Ways to sell computer design

ITH a computer and a software

!U design package, a home center or a lumberyard can create custom designs for a variety ofd-i-y projects, but more than the equipment is needed to sell the customer.

"Although design systems are very good sales tools, the environment in which they are placed is critical to the sales experience of the consumer/user," Al Heberer, Osmose Wood Preserving, emphasizes. "The design area must be a comfortable spot where the customer enjoys the design experience."

He stresses placing the computer design system in an area pertinent to the project. A deck design computer system, for example, should be located in the area where decks are sold and the kitchen design computer in the kitchen display area. This way a customer can relate real products to the images viewed on the computer, he adds.

Displays that excite a customer and allow him to visualize the purchase in his home go hand-in-hand with a computer design system. "Customers need tosee a display that looks like a kitchen, complete with ceiling, decorations and appliances sothey can image whatthey could do in their own homes," Tom Seifert, Riviera Cabinets, points out.

The same advice applies to deck displays. They must conjure a mood of

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outdoor leisure, relaxation and pleasure with family and friends. Heberer cites Big Tin Barn, Houston, Tx., as a perfect example of the right environment for a deck design center. Their deck design computer is the centerpiece of an attractive display area complete with decks and gazebos. Ponds, planting, planter boxes and outdoor furniture create a complete landscape. Many of the items on display can be designed with the Osmose Backyard Designer Series computer set up on a picnic table fumishing one of the decks. Ideally, a store would have a separate design area for decks, kitchens and windows, but, realistically, this is tough for many dealers, Gary D. Storbakken, National Lumber & Building Material Dealers Association's store and yard development director, observes. The compromise is one design area that allows a view of the model decks, the kitchen and window displays. If such a location doesn't exist, a dealer can incorporate large color photos of projects, sample boards and design sketches into a centrally located design area. Although the location will vary by store, Storbakken agrees that it must be an attractive setting protected from the noise and confusion oftraffic aisles and the sales counter.

Regardless of location, the computer design area must foster creativity and decision making with comfortable seating and space for a customer to spread out measurements as well as drawings or pictures of his ideas. The setting should encourage a prospective buyer to relax, take his time and enjoy the design experience. He's going to make a big investment in his home and it must be pleasurable and fulfilling with as few negatives as possible.

Wood Use In Homes Up 29%

Pushed by recordhigh lumberprices, the cost of wood used in building a typical home has increased 29Vo to $11,760, according to Kent Colton, National Association of Home Builders.

Lumber prices have soared 46% in the past year, reachin g $326 per thousand feet last March. "We've seen a dramatic increase in price, but it's all due tosupply and demand," said James Bibler, president, Bibler Brothers Lumber Inc., Russellville, Ar.

Wet weather in the south. warm

N.C. Housing Starts Climb

Cary and Charlotte tied for the most North Carolina housing starts authorized in January with 257 at values of $20,167,680 and $10,887,918 respectively.

Raleigh was second with 198 resi dential units authorized at a cost of $1 1,703,675; Greensboro, third, 150, $4,227,I4I,and Greenville, fourth, 128, $3,718,443, according to the North Carolina Department of Labor Research and Statistics Division.

Mecklenburg (718, $39,951,152), weather in Canada and the Northwest, harvest injunctions pushed by environmentalists and the duty added to Canadian lumber imports share responsibility for the higher prices. "The south is becoming more and more important in the lumber industry," Chuck Jones, Georgia Pacific, Crossett, Ar., said. "Somebody has to fill the void and we're doing it."

However, the south is not being ignored by environmentalists. The red cockaded woodpecker and the Louisiana black bear are among species environmentalists want to protect.

Depot Cutting Pallet Use

Home Depot has begun a program to slash the number of pallets it uses, substituting lighter weight, fully recyclable slip sheets.

Slip sheets, l/8"-thick pieces of fiberboard with small lips on each side for hoisting by forklifts with special attachments, are less expensive to purchase and dispose of than pallets and take up less shipping and storage space, a company spokesman said.

Matthew Pitts was transferred from Atlanta, Ga., headquarters to Long Island, N.Y., last year to begin equipping and training the Northeast Division, which faces unusually high disposal costs.

Wake (655, $47,124,632), Guilford (4 1 7, $ 1 8,858,629), Cumberland (295, $13,903,967) and Rowan (207, $9,440,181) were the top five counties.

Statewide, total residential units authorized rose 1.3% ftomJan. 199 1 with a67.5% increase in value. Single family units incre asedT 4.1% from the same month of the previous year withanS9Vo increase in value. Multi-family units fell29.8% witha L9.lVo value increase. Average construction cost for a single family home in Jan. 1992 was $83,804, up 8.6% from Jan. 1991.

Pallets are still used for carrying products once they are inside the store and for lumber, which has not proven compatible with slip sheeting.

Pitts forecasts the program will be rolled out companywide, division by division, beginning late this year if " all the bugs can be worked out." Forklifts must be specially equipped, vendor receptive and, most important, employees intensively trained.