PRODUCT Spotlight By Steve Booz
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Tips for selling exterior trim
finishing touch on the home exterior—while seemingly subtle, it can often make or break the façade’s overall aesthetic. But with so many options available, how can dealers help their customers, pros and consumers alike, find the ideal fit for their project? Here are a few strategies to consider. rim is the
Understand the Products You Sell... and Those You Don’t
The types of trim materials abound, from traditional wood to cellular PVC to fiber cement to poly-ash. Understanding the features, benefits, and limitations of each trim type will help ensure you can answer customers’ questions and, most importantly, find them the material that best matches their needs. This knowledge should include the materials your competitors sell so you’re best prepared to educate on how your products compare to those they’re hearing about elsewhere. Consult with your manufacturer for product knowledge sessions, continuing education, and other tools to get your team up to speed. Knowing the materials inside and out also can help you keep conversations specific to their needs—not on simply finding the lowest price. Elevating the discussion to which products will best avoid callbacks and ongoing maintenance lets you sell the long-term benefits versus short-term costs.
painting year after year? Are they hoping for more intricate looks and details? Are they looking to incorporate bold colors? The answers to these and other questions can help you steer them toward the best products for their needs— but it’s something that only comes by truly listening. For example, for projects in areas with high moisture or high humidity, or in which the trim will be used against the ground or concrete, a cellular PVC trim will offer long-term durability with minimal maintenance. If they’re looking to create a bold, on-trend look with
dark trim against white siding, consider poly-ash siding, which has dimensional stability to accommodate paints as dark as black. If they’re hoping to incorporate more intricate detailing, they’ll need a workable material, such as cellular PVC or poly-ash, and one that’s sold in a range of sizes and thicknesses. Both product types also are an ideal fit for homeowners looking for low-maintenance options.
Leverage Online Tools
Many manufacturers offer online design programs that allow your
Understand the Project and Its Needs
Similarly, don’t just sell. First, get to know the project and what your customer truly needs. Is the project a coastal home? Is it a remodeling project with worn wood the homeowner is tired of Building-Products.com
MADE WITH A PROPRIETARY blend of fly ash and polymers, TruExterior Trim offers the look of wood with a high level of dimensional stability and can be painted any color, including dark hues. May 2022 n The Merchant Magazine n
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