REDWOO D

garments, cursing the competitor in the "next town" because the trade is going from his town to buy over yonder. Whenever you hear THAT roar you w:ill know that one of the WAITING class has shown his ability to wait longer than his custom,er, and that the customer, tired of waiting for some sign of life from his local dealer, heeds the call from ten miles off and g'oes over tb see who is calling, and why. Antl he generally comes back with a wag'on load of lumber.

These three divisions of retail lumber,m'en never seem to change. The most admirable division of course, is the MERCHANDISING. It is needless to state here what we m,ean by THAT term. We tell it oftep enough. The question which is the next WORST-not BESTway to get business, ,is problematical. It is to discuss THAT problem that this is written.

(Continued on Page 54.)

From the House of Quick Shipmentr

S,tppose Your Plant Should Burn Tonight-

Would you be able to view the twisted, smoldering ruins, consoled in /our rnr!fortune by the sure knowledge that you are adeqrrately inaured, with every condition on the policy fulfilled, so that there will be no question of the amount you will recover?

The time to think aborrt this question is not after, but before the fire.

LUMBER

IIERCHANT dealer; he needs either an injection of "pep," or one of embalming fluid. If he doesn't take the FIRST, the second will eventually get him. He can only exist long in a one yard town, or in a town where the other fellows are graduates of the business school.

(Continued from Page 53.)

The WAITING meth'od is that used by all doctors, and a lot of lumberrnen.

The FIGHTING melhod is adopted by a whole lot of lumber dealers. This is the bunch that require long knives, brass knucks, and heavy hammers at all times, when they are out after business. They keep both eyes-and generally both fists--on their competitors, and so have little time to figure what they can do for their customers.

Of the two, the WAITING class is by far the easiest to belong to. lt is likewise the least productive. It is unethical for doctors to advertise farther than to put a card in the business directory. They must simply WAIT until the misfortunes of others bring trade to their doors. Then, if they don't kill their first patients too quickly, others may conre. Many lu'mbermen follow that way of getting business, and whatever else may be said for the meth,od, they certainly save themselves a w:hole lot of work.

The FIGHTING dealer there is more hope for, because he DOES display one virtue in his operations-ENERcY.

It is misdirected energJ/, because they don't use their brains to tell them where to put their activity, but they ARE gifted with one of the prime assets of success, and all you've got to do to help him is to take his warlike weapons away from him, and start their energies in the RIGHT direction-that of MERCHANDISING.

'Ihe FIGHTING retailer is more to be pitied than censured. Don't pity his motives-he 'hasn't any. There is nothing personal about his business fighting. He grew up to believe that the maximum possibility for business is that which develops for itself'and which comes ASKING FOR BIDS, and when it'does he goes after it as though his eternal salvation depended on his keeping that other rascal across the street.from getting iI-REGARDI-ESSTHAT'S the fighting dealer, friends.

There are Smith, and Jones, and Brown, and White, all eating out of the same melon patch' all fuhting fpr the melons as fast as the sun ripens them, and seemingly never stopping to thi:rk that if they'd do something to make the ground produce MO'RE MELONS there would be more to divide.

LISTEN. MR. DEALER. IF YOU SELL EVERY HOIVIE OWNER IN YOUR CO ITY SOMETHING IN THE LINE OF BUILD NG MAOU ARE OU ARE HOULD RSELF HIRE SOME COMPETENT PERSON TO YOU. IT FOR

TERIAL AT LEAST ONCE EVERY YEAR NOT DOrNG JUSTICE TO YOUR JOB. IF WORKING FOR SOMEONE ELSE, YOU QUrT. IF YOU ARE WORKING FOR Y

The WAITERS and the FIGHTERS quali-

Iy. They sell only those who come a-shoppin erage man, irnsolicited, u'on't come asking for once in five years. But heing constantly solici frequently find use for building meterials and And that's where the MERCHANDISING steps in.

The avstock he will ice. rtment

Hutchinso Lumber Go oRovrLLE, CAL WHITE Ertcrt WE CAN _MAKE_ oF IMMEDIATE SHIPMENT WHITE WHITE 1l-16 lnd -AI ,SO-

PLENTY OF T A 4fi;.WHITE PINE L fl inch