Test your EWP lQ

Golumn A

I A sructural-use panel comprised of plies of wood I veneer arranged in cross-aligned layers. The plies are bonded with an adhesive that cures upon application of heat and pressure.

l) A composite of wood veneer sheet elements 2 with wood fibers prirurily extended along the length of the member. Veneer thickness does not exceedO.25 in. (6.4mm).

! Strucurat members manufactured using sawn or !t strucnral composite lumber flanges and structural panel webs, bonded together, with waterproof adhesives, forming an "I" cross-sectional shape.

1l Amat-formed structural-use panel comprised of 't thin rectangular wood strands arranged in crossaligned layers with surface layers normally an:anged in the long panel direction and bonded with waterproofadhesive.

( An engineered, stress-rated product of a timber r.r hninating plant comprising assemblies of specially selected and prepared wood laminations secuely bonded together with adhesives. The grain of all laminations is approximately parallel longitudinally. They are comprised of pieces end joined to fonn any length, of pieces placed or glued edge-toedge to make wider ones or of pieces bent to curved form during gluing.

4( A wood based panel product bonded with a l, waterproof adhesive. Included under this designation are plywood, oriented strand board and composite panels These panel products meet the requirements of PS2-92 and are intended for structural use in residential. commercial and industrial applications.

ltr]f A composite of wood strand elements with wood / fiben primarily oriented along the length of the member. The least dimension of the srands is not greater than 0.25 in. (6.4mm) and the average length is not less than 150 times the least dimension.

II}1IAT is the engineered wood products intelligence UY quotient at your store? Check yourself and your employees with the following test. Put the letter of each engineered wmd product in Column B in the blank following the definition in Column A that best describes it.

Golumn E

A l-Joists (Prefabricated) p Laminated Veneer Lumber (LVL)

Q Oriented Strand Board

I ParallelStrand Lumber (PSL)

!, Plywood

E StructuralGlued Laminated Timber (Glulam)

G StructuraFUse Panel

Story at a Glance

A quiz to test engineered wood product knowledge ... definitions from APA - The Engineered Wood Association, formerly American Plywood Association.

Q'L 0'9 J'9 c'v v'e 8"2 3'l

TttU CAN increase your treated I wood r€venue. Honesl

Mahing a profit from tneated wood has become difficult for most retailers. Even when sales ale good, competitive pressure has squeezed out much of the margin. Some dealers use oofllmon SKUs of reated wood as loss leaders.

Despite market conditions, it is duct knowledge sessions, videos or written courses such as the Wolnanized Pressure Treated Wood Institute provide the basics. Train salespeople to think about cross merchandising. Instill a positive attitude. According to the Journal of Consumer Marketing, 68Vo of those who quit shopping at a store did so because of indifference by an employee. displays and product literature assist sales. Try idea brochures, building plans, warranty folders, Consumer Information Sheets, countef racks, posters and bannen.

7 Respect your / inventory

Neither your customers nor your employees will have high regard for possible to improve your income. Here are 10 suggestions that can help yourbosom line.

I Increase sales I to currcnt customers

Current custome,rs are an excellent source for increased revenue. They already know your store. But even customers who visit you frequently rarely realize all the products and services you supply.

You can increase their awareness with more cross merchandisinginstall a deck display that includes samples or photos of spindles, stain, water repellent, tools, hardware, saw blades, tape measures, safety goggles and gloves. Create an entrance display tbat customers must pass and showcase a different product every week. Put some stock in the "wrong" aisle so shoppers see it when looking for something else. Hold a vendor show or send contractor customers new product newsletters.

Position yourself as smaft and helPful

If people think you have reliable answers, they're likely to make your store their first stop. Well-trained salespeople, infonnative deck clinics, construction tips in your ads and building plans will help create the desired perception.

rr Flnd the time J to traln

Training is important. It requires effort but can result in profits. Pro-

Promote prolects, not products

This frequently offered advice is often ignored. Advertising prices for projects takes the emphasis away from individual price points, a good strategy unless you're the lowest priced store in your trading area. It gives consumers what they really want - the price of the whole projecf Take a cue from the fast food chains that promote meal combos including a sandwich, fries and drink for a set price.

( Make more profit

J from the same volume

You can get a higher margin on upscale, value-added products. By adding them to your sales mix, you can make more profit with unchanged volume. Sock #1 or Premium grade decking in addition to other treated products. Sell water rcpellent treated lumber. Add reated specialties.

4. Display \) explanatory materials

Shoppers want information, especially inexperienced shoppers considering major purchases. Signs, P-O-P

Story at a Glance

Strategles for selling treated rvood at hlgher protit.

treated lumber if pieces are lying around helter skelter with cut bands on tle ground in a dusty or muddy yard. Keep treated wood orderly, covered, clean and well-lit.

Q Stock and promote O brand names

The products you sell reflect on you. Recognized brands suggest you are a quality operation. Margins are low on treated wood because many people perceive liile difference in the competing products. By promoting a well known brand, you can change that perception, distinguish your store from others and gain a higher margin.

O Reach -, oul

Let people lmow who you are and that you want their business. contractor newsletters, business cards with discounts, networking and speaking to local groups all pay off.

I f\ PlaY uP

I V environmental benefits

For years we've sold Eeated wood on the basis of longevity and economy. Environmental benefits have gone largely unrecognized, even though treated wood boasts an impressive fist including being renewable, coming from plentiful, fast growing species grown almost entirely on managed timberlands, requiring less energy to produce than alternative products and extending the life of wood to conserve forest resources.