HARDWOODS SO FTWO O DS

force that specializes in selling home improvement.

Tityie Invotved

Six out of l0 respondents closed the sale within two weeks after the initial contraot with a prospect. Half closed the sale within 12 days of the initial contract.

Who Decides

Almost six out of every l0 concentrate most of their sales effort on the wife while one out of every five concentrates on the husband.

The major reasons given for concentrating the sales efiort on the wife are that she make the decisions (16.5%), she has to live in the house (.I42%), she sells project to husband (ll.O%) and that she is more aware of needed improvements (10.2%).

The one reason for concentrating the sales effort on the husband is that he pays the bills (46.5%).

wtFE's RotE

Almost all felt that the wife is more influential in initiating the modernizing o{ the kitchen. Approximately t7 out of 20 felt that the wife is more influential in redecorating and in modernizing the bathroom. The wife is also more influential than the husband in initiatine the addition o[ a new room.

Biggest Ticket

In ranking home improvement projects in terms of the sales revenue they produce, respondents selected adding a room, modernizing the kitchen and installing a recreation room.

Next were: building a garage or carport, converting the attic, applying exterior siding, adding a bathroom, modernizing the bathroom, and painting the exterior.