Dealers will find that using the merchandising concept of selling proiects will improve sales

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BEST waY to sell redwood

I lumber is to sell Projects. Sell decks. Sell fences. Sell outdoor rooms. When you sell projects, You are selling the dream of outdoor living and that's something anyone can understand.

Also, by selling redwood Projects you start customers thinking about the whole job and chances are they will buy tools, finishes, nails and other materials from you.

You can start customers thinking about projects before they walk through the. door with projectoriented advertising, do-it-yourself clinics and special promotions.

Inside the store, show them fullsized or scaled displays, literature, photographs and drawings of projects they would like to have in their backyards.

Retailers who have built decks as displays in their garden departments or even on the parking lot, if they don't have room inside the store, report outstanding responses. Women, expecially, like to see what they want and usually react to a disPlay with "That's just what I want in our yard."

Research also should be done on cooperative project ventures with

Story at a Glance

Use projects to stimulate buy. ing...sell more tools, finishes, related materials...excite interest with displays, photographs, clinics.

local landscapers and pool builders. Possibilities are model decks for which they do the landscaping while you provide decking; clinics at your store in which they discuss decks and landscaping; gardening demonstrations in conjunction with your deck display; or flyers listing their services and your store which they give to their customers and that you have available in your showroom.

That's where redwood comes in. Redwood helps sell projects with its beauty and reputation for longJasting quality. Redwood lives uP to that reputation making satisfied, return customers.

Soon you'll have established a name as the source for redwood lumber. So give redwood the chance to sell itself by selling outdoor living projects. After all, which would you rather havea stick of lumber or a redwood deck?