SUTTTE KELLER LUffTBER CO., INC.

I,IARKET PLAN FOR DEAIERS

(Continu,ed, lrom Page 14) build and sell some homes. The other twothirds supply WRH construction compo. nents to their local builders who perform the construction and selling functions.

Almost every dealer points to a difierent element, or combination of elements in the WRH program, as most important for him. One credits the immediate sale of four houses to color coordination of his model home. One dealer reports the WRH merchandising plans and materials brought him his first successful model home operation. Another found in the engineering manuals and field service the needed guidance to build a component fabrication plant.

The WRH financing plan, one of the elements strengthened during the year, has been little used to date. But it provided WRH dealers assurance of construction and mortgage money available at competi. tive rates if the dealers encountered difficulty arranging financing through their reqular sources.

Most dealers and their builders have constructed homes of local design. However. the WRH architectural service currently includes 38 basic plans in a range of architectural designs. Furthero the service incorporates frequent new designs of recognized architects and home designers.

Other dealers have found the WRH custom advertising service and the publicity manuals and materials as valuable ingredients in successful, profitable sales of new homes. The sales training program includes manuals, films, product knowledge, presentation and closing techniques, and prac-