Centml California Organrze Hoo Hoo Club

Pioneer Lumber Co., Stockton; Geo. E. Moorehead, Irwin Lumber Co., Escalon, and G. M. Schaur, Tracy Lumber Co., 'Iracy.

The following are charter members of the new Club: Aldcrman, H. P. ...Thc Pacific Lunrber Co., San Francirco Bird, C. G. ....Stockton Lun$cr Co., Stocktoa Davison, R. P. Ham,rnond Lumber Co., Stocktcr Falconbury, W. H. ,....Falconbrny Lum,ber Co, Stockton Fisher, A. H. . f Fisher Broc. Lbr. & Mill Co.

Fisher, Frank T. I 48 N. Wilson Way, . Stockton

French, W. E. Stockton Mill & Wrecking C-a., Stockton Gardner, T. L.... .Association Work, Wilhoit Bldg., Stocltton

Gartin, J. U. . ....Stanislaue Lumbcr & Mill Co., Modcsto

Ground, G. E.. .....Modcsto Lurnber Co., Modcerto Henry, H. C. ......Booth-Kelly Lurnber Co., Sacramento

C. C. Bird. President

At a meeting of the Hoo-Hoo members of the Central California District, held at Wilson's, Stockton, on Friday evening, February 25, plans were perfected for the organization of a new Hoo-Hoo Club, which will be known as the Central California Hoo-Hoo Club.

Chas. G. Bird, Stockton Lumber Co., the well known Central California lumberman, was elected President. Richard L. Ustick, Stanislaus Lumber Co., was elected Vice President, and Thos L. Gardner, Stockton, SecretaryTreasurer. The following were elected to serve as directors: Lester Elliott, Valley Lumber Co., Lodi; Geo. E. Ground, Modesto Lumber Co., Modesto; O. A. Lindberg,

Hull, R. R. ....Stockton Lumber Co., Stockton Inglis, Robert..... ......San Joaquin Lumber Co., Stocktor La Mar, John M. ...Stockton Lumber Co, Stocktor Landis, Mitch . Falconbury Lumber Co., Stockton Lindbcrg, O. A. . .....Pionoer Lrunber Co., Stockton Montgomery, J. M., Silver Falls Tirnber Co, M"";;i,;a'cii;,'. c'. .'. . .'. .'.

O'Connor, W. P. . .6U Lexington Ave., Stockton Reynolds, Harry, Calaveras Cenrcnt Co., 413 E. Market St., Stockton Ruse, O. D. .Tilden Lrtraber Co, Stockton Schaur, H. M. ...Tracy Lurnber Co., Tracy Ustick, R. L, . .. .. Stanislaus Lumber & Mill Co., Modeeto Utterback, C. U. ...Association Work, Wilhoit Bldg., Stockton Van Slyke, M. A. ....Unaffiliated, Stockton Wilson, O. V. . .......Ccntral Lrmrber Co., Stoclrton

Among the guests rvere Past Snarks of the lJniverse, Frank Trower, San Francisco; C. D. LeMaster, Sacramento, and State Counsellor Fred Roth. San Francisco. Tully C. Knowles, President of the College of the Pacific, gave an interesting and inspirational talk on Co-operation.

.A system of continuous inspection during manufactule iunureJ exact, unvarying unifonnity for ttEverlasting" fooring. Operators are provided with gauges to check down to a hair's breadth the width, thickness, tongue andgroove. You can select any piece of ttEver. la*ing" fooring from any bundle end f,nd that it rratchec perfecdn ride and co4 any other piece from any other bundle.

Nicholr & Cox Lumber Co, Grand R"pid", Michigan

(Continued from Page 28) by itself, something that can be studied and mastered the same as law and medicine.

The more a person goes into salesmanship the more he realizes what a tremendous field it is and how little he knows about it. This is a studv that certainlv will take more than one salesmen's meetirig to even begin to cover. It is something that can profitably be brought up at any general meeting in the future.

The following is just an indication of what might be followed up, studied and discussed to our advantage:

Knowing more about our own product is probably the first prerequisite. One cannot know too much about Redwood, the problems of its manufacture and its merits as a general utility wood. No matter how much experience we have had we are continuously finding new things about Redwood where it is giving extra satisfaction. In other words, the more you know Redwood, and know how it compares with other products, the more you appreciate it.

No product is perfect, they all have some defects and Redwood naturally is not the exception. The tendency is to hear more about and over-emphasize the few defects. The way to counteract defects is to know about and "play up" the merits. The Salesman Contest for good points on Redwood was put over mainly to give us this information.

As one old-time California lumberman said, the general building public does not appreciate Redwood. If they had to get along without it they would then more appreciate its really wonderful qualities. This is particularly true of properly dried Redwood, as improperly dried Redwood is a very inferior product for many purposes.

Therefore, one of the first steps in better salesmanship is to know Redwood, having an appreciation and an enthusiasm regarding its many good qualities. A thorough knowledge of the merits and defects of other competitive products is a wonderful help towards increasing our appreciation for our own product.

Besides more thoroughly knowing about your own product there is a big field for study and improvement in personal qualifications as:

Personality-how important it is in making sales.

Enthusiasm-how necessary it is for putting over what rve are trying to accomplish.

Sensitiveness-which is necessary in giving us tact and giving us a better understanding as to the thoughts and'ideas of the buyer and how we can best try to lead him the way we want.

Taking a positive attitude and not a negative attitude. How many times all of us really talk ourselves out of making a sale.

Being cheerful and optimistic has a wonderful psychological efiect.

And, finally, keeping everlastingly at it-that is, really working-is a mighty big factor in real salesmanship and is almost necessary before rve can make effective any of the aboire qualifications.

Salesmanship generally, for people that are proficient in it, is the most fascinating occupation that cah be found. There are particularly wonderful opportunities in Redwood. Redwood has to be sold and will be more sold in the future on a quality basis, and it takes salesmanship to put over quality products as compared with products that are sold merely on account of comparatively cheap prices. Selling commodities merely because of price is not salesmanship at all, and if everything was sold just on a price basis there would be no such thing as prosperity.

All the permanent improvement that makes towards better living conditions has come about through the proper marketing of better quality goods, not by price cutting but by salesmanship.

The Redwood Salesmen have a wonderful opportunity in cooperating to help put over the Redwood stoiy to the general public. They can do this by, first, fully knowing what the California Redwood Association is doing; second, by trying to get retailers to pass the Redwood story on to their customers; and third, by trying to find and then turning in all the arguments and examples in favor of Redwood that are all around us and, so far, are unrecorded and uncapitalized.

We can have a slogan that 1927 is not only going to be a year for better salesmanship but.it is going to be a Redwood year, and-it is largely up to us and our better salesmanship to make it a better Redwood year."

Destroyed Burner Curtails Mill Production

Jack Thomas, Los Angeles manager of the Coos Bay Lumber Co., states that the burner at their large mill operations at Marshfield, Oregon, was destroyed by the heavy winds on February 18. Until a new burner is installed, he states, it will curtail their operations for about a month. It will reduce their mill cut about'300 thousand feet per day.

STANLEY MURPHY A LOS ANGELES VISITbR

Stanley Murphy, the Pacific Lumber Co., Scotia, was a recent Los Angeles visitor where he spent a few days conferring on business matters with A. L. Hoover, the company's Southern California representative. Mr. Murphy was returning from a two weeks' trip to Arizona. While enroute to the mill, he planned to stop at San Francisco for a few days, to confer with officials of their San Francisco office.