it wiilr Swedislt Formula

It can even twist out of shape so much that it pulls nails up. Surely youVe seen itonce perfect wood that has lost every bit of its beauty to the destructive effects of the weather.

H!'rc are some of the things that manutaclurcrs s ill ha\'!' to do to help the independent sun ire and k!'ep the marketplace competiti\e: r Provide thc- mc-ans lor thc retailer to ctlnduct introspective long and shon-range planning st'ssions. o Shos the retailer ht'ru lo compete u ilh itc'm-arxl-price promoteni I highlighting his sc'n icc'lerc'ls. qualitl of pnducts and thc' benetlts of his convcnic-nl ltxation. r Hclp thc' tu'tailcr idcnlif\ and contacl his printary psvchogc'ographic nlarkc't through thc' marketing data nol arailable \ neightxrrhotrd. o Provide educational programs that demonstrate how to effectively use the co-op funds available tionr all the retailer's vendors including the small accruals. Make available a servicc to help retailers adnrinister their co-op advertising allowanccs from all supplicrs. r Maintain and utilizc thc rctailcrs mailing list for hint. showing hinr how to rctain his custonrcr basc. o Offer a continuity program that dctails

Smoking Or Non-Smoking?

The Paty Co., Piney Flats, Tn., is among the pioneers in battling cigarettes, enforcing anti-smoking policies at their corporate ofllce, components plant and six retail locations.

Having achieved clean, fresh surroundings and lower insurance and health costs, The Paty Co. urges other businesses to follow its lead. But care should be used in carrying out the program, cautions Jo Anne Paty, marketing manager and director of Paty's wellness program.

"You can't do it all right away," how the rctailcr can eflbctivcly solicit industnal and cornnrercial accounts in his nrarkct through dirL-ct ntail and canvasing. r Providc a service to produce meaningful statcnrcnt stuflbrs that speak about ntore than.just onc product per month. o Providc a sourcc lirr nterchandisc and prontottonal signing. e N'lakc availablc attractions and hoopla to hring traf'llc into the storc.

Paty says. "You have to take small gradual steps and acceptance will be greater. "

Paty started ten years ago by offering $100 incentives to employees who quit smoking. Eventually it confined smokers to restricted areas. and two years ago the company stopped hiring smokers. Prospective workers sign an application which threatens termination if they are caught smoking.

The firm admits it is practicing discrimination, but it is a legal discrimination since smoking is a changeable, acquired habit.

Thc serviccs dcscribcd do not neccssarily havc to be ofl'crcd frcc. They can be sell'\upporting. Suppliers ntal,bc taking sontc' up-firrnt risks in rnaking these survival kits arailablc to rc-tailcrs. but it coulci be thc dif'lbrcncc bctwccn losing a little now or losing it all latcr'.

A fitness program, offering monetary and other incentives to those who participate, and wellness program, which includes smoking cessation classes. are also available.

Despite high employee acceptance and little turnover. their efforts have not been totally sweeping. There remains a number, though it is dwindling, of smokers who were with the company before the hiring law was put into effect, especially in the warehouse and yard areas. And the firm has yet to address the growing problem of smokeless chewing tobacco.