Easy ways to close a paneling sale

thin film of paper which is then applied to the substrate. A vinyl may be used in place of the paper.

Both simulated and paper overlay panels can have v-grooves and are protected with a clear top coating. Hardwood plywood or hardboard is the commonly used substrate. Panels are 4' x 8' in a variety of thicknesses.

Both wet prints and paper overlay woodgrain and decorative finishes are used on wood fiber substrate panels at the low end of the price range. Although they have a reputation for breaking easily, some manufacturers claim to have developed a process which produces a strength near that of hardboard. Regardless, wood fiber substrate panels should never be used in areas subject to high heat or moisture or for below grade installations.

All decorative panelinghardwood plywood, hardboard or wood fiber substrateis intended only for interior use.

Some customers may have questions about possible formaldehyde emissions and flammability. Read the manufacturer's specifications to determine the answer for each product. Most paneling meets current domestic regulations regarding formaldehyde emissions. Virtually all hardwood paneling products con- form to flame spread classification requirements for home installation. Salespeople should also know the individual manufacturer recommendations for application of the panels they are selling. Being able to provide the customer with accurate information on measuring and installation as well as products and tools necessary for installing is an important part of the sale.

An alternative to real wood or simulated wood panels should be mentioned. The hardwood or softwood solid plank comes both finished and unfinished, in a variety of patterns usually in a kit or package. Cut to an 8 ft. length for installing on a wall or 32" for wainscoting, they usually have matching moulding. Planks are high end products.

The salesperson who becomes an expert on all the types of paneling available in stock or on order will find his sales improving.

Story at a Glane

How to guide a paneling sale substrates, finishes, sizes... information a customer needs to make a selection.