Moore Dry Kiln Equiprnent used

Probably the largest order for dry kiln at one time by a Pacific Coast mill was Long-Bell Lumber Co. to Moore Dry trucks ever placed the order given by Kiln Co., North

Seven hundred fifty of the trucks are thirty inches long and are made the same general style as the longer.truckL Both the long and short truck. h"rr. three spreaders to e1;h_tryck, making them very rigid. All trucks ar€ pro_ vided with Moore's patented oil hol.., punched in the chan_ nel sides, above the axle. This is a diStinctive feature and makes it possible to oil the truck in a few seconds.

No detail of the truck equipment was overlooked. For example, the milled axles have long shoulders, the roller bearings have rounded ends, which e-liminate friction, mak_ ing them roll easily. The large wheels, the heavy spreaders, A new style short truck. you can drop a hook ozter the end spreader and draza the loaded cars bt ' pozaer. The wheels do not butt against zuheels if ,adjoining cars,as in the old type. This truck is thirty inches long_sides of four_ incb ch.annel-zaheels eight and three_quarter inch diamcter. The heovy spreaders are made to accommbdate eye-beam bunh.

Portland. This order included three thousand seven hun_ dred fifty dry kiln trucks, besides a number of special cars for handling Monorail packages of lumber to the feeding end of the planers.

Three thousand of the trucks in this order are four feet seven inches long over all, made this length so that the cross support or bunks will be four feet on centers. All of the trucks are made of four-inch channel sides with eight and three-quarter inch wheels. The spread.r, ,r. "*-t." heavy, and the shoulders of the ,pr""i.r. are spaced to the four-inch channel sides, a lifetime, with exceedingly produce a truck that will last low cost of upkeep..

Note the oil hole in channel si.de. This simple pioaision for the conztenient oiling of dry kiln trucks -has filled a long-felt zuant. It not only saztes.labor in handling loaded cars, but also saaes time, as a truch con be oiled in a fezu seconds.

Lumberlifts

Truck four feet seaen, inches long uith heavy spreaders made to accotnmodate eye-beam bunh, which wilt be locateg f our f eet on certters. The wheels are elght and three_quarter inches diameter and the sides are four inches chonnel. A strong, ri,gid, eaql- moving truch.

make a snug fit forthe eye-beam bunk. The eye_beam bunk which supports the load of lumber, rvill be bolted to the top of truck channels, thus making a steel frame car.

For unloading flat piled lumber, Long-Bell Lumber Co. installed two lumber lifts, which automatically raise the truck load of lumber and maintai' its top level with the end of the dry sorting chain. This facilitates unloading of. trucks and is an'improvement over the old way of ar"plirrg' the lumber from the top of the load, which often causei it to break.

The lumber lifts are the Leitelt type, for which Moore Dry.Kiln Co. is the agent.

(Continued from Page 61.)

are ofiered for rent. The recent growth of the city 'has been rapid but steadY. -'Ciut J""fusis of loial conditions-the potential marketi"a-l."t"r-iti"f tttis city is ripe for an exhaustive residential i;;ti;;d pG;;. C'onditions are such that, given a good start, it-"s orutt- *ometttum will carry it along' t The vard is an excellent one. A large and varled stock ir ."iri"a-tff "t good quality. The-lumber is carefully ;.l;;"tiy piled u"nder " Ug- shed rvhere it is fully qrof..i.J itJt" the elements and kept clean and- dry' This n"rJ-i. one of a group of sevehty-hve yards. that are fr;;;.;d uy u l"tgi manufacturer' These yards have a centralized' buyin{ office. The- yard's force are excePi;.""iru adept in, tf,e use of plan books-and are rvell po.st:g ;;;;i.;;ii and local conditions of financing' The bulk of their business is in new homes' --Th;;, our analysis of the yard-the forces to be empf"y"a:J;icloses ihree distinci advantages over their comoetitors: a greater purchasing polver and an incentive to i;#;.;;" ihrough iheir affiliation with a large organizaii""; th. L;g tlt."d capable of storing the contents of over iA'..ifoua-. of lumber and the helpful service they can render a prosPective builder. '-th.

.tiJyti. of the methocls of selling developsa condition that is-exceedingly bad. There is a great tendency on iir. p"ti of contract#i to buy.on price' No real pric-e.c.utting' has been practiced but' it is- a -vgly- n-e-al -991if1!j1ya iriB CoNrnncroR HoLDS IN HIS HANDSTHE pbwnn io sB'ntouslY cRIPPLE THIS RETAIL

Lunnein DEALER. IJnless constantly catered to, he will take his business to a competitor.

Bur oNE REMEDY FoR THIS coN-

Reeder Motoring Through North

C. F, Reeder, manager of the. Peoples I-umber- Company' nifft"qt., i. making a"motor trip thiough Washington and part of Britsih a"t"ry.

Milton Hendricksonspending Vacation In Northwest

Milton Hendrickson, well known Bay District lumberman and rePresentative of the Waterfront Sash & Door 'C". -"ib"r.find, is spending his vacation at Yacolt' WashGt"".- ff .*ittl.'in the- Northwest about three weeks.

Retail Company Incorporates

The Dofan-Sine Lumber Company, Los Angeles retailers' have filed incorporation papers, showing their capttaltzation at $100,000.00'

DITION. OUR ADVERTISING MUST SELL TI{E

\{AN WHO PAYS THE BILL_THE HOMEBUILDER -AND NOT THE CONTRACTOR.

But, if we go to the home-builder over the contractors' h.;JJ u,ill noT the results prove disastrous inl that the coni;;i;;. will be peeved ? it is absolutelv imperative that iu.-n"a a way of benefitting the contractors while we are t"ti"g this c6ntrol from th-em. It is some tough ProPosition. -' i"-"""ty"ing the goods to be sold, rve find that this dealer ."ilr ""Vlum-ber, frill-rvork and roofing'. Quality t: ryl' Prices aie fair and uniform and permit of an honest protrt' b"fl""it service is above the avirage' The stock is ctean' Much of the material is purchased from the larger m1-1ufacturers rvho furnish dealers helps which we can utrltze for this dealer at a minimum of cost'

That rvas the analYsis.

This is the campailn that was const-ructed'

It rvas determinedlo use direct-mail-letters to a complete mailing list of residents<fiering plan books, the use lf -a-se.vice"Department in selecting-materials and in determining the bist methods of financing' Certain brands of roofin!, etc., of *-hich this dealer *'as sole distributor .""iria be-'pustred as rvell as "built-in" furniture, Eygty letter wouid be constructed on lines to forcefully drive home the thought that the dealer was anauthority on rnatters pertaining to building.

Each letter ruoild have enclosed with it a return card, ro al.igrrea that it u'ould bring- th-e-dealer the name and "aai".tof those interested in-building and thekind of tr"ifai"g in rvhich he rvas interested. The letters invite them to" come into the office and visit the Service Department to talk things over.

HAMMOND TO

The Hammond Bernardino yard their present site.

MOVESANBERNARDINO YARD Lumber Company will'movetheir San to a recently purchased location' near

Moce'r. netrd drrft rnd ncchuicel rccircolelif Libt of pncticd end nodctn IYPG..

Conplctc.linc of drl lda cqubmb rncb er |rldrlt lrurfcr carr, rccording and rcgulding inrtruccl hnbc fifb rnd f,at ud edgc lrmbcr *rc&crl.

JOE STEEL, Cslifornl Rcpracuterivc

And, all through these letters we will hammer home the three advahtages this dealer possesses over his competitors.

The names of prospective home-builders will be turned over to contractors who are purchasing lumber from this dealer's yard. These contractors will ict as salesmen for the dealer and will pay themselves in profits made on the sales. The contractor, in calling on thi prospect, will say, r'The -Yard asked meto call and tutk'*itn looo about this home you propose building.', In that or" i.rrtence he is establishing a confidence in himself and his abil- ity. The prospect who sent his name and address to the dealer did so because he had confidence in the character of the dealer. In his approach to the prospect, the contractor is making capital of this confidence. 11 often w,ill permit of his selling a new home on a non-competitive baiis.

By this method we rvill get away from this price com- p-etition, because the contractor is morally obligated to pur- chase the lumber for his job from this deiler w"ho furnished himrviththe prospect. Even should he be one of the tricky kind and inclined to do otherwise, fear that he will not be favored with. additional prospects will keep him in line. As he finds himself selling mbre houses, hi will be enthusiastically in favor of thiJsystem.He will realize that he can secure more business and at an increased profit.

Another angle-and no insignificant one in the dealer's mind-is tl.ar tne \,ari r \, r r . lrr)..1 of these cases come into direct contact with the home-builder anfl finances can be mutually understood so that there will b. pro-pt Dayment.

We u'ill assist these letters by the use of newspaper ad- vertising constructed ontheslme lines. As the'advei_ tising and selling bring in the results in the fortn of new houses lteing erected, we will let its own momentum assist our advertising by reporting in the daily papers the hames of those who are building new homes-witi the locations of them and the names of the contractors.

The psychol_ogy of this is that it not only gratifies the vanity of the home-builder and contractor 6uI ;t also secures additional business by creating desire on the part of others to build. The social climbe-rs and the friends of those who are building will be spurred on to build.

Now, let us review our campaign and see if we are cov_ ering all the vital points and if tlere is any weak ,pol-in orrr planning.

.

(1 The_ potential market is thoroughly covered by our letters and newspaper advertising.

-\2) The forces to be employed are fully utilized in that all our le'tters and advertiiing hamme. onthe three aj r.antages of this individual dealer.

(3) The method of_ selling is completely rounded out and rvill secure the full beneht of the advertising t; ah; clealer rvho is paying for the advertising.

(.4) . The goods to be advertised are complete homes and the knorvledge of the dealer in matters pe.tai.rirrg io home-building.

In conclusion we would like to add that this analysis and plan^ning^ netted the advertiser a 48 per cent incr'ease on tlre first five months business in 1924. '

-Building permits during that period sholved an increase of a little over 26 per cent.

There is but one conclusion to be drawn from this_it is that this dealer's competition must have lost h"u;ily ; permit the advertising dealer to make such an incrlase in his business.

It is therefore evident that this campaign not onlv in_ creased the amount of building in thii d"ealer's citv but that it_ permitted his securing alf the benefits accruing from the advertising.