FAMOWOOD

is

the PR0FESSI0NA['S Att PURP0SE PLASTIC

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure anstver to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be

used under Fiber Glass!

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, a'nd will not gum up sander. Waterproof and weatherproof when properly applied. d4

Ayailable in l6 matching wood colots and white.

(2) Open Hours: Daily and weekends.

(3) !ftatjfplEred_&f_q4!: The product lines offercd arc sometimes minimal and sometirnes dominant. Recently great emphasis has been placed on broad assortments within issues. (57 varieties of one tool or fixture - we are the headquarters for this kind of item. etc.)

(4) How are sales transacted: How many ways can the customer pay? will it be delivered? Do they install. maintain and./or guanmtee (wamnry).

(5) Housekeeping: This is difficult to judge initially at new installations, but tlre ultimate evaluation is would lour wife entertain her family and friends there. giwn the state of their rest rooms ard displays.

(6) Advertising: This is tlrc sum total of the retailer's effons to invite the custonrer to a profit party. This is ttop the custorner knows about the new kid on the block. Conversely. it's how the retailer who doesn't invite people to a party passively helps to change buying habis.

If the "old guard" can put their arms around these six areas. they can begin to adjust to the intruder. The acrual adaptation has

Northern Whib Pine Boalds

HUGE SELECT|oil

Boards, Paneling, Sidings with selects and commons in stock. Saw-textured face, rough and dressed.

Topouality

-

All lumber is properly kiln dried, graded, dressed and double end trimmed.

TWO to do with answering three questions within each of the six areas above.

(1) Do you have a similar policy or program?

(2) How can you compete or adjust?

(3) How can you best convey your adjusted image so that customers remain loyal?

Price, while recognized as important, is not the perfect image maker it is reputed to be. Early on in the newcomer's initial advertising. it will seem that price is omnipotent. but price finds its level rather quickly as either profits or Chapter ll bankruptcy rears its ugly head.