DuPont Styrofoam™ Brand XPS Insulation offers a range of benefits for wall systems, including sturdy protection against the impacts of moisture and air and increasing effective R-value in exterior walls by 20%.
Consider these strategies for marketing and selling Styrofoam™ Brand XPS Insulation to your pro customers.
1. Understand changing codes: Though Styrofoam™ Brand extruded polystyrene has been around for more than 80 years, its relevancy for the market is ever-changing—especially now. Changes in the way homes are built and the shifts in codes are driving greater need for higher R-values, continuous insulation, and better protection from the elements. Be a resource to customers to ensure they understand what’s needed in their area and what products can help them meet those requirements and beyond.
2. Embrace the opportunities of increased energy efficiency: Even where not yet required, adding XPS insulation board over OSB sheathing provides an extra layer of insulation while reducing thermal bridging from the wood framing. XPS insulation can increase a home’s effective exterior wall R-value by up to 20%, translating into energy savings for the homeowner as well as helping builders comply with new codes in applicable climate zones.
3. Educate customers about formulation changes: DuPont Styrofoam™ Brand extruded polystyrene has had a recognizable blue color for decades and often is referred to as “Blue Board.” However, regulations surrounding products’ carbon footprint resulted in formulation changes and a color shift from the familiar blue to gray. Make sure your customers know that this is still the same product they’ve relied on for years, just a slightly different hue—and with a lower environmental impact.
4. Remove the commodity mindset: Due to either age or application, XPS insulation is sometimes treated like a commodity product; in reality, it’s a specialty product and shouldn’t be marketed based on price. Leverage marketing and education to ensure customers understand the nuances between brands and products, as well as the importance of the product category overall. Get to know your clients’ needs and tailor product solutions accordingly.
5. Understand the brand value: Similarly, steer conversations away from price. The visible simplicity of Styrofoam™ Brand extruded polystyrene hides the tremendous investment in science behind the scenes that translates into optimal product performance. Having trouble with cost-focused customers? Reach out to your rep for support and feedback.
6. Keep product in stock: With demand for continuous insulation products expected to keep climbing, dealers with XPS board in stock will have an advantage.
7. Leverage local reps: DuPont has a network of 180 Building Envelope Specialists who are your partners—lean on them for field support to help provide builders and architects with training and solutions.
Weyerhaeuser Distribution is committed to delivering the reliable, consistent products you can rely on. Connect with your Weyerhaeuser representative today about insulation solutions available in your market.
