Gold!

just discover and develop those needs, and bring them to life in the shape of orders.

He gets the old notebook out, and the old Lizzie, and, goes to looking over his trade territory. His eye notes the paint on every building, the roof on every house, the condition of the barns and other buildings, the fences, the screens, the paint, the walks-everything in factthat is made out of the materials he carries in stocks. or that could be improved, or beautified or protected by his stocks plus his service.

And when he discovers an apparent NEED, he checks up to see who it is that owns the place. And if the fellow who is the owner is even partly all right, the potential prospect has been discovered.

Because Mr. Pep turns to the PASSIVE prospect when busine-ss gets slow. And a PASSM prospect means nothing to Mr. Pip. For the PASSIVE prospect is the man who NEEDS building. material and can afford bui'lding material, but has not arrived at the point of deciding on the building thing which represents that need.

Don't say this idea is airy. It is being successfully followed by many hundreds of live building merchants the country over.

(Continued on Page 42)

In Forty-nine men snapped home tier, sold their last possersion, racrificed everything they owned or wished for, to plod weary thousands of miles through dust and storm toward gold that, perhapa, they never reached.

The Trail of Ninety-eight, Chilhoot Pass with the dead men along the way, ongr more cried to the world men's passion for porsession of this thing that would bring comfort and assurance to their lives.

If the nrark of HDE was emblazoned in gold on every piece of lumber we make, it might add an intrinsic and momenta4r value to that bit of lumberr. but neither gold nor further viork of man can make it better ruited to itg purpore.

(Continued from Page 45)

"Give me all the business that is pASSIVE in a town, and f will make more money than on all theACTIVE prospects that I can sell," said a great lumber merchant to me one day. And he had often proven to his own satisfaction that this is true.

For the fellow that knows he wants to buy, and is out to buy, is going to buy to what he considers the best financial advantage, and as closely as possible.

But the man who sits in his office and is shown a sample of a roof thatis being offered him, laid satisfactorily on his house for so many dollars, gross, doesn't go out looking for prices. If the price of the finished, delivered producl seems reasonable to him, the sale is closed.

You ahd f and every other man is ready and willing to

Australia Takes Most Lumber of Mills

ofOregon

pay a premium for service, and for ideas, but not for raw materials. Mr. Pep sells ideas and service, while Mr. pip sells building materials that people come in after.

Mr. Pep's slogan is: "Get out,'get busy, create, construct, do the building thinking for your town, sell them building things they hadn't even thought of, and give them the building service."

And these are thekind of times when every creative effort is necessary to bring in business. ' and. the usual shipment to San Francisco, oaklan<I, san

Slow times are just invitations to real men to get busy. Mr. Pip foats with the tide. When the tide stops, he stops.

Mr. Pep goes after his objective regardless of the tide. Ife does it by WORKING and MERCHANDISING. They are the two sovereign remedies.

- Pedro and San Diego'

Australia was the largest buyer of lumber from port- USE NEW prrOrvB

rtulas;R TO BUY BREAKFAST NOOKS

land, Ore., in. June, total shipments to that -country being Meehan-Davis-Crown Company, Los Angeles manufac_ more than 7,000,m0 feet, rvhile shipments to Japan imount"- turers and wholesale distributo*'diit. famous ,,Superior,, ed to a little more than 5,000,000-feet and ihose to china nrJr.r"riry9;k;;-h;"e fad a change in their phone, and to about 4,000,000 feet. Domestic lumber.shipments for want the wide wide world to know about it. the month afnounted to 19,183,000 feet, rvith a value of .This chang.,9"!-;."g.since theii t..iaJ.,re.Urement telling $415'137' This is a little less than the May.total, but much of the merit!;iih;;r product, has caused some inconveni- more than for the same month in 1923. Shipments to New ence, and it is their desire to have the new number broad- J9$ slrorved I2,9219IJ0: feet, with smallei shipments to casted. P-hiladelphia, Baltimore, -Norf-olk, Boston, Houston and To reach this company, call DElaware 2g77. Their ad- Mobile on the eastern and Gulf coasts of the United States a..s, sqrJ- wil-i;;L" Street, is unchanged.