Use western woods to build fence sales

UNTIL the advent of Pressure treated wood, Western woods as redwood, red cedar and incense cedar were the Prime woods recommended by dealers for fences. Although pressure treated wood is now often a strong choice for Posts and parts in ground contact, the other woods are still panel favorites' The dealer who can guide a do-ityourselfer in the purchase of fence materials stands a chance of making a big ticket sale with add-ons of tools such and materials other than lumber. Because of high labor costs, fence installation companies usuallY charge much more than materials cost. Homeowners willing to do their own labor can save big dollars.

Story at a Glance

Tips on increasing fence sales . . . using association and manufacturer literature to helP customers. offering free clinics, plans and material lists as incentives.

Dealers who promote that they offer plans, material lists, guidance and clinics as well as materials can increase fencing sales. The Western Wood Products, California Redwood and Southern Forest Products Associations as well as some fencing manufacturers have brochures, plans and even VHS instructional tapes available for dealers to use with customers.

The dealer who becomes a fencing expert will find it pays off.

Story at a Glance

Of Willamette Industries' 64 plants, this one is one-of-akind wide variety of products shipped to all 50 states and overseas. facility is poised for future grovyth and expansion.