Fanning or Planning?

Are you FANNING or PLANNING, Mr. Lumber Dealer ?

When you come down to the office in the morning, is it with a definite knowledge of some SPECIFIC things that you are going to accomplish that day ?

Are you so enthused over the possibilities of CREATING something that day that you can hardly r,vait to get there, and get started?

Or do you come down simply to be present on the occasion, and to handle the affairs that develop themselves for your attention ?

In other rvords, are yolt tak'ng the OFFENSIVE or the DEFENSIVE in your work?

Don't forget that there is SOME difierence betweerr the two.

Do you start in the morning wondering who will turn up during the day that you can sell a bill of lumber to ?

Or do you start rvith a clearly defined idea of a SERVICE, a FUNCTION, a COMFORT, a NECESSITY that you are going to bring to the notice of Bill Jones, such SERVICE, FUNCTION, COMFORT oT NECESSITY being robed in the guise of a BUILDING or a BUILDING IMPROVEMENT?

Consider for yourself whether your attitude tou'ard your day's work is that of HOPE that something will turn up; OR DECISION TO I\{AKE SOMETHING TURN UP.

No one needs to tell you whether you are drifting with the tide, or swimming torvard some chosen and definite goal.

TELL YOURSELF!

You know that the successful wing shot is the man who shoots skillfully at a DEFINITE BIRD, trusting to CONCENTRATION, not to SCATTERATION; trusting to AIM, not to luck.

If you are a GENERAL RESULT business hunter, quit it, and try the skillful hunter's method of getting busiNESS.

Have you in your office a list of BUILDING PROSPECTS of your territory? NOT a list of folks who say they are going to build, necessarily, but a list of the folks who can afford to do some building, and who, in your opinion, have some definite building NEEDS.

THESE are the people you want to concentrate on. Handle at least one of them every dav. Don't let the sun set on a day in which you have trot -ide a diligent, intelligeht, CONCENTRATED effort to sell a BUILDING

SERVICE of some kind to some man who is NOT in the market for lumber.

Let the "other fellow" have the folks who are openly in the market for lumber and are seeking for competitive bids, and YOU take tire many times larger list of peop e who have not yet arrived at that conclusion. THERE is 'rvhere the money lies.

The first fellow buys building material at the very lorvest competitive price. The latter buys SERVICE and IDEAS in a non-competitive rvay, and the IDEA is rvhat gets the money.

Hitch your business to something DEFINITE, constantlv.

Remember: It isn't LUCK that counts-it's PLUCK. It iSN,t INSPIRATION-it'S PERSPIRATION.

Opportunity is ju:.t a fancy name for HARD WORK. Do your rvork DEFINITELY.

Do the building THINKING for your territory, and help make your town the kind of a building town that it ought to be.

New Mill For Klamath Falls

Portland, Ore., Feb. z.-It is announced here that the Shevlin-Hixon Company rvill construct'a sawmill at Klamath Falls with a capacity of 100,000,000 feet a year. The mill will cut timber logged from large holdings of the company in the Klamath Falls district, and will give employment to about 700 men in the .ivoods and the mill.