Storm Doesn't Stop Yard's Sale

lrvcn arr clllr splins blizzlrrcl cor:ldn'1 stolt thc iirtnull tuo-rluv sulc lut Scurs Trostcl Lunrbcr' & Millwork.

fivc inchcs o1' srrou,. and icl ntads." gcncrai nranagcr C'urt Vichrret'cr :lritl "Tlt,'p()\\el \Ul)l)l) lor',rUI r'0rrrputef svstent u'ctlt oLlt. so \\'e \\,r()tc tickets the old-l'ashioncd *ar': b1 hund."

A 20.000-scy. fi.. cl inrate-conrfollc(l walehotrsc allou'ccl custor)rers to pLrll in and load up out <lf thc weather. According to Viehntcycr. tlte cvcllt startecl cigltt t,cars ago to move cLlslonr nrillwork overstock and overruns. ''Wc hold this er,cnt to rlake thcsc hi-eh-qullitr iterns lrvailablc to peoplc who arc enrbarking on a renrodeling pro.jcct. bnl who rnay still havc sornc 1'lexibilitr in thcir dcsign."

This lcar''s sale otfbled rleepcr rlis, courlts and greatcr sclection. "Wc Iouncl ctursclves will'r lots of rnillcd itcrr-rs in ualnirt. rniihctgany und alclcr. which guve clct-it-voursclfcrs a qrcat opportunity to usc a wood thcv rrrisht not huve otherwisc cltoscn." Rccluccclpricc hardrroocl lurnbcr uas also ollcrecl firr salc.

"lt w,as a grcut opportunitv for

CLIMATE CONTFOLLED 20,000-sq. fr. warehouse allowed customers to puli rn and load up out ol the weather. -t'&$ r'.-,S . ,:t r.i,'rs homeowners to purchasc Premlum wood for home fix-it projccts and fbr woodworkers to get supplies fbr their next projects," said store manager Matt Chavez.

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Viehmeyer said that it takcs four to five weeks to plan and execute the event each year. "Our advicc to others who may try this: keeP Your overrun and overstock items well-organized and inventoricd throughout the year. It makes prcparing for a sale like this much easier."

Ihtiirth

"[A mentor] said if you give a person a good product at a goocl price and you back it up, you won't starve to death. And the other thing he said was to hunt and try to find good, honest People to work for you, and we've done that. We're a large store 1br an independent, but we alwaYs try to keep that mom-and-PoP atmosphere."

If you get almost cvery deal, Your prices aren't sufficicntly high. You need to lose sctme in order to gain the customer's respect as wcll as a sense of where the rnarket price Is.

I've often thought that the idea of asking for the opportunity lbl a "last look"-which most salespeople strive fbr and proudly proclaim as proof of a good business rclationship- is nlerely another way of saying that you'll discount the most. Why would the customer give you a "last look" if hc wasn't expcctin-u you to discount some more?

It's so easy to complain about the customer and the constant pressure to rcduce our prices. It's the thou-shtful salesperson who understands that our own behavior can offen bc the cause of thc price objection. Chan-rre your hehuvior and you'll improte )()ur results.

Duvc Kuhle, "The Growth Crtrtclt," is u sules t onsultattt. troiner and uttthor ol si.r lrool.r and a .li'ee ntontltll' "Thirtking About Sules" e:.irtc.Thi.s urti<'le is e.t((rpled f'rotn hi.s bottk Takc Your Salcs Perl'orrnancc Up-a-Notch. Reuth Itirtt ut ( 800 ) ,l -l I - I 287 : wn'v'tlat'ckahla run

Old World Crafumanship In Today's Designs

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6$t.qr\'*s{ ih* ltn'i,-q: {}l:jr. 9:::'': (Cotttirtued Irom pag,e 35) and I'd be foolish not to take him uP on it. By broadcasting your willingness to gct the deal, you encourage the customer to ask for price deviations.

5. Be careful about ever discounting.

If you discount your priccs in response to a customer's request, on even one occasion, you have conveyed to the customer the idea that Your quoted price is not your final pricc. Now, forever in the future, the customer will remember that you can discount when pressed. He will. thercfore, press for discounts.

If, however, you never discount from your quoted price, you convey that there is some integrity in your pricing, and that you are quoting him your best price from the beginning.

It's okay, on some occasions, to walk away from a piece of business rather than to discount in order to get it. The net impact is that the customer respects your pricing, and is less likely in the future to ask for a discount.

All FGL Tru-Dry timbers are dried in "HeatWave USA's RFV" kilns, which use clean, renewable energy and have zero emissions.

Tru-Dry timbers are dried completely and evenly throughout so you won't experience the sticky problems often encountered with beams that are not dried to the core.

Combine our selection of Douglas fir timbers along with our skilled milling staff and you've got one ofthe best resources in Southern California.

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