As vice president of sales, residential and light commercial, for Henry Company, Jeff Wedge offers insight into what building industry professionals want from weatherization materials and how Henry helps builders and dealers find the solutions they need.
Q: With strong confidence among builders and homeowners, what do you see as the biggest opportunity for LBM dealers?
A: Providing products that make the builder’s job easier, such as a system that enables them to easily mix and match components to suit the specific requirements of their project. Most builders don’t want a “one size fits all” weatherization solution. They need to be confident that whatever components they select are effective and compatible for the climate, cladding, code requirement and construction type for each particular project.
The Fortifiber 1-2-3 Moisture Control System from Henry provides builders with the ease to save time and cost. It is a simple way to select all products within the system, such as Henry weather-resistive barriers, flashings and sealants. With these compatible components, the selection process is error-free. Our customers find that this simple, customizable approach lets them be more efficient, do the job once, and do it right.
Q: The flipside of that question—what do you see as the biggest challenge?
A: One of our biggest challenges is protecting buildings from moisture intrusion. Industry data show that 69% of construction litigation involves moisture-related defects in building envelope systems. These defects include mold, rot and water leakage, making the prevention of moisture intrusion the critical benefit of a weather-resistive barrier system. Traditionally, builders had no simple way to address specific envelope needs, taking into account regional building practices, construction type and weather patterns. If a builder chooses to mix and match components from different suppliers, there’s a chance those materials won’t be compatible. Incompatible products can result in call-backs, loss of trust and even litigation. LBM dealers can boost their credibility in the builders’ eyes by helping them avert this type of disaster. Dealers will also benefit from the protection that the warranty provides.
Henry Building Envelope Systems for residential and light commercial applications are designed, tested and guaranteed to be compatible when installed and used as recommended.
Q: From your experience, what separates dealers who sell more of these products from the rest?
A: Successful dealers have discovered the benefits of directing their customers toward a set of solutions they’ve vetted for themselves that do the best job for the end user. Merchandising this three-step system enables the dealer to manage shelf space more effectively: inventory fewer SKUs and provide a more streamlined look. Plus, they are offering their customers a simpler way to make product selections.
Q: Now that Henry and Fortifiber recently joined forces, what can dealers look for from the combined company?
A: Both the Henry and Fortifiber legacies date back more than 80 years each. We’re committed to fostering our industry relationships and providing the excellent service that we’ve become well-known for. With our combined portfolio of products, our system offers a breadth like no one else. Our sales team supports dealers and their customers, helping builders use our products and ultimately driving dealer sales growth.