Cashin on sun K)oms' growingpopularity

Home center dealers are affiliating with the distribution systems set up by the manufacturers. They can display a model in their showroom and then take orders for the systems which come in kit or package form. Although most come complete with installation instructions and materials, the opportunity for add on sales is there. It is a workable arrangement since those interested in such structures often turn to the home center for materials and advice when doing home improvements.

With sales of 100,000 units expected this year, sun rooms could be a profitable home improvement project for a dealer.

They can be used in both new and older homes to house a variety of activities including hot tubs, spas and exercise equipment.

When displaying a model, a dealer must be sure that his employees are familiar with the sales features of the addon rooms. In addition to visually expanding a living area and offering space for additional activities, they can offer solar effrcienry. Many are designed to achieve a high degree ofthermal efficiency and an effective method for transferring solar heated air to the rest ofthe house.

Opportunities for optional sales also exist. Shutters for night insulation, shades for summer use, windows that open, fans for heat transfer and ventilation exhausts are available.

Sun rooms seem ideal for updating and enlarging older homes. Dealers who plan to sell them should consider scheduling clinics to show the advantages as well as the installation. With consumer masazines hawking them as the latest in hoire comfort and enjoyment, a dealer would be wise to investigate the merits of becoming part of the movement.