To push quality homg salgs

dealers to be added this year, about half of them already have qualified and are now engaged in a four-step orientation pro_ gram preparatory to full participation.

"The WRH program incorporates a wnttenagreement anon-exclusive sales contract between W'eyerhaeuser and each dealer," explains Aram, ..Both parties assume obligations; the contract must prove beneficial to both. We believe the WRH marketing plan is the most comprehensive ever ofiered ie dealers bv a building materials manufacturer.rt conventional mortgages. need to be selective of the markets they

(4) A practical system of component serve and must tailor their op".utior,, ii construction utilizing conventional the requirements of profitable rul" to tho." materials. chosen markets.,,

(5) Architectural design service and color coordination guidance to assure locally saleable homes.

(6) Business management counsel to help dealers introduce methods, practices and controls which will bring maximum profits from pro_ duction and sale of home packages.

(7) Dealer and builder sales trainine to help sell the home.

(8) Weyerhaeuser-maintained field serv_ ice teams to assist dealers and their builders in the business of sellins the big package homes.

"While the program incorporates exciting marketing instruments and concepts, Weyerhaeuser developed the WRH marketing program to help our dealers and their builders sell homes profitably,', observes Aram.

"The WRH program stems from our conviction that manufacturers and their dealers must work together more closely to serve the ultimate consumers of buildine materials," Aram added. ooFurther, market] ing studies make it clear that many dealers

_-The new marketing concept holds with Weyerhaeuser's longdemonsirated policv of sale through retail lumber dealers.-WRH is intended to provide the materials. the method, the mechanics, the creativity and excitement to generate sales of quality homes of .sizes and styles to meet lo"ai pr"ferences, Aram explains. Similarly, the program provides for ultimate sales of thelnd product the home . . by the dealer. or the builder, or by real e.tate fi.m ,"p- resenting dealer or builder.

The WRH marketing plan includes use of pre-built "ompon".rir,- a generally-rec_ ognized means of achieving lower inalace construction costs.

Significantly also, WRH adds the sood name of the wood products -uouf.ci,r", and_the 2}-year warranty on its materials to the sales message of 'the local builder or dealer. The warranty adds resale value. too; if the house is sold durine the 20_ year period, the warranty prolects the second owner for one vear.

Deliberately, Weyerhaeuser is introducing the program slowly, the announcement emphasized. Of the approximately 40

To participate in WRH, dealers must aqsure use of Weyerhaeuser products in the houses. The builder has a choice of which and how many Weyerhaeuser products are used, but the 20-year warranty, personally signed by executive oice p."si_ dent George H. Weyerhaeuser, applies only to the Weyerhaeuser materias i" each house and listed in the warranty.

Each dealer pays a substantial annual service fee and agrees to advertise and promote WRH homes aggressively. The dealer supplies production- facilities for such components as roof trusses and wall sections, maintains one or more salesmen for WRH, and makes certain that at least one model home is open for viewing.

Guaranteed Prices

Weyerhaeuser agrees to supply its wood products for all WRH homes ui guaranteed prices adjusted quarterly. This leature of assured supply at assured prices is revolu. tionary in_wood products marketing, Aram explains. Weyerhaeuser also bears ih" "*t of developing home designs and operations manuals, guaranteeing financing, creating merchandising materials and rnaintainin! regional four-man teams to serve dealersl Weyerhaeuser also pays for local announcement advertising and follow-up advertising.

Of the 15 dealers selected for the pilot phase_marketing 11 continue to participate. They consider the program successful in its objectives to benefit (1) the home buyer, (2) the dealer, (3) the builder.

About a third of the pilot phase dealers

(Continued on Page 92)

READY HUNG ,.DEALER HELPS''

As one of our dealers, you will receive the following cooperation: r Your name, with others, will be mailed out on inquiry. o We can include your ndme in our contractor advertising. o We provide you with stuffers. o We provide free newspaper mats. o We provide counter literature.