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Today's greatest opportunity for your -contiactore, reg'ardleee oi the eize and acope of their operations, comes from iood conetruclion with the Teco Connector.

Because of the Teco Co.nector Bystem of conetruction, numerous types of Etructureg, whoee congtruction hithe"to called for other materials, are now being Sqill ef lrtrnf61.

The Teco Connector makea it poseible to utilize BI/s to IUO/g of the strength of lumber or timbers at jointe,-inetead of from AO/s to 60/s as formerly. The ioints are more ricid. Buildinge so -up faeter. There is"a sreat g"nloiio foateriala, both criti&l and non--critical. A vast new field for enginering with lumber is now opened, along with a great new markei for the luhber dea'ler.

Under the impact of the war efforto with a ecarlity of critical materials, the Teco Connector hae reinforced the unique structural values of lumber and ofened the way to the conetruction of factories, theatersn recreation oenters, garagesr hangarso pre-fabricated homes, Iarge churches and buildings of many other typee.

Any competent engineer can desicn f6r wooa construc"tion with Teco C6nnectore. The normallv skilled c-arpenter is at home working with them.

Vrite today for the book, "Neur Jobs in Our ioum That C'an Best Be Buih of W@d" .Itoe information that everv lumber dealer ehould have.

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Teco

Ilmber Conneetors Sa,oc!

SAYE STEEL One pouad ofTeo lconn@tot. replacor Url-12 Ircund. of eteel.

sAvE LUMBER Nr6 to tOO% ol tt,6 working .trorSth of lumbcr i. utilirod iutod of frcm 1O96 to60%.

SAVE MONEY Thoro ir a raving up to 33r/t96 lt co.t ar comparod to rtel, and up to 46ft as wmpated to traditloaal wod tru. @D.truction.

SAVE TIME Truoor can bc epoodlly febdcatodol thojob out of.tandard lengtha and dlmonrionr of lqmbcr.

Julius Caesar said: "War is a foolish business.', Julius was in position to qualify as an expert. Benjamin Franklin said: "There never was a good war, or a bad peace." Ben never tried to do business with Hitler. General Sherman said: "War is FIelI." Sherman knew from bitter experience what he was talking about. Of course it was Sherman who likewise is said to have said that if he owned Texas and Ilell, he'd rent Texas and live in Hell. That, of course, was before the days when an entire nation clapped hands and sang with lusty

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But Sherman's statement that "War is Hell" came right home to the building industry three weeks ago when the "freeze building" order was issued. We've had those weeks to cogitate and study the meaning of that order as it applies to the business of the industry and to each individual in the industry, so let's talk about the situation. As a general rule all lumber dealers and building material man have read the order long before this, and have digested and discussed it. With only here and there a spot that may call for interpretation, the meaning of the order is entirely clear. !tr** l.** l.**r

The lumber dealer knows what he CAN build, and what he CAN'T; what he CAN sell, and what he CAN'T. Let's start this discussion with a word of warning--a very serious one. DON'T FOOL WITH THIS ORDER. Don't try to dodge it either directly or indirectly. Don't try to evade the responsibility that the order plainly places on every dealer in building materials. ff someone comes in and wants some materials and says he started the building before the effective date of the order-FIND OUT. That is your responsibility. Or if he wants'a bill of goods for repairs or improvements and says that the total cost of the job will come under the $500 limit, if you have any reason to doubt the truth o.f the statement, FIND OUT before you sell him anything.

Don't let the fact escape you for a moment, and don't fail to impress it upon your customers, that that $500 limit means the total cost of everything that goes into the repair or improvement job, labor, materials, and what have you, Likewise, don't forget that this construction order has nothing to do with the use of critical materials, and in no possible way gives you the right or privilege of using forbidden materials even in one of the small jobs that the construction order permits. The two have nothing to do with each other. You CAN build or sell the material for a repair or improvement to a residence the entire cost of which job is under $500; you CAN build or sell the material for a farm building OTHER THAN A RESIDENCE the total cost of which is under $1,000; you CAN build or sell the material for a new building other than residential or agricultural "including but not limited to commercial, industrial, recreational, institu,tonal, highway, roadway, sub-surface and utilities construction, whether publicly or privately financed," where the total cost is under $5,0O0; but they must be built of non-critical materials. Critical and forbidden materials may not be used, so the five thousand dollar jobs are not likely to be business buildings, but more likely to be some of the other types o,f construction in the list just quoted above.

Your customer will NOT be as well informed as you are of the hazards that hang over any attempt to circumvent the freeze construction order, which is added reason why the building material dealer must be on the alert. So, if you don't want to take chances on being "on the inside looking out," otr paying a heavy fine, or botlr, then be certain that you live up to the strictest interpretation of the order. It may not seem to an anxious builder a very grave offense to do a little underestimating of the cost of a project; or being a little mixed on the date on which construction was started; but it IS, and you must convince ' him of same. Both the builder and the materialmatt rhar"" in the responsibility for wilfull evasion of the order.

So, let us assume that building material distributors now understand fully what the construction limitation order says, and what it means, and let us consider the next question. That it is the most important question ever asked the distributors of building material in all history, needs no proof. The question is !\IHAT CAN THE BUILDING MATERIAL DISTRIBUTOR DO UNDER

THE ORDER? CAN HE EXIST? Is it possible, within the scope of the CAN DO's for him to keep his business going, his people employed at living wages, his taxes paid, his obligations met, the pulse of life in his business veins? That's the question that confronts us all right now, isn't it?

Right off the bat I am of one single opinion, and that is that it entirely depends on just one guy and that's the fellow whose face you shave every morning. It IS possible I believe, for a retail lumber dealer to get by under present conditions and in the face of building restrictions, if he will do the preparing and the work that will bring him salvation. That the ordinary method of operating a retail yard will now suffice to keep one alive and existing, I seriously doubt. But tbat it CAN be done by the hardest and most intelligent and most persevering sort of effort, f am convinced. To the lumber dealer who cannot change his ways, who cannot CREATE thd business he must have by intelligent effort, the present restrictions mark his DEATH KNELL. I see no hope for him. If all the business he gets under his present restricted sale opportunity is what is brought to him, he might as wel fold up now and save time'

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But the live building merchant who is willing and anxiotrs to make an intelligent fight for his business life, seems to me to have a splendid chance of getting by, and even of making enough money to pay his bills and even buy a bond or two, now and the'n. But he must THINK, PLAN, and HUSTLE! And Oh Lord, how he is going to have to do both! The business your friends bring you; the business your contractors bring you; the business your painter associates bring you; and the business that automatically drops in, will NOT, except in unusual cases, give you a living volume. YOU'VE GOT TO GET OUT AND SELL IT !

The time-honored but never disproven philosophy, to-wit, that there isn't a home or a farrn in your entire community that doesn't actually NEED something in the line of building materials, must be accepted as your reservoir of sales possibilities. The next thing is to find them, find the owner, show the possibilities, and SELL HIM. ***

Easy? Hell no ! It's the hard way, of course. But it's the way of salvation, providing always that building restrictions become no more drastic than they are today. And the first thing every dealer has got to do is to PLAN HO\V TO GET THAT WORK JOB DONE. It can't be just huckle-buckle, either, or the effort will fdl flat. So here's a suggestion: ORGANIZE YOUR TIME, MR. DEALER, AND THE TIME OF EVERY EMPLOYE ON YOUR PAYROLL INTO A SELLING EFFORT.

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It makes no difference what the particular job of each employe is supposed to have been up to now, from now on he or she must SELL. See? Organize everybody on your payroll to keep their eyes open, their ears keen, their minds alert, for opportunities to sell building materials for you. And to do that you will readily appneciate the fact that you must ORGANIZE and instruct them- Your yard man, your delivery man, yo'ur lumber handlers, your bookkeeper, your steno if you have one, and every other person whose name is on that payroll should be bringing you PROSPECTS for building jobs that can be done within the new building restrictions. That means you've got to get lots of them, because they will necessarily be small.

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Have your employes sold on the idea that selling is really their only important job from now on. Because if they don't sell, there will be no services to perform in their regular jobs. I know a building material man who has already drilled his every employe to understand that every minute that passes from the time they come to work until quitting time, when they have not tried by personal contact or by phone to interest someone in building things, is a wasted minute. Go down to Kresses and get a batch of nickel pocket tabs, and see that every employe has one of them and a pencil ready at hand at all times to jot down thoughts, suggestions, tips, memoranduns, suggestions, names, addresses that may mean building material sales. Like the downhill snowball, the thing will help build itself as it goes along. Your worthwhile employes will enjoy the game. All humans like to sell. Give all those who work for you, a chance. Convince them that the time when you sat and waited for buyers and builders to come in is in the dark ages. You can't eat that way any more.

In succeeding issues of this journal we will try and discuss in more detail how some of these sales efforts can be carried on. But the foundation is the basis of the whole &itg, and the foundation of your continued existence must depend on your success in selling building materials in small quantities to every human soul in your territory who could possibly use it. We used to say "translate your materials into the language of homes," but now we say "translate your materials into the language of small repairs, improvements, beautifications, that men and. women can use and would like to own." Paint, paper, and repair ! There is a trinity on which the business salvation of the lumber dealer now depends.

War Production Board Authorizes California Has Record Lumbcr Output Increase in Nail Production

The Division of Materials of the War Production Board. on March 30, released the following:

"Because lumber is largely replacing steel in wartime building construction, nail manufacturers are being asked to increase production during coming months.

"Twenty-six common nail manufacturers have been authorized by the Director of Industry Operations to produce a total of. 72,A0O tons of nails a month during April, May, June, and July. The announcement was made by C. E. Adams, chief, fron and Steel Branch.

"Nail production averaged 55,000 tons a month in 1940, and had climbed to 65,000 tons a month by t941.

"Nail manufacturers have been directed to sell their products only on orders carrying preference ratings. Large consumers buy a portion of the output directly from manufacturers, but jobbers still distribute a large percentage of total production.

"The action to increase nail production is similar to that recently taken by the WPB to increase the output of bale ties. With many agricultural products such as hay and straw dependent on material to bundle them, and the great demand for these products as well as for waste paper and rags, it was necessary to direct seventeen bale tie producers to step up production to 16,000 tons per month for four months. Production of bale ties averaged 7,000 tons a month during 1941."

In 1941

San Francisco, April O.-California's pine and redwood forests yielded approximately two and one-quarter billion feet of lumber last year to establish an all-time record for sawmill production in the State.

A preliminary estimate prepared by the California Forest and Range Experiment Station and the Bureau of the Census reports that sawmills turned out 2,241,64O,000 feet of lumber products, an increase of 15 percent over 1940.

Sawmills of the California pine region produced 75 percent of the rEcord output and the coastal redwood region accounted Lor 25 percent.

United States Forest Service timber management officials stated that virtually the entire lumber production for the year is being used in hundreds of items for the war effort, from training planes to boxes for agricultural products and ammunition.

If this lumber output was diverted into military barracks alone, Federal foresters point out, it would provide housing for nearly 1,500,000 soldiers. That figure closely approximates the 194O popula'tion census of Los Angeles.

Or if diverted into six-room homes, the year's lumber production would comfortably house the combined populations of San Francisco and Sacramento.

Remodels Store

Merner Lumber Co., Palo Alto, has reeently completed remodeling its store and office.

Many New Buyers of Lumber and Allied Products

Lumbermen's Credit Association, Inc., of Chicago and New York, invites attention to the unusually large number of names of new buyers of lumber and allied products that are included in their new M"y 1942 Red Book just published.

During the six months period between publication of their November l94l book and this new 1942 edition, 1,689 new names were reported and are now included in the new Book. Not only does this include many lumber manufacturers, wholesalers, and retailers, but also hundreds of industrial concerns now buying lumber and allied products in large quantities.

In the same period, 7,759 credit rating changes were reported to subscribers in their TWICE-A-WEEK Supplements. This figure includes both favorable and unfavorable rating changes.

This Specialized Service Agency was founded in 1876 by William Clancy, who at the ripe old age of 83 still is active as president and treasurer. fn recent years, his son, Will C. Clancy, has assumed active management as executive vice-president.

For years this TWICE WEEKLY supplemented publication has been generally recognized as the Credit Guide of the lumber and allied industries.

In Naval Air Service

Brian Bonnington, son of G. F. "Jerry" Bonnington of Lamon-Bonnington Co., San Francisco, is now in training at the United States Naval Air Station, Pensacola, Fla., as a Cadet.

In preparation Brian completed 10 weeks' training at the primary naval aviation school at Oakland, and was at the ground school at Dallas, Texas for six weeks. He was transferred to Pensacola on April 1.

Change In Name

The name of the General Hardwood Company, with yards at Van Nuys and Encino, has been changed to the Scrim Lumber Company. This concern operates a general retail lumber and building material business. R. F. Landreth is manager of the Van Nuys yard, and A. J. Lindsey is manager at Encino.

Ralph Lamon In Army

Ralph Lamon, son of Fred Lamon of Lamon-Bonnington Co., San Francisco, reported to the Army April 8 and is now at the Presidio of Monterey. He covered the Sacramento Valley and part of the San Joaquin Valley for Lamon-Bonnington Co.

JOrNS SPEEDV/ALL COMPANY

The Speedwall Company, division of I. F. Laucks, Inc., Seattle, Wash., announces that Allan R. (Bert) Seaton has joined the company as head of wooden aircraft parts production. Mr. Seaton is well known in the Northwest where he has been in aircraft work for a number of years.

Paul Bunyan's Job Starts at the Stump

Selective loggring with crn eye to the luture loresU protection oI lcrrge timber creqs lrom lire with equipment and personnel and supplying the Westwood plcnt with 200 million Ieet of logrs lor the yecr's cut.

At the plcrnt there is yecrr round operqtion oI the saw mill and remanulacturing depcrtments, the plywood fcrctory crnd the Venetian blind slcrt lcctory. There is the kiln-dryingl oI crll the mill output crnd under rool storage cnd ccr-locding.

Product and. production metbod; liae up to the narne "Paal Banyan"

"Pcul Bunycn's" CA t I F O R NI A PINES