ffiffi Know how sells paneling

this is false economy since the special molding used, extra furring required, extra cutting, fitting and nailing are greater than the actual cost of the l0' panels. This can be presented forcefully.

The salesman must be prepared to estimate requirements for his customer. Therefore. he must be familiar with a method of computation. He must caution his customer. however, that his estimate is only such and the customer may be able to save on quantity by actually laying out his wall area on a drawing in order to determine the most suitable method of using all cut-off pieces.

ANELING often is a big ticket

F purchase for the do-it-yourself remodeler. In fact, approximately r/s of all the decorative wall coverings applied in homes today is panellng.

The sale frequently can be helped along by a salesman who knows all the answen about paneling. The ideal situation is when a sales person has experienced applying paneling in his own home. This serves a secondary purpose in that the paneling will be seen by his friends and visitors and serve as a product showcase. A store owner or manager should do all he can to persuade his employees to have personal experience with paneling.

Even if personal experience is not practical, a salesman should study the directions for installation and be able to discuss the project with authority. He also should be able to guide the customer in selection, considering color, species, finish, and length of the panel.

Ii order to start the selection process he should ask which room the customer plans to panel, whether he plans to panel an entke room, or one, two or three walls and whether the room is lieht or dark. Once these factors are es-tablished, he should suggest one or two different species in light or dark color. Light rooms may take dark or light paneling, but a dark room should have a liehter shade.

Once the col6r selection is made, the salesman should ask about the type of floor or furniture in the area to be paneled. Then he can suggest a species to complement the existing conditions. Woods in the same room tend to complement each other. For example, oak floors, walnut paneling and cherry furniture do not clash, but tend to combine in an overall impression of warmth and beauty.

There are many types of finishes on the market. The caution here is for the salesman to be certain that the finish sold by the store is a good qualitv durable surface. The salesriran Jhould familiarize himself with the type of finish sold, the advantages and disadvantages. Then he will be able to relate the advantages to use in the home of his customer.

Frequently, there are height limitations and the salesman must always ask the height of the room involved. Of course, 8' is a standard, but where ceiling height is either 7' or l0', special considerations must be made and the salesman must be PrePared to recommend a solution to the problem' For example, if the customer does not care io pay a premium for l0' panels, a wainscot installation or a chair rail or dropped ceiling break covered with moldins can utilize shorter panels. Frequen-tly, however,

Story at a glance

Ways to educate salesmen on paneling . personal experience, lamiliarity, basic knowledge help make big ticket sales. .. sellconlidence as well as product.

To determine the number of feet of plywood required, the salesman must ask for the room dimension and the height of the ceiling. For example, if the room dimension is 9 x 14, total lineal footage would be 9' plus 14' x 2, or 46lineal feet. Multiply the total liireal footage (46) by the -height of 8' and this is the total square footage area to be paneled, a total of 378 square feet. Once this total is obtained, the salesman must take each wall individuallv and deduct from the complete total'for openings. He should ask how many windows and doors are in the south wall, etc., (one window about 32" x 40" - deduct 10 sq. ft.; one door 36" x 80' - deduct 20 sq. ft.; one wall not to be paneled, 9' x 8' - deduct 72 sq. ft., etc.)

Sales aids can include before and after pictures of a room that has been paneled, preferably one in the home of a salesperson. The amount of increase in value from the outlay of dollars for oanelins should be discussed. Terms. ac6enting the cost per month rather than the total, also should be clarified with suggestions for arranging financing. The salesperson also should be prepared to refer the customer to a contractor for an estimate on the job. Figures will naturally vary from area to area, but FHA evaluations are usually available as a reference.

Finallv the salesman should arm the cust6mer with application information as provided by the manufacturer or invite him to come to a paneling clinic for a hands on session. Either way, his self confidence will be bolstered and vour reputation established as an i'nformed helpful store.