Hardwood sales ideas

I T lS DIFFICULT, if not impos' I sible, for the average building materials dealer to stock hardwoods in other than the long established domestic species used for door jams, sills and trim in typical residential construction.

However, with the architectural trend toward more traditional applications of hardwoods for decorative and functional purposes in both residential and commercial construction, there is an opportunity for dealers to quote on a number of hardwood specialties which can bring a high profit.

Intricate details for hand rails, balasters, cornices, pilasters, facades, turnings, moldings, paneling and flooring include just a few of the unique items which are available on order in a wide variety of species, including exotics.

For example, Penberthy Lumber Co. of Los Angeles, Ca., produces hundreds of different designs as well as moldings for furniture, boats, picture frames, cabinets, doors, lighting fixtures, seating, etc.

Dealers who cater to the do-ityourself trade, will also find demands for these types of products once they let customers know that almost any special design is available within a few days in over 75 different species. Although the volume of hardwoods sold by dealers is small in cornparison to construction lumber, the high profit potential, usually 50IOO%, makes the small additional effort worth while.

Story at a Glance

Changing architectural trends have opened up opportunities for dealers to quote on a number of high profit hardwood specialties retailers shou ld let their customers know even special designs are usually available within a few days.