Follow Up The Small Cash Sales

Horv many cash purchases were made in your yard last *".f.i Do you knbw the names and addresses of every person who 'made purchases ? Perhaps they only bo;tS,!t ^. a"*, a few nails,-a hammer, a can of paint, a.few Zx4's or a roll of roofing, but is that any reason why they mtgtt not need a good l6t of lumber and other building matenals one of these days ?n;; p"tio" #ho b,tyt a saw' a hammer, a can of paint, .o-a"tiitt, a ferv 2x4's, a roll of roofing or almost any.other it.- i" u.tr lumber store, is a potential customer for buildins maierials. If the person is a renter he is a prospect i"i r ttotn"; if a home ol\'ner, he will need materials for ;;p.ir. from time to time. Even the children of today are oolential customers of tomorrow. '-irI;;; retail lumber dealers appreciate these facts and k".p-""..ord of all cash purchaJes and of who makes the priif-*i; and after they have {ollowed up these sales for a time with letters, circulars and now and then by personal .oti.it"tio.,, they are surprised t9 fin-d how many large and orofitable sales-result from their efforts'

' it iitt't difficult to get the names and addresses of most strange customers. F-requentJy they are bro^ught out in.the conversation held during the transaction. somettmes lt rs to ask for it,*in which case the request usually is grant6d gladly. Some dealers require that every cash r.r3, "o *"it"t how small, be written- 9P on an order form i"tri.tt provides space for the purchaser's name, his address, " dei.ipti"n of the items purchased and the date of purchase. h standard order pad answers this purposg ver.-v ;;ii. The original copy acioqpanies the-goods purchased; the carbon copy goes to the office where the record rs transi.it.a to a file cird and placed in the mailing list' 4 a."y oi so later the purchasef receives a letter frorn the dealer thanking him for his patronage and emphasizing a willingness to serve him at all times.

Almost always such a letter has a very pleasin-g !ffect' Imagine how you would feel, if two days after you had purchasid a necktie and a few collars from a store new to you, the store management sent you a letter -thanking you for patronizing it. The chances are you would say to yourselt something like this:

"That ftore certainlv is 'on its toes' after business, and if it shows me such coutiety over a small purchase, I'm gotng to do more business there."

The first letter is followed up from time to time with others. Every rrcw and then [he names on the list are checked over ind those known to be "near fututc" proslrccts are placed in a separate file and given different and more special attention tfan those in the.'potential custome/'file.

'Some dealers investigate the credit ratings of those 1rcrsons on the "near-futura" list, and when the ratings are satisfactory the dealers send out letters advising that a cha18! ..co,ttrf har been opened and a cordial invitation is extended to make full use of it and their services- To lcrow we cen have credit rvithout having to solicit it appeals to most of us, and we are inclined to cbnduct more business with those concerns who offer us such courtesies.

-Long-Bell Service Bulletin.

(Continued from Page 67-)

Meryl P. Bennett, Salesman, Frost Hardwood Lumber Co.

Among the Los Angeles visitors at the party were Melvin G. Cde, of the Woo--dhead Lumber Company, and Custo' cation of the Los Angeles Nine, and A. B. Bennett, also of the Woodhead Lumber Co.

\ME TAKE GOOD CARE OF OUR LUMBER

Well ventilated sheda in our yard wherc H.ARDWOOD LUMBER and FIIX)RING-9r9-91o19-c1cd from'nin ."d r"" "iJ d.ii".r.d to you BRIGHT and CLEAR and FREE FROM CHBCKS.

WE RUSH RUSH ORDERS

We emplov HIGH FOWERED, COMPETENT MEN to fill ordera. Ve -carry- I{gH -C'RADESTOCK and we sell to HIGH CLASS TRADE at DOIilN RIGHT LOIV PRICES. WE SATTSFY YOULET US SHOW YOU

Our CUSTOMERS have CONFIDENCE in COOPERS'