There is a dangerous sentence in exterior remodeling:

"The installers will figure that out."

Sometimes they will.

But they should not have to redesign a poorly sold steel siding project after the material arrives.

Sales decisions affect installation.

The salesperson may determine:

• Which steel siding family is sold
• Which profile goes on each elevation
• Where Board & Batten begins and ends
• Which colors are used
• How windows and doors will be finished
• Which accessories are required
• Whether existing siding is removed
• How unusual architectural conditions are handled
• How much labor and material are included in the price

That means installation knowledge is part of professional steel siding sales.

1. Know the Exact Product You Are Selling

"Gentek steel siding" is not one product.

Gentek's current product lineup includes several steel siding families with different profiles, finishes and design applications.

The salesperson should confirm current specifications using the Gentek Product Directory before building a project around a particular profile, color or accessory.

Never assume every Gentek steel color is available in every steel profile.

2. Understand That Steel Is Installed as a System

You are not selling cartons of siding.

You are selling an exterior system.

That system can include:

Gentek's current Product Directory dedicates separate sections to steel siding, steel fascia and steel accessories.

A complete estimate needs to account for the complete exterior—not simply the number of siding squares.

3. Know What Is Under the Existing Siding

Installation begins with the wall—not the new siding.

During the sales inspection, look for:

• Existing siding material
• Previous siding layers
• Wall irregularities
• Visible water damage
• Rot or deterioration
• Existing housewrap or weather-resistive barrier conditions
• Window and door flashing concerns
• Unusual wall projections
• Changes in wall plane

Do not promise the homeowner that the substrate is perfect when you cannot see behind the existing exterior.

"We'll evaluate the exposed wall as the existing siding is removed. If concealed deterioration is discovered, we'll document it and discuss the proper correction before covering it."

4. Understand What Gentek Means When It Says Steel Is "Hung"

Gentek explains that SteelTek Supreme siding is "hung," allowing it to float on the exterior and create a smoother finished appearance.

That is useful sales knowledge because it helps explain why rigid steel can produce attractive wall lines.

But do not turn that statement into your own fastening instructions.

5. Know That Steel Still Moves With Temperature

Steel is dimensionally stable, but do not tell homeowners or crews that it "doesn't move."

Gentek states that SteelTek Supreme has thermal expansion of less than 1/8 inch over a 12-foot panel across the anticipated temperature range.

That low thermal movement is a legitimate advantage.

It is not permission to ignore manufacturer installation requirements.

6. Understand How the Material Is Cut

Cutting affects production.

It also affects what equipment the crew needs on the job.

Gentek specifically notes on its SteelTek Supreme product page that steel siding can be cut with an approved saw blade, making installation faster and easier.

A salesperson does not need to teach the crew how to make every cut.

But they should understand that:

• Steel requires appropriate metal-cutting tools and techniques
• The crew needs the correct equipment before arriving
• Complex elevations create additional cutting
• Board & Batten layouts may create different cuts than horizontal siding
• Incorrect cuts increase waste

7. Panel Handling Matters

Steel siding is rigid and durable, but finished panels still need to be handled correctly.

A salesperson should understand why material staging matters.

Avoid jobsite situations where panels are:

• Dragged across each other
• Thrown into piles
• Stored where they can be damaged by other trades
• Handled carelessly around ladders or scaffolding
• Left vulnerable to unnecessary scratching or bending

SteelTek Supreme uses a Kynar PVDF coating that Gentek describes as providing strong scratch resistance, and Gentek notes improved scuff resistance compared with PVC finishes.

Scratch-resistant still does not mean scratch-proof.

8. Profile Selection Changes Installation

Profile selection is not just a design decision.

It can change layout, material quantities, transitions and labor.

Do not choose the profile at the kitchen table and assume the installation implications are irrelevant.

9. Board & Batten Needs to Be Designed Before Installation Day

SteelTek Supreme currently includes a 12-inch Board & Batten profile with a 2-inch batten and 5/8-inch batten height.

Universal Steel also provides a 12-inch vertical Board & Batten option.

When selling Board & Batten, identify:

• Exactly which walls or gables receive it
• Where horizontal siding stops
• Where vertical siding begins
• How the transition is detailed
• How windows and doors interact with the vertical layout
• How corners are finished
• Whether the color changes with the profile

"Board & Batten should be designed on paper before it is designed on the scaffold."

10. Every Profile Change Needs a Transition

Salespeople love showing homeowners two-profile exteriors.

Horizontal steel on the main walls with Board & Batten in the gables can look excellent.

But somebody has to determine how those materials meet.

Before selling the design, ask:

• Is there a logical architectural break?
• What accessory or trim creates the transition?
• Does the transition need additional labor?
• Does the material takeoff include the transition pieces?
• Has the installer reviewed an unusual detail?

11. Windows and Doors Can Make or Break the Exterior

Do not focus so heavily on siding panels that you ignore the openings.

During the sales inspection, photograph and document:

• Window projections
• Existing window trim
• Door trim
• Exterior receptacles
• Light fixtures
• Faucets
• Vents
• Meter equipment
• Other wall penetrations

Those details affect material and labor.

"Standard installation" becomes expensive when the salesperson fails to document everything that makes the house non-standard.

12. Water Management Is More Important Than the Siding Brand

Steel siding is exterior cladding.

It is not a substitute for proper water management.

A salesperson should understand the basic importance of:

• Weather-resistive barriers
• Window and door flashing
• Proper drainage
• Wall penetrations
• Roof-to-wall intersections
• Kick-out flashing and other critical transitions where applicable

The salesperson does not need to redesign the building envelope at the kitchen table, but they should recognize obvious conditions that need installer or production review before the contract is finalized.

13. Installation Quality Can Affect the Warranty

This is one of the most important things a steel salesperson should understand.

Gentek's SteelTek Supreme Lifetime Limited Warranty specifically excludes damage resulting from faulty or improper installation or application.

It also references issues involving accessories that do not properly receive or secure the siding panels.

14. Accessories Are Not an Afterthought

A material takeoff that contains siding but misses the correct accessories is not a complete takeoff.

Gentek's Product Directory provides dedicated steel accessory specifications and a steel accessory color matrix.

Before ordering, verify:

• Starter requirements
• Inside corners
• Outside corners
• J-channel or applicable receiving accessories
• Finish trim
• Window and door accessories
• Transition pieces
• Fascia or related metal products if included
• Accessory colors

The accessory package should be part of the original project plan—not a collection of emergency orders after installation begins.

15. Know the Difference Between Product Waste and Sales Mistakes

Every siding project requires an appropriate waste allowance.

But unnecessary waste can also come from poor planning.

Do not hide sales mistakes inside your standard waste factor.

16. Understand Why Complex Architecture Costs More

Two 25-square houses can require very different amounts of labor.

Do not price labor solely from square count.

Look at the house.

17. Know When to Bring the Installer Into the Sale

A professional salesperson also needs to know when to stop guessing.

Bring an installer, production manager, manufacturer representative or experienced supplier into the conversation when the project has:

• An unusual substrate
• Complicated flashing conditions
• Large profile transitions
• Unusual trim requirements
• Mixed cladding systems
• Questionable existing wall conditions
• An installation detail you have not previously encountered

18. Never Invent an Installation Answer at the Kitchen Table

A homeowner asks:

"How are you going to handle this strange area around the addition?"

You are not sure.

Do not invent the answer.

Say:

"That's a good detail to identify. I want our installation team to review that area before I promise exactly how we're going to finish it."

That answer builds more credibility than confidently giving the wrong one.

19. Photograph the House Like the Installer Will Never See It Before Installation Day

Your job photographs should allow production to understand the project without revisiting the house for every basic question.

Photograph:

• Every elevation
• Every corner
• Windows and doors
• Utility penetrations
• Deck connections
• Roof-to-wall conditions
• Gables
• Existing damage
• Unusual trim
• Areas receiving accent siding

Good project documentation is part of good salesmanship.

20. Your Proposal Should Tell the Installer What You Sold

A steel siding contract should be specific enough that production does not have to guess what the homeowner was promised.

If the homeowner and installer can read the proposal and visualize the same finished project, the salesperson has done the job well.

The Salesperson-to-Installer Handoff

Before material is ordered, conduct a final handoff.

1. Review the signed proposal.
2. Review photographs.
3. Confirm measurements.
4. Confirm product and profile.
5. Confirm colors.
6. Review Board & Batten or accent locations.
7. Review difficult details.
8. Confirm accessories.
9. Confirm material quantities.
10. Resolve questions before ordering.

The Ten Things Every Steel Salesperson Should Remember

The 30-Second Salesperson Training Message

The One-Sentence Answer

Build Your Steel Siding Knowledge With Suburban Wholesale & Supply

Contractors do not have to learn steel siding entirely through trial and error.

Suburban Wholesale & Supply helps contractors throughout Davenport, Bettendorf, Moline, Rock Island, East Moline, the Quad Cities, Eastern Iowa and Western Illinois understand Gentek steel siding products, profiles, accessories and project requirements.

Explore steel siding available through Suburban Wholesale & Supply and compare actual product samples before building your next homeowner presentation.

Contractors considering the premium steel category can also review Gentek SteelTek Supreme and compare D4, D5, 8-inch and Board & Batten profiles.

Visit Suburban Wholesale & Supply at 3602 N Harrison Street in Davenport, Iowa, or call 563-391-4000 for product information, samples and material quotes.

Don't just teach your salespeople how to sell steel. Teach them enough about installation to sell steel correctly.

Sources & Contractor Resources