Fastener specialists nail down more money

nails and simply sell the customer galvanized box nails for his expensive deck project is selling yourself and the customer short," says Roelif M. Loveland at the Maze Nails division of W. H. Maze Co.

PECIALIZE in quality fasteners. Build an image of having the right fastener for every project. Earn the reputation of being a fastener expert and providing excellent service.

Follow this advice and you will find your sales and profit increasing. Although both bright and galvanized nails are often loss leaders or low margin products, specialty fasteners have higher margins. The difference will soon show up on your gross profits.

Specialty nails should always be recommended with premium products such as cedar and redwood siding or treated lumber. Nails designed for use with products such as these will give the customer more satisfaction as well as making more money for the dealer.

Faced with the option of rust stains on an expensive deck or the security of using hot-dipped, zinccoated nails on pressure treated wood, the customer will gladly pay a little more for nails recommended by pressure treaters. The dealer who doesn't stock the special nails or take the time to explain the difference will lose the extra profit and a customer when the cheap nails fail.

"To overlook the sale of specialty

His company produces several visual aids for dealers including a chart which shows recommended sizes, types of shank and points and applications for a wide range of interior and exterior nails. They also distribute a chart identifying 36 different nails.

Although there are more than 120 kinds of nails available, manufacturers continue to develop better performing specialty nails. One of the latest available utilizes a ring shank with an octagon shape factory fitted polyethylene cap. This nail is designed to be used with materials such as foam sheathing, vapor barriers, house-wrap and roofing felt where prevention of rips, punctures, pull throughs and blow offs is desirable.

In addition to stocking an inventory of specialty fasteners, the dealer must teach his sales people to recommend the proper fasteners. In addition to materials supplied by manufacturers, educational materials and home study courses available from the National Retail Hardware Association can be used to do this.

Point of purchase posters and product literature can be helpful in explaining to a customer the need for using special fasteners for various projects. Specialty fasteners extend beyond nails to screws, bolts and masonry anchors as well as a variety of connectors, joist hangers and similar products. Each is designed to be used in special circumstances. Although fasteners originally came in bulk or kegs, a variety of packages are now offered to help a dealer organize a fastener department. Boxes sized by weight, buckets and cartons with drawerlike openings can be shelved easily. Individual drawers or revolving racks with small bins can keep items sold individually in order.

Story at a Glance Suggestions

for increasing gross profit by selling higher margin specialty fasteners point of purchase aids available. ways to educate the sales staff.

Regardless of how fasteners are packaged or displayed, order and identification are key words. Picture or silhouette identifications as well as labels must be part of the self service display system. In addition, a system must be established for sales people to package and price purchases of individual fasteners or for cashiers to determine the price at the register.

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The Merchant Magazine

Georgia-Paci/'ic's board has OK'd acquiring Bnrnswick fulp & Puprr Co. including the building products div. Popa & Talbot lic. has acquired Ci-P's convenience products div. .