The California Lumber Merchant - July 1925

Texas and Calif ornia

During the past lB months Texas has developed faster than any other State in the Union as a consumer of California lumber products and is still growing.

For Inforrrration \\-rite

Steady, consistent derna,nd

Creo-Dipt Stained Shingles-cut from the finest straight grained cedar-are made to last a lifetime-impregnated with preservatives-and stained with lasting colors. And there is a steady Creo-Dipt demand, built on quality and stimulated by national advertising. Three standard colors will meet most of your requirements16-inch, 18-inch, and 24-inch lengths.

COMPANY, Inc.

OUR A.DVERTISERS

J. E. MARTTN Mlr. Su Freacirco Officc

W. T. BLACK Mlr. Portlerd Officc

THE CALIFOR}.IIA

JackDionne.fublishu

lncmoreted under ttc lewr of Californil

J. C. Dimc, Prcr. rnd Trce;; Phll B. Hart' Vie-Prur.i J. E. Mertin' Sccy. hbltrhod th. l3t and l5th ol cach nonth rt 30r-e cENTRAL BUTLDTNG Los ANGELES, cAL. TELEPHoNE vAndilc GG -'--' - gntd.d u Sciond-cleri Ertter Scrtt Db& A, Vi2, rt tb. Po.tof6c. lt Lor Ar3clcr, Cditordr, udd Act of Mrych t' lAli

Subrcription Pricc, f2.lX) pcr Ycer Singlc Copicr, 25 ccatr cech.

LOS ANGELES, CAL., JULY 15, 1925

How Lumber Looks

Lumber lookr better ttan it did two weekr ago dl over the ctate of California.

Our report from San Francirco on the Douglar F-ir srtua' tion rayri "The volurne of cargo businegs is c4. The rail dernand b fair. Pricet are getting a little better and mills are quoting ebout a dollar hrgher pricee. There has been rome curtailment in the logging oamp!' and many of the camps will carry on thir curtailment ttis eearon on aGcount of fire hazard. Retail stockt of Fir in the Sacrarnento and San Joaquin Valleys are reported low."

Concerning Redwood, our San Francirco report sayl: "The dernand continues fair end not much change during tte past two weekr. For the firut 6 monttr in 1925 ttre demand in Northern California, Eartern market!' and foreign marketr, har rhown an increere over the same period of 1924. The dernand for the first rix rnonttr of 1925 in Southern California territory, har been below tte level of t924."

Concening White and Swar Pine thir rame report rayl: "Merket har rhown no change in the past two weekr. De' mand continuee fair."

SOT,'THERN CALIFORNI^A.

Busines ir a whole lot better in the wholesale lumber rmrket todey than it wa^r two weekr ago. Whil€ t[ere har bcar no definite booat in lumber pricec, tte bade ir today paylns tle price of two weekr ago willing:lyr while two weekr ago they were fighting iL The volume of burincee ir tm' doubtedty increaring in Southern Cdifomia. This ir evi' dcnced by the fact that while Jtrne aaw m(xe lumber landed at the Southenr California dockt than during any previous rnontft of thir year, yet the dockr are much lower in lumber rtocke ttran trtrey were a montt ago, and the tone of the wholeaale rnarket ha.r unquertionably improved.

Buyerr afe not rruhing in to place their ordere promircuously, mind you. There asema to be no speculrtive boyittg in local territory. EverSrone ir buying for hir immediate needr, and watching tte market clorely.

But from the north come! reportr of a rtrong demand, a betts price, and improrred prorpects for the re* of tte turnmef.

Advcttiring Rrtcr on Applicrtiol

From Souttett Pine territory comes the same newr. Production of Souttenr Pine ir ver5r low, and ceemt likely to remfi that way t[rough the rurnmer, md the fact that orderr are greater in volume than production, alwaye tenrdr to etrengthen buying.

The general lumber situation is far better than it wa! a month ago. The Lumber Merchant belierree that thirty dayr from today it will be much better than it ir today. The general market will strengthen between now and September first, rurleas all signr fait, and the California merket must ctrengthen with it. Perhaps nothing dynamic, but a great improvement over the rpring and early rummer. It lookr like a cinch from the road.

SOUTHERN CALIFORNIA FIGURES

Water shipmentr of lumber to the docks of Southern California for tlre firrt rix months of tte year ending Jrme 30th, 1925, totdled 755,84O,mO feeg which ir rlightly under the figurec of 786,66O(XX) feet, last yea/s totdr for thir rame period.

There wra a heary ehrinkage of Redwood volume thir year, tte totalr being 59'675r(XX) feet for the furt rix monthr of 1925, ar compard with 1(X'235'O0O for tte firrt rix monthe ofr 1924.

Douglar Fir, however, increa"red in volume thir year over lart, the Fir totab for the first rix rnonthr of 1924 being 682,425,(XX) fe€t, and rtie year 696165,fi)O feet.

Jrme wer the biggert month ro far thie year in watcf receiptr, with a total of 146r125rqx) fecil Here are ttc monthly figrnec for the year so far: Januety' 121r48o'0fi); February, 97,38O,(X)O; March, 129'235'q)O; April' 131'955,(X)O; May, 129,675,fl)0; June, 146125,(XD; and thc firrt eight dayr of July totalled 26'65O'qX) feet' e good start on anotter big month.

In conridering market conditionr at preeent tte fact thbt June was the biggect montt of the year in lumber receiptq yet during that time that amount of lumber wer rernoved from the dockr in addition to a Large previous accumulation, rhowc that the demand har been more crediteble ttan many people have given it credit for being.

FHIL B. HARTu1!.eattor Advcrtirin3

"The Wooden Buildings Stood"

Bg Jacft Dionne

This is NOT a knock for anv building material.

It is simply a truth-telling boost for that grand old building material-WoOD.

A few days since, the worst earthquake the Pacific Coast has known since San Francisco was shaken to its foundations years ago, struck the beautiful city of Santa Barbara.

Only those who have been there to see can imagine the tremendous damage done that city. The downtown section was wrecked. The big buildings were smashed and shaken asunder and many lives were lost beneath flying bricks and falling walls.

But every message of eye-witnesses from Santa Barbara, during the quake time and since, has told the same story:

"TrrE wooDEN BUTLDINGS STOOD THE QUAKE SPLENDTDLY. MANY PEOPLE LIVING IN WOODEN HOMES SLEPT RIGHT THROUGH THE DIS. ASTER WITHOUT WAKING. THE ONLY DAMAGE TO WOODEN HOMES WAS CRUMBLING AND FALLING CHIMNEYS.''

It was the "permanent" type of buildings that were smashed, and cracked, and crumbled at Santa Barbara. The wooden homes, even those lightly and simply constructed, were little, if any, damaged by the quake.

The San Francisco Bulletin, in an editorial of July lst, remarks that builders seem to learn very little about construction from experience with earthquakes, and that "they continue putting one brick on another to convenient height and laying floor joists across them exactly as their predecessors did in Sodom and Gomorrah, and Nineveh and Tyre, and Memphis and Thebes and Li'sbon."

And when the quake comes along they fall down. The remains of scores of brick buildings in Santa Barbara proves one thing conclusively; that the builders were certainly not thinking of earthquakes when they built them. Walls that fall off clean, leaving the rest of the building standing would hardly come under the head of good building.

Yet there are hundreds of cheaply constructed light frame houses in Santa Barbara that were damaged not at all by the quake that tore down these big buildings-for such is the nature of wood. It will bend without breaking, and released from stress and strain, will go back to its exact former shape and usefulness.

The writer has seen-during a tropical hurricane from the Gulf-a beautiful home cut and scarred in a thousand places by heavy, sharp edged sldte shingles blown from the roof of the home next door, every one being a cannon-ball missle, while adjacent houses with wooden shingle roofs were damaged not a penny, either to themselves or their neighbors. A well nailed shingle roof will suffer little or no damage from a hurricane, while heavy slate and tile will be ripped off.

Here is an excellent opportunity for the lumber merchants of California to give their trade good building advice, based on the experiences of the Santa Barbara disaster. Remind your trade of the fact that the wooden buildings stood the test in that stricken city, and that wooden homes are mighty good places to be when the subterranean forces that dwell beneath the surface of the earth begin "cutting up."

Elsewhere in this issue will be found a reprint in full of the editorial in the San Francisco Bulletin, previously referred to. It is filled with good sense, and some very excellent practical building advice, and will stand close reading. JC#€:l-r€:rC==::r€#€#C:r€:t*9€=::=#C::9C:

June Hoo Hoo Meeting at San Die$o

This Shows the San Diego Hoo Hoo Gang that made mbrry on June 25th

Swar Plne, White Pine, White Cedar, Spmce, Hardwood Flooring

EVERYTHING IN HARDWOODS

Our battery of modern Ldlns, opented under the directio4 of an experienped -kiln engineer, asrureE our trade of a complete stock of correcdy seasoned hardwoo& to meet the climatic conditions of Southern California.

ON THE FAMOUS WHITNEY FIR FRAME

SIGNIFIESALLTHAT IS BEST

DOOR, CELLAR

MY FAVORITE STORIES

By lack Dionne

AEe not guaranteed-Some I have told

Ior

2o years-some less.

This Boy Really Was a Mathematician

A story that was one of the hits of the recent convention of the advertising men and women of the world that met at Houston, was told by U. S. Senator Morris Sheppard, of Texas, and belongs in everyone's story collection.

A farmer's boy turned up who was one of these mathemathical geniuses of the character that appears now and then, who could do things instantly that wire past understanding. He could add a huge row of figures at a glance, and do many other things that bordered on the psychic. People came from far and near to see him perform, and he was always glad to entertain and mystify them.

One day he had done many wonderful things for some important visitors, and they were extravagant in their admiration and wonder at this thing that was so plainly a gift and inspiration. After a while the boy's father re-

marked that the stunt the boy did that in his judgment far surpassed any of the blackboard and other mathematical tricks, wa6 to instantly count a great flock of sheep in a field, at one glance.

The visitors expressed their amazement that even this wonderful youth could perform such a miracle, so his father agreed to show thern. They counted a great fock of sheep, then called the boy, and at a single glance he said: .,There are one thousand, eight hundred, and forty-three sheep." Which was the correct number.

Then one of the visitors, extravagant in his admiration, asked the boy if he could possibly explain how, at a glance at this field filled with moving sheep he arrived at the exact number. The boy said that he COULD explain it. "Please do so," said the visitor.

"f count their feet and divide by four," replied the marvel.

SUDDE]I SERUIGE

DON'T HURT WOOD HOMES

We suggest to the California retail lumber trade that they talk wooden homes and buildings now as never before, because it has been demonstrated that wooden buildings are safe things to build and occupy in California.

We are wood specialists!

REDWOOD ASSOCIATION START NEWSPAPER ADVERTISING CAMPAIGN

R. F. Hammatt, Secretary-Lanager of the California Redwood Association, announces that starting July 1 the Association rvill conduct an advertising campaign in the following papers in the State:-San Diego Union-Tribune, San Diego Sun, San Bernardino Sun and Telegraph, Sacramento Bee, and San Jose Mercury-Herald. The advertisements carry photographs of attractive homes and floor plans, together with other valuable information regarding Redwood. Mr. Hammatt states this campaign rvill run for forty weeks and the purpose of the campaign is to increase business for the retail lumber dealers.

S. E. STADE IUIIBER C(}.

Establirhed IEES

SHINGLES ffi

SHINGI.ES

'Tcrrn WorL with the Rctril Lunbcr Dcrlcr'

QUATITY COMMONS AND CTEARS

Lor Algclcr Officc Ezt I. N. Van Nuyr Blds.

TeL MEtro. O845

Northcrn Officc San Francirco Officc Abcrdccn, 26ll Californir St. Werh.

Tel. Kearney 111O

We Specialize

Wcll urortcd rtocLr rt our Lor Algclcr yrrd or dlrrct crrlord rhip- ncntr fron mill. OGcr end Yard

LOGGING CAMPS CLOSE 10 DAYS

MILL CITY, Ore., July 2 (Special).-The logging camps of the Hammond Lumber company, located at Mill City and Larson, closed down June 30 for ten days to give their employes a chance to celebrate July ,1. The mill at Mill City closed July 2 for a like period.

PORTLAND'S PERMITS FOR SIX MONTHS

$24,815,615

PORTLAND, Ore., July 10.-Building permits for June here totaled $4,696,830, a figure rvhich surpassed all previous records. Permits for the six months ended June 30 amounted to $24,815,615 as against $17,781,7N for the corresponding six months of. 1924.

Metnber Mills:

Albion Lumber Company

Caspar Lumber Company

Dolbeer & Carson Lumber Co.

Glen Blair Redwood Co.

Hammond Lumber Company

J. R. Hanify Company

Hobbs, Wall & Company

Holmes Eureka Lumber Co,

Little River Redwood Co.

Mendocino Lumber Co.

Northwestern Redwood Co.

Redwood Manufacturers Co.

The Paciflc Lumber Co.

Union Lumber Company

W. G. BYRNE. Architect

What Dealers Say of "Redwood Home Plans"

Profit by this service by using it.

The response rvhich the new book, "Redwood Home Plans by California Architects," is meeting among' retail lumber dealers everyrvhere is most gratifying.

Here is one typical letter, recently received: "Also enclosed, firrd our cheque for supply of your illustrated booklet, "Redwood Horne Plans." We are glad to see the Redrvood Association take this step in reference to getting out a catalog of that type."

Another dealer writes:

"We are in receipt of your letter referring to "Redwood Home Plans" booklet. We u'ould be pleased if you would print our name on 1,000 of these booklets and we rvill try to distribute them among the Contractors and nen' hor.ne Builders."

The book contains 22 designs for all-rvood hornes-all are by certified California Architects and all are thns architecturally meritorious. Home builders are being stimulated to build all-wood homes. IJnless you are using this book, you are losing business that you ought to have. Every design in the book r.nay be built from the complete plans and specifications which lve rvill furnish promptly at a nominal cost.

Use Redwoo d."it la,sts"

Barr's Modern Plant at Santa Ana

Attractiveness t

This is the outstandins characteristic of the splendid retail lumber "plant" of The Barr Lumber Company, at Santa Ana, California.

Of course it is practical, efficient, etc., as well, but the principal difference between this interesting institution and most retail lumber institutions-even most of those of the better sort-is the successful effort that has been made here to catch the eye, please the sight, and interest the passer-by by reason of the general sightliness of the place.

Like a good-looking'woman, and in the parlance of the street, the Santa Ana plant of The Barr Lumber Company is "easy to look at."

It has been thoroughly described in these columns before, so this is in no sense a detailed write-up; merely a presentation of this good-looking picture of the plant-the

first that has been taken since its entire completion-with a few words of commendation.

When Mr. Barr took over this yard, the building on the left was the office. Now it is strictly a display building, every room being interesting and beautifully equipped to show the home shopper new ideas in built-in features for all parts of the home, living room, dining room, bathroom, and kitchen. It is here that they show you how your building material will look when it is made into building things.

The central office is new, two years old, and a beautiful thing, the interior being even better looking than the exterior, and here, also, in wood finishing of various sorts, coloring, etc., they show their trade how building material may be attractively used.

The sheds, the yard, the fences, the gates, are all in keeping with the offices, architecturally excellent, and dohe in fine paint.

One of the most attractive retail lumber plants in America is this Santa Ana plant.

SOUTHERN CAPITAL

Many southern lumber capitalists, their tirnber exhausted, or nearly so, are tuflting west for their future supply of trees. I arn in touch with several such parties. If you have sorrrething really good to sell write rne.

Pionee

A roof must be more than fire resistant to be safe. The beating sun, extreme cold, heavy rains and winds are also constantly threatening the safety of the structure it must protect.

Pioneer Yosemite Rock Surfaced Shingles are endorsed by the National Board of Fire Underwriters but flawless fire resistance is only a part of their function.

The impregnability of crushed stone, laid on asphalt-coated felt, makes them | 00/o efficient ! They prevent the leakage that loosens and spoils plastered walls and ceilinp-1lsy eliminate the damp seepage that slowly warps and rots the very framework of the structure and they protect mansion and cottage alike. There is a specified type and design for every kind of roof. It took more than thirty years of cqnstant experimentation to perfect Pioneer Yosemite Rock Surfaced Shingle-they are a proven product.

All lumber, building material and hardware dealers sell them in beautiful shades of red, green, blue black, golden brown, and in the new Nile, Copper, Autumn and Multi-color Blende.

For re-roo6ng, Pioneer Yosemite Rock Surfaced Shingles ean be sold on easy time payments. Inquire about our plan for financing your prospects.

Pioneer Paper Co., Inc.

Ertablirhcd lEE8

Pionccr Menufacturcr a Complctc Lilc of Roofingr and Building Papcn

SHINGIES

Loe Angclcr Portland Sen Francirco Scattlc

UP SON AND AT 'EM !

Three Simple and Easy Ways to Increase Sales on Upson Board

(From "The Lfpsotrizer," Upson Company's Magazine.)

Make friends of the school children in your torvn. They are your future customers. It won't be long before they become the home owners and businessmen of your community. More than that-if the kids are friendly rvith you, the "grown-up" folks will be too.

Why not give Upson carpenter aprons to the boys in the manual training classes ? Or you might try Upson pencils, and sticks for kites make a big hit with the younger boys.

One wide-awake Upson Selling Associate made up some panels showing the different kinds of wood and their appearance-both finished and unfinished. He put his name on these and distributed them among the various schools for use in the manual fraining classes.

Another Upsonite donated prizes among the various schools for the best pieces of rvork made out of lumber supplied by him.

This not only creates good rvill, but opens up a new field for the sale of lumber.

Run some short advertisements in the classified columns. These could take the follorving formHOME OWNERS-Look up at your ceilings ! Is the plaster cracked or loose ? This is not only unsightly but actually dangerous. Make them new again with Upson

Board. Phone us at. for an estimate Zip Lumber Company.

Here is another WALLBOARD-Thinking of repairing those cracked, unsightly, dangerous plaster walls and ceilings ? Use Upson Board-nearly twice as strong as ordinary wallboards -fire-resistingwaterproofedan excellent insulator. Phone us at. .. ..for an estimate.

Pepper Lumber-Creators of Homes.

Such ads as these have proved to be very profitable and effective business getters for lumber dealers who follow up the replies.

Take an hour each day to make a personal survey of all buildings in your community which have remodeling possibilities. Obtain the names and addresses of the owners.

If investigation proves that the owner is financially able to consider remodeling, you can take a snapshot of the building. Then you can "tie in" one of your good contractors artd have him make up preliminary remodeling sketches.

After preparing rough cost estimates, you can go to your prospect with an intelligent sales canvass.

If only a small percentage of the homes were remodeled that need it, it would mean big business for you.

Why not push remodeling and. repair jobs in your section, if new building is quiet? Hundreds of dealers are now going after this type of work-are planting seeds that will mean a big harvest a year or two from now, when abnormal nerv building programs slacken off.

Exclusive Sales Agents for Northern California

GERLINGER TUNTSE,N CO._RAIL

Portland, Oregon

METROPOLITAN REDWOOD CO.-RAIL

Metropolitan, Califorth

NETTLETON LUMBER CO.--{ARGO

Seattle, Warhington

Here are shown forty million made of siding, 6nish, battens, feet of air-dried Redwood uppers from which immediate shipment can be mouldings, columns, etc,

Frencirco Ofice

Hobert Building

embers Coliforttia Redanod Association

ATTRACTIVE RETAIL LUMBER EXHIBIT AT CLOVERDALE CITRUS FAIR

One of the very interesting and attractive exhibits that caused much favorable comment at the recent Citrus Fair at Cloverdale, California, was that of the A. F. Stevens Lumber Compan1., rvhich operates yards at Healdsburg and Cloverdale. The exhibit is shorvn herervith photo-

l|lu0l{ LUMBER C0.

Mcmbcrr Californie Rcdwood Arociation

Adequrtc rtoragc rtocLr at San Pcdro, for your tradc.

MTLLS

Fort Bragg' C.lif.

LOS ANGELES

Lanc Mortgegc Bldg. PLone TRinity x2t2

SAN FRANCISCO

Crockcr Bldg. Phonc Suttcr 6170

WHITE CEDAR

graphically. Note the fact that they stress free plans rvith the building material, rvhich is an excellent 'n'ay to advertise. "The plan" is the thing that sells most homes, even more than just the desire for a home.

X{r. A. F. Stevens is the progressive ancl active head of his orvn concern, and there is associated l'ith hirn in the business his tvi'o ,qons Rttss and Stevens.

THOMAS WORK, JR., WINNER AT CHICAGO INTERCOLLEGIATE MEET

Thomas Work, Jr.. son of Thomas Work of the Thomas Work Lumber Co., I\'Ionterey, was the r'vinner of the high jump at the National Intercollegiate Meet recently held at ,Chicago, in which all the crack college athletes of the country competed. He represented Stanford at the meet aud carried off first honors irr the high jump t'ith a jurnp of 6 ft. 5 in.

E. T. ROBIE ATTENDS ANNUAL ROTARY CONVENTION

E. T. Robie. Aut-.urr.r Lutnber Co,, Anburn, was among the Californian lumbertnen rvho attended the Rotary Convention held at Cievelancl. Nfr. Robie tas recently elected President of the Auburn Rotary Club. NIrs. Robie accompanied him on the trip.

Stocks on Hand at LOS ANGELES

50,000 ft. lx4 to 12 Clcar A. D.

53,lxt0 a1

r5,m0 s/4

30,fit0 6/1

40,000 8/4

Shop "

a),000 Mldg. Stock "

fl),lXl0 l" Com. "

50,000 lYt" " u

25,000 tfl " "

40,fn0 2,, ') "

OAKLAND

75,000 ft. lx4 to lxl6 Clear A. D.

5,000 tt4,,

5,000 lrl"

3,000 2,,

20,000 4/4

10,000 E/4,'

Shop Com.

Inquiries

"The Wooil ol Ages"

Dick Hammatt Personally Attended Santa Barbara Quake

'Wise men have sagely remarked that the successes of men don't "just happen." They are the result of deliberate and intelligent effort, vision, courage, sticktoitiveness, ambition, etc.

The success of the California Redwood Manufacturers' Association is due as much to the personnel of the organization as to the magnificent qualities of the wood they produce. This was never better exemplified than during the recent earthquake at Santa Barbara.

Dick Hammatt, the genial yet studious Secretary of the Redwood Association, is one of these fellows who believes in personal and close range investigation of interesting subjects. Hearsay doesn't mean much in Dick's young life. He doesn't like to take the other fellow's word for things. He likes to see for himself.

So, when Santa Barbara pulled ofi her very dramatic as well as tragic shiver recenfly, the first official lumber investigator on the ground was Dick Hammatt himself. He rcalized,, of course, that such a quake would furnish a splendid practical test of the building qualifications of Redrvood -as well as of competitive materials.

He knew that "Redwood Resists Rot,,, but what he wanted to find out was, does Redwood Resist Earthquakes. Dick

is one of those fellows who is always prompt, always punctual. There was ho use gettins there ahead of time, and worrying around waiting for the thing to happen. To get there just exactly on time was his scheme.

So he rolled into Santa Barbara on "The Padre" just as the big rumble started. He had accomplished his purpose. He was the first lumber investigator on the job. He was in on the ground floor. Redwood first, was his slogan.

Being an honest man, he admits that there were moments in the early part of the affair when he was inclined to regret his venture, the flesh being weak, even though the spirit IS strong.

But there he was, right on the ground, an eye, ear and nerve witness of the big shake-up, and in splendid position 'to testify to the fact that wood stood the earthquake strain, and to add to the various slogans of his organization"Redrvood Resists Rocking."

He claims he had some old and formerly mighty good maxims knocked clean out of his vocabulary, however, such as "Solid as the Earth," "Terra Firma," "Hard as Rock," etc. However, they didn't use these in Redwood advertising anyway, so there was no immediate business loss.

We hear many claims made since the quake, of who was first to do this, and first to do that. Let it be blazened big in the lumber records, and without fear of successful contradiction, that Dick Hammatt was the first lumber investigator at Santa Barbara. He timed it to a minute.

Black Cat Doings

SPOKANE COMMITTEE MAKING ELABORATE ARRANGEMENTS FOR HOO-HOO ANNUAL

The committee in charge of arrangements for the 34th Annual at Spokane, September 14, 15 and 16, are certainly sparing no efforts or expense in preparing for one of the most elaborate, interesting and instructive programs ever featured in the history of Hoo-Hoo.

Spokane is featuring this Annual as the biggest lumber party yet, the advantage of the reduced railroad rates, the opportunity to enjoy your summer vacation in the cool Northwest, to see the big saw mills operate, and they extend a most urgent and cordial invitation to all members and lumbermen to bring their wives, daughters, mothers and sweethearts.

HOO-HOO CLUB NO. 9 TO HOLD PICNIC AT KENDALL DELL

Fred Roth, General Chairman of the Hoo-Hoo Club No. 9 Picnic, announces that arrangements for the picnic are well under way and that a large crowd is going to attend. The date is August 16. The picnic will be held at Kendall Dell, an ideal private picnic and camping grounds located on Permanenta Creek, near Los Gatos. The day will be devoted to sport events, baseball, dancing and other special attractions. A detailed announcement will be made at a later date.

BILSAM WooL

THE PERFECT HOUSE INSUTATION

A "IOOVy Sanitary" Product

Balsam Wool is made from pure WOOD fibres cemented together and packed between two layers of tough asphalt-coated Kraft paper. In the process of manufacture it is rendered fire resistant and distasteful to rats, mice and vermincontains no animal matterwill not absorb water and has no odor under any conditions.

Dirtributed by

Member Builders' Erchange of Los Angeles

Main Oftce and Service Dept. 48fi) \Yeet Pico Blvd. - Phoue EMpire 9181

Lo An3olcr

, WINFIELD SCOTT ADDRESSES HOO.HOO CLUB NO. 9

Winfield Scott, promotion agent of the Western Pacific Railroad, was the speaker at the Hoo-Hoo Club No. 9 luncheon, held at the Palace Hotel on June 25. His subject was "Spending a Vacation." Mr. Scott's talk was beautifully illustrated with slide pictures, showing scenes along the Feather River Canyon, High Sierras and Redwood Region of Humboldt County.

Fred Holmes, Holmes-Eureka Lumber Co., was the chairman of the day. Misses White and Inglis entertained the club with an excellent musical entertainment.

President Rod Hendrickson presided over the business session of the meeting. J. E. Martin, chairman of the Dance Committee, made a report on the Dinner Dance to be held at the Palace Hotel on June 27. Fred Roth, chairman of the Picnic Committee, made an announcement regarding the picnic that will be held on August 16 at Kendall Dell.

Harry Gaetzen will act as chairman of the day at the first meeting in July, while Fred Burgers will have charge of the meeting to be held on July 23.

HOO-HOO CLUB NO. 9 DINNER DANCE LARGELY AT'TENDED

The annual Dinner Dance of Hoo-Hoo Club No. 9 was held at the Palace Hotel, San Francisco, on Saturday evening, June 27. During the dinner hour, there lvas an excellent entertainment given by professional entertainers. J. Walter Kelly, Vicegerent Snark of the Bay District, made a short talk and spoke on the Hoo-Hoo activities in the Bay District during the past year. Rod Hendrickson, President of Hoo-Hoo Club No. 9, also made a few remarks, and together with the assistance of Pete McNevin and Kenneth Smith, they pulled off a comedy skit that was greatly enjoyed. Over 100 attended that party and dancing continued until midnight. The Dance Committee included: J. E. Martin, Chairman; Theodore Lerch; J. C. McCabe, Homer Maris, Harry Carter, C. C. Stibich, Hugh W. Hogan, Milton Hendrickson, Nils Quist, Al Nolan, G. 'W. Fraser, and Reg. Smith.

SAN DIEGO LUMBERMEN FORMED ENTIRE BATTERY ON JULY FOURTH

Edgar B. Culnan of Chas. R. McCormi;k & Company sends us the following very fine facts concerning the lumbermen of San Diego:

"It may be of sufficient interest to be worth publishing in your excellent publication to advise the lumber world that San Diego Lumbermen are strictly 100 per centers in matters of patriotism as well as in things pertaining to the merchandising of lumber.

On July 4th, National Defense Day, the writer being Captain of Battery F, 347th Field Artillery, it was necessary to recruit the outfit on paper to full strength, 136 men. Naturally we looked to our friends down there for assistance and they all responded very heartily. In consequence we had a Lumbermen's Battery. Quite a unique thing, at that, a whole fighting outfit of artillery made up of fighting lumbermen, for if a lumberman can't fight, then there is no such thing as a fighter."

"The Wooil Insulation Worth lts Weight in Wool"

CHAS. B. PORTER WILL SPECIALIZE IN McCORMICK FIR PRODUCTS IN TEXAS AND OKLAHOMA

For the past year Chas. R. I\{cCormick & Company of San Francisco, have had an arrangement whereby the Boykin Lumber Company, of Houston, Texas, handle their Fir timber and lumber sales in Texas territory.

The Boykin Lumber Cornpany, one of the best and strongest wholesale concerlts in the South rvho still produce and sell large quantities of long leaf Sorrthern Pine, announce that they are going to intensify on their Fir sales from now on, and for that purpose har.e appointed as their special Fir Department l\Ianager 1\[r. Chas B. Porter, of Houston. Mr. Porter has been rvholesaling Fir timbers in Texas and Oklahoma for the past ttvo years, previous to rvhich time he tvas one of the best knorvn railroad purchasing agents in the Southrvest for many years. During the lvar he rvas Purchasing Agent for tlventy-trvo railroads in Texas.

Mr. Porter will devote his energies to selling both the untreated and the creosoted products of Chas. R. McCormick & Company from norv on in Southr.vestern territory.

J. E. HIGGTNS LUMBER CO. PURCHASE NIEHAUS LUMBER CO. STOCKS

J. E. Higgins, Jr., manager of the Higgins Lumber Co., hardrvood dealers of San F'rancisco, announces that his company recently purchased the entire hardr,vood stocks of the Edrv. F. Niehaus Lumber Co. of San Francisco, r.ho \\'ere one of the pioneer hardwocld dealers in the Bay District. The purchase included about one half million feet of Hardr'vood Lumlter. The Edrv. F. Niehaus Lumber Co. retired from business on Tune 30.

ALLAN TURNER SPENDS A FEW DAYS IN SAN FRANCISCO

Allan Turner of Portland. formerlv of San Francisco. was a recent San Francisco visitor rrrher" he spent a ferv days calling on his many lumbeimen friends. Allan is norv in the Portland office of the Gerlinger Lumlter Co. lvhere he is acting as Sales Manager. While in San Francisco, he rvas a caller at the offices of the I. XI. Huddart Lumber Co., rvho are the Northern Califoinia representatives of the Gerlinger Lurnber Co.

HENDRICKSON LUMBER COMPANY

Wholerale

Telephonec

ll2 Market Strca

Sutter 387-398 San Francicco

Cergo and Car Shippers. Fir and Redwood

Your Inquiriee Solicitcd

"THIs is the highest quality of California Pine. It's a combination of No. L Clear andNo. 2 Clear

7\o defeils "No.l Clearispracticallyfreefrom u n n j. i i tt s. defects on the face side, in widths up r - to 13 inches. 'S7'ider widths will allow some small defects, and the wider the piece the larger andmore numerous the defects permitted. No defefls " No. 2 Clear is also practically nrdei tO ins. free from defects on the face side in widths under 10 inches. A piece 10 inches wide mav have one or rwo small defectt. At widths increase, larget defects are permitted, but in no case shouldapiece containaknot larger than one-and-one-half inches in diameter. A split in the end, not longer than the width of the piece, is allowable in this grade--,.

Sizes

"As for size, this is the most attractive lumber you evef had in your yard.

'W"%r says

Clear'7"

"It comes in all thicknesses from 414 to L6l4 and dressed sizes are extra standard.

"All widths ate 8 inches and uP, with many pieces 18 inches and wider. The average is well over 12.

"Lengths are L0 feet and longer, and beter than 50 per cent will be t6 ft. Five per cent of8 and 9 foot lengths is permitted.

Uses

"This is the lumber you should carry in stock for the highest class finishing work and for industrial trade. \fhat you don't sell for interior finish, cornices and cabinet work, the nearby factories will buy for patterns, drafting boards and other special uses."

More information about No.1 and 2 Clear will be found on pages 7l-7 4 of our grading rules. If you haven't received your copy, write "Cal" Pine for it

"\f/hat do I mean by 'No.LLrtdz

California S7hite and Sugar Pine Manufacturers Association

Chas. R. McCormick & Company Put F'irst Relief Lumber Boat Into Santa Barbara

Chas. R. McCormick & Company made a splendid rec_ ord for themselves in their immediate and effective efforts to furnish Santa Barbara with the lumber supplies she needed, immediately following the earthquake.

Mr. Ed. Houghton of the Los Angeles office got into Santa Barbara on Tuesday morning, immediately following the quakes of Monday, and was probably the first lumber salesman to arrive on the job there.

Ife co-operated with the dealers of the city in discover_ ing some of their immediate needs, and on Wednesday morning, just 48 hours after the disaster, the McCormick steamer "Silverado" landed at the docks in Santa Barbara with 250,000 feet of special orders of lumber and timber needed for immediate service. It will be readily understood that the situation in Santa Barbara created a need for many items of timbers that are not ordinarily carried in retail lumber stocks, and it was of this sort of material that the load of the "Silverado" .was made up.

She was the first lumber laden ship to arrive in the stricken city after the quake. Mr. Houghton phoned the orders in to the office in San Francisco, and the arrangements were made by phone from that city on Tuesday afternoon, and that .same afternoon and evening the quarter of a million feet of stock was loaded on the ship at the Wilmington docks of Chas. R. McCormick & Company, arriving at Santa Barbara Wednesday morning.

The firm may well be proud of their service giving feat.

DAMAGE TO LUMBER YARDS IN SANTA BARBARA

There are four lumber yards in Santa Barbara. the Santa Barbara Lumber Company, Boyd Lumber & Mill Company, Ambrose Lumber Company and Union Mill & Lumb,er Company.

According to definite reports, all four of these firms suffered about the same sort and amount of damage.

The quake knocked down the lumber racks wherein the lumber was stacked on end, throwing it about in wild array, and the piles in the sheds werJ swashed about so that the sheds were all very badly damaged.

The rebuilding of the sheds was necessitated. and in some cases there was damage to the stocks by water, and by oil.

Fortunately the mill departments at each yard were rvell constructed and stood. the jar, so that they were able to resum€- operations again as soon as the power was turned on, which helped a_great deal in supplying the immediate demand for materials.

Fortunately also, all the yards in Santa Barbara were well stocked with lumber when the quake came, and they have taken good care of the lumber needs. A number of ships soon arrived at Santa Barbara with materials. and there has been lumber in plenty to meet all demands.

C. H. B_oyd of the Santa Barbara Lumber Companv advises the Lumber Merchant that the total loss to the four lumber firms in Santa Barbara will amount to betu.een $0,mO and $40,000.

Econornv

Long-Bell trade-marhed Oah Floori,ng

TN LAYING oak flooring the cost of labor is an important item. Mr. ll \[/"11".. Fritz, general contractor, Reading, Penn., says, "LJsing Long Bell oak flooring, a considerable saving in dollars and cents accrues because the contractor can save time in laying. Long-Bell oak flooring is so uniformly graded that the {loor-layer can take the pieces just as they come.

"By comparison," Mr. Fritz continues, "longBelloak flooring comes with a remarkably smooth face and is entirely free from knife marks. This saves a great deal of labor in scraping and finishing the floor after it is laid. t'Further, this flooring, given a reasonable amount of attention, will be good for a lifetime."

Asl Tour Retail Lumber Dealer for Long-Bell trade-rnailed Oal Flooring THE LONG,BE.LL LUMBER COMPANY

R. A. Long'Building Lumbermen Since 1875 Kansas City, Missouri

The "Stick-Em-ff-You-Can" Method of Selling Building Materials

The lumberman who sells on a sliding scale of prices ranging from what his list shows down to what he can get, may think he is doing a legitimate business, but if he does he hasn't looked himself over thoroughly.

For he is simply skinning his friends when they are willing to pay the list price, and making a monkey of his own business.

Suppose you were a hat salesman,'going out on the road for a new hat concern.

You had your samples all packed and were ready for the trip.

In your pocket was a printed price list showing the price on each style in your trunks

You had been selling hats for years and had some good friends in the retail hat business that you were anxious to call on in order that you might show them your new line.

You went in to bid the Boss good-by, and to have him wish you "good luck."

He asked you to sit down for a moment and then after he had glanced cautiously around the room to make sure no one was listening, he handed you this mouthful:

"Ffere are some final instructions for you on prices."

"You have a price list in your pocket. It is supposed to be our price, and it IS our price WHENEVER WE CAN GET IT. When you go into a store be sure and try to get this price list. Work hard at it. Threaten to walk out if you can't get it, BUT DON'T GO. If you see that you can't get the business, and that the price is the trouble YOU CAN CUT YOUR PRINTED PRICE LIST ONE DOLLAR PER DOZEN. If the buyer is a very large one, you can give him another 50 cents off. Don't go lower than that, except where a buyer is purchasing from competitors in large quantities. In that case, you might make them a price of TWO DOLLARS OFF."

When you get this dope, you have been accorded the great and glorious privilege of becoming a PRICE CUTTER.

You have been deputized to SKIN YOUR FRIENDS

if possible, but to give them a square deal if you absolutely cannot get out of it.

If a man believes in you enough to accept your word about prices, you are to soak him good and proper.

Naturally the man who believes in you is going to believe that you are quoting him your best price on the goods, when you quote him your first price.

And when you have a lower price, or trvo lower prices up your sleeve to use for pressure, but charge him your first price, you are engaged in the ancient art of STEALING.

You are likervise guilty of INGRATITUDE- the basest of human sins. Because you have mistreated one who trusted you.

The man who is trying to sell merchandise for several different prices, has no right in any legitimate business. A PRICE IS EITHER RIGHT OR WRONG.

A too high price is as bad as a too lorv price. There is only one RIGHT PRICE.

That is the price your goods are rvorth, and which you charge ALL customers.

Anyone who has brains enough to run a business ought to have enough to decide on what is the RIGHT PRICE for goods, and the honesty and stamina to sell at that price. The same-price-to-all-policy is the only fair policy. And the man who uses it doesn't have to dodge the eye of any customer when he meets him.

"f cannot play upon any stringed instrument, but I can tell you how to make a

Dealer:

Here is a new item for new business. With PAUL BUNYAN'S California

Pine Veneers you can make two jobs groy where none existed before. Here is an excellent opportunity for exploitation.

Let us show you some figures on PANELLED WALLS and CEILINGS. You can supply beautiful interiors at comparatively lot" co"l. Prospective builders, architects and contractors will be interested. HOMES' STORES; PUBLIC BUILDINGS, NEW WORK or REMODELLING JOBS. You have an edge on this business wh.tt yo,t can supply PAUL BUNYAN'S California Pine Veneers.

'We carry a well assorted stock in Los Angeles, and special requirem_ents can be quickly filled from the factory at Westwood. Miied cirs with other lumber products offer special advantages. Look into this, it will pay you.

Manufacturer:

A surface that will not check. A smooth, soft texture that requires little sanding for a smooth finish. Laminated with the best quality waterproof glue. The advantages'that make California Pines degirable are also preeent in this ply-wood.

One side or two side stock, any size up to 60x120 inches (one pieces face).

For DOOR PANELS, INTERIOR FINISH' TRUNKS, DRAWER BOTTOMS, BOXES, FRUIT CASES and ODORLESS CONTAINERS' We have a large asgortment of standard stocks ready for delivery.

"Made to order" items can be quickly made and delivered with our large factory capacitY.

Shall We Send Yotr SarnPles ?

"Producers of White Pine for Ovet Half a Centuty"

PAUL BUNYAN'S California Pine Veneer sfteels 60x120 inches, reaily to be glueil into.panels. The beautiful pattern iloes not slron, as it has been lost in engraving anil printing.

gfam

Reverse English

Forceward-Aldo I was not claim to know de whol Eng- lish g-ramaire, me, still I tink I got licens for pass feiv remark on wat I call de "Revers -Hinglish." It ieems to Te, my. frens, dat de Yankee, wen he tilk, was always put de engine en front de caboose. En course, I undirsian she's pretty dam hard for mak change en her, after all dese good many year dat they use heem, same as it has, but still, dere's room for improve some of de bis-ness. - Egf_fou talk- a_n' talk an' don't say notting at all 'cept de difference of de opposite u'at you mean, rihy, lvat's de use, hey ! Dat's wat I call "thot for food."-I. LaRue.

Wen I rvas come on State firs' tam, Dat's many year wats gone, I fine she's hard for spik Eng-lish, Lak Yankee gentillhomme.

I try lak hal for get her right, But she lak to broke my heart, Qause you_Yankee always go an' put De horse before de cart.

Tak fifteen year for me to learn

Dat horse dat got four leg, Was not de same hoarse as you got, Wen have colt on de head. Al-so, wen you hear ttnoise," I ask, Ain't she a Puget "sound ?"

Jus' lak "feel good" you say she's "well," All same "a hole en ground."

Anodder ting was bodder long 'Was "flower" wat grow en fi-l' She's not de same as buckwheat cake. Dat's made from Injun meal.

An', gcarce bleu you know she's queer Dat "tie" on steam rail-way. Was lots of diff-rent from "iie" you wear, Wen pass on holiday.

Eut of all de ting dat mix me up Was wen I come to town, An fren' of mine wat's Tim LaPlante

Was tak an' shew me r6un'. We see mov-ee; play leetle pool; Smoke fine ten-cent cigar. An' den for have wat's call a "smile." We go on Highland Bar.

An' Jim LaPlante, he says to me, "Come, Joe, I buy you drink,"

"Tank you, my fren'," I answer back, "Dat's pretty good, I tink.."

He tak hees glass an' hol' her up, An' spik, "Here's look at you," But he drink de whol bis-ness hisself. Jeem cris; dat's queer to do.

An' de whiskee's name was Green Rivaire. Rivaire, she's water, too;

De ginger ale Jim say was "dty,"

Bedamme ! I can't see tru.

Den I axe heem will he have encore.

"Spik up, call out her name."

lfe say, "To hal rvit have encore, Let's have same thing again."

Put fifteen_ year was pass since den, 'Wen firs' I come on State. An' she's easy now for mak de talk, Since I was educate. I use beeg word lak orator, As matter of de course, An' me, I'm always careful to Put buggy 'fore de horse.

S__o_ Canayen wat come on State, (You'll fine her hard, eet's true) Jus'.write your fren', wat's "speech Expert,,, Dat's me, Wat's Joe LaRue.

Hundrcds of clcvcr ncw illuetrationa for houcc. organr, dircct-by-mail and rll otheradvertirins rrur. poecr. Cuta in all rizer for all ctaoce of busi;ces.

cepftdl to h'uild hornes f- "ll/

Mr. Lumber Merchant-

How many valuable dollars have your friends invested in rent receipts, and_

How long are you going to allow them to continue this wastb? REMEMBER_

The same money they pay out for rent will meet payments on a home and before they hardly realize it they will have saved a sub stantial amount and in a few short years be happy Home Owners. Better resolve today to change the wording of their monthly receipts and make them read 'lPayments on a Home," instead of just worthless paper.

Then Show and Help Them to Get Started Right

Tell them you have helped many families get started on the road to Home Ownership and invite them to visit your display rooms and inspect the hundreds of photographs and plans made available; the very one they will want to build from is featured, and this service is free to our customerg.

When The Retailer Manufactures

When he does-he is the best kind of a retailer.

Let's get that rvord "rnanufacture" clear in our minds.

It means the combination of all acts and processes undergone by an article from the primary rarv material until it reaches the hands of the ultimate consumer tvho destroys it.

The whole process is made up of many intricate processes.

To each successive handler, his orvn "ralv material" is the finished product of the handler immediately before him.

Each handler adds his part in the entire process-in a word he "hand fi13ks5"-rnanufactures-some additional characteristic rvhich makes the article more useful or beautiful or desirable.

And it must be remembered that each of these processes is essential in order to bring the FINISHED article up to that state where it meets the requirements of the ultimate consum€r.

Where the article is pr<iduced by a single hand ready for consumption there is but the one manufacturer, but such articles, under modern practices of specialization, are very rare.

The object of all handlers, it must not be overlooked, is to produce the final, finished article for destruction.

And by "destruction," I mean possession in the hands of an owner rvho holds and uses it permanently-until it ian

Both Sides Dry Simulaneously FlooingDoesNotCup

This leature oI our oak lumber drying is one of the advanced methods which account lor the invariably mirror-smooth surlaces in

SUPERIOR BRAND OAK FLOORING

uAnrrtca's Fine&"

It is actomplished by cutting our flooring stripe to the proper thick. neee WHILE GREEN. We do not re-saw dry boarde at any etage. Thus.both eid€s oI the srrip dry equally on the yerd and in the kiln. There is no tendencv lor onc side to dry nore rapidly than the other.

Complete detaile ol thir proceeo and other facton responsible lor Supelo-r B1agd's-actual euperiority are intereetingly set iorth in our spedal book lor dealerg, which may be had lor thl asling. Write for your copy today, aa well as for quotations on correct oal lloring requirements.

SUPERIOR OAK FLOORING COMPANY

Helana, Arkansas

Pacifa CwtReolgtailrrt

R. A. BROWN.60,t6 Culir Avoue,IosAngele

no longer be used for its original purpose AS THAT ARTICLE.

The Question of utilization of waste does not enter into this discussion, as that process lies along the downward path of motion. The disintegration of an article, after its proper life and use, into other parts, does, truly, produce new "raw materials"; as in the case of the destruction of a u'orn out engine into metal junk. But that takes us out of the present sphere of discussion. Ilere we are interested only in determining how far a retailer, so.called, becomes a manufacturer in his relation to his trade, and what value ihis new phase of his operations has for him.

What, then, is it that the retailer adds to the value of his materials that justifies the added price he asks over what he paid for them ?

Unless there is such added value, there can be no justification for the retailer.

First we have accessibility. The retailer secures a central location where he brings from diverse sources of his materials iertain quantities so that the consumer {nay secure them quickly and easily.

Then rve have convenience, which is related to accessibility.

Next, we hat'e the translation of units into local needs;

For 18 Yearr ..CHICKASAW BRAI{D' OAK FLOORING har been a rtandard of Grade--Quality-Manuf acture

Manufactured Bv

And Distributed By E.

Amer.

SAMUEL

Henry

\4re have the splitting of the "car load" unit. for instance, rvhich is the standard transportation unit in terms of cost into the "wagon" unit or the "job" unit, r'i'hich is the local unit of utilization.

Other values are those, for instance, of credits-variety -and such incidentals, all of r'vhich are values, or processes, u'hich are necessary to the placing of the material in the hands of the consulner and rvhich naturally must be paid for.

But those, please note, are values, or costs, which pertain strictly to the material as such ; to the board as a board; and, more strictly indeed, without in any 'rvay altering the nature of that board. And the object of successive manufacturing steps is that very alteration.

So then, in performing these usual labors, the retailer does not become manufacturer. He performs a certain work, true, and a quite necessary rvork, but it is mechanical in nature. The board is not improved by his actions, neither per se or in the eye of the consumer; it is not a MORE DESIRABLE BOARD.

When, however, the retailer, by any act rvhatsoever, makes that board more desirable by visualizing it to his prospective customer as a part of a home or bam or room or of rvhatever structure the consumer needs or rvants, then he has truly added a real element of value exterior to the material element of the wood itself, which-and here is the point-ADDS PRICE POSSIBILITY TO THAT BOARD. And by such an act the retailer actually becomes a t'manufacturer."

From a "board" he had produced d "board-as-shelf," o-r perhaps a "board-as-floor." It is not the same piece of flat lvood; it has become a different article, rvhich, for its nelv use, has acquired an added value-and PRICE.

And the tools by rvl.rich you produce that added value are very simple.

They are Plan Books-and Prospect Lists-and Pictures -and Intelligent Advertising-and Informative Conversation-and Becoming Known as a Man Who Krrorvs About Building.

Those are the tools. And, properly applied, they will give added value-AND PRICE-Io every bit of material in your yard.

Get into the manufacturing game yourself. It rvill pay you.

CLASSIFICATION OF BUILDINGS ERECTED IN 1924

Classifications of expenditures for construction of various types qf buildings in 1924, as compiled by the Copper and Brass Research Association, follows:

Builders Know Contractors Know and eventually the owner knows

that screen doorr receive the harded use -the roughert rervice of any portion of the houre.

Lumber dealerr who handle Hipolito Screen Doors have learned that Buildere' Contractorr and OWNERS ere ratirfied with the Hipolito Window Screenr and Screen Doors.

The highly rtandardized mettode of manufacturethe quality of materialc used, ALL do their part in mfing the Hipolito line the beet that can be ma,nufactured. Quantity production inrurer t'he price-meeting competition.

Ark ur about them.

REDWOOD SALESMEN MEET AT SAN FRANCISCO

The Redwood Salesmen, representing the various Redwood manufacturers in the Northern California territory, together with the San Francisco sales representatives, met at the Palace Hotel on June 26. The purpose of the meeting was to discuss the new "Redwood Home Plans" which have just been published by the Redwood Association.

Those who registered at the meeting were:

J. C. Kiley ..Union Lumber Co.

Theodore Lerch ..Albion Lumber Co.

C. Hexberg .Union Lumber Co.

H. P. Plummer ...Union Lumber Co.

R. Shannon .Union Lumber Co.

W. T. Wallace ...Albion Lumber Co.

J. Fifer .Albion Lumber Co.

A. J. Nolan ..The Pacific Lumber Co.

Edw. J. Quinn ......J. R. Hanify Co.

O. G. Grimes ...The Pacific Lumber Co.

G. N. Whiteside . ....Hobbs-Wall Co.

R. E. Caldwell ... Little River Redwood Co.

H. P. Alderman .The Pacific Lumber Qo.

R. F. Hamilton . ...The Pacific Lumber Co.

Milton V. Johns Redwood Sales Co.

J. W. White ......Union Lumber Co.

Lloyd Harris Holmes-Eureka Lumber Co.

F. W. Burgers .Union Lumber Co.

J. J. Farley ..The Pacific Lumber Co.

Henrv M. Hink

Dolbeer-Carson Lumber Co.

P. C.-McNevin ...The Pacific Lumber Co.

H. W. Sinnock ....Redwood Sales Co.

Carlton Curtis .....Glen Blair Redwood Co.

Fred V. Holmes ......Holmes-Eureka Lumber Co.

A. Wallace Mclean

Henry Faull . .Hammond Lumber Co.

W. E. Dopkins .....Hammond Lumber Co.

W. M. Casey ..Redwood Manufacturers Co.

G. A. Kramer .....Redwood Manufacturers Co.

R. F. Hammatt . California Redwood Association

SACRAMENTO VALLEY LUMBERMEN'S CLUB HAS LADIES' DAY

The regular monthly luncheon and meeting of the Sacramento Valley Lumbermen's Club was held in the Roman Room of the Hotel Senator, Sacramento, on Saturday, June 27. This being the last meeting before adjourning for the summer months, the ladies were guests of the Club. During the luncheon hour, there was an excellent entertainment furnished, after which there were a few hours of dancing. The meeting was largely attended. Curtis Cutter was chairman of the committee which arranged for the affair.

HOWARD GUNTON ON TRIP TO CHICAGO

Howard Gunton, Santa Fe Lumber Co., San Francisco, !s on a month's trip to Chicago where he is visiting with his father, who was formerly in the retail lumber business in San Francisco. His daulhter Emily, accompanied him on the trip.

WHOLESALERS MEET IN PORTLAND

The midsummer meeting of the National-American Wholesale Lumber Associat"ion will be held at Portland July 21. Visiting members will be entertained at a luncheon given by the Portland Hoo-Hoo Club.

Ash - Birch - Maple - Elm - Basswood

Either air dried or kiln dried.

E. & Rcynlcr

H. B. Grucrrton

REYNIER LUMBER CO.

l?l./[2E.fin Santr Mrrina Building

ll2 Marlcct Strcet SAN FRANCISCO

WHOLESALE Fir rnd Rcdwood Lunbcr

Trcetcd end Untrcatcd Poler rnd Piler

Celifornie Sugar end lVLitc Pinc Lunber

Split Rcdwood Ticr, Portr, Grapc StaLcr, ctc.

Sewr Rcdwood Shelccr rnd Shingler

OUR REPRESENTATIVES:

Willtrnr & Coopcr Lunbcr Buycrr, Inc., Lunbcr Buycrr, Inc.

2t5 W6t ath St. Horc Bldr., Northvc.tcrn Bll|r

Lor Arlrlor, Gdlf. Scettlc, TYerh. Bld3., Portlud, On.

Can be shipped in straight or mixed cars $'ith "KORRECT-MAKE" Birch and Maple Flooring -the world's best.

Phillipr, Wircondn

Morre, Wb. Millr at philipr, wir.

\tcrtcrn Rcprctcntativc

Jerome C. Gripper

756 South Spring Strcct

Lor Angclcr, Celifornie

TRinity tX05

t:Ul'40 .ii iYARD

"Mr. Pip and Mr. Pep" {1"t

you I{EED NorcotlEtN, bEN. r DoAT WAAT No ADVEetrs r N G, LoMbEP ls 6ETT,N At G H E p, Ar-t_ TfiE TIME AND I AM MAKING MONEYbV AOT SELLIAG MOCH AN D TH IA q3 AP PEA E5 TO DE COMI TOOEASY FOR, '{E TO MYsELF THE5E DAY

nFf+.l**eo#Jrrlit*x..r^si jl'T,,1tll,"J'gf.rli1f 'Y8ilt'ffi

bEsr sAvtrlE-s- nnHlt i.fp. ri_iv'/ r: rHE rME ro riui"fii,- r:"^;I;FrL-^o!?=r, LrvE I{o t0AGEPrrN llEAn HUTS;E!A_'5E_ rAEy Uy{EnlSEf iJ u0.-H'"i{b6"

nnn HoMlNy" nno o.insi Fnjbli'TAi'Jt_i' c'RopS, nxn wnlLE rHE

MA|{uFAcroREBs xeve hor sAwED roo nrrch LortDER. 0R rilADE T00MANv bplcK wrrr{ 0urz butLDlt{G segvtce we nBE rrilFl\e 0uR_cllEilr5 brJrLD REAL

Hot'lEs rAAlN cLA55. comioBr lxo corrvziience ARE tN FAcr A DErrER, KliS i" :01 Jj t_,1:I.L, at Al. Itlp?l.c_r lryg_ ioc r n oro r rn E DWELL r lrq Do I Lr

DUP,IA6 TAE TIMEs TAAT LADOP-AIID INATER.T.I!-CQOID bE HAD AT YOOR pFj::.= Jryt^L_LjEg.*g..gocv ictif- TH e"'a-p "Tb= ilo e R.o w _ APeREctAT " Jnup cAr,c ye e.v ---rxo L-n.

'/r' >i R.?EPs

BUILDI N6 5TO

vYt LLLlrlq rrc

Random Lengths and Remarks

FRANK O'CONNOR LOOKS OVER LOS ANGELES MARKET

Frank O'Connor, San Francisco Manager of the Donovan Lur4bgr Company, has returned from a webk's business trip [o, Los Angeles where he was looking over the market in ihe Southeri California District. He made the trip by automobile, and was accompanied by'Mrs. O'Connor.

JOHN MORLEY BACK ON JOB AGAIN

John Morley, Homestead Lumber Co., Sacramento, has reiurned to his desk after being confined in the hospital for about two months. He returned to his work about the middle of June and reports that he is feeling fine again.

BART MACOMBER RETURNS FROM EASTERN TRIP

Bart Macomber has returned to San Francisco after an extended trip throughout the East where he lvas calling on his lqmber connections. He went as far east as New York and Boston and also spent a few weeks calling on the pine dealers in the Mississippi Valley and Lake States. He ieports that the eastern lumber dealers are feeling optimistiC and are looking forward to a fairly good summer and fall demand. Bart was in the east about two months.

C. STOWELL SMITH ON SICK LIST

C. Stowell Smith, Secretary-Manager of the California White and Sugar Pine Manufacturers Association, San Francisco, is on the sick list and has been confined to the Fabiola Hospital at Oakland for the past four weeks. He is reported to be showing some improvement, and_his many lumbermen friends are hoping that he will be able to return to his work in the near future.

J. M. MONTGOMERY SPENDS WEEK AT THE MILL

J. M. Montgomery, Northern California representative of thi Silver Falls Timber Co., with headquarters in Stockton, has returned from a trip to the company's mill at Silverton, Oregon, where he inspected the lumber stocks on hand, new mill equipment, and discussed market conditions with the mill officials.

LUMBER CLUB ORGANIZED

The Portland, Oregon, Hoo-Hoo Club has been organized in Portland with a membership of fifty lumbermen. Chas. Miller is president; Wilson Clark and Chas. Linder, vice-presidents; W. B. Mack, secretary-treasurer.

JACK ELLrS A SAN FRANCTSCO VrSrrOR

Jack Ellis, Los Angeles representative of the Santa Fe Lumber Co., was a recent visitor in the B'ay District where he spent a few days at their San Francisco office discussing business matters with A. J. Russell, Manager of the Santa Fe Lumber Co. Jack reports that the lumber market in Southern California is showing a steady improvement.

GANAHL LUMBER COMPANY OPENING RETAIL YARD AT SANTA BARBARA

L. A. Ganahl, Ganahl Lumber Company, 16 California street, San Francisco, advises The Lumber Merchant that his concern has made arrangements immediately to open a retail lumber yard at Santa Barbara.

E. U. WHITE TAKES OVER SANTA ROSA YARD

E. U. White has taken possession and management of the Frank Berka lumber yard at Santa Rosa, California. Mr. White has been located at Fort Bragg, California, for the past thirteen years, and during that time has been empl,oyed continualiy by the Union Lumber Company, for the palt several yeais hblding a-respoJrsible position in the salei departmeni. He leaves Fort Bragg lighly .recommended -ar o.e of the most useful citizens of that city.

WILL CONSTRUCT PINE BY.PRODUCTS PLANT

PORTLAND, Ore., July 10.-It is announced that the Shevlin-Hixon Lumbei Cbmpany of Bend, Oregon, will construct a pine by-products plant, which will p-r-oduce turpentine and pine oilJ, using a newly developed."destructive iistillation" process. Thii plant will be in the nature of an experimettt which, if suciessful' ryill result in the plant being enlarged to the extent that it will utilize all the waste of the mill.

L. A. GODARD RETURNS FROM HUMBOLDT COUNTY TRIP

L. A. Godard, Bay District representative for the Hendrickson Lumber Co., has returned from a week's trip to Humboldt County, *here he visited their "Big Tree" Redwood Shingle Miil, located on the highway between Scotia and Fortunl. In addition to inspecting the manufactunng of their shingles, he also spent a few days in the y.ooqs rvatching the up-to-date methods- in getting-out -shrngle bolts ant other Redwood split products' The Hendrickson Lumber Co. extend a speCial invitation to all lumbermen rvhen in the Redwood Region, to stop at their mill where they can inspect the manufacture of their "Big Tree." Red*o6d .hittgles and also enjoy a dandy meal at their cook house in the woods.

WOLFE LUMBER & HARDWOOD COMPANY BURNS

A spectacular fire that for a time threatened many frame structlres in the San Francisco Mission District, recently a"riioy.a the Wolfe Lumber & Hardwood-Company, located on Nineteenth street near Folsom. The loss is esiirr"i"a at $100,000.00. C. M. Wolfe is the owner of this lumber .orr..rn, who states that the loss is covered by insurance.

The Reason For "NB QUALITY"

"NB" Veneer is the result of expert craftsmanship. Defective or split ends are cut ofrnot marked out with crayon. We leave the waste in our yard, giving you a refined allisls - true NB Quality.

This better eervice in Hardwoods can be yours. Just telephone TUcker 861 7 or write. Prompt deliveries at all time.

'3N8" Branil Oah Floofing

Los Angeles Office

510 Broadway Arcade Bldg. , Phone TUcker 8617 Yarde 642O South Park Ave.

In-Out-and Round About

J. P. KELLY LEAVES FOR THE NORTH\IIEST

J. P. Kelly, formerly with the Kewin Lumber Co., of Modesto, has left for the Northwest where he will represent the National Kellastone Company. He will cover the states of Oregon and Washington for this concern.

R. F. HAMMATT ON SOUTHERN CALIFORNIA TRIP

R. F. Hammatt, Secretary-Manager of the California Redwood Association. has returned to San Francisce after spending ten days in Southern California on Association business. He visited Los Angeles and several other Southern California cities, going as far south as San Diego.

H. L. MASSEY TAKES OVER CENTRAL LUMBER & BOX CO.

H. L. Massey recently took over the Central Lumber & Box Co. of, Alanieda. Mr. Massey was formerly associated, with the California & Oregon Lumber Co., being connected with their Oakland Yard, and later represented the compahy in the Sacramento Valley and San Joaquin Valley territories.

A. D. WILLIAMSON TO REPRESENT CALIFORNIA & OREGON LUMBER CO.

A. D. Williamson has been appointed the representative of the California & Oregon Lumber Co. in the Sacramento Valley and San Joaquin Valley territory. He was formerly associated with the company at their mill operations at Coos Bay and Brookings.

HOUSTON, TEXAS, BUYS ITS FIRST ORDER OF REDWOOD SHED STOCK

Houston, Texas, July lO-The E. L. Ingram Company, a wholesale concern of this city, announces that it has placed orders with local retail lumber yards for two full cars of Redwood lumber, and that this is probably the first order of its kind ever placed in Houston. Redwood.has been bought here in the past for factory stock, but this is the first shed stock for retail yards that Houston has bought.

This city has been trying several new species of lumber during the past year, an entire shipload of Fir being one of the events of interest. It unloaded in the Houston Ship Channel. Ilouston has also purchased large quantities of California Pine during the past year and a half.

JUNIUS SNEAD BACK ON THE JOB AGAIN

Junius Snead, well known San Francisco wholesaler, is back on the job again after being confined to his home for about two months as the result of an injury. He reports that he is now feeling fine and glad to get back on the job again.

GEORGE GROUND CALLED TO OREGON

George Ground, well known Central California retail lumberman, was recently called to Salem, Oregon, due to the illness of his mother. Mr. Ground is the manager of the Modesto Lumber Co. at Modesto.

If you \ilant to sell in the Southwest in Texas Ol{lahoma-and Louis- iana throush an old established, well financed, and thoroughly active wholesale lumbel firm with an excellent sales organization, We Would Like to Serve You W. H. NORRIS TUMBER CO.

HOUSTON, TEXAS

Knowledge of Your Goods and Their Uses

The knowledge of your goods is irnperative, and while it is humanly impossible to knorv everything about every article, yei as i bttsiness axiotn, 1'our, bttsiness growth is directly-afiected by the amottnt and the accuracy of your knorvledge.

The more you knorv, the more money in your pocke.ts; and, all else iside, that's a rnighty good reason for getting knorvledge.

KEtLocc LUMBER ComPANY

CENTR.ALBLDG.

Panola

SALES

Kellogg Lumber Co., Fondale, La.

Your customer likes to deal rvith a man rvho knorvs; you do yourself ; and your customer is simply you-acrossthe-counter.

That knowledge establishes confidence; it determines trust; it incites enthusiasm ; it compels purchases.

The knowledge of horv yottr goods are rnade will gua-rd you against unwise purchases; you rvill knorv rvhether the quality and appearance of rvhat you get is up to the standard of rvhat you rvant.

And your iustomer-rvhile he may not be aggressively inquisitir;e-is yet most eagerly receptive for this very knowledge-and with very good reason-for he buys to keep, n'hile you merely buy to sell again.

The- knowledge of yout gools covers a very rvide field and the further you delve into it the more fascinating it apPears.

The appetite grou's u'itl-r eating; you will discover untrodden thicketslhrough rvhich you may blaze a new path.

You u'ill in time develop a predilection for some particular line-or article-andlvhen you feel that desire to specialize, thank the Lord, and get busy.

It may be wood in general; it may be pine or fir or cypress or shingles or hardrvoods or concrete or a-ny- one or-more of the things you handle or the things made from those things.

Whatever it may be that eventually enlists your interest. specialize on it-make it your hobby.

- Do not, of course, neglect the rest entirely, but remember alrvays that the day of the specialist is with us and that the specialist is the man who makes the big success.,.

- Become an authority on something in your line. It might, for example, be the item of hardrvoods that excites your interest above all other lines that you carry..

Very good, Eddie, make "hardwoods" your specialty.

Read everything you can about hardwoods.

Get all the hardwood literature you can secure.

Your local library, for instance, has a rvealth of information-books, pamphlets, encyclopedias-and your librarian will gladly aid you to get a full list of every reference to hardrvoods.

The various manufacturers and associations of hardwood men have prepared interesting and valuable literature which thel' rvill place at your disposal on request.

To illusirate the wonderfully interesting field of study the

MSAIIGDIf; $Wf, OIE$AI,DNS

Smith, A. W., Lumbcr Co.

32? Bertlctt Bldg. ... ..MAin 3176

Suddcn & Chrirtcnron

9fi1 Bartlctt Bldg. ..MAin 5{90

Tecome Planing Mill

915 E. 62nd-St. ......AXridsc l37I

Twohy Lumbcr Co.

221 KcrcLhoF Bldg. ..BRoadway 08lll

Union Lumbcr Co.

Luc Mortgagc Bldg. ...TRinity 22E2

\f,/arhington Lumber & Millwork Co.

{SlX Everett Placc ...DElawarc 5639

Wendling-Nathan Co.

7lt6 Standard Oil Bldg. ..VAndike 8liil2

W. W, Wilkinron

l2l4 Ineurance Exchange Bldg , TUcker l'li|l

Williemr & Coopcr

fl7 Trurt & Savinge Bldg... ....TUckor 59lt

Wood, E. K, Lumbcr Co.

l70l Santa Fc Avc. ...AXridgc 9Gtl

Americrn Hardwood Co. fgflt E. lsth St.

lt{? Brown, Rollinr A.

Carlor Ave.

Cadwalladcr Gibgon Co.; Inc.

E. 59th St. ..

Cooper, W. E, Lurnbcr Co.

E. lsth St. ........

Grippcr, Jeromc C. 756 So. Spring St. ;

A HANDY DIRECTORY FOR

J, & Son

38th and Alamcda Str. . ..AXridgc 92ll

Wcetern Hardwood Lumber Co.

2014 E. lsth St. ..HulDbolt dlil

Weis, George F., & Co.

Produce Bldg. . BRoadway 2138

Wilron, Wm. M., Lumber Co.

2057 E. lsth St. ...TRinity 62:10

Woodhead Lumber Company

5720 So. Main St. ......... .....AXridge 578 SASH AND DOORS

American Door Co.

4322 Moncta Ave. ....HUmbolt lXll?

Bemir & Cowan

5059 So. Hoovcr .....UNiverrity 2l5l

Glaeby & Co.

2tm E.25tb St. .HUmbolt llE57

Hammond Lumber Co. 2010 So. .A,lameda St. .......HUmbolt l59l

Hatten, T. B., Co.

16{10 E. Warhington

Kochl, Jno. W, & Son

sS2 So. Andcrron ...ANgclur 16?l

Koll, H. W. & Co.

432 Colyton .:.. ......MEtro. 0365

Lillard,, Mark W.

O{93StanfordAve... ...THornwallE24l

Pecific Coert Com'c'l Co.

,1516 So. Main .AXridgc t5l0

Pacific Door & Serh Co.

3216 So. Main . ........HUnbolt ?071

Wcrtern Sarh & Door Co.

160l E. 25th St. HUnbolt 2Eli2

Whcclcr-Orgood Co.

1617 E- l6th St. ... .sbiiEiNs.. ........HUubolt 2806

Hipolito Cornpany, 2lrt and Alameda Sta. .Humbolt 3605

THE BUSY LUMBERMAN

2010 So. Alamcda St. HUmbolt l59l

(iontinued from Page 36)

following may be given as a few points to cover:

l. Kinds of hardwoods.

2. Geography and growth; size; age.

3. C6lor, density, grain.

4. Statistics. Amount in stump. Countries using. Costs.

5. Particular advantages of each species for particular uses; furniture, parquetry, etc.

6. Flooring; dance floors; convention floors; factory floors; interior decoration.

7. Interesting data on methods of manufacture; dimension; veneers; panels; mosaic.

8. Scrap book of famous floors I famous trees, pictures, etc.

The above is merely a quick glance at some of the items that could occupy your attention in making a serious study of your goods. Each of the above can and will be greatly extended when you once get into the delightful occupation of knowing your goods and their uses.

For instance, it would make a distinct and most favorable impression on a prospective customer, to paint for her a word picture of the source of the ornamental paneling she likes.

Tell her about the natives of Honduras tracking down the trees, isolated in the dense forests. Describe the logging, hauling to the river, floating down to the ship; then the loading and the sailing.

Then carry her through the mill and factory and show her how those rough, ugly logs are changed into beautiful satin-like panels she so much admires.

Add to this story a picture, for instance, of the trees in the forest falling under the blows of the natives; the photo of the ship leaving the foreign port with its cargo of logs;

then show her the actual sample of the panel or a small, finished sample showing the color, the griin, the stain, the varnish, etc., and finish with a beautiful picture showing the panel in her home.

Do this with the interest and the enthusiasm you really feel in this wonderful story of your goods, and-she'll nol only crav€that panel but she will see the whole story re-enacted before her eyes-she will tell it to her friends and neighbors-and those neighbors will be half sold on your goods.

And be assured that you are missing more than half the pleasure of being in this wonderful business of yours until you- take up this study of your goods seriouslyl until you begin to understand the beauties of building, the wonders of wood-the romance of roofing-the marvEls of masonry -the charm of cement.

More than that besides the pleasure you miss, your friends and neighbors and prospictive customers are -also missing that pleasure-a pleasure that means business for you.

You- are too apt to be so close to the pile of. 2x4ls in your yard that you cannot see the magnificCnt tree from which they came. But the man or the woman who can visualize that great tree will be irresistibly drawn to want the wood from that tree placed in the home.

"Wood" is not "just wood;" it is whatever you want to make it. You can scornfully kick a plank around and call it "just a plank"-2nd that's all your customer will pay you for.

But you can also call it a section taken from the heart of one of those marvelous forest giants, 200 feet high and 300- y-ears -old; with centuries of growth in the bright sun and the blue sky to give it strength and beauty; and that is what your customer will see and that is what he will want and what he will be mighty willing to pay for.

Douglas Fir caril, Made of the real wootl, thet show the beo* tiftl graia ard terture.

Scientific Kiln-fDry;ng

Plctred is a ldln uuck of hardrvood lunber be. iry pneparcdfor manufacture into "Evedasting" Ftoodng. Note the plecautions for thorough air circrrlation-the center fue, the open opacing, the cptern of stickers. "Everlasting" fooring is as ecicotifically kilndrid as the arood rrrcd ilr thc f,nect funitrre.

NICHOTS & COX LUMBER CO.

GRAND RAPTDS, MTCHTGAN *^T{u!ffi*-

Julllus G. sllEAD G0.

WHOI^ESAIT LT'MBER

REDWOODDOUGLAS FIR SUGAR PINE-WHITE PINE SPRUCE

wE souclT YouR rNQUtRrEs

32r-322 SHELDON BLDG., SAN FR.A,NCISCO

Telephone Dowhr 7815

c00s BAY TUNIBER CO.

of California

Manufacturen of Douglas Fir rnd Poil Orfond Cedar.

Sawmillr, Marrhfield, Oregon

Dirtributing Plant - Bay PoinL

Annual Prcduction

200,000,(XX) Feet

GENERAL OFFICES :'rTl ??T::i.1"''"'

[.or Angeles Oftce, lft ccatnl Btdg.

Why Sell Redw

1| NE of our good dealer friends in a recent lettcr iolr v remarked that from his standpoint one of Redwood' disadvantages is its permanence-its great durability n replacements unnecessary. Nothing short of a cyclone destroy Redwood. Fungus does not rot it and worms insects leave it alone. It is a slow burner. Thoror painted, it looks well a long time. Even unpainted, it rcsists decay. A Redwood house needs little repairing. But this dealer keeps right on ordering Redwood. He that telling these sad facts about Redwood to his custo does .ot drive them away.

Sometimes he even ventures to remark that according tr U. S. Govetnment Repott entitled "Phltsical, Mcchanical Chemical Properfies of Redtoood' there isn't any other I either soft or hard, that averages as high on duratility, of shrinhage, strength as a beam ot. |ost, casc of gla ztorkabilitg and ability to "stay put."

ettcr jokingly ledwood's big ability maker cyclone will I worms and Thoroughly rinted, it still pairing. od. He finds his custonrers ording to the cchanical ard ; other wood, uralilitgr, hch 'c of glucing,

The Lumber Industry

manner. Lumber is but one of the products of the forests, but the facts regarding lumber will answer that question, and answer it in the negative. The remedies, however, are not only difficult to determine, but very much more difficult to procure and to apply.

including stumpage, of from five to ten dollars per thousand feet less than the average production costs of the modern plant equipped for proper utilization.

It is,a matter of *'orld rvide knowledge that nature bestowed her riches uoorr the United States rvitlr a lavish haud, and that these riches have beel used in an equally lavish manner. It is a duty that rve owe to ourselves and to posterity to pause and check up, so far as 11'e can, on our remaining stores of those splendid gifts, arrd on our method of utilizing them. It is our duty to see to it that we supply our needs rvith the least possible waste of those essential resources. There can at least be no question of the need of real conservation in our use of tl-re forest, and my survey of the lumber industry is made fronr that standpoint. That we are exhausting the supply very much more rapidly than u'e are renewing it is beyond the realm of debate. Timber is the only natural resourre, the supply of which is plainly visible. Therefore, there is no great degree of guess u'ork as to our stock on hand. It is also the onlv natural resource which naiure, if rrndisturbed, u'ill reproduce. If then the people of this country ever experience a timber shortage it rvill be clearly the fault of those u-ho have gone before. This generation must do its pait in warding off such a catastrophe, but it rvill require action on a large scale, far beyond anything yet proposed.

There has been, I believe, more loose thinking in connection rvith forest utilization and reforestation tlran on any other vital problem before the American people. A well known novelist, a sincere nature lover. rvhose books have entertained tlrousands of readers, recently wrote this:

"Every American has seen hay or rvheat fall before the scythe or the morver. That is the way the dense dark beautiful forests of Washington, Oregon and California are disappearing. To rvhat end? I declare I cannot see any end for such rvholesale destruction except to rnake a ferv men rich!"

This man clearly did not stop to reflect that product of those forests built thousands upon thousands of homes, hundreds of factories, and. was absolutely essential to the construction and maintenance of the raill1'ays, upon rvhich the prosperity of his adored West was dependent. He did not even remember that tlre paper upon rvhich his w'ritings were published came from these or similar forests. Above all, he did not understand that these forests g'ere cut to supply a real and urgent need. I cite this not as an isolated case, but onlv as alr example of the torre of thousandi of sinrilar utterances arrd editorials rvritten bv sincere. honest, but uuinformcd arr<l inrriracticable people. If the sanre irrdividuals iorrld have an X-ray viel'r' of our exlrausted oil pools they would probably feel that these pools were drained only to create enorlnous fortulles, or to afford jo1'riding facilities for irresponsible youngsters.

The people of this countr]' do not clesire, and certairrly rvill not clemand, the abandonment of the practical values of our forests to hold intact their natural beautl' for the <1elight of those u'tro might be privileged to enjoy it.

They are, horvever, cleeply coucerned in knorying u'hether or not lve are using the forests in an intellisetrt and conservative

Like other lines of manufacture, lumber goes through three stages, or processes. First, production; Second, distribution; and third, consumption. Before corrsidering the process of production I u'ant to call your attention to certain fundamentals wherein lumber differs from practically all industries. Our raw material in the log is so bulky, so heavy, and has so much rvaste, that it will not stand the cost of long transportation hauls. Consequently, the factory must be taken to the raw material, instead of the raw material to the factory. This situation demands inves'tment in a large s,\rpply of standing timber before incurring the expense of erecting a salv mill plant. As a matter of fact the raw material or timber investtneut is usually very much the greater of the trvo. This results in proportionately heavier capitalization entitled to earnings, heavier depletion and plant depreciation charges, and proportionately vastly heavier annual property taxes thau are imposed upon other industries. These conditions have a determining effect on the cost and on the rate of production.

There are probably thirty thousand saw rrrills in the United States, located in thirty different states. These range from the small portabte outfit, run by a gasoline tractor engirre purchasable on the installment plan, and not costing in all over two thousand dollars, to the huge modern saw mill producing a million feet per day, and costing, rvith its accessories, miltions of dollars. While these saw mills are scattered, it is nevertheiess true that our main stand of virgin forest supply in softwoods is now confined to t$'o areas. The Yellow Pine regions of the South, and the states of the far West, including California. Our supply of hardvuoods is better distributed. but the operations are chiefly in the l-ake States, Southerrl dppatachians, and the lower lying lands in the South. The products of all these regiorrs. however, compete in practically every teading market in the United States. The Panama Caual has opened the Atlantic Seaboard to our most remote timber stands on the Pacific Coast. Owing to these facts, and to the large number of operating units, the lumber industry is on a f iercell' competitive basis, and this conditiorr is intensified by the increasingly strong pressure of competing materials.

These portable mills to rvhich I refer consist of a circular sarv rig, and sometimes an edger, for squaring up the boards. They have no dry- kilns, planing mills, box factories, lath mills, or an1' other facilities for reasonable utilization. Lacking in facilities for storing lumber, and being restricted as to capital, their product tlrust go forward entirelf independent of suppl1' and demand. The tractor takes the outfit back from the railroads into a tract of young. cheap. second grorvth timbervvhich shoulrl be atlowed to rnature, and yielding luurber suital>le for . col.rllllon coustructiotr, boxes, crating, etc. Having but a smatl investment, little overhead, and payiug practically no taxes, the operation of a portable sarv mill represents the minimum of production cost. and the maximurn of u'aste. Yet, it is estimated that torlav nearl]' one-half of the production of Soirtherrr Pine is by mills cutiing less than tu'entl' thousatrd feet <laily, and at a cost'

I do not want to suggest the idea that there is no waste in the operations of .the larger saw mills. On the contrary there is considerable, much of which is preventable. Some of it is due to long established trade customs. In common commercial practice in this country, for example, neither odd widths nor odd lengths of lumber are used. It is estimatdd by competent authorities that admitting these odd sizes u'ould increase the marketable recovery of the log from twelve to eighteen percetrt. This matter has been the subject of more or less agitation for a number of years, but such is the inheient resistance of established commercial practice against any change that this large factor of conservation has not been shown any favor by the distributor or by the consumer. There is also manufacturing waste due both to faulty comnrercial practice and to poor merchandising methods. The sale and consumption of short lengths is an important c.ase in point. Recent surveys show clear-' ly that very much more lumber is consumed in lengths shorter than nine feet than is rnade in the best processes of manufacture. There has, however, been no real cooperation between producer and distributor lookins toward better utilization of this product' AJ a result, in times of u-eak markets, like the present, short pieces of lumber in increasing quantities find their rvay into the saw mill burner.

There is also a waste due entirely to economic conditions. There is in the process of saw milling an immense amount of ordinary saw mill offal which we cannot orofitablv convert into a salable article. Science is grappling with this problem, but progress is retarded by the fact that very lew lumber operators can aftord to support research laboratories. The united states Forest Products Laboratory is the chief aid in u'orking out this problem, and considering the magnitude of its field of investigation, and its meagre appropriations, its accomplishments have been 6ne indeed.

It is in logging, however, that even sreater $'aste occurs. The Bureau of Foristrv estimates that twenty-eight perceut of the iree is teft in the rvoods. Here again the barrier to better utilization is almost entirely economic. You will realize the force of this statenrellt rvhett I tell you that in 1924 ir the great Fir producing regions of the Northvyest only about thirty-seven percent of the lumber comprising largely the uoner srades, was sold at prices above the coit of-production. The result of this situation is apparent. The more of the coarser part of the tree that the manufacturer saves, lhe more he loses. The result is aud must be waste of timber.

But the greatest rvaste by the producer lies in cutting down trees tvhen there is no essential dehand or need for thq product. That this is being done today there can be no question. Thousands of acres of timber are being cut. and thc product divided bet$,een a surf eited market atrd the fire-pit. Like every other line of stable manufacture our lumbCr producing capacity is greatly in excess of any possible consumptive demand, both foreign and domestic, and is sure to continue so for some years to come. It will be contended that there is overproduction in practically all lines of industry. This

(Continued on page 42)

Address of Mr. John W. Blodgctt at the Thirteenth Annual Meeting of the Chamber of Conmerce of the United States. National Resources Production Group, Washington, D. C., May 20, t92S-

AI.BION TUMBER CO. REDl1IOOD

FULL STOCI(S GREEN LUMBER COMMON AND UPPERS AT MILIS.

AIR DRY UPPERS AT SAN PEDRO

Mrin Srlcr Oficc Hobart Bldg. SAN FRANCISCO

Lor Angelcr Officc 397 Pacific Elcctric Bldg. PLonc TUckq 5Tl9

Mernberc California Redutood Association

SAN DIEGO 34 SprccLelr Bldg. Main 2015

RAIL

OLD GROWTI{ SPRUCE

CARGO

DOUGLAS FIR HEMLOCK

V. G. FLOORING

FACTORY STOCK

Wllapa Lumber Co.

Wheeler Lumber Co.

BRADIEY BRAND HARDl-vOODS

Scientific kiln dryiog prcserves within our productr nature'l rturdy and beautiful qurlitiet' whih

Modern machinety and skilled human effort iuctifier our slogan

TRY

OAK FLOORING

GUM FLOORTNG

WHITE OAK TRIM

RED GUM TRIM

CASING BASE

OAK WAGON STOCK

BEECH FLOORING

GREEN

US FOR AROMATIQUE CEDA,R LINING

RED OAK TRIM

SAP GUM TRIM

MOULDINGS

GUM FURMTURE STOCK

Furniture Stock in Sets CUT TO SIZE Ready to ^Assemble

Flat Surfaces Hardwood Trim Sa,nded

TACOMA BRAND Sandcd Finirh Doorr Mldsr.

WARREN

C().

ARKANSAS ARKANSAS

C. M. Clark, Representative [.os Angeles

"If ltts Bradley's lt's Better"

(Continued from page 40)

is unfortunately true, and it is tamentable that we do not seem to be equal to the task of checking this form of economic waste. Most other industries. however. are using a raw material that is replac6able annually instead of once in a century.

One of our leading authorities on the lumber and timber situation said the other dav: "A nation confronted by an impending shoitage of standing timber has been -delused with a flood of lumber which it could not qlsorb except from the bargain counter. The lumber manufacturers have let the lumber auctioneer set the pace, have aided and abetted him with shipments of transit cars and cargoes on consignment. They have peacefully labored to beat down the produc- tion costs by a half a dollar, and to increase the volume for the auctioneer to dispose of." As I.have just shown, this condition-involves f,?eatly increased waste, both in the process oI logging and of manufacturing.

More than a passing notice shoutd be given the second stage of the lumber movement, mainly the distribution. From a conservation standpoint this is far from ideal. Lumber for the most part is produced at a great distance from the point of consump- tion. It goes into many highly competitive markets, and into a great variety of uses with which the average manufacturer is not in touch. There are very {ew lumber manufacturing corporations whose output is large enough to warrant the expense of maintaining a selling force sufficiently large to cover all the markets in which they seek an outlet for their products. A large and increasing part of our lumber outpui goes into the hands of the wholesaler, -or of the com_ mission man; thence to the retailer. and -lEnce to the consumer. This course is universally followed by the thousands of small portable mills to which I have referred. and whose output constitutes such a considerable percentage of our total production.

The distance that separates the producer and the retailer, together with the intervention of the wholesaler, prevents that intimate knowledge of each other's problems (many of which are mutual) which is necessary to a really intelligent, cqnservative handlini of the output of the tree. The retailer of today is- required to carry in stock a large numbei of species of lum_ber, and many sizes and grades of each species. The recently greatl,r increased efficiency of railway trans-poitatioir has permitted him to materially reduce his investment in inventory, but it has in no w_ay.enabled him to reduce the multiplicity _of .sizes and species that he must be pre- )/ed to instanlly supply. 'It is easy to understand therefore why the retailer lacks enthusiasm when it is proposed to add odd widths and lengths in all species and grades.

The next and last factor in the cycle is the consumer. There has been and is considerable waste in this process, but there was a tegitimate reason for much of it. Lumtibr, as you all know, is ngt a homogenous product as it cor4es from the log, but comprrises a large numbtr of grades, some of which are best suited for one purpose, and some for 'another. The consumer naturallv cannot have knowtedge of the_ ggades, sizis and species, and must therefore rely upon the specifications written by his technical advisors, the architect and the engineer. MEMBERS OF THESE PROFESSIONS THEN ARE, TO ALL INTENTS AND -E].IRPOSES. THE CONSUMERS, AND -?HEY HAVE A MUCH MORE INTIMATE RELATION TO TRUE CONSERVATION THAN THEY HAVE EVER

Until very recently, however, these professions have been handicapped for the reason that there have been no general lumber specifications through

which they could assure their clients the quality and size of lumber best suited for their specific purposes. Within the past two years, however, the lumber industry, through the leadership of the Department of Commerce, and with the very helpful coop€ra- tion of the Department of Agriculture, has been endeavoring to standardize the sizes and grade names of lumber. This is a vast undertaking, but we are well on the way. When it is an accomplished fact, and lumbir is generally grade marked, as is now proposed and now practiced in some quarters, it will be within the power of the architect and the engineer to prevent any substitution or any mistake by' specifying that their grades and sizes shall be furnished according to the rules of American Lumber Standards.

Reviewing then the present conditions we find lack of utilization due to the inertia of old trade practices originating bef6re anyone seriously suggested timber conserva- tion. We find it due to poor merchandising methods on the part of both producer and distributor, caused by the distance from markets, the great number of producing units, and in no small degree by previous lack of standards in grades and sizes. And lastly, we 6nd that the greatest waste is the direct result of overproduction.

The industry is earnestly engaged, as I have before stated in the correction of these first two evils, and it is equally earnestty engaged in aggravating the last one. The output in 1924 was considerably greater than in 1919, when the whole world was crying for more shelter.

Committees composed of lumber producers, wholesalers and retailers are working with engineers and architects on measures to eliminate waste all along the line, and also to protect the consumer in what he buys. The lumber standardization movement. to which I have referred. is the foundation of this program. Progress in this matter is as rapid as could reasonably be expected.

It is when we approach the third cause of wsate, namely, overproduction, that we are up against a real problem. Perhaps the 6rst question to ask is, what is the urge that' impels men to sacrifice property which they cannot replace, in the face of almost certain loss, or at least with no promise of a fair profit? The Fir lumber manufacturers of the Northwest cut more lumber in 1924 than in any previous year, and closed with a loss of over four millions of dollars.

The hazard of forest 6re is often an important factor but the answer lies more in the peculiar conditions I have outlined as surrounding the manufacture of lumber. It is chiefly the urge of the increasingly heavy annual property tax, pyramiding year after year.

I have recent information from owners that two large saw mill plants now under construction are being built solely through the necessity of more rapid realization to meet, and to sooner escape the increasing taxation. These men all admit that there is too much production, but hope to squeeze through by reason of the high quality of timber, and better manufacturing and marketing practices. The states and the localities in which these mills are being built are doubtless greatly pleased over these projects. A glance at some portions of the Lake States will clearly demonstrate that the local interest is best served by prolonging the life of the virgin forest. It will be a long time before a second crop of timber is harvested.

Generally speaking, the industrialist pays but one annual tax on his raw matefial which he forthwith converts and markets. I can think of no other product which goes to the consumer taden with such a succession of taxes as does lumber. The Honor-

able Frank O. Lowden, speaking as Chairman of the American Forest Vy'eek Committee, said: "Taxation relief is the heart and soul of the forest question." This statement applies with as much force to the conservative utilization of our remaining forests as it does to any program for the redtoration of these forests through private initiative. Has not the time arrived for the Federal and State governments to approach this matter from the standpoint of the general welfare of all the people? Is it notlime to find some substitute for the present form of timber taxation, and permit our stock of stand- ing timber to be drawn upon only as the neg-ds of the people demand? Any pubtic policy based on the assumption thaa this problem can be solved without the solution oi the forest tax problem is simply leading the country up a. blind alley. So long ai rncreasrng annual ad valorem taxes are pyramided upon standing timber, as distinguished from taxes levied when and as the timber is cut, just so long will the timbei be cut, not to meet the ascertained needs of commerce, but to escape a burden that becomes almost intolerable. Cutting timber to meet the reasonable needs of consumption is economy; cutting it to avoid confiscation of capital values is waste; but it is a waste due in this case not nearly so much to the voluntary act of the timber owrfer as to an unwise method of taxation. This question must be faced squarely if we are to have real conservation, and real reforestation practiced in the woods and not on paper. The Clarke-McNary law opened the way for progress toward a solution of the forest fire problem. The mere existence of this law, however, is of no avail. The states and the nation must come whole heartedly under its provisions backed by sufficient appropria- tions to do their proper share, as the timber owners are and have been doing.

The complexities of our industrial and commercial life are developing many problems that indicate clearly the neceisity of much closer affiliation and cooperation between the Federal and State governm€nts, and between the State governments themselves. The multiplicity, and the over-lap- ping of death taxes, both Federal and State, is a prominent case in point.

The urgent need today is for a unified, comprehensive, and consistent public policy toward our natural resources. Such a policy must represent both the Federal government and the States, and should be formulated in accord- and in cooperation with the best thougtrl of the indristries engaged in their utilization. These industries should not bc prevented or hampered by unsound interpretation or by unwise application of thc laws governing business organizations. The trouble today is that in the application of these laws to an industry, the investigation is usually made by men of no knowledge of the general conditions which may makc monopoly in that industry an utter impossi- bility. A single letter might and does induce a chase after the shadow, to the utter neglect of the substance. Woutd it not be better for governmental agencies endowed with inquisitorial powers, to employ ag€nts each with basic general knowledge of a leading industry and assign such agents so equipped to each in{ustry? The government would have more reliable information, and industry would be assured a square deal. The ohiect of all so-called Anti-trust laws is to protect the public from the imposition of monopolies, and to secure the economies of competition; but it is just as important that any waste of competition be avoided as that the economies be enjoyed. The public is at all times protected by both State and Federal statutes that can and

(Continued on page 44)

REALIZED.

These

What Would We Do Without Color?

Moral: Sell More and More Paint

Imagine your tolvn rvithout a drop of paint on any building ! Picture your living rooms undecorated ! Look at the walls of your home, and think of them as ne\rer having been painted !

Horv would your auto look unfinished?

Your place of business would be monotonous and dreary. Machinery would all look alike. Farm buildings r.vould be so unsightly that they would appear hideous.

Without color you might as rvell be blind. Color is EVERYTHING.

We remember scenes because the coloring is beautiful. We recall summer nights lvhen the sky lvas bluer than usual. We think of a certain dalvn because natnre rvas lavish lvith her colors on that particular morning.

We love certain homes because the color scheme has been rvorked out harmoniously.

We desire to orvn certain farms because the color -schemes of the building lay-trut has appealed to us.

We may not attribute these desires to the color schemes. We may imagine that something entirely different rvas responsible. Yet in the majority of cases onr favorable attention g'as first attracted by color.

Color attracts and fascinates.

Winter is dreary because there is little i'ariety in nature's color scheme. Spring is beautiful because color is returning

(Continued lrom page 42)

rvould be quickly invoked on the slightest hint of monopoly.

Large scale selling organizations capable of maintaining contacts with the principal lumber consuming industries in all of the principal lumber markets would be a great aid to the stability and progress of the lumber industry, and to the better conservation of our reserves of standing timber.

Large average capital aggregations in lumber production, with financial resources that

to the rvorld. Sumrner is gorgeous ltecause nature has returned to her color climax.

Theatrical performances often depend for their success or failure on their color schemes. Many an indifferent production has been saved by wonderful color effects.

A 'woman is beautiful when she wears a certain color. With some other color she is entirely unattractive. We often judge new people we meet by the colors they rvear.

Color intensifies love and admiration, and intensifies repellance.

That is rvhy the selection of colors is important.

A building can be entirely ruined l>y poor paint or poorly selected colors.

Homes are hideous or "homey" according to the color scheme selected and applied.

A farm rvell painted is easily salable. Badly painted its value is much reduced.

Color is produced by paint.

There is no merchant to rvhom color is more important to business slrccess than the lumber merchant.

Most of the material he sells WILL be or SHOULD be COLORED. To have them properly colored, and attractively colored, is as important as the original sale itself.

Therefore the lumber merchant sl-rould sell paint, he should knorv color schemes, and he should carefully advise his customers on the use of COLOR.

Doing so means much to his business in every rvay.

would, permit them to ship or withhold ship- nent, as current conditions of demand might suggest, would result in curtailing many present wastes, and inevitably in much closer utilization, and also with a favorable tax policy would naturally lead to reforestation of cut-over lands wherever it is oractical for private enterprise to so errgage. Irr fact, we can only hope for satisfactory tinrber utilization through large units having box factories, tvood pulp and probably chemical reduction plants in addition to the usual sarv and planing mills.

I believe thoroughly in competition. Competition develops initiative, energy, and efficiency in individuals and in corporations and even in nations. It is the basis of much of our progress. Competition, however, must be governed by reason. If an individual exhausts his vital energies in compet- ing for a prize he has made a failure. That is what is now happening to this nation in the conversion of one of its greatest natural resources-a resource which can be conserved and restored only through the adbption and application of a sound public policy.

SUDDEN & CHRISTENSON

LUMBER AND SHIPPING

AGENTS

l\bcrd@D Lrmbcr & Slllglc Oo., Aberde€n, .we'!b.

Ancrleal illU Co., Aberdeen, Wash.

Iloqrhm Lunbcr & EhhSlG Oo- Iloqulam, Trgsh.

Prelpcr Dllll Co, Prospor, Ore.

RryDrond Lunbcr Oo., Raymonal, 'Wash.

Oolnmbh Box & Llnber Co., South Bentl., Wash.

EulDcrt illll Oo- Aberdeen, Wash.

Lcwl! l(lll! & Tlnbcr Oo- South Benal. Wash.

J. A. LGrl! gblnrlc Oo- South Bend, Werh.

61O Arctic Club Bldg.

Scattle

STE.A'II ER,S BFoLltr Rl)rnord

Crmcl Caoba

cnyr Elrbor Ohrrlcr Olrl.tcrror

Oethcdnc Gl. 8rddcr Bdna Chdrtc$or Vlnltr Ednr

6th Floor-Hind Bldg. 23O California Strea San Francisco

9OO A. G. Barlett Bldg. Lor Anselcs

What Is Your Battin$ Average ?

Big Babe Ruth rvill soon be again swatting the ball ! He is hitting it so doggoned hard that the resounding cracks of his b1t are heard around the world.

Everybody nolv knows Babe Ruth !

Can you imagine how thoroughly saturated with CONFIDENCE Bad'e must be rvhen he takes his bat in hand and walks toward the old plate ! He KNOWS he is going to HIT THAT BALL. He feels it' He believes he can do it. If you were to walk to him and ty t9 tell him that he couldn't do it you would probably be thrown out of his sight. Nobody on earth can convince Ruth that he can't kndck that ball-clean over the outfield fence.

And then think a minute about the poor devil of a pitcher who must face the great Home-Run Hitter. Hasn't he a sweet job on his hairds? Here comes Babe Ruth to bat! Forty thousand fans are standing up and screaming for a ho'me run. The pitcher obtains no sympathy- from the crowd. He must face the music. If he passes Ruth he is a coward. If he pitches to him Babe is going to srving that old war club madlv and when ball meets club old man Ball turns suddenly around and starts off in the opposite direction like a bird going south for the winter !

It's a good deal the same way lvith local sales managers in this Erganization. We know dozens of Babe Ruths' They steflright up to tbeiate-and HIT THE BALL' fney SELI-'instead of HIT! That's about.the only differeice. They are just as good in -their lines as Babe Ruth is in his. They have ali the CONFIDENCE in the world in themselves and in their company. They KNOW they are going to connect. Nobody on earth can convince theh thal anvone else has a chance.

The man who is going to be compelled to opp-o-s! them is scared to death. Fe kiows that thty are CONFIDENT' He is as rveak in the fingers as a cub pitcher who is pitching to Ruth for the first time.

CONFIDENCE is a wonderful thing. Saturate a man rvith it and he can lick the world. Babe Ruth has it. Many men in this organization have it.

You can tell a man rvho is confident as far as you can see him. You know it the tliird word he says to yott' If he has confidence in his company and in himself you will soon feel the same way about the company as he does' YOU

CAN'T HELP IT.

CONFIDENCE is brought about by KNOWLEDGE'

When you get to know ithing.well, you soon become confident that you can talk about it to someone else' You soon find out iliat you knorv more about th-e subject than the other fellorv ani that this KNOWLEDGE is going to ' be of SERVICE to the other fellorv and then the rest is easy.

t'o have confidence in vour product STUDY IT ! Find out about it. To have ionfid-ence in the policies of this company you must merely understand -them. If- you do not irnderstand them it means that you have not dug deep enough in the fundamental principles to knorv-rvhy they were-adopted. It is an easy matter to tell whether a local sales mairager has confidence in the company's policies by merely llancing at the manner in rvhich he makes his sales.

Get CONFIDENCE ! Without it yott are lost. Believe in vourself. Believe in your company. If you don't believe get converted. D6n't try to kid 1'oursel.f into believin{that you can really and truly "put it over" and only half believe in rvhat you are doing.

Babe Ruth is CONVINCED that he can knock the cover off the ball rvhen he goes to bat.

You'll find that it rvorks ottt abottt the same rvay in selling as in playing ball.

"This is Unusual"

Not speaking of the weather, but the unusual de' mand for Louisville Veneers in Gum and Oak, created by an ever increasing desire to get away from tfie usual white pine stile and rail, 6r or birch panel.

Gum-l /24" S C Figured Red

| /24" S C Quartered StriPe

| /8" Sarsr Plain Stripe

| /8" Sawn Figured Red

Oak-l /20" Sawn Quartered White

| /8" Sawn Quartered & Plain

3/16" Sawn Quartered & Plain

| /4" Sawn Qrartered & Plain

All of these veneers are of suitable lengths and widths to work into door stock, or trim with a minimum of waste. They are well manufactured and dried fat.

A large assortment of l.ouisville Ve- ,. neers and Plywood is carried in etock in the "Magic City" for your convenience.

Write for Quotctions

The Louisville Veneer Mills Incorporated

I ouisville, Kentucky

Western Saler Reprercotativc

PACIT'IC C0NT C0illfl[R0lAt C0.

4616 South ltfiain Strea

Lor Angeler, Cal.

GEORGE c* CORNITIUS HARDWOOD LUMBER

/ mcricen Bank Buildintr Srl Frencirco

Tclcphonc Garicld t29

Chickerew Brend OeL Flooring

Elliott Bay Fir Panclr

O.rly erclurivc wholcrale Hrrdwood coDGGrn on Pacific Coert

R. C. WITBECK WHOLESALE

Southcrn-HARD WOODS-Northctt

Brucc OrL Flooriug Meplc Flooring

l2ll9 First National Bank Bldg.

Telcphonc Suttcr 2634

J. O. ELMER

HARDWOOD LUMBER

Gcnuinc Meho3rny

Veneerr-Flooring-Panelr

l2lXl Firrt Nationel BuL Buildin3

Tclcphonc: Suttcr 1097 33 Srrr Frelcirco

W. M. BF'.F.BE

259 FIRST NATIONAL BANK BLDG SOUTHERN HARDWOODS-VENEERS

Supcrior OrL Flooril3, 'Anoricr'r Fincrt' Scnd nc your inquiricr end ordcrr

Tclcphono Dou3lu llll

McDONALD LUMBER CO.

Firrt Netional BenL Buildia3

Sen Francirco

Whitc and Suger Pinc Dou3ler Fir P. O. Ccdar Rcdwood Sprucc

Tclcphorc Gerficld 330

Sell'Em Smilingly

The more you travel about this old earth, the more you come to realize the intense value of the SMILE as a sellitrg asset.

SMILE at your prospect (and every man and woman in your business district fS your prospect.)

SMILE when you meet your trade in your omce, or in your yard.

Whateve-r you may be- enga_ged-in_-doing, pg! y'gur attention FROM that thing, and direct it at the man u-pon-whos-e trade 3n{ Sood will-(becaule-EvERY man is a unit in the voluml of good will, nihich must be the solid foundation of a subst_a"litgl!_ pro-sperous business) your business de-pends, "trd gr""t him PERSONALLY, INTERESTEDLY, SMILINGLY:

Tlrc salesman-whether it be of shoes, ships sealing-wax, railroad tickets, or the food that you eat- who knows HOW to put a customer at ease, how to iake him feel at home, and how to warm the cockles of his heart by -a m_anifested FRIENDLY interest-has learned one ol the greitest of seuing truths and one that will.pull him up. in the commercial or business world in spite of" Hades and highl water, if he will stick to it, cultivate it, and then backit up.

. ,, The smiling -man, whose mind behind the smiling face is alert, has a tremendous advantage over the fellow who has NoT learnqd tLal Lig lesson. Beciuse with a smile goes courtesy, and frienEtness, and interest; and these things bring RESULTS.

Practice SMILING. If it is not a habit with you, MAKE it one. Put that grin on your face. The second one will come easier than the first. and so on.

..Itt"j::J,!h1lg_y_9" know_youwi_ll smile without effort. And the next thing you know you will begin smiling INWARDLY as well as OUTWARDLY, and then you will be gettinlg-somewherl.

God and man both love the fellow who smiles BOTH ways.

Cut out the LONG face. Get rid of the SOUR expression. Realize your birthright as a CREATIVE being, and GRIN at the realization.

- Spread a little sunshine, and a little optiTism, and let your townspeople get the habit of feeling better ylen- they-se_e that mug of yours, and you will find a mucir -ore reciptive iudience when vo"

IDEA to SELL.

Sell your folks IDEAS-and sell 'em SMILINGLY.

AN' BE SEED OF

A crowd of negroes were gathered, clad in their Sunday finery, at the station in a Southern city, waiting for the arrival of a colored excursion from the country that was about due.

One fat, gaudily dressed colored woman caught sight of a friend arrayed to match, and called out:

Howdy, Mandy, what you doin' down heah all dressed up ? Whah is you gwine ?"

"f ain't a-gwine nowhar from heah," replied Mandy with dignity. "Ah cum down heah to see an'be seed of."

JOHNNY ASKED A HARD ONE

The head of the family, with his pipe at hand, and his newspaper outspread, had settled into his favorite chair for a pleasant hour before bedtime.

On the other side of the table sat his son Johnny, his eight-year old forehead indicating that he was wrestling with some most serious problem. After a while he looked toward his comfort-loving parent, and with a hopeless inflection said:

"Pa,"

"Yes, my son."

"Can the Lord make anything?"

"Yes, my boy."

"Everything ?"

"Yes, son, there is nothing that He cannot make."

"Papa, could He make a clock that rvould strike less than one ?"

"Now, Johnnie, go right upstairs to your mother, and stop bothering me when I'm reading."

Johnnie went, but he wondered still.

TOUGH ON THE CLIENT

The judge was a kindly old fellow, and the young barrister was a trife nervous.

"My unfortunate client-" fus began, with quaking voice and shaking hands. Fumbling among his papers, he began again:

"My unfortunate clienl-," but his throat dried up. Desperately mopping his brow, he tried it again:

"My unfortnn"lu "1i"p1-." But it wouldn't work.

The judge smiled down on him in kindly fashion, and said:

"You may proceed with your state,ment, Mr. Blank. So far the court is entirely in agreement with you."

THE CROAKER

Once on the aidge of a pleasant pool, Under the bank where 'twas dark and cool. Where bushes over the water hung, And rushes nodded and grasses swung, Jest where the crick flowed outer the bog, There lived a grumpy and mean ole frog, Who'd set all day in the mud and soak, And just do nothin' but croak and croak. Till a blackbird hollered, "I say, yer know, What is the matter down there below? Are you in trouble, or pain, or what?"

The frog said : "Mine is a oreful lot; Nothin' but mud, and dirt, and slime; Nothin' but sadness all the time; It's a dirty world." So the old fool spoke. "Croakety, croakety, croakety, croak !"

"But yer lookin' down," the blackbird said, "Look at the blossoms overhead; Look at the lovely summer skies, Look at the bees and butterflies: Look UP, ole feller ! Why, bless yer soul, Yer lookin' down in a muskrat hole !"

Blut still with a gurglin' sob and choke

The blame ole critter rvould only croak. An' a wise ole turtle who boarded near, Sez to the blackbird, "Friend, see here; Don't shed no tears over him, fer he Is low-down jes' cause he likes ter be; lle's one er them kind er chumps that's glad Ter be so miserable like an' sad; I'll tell yer somethin' that ain't no joke, DON'T WASTE YER SORROW ON FOLKS THAT CROAK.''

NOT THAT BAD

"Do I understand you to say,"'asked the judge, "that his remarks were acrimonious?"

"No, judge your honor, I didn't say that. I just said he swore at me. I ain't agoin' to claim that he done somethin' he didn't do."

VIEWPOINT

Husband-"Did you notice that lovely girl in the pretty brown dress standing in the lobby?"

Wife-"What? That frowsy thing with the false pufrs, enameled face, gold teeth, made-over dress, and imitation furs? No, I didn't notice her. Why?"

To Smile-Live-Laugh and LoveThis is Commandment the Eleventh.

Earthquake Construction

(From the San Francisco Bulletin)

Little can be done about an earthquake after it is over. In the field in which it principally affects human beings, that of "building construction," much might be done in advance of the next one, if the aforesaid human beings were capable of learning from experience. Unfortunately we are not very docile. The highest practical authority on the subject declares that a great many of the carpenters, builders, contractors and architects, and a considerable number of the engineers, have learned very little from observation of these disasters.

They continue putting one brick on another to convenient height and laying floor joists across them exactly as their predecessors did in Sodom and Gomorrah, and Nineveh and Tyre, and Memphis and Thebes and Lisbon.

The Tutks tell us "experience is a hair-brush that nature hands us aftef rve have lost our hair." In regard to construction, we shall have more hair, and if we consult experience we can save some of it, and also save our hides. Comparatively stable construction is not difficult to understand-it is only difficult to do. And the main difficulty about doing it consists in paying a very little more for timber or steel and persuading the builder to put it in the right place.

Light and flexible buildings of timber are preferable to

Work in Comfort!

Filson 'Water Repellant Pants give you real leg comfort in any kind of weather. Keep out the wind and shed a lot of water. Double front and double ssa[that means wear that's hard to beatl

One pair will make you a regular wearer. Give waist and inseam measure.

c. c. FILSON CO.

llXl5-? Firrt Avc. Scattle' Wuh.

those of brick. They have more elasticity, or power to return to form after being deformed. But they need bracing across the upper angles formed by the lvalls and floors so that under horizontal and diagonal strains those angles will remain fixed, leaving it to the vertical timbers to bend and come back. Cove ceiling are valuable for this reason, when the cove members are not too light-they form a continuous brace and offer considerable resistance to contraction of the angle. In the basement of the ordinary wooden dwelling it is easy to brace the posts in the upper angles they form with the sills. But that is only in one direction. To take the heads of braces running in the other direction, plate pieces should be spiked to the bottoms of joists parallel to the sills, and 45 degree braces should be spiked to the posts and plate pieces.

It rvould be still better if bolts were added to the nailing. A good deal of damage to frame structures in San Francisco was ascribed to rusted-out nailing where studs were toe-nailed to mudsills. For som'e time after'the earthquake anybody that asked for galvanized nails was looked on as mentally incompetent and referred to a ship chandlery. Today they are more common in hardware stores, so there has been some gain. They cost so little more than bare nails that they ought to be more generally used, especially

rvhere they are to be exposed to dampness. Cutting through' sills to run pipes can destroy 95 per cent of the horizontal strength needed against earthquake strain.

An earthquake not only has rvave motion, but gives the land itself a horizontal movement. Therefore, braces risini from the mudsill are less desirable than smaller and higher ones, which would permit the rvall or the posts to bend. And vertical bolts extending from foundation rvalls through mudsills rvould help hold the rvooden rvalls on the foundation.

Brick structures r,vould be more secure if the designers could be persuaded to leave some unbroken r,vall spaces at the sides and across the top. Most brick buildings are u'eakened by too many u'indo'rvs, and rvhen the shock comes the spaces left betrveen are shattered diagonally.

Covering material for steel frames is too often merely rested on the horizontal members, floor by floor. Not only should the frames themselves be well braced at upper angles, but the brick or concrete used for curtaining should be fastened on by reinforcing bars. That is seldom done, but pictures from Santa Barbara shotv the need of it.

There is no such thing as an absolutely earthquake proof building. 'We can, however, provide greater stability than we commonly do. We must take some chance-we do every time we cross a street-but there is no sense in taking too much. The old negro mammy \vas *'ise that said: "I trusts de Larvd, but I don't fool rvid Him."

SHORT ORDERS

An order for a bunch of shingles or lath, a closet shelf, an ironing board, or any such trifle is considered a nuisance by many retail lumbermen.

However, in reality, it is a very important part of his business as the material has likely been needed for some time and the ordering deferred, therefore the attention of the purchaser is riveted on the item to be secured to such an extent that either diligence or inattention is most certain to attract special notice.

The man rvho orders one board today may want a house bill tomorrow,'or rvhat is equally important, his friend may.

If his small order has been overlooked, or there has been a lack of civility, with general inattention, he would be more than human if he felt kindly disposed toward the dealer who flouted his necessity and made apparent an attitude of contempt for an order that of itself would not yield much profit.

The very fact that the order is small serves as a means to concentrate his attention so that courtesy and promptness in filling are just as sure to be noticed as their lack.

Indeed, the so-called "short orders" may be considered as a sort of selling by sample. And, if the same commercial parallel is permitted to hold good, these "sample" sales should be as nearly perfect transactions as possible.

One more point-these short orders-sample sales-or whatever you rvish to call them, are wonderful feeders for the big business you tvant.

Your materials can produce a hundred EFFECTS to one that your customer now knows.

A StnvPle Test!

Take a piece of smooth surfaced "Weaoer" Rgoting. Bend i!. Observe its flexibility. It will stand more flexing than other roofing. Why?

Because "Weaoer" Roofing is made of the long fibres of genuine rag felt, tightly interwoven. Cohesion is increased by complete saturation with "W eaoer" weather-resisting compound.

Again, take a piece of the ornamental finish type. Try to rub off the coating. It can't be done. Why?

BJcause the slate is processed right into the fabric-made a very part of it -under great pressure and intense heat; not sprinkled on as in the case of inferior roofing.

"Weaoer" Roofing is the product of years of conscientious endeavor. It is definitely guaranteed to endure.

Remember that when your customer lays "Weaver" Roofing he will have a roof that will defy scorching sun and torrential raina roof that. will give the satisfactory servlce you promlse.

A DEALER MAY WELL BE JUDGED BY THE APPEARANCE OF HIS YARD

If your yard is sloppy, it goes without saying that your office and book work and salesmanship are likewise sloppy.

It follows that your business is done in a haphazard manner, that you have trci.uble making settlements, and that there is always something dragging.

A lumber yard is attractive if pains are taken to make it so. It looks like a junk heap if the manager is careless.

It is easy to sell building material out of an attractive looking lumber yard. It is hard to do so out of a junk heap.

The fellow who runs a rotten looking yard is always making excuses. But they are stock excuses. They don't mean a thing.

llllnrosnCow&Co

Ctnn

LOS ANGELES

810 Loew'r State Building MAin 552)-56i21

Portland Garco Building Main 5llf7

Seattlc Wf,itc Buildins Elliott 2go

Mcnbcrr Arncrican Inrtitutc of Accountutr National Arociation of Cort Accountantr

An excuse, after all, is hopelessly inefiective rvhen it comes right down to brass tacks.

It s'eldom gets one anywhere, but just serves to emphasize the seriousness of the situation.

Poorly kept lumber yards stick out in a town like a sore thumb. They cannot be kept under cover.

The lumber yard is one place of business that everybody sees. If it looks good, the townspeople are proud of it. If it looks bad, they are ashamed of it and think little of the manager.

The lumber yard operator has a responsibility in regard to civic attractiveness which many other business men of the town do not have. He can spoil the appearance of his part of town, or improve it, according to the way he handles his yard.

A neat, well painted, well kept lumber yard, is an asset to a community. The other kind is a blot on the communitv. Which kind are YOU running?

WEYERHAEUSER PROGRAM AT LONGVIEW TO BE PUSHED

LONGVIE\M, Wash., July lO.-Preliminary surveys by engineers on the site where the Weyerhaeuser mitt is tt rise on the Columbia river at Longview are under way, accordTg .to A. L. Raught, Jr., manager of the Weyerhaeuser Timber company office here. No other definite-announcements are being made, but Mr. Raught indicated that the company ryoqld push.,forward its local program as rapidly as is practically possible.

It is understood that work on plans for the mill to be erected here is progressing rapidiy at Tacoma.

LOGGING WHEELS

Special Weber Conctruction

Cart Steel Light and Exceptiondly Strong

.dlro Buildere ot 2, 4, and 6 Wheel Trailerr

WEBER AUTO AND TRAILER WORI$

15O5 Santa Fe Ave. - |'os Angeler

For Donlcy EngincrScricr 5-D

Derigned Right for EFFICIENCY Built Right for SERVICE Sold Right for ECONOMY

Deeigncd for ure on all malcr of rteam clgincr. Ask for Terms and prices

Officc and Factory, 766 Savier St, Portland, Orcgon California Agentr: W. H. WORDEN CO., San Fiancisco

For Locomotivc EngincrScrier 5-L

JOHN G. McINTOSH, C. P. A,. c. s. cowAN, c. P. A.

Ladies' and Children's Day at L. A.

The story of the lovely luncheon that the Los Angeles Hoo-Hoo Club gave on June 25th in honor of the Hoo-Hoo Ladies and Children, was published in the July First number of The California l,umber Merchant. But the picture wasn't ready u'hen we went to press

then, so \\re are using it now to show generally what a fine gathering it lvas.

Cliff Estes made himself {amous as nies on this occasion.

Hardwood Firm Holds Annual *

Oakdale, La., June 22, 1925.-The big annual celebration of I{illyer Deutsch Edwards, Inc., of this city, was held here June 19th.

This annual event consists of ball games between the three plants of the company, and its allied company' Hillyer Edwards Fuller, Inc., the plants being located at Oakdale, Mab and Glenmora; follorved by a big dinner given by the two companies to all heads of departments. At the dinner the program consists of a few friendly talks by members of the organization with an inspirational speech by a well known orator.

This year the first ball game \1ras between Mab and Glenmora, the Msb team ll'inning 19 to 9. Mab then played Oakdale, being defeated in an extra inning game 8 to 7. This is the third straight year Oakdale has won the championship. '

At the dinner, at 'which about one hundred men were present, J. B. Edrvards, president of the company, acted as toastmaster. Among the speakers were F. L. Hillyer, of San Antonio, rvho paid a high compliment to the men of the organization; J. C. Burford, who reported for the Safety Counsel ; Earl Dionne, Advertising Agent for the Company, who talked on the importance of the men "backing up" the advertising; and the principal talk was made by Granville Jones, nationally known lecturer and orator.

This rvas the sixth annual celebration of its kind.

ARIZONA MILL

master of ceremo-

The W. M. Cady Lumber Company, which operates the great white pine sawmill plant at McNary, Arizona, announce that they have been awarded a large government timber tract on a recent bid they made, in the Seagraves National Forest, in Arizona, the first unit of the purchase being 300,000,0@ feet. They announce that they will begin in the near future the erection of a big mill at or near Holbrook, Ariz., where they will manufacture this timber.

They are also planning to begin immediately the building of a complete planing mill and box factory at Holbrook, where they will dry and dress for market the product of their big McNary plant. After the completion of this unit they will no longei dress their lumber at McNary but ship it down to the warmer levels for that purpose'

MILLS RESUME SIX.DAY WEEK

RAYMOND, 'Wash., July 1O.-Willapa harbor operators are returning to the six-day week following an extensive period of curlailment of production, a census of the lumber mills indicated yesterday. The Quinault mill was the first to begin the 48-hour week again and was followed almost at onie by the Raymond Lumber company and by the Siler Mill- company, operators of the Siler and Hanify plants. The Wittapa m;tt will resume the-six-day week beginning July 6, W. FL Turner, manag'er, has announced.

the lumber folks

";S*?",1##J*"1^:ST,|,|I",'"Y# fiilI."

More Than The Golden Rule

By Jack Dionne

There is a firm of printers in the east who have been in business for more than two generations, and who have during that entire time used as their business and advertising slogan, this very delightful phrase:

"More Than the Golden Rule."

Is'nt that keen ?

There is so much talk nowadays about "The Golden Rule in business," that it is refreshing to find a man who has been offering MORE than that for a long, long time.

In the first place we are impressed with the thought that he must have kept his promise, or he wouldn't have lived and prospered so long a time.

Proving that "It CAN be done."

Then comes the natural thought: What does it mean to give "More than the Golden Rule?"

That Godly principle is to do unto others as you would have others do unto you.

IIORE than that means that you are willing to do for others MORE than you expect them to do for you. And THAT is a truly regenerating spirit.

It is what \l/anamaker had in mind when he adopted his slogan: "The customer is always right." He KNEW

that there were many, many people who would take advantage of that business principle, and IMPOSE upon him. They DID. Thousands of them. But he stuck to his rule just the same.

It is the same thought that the old French storekeeper in Southern Louisiana uses when he gives the house wife thirteen for a dozen, and calls it-"Lagniappe." For Lagniappe simply means more than you agree to furnish, and therefore "More than the Golden Rule."

The Man of Galilee had the same thought in mind when He said to the Jew who had been made to carry the burden of the Roman soldier a mile, as prescribed by law: "When he makes you carry it ONE mile, carry it TWO."

And I like this thought best of all. We are inclined to refer to the Golden Rule as a Christian theory-and it IS of course-but Christianity should be really "More than the Golden Rule." For the great Pagan philosophers from Confucius right down through Socrates, Plato, and Aristotle to Marcus Aurelius, ALL preached the gospel of the square deal, which is the Golden Rule.

But the Gospel of the Second Mile is a greater one. It means "More than the Golden Rule."

O matter what their cost . no matter what their quality truck and passenger car tires are useless unliss backed by intelligent, scirentific tire service.

Service with us is a definite activity a responsibility upon which Truck Tire Service has been founded enabling us to secure and retain the good will of hundreds of customers, among whom are many engaged in the lumber trade.

MR. DEALER:-Here is a three-column newspaper advertisement that moftes a buililks appeal ftom a most practical onil potent viewpoint-itwestment. Use it as you see fit.

THE GRANDEST INVESTMENT ON EARTH A NECESSARY BUILDINC

A needed building is the finest possible investment for YOUR money.

Its LIFE is far greater than the majority of things offered you.

Its depreciation is far lighter.

Its ownership improves your CREDIT with your associates and your BANKER.

It establishes the quality of your citizenship.

A needed BUILDING offers you SHELTER, PRO' TECTION, CREDIT, INSURAI\CE, SAFETY, COMFORT, CONVENIENCE, SATISFACTION and HEALTH.

Does any other merchant off er as much?

WANT ADS

(The Clearing House)

This Column of "Wants" and "Don't Wants" is for: The Fellow Who Wants to Buy The Fellow Who Wants to Sell The Fellow Who Wants to Hire

Rate: s2.s0 per coturnn inch The Fellow Who Wants to Be Hired

SALESMAN WANTED

A well known wholesale and retail concern has an opening for an experienced lumber salesman to work territory in Los Angeles and vicinity. Prefer a man familiar with industrial lumber and acquainted wlth Furniture Manufacturers. Give age, expefie.,ce and salary expected. Address box A-52, care California Lumber Merchant.

LOGGING ENGINEER: Wide experience in R. R. Location and construction, logging layout, topographical surveys and estimates. 12 years' experience in Yellow Pine and Douglas Fir districts. Accurate and economical. References. Address California Lumber Merchant,900 Matson Bldg., San Fiancisco.

I AUDITOR OR CREDIT MANAGER

Man, age 37, thoroughly competent and experienced, wants position as head of credit and collection department of a line of retail lumber yards, large or small. Expert in accounts, credits and collections.

Address Box A-54 care California Lumber Merchant.

I ' MANAGER FOR YARD IN ARIZONA

Wanted-a manager of proven ability for a yard in Arizona tor^,'n of 30,000. Give references and experience. Address "Arizona," care California Lumber Merchant.

I WANTED-Position in some good California town, by 'competent lumberman, capable in yard or office, 20 yeari' bxperience retailing. Will start in any capacity. Can furpish A-l references. Address 537 care California I-umber Merchant.

CAN YOU USE THIS EXPERIENCED RETAILER WHO NEEDS JOB BADLY

The California Lumber Merchant has a letter from J. M. Ennis, P. O. Box 417 Reedley, California, who is experienced for l5 years in the retail lumber business, says he can do bookkeeping, estimating, planing ' mill or yard managing, but has'a family, needs a job badly, and isn't afraid to work. If you have something to offer him, write him.

OFFICE MAN WANTED

WANTED: Young man as estimator, assistant to bookkeeper and general office man. Must know how to use 'typewriter. Give references, age and if married. Address Box A-53. care California Lumber Merchant.

DIMMICK LUMBER COMPANY

PACIFIC COAST LUMBER

CAR erd CARGO

nGDrc.Gltaruva. Port Orforal Ftltc Ocilrr Tgc.t.rr lylltc CGd.r Co. Douglt. FtF--SDncG_Ecnlocl ,. #HrT."jl, r,ti3B?l o.. ---- *.a- c.aJi srr*l.. ' Ooqrrlllc' Orcao! Ccdar Polcr tral Pfllr8

Fifc

SAN FRANCISCO Tel. Douglar t925

PINE MILL FOR SALE

Splendid investment opportunity in a newly equipped Pine Mill, Northern part of Calfornia, cutting forty thousand feet per day, all good machinery, millions of feet of timber can be acquired, assuring perpetual opera- tion. In prosperous surroundings.

Priced at a discount of about 307o under actual cost of installation, owners want immediate action. Requires $ I 00,000 investment.

Bldg.

GOOD-W[LL

We value the good-will of our customers as our btggest asset.

GOOD REDWOOD

Our customers appreciate the high standard of our grades and the care used in the manufacture of our product. Their many repeat orders assure us that we are renderirg them satisfactory service. You, whom we may not have had the opportunity of serving in the past, will b. just as well satisfied as the numerous dealers wh o have been favoring us with th eir business for many years.

Csn be loid ouer old rooJs

There's real big money being made in the sale of Pabco Shingles for re-roofing jobsthey can be laid right over old shingles. There are Pabco Octagonal and Square Butts for those who want the best-and

the Pabco-lok for those who want an inexpensive shingle. The Pabco-lok costs no more in most localities than ordinary wooden shingles.

Pabco Shingles come in nonfading natural mineral shades of red, green and blue black.