We buy it right You can sell it right

Sounds simple but you know it takes persistance, knowledge, talent. lt's a full time job for Mel Montierth andT buyers. Each working day they scout the market to find the right product, at the right price, at the right time.

This is why 35,000 items or more are always in stock and your order is f illed promptly, accurately. This is why you can be most competitive without sacrificing prof its.

And, it's one more reason why Mallco is the Southwest's largest distributor of Lumber, Building Materials and Sporting Goods. Call for a Mallco man now.

ldeas to Sell Cabinets

With more agressive promotion, a home center or building material dealer can expand his kitchen and vanity cabinet market to include "other room" installations with profitable sales.

The customer's need for sturdy, readily available, low-maintenance furniture is an important market factor. Since most dealers stock assembled or KD furniture. finished or unfinished. in addition to kitchen and vanity cabinets, it is an advantage to educate customers to think of cabinets as a solution to their special storage-type furniture needs.

Merchandising suggestions include establishing "other room" settings to demonstrate that cabinets can provide custom-made additional storage including the popular vertical wall design units. Room dividers. bookcases. storage units, desks and bars are some of the built-ins possible with cabinets. If you do not have room for actual settings, use colored photos of cabinets in "other room" settings to stimulate the imagination of customers.

Free "whole house" consultation service can be offered with a trained employee visiting a customer's home and helping them plan additional storage using cabinet units.

Sales and training aids to be used in tapping this source of additional business are available from the National Kitchen Cabinet Association. Box 2978. Grand Central Station. New York. N.Y. 10017.

Tame the Rule Bender

The freewheeling salesperson can be a big asset to your conlPanY, but he also can be a pain in the neck unless he is controlled.

When he ignores standard office practices and plays loose with conrpany routine, it is ttme to appeal to his respect lor the company. its products, and product support.

Praise his good work and ingenuity in presenting the products in new ways and keeping a high sales profile for openers. Then point out how his behavior is disruptive. Pinpoint specific exanrples and ask him to figure out a solution or alternative.

315 mBecause this type of salesperson knows he can readily find entployment with another conrpany. it is important to stress his value to your company and challenge hinr with projects which will motivate him to follow procedures.