ERIC ED370725: The Top Rental Items for University Outdoor Programs and Effective Buying Techniques.

11 Pages·1992·0.38 MB·English

by  ERIC

DOCUMENT RESUME
RC 019 113
ED 370 725
Webb, David J.
AUTHOR
TITLE
The Top Rental Items for University Outdoor Programs
and Effective Buying TeLhniques.
PUB DATE
92
llp.; In: Proceedings of the 1991 International
NOTE
Conference on Outdoor Recreation (October 17-19,
1991, Moscow, Idaho); see RC 019 109.
Speeches/Conference Papers (150)
PUB TYPE
Guides
Non-Classroom Use (055)
MF01/PC01 Plus Postage.
EDRS PRICE
*Adventure Education; *College Programs; Consumer
DESCRIPTORS
Education; *Costs; *Equipment; Equipment Utilization;
Facility Inventory; Higher Education; Outdoor
Activities; Outdoor Education; *Purchasing
*Outdoor Recreation; *Rental Property
IDENTIFIERS
ABSTRACT
This paper discusses the most frequently used rental
items for university outdoor programs and describes strategies for
saving money in purchasing equipment. A 1983 survey of 11 university
programs indicated that the most frequently available rental items
for summer and winter were sleeping bags, tents, backpacks,
cross-country skis, and snowshoes. Applying financial and service
criteria helps identify rental items essential for program
activities. Criteria include the ranking of items by total rental
frequency, total gross income, and per-item income; and the
collection of data about other outdoor programs and their equipment
needs. Purchasing methods include buying equipment through local
retailers, university purchasing departments, and trade shows.
Appropriate purchasing terms can save money, including closeouts,
observing time limits for payment of merchandise, quality discounts,
and preseason discounts. Attending trade shows offers advantages such
as getting the best price for equipment, being able to compare
products and prices, becoming aware of trends in outdoor equipment,
and having opportunities for training and development. The paper
includes a list of trade shows and suggestions for preparing and
participating in trade shows.
(LP)
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The Top Rental Items For University
Outdoor Programs and Effective
Buying Techniques
David J. Webb
Brigham Young University
AbstractThe top rental items for university outdoor programs
explain how a
are discussed. Specific effective buying techniques
savings of $58,000 in one week was made by spending $600 .
Methods and techniques for finding, obtainin& and lowering the
cost of equipment prices from outdoor vendors and equipment
sources are described.
Outdoor Equipment Rental Services
Extracurricular university outdoor programs typically offer one or more of these four services:
(a) retail sales, (b) repairs (usuallybike and ski), (c) programs (clinics, trips, slide shows, events,
outdoor
etc.), and (d) equipment rentals. In 1990, 116 outdoor programs (about 77% of the
$150,000, 38 other programs
programs at four year colleges and universities) collected over
each collected between $10,000 - $70,000, and 75 other programs each collected less than
$10,000.
Equipment rentals, besides being a possible source of potential revenue, permit an outdoor
re)
the ability to provide the right kind,
program "piece of mind" in knowing that the program has
quality, and quantity of equipment for its programmatic needs.
Cr)
dr..
Summer and Winter Rental Items
I
czo
In 1983, a survey indicated what the most frequently available summer rental items were at
11
(c)
university programs west of the Mississippi River: (a) sleeping bags (84%), (b) tents (69%),
(16%), (h)
backpacks (68%), (d) stoves (47%), (e) coolers (21%), (f) rafts (21%), (g) canoes
wetsuits
innertubes (11%), (i) ice axes (11%), (j) lanterns (11%), (k) sleeping pads (11%), (1)
121
2
BEST COPY AVAILABLE
Webb I Buying Techniques
(5%), (o) fishing gear (5%), and (p)
(5%), (m) volleyball sets (5%), (n) climbing equipment
cooking gear (5%).
available were: (a) x-c eels (74%), (b)
The same study indicated that the winter items most
sleeping bags (47%), (f) ice axes
snowshoes (63%), (c) tents (53%), (d) backpacks (53%), (e)
and (j) ice skates (5%). Just
(11%), (g) innertubes (11%), (h) gaiters (11%), (i) stoves (11%),
organization
because 74% of these universities rent cross-country skis doesn't mean your
renting them.
should, or that cross-country sld rentals are a good choice for a school now
Rental Item Criteria
rental programs could include
Financial and service criteria to evaluate items in existing
total gross income, ranking
ranking items by total rental frequency, ranking rental items by
for a program activity.
items by per item income, and identifying which items are essential
Gross Rental Frequency
the rental area collects
To identify the rental item with the most rental frequency,
The University of
information on how many times a specific type of item was rented.
bag
bags with
4700
Calgary (1988) rental item with the most rental frequency was sleeping
second lowest rental
rentals, second was telemark boots with 4687 boot rentals. Their
frequencywas pulk-shuttles
frequency was snowboards with 161 rentals, and lowest rental
frequent rental (1988) was
with 84 rentals. Brigham Young University's (BYU) most
rental item was the
downhill ski packages with 4332 rentals, and the second most frequent
BYU's least frequent rental were 4 gallon jugs with no
x-c ski package with 1156 rentals.
high rental frequency
rentals and badminton sets with one rental. Identifying items with a
d.5crease in quantity or price.
can suggest what items to increase or
Items by Gross Income
the total income generated for
To identify the rental item with the largest grossing income,
be collected. The University of Calgary's (1988) largest
a specific type of item needs to
generatingS 20,193 and second largest
income grossing rental items were 124 sleepingbags
$15,055. The lowest income grossing items were 5
was 125 telemark boots generating
$633 in Canadian dollars. BYU's
snowboards making $812 and 3 pulk-shuttles making
cross
generating $50,215,
88
highest grossing income items were 216 downhill ski packages
and lowest grossing items, 17 camp grills grossing
country sld packages generating
$7,781
income indicates
$2.50 and 2 hatchets at $0.00. Identifying items with a large or small gross
guide the increase or decrease of
what is making the bulk of the rental income which can
inventory items.
Per Item Income
is used. Gross item inc.-frac divided
To identify the per item income, the following formula
item. This will either be a positive
by total number of items divided by purchase price of the
it is positive, then the item generates income, if it is negative,
or negative dollar amount. If
time to realize a break even or a positive
the item requires a subsidy or a longer amount of
2 Tug-o-war ropes costing $1.00 each
financial return. BYU's high per item income's were
return on investment,
in a
18,450%
rented 80 times with a gross income of $369.00 resulting
122
Outdoor Recreation
Proceedings 1991 Conference on
In comparison x-c ski
and snow toboggans a 877% return.
111
Twister game a 1,230% return,
The percentage return
the down hill skis a 116% return.
package only had a 77% return and
the outdoor programs that
purchase price of the item. For
only indicates income above the
subsidy sources, the additional
for by student fees or other
111
have operational costs paid
that don't receive
better equipment. For those programs
income can be used to buy more or
operating expenses
student and staff wages or other
subsidies, the income canbe used to pay
equipment.
or to purchase new
11
Program Items
difficult. These are items
for a program activity is not
Identifying which items are essential
other criteria
critical for group outings. By all
that individuals typically don't have or are
that it can carry gear
11
in it's rental inventory, except
BYU should not have a bike trailer
country skiing
people. Pulk-sleds for carrying gear cross
underneath and bikes on top for 22
add a degree of safety by being
and operationally, but they
is a poor rental item financially
Compasses are not a
therefore remain as a rental item.
able to carry injured people and
for orienteering
theyhave a very low rental frequency, yet
financially successful rental item,
will serve that need.
programs nothing else
Data and Principled Acquisitions
doing. Visit,
collect data. Identify what you are now
To build or improve a rental program,
do (or plan to do)
and distant, and compare what you
call, and study other programs, local
make your decisions and
After collecting objective data,
with what they are doing.
personally want,
the trap of getting the equipment you
implement your plan. Don't fall into
needs, and the students
that your program operationally
instead of getting the equipment
(patrons) want.
111
Purchasing Methods
ought to buy, how do you get
needs and identified what you
Now that you have assessed your
the most and pay the least?
Local Retailers
the local outdoor store
the local outdoor shop and have
The "expensive" way is to go down to
example, sleeping bags cost the
with a 5-15% discount. For
sell to you at retail or retail
11111
$112. He gives you a 10%
markup and prices them at
retailer $70.00. He adds a 60%
retailer makes $30.80 on
You save $11.20 per bag. The
discount and you pay him $100.80.
each bag.
University Purchasing Departments
department find some sleeping bags.
the university purchasing
The "easy" way is to have
specifications. They easily can
expensive bag that meets your
They will try to find the least
the benefits of different
usually don't have the experience to compare
compare costs, but
will be able to get the bags for
bag features. They probably
bag manufacturers or sleeping
bag that you selected
purchasing department picks the same
wholesale. For example, if your
123
4
Webb / Buying Techniques
bags, saving $30.80 per bag buying direct
in the first example, you would pay $70.00 for the
buying 10 bags you would save $308
rather than buying through the local store. If you were
10 bags from the local shop for $1008, you
buying them factory direct, or instead of buying
could buy from the factory 15 bags for $1050.
Trade Shows
The "pay less than wholesale" way can
This is the way I like to make most of my purchases.
advantage and (b) wisely use
be done if you (a) understand and use buying terms to your
look at purchasing terms.
buying trade shows to your advantage. First let's
be sold for at retail, there is a wide range
Just as there is a wide range that an item could
payment terms that could reduce
that an item could be sold at wholesale. Here are some
the price you pay.
Purchasing Terms
distributor wants to get rid of. They
1. Closeouts. These are items that the manufacturer or
flaw. Ask
color, or style, or may have a cosmetic or functional
may be last years mc del, or
them out. I've paid $45 instead of $89
if they have closeouts, and why they are closing
(functional flaw) which we would
(wholesale) for semi-dry suits that had a tight ankle seam
paid $200 for kayaks with a bad paid job
easily repair when or if it ripped out. I've also
(wholesale). I've paid $45 a pair for metal
(cosmetic flaw) instead of the usual $399-$450
because theywere last years model and didn't
edge touring skis instead of $119 (wholesale)
have this years "paint job".
credit often 30, 60, 90 days, even 1 or 2 years. It
2. Dating. This refers to extensions of
For example, I receive ski products
describes the time limits for payment of merchandise.
March because of 120 days dating. Dating
in October but don't have to pay the invoice until
of ways:
can be expressed a variety
the 1st day of the month and you must
5% lOth/net 30 means that you will be invoiced on
before the 10th of the month you can discount
pay by the 30th, however, if you pay on or
your bill by 5%.
invoiced on the 1st day of the month and you
5% 30/net 60 FFA means that you will be
bill
if you pay within 30 days you can discount your
must pay within 60 days, however,
deduct the cost of freight off of the invoice.
by 5% and FFA (Full Freight Allowance)
bill by 2% if you pay within 10 days, full
2110 EOM means that you can discount your
payment due at the End Of the Month.
but don't have to pay for it for 2 years.
2 year dating means that you get the product now
This would allow you to buy ski
Ski companies are ones likely to have this program.
skis now and pay for them next year. The
boots now and pay for them this year, and
dating progam and $99 for a
drawback to this is the skis might cost $95 for a one year
being charged interest.
two year dating program. You are
124
Recreation
Conference on Outdoor
Proceedings 1991
because universities
anticipation to their advantage
Universities can use
3. Anticipation.
long dating terms
have. If a company has a
cash flow problems stores
don't have the same
(anticipating the
than required
business, if you pay sooner
part of doing
as a regular
October and must
I receive skis in
give a discount. For example,
payment date), they may
for them in the
month anticipation. If I pay
March 1. There is a 1.5% per
pay for them on
the months of
making the payment before
then I have anticipated
end of October
1.5% per month
which is 4 months at
January, and February,
November, December,
equalling a 6% discount.
down,
price per item goes
buy more of an item and the
Quantity Discount. When you
4.
25-50 additional
skis as an example, for each
quantity discount. Using
you are receiving a
discount.
receive an additional I%
pairs bought you might
receive for placing an
is the discount you
A pre-season discount
5. Pre-season Discount.
Orders placed in
for selling that item.
period prior to the main season
order within a time
discount.
receive a 1-5% pre-season
receive next October might
April for ski goods you will
Purchasing example
of skis whose
purchases. We need 24 pairs
make some imaginary
Let's use these terms and
buy last
larger and smaller sizes we can
$119. We find out that in the
base wholesale price is
12 pair of skis we pay
$588 for 12 pairs. The other
"closeout" for $49 each or
years ski on
356.60), 0%
discount ($1,428 - 5% = $1,
minus 5% pre-season
$119 times 12 skis ($1428)
discount
month maximum anticipation
1.5% per month with a 3
discount for quantity,
$2,856. By
24 skis at $119 it would cost
$1,295.55). If we had bought
($1,356.60 - 4.5% =
pay$ 1,833.55
anticipation discounts we only
pre-season and
buying closeouts, and applying
subtract $600 from
trade show cost $600 the
hotel, food, etc. for the
saving $ 972,45. If airline,
realized at the
savings. If other savings were
there is still a $372.45
the $972,45 savings and
be greater. At
made, then the savings would
where the ski purchases were
same trade show
paying $33,000 for
trade show i ended up
Industries of America annual
the 1990 United Ski
$80,000. This
suggested retail value was
price was $42,000 and
items whose base wholesale
asking and taking every
attending the trade show and
savings was directly related to my
the last
attending trade shows, over
there is some expense to
discount available. Although
attending trade
for every $1 spent in
in equipment purchases
nine years I have saved #3
department
(or guiding you purchase
items and purchasing wisely
shows. Wisely selecting
Besides, it's fun
equipment at lower costs.
provide more and better
wisely) will allow you to
decisions!
to make good buying
Trade Show Tips
attend?
trade shows should they
attend trade shows? What
Why should outdoor programers
trade shows?
How should they prepare for
I've
attendance is to save money.
first reason for trade show
Discounts on purchases. The
$42,000
whose wholesale price was
paid $33.000 for items
indicated that at one trade show I
trade
result of going to the
paid $11,000 belowwholesale as a
and retail value was $80,000. I
miscellaneous for me to go and
transportation, food, lodging and
show. It cost $600 for the
l25
Webb Buying TechnicfaL;
outdoor program from having to spend
6 days of time. By going to the trade show I saved the
for trade show attendance is
$10,400, or saved $1711 per day for six days. The first reason
and special pricing.
to save money by using trade show discounts
attend trade shows
Comprehensive product and price comparison. The second reason to
in catalogs has little value
is to be able to see products and compare prices. Looking at items
items as part of a trade show.
when compared with looking and perhaps briefly using the
prices in another catalog has little
Looking at prices in one catalog and comparing thetn with
with the manufacturers sales
value when compared with looking at prices in one catalog
competitors trade show
representative, with both of you knowing that later you will be in a
the competitive environment of
booth looldng at the competitors product and pricing. In
price their product lower. When you can see, handle,
a trade show sales "reps" try harder to
the product best suited for the job.
and try a product you have a greater chance of selecting
by the designer or owner of
Technical or product information can be given to you, at times
have better information
the company. This allows you to make a better choice because you
the best product was selected it
when selecting equipment for your program. Because
time in replacing it, bring
should last longer, require fewer repairs, reduce administrative
income. The second reason
greater patron satisfaction and in the long run generate more
right product for the right price.
for trade show attendance is to save money by buying the
shows is to be able to see generally the
Awareness of trends. A third reason to attend trade
items that may be the hot new or
direction an entire industry is moving as well as specific
and other companies started
tired old trend. When Burton Snowboards continued to grow
their market and other companies
building snowboards, or when Rollerblades broaden
(if they weren't already renting
started building in-line-skates, many outdoor prop/ants
outdoor programs and shops that
snowboards or in-line-skates) were quick to catch up with
products. A third reason for trade show attendance
were already renting and selling these
right time and to stop buying products
is to save money by buying the right product at the
at the right time.
trade shows is to be able to attend
Training and development. A fourth reason to attend
associations frequently
technical and educational sessions. Outdoor companies and
and management. At Expo West (the trade
present seminars regarding products, trends,
boating manufacturers, distributors,
show for backpacking, camping, climbing, and paddle
topics on:
and buyers) held this August 1991, the seminars included
Outdoor Retailer, and
"The Sixth Annual Paddlesports Seminar" by Canoe Magazine,
DuPont.
American Paddlesports Asso-
"Product Liability and Negligence Concerns" by North
ciation.
Beyond" by Recycling Re-
"Towards a Greener Outdoor Industry: Recycling and
source.
climbing gear manufacturing
"CEN Standardization and Certification" (European
Recreation Coalition of America
standards) by the Climbing Sports Group/Outdoor
(ORCA).
126
Outdoor Recreation
Proceedings 1991 Conference on
Association of Sea Kayaking.
"General Meeting" by the Trade
/Tatshenshini Wild
Rivers" by Michael Down
"Preserving the Wondrous Tatshenshi%ii
Conservation Alliance.
marketing, ski tuning, hiring,
about bicycle wheel building,
I have attended seminars
all for free as part
safety, customer service and more
advertising, putting on special events,
river in Reno. All
afternoon and evening is spend on a
of the trade show. At Expo West an
boats on the river bank
manufacturers have 80+% of their
the canoe, kayak and sea kayak
I spent 3 hours paddling,
take for test paddles on the river.
for trade show attendees to
confident about how these
This allowed me to feel more
spending 5-10 minutes in a boat.
paddling the open
who has paddled them. After
boats perform than just talking to someone
select the boats for our
with the sales rep it was easy to
cockpit sea kayaks and talking
Knowledge
performance and comparative pricing.
outdoor program base on comparative
knowledge will allow you to
strengthening, and sharpening your
is power. Acquiring,
attendance
A fourth reason for trade show
provide a better service and outdoor progxam.
(for free).
technical and educational sessions
is to save money by attending
be able to strengthen
to attend trade shows is to
Build relationships. A fifth reason
manage-
representatives and outdoor equipment company
relationships. By meeting sales
leaders in the climbing, skiing,
establish a relationship. Significant
ment you begin to
has a
become acquaintances. Later when a company
bicycling professions and other can
take advantage
the sales rep might call you so you can
special that will help your program,
remembers you and
need help, the company management
of the opportunity. When you
informed about
Sports figures "drop in" and/or keep you
maybe able to help your profgam.
have been staying together in
outdoor program professionals
their lecture circuit. College
and networking that occurs
trath shows. The camaraderie
the same motels while attending
another of special
valuable is the sharing with one
is valuable, but perhaps even more
show. This sometimes
individually discover at the trade
products and prices that they
show attendance is to save
benefits all! A fifth reason for trade
results in group buying that
solve problems.
relationships that sooner or later save money or
money by building
relationships, and
appropriate equipment, building
Besides saving money, selecting the
"gear hogs" fun work.
fun! They are hard work, but for
gaining knowledge trade shows are
Attend
Trade Shows You Might
served my needs the best are these:
The trade shows that have
camping, climbing, and paddle
trade show for backpacking,
1. Expo West. This is the
growing and could be
and buyers. The show has been
boating manufacturers, distributors,
don't buy any
would need to attend, especially if you
the only show many outdoor programs
in a three day period. Contact:
Approximately five acres of gear to look at
type of snow skis.
telephone [phone].
OUTDOOR RETAILER EXPOS,
related equipment and
ofAmerica). Seventeen acres of ski
2. USIA (United Ski Industries
is the show to attend
climbing, and other type gear. This
five acres of backpacking camping,
telephone (703) 556-
well as other gear. Contact USIA,
if you buy downhill and x-c skis as
127
Webb I Buying Techniques
9020.
show by the same people
Market. This trade show is the same
3. Outdoor Retailer Winter
being that at the Winter Market
in Reno with the difference
that put on Expo West in August
is done (instead of the paddle
demo-ing x-c skis at Solitude Ski Resort
two to three days of
is the show to attend.
paddle boats or downhill skis, this
boat demos). If you don't need
EXPOS, telephone [phone].
Contact OUTDOOR RETAILER
eight acres of bicycles.
trade show for bicycles. Seven to
4. Interbike: This is the west coast
those on the East Coast. If
in Atlantic City, New Jersey for
A week later this show is held
of these shows is a must.
repairing mountain or road bicycles, one
you are selling, renting, or
[phone].
Contact: Interbike Expos, telephone
is the show to attend for
rdsailing Industries Association): This
5. ABIA (American Boa
(waiting and rigged
spend two days of testing sailboards
buying windsurfing gear. You can
this show I bought full
days in the exhibit hall. One year at
on the beach) and two more
spend $65475 for each
planning to buy 30 wetsuits and to
wetsuits for 25$ each. T had gone
the whole trip and I was able to buy
from that wetsuit purchase paid for
one. The savinp
AWIA, telephone (800) 333-
wetsuits than I had planned! Contact
more than twice as many
2242.
Outfitters and the
the Eastern Professional River
6. America Outdoors: Formerly
Outdoors.
joined together and called America
Western River Guides Association, now
with the location changing
trade show is held in December
Their annual convention and
bujing rafts and rafting gear.
and show to attend if you are
each year. This is the convention
524-1045.
telephone [phone] or (612)
Contact America Outdoors,
Attendance Frequency
I haven't bought sailboards
these shows every year but I don't.
I wish I could say that I go to all
in two years when its
since I went to the ABIA. I plan to go
for 4 years and it's been four years
USIA show only once. The
wetsuits. In 9 years I missed the
time to buy new sailboards and
when we need to by rafting
convention is on I attend every 3-4 years
America Outdoors (rafting)
assistant
bicycle manager and student
going to Interbike, but my student
gear. I have stopped
the general sporting
place for the last 4 years. I have even gone to
bike managers have gone in my
Association-Anaheim, CA) in the Fall
(National Sporting Goods
goods shows like the NSGA
had
shows are good for team sports but
(Atlanta, GA) in February. These
or the Super Show
SCUBA
adventure sports. If you deal in
outdoor programming and outdoor
very little value for
shows
windsurfing, there are other trade
sport specialty like bicycles, or
or another adventure
before buying equipment.
money by attending it
associated with that sport that would save you
and Participation
Trade Show Preparation
P.L.A.N. and Before-During-After.
Prepare for trade shows by
P. L A.
N.
Know what items and
time. Know why you are there.
Prepare: Prepare ahead of
1. P
128
Recreation
on Outdoor
Proceedings 1991 Conference
manufacturers. Make
list of exhibiting
want to buy. Study the
how many of each you
questions
of the items you have
show or the first day with reps
appointments before the
about.
exhibitors. Plan
floor plan of the
of the show. Review the
Learn: Learn the layout
2. L
efficient use of your
number to make the most
and item reviews by booth
your appointments
time.
prices
comparative items. Examine
merchandise, compare
Analyze: Scrutinize the
3. A
and ideas.
booths for new products
and terms. Check the
Listen to the pros at the
manufacturers and products.
Network: Encounter new
4. N
programers
ideas with other university
socials. Meet and share
seminars and evening
during the show.
trade show
Before arriving at the
usually free, or at
in advance. This is
show two to three months
Pre-register for the trade
to three hours
site registration can waste one
registering at the door. On
least cheaper than
motel by getting
in advance. Select a
lodging two to three months
standing in lines. Book
phone book. Call to
the yellow pages in the
the Chamber of Commerce or
a list from
Ask for "business
rates for the same room.
Motels have several different
compare rates.
recommendations. Ask
program for
rate". Call the local outdoor
man's rate" or "show
different times of
airlines and flights at
they stay. Check several
other progamers where
leaves very late
"red-eye" flight. This flight
tight budget consider a
the day. If you're on a
Arrive the
inconvenient but cheap!
early in the morning, is very
at night and arrives very
plan to
first day of the chow. If you
be rested to begin the
day before the show so you can
registration
luggage, room, or show
and you have transportation,
arrive the day of the show
Trying to return
Plan one day to return.
of the 3 days of the show.
problems, you may miss 1
the last day of the show.
ends could make you miss
the same day a show
During the trade show.
cereal, buy
bring a cereal bowl and spoon,
money and time
Dress professionally. To save
To save time and money stop
and have breakfast in your room.
milk at a convenience store
show (restaurants
snacks to eat at the trade
for a sandwich, juice, and
at a convenience store
business cards ready
the cost). Have plenty of
two to three times
in the show do have food at
On the first
given by others in one place.
all of the business cards you are
to hand out. Keep
catalogs,
only long enough to pick up
the aisles making brief stops
day walk up and down
Get
appointments for the next days.
quick look at items. Make
price lists and perhaps a very
cards,
and plenty of business
pads, pens, calculators
overview of the show. Note
a general
will be needed at
lunch and other items
solid bag to carry catalogs,
a comfortable, roomy,
change clothes,
show, go where you can
eight to ten hours at the
the show. After spending
items or prices;
with others to learn of
dinner and then network
relax for 10-15 minutes, eat
day. Get some
questions for the rep the next
develop a written list of
or study catalogs to
check out the night-life
accomplishing your goals,
the process. After
good sleep and repeat
fill out their order
with a rep, have them
If you write an order
and parties if you desire.
dates with all calculations com-
discount, delivery dates, payment
completely, listing all
you get a copy.
pletely carried out. Make sure
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