LurnberCo.

"Jock" A Lumber Jack

While seated in a Rotary meeting years ago, my friend James Savery, of Long Beach, California, told me a story.

Were you ever in a lumber camp in the Great Northwest -up in one of nature's nunneries-up where the sanctity of silence reigns-up where the deep snow rounds every stump and the hills and va'lleys look like ivory? Sometimes I think a Winter lumber camp offers a silence more 'musical than song-a silence more forceful than speech.

In the rvinter woods of a lumber camp each shivering stem is covered with crystals. The whole world seems shut out, and every man in the cam.p seems shut in-shut in the privacy of an uncharted domain.

Then there are what folks call the "lumber iacks." and these men are a ,queer lot; but you know that every human heart is human.

The gist of the story was told something like this: 'Jock," a lumber jack, was an im'provident, but industrious, round and ready. Not a man in the camp had a 'line on his personal history, but all seemed to feel that down deep in this man was a soul that stood raised to meet some great emergency.

One day, when the weather was cruel cold-one of those days that the sun turns its face away and the biting frost sends its silver arrow through a heavy s'weater-one day, 1 shalp ax struck a lumber jack's leg, slashed away the flesh for more than a foot and cut deep until it slivered the bone.

Soon the untarnished crystal carpet of snow was covered with the blood of the lumber jack. The lumber jack w'as just a boy-somebody's boy. He must be hurried to the hospital a hundred miles away

The accident meant that every man in camp must "chip and every man did "potry up" but "Jock."

"]ock" had no m6nev. 'He was-brokc "Jock' bod in"-that all must pay part of the expense at the hospital, ^-l ^..^--- *^^ ):a aa-^-^--,-,r, L ,' ttt t st money. He was broke, but he had rich red. blood. '|Jo9kl' had little sympathy to offer, but he had a body covered with healthy skin; and is the long sled started with the iniured bov. the tabernacle of trees ichoed these injured boy, tabernacle of trees ichoed these words of "Jock": "This ,lad can have what hide he wants J ---' from me and all the blood mv heart will spare."

Here we have from the frbzen Northwist a lesson thaL fulfills the ideal of human greatness.

(From "The Silent Partner")

California Product Wins Favor Far Afield

Locally the Hipolito Company is well known for the splendi4 screen doors and window screens they manufacture. Yet one would hardly expect to find their product enjoying a very active sale as far away as Dervei, Colorado. Evidence of this ii found in the ,May issue'of the Denver Jobber, in which the inside front cover was taken by McPhee and l\4cGinnity, building material jobbers of Denver, to advertise the Los Angeles-rnade Hipoiito Screen Doors for which they are distributors in Denver.

A small news item in itself, perhaps, but interesting to the lumber trade as pointing the way to future business dlvelop- ment. As has often been pointed out through these col. umns, lumber products are just as susceptible to advertising lnd modern merchandising methods as any other commodity, and the remarkable success of the Hipoiito Company in merchandising and advertising their screen doors is bnci again proof of this contention.

Wholesalers and jobbers of lumber products are rapidly realizing the truth of the oft repeated editorial comrneni, and McPhee and McGinnity of Denver are to be congratulated on their forward and progressive step.

Some Suggestions for Selling

Put yourself in the place of the prospect and extend to him the welcome, the encouragement, and the information that you would wish for were you in his place, and he in your place.

Forget anxiety to sell.

Remember that people buy only from selfish motives.

Determine what selfish motives would prompt the purchase of YOUR goods by THIS man.

Emphasize the features of the that would satisfy these motives.

Do it promptly, cheerfully, and goods you have to offer courteously.