The California Lumber Merchant - May 1923

Andrew J., Lumber Co.

Pratt & 'Warner

Red River Lumber Co.

Rite-Grade Shingle Assn.

Richardson Co.

Rose, C. M., & Co.

Santa Fe Lumber Co

Skaeit Steel & I-; W;;k.

Cover Slade Lumber Co.

Snead, Junius C., & Co.

Standard Lirmber Co.

Stanton, E. J., & Son

Strable Hardwood Co.

Sunset Paint Co.

Superior Oak Flooring Co.

Tacorna Lumbermen'g Club

Tacoma Planning Mill

Tarter, Webster & Johnson

Union Lumber Co.

'Weaver Roof Co.

Wendling-Nathan Co.

Western Celotex Co.

'Western Hardwood Lumber Co.

Weyerhaeuser Sales Co.

Wheeler-Osgood Co.

Western States Lbr. Co.

'Wigmore, John & Sons

Whitmer Jackson Co. .. . 31,32, 33,34

*Advertisement printed in alternate issue.

PHIL B. HART Managing Editor

A. M. THACKABERRY Circulation ManaSer

A. C. MERRYMAN,Adyns

J. E. MARTIN, Mgr. San Frucirco Officc

THE CATIFOR).IIA LUMBERMERCHANT

San Francicco

LOS

ANGELES, CAL., MAY 15, 1923

How Lumber Looks

One would naturally expect firm prices and a general tightening of the wholesale market, during the slowing up of shipments and the curtailment of general rloY€ment caused by the shike. Many predictions were made immediately after the calling of this strike, not all of them by the mill men at that. Opinions were exprersed that the dealers had better place ordett, and many of them did buy for a few days, more than they ordinarily would have taken on at a normal period.

' The strike condition at San Pedro at Saturday noon was much better than at the first of the week.. A week ago things were pretty quiet on the docks. Since then their has been around three hundred men imported to tAe harbor, and they have gotten the boatr to unloading and moving in an almost normal way. It is understood that a further demand was made by the longshoremen which the owners refused to consider, ild the decision was made to get men from the outside, and resume operations. This demand had to do with the working co'nditions in general, and was claimed to be unreasonable by the owners. Arrivals at San Pedro for the first ten days of May were 46 boats, 9 with redwood and 37 with fir. The footage caried was 56'100,000 feet combined.

this condition did not advance prices aE aome thought. The market on common remained firm, and as far as can be learned has not changed to any remarkable e:rtent since tte first of the month. Stocks are not being offered in as large quantities, it is a fact, and the retailer dealers in the majority seem to feel that tfrere will be no serious changes during the unsettled condition.

Thir condition could alro apply on all upperr. Floering and ceiling is being quoted at prices just in line as of two weeks ago, and green clearE -Eeem to be stationary at the prices establirhed about thirty days ago. The dernand for green clearc har never slackened, the wholecalc men have no trouble booking orders for anything in this line. [.ath got cantakerous of coursc with the fint breath of trouble, and advanced about fifty cents. There is a cteady demand, but it remains to be recn what will happen to this commodity, ild thb will be governed of coune by the arnounts that the mills load for California in the next two or three weeks.

The rhingle reportr are not cncouraging, at leart not for tlre rhingle as a product. On every hand we hear complaintr made about the very rmall demand, both in

cedar and redwood, it has not, however, affected tlre prices. Cedar shingles have .been firm at one price for some time. With the lage amount of favorable publicity that is being given the wooden shingle in thfu state, both in trade papers and in the daily press, and the interect that has been shown in the contest for tte oldest woo&n shingle in California, there will without a doubt be a different condition very evident before long. Some thought can be given in thir coonection by the dealerlr about thc use of 6-2 Stan almoat excluiveb in thb state, and the agitation by the mills for the pushing of a heavier rhingle.

The redwood mills are in good shape, as far as orden are concerned. The last report from the California Redwood Aesociation shows a large gain in their cut, tlreir production in fourteen reporting mills for a week period being 9,0O6,000 feet as against 7,435,000 feet for the previous like period. Sales were practically the same as for the previous week, and their shipping tstals showed about a balance.

It is interesting to note that the redwood mills up to date have taken orders for 126 per cent of their production, and the average cut of all of the mills has been what they figure to be normal. Of 8,341rO00 feet sold by these mills, 6,538,00O feet or about three-fourths come into California.

The fu milts fell down somewhat on their sales for the past week, t'heir new businesE totaling about 12 per cent below their cut. One hundred and thirty'three reporting mills had a total cut of 107,2841862 feet, and their new sales amormted to but 94r449r45o feet. Their shipments kept up to average, however, and they got out of the mills a total of ll2,0OOr00O feet, which is almort 20 per cent above their production for the time.

The Southern Pine people pepped up somewhat in the two weekr following our last issue, and their last report rhows that their member mills have browht their produc' tion clorcr to norrnal than it has been for rome timc. Their saler rhow practically the sarne, and have tte rarne compariron to their crrt as of two weeks ago- Thir report ir from one hundred and thirty-one memberq giver thcir rater total as 7318231792 feet, and they produced 76'' 7781176 feet during the week. We hear more and more about the Pacific Coast lumber that is being rhipped into tfre routh, ttir competition har arrivcd for the routhcrn milb and will no doubt gct lerger.

Away up in the High Sierras, bordering the world famed Yosemite Valley, grow the Sugar Pines, great giants of the primeval forests, truly Califomia's finest timber.

Our thirty years specialization in California Sugar Pine, and 'White Pine, naturally gives us a full understanding of soft pine users'needs. Our stocks are being rapidly teplenished andwecan on short notice supplyyourneeds. Inquiries by wire or letter will receive immediate attention.

onstant Solicitation

By JACK DIONNE

salesmanship that I ever read that did me some REAL good."

Fine! As I said in that editorial, any article or talh on salesmairship that does not leave the interested party something definite to use in making sales is "The Bunk.tt

A truly great lumber salesman said to me once! "Orders come as the result of CONSTANT SOUCITATION, and not because customens drop in and ask for thingr." Under all normal conditions, this is true of buitding materials.

"Constant solicitation" must necessarily be hinged directly on t'leg workrtt and solicitation, in the true sense of the word, must mean more than the formal call, and the formal query. It must mean that the salerman shall Imow his goods, know their value and their uses, and know to explain to the other fellow just what they mean to HIM.

The average man is NOT interested in your goods, simply as GOODS. He is interested in what he'can do with them, what he can use them for, and how make them a thing of profit, or pleasure, or satisfaction to HIM.

It seems to me that successful solicitation means applying the needs of the OTHER FELLOW to YOUR goods, and making the application to that other fellow in such an interesting manner that his desire for YOUR GOODS is greater than his desire for his OWN MONEY.

THAT'S successful solicitation.

The buyer knows tliat his money has value. And you only get that money when you show him that something whith you have for sale, or something that can be built from what you have for, sale, is of GREATER value to him than his money.

That means t'he use of BRAINS. With your applied intelligence you must use evcry effort to SEE in the light of your trade's needs and desires, and make those needs and desires the connecting link between your business and the c6nsumer's pocket.

Use LEG WORK and CONSTANT SOLICITATION for the first tunda. mental of your selling effort. And for the second half of the campaign, learn to skillfully apply YOUR goods, to the other fellows NEEDS..

Bataan Mahogan y

One of the Marvelous Cabinet Products of the Tropics

Howell Baker, General Manager of The California Panel & Veneer Company, of Los Angeles, wants to "teill the world" about Bataan Mahogany.

At least, he wants to tell the lurnber world of Southern California about this great wood, because it is only in Southern California that he sells ig and then only in the shape of panels and verieers.

Bataan Mahogany is one of the speciejof Philippine Mahogany. But please don't jump to the conclusion that it is the regulation Philippine Mahogany that the trade in general knows. The building trade has come to look upon Philippine Mahogany generally as a very inferior so'rt of mahogany to the Tobasco Mah'ogany of the trorpics, and it is to disabuse their rninds of this opinion that this article is writterr

There are nritny species of "PhilippineD Mahogany on the malket, five of them, well known species. Most of them come fnom the Southern Islands of the Philippines, and are subject to the various charac,teristics well known under the name of Philippine Mahogany.

But this Bataan Mahogany is an entirely dlifferent breed of mahogany. It is produced by the Cadwallader-Gibson Company exclusively on their big concessio,ns right across the bay from Manilla, and far north of the ordinary Mahogany production.

A Typical Bataan Panel

Unlike ordinary Philippine Mahogany this species in this location is not bothered by worms, and knows no defects from worm attack. The United States Government charges twice as much for the removal of this Bataan Mahogany as they do for the ordinary Mahogany, recognizing its superior excellence in this manner.

In the Philippines it is called Tanguitle Mahogany, and the name "Bataan" is given the product by its producers because it cqmes from t-he Province of that ruune, so they use that for a trade narne.

The California Fanel & Veneer Company believes this Bataan Malrcgany to be one of the very finest cabinet woods in the world, compa.rable in every possible way; color, texture, beautlr of grain, .etc., to the finest Tobasco Mahogany.

Yet it is salable for app'roximately one third less than Tobasco Mahqgany.

"Too much praise cannot be given ttri.s beautiful species of Mahogany, and I donsider it the very best Mahogany panel and veneer stock for the money thrat is used in Sorlthern California," said Howell Baker.

The Cailfornia Panel & Veneer Conr pany carr]r this Bataan Mahogany in large and well assorted stocks ready for imrnediate delivery in panerls and veneer. Thc panels te r/+,5-16 and 3/8,bntch3 and 5 ply, and both one and two sides g,ood. These panels all have 1-16 inch face veneer. All are made with water-prool glue. They are all made in the Philippines, and the workmanship is the finest. They also carry Bataan in shape of piano bench tops, tahle tops, counter fronts, and dresser to,ps. They carr5r the Bataan veneer in 1-16 and 1-10 inch sliced.

PHILIPPINE DUALI

Another interesting cabinet wood The California Panel & Veneer Company is introducing to the Southern California trade for a variety of useful purposeein the form of panels-is Philippine Duali. It is a cabinet wood that takes paint and enamel work beautifully, and is a splendid substitute in color and grain for walnut; also an excellent plain oak replacernent They carryr these, also /4 and, /s,Wh 3 and 5 ply, both one and two sides good, and

they also carry it in piano bench tops, counter fronts, and^ table to,ps.

For many purposes, and at very m,oderate prices, this is a very useful panel wood

OTHER PANEL LINES

The Cailifornia Panel & Veneer Company carry by far the largest stock of panels and veneer in Sor.r,thern California.

Besides the specialrties mentioned above, they carry a full line ready for sh,ipment of Red Gurrl Birch, Basswqod, plain and quartered white oak, Oregon Pine, Walnut, Tobasco Mahogany, and Elm-all PANELS.

Their plant is located at 955 to 965 So. Alameda Street, Los Angeles, and their mailing address.is P. O. Box 103 Arcade Station.

They have a most enviable reputation for speedy service, dependable and well assorted stocks, and a square doal for every customer. Their plant is panel and veneer headquarters for Southern California.

*wM%w"

Renrl&bermenl@

they can obtainrwithout costrour

Newspaper Cuts: for over three hundred were ordered during the first ten days of April.

"Silent Salesmerr't (letter inserts) in either of two sizes, illustrated in two colors: for sixtv thousand copies have already been requisitionei.

Letters to Customers: five thousand of which we have prepared, typed on the dealer's stationery and forwarded for dealer signature and mailing.

Motion Picture Slidesrwith colored drawings, copy and individual yard name and address.They're new, but in active demand.

And there is, ofcourse, that careful selection, manufacturing, drying and milling which is alway.r as-' sared by every one o1f our member mi/ls,

These constitute ..Redwood Service." Cer,rponwre Rnpwoon

Gus Russell Starts Big Shingle Staining Plant in Oakland

(Spccial wire)

San Francisco, May 14.-Gus Russell, of the Santa Fe Lumber Company, author of the slogan "100 per cent Machine Stained Shingles," announces th,at his firm will immediately install in Oakland the biggest shingle staining plant in the United States. It will be equipped at once with three patent mechanical machines for staining shingles "One hundred per cent,"'and will be capable of supplying

the needs of the California trade, and giving quick service, ,and early delivery.

Since he started sell'ing machine stained shingles three months ago Mr. Russell has become more and more i,mpressed with the necessity for a pl,ant of large caliber located right in cen,tral California, capable of serving the state.

It will be rnnning just ,as soon as the machinery can be delivered.

SACRAMENTO VALLEY LUMBERMEN'S CLUB TO VISIT DIAMOND MATCH COMPANY

PLANT MAY 19

Arrangements have been made for the members and wives of the Sacramento Valley Lumbermens Club to visit and inspect the plant of the Diamond Match Company on May 19th, and notices have been sent out urging all members to send ,in their reservations immediately.

The following schedule will be followed on this d,ay.

10:00 A. M. meet at Main Office and go through Sash and Door Factory.

12:00 M, luncheon at Hotel Oaks.

1:30 P. M., drive to Sawmill at Stirling City, (about two hour drive).

3:30 to 5:30 P. M., visit sawmill, planing mill and wholesale yards, at Stirling City.

LLOYD HILLMAN LUMBER COMPANY IN NEW QUARTERS

The Lloyd Hillman Lumber Company of Seattle, of which Lloyd Hillman one of the best known lum:bermen of the Nbrthwest is president, are now located in attractive offices in the Smith Building, Seattle. They occupy the thirty-third floor of the Smith Building tower, which commands one of the best views of the Northwest. In addition to overlooking beautiful Pudget Sound and the Olympic range on clear days, you are able to see \r'ancbuver Island; Mt. Baker on the north, and Mt. Ranier and Mt. St. Helens son the south. The Hillman Lum'ber Co. 'are represented in California by the Fletcher & Frambes of Los Angeles.

TOM PARCHER VISITS BAY DISTRICT

Tom Parcher, well known lumberman of Los Angeles and Southern California representative of the Henry D. Davis Lumber Co. of Portland, was a San. Francisco visitor during the past week. Mr. Parcher dropped in to see V. W. Long, San Francisco representative of the Henry D. Daviss Lumber Co., and alsso spent several days attending to business affairs in the Bay District.

DICK JONES CALLING ON THE VALLEY LUMBER TRADE

Dick Jones, president of the Lumber Salesmen's Club of San Francisco and-representative of the Van Arsdale-Harris Lumber Company of San Francisco, is on a two weeks business trip calling on the lumber trade of the Sacramento .and San Joaquin Valley. He expects to return to San Francisco about the middle of the month.

BOHEMIAN CLUB MIDSUMMER ENCAMPMENT

The Bohemi.an Club m.idsu.mmer encampment this year will commen,ce on JuJy 2l and end on August 6. The Grove Play will be presented on August 4 and the Cremation of Care and Low Jinks will be held on July 28, the second Saturday of the encampment. The encampment is always looked forward to by the members of the lumber fraternity who belong to the club and it is sone of the most ,popular affairs conducted during the sum,mer season.

The five cardinal principles equip yourself to supply your of business are: to properly trade; to €et the orders; to deliver the goods; to keep down expenses; to collect the

The modern lumber merchant makes more money than he used to, and gets a lot of pleasure out of the business of better serving his neighbor and his community.

PROPER INSULATION AND SOUND DEADENING ARE MOST VITAL ITEMS IN BUILDING CONSTRUCTION

INSULATING LUMBER

(CELOTEX rS PRONOUNCED SELL-O-TEX)

At The Cosf of One illaterial

Celotex combines plaster anil stucco base with highest efficiency in sound deadening and insulation. Also as a sheathing gives increased strength, combined with sound ileadening and insulation.

Celotex is ecsi/y and quicftly applied, and snves time and labor.

Celotex is the mos! durable, efficient, strongest and lightest board f orm of insulation. Can be handled the same as lumber.

Celotex will nol only mafte your home Iivable, but wiII save you approximately 33 I -3 per cent of fuel.

Celotex rs also especiallg adapted f or acoustical correclion.

Celotex can be left in the natural color or can be beautifully decorated n,ith paints, slcins or lTalsomine on walls and ceilings where applied in panel effect.

Celotex can be exposed to the nteather and is ideally adapted as an outside sheathing for seaside and mountain cottages.

There rs a use for Celotex Insulating Lurnber in eoery forn:. of building eonstruction.

Some live and up-to-date building material dealer is going to secure distributor's rights in your territory. You cannot afford to overlook the opportunity. It meana money to you. For complete information address : Wn-olesale Depart ment, Western Celotex Company.

DISTRIBUTORS

Klicka Brotherc Compuy, San Diego, Calif.

San Diego Bldg, Supply Co., San Dicgo, Calif.

F. T. Crowe & Company, Seattle. WashTacoma. Warh.

Wertern Albertos Magneaia Co..

San Francisco, Calif.

Sacramento Stqkton Oakland

The Homer T. Hayward Lumber Co., Salinas

Santa Cruz

WatsonviUe

Atascadero Pasa Roblee

Ward Lumber Company, Moderto

Denair

Hughron

Empire

Waterford

Oakdalc

Riverbuk

Ripon

Valley Homc

Geo. L. Eartrran Co- Lor Angelet, Calif.

Hania Broe., Bakersfield, Cal f.

J. D. Haletead Lumber Co. Fresno, Calif.

Flanagon Warehouse Co., Reno, Nevada

McCracken-Ripley Co., Portland, Oregon.

Manufacturerr, Chicago, Ill.

Come for BLISINESSStqv for PIAU

fHOUSANDS of people seeking rest and change I will fock to the enchanted shores and valleys of the Pacific Northwest during the next three months. They will com" by train and by automobile.

They will revel among snow-crowned mountains; they will motor over faultless roads through tremendous forests and fertile valleys; they will camp beside tumbling, fashing streams of pure, cold mountain water; they will fish in mirror-like lakes; they will sport on smooth beaches bordering the blue of salt water; they will golf and sail and swim and climb. In short, they will enjoy such a vacation as is possible only in this great "Summer Playground of America."

Now, please note this: Tacoma and Tacoma District, "The Lumber Capital of America," lie in the very heart of this magnificent vacation land, where the summer days are long and bright but never hot; where summer nights are always cool and restful, and where troublesome insects, reptiles, lightning or cyclones are unknown.

And Tacoma invites you to comet Come and bring "the folks." Here's one place where you can really combine business with pleasure. Come and gtt acquainted at first hand with America's greatest center of forest product supply and, at the same time, have a vacation the novelty and charm of which you will never forget.

The Curse of Drink Up to Date woco

f've followed the hearse of all my hopes, I've buried them'one by one; Gaze on me, and you shall see What the curse of drink has done. I too had a wife, and child, and home, And now I'm all alone.

Oh, Gawd ! I should never have taken that first Insidious icecream cone.

But I was so young and my friends they were false, "Just one cannot hurt you" they said. So I started that night, and look at me now ! Oh, Gawd ! What a life I've led. My mother said: "Willie, lay off that vanillieThem phospates will lead you astrayThe Devil himself is in sarsaparillieAnd his den is them fountains so gay."

But fool that I was, I just laughed her to scorn "I can take it, or leave it alone."

And I drank that same day-a chocolate frappeeOh, Gawd ! If I only had known. That was the end of my downfall, my friends, From there it was easy to flit, Down the pathway of vice, to the pineapple ice, And the Hellish Banana split.

But one day an angel came into my life, "I believe in you Clarence" she said.

Atrd I loved here so dearly, for one long year nearly A temperate life I lead.

And a baby came, as babies will, And grew to a babbling child, Bdt I longed all that tim,e for the juice of one Lime, And the thought of it, drove me wild.

And I fell one day in an icecream den, And I slinked .vith a sinful slink, And I staggered home at the close of day, The victim again of drink.

That awful day is a learful dream, That will last til the day of my death.

When I kissed her, my child cried in accents so wild"You have raspberry crush on your breath."

That was the end of my happy home, And now I am all alone.

Oh, Gawd ! I should never have taken that first Insidious icecream cone.

What's to become of this wreck of a manThis pitiful, broken reed?

"Another frappee, with a straw, I say !"

Oh, Gawd ! What a life I lead.

Bat

Oa FIoot'in F dep

It is the selection of only the best rough oak lumber.

All lumber is thoroughly air dried before being placed in kiln.

It is kiln-dried in modern moist-air kilns.

All lumbcr allowed to cool for 72 hours after kiln-drying, so that it will attain its natural condition before it is manufactured into fl@ring. Modern machinery used in ripping, which re' duces crooked flooring to a minimum.

Best side-matcher machines known, kept in perfect condition at all times, thus insuring per' fectly matched stock.

Long-Bell trade-marked oak floorine identifies-not only dependabil- ity-but economical dependability -to builders of homes-cottages and mansions alike.

A famous end-matcher machine used, making this feature of our flmring perfcct. High class, experienced graders, standing direct- ly behind the machinc, mark the gradcs as the stock is manufactured.

Chief inspector and several assistants , constantly check the grading of the men behind the machines.

All Long-Bell oak flooring is bundled with annealed wire, two pieces to each bundle. Moisture-proof sheds keep the stock in perfect conditim.

A large well assorted stock on hand at all times, cnabling us to give prompt service to our tradc.

Good average lengths shipped in all grades and sizes.

Lnng-Bell oak flooring can be identified by thc Long-Bell trade-mark on the piece.

Fun, Facts and Filosophy ,'

THE SCOTC)HMAN'S PRAYER

Bless a' the Macdonalds and a' the Macdonalds' childer; their sons an' their daughters for a thousand years yet to come.

B'e gracious an' send doon rnountains of snuff and rivers of whuskey,-the vera best of whuskey.

An' Oh Lord, send doon swords an' pistols an' daggers, as monie as the sands on the seashore, to kill a' the Grants, the S,tewarts, an' the Macphs156n5-d-n their souls forevermore !

An' Oh Lord, bless the wee coo an' make it a grand big coo; an' Oh [-ord, btress the wee suckling an' make it a grand boar.

An' Oh Lord. bless the wee bairn, yon Jockie an' Rosie an' Maggie, an' yon Florrie.

An' O,h Lord, build up a great wall between us an' the frish, an' put broken bottles on top so they canna come over.

An' Oh Lord, if ye hae anything to gie, dinna gie it ta the lrish, gie it ta your chosen people, the Scotch.

Amen.

(From an Old Scotchman's Journal)

EVASION

First Student: Do you still go to see widow you chu,mmed with last year?

Second Student: She's married now.

First Student: ANSWER ME!

that little college

(Sing to the tune "The Good Otd Summer Time." Words and special rendition by A. L. Porter.) In t'he good old su'mmer time ln tho good old summer time, Custom,ers will sta,nd you off, With some bluff sublime; You hold their notes, The bank holds vours. And that's a very good signWhy lumbermen go nutty In the good old summer time.

LATEST SCOTCH

Query: How much whiskey can Anslver: Any GIVEN amount.

could fail

THE CHIEF AIM OF MAN

At Four: -Io wear Dants.

At Eight: To miss Sun<lay School.

At Twelve: To be Presirletrt.

At Fourteen: To wear long pants.

At Eighteen: To harte mouogranrmecl cigarettes.

At Twenty: To take a show girl to supper.

At Twenty-five: To l.rave the price of supper.

At Thirty-five: To eat sllpper.

At Forty-five: 'Ilo digest supper.

RECIPROCITY

The big colored cop looked at the big jug un<ler the little nigger's arm suspiciously.

"Little m,an,' said he, "whut you got in at jug-Co'n?

"Taint hav" replied the iittle nran belligerently.

Whereat the cop grabbed him by the collar ancl hauled him into a near-by door.

"B'ig Boy," cried the little one, "\\thah you haulin me,larl !"

"We11," saicl the big one. philosophically, "Taint chu'ch."

THE SMILE VALUE

Nobody ever added u1.r

The value of a snrile :

We know how much a <lollar's worth, And how much is a mile.

We know the distance to the sun

The size and weight of earth; But no one here can tell us just How much a smile is worth.

RIDDLE a Scotchman drink?

ALL THAT I ASK

do not ask, my Gocl, for mystic power To heal the sick and lame, the deaf and blind; ask Thee humbly for the gracious power Just to be kind.

do not pray to see the shining beauty Of highest knowledge most d,ivinely true; pray that, knowing well my duty, Tliis I mav do.

I do not ask that man, with flattering finger Should point me out u'ithin the crorvclecl lnart; But only that the thought of me may linger In one glad heart.

I would not rise upon the mtn belorv me Or pulling at the robes of men above; I would that friends, a few dear friends, may know me And knowing, love.

I do not pray for palaces of splendor Or far among the world's delights to roam; I pray that I may know the tender meaning, Of Home Sweet Hor.ne.

I do not ask that lleavens Golclen Treasure

Upon my little blunilering life be spent; But, Oh ! I ask thee for the perfect pleasure Of Calm content.

(By Amos R. Wells).

construction, adaptability your suggestions-andyou have been improved by to make them-you have

Every time your materials go into a building whose design, wronged your customer, your community, your business, and yourself.

Sell them to Buy--Not Wait

When a man goes into a lumber dealer's place of business and inquires about building material, and the dealer proceeds to explain to him that lumber, and paint, and shingles, etc., are HIGH, he is practicing salesmanship BACKWARDS.

Nine times out of ten you instill immediately into the mind of your prospect when you use that line of talk the doubt as to whether or not this is a good time to tbuy and build.

Many a man has been kept from painting his housewhich was sadly in need of painting for protection 'from the weather-during the past year by the dealer explaining to him in starting that paint had gone up considerably'and was ,mighty "HIGH."

The untrained salesman sometimes is guilty of such mistakes because he thinks when he utters this warning in advance he prepares his customers for the blow which he thinks he is going to deliver when he quotes the total paint bill.

Instead of uttering negative thoughts to get'the fellow ready for a bump, argue from the other viewpoint; that comparatively paint isn't high, and lumber isn't high, when you consider that it is a good, safe investment that you are offering; probably the best that his money could possibly buy.

Sell your customers to BUY-NOT to WAIT.

DON'T utter negative arguments'that make them change their minds about building.

$75 FOR A SKILLET OF BEANS

Last su'mmer two rnen were camping in the Klamath National Forest. The weather was clear and hot and the woods like tinder.

Noontime came. Among the dry pine needles they built a fire to warm their skillet of beans.

As they sat down to enjoy their meal, a Forest Ranger

rode up and asked for their campfire permit. The men had failed to get one.

So the othei day they told their story to a Federal District Judge in San Francisco.

thit s-tittet of boans cost them just $75.

MORAL: BE SURE TO GET A CAMPFIRE PERMIT BEFORE YOU BUILD A FIRE ON A NATIONAL FOREST IN CALIFORNIA.

rcauhrlY bY

lf you crnrot rrit for hin-aeil or wiro your ordcr or inquirior diroct to

K. WOOD LUMBER CO.

Northwcdetn Bank Bldg. Portland' Orc. For shipments out of Bay Digtrict Writc, Phonc or Wirc our O6cc rt Frederick & King Str" - Oekland, Crl.

The spirit in a man's heart is the only thing that really counts.

Starrdard -Prompt Shipments

The two are synonymous! Precision and dispatch in executing orders are due the buyer. It is our unremitting intention to maintain a consistent record for prompt shipments and we keep our organization pointed to that objective,

Embodies mountain grown timber of the finest texture -standard excellence in manufacture-and a long established reputation for prompt shipment securely founded upon a car supply furnish"d bv the Southern Pacific and Santa Fe railroads-themselves exemplar of dependable transportation service.

Shall we quote nday?

D. I:I. STEINMWZ, lr, Los Angela Scles Manager

1021 Title Insurance Building . Lo6 Angeles, California

Progress and Profit in Hardwood Flooring

REMARKABLE GROWTH OF THE H^ARDWOOD FLOORING DEPARTMENT OF THE WOODHEAD LUMBER CO.

That the hardwood floorins business pays is evidenced by tfie photographs on this page, showing the growth of the hardwood flooring department of the Woodhead Lumber Company, at Los Angeles.

This department was opened by the Woodhead Company early in | 92 l. Mr. Frank M.

Connelly, an experienced hardwood man, foimerly with the Long Bell Lumber Company, opened the department and has been in complete charge. Starting ""ith a very small stock of flooring, contained in a warehouse barely large enough to hold a car load, they have outgro$tn two addi-

tional buildings and now occupy an attractive and uP to date combined office and ware' hl,r". at the South Main Street retail yard operated by the Woodhead Lumber Company.

Mr. Connelly states that hc made and has insisted upon the obgervance of one rule among hig mechanics. "To lay a floor

perfect in every detail."

Handling such well known brands of flooring as the

..LONG BELL'' "BRUCE.'' ..PERFECTION,'' "SUPERIOR" and others, and adhering to the rule to produce a perfect floor, this company predicts a volume of business for 1923, larger than in any other year.

The Original Warehouse in 1921

Modern Office and Warehouse Just Completed

Growlh to 1922

View of One Alley-Showing fmmense Stock

SHINGLES thot live lqoger servfce

Machine Dipped in Cabot's Creosote

Shingle Stain

These shingles'give longer service for two very simple reasons. First, the colors are the very best, chosen for their long life. Second, the best wood preservative known to man is creosote.

These cedar shingles are thoroughly saturated with Cabot's Creosote Shingle Stain. This prevents dry rot of the unexposed portion and splitting.

The big majority of Eastern homes use dipped shingles. They are finding a ready market here. Write us for details of this new profit maker.

Special Announcement

Messers. Clare E. Clcsbg and A. Wardman, a prominent Southern California oil man, have purchased the interest held by Mr. Ellwooil De Carmo and associales, in this company.

A more extensive policy wiII be effecteil, bg this change in ownership, and we sincerely solicit your indulgence in any requirements !,ou may have in our lines. Your past patronage is greatly appreciated and D)e trust you will allow us to co-operate with you in the future.

Our stocft is now being greally increased and within a few days wiII be at your commanil.

Last, but not least, don't forget our slogan still remains the same: "SPEED GEIS 'EM", and we will not disappoint you.

C. E. GLASBY, Ms.

MY FAVORITE STORIES

By Jacrt Dionne

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

SALVATION'S FREE

There was a big crowd at the col'o,red revival meeting, and the chief exhorter had dilated powerfully on the subject-"Salvation's Free."

When it came time to pass the collection plate, and they were urging the congregatiorn to give freely to the 'Lord, there rose in the center of the congregation Brother Sam Johnsing, a wealthy member of the local flock, and Sam said:

"Pahson, Ah dun hea'd all youall said about Salvation's Free, an Ah believes youall ah right about it, an when th plate comes roun to me Ah ain't goin to'put a dime in it, cause if salvation's free, why should we pay good money fo iL"

And when he sat down there was a nodding of heads that signified that this remarkable sophistry had appealed to many, and it looked as though the financial department of the revival was threatened with destruction. Quickly the wise Parson came to the rescue.

"\Mait a minute Brothe Johnsing, befo you pernoits yo'sef

ITNS ]IO TRIGK

GRoW'S Why Guess?

to arrive at sech a unwise conclusior4"' said he. "salvation's Free. Ain't no doubt a-tall bout that. But leave me give yo-all a bettah understandin. Sposin, Brothe Johnsing, yoall sta'ts walkin into town fum yore fa'm seven miles out. Yo gets wa'm,, and yo stops at th creek fo a drink. Yo gets down on 5ro hans an knees an drinks yo fiIl. It doan cos yo nuthin, does it? ft's free, aint it? Shore. An yo walk along a mile or so, an gits hot agin. Yo stops agin at a creek, and gets yose'f anothe drink. Yo doan pay nuthin fo it, do yo? Ids free, aint it? Then yo gets to down. Yore hot agin. Yo stops at th town pump, an gets anothe drink. They doan change yo for it, do they? It's free aint it? Sutinly. But listen, Brothe Johnsing. Sposin yo doan want that wateh in the branch, or in th town pump. Sposin yo want it right inside yore house, whah yo can drink when yo please. Yo got to git some pipe, ain't ye? Yo got to hire someone to pipe it in. YOu got to buy a pump to foce th wateh into yore house, aint ye? Yore goin to have to pay fer it, ain't ye? Shore! An hits the same way wid Salvation. Salvation's Free, shonuff, BUT YO GOT TO PAY T'GIT IT PIPED IN.''

AT WHERE TO PLACE YOUR ORDERS WHEN YOT,,I CAT{ HAVE THE QUALTFICATIONS OF ALL THE WORTH WHILE CONCERNS CROSS INDEXED AND AT YOUR FINGER TIPS.

ALWAYS UP TO DATE

JUST THE KIND OF A BUYING INDH( YOU HAVE ALWAYS WAI.ITED. SAVES TIME AND TEL,iEGRAPH BII LS AND INCREASES YOUR EFFICIENCY.

In and Out of the Yards

Heard Above the Whir of the Planer and the Roar of the Rip Saw.

\^/. R. SPAULDING VISITS SAN FRANCISCO

Mr. W. R. Spaulding, of the W. R. Spaulding Lumber Company, Visalia, with Mrs. Spaulding. spent a few days in San Francisco last week.

HARRY ALDRICHS IS CALIFORNIA

Mr. Harry Aldrichs, Sales Manager for Mills was in San Francisco for several days

VISITOR

the Brighton I'ast week.

PASADENA SAWDUST CLUB MONTHLY MEETING

The Pasadena Sawdust Club at their last regular monthlv meeting, at'the Nlaryland Hotel, Pasadena, had as guest of honor Mr. Henry Ritldiford of the Lumbermen's Exchange, Los Angeles. Mr. Riddiford made an interesting talk on general market conditions, an'd the trade possibilities for 1923.

Mr. P. D. Ransom secretary of the SawduSt Club is very enthusastic over the the enihusiasm shown by the Club members. at these luncheons.

NEW NAME FOR PASADENA YARD

Mr. E. B. Farley has sold his interests in the Simeral Farley Lumber Com,pany, Pasadena, -to- his partn-e-r M-rJohn -L. Simeral and- hii sons Howard L. and J' Harold Simeral.

The company will now be known as the Simeral Lumber Company, ind- Mr. Sim-eral annotlnces -that there will be .ro .h"ttg. in the established policies of the company'

MOISTURE-PROOF, FIRE RESISTING FOR LINING WALLS AND CEILINGS. STRONGER AND BETTER THAN LATH AND PLASTER. WILL NOT BUCKLE OR BULGE. CAN BE WALL PAPERED OVER.

Manufactured bY

H. A. BROWNING ADDS TO FORCE

Mr. H. A. Browning, wholesaler in the Stock Exchange Building, Los Angeles, has added to his sales force. Mr. George Mattes, for the past year connected with the Woodhead Lumber Company, Los Angeles, will now be representing Mr. Browning in the Los Angeles territory.

Mr. Mattes hails from Vancouver, B. C., where he was engaged in the lun.rber business for some years.

GENERAL MILL AND LUMBER COMPANY WINS SUIT

In a suit for a reduction of 5O per cent on an electric bill rendered by the Pacific Gas & Electric Company, a decision in favor of the General Mill & Lumber Company, of Oakland has been given by the State Railroad Comrnission.

W. M. KLEPPER HEADS OWN COMPANY

\[r. \V. M. Klepper, for the past several years resident engineer for the Pacific l-umber Cornpany at Scotia, has organized the W. M. Klepper Company, and has opened offices at Ferndale

This company w'ill do general engineering and construction work.

ADD NIGHT SHIFT

The West Side Mill at Tuolumne has both day and night shifts at their plant. planning for a banner season.

started running This company is

NEW YARD IN WALNUT PARK.

The Walnut Park Lumber Company has opened for business on Ea5t Florence Avenue, near Pacific Blvd., Walnut Park.

Mr. Joseph F. I(nopf is the president of this company, not yet incorporated, and Mr.J. C. Ritchie is the manager. Mr. Ritchie was formerlv connected with the Central Lumber Company at Compton, having sold his interest in that company just recently.

Mr. Ritchie announces that they will stock a complete line of building materials, and that they intend paying particular attention to the possibilities of the' paint and varnish line for the building material merchant.

-fhis note came in Secretary of a goocl cessful nran:

Procrastination and Golf

By Jack Dionne

my mail the other day. It is from the other great and good thing in this world-it can be sadly friend of mine, a very busy and suc- overdone, over-worked, misused.

"My boss is out playing golf this afternoon. I wish to give you an inspiration for a subject for one of your "live wire" sermons, which appear regularly in your paper, and which I, as regularly, have to copy and send to each of our many ernployes in the field, to read and digest for all they are worth. Such is the boss' regard for your propaganda. "PROCRASTINATION" is my subject. Deal with it as you will, just so you tell ALL it stands for, and how easy it is to fall a victim to its wiles when your old pal calls you by phone, and wants you to take the afternoon off {or golf. Please treat this as strictly confidential, or f rnight be looking for another boss, by request."

Dear Secretary, I am delighted to comply with your request, and take up cudgels against "Procrastination."

But when you assume that "Procrastination" and "Gol{" are synonimous, I may have to "rare back" some.

I have no excuse to offer for the lazy man. I have no sympathy with the fellow who only partly does his rightful job. I have nothing but contempt for the n'an who jtrst cloes enongh to "get by." I think a lazy man, a procrastinating man, is close akin to a rascal, because he cheats l.rimself, and cheats others in so doing. I kneel at the shrine o{ the Goddess of Virility. I admire the fellow with a whole lot of energetic "punch" in his activities' If you hadn't connectecl up Golf with Procrastination in your note, I might gladly have undertaken the job of expatiating on tl-re sin of slothfullness.

But linking the tr,r'o together in the way you have, casts too direct an aspersion upon one of my pet sins, hobbies, or whatever you may choose to call it.

There is SOME truth-great possibilities for truth as a matter of fact-in your innuendo, because golf is like any

I would say that up to a certain point Golf is NOT procrastination; past that point is DOES become procrastination, the degree of .the sin increasing with the distance PAST.

Remember the old adage of pre-golf days: "To be a good billiard player is the mark of a well rounded education; to be too good a billiard player, is the evidence of a misspent youth."

And so it is with the kingly game of Golf.

If you use it intelligently and correctly, colrelating it with your business in such a way that the business is HELPED as a result-then it is a blessing, in addition to being a tremendous joy.

But if you permit it to rep.lace your business, to interfere with your business, to be anything on earth but an asset to your business-then indeed you have misplaced your golf.

"Golf" says the pessimist, "is a game that needlessly prolongs the life of a lot of very useless men."

Goli DOES prolong the life of a whole lot of men. And in addition it prolongs and intensifies the service-giving ability of a whole lot more men. It cheats the hospitals and sanitariums out of a world of business. It clears the eye of liver spots. It clears the brain of worry-wrinkles.

The Good Book says that in order to enter into the Kingdom of Heaven you must "become as a little child." Then truly is Golf closely related to that Kingdom, for in Golf, and in Goli only, does the business man become "as a little child." There is no other form of mental diversion that so absolutely and utterly removes all your troubles except Golf troubles; and Golf troubles won't hurt you.

The Tired Business Man goes to his golf, and regard(Continued on Page 24.)

Don't wait for your ship to come in-Swim out to meet it !

(Continued from Page 23) less of the worrisome things that may have been on his mind when he started, he leaves them all behind when he tees up the old Golf ball on the first tee, and starts in to break the .course record. From that time until the "Nineteenth Hole" has been played, and he's on his way back to town, the only thought in his cranium is getting that doggoned elusive little rubber ball down into that cup in the fewest possible strokes.

In no other game ever devised does the game completely absorb him, and he does nothing but "just play," and becomes again, in 'fact, "as a little child." In all other games there is more or less deliberate taking ofexercise. In Golf he just takes his Golf, and gets the exercise, the fresh air, the wonderful reek of the outdoors, the mental relaxation, and the excellent general exercise,-ali thrown in for lagniappe.

If he's using his Golf correctly, he goes into his work beforehand with more energy and enthusiasrn and ginger because of the coming fun and relaxation. And when it is over he goes home rvith a boyish appetite, and a feeling of youthfullness in his mind and soul that is "a jewel of great price." And the next morning he "steps on the gas" at the office just that much better because of the afternoon before,

I believe that every man should incorporate a certain

E. L. FIFIELD

amount of play into his scheme of living. It will rnake him live longer, live happier ,and should help him to business success.

As between the man who plays a little too much, and him rvho plays not enough,-I'll take the former.

Men who never p,lay, seldom live long. It may SEEM long, but it generally ISN'T.

And when he looks out the window, and the scent of spring strikes his winter weary nostrils; when he pictures in his minds eye that paradise of green, and fairway,.and springy turf that lies just over yonder; and when he hears all Heavens radiant angels joining with the soft-throated song birds in singing the glory of the sunshine; may he not be forgiven if he falls a victim to the wiles of Mother Nature a trifle too often ?

Could it not have been Golfers to whom the Good Book had reference, when it said: "These signs shall follow those who believe: THEY SHALL SPEAK WITH STRANGE TONGUES." Is there anything stranger than the Golf language ?

Nehemiah tells us: "'fhe God of heaven He will prosper us, and we his children shall arise and build." And doesn't it happen? As soon as Heaven prospers us, we build Golf courses. And since we bui'ld them, of course we must use thern. The Parable of the Ten Talents proves that.

"Let

Handle Your Sash and Door C'rief"

Newsy News From All Over State

MR. FRANK H. HARRIS IS LOS ANGELES VISITOR

Mr. Frank H. Harris, Vice President and manager of the Van Arsdale Harris Lumber Company, San FranCisco, was in Los A'ngeles for several d,ays last week.

Mr. Harris is a member of tht Board of Education in San Francisco and made this trip south to make a study of school conditions in Southern California. He was a guest at the lumbermen's luncheon at the'ir last meeting and made a very interesting talk on the school situation, in San Francisco and Los Angeles.

H. A. HENDRICKSEN RETURNS FROM TEXAS TRIP

Mr. H. A. Hendricksep, General Manager of the Sunset Paint Company, Los Angeles, has returned from a business trip to Iil Paso, Texas, where the Sunset Paint Company operate a branch plant.

ARTHUR TWOHY RETURNS FROM EAST

Mr. Arthur Twohy, Los Angeles, representative for the Albion Lumber Company, is back from a months' trip to the east.

Mr. Twohy was at the Mayo Brothers sanatarium for two weeks, going there through the s'outh where he 'i'isited several of the hardw,ood mills. He is much improved in health, and is back on the job.

MARK LILLARD GOES TO ALBUQUERQUE

Mr. Mark Lillard, Los Angeles representative for the \\''hitfier Jackson Company of Albuquerque, spent a week at their plant recentlv.

BETTER PAINT MAKES

BETTER HOMES

We have a paint proposition to live lumber dealers, who deaine to handle paintr of quality and baclred by serwice.

Ourmaterials arc made forpcople who knorv what good paint will do to improve tlre acceptability of their lumber.

H. J. ANDERSON rN. SAN FRANCTSCO

Mr. H. J. Anderson, formerly connected with the Gerlinger Anderson Lumber Compan.v, Portland, and nolv the head of the H. J. Anderson Companl-, was at San F'rancisco last week, orr business.

ECONOMY WALL FIXTURE COMPANY MAKE ADDITIONS TO PLANT

The Economy Wall Fixture Company, manufacturers of built in features, in Los Angeles has just completed their new mil,l at the plant at 1272 South N{ain Street. This addition is 90x90.feet, and makes their plant,one of the up to date mills turning out ironing boards, medicine cabinets etc. in Los Angeles.

Mr. L. A. Croshell and A. H. Croshell are the owners of this progressive company.

DRAWS PROTEST FROM LONG BEACH

In an article in the last issue of THE CALIFORNIA LUMBER ITvIERCHANT concerning the building records broken in California in March, the totals for Long Beach rvere inadvertantly left out, with the result that the following letter was received very soon after publication.

We have just been looking through the April 15th issue, particularly, page 5, and wish to register a complaint on your having failed to include the fastest growing city in the United States on this page.

Very truly yours,

HAYWARD LU\{BER & INVEST\{ENT CO.

Much Interest Shown in Discoverin$ Oldest California Wooden Shingle

The hunt for the "oldest wooden shingle" has been going on merrily for the past two weeks, and scores of lumber dealers in all parts of California have been offering cash prizes to the residents of the city, seeking to find the oldest shingle, and at the sa.nre time to create more of an interest in shingles.

Nlany of the lumber dealers, and quite a number of newspapers, have been very ingenious in the construction of their advertisements seeking the oldest shingle. The famous Byron Times stuck a big red capital letter here and there in the news all over its front page, one issue, the total of wh'ich red letters were a splendid advertisemeni for the contest.

Gus Russell, of The Santa Fe Lumber Company, San Francisco, author of the Oldest Shingle Contest, expresses himself as we go to press with this issue, as very much pleased indeed, with the increased interest in the contest.

Remember-all entries in the contest must come from a California Lumber Dealer.

They rnust be addressed to E. D. Tennant, Chairman of the Judges Contmittee, 355 Pacific Electric Building, Los Angeles, and the name of the sender shown plainly on the package. Be prepared to authenticate the facts that you give the judges with regard to your entries. Accompany your entry with a terse statement conc€rning the shingle or shingles, giving location, description, and ownership of the building from which the shingle was taken, together with authentic 'information to prove the actual years of service of the shingle on that roof.

The prizes will be awarded on the basis of the length of service and state of preservation of each shingle.

llave your entries in the hands of the Chairman of the Judges Committee not later than June lst. The award will be anuounced in the succeecling issue of THE CALIFORNIA LUMBER MERCHANT.

-fhe newspapers of California got hold of the Oldest Shingle Contest as a news item just a week ago, and found it interesting, the result being that prominent news articles appeared in hundreds of California papers at that time, tell'ing all about the contest.

Naturally this aroused much interest not previously known.

Probably the most interesting o{ these stories appeared on "The Clubman's Page," of the Oakland Post-Enquirer, on Saturday, May 5th, and was so good'that we take the liberty of reprinting it:

WANTED. A SHINGLE

Gus Russell of the Santa Fe Lumber Company of San

Francisco wants a shingle. Not a lawyer's shingle, not one of those distressing shingles that the learned med'icos call "herpes zoster," and not any old shingle. He wants the oldest sawn shingle in California. When he gets it, he will place it in General de Young's Park Museum.

With the assistance of Frank L. \'Iulgrew, Peter B. Kyne .and others, Gus saved the shingle at the last election when the State Housing Act which would h.ave made the shingle an outlaw, was chopped into kindling wood by the intelligent voters. So Gus proposes to honor the shingle'

The shingle, says Gus, stands for something significant in California. The first roofs built by the Argonauts were of shakes, thin split boards made by driving a wedge through a log. Many examples of shake roofs may still be found in the mountains of California. rShakes were always made on the premises. Sawn shingles did not appear until a more permanent civ'ilization came, so sawn shingles mark the beginning of community life in California. Sawn shingles were tangible evidence that the rough, shifting social bases of pioneer times had become stabilized. Hence Gus Russell's interest in the oldest shingle to be found in California.

Here is a clue. '-fhe latest volume issued by the California Historical society contains "The Chronicles of George C. Yount." Yount was a pioneer of 1826. Under date of 1833-mind you, we are speaking of California-I find this entry :

"From Benicia Yount proceeded to Petaluma, and the X''Iissions of San Rafael and Sonoma. The padre of the two missions, recognizing his all-around, frontier ingenuity hired him to make some needed repairs on the building. Mrs. Watson says that Yount was the first person to make shingles in Alta, California."

And we are referred to a manuscript in the Bancroft library which contains the following:

"I made arrangements with Geo. Yount to manufacture shingles to shingle Vallejo's house in Sonoma.

"The shingles had to be made in the'most primitive mauner as we had no machinery. The tree was felled, barked, cross cut ofi in blocks of 18 inches long, then split and shaved. With all those difficulties Yount and myself used to make about 1000 shingles a day each, and I have seen men make as rnany as 1500. Those shingles we mdde were ' the first that had been seen in the country."

Gus Russell is offering w prize for the oldest shingle. Somebody in or about Sonoma ought to make an effort to win it.

OLDEST SHINGLE CONTIST CIO$S JUNI I[

Se nd In Your Entries

So that they will arrive in the hands of the Chairman of the Judges Committee not later than June lst. Address Your Old Shingles to-

THERE ARE 4 CASH PRIZES

$7S for the Oldest Cedar or Redwood Shingle.

$ZS for the Second Oldest Cedar or Redwood Shingle.

$75 for the Oldest Red Cedar Shingle.

$ZS for the Second Oldest Red Cedar Shingle.

Tie W00D C0RE WALI B0ARD

Now In Stocfr in Los Angeles

The Compo-Board Co., Minneapolis, Minn., announce the opening of a Factory Branch at the

P a c i f i c Commercial Warehouse, 903 East 3rd Street, Los Angeles, Cal.

Wholesale O"ly

Our large, complete stock always on hand at this convenient point insures immediate shipment and prompt delivery of all orders.

Compo-Board is the original wall boardmade and used for 29 yeare. Does not crack, warp, ehrink, crumble or fall off. Does not reguirc panel stripc-can be papered, painted or kabomined. Get the genuinelook for the wood core.

Factory and Main Office

M inneapolis, Mi nnesota

Deeper and stronger fecognition of civic and industrial responsibilities, is one of the $reat necessities of the retail lumber industry.

The man wholooks upon himself as the builder of his town and therefore one of the most valuable men in it, and acts accordingly, is the retail lumberman who $ets somewhere, because he has fixed for himself a REAL mark to shoot at.

tftrrc of weathering onlyenrich

QLASHING rain storms, heavy snows, U and sleet, or the baking heat of a summer sun-have these been fading into drab dullness the roofsyoz built?

Nolv a hitherto unknown roofing color in siate has been found that actually grows more beautiful with use. The stress of weathgr enriches its rare color as ocean wavee deepen the tan of rocks on the shorc.

This new wealhcred brown,bwlt'rnto a wholly new type of slate-surfaced shingle, brings distinctive beauty to the modern hrme, architects say. It isespeciallyeffective when blended with other Richardson shingles of jade green, title red, or black pearl. And only in the Richardson quarries of Georgia is it found.

A super-shingle

Weathered brown is used exclusively on the Richardson Super-Giant Shingle -a unique roofing product which in addition to its beauty, offers you an unusual degree of roofing serviceability.

For example, its greater size (10'x 14') saves 35lo in cost of laying. Its 50/o

greater thickness makes it last much longer, and casts a deeper shadow line on the roof. And its l\dio greater stiffness keeps it rigid in all kinds of weather and makes the whole roof twice as firm.

RICIIARDSON ls/,,'',ou"t

From the mahas of Flcx-o-lilc Ho6.lo|s, Viskall M.mbanc R@fs, Vis-hol.. Wallbard and similar Produck

one by one! First-abs-lutely exclusive color effects. Second-urusual dimensions which give added life to the roof at 2( Iess in cost of laying. And finallyexceptionally high test st:.ndards in it9 materials.

Moreover, its inner materials, felt gnd asphalt, give conclusive evidence of its endurance. Richardson felt, as you know, has for the last fifty years been recognized as the best. And the asphalt which goes into it is of the highest grade raw materials refined exclusively by the Richardson process.

Prooe the Jacts yourself

A super-shingle indeed, when you weigh its points

These definite talking points-especially the exclusive cclor effects-will bring you new customers. And, ofcourse, Richardson Super-Giants are equally good for new or "over the old roof" jobs.

Send for our beautiful new color chart, together with samples of Richardwr Super-Giant Shingles in weatlured broutn and other colors. For every roofing use there is a Richardson product-from LokTop Asphalt Shingles to Rubbertex Roll Roofing with Pyramid Kaps. Just use the coupon below.

?GrucnnnpsoN coMPnr.ry

Lockland (Cincinnati), Ohio

Melroee Prk (Chicagp), IU, New Orleans, La.

andmil this

THE RICHARDSONCOMPANY

Dept.t5-8, Lockland, Ohio

Gentlemen:

Pleasesend me smples of Richudson Super- Giant Shincles, vour new color chart, md further facti aboitt Richtrdson Roo6rui.

Name -----.---...--.--.

Address--..--------.--

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Ancient Philosophers, and .even some modern, have pictured Opportunity as an old Man declining in years. They believed and taught that opportunity passed, but once in a lifetime. To refrain from accepting it at his particular favored time meant ttrat your chances for making good were lost forever.

Today we know better. Experience has taught that opportunity starts from the time we enter school and is ever ready to lend a helping hand to all who are determined, who are ready to apply consistent efforts and who really are desirous of making good.

Here the Artist is featuring opportunity as a Beautiful Woman whogc message of appeal commands consideration. She is ehowing the way to happiness, contentment, protection and ideal environments, advising all to leave congested digtricts, high rents, etc., and join the army of new homeowners who are accepting the opportunities for home ownership that are offered today.

You Building Material Merchants are Opportunity. It is you who are in a better position than any one else to advise with those of your trade territory. Tell them, show them, advise with them about new improvements. Inatill longings for new Homes, create desires for home ownerEhip by placing before them illustrated advertising copy, invite an inspection of the photographic building service which you have equipped your busine$ with and this is your opportunity to attract non-competitive business, increase galeg and make your buginess just as productive a busineee aE you would like it to be.

This attractively illustrated cut with creative advertising copy for newspaper advertising, circulars, etc., will be furnished, blocked, for $3.00.

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BIRDSEYE VIEW OF THE WONDERFUL INSTITUTION AT ALBUQUERQUE, NEW MEXICO wHIcH IS THE HOME OF THE .WHITJAX" PROUCTS, SHOWING THE SAW MILL, LUMBER YARD, BOX FACTORY, AND SASH AND DOOR FACTORY,113 ACRES IN ALL

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WE HAVE JUST COMPLETED A PLANT AT ALBUqUERqUE INC THAN 5o PER CENT ON ALL

SCREEN DOORS

Ours is one ofthe best equipped screen door plants in America. Materials that d.fy improvement-designs of the most attractive and practical charactermac'hinery and workmanship second to none-make ours the lightest and highest quality screen doors on the American market. Ask anyone who knows "WHITIAX" Screen Doors.

QIJIC SHI[ HIG QUA

-.{Ban} BES TREA "+|Br1r)

ftest and tltc IIITE T'INE

iContincnt

ter than the famous old Michigan Cork Pine ARE MANUFACTURED

N ADDITION TO OUR GREAT TEASING ITS CAPACITY MORE .INES OF OUR PRODUCTION

II TIT IT

SASH AND DOORS

We make a complete line of whitepine doors, Fre nch doors, sash and mouldings.

Incomparable materials, coupled with a manufacturing plant that embodies the last word in mechanical equipment, guarantees to the purchaser an unusual amount of real satisfaction in purchasing our goods.

WE CONSIDER OURSELVES BETTER EqUIPPED THAN ANYONE ELSE TO SUPPLY CALIFORNIA BUILDERS WITH THEIR WHITE PINE REqUIREMENTS

What's In A Name?

Eighteen years ago when owners of lumber properties into existence of the

a group of twenty-three made possible the cominc

Lunbermen's Underwriting Alliance

A Southern Lumberman arlpfss-

"We like the name you have choeen for the youngEter. To ua 'ALUANCE' epells CO-OPERATION and the future etrcngth which co-operation will make posaible. 'We predict a rapid and healthy growtlr for a new entcrprise so well named."

. This pioneer subscriber _to a pioneer exchange prophesied even better than he realized. The twenty-three origin--al iubicribers have increased many-fold, and the modest $400,000 volume of business covered by its first policies is now $120,000,000 or 300 TIMES as large.

Lumbermen who are not yet co-operating with the largest and strongest source of fire indemnity for lumber properties at-reduced co-st are cordiatly invited to confer with us, or our representativ€s. Write or wire us that we may have them call.

A New Vbyerhaeuser ProduCt Is Now Otrered the Retail Thade

A erofitable Side Line that Does Not Compte with Aoy Other ltem of Yard Stoch

tTlHE fact that the retail lumber dealer is I handling today other items as well as lumber is a compliment to his merchandising gense.

Volumeis the biggestfactor in determining his profits. Therefore, the more complete his line, the more goods he can sell-and the more profit he can make on each job that comes up.

At the same time he is merchant enough to eee that the side lines which make him ttr6 most money are the ones he can sell frequent- ly-that give him a rapid turnover on a small investment-that cost little to handle-and that do not compete with other items he may be obliged to carry in stock.

That is why we recommend this new Weyerhaeuser product- BALSAM -WOO Las a money-maker and a business-getter for the lumber dealer today.

Every house needs insulation. In winter it

means a saving of from 25% to33ld% in fuel. It is a health factor because it eliminates draughts, dust and dampness. In summer it keeps out the excessive heat just as effectively as it prevents heat loss in winter. Therefore, it makes a house more livable and more comfortable.

Whole sections of the country consider insulation today an absolute essential to a modern house for here is one part of the cost of a house thatwill return a regular dividend in substaotial fuel saving year after year.

BALSAM.WOOL, however, isn't merely an insulation. It is an efficient and an economical insulation. The U. S. Bureau of Standards gives it the highest rating of any commercial house insulation on the market. It is waterproof, windproof and fire resistant. It will not attract rats, mice or vermin. Therefore, it is sanitary. It is also durable and permanent. Thes6 things have all been tak6n care

of in the years which have been spent in perfecting it.

Besides that,BALSAM.WOOL is a sound deadener.

And it can be applied to a house so oasily and so quickly and- at so slight a cost as tir bring it within the reach of every builder.

All this means a satisfactoryvolume of business for the dealer.

It costs the dealer less to handle BALSAMWOOL than other insulating materials. It is light; it weighs only 250 lbs. per 1,000 square feet. Incidently, that's

one reasnn why it's an efficient insulator'. It cannot deteriorate because it oomes rolledrwrapped and sealed. And his stocks.of BALSAM.WOOL can never become broken; there can never be any odds and ends to eat into his profit. It comes in two standard widths only-L6'/ inches and 32 inches. At the same price at which other insulating materials are sold the dealer can offer a better product at a longer margin for himself.

And, because he can buy it in L.C.L. as well as

carload quantities, the dealer can keep hie investment l-ow, turn his stock frequenily et a good margin on each turn and mafue a nrce profit on his year's sales.

That is why we say that the retailer who fails to investigate BAIJAM-wool- is passing up a remarkable gpngrtunity. Insulation is not new.-It is reco!. nized today as a staple building necessity.

_ In BALsAM.wooL you have a profitable and a per- fectly logical side line, capable-of increasing iour volume in slack times as well as in the busy seasons-the best product of its kind, backed by the reputation, resources and prestige of the entire w eyernaeuser organEatrcn.

You will find in your dealings with the Wood Conversion Company, who manufac. tures BALSAM-WOOL, the same spirit of fair dealing and the same business intelgity that has charactertzed this orgonization through sixty.five years of successfully serving the re. tail trade.

If you are not in position to buy a carload, put in a trial order of 5,000 or 10,000 feet. Advertisint material will be supplied you. This trial order will convince you of its sdes possibilities.

Samples, prices and com. plete information on BALSAM. woot, may be secured through our local district representa. tives or by mail addressed to our nearest branch office.

WEYERI-IAEUSER SALES COMPAI\TY

2691 Univenity Arrc. 2OS Sodth I,a Salle St Lexington Bldg. 22OBtodrwlry

The Weyerhaytq SallgsQoryFny is the combined *tting organiTation ol the folloning Wferhaeusu Mills atd Distributing P-lants:

Cloqtrt Lunber Co. . . Cloq.to, Minn. Bonners Ferry Lumber C,o. . . . Bonne6Fctry, Idaho

The-NorthemlunberCo. . . .6f<iuetrMinn. BoisePayettalumberCr.. . .noisl,faano

Johncon-Ventrvorth C,o. Cto<1uet, Minn. Snoqualmie Falls Lumber C,o. . Snoqualmie Falls,Vash.

Potlatch LumberCo. . Pofitch, Idaho WeylrhaeuserTimberCp. -. Everctt, Vash.

}IrrobirdlunberC,o... ...Saodp"intrldaho WeyerhaeuserTimberCo ...BakimorcrMd.

EdwasdRutledgeTinberCo. ...C,oeurd'Alenerfdaho ThompsonYar&rlnc.. St.PaulrMinn. Wood Conversion Go. CloquetrMinn.

ill**tatun t wB dlg rn rhoi, of afrlrdlnt fulstuW ool tn si&! wcll tnsnl,arioa

TYPICAL ENGLISH DESIGNED ENOUGH COLONIAL DETAILS HOME WITH JUST TO MAKE IT ATTRACTIVE

A careful etudy of this well apportioned cxtcrior will convcy many unique detaih, unusual in a home of this size, yct producing maximum digtinctivenerr.

The alternate foor plans show diviaion and arrangement of roome in which arc cmbodicd all modern labor and time-raving conveniences.

Surely thia home if called to the attention of your procpcctive homc builderc will be a welcomed auggcetion for adoption, from which you will profit tfirough thc ealc of matcrial.

Ptans by Lumbermen's Service Assn,

Are shingle substitutes cutting into your business?

Sell Color-Thatch and stoP it.

Color-Thatch is the perfected stained shingle-comb' grain (quarter sawn) red cedar shingles of pefi.ect grade Specifib'ations, 'entirely and evenly- impregnated with iabot's creosote shingle stain, ihrough our special process.

Color-Thatch is easy to sell. And profitable. It costs less than shingle substitutes. Its color is most durable and of softest, most appealing shades.

Stop the inroads of shingle substitutes into your business. SellColor-Thatch.

Write today for our dealer proposition, prices and complete information.

Gentlemen: Please send me dealer proporition, priccc and cornplete information about Color-Thetch.

Passing of the Drab

Discolored Yard

The drab, untidy, disc,olbred, mournful looking, utterly unattractive lumJber yard is passing rapidly into the discard.

The civilizing,,pride-creating influences of rnodern merchandising have said to the "Mr. Pips" of the lumber industry,-"Fix ug or get out."

All of us remerpber what desprately dreary and unatl tractive places the large-MAJORITY ef lurnber yardq and lumber offices, used tq bd.

They were, on the aVerage, the trrorst type of merca,ntile establishments that the business interests of tho nation knew.

In no way, in no sense, by rro possible riranner of means, could the most imaginative or optimistic person sse any-

on dark shelves, or laid arvay in the shipping boxes it came in, and to look at their places of business no one u/ould ever suppose they had the faintest idea there was such a thing as bright, clean-looking pamt on earth.

They were the HOME BUILDER,S of the natiorq yeti not one of them was equipped-to show you or convince you of how a modern home should look or could look.

Not one of them could VISU ALIZE what they were trying to sell, because they had NOT pictures, and plans, and IDEAS to offer their trade.

With old fogy yards have gone old fogy rnethods. The lumber dealer has learned that he owes his town and his trade a DUTY, that irt is HIS job to do their building

thing in the old-fashioned lurnber yard that brought to mind the l,ofty profession of HOME BUILDING. They sold LUMBE& and their own places of business illustrated how lumber should best NOT'be used.

A few of them sold PAINT, but they mostly carried it

THINKING for them, and that it is his business to furnish them with building IDEAS in order that hd may sell them BUILDING SERVICE.

"Let,thero be lighg" says the Good Book. And light is fast coming to the lumber industry.

Hardwoods oF Quality AND Variety

We can ship you straight or mixed cars of the materials listed here. You can put many necessities in a single car. We manufachrre all thic etock ourselves. You know tte quality of ArkansaE hardwoods. Prices or information sladly furnished.

The man who says "I can't", is usually right.

The Home That Inspired the Song "Home, Sweet Home"

According to Don Clark, of the Rite-Grade Shingle Association, Seattle, the builder of the house in which John Howard Payne, lvho wrote "Home, Sweet Home" lived as a boy, showed really decent consideration when he made it an all-shingle house.

Mr. Clark points out that had the said builder done otherwise the Rite-Grade Association would have lost an excellent opportunity for an advertisement on the occasion of the one-hunclredth anniversary of the immortal song.

Hardwoods Ready for Quick Shipment

,, r'; i;:;i':S e,:oldi:a11"sliiti$ed,hdsdii::l:i,,

,,.;,liii,iltli*-f ifis0ir cl=it&*C;,:$rys,8-i:#fr a.;

f f NEUir*J*o *tm imt. ottt'rtr"rat lhqrc. i' l;g*ir*"**.

\ /-Cbn, thc illdd sr.\,lilsn.' wri*cn by John l {or.rtd P";'e "a A#i""i' 'it*-

,p{rt-iibrrlditiiae$r6ad&d;r:ii:,:i: : :,:,1;;111;i.i:

k?r.$,glqry boa&r,ryildtdn I' ra b{ a$! Lh4, & &ds...rt$hbitry.'nd owrtu{.de *n *d!D *dFd4 i.Fni{r.il}

: t"& ho; *r trtb 1 i.a *q ..q eld & "b.- nr*ni* d* *q.'ll"; $"d "*".'

Photographically reproduced hereu'ith is a reduction of the page advertisement of the Rite-Grade Association in such publications as "H,ouse and Garden" and "Flouse Beautiful," which marks the occasion of the anniversary.

World interest more or less centers in the' quaint old Payne house in East Hampton, L. I., this month. The song, introduced in London, in May, 1823, was inspired by Payne's memories of his boyhood in this home. Built in 16,60, durng the Dutch regime, it still stands in good condition, a tribute to good American wood construction, American lumber and American shingles. Now in the keeping of one of the historical societies, it will be maintained as a memorial to Payne.

Plans and Progress What Busy CaliforniaLumber Here and There Folks Are Talking About

1923 NATIONAL FOREST HIGHWAY PROGRAM FOR CALIFORNIA

San Francisco, Mav 1S.-"The Federal Government will spend $8[6,0@ in building highways in the National Forests of California this vear," announces District Forester Paul. G. Redington, of the local headquarters of the United States Forest Service. The program contemplates the construction of the five following projects, which were agreed upon in joint conference rvith the Bureau of Prrblic Roads anrl the State Flighway Com,mission, and which have been subm,itted to the Secretary of Agriculture for approval:

1. Crescent C'ity-Grants Pass Road, Siskiyou National Forest, $75,0C0. This project is a section of the Redwood Highrvay, and the appropriation made rvill provide for the continuation of construction work already started under the Federal allotment of $220,000 made last year.

2. Kern River Canyon Road, Sequoia National Forest, $1.50,000. This project covers the construction of 8.4 miles of road. which is a part of State Route No. 57, extending from the Coast Highway near Santa Maria to Owens Valley via Bakersfield and Walkers Pass. It will provide an outlet from the San Joaquin Valley to the country east of the Sierras.

3. Big Bear Valley Road Angeles National Forest, $75,C00. A forest highway which will reach Big Bear Valley Darn is now under construction, and this new project provides an exteusion which will make the terminus of the road at the center of the prlpular recreation area surrounding Big Bear L'ake.

4. Murphys-Big Trees Road, Stanislaus National Forest, $l@,C00. This construction work will improve a 15.6 mile section of the road, extending from Murphys to the region east of Lake Tahoe---one of the most no-ted sufilmer playgrounds of the State. Cooperation in the sum of about $50,000 will also be provided by Calaveras County.

5. Yuba Pass Road, Tahoe National Forest, $143,000. This project calls for the reconstruction of 13 miles o{ road across Yuba Pass !o replace the present road, wl.rich is in poor condition. IC will provide an east and west route across Sierra Countv and .also form a link of the trunk highway e.xtendir:g from Auburn to Reno via Nevada C'ity, Bownieville and the Sierra Valley.

Construction rvork on all National Fores't road projects will be started, statecl Mr. Redington, as soon as the program is approved by the Secretary of Agriculture and the necessary contra<:ts let. The work will be done under the supervision of the Bureau of Public Roads. T!9se exP9ld,ifures are in adclition to some hall million dollars which rvill be spent this year by the Forest Service on the improvemenl and construction of minor National Forest roads and trails.

WHITE BROTHERS HANDLE PERFECTION FLOORING

A happening of note in hardwood circles.is- the tak-ing over by Whiti Brothers of the ag119y_jor Arkansas Oak Flooring Company's well known PERFECTION BRAND Oak Fitxrring: 'rHardwood Headquarters" are now the

sole distributors of PiIRFECTION over the entire Pacific Coast from Fresno North. The high regard in r,r'hich this Brand oi Oak Flooring is everywhere held makes this an enviable move.

The Coles brothers. operating the Arkansas Oak Flooring Co., are amonll the oklest manufacturers of Oak flooring and are known far and wicle for the high quality ancl excellent grading wl-rich they maintain. Their plants at Pine Bluff, Ark., and Shreveport, La.. are among the largest flooring {actories in the country.

\Vhite Brothers are now carrying an increasingly large stock of PERFEC'I'ION Oak in view of the heavy rlrovement of this flooring.

Maintaining at all times the highest standards, White Brothers accept only the agencies for the best pr,oduct in any line. Besides handling PERFECTION Oak Flooring, they are Northern Califorr-ria clistributors for Compo-Board, the wall board with a lvoocl core, and are headquarters for the famous WYBRO Veneered Panels as well as WYBROCK Bending Oak, the finest Bending Oak grown.

A new commodity with Hardwood Headquarters is the I-AMATCO WATERPROOF COTTONWOOD PANELS. LAIvIATCO is a remarkable product and its waterproof qualities are definitely established. The panels can even be boiled an<l will not come apart, thus they are appropriate for use out of cloors. LAMATCO closely re-qembles Irlm r,r'hich, as everyone knows, can be finished along with Oregon Pine stiles and rails and makes the cheapest hardwood panel known. It takes a stain, paint or enamel very satisfactorily.

Besides these manufactured commodities, White Brothers of course are headquarters for the finest quality hardrvoods both domestic and imported. maintaining the largest and most varied stock in the West which gives them the name of HARD\VOOD HEADQUARTERS.

Gonsumer Satisfaction

Accumulated Profit

-lG-

Scll

OAK FTOORING

The best cosfs no more PERFECTION BRAND the finest manufactured

ia priced ar low at rny on tte rnarket. This combination of highest quality and lowest price cannot be equalled.

_ Thc perfect manufacture, high grading and uniform color, together with the low piice, makes PERFECTION the most economical and satisfactory Oak fooring obtainable on the market today.

llrite or wire us for prices.

HARDWOOD HEADQUARTERS

sth & Brannan Str. San Francirco Northern California dirtributorr of PERFECTION OAK FLOORING

The DealerlsRight

in erpecting exceptiond,l qualitie! in evcry detail whcn he orders

The tradeniark imprinted on the back of cach piece is a GUARANTEE of SATISFACTION from the manufacturcrs.

MAPLE, BEECH, BIRCH and OAK HARDWOOD FLOORING

I'\r ffir"

vverl v

"Every Wheth rip.

Ev sffi;$\i 'u/

:ry human

has

Human

something to sell.

Has'something to Sell

By Jack Dionne

Wh€ther it be man or woman, boy or girl, child or grown-

intelligently what impression he is going to try to create.

He checks up his assets and his liabilities.

He lays his plans for bolstering up his discovered low

As we make our way through life we are constantly en- spots, and intensifying on his high lights. gaged in the game of "selling" to the rest of the w,orld. He clecides what he wants the world to think of HIN'I;

We are all trying to "seil ourselves" to those with whom what impression he wants to CREATE; and then he goes we come in contact, in the best possible way. out with his selling campaign.

We are trying to sell our stock on the market of human opinion in the most constructive manner.

We all want the "other fellow" to appreciate our best points; to grasp the best possible opinion of us.

Therefore the fundamentals of salesmanship are of interest to ALL of us.

The average man, and the average woman, ambitious thiiugh they may be, and intensely interested in making the best possible impression, whether it be of a business or personal character, does NOT appreciate the possibilities of. the situation from a SELLING standpoint, and leaves a ,i"hol" lot to chanci, Jr,

''Whe.eas the wise man leaves NOTHING to chance that he can humanly hdlp. Chance may get you something, but it may not be what you are looking for. :

The man who takes the most practical view of the thing does two primary things: he takes unbiased inventory to see what he has to sell; and he decides thoughtfully and

"America's Finest" Oak Flooring

ir abeoluteb fnee of Lnifs martr. Itr SUPERIOR machine work producee a polirhed 6nich which reduccr scnping and randing to the very minimum. This makec SUPERIOR BRAND populrr with contncton and f,oor layers.

The woman whose family has moved into a new towu to reside, does the same thing. She appreciates the fact that she is going to be appraised and inventoried-critically. Her appearance generally; her clothing, her rhanner, her manners-everything is going to be weighed in the balance.

'l'herefore, a "selling" c4mpaign is valuable to her as it is to her husband who invades a new business circle and wants to do his best in it.

Remember the selling thought all the tirne.

Secure ATTENTION.

Create INTEREST.

Sustain that interest by some attractive thought, idea or act.

MAKE YOUR SALE.

Whether you are a new boy in a new neighborhood, approaching for the first time the neighborhood "gang,l' or a little girl who is invited to "jump rope" for the first 'time in the new school she starts attending;'the young lady who

Are You Getting Your Share of Profitable "Ceda'line" Busineas?

TeIl houtuloet hou clothcx-clo.ct. otG b.taq tho cedqt chcttt,---ohcn llned uith Btucc "Ccda'liac". Women kuos the value of @dsr sood a8 a pmautlon lgalnst moths. llere st la8t ls ldeal storage, omblnod wlth order rnd onv€nlence. Thew tacts wlU lot€rest every home oFn€r ln you vlclnlry.

Bruc€ "Ceda'llne," menuf&tured lrom kiln-drled Tenness@ aromatlc rod c€da., makesevery cloret asefroctlv€ as s @dat chest, becau& the BtrlDa are sldo and end-matched, prcvldlnf & ttght dust- proof cloget, rnd much Eore cotrv€nleDt, becouse clotheE may behung up as unil, avoldlng musslng. No extra room ls tak€n up ln the houre, yet there ls th€ storage space ol meny cn6ts.

ADy article want€d can b€ easlly lound and removed wlthout dlsturblng the rF maulder.

Shelves, dtaweB, and gEsl! comDartEentS may bo mede from cedar lumber for llnens and blrnkets.

Rcpresented by 8t|nl0il-ttt8t tt|ilBtn cotPfitY

ROLLINS A- BROWN, Dirt. Sdcr Msr.

I f 55 McCadden Place

Lol Angeler

"Ceda'llne" may b€ lmtalted ln yery tlttle tlee ove! the lath and plGt€r ol clos€ts already bullt. Don't overl@k tho opportunlty, whll€ Euppl}'lng

"Ceda'Une," o( elllng 3-8,, Bruce o&k to recover the old f@rE.

Phonc 579-904

is making her debut in society; or whatever thing THEY are trying damentals are the same.

We all have something to sell.

And the more intelligently and estingly, and enthusiastically we greater will be the reward.

lir her father or mother in to accomplish, the fun-

impressively and interhandle the effort, the

SASH AND DOOR RATES PROM NORTHWEST TO EAST WILL BE MATERIALLY REDUCED

The West Coast Lumbermen's Association, of Seat,tle, announces that as a result of practically ten years' litigation before the Interstate Commerce Commission, rates on sash, do,or and mjllwork from the Pacific Coast will be substantially redtrced on or before J:uly 76th, 1923.

As an indication of what this will mean to the industry attention is called to the fact that the rate of B'alti,more will be reduced 23rlc; New York, 26lc; and Boston 29r/zc, Conservatively estimated, reparation will be somewhere between $250,000 and $400,000.

This must be done in compliance with the Interstate Commerce Commission's decision in two cases which were consolidated. One is the famous Anson, Gilkey & Hurd case (L C. C. Docket 6490) in which West Coast Lumbermen's Associati'on ,intervened to protect Coast interests ; and the other is the Eastern Sash & Door case, (I. C. C. Docket 8819) brought by West Coast Lumbermen's Association for the same purpose.

A. W. MORRIS VISITS IN SAN FRANCISCO

Mr. A. W. Morris, of the Morris Lumber Company, Eugene, Oregon, made a flying trip to San Francisco last week, spending two days there conferring on business matters.

A. O."RED"DAVIS

THE BEST OF NATIVE HARDWOODS

WE OFFER

1 car-%" FAS PTAIN WHITE OAK

3cars-3/a" FAS PLAIN WHITE OAK

3 cars-4/4" FAS PLAIN RED OAK

I Measure the 0penings Says the Rite-Grade Inspector

Lecause of the fact that the covering capacity' as well as the grade, of all RITE-GRADE INSPECTED shingles is guaranteed.

If the openings in a bunch of shingles are too large the ltringles will ,not cover the area they strdirta and the-builders estimates will fall short on shingle requirements.

In order to prevent wasting timber the majority of red cedar srrringles are cut in random widths. Of course it is ignpossirble to pack such shingles in solid courses without opcnings. Therefore our grading rules allow an average of l/z inches to tlte course for openings.

It is a part of my work to see that bunches of shingles bearing ttre "Rite-Grade Inspected" trade*ar[ do not ;ontain openings larger than this standard. If examination of a bunch shows the openings to be close to the danger line I spread the entire bunch out on a flat surface and nreasure ttre lineal inches of actual shingles.

And anothcr point rcgarding opcning,s is ttrat it is unncccssarv to have morc-than ono opcning to a coursc of sliingtes. Wc rcquire shingle packers in Rite-Grade mills to adhcrc to this rulc.

Whilc ttrc rnatter of covering capacity of RITEGRADES is an irnportant Part of my work it is only one of many elcments of my inspccdon routirrc. Nothing is ovcrlooled that will protect the purchasers of shinghs bearing the RITE-GRADE INSPECTED trademark

RITEGRADE SHINGTE ASSOCIATION

Hcnry Building, Scattlc, Wash.

(Latest isssue of the "Oracle." Very clever circuhr issued occurionally by the Lumber Associatian of Son Francisco.)

llhe Onaale

speaks every once in a while to and for those lumbermen who are vitally concerned with the development and betterment of the lumber business in 'San Francisco

Today, the Onde, rpeaking through Albfie tEYt-

"Treat 'em rough," he declarcd.

I was talking with an exccutive who is bombared by men, mostly salcgmen looking for an opening in his very large organiaztion. I had remarked that I had infinitc sympathy with any wortrhy worker looking for a iob. As I knew that, at heart, thig man is all right, I expressed aetonishment. Then he explaincd.

Yeq I trcat 'em rough, I do it purposely. To more than half of the fellowe who come looking for a job I reply that I am far too bury to waste time talking to "fellows like you who can't hold a ob and who go around four-flushing." Would you belicve that ttrat dispoacs of a very large percentage of these jobseekersl

Why do I do itl Simple enough, I figurc that thc most important thing in the world with a aaleeman ig to icll himgelf. I mcan that therc is nothing more important to him when hc ir out of a job than to land another connection. You know-as well as I do that a salesman in my linc of business gcts turned down vcry, very often. If he ie eaeily turned down and can't Put up a good fight for busnees he's no good to us.

So, when a jobsecker pute his tail betwccn hia legs and sneaLs out through t{rc door when I give him that kind of a rcccption I ,rcasoD out Ihat, if he won't stick up for himsclf and fight likc blazcg to get the ibb he has ,comc aftcr, then hc won't put up much of a fight when he gcts out to aell -for me. And, of courEer I don't want to waste any time witfi such a wcak cister.

But, when I uge such language to a fellow who knows he is not a four'flusher and that hc amounts to sometfiing, he jumps on me right away quick. I have had some of thcm actually- iump "f fth.it chair and challenge me to call thcm a four-ftusher again. Whencver a man showe this fighting spirit I conclude that when he goes after rc-mcth-ini he stands a pr€tt!' good- chancc of gctting iibcforc he quits. So I imrned-iately come iff *y high horse and tell him that I am rcadv to talk turkey to him, man to man fashion.

Over the Round Table

NEWS GATHERED FROM LUMBERMEN-FOR LUMBERMEN

GEORGE MELVILLE MOVES TO SAN DIEGO

Mr. George Melville formeTly associated with the Unioh Lumber Company at Los Angeles, has joined the force of the San Diego Lumber Company, at San Diego, as manager of retail sales.

NATIONAL CREDIT AUTHORITY DEPLORES ..FEVERISH CONSTRUCTION PROGRAM''

J. H. Tregoe, of New York City, Executive lUanager of The National Association of Credit Men. made an announcement to his organization, and to the section generally, just a few days ago, that the average lumberman will undoubtedly read with interest whether they agree with Mr. 'Iregoe or not. He said:

"There is ,much horne building," he says, "but home building constitutes not so large a parf of the construction program as the erecticln of apartment, hotel and offi,ce buildings. All over this feverish construction program has been adopted and in my judgment the temperature is running dangerously high.

"The acquiring of comfortable homes by those who can buy them is a desirable thing for the country, for the new home owner becomes more settled in his ideas and takes ian increasing civic pride in his comnaunity.

"My apprehensions are directed to the larger building schemes many of which have been carried through for pro'motion purposes. So feverish is the activity that worktr-ren ,have been asking extraordinary wages and competition for 'labor has I'ifted prices in many places to a" point where it seems foolhardy to build, so great will the fixed charges against the structure be.

""Placing upon many of these large buildings bonded indebtedness that permits only a small margin between the bond issue and the cost of construction, makes it clear that unless ample provision is made t'o amortisb the b'onds rapidly, a shrinkage in value will put the credit in peril.

"Feverishness in any line is always attended with high cost and there follow in its train severe penalties. f cannot but forsee serious losses {or those who have been attracted by the high rate of interest given on the 5oncl and mortgage indebtedness.

"I refer to the sttbject, not as a word of discourage,tnent but to bring men everlastingly back to an appreciation of the uses to which credit safely can be put. The building ,program, of course, is on a credit basis, ancl I say that the iredits are not safe unless there is a reasonable ratio between owner investment and creditor investment."

PARAFINE COMPANIES ESTABLISH RECORD

The Paraffine Companies Incorporated, manufacturers of Malthoid roofings, and the PABCO line of paints and varnishes, made what they claim to be a record in shipments for one month.

Last month they shipped from their Pacific Coast plantb, the enormous total of 3,051 carloads of various materials, this being a daily average ol ll2 carloads, or 44/o above the nor,mal amount of business done by this company.

GEORGE J. OSGOOD TO VrSrT LOS ANGELES

Mr. George J. Osgood, general manager of the Wheeler Osgood company at Tacoma, is expected in Los Angeles within a few days. Mr. Osgood will spend some time in the south, with his son Mr. Robert Osgood, manager of the Los Angeles offices.

MILL BUILDING AND FISH STORIES FROM PRATT & WARNER'IS HIGH SIERRA OPERATION

Mr. F. S. Warner, of [-os Angeles, has just returned from the Sequoia National Park where his firm Pratt &'Warner is engaged in buiiding a sawmill, and constructing a rpad, and building cabins, etc., all under unusual td'iffi'culties. But he found it most interesting country. They have five and a half miles of roadway completed, six cabins are finished, and the work on the mill is progressing grandly.

T,here is a very beautiful lake adjoining the Pratt & Warner property, Oriole Lake, thing of beauty, and famous for its fishing. Mr. Warner says he aske,d one of the old timers there if there was fish in the lake, an'd he replied 'that the lakei was loaded rvith them, but that they were'nt quite as voracious as in the "old days" when' all they had to do was throw q hook baited with bacon 'in the water and drag in the big.ones, and after they got'em in the boat they had 'to pound them' over the head with a paddle before they'd let go of that bait. But the fishin's still good.

And Pratt & Warner wil,L invite their friends and cus. tomers to come up'to Oriole Lake in the sum,mer, and stay at quaint and beautiful little Oriole Lodge, snowed under in winter but lovely in summer, and do their vacationing there.

The lake, the lodge, the mill, and the carnp, will all be interesting.

Here Pratt & Warner will produce their own lumber for their famous built-in specialties, a'mid scenery that is worth going far and staying long to see.

Yard, Mill, Office and Road

What Live California Lumbermen Are Doing

MORE LUMBER CARRIERS FOR CALIFORNIA TRADE

The Washington Tug & Barge Cornpany has bought several wooden hulls from the Shipping Board and will place them in the coastwise servicr!.

T1-le "Du,cula" towed by the "Roosevelt" has arrived at San Pedro and is discharging. The "Roosevelt" is the vessel that Peary used in his Artic exploration.

BUILDI]IG BETTER HOMES

Don't you feel a sense of real satisfaction, Mr. Dealer, when you sell your customer the material for his home, and recommended for all parts of the building exposed to the weather a wood that will last for generations)

Sell him Redwood for permanence. He will thank you rxrw and later.

Ul{I(lN LUMBER Cll.

SIX SURE WAYS TO START A FOREST FIRE

1. Nlatches-Be sure your match is burning briskly when you throw it away in the woods. Of course a match thinks-what's its head for?

2. Tobacco-Throw your lighted cigarette and cigar stumps and glowing pipe ashes into the biggest heap of brush and needles you can find along the road or trail. Only 40 per cent of our forest fires are set by smokers.

3. Making Camp-Build a big campfire, and place it as close to young trees or clumps of brush as pos- sible. To make sure your fire will spread, build it on top of the pine needles.

4. Breaking Camp-Don't bother about your fire when you leave camp; the rain is SURE to put it out.

5. Bonfires-Build as big a bonfire as you can, especially if it is dry and windy. If you build it close to a tree or rotten log it will burn long after you have left. '

6. Fighting Fires-If you see a forest fire don't bother to put it out or report it to the nearest Ranger. Why should you worry about the destruction of the National Forests that Uncle Sam has'created for your use and enjoyment and that of your children?

BUT-IF YO'U DO ANY OF THESE THINGS IN A CALIFORNIA FOREST, BE PREPARED TO PAY $500 AND GO TO JArL.

HELP

Dear god of advertising

Keep one stern eye on me, And lend me your assistance

Where'er I chance to be.

So little am I asking When all is done or said.Just sense enough to sometime write An ad that will be read.

'Tis easy for an editor

To write his snappy stuff; But when I try to follow suit

The lines I sadly muff. He has much space to function in And real brains in his head, Yes, Jack Dionne could write with ease An ad that would be read.

The man rvho diagrams his thoughts Has quite an easy job; He flourishes a crayon And we either laugh or sob. If he had boards and doors to sell, (Alas this makes me sigh,) He'd draw some pictures of the things And you'd walk up and buy.

Strange god of advertising, lVherever 1'ou may beKeep one wild eye turned earthward, And send ideas to me. And sometime in the future May I be firmly led

To write one good, strong lumber ad That really will be read. A. M. CONNER. Sacramento.

Buy REDWOOD

EXTR^A. MERCHANTABLL

Siding and Rustic

Instead of cubstitute woo& when you

Want Something Cheaper

You will still have the DEPENDABLE AND LASTING qualitier of Redwood.

Have you tried our

5-8x6 Extra Merchantable Redwood Siding.

lx6 Extra Merchantable Redwood l-lap or 2-lap Siding (Patterns No. 421 and No. 44O).

lx8 Extra Merchantable Redwood Rurtic or 2}ap Pattern (Pattern No. 441).

lx4 Constructiqr Redwood l-lap Siding (Pattern No. 42O).

We make a specialty of this stock and are in position to make immediate shipment by car or cargo while our stock on hand lasb.

IIOTTIES- EUREKI LUTBER GO.

San Francirco Lor Angclcr Mcmberr of Celifornie Rcdwood Arocirtion

WhenYou SeeThis Sign-

-Think of Albion Redwood!!

We have excellent rtockr of Redwood boardr on band for irnnediate delivery.

You'll like ALL our rtock

AIBION LUMBER CO.

Mein Oftca Hobrrt Bldj. SAN FRANCIS@ Lor An3chr Offico 210 Kcnclrhoff Bld& Phorc, Brordrey tlt

M cmbcr t California Re&nod Associatlon

Ifyou can't come to Scotiawe'll bring Scotia to you

For our friends and customers who cannot come to Scotia and the Redwood Country this season, ramble in the immense forests and inspect the largest and most completely equipped Redwood milts in the world, we have prepared a moving picture which takes you there at no cost of time, money or effort. Our sales representative will gladly arrange to show this wonderfully interesting film in your community -a vivid picture of logging on a big scale-an interesting demonstration of modern machinery and devices for logging, sawing, remanufacturing, drying. sorting, piting, shifting, storing and shipping of lumber and millwork.

Remember we have the whole story of Redwood in the form of a mighty good moving picture which we shall be glad to show when you say the worcl. We supply the projection machine and the film at no expense ro you.

The La4at Uostfacttrctt ontl pitttrD*tt o, C.I3l6rb Reilood Sal Frrncieco tthc9^ltldD l-ol Algda ltl Crllfomtr St Hunboar-Gdjflty, c.t. Grntret Bldr. tf ctnbat Co.lifotnia Rcdooo d Attociation

Over the Round Table

NEWS GATHERED FROM LUMBERMEN-FOR LUMBERMEN

CARLSON CALLS ON SAN FRANCISCO TRADE

C. C. Carlson, manager of the Turlock Lumber Company, Turlock, was a recent San Francisco visitor where he spent a few days calling on the lumber trade.

ELMORE KING HAS NEW SIDE LINE

We have heard of many reta'il lumbermen in the state carrying such sid'e lines as covering for roofs but Elmore King is carrying the most unique side line of all. He has now taken on a side line for the covering of heads. A few weeks ago, Elmore cam€ into San Francisco from Bakersfield and endeavored to corner the straw hat market. Last week he arrived in San Francisco again and his lu'mbermen friends were surprised to find out that he was now specializing in soft sport hats. As a result Elmore rep_lenished his supply of hats and took back to Bakersfield with him several of the latest and snappiest models in soft sport hats.

R. B. ALLEN SAN FRANCISCO VISITOR

R. B. Allen, secretary-manager of the West Coast Lumbermen's Association, with headquarters in Seattle, Washington, was a recent San Francisco visitor on association business. "Bob," as he is familiarly known by the lumber fraternity, is a great golf enthusiast and reports that the lun-rbermen of thJnorthivest are arranging for a golf tournament to be held at Portland during the latter part of the month, in which they expect about one hundred and fifty lumbermen to participate.

BIG SHIPMENT OF'TIES

Bellingham, Saturday, IVIay S.-One of the largest shipments of ties ever taken from this port will be loaded by the steamship Caesar, due here today. They will be furnished b_y the Bloedel-Donovan Lumber Mills for the Souttrern Pacific Railway and will be discharged in San Pedro.

LOS ANGELES RETAILERS HOLD BOWLING CONTEST

I.ast Thursday night the star bowling team of the Woodhead L,umber Company, went down for the count at the hands of the newly organized Owens Parks Five. From reports it was a walkaway for the O. P. bunch who took three straight games and had a margin of. 374 pins, their average was 162 for the three.

The teams are composed of : J. C. Owens, C. G. Kelty, E. G. F-ifield, Geo. Cheney and J. C. Watson playing for Owens Parks, and F. M. Connelly, Earl Galbraith, Chas. Cheeseman, I-. J. \Veaver and J. E. Lloyd-Jones making up the Woodhead team.

ED. GARLAND CALLING ON PENINSULA TRADE

Ed. Garland of San Francisco, in charge of the rail department of Charles R. McCormick & Co., is spending a ferv days calling on the Peninsula lumber trade. He is accornpanied by Roy R. Gill of San Francisco, the company's representative in this territory.

We bave ready for prompt rhipmcot from our Bay Point, Cal., pleng a conriderable quentity of

The real god of commerce today is the Satisfied Customer. Modern business recognizes his importance in this age of competition.

Did you ever stop to consider that every time a PUioneer Product is sold a Satisfied Customer is made? Pioneer Paper Co. Los Angeles - San Francisco

A GOOD SELIJNG CREED FOR ANY BUSINESS

(Below is an eilitorial clippeil from the last issue of the "Trclrnmission," a perioilical issueil by the Studebaher a:gents in Los Angeles, anil distributcil to Stuilebafter owners. Woulil it not be uell for tlealers in aII lTinils ol merchanilise to ailopt something olong thk line?)

On March 6rst of this year the Paul G. Hofrman Co. rounds out its fourth year as the distributor of Studebaker motor cars in this vicinity. This period hae been marked by a most gratifying growth in the volume of our business.

What has pleased us still more has been the steadily increasing friendliness of Studebaker owners that haa found its expression in many different ways.

ff it were necerrary to choooe between a rrnall burine* with a ftiendly clientele of owners, and a lrger business with any lelr enthusiasm on the part of the customers of the houre, we would rurhesitatingty choore the cmaller buriness. Fortunately, our c{rtomer3 have increased both in number end friendlinerc.

We want every Studebaker customer to feel tihat he ir entitled not only to courtery and efficient rerviog but orr perronal interest in hie obtaining cornplete ratisfaction with hir Studebaker car ar well.

BIG VALUES BETTER SERVICE BEST QUA,LITY LITTLE EXPENSE

Don't Rrstc Your Goodu)ill

There is no profit in selling roofing that will not give the maximum in service and satisfaction.

If you .lo-you're going to lose-not one customer, but a whole congregation.

\Vhen a roof "goe" bad," aside from the expense of re-roo6ng, there are often other evil consequenceshundreds of dollars damage to interior decorations, discolored ceilings, walls, and the cost of repairs. Your ex-customer will talk about it till Doomsday.

You don't want advertising of that sort. Don't run the risk, sell

which is immune to rot and weather-definitely guaranteed to keep your customer's roof weather-tight for years.

LESS DETAIL LEAST DELAYS

Under the Pines and These Timely Tales Are Redwoods Gathered

HERMAN L. ROSENBERG WEDS

Mr. Herman L. Rosenberg and Miss Francis Kimmel were married at Mr. Rosenbergs mother's home in Los Angeles, on the morn'ing of May 9th.

Mr. Rosenberg is a member of the Hipolito Screen and Sash Company, of Los Angeles, and is one of the more popular members of the lumber fraternity in that section. His bride is a beautiful and very charming young lady, a member of one of the old Los Angeles fam'ilies.

Mr. and Mrs. Rosen'berg left immediately after the wedding for a two weeks trip through the northern part of _the staie, and will be at home to their friends about June 1.

LARGE CARGO FOR AUSTRALIA

The steamer "City of Vancouver" cleared from Tacoma last week wth a cargo of 4,800,000 feet of fir, for Austral'ia.

NEW YARD MANAGER FOR GANAHL

Mr. Harry Ott, forrnerly connected with the Show Lumber Company -at Calexico, has taken the management of the Washington Street yard of the C. Ganahl Lumber Company, Los Angeles.

SHOuI LUMBER COMPANY CLOSES

The Show Lumber Company, of Calexico has closed its vard and announces their retirement from the retail busiiress in that section.

NEW YARD AT LONG BEACH

The Ocean Lumber & Construction Company has been incorporated for $100,000.00 and will open a yard in Long Beach.

This company was formed by L. F. Lapointe-F. Grenier, C. E. Fuette and F. L. Gimbv.

LUMBERMENS CLUB ENTERTAINS SASH AND DOOR MEN

On Thursday evening May 3, the Los Angeles Lumberm,ens Club was host to the members ,of the United Sash and Door Dealers of Southern California, at a dinner and entertainment at the Los Angeles Athletic Club.

About sixty attended. Mr. E. D. Tennant m,anager for the Lumbermens Club acted as toastmaster, and after the dinner and an excellent entertainment, called on several members of the two bodies for talks. E. A. Nicholson. D. Woodhead, E. C. Owens, L. R. McKesson, an,d several others responded with interesting talks on the situation in their districts.

Mr. Tennant gave his views on the building conditions in Southern California, and the possibilities for building material dealers. Mr. Tennant emrphasized the necessity for cooperation between the lumber dealer and the sash and door man, and said that he felt the lumber dealer could do well in selling doors and windows to his trade.

Mr. L. R. McKesson president of the United Sash and Door Dealers invited the Lumber,mens Club to be their guests at a dinner at a date to be set by their commrittees, th'is invitation was accepted by the lumberm'en.

It was also arranged that these two bodies would have joint noonday meetings from time to time.

-Es-CNGELES vI,sIToR FRoM SPoKANE

Mr. Herbert Eshelman, credit manager for the Potlach Lumber Company. Spokane Wshington, is in Los Angeles visiting relatives.

W. H. BONER IN CALIFORNIA

Mr. W. H. Boner, manager of the Weyerhaeuser-mills at Everett Washington, has returned after an extended trip through California.

Mr. Boner made a study of building conditions in this state, and states that he was very much impressed with the enormous activity that shows no signs of a let up.

ENCOURAGING THRIFT AMONG THE SCHOOL CHILDREN

To secure the interest of every school child in the hustling town of Bellflower, and to encourage them to work and save through the summer vacation, is the very laudable plan of Mr. Floyd Lee Lake, of the Bellflow& Lum,ber Company, Bellflower.

Mr. Lake appeared at a meeting of the Parent Teachers Association recently and outlined' the plan of a yearly contest that he started two years ago, this contest open to children in the second to eighth grades.

Mr. Lake offers prizes to the child, boy or girl, that earns and saves the largest amounts of money between June 1 and September 15. The first prize ol $10.00 will be given to the one having the largest saving and the second prize is $3.00 for the next largest amount.

This money must be accumulated by the childs own efforts, and gifts cannot enter rinto the race. The money must be banked within one week after ,it has been earned, and all contestants are required to keep an account of their own earnings, and of the bank account, this to be lcept in such shape that it can be used 'by the judges in awarding the prizes. These accounts also will show from what source the money has been received. There will be three judges, prominent men of Bellflower.

While it ,is not a rule of the conte.st, Mr. Lake has suggested to the parents that they have this money all banked

SUGAR

personally by the children at one of their home bants, this putting the children on a business level with their fathers, and giving them an opportunity to meet and know the ,men at the banks who will take a personal interest in the money affa,irs.

Mr. Lake states that the two former contests were verv successful, and that he expects the one this year to be weil ahead. He intends to make this an annual afiair, and will continue the contest each summer indefinitely.

SALESMAN, NOT CLERK

DON'T be a clerk and sell lumber to two-legged forms that drop in to buy.

Be a SALESMAN, .and sell building IDEAS to tthinking individuals.

Learn something about the building business every day, so that you can advise and assist your customers.

Keep away from the m,atter of price, if possible, until you have sold the idea.

Come down to the office every morning with the resolution in your heart that you will do some real selling before the day is over.

Be a better salesman every night {han you were the night before.

lllc rolicit your inquiricr-abo Califomia Rcd end White FIr Dincorion Stock

wE wrLL BE GLAD TO QUOTE PRICES

Abo cvcrTtLing ia Doughr Fir Lunbcr 'Univcrrity Brend' Shinglcr us our Spccirlty.

WESTERI{ STATES TUMBER Ctl.

605 Fife Bldg.

San Francisco

Phone Drg. 3415

gur soft .'White Pine from the Feather River Canyon will meet your requirements for factory lumber and finish. Let us quote on your demands for the coming season.

Your inquiries and orders will receive our usual prompt attention if sent either to ourselves or to our Southern California representatives :

HETDRIGKSOil LUTBER GO.

112 Markct Sbect, Saa Frrncirco Phoac Suttcr 3f!

Manh-Strong Buildhg, Lor Angeler Phoner l27$-Pico 2A29

We sell anything in softwoods that the California dealer desires.

White Pine. Douglas Fir, Redwood, Cedar and Redwood Shingles, Split Redwood Posts, Ties and Stakes.

Our connections are the best, and ue gioe the best possfble seflice.

N e w s y N g w s Fro,m-{'' P"o"'

MULLER CALLS ON NORTHWEST MILLS

C. W. Muller, of the Western States Lumber Courpany, San Francisco, has ,returned to the Bay District after a two.weeks business trip in the north calling on their mill connections. He visited Portland, Kelso, Marctlla, Cott,age Grove, Gler.rdale, and Silverton. While in the north, he lvas accompanied by Charles Sand of Portland, who acts as 'their representative in the north. Mr' Muller reports that the mills in the north are running to full capacity; also he states the strike in the north was only of short duration as the men have now returned to work.

A GOOD ONE ON GUS RUSSELL

Elr.nore King, of the King Lumber Company of Bakersfield, breezed into the Santa Fe Lumber Company office"last week and after talking shop to Gus Russell rem,arked: "Of all these athletic guys what do you think of a fellow what gets up at two o'clock in, the morning to go horse-back riding?" Of course Gus was anxious to know who was pulling off such pranks and asked: "Who did that?" Elmore replied with much gusto: "P.aul Revere."

DUNCAN APPOINTED MANAGER OF FRESNO CONCERN

Ralph Duncan, formerly with the Coos Bay Lumber Company of San Francisco as one of their traveling representatives, has resigned and has taken up h'is new work as lnanager of tl-re Halsted Lumber Comp.any of Fresiro.

W. R. SPALDING SAN FRANCISCO VISITOR

W. R. Spalding, of the Spalding Lumber Com,pany of Visalia, was a Bay District visitor during the past week on busir.ress. He m,ade the trip by motor and was accompanied by Mrs. Spalding.

KING AND PRESCOTT VISIT EUREKA

Elm,ore King, of the King Lumber Co. of Bakersfield, and F. Dean Prescott, of the \ralley Lumber Co' of Fresno, were San Francisco visitors during the past week. After attending to some business matters in the Bay District they left for Eureka on a bttsiness trip.

FERGER CALLS ON BAY LUMBERMEN

J. C. Ferger, president of the San Joaquin Valley Lumbeimen's Club and manager of the Swastika Lumber Company of Fresno, was calling on the San Francisco lumber lrade last week and attending to other business matters.

R. E. FORD CALLS ON NORTHWEST TRADE

R. E. Ford of San Francisco, general manager of the Cadrvallader-Gibson Co., has returned to San Francisco after a two weeks' business trip to the northwest where he was looking over the hardwood market. Mr.. Ford called on their Seattle representative, I{. C. Hopey. The CadwalladerGibson Co. n.raintain a large warehouse at Seattle, from whicl.r point they distribute tl-reir hardwood products lthroughout the northwest. Mr. Ford reports that the northwest is doing a great deal of building and that they are having a big demand for their products in that locality.

REDWOOD and FIR

WE CARRY A LARGE WHOLESA.LE STOCK AT OUR OAKI.AND DISTRIBUTING Y^ARDS WHICH ENABLES US TO GIVE YOU PROMPT LOADING OF YARD AND SHED ITEMS IN BOTH REDWOOD AND FIR.

..FLORENCE LUCKENBACH'' CLEARS FOR PORT WITH LARGE CARGO

The Florence Luckenbach left last week with a 4,2ffi,000 feet of fir, which she will discharge at ansas. Texas.

TEXAS

cargo of Port Ar-

TI{REE NEW STEAMERS FOR PACIFIC COAST

The Chas. R. McCormick Company, ,and the Chas.. Nelson Company have jointly bought the three steamers, "Castle Town," "Castle Point" and the "Castle W,ood," and are bringing them from the east coast to be placed in lumber service to California ports.

E. K. WOOD

The E. K. Wood Lumber Company, having secured wharfage facilities at Seattle, are offering space for general cargo in its north bound boats.

Wholesale

ANNUAL MEETING OF CALIFORNIA & OREGON LUMBER COMPANY

At the annual meeting of the stockholders and board of directors of the California and Oregon Lumber Company, held at Chicago, Illinois, on May 2, the following officers and directors were elected: W. C. Ribenack, president; William Carson, vice-president; Henry L. Stout, vice-president and trasurer : J. R. Lindsay, secretary; and Walter V. Struby, assistant secretary.

The directors elected were: Frank D. Stout, Chicago, Ill.; Robert S. Brookings, St. Louis, Mo.; John S. Owen, Eau Claire, Wis.; Wiliam Carson, Burlington, Iowa; Fred Vogel, Jr., I\{ilwaukee, Wis.; A. R. Owen, Owen, Wis.; Henry L. Stout, Chicago, Ill.; and 'lA/. C. Ribenack, San Francisco, Cialif.

Lumber Specialties

Purely Personal

HISCOX ON BUSINESS TRIP TO NORTHWEST

R. A. Hiscox, of tho Western States Lumber Co. of S'an Francisco, accornpanied by his son, Arthur Hiscox, is in the Northwest on a short business trip. He is calling on the mills and was m€t at Glendale, Oregon, by Charles Sand, the company's northern representative. From this point they will travel north to Portland, where he will spend a few days.

HAMMATT VISITS SACRAMENTO VALLEY RETAILERS

R. F. Hammatt, Secretary-manager of the California Redwood Association has left San Francisco for a ten days tr,ip that will carry, him through the Sacramento Valley. He will call on the ret.ail lumber trade taking up with them the dealer service plans that the California Redwood Association are offering to the retail lumbermen of the state. He also plans to attend to meeting of the Central Californ'ia Lumbermen's Club that will be held at Turlock on Saturday, May 12.

\^/. R. CHAMBERLIN RETURNS FROM THE NORTHWEST

W. R. Chamberlin, of W. R. Chamberlin & Co. of San Francisco, has returned to San Francisco after spending several days in the northwest calling on his mill connections. W. R. Chamberlin & Co. are the California representatives of several large fir mills located on the Columbia River anr-l Puget Sound.

CASTETTER VISITS NORTHWEST MILL CONNECTIONS

F. A. Castetter, president of the Oregon Lumber Agency of Los Angeles, has retnrned to California after a two weeks' business trip in the northwest calling on his mill connections. He visited Grants Pass, Portland, Wheeler, and Tacoma. Hc reports that the Wheeler Lumber Co., of Wheeler, Oregon, have made some extensive improvements at their 'mill and have increased the capacity of their plant. The Wheeler Lumber Co. is owned by the DuBois interests of Pennsylvania and are represented by the Oregon Lumber Agency in Southern California.

G. H.

BROWN VISITS EASTERN HARDWOODS CENTERS

G. I{. Brown, president and manager of the Strable Hardwood Company, Oakland, started east Wednesday, May 2, for an extended business trip. Mr. Brown will enter the hardwood production district at New Orleans and spend approximately thirty days moving slowly up through the Mississippi Valley, stopping at most of the hardwood producing centers inspecting and purchasing hardwood lumber for his C)akland operation. Columbus and Cincinnati in Ohio will be visited, after which a short stay will be made in Chicago and from there he will go to Detr,oit, Saginaw and Manistee, N[ichigan. Mrs. Brown is accompanying Mr. Brown and after a month spent in visiting the above districts they will go to the Atlantic Coast, visiting Washington, Philadelphia, Nerv York and Boston.

Happenings in Hoo-Hoo Land

Doings and Sayings of Tom

..PARSON'' SIMPKINS PUTS TEXAS BACK ON THE HOO-HOO MAP

"Parson" Peter A. Simpkin has done another great work for Hoo-Hoo.

In the past month he has put the great lumbering state of Texas back on the Hoo-Hoo map, and done a beautiful job of it.

Many years ago there were more Hoo-Hoo in Texas than in any other state, by far.

Then Hoo-Hoo died in Texas, and since Texas continued to look upon the order in the light of its past experiences and remembrances, no interest was taken when Hoo-Hoo rumors were heard.

But there is nothing the Parson can't do, when he meets reasonable and reasoning men face to face to talk about Hoo-Hoo.

Last fall he put El Paso on the map with a Hoo-Hoo Club, and then'did the same with the Amarillo territory. In April he went to Beaumont where he had organizerl the first Texas Hoo-Hoo Club last year, and helped the,m with a fine Concatenation. From there he went to Dallas ar.rd put on ,a Concat at the Texas annual lumber convention. Then he went to Waco and stirred up much inter-

est in the order with good prospects for a Club, and he wen,t to Hous,ton andl pulled a Concat with all the o,ld heads there, put through a good cl,ass of respresentative lum'berman, and organized a Club, with Harry T. Kendall of The Kirby-Bonner Lumber Company for its president. He is now planning a Club at Lufkin, and one at San Antonio, which rvill put the State of Texas wonderfully on the Hoo-Hoo m,ap again.

LOS ANGELES HOO-HOO TO ATTEND BALL GAMtr SATURDAY, MAY 19TH.

At the Los Angeles Hoo-Hoo luncheon May 10, it was decided that all thi old cats and their friends would attend the baseball game in a bunch on Saturday, \{ay 19, when Seattle and Los Angeles will battle.

A section of the grand stand will be reserved for about fift-y of the rcoters, and this will be lirrown as Hoo-Hoo day.

The committee apointed to arrange and make the reservations is composed of : Earl Hoffman, phone, Pico2429; "Gus" Hoover, phone 61662, and Phil Hart, phone 824-565. All Hoo-I{oo and lumbermen in general are invited to participate in this affair, and they can make reservations and secufe tickets from any of the committeemen. The cost will be $1.00 each.

Yard, Mill, Office and Road

What Live California Lumbermen Lre Doing.

WARD C. BROWN JOrNS LUMBER SALESMEN'S CLUB

At the regular luncheon and meeting of the Lumber Salesmen's Club of San Francisco held on April 7 at the Palace Ilotel, Ward C. Brown of the Acme Lumber Co. of Sarr Francisco, was admitted to membership. Mr. Brown has been connected with the Acme Lumber Co. for several years and is one of the popular retail lumber salesmen of the Bay District.

HANNA ON VISIT TO NORTHWEST

H. W. Hanna of San Francisco, connected with the sales department of Charles R. McCormick & Co., is on a two weeks' business trip to the northwest. While in the north, he will call on E. H. Meyer, manager of the Portland office of Charles R. McCormick & Co., and also plans to visit the company's mills at St. Helens. On his way south, Mr. Hanna will call on some of the Williamette Valley mills.

BARR LUMBER COMPANY INCREASES CAPITAL

The Barr Lumber Company of Santa Ana has filed articles of incre'ase in their capital stock to $500,000.00.

CLEMENT LUMBER COMPANY BUYS YARD

The Clement Lumber Company of Orange has bought out the Olive Com'pany at Olive and announce that they will continue operations at this yard under their own name.

PLYWlltlD. PITIETS

GALIFORlI IA WH ITE

PAUL BUNYAI{ IATI{, aheathing and lath combined in one piece. A p"tfcct bond for ahrcco. A rolid job of sheathing. One lers itcm of material to buy. Reducee cct.

NATIONAL LUMBER MANUF'ACTURERS DIREC. TORS WILL MEET IN SAN FRANCISCO

Secretary R. F. Hammatt, of the California Redwood Association, announces that the mid-summer directors meeting of the National Lumber Manufacturers' Association will be held, in San Francisco on July 25 and 26. They will be the gues'ts of the California White and Sugar Pine and California Redwood Associations.

VIOLA ALVINA LANDON BRI.DE OF FREDERICK FOLSOM

Announcement has been m.ade of the marriage of Miss Viola Alvina Landon and Frederick Folsom at Modesto on Saturday, April twenty-eighth. Mr. Folsom is one of the well known and popular lu,mbermqn of the San Francisco Bay District and at the present tirne is connected with E. L. Fifield of San Francisco. Mr. and Mrs. Folsom will make their home in San Francisco.

M. J. BYRNES APPOTNTED MANAGER AND W. V. STRUBY SALES MANAGER

M. J. Byrnes has assumed the management of the Sarr Francisco and Oakland branch of the California and Oregon Lumber Company, succeeding A. A. Dimmick who has resigned. W. V. Struby, who has been connected with the sales department in the San Francisco office, has been appointed sales manager.

Fruit Growers Supply Company

Manufacturcra of

Crlifonria White and Su$r Plne Lumbcr Millr at Suranville and Hilt' CaL

I5O,(X)O,(X)O Fcct Annual OPacitY

B. W. ADAMS, Mgr. Salca Dcpt. Firct National Bank Bldg. - San Francisco

ANd SUGAR PIIIES

Buitding lumber and Finish. Factory Lumber. Pattern Stock. Wide clears and upper:r tor drainbcrdr end sh6lv-g. Siding and Moldingr, Lath andShook

BUNYA.N, hcro ol old-tlor lubcr cup feblcr.

UNITED SASH.& DOOR DEALERS OF SO. CALIFOR. NIA ISSUE NEW CATALOGUE

One hundred thousand new catalogues have come from the printer, and been delivered to the members of the United Sash & D'oor Dealers of Southern California. and are now distributed and functioning. The book is a beauty, 262 beaatitully illustrated pages and cover, a very practical and handsome catalogue, in colors and in plain black and white. The printers bill alone on th'is job was more than forty thousand dollars.

This is a decided feature of the sash and door industrv of Southern California, since the old catalogue which his just been displaced by this one, has been in use for nine y€ars, and in many ways was obsolete.

REPORTED tvvM. M. BEEBE TO LOCATE IN LOS ANGELES.

It is reported on good authority that Will M. Beebe is about to locate in Los Angeles. M'r. Beebe is President and Manager of the Burton-Beebe Lum.ber Co., of Seattle, Wash., which went into the hands of receivers in April, a'nd it is reported that he will locate in Los Angeles and go into the wholesale hardwood lumber business. For many years Mr. Beebe was Sales Manager for The Long- Bell Lumber Co.. at Kansas Citv.. and is one of the best known and most popular lumbei salesmen in the U,nited States. He left Long-Bell four years ago to engage in the wholesale business in Seattle, investing his fortune there just before the big break came. tt tte lo"cated in Los AngeIes this city will gain a very valuable lumberman, and g-ntleman and citizen of the highest type.

LADIES NIGHT FOR SAS,H AND DOOR ASSOCI,A. TION AT PASADENA

The United Sash & Door Dealers of S,outhern California- will hold a big social gathering, at which the ladies will be special guests, at The Marfland Hotel, Pasadena, the night of Tuesday, May 15th. The will be a banquet, a few after-dinner talks, followed by dancing. All members and their ladies are invited.

ANOTHER YARD FOR GIBBS LUMBER COMPANY

The Gibbs Lu,mber Company has added another yard to their string-of f,ivg retajl establishm,ents, in buying the yard and plant of the Brea Lumber Company, at Breal

FRED CUTLER VISITS SAN FRANCISCO

Fred Cutler of Portland, manager of the Portland office of the Cutler-Di'mmick Lumber Co. has returned to Portland after spending several days in San Francisco on business. Mr. Cutler made the trip from Brookings to San Ffancisco by boat and returned by automobile, Wfirile in San Francisco, he dis,cussed business affairs with A. A. Dimmick, wto has charge of the c,ompany's San Francisco office. Mrs. Cutler accompanied Mr. Cutler on his,trip.

CUTLER-DIMMICK OPEN SAN FRANCISCO OFFICE

The Cutler-Dinrmick Lumber Company of Portland have opelqd a San Francisco office ,in the Marvin Building. A. A. Dimmick, who was formerly 'manager of the San Francisco and Oakland bran,ches of the California and Oregon T.umber Company, has resigned a,nd will have charge- of their San Francisco office. Mr. Cutler will have charge of their main office at Portl,and.

MIESSE VISITS SOUTHERN CALIFORNIA

G. E. Miesse of San Francisco, representative of the Cadwallader-Gibson Lurnber Co. of San Francisco, is a Los Angeles visitor on company business. While in the south, he also plans to call on the San Diego trade. He expects to be in the south about two weeks.

LEONARD E. JOHNSON€AI-IrNG ON CALrF'ORNTA

Leonard E. Johnson, manager of the Leonard E' Johnson Lumber Co. of Portland, is in California on a two weeks business trip' He expe'cts to call on !'is customers in the Bay Districl, and th6 Sacramento and San-Joaquin Valleys' Hi will be accompanied on his trips by U. S' Eay-es, who is his representative in Northern California. Mr. Johnson says thai the lumber m,arket in the north is very active and that conditions in general in Oregon are prosperous.

LOS ANGELES LUMBER SALESIWENS CLUB MEETING, MAY 11

By far the most successful and enthusiastic meeting of the Lumber Salesmens Club of Los Angeles District, was held on the evening of May 11, at the Elite Cafe.

About thirty-five members were present, this including several new applicants who were voted to me'mbership at this meeting.

Mr. E. D. Tennant, president of the organization presided,; he introduced Mr. Jack Dionne, publisher of TTIE CALIFORNIA LUMBER MERCHANT, who gave the boys a splendid address, dealing first with the problems of selling, and then with the wonderful opportunities of the industry and its ability to serve and really be the home builders of the nation. Mr. Dionne also spun several of his inimitable nigger yarns.

The club decided to hold the next meeting at the same place on the night of June 4, Monday. The same committee will be in charge and an effort will be made to have a record attendance. Each member present pledged himself to bring one or two of the members who did not show up.

F. H. HARRI.S LOOKS OVER CONDITIONS IN SOUTHERN CALIFORNIA

F. H. Harris. mem,ber of the San Francisco Board of Education and vice-p'resident of the Van Arsdale-Harris Lumber Com'pany of San Francisco, was a recent visitor to Los Angeles on a business trip. While in I-os Angeles he attended one of the weekly Hoo-Hoo luncheons, w'here he had the pleasure of meeting many of his lumbermen friends. Mr. Harris is one of the popular and well known members of the Bay District lumber fraternity and has always taken an active part in the civic affairs of San Francisco.

BILL WOODS LOOKS OVER CONDITIONS IN THE NORTH

Bill Woods, of the Coos Bay Lumber Co., of San Fran'cisco, has returned to California after a two-weeks business trip through Oregon and Washington. {e 1ls_o spent seve.il days it the company's mill at Marshfield, Oregon. He reportj that their mills are working to .fu-11 capacity and thit their operations were effected very little by the.recent strike.

G. R. BLEECKER ON SICK LIST

G. R. Bleecker, of San Francissco, California representative ,of the Eagle Lumber Company, has been on the sick list for the pait two weeks. He is now ,much imqr'oved and is able to spend some time at his offite -each day to attend to business affairs. He expects to be back to normalcy soon and to make his regular trips among the lumber trade of Northern California.

LOS ANGELES CLUB HOO-HOO LUNCHEONS

On Thursday, April 26th, Vicegerant Snark Curtis Williams presided and acted as chairman at the regular Hoo FIoo luncheon at the City Club, Los Angeles.

The club was highly entertained by a speech made by Mr. C. E. Richards, a member of the Harbor Commission. Mr. Richards gave the members some facts and figures regarding the Los Angeles harbor that were eye openers, and he also told of the enlargements and improvements that are scheduled in the very near future.

On this date Snark Williams appointed Mr. D. Woodhead to act as chairman for the next Thursdav.

DAVE WOODHEAD RESIDES AT LOS ANGELES HOO.HOO MEETING

Past Snark Dave Woodhead provided a treat for the club at the regular Thnrsday luncheon, on May 1fth. Mr. Woodhead can congratulate himself for drawing a record attendance, and it was one of the most interesting meetings for some time past.

Mr. Bromley Oxnam, who is the founder of The Church of All Nations, and is one of the most diligent settlement workers in Los Angeles, made a talk on international affairs that won long applause from the members. Mr. Oxnam also talked for a few minutes on the school board situation. as he sees it, in Los Angeles.

MOORE PIOI[ EER Sncr'79

BAY DI1STRICT HOO-HOO SMOKER

About one hundred members of the Bav District HooHoo attended the Smoker held at the Commercial Club Rooms, San Francisco, on the evening of April 28. During the dinner, the Neopolitan Quartette sang several selections which were well rendered; a six piece orchestra ,also provided an excellent musical program during the evenirg. Through the courtesy of the San Franc,isco Japanese Y.M.C.A., several members participated in Jiu-Jitsu bouts. An exciting four round boxing bout, arranged for by Tony Simpson of the Oakland Athletic Club, was staged for the members. Everybody reported a fine time and the excellent entertainment committee composed of Ed. Chamberlin. Homer Maris, Bill Mad,ill, and Frank O'Connor should be highly complimented for the evenings entertainment.

VICEGERENT FOR HOUSTON DISTRTCT

Follow,ing the concatenation, Dallas M. Tourtellot of the Gulf Coast Lumberman was unanimously nominated and elected as Vicergent S,nar\ for the H.ouston district. Mr. Tourtollot is one of the most faithful workers of his state and with his wide acquaintance and popularity among the lumbermen of his state, will be of great value in promoting the activities of the Order.

ruocls deoeloped by Moore Dry Kilns in protting that Iumber could be seasoned economically and succ€,ss- fullv. This achieoement is an historicaf Dusiness rcc6rd that occuffed bach in '79 when 6ig business of this country was in its infanc!.

From a slmall beginning, let foftified uith a heen ursion of the intmense forestry resot rces of the nation the Moore Dty Kiln business fras groun sturdily to meet the demand that naturally arrses from an indispensable equiprnent.

Moore Dry Kilns can b supplied guichly for seasoning any forest product, in indioidual unit or a bettery to rneet eo.ch specific requirement, frorn two great plantsr located admirably to seroe fitafiufacturers mosf adoantageously.

We place at your cornmand free to you the eeroice of the most competent stafr of Dry l{iln experts in Aierica to help you ooercome ony difficulty in your method of sessoning lumbcr.

|/IOORE Dry Kilns haoe been abreast of tVt the lumber industry since 1879. The pioneer of the dry hiln business in America. It is achnowledged that one of the foremost sfeps to enhance the aalue of lumber

WANT AD and FOR SALE AD DEPT.

WELL EQUIPPED PLANING MILL FOR SALE

In live growing town. Only custom mill within twentyfive miles. Good business, established twenty-five years. Fo'r particulars a<idress, Leroy H. Lynn, Salinas, California'

POSITION WANTED ras m'anager in retail lu'mber yard, by rniddle aged man with 15 years €_xperience as hanager in Nebraska retail lu,mber y-ard' Would accept position as assistant manager with chances _of promotion lo managet. Prefer Southern California' Can give best of references.

Address L. C. Challburg, Orlea,ns, Nebraska.

WANTED-An town near Tulare.

experienced lumber bookkeeper for a

Address 615 Central Bldg., Los Angeles, Cal.

WANTED ESTIMATOR

Good position open for experienced lumber, sash and door estim,ator. Comptometer experience not necessary, but must be fast and accurate. Answer giving experience, and whett could report. Box J. C. care CALIFORNIA LUMBER MERCHANT.

WANTED CAPITAL

Exceptionally fine opportunity fcn investment in going highclass lumber business with a fine future. Can also use party with proper ability in the executive department, with lnvestment. Address' for appointment, Box T.H. care CALIFORNIA LUMBER MERCHANT.

SHIIIGLES

II. A. BROWNIT{G

JU]IIUS

G. S]IEAD GO.

WHOI F'SALE LI,'TUBER

REDWOODDOUGLAS FIR SUGAR PINE-WHITE PINE SPRUCE

wE soLIcIT YOUR INQUIRTES

32t-32i2 SHELDON BLDG., SAI{ FRANCTSCO Tdcpbonc Dougbr 7815'

WANTED-CLERKS

For lumber yards in San Joaquin Valley $125.00 to $150.00 per month. Must have California experience. Write Miller & Lux, Inc., 1114 Merchants Exchange, San Francisco.

I am open for position with lumber, mill or construction company, who can use a cap'able man as manager, or assistant manager. California experience in building construction, m'ill management, buying, office accounting, liSting and estimating. Experience backed by technical edu. cation. Past four years with sash, door and mill company, outside of Los Angeles, but wish connection with larger concern ,offering good opportunity for advancement. A-1 refeiences. Address Box W. R., 'care California Lumber Merchant.

WANTED: YOUNG MAN

Energetic ambitious and capable young man wanted as Assistant Box Factory Foreman for factory in Arizona. Able to develop himself so as to assu'me full charge when necessary. Must have experience in the manulacture of all kinds of shooks and'able to work orders to economical advantage. Splendid opportunity for right man.. APply, give expe'rience, salary expected and when could report.

Addresi: Arizona, Care CALIFORNIA LUMBER MERCHANT.

.RETAIL SALESMEN WANTED FOR LOS ANGELES TERRITORY. SPLENDID O P P O RT UNITY FOR RIGHT MEN. GIVE FULL PARTICULARS IN LETTER. ADDRESS BOX: J. M., CARE CALI. FORNIA LUMBER MERCHANT.

WHOLESALE FOREST PRODUCTS LOS ANGELES

Stoctr Exchrngc Bldg. Pico 3ZIl

Lo)zalt>. of Polic)zholders

E ARE proud of the loyalty of the policyholders of the Northwestern Mutual Fire Association. Every meana, both fair and foul have been used by the enemy to eliminate the competition of your company. That system of insurance which profits through the distribution of losses does not look upon mutual insurance as a competitor but as a deadly enemy which must be destroyed. Why? Because their "cost plus system" of fire insurance so increases losses that they cannot meet such competition. Many of our policyholders have been offered insurance rates much below cost and others have been asked to name any rate necessary to take the business f rom your own company. 'We are safe in saying that not one in one hundred has yielded to this bait. Had all done so the companies would be successful in driving competition from the field. They would then be able to increase rates to their own liking.

In your ovn compang you wiII alwags get govr insurance at cosl. It mah.es no difrerence whether the basis rate ls high or low. A'high rate merelg means a high diviilznd; a low rate a small dividend.

hereb rnorrey in . rt_ffi_*dqpeciollgPAU I}IBQOPaints,ffi \hrnishesandfubls Ihls hesvibadvertiged quali6z-lineE qill pro duce err added wolrrriee of* sales arrd shour,m yorr en added profit.lvrite for m orlr d.ealer propr osition. It's q rnorreys malcer. ThePARAIHNE CO/V\PANIES.Inc.A $ 12 r0 00, 00 0. corporation operattrg I 6 plants on the coast LosAngutCs San Francisco Seattlo