Perfect Finish - Restoration Millwork
Solid PVC trim that
looks and feels like top-grade lumber.
Tired of culling through trimboard? Want
wood-look trim with PVC durability? Try CertainTeed's Restoration
Millwork™ - solid PVC trim that looks, feels, cuts,
and installs just like lumber. Restoration Millwork is made
from solid, virtually maintenance-free PVC. You can use it
whenever you use wood for exterior trim because it looks good
with virtually any siding material. Just as importantly, it
cuts, routs, shapes, and mills with ordinary woodworking tools.
Also, like wood, Restoration Millwork can be fastened with
nails or screws. Unlike wood, it never needs painting. And
it won't split, rot, or peel.
Restoration Millwork comes in
Natural White and is available in 5/8", 1", and
5/4" trimboards 4', 5', 6', 8', 10', and 12' long. For
custom trim requirements, you can order 1/2", 5/8",
3/4", and 1" sheets in 8', 10', 12', 18', and 20'
lengths. All sheets are 48" wide. Beadboard, one-piece
corners, brickmould, and drip cap are also available. For
more information about Restoration Millwork, click
Up! - It’s the Easiest Way
Werner is CertainTeed's in-house application specialist. A
former owner of his own contracting business, Bob has over
30 years of experience in the industry.
No need to worry about
my liquor preferences; I’ve just been traveling to job
sites, reminding installers to push in and straight up on
the new Cedar Impressions® Double 9" panel.
As we advise in our Installation Instructions,
"Push in and straight up to lock the D9 panel into the
starter strip and the side tabs of the first panel."
As you move up the wall, continue to push each panel in and
straight up so that it locks into the side tabs of the panel
next to it. It works the same way for our Triple 5”
Cedar Impressions panel.
A picture is worth a thousand
Ask a question
to Bob Werner.
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This issue, instead of asking for your sales or installation tips,
we’re asking for photos
of your best work. We’re especially looking for projects
that demonstrate the use of our siding products in an innovative
way (combining two or more products, creative use of decorative
accessories, etc.) For every photo selected for publication, you'll
win a 2GB iPod Nano. Click
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Enroll Now! Building Solutions® Remodeler Program
Don't forget to enroll in the 2006 Building Solutions Remodeler
Program. Designed to help you build your business with quality
products, continuing education, and marketing tools, Building
Solutions provides a competitive advantage you don't want to miss.
The 2006 program has been revised - you can earn 22,000 points
for every $35,000 of CertainTeed purchases! There's no cap on
the number of points you can earn toward electronics, ideas for
your home, sporting goods, personal accessories, or popular vacation
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this Newsletter to a friend:
Walker of S. Walker Home Improvement has received an
Xbox 360 Video Game System for submitting the winning
Shane brings us this tip
about covering fascia or capping back into a window.
He writes, “I find that bending a 5/8" hem
on trim coil when covering fascia or capping back into
a window makes the work piece very rigid and wrinkle
free.” Here's how he does it:
• Hem a 10'
piece of trim coil 5/8" as far as you can bend
• Take the
piece out of the break, lock the break handle down,
and lay the piece
of trim coil down in the break jaw (5/8").
• Slip a 6'
piece of J-channel over the flat coil. (This keeps the
work piece from
• Bend the
5/8" hem flat with the break lever handle.
Shane explains: If you
are bending coil for a 6" fascia board, bend a
5/8" hem x 6" (fascia board and soffit) x
1-1/2" return (cut edge of soffit) x 5/8"
Thanks, Shane. We'll try it.
enthusiastic reception to the January launch of Board &
Batten vertical siding.
Have you heard the buzz about Board & Batten? It's taken
off. Distributors and remodelers are reporting that their customers
are delighted with CertainTeed's new Board & Batten Siding.
some sales tips you can use to demonstrate the value of this
exciting new product:
• Use a photo of real wood board and batten to compare
the authenticity of CertainTeed's product.
• Get the product in the customer's hands. Point out the
wide, straight face; the straight-edged batten; and the rough
• Explain that the 12' 6" panel is a cost-effective
choice because it reduces waste and, when installed on walls
with runs less than 12' 6", eliminates seams. But, don’t
forget that you have a choice of lengths because Board &
Batten is available in 10’ lengths, too.
collect samples of competitive Board & Batten. We're sure
you'll discover as Lance Finland, one of our sales representatives,
reports, “I had a chance to compare our Board & Batten
to a competitive brand. The visual comparison is remarkable
in that their product looks terrible next to ours. I plan to
use the samples for apples-to-apples comparisons. I’m
confident the consumer will pick our product because the appearance
is so much better.”
out on this opportunity to be the first to bring homeowners
in your area the most authentic-looking Board & Batten vinyl
siding in the industry. [More
An Even Longer Panel for Even Fewer Seams
long, extra thick Monogram 46L reduces seams up to 47%.
Monogram™, America’s best selling premium siding,
is now available in a 20' panel. New 20' Monogram™ 46L is
.046" thick and features a rough cedar finish and deep 3/4"
panel projection. 46L is offered in 12 of the most popular Monogram
colors. You'll love the longer length panels because they install
faster and provide up to 47% fewer seams.
The 20' panel
has all the same great Monogram installation and performance advantages,
including the patented STUDfinder™ Installation System,
self-aligning CertiLock™, and RigidForm™ 180 Technology
with a .092" rolled over nail hem. Monogram 46L requires
no special installation techniques and can be mixed on the wall
with the 16' or traditional 12' product.
Ask your distributor
about the new 20' Monogram 46L panel.
Replacing a Cedar Impressions Panel
Impressions Repair Kit makes short work of panel replacement.
Did you know that there is a repair kit specially designed to
help you replace a damaged Cedar Impressions panel? The kit contains
cam clips, washers, and pop rivets. With these items and a hammer,
utility knife, chisel, pop rivet gun, and "wonder" or
"roof snake" bar, removing and replacing the damaged
panel is a snap. Complete instructions are available on pages
107 to 110 of the CertainTeed Vinyl Siding Installation Guide
here to see a short video about how to use the kit. And while
you are at it, you might want to browse through other video segments
on CertainTeed product installation.
Tornado No Match for Monogram Siding
roof lifted off, and the walls fell down, but the Monogram stayed
put. No cycling witches spotted.
John Stauffer, our sales rep in the Kansas City area, sent us
this photo of a home and garage sided with Monogram siding after
a tornado went through and destroyed the garage. The homeowners
reported that “the roof lifted off and all four walls fell
down, but not a piece of Monogram came off the garage. The house,
which is right next to the garage, is still standing; it also
didn’t have a piece of Monogram missing from it.”
surprised - Monogram, with CertainTeed's RigidForm 180 Technology,
is designed to withstand wind load pressures up to 180 mph when
installed with nails and 235 mph when installed with staples (per
VSI wind speed calculation guidelines).
A regular feature designed to spotlight the purpose and use
of Marketing and Sales tools.
This compact, pocket-size reference tool packs a whopping amount
of information to help you sell the endless possibilities of CertainTeed’s
vinyl siding product line. You will be amazed at the vast color
and color-combination selections this handy tool presents. For instance,
you can view every available Monogram color, match it up with one
of the soffit product colors, and then select a matching or contrasting
trim color. CertainTeed’s industry-leading array of colors,
including unique darker shades and semi-transparent stained blends
for virtually unlimited design possibilities, can all be seen at
(CTS003) also contains detailed product descriptions, specifications,
illustrations of profile configurations, and product features in
one easy-to-read format. For more information on this and other
CertainTeed literature and sample items, see your CertainTeed distributor
or consult our Sales Support Program catalog.
Doug Nyberg, Director of Sales Productivity, CertainTeed
do you like to be “sold”? Do you prefer that the sales
representative get right down to business…just state the
cold hard facts related to the product or service and get the
transaction done? Or do you prefer to spend more time reviewing
all aspects of the buying decision, referencing all pertinent
data, analyzing all available options, prioritizing the features
of the product or service as they relate to your list of needs,
and then (and only then), make your purchase?
The fact of the matter
is that people like to buy things in different ways. They have
preferences in how they decide if a product or service meets their
needs. Because of this, when you are in the role of a sales person,
you need to adapt your selling style to meet the preferences of
your prospective client. Not every potential customer makes a
buying decision in the same way that you might prefer.
not mean in any way that you should change the way you are as
a person… your core beliefs and values are what define you.
What it does mean is that if you can adapt your presentation style
to the preferences of your customers, you are providing them with
a more comfortable buying situation in which to make a decision.
When preparing for
your next sales call, try to determine the style of the prospective
client. This might be accomplished by the conversation on the
phone when the appointment was made, any data that was collected
via a pre-call survey, etc. But, more than likely, the best determination
will be made when you actually meet the clients.
Are they very
direct at the introduction? Antsy? To the point? If so, once you
have determined their true needs it might be best to get right
down to business, tell them very succinctly what is new and how
you can fulfill their needs, and then close the sale.
Do they greet you with
a joke? Lots of laughter? Are there pictures everywhere on the
wall? Do they want to discuss the latest ballgame, etc.? If so,
you may want to ask their opinion, talk about the project in more
grandiose terms, review the implementation plan, provide testimonials,
and then close, offering immediate incentives for their willingness
to complete the sale at that time.
Do they meet
you at the door very calmly? Greet you kindly? Invite you in and
ask if you would like something to drink, maybe a snack? Make
sure you’re comfortable? Ask how long you have been in business…
really want to know the process you will use to complete their
project? In that case, you may want to walk them step by step
through a “pitch book” style presentation, outlining
all of the relevant steps you will take to properly complete their
project, highlighting past jobs you have done along with testimonials,
and then close the sale.
Or, do they
greet you in a more serious and reserved fashion? Want to know
very specific data regarding your company and the products you
use? Have they reviewed and analyzed data from your website, manufacturers’
websites, and can they recite product specifications down to the
most minute detail? Here it may be best to take time with the
presentation, leave no detail to chance. Bring in all pertinent
data to back up any claim you may make… product specification
sheets, warranties, testimonials backed by data, etc. To close,
draw up an action plan detailing the project schedule using the
most conservative estimates for completion.
The key is
that we are all different. The better you become at identifying
the method in which your clients prefer to make a buying decision
and the better you become at tailoring your presentation to complement
your clients' preferences, the better your chances are that they
will decide to buy from you!!
What do you think?
Good luck and good selling!
here to send a question to Doug Nyberg