How

yooccupy or the money invested in inventory.

B"rto*ing credit where credit is due. Let suppliers know when they perform above the call of duty.

r:l llver studying negotiating strategies and tactics by reading books, listening to cassette tapes and attending seminars. rTt

I reating vendor salespeople with respect always. When you're in trouble on a job or with a customer, a special favor can be worth a lot more than price. r--l llach month, reading industry trade magazines to stay current on product or merchandising innovations. rT u nceasingly communicating with the company's contractor sales force to make sure he is aware of pending orders. "He can peek into the future and get ahead of the game if he knows about products that have been sold, but have yet to leave the yard," Lee says. a1 l-arving out sufficient time each day for visits from vendor sales reps, both existing and prospective.

Tating calculated risks with new products once in a while.

Regularly interviewing customers and prospects to determine their wants and needs.

Maintaining a file on every product or product group. Make notes during and after each sales presentation to ensure the files are up-todate with the most current product and service information.

Hauing the courage to discontinue product lines that don't sell at a level that justifies the space they