FLOORING
FLOORED BY SALES OPTIONS
Merchant advice and recommendations can help customers make the right choices for their projects in a range of sectors, such as structural flooring options.
T
he best product advice and reliable recommendations for customers is something that most merchants aim to offer, not just to help their own customers, but also to help the merchant themselves stand out from the competition. Scott Wolters, building products sales director at EGGER UK says that merchants also need to be able to take advantage of any opportunities for upselling or cross-selling in this challenging economic climate. “A key part of this is to have the right product knowledge under their belt,” he says. “Whether they are managing a small housing development or carrying out an extension or loft conversion, structural flooring will obviously form a central part. “One of the most common examples of structural flooring is standard uncoated P5 chipboard, being moisture-resistant and load bearing. This is ideal for internal applications, from structural DIY projects to refurbishments and loft extensions. However, it is important to remember that uncoated P5 chipboard should be laid in dry conditions only.” Wolters adds that, for projects where the structural flooring will be left exposed to the elements for a short period of time, such as in a building extension before windows are installed, merchants will want to recommend a particle board that has a weather exposure rating. They should consider a board with a removable film layer, preventing moisture ingress from inclement weather and providing protection from second fix and finishing trades, whether that be plastering or painting and decorating. He says: “Once construction has finished this film can be removed, leaving behind a clean flooring surface – ideal for a quick and easy handover. EGGER Peel Clean Xtra is one example, with the recyclable, peel- away film meaning the boards can be left exposed to the elements for up to 42 days.” For those customers looking to take this a step further, structural flooring boards with a permanent, Wolter’s advice is that thermally- bonded surface layers present the highest
product specification available – and a great upselling opportunity for a merchant. “This surface can be both anti-slip and hard-wearing, preventing moisture ingress from wet weather during the build. Consider recommending these boards for new-build or timber frame homes where the roof hasn’t yet been installed, allowing the structural flooring to be installed while works continue,” he comments. “For example, EGGER Protect boards can be left exposed to the elements for up to 60 days during the construction period.
“Boards such as this can also be used with underfloor heating systems, further increasing their versatility for housebuilders.” Wolters adds: “Of course, it’s not just product performance that your customers will be concerned about - installation will also play a big part in their decision-making. Here, particle boards with a tongue and groove system are ideal, ensuring a consistent joint, with the boards locking together, providing enhanced structural integrity.
“Many flooring boards can be installed using a combination of adhesive (often supplied by the manufacturer) and mechanical
March 2024
www.buildersmerchantsjournal.net
fixings – presenting an opportunity to cross- sell products to your customers.” Another consideration for many builders, and increasingly the construction industry as a whole, is sustainability, with homeowners and end-clients looking to be mindful of their carbon footprint. He says: “As a merchant, you too have a role to play here, by directing customers towards more sustainable building products and materials.
“Consider suggesting chipboard solutions that are manufactured using a high percentage of recycled content, whether from sawmill by- products (including hackchips and saw dust) or recycled wood waste. Where raw timber is used, ensure this has been sourced from PEFC or FSC®
accredited forests. As a leading supplier of structural flooring boards, EGGER UK has a wide range of advanced flooring systems that can suit the needs of housebuilders and developers, whatever the project.
“By having the relevant product knowledge, merchants can supply their customers with the information and facts needed to make informed specification choices, ones that will benefit both them and the future homeowners.” BMJ
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