The California Lumber Merchant - September 1922

If you want to be known as a Modern Merchandiser of Building MaterialsWant those in your trade territory to come to you for complete Building InformationWant those who build homes to be satisfied, and their new homes refect 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.

he wants to serve you

These enterprtsiW firms will help Aou soue moneq

You are not anxious to do businers with a concern that ir not anxious to do burinecs with YOUt are you, Mr. Dealer?

Well, you have a good way now of knowing iust who IS anxioug to do bucineis with you. The firmc and individuds represented inthe advertising pages of THE CALIFORNIA LUMBER MERCHANT show, by the very fact that they ARE advertising, that they are anxious to serve you.

Why not, then, remove uncertainty from your buying problemr by confining your purchases to the concerns who advertise their willingness and their eagerness to sell you their serYice.

KRANTZ, Managlng Edttor A. M. THACKABERRY. Clrculatlon Managcr A. C. MERRYMAN. Advcrtlelng Publlrhod .f,.1". and tith of acb month at

1".'T;t,:::

c?riFJhr" Phoac E24.565

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THE CALIFOR}-IIA LUMBER MERCFI"ANT

JackDionne,futrldtw

Y*'' LOS ANGELES, CAL., SEPTEMBER L,lg22 *f""Slii":.,H1"

How Lumber Looks

It rcemr to bc a relle/r market.

Manufacturen and dirtributors tccm to bc dictating pticcr. Ar a matter of fact they ARE dictating thern"

Sone facts in thc phyrlal rituation do not rccn to jurtify tbit buililh attitude of the rnillr. While thein bookr are loaded with orden accumulated during the 6re !G!ron, thcy actudly are cutting and ehipping more lumber then they are at preeent leliig. Thir appliee to fir nilb.+ot [p Southern pbe.

Here again ir illurtrated the truth of tte point thripricc on the Pacific Coart are dictetcd more, or inf,uenced mone, by conditionr in the Southern pine trade than by funmedirt conditionr in the Wed Coart tradc, dthough Cdifornb and other Western ttater buy practically no Southern pine.

So it is that, while the fr millc are not swamped with new ' buriner, they yet are in porition to advance pricer by rearon of strcngth in Southern pine, and tteir own accrunul,etionr of orderr. When Southern pine millr are ovenold and their product bccorner harder to get, that naturdly throrvr a lot of buyerr in competitive territory into the Douglar 6r martet. That L what ir happening.today.

The market har taken on anotter element of *rcngth in the lart few weekr throWh the publication of the govcnrnent'r crop reportr rhowing a tremcndour prorpectivc yield for all lincr of agriculhual productr. Thir indicatel that t[e fannerg in the Middle Wert and Wcet will be in tte market thir year for great quantitier of lunber.

Cdifornia retailerr already are expericncing a rubrtantial denand from farrner buyen, anticipating a bountiful haryeet.

ln rome California citier dealerr held ofr boymg earlicr in the reason, hoping that cnd of the forert firee would credte an carier rituation in tbc market. Some of the yardr rerawed th€ir 6-inch and 8.inch dimencion rather than rc.' *ock 2-inch rizec at then prevailing priccr. But 2-inch rtock rc,mainr aoarce and hard to get.

, Milh in the Northwect are pretty well cleaned out of com. rmna ar wcll as uppert. Pricer of cornmonr have advanced rlightly eince the middle of lert nonth. Slarh grain uppert have taken on added rtrength and rome rnillr havc advanced vcrticd grain pricer ar rnuch a, $3.

Anotbcr factor of rtiength, ro far ar thc rail trade ir corrconcd, is thc prorpective car rhortagc. In fect it ir norc ectual tben prorpective in rome quarterr already. Millr not on nain line railroadr are experiencing a tightcn ing car rupply.

The raihoad rtrike docc not rcem to have much dircct cffect on the prcrcnt market, cxcepting, of coune, in conmrmitiec whc,re rhipncntr ac-tuelly arc held up on accormt of the rtrike. But ar a general proporition buyerr are phcing, and *llerr are accepting, onden oo 6rrrrrnption thet the rtrike roon udtl be rcttled.

It ie certain tbet bupn are not going to have an eary timc of ib thi! fdl. While millr arc nrnni,ng to fullqt capacity and rnany openting hro rhiftr, tbe factr remain they are behind on accrmulated orderr and Southern pine already is pointing the way to increared bruinec bound roon to comc.

Rcdwood har continued to etrcngthen. Many buycn are paying heed to appeab of milb to take rhort lengthr which millr arc ofrerbg at eubstantial rcductionr over long l€ngtb. Shingler are going higher every week. Stlrr are bringing $3.25, greern, ai rhip'r ding in the Northwed. There ir a rcarcity.of cedar ehingles, u nany big mith were clored all rummcr. Forcrt firer bed cut ofi log eupply.

Lath are maintaining rtrength rhoryn through the entire rGaron, but buyerr are not hav:Dg much trouble getting thcm if wilhg to pay tbc price.

The demend for hardwood in all parte of Californh Gontinuer unabated. Hardwood manufacturen.and dirtributorrt f,i1{ling both donertic and imported etock, are mintaining a deedy rupply of all derired gradca, bu! on accormt of the heavy denand the raarket has rernained firni through the cntire roafon.

L. A. BUILDING PERMITS SOAR

For the fint 26 dayr of Augrnt building permite in Lor Angeler eggregated $1010871406 in value and involvcd 31769 reparate .tructu,e.. At thL rate the total for thc month will b€ about $11,750,000.

Both San Francirco and Oakland are reporting a heaw volumc of new conrtnrction for Augurt.

Subecrlptlon Prtcc. i2.00 srngrc coprce, 25 icnts o.El'

s. o.

Many a man gets credit for a cool head when all he has ig cold feet.

Month's Cargoes at L. A. Over 100,000,000 Feet

August was another 100,000,000-foot month at IJos Angeles harbor.

While ffgures for cargo receipts are not yet complete, the record. for the first 30 days reveals the arrival of 85,000'000 feet of fir and other species from the Northwest, and. 13,000,000 feet of redwood-a total of 98,000,000 feet.

It is understood that a greater percentage of the lumber arriving here last month was unsold. at time of shipment, but Southern California yards in eagerness to replace depleted stocks soon absorbed the bulk of everything brought in.

Official figures of the Los Angeles harbor commission for first six months of the year acconnt for arrival of.465,194,729 feet of lumber and forest prod.ucts classified as follows: Lunber, 417,646,9t0 feet; lath, 106,829,332 pieces; shingles, 81,184 M; piles, 798,831 linear feet.

This report d.oes not includ.e lumber and shingles received. at Los Angeles from British Columbia and other foreign sources. Neither does it include anything unloaded at ports other than Los Angeles harbor proper.

TENNANT IN STATE ASSOCI/A'TION OTFICE

E. D. Tennant has arrived. in San Francisco from St. Louis to assume his new duties as acting secretary of the California Lumbermen's association. His offices are in the Lumbermen's Building, 110 Market Street. IIe will begin prepatartions at once for the annual meeting of the state amiiAamn-in San Francisco October 28.

EUPIIRAT AND EOOVER, BACK FBOM NORTE

M. L. Euphrat and A.L. Iloover of the San Francisco and lres Angeles offices'respectively of the Wendling- Nathan company, have just returned from a tour of the mills of the Northwest. They went as far north as Everett, Wash. and. report the mills running to full capacity but overloaded with ord.ers.

Eastern Wholesalers Here Sept. 14 to 17

A party of prominent wholesale lumbermen from, Chicago and bther eastern cities will visit California this m"onth. ' The party is being organized by L. R. ("Dick") Pupman, secretary of the American 'Wholesale Lumber association and will include a score or more members of that association and their wives. Tdey will visit the cities of the Northwest before coming to California.

They are due in San Francisco, from Portland, at 8:10 A. M. Thursday, September 14 and will be quartered at the Palace.

They will leave San Francisco, over the Southern Pacific, at 5 P. M., Friday, September 15, arriving in Los Angeles at 7:45 the following morning-September 16. They will be at the Alexand.ria.

They will leave Sunday evening, September 17, for Salt I-.rake City.

An adequate program of entertainment is being prepared by the lumber folks at eaeh eity. Informal business meetings also will be held with the visitors at both San Francisco an6 Los Angeles.

Ben Woodhead of Beaumont, Texas, president of the Anerican Lumber association, will heacl the party.

BEDWOOD OPEBATOBS TO CONSEBVE FORESTS

At a recent meeting of representative redwood operators at Eureka Major Davict T. Mason, forest engineer of Portland, was engaged. to direct a policy for the proper management of the cut-over lands and standing timber so as to insure a perm&nent redwood supply. The principal timber o'wners and mill operators behind this progressive movement are the Hammond, Pacific, Little River Red.wood, Dolbeer-Carson, Northern Redwood, Elk River and. HolmesEureka Lumber companies. This is the first time in the history of the lumber industry where lumbermen of any region have taken action of this kincl.

Do You Know?

/ that California has become the greatest hardwood flooring consuming state in the Union, with a steadily increasing volume of consumption.

rr Windly ExtrDreSSiOnS rl

Your journal is a humdinger-a go-getter-and har a punch thet is refreshing. I want to congratulate you and your rtaff. I alro want to thank you for the courteeier rhown Arizona and myself. I want you to know that we apprcciate your efrortr.-l. C. Light, Norman-Light Lumbcr Co., Miami, Ariz.

A recent isnre of your CALIFORNTA LUMBER MERCHANT har been placed on my derk and I murt admit, upon perural it at once riveted my attention and adrniration. The "pep" you have injected into the publication ir contagiour and you are to be congratulated on the rplendid rtart you have made. No need of your employing roliciton. A rample copy will bring resultr every time, and to pnovc it we herewith hand you our check for $2, covering one yeartr rubrcription.-W. L Macquarrie, Fxport Lunber Dept., American Trading Co., San Francirco.

It may be of interert to you to realize that this ir the firrt time in the write/r carerer that any trade paper has ever put before hiin anything that looked like a live inquiny.A. J. Rurell, Santa Fe Lumber Co., San Francirco.

I want to compliment you upon your n* publication. Incidentally I rubrcribed for it thir morning and rhall hope, therefore, to get it regularly and enjoy it.-R. F. Herilrratt, 'recretary-manager Cdifomir Redwood Arrocbtion, San Francirco.

We are for you and your jusc€ss.-fiernan Lumber Co., 112 Market St., San Francicco.

We are enjoying every iuue of yoru paper and are earnertly hopmg that your venture will be the succec that yow effortr ere to jurtly roeriting.-psepl6'r Lumber Co., Oxnard, Cd.

Go to it and good luck.-H. A. Fall, Harnmond Lunber Co., San Francisco.

FROM YET ANOTHER KINDLY CONTEITIPORARY

We hope your new publication will be ar succesrful ar he ttGulf Coast Lumbeman" and extend our bert wieher.Bolting Arthur Johnron, editor and publirher, Lumber World Review, Chicago.

ttYour pages are chuck full of the get-together, pull-together, rtick-togetrher epirit eo gtreatly needed today in the rankr of the wholerale and retail lumbermen of northe,rr California." (Mi$ Maude B. Forrerter, Lumber-woman, San Francirco, Cd.)

"We take plearure in entering our eubrcription for one year. You can cormt ur among ttore who wirh your.paper the bert of ruccegl.tt (W. J. Rou, Sunset Lumber Co., Martinea Cal.)

'You have a mighty good paper and we want to rharc it with eome of our friendr outgide the lumber indurtr5rr" wrote W. K. Kendrick, Salee Manager for the Valley Lunber Co., ar he entered a subocription for Thc Frerno Buildcnt Exchange.

A Commercial Imagination is a Merchanfs Best Asset.

(lur Flooring Specialties

WEYERHAEUSER'S TRADE.MARKED FIR FTOORING

END.MATCHED HEMTOCK FTOORING

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 somethirlg new and wonderful in the flooring line--Weyerhaeuser's EndMatched, Trade-Marked, Hemlock Flooring.

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

An order will convince you or we will send samples.

'

Selling Ideas

'We used to sell Things, in the retail lumber business. Now we sell IDEAS

Nobotly cares a rap whether you are in business or not except so far es you may prove of benefit to TI{FM. People are interested in TIIEMSELVES-not in YOU.

Selling the TIIING is incidental, because that is what YOU are trying to fispose of ; selling the USE OX'THAT THING is of importance, because that is what your customer NEEDS and can, therefore, be interested in.

He may NEED it and not be interested in it, because he may not have become CONSCIOUS of that need. But if he really need.s it, he can BECOME interested in it, through your efrort.

Selling IDEAS is no new proposition. It is as old as the everlasting hills; but it's new to entirely TOO many people. Regarding the sale of ideas, many dealers aro in the position of the college boy who was asked if he had "taken Greek," a4d who replied that he "Iladn'[ TAT(EN it, but had been EXPOSED to it."

If you have read TIIE CAITIFORMA LIIMBER, MERCIIANT you have been exposecl to it every issue for a few months.

Xrour thousand. years ago-if I remember conectly-a man named. SOLOMON thought, of a temple; he had an IDEA. And he wrote a man named EIB,AM and. contraeted. for some MATEII,IAIJS to materialize that IDEA.

Hiram took a contract to bring the logs by raft to Joppa and deliver then on the job. There you'have the ffrst IJIIMBER, DEAIT, ereept the one of Noah ancl his Ark.

Solomon had the IDEA, d.rew the plans and speciffcations, bought the material from Hiram, and the temple was builtTIIE IDEA WAS MATER,IAIJIZED.

And today, few men remember the name of EIRAM, the man who furnished the MATERIAL. But all the world from its cradle knows the name df the man who had the IDEA. IIE is the ian of WISDOM. There is food for thought there, Mr. Merchant.

IDEAS are the most practical of all things. EVERYTIIING is founded orr an IDEA. Every great structure ls simply the visualization, the realization, of the IDEA of sueh a structure.

And it is just in the degree that we have IDEAS anrt IISE TEEM that you will gain and hold prosperity.

The only m&n on earth interested in lumber, is the LIIMBEdMAN, and what is his interest? To get ricl of it, as quickly and successfully as possible.

Yet we BIfY lumber, a4d we TALK lumber and. we TEINK lumber; and how in the world do we expeat our customers to get any other idea from us if that is the only one we have to give. Yet THAT isn't the sort of itlea that THEY are interested in.

The very FrRST idea the merchant nust get, is that he is not in business to sell the goods he carries in stock, but rather to EEI-rP SOMEONE BIII THEM. TIIAT'S salesmanship.

You never really SEITTT a bill of goods. 'Wtren a deal is made by which your goods and the other man's ahange ownership, it is beeause you have sold that man on the IDEA of buikling something with your goods.

Ee isn't interested in the TEING, but is vitally interested in the X'IINCTION of that thing.

Sell him the IDEA and hell do the material purchasing.

More building is done in YOIIR, town whenever you eell the people of your town on the IDEA of more and better buildings. Antl if you sey there is not much builtling in your town, you axe simply saying that the people of the town are NOT soltl on buiklings.

Every human on earth has the DESIRE for SITT:I-rTER, and when you sell hin on the IDEA of some particular form of shelter, he will buy the naterials.

But you can't sell what you haven't got, so in order to .sell IDEAS you must have some in stock; useful ones.

You must have the idea of your business before you can sell CONX'IDENCE and TRUST

You must have the idea of your eustomer's needs, before you can sell builcling THOUGETS.

A.d you must have the IDEA-the VISION---of youi community if you are to builcl that community; and builcting that community is YOIIR, job.

So reach out in every d.irection, for IDEAS; practieal, attractive, useful BUIITDING ideas. Read everything that will give them to you. Meet your fellow craftsmen and see what you can exchange with them.

Stock yourself with building IDEAS and buiklinC MATEBIAITS will be demanded of you.

Crdit is the rympathctic ncrye of cornmerce. Ttcrc rae FGn who do not kcep $itJr with thorc from whom thcy buy. And euch last only a fittle while. Others do not keep faith with thorc to whom they rell. And guch do not lart long. To build on the rock one murt keep himrelf absolutely unrullied; a,nd he must make a friend of ach and dl to whom he aells and from whom he buyr.

w

Orc lumber you buy

Few pcrrou telc timc to givc pcnonrl ettcntion to dccting thc lumbcr to bc urcd in thcir honcr. Yct thcy inrirt on thcir favorite brand of rhirtr or rhocr bccaurc thcy Lnow that brand mcanr dcpcndability end maximun quelity for thc rmount rpcnt.

You buy rhirtr end rhocr many timcl in a lifctinc, but t homc only oncc. It ir your mort velucd po.ratdon. Eow important, thcn, to be rurc tho lumbor ir righg bGcaurG you will livc with it alweyr rnd upon itr quelity mry dcpcnd the pcrmencncc and bcrugr of thc hourc.

By idcntifying all itr lumbcr and lumbcr productr with e tradc-markcd brend" THE LONG-BELL LUMBER COMPANY bdievcr it har hclped immcerurebly to nrLc lumbcr buying caricr, morc convcnicnt end re6cr fort thc honc buildeeto erure hirr thet hc ir gctting full veluc for thc moncy hc payr.

ASK YOUR

To thorc who ray "all lunbcr looLr aliLo to Dcr" wc point to thcrc factr:

Long-B€U Lurabcr har becL of it 47 ycan of honorablc cntcrprirc.

L;ry-Bclt Lunbcr corner from cxccptional rtendr of virgin timbcr; manufecturcd in rnodcrn millr.

Lons-BGtl Lumbcr ir madc by rkillcd sq;[6s6-6cn who telc e pcrrond pridc in a produet bcaring thcir compeny'r Dlma.

Erch proccr of rnenufecturc rnd cech rtcp in thc greding ir undcr thc rupcrvi:ion of c:pcrtr who work to e rtenderd. Each log ir cut for purpo.c. for which it i. b6t edaptcd. Long-BGU Luimbcr ir of unifornr cuditt.

LONG-BELL LUMBER IlI TRADE.MARKED. THIS MEANS UNMISTAKABI.E IDENTIFICATTON_THE SAME KIND OF A BUYTNG GUIDE YOU DEMAND ON OTIIER MERCHANDITiE.

LUMBERMAN

roe Ign€=BerdL IImIrer Cguqp_glu

R. A. LONG BUILDING-Lumbcrmen rince 187L1(ANSAS CITY, MO.

Southern Pine Lurnber and Timb€n; Crcoroted Lrmrber, Timberr, Portr, Polet, fier, Piling and Wood Blockr; Cdifornie White Pine Imbcr, Sarh and Doorr, Standaldizcd Woodwork; Southern Hardwoodr, O* Flooring.

Big Vote Needed to Save Shingles

'lVhat are you doing, Mr. Lumberman, to help defeat the anti-shingle bill which will be on the voters' ballot at the November election?

Are you doing your share to arouse sentiment in your community to the importance of voting NO on this measure.

It is No. 5 on the ballot and every lumberman should see to it that he and his family and his friends and his neighbors go to the polls and vote to kill this bill.

As a matter of fact the lumbermen are pretty well aroused. and are joining very generally in the campaign, but in some guarters there is an apparent lack of interest-or laek of enthusiasm, anyway.

Indeed, the country newspapers are doing more than sone of the lum.ber folks, for they are printing column after column of publicity to call their readers'attention to the glaring injustice of the bill antl the terrible hdndicap it will place on the farmer and the home-owner if it is not defeated.

The headquarters of the lumbermen's committee in San tr'rancisco is in elose touch with the country press and is getting back whole baskets full of clippings showing how the newspapers of the state have responded to the appeal for honest publicity on this subject.

For those who are not fully familiar with the drastic provisions of the measure it may be well to read. the ofrending sections once more. Ilere they are:

"Every wooden buikling hereafter erected in incorporated town, city or city and county, shall have the exterior walls thereof and roofs thereon constructed of the same kind of materials and in the same manner hereinbefore provided for semi-fireproof buildings; provid.ed, however, that the exterior walls of any wooden builcling may be constructed of wooden materials or stuceoed. or Yeneered on wooden frame work."

'Which, boilecl down into plain language, means that, should this act carry at the coming election it will be illegal to build a house with a shingle roof in any incorporated community in California-city, town or village. It also means that if you live in a house now that has a shingle -roof you cannot in the future repair it with shingles. Beeause Section 68 of the same act provides:

"Every semi-fireproof building and wooden building hereafter erected shall have tlie roofs thereof constructed and maintained in good repair with materials as in this act hereinbefore provided for semi-fireproof buildings. "

There is abundant reason for the passage of sensible builtling laws with a view to lessening the great fire hazard, particularly in congested districts, in large cities, and in the industrial districts. There should in these sections be provision for fireproofing on the roofs and under the roofs.

But for the great majority of the people the most convenient and economieal rooffng is still the old reliable shingle. This is particulariy true of the small detached residence structures in the snaller towns and villages. For such structures it would be hard to dqvise a better, more economical, safer or more enduring roof than one of good,

air dried shingles, properly laid. The danger of such a roof taking fire from any external source is most remote.

r TEE TEBEE STONE CUTTEnS

The story of the three stone cutters has a greater meaning today than ever. To the first a stranger inquired, ttMy man, what are you d.oing?" t''Working for wages." ttAnd you?" he asked. the second cutter, "I am cutting stone." And to the thirtl he put the same question and he replied, "I am building a temple. "

To the passer-by they were all doing exactly the same thing, but to the man behind the chisgl one had. his attention riveted on w&ges, the second. merely putting in his time cutting stone, but the third was thinking neither of cutting stone nor wages-vision, he was looking ahead to the temple that would rise when these stones were properly shaped

If you go about the country and visit those in charge of retail lumber yards and. building stores, and ask the question, "'What are you doing?" One Fan will tell you, "I'm just sticking around. here until I can get something better." He'll never finat it. The second will tell you he is selling lunber, tunning a lunber yard. The thircl will tell you he is helping to build up and beautify the town, to make it a better place to live. Ele renders the people a serviee of value such as builcling homes and other buildings more beautiful and substantial than ever before.

"SHIilGLE SERUICE''

To the home builder between now and the November voting on the referendum conrirts of adviring your curtomerr of the value of Shingles ar a roof and wall covcring.

H.

We offer one of the be* nanufechrred Lrth in tlrc markctBright, full width and thiclmeos-up to grade-and nade from atrictly old g"ovrth ycllow Flr

New Mill at L. A. Harbor Under WaY

Actual milling operations at the plant of the Los Angeles Lumber Proflucts Company at Los Angeles harbor may be rrnder way by the first of the year, according to the present estimates of the officials in charge of construction.

Arno Mareen, prod.uction manager, has a force of nearly 1,000 men at woik, transforming the former plant of the I-ros Angeles Shipbuilcling & Drydoek Corporation i-4!o -a mod.ern sawmill. - Much of the old plant will be utilized, including the machine shops, docks and some of the administration buildings.

Machinery for the new miII has been bought in the East and. now is bn its way to Los Angeles harbor. The first unit will consist of a complete manufacturing plant, including sawmill, planing mill, box factory, dry kilns and' storage yards.

-

The company recently bought three shipping board steel vessels on the Atlantic coast and wiII bring them around' to this coast to serve in their lumber carryiug trade. As previously announced, the company has acquired a large acr.eage ofsplenclicl timber in British Columbia. This timber will be squaiecl near the source of supply, and-the squared-log-s will be brought to l-ios Angeles harbor on these ships. Eac! vessel wiII have a carrying capacity of 2,250,0OO feet of lumber.

The company is perfecting its sales organizationt !t pl.paration fof its merchandising campaign which will follow immediately the beginning of actual operations.

.Since a large proportion of its timber supply eonsists of spruce and hemlock, much of its finished. product will be in

the form of boxes and box shooks' These will be sold locally in Southern California to accommodate the fruit and' vegetable industries.

But a complete line of softwood lumber also will be manufactured and sold.

THE

Best Advertising Medium ON

EARTH

Is aThoroughlY Pleased Customer

RICEARDS COVEBING MUCH TERR"ITORY

U. G. Richards, who retired from the E. K.-Wood organization at San Franeisco last spring to devote his time to per; .oo"lunui"", is making good profress on his transcontinental u"io-otif. jo*o.y, accompanied by members of his family' f"iu"a. in'San trbancisco and Los Angeles received cards from him last week nrilecl at Yellowstone Park' IIe is trav;ii"s li;ilelWffiaing a fine time seeing the sights, he says.

Hammond Lumber Co.--Biggest Retail Lumber Yard on Earth

1-169 Angeles claims to have the biggest retail lumber yard. on earth. TIIE CALIFORNIA IJUMBER, MtsRCHANT believes there is little doubt as to the correctness of the claim.

_ The yard is that of The Hammond. I-rumber Company, a strictly retail yard serving the City of Los Angeles from one central point.

There is excellent reason for believing that this mammoth institution sells more lumber and buikling naterial than any other strictly retail yard. on earth.

Some of the grounds upon which this belief is founded will be briefly given, but it would take an entire issue to attempt to tell with any possibility of detail, the story of this very wonderful lumber plant.

Ilere are some of the highJights with regard. to the Hamnond. yard. in Los Angelen:

Entirely covers 27 acres of ground.

Carries in stock 15,000,000 feet of softwood lumber.

Carries in stock more than 2,000,000 feet of hardwood flooring.

Carries large and diversified stocks of hardwood lunber.

Carries huge stocks of sash, doors, millwork, paint roofings, hardware, fibre-board., plaster-board, cement, lime, glass, etc,

Sells an ayerage of more than 500,000 feet of lumber alone, every day.

'Sells more than a quarter of a million dollars worth a month of "side-lines."

Employs more than 200 people in the ofrice alone.

Employs more than 1,000 people in the yard and mill.

Keeps 43 salesmen busy calling on the trad.e in Los ACgeles.

Keeps 40 trucks eternally busy delivering the goods they seIl.

Keeps more than 50 horses and mules e4ployed inside the yard. alone.

Operates its own mod.ernly equipped'printing establishment right there in the yard.

The tremendous size of the institution and the volume of business being done, fairly takes, away the breath of the visitor. The entire plant is equipped and operated. for a maximum efficiency. They aim to keep every machine running at top speed without lost motion, and save labor in every reasonable way by the proper disposition of materials to that encl.

One traveling crane unload.s the cars of lumber and handles the lumber in the yarl, stacking it on both sides of each of four long paved runways, so that the orders may be fillecl with greatest efriciency, while at the front of the yard. another great traveling lum,ber carrier loads the trucks for city delivery.

To begin with, the ofrice building is a very attractive oneffnished on the interior to show the use of the lumber they sell. This building is big, well ventilated, well lighted, attractively finished, furnished, and equipped.

The millwork plant is a huge one, two stories high, equipped with scores of the latest wood-working maehines, and turnnig out everything from common sash to the most beautiful special doors, windows, interior features, cabinets, ets. It is one of the ffaest millwork plants in the whole country, and can furnish everything that goes into the most modern ofrice building. Parts of this great plant run night and day the year round., keeping up with the tremend.ous business of the institution.

Like the rest of the plant, year by year the growth of the business has forced. them to add new space to the mill, and still the call of the department heads is for,,more room.,,

There is a mammioth two-story warehouse that carries the millwork, both stock and special, ready for quick deliverS and in this warehouse is a wealth and variety of millwork that is staggering in volume.

Comprehcnsivc Vicw of Plant, Office, Storagc Yard and Trackagc of Largert Lumber Yard on Earth

"Eternal _ViEJance" ig not only the price of safety, but it is also the price of good collections.

THE CALIFORNIA LUMBER MERCHANT

In their paint department they carry $100,000 worth of paint for eyery use, stocking the products of the Caiifornia Paint Company, of Oaklantl.

In their roofing department they carry a stoek of about $125,000 worth of roofing at all times. Their principal stock is that of the Pioneer Paper Company of Los Angeles. They also have a rooff.g department for laying the heaviest of business building roofs. They unloatl their roofing from the cars by means of conveyor lines, which automatically count the rolls as they pass into the warehouse.

Their builclers' hard.ware department is in keeping with the remaind.er of their great institution, fiIling both floors of one of their big builclings.

Their great shed filled with every kind and grade of hardwood flooring is something worth looking at. It isn't often you see 2,000,000 feet of hardwood flooring piled. in one spot.

They carry a stock of wall boards, both fibre and plaster board. They carry several cars of Cornell wood board in stock, and also seII large quantities of the Schumacher line of plaster board, made in ]rss Angeles.

It is doubtful whether the visitor is most impressed with the great size of this institution, and. with the enormous business he sees being transacted, or with the splendid efficiency of the. operations.

They are tremend.ously and justly proud of the efficient methods employed. Every machine runs to full capacity,

all the time, and they aim to make all work go through with the least possible lost motion. They use high speecl machines throughout the mill, and labor saving devices in every department, reducing cost, and increasing the speed and efriciency of the institution.

And everything in and around. the plant is in perfect order. No trash, no refuse, nothing in the way or out of place, everything going like clockw'ork. It requires efficiency to handle, make, ancl move the building material they turn out every day.

And every department of this business is growing steadily. The executiyes say that in spite of the faet that'they have been constantly enlarging, spreading, improving, from every department comes the eternal demand for "more rooin" as the volume of business steadily increases. Many plans are in prospect for enlarging various departments to allow for growth.

They believe at this Hammond. yard that I-ros Angeles wiII be as big as Chicago before long, and they are laying their plans to keep up with this wond.erful growth

H. W. Mcleod is the General Manager of this wonderful institution, antt highly responsible for its greatness.

A. I[. Cuenod. is his very competent Assistant General Manager.

A. B. Hammond, of San Francisco, is the High Mogul of the great institution.

.A,n organization without co-operation is like a fiddle with one string; lots of noise, but no harmony.

Vicw of Hamrnond Lumber Co.'r Immente Dockr and Storagc Yardr at San Pedro

Salesmonship-Means Work

By JACK DIONNE

We hear and read much about the ..Science', of Salcsmanrhip.

Thc fint frmdamental of ruccesful ralecmanrhip, it WORK

To be a ruccecful galerma' in the lumber burineg rcquircs about cguel quantitier of both LEG and HEAD -ork, well mixed, and thoroughly applied.

A wise burinec man har wirely caid that if the average ralerman will make hir relling emulate hir golf, he will be a tremendour and thorough ,uscer! in any poeeible line of burinere.

In other wordr, if he will make it hir burineg to call on eighteen pror. pectr every day, and call on each of the eighteen with the nme intererf and enthuriarm with which he approacher every one of hir eighteen holer of golf, hc will be a big income man in epite of any obrtacler.

No matter how clever the ralerman may be in hir approac\ iq wonrt do much good if he doern't do enough APPROACHING.

Regardlees of how much "p""cht' thetr my be in hir rclling talk, or how mrrch finege there may be in hic adminirtration of tte ..dotted line', proporition for rignature, it won't help if he doecntt make hir effort often enough.

Tbcre are two wayr for the lunber merchant to increare hir sater.{rro FUNDAMENTAL methodr.

The fint ir to offer hie proporition to MORE PEOPLE.

Thc recond ir to ofier it.to thoae "MORE pEopLE" in more intercding rvay!.

show nore prorpective buyen intercrting wayr of USING your merchandire.

There are your bacic directionr for increaring your eale.

The 6r* rnean! LEG work; thc eecond Head work.

.{ndr like Hiawatha'e famour bow and arrow they are "ureleg each without tte other."

And in thir day of "relling lcience" we ane inclincd to believe that the FIRST of thcee obligationr ic morc frequently overlooked ttran t[e recond.

There are a world of men devoting their mental enetgicr to dircovcring wayr and meana for rucce$fully grabbing the order, once the prorpect ir reached, who get leg weary long before they reach a rearonable number of their prorpectr.

Bcgin your lirt of dling frmdamentale with that great word ..WORK" itr biS capital l,etterr.

Random ltems-Mill Run

PACIFIC CLAY PRODUCTS CO. EAS EXHIBITS AT L. A. INDUSTR,IAL EXPOSITION

Among the interesting exhibits at the Los Angeles Industrial Exposition now under way at Exposition Park is that of the Pacific Clay Products Company, manufacturers of a high grade line of vitrified clay, sewer pipe, irrigation pipe, drain tile, brick, flue lining, chimney plpe and other clay products.

As a matter of fact this enterprising firm has two exhibits -one in connection with the Whittier Chamber of Commerce and the other with the I-.ros Angeles Brrild.ers' Exchange. The company's principal plant is at Los Nientos, near Whittier, and the Whittier exhibit consists of an attractive tlisplay of specimen sewer pipe, conduits, drain tile, flues and chimney lining. The exhibit with the Builders' Exchange consists mostly of face brick, pressed, enamelecl and ruffIed brick and other construction material.

The company is a pioneer in the clay products industry of Southern California and. markets a large volume of its product through the retail lumber dealers of the state. Recently it has hacl offers for shipments to Ilonolulu and other confuming centers in the isles of the Pacific.

c. wAucrr succEEDs MTLLER LUMBER co.

V H. C. 'Waugh has succeeded to the business of the Miller Lumber Company on Manchester avenue, Los Angeles. He plans some improvements to take care of the growing business of that part of the city.

E. K. WOOD INTERESTS BUY I.UMBER, CARRIER

The E. K.'Woocl Irumber Company has purchased another of the Shipping Board's lake type boats for use in the lumber earrying trade between its mills in the state of Washington and its distributing yards in California. Thd name of this boat was the Lake Bridge. It is a companion boat to the I-.lake Shore recently purchased.. It is probable that the names will be changed when the vessels get around to this coast.

LONG BEACE CONTINUES BUILDING RECORD

The builtling boom at Long Beach continues unabated. Permits for nerd construction work for the first eight months of the year aggregate approximately $1Q,000,000 in value. The lumber dealers of the enterprising city by the sea are enjoying their fair share of the attending prosperity.'

WOOD USING INDUSTRY STARTS AT ALEA}IBRA

The new planing mill of the C. F. Braun Company at Fremont avenue and Mission street in Alhambra, now is in operation and. a good stock of lumber is on hand' This company intends to engage more or less extensively in the manufacture of wood specialties, including tanks and towers. A complete line of planing mill products also will be turned. out. The company has obtained a ten-acre site and will enlarge its plant as occasion requires. The unit now in operation is said to represent only the beginning of their ultimate activities.

"Thc

VITRIFIED CLAY SEWER PIPE IRRIGATION PIPE and DRAIN TILE

FACE BRICK-PRESSED, ENAMELED and RUFFLED

.

HIGH GRADE FIRE BRICK

ELECTRIC CONDUIT

FLUE LIMNG-CHIMNEY PIPE

STONEWARE-4LI.ALI,IIXING BOWI.S "Log

Lumber dcdcrr all ovcr thc Wcrt erc maLing morc profitr through hendling Hipolito Stock Sizc Scrccnr. Thcy 6t dl rtandard rize window opcningr. Writc ur for our rpccid proporition for lumbcr dcalcn-it'e a winncr.

to Stag with Vitrified Clag"

Yard, What Mill, Office ond Road

Live California Lumberrnen Doing I are

WESTER,N PLAMNG MILL CONCRESS TO MEET IN S. F. NOVEMBEB 23,24 AND 25

November 23, 24 and,25 arc the dates of the 'Western Planing Mill and Woodworking Congress to be held at the Palace Hotel in San Franeisco. This meeting is expected to bring together planing mill operators from all states west of the Rocky Mountains and is the direct outgrowth of the preliminary meeting held in Portland a few months ago.

"Better Methods in Planing MilI Business" is to be the theme of the meeting and all discussions rvill revolve around that subject. C. D. LeMaster of Fresno is the acting president of the association, and George M. Cornwall of Portland the acting secretary. The California members on the board of directors are: Earl D. Minton, The Minton Company, Illountain View; O. S. King, Charles R. McCormick Lumber Company, San Diego; E. O. Dufflee, San Franeisco Planing MilI Listing Bureau, San Francisco. The Arizona member is Clyde Pierce, Southwestern Sash & Door Company, Phoenix. A. E. Nickerson of the Paeific Sash & Door Company, Los Angeles, is vice-president of the organization.

IIeWITT TO REPRESENT MORRILL-STUBGEON AT S. r.

The Morrill-Sturgeon Lumber Co. has opened an ofrice in San Francisco under the management of C. E. DeWitt, wellknown lumber wholesaler and salesman. Mr. De'Witt. until recently, was the San Franciseo representative of the Griswold-Sand Lumber Company, also of Portland, and. previous to that was sales manaser at Portland for the R. J. Brown Lrumber Company.

BABB VISITS YEI,LOWSTONE PARK

O. If. Barr, president of the Barr Lumber Company at Santa Ana, is back in his office after a trip to Yellowstone Park. He also visited Denver and other cities in the Rocky Mountain country and reports a good lumber outlook there.

FOBGIE RETITRNS FR,OM TRIP TO PUCET SOUND

Robert Forgie, who opened an oIlice in Los Angeles on Ausust 1 for the Bloedel-Donovan Lumber Mills of Seattle and ndttngham, has just returned. from a trip to the Northwest. He visited the general ofrices at Seattle as well as the mills at Bellingham. He says the demand for lumber in that territory is getting firmer every day, but with two boats ehartered his company will maintain a good supply for the California trade.

DOR,RIS BOX FACTORY BURNS

The box factory of the Associated Lumber & Box Company at Dorris was d.estroyecl by fire on the afternoon of August 17, but the stock of lumber in the yard was saved. The plant had been running full foreil with a crew of more than 200 men. It is understood the factory will be rebuilt.

DeREYNIER, AND GAMERSTON JOIN TORCES

One of the newst wholesale lumber concerns in San tr'ranciseo is that of the DeReynier Lumber Company. The principals are E. DeReynier and H. B. Gamerston, two of the best known wholesale lumbermen in northern California. Both formerly were with the J. R. Eanify Company and. have hatl wide experience in buying, selling and shipping lumber They have established offices in the Santa Marna building.

PASADENA PLAMNG MILL SOLD

M. B. Rich has sold his planing mill on North Rose avenue in Pasadena to Charles C. Matteson, who will operate the plant under the name of the Matteson ManuJacturing Cornpany. He will produce a line of sash, doors, wind.ows, cabinets and other wood products. Mr. Matteson formerly was connected with the 'Western Blincl & Screen Qompany.

IIcCULLOUGE BACK FROM NORTEWEST

A. R. McCullough of the McCullough-Fagan Lumber Company, is back in his ofrice in San Francisco after a month's stay in the Northwest, during which time he looked after affairs in the Portland office while his partner, H. J. Fagan, was in California. Soon after his return south Mr. McCul: lough paicl a visit to Los Angeles and conferrect with B. W. Bookstaver, manager of the l-.los Angeles ofrice.

ROSCOE LUMBER, CO. STAR,TS AT BURBANK

The Roscoe Irumber Company has started operations, as a retail concern, at Burbank. The proprietor is I-r. F. Page, formerly in the retail business at Janesville, Wis., and Crystal Bay, Minn.

t-

J ALFRED JOIINSON JOINS FATIIER AT BENICIA

- George A. Johnson, well known retail yard operator at Benicia, has taken his son, Alfred, into business with him. Young Johnson has been connected with the Pacific Gas & Electric Co. at Mod.esto for the last year or so.

Plain or Quartered Oak Flooring

Red Gum Flooring

Beech Flooring

Hardwood '*fr8$Lg1nm'

Rough or Dressed Oak or Gum

Oak Wagon Stock

Parquetry Strips

AfOmatiC Rgd Cgdaf (crothes croset Linins)

Anything Else in Southern Hardwoods

LOOK THIS LIST OVER

Dry Kilning of Fir Commons Being Tried

A series of experiments have been started at the plant of the Wheeler, Osgood Company in Tacoma, Wash., on kibodryiug common ffr lumber.

The tests are in charge of Albert llerman of the United. States Forest Produets Laboratory at Madison, 'Wisconsin, assisted by a committee of lumber manufacturers of Oregon and Washington.

This, of course, is one of the most impoltant moves ever und.ertaken by the Qouglas fir industry, and. is fathered by the 'West Coast Lrumbermen's Association. It is the hope that the experiments will demonstrate a method of running common lumber through the dry kilns that will keep the knots from falling out. Particular attention is direeted to l-inch and 2-inch stock.

If this is acconplished it will mark the arrival of a new tlay in the Douglas fir industry. Under established methods, common fir lumber is surfaeed green, from the saws. It then is pilecl in the open air to dry. By the time it is ready to ship it naturally is discolored., and sometimes dirty. 'While it loses none of its strength and is just as valuable for praefically all uses in which common lumber generally is employed, it nevertheless is unattraetive in appearance and is at a sad advantage in those markets where it comes in eompetition with bright, clean-looking lumber that is surfaeed. 'after it is dried.

fn some cases it is shipped green from the saw ancl left to dry in the retailer's yard., or on the job where it finally is used..

The principal trouble heretofore encountered. in drying fir commons and. then running them through the surfa-cing machines has been the tend.ency tif the knots to drop out oi to pull out. As the wood ffbers around. the knots eontract. in drying, the knots of eourse become loose. If they don't drop out in hanclling they often are pulled out in planing.

Now it is this condition of unequal shrinkage between the knot and the wood. ffber that thi government experts are f,rying to overeome. If they sueceid in preventing a degrade of. more than eight or ten per cent in the kiln-drying plgcels it is geneially understood that their experiment"s will be considered successful. The "fall downJ', or d.egrades in air drying run from four to eight per cent.

_Kiln-drying colnmon lumber offers a great many economie ^adv_a-ntages to the ffr folks. 'While it woultt requiie a considbrable initial investment in kilns, it would-preclude the neeessity.-of_having an immense amount of capifal tied up in lumber piled out in the yard. Some of the larger mills in-the Northwest have as high as 75,000,000 feet in pile at one time.

- Kiln-drying also would reduce to a minimum the ground. for eomplaint agains-t the_ur,rdue shrinkage and the ine[uality in size of eommon fir. It is a well-estJtrtistred fact ttat ff"r lumber d.oes not all shrink alike and this often learts to difrieulty when lumber of varying sizes gets onto the same construetion job.

T-he Long-Bell Irumber Company, which expeets to start ils { operations within the coming year, have plans to kilndry -thgir commons as well as theii irppirs regairdless of the results of the_ gxperiments now urdei way.

ORBGON PINB PANBLS

Oregon Pine Panels

At our Los Angeles warehouse we carry in stock all sizes and grades of these 3-Ply Oregon Pine Panels, for quick service.

We can furnish carload shipments with facility from our big Tacoma, Wash. factory.

Woco QualiU

Wood Bros. at Santa Cruz Have Most Attractive Lumber Store

Santa Cruz probably has more mod.ern, progressive lumber merchants to the square inch than any other spot in California; and that is saying a great d.eal, for California is known the country over for its numerous up-to-date building stores and its wide-awake building mate4ial deafers.

But to get down to particulars about Santa Cruz. A few weeks ago we had the pleasure of presenting some pictures of one of the mod.ern lumber places of business in that enterprising city; tliis week we -are showing another.

It is that of Wood Brothers Company.

"'We believe we have gone one step in advance of theEastern and Middle'Western'building stores'," says George W. Wood, one of the owners. And any of the lumber folks who have visited Santa Cruz and who.also are familiar with

the best of. the modern stores of the East and South, ivill agree that Mr. -Wood is mighty near right.

In a city noted for its beautiful homes, Wood Brothers have sought to embody the spirit of their community in the style of architecture they have adopted for their own ofrice and. display room.

This is a typical bungalow, attractively painted and finished. It is elegantly arranged for business and display purposes. It is surrounded with plenty of good cement walks, with a ffne lawn, with shrubbery and flowers just the same as a woman who is shopping around for a home would want the home she has in her mind.'s eye to appear.

It is one of the show places of Santa Cruz. The picture shows the inviting appearance of the exterior, but of course

FOUR MILLION

Beautiful Bungalow Ofricer-ODe of the Shoiv Placer of the City

Wrigley will spend $41000,000 npxt.year for advertising Wrigley's gum, Wrigley says: "It would be the the easiest and quickest thing in the world for us to go broke if we would quit advertising."

does not give an adequate idea of the harmonious blending of colors between the roof, the side walls, the flowers and the shrubbery and the lawn.

But next come into the bungalow. You will fincl it finished and furnished just about the way the aYerage woman would want her home finished and furnished. Of course, no two women have tastes alike and it is not expected that visitors to the place will adopt the ideas here presented, as their own; but these id.eas are held. out merely as suggestions; they ean be varied. to suit the individual taste of the prespective home builder.

The important thing about it is that the attractive appearance of the exterior and. the tasteful arrangement of the interior serve to instill the DESIRE for a home in the minds and the hearts of the visitors.

In other words, IT PAYS.

Besides the exterior view we present two specimen views of the interior. One is the plan and sales room. Note its

attractiveness and. its very artistic equipment. The other view is what you see through the big plate glass windgy and which runi ac"oss one sidl of the bungalow and in which an attractive display always is presented

This particular display is that of a "folding" breakfipt room, fully equipped.

Here is a little room in which the cupboard, table, add seats, all fold up compactly when not in use, Ieaving a usefirl and. attractive little room in the home. The entire equipment for this sort of room is sold ready for installatipn bY this coneern j

Mr. 'Wood is an enthusiast on plan and sales room, dttractive oftices, and window displays. He reports that tleir business has d.eveloped constantly and steadily since th6y changed their place of business to'the "Pqlttg llom(" ofrici, and he f-eels very proud that he probably has one of the most attractive retail buiicling material plants in tle great state of California. I

Following the line of Ieast resistance makes both men and rivers CROOKED.

Open Air Play Teaches Importance of Preserving the Redwoods

"l!t'su, ofl 1he Rcri'l'tct's" is the rriurrt'ol'lltc itrrprt'ssivc tlrittn:ttit, spct:trtcltr prt'st'rr1t'tl rhrrirrg llrr'lirsl 1't'r'l't't'lis jtr tlrc (1lli1'olrria statc rr,tll'oorI lrrrlh iil I]ig I!rsirr arrd irr llrt St'rlttoiit giant 1'olt's1 irt Visirlia. Iirrt'li ol'1lrt'higlr t'lirss r'ttttrt;r irrrrrt'nt tlutrlitits ol' 1lrc lllar- is 1lrt. inrlxiltant ltssorr o1i irrrprt'ssirrg thc pt,oplt'o1'('alifolrriir rvillr tlrt: rrnirlrrc lrr':r rr1.t' of tlrt' Iit'cLr-oorls arrrI rrct't,ssit1' ol' 1lrt'st'r'r'irrg t]rt'rrr 1'or' 1ros1,cri11'bcfrtlc it is too lutc.

Joscph l). (,lrirrr1, t,lrairtuarr o1'tlrt'Sitvc thc Iit'tlu.ootls Lt'agttc, r'vas a grtt'st :r1 t hc o1rr'rrinq lil'rirIttctiott ettttI tVrrs rtlttclt irrrpressetl r,itlr tlrc lrl aJ-.

"Natrrre lrzrs lrt'r'rr so p'-odigrrl ri'itlr ('aliltirrriir llrirt l't'tLr rrot full1' apprcr,iatt' tlro l-orrrlt'r's rvlricli sntrorrrrtl rrs.'' saicl Mr. Clrarrt. "'l'lrt'st, Itedl-ootl trccs iirt) anlong tlic nralvels of tlie cartlr. 'l'lrcl ure rrot orlv lrt'irrtliful. 'fhcf irltr rrot onllgigantic. 'J'lrt,1- irrc urrirlrrt' i'orrrrrl rrol-ltcrt't'lst'irr all tlrc rvorid.

"'I'hesc 1r't,r,s lruvc lrt'rn savt,tl lrl ir far-siglrlcrl slrtlr', at tltc instirrrt'r,o1'oul St'rrrpt,r'r'ilurs ('lrrlr iurrl ortr rruruv cilizcns, l'lrose slriril r,orrrlrirrt's 1rir 1r'io1 isrir l'i1lr t'nclgf ir rrtI r'xllrtrsses ilself irr volrrrrlir n't'ffort 1o l)1'1's('r'\'('tlrt,r'orrrlrls l'i1[r l'hich rratrt-t't' lrits t'rrrlorvt'tl rrs.

" Orrl Savt' 1lrt' lictll'ootls Lt'irgrrr' is folrrrctl 1o slvc otlrer gro\:cs tlu'orrgJrurrt tirc 1t'ngtlr oll llrc Ilctlu-oorl lrt'lt: arrcl in this l'olli tlrr' pltrr- is ol irrcsl irrrirble r.alrrr'. li'ol it can'it's (-'ur lIr('ssitg('tlItruraticitlll-rtrrrl 0lotlltcrrtll'to irll rt'lLo attelItl, arrrl irirLs orrr eilolts lrl rnir kirrg rnitnil't'st llrtr rrscs, thc grarrr[orrr'.:rrrtl the sigri{it'irnt't,of tht'st'arrcit'rr1 lit'tiu.ootls."

J'I r'. (lrarrt saicl thrrt sint,t,tlrc fonrrirliorr of llrc Savc thc lictirvootls I.r('aguc rivt'r'1,(XX) ut.t'es of tlrt fi rrlst trecs trlorrg tlrr' ('llifonria Statc l liglru'r1' lrari bccrr prcst'r'r't,cl arrrl rL'rlir.irttrl as a st:tte piu'lt irl itrr t'xpt'rttlitrrt't'of lrirli a irrilliorr riollirrs. This. lrt'tlt'r'liu't'tl, r-as tltc bt'girrrrirrg <tf iL nrolt't'x1r'rrsivr' l)r'ograll to sir t't' t'r'ltlcsetttitl i\'(' ilreils throtrgltorrt tlrc lit'tLu'ootl bclt.

Thie is the PIan and Sales Room in Wood Bros. Modern Sotre

W. E. Cooper Lumber Co. Is New But Growing Mighty Fast

One of the fastest growing lumber concerns in Southern California, and one of the most progressive and energetic in its business affairs, is the W. E. Cooper Irumber Company, of Los Angeles.

The W. E. Cooper Irumber Company started business in Los Angeles just about a year ago. They started in a small way, hardly realizing the opportunity that was confronting them, or the extent to which their bysiness would grow in a few months

Today they are busily engaged in broadening, widening, building, and completing their plant, in the efrort to keep up with the great expansion of their business. They are enlarging, improving, and beautifying their already handsome and commodious ofrices, building new and bigger sheds, preparing for the installation of steam dry kilns, and otherwise equipping themselves to render their particular form of service to a constantly increasing trade.

The decided. success attending the efforts of the W. E. Cooper Lumber Company is in no wise accidental. It simply follows the individual efrorts of a man who has been making a series of successes in the lumber business for more than thirty years. Mr. W. E. Cooper has been one of the best known and most'aetive lumbermen in 'Wisconsin for thirty years. IIe started in the retail lumber business with his father in 1893, at Merrimack, Wis. A year later he bought out his father, and operated the yard himself. He is stillwith his associates-operating that same yard. It was a success from the start.

Mr. Cooper spread out years ago, and. has, for years, operated. a string of fourteen prosperous lumber yards, at thriving Wisconsin points. Today he still controls and operates seven yard.s at seven difrerent points in that state, as wq.Il as operating a great land, ranching, and timber company at Milwaukee, the Cooper-Hughes Land & Lumber Company, which operates in Wisconsin, Montana, and other gtates.

The Cooper yards in'Wisconsin a generation ago built for themselves the reputation of being service-giving lumber yards, at a time when actual service in the lumber business was something of a rarity.

And the same fund.amental ideas of the necessity for giving service in order to prosper that has marked the Cooper activities in Wisconsin for more than a generation, have been brought to California and. incorporated into the operations of the W. E. Cooper Lumber Co.

The W. E. Cooper Lumber Company of Los Angeles is a wholesale hardwood concern. It deviates from this line in only one regard, selling Iarge quantitieS of California sugar pine. Outside of this its total business is the distribution of hard.wood. lumber and hardwood. s.ervice.

Mr. W. E. Cooper came to California for the ffrst time on pleasure bent, during vacation time, a number of years ago.

IIe fell in love with the climate and sunsine of California, and later determined to live in Los Angeles. IIe moved. his family, therefore, and in order to provide business activity particularly for his son, Mr. C. M. Cooper, he created the W. E. Gooper l.lumber Company, and started the hardwood yard.

That was just one year ago. Today the Cooper yard and office is a place of constant and enthusiastic activity. They are particularly well located, a'spur of the Southern Pacific ending in their yard at the front, and a spur of the Santa Fe traversing the yard at the rear, so that they have a cleeicled advantage in railway facilities. Their first lumber shed. was soon doubled in size and capacity, and another big shed of the same size, running the full length of the yard, is now being built.

In this yard they carry eyerything in the line of hardwood that is consumed in California. They sell both in carload and in less than carload lots, making a specialty of supplying the small town lumber yards with their hardwood needs. American and Jap oak, mahogany and Philippine mahogany, maple, birch, beech, gum, hickory.,,in.various dimensions aud grades, are ready for prompt shipment.

This concern exclusively represents in this territory the "IXL" brand.s of hardwoods produced. by the famous 'Wisconsin Land & Irumber Co., at Hermansville, Wisconsin, which they claim to be the most perfectly manufactured of northern hardwood flooting. They also sell large quantities cf oak flooring of the famous "Perfection" brand., made by the Arkansas Oak Flooring Company, of Pine Blufr, Ark. This latter soncerh has recently started & new floorinp mill at Shreveport, I-.ra., doubling their output, a large part of which is sold in California.

The President and. owner of the W. E. Cooper l:umber Co. is Mr. 'W. E. Cooper himself, and he is also in active charge of operations. IIis son, C. M. Cooper, is treasurer of the company and actively engaged in its operations. He is a most enthusiastic Californian, and much in love with the new business they have been creating. Miss I. M. Williams, a native Californian, is vice-president of the company, and active secretary to Mr. W. E. Cooper, also handling their - publicity work, in which she is very actep{. Mr. F. P. Baugh is secvetary in charge of sales.

This is the very efricient personnel of the executive department, and it is a partierilarly efectirre one. Mr. 'W'. E. Cooper is as proud. of the fine progress of his California institution as he ever was of his old Wisconsin operations, and the whole force are putting a lot of epthusiasm behind their work that is bringing in results.

They are about'to install in their very attractive ofrices a long counter, eyery panel of which will be of a difrerent harddood, attractivgly ffnished, demonstrating the qualities and attractiveness of the finished wood.

..SHOTGUN SERVICE''

"Shotgun Service" is the slogan of a retail lumber firm in Oklahoma. Sorne little slogan, if lived up to.

That's one thing to remember about slogans. If you don't live up to them, the fact will be held against you. But the constructive and poritive thorrght on the eubject ie that when they.ARE good elogana, and ARE livcd up to, they are fine publicity.

Great Waste in lJnnecessary Grades and Sizes, Says Expert

That 40 per cent of the money expended. by the lumber industry every year is wasted-yes, sir, actually dissipated and thrown away-was the declaration of W. A. Durgin, special assistant to Secretary Herbert Iloover of the Department of Commerce, at the recent convention of lumber manufacturers in Portland.

Simplified practices, including standardization of grades and sizes would eliminate most of this waste, asserted Mr. Durgin, and save at least a billion dollars a year to the lumbermen of the nation. The chief source of industrial waste in this country, not only in the lumber industry but in scores of other industries, he pointed out, is "the universal prevalence of enormously excessive varieties of goods. "

of his business, varieties, sizes, brands and finishes, presenting axes to the careful buyer in the number of 6,964.

"fn boots and. shoes, though the survey figures are not yet available, the best authorities agree that the kinds, styles and sizes now offered the discriminating man, and more partieularly the discriminating damsel, runs well over a millibn.

.

t'f wonder,t' continued Mr. Durgin, "if you realize how far this cult diversification has gone-the cult whose creed seems to be 'give the buyer rvhat he rv6nf,s'-(shange the style every three months'-(szvs the freight through und.ersize'-'alter the dimensions, but don't improve the product.'

"As an example, take shot-gun shells. Some six months ago the National Ilardware Association found that there were being merchandised in this land of the free initiative 7,362 varieties of shells.

t'As a further example, in American flags there are twelve standard sizes worked out by Government departments. Analyzing a catalogue of a large flag manufacturer the other day, we found 289 varieties, not one agreeing with any of the twelve standards.

"An ax manufacturer carries through all his card records, his shop accounts, his salesmen's equipment and every detail

" Compared with such totals, you may feel that lumber is beyond criticism in its simplicity, but if you wiII extend lumber to its applications, you too, may be in the million variety class. The combined efforts of state and municipal engineers have succeeded in developing 260 different building codes.. The sizes of sash and doors are probably well into the thousands and in furniture varieties have run riot. Even for a tree you gentlemen have, I understand, thirty odd names for the same old pine and at least fifteen sets of dimensions for a 2x4, while when it comes to the grade of a board, you all agree at least, that opinions differ.

"Simpliffed practice in any ffeld, will, we believe, secure some, or all, of the following ad.vantages; it will decrease production costs, stocks, selling expense, misunderstandings and all costs to the user; simultaneously, Simplified Practice will increase turn-over, stability of employment, promptness of delivery, foreign commerce, quality of product and sweetest of all, profit to producer, distributor and user.

"In lumber, we feel certain that the standardizations and simplifications you have under consideration will secure these ad.vantages, and in addition, so elevate you in public conffdence as to remove any present criticisms and firmly establish you on the highest ethical plane."

Lumber Bg -Products, I{orth ond Sou th

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

NEW RATE OE 72 CENTS ON ALL LUMBER FROM NOR,TII OF PORTLAND TO ARIZ. AND N. M.

Under a new tariff filed with the Interstate Commerce Commission by the Southern Paeific, all points in Arizona and New Mexico will have a blanket rdte of 72 cents on lumber and. Iumber products from points of origin in Oregon and Washington north and west of Portland..

Portland and points south of Portland will continue to tenjoy a differential, the rate from Portland to the territory in question being 6712 cents.

The poiqt about the new rate is that it blankets all the points of origin in the state of -Washington as far north as Seattle, including Grays Harbor and Willapa harbor and all points on the Spokane, Portland. & Seattle Railway in Oregon. Heretofore rates from points in that territory varied according to the distance.

The new rates beeome effective September 6

CREDIT MEN VIEW L. A. HARBOR

A number of Los Angeles lumbermen joinecl in tbe outing of the Building Material Dealers' Credit Association on the harbor Saturday, August 19. The party were taken in a Iaunch as guests of President McKee of the Harbor Commission. They saw all the development taking place there to accomodate the growing volume of lumber shipments. They wound up Saturday evening at the Virginia Hotel, Long Beach, where they had a banquet and entertainment.

AIR,PLANE PIIOTO PROVES GOOD AD

An airplane photograph of a part of the Eagle Rpck business distriet, including practically all of the plant of the Eagle Rock Ilumber Company, has been on display in the office of that company for the last few weeks and has attracted much attention. Emil Swanson, proprietor of the lumber company, says it has attracted many people to his place of business and has proved an exoellent advertising stunt.

ANOTIIER, R,EDWOOD TRACT IS DONATED

R. C. Chapman of Santa Rosa has donated to the state a seven-acre tract of redv'ood timber along the south fork of the Eel river in Humbolt county. This tract, along with others similarly donated, will be made a part of the state's redwood park system

COMPTON VISITS CALII'ORMA

Dr. Wilson Cornpton, secretary-manager of the National Lumber Manufacturers' Association, stopped in San Francisco on his way home from the association meeting in PortIand, and called on the lumber folks of the bay district. He visited the ofriees of the California White and Sugar Pine and the California Red.wood associations and renewed acquaintance with his personal friends in the city. An informal meeting was held with officials and members of the associations

eA Hint of eAdequate Sipply

in raw material. OI particular interest to all branches of the trade desiring an assurance of prompt, efficient service in California Sugar and White Pine Lumber requireiments.

embodies the finest quality of mountain grown timber, giving maximum soltness and fine texture.'W'e solicit your schedules for wide fitfish, factory plank, lumber, lath and mouldings-and also pattern lumber.

$et in touch vith us promptly

Take This Spa

It would take a lot of r on every lumber merchant ir selling talk.

It would cost considerd typewritten communicatiotr, most of them go the waste

Butforavery reasonabl space, and tell every Californ wha t A ou mean to him(and t

De for lnstance

bn.y to makea personal call iCalifornrd, to present Aour

lle to even send a printed or lmbodying your message (and Lsket route).

flnvestment, you could buy this Idealer, in an interesting w?Y, I waste basket wouldn"t get it) . lco, AND vRITE YouR coPY.

UP AND DOWN THE

GOVER,NMENT LASOR,ATORY STAR,TS TESTS IN IYIETIIODS OF'AIR, DRYING REDWOOD

A series of investigations in the methods of air-drying redwood lumber will be started early this month by the IJnited States forest prod.ucts laboratory of Madison, Wis., under the personal direction of James D. Studley.

Mr. Studley already is on the ground and rrill begin his experiments at the plants of the Union Lumber Company, the llammond Irumber Company, the Albion Lumber Company and the Little River Red.wood Company. This investigation is similar to that already undertaken in the Southern Pine regions. After completing his work in the redwood districts, Mr. Studley will conduct similar tests in the white and sugar pine industry.

EiLLIOTT JOINS McCOBMICT ORCAMZATION

IF. W. Elliott, for the Iast five years with Pope & Talbot, has joined the sales force of the Charles R. McCormick Lumber Company. Mr. Elliott will call on the trad.e in San Francisco and the territory adjacent to San Francisco Bay.

WITSON BROTIIERS OPEN OFEICE IN L. A.

Wilson Brothers - Co. of Aberdeen, Wash., have opened an office for Southern California in the Union OiI Builcling, Los Angeles. Charles E. Kendall is the sales representative in charge. The company has had an office in San Francisco for a great many years. The 'Wilson mill at Aberdeen is one of the largest on Grays Harbor and ships a great proportion of its output to the California market.

We have ready for prompt rhipment from ow Bay Point, Cal., plant, a considerable quantiy of 414 No. 1 PORT ORFORD

Shop

\ile are large manufacturerr of Douglar Fir and rhip in our own boatr to San Pcdro doclc for Southern California seroice, at frequent and regular intervdr.

PIIOEMX LUMBER,MEN ON WESTERN VISIT

Charles and Ed O'MaIIey, comprising the O'Malley Lumber Co. of Phoenix, Ariz., have been visiting in Los Angeles and other California points the last'week or ten days. They report business good in their part of the state, with a steady growth in the volume of builcling.activity in Phoenix.

SAN FERNANDO YARD DAMAGED BY FIRE

The yard of the Coast Lumber Company on San Fernando road, Los Angeles county, was damaged by fire last week. About ^251000 feet of ,common lumber rys destr'oyed and some of the sheds were slightly damaged.

WOOD AND WALKER BACK FROM NOR,TII

W. H. Wood of the San Francisco office of the Hart-Wood I:umber Company, and George H. Walker, manager of the Los Angeles ofiice, are back from a trip to the mills in the Northwest. They also visited Portland, Seattle and. other lumber centers and report the mills well equipped with orders and considerable new business coming in.

CAIIALAN ADDS LUMBER, LINE AT BURLINGAME

The Cahalan Company is the newest retail lumber enterprise at Burlingame. Harry A. Cahalan is the manager. Mr. Cahalan has been in the feed and fuel business at BurIingame for the last ten years and has added a stock of lumber, mouldings, sash and other lines to stock a modern yard. Mr. Cahalan is well known in his community and is r:njoying a good trade.

Psychology is the study of the human mind. Students of salesmanship know that the first and most important step in making a sale is to create a state of mind on the part of the prospect favorable to the article offered.

The real estate salesman usually finds himself in trouble when he sets out to sell a house in a neighborhood where the rest of the houses are shabby and unattractive. The pro,spect reacts mentally against the property, on account of the unattractive surroundings.

.Now take the reverse of the picture. The real estate man takes his prospect into a neighborhood where the homes are bright colored and well painted. The instinctive impression

from the surroundings is good. The attraetive paint on the other houses, helps him make his sale.

Thus the real estate man in every town is, or can readily become, a big paint booster; a promoter of painted builtlings. Because they help him to sell homes and home builcling property. In his own behalf he will preach the doctrine of "paint up and fix up," beeause it means to him easier sales, more sales, better prices, better profits.

There is much opportunity for mutual "back scratching" between the real estate man, and the man who sells paint and building materials.

Are you working them double in YOUR town?

Many Californians Own Their Homes

California cities make a good showing, in competition with other cities of the country, in the federal census reports showing the number of dwelling per 1,000 of population and the percentage of homes owned by the occupants.

Oakland ranks second in the number of dwelling per 1,000, being outranked only by Indianapolis. The number of dwellings per 1,000 in Indianapolis is 2281' in Oakland it is 219.

, I-.,os Angeles is in fourth plaee,.with 216, just below Columbus, Ohio, with 218. Portland, Oregon, with 212 dwellings per 1,000, ranks fifth.

I Toledo, Ohio, is in first place in the matter of percentage of homes owned with 49.4 per cent, and is followed by Balti. more. Seattle. St. Paul. Akron. Portland and Rochester in the order named.

Paint Supply For Lumber Dealers

Oakland leads the California cities with 42 per cent of its homes bwned by the occupants; Los Angeles has 34.7 per cent, and San Francisco 27.4 per cent.

OAKI.AND HAS GOOD BUILDING YEAR

Approximately 916,000,000 of new building has been authorized in Oakland since the first of the year. This figure marks the highest record of building activity in the history of that active community. It is nearly twice as much as was authorized in the same period of 1921. For the first seven months of 1922 new construction work, for which building permits were issued, aggregated riearly $14,055,000. While figures for the month of August are not complete, it is probable that they will bring the total for the eight months up.close to the $16,000,000 mark.

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 materials are made for the contractor who knowc what materials will do to assist in so painting the lumber as to improve itc acceptability.

WE HAVE A PAINT PROPOSITION FOR LUMBER YARDS. Will be plcared to rubmit it on requert,

Back of all ruccessful merchandising is the agedefying maxim: "HONESTY IS THE BEST POLICY.''

Among the Deolers

BETTINGEN BUYS MANNING YABD AT IIIONROVIA AND MAY ACQIITR,E OTEERS

William J. Bettingen, who recently bought the ShirleyAllen yard at Eagle Rock, has completed purchase of the yard of the T. L. Manning Lumber Company at Monrovia. Myron Etienne, secretary-treasurer of the old company, will remain as manager of the yard under the new ownership until such time as the business is permanently organized.

Mr. Bettingen, whose home is at Pasadena, has successfully operated a line of yards in the prairie provinces of Canada for more than a decad.e. His headquarters are at Winnipeg, and his operations are conducted under the name of the Imperial Lumber Company.

It is understood that Mr. Bettingen plans to establish a line of yards in Southern California, but probably will buy out existing plants rather than start new yards of his own.

EIGMAN NEw OWNER OF SIIERIII/A,N LUMBER CO.

Browrr Iligman is the new owner of the Sherman Irumber Company, a successful retail enterprise at Sherman, a sub.urb of l-.los Angeles. Mr. Higman is an experienced lumberj man.

NEW YAR,D AT LONG BEACE UNDER, WAY

The San Pedro Lumber Company, is proceeding energetically with plans for its new yard at Long Beach. Permits for eonstruction of the necessary new buildings were taken out Iast week and represent a proposed. expenditure of approximately $20,000. A complete and up-to-date plant will be built.

KEI,SO NOW WITII WOODS-BEEKMAN

T. P. Kelso, well-known retail operator, has acquired..an interest in the Woods-Beekman Lumber Company at Beverly Hills, Los Angeles, and is taking an active part in conducting the business of the concern. The Beverly Ilills district is u.ndergoing rapid development and the lumber business of th9 community is flourishing.

/ JoENsoN-ANAwALT ADD pLAurNc ITELL

J Th" Johnson-Anawalt l-rumber Company is equipping the yard at Montrose with a modern planing mill. This will enable the company to manufacture window sash and specialities to accommodate the growing trade of the district that the yard serves. Charles Bozarth will be manager of the planing mill operations.

SAN GABRIEL VALLEY LUilBER, GO. TO BIIILD NEW YARD AT AR,CADIA

A new and modern yard soon is to be erected. by the San abriel Valley I.lumber Company in Arcadia. A site has been bought and construction of the plant will begin at an arly date.

The company has been in business in the San Gabriel Valley for nearly twenty years. H. J. Miller, president of the Company, is one of the pioneers of that locality. He and W. F. Marmion, secretary of the company, were assoeiated in the wholesale lumber business at San Pedro prior to establishing their present organization.

OR,ANGE COUNTY MEETING POSTPONED

On account of the absence of a great many members on their vacations, the meeting of the Orange County Lumbermen's Club, scheduled for Wednesd.ay eriening, August 23, has been postponed. It probably will be held toward the Iatter part of September, at Santa Ana.

EEATON SUCCEEDS STABK AT IIAYWAR,D's

J. C. Stark has resigned as manager of the Hayward I.lumber & Investment Company's yard on San Fernando road., I.los Angeles, to become connected with the executive offices of the Sunset Lrumber Company at Oakland. Mr. Stark is a retail yard operator of wide experience. He came to California several months ago from Kansas. His successor at the llayward yard is F. L. Ileaton, who has been with the comparly for some time.

RED CEDAR SHINGLES

A CAR OR A CARGO

When gou think of Shingles think of IIS

We rpccialize in rhlngter both green end dry, all grada. Watch our weekly quotation rhectr for pricet. Your order will receive thc conrideration of our cntire organization. Noithern California ordcrr rhould go to Seattle. Southern California and Arizone to Lor Angeler ofrice.

Honesty isn't ttre best way: it's the ONLY way.

And RELIABILITY is the next best thing to honesty.

The unreliable man is almosl crooked.

Ilere is Another Collection ldea

We have been mentioning clever id.eas for assisting in bringing in slow collections.

Here is one that appeals. It is used. by a Chicago firm, is perfectly good natured throughout, and is notable for its originality:

Attached to the mon PIN, and the " Gentlemen : ttHere's a pin.

Ietterhead near the salutation' is a comletter reads as follows :

"Looks a good deal like any other pin-doesn't it?

"But this isn't an ordinary or garden variety pin. It is a really and truly magic pin.

"It will relieve you of a lot of bother, and us of a lot of worry. It will set you square with us, and help us square up with the other fellow. So be careful and. don't lose it.

"Better be sure of it and play safe, for it is the pin you will want to use to attach your check to this letter in payment of the statement enclosed.

" Thank you for the check... No charge for the smile we hope to get out of this little letter.

"Yours Expectantly,

"P. S. Please hurry. We want to use this magic pin on another fellow. "

F .A. WARNEB IIONORED BY COOS BAY LUMBER, CO.

The F. A. Warner is the name the Coos Bay Lumber Company has adopted for its new steel lumber steamer, formerly known as the Cotton Plant. This is in recognition of the valuable services rendered by Mr. Warner during the time the companX was in receivership.

MODEL CAMP COMPLETED BY WEED LUMBER, CO.

What is regarded as the most modern as well as the most attractive logging camp in the country, has just been completed by the Weed l-lum,ber Company at Antelope Creek, Siskiyou county. Among the new buildings are 100 fourroom houses, a two-room school house, a moving picture theater and entertainment hall, and hotels to.accommod.ate the unmarried men. The town has been laid out according to latest scientific methods to make life for the residents comfortable and pleasant.

ASKTNC FOR DETATLED qUOTATTONS

Some of the requests that retail lumber dealers are always getting from ffnicky people who are trying to shave the last nickle off the price of the lumber they want, remind us of the request for quotations received by the surgeon, they tell about, whiclh read as follows:

"Dear Doctor-Am in the market for bids on one operation for appenCicitis I one, two, or five-inch incision-with or without ether-also with or withgut nurse. If appendix is found to be sound, want quotations to include putting back same and cancelling order. If removed, successful bidiler is expected to hold incision open for sixty days, as I expect to be in ihe market for an operation for gall stones at that iime, and want to save the extra cost of cutting. "

We've got the quality of goods to supply the Southern California lumber trade, and above all, we have the ability to give unequalled service 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 il-l

We carry in stock a big gupply of fir and white pine doorg windowq and sash. Also glass. Also fir and redwood columns, fir and redwood garage doors. WE

C. J. Blanchard of Nebraska Has Original Advertising Ideas

'Walthill, Thurston county, Nebraska, is a long distance from California and somewhat removed. from the t'beaten paths of travel, " but it is important in a merchandising way because it is the home of one of the keenest retail lumber dealers in the universe.

His name is C. J. Blanchard and he is the manager of the McGregor Brothers & Co. yard at that place. What Emerson is supposed to have said about the world hewing a path to the door of the chap who preaches a better sermon or writes more convincing advertising copy seems to prove true in this particular case, for the Blanchard name and the Blanchard fame have.spread far beyond the confines of Thurston county, end even beyond the borders of Nebraska itself.

For Mr. Blanchard's advertising genius and his modern merchandising principles have won him prominece. He has addressed conventions of lumbermen in various parts of the lliddle West and specimens of his work have been exhibited at the county fairs and industrial expositions.

Mr. Blanchard's fertile brain and facile pen are supplying the folks of his community with a unique quality and character of printer's ink; through the extravagant and prolific use of which he is providing a liberal education on the uses q.f building materials. In.the language of Shakespeare and Dempsey, he "wields a wicked write."

Acrostics are his chief delight, and they make a form of reading which is at once absorbing and entertaining. A recent advertisement in. his local newspaper, occupying a quarter page, shows a house and floor plan, and the picture of a little child with Smilirig countenanbe, the ccimbination suggesting immediately the happiness_ that radiates from home ownership.

The caption reads: "Our 'Winning Number-A llome Of Many Ecstacies." Take the first letter of each word in this line, set them down in their ord.er and note the result: " Own A Home. " The remainder of the reading matter is a complete description of this home, and the lines constructed in such a way that the first letter of each line, reading down the page, spells, "Hardwood Interior and Floor;" and the last letters reading down, spell "McGregor Bungalow Complete. "

Mr. Blanchard does not confine his publicity to newspaper advertising, but issues a mass of circular matter. A sample acrostic is headed "Lining Up Mechanically. Builcling Eraetly Right." The f.rst letters of the words spell "I-.rumber." After calling attention, acrostically, to the drop in lumber prices, the circular winds up with "Satisfying Every Requirement Valuing Incliviclual Contentment Essential, " the initial letters of which spell the word " Service. "

Paints, oil and varnishes are given the same character of publicity, and coal is also well advertised.. When it comes to rhyme and blank verse, Mr. Blanchard shows'a large amount of talent. Altogether, it is evident that he has not operated in a small or half hearted way. His manner is unique, his ideas are clear and expressive of experience and shows close touch with the business. It is his individuality in adveitising that has given it added value.

As a home and building booster, Mr. Blanchard. takes front rank. Note the photo reproduced'herewith. The set of model buildings inclucles a home, a barn, a hog-house, gr&nary and corn crib combined. These are life sized models, not miniatures, depicting before the eyes of the prospdct the actual completed building.

This set of models was placed. on exhibit at the Thurston County Fair, where they made a big hit. They are now set out prominently in the company's yard at Walthill, being one of their chief factors in the 1922 builcling eampaign.

SAY IT WITH PLANS

Model Buildingr in Yard of McGregor Bror. & Co. at Walthill, Neb.

Mr. Dealer:-

Here is another 3-column newsPaper advertisement that makes a building appeal from a most practical and potent viewpont{redit. Use it as you see fit.

BUILDING OWNERSHIP IMPROVES

Have you ever stopped to think what potent credit statement those words have come to mean)

In almost any community, home membership has come to mean a guarantee of good citizenship; of good moral credit.

Ald this is true of all us-eful tuildings. No other possessrons-neither cash nor bonds-mean as much to you in a credit way. THIS

IS BUILDING TIME

"He Owns His Own Home"

Redwood Association Has Fine Service

California lumber dealers who want to speed up their sales with intelligent, construptive advertising do not have to go far from home now to get practical and helpful service and co-operation.

The Caiifornia Redwood Association has prepared a series of high grad.e electros to be used by the local dealer in his home town newspaper. Each one of these electros carries an effective illustration of one of the numerous ways in which redwood can be used, together with a forceful meisage describing that particular use.

These electros are ofrered to the dealers at actual cost. Space is provided for the dealer's own name and address, so to all intents and purposes the redwood advertisement is his Yery own.

The association also has prepared a comprehensive booklet giving some practical sales helps for the d.ealers. These "Dealer Helps" are distributed free.

While the association has prepared the booklets and the advertising service, it does not attend to the distribution. That is left to the inrlividual manufacturer, or his representative, from whom the dealer regularly obtains his redwood. lumber.

All ord.ers from the dealer, therefore, should go to his regular source of redwood supply.

R. F. Hammatt, secretary of the association, recently placed this service before the dealers of the East and Middle West, where it was received. with g-rea-t enthusiasm. The same servrce now rs available for California and Arizonal dealers.

Your Home

Redwood insures

restful beauty and quiet content for living room and den, because this wood has unusual charm of color and grain. :: ::

IVrite or phone f or building materials.

DEALER'S NAME HERE

'6Dhd.,ndW'

A Long Life

You insure safety and long life when you buy tanks, vats and pipe of Redwood. They last for generations without shrinking, swelling or warping.

Write or phone'for building materials.

DEALER'S NAME HERE '(H,kW'

California Cities Show Good Building Gain Over Last Year

While California cities show a distinct gain in the volume of building activities for July, compared with July, 1921, they likewise reflect a pronounced loss from the high record of June, according to official returns compiled by. the Ameriean Contractor. '

Fear of car shortage for building materials, seasonal inactivity, the railroad strike and other factors are held responsible for the July decline.

The comparative figures for ten principal California cities, for July,1922 and July, 7927, arc as follows:

_Julv. 1922_ _JulY. 1921_

Among other cities in the country Detroit, Boston, Philadelphia, Milwaukee, Kansas City ancl Pittsburgh also showed declinep.

Aggregate permits in Los Angeles for the first seven months of the yearwere $67,523,268; in San Franciseo $26, 380,743; in Oakland, $74,055,416.

Three t{rings are neceqsary to sell lumber successfully: The first is BACKBONE, The second is BACKBONE, and The third is BACKBONE.

The

Valley Dealersto Picnic Sept. 16 and L7

Here is some good news for the lumbermen of the San Joaquin valley and Central California generally !

The San Joaquin VaIIey Lumbermen's Club has arranged to have an outing at Huntington l-lake, Saturday and Sunday, September 16 and 17, and has invited members of the Central California and the Sacramento Valley clubs to join them.

Of course, the women folks and the children are going along. Ancl just as like as not a lot of fellows from San Francisco, I-.ios Angeles and other parts of the state are going to try to claim a right to be there, too, and they certainly rvill be welcome, say the Valley folks.

Anyway, plans are coming along in good shape and the outing is sure to be one of the most delightful events in many summers.

J. C. Ferger, president of the San Joaquin VaIIey Lumbermen's Club, has appointed a good, live committee in charge of arrangements. It is headed by F. Dean Prescott of Fresno. The other members are F. G. Ferguson of Clovis, and William F. Baircl of Madera.

J. G. Martin'of Fresno is chairman of the entertainment committee. Acting with him on that committee are S. M. Kellner of. Fresno, F. F. Minard of Fresno, Virgil Routt of Fresno, and Irwin Frane of Reedley.

T*re big idea is to leave Fresno, by automobiles, at 8 o'elock on the morning of the 16th, stopping en route at one of the mountain pine mills to inspect the operations; then going on to a convenient tavern for lunch and reaching Huntington Lake about 5 o'clock in the evening. Dinner and lodging wiII be obtained there. The hotel, or lodge, is big and comfortable.

The entertainment committee is arranging right now to get some high class talent for the after-dinner festivities. A high-powered orchestra will be taken along to furnish music for the dancing and for other requirements of the trip.

But the excurSion will ofrer opportunity for more serious diversions, too. If possible, a brief but informal business meeting'will be helcl at the lodge. The party will visit the power houses of the San Joaquin Iright & Power Corporation and of the Southern California Edison Company, and will take a trip over the famous scenic road constructed by the Southern California Edison Company at a cost of $80,000 a mile. Travelers who have been over this road. say that the mountain scenery along its route is the most picturesque in the entire state-and that is qujte a reputation to attain, and maintain.

The program for Sunday calls for breakfast at the lodge as early as 7 o'clock, followed by a sight-seeing trip overthe

Watch for "PAUL

environs of the lake. At noon a barbecue luncheon will be served. at the lodge.

The return trip will be over a different route than on the outbound journey, but just as attractive from a scenic standpoint. It is intended to get back to Fresno by 7 o'clock Sunday evening.

President Ferger and other members of the San Joaquin Valley I.lumbermen's Club particularly invite the wholesale lumbermen and. manufacturers of the state to join them on this outing. The trip will be entirely by automobile.

The New Horne Galls

By A. M. Conner, Sacramento

The old HOME stands on the green hillside And is sheltered by swaying trees; The garden is bright with fair spring flowers That bencl 'neath the passing breeze. There are graveled. driveways and portals wide, There are towers that are fine and tall; But I stand at the gate in the fragrant dusk, And I hear the new HOME call.

The new HOME waits in a quiet vale, About it is never a tree; But my dreams and fancies bring to view The gard.ens that are to be.

Vines ancl flowers that we shall plant- f see them all in my dream; , 'While the daylight dies and golden stars Like beacons above ne gleam.

Dear old HOME on the green hillside 'With your memories of days gone by, I shall often think of your beauties rarePerchanee with a longing sigh.

But the little new HOME in the quiet vale Is calling-calling to me i And in faney I walk with joyous pride Through the gardens that are to be.

BUNYAN"

SOMETHING NEW-A GREAT SELLER-A GOOD BI.'Y

Lath

REDUCES BUILDING COST. Sheathing and lath combined in one piece+ne letr item of material to buy. Saver Labor. Speeda building. SUBSTANTIAL A solid job of rheathing, perfectly bonded to stucco. DURABLE. No metal to corrode. Preventr cracking. Manufactured and Dirtributed by

The RED RIVER LUMBER CO.,'.?#;;:.:r:B't::::

LOS ANGELES

J. D. Ricard, Mgr. 832 Union Oil Bldg, Phone Pico L085

Mills and Factories

R. F. Pray,lResident Mgn wEsTwooD. cAL.

SAN FRANCISCO

C. R. Wdsdom, MBn. 307 MonadnackBldg.

Phone Ganfield 922

PAUL BUNYEN hero of olil-tire lumbq qmp fables. Illuttrateil bakof thee funny storiea ruileil fre, Send us your

What Home Ownership Does For A Man

The story is told of the old mother cat who lived on one side of the street, and the Airdale dog who lived on the other.

- ordinarily, when the dog wandered acroaa the street to where the cat lived, the cat promptly "beat it.,'

But now and then there came to visit the mother cat an occasional batch of kittens.

When THAT happened, and the Airdale dog wandered into the cat'r back yard, thin-gs were different. There waa a tanlle of rnarls, a bushel of flying claws and teeth_, a cyclone of ofiended felinJ rage-and the dog few for hir life, nor pauced in the manner of his going.

why the change? Because with the RESPONSIBILITY which thore !itt-en1 brorrght, came the vision of her rights as a motherl faith in her ability to defend her young_; co-urage to face the otherwise fearsome intruder; and ttie energy to go through with the charge that brought victory.

And folks, ttrat's what HOME does for a man.

_ The-rerponribility of q HOME; a HoME to live in, to work and save and-sacrifice to pay_!gr; a HOME of his ovrn with au ttre world outside; a citadel where he is KING.

-It tings to him,- also, the proper vision of his citizenship; faith in himself and his opportunities; courige to meet his responribilitiei'and hir prob- lema; energy to go through with his responsibilities-as a REAL home o*ning citizen.

What a grand character builder, is HOME.

Something About Redwood

In California is a vast Redwood. forest, more than two thousand. years old. Ifere huge buttressed trunks rise for hundreds of feet to pierce the atmosphere of the Coast Range Mountains. At their feet grow, in wilct profusion, flowers, ferns and mosses of indescribable beauty, while in the earth beneath are huge fallen trunks, monarihs of a by-gone age, sound as the day they were uprootecl by the gales that wafted Columbus from the old world to the new. ' Far back in that pre-glacial era when the sabre-toothed tiger hunted the dinosaur, and strange saurians wallowed. in the ferny jungles of a country very difrerent from the California we know, the Redwood. forests were widely distributed over the northern portion of the earth. Then Spitzbergen had its Redwoods, as did Italy, Greenland. and Alaska, while the entire Pacific Coast,.from Vaneouver south to Santa Barbara,"supported a luxuriant growth of the genus Sequoia. Next the glaciers came down; and after centuries retreated; the dinosaur and the sabre-toothed tiger vanished.

But the Rodwoods lived on !

woods are replacing those of the East, what is to become of our Redwood forests? 'WiIl they continue to live, or will they, too, vanish from the face of the earth?

The U. S. Forest Serviee is authority for the statement that there still stand over ?0 billion feet of virgin Redwood. timber. Of the original one and. one-quarter million acres more than 850,000 acres-or 7-10 of the total-remains intact; as beautiful, as untouched by axe or saw, as unspoiled as on that day, long before the ad.vent of the whites, when Sequoyah (for whom the tree was named) invented. his syllabie alphabet and conducted for the tribe his crude Cherokee newspaper. And the Redwood cut, as compiled and pubIished by U. S. Government sources, averages some 500,00Q,000 feet each year, so that, with this annual cut and with^a stand of 70 billion feet, our virgin Redwood forests'shou 140 years.

Meanwhile, what of the new growth? For new growth follows the cutting of the old; follows it with a rapidity and. surety unknown to anSr other commercially important

In an area restricted, to be sure, from that of theti tree species in the United States. age of the tertiary period, but even so more than one an one-quarter million acres of vigin Redwood forest remai to sway in the breezes whieh wafted Columbus from the world. to the new; one billion feet of good sound Redwood timber was left, after the ice age, to be scorned. (because, they said, it worked too easily!) when the men of forty-nine shipped around the Horn to California.houses of oak, of spruce, and bf pine. But todaS when the various produqts of those same Redwood. forests travel east by boat and by rail to build New England. homes-now, when 'Western

lutely unique among all the lumber producing eOnifers of the world. Its common and usual method of perpetuation is by means of sprouts; sprouts which emerge, as is the czlse with,the common willow (ancl with equal profusion), from the stump of the old tree. The vitality of the stumps is phenominal, their life seemingly without end; facts which ex. plain, perhaps, the profusion and the rapid development of that which is today forming our second growth Redwood forests. Professor Willis L. Jepson is authority for the

Typical Stand of Redwoods in California Forest

statement that young Redwood often attains a growth of from 4 feet to 6 feet six inches in height in a single year. The Forest Department, University of California has of record. second growth Redwood stands of 30,000 board feet per acre in 33 years, 55,000 feet per acre in 45 years, while one

area averages the'enormous total of 137,000 board feet per acre at an age of but 48 years; a second. growth Redwood forest five times as heavy as the average vigin forest of California pine ! Technical foresters assert that natural reproduction and the rapid development of this second growth may be depended upon to replace the virgin timber, provided only that fire be -kept out. And since Redwood grows only in the fog belt and is naturally a fire resistant wood, the forest fire danger is exceedingly slight.

And man-attracted. alike by the great commercial value of the wood and the physical factors which assure the perpetuation of the species -is now actively supplemeniing those natural advantages by applying to his forest properties the principles of scientific silviculture. Just recently the manufacturers of fiftyfive per cent of all the Redwood produced annually (manufacturers who are also owners of sixty-ffve per cent of all the Redwood held by operating companies) have retained techuical foresters and. seculed plans by which their forest resources may be made self-perpetuat-

REDWOOD

It means much to the dealer to hnow that he can make his Redwood purchases from big, well equipped mills, capable of supplying hil every Redwood need at all timer.

We Prdduce Annually at our Own Plantr approrimately l4OrOOOrOO0 feet of Lumber and Forect Products, Mortly Redwood.

We are able and anxious to serve you.

Logging Scene tin Californir Redwood Forert

HAVE YOU A DEFINITE FALL SELLING CAMPAIGN?

ing. Protection from such few flres as may occur is assured. A forest nursrey is established and artificial planting, to enlargb the quantity and improve the quality of second. growth forests, is actively under way. Investigative work is started; closer methods of utilization are being enforced, and as plans develop and are accepted the Redwood region of California should be managed as carefully, as conservatively, and with as mueh certainty of final results as are the national forests under the administration of the foresters of the U. S. Forest Service.

I-,rong before the end of our virgin commercial Redwoods -=well within that l-40 year period ere the last of them shall be cut-iecond. growth Redwood will have replaced the parent forest. Meanwhile, Iarge and representative areas of virgin growth are already set aside and are being pre_ served intact so that posterity may see for itself the beauty and the glory that is -theirs, and theirs alone,

The future of our Redwood forests, for commercial and. for scenic purposes, seems well assured.

California Redwood is one of but few native woods classed by the United States Government as ,,very durable." It does not rot, either within doors or without, above ground or below. It is immune to the attacks of decay-producing fungi and of insects. Redwood is light and can be worked up at a minimum of expense for labor. Its surface offers perfect resistance to the elements, and since it takes and holds

paints, stains and varnishes remarkably weII, without warpage-or shrinkags, it has become standard for siding, shingles and exterior trim.

Insurance companies in California, where Redwood lumber is manufactured, are so sure of its fire resistant qualities that they prefer Redwood risks. And the Board of Fire Underwriters publishes a standard basic rate of 80 cents on Redwood lumber in yards as against a rate of $1.50 for other lumbers !

Redwoo{lras become well known as a "specialty" wood, because of its many remarkable qualities. For tanks and silos it is world-famous; for ice cream cabinets, wood.en pipe, brooders, incubators, caskets, cooling to.wers, green houses, etc., it is nationally known. For any wood. uses that demand damp resisting qualities, Redwood is used, for it will not rot, even when exposed. to the worst of damp conditions. fn backwoods districts of California, Redwood. is often used as chimneys for houses, showing how remarkable are its fire resisting qualities. fts immunity from decay makes it an ideal wood for tunnel timbers, foundation work, mudsills, fluming, posts, poles, etc.

Redwood is destined to be one of the best known woods lf the world. To a very considerable degree it is being used for the same purposes as Southern Cypress, as they possess many of the same qualities. The stands of Redwood will last for generations after the last Cypress tree in the South is cut.

SUPERI(IR BRAI{D

how much siding shorter than ten foot lengths has to be used on California bungalows.

_ Is it not a part of the extra service that Jack Dionne has been preaching, to show your custorners the advantage of buying shorts instead of long lengths?

We can ba-ck-you up in that service by furnishing specified amounts of short lengths, the Q_uickness of shipment being in proportion to the percentage of short lumber you- can take.

A kiln dried board has more moisture inside than on the surface.

Oak Flooring made from resawn kilndried lumber has but one DRY surface.

SUPERIOR BRAND Oak Ftooring, all thicknesses, is equally dry on both sides as it is not made from resawn lumber.

Manufactured by

OTO WORLD ANTISTRY FOR AMERICAN HOMES

-And at Modqate Cost!

Parquetry (design) Oak floors have long been preferred by the fastidious home owners of Europe and SouthAmerica, and, too-by the wealthier residents of our own Eastern cities. Ileretofore, however, the cost of design flooring has been prohibitive to the average builder's purse.

BRUCE Design OAK FLOORING

Now meets the dealer and his customert the avuage buil,iler, on the common ground of rnodqate costfor this beautl ful flooring, by reason of the Bruce method of quantity production. Bruce Design Oak Flooring may be installed at a final costwhich is but slightly high, er than that of standard strip flooring.

' Patterns are finished 13/16 inch thick arrd 2Y+.inch or lTz.inchface. Stock is tongued and grooved on opposite sides, grooved at each end and fitted with slip tongue splines.

Wite today for qrctations and our nen, catalog desuibing and illustrattng a wide ,uarigty of designs, instructive and useful information

E. L. BnucE CoMPANY, Manufacturers

Frcnch Hcingbone Derign

UP AND DOWN THB STATE

NATIONAL MANUFACTURINC CO., DETROIT, OPENS OFFICE IN L. A.-MEILSTBUP IN CEAR,GE

The National Manufacturing Company, manufacturers and wholesalers of hard.wood and pine lumber, with headquarters at Detroit, Mich., have opened offices at 73L H. W. Hellman Building, Les Angeles, and. will specialize in Michigan, 'Wisconsin and Southerr hardwoods, aII hardwood. flooring and California white and sugar pine.

CarI F. Meilstrup, formerly eonnected with R. Hanson & Son, well-known Michigan lumber manufacturers and for the last two years with the Fred Golding Irumber Company, of Log Angeles, will have charge of the l-.los Angeles ofrice and look after the business on the Pacific Coast. Mr. Meilstrup has a wide acquaintance among the Iumbermen and his many friends wish him and his new connections all kinds of- success.

NEW BUSINESS A,T R,EDWOOD ITilLLS NEAR, R,ECOBD _CUT AND SIilPMENTS ALSO UP

Orders totaling 10,378,000 feet for fourteen mills make the week ended, August 19 the third largest in point of new business since the first of the year, accord.ing to reports of the California Redwood Association. The two periods when this volume was exceed.ed were the previous week ended August 12, and the week ended May.27, when new business totaled 10,397,000, and 10,717,000 respeetively.

Shipments for the week ended. August 19 by fifteen mills, increased. 2,000,000 feet over the previous week, or 7,885,000 feet, while production went up to 9,554,000 feet at the same mills.

BOTTS AND MoCOI{NELL ON BUYING TRIP

Among recent visitors to California were R,. C. McConnell of Philadelphia and Minor E. Botts of the Botts-DeSall l-rumber Company, Chicago. They eame to the Coast to buy lumber and. to get away from the comparatively hot weather of the East. Mr. McConnell returned home via the Northwest, while Mr. Botts stopped in Los Angeles and. other Southern California points.

TIE BORING MACHINE AT WILMINGTON

The Southern Pacific has installed. a new boring and per- forating machine for treatment of railroad ties at its creosoting plant at Wilmington. The installation was made by D. W. Edwards, representing Greenlee Bros. &.Co. of Rockford, ql. It is the second of its kincl to be installed on the Coast, the other being at the plant of the Charles R. McCormick Lumber Company at St. Helens, Oregon.

PATTEN RETUN,NS FROM NOR,TEWEST

I{enry S. Patten, of the big Los Angeles firm of Patten & J)avies, has returned from a trip through the Northwest. Mr. Patten made the northbound trip by boat, shipping his car with him. He returned. by naehine all the way, stopping at various points of interest in British Columbia, 'Washingt?n, -Oregon, and northern California. He called on many of his friends in San Francisco on the way down.

IBA E. BBINT, MERCEANDISING ENTEUSIAST, . ON SW|ING.AR,OUND CIRCLE

Ira E. Brink, the enterprising manager of the Diamond Match Company's yard at Woodland, has just returned from a trip through the Midclle"West and South. He stopped at Los Angelep and San Francisco on his way home.

Mr. Brink is of the opinion that the average California yard is much more progressive and much more alive to the requirements of modern merchandising than the average yard that he observed on his travels.

Mr. Brink himself is an advertising and merchandising cnthusiast, and has installed many up-to-d.ate trade-getting ideas in his store at 'Woodland. In fact the Diamond Match Company thinks so well of his genius along this line that they have appointed him inspector of their big string of retail yards in northern California.

}IAR,MION ON NOR,TEERN TBIP

'W. F. Marm'ion, secretary and treasurer of the San Gabriel Yalley Ilumter Co., San Gabriel, has been visiting in San Francisco and vicinity for the last week or ten days. It is a combined. business and pleasure trip. Ife is inquiring into market conditions in the Bay dstrict.

OIJVE LU}IBER CO. IS IIEW CONCERN

The Olive Lumber Company is the name of the newest retail lumber enterprise at Olive, Orange county. The firm began business there some time ago under the name of Witwer & Gardner.

SACRAMENTO EAS GOOD BI'ILDING YEAR, Builcling records at Sacramento show that the present year is one of the qbst active in recent history. Permits for June, JuIy and August were greater than in the corresponding months last year. Aggregate value of new buildings this year to date approximate $4,000,000

OAIJFOBMA SIZES MAY NOT BE AFTECTED IITEOOVER, STANDARDIZATION PROGBAM

California lumbermen naturally are interested in the present movement, organizecl by Secretary Hoover of the Department of Commerce, to standardize sizes in lumber, for it is important to know whether the California sizes will be maintained or not.

Robert B. Allen, secretary-manager of the West Coast I.,umbermen's Association, who has been acting for the I)ouglas fir industry in the standardization conferences, advises THE CALIFORNIA ITIIMBER MERCHANT that thecluestion of sizes seems to have made less progress in the standardizdtion program than some of the others. He writes:

The simplification of nomenclature, equalization of grades and the grade marking of lumber are working out fairly well, but no such record has been made for sizes.

"Naturally the California trade will be most interestetl in a 13-16-inch board and a quarter off on two-inch dimension. What will ultimately be done with these sizes it is impossible to forecast at this time. "

t'Merchandieing may pay in rome lines, but MY bucine$ is different." (Att excerpt from the business diary oI gOVo of all business failures.)

HOO.HOO DOINGS and SAYINGS of TOlt{

MANY KITTENS BEING R,OUNDED UP FOR BIG CONCAT AT ARCII BEACII, SEPT.9

"All eyes are turned toward Arch Beach, where the big- gest Hoo-Hoo concat of recent years will be pulled ofr on Saturday, September 9."

This 'stereotyped expression of the old timey country n_ewspaper is about the most adequate means of describing the circumstances surrounding the forthcoming gathering in which all Southern California cats will join. -

The way the boys are falling over each other to make reservations indicates that but few members will be absent when the Great Black Cat once again assumes dominion over his realm.

And it is going to be a sad day for those 1nor, unfortunates who cannot make the grad.e and partake of the fun; for the committee has a daring, dazzling and diverting entertainment in store. fn fact, the social features are going to be the strongest card of the session.

As the women and ehildren wilt go along, dancing, nusic and vaudeville entertainment will be among the attiactions. Nearly eyeryone is preparing to make it a two-day, outing -Saturday and Sunday. But those who cannot siay over Sunday will have plenty of fun Saturday night.

They hacl a claSs of 68 kittens at a recent concat in Tacoma and it is a good bet that the class at this concat will be almost as big.

All members are urged to turn in their names of prospective kittens to B. W. Bookstaver, 730 Van Nuys Building, J-;os Angeles.

From San Diego and from various points in Orange county come reports that big groups of stray kittenF are being rounded up and that enthusiastic delegations of dats will join !n th9 palty. Los Angeles, of course, and other points in fros Angeles county, will send scores of cats and fittens.

Arch Beach is well equipped to take care of the crowd. The tavern is large and has just been remod.eled.. It wiil accommodate the entire party, but reservations should be made in advance. A gootl automobile road makes it easily accessible or it can be reached. by stage from Santa Ana.

JULIUS SEIDEL, PAST SNARK, TELLS L. A. CATS OF I}IODER,N IUMBER, MEBCIIANDISING

^ Julius- S_eid9!, -prominent St. Louis lumberman and past Snark of the Universe, was the guest of honor and speiker

at the regular meeting of the l_.los Angeles Hoo-Hoo at City Club last Thursday. Mr. Seitlel told of his personal experiences as head of the order and. explained the wonderful benefits accruing to the lumber fraternity of the Midc[e 'West through its activities.

He also explained some of the methods employed at his big lumber establishment in St. Louis to ttirect public attention to the use of wood. The St. Louis retailers. generally, h-e declared, have adopted modern method.s in conducdng their business-cost fipfing, high class salesmanship, mei chandising ald advertising being promiuent in the catbgory.

Curtis 'Williams was the very graeeful chairman of t[,e day and presided over the meeting with characteristic dig- nity.

..A UESSACE TR,OM TIIE SITAR.K''

IIOO-HOO, the l-:umbermen's Organization, having in mincl its mission of X'riendship, Confidenoe and Education, thereby enabling its members to secure Ifealth, Ilappiness and Long Life, extend.s personal invitation to all members and to lumbermen at large to attend the annual meeting at Detroit, September ?th, 8th and 9th.

The same hold that this organization has upon its organizers and those who have devoted their enegries to its progress is sufficient indication to all lumbermen that its great mission can be fulfillpcl, ancl that it has work to accomplish in bringing together lumbermen in all branches of the industry as no other one organization possesses. BE SUN,E TO COME.

E. G. GRTGGS (2234), Snark of the Universe.

ABIZOITA TAITETUL WILL STAGE BIG COITCAT AT STATE FAIR,IN OCTOBEB

Disciples of the great Black Cat living in the enlightened state of Arizona are planning a monster concatenation coincident with the state fair at Phoenix in October.

_-{oh3 C. Light of the Norman-I-.right Lumber Company at Mrami, state counselor of the order, is making the prelim- inary arr-angements, but he is assisted by a livelnd hirstling buneh of IIoo-Hoo brethren. It goes-without saying thal the session is going to be one of the most notabte in the annals of the noble order.

_Parson Simpkin is going to be there. (That is worth a w.hole paragraph itself.)

A number of other Iloo-Iloo dignitaries will be present and a lively delegation already is organiaing in Los Angeles to go over ancl join in the festivities.

Mr.-Light advises that some of the more precocious kittens ready are scratching at the door seeking ad.mittance to

enchanted realm and that the rlore shy and. bashful ones be corralled before the day of the big event.

ABIZONA AND NEVADA DISTRICT IN FIBST PI.ACE FOR IIEW MEMBEBS

District No. 10, presided over by Arcanoper C. D. IreMaster wins the honors for the greatest numbef of new members initiated into the Order in the year end.ed August 9.

'With a total of 130 kittens it takes first plaee. This dis- district comprises, California, Arizona and Nevada.

District No. 1, comprising the northwestern states and British Columbia, and presided over by Snark E. G. Griggs, is a close second, with 128 new members. A total of 62ti new members were initiated in the EIoo-IIoo universe at large.

ft seems that honors just can't help staying away from ttl-reet'.

@l,t*ffi,$t, l@

..TEE'' WILL NOT ATTEND DETROIT MEETING

C. D. LeMaster of Fresno, supreme arcanoper, will not be able to attend the annual convention at Detroit. He hacl hoped right along to go, and had made his plans to go, but business detains him. "I-lee" is secretary of the San Joaquin Mill Owners' Association, and is getting read.y to open an office at Sacramento in addition to his main office at Fresno. His associates in the eapital city will be read.y for him about September 1, so he cannot go and leave them. Parson Simp- kin will do the honors for California.

MORGAN SAYS RETAILERS ARE ACTIVE

F. L. Morgan, secretary of the Southern California Retail Lumber Dealers' Association, has returned to his ofrice in Los Angeles after a trip through Orange and. San Diego counties. Ile says the retail dealers everywhere are enjoyrng a prosperous se&son.

DOOR, ASSOCIATION EXHIBITS AT EXPOSITIOII

' The Unitecl Sash & Door association has a first class exhibit at the Los Angeles exposition now under way at Exposition park. Nearly 50 separate patterns of d.oors are d.isplayed, all presented in different f:rishes and. swung on hinges so visitor$ can see how they look in place. The exhibit is housed. in an attractive builcling.

L. C. STEWART EEADS SUDDEN & CEBISTENSEN '1

LUMBER, DEPT._EISE JOINS SALES FORCE , \./

A. B. Cahill, who recently was elected president of Sudden & Christensen, has completed a number of important changes in that organization. Mr. Cahill has been with the Sutlde'n & Christensen organization for many years and has been acting head of the company sinee the death of -Walter Rasor a few weeks ago. Prior to his recent election, by the board of d.irectors, to the presidency he was secretary of the company for a long period.

L. C. Stewart has been made manager of the lumber department of Sudden & Christensen, sueceeding to the duties performed. by Mr. Rasor prior to the death of E. A. Christensen last spring. Mr. Stewart is one of the best known lumbermen in the Bay district. For the last two years he has been with W. Ir. Comyn & Co. and the Ocean Lumber Co., and for seventeen years prior to that, was with the Eammond Lumber Conpany. Mr. Stewart is popular in San trhanciseo and is helcl in high esteem by the lumber fraternity.

Dudley R. Else, formerly with the California & Oregon Irumber Co., has joined the sales force of Sudden & Christensen. Mr. Else will work in the San Francisco territory.

SWAFTOBD URGES USE OF UORE EARDWOOD

H.'W. Swafford..of E. J. Stanton & Sons, was the pricipal speaker at the Lros Angeles lumbermen's luncheon at the City club August 17. Mr. Swafford pointed out that while Lros Angeles is noted for its beautiful homes there is a sad. lack of hardwood. finish in the interior. He urged lumbermen generally to encourage the use of more hardwood, declaring that it will result in better homes and the consequent use of more wood. of all kinds.

The Mail Order Man

Even today we still hear reports of mail order hou$es taking home bills away from dealers by selling in their territory. In the old days that was common, but much less so now.

It is interesting to consider why the dealer should lose business to the mail order man.

'What ctid that other fellow, off somewhere, d.o to get that ord.er

X'irst, he ADVERTISED something that the consumer was interested. in. He never got that order by running a card in the local paper, saying: "'When in the market for lumber, call on us," did he? Not on your life.

Ele advertised a IIOME-a complete home ready to be built and permanent onee it was built. THAT was what interested the fellow who patronized him. IIe advertised. that way because he KNE'W that that was what the customer was interested in.

The mail order business has Iived simply because the mail order man has mad.e a business of studying the'situation in the line he wants to sell, and then DOES what his juclgment tells him must be d.one in order to meet the public d.emand..

Lots of retailers woir't get out of their rut, even though they see the possibilities in io doing.

The mail order man ALWAYS caters to the public denand.

THEN, what did the mail order man do? IIe says in his ad: "AII possible advice and. assistance are given the customer while the house is beins erected. The customer is AIJWAYS RIGHT.,,

You see? He is talking SERVICE. He promised to take a lot of builtling trouble off the buyer's shoulder, antl that interested him. Now, the local lumber dealer can AT,WAYS furnish his trade at least as much for his money, both in materials and SERVICE as the mail order man ean, Itrl EIl IS ON THE JOB. It's when he isn't on the job that the mail ord.er man gets the business.

The local retailer is a NECESSITY. The community needs his wares as much as he needs the community CASH. Just exactly. But not every retail lumbernan is alive to his opportunity. Many of them fall by the wayside because of their indifference to the rights of the public.

A few years ago the retail lumberman sat in his ofrice and waited for business to come to him. TODAY he is a HUNTER;. IIe goes out gunning for business with a cloublebarreled. shotgun; one barrel his stock, the other his publicity-service.

You can't get them with the ffrst barrel alone any more. You've got to "give them the other barrel." That's how the mail ord.er man gets AT,Lr his business; with the SECOND barrel.

You must SERVE if you would SEIrIr, and the biggest part of your job is to inform the customer what you can d.o for EIM to EIS advantage.

PIIBITICITY is a great opportunity for the lumber merchant, but it is more than that.

IT IS AN OBIJIGATION IJAID IIPON EIM BY CEANGED CONDITIONS.

California Uses Many Bridges Built of Wood

California road building authorities are reporting excelIent results in the use of creosoted Douglas fir piling antl timbers in the construction of highway bridges.

Here is a photograph of a bridge at Sheldon, Sacramento county, in which creosoted. fir piling and timbers have been employed throughout. ft is a neat looking job ancl is calculated to withstand the wear and tear of the heaviest an,il fastest highway traffic.

'The bridge is 300 feet long antl the eost of construction, by using creosoted wood instead of' subdtitute material, effeeted a substantial saving for the taxpayers of Sacramento county.

But the big advantage in the use of creosoted fir is in the atlclecl life it gives to the bridge. A structure of this kincl is sure to stand-even under the strains and stresses of heavilyloaded trucks-fully 40 to 50 years. The creosoted treatme4t prevents decay and the length and strength of the fir fibers keep the bridge from wearing out. In fact, there are many wood bridges in the West today, built 30 to 40 years

Could a coal and railroad strike tie up your business?

We hope it won't, but if it should stop your logging operations for a week, a month, or even Ionger, 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, /ou Garvery easily.

This car will handle men, euppliee, rails, section crew8, tieg or any other load up to 6ve tons faeter than a locomotive-and at a small fraction of the expense. With it you do not have to keep a locomotive steamcd up during a shut down to do chores about camp.

Woodcn Highway Bridge in Sacramc,nto County ago, standing up well under the unnatural demairds of automobile traffic, although designed before automobiles and trucks were eyen thought of.

Sacramento county is going in strong for the use of treated fir. Another notable example in that county is the Antelope bridge-a distinct credit to the ropd builtling authorities there. Many other California counties are adopting this means of saving money and adding length of life and sirvica.bility to their bridges.

rRANK PABAMMO, BACK FnOM TnIp TO ![ORTE, REPOR,TS ITfiLI,S LOADED WITH ORDEBS

Frank Paramino, of the Paramino Lumber Co.. has returnetl to San Francisco after a ffye weeks'business trip to the Northwest. Mr. Paramino visited Reedsports, Willamette Valley, Portland, Centralia, Tacoma and Seattle lumber districts. IIe made the trip'by machine and took several pleasure trips, including a trip to Paradise Inn in the Rainier National Park.

Mr. Paramino reports business very good in the North.. The mills have more business than they can handle, stocks are broken and depleted, and business is very hard to place. The recent rains in the Northiyest will relieve the situation to sone extent, as most of the logging camps have started operating again. However, he states that there will be a log shortage until spring as the forest fires played great havoc ancl it will be necessary to replace many bridges anal cqusiderable other repairing before logging operations willget back to normal.

Figure up the time you have been ghut down during the paat year and eetimate the cost of doing odd jobs with a locomotive during thege idle periods This expense alone would go quite a way on the' purchaee price of a Model 4-40 Gas Rail Car. Thit ic jurt one of the ways it will lavc you dollarr. Write us for other waya in which it will cut down expenses and for full information.

spEctFIcATIoNs

Cepacitr-10,000 lbc.

Srroodr-4 to.20 milcc pcr hour in cithcr dircction, four - cpccdc forward and f:our cpecda rcverrc, equippcd with gcar driving trangmision.

Mginum GradeVith 10'000 lb. load, tcn per ccnt. Driv+On all four whcelc.

A:lcr-Chromo Vanadium Stecl with all working parts complctely cnclorcd.

Crcan 4hrome Nickel Steel running in oil.

Bcaringr-S. R B. Ball Bcaringa and Timken Rollcr bearinga thrbughout. Thcre arc no babbit or bronzc bearingr to give troublc.

WbiCr---Cart Stccl, 24 in. dia., 6 i,". facd.

Frrn+All Stcol.

Cab-Metal conrtruction or madc to order.

Skagft

M.A.C.

Mr..Paramino was aaccompanied ,by Mrs. Paramino. Utility

The Dealers'service Room

No dealer should ever build himself a Service Room u:rtil he has first convinced himself that his real business is selling Building-Service. If he ISN'T convinced of that. he,won't use his Seryice Room.

If he IS convinced of this, then he will tay out his Service S,oom and equip it exactly in accordance with his estimates 'of the requirements of his community, and he will be proud of it as one_ place in which he has the privilege of exercising his best salesmanship. IIe will then rnake i success of hii Service Room, for he will put HIMSEITF into it, and no Service Room, regard.Iess of its equipment of MATERIAIT things is somplete until it possesses a living, enthusiastic, competent PERSONALITY.

The question of what to put into the Service Room can best be answered by the individual dealer. Ilowever, he should not make.the error of underestimating the requirements of his community or its appreciation of progressiveness. The time and expense of visiting other dealers who have provided. themselves with Service Rooms, will be well spent. No two dealers, even in the same town, will design and. furnish their Service Rooms alike. It should be more than a show window. It should be in intimate connection with the office, yet separate from it.

The IDEA behind the lumber d.ealer's Service Room is that the dealer should use his knowledge and experience to teach the consumer the proper use and application of his materials. to help him select the right materials, to give him information in construction methods, and in the planning of his buildings, and such other assistance in building as will make him a contented. customer, pleased with the'service he got from the dealer. Thus this service will be the means of keeping the customers he has, and of bringing new ones

as he becomes recogniZed as authority on building material and buildings.

The Sale Room is to add to the Service Room idea a salesappeal, and. to visualize the selling talk. It is to the dealer a selling room; but to the customer it is a BUyING room, and since the customer cares very little in fact about raw materials the sales room is used. to SEI_/L IDEAS, to show the function of our merchandise, and. to visualize the finished product to the customer. The Sales trioom should embody the principles of an atmosphere conducive to good salesmanship. It shoulcl have freedom from interruption, should provide comfort for the customer, a restful atmosphere, be attractive to the eye, and be suggestive of better and more attractive buildings.

The Plan Room idea is to add to the Service and Sales Rooms, and architectural service. 'With the use of plan looks, plans, pictures, etc., tbe dealer offers for sale the functions of BUILDINGS. He visualizes the HOME in many patterns, in the. latest styles and fashions; he appeals to the progressive and beauty-loving thoughts of prospective home owners. Ife destroys the old joke that the bill of extras doubles the original estimate; he takes upon himself the worry of d.etails, and actually does the building THINKING for his customer.

Service, Sale, and Plan Rooms, three rooms? No. But at least one special room in connection with the retail office. where special equipment and service for buying and selling, are to be found. The purpose of this room is sinply to.equil the modern lumber dealer to sell more of his product at a profit non-competitively by giving the customer assistance in making his buying easy, accurate and satisfactory, in the most attractive way possible.

But, like every other good thing, the dealer must sell him. self first, before he creates his Service'Sales, plan Room.

Concrete Piling Not a Success

The lumber producers who perve California are laughing in their sleeves-and frequently forget to use tnis muflin! process at the reported general failure of concrete for piling and dock uses on the California coast.

In San Francisco they remember the campaigns of villification of wood for dock purposes whieh have been conclucted. at times in the press of that city, when nothing too bad against wooden docks could be thought of for publication.

Now the lumbermen point to the condition of the concrete piling at various places along the eoast as a justification of their claim that thoroughly treated wooden piling is the

only satisfactory and practical material.

At the Government pier at LaJolla, concrete piling was use-d for experimental purposes. you should see it now. rt is reported in the worst possible state of disintegr"ti";.

Also at the San Pedro docks of I_.ros Angeles, the concrete piling that has been used is an excellent illustration of the kind of piling that should NOT be used..._ To say the leabt, it is NOT a success.

The nearest thing to a successfur material for withstanding the ravages of the ocean and its living things, is thor_ oughly concreted WOOD.

He kept his lqmper y-ard looking I*q " iunk_dealeg's yard, while he sang that sweet refrain: "Let the rest of the world go by.;'

Rondom Items-Mill Run

C. & O. OFFICIAI.S BACK FR,OU EITJOYABLE EISEINC TBIP IIT EIGE SIERBAS

W. C. Ribenach, president of the California & Oregon Lumber Co., together with W. W. Stout and Edward Tietjen of the s&me company, have returned. from a two weeks' trip in the high Sierras. At Sequoia National Park they were ouL fittecl with saddle horses and. mules to pack the camp outfit and supplies, also a cook to provide the eats; the party went over the John Muir trail.

The highest point crossed was Junction Pass, which has an elevation of over 13,000 feet, thence over Kersage Pass and down the eastern slope to Independence, where the eamping trip ended..

All are sporting a wond.erful tan, and are prononncing the fishing along the headwaters of the high mountain streams excellent.

TENNESEEE CEDAB BATES TO BE BEDUCED

A 20-per cent reduction in the westbound rates on Tennessee cedar rwill become effective about September 30, under tarifrs just filect with the Interstate Commerce Compissio by the llardwood Trafric Association. Great quantities of't[is cedar are handled in California, and are sold. for closet linings, drawer bottoms, etc. On account of its peculiar aromatic qualities it acts as a preYentive against moths and other destructive insects.

BUSE NEW DI.A,MOND UATCE II]A'NAGEB AT ABTOIS

Roy Bush has been appointed manager of the Diamond Ilfatch. Company's yard at Artois, succeeding -llanager Webster, resigned. Mr. Bush has been with the Diamond organizaiion for several years. Ee was a salesman at the Esparto yard before going to Artois.

W. P. COOPER IJAVES EAMTY OTFICE AT L. A.D. R,. PEILUPS SUCCEEDS EIDI

W. P. Cooper, manager of the Los A-ngeles ofrice of J. R. Hanify & Co" has resigned, effective, Sept-ember l,--to go into the wlolesale lumber business for himself. IIe will oppn arr ofrice under the name of 'Wilfrecl P. Cooper Lunber Company and will setl red.wood, fir and other'Western woods. '

O. n. PhiIUps, who has been in the San Francisco ofrioe of J. R. Hanify & Co. for the Iast three years, succeeds Mr. Cooper. E. Ir. Beitz will continue as salesman in the IJos Anseles ofrice.

E. B. Cooper, brother of 'W. P. Coope-r, who has been manager of the Ilairify ofrice in Portland for several years,- has rJsigned. to beeome assistant sales manager for tle Brighton mill-s in Portland, and is succeeded by Martin Parelius.

HABRY PBOCr VISITS BAY DISTR"ICT

Harry A. Prock of the Harry 4. Prock Lumber Co' of Glenside, Pa., has been in the San X'rancisco clistrict for the last weel, buying lumber and getting acquainlled wit\ -tle trad.e. Tiris is I[r. Prock's first trip to the Coast. Alter completeing his visit in San Francisco he will go north to look'over s6me of the miII operations in Oregon and"Washinston. Mr. Prock is figuring on water shipnents, via the Pa]nama canal, to PhilatlelPhia.

I.I,MBER, IIANDIJNG RECOBD BBOTEN

A lumber handling record was established. at 1es Angeles harbor a few days ago when 1,650,000 feet of lumber was unloaded from the schooner C. A. Smith in exactly 17 hours. The cargo had been shipped from the nills of the Coos Bay I-,runber- Co. at Marshfield, Oregon, and consigned to the company at Los Angeles. The Coos Bay Lumber Co. ties all iis cargo lumber in bundles by means of chains, so when the vessel arrives at destination, it is hoisted out a bund'le at a time, 'so no time is lost in unloading..

A GOOD SLOGAN

" The Customer Must Be Satisfied " is the slogan of The Suarise Lumber Company, of Modesto, California, which is used on its stationery, checks, etc. Very good, incleetl.

GILL JOINS McCOBIIIICT STAFF AT S. F.

R. R. Gill, who has had charge of the local sales of the Chas. R. McOormick mill at St. Heleus, Oregon, has joinetl the San Franciseo stafr of the McCormick organization. Ee will call on the trade in the Bay district.

SOUTEER.N CALIFORMA EARDWOOD & ilFG. CO. TAKES CELOTEX AGENCY IN SOUTE

Mr. F. Morris, President of the Southern California Hardwood & Manufacturing Co., of Los Angeles, announaes that his firm has just mad.e a very valuable selling connection of which they are considerably proud. They have taken t4e agency for The Celotex Company, manufacturers of the newesl thing in waII boards, and are covering the territory of Southern California, Arizona, and. Nevada.

Celotex is the name of the product. It is a fibre lumber made from cane fibre in the south, and combines sheathing and insulating qualites. It is claimed for it that it resists the passage of -botU heat and cold' like a heavy w-oolen blanlet; sives fuel, cuts ofr street noise, gives a cool horrse in summer and warm in winter' It is laid directly against the studding, is light in weght, brt great in strength and tlurability.

It wili be sold exclusively by ,the Southern California Ilardwood & Manufacturing Co., in the territory mentioned.

WOODEF,"/AD EXEIBITS AT L. A. nXPOSITION

One of the attractive booths at the 1169 Angeles industrial exposition now in progress at Ex_position-park is-that.of the 'W-oodhead Lumbei company. It contains a splendid display of building ideas and pla1s, and is decorated with Leautiful colored. photographs of homes, hard'wood panels and other ornamental builcling material. A monsteg piece of clear red.wood, six feet wid'e, sixteen feet long and' two inches thick is one of the unique features. The booth is in charge of J. P. Canfield and A. V. Kleiner.

A ,'ftnock" in your advertieing, ir lilrc one in your motor; it means trouble.

Lumber Production Registers Gain

-.'Washington, August 26.-Following some weeks of a declining tendency, the lumber movement rebounded for the I."1. ending $ugust 12, according to a summary of the National Iiumber Manufacturers, Association.

- Recov-ering from the limitations on production imposed by the forest fires of the past two months the West boast mills expanded production about 13,000,000 feet over the preceding week. At the same time the deficinecies of railway transportation due to the strike brought shipments down by .?bout 16,000,000 feet and were accompanied by a . small decline in orders.

I O". t_he o-the1 hand Southern Pine, while showing a substantial gain in production, enjoyed an increase of about L4,000,000 feet in orders accompanied by some increase in shipments. Virtually every other section reported. an increase in production and. orders and a deciease in ship-

Southern Pine Association

Total 'Week (130 mills).---.-..-.-...-.--.-..

'West Coast l:umbermen's Association

Total .-....... 'Week (L23 mills).

'Western Pine Manufacturers' Association

Total

.

Week (40 mills)--.

California 'White and Sugar Pine Manufacturers

Total .-..-.....----..

California Redwood Association

Total

Week (14 mills)-..

North Caroline Pine Association

Total .--------

Week (42 mills).-

Northern Hemlock & Hardwood Manufacturers

Total .__._.-.. 'Week (15 mills)...

Northern Pine Manufacturers' Association

Total -.-------

Week (10 mills)..-

General total for 32 weeks..--

General total for week

Same 32 weeks, Same week. 1921 t92].

WEST COAST PR,ESIDENT VISITS SAN FR,ANCISCO

A. C. Dixo_n, general manager of the Booth-Kelly l_.iumber cgmpany at Eugene, Oregon, has been visiting in San Fran_ cisco for a few days. Mr. Dixon is president of the 'West Coast Lumbermen's association. IIe conferred with R. E. Danaher, president of the Michigan-California Lumber cordpany, who also is president of the Booth-Kelly I_rum_ ber company.

_ Lloyd J. 'Wentworth, general manager of the portland Lumber company at Portland was in Sin Francisco the latter part of the month. He spent a great part of the time in company with A. J. Russell of the Santa Fe Lumber compan-y, who handles the Portland Lumber company's output in California.

ments. The net result was an inerease for all the lumber association"q rgporting, of 18,608,684 feet in production, a decrease of 11,691,542 feet in shipments and an increase'of 19,133,993 feet in orders. Demand. and supply are in a prosperous balance, but transportation is weak.

_ As- compared with the corresponding week last year prod.uction i^ncreased 79,-395,500 feet ; shipments, 88,84i,050, -and orders 68,541,811. On the basis of the normal produbtion !gllq._ established by the five larger association^s, it being 221,787,404 feet for the week, the actual cut was 9? per cent-, shipments 81 per cent and orders g6 per cent. Reiative to current prod.uction of the eight associations making weekly reports,- ship_ments were 84 per cent and orders g? per ceni. For the 32 weeks of the year end.ing with Augusl 12 and for the week ending the same day the lumber m6vement by associations making weekly reports was as follows:

Arthur Kerfoot, proprietor of the Lemon Grove Lumber Company, has opened a new yard at Encanto.

E. T. Braclford is the new manager of the Ir. W. yard at Sierra Madre. Blinn

R,OAD_OFFICE

My experience, 20 years' millwork game in all its branches, Middle 'West and Pacific Coast. Ilave specialized in Selling and " CONTRACT " work. Plan man. Thirty-nine years old ; m'arried. "SL/EEP ONI-rY AT NIGET.,, I,m ready. Can you use me? Address R. Y. 8., CAIJIF. IJBR. MERCHANT.

More and more t{re Lumber Merchant is learning the value of display.

Horne

Builders Builders of Faith

BUILDERS OF HOMES AREBuilders of Human ComfortBuilders of Human ProtectionBuilders of Human SatisfactionBuilders of AmericanismBuilders of PatriotismBuilders of Faith in our Land and its Institutions!

COULD ANYTHING BB FINER?

-From the Califonnia Lumber Merchant

Homer T. Hayward Company Lumber

This shows how tlrr llo er T. Hagwafl latmfur Co. of Paso Roblcs, Cal, used an edttodal ftom the Calltotnle Lumber Merchant. Theg usd 3 colarrns wlde- 7O lnchcs deep for thls ad.

Don't be a clerk and sell lumber to two-legged human forms that drop in to buy.

Be a building salesman and sell

BUILDING IDEAS

to thinking individuals. Learn something every day about your busiNCSS. Bea every were

better salesman than you night the' night before.

SUDDEN SERVICE FOR LIVE LUIVIBERIUEN

WE I(l{(|W WE Kl{(lW FIR

Furnishing anything in Fir (Rail Shipment) to the lumber dealers of California is our particular job.

And we handle it in a particular way.

We are on the job all the time to give you the most personal of personal service.

We also furnish Redwood and Red Cedar Shingles.

We have the quality, the quantity, the interest, and the organization. Try 'em.

from

Street