Informed sales PeoPIe sell more treated wood

OR first-time do-it-yourselfers, buying pressure-treated lumber may pose more confusion than oPportunity for building an outdoor project. They may ask the salesperson, "Why does treated wood come in different colors?" "WhY does some treated lumber have holes in it?" Or, "How do I know it's treated correctly and will it work?"

By arming the sales staff with product knowledge, lumber dealers can cure the confusion. Basic information may include what Pressuretreating does. how to recognize proper treatment, how to select the type and degree of treatment, proper job- site application and recommendations for handling.

In essence, pressure-treating extends the service life of lumber used in outdoor applications. The preservative chemicals act as a toxin which repels decay-causing organisms.

In treating, preservative is forced into the wood under Pressure. Simply brushing or dipping the wood in a preservative will not guarantee as long a service life. The tYPe and amount of chemical added to the wood depends on the lumber's end use.

Creosote solutions are usually reserved for severe exposures such as pier pilings or railroad ties. Creosote, a tar-like substance. is seldom used by the consumer.

On the other hand, Pentachlorophenol, or penta, is also used for severe weather or moisture-Prone conditions. However, some Pentatreated products provide a clean, paintable surface. Uses include posts, poles, fences and guard rails. Penta is not suitable for indoor uses, or where it may come in frequent contact with bare skin.

Waterborne Preservativetreated lumber is most commonlY used by the d-i-yer for outdoor

PBllUl0ll{G instructions for use ol pressure treated lumber including field treatment of cut ends and need lor rust resistant fasteners should be part of sales person's iob.

The Merchant Magazine projects such as decks, Patios, planters, steps, gazebos and fencing. These preservatives result in clean, odorless lumber and will not leach out because they form a Permanent bond with the wood.

Waterborne preservatives usually contain copper and arsenate, often in the form of copper chromated Arsenate (CCA) or Ammoniacal CoPper Zinc Arsenate (ACZA).

Both sales persons and customers should be taught to check for a cloverleaf-like symbol stamped on the lumber. This qualitY mark of the American Wood Preservers Bureau (AWPB) assures that the treating plant followed industry standards. The AWPB quality mark includes year of treatment, type of preservative used, type of use (above or below ground), the treating Plant and its location.

Story at a Glance

Need for educating sales staff on basics of Pressure treated lumber. ways to give do-ityourselfers more confidence, build repeat and related sales.

Customers maY frequently question rows of small incisions in the lumber of western sPecies. All western softwood sPecies, except Ponderosa pine, should be incised to allow for the proper chemical penetration. Pressure-treated western wood that is not incised maY be ordered, but it will not carry an agency-approved qualitY mark.

The color of treated wood maY cause some customer confusion. Copper in the waterborne preservatives often turns treated lumber green. Some treaters dye their wood a light brown to mask the green color.

Sales people must make sure the customer gets the right tYPe and amount of treatment for the right job. AWPB Quality Control Standards set minimum chemical retention levels for certain uses: above ground use is labeled LP-z and has .25 retention (measured in Pounds of preservative per cubic foot of wood); in-ground use is LP-22 with

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OOD preserving statistics for 1986 show the waterborne segment of the industry registered another outstanding year. By type of treatment, waterborne preservatives accounted for 375.5 million cu. ft. of the estimated total 1986 production of 554.1 million cu. ft. This was 14.50/o over 1985 and 67.8% of the 1986 total volume.

These figures, the latest available, are based on reports for 518 plants and estimates for 70 non-reporting plants, according to George K. Eliades, president of the Society of American Wood Preservers. Inc.. Falls Church, Va.

Treatment of waterborne fire retardant chemicals increased in 1986 by 9.20/o over 1985 to 10.4 million cu. ft. Creosote solutions and pentachlorophenol volumes treated in 1986 were 118.7 million cu. ft. and 49.5 million cu. ft., respectively, decreases of 7 .60/o and 5.8% from 1985.

Lumber, timbers. cross ties. switch ties, bridge ties and poles accounted for 88.4% ofthe total 1gg6 market. Lumber and timbers, 95% waterborne preservative treated, accounted for 330.2 million cu. ft. (5,473.8 million b.f.) or 59.6% of the 88.4010, while the tie market, practically all treated with creosote solutions, accounted for 86.4 million cu. ft. or 15.6010. The pole market consumed 73.3 million cu. ft. in 1986; 57 .30/o treated with pentachlorophenol, 22.10/o creosote solutions, and 20.60/o waterborne preservatives, or 13.20/o of this category. The balance of production was 73.3 million cu. ft., largely posts, piling, plywood and miscellaneous treated products using all three preservative types.

Overall, total 1986 treated wood production was 6.70/o above 1985. Southern pine accountedfor 670/o of