Because of the ELP market’s maturity, sales have switched from educational efforts to helping create the most efficient design, he adds. “Our field people are technical consultants rather than salespeople. They need to provide technical support to make the builder’s life easier.”
“The products aren’t new to the market, but they are often misunderstood,” RoyOMartin’s Byrd says. “The most successful dealers are the ones that are knowledgeable about the products and their benefits. They also proactively promote these technologies to their builders and designers.”
The variety of trends provides opportunities for dealers. “Builders need new options today because of the various changes to codes and other requirements,” Weyerhaeuser’s Meyers says.
“Lumberyards can help with this by encouraging builders to try ELP once. Once they try it, they won’t go back. They just need to get them to try it.”