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has the look most sought-after by builders, remodelers and home owners. That's why its appearance is so widely copied by the imitationwood people with theil "ce' dar-like" names and claims for metal,plastic and composite substitutes. Ancient clear cedar is diminishing in supply and rising in cost, but Skookum's young

CEDAR siding you get a product of maximum useability-reducingretums andcallbacks. Better packgrowth knotty cedar compares favorably in all performance categories when properly sawn, kiln-dried, applied and finished at about half the cost and with as much or more margin for you. . Here is how Skookum fulfills its longterm commihnent to supply you with profitable quality cedar sidings. New stateof-theart dry kilns, saws, sawing methods and manufacfuring processes make a superior product. You keep your profits because constant in-line quality confrol insures aging insures you receive what you ordered, with a 99% on-time delivery record. . The ads we run to builders and architects, along with the support you get through our distributors with literature, training sessions and other sales tools will make real Skookum siding your customers' choice.

CIELLING wood panels is not an l-leasy job. Dozens of varieties, including plywood, oriented strand board and composite panels, plus many do-it-yourself customers who need help in making Oe right selection can baffle an inexperienced salesperson.

Proper training helps to avoid unhappy customers and returns. A salesperson should be able to identify the different panels and help his customer to buy the right one.

A training program customized for the products sold and the knowledge level of employees will help them to understand the unique characteristics of each panel. With proper instruction, they will master basics and understand panel selection, suitability for interior or exterior use, the need for sanded or unsanded surfaces, and appearanc€.

Because they recognize the value of knowledgeable employees, wood product manufacturers and trade associations offer a number of tools to help a retailer develop a training program including videos, training and product literatue and correspondence courses.

With these tools and the help of trade representatives, a re[ailer can hold seminars and classes or provide materials for self-paced study. Recognition of employee accomplishments with an achievement award can be an incentive for employees.

Balanced training includes products needed to complete a project using panels, such as nails and finishes, and proper installation techniques. By taking a few minutes to explain recommended spacing and nailing for various applications, the salesperson can eliminate the time and expense of complaints.

Any training tool is more effective if it is followed by discussion and practice. Training managers have found that they can hold the interest and attention of the trainees with a mix of video, self-paced study and live presentations.

Training doesn't end with a class. The alert employee studies manufacturers' literature and products and continues to ask questions and learn.

Story at a Glance

Ways to teach staff how to do a better job of selling panels resourcss for materials.