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Moulding & Trimboards

In Depth: Moulding & Trimboards

The lines have been drawn as PVC, polyurethane, and fly-ash composite trim makers look to cut into wood’s behemoth market share over the next...
Housewrap and Insulation

IN DEPTH: Housewrap and Insulation

IN DEPTH As the green building movement has gained momentum over the past decade and energy efficiency has come to the forefront— due to homeowner...
Technology Tools

IN DEPTH: Technology Tools

IN DEPTH It’s hard to find an area of life where technology doesn’t have an influence and a presence, and the lumberyard is no exception....
As the market recovers, we need to be careful not to sell EWP as a commodity, Midgette says, which shortchanges the products’ benefits and opportunities. “We need more value-added selling and education,” he says. “If we look at EWP in general, its value proposition is speed of build, reduced callbacks, long-term performance, open floor plans, and design flexibility. We have to keep selling that, otherwise people aren’t going to pay for that.” “We have to go back to the time when product knowledge education was part of our daily routine in the industry,” affirms McCollum, noting that dealers need to take advantage of the staff at their distributors and manufacturers. Roseburg, for instance, offers local and regional training for specifiers, builders, distributors, and dealers through its network of field staff who can educate audiences on marketing, selling, and installing Roseburg products. “Veteran dealers and builders have become comfortable with the benefits of EWP, like no floor squeaks, sustainability, and long spans,” adds Boise’s Debelius. “But we need to remind dealers that there are all sorts of benefits that we take for granted.” Boise offers in-person product knowledge training via its area managers, along with online tools and focused literature. It also is furthering these efforts through education-based marketing programs, such as four-page trade ads that emphasize system-wide benefits. Weyerhaeuser Learning provides numerous webinars, self-guided online courses, and in-person/classroom opportunities on everything from products to technical training to dealer selling skills. “Our goal is to be the trusted adviser,” says Schweizer. “One of the things we find and try to instill in dealers is to rely on the tools and the information that the mills have to help them,” says Rosboro’s Smith. “Providing solutions is very important. We can help them re-educate the entire chain. We have a lot of tools to help them.” Software Adds Value Along with education, software programs are helping dealers add even more value to engineered wood sales. LP, as one example, has a brand new beam-sizer program called LP Solid- Start Design that allows for design of individual components. The company also offers a whole-house design program, LP SolidStart Solutions. For its onCenter engineered wood products, BlueLinx offers Doma Studio for drawing and designing 3-D models, analyzing engineering, and optimizing cutting patterns. “That continues to be a big area for dealers,” says Scot Bauer, general manager of engineered lumber.

IN DEPTH: Engineered Lumber

IN DEPTH Like much of the industry, engineered wood producers are still navigating a fickle recovery in which builders are challenged by supply constraints, tight lending,...
Loctite 2 in 1

IN DEPTH: Caulking & Adhesives

New material choices that provide benefits to contractors also create challenges for assuring that caulk and adhesive options will work successfully. Manufacturers are responding to those...

IN DEPTH: Siding

Homeowners are taking a closer look at their homes’ exteriors and realizing they can create a personalized look that reflects their own style. They...

IN DEPTH: ROOFING SYSTEMS

Budgets are rebounding along with the market, and roofing products are benefiting from that boost. Customers have more wiggle room, and they realize roofs...

IN DEPTH: Doors And Windows

Doors and windows present a unique challenge for builders and remodelers, as the products need to fit the style of both interior and exterior...

IN DEPTH EXTRA: Deck Accessories

Homeowners are looking to put their personal stamp on their decks, investing more as they spend more time outdoors entertaining. As a result, the...

IN DEPTH EXTRA: Deck Fasteners

With more deck products being undertaken as the economy improves and more awareness of the need for proper installation, builders and contractors are examining...

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