There are Profits in consumer clinics

by Edward A. More

the economy changing so raPidlY' smart manufacturers realize this inflation is here to staY and have Produced excellent training materials, desisned easier-to-install products and -promoted very heavily the cost savinss that are possible. Retailers were iuick to take advantage of these orosrams and Products and todaY ihorisands of dealers caffy a library of LaBelle or Fairchild cartridges for doing literally dozens of do-it-

Story at a Glance

Aqqressive retailers can ofi6r help with educational programs. . audio' visual, beminars, clinics. guidelines for conducting consumer clinic.

vourself iobs. ManY dealers have Video Vii:wers with a full Program of video taPe cartridges.

The result is, of course. higher sales volume, bigger profits of do-itvourself products and more and more experienied do-it-Yourselfers. i{o*euet, it takes Planning and effort to hold successful consumer clinics. If you haven't launched into a consumir clinic Program. here are some basic guidelines that should guarantee success even with your first try:

( l) Clinic Personnel

Select several dePartment manasers who are extroverts and hive a gift of gab and' of course, are top notch salesmen' Place them in charge of Your clinic Drograms.

(2)

Sel6cting Your Clinic Products

Don't stirt with a difficult Product to install. Select a relatively easy Product because You want your first clinic to be so successiul that your customers will tell their neighbors where-theY. learned how to do the job and thus, the next clinic will draw even more PeoPle. For examPle, installing wallcovering, Panel-

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C0NSUMER IRAINING session shows how to install a wall. 0ver 200 people attended two sessions conducted in early spring.