Customerfocus determines supplier,scourse

The successful wood products manufacturer will be the one willing and able to quickly adapt to his customer's demands, according to Paul Bodenhamer, Roseburg Forest Products, Roseburg, Or.

'Manufacturers can no longer take the attitude, 'Here's the product, here's the price, let's take the order.' They must spend quality time with customers to understand their marketplace, sales needs, and product requirements," he explains. "suppliers must be willing to build a continued alliance with customers based on product quality, knowledge, service, trust and value. By exchanging information, wholesalers and retailers can set sales goals and work together with the manufacturer to help increase sales,"

Roseburg's aim has been integrating customer service, production and distribution into an efficient, manageable package for the customer. An on-going customer service program evaluates every aspect of the customer's needs before recommending a supply program.

"We work closely with our cus- tomers to strengthen relationships and better understand their sales objectives. Determining the needs of our customers and how Roseburg's products and service will result in a mutual benefit is a priority for us," says Lyle Thompson, v.p. of sales.