Create More Wants

By Jack Dionne

One of the primary factors in the development and expansion of business is knowing what people require, and also what they WANT.

Their WANTS may be few and their NEEDS great, though they may not know it.

The merchant who is in business to SELL GOODS , must learn these needs and supply these wants, and he must likewise transform NEEDS into WANTS and therefore create more WANTS. For the man who WANTS sor4ething and knows it, is the fellow who BUYS.

This thought is by no means new. It has long been hammered upon in these columns. They are fundamental elements in the science of salesmanship.

But they are so vital and important that they will never grow old so long as business depends upon human purchase.

The average person-and this applies to all commodities -usually calls for the same brand of material, or goods, or foodstuffs, that he has become accustomed to, and acquainted with. He is inclined to be very cautious about investing in something'new, or rinknown to him, no matter how it may be needed.

So it is up to the merchant who practices SELLING to instill the idea of WANTING this thing in the prospect's mind, and he must make that want strong enough to overcome'any innate prejudice that may prevail.

And he can never do that by sitting back in an easy chair in his office, and waiting for business to "turn up." He has got to get out, meet his people, mix with them, and learn these NEEDS, else he can never transform them into WANTS-and SALES.

A hundred building ideas will occur to the pfofessional building man with an eye for NEEDS and for business, that never occur to the man who actually has the NEED.

He carries notes of these NEEDS back to the office, and works them out into facts, figures, pictures, plans, that may be ofiered the prospect in tangible form, so that they will immediately mean something definite to him.

Then comes the selling effort. The man who NEEDS sees his need supplied in attractive, practical, interesting form, THE FIRST TIME HE HAD EVER B'EEN CONSCIOUS OF THE NEED. Which means just one thingnon-competitive business. No man ever got a counter bid on business done in this way. Never in the world. It is a SERVICE that has been offered this buyer. This mer-

(Oontinued on Page ,18)

(Continrred from Page 42) the state, the College of the Pacific. In concluding his talk, he said that he was glad that the visiting lumbermen would have the opportunity of meeting the good people of Stockton, and he also asserted that their city was showing the same progress that is being evidenced throughout the state of California.

Elmore King, King Lumber Co., Bakersfield, was next introduced by Mr. Russell as the "sartorial pride of the San Joaquin Valley," "a King by name and a King of goodfellows," and Vice-President of the San Joaquin Valley Lumbermen's Club. Mr. King said that he was merely acting as a substitute orving to the illness of J. C. Ferger, Fresident of the San Joaquin Valley Lumbermen's Club. He requested that he rvould like an expression of the lumbermen, their wives, and guests expressing their regrets at Mr. Ferger's inability to be present at the meeting. Mr. Russell said that he would appoint "two young fellows," Joe Martin and Chas. Tillson, to send a message of regret to Mr. Ferger.

L. H. Chapman, President of the Sacramento Valley Lumbermen's CIub, was the next speaker. In introducing Mr. Chapman, Mr. Russell called the gathering's attention to the nervousness displayed by Mr. Chapman. He said that Mr. Chapman was one of the Kittens to be initiated into the Hoo-Hoo and that his body would be on display in the hotel lobby later in the afternoon. Mr. Chapman congratulated the Central California Lumbermen's Club and expressed his appreciation for the wonderful meeting they had arranged, stating that such meetings form the nucleus for greater co-operation among the lumbermen. In referring to Business and Service, Mr. Chapman said: "'the day of business is business' is gone, now business is service with a conscience. Lumbermen must keep astride with the times and progress; they must co-operate rvith competitors and other members of the building trades."

Mr. Chapman invited the lumbermen to attend the monthly meetings of the Sacramento Valley Lumbermen's Club and announced that their next meeting would be held at Sacramento on March 20.

F. Dean Prescott, Valley Lumber Co., Fresno, spoke for the Califorriia Retail Lumbermen's Association. In introducing him, Mr. Russell said that C. W. Pinkerton, president of the Association, was a very able man and made an excellent President but owing to his inability to be present, Mr. Prescott would "pinch hit" for him. Mr. Prescott, in behalf of the State Association, expressed the greetings of the Association and made an interesting talk on the benefits of a State Association. He said that their present membership was 300 and that the object of the State Association was to bring the lumbermen of the state closer together so that they could find out and work out their problems. He stated that they wanted to make the Association meetings as popular as the Joint Meetings, and he asserted that the State Association is in hearty sympathy with anything that will elevate the lumber business and a closer friendship among the lumbermen. He said that the Association wanted 500 members f.or 1926. At the conclusion of Mr. Prescott's talk, a wire from C. W. Pinkerton was read regarding some. of the bills presented before the State Legislature.

"What ivory is to soap, "Al" Porter is to the lumbermen of ten states" were Mr. Russell's remarks in presenting A. L. Porter. He said that Mr. Porter would talk on the following subject: "Are the rich getting richer, or poor poorer. If so, why not ?" Mr. Porter said that in meetings of this kind it is always advisable to touch on some of the high spots, so that the lumbermen could bring some ideas home with them. In regards to Credits and Collections, he said this matter received considerable attention at the recent Utah State Association meeting in Salt Lake City, and that the discussions there brought out the following points: never analyze Credits on only one point but always remember the 3 C's,. namely, Character, Capital, and Capability. He also touched on the health, beauty, and convenience of Wooden Homes, and in advertising and publicity work, he suggested that these important matters be stressed upon. I\{r. Porter spoke on the annual institute of his association that rvill be held in Seattle on Februar; 18 to 20 inclusive, and said that one of important matters that will come up for discussion there will be the fnter-Insurance Plan which is to be suggested to the Convention. Mr. Porter said the 1926 Convention of their association will be held at Portland, Oregon, and he urged all the lumbermen present to try and attend this meeting.

R. F. Hammatt, Secretary-Manager of the California Redwood Association, was the next speaker. In introducing Mr. Hammatt, Mr. Russell said, "Dick Hammatt is the man who introduced the new grade of garage rustic, which eliminated garage doors, as automobiles could be driven in and out through the knot-holes." Mr. Hammatt spoke on Redwood trade conditions in the state, referred to the rapid development of Northern California, and stated that Stockton was taking a very active part in the progress that was being made in Northern California.

Mr. Russell announced that Frank O'Connor, President of the Douglas Fir Club and the man "rvho was responsible for the high prices of Douglas Fir," was unable to be present, and introduced Frank Trower. Trorver Lumber Co.. San Francisco, who spoke on Douglas Fir trade conditions. Mr. Trower stated that Frank O'Connor lvas so busy with his duties as President of the Douglas Fir Club, President of the Ship Owners' Association, and rvriting up cargo orders, that it was impossible for him to attend and at his request he was acting as the representative of the Douglas Fir Club. Mr. Trower said, "the only certainty of the Douglas Fir market at the present time rvas iis uncer- tainty." He gave some interesting statistics showing the output of Douglas Fir for 1924 and where it was shipped. 1,677,W M feet was shipped into California, which he said was a decrease of 8.4 per cent compared with the 1923 shipments. 1,264,000 M feet u'as shipped through the Canal to the Atlantic Coast, an increase of.36.7 per cent over 1923 shipments. 1,423]91 M feet were shipped to foreign markets. Mr. Trower referred to the remarkable increase in the Atlantic Coast shipments since the opening of the Panama Canal, and stated Japan was the largest foreign market for Douglas Fir with Australia, China, West Coast of South America, and Europe following in that order. In closing his talk, Mr. Trower spoke of the friendship and co-operation that is brought out by such lumbermen gatherings.

Austin L. Black, Advertising Manager of the California White and Sugar Pine Manufacturers' Association, was the next speaker. Mr. Black created considerable laughter among the gathering when he related how he happened to become associated rvith the Pine Association as their advertising manager. When he applied for the position, he said: "the President couldn't figure how a man by the name of 'Black' could write ''White' pine ads that would be 'Read.' The President turned him down but he later convinced hirn and was taken on. when he told him that with Smith as secretary-manager and Black as advertising manag'er, 'Black-Smith' should make a good combination for their Association." Mr. Black told of the large advertising campaign being carried on by the California White and Sugar Pine Manufacturers' Association, and stated that the beautiful lumber advertisements appearing in the magazines and trade journals had changed the attitude of the buying public towards the retail lumber business. chant may not sell it at that time-but it is a certainty that no one else will.

The Stockton Rotary Club Quartette was the next num(Continued on Page 49.)

(Continued from Page 44.)

There are thousands of merchants in the United States doing this sort of business now. I talk to many of them, and delight in their recitals of business creating.

And there isn't a town where much of this sort of excellent business is not going begging. It is mute begging, 'tis true, but begging nevertheless.

Is business slow this week, Mr. Lumber Dealer?

Then go out into the highways and the byways, and dig up some that hasn't been thought of. This sort of business will never come to YOU. It isn't possible in the nature of things.

But it is there-alwaYs.

He Likes It

"Feeling the need of a dependable source of lumber information and knowing from reading your journal that this information is always accurately set forth, I enclose my check for a year's subscription."

P.

FORTY-FIVE PER CENT LUMBER ON WATER DELIVERY

Approximately 45 per cent of the 1924lumber shipments of Oregon, Washington and British Columbia was sold on water delivery, according to the annual shipping report of Pacific lumber inspection bureau.

Notwithstanding loss of trade, compared with 1923, in one domestic and six export markets, there was a net increase of 4.4 per cent in the water-borne business, primarily due to the domestic Atlantic coast markets' gain of nearly 37 per cent over 1923.

The extent to which west coast woods are gaining in east coast markets is indicated by a gain of more than 75 per cent in the past two years, placing the territory north of Hatteras a close second to California as the greatest market for west coast forest products.

Longview Third In State In Building

Longview rvas the third city in Washington and ranked ninth in the entire Pacific coast section in building activity for the month of January, according to building permit figures. A report issued by S. W. Straus & Co., places Seattle first in Washington with permits covering an estimated expenditure ol $2,715,7%) for the month. Tacoma is second with $1,007,650 and Longview third with $285,478. Kelso is seventh with $41.975.

J. Thiele, Modesto.

Billy Glasson Much Better

W. J. (Billy) Glasson, of the W. J. Glasson Planing Mill, San Diego, is reported as much improved from his long siege in the hospital. A severe stomach ailment has kept Mr. Glasson confined for several weeks.

Los Angeles leads the Pacific coast section with a total of $11,171,162 f.or the month. San Francisco is second with nearly three and one-half million and Portland third with $2,942,410. Oakland is fourth, Seattle fifth, San Diego sixth and Long Beach seventh.

Fortune Makes Change

Mr. L. M. Fortune. formerlv connected with Chas. R. McCormick & Company, Los Angeles, is now in the sales department with W. R. Chamberlin & Company, with manager J. J. Rea, at their Los Angeles offices.

Here's An Oak Floorittg Minus Bit Marks

( llt tlrcrefore cosls less to lay because it reeuires no I { scraping and uery little sanding--oll of zuhich means } I beauty plus economy in the finishcd floor.) t Scientific machine work in the manufacture of oak flooring is imperative if for no other reason than to justify our extraordinary precautions taken in drying oak lumber. Our edge-feed machines are superior to other devices in that they produce a finished flooring strip which is mirrorsmooth and free from planer knife marks. (Ask for our free booklet.)

Actually gives you a superior flooring stock because in making "America's Finest" we have gone far beyond commonly accepted conventional methods. From selecting uniformity in standing timber to perfect bundling of finished flooring, every step is taken according to the most advanced processes.

Your first order makes you a permanent custonr,er. Shall zve suote now?

forests rest with you. You cannot say that it does not ;;;;;"- vo".' it io.t. It is your duty to conserve the interests of the future.

C. G. Bird

Responsible for the Great of the Meeting Success

(Continued f.rom Page 47) ber on the program and sang a special number dedicated to Robert Dollar-entitled "Eight Bells."

Mr. Russell then introduced the Speaker of the Day, Dr. Tullv C. Knoles, of Stockton, President of the College of the Pacific. In his introductory remarks, Dr. Knoles created much enjoyment when he stated, "that the lumber dealers of Stockloir had some excellent stocks of lumber on hand and perhaps the bedt lumber that could be fo-und anywLere in the stati, because they had sold the rest of it to the College. The whole world is changir-rg," Dr' Knoles said, "aid as far as students are concerned it is changing for the better. The subjects taught in the colleges today are -different from those once taught. More and more emphasls ls being placed on the sociallciences in the curriculum. We are s"tddying history not merely to satisfy our curiosity but in order to marshall together the lessons of the past so that we may regulate the future. We are studying economy-to know the fict about the great materialities of our age. The college student is changing the viewpoint of the business world.

"I can remember when the words 'business is business' excused all tactics, when business men sought to cover up their business secrets, when the attitude was all for personal aggrandizement regardless of who was hurt. The explorer"ind the student 6ave changed-that.- Explorers into thi social life of the world have published their findings -in scientific magazines. The student has compiled -his statistics and derionstrated that business to succeed must be established upon an economic foundation. The college students a.e 6u.y all the time with their statistics. Th"y enter business life armed with economic facts and are forcing the reorganization of methods in order to meet competition. It is no longer possible to find a secret supply. ^ Law rules transportation and no one is given cheaper rttd b"ttet facilities at the expense of another'

"Of course you were the last men in the world to need this exterior force to change your system. You developed in your organization ethics noi forced upon you bu.t evolved thiough yiur o*n experiences, your own mistakes, your - own "disioveries and founded upon your own character' ' We ha'ue come to the place where the man in business must succeed by open cov6nants openly arrived at. The business whici goes ahead today depends on service for its success. Bu-siness clubs are- evolving theories of service and of ethics for us to trY.

"We are willing to try any theory but we must try it at the bar of statistics. The business world must learn rvhat the economist has learned. We cannot sqcceed permanently if one segment of the community is prosperous at the other segment's expense.

"You believe that the retail lumberman is necessary to distribution. Do not lav emphasis on one side of your ethics. You have a duty to both the consumer and the producer. The responsib;tity for the destruction of our

"Determine the price that you should charge the.consumer in order to fulfill your duty, both to hrm and the oioa"..t. One price to att is right provided it is.equal ;;;-it.t. Notfti"g is going to aroule.sus.picion and distrust "i rJui tt.ttrods Jo m"uch is a disparity in prices and treat-.nt. Be careful to see that we, the consumer' get a square deal"

Mr. Russell then introduced the last speaker on the program. Parson Simpkin, Hoo-Hoo Chaplain, rvho gave one 3t ttir fine inspirational talks. The Parson complrmented ttt" Co^*ittee for the wonderful meeting-;cxpressed aporeciation for the fine work done by Chas' G' 'Bird, reterrtng ["-t i- tt a "Bird of Birds"; and congratulated Stockton on ift. *""a.tful progress it Las made' He emphasized the ,r...t.itv of servicE and obedience to the laws of business ii "ta"it. tuccessfully condttct a business' He said' the.re i. u iOO per cent tuinover of the retail business of the Unitea States "lr"ry ,"l .n years and four months through U""tit*"t, and any busintss which does not regard the i";;i Uit.ltt".t is'headed for bankruptcy' Deal as one Drice men in your community' was his advice to retall i;;b";;". t'"n have to sell ior a certain price to ma.\g a Drofit, he asserted, adding that cut-tttroat comPetltlon il;; Uant iuptcy. 'The Pa-rson stated that the lumbermen il;e;ftll reali"aiion of the value of the forests, that there *.. .""""n standing timber to last at the present rate of cutting tol tZS years, and that when this stand is cut there *itt t-" sufficient second grorvth timber available for all iot"t" "t.i. In closing his"address, the Parson stated, "take home the common iinse that you have heard here this afternoon and you will be successful"'

After reading a telegram from G' Cornwall, M!'-Russell "fo..a -tn.m.Etittg, "'it.t "ntto,tnc-ing -that the Hoo-Hoo C""..t.""tion woriid follow immediately in the ball room of the hotel.

HOO-HOO CONCATENATION

Fourteen Kittens were initiated into the realms of HooHoo Land under the supervision of D' A' Williamson, Vicegerent Snark of the Sacramento District'

The Kittens were: L. E. Ram{orth, Simpsorr St1e9l Cg" Oakland; W. C. Simpson, Simpson- Screen Co', Oakland; H:i. M;t"ey, California & -Oregon Lumber Co', San-Fran.i.."; T- H. Ke*in, Kervin Lumber Co', Modesto; Fillmore d;;;", Union Lumber Co', Delano;- -Chas' C' Moorehead' lr*i" i"-frer Co., Escalon; Fayette McKenzie Donaldson' i,;i;;"b;;t Lu-be. Co.,-stocktbli Chas' C' Bqcklev, Calii";;i" b;d"r Products Co., Stockton; R' W' S1{er, Calii;;;i; Cedar Products Co., Stockton; Lawrence K' Swent;;i; S-ith Lumber So., San Francislo-;.William P' O'Con""1, b-*""t-Oregon Lumber Co', Medfor4. 9f:sgl ; Dean er,if., Vt"J.t" S-ugar Pine Co., Madera; M' W-' Holcomb' Sro"li.t Lumber" & Mill Co. Sacramento; Clarence V' bi'rf.". Silver Falls Timber Co', Silverton, Oregon'

The Nine in charge of the initiation were:,Vicegerent S";;i o. e. witti"rri.on, JVlidvallev l-br' Co', Galt; Senior fr;; ii;., B' S. tt'l.stide,'Davis Luhber Co', Davis Juqlor ii"" -Hl.i, Ullton Hendrickson, \Materway S-' &.D' Co" Oakland; Scrivenoter, tr. T. Robie,-Auburn Lumber Lo'' A;;;;;'goju*, George Ground, -Modesto Lumber Co'' M;;;1;; lJu"i*ock,"Fred llamlin, Paramino Lumber a;.; S;;' f,i..,.is.o; Custocatian, Earl. White, California 6Lit*C".,-O"kland; Arcanoper, i' Q' Martiq, "California f-"-U.t-U".chant," San Franciscb; Gurdon, L' H' Elliott' Valley Lumber Co., Lodi.

FrankTrowerassistedSnark.Williamsonintheritual *"r^f. ""a C.-O. t_"tltaster read the Code of Ethics. Milton Hu"a;"tton put the Kittens through a few of his well 1""*" it""t.l Rod Hendrickson, President of Hoo Hoo 'if,iU i.I- 9, presided at the piano, and Walter Baker, of the H-""aii"f..6n Lumber Co.,- Sacramento, was at the trap

1*-,.and.they provided some snappy music during the (-oncatenatron.

Dance Closes Meeting

-At 8:3O p.m. about 75 couples assembled in the Ball Room of the Stockton Hotel and dancing was continued until midnight -w_ith excellent music furn-ished by Bower's Or_ chestra of Stockton.

The Arrangeme_nt Committee in charge of the Joint Committee was as follows: Charles G. Bird, Stockt6n Lumber Co. _Chairman ; George Meisner, Valley Lumber Co., Lodi; l. U. Gartin, Stanislaus Lumber Co., Modesto: Georsi Good, Good Lumber Co., Tracy; C. D. LeMaster, Sacr?mrento; S. H. Rothermel, Central Lumber Co., Stockton; Fregk W. Trower, Trower Lumber Co., San Francisco. ^ The receiption committee was made up of Mr. and Mrs. George Good of Tracy, Mr. and Mrs.-Lester Elliott of !o_d_t, -Mr, and Mrs. C. D. LeMaster of Sacramento, Mrs. S. H. Rothermel, Stockton, and Frank Wells of Turlock.

Thr Regiltration List for the meeting was as follows:

_ Parson P. A. Simpkins, St. Louis; Ge-orge C. Burnctg Tulere; C. G. Bir4 Stockt6n; Charles Scfrtcefl Orovitlei-ihii P.- H?rc H-. {.. Rqenlerg, L_os Angeles; 3. E. ncggs,'L. J. !V"Jaqg+ .R"!Stt S. _G11ni. G. R. Bleeck6r, San F;dci"";a

L E-. B_rink, Chico; J. P. Brewer, pittsburg; Mr. and Mrs. 9-. .D. le4astcr,_SaCranenqo; R.' F. Wels]'tur%cf; A. -j. Nolan, I. _C_. lt"N":1", San-Francisco; F. B.'Duncan, Detan6; Jancs Ij..Il"tt J. E. Martin, San Francisco; D. A.'Willia,nson and wifc, Galt; Mr. and Mrs. G. E. Ground. Laura Thomo_ solt' Modesto; lll. D. fohgsoq-lV. F. _parker, Ciakland; Georlc .L. Meissner, Lodi; C. R. iillson. Modesio: W. W. Bov?- Ivanhog; Mr. and Mrs. _H. S. Fullcr, Lodi; George B. Fultcr and wife, Santa Rosa; Ben Maisler,- Aaron Maisjcr, fresrrol ''. iMrs. O. H..Miller, _Mrs. ;. H. Shcbaid,-Sa"r"-""1b; O.-p] 5us9 and wife, Stoc-kto-n; _lWr. and Mrs. E. M. Tildeir, J. C. F!".! and;rif3, gakland; R. p. Fuller ana wifl, n.ttii-'fiirc-r, . Manteca; 8..8. Unruh, Fairmead; Walter Bakei. L. H. Chao_ lran ang wifc, Sqglamcntg; Milton Hendrickion, Oaktani; G_corge E._9uqly, W. lr[. ShiffIett, ltlodesto; Gcorfc Gorman, NaPa; .T. 4. K^errf", Geor-ge Ke,isin, Modeito; -riia connii an! qifc. Curtis Cutter, Sacrament6; S. W.'Robinson-ina wifc, R. B. Coopcr and wife, W. O,Connor, D. H. Schrocbet

-4 "4-C Stockton; W. H. Beeseckcr, Oakdatc; L. E. Healcv q1tq _witg, Sacramcnto; H.-T. C_lark, Oakdate; C. G. Chipilari, Oakland; Lcah Grahim,Eln-Jo-r91 S- F: Willi;ni l;;S.; Francilco_; M. G. Paynci W. A-. WasHictr, triodesto; ii;. ;,d $rs. C_. H. Tinness-San Fran_cisco;_f.t{.-Ou Vaifc, ni6ir; P_ean Cook, Madcral yf._qtd tt[rs. j. C.-n"U&, Sac-i"rnciltoi Mr. and Mrs. A. S. McKinney, Sjn Francisc6;-C.-e.-itii: _I_1tyre, Clovis; Noah _Adams, -O-akland; Gdr# *: A'd.;, Walnut_Grove; C. R.Buchanin, tr4r* ifuaea S-an-Fia"-"EG $. .M. _Pearcc and wi!e, Gllberi pcarce, O;kL"d; K;fi;tli !mi_th,. Sa4 Francisco; Sip lrascr, H. S.'BJulsc[;a.dttF-;;.i S. Steiffilion, W. S. -Steinnlio_n, Farami"o; Ctraitor-CJ.i"rii Chowchi{a; E. E. Broyen,- Ma_rysvile; A.'n. tvtiitd;-Ii6;: t_c_ga; O._L. Russum and vrife, Siocktori; Mr. and tf["s. S. A. $i1on Lockdord; Ralp! p. Duncan, li"iccal ltr. Iria Uii. J. S. Irwin, Escalon; f,dr. and Mrs.'M. W. iiai"oinUl-S;;; me-nto; Mr. and Mrs. Char_les ..,, Morchead, Escdoni O. O. WilsonStockton; Mr.. and Mrs. LawrcnCc-lriassly, Sah F;;: cisco; Ea_rl A. Blackman, Oakland; Ur. anA-'ilrs.-F.t. Noonan, Woodland; N. {.-!r_o_ss, Hairwood; Ct'a"toi ilucfif"y, Stockton; Mr. and Mrs. Rod Heidric-trson. C. W. f.iaiJr. Sali ..Franctsco; Mr. and Mrs. S. H. Rothermel, Stockton; Mr. and 'Iurs. ceo-rge_A. Good, Tracy_; A.-L. portcr, Spokaire; R. C. Turncr, -A. J.. Rusself .San_Fiancisco; E. \,(f.-k-G;-ili;; field; W.. B- Dean, C!!_cp; Mf. ana Mrs. f.. tt.-iffibtr,-Iriii_ earct__El$Sr Marian Etliett, Lodi; H. W. Hink-.-A. C;;t_ son, H. C. Henr5r, J. R. Ncylan,_Cirl W. Watts,'ff. g.-Ch;d_ _bourn-c, San Francisco-i &qy gray, Taft; Dave Steinmetz, Los Angeles;_A. H. Keliy, Visatia; Iifr_ina Uri. J. Iri:-ifi;: gomery, Stockton. _&y-pll W!r-ee!er, Stockton;_S. T. Scoficld, Bakerefield; F. W. Elliott, H. H.. Sumrner_, San Franclsco;-h. W. -S;;;; Stocktg_n; M.r_qa Vrs. W. E. S;;""Jr,-G"it;'ru". a;d 1i;;. J. {. {ason, Yuba City; Mrs.- R. !. Wells, W. E. Anderson; 3u5!oc!-; W. B. Marcl, Iv-anho_e; E. enii"o*t, 'Si;iw;Ii J. H. Shcph{d, O. H.--MiIter, Sairamento; Ui.'""a-iti;;:E: ru. schaur, Tragy; John-L._To4-4, Joc Todd, Oakland; F. p;an Pr3scog F'rcsno;_$. _J._!t[iligr, C. W. Mutier, R: A: Ittsco:$ San Francisco; M. A. Hirschfeld, San Leandrb; Mre. C. P. Christenson, Linil=en_; Mr. and Urs.'W. U. C;A;'C;J[: 9_$-1r.r.r, Pittsburi; F..Holmes, !'. W.' Brir;;{ i'fiCtr;;;;: !ryifltSp J<. Aitkeq San Fraricisco; noUc?i-ihlrii, St.l,Lilrii Mrr- E F. Robic, Auburl; C._V._p;ake; Silv;6;;b;;.; E:S: McB_ridc and wife, D-aviii C. K. Crane ara-riifc; E*cicii !y. H. Fatconbury and wiie, F. J. McK;in; Stocftcinlff-.- b] !'erguson and qrife, Sacramento; C. F. Frantz, San Frincisco;

Mr. and Mrs. T. H. McPherson, Escalon; Charles P. Christenscn, Linden; C. A. Minard, Mrs. J. H. Shepard, Sacramentol Mrs. J. R. Neyland, Oakland; Mr. and Mrs. J; W. Strifiler, Lincoln, Ill.; Mrs. J. M. Montgomery, Stockton; Mr. and Mrs. J. A. McWalters, J. H. Stutz, San Francisco; Mr, and Mrs. Warren S. Baird, Fresno; A. J. Crow, Kermanl J. G. Martin, O. H. Carter, A. H. Chalfant, Fresno; L. K. Swentsel, R. E. Hills, M. L. Euphrat, F. R. Lamon, San Francisco; Mr. and Mrs. R. T. O'Hara, Pittsburg; Mr. and Mrs. J. U. Gartin, Modesto; M. H. Ulrich, Mr. and Mrs. W. A. Glenn, Oakland; Frank F. Minard, Fresno; C. Stowell Smith, San Francisco; C. N. Wood, R. E. Bacon, Oakland; Austin Black, Mr. and Mrs. L. A. Godard, R. F, Hamrnatt, San Francisco; A. M. Charter, Roseville; Mr. and Mrs. S. P. Ross, Hanford; G. Thurman, Stockton; Mr. and Mrs. W. B, Dearborne, Loomis; F. L. Sayre, San Francisco; F. F. Sayre, Stockton; Mr. and Mts. Earl White, Mr. and Mrs. F. L. Tillson; Mr. and Mrs. J. P. Ross, Modesto; Mr, and Mrs. G. W. Merwin, Newman; Mr. and Mrs. J. J. Farley, Stockton; Mr. and Mrs. L. J. Harris, Oakland; Mr. and Mrs. W. Tilden, Oakland; Mr. and Mrs. Frcd Hamlin, San Francisco; E. T. Robie, Auburn; Mrs. G. W. Fraser, San Francisco; A. A. Kelley, San Francisco.

Hoo Hoo Protests Proposal To Close Coos Bay Rivers

Marshfield, Ore., Feb. 18.-The Coos Ba1' Hoo Hoo club and North Bend Chaml;ers of Commerce have passed resoIutions asking that the proposal of the l'ar department to close both North and South Coos rivers to log traffic be held in abeyance until a public hearing on the question is held. Notification of the action lvas to be sent to Captain George Mayo, head of the Portland U. S. engineers district.

DIMMICK LUMBER CO. TO REPRESENT L. H. MS & CO.

The Dimmick Lumber Co., of San Francisco, announce that they are now acting as the Northern California representatives of L. H. h'es & Co. of Seattle, Washington. Dur-ing his recent trip to the Northwest, A. A. Dimmick, President of the Dimmick Lumber Co., made arrang'ements to handle their account in Northern California.

(Continued from Page 10.)

Forsyth, Forsyth & Co.; Homer B. Maris. H. B. Maris Panel Co.: Gus Dieckmann. Dieckmann Hardwood Co.; Ray Ford, Cadwalladei Gibson Lumber Co.

Los Angeles-R. E. James, W. E. Cooper Lumber Co.: E. E. Taen_zer, Aqrerican Hardwood Co.; C. Ro-bert Taenzer, American Hardwoo_d Qo.; C. W. Bohr.rhoff, Clarence Bohnhofi; H. W. Swaf!or(, E.-1. S^tanton &_Son; A. B. McAlpine, E. J. Stanton & Son; _LSRgv H. Stanton, _E. J.Stanton & Sbn;'D. j. Catritt, Western Hardwood Lumber Co.; B. W. Byrne, Western Hardwood Lum- ber Co.

San Diego-Jerry Sullivan, Jr., Sullivan Hardwood Lumber Co.

The semi-annual meeting will be held in Vancouver in August, the date to be announced later.

Howell Baker Improved

Mr. Howell Baker, head of the California Panel & Veneer Company, Los Angeles, is back on the job after a severe attack of the "flu."

Laminex Door Exhibit at Stockton Meeting

An interesting feature of the Joint Meeting of the Central California, Sacramento Valley, and San Joaquin Valley Lumbermen's Clubs, held at the -stockton liotei on Satuiday, February 14, was the Laminex Door exhibit. which are manufactured by !!te Wheeler-Osgood Company of Tacoma, Washington. The exhibit consisted of a Laminex Door submerged- in a tank of water to show that these doors are- guaranteed not to shrink, swell, warp, or buckle. The'exhibit was on display in the lobby of the hotel and was of much interest to the lumbermen attending the meeting. The exhibit was in charge of L. G. Woodson of San Francisco, Northern California representative for the Wheeler-Osgood Company.

S,tppose Your Plant Should Burn Tonight-

would y-ou be able to view- the twisted, emoldering ruin", conaoled in your mic- fortune bv th-e sure knowl-e.ds,e thal yog are "d;q".4;iti;t.d,-*ith ;;;; condition on the policy fulGlled, so thai there will b: ;; ;";;tion of the amount you will recover?

The time to think about this question is not after, but before the 6re.

Abctdeen Lunber & Shlngte Coa Ab6rd.€en, Wash. Amerlcan MIU Co., Aberdeen, Wash.

Eoqnlam Lumbcr & thtnatc Oo, Iloqulam. Tlash.

Prolx)er Mttl Ooe Prosper, Ore.

Raymond Lrmber Co. Raymontl, Wash.

Oolumbla Bor & Lumber Oo., South Bentl., Wash.

Eulbert lllll Oo., Aberdeen, Wash.

illUr & |Ilmber Ce., South Bend, Wash. J. ,{. Lewl! shtDalc Co.. South Berral. w'ash,

(Continued from Page 40) ing and I find that the owner nearly always vr'ants more work done than he thought he did when I started.'

"We are c6nvinced," said Mr. Upson, "that the possibilities for building in the cities are far from exhausted and that repairing and remodeling can be made to partly, if not wholly, make up for the small drop in new construction. For nine out of every ten houses have walls and ceilings to be replaced. Two out of every three stores need repairing. And three out of five factories are in need of repair."

"What part do you think wallboard is going to play in the new building program?" I asked Mr. Upson.

Smiling, he said: "The possibilities of wallboard have scarcely been touched. The next four years will see a change not only in the increased amount of wallboard used but in the type of buildings in which it is used. We think we have worked out a plan that is going to be an impelling force in bringing the situation atrout.

"But let me lead up to the climax of my story," said Mr. Upson, and I gladly settled back to listen.

"Wallboaid is a new wall lining as compared with plaster and, like every improvement, it has had its obstacles to overcome. You will remember that not so long ago the stand-pater's ridiculed the steam-engine, the telephone and the bath-tub.

"During the first few years of its existance wallboard naturally had to overcome the prejudice of 'stand-paters' who felt that the world was getting along very well with plaster. Unfortunately some of the first boards were not made up to a quality standard. Some of them were made in poorly equipped mills. Some of them, dubl-r 'orphan' boards, were made to 'sell' regardless of quality.

"As you can see, prejudice would be a natural result of this condition. Contractors, dealers and users gained the idea that wallboard was only suitable for attics, garages and cheap repair jobs. This was the state of affairs we had to face when Upson Board was first put on the market. Upson Board by the service it has given has proved the difference of good wallboard and poor wallboards and that good wallboard is an improvement over lath and plaster.

"We are rather proud of the record for service which Upson Board has made. Since 1916 we have had less than one complaint to every 8,000,000 square feet of Upson Board sold and used. In terms of houses this means less than one complaint to every 2,000 houses lined throughout which is more than the number of houses in the average town of 10,000 people. We feel that the first mile stone in our ambition for good wallboard has been passed-the one labeled quality. Of course, we shall continue to improve the quality of Upson Board for we know that nothing is perfect.

"We find in spite of the fact that thousands of the best dealers