December 2006		Volume 1, Issue 5

We have a brand new marketing tool....a 16" x 20" counter mat featuring beautiful L.J. Smith stairway photos (see layout below). The mats are similar to a computer mouse pad, but much larger. They are designed to be placed on the counter at dealer locations to promote L.J. Smith Stair Systems.

Orders may be placed for this new marketing tool by using item number LJ-1106 CMAT.

L.J. Smith's patented Conect-A-Kit® handrail fittings provide tremendous flexibility in the number of installation applications obtainable with each fitting. For example, aside from their traditional applications, seven of these fittings, used in combination, will make up 26 different landing fitting assemblies (gooseneck fittings), as illustrated on pages 77-78 of the L.J. Smith Stair Systems catalog.

Each Conect-A-Kit® fitting has a base with machined pockets and a removable top lid (or bottom) for easy installation. All assembly hardware is concealed within the base of each fitting.

Conect-A-Kit fittings provide several advantages:

Versatility — make left or right turns with the same fitting. Fittings can be used to make up a variety of fitting combinations.

Ease of Assembly — most joint connections are made on top of the rail system for better access. No rail bolts required!

Added Strength — the hardware included with each fitting provides greater strength and tighter connections.

With the downward spiral of housing starts predicted for 2007, increased sales can still be achieved by seizing every opportunity to "Up-sell"! Here are some proven "Up-sell" ideas to help overcome any down turn in your stair parts business. These are very simple choice questions and do not require in depth knowledge of the Features, Advantages & Benefits.

Do you prefer the Over the Post look or the Post to Post look?
Do you prefer the LJ-6210 handrail and LJ-5005 baluster combination over the LJ-6010 handrail and LJ-5015 baluster combination?
Do you prefer stained balusters or painted balusters?
Do you prefer box newel posts or standard turned newel posts?
Would you prefer iron balusters or wood balusters?
Do you prefer the sweeping elegance of a climbing volute over a standard volute or turnout?
Do you prefer the look of a half newel or the look of a rosette where the handrail meets a wall?

You might even show the customer the "Up-sell" pages in the L.J. Smith Stair Systems catalog (pages 17 - 20), or the photo portfolio on pages 5 - 10.

Your prospect may not “move up” on all of the categories applicable to their stairway, but if you are successful in “Up-selling” even one of them, you’ve increased the bottom line of the sale!


If the stair run is 9 ¼” or less, use 10 ½” treads. If the run is between 9 ¼” and 10 ¼”, use 11 ½” treads.


There are two ways you can be rich. One is to have all you want; the other is to be satisfied with what you have.







Conect-A-Kit® handrail fittings install nearly 400% faster than traditional fittings that install with rail bolts.
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