losing window & door sales with poor disPlaYs & weak sales talk

stepped up employee training and additional advertising.

OORS & WINDOWS do not sell themselves. They require heavy merchandising with excellent displays and sharp salesmanship.

Most dealers recognize this. In fact, an authoritative industry study of home center retailers projected a heavier merchandising focus on doors and windows in the 1990s. The survey found 590/o of the retailers expecting to accelerate the merchandising of doors and windows including

Many dealers are already on their way to this goal with outstanding showrooms and employees who can discuss the merits of low-E glass as well as the aesthetics of round tops and French doors or the energy efliciency of a carved entry door.

Kentucky-lndiana Lumber Co., Louisville, Ky., recently opened a Home Planning Center to display doors and windows as well as other home related products. Located near an affluent residential area, the home planning center is aimed at the homeowner working with or without a builder or contractor. Merchandise is for display only.