Classic sales technique

Recause of location, their marketing sit' uation is an unusual one and thel' have wisely been flexible enough to not oniv cope with it, but to profit from it.

Near the corner of Crenshaw and Flor'cnct: ]llvds. in Los Angeles. the yard has laced a changing -.ituation as the neigh' borhood evolved from a middle class whitc neighborlrood to on(' 75%-80% \eglo'

"No problems," obst'rvt's owttt'r Cartt'r, "we havc got;.('n to know each othcr, and w(' are vt'ry compatible."

Sfory dI d Glonce

Repeat business strong, good word of mouth advertising for customer - service oriented yard change of ethnic balance in area proves no problem...classic sales and merchandising methods continue to prove their worth.

CTUSIERS of signs tell and re{ell yard's story to passing motorists on fast moving boulevard. John Johns,on, asst. mgr., (left) writes order as customer explains what he wants. Chalk boards {lower left) give daily, weekly specials. Yard has big sales 3-4 tlmes per year. Garden steps, edging, bricks (lower right) are only heavy materials still inventoried.

Two Negroes work as retail -.alesmen. lllonzia "I)ick" Richard has worked {or them {or five years. Jesse Ash has worked Saturdays for the Past two yt'ars. He is rcgularly employed at the L.nited States Federal Reserve Bank.

The trend has been to cash ltuyers, though still with considerabltr use of Bank' americard and Mastercharge. The average