"Air Seasoned Fencing"

Manufacturers of High Quality Incense Cedar and White Wood

Sierra Cedar Products, LLC is located in Marysville, California. Our location is excellent for quick shipment via truck, pig van or rail to all locations nationwide and world wide.

o Air seasoning creates stability in our products.

o Current total production in excess of 40 million bd. ft. per year.

. Grading in accordance with WCLIB and WWPA.

. Delivered prices available upon request.

. Full load volumes onlv. '

. Unreadable facial expression; pokerfaced

. Neat appearance; creased jeans

Pens in shirt pocket

The Adaptor

The Adaptor's easy-going nature is identifiable by the way this customer strolls up to the sales counter. Unhurried, the Adaptor will gladly let another customer cut in line ahead of him. While waiting, he will gradually weave through all of the sales counter displays. If there's a stool nearby, the Adaptor will straddle it and casually make himself at home.

The Adaptor doesn't believe in the confining structure of lists, convinced that he thinks better leaning against your counter and allowing the list to flow from him orally while a salesperson jots down the materials, one item at a time.

Yes, this person can be time consuming and costly. Some distributors may consider whether or not this customer is profitable enough to warrant spending the extra time. But, chances are, the Adaptor works for someone else, and there's more to consider than the purchases made at the counter. If a distributor decides to invest the time it takes to cater to this individual, it will reap a loyalbeyond-reason customer.

The Adaptor is looking for an expert he can trust. When choosing between two products this customer will ask, "What do you think?" Sell new product to the Adaptor by emphasizing the labor-saving features of the item.

What to lookfor:

. Casual dress; T-shirt, baggy jeans

Slow-paced walk; saunter

Relaxed, pleasant facial expression

Actions, Not Words

No one fits perfectly into a personality profile. All four of these personas are generalizations. There isn't a personality profiling system that can accurately measure and predict a person's decision-making process based on behavioral styles.

The importance of looking at customers in this way isn't to confine them into categories. Rather, it's to serve as a reminder that each cus- tomer is different and has his or her set of preferences when it comes to buying.

It's been brought up more than once in this column that customers care about what you do, not what you say. The same truth can be applied to your customers; pay attention to what they do, not what they say they do. By learning our customers' preferences through their actions, we can tailor our sales floor and showroom to have a broader appeal to all personality types, over the counter.