EDITIORIAL

The Last Gustomer

In the nighunare it was always the same. The beleaguered company was down to its last customer. Dark clouds of bankruptcy hung ominously. Everyone in the fimr realized the importance of that last customer. Then came the sickening realization that somehow he was gone, lost forever. Then the bleary relief of awakening - it was just a bad dream.

The message of the above mini-drama is clear as day: Treat every customer as if he or she is the only one you have. And if they depart, so does your job. A simple message, yet one that seems to escape too rumy, even those in direct customer contact.

Sales trainers rightly point out that the correct attitude is an essential part of any successful transaction. When employees deal with customers as if each one were the only one, something marvelous happens. The sales person inevitably transmits a positive tone to the transac- tion. On the other side, the customer feels or senses that cheerful, helpful attitude. Then things start to progress. When the intent and attifirde on both sides are as they should be, a pleasant chemistry results. The classic win/win situation.

Getting employees to think this way can be tough for management. Keeping them in this frame of mind is even more difficult. Many people find it wearing to relare happily with customers. Most find it near impossible !o maintain a pleasant" cheerful, positive demeanor day after day. It's a rare people-person who can manage it consistently. It also can be hard to remember that ol4 reliable customers can't be taken for granted. They should get the sarne close attention as new customers.

Human frailty being what it is, no one always scores 1007o in treating each customer as if he were the only one. But a commifiient to try can go a long way to improving customer relations.

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Four car rail siding Lumber dryer

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To Quality Forest Prod

Introducing ffiAIPIE'"

o The most consistently uniform rough-sawn lumber available today. Anything in our vast surfaced inventory can be promptly custom-run through our patentec process from lx2 to l2xl8 o Fits standard hardware the first time, every time. o Custom made assuring you of bright, fresh stock on every order.

. ACCURUFF lumber can be made from virtually any soft lumber species on one or more faces including dry lumber and gluJam beams.

Non-standard sizes welcome.

Douglas fir timbers and long dimension

2x4 through 2xl4

3x4 through 3xl4

4x4 through 4xl6

6x6 through 6xl8

8x8 throug,h 8xl8 l0xl0 through l2x14 r Broken units and highly specified tallies welcome. To your requirements for grade, appearance and FOHC.

/\4ost sizes available in lengths up to 30 feet with longer lengths and larger sizes available on special oroer.