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Spring 2004 |
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New
Cedar Impressions® Triple 5"
Shingle Now Available
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The newest addition to the Cedar Impressions®
family is Triple 5" Perfection Shingles.
This new panel provides unparalleled looks, as well as
many patent-pending features that make installation faster
and easier. |
Faster
Installation
The
new Triple 5" panel features a positive friction lock so there
is no need to hold the panel while nailing, and the lead-in
guide helps ensure the panel will engage easily. Notched side
laps allow straight up installation like traditional siding.
Oversized Perimeter™ side lock tabs engage easily to help
create a seamless appearance. Extra long lock tabs, as well
as Quick Reference™ Nail Mark Indicators, also contribute
to easier, faster installation.
Cedar Impressions Perfection Shingles also feature CertainTeed’s
exclusive PanelThermometer™. As the temperature of the siding
panel changes during the day, you adjust the spacing between
panels as they are installed. The new PanelThermometer displays
the temperature of the panel, while indicator lines show where
to position it.
Properly spacing the panels helps ensure that Cedar Impressions
siding won't buckle and stays locked during normal expansion
and contraction. (For more detailed information on installing
Cedar Impressions Siding, see Bob Werner’s
article in this newsletter.)
Real
Cedar Look
Like the other Cedar Impressions styles, the Triple 5"
Perfection Shingle looks like real cedar shingles. The
authentic cedar grain texture is featured throughout the
full panel exposure, including the random shingle gaps,
the butts, and the overlap.
The T5 panel comes in 12 of our most popular colors and
can be installed with a wide selection of Vinyl Carpentry™
Decorative Trim. A matching Mitered Triple 5" Cornerpost
is also available. |
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Ask
your distributor
for a sample of the new Triple 5" Cedar Impressions
Perfection Shingle—it's sure to be a winner with
installers and homeowners alike.
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NEW!
InvisiVent™ Triple 3-1/3" Super Ventilated Soffit
Powerful hidden ventilation system provides more than 10"
of net free intake per sq. ft.
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Ken Cowan of WeatherTight Building and Remodeling in Winnisquam,
NH, is the winner of the Toshiba 13" TV/DVD combination.
For reminding us to cut off the factory ends whenever they might
be visible at outside corners and windows, Ken will receive the
Toshiba® portable media center. Cutting off the factory ends
improves the appearance of all siding jobs, a technique Ken practices
on every siding application.
Thanks, Ken.
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Bob
Werner |
As
you know, siding expands and contracts as the temperature
changes. This is normal, and the spacing between Cedar Impressions
should be adjusted as the panels are installed, specifically
to accommodate this normal movement. Proper spacing prevents
buckling, and it helps keep the locks properly engaged.
To
help you maintain proper spacing between the panels, Cedar
Impressions Double 7" and Triple 5" Perfection Shingles
now feature a PanelThermometer™ that clearly and easily
indicates the temperature of the panel as it is being installed.
Coupled with the temperature indicator lines, the PanelThermometer
helps ensure proper spacing every time. |
Panel
Temperature Is Key
Each siding
panel has a PanelThermometer that displays panel temperature. It
is located on the upper right-hand corner of the panel. Indicator
lines, which are in the upper left-hand corner, serve as guides
for the proper spacing between the panels. As the panel temperature
changes throughout the day, you must adjust the panel spacing as
indicated by the PanelThermometer.
The cells
on the PanelThermometer change color to indicate the temperature
of the panel. Use the temperature indicated by the brightest cell
number, and space the panel to the corresponding indicator line.
If a cell between two numbered cells is brighter, space the panel
between the two corresponding indicator lines. If two cells on the
PanelThermometer ™ show a color change, use the brighter color
as the positioning temperature. For example, if the 65 cell is brighter,
then set the panel spacing to the 65 indicator line. If the space
between the 65 and the 100 cells is brighter, set the panel spacing
between the 65 and 100 indicator lines. Be sure to recheck the temperature
on the panels as the day progresses.
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More detailed
instructions for installing Cedar Impressions Perfection Shingles
are in the CertainTeed Vinyl Siding Installation Guide, which
is available at www.certainteed.com
or from our Sales Support Group, 800-233-8990. You can also order
specific installation instructions for the Cedar Impressions D7
and T5 panels from our Fax-on-Demand Service, 800-947-0057.
Do you have a special problem you'd like our installation
guru to tackle? Click
here.
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New
Soffit Delivers Increased Ventilation |
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You know the numbers: Experts recommend, and most codes require,
a balanced attic ventilation system: 18" of net free area of
exhaust at the roof ridge and 9" of intake at the soffit areas
on each side of the house. CertainTeed’s new InvisiVent™
Triple 3-1/3" Super Ventilated Soffit provides more than 10"
of net free intake area per square foot. That’s more than
the minimum recommendation and at least 50 percent more than most
competitors. And, InvisiVent will provide a balanced ventilation
system with an overhang as short as 10". |
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InvisiVent
looks like smooth painted wood because the intake vents are concealed
in deep, sharply-flared dovetails between the panel faces. The soffit
has a low gloss, matte finish and is available in 11 of CertainTeed’s
most popular siding colors. It installs with our new 3/4" F-channel
in matching colors.
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Installation
instructions for InvisiVent are available at www.certainteed.com
or through our convenient Fax-on-Demand service (800-947-0057; press
13 for CertainTeed and then 557 for InvisiVent instructions).
Contact your local
distributor for more information about InvisiVent
Super Ventilated Soffit, or call our Architectural Support Group
at 800-233-8990. |
Make
These Tools Work For You |
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To
celebrate its 100th anniversary, CertainTeed has produced a 32-page
comprehensive glamour brochure and oversized full-color portfolio
for your sales presentations.
With its spectacular four-color photography, the glamour brochure
highlights the beauty and benefits of Cedar Impressions® cedar-style
shingles, Monogram™ vinyl siding, and the full line of Vinyl
Carpentry™ soffit and decorative trim. The 20" x 14"
portfolio features actual size product photography, a full line
of color chips, and beautiful installed shots.
In addition to these high-impact sales tools, contractors and homeowners
alike can take part in a special Centennial Promotion. Contractors
can earn a $100 U.S. Savings Bond for up to 12 projects during the
year, and can offer homeowners an original color rendering of their
home for qualifying jobs.
Ask your local
distributor about these once-in-a-century selling tools, or
call the CertainTeed Sales Support Group, 800-233-8990. And don’t
forget to ask about how you can earn a $100 savings bond! |
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Turn
Rainy Days Into Learning Days |
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Knowledge
is power, and there’s no better tool when it comes to
building profitability. CertainTeed helps boost your skills
with programs that move you quickly up the learning curve.
Earn as You Learn
CertainTeed education and development programs are designed
in a variety of instructional forms, including interactive
workbooks, videos, and illustrated printed materials. For
even greater convenience, the Vinyl Siding Master Craftsman
program is available on line. These free product-specific
instruction manuals, videos, and testing programs let you
learn at your own pace and turn today’s rain into your
gain.
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Business
Development
Looking for
ways to grow your business or operate more profitably? CertainTeed’s
professional development tools will show you how to distinguish
yourself from the competition, cross-sell your services, and
create lifetime customers.
For more
information about these and other benefits of becoming a Vinyl
Siding Master
Craftsman, call 800-233-8990 or log on to www.certainteed.com. |
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To
cut installation time, consider using these four innovative
siding products, which are available only from CertainTeed.
They can help increase the speed and ease of installation
by as much as 50%.
1. Patented STUDfinder™
Installation System - Combining precisely
spaced nail slots with easy-to-read indicator letters, this
system can help installers find 16"-on-center studs quickly
and accurately. Included on most CertainTeed siding brands,
the STUDfinder System helps speed application up to 25%.
2. Patented SuperCorners™
- Offered in three beautiful styles and a variety
of colors, SuperCorners feature one-piece construction and
rigid foam backing for strength and easy handling. 20' SuperCorners
install 50% faster and cost 15% less than multi-part corner
systems.
3. Patented Snap-On Lineals
- Simply snap the 3-1/2" lineal onto a J-channel
to add a beautiful finishing touch around windows and doors.
Snap-on lineals cost 50% less, install 25% faster, and add
to your bottom line.
4. Patented Corner Block and
Rosette - These
add a beautiful and authentic touch to corners for windows
and doors. Because no miter cuts are required, Corner Blocks
provide decorative, finished corners up to 30% faster than
finishing with custom-cut lineals. |
CertainTeed
SuperCorners™ |
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Put
Yourself In Their Shoes |
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By Doug Nyberg, Director Sales Productivity, CertainTeed
As
a new addition to Trade Talk, we will be including tips on selling
from our Director of Sales Force Productivity, Doug Nyberg. Doug
has been selling in the building materials business for over 20
years, the past nine with the CertainTeed Siding Products Group.
Doug’s column will provide sales tips for those of us who
have sales roles within the building materials business. Doug stresses
that while everyone may have his own selling style and may have
been selling successfully for years, these short sales tips may
be just the one additional piece of knowledge that helps you get
that next order. If you have a comment or sales tip that you would
like to suggest, click
here to let him know.
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Doug
Nyberg
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Know
your customer
You may sell or install building materials day-in, day-out,
everyday of the week…but the customers you sell to
do not. Signing on the dotted line for a new project with
your company is a big moment for some customers. They may
have been saving for the new addition or remodeling project
for years. They may be buying a starter home or their dream
home. Whatever the situation, it is important to remember
that this is a big decision for the customer.
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To make
the sale, it is important to think about the product or
service you offer from the customers' point of view. Put
yourself in their shoes. How would you want to be treated
when making a purchase like this? Here are some ideas that
may help convey to customers that you appreciate the decision
they are struggling with and that their business is important
to you:
Sell Yourself First
Especially with new customers, it is important to quickly
develop good rapport with them. They need to be comfortable
making this buying decision with you. Some ways to accomplish
this are:
•
Look good: You only get one chance to make a first impression.
• Smile: Don't you feel better when
someone smiles genuinely at you?
• Be on time: If you have an appointment,
be prompt. If you are going to be delayed, call ahead.
Determine
The Customers' True Needs
Ask open-ended questions that cannot be answered with a
simple yes or no and that help your customers explain the
“Who, What, When, Where and Why” of their project.
This will help you provide the “How” to meet
the customers' needs. Communicate the customers'
needs back to them to make sure you have understood what
they were trying to convey. Ask customers to confirm you
are on the right track.
Describe
The Process
Let your customers know the exact steps you will take together
to help them reach a decision that meets their needs (and,
of course, results in a profitable sale for you). From product
selection to final payment, lay out a clear path to what
customers may expect. This helps eliminate any surprises
and greatly reduces any anxiety your customers may have
in making the purchase with you.
Ask
for the order, deliver a quality job, and make a profitable
sale. Putting yourself in your customers' shoes allows you
to focus on what is important to them so you make a profit
for your company and create satisfied customers who will
refer you to prospective clients.
What
do you think?
Good
luck and good selling!
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