THE SCUTHLANE

By WAYNE GARDNE executive vice oresident

THE ides of March are upon us.

I And with them the improved market which everyone has been awaiting. No mention was made of it being a great market, just improved.

An improved market means greater purchasing by the retailer, more goods and services flowing in the channels of distribution.

Before the flow can begin, the customer has to make a decision to buy. He buys from the retailer that can offer the best price and the best service.

What does that service consist of?

Was the sales person courteous, knowledgeable about the product and its potential use? Were the credit terms, if applicable, suitable to the customers needs? Could delivery of the purchased material be made to meet the time limitation established by the customer? Was the merchandise available in the quantities and sizes needed by the customer? Did he thoroughly understand its application to his specific job? Were there provisions for returning any unused portion of the stock ordered, other than special items that may have been required? Were the warranty provisions explained or were they there for the customer to observe? Above all. did mgr. John Gardner. Contractors Building Supply now located at 336 So. Santa Fe in Pueblo (formerly Trani's) operated by Alan Ladd III and Clarence Wrlght.

Walt Snell and John Cribari now managing Snell Lumber rn Salida. Farm and Home Lumber has new managers - in lliggins, Bill Hillier and Keensburg, Bob Tomlinson. General manager of Bowman Lumber's five yards is now Danny Williams. They also have new managers at: North Main Yard in Roswell, Lou Buttron: Artesia, John Green; and Carlsbad, Ernie Grant.

Foster Lumber built a new yard in Gillette, west of town (PO Box 968) Burt Smith, mgr. Herren Bros. Lumber of Nebraska opened a yard in Guernsey Box 321 Zip 82214, mgr. Paul Goecke. Dan Willert bought Lamb's Promart in Jackson. Bill Schell at Frontier Supply in Kemmerer retired. New mgr. is Steve Tyndall, Charles Marquardt bought Frontier Lumber in Lusk.

Tom Eskew bought Peterson Lumber in Moorcroft. Gib Glasspoole now manager of University Park yard in Englewood, the customer get the distinct impression that Mr. Retailer really enjoyed having him come in and make inquiries that ultimately lead to the purchase? Or was it a necessity purchase and the customer would never again be a customer, at least not in that particular store.

So, nothing really happens until somebody sells something. That retail sales person is a very important part of the sales-distribution process. He is the key. Unless he can create in the prospect a desire to buy, nothing really happens. That flow of material in the pipeline of distribution gets very sluggish or stops completely.

Just as the consumer can decide whether he wants to buy at a particular store, so can the retailer decide which manufacturer he wants to represent. Will it be you? It can be, but not unless your sales representatives, your entire image creates in the retailer a desire to buy.

Have a good day-Create in your prospect a desire to buy. Don't sell him.

Monlono Building Moteriol Deolers Asrociotionrzl

325 fufler Avenue, Heleno, l{ontono 59601. U06l 112.2120