5

Podtlon yourdooru for succes$ Givc doorsa prominent location in thc store. Usc well placcd signage to dircct traffic to doon not immcdialcly vieiblc. Have an attractive showtoom or display. The more 'truc-tolife' the sctting, the greater thc rcsponsc. Doors should be p,ropcrly finished and installed in an operablc display that allows for mcrchandising of hinges, hardwarc, sills and weathentrip sysiems.

Become involved in a lced rcferrel pnogram. It can provide you with an insidc hack to sales lcads. Manufacturers' national and regional ad campaigns generatc thousands ofresponses. Trade shows and publicity produce additional inquiries. A qualified list of potential customers makes selling easier.

Promote a broad variety of door's. If you don't have room to stock a wide assortment, develop a shong relationship with a manufacturer or distributor who has a large line. Be sure you can order what customers want and have it within a reasonable period of time.

ITOOD]'OTD ACOORDION DOON *INSTINT WALLS WHEN NEEDED"

lAccordion doors designed for use where performance is importint for HOMES . OFFICES . CIIUR CHES. RESTAURANTS .INDUSTRY lCustom-sized room dividers shipwithin a two week production cycle from the factory lAccordion doors custom sized to your customer requirements rq}DIOLD DTSruBT'TON3 - sOUTf,Eruf STATES

Custom orders mcan profitablc return on inuestmcntno inaentorv!

CO., 8lnlryhm, AL

UAY SUlfl.YCO., tltL Roc& An lilTIre S $l & DO()ROO.. O*tdo. fL

ADDEONCORF.,AbTT, GA

ADDEON C8P.,Atbd.. GA

RAIDAII. BnOnXnS, Albd, GA

ADDISON COfiP., Aruq GA onvtlt co., vd&il, GA

DYIG lItlXJSlllES. l{* Odsr. L{

Sell the line rather than en individual product. While the entry door presents a significant sales opportunity with the potential for matching sidelights and transoms, there are typically 10 to 15 other doors to think about. Sell the advantages ofan entry door that can be complemented with matching interior passage doors and bifold doors. And don't forget the fire door between the house and garage.

I Maximize customer senice.It is more expensive to win a new customer than to keep an old one. It pays to follow up on sales. Warranties, delivery, speed, knowledge and service factors can make a big difference in generating repeat business.

9 Host door clinics. Not only will it be a good opportunity to increase door sales, you could end up selling the hardware and finishing products as well.

IIU Stay current and informed. Keep abreast of current design trends, code changes, finishing options, high performance glaztngchoices, security issues. Stay in ttrne with the latest product and market developments.

Are you ready for Metric?

^lLE{ l[..LWOEq UiC., ShMipon, l

IIFAITTTE WO(x) Wfit(s, lNC., rrhFb, rA

AITI)ISON CORP.. Jodeo MS

ADDISON CORP., Rd.ldh, flc

IIASSNGERWHOIISAI.ECO.. INC., MoD, NC lljTllc SASII & DOon @., ONd.hom qty, OX

NDISON COf,P.. Gunltrl. SC

DYI(ElNDUSlRlEs, lt nd'i|, IN

ADDISON CfiP.. NdN,llL. TN

IOIOXlJIIII DooR & r,lllwonc kwille. lN

DAII,{S WIDIXSAIX. D!14 rX tIrTIlG SASII & DOOR CO., f'd.rl.t$us, vA

RAN)d..PtlBlrllDY. nC.. Norlo[c v

Bid quotes in metric will be required from all suppliers to federal agencies as of Oct. l,1992.

Hoping to make U.S. producers more aware of the metric system which is standard in most industrial nations, President Bush charged the Commerce Department to lead the federal government in the switch.

In some cases adopting metric standards will require retooling, but it could increase exports significantly, in the opinion of many economic experts.

CBS Folds, Servistar Moves In

Faced with seemingly insurmountable credit and collection problems, buying group Central Builders Supply has decided to liquidate.

Competitor Servistar has signed a letter of intent to purchase certain operational assets of CBS and launched a new program, Servistar/CBS, to keep intact as much of the organization as possible. AboutTi7o of fomrer CBS members have been signed up for the new program thus far, said Servistar ex-

Tx. Lottery Outsells Lumber

South Houston Lumber Co., Houston, Tx., has discovered a new business-lottery tickets.

Setting up four drive-through lottery ticket booths adjacent to the business, the company sold 110,fi[ tickets in 11 days to become the seventh biggest ticket seller in the state.

The drive-throughs are open seven days a week. Despite the number of tickets sold, owner Frank Barringer said he makes little profit on the service ecutive vice president and chief op erating officer Paul Pentz. since he employs three full-time workers to man the booths. He is hoping the state will increasethe 5% of ticket sales paid to distributors.

Founded in1937 in Sturgis, Mi., the buying group grew to include more than 5(X) members with over $325 million in annual sales. Its houbles began to surface eadier this yer as unpaid bills began mounting and members began leaving, forcing an overhaul of credit policies and senior management. Bret Pobanz, who became president when his father, Phil, died in late 1988, left CBS in June.

NBMDA Under New Management

National Building Material Distributors Association has relocated to 40 I N. MichiganAve., Chicago, Il., where they will be under the management of Smith,

Bucklin & Associates, the nation's largest trade association management firm.

James M. Weir of SBA has been named NBMDA executive vice president. Other staff members transferred from the Deerfield,Il., office.

"With Smith, Bucklin I feel we have a framework that guarantees efficiency and, by joining ourstaffwiththeirs, we will gain effectiveness needed for success inthe 1990s," NBMDApresident Gary McKillican said. "Finally Jim Weir's leadership will be the element to bring everything together to satisfy our objectives."

S.C. Gompany Treats Kids

Builders Supply Co., Lancaster, S.C,. treated every straight A student in Lancaster School grades 3 to 6 to a hot dog party with close to 500 students plus their parents honored.

The family owned business operated by C. D. *Bubber" Gregory also gives certifi cates exchangeable for pens, pencils, notebooks and other items at Builders Supply to children who achieve perfect attendance, improved conduct or overall gnde improvement during the year.

Hoover Treated Wood Products announces that a NATIONAL EVALUATION REPORT (NER-457) has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Tieated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a So-year projected usaful life, and is the FIRSI Fire Retardant Treated Wood with: a fhrd Party Klln Monllorlng in addltlon to U.L.follow-up servlce a FRf labor and malerials replacement cost warranly I Code Compliance Repor| with evaluation of elevated temperalure strcnglh iestlng for rool applicatlons

I Hlgh temparature slrength test resuhs

I New York State Emoke loxlclty iest results

* NER reports are subject to re-examination, revisions and possible closing of file.

Technlcol Informotlon Coll r-800-TEc-wooD