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INDUSTRY NEWS
Panda Windows & Doors, North Las Vegas, Nv., a leading US window and door manufacturer known for creating some of the largest aluminum systems in the industry, is partnering with Tuval Minimal of Israel to bring its custom steel windows and doors to the North American market.
“While Panda has been designing and fabricating aluminum windows and doors for over 30 years, when we opted to offer steel products to our discerning customers we turned to the experts,” said Avi Shoshan, Panda Windows & Doors founder and CEO. “Tuval Minimal has been internationally known as the finest designer and supplier of premium steel-framed windows and doors for over 20 years, and we’re excited to introduce them in North America”
Kempsville Building Materials opened a larger facility with 120,000-sq. ft. warehouse on 18 acres in Henrico, Va., replacing two smaller Richmond area locations.
Kempsville, with 50 employees in the Richmond market, has served professional builders there for the past 10 years. However, with the market’s continued growth and to meet their customers’ demands, Kempsville opted to consolidate the two smaller yards into the larger one in June.
Greg Harrell, VP of sales for Kempsville, said, “With our commitment to partnering with our customers for their future growth, we invested in this location to be able to service the expanding needs of our loyal customers in the Richmond Metro area. This location’s larger footprint and warehouse space will also allow us to add 10 employees shortly to service the specialized needs of builders in this market.”
A division of the Carter Lumber, Kempsville currently operates eight locations and two manufacturing facilities in Virginia and North Carolina.
SRS Distribution has acquired De Bel Roofing Supply, a leading distributor of residential and commercial roofing and other related products with two locations north of the San Francisco Bay area. Terms of the agreement were not disclosed.
Headquartered in Petaluma, Ca., the company was founded in 1989 by Andre De Bel and is run today by Andre’s two sons, Scott and Doug. De Bel operates a second location in Greenbrae, Ca., and currently employs a team of 15. Scott and Doug will continue to lead the Company’s dedicated team under the De Bel banner, ensuring continuity and consistency for customers, suppliers, and employees.
“It is an honor to welcome Scott, Doug, and the rest of the De Bel team to the SRS family,” said Dan Tinker, president and CEO of SRS Distribution. “The company’s exemplary customer service and focus on taking care of its employees make it a perfect addition to our family of independent distributors. This acquisition will increase our presence in the rapidly growing area north of San Francisco, and we look forward to the many successes our teams will achieve together.”
Scott De Bel, majority owner of the Company, commented, “We are happy to announce our partnership with SRS as the next milestone in De Bel’s storied history. After over 30 years in business, we were very fortunate to find a partner in SRS that would be a trustworthy steward of our Company’s legacy and treat our people like family. De Bel will continue to be a leading provider of residential and commercial roofing products in the San Francisco Bay area and will look to expand our reach throughout Northern California supported by the extensive resources of SRS.”
THE RESIDENTIAL building envelope is a system of parts, with each element impacting the performance of the other. Together, the right combination of products and installation techniques will create a robust wall system that is durable, energy-efficient, and moisture-resistant.
Though builders and remodelers are specifying and installing the wall products, dealers can play a critical role in helping them find the right products for each project. Here are some strategies to consider to help elevate your housewrap and flashing sales efforts.
- 1. Learn as much as possible
Building science is a category all on its own, so much so that the construction industry has companies, schools, and specialists dedicated to it. While you can’t be expected to know every nuance of the building envelope, having a basic understanding of how the products you sell work together can be a crucial resource for your customers.
Your manufacturer representatives are your best first course of action. They can offer product knowledge sessions for your sales team (and your customers), and many offer video tutorials and other options. Be proactive by having your rep conduct an introductory workshop each time you bring on new employees. Many also offer videos, white papers, and other resources for ongoing learning.
- 2. Look at the wall as a system and sell products accordingly
While it’s tempting to sell what you have on hand or switch customers over one product at a time, wall systems perform best when sold just like that—as a system, with each component working together to give moisture a path down and away from the wall. This also ensures compatibility between products and helps prevent failures. If your customer is buying housewrap, make sure they’re also buying flashing, and the right flashing for that housewrap and wall system application.
Your manufacturers’ representatives can help you understand which flashing products work best with each housewrap you sell. Some manufacturers may promote their products in systems according to applications, making the process even easier. For example, our Air Barrier Drainable Housewrap System, designed to provide the utmost in air seal capability and true drainage performance, combines self-adhered drainable housewrap, corner sill treatment, and flashing tape, liquid-applied flashing, or UV-resistant flashing.
As a dealer, selling the system can make the process more accessible for your sales team. For instance, if your customers are installing a trendy open-joint cladding system, our UV-Protected Rainscreen System, consisting of UV-resistant black housewrap, UV-resistant flashing, and a UV-resistant batten-style rainscreen, accommodates UV exposure behind open siding.
- 3. Understand other project factors, especially cladding
Each siding is different in both its physical structure and its material makeup, and that will influence what’s needed behind the walls. For example, vinyl siding projects off the wall and doesn’t absorb moisture, so it doesn’t need a rainscreen behind it; a flat weather resistant barrier will be sufficient. An engineered wood siding, however, will need a drainage plane provided by a rainscreen or a drainable housewrap to ensure water can drain away and not be absorbed by the siding. This is essential to protecting the siding and its finish while reducing maintenance needs. In fact, some cladding materials require specific housewrap products to preserve their warranty.
Ideally, all homes will have the most robust and efficient wall system possible, but monetary and homebuyer expectations play a role. Dealers with a deeper understanding of the project’s budget, green/energy certifications, geographic location, and other factors can help match their customers with the best possible system.
Finally, advocate that the builder use cap fasteners rather than regular staples. It’s an upsell but can help achieve maximum warranty coverage.
- 4. Create helpful displays
Seeing (and feeling) is still believing, and having samples and display boards on hand can help builders visualize how the wall systems you sell work together. Displays are also critical for educating on new building systems, such as open-joint cladding; this trend requires a UV-resistant housewrap solution that is best explained with visuals.
Kaylen Handly is technical innovation manager for Benjamin Obdyke. To learn more or to set up a virtual training session, please visit www.benjaminobdyke.com.
Frontier Post LLC, Stevensville, Mt., has added its own CCA treating plant to handle its own post and rail production, as well as agricultural products manufactured by others.
Operating on six adjacent acres as Frontier Wood Preservers, the facility saves the company money, labor and especially time.
“With the addition of our own treating facility, we are more flexible, more fluid,” said owner Orley Troyer. “We buy trees in the woods to manufacture and retail fence posts and rails. We used to ship them out to be treated. Now there’s just one loading and unloading. It’s worked out real well.”
The entire operation was installed late last year by American Wood Technology, sales agent for Moldrup Systems, including autoclave, cylinder, all pumps, tanks, control system, and mixing system. “We do the whole thing, and assist with the install,” said AWT’s Claus Staalner. “It comes in preassembled components. We started from scratch, and they were up and running within a week.”
Frontier says it’s been a smooth hand-off. “It’s a learning curve,” Troyer shared. “American Wood Technology/Moldrup has been very good to work with.”
Frontier currently treats about 95% of the posts and poles they manufacture, primarily lodgepole pine, to .40 retention or refusal. Much of the outside work is for fencing jobs and orchards in Washington, Oregon and California.
Frontier is also working toward being able to treat .60 products, such as highway guardrails.
84 Lumber has opened a 42,000-sq. ft. location in Commerce Charter Township (Detroit), Mi.—its first store in the state of Michigan. The new 42,000-sq. ft. facility includes an extensive warehouse with a spacious showroom.
“The construction market is flourishing in Michigan, with a great amount of single- and multi-family homes being built,” noted Tyler Haas, the store’s general manager.
84 Lumber is the largest privately held building materials supplier in the nation, with 250 stores across 30+ states.
Vancouver, B.C.-based Metrie, North America’s largest manufacturer and distributor of millwork and interior trim, has purchased two-step millwork distributor Tinder Wholesale, Manassas, Va.
“With this acquisition, Metrie continues to grow in our important U.S. Atlantic region,” said CEO Kent Bowie. “We believe Metrie has the most robust, integrated supply chain in the North American millwork industry, with a combination of internal manufacturing capability complemented by key partnerships with global leaders. The Tinder acquisition enables us to offer our existing—and new—Atlantic customers more innovative product and supply chain solutions.”
Saint-Gobain completed the acquisition of siding manufacturer/distributor Kaycan.
The purchase makes Saint-Gobain the top siding player in Canada and enlarges its offerings in the U.S. beyond vinyl to now include aluminum and engineered wood.
As part of the deal, Saint-Gobain will sell off Kaycan’s small US distribution business, expected in the third quarter of 2022.
Kaycan joins Saint-Gobain’s North American construction business, within the Americas Region.
Spahn & Rose Lumber Co. has agreed to acquire 75-year-old Still Lumber, Conyers, Ga.
“Still Lumber is a natural fit with Spahn & Rose,” said Dave Davis, Spahn & Rose CEO. “Like Spahn & Rose, Still Lumber has a long history of providing quality, expert service to contractor and homeowner customers.”
Still will complement Metro Building Products, Marietta, Ga., which Spahn & Rose purchased last year. Based in Dubuque, Ia., Spahn & Rose also owns 22 other locations in Iowa, Illinois and Wisconsin.
The worldwide green building materials market should nearly double over the next five years, reaching $523.7 billion by 2027, according to recent analysis by Future Market Insights, Inc. The climb would represent 11.06% annual growth from 2021’s $280.5 billion—a rate expected to continue through 2032.
Insulation is forecast to be the fastest-growing application, rising at a pace of 11.7% over the period due to its excellent energy efficiency and increased emphasis on installing interior insulation solutions.
North America owns a significant green building material market share, with growth substantially driven by strict rules on the use of environmentally friendly products in the construction sector.
Exposed to extreme climate conditions and government initiatives, the Asia Pacific and Latin America are also seeing increased demand for green building materials.
US LBM has acquired Deco Truss, primarily a manufacturer and supplier of structural roof and floor trusses to customers in South Florida and the Caribbean.
Founded in 1983, Deco Truss serves framing and building contractors for residential, multi-family and commercial projects. In addition to manufacturing all types of truss systems, Deco Truss also provides lumber, decking and roofing materials, rebar, millwork and doors, fencing supplies, tools, hardware and more to customers.
Deco Truss operates an 8.5-acre manufacturing plant and retail location in Miami and will operate as a unit of US LBM’s Raymond Building Supply, which has locations across South Florida, including a truss plant in North Fort Myers.
“US LBM is the best partner for Deco Truss to continue to grow and provide more value for customers and employees alike,” said Mario R. Espiñeira, Jr., who will continue to lead Deco Truss’s day-to-day operations.
Westlake Ace Hardware has signed a lease agreement to open a new store in Pleasant Hill, Ca., at the former site of Bill’s Ace Hardware. It will be Westlake’s 13th location in California.
Renovations to the space will begin in late this summer, with a tentative soft opening in late October. The store will feature more than 12,000 sq. ft. of retail space.
“We are excited to show our new customers in Pleasant Hill how we live the Ace Helpful Promise every day through reliable service, helpful advice, and the products they need to get their projects done right,” said Joe Jeffries, president and CEO of Westlake Ace Hardware. “Pleasant Hill is a strong community, and we look forward to becoming part of it as a friend, a trusted neighbor, and an employer.”
In addition to offering such services as key cutting and automotive key fob replacement, a propane tank exchange, knife sharpening, Ace Hardware of Pleasant Hill will sell lawn and garden supplies, fasteners, tools, plumbing and electrical supplies.
It will also feature several specialty departments and store-within-a-store concepts, selling such brands as Milwaukee, DeWalt and Craftsman power tools; Benjamin Moore and Magnolia Home by Joanna Gaines paints; Stihl, Ego and Milwaukee outdoor power equipment; Weber, Traeger and Big Green Egg grills and accessories; Scotts lawn care products; Solo Stove firepits; Yeti coolers and accessories; and live plants and outdoor living supplies.
Building Industry Partners has launched a new lumber and building materials platform, West Coast Lumber, now operating four locations throughout Southern and Central California.
The company’s Agoura Hills and Camarillo locations were established through the January 2022 acquisition of 45-year-old Roadside Lumber & Hardware.
West Coast Lumber then opened two new LBM facilities, one in Bakersfield and the other in San Diego to expand its ability to serve Southern and Central California. West Coast Lumber plans to eventually expand its product offering with truss, millwork, and other value-added component capabilities.
Matt Ogden, founder and managing partner of BIP, said, “We have assembled world-class regional and cross-sectoral business leaders around the organization to help us deliver value to current and future customers and become the employer-of-choice for the best and brightest in Southern California LBM.”
Joe Lawrence, CEO of West Coast Lumber, draws on over 35 years of experience in the California LBM industry to lead the platform. He most recently served as senior VP for the Southwest Region with Builders FirstSource and was previously president of Dixieline Lumber. Jim Stockman, president of West Coast Lumber, previously partnered with BIP on the firm’s creation of Homewood Holdings, and its rapid growth and successful exit to American Construction Source in 2020.
They are joined in senior management by Erich Kepner, CFO; Bill Shadden, VP supply; Carlos Gonzalez, VP sales-Inland Empire, Orange & San Diego counties; Bob Erskin, VP sales-Kern, Ventura & Los Angeles counties; and Claudia Gonzalez, HR director.
BIP operating partners Tony Ciampaglio, Peter Stroble, and Lonnie Schield will serve on West Coast’s board, and Maged Diab will serve as board chair. Diab previously served as president of MiTek USA.
Viewrail, Goshen, In., has agreed to acquire stairway manufacturer Simmons Stairways, San Jose, Ca.
Trent Jacobs, Viewrail’s director of California business development, will run the company until the end of the year, at which time all new business will transfer to Viewrail.
Len Morris, CEO of Viewrail, called the acquisition “a fantastic opportunity to bring Viewrail’s design ability and manufacturing power to the California region.”
“It seemed like a good fit,” said Howard Simmons, current owner of Simmons Stairways, Inc. “Viewrail has the product and technology, and I am in a great market with years of experience on the West Coast.”
Morris added, “This will help us tremendously as we work towards having a local presence in regions all over the country, so that our lead times and installation options are universal to every customer’s experience.”
Citing insufficient timber supply, Neiman Enterprises has cut back hours at both of its Black Hills sawmills—eliminating a shift in Hulett, Wy., and trimming hours in Spearfish, S.D.
Neiman president Jim Neiman said, “While we may not agree with the reduction in timber harvest that led to these curtailments, we are committed to our partnerships with all stakeholders, including the local, regional and national levels of the U.S. Forest Service, and will continue to work side-by-side with them to maintain the health of the Black Hills National Forest.”
The company continues to seek enthusiastic partnerships with policymakers and public land managers to accomplish long-term forest health solutions that engage the industry, minimize community hazards, and support the multiple-use goals of the Black Hills National Forests.
LATEST ISSUES
TRENDING PRODUCTS
Trex Co. is expanding its premium Transcend decking line with the introduction of Trex Transcend Lineage, boasting refined aesthetics, trend-forward colors, and enhanced performance features.
The new boards feature an elevated aesthetic with subtle, elegant graining for an unmatched natural appearance. Available in two new color options (Rainier, an airy mountain gray, and Biscayne, a light coastal brown), they are engineered with heat-mitigating technology in the shell to reflect the sun and reportedly keep boards cooler than other composite decking offerings of a similar color.
Boards come in square and grooved profiles, measuring 1”x6”. Square-edge boards come in 16’ and 20’ lengths. Grooved boards come in 12’, 16’ and 20’ lengths.
(800) 289-8739
Unlike metal corner bead products, which tend to crack, chip and dent, LevelLine Outside 90 solutions from CertainTeed are flexible and forgiving with their impact resistant plastic core, joint tape, and formulated surface paper.
Designed to create perfect outside corners in record time, they are available in 8’, 9’, 10’, and 6’10” lengths.
(800) 233-8990
Shur-Line’s new 9” Deck Pad with Detail Edge is faster than a roller, smoother than a brush.
A detail-curved edge is perfect for in between deck and fence boards. Its tear-resistant foam pad helps prevent ripping due to screws, nails or rough wood. Refill pads fit most handles. The tool can be used with all paints, stains, polyurethane and other hardwood floor or deck coatings without linting.
(800) 253-7856
New QuietBoard panels from MP Global Products can be installed beneath floors to inhibit the transfer of noise. They also add insulating value, increasing energy efficiency while helping keep rooms at a comfortable temperature at a lower cost.
The 6mm-thick fiberboard panels are easily cut with a utility knife. Manufactured with 100% recycled fiber, they are half the weight of traditional wood products. The 1/4”-thick panels are available in 2’x3’ or 4’x6’ sizes.
QuietBoard can be utilized within a flooring assembly as floating, stapled or glue-down.
(888) 474-0510
RIDGID’s new R860721 18V Hybrid Jobsite Fan is 40% more powerful than its predecessor, while delivering airflow at extra-quiet levels.
Being hybrid powered, the fan is great for on-the-go needs, and can run for up to seven hours on the max speed setting using an 18V 6.0Ah MAX Output battery. Its runtime can be extended when plugged into an extension cord.
The fan offers up to 10 different mounting options including a key hole for wall screws, a tripod mount, rebar holes, and the ability to clamp onto 2×4’s or be hung from its handle.
(800) 474-3443
The new RYOBI USB Lithium Screwdriver Kit features a removable battery that is interchangeable among the USB Lithium family of tools.
The tool features a pivoting head, giving users increased accessibility to fasteners during any application. An onboard bit storage conveniently holds one 2” bit or two 1” bits to ensure they don’t get lost. Dual LED worklights create added visibility when working in dimly lit spaces or where extra illumination is needed.
(800) 525-2579
Maze Nails is now distributing the Deliverance Powered Safety Hammer, including the “Mini-Jack Hammer Model MJH-A1,” which reportedly makes driving nails safer, easier and more accurate.
The air tool’s design eliminates the need for skilled nail pounding—since the tool now does the work that previously demanded a strong arm and good hand-eye coordination.
The hammer can fire hundreds of different types of economical, bulk nails, so users are not limited to whatever nails are in their pneumatic tool. Although, at 5 lbs., the tool is lightweight, it’s still able to drive long nails and spikes with ease.
(800) 435-5949
Simpson Strong-Tie has added a new 2” structural wood screw to its expanding line of Outdoor Accents Essentials decorative hardware, joining the existing 3-1/2” and 5-1/2” sizes.
Ideal for use as a decorative structural fastener that can be used with either the line’s Mission or Avant Collection, the new screw can also be used separately to add flair to any outdoor project. It features a black double-barrier coating for corrosion protection across many outdoor applications and a Type-17 point to provide easy installation without the need for pre-drilling.
Its low-profile head provides a clean, concealed appearance, while six-lobe recess ensures easy, secure driving and longer bit life.
The fastener is code listed in IAPMO ER-192 and provides a versatile, high-performance fastening solution and a stylish finish to any DIY wood-to-wood projects as well as 2x, 2x rough and 3x lumber connections using Outdoor Accents hardware.
(800) 999-5099
Bosch Power Tools has three new ProFactor cordless miter saws, providing users with tool options at varying price points to align their budget needs.
At their core are features that increase accuracy, precision and provide a large cut capacity to easily create custom pieces. Biturbo Brushless Technology allows for fast, smooth cutting demonstrating similar power to a corded saw.
The saw’s precisely centered sliding bars create a smooth, easy saw sliding motion while in use. All three models come with an 8.0Ah battery kit and limited lifetime warranty.
BOSCHTOOLS.COM
(877) 267-2499
(601) 869-5050
Simpson Strong-Tie has added a new 2” structural wood screw to its expanding line of Outdoor Accents Essentials decorative hardware, joining the existing 3-1/2” and 5-1/2” sizes.
Ideal for use as a decorative structural fastener that can be used with either the line’s Mission or Avant Collection, the new screw can also be used separately to add flair to any outdoor project. It features a black double-barrier coating for corrosion protection across many outdoor applications and a Type-17 point to provide easy installation without the need for pre-drilling.
Its low-profile head provides a clean, concealed appearance, while six-lobe recess ensures easy, secure driving and longer bit life.
The fastener is code listed in IAPMO ER-192 and provides a versatile, high-performance fastening solution and a stylish finish to any DIY wood-to-wood projects as well as 2x, 2x rough and 3x lumber connections using Outdoor Accents hardware.
(800) 999-5099
Deck2wall Spacer model SWS is now approved for use with SPAX PowerLag Fasteners.
The polypropylene spacers are designed to be installed between a deck and house, allowing water and debris to flow between the ledger and the house, to promote circulation and drying, and prevent rot. The approved screws are available in 5/16” and 3/8” diameter, and have two different head types to choose from, T-Star and Hex drive.
The spacers are included in the updated PowerLag fastening table which, along with an engineering letter, is available at Deck2wall’s website.
(888) 577-2237
Modern Mill’s new ACRE rice hull composite decking encapsulates the luxe look and feel of real wood without compromising on durability or felling a single tree.
It contains no wood or wood fiber; instead, it’s manufactured from upcycled rice hulls, providing warmth, an organic feel underfoot, and natural resistance to water, weather, rot and pests.
ACRE reportedly will not rot, crack or splinter, is easy to machine or thermoform, and is ideal for a wide range of exterior applications.
Decking is available in 5/4×6 square-edge or grooved boards, embossed or sanded smooth, in 8 to 20 ft. lengths. ACRE also comes as sheets, trim boards, siding and millwork.
GAF enhanced its Timberline HDZ shingles with the addition of proprietary time-release algae-fighting technology to offer even greater protection for the roof. The only time-release product of its kind is now standard on many of the shingles offered in GAF’s residential product line, including ridge cap and visible starter strip shingles.
The technology consists of specially-engineered capsules that release copper steadily over time. Capsules are infused with thousands of copper microsites for long-lasting algae-fighting power. The algae resistance is so powerful, GAF offers a 25-year limited warranty against blue-green algae discoloration.
(877) 423-7663
BUSINESS OPERATIONS
“scared money doesn’t win” is an old gambling saying that means you have to play to win and you can’t win big unless you bet big. The same can be said of sales. Timid salespeople will be treated poorly and will have difficulty being successful in sales. Why? Because sales is a transfer of emotion. Uncomfortable salespeople make customers uncomfortable.
Prospecting
Looking for new business is arguably the hardest thing we do as salespeople. Most salespeople do it early in their careers because they have to, then once they build their business to a comfortable level, they do as little as possible. Just like anything else, if we don’t practice, we get out of “playing” shape. Since salespeople do so little prospecting, they lose their “prospecting muscles” and do it poorly creating a self-fulfilling prophecy of “prospecting is hard.”
This mentality is wrong. Prospecting is easy. We have nothing to lose and everything to gain. What is difficult is hanging on to existing business, where we do have something to lose.
Master Sellers know that prospecting is freedom. If we are good prospectors no one owns us. Not our current accounts nor our company. They know they can go out and find new business and quickly because they embrace the hunt for new business instead of being afraid of it.
What are some of the mistakes that “fear of prospecting” creates?
Beat-Around-the-Bushitis
Nervous salespeople use too many words to say simple things.
Nervous salesperson: “I, uh, was wondering, you know, we sell lumber in this area, and, uh, I was trying to find some new customers so I was wondering if you could put me through to the person who does your lumber buying?”
Master Seller: “Good morning, my name is Susan Johnson with Johnson Lumber. Could you please tell me who does your lumber buying?”
Fear of the No
Most salespeople are so afraid of the “NO” they don’t even ask for the order. They present the product and wait for the customer to buy.
Quotron: “Good morning, John, I’ve got, uh, pretty good deal. I’ve got a truck of studs I can get into you at $750/MBF, whaddya think?” (This is not a close!)
Or “Good morning, John. I’ve got, uh, pretty good deal. I’ve got a truck of studs I can get into you at $750/MBF,” then silently wait for the customer to buy. The problem with this approach is that it works. It just doesn’t work as well as directly asking for the order:
Master Seller: “Susan, I have a fantastic deal on three trucks of 2×4 16’s we’ve been looking for. The market is moving, this is stock you love, and I can work with you on the shipment. Do you have three PO’s for me?”
Customer: “Well, maybe. What’s the price?”
Master Seller: “That’s the best part. We can deliver these for $950/MBF, which is a great deal today and will be even a better deal when they land. Can we put these together?”
Overcoming Objections (or Not)
Overcoming objections is the highest technical sales skill there is, and few salespeople know how to do it—or even try. The Master Seller embraces objections; they see them as a cry for help or for additional information or encouragement. As a student of mine said, “It feels like arguing.” If this is what you are feeling then your customers will feel it also and you will be in an argument or at least something that feels like one.
Customer: “Yeah, that’s a little rich for my blood.” (What a surprise, a price objection!)
Master Seller: “Peter, I understand that it’s more than you want to pay, but the market is moving, this is stock you love and the tallies and shipment work perfectly with our current inventory, so why don’t we put these on?” Their tone is relaxed and confident. They know the customer is going to say yes and transfer this emotion to the customer.
Scared, timid salespeople expect the worst and transfer these feelings to potential customers. Master Sellers assume something good will happen. They walk, talk and act like the business will get done and transfer this positivity—which is easy to say yes and difficult to say no to.
James Olsen is principal of Reality Sales Training, Portland, Or. Call him at (503) 544-3572 or email james@realitysalestraining.com.
OVER THE LAST 20 years, a tight supply of western red cedar has created a robust market among high-end homes and resorts for plywood siding faced and backed with the similarly rustic-toned African hardwood okoume.
Roseburg pioneered the sale of okoume plywood in the U.S. with its Breckenridge siding, and in time others followed suit. Four years ago, emboldened by its purchase of exotic hardwood specialist Olympic Panel, Swanson Group began looking into how it could produce a similar product. According to Ken Pratt, technical director formerly for Olympic and now Swanson, “We had a lot of experience with hundreds of different species of wood and connections around the globe, so we knew that we could possibly get into this siding business.”
Swanson sought a species that looked like western red cedar, and was highly available, mold resistant, and could be chain-of-custody certified. Through intensive research and many failed tests it was revealed okoume to be the perfect match.
After finding the right species, Swanson committed itself to identifying the right partners to supply it.
Pratt said. “We made sure we found a manufacturer who was harvesting legal wood, who had been established for decades—over 30 years, had integrity, and had the ability to supply us with okoume monthly, legally and ethically.”
Bot Swanson’s chosen manufacturer and its longtime broker (Argo Fine Imports) are OLB certified, so Swanson itself underwent OLB chain-of-custody certification. Although the process took about 18 months instead of the usual six months due to the pandemic, Swanson passed the audits “with flying colors.”
Swanson now produces okoume- faced and backed Superior Siding at its plywood mills in Springfield and Glendale, Or. Panels include plain rough sawn square edge, plain shiplap, textured rough sawn or sanded 11/32”, 15/32”, and 19/32” in 8’, 9’ and 10’ lengths.
In its first year of production— 2020—Swanson shipped 64,000 panels, and the company expects the volume to increase.
In-the-field applications for the Superior line include clear siding, soffits, board-and-batten, accents walls, and wainscoting. The biggest market so far has been luxury homes and ski resorts like Aspen, Sun Valley, and Salt Lake City.
“It’s the look, the rustic wood, like a lodge or chalet out in the woods,” Pratt explained. “This is a modern lodge or cabin look when you’re not building with logs. You’re not dealing with hardboard, or fiber cement, or OSB.”
The product is not only Lacey Act compliant, but also California Fire Wildland Urban Interface certified, with quality assured through PLC monitoring.
When meeting with contractors, Swanson attempts to quell their fears, stressing Superior Siding is legal (“You won’t have to stop construction or strip stuff off the home”) and supply is steady. The key message: “We’re protecting your property from the elements while respecting the environment.”
The number one fear of most salespeople is of being too pushy. This leads many salespeople to bend over backwards reducing their “sales calls” (if I could find bigger quotation marks, I’d use them) to a presentation of product while waiting for their potential customers to grant them something, whether it be an answer to a question, a returned phone call or maybe just maybe an order.
This demeanor of timidness and self-loathing invites and receives poor treatment. This “I’m sorry to bother, but” approach sends the message to the customer that they have all the power. These salespeople make themselves second-class citizens there to serve while the Master Seller’s approach is of equal partnership where we give great service of course, but we also provide value and therefore are treated as a partner, not a servant. This subservient approach is laced through the entire sales process.
Example: When prospecting, there are certain things we need to find out about our potential customers so we can better help them. We need to know which items they buy, which species, which lengths, the grades they buy and the nuances of all these and how much volume they use. Most potential customers will give up this information with little problem until we come to the volume question. They don’t lie, but they obfuscate or give vague answers.
“Oh we use a fair amount,” “It varies,” “I really couldn’t tell you, it changes all the time” are a few examples of the kind of answers we will get when we ask volume questions. This is a side-step to our question and most sellers will let it go (because of the “pushy” fear factor). The sellers that let this go send the message that it is OK to dodge their questions—and it is not OK—but now that customers know there will be no push back on “non-answer answers” they will continue to dodge questions right up to the moment of closing—because these sellers have trained them to do it.
A successful student of mine says, “When they dodge your first question, put a smile on your face and ask it in a different way.” She kills it.
The 8 Questions of Full Disclosure
There may be some nuance depending on your segment of the market but the questions we need to know the answers to so we have a partnership relationship with our customers are the following:
- 1. Where are we in our buy cycle?
- 2. How much do we have on order?
- 3. How much do we have on the ground/in the plant?
- 4. Of those two, how much is already spoken for?
- 5. What’s our monthly usage? (We should already know this if we prospected them correctly).
- 6. What’s our buy-back point? How low do we let it go before we have to buy?
- 7. What’s our average cost?
- 8. What are we paying out of distribution?
Most sellers are too intimidated to ask these questions, so the information flow is a one-way street. These sellers are throwing darts in the dark and hope they stick. The Master Seller will ask these questions in a curious and caring way and if dodged will ask again.
Closing
“I’ll let you know” is how most sales calls finish up—mostly because sellers aren’t asking clearly and directly for the business. I can’t tell you how many students over the years have said, “So you want me to push right here.” I say, “No. There is no push at all.” Not in tone or attitude. The Master Seller asks for the order in a relaxed, positively assumptive tone (because they’ve convinced themselves the customer will say yes before they make the call). Master Sellers aren’t afraid of no. They embrace it. The only way to Yesville is through Noville. A Master Seller gets more no’s in a month than the struggling seller gets in four because they ask for the order.
Overcoming Objections
“The sales call doesn’t start till the customer says no” is an old piece of wisdom. Master Sellers anticipate objections and try to overcome them. They’re in the “yes/no” vs. the “I’ll let you know” business.
Cross-laminated timber (CLT) is lightweight, yet extremely strong with superior acoustic, fire, seismic and thermal performance. It offers fast and easy installation, with virtually no waste onsite. CLT offers design flexibility and low environmental impacts, making it a strong alternative to conventional materials like concrete, masonry or steel—particularly on larger construction projects.
CLT manufactured in North America must meet stringent product standards and be certified to the ANSI/APA PRG 320 Standard for Performance-Rated Cross-Laminated Timber. Products manufactured outside of North America may not meet these same performance expectations. APA – The Engineered Wood Association explains key characteristics evaluated in the certification process.
The North American Difference
CLT design standards in the U.S. (the NDS) and Canada (CSA O86) require that the CLT products meet the requirements of and be certified to ANSI/APA PRG 320. When comparing North American CLT to products manufactured elsewhere, it’s important to consider the following characteristics:
Design Property Compatibility
The design capacities published in ANSI/APA PRG 320 were derived analytically using the lumber properties published in the NDS and CSA O86. Imported lumber may have different characteristics, may not be recognized in the NDS and CSA O86 and has published design values that are incompatible with those of North American lumber. Therefore, design properties for CLT products manufactured with foreign species lumber should be carefully examined for compatibility with North American CLT design standards.
Adhesive Heat Durability
The adhesives used in ANSI/APA PRG 320 CLT are required to meet heat durability requirements to ensure the adhesives will not melt at elevated temperatures. The heat durability of CLT adhesives is required by ANSI/APA PRG 320 to be evaluated in accordance with ASTM D7247, Standard Test Method for Evaluating the Shear Strength of Adhesive Bonds in Laminated Wood Products at Elevated Temperatures, and the CSA O177 flame test. Most CLT adhesives used outside of North America have not been evaluated for heat durability. The use of adhesives that have not been evaluated for heat durability could impose a serious life safety concern in the event of a structure fire.
Moisture Durability
CLT moisture durability is required by ANSI/APA PRG 320 to be evaluated based on the same accelerated aging (vacuum-pressure-soak) tests as used for structural glued laminated timber (glulam), which has decades of proven success in structural applications around the world.
The face-bond criteria (the minimum percentage of wood failure and the maximum allowance for gluebond delamination after accelerated aging tests) specified in ANSI/APA PRG 320 for CLT is the same as that for glulam. These moisture durability criteria represent the most stringent requirements in the world for CLT to ensure its long-term performance. Most CLT products manufactured outside of North America have not been evaluated to the same moisture durability and face-bond criteria as ANSI/APA PRG 320. Since moisture durability of imported products have not been evaluated to the same criteria as North American CLT, long-term performance capability is unknown and may pose a risk of decreased structural performance and increased delamination potentials over time.
Fire Performance
Fire resistance of CLT products, when determined in accordance with NDS or CSA O86, is based on the requirements that CLT products are certified to ANSI/APA PRG 320. The rigorous adhesive qualification requirements specified in ANSI/APA PRG 320 ensure the integrity of CLT under the most severe fire conditions. New CLT adhesives are required to qualify with full-scale fire tests in accordance with ASTM E119, Standard Test Methods for Fire Tests of Building Construction and Materials, in the U.S. or CAN/ULC S101, Standard Methods of Fire Endurance Tests of Building Construction and Materials, in Canada. This is not common practice outside North America.
Most importantly, CLT products certified to ANSI/APA PRG 320-2018 or ANSI/APA PRG 320-2019 are required to use structural adhesives that meet the requirements of the full-scale Compartment Fire Test (CFT) specified in the standards and do not result in the char layer fall-off when exposed to fire, which is known to cause a second flash-over and fire re-ignition. The 2021 IBC and IRC and the 2020 NBC specifically require CLT to be certified to these new standards. Therefore, it’s important the designer, contractor and building official ensure the CLT products comply to these new standards. Most CLT products manufactured outside North America do not use adhesives that meet the stringent requirements of ANSI/APA PRG 320-2018 or ANSI/APA PRG 320-2019 and could result in a serious fire safety and code-compliance concern.
Always Look for the APA Trademark
The APA trademark is your assurance the CLT was manufactured by North American producers whose products have been successfully qualified and certified to ANSI/APA PRG 320. The ANSI/APA PRG 320 standard is recognized in the International Building Code (IBC) and International Residential Code (IRC) in the U.S. and is required for using the design provisions specified in the National Design Specification for Wood Construction (NDS). In Canada, ANSI/APA PRG 320 is recognized by the National Building Code (NBC) when the product is applied in designs that meet the requirements of CSA O86, Engineering Design in Wood.
Find additional information in Cross-Laminated Timber: North American CLT vs. Imported Product, Form S500, in the APA Resource Library.
BUILDING MATERIALS
An interesting thing happened in the lumber industry in 2021: The wood world stepped up and led the way back toward a more normal work world. It doesn’t matter if it was virtual, or if hybrid work became the everyday way of doing things. After staying home, not traveling, and becoming all-too-familiar with video calling apps in 2020, this past year saw people return to work with a vengeance, determined to grab that sense of familiarity they missed.
Nowhere was this more true and more evident than in the southern pine industry. Following a strong year faced with multiple, many-layered challenges, the staff and members of the Southern Forest Products Association dug in its heels, pivoted when necessary, kept their focus, and took significant steps toward a more normal year, both for themselves, and for their members.
Who We Are
SFPA is America’s first and oldest southern pine trade association—we came to be in 1915 as the Southern Pine Association. Since then, SFPA remains dedicated to advancing the southern pine lumber industry, promoting the use of member products in domestic and international markets, and facilitating the exchange of information and ideas. SFPA boasts an impressive membership roster that represents 45% of industry capacity for southern pine, and more than 100 member companies that provide products and services to the industry.
“We are the backbone of the southern pine lumber industry,” said Eric Gee, executive director of SFPA. “Our sole job is to build and create programs that serve our members, and that’s what we do. Even during the challenges of the past year and a half, we haven’t stopped growing, pushing, and educating.”
Let’s take a deeper look at the extensive list of SFPA accomplishments and areas of growth from 2021.
SFPA Retailer Resources
SFPA.org serves as a pivotal point of information gathering for both SFPA members and retailers through the providing of multiple resources designed to make the purchase of southern pine even easier.
Product Locator: Looking for a specific southern pine product? Hop on over to the Product Locator and peruse a selection of over 400 products. One click connects dealers and manufacturers to the appropriate sales contact. Concerned about grades, specific packing preferences, particular sizes, and lengths? No worries—all parameters are covered within the Product Locator.
Span Cards: Need a handy way to carry and reference southern pine span data? Visit SouthernPine.com and order one! Each card contains 12 span tables for common visual and mechanical grades under different loading conditions. A separate card offers three tables for pressure-treated southern pine lumber used in floor joists for outdoor projects. Everything you need, right at your fingertips!
Environmental Advantages
It’s important we continue to share correct information and education as to the environmental strengths and true impact of choosing wood as your favorite building material.
Here’s the main fact to pass along to your customers concerned about choosing wood: We are not running out of trees. The U.S. forest industry as a whole plants between three to five trees for every one harvested. Combined with strong methods of forest management, much of our country is enjoying healthier, stronger, larger forests than we’ve seen in decades.
Back in November 2021, a segment on National Public Radio discussed the impact to the environment of consumerism. Part of the discussion centered on the environmental impact resulting from consumption. What few people realize is that choosing lumber building materials directly affects the environment… in a GOOD way. Choosing wood equates to a lower carbon footprint and environmental impact than many building product competitors. Why? Because wood is the most renewable building product on the country. We are nowhere close to running out in this country. With the aggressive replanting rate referenced above, the forest industry ensures healthy, thriving forests for decades and centuries to come. Healthy forests build healthy breathing environments. And who doesn’t want more of that?
Great Under Pressure
The 2021 uptick in nationwide lumber production transferred to the pressure-treated southern pine industry, as our members enjoyed a higher overall demand for most of the year. Why? Because southern pine is easily treated and the perfect solution for outdoor projects. When it’s time to use the product to build or install a project, no special knowledge is needed, and no special tools are required – pressure-treated southern pine defines “ease of use.”
“What we saw in 2021 was homeowners getting out of their houses and into their workshops,” said Gee. “DIY home improvement projects of all parameters and sizes skyrocketed across the country. Garage and home projects took off as people worked with their hands, ventured outside of their comfort zones, and took on the challenge of building and creating things on their own.”
Gee went on to comment on the return of the popularity of woodworking and DIY project building, emphasized by the lack of availability of necessary tools both in independent retailers and in the big box stores.
“In the southern pine industry, we’re seeing an increased desire to get back to the old ways, to the comfortable things of their childhood,” concluded Gee. “People are transforming their backyards into the family oasis: whether it’s a deck, a pergola, a custom pool deck, or something else, 2021 saw a larger number of people get outside and create their dream backyard.”
Southern Pine by the Numbers
In 2020, southern pine manufacturers cranked out an all-time high amount of 20.8 billion bd. ft.
Looking at 2021: shipments year-to-date through August are trending up from 2020 levels. Within these numbers, No. 2 and No. 2 Prime are most widely produced, feeding the demand for pressure-treated lumber projects.
SFPA Family of Websites: In addition to SFPA.org, we offer a series of websites designed to provide information and education to each of our key audiences. Next time you’re online, check out these sites:
- SouthernPine.com: span tables, design values, product locator, treated lumber, specialty products and more;
- SouthernPineDecks.com: everything you need to know about building a deck or porch;
- RaisedFloorLiving.com: Want to learn more about raised wood foundations? This is the spot!
- SFPAexpo.com: The Forest Products Machinery & Equipment Expo is the premier venue for equipment manufacturers to display their products and services to the wood processing industry. It is held every other year.
- SouthernPineGlobal.com: Here you’ll find the product locator, exporter directory, importer purchase inquiry, and publications.
Forest Products Machinery & Equipment Expo
A highlight of SFPA’s 2021 activities: the return of Expo! In spite of a few lingering restrictions from the pandemic, the 2021 gathering was a shining star for SFPA. Nearly 1,600 attendees met in the Georgia World Congress Center and enjoyed mingling, networking, and exploring the 126 exhibitor booths.
“The purpose of Expo is to bring the industry together,” commented Gee. “The show presents the perfect opportunity for all sides of the buying equation—manufacturers, marketing, sales—to join together, in person, in one location, to celebrate the industry and learn from each other.”
Gee reported that the vibe at 2021 Expo was upbeat and forward-thinking, with attendees happy to see each other face-to-face and reconnect in person after 18 months of looking at each other through laptop cameras.
Who attends Expo? Member companies dedicated to investing in technology in order to operate their businesses more efficiently and successfully plan for the future. Whether it’s investing in operations, supply chain management, material handling, or grade recovery, there’s something for everyone at Expo.
The 2021 show represented the 36th coming together of the industry under the Expo banner; the show has been held every other year since 1950, mostly in Atlanta.
With regards to the future location(s) of the show, Gee reports that the association is listening to feedback and requests from both attendees and exhibitors, and multiple sites are under consideration for 2023. More information will be forthcoming from SFPA in early 2022.
International Efforts to Drive SP Traffic
A prominent part of SPFA’s activities in the promotion of southern pine includes maintaining a robust schedule of international seminars and trade missions aimed at developing the market for southern pine lumber in key areas around the world. These international outreach events are integral as to how SFPA serves both its members and the industry as a whole.
With seminars tailored for a wide range of industry professionals—from dealers and contractors to architects—each opportunity to learn more about southern pine addresses relevant topics designed to specifically address the exact needs of each country.
SFPA didn’t skip a beat in 2021 when it comes to export promotion programs, despite travel disruptions. A successful pivot toward virtual events ensured that the association was able to reach a record number of timber traders and construction professionals worldwide and to safely meet their needs effectively.
Let’s break down the activities and successes and take a closer look at each.
FEA Strategic Planning Webinar
As a gold sponsor of this online or virtual event, SFPA was able to provide member access to information, which helped each better define their international goals moving forward.
Worldwide Conference on Timber Engineering
SFPA’s participation bolstered the Association’s seminar programs across the globe to enrich international outreach and education. With international advertising and messaging support in multiple global markets, southern pine information was showcased internationally through a variety of channels.
Japan Technical Committee (JTC)
In partnership with American Softwoods, SFPA and the Southern Pine Inspection Bureau banded together to jointly present information on the southern pine resource and clarify the grading procedures for dense vs. non-dense grades.
Outreach: Caribbean
Throughout the southern pine-loving Caribbean, virtual seminars targeted hundreds of key buyers in both traditional markets and new markets—some of which SFPA reached for the first time.
Outreach: Central America
Multiple southern pine lumber events were held in Guatemala, with brand-new outreach activities expanding into the Panamanian building market.
Outreach: South America
Targeting potential southern pine lumber buyers across the continent, a first-ever virtual education seminar was held and pulled in excellent results.
Outreach: Latin America
Enhanced with upgraded discussions focusing on using southern pine lumber to build for high winds and in seismic zones, SFPA targeted audiences throughout Latin America with these solutions to these key discussion points.
Outreach: International Trade Shows
While many lumber industry trade shows across Europe, India, the Middle East, and Asia were cancelled or postponed in 2021, plans are well underway for a full slate of in-person trade shows in 2022. Members are keen to take advantage of these face-to-face opportunities, and SFPA stands ready to serve member needs.
Southern Pine Exports
Export numbers calculated throughout the majority of 2021 are roaring back to pre-pandemic levels, an encouraging sign as plans are underway for 2022.
Southern pine lumber shipments surged 57% through September of 2021 to a whopping $222 million, and exports of pressure-treated lumber—almost all of which is southern pine—jumped an incredible 31% to $93 million.
New Outreach for 2021
Brand new for the southern pine international outreach in 2021: SFPA launched informational newsletters in the Caribbean and Latin American markets aimed at maximizing engagement with a growing in-house database of traders and specifiers.
– For more information on all the activities managed by the Southern Forest Products Association, to access our numerous pieces of free educational information, or to become an SFPA member, please visit www.sfpa.org.
For homeowners looking for serious low-maintenance performance and durability for the roof over their head, it’s hard to beat metal.
Quality metal roofing finishes and coatings up the ante even more, by delivering a wide range of benefits and style. The right coating can help achieve a desired look, address a particular issue and even add years of life to a roof.
Yet sorting through all the choices and considerations for metal roof coatings can be confusing. There are also specific performance characteristics that span the variety of available finishes. For example, certain coatings labeled as “cool” utilize special pigments that reflect infrared radiation and UV rays. These cool coatings can help alleviate heat build-up and reduce air conditioning requirements.
Here are the basics homeowners should keep in mind when it comes to selecting among the wide variety of metal roof coatings available on the market:
Painted Finishes for Metal Roofs
Modern high-performance metal roofing paints not only protect the roof but also substantially increase the energy efficiency and longevity of a roof. In addition, high-performance paint systems offer a wide range of different looks and colors to satisfy homeowners’ aesthetic desire. Quality metal roofs come with a baked-on factory finish, which also makes maintenance a snap. Most manufacturers recommend simply rinsing them with a hose and at most, using a solution of gentle soap and water to clean them.
High-performance metal roofing paint systems can provide a durable finish with improved gloss retention, superior weather resistance and reduced color fading. These paint systems should be applied to a metal substrate at 0.2-0.3 mil thick prime coat and 0.7-1.2 mil thick topcoat.
Sophisticated paint systems also can help homeowners achieve a particular look. For example, quality paint finishes that closely mimic the multi-toned appearance of natural stone such as slate deliver beautiful style while offering the strength and lightweight benefits of steel.
Stone-Coated/Granular Metal Roofs
For homeowners who love the look of traditional shingled roofing materials, yet want the long-lasting performance of metal, stone-coated metal roofs are an excellent choice.
Starting with a base layer of metal (typically steel), the specially-primed roofing panels are first coated with an acrylic polymer adhesive and then the granular stone coating is applied, bonding the two. Finally, a clear coat sealer is applied over the top for extra protection. This type of finish offers homeowners all the benefits of metal roofing, in addition to great curb appeal for their home.
Stone-coated metal roofs also can be a solution for homeowners who live in areas where homeowner associations may not allow for standing seam painted metal roofing styles. Because stone-coated metal roofs mimic traditional shingles so closely, they can fit within certain neighborhood design requirements while offering far better protection and performance as compared to asphalt.
“As represented by our manufacturer members, homeowners have plenty of industry-leading options for quality metal roofing coatings to select from,” said Renee Ramey, MRA executive director. “From outstanding curb appeal to long-term performance, there’s no doubt that choosing the right finish for your metal roof can make a world of difference for your home.”
Despite the economic and logistical challenges introduced by the pandemic, consumer spending on home improvements and repairs grew more than 3% to nearly $420 billion in 2020 and continued its rise through 2021.
One surprising beneficiary of this trend is the window and patio door industry, which is heavily reliant on in-home consultations. According to the J.D. Power 2021 U.S. Windows and Patio Doors Satisfaction Study, the industry’s efforts to adjust its business model to accommodate virtual consultation and offer discounts and incentives has helped drive higher customer satisfaction.
“Unlike other areas of the home improvement marketplace, window and patio door sales are often driven by an in-home consultation with experts who can talk consumers through not only their window options but also provide specific recommendations based on the home layout and design,” said Christina Cooley, director of home intelligence at J.D. Power.
She added, “Consistently, we find that manufacturers and retailers that make it easy to comparison shop and provide expert guidance are those that perform best in the study. This past year, they had to adapt, and many did so successfully. A majority—54%—of customers had some form of expert consultation and 11% of those consults were conducted virtually.”
Study Rankings
Renewal by Andersen ranked highest in the manufacturer segment with a score of 886 (on a 1,000-point scale), followed by American Craftsman (878) and Milgard (874).
Renewal by Andersen also ranked highest in the retail segment in a tie with The Home Depot, each with a score of 876. Window World came in third with a score of 874.
The J.D. Power Windows and Patio Doors Satisfaction Study provides a comprehensive view of the window and patio door purchase and ownership experience by measuring satisfaction with window/patio door retailers and brands. The study measures satisfaction among customers who purchased windows and/or patio doors during the previous 12 months, based on performance in six factors for manufacturers and retailers: appearance and design features, operational performance and durability, sales staff and service, ordering and delivery, price, and installation.
The study aimed to gauge retailers’ and manufacturers’ brands and reputations, examine pathways to purchase, drill down on problems experienced, and deliver insight on what drives customer loyalty.
The most recent study was conducted during the first half of 2021. It was based on responses from 3,124 customers who purchased windows or patio doors within the previous 12 months.
J.D. Power is a global leader in consumer insights, advisory services and data and analytics, and a pioneer in the use of big data, artificial intelligence (AI) and algorithmic modeling capabilities to understand consumer behavior.
customer interactions
with brands and products for more than 50 years. The world’s leading businesses across major industries
rely on J.D. Power to guide their customer-facing strategies
From reducing air pollution to using renewable energy as a power source, U.S. homeowners have an overwhelming desire for more information, more choices, and more action across the industry for eco-friendly construction materials and practices, according to the 2021 3M Home Renovation Study.
“Many homeowners are now inspired to choose construction materials that both serve their conventional purpose and make a positive impact for the environment,” said Josh Orman, senior manager of business development for 3M Industrial Mineral Products Division. “It’s encouraging to see consumers and 3M taking action to improve our environment.”
The majority of homeowners surveyed—74%—agree that using eco-friendly construction materials would make a strong impact to the environment, and 70% plan to purchase eco-friendly materials for their next renovation.
Not only do those homeowners find eco-friendly products appealing, but they are also taking the advice of others to influence their purchases; for example, 52% of homeowners surveyed stated they would be more active in considering eco-friendly materials if their friends and family were integrating eco-friendly options into their lives.
“Essentially, what homeowners say and do highly impacts those in their circle of influence,” said Orman. “Consider the positive ripple effect of homeowners making eco-friendly choices that educate and influence their friends and family in the process.”
Homeowners believe most in recycling and reducing waste as the top activity that will positively impact the environment. Eliminating single-use plastics, using renewable energy, reducing air pollution and selecting energy efficient products round out the top five.
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Coatings for Prefinishing
PPG is the leader in advanced factory-applied primers, finishes and stains for building materials. We combine a global reach with a dedicated service and support team, delivering expertise you can count on. Our team works alongside machine applicators to generate consistent film builds, color performance and long-term durability to ensure each project receives beautiful and long-lasting protection. Factory-applied coatings by PPG creates significant advantages for homeowners, builders, architects and lumber wholesalers and retailers over coatings applied in the field.
Color Expertise
PPG’s global color team, comprised of different disciplines and backgrounds, sets the standard with custom capabilities and trends that help our customers stand out from their competition. We are dedicated to protecting and beautifying the world.
Product Benefits
- Able to coat every edge, angle and groove using automatic equipment to ensure thorough performance
- More uniform film builds and color consistency than field-applied coatings providing excellent quality
- Special formulations provide line performance, physical durability and weathering properties
- Controlled conditions in a factory setting eliminate field applied errors
Typical Customers of Coatings for Prefinishing
- Architects
- LBM wholesalers and retailers
- Independent machine coaters
- Home builders
- Home owners
- Perfect primers
- Colorful, durable topcoats
- Specialty waterborne topcoats
- Solid color finishes
- Semi-transparent exterior finishes
- Semi-transparent latex stains
- Semi-transparent alkyd stains
- Specialty weathering stains
Find out more
For more information complete our contact form ›› or find your regional contact below:
Regional Headquarters
Asia Pacific
+86 022 6620 6109 (China)
+65 68082527 (ROA)
Europe, Middle East and Africa
+44 7876 506809
Latin America
+0 800 701 77 22
North America (US & Canada)
1-888-774-2001
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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TimberTips is a weekly video series highlighting information worth knowing about lumber products and projects. From product reviews and comparisons to installation tips and home tours, our goal is to keep you informed on what’s out there and how you can use it on your next project.
Watch the video here:
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.