Automation turns dreams into sales

f HANKS to computer aided de- I sign, retailers are now able to transform a customer's back-of-anenvelope sketch into workable plans complete with a materials list and cost or show him how his house will look painted with his color choices.

Kitchens, baths, decks, garages and storage units are among the projects that can be designed using interactive computer systems. Salesmen trained to operate the programs are able to input each customer's unique information to produce a custom design in three dimensional form on a video screen. Similar but less complicated than the computer aided design (CAD) equipment used by engineers and architects, many of the software packages operate on

Story at a Glance

How interactive computer systems are revolutionizing project selling... ability to turn customer's ideas into plans and materials lists cuts selling time, increases profits... visualization is a powerful sales tool.

personal computers.

A number of companies are producing programs and providing software, hardware and training. Using measurements and a rough room sketch provided by the customer, a salesperson after training can readily create a custom kitchen or bath design with a two or three dimensional representation of the room. Customers are able to specify cabinet styles, countertop material, flooring, hardware, appliances and other details. Once the design is finalized to the customer's liking, a detailed plan is printed out along with a materials list and cost estimates.

Decks can be designed using a special deck software package. Depending on the package, a salesman with proper training can easily customize the size and shape of the deck to suit his customer's site and needs. When the graphics on the screen are what the customer wants, a hard copy of the drawing and materials list with costs can be printed. Most programs allow the deck to be viewed from a variety of angles.

Using the capability of such software programs, a store can create a kitchen, bath or deck design center.

Using this computer generated information, the store can complete the sale and provide installation service if needed.

Computers which can match any color swatch brought in by a customer with a paint formula are becoming standard in many stores. "Just insert the piece you want to match and the computer spits out the right formula," is the way a manager at a Home Depot location describes the process.

Starting with this type of equipment, HomeClub Inc. created a computerized custom paint center in each of its 60 stores by adding a room color visualizer. This innovation allows the do-it-yourself decorator to review color combinations and color layouts on screen.

The program offers a wide range of home styles as well as a selection of rooms which can be shown with different color combinations. Contrasting, complementary and accent color options based on pre-selected designer color schemes also can be offered.

Already in wide use in Canada, color imaging technology is being introduced in this country by many of the large paint manufacturers. The technology is expected to continue to evolve into wider use. Costs begin in the $5000 range and go up with added options.

Smaller stores can achieve a similar result using a color imaging mail service. These services use a photo provided by the customer to process prints in the colors being considered. The retailer sends the photo to the processor which returns the prints to him, thus requiring the customer to return to the store.

In addition to being available for sale or lease through computer marketing firms, computer aided design software is offered by several building material suppliers. Weyerhaeuser, one of the first, introduced their system with an outdoor deck design. Encouraged byits acceptance, they have added a garage and outbuilding module as well as a shelving/storage module.

Hickson Corp. has introduced a software program called the Wolman Project Planner to its dealers. In addition to laying out decks and other backyard projects, it generates a materials list and quick cost estimate.

The Osmose Backyard Designer Series operates on the Apple Macintosh computer to provide deck designs.