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'lt fiOULDING is relaIVltively easy to install, doesn't require a great investment in time, materials, equipment or training. And the results are immediately apparent. As a result, nearly 75Vo of all moulding remodeling is done by doit-yourselfers.

Dealers who can organize a customer-friendly moulding department and guide the d-i-yer through it can maximize the customer's satisfaction - and sale.

Chapter 1: "Welcome to our moulding department.tt

Unlike contractors who know exactly what theyfre looking for, homeowners want to know their choices. So it's important to organize your moulding department to help them make their selections easily and conveniently.

Sales representatives from many moulding producers will be happy to help you determine which profiles to stock and how to plan-o-gram those profiles to maximize sales. Product offerings should be tailored to the specific needs ofyour marketplace.

o What lengths to stock - Since installers want to make as few cuts as possible, stock convenient 7', 8' and 10'lengths.

o Which profiles to stockAlthough the majority of your program should be solid, also carry crown, casing, base and chair rail in fingerjoint for customers who plan to paint. In addition, offer a selection of hardwood mouldings.

o How to organize your moulding by end-use - Grouping your moulding by application makes it easy for customers to find what they need. The chart on page l0 suggests major sections, which profiles to stock in each section, and the approximate percentage of space to allocate to each section.

o How much to stock - Sales history of each profile is key to ordering moulding and assigning bin space. In general, allow 6" for small profiles since thev are usually packaged in 6"-wide bundles. Racks can then be loaded bundle by bundle rather than piece by piece. Increase the bin size for faster moving profiles.

For wider profiles, determine the number of faces you want in the bin and add the width of the profile plus

Story at a Glance

Organizing your moulding department and prepping your staff for maximum sales questions to ask d-i-yers.

l/4" for each face. This keeps the profile neat and upright.

r How to merchandise mouldingA wide variety of merchandising aids are available from manufacturers to make a moulding department customer friendly and attractive. Aids include section signs, bin cards that illustrate each profile and its primary uses, how-to instructions and videos, idea booklets, displays and posters.

Chapter 2: "Tell me about your plans."

Ask customers about their projects. Most people like to talk about them and get ideas and help. When customers talk about their plans, listen carefully to what they are saying to gather valuable information to enhance the sale. You'll find out what the customer wants to do and better understand their budget and materials they will need.

Chapter 3: '(What type of mouldings do you want?tt

There are literally hundreds of different moulding profiles available, grouped under a variety ofclassifications. Although most types of moulding were created for specific purposes, they can be used in many different applications. Following are typical moulding applications and the common types of moulding that can be used for each: o Ceiling treatments (crown, cove, bed mould, picture moulding) o Base treatments (base, base shoe, quarter round, base cap) o Door and window trim (casing, flat astragal, T-astragal, stop, mullion casing, stool)

Exterior trim (brick mould, drip cap, bed mould, quarter round, shingle mould, panel mould) o Wall treatments (chair rail, flat astragal, mullion casing or batten, wainscot, ply cap) o Corner seam treatments (cove, quarter round, inside corner, corner guard) o Decorative treatments (picture moulding, flat astragal, half round, base cap, panel moulding, mullion casing, lattice, S4S stock) o General purpose (screen moulding or half round, shelf edge or half round, glass bead, square, full round, hand rail, S4S stock)

Many profiles can be combined to create custom, "built-up" moulding designs that add depth, detail and beauty. Although combination mouldings have the expensive appear(Continued on next page)