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DEALERS ON P.T. WOOD

(Continued from page 10) available and affordable, you don't have the demand for treated lumber that you do as you get further East." Last year pressure treated lumber was #l in his stores over the competitors.

Other dealers, however, claim that, grade for grade, treated wood looks as good to the buyers as redwood and claim price advantages for treated lumber over redwood as high as 5090.

That's fine for the consumer, but what about the lumber dealer? "Sales (of treated) have been helped by the decline in quality and availability of cedar and redwood," claims Rochon of Herr Lumber. Other dealers cite the fact that treated wood can be ordered in the lengths that are most profitable for the yard without their being required to take a lot of short lengths, helping their inventory control.

Also, a lot of "that green wood" isn't green anymore. Many manufacturers areusing preservative chemicals and pressure treating techniques that lead to a lumber product that looks like natural wood in color, while offering the durability and price advantages of pressure treated wood. Seattle's Powers says the new color helps "because it looks more like what people expect or want.tt r o

Dealers also indicate that ordering better grades of treated wood helps - selling #l or f2 where appropriate for use in decks and like projects. This can lead to a high level of customer satisfaction and repeat business.

Finally, dealers say that the same techniques work in the store for selling pressure treated wood-deck clinics, helpful, informative sales people, literature-that work for selling other lumber. And, happily, dealers agree that customers are becoming more aware of pressure treated wood and its many advantages.