Liquid Membrane

Georgia-Pacific has launched DensDefy Liquid Barrier, a fluid-applied, air- and water-resistive barrier.

Specialty Yard Builds Its Business on Redwood

REDWOOD HAS BEEN a favorite material for generations of builders.

Olson on Sales: Stealing Is Legal

“I don’t have to be that smart. I just have to be smart enough to steal ideas from smart people.”

NELMA Launches Comprehensive New Website

ONCE UPON A TIME, in a land far, far away, the accepted business model was to maintain multiple websites with vanity URLs in order to broaden online informational reach.

Get a Grip

KNIPEX Tools’ new TwinGrip Pliers are the industry’s only slip joint pliers with a five-adjustment push-button. 

Hancock Lumber Adding NH Dealer

Hancock Lumber, Casco, Me., will acquire Winnipesaukee Lumber.

Online Tool Opens Up New Doors

Simpson Door Co., McCleary, Wa., launched a new Find A Door interactive selection tool.

Humboldt Taps Global Sales Agent

Aspen Pacific Industries, Vancouver, B.C., has been named the exclusive international sales agent for Humboldt Sawmill and Allweather Wood.

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In the magazine

SLB, USDA Intensify Promotion of Wood Products

The Softwood Lumber Board has signed a Memorandum of Understanding.

BFS Adds Apollo Software

Builders FirstSource has purchased the Apollo software platform from bankrupt CLT manufacturer Katerra for $4.5 million.

Uncertainty Runs High in Volatile OSB Market

After reaching historic highs in June, the price of OSB began to drop through the summer.

Liquid Membrane

Georgia-Pacific has launched DensDefy Liquid Barrier, a fluid-applied, air- and water-resistive barrier.

Specialty Yard Builds Its Business on Redwood

REDWOOD HAS BEEN a favorite material for generations of builders.

Olson on Sales: Stealing Is Legal

“I don’t have to be that smart. I just have to be smart enough to steal ideas from smart people.”

NELMA Launches Comprehensive New Website

ONCE UPON A TIME, in a land far, far away, the accepted business model was to maintain multiple websites with vanity URLs in order to broaden online informational reach.

Get a Grip

KNIPEX Tools’ new TwinGrip Pliers are the industry’s only slip joint pliers with a five-adjustment push-button. 

Hancock Lumber Adding NH Dealer

Hancock Lumber, Casco, Me., will acquire Winnipesaukee Lumber.

Online Tool Opens Up New Doors

Simpson Door Co., McCleary, Wa., launched a new Find A Door interactive selection tool.

Humboldt Taps Global Sales Agent

Aspen Pacific Industries, Vancouver, B.C., has been named the exclusive international sales agent for Humboldt Sawmill and Allweather Wood.

HPM Celebrates Centennial

HPM Building Supply, Hawaii’s local, fifth-generation, family-founded building industry retailer, manufacturer, and supplier, is celebrating its 100th year anniversary in 2021.

Modesto Yard Fire Ruled Arson

Arson has been determined as the cause of a June 18 fire that caused approximately $2 million in damages to American Lumber Co., Modesto, Ca.

Self-Adhesive Air/Water Barrier

Henry Blueskin VP100 is a self-adhesive air and water barrier that seals out air gaps

Ace Adding Central California DC

Ace Hardware Corp. will open a new Retail Support Center (RSC) in Visalia, Ca.

Roseburg Shakes Up Western Plants

As part of a restructuring of its western operations, Roseburg will launch a multi-million dollar investment in new technology at facilities within the region, while shuttering its particleboard plant in Dillard, Or.

The Secrets to Big Fish Selling

A BIG FISH is anyone who is of a higher stature than you normally play with, and if you land them, it will move you into a whole new level of clientele.

Lumber Handler

Mitsubishi Logisnext Americas has launched the Cat 3,000 – 7,000 lb. hydrostatic internal combustion (IC) forklift series.

NH Chain Adds 2 Friends

Arlington Coal & Lumber Co. of Massachusetts has agreed to purchase the assets and real estate of two-unit Friend Lumber Co., Hudson, N.H.

Walpole Touches Down at New Patriot Place HQ

The completely renovated 9,300-sq. ft. space will house Walpole’s corporate offices, as well as a state-of-the-art retail showroom—allowing for an environment of shared thinking and integration across all company departments.

Russin Acquires Factory Finishing Equipment

Russin Lumber, Montgomery, N.Y., has purchased the production assets of Golla Enterprises, a factory finisher formerly located in Toms River, N.J.

Enhanced Aluminum Railings

Fortress Building Products’ Al¹³ PLUS aluminum railing system features code-driven enhancements and an innovative bracket system that addresses common challenges on large commercial projects.

FCTG Acquires Industrials Business

Forest City Trading Group has agreed to acquire the assets of Lake Oswego, Or.-based Affiliated Resources, Inc., a manufacturing, marketing, sales and distribution company specializing in the design, production and sale of proprietary branded wood steel and plastic products.

Martco Adding Second OSB Mill in Texas

Martco LLC’s Texas subsidiary, Corrigan OSB, will construct a second oriented strand board manufacturing facility near its current, state-of-the-art OSB plant in Corrigan, Tx.

Dealer Profile: Indiana’s Petersburg Hardware

When Petersburg Hardware held a Grand Opening for its new location in 2016, 2,000 people lined up at the doors... not bad for a town of 2,500 in the middle of nowhere, Indiana.
It’s a far cry—and a far distance—from Indianapolis, which owners Dennis and Sherry Bishop were looking to leave in order to raise their kids in a less-hectic environment.

Looking Inward Before Looking Outward

COVID-19 had an impact on how companies do business, and Portland-based Patrick Lumber was certainly no exception. The company’s forward-thinking mindset, however, is credited with helping it to meet the challenges of the pandemic head-on and priming it for a future beyond the pandemic.

Prep for a Successful Field Visit

There are important questions to consider when we discuss channels and actual customers. Whether you are a manufacturer selling to and through a channel, are a distributor (in the channel) selling to a retailer (an extension of the channel) or are the retailer selling to the end user, you should be able to find some useful tips in this article.

Global Lumber Supply to Shift

Softwood lumber has been in high demand in the U.S. and Europe throughout 2021. The limited supply resulted in temporary price surges to record high levels during the spring, followed by substantial declines in early summer.

Culpeper Adds Maryland Plant

Culpeper Wood Preservers, Culpeper, Va., has acquired Eden Wood Preserving and Coastal Wood Industries in Fruitland, Md.

Nation’s Best Buys Into Arkansas, Northwest Florida

Nation’s Best, Dallas, Tx., has purchased two independent dealers—Hipp Modern Builders Supply in Mountain View, Ar., and Panhandle Lumber & Supply in Bonifay, Fl.

SPI To Acquire Seneca

Sierra Pacific Industries, Anderson, Ca., has agreed to acquire Seneca, Eugene, Or., and affiliates, combining two complementary, family-owned forest products businesses with strong historical roots on the West Coast.

US LBM Adds 5 More Yards

US LBM has acquired three more businesses, North Georgia Building Supply and two-unit Junior’s Building Materials in Georgia and two-unit Massey Builders Supply in Virginia.

Ultra-Resistant MDF

Roseburg Forest Products’ new Armorite Exterior MDF is a no-added formaldehyde MDF panel treated with a proprietary biocide to resist moisture, rot, decay and insects, including Formosan termites.

White Cap Sells Contractors’ Warehouse Division

White Cap Supply, Atlanta, Ga., has sold its 14-unit Roseville, Ca.-based Contractors’ Warehouse business to an undisclosed buyer.

Home Depot Expands in Digital

Google Cloud and Home Depot have extended their multi-year cloud partnership to expand on the retailer’s digital transformation and provide customers with enhanced shopping experiences by blending physical and digital environments.

5 Simple Social Media Tips for Construction Industry Professionals

When someone starts searching for a new contractor or company to work with for a building project, what is the first thing they do before hiring them? They Google the business, read reviews, visit the company’s website, and skim its social media pages. In today’s digital world, and in our visual industry, it is only becoming more important to keep up with your business’s social media channels.

The Evolution of Gypsum Wallboard

Gypsum boards. One of our greatest building products and the perfect solution for interior and exterior use in various iterations. But what do you know about them? They are certainly not a new product, traced back to the United Kingdom in the 1880s. Why are they important now?

Nylon Siding Clips

Nova USA Wood Products has expanded its line of rainscreen siding clips with a new ExoClad QuickClip designed with 6/6 ballistic grade nylon.

The Wonder of Lumber

When reflecting on lessons learned from the pandemic, there were a number of angles I could take for this article. How did our company react in the initial months of the pandemic? How has remote work affected our team culture? What are we doing to navigate the resulting rise in lumber prices and supply constraints?

Bon Tool Acquires Plank-Ti

Bon Tool Co., Gibsonia, Pa., has acquired the operating assets of Plank-Ti, Inc. of Waynesboro, Va., manufacturer of Plank-Ti banding for scaffold planks.

Olsen on Sales: Differentiation

“What if I’m not funny?” some of you are asking. Two things. Buy a joke book; dumb humor is funny—believe me, I know. I’ve been using dumb humor for years. Just trying to be funny is funny and helps others relax, so go for it.

Yellawood Stain & Sealer

YellaWood Protector semi-transparent stain and clear water repellent sealer provide long-lasting, rich color and superior protection.

Dealer Profile: Michigan’s Gemmen’s Ace Hardware

Al Gemmen might be a little surprised—and maybe more than a little startled—had he lived to learn that the store he founded in Hudsonville, Mi., in 1955 would, 65 year later, be named one of the “coolest” in Ace Hardware Corp.’s vast family.

What Dealers Should Know About Selling Open-Joint Cladding Systems

Open-Joint cladding systems are growing in popularity—but they require a slightly different approach to the walls behind them.

How to Select & Specify Cross-Laminated Timber

Cross Laminated Timer (CLT) is a prefabricated, solid engineered mass timber panel. CLT is manufactured with kiln-dried lumber boards or structural composite lumber (SCL) laminated in alternating directions and bonded with structural adhesives to form a solid, straight, rectangular panel.

Twin Powers

Metabo HPT has expanded its MultiVolt System for its lineup of cordless pneumatic tools.

Coos Bay Sawmill Auctioning Wares

Industrial Asset Recovery Group (IARG) will hold an online auction to sell equipment from the former Georgia-Pacific mill in Coos Bay, Or.

US LBM Acquires Arizona’s Home Center Supply

US LBM has acquired Home Center Supply, a specialty building materials supplier in central Arizona. Home Center Supply will join US LBM’s Arizona-based R&K Building Supply and operate under the R&K brand.

PrimeSource to Acquire Wolf

Distributor PrimeSource Brands, Irving, Tx., announced today that it has signed a definitive agreement to acquire Wolf Home Products, York, Pa., from affiliates of Tenex Capital Management.

BFS Buying Software Firm

Builders FirstSource, Dallas, Tx., has entered into a definitive agreement to pay $450 million to purchase WTS Paradigm, LLC, a software solutions and services provider for the LBM industry.

Deck Builders Gear up for First Annual Symposium

The first annual Deck Specialist Symposium is rapidly approaching on July 7-8. The free two-day all-virtual event will feature presentations from renowned builders, and attendees will have an opportunity to gain valuable knowledge and win awesome prizes.

Pella Cashing in on E-Commerce for Doors, Windows

In addition to its more than 200 retail showrooms across the country, Pella is now direct-selling windows and doors to homeowners online. The new e-commerce capabilities offered on Pella.com allow consumers to customize options, view prices, and then purchase replacement windows and patio doors—reportedly a first for a national window and door manufacturer.

Cornerstone Selling Insulated Metal Panels Business to Nucor

Cornerstone Building Brands, Cary, N.C., has entered into a definitive agreement to sell its Insulated Metal Panels (IMP) business to Nucor Insulated Panel Group for $1 billion in cash. The deal, expected to close in the second half of 2021, includes products sold under the Metl-Span and CENTRIA brands.

Costello’s Ace Buys into Virginia

Costello’s Ace Hardware has purchased Rankin’s Hardware, a three-location True Value Hardware chain in northern Virginia. Costello’s Ace now operates 41 locations in New York, New Jersey, Maryland and now Virginia.

New Infills for Commercial Railings

Two new infill options—mesh and glass inserts—have been added to Trex Commercial Products’ Signature aluminum railing line, joining traditional picket-style.

Canfor Building Louisiana Sawmill

Canfor Corp. will invest $160 million to build a new state-of-the-art sawmill near DeRidder, La. The facility will have an annual production capacity of 250 million bd. ft. on a two-shift basis and will directly employ about 130.

Huber to Build 6th OSB Mill

Huber Engineered Woods, Charlotte, N.C., will build a new OSB facility in Cohasset, Mn., to increase the company’s production of ZIP System and AdvanTech structural panels.

Customized Stair Part Collections

Crown Heritage Stair Co. has introduced its latest collection concept: Design Your Own customizable stair parts, beginning with Design Your Own Primed Newel Posts with stain grade cap and trim options.

Spahn & Rose Lumber Co. to Acquire Metro Building Products

Spahn & Rose Lumber Co., Dubuque, IA., has entered into an agreement to purchase Metro Building Products, Marietta, GA. The company has no plans to change Metro Building Products' name, marketing focus or local management.

Dealer Profile: Southern Lumber & Millwork

Nobody thought about lumber in the beginning. Back in 1940, Herman Albrecht Jr., a vocational school shop instructor, used his backyard garage as a workshop for woodworking commissions from friends and neighbors.

LBM Dealers Move Quickly to E-Commerce

Prior to the pandemic, there were a limited number of LBM companies with e-commerce sites, as most felt a basic web presence was sufficient.

Wall Upon Wall of Glass

Weather Shield’s new VUE Collection aluminum windows and patio doors feature ultra-thin frames and large expanses of glass to maximize views.

Dealers Clamor for Portable Stacking Racks

Portable stacking racks for millwork and other building materials are not new, but over the last two years—and particularly the last two months—demand for the storage devices among dealers has gone through the roof.

Interfor Adding 4 G-P Mills

Interfor, Burnaby, B.C., has agreed to purchase four sawmills from Georgia-Pacific Wood Products: Bay Springs, Ms.; Fayette and DeQuincy, La.; and Philomath, Or. The $375 million price tag includes working capital.

Customized Stair Part Collections

Crown Heritage Stair Co. has introduced its latest collection concept: Design Your Own customizable stair parts, beginning with Design Your Own Primed Newel Posts with stain grade cap and trim options.

The Rise of Web-Based Apps

Along with mobile applications and APIs, web-built computer software has risen in popularity in recent years, with web apps replacing desktop apps to become a powerful business tool. 

Leaving the Pandemic Better Than Before

When the COVID-19 pandemic blew up, we at Snavely Forest Products knew that sitting passively by in hopes the crisis would work itself out wasn’t a realistic solution. Hope is not a plan!

Katerra Suddenly Shuts Down

Mass timber giant Katerra, Menlo Park, Ca., is abruptly shuttering its operations. Founded in 2015, the CLT manufacturing and construction firm had raised about $2 billion from investors.

Easy on the Knees

The ToughBuilt GelFit Stabilizer Knee Pads redefine how professionals use their knee pads. The patented, rock-steady kneepad system allows the Stabilizer SnapShell to be removed entirely or interchanged with other SnapShells to create the exact kneepad you want for the job.

WFP Rolls Out New Product Brands

Western Forest Products, Vancouver, B.C., is launching a new strategy of marketing WFP-branded products, making it easier for end-users to specify and purchase the products through their distribution partners. The rollout, covering all of WFP’s finished products, includes WFP Truestyle decking, paneling, trim & fascia, soffits and siding; and WFP Coast Timbers.

Olsen on Sales: Conquering Sales Fears

Sales is not an intellectual endeavor. All of my students have more than enough intelligence to do their job. The reason some do better, faster than others is because they conquer their fears faster. What are the “fears” that hold salespeople back?

TAL Expanding to Idaho, Montana with Acquisition

Eleven-unit TAL Holdings LLC, Vancouver, Wa., has agreed to acquire Badger Building Center, with yards in Post Falls, Sagle, and Bonners Ferry, Id., and Kalispell, Mt.

Builders FirstSource Purchasing Alliance

Builders FirstSource, Dallas, Tx., has entered into a definitive agreement to acquire Alliance Lumber parent Cornerstone Building Alliance SW, LLC, the largest independently operated supplier of building materials in Arizona.

US LBM to Acquire American Construction Source

US LBM has reached an agreement to acquire American Construction Source, Springfield, Mo. Adding ACS’s 70+ locations will increase US LBM’s holdings to nearly 400 facilities nationwide.

Cabana X

Cabana X by StruXure is an outdoor cabana system that can be personalized to any homeowner’s backyard needs. The system features motorized adjustable louvers, controlled LED lights, and an app feature. With only a few clicks, the cabana will be shipped and installed.

EWP Specialist Adding DC

Eastern Engineered Wood Products has broken ground on a new distribution center on 32 acres near Keysville, Va. Construction will be completed later this year and the facility will consist of office space, cutting buildings, a drive-through storage building, and vertical racking.

Eastern White Pine Manufacturers Unite

Robbins Lumber, Searsmont, Me., has acquired Limington Lumber Co., East Baldwin, Me., a second-generation manufacturer of eastern white pine.

Getting Down to (Essential) Business During the Pandemic

Remote work was the saving grace for many businesses when COVID-19 hit, but it wasn’t an option for everyone in the forest products industry. At Robbins Lumber, for example, keeping our Searsmont, Me., sawmill up and running meant the vast majority of our team needed to be onsite—myself included. 

IFG Updating Log Turn Tech

This fall, Idaho Forest Group, Athol, Id., will update its log turn technology to USNR’s Precision Geometric Log Rotation (PGLR) system. The existing system is USNR’s predecessor to the PGLR. While it has improved recovery it’s now time to move to an advanced scanning and optimization platform.

Prefab Polyiso Roof Insulation

Atlas Roofing Corporation’s new SureSlope prefabricated tapered roofing products effectively reduce standing water, while minimizing jobsite waste, labor, fabrication and installation time.

Olsen on Sales: Yes, No, Maybe So

Many Sellers spend their lives presenting product and waiting for the customer to decide. At every “Y in the road” in the sales process, they are passive participants, waiting for the customer to give them an order without asserting any influence on the decision. 

Cameron Ashely Scoops Up Reserve Supply of Central NY

Cameron Ashley Building Products has acquired lumber dealer co-op Reserve Supply of Central New York, Syracuse, N.Y.

Decking Preferences Vary by Region

As families continue to invest in their outdoor living spaces, we see several trends emerging from different regions throughout North America. Across our network of dealers and Wolf PRO contractors, we looked at what’s trending this season.

Now Is the Time to Build Your Best Team

WHEN I ASSUMED the role of NAWLA chair, my goal was simple: reminding each of our members how NAWLA brings value to their companies and employees. But I also aimed to ensure NAWLA spreads the word about how each and every one of us—whether NAWLA members or not—should be proud to work in this industry and to never forget how we stood tall in a year when many other industries struggled.

Heavy-Duty IC Lifts

Mitsubishi Logisnext Americas is rolling out its new 22,000 – 40,000 lb. capacity internal combustion pneumatic tire forklift series. 

Michigan Dealer Serves as Co-op’s Prototype

It's perhaps an  unlikely place for $4-billion-a-year co-op Do it Best Corp. to unveil the prototype for its compelling new store design program: small-town Vassar, a dot on the mitten-shaped map of Michigan, nestled in the fold where the thumb meets the hand.

Do it Best Introduces New Store Design

The new Vassar Building Center in Vassar, MI., marks the introduction of Do it Best’s exciting new store design program.

WFP Rolls Out New Product Brands

Western Forest Products, Vancouver, B.C., is launching a new strategy of marketing WFP-branded products, making it easier for end-users to specify and purchase the products through their distribution partners.

Stimson Upgrades Planer Mill

Stimson Lumber, Gaston, Or., is updating its planer mill trimmer line with advanced technology from USNR. The existing auto-grading system is outdated and doesn’t meet today’s standards for grade accuracy or recovery.

Elite Cedar Siding

Coastal Forest Products has added bevel siding, trim and patterns to its Elite Western Red Cedar siding offering. Known for its exceptional quality, the Elite line-up will continue to include its popular prefinished WRC shingle products.

Composites Key In On Cladding

For years, home designers have been specifying the use of hardwood decking as exterior cladding. Now composite decking manufacturers want a piece of the action, extending their warranties to cover cladding applications or introducing new products similar to their decking but configured with a rainscreen for moisture protection, specifically so it can be used as cladding.

New Owner for Idled C&C Mill

Quesnel Investment Corp. has sold the mill operation assets of the bankrupt C&C Wood Products Co., which it bought in 2020, to Kandola Forest Products, a Williams Lake forestry company.

RoyOMartin Expands Capacity for Eclipse OSB Radiant Barrier

RoyOMartin is adding a new production line for Eclipse OSB Radiant Barrier at its Corrigan, Tx., facility.“ As always, RoyOMartin strives to be on the cutting edge, increasing production to meet the growing demand of our products,” said Bobby Byrd, director of sales.

NewLife Christens Arizona Sawmill

NewLife Forest Restoration and its operating entity, NewLife Forest Products, held a ribbon-cutting event with city officials and state representatives to officially mark the start of operations for its new 425,000-sq. ft. sawmill and remanufacturing facility in Bellemont, Az.

Customer Service and Communication

When we began our remodeling careers over 30 years ago, we quickly learned that doing good work wasn’t enough to guarantee a smooth project or a satisfied customer.We learned that quality craftsmanship and top materials are essential, but of equal importance is the overall customer experience.

Interest in Fire-Retardant-Treated Wood Heats Up

The record wildfires of 2020 have sparked significant interest in fire-retardant-treated wood products. Visits to the FireResistantWood.org website nearly doubled last year, as people turned to the web to find out more about fire retardants. The website is maintained by Western Wood Preservers Institute (WWPI), which represents treaters in the West who produced fire-retardant-treated wood.

Termite Infestation Is Increasing, Protection Is Improving

During the early 1970s in suburban Chicago, homeowners were introduced to Wolmanized pressure treated wood during a test market to see if do-it-yourselfers would be interested in building their own decks. Thus began the outdoor living revolution.

Dealer Profile: Simonson Lumber

As a little kid, Richard Hobbs had big plans. “When I grow up, I want to be a Senator,” he told his mother. As second-generation co-owner with her husband of Simonson Lumber, today headquartered in St. Cloud, Mn., she delivered the verbal equivalent of a slap up the head: “So everything Grandpa Nels worked for would be wasted?”

Healthy Insulation

Owens Corning Pure Safety High Performance Insulation is the first insulation of its kind to be scientifically tested and identified as a consumer product more suitable for people with asthma and allergies.

MFM Undertakes Large Expansion

Marking its 60th anniversary, MFM Building Products has broken ground on a significant expansion project at its Coshocton, Oh., headquarters and manufacturing complex.

TAL Buys Mount Vernon Building Center

Ten-unit TAL Holdings, Vancouver, Wa., has agreed to purchase Mount Vernon Building Center, Mount Vernon, Wa., from Kevin Kok. After a transition period, Mount Vernon Building Center will begin operations as part of the TAL family of companies on April 19. Kok will stay on to manage the store’s daily operations.

Hancock Purchases Maine Lumberyards

Hancock Lumber Casco, Me., is acquiring Lapointe Lumber, a fourth-generation independent building materials supplier that’s operated in Augusta and Gardiner, Me., since 1947.

Russin Plans Finishing Plant

Russin has broken ground on a state-of-the-art factory finishing operation across the street from its main distribution center in Montgomery, N.Y. Called “RFF” for short, Russin’s factory finishing operation will continue to provide the market with industry-leading wood priming, top-coating and staining services for customers in its 13-state trading area.

What Doesn’t Kill Your Business Makes It Stronger

NAWLA had just wrapped up its Leadership Summit early last March when the significance of the COVID-19 outbreak slammed home. Attendees had no idea then, but that would be the last in-person industry gathering for the foreseeable future.

Peel & Stick In-Floor Heat

The only peel-and-stick, primerless, cut-to-fit, ground wired in-floor heating system in an ultra-thin profile has been introduced by Protecto Wrap. Peel & Heat Cutting Edge’s length can be cut down to fit the room’s layout right out of the box with no dry or curing time needed.

LP Converting Maine OSB Mill

Louisiana Pacific Corp. is investing $150 million to convert its LP Houlton, Me., OSB mill to begin manufacturing SmartSide engineered wood strand siding. Within the coming year, the facility will cease manufacture of laminated strand lumber products for its EWP division and in 2022 will begin SmartSide production.

Raise Your Margins with Value-Added Treated Wood

All pressure treated lumber is not equal. Beyond preservative type and retention level, wood preserving companies are increasingly adding “extras” to their treatments to make their products more durable and more attractive.

Olsen on Sales: Partner or Adversary?

If we ask 100 salespeople, “What kind of seller are you?” most of them will say, “I’m a relationship seller.” My question is, “What kind of relationship and what are you doing to make that happen?”

RP Acquires Farm & Ranch Chain

R.P. Lumber Co., Edwardsville, Il., has agreed to purchase the assets of the Stock+Field family of stores and plans to begin operations under new management this month. The stores will retain the Stock+Field name, and the new owners will seek input from employees and the communities they serve as they plan for the future of the brand.

Drill & Plug

Envision Building Products now offers the Pro Plug Hidden Fastening System for use with all full-profile deck boards and colors. Made by Starborn, Pro Plug allows installers to face-fasten deck boards while eliminating visible screw heads and holes.

US Fence Parts with Binford Supply

U.S. Fence Solutions Co., a portfolio company of investment firm Building Industry Partners, has sold Binford Supply to Fencing Supply Group. FSG is a new investment platform focused on building a group of leading independent fencing distributors, and is an affiliate of The Sterling Group, a private equity firm based in Houston, Tx.

Big Creek Creates Forestry Scholarship

In 1946, Big Creek Lumber, Davenport, Ca., was founded by brothers Bud and Lud McCrary through a combination of hard work, ingenuity, a foundation in the skilled trades, and a passion for sustainable forestry.

DW Enlarging Millwork Operations

DW Distribution, DeSoto, Tx., is expanding its millwork operations with the addition of a new door unit production facility.

Assessment Increases for Softwood Checkoff

The assessment for the Softwood Lumber Checkoff has increased from 35 cents to 41 cents per thousand board feet, effective April 1. The Softwood Lumber Board, which administers the program with oversight by the USDA, says the additional funds will allow it “to build on its success in maintaining and expanding markets for softwood lumber.”

Mighty Miter Saw

Designed with a powerful brushless motor, the new RIDGID 18V 7-1/4” Dual-Bevel Sliding Miter Saw delivers more runtime, more power, and longer motor life.

Weyco Buying Alabama Timberlands

Weyerhaeuser Co. has agreed to purchase 69,200 acres of high-quality Alabama timberlands from Soterra, a subsidiary of Greif, Inc., for approximately $149 million.

Olsen on Sales: Selling Without the Wood

How can I sell when I can’t find anything to sell much less what my customers are looking for? This is the number one comment from my students (since about March of 2020) when we talk about challenges.

NAWLA Special Series: Kicking Up Service During the Pandemic

I was making my way back from the NAWLA Leadership Summit 2020 in March of last year when the COVID-19 pandemic got real, at least for me. Ironically, many of us at the event were downplaying the virus, not realizing the magnitude and gravity it would take on.

200 Years of Redwood

Archeology tells us that the human species made use of wood even prior to homo sapiens. The oldest recorded wood tool is a spear made of yew dating back 400,000 years. Our use of wood has dramatically expanded despite mankind’s transition to urban existence.

Snap’n Lock

Titan Building Products’ Snap’n Lock Baluster Kits are designed to install faster, allowing for a convenient and more efficient installation process.

WRC EWP

Engineered wood products have been on the market since the introduction of plywood in the1930s, and more recent innovations such as CLT, glulam and laminated veneer lumber that allow for longer spans and taller walls are now competing with construction materials such as steel and concrete, and are seeing an increase in usage in both low and mid-rise buildings.

Pleasant River Expands Retail, Acquires Manufacturing

Ware-Butler Inc., the five-unit Maine dealer acquired late last year by Pleasant River Lumber, is adding a new location this summer in Greenville, Me.

Neiman Restarts Gilchrist Mill

Neiman Enterprises is improving systems as it restarts Gilchrist Forest Products in Gilchrist, Or. Neiman recently acquired this mill from Interfor, with plans to revive the site and inject capital to improve systems and tailor the site for their line of products.

Westervelt Completes New SYP Mill

On March 5, the completion of Westervelt Lumber’s Thomasville, Al., mill was celebrated, as the first load of lumber left the facility, purchased by Great Southern Wood Preserving.

Southern Cypress Putting in Work in Home Offices

Say what you will about the ongoing pandemic, but valuable lessons have been learned. First, the wood industry is essential business. Second, working from home is no longer a pipe dream for many in the American workforce.

Dealer Profile: Maine’s Lumbery

The light bulb moment occurred when Mike Friedman ran out of space. Mike had launched a home-repair business in Portland, Me., in 2005, which, as he reports, “grew-grew-grew.

Roseburg Adds SFI Certification

Roseburg, Springfield, Or., is pleased to announce the addition of Sustainable Forestry Initiative (SFI) certification for select products manufactured at its Oregon and California facilities.

SYP Mill Ready for Upgrade

Harrigan Lumber in Monroeville, AL., is investing in a sawmill trimmer line to ramp up its production. Harrigan's operation is a dimensional lumber mill, and the new trimmer line is designed to operate at 150 lugs per minute. 

Woodsier PVC

Versatex Building Products has added two new shades to its maintenance-free Canvas Series PVC for porch ceilings, soffits and accent walls.

Real Wood Look in a TFL

Roseburg has partnered with printing specialist Schattdecor to expand its popular Duramine collection. New technology delivers both a matte and a gloss finish with an optically synchronized visual effect that is always in register.

Bonus Builds Shed Light on Home Project Trends

For the residential building sector, the COVID-19 pandemic has reinforced the old adage that a homeowner’s work is never done. People across the country have spent extra time at home tending to projects they have been putting off for weeks, months and maybe even years. 

Cable Vision

RDI by Barrette Outdoor Living is expanding its Avalon Aluminum Railing product line with the addition of horizontal cable rail. The Avalon cable rail system is a total solution including a comprehensive range of posts, beams, cables and fittings in multiple sizes and lengths.

UFP Acquiring Spartanburg Forest Products

UFP Industries subsidiary Sunbelt Forest Products Corp., Bartow, Fl., signed an agreement to purchase the net operating assets of Spartanburg Forest Products, Greer, S.C., and its affiliates.

Montana’s Massa Picks Up Pair of Idaho Lumberyards

Allied Builders Supply, Challis, Id., and Lemhi Lumber, Salmon, Id., have been purchased by Jeff and Deanna Wolfe, the owners of Massa Home Center, Hamilton, Mt.

Nationwide Adds Security Hardware Firm

Nationwide Industries, a leading supplier of specialty hardware in the fence and gate, railing, and patio market, has acquired security/gate hardware manufacturer LockeyUSA, Mt. Pleasant, Mi. Lockey’s product portfolio includes keyless locks, hydraulic gate closing hardware, and panic hardware.

The APA Panel Trademark Explained

The APA trademark provides a lot of useful information for builders and specifiers. APA trademarked panels are suitable for a variety of end uses including subflooring, single-layer flooring, wall and roof sheathing, ceiling/deck sheathing and more.

The Power of Gratitude in the Selling Profession

It has been a difficult and, at times, borderline impossible year. But for those of us who sell for a living, there is so much to be grateful for.

Change at the Top at Collins

TJ Rosengarth, former president of Northwest Hardwoods, has been named the new president and CEO of Collins, Portland, OR., effective Feb. 15

Visualizer Tools Help Close Siding Sales

Customers no longer have to be encouraged to “just imagine how great” new siding and trim will look. Color visualizers let them see for themselves.Interactive exterior house color visualizers let individuals experiment with different siding and trim options with the click of a button.

Campaign Seeks to Lure New Talent to Wood Products Industry

The Wood Industry Resource Collaborative has launched a new industry-wide career awareness campaign, “You Wood,” to communicate wood industry career pathways and attract new talent.

Interfor Purchasing SC Mill

Interfor Corp., Vancouver, B.C., has agreed to acquire WestRock Co.’s sawmill located in Summerville, S.C., for $59 million. Last year, the mill produced 125 million bd. ft. of lumber. 

Dealer Profile: Indiana’s PC Home Center

All of those self-help gurus advise us strivers to learn a new word a day. Well, today is Monday, and my new word is Kentuckiana. It’s the location of PC Home Center, based in New Albany, In.—right across the Ohio River from Louisville, Ky. (Get it?) “I can look out my window and see the city skyline right now,” declares owner David Stemler.

Deflector Screws

Simpson Strong-Tie’s Strong-Drive SDPW Deflector screw line of fasteners is designed to connect non-load-bearing, full-height partition wall top plates to trusses or joists while allowing for vertical movement.

Olsen on Sales: It’s Emotional

The human animal is 99% emotional. We decide with our hearts and then justify our decisions with our “logical” brain.

Don’t Forget Fencing: Stocking Strategies for Growing Profit Margins

Against the backdrop of today’s fickle economic landscape, one thing holds true: Americans are spending more time and money than ever before commissioning building professionals to create design-centric outdoor living spaces.

Entry First

TruStile has introduced its first entry door collection. The Wood Entry Door Systems encompass a wide selection of door, sidelite and transom combinations, including modern, traditional, coastal or craftsman styles.

Home Depot Expanding in Pasadena

Home Depot has begun hiring for a new home center now under construction in Pasadena, Ca.

US LBM Adds in Delaware, Twin Cities

US LBM has added two new businesses to the fold—its first roofing and siding location in Delaware and a truss plant in Minnesota.

More Power

DeWalt has integrated FlexVolt Advantage Technology into four new 20V MAX* Brushless Tools—a 7-1/4” circular saw, 1/2” hammer drill/driver, reciprocating saw, and 4-1/2”-5” cordless grinder.

Nation’s Best Acquires NM Indie

Nation’s Best, Dallas, Tx., has acquired fellow Do it Best member BTU Do it Center, Las Vegas, N.M.

Milling Complex Coming to Arizona

Good Earth Power AZ through its operating entity, NewLife Forest Products, has acquired a 425,000-sq. ft. industrial manufacturing facility in Bellemont, Az., which they are converting into a 35-acre sawmill.

Exterior Product Trends for 2021: How is COVID-19 shifting preferences?

When the COVID-19 pandemic first took hold last spring, many builders, dealers, and manufacturers faced enormous uncertainties about whether they would be able to work and whether it would grind housing construction to a halt.

Benjamin Obdyke Launches Revamped Website

Benjamin Obdyke has relaunched its website with new features, eye-catching aesthetics, and enhanced functionality.

Longer, Groovier Decking

Expanding its popular Ridge Premium collection to meet market demand, Envision has added a new 20-ft. length square edge board and 16- and 20-ft. grooved edge boards. Square edge boards were already offered in 12- and 16-ft. lengths.

Arauco Certified Carbon Neutral

Arauco has become the world’s first forestry company to be certified as carbon neutral. Price Waterhouse Coopers audited the calculation process of the carbon capture by forests and its storage in forest products.

ACS Purchases Wisconsin Dealer

American Construction Source, Springfield, Mo., has acquired Builder’s Resource Group, Hudson, Wi. Serving customers for more than 15 years, Builder’s Resource Group operates a sales office and design center in Hudson and a distribution center in Woodville, Wi.

Colorado Dealer Settled into 2nd Yard

Front Range Lumber Co., Lakewood, CO., recently celebrated the first anniversary of its second lumberyard in Fort Lupton, CO. The new locations was needed, according to Front Range, “to add more space to our ever-growing mix of building materials.

Blue Book Now Offering Velocity Index

The Blue Book Network has launched The Blue Book Network Velocity Index, a new leading economic indicator for the construction industry. The Velocity Index measures the direction and magnitude of month-to-month changes in bidding activity in The Blue Book Network, accounting for seasonality.

Humboldt Sawmill Qualified to Enter European Carbon Sink Market

Through the production of biochar, a byproduct of its Scotia, Ca., cogeneration plant, Humboldt Sawmill has obtained a European Biochar Certificate, the first U.S. based company to do so.

Uniboard Adds New Distributors

Sierra Forest Products, Chicago Division, and Upper Canada Forest Products are now full- line distributors of Uniboard Canada’s TFL, HPL, particleboard and MDF panels.

Coatings Firm Garner-Gibson Acquired

Innovative Chemical Products has acquired Gardner-Gibson, Tampa, Fl., manufacturer of liquid-applied roof coatings, driveway sealers, and specialty paints.

ASTM Issues EPD for Freres’ Mass Ply Panels

Freres Lumber Co., Lyons, Or., has published its first Environmental Product Declaration for its Mass Ply Panel (MPP). Product specific information in this report was independently validated by the internationally recognized standards organization, ASTM International.

HDI Buys Aura Hardwoods

Hardwoods Distribution Inc. has, through its subsidiary Hardwoods Specialty Products US LP, purchased substantially all of the assets and assumed certain liabilities of Northern California distributor Aura Hardwoods for $12.7 million.

Developing Southern Pine Market through COVID-19

Fully embracing the virtual event trend, SFPA is working to keep members engaged as the association navigates through this unpredictable time.

Selling Our Opinion

One of the things that makes selling in the lumber market more interesting than just selling a product, is that the market moves, sometimes dramatically.

Culpeper Adds Massachusetts Plant

Culpeper Wood Preservers, Culpeper, Va., has acquired Bestway’s treating plant in Lancaster, Ma., which will now operate as Culpeper Wood of New England.

Deals Net US LBM 9 More Locations

Within days of each other, US LBM closed on two more acquisitions of large multi-location dealers—five-unit Gilcrest/Jewett Lumber Co. in Iowa and four-unit Jennings Builders Supply & Hardware in western North Carolina.

Dealer Profile: Kentucky’s Boone Kenton Lumber

Boone Kenton Lumber & Building Supply Co., of Erlander—in business for 101 years—is the oldest enterprise in the Kentucky town and the third-oldest lumberyard in the entire state.

Reinforced Underlayment

Boral Roofing has introduced Boral Ply 40, an SBS modified fiberglass reinforced underlayment/base sheet for tile, shingle or shake roofing.

Westlake Ace Readies #12 in California

Westlake Ace Hardware will open Ace Hardware of Livermore in early April in the former Orchard Supply Hardware location in Livermore, Ca. Remodeling begins early this month.

Capital Completes Move in Sacramento

Capital has relocated to an extensively remodeled distribution location in Sacramento, Ca. The new location offers eight paved acres and 90,000 sq. ft. of a combination of warehouse and office space.

A Positive 2021 Outlook

At the end of 2020, I had the privilege of moderating a virtual panel discussion with industry-leading executives for NAWLA Exchange, and hearing their lessons learned during the many disruptions of 2020.

Weather Worn Yet Precision Cut

With Sea Cliff, Eldorado Stone has added a bright, contemporary color palette to its European Ledge architectural stone veneer profile.

Have outside salespeople become obsolete?

This week, one of my clients asked me this: “Are outside salespeople obsolete?” He is the CEO of a distributor who specializes in automation equipment. He had just lost three field salespeople and was thinking about replacing them.

Olsen on Sales: One-Two Punch in Prospecting

Prospecting done well is challenging; done poorly, misery. To prospect correctly we must be prepared.

Building from the Ground Up

While the lumber industry offers a variety of opportunities at all different levels of organization, it’s also wide open if you’re ready to strike out on your own.

Lessons from Failure and Perseverance

For the last two years, I’ve run a $3-million-per-year solo consulting practice, but I have been out of money multiple times in my life. Today, I sell large six-figure consulting projects approximately once a month because that is all I can handle. But when I started doing this work, I was proposing (and getting rejected for) $7,500 projects.

Cold Brew

MoistureShield has introduced Cold Brew, a warm and inviting medium-roast brown with subtle color variegation, to its Vision capped composite decking line.

UFP Buying PalletOne/Sunbelt

UFP Industries, Grand Rapids, Mi., has agreed to purchase 100% of the equity in Sunbelt Forest Products owner PalletOne, Bartow, Fl., for $232 million through its UFP Industrial division.

US Lumber Buys Mid-State Lumber

U.S. Lumber Group, Atlanta, Ga., has agreed to acquire Mid-State Lumber Corp., Branchburg, N.J.

Dealer profile: Bliffert Lumber and Hardware

Back in 1904, North Side Lumber & Fuel Co. was launched to serve the building and heating needs of its Milwaukee neighbors. A young employee named J.P. Bliffert married the boss’ daughter, and, as they say, the rest is history.

Retailers Partner with Brands to Build Loyalty

The COVID-19 pandemic has impacted businesses across the globe, with live events and in-person interactions being hardest hit. For the bulk of the year, social distancing and virtual engagements have been the name of the game. With some retail stores shut down early in the pandemic, many brands found innovative and interesting ways to engage with their audiences.

Blinds Between the Glass

Blinds-between-the-glass are now available on Andersen’s A-Series gliding and hinged inswing and outswing patio doors.

Stora Enso OK’ed to Sell CLT into US

Stora Enso has received approval for producing and delivering CLT (cross-laminated timber) panels to the U.S. in accordance to the International Building Code and certified in compliance with the North American CLT standard ANSI/APA PRG 320-2019, Standard for Performance-Rated Cross-Laminated Timber.

Boral North America launches Kindred Outdoors and Surrounds

Boral North America has introduced Kindred Outdoors and Surrounds, an outdoor living products brand featuring a collection of outdoor kitchens and fireplaces, artisan fire bowls and indoor fireplace surrounds.

Eagle Roofing Spreads Wings in Florida

Eagle Roofing Products will expand its footprint in Florida, adding a second manufacturing plant for its subsidiary, Eagle Roofing Products Florida LLC.

Simpson Strong-Tie Steps Up in Minnesota

Simpson Strong-Tie has relocated its warehouse facility in Eagan, Mn., to a significantly larger facility in Inver Grove Heights, Mn.

US LBM Adds On in Connecticut

US LBM has acquired dealer Ridgefield Supply Co., Ridgefield, Ct. Founded in 1883, Ridgefield Supply operates a state-of-the-art 89,000-sq. ft. facility in Ridgefield, which is comprised of a lumberyard, warehouses, a hardware and paint store, window and millwork showrooms and an employee-training center.

Pleasant River Expands to Retail

Pleasant River Lumber Co., Dover-Foxcroft, Me., has entered the retail business with its acquisition of three-unit Ware-Butler Inc., Waterville, Me.

BMC to Acquire TW Perry

BMC Stock Holdings has agreed to acquire TW Perry parent company TWP Enterprises, Gaithersburg, Md.

Dealer Profile: Minnesota’s LumBros Solutions

This is A bro-mance now playing at a lumberyard near you—well, if you’re within viewing distance of Fargo, anyway: the same North Dakota town that lent its name to the iconic 1996 movie. LumBros Solutions is actually located in Detroit Lakes, Mn., a bedroom community, pop. 8,500, about 50 minutes east. But their reach extends with profitable daily runs to Fargo.

SRS Buys Ohio Distributor CC Supply

SRS Distribution has acquired three-unit building material distributor C.C. Supply, Barberton, Oh.

SFPA Announces Free Southern Pine Summit

The Southern Forest Products Association (SFPA) has announced the SFPA Summit, a free virtual event to take place on December 8. The Summit marks a new expansion to SFPA’s annual fall meetings, which have traditionally been only available to SFPA members.

HD Supply Returning to Home Depot

According to Home Depot CEO Craig Menear, “HD Supply complements our existing MRO (maintenance, repair & operations) business with a robust product offering and value-added service capabilities, an experienced salesforce that enhances the strong team we have in place, as well as an extensive, MRO-specific distribution network throughout the U.S. and Canada.”

Honsador Buys Kauai Truss Plant

CanWel Building Materials Group’s Honsador division has acquired the Vickers Island Truss’ truss design and manufacturing operation in Lihue, Hi. Founded in 1995, privately owned Island Truss is the only truss plant on Kauai.

Do it Best, Orgill Move Markets Online

Do it Best Corp. and Orgill are switching their spring markets to virtual events. Do it Best’s spring market will be held from March 7-19. “While we had to pivot quickly to move our fall market to an online format, it far exceeded expectations,” said Do it Best president and CEO Dan Starr.

West Fraser Buying Norbord to Create Lumber/OSB Giant

West Fraser Timber, Vancouver, B.C., is acquiring Norbord, Toronto, Ontario, in a $3.1-billion, all-stock transaction.

Investment Firm to Acquire US LBM

US LBM, Buffalo Grove, Il., has signed a definitive agreement for Bain Capital Private Equity to acquire a majority stake in the company. US LBM will continue to operate under the leadership of president and CEO L.T. Gibson and the current management team.

Forklift Batteries

V-Force Lead-Acid Batteries new from Crown provide a cost- effective forklift power solution for a range of duty cycles.

Protecting Wood Construction Against Fires Takes More than Surface Coatings

Record wildfires in the West have spurred increased interest in protecting structures against fire. Many believe the solution is to apply something to the wood in a structure to keep it from burning. The reality of effectively protecting wood against fire, however, is far more complicated.

Trex Teams up with Albertsons to Keep Plastic out of Landfill

Trex Company and Albertsons Companies have teamed up to recycle bulk pharmacy dispensing bottles to make decking material and divert plastic from landfills.

Atlanta Dealer Doubles Down on Decking

PMC Building Materials opened in Marietta, Ga., in 2008, just in time for the arrival of the biggest recession the country had seen in generations. To thrive, it would need a niche beyond that of a traditional full-line lumberyard. It opted to make decking its specialty, and added its first major display in early 2010.

Decking for Life

Lanai Outdoors has married the gorgeous look of hardwood flooring with the high performance of alternative decking to create Lanai Premium Plank Decking, a 100% pure PVC with a durable cap on all four sides.

A Good Living Equals Good Livin’

With nearly 20 years of HR experience in the wood products industry, I can professionally vouch for the wealth of opportunities available across the sector. As a female, I also can personally attest to the vast potential for women across the sector.

5 Simple Ways to Increase Selling

If you go to a taekwondo dojang, you will see all the students in a series of lines. The Master will be in front of the class, the highest black belt will be the first student on the right-hand side of the first line, the next highest black belt will be to their left.

Nation’s Best Buys Fort Wayne Chain

Dallas, Tx.-based Nation’s Best has purchased Connolly’s Do it Best Hardware & Rental’s five locations in Fort Wayne, In.

Boise Cascade Prepares for Production Cutback

Boise Cascade has issued a 60-day WARN Act notice to workers at its plywood facility in Elgin, Or., ensuring “that all employees are aware that mill production levels could be reduced on or about Jan. 1, 2021.”

Flexible Flashing

Benjamin Obdyke’s new HydroFlash LA. liquid-applied flashing simplifies the process of flashing rough openings, transitions and seams, as well as filling imperfections, penetrations, and geometrically difficult areas.

Lowe’s Bulking Up in the West

To meet growing demand for building products, Lowe’s Home Improvement Centers will invest $1.7 billion to update its supply chain—with much of the expansion centered in the western U.S.

Second-Hand Lumberyard Reopens in Flagstaff

After being closed for nearly nine years, E.R.I.C. Building Supply, Flagstaff, Az., has reopened with a new owner.

Vista Expands Distribution Networks with Snavely Forest Products

Vista Railing Systems Inc., is expanding its distribution network with the addition of Snavely Forest Product’s Liberty, NC branch. Snavely FP brings a 100-year tradition of service and marketing expertise to its customers. Snavely’s Liberty, NC branch, established in 1999, serves professional do-it-yourself retailers, home centers, and millwork manufacturers.

Remodeling Likely to Stay Strong

Moderate gains in homeowner spending for improvements and repairs are expected through much of next year as initial concerns of a possible pandemic-induced downturn have largely dissipated, according to the latest Leading Indicator of Remodeling Activity from the Remodeling Futures Program at the Joint Center for Housing Studies of Harvard University.

Modern and Functional Railing Accessories

ALX post extensions for hanging string lights, ALX Contemporary aluminum deck gate solutions, and ALX Contemporary continuous top rail brackets help deck builders and homeowners create personalized outdoor living spaces.

UFP Buys FRTW Developer

UFP Industries’ UFP Retail Solutions business segment has purchased the equity of Fire Retardant Chemical Technologies, LLC, Matthew, N.C.

Wilsonart Expanding TFL in West

Wilsonart Engineered Surfaces has broken ground on a new thermally fused laminate (TFL) facility in Klamath Falls, Or.

Green Bay Adds Marina Division

Green Bay Decking, Green Bay, Wi., has launched a new National Dock & Marina Division to service the growing demand for dock and marina-based composite decking.

New SYP Mill Coming to Mississippi

Mission Forest Products is building a sawmill in Corinth, Ms., capable of producing 250 million bd. ft. of southern yellow pine lumber a year.

Huttig Remixes Sacramento DC

Huttig Building Products is re-configuring its Sacramento, Ca., distribution center to meet burgeoning demand for its connector and specialty building products lines, particularly Huttig-Grip fasteners.

Pair of Levels

Bosch Power Tools has added two new lasers to its lineup: the Bosch GLL100-40G Green Beam Self-Leveling Cross-Line Laser and the Bosch GCL100-40G Green Beam Self-Leveling Combination Laser with Plumb Points.

Marmon Fastener Group Acquires Tenn-Tex Plastics

Based in Colfax, N.C., Tenn-Tex manufactures plastic injection molded parts for kitchen and bath cabinetry. It provides mounting brackets for drawer slides, shelf supports, corner braces, and related products to cabinet manufacturers, hardware distributors, and cabinetry dealers.

Dealer Profile: Michigan’s Alpha Building Center

If you haven’t heard of Shipshewana, In., in the corner of the state where it meets South Michigan, well, that makes two of us.

Stone Faced

STONEfaçade from CertainTeed is a stylish, easy-to-install product that faithfully replicates the look and feel of real stone with screw-in-place installation (no mortar necessary).

Build Margins on Power Tool Accessories

In the retailing and distribution of power tool accessories, what both consumers and the trade tend to refer to as “name brands” dominate the landscape. These brands have created significant consumer awareness through decades of advertising focused on their hand tools or power tools. They have then relied on the “branding halo” from those marketing dollars to indirectly translate to their power tool accessory offerings. 

Olsen on Sales: Beat-Around-the-Bush-It is

I work with many salespeople that are too tentative in their approach at every step of the sales process. This tentativeness is contagious. It infects the customer with a feeling of doubt, which causes them to hesitate and not buy. We, as salespeople, must accept our part in the process.

HPM Undertakes Big Expansion

HPM Building Supply is continuing one of the largest expansions in its 99-year history, which will include doubling its Oahu footprint, becoming Hawaii’s exclusive distributor for SCAFCO steel framing, and expanding its product selection to include CertainTeed acoustical ceiling panels and other commercial interior materials.

Manufacturers Reserve Supply Unveils New Branding

Manufacturers Reserve Supply has launched a new branding initiative designed to more accurately reflect who thecompany is today. The new design has been updated to be more relevant for today’s marketplace and the company’s currentcustomer base.

Roofing Maker Bets on Phoenix

Eagle Roofing Products is significantly increasing production capacity at its concrete roof tile manufacturing plant in Phoenix, Az.

Keep Cool on Top

Boral Roofing has introduced the Boral Steel Cool Roof System, a high-performance roofing solution designed to keep the home warmer in winter and cooler in summer.

Neiman Enterprises Buying Oregon Interfor Mill

Interfor Corp., Vancouver, B.C., has agreed to sell its specialty sawmill in Gilchrist, Or., to Neiman Enterprises, Hulett, Wy.

Learning from the Past, Preparing for the Future

When a fondness for carpentry and a knack for sales intersect, you either get (A) A lot of doors slammed in your face, (B) Too many contacts in your “log” book, or (C) A career in lumber trading that allows you to leverage two of your interests. Of course, the correct answer—at least in my case—is “C.”

Kodiak Purchases Component Company

Kodiak Building Partners is purchasing 65-year-old component fabricator/installer Carpenter Contractors of America, Pompano Beach, Fl., with primary locations in Winter Haven,  Fl.; Belvidere, Il.; and Fayetteville, N.C.

Georgia Treater Moves to UltraPole NXT

Viance, Charlotte, N.C., has reached an agreement with A Meredith Schneider Co. and William C. Meredith Co., East Point, Ga., to produce and distribute UltraPole NXT poles treated with DCOI to most U.S. markets using southern yellow pine poles.

Busy Beaver Readying Store No. 25

Pittsburgh-based retailer Busy Beaver will open its 25th store in Delmont, Pa., in May 2021. At 55,000 sq. ft., it will be one of Busy Beaver’s largest stores among its locations across western Pennsylvania, eastern Ohio, and northern West Virginia.

Alpine Builds New Colorado Lumberyard

Alpine Lumber is building a new 6-acre lumberyard in Silverthorne, Co., aiming for a late April opening. “This is kind of a missing link in the market for us,” said president Hamid Taha.

Metal Deck Framing Clip

CAMO’s new EdgeXMetal Clips provide a revolutionary way to fasten any grooved deck board on metal substructure. The new one-pass fasteners use the same technology as CAMO EdgeX Clips for wood framing.

Fortress Launches Deck Visualizer

Fortress Building Products, Garland, Tx., is providing customers with a simplified deck design and planning process with the launch of its new virtual outdoor visualizer, FortressView. The interactive 3-D platform guides users through the deck design process from start to finish, making it easy to bring dream outdoor living spaces from concept to reality.

Epicor Changing Hands

Epicor Software Corp. has been acquired by investment firm Clayton, Dubliner and Rice from another investment firm, KKR, for $4.7 billion.

Austrian Firm Buys Idled Florida Mill

Austria-based Binderholz Group purchased all assets of Klausner Lumber One LLC, Live Oak, Fl., during an Aug. 21 auction. The company outbid Mercer Inc. and Mayr Melnhof Holz with its $61 million offer. The deal is set to close in early October.

DW Stocking Versetta Stone for South Central Region

DW Distribution, DeSoto, TX., is now distributing Versetta Stone siding panels to dealers in Texas, Oklahoma, New Mexico, Arkansas and Louisiana.

Building Plastics Looking Up

Demand for plastic continues to rise in the construction industry due to its physical properties, low cost, and recyclability, according to a new report by Coherent Market Insights.Growth could be hindered by the fluctuating price of crude oil. Polyethylene, polypropylene, polystyrene, polyvinyl chloride, and polyurethane are all derived from petroleum products.

Weyerhaeuser Swaps Oregon Lands

Weyerhaeuser Co. has entered into two separate agreements to purchase timberlands from and sell timberlands to funds managed by Hancock Natural Resource Group.

Mantis Clip Installation

Sure Drive USA manufacturers a wide variety of deck fastening solutions. Its recent YouTube video walks you through the installation process of its hidden deck fastener line, which includes The Mantis Clip for grooved boards, voted as the easiest hidden deck fastener to install- a favorite with decking contractors as well as DIY homeowners.

Dealer Profile: Montana’s Central Lumber

Jeff Sell has earned his stripes at making lemonade—although that’s one of the few items that his business, Central Lumber & Hardware, Harlowton, Mt., doesn’t sell.

In the Moment

Simpson Strong-Tie has introduced newly validated slope beam and multi-axis moment applications for its Yield-Link moment connection for structural steel construction.

Know Your Redwood Grades

Redwood Lumber is available in more than 30 different grades, from general-purpose grades to highly specialized grades intended for a single specific use.

OSB Surges

After bracing for the worst when the pandemic hit, the OSB industry has come roaring back to life during the summer, as supply heats up, producers scramble to restart idled operations, and prices experience record week-to-week jumps.

NELMA Updates Grade Rule Book

As of August 2020, the most recent addition of Standard Grading Rules for Northeastern Lumber is available from the Northeastern Lumber Manufacturers Association (NELMA).

Builders FirstSource to Merge with BMC Stock Holdings

Builders FirstSource, Dallas, Tx., and BMC Stock Holdings, Raleigh, N.C., are joining forces in an all-stock merger transaction, creating an $11-billion-a-year supplier of building materials and services from 550 distribution and manufacturing operations in 42 states.

You CAN See the Forester for the Trees

I've always been a forester at heart. My lifelong love of the outdoors blossomed as a child and only grew as I did.So when I gravitated toward majoring in forestry at Stephen F. Austin State University in Texas, I can’t say anyone was surprised.

Olsen on Sales: The Next Call

We build relationships with our customers one call at a time. Our goal is to daisy-chain these calls together to make the process faster. Many salespeople call their customers in a willy-nilly fashion. This creates willy-nilly results.

Outdoor Cabinetry Open to Southern Cypress

Outdoor living space has become one of the most sought after features for today’s homeowners and buyers. From basic lounge and cooking areas to extravagant entertaining spaces, the upward trend toward spending more family time outside presents a new opportunity for lumber dealers and cabinet manufacturers: outdoor storage solutions.

Turning Western Red Cedar Leads into Sales

Anyone in the retail and distribution business knows the value of a good lead. But the value of that lead can quickly diminish when it hits the various hurdles that can get in the way of converting it to a sale.

New Owner Rescues Spokane Hardware Center

Miller’s Do it Best Hardware, Spokane, Wa., reopened Aug. 12 under new owner Stace Heston.

HPM Acquires Maui Dealer

Eight-unit HPM Building Supply, Hilo, Hi., has acquired Miyake Concrete Accessories’ four building supply stores and one truss plant on Maui.

BlueLinx Sells Denver Facility

BlueLinx Holdings has completed a sale-leaseback transaction for its owned distribution facility in Denver, Co., for $10.6 million.

HD Supply Selling White Cap

HD Supply Holdings agreed to sell its White Cap, Home Improvement Solutions, and Brafasco construction and industrial divisions to Clayton, Dubilier & Rice for $2.9 billion. The deal is expected to close in October.

Ace Dealer Purchases Imperial Do it Center Chain

Inland Builders Supply, Blythe, Ca., has purchased 111-year-old, third-generation-owned Imperial Hardware Co., Holtville, Ca., and is transforming its three stores from Do it Centers to Ace Hardware formats.

RCA Utility Clips

Simpson Strong-Tie has introduced two new, longer lengths to its line of L-shaped RCA rigid connector angle utility clips for cold-formed steel construction.

Upgraded Housewrap

Benjamin Obdyke has launched a new and improved Flatwrap HP high-performance housewrap, with an adjusted price point to be more accessible in the residential channel.

The Artful Approach to Forecasting Exterior Trends in Color & Texture

Most construction pros and homeowners may be surprised to learn that among a plethora of influences, aesthetic trends in home exteriors can often be traced back to fashion runways.

The 4 Pillars of the Master Salesperson

To be a great salesperson means to have a wide range of skills that can be applied across a broad range of people in markets that change every day.

NBMDA/NAFCD’s Annual Convention to be Hosted on 526 Virtual Platform

As leading industry trade associations gain awareness of the strengths and capabilities of 526 Media Group’s new virtual event platform, more are gaining confidence in their ability to transition to a successful virtual event that still give their membership the value and benefits of their event’s networking, exhibits and educational programming. 

Get In Step with the Latest in Stairway Design

Four significant trends have surfaced in stairway design, and we and other manufacturers are shaping our product lines to respond.

Ultra-Underlayment

The upgraded DuPont Tyvek Roof Protector provides a cooler, gray color surface for builders and roofing contractors to work on.In addition to a color change, the engineered synthetic roofing underlayment features good walkability for safe working conditions.

SoftLite Opens Up to New Looks

SoftLite Windows & Doors has introduced a modern new take on its classic logo that celebrates its 85-year legacy and signifies the company’s commitment to future growth.

SRS Buys Roofing Wholesaler

SRS Distribution, McKinney, Tx., has acquired three-unit distributor A.L.L. Roofing Materials, San Jose, Ca. A.L.L.’s branches in San Jose and Salinas, Ca., and Lake Havasu, Az., serve professional contractors, homebuilders and remodelers in Northern California and Arizona. 

The Building Blocks of a Budding Lumber Career

As an undergraduate, the term “lumber trader” wasn’t even in my vocabulary. Years later, I still had never heard of this occupation…nor would I have ever guessed that it would eventually follow my name on a business card.

The Artful Approach to Forecasting Exterior Trends in Color & Texture

Most construction pros and homeowners may be surprised to learn that among a plethora of influences, aesthetic trends in home exteriors can often be traced back to fashion runways.

Wilsonart Buying Distributor

Wilsonart Engineered Surfaces, Austin, Tx., has signed a definitive agreement to acquire Alpine Sales, Inc., a Columbia, S.C.-based wholesale distributor to the building and remodeling industry. Alpine Sales distributes decorative surfaces, post formed countertops, lacquers and stains, and hardware.

Maner Acquired by US LBM

US LBM Holdings has acquired dealer Maner Builders Supply, with yards in Augusta, Ga., and Aiken and Charleston, S.C.

DeckExpo Going Virtual

Six weeks after DeckExpo breaking off from the Remodeling Show to join The International Pool | Spa | Patio Expo in Las Vegas, organizers have decided to move the combined event to a virtual format.

Phoenix Dealer Bulks Up

Builderz Warehouse has begun construction of a new distribution facility in south Phoenix, Az. The new $5-million, 40,000-sq. ft. warehouse will be more than four times as large as its current facility.

526 Media Group Announces NELMA’s Annual Meeting Being Hosted on New Virtual Event Platform

The Northeastern Lumber Manufacturers Association has announced it will partner with 526 Media Group to host its upcoming 87th annual  Fall Annual Meeting on the new 526 Virtual Events Platform.

Ace Inks Pact to Use More Analytics

Ace Hardware has selected Medallia’s experience management platform and Gallup’s global analytics services to improve the customer and employee experience at its retail members’ stores.

SRS Opens 6 New Locations

SRS Distribution opened six new greenfield locations, including Grand Junction, Co.; Shreveport, La.; Waxahachie and El Paso, Tx.; Conyers, Ga.; and Sterling Heights, Mi.

Ultra-Underlayment

The upgraded DuPont Tyvek Roof Protector provides a cooler, gray color surface for builders and roofing contractors to work on.

Order Your Steps

I grew up on a golf course in Georgia; and my dream was to become an investment banker on Wall Street! My dreams and I went off to Georgia Southern to study finance; but experience after experience—step after step—kept pointing me toward my destiny.

Comparing North American and Imported EWP

When ordering engineered wood products, it’s important to understand what you will get—superior quality materials, or inferior products that won’t perform.

NAWLA Makes Changes to Upcoming Events

In place of this year’s in-person event, NAWLA will host a fully virtual member experience this fall, with relevant education, opportunities to connect with your customers and suppliers, and other elements of the Traders Market you have come to enjoy throughout the event’s history.

526 Media Group Announces New Virtual Event Platform

Continuing on almost 100 years of service to their core industries, 526 Media Group, Inc. announced today their newly launched 526 Events Virtual Event Platform.

The small town of Upton (population 681) fails to earn so much as a dot on my Rand McNally’s map of Kentucky. Yet its mainstay, Jones Home Center, is punching well above its weight.

RP Expands into Wyoming

Midwest dealer R.P. Lumber has purchased two-unit Wyoming dealer Build-Rite Lumber & Supply.

Nation’s Best Spreads Out to Florida

Nation’s Best, Dallas, Tx., has acquired fellow Do it Best affiliate Hall’s Hardware, Milton, Fl.

Premium PVC Decking

Fiberon’s new Promenade premium PVC decking features enhanced streaking, premium embossing, and a next-generation surface coating designed for superior weather resistance.

How to Prep for the New Normal

Quick! Name three new buzzwords you’ve learned in the last several months. We can start with “social distancing,” “new normal,” and “flatten the curve.” And if someone had told you back in January that you’d be conducting regular business via something called Zoom, you probably would have rolled your eyes and laughed.

Enhance Wood Performance with Mold Protection

Mold, because of all the damage it causes, is considered a four-letter word. Mold likes dark, damp, unlit places that are constantly wetted and poorly ventilated.

Meet Peak Product Demand with Efficient Pallet Flow Rack

Retailers and the warehouses and distributors that support them know that empty shelves lead to lost sales.

Ace Plans Larger Florida DC

Ace Hardware Corp. is starting construction on a new distribution center in Plant City, Fl., that will replace a smaller facility it has outgrown in Tampa, Fl.

Olsen on Sales: Comparative Selling

Buyers want to feel that they have done their job. Their job is to shop for the best deal. Most sellers only promote one item at a time.

ProDealer Industry Summit Going Virtual

After careful consideration, dialogue with key stakeholders and legal counsel, as well as considerable evaluation of the evolving concerns surrounding COVID-19, the NLBMDA Board of Directors has decided to cancel the traditional in person ProDealer Industry Summit, scheduled to take place October 7-9 in San Antonio and transition to a virtual experience over the same dates.

Eyeing Pros, Ohio Dealer Gordon Slashes Store Count

Gordon Lumber Co., Fremont, Oh., will pare back its retail presence from four locations to one, as it beefs up its contractor building services.

Westlake to Buy St. Louis Ace

Westlake Ace Hardware, Lenexa, Ks., will purchase Brandt & Sons Ace Hardware, Maryland Heights, Mo.

84 Lumber Refuses to Slow Aggressive Expansion Plans

Intent to stay on course with its aggressive expansion plans announced early last year, 84 Lumber has opened a new door shop and engineered wood products hub in Greenville, S.C.

Combilift Earns High Honors

Combilift was honored with a 2020 Red Dot Design Award for its recently launched Combi-CBE4 material handler—the world’s first compact counterbalance design electric powered multi-directional forklift with its patented traction on all wheels.

Sure Drive’s Mantis Installation Video

Sure Drive USA manufacturers a wide variety of deck fastening solutions. The company's hidden deck fastener line includes The Mantis Clip for grooved boards, voted as the easiest hidden deck fastener to install.

Dealer Profile: Idaho’s Hess Lumber

It’s 7 a.m. in Malad City, Id., when Doug Crowther picks up the phone for our conversation. (Mercifully, it’s 8 a.m. at my home base in Minneapolis.) But that’s business as usual, the GM of Hess Lumber assures me.

NELMA Launches Final Online Learning Grading Series

Northeastern Lumber Manufacturers Association has launched the final, most challenging element of the NELMA Grader Academy online learning opportunity with the 400 Series.

Russin Lumber Rebrands

Russin Lumber, Montgomery, N.Y., has unveiled a rebrand, with a vibrant new logo and digital footprint designed to recognize the evolving needs of today’s building materials industry.

DeckExpo Relocates as Sister Remodeling Show Goes Online

To meet the need for inpatient care, the exhibit hall of the Baltimore Convention Center has been converted into a facility to treat those recovering from COVID-19.

Yellawood Sponsors NASCAR Race

Great Southern Wood Preserving, Abbeville, Al., has inked a multi-year deal for its YellaWood brand to be title sponsor of the fall NASCAR Cup Series race at Talladega Superspeedway.

The Follow-Through

Although a term often associated with baseball and other sports, the meaning of “follow-through” goes far beyond that. The definition is: to engage in an action or complete some task that one said or implied one would do.

Olsen on Sales: Caring & Curious vs. Needy & Greedy

I often hear journeymen salespeople say, “I can’t believe she says that kind of thing to her customers! I could never talk to my customers like that.” If you listen to Master Sellers talk to their customers, you'll be amazed at how hard they push and the statements they get away with.

Roseburg MDF Recertified

Roseburg Forest Products, Springfield, Or., has published its eighth certified Environmental Product Declaration (EPD), providing standardized and objective information about the lifecycle environmental impacts of the company’s wood products, and now including MDF.

Lumber E-Sales Platform Goes Live

Two former Chicago lumbermen have teamed with two financial tech services executives to launch a new e-commerce platform for lumber that they promise has worked the kinks out of previous failed systems.

3 Tips for Improving Lumberyard Efficiency

Running an efficient and productive lumberyard is a tall task. Shipment frequency is increasing and lead time expectations are getting shorter.

West Fraser Tops Billion Foot Club

West Fraser remained the largest global softwood lumber producer in 2019, topping the annual FEA-Canada Billion Board Foot Club list for the twelfth straight year.

Mills Upgrade Grading Tech

The Wilkins family is updating the Lineal High Grader (LHG) systems at its two Pacific Northwest mills to capitalize on Deep Learning technology for improved lumber grade classification and recovery.

Workin’ Wi to Fi

“Tumble outta bed and stumble in the kitchen
Pour myself a cup of ambition.”
Yawn and stretch and try to come to life…

SPAX Names New President

SPAX, a brand of the Altenloh, Brinck & Co., has announced the appointment of Jim Winn as its President for the SPAX brand in North America.

Versatile Level

Klein Tools’ new Laser Line Bubble Level functions as both a torpedo level and a laser level, with a v-groove and strong magnetic base.

Idaho Veneer Winds Down

After 67 years of veneer manufacturing, the Malloy family is winding down operations at Idaho Veneer Co. after selling its site in Post Falls, Id.

Cable Rail Companies Consolidate in Carson City

Sister brands The Cable Connection and Ultra-tec have consolidated from three buildings to one in Carson City, Nv. The move includes the addition of state-of the-art technology and lean initiatives that will allow the manufacturer to expand services and products.

Montana Lumberyard Folding

Third-generation, family-owned Bear Paw Lumber, Havre, Mt., is winding down operations at 44 years of business.

Overcoming Adversity: Lessons Learned Across 11 Decades of Challenging Times

Looking back over our 116+ years of business experience, we realize now more than ever how much we have seen, and how much the tough challenges we have faced along the way have helped us to learn through adversity. 

Connectors for Mass Timber

Simpson Strong-Tie has launched a comprehensive offering of code-approved connectors and fasteners to serve the growing North American mass timber construction market.

Fight for Optimism & Positivity

The pandemic has changed the rules of engagement for businesses and for salespeople. In this challenging environment, we have to fight for optimism and positivity. They won’t magically appear. We must actively make it so. We have to fight for positivity.

New Lumber E-Commerce Platform Goes Live

Two former Chicago lumbermen have teamed with two financial tech services executives to launch a new e-commerce platform for lumber that they promise has worked the kinks out of previous failed systems.

West Fraser Tops Billion Foot Club

West Fraser remained the largest global softwood lumber producer in 2019, topping the annual FEA-Canada Billion Board Foot Club list for the twelfth straight year.

Together, the Southern Pine Industry Stays Strong

In light of current events, BPD e-Weekly will now feature guest contributors offering the industry their thoughts, perspectives and advice. This is NOT paid advertising but rather part of our service to the industry in contrast to the ongoing 24/7 news cycle we are faced with. If you have thoughts to share, please send them to padams@526mediagroup.com. Take care of yourselves, and each other.

CNRG Buys Arkansas Dealer

Walter Morris, owner and operator of H&M Lumber, West Helena, Ar., has agreed to sell his business to Central Network Retail Group, a multi-brand retailer currently operating 109 hardware stores, home centers, and lumberyards in 15 states.

Ohhh, SNAP!

I arrived in the lumber industry, a couple of years shy of my 40th birthday, through a weird evolution of events.

Dealer Profile: Idaho’s Select Source

Select Source, of Kimberly, Id. (pop. 3,000), has realized a double-digit gain in sales every single year since it debuted in 2009. (And recession-battered 2009, as the owners remind us, was not an auspicious year to launch a business.)

Fortress Apex PVC Decking Measures Up to Wildfire Codes

Fortress Apex PVC decking was evaluated in accordance with the California Building Commission's fire safety codes and subsequently awarded the green light for use in the state's Wildland-Urban Interface (WUI) areas.

Kansas Lumberyard Calling It Quits

Trio Home Center, Ellis, Ks., will close by the end of the month. Glen Keller and Dave McDaniel, co-owners since 1972, sold the property, which will be razed to make room for a Dollar General.

RedBuilt Distributing CLT in West

RedBuilt, Boise, Id., is now exclusive distributor of SmartLam CLT in the Pacific Northwest, West Coast and Southwest, covering California, Oregon, Washington, Idaho, Nevada, Arizona, New Mexico, Utah and Montana.

Orgill Moves Market Online

After careful consideration, Orgill, Inc. has announced plans to cancel its fall dealer market, originally scheduled for Aug. 27-29 in Las Vegas.

Renewing Your Workforce to Regenerate the Industry

The forest products industry is just one of many that is struggling to recruit, engage and retain the talent its companies need to achieve continued growth and success.

Olsen on Sales: Top-Down Selling

In every relationship there is a “goer” and a “stopper.” If you are in a relationship you know who you are. There is always the person who is saying, “Let’s go for it!” and the other who is saying, “Let’s think about it.” In sales, we are the “goer.”

Re-thinking My Priorities In The Age Of COVID-19

In light of current events, Building-Products.com will feature guest contributors offering the industry their thoughts, perspectives and advice. This is NOT paid advertising but rather part of our service to the industry in contrast to the ongoing 24/7 news cycle we are faced with. If you have thoughts to share, please send them to padams@526mediagroup.com.

Kop-Coat Adds Sanitizers

In these times where the health and safety of all employees is at the forefront for most industries, wood preservative manufacturer Kop-Coat Protection Products is now providing disinfectants/sanitizers for commercial industries.

What I Have Learned From 4 Major Market Corrections

In light of current events, BPD e-Weekly will now feature guest contributors offering the industry their thoughts, perspectives and advice. This is NOT paid advertising but rather part of our service to the industry in contrast to the ongoing 24/7 news cycle we are faced with. If you have thoughts to share, please send them to padams@526mediagroup.com.

Freres Adds Mass Timber Beams

With its new Mass Plywood Panel beam and column line up and running, Freres Lumber now has the ability to provide customers with a cost-competitive MPP solution for all structural elements of large-scale wood buildings.

Decoding the preserved wood quality mark

One of our most frequently asked questions at SPIB is, “What do the stamps or tags on preserved lumber mean?” At first glance, the information included on these quality marks can seem confusing, but have no fear! You don’t have to be a superhero or code breaker to understand preserved wood quality marks.

Composite Fascia Board Screw

Sure Drive USA has launched a new composite fascia board screw that installs without the need for an expensive countersink bit.

This Too Shall Pass

In light of current events, BPD and The Merchant e-Weekly will feature guest contributors offering the industry their perspectives and advice. We are a strong country, a strong industry and we will get through this, sooner than later and better than before. Please send your thoughts to padams@526mediagroup.com. Take care of yourselves, and each other.

Olsen on Sales: A Simple Way to Close

When I first started studying sales, I read a book that said that 90% of sellers don’t even ask for the order. After listening to thousands of sales calls, I will tell you that it is true.

Ode to Lumber

My humble beginnings in the wood industry took root decades ago, sprouting a brief but meaningful and deeply gratifying career. After a bit of a hiatus, I found myself coming full circle, back to the work I love most.

Arauco Ends MDF Production in SC

Arauco is permanently closing its MDF production facility in Bennettsville, S.C., effective May 18.

Stainless Bar Railing

AGS Stainless has unveiled a stainless steel bar railing system that ships within 48 hours and installs with minimal field modification.

How to Leverage Online Tools to Sell More Treated Wood

Your website can service customers 24/7 and build your business. Here are a few tips to help dealers sell more pressure treated wood by using online tools.

Becoming a Kid Again

In light of current events, BPD and The Merchant e-Weekly will feature guest contributors offering the industry their perspectives and advice. This is NOT paid advertising but rather part of our service to the industry in contrast to the ongoing 24/7 news cycle we're faced with. Please send your thoughts to padams@526mediagroup.com. Take care of yourselves, and each other.

Fortress Enhances Preferred Pro Program

Consistent with its customer-first values, Fortress Building Products, Garland, Tx., recently unveiled its revitalized Fortress Preferred Program.

Virus Fells Ohio Lumberyard

Unable to withstand the impact of the coronavirus, Granville Lumber Co., Granville, Oh., permanently closed its doors March 31.

Bell Partners with West Coast Treater

Bell Lumber & Pole Co., Minneapolis, Mn., has reached an agreement with AmeriTies West, LLC, The Dalles, Or.

How to Navigate Difficult Times

In these incredibly challenging, difficult times, what should you focus on first? What should be your highest priority? You.

Vermont Lumber Dealer Merger on Hold

The proposed sale of four-unit Vermont dealer Allen Lumber Co. to six-unit r.k. Miles Inc. has been postponed 10 months, due to the state’s current stay-at-home order.

Social Distance vs. Social Persistence

In light of current events, BPD and The Merchant e-Weekly will now feature guest contributors offering the industry their thoughts, perspectives and advice. If you have thoughts to share, please send them to padams@526mediagroup.com. Take care of yourselves, and each other.

Guide Customers to the Right Preserved Wood

Not all preserved wood products are created equal. Help your customers and sales staff select the proper preserved wood product for their specific residential uses with a one-page infographic.

DEALER PROFILE: Indiana’s Krempp Lumber

Six generations ago, young German immigrant Andrew Krempp made his way to Jasper, In., and launched a long history of family ownership in the building materials trade.

Lessons Learned from COVID-19

The coronavirus pandemic shows us the widespread impacts an uncontrollable situation can have. Below are some precautionary actions to consider while facing a potential emergency.

Seasons Change, But Redwood Timbers Stand the Test of Time

As distributors and retailers of quality building materials throughout the West, one of your primary goals is to keep your customers up to speed on current trends and products.

Selling in a Digital World

This is the number one complaint I hear: “I can’t get the buyer on the phone.” Here’s how to change that:

Selling Cedar in the Age of Climate Change

The push to more eco-friendly behavior is changing how we live. It’s affecting our choices in small, incidental actions like using re-fillable coffee cups and recycling plastic bags, to larger life milestones such as the kind of cars we drive or the materials our homes are made of.

Building Decks on EWP

Despite an increasing percentage of decks being built of pricey composites, plastics and exotic hardwoods, the vast majority of deck framing systems continue to be constructed of standard dimensional lumber.

Olsen on Sales: Overcoming Objections

Overcoming objections is the highest level of technical sales skills. Most sellers don’t ask for the order in the first place, so they never have to overcome objections. Just asking for the order puts us in the top 10% of sellers. Overcoming objections will put us in the top 1%!

Get In Where You Fit In

The building materials sector has so much to offer working professionals but, sometimes, figuring out where exactly you’re meant to be is half the journey.

Dealer Profile: Arizona’s Southwest Lumber

Bruce Jacobson, a contractor in Yuma, Az., who worked on residential and commercial building with a side of engineering, had a problem: how to get what he needed, and when. The answer came in a light bulb moment: form his own company.

Sell Wood Stain Quality Over Price

American homeowners annually spend anywhere from thousands to tens of thousands of dollars to build new decks, fix older ones, and enhance the livability of outdoor areas. However, all the renovations have at least one thing in common despite the price tag—the desire to achieve long-lasting results.

Dealer Profile: Missouri’s Hermann Lumber

Danny Baumstark, 65, is about to retire as head of Hermann Lumber, the yard he owns, in Hermann, Mo., pop. 2,700. But not to worry: The succession plan has been in place for, oh, ever since his daughters were old enough to sweep out the driveway.

Olsen on Sales: Fear of Success

There are many reasons that people don’t succeed in sales. The number one reason by a large margin is the lack of work ethic.

The Year Ahead in Fiber Cement Roofing & Siding

Global demand for fiber cement siding will climb an average of 2.5% annually over the next four years, to reach 22.1 million squares by 2023, according to a new report by the Freedonia Group.

Southern Pine Industry Forges Ahead

As a new year begins, things are looking up for the southern pine lumber industry. Between steep tariffs and a slumping housing market, 2019 presented many challenges for southern pine.

TP Upgrades Veneer Production

Timber Products, Springfield, Or.,  will install a state-of-the-art Meinan lathe at its Yreka, Ca., facility, further improving veneer and plywood production as part of an ongoing strategy to modernize its plywood business.

The Year Ahead in Residential Housewrap

Based on Builder and Consumer Practices Survey data, there are more than 4 billion sq. ft. of home exterior covered with housewrap annually.

Get in the Relationship Business

I had no experience even remotely related to the wood industry; but when friends of my mom and dad came calling about a potential receptionist job at a hardwood lumber company, I jumped at the opportunity.

The Year Ahead in Vinyl Windows

As we enter the third decade of the 21st century, window and sliding glass door shoppers have spoken—and they want vinyl. Lots of vinyl. They also want bigger, greener, stronger and darker products.

Treated Wood Training Gets Amplified

In an effort to make online education more dynamic, the Western Wood Preservers Institute has released a new narrated version of its preserved wood training course.

Olsen on Sales: Slow Down & Have Some Fun

No one wants to push a bag of rocks up a hill or jump off a bridge with us. Unfortunately, many sellers sound like this is what they’re doing or getting ready to do while they’re on a call with a customer.

Decking Retailer Drives Innovation Using Auto Industry Technology

Most composite decking manufacturers now offer a capstock line, covering their wood-plastic-composite core with an all-plastic outer layer. Tiva Building Products has gone one better—capping its PVC core with ASA (acrylic-styrene-acrylonitrile), a tough, rigid plastic known for its heat resistance, color retention, and weatherability.

Dealer Profile: Texas’ Hooten’s Hardware

Hooten’s Hardware LLC proves that the guy who promised, “If you build it, they will come” gave pretty good advice.

Selling Fencing for Sound Minimization

Not only does a good fence frame the yard and add to a home’s curb appeal, but it also can provide an element of privacy and safety, including noise reduction.

3 Steps to Improving Fleet Safety

Safe drivers and properly maintained vehicles allow for efficient product deliveries and happy customers. Unfortunately, without proper attention to fleet safety, that same fleet can also be responsible for draining company profitability—or even injuring a team member or bystander.

Using Science in Hiring for Lumber Sales

Research shows that since the turn of the last century, the trend in cost of sales has increased substantially for more than half of the largest companies in the U.S. Previously, scale economies in sales were almost a given, in that most companies were growing revenue at an annual rate that was much higher than the associated sales and marketing expenses.

Dealer Profile: Montana’s Westmart

This is not a how-to story. It works better as a cautionary tale: one of those “What was he thinking?” accounts that warns of a deep financial failure when a newbie, with more confidence than smarts or experience, takes over an unfamiliar business and runs it into the ground.

Olsen on Sales: The Wrong Way Works

Doing sales, the right way is still a challenge, but we make four times as much money and often more doing sales the right way. Below are common sales mistakes and their better way counterpart.

The Fear of Appearing Needy

I was in Beverly Hills last week keynoting two events in the financial industry. At both sessions, the audiences were financial advisors who sold insurance products. Feedback was extremely positive, as it tends to be for my live work, but one person’s comments stood out.

Going For It: A Career in Lumber

Lumber isn’t glamorous, they say. I’ve had a taste of that life, and it’s not all it’s cracked up to be. At the start of my college years, I aspired to a career in fashion—it doesn’t get more glamorous than that, right? I thought so, too, until I entered a fashion merchandising degree program and found myself surrounded by superficiality.

Dealer Profile: Idaho’s Orofino Builders Supply

“There’s a shortage of housing out here in the West, so there’s a healthy amount of new-home construction,” says the fourth-generation owner of Orofino Builders Supply, founded by his great-grandfather in 1924.

Olsen on Sales: Calling Markets, Making Markets

The fact that the lumber market moves is one of the things that makes working in the lumber industry interesting and exciting. I worked on a trading floor that owned hundreds of cars and trucks of lumber daily. We were always on one side of the market or the other—and sometimes both at the same time.

Dealer Profiles: Missouri’s Wood Shed Lumber

Despite a clever disguise as owner of Wood Shed Lumber & Hardware Supply, Sharona Eiserer is really Wonder Woman.

The Call of the Wood

A Special Series from NAWLA

How to Maximize Sales with Sales Perseverance

I’ve worked with thousands of salespeople, helping them improve and sell more. My typical clients add 10 to 20% to their company sales, but individual salespeople often increase their performance by 50%, 100%, even 200% (yes, tripling their sales) in a single year.

Dealer Profile: Oklahoma’s Boehs Building Supply

"In 2000, Dad started building ready-to-move homes, enabling him to buy lumber wholesale. His salesman talked him into offering the lumber to the retail trade, too, so we built a warehouse open to the public."

Year One: Reflections of a Rookie

A Special Series from NAWLA

Don’t Trust Your Job to Inferior Panels

Imported plywood panels continue to appear in U.S. markets from Brazil, China and other countries. Many of these panels bear trademarks that state compliance with U.S. Voluntary Product Standard PS 1, Structural Plywood.

Olsen on Sales: Rapport Makers & Breakers

Most of us are standoffish and/or shy with strangers. It is natural, but it causes us to make rapport-breaking mistakes and makes us forget our natural rapport building skills.

5 Ways Small Retailers Can Compete Against Big Boxes

Small to mid-sized LBM stores, or independent retailers, should take a tip from their counterparts if they want to avoid being lumped into the 0.3% of stores that closed in recent years.

Canadian Producers Settle into Southern Pine

It wasn’t too long ago that it was inconceivable to imagine Canadian companies would be selling southern pine. But today three of the five largest producers of southern lumber are headquartered in Vancouver, B.C.

Dealer Profile: Trico Lumber of Texas

The Eighties,” intones Trico Lumber’s Kyle Morgan in his easy-listenin’ Texas drawl, “were not good times. The oil fields went south, plus our biggest employer (here in the northeastern corner of the state), Lone Star Steel, shut down.”

3 Steps to Better Branding on Social Media

Everyone says your business should be on social media, so you made an account. But now what?

Olsen on Sales: Overcoming Objections

The highest level of sales on the emotional side of the skill set is the positively assumptive attitude (without arrogance). A relaxed and professional approach puts the customer at ease and makes them want to buy from us.

More Lumberyards Move to Electric Forklifts

Even lumberyards are switching to electric forklifts, after discovering that energy-efficient, environmentally friendly machines can do virtually anything emission-producing internal combustion (IC) forklifts do.

Trim Job: Why & How to Sell Exterior Packages

A home is a compilation of hundreds of decisions and thousands of products. So when it comes to the exterior, focusing your sales approaches on the whole cohesive package—and showing builders, remodelers, and their homeowners what those packages look like—may improve your opportunities to increase upgrades, boost efficiencies, and further satisfy customers.

The Revenue Growth Habit: Thousands of Failures

We’re moving homes, and my wife has been on a shredding mission. While reviewing file boxes that have not been opened in many years, she came across my first business head shots, taken about 20 years ago.

Olsen on Sales: Controlling the Call

The majority of sellers are too nervous, under-prepared, or just don’t now how to control sales conversations. Most don’t even think they should.

Great Southern Sinks Teeth Into New Marketing Campaign

What do you get when you combine YellaWood brand pressure treated pine with a mischievous band of beavers driven to create their own oasis at the lodge? “The Woodland’s Most Wanted.”

Redwood Getting Updated Life Cycle Assessment

Today, many building products boast about their environmental benefits. Relatively few, however, back up such claims with scientific evidence. For decades, the California redwood industry has supported its claims with scientific data.

A Regional Look at North American Hardwoods

Natural hardwoods offer sustainability, authenticity and comforting natural beauty. The added bonus? They are all derived from a material straight from the soil.

Staying Nimble to Promote Western Red Cedar

As anyone working in the softwood industry would agree, 2018 was a predictable and uneventful year.

High-Impact Upgrades with Southern Cypress

When it comes to interior home designs, trends are constantly changing. But if there’s one thing that never seems to go out of style, it’s natural wood.

10 Tips for Your Best Ever Demo Event

For manufacturers, dealers and distributors, demonstration events for builder and contractor customers are an important part of a marketing schedule.

Olsen on Sales: The Gentle Art of Changing the Subject

To succeed in sales, we must control the conversations we are in.

Olsen on Sales: The Pareto Rules

Three things will affect our success. We apply Pareto’s Principle to all three. If we don’t we will be part of the bottom 80% fighting over 20% of the pie. 

7 Trim Accessories to Complete the Deck

When it comes to decks, much thought is given to the planks, the colors, the layout, and even the railings and balusters. But even the most beautiful of outdoor spaces can feel incomplete if the designer and builder neglect the other important accessories: the trim.

Boost Sales with Treated Wood Training Course

Retailers and distributors can get a leg up on expanding treated wood sales by educating employees with a popular new online course developed by Western Wood Preservers Institute.

DEALER PROFILE: Ohio’s McCabe Lumber

This isn’t going to be one of those “beloved, third-generation hometown yard builds on its legacy” stories. Nope. McCabe Lumber, of Lovelace, Oh.—20 miles from the Cincinnati metro area and serving Northern Kentucky and Southeast Indiana as well—didn’t even exist in the 20th century. Today, it’s a blockbuster, both in market share and innovation.

Olsen on Sales: Thank You, Sir, May I Have Another?

Building our sales book of business is challenging. For many of us, it will be the most challenging thing we will do in our careers. Building trust with new customers is a test. When we do break through and they start to give us business, it feels fantastic!

Up Your Social (Media) Game

Many of the old tried and true methods still work for us—as they do for others. However, like many, we have jumped on the digital bandwagon to explore new horizons and capture the Millennial market, in particular.

Dealer Profile: New York’s Arnold Lumber & Concrete

In May 1951, young Robert Arnold, fresh from college, snagged his first job, working for his stepmom’s boss. That job was selling feed in upstate New York in a small town called Malone. But that didn’t last long. The older gent was in a hurry to retire. He approached the Arnolds. Young Bob voted “no.” His dad, however, voted “yes”—and “yes” prevailed. Ironically, Dad passed away two years later, leaving Bob to run the show.    

The Low-Down on Hardwood Lumber

The building and construction industry is booming—and has been growing steadily since 2011. Much of this growth can be attributed to the residential sector, led primarily by single-family construction, which is projected to see a 9% growth, while multi-family construction, which hit its peak in 2017, is expected to decrease slightly.

New OSB Technologies Offer Solutions to Old Problems

If you’re still categorizing OSB as a commodity or treating it as an afterthought, it’s time to rethink your approach. Thanks to advances in manufacturing, OSB has evolved into a category where dealers can sell panels based on builders’ specific needs, from budget to functionality to labor concerns. Options abound, with some premium panels offering performance like never before.

Mining Social Media Data to Grow Western Red Cedar Sales

The Western Red Cedar Lumber Association represents a significant portion of North America’s WRC manufacturers, distributors and retailers, and supports their members’ business through programs including advocacy, education, and advertising and marketing; of which social media has been playing an increasingly bigger role.

Bringing the Indoors Out with Southern Cypress

Decks, patios and porches have long been popular for relaxing and entertaining guests, but today’s homeowners are increasingly requesting spaces that are even more functional—outdoor rooms. To meet these needs, design professionals and builders are relying on products, such as cypress, that offer good looks, durable performance, and versatility for indoor and outdoor use.

Pro Closer or Faux Closer?

Here are five examples

Eliminate Financial Guesswork when Choosing to Lease or Buy a Fleet Vehicle

The challenge most contracting companies face is ensuring these decisions are based on financial and operational facts rather than being clouded by unanswered theoretical questions.

Follow These Rules of the Road to Become a Shipper/Customer of “Choice”

There’s a long list of incentives that can be used for leverage when companies jockey for a favored relationship with carriers, but those that want a better shot at moving to the front of the line will want to focus on the following elements

Selling Gratefully

Study after study shows that grateful people outperform ungrateful, or cynical ones. They’re more successful. They’re happier. They persevere more. 

DEALER PROFILE: LA CROSSE LUMBER OF WISCONSIN

What do you get when you plant a lumber company named Lacrosse (a town on Wisconsin’s bank of the Mississippi) into a community called Louisiana?

The Rise of Primed Fingerjointed Trim

Exterior trim is often overlooked as an essential point for curb appeal when building or remodeling.

Millwork Certification Program Launches

World Millwork Alliance is partnering with Keystone Certifications to introduce a new product certification program.

NAWLA: Forest Forever Exhibit Engages New Generation 

Traveling children's museum allows kids to interact with the lumber and construction industry.

Why Builders Are Looking to Privacy Windows

Homebuilders are increasingly using decorative glass privacy windows as upgrade options for their clients 

The Fear of Calling Customers

The fear of rejection has cost you a lot of money. There’s a lot of business you haven’t asked for, or followed up on, because of fear. There are a lot of referrals you haven’t asked for because of fear.

Olsen on Sales: How to Give the Price

By holding back the price on the first part of the offering we force the customer to engage with us. Humans want to know what’s behind the curtain; we can’t help ourselves.

Hardwood Industry Takes Up Rules Changes

National Hardwood Lumber Association members will vote this fall on proposed hardwood rules changes that could significantly affect the industry.

Building Business, One Relationship at a Time

A Special Series from North American Wholesale Lumber Association

Minnesota Yard Calls It Quits

Holmquist Lumber Co., Grove City, Mn., shut down March 31 with the retirement of Charlie Holmqvist.

Native Son Saves Texas Hardware Store

Weakley-Watson Hardware, Brownwood, Tx., was preparing to shut its doors after 140 years.

Dealer Profile: Lugbill Supply Center of Ohio

Archbold, a tiny town tucked into the northwest corner of Ohio.

Olsen on Sales: Relationship Selling

What is your sales approach or style?

This Month

NELMA Special Issue

Also in the issue

Upheaval in OSB

Cypress | Cedar | Redwood

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Sales and Marketing Special Issue

Also in the issue

Indiana Home Center Becomes Hoosier Hero

Looking Inward before Looking Outward

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