Merchant March 2015

REDWOOD & CEDAR  NEW WAVE OF FASTENERS  THE RETURN OF HOO-HOO

The

MERCHANT

MARCH 2015

Magazine

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March 2015

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Special Features 9 MARGIN BUILDERS

TARGETING WESTERN RED CEDAR TO THE NEXT GENERATION OF BUYERS

10 FEATURE STORY

FRATERNITY MAKES A COMEBACK

12 DEALER CLOSE-UP

BIG CREEK’S CONTRACTOR COLLEGE

14 PRODUCT SPOTLIGHT

REDWOOD TIMBERS GO THE DISTANCE

16 MANAGEMENT TIPS

SORTING OUT SUSTAINABLE PRODUCTS

18 INDUSTRY TRENDS

NEW WAVE OF FASTENERS

30 NAWLA: THINKING AHEAD

EVALUATING PURCHASING SUCCESS

48 PHOTO RECAP

BOISE CASCADE SO. CAL. GOLF

Online BREAKING INDUSTRY NEWS, EVENT PHOTOS, & DIGITAL EDITION OF THE MERCHANT

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 Volume 93  Number 9

Magazine

In Every Issue 6 ACROSS THE BOARD 20 OLSEN ON SALES 22 COMPETITIVE INTELLIGENCE 36 TALK BACK 38 MOVERS & SHAKERS 42 NEW PRODUCTS 51 ASSOCIATION UPDATE 52 IN MEMORIAM 52 CLASSIFIED MARKETPLACE 53 DATE BOOK 54 IDEA FILE 54 ADVERTISERS INDEX 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. D200, Costa Mesa, CA 92626.

The Merchant Magazine (ISSN 7399723) (USPS 796560) is published monthly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626 by 526 Media Group, Inc. Periodicals Postage paid at Newport Beach, 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®2015 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. It reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

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ACROSS the Board

By Patrick Adams

The

MERCHANT

Magazine

www.building-products.com

A publication of 526 Media Group, Inc.

It’s not business… it’s personal

S

OMETIMES THE BEST lessons in life are learned the hard way. We don’t know at the time how these events will influence the path of our lives.

It was two weeks before Christmas. I was EVP of a multi-billion dollar division of a global publishing company, and we had just about wrapped up a pretty good year.

As you would expect, things were winding down and I was sharing with my immediate team how proud I was of their hard-fought year and great results.

The CEO and I had a meeting later that day. I walked in feeling confident and relieved as we had met our goals and there was little left to be accomplished for the year. He shared with me that he wanted to really give a gift to our shareholders and “wow the market” with Q4 results. He asked if there were any additional large sales opportunities remaining that could close, which of course there were none. He then instructed me to fire 10% of the global sales team, effective immediately, and that this would make our balance sheet and future forecast look fantastic. He seemed quite pleased with himself for this grand idea.

A lot of things run through your mind in a situation like this. I was young and making good money. I had a new bride who I didn’t want to let down and, of course, we had big plans in life. More than anything, I thought about my team and of telling some of them after a year of hard work, they would have to go home and tell their families that they lost their jobs just two weeks before Christmas. After a lot of discussion, debate and a bit of yelling, he said, “Patrick, it’s not personal… it’s business.” In that moment, I learned a great lesson in life that shaped everything that has happened since.

Shouldn’t business be at least a bit personal? We spend more hours each week at work than we do at home. We share more time with our team and customers than we do with family and friends. It is these people in business, working together with us through good times and bad, that allow us to go home to our families having fulfilled our commitments to provide for them and keep them safe.

I already have learned this industry is made up of businesses that are “personal.”

Sometimes it’s hard to make the “right” decision or to stand on the values of what you know is right because all around us, we see and hear that “business” doesn’t follow the same rules that apply to family, friends and common decency. In my opinion, that is the beginning of the end for a business. I can tell you that a spreadsheet or a price list does not always provide you with the “right” decision.

It’s true that we all just came through a very challenging economic time and, to some degree, it changed us. What I try to remind myself is that we got through it! We pulled together, we fought hard, we stuck to our values and came out the other side.

When I begin getting anxious about this new chapter in my life, I remind myself that these publications have thrived for almost 100 years through the Great Depression and more. I remind myself that I have a great team next to me, and we are here to serve our customers who have stuck with us through good times and bad.

This is because I learned a long time ago that it’s not business… it’s personal! It’s true that there will be more bumps in the road ahead and the economy will never feel certain enough again. But, the one truth is that if we focus on the most important things in our business and personal lives and make those our priority, everything else will fall into place.

Thank you all for your warm welcome to the industry. I look forward to working with all of you for many years to come and sharing many of our personal successes. May the “Luck of the Irish” be with you all this March and St. Patrick’s Day! Don’t hesitate to drop me a note on how you make your business personal or how we may better serve you!

151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626

President/Publisher Patrick Adams padams@building-products.com Vice President Shelly Smith Adams sadams@building-products.com Co-Publisher Alan Oakes ajoakes@aol.com Publisher Emeritus David Cutler Editor/Production Manager David Koenig david@building-products.com Associate Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen Advertising Sales Manager Chuck Casey chuck@building-products.com Circulation Manager Heather Kelly hkelly@building-products.com

How to Advertise

PRINT or ONLINE Chuck Casey Phone (714) 486-2735 Fax 714-486-2745 chuck@building-products.com Patrick Adams Phone (714) 486-2735 Fax 714-486-2745 padams@building-products.com CLASSIFIED – David Koenig Phone (714) 486-2735 Fax 714-486-2745 david@building-products.com

How to Subscribe

SUBSCRIPTIONS Heather Kelly Phone (714) 486-2735 Fax 714-486-2745 hkelly@building-products.com or send a check to 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626 U.S.A.: One year (12 issues), $22 Two years, $36 Three years, $50 FOREIGN (Per year, paid in advance in US funds): Surface-Canada or Mexico, $48 Other countries, $60 Air rates also available.

SINGLE COPIES $4 + shipping BACK ISSUES $5 + shipping

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

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Building-Products.com

MARGIN Builders Western Red Cedar

Not business as usual Targeting western red cedar to a new generation of consumers

A

continues to climb out of its slump, a new market paradigm is fast becoming the norm: namely, a tech-savvy, new generation of consumers and the explosive growth of social media are quickly changing the retail space. To survive and thrive in this changing market means understanding just how these changes affect our business and knowing exactly how to connect with key decision makers.

With a mandate to enhance the demand for western red cedar, the Western Red Cedar Lumber Association is rapidly responding to these changes by leveraging technology and new media to engage today’s consumer and grow WRC’s competitive position in the market.

By conducting consumer and market research, WRCLA has been gaining market intelligence on who their key consumers are, the factors driving the WRC purchase decision, their competitors’ strengths and weaknesses, and what’s needed at the retail level to facilitate sales.

The survey results were extensive, and indicated the first job was to build awareness of WRC and its value proposition (beauty, cost, durability, etc.). The importance of this is underlined by the fact that more than 70% of consumers with an awareness of WRC would recommend it.

WRCLA launched a new website in 2013—realcedar.com—and part of the awareness building strategy included developing and aggregating in-demand content on the site.

Instructional “how-to” videos and downloadable plans for projects like S BUILDING ACTIVITY

Building-Products.com

WRC decks, trellises and pergolas were created and posted on the site and the Real Cedar YouTube channel.

Topical editorials, case studies and FAQ videos were also developed to increase search engine optimization and drive traffic to the site.

Without question, the biggest brand awareness building opportunity to emerge in recent years is the rise of social media. Before television and newspapers, the only form of advertising and marketing that existed was word-of-mouth. The advent of the internet brought back this type of peer-to-peer customer review (think Yelp, TripAdvisor, etc.) and the exponential growth of social media made it one of, if not the most important element in the sales deliberation process.

In fact, a 2013 Dimensional Research study indicates a full 90% of customers say their buying decision is influenced by online reviews (this jumps to 94% for B2B customers).

Researching products, services and gathering information on platforms like Facebook, Twitter, and Pinterest is now commonplace. In addition to brands needing a presence here, there are literally millions of consumers from whom to find recommendations and reviews.

WRCLA uses social media platforms extensively to engage and connect with consumers, release blogs, product information, and leverage content and events. The compilation of this content has created a convenient place for consumers to inform themselves on WRC, engage with the brand, and perhaps most importantly, drive targeted website traffic and build

awareness.

As awareness builds, so does the need for resources to use and buy WRC. When a consumer asks a builder or architect about the product, or starts researching, WRCLA wanted all information to aid sales in place, (Please turn to page 40)

NEW CEDAR sales tools include (from top to bottom) how-to videos on YouTube, an active social media presence, and a redesigned website with features like a Project of the Week.

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FEATURE Story Hoo-Hoo International

Hoo-Hoo makes charitable comeback

W

a century ago as a raucous social club with a catchy name is enjoying a resurgence in popularity thanks to a renewed focus on community and industry outreach.

The International Concatenated Order of Hoo-Hoo is one of the nations’s oldest service organizations, having been organized in 1892. It has survived all these years primarily due to the fact that its members are immensely interested in the welfare and promotion of the lumber industry.

In January 1892, six men returning from an industry meeting were stranded in the small town of Gurdon, Ar. Brought together by chance and circumstance, the group listened to lumber trade journalist Bolling Arthur Johnson explain his idea for the first nationwide lumberman’s association. With a desire to promote high ideals and a code of ethics nationwide, the group also felt that the enjoyment of comradeship would be one of the organization’s greatest benefits. That evening, the enthusiastic group of six men set about the task of forming the organization that today is known as International Order of Hoo-Hoo. The term “Hoo-Hoo” was expressed for the first time by Johnson, to describe an alarming tuft of hair that grew on top of the otherwise bald head of lumberman and friend, Charles H. McCarer, who later became Hoo-Hoo’s member #1 and the group’s first Snark. The Egyptian black cat was the chosen emblem for the Order and remains the symbol today. Though the black cat symbol appears to be unlucky by many, that is the precise reason why it was chosen–the Order, among other things, set out to fight superstition and conventionalism. The theme of nine, from the mythical lives of a cat, is also carried through the organization in a variety of ways.

Many of the other titles, names and symbols have been selected to demonstrate that the Order is set apart from all others. Hoo-Hoo was originally formed to bring people of the lumber industry together in an informal, communal way for the mutual benefit of the industry, through many social gatherings and entertainment events. It was founded on the belief that personal contact is extremely important in the industry, as well as social relationships to communicate better and to build trust between people in all parts of the industry.

“The social aspect of Hoo-Hoo has always been important to the organization because it allows fellowship that comes from a common interest and desire to socialize with people of our industry. It’s brought together a community base that no other industry has,” said Southern California HAT STARTED

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OVER 100 YEARS AGO: The founders of Hoo-Hoo were stranded at a train station in Arkansas.Led by lumber trade journalist Bolling Arthur Johnson, they were six men with one great idea.

Hoo-Hoo Club 117 member David Tait, sales manager for Nichols Lumber & Hardware Co., Baldwin Park, Ca. Although this social concept has survived and flourished for more than 100 years, a desire to reach out and bring aid to their communities within these social settings has become a top priority, as many Hoo-Hoo organizations are contributing to charities, locally and across the country.

Today, the association continues its goal to create a special bond between the lumber industry professionals, while also contributing to the welfare of the community. The group seeks to instill a desire to make a sincere contribution to the industry and society through fraternal participation in its business, social and community programs.

Each club chooses its own balance of activities such as industry projects and seminars to train people in the industry or to inform people in the wider community. Clubs also make it a point to focus on community service. Members are encouraged to give their time in educational or community projects, while others use club activities to raise funds for charitable organizations, often funding scholarships for forestry students and supporting programs for early forestry education for school aged children.

Hoo-Hoo clubs all across the west coast are making it a point to donate time and resources to their communities.

Spokane Club 16, Spokane, Wa., runs the Hoo-Hoo Express Wooden Truck, which provides several raffle items for local charities. Meanwhile, Portland Club 47, Portland, Or., provides scholarships to Oregon State University’s Building-Products.com

Forestry department. Northwest Montana Club 187, Kalispell, Mt., runs an alert rescue helicopter program and offers firewood and delivery for veterans and those in need.

With the importance of fellowship still in mind, clubs also meet socially at events such as golf tournaments and family barbecues. Southern California Hoo-Hoo Club 117 works diligently with City of Hope, and at its annual golf tournament, honors combat-disabled veterans through the Wounded Warriors Project. “It gives us a chance to honor them as our guests for their hard work. Our members enjoy contributing to the wounded warriors project and it’s always a touching moment to have them at the tournament,” said club president Michael Nicholson, Jones Wholesale Lumber, Lynwood, Ca. The spirit of Hoo-Hoo has evolved, but ultimately the goal stays the same, to strengthen the lumber industry with camaraderie, friendship and community outreach. “The association gives professionals a chance to come together as friends in the industry. It also allows for us to reach out and be a part of organizations and charities that bring aid to those who need it most and that means a lot to each member,” said Nicholson.

Keeping the nine fundamental values in mind, to be helpful, grateful, fraternal, friendly, tolerant, progressive, industrious, loyal, and ethical, Hoo-Hoo believes that community strength equals industry strength and Hoo-Hoo members are expected to practice these principles in both their business and personal lives.

Hoo-Hoo Clubs in the West [and their charities]

• • • California • • •

SoCal Club 117 (hoohoo117.org)

[City of Hope, Homes for our Troops, Wounded Warrior Project]

Black Bart Club 181 (blackbarthoohoo181.org)

[Redwood Empire Food Bank, Santa Tim Charity, Sturgeon’s Mill Restoration Project, Teachers Tour, Toys for Tots Foundation, Wounded Warrior Project]

Humboldt Club 63 (hoo-hoo.org/j6) [Humbolt State Forestry Scholarship Fund]

• • • Oregon • • •

Portland Club 47 (mattd@buckeyepacific.com)

[Open House Ministries Family Shelter, Oregon State Scholarship]

Willamette Valley Club 33 (anystrom40@aol.com)

[Cascade Raptor Society, Day Care Nursery, Food for Lane County]

Winema Club 216 (hoo-hoo.org/j3)

[Oregon State University Elementary School Forestry Tour]

• • • Washington • • •

North Cascade Club 230 (rhild@live.com) [Town of Oso mudslide disaster relief]

Northeast Washington Club 238

[Colville Fish Hatchery program, Temperate Forest Foundation]

Seattle Club 34 (dave@matheuslumber.com) [Hope Link Toy Drive]

Spokane Club 16 (golsen58@windwireless.net) [Hoo-Hoo Express Wooden Truck]

Tacoma-Olympia Club 89

(hoo-hoo.org/j3 • robynroose@gmail.com)

[Deck for a Vet, Paint Tacoma, Tacoma Nature Center, Rescue Mission]

• • • Montana • • •

LAND OF THE FREE: Southern California Hoo-Hoo Club 117 honors veterans from the Wounded Warriors Project during the group’s annual golf tournament.

(Photo courtesy of SoCal Hoo-Hoo)

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Northwest Club 187 (hoohoo187@gmail.com)

[Alert Rescue Helicopter Program, Family Forest Expo, Needy Children’s Fund]

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DEALER Close-Up Big Creek Lumber

Contractor College educates, inspires dealer’s customers

B

C REEK L UMBER , a Davenport, Ca.-based lumber company that’s been around for nearly 70 years, enlightened industry professionals with its free Contactor College, an innovative seminar focused on relevant topics applying to running a construction business.

On Feb. 11 in Salinas, Ca., the family-owned business invited all contractors and manufacturers in the industry to the Steinbeck Center, a central location between its five yards. Local community colleges were also contacted to invite students to the seminar. “We feel very fortunate to still be in business after nearly 70 years. Much of our success has been due our ties to our employees, customers and communities. Because they’ve contributed so much to our success, we’re excited to provide this service to help our customers prosper,” stated Ellen Rinde, vice president of Big Creek Lumber.

The event included vendor representatives and informative presentations from various keynote speakers. The presentation part of the seminar included “60 Ideas in 60 Minutes,” by Craig Webb, “How to Protect Yourself with Preliminary Lien Law in Ca.,” by Attorney John Domingue, and “Current Construction Loan Environment,”

by Richard Hofstetter, CEO, and president of Lighthouse

NU FOREST Products’ Liane Mills (left) and Roz Pierce were among the vendors.

BACK TO SCHOOL: The event space had a capacity of 200 people. The team at Big Creek estimated a breakdown of 150 contractors, 30 Big

Creek employees and 20 vendor representatives in attendance.

(All photos courtesy of Big Creek Lumber)

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Building-Products.com

LUMBER EXPERTS: Many of Big Creek’s vendors were on site with tables, interacting with customers and answering questions, including Joe Ghiringhelli (left) from Decks Unlimited and Armando Lopez from Huttig Building Products.

Bank.

“We contacted our vendors to partner on this event and received overwhelming support,” said Michelle Overbeck, marketing manager for Big Creek. The majority of their vendors were on site with tables, interacting with customers and answering questions. The event space has a capacity of 200 people and there was an estimate of 150 contractors, 30 Big Creek employees, and 20 vendor representatives in attendance.

“It was a team effort to determine the content and speakers and we feel that we had a notable line up,” she added. The overall goal of the event was to share insight, knowledge and skills that benefit their customers.

Additionally, the company hopes to strengthen their existing relationships with their customers, while still working to build new ones.

“There are a number of new contractors coming into the business since the uptick in construction and we’d like to share this important information to help them bypass some pitfalls and grow successful, profitable businesses,” said Overbeck.

This was the first time in company history that Big Creek has been able to bring together over 100 customers, industry leaders, the entire Big Creek leadership team, branch managers, and the outside sales representatives together in one place.

The company is fortunate to already have a loyal local following, and is excited to introduce potential new customers to their brand. “We’re a local company and, like our cusBuilding-Products.com

tomers, had to start from scratch. We know what growing pains and hurdles can be like. If we can help prepare even one customer to navigate through these challenges, we’ve succeeded,” said Ellen Rinde, vice president of Big Creek. “We hope to help our cus-

tomer’s businesses grow and in turn grow together for years to come. And we believe that if we contribute to growing profitability for everyone from vendor to contractor this creates a healthy distribution channel.”

With almost 70 years of industry experience, Big Creek Lumber is dedicated to supporting the growth of its customers’ businesses and shows no sign of slowing down. The company is fortunate to have grown over the years since its founding in 1946 by brothers Bud and Lud McCrary and their father and uncle. The company’s five pro yards offer a wide variety of lumber and building materials and services to professional builders, landscapers and home owners.

“Over the years I have learned many things, sometimes the hard way, but preferably, have had mentors, family, friends and colleagues share knowledge. I was able to apply much of this information to the success of our business and feel fortunate to have a chance to share with others,” said Lud McCrary. “I wish that when we started, we could have attended an event like the Contractor College.”

SINCE 1946, Big Creek has been working towards supporting the growth of its customers. They strive to keep it a family-owned business, three generations in. (Left to right) Katie Webb, Frank “Lud” McCrary, Janet McCrary Webb, Homer “Bud” McCrary, Ken McCrary, Ellen McCrary Rinde.

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FEATURE Story

By Charlie Jourdain, California Redwood Association

Seasons change, but redwood timbers stand the test of time

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F THE MANY landscaping trends we’ve seen over the decades, one of the more enduring structures that have transcended trendiness has been the pergola. With its open sides and slatted roofs that provide some shade without blocking the sun, pergolas have served as gateways to formal gardens, freestanding structures in a yard, surrounding a hot tub, or attached to a house over the deck. More recently we’ve seen pergolas serve as a visual anchor for outdoor kitchens.

When specifying the materials to construct something

TIMELESS TREND of backyard pergolas is an ideal use for redwood.

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as timeless as a pergola, your customers will want something that stands the test of time. Natural products such as stone and wood create an effortless transition outdoors from the ground to the planned space. Of all the products available, redwood timbers should be at the top of the building materials list.

Defined by the American Softwood Lumber Standard, timbers are lumber of nominal 5” or greater thickness in least dimension. Timbers are also designated as beams, stringers, posts, caps, sill, girders or purlins.

More durable than Douglas fir and stronger than western red cedar, redwood timbers, beams and posts are a great choice for pergolas or any shade structure. Redwood is ideal for a wide range of projects where large structural components and natural durability are required.

The natural properties of redwood make it the perfect material for structural yet visually appealing jobs. It has excellent strength and durability, shrinks and swells less than other materials, and is less likely to warp or split. And each piece of lumber is naturally unique, with its own grain, color, and texture.

Redwood timbers are available in 6” and larger sizes, in lengths up to 24 feet. While technically not defined as timbers, redwood dimension lumber 3” and 4” thick are available to complement your timber structures. Most commonly manufactured in the Redwood Inspection Service defined grades of Construction Heart or Heart B, No. 2 Heart Structural Open Grain redwood can be specified where well established structural design values are required. Supplied green or unseasoned, surfaces can be specified smooth, saw-textured or rough sawn. A high percentage of this material will be supplied free of heart center which enhances dimensional stability and long-term appearance and performance.

Redwood timbers also make beautiful interior design elements when used in exposed frame construction, producing dramatic results and lending the natural beauty and strength of wood to building projects.

Let’s not forget that redwood is a renewable, recyclable and biodegradable material that provides environmental Building-Products.com

REDWOOD TIMBERS help tie together the natural look favored in backyard structures.

advantages over alternative building materials. Redwood timbers are milled from carefully managed and responsibly raised forestlands. Ask your suppliers about the availability of FSC certified timbers. The redwood industry is proud to claim that 100% of California Redwood Association member owned timberlands are certified well managed and sustainable by FSC. Volume growth on these nearly 1 million privately owned acres along California’s North Coast exceeds harvest levels. By purchasing and using redwood, your customers also support US based industry, local jobs

Building-Products.com

and the domestic economy.

Naturally strong, aesthetically pleasing, decay-resistant and environmentally friendly, redwood timbers are a great choice for your customers’ structural building needs.

Whether custom built or assembled from kits, they provide a great way to enjoy outdoor living spaces and make a stunning addition to any home.

To learn more about one of nature’s most environmentally friendly, beautiful and strong building materials, visit www.realstrongredwood.com.

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MANAGEMENT Tips

By John Watson, Elkay Manufacturing

Sustainability products: Sorting out the facts

S

EEMS LIKE every time building industry people get together, they talk about sustainability—including sustainable or “green” product certifications, and the issues surrounding them. There are still no regulatory mandates regarding product sustainability standards—and there are literally hundreds of different green certifications, symbols and seals that manufacturers use voluntarily to show compliance with a set of general requirements.

At the same time, consumers continue to indicate that buying green products–particularly in their living spaces–is an important purchasing criterion. But consumers, like the dealers and wholesalers that serve them, are somewhat at a loss to know how to judge the products that they are looking to buy. They look to their suppliers to help educate them and make them feel good about the products they are putting into their homes.

So, there is clearly an increased emphasis on doing something, but what is the right thing to do?

It doesn’t help that the U.S. Green Building Council’s LEED Certification, easily the most widely recognized voluntary standard that is operating in this space, does not outline specific requirements for products. The standard focuses on the overall, cumulative impact of the building.

Certainly the products that go into a building contribute to this overall environmental impact, but no one product within the building plan has sufficient scale to determine whether a building meets LEED certification requirements.

For example, when it comes to acquiring points for water efficiency, nearly all products connected to the water system can have an impact on the level of efficiency achieved because the requirements consider total water usage. As a result, it’s unlikely that any one product can make a substantial difference given all of the products that are part of the system; together the products contribute towards the building’s overall water savings, but no one product alone secures the certification.

Out of the hundreds of voluntary product standards previously mentioned, few entail requirements that touch on a broad range of sustainability issues that have an overall impact on the environment. One example of a voluntary standard that does incorporate a complete range of sustainability specifications is Kitchen Cabinet Manufacturers Association’s stewardship program for kitchen and bathroom cabinets, known as the Environmental Stewardship Program (ESP).

KCMA’s ESP requires manufacturers to achieve points

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in each of the following elements: air quality, product resources, process resources, environmental stewardship, and community relations—a full complement of worthwhile categories that together provide a positive impact on the environment.

Hot Trend: Transparency

One of the key subjects you’ll hear about in sustainability discussions these days is transparency, but is it really a trend or has the vision of transparency been a component of sustainability from the very start? Transparency can be defined in several ways, but as it relates to sustainability, it can be generally termed as the full disclosure of a product or process.

In this area, you’ll hear terms like LCA (Life Cycle Assessment) or EPD (Environmental Product Declaration).

These are tools manufacturers can use to disclose everything about the product or process and its impact on the environment. Typically, LCAs are conducted in an effort to produce a complete EPD, providing complete information about the product or process throughout its entire lifecycle. EPDs also included information about the energy used in the manufacturing process, the energy saved by use of the product/process, the impact on the carbon footprint, the materials used or consumed and many other relevant Building-Products.com

America’s

1

#

Lattice

SUSTAINABLE CABINETS by Schuler Cabinetry follow KCMA’s Environmental Stewardship Program, which requires manufacturers to achieve points in various elements.

topics. Some manufacturers have already began using and distributing EPDs, as doing so can contribute towards acquiring points in the newest LEED standard (Version 4).

Things to Watch

Eventually there will be national or even international environmental mandates established by regulatory officials, including perhaps, our government. By the time this occurs, manufacturers may welcome them, because the burden of compliance across many different regional authorities becomes unmanageable, and having a single unifying standard provides relief. If history has anything to say about it, these will likely align with the most proven and widely adopted voluntary standards at play in the market. Today that may likely be LEED certification, but there are other standards developers who are working to create alternatives.

There has been an emerging emphasis on understanding the total lifetime impact of a product or process. This will likely lead to manufacturers and suppliers being held accountable for the end-to-end life cycle of the products they sell—providing a means of managing the product from cradle to grave, ensuring that construction materials are reclaimed and recycled rather than winding up in a landfill.

plus

Architectural

Deck Rail

and so much more!

The Bottom Line

Understand your customers. Find out what they care about in the environmental space, and then do your homework to find specific certification standards that can provide them with a meaningful degree of comfort they are looking for (i.e., no “greenwashing” with a cute logo—the standard must have some legitimate weight). If the products you are asked to purchase lack the appropriate certification, do your part by demanding that your suppliers certify to the standard your customers demand.

– John Watson is the manager of compliance & sustainability at Elkay Manufacturing. Reach him via Elkay.com.

Building-Products.com

Contact us for more information

1-800-459-8718 WoodwayProducts.com

March 2015

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INDUSTRY Trends

By Clark Allen, Simpson Strong-Tie

The next wave of fastener innovation

T

he search for lower installed cost is one of the biggest trends driving the fastener industry today.

Manufacturers are responding by bringing to market new types of fasteners with timesaving features, such as eliminating predrilling and manufacturing integral washers.

Contractors appreciate saving time and cost on a job. While it has gotten faster and easier to use fasteners in many types of construction, it has become increasingly more difficult in coastal areas of the country where building codes require using structural pilings. After the devastation of Hurricanes Katrina and Sandy, many of these coastline communities have also increased the number of bolted connections required for pile construction.

For decades, bolts have been used for pile construction to ensure a structurally sound connection. While this works on paper, these types of bolted connections are not user friendly to install in the field. And the more difficult the connection is to make, the more likely it won’t be done right.

Many pile connections have stringers or beams on each side of the pile.

This means

installers have to ensure the predrilled hole for the bolt is properly aligned through the pile and the beams/ stringers. It takes strength and the skill of a craftsman to do this timeconsuming process, often from a lift or otherwise suspended 15 feet off the ground.

Given the large size of these piles, many are 12 to 14” thick, the installer also has to add the washer and tighten the bolt while blind to the back of the assembly. It can take several minutes per fastener to get the job done. These conditions have created a great need for a better approach.

For example, Simpson Strong-Tie has developed a safer solution with its Strong-Drive SDWH Timber-Hex HDG screw. Specifically designed to resist severe corrosion levels in heavy-duty marine and coastal applications, the .276” diameter hot-dipped galvanized screw has a special point and integral washer, so no predrilling or separate washer is required. It’s designed to replace ¾” and 5/8” bolt/washer/nut assemblies in piers, boardwalks, structural pilings and docks, and is available in 4, 6, 8, 10 and 12”lengths.

“Every new screw we develop eliminates the costly extra step of needing to predrill,” said Dr. Ed Sutt, vice president, fastening systems.

“We developed the SDWH Timber-Hex HDG screw after talking to installers

GROWING TRENDS are leading to more effieicent fastening approaches designed to make installation easier than other methods, much like The Simpson Strong Tie Strong Drive line of structural fasteners.

(Photo courtesy Simpson Strong-Tie)

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COASTAL CITIES find it to be more difficult to use fasteners in the areas of the country where building codes require using structural pilings, thus bringing a demand for fasteners that cater to these types of building situations.

in coastal areas of the country where building codes require using structural pilings. It’s exciting for us to be able to engineer and introduce a new product that our customers haven’t had until now. This new fastener will help them complete a difficult task faster and safer.”

The installation of these types of fasteners takes a matter of seconds, not minutes. This adds up to hours of saved labor costs, as well as making the job faster and safer for the installers who are working high off the ground.

– Clark Allen is the senior product manager of fasteners for Simpson StrongTie. For more information, visit www.strongtie.com.

Building-Products.com

OLSEN On Sales

By James Olsen

We have a sales culture, don’t we?

D

ON’T ALL companies have a sales culture? How could anyone stay in business without one? Yet many businesses think they have a sales culture when they don’t.

Some businesses have a competitive advantage of product, history or location. Top management is made up of engineers, production people, or operators. They hire salespeople. But what do they think of salespeople? Are salespeople money-making partners or a necessary evil?

Other businesses began with a sales culture. Often the founder and a few loyal employees build a company through an innovative idea, will and salesmanship. Momentum and other market factors grow the company. The leader and other early employees move out of sales. As they hire salespeople, they’re often disappointed with the results.

“Why don’t they do it the way we did it?” (Because founders have a rare fire. Salespeople must be led.)

This dissatisfaction breeds distrust. In some companies, the division between management and sales is never bridged. These companies grow, but not as quickly as they should. And, if their competitive advantage decreases due to market forces, without a strong sales culture, they fail.

Career Path & Upper Representation

Who in upper management represents the sales team?

The answer to this question will give us an idea of how strong our sales culture is. Many companies have finance, HR, operations and engineering ahead of sales on the organization chart. Some companies do not have a career path for salespeople beyond sales manager. Not all salespeople want to move to upper management, but some do. They should know there is a career path into upper management.

Salespeople want a (sales) representative in upper management, even if it isn’t them.

Clear Compensation

A friend of mine says, “There are two kinds of people in business; those that want to pay salespeople and those that don’t.” Is our compensation package clear and easy to understand? Can we explain our commission schedule in less than two sentences? I worked with a non-sales culture company. The first day they showed me their commission schedule. It was convoluted. I asked v.p.s, GMs, and salespeople if they could explain their compensation program to me and over two years no one could. Their most experi-

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enced master seller told me, “James, I don’t understand it, never have. I don’t think they want us to understand it.”

After two years with this company, I had to agree.

A clear commission schedule will motivate and inspire our sales team. A compensation package that is over-complicated or vague, won’t. If we write a compensation program that has a “hole” in it—meaning it pays our salespeople to do things we don’t really want them to do—fix it, now, and our team will sell to it.

Train, Celebrate & Motivate

Do we invest in our sales team? Education and training are important for our sales team to increase skills. Too many companies confuse “product training” with “sales training.” Salespeople need to know their product, but must upgrade their sales skills to increase their sales results!

Do we celebrate sales? What do we do for our top performers? What do we do if our entire team has a great sales day, week, month or year?

Great sales organizations post effort and result numbers publicly and daily. Effort KPI’s, phone time, number of calls, etc., keep pressure on the top performers to continue to work hard. Daily posting of results will inspire our team to compete and win.

Salespeople work for commission and recognition.

Salespeople love to compete, so give them fun contests. It shows we care. It helps morale. Consider contests for everything—the first sale of the day, the next sale, the first multiple sale, the highest margin, the most volume. Team contests—match best seller with worst, second best with second worst, etc., and have them compete as teams.

A strong sales culture helps us survive and thrive in competitive markets and helps us dominate and maximize in expanding markets.

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

COMPETITIVE Intelligence

By Carla Waldemar

Supersize it

T

one who resides in the shadow of the country’s biggest shopping mall: Americans are charmed by the power of size. From mega-churches to cruise ships holding the state of Maryland to a McDonald’s burger, who wants to settle for M when they can opt for XXL? Maybe that was the thinking behind the expansion of Kenyon Noble Lumber & Hardware nearly 10 years ago, when the company replaced a 7,000-sq. ft. facility with a new showroom spanning 53,000? Plus, add on 34,000 sq. ft. of warehouse space, up from a former 14,000, anchoring 18 expansive acres on the edge of town under Bozeman, Mt.’s fabled blue skies. Parking is no longer a problem.

On the original 2.5-acre downtown site, contractors had to wrestle for one of 20 parking slots or get creative on the sidewalk.

No longer do those frustrated pros have to pick their way through city streets as if following a hearse, wasting an hour of their time-is-money workday. Now they’ve got their own contractors’ entrance, too—and everything else on their shopping list, from concrete to trusses, all under one roof.

I mean, This. Place. Is. Huge.

AKE IT FROM

Yes, it’s Montana—but even so, one has to ask: why? Reports G.M. Mike Thompson, who came onboard nine years ago, right at the outset. “It looked like a big box was planning to open a megastore in town, so the owners”—Rick and Bill Ogle—“decided we’d better take care of our own customers with all their product needs to keep ’em from the competitor’s door.

They studied traffic patterns and looked for land in the direction the city was developing and got started, just as the market peaked—eight months before the downturn.”

“So,” Mike continues, “it’s been a learning experience, forcing a lot of changes in a short period of time.” To make a go of it during these trying days, it became vital to think differently about employees. “We learned that some people are better than other, runof-the-mill people. (We let a few go, but not a lot.) We realized we needed everybody to bring their best to the table every day. If they weren’t on board, we’d find someone who would be. Even if we didn’t need an individual right at the moment, when we found a high-caliber person we hired them. We went out and tried to pick the really, really good people—the

SPONSORING a steady stream of special events keeps foot traffic strong.

best we could find.”

For instance, the go-getter with the good attitude who’d been selling appliances elsewhere. “We’d never handled appliances before, but we hired him and added that niche to our Design Center—and today we’re the only Viking and Whirlpool Builder Dealer in Bozeman. We grew market share where there was none before.”

With paint, too. “A paint department may not be typical in our type of store, but we found a fellow who worked for the competition, but they weren’t taking care of him; lots of false promises. So even though we were completely staffed, we hired him, and this guy is amazing. Now we’re the number-one paint dealer in Bozeman and among the top in the nation. We’ve taken those new categories through the roof in sales.”

At the same time he was adding those SKUs, Mike was faced with ditching others—a big, and ongoing, deal. “Our distributor had suggested lots of items we found we didn’t need.

We decided to become pro-focused and not try to serve everybody. We looked at what our pros wanted and didn’t keep trying to be everything to everyone. We became more focused: inventory up, but SKUs down. We got rid of the dog food. And we’d had 80 linear ft. of automotive, which we scrapped. There were a lot of hard changes—moving and changing so many categories—but the transition was good and resulted in a far better product mix. The layout had to change a lot; in fact,” he notes, “we’ve changed every lineal foot of the store.”

The company has three locations, including Belgrade, eight miles distant, and Livingston, 23 miles away.

With the exception of lumber purchased for the entire corporation and delivered by its fleet of 25 trucks, the

three stores operate pretty independently. “They’re very, very different, even being so close,” Mike explains. “Each customer base is dramatically different—who lives where—and each store gears itself to best serve its own clients. Still, the company had never done a retail project the size of the Bozeman store, so there are a few things we wish we had been better-educated about, like traffic patterns and how people shop.”

And why do those customers—75% pro, these days— like dealing with Kenyon Noble? “First, our selection,” Mike believes. “Also, our really good customer service.

Our delivery times are super-fast. We can pull a project’s whole frame in 24 hours. This is a very competitive market, with other independents, the boxes, and little hardware stores, so you need to be at the top of your game. We’re surrounded by competition, so we’ve decided we will fight for our business, instead of just sitting there, selling.”

To help lock in that loyalty, Kenyon Noble hosts customer-appreciation events, like arriving at the rising subdivision with a barbecue feast for its crews. And by carrying premier products they can’t readily get elsewhere. “We completely re-did our power tool area, focusing on construction and woodworking power tools. We’re the area’s only Bosch BSS dealer, and we’re a Makita Pro Center.

“Most of our contractors use us exclusively for everything they need, exterior to finish. Our goal is to make our pro customers successful, to grow their business: Then we’ve succeeded. We see ourselves as their partners, not just their suppliers. These days, we not only focus on services, but are coming on more aggressively to compete. We can offer them one-stop shopping with six inside salespeople, just at Bozeman plus two outside salespeople, to serve them and be able to retain their business.”

And that’s why there’s also a new focus on staff morale.

“We work as a team, so if someone is bringing the rest of the group down, we work on team-building—find out what motivates each individual, then make it clear that you have to think positively, or we can’t have you here.”

Employees, numbering close to 100 these days, are trained by shadowing an old-timer. And they become multi-faceted. “You have your area of expertise, but also everybody learns to do everything. You’ve got to be fluid.

I might even cashier ten percent of the day,” says Mike.

“We all know how to serve the retail customer, too—especially the women in the Design Center.”

And (how often have I heard this lately? Like… never) in Bozeman, costly custom houses are sprouting faster than dandelions. The main concerns are finding available land Building-Products.com

WITH RUMORS that big boxes were coming to town, Montana’s Kenyon Noble expanded its operations ten-fold.

and water-rights issues, not coming up with the cash.

“Bozeman has a very high quality of life—amazing fishing and hunting—so people are moving in from other areas, and the cost of living is such that they can afford a very nice house. Last year, our sales were higher than at our previous peak before the recession,” Mike declares. “There’s a pent-up demand” and a consequent surge in new-home starts. (“But it will plateau,” he is aware.)

Yes, affluent folks are relocating here. But the flip side to that shiny coin, says Mike, is that “We’re the unknown.

Many newcomers will go with the brands they recognize, the Lowe’s and Home Depots. So our challenge is to make people comfortable with us.”

Thus, Kenyon Noble regularly sponsors community events for that very purpose. Halloween featured a kids’ pumpkin-carving contest; there’s also a Junior Carpenter event and a family-friendly home show, where folks can get up-close and personal with actual vendors. Company personnel also serve on community boards like the YMCA. And to back up those soft endeavors, its in-house marketing department continually creates strong print-ad campaigns.

All of which means Mike isn’t going anywhere else anytime soon. “I came from a corporate background; they were good at merchandising from the shoppers’ perspective, but still, I could not stand it,” he reports. “New ideas were always quashed.”

Not here. Think back to the series of corrections we’ve noted after the original grand opening of the mega-store.

“There’s not enough good I can say about the owners: From Day One, I could always try new things, take risks, and they had my back. I could stick my neck out, even if I made mistakes (as long as we could learn from them). I love my job! It’s a positive place to work, and there’s always somebody onsite who knows the answer. The management team works with folks as individuals, to get the best from everybody,” even in an establishment the size of a zip code.

There’s a technical term for that kind of interaction: It’s called win-win.

Carla Waldemar cwaldemar@comcast.net March 2015

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Fox Revives Montana Sawmill

Fox Lumber, Hamilton, Mt., has restarted the long-dormant Ashland Sawmill in Ashland, Mt. The mill, built in the 1950s, has been owned by the Northern Cheyenne Tribe since the 1980s. After also considering options in and near Sheridan, Wy., Fox signed a long-term lease in Ashland, where it will utilize salvage timber from the Ash Creek Fires of 2012.

Withers Rents Out Prior Yard

Withers Lumber, Woodburn, Or., has agreed to lease its former

Woodburn warehouse and showroom to Habitat for Humanity to operate as a ReStore discount LBM outlet.

The space is twice the size of the ReStore in Mount Angel, Or., which will be relocated to the Withers property by the end of the summer.

Withers will continue its corporate office at the facility, overseeing yards in Salem, Silverton and Molalla, Or.

Northern California Losing a Do it Best

McKenny’s Do It Best Building Center, Eureka, Ca., is closing its Arcata, Ca., store this month after just

East Haven’ Haven’ss new yard had multiple site challenges.

So, we presented multiple solutions.

a year and a half.

According to staff, ownership restructuring and consolidation have made it too expensive to keep the second location open. Reportedly, one owner will take over an insulation business, while his two partners focus on the Eureka location.

Plum Creek Closing Reman

Plum Creek Timber Co., Seattle, Wa., will shutter its Meridian, Id., remanufacturing plant at the end of March, resulting in 61 layoffs.

The company has operated the facility since 1998. It will be placed up for sale by mid-year.

DEALER Briefs Ganahl Lumber, Anaheim, Ca., received planning commission approval to build a new store on 6.6 acres adjacent to its Costa Mesa, Ca., operation.

When completed in 2016, the replacement facility will feature four structures totaling 106,000 sq. ft.— about twice the size of its existing space—and 286 parking spaces.

Chase Hardware, Albuquerque, N.M., is closing after 60 years due to big-box competition.

Miter Craft Moulding & Millwork Supply has moved to a

new showroom in Costa Mesa, Ca.

To transform their new location in Manchester, CT, into a customer-focused facility, East Haven Builders Supply had to deal with a small, oddly shaped site and an impractical existing warehouse. Each challenge required unique turnkey solutions – from the warehouse to o a new 3-sided shed, T-shed and L-shed in the yard – all of which we built into one high-performing location.

To see the video, v go to

Good True Value Hardware, Juneau, Ak., has closed after 18 years and sold its remaining inventory to Foodland IGA, which is expanding its hardware department and has hired Craig Good to manage it.

ABC Supply added a second branch in Sacramento, Ca. (Michael Cochran, mgr.).

Orchard Supply Hardware

Sunbelt Rack.com m/stories Sunbelt-Rack.com/stories

has opened new stores in Portland, Or.; Irvine, Ca.; and Cerritos, Ca.

www.CT T-Dar nell.com • www.Sunbelt-Rack.com • 800-353-0892

Home Depot has decided not to build in Silverthorne, Co., and is looking for a buyer for the 8-acre lot it bought seven years ago.

Habitat for Humanity of Southwest Utah moved its

GENERAL CONTRACTING

DESIGN AND PLANNING

PRE-ENGINEERED BUILDINGS

© WTD Holdings, Inc., 2015. All rights rreserved. eserved.

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RACK SYSTEMS

ReStore discount LBM store from a 10,000-sq. ft. building to a new 43,000sq. ft. facility in St. George, Ut. Building-Products.com

Colorado Dealer Shows a Second Ace

The owners of Timberline Ace Hardware, Telluride, Co., have softopened a branch in nearby Norwood, Co., after nearly two and a half years of work.

According to owners Tom and Jenn Mortell, the product mix will be different in Norwood, with a focus on standard hardware, housewares and power equipment. By the time Ace Hardware Norwood holds its grand opening in late May, ammunition,

hunting and fishing licenses, and indoor growing supplies will be added.

Decking, Railings Keep Rising

North American residential decking and railing demand should rise 4.5% annually through 2018, to 3.5 billion linear feet worth nearly $5 billion, according to a new Principia report.

“Growing demand due to the recovering housing industry combined with consumer preference for better performing products will continue to

push technology advances in product development and interest from new entrants, from wood to synthetics,” said Principia’s Steve Van Kouteren.

Although wood’s share of the decking market has grown during the economic slowdown of the past five years, sales of alternative materials have improved of late with a stronger economy and increased discretionary spending. In addition, the introduction of good-better-best lineups of price and performance is enticing consumers to upgrade to synthetics.

Manufacturers have also developed better designed and customizable railing systems, and non-traditional materials such as aluminum have become popular among homeowners.

SUPPLIER Briefs Northwest Hardwoods began ramping production back up at its Centralia, Wa., sawmill, with the resolution of a dockworkers’ strike that crippled distribution at West Coast ports.

Fruit Growers Supply Co., Valencia, Ca., will receive a California Competes Tax Credit to help build a new sawmill in Yreka, Ca. The small log/top wood facility reportedly will be the first mill built in the state in over 30 years.

Timber Products will install a new six-deck, 12-section veneer dryer at its plywood operation in Medford, Or. Harris Thermal Transfer Products, Newberg, Or., has opened

a new 300,000-sq. ft. transload in a former warehouse at Stimson Lumber Co.’s 116-acre former mill site in Bonner, Mt. It is operating as Bonner

Transfer & Storage Co.

BlueLinx is now distributing Fiberon decking and railing products from 14 additional DCs, including Denver, Co.

Bayer MaterialScience LLC

has been certified as a Spray Polyurethane Foam Alliance-accredited supplier.

Anniversaries: Huttig Building Products, St. Louis, Mo., 130th …

Roadside Lumber & Hardware,

Agoura, Ca., 40th …

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Building-Products.com

Drive New Business

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Part of the Complete Line of Simpson Strong-Tie Fastening Solutions

Drive new fastener sales with Simpson Strong-Tie® Deck-Drive™ screws. Each screw is specifically designed for its application. Whether working with wood decking, premium composite or exotic hardwood, we have a fastener to fit the project – and it will drive faster and easier than competitors.

Once your customers try our Deck-Drive fasteners, they’ll come back again and again. Contact your local rep for samples and a demo at (800) 999-5099 and learn more at strongtie.com/deckdrive.

©2015 Simpson

Strong-Tie Company Inc. DD14-D

THINKING Ahead

By Laura Ebersberger, UFP Purchasing

Purchasing:

How to evaluate success This is the third article in a three-part series where NAWLA volunteers offer their perspectives on purchasing. Part one (Jan. 2015) focused on how lumber is bought. Part two (Feb.) looked at an example of a specific buying behaviour based on the Suggested Purchase Order. The final article of the series will focus on how to evaluate the success of your efforts.

I

part of this series, Martin Carter with Carter Forest Products Inc. shared how there are many schools of thought on how to purchase lumber, but successful lumber buying in an office wholesale context is about having a great plan and making sure it is executed effectively. In the second part of the series, Anthony Muck of DMSi Software detailed a specific way to help with inventory management and efficiency in both the warehouse and front office by using a Suggested Purchase Order (SPO) to create orders based on the supplier, product group or buyer.

In this third and final issue of the series, we’ll explore the importance of evaluating your purchasing success. Monitoring the success of your purchasing decisions is an important business practice.

Stepping back and reflecting on your purchasing methods and decisions can pinpoint successes and disservices to your role as a buyer and as an employee. During the heat of buying, things typically move quickly, and you have to think quickly and stay on your toes. Due to this, you can sometimes be unaware of things that you are doing that could be detrimental to the success of your job.

Even a great buyer can find ways to improve their practices. By evaluating your practices on a regular basis, you N THE FIRST

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can pinpoint issues and correct them to have a better experience in the future.

There are many different ways to evaluate your success. This article will outline some effective practices to help you evaluate your purchasing decisions to help you grow and develop better purchasing methods.

Two Eyes Are Better than One

As the old adage goes, being on the outside looking in can produce a different perspective than being on the inside looking out. That’s why it’s important to engage a trusted colleague to help you evaluate your purchasing efforts. When you bring another person in, they bring their own experience, background, and methods that may shed light on helpful or hindering practices. Sharing best practices with others in your field that you respect will also broaden your own knowledge base.

What Really Matters When Evaluating the Success of Lumber Purchasing

Every purchase has different components and it’s sometimes difficult to measure Key Performance Indicators (KPIs) using technology or numbers. Different pricing zones, freight and weather are a few of the variables that software can’t accurately account for.

When looking to measure your performance level, request feedback from your plants and vendors. The satisfaction of your vendors and the plants you service is your primary KPI, so talking to them and seeking their feed-

Building-Products.com

A Special Series from North American Wholesale Lumber Association

and plant contacts about what you can do to prevent miscommunication from happening again—attack the issue head on. Should I be communicating more often? Less often? Over the phone? In person? Via email? Initiate these conversations to show you’re invested. You’ll find that the main action item that comes from your purchasing evaluation will lead back to better communication.

And when you find that your purchasing methods are hitting the mark, remember there is always room for improvement. You can have a great relationship with a vendor or a plant, but without continued evaluation of your efforts, you can still miss out on opportunities to do things better. Even when your purchasing is meeting needs, you can always explore other options.

Regarding the frequency of measuring your success, you may consider assessing your purchasing on a weekly basis. Set aside time to ask yourself: How have I handled this? Are there things I need to address? Anything I need to question? Do I need to reach out to this vendor one more time? Do I need to investigate needs at my plant one more time?

Registration Open for NAWLA’s 2015 Leadership Summit

Want to hear more from industry-leading wholesalers and manufacturers about how they buy and sell lumber?

Join them at NAWLA’s Leadership Summit, March 22-24 at The Westin Kierland in Scottsdale, Az. The event brings together mid-level managers and executives and industry-leading companies to discuss top-of-mind business topics and solutions for driving revenue growth and streamlining operations.

View the agenda and register at www.nawla.org.

back is paramount. There’s a saying that you can’t do good business with bad people. If your facilities and vendors don’t feel taken care of, then there’s likely a disconnect that could affect your entire business.

It is also good to explore self introspect. Ask yourself: Am I serving my vendors as well as my plants? Do vendors give me positive feedback when I’m done with the deals? Do they feel good about the business after I’m done? Am I acting too quickly? Not responding fast enough? Am I solving problems or creating them with my purchases?

Action Items: What to Do With Your Evaluation Results

Communication is the key factor in purchasing. If in your conversations with plants and vendors you discover a need for improved communication, talk to your vendors

Building-Products.com

Final Thoughts

There’s always something to learn, so take in as much information as possible and apply that into your buying practices. Purchasing is similar to sales: You have to sell your company and yourself to your vendors not only through relationships but also by being honest, responsible and efficient. This allows you to have an open-door policy that encourages communication on successes and shortcomings.

For anyone new to lumber purchasing, find the strongest leaders in the company and observe how they operate. Adopt practices from their methods that work well with you and your personality. Seek their advice, talk to them on a regular basis, and use their feedback (positive and negative) to help strengthen your purchasing skills.

– Laura Ebersberger is a buyer with the UFP Purchasing division of Universal Forest Products.

About NAWLA

NAWLA (North American Wholesale Lumber Association) is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America.

Learn more about how NAWLA can help your business at www.nawla.org.

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els in vignettes developed to inspire design ideas for interiors of all types, in a setting that focuses purely on ceilings.

“We selected Portland both for its design culture and its central location serving the Pacific Northwest,” Davis said. “Ceilume has a multitude of installations in Portland already, and the inner eastside location is convenient for our growing customer base here.”

UFPI Buys Rapid Wood

FIRST ON TOP: Panel and tile maker Ceilume has opened the West’s first ceiling showroom in Portland’s central eastside industrial district.

West’s First Ceiling Showroom Opens in Portland Ceilume, Graton, Ca., has opened a ceiling panel and tile showroom in Portland, Or. The 3,000-sq. ft. facility is geared to professional interior designers, builders and homeowners alike, and is

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the only manufacturer-owned ceiling showroom in the western U.S., according to showroom manager Noah Davis.

It was built to showcase the company’s 35 different ceiling tiles and pan-

March 2015

Universal Forest Products has acquired Rapid Wood Manufacturing, Caldwell, Id., which supplies lumber products to the region’s manufactured housing and RV industries. UFPI had served the market on a limited basis from its Oregon manufacturing plants.

Rapid Wood principal Bob Brizendine will continue in a management role.

“This is a good opportunity to establish a manufacturing and sales presence in Idaho, bringing us closer to some of our valued customers and expanding the strong capabilities of our organization in a growing market,” said UFPI CEO Matthew J. Missad.

Building-Products.com

Kevin Trussell, Mark Michie, Jim Gaither, Jim von Tellrop, Dan Bohannon, Kevin Tranter, Bill Fitzgerald, Marty Fox, Steve Arnold, Randy Porter, Tom Escherich, and Stephen Ondich.

In the pool tourney, Dan Bohannon, Bohannon Lumber, Orange, took 1st place. Alan Arbiso, Highland Lumber, Anaheim, was runner-up.

Combilift Doubling Capacity

LOS ANGELES Hardwood Lumberman’s Club recently presented a check for $11,000 to the Hardwood Forest Foundation from funds raised at last year’s Alan Bohnhoff Memorial

Golf Tournament. The presentation was made during the club’s recent pool tournament in Orange, Ca., by (l-r) Alan Arbiso, Byron Grabinger, Dale Bohannon, Carl Henoch,

Combilift Ltd. will invest $50 million over the next two years to build a new plant in Ireland, enabling the forklift manufacturer to double capacity over the next five years.

Combilift recently purchased 100 acres to build the new 430,000-sq ft. complex, which will include a dedicated research-and-development building, adjoining administrational offices, and a plant more than double the size of its present manufacturing facilities.

Random Lengths Publishes Latest Directory, Yearbook

The latest editions of two leading reference guides serving the North American softwood forest products industry are now available.

Published annually by Random Lengths, the 2015 Big Book is the largest and most widely recognized directory of the North American softwood industry. The 2014 Yearbook is the industry’s most comprehensive source of historical market information.

The Big Book’s 808 pages contain 3,992 listings of U.S., Canadian and offshore softwood companies and 15,608 personnel. The convenient guide shows addresses, phone and fax numbers, email addresses, websites, company profiles, and other valuable information. More than 85% of the listings from the 2014 edition have been updated.

The 2014 Yearbook features more than 340 pages of data and provides price histories for the past 11 years for 309 key lumber and panel items, including 19 new items. Easy-to-read graphs track monthly price averages for the past five years. The Yearbook lists economic data, such as housing starts and home mortgage rates for 2011-2014. Also included are a nineyear market chronology and an international section that offers price histories, trade-weighted dollar information, and export volumes by species and destination from 2009-2014.

The Big Book is $269.95, the Yearbook $59.95 from www.randomlengths.com.

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TALK Back We welcome your letters to the editor.

Comments should be sent to letters@ building-products.com, Fax 714-486-2745, or The Merchant, 151 Kalmus Dr., Ste. D200, Costa Mesa, Ca. 92626.

This month, readers welcome new publisher Patrick Adams.

WELCOME TO THE NEW PUBLISHER What a great tribute to your family and the previous leaders of your magazines (“Big Shoes to Fill,” Feb., p.

6). It inspired me to keep working hard, knowing the rich heritage that has blessed me both personally and professionally.

I look forward to reading your perspectives and insights in the months ahead—thank you!

Mark Erickson Blue Book Services Carol Stream, Il. Patrick, I just read your “Big Shoes to Fill.” I have been reading The Merchant for close to 40 years. Dave Cutler and family are very close friends. Alan did a great job of carrying on the tradition. My wife and I both wish you great success with an

outstanding publication with a very long track record.

Clint Bower Themed Millwork, LLC Rathdrum, Id. Congratulations, Patrick, on issue #1 for you. You’re going to do a fine job. I can see in a short time that you have a good sense of humor and will fit in great in our industry.

I hope the keys I see on the second page are the keys to Alan’s wine cellar that he left behind. If so give a call.

Best wishes in your new endeavors.

Jim Lewman All-Coast Forest Products Cloverdale, Ca.

Benjamin Obdyke Creates Good-Better-Best Systems

To alleviate the stress of product specification when considering moisture management in the wall assembly, Benjamin Obdyke has developed three different wall systems, offering Basic, Moderate and Maximum levels of protection.

Each system considers the best product for the conditions, based on

geography, budget and cladding concerns. “Ridding the wall assembly of water and water vapor before it can damage structural components is what moisture management is all about,” said marketing manager Tara Murray.

“With the different wall protection systems, we are making it possible for specifiers to make educated decisions on products and solutions.”

The Maximum protection system creates a large drainage and drying gap behind the cladding, ideal for use with wood, fiber cement, stone and stucco. It is comprised of products from Benjamin Obdyke’s Rainscreen line (Slicker HP, Slicker MAX, Home Slicker plus Typar, Slicker Classic).

The Moderate system, highlighted

by HydoGap drainable housewrap, provides a small gap for drainage performance, reducing the potential for moisture damage in the exterior wallwith all types of cladding.

The Basic sytem, best for more arid climates, offers a durable, water-resistive barrier with exceptional water holdout, tear strength, and UV exposure. It includes FlatWrap HP housewrap, but does not provide an additional gap for drainage behind the cladding.

beautify

Clean contemporary lines. Simple to assemble ProBuilt™ railings from BW Creative www.bwcreativerailings.com

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MOVERS & Shakers Janet Corbett has retired after 35 years in the business, the last 14 as sales mgr. for Warm Springs Forest Products, Warm Springs, Or. Amy Hutton joined the outside sales team of Truitt & White, Berkeley, Ca., focusing on the Napa market.

Christine Thatcher, who is now handling the Lafayette territory, will stage a series of Architect Cafes over the next several months.

Mike Maharg, branch mgr., Capital, Portland, Or., is retiring after 46 years in the industry. Joining the Salt Lake City, Ut., DC are marketing specialist Aaron Bonham and account mgr. Ryne Vyles.

Jim Hosner, ex-BMC, is new to outside sales at Building Supply & Lumber Co., Roseville, Ca. Todd Foster has joined the sales staff at Kuzman Forest Products, Hillsboro, Or. Mark Bice is now real estate & acquisition mgr. for Potlatch Corp., Spokane, Wa. Mike Kusar, ex-Interfor, has been named general mgr of Montrose Forest Products, Montrose, Co.

Mike Carey, ex-Sierra Pacific, has been appointed sales mgr. of Georgia-Pacific Wood Products Northwest, Philomath, Or. Tracie Gonzalez White has been promoted to branch mgr. at HPM Building Supply, Hilo, Hi. Mike Sims was named senior v.p.sales & marketing for LouisianaPacific Corp., succeeding Rick Olszewski, who is retiring at the end of the month. Brad Southern is now executive v.p.-OSB, replacing Jeff Wagner, who will be executive v.p.-growth & innovation until he retires this summer. Neil Sherman is senior v.p.-EWP, succeeding Brian Luoma, who is now executive v.p.-siding.

Mike Memmolo, ex-Medallion Forest Products, has joined Arrow Forest, Beaverton, Or., as director of sales & purchasing for Russian birch plywood.

Doug Cooper was promoted to v.p.resources for Hampton Affiliates, Portland, Or. He succeeds retiring Dave Ivanoff, who also served as president of Hampton Tree Farms.

Bob Tellier has been promoted to president of Orchard Supply Hardware, San Jose, Ca. Mike Mai, ex-Plummer Forest Products, was named v.p. of sales & marketing for the U.S. division of Hutton Forest Products, Ayr, Ont. Trent Balog will become CEO of Taiga Building Products, Burnaby, B.C., March 31, with the retirement of Cam White, who helped found the company in 1973.

Todd Stucke was promoted to v.p.sales, marketing & product support at Kubota Tractor Corp., Torrance, Ca. Alex Woods is now v.p.-divisional operations, and Dan Jones, v.p.-HR, legal & administration.

Derek Henrey is new to BW Creative Railing Systems, Maple Ridge, B.C., as chief financial officer.

Kim Flanary, engineering director at Milgard, Tacoma, Wa., received American Architectural Manufacturers Association’s 2014 Outstanding Member Award.

Lou Tennant is now overseeing the troops at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Big Creek is here to help with Everything Redwood Call our friendly, knowledgable wholesale team today

Janet Webb has been selling redwood since 1985. Prior, she worked scaling logs, on the log deck, in the sawmill, and out in the woods. She remains a Registered Professional Forester and, as Big Creek’s president, oversees the entire operation, including wholesale, mill and forestry departments.

Proven History

69 years of milling superior redwood products

Lud McCrary co-founded Big

Creek in 1946, back when “we were falling timber with hand tools.”

Called a legend of the industy with his 70 years of experience, he’s most proud of his splitting of redwood pickets, posts and shakes— these days for his personal ranch or donated to historical restorations.

Selection

Wide range of grades, dimensions, timbers, fencing, patterns

Jim Busick has 33 years of

redwood experience, including sawmill, retail, purchasing and currently wholesale sales. He takes pride in selling all the redwood products that we offer. But Jim most enjoys his customers, his coworkers, and the scenic view of the Pacific Ocean from his desk.

Flexibility

Full, mixed or partial truckloads

Peace of Mind

Quality, consistency & personal service

3564 Hwy. 1, Davenport, CA 95017 • jimb@big-creek.com

Call (831)

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457-5039

Building-Products.com

Ace Attempts Same-Day Delivery

Ace Hardware launched a pilot Express Delivery program which allows customers to find the products they need on acehardware.com and have them delivered the same day by a helpful associate from their neighborhood Ace. The program is designed by Ace to further extend their helpful brand promise as the company continues to add new ways to serve the needs of customers.

“With 4,400 stores stocking the most locally relevant product assortments, Ace has a unique opportunity to become a big player in the same day delivery landscape once our pilot program concludes,” said John Surane, executive vice president, marketing, merchandising, and sales, Ace Hardware Corp. “We also think there’s a huge

value to consumers in having their products delivered by a helpful Ace associate, who they might even recognize from their local store.”

Ace’s Express Delivery pilot officially rolled out in 33 stores on Jan. 26 in select neighborhoods in Florida, Illinois, Colorado, Maryland, Texas and Arizona.

Marvin Repositions Brands

Marvin Windows & Doors has repositioned its various brands to bring its Marvin, Integrity and Infinity replacement windows together under a single fenestration portfolio.

The move is designed to better demonstrate the strength and breadth of the company’s product portfolio and variety of solutions available to its customers.

A new Marvin Family of Brands website has been launched that allows consumers to easily search for product solutions from all brands at the same time, versus having to visit each division’s websites to find the best solution to fit their needs.

The new site is optimized for desktop and mobile devices and includes more intuitive search options, plus new dealer and trade tools and customer support documents that allow trade professionals and dealers to better serve their customers with easy access to product, warranty and service information. In addition, there are new comparison tools that allow users to zero in on a product solution that best meets their particular needs, either by window or door type, or by brand.

Targeting Western Red Cedar (Continued from page 9)

888-807-2580 Bend, OR

www.pelicanbayfp.com DISTRIBUTION LOCATIONS Colton / Fontana / Modesto / Salinas / Stockton, CA PRODUCTS & SERVICES Framing Lumber / Pallet Stock / Industrial Lumber / Softwoods Hardwoods / Cedar / Fencing / Decking / Redwood Custom Cut Stock / Treated Lumber / Tile Battens 3-Hole & Slotted Vents / Custom Cutting / Remanufacturing Heat Treating / Fire & CCA Treating

“Focused on the future with respect for tradition”

right down to the dealer locator.

As such, WRCLA has created a host of retail tools to facilitate sales. Service affiliate members have access to tools and materials that can be tailored to their specific needs such as dedicated Real Cedar content on member sites, access to instructional information and videos to help consumers specify and grade WRC, a Real Cedar retail app, access to Real Green: a section of realcedar.com that promotes WRC’s green aspects, and access to the WRCLA online video library of 70+ FAQ and “how-to” videos.

All in all, they’re proactive steps to grow western red cedar sales in a business where it’s no longer business as usual.

Specializing in Flatbed & Van Freight for over 10 years

4911 Warner Ave., Ste. 205, Huntington Beach, CA 92649 Phone (714) 840-5366 • Fax 714-840-1933

www.straight-line-transport.com “A Load We Transport Is a Load off Your Mind” 40

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Building-Products.com

NEW Products

Lighten Up the Deck

Charcoal Hue Deck

MoistureShield’s deck lights line includes options for energy-efficient recessed lights, post lights, under rail lights, stair lights, and post cap lights.

The deck line’s innovative lighting options are a great enhancement to any outdoor living experience and are as durable as they are attractive.

Integrity Composites, the manufacturer of DuraLife Decking and Railing products, now offers a variegated hardwood color for its MVP decking line.

Charcoal Grey joins three other colors in the line.

The hue is a multi-chromatic color and has a sleek, dark tone.

 MOISTURESHIELD.COM

 DURALIFEDECKING.COM

(866) 729-2378

(207) 571- 0775

REAL. STRONG. REDWOOD. Redwood is an abundant and renewable building material. It comes from sustainable, well managed forests. Each year we grow more than we harvest. The lumber produced from those trees is one of nature’s longest lasting, strongest, most beautiful and environmentally friendly building materials.

To find out more about natural outdoor living, or to get inspired, visit us at RealStrongRedwood.com.

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Harmonizing Shakes

Designed to balance with nature’s palette, Stainnatural Shakes from Novik are made to customize the look of a home.

The surface of the shake is impregnated with traditional wood stain, creating a semitransparent finish, and the proprietary surface treatment combined with realistic texture provides an authentic look of traditional cedar cladding.  SUPERDECK.COM (800) 825-5382

Call It The Fun Side of Cedar.

Who says siding has to be all about straight lines and uniform color?

Specialty profiles of Western Red Cedar siding such as Haida Skirl add personality and individuality to your home. And that’s something no cement or plastic siding can do. Western Red Cedar gives you natural durability, long lasting street appeal and surprisingly little maintenance.

Which leaves more time for the fun things in life.

Quick/Easy Fastening

Simpson StrongTie’s new SDWH TIMBER-HEX HDG screw has a SawTooth point and oversized integral washer that makes for fast installations; no predrilling or separate washer are needed.

The screw features ASTM A153 Class-C hot-dip galvanized coating suitable for coastal and marine environments.  STRONGTIE.COM (800) 999-5099

Building-Products.com

Make the right choice for your business, your customers and your environment. Western Red Cedar offers dependable performance, unmatched beauty and superior environmental credentials to cement siding and other man-made products. The choice of discerning builders and consumers alike, Western Red Cedar adds warmth, character and value to projects and significant returns to your business.

1.866.778.9096 www.realcedar.com

To learn more about Haida Skirl or to place an order, contact us at 604-437-3434, toll free 1-866-553-9663 or info@haidaforest.com

www.haidaforest.com

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Patented Siding Installation

TRAP-LOC’s technology offers the only patented wood siding system that’s exclusively designed with a profile that hides the fasteners as it’s installed from the top down. The result is a reliable, durable, lowmaintenance siding with a clean look.

The system stands up to the harshest conditions and makes installation fast and easy.

 ALJOMA.COM/TRAP-LOC (713) 774-1775

Respecting the forest, honoring the past, building the future.

A nation’s pride you can build on.

Manufacturers of 6 million bd. ft. monthly of • 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs State-of-the-Art Hewmill & Headrig Mill Contact Sheldon Howell

(509) 874-1163

Yakama Forest Products

3191 Wesley Rd., White Swan, WA 98952 Fax 509-874-1162

www.yakama-forest.com

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Energy-Saving Roofing Systems

Kemperol Reflect 2K FR by Kemper System America, Inc., is a cold, liquid-applied reinforced cool roofing system designed to improve building energy efficiency.

The bright white surface helps reflect sunlight, dramatically reducing the impact of infrared rays that can tax building cooling systems.

The system consists of 70% rapidly renewable resources, is fire rated for Class-A assemblies, and is odor-free and low VOC.  KEMPERSYSTEM.NET (800) 541-5455 Building-Products.com

Superior Spray Foam

JM Corbond Open-Cell and Open-Cell Appendix X spray polyurethane foams are recommended for walls, floors, crawl spaces and both unvented and vented attics and ceilings.

The spray foam is a two-component, low-density, nonstructural insulation system.

Its low-density nature allows for tremendous yield, while still affording air sealing of homes, offices and classrooms, resulting in better air quality and increased comfort for occupants.

 JM.COM

(925) 560-9068

Brushless Drywall Screw Guns

Dewalt’s brushless lithium ion drywall screw gun allows drywall carpenters to get more done without power cords.

Powered with extreme runtime, the new tool is ideal for residential drywall hanging applications–driving screws into both wood and steel studs.  DEWALT.COM (800) 433-9258 Building-Products.com

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Powerful Toolboxes with Style

Coolbox comes equipped a 20v rechargeable battery that can power electronic devices and small power tools.

Without being plugged in, the Coolbox can power devices through its two USB ports for over 10 hours.

It can power tools, such as sanders, for over 40 minutes using a built-in three-way splitter.

Other built-in features include a retractable 12-ft. extension cord, three 110v/220v electrical outlets, marine-grade Bluetooth speaker, LED lighting, dual handles, wheels, tablet stand, clock, and double-sided, removable dry-erase board on the inside lid.  COOLBOX.IO

Earth-Toned Finishes

Sherwin-Williams’ NEW KEM Aqua Earth Tones topcoat for exterior siding provides a blend of two tones that creates a multi-hued, natural look rather than a flat painted surface.

The hue is designed for application on composite and fiber cement siding and trim and is available in 21 unique colors.

 SHERWIN-WILLIAMS.COM (800) 474-3794

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Unique Doors & Vintage Accents

Signet Fiberglass Entry Doors by ProVia are now available in new styles and with new accents to evoke the days of yesteryear.

The Knotty Alder series features the rustic look of natural wood knots in its embossed woodgrain.

Door hardware constructed of durable, flat black aluminum (including Hinge Straps, Speakeasy and Calvos) can add to the Old World authenticity.

ProVia entry doors are made-to-measure, Energy Star certified, and include a lifetime limited transferrable warranty.

Face-Mount Hanger

Mitek’s THFI face-mount hanger attaches I-joists to wood headers, while requiring no joist nails.

Its design combines the installation ease of a topmount hanger with the installation flexibility of a face-mount hanger. Seat cleats lock the bottom flange of the I-joist to the hanger.

 PROVIAPRODUCTS.COM

 MITEK-US.COM (314) 434-1200

(800) 669-4711

TREATERS

WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY

ACQ ACQPreserve • Borates D-Blaze® Interior Fire Retardant Heat Treating ISPM 15 Compliant • Custom Drying Rail Served BNSF • TPI Third Party Inspected

909-350-1214 15500 Valencia Ave. (Box 1070), Fontana, CA 92335 Fax 909-350-9623 • email – fwl-fwp@pacbell.net

www.fontanawholesalelumber.com

Superior Service, Products & Support 100% of the Time

Distributed By

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

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

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BOISE CASCADE GOLF Photos by The Merchant

BOISE CASCADE, Riverside, Ca., hosted its annual customer appreciation golf tournament Feb. 20 in Yorba Linda, Ca. [1] Christian Rebolledo, Ryan Treffers, Fenando Gonzalez, Mike Olsen. [2] Craig Huendorf, Clayton Mattox, Ed Miron. [3] Joe George, Gina Alvarado, Brad Moulton, Ron Curley. [4]

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Deonn Deford, Bob Derham, Tommy Hays. [5] Dan May. [6] Tom Beall, Dan Dallenbach, Charmaine Jennings, Carlton Jennings. [7] Scott Fisher, Josh Sneckner, Vern O’Connor.

[8] Chris Wischmann, Greg Bates, Keith Lyng, Rick Porter. [9] Ryan Mitchell, Dan Croker, Don Leisy, Ron Hillman. [10] Jesse Jackson, March 2015

Frank Bader, Steve Sadler, John Cook. [11] Mike Leon, Richard Strachan, John Stubbe.

[12] Mike Caputo, Norbert Lado, Chris Gross, Will Lone. [13] Jeff Wolgemuth, Craig Crafton.

[14] Robbie Brunner, Miguel Hernandez.

(More photos on next two pages) Building-Products.com

BOISE CASCADE GOLF Photos by The Merchant

GOLFERS (continued from previous page): [15] Rock Lee, Fabio Gaipa, Jeff Dahl, Heath Stai. [16] Ed Russell, Matt Latendresse. [17] Mike Plutner, Robert Clarke. [18] Carlos Zarate, Chris McDonough, Jeff Bloch. [19] Cipi Covarrubias, Joe Lozano, Valente Covarrubias, Jose Cavarrubias. [20] Frank Gonzalez, Kevin Ulibarri, Steve King, Pat McCumber. [21] Paul

Corso, Barrett Burt, Rex Klopfer, Scott Middaugh. [22] Matt Deitchman, Kim Wood, Rick Shrock, Lance Devol. [23] Victor Fresca, Warren Warren, Bill McBroom. [24] Paul Maag, Jeff Sievers. [25] Tom Martin, Greg Zucchero. [26] Danny Caccavale. [27] Pedro Estevez, Debbie & Chris Quezambra. [28] Bob Golding.

(More photos on next page)

Cal Coast Wholesale Lumber, Inc. Pressure Treated Forest Products Alkaline Copper Quat (ACQ) Custom Treating Selected Inventory Available

P.O. Box 673 • 3150 Taylor Drive • Ukiah, Ca. 95482 Phone 707-468-0141 • Fax 707-468-0660 info@wetreatwood.com

Sales for Coast Wood Preserving Building-Products.com

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BOISE CASCADE GOLF Photos by The Merchant

BLACK GOLD Golf Course, Yorba Linda, Ca., was the site of Boise Cascade’s recent golf event (continued from previous two pages). [29] John Mayhew, Dave Vigil, Troy Staufenbeil, Sergio Paz. [30] Darren Kopack, Michael Bell, Jason Goodrow, Brian Salfrank. [31] Pat

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Hawthorne, Greg Kantzalis, Jon Katzalis, Craig Larson. [32] Brian Nakao, Lam Vu, Jeff Moreno.

[33] Jon DeLangis, Darin Myers, Jason Womack. [34] Marshall Gremard, Ron Macaskill, Joe Morin. [35] Jim Giehl, Louis Rojas, Mike Kemp. [36] Rick Deen, Shawn Knight. [37]

March 2015

Tyrone Smith, Gary Carpendale. [38] Chris Johnson, Steve Schroeder, Drew Peacock, Damien Simpson. [39] Matt Manke, Mark Huff, Troy Huff. [40] Scott Whitman, Guy Selleck, Eric Grandeen, Scott Sunday. [41] Pat Scuderi, Brian Reidy. [42] Mike Bland, Chris Thoman.

Building-Products.com

ASSOCIATION Update Mountain States Lumber & Building Material Dealers Association will host its annual products expo March 19 at the Denver Mart, Denver, Co. Vendors and leaders in the supply industry will be displaying new products and industry trends. A chili cookoff between exhibitors will follow.

those new to Washington will also be able to interact with lawmakers during Capitol Hill and federal agency visits, and during the Legislative Reception on Capitol Hill. It is followed by the Joint Networking Reception.

Western Building Material Association will present an introduction to LBM sales class March 16 and a blueprint reading/material take-off workshop March 17-18 in Bozeman, Mt. Ken Wilbanks will lead a yard and delivery managers program April 7-8 in Olympia, Wa.

American Wood Protection Association’s 111th annual meeting will be April 12-14 at Omni Grove Park Inn, Asheville, N.C. The meeting will consist of a suppliers showcase and various recreational events, such as the AWPA 2015 Hackers Classic golf tournament at the Omni Grove Park Inn Golf Club and the 2015 Pickler’s Prance 5K Fun Run/Walk.

West Coast Lumber & Building Material Association is hosting its Southern California golf tournament April 9 at the Black Gold Golf Course, Yorba Linda, Ca.

Structural Insulated Panel Association will hold its annual meeting & conference March 30-April 1 at Loews Ventana Canyon Resort, Tucson, Az.

National Lumber & Building Material Dealers Association is hosting its annual spring meeting & legislative conference March 23-25 at the Renaissance Dupont Circle Hotel, Washington, D.C. Attendees can hear keynote speeches from political leaders and will have ample opportunities to learn about new issues to address with Congress after preparations during the issue briefings and the Washington Briefing Breakfast.

Veterans of the “Hill Visit” and

Moulding & Millwork Producers Association’s annual business meeting will be held April 19 at The Lodge at Sonoma Resort & Spa, Sonoma, Ca. The business meeting will feature education opportunities, coupled with committee meetings and optional activities.

Presentations will include a financial outlook by Mike Keenan and Steve Rau, market update & outlook

by Peter Butzelaar, “The Hiring Process” by Clark Malak, and much more.

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IN Memoriam Boyd Harold Nelson, 94, owner of Boyd’s Building Supply, American Falls, Id., died Feb. 13 in American Falls.

After serving in the U.S. Navy during World War II, he worked for TriState Lumber and Boise Cascade before operating his own business for many years.

Forrest Leroy Baker Jr., 82, longtime Pendleton, Or., lumberyard manager, died Feb. 10.

A U.S. Air Force veteran, he spent 30 years overseeing Harris Building Supply and 14 years at Tum-A-Lum Lumber.

Michael Thomas, 70, former lumber trader at American International Forest Products, Beaverton, Or., died Feb. 9.

A graduate of Auburn University, he worked for Georgia Pacific before joining AIFP for seven years, starting in 1973.

Edward Hines, 79, longtime chairman and CEO of Edward Hines Lumber Co., Buffalo Grove, Il., died Feb. 5.

After graduating from Williams College in 1957, he joined the family business, working his way up to president and CEO when his father retired in 1979. In 1985, he bought out a portion of the company’s assets, including its Chicago-area retail yards. He retired as CEO in 2007 and as chairman in 2013. US LBM bought the chain in 2010.

Reginald Rene Allard, 81, longtime Oregon lumberyard manager, died Dec. 4, 2014, after a lengthy illness.

CLASSIFIED Marketplace

HELP WANTED

Rates: $1.20 per word (25 word min.).

Phone number counts as 1 word, address as 6.

Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type.

Deadline: 18th of previous month.

Send ad to david@building-products.com or Fax 714-486-2745. Make checks payable to 526 Media Group.

Questions? Call (714) 486-2735.

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MERCHANT Magazine

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Building Products Digest covers the Midwest, Southeast & Northeast.

Subscribe for $24 for 12 issues.

Contact Heather at (714) 486-2735 HKelly@building-products.com

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LUMBER PRODUCT MANAGER – LATHROP, CA. Boise Cascade, a leading building materials distributor, has an opening for a Lumber Product Manager at our Lathrop, Ca., location.

Manages commodity lumber/related items for inventory through purchase, pricing, shipment, and sells direct railcars and truckloads of commodity items to customers. Maintains direct control over purchasing, pricing, and inventory levels of assigned products to maximize warehouse sales and gross profit. Develops and introduces marketing plan/promotions on new and assigned products for sales associates and customers. Solicits direct and warehouse sales of all commodity products to customers.

Requires bachelor’s level degree in business or marketing, or equivalent experience. Strong lumber background with a minimum of five years in purchasing, sales or product management. Candidate must have strong oral and written communication skills and the ability to work independently or with teams/groups. Must be proficient in utilizing software applications necessary for performing job responsibilities.

Boise Cascade is committed to Total Quality and offers an excellent compensation package.

If you meet the above qualifications, apply online at www.bc.com. (Job ID #6298) Boise Cascade is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, national origin, protected veteran or disability status.

March 2015

After serving in the U.S. Air Force from 1951 to 1960, he moved to Othello, Or., and joined Broadway Lumber Co. He became manager of Copeland Lumber Yard, Madras, Or., in 1971 and of Miller Lumber Co., Madras, in 1986. He retired in 2003.

Richard Leo “Dick” Posekany, 88, former timber and land manager for Frank Lumber, Lyons, Or., died Jan. 18.

He served as a U.S. Army Air Force cryptographer in Germany during World War II. After graduating from the College of Forestry at Iowa State University in 1951, he worked for Long-Bell Lumber, Reedsport, Or., and International Paper, Gardiner, Or. He joined Frank Lumber in 1964.

After retiring, he became a timber industry consultant and advocate.

Dick was 1972 president of the Oregon Logging Conference and that year helped write the first Oregon Forest Practices Act. He was a charter member of the Society of American Foresters, American Forest Resource Council, Oregon Forest Resource Institute, and World Forestry Center.

Richard “Rick” Steed, 57, former general manager of Eel River Sawmills, Fortuna, Ca., died recently.

He entered the lumber industry in 1975, working under his father at a Hopland, Ca., sawmill. He joined Eel River as a lumber grader in 1977, rising to manager, until the mill closed in 2001.

Irving Golden, 89, manager of Goodman Lumber, San Francisco, Ca., for over 40 years, died Jan. 10.

He served in the U.S. Navy.

Carl Emerson Hull, 91, longtime maintnenace supervisor at Evergreen Forest Products, Tamarack, Id., died Dec. 27 in Boise, Id. He served in the U.S. Marine Corps in the South Pacific during World War II. He then worked for White Swan Lumber Co., White Swan, Wa., until 1964, when he joined Evergreen. He resided at the mill site for 50 years.

Harry Richard Underwood, 77, formerly with Underwood Lumber Co., Gillette, Wy., died of cancer Jan. 3 in Gillette.

After serving in the U.S. Marine Corps, he joined the family lumber business.

Building-Products.com

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

Los Angeles Hardwood Lumberman’s Club – March 12, golf, El Prado Golf Course, Chino, Ca.; (626) 445-8556; www.lahlc.net.

Western Building Material Assn. – March 16, intro to building material sales; March 17-18, estimating workshop, Bozeman, Mt.; (360) 943-3054; www.wbma.org.

Southern California Hoo-Hoo Club – March 18, speaker meeting, Anaheim Hills Golf Course, Anaheim Hills, Ca.; hoohoo117.org; michael.nicholson1@verizon.net.

Ace Hardware Corp. – March 18-19, spring show, Convention Center, Las Vegas, Nv.; (888) 408-6742; www.acehardware.com.

International Wood Products Assn. – March 18-20, annual convention, Las Vegas, Nv.; (703) 820-6696; www.iwpawood.org.

Mountain States Lumber & Building Material Dealers Association – March 19, products expo, Denver Mart, Denver, Co.; (800) 365-0919; www.mslbmda.org.

Redwood Region Logging Conference – March 19-21, Redwood Acres Fairgrounds, Eureka, Ca.; (707) 443-4091; www.rrlc.net.

Pasadena Home Show – March 21-22, Convention Center, Pasadena, Ca.; (888) 433-3976; www.acshomeshow.com.

North American Wholesale Lumber Association – March 22-24, Leadership Summit, The Western Kierland, Scottsdale, Az.; (800) 527-8258; www.nawla.org.

National Lumber & Building Material Dealers Assn. – March 2325, legislative conference & spring meeting, Renaissance Dupont Circle Hotel, Washington, D.C.; (800) 634-8645; www.dealer.org.

Window & Door Manufacturers Assn. – March 23-25, legislative conference, Arlington, Va.; (800) 223-2301; www.wdma.com.

Hardwood Manufacturers Assn. – March 25-27, conference & expo, Nashville, Tn.; (412) 244-0440; www.hmamembers.org.

Structural Insulated Panel Association – March 30-April 1, annual meeting & conference, Loew’s Resort Canyon Spa, Tucson, Az.; (253) 858-7472.; www.sips.org.

Southern California Hoo-Hoo Club No. 117 is looking for a few good men and women to join a few good Marines from the Wounded Warrior Battalion, Camp Pendleton, at the

Don Gregson Memorial Golf Tournament May 15 at San Dimas Golf Course • $124.99 per player • • Donations & raffle gifts graciously accepted •

Register at hoohoo117.org Proud sponsors of

Western Building Material Assn. – April 7-8, yard & delivery managers workshop, Olympia, Wa.; (360) 943-3054; www.wbma.org.

North American Wholesale Lumber Association – April 9, regional meeting, Vancouver, B.C.; (312) 321.5133; www.nawla.org.

West Coast Lumber & Building Material Association – April 9, Southern California golf tournament, Black Gold Golf Course, Yorba Linda, Ca.; (800) 266-4344; www.lumberassociation.org.

American Wood Protection Assn. – April 12-14, annual meeting, Ashville, N.C.; (205) 733-4077; www.awpa.com.

Tacoma-Olympia Hoo-Hoo Club – April 15, board meeting, Tacoma, Wa.; (253) 531-1834.

Material Handling Equipment Distributors Assn. – April 18- 22, annual convention & show, San Antonio, Tx.; (847) 680-3500; www.mheda.org.

Association of Millwork Distributors – April 19-22, plant tours and golf event, Houston, Tx.; (727) 372-3665; www.amdweb.com.

Moulding & Millwork Producers Assn. – April 19-23, annual business meeting, Lodge at Sonoma Resort & Spa, Sonoma, Ca.; (800) 550-7889; www.wmmpa.com.

Wood Machinery Manufacturers of America – April 21-24, woodworking conference, San Antonio, Tx.; www.wmma.org.

Black Bart Hoo-Hoo Club – April 25, annual poker tournament & BBQ, Burgess Horse Barn, Healdsburg, Ca.; (707) 889-0049; www.blackbarthoohoo181.org.

Los Angeles Hardwood Lumberman’s Club – April 25, day at the races, Santa Anita Racetrack, Arcadia, Ca.; (626) 445-8556; www.lahlc.net.

Building-Products.com

If you’re of good character and sound judgment and want to support our charities throughout the year, become a member of our club by contacting: SOUTHERN CALIFORNIA So. Cal. Club #117 Michael Nicholson michael.nicholson1@verizon.net

CENTRAL CALIFORNIA

NORTHERN CALIFORNIA

Black Bart Club #181 Jeff Ward

Humboldt Club #63 Rich Giacone

jeffward@mendomill.com

rgiacone@hrcllc.com

March 2015

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The Merchant Magazine

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53

ADVERTISERS Index

IDEA File

AGS Stainless Inc. [www.agsstainless.com/mmag] ...................51

Helping Hands

AZEK [www.azek.com].....................................................................3 Accoya [www.accoya.com] .............................................................5 B.W. Creative Railing Systems [www.bwcreativerailings.com] .36 Big Creek Lumber Co. [www.big-creek.com]...............................38 Cal Coast Wholesale Lumber ........................................................49 California Redwood Association [www.calredwood.org]...........42

Offering a helping hand to local communities

is not uncommon for hardware stores these days, but Virginia-based True Value CK Home & Hardware, Bealeton, Va., has decided to offer a special kind of helping hand, one that caters to students with special needs. In return, the family-owned hardware store has discovered designing specific programs that tailor to these needs can also be efficient for business.

Since 2011, CK Home & Hardware has been working with Fauquier public school system’s Employment Training Program, providing opportunities for special needs students to get job experience. The hardware store and nearby Liberty High School have worked closely with students who are approaching graduation and in need of job experience. At the store, students will typically work restocking inventory, bagging items and assist with register clerks.

“The kids are great. They work hard and are happy to be at our store,” said store president and co-owner Helen Wyckoff. “We’ve had the program for almost five years and it’s made a presence in this small community.”

Wyckoff noted the partnership with the local high school has been a benefit to both the students and the business. “We are helping these students get experience in a real-world setting and that’s the most important thing, but we’ve also learned that it benefits the store. We save some money and the students are such a pleasure to be around.” One student was even hired as a regular employee after impressing Wyckoff with his work performance.

In addition to saving money on payroll, Wyckoff also noted that having the students around helps during rush hours, and when the store is surprisingly busy and understaffed.

Since its grand opening five years ago, the team at CK Home & Hardware has made it their goal to build relationships with local residents. Wyckoff, who was recognized with the Lee District Citizen of the Year award for her support of the community this past January, believes making a difference in people’s lives provides job satisfaction.

Along with their partnership with the Fauquier public school system, the hardware store also hosts fundraisers for Operation First Response and local veterans’ groups, has volunteers at the Crockett Park Children’s Day event and hosts DIY lessons, including duct tape classes, kids’ clubs and ladies’ nights, when participants learn step-by-step how to tackle household objects.

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March 2015

Capital Lumber [www.capital-lumber.com] .........................Cover I CT Darnell Construction [www.ct-darnell.com]...........................24 DeckWise [www.deckwise.com] .....................................................4 Diacon Technologies [www.diacon.com]...............................19, 21 Fasco America [www.fascoamerica.com]....................................46 Fiberon [www.fiberondecking.com] .............................................35 Fontana Wholesale Lumber [fontanawholesalelumber.com].....47 GRK Fasteners [www.grkfasteners.com].....................................15 Haida Forest Products [www.haidaforest.com]...........................43 Huff Lumber Co. [www.hufflumber.net.com] ...............................26 Humboldt Redwood [www.getredwood.com] ..............................37 Jones Wholesale Lumber [www.joneswholesale.com] ..............32 Keller Lumber [www.kelleher.com]...............................................51 Kop-Coat [www.kop-coat.com] .......................................................7 Maze Nails [www.mazenails.com].................................................33 North American Wholesale Lumber Assn. [www.nawla.org] .....41 Norman Distribution Inc. [www.normandist.com].......................47 Pelican Bay Forest Products [www.pelicanbayfp.com]..............40 PrimeSource Building Products [www.primesourcebp.com] ....44 Redwood Empire [www.redwoodemp.com] ......................Cover III RFP Lumber [www.rfplumber.com] ..............................................11 Roseburg Forest Products [www.roseburg.com].............Cover IV Simpson Strong-Tie [www.strongtie.com]..............................28-29 Siskiyou Forest Products [www.siskiyouforestproducts.com] .45 Snavely Forest Products [www.snavelyforest.com] ...................27 Southern California Hoo Hoo [www.hoohoo117.org]..................53 Straight Line Transport [www.straight-line-transport.com] .......40 Swanson Group Sales Co. [www.swansongroupinc.com].........25 Universal Forest Products [www.ufpedge.com]..........................39 Viance [www.treatedwood.com] ..........................................Cover II Western Forest Products [www.westernforest.com] .................34 Weyerhaeuser [www.weyerhaeuser.com]......................................8 Woodway Products [www.woodwayproducts.com] ...................17 Yakama Forest Products [www.yakama-forest.com]..................44 Building-Products.com

The

MERCHANT

Magazine

Randy Sturgill Coquille Plywood Plant Manager 31 years