Add value to your lattice

Story at a Glance

Offer an assortment of lattice to capture share of growlng premium market stronger, sturdier, more stylish wood and plastic lattice panels.

elininates the reject stack."

Another alternative is plastic lattice that requires no fasteners or painting. There are two types: plastic injection-molded into a single-piece 4x8 panel and extruded plastic laths that are chemically bonded together. The fonner look more like raditional lattice, but also retail for about $30 to $40 per panel.

Variously sized spacings between the laths create different sized openings and entirely different effects. There's a super privacy panel with a 3/4' opening, a regular privacy panel with a 1-314' opening, a 2-518" strndard garden spacing and a wider 3-

1/4" spacing. Lath thiclnesses vary from 3/8" up to 1", with even a tiny bitof 1-llT'.

Unfornmately, there is no objective grading system for lattice and every manufachrrer has different machinery that produces different qualities of product. "It's a real buyer beware market," warned Wayne Knutson, sales manager, Ryan Forest Products. He suggests becoming familiar with each manufacturer's selection. Retailers should offer a full line so consumers can compare for themselves and see the higher quality and value of different prcducts.

Where to display and stock the bulky 4x8 panels depends upon a store's space limitations. "To maximize space, many retailers have taken the U-channel displays that come with the shipments and set up a little section with samples at the service desk," said Don Whittier, Universal Forest Products. "[,arger stores can have the full panels out so customers can touch and feel them."

Yet he feels that sincp lattice is so versatile, it sells best cross-merchandised with larger projects. '"The more they use the lattice in merchandising other things, like barbecue kits, the better off they'll be," he said.

Also, if it-s a premium panel, play up the higher quality. If it's one of the sturdier panels, stress that it won't come apart. one retailer displayed one of the specially stapled lattice panels curled up into a circle.