File:Canadian forest industries January-June 1917 (1917) (20517518792).jpg

Title: Canadian forest industries January-June 1917
Identifier: canadianforjanjun1917donm (find matches)
Year: 1917 (1910s)
Authors:
Subjects: Lumbering; Forests and forestry; Forest products; Wood-pulp industry; Wood-using industries
Publisher: Don Mills, Ont. : Southam Business Publications
Contributing Library: Fisher - University of Toronto
Digitizing Sponsor: University of Toronto

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30 C A N A DA L U M 15 E K M AN AND WOODWORK E K Fcliruary I. tlti; Help the Customer to Buy Your Stock Simply Filling a Yard Won't Bring Trade—A "Service Department" Well Handled. Makes a Retailer a Leading Local Merchant There is no class of retail merchants by whom greater benefits may be secured through the medium of a "service" department than the retail lumbermen. Their business lends itself more definitely than many others of this kind of persuasive effort. That this is the case has long been recognized by some of the most progressive firms in the country, but there are a great many other firms who have not availed themselves of the opportunity for promoting their own busi- ness interests in this manner to any appreciable extent. Greater pro- gress along this line has undoubtedly been made by some of the retailers in the United States than by Canadians, and for this reason we draw attention to a number of suggestions made by the trade extension department of the National Lumber Manufacturers' Asso- ciation, with this "service department" idea in view. The facts and ideas presented in the following remarks are taken from an interesting bulletin recently published by them : It is easier to talk service than to give it. Of late there has been considerable of both. The ultimate consumer should receive the service; the retail yard dealer, as the man in direct touch with the consumer, should give it. The man who builds needs help in planning and in selecting his materials. If he builds wisely and well his structure will last and give satisfaction. This makes him a contented consumer, who will come back for the same materials and to the same dealer. The average consumer does not have an intimate knowledge of building materials. The yard dealer does have this knowledge, and the service department idea is simply that he make it available in attractive form. The Portland Cement Association maintains 150 men on the road to teach the proper use of its product. Ten thousand retail lumber dealers have the knowledge and experience to teach the proper use of wood. It simply remains for them to give this service and to let people know that their office is a forum for all that is good and helpful in "building wisely with wood." What a Service Department Will Do for You. It will extend your trade and make you a recognized authority and leader in your community. It will bring new customers who wish to profit by your advice. If they accept your help they will buy your materials to supply their needs. A service department in your office will be talked about and favorably commented upon. It will furnish a basis for news items in your local paper and give you publicity. Your own knowledge of building materials will be increased by having samples of literature and materials for comparison and exam- ination. This knowledge, made available to your customers, helps them, and in turn helps you. Systematized service will help you turn your stock more fre- quently and utilize short lengths and odd sizes. It will develop new ways for using wood and broaden the demand through the application of the fact that "there is a wood for every need." Your service department should occupy a room set aside for the purpose. It should include samples of the building materials you handle, literature regarding their characteristics and proper use. plan books and pictures, samples of wood in the natural finish, stained wood panels, models of practical and desirable buildings, reference books on modern, up-to-date buildings of all kinds and of the mater- ials with which the)- should be built. Your service department should include your own personality and the knowledge and advice which you alone can give. All of these things should be as free as air, with every visitor made to feel at home and under no obligations for the service received. Printed matter is valuable onlv when used. There should first be a reference library of books, catalogues, bulletins, and pamphlets on materials and buildings (including plan>). These should be neatly arranged on shelves and indexed or classified so as to be readily found. Then there should be ample current literature on the many sub- jects of interest to consumers. W hether a man is interested in chicken coops, silos, barns, or homes, a booklet should be available to put into his hands. The important information contained should be pointed out to him on the spot and he then allowed to take it home for more careful perusal. Your prospective builder will be interested in the different kinds of wood. If you tell him that one kind is naturally durable and should be used where subject to decay, that another is not durable but because cheaper is advisable for use in protected situations, and that another has a beautiful grain which should be used for interior finish, he will want to see what these different woods look like. Models of Buildings. There are plans and designs of buildings without end. It is con- fusing for the average builder to make his selections from a volumin- ous plan book. A model of a building gives a quicker conception of what it is like than plans and pictures, although the latter are neces- sary in the actual construction work and in making modifications to suit individual tastes. Of the average farm buildings definite types have been developed which meet all practical requirements, either with or without modifi- cations. To illustrate these the association has prepared models for exhibits in yard dealers' offices. An idea of their character can be obtained from the barn model illustrated. These models are made exactly to scale and embody all feature> of construction. The farmer can go over them detail by detail and discuss with the dealer what he needs and the changes he desires. Displaying these models before the dealer and builder results in defin- ite orders for material, since not only the kind and sizes of wood may be determined but also the cost. Pot Boilers. There is something new even in the retail lumber business, and the yard dealer who is progressive enough to install a service depart-
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Model barn for assisting customers to see what they need. Floor plan of Sawyer Lumber Company office. room at lower left. Note service

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