Spealcing of Sellins

By Jack Dionne

A scleemcm should stick to his line.

I hecnd oI cr young mtm who hcd <r good living lor yecrs running <r pecnrut stcnd on the best in his home town" He sold nothing but pecmut*

One dcry a lriend he confined his cctivities to pecnuts,'why he didn't put in cmd sprecrd out. He lell lor the idec. Put in popcorn crnd And the nexi thing he knew, he went broke. The moral is, he wcs strictly c pecmut mcn" The world's full of 'em. And thcrt isn't cr reflection cgcinst them, either. "Cobbler, stick to your lcst" hcrs crlwcrys been c wise proverb.

A sqlesmcn should not only stick to his line, but lo his territory. Mcny c mtrn gets clong fine until he begins covering too much territory. Bemember the case of the Ecst Texcrs dcrkey who moved to Chiccgo. He'd been gone only c lew months when the lcwyer he used to drive cr car lor in Ecrst Texqs got cr letter lrom him thct read <rs Iollows:

'Decr Judge: I'se in trouble up here in Chiccgo cn'I wcmt you should hep me out. You see, Judge, I got mcrrried trgnn widout goin'to de trouble of gettin' c divoce lun dcrt lcrs' wile whut I hcd when I comed up here, cn dese police lolks hcs got me locked up in de icil house cnd chcrrged wid bigcrny, cn' dey won't let me out. So Judge, I needs your hep. All you gots to do is write cr letter to dis ludge here in Chiccgo cnrd tell hirn 'bout me. Tell him I'se a good Ecst Texqs niggcrr, dcrt you hcve knowed ne Io'yeqrs, dcrt I belongs down in Etrst Texcrs, cm' I'rr iust up here in Chiccrgo opercrtin' under de good ole Ecst Texcs rules."

He thought he took his rules crlong with him, but probcbly lound to his sorrow thct he did noL

Successful selling does not necesscrrily hurt cr competitor. Olten it helps him. Electric relrigerction is one ol the fcrstest grrowing ol our modern industries. But did it put the mcrnulacturer of ice-boxes out oI business, cs might ecrsily be supposed? Not on your lile. On lcst report nore oI them were being mcrde and sold thcrn ever before in history. The scune hcs proven true in mcny other lines.

Scne cord intelligent competition is olten the lite ol trade. Electric relrigercrtion mcrde the nation relrigercrtion consciou$ cmd it mcrde the ice-box people build better ice-boxes, cnd sell them nore lorcelully.

New President of Capital Hoo-Hoo Club \(/ell Known Lumberman

Charles L. Shepard, elected president of the recently formed Sacramento Hoo-Hoo Club, is one of the best known men in the retail lumber business in Northern California.

He is secretary - treasurer of Friend & Terry Lumber Co., Sacramento, and has been with that concern just 281 years, in fact since his graduation from high school. His father, L. G. Shepard, who in his dav was usually referred to as "L.G.:' was vice-president and general manager of the company from 1900 to 1922.

Mr. Shepard is widely known as a horseman. He has received a good deal of publicity as the driver of the sixhorse stagecoach team owned by Edgar M. Simpson, president of Friend & Terry Lumber Co. He has driven this team on many occasions at rodeos, pageants and pioneer celebrations, his clever handling of the horses bringing much comment.

He lives on a 7f-acre ranch at Arcade, a few miles out of Sacramento, where he has a beautiful country home with roof and walls of Red Cedar shakes and completely insulated. Here he maintains several saddle horses for the use of himself and Mrs. Shepard, who is also much interested in horses. A favorite saddle horse, now 22 years old, and winner of many blue ribbons at shows, is now retired to pasture as the result of a kick. Mr. Shepard also has a ranch in Siskiyou County where he raises cattle.

It is interesting to note here that Friend & Terry Lumber Co. was founded in 1851 by Capt. A. M. Simpson and his brother. An interest was bought in lg53 by W. E. Terry and John S. Friend. The company has operated under its present name for 87 years.

Back On Job

George Kingcade, salesman for Western Hardwood Lum_ ber Co., Los Angeles, is back on the job after being away for two months on account of illness.