EDITORIAL

Put the Plzzaz In Panellng

l\O CUSTOMERS walk by your paneling dis9plays without giving them a second look? If your answer is yes, it's probably because too many paneling displays lack the visual excitement to attract the average customer. Some are puzzling, others just boring.

What a shame, because paneling can and should be one of the top attractions in any retail store. It also can be one of the most profitable items for the retailer, what with the tremendous opportunities for tie-in sales.

It's a good idea to have your paneling displayed adjacent to mouldings and other decorative items. Get it up front, don't leave it stacked in the yard. Make sure that the vignettes have a professional look, no matter who actually creates them. They should be bright, fresh and appealing. Excitement is what a good display communicates to the customer. The best displays get the shoppers so involved that they begin mentally to see how those panels will look in their homes.

Electronics can add a measure of show busi- ness: Flood lamps in various colors can be rigged to come on when a customer approaches. The same is true of a recorded message. Some even have background music to heighten the effect. As with any discretionary product, it helps to romance paneling.

One interesting fact that we discovered in our research for this issue is that for every dollar of paneling sold, an additional 75 cents in sales is generated in related purchases such as nails, moulding, glues, paints, tools, saw blades, etc.

Creating effective displays takes an artistic sense. Keep this in mind when assigning the responsibility. Remember the basics, too. Paneling displays must be clean, dusted, and correctly located on the store floor. Make sure the information about the product is current and complete. Reposition and refurbish displays when they begin to look dated.

Don't plan to keep paneling displays too long no matter how good they are. Remember that the customers get as tired of them as you do.

Niebling Leaves NAWLA

Immediatell' following the convention, it was announced that I I. Nl. "Pete" Niebling, executive vice president and secretary of N..\ \\'t-A. is resigning.

.,\ccording to FIenry S. Poler. presidcnt, the reasons for his resignation have to do with "family considerations that must now be his highcst priority. lhis necessitatcs a geographical move on his part. "

Niebling will continue to be actively involved in N,,\\\'L.,\ for several nronths. Thc cfl-cctivc date of his departure has not been sel to allow him to bc available to the association to conrplcte the transition to a new stafl'executive.

"Pete has nradc an cnviable contribution to our association over mant many y ears. " Poler said. "He has become an outstanding spokesman and leader for the wholesale industry. Pctc plans to remarn in the industry in some capacity. so his future path rvill certarnll cross ours, both indiviclualll' and collectively. I am sure all of you join me in wishing him continued success."

Vaughan & Sons Offspring

Vaughan & Sons. Inc.. San Antonio. Tx.. has consolidated its wholesale lunrber activities under the name ,.\lamo Irorest Products. I nc.

The conrbination of'thc San ,\ntonio distribution ccnter and wholesale trading office wrll allow the new compan)' to hanclle carload. truckload or small mixed load requirements with a single sales force.

r\lamo will be headed by Vaughan & Sons officers Tom Rice, president, and N{elvin Follis, v.p., purchnsing, in addition to N{elvin Allen, v.p., sales. and Jim Precht, v.p., operations. The sales team includes Matt lf reeman, (iary Henderson, John IIord. "Coco" McAlpin, Kenneth Nloore and Curtis Roberts.