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Home , Framer, Framing (construction)

Sales Strategies: The Case for TallWall OSB

If the current housing economy has exposed anything, it is that home builders need creative and cost-effective solutions to survive and succeed. And they are turning to their local pro-focused and building materials dealer for answers.

That’s because they know that smart suppliers are constantly on the lookout for products that enable them to reduce costs for materials, labor, and service callbacks. Finding such cost efficiencies is especially effective on big-ticket orders such as lumber and structural panels, where even a little per-unit cost difference can add up to big savings on a purchase order, and even more so if that solution saves labor costs and delivers superior

WHITE PAPER long-term, hassle-free performance.

But where in the world of commodity LBM categories can a dealer affect such cost efficiencies? Sticks are sticks and panels are panels, right? Not exactly.

What Is TallWall OSB? All sheathing applications to overlap (or bridge) require a 1/8-inch gap at every cavities between on a TallWall from Norbord are 4x9 and joint. Using TallWall sheathing 9-foot-high wall increased the 4x10 structural oriented strand panels results in fewer horizontal overall strength of the wall by board (OSB) sheathing panels joints because their 4-foot edges 38% compared to the same wall

PROSALES designed to reduce air infiltration align with the home’s sheathed with 4x8 OSB panels. and increase wall strength without and their taller vertical seams are requiring extra tools or training. Norbord developed TallWall designed to bridge wall studs Like conventional exterior wall sheathing to deliver these benefits to effectively block air from sheathing, code-approved TallWall without changing the way builders getting through by up to 63% sheathing panels install with and handle, cut, and compared to a wall sheathed with standard fasteners; the difference fasten structural wall sheathing conventional 4x8 OSB panels—a is in how they perform. while affording them the additional fact confirmed by the NAHB benefits of faster and simpler Fewer Air Leaks: Larger sheathing Research Center. installation, lower labor costs, panels result in fewer joints in the Stronger : Tests conducted and fewer service callbacks for wall, which reduces air infiltration at Virginia Tech University showed problems such as pops and into the framing cavity and that 4x10 TallWall sheathing cracks. conditioned space. installed vertically and designed Environmental Benefits of TallWall OSB • Available with FSC® or SFI® Chain of Custody Certification to qualify for green building certification credits, including LEED for Homes and NAHB Green (based on the National Green Building Standards) • Certified Green Approved by the NAHB Research Center • Reduce air leakage by up to 63% when combined with housewrap and joint tape (and up to 43% without those components) to improve a home’s energy efficiency • Taller and fewer panels per project results in less materials waste on the job site

A TALL ORDER Because OSB Studies and focus groups with builders, sheathing optimizes What if a builder or both large and small, have shown one fiber and contractor common theme over the years. Builders could install 20% want to have a good solid working relation- resources far better fewer oriented strand ship with both the Pro Dealer and the sales than they board (OSB) panels on a representative. There are opportunities are inherently green. for the professional salesperson to present typical two-story TallWall OSB sheathing products and ideas that can save builders wall while also delivering goes a step further. time, material, and money. Sometimes that The product also is superior thermal involves presenting a product directly to available with FSC® performance and strength the builder, sometimes it means putting the without having to seal the idea in front of the design professional so or SFI® Chain of vertical joints between it can be incorporated into the drawings. Custody Certification sheathing panels? Other times it can be advantageous to pres- to further enhance ent the product to the sub-trades first to get its environmental Or, what if they could their buy-in or at a local HBA meeting for a benefits. And, with sheathe to a 9-foot high broader audience. No matter which route is TallWall sheathing, taken relationships are strengthened. plate height without fewer scrap pieces end having to use two or www.norbord.com up in the local landfill. three structural panels, which usually means STOCKING SALES having to scrap most of the second sheet, a How? Not only do the longer TallWall OSB waste of time, materials, and money. sheathing panels result in fewer horizontal Every good salesperson knows that you can’t joints on a fully sheathed wall, the vertical sell what you don’t have. Nor can a dealer Those are some of the key value propositions and horizontal seams are located directly over expect his outside sales force to effectively push for Norbord’s TallWall OSB structural sheathing the structural framing. That design effectively a product that’s only available as a special order. (What is TallWall OSB,” previous page). TallWall mitigates air leakage through the requisite Good dealers are geared to react to special sheathing is available in 9 or 10-foot lengths. 1/8-inch gaps at all panel edges by up to 63% orders, not encourage them; there’s too much That basic modification from conventional 4x8 compared to a comparable wall built with 4x8 else in the yard to turn. And no LBM dealer sheathing enables more precise estimating and OSB panels, according to tests conducted by the wants to be caught without enough inventory to purchasing, serves contemporary home design NAHB Research Center. requirements, and cuts installation time and job satisfy demand and potential profitability. Less air leakage results in lower heating and site materials waste. The fact is, carrying an adequate inventory of cooling demand and monthly utility costs for TallWall sheathing affords the dealer and his pro In addition, TallWall sheathing also address the homeowner and a differentiating point for customers some compelling advantages. increasing consumer and industry demand for builders in a competitive sales environment. “green” products and improved energy efficiency by reducing air leakage through the wall. • Provide full-width blocking placed six inches from each end and at 24-inch intervals over the length of the unit if the panels are too large to have supports bands; align the blocking for stacked units • If stored outdoors, keep the panels off the ground and on a flat base. Cover loosely to Norbord has other great products allow air circulation at the sides that can help both builders and Pro Dealers. Pinnacle Premium • OSB should not be exposed to the weather sub-flooring has a 100-day, no-sand or moisture on a continuous basis. However, guarantee and a 50-year warranty. exposure 1 bond rating indicates that unprotected exposure during normal Solarbord radiant barrier structural periods will not adversely affect sheathing is an Energy Star Partner TallWall Storage and Handling Tips the structural properties and offers builders something to differentiate themselves and home • TallWall OSB panels should be stored flat, • Panels should be handled and stored to avoid damage and should be used on a buyers energy savings for as long as indoors, or under cover and protected from first-in, first-out basis they own the home. the elements www.norbord.com • When stacked, align the supports banded to the unit of panels

Reason 1: Availability. Try as they might to of them are required for each job. TallWall town will want to spec the product on every job. establish ordering and delivery schedules and sheathing dealers also don’t have to stock as And tap the same dealer with the product in calculate lead times, builders and dealers can’t many 4x8 panels for wall sheathing jobs. Sure, stock to supply it. always account for delays in the upstream the footprint might be a little larger (with one supply channel, from bad weather to occasional or two extra feet of length per panel), but units SELLING TO THE PRO shipping miscues, to meet those deadlines. and stacks will be shorter and easier to handle When it comes to sheathing the exterior of a (see sidebar, TallWall OSB Storage and Handling With TallWall structural sheathing in stock, framed wall, builders and framers don’t want Tips,” above). dealers can meet just-in-time, ad-hoc, and short- to think too much about it; to make money, order delivery demands from their pro customers There’s also no special training or equipment they need to cut their crews loose and let them without hesitation, fostering a reputation for required to stack or move TallWall sheathing install panels as fast as possible before moving responsiveness and reliability that can go a long around the yard, onto a flatbed, or at the job on to the next wall or the next job. way to sustained sales and customer loyalty. site. You’ll just be handling fewer of them. Without requiring anything different in terms of Reason 2: Cost Efficiency. As much as TallWall Reason 4: Sales Motivation. For good reason, handling, cutting, or fastening the panels to the sheathing can save a builder time and money TallWall sheathing carries a slightly higher profit wall, TallWall OSB structural sheathing satisfies on the job site and reduce service callbacks, margin than conventional 4x8 OSB sheathing. that need for speed while creating a stronger, keeping these panels in stock can also reduce a In addition, with an adequate inventory and more energy-efficient and hassle-free assembly dealer’s costs and help preserve profitability. measureable turn goals for that stock, a dealer’s in the process. All the crew has to do is follow sales force is far more likely to aggressively sell the framing plan and sheathing layout, as they With TallWall sheathing in inventory, a dealer TallWall sheathing panels than if they were a would on any job (see sidebar, TallWall OSB isn’t paying for short-load or special-order special order item. Installation Tips,” next page). transportation costs or rush charges to meet a builder’s schedule. Sure, a dealer could pass Reason 5: Word of Mouth. Once a handful of In fact, they’ll likely find the job goes faster, not those costs along to the customer, but that pro customers get a few jobs under their belts only because each wall requires fewer 4x9 or undermines the builder’s loyalty to the business and see the benefits of TallWall sheathing, word 4x10 TallWall panels compared to conventional and threatens future sales. And if a dealer is likely to spread across residential job sites in 4x8 sheathing, but also because they require no absorbs those costs and/or is left with only a the area. blocking or filler strips, fewer cuts, fewer trips few panels from a special order, it eats into his up and down the ladder or scaffold, and fewer As much as builders, especially, would like profit margin. change-outs of the ’s magazine (TallWall to corner the market on the myriad savings sheathing panels require 25% fewer fasteners Reason 3: Space Efficiency. By definition, afforded by TallWall sheathing to maintain a to install than a wall sheathed with 4x8 panels). TallWall sheathing panels require less space in competitive edge against their peers, framers Time is money on a job site, and builders and the yard than 4x8 sheets simply because fewer who work with a number of quality builders in framers respond to solutions that save time. TallWall Installation Tips TallWall OSB panels are engineered specifically to be used for wall applications and are not to be used for or floor sheathing. TallWall OSB and related Norbord structural Second only to speed on a pro customer’s wish Custody Certification. Both of those benefits may sheathing is to be installed according list is reliability. Products that are readily avail- earn credits toward green building certification. to the APA’s (The Association) Construction Guide E30 able, third-party approved, and perform over the Finally, builders are creating homes that and the appropriate building code. long term make it on to the spec sheet are customized to suit their buyers or are These key installation tips should By covering more surface area and bridging marketable to a more discriminating and also be followed: studs along their vertical joints, APA quality value-conscious audience. One by-product of • All panels should be spaced 1/8-inch certified and building code-approved TallWall that is the advent of more spacious and open apart along all edges sheathing creates a stronger, stiffer wall floor plans and higher that deliver the • All panels should be continuous over assembly that mitigates drywall cracks, nail perception of greater style and comfort across two or more spans pops, and other performance problems that nearly all price points and sizes. • Overlap the joist area and top plates undermine a builder’s profitability and reputa- to significantly increase wall capacity, To a , though, 9-foot and higher plate tion for quality construction. stiffness, and displacement. Use 4x9 heights require more work and time to build, TallWall panels for 8-foot high walls Variations of the panels called Windstorm are especially with conventional 4x8 sheathing and 4x10 panels for 9-foot walls also offered to create a more efficient and panels that don’t cover plate-to-plate. TallWall • Provide ¾-inch expansion joints for effective code-compliant continuous load path for sheathing installs as single panels from the top every continuous section of panels high-wind and hurricane areas without additional to the bottom of today’s taller walls, saving a exceeding 80 feet in length stud-to-plate or floor-to-floor connecting hard- contractor’s time while satisfying a buyer’s wish • Consult your local building codes ware or horizontal joint blocking beyond what’s list of features. for fastener placement and required by the local code authority. pattern requirements A PROFITABLE PROSPECT • Prior to application, allow the stack Increasingly, builders also must consider energy of panels to acclimate to the job site’s efficiency and overall environmental quality with For all of these reasons and more, TallWall conditions for at least 24 hours their purchasing decisions. A growing number sheathing offers a profitable opportunity for see the value in gaining third-party certification pro-focused LBM dealers to keep this product from one or several green building programs, in inventory. whether it be local guidelines or national rating energy and environmental performance as well In addition to commanding a higher price systems such as the National Green Building as today’s taller ceilings and open floor plans. per foot and up to a 20% markup per panel Standard or Energy Star. compared to conventional 4x8 sheathing, And stocking TallWall sheathing does not require To help meet more robust energy performance TallWall sheathing panels build loyalty among any changes to a dealer’s operation, yard space, standards, TallWall sheathing has been pro customers who will quickly come to or sales tactics. It is simply a better mousetrap proven—both in the field and in the lab—to appreciate their multiple benefits, namely time for a necessary and critical stage of housing and reduce air infiltration through the wall, a critical savings and performance. light commercial construction. element in lowering a home’s heating and TallWall sheathing also will enhance a dealer’s For both the dealer and the pro customer, cooling energy demand and costs. reputation for providing solutions to its builder TallWall structural sheathing can be a corner- TallWall sheathing also can reduce job-site waste and contractor customers, specifically addressing stone of market distinction and a competitive (larger panels equal fewer cuts and scrap pieces) consumer and regulatory demand for better advantage in any sales climate. and is available with FSC® or SFI® Chain of ADVERTISEMENT

Sponsored by Norbord THE VALUE PROPOSITION

Norbord Inc. is an international forest 38% compared to using 4x8s. That stiffer panels are precision end-trimmed, resulting products company and the second largest wall means fewer nail pops and a flatter wall in one continuous structural wall sheathing OSB producer in the world with operations for siding application. Plus, TallWall has no that spans from the top plates to the bottom in and Europe. Norbord has a special installation or training requirements. plate or joist area, which eliminates the long history of first-to-market products and Pro Dealers also face their own set of chal- need for the additional cutting, blocking, innovations that are engineered, manufac- lenges, whether it’s having enough inventory and filler strips. PROSALES tured, and introduced to provide real value or the right inventory mix to meet the needs Tallwall is engineered to translate into for the builder and the home buyer. of a changing industry. At the same time savings on materials, labor, and time for TallWall OSB wall sheathing is just one the stocking Pro Dealer has the opportunity today’s builders. example of a first-to-market product from to present and offer great solutions to TallWall is just one member of the Norbord. TallWall structural OSB sheath- challenges their builders face today. Norbord family of great products. ing addresses challenges builders face. Builders look to, and will continue to look Windstorm structural wall sheathing for Challenges such as how to reduce waste to, Pro Dealers and their professional sales high wind markets can provide builders with generated during construction and the staff for help and solutions to the challenges savings of up to a $1,000 or more per house associated disposal costs, and how to shorten they face. Builders want to have, or to build, by eliminating or reducing a significant build times while meeting new energy-code strong relationships with their sales reps and amount of metal hardware, blocking, and requirements for air leakage. Introduced dealers; and providing those value solutions labor. Stabledge and Pinnacle premium more than 15 years ago Tallwall provides goes a long way. TallWall is a great opportu- sub-flooring offer no-sand warranties while builders with a structural wall sheathing that nity for Pro Dealers and their staff to carry our Solarbord Radiant Barrier sheathing can can help them build a stronger structure with and offer a product that can impact multiple help the builder offer energy-saving homes WHITE PAPER less waste and less labor. Recent testing at the issues builders face. that today’s buyers are looking for. For more NAHB Research Center clearly demonstrated information or a downloadable warranty, that using TallWall sheathing can substan- THE TALLWALL DIFFERENCE visit TallWallosb.com at your convenience. tially reduce wall air leakage. Overlapping Using its advanced press technology Information on other great Norbord the joist area on a 9-foot wall with 4x10 and press sizes, Norbord is able to create products is available at Norbord.com. TallWall panels increases wall capacity by TallWall wall sheathing that is longer than 35%, stiffness by 24%, and displacement by traditional 4x8 panels. These longer TallWall

ABOUT THE AUTHOR

Rich Binsacca About Norbord

Rich Binsacca is an award-winning journalist Based in Toronto, Norbord Inc. is an international producer of and author. He has written for a variety of wood-based panels with assets of $1 billion and U.S. annual sales construction, housing, and lifestyle magazines of $1 billion. Norbord has 14 operations in the , since 1987, and is the author of 15 books in the Europe, and . Norbord is a publicly traded company listed realm of residential design and construction, on the Toronto Stock Exchange under the symbol NBD. For more home restoration, building products, and related information, visit www.norbord.com. topics. A former on-staff senior editor at Builder magazine, he is currently a senior contributing editor for that publication and for ProSales and EcoHome magazines, and also contributes articles and content to several other construction-related Norbord Inc. publications and Web sites. He is a 1987 graduate 1 Toronto Street, Suite 600 of the University of Missouri-Columbia School of Toronto, Ontario Journalism and his work has been recognized by M5C 2W4 Canada the American Society of Business Press Editors, (416) 365-0705 the National Association of Real Estate Editors, and the American Business Publishers, among www.norbord.com others. He currently resides in Boise, Idaho.