Some Capsules of Salesology

A good salesman has plenty of sand, but he never lets the prospect mistake him for the sandman.

He doesn't confound noise with persuasion.

He knows that overselling a fellow one time means "nothing doing" the next.

He doesn't promise more than his house can fulfill and thereby saves the complaint department a lot of work and a big postage bill.

He doesn't force an issue that will result in a break of diplomatic relations between his house and his cqstomers.

When he strikes a "tough nut" he doesn't strike him off his list, but hammers away every time he makes the town until he finally "cracks" him.

He builds goodwill for the house, makes friends for himself, puts money in the bank, and wastes very little time writing about "unfavorable conditions" in his territory.

He realizes that the eternal triangle exists in the affairs of business as well as in the affairs of the heart, and that in order to succeed he must please himself, his house, and his customer.

Above Everfthing-Beauty, Economy and Protection

ROOF INSURAITCE on easy time payments!

The dealer who aells shinglea is selling roof insurance. Any roof is likc an insurancc policy inasmuch ae it offcrs protcction ae long ac prcmiume are paid on it. With molt roofing theee premiums are repair bilh, rc-painting bills and eventually the expenEe of rc-roofing.

But, thc dealer who sells Pioneer Yosemite Rock-Surfaced Shingles eliminatcs the premiums-he aells paid-up inaurancet Thc 6rst cost is the lact. Moreovcr,'Pioneer Yoeemite Rock-Surfaced Shinglcs are a full coverage policy-1hey protect the homc and the rcputation of the dealerwho sells theml Thcse featurc+the beauty, durability and genuine economy of Pioneer Yosemite Rock'Surfaced Shinglea-have made thcm the choice of the majorlty and a pro6table linc for the dealer. But here'is still a better.fcaturel

Thie paid.up insurance offers the cxclueive advantage of being sold on EASY TIME PAYMENTLone-fourth down and thc balancd in ten monthe. Think what this means to yout More proapects-hundredg of peoplc who need thic financial aecistance. It ie a plan to help you finance your prospects.<ash in on it ! It will help you sell more materials and better materialsl

Hingtes

Pionccr Manufecturcr a Conpletc Linc of Roofirgr rnd Building Papcrr

ARE YOU CASHING IN ON THE $5OO PRIZE VOTING CONTEST?

Hcrc ir enothcr Pionccr Plan that ir bringing in hundrcdr of prorpcctr for Pionccr Yorcnitc RocL. Roofingr and Building Pepcrr

New President of Arizona Club

The gentleman pictured above is Mr. J. B. Campbell, newly elected president of tl,e Arizona Lumbermen's Club. Mr. Campbell was installed in office at the Annual Convention, at Nogales, last month.

He is connected with Roy & Titcomb fnc., at Nogales.

L. A. LUMBER PRODUCTS CO. CLOSES

The large plant of the l-os Angeles Lumber Products Company, at Los Angeles Harbor, was closed on June First. It is understood that the stock on hand, several million feet, has been sold to two wholesale concerns at the harbor, and that the officers of the company have ofrered options on the three vessels, El Abeto, El Cedro and El Cicuta.

It has also been reported that representatives have beerr sent to the Buckley Bay operations, with instructions to close there.

NE\,t/ YARD REPORTED AT NATIONAL CITY

Mr. J. O. Tillery, formerly in the lumber business at Beaumont, has opened a yard at National City, after disl posing of his interests in the other city.

COBURN BUYS L. A. YARD

Mr. H. R. Coburn, of Burbank, formerly interested in the Hudson-Bonney Lumber Company and iater in the Independent Lumber Company, has purchased the yard at Manchester and Vermont, Los Angeles and will operate it as the H. R. Coburn Lumber Yard.

Reese To Manage Oroville

Mr. Edgar Reese, an old resident of Oroville, has been appointed rnanager of the Sterling Lumber Company Yard, at that city.

Exclusive Sales Agents for Northern California

GERLINGEn r.uiiignR co.-RAIL

Portland, Oregot

METROPOLITAN REDWOOD CO.-RAIL

Maropolitan, California

NETTLETON LUMBER CO.--4ARGO

Seattle, Warhington

DEE NO\ry WITH W. \,tI. WILKINSON

Mr. M. J. Dee, formerly of Portland, Ore., as manager on the wesi coast for the Prendergast Lumber Company, is now with W. W. Wilkinson, Los Angeles, in charge of the new panel department.

They will ict as exclusive representatives, in Southern Califoinia, for the Morrill & Sturgepn Lumber Company of Portland, for their Grays Harbor Yellow Fir Panels and O. P. Doors.

"We enjoy your publication and congratulate you on the HIGH PITCH of development. We wish you another equally prosperous year.

Frank Plane.

E. K. Wood Lumber Co., Los Angeles.

J. A. EDGECUMBE IS PROUD FATHER

The arrival, on May 19th, of a fine girl baby is being celebrated in the home of Mt.J. A. Edgecumbe, of EdgecumbeNewham Company Ltd., of Vancouver, B. C.

E. J. DODGE CO. MAKE MANY TMPROVEMENTS AT THEIR MILL

The E. J. Dodge Company, Humboldt County Redw-ood manufacturers, have made many improvements at their mill and after a three months' shut-dorvn started operating on June 1O. The entire mill was retimbered, relocated all the-machinery, and also added three new machines to their mill equipment; a Resaw, Moulder, and Matcher. The new equipment was furnished by the Yates Machinery Company. In resuming their cutting operations, Charles Dodge ltates their policy will be to cttt in proportion to the Redwood demand.