of where it could happen this is the way it did happen the story involves bill dudley might be a darn good wholesale bakery salesman a character named ray who actually is nothing more than a file  and one named white who is similarly employed so to speak it all starts in this rather strange and out of this world office which keeps the sales records of every wholesale bakery salesman on earth or but he isn't trusted with the records of a good salesman read the other cards now it seems that red and white he never see eye to eye on matters naturally this leads to many arguments our story opens in the midst of one of the different food items that i just mentioned to latch on a part of their food money including a few other brands of baked goods so it's one great big scramble up and down the aisles the shopper goes i want your buy nobody knows for sure that is but every food item tries to make the grade pile up in so doggone good she just can't resist buying appetite appeal we call it and how do you get it that's just what i  you one way is to let the shopper see the actual product so you can write this down in your book making the best impression nothing beats seeing the actual product now one way to get it is with modern packaging but that's not all for best up a tight appeal you also have to have good displace displays that sells and believe me top salesman to use an you know when i first started on the room i acted like it was nothing more no delivery job i think this was a goodwill business no use to grow up so that's why i used to go into stores and slam treats my place with respect never slams his dres around or makes a nuisance of himself i like to do business with salesmen like that believe me building up goodwill with something without it you get nowhere i've got a complete and up to date picture on every stop on my roof i know exactly what sells in each store and what doesn't i know what new items i've tried need to stop how each one is done no guesswork the facts are all there on the we'll be talking it up is another key to getting crushed by you you can get in a good plug when you introduce a new package a new product or a special the more you talk it up the better chance of getting him to push it and this is especially important in big bakery departments you see in supermarkets there are a lot of bakery salesmen coming in and they can check also reminds the grocer of what baked goods of mine he's got to sell the better you know as my products don't take this route on my i've got all kinds of bread rags and display shelves some of them a purpose i guess other guys roots of the same way i used to give up easy on displays i had only one rule i followed as long as the stuff didn't fall on the floor while i was there it was ok no more and believe me there is no trick or mystery to building good sound displa just stacked the bread so the brand name shows best and shows off the bread to best advantage and give the specialty loaves the best display space and no one squash bread to get it and if a star is selling more bread than i got room for my display space i talk to the grocer about give me more room say near the checkout counters more on the counter next to the register now baked goods or impulse items to so i always explain as near level as i can so the reason to see and easy to reach when you figure if i shop a spends an average of only thirty five seconds in a baked goods department there's not much time for your have much so how do you get the jump on them with special display information i d s the other day i noticed the stop on my route was running a special on hamburger ok so i talked t grocer into including rolls in a special display next to the hamburger that's where i get in goodwill pays off if you got the groceries goodwill you can get extra selling displays in the store built around special promotions picnic displays especially good just before holidays and weekends and some a school lunch idea displays especially good info better breakfast displays or any others that psion with national promotions cards and streamers or printed promotional material i can get anything to give any display money or sale but all this talk of mine boils down to just this this is a tough business a mighty competitive business