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.