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(Continued from page 17) obtain copies of this tipsheet from redwood suppliers or CRA.

Many d-i-yers want redwood dealers to be information centers as well as building supply centers. Redwood merchants using CRA Sales aids, such as literature, construction tips, plans kits and audio/visual presentations find thev can answer the basic, most-often-asked questions freeing their salespeople to deal with more specific needs of the customer.

CRA's six-minute La Belle film cartridse Redwood Decks To Build & E"ioy shows the basics of deck building in simple, easy to follow steps. It encourages the d-i-yer and provides interesting design ideas. Based on the CRA Design-A-Deck Plans Kit, the presentation is available to dealers for $25. Several retailers report that besides using it as an automated sales person, they can use it to train incoming employees.

The large selection of redwood literature can also serve two functions. Covering a wide spectrum-from colorful idea starters to technical informationit can be used as reference material for sales staff or handouts to stimulate customer interest in redwood projects.

The l2-p. color booklet Redwood Garden Settings for Tubs, Spas and Pools is the most recent addition to this library and can help dealers capitalize on the growing interest in back yard water settings. This booklet and all CRA literature can be purchased through redwood suppliers or directly from CRA.

The highly successful Redwood Design-A-Deck Plans Kit will be continued and updated this year with an insert showing how to build around a spa or tub. With over 100,000 sales the Redwood Design-A-Deck is a proven success and has been the focal point of many dealer promotions and deck clinics. The deck plans can be adapted to fit almost any house and yard and the step-by-step manual offers valuable information on nails. finishes and construction techniques. The kits, available for $2 each 20 to a carton, are price marked to retail for $4. The carton converts to a handy countertop display.

Lumber and building materials dealers stocking redwood will be sure to feel the good effects of the new CRA advertisine and publicity. By taking advantagl of the salei aid-s offered they can increase their redwood sales and build a lucrative trade of return d-i-y customers. With 1980's d-i-v sales of $27 billion. dealers can hardly afford to ignore this important market.

USINESS is up and down, irratic and difficult to program. Some areas are still blessed with a steady pattern of housing starts while others are at the bottom. Some areas have imposed limitations on the number of starts that are so low that they are ridiculous. Dealers in low activity areas report that they are seeking business as far away as their trucks can deliver and return in a day.

Several areas had a successful vear in construction with the delay in- the rains added to the success. Without the homeowner trade we would all be trying to figure a way to stay in business. Dealers that planned for and achieved flexibility in the customer and merchandise mix are glad they did. At least the homeowner has continued to repair and remodel.

All signs are that the mortgage rate will stay high for quite a while which will put a damper on new starts but it will also cause the remodeling and home fix up business to keep up a good pace. It is -up to us to find a way to go after the homeowner trade and about the best method I know is to provide service that is far superior to any competitor and to advertise projects.

The usual paneling, painting and carpeting are still taking place but there is a market for improved patios, game rooms in garages, attic storage or attic rooms in some cases and the need to get the most from the homeowners lawn area. We need to advertise suggestions and back them up with the service the homeowner requires. We need to have our employees well trained in sketching out projects for customers and making a complete materials list for them. Sure it takes time, but if we don't do it, we will have more free time than we can use.

Several dealers have commented on competitors advertising lumber. An. ad may state "2 x 4 siuds at $." The price of the merchandise is lower than that charged for studs by the mill. Chances are the sfuds are actually 2 x 4 economy 8' long. Plywood frequently is advertisei as "r/2 inch plywood, 4 x 8 sheets. $." Again the price

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