6 Strategies for Selling XPS Insulation

Owens Corning® FOAMULAR® NGX® 250 Extruded Polystyrene (XPS) Rigid Foam Insulation, a closed-cell, highly moisture-resistant foam board, can help boost homes' energy efficiency by providing a layer of continuous insulation to the exterior to help reduce thermal bridging and increase the wall's R-value. It's also a necessity for meeting code in some jurisdictions.

But foam board insulation is still somewhat of an afterthought for many builders. Consider these strategies to help sell foam board products like FOAMULAR NGX 250.

1. Ramp Up Product Knowledge

Make a point to know more about the products you sell than your customers do. Doing so can not only position you as a trusted resource and an extension of your customer's team, it can help ensure your customers source the right materials the first time. It also will present more opportunities to potentially upsell. Reach out to you manufacturer sales reps for help; they can provide training sessions for your staff and your customers, literature, continuing education courses, and more.

2. Understand Continuous Insulation

Similarly, it's helpful to understand the category of continuous insulation and where and when it's beneficial. Adding FOAMULAR 250 XPS insulation board provides an extra layer of insulation of R-5 per inch while reducing thermal bridging. XPS insulation can increase a home's effective exterior wall R-value, helping homeowners save on energy costs.

Perhaps more importantly, continuous insulation is a key material for meeting more stringent wall R-value code requirements in some climate zones. The current version of the International Energy Conservation Code includes prescriptive requirements that, in some climate zones, can only be met by combining interior cavity insulation with a layer of exterior XPS insulation.

For technical information on specifying and installing both residential and commercial continuous insulation, one resource is ContinuousInsulation.org.

3. Embrace the Industry's Energy Direction

Code-required or not, many dealers are getting pushback from customers about the need for continuous insulation. But now is a good time to raise the question of "why" they're so resistant. The industry is increasingly headed in the direction of greater energy efficiency-including net-zero homes and buildings-both through codes and through the recognition that such goals save money in the long run. Builders who get on board now can differentiate themselves as well as better prepare for inevitable tighter standards to come. It can be daunting at first, but many pros see tremendous benefits and don't look back.

4. Understand the Options and Where They Can Be Used

The applications for FOAMULAR 250 go far beyond traditional exterior foundation walls; the versatile product also is suitable for slab foundations, and basement foundations and crawlspaces. In addition, Owens Corning offers other versions of FOAMULAR Insulating Sheathing for above-grade walls and remodels. Pre-scored Foamular Scored and Square Edge versions are ideal for light commercial CMU buildings like fire stations. The opportunities are endless to meet a range of customer needs, especially if you know how to help.

5. Don't Forget Accessory Products

Along with XPS insulation, be sure to sell and understand the adhesives, tapes, and fasteners used to install it. Consult with the manufacturer about which products are tested and recommended; stock those and be prepared to talk about their features and benefits.

6. Showcase High-Performance Wall Systems

Just like selecting a beautiful finish, seeing is believing when it comes to understanding well-designed building envelopes. Work with your manufacturer representatives to create a display of cutaway walls, showing the products you sell and how they work together as a system. The displays not only showcase the importance of proper building science, they can be used as an education tool about the products you sell and their compatibility.

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.