How to sell proiects

a\ ELL THE PROJECT first, then 9 the products is a merchandising theory frequently heard. Retailers who follow the practice will like the plan sheet series offered by the Western Wood Products Association.

Designed to use and sell western softwoods, two recently published plan sheets show how to build simple and effective storage units. In addition to the lumber required, the materials lists include related essentials such as yellow glue, casters, nails, brackets, clothes rod, hardware and finish. Necessary tools including a saw, hammer, drill, square, plumb bob and [ape measure also are detailed.

Designed so that they fold into a handy 4t/q x ll inch size for display and open wide for use, the plan sheets demand attention with a drawing of the project. The functional booklet is attractive with a tan and maroon color scheme.

Story at a Glance

Plans help dealer sell project, then product designed for d-i-y trade ... materials lists plus directions trial supply available free.

As the customer opens the brochure, he finds an easy to read message telling him how these ready-to-build ideas will simplify and expand storage in his living quarters. The introduction also spells out that the projects are simple enough for the amateur to undertake with success. Directions are well illustrated with sketches.

The back of the pamphlet has a message for the person who casually examines it without opening it. The advantages of western woods for a do-ityourselfer are made clear. In addition, there is another brief explanation of how easy it is to build and finish the storage system described inside. The retailer also gets a boost as a supplier ofboth directions and materials.

The two new plan sheets, which make excellent promotional pieces for a retailer, are part ofa series. Previously published literature discusses the selection, installation and application of paneling as well as a number of outdoor living projects. These include planters, benches, steps, deck accessories and a wood deck design kit, all utilizing western woods.

All plan sheets are available to dealers. The first 25 copies are free with each additional copy costing 15 cents. They may be ordered from the Western Wood Products Association, 1500 Yeon Building, Portland, Or.92M.

Computer Speeds Quoting

A new computer-based information and quoting system for wholesalers is designed to increase the productivity ofa lumber trader.

In a recent two month final test in a wholesaler's operation, the system accounted for more than $10000 in additional gross profit, according to the designer.

Called LIMS, for Lumber Information Management System, by its developer Penberthy Micro Systems, the system lets traders generate quotes on construction lumber from mills in five western states delivered to any of 13 rail or 28 truck destinations in California. Arizona and Nevada. LIMS is fast enough, according to developer Art Penberthy, to let traders quote on specific customer inquiries while still on the phone.

LIMS also lets wholesalers search for hard+o-fi nd customer inquiries. compare delivered prices on alternate carriers, rail and truck. Truckers willing to deliver to out-of-the-way locations can also be found. Daily or weekly offering reports on 100 cars or more can be printed. The system is designed to give wholesalers complete customer and mill lists, mill offering reports and freight rate sheets at the touch ofa key.

LIMS uses a combination of proven IBM microcomputer, or compatible, technology and software developed by Penberthy, taking advantage of his more than 30 years experience as a wholesale lumber trader. Penberthy says, "I was fascinated by the potential of microcomputers when they first became available because I realized the most tedious part of lumber wholesaling was figuring rates and mill offerings to build a competitive quote, something a computer can do very quicklyi'

He soon realized, however, that no offthe-shelf software had the flexibility and power to store complete customer, mill, mill offering and rate information and then use the data to quote delivered prices and provide complete printouts and reports, and embarked on a two-year development effort resulting in LIMS.

"When I finished the basic softwarel' continued Penberthy, ' 'it occurred to me that even though LIMS ofiers wholesalers a sales tool that would, based on my experience and our final real-world test, more than double a given trader's performance, it would take some time for the wholesaler to enter mill rail rates and customer information. So, we've also made complete data bases available, so a wholesaler can customize his system with his own mill and customer information and be up and running the day he gets LIMSI'

Users can update rates and any other system information at any time and a complete manual written, as Penberthy puts it, "for lumber experts, not computer expertsl' is included.

Boat and screws.

Can be used under Fiber Glass! 13e,

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and weatherproof when properly applied. o4

16 matching wood colors

Company Communication Poor

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At Britt Lumber we specialize in producing quality fence posts, boards and rails ,,,:, in our modern sawmill.

We're big enough to meet your customers'needs...yet small enough to guarantee quality.

And now Bntt Lumber products are available in cedar, too.