I top in tough market

('asier to clean, too. And it slrould last for five years."

Big Pines finds thr.ir high quality line far out-selling the lower quality line.

To ket'p their sales people in top notch trim, Big Pines has a sales meeting once a week. It's gencrally held in the evening, for a short period a{tcr work. Suppliers are invited in to show the advantages of their products and the suppliers are encouraged to teach Big Pints people to sell benefits.

The stortr itself operatt's on the super market principle. All merchandise is well displayed and {eatures an easily seen price tag. On top of each island is a small sign with thc slogan, "Servt' yourself or rve will lre pleased to help you."

And Burt will tell you it works. "Wt, encourage sel{-service, but if our custorner has a question or a problem, we're right there to help." Customers can have confrdence in Big Pines' personnel because most of Big Pines' people have been there for malr,v, nlany ycars. Average length of scrvice is well in ex<:es-. of ten years, (And that doesn't count N{iss Eiker. the bookkeeper, who recently retirecl after nearly fifty vcars of service ! )

One of the biggest problcms facing Big Pitre-s' management today is the lack of qualified people to start work. Big Pines is constantly looking fol people to add to the stafi, but there just aren't many of these people around with a good building background. Big Pines believes in promotion from within and all of the people in management positions today started with the firm 1.5 and 25 years ago.

The future looks bright at Big Pines. After all, the firm has weatheretl two World W'ars, the Depressiorr. and sevei'al lect:ssions. .Nllort over, thel' have come from the horse and buggy age through automobile-" and jet planes and LEMs that go to the moon. With all that out of the way, tht' next fifty years should he even tttrlre successful.