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\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?