BPD November 2025

Recommend hot-dipped galvanized fasteners coupled with Wolmanized® Outdoor® Wood for a project worth bragging about.

NAIL IT.

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Built on industry-leading delivery performance, Weyerhaeuser is the distribution partner you can count on to get you the best building materials available.

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Volume 44 • Number 11

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More Products. One Trusted Partner.

Deckorators® Composite Decking & Railing Edge® Siding, Pattern and Trim

ProWood is more than a manufacturer—we’re your one-stop shop for treated lumber, Edge, Deckorators, and the building products you count on. Because we manufacture and distribute under one roof, we can build truckloads or LTLs based on your order volume and deliver everything together.

Fewer vendors. Greater efficiency. More reasons to trust ProWood.

Introducing the Simpson Strong-Tie ® EasyFrame automated marking system. A combination saw and printer, EasyFrame cuts detailed wall panel framing members that are pre-marked for fast, accurate assembly. Designed for efficiency, EasyFrame prints framing plans directly onto lumber, including locations of boards, connectors, wiring and more. It can be paired with a manual or automated saw, and features a blade enclosure for safety. Powerful software also lets you ensure precision and optimize material use. EasyFrame is supported by our installation and onboarding services, training and technical expertise. It’s a smart way to equip customers for wall panel jobs while setting your business apart. Add EasyFrame to your lumber sales area. To learn more, visit easyframesaw.com or call (800) 999-5099.

FINDING THE GOOD IN THE GRAIN

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BY PATRICK ADAMS

I JUST RETURNED home from another industry event. These gatherings always recharge me—being surrounded by the people, products and passion that fuel this industry we love is both humbling and inspiring.

As I walked through the door, my wife asked, “How was it?” I shared the highlights—great conversations, new ideas, and a few laughs. Then she followed up with, “So, what’s everyone’s outlook for the industry?”

That one stopped me for a moment. Over the years, I’ve noticed a familiar pattern in how we answer that question. Unless it’s 2021 or 2022—those rare, booming exceptions—the response is almost always, “It’s OK,” or “Not great,” or “Could be better.” It’s as if there’s an unwritten rule that no one in the lumber and building materials business is allowed to sound too positive.

Don’t get me wrong—I get it. With hundreds of variables impacting your business every hour, it’s a miracle anyone sleeps at night. Prices shift, freight fluctuates, and the weather never seems to cooperate. Yet somehow, you persevere. You adapt. You build.

And you keep this country standing.

Sure, some years are better than others. Occasionally, they’re downright brutal. But in the grand scheme, our industry continues to thrive better than most. So why does our outlook sometimes sound so heavy?

Maybe it’s the world we live in. Negativity has become the default setting. Turn on the news, and it’s a nonstop list of reasons to lose faith in humanity. Ask strangers how they’re doing and then count how many you find before one answers, “I’m great, thanks for asking!”

That negativity seeps into every conversation—even in an industry as strong and resilient as ours. But when we tell each other business is “just OK,” we’re not just stating a mood—we’re shaping a mindset. That attitude filters

down to employees, customers, vendors, even families.

So, what if we decided to change it? What if we stopped waiting for sunny skies and started dancing in the rain?

I remind my friends who despair over politics or the news: I’ve known you through decades of elections and administrations, and through it all, your lives have stayed blessed and full. The storms that dominate the headlines rarely touch what matters most—our families, our work, our communities, and the industries we build together.

And truthfully, our industry has plenty to be thankful for. Demand is steady. Our homes and infrastructure still rely on the materials we produce. Mother Nature still makes sure there’s always something to rebuild. Trees are still growing, and homes are still being built from wood— the most natural, renewable building material on earth. Maybe it’s not as wild as 2022, but it’s a whole lot better than 2010.

I’ve always tried to see the glass as half full. I know my mindset is shaped by what I surround myself with—who I listen to, what I watch, and where I focus my energy. The more I fill my world with gratitude and purpose, the more I find them reflected back at me.

So whether it’s an evening walk, a check-in with your spouse, or someone asking, “How’s business?”—try finding the good. Share the positive. Because optimism, like sawdust, has a way of spreading.

As always, it’s an honor to serve this great industry— one built on resilience, craftsmanship and heart. I look forward to seeing many of you at the upcoming fall events and continuing to celebrate the work—and the people— that keep America building.

PATRICK S. ADAMS, Publisher/President padams@526mediagroup.com

REDWOOD

Like the foods we buy, when it comes to decking, we want natural and real. Redwood is always available in abundance of options. So stock the shelves! Unlike mass-produced and inferior products, Redwood is strong, reliable and possesses many qualities not found in artificial products. They maintain temperatures that are comfortable in all climates.

Redwood Empire stocks several grades and sizing options of Redwood.

FUTURE-PROOFING WOOD

THE SCIENCE AND TECH BEHIND TODAY’S TREATED LUMBER

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BY JAKE MUNSON

FOR GENERATIONS, pressure-treated wood has been one of the most reliable and cost-effective building materials in both residential and commercial construction. It’s required by code in critical structural applications such as decks, sill plates, posts, timbers and more because untreated lumber, or even alternative materials, simply cannot deliver the same balance of strength, affordability, and safety. Without it, builders are often forced to turn to more expensive, energy-intensive options such as steel, concrete or petroleum-based composites.

But the role of pressure-treated wood is evolving. Far from being a commodity product, today’s treated lumber represents a sophisticated blend of chemistry, process innovation, and sustainability-focused design. Advances in preservatives and plant technology are transforming what treated lumber can achieve, making it smarter, stronger, and safer than ever before.

The Chemistry of Durability and Safety

The preservatives used in treated lumber have advanced significantly over the last two decades. Modern formula-

tions were developed to replace older chemistries while meeting increasingly rigorous safety and environmental standards. By relying on recycled copper sources and engineering precise retention levels, these preservatives extend wood’s service life while minimizing ecological impact.

Color-infused options have also reshaped consumer expectations. For many years, “green-treated” lumber was the only option, often seen as functional but aesthetically limiting. Today, technologies allow pressure treatment to include rich tones such as redwood, cedar, or walnut, providing design flexibility without sacrificing structural integrity. Builders can now choose wood that not only performs but looks the part.

Other specialty treatments continue to fill critical roles. Borates, for example, are used in sill plates and interior framing where termite resistance is essential, especially in areas affected by aggressive Formosan subterranean termites. Meanwhile, fire-retardant (FR) treatments are meeting stringent building code requirements for commercial structures and wildfire-prone regions. With UL-backed

testing, FR products offer both flame spread resistance and structural reliability, demonstrating how treated wood is keeping pace with evolving safety demands.

Raising the Bar on Environmental Responsibility

One of the most overlooked advantages of treated lumber is its sustainability profile compared to alternative building materials. Lumber begins as a renewable, carbon-sequestering resource. When treated to resist decay, it can last decades longer, which delays the need for replacement and reduces overall resource consumption.

Moreover, the environmental footprint of producing pressure-treated wood is substantially lower than that of concrete, steel, or plastic composites. Wood treaters are increasingly sourcing copper from recycled industrial byproducts, reinforcing the circular economy. Looking ahead, preservative manufacturers are working to reduce metal content even further by developing next-generation chemistries that balance performance with resource efficiency.

Operational Innovation: The Science of Consistency

If chemistry ensures performance, operations ensure trust. At ProWood, our mission is to standardize quality across more than 30 facilities nationwide. Achieving this requires significant investment in automation, real-time monitoring, and data-driven quality control.

Every micronized copper azole (MCA) or Ecolife charge of dimensional lumber or timber we treat is tracked, measured, and sampled against American Wood Protection Association (AWPA) standards. We go beyond compliance, taking up to 50% more samples than required to ensure accuracy. By integrating analytics platforms like Power BI, we’ve created a system where operators, managers, and technical specialists can monitor performance trends in real time and identify issues before they become problems.

This operational transparency benefits the entire supply chain. Builders can trust that a product sourced in Florida meets the same standard as one produced in Colorado, Texas, or the Northeast seaboard. Retailers can depend on reliable inventory flows and predictable delivery cycles. Consumers

receive products that not only meet code but also deliver peace of mind.

Meeting Tomorrow’s Challenges

As building codes evolve, so must treated wood. Fire resistance is one of the most pressing issues, particularly in wildfire-prone regions like California and Colorado, where Wildland-Urban Interface (WUI) regulations are expanding. While FR-treated wood meets code requirements for flame spread and smoke development for interior uses, it does not inherently provide decay resistance. Addressing this dual challenge—fire and decay resistance together—will require collaboration between researchers, manufacturers, and regulators.

Recycling treated wood also presents an opportunity. While cogeneration facilities currently use recycled treated wood for energy production, new technologies are emerging that could enable recycling into composite materials or reengineered wood products. Developing this infrastructure will be essential for the industry’s long-term sustainability.

The Future of Treated Lumber

The treated wood industry has always balanced tradition with innovation. Today, we stand at an inflection point where chemistry, technology and environmental responsibility are converging to redefine what pres-

sure-treated lumber can deliver.

For builders, this means access to a product that is cost-efficient, code-compliant, and increasingly versatile in appearance and performance. For regulators, it demonstrates that industry can meet rising standards without sacrificing accessibility or affordability. And for consumers, it provides confidence that the decks, fences, posts, and structures they rely on are built to last.

The future of pressure-treated wood is bright, but it will require continued research, collaboration, and adaptability. Academic programs in wood science are shrinking, even as demand for innovation grows. Industry leaders must continue investing in R&D, ensuring the next generation of preservative technologies and plant operations remain robust, reliable and ready for the challenges ahead. BPD

is director of wood preservation at ProWood, where he oversees technical operations for more than 30 treating plants nationwide. ProWood is a brand of UFP Retail Solutions (www.prowood.com).

NO LONGER A NICHE, MODIFIED WOOD IS TRANSFORMING CONSTRUCTION

WOOD HISTORICALLY has been the material of choice across the building products industry, valued for its natural beauty and versatility. However, its vulnerability to harsh exterior environments (i.e. moisture, insects, etc.), combined with frequent sealing, coating and maintenance requirements, has led to the development of alternative materials like composites, designed to mimic the appearance of wood while offering improved exterior performance. At the same time, growing concerns around deforestation and environmental sustainability have further accelerated the shift away from traditional wood.

But the market is shifting again, and innovation is rewriting the narrative. Modified wood—enhanced through environmentally responsible processes that improve durability, dimensional stability, and weather resistance—is gaining momentum across the industry, bridging the gap between performance and sustainability, offering a compelling alternative to tropical hardwoods that are increasingly seen as environmentally and ethically problematic. Over the past two decades, wood modification has evolved from an academic concept and research to full-scale commercial production, with manufacturers investing in purpose-built facilities to meet the growing demand for this next-generation building material.

For wholesale distributors and lumberyards, modified wood presents a high-demand product category that offers

value-added differentiation and longer lifecycle performance. The increased specification of modified wood products by conscious architects and builders has also been instrumental in allowing them to achieve the appearance of real wood, without the maintenance or performance challenges associated with it, due to its enhanced durability, dimensional stability, and natural aesthetics. For sustainability experts, modified wood offers renewable, responsibly sourced alternatives that support carbon-conscious construction practices and solutions that align with design integrity and environmental responsibility, often meeting or exceeding certification standards for green building.

With rising housing demand, environmental pressures reshaping our forests, and uncertain supply chains, modified wood is poised to play a fundamental role in the next generation of building products and the future of construction. The coming years will be critical for industry stakeholders to understand, appreciate, adopt, and capitalize on this transformative product category.

Breaking Down Modified Wood

Modified wood can be broadly understood by its basic definition; however, specific criteria distinguish true wood modification from other processes that do not meet this standard. At its core, modified wood undergoes a manufacturing process that permanently alters its physical

structure, resulting in a fundamentally improved material. In contrast, treated wood involves the infusion of chemical preservatives into the wood without changing its natural cellular makeup. The key distinction lies in the outcome: modification enhances the wood’s inherent properties, thereby improving its hardness, durability and dimensional stability. Treated wood, on the other hand, relies on the presence of chemical preservatives to resist decay, offering durability through biological toxicity, but with limited moisture resistance.

Three primary technologies that have been refined and commercialized over the past few decades are transforming modified wood. Each process adopts its unique approach to enhancing durability, stability, and overall performance, making it essential to understand the distinctions between them. That said, not all modified wood performs the same, and it’s critical to understand these performance differences when selecting materials for long-term durability and design performance.

Here’s a quick look at how each technology is making an impact.

Thermal modification is a chemical-free process that transforms wood by exposing it to carefully controlled heat in a low-oxygen environment. This treatment permanently alters the wood’s internal cell structure, improving durability and dimensional stability. This process also imparts a rich, dark color to the wood, which can be appealing but may also limit the options for finishing. The process is versatile and can be applied to a wide range of wood species, making it suitable for both interior and exterior applications.

Furfurylation is a wood modification process that involves impregnating the wood with furfuryl alcohol— derived from agricultural plant waste—followed by heat treatment. During this process, the furfuryl alcohol polymerizes within the cell walls, permanently filling the spaces where moisture would normally enter. The result is a darkertoned wood with increased hardness, durability and moisture resistance. This treatment is especially suited for softwoods.

Acetylation is an innovative, advanced and widely studied wood modification process that uses acetic anhydride, which is similar to concentrated vinegar, combined with heat and pressure, to permanently alter the wood’s cellular structure, mitigating the physical consequences of moisture in wood. Acetylation employs a closed-loop system, recycling its acetic acid byproduct, never adding or leaving any foreign or toxic substances in the wood. This transformation dramatically enhances the wood’s dimensional stability, hardness, and long-term durability. The process is typically applied to clear grade radiata pine, maintaining the wood’s natural appearance while allowing for a variety of finish options. This approach offers the beauty of real wood, combined with exceptional performance for the most demanding environments.

The Growing Confidence in Modified Wood Performance

For builders, architects and remodelers, material selection can often hinge on one critical factor: confidence in long-term performance. Modified wood delivers on that promise, offering benefits that combine high functionality with the timeless beauty of natural wood.

Furthermore, since wood can be milled into almost any building component, modified woods are rapidly gaining traction in exterior applications, not only for their guar-

anteed performance but also for their versatility across various uses—whether it’s siding, decking, trim, play structures, or other options. Thanks to their proven resistance to dimensional change and decay, modified woods also become a reliable material in the door, window, and other precision joinery industries, where material dependability is essential.

Leading the Way in Environmental Benefits

The wood species selected for modification are typically sourced from fast-growing, renewable forests, ensuring responsible and sustainable material use. Beyond the fiber source, each modification process also contributes to environmental stewardship in its own way—it simply changes the levels of naturally occurring functional groups within the wood.

Service life is another significant environmental advantage that fuels the adoption of modified woods. Their extended lifespan means products remain in use much longer, helping to maximize carbon storage and reduce the need for frequent replacement—a sensible and sustainable choice for modern construction. Look for third-party certifications that verify responsible sourcing, product safety, and circularity, such as Cradle to Cradle, FSC, PEFC, or the Declare label, which can indicate non-toxicity, complete recyclability, and transparent ingredient disclosure.

A Bright Future for Modified Wood Products

The rising demand for modified wood has sparked a wave of growth and strategic partnerships across the U.S. market. A large-scale Accoya production facility is now operating in Tennessee, building on more than 15 years of successful product importation from Europe.

As the modified wood sector continues to grow, ongoing advancements and partnerships are contributing to broader adoption and higher standards, with North America steadily gaining momentum in delivering durable, sustainable wood solutions. This momentum only supports the growing demand for durable, eco-conscious materials that meet the needs of today’s modern construction and design practices. BPD

– Daniel Trebelhorn is technical sales manager, Western North America, for Accsys (www.accoya.com).

THE IMPORTANCE OF CODE LISTINGS FOR MODIFIED WOOD DECKING

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BY MATTHEW HODJERA

MODIFIED WOOD has become increasingly prevalent in decking projects, both residential and commercial. Thermally modified, acetylated, and furfurylated products promise longer life, better resistance to decay, and a smaller environmental footprint.

This is all true. But none of it is validation of its performance and safety. That’s where an ICC code listing comes in.

Why does a code listing matter?

A code listing is evidence that a product has been tested and verified as suitable for the specific structural job for which it has been specified.

For decking and rails it protects both the owners and operators of the finished project as well as and the professionals who specified, installed, or sold it.

Most of the time, when the phrase “code listing” is used in reference to decking, it means the product has met or exceeded the necessary standards required by the International Code Council Evaluation Service (ICCES), under the ICC’s corresponding Acceptance Criteria for that type of decking material. When it comes to modified woods, the relevant Acceptance Criteria is AC47.

There are three types of modified wood that ICC currently defines.

AC47 recognizes:

• Thermally modified – Heat-treated in a high-temperature dry kiln to reduce hemicellulose, the sugars that attract decay organisms.

• Acetylated – Treated with acetic anhydride to stabilize the wood’s cell walls.

• Furfurylated – Treated with furfuryl alcohol, which polymerizes inside the wood.

All three change the wood at a structural level. While they can improve durability, some types can also dramatically increase brittleness, with reductions in flexural strength of sometimes more than 50%, directly affecting span capacity.

Not all modified wood is the same.

Thermally modified wood does not follow a consistent, standardized process. AC47 simply states it must be treated in an “advanced dry kiln,” which leaves room for variation between manufacturers. Without a verified listing, there’s no guarantee of performance or code compliance. At this time, only Kebony has a code listing according to AC47.

Why a distributor or retailer should care.

If a non-listed decking product fails, the specifier or contractor who approved or installed it could be held liable, as could the retailer and/or the manufacturer. The rule is simple. If a modified wood product does not have an ICC-ESR that references AC47, it is not code-listed for structural use, including decking or railing. Modified wood has a place in modern decking and railing, but only when the product comes with the proper documentation. If it is not listed, it should not be installed.

As a retailer, you too should care about ICC certification for decking primarily to mitigate legal and financial liability, build customer confidence, and prevent costly project failures for your contractors. The certification confirms that a decking product is compliant with the most widely accepted building codes in the U.S.

There are good reasons for carrying and selling ICC-certified decking, including:

• Minimizes your legal exposure. If a deck fails due to a defect and a customer suffers damage or injury, the liability can extend beyond the manufacturer to the retailer and other parties in the supply chain. Selling ICC code-listed products can significantly reduce this risk, similar to how driving with a license reduces liability in a car accident.

• Helps you avoid fines and mandatory recalls. Market surveillance authorities can force the recall of non-compliant products, potentially even years after they were sold. This can result in fines and significant financial losses.

• Protects you against project delays and failure. A building inspector can require a deck built with an unlisted product to be removed, even after installation. This causes significant delays and financial hardship for your contractor customers, damaging your business reputation.

• Protects you against claims and lawsuits. If a customer’s home doesn’t pass a resale inspection due to unlisted materials, they could pursue legal action against the retailer. ICC-listed products provide the necessary assurance that the materials meet code requirements.

• Establishes credibility. ICC code listings are a “ticket to credibility” for building materials. Stocking code-listed decking signals to contractors and consumers that your products meet the highest standards of safety, quality, and reliability.

• Builds consumer trust. Many consumers today are aware of building codes and the importance of using safe materials. Offering code-listed decking provides them with peace of mind and confidence in their purchase.

• Helps contractors secure permits. Code-listed products streamline the permit and approval process for your contractor customers. Projects using code-listed materials can often move to the “top of the stack” for review, while unlisted products require more documentation and engineering reviews, leading to delays.

• Increases market access. Many regions with strict regulatory requirements may mandate the use of code-listed materials. Offering code-listed products allows you to serve these broader markets and gain a

• Simplifies the sales process. For contractors, specifying an ICC code-listed product removes uncertainty about code compliance and performance. Your sales team can use this as a key selling point to secure sales quickly and with assurance.

• Provides peace of mind. Having an ICC-ES code-listed product is a third-party assurance that the product has undergone rigorous testing. This gives contractors confidence that the product will perform as promised under real-world conditions.

How distributors and retailers can protect themselves.

Modified wood decking is a great choice for outdoor projects, both residential and commercial, so to avoid legal pitfalls due to performance:

• Insist on an ICC-ESR report for stocking modified wood products (decking).

• Confirm the report covers deck boards and/or guardrails.

• Check allowable spans and labeling requirements. BPD

MATTHEW HODJERA

Matthew Hodjera is heading up the Technical and Special Projects division of award-winning Norwegian sustainable wood company Kebony (www.kebony.com) through his consulting firm, Murmuration Inc.

5 TIPS FOR CHOOSING DECKING AND RAILING COLORS

BY KATY TOMASULO

COLOR IS ONE is one of the most important choices pros and homeowners will make when selecting decking and railing. But with so many options, how can they ensure they’re choosing hues that go together while also complementing the home? Envision Outdoor Living Products, manufacturer of Envision composite decking and Fairway deck railings, offers five strategies to help your customers narrow down color selections and ensure looks that last.

1 Consider the Colors of the Home’s Exterior

Finding an ideal composite decking and railing color combination starts by looking at the home’s facade. The colors of the siding, roof, windows and other elements can help guide you to matching tones that complement the home’s overall look.

The best part is that you don’t have to be a color theory expert to find an eye-catching combination. Look to online color palette tools, such as Canva’s Color Palette Generator, that provide suggested color combinations based on uploaded photos. Snap a picture of the home’s exterior and compare the suggested colors to those available from your chosen composite decking and railing lines.

2 Find Decking & Railing Colors That Fit Their Vision

Have the homeowner take a step back and envision their dream outdoor living area. What type of mood or vibe do they want the space to evoke? Are there any specific

activities, such as hosting parties or practicing yoga, that they plan on doing?

With the answers to these types of questions, you can start to focus on what elements are going to make the client’s outdoor living space unique to them. The best railing and decking colors for each project often reflect those details. For example, if they’re looking for a relaxing oasis to enjoy the sunset after work, gray composite deck boards with white aluminum railing could be a good fit.

3 Take Inspiration from Colors That Resonate

Like the colors of any project, so much of the decision comes down to personal preference. Usually, there are colors that we feel more connected to than others. Maybe the homeowner is drawn to hues that have warmer tones, like auburn or bronze. Have them think back to some of the recent home purchases they’ve made—furniture, décor or other building products. Are there any colors that showed up more than once? You also might want to think about eliminating colors that clash with these preferences.

4 Don’t Feel Limited to One Color

Finding the best decking color for a project doesn’t have to mean choosing just one. Using two different colors opens a variety of creative design options while adding more contrast and visual interest. Inlays made with a different composite decking color can create a focal point, for example. Another popular option is a picture frame, in which the deck boards are surrounded by a perimeter of planks in another color. Similar techniques can be used to designate unique areas and functionalities of the deck as well as to create visual separation on longer expanses.

5 Try Before You Buy

Sometimes the best way to find the ideal decking and railing colors is to see them in action. Many manufacturers offer deck board samples shipped directly to customers or via their dealers. Just like paint swatches, you might be surprised at the insight the homeowner can get from seeing a deck sample in the space itself.

In addition, some decking companies offer online design tools in which pros and homeowners can visually mix and match decking and railing products on an image of the home or on a similar stock image. This makes it easy to see how different deck colors look in combination with railings and with the rest of the home’s façade, helping to ease the decision process and avoid buyer’s remorse. BPD

SELLING LIGHTING FOR OUTDOOR KITCHENS

LIGHTING OUTDOOR KITCHENS has evolved far beyond the finishing touch. Today, it’s integral to how the space looks, functions and feels.

Jason Faist, North American product trainer for in-lite, says effective lighting relies on three layers: task, ambient, and accent lighting.

Task lighting is the workhorse, playing a critical role over grills, sinks and prep areas, where focused light ensures safe, accurate cooking. “Nothing is worse than trying to cook the perfect steak in the dark,” he says. Wall-mounted ambient lighting defines the space with a welcoming vertical glow, while recessed accent lighting adds depth and drama to the space.

Ensuring the three layers of lighting work cohesively starts with a solid lighting design. “Coordinating with other trades early on is key to planning fixture placement and running low-voltage cable during construction,” says Faist. Pre-planning pays off, he adds. By integrating lighting into walls or structures early, builders

can create a clean, finished look that saves time later. “A strong lighting design helps ensure that aesthetics and functionality work hand-in-hand from the start.”

Builders, Faist adds, want lighting systems that are durable, flexible and low-maintenance. They want fixtures that withstand the elements and avoid callbacks. “Systems that are expandable offer added value—especially when backed by strong warranties.”

For instance, when lighting cabinetry, Faist says he prefers a hybrid approach. Standalone fixtures offer flexibility and ease of maintenance, while integrated options—such as in-lite’s Hyve, Dot or Fusion—recessed into cabinetry or counters, deliver a polished, high-end look.

As for trends, Faist sees a growing demand for smart control and customizable color options. These features allow homeowners to adapt lighting scenes to suit any outdoor gathering. “Homeowners love being able to control zones and dim lighting from their phones,” he says.

Overall, he says, customers want smarter lighting control and clean, timeless design that “blends in during the day, transforms the space at night, and works effortlessly through apps or automation.” BPD

“THANKS FOR THE NUMBER, I’LL LET YOU KNOW...”

NOTHING CAN BE more frustrating than working up an offering for a customer and then having them tell us, “Thanks for the number, James, I’ll let you know…”

No salesperson is needed because no selling is involved; we just give a number and wait for the call-back or call back ourselves to find the product has already been bought. The only thing worse than losing orders is working for an order but never really having the opportunity to compete for it!

Below are two sure-fire ways to get out of the quoting business and get into the selling business!

Offer Product

One of the best ways to compete on price is to offer product and/or product solutions for our customers. Many of the salespeople we compete against every day are just shopping services. They never propose anything to the customer. If we never propose anything to our customers they are going to start treating us like shopping services.

Every sales training customer I work with tells me they want to form a “partnership” relationship with their customers. If all we are is a shopping service, our customers will never treat us as partners. Imagine you own a business with a partner who never has an idea. They always come to you and ask you what to do next. This may be nice for getting our own way, but after awhile we are not going to feel like being “partners” with this person.

Our customers feel the same way. The last thing they need is another person asking them what they should

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BY JAMES OLSEN

do next. This is what most salespeople do. They are too lazy to work up a proposal for their customer. They ask the customer, “Is there anything you are looking for today?” What this question really says to the customer is, “Hey, John, I’m too lazy to work for you today, will you work for me? Will you tell me exactly what you need and exactly what you want to pay for it?” “Will you negotiate with yourself, so I don’t have to?” These same salespeople complain about how poorly they are treated by customers.

After our initial call to our customer, we should never call and ask them, “What do you need?” We should have found this out on our prospect call. After the prospect call we should always call with a product, a solution or deal that will interest our customer. When we call and offer a solution or product we are setting ourselves up with our customers as partners.

“What do you think of my deal?”

One of the best ways to break through the “Thanks for the number, I’ll let you know” scenario is to ask the question, “What do you think of my deal?” Customers will often answer, “Gosh, I don’t know, I need to get more numbers, I just started shopping for this, I haven’t bought it in awhile, I’ll let you know, etc.” None of these answers allows us to do our job, sell. They all make us shopping services. The customer has an idea about your offering or they wouldn’t be listening in the first place.

It is our job to get them to share their idea. We need to persist: “I under-

stand you have to get other numbers, but what do you think of what I am offering?”

Be prepared to go back and forth a couple of times, but please persist with the “What do you think of what I am offering?” question. This can cause some friction. So what? If we let our customers off the hook after we have given them our offer, we severely lower our closing percentages. Do we really think the customer is going to “Let us know?” “Call us back?” They may, but not as often as we need them to!

Getting our customers to talk about our deal is the beginning of closing. We surely cannot get to a closing situation by accepting the, “I’ll let you know…” response. We must get our customers to talk about what we are proposing. When our customer begins to talk about what they like or dislike about our offering, we are in a closing situation and can now sell the customer.

In competitive markets we must make ourselves partners by offering product solutions and we must force the issue from time to time with the “What do you think of what I’m offering you?” question. BPD

JAMES OLSEN

That includes not going behind it. The YellaWood® brand not only prioritizes our dealer relationships, but we prove it through our actions. We take great pride in our fifty-plus year history of only selling to dealers and not directly to their customers. See all the other ways the YellaWood® brand has your back. Visit yellawood.com/for-dealers

SCARY HR STORIES

------------ BY PAIGE McALLISTER

ALONG WITH leaves starting to fall and the aroma of pumpkin spice filling the air, signs of Halloween have been everywhere. While others see spooky or fun symbols of the holiday, they make us reflect on some of the scariest HR stories we have heard recently.

Ghosts: “We had an employee just disappear on us. He worked for us for several months, but then, one day, just stopped showing up. It’s been a week now, and there’s been no word from him, even though we have tried calling him. What do we do?”

Unfortunately, “ghosting” is nothing new in the workplace, where employees no longer report to work and fail to call in to explain their absence. It can also occur when an employee fails to return as scheduled after an approved leave of absence. The actions you can take depend on the situation, but usually you can terminate an employee for this “no call, no show” after two or three days of them not reporting in or calling out, especially if employment is atwill and you have a policy stating what will happen in this case. While not required, you may want to try contacting them (via text, call, or email) or even reach out to their emergency contact to ensure they are okay. If you decide to terminate them, notify them by sending a simple notice outlining the termination date, date of final pay, COBRA, and how to return company-issued items.

Zombies: “OK, so we finally fired that employee since we never heard from them after two weeks. But now, after a month, they have come in, expecting to get back to work. What do we do? Do we need to rehire them?”

It’s incredible, but some employees don’t understand that they can’t just disappear and come back to a job like nothing happened. Typically, you do not need to rehire the employee. Still, you might consider it in a couple of situations.

If they explain that they were in the hospital with no access to their phone, didn’t know the number, and couldn’t

call in until now, then you can ask for more details and documentation from a healthcare provider as to where they have been. If it checks out, you can rehire them (but ask for a release back to work to make sure they are physically able to work without further injury).

Or if you have not been able to fill their position and desperately need someone, you could rehire them but have them sign a document acknowledging that another “no call, no show” will be immediate termination and not rehireable. You can also put them on probation so that if they do anything wrong, they will face escalated disciplinary action (just be sure to note that employment is at-will during and after the probation period).

Haunted house: “We offer flexible scheduling to help our employees balance their personal needs while meeting their job commitments. Most employees appreciate this, as evidenced by their increased focus during work hours and their longer tenure. However, we have one employee who has started working many overnight hours when no one else is available and has even missed some team meetings; she is also unavailable when everyone else is working. While employees have individual tasks that can be done at any time, there are things she needs to collaborate on with others, which is impossible when she works these hours. Do we need to allow her to work these hours?”

It can be disheartening when an employee abuses a policy that everyone else values, especially when that poor behavior impacts their colleagues. In this situation, it is essential to define “availability” as a job requirement. Consider setting “core hours” when all employees must be available, and then let them flex their work hours outside of those hours. (This is also helpful when employees work across different time zones.) Include language in your policy that reserves your right to require an employee to work certain hours and/or attend required meetings, events or trainings. You also reserve the right to rescind the flexible schedule benefit for any employee if necessary.

Black cat: “An employee just informed us that she needs to bring her cat into the office as her ‘emotional support animal.’ We have previously assisted employees with temporary accommodations, such as flexible schedules and working from home while they recover, but this will be a long-term need. Do we need to allow this?”

An employee cannot put a special vest on a cat (or any other animal) and claim it is a legitimate service animal. Service animals that aid individuals with a medical condition (e.g., diabetes, seizures or allergies) undergo rigorous training and are often considered an accommodation under the ADA. Still, you need to determine if their presence in the workplace is reasonable.

“Emotional support” animals are not covered under the ADA; however, you may need to consider them depending on several factors, including the employee’s emotional disability that requires the animal, how the animal assists the employee, and the animal’s training to be in public. The more serious the condition and the more well-trained the animal to help with that condition, the more likely you should permit the animal in the workplace. If an employee provides documentation from their healthcare provider verifying the need for the animal and that the employee cannot function without it, and if the animal is well-trained to be in public places, such as the workplace, then you may want to allow the animal on a trial basis.

As with any accommodation request, you should engage in an interactive dialogue process that includes

Q. We offer paid holidays to employees. Are we required to pay holidays to all employees?

A. In most cases, holiday pay is a benefit employers can offer voluntarily (although some states require certain holidays), which means you can establish any criteria you want as to which employees are eligible as long as you are consistent. For example, you can offer holiday pay to all employees, only regular employees, or only full-time employees while also defining the number of hours to be considered full-time.

You can also decide which holidays you observe and which of those, if any, you will pay for. While many companies observe six common ones (New Year's Day, Memorial Day, Fourth of July, Labor Day, Thanksgiving and Christmas), some companies offer added days such as the Friday after Thanksgiving or the day before or after Christmas. Other companies observe only one or two holidays a year because their industry (e.g., retail, hospitality and janitorial) typically expects them to work on holidays.

Some companies expand the benefit by offering flex holidays to allow employees time off for their personal religious, cultural or lifestyle priorities (i.e., Passover, Kwanzaa or participating in a cancer walk).

Even if you close the company for a holiday, you do not need to pay non-exempt employees for these holidays, but you can.

Whatever you decide to offer, you should draft a comprehensive policy that includes who is eligible, observed holidays, whether they are paid or unpaid, and whether employees will receive any extra pay for working on an observed holiday.

documentation from the health care provider that directs limitations and needs for accommodation, the employee’s requested accommodation, and your analysis of what can be offered without creating a legitimate undue hardship on the company.

Spiderweb: “Like most companies, we have an ‘office gossip’ who shares way too much about her life and things she knows about others, even if inappropriate. Not only does she talk a lot during breaks, but it has eroded her productivity and that of those who interact with her, whether they want to or not. To make things worse, she is our HR person. This creates added concern, as she knows a great deal of confidential information about the company and its employees. How do we address this?”

It is frustrating any time an employee disrupts the workplace, especially when it negatively impacts productivity, focus and morale. The more severe the impacts, the more you should address them with disciplinary action, escalating as necessary if the issue persists.

Things become more serious if the gossipy employee is HR or management, as these employees are trusted with sensitive information. Even if they do not blatantly betray confidences, this behavior can call their trustworthiness and decision-making into question, resulting in employees no longer trusting them or the company that places them in roles of responsibility. As such, disciplinary action should be escalated along with possible probation or even termination.

BPD

– Paige McAllister, SPHR, SHRM-SCP, is vice president for compliance with The Workplace Advisors, Inc. Reach her at (877) 660-6400 or paige@theworkplaceadvisors.com.

WHY WOOD STILL WINS

FOR MORE THAN a century, organizations like the Northeastern Lumber Manufacturers Association (NELMA) have worked to promote the benefits of natural, renewable wood to dealers, distributors and retailers across the country. And for good reason: wood continues to outperform imitation materials in longevity, versatility, and sustainability. It’s not just tradition that keeps wood at the heart of our industry, it’s proven performance.

A Material as Old as Civilization

From the moment humans began building shelter, wood has been essential. It provides warmth, structure and mobility, which helped form the backbone of early human progress. Even as technology evolved, no material matched wood’s combination of workability, strength and natural beauty. Thousands of years later, this still holds true.

Wood Built America

Across the original 13 colonies, you can still find Colonialera homes, mills and churches standing firm with their original sashes, siding and trim intact. These are more than historic landmarks; they’re proof of wood’s staying power. As our country expanded westward, locally grown timber became the foundation of communities, barns and businesses. The nation’s growth literally depended on wood’s

5 Quick Talking Points for Selling Real Wood

1. Wood is Renewable. Sustainably managed forests ensure continuous regrowth, making wood the only major building material that naturally replenishes itself.

2. Wood Lasts. Properly used and maintained, wood can last for centuries, as proven by historic homes and even ancient archaeological finds.

3. Wood Performs. It’s naturally strong, thermally efficient, and adaptable to every climate and application, from framing to fine finish work.

4. Wood is Versatile. Available in countless species, grades, and finishes, wood suits every design aesthetic, from modern, rustic, or traditional.

5. Wood is Responsible. Compared to steel or concrete, wood has a far lower carbon footprint. It stores carbon rather than emitting it, helping reduce greenhouse gas levels.

→ Bottom line: When customers ask why wood, remind them it’s the original sustainable product: beautiful, dependable, and renewable by design.

availability, adaptability and strength. Without it, America’s architectural story would look very different.

Ancient Evidence of Durability

Even archaeology reinforces what dealers already know: when properly used, wood lasts. Near Ankara, Turkey, archaeologists uncovered hand-hewn wooden beams estimated to be 2,700 years old inside the tomb of King Gordius, father of King Midas. The species, similar to pine, showed no sign of special treatment, yet the beams remained smooth, tightly joined, and sound.

Modern Myths, Timeless Facts

Despite centuries of evidence, wood still competes with an ever-growing list of “alternatives.” Many of these synthetic materials are marketed as low-maintenance or high-tech solutions, but they often come with trade-offs in performance, sustainability and long-term value. Dealers know that misinformation about wood, from outdated notions of “dry rot” to exaggerated fears about insects or fire, continues to circulate among builders and homeowners. Education remains our strongest tool. With accurate information and clear product knowledge, we can help customers make informed choices rooted in fact, not fear.

Selling Confidence through Knowledge

The call to educate isn’t new. In 1960, NELMA published A Case for Wood, a straight-forward, fact-driven pamphlet designed to help dealers combat common myths. It tackled issues like paint performance, dimensional stability, decay and insects, all with clarity and evidence.

More than 60 years later, those same topics still surface in customer conversations. Yet the facts haven’t changed: when properly specified, installed and maintained, wood remains one of the most reliable building materials available.

Why Wood Still Wins

For dealers, the story of wood is one worth retelling, not as nostalgia, but as knowledge. Wood is renewable, beautiful and versatile. It’s locally produced, easy to work with, and endlessly adaptable to modern design and construction standards. As synthetic competitors chase trends, wood continues to do what it always has: perform. It’s the original sustainable material, and still the one that delivers the best combination of value, durability and authenticity.

So, when customers ask why wood should be their choice, the answer remains as true today as it was centuries ago: Because nothing else measures up. BPD

SOFTWOOD LUMBER INDUSTRY

The lumber industry has shown strong support for the Softwood Lumber Board since its inception, and in return, the SLB has a proven track record for delivering meaningful results.

• Every $1 invested returns $44 to the industry—the highest ROI of any USDA checkoff program.

• Without the SLB, annual U.S. softwood lumber consumption would have been 3.5% lower.

• The SLB’s investments have generated more than 16 BBF of incremental demand since 2012.

• The SLB’s strategic plan targets 2.9 BBF of new annual demand by 2035 through investment in building segments with high potential.

The SLB is essential for unlocking new market opportunities for softwood lumber that benefit the entire industry and its investors on an individual level.

DISCONTENT IS THE BEGINNING OF GROWTH

------------ BY DAVE KAHLE

DURING MY 30+ years of training sales forces to sell better, I’ve noticed in any group of salespeople, 20% to 30% are eager to learn and enthusiastic about trying some of the practices I teach. Of the remainder, some try to apply some of the lessons. Others fail to adjust their behavior at all.

What is it that distinguishes the eager learners from the rest of the pack? They are discontented. I have concluded that without a serious amount of discontent, there will be no significant change in behavior.

Let’s create some context. “Change in behavior” is the reason people hire someone like me to improve their sales force. Learning, for adults on the job, is not defined as acquiring more facts, as it may be in academic circles. For adults on the job, learning always involves a change in behavior. Training is designed to equip the trainees to do something differently and to do something better. It is always defined by what they do, not what they know. I often tell audiences that I don’t care what they know. They are paid for what they do, not what they know.

Nor is learning defined by how they feel. I often have people come up at the end of a seminar to tell me they feel great, that they have “learned a lot.” I don’t say this (because it would be rude), but I think: “You don’t know that you have learned anything until your warm feelings express themselves in behavior change. Check with me two months from now and tell me what you are doing differently. Then I’ll believe that you have learned.” Good feelings may be nice. By themselves,

they don’t change behavior.

In sales, as in many other endeavors, becoming better means doing something differently—behaving in better ways. Behavior often bubbles up out of habit. That means changing ingrained habits. And changing habits is difficult.

Learning requires a bit of humility. Attempting to do something better implies the realization that you are not perfect at it now. That alone scares some people off, as they are too insecure to admit that they can improve.

Learning requires an investment of time and often money, but the big price is emotional energy. For the most part, to change a habit means that you must work at it, and working at something so difficult requires a huge dose of energy and conviction. You’ve got to decide that you can improve, and that you should improve. That’s where most people become sidetracked. They realize that changing a habit is going to be hard, and they just don’t want to expend the energy to do so.

And that brings us to discontent. Discontent is a deep desire to change one’s circumstances by changing oneself. Discontent arises out of wanting to change some aspect of your circumstances. Discontent recognizes that by changing yourself you impact your circumstances.

The reason why only 20%-30% of a training class eagerly embraces the training is that the rest don’t want to invest the amount of emotional energy it will take to change habits. They see the resulting change in their behavior

as not worth the effort. When it comes down to it, they are content with their circumstances. Given the choice of investing in change or maintaining the status quo, they choose the status quo.

Over 100 years ago, James Allen recognized this phenomenon: “Men are often interested in improving their circumstance, but are unwilling to improve themselves, they therefore remain bound.”

While contentment may be a wonderful goal to chase, it squashes growth before it has a chance to germinate. I’m certainly not the first person to recognize the role of discontentment in growth. Thomas Edison said, “Restlessness and discontent are the necessities of progress.”

And Nathanial Hawthorn observed: “The world owes all its onward impulses to men ill at ease. The happy man inevitably confines himself within ancient limits.”

If there is nothing you want to become, acquire or do better—if there is nothing you want to make better in your life—then there is no discontent. Without discontent, there is no reason to change. Discontent is the necessary precursor to growth. BPD

DAVE KAHLE

ROMAC ACQUIRES ORLANDO’S THOMAS LUMBER

RoMac Building Supply, Leesburg, Fl., has acquired Thomas Lumber, a family-owned supplier serving the Orlando construction market for the last 100 years.

RoMac president and owner Dan Robuck III said, “Thomas Lumber was a natural fit for RoMac. As a family-owned company with deep roots in Central Florida and a reputation for exceptional service, they reflect the same values we’ve built RoMac on for 80 years.”

Founded in 1925 by A.J. Thomas, Thomas Lumber has operated as a family-owned business for 100 years and has long been metro Orlando’s premier supplier of construction materials for professional builders

RoMac CEO Don Magruder

KOOPMAN LUMBER TO BUY CONNECTICUT’S LYON & BILLARD

Third-generation Koopman Lumber, Whitinsville, Ma., is acquiring four-unit central Connecticut dealer Lyon & Billard.

Lyon & Billard currently has yards in Berlin, Cheshire, Meriden and East Hampton, Ct. , which serve customers throughout Connecticut and parts of Massachusetts, New York, Rhode Island, and Vermont.

Upon completion of the deal, Lyon & Billard will continue under its historic name, now branded as “Lyon & Billard, Part of the Koopman Lumber Family.” Koopman plans to support the integration by introducing its ERP system, providing BisTrack training for employees, and initiating light renovations at several locations.

At that point, Koopman Lumber will operate 17 locations across Massachusetts and Connecticut.

MICHIGAN DEALERS JOIN FORCES

Preston Feather Building Centers, Petoskey, Mi., has acquired Barden Lumber, Boyne City, Mi., which has served contractors and homeowners since 1922.

“This isn’t about replacing a legacy, it’s about carrying it forward,” said Rachel Huntman, president and owner of Preston Feather, which itself was founded in 1915.

For Paul Barden, fourth-generation president and owner of Barden Lumber, the partnership is about

said, “Thomas Lumber brings an outstanding team and a century-long legacy of serving metro Orlando’s builders. With RoMac’s capabilities in custom doors, windows, millwork, garage doors, and trusses, we’re excited to expand the solutions available to Thomas Lumber’s loyal customers.”

The transaction was set to close on Oct. 1. Deanna Jenkins, longtime president of Thomas Lumber, will continue to lead the company.

Founded in 1945 by the Robuck family, RoMac Building Supply has grown over the past 80 years into one of Florida’s largest independent building material dealers. Today, RoMac employs over 600 associates across six Florida locations.

continuity and intention. “When our family began thinking seriously about my retirement and the future of Barden Lumber, Preston Feather was my natural, first choice,” Barden said. “We share the same values, vision, and commitment to this region as Preston Feather. It will also be an ideal fit for our employees and customers, who have been our top priority for this transition.”

To ensure a smooth transition, Paul will remain actively involved during the integration period.

With the addition of Barden, Preston Feather now has locations in Petoskey, Gaylord, Harbor Springs, Boyne City, and Traverse City, Mi.

Preston Feather is also doubling its operations in Traverse City with a new 30,000-sq. ft. distribution and logistics facility.

GREAT LAKES ACE GROWS IN OHIO

Great Lakes Ace, Farmington Hills, Mi., has signed an agreement to open a new store in Perrysburg, Oh.—its eighth location in the state. The store will feature more than 12,000 sq. ft. of retail space. Renovations to the space will begin in early 2026, with a soft opening tentatively planned for the second quarter of next year.

Among its 75 total stores, Great Lakes Ace currently owns six other locations in Ohio and announced plans to open another new store in Cincinnati.

Knecht Home Center is changing its name to Mead Lumber at its five locations, including Rapid City and Spearfish, S.D.

Mead has also completed a major remodel of its Beatrice, Ne., location

Dallas Cedar Lumber Co., Garland, Tx., has added a branch in Arlington, Tx. John Martin is general mgr.; Robert Tarango, sales.

Mill Creek Lumber held a grand opening Oct. 14 at its new location in Jones, Ok.

Wilson’s Lumber, New Wilmington, Pa., relocated to a larger site in New Castle, Pa., that includes a 5,000-sq. ft. retail space, 5,000-sq. ft. contractor showroom, outdoor lumberyard for treated wood, and indoor drive-thru yard for nontreated lumber.

B.W. Burdette & Son Hardware, Fountain Inn, S.C., is adding a smaller, 1,900-sq. ft. branch late this month in Gray Court, S.C.

Builders FirstSource moved its Shelbyville, Ky., unit to a larger, improved facility in Louisville, Ky.

BFS has also begun stocking PWT Treated beams and LVL in the Atlanta, Ga., market.

Opelika True Value, Opelika, Al., has been opened by brothers Buddy and David Bruce and friend James Thrash. The store, overseen by general manager Blaine Bruce and store manager Kris Rhodes, will hold a grand opening in March.

Vienna Ace Hardware opened Oct. 9 in Vienna, Va.

Sunshine Ace Hardware held a grand opening celebration Oct. 25-26 for its new branch in Babcock Ranch, Fl.

Costello’s Ace Hardware is now up to 62 locations and with a presence in Delaware after purchasing Rommel’s Ace Home Centers’ 11 stores across Delaware, Maryland and Virginia.

City Hardware, Syracuse, N.Y., has closed after 79 years.

ABC Supply held a grand reopening Sept 18 in Pawtucket, R.I. Home Depot had an Oct. 16 grand opening of its new store in Mandarin, Fl.

Mans Lumber & Home, Canton, Mi., is celebrating its 125th anniversary.

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NEW OWNER FOR MORTIMER LUMBER CHAIN

Eighty-year-old Mortimer Lumber, Port Huron, Mi., has been acquired by EquipmentShare, an equipment rental company that operates nearly 350 rental, retail and service centers nationwide.

The company has a retail hardware division named Forge & Build, which has taken over Mortimer Lumber’s four locations in Port Huron, Sandusky, Bad Axe, and Imlay City, Mi. All employees are expected to remain except for former owner Chip Mortimer, who is retiring, and his two sons.

The four stores will continue selling lumber, hardware, doors, windows, and other building materials, but under the Forge & Build name. They are the first Michigan locations for Forge & Build, joining nine stores in Missouri, five in Iowa, two in Alabama, and one each in Kansas and Texas.

TRI-STATE OPENS 10TH DC IN OHIO

Wholesale distributor Tri-State Forest Products, Springfield, Oh., officially opened its 10th location Oct. 1 in Hubbard, Oh.

The new branch expands its ability to serve eastern Ohio, western Pennsylvania, southwest New York, northern West Virginia, and western Maryland.

Tri-State Forest Products, Inc. is a comprehensive full line wholesale distributor of commodities and building products, specializing in engineered wood products. For over 30 years it has been providing a brand of personal service accompanied with high quality products to its distribution regions.

Tri-State now has three branches in Ohio, four in Michigan, and one each in Indiana, Kentucky and Tennessee.

DYE BUY EXPANDS RP LUMBER INTO INDIANA

R.P. Lumber Co. has acquired Dye Home Improvement, a trusted hardware store and lumberyard brand with locations in Monticello and Monon, In.

The transaction closed on Oct. 10. The terms of the deal were not disclosed. These stores became the company’s 91st and 92nd locations, and its first stores in the Hoosier State.

Dye is a family-owned business that has been operating in White County for over 100 years. The company’s legacy began with the Dye brothers, was carried on by G. Russell Dye, and today proudly continues under the leadership of his grandson, Art Dragoo.

“I was somewhat familiar with R.P. Lumber before talks of an acquisition began,” said Dragoo, “but once we started conversations with their leadership team, we quickly understood their vision—not only to expand their footprint, but also to preserve jobs and continue serving customers in a fair and honest manner. They showed genuine concern for our customers, employees, and vendor partners, which made this decision an easy one for me and my family.”

Just 15 minutes apart from each other and less than an hour away from existing R.P. Lumber locations, these stores both expand R.P. Lumber’s ability to serve current customers and allow the company to reach new ones. Each location features a showroom offering hardware, tools, paint, and displays, as well as fully operational yards offering a wide assortment of lumber, roofing products, drywall, and other building materials.

Woodgrain has added a second building at its distribution headquarters in Lawrenceville, Ga., bringing overall space at the campus to over 318,000 sq. ft.

Pine Knot Lumber, Pine Knot, Ky., was destroyed in a late-night fire Oct. 10.

Lunawood LLC held a ribbon cutting at its new modified hardwood plant in Cleveland, Ga. The company is a joint venture of Oy Lunawood Ltd. and Atlanta Hardwood Corp., which oversees procurement, production and sales.

Williams Lumber Co., Belleville, Pa., lost a debarker/sawdust storage building in an Oct. 6 fire.

Capitol Materials, a GMS company, opened a new building materials yard in Athens, Al., on Sept. 30.

Lansing Building Products opened a 65,000-sq. ft. warehouse/showroom in North Port, Fl.

Molpus Woodlands Group, Ridgeland, Ms., has purchased 173,000 acres of timberland in Alabama, Louisiana and Mississippi.

Owens Corning officially opened its new 150,000sq. ft. Foamular NGX insulation plant in Russellville, Ar.

BlueLinx expanded its distribution of New Castle Steel deck framing to its Indianapolis, In., distribution center, which serves Indiana, Kentucky, Ohio and Illinois.

Genesee Reserve Supply is now distributing Envision Outdoor Living Products’ Distinction and Ridge Premium capped composite decking and vinyl railings from its locations in Rochester and Buffalo, N.Y.

Lensing Building Specialties, Evansville, In., has begun supplying Envision composite decking and Fairway Railings to southern Indiana, southeastern Illinois, western Kentucky, and northwestern Tennessee.

Dyke Industries now offers the full suite of ODL entry door systems in the Southeast, particularly Florida, via its branches in Orlando, Miami and Tallahassee.

ECI Software Solutions released an AI-powered call resolution service, AI Assist for MobileTech.

Advantage Lumber, Sarasota, Fl., has been designated as the first certified cooperative partner of the International ThermoWood Association in the U.S. Strongwell, Bristol, Va., won the 2025 Manufacturing Innovations Award from the Southwest Virginia Alliance for Manufacturing for its Strongdek composite decking.

Orgill was honored as Vendor Partner of the Year by 15-unit Bomgaars Supply, Sioux City, Ia.

Cameron Ashley Building Products, Greenville, S.C., was nominated for the Global Mid-Market B2B eCommerce Business of the Year Award for its Connect e-commerce platform and mobile app.

Combilift has been recognized as one of Ireland’s Best Managed Companies by Deloitte for the 13th consecutive year.

International Woodworking Fair Atlanta will produce a new regional show. IWF West will debut Aug. 25-27, 2027, in San Antonio, Tx.

Builders FirstSource raised $1.6 million for Blood Cancer United from its recent charity event featuring sports broadcasting legend Dick Vitale.

MOVERS & SHAKERS

Mark Callender has been promoted to president and chief executive officer of Great Southern Wood Preserving, Abbeville, Al. He succeeds founder Jimmy Rane, who will continue as chairman of the board.

Steve Henry is retiring at the end of the year as CEO of House-Hasson Hardware Co., Knoxville, Tn.

Alexandria Bates is a new national accounts sales rep for Boise Cascade, Pensacola, Fl.

Jim Lensing, ex-US LBM, has been appointed president of Lumber King, Whitley City, Ky.

Michael Phinney, ex-Ware-Butler Building Supply, has been named branch mgr. at Hammond Lumber Co., Gorham, Me.

Virginia Lewis has been promoted to president of Tart Lumber Co., Sterling, Va.

Colin Hardee, ex-Snavely Forest Products, is new to outside sales with Weyerhaeuser, San Antonio, Tx.

Todd Moseley, ex-One Source Windows & Doors, is a new window & door specialist for Hughes Lumber, Ponca City, Ok.

Jeff Manning is now an account mgr. with Woodhaven Lumber & Millwork, Shrewsbury, N.J.

Brandon Lyon, ex-LeNoble Lumber, is now Rye, N.Y.-based territory sales mgr. with Sierra Forest Products.

Steve Evans has been promoted to director of East/West commodity lumber for LMC, Wayne, N.J.

Jim Hembree, ex-VonTobel Lumber, is a new account mgr. with Big C Lumber, Three Oaks, Mi.

Paul Berglin, ex-Dealers Choice, has moved to Cameron Ashley Building Products, as Minneapolis, Mn., district sales mgr. Stephen St. Romain, ex-ThermoSeal USA, is now Louisiana regional sales mgr. for Cameron Ashley.

Dennis Sparks, ex-The Building Center, has rejoined American Builders Supply, Sanford, Fl., as vice president of the truss division.

Doug Turner, ex-Heartland Pella, is now sales/project mgr. for Forest Products Direct, Bismarck, N.D.

Jeff Hondorp, ex-West Fraser, has been named director of lumber manufacturing operations for Hood Industries, McDavid, Fl.

Lyle Davis, ex-Western Buiding Materials, has joined the sales team at Montalbano Lumber, Houston, Tx.

Kaleb Wright was appointed general mgr. of 84 Lumber, Gulfport, Ms.

Kyle Goodyear, ex-Henry Co., is now an account mgr. with Boise Cascade, Baltimore, Md.

Chad Birchenall is news to sale at R.P. Lumber, Morton, Il.

Frank Campbell, ex-Weyerhaeuser, has been named sales mgr. at Mission Forest Products, Corinth, Ms.

Steve Terrell, administration mgr., has retired after 50 years in administration and sales with Builders FirstSource, College Station, Tx.

John Cronin, ex-Timberline Enterprises, has joined the outside sales team at Koopman Lumber & Hardware, Wilmington, Ma.

Josh Nett, ex-St. Germain’s Cabinet, is new to sales at Scherer Bros. Lumber, St. Paul, Mn

Amber Achuff, ex-Foundation Building Materials, joined the inside sales staff at Stockham Lumber, Holley, N.Y.

Chris Leftis, Canfor, Mobile, Al., has been promoted to general mgr.-engineered wood products.

Deryk Shepherd is now with Dock Builders Supply, Gibsonton, Fl., as a business development mgr.

Alexander Pavlica is new to sales at Carter Lumber, Port Clinton, Oh.

Brandon Langley has been named general mgr. of Hometown Lumber & Supply, Ocean Springs, Ms.

Geoffrey Cundiff, ex-Builders FirstSource, is now in sales with Tibbetts Lumber Co., Spring Hill, Fl.

Curt Middendorf, ex-R.P. Lumber, has joined the outside sales team at Mid-City Lumber Co., Linn Creek, Mo.

Jason White is now in outside sales with Woodson Lumber, Caldwell, Tx.

Rick Kapres has retired after more than 30 years in the industry—the last 22 as VP of sales & marketing with Versatex Building Products, Aliquippa, Pa.—and started a part-time consulting business, Kapres Sales Analysts.

Stephanie Deupree, ex-Mission Forest Products, has been named sales mgr. of Twain Lumber, Antlers, Ok.

Chris Derrico is now senior VP of operations for United Window & Door, Springfield, N.J.

Paul Sullivan, ex-Tesa Tape, has been named VP and general mgr. of Engineered Solutions Group of Shurtape Technologies, LLC, Hickory, N.C.

Dr. Munkaila Musah joined the R&D team at Viance, Charlotte, N.C., as research scientist, wood preservation & performance testing.

Corey Kirk is now optimization mgr. at Two River Lumber Co., Kellyton, Al.

Frank Marcoccio is set to become the new president of L&W Supply, Beloit, Wi., succeeding Dan Piché, effective Jan. 1, 2026.

Prithvi “Prith” Gandhi, ex-Beacon, was named senior VP, chief financial officer of Trex Co., Winchester, Va.

Samara Toole was appointed chief marketing officer for James Hardie, Chicago, leading marketing strategies for James Hardie, TimberTech and AZEK Exteriors brands.

Jason Miele has been named chief financial officer for Parksite, Batavia, Il. He succeeds Ron Barthel, who is retiring at the end of the year after 36 years in the industry, the last 19 with Parksite.

Mark Russell, Millard Lumber, Waverly, Ne., was installed as 2nd vice chair of BLD Connection, joining continuing chair Scott Enter, 1st vice chair Brett Hanson, past chair Brian Wendt, and treasurer Jennifer Leachman. Troy Bosch, Bosch Lumber, Dickinson, N.D., and Jake Buswell, All-American Do it Center, Tomah, Wi., are new to the board. They succeed Sam Nasset, Crane Johnson Lumber, Fargo, N.D.; Nate Ehlen, Sav-Rite Building Center, Neillsville, Wi.; Lynn Trask, Spahn & Rose Lumber, Reinbeck, Ia.; and Mike Bertrand, Lloyd Lumber, North Mankato, Mn. Jason Meester was reelected South Dakota dealer director.

Jack Tarr has been named general mgr. of Astro Buildings, Mead, Ne.

Christina Corley, CDW Corp., has been appointed to BlueLinx’s board of directors.

John Beers III, Georgia-Pacific, was elected to the board of trustees of APA – The Engineered Wood Association as board chair. Brian Cullen, PWT, also joined the board.

Frank Addiego, All Bay Mill & Lumber, was elected chair of the National Lumber & Building Material Dealers Association. He succeeds Mark Zemrowski, Von Tobel Corp. New vice chair is Carin Brock, US LBM Holdings, and treasurer Sandy Zelka, Curtis Lumber.

Matt Duprey, sawmill chief of sales, Hancock Lumber, Casco, Me., has been elected chairman of the Northeastern Lumber Manufacturers Association.

Thor Luther threw a tantrum after placing second in the recent sales contest at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus

DO IT BEST HONORS COMMUNITYMINDED DEALERS

Do it Best announced its 2025 Members of the Year, recognizing business owners who exemplify the spirit of independent retail and demonstrate an unwavering commitment to serving their communities.

The award celebrates members who not only achieve excellence in their businesses but also make a lasting impact through service, leadership and community engagement.

Members of the Year included: (Northeast) Fairport Hardware & Rentals, Fairport, N.Y.; Johnson Hardware & Rental, Johnson, Vt.; Hobbs Lumber & Hardware, Edinboro, Pa.; East Coast Lumber Building Supply, East Hampstead, N.H. (Midwest) Moe & Sons Hardware, Grant, Mi.; Cardwell Do it Best Home Center, Indianapolis, In.; Tweedy Lumber & Hardware, Rushville, In.;

Keim, Charm, Oh.; Schnarr’s Hardware, Ladue, Mo.; Becker Hardware, Ossian, Ia.; Bloomer Hardware, Bloomer, Wi.; D&J Farm & Home, Thorp, Wi.; Siwek Lumber & Millwork, Minneapolis, Mn.; Kulm Hardware & Home Center, Kulm, N.D.; Mueller Lumber Co., Mitchell, S.D. (Southeast) Coltrain Hardware & Garden Center, Ayden, N.C.; Maycrest Hardware, Savannah, Ga.; Paradise Home Center, Union, S.C.; Lumber King, Whitley City, Ky. (South Central) Healdton Family Center, Healdton, Ok.; and Stillwater Building Center, Stillwater, Ok.

SOFTWOOD LUMBER BOARD LAUNCHES NEW PLAN TO GROW DEMAND

The Softwood Lumber Board’s board of directors has approved a new strategic plan targeting 2.9 billion bd. ft. in new annual lumber demand by 2035.

The approach builds on existing momentum in key, high-growth segments—multifamily, attainable and affordable housing, education, offices, and warehouses—where lumber, whether in light-frame, mass timber, or hybrid construction, offers compelling economic and environmental value propositions.

“In today’s demand-constrained environment, the SLB’s role is more critical than ever,” said SLB president and CEO Cees de Jager. “Our next-phase strategy is a clear, data-driven roadmap to protect markets, diversify opportunities, and increase softwood lumber consumption in the U.S. It defines what’s possible with the industry’s continued support of the SLB.”

The plan sets ambitious yet realistic growth targets, focused on market segments where gains are both achievable and sustainable. Execution is a priority: doubling down on what works, moving quickly on emerging opportunities, harnessing new technologies, and measuring results with industry-relevant metrics. This plan is focused on initiatives and programs that deliver direct benefits for softwood lumber producers.

The strategy, titled “From Niche to Mainstream,” also addresses intensifying competition from other building materials, whose campaigns are challenging lumber’s benefits and seeking to limit wood products’ use in upcoming building code cycles.

The SLB’s programs—including WoodWorks, AWC, Think Wood, and SLB Education—are responding with coordinated efforts to strengthen technical support, defend and accelerate adoption of building codes, and improve awareness of wood’s environmental, economic and performance advantages.

NELMA HANDS OUT ANNUAL SAFETY AWARDS

The Northeastern Lumber Manufacturers Association recognized its 2025 Safety Award winners during the group’s recent annual meeting in Stowe, Vt.

Pleasant River Lumber won six awards and Robbins Lumber three, while Biewer Lumber, Pukall Lumber, Hammond Lumber, and Irving Forest Products took home two apiece.

In all, 20 mills in the Northeast and Great Lakes supplied data from their OSHA work-related injuries report for 2024 to compete in the award program. Reported were more than 1.25 million man-hours of planer operation work and 1.41 million man-hours in sawmill operation. Nine mills employing 528 people with combined operations totaling 1,110,445 man-hours reported a no loss-time accident-free year. Winners included:

Sawmill Operations

Division 1 (under 50,000 man-hours)

1. Johnson Lumber

2. Pukall Lumber Division 2 (50,000-75,000)

1. DiPrizio Pine Sales

2. Robbins Lumber, Searsmont, Me. Division 3 (75,000-100,000)

1. Pleasant River, Enfield, Me.

2. Pleasant River, Dover-Foxcroft, Me. Division 4 (over 100,000)

1. Biewer Sawmill Wisconsin

2. Irving Forest Products - Ashland Planer Operations Division 1

1. Pleasant River, Dover-Foxcroft

2. Hammond Lumber Division 2

1. Pleasant River, Enfield

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2. Robbins Lumber, East Baldwin, Me.

Division 3

1. Moose River Lumber

2. PotlatchDeltic, Bemidji, Me. Division 4

1. Robbins Lumber, Searsmont

2. Hancock Lumber, Bethel, Me.

Combined Operations Division 1

1. Hammond Lumber Division 2

1. Pukall Lumber

2. Britton Lumber Division 3

1. Pleasant River, Dover-Foxcroft

2. Pleasant River, Enfield Division 4

1. Biewer Sawmill Wisconsin

2. Irving Forest Products - Ashland

LMC ROLLS OUT DIGITAL PRODUCT CATALOG

LMC, with support from Unilog, launched the LMC DataYard, a digital catalog created to address product content challenges facing independent dealers. The dynamic solution empowers dealers to improve the consistency, depth and delivery of product data across digital platforms.

Digital tools like ecommerce, texting product info, and online account management empower customers to find what they need on their own, freeing up sales teams to offer advice, personal support, and expert insights.

CAMERON ASHLEY ADDS TWO MORE DC’S

Cameron Ashley Building Products, Greenville, S.C., has expanded its presence in the Southeast and Midwest with the opening of new distribution centers in Fort Myers, Fl., and Omaha, Ne.

The company has been heavily eyeing Florida. “Fort Myers and the surrounding Southwest Florida market are experiencing tremendous construction activity, and our goal is to be right there alongside our customers,” said Cameron Ashley regional VP John Gambone. “By opening this new location, we can bring inventory closer to the jobsite, cut down delivery times, and ensure customers can keep projects moving without delay. Just as important, we are local product knowledge experts, committed to helping our customers win more jobs, improve their profitability, and grow their business. We see ourselves as true partners in their success.”

The Fort Myers facility joins Cameron Ashley’s Lakeland distribution center and follows the highly successful launch of Fort Pierce earlier this year. Together, these sites form a growing statewide network designed to keep pace with Florida’s rapid growth. “Jacksonville is up next before the end of the year,” Gambone added. “Our commitment is clear—keep expanding where our customers need us most.”

Distribution center manager Johnny Walker will lead the Fort Myers team.

About a week later after the opening in Fort Myers came the unveiling of a new Omaha DC, headed by distribution center manager Mike Herwig.

“Omaha and the surrounding region are seeing steady growth in both residential and commercial

construction,” said Warren Michaelson, regional vice president. “With this new location, we can provide local customers with quicker access to our products and services, supported by a dedicated team that truly understands the market. This expansion also reinforces our strategy of having the right products in stock, near our customers, and delivered fast.”

NEW OWNER REMAKING MINNESOTA LUMBERYARD

Longtime customers of Bradach Lumber, Aurora, Mn., have purchased the business and renamed it Range Lumber Co.

Ben and Taylor Dickinson are the husband-and-wife owners of sand and gravel business Redd Top Construction and concrete supplier Red Top Ready-Mix.

The couple is giving the lumberyard a makeover, department by department. First up is a revamped paint department, featuring a new computerized paint machine. Big changes, including more products, are also coming to the plumbing department. Products in the housewares department are becoming more unique, with a push that they be made in the U.S.

The Dickinsons are working with designers from Do it Best on the store reset, which will include upgrades to both the interior and the exterior.

NATIONAL BUYS LONGTIME MARYLAND DEALER

National Lumber Co., Baltimore, Md., is expanding in the Washington, D.C., metro area with its acquisition of venerable Fisher Lumber, Rockville, Md.

Leland Fisher, Inc. was established in 1894 and had been operating under the same ownership since 1947.

Following the acquisition, National will continue to serve Fisher Lumber’s longtime customers—as well as new customers—throughout the D.C. metro region. National currently operates a lumberyard and design center in Baltimore, as well as a design center in Chevy Chase, Md.

Following the acquisition, Fisher Lumber will be renamed National Lumber. National is excited to welcome Fisher’s longtime store manager, Tim Allen, along with the Fisher team, into the National family.

The transaction closed on Oct. 1, with National Lumber opening for business immediately.

PLEASANTS EXPANDING IN RICHMOND

The Taylor’s Do it Center and Pleasants Hardware family of stores will open a new Pleasants Hardware location in Richmond, Va., in spring 2026.

The company has seen steady growth in the Pleasants Hardware/Richmond market, with this marking its fourth new Pleasants Hardware location since acquiring the chain in 2016.

The 15,000-sq. ft. store, located in the Oxbridge Square Shopping Center, will be the 11th Pleasants Hardware store and the 22nd location overall for the combined Taylor’s/Pleasants family of stores.

TIBBETTS UNVEILS PENSACOLA TRUSS PLANT

Tibbetts Lumber Co., Clearwater, Fl., held an official grand opening on Sept. 19 of its newest location in Pensacola, Fl.

WELCOME REMARKS by David Brown, who heads market development and acquisitions for Tibbetts Lumber, during the grand opening of the chain’s new location in Pensacola, Fl.

The Tibbetts Lumber team then developed construction plans and secured approval for an $8 million capital investment in the property. Construction began in September 2023 and was completed ahead of schedule.

The new Pensacola location, which was fully operational in March 2025, combined with the company’s door and millwork facility in Milton, Fl., allows Tibbetts Lumber Co. to provide a full range of building materials to professional contractors across the region.

Enhanced Penetration of Solid Lumber, Timbers & Railroad Ties

Solubilized Metallic Wood Treatment for Above/In-Ground Use Classification

Efficient Low-Water Pressure Treatment for Engineered Wood, Glulam, & Cross-Laminated Timber

KopCoat Protection Products offers specialty chemical programs and application products designed to safeguard against biological and weathering damage. Through our commitment to innovation, we’ve developed cutting-edge technologies that address the common challenges associated with wood: weathering, rot, and decay.

COUNTERSINKING DECK SCREW

Premium, do-it-all CAMO Countersinking Deck Screws are engineered for face-fastening deck boards and other wood-to-wood applications where a clean finish matters.

They feature a nibbed head that sinks flush, reverse upper threads to strengthen the hold, T-25 star drive recess in all sizes to grip tight and reduce stripping, and the corrosion-fighting ProTech coating that resists corrosion from the elements in chemically treated lumber.

Offered in 1-1/4", 1-5/8", 2", 2-1/2", 3", 3-1/2", and 4" lengths, their tan color blends into most wood projects.

CAMOFASTENERS.COM (800) 968-6245

HORIZONTAL CABLE RAIL

Westbury Bella Cavo horizontal cable railing from Digger Specialties Inc. offers a sleek upscale design with thin horizontal stainless-steel cables framed by durable aluminum posts. This design maximizes views while providing a modern aesthetic appearance.

The railing comes in a choice of 4-, 6- and 8-ft. sections in either 36" or 42" heights, and is available with matching adjustable 36" and 48" wide gates. In addition to distinctive architectural elements, Bella Cavo incorporates labor-saving installation features that speed installation and lower cost.

Systems are available in an industry leading 12 colors with the option of textured or non-textured surfaces.

DIGGERSPECIALTIES.COM (800) 446-7659

TRIM AND FIT

Nichiha USA has introduced the first in-house twopiece metal trim system, perfectly color matched to the broadest range of fiber cement textures and colors for a seamless, flawless finish with single-source fulfillment. The simplified, snap-fit installation design eliminates the need for skilled detailing and ensures perfect alignment—no caulk, no gaps, no visible fasteners—all done in a snap.

It employs a unique termination cap to ensure clean lines while sealing the edges against water and weather damage. Gaps or channels in the trim design will absorb any small shifts in the siding, cladding, or trim, maintaining the desired aesthetic.

NICHIHA.COM (866) 424-4421

WORKSHOP CNC MACHINE

Axiom Precision has launched a new desktop CNC machine, designed to bring professional-grade power and an unparalleled user experience to the workshop.

Unlike some machines that require users to purchase and install a separate router or spindle, the 2x2 model includes everything makers need, all in one box. Unlike common lead screws, the machine has rolled ball screws on all axes to deliver superior rigidity, precision and durability. It offers up to 200 IPM travel speed, a 5.5" Z-axis travel for cutting thicker materials, +/- 0.006" accuracy for pro-grade results, compact size, and improved stability and vibration absorption.

JPWINDUSTRIES.COM (615) 793-8900

HIGH-VALUE FASTENER

PrimeSource Building Products launches the first widely available 4-1/2" collated fastener specifically for use with high R-value insulated exterior sheathing.

Grip-Rite SpeedSpike is ideal for use in residential and commercial applications where high R-value sheathing is required by code or desired by the builder. It reportedly installs over five times faster than hand-driven solutions, embeds deeper—driving a full 2" into the stud, and features a ring-shank design to ensure a secure grip in wood studs.

PRIMESOURCEBP.COM (800) 676-7777

PASS-THRU AWNING WINDOW

WinDoor has launched a new Pass-Through Awning Window said to offer smooth, effortless operation while ensuring safety and security.

Model AW9942A/AW9842A features a continuous top hinge and stainless concealed gas springs with an anti-drift feature that remain completely hidden when closed, reducing visual obstruction compared to similar models on the market. A single-point locking mechanism and inline ladder pull handles add convenience, while an optional bottom sill and Diamond Glass provide even more design flexibility.

Able to support units up to 32 sq. ft., the window is available in both impact- and non-impact glass options, with or without a bottom sill, in a wide range of standard frame colors, including Bone White, Bermuda Bronze, Clear Anodized, Black, Southbeach Silver, Velvet Gray, Patio White, Southern Bronze, and Woodgrain finishes.

WINDOORINC.COM (800) 282-6019

SUPER SHOP VAC

Milwaukee’s new cordless M18 Fuel Nexus Modular Vacuum System delivering groundbreaking advancements for the jobsite clean-up.

The system also features VacLink wireless dust control for enhanced productivity and seamless remote activation, along with PackOut modular storage compatibility capable of carrying 130 kg for maximum versatility and mobility around the job site.

With two M18 Forge 12.0 Ah battery packs, it can clean-up to 545 square meters on a single charge with up to 49 minutes of continuous cleaning on max run time mode.

MILWAUKEETOOL.COM (800) 729-3878

PRECISION DECK FRAMING

ProWood has launched TrueFrame Joist, a performance-driven deck framing solution engineered for professional builders who demand precision, stability and efficiency on every job.

Available in 2x8, 2x10, and 2x12 in lengths of 12, 14, 16, and 20 ft., the joists deliver optimal spans and consistent sizing for dependable framing that exceeds expectations. Under wet-use conditions, they span up to 20 7" for 2x12 at 12" OC, outperforming typical framing materials while reducing callbacks.

Joists feature ProWood's new enhanced preservation treatment with proprietary additives, ensuring less checking, greater stability, and straighter boards. Treated to meet UC4A Ground Contact standards, they deliver unmatched durability in substructure applications. Color infusion ensures lasting beauty for projects demanding visible framing. Each joist is factory-planed within 1/16" for flat edges and uniform sizing.

TrueFrame is now available in the Denver metro area and is coming to new markets throughout the Great Lakes and Northeastern regions in early 2026.

PROWOOD.COM (844) 529-5882

BLACK FRAMES

A black frame option has been added to Westlake Royal Windows’ Magnolia Collection, featuring a sleek black finish on both its interior and exterior surfaces.

Drawing inspiration from classic Southern architecture, Magnolia windows boast multi-chambered vinyl profiles, welded frame/sash, aluminum sash reinforcement, integral nailing fin, and dual weatherstripping.

WESTLAKEROYALBUILDINGPRODUCTS.COM (800) 521-8486

MODIFIED WOOD CLADDING

Royal Plywood has launched its own cladding line— Resilience Wood Cladding—designed to deliver timeless aesthetics with unmatched endurance in every climate. Resilience is a complete system that brings together Accoya modified wood, Renner Italia Hydro-Oils finish, and California Custom Milling, Royal’s in-house mill. From smooth to wire-brushed, resawn to combed finishes, every detail can be carefully crafted to achieve your design vision. The product offers WUI compliance, rot resistant, dimensionally stability, and protection against the elements. It is available in a curated range of colors inspired by nature, from the soft tones of Desert Sage and Coastal Fog to the bold depth of Black Ice and Patagonia.

ROYALPLYWOOD.COM (562) 404-2989

FLASH IN A FLASH

TYPAR has introduced a new double-sided, self-sealing flashing tape engineered to deliver superior durability, flexibility and ease of installation.

FlangeFlash is designed for flashing non-flanged doors and windows, forming a permanent mechanical bond between the window or door frame and the exterior wall. It simplifies this critical detail and provides a verifiable air and water barrier. The tape combines the strength of TYPAR Commercial building wrap with a high-performance all-temperature adhesive. It features an easy-release liner to speed up installation and clear adhesive to eliminate messy residue.

TYPAR.COM (800) 541-5519

The Most Influential Event in Lumber

March 16-18, 2026

The Ritz-Carlton Laguna Niguel

NAWLA’s T‑100 is the premier event designed for the top 100 owners and senior executives in the lumber and building materials industry. This curated experience offers a refined setting for high-impact dialogue, strategic connection and forward thinking collaboration.

Set along the California coast, T-100 is where visionaries gather to define what’s next—for their companies, for the supply chain and for the industry at large.

LMC LEADERSHIP SUMMIT TAKES BUSINESS BEYOND ORDINARY

LMC MEMBERS gathered in Denver, Co., for the 2025 LMC Leadership Summit, where they spent three days embracing innovation through immersive education, practical tools, fresh perspectives, and lasting connections.

“The Leadership Summit is where vision meets action,” said Paul Thorne, VP of stockholder relations at LMC. “We explore what it means to build ‘Business Beyond Ordinary’ through bold ideas, authentic leadership, and a culture that turns values into impact.”

The Leadership Summit guided leaders through a “learning journey” which began with a pivotal element impacting all sectors of the LBM industry: technology. Tim Costello, co-founder of Built for the Future, showed dealers how technology will transform construction over the next decade. His presentation covered emerging technologies already entering the LBM industry and what LMC dealers need to know to stay competitive.

An exciting departure from the classroom took attendees to Sashco’s Denver headquarters, where Jeff and Nick Burch led a tour of the manufacturing plant and R&D lab. Nathan Ferraro then guided a hands-on Caulking 101 workshop, demonstrating Sashco’s focus on practical training.

Attendees toured Cerebral Brewing to tap into Denver’s craft-beer culture and gain fresh business perspectives. Co-founder and CEO Dan McGuire shared how he grew his business into a purpose-driven brand.

Education continued with Brain McCauley’s session Sales Beyond Ordinary. Dealers gained practical sales strategies and insights focusing on core sales fundamentals. Attendees learned actionable techniques for territory management, improved sales call execution, and value-based messaging that drives results.

Dealers learned how to apply startup strategies to their existing businesses during Joel Phillips’ session. The

Y Combinator founder shared practical methods for identifying growth opportunities and solving problems using entrepreneurial thinking. Attendees participated in Q&A discussions on funding and innovation while pitching their own ideas. Dealers left with tools to drive innovation and find new revenue streams in their operations.

Armed with valuable insights and expansive knowledge, the LMC network toured Empower Field, the home of the Denver Broncos. The behind-the-scenes tour was a perfect opportunity to unwind and connect with each other. Led by GM of Empower Field, Jay Roberts, dealers gained valuable business insights into stadium operations, event logistics, and managing world-class facilities—practical lessons that they could apply to their own businesses.

The day concluded with a celebratory tailgate party, wrapping up the LMC Leadership Summit on a high note.

Virginia Lewes of Tart Lumber, Sterling, Va., noted, “I have been attending for a number of years, and this is my favorite LMC event, especially because it offers so many opportunities for younger individuals in the industry to network, gain new ideas, make friends, and be inspired to drive change. It’s a chance to help bring industry into the 21st century. This is such a valuable opportunity for company leaders, for anyone you’re considering grooming for leadership, and for those who have shown leadership potential. It’s a place to gather ideas, gain fresh perspectives, and get invested.”

The Leadership Summit demonstrated LMC’s strategic investment in developing the next generation of LBM industry leaders. Attendees gained firsthand experience with leadership development resources and professional networking opportunities. The event reinforced LMC’s commitment to equipping future leaders with tools to thrive in an evolving marketplace. BPD

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NHLA HARDWOOD SHOWCASE

[

GLOBAL TRADE was the talk of the town during the National Hardwood Lumber Association's annual convention & exhibit showcase Oct. 1-3 in San Antonio, Tx. The gathering united hardwood professionals from across North America to share insights, build connections, and explore the trends shaping the marketplace. After remarks by executive director Dallin Brooks, Bucky Pescaglia addressed the key issue of log exports, setting the stage for an engaging discussion on the challenges and opportunities of the global hardwood trade.

Throughout the convention, attendees engaged with leaders and peers through a mix of networking events, educational sessions, and exhibits. The keynote speaker, economist Taylor St. Germain, offered an encouraging outlook, expressing optimism about the coming years and highlighting factors expected to drive stability and growth. Mike Snow, American Hardwood Export Council, provided an important update on the European Union Deforestation Regulation and offered a comprehensive overview of hardwood export trends. BPD

HARDWOOD INDUSTRY suppliers (continued from previous page): [11] April Willoughby, Matt Weber. [ 12 ] Melissa De Castro, Colton Cranston, Scott Hamilton. [13] Eric Lacey, Chris Rider. [14] Rupert Oliver, Mark Barford. [15]

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

North American Building Material Distribution Association – Nov. 2-6, annual convention in conjunction with National Association of Floor Covering Distributors, Chicago, Il.; www.nbdma.org.

LMC – Nov. 3-5, LMC Expo, Philadelphia, Pa.; www.lmc.net.

Construction Suppliers Assn. – Nov. 3-5, store manager learning group; Nov. 5-6, sales pro learning group, Tyrone, Ga.; gocsa.com.

Orgill – Nov. 3-16, winter online buying event; www.orgill.com.

Greenbuild – Nov. 4-7, international conference, Los Angeles Convention Center, Los Angeles, Ca.; www.greenbuildexpo.com.

North American Young Lumber Employees – Nov. 4-7, timber tour, Dallas, Tx.; www.nrla.org.

National Hardwood Lumber Association – Nov. 5-7, hardwood processing 101, Memphis, Tn.; www.nhla.com.

North American Wholesale Lumber Association – Nov. 5-7, NAWLA Traders Market, Kansas City, Mo.; www.nawla.org.

Peak Auctions – Nov. 6-12, Midwest online LBM auction; www. peakauction.com.

Western New York Lumber Dealers Assn. – Nov. 7, annual dinner, Char Steak & Lounge, Rochester, N.Y.; www.nrla.org.

BLD Connection – Nov. 10-13, Pinnacle Roundtable, Nations Best, Dallas, Tx.; Nov. 11-12, Wisconsin yard & delivery operations workshop, TBA; members.bldconnection.org.

Build Expo – Nov. 12-13, Broward County Convention Center, Fort Lauderdale, Fl.; www.buildexpousa.com.

Building Material Suppliers Association – Nov. 12-14, HR roundtable, San Antonio, Tx.; www.mybmsa.org.

Massachusetts Retail Lumber Dealers Association – Nov. 13, annual meeting, Embassy Suites, Waltham, Ma.; www.nrla.org.

Peak Auctions – Nov. 15, LBM auctions, Howard County Fairgrounds, Baltimore, Mi.; Nov. 22, Orange County Fairgrounds, Mechanicstown, N.Y.; www.peakauction.com.

Construction Suppliers Association – Nov. 16-18, fall roundtable, Huntsville, Al.; www.gocsa.com.

BLD Connection – Nov. 18-19, Legacy 3 Roundtable, Minneapolis, Mn.; Nov. 18-20, Estimating 1-2-3, Des Moines, Ia.; members.bldconnection.org.

Hardlines Distribution Alliance – Nov. 18-20, executive planning conference, Ponte Vedra Beach, Fl.; www.hdaworks.com.

Eastern New York Lumber Dealers Assn. – Nov. 20, annual tradeshow, Saratoga Holiday Inn, Saratoga Springs, N.Y.; www.nrla.org.

Rhode Island Lumber & Building Material Dealers Assn. – Nov. 21, holiday party, Marriott, Newport, R.I.; www.nrla.org.

BLD Connection – Dec. 2-4, Estimating 1-2-3, Best Western, Neenah, Wi.; Dec. 3, sales development workshop, Holiday Inn, Bismarck, N.D.; members.bldconnection.org.

Twin Cities Hoo-Hoo Club – Dec. 9, Lumberman of the Year Award dinner, Minneapolis, Mn.; www.hoohoo.org/clubs/12.

BLD Connection – Dec. 9, Mid-America Connection Conference, Embassy Suites Olathe, Olathe, Ks.; Dec. 11, Nebraska Connection Conference, Embassy Suites, La Vista, Ne.; members.bldconnection.org.

National Hardwood Lumber Association – Dec. 9-11, control the process to improve lumber value, Memphis, Tn.; www.nhla.com.

Northeast Retail Lumber Association Dec. 10-11, LBM Expo, Earth Expo & Convention Center at Mohegan Sun, Uncasville, Ct.; www.nrla.org.

Peak Auctions – Dec. 11-17, Midwest online auction; peakauction.com.

BLD Connection – Dec. 16-18, Estimating 1-2-3, Stoney Creek Hotel & Conference Center, St Joseph, Mo.; members.bldconnection.org.

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George Galen McWilliams, 82, owner of El Dorado Lumber Co., El Dorado, Ar., died on Sept. 20.

Carl C.F. Dirkes, salesman for Culpeper Wood Preservers, Belchertown, Ma., passed away on Oct. 11. He was 65.

Carl worked in treated lumber sales for over 40 years. In 1987, he was named VP of sales for Northeast Treaters and stayed on after the firm was acquired by Culpeper in 2022. In 2006, Carl was voted Lumber Salesman of the Year by the Northeastern Retail Lumber Association.

Victor Kenneth Perry, 93, founder of Perry Forest Products, DeRidder, La., died on Oct. 1.

He began his career with the Crossett Co. in Arkansas, moved to Container Corp. in Alabama, and then Boise Southern in Louisiana, before opening his own business.

Stephen Albert Gilman, manager of the old Gilman Lumber Co., Stuart, Ia., died on Sept. 3 at the age of 89.

Travis Nelson Dollyhite, 49, longtime yard manager of Riverside Building Supply, Mount Airy, N.C., died on Oct. 7.

Edward Charles Carson, 71, retired yard manager for Forest Products Supply Co., St. Louis, Mo., passed away on Sept. 29. Ed retired in 2018.

James Tommy Howard, 76, former planer supervisor at Weyerhaeuser, Murfreesboro, Ar., died on Sept. 2.

After serving in the U.S. Navy during the Vietnam War, Tommy worked for Murfreesboro Lumber, which later became Weyerhaeuser.

Ervin Warren Krahn, 94, co-owner of CT Lumber & Supply, Wausau, Wi., died on Sept. 10. He ran the business with his wife Nancy, who passed away five months earlier.

After graduating from high school in 1961, he joined his father’s lumberyard, working there for more than 50 years before closing up shop in 2014.

TALK BACK

HONEST FEEDBACK

I have been an avid reader of this publication forever, and this section (“Across the Board”) is always where I begin reading.

This month’s segment (“A Precious Gift We Can’t Afford to Squander,” Oct., p. 8) was absolutely astounding. Your comments were articulated so clearly and thoughtfully… a very powerful yet clear statement. I had to read it a second time because your heartfelt words ring so true.

May I just say thank you for sharing your thoughts and congratulations on a job well done.

Glenn Schroeder Southwest Florida

I look forward to reading your articles each month. They put a lot of perspectives into simple truths. For me, one of the best lines you wrote: “We’re letting ourselves be divided by the loudest voices with the biggest megaphones.”

I feel very privileged and honored to live in America!

Thank you for your heartfelt words of wisdom.

David Beckham Payless Surplus & Building Material, Fort Worth, Tx.

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FLASHBACK: NEW ORLEANS SHOWPLACE

FROM THE BEGINNING, BPD’s sister publication, The California Lumber Merchant, focused most of its attention on news within the Golden State. But 103 years ago, in November of 1922, it could not help but take note of the opening of a one-of-a-kind lumber store in New Orleans, La.

So stunning was Slidell, La.-based Salmen Brick & Lumber Co.’s new branch that 20,000 people visited the store on its first day of business and hundreds more kept coming each day after that.

The ultra-modern exterior got their attention. The unique interior kept it. It consisted of a long corridor with a series of model rooms to either side, all furnished with every modern convenience. There was a model kitchen,

bathroom, bedroom, dining room, and living room—the latter two each with their own brick fireplace and wood mantel.

* * *

The November 1922 issue featured an interview with the manager of Hammond Lumber Co.’s yard in the small town of Zelzah, Ca. “At the rate of increase in our trade, we soon will have to enlarge all of our facilities,” said manager A.M. Fellows. “A boom is under way in this valley—the palm of the hand that will feed Los Angeles— and Zelzah is ‘Ace High, the One-spot of the San Fernando Valley.’”

Smart Fellows. His prediction that a building boom—and related yard expansion—were coming was on the mark, even if the name “Zelzah” was short-

The November 1922 front cover spotlighted Cornell Wood-Board from Chicago-based Cornell Wood Products Co. The prefinished paneling (3/16" thick, 32" and 48" wide, in standard lengths) was installed over a home’s walls and ceilings for an upscale aesthetic and upgraded insulation. It could also be used for partitions.

lived. In 1938, the town was renamed Northridge. The Hammond facility later became Northridge Lumber Co. and since 2022 has been a branch of Ganahl Lumber, on the same site.

* * *

Also in the news was formation of the California Retail Lumbermen’s Association. The organization—a distant forefather of today’s West Coast LBMA—replaced the then-oneyear-old California Lumbermen’s Association, which permitted wholesalers and manufacturers to be equal members. The new CRLA would be retailers-only, so it could focus on their specific needs and services.

During their first annual convention, held at the Whitcomb Hotel in San Francisco, C.W. Pinkerton, Whittier Lumber, Whitter, Ca., was elected the group’s first president.

By the end of the meeting, more than 50 lumber retailers had already turned in their membership application and initial payment of dues ($25 or $50 a year, depending on the yard’s annual revenue, plus a $10 application fee). BPD

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