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A Million Feet of Redwood
Simpson Building Supply Co. in Kirkland, Wa., recently received honors for selling over a million feet of redwood in 1979.
Presenting lhe "Million Foot Club" award on behalf of Simpson Timber Company, one of the leading producers of redwood, was Dave Goetz, right center, assistant sales mgr. redwood at the Seattle-based firm.
At the Kirkland branch to receive the award and redwood cased tape measures for individuals contributing to the sales achievement were. (l-r), Ron Malmassari, specialty sales rep., Ray Klosterhoff, senior sales rep and Dick Rising, Simpson Building Supply Northwest regional mgr.
According to Goetz, "This is a highly deserved honor. The award recognizes an impressive achievement by the staff at Simpson Building Supply in Kirkland."
Forest Products
Consumer Clinics
(Continued from page 1 I ) ing, ceiling tile, or vinyl flooring, all are somewhat simple jobs.
(3) Develop a Written Plan
So that no detail is overlooked, you need a written plan which should be reviewed with vour clinic managers. Here are the key items that should be in your plan:
(l) Proper scheduling is essential. Determine the week or weekend to schedule the clinic. It's best to hold them on Friday nights or on Saturdays. On Saturdays, a morning and an afternoon clinic are possible.
(2) Call in your manufacturer's representative for the product selected and request his help in providing literature, samples, demonstration aids, films and even personal help if possible. Some manufacturers or distributors have well trained people to do just this type of program.
(3) Select the location in your store for the demonstration. Be sure it is out of the heavy traffic area so as not to restrict sales of other products while the clinic is in session, and to provide a quiet spot so your audience can easily hear the demonstration. If necessary, move some of your displays temporarily so you have the proper space.
(4) Set up 30 to 40 chairs. (Rent them from a local club or funeral parlor or church.)
(5) Provide enough room at the front of the audience for the demonstrator to conduct the demonstration.
(6) Make a list of all the tools, materials and literature needed and assemble these items in an area for safe keeping and easy accessibility.
(7) Plan your advance promotion. Use your newspaper ads or radio, outdoor sign, in-store posters near entrance and checkout counter and posters in the department where the product is displayed. Provide checkout personnel with a 3" x 5" slip promoting clinic dates and requesting reservations. Some dealers require customers to sign up for the clinic so they know how many are coming; also the customers have committed themselves to attend. Allow at least 2 to 3 weekends for advance promotion.
(8) Use prizes or drawings, if possible, in promoting the clinic. The manufacturer or distributor may help with these items.
(9) Rehearsal is absolutely necessarv. Even if vou have a manufachrrer's repr'esentative to conduct the clinic, at least have them come in a week in advance and review the entire program so that when they arrive to begin the clinic, you have everything they need and they are familiar with the physical set-up. If possible, ask the manufacturer's rep to rehearse beforehand. If store personnel are holding the clinic, by all means rehearse two or three times before the clinic day and you be sure to critique the rehearsal.
( l0) Offer coffee or coke or some beverage and doughnuts, cookies, etc.
(ll) Although most customers will not purchase the product at the completion of the demonstration, make a strong pitch for the order. Some dealers offer a discount good only on the clinic day. Pass out literature, pricing information and samples at the completion of the clinic. Always allow time for questions, (Please turn to pase 62)
