Ways to sell computer design

ITH a computer and a software design package, a home center or a lumberyard can create custom designs for a variety ofd-i-y projects, but more than the equipment is needed to sell the customer.

"Although design systems are very good sales tools, the environment in which they are placed is critical to the sales experience of the consumer/user," Al Heberer, Osmose Wood Preserving, emphasizes. "The design area must be a comfortable spot where the customer enjoys the design experience."

He stresses placing the computer design system in an area pertinent to the project. A deck design computer system, for example, should be located in the area where decks are sold and the kitchen design computer in the kitchen display area. This way a customer can relate real products to the images viewed on the computer, he adds.

Displays that excite a customer and allow him to visualize the purchase in his home go hand-in-hand with a computer design system. "Customers need to see a display thatlooks like a kitchen, complete with ceiling, decorations and appliances sothey can image whatthey could do in their own homes," Tom Seifert, Riviera Cabinets, points out.

The same advice applies to deck displays. They must conjure a mood of

Story at a Glance

Customer friendly atmosphere sells computer designed proiects displays, salespeople add to favorable mood... more than equipment needed to sellthe customer.

outdoor leisure, relaxation and pleasure with family and friends. Heberer cites Big Tin Barn, Houston, Tx., as a perfect example of the right environment for a deck design center. Their deck design computer is the centerpiece of an attractive display area complete with decks and gazebos. Ponds, planting, planter boxes and outdoor furniture create a complete landscape. Many of the items on display can be designed with the Osmose Backyard Designer Series computer set up on a picnic table furnishing one of the decks. Ideally, a store would have a separate design area for decks, kitchens and windows, but, realistically, this is tough for many dealers, Gary D. Storbakken, National Lumber & Building Material Dealers Association's stofe and yard development director, observes. The compromise is one design area that allows a view of the model decks, the kitchen and window displays. If such a location doesn't exist, a dealer can incorporate large color photos of projects, sample boards and design sketches into a centrally located design area. Although the location will vary by store, Storbakken agrees that it must be an attractive setting protected from the noise and confusion of traffic aisles and the sales counter.

Regardless of location, the computer design area must foster creativity and decision making with comfortable seating and space for a customer to spread out measurements as well as drawings or pictures of his ideas. The setting should encourage a prospective buyer to relax, take his time and doy the design experience. He's going to make a big investment in his home and it must be pleasurable and fulfilling with as few negatives as possible.