V/hat Bothers You Most- Geming Customers or HoldingThem?

,THB man on the outside with a .1 casual knowledge of the lumber business is pretty apt to remark that it's a business of hunting up new customers every other mornin$.

It would surprise him to know the actual facts. To know that price ha$8lin8 is not the main story.

There are hundreds and hundreds of contractors, carpenters and builders in the United States who speak of "their lumber dealer"- the finest possible way to express implicit confidence.

And why shouldn't they have confidence in their lumberdealer-he takescare oftheir wants on the right basis. The lumber they get is dependable and uniform. They become accustomed to certain types and grades of lumber. He makes it his business to see that they get them. The lumber that is delivered doesn't require continual watching and inspection. The good dealeranticipates his customers'requirements. He takes care of them promptly and at afair price. rtr** l[-\O back a little farther and you see why \J these lumber dealers are enabled to hold customers on this basis. These retailers have established, their own definite buying connections where they get year after year the same uniform grades of lumber that their trade has become accustomed to.

These retailers have the same confidence in t heir baying connections as their customers have in them. Thev have found it better bus- iness to tie to a few good substantial manufacturers rather than "shopping all around" for haphazard lumber.

*t* rf'lHERE is possibly no better advertiseI ment for Weyerhaeuser lumber and 'Weyerhaeuser Mills than the number of permanent customers which they continue to serve year after year. The number is constantly increasing. 'Weyerhaeuser Mills recognize the trust placed in them by these permanent customers and it is their purpose to return the highest type of cooperation and service.And here their actions speak louder than words as many a retailer will tell you.

It will pay you to get acquainted with the Weyerhaeuser representative in your district. Consult with him on your buying and selling problems. You will find him interested and helo- ful. That's part of his business. His first principle of selling is to help you-to aid you adjust your stocks to meet your local demands-to see that you are covered on your requirements at thg right time and in the right way.

No small part of his duty is to see that you are satisfied with every stick of lumber you buy of him. The Weyerhaeuser salesman knows personally the personnel of each mill he represents; he knows their stocks; he knows just what theycan do for you. He is a man who understands the buying as well as the selling of lumber. The mills have confidence in him. They rely on his iudgment, they fulfill his promises to his trade.

{c*8 f F you do not know the I address of our local representative, a letter or wire to our riearest branch office will put him in touch with you at anv time.

Mills and Distributing Plants: GoquetlmrbetCo... Cloquet,Minn. BonnersFerryLumberCo. .. BonnersRrry, Idaho lars a thousand on that item of stock. If it is binding upon tlrat dealer to accept that amount of loss-and we believe that it certainly IS-then there must also be named in that order a specific shipping limit against the shipper, so that if the market goes UP five dollars a thousand and the mill does NOT ship promptly, the buyer can by the date set for a limit, claim and collect his GAIN in just such manner as he would have had to accept his LOSS had the market gone the other way.

TheNorthernlumberC.o. CloquetrMinn. BoisePayettelumberCo.. . . .Boiserfdaho Johnson-Ventworth Co. Cloquet, Minn. Snoqudmie Falls Lumber Co. Snoqualnie FdlsrVash.

PodatchlumberCo. . Podatch, Idaho WeyerhaeuserTimberC,o EverettrVash.

Hunbidl.umbetC,o.. . . .Sandpoint,Idaho VeyerhaeuserTimberCo. Baltimore,llld.

EdwardRudedgeTimberCo. ...Coeurd'Alene,Idaho ThompconYards,fnc. .St.PaulrMinn. Wood ConversionCo. . Ooguet,Minn.

(Continued from Page 51.)

Both sides to this matter have mttch history to point back to, and plenty of chance for recrimination against the other fellow.

But the fact is, and all reasonable men will admit this to be true, that an order should be a valid CONTRACT, expressly stated in terms agreeable to both sides, and after signing NOT subject to cancellation for any reason other than the violation of the terms of the contract.

It is difficult to say to a buyer; "Yott <lught to accept that stock even though the market has broken," when he can show you from his files that last season when the market went away up certain mills failed to ship until the market had broken again. And it is hard to say to the mill; "You must ship this stock promptly even though the market has gone away up," when he can show you by HIS records that he had a hundred orders cancelled the last time the market went DOWN.

The whole thing should be settied in advance by making every order a clear, specific, binding contract, understootl in advance by both parties to be that and nothing else, and with no "ifs" nor "ands" about it. It should be understood in advance that it was a business document, and respected as such.

SALE OF SOUTHERN PINE FLOORING IS AIDEI) BY BEAUTIFUL WALL HANGER

An attractive ne\'v wall hanger in colors setting forth the merits of Southern Pine flooring, of both the edge grain and flat grain varieties, has just been published by the Southern Pine Association. These handsome wall hangers are being distributed upon request to lumber dealers throughout the country from the Rocky Mountaitts eastrvard to the Atlantic, and they are expected to be a valuable aid to the dealers in informing the building public of the advantages to be gained from use of Southern Pine flooring.

The nerv r.r'all hanger is suitable for window displa,v l)rlrl)oses, for exhibits at fairs and for a variety of uses.

Carries Record Shipment

Carrying what is said to be the largest cargo of .lumber in history, the United American liner Monticello, cleared from Poitland recently, carrying a load of 6,350,000 feet. She was bound for New Yor k.

This is declared to be a record for all tirnes, and is seconded by the cargo loaded at the same port in 1913, by the British tramp, Algoa. She carried 6.012,394 |eet.

The Monticello put in at San Pedro, account of a thirtydegree list that she had developed. \4rhile tied up at_ one- of thd wharfs she keeled over to the opposite side and sailed tl-rat evening for her original destination.