Sa/es aids help move the products

THE Masonite Corp., one of the r old pros in the mass merchandising of home building materials, firmly believes in the continuing use of sales aids at the retail level.

Says the firm's communications di' rector Ray Larson, "We are always striving to have our products displayed in an attractive, attentiongetting manner because we know it pays off in additional sales for our dealers."

A good example of sales-aids at work is Masonite dealer All-State Plywood Inc., the largest independent in the San Franeisco bay area. AllState recently opened a new 100,000 sq. ft. retail yard in Oakland.

'oAll-State served its customers' interests and needsr" said Larson, t'by having a mass display of our prefinished panels neatly arranged on 20 A-frame dispensers. These unique units, 48" wide, 50' deep and 96" high, hold 100 4xB ft. panels, 50 on a side.to

Bill Sheridan, president of All-State Plywood, notes "The public goes for the mass display of 20 units in one Iarge sales area, especiallysince everything is neat and the product is visible."

All-State used 20 of these dispensers to give potential customers the feeling that All-State is a volume merchandiser and that it carries a complete selection of paneling.

Sherida^n also said that he is placing an order for 20 to 30 more panel dispensers for All-State Plywood's retail operation in San Francisco.

Another sales-aid that Masonite offers to its local dealers is a paneling counter display, which since its intro. duction four years agq has served

15,000 retail lumber and building materials dealers plus builders, banks, and savings and loan institutions.

Sfory ql s Glqnce

Paneling displays are all-important part of plywood retailer's sales approach. Plenty of choices (and elbow room) enfsrce customer impression of having enough selection from which to make a good choice,

Hundreds of dealers in the West are using this model to build sales.

The paneling counter display, or "product mover" as many dealers call it, can be set on a counter or, with a converter, on the floor. It cnntains I2t' x 20" sample size panels of the company's full wall panel line.

The counter unit allows each display panel to be rotated for accessibility and easy selection. The display measures 30" wide, 30" deep and 30' high. Of the 15,000 in use, 6,000 have been converted to floor use.

A recent experience by a lumber wholesaler indicates the impact of the display. The wholesaler stocked a trial package of Surfstone, a new paneling, but found little demand until the 12" x 20' pieces for the counter display arrived and were inserted, The wholesaler's supply was quickly depleted due to dealer orders, and several repeat supplies have come and gone since. l{EAI arrangement and easy accessibility of panels are appreciated by customers. Sales man is shown answering question from cusI0mer.

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