It's time to change the way you sell moulding

tTIS THE season for Promoting

I wood moulding' WhY? Because sales histories show that September, October and November are the best months for moulding sales, with the trio of March, APril and May coming uP fast. The weakest months are JanuarY, JulY and August.

To help maximize moulding sales during this time of the year, utilize the following suggestions:

(1) Promote wood mouldings as a decorating product. The concept is to sell consumers on the finishing touches that change the face of their homes. Boosting sales dePends on moving moulding from a commoditY product to a decorator item, both in terms of store promotions and in the minds of consumers.

Story at a Glance

Four ways to maximize moulding sales. prePare for coming hot sales months ideas for tie-in sales, Promotions, advertising, in-store demonstrations.

One way to do this is to take eightfoot lengths of your more decorative profiles and highlight them in a display situated in a "home fashions" department such as Paint or wallcoverings, away from the lumber department.

(2) Promote wood moulding as a companion to other products. Everytime you promote Paneling, Paint, wallcoverings, windows, doors and drywall, there is an oPPortunitY to promote wood mouldings' Continually be on the alert to tie moulding to another product. If a customer purchases paneling, it should be a signal to also sell moulding, panel adhesive and nails. If a customer purchases wallpaper, the sale should include moulding, adhesive and other installation accessories.

If retail sales Personnel sell the accessories, total sales increase dramatically and profits zoom because accessory items are high-profit producers. It's imPortant to get the point across that it really doesn't pay a salesperson to sell ten sheets of paneling and not sell the accessories.

To keep sales Personnel aware of potential tie-in sales opportunities, (Please turn to Page 73)