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Proper finishing protects siding from the weather, reduces maintenance and enhances both performance and appearance. Providing customers with bulletins such as the APA Builders Tips on finishing techniques is a good way to guarantee that they'll be happy with the siding product.

Protecting the siding on the jobsite is number 1. Siding should be stored indoors, out of the weather, if possible, especially if the construction period is going to be extended as in the case of a weekend d-i-yer. If storing under roof is not possible, the bundles should be stored on stringers with the straps loosened. A plastic cover should be used with ample space allowed for circulation of air.

All panel edges should be sealed with a paintable water repellent preservative before installation. If the siding is to be painted, a primer should be used for the sealing. All edges cut during installation also should be sealed. Sealing minimizes sudden changes in panel moisture content due to changes in the weather.

At least the first coat of finish should be applied to the siding within two weeks of installation. If this is neglected, weather can damage the surface of the wood panels in as little as two to four weeks. Preprimed products should be finished within 60 to 90 days of installation.

Finish should be applied only to a clean surface. All dirt, mildew and loose wood particles must be cleaned off the siding before finishing. Any residue on the wood will cause the finish to go on unevenly with poor adhesion.

Story at a Glane

Why certain steps are important to protect sidiqg... what to tell your customer and why... matedal available to backstop your salespeople.

Finishes should not be applied to surfaces that are extremely hot or cold. The time of day as well as the weather must be considered when applying any finish. Oil finishes require a dry surface. Latex finishes are tolerant of a slightly damp surface.

Only high quality stain or paint should be applied to siding. Allacrylic latex house paint is the best protection for wood panels. Solid color stain, either latex or oil based, gives good protection. Semitransparent stains give only minimum protection. Oil based house paints or latex semi-transparent stains are not recommended by APA.

The first coat of finish should be worked into the siding surface with a brush. Spraying is acceptable only if the finish is back brushed while the surface is still wet. Brushing the finish into the siding provides better protection to the surface and optimum finish adhesion. Brushing is a must for textured surfaces such as rough sawn.

Above all, advise the customer to read and follow any manufacturer's recommendations for finishing the siding product.

Washington, D.C., can be used to learn more about this market.

In addition to readily recognized industrial and non-residential markets, there are unique markets suitable for developing a specialized niche - the movie industry for example. A company contacted by this magazine has been a lumber supplier to this industry for 40 years. A spokesman stressed that the relationship has endured because they offer superior, fast service, often same day delivery, and top quality material. These qualifications plus the ability to provide unusual prod- ucts are more important to the studios than price, he maintains.

While every dealer is not next door to Hollywood, he may be near a little theater or entertainment or tourist attraction that needs lumber and building products. Manufacturers of wood products such as play equipment, outdoor furniture, chopping blocks and custom furniture also are potential cutomers. Browsing through publications such as the Secondary I'Vood Products ManuJ'acturers Directory,the 1992 Directory oJ' Forest Products Industry, due out in November (both published by Miller

Freeman Publications) or even the yellow pages can spark ideas.

The key to selling in any market is prospecting and making an effort, a top salesman stressed. Establishing a person to person relationship and letting the buyer know the benefits of dealing with your company gets the order. Doing the job right and resolving any foul-up promptly leads to repeat business and often promotes a secondary supplier to primary position. There's business out there, he emphasized, you just have to work for it.