Good, better, best selling works well with roofing

AS ROOFING becomes more of a &l fashion statement, stores are being asked to help homeowners select the color and "look" most suitable for their home.

Meeting face to face with the buyer allows the retailer an opportunity to "sell up." Although it takes more preparation than merely filling a contractor's order for roofing materials, it can dso be more profitable.

Offering point of sale displays with photos, lit€rature and tiake-home sanples can be a powerful motivator. Consumen often decide they want to trade up from a 25 year walranty !o a 4O yeu warranty or select a more aesthetically pleasing (and costly) architecoral shingle.

Salespeople must be well informed about the perfomrance and warranties of the various brands and price categories. Good, better, best merchandising fosters higher ticket sales.

Because it is easy to apply, available in many colors, low in cost" fire safe and wind safe, asphalt roofing outsells all other roofing materials. Shingles come in a variety of shapes including angle Dutch lap, square tab strip, square tab seal down, 3 tab hex, T lock and diamond lock.

Understanding how the correct roof can improve the appearance of a home is helpful. A salesperson can use the following principles to guide a consume,f 's selection:

O A light color roof will make a home appear larger.

O Dark roofs tend to make a home look smaller.

O Less color difference between the roof and the color of the home will make the home appear larger, while simplifying its lines and angles.

O The overall color scheme of the home must be considered in selecting a roof color.

Salespeople also must be faniliar with Undenvriting Laboratory ratings and wind resistance ratings for each brand of shingle sold in tbe store. Almost all shingle packages are marked to show the area Oey will cover. Roofing is calculated in squiues with a square covering 100 q. fr ircluding overlap. The number of roofing squares needed can be determined by dividing the otal number of square feet in tbe rmf area by 100 and adding l0%o for wasoe.

Story at a Glance

Ways a dealer can use dlsplays, photos and llterature for good, better, best merchandlslng of asphalt rooling guldellnes for selectlng color and shlngle pattern how to determlne number of squares needed.