Try Push-Punch-Publicity in your business.

(Continued from Page 43.)

lowered yourself in his esteem and made yourself the prey of this "shopping around" and "meeting prices" scheme of affairs which is the worst enemy to profitable lumber merchandising.

This matter of getting your first-name price is largely a matter of the training of your trade, just like getting the money promptly, is largely a matter of training. Cutting prices and meeting figures are bad habits, and like other bad habits, the results of them cannot be overcome over night. I know of one of our former m.anagers who, when given the opportunity to meet a figure, always cut $10t or $15 under the figure he was meeting, prircipally to make his customer feel it was wort'h his while to peddle his figure to him. Do you wonder that he had to mreet outside com.petition as well as that of his competitors on nearly any bill of any size which he sold? Do you wonder that he is no longen working for us ?

This matter of salesm.anship is the biggest thtng in our business operations. Without it we are a back number. With it we can be right in with the leaders. Salesma:rship is not an inborn quality. Salesmanship, or selling ability, is an achieyqrnsnf-a6 achievement which ts the result of conscientious effort and self training tn order tc) acquire it. No good thing was ever acquired in this world without the expending of real effort towards it acquisition. To become a real salesman requires work.

We are in hopes that this letter interests you. If it does, we will get out a letter trying to give ways in which eac'h of Lls can help train ourselves in salesmanship. It is the biggest subject of lumber merchandising.

Yours very truly, HAYWARD LUMBER & INVE.STMEN'I' CO.

By Sam T. Hayward

SIX RULES FOR PREVENTION OF FOREST FIRES ISSUED gY IHB FOREST SERVICE

1. Matc.hes.-Be sure your match is out. Break it in two before you throw it iway.

2. Tobacco.-Throw pipe ashes and cigar or cigarette stumps in the dust of the road and stamp or pinch out the fire before leaving them. Don't throw-them into brush, leaves, or needles.

3. Making Camp.-Build a small camp fire. Build it in the open, not against a tree or log or near brush. Scrape away the trash from all around it.

4. Leaving Camp.-Never leave a camp fire, even for a short time, without quenching it with water or earth.

5. Bonfires.-Never build bonfires in windy weather or where there is the slightest danger of the'ir escaping from control.

6. Fighting Fires.-If you find a fire, try to put it out. If you can't, get word of it to the nearest U. S. Forest Ranger at once. Keep in touch with the rangers.

If you desire information on roads, trails, camping places, hunting, fishing, timber, stock range, or summerhOMC ,SitCS, ASK THE FOREST RANGER.

PATRICK LUMBER COMPANY SUCCEEDS OLD CoRPoRATION-ADDS N. J. SANFORD, JR.

Portland, Oregon, July l6-The Patrick Lumber Company, C. C. Patrick owner, succeeds the old Patrick-Anderson Lumber Corporation of this city. The offices, at 101 1 Northwestern Bank Building, remain the sam.e. The business of the firm will be unchanged, a high class business in wholesale Douglas Fir and other Northwestern woodis sold in general territory to be handled. Chas. C. Patrick is one of the best known and most popular wholesalers in the Northwest.

He has just added to his staff a right hand lieutenant in the person of Nelson J. Sanford, Jr., Who resigned the po- sition of superintendent for The Whitney Company, at Garabaldi, Oregon, to come in as Vice President and General Manager. , He is a young man ,of the go-getter type who gives much promise of success.

W. H. Anderson has retired from the concern.