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Q: If you were advising a dealer on how to best sell moulding, what would you tell him?

Cordova: Merchandise it a little better. Dealers kind of take moulding as a stepchild and stick it in the back of the store. TheY need to adequatelY educate sales personnel. Give suggestions to customers. Make more literature available. There is a lot of material that a dealer can order from the Wood Moulding & Millwork Association on how to put it up' nail it,

Story at a Glance

Leading exPerts in moulding tell what Products are good sellers, which are the higher profit items and how dealers ban tie in with industrY trends to move more moulding more profitablY.

stain it and build it uP to create a complete effect. Moulding's a great, high profit item.

Ross: Keep the mouldings close to the products PeoPle buY with them. Like prefinished Plywood. One goes with the other. As well as wallboard, wallpaper and so on, theY are "go along withs." And this must be understood by the sales PeoPle.

Joe Shipman, general sales manager, Navajo Forest Products Indus/Plcase tunt to Pagc 63)