L’isolation 100% bois

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Le négociant SM Bois, présent sur le salon écobat en mars dernier à Paris, a fait le choix de fédérer les savoir-faire de ses fournisseurs pour proposer une nouvelle solution complète d’isolation entièrement basée sur le bois.
Votrechaudiere.com a échangé sur le sujet avec Denis Broyer de la société SM Bois.

Pouvez-vous nous présenter votre société ?

Nous sommes une entreprise familiale de négoce de bois avec une clientèle composée à 90% de professionnels. On existe depuis une cinquantaine d’années, toujours sous la direction d’une même famille. La société compte une trentaine d’employés et génère environ 10 millions d’euros de chiffre d’affaires. Nous menons une activité traditionnelle qui s’oriente plutôt vers les menuisiers et les agenceurs et depuis quelques temps, nous nous développons sur la partie isolation et ossature.

Quelle démarche vous a mené du négoce à la proposition de solutions plus complètes ?

Le négoce reste l’activité principale, mais ce sont les produits que nous vendons qui évoluent au fur et à mesure. Nous essayons de toujours proposer quelque chose de qualitatif et de logique.

QuotationMarkL’isolation bois était en fait un produit complètement inexistant ou inconnu sur le marché, mais la demande était là, donc nous nous sommes adaptés à cette demande des clients.

Il y avait un manque dans la connaissance du produit, mais aussi dans sa mise en œuvre. Nous essayons à la fois de proposer de bons produits qui durent dans le temps et également d’expliquer aux professionnels comment faire pour les poser correctement.

Présentez-nous votre solution d’isolation bois ITE

Nous proposons une solution cohérente en utilisant un seul et unique matériau, qui est le bois : il va servir à la fois pour la structure, l’ossature, l’isolant et même pour la dernière couche (parti pris esthétique) qui est le bardage. Nous faisons appel à plusieurs sources, c’est à dire que ce n’est pas le même fabricant qui va fournir l’isolant et le bardage par exemple, mais l’utilisation d’un matériau unique permet de maintenir une cohérence écologique.

Si vous deviez résumer cette solution en trois points, lesquels seraient-ils ?

Je dirai premièrement la cohérence du matériau, puisque tout est en bois. Ensuite l’adaptation aux besoins car on va jouer par exemple sur les épaisseurs d’isolant pour avoir des performances plus ou moins élevées. On s’adresse à une cible plutôt large, du petit particulier qui a juste envie de rénover sa maison jusqu’aux constructeurs de maisons bois, les problématiques peuvent donc varier, mais la solution en elle-même ne change pas, elle s’adapte : ce sont simplement les épaisseurs qui seront différentes. On peut aussi adapter le bardage et d’autres éléments à la demande du client. Enfin il y a le côté écoresponsable avec une solution réalisée à 100% avec des produits qui sont fabriqués en France ou dans les proches pays européens avec toute une série de garanties. Par exemple, l’isolant est fabriqué à base de déchets de scierie, le bardage est fabriqué dans une entreprise certifiée HQE ; on essaye vraiment de proposer quelque chose de qualitatif et d’écoresponsable. Donc en résumé : matériau unique, personnalisable et écoresponsable.

Concrètement, comment accompagnez-vous les particuliers qui s’adressent à vous ?

Nous sommes à la base un négoce et non un bureau d’études, mais nous offrons deux possibilités. Nous disposons d’un spécialiste qui peut directement aider en leur apportant des solutions techniques. L’autre cas de figure, c’est le particulier qui cherche un poseur, et dans ce cas-là on l’oriente vers des entreprises régionales que nous avons identifiées et qui travaillent de manière intelligente, en suivant les normes et tout en mettant en valeur le matériau bois.

Quelles étaient vos attentes par rapport au salon écobat ?

Nous souhaitions pouvoir rencontrer des clients, des prospects, bref toutes les composantes des métiers de la conception bois, mais dans un cadre différent du cadre habituel des chantiers. Ça nous permet de présenter nos produits et notre approche de manière différente également. L’idée, c’est aussi de discuter directement avec les architectes et les bureaux d’études qui travaillent habituellement plutôt avec les fournisseurs qu’avec les négociants.

N’y a-t-il pas une concurrence avec les autres acteurs du secteur ?

Il n’y a pas de réelle concurrence car nous avons imaginé une solution qui n’est au final que l’utilisation de produits de marques différentes mais partenaires. Les isolants viennent de chez Pavatex, les bardages viennent de chez Sivalbp. Nous travaillons en bonne intelligence avec les fabricants pour mettre en avant leurs produits ; eux nous apportent leur clientèle. On travaille volontairement avec un nombre restreint de partenaires car nous avons identifié ces gens-là comme des fournisseurs de qualité. Nous n’avons qu’un seul fournisseur d’isolant, un fournisseur majeur de bardage.

Quels sont les challenges majeurs dans les années à venir sur le secteur bois ?

C’est une excellente question. Je sais par exemple que mon fournisseur d’isolant qui posait jusqu’à présent par l’extérieur se met maintenant à l’isolation par l’intérieur. Comme l’isolation est un domaine plutôt concurrentiel et en fort développement, j’attends bientôt de nouvelles innovations car les acteurs sont très en recherche d’efficacité et de nouveautés. En ce qui concerne le bardage, la problématique actuelle c’est le vieillissement du bois et nous essayons donc d’accompagner nos clients pour lutter contre ceci avec un matériau prêt pour le vieillissement, avec des finitions garanties. Il faut également sensibiliser les gens à la pose pour qu’elle soit réussie tout en prenant en compte les règles de la base et les étapes suivantes, comme la ventilation par exemple.

Pensez-vous donc à donner des formations ou mener des actions de sensibilisation ?

Nous ne sommes pas un organisme de formation donc on parle plutôt de sensibilisation. Nous organisons au moins une journée de portes ouvertes par an avec des ateliers techniques, des conférences théoriques sur l’isolation bois et le bardage et nous expliquons des points –clés comme le déphasage. Nous essayons de mettre en place des moments où les personnes peuvent manipuler les produits et mettre nos solutions en œuvre sur des murs de pose fait pour ça. Il y a un certain nombre de points récurrents qu’il faut toujours expliquer pour que cela fonctionne. Notre prochaine session de portes ouvertes aura ainsi lieu le 13 juin prochain.

Téléphone : 01 60 26 03 44

1 route de Lagny, 77410 VILLEVAUDE

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