JU]IIUS G. STIEAD GO.

Why Sell Redwood?

,1 NE of our good dealer frienils in a recent letter jokingly \rt remarked that from his standpoint onc of Redwoodtr big disadvantages is its permanence-its great durebility meker rephcements urmec€ssary. Nothing .short of a cyclonc will destroy Redwood. Fungus does not rot it and worrns and insects leavc it alone. It is a slow burner. Thoroughly painted, it looks well a long time. Even unpainte4 it still resists decay. A Redwood house needs little repairing. But this dealer keeps right on ordering Redwood. Hc finds that telling these sad facts about Redwood to his customers does not drive them away.

Sometimes he even ventures to remark that according to thc U, S. Government Report entitled "Physicd, Mcchanical atd Chemical Properties of Redzlood" there isn't any other wood, either soft or hard, that averages as high on dtrabili$, lach of shrinhage, strergth as a beom or Post, eosc of glueittg, u,orhabilit! and ability to "stay put."

(Continued from Page 36) building of your town, that you want your trade to have the sort of buildings that best suit their needs, and that you are equipped to supply them with such buildings, building materials, building ideas, building plans, and building assistance. Very well.

But all that worthy.effort on your part isn't going to do you a bit of good, unless the people you are desirous of serving are likewise acquainted with the facts.

No business man buys an adding machine just for the fun of owning one. He buys it for what it will DO for him. The more ways the adding machine man can show the business man for using the machirie to HIS advantage, the more adding machines the business man will buy.

The more ways of using building materials that you can show your trade, the more building materials they will buy. THAT'S what salesmanship IS. Not getting people to exchange their money for your goods, but interesting them in the USE of your goods to such an extent that they PURCHASE.

If people aren't buying from you TODAY in the quantity that they should, it is almost certainly because you failed on YESTERDAY to do sufficient work acquainting them with your ability to SERVE.

The more people you tell about your goods TODAY, the more goods they will buy TOMORROW.

The goods you have {or sale are to YOU just THINGS -just wood, and stone, etc.

But to the OTHER F-ELLO\A' they are something

MORE. They are SHELTER, COMFORT, BEAUTY, SATISFACTION, LUXURY, PROTECTION.

Stop thinking of your STOCK as such.

See in every board and plank and shingle a HOME for a family; a restful porch for the tired wife; a shelter for animals; a cover for crops; THEN OPEN THE EYES OF YOUR TRADE TO THIS VISION BY HELPING THEM TO SEE IT ALSO.

It doesn't make the slightest difference in the world HOW you do it, IF you do it. That's the only problem.

Your customer, who is your neighbor, wants to know at all times, WHAT YOU CAN DO FOR HIM in your own line of business. He will gratefully acknowledge your assistance, if you help him.

So it is your business to stop thinking that -vour place is to "supply the demand" for building materiats. That's a wood yard man's job.

Your duty is to ENERGIZE YOUR BUSINESS FOR YOUR TRADE'S SAKE.

JIM McDONALD RETURNS FROM NORTHWEST TRIP

Jim McDonald, McDonald Lumber Co., San Francisco, has returned from a two weeks' business trip to Portland and the Columbia River, where he was calling on the lumber mills. He states that building operations in the Northwest are active, and in the Portland District, found the mills there were having a very large local demand for lumber.

Your Friend the Local Newspaper

How would you like to go into the home of every wag.e €arner in your Lommunity,-Mr. Lumber Merchant, aqd^talk aii..tfy with him in his most p{yirte moments about YOUR business. YOUR stocks, YOUR service, YOUR prices, YOUR special proposition to HIM?

FINE? Weli, go and do it,-THROUGH YOUR FRIEND, THE LOCAL NEWSPAPER!

You are prone to think altogether too lightly of the opportunity which the columns of your local paper-always oDen to you at a reasonable rate per inch-extends to yqu' 'Th" ai.t.se lumber merchant looks upon the advertisinE spa& in *his paper as a costly commodity which he has to-w6rry his head about filling with attractive looking type' Not so. A case of bad Perspective.

The average dealer who entertains this.opinio.-n:. can sit down man tdman with one of his prospective building customers, and make a splendid presentation of his case to this man.

MAKE THE SAME PRESENTATION IN THE COLUMNS OF YOUR PAPER.

Don't worry about type. Tell your story, as t!ough you were giving it.to Mr' Consumer's private ear. You know what your equrpment and your ser-vice is. YOU have a building proposition that wouid be interesting to many men and women in your community. Put it into type, and give your uncortscious, passive prbspects, something to think about in the building line.

Your local newspaper is one of your very best friends, one of your strongest assets. Treat him as such.

USE HIM

The Price Of A Successful Vacation

Vacation time is at hand ! Soon you will be laying aside the cares of the office or the home and taking to the hills. The old outing suit will be unpacked and hung up to air, camp outfit, ro'd and gun will be-gone over -and put in repair. and the family "Lizzie" or "Rolls-Rough" will be well greased and the brakes tightened' All aboard for the mountains !

May you have a happy vacation! 89! don't-{orget that the friendly forests which supply you with delightful camping places, cool shade, good health and sport, expect yotl to bJtheir friend and protector, too. The price of a successful vacation is not the number of beautiful spots you visit in a summer, the trout you catch, or the rosy cheeks and good appetite you bring home. The real price is eternal iieitanie with fire,-camp fires, burning matches and to6acco,-so that those who follow you may also be able to enjoy the beauties of the mountains unmarred by clevastating flames.

LYMAN H. TAFT, JR., ON TRIP TO HUMBOLDT COUNTY

Lyman H. Taft, Jr., Hammond Lumber Co., Lgt 4q- *elei, stopped off in San Francisco recently to visit with iome of his lumbermen friends. He was on his way to Samoa to inspect the Redwood mill of the Hammond Lumber Co. He lvill return to Los Angeles about the middle of the month.

C. H. GRIFFIN ON SICK LIST

C. H. (Chuck) Griffin, of the Homer T. Hayward Lum-ber Co., Santa Cruz, has been confined to his home with an injured knee. He is reported to be convalescing nicely and hopes to be back on the job again soon. "Chuck" is General Manager of the several Homer T. Hayward Lumber Co. yards, in Northern California.