Promote... promote...promote to sell treated wood

of pressure treated wood as well as design suggestions and possibilities are available from both manufacturers and industry associations.

(See the New Literature section on page 72). "Pressure Treated Wood in Landscape Architecture," a color brochure available from the Western Wood Preservers Institute, describes the proper treatments for lumber used in such projects.

llISPLIYS 0f brochures and project plans such as these from 0smose can be heloful in selling treated wood.

CALES of pressure treated wood 9are at an all time high. Record numbers of outdoor projects are expected again this year.

Dealers can benefit from these trends, and increase their sales of pressure treated wood to contractors and homeowners, by utilizing the promotional programs of treating companies and providing accurate information about the use and characteristics of treated lumber.

Sales can be encouraged if retailers are responsive to questions and queries prompted by remodeling publications and television shows. The popularity of pressure treated wood for backyard amenities has produced consumers who need answers only retailers can provide. Useful information and helpful employees are more likely to produce return customers than loss leaders or a few cents difference in price.

Dealer involvement in deck projects, for example, can generate large volume sales of pressure treated wood. A homeowner planning a deck may not be aware of the versatility and durability of pressure treated wood. Offering sales literature and exposing customers to the materials available at the pre-building stage will establish a mutually profi table relationship.

If homeowners are modifying an existing deck or completing a back yard they may be considering planter boxes, built-in storage, benches or gazebos. Home and garden magazines generate the interest, but customers look to their dealer for help in adapting plans and substituting available materials. Brochures which explain the capabilities and benefits

Pressure treated wood is a permanent building material and most treaters provide extended warranties. In order to capitalize on this, dealers must be sure customers know what materials are appropriate for their needs and maintain a sufficient inventory of lumber suitable for ground-contact, such as LP-22 and LP-44 (the double digit standards) as well above-ground applications, such as LP-2 (the single digit standards).

Story at a Glance

Several promotional ideas you can use to increase pressure treated wood sales. sources for literature and brochures to help move the product.

Building codes require wood used for structural purposes and exposed to the weather to be pressure treated. Many building departments consider decking, like supporting joists and posts, to be a structural element.

Special customer service for contractors is another excellent way for dealers to secure business in today's competitve building supply market. To create sales, dealers can help contractors sell projects to a client by providing appropriate sales literature and prompt bids for materials. For example, "What You Should Know About Pressure Treated Wood," a brochure produced by the Western Wood Preservers Institute that discusses safety, use and durability of pressure treated wood in layman's terms, may help the contractor explain his plans to a potential customer. Although the market for pressure treated wood is strong, is it still competitive. Tapping into outdoor living trends and industry promotions and responding with effective customer service are ways to satisfy customers and ensure continued sales.

A BOUT a decade ago, pressure Fltreated wood sales began to show a noticeable increase.

By 1987 it was reported that treated lumber sales levels were up 40% over the mid '80 levels, while U.S. lumber consumption had declined 300/0. According to the Mel R. Walsh consulting group, pressure treated lumber sales were growing at a rate of 12 to 140/o a year, faster than any other branch of the lumber busiNESS.

Today, in the first quarter of 1989, the market for pressuretreated lumber is still strong, still growing, and the industry is growing fast enough to keep ahead of the demand. New treating plants are being built, present plants are being expanded, and more sizes of sawn lumber are being carried in inventory at the retail level so a greater selection is available to consumers.

Industry competition for this expanding market has always been keen and closely linked to the expansion.

One continuing reason for the rising pressure treated wood market is the dramatic increase in the costs of new housing, with the result that remodeling is now bigger than new construction. Both segments are major users of pressure treated wood.

In the western states, outdoor decks have become increasingly popular. So have fencing, retaining walls, and gazebos. The latest statistics show that $3.682 billion was spent on 3.35 million patio, deck and porch projects. Another $757 million was spent on 2.19 million fencing projects. Do-it-yourselfers accounted for 71.80/o of the patio, deck and porch projects, and 75.8% of the fencing projects. Pressure-treated wood is ideally suited for these landscaping projects.

Another reason for the rising market is more women getting involved in remodeling projects, both in making design decisions and working on projects. To make their remodeling dreams come true, they are making decisions based on the practical and economic value of using wood that has a long service life.

A third reason for the increasing use of pressure treated wood is rising consumer confidence in the product. Treated wood has gained stronger acceptance in the market place. Homeowners recognize that pressure-treated wood is a product they