Value Added for Truss Manufacturers

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Issue #10232 - November 2018 | Page #45
By Mike Momb

Not quite 20 years ago I interviewed for a position of managing a metal plate connected wood truss manufacturing plant for Anderson Lumber, in Coeur d’Alene, Idaho. For several years Anderson had been losing money from their truss operation and higher ups were searching for someone who could turn it around.

My being young and perhaps a bit cocky had already led to my parting ways with a previous industry employer (https://www.hansenpolebuildings.com/2011/06/theres-no-education-like-real-life-business-experience/), however by 1999 I had over two decades of successful truss industry experience. I’d done everything from sawyer to owner and knew, if given an opportunity, I could make money for my potential employer.

I felt the interview had gone well – until they asked me for one word describing myself professionally. My answer, “Maverick.” When asked to expound upon my answer, I explained if left alone to make their operation profitable, I could do it, however it meant doing things in an unconventional way.

One of these ways would be if my truss truck was hauling trusses to a jobsite, we would haul the “roof package” (roof sheathing, etc.) along with the trusses.

After this response, one could have heard a pin drop in the room. My interviewers could not wrap their heads around efficiencies of saving a trip to a jobsite! I knew from experience, when a key gets close to a delivery truck, dollar signs of operation begin to spin. Their idea was either trusses or lumber would somehow be offended by riding upon the same truck.

Well, it was not a match made in heaven. And they continued to bleed green.

Trucking costs have done nothing but skyrocket, leading me to a way to make those truss truck trips to post frame (pole) building sites more profitable.

Glulam post frame columns.

Every post frame building having trusses delivered to it needs posts (columns). I did a stint as a manufacturer’s representative selling glulam columns in the Pacific Northwest (https://www.hansenpolebuildings.com/2016/09/columns-not-created-equal/) prior to having used them in construction of my own South Dakota home and an addition to Hansen Pole Buildings’ Productions building. I have specified thousands of them to be utilized in post frame buildings in virtually every U.S. state.

When attempting to sell glulam columns, I found out builders and Building Officials absolutely loved them. Lumberyards generally had an opinion of, “they buy our solid sawn timbers, why change?” Distribution was also an issue. In my humble opinion, there are only three manufacturers of a high quality glulam column fabricated from 1650f or better lumber. They might not be right next door as locations are in Tea, SD, Colfax, WI, and Richland, PA.

I will tie things together in a nice package with a bow on it.

Survey your current (and potential) post frame building truss client base. Find out if they would have an interest in stronger, lighter, and straighter (and less labor intensive) columns than what they have been using. When builders find out they can replace 6x8 and larger columns with 3-ply 2x6 glulams, they will flock to your door.

With above information in hand, partner with a glulam manufacturer. Initially, you may be able to find one who will help to floor some of the inventory – reducing your startup investments. You are not going to get the same profit margins out of your glulam sales as you do from trusses – however remember no manufacturing or special equipment will be part of this process. Importantly, anything you can squeeze out in extra bottom line from a delivery is gravy.

Mike Momb is Technical Director for Hansen Pole Buildings, LLC of Browns Valley, MN. His post-frame blog and “Ask the Pole Barn Guru” column can be followed at www.hansenpolebuildings.com/blog/.

You're reading an article from the November 2018 issue.

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