|
With an opportunity to make money on the
roof the answer must be yes - so why are
merchants reluctant to sell PVC-UE? Research
by BCE Cellular Extrusions reveals that
the majority of merchants consider PVC-UE
to be a specialist product that requires
a technical sell and offers little return.
The reality is in fact the opposite and
BCE is now offering merchants an additional
profit opportunity in a traditional area
- on the roof.
Roofline products - fascias, bargeboards
and soffits are already familiar products
to the merchant - but usually in timber.
Essentially PVC-UE is simply a better product
to use in these areas of the building. The
use of PVC-U is already well understood
in window replacement, its move into roofline
is now a growing market and one which the
merchant can exploit with existing customers.
Merchants already have a customer base,
which can - and do - use PVC-UE. There are
two key customer groups that the merchant
needs to consider.
Firstly, the small builder. Already a merchant
customer and one that buys a wide variety
of products to undertake all types of construction
and building work.
Many small builders will naturally choose
timber for a roofline application. Those
who do use PVC-UE will be buying it elsewhere.
The challenge for the merchant is to convert
the timber customers to a product which
offers better performance but with the same
handling and fixing characteristics as timber.
The second important market for the merchant
is new build. Again this is a market that
merchants already know, understand and service.
This is a sector which demands a professional
approach to business and this is where the
merchant has both the capability and infrastructure
to service this sector. New housebuilders
already work with merchants so the move
to selling PVC-UE should be an easy transition.
PVC-UE roofline is not a "difficult"
product area to stock and sell. The market
exists and is growing. Merchants have the
customer base to take advantage of this
growth and to develop an additional profit
centre to their business without a huge
effort or investment.
For more information on how to increase
your plastics profits contact Joanne Bowater
on 01724 281440.
|
