Frame iob l-ioist compatible glulams provide solid floor traming systems

fD ULDING on the foundation of -fDrecord-breakins sales for wood Ijoists, manufactureis of glued laminated timbers are producing I-joist compatible products that allow distributors to package fully-engineered floor framing systems.

One of the key advantages of using I-joists in residential floors is the capability of employing long, continuous lengths, often used in multiple span applications that require intermediate walls or beams to carry the floor loads. Glulam beams provide an efficient, cost-effective load-bearing alternative to solid sawn and other engineered lumber products, according to APAThe Engineered Wood Association.

While glulams are often specified for their aesthetic characteristics in such residential applications as exposed roof beams, they are also excellent structural framing members for concealed applications such as garage door headers and now, with added depths available, for concealed floor beams in I-joist framing systems.

The most common residential Ijoist depths are9-l/2" and l1-7l8", which compete with 2xl0 and2xl2 lumber joists. In addition, some 14" and 16" depthjoists are used in floor systems when longer spans or wider joist spacings are needed or heavier loads must be carried.

Glulams have significantly higher design stresses than conventional sawn lumber or timbers and can be manufactured to carry virtually any residential floor load.

Glulam beams used in residential applications are most typically specified as a continuous lengths,

24F-1.88 structural grade, which means they have a fiber stress in bending of 2400 psi and a modulus of elasticity of 1,800,000 psi. Glulams also have higher allowable horizontal shear stress than sawn lumber with values ranging between 210 psi and 270 psi, depending on the species.

The most common I-joist compatible (IJC) glulam depths are consistent with the most common I-joist depths

9-U2", tr7t8", 14" and 16." These depths conform to PRI-400, the APA-promulgated performance standard for I-joists used in residential construction.

In addition to providing IJC depths, glulams can be manufactured in full 3ll2" and 5-ll2" widths, the same as 2x4 and2x6 wall framing, eliminating the need to furr or frame around these beams where they are used in supporting walls. Such beams are designated as having a framing appearance which is suitable for any concealed application.

Engineered Wood Systems, a related corporation of APA, that provides trademarking for approximately 70Vo of the glulam beams produced in North America, has developed standard load span tables for the IJC depth beams having a width of either 3-l/2" or 5-112." The load span tables and additional information about glulams can be found at www.apawood.org, or by calling APA s product support help line at (253) 620-7400.

ORE building material dealers in the West are selling garage doors, enticed by higher profit margins-upward from 20Vo to 33Vo.

Successful garage door marketing techniques range from simple, to sophisticated. "Word of mouth is a big help for us," said one dealer. "Many times a customer has seen a garage door sold by us on a building and asks the building owner for a referral, and that brings a new customer into the store."

To increase door sales and profit margins, many dealers are developing comprehensive marketing promotion programs that include in-store displays, product literature, package sales and a full-service sales and installation program.

One of the most effective ways to build sales is by featuring an in-store display that piques the interest of customers. Prospects who have been thinking about replacing a garage door suddenly become more interested in buying when they see the display.

By looking at an effective display, customers immediately can see the quality of materials that make up the doors.

Another popular method of increasing profit margins on garage door sales is by creating a "complete package" sale, or selling related products. According to one dealer, margins can soar as high as 6OVo by selling the opener and weatherstripping along with the door.

Creating a package deal that includes the garage door and necessary extras makes it easier for buyers when decision-making time comes. Dealers who don't have a package created, at least should be sure that salespeople ask customers the right questions:

Do you need an opener with the door?

Do you want door jamb weatherstripping?

Do you want additional insulation?

Do you need low headroom options?

Do you require back hangs and other necessary materials to install the door?

Would you like window lites?

To better serve customers, more dealers are establishing full-service sales and installation programs by dedicating staff members and providing training on garage door service and installation. While such pro- grams require a financial commitment on the part of the dealer, they can more than pay for themselves. An experienced installation crew can put in three to four garage doors and openers in a day.

In addition to using marketing, dealers believe partnering with a reliable, customer-driven manufacturer is key in successfully selling garage doors. Dealers suggest the following: o Find a manufacturel that offers an extensive line of quality products with plenty of colors, decorative window options and competitive pricing. Homeowners want their gutters, soffits, fascia covers, windows and garage doors to match. Locating a manufacturer that has models in a wide range of colors and window lites broadens Your customer reach. o Make sure the manufacturer's sales staff is knowledgeable and serviceoriented. A good sales rep will call

Margins cansoar

as high as 60% by selling the opener and weatherstripping along with the door.

on your store regularly and be receptive and helpful when a problem arises.

o Research the manufacturer's warehousing and distribution capabilities, as this has a great impact on product delivery and inventory.

Crucial to any successful garage door program is knowing how to handle the doors to eliminate damage and maximize profits. To eliminate denting, bending and scratching: o Make sure door sections are carried on their edge, rather than flat. r Be careful not to strap doors down too tightly when delivering them. Cardboard corner protectors evenly distribute strap pressure.

When you combine progressive marketing and safe handling techniques with the right product mix for your market, your garage door sales and profits are sure to bring more dollars to your bottom line.