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SELLING ENGINEERED LUMBER: Storing and Selling Subfloor Panels

Working With Customers
• Understand the when and where: “We have some basic questions we ask—where’s it being installed, when are you installing it, and when are you looking to have it complete,” says Scott Simonds, sales associate at Curtis Lumber in Ballston Spa, N.Y. “When we get answers to those questions, it helps determine the type of subfloor they need.” Simonds also uses those details to steer customers in the right direction for finished floor material.

• Know the different types of plywood and OSB that are used in floors—APA Rated Sturd-I-Floor, Rated Sheathing, and Underlayment. One common builder question is whether sanded plywood (A-C or B-C) can be used for underlayment; note that underlayment is a special grade of APA plywood that has enhanced resistance to face-veneer punctures. Plywood grades such as A-C Exterior are only suitable for underlayment applications if they have the additional underlayment designation or “Plugged Crossbands Under Face” noted in the trademark. Plywood meeting the Underlayment standard in PS 1 will have the word “Underlayment” in the trademark. For subfloor installed under hardwood, follow National Wood Flooring Association (NWFA) recommendations: a minimum 19/32 Category plywood or minimum 23/32 Category OSB.

• Check specifications: To help customers select the appropriate products and floor design, it is essential to define the predicted loads and to consider both the structural requirements and compatibility with the finish floor requirements. Download Engineered Construction Guide, Form E30 from www.apawood.org and refer to Table 10 for details.

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• Sell the complete package, including proper fasteners and glue: For example, subfloor panels should be gluenailed to the floor framing using construction adhesives conforming with ASTM D3498 or APA Specification AFG-01. Glue-nailed subfloor panels up to 3/4″ thick should be fastened with 6d ring- or screw-shank nails or 8d common nails spaced 6″ o.c. along panel ends and 12″ o.c. along intermediate supports.

• Encourage proper storage and installation techniques: Elevated subfloor moisture can cause underlayment and dry hardwood flooring to expand, so contractors should allow materials to acclimatize prior to installation. If the subfloor has become wet during construction, it is imperative that it dries prior to installation of hardwood flooring. “This type of education helps,” says Simonds. “We’re not just selling product. We want them to understand the pros and cons of hardwood, how to acclimatize it, etc.”

• Install the hardwood flooring properly: Be sure customers follow recommendations of their hardwood flooring manufacturer and the NWFA.

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