The Softwood Forest Products Buyer

WHAT’S IN IT FOR YOU? Advertisers Can Tell You:

“The Softwood Forest Products Buyer has “Over the years we have advertised in several helped us not only build brand recognition as different magazines and other avenues to reach an Eastern White Pine supplier, but the fact we our customers, but nothing has proven to be are unique and versatile being able to offer both as effective as advertising in your paper. Each White Pine and Spruce to our valued customers time one of our Ads appear in The Softwood from the three mills we operate. Buyer, we always get calls, which proves to us We see the value in advertising in The that people take the time to read it. That fact Softwood Forest Products Buyer which as a alone gives us, as the advertiser/ manufacturer, new advertiser exceeded our expectations!” the opportunity to let our current customers know we are a progressive company and potentially reach new customers as Jason Brochu well. Pleasant River Lumber You and your staff do an excellent job at canvassing the Dover Foxcroft, ME different people in our industry to get a ʻfeelʼ for whatʼs really happening and then report it for the benefit of all of us. You manage very well that fine line of good business decisions for your company as well as keeping the best interest of your “We have been very pleased with the phone clients in mind too.” calls and inquiries we have received as a result of our advertising in The Softwood Forest Ralph Schmidt Products Buyer. As a remanufacturer producing Columbia Cedar ornamental timbers and specialty products with Kettle Falls, WA an extensive milling facility we were amazed by the phone calls we received from our customers regarding the feature story you did accompanied by photographs. “We advertise in two or three publications, Our company has a small sales staff and The Softwood Buyer but we get the highest response in terms of provides Richardson Lumber and Manufacturing the ability to number of calls and quality of inquiries from The target our customers and potential customers and we definitely Softwood Buyer. Your newspaper has worked see the VALUE!.” better than any other advertising we have used. Our Ads, news items and photos appear regularly Jamie Hursh and they result in buyers contacting us. Then Richardson Lumber and Manufacturing we call them back two or three times and finally Dallas, TX we start doing business with them. It may take six months from the initial contact, but we have made customers from our use of your newspaper. As a result, we have just doubled our advertising “We have received a lot of telephone calls space to half page sizes and we have gone from black and white as a result of our Ad in The Softwood Forest to the use of color. Products Buyer. I believe it is a very worthwhile Even with current customers we see positive results.They investment. Several of our customers have told will call us and say they saw our picture or an article about our me they enjoy reading your newspaper.” company in your paper and it generates conversation and a chance to get to know one another a little better. Anytime we can Alden Robbins get information out to customers or potential customers and have Robbins Lumber Inc. them respond, that’s helpful to our business.” Searsmont, ME Darren Duchi Siskiyou Forest Products Anderson, CA

“...it’s everywhere you need to be to get more business!” P.O. Box 34908 • Memphis, TN 38184 • Phone 800-844-1280 [email protected] www.millerwoodtradepub.com With your six time marketing program you receive these additional sales benefits:

(1) Free feature article accompanied by 6 to 8 four-color photographs. (2) Free news item on your sales or purchasing representative under “Who’s Who” in the Softwood Buyer. (3) 100 free gift subscriptions going to the buyer of your choice compliments of your company (NO duplication)...value $5,500.

(4) Free use of Green Book’s On-line Softwood Marketing Directory. (Normally leases for $1,000.00 a year.... see brochure) (5) Free Stock listing service, 25 line limit. (See Softwood Forest Products’ Stock Exchange.) (6) Free small Ad in all six issues of the “Wood Purchasing News” distributed to more than 50,000 buyers globally on a rotating basis. (7) Priority on News Items under Trade Talk.

“...it’s everywhere you need to be to get more business!”

P.O. Box 34908 • Memphis, TN 38184 • Phone 800-844-1280 [email protected] www.millerwoodtradepub.com You’ll discover... MORE SALES OPPORTUNITIES THAN YOU EVER DREAMED OF!

You’ll Reach More... BUYERS YOU’VE NEVER BEEN ABLE TO CONTACT BEFORE

You’ll develop... NEW ACCOUNTS...REPEAT CUSTOMERS

You’ll get more phone calls, emails... and MORE SALES

currently distributed to over 38,226* firms in North America & Mexico *Circulation per issue 20,000

• Retail Outlets: (Home Centers, Mass Merchandisers, Independent Retail Yards) ...... 15,757 • Building Material Distributors, Contractor Yards: ...... 287 • Industrial Buyers: (millwork, moulding, furniture, wood treating, manufactured housing, flooring, mobile homes, log homes, post framed and timber framed buildings, prefabricated buildings, storage sheds, wood fencing, pallets, etc.) ...... 9,994 • Wholesalers and Wholesale Distributors, Sash and Door Jobbers: ...... 5,157 • Mills: (Lumber, Panel, Wood Shingles & Shake Producers, Engineered Wood Products ...... Manufacturers and Remanufacturers ) ...... 3,349 • Exporters: ...... 265 • Veneer ...... 87 • Softwood Trade Associations ...... 64 • To Be Classified: ...... 1,074

The

Forest Products www.softwoodbuyer.com Vol. 34 No. 1

The Softwood Industry’s Only Newspaper...Now Reaching 38,414 firms (20,000 per issue) NAWLA Traders Market Celebrates 125 Years, Welcomes Over 1,000 Attendees Photos By Terry Miller, Zach Miller and Wayne Miller January/February 2019

David Warford, U.S. Lumber Group LLC, Duluth, GA; Joe Penrod, Alta Forest Products LLC, Chehalis, WA; Ara Koh, Western Forest Products Inc., Vancouver, BC; Ryan Furta Larry Broadfoot, Collins, Wilsonville, OR; Scott Elston, Forest City Trading Group LLC, do, Furtado Forest Products Ltd., Port Coquitlam, BC; Douglas Nelson, Capital Lumber Portland, OR; Eric Schooler, Collins; Eric Ford, Western Lumber Co. LLC, Medford, Co., Denver, CO; and Greg Rubin, Universal Forest Products Inc., Medley, FL OR; and Dean Johnson, Cami Waner, Joe La Berge and Lee Jimerson, Collins

hicago, IL–The Hyatt Regency, located here, recently served as the host - venue for the 125th annual North American Wholesale Lumber Associa Marketing Promotions Discussed at Additional photos on pages 22 & 24 C tion’s (NAWLA) Traders Market, which was attended by 1,400 industry professionals. WRCLA Session As noted by NAWLA 2018 Traders Market Committee Chairman Clark Spitzer Photos by Terry Miller and Zach Miller in his welcoming statement, in addition to countless networking opportunities, - hicago, IL–Many attended the recent Western Red Cedar Lumber Associa attendees experienced “keynote speaker Jim Abbott (former major league baseball tion (WRCLA) Breakfast Business Session for an insightful look at how C social media and consumer data are driving marketing results and support ing sales. The gathering was held at the Hyatt Regency, located here, in conjunc tion with the North American Wholesale Lumber Association Traders Market. -

Additional photos on pagesContinued 14, 16, 18, on 20page & 2239 Jack Draper, WRCLA Managing Director, and Bare Advertising and Commu nications were the presenters at this meeting. They shared the observation that the - world buys differently and WRCLA needs to target them more accurately. - Draper noted that few industries have seen the levels of turbulence and con - LMC Dealers Gather in Philadelphia to - Continued on page 39 Strategize for 2019

Doug Barton and Mike Holm, Oregon-Canadian Forest Products Inc., North Plains, OR; ayne, PA–LMC (LumbermensPhotos By Merchandising Terry Miller Corporation), which is Dave Valente, OrePac Building Products, Tacoma, WA; Nick Smith, Oregon-Canadian Forest Products Inc.; and Lance Deskins, OrePac Building Products headquartered here, recently WMaterials Expo at the Marriott in Center City District, Philadelphia, PA. The main focus of the event was to allow hosted LMC its annual dealers Forest to speak Products with their & Building LMC team and suppliers to determine their best buying strategies for the year ahead. “Every year when you come to the Expo you learn something that you didn’t think you would,” said Dickie Burgess of Sussex Lumber Company. “There’s

Continued on page 39

PERMIT NO. 303 NO. PERMIT

JEFFERSON CITY. MO CITY. JEFFERSON

U.S. POSTAGE PAID POSTAGE U.S. PRSRT STD PRSRT

Address Service Requested Service Address Rory Patterson, Curtis Lumber Co. Inc., Ballston Spa, NY; Mikelle Davenport, Pleasant

River Lumber, Dover Foxcroft, ME; Mark Kazmierczak, Curtis Lumber Co. Inc.; and

Memphis, TN 38184-0908 TN Memphis, Nicole Cappetta and Bill Ossenfort, Pleasant River Lumber

P.O. Box 34908 Box P.O. The Softwood Forest Products Buyer Products Forest Softwood The

Additional photos on page 24 “...it’s everywhere you need to be to get more business!” P.O. Box 34908 • Memphis, TN 38184 • Phone 800-844-1280 [email protected] www.millerwoodtradepub.com THE SOFTWOOD FOREST PRODUCTS BUYER STATE COUNT

Alabama 902 Montana 296 Alaska 80 Nebraska 379 Arizona 377 Nevada 87 Arkansas 510 New Hampshire 242 California 2221 New Jersey 499 Colorado 466 New Mexico 171 Connecticut 478 New York 1171 Delaware 54 North Carolina 1167 District of Columbia 13 North Dakota 148 Florida 1243 Ohio 941 Georgia 1104 Oklahoma 415 Guam 1 Oregon 1178 Hawaii 66 Pennsylvania 1576 Idaho 432 Puerto Rico 9 Illinois 1086 Rhode Island 84 Indiana 732 South Carolina 535 Iowa 558 South Dakota 233 Kansas 412 Tennessee 850 Kentucky 495 Texas 2389 Louisiana 604 Utah 263 Maine 367 Vermont 166 Maryland 361 Virginia 775 Massachusetts 548 Washington 1085 Michigan 977 West Virginia 228 Minnesota 836 Wisconsin 928 Mississippi 515 Wyoming 98 Missouri 823 Total 32,174

Canada Alberta 230 Ontario 860 British Columbia 1203 Prince Edward Island 16 Manitoba 113 Quebec 476 New Brunswick 120 Saskatchewan 103 Newfoundland 50 Yukon 4 Nova Scotia 149 Total 3,324

Mexico Mexico 536 THE SOFTWOOD FOREST PRODUCTS BUYER AD SPECS No discounts for preferred premium Ad locations: Inside Front Cover Page 2, Page 3, Pages 4, 5, 7 and 1/2 Island Pages 8 & 9 Right hand positions opposite photograph pages Inside Back Cover and Back Cover

Preferred Material: We require a high resolution Adobe PDF, preferably generated from Acrobat Distiller (CMYK, embedded fonts and photos, no crop marks). We primarily use Indesign and Photoshop.

Recommended screen 100. Resolution 1200 dpi. NO FOUR COLOR BLACK.

CYMK COLORS ONLY. We cannot guarantee color consistency with other color types

Ads and photos can be submitted via email to Apryll Cosby at: [email protected]

Or send a CD to: Apryll Cosby The Softwood Forest Products Buyer PO Box 34908 Memphis, TN 38184-0908

Should you have any questions, please call us at 800-844-1280.

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NOTE: Please keep any text, logos, or photos that you do not want trimmed off INSIDE THE LIVE AREA Width Depth 1/2 Island 7” 9” 1/2 Horizontal 9.35” 6.4” 1/4 Page 4.65” 6.3”

COLOR CHARGES: FOUR-COLOR - $750.00 PER INSERTION ONE COLOR - $250.00 PER INSERTION PMS COLORS - $375.00 PER COLOR/INSERTION Ponders Hollow Custom Wood Flooring & Millwork: ONTARIO/QUEBEC BUSINESS TRENDS - Continued from page 41 Ushering In A Renaissance In American Manufacturing suppliers are telling us.” The lumber buyer at one Quebec-based mill shared that positive outlook. His mill, which works primarily with Spruce, Pine, and Fir, had faced extended shut- downs in the past, but has had several stronger seasons in recent years. West eld, MA–Ponders Hollow “The Great Recession of 2008 is in the past, and there is still a lot of demand out Custom Wood Flooring & Mill- there,” he said. work, located here, manufactures His company mostly sells to big box stores and has enjoyed moderate growth in Softwood ooring as well as inte- the past few years. He said there has been a changing dynamic when it comes to  both the type of customers and the needs of those customers, but that the past rior and exterior mouldings. few years have seen some leveling off and consistency after several years of in- The company purchases ap- security. proximately 1 million board feet “I like it a lot better now,” he said. “There are fewer mills, but there are enough annually including Cypress, Red people buying now.” and Longleaf Pine, White Pine On the wholesale end of the business, one Quebec-based owner said that the and Southern Yellow Pine (high Two Coat Exterior Prime relative strength of the market has more to do with who you sell to and what you are selling than anything else. grade in primarily 4/4, kiln-dried, Our two-coat process starts with an alkyd sealer to block rough). “The U.S. has been stronger than Canada,” he said of sales, linking the overall tannin migration, followed by a high performance acrylic primer According to Co-Owner and strength of the economy in the United States to its more significant level of demand. “The U.S. economy has grown and the Canadian market has not. That General Manager Gerry Lashway, The result: RESERVE quality, inside and out. means that the demand in the U.S. is more.” “From beautiful native Pines to He said he views the politics in the United States in much the same way as oth- northern oaks to southern hard- ers in his industry regard weather predictions: completely beyond his ability to in- woods, and to numerous exotic Superior Wood fluence one way or the other. He added that trade agreements come and go, but species, we offer a diverse range Made of quality, clear, finger-jointed Western Red Cedar or that he always stays focused on providing his customers with the products they of species in our products. What- have requested. Gerry Lashway and Larry Lashway are co-owners of Ponders Hollow, a millwork manufacturer located in Westfield, MA. Redwood, these products are naturally designed for exterior ever the demand is for, includ- “What can I do about it?” he asked about the larger issues. “I will continue to do use_both species are ideal for enuring extreme weather. ing custom cut beams, Ponders what I do.” n Hollow can meet the architectural and design needs of your building project.” TRADETALK Lashway continued, “We under- Surfacing + Sizes + Lengths stand the importance of quality RESERVE products come in a and service; and we strive to WE’RE HOME BUILDERS HERE. Mulberry Assumes Role as Roseburg Forest Products President wide range of sizes, lengths and deliver premium, nely-crafted  finished. Whether the project Roseburg, OR–Allyn Ford, CEO and president of Roseburg Forest Products, products and to always provide headquartered here, recently announced that the Ford family and the Roseburg the highest level of service to our calls for S1S2E or S4S, we offer Board of Directors have chosen Grady Mulberry to assume the role as Rose- customers.” lengths ranging from 16’ to burgʼs president. AND HERE. 20’. Pattern stock is also Ford will continue in his role as CEO until his retirement on Jan. 1, 2017. Upon Fordʼs retirement, Mulberry will assume the joint role as CEO and president. Ford available. “We understand also announced that he would continue in his position as chairman of the board for Roseburg. the importance 1x4_1x12 “I am pleased to say that we have se- of quality 5/4x4_5/4x12 lected an internal candidate to first step x _ x into the presidentʼs role, then move into the 2 4 2 12 CEO role when I retire from that position,” and service; Ford said. “Grady has demonstrated his and we strive to readiness and willingness to lead our or- ganization, and this not only provides a deliver premium, strong sense of security, but also one of continuity in pursuing our vision and living finely-crafted Allyn Ford our values as a company.” Grady Mulberry Mulberry joined Roseburg in 2011 as vice products and president of composite manufacturing and later became vice president of manu- The Finest Stock, facturing. He has led Roseburgʼs production operations since 2012. Prior to be- to always provide coming part of Roseburgʼs executive team, he was director of manufacturing at The Best Coating SierraPine. the highest level “I am humbled and excited by the opportunity to move into this new role with of service to Our Siskiyou Forest Products Roseburg, and I am committed to continuing the pursuit of growth and stability RESERVE line is specially manufactured that Allyn has led for the past several years,” Mulberry said. “We have a strongly our customers.” dedicated executive team and organizational leadership that shares in the vision and treated to create the highest quality that we have set for the company and a board led by Allyn that also is committed –Gerry Lashway, product available. Using state-of-the-art to Roseburgʼs ongoing development.” Custom Home –Nathan Good Architects For more information on Roseburg, visit www.roseburg.com. n Co-Owner application and curing equipment, our premium and General Manager, DMSi Announces New Software Tool Western Red Cedar and Redwood stock is made Ponders Hollow Custom Omaha, NE–DMSi, headquartered here, recently introduced a new kind of soft- Collins Softwood to last for many generations. We are proud to offer a ware tool to the building materials industry, a custom app builder. Their user- Wood Flooring Well managed forests and beautiful wood. When you choose Collins, there’s friendly program, Agility | DIY, makes it possible for anyone to create their own & Millwork Dean Johnson no either/or. For more than 160 years, we’ve been providing builders with beautiful, durable product that is ready for installation and business applications. 800.329.1219 x 5202 the highest quality White Fir, Sugar Pine, Ponderosa Pine, Incense Cedar final painting the moment it reaches the craftsmen. Agility | DIY opens new opportunities to the building materials industry. Busi- [email protected] and Doug Fir, all the while working to maintain the very Sierra Nevada nesses can build their own applications for a fraction of the cost of hiring outside forests from which they come. developers. It puts custom systems within the reach of even small operations. In wood ooring and millwork,  SEE US AT NAWLA IN CHICAGO Additionally, Agility | DIY opens up software development to everyone. Instead Our products are certified by the Forest Stewardship Council®, that means the company offers a wide range BOOTH 431 of typing lines of code, users follow a simple point and click interface. People the wood you’re purchasing comes from woodlands that are managed in of species, ensuring that every without any programming experience can build robust modules such as credit ap- an environmentally and socially responsible manner. It doesn’t just benefit customer can achieve the look proval systems, resource trackers, service portals and more. builders; it benefits our entire ecosystem. they desire. Ponders Hollow’s www.siskiyouforestproducts.com Businesses can consolidate and simplify operations by building connected apps wood  ooring is handcrafted to 800.427.8253 • 6175 Hwy 273 • Anderson, CA 96007 for their unique processes. For example, employees can log into one system to each customer’s individual speci- enter time, view schedules, submit approvals and check out sales samples. Agility | DIY is the newest addition to DMSiʼs line of integrated software solu-  cations, which include many custom thicknesses and lengths. tions which includes Agility | CRM, the Customer Scorecard, Mobile Sales app and Proof of Delivery app. Custom millwork available CollinsWood.com For more information, visit www.dmsi.com. n Continued on page 40 Continued on page 43 Additional photos on page 40 Softwood Forest Products Buyer July/August 2017 Page 19 Page 42 The Softwood Forest Products Buyer January/February 2016

Full Page Full Page 1/2 Page Island 1/2 Vertical (With Bleed) (No Bleed) 7” x 9” 4.5” x 13.25” 10.5” x 14.75” 9.25” x 13.25”

TRADE TALK - Continued from page 47 Hancock is a 2001 graduate of Virginia Tech, located in Blacksburg, ontents VA, where he earned a Bachelor of Science degree in forestry. He has C district. In addition to the jobs on the shop  oor, show them the people Prefinished 17 years of consulting, industrial forest management, and supervisory working in various offi ce capacities such as human resources, accounting, purchasing, logistics and distribution, quality, maintenance, facility engi- experience. Hancock joins Roseburg from GFR Forestry Consultants, where he provided clients in northeast North Carolina and southeast Vir- Features neering. A few lightbulbs likely will turn on, or at least the experience may ginia with high-level timber sale, forest management, strategic harvest, NAWLA Traders Market ...... 1 Now You Have an Alternative create a more open mind to the possibility of working in manufacturing. and land use planning services for the past 12 years. During college, WRCLA ...... 1 14) Add your own thoughts here. Hancock spent his summer months interning for International Paper. 2016 Softwood Forecasts ...... 1 Bottom line: No need to wring our hands and be frustrated about why After graduation, he leveraged that experience into an Area Forester Mill Services Inc...... 4 it’s so hard to fi ll manufacturing jobs. Instead, let’s attack this problem with STRONGER position in the Roanoke area until the properties were sold in 2006. Goodrich Brothers Inc...... 6 the same vigor that we would major customer or cost issues in the shop. “On the operations side, Pete adds immediate value,” said Gabe SFPA Resources ...... 13 It’s a paradigm smash to be sure, but let’s apply what we’ve learned. We Crane, Roseburg Director of Resource Operations and Marketing. “His all smashed long-standing paradigms and started our continuous journeys extensive knowledge of local log markets and existing relationships with PWLA Names Killgore ...... 15 TOGETHER facilities and contractors in the area will seamlessly integrate our direct APA And EWTA Annual Meeting ...... 17 on the shop  oor. Each company needs a strategy and an execution plan. Ask about our Nothing new here. Just a new topic for applying good process. log and stumpage sales programs.” “On the management side, Pete’s passion for the best science-based first-time user “Better late than never.” – Geoffery Chaucer, circa 1386 planning, Loblolly Pine silviculture and the Roanoke land base line up program! with our long-term management principles and vision,” said Phil Adams, Departments “Someday,” you said you’d do it yesterday; Yesterday, you said you’ll do Roseburg Director of Timberlands. “Pete is a great t for Roseburg, and Whoʼs Who in Softwoods ...... 2 it today. Today, if you push it to tomorrow, it’s likely tomorrow, you’ll shift it fi we look forward to taking our management of the Roanoke timberlands to “Someday!” Do it now!” – Israelmore Ayivor, Daily Drive 365 APA News ...... 2 LEADERS to the next level together.” SLB News ...... 2 “There is no time like the present...” – Georgia Byng Hancock will be based in North Carolina and report to both Gabe IN SUSTAINABLE AWC News ...... 2 “Just DO it” – Long-running NIKE Ad ■ Crane and Phil Adams. WOOD SOLUTIONS To learn more about the company please visit Midwest Business Trends ...... 19 www.roseburg.com. ■ West Coast Business Trends ...... 19 Retail Review ...... 21 Sources: VISIT USS TOT LEARARN ABOUT APA Names Recipients of 2017 Safety and Health ₁ OUROU WOOD PROODUCTCTS Inland West Business Trends ...... 23 Will Millenials Change Manufacturing?: Larry Fast is founder and president nordic.ca Awards Northeast Business Trends...... 23 http://www.industryweek.com/talent/will-millennials-change- of Pathways to Manufacturing Tacoma, WA—APA - Engineered Wood Association, headquartered Ontario/Quebec Business Trends ...... 26 manufacturing Excellence and a veteran of 35 years ₂ here, recently announced the winners of its 2017 Safety and Health Millions of Manufacturing Jobs Could Go Unfi lled: in the wire and cable industry. South/Southeast Business Trends ...... 26 https://www.bloomberg.com/news/articles/2017-03-16/millions- Awards, a program that honors safety and operational excellence in the He is the author of The 12 Principles Washington Scene ...... 27 of-manufacturing-jobs-could-go-un lled North American structural panel and engineered wood industry. ₃  of Manufacturing Excellence, A Stock Exchange...... 31 , 32 & 33 There Have Never Been This Many Job Openings in America: Smartlam LLC and LP won Safest Company Awards in their respec- Lean Leader’s Guide to Achieving Trade Talk ...... 42 http://money.cnn.com/2017/08/08/news/economy/job-openings- tive categories. Smartlam LLC, which produces cross-laminated timber Softwood Calendar ...... 44 record-high/index.html. and Sustaining Excellence, at its Columbia Fall, MT, facility, won its award for companies for three or 2nd. Edition. fewer mills, with an average Weighted Incident Rate (WIR) for 2017 of Classified Opportunities ...... 44 Larry Fast 4.19. LP, a producer of engineered wood products in the U.S., Canada Obituary ...... 46 and South America, earned top honors among companies with four or Index of Advertisers ...... 46 more mills, with a 2017 WIR of 3.16. The Innovation in Safety Award went to Boise Cascade Company of Medford, OR, for the Equipment-Based Innovation Award. Chris Law- Delivering rence, Region Safety Manager at Medford, submitted The Belt Hold Down, designed to keep veneer and debris on the waterfall belts. The invention effectively eliminated the hazard of debris and veneer  ying off amazing the tray. Boise Cascade reported that immediately, the number of near Partnering with industry leaders in prefinished siding A Bi-Monthly newspaper serving misses, fi rst-aid only and debris in eye incidents reduced. North America’s Softwood Forest Products Buyers results with Boise Cascade Company of Oakdale, LA, won the Jeff Wagner Published by Softwood Trade Publications, Inc. P. O. Box 34908 Continued on page 49 Memphis, Tenn. 38134 Real Cedar Tel. (901) 372-8280 FAX (901) 373-6180 Web Site: www.softwoodbuyer.com E-Mail Addresses: Advertising: [email protected] Nothing compares to the rich, natural lustre Softwood Calendar Editorial: [email protected] Subscriptions: [email protected] of Western Red Cedar. Its tones range from JULY Publisher: Paul J. Miller - 1963-2010 honey-yellow to sienna-red, and it will accept Wayne Miller - President/Executive Editor Inland Lumber Producers, Annual Golf Tournament, Coeur d’Alene Resort Golf Gary Miller - Vice President/Managing Editor virtually any ﬁ nishing option to create the Course, Coeur d’Alene, ID. For more information, email [email protected]. July 12-13. Paul J. Miller Jr. - Vice President/Assistant Managing Editor Terry Miller - Vice President/Associate Editor exact look you want for your project. Prefinished LP 25 Cedar Creek High-quality finishes Southeastern Lumber Manufacturers Assoc., 2018 Annual Conference, Park Hyatt Carmen Buffaloe - Advertising Manager Sue Putnam - Editorial Director SmartSide is distribution centers from the global Beaver Creek, Beaver Creek, CO. For more information: www.slma.org. Walter Lee - Production/Art Director engineered to provide the best sales leader in coatings July 18-21. Rachael Stokes - Production/Art Director Lisa Carpenter - Circulation Manager perform beautifully in and distribution performance AUGUST Canadian Correspondents: Toronto, Ontario, Vancouver, B.C. extreme climates and coverage in the industry International Woodworking Fair 2018, Georgia World Conference Center, Atlanta, The Softwood Forest Products Buyer is the product of a 30-Year limited company and its affiliates that have been in the publishing resist damage from GA. Details available at: www.iwfatlanta.com. Aug. 22-25. business for over 88 years. Overnight delivery to warranty Other publications edited for specialized markets impact and distributed worldwide include: most customers on NAWLA, Regional Meeting, Minneapolis, MN. Learn more at: www.nawla.org. National Hardwood Magazine • Hardwood Purchasing Handbook Aug. 23. Import/Export Wood Purchasing News • North American Forest Helps you achieve the stock products Products Export Directory • Imported Wood Purchasing Guide Green Bookʼs Hardwood Marketing Directory • Green Bookʼs look you want while SEPTEMBER Softwood Marketing Directory • Dimension & Wood Components Buyerʼs Guide saving time and Central Park of Maple Grove Warming House & Pergola Global Buyers Mission, Whistler Conference Center, Whistler, BC. Contact: gbm@ Subscriptions: U.S. and Canada: $65 (U.S. dollars) - 1 year; $75 - 2 money during skana.com bcwood.com. Sept. 6-8. years; $90 - 3 years; Foreign (airmail) $140 - 1 year; $235 - 2 years. www.summitprefinishedsiding.com courtesy of U+B Architecture & Design, Inc. Canadian and foreign orders must be paid by check drawn on U.S. installation 1-800-665-4213 realcedar.com Photography by Andrea Rugg. bank or by wire transfer. Fax for more information. Toll-Free: 855-334-1001 Northeastern Lumber Manufacturers Association, Annual Meeting, Chatham Bars Western Red Cedar manufactured by Skana Forest Products Ltd. The publisher reserves the right to accept or Inn Resort & Spa, Chatham, MA. Contact: [email protected]. Sept. 19-21. reject editorial content and Advertisements at the staffʼs discretion. The Softwood Forest Products Buyer January/February 2016 Page 3 Softwood Forest Products Buyer ■ July/August 2018 Page 43 Page 48 Softwood Forest Products Buyer ■ July/August 2018

1/2 Page Horizontal 1/4 Page 3/4 Page 9.35” x 6.4” 4.65” x 6.3” 7” x 13.25”

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MECHANICAL REQUIREMENTS REQUIRED MATERIAL Width Depth We require a high resolution Adobe PDF, preferably generated from Acrobat Full Page (WITH BLEED) 10.5 14.75 Distiller (CMYK COLORS ONLY, embedded fonts and photos, no crop marks). Full Page (NO BLEED) 9.25 13.25 We primarily use Indesign and Photoshop. 3/4 Page 7 13.25 Recommended screen 100. Resolution 1200 dpi. NO FOUR COLOR BLACK. 1/2 Page (Island) 7 9 Ads and photos can be submitted via email to [email protected] 1/2 Page (Horizontal) 9.35 6.4 1/2 Vertical 4.5 13.25 1/4 Page 4.65 6.3 CLOSING DATE Published bi-monthly: issued first week of publication month.

The

Forest Products www.softwoodbuyer.com Vol. 35 No. 1

The Softwood Industry’s Only Newspaper...Now Reaching 38,226 firms (20,000 per issue) Forecasts for 2020 January/February 2020 (Editor’s note: Compiled by Kathy Brooks In 2020, adapting to changing markets and offering value-added services are two key focuses for companies that manufacture and distribute Soft wood products. Company representatives offered the following comments regard ing their markets and expectations for the New Year.) - - Matt Duprey Hancock Lumber Co. Casco, ME

2019 was one of the better years that Hancock Lum ber has had and was very similar to 2018, which was a record year. Success for us isn't necessarily just profit. - We also need to maintain a strong safety record and em ployee engagement, which was done in 2019. Matt Duprey - Bill Ossenfort, Nicole Cappetta and Mikelle Davenport, Pleasant River Lumber Inc., To continue being successful in 2020, we're going to Dover Foxcroft, ME; and Grant Benson, Benson Lumber and Hardware Inc., Derry, NH have to grapple with the challenge of rising log costs be ing rate of some finished productscause of is the starting demand to onweaken, wood sofiber if that in continuesMaine. The we'll pric - also have to manage our business to deal with that. Finally, we'll have to face global - Additional photos on page 12 supply versus demand and the challenges to keep the right balance. LMC: Not Just Any Event – Our Eastern White Pine customers are wholesale distributors, big box retailers, The Only One Of Its Kind manufacturers and brokers. Pattern stock was in great demand in 2019 and we see that segment growing in 2020. Photos by Zach Miller Wayne, PA–LMC, which is headquartered here, and its dealers gathered at the Hancock Lumber replaced several pieces of equipment in 2019. A McGehee LMC Expo in Philadelphia recently to gain insight, analyze the state of the industry, gang edger was installed in the Bethel sawmill to help provide more production in and plan their purchasing strategies for the upcoming year. This one-of-a kind event the same amount of run time and it helped our mill have a smoother flow of lumber. allows LMC dealers to tap into the latest market intelligence from those attending We also put in a Lucidyne Perceptive Sight auto grader in Bethel to improve grade to ensure they are ready to adapt to the ever-changing market conditions in 2020. recovery and consistency, while a Samuel auto barcoder in the planer mill and “Whenever we get an opportunity to get in front of our dealers face-to-face and Carbotech auto stick placer were installed in the Casco sawmill. We also added a network in this kind of environment good things happen for everybody,” said Andy second boiler in Pittsfield. Toombs, LMC Senior Vice President of Purchasing. “It’s very intimate, very ca Transportation ran pretty smoothly in 2019. The worse I can say is that we had sual. It gives our members the opportunity to come and make changes or additions some one-day hauls turn into two-day hauls because of the driver e-logs, which to their current programs depending on what’s going on in the market. For others, - changed their price. Export transportation–our only issue there is the rising cost. it’s a discovery process. We have new dealers here who may not have done this We don't ship a lot to China, but there's no question that the tariffs shook up the global trade market. Without the Chinese buying lumber, it really backed up the production supply in the United States and other parts of the world. For the most Continued on page 24 part, low-grade pricing was hit globally because of the oversupply situation. Equipment Forecasts for 2020 We understand that there are going to be challenges in any market, so we're ready (Editor’s note: Manufacturers of Softwoods are increasingly relying on automa to tackle whatever comes our way in 2020. tion and software to improve efficiency and eliminate waste. Equipment manufac turers offered the following insights into what 2020 might hold for those areas.) - Continued on page 18 - Scott Davis DMSi Software Omaha, NE

DMSi provides business software solutions for the lumber and building materials industry. Our Agility ERP streamlines the processes around buying, remanu facturing, and selling lumber and other dimensional products. We help our customers reduce costs and - Scott Davis increase service levels by improving operational ef ficiency.

PERMIT NO. 303 NO. PERMIT ficiency between departments.One For area example, of focus we for developed us in 2019 a featurewas improving to help sales ef

JEFFERSON CITY. MO CITY. JEFFERSON and production teams manage custom manufacturing jobs. Previously, sales reps

U.S. POSTAGE PAID POSTAGE U.S.

Change Service Requested Service Change - PRSRT STD PRSRT would create and submit orders for one-off, custom items. But one-off items are

tricky for production lines designed to process materials en masse. We developed Memphis, TN 38184-0908 TN Memphis,

P.O. Box 34908 Box P.O. The Softwood Forest Products Buyer Products Forest Softwood The

Continued on page 25 “...it’s everywhere you need to be to get more business!” P.O. Box 34908 • Memphis, TN 38184 • Phone 800-844-1280 [email protected] www.millerwoodtradepub.com A Bi-monthly newspaper serving North America’s Softwood Forest Products Buyers

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PUBLISHED: January/February July/August March/April September/October May/June November/December ADVERTISING ORDER 20 Schedule The Softwood Forest Products Buyer Page January/February 20 P.O. BOX 34908 Memphis, TN 38184-0908 (901) 372-8280 1-800-844-1280 You are hereby authorized to insert the advertisement of the under- Page March/April 20 signed in The Softwood Forest Products Buyer, a bi-monthly publication, to occupy such space as shown on schedule herein, for one year and thereafter until discontinued by either party on sixty days’written notice Page May/June 20 prior to deadline, for which we (I) agree to pay the rate of $ per insertion, payable within 30 days. Total yearly amount of this contract Page July/August 20 $ . Payment in U.S. Dollars Only. Page September/October 20 We are to have the privilege of changing copy as often as desired, but all copy submitted shall be subject to your approval. You may supply or repeat previous advertisements when no new copy instructions are furnished. Art work ordered Page November/December 20 or approved by us is to be paid for at regular rates. During the terms of this agreement it shall be cancelable by written notice, in which case space used shall be paid for at the card rates in effect on date of cancellation.

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q CENTER SPREAD $4,500 (includes four color) WHAT’S IN IT FOR YOU: NOW, for the first time your AD will give you instant access to 11,000 Wholesalers, Stocking Distributors, Remans and Mills PLUS, you’ll be in touch with everybody at NAWLA’s 2021 Traders Market Louisville, KY November 10-12 where…. Buyer Action is Guaranteed and Supplier Contacts are Priceless!

• You’ll have more sales opportunities than you ever dreamed of!! • You’ll reach more buyers at the right time when they’re looking for suppliers. • You’ll discover new markets…new buyers and you’ll contact new suppliers. • You’ll develop new accounts…and repeat business! • You’ll be in front of the movers and shakers…the Heavy Hitters with tremendous “Buying Power.” • You’ll have editorial support to give you, your personnel, facilities, products and services maximum visibility in the special NAWLA issue. • With your 1/2 page Island, horizontal, or full page Ad, you receive a FREE article (information and 3 photos supplied by YOU, editorial not to exceed 750 words). • With a 1/4 page Ad you will receive a “Who’s Who” on a key marketing person in your company (head & shoulders photo, editorial not to exceed 200 words). • Your firm name will be in bold type and in color in exhibitor information.

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One Success Story After Another

We have advertised since 1985, the inception of The Softwood Forest Products Buyer. We believe in keeping our name, products and services before the markets we serve, being the wholesalers and wholesale distributors. Several of our customers have told us they enjoy reading your paper! As a result, we feel that it is a very worthwhile investment.

Alden Robbins Robbins Lumber, Inc. Searsmont, Maine

ROBBINS LUMBER INC., Searsmont, Maine, produce 28mm of 4/4 and 5/4 Eastern White Pine lumber. They have a drying operation to accommodate lumber production, their own paint/priming plant called Penobscot Bay Coatings, and a cut-up shop that produces clothes drying racks and wooden buckets. They may be reached at 207-342-5221- www.rlco.com.

THE SOFTWOOD FOREST PRODUCTS BUYER P.O. Box 34908 • Memphis, TN 38184-0908 • Toll Free: 800-844-1280 Web site: www.millerwoodtradepub.com E-mail address: [email protected] www.softwoodbuyer.com One Success Story After Another

West Bay has been advertising its Cedar products continuously in The Softwood Forest Products Buyer since 1991 when we started our first annual Ad program with black and white quarter pages. Today we use two quarter pages and one half page horizontal in the special NAWLA Traders Market edition in four-color. Our advertising commitment has grown over the years along with our company. Recently, our Cedar sales team was pictured on the Front Cover of your paper. In a very short time, we got at least 40 phone calls from people we do business with who noticed the photograph. This is proof to us that our Ads are in the right place. We know the people we do business with read ‘The Softwood Buyer’- both suppliers and buyers. To us it makes perfect sense for our Ads to be seen in a newspaper that was created to bring suppliers and buyers together and that is regularly read by industry members.

Chad Findlay, Sales Manager West Bay Forest Products & Manufacturing Ltd. Langley, B.C.

West Bay Forest Products & Manufacturing Ltd., established in 1988, is a wholesale distributor of Western Red Cedar products. Their products include: fascia, rough dimensions, decking, timbers, fencing and pattern stock. Company offices, yard and milling facilities are located in Langley, B.C., on the outskirts of Vancouver. Chad Findlay, sales manager, says, “The success of our company is due to the success of our customers. We work hard to build strong relationships with them and to understand and service their needs.”

You can reach West Bay Forest Products & Manufacturing Ltd. at 9770-199A Street, Langley, B.C., Canada, V1M 2X7, www.westbaygroup.com; 604-881-2850; [email protected]. THE SOFTWOOD FOREST PRODUCTS BUYER P.O. Box 34908 • Memphis, TN 38184-0908 • Toll Free: 800-844-1280 Web site: www.millerwoodtradepub.com E-mail address: [email protected] www.softwoodbuyer.com One Success Story After Another

We have been very pleased with the phone calls and inquiries we have received as a result of our advertising in The Softwood Forest Products Buyer. As a remanufacturer producing ornamental timbers and specialty products with an extensive milling facility, we were amazed by the phone calls we received from our customers regarding the feature story you did accompanied by photographs. Our company has a small sales staff and ʻThe Softwood Buyerʼ provides Richardson Lumber and Manufacturing the ability to target our customers and potential customers. We definitely see the VALUE!

Jamie Hursh Richardson Timbers Dallas, TX

Richardson Timbers is a remanufacturer providing profiling and mill capabilities on large timbers and lumber. They supply Fir timbers as large as 20’x20’x40’, Cedar 16’x16’x32’ and Oak 12’x12’x20’. They keep a large inventory of timbers on their four-acre yard that is completely paved. Their milling facility consists of rip saws, gang rip saws, resaws, Weinig moulder, surfacers, band saws and an extensive file room. Tel: (214) 358-2314 - richardsontimbers.com

We have had a long-standing partnership with the Softwood Buyer and advertised since 1985 in their publication on a regular basis. They have a proven reach and exposure throughout the industry. The amount of conversations with new potential customers that start with “I saw you in the ‘Softwood Buyer’ ” is measurable.

Alex Darrah Durgin and Crowell Lumber Co., Inc. New London, N.H.

Alex Darrah is Sales Manager at Durgin & Crowell Lumber Company, Inc., located in New London, N.H. Durgin and Crowell specializes in Eastern White Pine Lumber and by-products with 30 million board feet of production annually. Durgin and Crowell’s facilites include, a planer mill, specialized dry kilns, customizable mositure detection and a Weinig 2500 PowerMat moulder. Ph: 603-763-2860 - durginandcrowell.com

We believe in keeping our name, products and services in front of our customers and potential customers. ‘The Softwood Buyer’ has enabled us to do that. We have had inquiries from other parts of the country that in the past, we were not selling. We have advertised since 1985 and are continuing our Ad program.

Matt Duprey, VP; Sawmill Sales Manager Hancock Lumber Company Casco, Maine

Established in 1848, Hancock Lumber Company is a sixth-generation, family-owned business operating a land company, a sawmill division, and a network of retail lumberyards, home design showrooms, and a truss manufacturing facility. They produce 90 million board feet of Eastern White Pine annually with 3 sawmill locations.

You can reach Hancock Lumber Company at P.O. Box 299 Casco, Maine 04015 Website: www.hancocklumber.com; Phone: 207-627-4201; email: [email protected]

THE SOFTWOOD FOREST PRODUCTS BUYER P.O. Box 34908 • Memphis, TN 38184-0908 • Toll Free: 800-844-1280 Web site: www.millerwoodtradepub.com E-mail address: [email protected] www.softwoodbuyer.com