Truck load sales still sell !

Q UCCESSFUL selling techniques

9are the kev words at Fairfax Lumber Co., locaied in Fairfax, Ca. In the last few months, the firm has initiated two special sales that have been highly successful.

The most recent approach was a two day truck sale of products supplied to them by Simpson Building Supply Co., in Santa Clara, Ca.

In the two days, over $9,000 of the products advertised were sold. A full-page, two color advertisement in the local newspaper zeroed in on the Simpson Timber products and the Real Wood panelings stocked by Simpson Building Supply Company. A 25-50% reduction off the retail prices was offered on Simpson redwood plywood, LaHonda redwood paneling, International Doors, and on the Real Wood Panelings including alderwall, tanoak, juniper, homestead pine and madrone.

Clyde Strouss, president of Fair-

Story at a Glance

Working with its suppliers, this retailer has recently held two highly successful special sales. .promotion featured newspaper advertising, 25o/o5Oo/o retail price reductions, supplier trucks on hand with reps manning yard displays.

fax Lumber, credited the assistance of Simpson Building Supply Company representatives who were on hand to answer questions, plus the presence of the red and white Simpson trucks, to the overall success of the two day campaign.

Bill Daniels, assisted by Rich Reid, Gary Kersting, and John Wanek, all Simpson sales reps, manned the open displays, arranged outdoors for the convenience of prospective buyers.

Earlier this year, Fairfax had a "door of the month" special sale, again using newspaper advertising as well as direct mail to promote the sale. It was also an instant success. Sales jumped from two doors per month to 45 doors in the first month after the advertised sale.