OBITUARV

E. A. NORD

Eric A. Nord. 83. founder and chairman of the board of the E. A. Nord Co., Everett, Wa., and longtime Everett civic leader, died March 27.

The industrial leader came to America as a boy from Sweden and built a small custom millwork business into the world's largest wood door manufacturing company.

Mr. Nord was chairman of the Everett Federal Savings and Loan Assn.; board member of General Hospital of Everett; Everett Trust and Savings Bank; Past President: United Way, Cascade Club, Everett Chamber of Commerce, and Snohomish County Shrine Club; member,

EDUCATION & SALES

(Continued from page zz) proper educational job. Many customers come to the salesman in the same way the neophyte enters a hi-fi store, or a camera shop. The customer wants education, guidance, and counsel.

The dealer salesman has to be totally knowledgeable about what products are available, why one product is priced differently from another, what the product is made of and how it will perform.

Finally, he has to know how to install the product and, therefore, what other products are needed to complete the project. Best of all, this add-on sale is where much of the profit is. Nails are needed when someone buys lumberl Putty-stiks for paneling, molding, brushes for paint, etc.

Any supplier salesman would be happy to put on a training session.

The dealer has a slightly different

Nile Temple Shrine, Seattle; member of the Royal Order of Jesters and active in many other contmunity and civic organizations, ln 1974. Mr. Nord was honored by the National Sash and Door Jobbers Association recognizing his company's achievement of a half-century of operation. educational job to do for himself and it is a relatively simple one. It is part education and part communication. The chances are that consumers will have seen a manufacturer's advertising in a national magazine.If the dealer wants to bommunicate to his customers that he has a large stock of the advertised product, he has merely to ask the manufacturer for advertising reprints or some other tie-in material to this advertising. Sounds basic doesn't it?

As a pioneer in the door industrY, he was known throughout the U.S. as the developer of many innovative manufacturing techniques which later became standard processes for the industry. Products of the company, which include wood, stile and rail doors, architectural spindles, and many other types of doors, are marketed in the U.S., Canada and other foreign countries.

Survivors include a son, two brothers, three grandchildren, and four great-grand daughters.

It is important, as well, for the dealer to communicate to his own people what advertising he is running.

If you are running an ad, make sure that everyone in your store knows about it: the date it appears, the products featured and the prices. Make sure that a copy of the ad is always posted at your Service Desk. Preprints can also be handed out to customers as they enter the store.

Finally, the dealer can help the customer by guiding him through the entire range of consumer aids. Have literature readily available, signs and prices clear and bright and at eye

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