ing customers happy: ishing tips for siding

the siding is to be painted, a primer should be used for the sealing. All edges cut during installation also should be sealed. Sealing minimizes sudden changes in panel moisture content due to changes in the weather.

At least the first coat of finish should be applied to the siding within two weeks of installation. If this is neglected, weather can damage the surface of the wood panels in as little as two to four weeks. Preprimed products should be finished within 60 to 90 days of installation.

Finish should be applied only to a clean surface. All dirt, mildew and loose wood particles must be cleaned off the siding before finishing. Any residue on the wood will cause the finish to go on unevenly with poor adhesion.

Story at a Glane

Why certain steps are important to protect siding what to tell your customer and why. material available to backstop your salespeople.

Finishes should not be applied to surfaces that are extremely hot or cold. The time of day as well as the weather must be considered when applying any finish. Oil finishes require a dry surface. Latex finishes are tolerant of a slightly damp surface.

Only high quality stain or paint should be applied to siding. Allacrylic latex house paint is the best protection for wood panels. Solid color stain, either latex or oil based, gives good protection. Semitransparent stains give only minimum protection. Oil based house paints or latex semi-transparent stains are not recommended by APA.

The first coat of finish should be worked into the siding surface with a brush. Spraying is acceptable only if the finish is back brushed while the surface is still wet. Brushing the finish into the siding provides better protection to the surface and optimum finish adhesion. Brushing is a must for textured surfaces such as rough sawn.

Above all, advise the customer to read and follow any manufacturer's recommendations for finishine the siding product.

Washington, D.C., can be used to learn more about this market.

In addition to readily recognized industrial and non-residential markets, there are unique markets suitable for developing a specialized niche the movie industry for example. A company contacted by this magazine has been a lumber supplier to this industry for 40 years. A spokesman stressed that the relationship has endured because they offer superior, fast service, often same day delivery, and top quality material. These qualifications plus the ability to provide unusual prod- ucts are more important to the studios than price, he maintains. While every dealer is not next door to Hollywood, he may be near a little theater or entertainment or tourist attraction that needs lumber and building products. Manufacturers of wood products such as play equipment, outdoor furniture, chopping blocks and custom furniture also are potential cutomers. Browsing through publications such as the Secondary Wood Products Monu./acturers Directory,the 1992 Directory q/' Forest Products Industry, due out in November (both published by Miller

Freeman Publications) or even the yellow pages can spark ideas.

The key to selling in any market is prospecting and making an effort, a top salesman stressed. Establishing a person to person relationship and letting the buyer know the benefits of dealing with your company gets the order. Doing the job right and resolving any foul-up promptly leads to repeat business and often promotes a secondary supplier to primary position. There's business out there, he emphasized, you just have to work for it.

Ll OME REMODELING is pre- fI dicted to grow to a $47 billion market by 1995, yet some building material dealers are failing to recognize the value of remodeler trade.

The president of a nationally known remodeling company tells of going into a home center/lumberyard in his area, taking a number and standing around to be waited on like any d-i-yer. After spending more time than he could spare to make his purchase, he recalls, the delivery was not made at the designated time and when it arrived the driver dumped it in the wrong location.

"Service, " he snorts. " A remodeler needs it as much as a home builder."

Service as he defines it includes not having to waste a lot of time in the store, early opening and a special counter for prompt service, efficient delivery, special orders, one stop shopping and a professional discount plus credit for those who qualify.

In addition, dealers can make points with remodelers by helping them look good with their customers. One way to do this is to carry a full line of quality materials needed for remodeling projects. Besides shelving and bookcases, the top six remodeling projects are replacing doors and windows, remodeling kitchens/baths, re-roofing, specific room remodels, landscaping and deck/porch additions.

The American Plywood Association is inviting dealers to become part of their Code Plus program for remodelers by stocking APA trademarked structural panels and related

Remodeling=17olo

The remodeling market continues to be a beacon of light for the U.S. structural wood panel industry. contributing a large chunk to a domestic market which can no longer depend on new home construction.

The American Plywood Association expects remodeling to consume l7o/o of the total l99l domestic demand. A growing inventory of older homes and a large population of baby boom generation homeowners with substantial home equity will accelerate the need for expansion, modernization. alterations and repair. APA hopes to increase its