ays sell

Heddings' customers, some in brand new $90,000 houses, need information on building codes, and appreciate advice on different redwood grades for different uses. which sometimes lower do-it-yourself deck costs to about half what local contractors would charee.

Story at a Glance

Redwood deck displays, with a trellis roof and picnic table tied in, results in a deck a week sales for dealer enthusiastic employee involvement in customer d-i-y projects builds sales volume.

Average sales amount to $10 per customer, and half of deck and fence customers buy hammers, squarers, levellers, handsaws, and other tie-in extras, besides nails, hardware, and cement blocking. Heddings' sales of water repellent sealer were the highest in the Bay Area last year, tied directly to deck sales.

About 4Wo of weekday customers are women, encouraged by the excellent service from employees. On weekends. "women lead their husbands in," said Heddings.

Installing redwood deck display with a trellis roof and picnic table boosted weekly sales by $250, an extra deck per week, for Heddings Lumber, according to owner Bill Heddings, shown here. Simple end-use displays and easy-going direct involvement with customers' d-i-y projects have made firm one of the most succesful redwood dealers in their area.

John Kelly President