The California Lumber Merchant - August 1922

lf you want to be known as a Modern Merchandiser of ' Building Materials'Want those in your trade territory to come to you for complete Building Information'Want those who build hcmes to be satisfied, and their new homes reflect distinctiveness, convenience and be practical-

If you want to create and do business on a non-competitive basis, then we can be of real worthwhile service to you. Ours is a California enterprise; created, developed, and operated for you--to be adopted and applied to your business.

Our advertising copy in its various forms instills desires for homes and demands for Building Materials and plays an all important part in awakening immediate longings for a_

Our Photographic Plan Service is the most complete, practical and productive ever created for use of lumber merchants, and represents the best investment you can make. Several hundred California dealers already have applied our service. Ask them. Their continuous co-operation is our greatest recommendation.

The Key to the Paper

It Will Open the W"t to More Buling Power forYou

Do you want to know the best way to get the most value for your money, Mr. Dealer; --Do you want to know how to make your dollars work the hardest) How, in other words, to get the greatest.buying power out of your dollars?

The advertisers in The CALIFORNIA LUMBER MERCHANT offer reliable and dependable sources of supply. They believe in advertising as an investment. They invest their money to provide YOU with a key to better merchandisong. In buying from them you take no chances on the quality of the goods secured or the character of the service rendered.

Before placing your next order look over the advertisements in this paper.

Albion Lumber Co.---.--------

Arizona Gypsum Plaster Co..---.----.--

Brininstool Co., The.--.

Browning, H. A.-------.-

Coos Bay Lumber Co.---.--.---.-

Chamberlin, W. R. & Co..--..-.-

Dodge, E. J. Co.----

Fruit Growers Supply Co------.------

Glasby & Co.---.....

Golding, Fred, Lumber Co.--.-----

Hart-Wood Lumber Co.-.-.--------

Hendrickson Lumber Co.----------.-

Hipolito Screen & Sash Co.-----------.

Holmes-Eureka Lumber Co.--..-----

S. O. KRANTZ, Managing Edltor

A. M. THACKABERRY. Clrculation Mamger

A. C, MERRYMAN, Advcrttdng

CALIFOR).IIA LUMBERMERCHANT JackDionne,prblishw

Subrcriptlon Prlce, i2.00 per Yar' Single Coplee, 25 centa each' LOS NGELES, CAL., AUGUST L5, L922

HowLumber Looks

Lunber market conditionr in Californil, You might ray, are all a-tremble.

rtockr, or even to place what the millr in other timec might consider attractive orden.

raarkctr were'more rmcertain.

The two mort important of thorc factdrr-the weather and the railroad thikeloubtle* will refolve themrelvec into certaintier before the end of another few daye. .Ae a

There neyer wa3 a time when facton tha! make and break matter of fact, it began raining arormd last wc€k.

California buyerr are nrnning ttemrclver ragged up around the Northwect tryhg to get thcir orderc fillcd. There har been a regular procecion of California whole. ralers and lineyard buyerr up through the Willamette vdley and ar far ac Puget Sound and Britich Colurnbia, and the woid that they send back ir not at all promieing for a plentiful rupply. Pricer are rtiffening

about the rame mort reriour of What will be

Suppore the railroad rtriFe ir rettled t{mc a good roaking rain putr an end to the forert firer in Orcgon and Warhi the cffcct on tte Cdifornia lumber market ' lV"[, one will jurt about offret the , but continued rains probably would weeken the market. of the rtrike would hduce the Eartern trade to buy lumber it ir gorng to buy, and end of the forect would enable

nills now down to rtart up again.

Reporte from tAe fir producinc milb eho{ that thc North' wert ir cutting more lumber right now thaniit b relling, and bar been ever dnce the fint part of JuIy. ]With more millr nrnning thir rurplur production obviously lvould be accentueted, rnler, of coune, the Eartern trade ficked up.

And there ir good rGaaon to believe that t[e Eartern trade ir due to pick up. Southern Pine reportr{nd California buyerr murt reurember ttat while they pur$hare pralcticdly no Sout'hern Pine, they are directly affe"tep by conditionr in the Southern Pine market-there South$rn Pine reportr rhow the millr to be rclling clightly more rhfm they are cutting. Thic condition h'r prevailed for the fart few weeka; and ttir in rpite of the coal and railroa{ rtriker, which *riker afiect the Souttern Pine raler more {irectly trhan the 6r ratcs, ar Soutrhenr Pine ir clorer to the reaf of the trouble.

The one thing that thir wquld indicate ir that the Eart ir hungry for lurnber and ir willing to face thd adverre conditionr of two nasty rtrikec to get it.

But getting back to the Califomia narkbt-and that is what we are mort intererted in-the ritultion prerentr a rtrange paradox.

With the fir milb cutting more ttan they lre relling, it ir tte hardert thing in the world to get goodlaieortrnentr of

This situation appliea to rail ar well ar to cargo rhipmentr. And right here ir ar good a place ar any to iniect the infonnation that regardlesr of what developr, we are duc for a nk:e little, tight little, car rhortage thir fall. It dready is being felt in the South. When the fruit and grain begin to move out of Oregon and Warhington it will make ibelf fett in the Northwert.

Shinsler are riding along at the top of the tight market. They have advanced an average of about four bits a thousand, or squane, rince the fint of the month. Thir ir due ar much to forert 6rer and diminished log eupply as anything; but alro to the keen demand on the part of tbe public for rhingler.

Lath are tcarce and growing tcarcer, ryith a market--to match thir rituation.

The hardwood rupply ir no more plentiful thair it war two and four weekr ago. A car rhortage will make itrelf felt here, but there is no danger of a fa'rri-e in this channel, yet.

STR.II([: STILL UNSETTLED

Railroad strike conditions are growing more serious, hourly.

While NO IMMEDIATE settlement is in sight, the strike may end., through the federal government's action, within the next few d.ays. President Ilarding still hopes to bring the opposing elements together.

Service on the Santa Fe, with the exception of the San Diego line, is completely tiecl up.

The Southern Pacific is tied up north of Roseville, but is open south and east; the 'Western Pacific is dow:r, and the Union Pacific, 1es Angeles to Salt Lake City, is tied up. Rail shipments of lumber from Oregon are subjeet to strike delays.

Cargo Lumber Keeps Coming

Despite the lack of tonnage, cargo lumber is coming in_to I-.,os Angeles harbor as fast this month as in June and July' At the present rate August will be one of the best months of the year.

On the other hand, the second week of August was much lighter than the first week. If the second week's record is maintained through the last half of the month, August will fall below the preceding months.

For the first fourteen days aggregate receipts were 43,260,000 feet, of which 37,375,000 feet was fir and other woods from the Northwest, and 5,885,00Q.feet was redwood.

A few more vessels have been tiecl up at San Francisco and other convenient points along the coast so that lumber tonnage is not so plentiful as several months ago.

But the California demand continues' This is inclicatetl by the amount of builcling going ou. For the first 12 days of the month building permits in l-ios Angeles aggregated' nearly $3,500,000. August will be another good month.

San Francisco is shoving forward with its builtling activities. Permits for July aggregated $3,024,036 in value; in Oakland they were $1,900;?12. The same speed is being maintained there this month.

East Likes Redwood, Says Hammatt

R. F. Ilammatt, Secretary of the California Redwood Association, has just returned from a three months'tour of the consuming Cbnters of the East and MidcIIe 'West.

Mr. Hammatt went East for the purpose of introducing the new Redwood sales and advertising service to the lumber trade in that part of the couatry. He reports a most enthusiastic reception on the part of retailers, wholesalers and jobbers, and all other elements of the ind'ustry.

Among the proudest souvenirs that he brought back with him were some photographs of exclusive residence streets in Kansas City, Clevelanct ancl other Eastern cities, showing houses on both sides of the street, with Redwootl sitling. He says there neyer was a time when Redwood was in greater demand for all kinds of builcling purposes than the present.

Mr. Hammott also confeued. with the secretaries and other officials of various retailers' assoeiations in the East, and' met with numerous important groups of retailers. All of them, he says, 'were much interested. in the new serviee now being put out by the association. This service enables the Eastern retailers, architects and builders to get direct and hetpful in-formation from the Redwood producilg mills an4 tfoe-ir representatives in the East. It is one of the most effective Jales services ever devised by an Association

DAVIES ON YOEEuITE TBIP

Will Daviris, of Patton & Davies, retail yard operators, I-.los Angeles, has gone to Yosemite on a vacation trip.

Do You Know?

That there is more softwood Commercial Timber standing in California today than there was in Texas and Louisiana combined before theY ever cut anY; and they have been running a thousand mills in those states for a generation.

&r Kindly Expressions rr

"I think your paper ir a wonderful thing for the lurnber burheec of Cdifornia, atrd I want to do anything I can to help it rucceed." (Chas. R. McCorrrick, San Francirco.)

ttWe wirh to rcompliment you and bclieve you deretwe a great deal of prabe for having browht thir wonderful lumber advertidng medium to thir rtate. We only pray that you will receive enough advertiring patronage here to continue publirhing THE CALIFORNIA LUMBER MERCHANT." (Earl Schmidt, Sder Manager, The Schumacher WaIl Board Company, Loe Angeler.)

"In the wordr of the vulgar clar, I get a .kick' out of thir magazine." (Stanley W. Snith, E. M. Cox Lumber Co., Tulare, CaI.)

"One camnot read THE CALIFORNIA LUMBER MERCHANT without becoming enthured, and the bert part of it ir itr endeavor to rerwe rubrtantid mattcr in a breezy way, without hot air." --(Curtir WiIiarru, Lor Angeler.)

"I ann a little bit late about it, but I want to rtick out my right hand and wirh you the fullert rnoarure of the russelr you so richly merit." (L. S. Care, Manager, Weyerhaeurer Sder Company, Spokane, Warh.)

"Pleare%e advircd that we have received the fint and recond copier of THE CALIFORNIA LUMBER MERCHANT and conrider it the very bert we have evcr reen. May the good work go on and on." (E. K. Wilron, E K. Wilron Lumber Co., Dixon, CaI.)

t'If you can do the lumber induetry of the We* ar nuch good ar you have done the indurtry in the South, it will certainly be a grand thing for the lrrnber indudry at large.

I wirh you dl rodr of tuccelt." Frank Watkinr, Exchengc Sawmillr Co., tr(annr City, Mo.)

ANOTHER KINDLY CONTEMPORARY

"I want to congratulatc you upon the rylendid appearancc of THE CALIFORNIA LLTMBER MERCHANT. I arn rurc that any man who howr anything about the publirhing brui, ner and the lumber indutry ir alrcedy convinced tht thc new paper will go good right from tte rtert. you have my bert wbher" (W. E. Crorby, Editor Wert Coart Lumberman, Seattle, Warh.)

'I am thoroughly rold on THE CALIFORNIA LUMBER MERCHANT. lt ie live and btrczy end carricr a ,ptmcht that ir refrerhing." (H. B. Marir, Sen Francirco.)

THE CAUFORNLA LUMBER MERCHANT rurety ir rnrch appreciated.-lerornc C. Gripper, Lor Angcler.

I arn glad to cnclore my check for rubrcription to TIIE CAUFxORNIA LUMBER MERCIIANT. You havc my mort rincere wirhcr for your 3uccerr which already ir ar. rured.-A. O. Nelron, .Paradcna.

It certainly lookr likc a real livc lumber journd and wc want you to cnter our rubrcription to cornnence imrncdiately. If we can be of any hclp to you in thi. pert of California wc ark that you call upon ur.-Fricnd & Tcrry Lumber Co., Sacrancnto.

I drvap get a kick out of what Jack Dionnc bar to ray and the way he rayr it, and wouldntt mirl an irue of thc new magazine for anything.-L. C. Pcrry, Blocdel-Donovtn Lumbcr Millr, Scattle, Wuh.

They Called for More

"Last week we mailed you subecription to TIIE CAUFORNIA LUMBER MERCHANT for our general office. Today we are encloring check for $14.fi) covering rubrcription to our following yards: Chico, Roseville, Oakley, MorgEn HtlI, S.n Martin, lan Gatol and Mountain View.

''WE THINK YOUR MAGAANE A KNOCK.OUT AND WE WANT OUR MAN. AGERS TO HAVE IT.''

F. H, DUTTLE, Sterling Lumb.er C.o., San Franciro.

(lur Flooring Specialties

WEYERHAEUSER'S TRADE-MARKED FIR FTOORING

END.MATCHED HEMLOCK FLOORING

We are California State Sales Agents for Weyerhaeuser's famous brand of Trade-marked Fir Flooring. It is perfectly uniform in quality and in manufacture and is the most perfect Fir Flooring manufactured.

A sale of this brand of flooring always brings repeat orders. Try a car.

We are introducing to the lumber trade of California something new and wonderful in the flooring' line---Weyerhaeuser's BndMatched, Trade-Marked, Hemlock Flooring.

It is 1x3 stock, perfectly manufactured, perfectly matched, durable in service and attractive in appearance. It takes stain very wonderfully.

An order will convince you or we will send samples.

Chas. R. McGormick San Francisco & GO. Los Angeles

Shingles and Raisins

By JACK DIONNE

I have been having ronc little correlpondence recently with rome of my Red Cedar Shingle friendr in the Pacific Northwert becaure I recently deplored the lack of effort of thc producerr of that great comnodity to make people DESIRE thcir rhingler.

And one good frierad of mine wrote me, .nd arked: "Wbat can the rhingle men do?tt

I mote back and raid: "They can do what tte rairin rncn have done."

Tbe other day I picked up tte morning paper, and read trhcre the advertiring planr of The Srm Maid Rairin Crrowcrrt .dsociation for the year beginning Septembcr, 1922.

I rcad that "Last yea/r advertiring budget war glr475-, 000, while thir yea/r will be $2,520,0OO."

Lart year the reirin folkr added to their mer,chandiring planr the carnpaign to rell tbc .Ettle nickel packager of raicinr. Today it ir a known fact that that war one of the mort lucceuful mcrchandiriag rtuntr ever pulled. The whole world ir eating the little packager, and crying for more.

Lart year thir rairin arcociation rpent $1'475,OOO for advcrtiring thcir produd, & ar to make people DESIRE RAMINS. That'r what evcry dirne of it war rpent for.

Then what doee it mcan to every thinking burineer man whcn he leamt that they are vartly increaring their budget for TIIIS year.

SIMPLY THAT THEY MUST HAVE SECURED ENORMOUS RETURNS ON TIIEIR LAST YEAR'S IN. VESTMENT, DOESN'T IT?

Surelyt Thore rabin growen aren't going to rpend two and a hdf million dollan of their good money thir year jurt to hclp out the newrpapert and national magazinec.

Thcy ar,e going to rpcnd more THIS year, becaure they got thcir moncy back with big interc* LAST year.

Tbere you arc, Mr. Shingle Man. Thettt the anrwcr to your quertion. Wbencver you do for rhingler what the rairin growent anociation hac done for rairine, you rvitl bc gctting tbe rarnc rerultr-or better. If anything, rhingler would rerpond more directly to the "pqll" of cuch a tsampaiga, than rabin!.

Imtt it rtrange that you cantt make lumber people grarp !bi. biS idea? Yet in all the hirtory of lumber only one produchg epecicr har ever grouped together and made a REAL advertiring and merchandiring efiort.

Tbat war CYPRESS. And cyprees got juet ar magnificent rcdtr from their inverknent-greater ii anything-ar Sun Maid Rairinr have from thein. THEY paid ar high ar a doller a thourand to rnake folfc want t'heir product.

They changed tte entirc courle of tlrcir mat&et, rtrictly by advertiring; made it take entirely new and improved channelr. And today Cypreu occupier by dl oddc the mbrt enviable porition of any roftwood produced. Gete 3 better price, firctuater lear, and ir rnore highly rerpected even ttan ttc farnour old Michigan and Wirconrin pine.

I have gone to the Pacific Northwest several timec and talked there very factr to the ebingle men. And every man layl, "You're rightitt but they neyer get together to ACT. And they will never do anythi-g appreciable for their in' durtry until they do GET TOGETHER. It cannot be done individually.

Good rhingle friendr wrote me: t''We are doitg a grcet deal defending rhingle! wherever they are attacked." Sure. But it'r the fellow who b rtanding rtill who ir alwayr being

CREDIT

The man of family who erectr a ne'ce$aty buitding har proven hir judgment to hia anociater, hir banker, and hie town.

Brain sewice can be bought. Lip eervice can be hired. Phylical :erwice can be contracted for. But heart rerwice ic the kind you get when you pay in the goin of appreciation, kindners, and conrideration.

The crying necd of the retail lumber burinere ir SALESMEN, not yard manager!.

There IS a difference.

attaclied. You never hear of anyqre attacking any of theee folkr who are traveling eo fart that they are making tbe world rit up and take notice. The fellow who is charging with fixed bayonetr never ir attacked.

The man who ic eternally on the defenrive, ir the man who eternally har to defend Emrelf. lt war eo in the bc. ginning, and it will be thur at the end.

The fate of the Red Cedar Shingle inductry is in tbG handr of the rhingle men; har alwayr bcen, and will ahrayt be. The good thingc of thir world don't 'tust happct." You have to go get them.

There ir only one intelligent way on the face of thic earth for the producer of a commodity to secure a eatirfactory market for hir product-a dependable market-and that ir to make jurt ar rtrcnuour and definite and intelligent an effort to create and rurtein that market ar ttey makc to create and produce the product.

There hep ^bcctt one great curr€ on the whole lumber in-

If you will teach people how to USE YOUR LUMBER, you won't have to ask them to buy it.

dustry from its inception until now, and while there has been improvement in rome inrtances, rome rpecier, and rome territorier, that curee rtill remains: pitiful lack of proper merchandiring effort.

And tbat lack of merchandiring effort comet from a lalck of three fimdamental thingr : VISION-CO-OPERATIONCOURAGE.

Swgect to any group of lumbermen or rhingle men that ttey adopt and follow the program of there raisin men, and you rcare them abrolutely to death. The fact that it hac tifted the rairin indurtry from the Slough of Derpond to the heishtr of prorperity and that it keepr getting better all the time, won't help at all. They jurt can't apply there experiencer of other men to their own affairs.

"MY BUSINESS lli DIFFERENT," he crier in diemay.

The Road to Hader; the Slippery Slide to Bankruptcy; the pathway of the failure; all are marked with this slogan for guide postr: "MY BUSINESS IS DIFFERENT."

A few yearu ago the rairin busineu was in worlc fix than the rhingle burineer har ever been. And it IS what it is today, becaure the rairin men had the virion and the courage to ree the star of hope, and the co-operation to get together their tattered resourcer and "rhoot it all", ar the craprhooter aays.

WILL YOU INVESTIGATE MORE PROFITS?

Lumber dealera all over the Wert ere rraking more profilr through handling Hipolito StocL Sizc Scrcenr. Thcy 6t all rtandard rize window openingr.

Write ur for our epecial propoeition for lurnber dealerr-it's a winncr.

Yet today, as thirty years ago, ttre average Red Cedar Shingle man producer hir ahingles, preparet them for market, and then turne the iob of creating a market for the product over to Almishty God and the Lumber Dealer.

Jurt THIS, and it ir gorpel. Creating DEMAND is every bit ar ersential for the rhingle m€n, aE for the raisin ncn.

And Red Cedar Shinglec will come into their own whenever the rhingle men do what the raicin men have done and are doing.

And rmtil they do that, they will know there rame upr and dovmr-principally downt-that they have known for a generation.

Go{ didn't ray to the rairin men: ttYour prorperity will depend on your own effortr to lellr" and to the rhingle men: "You furnirh the rhingler and I'll furnirh the market." HE made one rule for all of us.

And HE har furnished abundant proof for many yearr that He never contracted to furnieh a surtained and prorperour ehingle market

The Southern Pacifie has reduced. the rates on bee-hive stock and other lumber specialties moving from California eastward. The Diamond Match Company and other pine producers in the northern part of the state are heavy shippers of bee-hives.

The Trade-Mark

ON YOUR

Hereafter we will trademark both ends of our timberg proving that we. are proud of them.

IF

Half hearted effort and whole hearted failure are twins.

trT'S REDWOOD YOU WANT, WE HAVE IT.

Lumbermen Aroused in Shingle Fight

Many quiet, but enthusiastic meetings of lumbermen through the last few weeks have served to arouse a statewide interest among all elements in the industry in the referendum on the housing bill to be voted on at the November election.

What the lumber folks who head the committee want to impress most forcefully upon eyery man who sells, or ever expeets to sell, lumber and shingles in the state of Californla ls:

UNIIESS THE HOUSING ACT IS DEFEATED, R,EDWOOD AND RED CEDAR SHINGIIES ARE IJEGISIIATED OUT OF BUSINES SO FAR AS THIS STATE IS CON. CERNED.

The measure is No. 5 on the ballot, and in order to defeat it, the lumbermen must vote ( ( NO ' ' and get all their families and all their friends to vote ,,NO.,'

Previous to the last legislature, the Commission of Immigration and Housing operated. under an act of 1g1?. Thi.; eommission included su.ch distinsuished Californians as

Archbishop Edward J. Ilanna, David Lubin of Sacramento and Paul Scharrenburg, the labor leader. The bill was written by Mark C. Cohn, formerly housing director for the commission, who is now traveling in Europe. At the last session of the legislature Senator I-,rester G. Burnett of San Francisco, introduced a new state housing act, which was passed and signed by Governor Stephens.

Shortly before this act was to become a law the lumbermen discovered the provisions regarding shingles, provisions which would not allow any citizen to use shingles for roofing within corporate limits of California.

Strangely enough, the significance of these provisions was overlooked while the new state housing act was before the legislature .and Governor Stephens. At the last moment, twelve days before the time allowed for filing a referendum petition, the lumbermen woke up, hurriedly circulated a referendum petition, secured 53,000 namcs; thus automatically holding up the state housing act and throwing the entire question into the November election for the determination of the electors of California.

SIZER CALLS ON SAN FR,ANCISCO TBADE ON WAY TO NORTII COAST

Among the recent visitors to San Francisco was R,. Sizer. Jr., of the R. Sizer Lumber Company, New york. He called on some of his friends in the lumber district, then proceeded to Portland. He will make a tour of the fir producing ter_ ritory before returning home.

Mr. Sizer says the Eastern demand for all kinds of West_ ern lumher is picking up. The movement throush the pan_ a,rfa eanal is growing every month and the totallolume for the present ealendar year will be enormous.

OR,ANGE COUNTY CLUB TO MEET AUGUST 23

The Orange County I:umbermen's Club will hold a big meeting at Santa Ana on Wednesday evening, August 2Bl David _'Woodhead, snark of the I_.los Angeles Hoo-Eoo dis_ trict; J*ek Dionne, publisher of THE CAI-,IFORNIA I_/UM_ BER, MERCHANT, and other speakers have been invited. C..F. Grim of Anaheim is president of the club, and H. A. Lake of Garden Grove, secretary.

MILLIONS OF FEET OF

SHORT REDWOOD

Dry and Ready to Ship

Mort of our shorts run 6 to 8 ft. long.

They will fill the bill for long lengths for a great many purpoles.

They are $30 to $35 a thourand cheaper than long Redwood. Save your trade money by relling them some.

No businessfe so large it cannot be over-advertised, and none so small it can-

More fires are caured by wooden HEADS t'han by wooden RooFS

Lumber Dealer Must Hit on All Four

By F. H. Beckmann

Expert engineers all agree that a motor truck engine should'have four cylinders. For heavy hauling and continuous work this type of motor seems to best fill all requirements.

Efficiency experts rvho are specialists in the retail lumber business also agree that a dealer must have four cylinders in good working order if he is to make the greatest success. The construction of this four c;'linder organization engine is simple, but it takes a real manager to keep the c;'linders from missing.

In order to '[uild this engine scientifically'it is necessary to name and define the cylinders. 'I'hey are :

1. Co-ooperation.

2. Contractors.

3. Courage.

4. Customers.

Let's analyze number one first and determine what is necessary to cause a perfect distribution of power from a regular explosion.

Co-operation. That is the first and most important part of the engine. To make this cylinder do its share continuously a lumber dealer must learn that he cannot possibly handle every phase of his busingss s]6ns-'r4'ithout the assistance of experts. It may be possible for him to employ efficient bookkeepers, truck drivers, yardmen, typists and Iaborers, but unless the business will justify it, it would be poor business to engage an advertising specialist, an architect, a service man and all the other assistants necessary to do everything as it should be done.

A lumber dealer should give the same attention and cooperation to his business that he gives to his health and personal affairs. If he has appendicitis he goes to a physician and surgeon, if his teeth need attention, a dentist is consulted, and if he finds it advisable to go to court, he obtains the services of a good. Iawyer. The average lumber dealer cannot afford to keep these specialists continually on his personal payroll.

Neither can the average dealer afford to employ an architect, a service man and an ad.vertising expert to work for him constantly. Therefore, if the first cylinder is to do its share, the dealer must accept the co-operation of an organization that will give him the necessary assistance at less expense and do the work better than it can be done in his orvn office.

Next, this business engine 'rvill not perform effectively unless the eontractors are correctly educated. No lumber dealer can obtain the greatest power and profit from this cylinder unless the contractors have also learned to co-operate and to sell without using price as the main consideration. If contractors insist upon cut prices and dictate their own terms, then this cylinder is missing. If the attitude of the contractors is in any lvay antagonistic, if the dealer is not giving contractors every possible assistance in helping them to get business, then this cylinder needs overhauling and repairing.

Courage.-. There's the seat of Real Power. The gas that goes into the combustion chamber of this cylind.er should contain Knowledge, Ability, Confidence, Determination and Gommon Sense. These combine to produce the greatest amount of Force. Without this cylinder or with it missing, the whole engine may as well be scrapped.

A modern dealer must have Courage to throw aside old ideas and customs; he must accept the proven methods of efficiency. He must have Courage to give real service; Courage to d.irect his contractors; and Courage to apply the principles of scientific salesmanship.

I-.last, but by no means of less importance, comes the ultimate consumer-his attitude toward you and your attit,ude to'ward him. Test the explosion in this chamber by answering the questions: Do you give him the best possible assistance with his building problems, or do you turn him over to a contractor? Does the prospective builder recognize you as an authority and an information bureau when it comes to building id.eas, suggestions, and constructions? Have you u'on the absolute confidence of the builcling public, or are they suspicious to the point of thinking that you are a profiteer and as a result, ask for competitive prices ?

If you cannot answer these questions to your own entire satisfaction, then your engine should be sent to the repair shop. Let the experts advise you regarding its operation just as your doctor gives you instructions concerning your health.

Last year over 19,000 business engineers were relegated to the scrap heap. They were not "Hitting on All Eour."

farmer reports that with 400 chickens he got 399 eggs daily. The other chicken must have kept the books.

Long-Bell's New Mills in Northwest t Will Cut 600,000,000 Feet Annually

J Construction work on the Long-Bell Lumber Company's Returning to Kansas City recently from the Northwest, new fir mills on the Columbia river near Kelso, 'Wash., wiII where he examined the progress of the development, R. A. begin at once, according to plans announced by R. A. Long, Long announced innediate construction plans for the new founder and chairman of the board of d.irectors of the company, upon his return to Kansas City from a trip to the Northwest. The ultimate capacity of the new plant, when completed, will be 600,000,000 feet a year.

The Long-Bell folks are the largest manufacturers of Southern Pine lumber, and one of the largest prod.ucers in the world. But they now are arranging a gradual transfer of their interests from the Southern states to the fir forests of the Northwest, where the company owns more than 70,000 acres of what is said to be the finest stand. of timber in the worId.

At the confluenee of the Columbia and the Cowlitz rivers, just opposite Kelso, the company has purchased. several thousand acres of land, on a part of which construction will presently begin of sawmills, docks, storage yards, railroad yards, dachine shops, hotels, retail business and amusement centers and all the incidental equipment and conveniences of the most modern logging communities.

project.

The plant will be located. fifty miles inland from the Pacific Ocean, about half way from Portland, Ore., to the ocean. Large ocean freighting vessels traverse the Columbia river from Portland to the Pacific, passing this location and will fincl loading at the docks of this company. Three trunk line railroads, the Great Northern, the Northern Paciffa and the Union Paciffc, wiII distribute Long-Bell lumber to the interior points of the United States. This means that the entire world will be a market for the product of the lumber company's new manufacturing center.

The two big mills, whieh will operate day and night, wiII be located on the Columbia river. Another mill located in the immediate vicinity wiII be built somewhat later. These mills will have an approximale annual capacity of 600,000,000 feet, or nearly 100,000,000 feet more than the company is produeing at present in its eleven big Southern Pine mills.

The first construction will be that of the two fir mills.

Airpla,no View of Long-Bell UiU gito or 0olumbia Bive

These mills will stand side by side with a twenty-five acre log pond. between them. This pond is to serve immediately these mills, while a larger pond of about 160 acres will serve as a storage pond..

"It vrill be more than a year before the mills are completed," Mr. I-,long said. "The development now at hand follows two years of exhaustive preparation in surveying and mapping the entire timber holdings and clearing several thousand acres of land, preparing for the mills. Probably what is the first relief map of timber holdings in the history of the lumber industry has been made and on such a scale to permit ofricials in the Kansas City ofrice to plan detailecl operations, such as location of railroads, outlying logging camps and mills."

The main office ancl general sales office will remain in the R. A. I-.rong.Building in Kansas City.

"We will not be through cutting in the Southern Pine district for years, and will be shipping fir in large quantities long before our timber is exhausted in the South," Mr. Long added.

"Branding our lumber, first inauguratecl by this company some three years ago, will be continued in the Northwest. Every piece of lumber that leaves our mills will bear the trade-mark of the company. "

Mr. I-:ong said 4,000 workmen would be needed when the mills were ready for cutting, and provision is being made to make home life there more attractive to families by providing suitable and attractive homes for their use.

The l-,ong-Bell Lumber Company was foundect in 1875 with one retail lumber yard.. Today it is a $30,000,000 corporation owning eleven pine mills and two hardwood' mills, ill locatecl in the South; also a large white pine mill and sash and d.oor factory at Weed, California, and 130 retail yards located. in Kansas, Oklahoma, Missouri and Texas.

S. M. Morris is general western manager for the company' with headquarters at present at Kelso, Wash.

Recently representatives of the Loyal Legion of 'Loggers and Lumbermen visitetl the Long-Bell properties in the Northwest, after which they issued a statement saying that the bunk houses and mess halls of the engineering crews were of the highest stand.ard, a policy that will be carried out in all of the operations of .this company.

A GREEN Salerman may not be a Top-Notcher but he will sell rnore goodr than a BLUE one.

AN "EVER PRESENT EELP" IN TI}IE OF TROUBTE

Last year and the year before when the merchants of America in every line of business found themselves forced' Iiquidate their goods, cut down their invoices, and keep up with the national retrenchment that was going on-a battle royal in which only the fittest came through without mortal injury-it was then that thousands of men found reason to thank God for trad.emarkecl, aclvertised, well-known goods' For it was the well-known, established, advertised, trademarked and dependable goods that the merchant found hirnself able to move with readiness, at a time when action meant salvation.

The unknewn, unad.vertised, nondescript goods stayed' on the shelves. The pubtic refused 'to gamble in times like those, when there were known quantities in sight.

RHYMES FOR, PLANS

If your customers object , To the fees of architect, And you fear they won't erect, House or barn on lines correct, Then you must be circumsPect, Make your sales talk indirect, So they really can't object And a flank attack affect. Thus you'll quickly recollect

Plan books treated with neglect, One of them you will seleet, Bring it out with cleep resPect, Let your customer insPect

All your plans and then dissect Each in turn, the bacl reject' tr'inally the best select, Ancl the estimate subject To your expert intellect

On the lot the house project, Then the price in full collect And you will your trad.e Proteet

If there waa a style show for places of busineta in YOUR town, what prize would YOUR place get?

Woodhead Store in Los Angeles Sells Homes and Service

tI

tOne of the most attractive downtown building stores in the whole country is that of The "Woodhead Lumber Company, in Los 4ngeles.

It has been in operation just a few months, but it has already demonstrated to Mr. Woodhead and his corps of.Iieutenants that the theory of the downtown store where the public may intelligently and pleasantly do its building shopping, is sound and. practical

The Woodhead I,lumber Company operates three excellent lumber yards in the City of Iros Angeles. Mr. David Woodhead, President and Manager of the concern, is an earnest and enthusiastic advocate of mod.ern building service for the public and FROM the retailer, and for several years he has been employing progressive methods of advertising and selling materials and buitding service.

Last spring he decided to take a great progressive step and correlate the selling departments of his business in a central way and place, giving the public the chance to come

into a modern place of business for building ideas, plans, illustrations, visualizations and materials.

So he opened a store builtling on Main street in Los Angeles, fnished and furnished it attractively, and began the giving of downtown buiicling service.

The Main street store is one of the most inviting and interesting places of business in downtown Los Angeles It is all done in California Redwood, and Southern Red Gum. The rear half of the store is occupied by the offices of the firm, including the private office of Mr. Woodhead.

The front half is the store. There are big, commodious tables there, big comfortable chairs to sit in, and plenty of HOME literature of a various character to read and look over. The visitor is met at the' door by one of two very clever contact men who inquire their wants and take charge of them.

The walls are a mass of lumber and building suggestions. There is no raw lumber there. Everything is finished or stained to show its finishetl use in the actual builcling. Samples in the shape of panels of all sorts'of floorings, finish, etc., are amanged around the walls.. There are home pictures and signs everywhere. There are miniature homes. There are plans and plan books. There are doors. There are many

DAVID WOODHEAD

the Attractlvc Vibw tbat Vlrltorr Get on Enterlog the ltroodhead Store.

Manufacturer Likes Advertising and Trade-marking--on Other Fellow's Goods

The average lumber manufacturer is a wonderful fellow. He gets up in the morning from a night's rest on an advertised and trade m,arked mattress. He lathers his face with an advertised, trademarked soap, and shaves it with an advertised, trademarked safety razor. He takes off his aclvertised and trademarked pajamas, puts on ad"vertised and trademarked underwear, socks, garters, shoes, shirt, tie, collar, and probably suit of clothes. He sits down and eats breakfast of advertised and trademarked coffee, fruit, cereal, arrd bacon. Gets up and puts on an advertised and trademarked hat, lights an advertised cigar with a bright band. for a trademark. (he wouldn't smoke it unless the trademark was there to tell him that was his favorite brand) and rides to his office in an advertised and trademarked automobile. IIe gets to his office, where he works through the morning

sorts of wood. samples. There are sample columns, sample built-in features, ete.

The entire atmosphere of the place is of the character to develop thoughts'of building. They make it their business to take the fear of building off the customer, by offering and furnishing him building service of every description. They sell building id.eas, building seivice, and building materials.

The popularity of the place is steadily developing as it becomes better known, and there is a steady stream of visitors there through all business hours.

The entire organization is very proud of their up-to-d.ate place of business, and doing their best to sell it in the right way to the public.

&" &wslness Manzas ESoEuew& Prayer

(Sent

in by a Dealer)

Teach me that sixty minutes make one hour, sixteen ounces one pound, and one hund.red cents one dollar. HeIp me to live so that I can lie down at night with a clear conscience, without a gun under my pillow, and unhaunted by the faces of those whom I have brought pain.

Grant that I may earn my meal ticket on the square, and that in earning it, I may be helping some brother to earn his.

Deafen me to the jingle of tainted money and the rustle of unholy skirts. Blind me to the faults of the other fellows, but reveal to me mine own.

Guide me so that each night when I look across the dinner at my wife, who has been a blessing to me, I shall have nothing to eoneeal.

And when come the smell of flowers, and. the tread of soft steps, and the erunching of wheels out in front. make the eeremony short and the epitaph read "HERE LIES A MAN.''

at an advertised and trademarked desk, uses an advertised and trademarked pen and ink, and signs his letters written on a,lvertised and trademarked stationery. In the afternoon ire goes to the Country Club where he picks out his pet advertised and trademarked golf ball. ff he couldn't get the particular ball with that particular trad.emark it would ruin his entire day. IIe knocks it around through the afternoon with a set of advertised and trademarked clubs carried in an adverfised and trademarked golf bag.

The next morning some business-creating expert calls on him and. suggests that he would like to discuss the matter of stamping his trademark on his product and advertising it. The mill man waves him away without a hearing. "There's nothing to that trademark stuff," he says, "AND ADVERTISING DON'T PAY.''

CBESMER MFG. CO. MAKINC IMPROVEMENTS

The Cresmer trfanufacturing Company at Riverside contemplates some important improvements and betterments to their yard. J. Wesley Shrimp, the hustling manager of the husiness, says they have enjoyed one of the best seasons in their history and that they must provide for the constant increase in activity in Riverside and surrounding territory.

Tees' Special Offering this time is STRAIGHT Cars of lxG 1x8

Are You Making the Machine Run In Your Town Mr. Dealer?

Given the very latest model Rolls-Rough Twin Eleven with full equipment, you can't get very far if your spark plugs are not plugging.

And it would cause you much glee if the owner of such a machine should bewail to you his hard luck in being unable to use his car.

"Ha,ha," you would. say to yourself, ttfor the lack of a little spark plug that man is losing all the benefits of that wonderful, smooth running, powerful, easy riding car.-. It is to laugh." AncI beholcl the mote in your brother's eye hides your own beam.

ff ever a man in this whole wide world had a better hachine right in his hand.s; if ever a man was given such a backing for his business prosperity; if ever a man was handed opportunity on a golden platter; he doesn't exist outslcle of the Retail Builcting Material Profession !

We harclly know whether to laugh or to weep when we think of that wonderful nachine being laicl up in the garage for want of a few spark plugs-and the initiative to put them in !

A maphine that is perfect in every detail; that is of the most solid construction; that has all the latest equipment; that is read.y fillecl with oil and gas; and above all, a machine so mad.e that instead. of deteriorating, it grows better year by year; that machine is at the disposal of every R. B. M. merchant who has the desire to use it.

That machine, brothers, is your own town.

It has just as many cylinders as you have businesses and people in your town; it has the oil of co-operation and the gas of improvement-desire in the tanks; its materials are friendship, love of beauty, comfort and convenience and the love of home; its model is civic betterment; its springs are mutual benefft; its "finish"-ls prosperity.

And here you leave it in your garage just because it needs a few new spark plugs!

Some of the cylinders may be hiiting; your real estate men an-d. your plumbers may be plugging for more building; but the rest are missing baclly; and your car won't get very far nor haul very big loads so handicapped.

Ilow about the furniture people? Are they cold? Do they take an ACTIVE interest in ereating a desire for new homes ? Are they in concert with the other cylinders ? Ilas a single one of them a single picture or photo in his store showing a IIOME ? Or do they all content themselves with just "selling furniture?" A new spark plug in the shape ol

a little aggressive missionary work might add the power of that cylinder to your business car.

I{ow about your Board of Trade; your other civic clubs; l,'our women's organizations? Eash of those cylinders shoultl be hitting snappily. The potential power is there, but the spark that starts the power is lacking.

I know of no other business that is so little competitive with other business as this one of ours. And. there is none othei that can call in so many others to profit mutually r{th it on every job it gets.

With the completion of each new home, practically every other business, trade and profession in the town profits. They are, in a manner of speaking, d.ependent upon that home briing built before they can properly do their own bit of trading.

Fundamentally, each and every one of them is selfishly interested in seeing new homes built to house new families to give each of them more prospective customers. Fundamentally-and literally-each one of them consti.

Advertiring never failed to Build Burinen if the thing advertircd was worth buying twice.

tutes a cylinder of your business machine-a cylinder of that car you must use to go out after the business and in which you will "bring home the bacon."

The more cylinders there are hitting on your ear, the faster and the further you will go and the larger load. you can carry.

Each of those cylinders is read.y for work; but in too nany cases the actuating influence-the realization of conditions -the futl knowledge of possible returns-is lacking; thc spark plug isn't plugging.

Just go over your machine and test the plugs. Your daily records, your acquaintanee with your orrn business will act as a good testing tool; it doesn't take very much mechanieal ability to know whether that plug is giving a good hot fat spark, or whether it is foulecl with neglect or indifrerence.

'Whatever the matter, either clean it, or put in a new one, and that cylinder will atld its power to the others.

Get them all in shape, put your finger on the siren horn of advertising, and STEP ON HER, !

She's a non-skid, oyer-powered, goldJinecl joy-boat w[en she's ih shape, and you'll ride straight to prosperity!

If you furnish a man an IDEA he will be glad to pay for it, but if you only furnish him raw material, he wants aII the competitive bids he can get.

One single treeOne solid train oftruelve carsSixteen-foot logsTotal log scale 371000 feet-

HIS noteworthy and interesting incident recendy occurred at our Standard, California, operation. It depicts our maximum size Sugar Pine from which we produce the world's finest in stock size and wide, thick, super-soft finish.

STAITD PAI.IY

indeed, is backed by an unrivalled stand oI California Sugar and White Pine, growing in that region of the Sierras made famous by the picks of the foity-niners and the romantic pen of Bret Harte. In short, it represents Nature's supreme achievement in mountain grown timber.

Lap siding, mouldings and finish of this splendid stock attra& customerc that STICK ! Try us on your next cdr dnd be convinced

By JACK DIONNE

A few days ago I picked up a magazine containing a colored photograph advertisement. The ad was that of an advertising firm.

The pictures were two in number-facing each other. I d.on't know when I've seen anything that so amazingly took me back a span of years, and brought to my mind in such clistinct and impressive contrast the difference between yesterday, and today.

The two pictures were those of a grocery store, twenty years ago, and now. I had almost forgotten how the little groceries used to look when I carried the basket shopping. IIad forgotten the open barrels and boxes of everything we bought.

Antl the sight of the modern grocery of today, with practically everything offered for sale put up in neat, attractive, clean containers of paper or metal, with the bright printing and pictures on the outside ! 'What a marvelous change has taken place, in the equipment and interior finish of the store; in the appearance and wearing apparel of the clerks; in the brightness and newness and cleanliness of everything.

And, when you stop to consider the matter, bringing into the mind pictures of TODAY the eye pictures of YESTFRDAY, every place of business on earth has changed in about the same way, regardless of what they handle or sell.

That is, NEARLY eYery one.

IIas YOURS, Mr. Lum,trer Dealer? IIas it kept step with the march of progress? Ilas there been as mueh of a change in the appearance and your place of business and your goods and your affairs generally, as there has in that grocery on the corner?

Many-yes, a very great many-who read this, ean stick out their chests and answer "Yes."

But, Oh ! What a erowd there is that cannot.

Don't think, Mr. Lumber Dealer, because YOU have kept up with the times, and because the dealers generally in YOUR territory are mostly alive ancl on the job, that the industry has been regenerated. For if you do, you've made an awful blunder.

There are thousands upon thousands of lumber yards in the United States that are not one iota more in ad-vance, either in appearance, equipment, operations, or methods today than they were twenty years ago. It seems a crime with this wond.erfully interesting business, that such could. be the case-yet it IS.

And even among those who are alive to the situation, and keen in their business vision, it is a constant job to keep up with the developing demand.s of the pubiic. Because the 'public is being taught by merchants in many other lines of business that they have a right to expect a great deal from the MERCHANTS in all lines in the way of service, and places of business, and helps for the public. And they extend these demand.s to the lumber merchants.

I wish I were able to reprod.uce the two pictures of the grocery that interested. me so, for I know that they would bring home a decided lesson to every thinking man.

Still, if you will stop to think for yourself the change that has taken place in t'vventy years in our homes, our streets, our stores, our transportation, our vehicles, our means of communieation, our entertainment, etc., in the last decade, and. then turn and look at our own business affairs, it may cause us to seriously ask ourselves the question-ARE WE KEEPING UP WITII THE TIMES?

When a man who had been in the penitentiary applied to Henry Ford for em-

he started to tell Mr. Ford his story. "Never mindr" said Mr. Ford, "I don't care about the past. START WHERE YOU STAND."

Wonderful Plant Operated by Western Hardwood Lumber Co. ''/

Since the Los Angeles territory is today the greatest high grad.e hard.wood consuming territory in America, a few per[inent facts about the m.anner in which this supply is distributed, should. be interesting to many.

A wonderful example of a mod.ern hard.wood. lumber plant is that of the 'Western Hardwood I-rumber Company, of I-ros A:rgeles. Mr. D. J. Cahill, president of the company, beIieves this yard to contain by far the largest stock of hardwoods on the Pacific Coast. It is a most impressive institution, covering five and-one half acres with yards, shed-s, offices, and other operations, as shown in the accompanying illustration.

The ofrice, to begin with, is a magnificent demonstration of the attractive usage of their own materials. The big workroom, tables, desks, cabinets, doors, window trim, panels, ete., are all in very beautiful, natural-stained quarter sawecl'oak. The floors of the entire office are of Michigan maple. A more beautiful work room would be hard to firrd anywhere.

There are four private offices, Iarge, roomy, and attractive, with desks, cabinets, doors, panels, etc., all done -in the same wood. The front private office is in Southern red gum. The second is Philippine mahogany. The next is walnut' The fourth is mahogany. Every office is a work of art'

Yet, while 'we may naturally incline toward that new and mighty cabinet wood of the South because it IS Southern,-to our- notion those other three wonderful offices cannot hold a cand.le to that beautiful room in Southern gum' And the officials themselves remark that it seems to hold longer than the others the eyes of those who caII to look them over.

In the mechanical part of the yard there are six big concrete and. brick dry [ibns, with big clrying platforms; and' a

mill for re-sawing, trimming, and re-working lumber, as well as a splendid veneer plant. The production of veneers is one of the big activities of this institution.

The stock of hardwood includes everything that is used commercially in California. There is a great stock of Southern white oak, ash, hickory, and poplar, for wagon and auto factories. A mighty stosk of Jap oak, from one to four inches thick, but mostly inch stuff. There are great cants as well as smaller items of Philippine mahogany. There are cants of Ilawaiian Koa, for slicing into veneers; a big stock of walnut, which comes from Ohio and Missouri. There is Port Orford cedar being sliced into thin strips for use in auto storage batteries, manufactured in Los Angeles. There is Aromatic Mountain cedar from Tennessee for lining slosets. There is the genuine old fashioned Central American mahogany for veneering. They carry a big stock of table leg stock, In ade of Southern oak, all 30 inches long, an^d itt size either 2x2,27/2x2r/2, or 3x3. There is a big stock of Southern red gum in all sizei for furniture and for interior trim'

They have a great stock of all sorts of hardwood flooring, of couise, in plain ancl quartered. oak, maple, birch and beecL They carry A/e, t/z and 13-t0 inch oak flooring, antl 13-16 inch maple.

They lave a big shecl for piling Yeeners to ilry, ancl it is a common sight [o see Southern oak, Jap oak, Jap birch, Southern bir;h, Philippine mahogany, mahogany,-walnut, and Port Orford cedai veneers, all drying at one time.

The entire plant and yard is interestilgly- and.ngatly arranged., pra6tical in every respect. This is strictly a wholesale institution.

D. J. Cahill is president and active manager. B. W. Byrne is secretary and iales manager. L' C. Spaulcling is treasurer. The institution is located' at 2074 East Fifteenth street.

General View oI Office, Buildings, Sheds, Shops and Storage Yards of Western Hardwood Lumber Co.

A HOME where there waE only a house. Two HOMES where there was but one home. An ideal worth striving for.

Standardization Plans Gain Progress

It appears that the lumber industry finally is to have some sort of a standardized grade for its product. The conferences recently held in Chicago and in Portland have done much to make this desired end possible. It will take a long time to work out a practical working plan, but the most hopeful element in the situation at present is the desire on the part of nearly eyery manufacturing region to standardize. A few years ago this was not so. Some wanted to standard.ize; some didn't want to; others were indifferent.

Now, with the impetus that Herbert Hoover has put behind the movement, and with the authority of his position as Secretary of Comrnerce to give the plan official status, the thing is going along in good shape.

It is the intention of Mr. Hoover not only to have the softwood lumber industry standardize on grades, but on sizes. This is a big job and. cannot be d.one in a day. Secetary Hoover says the lumber folks will do well if they accomplish it in a year.

While everyone that knows anything about lumber knows that it is not possible to prescribe certain specifie grades to apply alike to all species of softwood, but, it is pointed out, the purpose of the basic grading rules is to harmonize into equivalent grades, as nearly as possible, Iumber manufactured. in various regions from the same or different species of wood for use for the same general purposes.

Conmittees representing the various manufacturing associations are to continue the preliminary work, through the next few months, within their respective associations with the view of getting authority from their own members to proceed with the general nation-wide scheme. Meanwhile

the various retail associations will be invited to present their ideas. Later on representatives of the architects and engineers of the country v'ill be ealled into conference. Secretary Iloover has assigned William A. Durgin, an assistant in his department, to handle the work for the government and thus maintain an official status for the movement.

A NECESSARY BUILDING WILL I,AST A LIFETIME AND DURING ALL THAT PERIOD OFFERTi TO MANKIND AND HIS POSSESSIONS SOME OR ALL OF THE FUNDAMENTAL AT. TRIBUTES OF SHELTER, PROTECTtoN, INSURANCE, SAFETY, RELTABILITY, COMFORT, CONVENIENCE, SATISFACTION, HEALTH, LUXURY, AND FINAI\CI.AL BAI.ANCE.

TELL YOUR TRADE SO

We have ready for prompt rhipment from our Bay Point, Cal., plant, a considerable quantiy of

414 No. 1

Cedar Shop

We are large manufacturerr of Douglaa Fir and rhip in our ovm boatr to San Pedro dockr for Southerrr California rervice, at frequent and regular intervalr.

Belfour Bldg. San Francirco

Lumber Bg -Products, I{orth and Sou th

From Shasta's Lofty Summit to Coronado's Silver Strand

CALII'ORMA R. R. COMIYIISSION R,EDUCES RATES TO POINTS IN IMPERIAL VALLEY

Further reductions in rates have been granted by the California Railroad Commission on lumber moving from San Ped.ro and I-.los Angeles to points in the Imperial Valley.

In addition to the 10 per cent reduction granted JuIy 1, the rate to Niland is reduced. three cents, to Calexico two cents and to Cantu six cents.

JESSE F. and t. II. MS VISIT'CALIFORNIA

Jess tr'. Ives, manager of the Stimson Mill Company of Seattle, and his son, I-:awrence H. Ives, president of L. H. Ives & Co., wholesale lumber dealers of Seattle, have been spending the last few weeks in California. They shipped their automobile to San Francisco and began touring the state from there, but are going to drive all the way back. fn Los Angeles they visited with B. W. Masters, California manager for the Nettleton I.,umber Company of Seattle, and. Mrs. Masters, daughter of Jesse F. Ives.

HART-WOOD OFFICIALS TOUR NOR,THWEST

W. H. Wood of the San Francisco office of the Hart-Wood Irumber Company, accompanied by George H' Walker, representative of the company in I-,los Angeles, are on a tour of the Northwest. They went to Portland by train'and will cover the rest of the territory by automobile. They expect to be gone two or three weeks.

STATE'S REDWOOD PARK NEARLY COMPLETE

The state of California's red.wood park in Humboldt county now is nearly complete as all but two of the tracts required for the purpose have been bought' D' M. Pratt, stale forester, says that $40,000 remains in the fund of $300,000 appropriatett by the last legislature and that this will be sufficient to acquire the remaining parcels.

WEED LUMBER COMPANY RUNS OVER'TIME

On account of the heavy accumulation of orders, the plant of the 'Weed Lumber Company at Weed began working overtime on August 1. The mill now is running 12 hours a day. The company has a particularly strong demand for sash and doors as well as for box material and the ordinary run of mill products. The white pine doors and other products of the Weed plant are distributed by the Long-Bell Lumber Company, as the Weed Lumber Company is a unit in the Long-Bell organization.

SECOND BENSON LOG R,AFT LEAVES COLUMBIA RIVEB FOR SAN DIEGO

The second of the Benson Lumber Company's big log rafts left the Columbia river on August 2 for San Diego and is due at the latter port within the next few days. It carries an aggregate of nearly 6,000,000 feet of lumber, shingles, Iath and poles.

The first Benson raft arrived at San Diego the latter part of July and. seemed. none the worse for its experience in breaking loose from the tug off the Mendocino coast on its way south. It contained 5,000,000 of fir logs besides its deckload of shingles and lath.

The third raft now is being assembled on the Columbia river and will start south late this month.

A MORAL

OAKLAND BIIII,DING ACTIVITIES CONTINUE

Builcling activities in Oakland continue unabated. Permits for the month of July aggregated 721 in number, with a value of $1,900,712. The first six months of this year were ile best six months that the Oakland building material folks have enjoyed for several years.

I'R,ESNO ENJOYING GOOD BUILDING YEAR,

Fresno is experiencing a steady builcling campaign this summer, with the result that the year will be oue of the best ever in that city. Permits for the month of July aggregated $315,950, bringing thq total for the first seven months of the year up to $4,881,444. JuIy and August usually are comparatively quiet in building Iines as many workingmen and their families go camping in the hills. It is expected that the customary activity will set in again late in August and that the calend.ar year will end. up with a hand.some total.

We ofier one of the best manufactured Lath in the p6ftstBright, fult width and thiclmess-up to grade-and made from rtrictly old growth yellow Fir.

ttHow do you find business?tt asks the pessimist.

"By getting out and hustling for it," replies the optimist.

Let merchants compete with each other in Siving Eervice, and the price-cutter will soon be left so far behind that he will immediately become an unhnown quantity.

Yard, Mill, Office ond Road

What Live California Lumbermen are Doing

EARDWOOD FLOORING SPECIALIST REPORTS TEAT BUSINESS IS EXCELLENT

Frank F. Autin, head of the National Hardwood Company, of Los Angeles, says the hardwood flooring business at the present time is all that could be expected. In spite of the faet that this is vaeation time and therefore generally shows a seasonal slackening, the demand for hardwood flooring is mighty steady.

The National Hardwood Flooring Company is strietly a flooring firm, handling nothing else, and giving their best attention to the flooring game. They have a big stock in their Los Angeles yard from which they can make prompt delivery of all grades and dimensions of oak, maple, birch, pud beech flooring.

wmrE succunDs cULNAN AT RrvERsrDE

- I Alvin D. White has been appointed rlanager of the Charles

n. McCormick yard at Riverside to succeed Edgar B. Culnan, promroted to the 1ss Angeles ofrice.

WOODS VISITS POBT OR ORD CEDAB TN'ADE

WilI 'Woocls, assistant sales manager of the Coos Bay Irumber Company at San Francisco, is on an Eastern trip. IIe i9 making a particular study of the market for Port Orford cedar, -as the Coos Bay folks are specialists in that wood, shipping large quantities of it to California as well as to the Eastern markets. Mr. Woods traveled. via Chicago on the eastbouncl trip and will go as far as New York, Returning he will come bver the northern route, visiting -in Seattle ant' Portland before getting back to the San Francisco office.

LI'MBER COBPORATIONS ISSUE BONDS

Two important Iumber eorporations recently have placed bond issues on the market for the purpose of prosecuting d.evelopment of timber holdings in the Northwest. The I-rong-Bell Lumber Company, offered $9,000,000 of first rTortgage 6 per ceqt bonds, and the Central Coal and Coke Company $4,500,000 of 6 per cent bonds. Long-Bell are preparing io operate near the Columbia river in the state of 'Washington, and the Central Coal and Coke on the Oregon side of the Columbia.

JAPANESE TIMBER}I/A,N HAS PATENT FOR, KILN DBYING CAIJTOBNIA WEITE OAr

- It is a well known fact that there is a large quantity of white oak standing in California, largely on the hills in the territory of Atascadero. It is a likewise well known fact that so far no means have been discovered for drying this timber successfully, when it is cut into lumber. It warps and twists into aII sorts of contortions when drying. If it could be dried successfully, much might be done with it, for the trees grow large, and while they are short bodied, the timber is white, and looks good.

There is a Japanese timberman in Los Angeles who has been studying the problem of drying this oak, and who has now secured a patent from the United States patent office

on what he claims to be a perfected. process for so doing. To prove his point he has sent to some of the hardwood yards samples of dry California oak luqber that looks ffne and straight, and is very good in color.

He kiln dries the wood, in a smoke kiln of his own devising, and he claims that he will soon be selling California oak in merchantable qualities and quantities.

IIis name is K. Fujimo, and he lives in l-.los Angeles.

REDWOOD PR,ESER,VATION TIIEME OF PLAY

I:overs of the Giant California red.wood.s and all who are interested in their preservation will have an opportunity to see a play based on this theme-at the Big Basin, Santa Cruz, August 18 and 19, and. in the Sequoia Giant forest at Visalia August 25, 26 and. 27. The story of the play is a romantic forest legend. woven about the majestic redwoods. The outdoor setting will make the presentation doubly realistic and is expected to teach a forceful lesson on the necessity of protecting the trees.

REDWOOD

It means much to the dealer to know that he can mahe his Redwood purchases from big, well equipped mills, capable of supplying his every Redwood need at all times.

We manufacture 115,000,0fi) feet of Redwood annually at our own mills. We are able and anxious to Eerye you.

YOU may not be able to reach all the building proEpects in your territory every week-but your NEWSPAPER CAN.

FORT BRAGG LOS ANGELES

A Clever Way to Ai& Collections

Selling is one thing, and collecting is another. Of coulse, goods are never really SOI:D until they are paid for; either with money, paper, or responsible credit.

But ideas for helping along slow collections-GOOD but slow-are always helpful. There is many a man wearing a sailor hat, you know, who doesn't own a yacht"

We know a retail lumber firm who employ a method for gently urging cash from the pockets of the slow mover iu a manner aII their own, that has proven unifornly successful.

They have their bookkeeper make a notation when they receive checks from customers, so that the ledger page of each customer shows the bank they do business with. They make it their business to know the banking place of each book customer, which is easily accomplished.

'When a customer falls behind and is overdue with his payrdents, and the "first aid" efforts to get the money fail, they get a blank check of the bank which the customer uses' fill it in with the amount of their account against him so

The Seruice Room

The modern lumber merchant'r eervice room rhould be built with three objecte in view:

COMFORT BEAUTY UTILITY

The object of comfort ahould be attained becaurb it ir the firrt rtep toward mahing your curtomer feel at home. The chairr, tabler, and generally rectful atrnosphere of the room will give thir feeling.

Beauty ir neceoary because tbe curtomer wante to feel, without being told, that hir prorpective horne will have beaugr, and the dealer can attain thic,ob' ject by making the fmirh of this room of ruch char' acter that the curtomer will appreciate and admire them, and perhapr gralp an idea from them.

The woodwork chould be the refection of the aetual rtoick you carry and the fmirher that you would ruggert. The windowrr trimr doorr, paneling, wallc, every detail rhould give a ruggertion and a promire.

The utility of the retwice room is in ite picturer and ruggeetione of homer, and the acsompanying plant and building idear.

Then, if the dealer can back up the comfort, and beauty, and utility with actual detailr and factr and figurer, and dling thoughtr, t'he next nece$ary equipment of tte room rhould beORDER BI.ANIG.

that all he has to do is sign his name to it to eomplete the transaction, and they mail him that check ready for signature, with the following letter 2

"Dear Sir: Please fintl attachecl a check properly filled out for the antount due us, drawn on your bank' We are also enclosing a stamped envelope for your convenience. If you will kintlly put the 'ffnishing touch' on the check, pin the same to this letter, and slip it into the enclosed envelope, it will reach us by return mail. This will make our credit man at the general ofrice smile, antl will keep us both in good standing with him. Yours Very Truly."

They use this on accounts that are 60 to 90 days old, and find that with small accounts particularly it is tlecidectly effective.

THE OPEN FORI]M

Our readers are invited to use this department for the free discussion of such subiects as may interest them. Questions may be asked and answered, suggestions made and discussed, etc.

WEY DOES BUYER, OF CARGO LUMBER, NOT PAY FR,EIGHTS MOBE PROMPTLY? SEIPPER ASKS

TIIE CAIJIFOR,NIA IIUIIIBER MER,CHANT.

G'entlenmn: Some of the readers of your ,,Open Forum', may be interested in the discussion now going on among the cargo shippers of lumber in California ports as regards the proposal to make the terms provide that vessel freight shall be paid cash within ten d.ays from date of delivery at ships tackle at San Francisco Bay, San Pedro or other California ports. It is frequently the case that the buyer takes the usual 60 days permitted for payment of invoices and this includes the vessel freight which the mill or wholesaler has to pay cash, promptly upon discharge of the lumber. Where , the dealer is slow about payment the seller sometimes has to wait nearly ninety days for his vessel freight to be paid him. This custom is an unjust discrimination against the cargo shipper because on all rail shipments the freight must be paid cash upon anival of the car. Not even the ten-day period is allowed as proposed in the new cargo terms.

It would seem no more than fair to the cargo seller that he should. be reimbursed for his cash outlay of freight money at least within 10 days of discharging his vessel, even though the lumber part of the invoices is not paid for the customory 60 clays. To follow the present antiquated custom which exists only in Califorgrna makes a banker out of the seller of lumber. Does it not seem an imposition for him to be obliged to dig up this freight money to the vessel o'wner prorrptly after discharge of cargo and then be compelled to wait two or three months in some instances for repayment from, the buyei of the lumber? Probably no other industry in the country would continue such a ridiculous practice. It is a holdover from the days of '49.

CAR,GO SHIPPER,.

(We will be glad to learn what others have to say on this subject. Does any one have any opposite views? Eclitor.)

TIIIS WEOLESALER, COMPLAINS TIIAT R,ETAILERS ABUSE DISCOUNT PRIVILEGE

THE CAIJIFORNIA IJUMBER MERCHANT.

Gentlemen:-Your Open Forum column might well say something about the abuse of the diseount privilege. In a few sections of the state, notably the San Joaquin Valley, some dealers try to take thirty to forty-ffve $ays fiom date of invoice before discounting their bills. When the mill or wholesaler refuses he is arbitrarily told that other sellers agree to these terms and that they can take his trade on this basis or leave it. The regular West Coast terms are two per cent cash discount if paid within fffteen days from date of invoice, which is the date of shipment from the mill. These terms are just as much a part of the price as is the price itself. No reputable dealer would think of changing the priee on an invoice to suit his own sweet will, but there arg too many retailers who accomplish the same thing by seeking to mhke their own discount terms after the shipment has been made.

Some dealers change the date of invoice to the date of arrival of car and then attempt to take the d.iscount on the

10th of the month following. For instance, a car shipped from the mill June 20th arrives at Fresno July lst ana tne dealer deducts two per cent cash discount on August 10th and the check is sometimes not reeeived for two or three days later by the seller. It is possible to admire the nerve of a_ train robb-er, but no one has any use for a pickpocket.

There are a few Sau Franciseo retail lumbermen who also attempt to make their own terms of payment by discounting on the 10th of each month all bills dated in the precedinf month. This is a one-sided game, because in the cargo trade ;l e terms are two per cent for cash in 10 days from=date of de-live_ry. _The buyer is therefore ahead of ihe game on all bills datecl in the preceding month and frequenlly gets his two per cent for so-called cash, although the invoice is sometimes forty days old when the biII is discounted.

It would seem that so long as the buyer does not have to exercise his discount privilege within the usual time but can take his 60 days net, he ought to either quit discounting altogether or exercise the discount privilege within the stated term. This question is a sore spot with many mills and wholesalers who feel that certain buyers are ,,rubbing it io.'l One progressive retailer who owns several yards, says he d.oes not like to be botheretl with payment of his invoices every-few days. He therefore has adopted the poiicy of discounting on the 10th and 25th oL each month-for ill ship- ments billed and received prior to these dates

Yours truly,

SQUAR,E DEAIJ.

(The foregoing communication was submittecl by one of the best known and one of the most reputable whblesalers in California. If any other lumbermen, whether retailers. wholesalers or manufacturers, have any views on this sub- ject, we will be glad to receive them and print them in these columns.-Editor.)

Our First Ad Check

We gave due notice conceming our first subscription check.

Our first check for advertising desen'er mention, for it ir by advertising that we eat.

It came on August 2nd, from THE M. R. SMITH LUMBER & SHINGLE CO., Los Angeles office, covering July advertising.

More history is made.

Robert H. Brooks, of Little Rock, Ark., a nationally known advertising man (he handles the publicity for the Standard Lrumber Co. of California), writes us commenting on an editorial in the first issue on useless correspondence.

We%offi Sozz&eous ORBGON PINE PANBLS

He says that article reminds him of the bright and promising young man who had hired out as a salesman, and was starting on the road for his first trip. Before he left the office the "big boss" said: "When you get to your first town, wire us a report. "

The next morning the wire came: "Arrived on time, feeling fine, " and that was all.

Whereupon the house wired. back: "Glad you are, Iove and kisses."

THE TEXAS RANGER_THE MOST EFFICIENT OF MEN

Speaking of efficiency, we believe the Te4as Ranger ofrers the finest example of thorough and complete efficiency in his particular line of business, that we have any knowledge of.

Perhaps mbre glamour has been thrown about the Canadian Royal Mounted Police in song and story than about the Texas Ranger, and it is certain that the Canadian officer is an admirable figure. Yet it is no criticism of him to say that individually and on the average the Canadian Mounted officer is not to be compared to the Texas Ranger as an example of complete efficiency in his chosen profession.

To be a Texas Ranger a man must have an entirely clean record as an officer of the law, m.ust have demonstrated his entire fearlessness through a term of years in that capaeity, and must be a dead shot. He is always a quiet individual of \00/o cotrage and determination. That he means business, no man who confronts him in the discharge of his duty, ever doubts.

Yet the psychology of the mental attitude of the law breaker toward the Ranger is such that very, very seldom does the Ranger have to demonstrate his shooting pro'wess. Ife never threatens, never gives an order but once, and. he enforces that order instantly and absolutely. He doesn't have to kill men often for the simple reason that it is an absolute certainty thpt he WIIrL kill them if necessary, and the most hardened desperado seldom courts certain destruction.

When on duty they generally travel in pairs, a short distance apart. A desperate man MIGIIT get one of them, but the act would be absolute suicide. Think what the other would be doing to IIIM.

The best of all the ranger stories ever told, is a true one on the late Captain Bill McDonald of the Texas Rangers. There was a race riot, and the Governor was wired for Rangers. A lone ranger stepped off the train in response to the wires.

" Good l-.,ord, " exclaimed one of the eom,mittee that met him, "did they only send ONE trianger?"

"IMhy," asled Captain Bil] in mild surprise, "are there more than one riot?"

Let Us Tell T

Twice each month we business news, philosophy bermen of California.

On every page there ar and practical interest to eve Isn't this then an ideal business story they want to Let us carry your busi -

Rates on reguest. Expert

mAboutYou

e sending our message of enthusiasffi, to all the lumatters of direct, immediate lifornia lumberman. dium for those who have a d to these lumber folks? messa$e.

isins ossistance and counsel.

Mr. Dealer:-

Here is.a 3-column newspaper advertisement that maLes a building appeal from a most practical and pgtent viewpoinl-investment. Use it aa you eee 6t.

THE GRANDEST INVESTMENT ON EARTH A NECESSARY BUILDING

A needed building is the finest possible investment for YOUR money. Its LIFE is far greater than that of the majority of things offered you. Its'depreciation as far lighter.

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

It establishes the quality of your citizenship

A needed building offers you SHELTER, PROTECTION, CREDIT, INSURANCE, SAFETY, COMFORT, CONVENIENCE, SATISFACTION and HEALTH.

DOES ANY OTHER MERCHANT OFFER AS MUCH?

The APPEARANCE of the tou'n he lives in, should be a matter of vital importance to the lumber-paint d.ealer. If the place is " run down at the heels " he must accept a large share of the blame. If it is spiek and span, he will receive a large share of the credit.

fn either case, the responsibility is his, if he has adopted his town in a building way. For it is the cluty of the retail lumber dealer to put his town on the map as a good. place to live in, where the buildings are attractive, in good repair, and pleasing to the eye. It is a duty he owes to his community, his profession, and himself.

And if his town is to present a pleasing appearance to the eye, it means that the building must not only be attractively constructed and in good repair, but they must be well PAINTED. All the work the builder can do is entirely lost,

PASADENA'S REDWOOD MUST BE MOVED

The. only redwood tree in Southern California has to be moved to make way for progress. It is in Pasadena and stands on the site of the proposed Central fire station. It i3 a beautiful specimen and rather than cut it down the city will give it to anyone who will move it.

unless the PAINTING thinking of the town is competently handled. No doubt about that, is there?

Shabby or poorly painted buildings are an eye-sore regard.Iess of the quality of the material and the construction. Therefore it appears that the retail lumber dealer is just as much interested in the PAINT business as he is in the BUIITDING business, since they are so dependent upon one another.

And THIS is the special urge that has-within the past five years-induced thousands upon thousands of lumber dealers in the United States to become naint dealers. And

Paint Supply For Lumber Dealers

because of the good that they found in selling these two inter-tlependent building materials TOGETHER, they have become enthusiastic paint MERCHANTS.

The man who sells both lumber and lumber service, paint and paint service, doesn't have to worry for fear his naterials won't be RIGHT in their f.nished state. In addition to selling the man the right plan, the right material, etc., if he can furnish him also the right PAINT, and know that it is properly applied, he will have done a double stroke of business, and will also have the satisfaction of knowing that his client has been doubly served.

Thousands of lumber dealers in the United States are enthusiastic local advocates of the Clean-up, Repair-Up, and Paint-Up Idea.

There is located. in St. Louis, Mo., the National Clean Up and Paint Up Campaign Bureau. It is located in the Pontiac Building, and Allen W. Clark is the National Chairman. The business of this national bureau is to furnish paint dealers with materials, assistance, ad.vice, and instructions in handing local Clean Up and Paint Up campaigns.

Now, Paint Up campaigns make business for the lumber dealer in a variety of ways, particularly if that lumber dealer is also a paint dealer. Few people paint a place that is not in good repair. There paint up and fix up go hand in hand, and always will. When you help organize and conduet a paint up campaign you naturally create a repair up demand, which makes a demand for lumber. If you are selling both the lumber and the paint, and also furnishing the IDEA, you are creating business for yourself, and doing your town and your trade a good turn.

The Clean Up and Paint Up Campaign Bureau in St. Louis will gladly furnish any interested person literature, advertising and publicity matter, ete., and directions for starting and conducting campaigns. That is their business. Write them.

LUMBER YARDS anticipating the sale of PAINT, not as a sideline, but as a leading building material, should first consider a line of paint that is made BY the contracting painter and contracting builder, and FOR the contracting painter and builder.

Our materialr are made for the contractor who knowr what materials will do to assirt in so painting the lumber ar to improve itc acceptability.

WE HAVE A PAINT PROPOSTTION FOR LUMBER 9o8 S. Main St. YARDS. Witl be pleared to eubmit it on requert. LOS .A,NGEI F'S

Strikes and Fires Affect Lumber

"Washington, August 10.-The interference of industrial disturbances with normal business activities is reflected in reports from all the softwood lumber manufacturing regions. The extraordinary extent and persistence of the forest fires in the northern Rocky Mountain and Pacific Coast region are a,lso affecting production to some extent as logging and lumtrering operations are suspended in some instances in order to reduce or eombat fire dangers.

The effect of the restriction of transportation is believed to be reflected in the fact that with 375 mills reporting, as against 374 for the preceding week, shipments fell from 216,209,867 feet to 203,038,076 and orders from 209,945,446 to 208,001,592. Production declined fuom 227,276,859 to 223,531,076 feet, most of the reduction being in the fire zones.

Southern Pine Association------------

TotaI --.--.---

Week (127 mills).

West Coast Lum,bermen's Association-----.-.-.-------..

Total ----.--.-

Week (124 mills).

'Western Pnie Manufacturers' Association

Total Week (43 mills)*

California White and. Sugar Pine Manufacturers---.--

TotaI ..-.-----

Week (4 mills)-.-..

California Redwoood Association

Total -------..

Week (9 mills)--------..

North Carolina Pine Association-----.-----.

Total ....----.

.Week (41 mills)..

Northern Hemlock and Hardwood--..--.-.------

Total .--...---

Week Northern TotaI

(18 mills)... Pine Manufacturers' Association

At the same time the year's general advance over 1921 is being well maintained. in view of the temporary adverse eond.itions; the increases being 55,254,697 feet in production over the corresponding week of last year; 29,2501622 in shipments, and 58,099,442 in ord.ers.

For the first thirty weeks of the year ending July 29, the production of lumber by the same eight regional association was 6,128,188,671 feet; shipments, 6,202,030,462; ord.ers, 6,568,790,186; the increases being respeetively 1,667,390,049, 1,715,709,798 and 2,020,046,986 feet, over the first thirty weeks of 1921.

The following table gives the softwood lumber movement by regions and in totals for the week, and for the first thirty weeks of the year, ending July 29:

Some week, 1921----.. -

An Eloquent Diaqy

The Good Old Personal Equation

There are many thinga which the building merchant rhould and doec do in the line of attrA,cting loose dollars into building channels; things ttrat work wonderfully in concert when properly co-ordinated.

But there is one thing that nothing can take the place of in the buriness of "creating businessr" and that is PERSONAL SOLICITATION. Your advertigins is good, your mail effortg are fine, and the good thingr which one neighbor says to another about you are wonderful boosts for your business.

But good old peraonal solicitation, that wonderful thing ttat we call "the personal equation" ir the greatest single and individual drag for dollars, when, it comes to the show-down. "When man meetr man" has got all other selling situations beat a mile.

The wise merchant ie the man who uses the personal equation just ar much as ir phyeically porsible, and plans hir affairs to permit himself that liberty to the fullect degree.

The personal meeting is the finest "tie-up" between your publicity and your selling efforts of all kinds, and the actual order itself.

The man who was not even luke-warm to the idea you wrote him about, decidee in your favor mighty quickly when your peraond interest ic denronstrated by a friendly call, and a perronal explanation of the excellence of the proposition offered.

Call on evety prospective purchaser of building material in your entire community just ar often ar you possibly can. Take rome building IDEA:i and SUGGESTIONS with you always. Put the "punch" behind what you do and ray.

"Busineas ir good; we MAKE it goodrtt meanr perronal solicitation.

If you are intent on making 1922 list among the successful yeara of your businest career, put "PERSON.AL SOLICITATION" firrt among the thinge that you murt do.

There are many people in your eelling territory who need new buildings, tAat won't come to you with their wantc.

There are few people in your relling territory who haven't need of some repairing material at this season; but few of them will.come after them unsolicited.

And the more people to whom you offer. your goodr, and the more wayt you show them of uting your goods, the more goodr you will sell.

There is abcolutely no doubt about it.

Wotch For Our Paul

We haue the capacitg, stock, willingness and abilitg to serue lou

Rondom ltems-Mill Run

KEITII TO START LOGGING IN OREGON

The Central Coal and Coke Company of Kansas City, of which Charles S. Keith is president, will soon begin active logging operations on the property acquired a year or so ago from the Oregon-Amprican Lumber Company in northwestern Oregon, tributary to the Columbia river. Mr. Keith announces that the company will start to log and sell its Iogs even before its starts to manufacture lumber. A sawmill of large capacity wili be erected at Veronia, Oregon, but will not be ready for operations for more than a year. Meanwhile logs will be carried to the Columbia river over the Hill line railroad now serving the timber, and sold on the Columbia river market.

BUILDING AT R,ICIIMOND CONTINUES ACTIVE

Building operations in Richmond have been unremittingly active for more than a year and lumber dealers in that enterprising city have enjoyed their full share of attending prosperity. For the fiscal year ended. June 30 building permits aggregated $830,944, with a gradual increase from month to month. Several irnportant projects now are under way and contemplated so that the total permits for the present calendar year doubtless will reach the $1,000'000 mark.

SIIINGLE WORKERS ASK CONGRESS FOR TARIFF

Employes of shingle mills in Oregon and Washington have protested to members of Congress against the plan to place shingles on the free list. They point out that shingle mills in tfe United States, working eight hours ancl with white Iabor mrust compete with Canadian mills working ten hours and with Oriental labor. Unless the present program of Congress is changed, shingles wiII continue to come in free of duty.

SASE AND DOOR, MEN MEET AT LONG BEACII

Instead. of holding their regular noonday luncheon on August 1, the United Sash & Door Association of Southern California met at dinner at the Virginia Hotel in l-.iong Beach. The membership was well represented at the table. The principal speaker of the evening was Les Henry,, wellknown banker of Pasadena, who spoke on the certain future d.evelopment of Southern California and the attending possibilities of all branches of the lumber distributing business.

Our Hopee and Aims, and Final Deetiny are at' laet One. Soon Death, the kind old Nune, will come along and rock ue all to rleep, and we had better help one another while we Eiay3 we are dl going t'he same way-Let'r go hand in hand.Elbert Hubbard.

DOLBEER-CARSON PLANS TAKING SHAPE

Arrangements rapidly are being completed for the early erection of the new miII of the Dolbeer-Carson Ilumber Company at Eurela. The site wiII be near the plant of the present plant. The new mill will be complete and modern in every particular and when finished it will be one of the most efficient red.wood manufacturing institutions in the state. It will be driven by electricity entirely.

CORNELL WOOD BOAR,D CO.ISSUES BOOKLET TELLINC 165 WAYS TO USE THEIR, PR,ODUCT

Until seeing a copy of the attractive little booklet entitled "165 Uses for Cornell Wood Board" it would be almost impossible to imagine so many separate and distinct ways in which this popular building material could be employed.

But the book proves it convincingly. It not only tells the story but shows, by apt illustration, how it is dbne.

The booklet consists of sixteen pages and is intended for distribution through the retail dealers. It provides space for the imprint of the dealer's name and is in a form that permits mailing with a sample of Cornell Wood Board.

SAVE TIIE FORESTS

Lecturer (Ioudly) r "I venture there isn't a Iumberman in this room who has ever done anything to prevent the destruction of our vast forests."

Voice from audience: "I've shot woodpeckers."

COTTRELL MOULDING MItt AT EUREKA TO REOPEN

The MeDonald Lumber Company has acquired the business and property of the Cottrell moulding mill at Eureka and will engage in the nlanufacture of sash, doors, moulding and other millwork for distribution through the northern part of the state. The Cottrell mill was established in Eureka more than twenty years ago, but for the last two years has been idle. It is undergoing extensive improvements preparatory to reopening.

Superior Brand (|AK FI(|(IRI]{G

SUPERIOR in Quality-SUPERIOR iu Manu. fatcure-SUPEIOR in Saticfaction

Eecaure: Only carefully relected lumber of Fine Quality ir ured, inauring uniform texture and color.

Eecaure: It ie produced in the mort recently and modernly conrtructed Oak Flooring plant in the country.

B,eicaure: It ie manufactured on the famour Di.cc-Head milling machiner, abro. lutely eliminating knifc markr, and producing a Superior finieh.

Eecaure: Our 96 " and /2" Flooring L hOT RESAWN in manufacture, but rtoch ir cut to rize before riicking, thereby preventing "cupping" or t'bucltIing".

Manufaetured by Superior Oak Flooring Co,, Helena, ArL.

Salesmonship--

The Low of Mutualitg

Bv JACK DIONNE

-Every human selling effort must be based on the law of mutuality, if it is to succeed PERMANENTLY.

The effort that originates only in a desire to SELL SOMETHING, !9y9r eqded anywhere except in failure, because, at the best, it SELLS BUT ONCE.

The REAL selling effort begins with a desire to discover and uncover the other fellow's NEEDS; and ENDS with an intelligent and forceful attempt to SUPPLY THEM.

THAT is the selling effort and method that will climb the golden stairs to success, in the retail lumber business, or in any other line of business.

The other fellow is interested in what YOU have to sell, only insofar ag the fact interests or affects HIM.

Necessary BUILDING or BUILDING IMPROVEMENTS lend themselves to creative sale$manship to a very unusual degree for the reaaon that they appeal so practically and directly to the needs, desires, and yearnings of other people. They afford a splendid opportunity for the shillful salesman of building THINGS to interest the prospect from the proper angl*the buyer's viewpoint.

The best investment on earth IS A NECESSARY BUILDING. Its life is very great compared with the maiority <if things that are offered people every day in exchange for their money.

Its depreciation is very light, by that sarne comparison. Its ownership improves the CREDIT of the purchaser. .\

It affords hiH$rotection, satisfaction, comfort, luxury, etc.

So in offering to your trade BUILDING or BUILDING IMPROVEMENTS you can base your selling effort on MUTUALITY of benefit, and sell them conscientiously and cheerfully, conscious of doing god.

Two Floor Plans for this House

Thirattractive bungdow, with itr dtcrnate foor plan of either four or five roomr, with dl modeta conveniencelrGltt be ofrcred to your curtomerr for comparatively littlc rnoney.

Many in your trade ierritory ene jurt

waiting for rome one to acquaintttemwith the detailr of a plan ruch ar tbir. By rhowing thir ideal home with itr convenient room arrangementr you will be creating demandr for your materiab. Write to ur for the planr.

COME AND Poems of Contrast GONE

COME

The Building Material Merchant has come And he's making affairs in the old town hum' He's opened a store on the village square With a plate glass d.oor and filtered air, Ancl bins and shelves and store house fiIled 'With everything one might need to build A nest for two Or three or four, Or five or six, Or seven or more; And take it from me, he's a housing fan, This Building Material l\[erchant Man

To make a sale he doesn't try, His one big aim is to help you buy. You want a home and you want it good, And he has shingles and brick and wood, And he knows exactly what others have done To make a home for "the only one,"

Arrd he asks you

To take a look

At a plan or tv'o In a nifty book, And the only thing you'll have to say Is: "This is my choice and that I can pay."

You need not hire an architect To show the earpenters what to erect. Your B. M. M. has all the dope That you could. wish or need or hope. He has the plans, he has the stuff' And even the labor-and that's enoughFor he can say

He'II build your flat

tr'or what )'ou'll PaY'

And, surely, that Is better than dickering all around With the seller of lime and the leaser of ground.

The Building Material Merchant today

Is a wonderful man, and he's here to stay. He's a builder of homes and munieipal life, Ile's a smoother of troubles and fixer of strife, Antt with the constructive advice he is giving He makes the old town much more decent to live in.

Please recollect

That now you can

A home erect

With just one man'

And the work that he's doing wiII atlcl renown

To you and to ine and to all of our town.

GONE

The retail lumberman has gone; That man of good intent, Who used to deal in " Shingles, Lath, I-rime, Lumber and Cement."

No more we'll see his junky yarcl Down by the railroad track. IIe's one of those of rvhom men say : " IIe neYer can come back. "

He used to make it hard to buy (Thus making hard to build) The 2x4's and panelled doors With which his yard was fiIled.

We had to deal with twenty men And many a clique and faction; That method cost us beaucoup yen And gave dissatisfaction.

One had a plan and one a saw, And one a stoek of lumber, One laid the floor, one hung the door; But why detail the number ?

The retail lumberman has gone. He lacked co-ordination And failed to give the needed aid Towards housins of the nation.

SLOGANS

Here are some slogans, printed on lumber letterheads arriving at our editorial desk, that have caught our eye:

"W.E HURRY," Tate Lumber Co., Huntington Park, Cal.

..WE SPECTALIZtr" IN TAKING CAR,E OF OUR CAIJIFOR,NIA CUSTOMERS IN TIMES OF ABUNDANCE AS WEITIT AS TIMES OF SCARCITY," Holmes-Eureka Lumber Company, San Francisco.

'' MATERIAI-JS FORr BETTER, HOMES, " Diamond. Match Co., Chico, Cal.

"HEADQUARTERS FOR HOMES," Brey--Wright Lumber Co., Porterville, Cal.

BUIIJDING MATERIAL, 1\{ER,CHAN'I.S,'' MiNtON LUMber Co., Mountain View, Cal.

..I/UMBER, AND BUIITDING MATER,IAIJ MERCHANTS, " Bentley-Schoeneman Lumber Co., Glendale, Cal.

"THE HOME BUILDERS," Citizens Lumber Co., Richfield, Utah.

THE CALIFORNIA LUMBER MERCHANT is the only t{tit g with a real "kick" in it that the lumbermen of California can buy (IegqIIV) today.

Famous Kansas Lumber Dealer Tells How He Handles His Merchandising

From one end of the United States to the other. wherever the modern m,erchandising of building material is discussed, the fact is acknowledged without argument that no man has made a greater success of merchandising builtling materials in small country towns, than has D. J. (Jasper) X'air, owner and manager of the D. J. X'air l-rumber Company, of Sterling, I(ansas. Mr. Fair operates nine retail lumber yards in a eluster in that great Kansas territory. IIe has practiced the forceful sale of builcling materials for the past few years from every possible angle, and he knows from experience what does, and does not, pay in the way of special efrort to advertise and sell builcling materials in small town ilistricts.

$e is undoubtedly one of the livest, most active, and most forceful exponents of the higher art of retailing lumber in the entire country, and therefore the following terse statement of what his firm does to make people build, should be interesting to the amibitious lumber dealer. This statement is by Mr. Fair himself. A thoughtful reading of it cannot but inspire his fellow craftsmen, because he has proven that the things that he does, pay big.

By D. J. Fair

The Modern Building Merchant should be equipped with the following:

1st. A calendar that correctly represents the retail lum. ber business, and showing a particular building to be sold, and selling stunt to be performed for everSr month in the year.

2nd. A good memo book on building construction.

3rd. A good plan service, and the knowledge to apply it. lf you can't read blue-prints, etc., take a good course by mail in that line. I have had all my managers do that with great success.

4th. A strong advertising equipment.

5th. Take and read your trade papers.

6th. A plan service room, attractively furnished and finished and well equipped.

Fruit Growers Supply Company

7th. Get all the Dealers' Ilelps you can and make the best use. of them. Many you get will be no good whatever, but many of them you can use to good advanlage. Get fuli layout and. choose what suits your needs.

8th. A complete survey of. your trade territory. 'We have a card. index system. We have personally surveyed every house and every farm in our territory. On one side of the card is the name of the owner or renter of the prop- erty, and a full history of the property and its apparent builtting needs. On the other side is a statement of what we have d.one to supply those needs, kept continually up to date.

gth. Not less than three seasonable articles or ideas oftruilding to sell every month of the year, and on these keep your salesmBn at work. Watch your seasons, and provide these specialties to ofrer your trad.e. Make this a most distinct effort.

10th. A fielcl service department constantly and eternally at personal and direct solicitation. At my yards .foe keep salesmen in the field every day except Sunday, and they do the selling for our entire group of nine yards, which pre all located in three adjoining counties, and these men do all our outside solicitation, and make their reports directly to our sales manager at the general ofrice at Sterling. The ord.ers are placed with the inilividual yards from the general ofrice.

'We also keep demonstrators in the field much otthe time. For the past several months we have had two cleier young 'women in the ffeld. demonstrating paint. 'We move them from one yard to the other, advertise their coming, prepare for them in our plate-glass wind.ows, and. have them give wind.ow and. store demonstrations of what paint will cto. They have sold wonderful quantities of paint in this way to people who stop to'watch and come in to buy.

11th. Building and loan association of some character to ffnance the builcling of homes. Ifave some character of organization that clubs together the savings of the conmunity to loan each other.

12th. Have regular opening sales days, just like any other live merchant. We find them most valuable. 'We don't try to sell on those d.ays, but simply try to entertain our visitors, and interest them. in building service. We advertise our opening and sales d.ays, and. we always get a big crowd..

AII this means more organization, more expense, and. greater efrort of course. We have a kite show in our town as an ad.vertising stunt with the kids, and it was a huge suceess. 'We converted old lumber, old mouldings, etc., into kite framing, and gave prizes for a kite show, and. we found that the kids were all interested, and. the questions they asked forced us to get all the dope available on kite-making, and it was an edueation to us, and a great ad for our busi-' ness. We have likewise hatl bird-house campaigns that the children of the town were all enthused about.

You must educate yourself as you go along, and you must and will grow with your business. You mqst use more originality, more brains, to get more business. Select men

$-iving buildins SERVICE is lil(e making love to a widow: You can't possi- bly overdo it.

for salesmen strictly on aecount of their fitness, and you can then look to them for results.

'We employ one general man now who does nothing whatever but develop business for our string of yards. We secured. the best man we could f.nd, and turned. the businesscreation d.epartment over to him, and we hold him responsible for the development of new business. 'We appropriated a fund of money to finance his department, and we check the returns on that direct investment.

Make your survey cards (previously mentioned) strictly in the field and not in the office. Then we know they are correct and they save us endless trouble and expense. 'We look at the card and see what a man has, as well as what he needs. Then we don't try to advertise paint to a man whose place is well painted, nor try to sell a home to a man who doesn't need one, etc. 'We just go after the fellow who DOES need things.

We check and cross-check these eards to discover the seasonable needs of our territory, and we make our business attack in the proper season.

For instance, we have had a man for some time visiting every house in each town and looking over the screens to see what is needed. He makes a report on eaeh need, and. we write a letter to every owner whose ssreens need improvement or replaeing or ffxing, and make him a complete price on the job, and that without his solicitation. Our letter tells him.what he needs, and what we will charse to deliver the servrce.

'We builcl folks homes, and when we put up a home for newlyweds, we don't let them look into it until the floors and. woodwork are washed, the windows polished, and there is ham and eggs in the ice-box for the morning breakfast. That is what we called complete builcting service.

The need.s of a modern buildins merchant are orsanization and. salesmanship. We call oirr business-creatin! manager the Community Service Bureau.

We have had. wonderful success selling silos, and have quit the wood.en silo entirely, and build. only the monolithic type of silo. We have seen a ranchman turn from his cattle raising and go to raising cattle feed and storing it in silos, and. have seen him get rich just selling feed to the other fellow's cattle.

We designed a special type of wooden grain elevator several years ago and merchandised it, and. we have hundred.s of thed on the farms all over our territory. We cticl the same with grain bins.

You are in the best business in the world, Mr. Retail I-.iumberman. No other line of merchandising offers the same opportunity that yours does. The shoe merchant can't go to his customer and offer his shoes, but YOU can offer your material and. service. The buteher, the baker, and the other merchants can't get out like you ean and offer to help people by furnishing THEIR stocks, but YOU can, and. can put your trade und.er obligations'to you by so doing.

You are the only man who enjoys those privileges. Go tend to them.

'We call everything except board measure "specialties", and we keep keen watch of the turn-over on this stock. We handle everything the trade asks for that isn't forbidden by the eighteenth amendment. We sell for quality, we cut no prices, but furnish service at reasonable terms. 'We educate our trade against snide ofrers, and keep them from buying valueless articles at cut prices, and. we make it hard for that sort of stuff to sell in our terriotry.

We put on a gate campaign Iast year, selling a patent gate to the farm.ers of our territory, and. we sold and delivered exactly 262 gales in three weeks.

'We put into stock and. sell anything that we find we can handle with profit that has to do with the building game.

We've got the quality of goods to aupply the Southern C,alifornia lumber trade, and above all, we have the ability to give unequalld seryice in the matter of delivery' We make

24 Hour Delivery

to any part of Southern California on Stock Material

One week's delivery on Special Manufactured Material

lr-tI

We chrry in rtock a big rupply of fir and whitc pine doorg windowq and sash. Also glaro. Also fir and redwood columng fir and redwood garage doors. WE

Plan Books of Worth Real Value For Your Money

TO THE CALIFORNIA RETAIL LUMBER RETAIL TRADE,-GREETINGS:-

While we have sold plan books to some California dealers through advertisements in The Gulf Coast Lumberman, this is our first direct offer of our products to the California trade direct. We are producers of plan books of beautiful homes, with blue prints to fit. We sell no other service. We have produced a series of twenty handsome plan boole of homes, each plan a home that has actually been built either in California or in Texas, and photographed by us. We furnish more plan service than any other several plan companies combined. We furnish the plans fqr the wonderful dealer service of THE SOUTHERN PINE ASSOCIATION, of THE LONG-BELL LUMBER COMPANY, and of some of the biggest line yard plan users in the country, including WM. CAMERON & COMPANY OF WACO, WITH THEIR SIXTY BUILDINC STORES

We eell our plan rervice in complete eetr. A SET is compored of the following:

1 HANDSOME STIFF BACKED ALBUM WITH DEALER'S NAME IN GOLD ON COVER.

25 PAGES IN ALBUM, EACH PAGE AN ACTUAL PHOTO OF A BEAUTIR'L HOME WITH FLOOR PLAN, MOUNTED ON LINEN

25 COMPLETE SETS OF BLUE PRINTS, ONE FOR EACH PICTURE IN THE ALBUM, BLUE PRINTS MADE BY FINEST ARCHITECTS AND GUARANTEED PERFECT.

EACH SET COSTS $37.50 TOTAL, OR $1.50 FOR EACH PICTURE, PLAN, AND BLUE PRINT SET.

We have tw.enty of these sets complete, every home modern and attractive and the last word in home construction. Nos. | 9 and 20 are just out.

ET/ERY HOME IN THE TWENTY BOOKS IS EXCELLENT FOR CAUFORNIA CIJMATE.

Order these last two gets, 2 albums, 50 photos and foor plans, 50 complete sets of blue prints, all for $75.00. Th"y will make you want the others.

NEW PLAN BOOKS ADD VALUE TO YOUR OLD ONES

SEND US VOUR ORDERS

R. M. Williamson

"Your Monegs' Worth or Your Moneg Bock

Post Office Box 586

Dallas, Texas

UP AND DOWN THE STATE

FOR,GIE OPENS OFFICE TO IIANDLE BLOEDEL-DONOVAN BUSINESS IN CALIFORMA

Robert Forgie, well known California lumberman, has opened an office at 602 Central Building, Los Angeles, and will handle the account of the Bloedel-Donovan I:umber Mills of Bellingham, Wash.

Mr. Forgie has been connected with the Bloedel-Donovan organization, d.irectly and indirectly, for the last 18 years. He is as weII acquainted with manufacturing and trade conditions in the Northwest as he is in California.

For the last six months Mr. Forgie has been associated with the Frank Graves Sash, Door & Mill Company of Los Angeles and immediately prior to that he was with J. H' Baiter & Co. for six or seven years, handling the BloedelDonovan distribution in California. In 1913 and 1914 Bloedel-Donovan maintained. an office in California and' Mr' Forgie was in charge. But even previous to that period', whe"n associated firsi with the Charles Nelson Company and then with the Robert Dollar Company, he looked after the Bloed.el-Donovan interests in the state.

Under the new arrangement Mr. Forgie will give his whole attention to the Bloedel-Donovan business, Iooking after northern as well as southern California. The eolpany onerates two boats owned by Fred Linderman-the crickett ."lift u cargo capacity of 1,300,000 feet, and the R'ose Lee llutto"uy, t--pOO,ObO t"6t. One boat will run between Bellingfr"* u"a'Sin Francisco harbor and the other between BelIi;gh; and San Ped'ro. Bloed'el-Donovan have two mills oo-eetIttgham Bay and produce a complete line of fir-, h9mfoot u"a ?eda" prbclucts, including box shook and shingles'

figures were considerably below those of February, 1921. In Nlarch, with the Forward Movement campaign vigorously under way, the building permit figures began to soar. The end of the month showed an increase of more than 33 per eent in number ancl $350,000 in value over March of last year. In April there was an increase of 100 per cent in the value of permits; May shorued an increase of 400 per cent, and June only a little less than 400 per cent.

Another interesting feature is that the average value of new homes built during the first six months of 1921 was approximately $4,600, while the average value d.uring the same period this year, with construction costs no higher, was $6,700.

TILDEN PLANS IMPOR,TANT IMPROVEMENTS IN OAKLAND AND BERKELEY DISTRICTS

E. M. Tilden, head of the Tilden Lumber Company of Itichmond, and of the Ilogan Irumber Company of Oakland, plans the d.evelopment of property that he recently acquiled in the Oakland and Berkeley districts that wiII make his company one of the m,ost important lumber factors in that terriiory.

He has purchased. a Iarge acreage on the Oaklancl estuary and plans soons to move the plant and office of the Hogan I-rumLer Company to that site. He also has bo.ught t!9 qlte for a large and modern mill, to cost approximately $500,000, on the Santa Fe tracks just south of University avenue in Berkeley.

Mr. Tilden owns a big wharf and mill at the foot of University avenue in Berkeley and recently purchased the site for a yard. in Piedmont.

- --io guy, BTITLD AND rNvEsr rN TrrErR, crrY t'Boy, Build, Invest-In San Francisso'"

FORI\IARD MOVEMENT UR,GES SAN FR,ANCISCANS

This-is the slogan of the San Francisco Forward Movement, a pe"roatt"ttt organization that has jrrst been formed' to promoie home building' The movement began in a tentative way last March and gained progress through the several sucleeding months. But the success that has attended its activities ttow has justified the permanent organization'

An analysis of the comparative value of building permits issued. in San Francisco d.uring the months that the movement has been active and the coruesponding months last year shows distinctly that the idea has m'et with pronounced success.

In February of this year, which was the month proceding the launching-of the Forward Movement, the building permit

TWELVE THINGS WORTII REDIEMBEBING

The Value of Time.

The Success of Perseverance.

The Pleasure of Working

The Dignity of Simplieity.

The Worth of Character.

The Power of Kindness.

The Influence of Example.

The Obligation of Duty.

The Wisdom of Economy.

The Virtue of Patience.

The fmprovement of Talent.

The Joy of Originating.

Among the Deolers

..DTA}IOND CEIPS" IS DELIGETFUL BI'ILDERS' EOUSE ORCAN

The Diamoncl Match Company, of California, is one of the retail Iumber firgrs that publishes a house organ. They call their's "Diamond Chips", and they issue it at irregular intervals, whenever they have something interesting they want to tell their trade.

The booklet is distributed from each of the thirty-two yards of the company. The headquarters of the company is at Chico.

STAR.K JOINS IIAYWARD ORqAMZATION

J. C. Stark, for many yeers one of the best known retail lumber yard managers in the Mittttle 'West, has been ap- pointed manager of the llayward Lumber & Investment Coripany's yard. on San Fernando road., fJ6s Angeles. Mr. Sterk, before coming to California, was superiniendent.of tle retail yards operatecl by the Frost I,umber Company of Kansas City.

OLESEN TAKES OVER YARD AT LOLETA

L. H. Olesen has resumed the manasement of the Loleta I-rumber yard at l-.loleta and is planning some substantial improvements to the property. During Mr. Olesen,s absence from Loleta the yard was under lease to Jacobson & Pistole.

NEW YARD AT SOUTE PASADENA

C. W. Upton of Pasadena has started the erection of builcl. ings and sheds for the accommodation of a new retail lumber yard in South Pasadena. The business will be established at the corner of El Centro street and the Santa Fe tracks, A siding is being

the Santa Fe.

P. E. TURNER, LrVE TEXAS LUMBER, MERCH.ANT, VISITS CALIFORMA

P. I!. T_urner, of Elgin, Texas, active head of The Turner Lumber C-ompany, of that city, is touring California with his family at the present time.

The Turner Lumber Compeny operates six lumber stores in six small towirs in Texas, and enjoys the reputation of

being one of the leading lumber merchandisers of that state.

His firm is the actual originator of their slogan, "EVERYTIIING TO BUIIJD ANYTHING." They tried to copyright that slogan years ago, and found it couldn't be d.one. Since then scores of firms in other parts of the country have stolen and are using this very excellent slogan.

SAN PEDRO CO. TO BUILD AT LONC BEACE

The Long Beach and San Pedro yards of the San Pedro I-rumber Company are to be consolid.ated. at tI nerr site on Seventh street in Long Beach. Encroachment of harbor der velopment made it necessary to abandon the old sites, so a combination of the two yards was found. advisable. The new property will be made modern in every particular so that a maximum of service can be given the building public.

A GRAND LUMBER SLOGAN

The E. K. 'Wilson Lumber Company, of Dixon, California, prints in good black type on its envelopes and letterheads, the following splenclicl piece of business philosophy which we heartily ind.orse:

"HELPING THE OTHER FEITITOW IS THE SUREST, SIMPIJEST, AND Q,IIICKEST WAY TO IIEIJP YOUR,SEIIF."

The business ffrm that lives up to that simplifiecl edition l pf the Golden Rule is certainly to be congratulated.

d cnru-caNArrl succEnDs c. cANAHL AT ANAEETM

' Ernest F. Ganahl of San Francisco and. Charles F. Grim of Anaheim have bought the business of the C. Ganahl Irumber Company at Anaheim. They took possession on August 1-. They are continuing the business under the name of the Grim-Clanahl Lumber Company. Both men have had long experience in the lumber business. Mr. Grim was associated with the C. Ganahl Lumber Company for 18 years, and has a wid.e acquaintance around Anaheim. Mr. Ganahl has been operating in northern California for the last few years, but now will make his permanent home at Anaheim.

SERVICE in its full 8enre, meanr SERVICE to the businers, SERVICE to the customer, and SERVICE to yourself.

RED CEDAR SHINGLES

A CAR OR A CARGO

We speclalize in $hingles, both green and dry, in all Brades. Watch our weekly quotation sheet for pricee. Your order will receive the consideration of our entire organization. NorthernC,aliforniaondersrhouldgotoseattle. Southern C-alifornia and Arizona orders are handled through the Lor Angeler office.

WHEN YOU THINK OF SHINGLES THINK OF US

Manufacturers for Twenty Years

Home On Truck Helps Sell Lumber

Ilere is a sample of a class of lumber d.ealer advertising that is coming into favor in many parts of the country. 'We have seen pictures of such propositions in several states.

The acconpanying picture shows the d.elivery truc| of Ifenry Koehler & Co., of Louisville, Kentucky. This is the most attractive of all the homes-on-trucks that we have seen.

Its popularity became such, when shown in eastern papers, that the firm had plans drawn for this exact house, which they distributed to other dealers, the result being that there are quite a number of retail lumber firms in the east today who have this identical house on their trucks.

The plan here shown is an exact reproduction of an attractive English home. The pilasters and. ehimneys are of imitation tapestry brick of four shades, laid with mprtar rake-out joints. The walls are covered. with crushed stone stucco. The windows on the sides have real frames, set in the wall, with separate French sash of fifteen lights each. The doors are divided in like manner. Uuder the door canopy is an electric light to which current is furnished. The flower boxes hold evergreen shrub plants, with some color intermingled, while at each side of the house is a miniature cedar tree in a tub.

The color scheme is: Walls, grey stucco; brick, tapestry, reds, browns, and yellows; outside finish and frames, cream; shrubbery and trees, doors, green. steps, white

A RIIYMED SALES SUGGESTION

'When you see a run-down stable Or a barn that's hardly able, To keep up a lop-side gable Or a roof that's fallen through; Don't just stand. there and defame it, Or pass on your way and blame itOn the owrer. I-rist it. Name it As a job that's IIP TO YOU. And before you fall in slumber, Figure out the bill of lumber, Calculate the size and number Of the pieces it will need. To the owner then present it; Lret him know you really meant it, Ard you'll find he won't resent it.

iliniature Eouse on lllheels ProveE Efrective Debler Advertising

Sacramento Lumber Co. l]ses Current Events to Advertise its Service

One of the things the wise retail lumber advertiser learns to do is to take advantage of interesting local situations or conditions prevailing in his town or territory, and use them in his advertising space.

Here is an interesting.,and excellent example of such effort by the Sacramento Lumber Company, of Sacramento, Cal.

It will be remembered that Sacramento recently had. a reunion of the days of "49", one of the most ofique events in the history of any city in the country. The Sacramento I-rumber Company ran several ads using the event as a basis, of which this is an excellent example, beautifully built up on a poem by Mrs. F. E .Conner:

LUMBER TALKS

..THEIR

LEVEL BEST''

A river that ringe in the twilight,

The fragrancc of laurcl and pinc, , Old cabins descrted and lonely,

I Dftn trails that lcad down to a mine;

I Thc sighing of wind thru the trce topa,

I The glcam of thc 6ret evcning etar, f Aad herc on the shadowy hillside

f The gates of thc past atand ajar.

f I a"a out from itr mystical portala

I Come thronging our own pioneers,

v To light thc old camp6re at nightfall

And brcak the long ailence of ycare.

I lirt' to thcir songe and their laughtcr'

Their voicce arc boyieh and gay, Thcy'rc tclling again how they gave us

The Kingdom wc'rc holding today.

Thcy conqucrcd thc might of the mountainr, Thcy harneued thc turbulent strcamr, Thcy toiled in the forcate and gulchcs, Alone with their hopea and thcir dreame. They foundcd our town! and our citicr, An Empirc they rcarcd in thc Wert; To thc Land that inaietcntly callcd thcm, Each onc gavc hia etrong "lcvcl beet."

Great rivere that aing in thc twilight, Vaet foreatr of 6r and of pinc, Fair valleys and wondcrful citiea, Thc wealth of the Gcld and the mine; Therc, thcee arc the gifte they bcqueathed ur By doing their atrong "lcvel bcst;j' So hcrc'a "to thc heartr still bcating, And pcace to thc hearts at rert."

-A. M. C.

TVe're Looking Backward

In order to look forward wc're cclebratin' considerablc, an' havin'a lot of fun; but we're likewise atudyin'the livce an' works of our pionccre, an' readin' our futurc in thc light of thcir past.

We're gettin' plum full of determination, an' calculatc to do our Ievel beet to make good on thc diggin's the old boys opcned up, an' let the world see as how wc're worthy dercendante of the "Brood of Giants."

Ihcre's a lot of prospetin' an' advcnturin' to bc did out hcre yet; an'if any one wanta to ctake a claim, build a cabin, mend a sluice, or timber a tunnel, we're here to help 'em. Californy ain't begun to be mined out yet, an' if you've got eourage, independence an' grit, you'll make a lucky strikc. Pioneerin' ie juat ae much fun now aa it used to be. Rcad up on what the forty-niners did' an' thcn think shamc to youraelf if you ain't got gumption enough to at lcast pioncer a Homc.

Sacramento lumber Gompany

FRED E. CONNER, Boss of Day Shift Twelfth and North B Streets Main 7 1 ;-(seven-come-eleven)

SIGNAL SERVICE

A TWO DOLLAR COCKTAIL

Random Items-Mill Run

PATTON STARTS ONAUTOMOBILE TOUR OF LUMBER, DISTR,ICTS IN GN,EAT NORTHWEST

Henry Patton, head of the big Los Angeles retail film of Patto! & Davies, is on a combined business and pleasure trip through the classic forest regions of the great Northwest. Accompanied by members of his family he went north by water, shipping his car with him.

From Seattle they will tour the parks and cities of Oregon and Washington and in between time visit some of the lumber mills and lumber offices.

JULY WAS GOOD MONTH IN SAN JOSE

. During^July an aggregate of T8 building permits were issued in San Jose for the erection of structuies aggregating $166,245 in value. This is more than twice the ouii" Jt p""-_ mits issued in July, 1g21. The buildins movement has 6een active in San Jose throughout the year.

r. A. DOUTY VISITS CALIFORNIA

F. A. Douty, president of the Multnomah Lumber & Box Company of Portland, has been visitinq in California for the last few weeks. His company is one of tfre heaviest pro_ ducers of spruce and homlock box shook on the pacific Coast and recently acquired a big tract of government timber in Western Oregon. The tract runs largely to spruce and will provide arnple log supply for many years to come.

IJGGITT & CO. OPEN AT GAR,DSN GR,OVE

D. E. Liggitt & Co. have opened an office in Garden Grove. Orange county, and are preparing to erect the necessary buildings for a modern lumber yard. A location has been secured near the business center of the town. The same eompany has bben in business in Santa Ana for the last few years.

SAN PEDRO FIR,M MOVES OFFICES

The office and display department of the Harbor Sash, Door & Mill Company at San Pedro has been moved to a new room on Pacific avenue in that city. The company specializes in built-in features of modern homes and has an active part in the building development in the San Pedro territory. A factory and wood working plant is operated at Harbor City. G. F. Hopkins is the rilanager of the business.

RIVERSIDE HAS GOOD BUILDING YEAR

Building records at Riverside are being shattered this year and the total for 1922 probably will be greatest in the history of that enterprising city. The record for the first seven months was approximately $700,000. With many important public and business buildings planned for the next few months, the year will measure up exceedingly well.

L C. C. DECLINES TO CIIANGE ITIINNEAPOLIS BATE

The Interstate Commerce Commission has ruled.. in favor of California lumber'producers in the case heard last spring for a readjustment of rates from various manufacturing distriets of the Coast to consuming centers in the East and Middle West. Shippers in the Northwest sought a parity

u'ith California to points in Texas and other Middle Western states, and pointed out that California shippers enjoy a parity with the Northern mills to Minneapolis territory. The eommission declined to change any of the rates, so California rnills will continue to ship to Minneapolis for 66.5 cents.

"IIABD WORN," SAYS LELAND

Ilenry M. I-.leland, the creator of the Lincoln car, offets the following suggestion concerning young men and their choice of a career:

"Every young mail reaehes a point in his carr:er whett he has to choose one of two courses. If he chooses to be' clever, he will meet with a great deal of competition. If he chooses to be just plain, old fashioned, and honest, and work like a demon, he will be so unique that he will make an i:nmediate success. t'

The great men of the world sometimes cliffer as to some of the fundamentals of success, but ALL of thenr agree on ONE esseutiai-WORl(

Make the same price for the rame thing to all rr€D. Atty other method spells trouble.

@S. F. Cats Stoge Big Concot @

Fun and Good Fello^wship reigne4 supreme at the San (rr", Seidel, of St. I-rouis, past snark and. guest of honor, Francisco Commercial Club last 'Wednesday night when the gave an interesting account of nis various eiperiences as a cats of the Bay District assembled in the presence of a dis- lunoberman in combatting vicious anti-shingle, anti-wood tinguished c-ompany of visitors and indueted an even dozen and anti-lumber legislation in various parts oi the country. of in:locent kittens into the realms of Hoo-Hoo land.

It was the Bay City,s method of celebrating national Hoo- Among the other notables present were R. A. Iliscox and I{oo d.ay, and the local nine, assisted. by numerous lay mem- *::* l::::^Yh past snarks, and C' D; LeMaster of bers, did it as only the San Franciscb coiony knows how. 'tr'resno' supreme arcanoper'of the Order'

The entire proceedings were under the supervision of Homer Then came the concat. Ilere is a complete list of kittens: B. Maris, the popular snark of the distriet, but he had efri- Stephen Westover, Sunset l-,rumber Co. cient help from his numerous com.mittees and from the other 'William John Pope, Sunset Lumber Co. members of the nine. Ortis tr'red Folsom, Eagle I-,runber Co.

More than two hundred cats and kittens sat d.own to the Thomas'W'alford Almquist, California & Oregon Lbr. Co. tempting dinner, whieh was served at six-thirty. A bevy Charles tr'reeman Ricker, Sunset Lumber Co. of profeisional cabaret entertainers, including a wonderful llenry I:aner Wills, Central Lumber Co., Gilroy. quartet, served. to divert the attention of some of the older Charles Rucld Wilson, Jr., Chas. R. McCormick Lbr. Co. cats from the repast in front of them, but before the evening Robert Eugene Caldwell, I-rittle River Redwood Co. was over, the good things on the table received ample atten- Floycl'Wilfrecl Elliott, Chas. R. I\fc0ormick Lumber Co. tion from the entire party. The festivities also revealed some Charles Norton Wood, Strable llardwood Co., Oakland. mighty good talent among the cats themselves. For instance, Parker Steward, Frederic S. Palmer I-rumber Co. "Bart" Macomber, who long has enjoyed an unenviable J. E. MARTIN, CAITIFORNIA LUMBER, MERCIIANT. reputation as a sol-oist, was on the job, a-nd the boys did not

The initiating condittee was 6s follows: Henry FaIl, Bart seem to get enough of his rare vocal efforts. Macomber, n. ?ugg*j. W. K.lly.

The speaking programi_wal4gtlgll.f"ltt q"f.J. Egk

The nine in chfr?d of the..".-ooy were: Dionne, publisher of the CAITIFORNIA LUMBER, MERCHAtft, gave some interesting reminiscenees of his early Snark' H' B' Maris' experiences in Hoo-rroo, and told a number of southern senior rloo-rloo' A' E' shallish' negro stories. R. F. Eammatt, secretary of the Redwood Junior rroo-rloo' Frank B' Macomber' association, pointed out the importance of all lumbermen scrivenoter' 'walter Kelly' joining in the campaign now in progress to defeat the state Bojun., w' A' Glenn' iloorio-g act, with lt*'uoti-*uiogi. pl"ooi.i**, ut tn. forth-

1*liil!f5*T:ffit"*1l;".. coming- Novembrr _election. Newton B. Drury, -secretary of (inrrlon, Robt. Gardiner. the "Save the Redwoods" League, presented his series of beautiful eolored pictures of the giant California Redwoods, custocatian' James E' Peggs' and pointed out ihe importance-of co-operating with tlre Following the mystic rites_, Past Snark-Seidel againspoke movJment to save the tre'es along the highways in the north- to both cats and kittens on the profound importanee of Eooern part of the state. Hpo membership'

A Board in the Building is Worth Two in the Yard. State Assn. to Meet in S. F. Oct.z8

A general meeting of the California lrumbermen's Association witl be helcl in San Francisco, Saturday, October 28, and. a big attendance of representative lumbermen-retail' ers, wholesalers, manufacturers and loggers-is expected. - ' ttti. will mark the end of the first year of the association's existence. The date of the meeting is announsecl this far in advanee so that every lumber person with the good of the association at heart can make arrangements to be there. FuII cletails of the session now are being worked out by r

President Fred E. Connor of Sacramento, and the board of d.irectors.

Since the resignation of H. E. Wheeler, secretary-man&ger, the ofrice in the Irumbermens' building, San Francisco, has been'in qharge of Mrs. J. E. Eggleston.

E. D. Tennaut of St. Louis, former secretary-manager of IIoo-IIoo, will become acting secretary of the association on September 1, and will continue in that capacity until the convention in October.

Make your "Buildins Service" sign-Iike the "Welcome" on the Mat-mean Something.

Holmes Urges Sale Of Redwood Shorts

Emphatic approval of the editorial favoring demand for short Iengths of redwood, in the last issue of The CALIFORNIA ITIIMBER, MERCHANT, is expressed in the folIowing communication from F. V. Holmes of the llolmes' Eureka Lumber Co.:

"'We commend. your article in the last issue of THE CALIFORNIA LUMBER, MERCHANT regarding the situation of Red.wood shorts. This is a unique situation, as it is the first time in Redwood history that there has been such an extremely wide difference in the price of short and. Iong lengths. ft is remarkable that we can hardly take care of the demand for 10 ft. lengths, while we have a plentiful supply of 8 ft. Iengths on hand. and are ofrering them at up to $34 less than the 2 ft. longer lengths. This extreme differenee in price, however, is having its efrect. That is, more buyers and consumers realize the saving they can make by using shorts when possible, and. the demand for this class of material is increasing every week, so that now-as far as we can ascertain-instead of accumulating this stock, the mills (on the average) ard selling it faster than they are rnanufacturing it.

" We believe that most of the retailers are taking more advantage of this situation as time goes on, as a great many orders that call for siding and rustic now specify that we ship up to as high as 30/o or 40/o shorts. 'We feel, however, that there is a great deal of room for a larger consumption of this class of material as soon as the situation is m,ore fully realized. As one retailer put it, 'It is a crime the way long lengths of lumber are cut up when short lengths-with a little extra figuring-could have been used even better.'

'Yours truly,

WM. LARSEN BACK IN RETAIL GAME

'William l-.rarsen, who disposed of his interests in the Bauer & Larsen yard on East Mabeau street, Los Angeles, some time ago, has organized the Edgar & Larsen Lumber Company on L08th street, near Manteka. The Bauer & Larsen yard will eontinue under the old name with O. F. Stanger as nanager.

TITER,E'S GOOD PAINT BUSINESS IN REAL ESTATE TRANSFERS, SAYS DEALER

"I always use the local real estate transfers quite extensively in my business of selling paint, " said a successful miildle western retail paint d.ealer recently.

"I use the transfers in this way: Every clay I send my stenographer to the recorder's office in the court house to get the list of real estate transfers made.

"Then when the girl brings back the day's list I imrnEai ately call up the purchasers of the properties and teII them I am selling paint and suggesting to them that they will probably want to freshen up their new property with some new paint. In many instances this sort of work results in the people I call up asking me to com"e around. and see them about paint or in these people stating that they wi\ome around to see me on the proposition.

"I always check up closely to see whether or oot$ose folks who say they will come around to see me on the paint proposition really do come around.. If they fail to show up within a week or so then I go around to call on them ar.d personally try to sell them paint.

"The reason that I use the local real estate transfers so extensively in my paint selling campaigns is because I've noticed that whenever a person buys a new piece of property one of the first things that the buyers generally feel like doing is painting up the property so that it will look better Consequently the real estate transfers each day give me a big lot of prospects to whom I am pretty sure of selling mrre or less big orders of paint without much difriculty. "

Isn't there a hint in this for other paint d.ealers? Couldn't they also use the local real estate transfers with equally good etrect?-(From A. P. O. D.)

KEGLEY ENJOYS GOOD BUSINESS

H. Paul Kegley, who opened a retail yard at 116th street and Broad.way in South lres Angeles about six months ago, has shared in the building prosperity of the comm,nnity to the extent that he has been required. to enlarge his stock and increase his facilities. Mr. Kegley is a wide-awake lumber merchant.

Courtesy in busineEE is one commodity that brin gE IOOVy returnt to both buyer and seller.

WE CONSTANTLY CARRY STOCKS ON DOCK AT S^A,N PEDRO_READY TO SHIP BOARDS, DIMENSTON ll A.r'sAN rELrKu-KtsALrr t(r sfur ll 9y_IC5_$By-IgE

"HOIJMES EUR;EKA L,UMBER, CO., ttBy F. V. Holmes."

HOO-HOO

DOINGS and SAYINGS of TOIVI

BIG SOUTIIER,N CALIFOR,MA CONCAT AT AR,CII BEACE, SATUBDAY, SEPT. 9

The next big coneat will take place Saturday, September 9 at Arch Beach tavern near Laguna Beach and will bring together eats and kittens from San Diego, Orange, Riverside and Los Angeles counties. This great gathering first was scheduled for Stratford Inn at Del Mar, but accommodations could not be secured there, hence the change.

Definite and final arrangements have been made for a wonderful tide at Arch Beach. The hotel is large and comfortable and boasts all the modern conveniences, so members are expected. to take their families. Special entertainment will be provided for the women folks, including dancing.

The big idea is to go to the beach Saturday afternoon and stay over Sunday. Special rates have been obtained for the week-end stay. It is only 55 miles from l-,los Angeles, 71 from San Diego, 34 from Long Beach and 20 from Santa Ana.

The eommittee has been working hard on this thing and seore of kittens already have applied for admittance to the realm of Hoo-Hoo. O. S. King, snark of the San Diego district, has charge of arrangements at the southern end. and. If. G. I-.rarrick in Orange county.

L. A. CATS OBSERVE NATIONAL EOO-EOO DAY AND COMPIJMENT RETIR,ING SNAR,K

National Hoo-Iloo day was observed by Los Angeles members of the order by an informal smoker at the City Club. The committee under the chairmanship of Phil Hart provided some high class entertainment by both professional and amateur performers. If. L. Rosenberg, senior Ifoo-Iloo of the distriet. was master of eeremonies. Refreshments were served.

fnasmuch as this was the last social under the administratiFn of David'Woodhead, snark of the district, the boys gave him a rousing vote of thanks and a "Hoo-Ifoo" for the time and effort he has devoted to the afrairs of the order in these last two years. The snark said. he was well repaid by the intimate and friendly relationship the work had given him with a fine group of lumbermen.

LUMBER,MEN-JUDCE TALKS TO L. A. CATS

_ At the weekly lu:rcheon of the Los Angeles cats at the City CIub August 3, Judge George S. Richardson was the prineipal speaker. Judge Richardson began his way in the world by.working in a lum"ber yard and studied law in his spare moments. He therefore has a warm sympathy for lumbermen and their problems and numbers many of them among his friends. He told, in interesting fashion, something of his early strugles and of his later experiences on the bench. The meeting was in charge of C. E. Glasby.

PAR,SON SEES MANY KITTENS IMTIATED

Scores of kittens have been welcomed to IIoo-Hoo land in many eastern and southern cities these last few weeks in celebration of the transcontinental trip of Parson Simpkin, chaplain of the order. The parson has visited nearly every state east of the Mississippi, has ofriciated at an average of at least three concats a week and is still going like the proverbial two-year-old. He will wind up at the national convention in Detroit next month and then hopes to come to his California home for a rest and a visit with the brethren of the Golden State.

GET BBADY FOR, ANNUAL IN DETROIT

If you are going to attend. the thirty-first annual meeting in Detroit next month it will be well to make your arrangements early. But little time remains. Dates are September .7, 8 and 9-Thursda;', Friday and Saturday. SecretaryTreasurer Isherwood reports that the attendance will be the largest in recent years and. the entertainment features the most attraetive in Hoo-Hoo historv.

TACODI]A, IIAS RECORD CLASS OF KITTENS

What probably was the biggest class of kittens ever inducted into the order on the Pacific Coast at one time was that at Tacoma on August 2. ft numbered. 68 membersthe most in the entire history of IIoo-IIoo for the Iast 17 years. In honor of Major Everett G. Griggs, the popular snark of the universe, who lives in Tacoma. the concatenation was named for him.

G.

B. TULLY JOINS I'ORCES

WITE E. A. BROWNING. TO SELL IN L. A. TER,RITON,Y

- G, R. Tully, until recently with A. T. Show, wholesale lumber dealer in the Central Building, I-ros Angeles, has formed a connection with H. A. Browning, Stock Exchange huilding, and will eall on the trade in I-,os-Angeles and viciiity. l\'Ir. Tully is a high-powered salesman and before comlng to I-ios Angeles & year or so ago was a member of the Saari-Tully Lumber Cbmpany in Plrtland.

H. A. Brbwning deals in lumber and shingles, handling both rail and cargo shipments and reports a steady and growing business this season. Charles F. Fogelquist, who has been with the Browning organization for some time, will continue in his same capacity-

Rernember the old adage-A Board in the Barn ir worth two in the Lurnber Yard.

one wonderful thing about the future ir, there is so much of it.

GLENN ACTS AT BOJUM .A,T S. T.

In the absence of Will 'Woods on an eastern trip, W. A. Glenn of the Coos Bay l-.rum;ber Company, is acting bojum on the nine of the San Francisco district.

Hardwood Tariff Affects California

The tarifr on hardwood lumber is of decided interest to the hardwood dealers of California at the present time'

The present tarifi on important hard.wood. cabinet woods ia LO/o, foreign valuation.

As the bill stands in the American Congress today, the tarifr calls for lSVo AMERICAN valuation.

It looks as though the 15/o is certain. The only pointand by far the most important one-at issue today, is that of the American valuation.

If they impose a L\/o American valuation tarifr, Jap Oak, now used in great quantities on the Paciffc Coast, will receive a desperate blow. In the opinion of many of the hardwood men on the Coast, such a tariff would effectually cut ofr the shipment of Jap Oak to California, as it would not be able to compete with the American oak, delivered here.

There is a big fight in Congress on the question of where the valuation is to be fixed. An increase ot 75/o valuation, fixed. on the price at point of production, would not seriously hamper the entry of Jap oak. But the American valuation puts the tarift on the delivered price over here, thus making the tarifr cover delivery and. handling charges as well as production price.

A tremendous quantity of Jap oak is being used in CaIifornia and all along the Pacific Coast for manufacturing purposes, and for flooring and trim. It is inr,ported in all thicknesses. It is somewhat softer than American oak, and possesses less tensile strength, and is therefore less used than American oak for wagon making, but for furniture, trim, and flooring, it is in great demand.

Jap oak today sells in California for about the same price as American oak. Strange as it may seem, the water freight from Japan to California is about $15 a thousand feet. Compare this with the thirty-odd dollars per thousand feet rail freight that American oak pays to reach the California coast.

American oak manufacturers have been working hard for the establishment of the American valuation plan, since they realize that it would give them a big advantage over this very strong competitor.

Another Jap wood that would be badly hurt by the ad. vanced tariff American valuation plan would be Jap birch, which is one of the most beautiful of all cabinet woods.

Hawaiian Koa, and Philippine mahogany are othbr wood.s largely used in California that come in by water from across the Pacific.

The only limitation on t{re lumber merchant ir tfie limit h" p..t" on himself.

Random Items-Mill Run

ALBTON LUMBER, COMPANY rN PR,OGRESSM MOVE PEOPLES LUMBER CO. AT VENTURA PLANS TO BUILD TO TRADEIIIJA,RK ITS PBODUCT 4 MODERN STORE AND SERVICE ROOM

The Albion Irumber Company is going to start immedi- /AnotherCaliforniainstitutionisabouttoembarkuponthe ately to tradembrk its lumier. ,. FtJgt a_nd nlost modern methods of selling lumber' Chas. l'. Flynn, the general manager of the miII at Albion, V The ieoples Irumber Compaay, of Ventura, hav-e comwas in San Francisco i week o" .o igo and after conferring pleted plans and specifications for a new and up-to-the-min" with Theo. Lerch, sales manager, the! decided on this morn"l ute store. They will start to work within the next few 'llhe trade mark will be in the sLape of a diamond with the weeks-and. expect to_have construction completed before the rvord. ,,Albion" across the face olf it. They will use this end of the year.. The store will be equipped with service means of iclentification for all their redwood timbers. rooms, plan service and all other essentials of a modern

"l['e are so.proud of our prod.uct that we are willing to merchandising establishment. sign our narne to it," says Mr. Lrerch.

W. R. SPALDING AND WITE TO TOUR EUBOPE

W. R. Spalding, head of the retail enterprises that bear his name, accompanied by Mrs. Spalding, will leave late in September for a trip to Continental Europe. They wiII embark at San Francisco and travel through the Panama Canal. They expect to be gone three or four months. This is the first extended vacation Mr. Spalding has had in several years.

STERLINC LIIMBER CO. TO IIAVE SER,VICE BOOM

The Sterling I-rumber Company, at l-.ios Gatos, is getting ready to build a modern service and display room. Plans are yet incomplete, but General Manager Duttle in the San Francisco office has decided to go ahead.

CHAS, S. KEITII VISITS SAN FRANCISCO

Chas. S. Keith, of Kansas City, head of the Central CoaI & Coke Company, has been in San Francisco for the last few days on business connected with his new timber operations in Oregon. The company is getting ready to erect a mill at Veronia, Oregon, to cut 250,000 feet of fir per day. Meanwhile logging operations are in progress.

PARAFFINE COMPANY TO PUT OUT NEW LINE OF PAINT, THBOUGII BETAIL TBADE

The Paraffine Companies, Inc., who for years have been {anufacturing a high grade line of industrial paints, have just announced that they soon will place on the market a similar line of paints, varnishes and enamels to be sold to the retail trade.

The new line will bear the trarle name "Pabco"'

JUNIUS BR,OWN IN CALITOR'MA

Junius Brown, general sales agent at Chicago for the Pacific Irumber Company, has been in California for the last week visiting the big general offices in the Balboa Building, San Francisco. He also is including a trip to the mill at Scotia in his itinerary. Mr. Brown reports that the demand' for high grade redwood was neYer better in the Midclle West and East.

. O. F. FOTSOM JOINE EAGLE LUMBEB CO. FORCE

O. F. Folsom has joined the sales force of the Eagle l-.lumber Company, 16 California street, San Francisco. He will be assistint to G. B. Bleecker, who opened the San Francisco office early in the spring. The 'Eagle Lumber Company operates a big fir mill at'Westimber, Oregon, and ships most of its products south bY rail.

M. L. Euphrat'of the 'Wenclling-Nathan Co., wio is on a buying trip to the Northwest, ad.vises Roy Hills in the San Francisco office that despite the apparent overprod.uction every week, lumber is hard to get and the mills are holding for higher prices. Wendling-Nathan have some excellent mill connections, however, and Mr. Euphrat is succeeding in placing his ord.ers. He is accompanied on the trip by " Gus " Hoover of his Los Angeles ofrice.

W. M. Beebe of Seattle, president of the Burton-Beebe Lumber Company, is in California on business. The company maintains its southern ofiice in Los Angeles, in charge of Rollins A. Brown.

We invite the Retail Lumber Dealer to investigate the merits of our Roofing Materials.

When a customer has even a small grievance, treat it juet as seriously as he does.

Culnants Going Theme lor Poem

'When it became known at Riverside a few weeks ago that Ed B. Culnan, the popular manager of the Charles R. McCormick yard at that place was to move to Lss Angeles to become a member of the sales force there, efrective August 15, Dr. John I. Esgate, a member of the local Kiwanis club, was moved. to verse.

Mr. Culnan has been a member of the Riverside Kiwanis club and active in a great many other civic affairs. Dr. Esgate's poem was read at the last meeting Mr. Culnan attehded and made quite a hit. Here it is:

A pcaceful rcene, a elccpy burg, Soft eunlight ehimmcring down; Swect fowcra blooming by thc way; And littlc children at thcir pl"y;Thcn Culnel rtriker thc town.

Ahl litdc did that village dream Itr dayr of pcacc had p1ncd. Ahl litdc did it know or thinL. That it waa trcmbling on thc brink Of troublce 6crcc and fart.

A. C""""t croaeed tho Rubicon. And turncd hL facc ,towardr Rome, So did thfu wild and rcckleas man, Ed Culnan, croar tho Santa Ann To make thie town his homc.

Thc war brokc out, thc country rocc, The world buret into flame; But don't blamc thie on poor old Ed, Altho from thinga that wc havc raid You might thinlc him to blame.

No, likc a million othcr lads, Who heard the clarion call, Hc fclt thc gooec flegh on hic gkin, Hc fclt thc firca burn within, Hc lcapcd to givc his all.

Of high rcaolvc and noblc dcedr

Wc will rrot ston to tell.

Ed did hir duty with thc bcrl

Hc fought hie fight with zcal and zcet,. Wc'rc cure hc did it wcll.

Then back again oncc more he came

To dcal in lath and lime.

To rhakc the pcoplc from thcir hoarde With ehaky rhakee and knotty boardr, He'e had a right good timc.

But now alar, we'rc rad to say, Thc etar that loade him on, Decrceg that in a littlc while Vc'll miga hie homcly face and smilc. Poor Ed will roon bc gone.

We wbh to add a eingle word, Ae all grcat pocte do, Wc wieh to eay Kiwanie lovc

Goea with you, Ed, wher'cr you rove, Thc whole big wide world thiough.

SANTA BABBAR,A CONCER,N EAg ATITR,ACTIVE STOBE AND SEBVICE R,OOI}I

The Union Mill and Lumber Co. at Santa Barbara has just completed a brand. new sales ofrice, store and display room for the aqcommodation of their business. The new building is of prgssed brick, 56x36, with plate glass windows, and all the interior ffxtures and conveniences that will enable them to give up-to-date and effieient serviee to their trade.

Ofricials of the concern are thorough believers in modern merehandising methods and in their new business place they believe they have spoken the last word on this subject.

Gould a Goal and railroad strike tie up your business?

We hope it won't, but if it should etop your Iogging operations for a week, a month, or even longer, would you be able to lay up all your locomotives and cut off thir item of expenre?

If you have a M. A. C. Model 4-40 Rail Car, you can-very easily.

This car will handle men, suppliea, rails, section crewa, ties or any other load up to five tons faster than a locomotiv+and at a small fraction of the expense. With it you do not have to keep a locomotive steamed up during a shut down to do chores about camp.

Figure up the time you have been shut down during the paet year and egtimate the coet of doing odd jobs with a locomotive during these idle periode This expense alone would go quite a way on the purchase price of a Model 4-40 Gas Rail Car. Thit is juct one of the ways it will rave you dollarr.

Write us for other waya in which it will cut down expenEes and for full information.

SPECIFICATIONS

Capacity-l0,000 lbe.

Specdr-4 to 20 miler per hour in eithcr dircction, four apeeds forward and four epeedr rcvcr3e, cquippcd with gcar driving lranemiecion.

Maximum Grad--With 10,000 lb. load, tcn pcr cent, Driv+On all four wheels.

Axlc.-Chromc Vanadium Steel with all working partr complctely encloscd.

Gearr--Chromc Nickel Steel running in oil.

Bearingr-S. R. B. Ball Bcarings and Timken Roller bearingc thrdughout. Thcre are no babbit or bronze bearinge to give trouble.

w.hecls-Calt Stcel, 24 in. dia., 6 in. facc.

Frame-All Stecl.

Cab-Mctal construction or madc to ordcr.

Skagit Steel & lron Works

Yard, Mill, Office ond Road

What Live California Lumbermen are Doing

HILL VISITS FIB DtrLtS IN OREGON AND FINDS LUMBER, HARD TO GET

L. S. Hill of HilI & Morton, well-known San Francisco wholesalers, has just returned from a combined business and vacation trip to Portland and points in the Willamette valley.

Mr. Hill reports that it is increasingly harcl to place business with the mills. Forest fires have curtailed the output and lumber ig getting scarcer and scarcer. But the.Douglas fir folks in the North are exceedingly optimistic, he says. They have good prospects for a big Eastern and Middle 'Western deman<l in the fall which, with the California business in sight, wiII offer a read.y outlet for fir production.

The only unfavorable element in the situation is the impending car shortage which wiII become very real, so far as the lumbermen are concerned, if the rail strike continues, as cars will be in heavy demand for the movement of crops within another month.

WHOLESALE OR,GAMZATIONS CONSOIJDATE

Consolidation of the YeIIow Pine Wholesalers' Association with the American 'Wholesale Lumber Association has just been efrected. It is understood that practically all the members of the Yellow Pine organization will affiliate with the American, whose headquarters are-in Chicago and whose managing secretary is L. R. ("Dick") Putman. This merger now makes the American'Wholesale Lumber Association one of the most forceful lumber organizations in the entire country.

EAYWARD RETUBT{S FROM EUROPE

Charles Hayward of the Hayward Lumber and Investment Company, well-known retail yard operator, has just returned to his home in Los Angeles from a trip of several months that took him to.many interesting points in Europe and America. He is glad to be home, he says.

gAN rRANCISCO EABDWOOD DIrAN REPORTS BUSINESS FINE TEIS YEAR

Ilomer B. Maris, of San Francisco, who specializes in all sorts of hardwoods, as \4'ell as Oregon pine panels and

veneers, reports that business is so unusually good that it reminds him of the good old days of 1920.

When not busy with his hardwood business, Mr. Maris devotes his business hours to the cause of IIoo-Hoo, for he is the vice gerent for San Francisco Bay district

When

You l{eed-

and Redwood Shingles Sptit Redwood Posts, Ties and Stakes

WANT AD and FOR SALE AD DBPARTMENT

Ltve retall yard manager, wlth erperlence, to run large retall yard.

HAYWARD LUMBER iC INVESTTIIEI\IT GO.

41O Sr[ F.r8rndo Road l.o.An8elc., Cr||lotdt

BOAD OtrFICE

. My experience, 20 years'millwork game in all its branches, Middle West and Pacific Coast. Have specialized in Selling

and "CONTACT" work. Plan man. Thirty-nine years old; married. "SLEEP ONLY AT NIGHT." I'm ready. Can you use me? Address R, Y. B., CALIX'ORNIA LUMBER, MER,CHANT.

YARD MANAGER.AUDITOR OPEN FOR POSITION

Fifteen yearr' experience practical lumber and office wot*; wantr Southern California connection; 32; wi[ing to work. CfX, carc CALIFORNTA LUMBER MERCHANT.

SUCCESS

comes think, to those who r.ud, more at d dortrt than is 8et t"ully necessar! e( past" to

Schum.acher'Wall Board is madc by Expcrts.

THE skill required in making scHUMAcHER r wALL BoARD curnor be picked up anywhere. It is a matter of careful training in rfie methods whereby this wall board is made, in such a manner and with such resuksr'that we are proud to put our trade-mark on it.

Even though other manuEdurers were able to use the same Sgh qqliry of-materials the scientific steps aken in perfecting this stutdy, reliable wall board are protected-by Unted Stites pateni and these steps are nor to be used by ihe host of imitators who usually follow such a universal succ€$i :rs SCHLJMACFIER !rALL BOARD.

Many of these imiators, by employing cheap, unskilled labor gd by taking short cuts in their'mirufacnring &om which gheir.pr.oduct seriousJy suf,brs, are able to make-a cheap wdl board that is not only cheap in price but dreap in q*liry. Frequendy this imitation is offered at a price below that of SCHUMACHER IOOALL BOARD.

Do not allow yourself to be fooled! Timc will uncover the weakness that may not be noticeable at first glance.

Make surc of a reliable wall boand backod by a reliable manufacturer *hg fo * ptoud of his product that he samps his name boldly on ever;r stnP.

[,ook for the "SCFIUMACHER" trade-mark on wery piece of wall board you buy.

IVriu for deniptitcfoUa sb*ng tk nany a&anugcsof ths ntpenor wl! boatd Ask. your lumba deale6 capcntd or contrdctor about Sckinacha Wdl hdd

Sc humacher\lfal I Boa rd

S c humacher Wall Bo-aril Qq. rlfi los Andeles SEth St-SanPedrd St. G, SladsonAve. ' o *** Vat*w: