Plumbing Seminars

Today's building materials salesman is faced with ever-growing numbers of do-it-yourself home remodeling customers, many of them completely unfamiliar with either the mechanics or scope of a major home improvement project.

To better prepare its salesmen as counselors to the uninitiated home remodeler, Wickesone of the nation's largest lumber and building supplies chainshas joined with one of its suppliers to develop an ongoing consumer sales training program at its Ontario, Ca., store.

'oour salesmenr" says Ontario store manager Ray W. Bell, "must

Story at a Glance

Borg Warner Plumbing Products has series of product knowledge seminars for the Wickes salesmen that are selling their line so sales force will be alert to sales, installation and tie-in factors.

be part engineer, part interior decorator and part instructor to their fledgling home remodelers. They must be prepared to assess quickly all customer needs and to meet them the first time around."

Working with Wickes to this end is Borg-Warner Plumbing Products, of Mansfield, Ohio. Through a continuing series of "Product Knowledge Seminars" the company's district marketing manager, Paul S. Barr, helps keep the Wickes sales force in Ontario alert to product

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F0tt0W-UP DISCUSSIOI{ is important aspect of joint Borg-Warner Plumbing ProductsMickes training program with individual discussions between salesmen, district marketinq manaoers. Here, BorqWarner district marketing mgr. Paul S. Bair (lett)liscusses sellin-g approach for Versa-Bath four-piece unitized bath/shower unit with Wickes salesman Dave Meier. Seated on unit's edge, theyare reviewing supporting tools, materials a customer might need for a VersaBath or related installation. for examDle. brass and hand t00ls.