Easy ways to close a paneling sale

lA USTOMERS shopping for \, decorative paneling are often confused by the wide selection of material available at various price points, but a salesperson who understands the product can guide them through a successful sale.

Asking questions is a good way to begin. Which look do you preferwoodgrain or wallpaper? Which room in the house are you planning to do? The answers will begin to narrow the selection process, with the price level that fits their budget becoming obvious as the salesman shows them the look they prefer at various price points.

If the customer indicates that the area to be paneled is a bathroom, laundry room or other area with high moisture levels, immediately guide them to a moisture resistant tile board. This type of panel has a surface such as Melamine applied to a plywood or hardboard substrate. The designs often mimic tile or marble. lf the area to be paneled has no moisture. you can show thenr their preference of woodgrain or decorator designs in high, medium and low price ranges. Prefinished natural hardwood or softwood veneers applied to a hardwood plywood substrate are top of the line, but the price can vary depending upon the thickness of the panel. Standard panel size is 4' x 8'. Common thicknesses are 5/16" or l/4" with thicker panels costing more. Top grade for the pre-hung wallpaper look on a hardwood plywood substrate is 5/32" thick with 5.0 mm priced lower.

Story at a Glane

How to gulde a panellng sale subsffieq finlshes, das.. infiormatlon a customer needs to make a selection.

Wayr To Scll ilorc Pancllng

o Brighten your panelin8 section with lots of light and space.

o Display panels against painted backgrounds for contrast. Use a vibrant floor color, but avoid red, yellow and orange tones.

. Set up a table and chairs, if possible, to make customers comfortable.

o Use incandescent lights or color corrected fluorescent bulbs to highlight the panels. (Cool white fluorescent bulbs tend to gray out panel tones) o Display related products like moulding, nails, adhesives and hand tools. o Call attention to the paneling department with an overhead sign, banner or ceiling hangers. o Present a good mix of patterns, colors, grades and species. Display contrasting woodtones side by side. o Replace slow movers with new styles and designs regularly. Put high end panels in prime trallic areas. o Show prices clearly on each panel. o Use videotapes to show customers how to install paneling with free weekend use lor any paneling purchase.

. Learn the characteristics ofyour predominant buyer and order your stock accordingly.

. Use modular, wing and caddy displays.

Woodgrains and decorator patterns also are available as simulated and paper overlay finishes. The simulated pattern is produced with a finishing technique called the wet system or print system. Using a method similar to that used to print newspapers, the woodgrain pattern is applied directly to a substrate panel that has been prepared by sanding and precoating.

The paper overlay is printed on a thin film of paper which is then applied to the substrate. A vinyl may be used in place of the paper.

Both simulated and paper overlay panels can have v-grooves and are protected with a clear top coating. Hardwood plywood or hardboard is the commonly used substrate. Panels are 4' x 8' in a variety of thicknesses.

Both wet prints and paper overlay woodgrain and decorative finishes o Boost sales with truckload sales, clinics, tent sales and other special events. Support promotions with advertising and point of purchase materials. are used on wood fiber substrate panels at the low end of the price range. Although they have a reputation for breaking easily, some manufacturers claim to have developed a process which produces a strength near that of hardboard. Regardless, wood fiber substrate panels should never be used in areas subject to high heat or moisture or for below grade installations.

All decorative panelinghardwood plywood, hardboard or wood fiber substrateis intended only for interior use.

Some customers may have questions about possible formaldehyde emissions and flammability. Read the manufacturer's specifications to determine the answer for each pro-