Said The Customer To The Dealer

By Jack Dionne

"Far be it from me to tell any man how to run his own business, but-

"If he sets himself up to perform a certain function of benefit to m+-if he hitches himself to a certain commercial furrow whose crops I anticipate enjoying-and then fails to deliver-

"Then I have a right-a duty-to become a gadfly, and insist that he gets right up against the collar.

"And who am I ? Your brother, in sooth ; your neighbor; your fellow citizen; the man whose money you want in exchange for the buildings he ought to have for his own benefit.

"Do f know about these buildings ?

"No, not as well as you know-or ought to know.

"And how can I find out, except from someone better posted than myself; from someone whose business it is to knour; fronr you if you are properly qualified to handle your business, and if you have the energy and aggressiveness to handle it.

"I want a building<r perhaps I need a building, and don't know it.

"It is your business to show me the kind of a building most suitable for my particular needs and conditions in life.

"And even supposing conditions are such today that I haven't the money to buy that building, or for some good reason.am not yet ready to proceed with the building of it.

"That is no reason why the plans shguld not be discussed, the details considered, and everything made ready for the day when the transaction can be finally consummated. The more your plan and idea appeals to me, the sooner I will arrange for the purchase.

"Never forget that your tomorrows are only the fruits of your ycsterda,ts.

"Todan for instance, you can be learning who I arn; my present condition, my financial standing.

"You can be making a detailed and intelligent record of those items, and you can be studying how to help me get what those notes of yours show I ought to have.

"You can be learning from others-from acknowledged authorities in their lines-how best to help me supply my needs.

"You can be telling me by advertisements, by letter, by personal contact, by example, all the things-you-carry that I-ought-to-have.

"Today's information will clarify my ideas and enable me to plan with intelligence.

"And with the realization that your service and assistance has enabled me to understand thoroughly my needs and the best methods of filling and supplying them, I will naturally turn to you for the goods when I am ready to buy them.

"No matter whether you are selling them all your goods or not it is your business to let me and your other neighbors know how we can use your goods.

"No business man buys an adding machine to have it. They buy it for what it will do for them.

"No one is interested in lumber just to have it, but for what it will build for them.

"The more ways of using an adding machine the public are shown, the more adding machines they will buy.

"Tte more ways of using building materidr you shour your public the more they will purchase.

"And when they dontt buy today, it is generally because you failed to tell them about it yesterday l'The more people you tell things todan and the more you tell them, the more goods you will sell tomorrow.

"The materials you handle are not mere things-to me -not just wood and stone, etc.

"They are shelter, and satisfaction, and luxury, and protection for me and my possessions.

"Cease to think, of your stock as "stock."

"See in every board and plank a home for a child; a restful porch for a tired wife; a shelter for cattle; a cover for crops; and then open the eyes of myself and my neighbcs to that vision.

"I, your neighbor, want more of the things you can do for me. I gratefully acknowledge my indebtedness, if you will help me.

"And by telling me, you tell my friends also, for my home, built as you know how, modern, attractive, convenient, ,comfortable, will tell its story to anyone who sees it.

"My barn, built and arranged according to your expert ideas, is a model from which my neighbors shall plan their new barns-with your goods.

"I, your neighbor, ask you to stop 'supplying the demand,' and start energizing your business for my sake.

New News From the Mills and Yards-Too Youn$ to Be Dry

Dill Lumber Co. Purc,hase To Convert Sawmill Waste Sedco Lumber Co.

'; I ii,

The Dill Lumber Co., with headquartersi'in Riverside, have purchased ihe Sedco Lumber eo. at Elsinore. The Ditl Lumber Co. operates yards at Riverside, Arlington and Bahning.

L. A. MORRISON VISITS NORTHWEST

L. A. Morrison, California representative of the Eastern & Westprn. Lumber- -pompany, left San Francisco July 6 for a vacdtion trip,"ff|l the Northwest.

Mr. Moirison will visit the company's plant at Portland, and will aldo pay a visit to his mother who lives in that city. He expeiti to return to San Francisco about August first.

T. R. ALTAR REffURNS TO HOUSTON

T. R. Alter, special representative in the T os Angeles District for the American Window Company of Houston, Texas, for the past several months, returned to Houston on June 13. The Frank Graves Sash, Door and Mill Co. are -the agents for the American Window Company in the Southern California territory.

..DO IT BY MACHINE!"

Cut Out Vactefut Hand Methods

MocLrnhrl pllry b repldly brb8 ldopt d 'by rertern mlllr. Todry m r00 HILKE LUMBER PILERII ar cuttlnt c6t! fc prorcgln lmbc coccnr.

Hcn'r vhy: ltc "Hllkc" end I mcn dce thc wck of 10 E n. Savhgs !@n p.y 'cot of ttc nrcbllc. PlUng L bGttar doc. Drylng ls qrdcker, ncc tbmrh. Stady Dmnat of nrchlnc lrrsrcr rtcady rcdvlty of ren. Wak lr udcr. TlnG, bbc rnd lud m swd.

Ano3 nccnt d[ e ttro to BrltLh Colubla nlllr ud

EWAUNA BOX CO.

Kbntt Fallr, Orc. vho purcherd 2 'HlllsD lrrt OctoDcr and bavc dncc purcbucd I ncc.

Ilt ur rbw yo hw tha

Hllkc Lunbcr Pllcr vtll cut 6tt ud lnmu profite ln YOUR EIIL Scnd fc lltcraturc.

IIIURRY JAC(}BS C(). ' DlrHbutorr

00 Columbia St, Scattlc, Warh.

Pctland Su FIuc|ro

Ia Angcler Ncw Orleur (Johnron Mfg. Co, Scattle, Muufactunr*Patcntcd U. S. ud Cande)

Into Insulating Board

Announcement was made recently at Portland by the Fir-Tei Insulating iloard Company, an Oregon corporation headed by H.F. McCormick, general manager of the Chas. R. McCormick Lumber Co., St. Helens, as president, that they will establish a new industry at St. Helens to convert sawmill waste into iqsulating board and synthetic lumber.

The product rvill be called Fir-Tex, and itwill be made from slibs and similar mill waste, chopped into bits, soaked and shredded and then as a pulp rolled into boards.

Erection of the plant will begin in six months. The frrst unit will cost $2,50O,000.

The other incorporators of the comPany are: A. F,.--Millinston, vice-president and general manager; C. A. Millingto-n, superintendent, and T. G. Taylor, secretary-treasurer.

EARLE BO\^/E VISITS SAN FRANCISCO

Earl Bowe, Southern California representative for the National Lumber Manufacturers Association with headquarters in Los Angeles, is spending 1 fgw days at t!: San Francisco office-, where he is conferring with A. C. Horner, Manager of the Western Division.

Narrow Banld Saws

Made of high-grade steel, Simonds Narrow Band Saws take an edge and hold it. Th"Y retain their tension and cut fast and smoother.

For better service sPecifY Simonds Narrow Band Saws.