate with Gen Z. Leaders now navigate a workplace that requires adaptability, empathy and clarity about performance expectations.
Leaders are also under pressure. This year has seen a spike in C-suite firings, hostile work environment claims, and executive turnover. Many leadership missteps aren’t new. They’re simply less tolerated in today’s environment.
In a world full of distractions, leaders need the behaviors that inspire others to engage fully in their roles, and, for non-managers, the skills to direct their own work,
avoid distractions, and deliver results. Hire for resilience, initiative and self-direction. Look for candidates who can recover from stress, adapt to shifting demands, and stay on track without constant oversight.
Interview tip: Use open-ended questions like, “How much direction do you need to get started?” or “If circumstances changed at the last minute and you needed to work outside normal hours, how would you handle it?”
4. Time & Energy Losses for the Team & Leadership
You’ve heard the saying: 80% of a manager’s time is spent with the bottom 20% of performers. The competition for talent can tempt you to hire the first decent résumé that comes across your desk. However, filling a seat quickly can result in empty seats later, or worse: full seats with no payoff.
This is also creating exhaustion for managers. In a survey done at the end of 2024, 53% of managers reported feeling burned out. Many are stuck in roles of correction, babysitting and micromanagement, which stifles creativity, erodes culture, and turns leadership into damage control.
This exhaustion often stems from repeated mis-hires, a lack of coherent hiring strategy, and a broken feedback loop. Too many leaders delegate “fixing people” to HR or wait too long to address performance issues, allowing disengagement to spread.
Leaders need to act as coaches, not commanders. Organizations should be responsive, not reactive. That requires hiring systems rooted in clarity, cultural alignment, and conscious decision-making.
Conscious Hiring in a Distracted, Fast-Moving World
Distractions and disruptions aren’t going away. We’ll be navigating generational transitions for at least the next five to six years, and AI and technological advancements will only accelerate the pace of change.
This makes clarity in hiring more critical than ever. You must know exactly who you are hiring, why you are hiring them, and what you need from them. That begins with starting with the end in mind. Ask yourself:
• If the company could talk, what would it say is the purpose of this role?
• What return on investment should this role produce?
• If the role could speak, what competencies, attitudes, beliefs and experiences would it ask for?
The first step in Conscious Hiring is role analysis. From there, design interview questions that reveal how a candidate thinks, acts under pressure, and aligns with your mission and values. If hiring the right people for the right role matters to you (and it should), then you need to hire slowly, hire mindfully and hire with the end in mind. MM
MARGARET GRAZIANO
Margaret Graziano is the founder and CEO of KeenAlignment (www.keenalignment.com) and author of Ignite Culture
OPTIMIZATION/CUTTING SOFTWARE
Maximize utilization, minimize waste, and increase profit with isOptimize from Simpson Strong-Tie. This material optimization and cutting solution allows you to manage inventory and create optimized cutting lists for engineered wood products.
Produce a single job or combine jobs for better results. Manually edit your import list, or add and delete materials along the way. isOptimize can run as a standalone module or fully integrated with isPlan and isWall, allowing you to directly input data for maximum ease and efficiency.
STRONGTIE.COM (800) 999-5099
DREAM DECK VISUALIZER
Deckorators has unveiled its new online Deck Visualizer, providing homeowners and contractors with an intuitive, interactive tool to help design their ideal outdoor space before a single board is installed. The free Deck Visualizer lets users quickly create next-level designs, starting with either their home’s layout or a design theme—such as Classic Craftsman, Suburban Sanctuary, Modern Farmhouse, or Timeless Traditional—making it easy to see their dream deck come to life with just a few clicks. The tool offers a variety of deck shapes, railing styles, privacy screen options, and over 35 deck width and color combinations to provide a realistic rendering of what the final project will look like using diverse Deckorators product lines.
DECKORATORS.COM (800) 556-8449
MATCHING CORTEX PLUGS
FastenMaster’s Cortex hidden fastening line is now available in 18 colors for TimberTech’s composite Fascia boards in the Legacy, Reserve, Terrain+, Prime+ and Premier lines.
Cortex plugs for composite fascia are engineered specifically for fascia applications and are designed to accommodate fascia expansion and contraction over time. Pros can now combine Cortex for Decking with Cortex for Fascia to complete an entire deck with the hidden fastening system.
The plugs are made from the same composite material as the fascia boards for a perfect color and texture match and are warrantied for the life of the project. They come in the Ashwood, Espresso, Mocha, Pecan, Tigerwood, Whitewash Cedar, Antique Leather, Dark Roast, Driftwood, Reclaimed Chestnut, Dark Oak, Natural White Oak, Weathered Oak, Sea Salt Gray, Dark Cocoa, Coconut Husk, Dark Teak, and Maritime Gray.
FASTENMASTER.COM (800) 518-3569
SERENE BLUE BEADBOARD
Westlake Royal Building Products has introduced Haint Blue, a new color for its 6” Reversible Beadboard/ V-Groove Profile. Inspired by the century-old Southern tradition of painting porch ceilings blue, Haint Blue blends timeless charm with long-lasting performance. The profile’s reversible design allows it to be installed as either classic beadboard or modern V-Groove planking, offering flexibility for a range of architectural styles.
ROYALBUILDINGPRODUCTS.COM (855) 769-2585
Hi-bor® brand treated wood is a borate treated wood product designed for interior house framing in Hawaii. Hi-bor treated wood resists attack by Formosan and subterranean termites and numerous household insects and pests, as well as fungal decay. Hi-bor borate treated wood is also backed by a 20 year limited warranty*.
RUGGED CAP STAPLER
Senco’s new 1-1/2” cap stapler is engineered to improve jobsite performance for siding, roofing and framing pros who install housewrap, roofing felt, and foam board insulation.
Weighing just 4.5 lbs., the CS61H1’s reinforced magnesium body makes it both lightweight and tough. Its rugged top-load cap magazine with spring-loaded door keeps caps secure and protected from the elements during operation. Wear guards protect the tool body from abrasive surfaces and improve durability.
FirePro® brand re retardant treated wood is treated with a patented formulation that contains no phosphates and has been shown to exhibit exceptional re performance properties without compromising other critical engineering properties such as strength, durability, corrosivity, and hygroscopicity. FirePro treated wood is also backed by a 50 year limited warranty*.
A cap bypass switch allows the user to drive staples without caps for door and window jambs, eliminating the need for a separate tool. Its dual-mode trigger easily switches between contact and sequential firing modes for fast-paced work or precision staple placement. A tool-free depth adjustment allows operators to quickly change depth of drive depending on the material being fastened. Its in-line feed system and cap magazine improve line of sight, balance and maneuverability.
SENCO.COM (800) 543-4596
Advance Guard® borate pressure treated lumber is recommended for sill plate, furring strips, joists, studs, roof trusses, blocking, rafters, beams, and other framing applications. Advance Guard is also recommended for fascia, trim, wall sheathing, roof sheathing, and sub- oors. Advance Guard borate pressure treated lumber is also backed by a lifetime limited warranty*.
MOVING GLASS WALL
Created to deliver scale, performance, and aesthetic flexibility, Milgard Windows & Doors’ new AX650 Moving Glass Wall System features maximum heights up to 10 ft. and max panel widths of 5 ft.
It is available in three premium configurations: pocket glass, stacking glass, and bi-fold glass doors. The bi-fold is available in up to five panels, while the pocket and stacking configurations support four panels for expansive openings that enhance natural light and openness in residential and commercial spaces.
Offered in four frame finishes (Bronze Anodized, Satin Anodized, Warmtone and White), it can be further customized with flush or contemporary hardware.
MILGARD.COM (800) 645-4273
STREAMLINED ROOF BOARD
DensDeck ProFast Prime Roof Board from GeorgiaPacific is now commercially available nationwide.
The 3/8” cutting-edge gypsum-based cover board is engineered to enhance roofing installation efficiency. In testing, use of the boards in single ply (hybrid) assemblies demonstrated an average reduction of 25-75% in the number of fasteners required. The board is approximately 20% lighter than DensDeck Prime Roof Board, offering greater ease of handling and installation on the job site. To further improve logistics, you can also fit around 25% more on a truck. BUILDGP.COM (800) 225-6119
SOPHISTICATED PAVERS
With its refined, minimalist look, Belgard’s November line of porcelain pavers offers a durable, low-maintenance option for elegant outdoor living spaces. Its sophisticated design was inspired by nature to offer a clean, refined look that lends itself to modern, contemporary designs or a classic aesthetic.
The paver line comes in an efficient 24"x24" size for cost savings and faster installation time. It is stain- and scratch-resistant, non-slip and designed to retain its visual appeal through Colorfast Technology. It is available in four natural colors: Rain, Wind, Warm and Land.
BELGARD.COM (877) 235-4273
Distributor
QUICK CHARGE
Milwaukee Tool is expanding its Top-Off lineup with the launch of the new M18 Top-Off Charger & Power Supply—the most compact M18 charger, up to 65% smaller than traditional kitted chargers.
Designed for users who charge on the go, the charger delivers simultaneous M18 battery and device charging. It features a 100w bi-directional USB-C PD port and a 15w USB-C port to deliver 115w of continuous power for faster charging of headlamps, phones, tablets and laptops.
The kit includes a 65w USB-C wall adapter and a 100w 3-ft. USB-C PD cable.
MILWAUKEETOOL.COM (800) 729-3878
INTERACTIVE RAILING DESIGN
The new Trex Deck Railing Designer simplifies the railing selection process by delivering real-time 3D visualization, instant material estimates, and seamless performance across devices.
Designed with speed, accuracy and efficiency in mind, the user-friendly digital platform allows pros and homeowners to visualize the numerous railing and decking pairings available from Trex.
With an intuitive, interactive interface, the tool supports the configuration of more than 2,000 railing combinations from Trex’s portfolio of 13 railing lines. Built with advanced 3D web technology, it loads instantly on desktops, tablets and mobile devices.
RAILINGDESIGNER.TREX.COM (800) 289-8739
CONCRETE CURING COMPOUND
W.R. Meadows has engineered a new premiumgrade, clear, water-based concrete curing compound to deliver outstanding performance while preserving the appearance of freshly placed concrete.
Cristallum is designed for use on both interior and exterior, vertical and horizontal surfaces where visual appearance is of critical importance during the curing process. Once applied, it forms a clear, premium-grade film that optimizes water retention, helping to create a harder, denser finished concrete surface while allowing the natural beauty of the concrete to remain visible throughout the curing period.
It offers improved resistance to cracking, abrasion and chemical attack; enhanced compressive and tensile strength; and minimal common surface defects such as thermal cracking, hairline checking, and shrinkage.
WRMEADOWS.COM (847) 214-2100
HEAVY-DUTY STACKERS
Raymond is introducing three new lithium-ion-powered heavy-duty stackers engineered to optimize throughput and storage space.
The 6310 Walkie Straddle Stacker, 6410 Walkie Reach Stacker, and 6510 Walkie Counterbalanced Stacker use iWarehouse software to provide smarter fleet management, enhanced maneuverability in tight spaces, and a lower cost per move than traditional stand-up counterbalanced forklifts.
RAYMONDCORP.COM (800) 235-7200
OLD TIME LUMBERMEN’S BBQ
ANNUAL OLD TIME Lumbermen’s BBQ was held Aug. 2 in Healdsburg, Ca. A highlight was the presentation of the Lumberman of the Year Award [ 1 ] by Bruce Burton (left) to 53-year industry veteran Doug Willis, California Timberline, Chino, Ca. [2] The Burch family—Knox, Ian, Iris, Sean, Michelle & Roger—hosted the event at their Smokey Ridge Ranch. [3 ] Deanna Smith, Mason Britton, Micah Smith. [ 4 ] Christopher & John Lima. [ 5 ] Claudia Lima, Bruce Burton. [ 6 ]
Paul & Lori Bialkowsky. [7] Mary Ellen Sheppard, Tom Kisliuk. [ 8 ] David & Stacey Jones. [ 9 ] Dave Dahlen, Troy Turner, David Volk. [10] David Eckstine, Ian Burch. [11] Donna, Tara & Doug Willis. [12] James & Elizabeth Gore. [13] Jason Faulkner, Matt Slack, Tim Moxie. [14] Ellen & Denis Stack. [15] Liz Brazco, Ruby Uribe, Bill Highsmith. [16 ] Mark LeRoy, Mark Pugsley. [17 ] Jeff Tornai, Dan Weaver. (Photos
by Donna Willis)
Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.
Forest Stewardship Council – Sept. 10-11, annual meeting, St. Louis, Mo.; www.fsc.org.
Orofino Lumberjack Days – Sept. 11-14, Orofino, Id.; info@ orofinolumberjackdays.org.
Mountain States Lumber & Building Material Dealers Association –Sept. 18, annual clay shoot, Colorado Clays Shooting Park, Brighton, Co.; www.mslbmda.org.
Modesto Home Improvement Show – Sept. 19-21, Modesto Centre Plaza, Modesto, Ca.; www.modestohomeshow.com.
Visalia Home Expo – Sept. 20-21, Visalia Convention Center, Visalia, Ca.; www.visaliahomeshows.com.
Woodrise International Conference – Sept. 22-26, Vancouver, B.C.; www.woodrise2025.com.
West Coast Lumber & Building Material Association – Oct. 2830, annual convention, Hard Rock Hotel, San Diego, Ca.; www. lumberassociation.org.
Western Wood Preservers Institute – Nov. 2-5, annual meeting, Omni Rancho Las Palmas, Rancho Mirage, Ca.; www.wwpinstitute.org.
North American Building Material Distribution Association – Nov. 2-6, annual convention in conjunction with National Association of Floor Covering Distributors, Chicago, Il.; www.nbdma.org.
North American Wholesale Lumber Association – Nov. 3-8, Traders Market, Kansas City, Mo.; www.nawla.org.
Mountain States Lumber & Building Material Dealers Association –Nov. 4, introduction to building material sales; Nov. 5-6, estimating workshop, Thornton, Co.; Nov. 7, annual Brewfest, Mile High Station, Denver, Co.; www.mslbmda.org.
West Coast Lumber & Building Material Association – Nov. 7, Northern California clay shoot, Birds Landing Hunting Preserve, Birds Landing, Ca.; www.lumberassociation.org.
Western Building Material Association – Nov. 11-12, annual conference, DoubleTree, Seattle, Wa.; www.wbma.org.
Hardlines Distribution Alliance – Nov. 18-20, executive planning conference, Ponte Vedra Beach, Fl.; www.hdaworks.com.
A
GROWING TRADITION FOR ALL
Darrell Melvin Whitsell, longtime Eugene, Or., lumber broker, passed away on July 3. He was 76.
After serving in the U.S. Army during the Vietnam War, Darrell resumed his education at the University of Oregon, earning a master’s degree in business. After college, he became a lumber broker, working for Olympic Cascade Corp. and Meyers Lumber Sales, before founding his own company, High Mountain Forest Products.
William Lea “Bill” Rainey, 81, San Francisco Bay Area lumberman, died on June 26 after a prolonged illness.
One. Stop. Shop.
After attending Santa Rosa Junior College, he moved into the world of lumber sales. At one time or another, Bill worked for nearly every one of the Bay Area’s big-name lumber companies, including Sierra Point Lumber Co.
ADVERTISERS INDEX
and finally Golden State Lumber, Petaluma, Ca., which he retired from in
Howard Everett Russell, Idaho-based quality control expert, died on Aug. 12, a week shy of his 97th birthday. Howard served in the U.S. Navy from 1945 to 1947, then entered the lumber industry. He became the first person in the state of Idaho to receive a Master Grader Certificate. His first job was at Boise Cascade, where he graded lumber, later becoming a supervisor over three mills, then head of quality control over 35 mills. He later worked as quality control manager for Hoff Lumber Co. Howard finished his career as a consultant to Spokane Moulding, Northern Cheyenne Pine Co., Devil’s Tower Sawmill, and Alexandria Moulding.
FLASHBACK: SEMI-PROS
FORTY-FOUR years ago, in our September 1981 issue, The Merchant Magazine identified a burgeoning group of LBM customers seemingly ignored by dealers: the part-time, semi-professional. This under-served market had different needs than fulltime builders/contractors and compared to weekend DIYers. Columnist Bill Fishman shared ideas on how to reach them:
“Researchers in the home center industry are overlooking a market segment that should be more independently identified.
Most consumer research classifies in two broad categories: (a) the contractor/builder and (b) the do-ityourselfer (sometimes tagged the “consumer,” “homeowner” or the
“cash customer. ”) In the metropolitan markets, these broad categories are probably sufficient to determine a retailer’s marketing position, merchandise mix, and most appealing operational policies.
However, in the rural areas a threeway split would be more meaningful: (1) builder/contractor, (2) do-it-yourselfer, and (3) the cash customer buying to do a home improvement project for someone else.
This third group is comprised of semi-professionals, building or installing for profit. They operate without offices, business stationery, business banking accounts, or licensing. Many are the moonlighting policemen and firemen types picking up their second income doing home repair/home improvement jobs for friends and neighbors.
With housing starts down, my office is receiving more and more calls to work with building material dealers who want to change their ratio of contractor to retail business. The reasons are obvious. The new construction industry is seasonal, greatly dependent upon fluctuating interest rates, and highly susceptible to bad debts. On the other hand, the trade papers boast about the higher margins and a more consistent cash flow in the do-it-yourself business.
Step one in capturing more DIY business is the taking of a mail, telephone and in-store survey to determine the retailer’s positioning in the marketplace. Heretofore we accepted management’s typical estimates of a 70/30 or 60/40 “retail” to contractor ratio. They establish these ratios by assuming all charge sales are contractor/ builder and all cash sales are retail.
The September 1981 front cover promoted redwood from GeorgiaPacific’s mill in Fort Bragg, Ca. The facility, originally built by Union Lumber, spent more than a century as the world’s second largest redwood mill before closing in 2002.
But when we dig deep, we find that an extremely large percentage of the cash sales business falls into the semi-professional category. Recently we’ve altered our consumer surveys to attempt to determine how much of the clientele really buy for resale. (Not an easy task in those states where the moonlighters are theoretically violating state licensing laws.)
Ironically, the home center industry almost totally neglects this market segment. They do a poor job of identifying them, acknowledging them, and promoting to their needs. By necessity, this group must buy sharper—and they have an understandable need for larger-than-typical, short-term-butfrequent financing.
Slowly, retailers are seeing a need to develop separate direct mail programs to this specialized market. The retailer’s goal should be to keep these big ticket semi-professional buyers as captured accounts, and to eliminate their need to shop around town for the lowest bid on each commodity item. But first, they must be identified. It requires the alertness, tact and cooperation of the building material dealer’s retail countermen. They know who these customers are. Ask ’em!” MM
RAM TOOLS drafted Jack Ham, all-pro linebacker for the Pittsburgh Steelers turned power tool sponsor, to testify he was a “Ram Fan.”
