Taking short cuts to moulding profits

SHORT-LENGTH mouldings can L)be a big-time problem for many dealers. The first instinct for contractors, builders and do-it-yourselfers looking for mouldings usually is to "go long," but there are ways for retailers to sell hard-to-move, shorter lengths.

Most moulding shipments include a variety of lengths, since, during the moulding manulacturing process. defects are cut out of the wood. In solid lineal mouldings, up to l57o of any one item ordered may be shipped in lengths 3' to 8', which are considered shorts. The exception to this rule is 7' casing and stops, which are considered long lengths.

Fingerjointed and cut-to-length mouldings are sold in specified lengths with l5%o trimbacks permitted in any one item. Trimbacks are odd lengths developed in the manufacturing of cut-to-length and fingerjointed mouldings.

Story at a Glance

Proven methods for turning short-length mouldings into assets ... convert shorts into impulse sales for d-i-yers, into money-savers f or builders and contractors.

For wholesalers and retailers, the trick is not to allow shorts to accumulate. Some dealers accept shortlength mouldings as a "cost of doing business." But instead of costing money, shorts should make dealers money.

When selling shorts to do-it-yourselfers.

(1) Display short-length mouldings prominently, as close as possible to the front of the store, providing better visibility and greater opportunity to sell the product as an impulse item.

(2) Show shorr length mouldings first when a customer asks about mouldings, if for no other reason than to identify patterns and profiles.

(3) Stress the ease of carrying shorts home and the price savings.

(4) If longlength pieces are priced per lineal foot, price shorts per piece.

(5) Ask the dimensions of the room(s) in which the mouldines will be used to see if shorter length pieces would work as well as the requested longer lengths. Since most mouldings are installed in S-foot lengths or less, this simple strategy should produce plentY of results.

When selling shorts to builders and contractors.

(1) Acquaint yourself with the approximate percentage of lengths frequently used in the types of homes in your area.

SHORTS BIN from Georgia-Pacific gets hard-to-handle shortlength mouldings off the rack and onto high-tralfic lloor areas. Sturdy hardboard exterior panels and dividers create nine individual compartments to keep the ilroduct upright and easy to reach.

(2) Remind builders and contractors that usually well over half of the trim in a home is under 8 feet in length when finally in place; that the amount under 5 feet is frequently in excess of 20Vo shorts; that window trim very often runs in excess of 80Vo shorts.

(3) Help them understand that they can reduce waste on the job, as well as application time, if deliveries are made of shorts close to the actual lengths to be used.

(4) Make them aware that bY Purchasing shorts, they will save money... as much as 2OVo on a moulding order.

This is perhaps the most significant point of all: you both make money.