FI-3, ANDPfNI LUMBER COMPANY

should get in and dig and find out if there is a benefit to the customer in buying a certain product or service. Does the potential buyer need what you sell? Can you create a real enthusiasm in the buyer to want what you have for sale?

Too often we hear the line that such and such is available. Our reaction to that one is that there is an implied, "It's available if you want to come and take it off our hands, but we're not really too interested either way." The seller shouldn't be passive, but enthused about the product, or the project, or the goal at either the customer's end of the transaction or yours.

Some feel price alone sells, but we can't buy that one, except in very rare circumstances. Often the commodity seller who is successful is the one who has found a way to be of service to his customer. He is rewarded with an order that could, but for service, have been filled by any number of other companies.

Before you give up on an account or a customer, ask yourself if you've really done all you can to be of service. You might get some interesting answers.

lf rur?e on the West Coast, "h"no" ",= ** can fx$ mrOen grade redwood in your yard within a dry and a half. As nilrch ot it as l,ou want.' tn-prrctical ly any g rade or size, B€cause at t-ouisiana*Facific we have a fleet of trucks nght ln$€ h*rt of redwood ColnW, Right at the center ol our manuiacluring oporations. And no ona in the world can bring you rnore volume or grqter s€lection than L"P We'll bring )rou OoarOs, from 1 x 4's to I N.12'e. Well bring you diqpnsion lumber, anytitrrg from 2 x 3's to 2 x 12's. We'l1 bring 4 x4's, 4 x 6b, 6 x 6's, even timbCrs. And we will bring it to