Years hence the people of the earth will read from historv: ccMen of science discovered and perfected a material strong as stone; that vied with steel in its resistance to strain; molded as easily as sculptor's clay; resisted water and wind, cold and heah that endured down through the ages. Men put it to myriad uses --building of it works of enduring beauty. Its name is Plastite.t'
Use Plastite wherever Portland Cernent is specified. Plastite is a waterproof cernent. It ernbodies all the inherent qualities of Portland Cernent and in addition offers a positive and perrnanent resistance to water.
Some say, csSetoice" is an ooehu)othed word but Good Seroice is not an ooehalorhed thing
Stanton Service, combined with Stanton Dependable Quality catering particularly to the Retail Lumber Dealer has been making and holding friends for 34 years.
The
Com Nc6m Calff. ud Pacdfic Ntrthwast
Subrcrip-tion Price, g2.ll0 per Ycar Singlc Copicr, 25 cente ealh.
LOS ANGELES, CAL., AUGUST
The lumber movement rerumed itc normal strider during the week ended JuIy 14, for which 878 leeding softwood and hardwood milh reported production at 324,478'OOO f,eet; rhipment!, 3651148,O00 feet and ordenr $Z;O44;OOO feet, according to adviceg to the National Lumber Manufacttucn Arociatlon. The hearry gains in the rcfhpood branch of the indruhy ovcr the prcceding wcck due to the faC ttrrt thc latter hcludcd the national holiday of JuIy 4. New burincl| and rhipmentr---eepccially rhipmcntr-wcrc wcll in cxccr of production"
According to the rcport the total softwood lunbcr noec. ncnt for trhc 6nt 2E wcckr of 192t thorvr: Production, 7,249rU9 M fcct; Shipmtl 7,7firg97 M fcct; Ordcr+ Z,g0d'rtn7 M fcct
For Sc nilb of thc Wst Coart Lunbcrucntt Auociadon, tho rcport,for thir rane pcriod Aowr: Production, 3r22l,4o9 M fcct; Shipncntr, 314391608 M fect; Ordcrrr, 31629,17l M f.cct
For thc rnilb of thc Orlifornie Whitc end Sugar Plnc Arocietion, thc rcport rhornr for thb pcriod: Produc{ion, 616,7(H M fcct; Shipncntl 699,362 M fcct; (}ndcn, 7O2r|84,3 M feGL
Thc 6gure on Southen Pinc for thc 6rt 28 wccLr of
"The trouble with having a chip on your shoulder is that somebody is likely to knock it ofr." At least so says the axiom on the outside front cover of the attractive new house organ, "Stiles and Rails," which the Pacific Door & Sash Company, of Los Angeles will publish monthly from now on, Number One, Volume One, being just ofi the press. The editor is "Tat" Nicholson, son of Ea. Nictrolson, who'has been in charge of the publicity department of the cqncern for the past year.
Number One is a good looking job. It goes not only to the big Pacific organizatio-n, but- likewisJ to a large selected mailing list of friends and customers. The first editorial announces that in its columns employes, distributors, architects, builders, dealers, and manufacturers will be heard from.
Of interest in the first issue is a brief sketch of A. E. "Ed." Nicholson, General Manager, together with the latest and best photo of the subject. There is a door article Ly J"* Brodie, a talk on "Good Will" by Sales Manager E. J. Thompson, a talk on safety in caring for wounds-of employes written by the chief surgeon of the company, and a lot of well edited and illustrated miscellaneous ltufr that Iooks and reads interestingly. The outside back cover bears a photo of the home of Miss Delores Del Rio, in Hollywood, sash, doors, and trim by Pacific.
Following nunnbers will be received with interest.
the year are as follorve: Production, 118941689 M feet; Shipments, 2rO2O,228 M f€ct;Orders 2,O3Or228 M feet.
The California market experienced the urual reaaonel let-up in denand during the nonth of July. Augurt ir unr ally e good raontt for the wholenle trade and they expect that conditionr will bG norrnal again ddring the early part of the montt. Priccr are firm and have rhown no change drring thc lart trpo wcekr.
Douglu fir cargo ir a little rbongcr -\+ two wcc&r 9g9' duc to thc fect that thcre ir vcry littla lumbcr at thc nillr for ralc. Owing to thc dificulty in getting lunbcr reveral additional hmbcr vcrcilr havc bccn leid up; thrc 11c now 34 vcrclr laid up rnd dr erc opcrating ofr rhorc- Thc anount of rnrold lunbcr on tfic public dockr at Sen Pcdro har bccn dccrancd durhg thc part tcn dryr. Curtailncnt at thc millr b hokling 6rnly and priccr at the millr arc vcry 6nn
ThG thingtc end leth narLctr contbuc rtroqg and priccl arc 6ru.
Thcrc ir a good dcnand for Californh yrhitc and ruger pinc. Thc dcmrnd for thc uppcr gnder end box lumbcr h' 6o..r.a. Priccr erc 6ru. Redwood priccl continuc firb with thd dcrnend holding up wcIL
G. E. Meliff and W'. W. Grosser, leading retail lumber merchants of the state of Texas, and hailing from San Antonio, were recent visitors in California. Mr. Meliff is President and Mr. Grosser one of the yard managers for The Building Materials Company, of that city, the largest local retail lumber business in Texas. This concern operates five big yards in San Antonio, and are famous for their merchandising methods. The two gentlemen came to look over the lumber business oJ California, hunting ideas for their own business. Mr. Meliff is not only a famous lumber merchant but a notable lumber speaker, and has talked merchandising to lumber dealers in many parts of the United States. He is an ex-president of The Lumbermen's Association of Texas.
They visited the Hammond yards at Los Angeles and San Pedro, and the mills of the Pacific Lumber Company, at Scotia, before proceeding to the Pacific Northwest to see the Fir district.
M. R. Gill, Los Angeles, salesman for the Union Lumber Company, Redryood Maufacturers, recently spent a two weeks' vacation at San Francisco, which is Mr. Gill's formef home.
A shipload of lurnber leaves Puget Sound for California ports to supply our hade. Our battery of big, efficient mills insures a dependable and constant supply.
By Jack Dionne
Talk about growth. The cement industry will excite your admiration in that respect. In 1895 the annual cement production of the United States was less than one million barrels. In 1926 it had reachcd the great maximum of 164,530,O00 barrels. Then 1927 came along with a new high mark, 173,206,000 barrels. Cement is nonr made in 32 states of the urtjon, in 150 odd plants that cost $600,O0O,(X)0. It has become one of the great American industries, and there is every evidence that its growth will continue. Good merchandising is largely the answer.
Another industry of colossal size, and one that is seldom thought of when considering the grgat industries of the nation, is the FINANCING OF AUTOMOBILES.. Did you know that there is constantly afloat in the' United States alone about one billion three hundred seventy eight million dollars worth of automobile paper? This makes it one of the very biggest businesses on earth-and one that is growing. There are twenty five million motor cars in the United States, aqd the peak has not been reached.
"Golden Rule" r""r, li"a ,,oa* rorrg ago in Cincinnati. He made a great fortune in the clothing -business, and divided his profits with his employes.-. In 1924 he paid a dividend check of $600;000 to his five thousirnd employes. He was kicked out of Christian churches twice in hiS life for being a heretic, but he treated his fellow man so well that he earned and kept the name of "Golden Rule" Nash. If there is any bett€tr leligion on this or any gher planet than giving the other fellow a square' deal, then the Man of Galilee didn't make his -;""Tt very plain.
I tike this book this man Holt has prepared for figuring building costs. It seems to me such a book should be indispensable to the lumber merchant. It wouldn't help a wood yard man much, but a lurhber merchdnt should be able to use it like anpther perfectly good right arm. The proposed customer brings in his home plan, or chooses one from your plan service, Mr. Dealer. fle wants to know how much it will cost. With this book. you tell him in three minutes-correctiy. 'He wants-to know how much more it will cost to make it three feet longer, make certain changec in the shape. You tell him in one minute, instead of taking it under advisement for a day or so while you figure it out. It is as practical in numerous other ways. If that isn't a great merchandising help, then I'm a switch engrne.
Hollywood, the film capitd of the world, gets lots of advertising publicity. Ffer speed, her wildness, etc., are oveqprinted and over-done. So it's interesting to know how the film industry came to seek out Hollywood at the start. The builder qf the first studio and maker of the first Hollywood films is authority for the statement that they ' chose Hollywood above' several nparby places that were considered becausg at thaq time Hollywood was "durv" by loca! option, while the several other localities considcred, werer !'wet." So Hollywood got her start on the road to fame. because of her morality.
Persecution has made many a man in history. - And it has made many a commodity and firm a success'in business. Personally I believe the Federal Trade Commission suit against Philippine Mahogany has been a ing, and not a "disnuised" one either. Philio )een a great blessPhilippine Mahog- ing, "disguised" any has always been a wood of great value, virtue, and usefulness. What it needed was for more people to know about it. The suit has done the trick Teis oi thousands of people in every state have talked about Philippine Mahogany that never heard of it before. About one more public attack and the fortune of this very useful wood is made. !S
The average of the homes in the cities of California, are the highest average of dwellings of any state in the union -BY FAR Californians are the best and most attractively housed of all Americans. More thought is given to archltecture, to conveniences, to comforts here than elsenrhere -BY FAR. There is no other state that even atrtproaches California in the character and caliber of its homes. Isn't that a great thought to ihe building industry of the state, and a wonderful mark to its credit? Those kind of homes mean buying power.
One reason is ttrat we think more of home construction aid home attractiveness in California, than elsewhere. :'The other big reason is there are so many homes in California built with outside money, that didn't have to be earngd here. ALL THE OTHER STATES have contributed to California their men of means, who come. here to brrild their ideal homes, and live luxuriously in the sunshin6, and the invigorating air.
Things that are done by men who enjoy doing them, are 'very likely to be done vnell That applies to both the big and the little things of life. 'I went into a lumber office the other day, and as I waited to see the boss, I sat where I could s6d and hear a young man answering the phone calls that came to the order desk.' Ordinarily there wouldn't have been anything interesting abodt that. But in this case, there WAS. Because this young man was a "whiz" on the telephone. You could tell by his manner, his voice, by the play of his face as he tdked that he ENJOYED talking over the phone. The prosaic business of taking retail lumber orders, .answering varied questions as to price, delivery, etc., etc., that come to the sales desk of a big retail yard, was NOT prosaic to HIM. He LOVED it. Therc was INTEREST in every word he spoke. There was courtesy, well mingled with enthusiasm. There wag a great desire to PLEASE in lis voice, mf,rn€r; and words. He was doing a small job. But he was doing it well. He was a magnificent point of contact between the public and his firm. He is very much worth while, that young man. If he carries the same degree of valub into his work as he gocs along, he should be a most useful and interestiirg person.
Tfn4nfn froar our own vast holdings, logged in our own c:rmps, fut in our own mills, shipped on our ofvn coastal and inter-coasal vessels. Ev0ry step is McCormick controlled. Tlhat's why McCormick lumber stands for dependable qudity, grades and deliveries.- And has for more than a quafter century.
Moreover, during the past two years, McCormick has spent more than a million dollars in improving these facilities.
In addition, our rail department is equipped to give fast service on ordens for California and Arizona points.
Yotr can profit by McCormick's complete service. It meets every regular and rpoi"l requirement you may have for West C,oast woods. I.et our rePresentative quote you on straight or mixed cans. Or ask the neanest McCormick sal6 ofrce.
fulsbe California distribanrs for Weyerhaatw Fir Flooing and Waltoa Yens Panels
SALES OFFICES: Saa Fratrisa-2l| MqLa Slrlcr:t; Darcnport 3500. Los Anpel*-L7d) Lane Motsa4e Building; Tiniq 5241 Prlrrlnil-C. P.Henry'rcp t&tdbq42i Heard Bilding. MILfS: St.H-elcns,hqon; Port Ledht atd Port C*mbh, Vashiotott. TttrrA*TING PLANT: St. Hdar, Ot"Eon. PLANING MIIL$ Un Oiio. DISTRIBUTION YARDS: Vilrnington arrd &n Diego.
Douglrt Flr . GeCar . Sprucc . Eenlocl
The Tri-Annual Conference of the Millwork Institute of California was held at the Alexandria Hotel, Los Angeles, on Thursday and Friday, July 19 and, ZO. The Confeience was largely attended, there being present Institute members from all sections of the state-. -
Many important problems of the industry were discussed during the Conference, including, Plant and Products Certification, Activities of Local Groups, "Empty List',, Schedule No. 128, Mitl Cost SchedulCs, Trade- Practices, Cooperation and Association Activities and Trade Extensron.
San Francisco was chosen as the next meeting place, the next Conference to be held in November. The-Los Angeles committee had charge of the social and entertainment features and arranged for a splendid program. On Thursday evening, there was an informal banquet, dinner dance
a profit is bound to give each of you a profit, provided you conduct yotrr business as efificiently as he does, which to me is a natural result of attending the Institute meeting.
"9po., consultation, our Minaging Director did not go to Chicago; we felt that his presence was needed here at home; to visit our members throughout the State and you will hear later of his visits and their results.
"I. being unable to go to Chicago, Mr. J. E. Kennedy of the Pacific Manufacturing Company and Mr. A. E. Nicholson of the Pacific Door and Sash Company represented the Millwork Institute of California at the Federal Trade Conference, and we can be proud of their work. They will make their report later.
"Our Sash and Door Schedule No. 128 has attracted national attention and it will be a money-maker for you, if you will use it.
and entertainment. On Friday evening, there was a stag party at the Oak Tavern. Saturday molning, an inspectioi trip was qq{g bf a golp of the delegates-lo the mitt op- erations of The Pacific Door & Sash Co. plant at Burbank, while in the afternoon many of the delegates participated in golf'
_ The meeting was called to order -by President H. W. Gaetjen who addressed the Conference-as follows:
-"lt i! _1gain my privilege to welcome you to this meeting of the Millwork Institute of California and to those of vou who are here for the first time I want you to feel at home and to take part in all of our discussion.
"To see so marry Millmen gathered together signifies that we have mutual problems that we want to talli about. I think we.can thank our Institute that the Mill business is in 3s good !!ape as it is, because all reports show at least ltO/:_gf th-e Nation's Corporations,haVC lost money in:'1977.
"The Mill business, as a whole, was no exceptign but it might have been worse for us in this sectibn had'it not been f-er the Co-operation that has grown out of the Institute; bdcause every act'of Co-operation',:that gives one' Millman
"The program of this meeting is one of merit and I trust you will attend all sessions, and express your views on the subjects as they are brought up.
"Once again I want to emphasize the fact that this is your Institute and without the Co-operation of each and every one of us nothing can be accomplished.
- "Our Managing Director has a program which I think is for the benefit of us all, but it will take additional money to put it across and it is up to you to endorse or to reject it; but I do hope that you will take our work sdriously and while you may not think that the Institute has done all it shoulcl, still I feel that you'are being well repaid for your attendance and financial support."
As best expressed t"J[""X":t:tt:of Emerson:-
"Help one'another," the snowflakes said, As they'nestled down; 'in their fleecy bed; .i One of us here would not be felt o;; ;i "" ii"'. *oura q"i"liy-;;rt;
' But I'll help yoti, and you help me, And then, what a big white drift we'll be.',
(Continued on Page 10) 'i
Frederic S. Palmer, prominent San Francisco lumberman, is now associated with the Madera Sugar Pine Co. of Madera, California. Mr. Palmer has been connected with the sugar pine industry for many years and is well known in lurnber circles throughout the country. He has operated a wholesale lumber business of his own for many years, specializing in sugar pine, with headquarters in San Francisco. At the present time he is in the east where he is calling on the eastern trade. On his return to the Pacific Coast, he will continue to make his headquarters in San Francisco with offices in the Ross Building.
The Madera Sugar Pine Co., pioneer manufacturers of California sugar pine, are the producers and distributors of the famous Madera air dried, water cured sugar pine.
Monroe Butler, director of public relations for the Pacific Coast Building-I-oan Association of Los Angeles, will deliver an address before the Pacific States Savings and Loan Conference which convenes at Aberdeen,. Wash., August 9, on the general subject of advertising, publicity and public relations. He will also speak before the $oquiatrn, Wash., Chamber of Commerce and the Kiwanis Club of iAberdeen. Enroute to Aberdeen he will attend the OregontBuitdiirgLoan League convention at Portland, August 3 pnd 4.
Jack Norton of the Norton-Phelps Lumber Co., Santa Cruz, has been elected President of the Coast Counties Ijumbermen's Club. C. H. Griffin, Jr', of the Homer T. Hayward Lumber Co., Santa Cruz, was elected Secretary and Oscdr Chase of the Chase Lumber Co', Pacific Grove, elected Treasurer. Messrs. Enlow, Chase, McGinnis, Johnson and Maddocks are the directors of the club.
Ed. Houghton, Los Angeles, is now representing the EC. Miller Cedar Lumber Co. of Aberdeen, Washington, through the offices of the S. E. Slade Lumber Co-, their Southern California representatives. His work will be confined to the exploitation of Western red cedar in the Southern California territory, specializing in shingles and the lower grades of lumber.
He has just returned from a two weeks' trip-to Aberde-en, Wash., wLere he inspected the E. C. Miller Cedar Lumber Co. miil operations and conferred with officials of the comDany. White in Portland, he visited with his son Donald iot -" few days, who drove down from the McCormick mill at Port Gamble, Wash. Mr. Houghton.has been conne,cted with the lumber business in Southern California {or a long period and formerly was with the ehas. R. McCormick Lumber Co.
For rplitting columna, add to the price of full dolumns ., ,75c'
Loa Angilea .... .. ?7"
of Loc Angeles, add for cartage and crating, pcr column. ' ' ' ' " ')uc
(Continued
Managing Director H. T. Didesch then presented his report which is as follows:
"Since the San Jose meeting the Institute program has made more progress of a kind that secures permanent results than ever before during any period between meetings. On the theory that strong local oiganizations are the cdrnerstone of a strong State body, my own time has been devoted almost exclusively to organization work in the field. I have spent a total of almost seven weeks away from Los Angeles, as a direct result of rvhich, new locals or very much strengthened old organizations are .now. ac:'ally_functioning or on the verge of functioning in the San Francisco, Sacramento, Stockton, Fresno. ind San Mateo territories.
"The style of "organization efiected in these markets is such that there is in almost every case a one hundred per cent membership of milhvork operators, or assurance that shortly there wiU be, plus either actual membership of retail lumbermen engaged in the sale of millwork products or a close tie-in with them that will accomplish the same results.
"The most disrupted market in the State is Oakland. It was in that position during the San Jose meeting and continues to remain so. You will recall that I waslnstructed by the Board of Directors to go to that field for reorganiza- tion purposes and to remain there until that aim had been
piling -an "Empty List" to supplement Standard Sash & Door Schedules No. 128, occuiried my time. Such a list was req_uired by those markets, which make it a practice to sell sash and doors at retail in an unglazed stale, as lvell as by wholesalers, who sell "empties', t-o retailers. In both cases Schedule No. 128 could beLnd was used as published, but the operation was somewhat lengthy, which-objection is overcome in the "Empty List.', This publication consists of a 20 page book in i7rinted form, which schedules a "worked-out" and corresponding unglazed list for each glazed item occurring in No. 128. It hjs been distributed to the "empty" markets and to the wholesale membership. On account of its character it would be utterly w.ons fo broadcast this publication, but I do believe thit it w;uld be advisable to furnish each member with one copy for his own information and. use as a buying list fof empties. There should be a ruling from the Board on this point before adiournment of tomorrow's meeting. journment
"Schedule No. 128 itself, continues to be. an outstanding accomplishmg"! gf the Institute. Its use rs growrng constantly, and it is being found, even by members who were notoriously skeptical as to its value, to be the best pricing medium ever introduced into the millwork trade. - Awai from home, it has contributed a great deal to our prestig6. both from a national and international point of viiw.
accomplished. After 1l days put in on the job there, following through every possible kind of lead, it became evident that the Board's instruction could not be carried out literally. Oakland, therefore, continues to be a problem, and while indubitably a serious one, it is not hopeless of solution, and nothing will be left undone, to work out the tangle before our November session.
"In my work with the various local groups, I found it absolutely necessary to deal with the lumbermen operating in those fields. Both millmen and lumbermen need to be organized along similar lines, and if membership in a joint organization is not feasible, then as a substitute, ihere should be a joint management. That is a thought that should remain uppermost in our minds as regards local organizations. It is entirely logical and the only practical means of attaining stabilized prices, standard practices and general harmony. Furthermore, if it is necessary and practical of application in local groups, then it is just as necessary and practical of application.in a State way, and ultimately must be put into effect. This is not just the right_time to attempt it, but it should be done just ps soon as all local groups are properly organized. For the present.we should set it up as a future move, doing simply those things that will shape our course to that end.
"Prior to concentrating on field work, the matter of com-
* "The San Jose Conference decided that the Managing L)trector, one representative elected by the Northern membership and one representative elecied by the Southern membership, constitute an official delegati6n from the Institute to the Trade Practice Conference called for Chicagq on May 14th. I decided that afiairs in California, did nit justify my own attendance and with the consent of President Gaetjen, remained away from the session. That aci tion, added at least l0 da1's of my time available for urgent work at home, plus a saving of at least $300.00 speciallra- veling expense to the Treasury.
"The Institute, however, was officially and very ably represented at the Trade Conference. Messrs. J. G: Kennedy and A. E. Nicholsen, were the chosen delegales. They tooi< an active part in the proceedings and .were accorded ipecial honors by the Conference. Mr. Nicholson w.as mide a member of the Committee on Committees and at the close of the Conference when the matter of a National millwork bo{l was presented and carried, was named on the Organi. zation Committee.
"I will not comment on the Trade Conference matter other than- to say that it is the outstanding thing achieved by the industry. It set up 18 resolutionJ defin-ing unfair
(Continued on Page 12)
Incorporitj Feb. 14, 1go8 A. J. ttGustt Russellts Outfit
Erclurivc Rail Rcprcrcntetivcr in Celifornie and Arizoae for
Central CoaI & Coke Co.
Oregon-American Lumber Co., Vernonia, Ore.
. Western Lumber Co. West6r, Otegon
So. Calif. Officc LOS ANGELES
397 Pacific Elcctric Bldg.
Bruce L. Burlingamc
Phoo TUckcr 5?l
Gencral Offiec SAN FRANCISCO
St. Clair Bldg.
16 Californie St.
(Continued from Page 10)
methods of competition and these resolutions, now having the approval of the Federal Trade Commission, are the law of the industry, and as such will be enforced by the Commission. Our delegates will report full details and make recommendations for your consideration at this afternoon's session.
"The San Jose Conference instructed me to contact with the Cabinet and Store Fixture Manufacturers Associations as to the feasibility and desirability of cooperating with them in matters of common interest, and if feasible, their affiliation with the Institute through a Cabinet and Store Fixture Division. The approach has been made and possible program outlined. I can report that both the Northern and Southern Cabinet and Fixture people are interested in the idea. Representatives from the Southern group will sit in with us and will, I am sure be pleased to discuss the subject with us. My own recommendation is that actual affiliation if decided upon, be deferred until a definite working plan can be devised, which at the earliest time would not be before our November Annual.
"This body went on record at San Tose in favor of Plant Certification. A .ommittee was appointed to prepare a final and complete plan for submission to the Board of Directors meeting and passage along to the general meeting.
month budget, which would give assurance of carrying out the following activities in he-man style:
1. Contact-involving organization field work and cooperative reciprocity with sources of supply.
2. Standard Millwork Schedules.
3. Product Certification.
4. Manual of Millwork.
5. Design Book and Trade Promotion Material.
6. Cabinet & Store Fixture Division.
7. Coordination of State Millwork and Lumber bodies.
"There should be a free discussion of this program at today's and tomorrow's sessions. Your Board has already devoted an entire day to consideration of just what we are to concentrate on and expand into, but before their final report is given to you, invites you to express your ideas and advice."
This was followed by the report of Treasurer A. E. Nicholson.
The report of the Plant and Products Certification Committee was made bv A. W. Bernhauer, chairman of the committee appointed at the San Jose Conference last March to prepare a draft for Plant Certification. Copies of the Plant Certification draft were distributed among'the members. Managing Director H. T. Didesch read the Plant
The Committee has given the subject careful thought including an entire day's conference at Oakland which I attended. Their work has now had the benefit of Board action and will be presented in full to you by Chairman Bernhauer of the Committee. The set up as it now stands is ready for passage and can actually be in force even before our November annual. It is a remarkable accomplishment and one that will tie the Institute together with a tie that binds. It will also, if adopted, make the Institute the first millwork organization in America, to actually and definitely guarantee the products of its members. Aside from its own undeniable merits, it offers you also the oppoftunity to make millwork history and to further enrich the leadership of your Institute.
"The one and only other work set up by our last Conference, which still remains to be reported on is the matter of Standard Millwork Schedules. The State Committee has not been called together, and action in the form of completed schedules must be the business of the next four months.
With the denuded office staff and restricted budget of $1,000.00 the month on which the Institute is operating, not all things that should be done can be engaged in simultaneously. At yesterday's Board meeting I submitted the proposal that we expand our program to a $250O.0O the
Certification draft which included the Procedure Governing Certification, Application for Certification, License of Manufacturer of "Architectural Woodwork" and Architectural Woodwork Certificate. Mr. Didesch said that the Plant Certification plan would be put in operation in sixty days and would react to the benefit of everyone in the industry. Discussion on the subject was left until the afternoon session.
Thursday Afterngon
President Gaetjen called the meeting to order.
A. E. Nicholson reported the proceedings of the Trade Practice Conference which was presided over by the Federal Trade Commission at Chicago on last May 14 and 15. J. C. Kennedy and I\[r. Nicholson represented the Institute at this Conference. Mr. Nicholson said that the Conference was largely attended, 250 being present, the meeting was a success and the industry is now on the threshold oI a better understanding and better times. l{e read the eighteen Tiade Practices that were set up by the Conference and which have been approved by the Federal Trade Commission. Stabilizing trade practices is a very fine thing, stated Mr. Nicholson, and will have a salutary effect on the industry.
(Continued on Page 14)
Portland, Oregon Car and Cargo Shipmentr
""*ffi1"650i1::."S,"r-i#:i*.
saler offices: ;33 :ffiH*,ffF*'h,?f*o*
(Continued from Page 12)
Kenneth Smith, Secretary of the Lumber Dealers Association of Los Angeles, was the next speaker. His subject was "Excess Capacity and Stability." Mr. Smith's address appears in full in this issue.
"The Old and the New" was the subject discussed by Jack Dionne, Publisher of The California Lumber Merchant. Mr. Dionne's address appears elsewhere in this issue,
The last business of the afternoon session was a discussion of the Plant and Products Certification Plan in which several members participated, after which the plan was unanimously adopted.
Telegrams were read from J. C. Kennedn Geo. Cornwall and T, J. Bridgeport who were unable to attend the ConIerence.
Thursday Evening
The banquet was held in the Ball Room of the Alexandria Hotel at 7:00 P.M. W. L. Leishman acted as master of ceremonies. Les Henry, Blyth-Witter & Co., was the speaker of the evening and gave an excellent address on
At the conclusion of Mr. Maule's address, A. E. Nichol' son made a motion that was unanimously adopted that Mr. Maule's address be printed in pamphlet form by the Institute and distributed to the millwork industry throughout the country.
H. P. Dixon, President, American Manufacturing & Sales Corp., Los Angeles, was the closing speaker of the morning session. His subject was "The Effect of Association Work on the Selling Price." Mr. Dixon said that Association work had a great effect on the selling price as the big problem is getting together with your competitor. He also discussed bid registration. He stated that the idea he wanted to leave is that all bids should be recorded, that registration should be open not only to members but to any interested parties under the proper safeguards.
President Gaetjen called the meeting to order.
Wm. Simpson,'Wm. Simpson Construction Co., Los Angeles, addressed the Conference on the subject "Salvaging Construction Industry." Mr. Simpson's address appears in full in this issue.
President Gaetjen then called on M. J. Doyle, attorney for the San Francisco Branch. !4r. Doyle gave an excellent talk on the benefits derived through cooperation and associations. He urged closer cooperation with competitors, the elimination of bid peddling and the organization of strong local groups.
Managing Director H. T. Didesch led the discussion on Trade Extension, stating that with the adoption of Plant and Products Certification now was an excellent opportunity to introduce the products of the Millwork Institute and recommended that the Institute carry an advertisement in the new Plan Book of the Lumbermen's Service Association. Floyd Dernier, Lumbermen's Service Association, Los Angeles, described in detail his new Plan Book, the twenty-second edition, and also stated that his Plan Service is carried by practically all the retail lumber dealers of the state who use this service as an outside medium to attract business.
"Tat" Nicholson C. B, Bemis busingss and financial conditions in the country. Mr. Leishman also called on President H. W. Gaetjen for a few remarks. During the din'ner hour there were sev€ral excellent entertainment numbers.
One of the interesting features of the program was the moving pictures showed by Kenneth Walker, Red River Lumber Co.,'Westwood, California, on "Hunting Big Game in Africa." The pictures were taken by Mr. Walker and his brother, Fletcher L. Walker, Jr., during their recent hunting expedition in Africa. During the pictures, Mr. Walker explained in detail many of the scenes shown on the screen, also he described many interesting incidents regard- ing the customs of the various tribes of African natives with whom they came in contact.
Following the moving pictures, dancing was enjoyed until midnight.
Friday Morning
President Gaetjen called the meeting to order.
The first order of business was the Report of the Local Groups. Will Goddard, San Francisco; Kenneth Smith, Los Angeles and O. W. Hamilton, San Diego, discussed the activities of the local organizations in their districts. Managing Director H. T. Didesch reported on the activities of the Sacramento and Stockton branches.
This was followed by an address, "Millwork Cost Schedules," by E R. Maule, Manager, Millwork Survey Service, Los Angeles. Mr. Maule's address appears in full in this rssue.
The report of the Board of Directors who met on Wednesday, July 18, was made by A. W. Bernhauer. Mr. Bernhauer stated that half of the day was devoted to the Plant and Products Certification Plan and a discussion of the activities of the Institute. He advised that the "Empty List" had been construed to be a part of Schedule 128: one copy of the "Empty List" is available to each member, extra copies to be charged for at a cost of 25c each. The Certification Committee has been retained to set up the standards of manufacture of products and he urged all the members to get behind the plan. The working out of plans for affiliation with the cabinet makers was referred to two committees, one in San Francisco and the other in Los Angeles.
L. V. Graham, Chicago Lumber Co. of Wash., Oakland, was called on to tell the members about his Allotment Plan for retail lumber dealers. In explaining the plan, Mr. Graham stated that the plan has been demonstrated to be entirely workable, it is entirely legal and in effect this plan makes it more profitable to pass up a sale than to make the same at less than lo/o net profit on the selling price. The plan specifies that there are no fixed prices and no curtailment of the aggregate sales for the purpose of deriving the public of an adequate supply at reasonable prices. The plan also provides for each retailer a moderate, reasonable and legitimate profit on his sales and protects him in secgring a fair and equitable proportion of the business in his community. Other points that he brought out was that the plan provides for the payment into a general fund,lA/o
(Continued on Page,16)
McCloud's present timber lands insure a source of supply of Quality California White and Sugar Pine for at least twenty-five years to come. (At current rate of production and not considering reforestation,)
MILLS AND FACTORIES McCLOUD, CALIF.
INQUIRE FOR PRICES AT WESTERN SALES OFFICE: 1030 MoNADNOCK BLDG., SAIY FRANCISCO, CALIF.
V. G. KAFIMAD{' Salec Mgr.
L. S. TURNBULL' Asr't Sales Mgr.
SOUTHERN CALIFORNIA AND ARIZONA REPRESENTATIVES:
FLETCHER & FRAMBES
RryESSTRONG BLDG.
LOS ANGELES, CALIF.
_ Mrs. J. E. Fraser, Secretary of the California Retail Lumbermen's Association, stat-es that the HOME MODERNIZING MOVEMENT is gaining quite an impetus in California. A group of men interested in the Buiiding Industry met at the Oakland Hotel, on July 23 and dis-cussed the feasibility of establishing a Home Modernizing Bureau in the Easi Bay Section." Mr. J. E. Neighboi Treasurer of the California Retail Lumbermen's Ass'i, was the chairman, and later turned the meeting over to A. C. lforner, 'Western Division Manager of the-National Lumber Manufacturers' Association, which organization has a membership in the National Home Modernizing Bureau. Jhgre were present at the meeting representatiies of the Building Materials Association, the Built-In-Fixture Company, Pacific Gas & Electric Company, Great Western Power Company, Master Plumbers Asiociation, Building & Loan League of California, Electrical Contractors As-sociation, Lumber Manufacturers Association and the California Retail Lumbermen's Association. It was decided !y thjs group that it would greatly benefit the East Bay District to carry on a HomeVodernizing Campaigrr, rni it was decided to hold another meeting 1n August, after the wacation period was over when plani for a definite organization will be made to carry forward such a movement. Winfield Scott of the National Lumber Manufacturers Association was appointed a Committee of One to get together all interested parties and call the next meeting.
_ 09 J{y .30, representatives of the Building Industries, Banks, Building & Loan, Insurance, and other groups interested in the lfome Modernizing Campaign will miet at San Francisco.
One of the most useful booklets ever issued bv The National Lumber Manufactuiers' Association, Washing- ton, D. C., is hot bff the press, and will be of use to lumber users, dealers, and manufacturers the lvorld over, because it is probably the first thing of its kind ever issued. Frequently a lumberman or a lumber user says, "I wonder whero I can get certain information about iumber or forest products." With this little book on file he ceases to wonder. It tells him all about it. This book lists about 300 publications covering every phase of lumber production and uses. The new book can be had by writing The National.
t/! The Grenfell Lumber Co., Colusa, was awarded the first priz_e for entering the most attractive float in the parade at Colusa on July 4. The float showed a miniature pine forest and sawmill scene on one end and a miniature modern home on the other end-the title of the float was "From Forest to }fome !" The city offered $25.00 to the merchant entering the best float but owing tb the origin- ality and attractiveness of the Grenfell Lumber Co. entry, a larger purse was awarded to this progressive lumber concern.
The Grenfell Lumber Co. operate yards at Princeton, Grimes, Butte City and Colusa.
New roofs for old, pleasing beauty for unsightli. ness, security against the ravages of time... all this in favor of laying a Weaver roof over the old. There is very little sales resistance today when beauty is being sold, for we are doing business in the"BeautyAge"...colorhas invaded the field of necessitiel, and as such, roofs of enduring beauty are in demand... awaiting only to be sold to the discerning home. owner. Progressive dealers are realiz. ing greater volume and profits by selling "new roofs for old" to this profitable market.
Wtite w fu awiloblz frcrchisu ani! inlf,rmation corcating ahe c@furqtion and suie rynilaeilWuxr.Hary ilulas. Ot beaad still, Iet w wd you the rume ol a wtbyWaoerHarX ilala. We arc confrilqt his siru witt be intqqaing to Jou.
ff u.io"" doors are now being manufactured of'll lf Philippine Hardwood as well as of Douglas Fir fl
More tban a brndred bomet in the Persbing Heishtr til-diuision, Cbeynne, Vyming areiqilirted ttitb Laminei doors one htandted tei ciit, Nou. rcad uhat the milla,ord ' deater thinh ebott it,
R-" what M. A. Disbrow & Co,, millwork dealers, write us from their Cheyenne, Wyoming, ofEce3
"!?e are having our photographer send you a set of four picrures shoylqS a. few of thehomes in PErshini Hei;hti sub-diviiion. There are 85 homes of thii character comoleted at this timE ( Iuli. tgzl\. and probablv 2) or )o more under construcion.
'\tre?eel very proud, indeed, to be able to tell ybu that all of these homes will use 'Lamioer' d6ors one hundred per cent.
"It has corten to the point now. where laminex doors sell themselves and we do not hesitate to say thai attyone contemplating handling the West Coast door, could rrot go wrong in buying'Laminex',"
Laminer( dealers have so many profitable repeat orders from satisfred customers because moisture cannot rnake a Lairinex door'warp, split or come aPaft. Progressive distributors can supply you with genuine Laminex door-s in popular de-igns. Ifyou have trouble obtaining them, write us. For yoru own protection, insist on doors that bear the yellow replacement guarantee label and the name "LlvrNrx."
x--- ---- -------i rrrr vrrEEr.xR, oscooD coMPANf, Trcome, Verhinston
It,ull lay y_ot t9 cond1u tba 14m0re l4mtnax c00l to.Iina tcrt lbat rctail dcaltri maAc ltblicb is all rartt of tbi cotut t to Iwt tbal dam2ncstuill aec 842a a LaBtttx hor uzrb, srlit or conc atdt, Sgintilc corttilction .td lamifix uah"lmol ccmcnrlza tswcahd - imtlare rctonibh.
By E. R. MAULE, Manager, Millwork Survey Service, I,os Angeles
Address delivered before the Tri-Annual Conference of the MiIl-
Herbert Hoover, in his message to George H. Moss, Chairman of the Republican lriational C"""!"tion-ai-'f."i""' Ciiv,-ui.a it"i" vrords in his reply to the teleggfm notifying tim of-lis ""-i"iti"", --you ask me tor a message: A new era and new forces have come into--our e,conomic life_arih ouq settint ;-""C tti "iii"rr;i-;h; rvorld. These forces demand -of us Jonstant-study "na if"rt, ii prosperity, peace and contentm-ent shall be -aittiiirred.;,- Milfi.; g,"V qp! contemplate those words in their problems and consider rt condrtions in the millwo-Jk in{ustry are nof entirely favorable for "new forces" to become efiective.
Accurate "Millwork Cost S-c-hedules" is a ,,new force" that is n-e-cessary_"if -prosperity, peace ald contentment shall be miintiinia.; We are.all of an ooinion tha-t the proper pricing of our products is essenual to- prospertty-but how many of you have the conviction that ogr prices, which are dete-r-mined by our costs, must be found by uniform methods ,agre_ed !p-qn by tt i inaustrv,-lf ;;t b;";fi;-i. to accrue to the individrial. co-s-t syltems inventei'by ttrl individuai ma.y be -cgr.r.ect ig..nrincinle and"yei defeat the purpole intina;dfG sell profitably. were our products individualistic this rule would not apply but as millwork il a'standardi"ed prbducf ii d;;-. ;;;;. for the buyer obtaining compe[itive bids "1l".y"-Uuv, ii"--it.'iliii whose.price, as developed by tb-eir cost systern, determines the low_ ::t- 919:. on that particular prgduct, or group of products, under competttton.
To illustrate the disastrous efiect of individual cost systems. and tbis illustration but records actrilr "onaiiio"r "*i.ti"g i"-J.ii"i" klii at the pres-ent time, the folto-wing shows- thrt .rr:en thouch each sygtcqr used is correct for the i4dividual, it defeats its n.ry;;6;;; -profits-when used competitivelv.
. lfill A-figures frames at-$100.00 per thousand feet for material and laDor.making frames at $100.0O per thousand feet.
.narll t; hgures frames at the same material cost ($100.00 per M Ft.) and labor at 5(h per rrame.
Both the mills have tested these labor costs and found them gorect, Mill. A, by dividing thg total board iootag. lnto--tf,. t"i"i laDor- to arrrve at the labor c-ost per thousand fiet; Mill B. bv dividing th-e lotal number of tvpidl tra-is-*ia. -itito-i'r,.-r.rl', cost, thus finding the average cosi per frame.
work Institute of California.
formation into Millwork Schedules. For he is the man who must live with and use it.
The second axiom then in Millwork Schedules is-,,the ESTIMATOR should devise the schedules which considers the cost.', Heretofot'e Millwork Schedd{es have been compiled by millmen meeting together and by domp3-riug their cost information agreeing upon- an average value. Each co-operator rightfully believes his cost is correct, it probably is, but no- co-operai-or wili consent to a figure being used that is evidp4tly below-his cost. Thus without searching into the elements of c_osts, such as the method of recording,_ the costs used for raw material and labor, the amount of b-urden applied,- the alerage aggeed upon leaves evlry one confident that the cost is sufficiently safe to warrant tapering down when necessary.to get..a job. Recept competition certainly proves that millmen sharpen their pencils.
A comparison of- cost figure-s between the best operators, based on costs that are individually proven to be correct, will vary so greatly-as to seem-ridiculous. ihe actual costs do not vary to any noticeable extent if arrived at in a similar way, the mittrod ot compilation being solely accouptable for the resulii.
To illustrate this: cut stock fp; sash and doors may be purchascd, rs 9u! stoclq for costs of $5d.00 per thousand for- shqi cuttinej to $1,fl).00 for_ long cuts. The avirage cost of production of ilt cut-s is -aqproximately_$75.00. Two competing milis, both of whom make their own stock, rnay us-e cither thc range of purchase costs to find the rralues or may di{er by one usingfthe piurchase range and the other the average cost. Thus the costlf maierial may vaiy from 33-l/3 to 50 per cent for the same article.
- Either,the average cost or {he arbitrary range of vatues used in the ptrcha,se price may be pqoven correct by production costs. But since the results caused by ihe different methois of cost findins give a ridiculous variation of competition prices to the buyer it ii necessary to choose a uniform {nethod for the industry to use. An outside man, one compet€nt to jirdge from the evidenci given by the rnterested parties, must be choggn to make these decisions.
-
rn competttlon lor business !,oth mills will have the same price f_o_t--"q AVERAGE size frame, Mitt A *itt-'t r"" .lo*i, piG ii,"" Mill B on a frame smaller tian auei"!i,- ""d ruril B ;ii h";;-; lowe-r price than Mill A on 4 fra-."iirgei than averaee:-- Bu; the bu.yer pays the low co_mpeiitive prici ;;;rt ii;;'l"a.'ir JtL !9s,ts th9 costing methods of_6s many mittl as-fr"e "rn !.i--U-iA, fr'"- tnnopes ot gettrng the v-ery lowest price.
lne nrst axlom then in compiling Schedutes for an industrv is_ "Costs of MILLWORK muit uE fild b;--St""i".'a-il.d'c""t Sy-s_tems .!9 prevent ridiculous competiiive -oriJds."
.No millm.an, worth-y of thq name, hai failed to invent clever mulwork sch€dules. Not having a Standard Cost System develoo_ ing.cost information, men,of -illeci..iiv irre"t-orlgiri"i t*ti"a."5i apptyrng prtces. I'o search into the personal books and records of mitlwork estimators will aitonish inv""i at the tr,ou"r,i ""a ingenuity these men have giveq to the fiLbiem "f iaifr*"rf S.f,?l: ules. _Give them factory recori-s.of coit, "n? trr.v ippiy ih;t;t" to. their proble.m -of estimating i,ittr ama"i"j aptitride';ra ;i;;r;;;. Ln,._r: l: losrtrvely no task in the miilwork industry so prbductive ot rnterestrng prob-lems, loyal apglication of efiort foi the iomoanv,s ;:,rr;:. nor prrde !n prohtabte results than occurs in the estimator,s
The rnan who applies the price is the man who best can invent the quickest and most practical method of arranginj lt. *s-t'l":
Thus the third axiom-"A -"q*p.t.nt arbitrator' is required to settle the differences in opinions." To permit one of the rebresentatives of the mills to decide these questions iisks the confidence that every member may have in the the.schedules.
It is very difficult to accompiis! rapid pr-ogress in cost scheduling in a meeting- ,with more - thaq - three oi {our men present. Fivi workers should be the limit. Talkinc across the boari- leclr of con-
meeting. with more tha4:kers Talking board. lack of conr rnan or tour men Tgtking boar lreater division of ooinion occurs centrati,on ""a - gi."ti._,at"iit6-ti-.? ;;iil;;'
to the number present, The fifth axiomthen is "Work with i small committee of competent men."
Men are reluctant to-give ,tl-re inside dope on the efficiency of their own operations. It is but natural for every one to have a pride in their organization and feel they can whip the world when it comes to bed rock competitign. The thinc moit feared is isnorance, financial strength or agglessive sales tactics from the -other fellow.
Most men are confident that they can take care of their business if they caq get an even break. At least this is all they want. And it should be the aim of co-operators in the industry to work for just that and notblng more. fn other.words "fair play and let the best man win." This is the tay of civilization and uirder thiJ 6; industrial progres.s moves forward in an orderly fashion; the tther law known as "the survival of the fittest" eventually brings about the same results but in a most cruel and unnecessary fashion. Success comes to those who earn it; you cannot give it to those who
(Continued on Page 4)
Kiln Dried and Thoroushly Seasoned.
The best of materials, design and workmanship are back of RED RIVER'S 100 PER CENT GUARANTEE
"A" Edge Strips
"B"T&GJointLock
"E" Glue covers 100/. of joined surfaces
"F" Veneer
"G" Joined under heavy preanure in this direction
"H" Sticking on edge strip
"1" Plywood Panel
LIGHT WEIGHT
of California Pine reduces freig[rt and handling cost.
Dealers show your trade the "inside facts". This door construction gives you an advantage in competitive sales.
Builders reduce initial cost, adjustments and replacements.
Manufacturers of veneered doors are using "PAUL BUNYAN'S 100 PER CENT" cores for improved quality and important cost savings. "Producers ol White
(Continued from Page 18)
do not deserve it. So put aside your worries about the other fellow using your inside dope, if he is not a good bridge player good cards won't make him one.
So we can set this as the pixth axiom. "Give the information asked for if you have it."
It rs drfhcurc to rcconcile the -stated costs of difierent mills to the same basis. It is necessary to establish clean cut divisions of costs with standard rules, explaining the elements of cost included in any designated kind of cost. For instance there are Purchase Costs, Yard Handling Costs, Cut Sto-ck Costs, Machining Costs, Bench Costs, Factory Cost, Office aed Selling Cost, Warehousing Cost, Delivery Cost, Comrnercial Cost and Total Cost. There should be no misunderstanding of these terms-it is quite impossible to compare any costs vrithout this understanding-and yet the members of our industry are not thorougllly conversant as to their meaning. Without this understnding co-sts are not comparable without the most thorough analysis and even then the results are dubious. This brings the seventh esseqtial axiom "Have an understanding on the definitions of costs befole comparing costs."
There is a difierence between a "standard cost" and a "Cost return" from the factory. Thq difterence is this: Standard Cost is the amount it should and wquld cost under efficient methods, and a "cost return" Jrorn the factg-ry is merely the history of a cost that may or may not be interesting to know. It is a manufacturer's responsibility to his industry t9 maintain an efficient plant, for the industry certainly will not suptort an incompetent member' No baseball or football team carries dead timber, each member is up on his toes and going or he geis it where the chicken got the ax. All the same millwbrk industry. This is civilization's law of fair play and may the best man wiP.
No cost which is used to charge the buyer a fair price should include the cost of incompetenc-e. If you try to do this the public will eventually turn from you to do business where their confidence will be treated with goo(-will. Answer these questions when you analyze a cost. (a) Is the workman competent. (b) Is sumcient work given him to -kpep him busy, (c) Is he equipped with the proper tools, (d) is lre hampered by congestion around him, (e) is it necessary for higr to make good the error of others, by reason of low grade lumber, poor machine work, layout mistakes
or damaged goods in handling, (f) has he been given the proper incentive and gpportunity to put forth- his best efforti. (g) is his job pleas- ant so his mind is concentrateil on his task, (h) has he the proper safeguards against injury to hiq health or body, and (i) do you both know what a full day's work is and whether it is or is not done.
No cost which does not coisider these influences represents a correct value chargeable to the -customer. No customer ihould pay for avoidable inefficiency. An{ he won't in the long run. Let us accept this axiom, the eighth, "Millwork Cost Schedules must be based on efficient standard costs."
The millwork business is so diversified that the task of recording costs by products seems hopel-e_ss. One concern may merchandise without turning a wheel, the other may be manufacturers wholly without salesmen. lt is not only possible to arrive at a correct division of these class costs but it iq an obligation that must be attended to if the tangle is to be unrarleled. One of our leaders remarks quite frequently "And it makes no difierence who holds the pencil." The solution is the ninth axiom "Compute costs as and when they occur." Thus you may stop thg: processing of raw material at any given point, if the costs have bqgn applied "as and when they occur," and you may sell with a cost lncluded in your price that matches competition in selling raw material processed to any equal point. The lumberman who spoke up and said he could undersell the millman because of his low ove-rhead was fooling only himself.
Following up the principle thit costs should le compiled "as and when they occur" it be well to illustrate classifications of costs for the purpose intended. Millmen self their products from the raw material stage t6 highly polished cabinel work, and all way side points between. Furthermore the produqts might be purchased and shipped direct to the customer or purch4sed manufactured ready for re-sale. Classifications of accounts may be set up in the ledger that take care of these segregations of overheads automatically. Thus costs applied "as and when they occur" build up prices to any given point desired. The following illustratgs:
Purchase cost rough lumber. ....$100.00
Yard handling cosis inciudes:
(a) Unloading (b) loadiqg kiln cars (c) Kiln drying
(Continued on Page 22)
Bevel and Brmgalow Siding
(White Pine and Redwood)Interior Houre Trirn-Doorr-
WindorwSash$s1eeruMouldings-Millwork
We operate one of the biggest and most modern millwork plants in the West at Oakland, making everything in millwork from soft and cabinet woods.
We stock complete line of Sugar and White Pine in our Oakland yard, and also ship direct from mills in car lots.
We also operate a most active wholesale department at Oalcland, selling wholesale Fir, Pine, and Redwood for every purpose, in 43 states in the Union.
We are equipped, stocked, and ready to serve.
Here is the relative value of Dry Fir and Green Fir as shown in U. S. Department of Agriculture Bulletin 556 on Mechanical Propertieb of wood grown in the United States.
More Strength-Less Splitting-Better Wearing Qualities. A complete stock of kiln dried Fir under sheds available for prompt shipments in either straight or mixed cars. Let us quote on your requirements.
(Continued from
(d) waste in kiln drying (e) Unloading kiln cars (f) Grading and shed piling (g) carrying charges (h) loading to the mill..
Page 20)
Commercial Burden (warehousing, office and selling, and delivery) ....:..... 20.W
While the. above illustration-s. do not cover the subject fully it illustrates the plrrpose: that lbsts compiled ,,as and'*ir* itr"v occur" permits diversified products to be costed and sold to matcir competition -as it exists. For ,you include only those costs which are actually incurred. Whether it is rough lumbir, stock doors, glass, frames, cabinet work or hard-ware .eich articli may be iriatiri solely on its _own merits. It i{ but common sense t6 say that no one concern has any advantage over any other concern'in sittinc any particular_ line of goods ex-c-ept that derived from volume, efficil ency, ttnancial strength or indiyldual effort.
Manufacturing costs -and seliing costs must be kept separate in Millwork Cost-schedules. It ii ttre ptoui.- of 'the- f"aFidr; Iheth€r he shall purchase his products made or manufacture them. 'fherefore- Factory Cost and Purchase Cost is the same cost in so far.as deciding whether you sho-uld buy or make. One (factory cost) rs the pnce you pal your own factory and the other is the price you pay to some other factory.
In dealingwith Factory Qgst you treat with provable facts rrrespecttve of how the producf'is manufactured or how it is sold. but. with sellin_g cost (commer-ciat burden; warehousing, office an-d sellrng and.delivery), the cost varies according to the method of s-ellrng (robber, wholesaler or fetailer) and this cost is so varied that the methods of the selling r-nust be considered before a standard c_ag be determined. To deteigrine setling prices the frctorv Coii Schedule may be doubled to flrm a list -and the list aiscouritea -to take care of the commercial b-urden and profit. So a ninth aiiom may be.added "Millwork Schedule should bt priced at Factory Cost."
If- th-e.produit we-re purchased manufactured ,"ldi'io,
stotked in the warehouse, the price would be determined as folfows:
Moubcr Glifor:air Rcdwood Arocirtion
OFFICES:
SAN FRANCTSCO
Croclcr Buildia3
Phonc Suttcr 3l11t
LOS ANGELES
Lmo Mort3r3c Bld3.
MILLS:
FORT BRAGG Clliforai,r
Adcqurtc rton3c rtocl rt Srn Pcdro UNION
Standardization of design hqj a marked influence on pr6Auctio" costs. .This permit-s mass o-r quantity production, -which of course ts cheaper than detad Or job order production. While
(Continued on Page 24)
YISUAtIfi - BruCELLlze - CAPITA UZE
Sclt
Bruce *CEttized .Strip Flooring
Bruce *CELLized Ptant( Flooring
Bruce *CELLized Block Ftooring
It ir
Moisturc Proof
Dry Rot Proof
Termite Proof
More Satisfaction-Morc Profit
Phonc TRinity ZB2 CALIFORNIA REDWOOD
Are You felliiig!
Your: Custorners of theseRedwood Qualities?
Conparatioely lree lrom anelling and thrinking uith atmospheric changes.
Is'not resinousJ'oeE rr.,ot burn easily.
Imrnune lrom deeay and raoages ol white ant.
Reduood lormt an id'eal base lor application ol pint.
Th rich colorings ol Red'rnood make it the ideal uood' lor interior finiah.
Vith its remarkable durability, Red,uood hrls no superior lor e*terior use.
REDWOOD offers many sales features for the retail lumber dealer. Its adaptability for interior and exterior use, its durability and immunity from decay, makes this wood preferable for so many forms of construction. Your customers, if Redwood eustomers, will always be satisfied.
Hammondts, through direct source of supply from Hammond mills, maintainlarge reserve stocks of Redwood in all grades and sizes. Your orders for this class of lumber will be filled quickly and you can always depend on the guality of grade and manufaeture.
Ages"
(Continued trom Page 22)
cost records would sholv t\q relative costs of both methods the detail work contains the added risk caused by errors in design, layout machining and assemblihg which on the Jpecial work, rnade one at a time, may destroy thp possible profit for the job, whereas on standard work these risks ere practically eliminated because of the established practice in making. Furthermore in making detail work you are endeavorlng to fu!fill the ideas of architects who may not become critical and arbitrary over your interpretation of their intentions.
It is practical to set up an account on the ledger and determine the percentage of risk manufa-cturing detail work, defective allowance as it is called. This metlgd of measuring the element of risk has been thoroughly tested aq{ found to be thoroughly practical, not only in recording defective'work in the factory but in ill othei departments. The tenth axiom then is, "On detail production costs use a safety factor,"
Every millwork factory has about the same line of standard wood-working machinery rtt6 .,ach machine is capable of perform- ing only_-certain specific operations, so a systern of finding costs is _naturally determined by the kind and quantity of operati6ns re- quired to complete a given piece of work. Presuml that each machine is a complete manufacturing enterprise and that the essential problem is determining the production cost of that machine produc!1q its own particular kind of work. Then cost finding resolves itself into adding together the work of each machine iniolved to determine a complete cost.
The-. cost of operating each machine is not difficult to compute and the method of doing so i_s appended as a matter of record, though not actually pertinent to the subject at hand. To those interested the Timberman will doubtless furnish copies of my talk before this organization at the Santa Cruz Convention at which time the subject was treated in considerable detail.
.The problemthen is recording or charting the flow of any given piece of work through the factdry to determine the units of o-peralions required to produce it. flris charting serves several purpbses. It plans the routing of the wqfk through the factory in ihe-most economicat yay,.it permits analyzing the efficiency of each production proc_ess in detail, it measures production to the capacity of each machine and department and it enables the managemeni to intel-
ligently go into the cfficiency of costs directly to the exact point of inefficiency.
This axiom then is required in Millwork Schedules, the ELEVENTH, "Build costs by units of value for each operation involved."
No intelligent millman will take another millman's record of costs as a basis for his own costs. If records were mutually obtained with the same system there -lnight be mutual confidence in the records. But at present such uniformity is practically absent. Wc can definitely say that all millmen come from Missouri and you have to show them.
Thus the obligation to prove costs used in Cost Schedules exists and the best way to prove a-nything is let every one prove thc thing themselves. If you cannot prove the value you cannot censure for each mal- having. ag opinion of his own. So this axiom goes in, the twelfth, "Enable every man to prove cost schedules in his own factory.'
The value of cost finding is -not for the purpose of setting prop€r price alone. Profit and loss_ statements, budgeting, production efficie_ncy, wage .incentives, inv-entory records, shipping- sirvice and il other lyays "knowing your costs" can be used io advantage. But the subject at- hand_ refers. mainly to the use of cost finding for estimating schedules. In applying prices it is necessary to group together units of costs to facilitate iapidity in figuring. Thesl .groups of -costs -m_ay take- -some liberty with the exact-costs by dealing with carefully considered average costs.
In building cost schedules it is necessary to consider three basic costs. These are cut stock base, machine base and bench base. Fach valued ?t F_actory Cost. Thus commercial burden, (warehousing, office and selling, and delivery) is an added cost.
Cut Stock Base includes costs of lumber either comptetety manufactured as finished, or partially manufactured for the sirop and is chargeable either to the customer or shop exactly as deterrnined by the operations incurred. For the customer thi further values of commercial burden and p1ofit would be added, for the shop the,factory cost would be charged.
Machining and Bench work in some instances would be grouped
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BLO\'rER SYSTEMS DUST AND SHAVING SEPARATORS
FANS AND EXHAUSTERS
SHAVING AND SAWDUST INCINERATORS
HEATING UNITS FOR COMMERCIAL DRYING SYSTEMS
PAINT SPRAY BOOTHS AND VENTILATING STACKS
GENERAL SHEET METAL ITORK AND LIGHT STRUCTURAL STEEL
l-lt is positive in action at all times.
2-Both shoes operate in exact parallel one to another, and in perfect unison at all times.
3-There are no frictions to slip or burn.
4-There are no cables to slip or break.
5-There are no screws to bend or break.
6-The hydraulic lift is the only lift that will automatically bind the load.
7-No other make of carrier can lift itself out of holes without damage to the machine.
8-It is the simplest to operate of any other type of lift.
The hydraulic lift is but one of the exclu' sioe features of the Geilinger Lumber Cat' rien Others uillbe explained if you desire.
WHY do four out of five re-roofing jobs in the | | Western States go to Pioneer Yosemite Rock Surfaced Shingles?
WHY has Pioneer more of the foremost Lumber, Building Material and Hardware Dealers in the West than any other manufacturer?
WHY is it Pioneer Dealers actually SELL nearly every single prospect . . with less effort and no greater investment in stockl
WHY do Pioneer Dealers have fewer complaints and adustments than dealers who sell other shingles)
WHY is it that Pioneer Dealers can offer iheir customers RE, ROOFING ON EASY PAYMENTS . . . and GUARANTEED .pplication of the shingles?
WHY, for the I Oth consecutive year, will Pioneer Dealers make more sales with more profit and less selling expense than any other dealers?
There is a good reason why there are so many homes re-roofed with Pioneer Yosemite Rock Surfaced Shingles so many Pioneer Dealers! and why there are
Every home owner's re-roofing problem . . and every dealer's reroofing sales problem has one answer . . . THE PIONEER PLAN OF 3 WAY ROOF PROTECTION.
To the home owner 3 Way Poof Protection means protection against time and the elements in the roof itself . . protection against toorapid depreciation, due to the quality of the materials . . and protection against unsatisfactory workmanship due to fis C'UARTANTEE!
Thousands of Western olvners have tried the Pioneer 3 Way Plan and endorsed it! Thousands more are learning about it . . . and they will use it.
That is why the plan protects the Pioneer Dealer it brings him prospects that are more easily sold it gives him something tangible and practical to sell them . . a completed roof over the old wood shingles . . . easy payments, which we finance . . . and a GUARANTEE.
Each year brings better business to Pioneer Dealers . . and each year brings bigger problems to the dealer who hasn't these advan' tages to offer. Think that over!
Shingles
.
WHEN F.A,LL BUSINESS STARTS FULL BLAST
. you'll need the help and cooperation of the Pioneer Engineering Department and you'll appreciate the aecurity of Pioneer's immense rtocke to serve your needs instantly!
(In beginning Mr. Dionne co-mplimented Ken Smith.very highly toi tfr" iitt t."naa just complgied, and- told- some reminiscenses of itr. ota days in Easi Te*as -wl,ren' he 6rst knew Mr. Smith' The ttn*.tout Stories with which lfr. Dionne illustrated his points are withheld. He's still using thqm, so can't afiord to publish them until they have served their speqch making purpose.)
In beginning, and before anyone asks me, let me state that I never tra"e iui a mi"liwork business. llowever, I don't feel that that disbars me from expressing opinioirs as to how the millwork business should be run. i likewise- co4less that I have never laid an egg' Yet I claim to be a better jgdge of an omelet than any hen in Catifornia.
/ Still, I remember the case of a man I knew once who held several - exiellint positions, and lost thelir alt because of incom-petency.One day I asked a man what had L-ecome of him, since I hadn't.heard "tii* in several years, and he-said: "He's wearing grey spats and an iron hat and is making plenty of money giving business advice to young men." '
I'vE been asked here again tt'is year to talk to you about YOUR business. And I anticipale mti-ch enjoyrhent in the matter, because I'm going to do all the talking,this particular time, and I.love these one iided arguments. I never enjoyed talking to,a business gan-g in my life more than I did tqlking to this-gang last-summer. It didn't do any good, but I had a lot of fun. So I came here again-to talk to you ib6ut your business-to tell you what's the trouble with your business. And it won't {g a bit of good. Not a bit. I-just -hop. *. succeed in having as much fun as we did a year ago. That's or,i re.son why I've alwJys beqp glad that I selected the lumber industry for mi lifetime busineSS associate. If I had selected any othei industry, it might have ggtten well, and I would have nothing more to prealh and luss aboul. But in this line of business my job is perpetual. It goes on forever.
it i3 more than twenty years since I attended my 6rst convention of millmen. At that fiis[ convention I learned these fundamental truths: there were too many mills; too much production, too many tLii"ii"tr out scrambling foi business, too muCh competition, prices i were too low, we'll have to gpt together or we'll all go broke." Last year I attended your annull meeting at Long Beach. There I was Jurprised to learn that thgre were "too many mills, too much producti,on, too many solicitols out scrambling for business, too much sales competition, prices were too low, and if you didn't get together you'd all go broke." Another year has passed'The businels world has swept forward faster in the past year than in any previous year. More changes hpve taken place in the average bu-si ness, brought about by the op-enly manifested public craving for change, chinge, and variety, tha.n ever before. The world is.moving fastei than ever before. The business that is doing best is the business that progresses most. L-ook about you and see the changes
that scorcs of lines of industry have made during the past year to keep up with the march of progress. So you are gathered -hgre- t9 talk over your business, its past year and'its prospects, and r hnd from your own discussions, reports, and utterances, opinion,s-, -that there ire "too many mills, too -qr.uch production, too -many solicitors out scrambiing for business, too much sales competition, prices are too low, and if you don't get together you'll all go broke." Ald so my prediction made at Long Be-ach last year has come true. I can look you in the eye as a prophgt of truth and say 'I told you. so." Because I told you then that I didn't expect to save your business by my merchandising preachirlg, that you wouldn't pay_any_attentibn tb me,-and you haven't. --I'm indeed a prophet. But I'm so used to having mill men pay llo attention to my warnings, that- I don't mind it in the least. I cl4imed last year and still stoutly maintain, that I'm the world's champion failure at preaching merchandising to mill mbn.
I told you last year that you qere looking at your business through the-wrong end of the telescope, but it's sure hard to get some men to look a[ their own business through the eyes of the other fellow. It's so hard to see the forest, bgcause the trees are in the way. You can't see the city. The tall buildings obstruct your vision.
So, when Hairk Didesch asked me for a subject for my talk today, I told him I'd talk about "The Old and the New." I thought that title would do as well as any. I should have taken for my subject the slang phrase: "No matter how thin you slice it, it's still bolony."
But the greatest change that bas taken place between the.old and the new, is the change in the consciousness of humans toward each other. I'm going to try and talk to you folks about the old and the new, as it afiects your business.
I don't object to old things and old methods because they are otd. I object to fhem because the laiv of life is the law of progress, and the only hope of business today is to keep up with the march of progresi, to keep in step with-the procession. The business that lsn'i going ahead, is going back..The business that is not doing business in a newer and better way this year than it did last year, is a courting failure. As the nigger said, "The world is traveling so fast nowadays that a man has to run like Hell to stay right where he is." Last year's methods won't do. Last year's ideas won't meet their competition. Last year's speed is too slow. We're living in an age oI progress.
In the old days when the Prodigal Son came home they killed the fatted calf. Now they sit arouqd and shoot the bull.
In the old days fatted calves were a rarity; today the streets are so full of them that even the Prodigal Son pays them little attention.
In the old days the good dld toast, "Ifere's to our wives and sweethearts-may they never meet" was considered a good joke.
Nowadays its a solemn prayer.
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It is not enough to put a thin coating of waterproof material on the OUTSIDE of a stucco rvall If such a wall is porous on the TNSIDE it will suck up moisture from the ground, iust as a lamp wich sucks up oil.
This can never happen when the stucco is made with Monolith Plastic Waterproof Portland Cement. Monolith walls are watetproof CLEAR THROUGH.
Monolith walls not only keep out water but are highly resistant to oils, acids, alkalie and other corrosive liquids. You can sell Monolith Plastic Waterproof Po*Iand Cement for all purposes where unusual shength and freedom from absorption are required.
And it is easy to sell because it is so rvidely lmown--aurong builders and the general public-as being a material unequalled in its field!
In the old days women
Nowdays they wear plain more.
(Continued from Pase 28)
wgre fancy hats and plain stockings. hat-sr no one looks at their heads any
In the old days your friends dropped in for a call. call in for a drop. Nowdays they
In the old days when a man wanted to drink himself to death, it took a good part of a lifetime. Nowdays he can do it in three days easy.
In the old days when a man 'lvanted to drown his sorrows in drink he usually found after consurning a case of two that he was just giving his sorrows swimming lessons; nowdays he can kill his sorrows and himself both with a pint of bootleg.
In the old days if they didn't like your religion or your politics, they would take your money and cut your throat; nowdays the throat specialist does both, and he doesn't ask anything about your politics or religion.
In the old days you used to buy your groceries out of a big box or barrel. Nowdays your wife wouldn't take them for a gift unless they were cleanly packed, sealed, and plainly labeled.
' But there is one thing that las come down to us in too copious quantities from the old days;4 thing that is hurting your business rnore than any other one thing; the elimination of which means the solving of your business probtem because the medicine that eliminates it, will bring health and strength to your business.
I'm talking of Juqgle Competition. The compgtition of the Jungle. The competition of the lion and the tiger. The competition of tooth and fang. The consciousness that if I am to live, my competitor must be destroyed, It has corne down to us from the dark ages for our destruction and damnation, and all of bur efiorts have not yet eradicated it.
In the old days the Gods were all jealous Gods, who sought to destroy one another. Rulers were jealous rulers, who could not understand that there was room in the world for everyone, work for everyone to do, that men pould help one another rather than destroy one another.
When Rome was in the hcy-dey of her glory, a great man named Cato graced her citizenship list. Cato went to Carthage. And when he saw that great city that ha{ sprung up on the other side of the Mediterannean, he got from that sight but one impression-that the greatness and the strength and tlre prosperity of Carthage, threatened the power of Rome. Tbere ha{ not come as yet into human conselousness the understanding of cooperation. Even the wise Cato kncw but one law, the law of tlre Jungle. And from that day forth whencver he appeared in public address in Rome, he thundered forth that one idea-Carthage must -b_e destroyed-and he kept at it until Carthage was destroyed. He didn't know tlat those two great powors might live in peace on opposite sides of that sea; that they might trade with one another; that they might help one another solve their problems; that they might join together to secure the advancement of civilization against the barbarian world. Hc didn't know thcse truths, because ki4dly competition, ar_rd mutual understaading had not yct come to man. And so Carthage was dcstroy€d. And that same mistaken consciousness has corie down everi to this day. Thank the Lord it ii disappearing rapidly. Our modern eseociation work, our modern idea of getting men togethcr to help solve their mutual problems, is -steadily but iurely drivinc away thl fog of entiquity. And yet Ju4gte Compctition ii still tf,e curse of in-dustry, and has been particulaily thc curse of this industry we are atl intcrested in.
We are still too busily engagcd into trying to get ahead of our competitor to give the sort of attention we should-to our custom€r and our prospective customer. We still use jungle methods to set business, price cutting, quality cutting, back slashing, underhaind methods that help us momentarily when they succeed, yct hurt oui-
'-
selves, and our industry, as well as our competitor, in the long run. And how shall we get rid of i-t? What's the answer? It seems to me that there is but one ansv/er. We must devote ourselves to the thought of giving better service to the world. We must devote ourselves to the work of making ryore people know about our business, and what it means to them, in order that the cup from which we must all drink, shall be contingSlly enlarged, and improved. There is only one way to eliminate Jungle Competition, and that is to devote ourselves, both individu.a-lly and collectively, to building this business.
You say, "Oh, service is an overworked word." True, but it is not an overworked activity. Thgre is a world of room for increasing the service in this business you are in, How?
By having your business meet more people, make more friends, becoine better understood. .I d-4re say there isn't a firm representcd in this room that hasn't improvid their product since tast year, injected new ideas into their products,.created newer and better and more beautiful things out of wgod. I'm sure that's true.
But have you given the world the benefit of these improvements? Does your trade, your prospeqts know about them? If not, what qood have vou done vour business?
And so, 6f course, i come ba!:k to the point I always come back to-the subject of selling. Because I still think, as I have alway-$ tbought, that there is only one-important department in every !us!ness, and that is the sales'end. If it fails, the business fails. It isn't the MOST important end of tlre business. It's the all important end. It's the only reason why your business exists. Create a great dcmand, and the supply will come every time, in any tine. But you can create the mosfwonderful product on earth, and unless you tell the world about, and show it to the world, and sell the world oa its worth, the cffort falls flat.
lr Yqg won't have any more cbance than a bowlegged girl in her own home town.
Therc are examples all about you in every line of successful endeavor to provc my coqtention. If you will accept the experiences of other men, you will discovgr that better service, bett€r salcst better publicity, works miracles, I could name you a hundred, off hend.
Look at Standard Oil, for instance. When we were kids Standard Oil was hcld up to the public-as a tainted thing, that preyed-on humen beings. Is it so today? You know it's not. Why? Seriicc, sales, and publicity that brought a better and truer understanding. Today you can drive up to any Standard oil station in a second hand Ford, aird the Standard Oil Cogpany will wipe oft your windshiel4 put air in your tires, water in your radiator, and 6x any small trouble you want 6xcd, while you lol! back in luxury and let.this billion dollar servant wait on you-aqd won't take a cent for it. Do you think you can matce the public suspicious of a business that treats them that wcll? Not on iour life. The Standard Oil Company has made close fricnds of a hundred million people by moving up close to them and giving them huma.n service. The public not,only b-uys their products-, ac&pts their seivice, but buys their securities. The thing-has changed.- The pubt[c has become the corPoration. Tltg soulfess corporation no longer e:5ists because Mr. Citizen is his chicf stockholder.
Isn't there . thought there tlrat you can usc in this business of yours?
- Do you actuatly doubt, you iltelligent looking birds that sit hcre today,-that you cin increase the -use of your products by proPer publiciti? That you can improve the standing of your goo{s? --That you c.n build up the level of your business. v-olume by intelligent inethods, without Jungle Competition, with fighting your compctitor? Surcly Irou don't when you see what othcrs are doing.
(Continued on Page 32)
You know the advantages of El Rey Asphalt Shingles for roofing--the beauty of their color, the fire protection they afford, their Iong life and low upkeep. Exactly those same selling points apply to them as an exterior finish for the entire house. That fact opens up to you a tremendous, untouched market for this high quality product.
They can be used right over old exteriors, just as they can be used over old shinglev--without the expense and trouble of removing the old finish. And they answer perfectly the present demand for new home exteriors that are rich in color and yet are economical and lasting.
If you are not already stocked with the El Rey line, r'vrite us for samples and prices.
(Continued from Page 30)
If there is a mind here that doesn't believe he can create a market, and improve a market, for th{ wonderful, beautiful, useful things that you make, let me remintl you of a successful sales campaign that must bring consternation tg your ideas along that line.
I speak of sauerkraut juice. Now who in God's world ordered that? Yet on every hotel menu, on every Pullman menu, here, there and everywhere, you will find lhem selling sauerkraut juice. You won't claim that iame along to supply a great need, or a great demand, will you? You don't ttrink it's as susceptible to trade promotion worl as a beautiful piece of millwork, do you? Yet in a year's tim'e they have the whole -world drinking the blame stuff' I've been tempted many times myse-if to try it, because advertised things always alpeal to he. Don't y-ou think the sauerkraut men could creatl a market for YOUR goods, if your'places were reversed? But what would YOU do with sauerkraut juice?
What shall you do? I'm ngt going to outline a sales campaignhere. That's a job that woul{ require days to explain, not a half hour. But it cair be done----easily. Your products lend themselves wonderfully to trade promotion work.
I just want to give you a llought or two. Your business will never be as good as you want it to be until you make it that way. You cah't do it individually. That's generally Jungle C.ompetition. You can do it collectively. You can make better products, more useful, more interesting, more beautiful, than other people -mate. You can mark them so that all men who know by that mark that they ARE quality goods. You can illustrate them, you can describe them, you iEn piinl them, you can see that the architect, tle go-ntractor, the luniber dealer are equippe-d with materials for SELLING them; you can see fhat every man and every ry9ryan who is interested in building will kno! your product, and will know your mark, and look for it, just as ygg do when you buy your shoes, your collars. vour eolf balls.
If vriu can'ido all of these tflngs, at least do some of them. Get start6d on some trade promotion work. Begin to help make your business better by showing pegple more and better ways of using such oroducts as vours.
Heie's a sales thought' Only S% of the peopte really think. Then l0/o Eet by by imitatlng the 51o. The other 85%.betieve what thev ttlii ind read. To selfthe public on vour proposition, you must do three things:
First, seli the 5/o on Your Product.
Second, show the l0/o why tbe SVo bought your goods.
Third, t€ll the 85/o what the -15% has done.
That's the whole secrqt of tq4de promotion work. But there are plenty of details.
In the beginning the three fgndamental needs of human life were foOd, clothing, an-d shelter. Flod and clothing are holding their own mighty well, but trade promotion work of other things is giving shelter quite a fit. And of thg shelter business that remains, a lot of the manufactured building materials are by their trade promotion work, giving wooden shelter two or three fits.
There are just as many peo-ple that actually need your product, as need automobiles. But the difierence is that everyone knows about automobiles and wants thpm, while a lot of people don't want your goods because they don't know about them.
I would be very proud indeed to see your Association immediately take some definite step forward in the line of cooperative trade promotion work You will find, a-s. all others have found, that one dip into the sea of better merchan-dising makes you want to go swimming. I tike this Certification .Blan bf Hank Didesch. It is a prac- ticafstep in the right direction.-
I would like to see you folks get a little more of the gambling instinct injected into your businegs-the willingness to try something new, to take a chance, to get oqt of your old rut, to gamble a little in the line of creating a market for your business. You need more of the..spirit of Sporty Mclnnj-ss. I'll tell you about Sporty, and then I'll quit.
One morning at day break a fellow was fishing out on the end of the pier that sticks out into the ocean from Santa Monic:r. He heard the thunder of flying feet,'and looked up in amazement to see a tall individual in a dress suit lunning like a deer down the pier in his direction. The dress suited one hit the end of the pier-like a broad jumper, and sailed tweirty feet out into the waters of the Pacific. Then he came swimmjng leisurely back. The fisherman, still wond-ering, helped him -up on the pier, where the strange one began wringing the water froqr his clothes. Said the fisherman: 'j{hat's the idea, start to suici-4e and lose your nerve?" "Suicide, Hell," -said_,the-dress suited. one, scornfully. "My name's Sporty Mclnniss, I'm from Nashville, Tennessee. One of these here Los Angeles gamblers bet me a million dollars against a dollar I coutdn't jump across the Pacific Ocean, and .with those odds I call all bets."
(Continued
tjnether as one price in the sghedule depending upon whether the arfi.l. is customirily sold maihined ready to assemble outside, or whether'always sold assembled. Thus the custom existing in selliile ttre articli either as finished lumber, machined for assembly but kh-ock down, or completely built at the mill determines the presentation of the price in the schedule.
'This brings-this axiom into play, the.thirteenth. "Present the cost in itri scfteairle used by the estimator, either as Finish Lumber,.K D triaitinea or Built at Mill, o. in all three ways'-as custom requires."
--Oni of the big men in the igdustry-made the statement that "I ao"'i feit is thoigh I am runniirg my business whql I have- to relv J" mv estimator Jor the right price to charge'" Which of course G trtl. But the fault belonggd to the General Manager and not to the estimator. Proirer cosl information was not given to the
from Page 30)
estimator to use, Moreover.if the big boss fails to organize to get cost information and demand it no one will or can get1t.
Your head estimator needs cost information, hJ cannot do his work intelligently without it. !!e has to apply it in his every day's work, he observes its-short-comings, he is lnterested in its aicuricy and because no schedule can qover everything he must understani the details of €ost schedules to rebuild its units to some problem, thercfore, the -fogrteenth axiom "your head estimator is -the kcy man in cost scheduting."
Now, Pbesident Wilson stopped when he reached his fourteenth point and ,tho-ugh we might fi_nj a few more, it might be well to follow in the footsteps of that g_reat inan. But at ant rate it's your turn to do something. When these fourteen points'are in praltice \re can scare up a few more.
Frank O'Conner, Donovan Lumber Company, San Francisco, recently spent his vacation at Coronado, the popular Southern California resort. He stopped in Los Angeles on his way south to confer with John Cushing, their Southern California representative. Mr. O'Conner is also president of the Shipowners Association at San Francisco.
Walter Scrim well known Los Angeles hardwood man says business is very good. Mr. Scrim brought in two ships of Philippine mahogany last month, one carried 300,000 feet and the other 550.000 fe-et.
B. W. Bookstaver of Bookstaver-Burns Lumber Company, Los Angeles, is in the northwest visiting the mills. Mr. Bookstaver will stop in Seattle, Everett, and British Columbia before returning to Los Angeles.
i Ross Hall of the Century Lumber Company, Long Beach, {recently returned from a six weeks' trip to Alaska. Lake Atlin and the Klondike were among the interesting points Mr. Hall visited while he was away.
_ E. C. Parker, Vice President and General Manager of Patten and Davies Lumber Company, Los Angeles, and F. J. Piel, purchasing agent for that firm and also president of the Los Angeles branch of the Millwork Institute of California, have returned to their offices after a week's fishing trip at Bishop, California.
Walter Freeman, District Sales Manager of the Long- Bell T.umber Company at Louisville, Kentucky, stopped in Los Angeles for a few days after a trip down the coJsl from Vancouver, B. C. Mr. Freeman visited the Long-Bell mill at Longview while he was in that territory.
_
Frank Trower of the Trower Lumber Company, San Francisco, made a short trip to the northwest reCently. Mr. Trower visited his mill cannections at Knappton, 'Washington and Bay Park, Oregon while h.e was gone.
Miss Alice Davis, Auditor of the Bookstaver-Burns Lumber Company, Los Angeles, was married to Mr. Clair Gard of the Union Oil Company, July Fourteenth. Miss Davis was well known among the lumbermen of Los Angeles having beer in that business for the past eight years.
'We 'have manufactured and installed PACIFIC Tanks, Pipe and Vats for mining and milling companies, irrigation districts, etc., continuously since 1888. If you have a problem let our engineers help you.
Send for catalogs, prices and information.
It was in a little Alabama town not far from the big city of Birmingham, and the Preacher had taken for his text this Suqday, "Ilell." He almost drove his congregation frantic with the threats of eternal damnation he held over them, quoting and misquoting freely from Holy Writ to prove that back-sliders and sinners had a ,long, long trip ahead of them after death. Then he turned to a description of the infernal regions, and pictured them as only a colored preacher can. But it remained for him to illustrate just what an objectionable place Hell is. He said:
George Kewin, United Lumber Yards, Modesto, returned recently from a vacation trip to the Northwest. While in Oregon he visited the mills of the Eagle Lumber Company, Westimber. He also accompanied Roy Bleecker, California representative of the Eagle Lumber Co. on an automobile trip to Vancouver, B. C.
"Bredern an' sistern, youall been to Burningham an' seen dem steel foundries.aint ye?"
-From all parts of the church came the nods and anse\rers in affirmation.
"'An' youall done seen dat white hot iron runnin' like wateh outeh dat big pot, aint ye?"
Again came the afErmation.
"Well" bredern an' sistern," said he with great impressiveness, "In Hell dat stuff's ice cream soda."
The H. V. Cowan Company, Los Angeles, who are manufacturers of standard built-in furniture and equipment, have opened an office in the Architects Building, for the convenience of their salesmen. Mr. O. V. Pratt will be 1ocated in the new office and Mr. Cowan will remain in the office of their yard at 1958 East 64th St.
The Chas. R. McCormick Lumber Company, Portland, Ore,, have added a Pine department to their business, and have retained the services of I. R. Crew, formerly sales manager of the Baker White Pine Lumber Co., Baker, Oregon, who is in charge of this department under the direction of Mark D. Campbell, general sales manager of the rail department.
In speaking of this innovation Mr. Campbell told a representative of this paper that the object of the new department is to offer a further service to the company's sales connections in all parts of the country, covering Pondos,a, Idaho and California White Pine. The Pine department, he said, although only established in April had already attained a good volume of business, and is developing rap- idly.
Announcement was recently made of the appointment of C. W. Buckner as manager of the Research and Sales Extension Bureau of the Harbor Plywood Company, Durable Door Company and Knox & Tombs, of Hoquiam, \Mash., by A. R. Wuest, vice-president and manager of the Harbor Plywood Co., and by E. W. Daniels, manager of the two last named concerns.
Mr. Buckner has been in the lumber business all his life and knows the needs of the industry as well as any man in the country. He entered the lumber business in the South with the Missouri Lumber Corporation at Kansas City, and came to the Pacific Coast 22 years ago. During the' war he was with the Imperial Munitions Board of Canada in the aircraft supplies department, being stationed at Vancouver and Victoria.
For the last four years he has been manager of the sash, door and panel department of the Morrill & Sturgeon Lumber Company, Portland, Ore. and for three years prior to that was president and manager of the Buckner-French Lumber Company of Portland.
In his new capacity Mr. Buckner will head the sales and research division of the three Hoquiam concerns in an aggtessive campaign of sales extension and development of new lines for expanding their business as well as enlarging their territory.
A big six-foot policeman stood on the curb and roared at an inebriated citizen, "Hi there, you.can't stand there in the street." But the proud retort of the said inebriated citizen was-"Yesh. I can orfsher-don't you worry 'bou! me. I been standin' here an hour an' ain't fell off yet."
_ The policeman of profitless prosperity has been telling this old lumber industry of which Milhiorti is so important a brinch, in a loud voice for a long time that it could not ttand still, that it had to meet_changed conditions with changed methods, only to encounter from all except a progressive minority the resistance of an individuatr pri_d9 iq.individual ability to ge_t by because "I ain't fell ofi yet."
_ Thinking is so painful that mgst of us think only when we have to. It is much easier to accept thl guidance of instinct and habit. It is much, easier, also, to point out what is wrong than to point out a practicable remedy. And there is a lot of iiifference -between a remedy and a PRACTICAL re-1nedy.
Fol instance, you gentlemen lave spent a great deal of time since this Convention started, and at all the other Conventions you have attended recently, in crying algut the excess capacity and the instability of conditions in the Miltwork industry. And you have all agreed that the remedy is fo1 everyone to be satisfied with less volume and get better prices, .b!rt where you have not agreed is on c-e practical means of making e_ffective a program that would result in less production, better quality and higher profits.
Now before you start worryi4g about having to listen to a lot of lree advice from another outsi{-ei, I want to tltl you a little story. The bloom was off the honeymoon, as you may surmise, when he said to her: "Now that we are married, dear, perhaps I might venture to point out a few of youl little defects." But she stopt him with, l'Don't bother dear, I-ar4 quite well aware of them. It was those little defects that kept me from getting a much better man than you are."
So I am not going to give yqu any advice. Free advice is usually worthwbat it costs anyway. All that I am going to try to do is to think atong with you for a few minutes about excess capacity and stability. Sornetimes an outside point of view will bring attintion fo things that insiders have become so accustomed to that for them they do not exist.
The poetic soul said to the perfumer, "Ah! Your store smells like a breath from Araby the !lest." To which his matter-of-fact answer was, "That so? Blest if I can smell anything."
So, here goes, for better or worse, my view from the sidelines on the subject assigned me.
"Excess capacity" is an overworked alibi. It has become too popular a peg upon which to -l1ang all our troubles. It is the pet exiuse of everyone who cuts prices or violates established trade practices. The real cause is not excess capacity, but blindly grasping for volume to use that capagity. Excess capacity is an inanimate thing that is powerless to do you any harm of itsetf, but grasqing for business is a human trait that must be held in check by reasoning. And reason tells you that getting extra votume will not get you more profits-it will get you le-s_s.
Certainly you have proved tli4t often enough in recent years, but too many don't believe it yet. What can be done about it? 4 glqal many things, some of which you must do yoursetf and some of which you can't do yourself and mugt do thru your "gang," either your iocal trade organization or this Millwork Institute which is in session here today. First you must individually by your own thinking cast out the craze for volume at Any cost and the fear of not getting enoush volume. This means the scientifc quoting of prices based on co.-st plus a reasonable profit. You have a singular opportunity to do this, and attain uniformity i0 the doing, by using Schedule 128 at the prevailing discount. It means sticking to quotation. It melt!! GOTNG AFTER ONLY A REASONABLE PROPORTION OF THE TOTAL BUSINESS based on the average for previous years -and being satisfied with that volume. ft means sticking as much as possible to your own econo{nic territory instead of scattering out all bver the country. It means getting a reasonable volume of business by sane and ethical methg{s-and making sure of a legitimate profit on it.
- The one-price-no-haggling-policy revolutionized retail 6tore merchandising. It will revolutionizF this industry if you just ever develoo enough intestinal fortitude to name your price and stick to it recaidless. I doubt if there is a man in this room who has not chirged his friends prices bearing a profit, and then turned around and iold below cost to a shopper. It has been a practice of lumber
and millwork retailer's, I am sorry to say, to crucify its friends as a result of the lack of stable fiices. Not only.is a one-price policy sound, tut it is a proven profit gtaker and almost universally adopted by business. Its only pecutiarity to our business lies in the fact that we_are 20 or 3O years behind thg times in adopting it.
One -of_ the greatest gains from rigid adherence to a. one-price policy is in doing away with lraggling and its attendant enormous waste_of -energy. A contractor yrill not waste your time or his own, once he is convinced that you dg not put out in asking price in anticipation of selling at a lower frice. -He will cease tJriorry about his,-competitor gttting a lower price and quit shopping. Our own policies have made shoppers of men, who were originally customers; and we will have only burselve3 to blame if we do ndt re-educati them.
I believe every fair minded man recognizes that quoting all contractors the same price for identical merchandise is a distintt service to him,and to the _buying publig. Most contractors are glad to see it for the reasons just suggeste_d and for the further reason that he can see it will eliminate from his field the "glyp" contractor, who bids less tlran a legitimate price on jobs in aniicipation of wiggling out or beating the material merchants down on construction materials. What have you gained anyway by taking business away from one another? It is about as economically sound as taking in each other's washing. When you get all. tlqrough you have just about the same proportion of the total votume as if you had concentrated your efforts and held for your price. Most price cutting is the result of chasing after the other fellow's business arid most of the high cost of selling comes from that same source. It is not the ordeis from your customers that run up your sales expense, but the cost of the calls made upon the .folks that you don't sell. And it is the alibis of your salesmen on these same calls that get you excited about qompetition. This is one of the biggest wastes in our industry today. This war that we have been w-aging over existing customeri is one of the major reasons for the ex-cessive increase in the cost of selling in recent years.
"An unproductive call costs you just as much as a productive one *in fact it costs you very much more, because a productive call puts the salesman in the frame of mind where he expects to duplicate the sale with the next prospect, and by reason of that very eipectancy, he will probably do so. But a sales talk given without anylesultant order may have a very dampe-r1ing effect on any salesman's ardor, may send him to his next call a bit less confident, sometimes even expectant that an additional failure will be the resuli of the interview.
"Therefore, both because of the lost time, the salesman's onlv capital, and because of the los.s of morale, the driving force of ail salesmanship, it is indisputable that one of the most serious problems for any sales manager to consider is the frightfully high price he must pay for the unproductivb calls his salesmen make."
I read the other night a bri[iant study of this subject bv W. L. Barnhart, from rrhich those tw-o paragraphs are quoted and he sug- gests a remedy that you can put right into your business with great profit.
l. "Give your men a real reason for aslking for the ordert"
When a buyer asks your malr why he should buy your Millwork, does your man feel honestly that if he were in the buyer's shoes he woutd buy from you? If he dogs- not, you can make more money restrictir-rg his calls to customers [re can feel that way about,
2. 'If you hav€n't a real re?Fon "why," then eliminate that particular prospect (?) from your list."
You will find it will cost yog more to call on him than you will get out of it. The only sound.way to expand is by developing your present customers, helping them grow, and by creating new markets for your product. If you will kpep step with progress and hold your percentage of the total volume available, you will have all the growth you can handle profit4bly out of the natural expansion of business in Catifornia. But if you try to go fastelthan that and
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No tire ever attnacted such attention on the streets or in our stores as thb new creation df Goodyear their 3oth Anniversary accomplishment.
But it has far more than distinguished beauty . . hard, fast drivers who travel destnrctive loads will find no other tire built that will stand up beside it.
Come in and see itt tlnder rvetege conditiong we tell you that it will outlast the life of your car.
A well known official of the telephone company was rudely aroused from slumber by the ringing of the telephone. After falling over a chair or two, he reached the phone.
"Hello", growled he.
"Are you an official of the telephone company?" asked a friendly voice.
"I am," said he, grouchily, "what can I do for you?"
"Tell me," said the voice at the far end, "how does it feel to get out of bed at two o'clock in the morning to angwer a wrong nurRber?"
Sir Charles Higman, who comes to America every year to spend a million advertising tea, said at a banquet in New York:
"I learn many advertising lessons every time I visit your hospitable shores. Advertising is in the very air out here. Even tfie children breathe it in. I was taking tea with a great editor last Sunday afterqoon when his little daughter came back from Sunday School with an illustrated text card in her hand. 'V/hat's that, little one?' the editor asked. 'Oh', said the little girl,'just an ad about lleaven'."
The little lonely souls go by Seeking their God who lives on high, With conscious step, and hat and all, As if on Him they meant to call In some sad ceremonial.
But f, who am a Pagan child, Who know how dying Plato smiled, And how Confucius lessoned Kings, And of the Buddha's wanderings, Find God in verY T]il"*1"f;""-"r".
Among the humorous letters received by the War Department during the late war is the following: Mr. Headquarters, U. S. Armory,
Dear Mr. Headquarters: My husband was induced into the surface long months ago and I aint received no pay from him sense he's been gone. Please send me my elope. ment as I have a four months old baby and he is my only support and I need it every day to buy food and keep us enclosed. My husband is in charge of a spitton. Do I get any more?
When Noah sailed the waters blue He had his troubles, same as You. For forty days he drove the Ark, Before he found a place to park.
Up where the garters used to clasp her, That's where the dress begins.
Up where it would the old time JasperThat's where the dress begins.
Up, till the knee cap is below it, (Knee cap was there but we didn't know it)
Back in the days before she chose to show it, That's where the dress begins.
Up where at one time it wasn't decent, That's where the dress begins.
' Up higher yet in the days more recentThat's whgre the dress begins.
Up where the briars will never gash it, Up wheie the mud daubs will never splash it, Up where the-up where the-Oh, Well, Dash it! That's where the dress begins.
-From "The Tiger's Skin."
And the smaller dealers have found out that our service to them is REAL SERVICE. Our quick shipment of anything and everything for the building trade by car or truck makes it possible for the small dealer to grve tip-top service to his trade, and yet keep down his investment, his insurance and his ovcrhead.
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.
YOUR judgment wiII suggest the f ormer.
A damage award of $9,000 to Leila Embree, and another in the sum of $1,000 to her husband, A. H. Embree, were given by a jury in a verdict returned last night in Department B of the Super- ior cour! in the twin civil suits against L. R. Comer, et al.
U-Z\E
The claims were filed as outgrowth of an accident January 29, l9/7, at the intersection of Pacific avenue and Anaheim street, where it was alleged an ambulance of L. R. Comer & Co., morticians, had collided with the machine in which the defendants were riding. The ambulance was driven by F. W. Baker, it was said.
(Long Beach, Calif., Sun)
(Continued from Page 37)
take the business of other customers which you are in no better position to serve than they, then you do nothing but waste your money and force them to waste theirs waging war on you in an effort to move some of your customers over to their camp,
3. "Use direct mail and telephone to eliminate all except logical prospects."'
You would be amazed and mavbe amused if vou could sit in our office and see how many timei i seller starts franticatly chasing a buyer after he has already boueht.
4. "Get as much informatiori"-as possible about all your prospects in advance of your calls."
If you were guided by what you can learn from credit and other organizations you would not m-ake, or pay for, more than half the calls you now do. In our indu-stry 8 or 9 out of every ten calls are wasted and a dead loss to someone.
5. "Find out who buys and i_ee him."
One of the best selling lessons I ever learned was from a hard boiled executive of the old school whose motto was "never waste time chasing iron dogs."
6. "Train your men to 'sell' the logical prospect."
A great deal of the failure and inefficiency of your salesmen is chargeable to you. Too many Inen are selling millwork who don't know anything about salesmanship, and who do know too much about how to cut corners on a Millwork list. Mighty few men in this room make any efiort to train their men in salesmanship.
A great many oi you will irgue with me that "There Ain't no such animal." You will agree with me that a cello player must study technique, that to break a hundred requires study of golf technique, some of you study bridge, as well as play it, but you laugh at the idea of technique in salesmanship because you don't understand it and don't want to face the drudgery of mastering it. The time will come when millwork will be SOLD. When it does, quality will count more than price and exces-s capacity will cease to be boog-a-boo.
So far I have talked only aboqt what you could do all by yourself. All these things you can do beit-er thru you. group and it-ii ONLY thru your group that you can dgvelop balanced price lists; equitable trade practices; protect retail {istribution; do creative selling such as educating the buying public to the superiority of wood to metal; cure credit abuses; eliminate "gyp" builders from the field; prevent unfair lien laws, building ordinances, license laws, etc.; study and disseminate cost information: educate salesmen and estimators-and the most important and practi-ial function of organized groupssecure and assure an equal opportunity to all and at the same time mqintain legitimate profit margins.
And there is a broader aspect to association activities that I regard as the keystone to stability in the conditions that prevail in the lumber and millwork industry today and that is co-operation between all groups and all branclres of the industry. Eternal adaptability is the price of survival tgday. It is not enough just for retailers to be organized for thgir own benefit, but manufacturers should be organized, whotesal-ers should be organized, and every group should-cooperate with -eyery other group that is trying to achieve stable conditions in its own end of the business. And if any branch of the lumber or lnillwork industry is not organized in your territory, by all means encourage them to organize. The old
idea that organization of one lranch is inimical to the interests of other branches of the same industry is outgrown. No branch of the industry, either retail lumbe_r, retail millwork, or the jobbing or manufacturing groups of eithel lumber or millwork cair follow unsound practicts without hurti{g ever}'one else in the industry as well as themselves. When a jobber or manufacturer sells a cutter, he is sawing off the limb on w-l1ich he is sitting; and a retailer who supports by his purchases an unethical jobber or manufacturer certainly has no one to blame exqept himself if conditions in the industry generally are unsound.
You can't catch two fish on one hook. You won't have sound conditions in your branch of tlre industry for very long if you encourage unsound practices in other branches. It is just good sound common sense to play with your friends and lend neither aid nor comfort to your enemies.
And one of the most useful functions of associations such as this Millwork Institute is its very re'al service in breaking down economic illiteracy; in making competitig-n more intelligent; in rounding off the square corners of the outsiders who have not yet learned that the only road to profits today i_s in working together, and teaching them how to co-operate
We need to present a unite{ front in the business struggle that confronts us. The old days arg gone, never to return. The lumber and millwork industry is turnin6; around and going back to take its proper place as one of the great industries of America. We are coming to have a broader per-spective of our own business and to forget the petty jealousies and narrow short-comings of the past. If we are to drive forward. dealers. wholesalers and manufacturers must join in lifting up the levdi of our industry. Unity of purpose and unity of action will carry our industry further in its fight for prosperity than can be accomp_lished by double the efiort expended haphazardly by individuals.
Co-operation is no longer just a fine theory-it is an economic necessity. And eo-operation doesn't mean €veryone else giving up his pet ideas and adopting youls-it means all working together on the most feasible and practicable common meeting ground that can be found. In the nature of thlngs that common meeting ground is going to be a compromise, partly your ideas, partly the other fellows. It must be developed out of a willingness to see and analyze things from a variety of angles-yours and maybe some one hundred or more others in your particul4r efiort to work together,
No co-operative effort can be nailed down to a definite unchangeable policy either. What is bgst today may have to give way iomorrow to something that bgtter meets tomorrow's needs, We must keep our hearts and min-ds in harmony with changing conditions and be willing at all time-s to toss old ideas and plans into the discard and adopt new ones in their stead if that seems the advisable thing to do after thorough and careful study of changing conditions.
The work of the world today is being done by groups. All of us know more than any of us. Together we can control the sale of our products. Separately we are at the mercy of chaotic conditions. Only by ORGA,NIZATION a4d CO-OPERATION can we achieve STABILITY.
Your Mr- Didesch has desiglated on your program a subject for my address. Although he has the same general thought as I have, it will probably be b-tter to bq more definite, so am changing it to "Salvaging the Construction Industr.y."
ett men interested in the Construction Industry must admit that the business is not conducted is it should be, and neither does it compensate in the proper proportion to the responsibility assumed, or to the time and effort given. Not only do those affiliated with the Industry admit it is permeat-ed with bad practices and is manned in many cases by irresponsibleg, but bankers, business men and the general public know it and at the same time they all acknowledge fhe tremendous importance of the Construction Industry. Fortunate' ly, there are many firms who 1re conducting their business -along the proper lines, and they shouH feel proud of their determination to so carry on.
'We must be more than builders of structures of concrete and steel, We must be builders of proper business principles an4 economic procedure, which will take us out of the position the Industry now holds and make it second to none. We must overcome the efiect produced by the holding lack element. We must actively oppose those who deliberately refuse to follow. We must educate the man who does not know.
All must concentrate to rid t-he Industry of the pernicious practices now in vogue and which qie creating a most chaotic condition, which in turn is spelling final ruin to many reputable firms. A large Eastern Contractor stated that "unfair competition is pinching the pocket books of some of the oldest and largest firms in the East, and realization is beginning to dawn that to preserve the Industry everyone concerned must pull to-gether and effect a stabilization."
Again permit me to reiterate to you my statement of three years ago. "The Industry that does not scrutinize its present status, analyze its problems, devise proper methods of broadcasting its findings, will be superseded by one that vri!!."
The paramount question is 4ot what to do, but how to do it; through what medium is the work to be carried on? Before we try to answer these questions let us first recognize that the ailments do not pertain to Los Angeles or the Pacific Coast alone, but exist over the whole country. They are not peculiar to the Millwork Institute or its ramifications, but afiect the entire Industry. When a gentleman was asked what his solution was he answered: "If I knew, I would dernand $500,000.00 and 'expect to get it." The situation is very grave and calls for imme{iate action by sincere and energetic men.
Realizing that something must be done collectively to effect a remedy,.the Associated Gener-al Contractors of Los Angeles appointed a committee known 4s the "Construction Industry Joint
Committee." The purpose of t-his Committee was to bring tog-ether the various groups -mai.ittc up ihe Industry to handle th-e legislative prob.lems that confronted them, ,lnd to launch a state wide,campaign igainst day labor methods in public construction. This Committee siarted work and accomplished a great deal, spending annually in the neighborhood of $20,000.00.
Feeling that they weie really getting somewhere the Association again stirted a second Committee known as the Better Relations C-ommittee." The purpose of this Committee wa.9 Jo call together all the elements for-the purpose of stabilizing conditions, eradicating those things that were -rapidly destroying the principles for which the Association stood, and improve the relations between the vartous groups. For two years thii -Committee conduc-ted an open -forum in which all troubles were aired openly and remedies suggested.
Feeling that success of these two Committees was practic-ally-assured, it was decided to combin-e their efiorts in one council. This council was to be patterned aftei a movement started in Oregon ald one in New York City. The riame of this combination was to be the "Construction Industry Council." The purpose was to take up all problems and thoughts that were directly effecting the IndustrS iroi them out, and afler conclusions were reached to see that its findings were put to proper use. The first 4e.eting wa-s-.called -by Mr. Alrthur S. Bent, prominent contractor in this city. His call for a meeting included the followiryg:
"As you know, the thought has been in the minds of many men over the country, that the Construction Industry greatly needs i coordinating council made up o-f representatives of all its varied ele. ments, in order that a united-voice may speak to the public and united efiorts be made on all matters of comrnon interest.
"It is pretty generally recognized that while the, many associations now existing among material men, equipment men; builders, subcontractors, general contractors, surety companies, engineers, architects, etc., hive their very impgrtant functions, there is great need of a clearing house through whigh their activities may be made more effective. There is much important ground upon which we can all stand, and from which construgtion as a whole should be in a position to speak much more effectively than it can at present."
At this meeting there were in attendance approximatety forty of the leaders of the Constructio4 Industry. Some were favorable t6 such a movement and some were not, but without hesitation the work was started and practically fifteen or twenty of the major As-, sociations signed up to see what could be done. This tast incl'uded the American Institution of Arglitects, the Associated General Contractors, the Millwork Institut-q the Surety Association and riran} other outstanding organizations. For over a period of two years th€
(Continued on Page 43)
(Continued from Page 4l)
work was carried on, but at ea-qh meeting it was noted that the influential men who are members of the various Associations failed to attend or take any part in the 4ctivities. It was not long before the managers and the secretaries of the Associations were the only ones who could be counted upon. \9t only this, but due to the fact that they felt their interests were b-eing trampled upon by one of the members, the Surety Associati_on resigned. Then later the American Institute of Architects decided that they could not continue farther with the work and withdr-e,w their support.
The work continued on for another six months and then it was decided to temporarily disconti-nue meetings until such a time as more iaterest could be develop_e{. But before doing so, a pamphlet was printed called "Outlines of Desirable Procedure."
The successes, if any, of the Council were due to the fact that there were about fifteen men. r4l1o were sincere and willing to work. The failures, and I personally c-onsider the Council a temporary failure, regardless of what we havq accomplished, is due to the fact that the men of the Industry who are today complaining and rubbing their hands in nervous anxiety, were not willing to f,elp make it a 9tf!c€ss. There is no question in my mind that it has great possibilities and it is a movement of the greatest importance, but the difficulty is in getting the Industry behind it.
The Millwork Institute is -hqtiing their meetings for the purpose of helping themselves, which ii -their right, and tEese meetings -will
D. H. Doud, Sales Manager of the Defiance Lumber Company, Tacoma, Washington, was in Los Angeles reggntly calling on the trade and renewing old friendships. Mr. Doud makes such trips several times during the yelr.
Walter P. Sexton, Superintendent of the Long-Bell plant at Weed, California, was in Los Angeles for a few days last month calling on the trade.
nq doubt be instrumental in p_roducing beneficial results insofar as the inner relations of the Institgte are concerned. But, Gentlemen, your meetings will never do ong bit of gooil towards remedying the major evils which are crushing us today until you stand up and say we are not going to have our Association join a movement with other organizations to better conditions. but our individual members will give their time and money io carry on. We are all wondering wh?t we are coming to, but l-rgw many of you Gentlemen are so serious that you will buckle d-qwn so that all may know you are sincere.
After- my- experience with the Construction Council, I today challenge th_e sincerity of the Inddqtry of wanting to change thi practices and principles now being uged-and I wilf continuelo chalienge it.until I see the large men of t!r_e Industry taking ofi their coats aid with a look of determination, g9r to work. I want to go on record with the statement that until such a time arrives, you ian have association-.meeting.s. until -l'ou _af:e worn out, and the same practices and conditions will be stitl be gith us. Don't misunderstand, I believe in Associations, and I a!s-o believe that they are doing good work within themselves, but they are not doing ill they coild do, and -it is impossible_for them tg do anything for the Industry as i whole or to rid the,Industry of the things that we are talking-about today, until they join forces lvith othei Associations in a ioncentrated movement.
Charles S. Keith, president of the Central Coal & Coke Company, arrived at Portland, Ore., July 17, for a month,s stay- on the Coast. Mr. Keith is accompanied by Mrs. Keith.
_ W.. A. _Glenn, assistant sales manager of the Coos Bay Lumber Co., in charge of the San Francisco office, has jujt returned from a two weeks' vacation.
The extcrlor bcauty of tbeac lovely hmcc is crricd into tbc intcrior thro[gh tbc use of "Pcrfectioa" Brand Oak Flooring. You can depend upon "Pcrfcctioh." In two nodcrn Dlaatr opcretcd by rlillcd lumbermcn, mly thc frnert oah ir sclcctcd. .After propcr acaconiag and kiln-dryiag, it i! pcrfcctly milled and matched so that it layg rmooth and stay! .mooth. It is gradcd and hendled oo carefully that upo arrival raywhcrc, it ir slwayr ia pcrfet mdition. kadiog lumbcr dcalcrr gladly featwe thir nationally advcrtiscd brand.
Thtc's a sise a*d gtade for aucr! sr/tctrra, . aeu or. ohl, Wlito ,oda! lu frll partkdarc.
ARKANSAS OAK FLOORING CO! Pinc Bluf, ArL.
It consists of re-roofing, remodeling and insulation folders, interesting and informative foldwcll letters caffying data of interest to home-builders; ideas for pcople who are considering re.styling or cnlarging thc old homc; complete and dctailcd information on re-roofing over old shingles with EDG!7OOD. Shingles. This literature is supplied imprinted with the lumbcr dealer's firm name. ft enables the lpcal d e a I e r to identify himself with our national advcrtising as the local distributor of EDGEWOOD Shinglcs. Write for Samplc Campaign.
THE CONSOLIDATiD SHTNGLE MIt T C OF BRITISH COLUMBIA LIMITED
fi MctroDoltu BulldiDt, Vercow, B. C.
A new insulating wallboard and plaster base, named Nu-Wood, is being introduced to the building trades through established retail lumber channels by the Wood Conversion Company of Cloquet, Minn., as a companion product to Balsam-'Woo1, the flexible insulating blanket put out by this organization, which is the by-products division of the Weyerhaeuser-affiliated companies.
According to E. W. Davis, general manager of the Wood Conversion Company, this is the first time any insulation manufacturer has offered both the flexible and the rigid types of insulating material. Since both Balsam-Wool and Nu-Wood are purely wood products, Mr. Davis points out, the lumber dealer who carries them will be able to supply all demands for insulation which has been partly diverted to non-lumber specialties.
"These two products aie not at all competitive, and with
widespread forest conservation program which the Weyerhaeuser-affiliated companies have carried on for years. Nu-Wood is made only from that part of genuine white pine and other coniferous trees which cannot be used fot lumber, but contains fresh, sound wood fibres. Formerly most of these slabs, edgings and trimmings were burned.
In making Nu-Wood this waste is first reduced to chips, from which the dirt and bark are screened. The chips are cooked under pressure to soften the fibres. Next they are run through mechanical disintegrators, which subject them to an action similar to that of rolling a match under one's foot. This separates the fibres without fracturing them.
The resulting pulp is sized to make the fibres waterproof. Next it goes to a specially designed flow-box, which lays down a uniform layer of fibres on a bronze
them we are able to offer the lumber trade a complete service covering all of the insulation requirements of modern building practice,". Mr. Davis said.
"The new product, Nu-Wood, will be advocated as a many-purpose board. Dealers will not find it necessary to carry more than one product of this type or more than one grade in stock to supply their customers with insulating board, wallboard, plaster base and roof deck insula' tion. Nu-Wood serves all these purPoses equally well, permitting the dealer to reduce his investment in stock and lo increase his profits and net turnover.
"We will encourage dealers to carry moderate stocks of the new board. No second-grade board will be put on the market to disturb the prices established on first-grade material. Nu-Wood is essentially a lumber-yard product, i,made from wood, for lumbermen, by lumbermen. We shall hontinue on our basis of'one price, one product and one policy'."
, The manufacture of Nu-Wood is another step in the
screen, the wet slab being somewhat more than four feet wide and seventeen feet long. This screen conveys the mass to an hydraulic press, weighing more than 20O tons, which rids it of the excess water under a pressure of moge than 2,00O,000 pounds, and leaves it a homogeneous board with fibres running in every direction-lengthwise, crosswise and at all angles. This method of fibre arrangement makes the finished board surprisingly rigid and minimizes any tendency to warp, buckle or swell in the presence of moisture.
From the press the board goes to the dryers, where it passes between steam-heated steel plates. These dry out the remaining moisture, leaving the board exactly onehalf inch thick and absolutely flat. Next the Nu-Wood panels aie sawed into lengths of 6, 7, 8,9,10 and 12 f.eet, stacked in packages of six pieces each, and wrapped in heavy paper that insures its delivery at the dealer's warehouse as fresh and usable as wfien it leaves the mill. This
(Continued on Page ,f8)
General Salec Oftce: Failing Bldg., Portland, Ore.
IN THE MANUFACTURE OF Iet Ur Denonstrate Our Ser:vice Millr: Wcudling, Ore., Springfield, Ore.
Californh Oficer
SAN FRANCISCO LOS ANGELES
4@-l Mrrvin Blds. Till Ccntral Btds. J. R. Ncyhn, Selcr Agcnt H. C. ChrL, Srlcr A3cut
BROWN'S SUPERCEDAR closet-lining businesE is GOOD.
Have ygu fores€en this great dernand with a stock or have you been left at the port? Put in a stock of BROWIVS SUPERCEDAR cloeetJining and PROTECT YOUR CUSTOMERS WITH MOTH INSURAI{CE.
SAN FRANCISTCO
Northern California Dirtrlbutorr
(Continued from Page 14)
on all sales over and above his past average percegrtage; the payments into the general fund to be divided among such of the other dealerJwho on account of less fortunate conditions have failed to secure their average proportion of the business; that each dealer can sell at any prlce he pleases, wherever and to whomsoever he pleases without restriction.
In bringing the Conference to a close, President Gaetjen thanked the-trade journals for their cooperation, the arrangement committee and Alexandria Flotel for the many couitesies extended to the members and the speakers that addressed the conference.
San Francisco was chosen as the meeting place for the next Conference which will be held in November. A telegram from Geo. W. Peltier, President of the Sacramento ehamber of Commerce, and H. C. Bottorff, City Manager, inviting the Institute to hold their next meeting at Sacra-
Friday Evening
On Friday evening, there was a stag party at the Oak Tavern which was largely attended. During the dinner hour music and an excellent entertainment program was enjoyed. mento was read by Managing Director Didesch.
Saturday Morning
Delegates Visit Pacific Door & Sash Company's Mill
One of the interesting features of the Convention was the personally conducted tour of "Tat" Nicholson to the Pacific Door and Sash Company's Mill at Burbank, Cal.
The group was taken through the plant by "Tat" Nicholson anil Joe Nicholson, lumber superintendent of the mill, who explained the various machines and their uses. The visitors saw the planing machines in operation, the dry kilns, the sawdust bins, the detail door department and the many other interesting departments of the plant.
The trip was not only very entertaining, but was also educational and was greatly appreciated by the visiting nnillmen.
The registration was- as follows :
I{. T. Diderch-M. f. C., Loe- Angeles.
H. V. Nunneley-E. K. Wood Lbr. Co., Los Angeles.
R. C. ThompeorrThe Timbcrman, San Francisco.
J. E. Martin--The Californira Lumbcr Merchant, Loc Angeles.
J. F, Truycns-The California Lrirnber Merchant, Los Angelcs.
J. Wceley ShrimrCreemcr Mfg. Co.' Riverside.
Rdph J. Button-Button & Manning, San Francisco.
J. e.'Mclntosh-Jlcc$ic Planing Mill, Stockton.
Witliem T. Lloyil-Dudficld Lbr. Co, Pdo Alto.
fohn. Easton Brown-Weetcrn Woodworker, Los rdngclee.
b. Oow"i"g-Sudden Lbr. Q9., San Francisc-o.
C. Benj. Betis-M. I. C., L. d. Branch, Los Angeles. -
Kenneih Smith-L. A. Lbr. Dealers Ass'n, Los Angeles.
A. f. Todhunter-Hammond Lbr. Co., Los Angeles.
W.-F. Hayward-Pacific Mfg. Co., Los Angeles.
Ben H. Hiyes-Consolidated -Lbr. Go., Los- Angeles.-
Otenn O. Eogleman-The California Door -Co., Los Angeles.
R. H. Stephi-nson-Arroyo ltii[ Co., Pasadena.
f. Smith-Hammond Lbr. Co., Los Angeles.
i,. ff. Wan-Consolidated Lbr. Co., Los Angeles.
kenneth R. Walker-The Red River Lbr, Co., Westwood.
C. A. Weaver-Construction Supply Co' Los Angeles.
O. H. Maatsch-Secretary Glendale Materialmen's Ass'n., Glendale'
I. A. Edccomb-Edccomb Sish & Door Co., Pasadena.
-Ctris. p.-ttlapel-Paiific Dooi & Sash Co., Los A-'ngeles.
C. L. Miller-Pacific Door & Sash Co., Los Angeles.
E. W. King-King Lbr. Co., Bakersfield.
Cvril E. Irvins-ehas. R. McCormick Co., San Diego.
Gio. T. Gerke-ns-Tilden Lbr. & Mill Co., San Francisco. Orrin Wright-So. Calif. Hid. Mfg. Co.,,Los Angeles.
W. A. Sampson-Hipolito Co., Los Angeles.
Leslie T. Lynch-The L. W. Blinn Lbr. Co., Los Angeles.
L. V. Graham-Chicago Lbr. Co., Oakland.
C. E. Reinhart-Reinhlrt Lbr. & Planins Mill, San Francisco.
Lathrop K. Leishman-CrowJr City Mfe. Co., Pasadena
Drury N. Faulk-Redwood Manufucturers Co, Los Angeles.
Juliui Krauss-Redsood Ma3rufacturers Co., Los Angeles.
L. M. Rosenberg-Hipotto -Co., Los Angeles.
L. B. Rainforth-Hipolito C9., Oakland.
A. J. McAdams-Ilnion Mill & Lb1. Co., Santa Barbara.
Heriry Harder-Harder Planing Mill, S1n -Francisco.
Fran[ Portman-Portman's Plining Milt San Francisco.
K. Teketi-Pacific Mill & Cabinet Co., San Francisco.
W. G. Littlc-Union Planins Mill, Stockton
Guy Wayne-Wayne Millwoik & Lbr. C9" Sqn Francisco.
W- Goddard-Millwork Institute of San Francieco.
t. J. Nutting-Herring & Nritting-San Francisco.
W. Goddard-Millwork fnstitute of San Francisco.
T. O. H. Herzog-Americar Mfg. & Salee Corp., Los An8eles.
Fred S. Spenccr, Eure.ka Sash, Door & Moulding MillB, S. F.
J. A. Hart-J. A. Hart MiU & Lbr. Co., Salr Francisco.
J. O'Brien-Buildcrr Supply Dcpog San Francirco.
lllbin WardceWarden Bros., San Francisco.
G. F. Wagncr-Erikson-Wagqcr, San Francisco.
Chas. Monson-Acme Planing Mill, San Francirco.
Robcrt R. Leishman-RedwooA Mfgrs. Co., Pittcburgtt' Cd.
Lt. Sidney F. Wharton-Ehger Andersoq Fort l-ewis, Wash.
Wm. C. ilhf+Gordon Sash- & Door Co., Loc Angeles.
A. W. Kochf-John W. Koetrl & Sorq Inc., Los Angeles.
Tom R. Merrell:Tom Merrell Cash & Door Co., Long Bcach.
H. t. Anderson-Anderson Qros. Planing Mill. San Francisco.
J. M. Van Gundy, Chicago Lbr. Co., Oakland.
C. G. ChipchasFFriend Tc-rry Lbr. Co.. Sacramento.
A. W. Bertrhauer-Fregno Planing Mill Co., Frecno.
H. W; GactjcreEmpire Plani4g MilI, San Francisco.
E. A. Nicholron-Pacific Door & Sash Co., Loe Angeles.
(Continued on Page 50)
Gcnccal O6ccr: 25Of So. Alancda St Lor Angclc6 C.lifomi.
Phonc: HUmbolt 3770
Diltr$udng Y.rdr Foot of McFerlend Ave. Vilnington, C.tif.
WHOI.ESALE LUMBER
AtlD ITS PRODUCTS
We'are able to give
From the
BEST and LARGEST MII LS
Scnd Us Your Inquiries
Main Oftce A. L Hoover, Agt.
San Francisco Loa Angelec | | 0 Markct St. Standard Oil Bldg.
FI'LL STOCKS GREEN LUMBER COMMON AND UPPERS AT MILIli.
AIR DRY UPPERS AT SAN PEDRO
Mrin Selcr Officc Hobert Bld3. SAN FRANCTSCO
Lor Angclcr OEcc 397 Peci6c Elcctric Bld3. Phonc TUcLer 5779
Metnberc California Redwood Associcfron
SAN, DIEGO 320 Sprcchlcr Bldg" Fran|rlin ll53
In "Robbins" Flooring you are assured of the very finest that has ever been, or ever will be produced. Ou r geographical .location, the modern machinery in our mill, did the t5pe of men who make our fooring, all go to make this state, menl possible. "Robbins'? Maple and Birch Flooring is the best.
Southern Celifornia
C. J. LAUGHUN
535-6 Pctrolcum Sccuriticr Bldg. Lor An3clcr
WErtmorc 9955
Northcrn Celifornie:
GEORGE C. CORNITIUS
Merchertr Erchengc Bldg, Su Frrncirco
ffi[0onnmvsFLo@RrNc
',.!fr161iv. G. Glear K. D. Factory Stocl
'': "' ' :Vcitical' Grain Shop
AII made from the linest o!
OLD GROIffTH DOUGLAS FIR of soft texturc, dried in strictly modcrn dry kilu
llilb:
,l
(Continued from Page 44) i
wrapping also gives it a far neater appearancb in storage in the last two years. These sales and the use of the than if it were unwrapped. board following them have assisted the developers in per-
According to Howard F. Weiss, former director of the U. S. Forest Products Laboratory, now connected with the C. F. Burgess Laboratories at Madison, 'Wis., who was active-in the development of both materials, Nu-Wood has not the full insulating value of Balsam-'Wool, but possesses other qualities w,hich admit it to uses for which the blanket type is not fitted.
"Tests of its strength, resistance to the transmission of heat, ability to absorb sound, and expansion and contraction under various conditions, show the board to be capable of meeting the most exacting specifications." said Mr. Weiss.
"Being rigid, it cannot, of course, be tucked between studding and joints or into out-of-the-way places like the blanket. ,, Furtherr"nore, although it is an excellent non' conductor of heat; it is, like all other board-forms of insulation, less efficient an insulator than the blanket form. No rigid product can equal a flexible one in insulating Y+e' becauie of the greater densily required to insure rigidity. However, this board is a genuine and effective barrier to heat and cold and can be used with complete satisfaction wherever a board-form of insulation is desired.
"Due to its water-resistance and to the fact that it is formed of fibres laid down in all directions and not in one olane only. as occurs when fibres are laid down on a movit s scre.;I, Nu-Wood shows remarkable freedom from exoaision and contraction even when exposed to severe 6utside weather conditions. Thus it makes an excellent base for plaster. This peculiar characteristic is of great value in idapting the board to use as a core for veneer sirrfaces, and panels so treated have withstood the cracking and warping so frequently experienced with other types of-cores. fhe -fact that only the best northeru woods are used in its fabrication contributes to its high quality."
Before Nu-Wood was announced !o the public it was tested thoroughly, both in the laboratories and in actual construction. -It has been applied successfully to industrial roof decks for insulation and to prevent condensation of moisture. It also has been used extengively as an insulating wall board and plaster base in dwelling houses.
While distribution of the new insulator under its trade name has just recently-been formally announced, Nu-Wood is not entirely new. -Considerable interest has surrounded ii l"ti"J thJ five years of experimentation and development wdrk from which it now emerges. Much of it has bien sola to and through lumber dealers in the Northwest
Packaging of Nt+Wood erpedites handli*g at the nill ond at ever! other stel of its wol to the building-site. The eose of handlifts and anarehousing tlte material in this form aill appeal to tbe lumber retailers utho hnow how their oaerhcad is increased by ho*tllingcharges on srmll-unit itens.
fecting the product before offering it generally as a thoroughly tested, practical material.
Rail end Cergo Shippccr Mill rt Tecomq Wrrh.
Southcm Grliforaie Rcprocatrtivc
C" J. TTUGHLIN
5il5-O Pctrolcun Sccsridcr Bldl, Lor Anjclcr Tclophorc WErtnorc 9055
-90 Pcrccnt c Morc Rcd Hant
-lqt Pcrccnt Oil C.ontot
Gonuiro Trorcmo Aroortic Rod Go&.r, eccontdt;..". frctur{ ton3uc rad 3roovrd rnd old nerchrd. Cctr lo ucrr lbu u*aovn brralr. Mtdc by tGeorlr G. Brerl & 6, Mcnphinn vorld'r lrr3ot nrlufrctnrrr of Tolr..lr. Aroutic Rod Ce'dra
Scdrd in doublc-frcc 6bro bornl crrtonr e3rinrt durt, dirg drnpnorr or dtnrjc il rLippin3 or rtorrgr.
For circalar anil qtotatiot oddrcst;
E J. STANTON & SON J. E" HIGGINS LBR. CO.
LOS ANGELES SAN FRANCISCO
HARDWOOD FLOORING
WALLBOARD
And A Full Line Of BUITDING PAPER
Triple-Sheath Sisalkraft
HAPYY9VP SgI.lU\t{Y
FIRST AND CI..A,Y STREETS
OAKT.A,ND CALIFORNI.A
.YOUR BUSINESS OUR PERSONAL CONCERN'
E07 Pacific'Southwert Brnk Bldg.
LOS Af.lGEtES, CAL
TUcLor'5Oll
Dktrib*tors fm
Dktrib*tors fot Soutbctt Califonia Northarn Califonlr.
FROM REIJABLE llriltJS O}{LY
Cargo end Reil Shipmcurr
.OVER 30 YEARS IN LUMBER AND LOS ANGELES'
Retct 82.s0 pcrcofurnn inch
The FellOW \Mho Wants to Be Hired
Twenty thousand dollars will handle futly equipped modern mill and yard, real estate and building. Best loca' tion in Los Angeles. S25,000 monthly going business with twenty yeais goodwill and built-up organization to be sold at heavy sacrifice. Liquidation of estate.
JEROME HIGMAN, 2831 ExPosition Place, Los Angeles, Calif.
Established lumber yard in Sacramento Valley. Only yard in city. Address Box C-210, care California Lumber Merchant.
(Continued from Page 46)
Francis Nicholson-Pacific Door & Sash Co., Los Angeles.
H. P. Dixon-American Mfg' & Sales Corp., Los Angeles.
Orie W. Hamilton-Lumbeimans Service Bureau, San Diego.
fin Clynick-Millwork Survey Service, Los Angeles.
-E. R. llaule.. Millwork Survey Service, Los Angeles. ;
B. Fennimore-Sudden Lbr. Co., San Francisco.
A. Downing-Sudderi Lbr. Co., San Francisco.
M. J. Doyl*Atty. M. I. of S. F., San Francisco.
Lester Pierce-Pac. Mfg. Co., Santa Clara.
C. C. Gariahl--Ganahl Lbr. C9,., Los Angeles.
Floyd Dernier-Lumbermen'g Service Association, Los Angeles.
Mark Lillard, Los Angeles.
Jack Dignne-Thq C4-if.ornia Lumter Merchant, Los Angeleq.
n-
krss s. E. HAMTLToN spENDs wEEK AT LAcuNAi
Miss S. E. Hamilton, Secretary of E. J. Stantpn & Son,' I-os Angeles, has returned to her desk aftbr a r,Veek's vaca-l
tion at Laguna Beach.
George Walker of G. H.'Walker, Inc., Los Angeles, been enjoying a month's vacation. Mr. Walker with family drove up as far as Vancouver, B. C. and visited mills along the route.
I has his' the
E. E. Phillips, Burlingame Lumber Co., Milbrae, accompanied by Mrs. Phillips, are motoring to Cody, Wyoming. They expect to be away about a month.
WHOITSALE LUMBER
Polcl-Pilcr{rcorotcd Metcriel
Ccntrrl Buildbc
TRinirv 6392
By young man experienced as yard clerk or tally man, forehin, receiving and shipping, also general office, both wholesale and retiil-not afraid-of hard work. Referenecs. Address Box C-211, care California Lumber Merchant.
Partner with $15,000 to $20,00f-Lumber yard-good location, San Joaquin Valley. Address Box C-209, care of "California Lumber Merchant."
Elecaic Hand Saw
I
The saw you take to the lumber in*ead of the lumber to the saw.
Buih in sizes for atl classes of work where a Port' able hand saw c.n be used.
Operates from" otdlnary light'socket. V"ight 10 to 26 lbe.
Th6'f0Jbr sa* id"d for cutting veoeer.
Why n<x inv-stigate the many plCccs you cen use a SKILSAW in your business?
Syntr.on mototless electric halnmers for con' crete dtilling and ehipping. For erecting rnachin. ery. and remodeli.g iobs.
Elebtdc Drills :'
Tools Sold Rented.
3O8 East Third Saeet Mutual 7508
Ffoodng and ltlrylc Flooring
11Og Fht Nadond BrDli Bqlditrl
Tclcphooc Dowler 9117
When fies are persistent and mosquitoes on the war' path Hipolito Screen Doors and Window Screens are their own best salesmen! Screens bought 3$';e-6h1gseven six years ago, are giving faultless service! Count' less bangs and slams summer and winter-yet still they're in good shape.
Let these screens do your selling.
Hipolito Screens speak for themselves-stand right up and say to potential buyers, "Here f am, built of Cali' fornia sugar pine, strong and sturdy-ready to give you better service than you've ever known before."
Reasons why-
Then show the reasons for such remarkable performance. Explain how the famous "corners of strength" are constructed-hardwood dowels set in waterproof glue. Tell about the durability of California sugar pine -how costs are cut by making stock size screens in quantities. Finally, the Hipolito guarantee, without "ifs," "ands" 91 ((!g1s"-that promises complete satisfaction to the ultimate user.
"Now - especially - your customers want Hipolito screens!"
