Let your distributor help you sell more hardwood

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woods. D-i-yers are afraid of them. We can't waste space on anything that doesn't move."

If this sounds like you or your lumber buyer talking, it's time that you take another look at the hardwood programs and products now available. You may find some changes.

First, do-it-yourselfers are beginning to feel comfortable with hardwood. They've learned that although it may cost more than softwood, it provides the quality, luxurious appearance they want in their home as well as years of service. From furniture to moulding, kitchen cabinets to flooring, hardwood is becoming a prestige product.

With a little guidance, a do-ityourselfer feels confident in selecting hardwood for bookshelves, storage units, panels, or trim which he is adding to his home. Many d-iyers are becoming hobby craftsmen, building toy boxes, storage chests, magazine racks, bars and tables. Anticipating these to be heirlooms of tomorrow, they want to use fine woodhardwood.

Story at a Glance

How a dealer can sell hardwood without a large inventory... ways to special order. .promotion tips.

cept special orders for small quantities of hardwood. Some hardwood distributors will process special orders.

A typical distributor catering to the needs of a dealer stocks or has readily available a selection of popular species. He is able to provide two day service and accommodate what the dealer needs. He'll pick and ship small orders or prepare a large unit order. He may offer pick-up service to a dealer with a small order.

The dealer interested in emphasizing hardwoods can take a cue from the specialty stores that sell nothing but hardwoods, woodworking tools, supplies and instruction books. Prominent displays of hardwood samples, cross merchandising of tools and supplies and a well stocked literature section will let customers know the store is into hardwoods. Distributors usually can provide samples for displays and current price lists for ordering.

Take home literature is available and important. Weyerhaeuser, for example, has an elegant brochure for its ChoiceWood. Quality oozes from the handsome pamphlet which stresses the value of hardwood while making it more familiar to the reader.

Pictures. sketches. advice and a glossary are blended with the final page offering free working drawings of hardwood projects. Prepared by IanKirby, an internationally recognized designer, the designs are simple enough for a beginner to follow. Most people who see the brochure find it hard to resist the lure of hardwood.

woodshop teacher or experienced woodworker, can strengthen interest and hone ability. One store climaxes a series of classes with a fair to display items made. Another has a Christmas bazaar with his customers selling and taking orders for hardwood craft items which they make.

Most hardwood manufacturers and distributors are aware of the changes evolving in consumer interest in hardwood. Many building material distribution centers or customer service centers are willing to ac-

Literature such as this will help a dealer to interest his customers in hardwoods. Special in-store programs also will nudge a customer's interest in hardwood. Classes taught by a skilled instructor, usually a

One dealer contacts the shopclasses in the local high school and special orders materials the students need. He posts flyers about the adult education classes and sponsors a competition for the best item made in the classes. He gives gift certificates as prizes and displays the winning projects. This always brings him newspaper publicity.

Finishing techniques go hand in hand with using hardwood. Many dealers have finishing clinics and cross merchandise stains with hardwood. Hardware and tools also are natural partners for hardwood projects.

Ifyou aren't encouraging your di-y customers to use hardwood, you're missing out on some sales.