How to Sell Value in Construction

On custom homes, builders and developers sometimes avoid value-added building materials for a variety of reasons. They might veto those products if the upfront cost is more expensive than standard materials, when in fact the value-added solutions can often lower the long-term cost of ownership for the buyers. In addition, they might fear that crews aren't as familiar with the value-added materials, which could add to construction time or impact proper installation.

Here are some ways that builders and developers can understand the importance of using value-added solutions:

Leverage testimonials from other pros           

Builders can be persuaded to try value-added products if they're enthusiastically recommended-and utilized-by others trusted professionals. Jeff Smith, a contractor rep in Blairsville, Georgia, recently used several LP products to build his new home, allowing him to gain a first-person perspective of the advantages of the value-added materials.

“I take a lot of pride in using and recommending the highest quality building solutions, not just as a rep but as the builder and owner of this house,” said Smith.

“Choosing LP WeatherLogic® Air & Water Barrier was an easy decision because of its durability, strong warranty and the company standing behind it.” Smith and his team recognized the benefits of the weather-resistant barrier (WRB) immediately.                                                                                                 

“We saved a lot of time on the LP WeatherLogic installation because it’s an easy, one-step process,” added Smith. “That eliminated the extra cost and delay of having a crew come back to do the house wrap.” 

Promote the long-term benefits of value-added solutions 

Because he was building the last home he plans to live in, Smith knew the importance of a superior WRB.

"It's the first line of interior defense around your house," Smith said. "The LP WeatherLogic system is the shield that protects everything inside. In this area, we frequently get winds that exceed 60 miles per hour - and they can attack from all sides. By preventing water intrusion so well, the LP WeatherLogic system gives me peace of mind knowing that it's going to defend what I've built."

Smith also readied his home for decades of hot Georgia summers by installing LP® TechShield® Radiant Barrier—and looks forward to increased energy efficiency.

"After installing it, there was a noticeable difference in the attic space and upper rooms. Because it's deflecting the heat, attic temps can be as much as 15 to 20 degrees cooler there than what you'd get with standard OSB roof sheathing."

The final touch on Smith’s new home was adding LP® SmartSide® Trim & Siding, which offers lasting durability thanks to LP’s proprietary SmartGuard® process. This process includes technology that allows for superior protection against hail, wind, moisture, fungal decay and termites. 

"It's engineered to resist termites and provide outstanding impact resistance," he said. "If I'm mowing the yard and a rock hits the siding, it's not going to get damaged."