Stock the siding that sells

A RE YOU selling the siding that Ayour areas buyers prefer? Do you lnow what's important to them when they shop for siding? Preferences differ drastically by region, and knowing your customer's priorities can help you stock the type of siding that will sell best for you.

Story at a Glance

Know what the builders and remodelers in your area demand ... what goes into their buying decisions predictions for vinyl, plywood, hardboard, OSB, cedar, brick and aluminum.

In new construction, hardboard was the siding of choice in the south Atlantic region, though its use has been slipping and is predicted to continue declining. In second place, plywood will dip but not as sharply. Stucco and brick will hold, with OSB and vinyl climbing fast to make up the difference.

Brick will retain its dominating lead in the east south central, followed by hardboard (on the decline), OSB (picking up steam), vinyl (rising), and plywood (dipping slightly). In the west south central, leader hardboard will also decline, while brick will inch up slightly. Plywood will fall, OSB and vinyl will climb.

For repair and remodeling, vinyl boasts nearly half the south Atlantic market and will get even stronger. OSB will be the only other material to make gains. In the east south central, vinyl is equally strong, but receives healthy competition fron plywood, which will progressively lose market share to OSB. In the west south central, vinyl also holds a commanding lead and contenders hardboard and plywood will drop.

Materials also vary by type of house being built, whether it's a new single family start-up, move-up or luxury home.

o Hardboard siding: start-up or move-up o Cedar: luxury, some move-up o Plywood: start-up, some moveup o OSB: start-upormove-up o Aluminum: start-up, with some move-up o Vinyl: all types o Brick luxury,.somemove-up o Stucco: all types

Finally, builders, remodeling contnactors and architects base their siding buying decisions on various benefits of the product. Match the siding you carry with their intended price and quality level. The following chaft displays the results of a recent phone survey by George Carter & Affiliates. Builders and remodelers in three southem regions were asked to rate the importance of ten factors that could relate to their purchasing decision on siding. Ratings are from I (unimportant) to 10 (very important).

In evaluating the scores, consider 9.Gr is excellent; 8.0-8.9, very good; 7.0-7.9, good; 6.0-6.9, fah, and 5.9 and below, poor.

Informationfor this articlc is compiled from a 1992 three volume "Siding Consumption in Residcntial Structures" survey available from George Carter & Afriliates, 767 Park Ave., Oradell, N.I. 07649.