R.eport From Morkering Deportment of Botfen, Borton, Durstine & Osborn, Inc.

riers, etc., he can supply these to make it easy for customer to take materials home.

44. Set up an equipment rental service.

45. Have bulletin boards where handymen can put their names and addresses, oftering to help others with fixing screens, or whatevet jobs are their specialities.

46. Invite builders and contractors in, so women can ask about jobs that have to be done around the house.

47. Conduct a course in the kinds of jobs women can do around the house.

48. To bring long-term business interest vocational schools in .a tour of the lumber yard serve light refreshments.

49. Have all-day answering service on repair problems and maintenance.

50. Have an expert available that people can call at night when in trouble.

51. Whether it's ping-pong rballs or an outdoor table, have a package .that includes everything.

52. Print and supply easy forms foi measuring rooms. Irrclude

26. Provide emergency repair service to women at their homes. otr form a graph and lined sheets to make it easier to sketch. Teach

27. In suburball areas, provide free bus service from a local point' wonlen how to measure walls, windows, floors, etc. to the store.

28. Arrange for gas station nearby so customer:s could have their car greased and oil changed, while shopping in lumber yard.

29. Set up "branch sales rooms" near where men are working during the day. Business man can stop in during lunch hour, order what he wants, and pick it up at his store at night. The same thing could be done for women ,by having small displays next to super market.

30. Cooperate with home interior decorators and mock-ups. Have women come in and see how room is finished right before their eyes. Then, show women how to decorate finished room with tlraperies, and other accessories,

31. Have a directory posted... nails-this way... tools another direction, etc.

32. Follow department store technique for directing store traffic to different areas where nrore profitable items are displayed. Have lines or arrows painted on floor to lead customers to the most plofitable items.

33. Have an or(lerly way of handling people wherr they come in.

34. Have a section of store for Boy Scouts to come and make rvork house, or other project.

35. Promote a policy that monthly payments are r-nacle only in the store.

36. Free delivery on cash purchases over $10.

37. Feature pre-cutting service bookcases, light rnaterials. Cut to certain sizes and available to customers.

38. Combine pre-cutting service and financing a do-it-yourself project "on time" budget. Tell how long job's going to take him. Have this information service pasted on big board.

39. Have classes in teaching what woods are better for homes.

40. Encourage charge accounts, like department stores.

41. The various tools that are sold mean nothing to women have the yard show women exactly what jobs these tools can do.

42. Women might like to give tools to husbands for Christmas. Have her prepare a check list of what husband already has and yard will rbe able to suggest additional ones.

43. Offer delivery equipment. If dealel has trailer available, car-

53. Outdoor living is a seasonal thing, lumber dealers can put outdoor patios up and keep them on display.

5-1. Have a drive-in service.

Advertising

55. Advertise "specials" each day.

56. Advertise in local papers, with smaller ads, on a lllore ftequent schedule.

57. Advertise on radio, when shifts change in manufacturing plants. When workers are driving home, they will hear ads.

58. Change the hours of radio advertising. Shoot "fire-power" al women when they're home.

59. Use live TV shows and actually build projects on the show.

60. With proper signs, wording of ads, messages on radio, get people "ofi the beaten shopping track" with announcements of better parking and shopping facilities for the customers. Show a map of either the city or neighborhood with the store's location in newspaper ads. Feature small amount of time to drive to the yard.

61. Advertise the advantage of shopping during the week.

62. Advertise that on certain jobs the customer just picks up one package (all the pieces are gathered together.)

63. Publicize the arrival of new building materials. Feature new items in the store. Put notices on windshields of cars in super market parking lots.

64. Publicize the people who build their own homes.

65. Show commercials on outdoor (drive-in) screens.

66. Get names of all owners of homes with unfinished attics, basements, etc. Let owners know that when they're ready to complete their homes, "Such-and-Such Lumber Company" has the materials ready for them and will show them how to do it.

67. Educate people to the fact that they can get everything, at one stop, that they need to build or remodel.

68. Advertising should use more pictures showing the finished job.

69. Dealers should box a section of their ad and list various "helps" on remodeling and repair.

Promotion

70. Have a 'baby sitting service put in circular pen with toys for both boys and girls or a rack with comic books.

71. Have contest in which customer has to bring something in to the store (for example: give a prize for oldest hammer.)

72. Promote finance plan.

73. Have a Christmas promotion of gifts for husbands-this would attract women to one area,

74. Feature "gifts for the entire family." Bring the family together by making their own finished basement a "Family Package Deal."

75. When a father buys saw, etc., give a toy saw for his child.

76. Arrange displays and promotions with other local merchants.

77. Set up a premium system-premium card to be punched only during the weekdays.

78. Give trading stamps on all purchases during the week made for cash.

79. 10% discounts to customers bringing a neighbor in, in the morning.

80. Set up a schedule for giving demonstrations of doing particular jobs; i.e., laying linoleum, installing locks, etc.

81. Buy garden gloves and send one of the gloves to women, (Continued on Page 18)