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Sale

FE8O48-8 (wllh set screws) PORTABLE WINCH WITH SET SCREWS Sale Price 7 for $100

STRAP A$SEUBLY .49'7124 T5

27' x 131" 5(Xl0 lb. cap. Sale Price 5 for $1(X)

27' x 131" - 10,(Xl0 lb. cap. Sale Price 4 for $lfl!

How to Sell Projects

(Cotttinued J'rom page l9)

In addition, they're more likely to buy those other items at your center (even if they're not on sale) for the convenience of finding everything in one location. Through aggressive cross-merchandising of accessory items, which are usually high-margin sales, you can build volume and profit from existing traffic.

Perhaps most important, you've created good will. Today's do-ityourselfers want and welcome education. Whenever you make it easier for them to do a professional job you're building customer loyalty and repeat business.

Interested in other examples of how cross-merchandising can work for you?

Consider these:

Unfinished Furniture. Numerous do-ityourseiErs cion-t reah-ze that unfinished furniture, no matter what grade of wood it is, most often needs sanding to smooth surfaces and for surface preparation prior to paint or stain application. Nor do they know that sanding between coats is advised for a better finish. So, signage or samples of sandpaper along with reminders of your stain product line can lead to additional sales.

Paint. Customers have to wait for paint to66lfrixed, thus providing you with the opportunity to remind them of sandpaper, masking tape, brushes, drop cloths and other necessities.

Power Tools. Make add-on sales in this department bfadvising your customers to stock up on sanding belts and discs, bits, blades and similar accessories. And don't overlook safety equipment. Dust masks and eye goggles are important protective items for your customers, and profitable products for you.

Cutting Tools. People buying new axes. cuEers, TnE'?iTppers forget the blades won't stay sharp forever. Let your display speak ofmaintenance to sell sharpening stones, lubricating agents and the like.

Plumbing and Metalwork. Pipes aren't everything. Plumbing projects also need soldering equipment and sanding papers specially designed for deburring, rust removal and proper preparation of metal for soldering. You can also cross-merchandise many of these products if you sell metal railing.

Drywall Construction. Make it easy ror@ewayprofessionals do by displaying special open mesh sandpaper along with adhesive compounds and tapes.

Get your cross-sales going by viewing all ofyour merchandise from a project standpoint. Think of every possible accessory item needed for the various projects and make a list. Next, for each department, take an inventory of the available space on the floor, shelves, existing display racks. Don't forget the ceiling. Then decide what combination of signage, samples and product displays will work best in the available space.

You may want to develop a graphic format or theme, such as a cartoon character. A checklist approach to cross-merchandising is always easy and appropriate. You may also wish to extend cross-selling into your advertising.

And don't forget training your sales staff. Even ifyou operate a self-service center, every employee should understand why it pays to sell the project. You might even consider offering your people an incentive for coming up with new crossmerchandising ideas.

Buy carefully. Some manufacturers make yourjob easier through good packaging that helps the do-it-yourselfer in product selection. Norton Consumer Products, for example, has job-specific packaging for its sandpaper line that contains the right sandpaper for a particular job and is labeled for that specific sanding project, such as wood sanding or metal sanding. It also has space-savifig displays for is sanding products, including a compact sanding belt merchandiser.

This is what can happen to CCA lumber not protected against the weather... lt won't rot, but it can

WARP. SPLITandCUP

It can even twist out of shape so much that it pulls nails up. Surely you've seen itonce perfect wood that has lost every bit of its beauty to the destructive effects of the weather.

Lumbermen's Assocladcn of Texas

Topics

I N eLL professions continuing education

I is vital to a company and its employee growth. New innovations in business and building products, new employees to train, constantly changing tax laws and legislation all call for continuing education in today's businesses.

If you require further assistance with your company's education programs or would like to schedule a specific seminar in your area or for your company's employees. please call the office with your needs.

Fall seminars scheduled by LAT include basic estimating with Larry S. Willmann. coordinator of the TSTI estimating program and chairman ofenergy efficient building systems at TSTI in Waco. as instructor. The Oct. l5J7 seminar will be held at h Quinta Rqale. Comus Christi.

Building Products Digest

A second session of the 20 hour (2 7: da) s) couse for ne* employees or beginning estimator in blueprint reading. construction details. quantitl estimating ard acoal maerial takeoffs is scheduled for Nor'. 24-26 at the Holiday Inn Crown Plaza in Houston.

Bruce Cordova. an American Plywood Association field rep for three years. will conduct an APA structural panel seminar on Oct. 17 at the h Quinta Rqale. Corpus Christi. A Triad computer uorkshop will be offered b1 Scott Hanson oftheir staffon Nov. 6 at the Holiday Inn DFW Airpon South in lrving.

A credit seminar u ill be taught by Roben Bass. attornel'. u ith a speaker from the National Instirute of Credit. the education arm of the National Association of Credit Managers. on Dec. 4 at the LAT office in Austin.

Enrollment is limited for each seminar. Registration is being handled by the LAT office. Registration at the door will be accepted onh if space and materials are arailable.

Oklahoma Lumbermen's Aesociatlon