Bros., Inc.

Iowa. Ot.re of the dealers rvho was successful in this rvas pioneering an idea in selling building materials to farmers.

"His salesmen were uncovering farm building needs withirr a radius-of 40 miles and doing on-tl-re-farm selling. Here u'as an idea that could not lose. for tl-ris dealer tvas using his salesmen as a service tl-rat became a vehicle to carry the concern's entire qualityservice-price st,ory right out io the farmers."

Galloway had a word of encouragement to dealers who may have fears that farmers won't listerr io their salesmen.

"Don't be concerned about the pos- sibility that so many salesmen are calling on farmers today that farmers r.r'ill run them off. This spring I heard an Indiana farmer tell an audience of 400 that he welcomes salesmen because he learned something from most of them. Good farmers *ant to listen to good salesmen."

I{e added that farm suppliers have had to change in the past and that more changes probably are coming. "But for today's market and for th-e foreseeable future, successful farm su_ppliers will be buying customers rvith an aggressive combination of quality, service and price."

(Tell them aou sata it in The California Lumber Merch.a.nt)

Modasto Builders Supply, 601 Sourh Highwoy 99, ilodesto, recently completed q new 2200 sq. fl. store to befier serve the shoulder trode in tho oreo. Owncd 91d_ opemred by Dud Jomes (tefi) ond Sondy Riley (righr), the business wos es?oblirhed shorrly cfici World Wor ll os o "wood yord.,, In the enruing yeorr, Modesto Builders Supply, like ifiousondr oi yondr ocross tfic country, hos groduclly tronsformad inlo q building rnateriols center corrying c completc line of builder: hordwore, plywood, fcncing moterict:, oluminun windows ond poinlt.

Speclolized Trucking for the TUIIBER INDUSTRY

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Los Angeles - Oronge Gounlies

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