How to nail down your sales

-r' INCE HOME improvement pro9 iects are no better than the nails ttrat hotO them together, the dealer who wants his d-i-y customer to succeed will want to be sure that the customer buys the correct nails.

Although there are dozens of different kinds of nails manufactured, the d-i-yer will probably need one of four basic types. Common nails are most frequently used for foundations, floorjoists, rafters and internal studding. Usually they come with a diamond point and a round head in diameters ranging from .A72 inches (2 penny) to .262 inches (60 penny).

Story at a Glance

Ways to help d-i-yers choose the right nail ... the four basic types why certain nails do certain jobs wallcharts can aid cus' tomer understanding ... where the d in 8d nailoriginated.

Box nails are used for framing, nailing subfloor to floor joists and attaching the roof base to rafters. Lighter and smaller than common nails, they have a larger head. D-i-yers are often tempted to buy them because they get more nails for the same price, but they are not practical for heavy use where there may be shifting.

Finishing and casing nails have a slight head and should be used around windows or in finishing areas where there should be no head showing. They also are used for trim and paneling applications because they can be driven below the surface of the wood with the hole filled in for a smooth, no nail appearance. The casing nail is heavier than the finishing nail and should be used where more strength is needed.

Roofing nails which have large heads and diamond points are used primarily to nail shingles to a roof. They are usually galvanized for corrosion resistance. Sometimes the shank is barbed for extra holding power.

Any nail can come with a cement coating to increase the holding power and protect them against rust. The cement coating actually is a resin base coating.

''Blue" nails have been sterilized by heat so that they are bare steel with no resistance to corrosion.

Drywall, flooring, masonry, plasterbase, siding, underlay and staples are other types of nails available, each designed for a special use.

Many types of heads are available although flat head and headless are most common. Other heads include flat counter-sunk. set, checkered, oval, duplex, umbrella, tie dated, hook and cupped. Again each is designed for a special function.

Nails also come in a variety of point styles with the diamond point most often used. Long diamond, needle, pointless, side, blunt and chisel are useful for specific purposes.

If the nail is to be used in an area where rusting will be a problem, it is necessary to recommend a galvanized nail. Galvanized means that the steel nail has been coated with zinc to become corrosionresistant and non-staining. Nails also are made of aluminum, copper, brass, bronze and stainless steel. Bright steel will rust unless it is galvanized.

The proper nail length recommendation is based on the thickness of the material being nailed. A board which will have no stress requires a na|l lt/z times its thickness, but a board which will bear weight must be nailed with anall2t/z times longer than the thickness of the board. This means a l " board should be nailed with a lVz" or2Vz" nail, depending upon the stress it will receive.

Nail size or length is figured by the penny weight which is designated by the symbol d which represents denarius, the Latin for coin. A 2d nail is 1" long, a 3d nail, lVq " long, etc.

Because there are so many variables connected with nails, it is a good idea to post charts in the nail area explaining all the details. Sales people should be taught to inquire about the intended use and check the requirements carefullY.

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Dealers can sell sun room systems ... backup support and training available frcm manufacturers sales personnel must be educated on the products, systems tie in sales opportunities.