How yo

occupy or the money invested in inventory.

Bestowing credit where credit is due. Let suppliers know when they perform above the call of duty.

I-_-t llver studying negotiating strategies and tactics by reading books, listening to cassette tapes and attending seminars.

|' reating vendor salespeople with respect always. When you're in trouble on a job or with a customer, a special favor can be worth a lot more than price. r:t

Taking calculated risks with new products once in a while.

.lzach month. reading industry trade magazines to stay current on product or merchandising innovations.

Regularly interviewing customers and prospects to determine their wants and needs.

Purchasing Orders

To improve their buying, National Lumber & Building Material Dealers Association past president Bob Curtis suggests retailers ask themselves or their suppliers the following questions: rT a\ t-arving out sufficient time each day for visits from vendor sales reps, both existing and prospective.

(1) Can I buy other products from the same compatry?

(2) What is the next bracket for larger discounts?

If increasing an order to gain a larger discount, add the 20Va best "U"rr.

Maintaining a file on every product or product group. Make notes during and after each sales presentation to ensure the files are up-todate with the most current product and service information.

(Jnceasingly communicating with the company's contractor sales force to make sure he is aware of pending orders. "He can peek into the future and get ahead of the game if he knows about products that have been sold, but have yet to leave the yard," Lee says.

Huuing the courage to discontinue product lines that don't sell at a level that justifies the space they

(3) Have I bought too much?

(4) What item have I over-bought?

(5) Is there a cheaper way to g"t it f,"r"Z iei*i*heverythinggoingright,whenwillIplacemynextorder?

(7) How can I save the mill or manufacturer money?

(9) What is the price on this order?

(10) fs there another place to purchase this better?

(11) Is there a better way to do this?

(12) Is this the season to buy this product?

(13) What are the market conditions?

( 14) Have there been any special conditions on the sale of these poducts?

(16) Wh€n will the products be shipped and when will they anive?

(17) Is there an extra discount above the cash discount ifprepaid?

(18) What do I need to do to buy this for less?