)rograms are key to sales success

One of the interesting discoveries that came out of the recent building slump was that promotional ideas generated during the bad times were equally successful during good times.

Sales successes were documented in many ways. Several dealers put together deck contests, complete with prizes (Hawaii trips, etc.), professional judging and finally publicity. The contests, in all cases, generated more entries than were anticipated, consequently selling more redwood to both the do-it-yourself homeowner and the builder who elected to add decks.

One distributor used live radio to talk on air with prospective customers, doing so from the dealer's location. Questions were all answered, culminating in an invitation to come down to the store. It was a traffic builder.

One of the best customer attractions was the Simpson Redwood Book of Wood/Book of Could (cur- rently retailing for $3.95 per copy) offered free with a coupon that appeared in newspaper advertising. Sales were registered at the grass roots level through this innovative book of plans, detailed with material requirements and instructions on how to build.

A Complete Redwood Guide

More innovative and informative than its predecessor, Simpson Timber's second edition of the Redwood Book of Wood/Could II is just off the press. Featured are 23 projects in redwood created by three professionals in fine woodworking. Careful instructions and plans are included for each to assist the do-it-yourself homeowner as well as the builder to construct a wide range of projects ranging from chairs to cabinetry and outdoor amenities. Plans are detailed with the materials re- quired listed in addition to construction information. A valuable section of tips for working with wood is included in the new edition as well as a special section on the story of redwood.

The four pages that comprise the Book of Wood tell the history of the redwoods, the inherent properties and characteristics that make this remarkable wood an outstanding performer for a wide range of exterior, interior, yard and garden USES.