Remodeling sales easy aS

llt ITH nosediving housing starts

UU and sales, recession-shy homeowners might use an extra pushinto do-it-yourself remodeling. And retailers playing to this growing market can garner a piece ofthe $108 billion a year industry, reports the DoIt-Yourself Institute.

1.2.3

Follow the following three merchandising suggestions: l. Advertise the savings. D-i-y tiling work can save 400/o to 600/0. Finishing work, such as drywall installation, done by the homeowner offers savings of about 44%.

Computerized Gabinet Salesmen

To further aid consumers in visualizing how certain cabinets will look in their particular kitchens and baths, computeraided design systems continue to pioneer new technologies.

Utilizing customers' room dimensions, the systems can plug in hundreds of different cabinet styles and decorating options, later printing out full color, three-dimensional floor plans, material lists and price quotes.

Kitchen design advancements by Planit, Slidell, La., include 3-D drawing tools for drawing unusual shaped countertops or other objects, including totally custom cabinets; a room stretching mode, which adds extra windows, doors or walls with the click of a button, and a zoom feature, allowing you to zoom in close for detail work.

Auto-Graph, Lexington, Ky., oflers high flexibility. It can be used with Apple Macintosh, IBM or lBM-compatible personal computers to design kitchens and baths.

But homeowners should actually spend more at your store than professionals to complete identical projects. Do-it-yourselfers are less likely to have tools and other supplies already on hand, more likely to use more materials per job, and don't receive a contractor's discount.

2. Advertise the simplicity. Make salespeople and telephone hotline numbers handy. Utilize design sample materials and computers. Offer home delivery services. Conduct clinics. Stock instructional literature and videotapes.

Story at a Glance

Attract apprentice cl.'i-y rcmodelers by merchandising savings, simplicity and satisfaction.

One coastal yard recently compiled a full library of do-it-yourself videos, covering everything from painting to bathroom remodeling. All tapes are loaned out to customers for free. And, says the manager, "things have definitely been picking up.tt

3. Advertise the satisfaction. A project seems much more valuable to the person who does it himself.

Driver Drug Test Compliance

Companies that must comply with the Department of Transportation drug testing regulations which became effective Dec. 2l have several options for setting up programs. They may hire a company specializing in providing drug testing service as an independent third party that can institute and maintain a drug testing program for them. A second option is to handle the program themselves using a physician who is a trained medical review officer. Although this person also may be board certified in occupational medicine, it is not required.

The new law applies to any company with 50 or less drivers, engaging in interstate commerce, using trucks over 26,000 GVW or driving placarded vehicles. Compliance requires a clearly defined written drug testing policy available for inspection by employees, random test selection, blind record specimen management, employee education, supervisor training, record retention, use of a medical review o{ficer, use of a National Institute on Drug Abuse certified lab and access to a substance abuse program.

Less Money For Building Loans

Financing for commercial projects may be more difficult to obtain this year, according to the Wall Street Jour' nal. It says big insurance firms plan to sharply curtail or eliminate loans to developers, reducing long term financing availability.

lCustom-sized dividers shipwithin a lLustom-srzeo room slllP wltutn .1 two weeh production cycle from the factory lAccordion doors custom sized to your customer requirements

Custom orders mean profitablc return on inaestmentno inaentorY!

Posts, poles, pilings, timber, crossarms, grapestakes, dimension lumber.

Pacific Wood Preserving of Bakersfield produces viitually all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can put this co mplete capabi I ity to work for you. Call today:

Steve Ryan, General Manager

In California (800) 582-3950

Outside California (805)8gg-0429

Creosote

AWPB-FDN for Quality Control

NORTHERN CALIFORNIA

FAX (916) 274-3304

(800) 350-3002

SOUTHERN

(800) 266-2737

Redwood

Douglas Fir

PINE

Hardwoods Cedar

Clears

Fencing

Siding

Mouldings

Clears

Commons Timbers Fencing & Oecking

Industrial components Siding

Custom milling patterns

Mouldings/millwork, solid and finger-,joint

Industrial comDonents

Clears, VG & llat grain

Industrial comoonents

Edge-glued panels

Flooring

Clears

Commons

Dimension Industrials

Mouldings, Millworks

Induslrial components

Edge-glued panels