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We'rc r'our Nattrral Resottrce.

The Par;rfrc Lumber Company

1 00 Shorei ne l1 ghway Surte 1 258 lv'1 Va er' CA 9,1941 ' .115r ,131 BB88

GTELLING wood panels is not an \Jleasy job. Dozens of varieties, including plywood, oriented strand board and composite panels, plus many do-it-yourself customers who need help in making the right selection can baffle an inexperienced salesperson.

Proper training helps to avoid unhappy customers and returns. A salesperson should be able to identify the different panels and help his customer to buy the right one.

A training program customized for the products sold and the knowledge level of employees will help them to understand the unique characteristics of each panel. With proper instruction, they will master basics and understand panel selection, suitability for interior or exterior use, the need for sanded or unsanded surfaces, and appearance.

Because they recognize the value of knowledgeable employees, wood product manufacturers and trade associations offer a number of tools to help a rerailer develop a Eaining program including videos, training and product literature and correspondence courses.

With these tools and rhe help of trade representatives, a retailer can hold seminars and classes or provide materials for self-paced study. Recognition of employee accomplishments with an achievement award can be an incentive for employees.

Balanced training includes products needed to complete a project using panels, such as nails and finishes, and proper installation techniques. By taking a few minutes to explain recommended spacing and nailing for various applications, the salesperson can eliminate the time and expense of compliaints.

Any training tool is more effective if it is followed by discussion and practice. Training managers have found that they can hold the interest and attention of the trainees with a mix of video, self-paced study and live presentations.

Training d@sn't end with a class. The alert employee studies manufacturers' literature and products and continues to ask questions and learn.

Story at a Glance

Ways to tEach staff how to do a botter job of selling panels ... rssourcss for materials.