wffi Know how sells paneling

this is falsc economy since thc ryo cial molding used, extra frming rcquired, extra cutring, fir'ng md nriling are gr€at€r lhan lbc ectlel od of the l(I panels. This can be prcscmcd facefullv.

The sllesman must be prcparod to estim{c roqutcmena fc his cus. tomer. Therefce, he must be femili6 vifr a melhod of ooryurilio. He must caution his custom, however, lhat his estimarc is oly nrd and the custrxn€r may be $lc b sevc on quantity by actully laying ctt hig wall area on a &awing in ordcr o detcrmine fre mct suihblc mcthod of using all cut-d piccs.

EIANELING often is a big ticket F purchase for the do-it-yourself remodeler. In fact, approximatelY lls of all the decorative wall coverings applied in homes today is panelmg.

The sale frequently can be helped along by a salesman who knows all the answers about paneling. The ideal sihration is when a sales person has experienced applying paneling in his own home. This serves a secondary purpose in that the paneling will be seen bv his friends and visitors and serve al a product showcase. A store owner or manager should do all he can to persuade his employees to have personal experience with paneling.

Even if personal experience is not practical, a salesman should study the directions for installation and be able to discuss the project with authority. He also should be able to guide the customer in selection, considering color, species, finish, and length of the panel.

Iri order to start the selection process he should ask which room the customer plans to panel, whether he plans to panel an entire room, or one, two or three walls and whether the room is lieht or dark. Once these factors are eJtablished, he should suggest one or two different species in light or dark color. Light rooms may take dark or light paneling, but a dark room should have a lishter shade.

Once the col6r selection is made, the salesman should ask about the type of floor or furniture in the area to be paneled. Then he can sugge$t a species to complement the existing conditions. Woods in the sanre room tend to complement each other. For example, oak floors, walnut paneling and cherry furniture do not clash, but tend to combine in an overall impression of warmth and beauty.

There are many types of finishes on the market. The caution here is for the salesman to be certain that the finish sold by the store is a good ouality durable surface. The salesriran itrorlA familiarize himself with &e type of finish sold, the advantages and disadvantages. Then he will be able to relate the advantages to use in the home of his customer.

Frequently, there are height limitations and the salesman must always ask the height of the room involved. Of course, 8' is a standard, but where ceiling height is either 7' or ld, special considCrations must be made and the salesman must be prepared to recommend a solution to the problem. For example, if the customer does not care fo pay a premium for l0 panels, a wainscot installation or a lhair rail or dropped ceiling break covered with molding can utilize shorter panels. Frequently, howeYer,

Story at a glance

Ways to educate aalesmon on panellng . . . peFonal experlence, famlllarlty, baslc knowledge help make blg ticket sales. sell confldence as well ae product.

To determine tbc numbcr of fea I of plywood required, thc salcsmrn must ask fc thc room dimdo ad fre height of tbe cciling. Fc cxe@e, if the room rlimcnsion is 9 r 14, tml lineal footags world be 9 lCx 2, or 46lineal foct thcml lineal footage (z16) by tlte h 8' and this is 6e total squre ar€a to be parcled, a iotal of square feet. Onoe ttis totd is dtrinod, the salesman must take each wdl individrdlv and dcdrct ft,om thc com' plete toal'fc openings. Hc shouH ask how many windows end doqs are in the scrth wall, ctc., (@ win-, dow about 3?! t 4Or - dc&ct lO s<1. ft.; onc door 36' x E(f - dodrct 2O sq. ft.; one wall not to bc porelcd, 9 x 8' - dedct 72 sq. ft, ac.)

Sales aids can include bdac od after picnres of a rmm lhat hes bcca, paneled, prrefer$ly one in |bc hoc of a salesperson. The amut of ir crease in value from thc outlay of dollars for oarelinc shotld bc discussed. Terits, acEenting thc cost per month rder than lhc totrl, also shorld be clarificd wifr qggectbns for arranging finarcing. Thc salcsperson also should be prcpared to rpfer the custom to a oonErE fa an estimate on tbe job. Figurcs wiu nanually vary frron arca to {€a, but FHA evaluations are usually available as a reference.

Finally the salcsman shorld arm the cusSom€r with application infcmation as pr,widod by thc nodrurer c invite him to oome o apling clinic for a hands on scssion. Either way, his seF confdcoce wilt be bolstered and your reDutetion established as an iirformcd tetpRrl store.