Get a piece of II rising wood moulding sales

By Jim Gonsalves President, Wood Moulding & Millwork Producers Association Chief executive officer, Western Moulding Co., Inc' Snowflake. Az.

So, just how can we profit from all this?

If your customer is not aware of all the new products available, he or she needs to be educated. If you are a contractor supply yard, go into the field or your customer's office to do a "dog and pony" show. Let them know about the new products available that allow them to differentiate themselves from their competition and increase their profits, while at the same time easing their workload.

Supply a model home with the larger profiles at a subsidized price, or free if it's a large enough tract or customer. More often than not, your loyal supplier will help with the cost, if there is a good partnership between the two of you.

your work environment and motivates your own people to sell more of it. They become true believers in the idea.

If you are a retailer who caters to the d-i-yer, these products must be displayed prominently. Nice, attractive point-of-purchase displays draw attention to the product. Once they reach the display, your customers can then be shown that the benefits are more than aesthetic. Once theY see the ease of installation, you'll have a sale.

larger profiles to be used, thus giving the impression of elegance, at the same or less cost.

Plinth blocks, rosettes, and corner blocks are beginning a resurgence in popularity in homes. In the past, they were usually seen only in large, expensive homes. Now, contractors and do-it-yourselfers are using these decorative pieces in moderately priced homes for an added touch, not to mention the ease and speed at which a job can be done when there is little or no mitering.

If your customers frequently visit your office or showroom, what does the moulding in there look like?

Maybe in remodeling your own offices and showroom, you install different types of moulding that not only display the products, but enhance

THE ERA of high pressure sales is I almost extinct. Customers are now educated purchasers and most recognize when they're being coerced or patronized. Strong arm tactics may get you the first sale, but if you plan on repeat transactions, your customer is going to give you a flat "no," and you can forget refenals, too.