A Gommitment to tlerchandising

I n the past ten years, sizeable numbers of I so-called 'traditional" lumber yards have converted their operations to some form of home improvement store. While the names used to describe the new way vary, the basic thrust is mostly home improvement.

Generally the pattern has gone like this: invev tigation, decision to change, enthusiasm for home improvement merchandising, the actual change, a commitment to vigorous merchandising; followed by a slippage in enthusiasms and a tendency to relax back into old, perhaps more comfortable, ways.

It is lamentable, indeed, that some allow the slippage described above to take place. While it may be human, it holds no water logically and in business terms, it makes even less sense.

The home improvement business, whether at the retail level or as a wholesale supplier, is no place to retire. It can be and is very profitable to those who perservere after the excitement and the emotional high of a major change wears off.

Why it happens to some and not others may have as many answers as it has backsliders.

But it does seem to affect a certain percentage in the business. To those who recognize the problem, in themselves or in suppliers to the retailers or customers of the wholesalers, it is an insidious bad habit that should be resisted at first sign. For the wholesaler who feels an otherwise good customer is becoming lax, what better cus' tomer service than to help diplomatically to aid a customer who has lost his commitment to ag' gressive merchandising?

Perhaps all that is needed for some is to use this month as a vacation to recharge those tired batteries; to regain that enthusiasm and zest for the job that first propelled you to the successes that were initially enjoyed.

If every high has to be followed by a low, steel yourself to make every conscious effort to ensure that the lows are of as brief a duration as possible. Your personal commitment to excellence may just be the most valuable piece of equipment in your inventory.

800-547-1036

Mailing address: 819 Corbett Bldg., Portland, Oregon 97204, 503'228'7361