FNND OUT THE OTHER FEttOWS WEAKNESSE,S

Bv JACK DIONNE

There iE cm old saying that there crre two wcys by which a salesncur cqtr increcse his incone: the lirst is to sell nore goo&; the second is to mcrnipulgte his expense cccount. And there is cnother beliel current cmong humorists who tcrlk ol selling which iE lhat it isn't cs ecsy lor ernployes to get crhecrd cs it used to be beccruse most ernployers hqve ccrsh regisiers.

However, here is cr sales story oI long cgo that scrle$nen with quick wits mcry get something out ol. It concerns Phil D. Armour, the laiher oI the pcrcking house industry cnd ol relrigerction shipping, cnd <r certain Iewish competitor firho put one over on the gnect Philip.

Mr. Arnour thought through cnd put into operction lhe first mect packing plcurt. He it wcrs who stcrted that iaduslry towcrrd ihe point where they sell everything lrom the hog except the squecl. He cdvertised to the Icrrmers whoee hogs cnrd cattle he wcmted lo buy-"Go look <rt your loctrl slcrughter-houses, lhen come cnd gee how I do it " He built the lirst rehigercrtor ccrs, mcrking it possible lor the lirst tiure to ship lresh mect except in decrd ol winter.

To tell the story ol this grect Americcn, born in cr log ccrbin cnd worlcing longer, hcrrder, nore intelligently thcn other boys until he topped the world in his line, is too long for this page. For cr long time he htrd crlnost c non'competitive business. And it grew. And then, of course, competition ncrturclly cqme. Nelson Morris, q very bright Hebrew soon beccrure cr serious competitor. So serious, in tcrct, thcrt tv1r. Arurour decided it wqs necessqry to "plcy bdf' with him lor the good ol the industry. But Morris did not come to Armour, so Armour invited Morrie to lunch, to tcrlk things over. Ncturclly Armour expected io domincte cny decrl they might make.

But Morris used a system Armour hqd never drecrmed oI. IIe lecrrned thcrt Annour wcrs c strict teetotcler, never touched intoxiccnts, but depended on strong tec lor a siimulani, especicrlly when he hcrd stout thinking to do. So, when they lunched, Morris let Annour do the tclking while he cte very little but drcmk c gretrt decrt. Tecr! Sure-tecrl Cup clter cup oI tecr he drcrnk while he listened. Alter luncheon Armour hurried bcrck to his office crnd told his lieutencnts to mqke the best decl possible with Morris cnd do it crt once, beccuse, he scrid, "You ccn't expect to out-think c mcn who drinks thct much tecr."

Morcl Find out qbout the other lellow, cnd use thct knowledge to your own cdvcrntcrge.

N.R.L.D.A. Takes Over Distribution of Barr Lumber Co. Holds Annual Home Magazine Christmas Pafty

Washington, Jan. 3,-Home magazine, the monthly consumer magazine which has been an important part of the National Lumber Manufacturers Association's service to retail lumbermen during the last few years, will be greatly enlarged in circulation and scope during 1940, and greatly reduced in cost to the dealer.

Beginning with the February number, distribution of the magazine, previously handled through the National Plan Service of Chicago, will be taken over by the National Retail Lumber Dealers Association. An extra farm edition will be added to the existing city edition of Home, and the cost of the magazine to the dealer will be cut from a previous average of 5c to approximately 3lc per copy. The new price will include imprinting of the dealer's name, addressing, and all postage charges for the delivery of the copies direct to his prospect list.

Editor responsibility for the magazine will continue in the headquarters ofiice of the National Lumber Manufacturers Association. Sales and distribution have already been taken in charge by a retail committee consisting of Roger Finkbine, president of the Retail Association, Don Campbell, past president, Findley Torrence of Ohio and R. W. Slagle of Indiana.

The circulation of Home Improvement, formerly published by the Celotex Company, has been secured for Home and it is expected that the first edition under the new arrangement will exceed 300,000 copies.

I\{ore than 150 employes of the Barr Lumber Company, their families and ftiends. met at the Santa Ana Ebell Club Friday evening, December 22, 1939, to celebrate the company's annual Christmas party. Employes were present fr'om the firm's seven yards located at Santa Ana, Orange, Whittier, Artesia, Norwalk, Pico and Solano Beach.

Wilbur Barr was master of ceremonies for the dinner meeting and introduced Otis H. Barr, president, who extended a hearty Christmas greeting. A $3,000 bonus was divided among the employes based on the annual salary and the time of employment.

Following the dinner, entertainment was furnished by a trio of vocalists, Elizabeth Morgan, Lola Pride and Dempsey Pride with Marian Davies acting as accompanist. The Hurd-Lentz orchestra provided music for dancing, while some took the opportunity to enjoy card g.ames.

YOST-LINN LUMBER CO. EXPANDS

The Yost-Linn Lumber Co., West Hollywood, has purchased a piece of property across the street from their yard where they will build new lumber sheds. The new tract will be utilized for increasing their building material stocks, also to move a part of the stock from off a section of the property which was sold to Los Angeles county about a year ago on which the San Vicente Park is being established. James G. McKinney is president of the company.

cEtoTEx ls BllltDll{G

Vhen at your convention, be sure to see the Celotex exhibit. It's more than ever worthy of your time and your attention!

Because in addition to new, improved items all along the line, you'll see a glowing demonstration of the famous Celotex EXTRA INGREDIENT tbat is incladed FREE utitb eoery carhad ol Celotex Prodacts! That ingredient is ADVERTISING-and when you see the Celotex program of advertisin g for 194o, you'll understand why we're making such a to-do about MORE BUSINESS FOR YOU!

To the eight million dollars previously spent to build sales for you and other loyal Celotex dealers, we're adding pablenty in 194o-big, glowing color ads on Celotex Interior Finish-commanding, wallopy pages on Celotex Vapor-seal Sheathing and Lath and Celotex Roofing-all in tbe most-red national magazines uhicb go rigbt a tbe firesides oJ yoar csston ers, selling for you in the privacy of family circles, where selling counts most!

"Tbtwgb Recognized Dealers Only" continues to be the Celotex distribution policy. "Only tbe Higbesf is still the Celotex quality requirement. Join the Celotex 194O Profit Parade NOSfl!

Deafers to Draw for More "Log Pie"

Log pie-a slice of the centuries as a Douglas fir tree lived and recorded them-will play a return engagement at retail lumber conventions again in 194O, by popular request. A Douglas Fir log pie is a sector of a log crosssection, usually about three inches thick, eighteen inches wide, and tapering to a point at the pith.

Carefully dried, sanded, and finished so that the annual rings distinctly show, this handsome tree sector is mounted on a plywood background. Cut from a tree that is several hundred years old, each piece of log pie affords a striking demonstration of the way time marches on when historic dates of importance and interest are listed alongside of corresponding venerable tree rings.

Several years ago the West Coast Lumbermen's Association displayed log pies in convention exhibits where they attracted unusual attention. Numerous lumber dealers asked to borrow them for window displays, building shows, for placing in bank, building & loan and department store windows, for school exhibits, office displays and so on. So many requests were received, in fact, that the Assoctation found it necessary to prepare a number of 1og pies to order, selling them at $25 each-a sum considerably less than cost.

This year, when it came time to arrange convention displays once more, it was found that log pie panels were remembered and asked for as one of the most popular exhibits ever arranged by the Association.

Accordingly, one log pie will be ofiered as a gate prize at each of the fourteen retail conventions where WCLA has arranged to have an exhibit in 19'lO. Dealers will receive coupons with stubs lvhen they register at their various conventions. The stubs are to be deposited at the WCLA booth. Then, a drawing will be held at the convention banquet, or at some other session, and a pie will be sent to the winner free of charge. Only retail dealers will be eligible to receive these prizes. "We feel that a Douglas Fir Log Pie is a most appropriate prize for retail conventions," said R. T. Titus, director of trade extension for WCLA, "since it is a 'slice' of America's permanent lumber supply." Mr. Titus added that details of the method of drawing would be worked out in each case by the retail association secretary.

R. F. C. Will Purchase Class 3,

T:de I Loant

The Federal Housing Administration has issued revised regulations covering insurance of Class 3, Title I loans up to $2,5@, according to a statement by Jesse Jones, Federal Loan Administrator. This statement, sent out by Frank Carnahan, secretary of the National Retail Lumber Dealers Association. is as follolvs:

"The Federal Housing Administration has issued revised regulations covering i,nsurance of Class 3, Title I loans up to $2,500, the proceeds of which are to be used to finance the erection of nerv h.omes.

"The RFC Mortgage Company will, until further notice, purchase these Class 3, Title I loans bearing 4l/o interest and a service charge of %%, where the entire proceeds are used to finance new homes the construction of which is started after January l, 194O. These mortgages rn'ill only be bought from originators of the loans who establish to the satisfaction of the RFC Mortgage Company sufficient financial responsibility, their qualifications to service the loans, and who provide an FHA insurance reserve equal to 10/o of. the original principal amount of the loan, and whose office or a branch thereof satisfactory to the RFC Mortgage Company is situated within 10O miles of the mortgaged property.

"Loans will be purchased at par, and, upon execution of a contract to purchase a loan, a fee of one-half of. l/o of the loan will be charged. Originators and sellers of the mortgages will be required to service them and may retain the service fee of one-half of l/o paid by the mortgagor, and, in addition, will be allorved another one-half of. l/o.

"The RFC Mortgage Company will not purchase moderization and improvement Title One loans or loans evidenced by notes written on a discount basis as distinguished from interest-bearing notes."

H. F. MAYER APPOINTED ASSISTANT ADVERTISING MANAGER

Harold F. Mayer, formerly connected with several prominent agencies as production manager, and more recently in charge of production in the advertising department of Certain-teed Products Corporation, New York, N. Y., has been appointed assistant advertising manager of that company.