MORE seeks the way to SALES O

data on space utilization in the box on this page we see that the dealer who does $700 thousand to $I million in annual dollar sales actually has more total property than the firm that does more than one million dollars yearly.

There has been a lot of discussion re' garding the influx of cash and carry oper' ations, plus wholesale predictions that it was the wave of the future that would shortly engulf all retailers, but the survey seems to indicate otherwise. For the fact is that of those who sent back their an' swers to the surveyos questionnaire, fully 93/q ofr.er delivery service. And in eight out of ten cases, no charge is made for the service. In the survey, only twenty percent of those responding were classified as cash and carry yards.

In the northern California area, component manufacture doesntt seem as widespread as in the southern part of the state. None make wall panels and only a miniscule 3.7/o fabricate trusses. Eleven percent assemble door units.

Credit is an important sales toQl and a"co,rrrts for nearly three quarters -ofall sales. Slightly *otl than half the dealers analyze their sales by costs' Sixty percent work out a monthly operating statement'' while the balance get around to it once a vear.

The biggest customer the dealers polled had was-ihe contractor, who made uP 45.6% of sales. Homeowners were next, accounting for 36/o of the sales' Farmer sales mad"e up ten percent and industrial' commercial was smallest with 7 '5/a of sales. Four out of ten dealers have outside salesmen calling on contractor€, while only three out of ten have their salesmen call' ing on industrial accounts. "A ,"ul note of anxiety crept into the responseft when dealers were asked about their personal role in the business in the comirrg years. Almost five percent blithely replieJ ihat th"y expected to go out of burin".s this vear. Another faint-hearted (Coniinueil on Page 74)

HERE IS HOW AVAILABLE SPACE AT RETAIL YARDS IS UTILIZED: (SQ. FT.)

DEALERS RESPONDING SELL THE FOLLOWING LINES:

TO PRODUCE THESE FASTENING RESULTS special points and coatings make the big difference