What customers don't know can hurt you

By Tom Ridgway Mgr., Sales Promotion Osmose Southern-Western Div. Griffin, Ga.

ITODAY'S consumer is becoming

I more aware of the uses and applications of the products they purchase. Still. there is a considerable lack of knowledge concerning pressure treated wood. Many people still believe treated lumber means creosote. O"thers are not certain whether it can be used in the ground, and few understand retentions.

Consumer education has become a major project for treated lumber suppliers, retail dealers and the ma- jor wood preservative suppliers. Point-of-sale literature. do-ityourself plans, and audio/visual programs all aid in the education process.

To aid in an understanding of the various retentions for preservative treated wood. for instance. Osmose has made available a Retention Guidelines flyer. A Retention Guidelines chart is also printed on the new Osmose Week-End Proiects plans folders and point-of-sale consumer literature. Many building plans and other consumer oriented literature also include valuable building tips to help d-i-y projects go smoothly.

While many consumers will seek out literature to answer their questions, they still rely heavily on the sales person for information. Thus, an educated sales force is vital for effective treated lumber sales. Again, treated lumber suppliers can assist by arranging sales training seminars, providing technical literature and enrolling sales people in free programs like the Osmose Wood Preservation Correspondence Course. Not only does such a course provide a good background on treated lumber, it also serves as a valuable reference for future use.

Preservative treated lumber is recognized as the fastest growing product in the building supply line. With increased consumer understanding of treated lumber fostered by concerned retailers and lumber suppliers, treated lumber sales should continue to show dramatic increases for years to come.

To insure that your sales force is prepared, here are some questions and answers they should know.

Q: What type of preservative treated lumber is best for do-ityourself projects?

A: The only type of treated lumber that should be used for d-i-y projects is lumber treated with a water-borne preservative, like Osmose K-33. There are no annoying odors, or surface residues to rub off on skin or clothing.

Q: Will treated lumber last as long as redwood or cedar?

A: Even longer! The durability of redwood and cedar varies considerably, since it is a product of nature. Government tests show an expected service life of less than l8 years in ground contact. Preservative treated lumber is produced scientifically, thus the degree of preservative protection can be controlled and duplicated time after time. Tests show a service life 5-10 times longer than for untreated lumber.

BETENTI0N guidelines llyers and charts printed in c0nsumer literature help d-i-yers select pr0perly treated lumber f0r 0utd00r building projects. Free c0urses lrom preservative manufacturers can make sales people treated lumber experls.

Story at a Glance

Customer education helps to sell pressure treated wood.. lots of literature available free correspondence course can train your sales people.

Can treated lumber be used safely around plants and animals?

CCA treated lumber is safe to use around plants and animals, as there are no surface residues or vapors to harm them.

Can treated lumber be set in concrete?

Yes, the preservative bonds with the wood fibers and penetrates deep into the wood. It can be embedded in concrete without fear.

What types of nails should I use when building with treated lumber?

When building projects for outdoor use, galvanized fasteners should always be used. They resist corrosion caused by moisture and prevent rust staining of the lumber.

I don't like the green color. Will my lumber always be green?