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Get certified in cedar sales
lN TODAY'S extrernely cmpetitive &etail building producs environment, sales people with superior poduct knowledge have an extra advantage in selling and serving the customer.
Whether the customer is a large contractor purchasing for a tract, a small custom builder or a home handyman, he feels more oomforable dealing with a person who really knows the products he is selling. With a specialty product such as cedar, expertise is a musL
To help retailers acquire the necessary knowledge, the Western Red Cedar Lunber Association has introduced a new cedar certilication education and training program for dealers and their sales staffs. The free training is targeted specifically o the needs of the retailer and covers all aspects of cedr ftm grades and uses to product range, specification and finishing. Environmental concerns are covered with reforestation information and facs about ceda's role as a natural building material and renewable resource.
Course material includes a new WRCLA publication, Guide to Selling Cedar. A convenient quick reference guide, it contains a selection of WRCLA literaEre containing information about cedar's properties, grades, spocification and installation.
"This new program is part of ou on-going service !o dealers who are stocking and selling orrr member's products," says WRCLA's Ken McClelland" '\Ve re a service aganization and it's our job to pnovide information and marketing support. We want dealers !o lnow they can count on the WRCLA for up-to-date and accurate infornation about western red cedar as well as help in sourcing any products tbey need for special otrd€f,s."
McClelland, who likens the progrm tro a ftee and informal codar college, says graduates will receive special Cedar Certification certificarcs and T-shirts. Stqes will be awarded attractive signs that announce their Certified Cedar Dealer status. Brightly colored banners, posters, statem€nt surffers and advertising rtwork are available to help a dealer publicize the ertifi cation.
Area managers Arnie Nebelsick
Story at a Glance
How rctall sales people can become certlfled cedar sale. men ... assoclatlon prcglam awards certlficate & speclal recognltlon free tralnlng through rcglonal offlces.
and Tony Bonura will conduct the new training classes as part of the WRCLA's Super Cedr Service. This program provides answers to cedar questions, trrang€xr seminrs and lectures, distributes cedtr literanre and helps customers source cedar products.
Bonura r€ports a positive respoose from dealen. 'Because there re so marty prducts out tbere, dealers really appreciate a targeted and omprehensive information program available without charge in their stores. When you sell edr yotr a€ selling a unique product witb many special properties such as stability and &r& bility, so it's imponant for a d€aler ro be able to pass tbat information along to tbe custom€r."
More information on certified cedar training is available from regional oficec-. (708) 369-2828 or (516) 643-9723'-<,r WRCIA (604) 6A426 - Editor.
l?O PROBLEM! There will be lll plenty of cedar available this! vear. That's the word from the Wistern Red Cedar Lumber Association.
They promise cedar products will be in good supply fm the coning year with member mills estimating 1994 shipments will be in excess of 800 million board feet measue.
The association doesn't talk about price, but executive director Ken McClelland guarantees menber mills will have a wide range of products available. His 18 members typically manufacture exterior siding, interior paneling, patio decking, trim boards, fascia, fencing and other products from rough boards to garden lumber, kiln dried and green.
Al Ryland, Canton Lumber Co., Greenville, Tn., prcdicts a resurgence in cedr use since its price is hovering below that of last year while treated southern pine prices climb higber. "I expect cedar prices to be morc stable than last year with no anticipated shortage," he said.
In the middle of January, Ryland was quoting standard and beuer cedaf decking at $550 per thousand, kiln dried paneling at $1200 per thousand and dry bevel siding at $650 per thousand.
"In many respects 1993 was a tough year," McClelland explained. "But with housing starts on the rise and the economic rocovery gaining a firmer foothol4 the indusry is looking to the coming year with a renewed sense of optimism, a stable supply
