to sell EPS insulation

1|'\r nr-l rHE BUILDTNG products in \-/dealers' yards and distributors' warehouses, rigid foam insulations have some of the most similar sounding names: polyurethane, polyisocyanurate, polystyrene, etc. It's not always easy to recall what sets them apart when a customer asks about product features or wants a recommendation.

For dealers and distributors carrying expanded polystyrene (EPS) insulation-or considering adding EPS to their offerings-a simple way to remember the material's advantases is the acronym "SELL":

Strength

Energy efficiency

Low moisture absorption

. Labor & material cost savings

These attributes make EPS suitable for many new construction and retrofit applications, including roofs, interior and exterior walls, foundations, under floor slabs, and in garage doors.

Strength

As a closed-cell, insulating foam, EPS is lightweight, yet durable. It has compressive strengths ranging from l0 to 60 psi (1,440 to 8,640 psf). As such, EPS can meet nearly any required loads encountered on roofing jobs and below slab, as well as for below grade perimeter insulation applications.

When thinking of EPS's compressive strength, picture a locomotive weighing down on its rails. EPS geofoam is used as a load-bearing alternative to soils under railroad beds.

Energy Efficiency

Many rigid foam insulations have similar R-values. but the number refers to the initial insulating properties at the time of installation. While some materials lose up to 307o of their R-value over the years, EPS retains its thermal properties.

A quick check of product war- ranties will show how the manufacturer predicts their products will perform over time. Stable R-values can be an important selling point for contractors, and in turn, home and building owners, since they help ensure lower energy use and costs over the structure's life.

Low Moisture Absorption

The degree to which insulation absorbs moisture affects its durability and thermal properties, as well as its ability to help reduce water infiltration into other building components.

EPS has a low moisture absorption rate, as shown in extensive product evaluations. For example, EPS buried in wetted soil for 1900 days absorbed only 1.77o moisture by volume according to tests by the U.S. Army's Cold Regions Research and Engineering Laboratory.

One way to paint a mental picture for customers on how well EPS resists moisture is to explain that it's commonly used for flotation in docks.

Labor & Material Gost Savings

In addition to its physical properties, a key differentiator for EPS insulation is the many ways it helps contractors save money. It is lightweight and easy to handle, which helps speed installation.

The availability of specialty products can further reduce labor. One such option is fan-fold EPS panel bundles with dual-sided polymeric facers for roofs, walls and foundations. Such bundles only weigh 11 lbs. so they are easy for one person to carry, yet they quickly fold out to cover up to 200 sq. ft. This can reduce instalfation time by about607o.

Another example is pre-cut tapered EPS for roof insulation. The blocks are available up to 40" thick (compared to the typical 4" for other tapered insulations), so building sloped roofs is much quicker and can save up to 30Vo on labor and material costs.

Multiple Product Options

Taking advantage of the above performance advantages, EPS is available in many versatile product makeups. These include the fan-fold bundles and pre-cut tapered components mentioned above, as well as other specialty products:

Flute-fill panels: Some manufacturers offer custom-cut EPS that installs fast over existing metal roofs. The materials are profiled to fill the spaces between the metal roofing's raised seams, without gaps. This allows for superior insulation and a flat surface for applied membranes.

Fiberglass-faced panels: Fireresistant, factory-laminated fiberglass facers on EPS eliminate the need for a slip sheet on roofing jobs. Such panels are compatible with various single-ply roofing systems, including PVC. TPO. and EPDM membranes. Contractors can combine the panels with standard EPS to achieve high Rvalues, for about 25Vo less than other high-thermal insulation systems.

Composite roofing panels: EPS and high-density polyisocyanurate cover board bonded together provide high thermal efficiency and durability. The composite panels are a good choice for roofs needing resistance to hail, high winds, and other severe weather.

Attached nail board: EPS is also available with pre-attached cover board, including OSB, plywood, wood fiber, perlite, gypsum, and others. Crews save time and materials compared to building up roofing on site, and can apply fully adhered or hot-mopped systems over the panels. Some come with pre-cut vent channels in the EPS to help keep the roof cool.

Wall sheathirzg: Beyond roofs, the stable R-values, moisture resistance, and durability of EPS also work well for wall sheathing. Contractors can use EPS products for cavity walls, interior walls, exterior sheathing, and exterior insulation finishing systems. EPS wall sheathing is available with factory-laminated polymeric metallicreflective facers that help shed water and increase R-values.

Foundations: A common foundation insulation, EPS installs directly over the primary waterproofing system. The foam helps protect the waterproofing during backfill and insulates the foundation against damage from freezelthaw cycles. Panels can be ordered with pre-cut channels to direct water away from the building for a drier foundation.

Under slab: Because of its highcompressive strength and thermal properties, EPS works well below concrete slabs. It is an economical choice for wine cellar, cold storage facilities, warehouses, and other industrial buildings where ground insulation is important.

Garage door kits: For d-i-yers, as well as contractors, some EPS manufacturers offer residential garage door insulation kits. The packaged EPS bundles can be cut to fit, and attach easily to the inside door surface. Garage door insulation helps reduce heating and cooling costs, lowers interior noise, and improves workspace comfort.

As demand increases for more energy-efficient buildings, insulation can be an important profit center for distributors and dealers. With the vast range of insulation materials available-from spray foams to batts to panels-there are solutions for all contractor needs. For salespeople working with EPS, the four "SELL" points can be a quick way to summarize its benefits.

- John Cambruzzi is director of marketing and national accounts for Insulfuam, manufacturer of R-Tech and InsulFoam brand insulation. He can be reached at (800) 242-8879 or via www.insulfoam.com.