Meet Our Members: Clark Spitzer
Tell me about yourself. What is your background and how did you get involved with wholesale lumber?
I grew up in the small town of Hugo, Minnesota, and was always intrigued with construction as I graduated from building dilapidated treehouses in the woods to a construction laborer and eventually HVAC layout. After graduating from high school, I moved east to Maryland and attended a few semesters of community college before I realized I really wanted to be out in the world working.
I suppose I really started my “career” in this industry in 1983. After getting married and holding a couple of jobs in construction, my new wife and I moved to Long Island, New York, as I was hired as part of a two-man team to start up a truss and panel plant for a local lumber yard. It was a successful startup and provided a lot of experience in managing a business, including recovering from a sudden market change following Black Monday in 1987. By 1990, it was time to move on and I was hired by Louisiana-Pacific as a regional sales manager for engineered wood products (EWP) in the mid-Atlantic market. In November of 1995, I was hired by Snavely Forest Products (SFP) to manage their Baltimore distribution branch. I’ve been at Snavely ever since, holding several different positions before being named president in 2022.
What motivates you to continue on this career path and be a part of the wholesale lumber industry?
As I look back on the last 40 years, I can’t help but think of all the people that have been more than willing to help me learn and grow. We often tell our employees that, in this industry, the only thing that will hold you back is you. I have always been motivated by two things: 1) trying new things to make the business truly better, and 2) helping people grow in their careers and achieve success however they define it. This industry has been very good to me and my family and I feel strongly that it is my responsibility to pass that on.
In what ways have you seen the lumber industry evolve over the years?
When we started the truss company 40 years ago, everything was drawn by hand and we had high power calculators for calculating loads, angles, etc. Inventory was recorded on a card-ex and contacts were kept in a Rolodex. We thought we were cutting edge when we were the first division of the company to get a fax machine. Technology has changed all of that. Today at SFP, we have leveraged technology to become a paperless company and many of our employees/shareholders work remotely at least part time.
Consolidation has also changed the face of our industry. In 1995, 80% of our customers were independent lumber yards. On the national scene, the top pro dealer that year was Payless Cashway at $2.7 billion in revenue with only 50% of those sales going to the contractor. At the time, Lowes and The Home Depot were seeing $22.5 billion in combined sales. In 2021, only 42% of our sales were to independent lumber yards; the top pro dealer was BFS with $19.9 billion in revenue with over 95% of their sales going to the pro contractor. Lowes and The Home Depot saw over $247 billion in combined revenue. This type of consolidation has happened across the supply chain. Although this industry has changed and will continue to evolve, this is still a people business. Honesty, integrity and hard work are the core values one needs to be successful.
What has been the most rewarding part of your career so far? Are there any wow moments that particularly stand out to you?
The most rewarding thing has to be the opportunity to work with good people and to be able to make a positive impact on the lives of the people I work with every day.
Tell me about your involvement with NAWLA. How long have you been a member and what made you want to join?
Snavely Forest Products has been a member of NAWLA since 1928. My first exposure to NAWLA came in 1997 when I attended the NAWLA Executive Management Institute (EMI) at the University of Virginia. I met so many smart people during the class who were wrestling with the same issues that we were experiencing. When I look back at that class, there have been many of us that went on to play major roles in our companies. We have stayed in touch over the years and have been advisers and confidants to each other.
I have also attended every Traders Market since its inception, and been a member of the Communications Committee, Traders Market Committee and a NAWLA 10 Group. Today, I am on the NAWLA Board of Directors and a member of the Executive Committee.
How have you seen your involvement with NAWLA impact your career and connections within the industry?
Building the network that you need to succeed is one of the biggest benefits to being active in NAWLA. Whether you attend Traders Market, the Leadership Summit, join a 10 Group or attend one of the regional meetings, the network of people that will enhance your career are always available. From an education perspective, EMI was impactful for me. We continue to send people to EMI, Wood Basics, YELP and other NAWLA sponsored education sessions.
What advice would you give to a new NAWLA member?
Get involved. As with anything in life, you will get out of NAWLA more than you put in. This is not a complicated industry and you can make a difference.
What has been your favorite NAWLA moment?
I had the honor of being the chairperson of the Traders Market Committee in 2019 when we made the leap to holding the event in a convention center. We were in San Antonio, Texas, and were nervous about this change. The committee members and NAWLA staff had a strong vision of success and made it a huge victory. Standing on stage to recognize the team that made the change happen was one of the most rewarding times of my NAWLA career . . . so far.
As the NAWLA Board of Directors' incoming chair, what goals/initiatives are you hoping to achieve/see through during your term?
As I said earlier, this industry has changed and will continue to evolve. So must NAWLA. We have embarked on an updated strategic plan that we will be working hard on in the next few years. This plan calls on us to find ways for NAWLA to add more value to the industry through engaged membership, improved and expanded education opportunities, leadership development and improved stewardship through a broader coalition, all while remaining financially strong. My focus in my term will be to expand membership involvement and outreach to the next generation of talent coming into our industry.