uts of sauna selling

thusiastic in selling his friends. We don't build the room, though we do install any glass thatns ordered.

"We display one heater and it draws good interest. Equipnrent is easy to install. But only one sauna roorh so far has been homeowner built. For lumber we sell cedar, redwood and some $2 and Better knotty pine."

The current period of strong remo.deling activity in comparison to new home building favors the materials dealer. Home owners bring their desire to improve their present homes to the lumber retailer. because it's the one place where they can see on display the materials and literature with ideas for using them.

Many an owner will add a sauna to his remodeling job, especially after he hears it requires only a small space, ordinary wiring and no plumblng.

Metos Sauna has a full-time representative in Greater los Angeles, with sales also tlrough some dealers in health equipment. The way is open for building materials dealers in many suburbs and small cities.

"The integrated lumber dealer,tt says its presidento Dick Robinson, o.is in a good position to handle a sauna Iine and precut room materials. He has the personnel and equipment to do the job, along with local flexibility to supply any t)"pe of project, while avoiding the high shipping costs that apply to prefab units."

Sauna distributors furnish layouts for proper units, for both professional and deit-yourself application, he pointed out.

Finska's presidento John A. Mensik. regards lumber dealers as well situated to handle his Helo.line, though he does not allot exclusive territories. Up to now, his best local "reps'o have been remodelers, but dealers would have some advantages, such as display space and drop.in remodeling customers looking for ideas, and a builder's name.

H POnTUilD home is this architect desisn€d rmm of ryestern red cedar. Home sales -now exceed ggmmercial sales as units gain popularity with homeowners.

DEATER DIS@UNTS

Distributors have different policies on dealer discounts. Viking allows 25 to 35/o off list price, depe.nding largely on the dealer's promotional effort. lVletos allows 50/o off list, and Finska goes as high as 6O/o; Ior example, heater and controls listed at $439 can be the dealers for $200. Admittedly, a home sauna doesn,t rank with even a g&rage as a user of Iumber, but the high-grade or handselected board panel to line the room commands a profitable price. Markup on the hardware and insulation would be in line with other typeso iI not better.

Species Used

Lumber is definitely the preferred paneling for the sauna. Most publicized species is redwoodo due to the combined promotions of Viking Sauna, biggest U.S. manufacturer, and the redwood industry.

But sauna people are far from unanimous. The Finns have made out rather well for centuries with their native aspen and spru,ce. U.S. distributors for Metos of Finland, which claims to be the world's largest sauna manufacturer, prefer *uJt"* red cedar, and they like Idaho white pine when they can get it.

Dick Robinson, president of Metos Sauna, Inc., of Seattle. states that cedar does not darken with age, does not water stain readily, does not shrink, is cooler to the touch because its softer texture more readily ab. sorbs heat, has a beautiful gradation of color and has a pleasant aroma.

C0t0R SELIS; many successful lumber dealers 'call their paint centers "color centers" or "decorating centers." Clerk helps customer choose from 720 colors in Pittsburgh Paints' Custom Color, Collection.