The California Lumber Merchant - March 1925

is consuming huge quantities of California Pine for sheathing purposes. And that use is rapidly increasing. For Information Write THE

WHAT HDE MEA,NS TO THE HARDWOOD BUYERS OF THE WEST

We offer you a permanent hardwood supply, from the western border of the producing region-close to you.

We guarantee you common lumber that will produce an unusually high percentage of clear cuttings.

Douglas Fir card. Made of tlrc real wood, they shozu the beauti.ful grain and te.rture.

Redwood, etact size of card. Your name can be printed in any d.esired color.

S. E. SLADE LU MB ER

lVe Have Sold a Large Quantity of Grayr Harbor Shingle Co. Circle S Special Stare They have been well received. Phone Order

"Team Work with the Retail Lumber Merchant." Lor

62E l. N. Van Nuyr Bldg. MEtropolitan (|845 Abcrdeen, Warhington sAN FRANCISCO, NEWHALL BUTLDING Kearney lll0

Lillard, Mark W.

How Lumber Looks

A firmer note of optimism and good cheer has crept into the general conversationr regatdittg the outlook on the present situation, throughout t[e state.

This feeling is universal apparently, dealers in all lines of the garne have become convinced that the develop- melts in the industry in the last thirty days have all gone lo make the market sounder, and naturally firmer, in pr:ice.

Last minute news from Portland disclosed thai a large nurnber of Fir mills have gone on a four-day week, one ohift. Authorities up there now estimate that the mills'have curtailed their production not less than twenty-five million leet per week, with prospects of more larle producers jobitrg their ranks, bringing the total even higher.

From various selected points in the Northwest comeE the word that there is a greater volume of inquiries, and that buyin_g is becoming harder. Of course, this condition has prevailed at the mills for some time. Caliiornia's trouble teems to be the accurnulation of unsold cargoes that were being offered at reductionr.

Ten million feet is a veiy close estimate on the amount of such stock now piled on the docks at Log Angeles harbor, and this is NOT an excessive amount.

Wholesale and mill men in the southern city state that they have noted a marked improvement in inquiries in the last ten days, for larger amounts especialty, and the orders booked proved beyond a doubt that the dealers are in ne_ed of stocks, and that they are anticipating improved sales from their yards. Rail orders have improvei right along with the cargo business.

Reports from the northern part of the state refect an even better condition.. An authority in San Francisco, on the morning of the 12th, stated that the Fir market had rhown decided improvement in the past week and that the yardr had stocked to a point comparing favorably with

their stocks this time last year. He predicts more activity with favorable weather. The Redwood demand is bert in that part of the state, and has been for rome time. The California Pine men report a satisfactory demand with the mills cutting about a normal amount. It har been predicted that the Pine market will react to overproduction, in the same manner that Fir did, and thir feature is being cloaely watched.

Taken as a whole, it can be truthfully and enthusiastically stated that the California lumber market is in a mucir healthier condition than it has been at any period since December first: salec rheets, inquiry pads, shipping recorde, b_uildin_g permits and all thingr that verify conditions, go to ahow this.

Permits at Los Angeles will run high for March. To the night of the tenth they totalled 94,988,889.

The middle of the month will have reen just about 60 million feet of lumber unloaded at San Pedro harbor. Thie was the indication on the totals on the l2th.

The last report from the West Coast Lumbermen'r Asrociation, chows a week's cut of lOO million feet and cales of 96 million.

JANUARY TOTALS FOR SOUTHERN CALIFORNIA

The Harbor Commission reports the arrival, coast,rvise, 1t -I--op Angeles, during Januaiy, of : 63,7LL,090 ft. lumber, 3.,389,724 lath, 1,491,03O shingles, 20,017 shakes, 4O8,Z3O linear ft. poles and piles,9J20 ties,2,115,663 ft. box shooks.

A total equivalent to 73,524,554 board feet.

601,122 ft. of lumber came around from the Atlantic coast. 8,936,227 ft. lumber, 269,433 lath and 488,250 shingles came.from Canada. 899,9D ft. lumber from the philippines, 20,400 ft. frorn Hongkong and 59,300 ft. from Japan.

Nortltcastcrn Retailcrs' Assn.-at Son. Francisco

Clean Competition is the Life of Business

Bg Jacft Dionne

Last issue I discussed the value of membership in noonday business clubs.

The Gulf Coast Lumberman, in Houston, holds active members,hips in both Rotary and Kiwanis.

The Californ,ia Lumber Merchant, in Los Angeles, does the saine.

And we find that these great organizations are doing a mighty work right now in spreading, fostering, preaching, SELLING the spirit of better business, better competition, and better service to the publ'ic and to one another, to the business men of the nation.

That effort is best illustrated by quot'ng from recent statements of workers in these fields. From recent Rotary Bulletins from different cities, f secured the following:

"If in all your dealings, whether with your employer, your competitor, the man. you buy from, or the man you sell to, you are guided by the tho,ught of "service above self," you will create for yourself the most valuable assets any business can haveconfidence and good will. " (From Atlanta, Ga-)

"One of Rotary's primary tasks is to narrow the divergence between the ideal and the practical, not by eliminating the ideal, but by applying the ideal principle to the practical problem." (From Po,rtsmouth, England.)

"When a business man allows his competitor to fix his standard of ethics-of qual- ity, service, and price-he is taking the rock out from irnder him, and replacing it wittr quicksand. Business is simply ORGANIZED SERVICE, administering to the imperative need o,f humanity. When a business firm attempts to mold its whole policy to meet the prices of its competitors, that business is entering a labyrinth, the center of which is a chamber of despair. Highest quality and service can never be obtained at the lowest prices." (From Ann Arbor, Mich.)

President Coolidge's remarks on, business have been widely quoted by Rotary Bul- letins. For instance his statement thdt:

"The ideal in which one side gets the best of it is NOT good business," but that, "when two parties enter into a transaction by which each'exchanges something which he n'eeds less for something he nbeds more," both sides are benefitted.

In other words, the luncheon business clubs are spreading the practical applica- tion of the Golden Rule. And in the long run, no other rule will ever substitute for it.

Hoo Hoo Concatenation atlos Angeles

Sixteen Kittens were given the light at the February 27th Concatenation and Jinx, held by the Los Angeles Hoo Hoo.

One of the largest crowds of record were in attendance at the opening of the meeting, at seven thirty, when Vicegereht Snark Frank Curran called the meeting to order, and opened the ceremonies of the Concat.

The Nine was composed of Snark Curran, B. W. Bookstaver, Senior Hoo Hoo; Frank Wise, Junior; Jack Rea, Bojum; Melvin G. Coe, Custocation; Jack Thomas, Arcanoper; Jack Ellis, Jabberwock; Paul Hallingby, Gurdon; and Andy Donovan, Scrivenoter. They handled the ritual work in excellent shape, turning the poor unfortunates over to B. W. (Bobbie) Byrne for the final working over. And Bobbie surely gave them all that he had. pugilistic affairs seer4ed to be the most popular form of entertain_ meht, together with other athletic contests that were enjoyed as much by the participants as by the spectators. Parson Simpkin gave the instructions, ending with an in_ spiring address on the work of the order.

After the initiation, Herman L. Rosenberg, as master of ceremonies, announced the several entertainment num_ bers, consisting of singing and dancing, and a number of educational and scenic films.

Important Factors in Buying

'l" e l(ittens were:

R. A. Niclas..... ...Millwork Cost Bureau

E. A. Hummell .. ..Hammond Lumber Co.

K. P. Deering. ....Hammond Lumber Co.

E. F. Neary. . E. K. Wood Lumber Co.

J. A. Privett.... .E. K. Wood Lumber Co.

D. H. Gates. E. K. Wood Lumber Co.

R. S. Edmonston E. K. Wood Lumber Co.

L. M. Mountjoy.....W. E. Cooper Lumber Co.

J. A. Brush Hammond Lumber Co.

H. M. Jackson Mullin Lumber Co.

Jack Flower..... ....Lounsberry & Harris

R. L. McGee. ... ....Kling Mfg. Co.

R. Mulholland... Cal. panel & Veneer Co.

D. D. McCallum. ....J.,o. W. Koehl & Son

J. W. Graham .....Hammond Lumber Co.

C. B. Heitmah.... ...Lounsberry & Harris

There were four Reinstatements:

C. M. Stewart. ....San Pedro Lumber Co.

J. T. Watson.........Owens Parks Lumber Co.

B. L. Curry..... ..Hammond Lumber Co.

G. N. Swartz. ..Welberg Green Co.

G. McINTOSH, C. P. A" c. s. cow^N, C. P. A-

Mernber Mills:

Albion Lumber Company

Caspar Lumber Company

Dolbeer & Carson Lumber Co.

Glen Blair Redwood Co.

Hammond Lumber Company

J. R. Hanify Company

Hobbs, Wall & Company

Holmes Eureka Lumber Co.

Llttle River Redwood Co.

Mendocino Lumber Co.

Northwestern Redwood Co.

Redwood Manufacturers Co.

The Pacific Lumber Co.

Unlon Lumber Cornpany

REDWOOD SAVES

Io% in Labor

5% in Waste writes experienced contractor.

"ln figuring closely on a residence joFas must be done if the job is to be secured-l know I can count on saving 10/6 in labor provided the owner uses Redwood," writes a Santa Cruz, California, contractor of long experience.

"Redwood saves an additional 5%:' he adds, "because it works up with less waste material."

The contractor reports that a single wheelbarrow held every bit of waste from l6xl76 foot poultry house of Redwood (lx4" T. & G. No. 3), built on the Christie Ranch at Delhi, Merced County, California.

Additional evidence on workability also comes from the U. S. Forest

Products LaboratorY, Madison, Wisconsin, which, as a result of thousands of tests over a Period of years, ranks certain Pacific Coast woods for this factor as follows (l''' indicates highest degree of workability):

California Redwood Douglas Fir (Oregon Pine)

White Fir (Mountain Pine)

'Western Hemlock

Larch

Sitka Spruce

And Redwood is finally a highly durable wood, strong in every .ret spect, and very reasonable in cost when all factors are considered. California Redwood means satisfied customers.

Use Redwood."it lasts"

The beautiful. entrance to the home of Morgan E. La Rue at Sacramento, where Redwood was used for siding, entrance, settle and shutters.

Dean & Dean, Sacramento Architects

Northwestern Association Party Entertained at Los Angeles

E. J. Stanton & Son Hosts for the Southland

Eighty two members of the Northeastern Lumbermen's Association, on their Los Angeles stop on the tour being made of the Pacific Coast, were royally entertained for the day, by the firm of E. J. Stanton & Son.

On short notice, when notified from Fresno that this representative body of Northeastern retailers would make a day's stop at Los Angeles, Mr. A. B. McAlpine journeyed to the raisin city with a message of invitation from E. J. Stanton & Son, to be their guests, while in the Southern metropolis.

The party was met at the Biltmore Hotel on Friday rnorning, March 6th, by a sufficient number of automobiles to accommodate the entire group, and they were taken to the offices of E. J. Stanton & Son for a tour of inspection of this new plani. From there the sight-seeing trip went through the rvestern part of the city and Hollywood, stopping at Warner Bros. Studio where they were shown the rvorkings of a large motion picture plant, and were given the opportunity of seeing pictures being taken.

Luncheon was served at the Flintridge Country Club, Mr. McAlpine acting as Toastmaster. He addressed the meeting, welcoming them to Los Angeles, and expressing the desire of the Los Angeles lumbermen that their eastern friends thoroughly enjoy Southern California. Ninety were served at the luncheon. Mr. Henry Swafford, of E. J. Stanton & Son, made a short talk, sounding a note of welcome to the visitors. Response for the ladies was made

by Mrs, Fred Barnes of Brookfield, Mass., and Mr. Andrew H. Dykes of the Dykes Lumber Company, New York, responded for the men. They expressed themselves as having enjoyed a very entertaining and educational journey all along the line.

After the luncheon, the party was taken for a tour through the Pasadena and Oak Knoll sections, returning to Los Angeles through the orange g'roves, disembarking at the Biltmore Hotel at 6 P. M.

Mr. E. L. Raffery, Traffic Manager of the Association, was the business manager of the party.

WILBUR WOODWARD A, BAY DISTRICT VISITOR

Wilbur Woodward, Cotati Lumber Co., Cotati, spent a few days in the Bay District around the first of the month, calling on the lumber trade and looking over market conditions. He reports that conditions in his section are satisfactory.

A. J. BARKER LOOKS OVER CALTFORNTA MARKET CONDITIONS

A. J. Barker, Acme Lumber & Shingle Co., Chicago, was a recent San Francisco visitor where he was making a survey of lumber conditions in California. His trip to the West Coast also included a visit to Seattle and Portland where he called on some of the Northwest mills.

Fnncirco

WHOLESALE

REDWOOD and FIR LUMBER CEDAR SHINGI FS

Spccirlticr

Hurboldt Spllt R.dvod Grepe Stlhoq Tlc+ Shrlc ud Pc,tr Srm Rrdwd Shrlar ud SLhdcr

REPRESENTATIVES:

Lunbcr Buycn, hc. Willrcd Cooper Lbr. Co. Lunbcr Buycn, lne Hof Bldl. C Ccatral Bldl. Nortbreltcm Bk. Bldg. Scttlc, TYuh. Lor Aagclcr, Cel. Portlead" Ongon

DIMMICK LUMBER COMPANY

PACIFIC COAST LUMBER

CAR end C.A,RGO

ncDrc:Grtrtlvd Port Orlord Srhttc Oc.l.r

Tycrtcrr Wltltc Ocdtr Co. Dou3lar lFlrssDrucF-Ecmloct f,.r.Ilcld, Olc;oa - - ----- ---:

E. D. Johnron- Lunaci Co. R'cd Ocdar tl|l3lcr Ooqulllc, Orc3oD Ccdal Polcr alil Plllrr:

Z Crlifonir St. SAN FRANCISCO Tol. Doujhr t02ti

TUclccr 59lt

FROM RELIABLE MILIS ONLY

"FOR 28 YEARS IN

Cargo and Rail Shipmentr LUMBER AND LOS ANGELES"

E. dcRrplcr

H. B. Grnonto

(}UR SIRVICE I P S I NOT RT'ECT

We admit it. The man or firm or service that has become perfect has nothing further to expect in the line of development and improvementhas ceased to grow-for perfection is the maximum.

We think mighty well of our service, we advertise to tell you about it, but we are working every day to improve it for both our sal(es.

We believe we are doing so and.we believe you will appreciate our efforts. Let us prove it to You.

Northwestern Association Entertained at San Francisco

The Northeastern Lumbermen's Special-with 28 of the best_ natured, most enthusiastic and appreciative retail lumbermen,-and their wives-ever to ,,ririke" the pacific Coast, left San Francisco on the evening of March 4 en route to Los Angeles.

Rolling into Willits early Monday morning, March 2 and the entire party, after a heirty breaicfast of "Iiam and-," boarded. day coaches f9r the delightful run through the redwood forests to Ft., Bragg. From here, after beiig met by Mr. F. C White, the Unlon Lumber Company,s [enial manager a_nd his efficient corps of guides, the deligation,- augmented by representatives from other redwood mills of Humboldt and Mendocino Counties,-steamed up the coast and into Camp 25, where lunch-in true logging camp style,-was served promptly at noon.

High line logging-with a "flyer" operated on a cable span of more than 300 feet,-provided -a real thriller, but one which ceased to interest with the timely falline of a big redwood tree, in full view of the train, and onlv- some 500 feet distant.

"She's 32I f.eet tall, 13 ft. 8 inches in diameter. contains 87,|ffi feet of lumber, is about 100 years old and was standing in timber that runs 230,000 ft. B. M. to the acre,', was the report brought back by the ladies who left the train to get a closer glimpse of this, their first view of a Redwood operation.

Amazement-and real satisfaction-were expressed at the many evidences of close utilization in the woods and at the extent and thoroughness of the redwood reforesta-

(lUR PANII ST()CKS

h All Stocl SLo

QUARTERED RED GT'M

UNSEIECTED GUM

QUARTERED OAK

PI.AIN OAK BIRC[l

MAIIOG. ANY BATAAN MAHOGANY

tion operations -as viewed on cut over lands along Ten Mils and at the Nursery, which the party visited und"er the guidance of Mr. Virgil Davis, forestir f6r the Union Lumber Co.

- Inspection of redwood milling, remanufacturing and kiln drying operations, and of yard and shed stockl kept the party interested and happy until dinner, at the mill boarding house.

The deleg3tion left Ft. Bragg at 9 P. M. on Monday, arriving in San Francisco Tuesday. In the afternoon tie ladies (accompanied-let us whidper,-by a considerable male^delegation) we_re escorted by Mrs. Mabel Johnson, of the San Francisco Chamber of Commerce on a- personally conducted shopping tour, taking in the principal -American and Oriental stores.

The Chinatown trip, at which Mrs. Johnson was again hostess, was "pulled" on Tuesday evening. Guides 1nd safe conduct were provided by Chief of Police Daniel O'Brien.

J. M. Hotchkiss, President of the California Redwood Association, acted as Chairman at the Palace Hotel Luncheon tendered to the visiting delegation by the California Redwood and the California White and Sugar Pine Association and at which.were some 140 people, including representatives of the railroads, of the lumber trade presl and of the San Francisco Chamber of Commerce.

Address of welcome was tendered by Mr. H'. Clay Miller,

OUR NEW WAREHOUSE

permits us to carry in stock a greater volume and variety of stock than ever before, and to handle it with greater efficiency. Your trade demanded the enlarged quarters and now our increased facilities are at your service.

Miseion

Wbaver

There's the story in primer language. No more needless duplication - eight standardized roofings that meet exactly every requirement.

Mr. Hoover has been preaching elimination of waste. 'Weaver did it. It means more money for you.

Majeetic

ff$m f.*g

*Ss"H#Efrd#s" 3fffi

ComPanY

WE HAVE MOVED

(Continued fronr Page 12)

on behalf the Chamber of Commerce; and reply was made on behalf the retailers by Mr. C. T. Hubbell, C. T. Hubbell and Co. of Albany, N. Y.

Major David T. Mason gave an interesting resum6 of the reforestation work being done by the various redwood operations, Mr. A. L. Black of the California White and Sugar Pine Manufacturers Assn. extended a hearty invitation to visit,-ott their next Pacific Coast trip-the pine region of California, and Mr. A, H. Dykes, Dykes Lumber Co., New York City, recounted in a humorous vein the objects, purposes and experiences of the trip, paying tribute to the ability and ingenuity of Traffic Manager E. L. Raftery, who leads the party, to the many mdnufacturers and organizations who have entertained them so lavishly and so well, and to the railroads and their representatives who have, as he expressed it, "helped Mr. Raftery and the manufacturers make this Sixth Annual Excursion the best yet pulled off by the Northeastern Retail Lumbermen's Association.

The party divided into two groups at Los Angeles, one returning East via New Orleans, and the other by boat through the Panama Canal.

R. F. Hammatt, Secretary-Manager of the California Redwood Association, met the visiting party at Weed, on their arrival from the Northwest. At the Willitts, the following joined the party: P. C. McNevin, Pacific Lumber Co., San Francisco; R. F. Ilamilton, Pacific Lumber Co., San Francisco; Harold Plummer, Union Lumber Co., San

Twohy Lumber Co.

22 | Kerckhoff Bldg. Los Angeles, BDwy. 0843

CARGO-Fir, Rcdwood, Sugar Pine-RAIL

'We can always Eupply Fir Columns and Drain Boardg from stock

F.-clusive Southern California Agents

E. J. DODGE Redwo od

Thc Lor Angelce officcr of tThc California Lumbcr Merchant" arG now locetcd at 30t Ccntral Building, Sixth and Maiin Strcctr. Plcarc changc your r-ecordr, romc nail ir ctill bcinj ad- drercd to thc Fay Building. -

Francisco; Fred Holmes, Holmes-Eureka Lumber Co.. San Francisco; Henry Hink, Dolbeer-Carson Lumber Co.. San Francisco; H. W. Sinnock, Redwood Sales Co., San Francisco; Henry Faull, Ifammond Lumber Co., San Franc_iscg_i Mr. White, Ifammond Lumber Co., Samoa; Mrs. G. W. Fraser, Secretary California Retail Lumbermen's 4ssociatjon, San Francisco; G. W. Fraser, Chicago & Alton B. R., San Francisco; Mrs. Mabel Johnson, Eospitality Committee Chamber of Commerce, San Francisco.

SAN FRANCISCO BUILDING PERMITS SHOW CONTINUED INCREASE

February building permits in San Francisco totaled 846, with an expenditure of $3,871,€7.00. Compared with January of this year, February shows an increaie of. W7,- 864.00.

LAURENCE K. SWENTZEL TO REPRESENT H. P. MARIS COMPANY

The H. P. Maris Panel Company announce that Laurence K. Swentzel is now acting ai their representative in the Sacrarnento Valley, San Jdaquin Valley, and Coast Counties territory. The H. P. Maris Panel Company are distributors of Oregon Pine, White Pine Hardwood, and Port Orford Cedar Panels, with headquarters at 735 Third Street, San Francisco. Homer P. Maris, popular and well known lumberman, and active Hoo-Hoo worker, is the President of the H. P. Maris Panel Company. Mr. Swentzel also represents the William Smith Co. and Hutchinson Lumber Co. in the same territory.

Kiln and Air Dried Upp."r

E. J. DODGE GO.

16 C-alif. St. San Francirco So. CaEf. Rcprcrcntative

success

wa! instantanGolls.

After our 6rst ennouncement regardi"s thL ru;tcrior piece of built-in furniture (mandactured and diltribr*ed exclurively by us), live dealera throughout Southern California quickly widenced their intercrL

The Anderron DiraPPear' ing Breakfart Set bae meny advantager over any otAer ret yet Put on tte nnrket. It ic light' catily inrtalled, economical in cott, b ttfool proofr" and yieldr a geod margin of pro6t to the retail dealer.

ANDit i! rold only tbrougb the retailer.

G&- 'ffi--!

Let ru explain our Eerchendiring plan' how yom Grn materially add to your raler witb thb line.

Anderson Disappearing Breakfast Set

U. S. Patent and Others Pettding

J. GLASSON PLANING MILL

"manufacturers of doors, sash and interior zuooduorh of every descriPtion from any kind of uood required"

Tests,Prove Str,ength of New Wail Material

An interesting demonstration was conducted under, the guidance of unbiased engineers recently, on the standard 9"9. il.h sheathing of lumber ordinarily specified for,wall bulldrng purposes, and Bishopric Base,_a patented wall material which has been sold for 18 years in-the East and is now manufactured in Los Angeles Ly the Bishopric Mfg. Co. of California.

"We have made this test in practically every city in the country and _succeeded in having building oidinances altered -everywhere so as to permit- using Bfshopric Base in lieu of wood sheathing" says J. W. Fo"rd, Jr., president of the Bishopric organization, who personally supervised the local tests.

"'We used a_ test panel with one inch sheathing of lumber on one side and standard lathing on the oth-er which was subjected to a pressure of 2,24[lbs. This test panel then showed a 6 in. movement of the frame which would be_ enough to crack and practically ruin any wall. On the other hand, we made up a test panel with-Bishopric Base on both sides and then applied etual pressure. The uooe, sill moved only.41 in. al-a load-oi 2,+00 tbs. A totil'of 4,400 lbs. were applied before the Bishopric Base panel moved over I rn.

"This startling demonstration has convinced builders everywhere that it is needless to waste money and labor to build walls with sheathing and buildins paper. Bv using Bishopric Base they reduie their labor-and^ materiil costi and they have the advantage of the interlocking mechanical key which holds cement or plaster in an everlasting grip.

A B.ishopric built wall is practically fire proof and it will not buckle or sag; it is sound deadening and moisture proof and has innumerable advantages oveiother types of-wall building material.

"Bishopric Base is just being introduced into the Los Angeles territory-and has been enthusiastically adopted by the leading building material dealers. It his swipt thi Eastern states and- is almost universallv used fbr its economy and strength. We find that builders of the Southland are anxious to,use this better way to build stronger walls at lower cost.'

CATS THAT DIDN'T COME BACK

_The Los Angeles Hoo Hoo Club, through its very efficient secretary, W. B. Wickersham oI Chas. Ii. McCormick & Co., is trying to locate a number of old Hoo Hoo Cats whose last known addresses are incorrect.

"Wick" appeals to all lumbermen to help him in this attempt. If you know any of these men, and know their correct address, please address the Los Angeles Hoo Hoo Club, 1100 Lane Mortgage Bldg.,- Los Angeles. Here is the list:

C. L. Anstadt, Fran_k W-. Biqlrop, C. j. Clcasby, J. W. Esgleston, Chas. F. Folquist, ttoi,'elt p'.- CiU.o", 'fi. ii': Go-rdon,-Fr_ank E. Hunter,-G. A. Hunter, J. F. Tighe, F. R. Toler,-Arthur M. O'Leary, Lyle H. Regal, Harry-Reynolds, !'. $. Van Lecr, Holland P. Vaughn, Wm.-H. RapIee,-W. C. Jackson.

Beq,utiful birch

DOORS

America's most versatile hardwood, and one of the hardest of the hardwoods. Birch doors can be used with practically any kind of trim, as it lends itself perfectly to the production of any efiect, particularly adipted tL gray and brown acid staining, red or brown stained mahogany, walnut stain or natural finish.

We manufacture veneered doors in all the hardwoods, such as gum, oak, mahogany and walnut, in a wide variety of styles adapted to homes, apartments, schools hotels, hospitals, and office buildings.

PAUL BUNYAN'S PINE,

"specified where the best is used, regardless of cosl, or where economg is avitalfactor."

Cut from our own forests of CALIFORNIA PINES, including stands of California'White and Sugar Pine of exceptional quality. Thoroughly seasoned and carefully milled in our Westwood plant, which operates continuously, the year round, with an annual capacity of 250,000,000 feet.

Every requirement of yard, factory and export stocks, standard or special, can be supplied by our factories-Sash and Door, Box Shook, Cut Stock and Moulding Factories with the most modern equipmenc and a year round organization.

To these are now added the new

VENEER FACTORY

With a daily capacity of 100,000 square feet of three-ply panel. Introducing the CALIFORNIA PINE VENEERS, which give you all the advantages and superiorities of the old-fashioned white pine surface. The soft, uniform texture that finishes satin-smooth with very little sanding; that will not check and that takes enamels, varnishes and paints without "Grain raising" or discoloration.

CALIFORNIA PINE VENEERS AfC great cost reducers anil Nofit mal7erc. Iil'ite us today for particulars.

The RED RIVER LUIVIBFR' C0.

California Foresters Hold Fire Conference

Two hundred officers of the California District, United States Forest Service, the largest gathering of Foiest Ser- vice officers ever held in thJ Uniled Stat"es, completed a lO-days' conference at Fort Miley, San Franiisco, bn February 27. This was the first general meeting oi Federal forestry men that has been held in the StatJ since 1919. and was called b-y District Forester'paul G. Redington foi the purpose .of formulating more efiective fire pr&ention and suppression methods and for the consideration of timber sales and grazing activities and other problems.connected with the_ administtation and protection of the 20,000,000 acres of Government forest lands in the California District.

Addresses of welcome on behalf of San Frarrcisco were delivered b:. Tdwara Rainey, secretary to Mayor Rolph, and Max Thelan, president-of the Commonwealth Clirb. Other important speakers at the various sessions of the conference were Major General C. T. Menoher, commandTg offigqlof the Nilth.Corps Area, the presidio; Major Edward H. Bowie, district forecaster, U. S. Weath., Bureau; Chas. G. Poole of t_hq U.S. Biological Survey; M.B. Pratt, state forester for California; Dr.-B. F. Rastili, manager of Californians Incorporated; and Professor Walter \tfulford, head of the forestry school of the University of California.

The greater part of the conference meetings were given over to the consideration of the findings and-recommEndations of the Forest Service Board of -Fire Review, based 9n _!he- experiences of the 1924 fire season during which 2,657 f.orest fires occurred in California, burning over 1,065,039 acres and causing damage to timber, forage ancl improvements estimated at more than $5,000,000. AII phases of forest protection and fire suppression rvork were

discussed by -the foresters, from public cooperation in the prevention of the 70 per cent oi fires thai are annuallv caused by human carefussness to law enforcement and thl many details of actual fire fighting and control work ,in the woods.

CHANGES IN THE BUHLER-SISSON YARDS

Effective March lst, the yard at 675 East Florence Avenue, _Los _Angeles, formerly 'known as the Buhler-Sisson ]-umber Company, will be- operated at the S. M. Buhler Lumber. Company, and the yard af 1418 San Fernando Road will be known as the Sisson Lumber Co.

GEORGE BROWN BACK AT HIS DESK

George Brown, President of the Strable Hardwood Company, Oakland, who was confined to his home for ten da)'s with,an attack of influenza is back at his desk agdin and attending to many business interests.

J. C. FERGER RETURNS TO WORK AGAIN

. J. C.- Fgrge_r, Swastika Lumber Co., Fresno, ahd president of the San Joaquin Valley Lumbermen,s Club, has completely reco-vered from his iecent attack of pneumonia and is -ba9k o-n the job again. He was a Bay Distiict visitor around the first of the month attending fo business mat_ ters and calling on the lumber trade oI San Frahcisco.

GRENFELL LUMBER CO. OPEN NEW YARD

The Grenfell Lumber Co. have opened a new yard at Butte City. This concern also oper.ie, ttre Grenteft Lum_ b:l.9o.yard at Colusa. R. W.-Grenfell, the well known California lumberman, is the manager of the Grenfell Lum_ ber Co. V E N E E R S

Our well-equipped Veneer Mill enables us to render you .service in. large or small quantities of the finest fancy figured Veneers that it is possible to obtain.

Sugar Pinc, Whitc Pfae, \l/hitc Cedar, Spruce

Suggcrt Hornc Rcmodcliaj.

A part of the Long-Bell Plan service is a pamphlet dealing with home remodeling, It pictures sev-, eral designs of old homes, with other illustrations, showing how inexpensive remodeling may be done. It is valuable as a suggestion of remodeling possibilities to home owners. A samPle coPY will be mailed on request'

Spring Advcrtiring Sug3crtionr

In planning spring advertising, retail lumber dealers will find the Long-Bell advertising a source of tremendous advantage. ComPlete newspaper advertisements are featured, including illustrations and "copy", on such imPortant sPring building subjects as home building, 6rm building and home imProvem€nts. Cuts of these illustrations are available in most instances without charge. With this advertising service as a guide, a dealer may plan an entire sPring campaign with the least expenditure of time. Send today for further inf ormation,

Advertirc Oak Flooring

Oak flooring sales f or modern home building represent an important volume of business. At the same time, prospective home builders can well be urged to make wider use of oak flooring in the new home. Long-Bell national advertising is attempting to persuade this increased use. Dealer advertising, which features oak flooring occasionally, will tend to increase a dealer's volume of sales. Newspaper advertising featuring oak flooring is available in the LongBell service, as well as booklets for mailing to prospective oak flooring buyers.

Long-Bell Nstionel Advertiring

In many national mediums, LongBell advertising is urging home building, good construction and dependable materials. Every month, this advertising is reaching millions of people, a proportionate share of them being in your community. This advertising is paving the way to wider retail lumber sales. Dealers using our special tie-up advertising are aiding' themselves in cashing in on this wide-spread publicity.

DOUGLAS FIR

Douglas Fir bearing the Long-Bell trade-mark is available in every fir consuming section.

Long-Bell Douglas Fir Lumber and Timbers, manufactured in plants at Longwiew, Washington, have the same safeguards in production that for many years have governed the comPany'E manufacture of Southern Pine.

Bach of this production is a dealer's service, valuable to every dealer. This service includes advertising material in a variety suitable for retail enterprises, large or small.

We will gladly furnish information on this service to any interested dealer.

THE LONG,BELL LUMBER COMPANY ie-roNc surLorxc L..hngs tut KANsAscrTY,Mo

Doucb Fir Inmbcr and Timbcra; Southcn Pioc Luabcr rnd lirbct* - - --Ct*t a hobcr, Tiobcr+ Pot+ Potc+ Tle+ Gurr&Bell Poru, Pillng; Southcrn Htdwod Luqbcr ud Tlnbc"s O.L Floodng Cellfomte Whito Pire Lubcr SobudDon

"Advertising is a Great Security to the Bublic Against Fraud'l

It was at the London Convention of the Aisociated Ad_ vertisin.g. Clubs of the World, in June, 1924, th,at Winston Lnurcnlil ma<le that reinark.

_,9h."ll",ngg it, if. you like,, but then stop to consider it. r nrnk ot advertising---jnot the spasmodic flash of the con_ cern which plans to cornmit fraud, but that of the leeiti_ mate business house which uses advertising to keep iiself in touch with the public.

After all, that is u1h-at y9u mean, and what everyone else mgan_s, when advertising is spoken of.

It p .th.: only advertiiing.?hat amounts to anything, in actual dollars and cents. For the one case of boeus -pub_ licity there are hundred of honest manufactur.t. "-na i""ters who year in and year out are continuously telling their story to .the public; telling it frankly, ,qu"rily; an? who are backing up their story with the'mercha"dii. "na tf,. service they sell.

. Th.e..ver1' fac-t that they- do keep at it is a ,,security against fraud." For frauds can't keep^ the game up indenf,itety. The belter they are known the sooier tt "y ""fr"u;;-;-d; sucKer llst.

If you doubt the soundness of Winston Churchill,s re_ mark, test yourself in your own-buying. How many times 9".y9" pay a..tew cents more for even a common-article, Just because it was put o.ut by a manufacturer you know abont through his advertising? Maybe fri, pro,iu"t i.- "o better than some unknown's; but the name hi puts on the package has come to stand for something i" y,;ui -i"al -

Churchill

If you found that you got: stung by following such .a course you would change,it quickly enough. But you don,t get stung. You find that. the product of tfre advertising concern keeps up Et pretty relilble standard. It has to] otherwise it couldn,t stand publicity.

There are not so many exceptions in this world as you Tig.ht think. Your business may be one of the;,;r;; likely not. .It's a good gamble that the same thing'which applres to the general ,run would apply to you, a-nd that advertrsrng, to make your name just a little more widely known and-equally importlnt--to keep it known, *igfit ::,1 p9.* ot your goods. The public forgets in a mighty snort tlme.

-Courtesy of Hammel-Sutphen & Co;; ,Los Angeles.

FOREST WEEK

The we* heretofore- annually set aside by.the president as Forest Protection Week wili hereafter b! designated as American Forest Week, and -its program will be" directed by a na,tional citizens' committee- initead of solely by the United States Forest Service, according to a decisio'n ar"rived at by an informal meeting in Washington, D. C., of foresters, outdoor people, and representalives of the forest industries. Frank O. Lowden, former governor of Illinois, presided and was elected permanent chalirman of the direct_ ing committee. The week was fixed as that of April ZZMay 3.

Every Lumber Merchant Can Build Business With

Doors

A source 9f profit that fits right in with your present lumber stock. The known quality of Stock Siz. Hipolitos makes them easy to sell.

The turnover is fast. It's good business with good profits. We'll give you full details of orr dealer plan on- reguest.

7'he Fatnous Hibolito "Comrer of Streigth"

under $les

,o olstite

e new waterproof sheathinf rl' rlodern buildi"$ constructioi

Moistite is light gray in color, pliable and strong. It is sanitary, odorless, venninproof. It keeps out moisture, cold and wind, conserves heat and deadens souncl. For use under all exterior finish-under stucco, under shingles, under brick veneer, under clapboards (rustic) for all lining and u'rapping purposes rvhere a.waterproof agent is required.

The invention of Moistite marks an epoch in the paper making industry. Thru a single operation during the making of a building paper, specially processed bitumen is ingeniously introduced to produce a waterproof sheet rvhich has unrusual tensile strength and effi'cient insulating qualities.

Moistite is also for inside construction. It insulates the building against wind, dampness, the cold of winter and the heat of summer.

Moistite is adaptable for use under hardwood floors over both old or new subflooring. By resisting moisture, it helps to prevent buckling, especially where floors extend over an open porch or on first floors which are directly over draughty basements.

Good Profit for the Lumber Dealer

Zcllerbach Papcr Company, 562 Battcry Strcet, San Francieco, Calif.

Without obligation on my part, please send me samples of Moistite, descriptive booklet and the merchandising and advertising plan.

NAME STREET CITY Q)

Moistite ofiers a good profit-making possibility for the lttmber and building material dealer. Moistite is welcomed by architects, contractors, builders and owners; farming districts likewise offer a large market. The Zellerbach Paper Company, with the several divisions, is the exclusive Pacific Coast distributor of Moistite. Call at their nearest division for sample of Moistite, descriptive literature, merchandising plan and other information which will show you horv you can cash in with this nerv and highly efficient product. If more convenient. use the coupon.

Manufactur"d by the NATIONAL PAPER PRODUCTS CO., Stockton, CaI.

Exclusive Pacific Coast Dirtributors

Building Construction Courses Are Adopted For L. A. High School

The first building construction course to be adopted as a regular four-year high school course has been established in the Roosevelt high school, Los Angeles, under the direction of Thomas Fellows, who expects that 100 students will be enrolled within a few weeks.

Those sponsoring the course are of the opinion that it will be adopted by other schools here and possibty in other cities. The movement has met the approval of the Southern California Chapter Associated General Contractors', who see a possibility of securing young men practically trained for building and construction industry.

The schedule of the course lor 1924-1925 at the Roosevelt high school is outlined as follows: The symbols, 89, Bl0, 410, and etc., refer to semesters, B indicating the first half and A the last half of the school year, and the figures the school year. For example, 89 is the first half of the first year in high school and B10 is the first half of the second year in high school.

Building Construction Course

combinations of brick and concrete. Construction methods devoted to development of details, showing foundations, floor, walls, beams and plain columns madeJrom concrete in various proportions and finishes.

Building Construction 3-811, Instruction in individual and group project in various types of building construction and engineering work.

Building Construction 4-All-Tests of sand, cement, brick. Color work, both in aggregates or as a color filler. Test and use of plaster for interiors and exteriors. Test of roof t-ile (clay and cement) for color and water tightness. Specifications and use in fire resistant roof.

Building Construction 5-81| Visits to buildings in course of construction. City building ordinances. Checking plans of buildings in construction- Fireplace and chimney design. Brick and concrete arches.

Building Construction 6-A12, Description and demonstrations of construction in modern building. Brick and concrete in cottages.

1-B10, General instruction in selection, storing and use of brick, sand, lime, cement, rock, etc., for various purposes, utilizing the materials and construction on the school premises. Class, group and individual project work covering the every-day use of concrete and brick from crude work, such as footings up to finished articles that are in common use in modern life.

Building Construction

Building Construction 2-AlO, Instruction in form work, scaffolds, equipment, both hand and machine, including

In addition to the foregoing courses in strictly building matters, instruction is given in English, mathematics, gen- eral science, applied science, drawing, cabinet making, metal work, art, sociology, music, and physical training.

M. C. WOODARD IN EUROPE

M. C. Woodard, president of the Silver Falls Timber Company, Silverton, Oregon, is at present traveling witlr his family in Europe. Mr. Woodard is combining business with pleasure, and is expected about end of April.

Pioneer maaufactrrer a Goutplete line of Roofing and Building Papen.

dowble

A b"ildittg is no better than its roof.

The roof must give lasting protection. Pioneer Yosemite Asphalt Shingles protect the homes of your customers and protect your reputation as a distributor of reliable roofing material. This DOUBLE PROTECTION means increased business.

Pioneer Shingles will protect the house as long as it lastg. They are laid right over the old shingles. The customer has none of the worry and expense of tearing off old shingles.

Material Dealers, Hardware Merchants, Lumber Dealers and Contractors 6nd Pioneer Yosemite Asphalt Shingles are safe to stock and profitable to sell.

Are Your Pioneer Stocks Complete?

Re- demanded

The most pgpular design in America. flere's a door that is demanded and re.denanded.

lOO% Vertical grain stiles and rails answers the popularity of this Nicolai Door No. 29. A conectly conceived feature that addi to durability_and lends, by Contrast, much greater beau. ty to design.

Specifu NICOLAI for lOola Vertical Grain and loolp quality conetruction.

Two Thousand Dollar Prize Contest Open to Public

Washington, D. C., Mar. 3.-The Committee of the National Lumber Mb'nufacturers Association in charge of the annual manufacturing improvement and waste prevention contest of that association announces that the time lirnit for the submission of entries has been extended from March 1 to April l,1925.

Already twenty-five per cent more entries have been received than at this time last year, and keen rivalry is developing among the contestants from different regions. Manufacturers who are already using some of the devices that their employes have suggested are zealously championing them before the committee.

This contest is of general interest to the whole American industrial world because there is ho class limitation of contestants, the contest being open to the general public as well as to members of the lumber industry. However, it is specifically designed to encourage study and research among'the employes of American lumber mills and logging camps.

A_ total sum of $2,000 is to be awarded for original methods or mechanical devices which, when applied to present logging and lumber manufacturing practiies, will result in the improvement of product, the reduction of manufacturing cost, the elimination of waste, or the reduction of those wastes which can not be entirely avoided.

All entries must be new, fully developed and practical of application. A committee of competent lumber manufacturers, thoroughly familiar with every phase of the manufacture of lumber, will judge the merits of the entries and award prizes accordingly. Lack of ability or facilities for submitting detailed drawings, models, and specifications need not deter anyone from entering the contest. If he merely has a promising idea the committee will co-operate with him in getting it into shape.

Persohs desiring to enter this contest should communicate with the National Lumber Manufacturers Association, 402 Transportation Building, Washington, D. C.

ALBERT V. (DAD) GRAY rS GONE

The lumber industry of the Pacific Northwest was saddened on February Zlst by the death of Albert V. Gray of the Gray Lumber & Shingle Company, Seattle, Washington. Mr. "Gray, affectionately known to the lumber industry at large and to his hundreds of warm friends in Seattle as "Dad" Gray passed to his reward early Saturday morning, February 2lst, at his home in Seattle.

At the time of his death he was the senior member of the Gray Lumber & Shingle Company, of Seattle, but had been inactive for a considerable length of time on account of illness, the business having been for several years under the active management of his oldest son, Cecil V. Gray.

"Dad" Gray was for many years President of the Alaska Lumber Company, of Seattle, which firm is now out of existence. He had an unusually wide circle of friends in the lumber business and was well known and held in high esteem all along the Pacific Coast. He was a member of Eureka Lodge A. F. & A. M. of Snohomish. He was also an old time member of the Concatenated Order of HooHoo, and a charter member of the Metropolitan Club of Seattle.

Sash and Doors

WRE[b

Duncan Matheson Addresses Hoo Hoo Club No. 9

Duncan Matheson, Captain of Detectives, San Francisco Police Department, wal the Speaker of tie Dav at the Hoo-Hoo Club No. 9 luncheon 6eld at the palace ilotel on Februarv 26. Captain Duncan spoke on the ,,Relations of the Police Department to the Business 'World.,, Captain Duncan's address was very instructive and interesting and was ve_ry much enjoyed by the large gathering. R. F. Hammatt, Secretary-Manager of the California Redwood Association was the Chairman of the Day. Merideth parker, accompanied by Tom Tomilson at the piaho, sang several excellent vocal numbers. William WiGon. R. O: Wilson Lumber Company, rvon the Attendance Prize.

Milton Hendrickson, Secretary-Treasurer of the East Bay Hoo-Hoo Club, gave an interesting talk on the new East Bay Hoo-Hoo Club and invited thJmembers of HooHoo Club No. 9 to attend their next meeting on March 18, Professor Emanuel Fritz, University oi California, who had just returned from a month's trip to the Atlantic Coast, spoke on eastern lumber conditions.

I{enneth Smith, Long-Bell Lumber Co., will act as Chairman _of the Day on March 12. Henry Hink, Dolbeer-Carson Lum-ber Co., will have charge of the meeting to be held on March 26.

L. R. GAYNOR, JR., A SAN FRANCTSCO VISITOR

L. R. Gaynor, Jr., Sales Manager of the Nettleton Lumber Co., Seattle, has returned north after spendi'ng several days in San Francisco looking after the company's business interests. While in San Francisco, he was a visitor at the offices of the J. M. Hrrddart Lumber Co., rvho are their representatives in Northern California. Paul W. Masters, their Southern California representative, came up from Los Angeles, to confer with Mr. Gaynor.

C. H. McDONALD A CALIFORNIA VISITOR

C. H. McDonald, Seattle, Manager of the Pacific Coast Lumber Department of L. H. Ives & Co., was a recent California visitor. While in San Francisco, he conferred with A. A. Dimmick, Dimmick Lumber Co., their Northerh California representatives. Mr. McDonald also was a caller at their Southern California office in Los Angeles, where he spdnt several days looking over lumber conditions in Southern California.

FRED PALMER ON EASTERN TRIP

Fred Palmer, 'ivell known San Francisco distributor of California White Pine and Sugar Pine, is in the east where he will attend the meeting of the National American Wholesalers Convention at Atlantic City, on March 18 and 19. While in the east, he will meet John P. Hemphill, Vice President and General Manager of the Sugar Pine Company. Mr. Hemphill, who made the trip east through the Panama Canal, in February, will return to San Francisco with Mr. Palmer. They plan to return to San Francisco about March 25.

We believe we are getting mighty good returns from our advertising in "The California Lumber Merchant" and. we think it is the closest to a I@/o advertising medium for the California territory that we know of. R. A. STEVENSON. Eagle Lumber Co., Portland.

AI{NOUNCING CASE BRAI{I)

PEERLESS STAINED SHII{GLES I{*

AN ESTABLISHED AND RELIABLE BRAND OF RED CEDAR SHINGLE WITH NEW VALUE AND COLOR ADDED

On account of the rapidly,growing demand for stained shingles -carrying our Peerless Brand we have equipped o,r, *ill" [o1t.itr shingles in any grade and in all colors.

All shingles stained by us are made on our well-established and reliable standardsfrom ""r"f"iiy-".i"?t.d

G;:ti

effrcient American laborers-in modern, well-equipped mills-subject to strict expert insPection.

We can ship any quantity of stained shingles in the same car with our regular grades of unstained shingles.

'We can give you the color or colors you want in quick shipments.

The stain we use -gta1ks-is the highest grade creosote base shingle stain manufactured. Only -thl firr""t pig-.nt colors "re u""dlareTully ground on our formulae in pure linseed oil.

Our machine staining produces a perfect product.- It gives us a uniformity in staining and .r, "r"r, "olot "tr "i ""1 pEsiUt. with hand dipping. Also much greater absorption of stain. And our shingles are completely stained from butt to tip'

By our process we stain the shingles while hot from the kiln and free from moisture. We give more uniform and brighter colors than secured by other processes.

All excess stain is removed from the shingles, immediately after staining, by our-centrifug.l pro""*". We do not allow excess_stain to dty-ott the shingles,.producing mottleg and ir;";Jl;;;Lrir,g "" itt-h""J dipping. Our stain is kept constantly *il.d and agitated during the en-tire staining process by *..h"ii..l *..ns-ne[ stirred occasionally with a stick.

CASE SHINGLE & LUMBT]R CO.

RAYMOND, WASH.

Case Brand' Peerless No. 109 Bungalozu Broztm

Case Brand Peerless No. 112 Tile Red'

Cosc Brand Peerless No. 126 Moss Green

qEo_&qE]c- coRtrtTru$

,. HARDWQOD LUMBES

Aroericel Banli luildirrg, Scn Francitco

Tclep[gqq Garfiold rf2g

ChiSLUew Erdod Oalc flooring

Elliot!'Bey Fir Papclr

onlv e;cluri*"1'F*:E: "Hardrood conc.r'

wHgEESATE

S outhern-HARD WOOD S-Nortf, crn

Brucc Oak Flooring Maple Flooring

l2l)9 First National Bank Bldg. TelepLone Sutter 2fft4

J. O. ELMER

HARDWOOD LUMBER

Genuinc lititorrnv

Veneers-Flooring,litan.L

l2lXl Firrt National BuL Building

Telcphonc: putter lli)? :: San Fraicirco

.W.

M. BEEBE

- 259 FTRST NATIONAL BANK BLDG. SOUTHERN HARDWOODS-VENEERS

Superior Oak Flooring, 'Arncrice'r Fincrt"' Scnd mc your inquiricr and otdcrr

Telephonc Douglar gll7

The Cash Discount Problem

"Beware of little expense$ A small leak will sink a great ship."-Franklin.

There will probably always be a certain percentage of purchasers who conveniently forget that cish disc6unts were originated for a definite puipose.

On the other hand, in all probibility, there will always be a certain number of manufacturers-and wholesalers'who will continue to be lax in their methods of enforcing the terms of payment. A weak policy in handling this pro-blem costs the individual seller in unwarranted "loss of *any interest and discount items which, considered separately, are.small amounts, but in the aggregate, based on^" y"ar;" oTlr:r.,.are-.apt_to mount to startling figures.

-uncoubtedly, there are instances_particularly in cases of valued customers-when it would nbt be good policy to call them to account too sharply, but the iealei wtrl is allowed to do about as he pleases with credit terms? Is h.e likely.to. look with increjsed respect upon the company rnat rs atrard to insist upon its rights ? A very importani element in good will is-respect. "A policy ;fr,t;hil;; and enhances respect is a builder of iood will.

-Because the collection of discount itJms must necessarilv be. handled tactfully.but firmly to obtain ttt"- J.-r-ii"J'rJ- t,1,,..,..tt mrght be helpful to pass on a sample of the sort ot..r:lt.r: used by-other firms with excellent returns:

"'l'hanks so much for your check for $600.75 which we are.?leased.to apply to t-he credit of your account.

_ vve nnc, nowever, that you have made a deduction of 2/o for cash discount. Aciording to our standard terms

in the lumber business (printed on our invoice), this cash discount is allowed as a'premium which we are'willing to pay for receiving our monev oromptlv.

"It would not be fair to ,ir 'ot out 5ther customers who mail their checks on time, for you to take this discount tld -*9 will appreciate it if you will send us an additional check for $6.30 to balance this account.

"On reconsideration, we feel sure you will see the justice of..ggt position but should we be mistaken in this, if you will let.us !lo*, it -will be a pleasure to go into the -"it., in detail with vou."

Roy A. Dailev.

CHAS. H. GUNTHER TO REPRESENT J. M. HUDDART LUMBER CO.

Chas. H. Gunther has been appointed the representative of the J. M. Huddart Lumber e6. in the Sacramento Val- ley and San Joaquin Valley territory. Mr. Gunther has been connected with the lumber business in the Bay Dis_ trict for many years and was formerly associated wiih ttre Kiernan-Hubbard Lumber Co. of Oikland. He recently made.his initial trip over the territory with .,Bob', Gardnei, who is connected with the company's San Francisco of- fice. "Bob" did considerable reminiicing on the trip himself, as it was the first time he has cafled on the Vallev Trade for a couple years. The J. M. Huddart Lumber Co. are the Northern California rail distributors for the Gerlinger Lumber Co. ahd getropolitan Redwood Co.

The pinch hitter

-that's us. When the game is going against you and you must have some one to deliver the goods, call on us. And next time let us ctart with you and see the game through.

That team of ours at the factory shows the same enthusiasm at the close of the game as in the first inning. When it comes to millwork, our men on the benchare the best ever and when you call for final delittery of screens, garage doors, extra sash, doors or finish in any kind of wood we never "die on third."

Let's play the game together.

Age

MY FAVORITE STORIES

By lack Dionne

His Perverted Idea of Patriotism

Some men, due to environments etc., become possessed of a strange slant at things.

Take the case of the old Tenrnessee mountaineer, who was bidding good-bye to his eldest son, who had enlisted and was waiting for the train to take him away to training camp.

Love of country and of his son both swelled the old

ARTHUR TWOHY ON TRIP

Mr. Arthur Twohy, Los Angeles wholesaler, accompanied by Mrs. Twohy and their two children, are on a three rveeks' visit at Mr, Twohy's ranch in the San Joa- quin Valley. They will return about April lst.

EARNEST JOHNSON VISTTS LOS ANGELES

Mr. Earnest Johnson, of the C. D. Johnson Lumber Company, paid their Los Angeles offices a short visit, early this month.

man's chest, and that sort of exaltation that comes to all men at certain times, possessed him, as he gave his son this parting advice:

"Go on out, my son, and fight for your country and for yonrr fag. Do your duty and make your daddy proud"of you. And when you meet them d-d Germans, shoot 'em down, son, jest like you would a bunch of blankety blan-k Revenue Officers."

MATHENY BROS. OPEN NEW YARDS

Matheny Bros. have opened new yards at Marysville and Roseville. The Matheny Bros. have been associated with the retail lumber business for many years, and formerly operated yards at Oroville and Oakland.

MR. AND MRS. MILLER LEAVE FOR HONOLULU

Mr. and Mrs. Oscar Miller left on March 11 for a six weeks' trip to Honolulu on the Matson Line. Mr. Miller is manager of the Knox Lumber Co. of Sacramento.

Bundles

Neat-co6pact-orderly. B"ry to handle, easy toilole. 12piecer to the bundle. Every piece branded r.Everlastiagtr, our pledge of rcientific tilndrying and s&ill€d Grand Rapidc crafomanchip.

Oak,maple, beecl4 birch, Q and *, NrcHo[s

Gmnd

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

M$ATIGEI,E$Wf, OLE$AIDN$

^qol Tr-anrporta.tion Bldg. .....BRoedwry 8i27

Goldirg Lbr. Coo Frcd

6119 Central Bldg. . .TUckcr El4l

Hrrrnond Lbr. Co.

Zll0 So. Alancde St. ........HUnbolt l5gl

Hanify Coo J. R.

522 Ccrtrel Bldg. .......MEtro. l!l53

Hart-Wood Lumbcr Co.

ll23 Pec. Mutuel Bldg. . .MEtto.22l7

Hofrman Co., Eerl

__

Holmcr Eurcka Lbr. Co.

_7O7 Marrh_ Str_o,ng Eldg. . ..TRinity 966?

1025 Van Nuyr Bldg. ...VAndihc lZ52

Hooper, S. C, Lumber Co.,

6ll Ccntral Bldg. .......MEtro.0ltlit

Hoovcr, A. L.

7116 Stendard Oil Blds ..VAndikc 8532

lvcr, L. H., & Co.

_ _7ll_ V- an Nuyr Bldg. TRinity ZSgl

C. D. Johngon Lumber Co.

glX A. G. Bartlctt Bldg. ..VAndikc 5523

Little Rivcr Rcdwood Co.

1030 Bartlett Bldg. . .MAin {26,{

Long-Bcll Lumbcr Co. Chamber of Commerce Bldg. . ...MErto. SBIS

MacDonald & Harrington

710 Central Bldg. ...VAndike 3142

Maxwcll & Wilkinron

Lumbcr Co.

aB5 E. lsth St. ..Hunbolt 1335

Gripper, Jcrome C.

831 Security Bldg. .VAndike Zl34

Kcllogg Lumber Co. of Cal. Centrel BIdg. ...MEtro. lTlt

National Hardwood Co.

Gll Aliro St. .....MAin leZ

Stuton, E. J, & Son

38th and Alancde Str. .......AXridaa g2ll

Wcrtcrn Herdwood Lumbcr Co.

20ll E. rsth

HANDY DIRECTORY FOR THE BUSY LUMBERMAN

A

/nnouncinq

GENUINE OLD-II{SHIONEI) WHITE PINE

'thits,UIame 0n It

fI /ITH all the loose talk of recent years about the YY availabiliry of true White Pine, many buyers today question their ability to get the genuine article.

Dealers in many sections report a lack of confidence that is slowing up their sales of genuine'White Pine-one of the most dependable and profitable departments of their business.

To those dealers this announcement will be of special interest.

As the largest producers of genuine, old-fashioned 'White Pine, the 'Weyerhaeuser organization feels obligated to make known the facts, to build a new confidence in'White Pine and to share with you the reSponsibility of meeting your local demand for this wood.

To that end the Weyerhaeuser White Pine mills are now marking each piece of the better grades of 'White Pine with a species-mark "Genuine White Pine." From now on you can supply your customers with genuine'White Pine-guaranteed genuine at the source of production.

flere is a definite answer to the insidious whispering about the depletion of genuine White Pine. This service feature puts into your hands'White Pine of unquestioned origin and known qualities. It will allow you to handle your White Pine business on a more definite basis. It is a guarantee that protects you and your business.

]\ /TANY a dealer will see in this announcement a way M to open up his local pattern lumber market. You can promise.the pattern lumber buyer a definite supply of genuine White Pine for years to come. You can tell your customers that your \Mhite Pine is the genuine old{ashioned kindsoft, workab le, uniform, durable, and with the name stamped on every piece.

A fine stand of genuine White Pine photographed on the Weyerhaeurer timber holdisSir.

Your announcement of this White Pine ser' vicewill be just aswelcome to the contractors and home-Luilders who want $enuine White Pine for special outside uses.

The three big'Weyerhaeuser northern mills are manufactu;ing "rr"ty year millions of feet of the same identical species of true'White Pine that used to come from Michigan and farther east.

Idaho-a just as genuine as that from the Lake States ind NewEngland-has earned a splendidrep' utation throughout the Middle West and East. It iswelcomed everywhere as aworthy mem' ber of the true, five'needle White Pinefamily.

WeyerhaeuserWhite Pine holdings in both Minnesota and ldaho are adequate foryears to some. Here is definite assurance foryou and for your customers of a permanent and dglendable source of supply for genuine'White Pine.

TF YOU SELL White Pine locallv for pattern makI ing you will be interested in ourWhite Pine ad' vertising and service campaign appearing in such publicnrions-as the Saturdav Evenin{ Post. This campailFr lications as the Saturday Evenin$ io i-ro-.larl fn nrnmnfe lr,zzr.lncal seles of White Pine.

From now on Weyerhaeuser Idaho ehipments of gen' uine White Pine in all grades No. 3 Common and better eutfaced will be ep-cies'marked as shown in the illuetration at the top ofthe preceding page. From the 'Weyerhaeueer Minnesota mills all surfaced Selects and'Shop willbe species-marked and the species'mark

is intended to promotegourlocalsales of White

It was prepared to helpgoa. Drop us a line requestin$ ^^^ioc nf fh.o. o.lwerfisemenfs- addressin{ Weyer-

The'Weyerhaeuser'White Pine produced in laho-a White Pine that is in every respect respect copies of these advertisements, addressing Weyer'

haeuser Forest Products, St. Paul, Minnesota.

The next time the'Weyerhaeuser representative calls talk over with him the subiect of White Pine. You will find him eager to help you put your local White Pine business ott a better, more definite basis.

will alsobe applied to all Cloquet shipments of No. 1 Qenmon and No. 2 Common surfaced all White Pine when so ordeted. Rough lumber in either Selectslor Shop ca- also be secrrred speciee,markedwhen so spec' ified from either of the above producing districtr. No extracharge will be made for this service.

WEYERHAEUSER SALES COMPANY

GenuincWhitcPinc'battern stockttin thc ceaaonlag yarde of the Potlatchlum' ;.;c";;;r%-P;a;i.i,r&ho. rtic ruch atock asthlelvelvetv' eventexturcd'soft jtt"t*iot t" mmy admirerc and usem for Weycrhacurer Idaho Whitc Pine'

A generouc eupply of good old White Pine b mggertcd bv thir one aiele ofthe NJnl.m tumbe. Coip.oy'r iwt"; v;;a ; ctd;ct, Mino. Note the carc used in pilingthicsplendtdstocL-juetooJ of thedetailcthatul<er crtisfied ortom'f,t'

Building a Business That Lasts

An oddress' bt Mr- 8..1. Williams of the Paraffine Companies Inc., deliaered at the re- cent Annual .Meeiing gf thi Weiler; rtti;il'tumbernren's Association at Seattle. It is commended to the tumbermey of the state ot on, of tni *oii-iiiiiriiui aiiiiiit, ii ;1, hind, full of, highly..instructiae merchandising tioughts ,ii-iaiiii.'''-""'"

r nc dddress 7r)til aDp?ar tn luil in tltese columns, the major portion in this issue, and tke balancc in tlxe Alrit'first nu'mb,er.

. If I were a lumberman I should probablv hesitate to face such a gatherinf of ;y ;;- sociates. to advise them in " ,u"bj."t *hi& many, if not atl of them, havs spent years

In stu(tylng and to which, in manv iases. they have devoted the major portion-of theii active business tives. Bui not beins a ium_ lslrn2n-ne1 the son of a tu;b-e;;;_ indeed, never having been connected with tJle lumber business either directly or in_ directly, and scarcety being "Uii'toal._ ungursh between a 2 x 4 and a I x 12. I approach the subject with confiden." ind wlth nothlng akin to fear of miseivinq: tor rs rt not a fact that the men outside 6f any.business know vastly -o.. about-hoi., it should !e conducted ihan th;-;;; ";;: gag,ed in it? I am sure that any o". of * could conduct our home tov,rn newsDaDer better than the editor does. H""; ;;-;;t so stat.ed many times?-and if given "n orl portunity we could prove it. \o* iJ uJ, could o.perate a newspaper better than the man whose business it is to run it, whv should not a paint, roofing, ,na n.or''.o""r'_ lng man know more about the lumber busi_ ness you fellows do ?-and that's that ! .,_M.y_.subject nright better have been_ "Building a lumbei business tt "t i"rt.]'"i", while all business "built to last" is l"il,a ""

certain fundamental principles, so far as oos- sible I shall deal with the problems of 'the bu_siness. in which you are ing"g"d. - - -

I shall not attempt to eulogize lumbermen tn general or this group in particular. Eulo_ gres are for the dead and my experience with. and tnowledge of lumbeimen, has tauehi me th.at.they_are very much alive-so much artve tndeed that some of them are with dif- ficulty kept on the reservation.

It goes without saying that you are en- gaged in an honorable business. and render a great service to society, but this is true of any legitimate businesj'which contiibut;s to individual or public welfare and adds to the J9Y and comfort of living. As I see it therefore, you are not entitlid to anv soe_ cial credit for being a lumberman. But vou are entitled to a lot of credit if you are-an honest, enterprising lumberman-jif vou aie 1 .clean, upstanding business man, ani a use- ful, high-minded, unselfish citizen. Now. if you qualify under this classification vou are entitled_ to_ a bouquet, and if you wiil come lorwa-rd the secretary will hand it to you, Du!. lt yo.u.are only a lumberman, there is nothrng dorng..

Just why I have been invited to address this gathering, I do not know, nor do I know who is responsibte altho some of you

may wish to know before I get thru. Speak- ing seriously, however, I elteem it a-very great honor to have a place on this program. I have many good friends among the lumbermen of the Pacific Coast; also I have watched closely the work of this associa- tion during the more than a dozen years that I have been in contact with the tumber industry, and I desire to say to you that in my judgment no similar associaiion in the count_ry_ has been more unselfishly or more ably led, nor is there any that his accomplished_more in proportion to its opportuni- ties. The men who have been the backbone of this organization-and you know who they are-are entitled to every honor y.ou can afford them and every considera- tion you can give them. In view of these facts,. therefore, it has been my desire to bring to you, if I may, some conitructive tho",gh_t or suggestion that will enable you, as individuals, and as an associatiorr lto place your industry on a higher plane and on a more-profitable basis; because, mark you, no business is "built to last" that is not established and maintained on a high plane and that does not pay a faii mirgin of profit.

Indeed, it rs my conviction that in anv business that is successful-and no busines-s

can last that is not successful-there must be iwo orofits-a P-R-O-F-I-T and a P-R-OP-H--E-T. and the latter is the more important of thi two. Barring accidents, it has been mv observation that no business attains to laige proportions or to a position of commandins influence, that does not have a rroohet in*it. A man of far-seeing vision foreiasting the future. Of high and undaunted courage to meet the many vexatrous proDlems incident to any business under pre-s-ent hiehtv competitive -conditions. Of sublime fai-th -in his iellowmen, his country, and himself and possessing an iron will so that once havine ditermined what is right in matters of pr-inciple and policy, he will stay put, regardless of opposition or consequences.

As I see it. the most important factor in the building of any "business that lasts," is the human factoi-the men and women .associated with you, but I shall discuss this 1ater.

In view of my very limited knowledge of the lumber business and the troubles and evils incident thereto, I wrote a number of friends and acquaintances activety engag-ed and prominent in the lumber industry for their anatyses of conditions, and their suggestions for improvement. Much of what flllows is taken from the letters received and represents in a way of speaking, a cross section of the mind of ihe trade. If you find something of value, therefore, the credit is not due me but some of your own associates. Likewise, if there are some things to which vou take exception-the blame attaches elseinh.r.. So fai as this feature of the address is concerned, I am the mouthpiece of many men who have not been invited to this platform, and who, in many cases. could not have been pulled here with a tractor, but who, in their respective communities, have a reputation for integrity and sound judgment, and whose words of suggestion and counsel should have weight with and be highly valued by this audience, and by all the lumbermen of the States represented in this association, as I believe they will.

Many Evils in Rstait Lumber Bupinets

If these men are to be believed, there are many evils connected with the retail lumber business, some of which could be eliminated very easily, with open, frank, and fair dealing between the local dealers concerned. Others, more serious, have their roots deep- ly grounded in the systems emptoyed by iobbers and manufacturers and cannot be removed without the assistance and co-operation of the agencies mentioned. There seems to be a concensus of opinion, however, that the major evils affecting the business are as follows, and about in the order named:

l. Widety fluctuating wholesale prices, which in turn, naturally afiect retail selting prices. Lack of a definite one price system rigidty adhered to in both the wholesate and retail ends of the business.

2. Entire lack of, or inadequate cost accounting systems, with the result that many dealers improperly price their merchandise and therefore not onlv do business without adequate margin to cover their overhead and investment, but force their fellow merchants to the same low level

3. Lack of open, frank, and friendly dealing between competitors, with distrust, suspition, and demoralization the inevitable outcome.

4. Extending credits unduly-in fact, in many cases, the competition is as strong' or stronger on credits than it is on sales.

5. Substitution of lower grades.

I shall take these up in the order named and follow with others not mentioned above.

Lack of Stable, One-Price System

In discussing the lumber industry with one of the leading business men of the Northwest recently, he said:

"My observation of the lumber business in

the Pacific Northwest, is that it is either a feast or a famine. When business is good thev all Dut on two or three shifts and product eveiv foot of lumber they possibly can' which so6n fills their yards and buyers besin to see there is a heavy over-production' Alone with this over-production, when the markit is good, they raise their prices- by leaps and bounds, tiying to get back in a few months what they have lost in six or eight months. This soon discourages buyeri, who are fully aware of the over-production. and the market breaks, mills stop, prices go down, and another famine develops in Ihe tumber industry. This procedure has been repeated year after year, but all seem to work on the principle of 'get all you can white the getting is good'. What should be done is to stabilize prices, and keep production within the limits of consumption with only a fair surplus ahead'"

Anothir-and this from one of the most capable and experienced lumbermen on the Pacific Coast:

"In my opinion, the weak spot of the Retail Lumber Dealers is their policy of not maintaining a firm, stable price list. As you wetl know, most other lines of merchandise are sold on a one price system and a good merchant in his line stands by his one price idea firmly. In the lumber business, I am sorry to say, the lumberman has educated his customers to shop around, and the result is that usually the customer buys his bill of lumber at a low price, Ieaving no margin of profit to the dealer. The dealer's anxiety for volume robs him of his profit and profit is a very substantial item in 'building a business that lasts'. If you can impress this fact on the lumber dealer's mind and induce him to put out a price list which is both fair to himself and his customer, and maintain it, regardless of prices quoted by others, I believe you will have accomplished the greatest good to the business."

Stitl others:

"The greatest evil is price cutting."

t'The evil exacting the greatest toll among retail lumbermen is price deviation."

"The thing that is fundamental to the success of the business is a one price policy rigidty adhered to."

And this, from one of the teading hardware jobbers in the West who does a large business with retail lumber yards:

"Price cutting' is another important feature. I have never yet seen a firm build up a big business and a great organization, enjoying stability and confidence, by price cutting. Firms that work on a rigid price policy enjoy the confidence of their customers and their competitors and develop the highest financial stability."

My own observation and experienc€ confirms all that has been said and I am prepared to state most emphatically that the more nearly any line of merchandise is sold on a rigid one price basis, the more satisfactory the results from every angle. I realize that I am scarcely competent to pass upon this matter as affecting the lumber business, but I believe it is practicable, and I know of some retailers and jobbers who are nor,v operating on this basis very successfully. An interesting side-light on this matter is that a larger number of the letters I received stressed this matter of "stabilized prices" more than any other feature of the lumber business. If I were a retail lumberman, and especially if located in a city, even though a small one, I would certainty givs it a trial. There is much to commend it from an advertising and merchandising standpoint-not to speak of its value otherwise. Nothing would induce me to attempt to operate the business of the company with which I am connected, on any other than a rigid one price system, and I hope to see the day when this will be the standard practice irr the lumber business. In an address

delivered before the Crlifornia Retail Hard*ir. ."d Implement Association Convenii""-tt"ta in San Francisco last year, I made the statement that the practrce ot cuttlng orices was unsound ethically, economically, and commercially, and so objectionable and demoralizing in its efrects that .-any salesman, jobber or manulacturer-gutlty ot tnls ot"ciii" shoutd not rcceive the support of ihe trade. Later this statement was reoi"t.d b.fot. the National Retail llardware bealers Convention, and in both cases was applauded.

Cost Accounting

I am informed that your association has recommended a very fine system of cost accountins. but that the retailers have been slow to*'take it up. Most dealers who cut orlces Ao so from a mistaken idea of their costs. which would be obviated by the use of a broper "cost" system. A very capable rtrJ successful lumberman of my acquaintance. said to me recentlY:

"Everv lumberman should know his costs' The cosi of conducting a retail lumber busines is hieher than a man would believe unless he -has made a study of it. It is obvious that a man must make a profit to stav in business."

Nobody can dispute that, .so check up on yonr cosir and fii your selling price-s with due regard to the complete cost of your merchandise.

Lack of Open and Frank Dealing Betwcen ComPCditors

Here is where we come into contact with two of the most important factors in aly business-the human and the ethical. No business can be' successful that does not take into account the plain, fundamental facts of human nature. In the ordinary everv dav relations of life we must have due regard for the feelings,-the convictions -even the idosyncracies of each other. We cannot get along with folks unless we respect their opinions and give them cr-edit for honesty and sincerity of purpose. Hp.* then can you expect to get along peaceably with a man engaged in the same line of business-a competitor, unless you show the same consideration that is expected and civen bv men to each other in the everyday iontacti of life? Frankty now, is it reasonabte to expect a competitor to be friendly if you speak slightingly of his business. abilitv. on the one hand, or accuse hlm ol belng a-"crook," on the other? Again, how can you expect a man to play the -game- with you if you are not open and above board in yout- dealings with him? There can be no harmonv or concert of efiort where there is secrecy,- trickery, and evasiveness. In dealing with your competitor, who, as .one prominent lumberman puts it, is your friend -vou should be frank and friendty and trtithful.

How many times have you broken Your word with a competitor? How often have vou told less than the whole truth when iiscussing a business matter of mutual interest? How often have you made mental reservations under the same conditions? There can be no confidence between comoetitors where there is not honesty, truthiulness, and fair dealing. If, therefore you wish to avoid distrust, suspicion, and demoralization in your business, be friendty and play the game straight. Don't believe all fou- hear -about the other fellow and especially don't believe all that your salesmen teli you. I have known, and so have you, of many cases where salesmen were deliberately misled by their customers for the express purpose of making trouble or with the hope of gaining a price, or other advantage.

May I quote from a man connected with (Continued on Page 36)

(Continued from Page 35)

one of the largest retail lumber concerns on this coast:

'One of the greatest weaknesses that exists -amon-g_ retait lumber dealers, is the .tack-o.!.confidence they have in each other; by. failin_g_ to maintain the policy of fair prices. Under existing condilions- thev are allow-ing buyers of Suilding materiais to practically.make their own prices, I hope thetime is not far away when all retiit lurnber dealers will realiie the importance of confiding in each other, and of buildins up a policy of fair prices."

Again, as bearing upon the matter of confidence between competitors,-this statement from one of the most respected and success- ful men engaged in the retail lumber business, will interest you:

and character of the men who denounce the practice, it is evidently an evil of sreat macnitude and extended ramificationi and on'e that demands serious consideration.

A representative of one of the largest retail distributors in the West. savs:

"In order to make the business jermanent it is necessary to maintain your slandard of grade_ and fight shy of the practice of sub- stitution. In other words, I would apply the pure food law to our own businesi- in making it imperativs to sell our customers just what they buy. In our own case, a customer gets just what he buys and we would prefer to lose a sale rather than resort to substitution."

Another writes:

afford a l€gitimate margin of profit. They reter to such items as Builders' Hardware. Paint_s, etc,, The result being that pricej on these lines become demoralized - with friction and hard feelings; resulting. In the smaller towns this brings about a bad situa- tion. I have been asked by some repie- sentative lfardware men to siy to the memb-ers of this convention that they have no objection to them taking on lines-heritofori handled more or less exclusively by the hardware trade, but that if, and whire this is done, they should be sold on a basis that will aftord a legi:imate margin of profit.

The Requistion Evll

"Each sale should be made on such a basis that the salesman or merchant woutd be oer- fectly willing for both his competitor and hts customer to know as much about the transaction as he himself 'does. I believe that if lumbermen would make their sales and conduct their business on this basis it would greatly improve the industrv.';

_

Another high class lumber merchint savs:

"I think a lumberman should co-operite with his competitors."

Extending Credits Unduly

Credits are -a very important factor in any bustness,.for no enterprise can run in_ d.ennrtely if the money is not received for the merchandise sold and within a reason_ able time- It is very evident that credits are ^ unduly extended in the retail lumber business-, if the emphasis placed upon this reature. by my correspondents is to be taken serlously. wttness:

"Credits should be limited.,'

"Collections and credits are verv imoort- alt. An organization may be evir so- effi- crent at all other points and fail because of Iaxrless in this reqard."

"Too free in gianting credit. Before de- Irvering material, dealers should know not -only the general reputation of the buver but actuat conditions covering the real es_ tate_ on which material is delivered. The banker will not toan money without .."uritrri why should lumbermen furnish material?n'

"Undue extension of credit, particulariy in cor,r.n_ection wiih repairing or'rimodeling"oid buildings."

"Closer co-operation among retail lumber_ men rn matters of credit. Credits are reallv one of the chief worries of the average yiif manager. Where cut-throat co-peiition ii transferred from the selling end to tf,i credit de.partment, the situation t ". "oi le.i greatly improved."

Substitution of Lower Grades

While this is listed as number five, or the last of the major evils,-from ttre "u*tei

We Special ize

"Another great evil in the business is that many dealers regrade the lumber that comes from. the mill. They try to raise the grade t or rnstance, some dealers never buv numb.er. one vertical grain flooring, they regrade thelr number two and get what they call number one out of that. They do th e- same with_ number three, and get rirhat they catl number two. Some of us have recommended that the mills trade-mark theii lumberqarticularly their upper grades, and even Ilr.eir commons, if they wish to go that far. This would overcome the practicJ of resrading_ and make for more honest competit'ion."

One of the recognized leaders o? the re- tail lumber business makes this statement:

"A lumber business will not tast. when pushed by a selfish impulse, and it is' selfish and wrong to load number three boards on a number one or two order. The impulse is-_ bad that puts a few green boarcls 'with kiln dry stock, or unloadJshort sizes as fult widths and lengths."

_ "Trade marking and grade marking lum- ber, would improve the business. Protect the public against unscrupulous merchanis who Jump grades.'

"There are so many grades in lumber that one dealer can undersell another by sub- stituting and it_ requires a high gradi man to manage the lumber yards to cit out this game of substituting low grade material. To 'Build a Business that Lists,' you must build with only good grades of iumber."

CWting Prices on Side Lines

While the above represent what are claimed to be the major -evils in the indus- try, there are many other matters that will require close study and careful consideration in order to eliminate them as troullesome and disturbing factors in the business. A complaint made by hardware dealers asainst the lumberman is that the latter talie on lines heretofore regarded as belongine to them. The complaint is not on this ioint however, but that when and where this is done there is a tendency on the part of ttr- lumbermen to sell thes6 items below si.ni- ard prices and on a basis that does not

Another evil in this same connection_ and one productive of friction-is what is known .as the "requisition evil," where ium_ bermen and. loggers buy for their own usc and Jor their friends, at wholesate prices_ ar.ticles .that they do not regularly -handte. rhrs_ evtl has grown to a point where the retail hardware dealers and other targe re- tailers have gone on record in tt " toim -of a .r_e_s-olution to the following efiect:

"We believe that a merchiirt in business. selling merchandise for a profit, shdid ;; buy-goods at wholesale foi his';; Ge-;; for friends or employees, when he doJJ -noi regularly carry such merchandise in stock for sale."

It is not for me to attempt to tel you gentlemen, what you shall oi shall not'do along these lines. I am simply Dointins out some of the things that devllop-frictioi and. create bad feelings between rirerchants rn the same community.

A Reasonablc profit

Evgry man in business-no matter what the line-knows that a business cannot last unlessit pays a reasonable pro6t. N;- where in my discussion with the better class of lumbermen, have I found a disposition to exact too large a profit, nor to iharge excessive prices. Occasiohatly there ard individual lumbermen-as there are men in everv line-who witl charge "all that the tiaffit will bear," but this is not good business. and ultimately works a hards[ip on all conj cerned. It is just as bad to make vour prices too high as it is to make them- too low. An ideal condition is to organize your business so that it will afford a"reasoriabi. margin of profit on the merchandise sotd at all times, and this can only be done by ma-rntatnrng an, accurate system of costs, including,-overhead, inveslment, and ali that enters into the conduct of the business.

Service

This I think, is the most overworked ard !h. most abused word in the English language. It is used at once to covcithe smallest and most insignificant detail of business, and at the same time, the thinss that are basic and fundamentai. And v-et

Wcll ataorted etoc&r at our Lor Angclce yard or direct carload rhiomentr from mill.

there does not seem to be any other word that fully meets the situation.

We are all familiar with the slogan of that splendid body of men forming the Rotary Clubs of the World: "}Ie profits most who serves best." and more and more. men are coming to regard this as the basis of successful business.

I once heard John D. Rockefeller, Jr., say in a speech before the Chamber of Commerce of the United States, at Atlantic City: "That it is not the primary or principal function of business to make money, but to render a service to society." I believe this is true. And if we expect to prosper-if we expect to be successful in our business -we must each of us render a service to our respective communities.

In the lumber business this term {'Service" covers a multitude of sins. It is ap- plied to many features of your businesssome of which are good-some not so good -and some positively harmful. To some, the term "Service" means quick detivery, regardless of distance or conditions. To others-promptness in figuring estimates; and still others-complete plans and speci- fications lor buildings with expert counsel covering every phase of home building in particular, and extending as far even as equipment and furnishings.

The extent to which "Service" along any or all of these lines may be furnished, depends on the price obtained for your merchandise and the cost of the service; and this should be carefully determined, because the entire cost of operation, whether figured as "Service," overhead, cost of merchandise, investment, or what not, must come out of the merchandise sold, and the price obtained, therefore, must of necessity, in the final an-

alysis, govern the amount

can be given.

ef "$qlvisq" ghlf

Lumbcrmen Are Too Conscrvative

A prominent lumberman of my acquaintance, and one recognized as a leader in his section, says: "Retail lumbermen are traditionally conservative, sound and substantial, and are hard to drive from a beaten path. They see readily a tumber pile, but it hard for them to visualize that pile converted into the spirit of a comfortable, happy home. As a class they are proud of the traditions of the business and naturally resent interference,-feeling that hodern methods are a fad and are not applicable to the class stability of their product."

I regard imagination as an essential in the .retail lumber business. for without it the salesman cannot visualize and portray to the prospective purchaser-and p-articularly to a woman-the completed home, artisticly finished and furnished, with the children healthy and happy, romping about the lawn. In order to make this appeal and to interest folks in building homes, there should be something more than a lot of miscellaneous lumber piles in an alley or down by the railroad track. There is no reason why a building occupied by a lumber dealer should not compare with the best stores in the town -with all of the surrounding:s artistic and attractive. In the office or store room, there should be on display, samples of all the materials used in the construction of a home, and which are ofiered for sale. In addition to this, there should be pictures of modern homes with plans for their construction, and the persons in charge should be in a position to furnish figures covering the approximate cost of the completed buildings.

To the average man or woman, the build-

And in Boston too, Superior Brand (}ak Floors

Another notable example showing the high type of building in which "America's Fiaest" oak flooring is serving. America's.leadrng crtrzetrs rn ennanc- ilel. and beautifying rnelr nomes.

This exclusiveapartment located on aristocratic Beacon Street, Boston, is floored throughout with

fn catering to the exacting taste of those who occupy apartments of this character, it is imperative that every detail of the decorative features be the acme of oer{ection. Thus from coast to coast. Superior Brand Oak Flooring is becoming more and more relied upon to insure the maximum in beauty and utility. through its matchless uniiormity in color and individual iuperi- orrty rn manulacture.

SHALL WE QUOTENOW?

ing of a home is the event of a lifetime, and occurs but once. Hence, they have but littte knowledge of what is necessary, or the cost. And the furnishing, theiefore, of such information as I hav6 suggested, is in many, if not most cases, a real service.

Most progressive lumbermen have such buildings as I have rcferred to, with their lumber neatly piled-the yard clean and tidy -and their equipment in 6rst class shape, but there are a few of the other kind still left.

Pcrsqurel

How few of us realize the importance of this feature of our business. We are proud of our location, our buildings, our stocks, and on our inventories they are given a definite cash value. We give serious and careful thought tq the protection of our buildings and our merchandise,'but scarcely any to the men associated with us. Again, in selecting a site-in designing our buildings-and in choosing our merchandise, we exercise the greatest care and judgment, but too many times we select our associatesthe men who are to work with us, and upon whom, in large measure, the success of our enterprise will depend, with less care than our wives give to thc selection of a cook, I wond_er if you all realize to what extent the success of your business is dependent on a driver or a yard man? In many cases the customer does not come in contact with you personatly and you and your institution are judged by thg driver-yard man-bookkeeper, or salesman, as the case may bewith whom the customer does come in con- tact. Hence, the importance of seeing that these men are the best obtainable-thai they are intelligent, truthful, courteous, and toyai.

(Continued on Page 38)

(Continued from Page 37)

I\{ay I quote from a few of the best and most successful lumbermen that I know: ' "It is the personnil of a concern which builds a business that lasts."

"It is not necessary to have a sign 'welcome' over the door. The customer should feel it instinctively the moment he enters the office-whether it be the 'lumber buckers' or the manager with whom he comes in contact."

"The retail lumber business is highly competitive and iis success or failure depends almost entirely on the men in charge."

"The personal element in the lumber business is very important."

"The retail lumber yards that go through times of hard competition and make a profit, are those where the manager has built up an organization who are close to the buyer.

Buying of course is important, but I believe that the most important thing is building up a selling organization with high grade men in charge of the yard.'

"A marked weakness is that so many retail yards are run by employees who have no interest in the business but regard the job as simply a stepping stone."

Linc Yerd Managemcnt

I wonder if you line yard men would pardon me if I gave you a criticism of line yard management made by an unusually capable and observing traveler just a few days ago?

"Most of the line yard concerns do not take the manager into their confidence. The local manager is little more than a foreman. He is told nothing about the cost. His goods are all priced for him and he is told to sell them at these prices. He has

absolutely no authority and is very often placed in the embarrassing position of having a buyer go to the main office (or even write in), and get a price lower than he was authorized to quote. This is a very common happening in line yard management. The line yard manager is bawled out about monthly losses or _yearly deficits, but is never complimented for a good sale, or a good monfh, or a good year. He is abso- lutely in the dark about things, since hib bookkeeping is mostly done for him at heddquarters and he has no knowledge of the facts or figures. Is it any wonder-then that there is a- heavy turnovei in line yard management?"

I shall refer to this matter again under the head of Human Retations.

(To be continued in April lst issue.)

sAN JOSE CONCATENATTON

Henry L. Wills, Vicegerent Snark Coast Counties District, arinounces that his-district is holding a monster Concatenation at San Jose on March 28. The program calls for dinner at the Vendome Hotel at 6:00 p.m., to be followed by the Concatenation at 8:00 pmr During th9 Co.ncatenati6n, a special entertainment will be provided -for the ladies. Following the Concatenation, there will be dancing until midnight.

San Jose being centrally located,-a lar.ge .crowd .it :I; pected io attend] The Coast Counties will be out in full iorce and a large crowd from San Francisco, Oakland, and the Bay District are expected to be presenl {!cege19nt Snark i{"ttty L. Wills *iu"t pt.tettt af the Hoo-Hoo Club No. 9 lunch.ott ott March l2'when he announced that final arrangements for the Concatenation were- ne?4I completed and tfrat they had rounded up a fine bunch of Kittens' Mr' Wills also innounced that a Hoo-Hoo Golf Tournament would be held on Sundav at the San Jose Country Club and a big crowd have alieady signified their intentions to compete in the contest.

DON'T FORGET THE DATE COAST COUNTIES HOO HOO CONCATENATION

VENDOME HOTEL-SAN JOSE

MARCH 2;8, L925

DINNER_CONCATENATION_DANCE

GOLF TOURNAMENT

SUNDAY, MARCH 29, T925

sAN JOSE COUNTRY CLUB A BIG TIME_BE THERE

ST. HELENS, OREGON, TO GET LARGE PAPER MILL

Plans will be started at once for the erection of a $2,500,000 paper mill, which when completed will have a capacity for manufacturing from 3@ to 400 tons of craft paper daily. The plant will be erected on the Willamette slough at St. Helens, Oregon, on property formerly owned by Chas. R. McCormick & Co. interests, and will be known as the St. Helens Pulp & Paper Co. Negotiations for the construction of this large mill were recently completed at San Francisco, and the officers of the new enterprise were announced as follows: President, Willard P. Hawley, Sr.; Vice-President, Willard P. Hawley, Jr.; Chairman of the Board of Directors, Hamlin F. McCormick.

The Hawley interests have been associated with the manufacture oi paper for many years and operate the Hawley Pulp & Papei Co. at Oregon City. Hamlin F' McC6rmicli is gen-ral manager of the large lumber interests of Chas. R. McCormick & Co. at St. Helens. Plans are already under way for the construction of the mill which will be built in units. The first unit will have a capacity of about 50 tons daily and r,r'ill employ over 300 men. The buildings will be fire-proof in construction and the latest in paper making machinery will be installed.

The nerv concern will manufacture Sulphate Paper. Sulpl-rate mills make a chemical PaP9r, using in the process the more plentiful woods, such as Douglas Fir and \Mestern Red Cedar, which are not adapted to making sulphate paper or for mechanical or ground wood pulps' Most of the mills on the Pacific Coast make sulphate paper, using hemlock and white fir. Spruce is used in making ground paper pulp. With most of the sulphate mills confined to the East, ihe- establishing of this large sulphate mill, will make the Pacific Coast an important factor in the paper industry.

Not Thru Cr aftsrr atT,ship Alone

If you -operate a furniture factory, or a high class millwork plant your machine and bench men must be more.than mere "hands." They must have attained that degree of expertness to entitle them to be classed as craftsmen, artisans, and as such, you and they are entitled to the very best of materials with which to keep up your reputation.

Our veneers, manufactured in all cabinet woods, are of tight, smooth-cutting, even thickness, mechanically dried and flat.

"Good to the Core" plywood built to your specifications in all of the hardwoods will aid you in keeping that good reputation.

On The Writing of Ads

Perhaps it hasn't struck you that the first step in writing an ad is to have something to write.

Many of you have FILLED NEWSPAPER SPACE with WORDS-but how many ads did you, ever WRITE?

Glendorff could converse in French about the straw colored cat of his aunt, but that wasn't a pariicularly interesting subject for many people.

You can mention "Wood, Cement, Lime and Coal," but that doesn't give MUCH food for thought to the man who has a MAPLE FLOOR or a HEN HOUSE in mind. Chances are he doesn't even THINK OF WHAT THOSE THINGS HE WANTS ARE MADE OF.

Before you write "an ad" you should know thoroughly two things-at least-and those are lst. WHAT YOU HAVE TO SELL, and 2nd. HOW THAT THING WOULD BENEFIT YOUR READER.

And if your ad doesh't contain the ansrvers to those two points, your ad is worse than wasted.

So then, when we speak of the "writing of ads", we speak

of the preliminary work of "getting ready to write an ad."

Just go over WHAT YOU HAVE TO SELL; even if you don't write a single ad, that investigation will be of value to you, for it will show you a lot of things you didn't know you had.

How about STOCK? Plenty? What kinds and amounts ? What sort of things can be made from that stock? How about prices? How about condition? Any special grades or species or materials ?

Then how about SERVICE? Deliveries? Accounting? Credits? Plan-book services? Information? Construction aids ?

How about your OFFICE? Pleasant? Clean? Suggestive Displays ?

These are a few of the FIRST and MAIN THINGS TO CONSIDER.

List them-ANSWER THEM-and the first thing you know you'll find the best ads you errer wrote lying on the paper in front of you.

It's a great indoor sport these days. Give it a whirl.

GET PRICES EISEWHERE THEN COME TO US-

OUR PRICES ARE LOWER.

Such notices posted in Lumber Offices not only invite competition, but in plain language, you are advising the public that it is foolish for them to pay a legitimate price for Building Materials when, through competitive figuring, they can be bought at practically cost.

It ie because of thoughts like these, and the fact that you have allowed the public and contractorg to put a selling price on your merchandise, that you are reluctant to take a gtand and make your busineee a one-price establishment.

During the past few years California's prosperity has created demands for such a volume of lumber that, had legitimate prices been secured, it would have refected a wonderful business, yet at the expira' tion of each year your books showed little if any profit. You simply scratch your headr, remark that rotten competition is Hell, and continue with your pencil pushing, helping conditions to grow worse.

LUMBERMEN'S SERVICE ASSOCIATION are in t}eir small way helping by making available for you to apply-a Building Plan Service that will create business where properly applied, and we are bold enough to tell the world that the Lumber Merchants in California who are enjoying the most proGtable business are members of our association.

Creators of Modern Merchandising Senrice for Lumbermen.

What Would Wrigley Do in the Lumber Business?

It was not a great many years ago, according to a current story that is now appearing in the public press, that Wrigley, of chewing gum fame, was kicked off a train in Kansas City because he had no money to ride any further.

He now does 80 per cent of the gum business in the United States and is teaching the rest of the world to chew gum.

He owns some of the finest office buildings in the country.

lle owns Catalina Island, the Chicago National League Ball Team and a lot of other things too numerous to mention.

It is not possible {or retail lumber dealers to do what Wrigley has done, but each can do as much locally in his particular line as Wrigley has done nationally in the gum business.

Wrigley keeps people thinking about gum. When they think of gum they think of Wrigley.

Local retail lumber dealers should keep people thinking of building. And when they think of building they should think of the local dealer.

As the matter now stands in many towns the public does not think either of building or of the local dealer !

'We can be just as dominant in our ou'n line in our ou,n locality as Wrigley is in his.

There is not a retail lumber dealer in the United States who cannot afford to do it, and who in doing it would not find it immensely profitable.

GRANTED USE OF CITY DOCKS

Long Beach, Mar. 3.-Permission for the patten-Davies

I,umber Company to unload lumber cargoes on the municipal wharf at channel No. 2, until such t-i-e as it has con- structed dock facilities of its own in the harbor district, was granted yesterday by the city council on the recommendation of City Manager C. H. Windham, who announced that the concern would begin making Long Beach a port of call for its lumber fleet immediatelv.

WINCHESTER LUMBER CO. BUYS VESSEL

The Winchester Lumber Co. have purchased from ,the National Lumber Co., the steam schooner Coquille River. The vessel was built at Prosper, Oregon, in lii96, for the Sudden & Christenson Company. Since being built for the Sudden & Christenson Co., the vessel his changed hands several times.

Builderc merely nail a roll of Bishopric Basc over the atudding-ihen apply cement. The cement lock'r between the bevoled boards and formsadovetail-tte rtrongett mechanical keY known. We recommend 18 gauge galvanized wire netting to reinforce the cemgni-1hsn the wall will be stronger and better and cost no more.

Sold by Eastern Lumber Yards for 18 Years !

Lumber merchants in Eastern States know Bishopric Base as one of their biggest selling items. It outsells sheathing and pays a greater pro6t. In practically every state where the law compels l" sheathing, Bishopric Base has been tested and approved for use in place of sheathing because Bishopric Base is stronger.

National magazines have advertised Bishopric Base to Architects, Contractors and Prospective Home Builders for the last | 8 Years Now a separate Los Angeles factory ie producing Bishopric Base in economical quantity. A gmashing advertising campaign in the leading Los .Angele newsPapers ia telling this territory what Biehopric Baae ia-how much better it is-and that it costs no more than other baces which are not a fraction as strong.

There is no question but that Bishopric Basc will duplicate in

the West the outstanding success it has made in the East. Dozens of lumber yards have already gtocked Biahopric anticipating the big demand. They sell but little sheathing-and they realiic that with Bishopric Base in stock theY can now sell a wall-building ma' terial for inside and outside walls and get a profit that has formerlY been lost to the material suPPlY dealer.

Send for free sample disPlaY for your sales floor and get full details on how much Profit You can make from BishoPric Base sales. Bishopric Manufacturing Company of California, producing Bishopric Base for Stucco, Plaster, Brick Veneer and Frame Buildings; BishoPric Stuc' co for Exterior Walls; Sunfast Color Stucco; Flooring and Drain Board Composition, 604-626 East 62nd Street, Los Angeles, Phone AXridee 0707.

ric Basc

Light on the Building vs. Buying Question

Not a week passes without some one asking, ,,If I build can I do better than if I buy?" writes Hugh J. Smallen in the New York World. No answer that will apply in all cases can be given to this question. Whether it is better for a prospective home owner to build a home from his own plans or to buy a finished house cannot be determined without considerlng a number of factors. Much depends upon the person who intends to become a home owner.

From time immemorial there have been arg.uments pro and con on this subject. If we attempt to classify and parallel the important arguments for and against building and buying we shall have something to which the homeseeker may be guided.

T et it be clearly bofne in mind that the purpose is not to convince any one intending to get a home that it is bet_ ter to build than it is to buy, or vice versa. Nor should any of the conteritions cited be assumed to apply to all cases. With this in mind, we can proceed to compare the relative merits of building and buying.

AI.BION TUMBER CO. REDlvOOD

BUILDING VERSUS BUYING If I Build: If I Buy:

l. I must be able to determine the cost of building in advance.

2. I shall get my house at the cost to build.

3. I cannot expect to get a bargain when I build.

4, I shall have a new house, and may expect the cost of repairs to be a small item for a long time.

5. I cannot see the completed house, so it may not turn out to be exactly what I had expected.

6. I may or may not have the time and the ability to choose wisely in selecting my architect and contractor, or to work with them to the best advantage.

7. To build successfully I shall need some technical knowledge in order to inspect the rvork intelligently to see that plans and specifications are properly made and carried out.

8. I can plan exactly the house I r,vant, and choose the location that suits me best. It .ivill be a real home. my home.

9. The house rvill require no alterations.

10. I can finance my home to suit my financial abilitv. I may choose to have e;tt.. a straight loan, an amortizing mortgage, or a building and loan association mortgage.

1. I knolv the exact cost.

2. It is probable that I will have to pay the seller a profit.

3. I may possibly find a bargain in a house that is pressed for sale.

4. I may expect a heavy repair bill soon on an old house.

5. I can see exactly what I am getting.

' T shall have no architects or builders to deal rvith.

7. I shall need little technical knowledge to buy a house.

8. I may not be able to find a house laid out to suit me, or in the locality I would like best. It would not be a home created for me by myself.

9. To adapt the house to my needs, extensive alterations may be necessary.

10. The mortgage that is on the house may not be in the most suitable form for me. I may be put to the expense of changing it.

These, then. are the important conditior.rs that u,ill gov_ ern the decision of the homeseeker to build or to buy. After a study of them, one man may decide that for him a majority of the reasons cited impel him to build, while another may decide that for him it is better to buy.

San Die€,o County Notes

The Coffin lumber yard at Carlsbad has been sold to the Bauer-Geib Lumber Co. which oDerates a yard in Los Angeles and one on the Long Beaih Boulev-ard near Comp- ton. The new owners will continue the business.

Mr. O. G. Gray is now manager of the City Lumber Co., San Diego.

Mr. Frank Knowles, who has been temporarily looking after the Lumber & Builders Supply Co., Encinitas, will devote his time to the general interests of the concern at Encinitas and Solana Beach. Mr. Alvin Naas will'be in charge at Encinitas.

The Spreckel Bros. Commercial Co. at La Jolla have secured a new location on Fay Avenue, directly opposite the Gibson yard. The new cement warehouse is up and the shed is well under way.

Mr. Herb Sullivan of the Western Lumber Co.. San Diego, has. been in Northern Michigan some time ofl ?ci count of Mrs. Sullivan's illness following her father's rathef severe indisposition.

Mr. W. P. McPhee of the McPhee & McGinnity'Lumber Co., Denver, is at Coronado Beach for the season.

H. Riddiford, Secretary for the Southern District of the California Retail Lumbermen's Association, accompanied by G. F. Hoff, Secretary of the San Diego Materialmen's Association, drove over _to the-.Imperial Valley, visiting El. Centro, Calexico and Mexicali.

L. C. Slade, San Francisco wholesaler, was a recent San Diego visitor.

WHITNEY LUMBER CO. MOVE TO ST. CLAIR BUILDING

The Whitney Lumber Co. have moved their San Francisco office to the St. Clair Building, 16 California Street. Their telephone number is Kearny 5568. Harry E. Morgan, manager of their mill operations at Garibaldi, Oregon, was a recent San Francisco visitor where he conferred with B. W. Shipley, their San Francisco representative, on business matters.

UNCLE SAM'S WOODLOTS

The National Forests belong to the American people. You own an interest in them. They are not "Reserves." They are handled by Uncle Sam's foresters, the U. S. Forest Service, to produce the greatest good for the greatest number. When a crop of trees is ripe and there is need for the lumber, it is sold to the highest bidder. The man who cuts it must .do so in such a way that a new crop will gro'w on the same ground. The method of doing this is different for each region and type of timber.

trf the grass and weeds growing beheath the trees are needed by stoclmen, permits are issued to graze sheep and cattle. Sometimes a forest's most important function is to regulate streamflow, providing irrigation, drinking water and water-power. Public campgrounds are set aside for the public, and summer home sites are leased, where mountain cabins mav be built.

Of all the money taken in by the Forest Service from timber sales, grazing and special uses, 25 per cent is returned to the state and county to be used for roads and schciols. The Forest Service also spends money in the forest communities building roads, trails, telephone lines, and other protection or improvement and for fire fighting.

The greatest benefit, however,'is the proper handling and tuse of these forests for the best intefests of the people and the growing of new tree crops for the future.

About one-fifth of the remaining. timber in the. United States is in the National Forests. The remaining fourftfths belongs to states or private individuals.

HOMER DERR VISITS OROVITLE

Homer Derr, J. M. Derr Lumber Co., Elk Grove, has returned from a short trip to Oroville, where he inspected the mills in that section. On his return, he spent a few days with friends in Chico.

ANDERSON MAKES CHANGE

B. A. Anderson, for some time in the sales department of the Hammond Lumber Company, Los Angeles, is now connected with the E. K. Wood Lumber Company, in the same city.

S.rppose Your Plant Should Burn Tonight-

Would you be able to view the twigte.d, emoldering ruins, consoled.in your miafortune by the sure knowledge that you are adequately insured, with every condition on the policy fulfilled, so that there will be no question of the amound you will recover?

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

..HOME.ISMS''

Here k a page of beautiful home-ouming ideas that could be used to advutage b! an! liae merchant. "Hotneistns" k a feature itt three San Dbgo dail! fa\ers, credit behg giaen to .Mr. Chris M. Anderson, of the Klicha Lumber ComPany, San Diego. A nean chapter of the series uppears each tpeeh,

"Homel" What a word! It conjures up memories that are dcar .to us; memories of the old home place of years ago. No wonder the poet sang, "IIow Dear to My Heart Are the Scenes of My Childhoodl" There is something about that old home of ours, no matter how humble it may have been, that holds us yet with cords of affection.

Modern homes have conveniences and comforts unknowri in the old days, but they fail to create that peculiar "home" atmosphere thpt seemed to be attached to the old cast-iron range, the wooden churn, the handturned washer and wringer and the pump. You know the old pump. In winter it needed to be thawed out, and in summer it dried out. Did you ever stick your tongue on the handle on a frosty morning? And taste the refreshing coolness of the clear, pure water on a hot summer day? Did you ever get such thrills by turning a faucet, or pressing an electric button ?

Some men think their duty is done when they provide a living for their family. They are vitally wrongl A man has not fulfilled his duty as a father or husband until he has provided his family with a suitable and comfortable place to live. A good home is the inheritance of everv Americah boy and girl-and father ani mother. Truest Happiness and Contentment cannot come without it.

A _Ggod Thing is a Better Thing the Quicker you get itl Begin now to plan for that (HOME OF YOUR owN."

Every home, when completed, is the materialization of a dream-a vision. It is built 6rst in the mind and imagination of the owner or builder. To wish for a home is not enough-but it is a good beginning, for if we wish hard enough, and strive hard withal, the attainment of our hope is sometimes brought within the realm of possibility.

A warranty deed to a home is more than title to a house and lot. It is a share of stock in the community, a Certificate of Happiness, and a Bond of Love to every member of the family. .& * .!.

A glowing fire in the fireplace, a great big armchair drawn up close, your favorite book or ma.gazine, and the soft light of the reading lamp by your shoulder-wllb could ask for more for a lon! pleasant eveningl

And isn't the pleasure and satisfaction multiplied when the chair, fireplace and house belongs to YOU?

A GLORIOUS FEELINGI

Think of the joy, comfort and ionvenience of having a home-all your ownl

Done with crowded, stuffy rooms and apartments! Done with the everlasting rent problem!

On the road to Savings and Independence at last! Isn't it a grand and glorious feeling?

There are some folks who live entirely too much in the future. They live a cramped life, denying themselves every comfort and convenience, always looking forward to the time when they have accumulated enough to retire upon and enjoy themselves.

This idea, however, is giving way to the opinion that each day ought to have its complement of pleasures and happiness-that tife ought to pay a$ it goe&

This might be a dangerous doctrine if applied to anything but a home. It can safely be recommended here.

To delay the construction of that "Home of Your Own" is to deny yourself and family the comforts and joys to which they are entitled. Every month spent in the otd surroundings, in the rented house or the crowded apartments, robs you of a month in the new home, with its newer atmosphere and comfortable surroundings.

It is not necessary to wait until you can build a big ten or twelve-room house, with all the latest devices and installations. This would be fine. if you coutd have it.

But why not begin to enjoy the

privileges of home-ownership in a more modest bungalow or cottag'e, one suited to your present needs and circumstances?

Home-ownership is a means of Economy. You save while you are ehjoying it. You pay while you are living in it, in many cases.

Get started. Begin making plans. It isn't nearly as difficult as you probably think

Get on the road to Savings and Independence !

Billy Sunday once said, 'Thc. man who sings'HOME, SWEET, HOME' in a rcnted house ls kidding himse[ and serenading his landlord."

INVEST YOUR SAVINGS IN A HOME, AND YOU'LL NEVER NEED TO APOLOGIZE TO YOUR POCKETBOOK.

Building a "Home of Your Own" is evidence of your faith in the community in which you live, as well as of good judgment in the selection of a homesite and a profitable investment.

A good home is the best investment you can make. ' It often pays for itself in the saving of rents alone. In most cases, the property increases in value as the community goes forward.

In addition, it pays dividends in Joy, Comfort and Happiness that cannot be measured in monetary values.

Comfort and convenience in the home produce two great results: The lightening of household tasks, and the making of the house into a "real home" that will be a joy to you and your familv. -

"Stay, at home, my Heart, and rest, Home-keepins hearts ji'""!?1,0,:T:'" .t+.'

Surely this is a worthy ambitionto become the owner of an attractive and comfortable HOME, a place we can call our own, and of which we can be justly proud.

Making Money in the Retail Yard

In all lumber selling organizations, profits can only be increased in two ways:

(r) By decreasing expense.

(b) By increasing volume.

Expense cannot safely be reduced below a certain normal point without resulting in impaired efficiency. Should it run above that point there is something wrong with the management.

Volume can be increased, however, without limit, and the greater the increase the greater the profits, because in a properly managed yard expenses never increase in proportion to sales.

Few dealers or managers have ever "milked their terri. tory dry." After a certain length of time when the volume of sales has reached a normal or natural point they, unconsciously perhaps, begin to rest on their oars.

The man in charge believes that he is selling all there is to sell. He insists that he is getting it all when, as a matter of fact, he hasn't hit any better than the average line. The business that he is getting might be called natural business. It does not require exceptional selling ability to

get it. It is the yard average or just about the volume that any manager would sell in that particular yard.

Most dealers slow down as soon as they reach. the normal point. They worry just a little up to the time of the year when their records show that they are going to hit the average record. Then they slow down. If they lose a sale it doesn't worry them because they are up to the average.

It is the volume that is reached above the normal point that counts.

OPENS SCHOOL

Spokane, Wash., Mar. 3.-Establishment of a school rvhere employees may learn the more technical phases of the lumber industry and qualify themselves for better posi- tions has been announced recently at Deer Park bv the Deer Park Lumber Company.

. Thre.e principal departments of the school are to open immediately, it is announced. Weekly classes will be held.

DAVID B. HUNTER DIES

David -B. Hunter, 84, pioneer in the lumber industry in tbe east -bay section, died at his home in Berkeley, Feb. 20. Hunter founded the Hunter Lumber Company bui in recent years had been in retirement. IIe was a native of Pennsyrvanla.

SUDDEN & CHRISTENSON

LUMBER AND SHIPPING

AGEINTS

ADcraIGGr LunDer & ghlngilc Co., Ab€raleon. Wash.

Amcrlean MtU Co., Aberd€en, Wash.

Iloqulam LrmDcr & thlnglc Oo., Iloquleb, Tfash.

Proslrer UIU Oo, Proap€r, Ore.

Ilaymond Lumber Oo., Raymond, 'Wash.

Oolumbh Box & Lrmb€r Oo., South Benal., Wa,sh.

Eulbert l(IU Oo.. Aberaleen, Wash.

Lewlr MlUr & fimbcr Oe- South Benil, Wash,

J. A. Lcwl. Sllnglc Oo., South Benil, Tyssh.

61O Arctic Club Bldg. Scattlc

g'TEAUDBS

Brooklyl nltmolal Crmcl Oaoba

Grry! Ilarbor Oharlcr Olrtltc!|or Ortlcrlnc C. trddcr Ednr Ohrlatcr.or Il|rrlta EdDr

6th Floor-Hind Bldg. 23O Californh Strect San

9OO A. G Barlctt Bldg. 1qe Angeler

WE HAVE MOVED

REDWOOD PARK ASSURED

Probably the greatest single achievement yet anlounced by the Save the Redwoods League is the raising of a fund in excess of seven hundred fifty thousand dollars, with which it is expected it will be possible to save the Dyerville Flats and a portion of Bull Creek Flat. These groves. located at Dyerville, Humboldt County, near the northern limit of the present Humboldt State Redwood Park, are amohg the very finest in existence. The preservation of the Bull Creek and Dyerville Flats is essential to the proper rounding out of the first unit of the Humboldt State Redwood Park.

The League has reached a satisfactory basis for negotiations with the Paaific Lumber.Company, owners of these matchless tracts of redwoods, and through the mediation of Major David T. Mason, noted forestry expert, a plan is being worked out whereby these areas will be preserved for park purposes, with assurance that the owners will receivi a fiir-price for their timber and that the plan of preservation will involve the minimum inconvenience to the company in its logging operations.

KERCKHOFF CUZNER OPENS NEW YARD

A new yard has been opened by Kerckhoff Cuzner Lumber Company, at Savannah, near El Monte. Mr.J.A. McCain is in charge.

Why Sell Redwood?

l^\NE of our good dealer friends in a recent letter jokingly V remarked that from his standpoint one of Redwood's big disadvantages is its permanence-its great durability makes replacements unnecessary. Nothing short of a cyclone will destroy Redwood. Fungus does not rot it and worms and insects leave it alone. It is a slow burner. Thoroughly painted, it looks well a long time. Even unpainted, it still resists decay. A Redwood house needs little repairing. But this dealer keeps right on ordering Redwood. He finds that telling these sad facts about Redwood to his custorners ddes not drive them away.

Sometimes he even ventures to remark that according to the U. S. Government Report entitled "Physical, Mechanical and Chemical Properties of Redwood" there isn't any other wood, either soft or hard, that averages as high on durab'tlity, lack of shr'inkage, strength as o bean or Post, ease of glueing, uorkability and ability to "stay put'"

The Lor Angeler of6ceg of 'The California Lum5cr lllerchant" are now located at 3llE Centrrl Building, Sixth and Main Streetg. Plcaee change your recordt, rome mail ir rtill being ad' drerged to the Fay Building.

I,l/. P. SEXTON VISITS SAN FRANCISCO HEADQUARTERS

W. P. Sexton, general superintendent of the Weed Lumber Co., was a ricent visiior at the San Francisco office of the Long-Bell Lumber Co. Mr. Sexton has been associated with the Long-Bell Lumber Co. for nineteen years. He was a guest of Kertneth Smith, Long-Bell's -San -Fran^- cisco Maniger, at a meeting of Hoo-Hoo Club No. 9 where he me1 many of his Bay District lunibermen friends.

BERT NEYLAN CALLS ON VALLEY TRADE

Bert Neylan, San Francisco representative of the BoothKelly Luniber Co., has been calling on the Sacramento Valley ind San Joaquin Valley trade during the past moqlh, in addition t" ttis regulai Bay Districi territory. "Hi" Henry, the company's Valley Representative, has been on the sick list buf is-cohvalescing nicely and expects to be back on the job again around the latter part;of the month.

CALIFORNIA NATIONAL FORESTS ARE MECCA OF RECREATIONISTS

The report on visitors'to the national forests of California, just releised by the San Francisco headqugig.r-s- of the United States Forest Service, shows that 4,154,761 people traveled into or through these great summer playgroundrs during 1924-a decrease of four pql -cent as compared wtth the total number of visitors lot 1923.

..MR. PIP AI{D MR. PEP''

A Billion Dollars a Year

Total Valuation of Building Cities Eleven Billions

The importance of the construction industry is manifest when we -consider that in 20 selected irhportant cities the valuation of building permits taken out during the 1l-year period from 1914 to 1924 equals $100 for every man, woman, ind child in the United States, says The American Contractor.

The enormous grand total for the l1 years in these cities is $11,021,036,000. The apportionment between the years is sharply graded. The year 1924 contributed more than 2 t-l} fittion dollars fo valuation, or nearly one-fifth of the total for 11 years. The year 1923 contributed slightly less -iust a trifli more than 2 billion dollars' The word trifle in-this case describes the balance ovet 2 billion lying in the exact figure $2,O74,W4,I25. Quite a sizeable trifle, which being ig:nored merely emphasizes the immensity of the figures dealt with.

In 1914 the total for these same cities was $499,399,128. Not quite half of 1 billion in that year was,piled up; but, of course, we must consider that construction costs then were practically half of what they are now. One dollar did the work then that 2 dollars do at the present time; so instead of saying that the valuation that year was only onefourth of what it is this year, we may more accurately say that the value of the completed construction of that year in these same cities was one-half of what it was ]n 1924.

The following tabulation gives the valuation of. permits granted in these cities for each year of the time period mentioned above.

Permits Issued in Twenty for Past 11 Years

In l9l7 and 1918 the effects of throttled construction are evident in the valuations. In 1919 the construction industry (Continued on Page 52')

I]I THE LUMBER IlIDUSTRY

as in all other lines of commercial endeavor, Goodyear Means Good Wear

If you are not already a user of Goodyear Truck Tires and Truck Tire Service, it will pay you to investigate this combination.

(Continued from Page 51.)

girded itself for the business, which increased from year to year.

Construction material prices and construction labor wages have fluctuated during the years since the war until during the latter months of tgl+, when the fluctuation ceased. A level of at least temporary stability is reached, with wages of wo-rkm^en-in the nuitairig tracles much highei than the)' were in 1919 and materiai- pric.es consideribly low.er. -Taking the av^e_r3ge for wages- during the 5_ye# p-eriod from 1919 to 1923 as a base-to figure-on, we -find that waggs^in 1919 were 86 per cent of thTs average, while wages in1924 were l17-per cent of the average. Tiis comparison is computed, of -course, on a national basis.

Construction material prices computed in the same manner as building wag^es stood at 100 per cent, or equal to the S-y'ear average in 1919. In 1924 the material prices stood at 89 per cent of the S-year average.

The movement since 1919 in wages and prices is of greater moment to the man with money to invest in build_ ing-than would be a comparison of wages and prices now with -what they were in 1914. We are l-iving inL difierent era than we lived in before the war. We ire living in a distinctp.gtio.d o{_expansion, which evidences itself in"many ways. _9ity building is just one manifestation, and this is proceeding rvith con_ditions being acted on by influences of post-war nature. It is harking to ttre dead past to make elaborate comparisons of presenicosts with th'ose of before the war.

The tabulation of building permit valuation in 20 cities, which shows the accomplishment in each city during December and November, 7924, and a comparison bet"ween the_years 1923 and 7924, bring out many pbints of interest. While the total lor 20 citiel shows gaiir for this year, 8 cities show losses from last year. Ch-icago is the iargest cit-y showing recession, and the loss is siz-eable, erren ionsidering.the m_agnitude of the city itself. Roughly, the loss is 33 million dollars. That amount of money-wiii account for 11 projects, each with a valuation of 3 miilion dollarsan amount of construction that more than equals the yearly valuation of building permits in the majoiity of tie 210 cities whose permit iaiuations are tabulaled i-n connection with this review.

. Los Atrgeles shows a still larger loss from last year than d.oes Chic_ago. Atlanta, Indianapolis, Minneapolis, Kansas City, St. Louis, and Cleveland also show loss-es.

_^New York City shows the huge gain of $62,435,131 for 1924 over 1923. The significance oi this gain is apparent when the tabulation ol 2L0 cities reportingls scannid; and only 9 cities out of the entire number have a total vearlv valu-ation amou_nting to the gain of this year over lasi year in New York City.-

Detroit is the second ground gainer, the valuation for 1924 exceeding that for l9Z3 by 30 million dollars, almost the amount sufficient to counterbalance the loss of Chicago.

December witnessed a larger total valuation for building, permits issued than did November. This augurs well foi

(Continued on Page 54.)

J. R. HANIFY CO.

Manuf acturersr-Wholelalet3

Mills at Raymond, Warhington-Eqeka (Humbolt County), Calirfornia

24 Market Street

Ls Angeler Of6ce San Francirco, Calif.

Portland Of6cc

522 Ccntral Buildb8 Telephoe Kanny 326 Northwertcn Bank Bldf.

"Euerything in West Coast Forest Producfs"

Rail and Cargo - Douglar Fir Spruce - Redwood Mcmberr California Rcdwood Asociation

W. R. CHAMBERLI]I & GO.

Dittributing Agcntr for Clrrl-Niclc'nron Lrnbcr Goo Evcrctt, ftlfrrh.

Doprry Lunbor Coo Trconr, lVrh.

Dcduce Lunbcr Co, Trcomr, IVerh.

FcrrSr Brlrr L--bcr Coo Evcrctt, Werh.

Littlc Rivc Rcdwood Co, Hunboldt Bry.

PORTLAND SAN FRANCISCO

909 Porter Blds. 1200 Balfour Bldg.

Operating Stcarncrr

W. R. Chembcrlin, Ja Drn F. Hrnlon

Phyllir Stenwood Berben C

Mrry Hulon Bcrtio Healor

LOS ANGELES

f030 Bartlett Blds.

MORELAND TRUCKS ANd BUSES MAKE PROFITS foTTHEIR OWNERS

The highe.t grede dloy rteel ured in Moreland Truckr and Burer iruurer light wcight wi6 ltrcnslh for

"MAXIMUM PAY LOADS"

Built in the We* for thc revcfe conditionr cncorurtered in thc Wed by tbe

LARGEST TRUCK MANUFACTURERS WEST OF CHTCAGO

Tnrclrr-] modelr

f&ht higb rpeed modelr

To hcaw duty truckr.

Bqrer-5 modeb.

High rp99d _long dirtrnce rtrger

To dotrble-deck dreet-car burec.

Let the Moreland Trarupott Department make a survey of your tranrportetion problcrnr.

MORELA.ND MOTOR TRUCK COMPANY

Fectorier at Burbanb Cdif.

FACTORY BRANCHES:

Srn Frrncirco, Lor Aa3clcr, OrLlrnd, Srcrrncnto, StocLton, Frcrno, Brhcrr6cld, Sen Dicao; €rh Lrlc Cit, Portlrad, Spoloac, Sentr Anrn El Coatro.

BRADLEY BRAND HARDIlIOODS

Scientific kiln dryins within our products sturdy and beautiful while

PreEerves naturetr qualities,

Modern machinery and skilled human efrort justifies oui slogan

(Continued from Page 52)

Spring and late Winter construction. The total valuation of permits in the 210 cities reporting for the year is $3,283,157,411, and for the year 1923 is $3,117,560,846.

While this shows considerable gain for this past year over the previous year, there is in the fact that SO out of the 210 cities show loss from 1923 evidence proving that there was not a general spread contributing to the record established in 1924. Within the compass of the 20 cities analyzed in this review lies the activity that made possible the good showing.

VALUATION OF NFF#I3',I*.T'#X,S'T,:P:,..

TRY US FOR

OAK FLOORTNG

GUM FLOORING

WHITE OAK TRTM

RED GUM TRIM

CASING BASE

OAK WA,GON STOCK

BEECH FLOORING

AROMATTQUE CEDAR LIMNG

RED OAK TRIM

S.AP GUM TRIM MOULDINGS

GUM FI'RNITURE STOCK

Furniture Stock in Sets CUT TO SIZE Ready to Assemble

Flat Surfaces Hardwood Trim Sa,nded

L. J. Woodson, San Francisco, is on a ten days' business trip to the Northwest, where he will visit Portland, Seattle, and Tacoma. He expects to spend a few days at the Wheeler-Osgood plant in Tacoma. Mr. Woodson is the Northern California representative of the Wheeler-Osgood Company.

BACK TALK

Along with cuss-word puzzles, the messages on the back tires of Fords seem to add zest to formal conversations. Maybe some new ones here:

Tack finder.

I rattle, but I don't strike.

The crap-shooter's special-shake; rattle and roll. Not Willie's night-but Tom's.

1924 Spoonholder.

4 wheels, 4 brakes, 4 more instalments.

Dodge-no metal can touch you.

Dis squeals.

I ain't a-goin' to run much more.

True love never runs smoothly.

Laugh, but I paid cash for mine.

There's beauty in every jar.

Sound value. Can't you hear it?

Blow horn and jump over.

Danger-l0,000 jolts.

For Sale. $1.98 while it lasts.

Viber "8."

"If lt's Bradley's lt's Better"

"Let Ua Handle Your Sash and Door Griefl'

What Is Service?

By J. C. Dionne

The strenuous current of the tide of modern times has brought into everyday modern use, the word "SERVICE." It prictically dominates every business discussion; has become the harp of many strings upon which the modern thinker strums with vigorous hand. Upon it every salesman bases his argument-his hopes-his aspirations.

And yet we seldom hear the potent question asked"'What IS service ?" It is worthy of serious thought and consideration, because as 1\'e look about us we so often see men claiming to be rendering service of a phenomenal sort, to whom the actual meaning and demonstration of the rvord is absolutely and utterly unknown.

Nearly two thousan{ years ago that Man who died on Mount Calvary, propounded the sovereign principles of SERVICE when he said, "Whosoever shall be great among you shall be your minister; and whosoevcr of you will-be the chiefest, ivill be the servant of all. For even the Son of Man came not to be ministered unto, but to minister, and gave his life a ransom for many."

The VALUE of service rvas wonderously predicted in the above quotation, but the grorvth of modern civilization has developed the practical everyday necessity for the rendering of businesi service, and is gradually setting a giltedged premium on service-giving ability.

Today the question that the man in any walk of life must answer'is, "What degree of service can you render?"

All the departments of our civilization are working_toward the one great object;-the intensification of SERVICE-the super-development of EFFICIENCY.

The rvorld is learning that the worker is to be judged by the service he renders, and that he shall be rewarded in exact proportion to the quality and quantity of that effort.

Service- is the basis ol all honest business, all creative work, all free government, all orderly society, and all true religion.

Sirvice is the magic password that unlocks the vaults wherein lie hidden away the best of human possibilities. It is the Aladdin's lamp of modern business, but unlike the lamp of Aladdin, theie is more to be done than merely the rubbing of hands or the muttering of a word'

Then what IS service? What IS this thing that the Master preached-that men proclaim-that all humans have learned to praise ?

Let us turn to the dictionary. It states that SERVICE is "Assistance rendered;" also that it is "Duty performed."

As service afiects the business man of today, the lumber merchant particularly, it seems to us that a blending- of these two befinitions, sives an excellent interpretation, because the giving of MODERN BUILDING SERVICE means the iendering of assistance to the buyer, and per-

forming a duty towards him also. The assistance is a necessity, and the duty is clear.

We should say that MODERN MERCHANDISING SERVICE means to furnish to the public the fullest possible degree of intensified, specialized, intelligent assistance in the use of those materials which you sell. It means that vou will use vour most earnest efforts to "Do unto others is you would'have them do unto you"-if YOU were at the buying end, and the other fellow the merchant of building material.

Use THAT as a basis for measuring the quality and quantity of the service that you give, before .you- put "SERVICE" on your letterheads and in your advertising copy. SERVICE is NOT a physical THING. It is a demonstrable FORCE. The meichandise that you sell is the PHYSICAL end of your sale; the SERVICE is that intangible and uncharted-dynamic development of modern times, which makes your goods worth buying, and worth having.

Are YOU giving service, or not?

MY LONGING

I long to be in a friendly California woodland, Where nature has herway; Where the great redrvoods tower high into the sky, And make a shady resting place for travelers llassing by.

I long to climb the western mountains high, And reach the snow-capped peaks; Where glaciers mighty are sliding, Making valleys deep.

I long to walk the shady canyon path And listen to the birds and bees; And come to a cool resting spot beside a bubbling spring, Where the fleet deer leaves his tracks.

I long to be where the melting snows make a California rushing stream, And the salmon leap from fall to fall; And the trout play in deep, dark pools.

I long to wander by a Califolnia sunlit sea, And watch the rushing rvhite waves foaming up the sandy beach And breaking with a mighty roar against the jutting rocks, Where the mountains rneet the sea.

Age 11.

Fred E. Golding, Jr. Los Angeles, Calif.

FI. B. Maris Panel Cornpany

735 Third Street - San Francisco

Douglas 6406

Grade Marking by Southern Pine Mills Soon To Become Operative

Grade marking of Southern pine lumber by subscriber mills of the Southern Pine Association, is expected to be in actual operation within a few months, according to a statement made by Secretarv-Manager H. C. Berckes, of the Association, in a communication iust sent out to one thousand architects, engineers and general contractors through- out the country.

The movement for the grade-marking of lumber was initiated.b_y the Southern Pine Associatfun some two years ago, with the idea of protecting the lumber-buying public against fraud and deception in their purchases and as a guarantee of the grades and quality, concerning which the average individual is little informed. Commiitees of the Association have been rvorking diligently on the project during the last two'years and after many months of study and _experimentation, Secretary Berckes states, they have reached the point of making final tests of grade-marking as a part of actual sawmill operation, with two methodi of branding, one by machine and the other with a hand-stamp.

Numerous architeits, contractors, retail lumber dealers, government officials and others for some years have urged the grade-marking of lumber by the manufacturers, ind Secretary Berckes in his communication to the architects, engineers. and contractors informs them of the progress made and requests each to express his individual views regarding the project.

Subscriber mills of the Southern Pine Association will brand the grade of the lumber upon the end of the board, so that it easily can be s'een by the buyer in the piles and

ilIahe IWorc Nloney With less lfioney invested in your stock. Sell Lumber that gives your customers more than their money's worth.

Bataan

(Tradetnarhed)

"TheHeadquart"t" #tl^, UppineMahogany,, Gives the same exquisite effects as Honduras Mahogany but is 25/6 cheaperl Every stick, every board, every panel is Trademark-Guaranteed, hence both you and we can build repeat business with it. Our own Dry Kilns in San Francisco assure Dependable Service.

sheds at the yards. The brand as contemplated will include the grade of the board, for example, "B & Btr", or "No. 1 Com." for B and Better and No. 1 Common, also the letters. "S P A" as the insignia of the Association, and in a circle there will be a number identifying the mill manufacturing the lumber. The grade-marking will be backed up by the Associatio_n's regular mill inspection, which is given only to subscriber mills.

In commenting on the movement in his communication to the architects and contractors, Secretary Berckes says:

"Grade-marking of lumber is becoming imperativg because of economic changes within the industry with the production of large, well equipped arid well-organized mills, capable of producing well-manufactured and uniformly graded stock declining, and with the production of the small mills, which are not so well-equipped, increasing. Considerable complaint has been made by consumers of lumber that they are not getting the same quality of lumber that they formerly received.

"Grade-marked and trade-marked lumber afiords to the consumer guaranteed quality and grades, and seems to be the one means of convincing the public that good lumber can still be secured in quantity."

E. B. KING ON SICK-LIST

E. B. King, King Lumber Co., San Francisco, has been on the sick list for several days. It is reported that he is convale,scing nicely and will be back at his desk attending to his business interests soon.

Laminex withst an iI s st eam! Aprofitable doorbecause PoPular!

If a steam pipe burst-

would the doors surviveT

VEN the steam from an exploded radiator cqn not make Laminex doors stick or iam. Common doors, under such abuse, will warp and twist and swell tight. Steam blisters their surface, leaving an ugly defect. The doors must be replaned and rehung!

Laminex, however, has been subjected to heat, water and strength tests at the University of Washington-has survived warehouse fires that twisted common doors out of shape-has gone through floods-and come through without warping or twisting!

Inminex is made of old-growth Douglas fir-built-up by a crossing process called "lamination"-muc6 different flom doors with solid stiles and rails which have no counter-check against warping. By uniting layers under tremendous pressure with the waterproof cement, we put amazing strength into Laminei. P.ogr"ssive door jobbers everywhere 51qck lraminex. There is real profit in Lamlnex for building material dealers. Ask us for our completemerchandising plan for Laminex dEalers. we will also send actual sample of Laminex wool io you can make the famous Laminex water test for yourself.

SI NCE originoted a year ago bY the Forest Products LoboralorY University oJ Vashinq,Ion, this f amus Laminex Mter lest hqs 'beenwcesslully rePeated bY Datton Sqsh and Door Combaiv. Dqvton; McPhee ond McGinhitv. Denuer: Hortmn Comban\,N ew Orleons: Tacoma i,Oin Yur Homc" Exbosition, Tacomo: Cole Manulacluti^g Combsn\, M embh s ; M cCouleY, Brciklvi: CaliJor nia I ndustria I Eroosition, Sai Frarcisco; South Teios Fqir, Beaurcnt; andother I eadinpdor distributors and buildtig moterial erPositio^s. Under this rigorous lest, ho Laminerdar has ever wrbed or come aPart!

Sales Offica: NeuYor&, Membhis. Los Anz.eles, San Frarcisco, Sbokane, London, England Chicago

We Thank Thee

Great God! We thank Thee for this homeThis bounteotrs birthland of the free; Where wanderers from afar may come And breathe the air of liberty ! Still may her flowers untrampled spring, Her harvests wave, her cities rise; And yet, till time shall fold his wing, Remain Earth's loveliest paradise !

(William Jewett Pabodie.)

A PRIZE FOR MARKSMANSHIP

Sambo was newly married, and the insurance solicitor suggested to him that he take out a life insurance prem_ ium in his wife's favor.

"No suh," replied. Sambo, ,"at woman is too handy wid a flatiron, now. Ah don't aim to hang up no premium fo' her to th'ow at."

THERE, LITTLE DOLLAR, DON'T CRY

There, there, little Dollar, don't cry.

You're not worth your rulme, I know. You pass for your face,

But you can't keep the pace,

That is set by the H.C. of L., Oh No; There, there, little Dollar, don't cry.

There, there, little Dollar, don't cry.

You are doing your best, I know.

They're raising my rent

About thirty percent;

They've cut out my booze

But they raised on my shoes;

The bigger my pay

The more slips away;

The more o{ you come, the more of you go, The more I receive, the less I can show, But you're doin' the best you can, I know, There, there, little Dollar, don't cry.

SO DIFFERENT?

A Catholic Bishop and his vicar_general, was examining a Sunday school class.

"What is matrimony?" asked the vicar.

"Matrimony is a state in which sinners sufier for a time before being allowed to enter into the Kingdom of Heavear," replied little Johnny.

"No, no, my child,,' said the vicar_general, ,.that is pur_ gatory you are thinking of.,'

"Ifush," said the Bishop, who was something of a wag, "perhaps the child is right; you don,t know.',

ROGERS AND DEPEW

Will Rogers recently struck a Tartar in the person of the 90 year old Senator Chauncey Depew, of New york, famous wit and humorist. Depew was spied in the audience at "The Follies" one night this winter, and Rogers called attention to his presence, made him st4nd up, and introduced him as a man who ,,has been errtertaining people for 91 years." Depew grinned and replied that it was true, and that in all that time he had never had to use a lasso to hold their attentiom, whereat the audience howled. and Rogers laughed loudest of all.

ADVERTISING

Advertising is the sho,rt cut between producer and consumer.

It cuts out all the curves and roundabout tours. The printed word does the work of thousands of salesmen.

Goods can never be sold unless there is a demand, and advertising creates that demand in the simplest, most direct, and least expensive way.

There has never been anything else discovered to take its place.

Advertising sells to the millions while salesmen sell to the thousands-and profits lie in the volume of business. Increased volume always decreases the cost of production. Advertising constantly works to'rvard keeping prices down, just as it helps the dealer, by his own advertising, to increase his sales volume or turnover and reduce his selling cost percentage.

DELETED?

To have your name bear proper fame, Through ag€s yet to be; Let every sun see something done Keep working busily.

Let not a day pass on its way Without some work completed, Or you will find yourself behind From all your kind deleted.

VERY DIFFERENT

There is a vast difference between the cost of DOING business and the cost of GETTING business. The first is an EXPENSE, to be watched with care. The second is an INVESTMENT on which the success of the business primarily depends.

The supreme and final test of all salesmanship is the lasting satisfaction of the customer.

Pinus Lambertiana

By E. M. Shaler

When twilight stradows steal in the wake Of golden sun's decline, "Tis .then I twang my tuneful harp And sing of Sugar Pinel

Stately trunk, moes-covered bark, Green branches spreading high, And towering top r;vhich upward points Tb the cl'ean and open sky.

Majestic peak by gilac,iers scarred, The roaring, rushiing stream, l'rowning clifr wittr silvered face Where falls the moonlight's gleam.

Crrim anclent rock and shady glen, Clear springs and trickling rills, Form Nature's worthy setting fc This Monarch of the Hllls.

Thc woodman comes, the axblade rings Thru the forest to resound. A mighty crashl-The age-old tree Lies pfo,strate on thc groundl

A start, a thought, a twinge of awe, Should we fell this ,tling alive? God gave tr,is choicest gilts to eartth That mankind might survive.

Some future day this Sugar Pine Far from the woodland wild Will wall a home and echo to The laughter of a child.

Mighty grandcur of hoary rock, Myftic beauty of the wood

All combine in Nature's scheme To do the greatest good.

So when twilight shadows softly steal Towards golden sun's dccilinc, Once more Ill twang my tuneful harp And sing of Sugar Fincl

R. J. WTTHERELL VTSTTS pACrFrC COAST

R. J. Witherell, R. J. Witherell Lumber Co., Chicago, was a recent San Francisco visitor where he spent a few days looking over lumber conditions and calling on the hardrvood lumber trade in the Bay District. He also contemplated looking over conditions in Southern California before returning east. The R. J. Witherell Lumber Co. are manufacturers of Oak and Gum Dimension lumber.

GRANT WILLS CALLS ON BAY DISTRICT TRADE

Grant Wills, Central Lumber Co., Gilroy, spent a few days around the first of the month in San Francisco, attending to business matters and calling on the lumber trade. He was also a guest at the Hoo-Hoo Club No. 9 luncheon where he extended greetings with many of his lumbermen friends.

BOB NEIGHBOR A SAN FRANCISCO VISITOR

Bob Neighbor, Portland, Oregon, Pacific Coast Manager of the Atkins' Saw Company, was a recent San Francisco visitor where he spent several d.ays on business matters. "Bob" attended a Hoo-Hoo Club No. 9 luncheon, and was gettting along lovely, until President Rod Hendrickson asked him to explain why he appeared on the 8:00 a.m. Oakland Ferry all decorated up in an evening dress suit. "Bob" was subiected to a nice fine for this breach of etiquette

NOT ONLY

TUMBER CO

Manufacturerr of Douglas Fir end Port Orford Cedar. Sawmills, Marshfield, Oregon Distributing Plant - Bay Point.

Annual Production 200,(X)0,0fi) Feet

It's Double!

Really Two Coats in One

The idea back of the Filson No. 2 Outdoor Coat is simply this: If one coat won't stop the wind and water, make two coats and sew them together ! That's what we do in the No. 2. Two coats of waterproofed khaki are sewed together at sleeve-end and edges, giving double protection and doublc wear at a single price. It's sure a great valuet Give your chest measure.

llX)5-7 Firet Ave.

c. c. FrLsoN co.

Scattle, Waehington ,,FILSON CLOTHES for the Man Who Knozas."

Fruit Growers Supply Company

Manufaeturcrr of California White and Sugu Plnc Lumbcr llilillr at Srnenvillc and lflt, Cal

1EO,fi)O,(X)O Fcd Annud Gpadty

B. W. ADAMS, Mgr. Saler Dopt. Firat National Bank Bldg. San Frraoirco

Even The Eskimo

A nervs item of current issue reads as follorvs :-

"The dog sled that came into Edmonton, Alaska, the other dav. rvith in order for a $2,700 motor boat for Eskimos on the'Canadian Arctic Coast, ltrought also a nerv sense of Eskimo enterprise. Hitherto the Eskimos have done their voyaging in primitive kayaks and skin canoes. With the motoi boat these Eskimos of the new era rvill lle allle to cover a much rvider range in their rvork."

Think of that news, NIr. Ltttnber Dealer rvho hesitates to take a step out into the deeper u'ater of N'loclern Merchandising! -Let this story from the Arctics ,sin-k, 9l9ep into your-consciousness, for it must bear to all ttrinking men interested in merchanclising in better wavs, a direct and practical rnessage.

Ar,vay up there at the end of the rvorlcl is-a prirnitive people -rvho are turning right about face to all their past tr"dition., ancl going iir foi things that rvould hale t.nade their people a fJw yiars back, turn ancl flf irr fear as from the Devil himself.

And away dou'n here in Gocl's cottntr-l', thele are still hundreds of *.tt in the lumber bttsiness lvho are jttst as far behind the times-comparatively-as the olcl-tirne)' Eskirnos, but who have not 1-et been inducecl by the rn1'riad of "e*' ttt""gttts, icleas, serisations, e-xamples, and cletrt onstration surr5unding them, to forsake tl.reir time-clislionoretl methods of thin-king, acting, and doing business. antl are still sticking to theii kayaks and skin canoes'"

The old-fashioned lumber vard; the old-tinlel- lnrnber selling n.rethods; the old fogey lack-of publicitl';the o.ld hopelEss lack of service; correspond verv closelv to the

rnethods of those Eskimos rvho do their hunting, their fishing, their trading, and their traveling, in their "kayaks and skin boats."

DON'T-for Heaven's sake-lumber friencl of ottrs. stay in the old-time Eskimo class. There are methods being dernonstratecl at your <loor every clay that clilTer from YOUR old methocls as the motor boat differs from the skin row boat. They rvill increase yottr efticiency and y.our usefulness to as great a clegree is the motor boat rvill help the little men of the Arctic.

You're not going to let the Eskimo stlrDass you in the modernizing of buiittess, are you, Mr. Dealer?

CEDAR SIDING MILLS ON FIVE DAY BASIS

The Red Cedar Siding Mills, oi Washington, B. C', have volrrntarily ptrt thernsefves on a fir'e day schedrrle. owing to the quiet^ business rvhich seems to be the result of the continuecl rvintry weather in the East and I\Iidclle West' It is expected t[rat this lvill have the effect of decreasing prodttction to the extent of 1,500,000 feet per clav.

FRANK NOFZIGER DIES

Frank Nofziger, rvell knorvn California lumllernlan, died recently at Fresno from pneumonia. NIr. Nofziger \\'as associatecl rvith the lumbei bttsiness in California for many years and rvas employed by the Chqs. Nelson Co' At one iime he r'vas manager-of thL Sunset Lttrnber Co. at Fresno' He later representEd the Chas. Nelson Co. in the San Joaquin Valley territory.

SMONDS SA.WS AND PLANER NNIVES

When you require Circular Saws, Planer Knives or Special Knives for woodworking you will get the best if you call for Simonds. In Los Angeles there is a modern and upto-date Simonds shop for repairing and making Circular Saws, Band Saws and Special Knives.

It is a special service to those who demand action.

WANT ADS

(The Clearing House)

This column of "wants" and "Don't wants" is for: The Fellow Who Wants to Buv

The Fellow Who Wants to Sell

The Fellow Who Wants to Hire

Rate: $2.50 per column inch The Fellow Who Wants to Be Hired

WANTED POSITION AS YARD MANAGER

Wanted: position as manager of Retail l.umber Yard. Thoroughly familiar with retail lumber business and have had several years' experience as manag^el -of retail yard. Willing to locate anywhere in California. Can furnish excellent references. Address Box A-33, care California Lumber Merchant.

LUMBER BOOKKEEPER AND STENOGRAPHER

W"*r position with country lumber yard as bookkeeper and office man. Thoroughly understands checking, estimates and meeting the public. Five years' California exPerlence.

Box A-20, care California Lumber Merchant.

FOR LEASE

Woodworking plant for lease, with or chinery. Good location. Address, Box nia Lumber Merchant.

FOR SALE

rvithout some maA-29. clo Califor-

A fine--mode.rn.yard located in the heart of the San Joa- quin Valley within twenty-five miles of Fresno. Sheds-and stock in excellent condition. Legitimate reasons for selling explained to actual purchaser. Will require about $30,000-. Some terms. No trades. Address Box A-23, care California Lumber Merchant.

WANTED

B.y competent man, position as assistant to manager in good-size yard. Expert bookkeeper and all 'round -office Tan. Now emp-loye.d as manager in full charge of up-todate retail yard. but imp_e1di1g change in owneiship necessitates move. Age 30. Married. References and bond furnished. Go anywhere. Address Box A-21, care California Lumber. Merchant.

Planing-mill_superintendent or manager wants position near. I-os .An geles,_ tho_rgu gllV c ompeteni, estimator, buyer, cletarler, dtairs and ALL LINES OF MILL WORK. A_I LOCAL REFERENCES. Address Box A-21, care Cali- fornia Lumber Merchant.

FOREMAN WANTS POSITION

WANTED: POSITION IN RETAIL LUMBER YARD AS FOREMAN BY MAN WITH SIXTEEN YEARS' EXPERIENCE. REFERENCES. ADDRESS BOX A-14 CARE CALIFORNIA LUMBER MERCHANT.

WANTS POSITION

Thoroughly experienced, all 'round young lumberman wants position in Southern California. Have had experience estimating, selling and collecting, and want chance to_ make good and advance. Single, 22, and not afraid of work. Address, Box A-30, care California Lumber Merchant.

MOORCROFT, WYOMING, YARD FOR SALE

.-Large^territory, one-yard in torvn. Closest yard twenty miles. Good prospect for oil boom. Trvo rigs drilling now. Family health necessitates moving. Address Bo{ A-24, care California Lumber Merchant.

CREDIT AND COLLECTION MANAGER desires -position with reliable concern doing large retail lumber business. Thoroughly competent, experien-ced, and efficient. Pacific Coast or Rocky l\lountain States localion; now employed same work in Los Angeles Territory. I will.safegua.{ y"gl credits, reduce your outstanding to the minimum, and hold it there. Close investigation we-icomed. Address A-30, California Lumber Merchant.

Listiltgr of rmall retail lumber yardr anywhere in California that are for rele. Have many inquiries for yards from $l0fi)o to $3s,fi)o. small town yerdr preferred. Should you have anything attractive to ofier rend full information immediately.

A PROT/ED PLAN TO GET MORtr ROOF'ING BUSINESS

IME and again the Richardson Re-Sale Plan has demonstrated its soundness. It has r,','on increased roofing profits for lumber dealers everywhere.

This plan works so well it is basecl pn sound rrrerchandising. You can profit by it !

Under the Re-Sale Plan, in your town, Richardson's extensive national advertising campaign becomes local advertising-working for 1'orz.

This advertising runs regularly in The Saturday Evening Post, and other magazines read in your cornmunity.

And as for the product itself, here is what a prominent architectural organization wrote us recently :

"We wish to thank you for the finest shingle samples we have ever seen. We will - - take pleasnre in showing then.r to our clients, and rvill also gladly distribute the literature you included with them."

Take advantage of this typical enthusiasnr in your selling. The Re-Sale Plan makes it easy. Just drop us a line on your letter-head and rve'Il give you all the facts.

THE RICHARDSON COMPANY

Dept. 45-C, Lockland (Cincinnati), Ol-rio

Chicago - New York City (1008 Fisk Bldg.)

Atlanta - New Orleans - Dallas 63 Albany St., Cambridge (Boston)

Cun be laid u)er old rools

Pabco Shingles are big sellers because they give absolute satisfaction. They are in truth "the perfected shingle."

Both the Octagonal and Square Butt Shingles come in glorious shades of Creen. Tirlo Red, Indo Red and Blue Black. The colors are non-fading, being of pure mineral origin.

It pays to sell Pabco Shingles.