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Cedo: Gloset Lining

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6430 Avolon Blvd.

los Angeles, Colif. 90003 with maybe the mechanical elements contracted. For others, it's first buying a prefabricated shell, then finishins the work themselves. For some, it's a coniract job all the way.

AII of these offer a sales potential for the retail lumber dealer. The question is, how to attract the prospects and cinch your share of this increasine business.

First goal is to become known as a specialist in the vacation homes field. Some dealers find it feasible to broaden into the building field, either with packaged components or actual on-site construction.

But for most retailers, promotion aimed at the do-it-yourselfer is the immediate an. swer, along with acquiring a practical knowledge of cabin construction, and keeping an ample stock of the right materials.

Additionat Sates Tips

Sfhile the bulk of the items needed are in your racks and bins already-framing lumber, siding, paneling, shingles, hardware-you may need to stock, in addition, the timbers required for A-frame construction and ofi-the.ground models, Iumber that is preservatively treated, siding bathed in water repellents, and a lull line of wood finishes, especially exterior stains.

On the promotion front, much is already being done nationally and regionally bi building materials manufacturers, and trade groups such as the Western Wood Products Association, that the dealer need tend onlv to his home fires.

For the dealer who wants to tie in with the national promotion, a full range of aids is available. WWPA offers free ad mats for newspaper use, plus full-color invoice stuffers and wire hanger posters.

A well-stocked literature rack is a positive attraction, and it shows the dealer's interest to prospective customers.

'oVacationland Homes," a l6-page color booklet showing lI models designed by four architects, is offered in quantities at I0 cents. A materials list supplement is included, and detailed plans may be ordered separately at $5.

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