There are profits in consumer clinics

by Edward A. More Merchandising Manager

Formica Corp.

the economy changing so rapidly, smart manufacturers realize this inflation is here to stay and have produced excellent training materials, designed easier-to-install products and promoted very heavily the cost savings that are possible. Retailers were quick to take advantage of these programs and products and today thousands of dealers carrv a librarv of LaBelle or Fairchild'cartrideei for doing literally dozens of dolit-

Story at a Glance

Aggressive retailers can offer help with educational programs.. audio - visual, seminars, clinics. guidelines for conducting consumer clinic.

yourself jobs. Many dealers have Video Viewers with a full program of video tape cartridges.

The result is, of course, higher sales volume, bigger profits of do-ityourself products and more and more experienced do-it- yourselfers.

However, it takes planning and effort to hold successful consumer clinics. If you haven't launched into a consumer clinic program, here are some basic guidelines that should guarantee success even with your first try:

(l) Clinic Personnel

Select several department managers who are extroverts and have a gift of gab and, of course, are top notch salesmen. Place them in charge of your clinic programs.

(2) Selecting Your Clinic Products

Don't start with a difficult product to install. Select a relatively easy product because you want your first clinic to be so successful that your customers will tell their neighbors where they learned how to do the iob and thus, the next clinic will draw even more people. For example, installing wallcovering, panel(Please turn to page 49)

C01{IlUClltlG a do-it-yourself clinic is Sylvia Hauser, marketing representative, Formica Corp., showing how to make a decorative laminate countertoo.