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INDUSTRY NEWS
Logan Lumber Co., Tampa, Fl., is now distributing Tropical Forest Products’ Black Label brand of tropical hardwoods.
“The Black Label team is excited to partner with Logan Lumber to continue the expansion of our network of distributors to meet the rising demand in the Tampa Bay area for premium architectural grade, certified sustainable tropical hardwoods,” said Kris Kanagenthran, Chief Executive Officer, Tropical Forest Products. “Black Label is proud to offer the highest quality wood products through one of Florida’s most innovative wholesale lumber and building products distributors.”
“Logan Lumber Company is proud to partner with Tropical Forest Products as a Black Label Ipe dealer in the state of Florida,” said Doug Reagan, Account Manager, Logan Lumber Co. “For example, Black Label Ipe is a high-quality premium grade that is in high demand.”
Black Label sets a new level of quality for the lumber industry with impeccable strength and impressive performance in every product, thanks to Black Label’s kiln-dried process. With applications ranging from decking, cladding, and ceilings to timber sizes and architectural millwork, each board must be Premium Architectural Grade or superior to earn the Black Label title.
Black Label selectively harvests its premium grade lumber to exceed the Forest Stewardship Council (FSC) and Unifloresta for the brand’s Ipe, Jatoba, BulletWood and Tigerwood– all 100% legally sourced from South America. Black Label also offers thermally modified Kebony and ThermoWood with Novawood technology.
Structural connector producer Simpson Strong-Tie and bamboo building products manufacturer MOSO North America have partnered on products and software to enable customers to design their deck projects with Simpson Strong-Tie Deck Planner Software.
The free-to-use online software allows contractors, deck builders, and homeowners to create their own custom deck rendering using MOSO Bamboo X-treme decking material, along with structural products and technical knowledge from Simpson Strong-Tie. The planner provides all the information they need to build a safe, durable and sustainable deck.
In addition, the planner has features that are unique to a MOSO Bamboo X-treme deck. Users can select from the various widths of MOSO Bamboo X-treme decking boards (4”, 6” and 7”) to see how each will look and to properly estimate material needs. In addition to deck boards, the program can estimate quantities for all MOSO bamboo decking-related products, including fascia boards. Another feature can even age the designed deck to show users how the bamboo will naturally change color as a result of prolonged exposure to the elements.
The software allows users to build custom decks with detailed renderings, construction drawings, and material lists. Users can also connect with MOSO North America material suppliers in their area to get pricing and assistance in accurately estimating project costs.
Sherwood Lumber, Melville, N.Y., has purchased Middle Atlantic Wholesale Lumber (MAWL), Baltimore, Md., expanding its geographic footprint and service capabilities.
Founded in 1977, MAWL serves Maryland, Virginia, Pennsylvania, Delaware, New Jersey, New York, West Virginia, and beyond.
By combining the strengths of Sherwood Lumber and MAWL, the two companies will create a larger and more diverse distribution network, with an expanded product offering and improved logistics capabilities.
“We are delighted to welcome the exceptional team at MAWL to the Sherwood Lumber family,” said Michael Goodman, director of finance/general counsel at Sherwood Lumber. “This acquisition represents an important step in our growth strategy, enabling us to expand our presence on the East Coast and provide even better service to our customers. We are excited to combine our expertise and resources with MAWL to create an even stronger platform for growth.”
“With great pride in what MAWL has accomplished under the previous ownership, we are thrilled about the future as MAWL and Sherwood combine as one company,” said Joel Winters, VP and general manager at MAWL. “This strategic move opens up exciting opportunities to further expand our product offerings and better serve our customers. We are excited to join forces with Sherwood Lumber and leverage our combined strengths to achieve new levels of success.”
With the acquisition of MAWL, Sherwood Lumber will now have access to new markets and customers, as well as expanded distribution channels. The combined company will be better positioned to meet the needs of customers across the region, with improved logistics and supply chain capabilities.
In addition, this strategic acquisition opens doors for Sherwood Lumber to explore similar growth opportunities across the country. Sherwood Lumber remains open to future partnerships that can further expand its reach and solidify its position as a national leader in the lumber and building materials industry.
Robbins Lumber, Searsmont, Me., has acquired two sawmills in Hancock and Sanford, Me., from Pleasant River Lumber Co.
With the deal, Robbins grows from two eastern white pine mills to four. “This acquisition is a game-changer,” said co-owner Jim Robbins. “We are now a four sawmill/planer mill, biomass power plant, and coatings facility company with an expanded customer base. Our geographic footprint now covers a larger area of our state, and we have a strategic plan to continue investing and growing this business.”
The 33-acre Sanford site, now known as Robbins Lumber Sanford LLC, includes a sawmill with an annual capacity of 15 million bd. ft., power plant, planing mill, warehouses and storage areas. Pleasant River purchased it from Lavalley Lumber in 2012.
The 98-acre Hancock operation renamed Robbins Lumber Downeast LLC, has an annual capacity of 13 million bd. ft. and was obtained from Crobb Box in 2011.
Robbins plans to retain all 74 Pleasant River employees, increasing its total workforce to 250.
CalPlant, Willows, Ca., has opted to initiate an orderly liquidation of its assets under bankruptcy protection. The company manufactures the world’s first no-added-formaldehyde, rice straw-based medium density fiberboard, Eureka MDF.
Pursuant to the Worker Adjustment and Retraining Notification Act, all employees were issued 60-day WARN notices in mid-May and were notified of the impending closure of the company. During that period, CalPlant is focusing on selling its assets, in whole or in parts.
Now that the ink is dry on its recent acquisition of Funder America, laminated panel and component manufacturer Genesis Products, Goshen, In., has reorganized its divisions and leadership structure.
Formerly structured in four divisions based on operating facilities, the company will now shift its to two industry-focused Business Groups: RV & Vehicles and Industrial Wood Products. “This gives us the opportunity to truly focus on the unique needs of customers in these industry verticals,” said president and CEO Jon Wenger. “Our product, engineering and materials teams will no longer divide their time between RV and industrial demands. This streamlines efforts and accelerates our ability to serve our OEM partners.”
All RV & Vehicles product and operations teams will be centralized under the leadership of Dave Stace, Business Group VP. David Moser takes on the Industrial Wood Products Business Group VP role. The restructuring is opportune, as Matt Hazelbaker, VP-panels & mouldings, announced plans to retire last year.
Formerly structured in four divisions based on operating facilities, the company will now shift its to two industry-focused Business Groups: RV & Vehicles and Industrial Wood Products. “This gives us the opportunity to truly focus on the unique needs of customers in these industry verticals,” said president and CEO Jon Wenger. “Our product, engineering and materials teams will no longer divide their time between RV and industrial demands. This streamlines efforts and accelerates our ability to serve our OEM partners.”
All RV & Vehicles product and operations teams will be centralized under the leadership of Dave Stace, Business Group VP. David Moser takes on the Industrial Wood Products Business Group VP role. The restructuring is opportune, as Matt Hazelbaker, VP-panels & mouldings, announced plans to retire last year.
Boise Cascade’s Building Materials Distribution (BMD) division has finalized the purchase of a five-acre site in Birmingham, Al.
The property is adjacent to its existing rail-served location, which was acquired in 2019.
“Since its integration into the Boise Cascade nationwide network, the Birmingham branch has grown to serve the increasing demand of engineered wood, specialty building products, and commodities in the marketplace,” said Southeast region manager Brian Cullen. “Our customers can continue to expect the very highest level of service and availability with the expanded site.”
U-C Coatings, Buffalo, N.Y., has acquired Color Putty, Monroe, Wi., maker of putties for filling nail holes or imperfections in wood paneling, furniture and cabinetry.
Toney Priewe, president of Color Putty, said, “We are happy to partner with U-C Coatings. Color Putty is considered ‘The Original’ wood filler by generations of professionals. We are confident U-C Coatings will continue to provide the highest standards that our customers have come to recognize with Color Putty.”
Eric Degenfelder, CEO of U-C Coatings, added, “Color Putty is a great addition to U-C Coatings that will expand our specialty offerings, especially to the contractor and DIY markets. The acquisition continues our emphasis on environmentally friendly, easy-to-use, high-performance products. We look forward to continuing and strengthening the support to the Color Putty distributors and customers.”
Pella Corp. has agreed to buy South Florida window and door manufacturer Lawson Industries.
Located near Miami, Lawson specializes in impact-resistant aluminum windows and doors as well as installation for the growing South Florida region.
Having served the market for more than 60 years, Lawson will continue operating under the Lawson Industries brand name. President Harold Bailey and VP Ron Bailey will remain with the company to lead business integration efforts.
Located near Miami, Lawson specializes in impact-resistant aluminum windows and doors as well as installation for the growing South Florida region.
Having served the market for more than 60 years, Lawson will continue operating under the Lawson Industries brand name. President Harold Bailey and VP Ron Bailey will remain with the company to lead business integration efforts.
Knight Wall Systems has appointed Bain Associates, Deer Park, Wa., as its new manufacturer’s representative for Washington, Alaska and northern Idaho.
Bain will provide sales representation for Knight’s entire line of rainscreen attachments, including its flagship CI System, MFI System, and ThermaZee products.
With new building codes recently updated to permit more high-rise mass-timber buildings to be constructed in the U.S., many have questioned how such buildings would fare in earthquakes.
The Natural Hazards Engineering Research Infrastructure TallWood project is investigating the resilience of tall timber buildings by simulating a series of large earthquakes on a full-scale, 10-story mass timber building this spring—the world’s tallest full-scale building ever tested on an earthquake simulator, or shake table. The research project is funded by the U.S. National Science Foundation.
“Mass timber is part of a massive trend in architecture and construction, but the seismic performance of tall buildings made with these new systems is not as well understood as other existing building systems,” said Shiling Pei, principal investigator and associate professor of civil and environmental engineering at Colorado School of Mines.
Pei’s team, which includes both researchers and practitioners, designed a 10-story tall, mass-timber rocking wall lateral system suitable for regions susceptible to high earthquakes. This new system is aimed at resilient performance, which means the building will have minimal damage from design level earthquakes and be quickly repairable after rare earthquakes.
“The rocking wall system consists of a solid wood wall panel anchored to the ground using steel cables or rods with large tension forces in them,” Pei said. “When exposed to lateral forces, the wood wall panels will rock back and forth—which reduces earthquake impacts—and then the steel rods will pull the building back to plumb once the earthquake passes.”
Due to this seismic movement induced by the rocking system, resilience-critical nonstructural components within and covering the building, such as the exterior façade, interior walls and stairways, are in for a big ride.
“Resilient design must also account for the building’s nonstructural systems, which are not part of the structural load-resisting system, but play an important role in the building’s function and its ability to recover after the earthquake,” said Keri Ryan, a project co-investigator and engineering professor at the University of Nevada, Reno.
The project team focused on safety-critical nonstructural components that span floor-to-floor and thus are subjected to the relative movement between stories. The building features four exterior façade assemblies, a number of interior walls, and a 10-story stair tower. The exterior envelope must protect the building from temperature extremes and weather events, while stairs must remain functional to allow occupants to safely exit and first responders to continually access all floors of the building.
“These assemblies have been designed with a variety of new and innovative details that are intended to accommodate the floor-to-floor movement without damage,” Ryan said. “Many of these details have never been tested in a rigorous building setting.”
The tests started in April at the University of California, San Diego outdoor shake table—one of the two biggest earthquake simulators in the world. Located at UCSD’s Englekirk Structural Engineering Center, the facility is part of the NSF’s Natural Hazards Engineering Research Infrastructure.
The shake table has the largest payload capacity in the world. The device is capable of carrying and shaking structures weighing up to 2,000 metric tons, or 4.5 million lbs. The table was recently upgraded thanks to NSF funding and is now able to reproduce the full 3D ground motions that occur during earthquakes, when the ground is moving in all six degrees of freedom—longitudinal, lateral, vertical, roll, pitch and yaw.
The combination of largest payload capacity in the world, an outdoor setting and the newly added six-degrees-of-freedom shaking capability make the UC San Diego shake table a powerful and unique facility—and the only one in the world where the Tallwood tests could happen.
Tests will simulate earthquake motions recorded during prior earthquakes covering a range of magnitudes, from 4 to 8, on the Richter scale. This will be done by accelerating the table to at least 1g, which could accelerate the top of the building to as much as 3gs. For reference, fighter pilots experience up to 9gs of acceleration in flight.
In 2017, Pei’s team carried out a test on a two-story mass timber building by simulating shaking from the Northridge Earthquake, a magnitude 6.7 earthquake that struck Los Angeles in 1994. The building was subjected to 13 earthquake tests and remained structurally damage-free.
Rugby Architectural Building Products has opened a new Metro New York customer service center in Greenvale, N.Y., to better serve all of its New York customers.
The new 79,000-sq. ft. warehouse and customer service center is strategically located less than three miles from the Long Island Expressway. It carries a large and diverse inventory of decorative and raw panels, hardware, mouldings, and other products for quick delivery to manufacturers of kitchen cabinets, furniture, store fixtures and specialty wood products.
Eldorado Stone, San Diego, Ca., is rolling out a new brand narrative that imagines the long-lasting memories and moments that can be created inside of a newly designed space. Through a refreshed logo, website, new brand colors and other visual elements, Eldorado Stone encourages the idea that designing and personalizing an indoor or outdoor space can be the start of something beautiful.
“For over 50 years, Eldorado Stone’s premium stone and brick veneer profiles have pushed the boundaries of possibilities for creating beautiful spaces,” said Sarah Lograsso, director of marketing & product design. “Now, we want to inspire the industry to see the spaces where we live, work and play as the places where life’s best moments and memories can happen. We are encouraging designers, homeowners and other creators to explore greater possibilities for their spaces with Eldorado Stone as part of that transformation.”
A diamond icon has been the foundation of Eldorado Stone’s brand story since its beginnings but has now evolved even further within the company’s narrative.
The new logo emphasizes a more contemporary approach with a nuanced, yet timeless font treatment. The iconic diamond has also been reinterpreted to convey the multifaceted character of the brand’s products and the spaces they help to create, and it is positioned prominently next to the brand name while the new tagline “The Start of Something Beautiful” completes the design.
Eldorado Stone is a division of Westlake Royal Building Products.
Expected to be completed in July of 2024, the operation will include warehouse space, a door shop, more than 5,000 sq. ft. of offices, and covered loading and unloading in a drive-thru loading/storage area with more than one acre of space designated for outside storage.
With five warehouses in four states, the company distributes products across the Midwest, including shingles, doors, insulation, siding, windows, decking, door locks, fasteners and other building products. It has had a DC in Mount Pleasant since 1984.
Hoover Treated Wood Products has broken ground on a new $9-milliion, state-of-the-art wood treating facility coming in Fairfield, Tx.
Expected to begin production late this year, the plant—owned and operated by Hoover—will treat fire-retardant wood products to be used in new construction buildings throughout the region.
“We are thrilled to expand our operations into Texas to service the booming commercial and residential construction industries,” said CEO Dave Gillrie. “Fairfield is the ideal choice for our new facility which will feature state-of-the-art technology and bring terrific career opportunities..”
As the largest manufacturer of fire-retardant wood products in the U.S., Hoover plans to hire at least 50 full-time employees in the first five years of operation.
It will be Hoover’s first operation in Texas.

LATEST ISSUES
TRENDING PRODUCTS
Dually modified wood manufacturer Kebony has added a 1”x8” cladding profile for its recently developed Click-In Cladding System.
Utilizing Grad’s Mini Rail system, which precisely locks cladding into place quickly and easily, this is the first 1”x8” wood cladding product in North America to offer true hidden fastening. CCS clips are factory-placed in position, so the installer simply nails the rails onto the sheathing or vapor barrier and clicks the boards on. The rails create a natural air gap so there’s no need to install furring strips ahead of time.
CCS Mini Rails come in two different gap sizes and can be installed vertically or horizontally: 1”x8” with a narrow gap (1/4”), which is similar in appearance to a nickel gap profile, and 1”x8” with a wide gap (3/8”), which resembles shiplap.
(833) 795-8660
Screw Products, Inc. now offers its new Gen II line of 316 and 300 series stainless steel fasteners that meet most deck building project requirements.
Conveniently packaged in 1-lb. and 5-lb. jars, and bulk pails, the fasteners come packaged with a Star Drive bit. Available are Axis structural Wood screws, Epic trim screws, Pico finish screws, and Aura cabinetry & more screws.
(877) 844-8880
New CERTAplank Single 7” Reinforced Siding from CertainTeed combines the durability and strength of vinyl with the authentic appearance of real-wood siding.
Offered in 10 colors, the reinforced vinyl siding reportedly is lighter and easier to handle than wood, fiber cement, or wood composites, and features an extra-thick panel and reinforced foam backer that provides the rigidity you’d expect from a hardboard cladding.
CERTAINTEED.COM
(800) 233-8990
Simpson Strong-Tie has added two new color options to its line of Deck-Drive DCU Stainless Steel Composite screws designed for fastening PVC and composite decking or trim to wood framing and wooden roof sleeper assemblies, as well as for fastening PVC and composite cladding to wood framing.
The new Light Tan and Light Gray options have been formulated to pair with lighter colors that provide cooler deck surface temperatures in warm climates. They are among a wide range of colors, matched to blend with decking from most major manufacturers.
For superior corrosion resistance in marine or high-exposure environments, the new colors come in Type 305 or Type 316 stainless steel. The screws can be purchased in bulk or collated for use with the Quik Drive auto-feed screw driving system.
STRONGTIE.COM/DCU
(800) 999-5099
National Nail’s CAMO brand is adding an extra layer of protection for the deck substructure, with CAMO Joist + Ledger Deck Tape.
The self-adhesive butyl tape creates a waterproof membrane to protect wood deck framing against moisture, which can lead to rot. It self-seals around fasteners, blocking the pathway of water into wood. Apply the tape to the top of joists and ledger board, between joist hangers and ledger board, between rim joists and fascia, and between framing and joist hangers.
Securely bonding to wood framing, one 65 ft. roll covers approximately 75 sq. ft. of deck framing. The tape comes in three sizes: 1-5⁄8” wide for single joists to fully cover tops of 2x wood joists; 3-1⁄8” wide for use with double joists; and 6” wide for ledger and rim joists.
CAMOFASTENERS.COM
(800) 968-6245
Avon Plastics has launched the Armadillo Essential line, including grooved and solid composite decking boards and respective fascia and 2×4’s.
The new series will be fully capped, feature premium woodgrain embossing, and include four of the best trending colors sought after by homeowners—Dovetail, Saloon, Saw Grass, and Thunder—at a price to fit almost any budget.
Armadillo Essential comes with a limited lifetime warranty, and two years of labor coverage.
James Hardie is introducing the Hardie Artisan Profile Series, a wood-look fiber cement siding for classic lap, shingle, or board and batten styles.
Features include a larger format of plank, mitered corners, and unique joints for dramatic shadow lines to deliver an elevated style with an upscale touch.
JAMESHARDIE.COM
(888) 542-7343

FastenMaster has launched the MVP Multipurpose Wood Screw designed for framing, interior remodeling, cabinetry and more.

MVP features FastenMaster’s exclusive double-lead SureStart point for a fast start, and the TORX ttap drive system provides a stable, wobble-free installation. The fastener also features a durable ProjectLife Coating that delivers superior corrosion protection for the life of the project and a SureSink Head that countersinks into the wood without compromising clamping force.
MVP fasteners are available in six sizes from 1-1/2” through 4” in half-inch increments, and come packaged in small packs of 100, project packs of 250 to 500 depending on the length, and in bulk quantities of 1,250 to 2,000 fasteners depending on the length. A free TORX bit is provided in every box
FASTENMASTER.COM
(800) 518-3569
Known for its Premium Select Architectural-Grade ipé and other tropical hardwoods, Tropical Forest Products is adding a full line of Black Label Professional Grade Accessories.
Accessories include Clad Clip and Pro Deck Clip systems; Ipé + Marine Oil Finishes, Wood Cleaner, Brightener and End Sealer; and a Tool Kit complete with everything needed for installing a hardwood project.
BLACKLABELWOOD.COM
(855) 344-4500
Simpson Strong-Tie has released the H1A next-generation hurricane tie, designed to install with fewer, shorter nails and achieve higher allowable uplift and F2 loads to meet the building safety needs of homes in seismic and high-wind regions of the country.
A code-listed and tested update to the original H1 connector and designed for nominal 2x lumber, the H1A features innovative embossments that add stiffness for improved allowable uplift and lateral loads. In addition to providing strength and versatility, the tie installs quickly and easily with 1-1/2” nails, eliminating the need to use two different nail sizes in the same connector and reducing both the length and overall number of nails required.
It is available in standard G90 galvanization or with ZMAX coating for corrosion resistance.
STRONGTIE.COM/H1A
(800) 999-5099
Perma-Column’s new precast concrete skirt boards feature an innovative hybrid concrete-wood design that eliminates all wood contact with the ground.
Ideal for post-frame foundations, the boards are consistent—their precise 2×8 dimensions allow for high tolerances and ease of installation.
PERMACOLUMN.COM
(800) 622-7190
Armadillo’s new Evolution composite decking features sophisticated, nuanced colors and richer, deeper grain, for premium aesthetics and performance.
The line offers an unprecedented Armadillo Golden Promise warranty, providiing non-prorated coverage for 50 years and five years labor coverage.
It also includes automatic one-time transferability for homeowners when they sell their home. Commercial uses have a 20-year, non-prorated warranty with two years of labor.
Boasting a deeper embossing and multiple color streaking, the line comes in six colors: Bourbon, Firewood, Linen, Mesa, Steel Wool, and Twilight.
ARMADILLODECK.COM
(320) 243-7318
NEX QC, Rigaku’s AWPA standard A9-compliant analyzer, combines unmatched versatility with affordability for the wood preservation industry.
The analyzer is compact and does not require an external PC. It features an intuitive icon-driven touchscreen interface and a built-in printer, making it easy to use and convenient for users.
NEX QC supports a wide range of treatment formulations and sample types, allowing users to test all wood preservatives and pigments using one instrument. No customization is required to accommodate different applications, giving users complete flexibility in treatments employed and measured, including pigments, or adjusting to future applications.
The analyzers are manufactured by Applied Rigaku Technologies and backed by a two-year warranty.
RIGAKUEDXRF.COM/WOOD
(512) 225-1796
TYPAR’s new self-adhering wrap pairs the unique drainage benefits of DrainableWrap with the streamlined installation of a peel-and-stick application.
DrainableWrap Peel and Stick is available in 4’10”x 100’ rolls to cover more area than average peel-and-stick wraps and can be installed in any direction without affecting performance. Additionally, it offers a wide cold temperature range and can be installed at temperatures as low as 10°F (-12°C).
(800) 541-5519
In direct response to a growing call for a stylish railing system that ensures ease of installation, Deckorators has introduced Aluminum Rapid Rail, featuring a contemporary design with square balusters and simple installation.
In addition to its innovative installation system, Aluminum Rapid Rail offers a quality powder-coated aluminum railing in a textured-black finish and contemporary design that complements a variety of home styles. It is available in 6-ft. and 8-ft. lengths.
(800) 556-8449
BUILDING MATERIALS
PARDON THE PUN, but interest in learning about fire-retardant-treated wood products continues to run hot.
For decades, fire retardant wood has been used in commercial and multifamily construction, most often as a substitute for non-combustible materials as allowed by building codes. Destructive wildfires in the West in recent years have prompted homeowners and others to look into pressure-treated fire retardant wood, particularly in areas with wildland-urban interface (WUI) regulations.
Visits to the website FireResistantWood.org, administered by Western Wood Preservers Institute (WWPI), increased by some 30 percent in 2022. The number of people viewing the site has increased by double-digit percentages since it debuted in 2018.
Many of those coming to the site were seeking information on fire-rated assemblies. These include pre-designed wall, floor and ceiling assemblies that have been tested for their fire resistance. Fire retardant manufacturers conduct the tests on such assemblies constructed from wood treated with their formulations.
Typically the assemblies are rated as one or two hours, which describes how long the assembly will maintain its structural capabilities when exposed to fire. During testing by an independent laboratory, an assembly is loaded to 100% of its design load and then exposed to flames to determine its endurance performance. Each assembly prescribes the list of materials used, including the insulation, gypsum board and even fasteners.
WWPI has seen a growing number of requests for wood that is both preservative- and fire-retardant-treated, most often for outdoor applications. However, there is no way to pressure treat for the vastly different protections.
Fire retardants for interior applications may contain components such as borates, which are used as preservatives. Check with the specific fire retardant manufacturer for more information on the formulation’s preservative properties.
While there are exterior fire retardants available, they are formulated to maintain the fire protection performance when exposed to the elements. As such, they don’t offer the same protections against insects and decay fungi found in preservatives.
Architects, designers and specifiers also are seeking more in-depth information on fire retardant wood. Online courses developed by WWPI set new records for downloads in 2022.
AS SOMEONE whose business is driven by wood—buying, selling, or processing—you understand the growth cycles involved in maintaining a supply of product and the life cycle of forestry. Trees must be planted, nurtured, then harvested.
At the North American Forest Foundation, a similar philosophy drives our mission to change hearts and minds about sustainable forestry and wood products, for good.
Education, promotion and advocacy are the primary ways the non-profit NAFF supports the forest products industry. Dispelling the myths and false messaging, and teaching science-based facts about sustainable forestry and the value of wood products are our main activities to help the next generation understand the benefits.
Today’s kids—the consumers, industry leaders and talent of the future—need a generous dose of truth about wood, trees and forest products. That’s where NAFF comes in. We meet the kids where they are, bringing engaging curriculum and lessons into the classroom to help kids become #exTREEemelysmart.
Our Truth About Trees kits are designed to be age-appropriate and are provided free to classroom teachers of grades K-3. Teachers can use the program with more than one classroom and do so over multiple years. The lessons work together with the traveling Forever Forest children’s museum exhibit, in partnership with the Omaha Children’s Museum.
We have a goal to educate 1 million kids by 2030. Plans are in place and we are well on the way to accomplishing our goal. The Forever Forest exhibit saw 148,000 visitors in 2021 alone, with a cumulative attendance of over 630,000 people.
Teachers are thrilled with the kits. Bryan Haecker, a teacher from Texas, says: “Your amazing kit helps me teach my at-risk students all about hardwoods, softwoods, properties of wood, deforestation, reforestation, sustainable materials for constructing projects and buildings in a way that makes the learning more enjoyable and understandable.”
Building on the success of the elementary school program, we’re currently seeking corporate sponsorship for development of an interactive junior high smartphone/tablet app, scheduled to launch in 2024.
This critical age, grades 6-8, is a period when kids are often beginning to explore career and continuing education paths. The program’s curriculum, with an engaging game format, is intended to increase their awareness of the possibilities in the forest products industry and provide learning opportunities designed for their level.
Helping kids learn the truth about trees is a task that takes many hands and minds to accomplish. NAFF has more than 600 supporters and there are plenty of opportunities for you or your company to get involved:
- Volunteer to help teach the kit in the classroom—a worthwhile experience, highly recommended by members of our board who have taken that opportunity.
- Become a corporate sponsor of the Jr. High App and reach potentially 12 million students with the truth about trees
- Help us reach 50,000 students through our Earth Month Kit Drive in April and Back to School Kit drive in August by making a donation today:
o $100 = educates 200 students
o $500 = educates 1,000 students
o $1,000 = educates 2,000 students
o $10,000 = Jr. High App Sponsor (12 million students)
IT WASN’T TOO long ago when a farmer’s word and his handshake were as binding as any signed contract. And though business is conducted differently today, for some companies, such as Farmer’s Building, Feed & Garden Supply, doing business honestly with others in mind is still how you seal the deal.
“My dad had many connections in the community… when he gave his word on something, he did it and he completed it and I think that there was a lot of respect in that sense,” said Mark Stutzman, second-generation owner of Grants Pass, Or.,-based Farmer’s. “My dad taught me that you’re only as good as your word, and if you can’t live on what you say that you’re going to do then you won’t be as successful as what you would be if you continue down that road.”
Having been raised in Grants Pass watching his father and mother, Leon and Luella Stutzman, run the company in the early 1960s, Mark knows what it takes to build a successful company.
“I have put sweat equity into it. There was no job that could not be handled by us boys. We would separate the lumber out because at the time when I was a young boy, it would come in multiple stacks of 8s-14s in one stack and you would have to divide it out, and then it would come in 16s-20s and you would have to measure that all out. Then, of course, the mills started doing that themselves when they had the green chains, but those were part of the jobs that we did.”
Sixty years later, the Stutzman family has been involved with the company all but two years since it was founded. Leon and the pastor of the family’s church originally co-owned the hardware store until the pastor sold his shares of the company to Leon.
The Stutzman family currently owns 100% of the business. Leon and Luella own a little over 50%, while Mark owns just under 50% of the business. “I have been managing the store full time since my oldest brother passed away in 2016. I run this business and I run the other two (sister companies) as well—Illinois Valley Building Supply (Cave Junction, Or.) and Rogue Truss Systems (Grants Pass). I have all three of them now under me.”
Mark’s children are also involved in the business. His son, Grant, manages the marketing and advertising for the company, his eldest son is currently working at the truss plant along with his son-in-law, and his daughter, Mollie, who recently graduated from high school, is helping with advertising and social media.
Although the company has traditionally been stronger on the contractor side, it has more recently focused on the retail end. “We’ve switched more to a retail side now and have opened a garden center. We have added a door shop and rental, and repair different things in order to continue to drive people to the store,” Mark said.
All along, however, there’s been one large obstacle standing in their way to attract more customers—the Rogue River—which bisects Grants Pass.
“One thing about our store has been that we have been separated from downtown Grants Pass for our entire existence,” Mark explained. “The community of Grants Pass is separated by the Rogue River, which runs right in the middle of it. The city has worked to keep the businesses downtown vibrant and that’s been good, but I think they have missed a lot of us who have been on the other side of the river who have been a part of the community.”
Thankfully, things are looking up. “The town is starting to grow our way and so we’ve been in the heart of a lot of the uptake on the building and stuff… but as those people have gotten a little older, we’re having to work much harder in order to continue to attract people to come to the store.”
Yet, it’s the company’s honest approach to business and how they treat their customers, going above and beyond as much as possible to make others feel good, that has enabled Farmer’s to continue to attract new customers and retain its existing clientele.
“I almost always try to say good morning to somebody just to initiate a conversation or to talk to them and let them know that they are valuable,” Mark said. “Our customers are not just a number—they’re a valuable piece of the community and we want to serve them.”
He added, “We want to treat everyone the same way that we would like to be treated. Dad would go above and beyond. We live to serve and that’s been something that has been pounded into me since I was very small.”
The focus on serving and treating others well is not only a core foundation of the company, but of the Stutzman family as well. “I will tell you that we are a faith-based company. We’ve been a faith-based company… I think a lot of it is the strength of our faith and we believe in prayer and the power of prayer.”
In response, Farmer’s staff and customers have helped the company grow by suggesting new avenues of business for the company to pursue.
One successful addition has been the horse tack and equine supplies. Farmer’s staffer Danielle Sandgren loves horses and knows a lot about them. She encouraged the company to market to that specialized clientele. Today, the tack section is the most popular tack section in the area, according to Grant. “People come and seek it out specifically from all around. (Danielle), who works it, does a phenomenal job. We get a number of customers because we add in some of those niche markets.”
“I think sometimes finding those key individuals to put into those departments to run them helps us grow ourselves as to who we are,” Mark added.
Another way the company has grown is by responding to the needs of the surrounding communities.
Illinois Valley Building Supply, for instance, in the city of Cave Junction, is approximately 30 miles from Grants Pass. Illinois Valley only has two hardware stores, but one full lumberyard. The building supply store is the only full lumberyard dealer in the city. A transfer truck services the location every day.
Similarly, the Rogue Truss Systems plant was started after the local residents complained to Leon that they weren’t satisfied with the existing truss business owner in their community. Those customers asked Leon, “Why don’t you put up a truss plant? Let us buy trusses from you.”
Today, the truss plant services as far north as Roseburg, Or., nearly 70 miles away, and can accommodate trusses as large as 80 ft. “We’re about the only facility in the Southern Oregon area that can make something that big,” Mark added.
It was the company’s adaptability that helped Farmer’s succeed even when the competition entered the Grants Pass area. For instance, when Home Depot moved into town, people said Farmer’s was going to have a tough time competing. But Farmer’s knew differently.
“They’re on the other side of the river and their location is not very good. It’s tough to get into where things are at, and people do not like to cross the bridge because they know in town, it’s a headache. That’s why more stuff is coming to this side,” Mark explained.
Similarly, when the Grange Co-op moved right across the street, Leon asked Mark, “What are we going to do to fight those guys?” Mark’s reply was: “We’re going to let (them) bring the customers to us.”
And they did. When the Grange Co-op customers heard there was a feed store across the street, they began coming to Farmer’s. “We worked those customers as they stopped in, and we began to make lifelong friends that way and to service them the way that we do it out of what we’ve learned here at Farmer’s,” Mark added.
Yet, the Stutzmans never failed to show their competition respect.
“I went to school with one of the guys that’s a competitor in my town,” Mark explained. “He and I have never sparred words (with) each other. We know what it is to take one another’s customers away and we do it by the old fashioned way—the hard work of going after them and trying to service them and not bashing one another.”
Looking ahead, Mark said the company would like to grow the truss and the retail side of the business. In addition, it is looking to modernize its store, and improve its security systems. And although the company is taking notes from big box stores, Grant said, “We are trying not to adopt a big box store look because that would really play with who we are as an entity—it would really affect our soul and what people have known us to be—but we’re certainly taking some big box ideas and adapting them and making them Farmer’s appropriate.”
The company is also getting ready for its 50th anniversary on June 17 in Illinois Valley. “We made our (Farmer’s) anniversary about the community because the community has supported us for 60 years,” Grant said. “We’re going to do the same thing out in the Illinois Valley for the 50th anniversary. It’s going to be Illinois Valley Building Supply’s 50th, but it’s also going to be 50 years in the Illinois Valley—and here’s how the Illinois Valley has grown.”
It should be quite the anniversary celebration if the Stutzman family has anything to say about it. As the Stutzmans would tell you, “We’ll get ’er done because you only have what your word is.”
OUR FIRST CALL to a potential customer has more to do with how much business we will do with them than any other call. Can we dig out of the hole of a poor first call? Yes. I did it for years. But it takes a lot more time to overcome a bad first call. This is why when Master Sellers lose a big account they still have great years. Master Sellers know how to make a great first call that impresses potential customers.
Many sellers are so nervous and disorganized on their first call that they do the opposite. They turn off potential new customers. In addition, because the first call goes poorly and the proper information is not gathered, the second call is usually a re-prospect call, aggravating the buyer, or the seller offers something on the second call that the customer doesn’t use, which also leaves a negative impression.
Qualification — Not a Sales Call
Prospect calls are not sales calls. Most customers aren’t going to buy from us on a first call. It is a bit more common for distribution sellers because they can sell smaller quantities to local customers, but for sellers of truckload quantities to customers in regions all over the country, it is highly unlikely. The purpose of our first call is to qualify the account. Do they buy what we sell, do they buy it the way we sell it and do they buy enough?
We need to find out:
(1) What are the main three items you bring in?
(2) What grade(s) do you buy that in?
(3) What species?
(4) Mill preference: Are there any mills you can’t use/prefer?
(5) Quantity per month?
This is 13 questions if we only find out their main three items. This is the minimum number of questions because there will often be follow up/nuances to the answers—for example, if they use SPF: “Can they use Eastern/Western/Euro/SPF-S?”
This is why it is important to ask a narrowing question (“What are your main three items you buy in truckload quantities?”). Most customers will give us three to five minutes, so we must be clear and concise with our questions.
If, after we have qualified the customer thoroughly we want to ask, “Is there anything you are looking for today?,” it is OK but only after having qualified the customer.
What’s Your Price On…?
If the customer asks this question before we’ve qualified them, we say, “Susan, I’d love to sell you something today, but that really isn’t the purpose of my call. I’m calling to find out a little bit more about you and your company to see if we will be a good fit going forward. After we find out the main items you’re bringing in, if you want to give me an inquiry, I’ll be glad to work up a professional quote for you.” Then continue qualifying the account.
WSIBFU? Moments
On every prospect call there will be a “Why Should I Buy From You?” moment. Customers will rarely ask this question directly, but in other ways:
- “Where are you calling me from?”
- “I buy direct.”
- “I’m happy with my current supplier.”
- “Your company burned me in the past.”
This is where we need to be prepared to tell our potential customer why they should do business with us. Most sellers wing it. And it sounds like it. I tell my students, “You’re smart enough to wing it and your customers are smart enough to know you are winging it!”
Many students will say, “I don’t want to sound scripted.” I tell them, “Your favorite singer, actor, comedian and athlete are all scripted. It’s called professional preparation.”
Master Sellers have planned for and are ready to impress their potential customers with their answer.
“We are a 35-person sales team. We move 50 million bd. ft. of lumber every month to the most competitive accounts in the nation. In addition, we are the largest importer of XYZ product. Because we move so much volume and because of the contracts we have in place, we get highly competitive pricing that we pass on to customers just like you.”
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Could a piece of plastic replace a traditional concrete footings?
When building a deck, traditionally the builder will dig footings and pour concrete for the foundation. Another method for low profile decks is concrete blocks that can be placed directly on the ground.
Now, there are new products hitting the market that are making deck installs quicker and easier.
One of those products is called TuffBlock: an instant foundation system made of recycled polymers. TuffBlock footings only weigh 1.5 lbs but can support 1,700 lbs!
According to TuffBlock’s documentation, it’s been tested to over 11,000 lbs without collapsing.
Tuffblock: https://www.buildtuff.com/
TimberTown: http://www.timbertown.com
TimberTips: http://www.timbertips.com
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Specializing in Decks and Outdoor Living Projects
Builders and contractors specializing in decks and outdoor living projects have been enjoying this new industry resource for ideas and business strategies.
Deck Specialist from 526 Media Group, Inc., publishers of Building Products Digest & The Merchant Magazine
Deck Specialist is available in both print and digital editions.
The current WINTER 2018 edition of the quarterly magazine features case studies of unique projects, marketing/sales advice, and an expansive look at the latest decking, railings, and accessories.