The Merchant February 2018

The

MERCHANT

FEBRUARY 2018

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

TOP TRENDS IN OUTDOOR LIVING • OSB & MILLENNIALS • MERCHANDISING FASTENERS

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OUR MARKET MOVES QUICKLY… DON’T GET LEFT BEHIND!

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

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Vice President Shelly Smith Adams sadams@building-products.com Publishers Emeritus Alan Oakes, David Cutler Managing Editor David Koenig • david@building-products.com Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen, Alex Goldfayn, Claudia St. John, Dave Kahle

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Contributors Roger Dankel, Jase DeBoer, Stephen Ondich, Andy Penny, Sabrina Seccareccia

The

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

FEBRUARY 2017

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Director of Sales Chuck Casey • chuck@building-products.com

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CONTENTS

February 2018 Volume 97 n Number 2

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Special Report

Features

Departments

52 BUILDERS SHOW RECAP

10 FEATURE STORY

8 ACROSS THE BOARD 20 COMPETITIVE INTELLIGENCE 22 OLSEN ON SALES 24 THE REVENUE GROWTH HABIT 26 TRANSFORMING TEAMS 34 MOVERS & SHAKERS 42 NEW PRODUCTS 51 ASSOCIATION UPDATE 55 IN MEMORIAM 56 CLASSIFIED MARKETPLACE 56 ADVERTISERS INDEX 57 DATE BOOK 58 FLASHBACK

THE BIGGEST INTERNATIONAL BUILDERS SHOW IN YEARS, WITH AS MANY AS 85,000 ATTENDEES, CONFIRMS THE ECONOMY AND THE HOUSING

MARKET HAVE MOVED TO HIGH GEAR.

GOLDEN STATE ELEVATES THE MODERN LUMBERYARD

12 INDUSTRY TRENDS

TOP 5 DECKING TRENDS FOR 2018

14 MARGIN BUILDERS

INSIDER’S GUIDE TO MARKETING & SELLING CABLE RAILING

The

MERCHANT

FEBRUARY 2018

Magazine

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

TOP TRENDS IN OUTDOOR LIVING • OSB & MILLENNIALS • MERCHANDISING FASTENERS

16 MANAGEMENT TIPS

IMPROVED FASTENER MERCHANDISING CAN HELP YOU TAP INTO OUTDOOR LIVING MARKET

18 PRODUCT SPOTLIGHT

OSB IS MADE TO BENEFIT FROM THE RISE OF MILLENNIALS

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

32 NAWLA: THINKING AHEAD

LABOR SHORTAGE? TAKE A DIP IN THE POOL OF COOPERATIVE EDUCATION

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ACROSS the Board

By Patrick Adams

The unemployed know-it-all f I had a dollar—no, even a nickel—for every time the word “why” was uttered in my home, I would be a very wealthy man! As you’ve probably gleaned from past articles, the source of this amazing word is my daughter.

(Thankfully, my son is still at the stage where “mama” and “dog” are his favorites.)

As she’s grown, so has the depth of her “why questions.” It’s hard to admit, but there have already been a few times that I find myself struggling to keep up. The most recent exchange was focused around a report that for years, we’ve all been fooled! Yes, it’s true that corporate America has pulled the wool over our eyes and, in a rare event, admitted they did it on purpose! The Wrigley Company recently admitted that all Skittles candy taste exactly the same; it is only our mind that believes they taste different because of their different colors and scents, but every flavor is the same.

“Why would they do that?!?” my daughter exclaimed with disappointment and disgust paramount to learning that Santa is not real (which reminds me that will be an interesting discussion).

“Well, I suppose it is to save them money,” I replied.

“But they list ‘flavors’ on the package. Don’t flavors mean what it tastes like?” she challenged.

In a rare moment of being tired and not wanting to get into a discussion about the marketing strategies of publicly held corporations, I replied, “I don’t know.”

Her reply without missing a beat? “Daddy, ask Siri, she will tell you.”

I suppose it goes without saying that I think too much… about everything. It’s a curse really. It shouldn’t have, but her response hit me like a ton of bricks. It started with feeling challenged by a voice on a smartphone that knows more than Daddy. But then it quickly led to whether I would become “unemployed” as the source of all knowledge for my daughter.

I used to be able to remember over two dozen phone numbers. Now, I just look at my phone. If I drove to a place once, I could remember how to get there from just about anywhere. Now, I just type it into navigation and follow instructions. When I used to be really curious about something, down would come the encyclopedia or even a trip to the library. Now, within seconds I can get 20 million possible answers.

In the workplace, this has taken place also. The blacksmith and metalworker have been replaced by robots, researchers replaced by Google, and even in our industry, I see more lasers in some mills than I used to see in Sci-

I

Fi movies from my childhood. Even the Jeopardy great Ken Jennings was finally beaten… by IBM supercomputer “Watson.” What does this mean for us and where does it end? Will I someday be able to simply command, “Write an article about CLT” and in seconds, out will come a Pulitzer Prize winning draft that brings tears to your eyes about the brilliance of CLT? As I sat in the living room, I thought that one of my strengths used to be how my curiosity drove this quest for answers and, as a result, there’s a lot of “useless” data in my head on just about every topic. I was proud of this and it has been helpful in being able to converse with just about anyone, on any topic. When my daughter started asking “why” in what now feels like many years ago, I was proud of this curiosity and envisioned her becoming a “Renaissance woman” but now, I fear instead that Siri will slowly take over everyone’s brain.

What I do know is that my values, my work ethic, and my heart are what have led to any success I’ve had. This is what I base my decisions in life and business on—not on a spreadsheet or what a computer says to do. For me, it’s about doing the “right thing” and that comes only from a lifetime of learning the hard way what right and wrong actually is. In that regard, I’d like to think I still have an edge over Siri!

As for Skittles, however, I’m speechless and cannot believe I have been fooled for all of these years!

I do hope the New Year has brought with it happiness, peace, health and good business for your family and team!

“The real danger is not that computers will begin to think like men, but that men will begin to think like computers.” ~ Sydney Harris

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

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FEATURE Story

By David Koenig

Golden State’s latest elevates the lumberyard ince its founding in 1954, Northern California dealer Golden State Lumber has opened six lumberyards plus a sales office in Vancouver, Wa., but its addition last year in Concord, Ca., was its first to feature a drive-thru lumberyard.

So far, customers have given high marks to the ultra-modern facility and foot traffic has been building in each of the six months since its July 2017 soft opening.

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At a combined total of 75,454 sq. ft., the new location features a 4,650sq. ft. showroom, 7,000 sq. ft. of retail space, 44,400-sq. ft. indoor drive-thru lumberyard, and 11,000-sq. ft. office/ sales area.

To create a haven for both professionals and DIYers, third-generation owner Seth Nobmann turned to award-winning, Alameda, Ca.-based architecture firm MBH Architects in May 2013.

The first planning package was submitted to the city of Concord four months later. The city’s planning department approved the project in November 2015. The 15-month build started in April 2016. MBH designed the exterior of the drive-thru lumberyard and the loading/unloading area. Krauter/Auto-Stak assisted in the design and build of the drivethru lumberyard structure, the indoor storage racks, the yard itself, and the

GOLDEN STATE Lumber’s newest location, in Concord, Ca., was designed as a one-stop shop for all the building needs of both professionals and do-it-yourselfers. (All photos by Misha Bruk)

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loading/unloading dock.

The heart of the facility is its indoor lumberyard, created as a full retail center. The ability to drive a car or truck directly into the space is perfect for inclimate weather, making sure materials don’t get damaged.

The retail space provides design assistance to clients and carries a large variety of products, includes lumber (including FSC certified), engineered wood, hardware, trim, doors, windows and specialties.

The basis of MBH Architect’s concept was to take an industrial building and subdivide it into a more humanscale, creating a building complementary of its time. To do this, MBH used simple materials with different colors and patterns at varying scales to express movement throughout the spaces.

The parking lot is separated from the main yard by a custom lasercut fence that was implemented to enhance security. The laser-cut oxidizing steel was inspired by the cutend of a large, old tree, also serving an aesthetic and protective function.

Security can view the drive-thru lumberyard through the “tree’s” annual rings, allowing visitors to feel at ease that their property will be safe while they shop.

An official grand opening was held Sept. 15, 2017.

“What a great experience it was working with a team that is pushing the lumberyard industry,” noted MHJ job captain Claudia Raygoza. “Golden State Lumber is cutting edge, modern, and with a family-owned feel.”

Building-Products.com

FROM ITS ultra-contemporary exterior (upper) to its spacious indoor drive-thru lumberyard (lower), the new location has raised the bar on how a lumberyard can look and efficiently function.

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INDUSTRY Trends

By Jase DeBoer, Deckorators

5 deck trends for 2018 H omeowner demand for personalized outdoor living space continues to be strong. Now is the time for dealers to dial in their stocking strategy for the 2018 deck-building season.

Here are five industry trends and developments dealers should consider as they plan to meet the needs of deck builders and DIYers this year:

bine weatherproofing and fastening in one product.

3. Bringing the Inside Out

Low-maintenance composite decking that resembles tropical hardwood

remains popular, but more and more homeowners are pursuing the look of on-trend indoor flooring for their outdoor living space.

In response, some decking manufacturers have introduced composite

1. Maxed-Out Outdoor Space

Today’s homeowners want to make the most of their space. They are looking for creative ways to use their square footage to the fullest—not just within the walls of their home, but between their property lines.

One way lumberyards can capitalize on this interest is by stocking leading deck weatherproofing solutions.

These systems can help builders turn the large area under a second-story composite deck into a “dry zone.”

With weatherproofing installed, under-deck space that might have been underutilized or wasted becomes extra living space or a dry storage area for lawn-care equipment, boats, firewood and more.

2. Labor-Saving Components

The deck-building industry continues to deal with a major labor shortage. With good labor often hard to find, contractors are seeking products that help them build faster, close jobs more quickly and create capacity.

Builders will make room in their portfolios for on-trend components that are easy to work with and save installation time. Examples include composite deck boards that are strong yet lightweight, pre-assembled railing systems, low-voltage lighting with simple wiring, and solutions that com-

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HOMEOWNERS are looking for creative ways to use their outdoor square footage to the fullest.

Deck weatherproofing solutions can help deck builders turn the large area under a second-story composite deck into a “dry zone” for extra living space or storage. (All photos courtesy Deckorators)

February 2018

Building-Products.com

deck boards that mimic the rustic appearance and texture of distressed hardwood flooring.

One major interior design trend in 2017 was balancing a blend of old and new—for instance, distressed flooring with metallic hardware or granite countertops. As the distressed aesthetic flows outdoors, demand for complementary standout accessories will follow.

4. Riveting Railing Systems

Deck railings give contractors and DIYers the design flexibility to personalize outdoor spaces. Available railing options are growing to include even more contemporary styles that can make a deck unique.

As an example, Deckorators introduced for 2018 ALX Contemporary in Brushed Titanium, a sleek and simple aluminum railing with an anodized finish that resists scratches and corrosion.

Glass railing systems that offer clear, unobstructed views are also becoming more prevalent. These systems are perfect for decks overlooking water or mountains.

5. Deck Boards with Versatility

Contractors looking to set themselves apart from the competition want truly unique composite decking—boards with technology that gives them more versatility and peace of mind. More lumberyards are considering carrying decking with manufacturer warranty coverage for water and ground contact. Such decking can enable contractors to take on a variety of projects, including: • Areas around pools and hot tubs • Docks and floating platforms • Ground-level decks • Pathways

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NEW CONTEMPORARY railing options—such as ALX Contemporary in Brushed Titanium aluminum railing from Deckorators—will give deck builders added design flexibility to differentiate outdoor spaces.

When a manufacturer is willing to stand behind decking installations in, or in contact with, water or ground, contractors can be confident that the product will perform in various applications—and minimize callbacks that consume their already limited time.

Contractors and DIYers are looking for decking solutions that deliver aesthetics, performance, value, and labor savings. Consideration of these five industry trends and developments can help dealers meet evolving customer needs—leading to sales growth and competitive advantages this spring.

– Jase DeBoer is category marketing manager for Deckorators, a Universal Forest Products brand and an industry leader in composite decking, railings, balusters and post caps. For more information, visit www.deckorators.com.

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MARGIN Builders

By Andy Penny, Feeney

An insider’s guide to marketing and selling cable rail hen consumers build or purchase a home in a location with a beautiful view, they want to do everything possible to preserve that view. While a variety of railing options are available today, a growing number of homeowners are opting for stainless steel cable railing.

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Looking beyond the view

Cable railing offers a number of benefits when compared to traditional railing systems. Since the cables are much thinner than pickets, they are virtually invisible—providing an unimpeded view and making them ideally suited for decks or terraces with panoramic vistas. But that’s not cable railing’s only appeal. Typically easy to install, it also offers exceptional durability and requires very little maintenance to maintain its beauty. Moreover, its elegant, clean-lined design can complement many different home styles while adding to a home’s resale value.

According to Rick Beckwith, sales manager at Roadside Lumber & Hardware in Agoura Hills, Ca., “Our customers in the Santa Monica mountains have invested in their properties for the view. The clean, streamlined appearance of cable railing not only enhances their view but also adds more value and greater enjoyment to their investment.”

Why sell cable railing?

Cable railing can be a solid addition to any dealer’s product offering.

In fact, it can help to generate addi-

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tional revenue beyond the railing sale.

Says Erin Moore, owner of Colorado-based Moore Lumber & Ace Hardware: “Selling cable railing has definitely brought in some customers that we wouldn’t have seen otherwise.

They come in for a railing system and end up purchasing the entire deck package.”

Tom Booker, chief deck guru at The Deck Store in Indianapolis, In., echoes that sentiment: “Once customers visit us for cable rail, they get exposed to our level of service, plus they see all of the other products we carry. We’ve seen a direct impact in our sales since we added cable rail to our offering.”

Another advantage of cable railing for dealers is the ability to generate sales from a small amount of retail space. Well-designed cable railling displays require only a minimal footprint—a consideration that is especially important for smaller stores.

If we offer it, will they buy it?

As with all product lines, the challenge for dealers selling cable railing is finding cost-effective ways to reach potential buyers and resonate with their needs. From marketing collateral to special displays to social media promotions, cable railing vendors can help dealers effectively promote and sell cable railing—and grow their businesses—through the following tools and services: Product displays. Show off cable railing at your store so customers

February 2018

can see, touch and feel the product.

Ideally, your cable railing provider will offer a variety of display configurations that can be easily adapted to your store’s particular layout.

Some cable rail vendors even offer space-saving displays that make it easy to showcase the posts and cable railing in an inviting, interactive way.

Make sure to place the display(s) in a prominent space to quickly grab the attention of customers as they walk through your store. Your cable railing sales rep can also recommend the best place to locate your display for optimal impact.

Point-of-sale brochures/handouts.

Ask your cable railing provider to send you a supply of printed promotional materials along with copies of their product catalog that your customers can browse at their leisure. More marketing-focused cable railing companies may have a pre-packaged retail display that includes eye-catching signage along with a selection of cable railing accessories and associated litBuilding-Products.com

times each week to build followers. Check with your cable rail provider to see if they have an image library they can give you access to containing high res photos of their products and projects, including lifestyle imagery. Some vendors offer helpful “how to” videos on installing cable railing that you can easily share on your social media pages.

Taking it a step further, your supplier may be happy to take your cable railing-focused content (posts, pictures, videos, etc.) and then distribute that content across their social channels. This can be a powerful way to drive potential customers to your website and social media pages, while also increasing their online engagement with you. Social media-savvy cable railing providers may hold periodic social media contests that can help to generate traffic for your store.

Event support/co-marketing opportunities. If you need materials for a customer day or contractor day, your cable railing company may be able to provide you with banners, brochures and signage to support the event. In some cases, they may even be willing to send a company representative to attend the event and help answer questions.

Sampling program. Reach out to your cable railing manufacturer to see if they offer samples. Samples are a great tool for showing customers the quality and ease of use of the manufacturer’s product range and can go a long way in helping you to close the sale.

Reaping the rewards VENDORS offer space-saving displays that make it easy to showcase the posts and cable railing in an inviting, interactive way.

erature. If not, you might want to consider placing a small plexi-glass stand containing the informational materials at the checkout counter to ensure customers “can’t miss them” when they’re completing their purchase.

Website content. If you have a company website, make sure to include somewhere on the site your cable railing vendor’s logo along with photos representing their product offering and a link to their website. Ask the cable railing provider if they can send you a high res logo and product photos. Some companies also offer content such as howto pieces, frequently asked questions and videos to help increase the value of your website. Also, don’t forget to ask whether the company has an online Dealer Locator, and—if so—make sure you’re included.

Booker sums it up well: “Cable railing has become increasingly popular in the last several years. Our customers are installing it inside and out, and in every style of dwelling—from log cabins to ultra-modern homes. It’s an attractive, highly durable product, doesn’t take up a lot of shelf space and continues to boost our sales. In fact, it’s become one of our biggest selling lines.”

– Andy Penny is vice president of marketing & advertising for Feeney, Inc., a leading provider of cable rail systems, along with custom rigging, hardware and services (www.feeneyinc.com).

Email marketing. Sending out periodic emails announcing new products, store updates, and sales promotions can help to drive business for your store. Some cable rail companies offer access to email lists that include contractors, architects, builders and other potential customers in your target market. They may even send emails on your behalf.

If you already have a list of email addresses from customers who have “opted in” to receive communications from your business, the cable railing provider may be willing to work with you to create compelling content and “ready-to-go” emails that you can send out to your contact base. Inexpensive email programs such as MailChimp and Constant Contact are easy to use and can help you manage and track your emails.

Social media engagement. If you don’t already have dedicated Facebook and Twitter pages for your store, consider setting them up. Start small by posting one or two Building-Products.com

IDEALLY make space in your display for an assembled rail section.

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MANAGEMENT Tips

By Roger Dankel, Simpson Strong-Tie

Tap into outdoor living through better fastener merchandising

WARMER WEATHER conditions means deck building will begin to ramp up. Now’s the time for dealers to take note of popular fastener trends.

(Photos courtesy Simpson Strong-Tie)

or pro dealers and lumberyards looking to tap into the recent burst in remodeling spending, outdoor living spaces and decking packages offer easy access to improved sales volume and boosted margins across a variety of product categories.

Increasingly, homeowners are opting for higher-end decks either as a standalone investment or as a key component of whole-house remodels.

Merchandising your inventory to include a one-stop shop of fasteners and connectors, wood and composite decking, and decorative hardware and accessories should provide a competitive advantage as the spring building season starts to heat up. Indeed, the Remodeling Futures Program at

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the Joint Center for Housing Studies (JCHS) of Harvard University forecasts annual gains in home renovation and repair spending to increase from 6.3% in the fourth quarter of 2017 to 7.7% by the third quarter of 2018.

“Recent strengthening of the U.S. economy, tight for-sale housing inventories, and healthy home equity gains are all working to boost home improvement activity,” explains Chris Herbert, JCHS managing director.

“Over the coming year, owners are projected to spend in excess of $330 billion on home upgrades and replacements, as well as routine maintenance.

Decks by themselves have become so popular among remodelers that they’re outpacing bathroom additions,

February 2018

second-story additions, roofing and siding as one of the most common projects, per the National Association of Home Builders’ Remodeling Market Index report covering from the first quarter of 2017.

Pro dealers who adjust decking merchandising now can take advantage of marketable events in May and beyond to help upsell remodeling contractors and DIYers on decking packages and to cross-sell enhanced fasteners, decorative hardware, and even high-margin power tools. May is both National Deck Safety Month and National Home Remodeling Month, offering retailers a unique tie-in for promoting expanded decking and outdoor-living inventories.

Scott Park, senior product manager for Simpson Strong-Tie, expects the popularity of hidden fastening systems to continue to trend upward in 2018. “We’re seeing a lot of interest in that department when it comes to our products,” says Park, referring to the company’s EB-TY Premium hidden deck-fastening system launched last year. There’s a continuous desire for products that provide a unique method of fastening deck boards while leaving the fasteners virtually invisible.”

Ensuring structural durability without detracting from the beauty of a deck’s finished appearance can help boost project budgets and offer dealers the opportunity to cross-sell high-end decking materials like exotic hardwoods, cedar and redwood.

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Developed in part by the North American Deck & Railing Association, National Deck Safety Month encourages inspection of all residential decks, particularly the 40 million that the group estimates are over 20 years old.

While NADRA recommends the obvious replacement of untreated, rotten and decayed lumber, the same goes for replacement of any missing or corroded fasteners, joist hangers, hurricane ties, post caps, post bases, and stair stringers.

Fastener innovation has likewise been driven by customer need for hardware durability and longevity as well as contractor time and cost-saving solutions. Today’s new deck fasteners address specific application and installation needs in products specially designed for low torque points, aggressive thread pitches and specialized head designs to improve speed and efficiency while offering contractors the option of using convenient cordless tools.

building and attaching decks to the home.

Cloud-based planning softwares help design safe, strong and stylish decks with just a few mouse clicks. Simpson Strong Tie designed its Deck Planner Software aimed to improve the overall deck-building experience by highlighting critical deck connections and enabling users to select connectors and fasteners along with products from leading deck board manufacturers like Trex and Fiberon.

An easy-to-follow, step-by-step menu helps users design custom decks and then generates a comprehensive report including a materials list, permit submittal pages and various 3D plan views.

Reports and materials lists can also be shared via email to increase collaboration between building suppliers, contractors, builders and homeowners. “Software like this helps to facilitate productive conversations between homeowners and contractors and provides a greater confidence that the customer is purchasing the right material and hardware for a strong, beautiful and lasting deck,” says Lydia Poulsen, product manager at Simpson Strong-Tie. Now more than ever, decking and outdoor living projects are providing pro dealers and material suppliers with a low-risk, high-reward entry into the repair and remodel sector. By curating a comprehensive hardware inventory and creatively cross-selling into lumber, composite, railing and power tool categories, dealers can provide value-added products and services that secure loyal customers as spending in the sector booms.

- Roger Dankel is president of North America sales at Simpson Strong-Tie. For more information on nails and fasteners, visit www.strongtie.com.

STOCK UP: Offering a full line of diversified connectors, fasteners and accessories provides an easy way to refresh stale hardline inventories.

For lumberyards and material distributors looking to maximize their springtime push into the busy deck-building season ahead, offering a full line of diversified connectors, fasteners and accessories can provide an easy way to refresh stale hardline inventories. If space allows, consider partnering with key decking contractors and channel partners to build a showcase deck at the yard. Not only is it a great way to display products in an installed setting, a show deck will be the perfect venue for your next contractor cookout.

For a smooth overall process, don’t forgo technology, especially when it comes to selling decking packages to remodelers and DIYers. As interest in home design software peaks, channel partners have answered with deck-planning programs to help dealers and contractors create 3D designs, export material lists and optimize fastener selections for Building-Products.com

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” February 2018

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PRODUCTS Spotlight

OSB benefits from the rise of Millennials

n evolving market filled with Millennials means growth trends align with the many features and benefits of OSB products.

Industry experts are seeing more of a demand for visible applications. Although OSB is primarily placed in areas that are concealed, growing trends raised up by Millennials are leading to a more modern look, thus bringing attention to the product.

Because of its natural wood tone and textured appearance, OSB has been the product of choice to bring an edgy, environmental look to construc-

A

tion projects, as it can be stained, varnished or painted as desired, making it a perfect choice for interior design.

OSB can be used for most building tasks you can think of and its natural appearance–backed up by very favorable undisputed green credentials— make it particularly appealing for retail and leisure builds, where being natural or green is not just trend anymore.

The concern for energy efficiency and environmentally sound building products is a growing priority. Companies are finding OSB is becoming the natural solution as it possesses

EXPANDING: Huber will be opening its Tennessee OSB complex this April. The operation will increase the company’s production capacity and further enhance product availability.

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a number of green credentials, from its sourcing and manufacturing, to its transportation. Attitudes are continually shifting in favor of greener solutions, as young industry professionals are searching for environmentally kind materials, those which meet specific building codes.

With proper installation, OSB helps meet uplift requirements, all as a part of a single wall system. That means reduced material and labor costs as well as less waste. Lower-priced labor costs and waste is one trend that will never go out of style.

The growing trend of urban design and the demand for eco-sensitive products, especially by millennials, will pave the way for a continued desire for OSB material.

Reopening its facility in Spring City, Tn., is just one way Huber is responding to the growing demand of OSB. The facility is slated to open mid2018, pending completion of various state and local incentives processes.

It is currently undergoing facility upgrades in preparation of manufacturing specialty panel products starting this April.

“The reopening of our Spring City mill is an indication of the growing OSB market and demand for our products. The strength and resiliency of our ZIP System and AdvanTech branded products are what homeowners and builders are looking for,” said Huber Engineered Woods president Brian Carlson. “This operational investment will increase our company’s production capacity and further enhance our product availability and highly regarded customer service.”

Building-Products.com

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COMPETITIVE Intelligence

By Carla Waldemar

Dealer enjoys ’Net gains “Y

ou visited our website yesterday,” asserts the fellow on the telephone. He’s Marc Currie, president of Niece Lumber in Lambertville, N.J., and yes, he’s outed me. I’d been preparing for today’s phone interview and he, meanwhile, was tracking traffic on www.niecelumber.com as part of his bevy of electronic marketing tools. Smart guy, Marc (and dumb me).

Marc, 34, is the fourth generation of family owners who took over from Mr. Niece in 1920, and the first to realize a couple of vital stats about today’s potential clientele. One, when whippersnappers his age think of a building center, they think of Home Depot; chances are, they’ve never seen—much less shopped at—a traditional lumberyard (not that Niece is all that traditional, as we’ll demonstrate).

Two, when they do shop, it’s likely to be online—or at least, preceded by online research. So, get with the program—or in Niece’s case, get way out in front of it.

Another key motivating factor to excel via electronics was location. Or, in this case, lack thereof. “We’re in the worst possible spot—dead end,” Marc allows. “No major

highway. Older residential neighborhood.” In other words, “a typical old-fashioned lumberyard.”

“But we do deliver 25 miles in every direction on a daily basis,” including sites in New Jersey’s Princeton and Trenton and into Pennsylvania, not far from the front door.

And not far from where Marc grew up. Yet, working in the family operation “was never something I wanted to do” while putting in time during high school and college.

“There’s nothing sexy about selling windows and doors.

Instead, I was passionate about wine,” with plans to make its distribution his career, until life got in the way. While awaiting that opportunity, he returned to the Lambertville yard and—long story short—became GM in 2014 and a co-owner two years later.

Since becoming president, “I haven’t changed a lot of things,” he says, “because as I advanced, I also wanted to win respect. I’d taken on projects, like the store redesign, and added new product lines. I was allowed to make a couple of decisions that turned out well. Back when I got involved, the business was very profitable. Sales were

NEW JERSEY building material dealer may look like an old-fashioned operation from the outside.

BUT INSIDE president Marc Currie is employing the latest technology to better reach and serve customers.

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Building-Products.com

KITCHEN & BATH showroom uses full-room displays to sell cabinetry, countertops, hardware and accessories.

strong and growing in the right direction—three of our best years—which came to a screeching halt during the recession. What followed were three of our worst years. Now, we’ve bounced back; 2017 was our best year ever, and 2018 is looking good, thanks to good, old-fashioned customer service.” But we’re getting ahead of the tale.

“We were one of the very first lumberyards to have a website, going back at least 20 years now. We found a kid in town who knew the Internet to start it for us, back when AOL was a big thing. When I got on board in ’04-’05, I thought our site had become pretty dated, so I took the next step and got it up to what a lumber and building materials website should be. Sure, it was a big investment—$30,000—but the best move—by far!—we’ve made. It lets folks understand what we can do. And it works. It’s like another employee for us. It’s informative; available around the clock; and it frees us from a lot of phone calls. We tweak it every year because you can’t just let it go with ‘See you later….’ It needs attention to grow the way it should.”

And how’s that “employee’s” job rating? “Invaluable!

It reaches every demographic, but especially my generation—I’m 34—who grew up with Home Depots and never saw a lumberyard. We introduce them.”

Five years ago, Marc also introduced iPad kiosks in Niece’s showroom, giving customers immediate product information and pricing. It also enables them to order products online and have them delivered to the store.

“Now, every home center is doing this, but back then it was unheard of. Here at Niece, we’ll try things other yards aren’t doing—and they’ll either go well, or be awfully stupid. But generally they make us a little quicker.”

For instance? “For instance, I was big on Facebook starting eight, nine years ago. I’d email all my customers with ‘You’ve got to be on social media!’ I’d introduce them, get them familiar with it. Instagram, too. It’s a huge thing for us right now. On it, there’s an interactive building trades community. We find new products, new customers.”

Marc is also big on blogging. “I’m able to write a blog in 10, 20 minutes, about, say, a new product. It goes live and also connects to our website. It shows we’re paying attention to what’s new. Soooo many people over the course of a day are on our website! We can track them by location” (as this visitor discovered). And…it’s free!

“It provides us an interaction with customers that my competitors did not make: Have a live chat, share on Facebook. As an industry, we all should be doing this; it benefits everybody. You [as an owner] can either roll with change or… sink. (“And if you’re below the norm, it gives Building-Products.com

our whole industry a bad rap,” Marc believes.) It brings customers in the door. And once they’re here, we know we can retain them.”

For that, it’s crucial to have well-informed and caring employees. “I lead by example,” says Marc of his 36-strong staff. “I’m not in some back office. I’m out in front where we can communicate. We’re very picky about whom we hire, and that works for us—people with a great smile, very polite, paying attention to everybody. We serve every demographic, a pretty good mix. Pros account for 70% by sales dollars, but that 30% that’s walk-in? It’s not uncommon for them to order a $30,000 kitchen.

“When we relaunched our showroom, we hosted a Ladies Night to share who we are, with 50 to 60 attendees. The parking lot was full of Mercedes and Audis; they weren’t just here for the freebies. They took the time to travel and spend an evening with us. Our best customers come via word of mouth—brothers, sisters, neighbors.

We’re building second, and third, homes for some of these people. We keep them happy.

“Our contractors build one or two homes a year, in the $500,000 to $1 million range. Not tract builders; that’s not our forte. We partner with our pros, who are a lot like us.

They even invite us to their Christmas parties. They like that our employees are highly skilled, educated in new products. We know how they want things, and even what’s missing from their orders.

“The recession taught us to tighten up, watch expenditures. During those years, we had five, six excess employees; if they retired, we didn’t replace them. We even had to let a couple go (the worst day ever for my father and me).

We cut hours, did what we had to do.

“It’s much better now. In the Contractor Division, all four of our guys have plans on their desks. We’re doing better than ever, and without the addition of people. The staff earns bonuses and our customers are happy.” So is the whole town, which benefits from Niece’s generous support for community programs. “Our marketing and advertising dollars are tied up in giving back,” says Marc.

“And I know it works.”

Carla Waldemar cwaldemar@comcast.net February 2018

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OLSEN on Sales

By James Olsen

Life is a mirror

am standoffish. When I enter any establishment, I survey everything. Although I’ve never had to escape out the back, I always look for the back entrance and never sit with my back to the door.

One evening I was out with my more gregarious twin brother. I decided, as an experiment, that instead of surveying, I would walk into wherever we went with the biggest, most open-faced, naïve smile I could muster.

You know what happened. I got more smile-backs than I’d received in my entire life! We humans are emotional animals. We can’t help but treat others the way they treat us.

Most sellers approach potential new customers with a “I’m-sorry-to-bother-you-and-I-know-you’re-busy-so-Iwon’t-take-a-minute-but-thought-you-MIGHT-be interested-in…” attitude that pleads for, screams for, and receives second-hand treatment.

Selling is tough enough without working against ourselves. These are “two-against-no-one” calls because we are not sticking up for ourselves and the customer joins in.

Master Sellers are prepared. This makes them relaxed and confident. They know they bring value and act like it. The customer senses this and treats them as a potential partner. Customers still throw punches/objections at Master Sellers, often much harder jabs, but the Master Seller is ready to respond in a calm, confident way, which adds another layer of confidence to the burgeoning relationship.

I

How to End a Prospect Call

At the end of the call say, “Thank you for your time today. I know we are going to be a good fit. With your permission, may I continue to call you? Perfect. Today is Monday. When I hang up, I’ll send you a follow up email telling you more about me and my company. I will follow up with you on Wednesday. What’s a good time for you?”

Or, more direct: “Mr. Smith, we are going to work well together. Let me ask you this: do you think we can do business?” Tell the customer exactly what’s going to happen and what you are going to do. Set an appointment for the next call and hang up.

How to Give the Price

Most sellers give the price like it’s a dirty rag they have to hold onto by the tip of the corner. The customer senses this and treats it the same. Ninety percent of our competitors give the price like this: “So, I can get it into you at $350/MBF… whadyathink?” This is weak and produces counters and a bunch of “I’ll-let-you-knows.”

Master Sellers responding to “How much is it?”: “That’s the best part, Tommy. We can get this in at $355/MBF, which is a great price, how many can you use?”

This is a close that will produce more positive emotions about our proposal thus, more business.

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How to Take an Inquiry

The paradigm in sales is, “Thanks for the number, I’ll let you know.” Not for us. We have taken the inquiry completely and thoroughly. When we understand what our customer is looking for we say: “Cindy, if I can get us three cars of 2x4 14’s for two weeks shipment and land them at $350/MBF, do we have a deal?”

Cindy: “No, James, I need to shop this a little more.”

Us (after a couple more trial closes): “Okay, Cindy, when should I call you back to put these together?”

Cindy: “About 4.”

Us: “Cindy, can I ask you a favor?”

Cindy: “Sure.”

Us: “Will you talk to me before you buy these cars?”

Cindy: “Yes.”

The Parable of Two Villages

A stranger meets a man about five miles out of town.

“Excuse me, sir, what are people like in that town?”

“They’re horrible! Two-faced, lazy and MEAN! You don’t know mean until you’ve met the likes in that town.”

About three miles out the stranger meets another man coming from the same town. He asks, “Excuse me, sir, what are people like in that town?”

“Wonderful! Some of the kindest people I’ve ever met are in that town.

And friendly—you won’t find a friendlier place in the world.”

The point is that in sales we bring our attitudes with us on every call. How people treat us is based on how we treat them.

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

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THE REVENUE Growth Habit

By Alex Goldfayn

It’s our discomfort

nowing what to do is different than actually doing it. Which is why I always ask: What will you do?

What keeps us from doing the things we know we should do? Almost always, our fear, and our discomfort.

We know, for example, that the best selling happens on the telephone, or face-to-face. And yet, we avoid the phone.

We don’t want to bother the customer. We don’t want to annoy the customer. “If they need us, they’ll call us,” we think to ourselves.

I was doing a speech recently to a room of mid-market CEOs and several of the attendees were openly uncomfortable with some of the proactive communications techniques being discussed. They squirmed and they protested. “I hate being called by people I don’t know,” one woman said.

Off to the side, privately, another woman asked, “You want me to call people I haven’t talked to in a long time?”

Me: “Yes.” Her: “But why would they want to hear from me?”

Me: “Because they like you. And you provide great value. This is your discomfort, not the customer’s.”

Her: “I know, but how do I get over it?”

Me: “You get over it by getting over it. You just call nice people, tell them you were thinking about them, and have a lovely, pleasant conversation. Ask about their family. Ask about what they’re working on these days.”

Her: [Silence] When we do not call, it is our discomfort, not the customer’s. The customer loves to hear from providers they consider valuable. That’s who we buy from, right? People who bring us great value, and people we like. So call your customers. They’ll be pleased to hear from you, and you’ll have a lovely conversation.

When we do not ask for the business, it is because of our discomfort, not the customers’. The customer is talking to us for a reason. The customer wants to buy from us. But we rarely ask them to. So many times, they do not.

I always teach clients to ask for the business every time you talk to your customers. Should we write it up? How

K

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many do you need? When would you like to get started?

How would you like to pay?

Think about it from the perspective of when you are the buyer. How many times have you been ready to buy, and eager to buy, but the seller didn’t ask you for the business, so you did not buy. This is how it works.

Customers love to give referrals, but we don’t ask. That is our discomfort. Why do customers to love to give referrals? They like helping friends or colleagues connect with a trusted, excellent provider like you. They want to help you because you do great work. They like affirming their own decision. “My provider is great, you need my guy!”

If you don’t believe that people love giving referrals, ask for a recommendation to a chiropractor or lawn service the next time you’re in a social setting with friends or family members. People will not only happily give you referrals, but they will fight for their referral. They will explain, in great detail, why their referral is best. People love to give referrals. But we don’t ask. Because of our discomfort. So we do not get nearly as many referrals as we deserve.

When you know you should be doing something that you are not doing, it is almost always because of your discomfort. And when it comes to selling more, most of these things we know we should, but avoid, are communications actions. The more that we communicate, the more people buy. The less we communicate the less people buy. The streams never cross. We can never communicate less, but sell more. It’s against the laws of physics.

So what do you when your discomfort is keeping you from doing the good and righteous work that will help you bring more money home to your family?

Recognize the discomfort. Understand that the discomfort is really a fear of failure or rejection. What if they tell me no? And then be totally honest and assess what will happen if this fear comes true.

What will really happen when they tell me no? Not death. Nobody will come and take your home. The children will still have milk to drink in the morning. And once you realize this, make the communication.

Make the call. Ask for the business. Ask for the referral. Your customers deserve your great value.

And you deserve the additional take-home pay from these sales.

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

Beautiful products to inspire your customers.

Hangers

Gable Plates

Ties

Fasteners

Post Bases

Angles

Straps

Simpson Strong-Tie offers an eye-catching display in three sizes (2', 3' and 4') to increase visibility and sales of the new Outdoor Accents decorative hardware line. Featuring black powder-coated connectors and screws, Outdoor Accents provides both design elegance and structural strength, giving your customers the inspiration to build custom outdoor living structures.

Visit go.strongtie.com/outdooraccents or call us at (800) 999-5099.

4' Display

Building-Products.com

3' Display

February 2018

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Š 2018 Simpson Strong-Tie CompanynInc. 27 OADISP18 The Merchant Magazine

TRANSFORMING Teams

By Claudia St. John

You asked WHAT questions in the candidate interview? very so often we find the need to revisit a topic of great importance. This is one of those times. While most of our clients are aware that, in the hiring process, it is illegal to discriminate against a candidate based on nationality, religion, age, marital or family status, gender, health and physical ability, military status, and, in some locations, sexual identity and criminal background. Many of our clients don’t realize that seemingly-benign questions can lead a candidate (or court of law) to conclude that you are intentionally or unintentionally doing just that—discriminating against a protected class.

For example, one of our clients asked a few seemingly harmless questions of two candidates they were interviewing for an HR position. It is clear the questions were intended to be “get to know you” type questions, such as, “So, are you married? What does your husband do? Do you have kids? How old are they?”

While I’m certain that client did not intend to discriminate against the candidates, the candidates, being HR professionals, were highly offended and withdrew from

E

Q. We have always verified a candidate’s previous sal-

ary history early on in the hiring process. Usually we ask for a copy of a pay stub or a copy of the candidate’s previous year’s tax filing. Is there any problem with that practice?

A. We don’t recommend this practice. First, a pay stub and/or tax return contains revealing information that an employer shouldn’t have pre-hire, such as age, number of dependents, marital status, Social Security number, garnishments, miscellaneous deductions on pay stubs, other deductions on taxes (think medical costs, child care, etc.).

Obtaining this information post-hire is acceptable, but not pre-hire.

In addition, a few cities and states have moved to prohibit employers from asking for previous salary information altogether and even more prohibit asking for W-2s & tax returns.

The main reason for these laws is for equal pay reasons.

People (mainly women) who were underpaid at previous jobs cannot find pay equality if future employers know what they made before and base their offer on that information.

Asking for salary history perpetuates inequitable pay.

Instead, we recommend companies focus on what they want to pay for the position and make sure they offer the same regardless of sex, age, etc.

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consideration for the position. It is also quite possible that one or both of the candidates may pursue legal action.

Don’t let this happen to you. If your questions or screening methods could be viewed as having an adverse impact on a protected class, avoid asking them. Here below is a fairly comprehensive list of questions and types of questions you should NOT ask. You might want to print this out and review it just before you conduct your next interview.

Do Not Ask:

• How old are you or how much longer do you plan to work before you retire?

• What is the date of your high school graduation?

• When or where were you, your parents, your spouse born?

• What is your original or maiden name?

• How long have you lived at your current address?

• Questions about lineage, ancestry or national origin.

• What is your religion or religious practices?

• Questions about race, complexion of skin, or attitude about working with co-workers of different race.

• Citizenship (although you may ask if he or she has the legal right to work in the United States).

• Questions about physical characteristics (i.e., weight, height, color of hair, etc.).

• What is your marital status?

• Do you have or intend to have children?

• What’s your gender or sexual identity?

• How do you feel about managing a man/woman?

• Any medical information (general health, disabilities, past use of sick leave, use of workers’ comp benefits).

• Do you smoke, drink, take drugs?

• Dates of military service, type of discharge, or if receiving veteran disability pension.

• Listing of clubs, societies or lodges where applicants Building-Products.com

have membership.

• Do you belong to a labor union?

• Do you own a car/home?

So, what is okay to ask? While it is not acceptable to ask the questions above, there are often related questions that are perfectly legal to ask, such as:

General:

• What is your name?

• What is your address?

• Our hours are (describe). Are there any factors, such as commute, access to reliable transportation, personal commitments, that would make it difficult or impossible for you to work our required schedule?

• What educational institutions did you graduate from and what degrees or certifications did you earn? (Do not ask dates of completion.)

Nationality:

• Are you legal to work in the United States? (Do not require documentation until post-hire.)

• What languages are you fluent in for speaking/reading/ writing?

Religion:

• What days are you available to work?

• Are you able to work our required schedule?

Medical Status or Disability:

• This position requires the following physical abilities.

Are you able to perform the duties of the position?

Age:

• Are you over 18 years of age?

Building-Products.com

Military Status:

• Are you a military veteran?

• What military skills and experience are you able to bring to this position?

Criminal Background:

• (If a security clearance or clean criminal background is required for institutions such as a day-care): This position requires a security clearance or a clean criminal background. Do you anticipate this being a problem for you?

Beyond these tricky areas of inquiry, there are many creative, insightful questions you should consider during an interview. And, whenever possible, we encourage you to ask them in a “behavioral interview” format which is simply posing the question in the following format: “Tell me about a time when (question).” This will reveal the most detail about the candidate’s past experiences, which are always the best predictor for future behavior.

Also during the interview process, it’s important not to require unnecessary documentation, such as a birth certificate, naturalization or baptismal records, or a photo. All legal documentation should be obtained and processed after the employee has been offered the position.

Do you have a favorite question and wonder whether it’s legal to ask? Shoot us an email or don’t hesitate to call us.

Claudia St. John Affinity HR Group claudia@affinityhrgroup.com

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Westlake Ace Hardware Buys Washington’s Dennis

Westlake Ace Hardware has agreed to acquire the Dennis Co., a fivestore retail hardware chain in coastal southwest Washington. With the deal, which is set to close March 26, Lenexa, Ks.-based Westlake will own 121 stores across 10 states.

Headquartered in Raymond, Wa., 112-year-old Dennis Co. also has locations in Aberdeen, Elma, Long Beach, and Montesano, Wa., employing about 85. It has been affiliated with Ace Hardware since 2002.

According to Westlake officials, it will be a seamless transition of ownership and the stores will retain the Dennis Company name, management, personnel, and the current product mix.

Deal Joins Wood Fencing Maker with Distribution Giant

ITOCHU Group has struck a deal to purchase fencing producer Alta Forest Products LLC, Chehalis, Wa., from E.R. Probyn Ltd., New Westminster, B.C., and Welco Lumber Co., Shelton, Wa.

For Kuiken Brothers, it wasn’t about getting customers in.

It was about getting them out and on their way fast.

Alta is reportedly the largest wood fence board manufacturer in North America, producing 360 million bd. ft. annually at its four manufacturing plants in the Pacific Northwest region of the U.S. ITOCHU is a leader in the North American fence distribution industry through its ownership of MasterHalco, Dallas, Tx., which operates five chain link fence manufacturing plants and 53 distribution centers in North America.

Through the acquisition, ITOCHU aims to strengthen its fencing business in North America further, capitalizing on the expected synergies between Alta’s leading wood fencing supply position and Master-Halco’s sales and distribution network.

SUPPLIER Briefs Pacific NorthWest Lumber, Ltd., Vancouver, B.C., is a new lum-

ber trading firm specializing in western SPF and DF, launched by Eric Ander, ex-Carter Forest Products.

SRS Distribution has added a new Stoneway Roofing Supply branch in Bremerton, Wa. The Watershed Center has shuttered its 2-year-old Tule Creek Forest Products mill in Hayfork, Ca., due to inadequate supply.

When Kuiken Brothers decided to renovate their 80-year-old Bergen County, NJ location, they were laser-focused on increasing speed and efficiency. Could they transform their operation to allow their customers easy, pickable access to more inventory in a fraction of the time? By partnering with CT Darnell and Sunbelt Rack, they did just that!

Watch the video and find out how at Sunbelt-Rack.com/stories

Arauco agreed to pay $245 million for Masisa’s operations in Mexico, including three complexes that produce particleboard, MDF, thermally fused laminates, resin and veneer.

The deal is set to close later this year.

Morse Industries, Seattle, Wa., has been acquired by M-D Building Products, Oklahoma City, Ok. Terry Morse will stay on as CEO of Morse Industries.

Deckorators’ Ciderhouse is a new color in its Heritage decking line, mimicking distressed hardwood.

LMC finished 2017 at more than $4.3 billion in sales—a 13% increase from the year prior.

CT-Darnell.com • Sunbelt-Rack.com • 800-353-0892 © WTD Holdings, Inc., 2017. All rights reserved.

GENERAL CONTRACTING

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February 2018

RACK SYSTEMS

TAMKO Building Products is rolling out a new site for water control products, TamkoWaterproofing.com.

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INSTAGRAM INFLUENCER: Brendan O’Sullivan of Keystone Home Remodeling, Norristown, Pa., has become the first online representative of the new Versatex Brand Ambassador Program. The second-generation remodeler and Instagram personality (@thekeystonecarpenter) will help Versatex stay abreast of market needs and trends via live, straight-fromthe-shoulder social-media coverage that tracks the experiences of builders working with the product, innovative tips and tricks from the field, and uncensored conversations among industry professionals.

Hampton Sells Arlington DC

Western Forest Products, Vancouver, B.C., has agreed to buy Hampton Lumber’s lumber processing and distribution center in Arlington, Wa., for about $9 million.

“This acquisition is a natural fit for Western as it allows us to increase the production of targeted, finished products while also providing a centralized warehousing and distribution centre to more effectively service our selected U.S. customers,” said Don Demens, president and CEO. “This asset in Washington State also strengthens our global competitiveness by positioning Western to mitigate the damaging effects of duties on our products destined for the U.S. market.”

The site is ideally suited for Western’s central distribution needs with direct rail service and close proximity to its major U.S. markets.

The deal was set to close before the end of January.

AZEK Purchases UltraLox

AZEK Building Products, Skokie, Il., has acquired Wes LLC, Eagan, Mn.-based parent company of UltraLox railing assembly machinery and Harmony Railing.

“While UltraLox will continue to operate as a separate company with its existing management team, we are bringing additional resources to support the growth of the company through enhanced service levels to its customers and ongoing product and market development,” said Jesse Singh, CEO of AZEK’s parent, CPG International. “In addition, we expect to leverage the expertise of the UltraLox team in aluminum railing design and engineering to further develop the AZEK and TimberTech railing products.”

The partnership will give consumers a wider selection of railing products at various price points.

“For our customers, we will be in an even stronger position to help support their growth and business. And, for our employees, this opens up a range of potential future career growth opportunities,” said Edward Peterson, senior vice president of sales & marketing for UltraLox.

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THINKING Ahead

By Sabrina Seccareccia, Marketing Coordinator, Gracious Living and NAWLA Marketing Committee Member

Labor shortage?

Take a dip in the pool of cooperative education 018 has arrived arrived, and with it a new round of corporate (and personal) goal-setting, and the prospect of new beginnings and new trends. But it also means we have all aged another year. Specific to the forest products industry, it’s no secret that the next wave of professionals is poised to retire as the sector continues to mature, and filling the gap is quite literally one of the most important things to be done. As this series of labor op-ed articles in 2018 will bring to light, attracting new talent is a top priority across all roles in the supply chain.

As we scout for those up-and-comers to run our businesses in the future, we’re fortunate that there is a wellspring of promising individuals—in the cooperative education pool.

2

What are these programs?

Based on Wikipedia’s definition, a co-op is “a structured method of combining classroom-based education with practical work experience.” Under the purest scenario, a co-op student would take time out from school—and from paying tuition!—in order to receive professional career training on a full-time basis, receiving both paid wages and academic credit in the process. By contrast, field practice—or shadowing—is much more limited in

Definitions

Co-Op Incorporation of paid professional career training into degree. Students alternate time in class and real workforce setting.

Internship Integration of career-related experience into undergraduate education by participating in planned, supervised work.

Practicum/Field Experience Experiences that allow students to observe and document how a working professional performs the responsibilities in their job. Students may be able to participate to a limited extent, by performing tasks under the supervision of a program professor or staff member.

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scope; internships may be paid or unpaid and often are completed during the summer months; and work-study is a need-based option with strict qualifying criteria.

No matter the type, these programs are invaluable resources, both for companies hoping to discover promising new talent and for young people seeking to get a better feel for what it is like to work in the forest products industry. With this in mind, some of the most prestigious post-secondary forestry programs in North America provide their graduate and undergraduate candidates with this option. In fact many, such as California Polytechnic State University, participation is a prequisite for earning a diploma.

If your company doesn’t have an established relationship with a local college or university, your first task may be to do a little digging to find institutions that include a co-op or internship component in their forestry curriculum. Interested employers might also turn to the Cooperative & Experiential Education Division’s directory, found at http://bit.ly/2lnefey, and similar resources. An important piece of reconnaissance, however, entails getting a thorough understanding of the mechanisms of an individual program because, although the term co-op is

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A Special Series from North American Wholesale Lumber Association

often used interchangeably with work-study, internship, and field practice/practicing, these exposures are not necessarily the same and each may require different things from your company both logistically and financially.

For the forest products industry, they offer a way to bring in extra help—but at less of a cost than hiring a permanent employee. These programs also allow companies to mold enthusiastic and open-minded people who are eager to learn. With their stint in the workforce equipping them with real training and experience, they become hireable, ready-to-work prospects that the employer can call on after graduation. In addition, there’s no way to deny the positive impact that co-ops and internships have on a business’ reputation for Social Corporate Responsibility or their ability to amplify a firm’s branding through increased community recognition.

In order to attract student interest in their company, hirers need to make themselves visible—on university and college platforms, on LinkedIn and other social media, on job websites like indeed.com, and at school job fairs. Experts recommend getting creative with position descriptions while keeping the actual details to a minimum. Later, companies can elaborate on other elements of their business culture that might be appealing to young newcomers—such as framing supervisors as coaches or mentors, rather than as “bosses;” assigning autonomous tasks; embracing flexible schedule and dress policies; and offering future work opportunities after a co-op has been completed, to name a few.

We may go to great lengths to capture the attention of co-op and internship participants, dangling competitive wages and promoting travel or other special opportunities that the programs might not normally include, but companies are not the only ones who emerge as winners from these arrangements. Students leave co-ops with a better understanding of the forest products industry, as well as a personal understanding of their own fit within it. Our environment provides a place where they can gain experience and insight, develop hard and soft job skills, and explore a career path in forestry—all while (maybe) getting paid. With professional references to put on their resume—and possibly even a full-time job offer on the table—they gain an edge over other members of their graduating class. All this is to say—it’s advantageous to hire people who have participated in programs like these, even if it wasn’t with your company.

Why should I engage with students from a program like this?

Importantly, while forestry, environmental science, social sustainability, and engineering majors are key targets for lumber companies, both they and students must keep in mind that lumber is indeed a business—and one with broad potential for professional development. Even students who are not necessarily trained for or interested in the technical aspects of lumber may prove to be a great

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fit as marketing representatives, accountants, Human Resources professionals, business administrators, and operations staff—all of whom are necessary to keep our businesses humming smoothly.

Whether it involves hands-on or behind-the-scenes work, co-op programs are a godsend for lumber suppliers, wholesalers, manufacturers, and beyond. As we realize the need to replace retirees with passionate, young employees, we can also provide a great way to give prospects a taste of actual work life in their field of interest.

Increased planning and coordination between firms, institutions of higher learning, and students will allow us all to reap the benefits.

“From a manufacturer’s perspective, we see internships as a real win-win relationship,” said Mary Jo Nyblad, VP of commodity sales & marketing, Wood Products Division, Boise Cascade. “It’s always easier to hire someone you’ve had the opportunity to see in action, to see what’s behind the flawless resume and the polished interview skills. And, the student can determine whether the industry is a fit for him or her, while advancing their education with us.”

Nyblad adds that establishing a structure for an internship or co-op program is critical. “The worst thing you can do is bring in an intern and then ignore them. You must be willing to establish a program, assign a mentor, and regularly check-in with the intern in order to gauge the success of their placement.”

Prominent Forestry Programs in the U.S. and Canada California Polytechnic State University Colorado State University Lakehead University Michigan Technological University North Carolina State University at Raleigh Oregon State University Purdue University Texas A&M University Universite Laval Universite de Moncton a Edmundston University of Alberta University of British Columbia University of California-Berkeley University of Florida University of Georgia University of New Brunswick University of Northern British Columbia University of Toronto University of Wisconsin-Madison Virginia Polytechnic Institute and State University – Sources: www.cif-ifc.org/university; forestryusa.com/universities-colleges.html

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MOVERS & Shakers Phil Odom, ex-BlueLinx, has been named business mgr. for Springfield, Or.-based Roseburg’s plywood & lumber business.

Thomas Gennarelli is now director of product distribution & national accounts. Steve Courtney is director of solid wood resource procurement, based in Dillard, Or. Gabe Crane will transition out of the log procurement role to assume expanded responsibilities within the resource group. Tony Ramm was promoted to general mgr. of plywood. Tate Muir replaces him as plant mgr. in Riddle, Or. Bill Jones, VP of purchasing, Allweather Wood, Washougal, Wa., has retired after 40+ years in the business.

Keith Juhola, ex-ODL, has joined Building Material Distributors, Galt, Ca., as vice president of business development.

Brett Bleichrodt has been promoted to TruWood sales mgr. for Collins Cos., Portland, Or. He is based in Littleton, Co. Jason Crist, ex-Spenard Builders Supply, has been named general mgr. of Honsador Lumber, Kauai, Hi. Todd Beaman, ex-Huff Lumber, is now business development mgr. for Southern California with Rosboro, Springfield, Or. Tyler Louis has been promoted to store mgr. of McCoy’s Building Supply, Hobbs, N.M.

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Joe Passadore, ex-Brisco Wood Preservers, has joined Pacific Lumber Resources, Lake Oswego, Or., as director of U.S. and international sales for utility & construction products.

Eric Palmer, ex-Wild River Door Products, has been appointed general mgr. of Builders FirstSource/ ProBuild, Olympia, Wa. Jared Aizenstadt has joined the inside sales team at Capital Lumber, Healdsburg, Ca. New HR reps are Stephanie Sanchez in Chino, Ca., and Sam Scales in Denver, Co. Eric Velander is new to Windsor Mill, Petaluma, Ca., as business development mgr. for the Sacramento, Ca., area.

Michael J. Baker, PE, has joined QB Corp., Salmon, Id., as technical director and a director. Michael W. Lane is new to marketing and the board of directors.

Brian Lajoie, ex-Milgard Windows & Doors, is new to Jeld-Wen, as Scottsville, Az.-based territory sales mgr. for northern Arizona and Las Vegas, Nv. Dave Mills is now Southern California residential sales mgr. of Belgard products for Sierra Building Products, Fontana, Ca., a division of Oldcastle.

Gary Anderson, sales, American Building Supply, Sacramento, Ca., has retired after 40 years in the industry.

February 2018

Jeremy McVinnie, ex-Doors Plus, is new to outside sales with Huttig Building Products, Lodi, Ca. Darren Schulz, ex-Fletcher Building Ltd., has rejoined Boral Roofing LLC, Irvine, Ca., as president.

Jim Schumacher is new to Accents & Interiors, Woodinville, Wa., as director of sales.

Jeremy Wlaschin is a new purchasing associate at PrimeSource Building Products, Fresno, Ca. Carl Dykman is new to outside sales with Denali Industrial Supply, Anchorage, Ak. Timothy Burke, ex-Rio Tinto, has been named director of environment & safety for Mendocino Forest Products, Ukiah, Ca. Nicolas Codding, ex-Milgard Windows & Doors, is now plant mgr. at All Weather Architectural Aluminum, Vacaville, Ca. Mark Thomson has been appointed president of Mountain View Reload, Sumas, Wa., and Apex Terminals, Surrey, B.C. Sam Miller has joined ECi Software Solutions, as chief revenue officer.

Lonnie Hershberger has been promoted to VP of customer experience for ProVia, Sugarcreek, Oh. Peter C. Alexander has resigned as president and CEO of BMC Stock Holdings, Atlanta, Ga. Director David L. Keltner will serve as interim president and CEO while the board conducts a search for a new CEO. Vikram Singh, ex-Amazon, has been appointed chief digital officer for Lowe’s, Mooresville, N.C. Doug Gatlin was appointed CEO of Green Seal, Inc., Washington, D.C. Gary Converse, Koppers Performance Chemicals, Griffin, Ga., has been elected to the North American Deck & Railing Association board.

Doug Kinninger, Fi-Foil Co., has been elected president of the Reflective Insulation Manufacturers Association International, succeeding Bobby Byrd, RoyOMartin.

New VP is Sergio Luconi, Prodex; secretary/treasurer Wes Hall, Reflectix, Inc.; and directors Ralph Dale, Dunmore Corp.; Brian St Germain, LP Building Products; and Mike Boulding, Mitex International.

Stan Still has been appointed union mediator at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

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VIEWPoint

By Stephen Ondich, Commercial Forest Products

What I learned from cocaine trafficking in South Florida Re-assess your business even in high times est you think this is not happening in your organization, The first thing I recommend to anyone writing an article is to avoid a boring title. Although I’ve yet to see the other articles in this fine publication, mine is likely the only one referencing narcotics. Don’t forget to circle back and read the more conventionally-titled articles at a later time.

Recently, I watched Cocaine Cowboys, a compelling documentary on the emergence, growth and subsequent decline of the cocaine trade in South Florida during the 1970s and 1980s. At that time, I was a pre-teen growing up in suburban South Florida. Spoiler alert: I was not a 10-year-old drug dealer, but I was there. Seeing news clips from the documentary brought back memories. Things that seem really odd to me now were not that unusual at the time: packages of abandoned drugs washing up on the beaches, violent shoot-outs taking place in broad daylight, neighbors being arrested for trafficking. Maybe I’m jaded but instead of being shocked by the criminal violence, my attention was drawn instead to the ancillary people featured in those clips—the bystanders, real estate agents, jewelers, car salespeople, etc.

The documentary focuses on a roughly 10-year window during which a tidal wave of drugs flooded into the Sunshine State, largely unchecked. Florida law enforcement agencies were massively unprepared for the emerging cocaine trade of the 1970s. Drug importers astutely identified Florida as a prime landing zone with hundreds of miles of unprotected coastal landing areas. Local police in popular oceanfront areas were used to dealing with drunk and disorderly college students, not clandestine drug shipments.

Police departments in rural areas were even less prepared.

Imagine Andy of Mayberry being reassigned to security duty in Kabul. There were jurisdictional turf wars and cooperation between local, state and federal enforcement agencies was lacking. The cartels took full advantage of this quagmire. Law enforcement spent the better part of a decade trying to formulate an effective coordinated strategy

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to combat cocaine trafficking.

The film features current interviews with former smugglers. A common problem was laundering the piles of cash generated from drug sales. Unlike today, large cash transactions were not monitored closely by the government.

Traffickers buried boxes of cash in their yards, stuffed bills behind the wallboards of their homes, and used cash to buy just about anything. High-dollar purchases meant more laundering per transaction. If you needed to get rid of $100,000 in 1978, you didn’t just buy a car, you bought the most expensive Porsche on the lot.

In the 1970s, the overall United States economy was mired in a recession, while the micro-economy of South Florida was booming. In retrospect, it’s obvious why. The drug launderers engaged in a 10-year spending orgy that focused on premium brands and high-dollar cash transactions. While blue collar workers in the Rust Belt were struggling to buy rationed gas for their Pintos, Ferrari dealerships in Florida were sold out of inventory. The same scenario unfolded in jewelry stores, banks and real estate Building-Products.com

offices. The South Florida economy was propped up like a water balloon being filled at a fire hydrant. The rising tide of drug money quickly raised every ship in the harbor, not only the ones packed with cocaine.

The media took note of this anomaly. Why was South Florida bucking the national trend of stagflation? Reporters interviewed operators of legitimate businesses during this period and they had plenty of reasons why their economy was different than the rest of the country: Florida is a great place to live, the weather and nightlife attracts people from all over the world, waterfront real estate always appreciates.

Their explanations were as self-serving as they were delusional.

Did they really believe what they were saying? The driving force behind their success was the booming drug trade, everything else was negligible. “I don’t know what the hell is going on, but every month we sell more MembersOnly jackets than the last,” said no one.

A few decades later, a similar phenomenon happened in the real estate market, but instead of drug money laundering, it was mortgage fraud that fueled the run up. Novice prop-

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erty flippers and speculators made exceptional returns. No acumen in purchasing or renovating was necessary. Expertise could actually be a hindrance. Knowledgeable investors were rightfully intimidated by absurd evaluations, while their clueless counterparts unflinchingly snapped up properties at above-market rates, did some repairs, then put them back on the market.

Rehab work probably had little bearing on the returns, but it created the illusion of added value. Fixing up properties sounds like God’s work, whereas speculating conjures up all kinds of seedy imagery. The inflated subprime mortgage market did the heavy lifting in this bubble.

The financial crisis of 2008 led to a reining in of much of the bad loan activity that propped up real estate valuations. Law enforcement dealt a similar blow to drug running by the late 1980s. After law enforcement efforts reined in the cocaine trade, the Florida economy fell in line with much of the rest of the country. Many legitimate businesses that flourished in the late 1970s to early 80s weren’t sustainable under normal market conditions.

The takeaway lesson here is to assess your business activities in an

objective way in both good times and bad. In a boom market, resist the temptation to declare all things well because of a fat bottom line. In a recession, problems are very difficult to ignore.

In the years leading up to 2018, the building products industry has experienced growth through the emergence of new companies as well as expansions and acquisitions. Optimism is the fuel for progress but blindly pressing forward is dangerous. Take a moment to think about how many now-defunct entities were crushing it a decade ago, until something changed.

If you are fortunate enough to be operating in a strong bull market, congratulations! There’s nothing wrong with reaping a windfall, but carry on with due diligence. Don’t put your head in the sand just because you can afford to. In Greek mythology, sailors enchanted by the sirens’ song navigated their ships blindly into rocky shores. Strong financial results can be the sirens’ song.

– Stephen Ondich is the operations manager for Commercial Forest Products, based in Fontana, Ca. Reach him at sondich@commercialforestproducts.com.

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Capital Expands SoCal Footprint

Phoenix, Az.-based Capital is taking over space contiguous to its 12-acre distribution center site in Chino, Ca. The expanded property includes a 50,000-sq. ft. warehouse, complementing its existing 40,000-sq. ft. covered storage and 2,600 sq ft of office space.

“The additional property will allow Capital to expand its service model with products that serve the retail segment with the level of customization and responsiveness that they have been accustomed to receiving from Capital,” said branch manager Grant Pearsall.

LMC Dealers Go to Wharton

The room was abuzz with inspiration and ideas as over 40 dealers from 22 states came together for their final day at the LMC Executive Education Program. The program was held Jan. 14-19 in Philadelphia, Pa., at the renowned Wharton School of Business at the University of Pennsylvania.

“The partnership with Wharton and the ability to offer this kind of program, not seen elsewhere in the industry, is part of the reason LMC dealers stand out,” said LMC president John Somerville. “Since its inception in 2015, there has been high demand to be in attendance for this unique executive education experience.”

“All the professors, everybody was wonderful,” said Mike Heim, inside sales manager of Tague Lumber, Media, Pa. “[The program] gave us an opportunity to step outside our companies and hear other people’s points of view. You absolutely need to do it.”

The exclusive event has been described as a “first class

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LUMBER DEALERS from across the country participated in LMC’s annual Executive Education Program at the Wharton School of Business.

experience,” a rare opportunity to learn and grow under the guidance of Wharton professors—renowned in the field of business. For participants in this years’ program, a new case study was offered around the topic of driving growth.

This year, an entirely new curriculum was offered at the program, which led to two previous attendees coming back to learn more. Cory Jameson, CEO of Guy C. Lee, Smithfield, N.C., was one of the attendees who came back to attend the Wharton program offered by LMC for a second time.

“It’s a whole other experience being here for a second time,” Jameson said. “It reinforces what you learned the first time and it really makes you appreciate the people that are in this room.”

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Beautiful, all-weather strong Allura fiber cement siding, soffit, shingles, panels and Plycem trim not only give you the look you want, but its advanced formulation and incredible durability means there’s practically no need for repairs or replacement.

And that means big savings all the way around. Get the most out of your home by building it with the best fiber cement products, Allura.

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ing through strategic acquisitions in adjacent categories.

According to CEO Jesse Singh, “We will continue to expand our pipeline this year and grow our market share by engineering more premium building products and acquiring new offerings that envelop the house.”

Roseburg Divests Northern California Timberlands

CAPITAL LUMBER Co. celebrated 2017 and kicked off its 70th year in business during its annual management meeting and awards dinner Jan. 18 in Phoenix, Az. Two days of events were organized to focus on sustaining Capital’s growth and success. Capital employees facilitated discussions on the make-up of the company today and what its future will look like. President Sam Sanregret presented Capital’s Phoenix team with the Presidents Award—(left to right front) Terry Powell, Sam Sanregret, Van Vanderhoff, Dan Good, Bill Swaney, J.R. Rightnowar, Steve Westfall, John Deville; (back) Sam McIntyre, Mike Tristan, Bresha Good, Jason Ray, John Ray.

CPG Rebrands as AZEK

CPG International LLC, Skokie, Il., has renamed itself The AZEK Co., reflecting the growth of its deck and railing division.

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The rebranding is part of the company’s strategy to disrupt the nearly $2 billion wood deck and railing industry by concentrating on its leading, premium offerings and diversify-

February 2018

Roseburg Resources Co., Springfield, Or., has completed the sale of its California timberlands to Shasta Cascade Timberlands, a new company formed by New Forests.

The transaction includes approximately 170,000 acres of investment-grade timberland in Northern California, largely in Siskiyou and Shasta counties.

“Shasta Cascade Timberlands is acquiring a very well-managed, high-quality tree farm, and will benefit from the services of a team of highly skilled professional employees,” said Scott Folk, Roseburg’s senior VP of resources.

Roseburg Forest Products will continue to own and operate its veneer facility located in Weed, Ca.

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NEW Products

Earthy Shake Colors DaVinci Roofscapes’ Nature Crafted Collection of composite shake shingles offers colors inspired by nature—Aged Cedar, Mossy Cedar, and Black Oak. All reflect different progressive aging processes found on real wood shakes. n DAVINCIROOFSCAPES.COM (800) 328-4624

Steel Solutions Fairway Architectural Railing Solutions is adding steel railing to its railing material technologies requiring less labor and installation. The new steel railing product is available in level and stair applications that are adjustable up to 42 degrees.

Designed for quick and easy installation with fully assembled, welded channels, the railing is said to provide superior coating performance with a smaller, sleeker profile. n FAIRWAYRAILING.COM (402) 362-3807

The Saw That Fits It All Prazi’s newest Beam Cutter design fits 99% of all 7-1/4” circular saws and increases cutting capacity from 2-1/2” to 12”.

It reportedly fits all SideWinder, Skil, Bosch, DeWalt, Craftsman, Black & Decker, Ridgid, Milwaukee, Porter Cable, Hitachi, Makita and Ryobi saws (excluding front plate adjustable saws). n PRAZIUSA.COM (800) 262-0211

Porcelain Veneers Oldcastle Architectural’s Mirage Porcelain Veneers are ideal for vertical applications such as outdoor walls and wall coverings.

Offered in a variety of natural colors, the new line coordinates with several items in the Belgard porcelain paver collection for mixing and matching. The veneers have the same benefits as regular porcelain, so they are frost-resistant, durable, easy to clean. n WWW.ECHELONMASONRY.COM (800) 899-8455

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Englarged Vistas Kolbe’s expanded VistaLuxe Collection is made to offer contemporary styling options, large glass expansion, narrow frames, and clean lines.

Frame-to-daylight-opening ratios let the views take center stage, while advancements in automation ease the transformation from indoors to outdoors. n KOLBEWINDOWS.COM (715) 842-5666 Building-Products.com

WRB consists of weatherresistant OSB panels, plus approved 5-inch woven reflective tape.

No need to hire a separate company for house wrap installation Less expensive than traditional house wrap

Eclipse Weather Resistant Barrier (WRB)

Cuts installation time in half compared to traditional products

is the new standard in construction panel protection. Ideal for commercial, residential, and single to multi-family, WRB combines housewrap and

Features an exposure rating of 180 days

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using a product that’s better for the environment.

Available FSC certified National Green Building Standard approved product

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Striking Balusters

Cellular PVC Corners

L.J. Smith’s new Contempo Collection of iron balusters comes in multifunctional styles with straight lines and open spaces.

Available in a low sheen black or matte nickel finish, balusters come in four different styles: straight line, rectangular vertical feature, oblong vertical feature, and ladder design.

Kleer Lumber has added an outside corner with an integrated nailing flange to its lineup of cellular PVC trim components.

Each integrated nailing flange forms a 3/4-inch pocket to conceal end cuts, ideal for enhancing and finishing the look of vinyl siding and other panelized polymer systems, such as shake, shingle, and stone.

n LJSMITH.COM (740) 269-2221

n KLEERLUMBER.COM (866) 553-3770

Boral is expanding its TruExterior Bevel Siding line with the addition of Beaded Bevel and Rabbeted Bevel.

They are made of high-performing poly-ash material, with a wood look.

Trex’s new Outdoor Lighting collection is a complete system of energy-efficient components designed to complement its decking and railing products.

The four landscape lighting styles are Well Lights, which provide ambient illumination for bushes, foliage and small structures; Path Lights, made to brighten walkways with a warm, focused light; Multifunction Lights, which cast a wide glow for highlighting buildings, trees and pathways; and Spotlights, which use the latest LED technology to shine a bright light through a modest head.

n BORALAMERICA.COM (888) 926-7259

n TREX.COM (800) 289-8739

Expanded Siding Options

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A Brighter Outdoors

February 2018

Building-Products.com

Lightweight Drywall Tool Signature Stain by Tando utilizes a proprietary manufacturing process that integrates real semi-transparent wood stain into Tando’s Rustic Cedar 6 Shake, delivering a look that is identical to actual stained wood shakes without any of the required upkeep.

Impervious to moisture, it’s ideal for gables and dormers right up to the roof line. They come in three colors: Fawn, Bark and Acorn.

The new Quik Drive PRODW drywall system has a lighter-weight tool body with enhanced durability and ergonomics so drywall installations can be completed more efficiently and cost effectively.

Simpson Strong-Tie developed the system to include a collated-screw feed mechanism, which is meant to provide consistent and efficient screw delivery; a self-locking depth adjustment for accurate drive depth; and a fully rotatable driver adapter for fastening in hard-to-get areas.

n TANDOBP.COM (844) 698-2636

n WWW.STRONGTIE.COM (800) 999-5099

The Perfect Shake Stain

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Rooftop Straps & Caps Kemper System America has introduced Wall Guardian, a liquid-applied fibered acrylic air barrier that also acts as a water/weather barrier and vapor retarder. Evaluated by the Air Barrier Association of America, it delivers superior air barrier performance—and value.

Notably, the liquid-applied air barrier exceeded the standard in a single coat at 40 mils wet film thickness (40 sq. ft. per gallon).

Green Link’s newest family of custom-engineered, molded straps and caps are designed to secure pipes and struts for its KnuckleHead rooftop support line.

All are molded from tough, weatherproof urethane and feature a striking safety yellow color.

The Heavy Pipe KnuckleHead strap secures a 3” outside diameter pipe, while the Strut Support strap fits steel or aluminum Unistrut-type channel. The Lite Support cap is designed to secure a single 1” nominal pipe or two 1/2” nominal pipes.

n KEMPER-SYSTEM.COM (800) 541-5455

n GREENLINK.COM (617) 876-1400

Multi-Purpose Wall Barriers

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Ace Offers Extra Mile Guarantee

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

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

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

Our objective is simple: to benew known as the #1, TAMKO Building Products’ Heritage best, most convenient, most shingle helpful and most credible store Designer Ridge asphalt is constructed with forSBS paintmodified in the neighborhood.” bitumen technology.

The high profile ridge shingle adds a look of polished sophistication finish asphaltI-Joists roofing projects.

Weyco RecallstoCoated Two layers of asphalt shingles are of laminated Weyerhaeuser is recalling a batch TJI Joiststogether with Flak to produce the high-definition of added Jacket Protection, after linking anappearance odor in certain newly dimension, whichtoisaup to a half-inch thicker in than constructed homes recent formula change thethe coatstandard Heritage Hip & Ridge ingcompany’s that included formaldehyde-based resin.product.

The issue is isolated to Flak Jacket product made after Dec. 1, 2016, TAMKO.COM andndoes not affect any of the company’s other products.

(800) 641-4691 Flak Jacket Protection is a coating applied to I-joists to enhance fire resistance, and it is not widely in use. The

Wholesale Industrial Lumber

REEL

LUMBER SERVICE

1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806 Fax 714-630-3190 (714) 632-1988 • (800) 675-REEL 3518 Chicago Ave., Riverside, Ca. 92507

(951) 781-0564

www.reellumber.com 48 20

n 2018 The The Merchant Merchant Magazine Magazine n February August 2017

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

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

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

Windows & Doors Keep Growing

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

In 2016, shipments of side-hinged entry doors increased by 6.1% to 9.7 million units on the national level, alleviatingRotary any concerns over the decrease in units shipped Hammer Time between 2014 and 2015.

Based the analysis of the of data, For jobs in concrete that on require long periods annual growth is forecasted to climb to 5.9%Rotary in 2017 drilling or chiseling, the Bosch SDS-plus before declining to big a modest growth in and 2019.weighs Hammer brings power5.2% at 5,850 bpm Architectural interior flush doors recovered from a only 5.7 lbs. decline the previous year by growing 4.5% in 2016 The tool is designed for building material pro-with nearly 2.9 million units shipped, while stile for anda rail doors fessionals or tradesmen who are looking rotary continued upward with for a 6.6% increase hammerits that’s easytrend to handle everyday jobs.with nearly 0.44 million units shipped. Annual growth of flush doors n BOSCHTOOLS.COM is forecast to be 4% in 2017 before declining to 1% in 267-2499 2019. (877) Stile and rail doors are also predicted to grow 4% in 2017 and decline to 1% by 2019.

A

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

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

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

O

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

Building-Products.com

Saw That Cuts It All Skilsaw’s 7” Medusaw walk-behind worm drive saw provides an ergonomic solution for scoring concrete in large areas.

It has a wet/dry dust management system and powerful worm drive motor. n SKILSAW.COM (877) 754-5999

If the Glove Fits Estwing is offering a line of premium work gloves made to provide comfort, durability and protection.

The Tough (synthetic leather palm), Tougher (goatskin) and Toughest (premium split cowhide) series all offer four-way stretch back of hand, improving comfort and fit over a wide range of hand sizes.

An adjustable neoprene wrist adds support for extended work periods and helps keep out dirt.

A built-in pull tab aids when pulling the gloves on, while a TPR back-of-hand knuckle band provides impact protection.

The Premium Split Cowhide Palm Gloves come in M, L, XL and XXL sizes. n ESTWING.COM (815) 397-9558

VISIT

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Sensitive Lighting With the Channellock Reversible Jaw Adjustable Wrench, users can flip the jaw and let its angled teeth give the tight grip needed for plumbing jobs.

LaMar Lighting’s Sensa Occu-smart light fixtures fit a broad range of applications.

They feature field adjustable correlated color temperature and two levels of illumination.

n CHANNELLOCK.COM (800) 724-3018

n LAMARLIGHTING.COM (888) 665-2627

Reversible Wrenches

Any Door in a Storm MI Windows & Doors’ new aluminum 100 series sliding glass door features the StormArmor impact-resistant package for maximum protection against extreme storms and weather.

Its advanced roller system ensures the panels slide smoothly during operation and, with an optional extended sill leg, the door meets DP55 requirements.

Offered in white, bronze and clay with raised pull handles, it is part of the StormArmor line, which also includes vinyl and aluminum single-hung and single-slider windows. n MIWINDOWS.COM (717) 365-3300

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ASSOCIATION Update Western Building Material Association will present a seminar on beating your previous year’s sales targets, led by Ken Wilbanks Feb. 13 in Olympia, Wa. It will focus on attitudes, skills, actions and strategies to succeed this year and every year.

WBMA will then host a yard & delivery managers workshop Feb. 14-15 in Olympia. The class will dedicate two days to understanding the essential best practices and providing the right tools to ensure stellar performance within each separate area of yard and delivery operations.

An introduction to building material sales course will be held Feb. 20 at the Red Lion Hotel, Salem, Or. Executive director Casey Voorhees will instruct entry-level personnel on the basics of customer service, building material operations, and product usage in residential construction.

Voorhees will then teach blueprint reading & material takeoffs Feb. 21-22 at the Red Lion Hotel, covering residential construction methods, blueprint reading, and material takeoff.

and Southern California Hoo-Hoo Club Feb. 21 at the Embassy Suites, Anaheim Hills, Ca. International Order of Hoo-Hoo reelected Robyn Beckett Young to be its Snark for a second year.

Western chapters hosting meetings this month include Sacramento HooHoo Club Feb. 10 in Sacramento, Ca.,

West Coast Lumber & Building Material Association is reminding members to save the date for its next 2nd Growth meeting March 1 in Buena Park, Ca.

Mountain States Lumber & Building Material Dealers Association plans a yard operations workshop Feb. 8-9 at the association office in Greenwood Village, Co. North American Wholesale Lumber Association will hold its Pacific Northwest regional meeting Feb. 27 in Portland, Or.

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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AS SEEN ON THE SHOW FLOOR (Left to right) Digger Specialties booth • Prazi circular saw-to-beam cutter conversion • RDI Decorative Screen Panels • Combilift 4-way material handler

Builders Show is booming There should be no doubt that residential construction has rebounded with a vengeance after sizing up the show floor at the 2018 International Builders’ Show in Orlando, Fl. The National Association of Home Builders hosted one of the largest turnouts in recent years to the Jan. 9-11 event at the Orange County Convention Center.

Exhibit space for IBS also expanded from last year’s 569,000 sq. ft. to this year’s 583,000 sq. ft., where more than

1,500 exhibitors displayed the latest in building products and technology. Many of the exhibitors noted the increased foot traffic this year.

“The show is back and we were extremely busy all week,” said Ply Gem’s Vicki Frye. “People are eager to know what’s new, so we had a lot of fun showing them a wide variety of real products for real projects, from entry-level and do-ityourself, to higher price point homes.”

1

2

3 INTERNATIONAL BUILDERS Show exhibitors [1] Doug Asher, Dan Beaty, Kellie Schroeder, Craig Young, Rick Sanders, Randy Terrill.

[2] Matt Pryor. [3] Jim Topliss, Quinton Weber, Jason Russell, Ernie

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Couillard, Scott Kistner, Josh White, Steve Faives, Dave Bartnick, Andrea Pearce, Andrew Pantelides.

(More photos on next 3 pages) Building-Products.com

AS SEEN ON THE SHOW FLOOR (Left to right) Versatex’s Canvas Series PVC trim • New AZEK and TimberTech deck colors • Tando Beach House Shake • MoistureShield stair tread lighting

In addition to meeting suppliers and seeing product demos throughout the three-day show, attendees networked with peers and attended any of more than 140 education sessions led by industry experts on a wide range of industry topics.

IBS is the biggest component of the annual Design &

Construction Week, which also includes the Kitchen & Bath Industry Show. The combined events drew more than 85,000 attendees. Of that total, about 60,000 were IBS registrants.

Next year, IBS and Design & Construction Week will be held in Las Vegas, Nv., Feb. 19-21, 2019.

IBS

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IBS SHOWMEN (continued from previous page): [4] Kevin DeMars, Mark Challinor, Jerry Jackness. [5] Adam Gangemi, Rod Kabel. [6] Jim Poulin, Mike Descoteaux. [7] Sydni Dobson, Vince Almond, Frank Stewart, Butch Bernhardt, Jeff Easterling, Eric Gee. [8] Albert Renaud, Building-Products.com

Joe Hanas. [9] Tim Brown, Steve Hummel, Michale Washburn, Matt Trullinger. [10] Clifford Pfingston, Gary Maulin, Ray Brown.

(More photos on next 2 pages)

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IBS Photos by The Merchant Magazine

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AT IBS (continued from previous two pages): [11] Todd Davis, Kyler Ridge, Jason Meads, Devin Stuart. [12] Christine Miller, Andrew Penny, Trang Soriano. [13] Mike Laskowski, Barry Lyons, Carol Terrels, Dave Buzzie. [14] George Velasquez, Andrew Ryan, Justin Mitchell. [15] Steve Osterman, Mark Clifton, Jose Luken, Brett Kelly, John Zinga. [16] Mark

Nelson, Cody Jones, Avery Chua. [17] Chris Powanda, Bill Bittle, Ralph Bruno, Marcus Hughes, John Marshall, Sandy Maxwell. [18] Matthew Hungerford, Darrell Hungerford.

(More photos on next page)

AS SEEN ON THE SHOW FLOOR (Left to right) Thermory driftwood-toned Drift modified wood • Kleer moulding • Feeney DesignRail kits featuring concealed hardware

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IBS

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Photos by The Merchant Magazine

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26 IBS SHOW (continued from previous pages): [19] Jeff Easterling, DIY Network’s Maine Cabin Masters’ Chase Morrill, Ashley Morrill, Kim Drew, Ryan Eldridge. [20] Bryan Kubitz, Steve Lieberman, Steve Thurber. [21] David Morgan, Andy Driscoll, Todd Sargent. [22] Chase Morrison, John

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27 Morrison, Mark Westlake. [23] Lisa Martin, Kim Pohl. [24] Richard Bilton, Greg Groenhout, Greg Palmer. [25] Jim Cervi, Cristian Aguirre, Felipe Morales. [26] Sarah Rawlings, Brendan O’Sullivan, Bryan Abdallah, Rick Kapres. [27] Atlantis Rail’s latest stainless steel railing system.

AS SEEN ON THE SHOW FLOOR (Left to right) DassoXTR bamboo RainClad siding • MoistureShield heat-testing its CoolDeck technology • CAMO edge-fastening tool

Building-Products.com

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CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). 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.

Send ad to david@building-products.com. Make checks payable to 526 Media Group, 151 Kalmus Dr., Suite D200, Costa Mesa, Ca. 92626. Deadline: 18th of previous month.

Questions? Call (714) 486-2735.

HELP WANTED

HELP WANTED

HERBERT LUMBER COMPANY is seeking an experienced lumber sales manager specific to Douglas fir lumber. Minimum of 10 years’ experience in the Douglas fir sales industry. Competitive wages, benefits and 401/k packages available.

Interested and qualified individuals can email resumes and cover letter to joelle@herbertlumber. com or call our office at (541) 874-2236.

AVON PLASTICS, INC. is seeking to retain an experienced Manufacture Representative or Company for Building Material Products. Territory: Washington, Oregon, Idaho. Competitive commission and training provided. Please complete application and submit resume at Avonplastics.com.

IN Memoriam Claude Warren “Scotty” Scott, 70, longtime Northern California lumber salesman and sales manager, died Oct. 28 in Leesburg, Fl., due to complications following a vascular procedure.

A native of Stockton, Ca., his stops included Sierra Pacific Industries, Redding, Ca.; Wis-Cal Wholesale, Redding; and Baskins Forest Products, Redding, before retiring to Florida.

Edward William “Ed” Cleary, retired financial executive for Boise Cascade, Boise, Id., passed away Jan. 3. He was 98.

After graduating Phi Beta Kappa from DePauw University, he served in the U.S. Navy during World War II, participating in Operation Torch in North Africa.

After earning a second degree at Ohio State University, he joined Price

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The

Subscribe to

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

Waterhouse, Portland, Or., as senior accountant.

In 1955 he moved to Valsetz Lumber Co., Valsetz, Or., then stayed on when the company merged with Boise Cascade in 1960. At Boise, he rose from comptroller to treasurer and senior vice president before retiring in 1982. He also directed an oral history project for Boise Cascade, interviewing pioneers of the company.

Gregory H. “Greg” Giustina, 90, partner in Giustina Bros. Lumber Co., Eugene, Or., passed away Dec. 19.

He served in the U.S. Army 1950 to 1952, then moved to Eugene, where he worked for and eventually became an owner in the family business.

North American Wholesale Lumber Association [nawla.org] 45

All-Coast Forest Products [www.all-coast.com]

34

Norbord [www.norbord.com]

9

Allura [www.allurausa.com]

39

Norman Distribution Inc. [www.normandist.com]

51

Atlantis Rail Systems [www.altlantisrail.com]

40

Pacific States Treating [www.pacificstatestreating.com]

19

AZEK [www.azek.com]

5

Pacific Woodtech [www.pacificwoodtech.com]

35

California Cascade Industries [www.californiacascade.com] 50

Pelican Bay Forest Products [www.pelicanbayfp.com]

17

Capital Lumber [www.capital-lumber.com]

49

Prowood [www.prowoodlumber.com]

7

CT Darnell Construction [www.ct-darnell.com]

28

Redwood Empire [www.redwoodemp.com]

DassoXTR [www.dassoxtr.com]

51

Reel Lumber Service [www.reellumber.com]

48

Roseburg Forest Products [www.roseburg.com]

41

30

RoyOMartin [www.royomartin.com]

43

3

Screw Products [www.screw-products.com]

11

Simpson Strong-Tie [www.strongtie.com]

25

Fontana Wholesale Lumber [fontanawholesalelumber.com] 49

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

57

Grabber Construction Products [www.grabberman.com]

13

Sunbelt Racks [www.sunbelt-rack.com]

28

Huff Lumber Co. [www.hufflumber.com]

38

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

29

Humboldt Redwood [www.getredwood.com]

31

Taiga Building Products [www.taigabuilding.com]

37

Jones Wholesale Lumber [www.joneswholesale.com]

46

Thunderbolt Wood Treating [thunderboltwoodtreating.com] 47

Keller Lumber

50

TradeTec [www.tradetec.com]

Matthews Marking Systems [www.matthewsmarking.com]

44

Universal Forest Products [www.ufpedge.com/shiplap]

Deckorators [www.deckorators.com]

Cover II

Fasco America [www.fascoamerica.com] Feeney [www.feeneyinc.com] 526 Media Group Inc. [www.building-products.com]

Cover III

Mid Valley Lumber Specialties [www.midvalleylumber.com] 57

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Cover IV

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Western Woods Inc. [www.westernwoodsinc.com]

23 Cover I

Building-Products.com

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

Sacramento Hoo-Hoo Club – Feb. 10, meeting, Sacramento, Ca.; jeff.squires@paccoast.com.

True Value – Feb. 10-12, Spring Reunion market, Washington, D.C.; www.truevalue.com.

Tacoma-Olympia Hoo-Hoo Club – Feb. 13, board meeting, Orting, Wa.; (253) 531-1834; tbilski614@aol.com.

Western Building Material Association – Feb. 13, sales growth seminar; Feb. 14-15, yard & delivery managers workshop, Olympia, Wa.; www.wbma.org.

Frame Building Expo – Feb. 14-16, Columbus, Oh.; www.nfba.org.

Western Building Material Association – Feb. 20, introduction to building material sales; Feb. 21-22, estimating workshop, Salem, Or.; www.wbma.org.

Southern California Hoo-Hoo Club – Feb. 21, meeting, Embassy Suites, Anaheim Hills, Ca.; www.hoohoo117.org.

Western Wood Preservers Institute – Feb. 21-22, winter meeting, Portland, Or.; www.wwpinstitute.org.

Oregon Logging Conference – Feb. 22-24, Lane County Convention Center, Eugene, Or.; www.oregonloggingconference.

Orgill – Feb. 22-24, market, Orlando, Fl.; www.orgill.com.

Structural Insulated Panel Association – Feb. 26-28, annual meeting, Jacksonville, Fl.; www.sips.org.

North American Wholesale Lumber Assn. – Feb. 27, Portland regional meeting, Portland, Or.; www.nawla.org.

West Coast Lumber & Building Material Assn. – March 1, 2nd Growth meeting, Buena Park, Ca.; www.lumberassociation.org.

Tacoma-Olympia Hoo-Hoo – March 6, board meeting, Tacoma, Wa.; (253) 531-1834; tbilski614@aol.com.

11th Annual

Transload Distribution Association – March 7-8, annual conference, Portland, Or.; www.tdana.com.

Don Gregson Memorial Golf Tournament

National Wooden Pallet & Container Assn. – March 7-9, leadership conference & expo, Ft. Lauderdale, Fl.; www.palletcentral.com.

Los Angeles Hardwood Lumbermens Club – March 9, meeting, Chino Hills, Ca.; www.lahlc.net.

Tacoma Remodeling Expo – March 9-11, Greater Tacoma Convention & Trade Center, Tacoma, Wa.; www.homeshowcenter.com.

June 8

Los Serranos CC, Chino, CA.

International Home & Housewares Show – March 10-13, Chicago, Il.; www.housewares.org.

North American Wholesale Lumber Assn. – March 11-14, University of Innovative Distribution, Indianapolis, In.; www.nawla.org.

International Wood Products Association – March 14-16, World of Wood annual convention, New Orleans, La.; www.iwpawood.org.

Redwood Region Logging Conference – March 15-17, Ukiah, Ca.; www.rrlc.net.

Ace Hardware Corp. – March 15-18, spring show, Dallas, Tx.; www. acehardware.com Pasadena Spring Home Show – March 17-18, Pasadena Convention Center, Pasadena, Ca.; www.pasadenahomeshow.com.

National Lumber & Building Material Dealrs Association – March 19-21, legislative conference, Washington, D.C.; www.dealer.org.

Southern California Hoo-Hoo Club 117 proudly invites you to our 11th annual Don Gregson Memorial Golf Tournament.

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

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

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

Window & Door Manufacturers Assn. – March 19-21, spring meeting & legislative conference, Washington, D.C.; www.wdma.com.

Mass Timber Conference – March 20-22, Oregon Convention Center, Portland, Or.; www.masstimberconference.com.

Hardwood Manufacturers Association – March 21-23, national conference & expo, Greenville, S.C.; www.hmamembers.org.

Building-Products.com

For reservations or sponsorships, contact Michael Nicholson, (323) 559-1958 or nicholson.men@gmail.com. A sign-up sheet and payment options can be found on the club website: hoohoo117.org. Raffle prize donations gratefully accepted.

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FLASHBack 95 Years Ago This Month

N

inety-five years ago, the lumber business was booming and, on page after page, The Merchant listed reports of the founding of new lumberyards.

Among the headlines in February of 1923: • George M. Huff, formerly with the American Lumber Co. in Hollywood, Ca., incorporated The George M. Huff Lumber Company in South Los Angeles, Ca. The wholesaler continues strong to this day, now based in nearby Santa Fe Springs, Ca. • Members of the Western Retail Lumbermen’s Association were about to head off for the group’s annual convention in Spokane, Wa. Most of the seminar topics resonate to this day: employee education, collections, sales tips. There was also a tour of McGoldrick Lumber’s sawmill in Spokane and a presentation on “A Retail Yard in China.”

THE COVER of the February 1923 issue promoted kiln dried cedar shingles produced by Saginaw Timber Co.’s new mill in South Aberdeen, Wa.

Most intriguingly, a two-act drama was staged, featuring the Gulf Coast Lumberman’s cartoon characters Pip and Pep—opening with “A Practical Demonstration of the Wrong Way to Handle a Customer,” followed by a demonstration of “The Right Way to Handle a Customer.”

• The industry marveled that, as they dismantled five massive storage tanks built 18 years earlier of untreated California redwood, the wood remained “in an absolutely perfect state of preservation.” The 30,000-gallon tanks were originally built for the Standard Alcohol Co.’s wood alcohol plant in Fullerton, La. The operation was being relocated to Cuba, so the tanks were torn down and shipped knock-down to be reassembled on the island.

As one observer mused, “When 18-year-old tank stock is so good that it is worth freight to Cuba, it is some record for tank material!”

• In a forward-thinking move for 1923, Baldwin Park Lumber Co., Baldwin Park, Ca., installed an exterior electric lighting system, suspended over its entire lumberyard, “making it as bright by night as by day. This serves not only as an effective advertisement, but reduces the operations of pilferers to a minimum.”

AT ITS PEAK, Houston-based Kirby Lumber Corp. was possibly the largest hardwood manufacturer in the South, with 17 sawmills, plus timberlands and logging camps. Its new operation in Voth, Tx., was named Kirby-Bonner Lumber, although the title was trimmed back to “Kirby Lumber” before too long.

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• Our publication mourned the sudden loss of its managing editor, Shad Krantz, who had overseen the editorial department since Issue No. 1 seven months earlier. The 38-year-old Krantz died Feb. 3, 1923, during a rushed, emergency appendectomy.

He had gotten his start in journalism in the early part of the century, working on the Denver Post and other Colorado papers, before joining The Oregonian in 1911, specializing in the lumber, railroad and financial beats.

He then served as the dean of the School of Commerce at the University of Oregon and publicity director of the West Coast Lumbermen’s Association, before joining the Houston-based Gulf Coast Lumberman, as the magazine’s Pacific Coast manager. When publisher Jack Dionne opted to launch a companion trade magazine from Los Angeles, he chose Krantz to take the lead.

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