Dealers, Go Beyond the Basics to Sell Builders on Premium Siding Materials
by Karen Alves, September 6, 2018
Dealers who sell premium, high-quality materials such as LP® SmartSide® Trim & Siding must master the art of conveying the value of these premium building materials to their customers. To convince a builder or remodeler to use engineered wood siding because of its many advantages, it’s all about going beyond the basics. Make sure you do your homework on the following points.
- Highlight the warranty. Builders must be able to give homeowners the reassurance that their home will be covered by durable, trusted materials that are made to last. LP backs all SmartSide siding and trim products with the LP SmartSide 5/50 Limited Warranty, one of the most competitive warranties on the siding market. The 50-year prorated limited warranty includes a five-year, 100% labor and material replacement feature. This warranty translates to confidence for both the builder and the homeowner. Builders can give homeowners the comfort of being covered in the future, and the confidence that their large siding investment is covered by a manufacturer’s warranty backed by a trusted brand.
- Explain product differentiators. Next, establish the unique features that separate LP SmartSide products from those of competitors, and that will help the builder be more successful. These include the deep cedar grain texture and defining shadow lines that give LP SmartSide siding the look of traditional wood. Another crucial differentiator is LP’s proprietary SmartGuard® manufacturing process which helps SmartSide siding resist termites and fungal decay, making it one of the most durable siding solutions available on the market today.
- Point out the workability factor. Let builders know that LP SmartSide engineered wood products are much easier to install than fiber cement siding. Their installers will appreciate the 16-foot lengths of the planks because this makes installation faster and simpler, with no special tools required. This also reduces labor costs and increases crew efficiency.
- Demonstrate the long-term value. After the builder has been educated on the warranty, product durability and workability, establish the long-term value of premium siding materials. This will prevent price from overtaking the conversation and put the focus squarely on the benefits the builder can enjoy because of the higher price tag.
Help Your Business Succeed
Bottom line: While LP SmartSide products come with a higher price tag, they also come with trusted, proven performance results. If you are a dealer who would like to learn more about using LP products in your business, schedule a product knowledge meeting with an LP representative by calling (888) 820-0325.