The California Lumber Merchant - March 1923

What's In A Name?

Eighteen years ago when owners of lumber' properties into existencd of ihe

a group of twenty-three made possible the cominE

Lumbermen'sUnderwriting AIIiance

A Southern Lumberman $r1e[s3-

"We like the name you have chosen for the youngster. To us 'ALLIANCE' spells CO-OPERATION and the future strength which co-operation will make possible, We predict a rapid and healthy growth for a new enterprise so well named."

This pioneer subscriber to a pioneer exchange prophesied cven better than he realized. The twenty-three original subscribers har,e increased ma,ny-fold, and the modest $400,000 volume of business covered by its first policies is now $120,000,000 or 300 TIMES as large.

Lumbermen who are not yet co-operating with the largest arrd strongest source of fire indemnity for lumber properties at reduced cost are cordially invited to confer with us, or our representati.r'es. Write or wire us that we may have them call.

Say, Mr. Buyer!!!

Let This List Be Your Guide

Advertisers In This Issue

Albion Lumber Co. ..

American Hardwood Co. '

Bennett-Hamlin Lumber Co.

Bohlssen, H. G., Mfg. Co.

Bradley Lumber Co.

Brininstool Co', The

Browning, H. A.

Bruce, E. L., Co.

Buttonlath Mfg. Co.

Buttress Manufacturing Co.

Buzard, R. T., Insurance

Calif. & Oregon Lumber Co..

Calif. Panel & Veneer Co.

Calif. Redwood Association

California Saw Works

Calif. Stucco Products Co.

boop.r, W. E., Lumber Co'.

Coos Bay Lumber Co..

Cornell Wood Products Co.

Cowell, Henry, Lime & Cement Co.. .

Chamberlin, W. R., & Co.

Fifield,

Glasby & Co.

Golding, Fred, Lumber Co.

Gulf Coast Lumberman

Hamer, Alvin C.

Hanawalt-Spaulding Co.

Hanify, J. R., Co.

H. D. K. Co.

Hendrickson Lumber Co.

Hill & Morton

Hipolito Screen & Sash Co.

Holmes-Eureka Lumber Co.

Hutchinson Lumber Co..

Ives, L. H., & Co.......

Kirby-Bonner Lumber Co.

Koll, H. W., & Co.

Little River Redwood Co.

PHIL B. HART tturirr Edftc

THACKABERRY Glrculadon Moetcr

A. C. MERRYMAI|,Advcrlldqr

il*t,n,

Frucirco (Xficc

THE CALIFOR}IIA

Subrcription Price, f2.l[ pcr Year. Sia3le Copier, 25 ccntr cach.

LOS

ANGELES, CAL., MARCH 15, 1923

How Lumber Looks

The rtrong man of today's market seernr to be anything in tte way of uppers. Vertical green clears have advancd about $4.0O and derh green clears are up $2.O0. Flooring and ceiling are practically off tte market. Shipmentt are rrmning very light on thc above items and she recms rtift at t[e pricer being quoted.

Commonr are strong at around $33.OO to $35.0O with rome larger cargoes being offered. One peculiar condition in t\is connestio'n ir the continued firmness of pricer in spite of the fact that rome of tihe larger buyers have been holding off for t[e part two weeks.

Shipmentr show some intererting figurer as usuaL

For March, up to the night of tte tenth, forty-four boats docked at San Pedro, 31 with 6r and 13 with redwood cargoes. The footage in fir was 3716701000 feet and redwood 7r325rOO0 feet. Dur'mg January and February thia year 283 boatr brought 3O9'E1O,OOO feet of fir and'redwood againrt 235 boatr with 2621140100o feet during tbe rarne two monthr last yeer. ln March, 1922, only 87 boatr came in to thir port and with over half rlrir number already reported for thir March lome new recordr uay be made.

The last weekly report of the Wert Coast Lumbermentr Areociation rhows ttat one hundred and thirty-eight re-

Northwcrtcrn O6cc l23t Northvctt'n BL. Bldr. Pordrnd, Orcroa Advcrtiring Rrtct on Applicatior. porting mills cut 109,233,89i, rbipped 116,089'292 rnd sold 101r55O,O28. This brinss the rdec about 7 per cent below production and rhowc shipments oj t4 per cent above new burinec. According to ttir report the millr of this AsEociation in tbe frrgt eight we€ks of 1923 have cut 77O million, sold 978 million" and have shipped 93O million.

The last report of the Southern Pine Arociation showr that 126 reporting millr cut 75 million, rold 73 nillion' and shipped 79 million during the week Beins a practical standoff between raler and production, and ttese mills are running at theh normal volume.

The California Redwood Aesociation report from 14 mills giver us these figures: Cut I million, shipped 10 million and sold lO millipn, and' it is significant that out of 101713 orders booked by these rtllsr 61727 were for rhipments in California"

Not much-to report on lath, the yardr seem to be well stocked and the demand' ir dow. The price ir about the sarne ar two weekr ago.

Shingler are finm, the demand has increared with plenty of ctock offered to take carc of thc dcmmd. The priccr have not advanced.

Put Us On Your Mailing List

Please put the California Lumber Merchant on your mailing list to receive your house organs, circular letters, or any other business-creating literature or ideas you may have found useful.

Sen Frrncirco Ofice ?fr Fllc Bld3. Pholc Xrny lll

Southcn Oficc aX G$t tr Bldt.

thc l.t ud $rt of orch nonth rt {OI.' FAY BLDG. LOS A\TGELES, CAL. TELEPHONE !T4-'I' Entercd er Scconddur mttcr Scptenbct E, 194 at the Portoflicc al I-or An3clcr, Callfomia, undcr Act of March 3, 1t70.

EARL HOFFMAN RETURNS FROM THE NORTH. WEST

On his return from the N,orthwest, Earl Hoffman, well known Los Angeles wholesaler spent a day in San Francisco, where he visited the offices of the \Mestern States Lumber Co. Mr. Hoffman w,as in the Northwest about three weeks, where he called on his mill connections at Portland, Grays Harbor, and Seattle. He reports mill sto'cks low and buying rather difficult at this ti'me.

HAMMATT WILL ATTEND ARCHITECTS DINNER

R. F. Hammatt, Secretary-Manager of the California Redwood Association w,ill leave for Los Angeles next week to be present at the Architects dinner to be given at the Metropolitan Exhibit rooms on the evening of M,arch 21. Mr. Hammatt will be one of the speakers of the ervening and will talk on the California Redwoods. /

GOLFERS T'AKE NO TTCE I./

John L. Conlon, golfing enthusiast and connected with Cha-s. R. McCormick & Co" of San Fran,cisco, stepped out to the Lincoln Park course on Friday morning, December 9 and playing his usual good game ,made the 12th hole in one stroke. Not so bad. Conlon had the necessary witnesses on hand to verify this keen shot and during the day he received from the San Francisco Chronicle an order for 12 Spaulding Kro-Flite golf balls and 12 Burke golf balls from the Emporium. This feat also entitles him to membership in the "Hole in one Club." It pays to be a good golf player.

MILLER FINDS BUSINESS IN NORTH GOOD

"Chuck Open Sash" M,iller, of the Pacific Door and Sash Co. of Los Angeles, has arrived home after attending the Western Retailers' Convention at Spokane. Members of the California delegatio,n state that he didn't overlook any opportunity to tell the boys about his factory products. He was very successful in getting some nice business and before his departure reported that he was taking home with him orders for 15 cars of open sash.

DEACON CALLS ON SAN FRANCISCO DEALERS

R. O. Deacon, well known retail lumberman of Fresno and the San Joaquin Valley, spent a few days recently calling on the lumber trade'in the B,ay District.

FLINN VISITS SOUTHERN CAI-IFORNIA

C. L. Flinn, Manager of the Albio,n Lumber Co. plants, at Albion and Navarro, California, was a recent visitor to the company's San Francisco office. After a few days in the Bay District, he left for Los Angeles and Souther,n California, where he spent se\reral days looking over the lumbe.r situation.

NE\v YARD AT LANCASTER

The Ranchers Lumber Company will open a yard at Lancaster within a few weeks.

This is a new company, incorporated, the directors being Mr. E. C. Strube, Mr. David Woodhead and E. A. Strube.

Mr. Strube came to California recently from the middle west where he was engaged in the wholesale lumber business, and Mr. David Woodhead is president and general manager of the Woodhead Lumber Company at I-os Angeles.

GUNTON RECEIVES CONGRATULATIONS

H.. M, Gunton, popular.and well known sales-manager of the Santa Fe Lumber Co., of San Francisco, was fhe re,ceipient of many congratulations from his lumbermen friends last week due to the arrival of a baby daughter, Bessie_ Lee Gunton, at their home. Mr. Gunton reports that Mrs. Gunton and Miss Bessie Lee are doing fine.-

What Advertising Has Done For Adenoids

BY JACK DIONNE

We all know wonderful things that advertising has done for certain commodities. We know what it has done for Victrolas, for Sunmaid raisins, for Sunkist Oranges, for Wrigley's Chewing Gum, etc., etc., and many of us may differ regarding what particular thing, in our opinion, has profited most from the power of advertising.

I would lifte to offer a suggestion regarding the thing, which, in my iudgment, has shown the powerful force of advertising and publicity more than anything else.

I speak of ADENOIDS.

Adenoids with TONSILS on the side.

It was only a few years ago that no one ever heard of adenoids. From the beginning of the era of man up to almost the present day, men were born, and lived, and died, without knowing there were such things.

But we have come to know through the propaganda that has been so fearfully and wonderfully distributed that removal of these useless incumbrances is absolutely essential to the wellb.ing of this age. That unless their throats be properly tended to, our children will not reach the fullest development of their bodies, or of their mentdities.

And to furnish this most neceEsary relief from puerility and inanity, olipping bureaus throughout this land are reaping a marvelous harvest of adenoidsr tonsils-and dollars.

When you meet a man on the street today with his child by the hand, the chances are he has just had the kid's adenoids removed, or is iust going to.

And while I rejoice at this great blessing and saving grace'thatscience has brought to us in such copious quantities in this generationr s 8 thinking man I cannot but look back over lhe past with feelings of sadness and regret, for those who have lived and gone, without having their tlrroats properly tended to.

Sometimes I think with gloomy sadness, what mighty men the past agea rnight have known, what wondrdrrs things they might have done, whet splendid examples they might have given us, had science and the knowledge of adenoids only reached them in time.

What a humanitarian Abraham Lincoln might have become, had he had his adenoids nemoved, allowing him untrammeled development.

What a patriot George Washington could have been, had his throat been properly trimmed in his youth.

What a wondrous document the Declaration of independence could have been, hd it been written by nl"r whose physical and mental development had been unrestricted by those vicious adenoids.-

Think of what music Mozart might have given uE; what a soldier Napoleon might have been; how strong Samson could have grown; how wige Solomon might have become; to what a ripe old age Methusaleh might have lived, had their adenoi& bben removed like OUR children.

Whv-if Pharoah's daughter had had in her household a modern nhroat specialist, who lmows but what Moses might have handed down to us fifteen or twenty, instead of a pdtry TEN COMMANDMENTS.

But no! It was NOT to b'e. Science came too late to save them; to deliver them from their bondage. Th"y had to live and die, iust as God made them.

"Of all sad words of tongue or pen, the saddest are these-IT MIGHT HAVE BEEN."

We Believe This Is The Finest Softwood Flooring Made.

It is Weyerhaeuser's end-matched, trade-marked, Nationally Advertised Hemlock Floorin€. Try an order.

We ars'exclusive sales agents in California for this wonderful product. .A,lso for Weyerhaeuserts incomparable trade-marked Fir Flooring. Let us sell you one car. The material itself will sell you dre second one. 0HAS R. |.nR, 00.

T. E. WHITMER ENTERTAINS AT THE JONA. THAN CLUB

On Friday night, March 2, o:ur good friend T. E. Whitmer of Albuquerque, New Mexico, gave a big blow out to fourteen of the Los Angeles Sash and Door crowd, ,at the Jonathan Club in Los Angeles.

We only regret that this account is being given from facts given us by participants. Said participants being: J. A. Farnsworth, E. A. Nich,olson, H. W. Brow,n, H. P. Dixon, Mark Lillard, Ollie Toph.am, E. R. Maule, J'ack Williams, W. L. Leishman, H. S. Terrill, A. J. Todhunter, A. D. Squires, L. E. Gates and the host.

The dinner, according to all accounts was perfect, there was no speechmaking, the gang just warmed up for a general good time, in fact the guests were so pleased with the spirit of Mr. Whitmers hospitality that they taught him to play a game that ris much in vogue now, golf. Not the daytime outside variety, but the African style. The rest of the evening was a riot. Beginners luck held good vre understand, the guests managed to retain their clothes and their determin,ation, but that was about all. One heavy set gentleman informed us that he lost steadily until he got down to a twenty dollar gold piece, his "lucky charm," that he had carried for years, when he lost this he decided that Lady Luck had plumb deserted him for the nright at l,east and he quit. T. E. will no doubt give another affair on the proceeds of this one.

Mr. Whitmer will be in Los Angeles for some time, completing some arrangements in connection with the enlargetnent of their plant.

HOLMES EUREKA IN NEW OFFICES

Bill Hamilton pulled up the other day and moved the Los Angeles Holmes Eureka offices from the Central Bldg. to 1025 Van Nuys Bldg. New telephone and everything, 821752.

SAN FRANCISCO SALESMEN MEET

At the .regular noon luncheon of the Lumber Salesmen Club of San Francisco, held at the Palace Hotel on February 26, Jack Rademan of the San Francisco Lumber Co. was admitted to membership. President Richard C. Jones announced that he had been notified by Ben Reed, Secretary of the San Francisco Lumber Association, tliat the special prize of $50.@ to be given to the salesman making the most original sale, would be awarded on March 8. Joseph Rolando, an honorary member of the club and formerly connected with the Hart-Wood Lumber Co. of San Francisco, but ,now located in Los Angeles for the same concern, was a guest of the day and spoke to the club members on the wh,olesale lumber business in Los Angeles.

We will build your kiln. Furnirhing Designr, Conrtnrction, Piping, Heating, Installation, complete. The Modem Dry Kiln ir a nece$ity and a profitable invedment.

WINNING WITH REDWOOD (IV)

You ?rolt Brrnnrr,-

Everybodl wins with Redutood|

I. The Consumer, who prefers a home wood for home building that appeals by its sturdy durabilit/i one where satisfaction is certain, final cost always less,

II. The Craftsman, who enjoys a smooth even-grained wood that works easy and true and stays put; one that offers a perfect surface to painter and decoratorl one serving truly and well the many requirements of architect and engineer.

III. The Retail Lumberman and the Mill Man, who sells a wood that tallies out a thousand feet for every thousand tallied in; one with a state-wide rrSeryice" that is his service, that helps win customers, satisfy them, and make them his own cu s t o ln er,r- for always I

Everybody wins with Redwood, and we're here to help everybody win. Just ask us-

LERCH AND LAWRENCE VISIT VALLEY TERRITORIES

Theodore Lerch, Sales Manager, and W. J. Lawrence, Assistant Sales Manager, of the Albion Lu'mber Co. of San Francisco, have returned from a weeks business trip in the Sacramento and San Joaquin Valley districts where they were calling on some of their'customers.

J. H. HO'LMES REACHES SOUTH AMERTCA

A ca'blegram to the San Francisco ofifrce of the Hol'mesEureka Lumber Company, announce the arrival of J' H. Holmes, president of the Holmes-Eureka Lumber Co. and Mrs. Holmes, at Rio De Janerio. They report that they are in excellent health and enjoyed an excellent trip to South Amer.ica.

CLYDE FROST APPOINTED SALES MANAGER

The Edgecumbe-Newham Co. Limited, Vancouver, B. C., announie the appointment of Clyde L' Frost, forme-rly a member of the fiim of Frost-Caruthers Lumber Co., Seattle, Washington, as manager of their Sales Department. The Edgecum,be-Newham Co. are large manufacturers of British eolumbia Inspected Red Cedar Shingles, and it is their intention to further extend their operations during the present year.

PEDRINI VISITS HEADQUARTERS

A. Pedrini, of the Pedri'ni Lumber Co. at Lagunitas, and well known Marin County retail lumberman' was 'a San Francisco visitor during ttre past week. During his stay in San Francisco. he called at the ofifices of the Califor'nia Retail Association, where he d,iscussed business matters.

FERGER AND PRESCOTT RETURN FROM SPOKANE CONVENTION

J. C. Ferger, president of the San Joaquin Valley Lumbermen's Club and ex-president of the Western Retailers Association, together with F'. Dean Prescott, returned to Fresno last week after attending the Western Retailers Association at Spokane. Mr. Ferger is the retiring president of the Western Retailers Association, while Mr. Prescott was one of the official delegates of the San Joaquin Valley Lumbermen's Club to the convention.

MACOMBER INJURES ANKLE

F. B. Macomber of San Francisco, California representative of the Chicago Lumber Company of Washington, has been confined to his home for the past two weeks with an injured ankle. His injury is showing continued improvement and it is expected that he will be back at his desk around the middle of the month.

ITESTERN LUMBER

605-606 Fife Building

\te Offer for Immediate Shipmcnt:

2 Cars 2x4R. L.

Common Red Fir S I Sl E t/4" ofr

l0 Cars 2x4 to 2xl 2 R. L,

Common Red Fir-Rough or SISIE-Strong to l6'

AeL thc

Menh-Strong BuiHing, Loe Anceles Phoner l27EO-Pico 2429

About ttrir rtocl; or wirc ur dircct.

Plans and Progress What Busy California Lumber Here and There Folks Are Talking About

LUMBER SALESMENS CLUB OF LOS AN DISTRICT

McCORMICK CO,MPANY CHARTERS TWO MORE STEAMERS

The above is the name that has been selected for the newly formed club in Los Angeles. Starting with about The S'teamers Mahukona

fifty members, fhe prospects are that this will grow into a powerful organizalion among the salesmen in this district.

The last r-neeting was held at the Elite Cafe on February 28. Mr. Ed. Tenant acted as Chairman, and gave a talk on the benefits that could be expected from joining a club of this kind, and it was unanimously decided to go ahead with the plans. Every man present signed ,for a membership, and the {ollou,ing officers were elected, to serve for the balance of. 1923: E. M. Tenant, President; C. M. Elliot, Vice-President; M. F. Curtze, Secretary-Treasurer.

The proposed by-laws were read and adopted, then the members were divided .into two teams to make a drive for new members. This will be a competition, the team signing up the greatest number to.be entertained by the losers.

CREED & SUMNER NEW CORPORATION AT PITTSBURG

Articles of incorporation have been filed by Creed & Sumner, who will continue to operate a wholesale and retail business at Pittsburg, California. They are capitalized at $25.000.00.

The directors are, C. L. Creed, H. H. Sumner, M. C. Sumner ancl M. N{. Creed.

BOYD LUMBER COMPANY EXPANDING

The Boyd Lumber Company of Santa Barbara have bought a piece of land adjoining their present site and announce that they rvill ,immediately start improvements to take care of their increasinq volume of business.

NEW OFFTCES FOR THE PEOPLES LUTUdER COMPANY AT MOORPARK /

Last lveek the Peoples Lumber Company started work on their new office buildings at their yard on Moorpark avenue in Moorpark.

The nerv building will be 24x108, and as soon as it is finished the old offilce will be remodeled to conforrn in style.'

- They intend carrying a full stock at this yard ,in the lUtUre.

chartered by the Charles R. boats will be used in service and California ports.

and Point Judith have been McCormick Company, both between the Columbia River

For Homes and Apartment Houses

is a paying inoestment !

It takes but a small amount of lumber for baseboards, mouldings, door and window casings and this can be in genuine hardwood at a small expense, adding very greatly to the beauty and lasting value of the home.

A room can be completely finished in the finest hardwoods, such as Mahogany, Koa, Quartered Oak, Walnut, Plain Oak or Gum with built-in buffet, bookcases, mantel or French doors, for only $50 [o $200 over the cost of Pine.

This tneo.ns a great deal to a good . buildeil Suggest it to your client.

Many California Lumber Merchants Have Wbn Permanent Customers With Our Products and Our Service.

Henry

Lime and Gement Go.

Sth and Brannan Sts. San Francisco.

Harduaod Headguafterc for 51 yearc

his tle Lumbn,

TTIACOMA, WASHINGTON, advan. ,f tageously located on Puget Sound, is "The Lumber Capi,tal of Ameri,ca."

f6ssnp-statistics show-is supreme in practically all of the important factors that enter into the industry, from great areas of standing timber and modern facilities for manufacturing and shipping, to quantity and variety of manufactured products.

Tacoma offers you eyerything in Pacific Northwest forest products.

Tacoma affords you a centralized source of supply. Take advantage of it. Buy in Tacoma. Locate your buying office here.

Tacoma is the place to establish your woodworking factory or saw-mill. Combined rail and water sites are available with the cheapest electric power in America.

Thi handsome illustrated book, shown here, contains valuable information for all buyers of lumber and other Pacific Northwest forest products. Sent free on requecL

Place gour inquiries before the entire nanufacturing interestu of Tacoma and, Tacoma district.

Write or'Wire

TACOMA LUMBERMEN'S CLUB' Trdoma, WarLington

This handsome Boo(de,scribes

rU refil'est

BOARDS AND MEN NEED DRESSING UP

A board is like a man.

Dress a. man like a bum, and people naturally think he IS one.

Same way with a board.

Dress it up with a bum paint job ,and it immed,iately loses all the advantage it may have possessed.

Someh,ow or other everyone has a feeling of admiration for a smooth, well grained board.

And yet, no mat'ter how lovely a piece of lumber that board may be when it leaves vour yard, it promptly takes a back seat if, after being nailed into the building where it is to do ,it's little part in the world, it has to submit to a bum job of paint.

And the much inferior board in appearance, quality, grain, finis'h, etc., that takes a first class paint job, steps into fron't rank.

Rememtber: A board. and a nail

And a can of paint, Make many a place, Look new-that AIN'T.

Send the lumber you sell, out of your yard, safe in the conviction that it is going to be properly PAINTED. And the only way you can be entirely sure of that in your own mind, is to sell h,im the paint YOURSELF.

Go still, farther, as we have so often said, and help him to get a painter that will put the job on right.

Then, when you have sold him the best lumber to meet his needs, aims, and ability to pay; sold him the best paint for the purpose at hand; and seen to it that he got a man who would give him a skilLful and honest paint job (Don't for goodness sake get the idea into your head that ,this isn't of vital importance, because there are more buildings be-

ing ruined by fraudulent painters adulterating good paint fhan in any other way we know of) and you have done the three things vital to giving your customer satisfaction.

See that your customer gets, not only a good quality of paint, but that he makes a good selection of COLORS. Your paint firm can furn,ish you all the "dope" you need in that line.

DON'T DEAL WITH ANY PAINT FIRM THAT CAN'T ! That's their ,business, just as much as it is to sell paint. MO'RE, if anything.

I know a retail lumber merchant who has made a tremendous success of selling paint, and he says he doesn't sell paint at all-HE SELLS COLOR SCHEMES.

Can you beat it ?

And yet some of these fogeys will tell you that a "lumber dealer should stick to lumber." Sure he should-NOT.

He has no more business to "stick to lumber" than he has to ride on stage coaches. Both methods are of the same age, and in the same class.

He should stick to the proper merchand,ising of building materials, properly used in their intelligent relations to each other.

He should sell CUSTO,MER SATISFACTION in building materials. He should furnish the building IDEAS.

'[HAT'S his job. It doesn't take brains to "stick to lum,ber."

Using Helpful Helps

'Io paraphrase an old proverb: "Dealers He,lps help those who help themselves."

When the manufacturer delivers you a car of lumber he has completed his contract. But he doesn't stop there. He is creating a market {or your goods. He is telling you how to sell them. That's good brtsiness. He wants you to come back and buy another carload.

It's up to you to finish the job.

You go through your morning mail and find an envelope containing a batch of "Dealers Heips."

Use it right and it1ll make your business grow.

First, read it. Don't throw it in the waste basket. It MAY contain some thoughts that hadn't penetrated your don.re before.

It may not occur to y,ou at the moment that the little leaflet sent out to you has been pre'pared at considerable

expense, and is the result of much study on the part of the manufacturer.

It may not occulto you that in going to this expense the manufacturer is trying his level best to help y'ou market your product.

Some of these "Dealers Helps," it is true, tnake pretty adornment for your office walls-might hide a dirt spot or cover a tear. If they contain attractive illustqations, as rnost of them do, you mrigh.t consider cutting ou,t the pictures and framing them.

For all of which they were never intended. Give them the consideration they deserve. Treat them like a messenger from your family physician, 'telling you how to grow strong. Take them in large doses at regular intervals, as often as possible, digest them thoroughly, absorb the contents, and when you've got your fill, you are ready to meet all-comers in the field of competition.

BETTER PAINT MAKES

BETTER HOMES

We have a paint proposition to live lumber dealers, who desire to handle paints of quality and backed by service.

Our materials ar€ made forpeople who lrnow what good paint will do to improve the acceptability of their lumber.

Shrewd men are directed experience; and small men by reason; lesser men by keen necessity.

Lumber By-Products, North and South

From Shasta's Lofty Summit to Coronado's Silver Strand.

BOHLSSEN HARDWOOD STOCK IS SPECIALLY STEAMED-SPECIAL WIDTHS SHIPPED

The H. G. Bohlssen Manufacturing Company, o{ Ewing, Texas, who are shipping hardwoods into the Califo'rnia ma"rket, announce that all of their pro'duct rece'ives a special steam drying process at the plant that gives the 'lumber an unusually bright color that is very pleasing to the buyer.

This ,concern manufacturi:s Red and White Oak and Gum making a specialty of % inch, sf iinch, and /+ inch thicknesses, ar.rd thev ship stock in special widths when so orclered, in addition to making all the regular stock widths.

FRANK CURRAN GOES EAST

Mr. Frank Curran, Manager for E,. K. Wood Lumber Company in Los Angeles, has gone east for a month. He will visit at various olaces.

NELSON CALLS AT HEADQUARTERS

A. O. Nelson, Southern California representative of the Santa Fe Lumrber Co., has returned to Los Angeles after spending a few days in San Francisco. While in the B'ay District, he called at the offices of the Santa Fe Lumber Co., and discussed business matters with A. J. Russell, Manager of the Santa Fe Lumber Co. Mr. Nelson made the trip by motor and rvas accompanied by Mrs. Nelson.

GHAS. IUI. ROSE & GO.

WHOLESALE LUMBER

607 FLATIRON BLDG. . SAN FRANCISCO

WHEN YOU NEEDDOUGL^A,S FIR REDWOOD WHITE PINE SUGAR PINE

SEE US!

California Representatives of the YAUGHAN LUMBIR CO.-P()RTIAND ORE.

Telephone Douglas 6166

HILL LOOKS OVER MONTAGUE MILL

H. L. H'ill, of Hill and \{orton, Inc., together with A. G. Lewis of Portland, visited the white and sugar pine mill operated by Hudson, Strickland and Hill, at N{ontague recently and report lots of snow in that locality. Mr. Morton says that the mill is not operating at the present time, as there is about two feet of snow on the ground, but he thinks that conditions will permit them to resume operations ,in about a month.

ARE YOU PUSIIIIIG?

REDWOOD BOARDS

We

ADVE.RTISING AND CHEWING GUM

Talk about what advertising has done for "Sunkist" oranges, and for "Sunm'aid" raisins-yet and for adenoids 'and for puss-pocke.ts at tooth-roots, e,t.c.-but when you get to.talking about what advertising has done for an inclustry, take a look at chewing gum.

The Department of Commerce of these United States reprcrted just the other day that the consumption of chewing gum in the United States during the good year 1922 was FORTY ONE MILLION DOLLARS WORTH. Something in the near neighborhood of FOUR BILLION CHEWS.

The year 1914-the year the war started-is often taken as a good criterion for before the war statistics. In 1914 the con'sumption of chewing gum in this free and unafraid land of ours was about SEVENTEEN MILLION DOLLARS WORTH.

SOME increase in nine years. whv?

Is th'ere need .to ask?

ihere are two words in the answer, and they should be separated. They are-ADVER-fISING and WRIGLEY.

It was Wrigley who put cheiving gum advertising on the map. It was he who made this nation take up the gum chewing h,abit two and one rthird tirres as strong as tl-rey had ever done. And he did it entirely by advertising.

It wasn't the <lirect result of making better gum,, because he went out ancl created a demand before he actually made an.'r gum. I,t was \\'riglev advertising that people bou3ht 6rst-not GUM.

C)f course, others followed in his footsteps to some extent and there has been strong advertising besides Wrigley's. Gum competition became active. And gum chewing in'creased.

'And some folks say that i,t's hard to trace results from advertising. Not from Wrigley's. Watch their jaws.

PLAN FOR 1923

Plan in advance your work for 1923.

Don't leave it to chance.

Don't trust fo luck.

Don't wait for "something to turn up."

Success never came that way to anyone but a fool, and few of us want success badly enough to be willing to qualify in that class.

SHINGLES H. A. BROWNING

I Exarnine Every Shingle Says the Rite-Grade Inspector

Y visits at RITE-GRADE shingle mills in my territory are frequent, unannounced, and at irregular intervals. I carefully measure each bundle inspected to be sure it is full thickness, then break it open and examine ttre shingles ib detail. Every- off-grade shingle is rejected and entered on rny inspection report against the workman who packed the bundle, after showing hirn the shingle and exp aining the defect.

As an official inspectoq of 'the Association and a recognized shingle expert the results of my inspection are bound to be more effective than th€ results obtained by private inspectors. Furthermore, I HAVE to be very strict and careful as both quantity and quality of all shingles bearing the trademrark "RITE-GRADE INSPECTED" are guaranteed under bond by the Association.

It certainly is gratifying to s€e the improvernent in grades and in manufacturing methods that takes place when a mill is placed under the RITEGRADE inspection system. Rivalry between sawyers and between packers to get the best scores is fostered by the mills and tends to prornote a per: sonal interest and pride in the product Rivalry between RITE-GRADE mills to get the best m,onthly and yearly average is also keen and most desirable.

All of these conditions contribute to the value of shingles bearing the trademark, "RITE-GRADE INSPECTED."

' The Rite.Grade Shingle Association Henry Building, Seattle, Warh.

Up and Down the af/r Dtate

CHAS. M. ROSE & CO. TO REPRESENT VAUGHAN LUMBER CO.

Chas. NL Rose & Co., who have recently opened ofifices in the Flatiron Building, San Francisco, arinoun,ce that arrangements have been completed and in the future they will act as the California representatir-es of the Vaughan Lum- ber Co. The Vaughan Lumber Company are large manufacturers and lvholesalers, rn'ith Pacific Coast officis in the Northwestern Bank Building, Portland, Oregon. Mr. Rose also states that A. R. Van Dorn, for many years connected with the shingle and lumber business of the Northwest, has joined his concern and will act as their representative in the San Francisco Bay District.

KING RETURNS FROM THE NORTH

Elmore King, of the King Lumber Co., of Bakersfield, spent a few- days in San Francisco on his return home from fhe Western Retailers' Cor-rvention held last month at Spokane. \\rhile in the northwest, he also visited Seattle, Vancouver and Victoria, B. C., and Portland.

ELLIOTT

IOINS nrll, eNo nnoRToN, tNc. /

Roy Elliott, {ormer,ly of the Slade Lumber Co. of San Francisco,'is now connected with Hill and Morton, Inc.. of San Francisco and wiil act as their representative in the Bay District. Mr. Eliiott has called orr the lumber tracle of the Bay District for several years and has a large acqu.aintariceship among the lumbermen of Northern Calirornla.

OAK ilD GUM

We are manufacturers of high class hardwood lumber. We make a particular specialty of. rl inch, s/s, inch and. fi inch plain sawed oak and gum.

Send ur your inquirier.

Our lumber ir cold on Hardwood Mfgr. lnstitutc Rul6.

R.

ADVANCE LUMBER COMPANY MOVING TO NEW YARD

The Advance Lumber Company o{ Los Angeles are moving their entire plant from 2}th Street where they have been located for ye,ars to a newly purchased site on Nadeau avenue.

Mr. T. Mcl(enzie, Superintendent, informs us that this plant .will enable them to double their capacity, and that they have moved farther south on accou.rf of -their belief that the city is fast growing toward the beach.

You Can Make More Profit on Stained Shingles

"Absolutely Selling a Better Roof."

Therc rhinglee are right hcre in Los Angeler-you need not carry large rtocke. Sell odd colorr when demanded-we can give you 48 hour delivcry.

We are Behind the Dealer

Be the firat dealer in your comnunity to etock

BE.A,UTI FLL_DURABLE_ECONOMI CAL Hanawalt

2203 Santa Fe Ave. Lor Angctcr (WRITE F'OR, SAMPLES)

co.

Convention Season on in Full Blast

This is lumber ,convention season.

From January first until spring there is a continual string of lumber meetings throughout the United States. To some extent tl-rey use overlapping clays, but since during recent years effort has been made to prevent overlapping dates as much as possible, it is now feasable for a man to attend a large number of the retail csnventions ii he desires, with just time to ju,r-np from one to the other.

The spread of the merchandising idea has developed the attendance of individuals, speakers, journalists, etc., at many of these meetings, so the elimination of duplicate dates has been of value.

The change in lumber'convention programs between the present and the old days is very noticeable. N{ost associations now devote their attention to the discussion of the practical problems of their business, to the encl that the

J. W. JOHNSOT{ AND \^I. L. DUGAN AT HEAD OF THE DRY KILN CONSTRUCTION CO.

This company in Los Angeles for the past two years, is going after the dry kiln business in an agressive ,manner. They are offering the dealers a plan of install,ing a large bat'tery of kilns at the icoast, and point out the many advantages of having the drying done here rather than iir the north. Both men have had years of experience in this business, and their company is prepared to install any kind of a kiln.

Planning for bigger business

(V/E ARE g.lad to r.nnounce a program of improvements and better. \[/ ments, involving an expenditure of some 9300,000.00, which we " believe will result in an increase in production and shipments that will prove more nearly equal to the steadily growing demand for our Redwood products.

We have purchased two new electrically op€rated logging engines which will increase our production and assure a greater supply of Redwood logs for both our saw mills.

Our storage capacity and handling facilities are being expanded by the erection of an additional broken unit shed in connection with our Mill B. This will provide sufficiently increased storage {or dry lumber to pe-rmit f ull operation du.ring the. Winter, and will enable us to carry a larger reserve of worked stock, to apply against the usual heavy Spring demand,

We are putting in an additional loading.track at the back of the oL.nins milt an1 factory to facilitate shipping of straight carload lots bf ite-s which move in quantities, and we are building twenty-five new cottages and adding seventy.five rooms to the hotel at Scotia for the more comfortable housing of our workers.

delegates may return from a convention with an accumulation ,of practical and specific ideas, plans, and methods which they nray put to work 'to their own advantage in their own business.

This season, urged on by their own past records and by the efforts of the prograrm makers of other associations, the convention program generally is of unusually interesting charac'ter, and offers to the delegates an tlnusual return or1 their investment.

LILLESTON PARAFFINE COMPANIES ADVERTISING MANAGER

H. J. Lilleston, has been app'ointed Advertising I\4anager of thl Parraffine Companies, Inc., with headquarters in San Franc.isco, to succeed Arthur G. Ross who resigned to become sales manager of the Caiifornia Metal Enameling Co. NIr. Lil,leston lias spent meny years with the Paraffine Con.rpany and was formerly in charge o{ their floor covering and wall board departments. He will now have charge oflhe advertising and also look after the sales of their specialty proclucts. [{r. Lilleston is rvell known by the advertising -..t'of the Bay District and owing to his long connect'ion with the Paraffine company, he has a large acqua'intanceship among the paint manu{actttrers of the country. Tlt. Paiaffine Cbmpany are large paint manufacturers of the famous Pabco Paints and Mr. Lilleston is a firm believer of progressive lumber merchauts carrying a complete line of paints ; he says, that ,lulrrber and paints go hand in hand and that it is just as easy to figure on the whole job as on the lumber alone.

FTER thirty-five yearc test in the fi.ry crucible of time, Pioneer Products have found Fame and Place in the busy marts of trade.

Men who know have built the reputation of PIONEER PRODUCTS

Dn a splendid foundation of PROVEN RESULTS, they have achieved a recognized standard in an age of exacting specialization.

Thc Lotgcsl Monuftcrurcrs and pis*ibrtoss of

A NEW CALIFORNIA PLAN

This is the latest thing in California plans. It is a special design by the Lumberman's Service Association made for one of Gus Russell's yards, The Brentwood Lumber Co. at Brentwood, California. Flere is a wonderful model home plan.

MANY INTERESTING FEATURES IN GIBBS LUMBER CO. NEW OFFICES

That the Gibbs Lumlber Company at Anaheim have the right idea is shown in the pictures on this page.

Mr. Frank N. Gibbs, president of the company gives us the following description of the.new building.

Main Lobby: (10x26), finished with Califoinia Redwood. Frieze varnished and Oregon Pine s'tained. Large plate glass windows and bungalqw door on Br.oadway entrance. French door at yard entrance. Lavatory w,ith drinking fountain. Counter and tables and chairs for customers. Walls tinted in tan ceiling cream.

The W,o,rk Space: (1Ox10) is white enamel finish-ceiling painted cream, walls mottled in white and green with stencil border. Safe is built-in with cabinets over same.

Private Office: (1Ox14) is finished in Southern Red Gum, and Philipine lVlohogany-walls are painted in green, red and brown jazz efrect.

Ifardware and electric fixtures harr.nonize and yet show as wide a variety as possible.

Floors, five grades and thicknesses of hardwood floors and one grade of Oregon pine flooring used.

Walls are plastered, except closets wh,ich are <rf plaster board, Beaver board and Compo board.

Note that Mr. Gibbs office is painted with a jazz efr.ect, It is evident that Mr. Prip does not live in Anaheim and that you would find Mr. Pep somewhere around the Gibbs plant.

The California Rail Trade

If you canuot wait for him-mail or wirc your ordcr or inquiricr dircct to

ir abcolutely free of knife marlss. Its SUPERIOR machine work produces a polished finish which reduces scraping and sanding to tihe very minimum. This makes SUPERIOR BRAND popular with contracton and f,oor layerr.

Getting business before it reaches the sta$e of competition is salesmanship with a capital S.

Finest"

MY FAVORITE STORIES

By Jach Dionne

Age not guaranteed-Some I have told for 2O years-Some less.

THE NIGGER THAT GOT THE "UNANIMOUS" LETTER

A scared looking darkey rushed into the Sheriff's oflice, with a scrawly, unsigned letter in his hand, and said:

"Judge, Ah jest got to have pitection. Ah got an unanimous lettah heah and dishere niggah says he's fixin' to kill me. Ah got to have pitection."

"Let's see your "unanimous letter," said the Sheriff.

It was a big nigger scrawl that read: "If you doan ,let Mah wife alone Ahm goin' to take mah razor an cut yo black haid plumb off."

"Dats dat unanimous lettah, Judge, ar.r Ah got to have pitection," said the scared darkey again.

"'Why, you don't need any protection" said the Sheriff, 'all you got to do is let his wife alone and he won't hurt you."

"Judge," was the earnest reply "you doan seem t' undastand. Dishere's a UNANIMOUS lettah. HO\\I DO AH KNOW WHO'S WIFE TO LET ALONE?"

BETTER THAN "VERY GOOD'

'fhe new boy in the neighborhood started to school, and the teacher was giving him oral examination to see what class to put him in.

'oHow much ,is 9 times 6 times 2 Johnnie ?" asked the teacher.

"108" replied Johnnie without a moments hesitation.

1'That's very good Johnnie," complacently remarked the teacher.

"Very good, Hell-that's PE,RFECT," said the new boy.

"I certainry *", #lr:uillff:-"men's club meeting today," said the Mrs. at the dinner table.

"Were you honey? Who outspoke you?" asked the facetious husband.

And then the dishes flew.

We sell anything in softwoods that the California dealer desires.

White Pine, Douglas Fir, Redwood, Cedar and Redwood Shingles, Split Redwood Posts, Ties and Stakes.

Our connections are the best, and ae gioe the best possf6le seroice.

Most Fascinating Thing in the World For Retail Buildin$ Material Agent

By Alberta Ruth

Possibly the title of my subject may have aroused some curiosity in your minds. The Most Fascinating Thing in the World for the Retail Building Material Mterchant' Have you ever stopped to think what the most fascinating thing is? Maybe to some it may seem as though it is seiling lumber-to others possibly collections, while to othgrs it may be ke,eping expenses down. That may seem fascinating to you, but I am here to tell you if you think any one of those things is fascinating-you really don't know what the word fascinating as applied to the Retail Lum'ber Business means. The Most Fascinating thing in the world for the Retail Building Material Merchant is-Modern Merchandising.

There are some ,of you who hav'e tried it and are firm,ly convinced that Nlodern Merchandising is the greatest, cleanest, most fascinating game a Retail Lttmber.man can play. But the field of Modern Merchandising is almost as unexolored as the continent of America was when Columbus discove'red it. I want you to take an exploring trip wit'h me this morning. Our first stop in this expl,orlng trip is at the Point called ADVERTISING.

How many of you Building Materia,l Merchants adrrertise your business in the newspapers other than to say in your ads. "See our Company for lumber, lath, lime, cement, doors, windows, etc? How many o'f you Building Material Merchants are complimented every time you go down town on your advertising? Do people in yottr town or your city look for your ads in the paper and tell you about them? If they don't, you aren't really Building Material Merchants. Possibly the newspaper advertising isn't the most important advertising in the world, but at least some one reads the paper every da1' and sofileone is going to read your ads.

These newspaper aclvertisments must be attractive. T'hey must have a cut whenever possible ; urust not say too much, must have a "punch" to use the venacular to "get over." They must be short and snappy, but with the fottr princiiples of advertising neler left out: Attention, Interest, Desire and Action. Don't think you car-r advertise in the paper one week and not the next. It must be every day and every week, the whole year roun<l. Never give the public a chance to forget you are there.

Direct by mail is one o'f the most effective and t.nost satisfactory ways to advertise. It reaches more peop'le than any other way, because most evervolte except the "Tired Business NIan" is interested in a letter. This is particularly true of the farmer, an<l nrost of our communities, large ,or small, are clependent on the fart.ner. The ma,n who cannot get to tbwn in fifteen or twenty minutes, certainly looks forward to getting the urail out of the box every day and mar.ry are the rlays when there is none, and so even the advertising letter is welcome.

Sign boards is another forr.n of advertising. Your name and your place of business before the passerby. An attractive home with lalvn and flowers and childreu shown in the foreground m.akes the most artistic and perhaps sets more people to wishing they had a home of their own like that, or possibly an addition or a pergola or something that you se.e, than any 'ot'her way.

Motion Picture Advertising is really geiting to be quite an interesting thing. Gone are the ads that just flash the name and the place of business on the. screen. In th,eir

Brey, Porterville

place are the attractive pictures that tell the story from tree to consumer, with an artistic home for the finale. lt is a wel'l known fact that people remem,ber'only 2A percent o'f what they read, 40 percent ,of what they hear, but 70 percent of what they see.

If an interesting picture is flashed for a few minutes on the screen ,every night, and the average person sees it at least once a week, he is certain to connectl your na'm€ immediately with the building business when he sees it on the outside, or thinks of anything in your line he may need.

In your advertising you should always make a direct appeui t'o w,omen. This can be done in newspaper advertising, in letters, in personal contact, in motion picture adveitisin'g and every other way you can think of' The women in the world are the buyers. They shop fpr everything else in the wor'lcl so why not for the things that go into the home. Some of these things are hardwood floors, built-in features, French Doors, Mirror Doors, and almost everything you have in your yard if you only knew"it.

But the very best advertising a business can have is the satisfied customer. A customer if he is dissatisfied can do more to harm a business, and a satisfied customer do more to help your business, than any other one thing in the world. lllhe best plan is never to argue with a customer. You all know the saying, "My Country, but right or wrong' lly Country." This can be easily ,made to say, "My Customer, but right or wrong, My Customer." Barker Brothers, of Los Angeles, who are without doubt the largest retailers of Furniture on the Pacific Coast, have always followed this plan. Last year the'ir sales were almost a million dollars a month. Twelve million dol'lars a year' Yet in a recent interview Mr. Barker told this incident. "A wonran bought a carpet from us in the Spring. It wasn't a very good carpet to begin with and a yeat later she came back to the store and said the carpet wasn't wearing well and thought she had not had her money's worth. o'I listened to her," said Mr. Barker, "and although I knew her claim rvas unjust in every way, the carpet was no earthly use to us and we could collect nothing from the factory, I told her I would see that she had a new carpet to' take th'e place of the 'old one." The woman went away satrisfied. The carpet was of collrse a total loss, but I knew that even with a business as large as otlrs we could r-rot affiord to have a disatisfied customer. That one particular woman might be a great talker and the clamage she could do just talking about us would be worse than the loss of the c,arpet. But if she was satisfied and still that great talker, the amount of free aclvertising would be something we could get no other way." And so if this policy works in a business rvhere the sales run uD toward twelve million dollars a )rear, why r,von't it help ybu to use the same method and make your sales the same some time, too. All you have to remember is, "My Customer, but right or wrong, My Customer." Of course, don't just remember it. Practice it. Possibly the best bit of advertising we 'have done in the past year has been a display booth we had at a "Trad,e at Home" exposition. We erected a one-room bungalow. It was finished on the outside with pine siding. Beneath the u'indows there were window boxes filled with flowers. Inside the walls were finished with wall-bo,afd and battens. The ceiling *"' o"t3;"1fit1-JlrSregon Pine clear' At

one end of the bungalow was a buffet; two styles of front doors, a mirror door for dressing room, and a medicine chest with a wall seat underneath occuoiecl the back wa,ll. At the other end was a kitchen cabinef ancl two styles of ironing boards. French doors and Casement windows finished the bungalow. To get a real good mailing list, we gave away an ironing board and had every woman sign her name and h.er address to a card so that we could have it for future use. House plans ancl pictures of homes c,overed t'he remaining available space, and the plan books were always in evidence. It took one person in the afternoon and at least three or four at night to take care o[ the crowds. People not only came once but many times and brought their friends. Almost everyone said, "Wrhy, I didn't know you had these kind of things in a lumber yard." It gave the people of Porterv,ille and surrounding country an entirely different idea of a lumber yard ancl what it might be for.

Oi cours.e, everyone is interested in results. I know of two houses that were started ir-r about two weeks after this exposition. Both of these h.omes were built from our Plan Service and the people had se.en tl-re pictures of them at the bungalow. There have been other homes built also, but I mention these two iust to shorv vou that it oavs to advertise and show people what you liave. By the'rvay, both of these hornes cost at least $6,000.C0 each. so you see we were not out the $200.00 that it cost us to put on this little booth for advertising.

There is hardly a day passes that someone <loes not come in to look at house plans and see our disp'lay rooms. They may not be reacly to build at present, but thev are getting the idea in their minds and rve do all we can to push it along. Besides rvve are making friends with them and when t'he time comes to build they will certa,inly remember us and give us a chance to sell their h,ome, and if we don't tit .is

because someone is a better sa.lesman than we are, or someone cuts the price just to get the job.

Of course, you are interested in knowing how much we spend in advertising. Last .fanuary we decided after reading ,many authorities that we would spend 2/d df the last year's sales on our advertising for the coming year. This we have done and the results are surprising. For dn ten months we have sold as much lumber at our Main Yard as we 'had sold in all three yards for the entire year before. And still there are people who claim it doesn't pay to advertise. There are many forms of advertising but these have seemed the most important just dt this time.

The next thing in line for the Modern Merchandising Merchant after he has enticed the prospect into hris office through his advertising, is to have something to show him, something concrete to work from, something that will sell hin.r a whole house without the mention of lumber. This (Continued on Page 24.)

WFIOLES,A,LE LUMBER

REDWOODDOUGLA,S FIR SUGAR PINEWHITE PINE SPRUCE

wE soLIcIT YOUR TNQUIRIES

321-322 SHELDON BLDG., SAN FRANCISCO Telephone Douglas 7815

brings us to the next point .in our exploring trip. And this po'int is P,lan Service.

A Lumber Stote without a Plan Service is just like an American Breakfast without coffee. I can remember about three years ago when a customer would come into the office and ask for a bungalow book or something from which to get some ideas for a home. The man behind the counter would say, "Irm sorry brrt we haven't any more of those l€ft. We had two or three and someone borrowed them, and didn't return them." Cust,omer lost, he would go to any architect or contractor, get his plans drawn up and possibly that would be the last we would see of him. But how things have changed. Now when a Prospective Home Builder comes into the office and asks for plans ifor houses, the man behind the counter says, "Just a moment, I'll call our Service Department Manager. Mr. So and So, these people want to look at some house plans." Then the man in charge of the Service Department says, "Have you an idea as to how many rooms you want, a two story house or a bungalow?" "We have at least a thousand plans from which you can choose and if none of fhem suit you, we will be very glad to have your ideas drawn up for you." Ot course, if your Service Department says. "Oh, Plan Books, yes, of couse, here are a lot of books-look them orver. When you find what yorr want l.et me know, I'll be out here in the other room," that Service Department will not get very far with that sale.

A real Plan Service demands a Service Department. It demands someone that is actually trained to know what is in the plan books, what arrangements are the best; it requ,ires a lot of patience and a lot of enthusiasm to help these prospective customers decide what they want. There are several plan services. We have three in our office and as many other books on homes that we think fit our territory.

Don't think for a moment that the Plan Service stops with the e{evation and the floor plan. It is just: beginning and just getting interesting, because invariably the customer will ask "How is it going to look inside ? Have you some ideas as to how the homes are being finished, are they using paint or stain? W"hat shall I use in mine?" Then is where the Books on fnteriors come in handy. We have some that are put out by various companies, one by the Morgan Sash and Door- Company, called "Building with Assurance," but the ones we like the best and usq most are the Scrap Books we make ourselves. We have started in these with Gardens and have every kind of a Garden imaginable fr,om a postage stamp lawn to acres and acres of grounds belonging to estates. Next are homes of all descriptions, and then entrances, hallways, stairways, living rooms, dining-rooms, kitchens, bedrooms, bathrooms, basements, every possible room in the house. 'Whenever it is possible we get these pictures in colors, so our prospect can have an idea'for color schemes. It is the Serv,ice Department's duty to know what is the latest thing in drapes, in colors, in curtains, h,ow they are made and of what materials. This brings us into the Display Rooms part of this Exploring Trip of Modern Merchandising.

-Too much stress cannot be laid upon the display room or Service Room. It is an important factor. No customer can get a good idea as to what built.in features, or a door, or a breakfast nook or harwood floors really look like from a picture, but if you take a cust.omer into an artistically arranged room rvhere everything bespeaks of the best ideas in household furnishings-where there are comfortable

chairs, dainty hangings at the windows, beautiful rugs on the floors, where everything points to what is best for the home in the line of conveniences and comforts that you carry in your Building Material Store, surround your prospects with plan books, the psychological effect is wonderful.

Immediately the Oh's ! and Ah's ! are forthcoming, ideas and conversation start and the prosepct is really interested in your service. It is just.the :.aTe idea as the auto dealers are using now in selling their cars. They let their prospect look at the car and they say, "I want you to take a little ride in this car." See how easy it runs, etc., etc., and the first thing you know you are taking a ride and furthermore, you are driving the car home. It is easy after you get your product in the hands of the customer, and so I say if you surround your customer with the things that go to make a'home lovely and artistic, as well as conven,ient, his attention is centered right there in the room and half the battle is over.

While in the display room talking over the plans it is so easy to mention the side lines that every modern merchant is beginning to carry. Paint, there is a good profit in paint, if it is handled right. The customer gets the boards, why not something with which to cover them? We have just started to carry paint in our lumber store and we think it is going to be cluite a money making proposition. At least Jack Dionne says so, and we believe in him so firmly' that we have purchased sweral hundred dollars \ r'orth of paint to start in witl.

Another step in this Modern Merchandising Exploration is Service. What the whole world demands these days is SERVICE, and if he doesn't get it at your store, he will go to one where he does. We have a business slogan that we try to impress upon our employees, so that they in turn will impress it on the public. It is, "You will find Courtesy, Service and Building Materials at our Lumber Store." It isn't original, we copied it almost as ,it is from the "Gulf Coast Lumberman." It is printed on the back of the tags that go to our customers. It is a fine slogan and we surely (Continued on Page 25.)

DOUGTAS FIR IN CARGO IOTS

We can make prompt all rait rhipmentr

The first thing a lumberman needs is VISION! The second is SUPER-VISION!

lry to give the Courtesy and Service, and fill in with the Building Material. Of iourse, these things take hard work and enthusiasm. You can't get anywh-ere without hard work, and if you put enthusiasm with it you are bound to get somewhere.

Be interested in your customer, be enthusiastic with him in the things he is enthusiastic over, and gradually get him enthused over the courtesy and service you are giving him.

There is a iision that is ever before me, as I play this game of Modern Merchandising every day, of ihe time when every building material merchant will have his large display windows, with the completed rooms all showing to the street, so that everyone who passes can see them-. Just like the big dry goods and furniture stores do now. These rooms will be furnished completely and exquisitely w,ith all the modern conviences. Thev will instill in th-e pjopl. who gaze into them the longing for a home just like that, and encourage home building.- When a ptospective customer comes in to see about building a home,-ev-erything that goes into building that home iomplete will be in your store. Everything from the plans to the nails. There will be no need of shopping elsewhere. Wouldn't it , be.-funny now if when you men go to buy a su,it from your tailor, you just purchased the goods from him, the lining from someone else, the butfons another place, etc."? Wouldn't it be hard work to buy that suit ? And so the ym9 principle is involved in the present way most of, us lumber merchants are doing business. We sell the lumber and a few things like cement, bricks, etc., and our cus_ tomer.shops elsewhere.for_ his hardware. plumbing fixtures, his paint, for tr,is electric fixtures, when if would 6e just ai easy. for €v€rys11s .of us to sell him the whole thing ind we would really be giving him a Service.

I hope that everv Bu.ilding Material Merchant will give this Modern MercLandisjng-a t;t. A"l when you ti,- ;l an{,see how really wonderful it is, when you find you'"* really gtvtng a serv,ice, and_ watch your -sales .grow, and people begin to know that a Lumber Yard isn,t ;frrt "'p1".; !9 luy lu_mber, I am sure you will agree with *",'tn"i Modern Merchandising is the most fascinating thing ir;h; world to the retail Building Merchant.

Wall board is another sideline that makes money for you, and besides gives your customers something thai they' a;; very glad to have. There is a nice little i,allbo"ra br.r.i_ ness .ln your town, and it is only waiting for you to take it. Advertise Wall Board, get ihe peop"le intlrested anJ before you know it the carloid is gone ind you "." "rJl._ ing another.

Built-in features come in for their share also, for what rvoman is there who has'had to lift an ironing board from place to place would not be enthusiastic ou"., " built_in ironing board, ,or a wall seat, or a kitchen table that folds into, the wall, everything handy for the lady of the h;;;;. l here are other side lines too, such a hardware, plumb_ ing fixtures, everyt'hing for the home. So far we have not nandled these, but we mean to in time.

GIVE US MEN

Give us men to match our m,ountains. Give us m€n to match our plains, Men with eras in their puipose, Men with epochs in thelr brains.

MISPLACED OPTIMISM

The greatest case of misplaced optimism circus dog, who rburied a fat, juicy bone at main prop of the big tent when the circus Angeles, and wore his p,aws out ,trying to when the show was playing San Francisco.

on record is the the foot of the played in Los dig it up again

THE DIFFERENCE

The chief difference between a mob and a a crowd ,is for you and a mob is against you. crowd, is'that

Morrill

tllGlll7

LUMBER

IUIIXED YARD ORDERS AND SPEGIALTIES

]IOT HOW LITTLE_

HOW MUCH of our experience and gervice can you use?

For 26 years we have been in lumber and Los Angeles. --

Lumber

ALSO all items of STAPLE STOCK

R. Ties

Find time to meet all your prospects frequently. If you haven't time-TAKE time.

Fun, Facts and Filosophy

THE DRUNKEN GOLFER

He was staggering drttnk, and decidecl to play golf-all by himself. So he got h,is clubs and a cadd/, and started. The first hole was a short iron shot. He swayed on the tee. and then firecl. The ball clescribed a beautiful pitch, and landed square in the hole for a "one." The drunk made his way 'to the green, lurched over to the hole, lifted the rtag and saw the ball lying safely at tho bottom of the cup. "Blankety, blankety, blank," said he to the caddy-"give me my niblick. I'11 play 'er out."

OLD AGE CHRISTAIZES

King Solomon and King David

In youth led wayu,ard lives; Each had a few afrrnitiesAs well as numerous wives; But when old age came rolling in With all its aches ancl qualms; Then Solomon wrote the Proverbs ; And David wrote the Psalrns.

CHANGED PERSPECTIVE

If the uan lr'ho is always telling what HE would do if he were President, would stop to 'consider what the President would do if their pos,itions were reversed, he might get an idea that would be good for him.

WRITING A RETAIL AD

DON'T try to write an ad unless you have something definite to TELL, any more than you would write a business letter to a firm you know very little' without h.aving something specific to say to them.

The first step in ad writing is to have a REASON, further than sim,ply thb necessity or desire for filling some space. Don't EVER write or run an ad just to fill space. Save your money.

MEMORIZE THIS

It's an easy thing to do a thing-tomorrow; It's a cinch for one to do it by and bY ; But the guy whose life is sunny

And the guy that gets the money Is the guy that says "I'11 do it NOW-e1 f[p."

If you can't express what you DO linow try and suppress what you DON'T.

An optimist is a man who starts to play 18 holes of golf with only one ball.

Meetirg Popular Demdnd in Cross Panel Doors

]ust a glimpse of our factory warehouse indicating the efrective manner in which we anticipate your jobber's order lor our deservedly popular "Colonial" pattern.

Produced in our own plant lrom California's finest White Pine and finished in All-WhitePine or with 3-ply, slash grain fir panels oI striking character and beauty.

To assure repeat orders, ask your jobber lor

Ya, we mahe Sash, too

D. H. STEINMETz,IR., Los uAngeles Sales Manager . LO2l Tide Insurance Building, Los Angeles, Calilornia

Yard, Mill, Office and Road

What Live California Lumbermen Are Doing

E. H. LINGO VISITING IN CALIFORNIA

Mr. E. H. Lingo, veteran retailer of Dallas, Texas, with Mrs. Lingo, is wintering at the Pal'amor Apartments, San Diego.

W. H. DELLEKER

Mr. W. H. Delleker. of Company, Denver, stayed week.

VISITS LOS ANGELES

the National Land & Lumber a few days in Los Angeles, last

WE ARE SELLI]IG

More construction and merchantable Redwood than in years.

Retailers are turning more to this wood because it gives permanent satisfaction to their trade and also because it gives them the best chance to make a satisfactory profit.

GATIFORTI IA WH ITE

P;UL BUNYAN LATH, sheathing and tath combined in one piece. A perfect bond for stucco. A solid job of aheathing. One less item of material to buy. Reduces cost.

GRAYS HARBOR SHINGLE CO. BUILDING NEW MILL

E. C. Miller, President Grays Harbor Shingle Company, Aberdeen, Washington, informs us that they are building a cedar siding mill alongside their shingle mill and expecl to.have the entire plant in operation early in May. Mr. Miller expects to spend a few weeks in California next summer-

FALCONBURY LUMBER CO.

The Falconbury Lumber Company is the name of the new retai,l firm at Stockton, recently announced. The firm is incorporated for $100,000, and W. H. Falconbury, L. R. Falconbury, and F. J. McKain are the directors.

"HP HENRY DROPS IN ON HEADQUARTERS

"Hi" Henry, of Modesto, traveling representative of the Bennett-Hamlin Lumber C,ompany of San Fran.cisco, was a recent visitor to headquarters to take up business'matters with Garry Bennett and Fred Ham,lin. "Hi" travels the San Joaquin Valley territory and works south as far as Bakersfield. He reports conditions very favorable in the vallev countrv.

BENSON BUYS

The steamer "Frank Lynch" lumber carr,ier by the Benson been sent north to load for San

This is one of the Shipping recently.

NEW BOAT

has been converted into a Lumber Company and has Diego.

Board vessels, bought' just

CALIFORNIA VISITORS FROM SALT LAKE

Mr. A. E. Payne, Manager of the Wholes'ale Department of the-Morrison Merrill Company, Salt Lake, together with Mrs. Payne is in Southern California for a two weeks visit.

TELEPHONE GARFIELD 25E9

R. T. BUZARD INSURANCE

E. DETRICK COMPANY tro SAN9OME ST. SAN FRAI\ICISrcO{ALTFORNIA

and sUGAR PlltES

Building lumber and Finirh. Factory Lumber. Pattern Stock. Wi& clean and uppera for drainboards and sh€Iving. Siding and Moldings, Lath and Shook.

"Largest Producerc of California Pines"

The RED RIUER LUMBER G0.

Over 2(X)'0OO'OOO feet ennually. Continuow year'round production

PAUL BUNYAN, hcro of old-tiru lmbcr camp fabler. Illu3trrted bok nriled frce. Mention Califomia Lumba Merchut.

HowThe Lumber Merchant May Create Business

This is often a vital question to the lumber 'merchant, but for the past year or two a more vital que.stion for us 'has been, "How To Take Care of The Business." And this gives me my answer. If we can do our part to take the "grief" out of building we wil,l take a great big step in advance. Suppose we take Mr. and Mrs. Prospective Builder, show them a photograph o,f a house that pleases them, buy or make a plan to suit them, and build this house complete in a satisfactory manner at a price agreed upon in advance, then these pleased customers will immediately start a free advertising campaign among their friends, with the result that soon we wi,ll be so busy taking care of our customers that we haven't time to create business.

OUR CREED

We believe in the goods we are selling and in our ability to succeed. We believe that honest goods can be sold by honest methods. We believe in giving value received, and we believe that we have done so only when we have given a man the full u'orth of his dollar in satisfaction and in service. We believe in working not waiting; in laughing, not weeping; and in the pleasure of selling our goods. We believe in the work we are doing, and in the sure reward which the future holds. We believe in courtesy, in generosity, and in good cheer.

SEND IN YOUR NEWS ITEMS

The California Lumber Merchant will be delighted to receive and publish news items from its readers: retail, wholesale, mill, personalanything of interest to the lumbermen-and ladies-of California. Send them along. Th.y will be welcome.

Yarding Isolated Tracts of Timber

OUITE a serious problem in most camps to know X,, just how to save some mighty 6ne timber because of its isolationfrequently located in places difficult to reach. The M. A. C. Tugger Hoist will solve the problem. It's so light and easily moved that its use is practical where other

methods are useless. Then there's no fear of sparks, so no fire hazards; no water to pipe and one man handles this.machine to splendid advantage.

Here's economy of operation and real utility in saving all the timber.

lVrite us for a catalog and price on the

Tugger Hoist

A. H. HAYES BACK IN THE GAME

Mr. A. H. Hayes, for years manager for the Jerome Lumber Company, Jerome, Arizona, and later in the hardware game in El Paso, arrived in Los Angeles recently and intends locating ,in the wholesale lumber business.

NETTLETON LUMBER CO. IN NEW OFFICES

The Nettleton Lumber Company'have old Q'uarters in the Consolidated Realty moved from'their Bldg. to a suite in the New Bank of Italy Bldg at 7th and Hills Sts. Their bffice is 729, and the telephone 820376.

Putthis on your office wall: WE PROMISE TOIDELIVER TWELVE INCHES TO THE FOOT AND SIXTEEN OUNCES TO THE POUND. ALL WE ASK IN RETURN IS ONE HUNDRED CE,NTS ON THE DOLLAR.

ANNUAL MEETING, NATIONAL LUMBER MANUFACTURERS' ASSOCIATION. AND THE SOUTHERN PINE ASSOCIATION

To be held at the Grnnewald H'otel, New Orleans, March 2U24.

We are asked to announce that all California lun.rbermen are invited to attend. Mr. J. E. Rhocles, Secretary-Manager, inforrrrs us that the program will be very interest,ing and that they expect a large attendance.

HISCOX WILL VISIT NORTHWEST

R. A. Hiscox, prominent San Francisco lnmberrman and president of the \\/estern States l-un-rber Co., will leave for the Northwest on a two weeks' business trip. He will visit Portland, Grays l{arbor, and the Puget Sound clistrict.

BETTINGEN HAS NEW MANAGER AT EAGLE ROCK

Xfr. Thomas C. Jones, rvho was with the Flavens Holm Company of Los Angeles for several years, has tak,en the man'agenrent of the Bettingen Lumber Company yard at Eagle Rock.

l{r. Jones is an old lrrmberman, and is well knowrv in California.

PAUL HOLLINGSBY IN SAN FRANCISCO FOR WEEK-END

\lr. Paul Hollingsby, Sales Manager for the Hammond Lumber Companv in l-os Angeles was in San Francisco for a ferv days last week.

size screens

The cost is low.

Many of our good customers have asked us if we can make special size screens for them. -indeed we can. Make them, too with all the high quality that $oes into, the Hipolito Sfocft Sfze Screens.

Pushing Sunset Paint Products

One of the greatest manufacturers and distributors of quality p'aint in the State of California, and likewise one of the most enthusiastic ,exponents of the merchandising of paint through the retail lumber <lealer, is The Sunset Paint Comp,any, of Los Angeles.

H. Hendrickson is President and executive head of The Sunset Paint Company, and'his son Henry A. Hendricksen is Secretary-Treasurer and General Manager of the concern. Their factory, l,ocated in the outskirts of Los Angeles is one of the biggest and best equip'ped plants on t'he Coast, and turns out nothing but the "Blue Ribbon Quality" of paint which is norn' famous among p,aint users in the great southwestern territory.

In addition tro the big paint and wholesale department in Los Angeles they also operate warehouses in San Francis,co, Cil. and El Paso, Texas. They h'ave a big retail paint store downtown in Los Angeles, and one in El P'aso. They mrarket their product in all parts of Califiornia, goi-ng all the way north to the state line, and they have built for them'selvei a magnificent reputation for paints th'at are made from the best of materials, in the most improved and approved w'ay, and which "stand up," under wear and weather.

They m,ake a full line of paints for all purposes, and varnishes. They buy the best materia'ls that mroney can buy, employ a veteran for'ce of skilled rvorkmen, and their plant equipment is the latest in n.rechanical devices. Their production ranks among the biggest on-the coast in quaniity, and challenges competition in_ quality.

ihey mattufacture Sunset Blue Ribbon Paint' Diamond Floor Paint, Sr-rncraft enamels, Sun-g1o eggshell finish, Creo-

sol house stains, Sunseeco paste. They are also exclusive agents for Kyanize varnishes and enam.els.

Mr. Henry A. Hendrickson expressed himself as enthusiastically in accordance wiLh the often expressed opinion of The California Lumber Merchant that the lumber dealer is a natural paint merchant, and is anxious to furnish every possible assistance and co-operation with lumber dealers tn helping them to make their paint departments a success. The advertising depart.ment of The Sunset Paint Company is prepared to furnish the lumber dealer co-operation, adsistance, and advice in the securing of paint business, and during the next year is going to give a great deal o,f attention to paint helps for lumrber dealers.

Fruit Growers Supply Company

Manufacturers of California White and Sugar Pine Lumber MiIIs at Susanville and Hilt, Cal.

15O,O0O,00O Feet Annual Crpacity

B. W. ADAMS, Mgr. Sales Dept. First National Bank Bldg. - San Francisco

Retaif Deafers

Order uniformly graded stock of our own manufacture.

CALIFORNIA WHITE PTNE

SUGAR PINE

OREGON WHITE PINE

WESTERN WHITE PINE

DOUGLAS FIR

WESTERN HEMLOCK

SITKA SPRUCE

RED CEDAR SHINGLES

We solicit inquiries and orders. LB.

MANUFACTURERS

Portland, Orcgon

If your townspeople say of you(( Go ask Jones! He knows all about buildin$and will tell you the truth"then your business salvation has a mighty f ine foundation.

GREAT SAN PEDRO PLANT GEO. X. WENDLING WILL BE SALES MANAGER

With its ,plant at Los Angeles Harbor now very fast approaching com,pletion, the new $10,Cm,000 Los Angeles Lumber Products Company promises to develop coast wide interest through tlte extent of its proposed operations in dimension lum,ber, box shook, and boxes.

The source of the Company's timber supply is at Graham Island, off the coast of British Columbia, where ti,mber rights have been secured stretching from the water's edge for some 24O miles around Massett Inlet and its tributary waters on the Island. The climatic and other conditions under which this tract has developed are said to have resulted in an exceptionally high grade of spruce' hemlock and cedar, and in the production of the finest single tract of standing timber on the North American continent. The spruce, of the Sitka variety, is that from which Frank L. Buckley of Vancouver produced over fifty per cent of the aeroplane spruce used by the British and French ar,mies during th,e war'

The Los Angeles Lumber Products Company was formed through a combination of California interests represented by Fred L. Baker and Erle M. Leaf of the Los Angeles Shipbuilding & Drydock Corporation, and Canadian and European interests represented by Frank L. Buckley of Vancouver, B. C. Extensive {ogging and mi'lling operations are being carried on by the Company on the Graham Island property, where they have excellent band saw mills' A subsidiary company has been formed, the Los Angeles Lumber Products Steamship Company, to take over the ownership of three steel steam schooners which have been purchased and especially reconditioned for this purpose' and which wil'l'be added to it is understood as the demand develops. These schooners winl lbring south from the Graham lsland property a steady supply of cants or squares to be unloaded at the Seattle box factory of the Company, and at the big mill site of the Los Angeles Harbor plant which forms part of the great seventy acre shipyarrls controlled by these interests.

The first cf the ,lu,mber schooners has arrive<l lvith her load and the other two ttave started in their neu' set'r'ice. It is the puipose of the Company to build up a reasonable supply of cants in front cf the local plant by such tirne as all machincry shall have been installed and 4ciual sau'irg, planing and btx making cperations ready tc bc corhtncnced, possibly during the next thirty to fifty days.

Recently this Company announced the purchase oj tle Pacific Wirebound Box Company of San Francisco in its entirety. The ,machinery employed 'by that Company il its San Francisco factory for the making of wirebound boxes is to be brought south and installed in part of the great box factory which forms a portion of the big Los Angeles Harbor plant. With the San Francisco concern comes also G. X. Wendling, its president and general manager, particularly well known Pacific Coast packers, and who wirll serve the new organization as sa'les manager. Arno Mereen who built and for a long time operated the big Coos Bay plant, has been for some months with the - new Company supervising the erection and equipment of the new plant and acting as the Company's production manager.

ANOTHER RECORD BREAKING MONTH IN BUILD,ING PERMITS

February was the largest month but one in volume of building perm,its in Los Angeles. The total for the month was $12,080,310.00, this total has been topped only once, in Apil1922.

7s h& Bard

THIGK BUTTRESS BOARD IS BEST

There are two wondrous reasons why the lumber dealer should sell our 3-8 inch plaster board.

FIRST

Because there is more net profit for the dealer.

SECOND

Because it is by far the most satisfactory board for the builder; and your business is built eventually on customer satisfaction.

€- BOARD

Is twice as fireproof as Y+ inch board.

Can be nailed on studs 2 feet apart. wall twice as strong as rvarmer than plaster and

Makes a /a inch.

ls 30/" lath.

Can be wsstrsd_11rater won,t dam_ age it-use it for outside construction.

Takes nails, paint and wall paper letter than any other board.

Let us Tell You.

7ll0 Ahmeda $t. ros ttGEtE$

It is the selection of onlY the beat rough oak lumber. All lumber is thoroug:hly a.ir alried before being Placed in kiIn.

It is kiln-dried ln rnodern moist-air kilns.

AII lumber allowed to cool for ?2 hours after kiln-drying, so that tt wiU attain its natural condltion before it is manufa.ctured lnto floorin8:.

Modern machinery used in ripping:' whlch reduces crooked noorltlg: to a minimum.

Best siale-matcher machines known, kept in perfect conditlon at all tlmes, thus insurlng: perfectly matched stock.

A fa,mous end.-matcher machine used, making this feature of our flooring perfect. Hia:h class, experienced g:rad- ers, standing directly behind the machine, mark the g:rades as the stock is manufactured.

Chief inspector and several assistants constantly check the g:rading of the men behind the tiachines.

All I,ong-Bell oak flooring ls bundled with annealed wire. two pieces to each bundle. Moisture-proof sheals keep the stock ih perfect condition.

A large well assorted stock on hand a,t all times. enabling us to give prompt service to our trade.

Good average lengths ship- ped in all grades and sizes.

Long'-Bell oak flooring can be iclentifled by the Long:-Bell trade-mark on qvery piece.

u can depend,upon Iry.Ba o

Wmsthodsii

qcim Dryirrg

Modern Methods In Kitn Drying

To insure the perfect manufacture bf Long-Bell Trade-marked Oak-Flooring, the rough oak lumber must be properly kiln dried.

Selected of only the best rough oak lumber, it is thoroughly air dried, before being placed in kitn. It is kiln dried in only modern moist-air kilns.

After the lumber is taken from the kilns it is allowed to cool for 72 hours so that it will attain its natural condition before it is manufactured into flooring.

These modern methods in kiln drying lumber contribute materially to the dependability of Long-Bell Trade-marked Oak Flooring.

How the Lein Law Hit a Builder

This story r,vas told us by a yourrg.lumberman of Los Aneeles, u,ho states that it is true, on'ly too true bec'ause irr.-lor."'i, on him. preliminary to the joke he told us of his i*.i"" years exPerience in the retail lum'ber 91-": how he traa sta'rtea when he was seventeen as an office boy, had trt." t it turn at the estimating, order desk, shippi"q 4tp"ii-."t, ancl that for a number of years had handled the iredits and collections. In this departme'nt it was his duty, oi-.oo.t", to watch the jobs closely a9d see that no lien tinfiit expireil. You know, a credit man has a hard job otr'tti. nands when he is cornpel'led to go to the owner of a building and iniorm him that some bill will have to be p"la, #ft." the poor owner 'has taken the receipt ofan irresponsible confractor and'has thought the matter settled. The man in this storv had had'man.v such cases to handle, and he tells us that he had done so much of this work that he had become sort of a half baked attorney, thought that he knew all about the lien laws ind rvoutrd be able to 99p:e with any situation, and HE SURE GOT HIS CHANCE'

Last fall he decided to build a home' "Isn't it strar.rge that so many lurnrberman live in rented houses, and so many barbers ,t""i " shave?) Bought his lot, financed the deal' and proceeded as nlost men do. Everything went fine, until he signed a contract with a plasterer ulho had been introduced" to him by a friend. Good price, the plasterer oromised all kirtds of g.ood work ancl speed' The lath were helivered the next rtay, eV A LUMBER COMPANY IN GLENDALE, hauling these lath to Los Angeles as they had a perfect right to clo. He survived th'is shock, paid the plasterer ir-r fu11*a felv days later, this without asking for a iingle receipt ancl withon! pfolilq..the Glendale people, wh6m he krierv, to see if the lath bill had been paid'

Filed his rrotice of completion, moved in the house, congratulatecl himself that he had built the place with no hitch 6f u'y kincl arcl if the truth was cor{essed, felt just a little

'cocky that he could build and get through with a house without any of the trouble that others seem. to be having all the time.

NOW. The day before the expiration of the lien time for material men on this property, this young man had a phone call from his Glendale friends asking for settlemert of the lath account on his 'hottse. It developed that the plasterer was a bad actor, had s.kipped after a bootlegging scrape and left many bills behind. The shock just about killed our egotistical young friend and we think that his stock dropped way below par in the n3x.t few minutes.

There was nothing for him to do but to write a check for a little over a hundred dollars, (being very oarefu'l to have the stub reading to "cash," in case his wife should see it) and then try to forget it. We hope tha tthe Bentley boys out in Glendale will not give away any names. You all know the man in the case and we are not goin,g to give him away.

Under the Pines and Redwoods These Timely Tales Are Gathered

INDICATIONS FOR RECORD YEAR IN REDWOOD EXPORTS

In 1922 over 27,N0,0C0 feet of Re<lwood was sh,ipped to Australia alone, and so far in 1923 the total is well over 6.@0.000 feet. Three steamers are due ,at Eureka late in M'arch or early in April to load for Australia, t'he !a1am1 Steamer Icla,-Britisli steamer Berangar and the Kalfarli, a Norwegian boat.

ATTEMPT TO SALVAGE CARGO

Attempts will be macle by the San Driego Motorship Vaquero to salvage a part of the lumber cargo of the four masted schooner Watson A. West which was wrecked on San Miguel Island last week.

This s'teamer was owned by the Pacific Freighters Company of San Francisco, Capt. L. Sorenson Master. She crashed on the rocks during a heavy fog, and t'he crew were forced to abandon w,ithin a few minutes. An examination of the vessel disclosed that she w,ill be a total loss.

COCHRAN CALLS ON BAY LUMBERMEN

C. G. Cockran, o,f Los Angeles, southern California representative of the Hendrickson Lumber Co. of San Francisco, was calling on the lum'ber trade of the Bay Distric't during the early part of the month. FIe also checked in at headquarters and after a busy week returnecl to Los Angeles.

GARLAND JOINS CHARLES R. McCORMICK & CO.-

Ed, Garland, well known Pacific Coast lumbermatr, and for the past five and a half years sales manager of the Silver Falls Timber Co. at Silverton, Oregon, has resigned his position there to take charge of the rail dep'artment for Charles R. McCormick & Co. Mr. Garland took up' his new work on March 1., and will make his headquarters at the com,pany's San Fran'cisco oflice. H. W. Hanna, will act as assistant to sales manager J. Walter Kelly and Mr. Garland, in the handling of the cargo, rai1, ancl construction products end of the business. O. L. Russum of Stockton, ind R. R. Gill of San Francisco, will continue 'to cover their same territories in the Sacramento and San Joaquin Valleys and San Francisco Bay Districts.

CUTLER VISITS SAN FRANCISCO

Fred Cutler, of the Cutler-Dimm'ick Lumber Co., of P,ortland, Oregon, was a recent visitor to San Francisco where he spent a week on business. While in the Bay District, he spen't a few days going over business matters with A. A. Dimmick, manager of the California and Oregon Lum,ber Co. Mr. Cutler reports that mill stocks in the north are still low and that the market still remains act'ive; he also states that considerable business is coming 'in from the Atlantic Coast. The Cutler-Dimmick Lumber Co. are the buying agents for the California and Oregon Lumber Co. in the Northwest.

Plans and Progress Here and There What Busy California Lumber Folks Are Talking About

REED AND MULLER AT EUREKA

John L. Reed, Vice-President and General Manager of J. R. Hanify & Co., and -Iohn P. Muller, in charge of rail sales, were recent visitors at the company's rnill at Eureka ,ryhe_rg they spent a week on business matters. During Mr. Muller's absence, H. H. Scoville, their representative ii the Sacramento and San Joaquin Valley territories, was assigned to work in the San Francisco office.

L. Fr. MS & CO.

SEATTLE, WASHINGTON

Gar and Gargo Shippers Pacific Goast Products

We now have *,OOO 1$ in. Fir Lath ready for immediate loading.

EA,RLHOFFMAN CO.

Southcrn Califonle Arocbtc: 707 Manh-Strong Bldg, LOS ANGELES

Phono l27-ELPico 2{29

"We Are as Near to You as Your Telephone."

GANAHL ACQUIRES NEW SITE

The C. Ganahl Lumber Company h,as purchased twelve acres on South Park Ave., near the Goodyear Tire Company plant in Los Angeles. They announce that they will not start operations here for probably two or three years but intend using the ground for a distributing yard at some future date.

HARRINGTON VISITS SOUTH

G. M. Harr,ington, of MacDonald and Harrihgton Lumber Co. of San Francisco, was a recent visitor to Los Angeles where he met his ,m'other, Mrs. A. Harrington and 'his sister, Miss Mary Harrington on their arrival from Minneapolis. Mr. Harrington's folks plan to remain in Southern California for three or four months. While in the south, he also spent a few days att_ending to business matters with their Southern California representative, Cliff Bergstrom.

NEW REDWOOD EXHIBIT AT LOS ANGELES

R. F. Hammatt, Secretary-Ma.nager of the California edwood Association has returned to San Francisco, 'after spending several days in L,os Angeles arranging for their new exhibit in the Metropolitan Building. He states that fhe new exhibit wi,ll have an English cottage effect, with shake exterior and paneled interior, and a pergola entrance. There will be concealed c'abinets in which will be illustrated various finishes including o,il stains, acid stains, enamels, and paints; also a complete exhibit of the various moulding patterns, so that the prospective home-builder can select with their architect or contractor just what they want. The cottage will be l0/2x61, containing one room with a fire place, while the pergola will be 5x6. The cottage will be fitted up so that ,it can be used as a consulting room by architects and contractors, who will be invited to use it with their clients. Work on installing the new exhibit will be started about the middle of the month.

The live ones sell build- i ing service. Any dead one cansell lumber.

THE CALIFORNIA LUNIBER MERCHANT .PUNCH''

PRODUCES PROIFITS

By Jack Dionne

Put some "PIJNCI[" into your efforts to get business.

Put a "KICK" in vour salesmanship.

You often hear men say: "I was the ORIGINATOR of that idea, and Jones stole it and used it."

Three cheers for JONES.

I't doesn't cut much ice who STARTED a thing.

The question of moment is, "\'VHO PUT IT OVER?"

WH'O PUT IT TO WORK? That's the big question. "Punch" means to do and say things in so vigorous, and virile, and IMPRESSIVE a way, that they STICK in the other fellbw's mentality.

The man with "Punch" is the opposite of that man whom we call "Colorless."

And the trouble with the average business man who STANDS STILL, is very frequently that he doesn't impress the other fellow with his ability TO SERVE.

Understand, so far as business is concernecl, your opportun,ity rvith the public, is to.convince them of YOUR equipment, and YOUR ability to serve THEM.

The fact that YOU want to sell goods, is NOT a selling argument, and when you spend your tiure trying to tell them why YOU want to sell, you waste YOUR time and THEIRS.

When you tell them why THEY neecl to BUY your SERVICE, you are going at it from the right angle.

And when everything you DO, and SAY and WRITE, and ADVER:|ISE has that indefinite something in it -that we call "PIJNCH," you are rvell on the way to IMPRESS them.

tror "PUNCH PRODUCES PROFITS."

(The above is ofiered to the various lumber salesmens clubs)

A. L. PORTER COMING TO LOS ANGELES

Representatives of many and various lines of business will be interested to know that our old friend "P,orter" will be in l-os Angeles on the 18th of March.

This trip no doubt has to d,o with the new offilces that he will establish here. we will rvait for A. L. to ;give us the low-down on this next issue.

W. H. MORRISON IN CALIFORNIA

Mr. W. H. Morrison, rvith t'he Whitney Company of Garibaldi, Oregon, is ir-r Los Angeles for about a month. Mr. Morrison rinten<ls looking o\rer tl-le fie,ld in regard to his company opening up some new territory. He informs us that their mills are working to iull capacity and that thev see no let up in sight.

RUSSELL AND BURINETT RETURN TO THE NORTHWEST

A. J. (Gus) Russell of San Francs$o, and George C. Burnett of Tulare, California, lurnbermen who attended the Western Retailers Convention at Spokane, Washington, last month have returned to California and both report a wonderful time. They state that the conventon was largely attended and that it was a very snccessful meet ng. After the meeting Messers Russell and Burnett spent several days at Seattle and Everett, Washington. On their way sonth, thev stopped at Portland, Eugene, and also called at the Coast Range Lumber Co. plant at Mable, Oregon. The Santa Fe Lumber Co., of wh'ch Mr. Russell is manager, are the California representatives of the Coast Range Lumber Co.

0f $uperior Merit Backed By Unu$ual $eruice"

IN EIGHT WORDS, that is the story our customers tell of their dealings with us.

YOU SHOULD BE C.{SHING IN ON woco QUALITY AND WOCO SERVICE, which means'-the finest Old Growth Yellow Fir Timber manufactured with the best equipment money can buy under ideal conditions by men who lcnow how and whose goal is perfsglisn-rnen whose work is their pride.

ADD TO THIS a selling organization that makes a business of selling service, plus complete Los Angeles stocks of doors and panels which are always maintained for the convenience of the California buyer and you have the story in a nutshell

"iferchandise

Seeing and Booking Lumber Needs

You should know your territory like a bo,ok, Mr. Lum'ber Merchant.

You should see it, not ,only with the eye, but with the imagination.

For instance, you know many men who day after day lift up'the broken front gate. Habit prevents them fr,om thinking of it. They have lost the first inrpression of repairing. In {act, they are PASSIVE about that gate.

If the first impression could be revived, or their atten,tion called to that gate, they would be in the market for a new one-or for repairs.

The gate suggestion is merely an example.

It ap'plies 'to scores of other things in your community fhat come under the eye of the man who is actively searching for such things.

There is the man lvho does not realize that his home needs painting; the man who doesn't realize that his barn is in bad order; the rnan who is keeping some of his valuable machinery out in the weather for u'ant of cover space; the man vvho needs a corn crib; the man whose stock has outgrown his builclings, but hasn't enlarged his builclings ; the man who needs irnprovements of various kinds, carl afford them but hasn't thought of buildinig them ; etc, etc.

HERE is your big selling field. It is your opportunity for intensifying your,local business.

Simply begin doing THE BUILDING AND REPAIR-

ING THINKING FOIR YOUR COMMUNITY. It really is YOUR job.

These indications that have been mentioned simply mean to YOU that you have something that is needed, but has been forgotten, or not thought of in the firs't place.

it is YOUR job to call his attention to these things so that he may secure satisfaction and have his UNKNOWN \\TANTS attendecl t<,r.

Is there anything unreasonable about these suggestions ?

We kncrv one retailer who keeps two men in the field all the time just cligging up THE UNKNOWN WANTS of the people of his community so that his sales department may try and supply them.

As a matter of fact, in THIS direction is there grea'ter possibility for increasing your business than by just catering to the prospects who KNOW they want something, and corne af'ter competitive bids?

But it's just like anything else in the world, it de'pends upon the brains and energy you invest.

And with the proper investment it pays mightily.

WHITE LEAVES FOR HAVANA

F. C. White, General Manager of the Union Lumber Co. at Fort Bragg, has left for Havana on a pleasure trip. He will make the trip through the P;anama Canal on the President Harrison. After a sojourn in Havana, he will leave for Florida, rn'here he rvill r.nake a short stay. He also plans on visiting New York City

oME builders today insist on harrnonious color designs and the emphasis of line effect. You've noticed it.

And so you have Color-Thatch. It is our tradenarne for cornb grain (quarter sawn) red cedar shingles of perfect grade specifications, entirely stained and inpregnated with Cabot's Creosote Shingle Stain, through our special process.

No need to a sk why we use cabot's stain. For half a century it has been the standard quality by which all shingle stains have been judged.

color-Thatch is easy to sell because of its beauty, durability and econorary. Your customers will recogttize its rnerits. Do not be without Color-Thatch. It will be a real rnoney rnaker for you. Write for our dealer proposition and cornplete inforrnation.

COLOR.THATCH AGENT

Santa Fe Lurnber Co. San Francisco.

The Williams Stained

Vancouver,

T?re Williarns Stained Shingle Co., Yancouver, Wash., U. S. A,

Gentlemen: Please send me dealer proposition, prices and cornplete inforrnation about Color-Thatch.

Name.

Address.

Happenings in Hoo-Hoo Land Doings

and Sayin$s of Tom

LOS ANGELES DISTRICT TO HOLD CONCAT CONCAT AT SACRAMENTO MARCH 15

MARCH U

The Sacramento Valley district is planning a concaten-

The Los Angeles Cats believe in doing it up brown. No- ation for M,arch 15. Mr. Harry Fuller o{ I,odi, Vicegerant, tices have gorie out announcing a two-"day trip to Santa announces-that they are.putting over a big one and-that Barbara, *i.r" they will stafe a combined concatena- the rest of fhe state will have to get a hump on to keep tion, taiing in kitte;s from th"e Ventura, Santa Barbara up with their crowd' andLosAngelesdistricts.Thedinnerwi11beatthelArlington HJtel at O,sb, S"totday the 17, this followed by I

ANOTHER coNcAT IN MARCH

Jthe C"oncatenation. Rooms have been reserved {or every- / W.g have just received word that the San Joaquin_Valone, and they will have breakfast at,the Arlington. J ley.district_will_hold a concatenation on March 10, at Fres-

This promises to be an interesting affair. I{atty of the no in the Woodmans H'all'

Cats a.e taking their wives, who wilf be entertained in the C. D. Lemaster, senior Hoo-Hoo will be present at this ball room whiTe the Concat is on. meeting, and Vicegerant Snark A. W. Bernhauer, is in

The golf tournament will start at 1 :30 sharp on the ch3_r_ge- of all the arrangements. La Curibre course, the entrants will compete foi various With three concats_already arranged for March and posprizes that the committee has provided. libly more to come, this will be a big month for Hoo-Hoo, ' Committes in charge are: Ed. Tenant, Chairman Com- in California' lrl tLLgE ull r \l l all<trrrlllrJ r\vr!rruvr Ftr I ___ __ Membership Cominittee; Byrne S. Barker, Chairman En- /

SNARK oF PHILIPPINE ISLANDS tertainment Committee. / VISITS LOS ANGELES

FRED coLDrNG rs soME

-Snark wlliams appointed- Fred Goldits to ggt 9n

show at the Los Angeles Hoo-Hoo luncheon, March 8th. t

And we walnt to say that the Snark i'

The meeting broke up at 2 p. m. and was a large suc-

rnittee on Arrangements; H. L. Rosenberg, Chainnan cess. Fred staged a debate between Dave Woodhead and Bush Bookstaver that was a knockout. Dave argued as a Pessimist that the market w'as due for a bust and that the wholesalers had better make one large bunch o'f hay in the next two weeks. Bush came back at him as an Optomist pointing out that the traffic was fine for all wholesalers 'and ihat as long as they could s,lip over an occasional cargo at fifty cents over the market they had no ki'ck coming. It was a draw.

Prof. David Roth, memory expert had the floor for about a half hour and the bunch hated to see him quit. Roth nam.ed every man around the table, with no more coaching than hearing the introductions at the start of the meeting-

Mr. J. Andrews, Vice President of the Citizens National Bank, Los Angeles, made a very ,interesting talk on market and general conditions

Evlry week in every way these meetings get better and better.

THEY'RE TEACHING THE KIDS HOME BEAUTIFYING IN CALIFORNIA

By Jack Dionne

Not long age I piloted a cou'ple of youthful Texas lumbermen around the city of Los Angeles, showing the'm some of the marvelous new home additions that are found everywhere

They had come looking for building iDEAS to take home with them, and they exhausted their complimentary adjectives during the first couple of hours, and then "just looked" at the perfect riot of architectura,l plans being incorporated into homes

Four or five hundred small homes, every one a gem

We have ready for prompt shipment from our Bay Point, Cal., plent, a conciderable quantity of

and wider

No. 1 and 2 Clear Cedar, either rough

in appearance, beauty and attractiveness, no two alike, grouped together in a single district-and many, many such districts.

But the thing that impressecl them most-and myself xl5e-y,'25 a window in a real estate window in Hollywood. That window caught ,our eye compellingly.

Ranged side by side in tha"t window t'here were thirteen rlode.ls of homes, done in clay, in minature, each model being probably ten or twelve inches square.

Not only the home itself was modeled, but the yard, the shrubbery, the walks, etc. Most o,f the m,odels showed the 'homes on hill sides, adding to the,attractiveness. All were in colors, and ,a,ll in different .colors.

And in front of each model lay a card showing the, detailed floor plan of that particular home.

There was a complete diversity of styles, colors, shapes and sizes in these modeled homes.

We gazed, admired-{rankly and outspokenly. Had we seen no farther we l.vouJd have said that so,me combined architect-sculptor had made them.

And then we noticed a neat sign back of them wh,ich read :

"These ,rtrodel homes and plans were ntade by the Home Planning and Decorating Class of The Hollywood High School."

And there was a pictrrre of the 'class, ancl they were mostly girls.

And a young lurnbennan from San Antonio turned to mc in wide amazement and said:

"Good Lord ! What chance have WE to keep up with these folks in building ideas, when they tea,ch it to their kids in school ?"

AN ECHO OF THE FEBRUARY SIXTH GOLF TOURNAMENT

No names mentioned in this.

_ Nasty rumors of loss of memory when ,counting.strokes has brought out the following.

One very close foursome on the fifteenth green; one said to the next high man, "How many."

The reply was, a confident-"Eight."

This brought out "Eigh,t H,ell, I watched you in the bunker and counted nine."

He must have been a sash and door man, for Jhe reply was "THEY WERE NOT STROKES, I WAS KILLING A SNAKE.''

What this Country needs is: More Paint on the Old Place and Less Paint on the Youn$ Face.

DICK PUTMAN IN ADVERTISING GAME

For the is stepping

first time in fifteen years, L. R. (Dick) Putman out of the lumber association business.

He used to run arid he organized ber Dealers.

,a retail yard in Arkansas (still owns it)

'the Arkansas Association of Retail Lum-

'Ihen he was made Advertising Manager of The Southwestern Lunrbermen's Association, of Kansas City, retailers.

The Southern Pine Association, of New Orleans, grabbed him and made liir-n Advertising Manager.

He left and organized The American Wholesale Lumber Association, the first great national organization of wholesalers tlaat has been a blessing indeed to the wholesale end of the lumber business.

Now he engineers atr amalgamation between the Ameri-

can Wholesale Lur-lrber Association which is to be perfected at a joint meeting to be held in March, and when that takes place he is going to step out of the lumbelassociation work' He will leave behind a tremendous rvholesale lumber association stretching from ocean to ocean and capable of great good to the industry.

And he is going into the lum'ber advertising business' He will become a partner in the firm of P'erry Hanly Advertising Company, of Kansas City. He will manage the Chicago office, and have direct charge of their building material department. This concertl has many large lumber accounts now, including both Long-Bell and The Southern Pine Association and others, and Mr. Putman will go out after more of them. National advertising is their forte'

Mr. Putm,an is admirably fitte'd for the work, and wiill undoubteclly n.rake the sam'e success that he has o{ his every other activity.

OR SIIIIGTES WIIII

AT WHERE TO PLACE YOUR ORDERS WHEN YOU CAI{ - HAVE THE QUALIFICATIONS OF ALL THE WORTH WHILE CONCERNS CROSS INDEXED AND AT YOUR FINGER TIPS.

ALWAYS UP TO DATE

JUST THE KIND OF A BUYING drpnX YOU HAVE ALWAYS wAl.lTED. SAVES TIME AND TELEGRAPH BILLS AND INCREASES YOUR EFFICIENCY.

Bemis and Cowan NewPlant

In full operation now with a lerge stock Catering to the dealer mainly, with a slogan, "Let ur Handle Your Sash and Door Grief.tt

The proprietora, C. B. Bemic and I. F. Cowan, are old rarh and door men and well known in Los Angelea.

A Pledge To You

is stenciled on the back of every piece of MAPL$ BEECH, BIRCH .and OAK HARDWOOD FLOORING

It is the trademark "EVERL-ASTING" put there as a guarantee of CAREFUL MANUFACTURE and SCIENTIFIC KILN DRYING by the manufacturera.

NICH(}I.S & C(})( IUMBIR C(}.

GRAND RAPIDS, MICH.

"The Home of Shilled Woodworhers"

J€rome C. Grlpps, Callfornh Reprere[tatlve &11 Securlty BlilAi., Lor Angel€.

You Appreciate the I{eed fo, Quulity

Few people appreciate as you do the vital need for extreme quality in roofing -because you realize what constant exposure to the sun, the rain and all weather confitions mean.

$aerrerMr,8

stands up under the geverest tests of Time and the elements, becauee we put the quality into it-and because we process it the o'Veaoero'*"y.

You d.ontt need to worry about your reputa. tion when you resomrnend, "Wcanter" Roof. iog. You know it will give "Better" Beryice, becauee better service ie really a matter of botter quality- and *Weaoeito Roofing is honeet guality through and through.

nVeq.oer" Roofing is mad.e in oarious grad,e*, ueiglits "and, colors for all -qpes of buildings. WEAVER ROOF COMPAII"Y

Sylne$er L Veaoer

Telephone Bdwy. ?84

Iac Angelea

To the Reailer VZho \Vants aCleanThtrr-over on His Stock

fN many retail yards you will find a lot of I lumber that will not bring the price that was paid for it.

Culls that fail to make any grade; badly warped and twisted pieces; flooring with the tongues broken andedges splintered; mismanufactured stock; dirt-streaked siding or finish markedwith the hobnailsof a slovenly loader.

W'hat can the retailer do about it? If he passes this stock along to his trade at the regular price it creates a bad impression, breeds complaints, kills off customers. If he sells it at reduced prices he sacrifices his profit. Or, if it is not disposed of, it takes up valuable storage space, reduces the rate of turn-over and cuts down his profits.

and habits. Many retailers have quit experimenting with their buying and are more and more concentrating their purchases among the concerns who make it a point always to deliver saleable lumber in saleable condition. '

The retailer is thus enabled to carry out some of his own ideas of service to his customers. He is able to furnish his tradewith the same' evenr uniform grades year in and year out. He sends every load of lumber out of his yard with a smile because he knows it will please. fle knows its history-that it looks right, has been made right and seasoned'comectly. This means more sales and customers better satisfied.

This retailer's profit at the end of the year is in the bank where it ought to be, instead of the "boneyard." He gets a clean turn'over on his stock and he makes money. have

SITUATION so annoying and burdensome that to eliminate it many retailers changed their entire buying methods

VERY retailcr b;oos ohac ll ttcar.s to hin to haoc a car of I-' l*mbcr arrioe h'pcrfcct ordcrcocO foot of lt saleablc aad rcodg for imarcdiotc dclioctl to hk fiada. That * oh7 Wc1cducrsct mills lay strcss on concct loding.

Cortcct loadirg ot a Vqnthoctsct alll mcats tlut coay ar is first sucpt cleal of dt* oil rabbish; lttjrthg l,oik arc pallcd fton the ualls and flnr; atd thc floor of thc ar is that strillcd as a pro-

tcction against bol* atd other lmjcctitg hardoarc. Thc ltmber h rtiled ot a bed offresh, clcat shaoitgs atd scctrcly ttnkcd to ilrcocnt ocaoitg and matisg itt ttatsit.

It asts morc to load hnbcr h this oa7. It ts a ban of the Wctc"fueuser iolicl of dclioring sahdlc luabcr in salcoblc cotdllioscvidetce that Yclcthtnsct nill nct luoc thc rcbilr's |oltt of oieu.

HE Weyerhaeuser mills have made it part of their business to understand the retailer's problems.

There is but one standard. at any Weyerhaeuser mill, and that is the Weyerhaeuser standard of putting into the dealer's yard lumber that, from the standpoint of quality, workmanship and appearance, is always saleable at a profit to the trade.

The managers of all these great plants are on theiob every day keeping their lumber up to this standard of quality. No part of the producing process is overlooked. Every detail of sawing, planing, grading and seasoning is watched every minute of the day. Even the loading crews understahd that careless loading will not do-that every footof lumber that goes into a car mus,t be I00% saleable when the dealer unloads it.

HE Weyerhaeuser salesman, the direct personal representative df the mills' selling organization, is imbued with this samespiritof helpful-

ness. FIe wants to work with you, to help you adjust your stocks to meet your local demands, to see that you are co\rered on your requirements at the right times and in the right way. Part of his duty is to see that you are satisfied with every stick of lumber you buy of him.

The Weyerhaeuser salesman knows personally the personnel of each mill he repre. sents; he knows their stocks, he knows just what they can do for you. He is a man who understands the buying as well as the selling of lumber. The mills have confidence in him. They rely on his iudgment; they fulfiU his promises to his trade.

If you do notknowthe address of our local district representative, a letter or wire to our nearest branch ofrce will put him in touch with you at any time.

Retailers who know what it means to get a clean turn-overon their stockareseeingthe advantage in atilizing regularly the facilities and personal service of this organ. ization.

VTEYERI{AEUSER SALES COMPAI\rY

lDisnibutors of

WEYERHAEUSER FOREST PRODUCTS

General Offices . SPOKANE, WASHINGTON

BranchOff"n ST.PAUL CHICAGO BALTIMORE 2691 UniversityAve. 2o8SouthlaSalleSt LexingtonBldg.

The Weyerhdeueer Sales Company is the combined selling organiTation of the follon'ing Weyuhae*ser Milk and Distriburtng Plants: 9loSuetlumberCo... .Ooguet,Minn.

The Northern Lumber Co. . . Cb{uet, Minn. Johnson-WentworthCo. . CloquetrMinn.

PodatchlumberCo.. ..potlitch, Idaho

HumbirdlumberC,o. . . Sandpoint,Idaho

&lwatd Rudedge Timber C,o. . Coeurd'Alene, fdaho

NEWYORK 22OBroad*ay

Bonnens Ferry Lumber C,o. BonnersFerryrrldaho

BoisePayettelumberCo. . Boise, Idaho

Snoqualmie Fdls Lumber Co. Snoqualmie Falls, Vash. WeyerhaeuserTimber Co

WeyerhaeuserTimberCo. Baltimor.e, Md. ThompsonYards, Inc. . . St. Paul, Minn.

H. KOLL & COMPANY Going after Business in Up-to-d ateWay

PART OF THE IMMENSE PANEL STOCK

H. W. KOLL AND CO. PRESENT SOMETHING NEW IN THE WHOLESALE AND JOBBING GAME IN LOS ANGELES

This company was founded five years ago by Harvey W. Koll, who had been associated for years with his father, A. J. Koll, in the Koll Planing Miil.

Starting with a small building covering less than three thousand feet of space this business has grown into a new up-to'date warehouse covering about tweqty-five thousancl square feet, at 432 Colyton St.

Their business is strictly.wholesale, dealing with the retail dealers exclusively. They carry an immense stock of every

H.'W'.KOLL & COMPANY, Continued

THOUSANDS OF PANELS ARRANGED FOR QUICK LOADING

kind of veneered panels known. Every kind of hard and soft woods, carried under a tracle ntarked name of "Kolco." X,Ir. Koll is popularizing this name by extensive advertising ar.rrl has adopted a special color to use in his advertising, to further distinguish the narne.

The_v are the largest distributors of wall boards on the Pacific Coast. Handling four well known brancls ,,Champion," "Compo," "Kolco" "tta1 "!Tpsotl." These stocks are so afranged in the rvarehouse to facilitate speedy handling, ancl thel' are shipping Wall board to vanions points throughout the southwest.

In addition to panels and wall boards the H. W. Koll Company stocks stock size slab doors. in varions woocls. These

H.'W'. KOLL & COMPANY, Continued

THIS SHOWS PART OF THE IMMENSE DOOR STOCK

come from one of the largest mills in the country and the dealers find a distinct advantage in being able to draw these from a warehouse rather than keeping a variety of high priced doors in their own stock.

The entire line comprises 385 items, this including a line of butcher blocks that they job {or one of the eastern manufacturers.

The Koll Company is the exclusive Southern California representative for the Roddis Lumber & Veneer Company of Marshfield, Wiscotrsin.

Mr. Koll is an aggressive advertiser, knows the value of popularizing a business and a trade mark.

H.'w. KOLL & COMPANY, continued

A WONDERFUL FEATURE OF THIS INSTITUTION IS THE COMPLETE. NESS OF STOCKS

It ig gur.pleasure to advise the lumber dealer that there is l".t+i"€ in.theSherman Anti-trustAct to prevent v"u ii;1n $ettin9 all fired with enthusiasm about y6ur own bu6in;sr.

WANT ADS

(The Clearing House)

This Column of "Wants" and "Don't'Wants" is for: The Fellow Who Wants to BuY The Fellow Who Wants to Sell The Fellow Who Wants to Hire

Rqte: $2.50 per colurn inch The FellOW WhO Wants to Be Hired

WANTED: YOUNG MAN

For bill clerk and assistant bookkeeper' Must be experienced in lumber office work; use typewriter. Salary $\ZS.OO to $150.00; address in own handwriting, give full particulars of past experience, age 'and when can report' P. O. Box No.672. Santa Barbara.

WANTED-By A-1 bookkeeper, accountant, cashier and all-round offici woman, positibn with 'lumber firm' Local lumber experience and references. Address "XYZ," care of California Lumber Merchant.

RETAIL LUMBER YARD FOR SALE

Located in one of the very best developed districts of Joaquin Valley within twenty miles of the fast growing of Frestto. Nothing better on the market anyrvhere in valley. Must make quick sale. Reason for selling have much other busihess to look after.

Address, Manager P. O. Box 4l7-Reedley, California.

EXPERIENCED \,IIHOLESALE SALESMAN

Wholesale lumberman who knows Southern California trade, open for position. S'ales connection on commission basis'preferred. Address: "salesman" care California Lumber Merchant.

FOR SALE-WELL ESTABLISHED

An exceptionally thriving, modern lumber yald -located in the best and faitest growing city in Southern California, a citv of 100,C00, erowiig at tfie raie of 15,000 per year and with-building peri.tits aviraging $1,500,000.00 pe-r ry^o1!.h for

the past tw6 -years. Doing i business of $ao,000.0o two years. a $4U,UJU.W per -onih with the best location in the city. Only eight other month wtth the best clry. \-rnry ergr yards in city. Reason for selling will be furnished. An unusual opp'ortunity 'for the party who wil,l investigate and act quiikly. Address: A B C clo Calif. Lumber Merchant.

EXPERIENCED LUMBE'RMAN WANTS POSITION

Man thir.ty years ,of age with nine years experience in retail and wholesale lumber business in Texas in positions from bookkeeper to manager of first class yard has recently located in Cal,ifornia and desires position with reputable concern where ability and energy will be rewarded. Best of references furnished. Address "TEXAS" care California Lumber Merchant.

REDWOOD and FIR

WE CARRY A LARGE WHOLESALE STOCK AT OUR OAKLAND DISTRIBUTING YARDS WHICH ENABI FS US TO GIVE YOU PROMPT LOADING OF YARD ^AND SHED ITEMS IN BOTH REDWOOD AND FIR.

2 PINE STREET

Men are valuable just in proportion as theY are willing and able to work harmoniously with others for the common good.

San city the too

Many ^ good sllin$le has been disg=raced for lifp bY associating with a bum nail.

Attractive Photogra!ltic Plans

Album No. 1. Inexpensive Homes.

(50) Exteriors (100) Floor Plans.

Album No.2. All Star Bungalows.

(50) Exteriors (100) Floor Plans.

Album No. 3. Stucco and Brick Bungalows.

(5O) Exteriors

(100) Floor Plans,

Album No.4.

(50) Illustrations

TwoStory HomesInteriors, Flats, Double Bungalows, Carages, Etc.

Advertising Copy. Cuts,-Slides.

Display Posters

Hi.nd Colored

Mounted Photos Descriptives.

Photographic Business Cards.

Bnngalow and Garage

Booklet s.

Creative and Timely Direct byMail

Iat te rs, Circulars, Etc.

Own Your Own Home, Newspaper Campaign Pages.

Sketches and Specially Prepared

I-l an s,

Ancient Philosophers, and even some modern, have pictured Opportunity as an old Man declining in years. They believed and taught that opportunity passed, but once in a lifetime. To refrain from accepting it at his particular favored time meant that your chances for makihg good were lost forever.

Today we know better. Experience nas taught that opportunity starts from the time we enter school and is ever ready to lend a helping hand to all who are determined, who are ready to apply consistent efforts and who really are desirous of making good.

Here the Artist is featuring opportunity as a Beautiful Woman whose message of appeal commands consideration. She is showing the way to happiness, contentment, protection and ideal environments, advising all to leave congested districts, high rents, etc., and join the army of new homeowners who are accepting the opportunities for home ownership that are offered today.

You Building Material Merchants are Opportuniity. It is you who are in a better position than any one else to advise with those of your trade territory. Tell them, show them, advise with them about new improvements. Instill longings for new Homes, create desires for home ownership by placing before them illustrated advertising copy, invite an inspection of the photographic building service which you have equipped your business with and this is your opportunity to attract non-competetive business, increase sales and malie your business just as productive a business as you would like it to be.

' This attractively illustrated cut with creative advertising copy for newspaper advertising, circulars, etc., will be furnished, blocked, for $3.00.