The California Lumber Merchant - September 1922

You can put your name and reputation back of CornellWood-Board; and make money by so doing. 'We put our name and reputation back of it. We're proud to.

Cornell stands alone among wall boards because it is wood throughout.

CORNELL WOOD PRODUCTS CO.

GENERAL OFFICES, CHICAGO, ILLINOIS

Pqcific Coail SaIct Reprctentatioe

4Ol Van Nuys Bldg., LosAngeles

Tosemite Falls

Yosemite National Parlr

Yoscmitc Falla, leaping down 2565 fcct is the awe-inspiring sight of the Yosemitr Valley.

The Yosemite timbcr belt ia the home of the old genuinc corky Sugar Pinc. We havc a most complete stoclc of No. I and 2 Clcar Sugar Pinc in all thicknesser from I inch to 4 inch. Order today whilc this superior stock is available.

Wc can include your wants, from a thou:and fect to lega than a carload of No. I and 2 Clear Sugar Pine with a a mixed car of Shop lumber or Commong and Dimcncion for your Yard Stock.

Faet ohipmcnt direct from our milh ro you.

Dreams of Contentment They

Are Possible if You Practice Careful Buying

"Goods well bought are half sold." This old business maxim is as true today as when it first was quoted many, many years ago. 'IVhere, and how, and when, and what, to buy always will be problems that every merchant must solve for himself, but nowadays the guess work is taken out of these problems by means of an abundance of useful, helpful, valuable information available to every buyer.

The advertising pages of your trade paper furnish you this information. Read them. Study them.

A, M. THACKABERRY, Circulation Manager

A. C. MERRYMAN, Advertiring

THE CALIFOR}IIA LUMBERMERCHANT

How Lumber Looks

With millionr of feet of lumber pouring into California harborl every day, lumber still seemc to be scarce and hard to get.

Thir paradoxical situation is due, apparently, to reveral caurGs: In the firut place demand for lumber throughout California continues with unabated vigor. In the next place rtockr now offered California buyere are badly broken in gradec and sizee, and in the third place car rhortage in the Northwest is interferins with rail shipments.

In conrequence the market on both common and upper gradee of lumber has rtrengthened materially since the firrt of the month. Commons probably have taken on more rtrength, proportionately, than uppers.

Shingles are not any rtronger. lf the rhingle rituation har changed at all, shingler are weaker today than they were a month ago, but pricer remain rtationary.

The car supply probably ir the dominant element in the lumber market today; that is, the car supply in Oregon. The car situation in the state of Washin$on makes little difference here ar very little lumber comer to California from Warhington, by rail.

The Southern Pacific is reported to be maintaining a feirly rteady cqr rupply on its main line in Oregon, but not on its branchee. Some California buyers have attempted to overcome effects of car shortage by shipping to Portland by rail and thence by water to California destination; but they have not been very succesrful in getting cars for even the chort haul from the mill to Portland.

Thir, probably more than anything else, accounts for the tight prarket on rpecified grader and rizes; and as the cropr begin to move out of the Northwect cars will become rcancer. The car supply will continue to infuenc+if not dominate-the California lunr,ber market for the next few monthr.

Cargo rhipmentr to San Fran'circo and to Lor Angeles harbor have continued in heavy volume, but the Cdifornia trade complains that arsorhnent of ctocks through thic, source b not exactly what they want. Mills have been rhipping a lot of No. 2 and No. 3 common, as better grader were in demand in the Middle Weet and Eart.

While fir mills are getting a rtrong run of buainess from the Eart and Middle Wert as well as from California, the

Southem Pine trade seemE to be falling off. For the week ended September 1, Southern Pine production exceeded orderr by nearly 2OTOOOTO0O feet.

It ic well to remember that the Wegt Coart trade ir governed largely by tbe atate of the Southern Pine market, and it wiil be well for dealers to watch, during next few weekr, whether Southern Pine orders continue to fall off. If they do fall off, it will be reasonable to expect a weakening in fir prices. But if they pick up again-as they ought to doit is not likely that fir prices will soften. It ia a little too soon for the West Coast and Californa trade to catch the effec{r of the Southern Pine'r slump of the last of August.

While the demand for lumber throughout California doubtless will continue through the rert of thir year, it ir apparent that supply at all times will be arnple.

Unle$ a revere car shortage hits California t{rere rhould be no nmaway market in this state.

Cargo shipments probably will 'continue in about the rarne volume as has been maintained all Surnrner. Moet of the lumber is shipped in here by lumber operatorr who orvn their vessels, or have them under charter, and they like to keep the supply of lumber coming, regardless of t'he demand from the East.

The fir mills now are running at almost a maximum production and so long as weather permits they will keep thir up and lumber gtocks here will not grow short.

The redwood market har remained steady without experiencing any eensational spurt.-- Redwood prices do not fluctuate as much ar fir, as dll California buyers know. In the lart two weeks the redwood mills have had an unurudly heavy demand for redwood siding and siding rtripr. They have had a hard time to get enough riding material and the price has rtiffened.

Buyers have taken up the suggertion of the redwood milh to take a greater proportiotr of short lengthr and ar a rerult mills have moved much of their accumulated stockc in therc itemg.

The lath market is firm without experiencing an advance in pricer. A steady supply of lath continues to come in.

Hardwood dealers maintain a good rupply of rtockr, but the demand keepe up and pricer are holding firm.

How do you know that the third house on Main Street just off Fifth doesn't need something you have to sell? All hght, then, how about all the other houses in your town?

UP AND DOWI{ THB STATE

OEANCE COUNTY LI'MBEBMEN JOIN HOO.HOO/ ELEcr DToNNE EoNoRARY MEIvTBEB

' The Orange County Lumbermen's CIub helcl a very interesting dinner meeting in the Elks' Club banquet haII in Araheim the night of September 6, with President C. F. Grim as the very able presiding ofricer.

The speakers of the evening were David Woodhead and Jack Dionne. Mr. Woodhead made a strong talk on HooHoo, which was second.ecl by Mr. Dionne. Mr. Dionne made a short characteristic tblk on "Creating Business," and on lumber and Hoo-Hoo things in general.

Following these talks, twenty-three members of the Club made application for either reinstatement in lloo-Hoo' or for the privilege of joining at Arch Beach on the 9th. They also pledgecl their assistance in getting aII the other members of the Orange County CIub to join the order, thus giving Orange county a mighty strong IIoo-Hoo organization.

The dinner was fine, there was excellent music, and the occasion was a very happy one. Jack Dionne was elected an honorary member of the club by a rising vote.

A DEALER's FINEST ASSE1

Every time you unconsciously, unknowingly, or unthinkingly irritate or ofrend a customer you place yourself in danger of cutting off a part of your income.

Perhaps a customer may be unreasonable and ask favors he is not rightly entitled to, but whenever possible, give him the benefit of the doubt, beeause SATISFIED CUSTOMERS are the merchant's most essential asset.

And the grouchier the customer the more the effort you should mpke at being courteous and kindly. To do this requires tact and good judgment in many cases, but it pays.

The pleased and satisfied customer is a fine asset and. a splendicl walking advertisemeut.

DEAN SAYS PLANS BRING RESULTS

W. B. Dean, General Manager of the Diamond Match Company at Chico, reports conditions rnore favorable in his territory than in many years, with all of his yards doing a nice volume of business. They have recently added extensively to their already large plan service and are thoroughly sold on the idea of the value and'assistance that a practical builing service gives. Iile says it is the means of ereating non-competitive business, and the new, modern homes thus resulting stand as an everlasting ad.vertisement to their efrorts.

MADEBA LUMBER, COMPAI{Y'S BIG SAWIEILL AT SUGAR PINE DESTR,OYED BY FIRE

The big sawmill plant of The Madera Lumber Company at Sugar Pine, Cal., was d.estroyed by ffre the night of Septem' ber 10. Nothing was saved of the plant except the machine shop. THE CAIIFORNIA IJUMBER, MERLIIIAN'I' is assured that the plant will be rebuilt at once, as it has great timber holdings behintl it.

The lumber sheds and yard.s are located at Madera, 65 miles from: the sawmill, so were not affected by the fire. The planer and box factory are at Madera also.

The Mad.era Lumber Company is eontrolled by Elmer H. Cox, of San Francis"o

COOPER OPENS NEW OFFICE

'Wilfred Cooper, who resigned. the first of the nonth as manager of the Los Angeles office of the J. R. Hanify company, has opened an office of his own at 600 Central building. I[e will represent the DeReynier Lumber company of San F rancisco in southern California. The DeReynier Lunber company is composed of E. DeReynier and G. B. Gamerston, both formerly with the Hanify organization in San Francisco.

TWOEY FINDS NORTHER,N IIIILLS BUSY

Arthur Twohy, well-known l-.ios Angeles wholesaler, is / back from a trip to Oregon and Washington. He was gone about a month and visited most of the mills in the fir territory. H€ says that lumber will be hard to buy in the Northwest for fully 60 days and what with the eastern, Califomia and export demand the nlills will be busy through the greater part of the FaIl.

CEBISTENSON LUMBEB CO. ELECTS OFEICEBS

At the last meeting of the stockholders of the Christenson I:umber company of San Francisco R. E. Suclden \ras elected president and Sam Towle vice president and general managei. This company operates the retail busiuess of Sudden & Christenson in San Francisco and enjoys an extensive trade. The sales staff of the company consists of the following well known and highly efficient salesmen: E. B. I\[clntyre, C. H. Moody, Charles McFarland, 'W. J. Clarkson.

NEW LI'MBER, CAR,RIER, AR,RIVES

The steamer Elabato-the first of the fleet to be operated by the Los Angeles Lumber Prod.ucts Company-has arrived at San Pedro harbor from the Atlantic coast. She will be converted into an oil burner and will be used to carry logs and flitches from British Columbia to the company's mill now being built at Los Angeles harbor. She is of steel and registers 1,485 tons net. Two other vessels of same size are on their way.

Following precedent may be all right sometimes but have you noticed that the fellow who wins the race never follows the crowtl.

rr Kindly Expressions II

I take a daily paper and reldom read more than thc head liner. I take a dozen periodicale and read an occarional article from them. I take the CALIFORNIA LUMBER MERCHANT and read it from cover to cover. Why rhould a man take correspondence rchool legsonr on how to be a lumberman when the CALIFORNIA LUMBER MER_CH4I{T giver him all the dope?-Sam T. Hayward, Hay- Lumber & Investment Company, Lor Angeles.

You have the livert lumber periodical I have ever read and we all read it with a great deal of pleasure around thir office.-H. B. Maril, San Francirco.

We have found the CALIFORNIA LUMBER MERCIIAN_T a very- intererting publication. There are many v_duablg ruggertionr in it, and it rhould prove of conrider. able value to the lumber indurtry, particularly the merchant locatcd in rmdler townr. Our beet wirhee for the rucce!! 9f y.9* _journal.-l. C. Raclenfou, executive departnent Standard Lurnber Co., Standard, Cal.

I am very glad indeed to hear about the CALIFORNLA LUMBER MERCHANT and know that in your handr it will be a cucce$.--C. L Hamilton, Weyerhacuser Forert Productr Company, Saint Paul, Minn.

Frorn the_ copier of the new baby that have corne to my detk, I would ray that you are to be congratulated oo r.r"h a promiring y66[qys.-f,oy A. Dailey, Secretary and Generd Manager, Pacific Coart Shipperr' Arsociation, Seattle, Warh.

CongratuLationr on the appearance of THE C^A,LIFOR- NIA LUMBER MERCHAT{T. It lookr good to me.-I. P. Aurtin, Pacific Coart Manager, American Lumberman, Seattle, lllarh.

Youn fu a live wire and ydu are rendering a real relvice. -H. C. Clark, Booth-Kelly Lumber Compann Sacramento.

Your paper ro far har been a world-beatg1.-/L. F. Stevenr, A. F. Stevenr Lumber Company, Heddrbury.

We are very glad to be able to subscribe to your pap€r as 'we believe that it will be a wonderful factor in the lumber indurtry of the rtate.-- We wish you the bert of luck and much rucceu in your enterprise.-f[oward Thompron, Fro* Hardwood Lumber Co., San Diego.

FROM ANOTHER CONTEMPORARY

CongratuLationr to the CALIFORNIA LUMBER MERCH.ANT. It truly bearr the ear-markr of Jack Dionnetr geniur.-Wertern Lumberman, Vancouver, B. C.

We want to congratulate you on your publication It ir lnappy and a plearure to read. Wirh you rucccr and lots of it.-t. S. Hickock, raler manager Hutchinron Lumber Company, Oroville, Calif.

I want to expre* my rincere appreciation of the reel renrice you are performing, through THE CAUFORNIA LUMBER MERCHANT. Particularly let me ray thet' pcn ronally, I cannot help but be delighted at the mighty 6nc co-operation chown on your part in the laet irue with itr dirplay of our redwood dealer reryice and thc rpecid rcdwood article.-R. F. Hammatt, Secretary Catifonda Rcdwood Ascociation.

To Jack Dionne: tt\Me need your rtrong arrn and your miShty pen both in the South and in your new enterprire in California."-(Dr. Wilron Compton, Secretary.Managcr, The National Lumber Manufacturerrt Ar:ociation, Warh. ington, D. C.)

man who says he never had a chance, probably never took one.

Two Splendid Specialties

WEYERHAEUSER'S TRADE-IIIARKED FIR FLOORING

Perfectly manufactured Fir Flooring, trade-marked to show the pride and confidence of the manufacturer, is the Weyerhaeuser brand.

We are Califoinia State agents for this deservedly popular product.

May we serve you?

Chas. R. McGormick

San Francisco & Co.

Los Angeles END.IVIATCHED

HEIULOCK FLOORING

Something new and splendid in softwood flooring ---- Weyerhaeuser's Bnd-Matched, Trade-Marked, Hemlock Flooring.

We also make ond seA euerA Commerciol

It is 1x3, perfectly manufactured, flawlessly matched. It will delight the eye of the discriminating retailer. Samples on request.

Cargo Lumber Comes in Same Regular Stream

Despite the heavy demand for lumber in the East and the absence of a great many lumber carrying vessels from the service, cargo shipments to California ports continue in steady volume.

For the first twelve days of the present month an aggregate of 42,545,000 feet of lumber arrived. at San Pedro harbor, of which 35,000,000 feet consisted of fir and'the balance redwood.

Much of the lumber eoming in now is unsold when shipped, but is readily disposed of when it arrives, as the demand for building material throughout California is strong and active.

Slogan Contest Is Trade Stlmulant

A slogan contest is a good trade stimulant in any business and the Barr Lumber Company of Santa Ana recently had a concrete demonstratoin of that fact.

They advertised that they would ofrer a prize for the. best slogan for their business and the response from their friends a,nd patrons in their territory was simply amazing.

People sent in slogans from all parts of Orange county and friom'some of the outside counties as well. The result was, of eourse, that a lot of people began thinking of the Barr Irumber Company who had not given much thought to it before and through its distribution of prizes the company made many friends.

Get your trade ,to appreciate'the fact that often times a handy bunch'of shinglet tayeE a lot of trouble. Roofs leak, walls rot, and plaster crumbles. Then comea the big repair bill.

ISENIIOWER GETS DESERVING PROMOTION

H. M. Isenhower, for the past six years in the office of the Valley Lumber Company at Fresno, has been promoted. to the position of manager of the Tulare County Lumber Company at Visalia. The Tulare County Lumber Company is owned by the Valley Irumber Company. Mr. Isenhower is one of the live and enterprising lumbermen of the San Joaquin valley.

ADAMS IS IIAMMOND MANAGER AT PASADENA

O. B. Aclams has been appointed manager of the IIammond. I-.lurnber Company's yard at Pasadena, succeeding Lee Carlson, resigned.

The best slogan ofrered-the one that won the first prize anyway-was: "An ideal partner in all builcling enterprises. " - Second prize went to "-Where quality builds, satisfaction dwells," and the third prize was given for this alliterative slogan: "Barr builcling materials builcl better build.ings."

The company had the cohtest with the idea of substituting a new slogan for the one it had been using, "If it's from Barr's it's of the best," but the compeny eontinues to use the old slogan.

MACK TALKS TO L. A. LUMBERMEN

At the regular meeting of the Los Angeles lumbermen at the City club on August 31, W. B. Mack of the National Ilurnber & Manufacturing company at lloquiam, 'Wash. was the principal speaker. Mr. Mack presented many facts on the lumber industry from the mill man's standpoint. FIe is considered an authority on milling and marketing Iumber in the Northwest and is the author of a monthly bulletin that goes out from his office dealing with the manufacturer's problems. It always is interesting reading as well as being quite instructive. Mr. Mack came to California to get some first hand information on market conditions here and to learn what becomes of all the lumber they shin down here from Grays Harbor. He took a trip to the harbor at San Pedro and found out.

/ suounT & CIIRISTENSON BUY ANOTHER YARD

r/ Sudden & Christenson have bought the business of the - Jensen & Schlosser I.lumber & Mill company at San Rafael. They also haveTards at Sebastapol and Healdsburg. Henry Hess of the San Francisco office of Sudden & Christenson is manager of their outside yard.s. :

LET US SERVE YOU

ORIGOI{ PI]{I PANIL$

Beauty --Durability--Economy

Woco Qualtty

3 Ply Oregon Pine Panels are the product of ttre finest Old Growth timber-famous for its Beauty-strength-Durability-manufactured by skilled and well paid workmen with the finest equipment money can buy in a factory known since 1889 for the high quality of its products.

Water Proof

GIue (our own patented formula) is used in their ilrarrufacture and makes them suitable for all service under any climatic conditions.

GRADED AND INSPECTED

with rigid care-Quality uniformly high,

FOR YOUR SERVICE

Abo Oregon Pine Doors of the Highest Quality Complete Stock in Los Angeles at Your Service

Corriplete stocks are carried in our Los Angeles ware. house and all orders, however large or amall, receive immediate and careful attention. Carload shipments-direct from our Tacoma, Washington Factory-Capitol of the Panel Industry.

The purchase of woco quality panels is the arsurance of merchandise that you can sell with pleastlre.

Yard, Mill, Office and Rood

What Live California Lumbermen are Doing

FR,AMBES BACT FROII NOR,THERN TRIP N,EPOR,TS }IILLS IIOLDING FIRM ON PR,ICES

W. P. Frambes of the Los Angeles wholesale firm of Fletcher & Frambes has just returned from a tour of the Northwest that lasted for nearly two months ancl that took him into nearly every important lumber prod.ucing center in Oregon and Washington. He traveled by automobile and was accompanied by Mrs. Frambes. ' "I\[any of the mills had no lumber to sell," says Mr. Frambes, " and those with anything to sell were inclined to base their price quotations on standards set by the eastern market. In other words, the market generally was pretty firm with scarcity of stocks in many lines and at many mills."

Mr. Frambes arrived in the Northwest when the forest fres were at their worst and many logging camps and mills were closed. But heavy rains early in August put an end to the fires and enabled. the fir industry to resume opera' tions on a normal basis. The roads between Los Angeles and Puget Sound are good. with the exception of a few detours where construction is under way.

IJVE YABD AT COTATI ADDS PLAMNG IIItt AND INSTALLS PLAN SERVICE

W. C. Woodward anrl associates, who contluct the live little yarct at Cotati, have recently actded a planing mill. They have also equipped their ofrice with a complete plan and building service and plans are now being prepared by the I:umbermen's Service Association of Los Angeles for a mod.ern office with display and serviee room.

PACIFIC COAST COAL III'ANAGER HERE

N. D. Moore, General Manager of the Paeific Coast Coal Company, with general offices in Seattle, is now inspecting their California yards, which are located at Santa Maria, Arroyo Grand.e, Nipomo, Sisquoc, Los Olivos and San I-ruis Obispo. J. A. Greenelsh is their California manager and maintains head.quarters at San Luis Obispo.

BUCEANAN TO EANDLE SUNSET YAR,DS

C. R. Buchanan, a successful lumberman of, Wyoming, has recently mad.e sonnections with Sunset Lumber Company of Oakland. and in the future will have charse of their outsiy'e yarcls. The Sunset Lumber Company now has yards at ockton, San Jose, Galt, Fresno, Sacramento, Salinas, Conrd., Irvington, flayward, Mod.esto, Milpitas, Suisun, Marlinez and Alvarad.o.

NAPA LIIIIBER CO. IYt A,EES IMPROVEMENTS

W. N. Shifrlett, Manager of the Napa Lumber Company, Napa, is remodeling the present offices to includ.e an up to date plan service and display room and a department for paints and hardware. 'When completed this will be one of the real builcling material stores of Northern California.

PURSEI.I BUYS ilTO FAIRFAX LUMBER, CO.

W. C. Pursell, for several years connected with the Hammond Lumber Company of I-.los Angeles, later with the Sacramento I.lumber Com,pany, Sacramento, has purchased an interest in, and taken charge of, the Fairfax Lumber Company. This yard was formerly owned by the Sunset Lrumber Company.

BEDWOOD SEIPMENTS sET NEW BECORD

An aggregate of 11,551,000 feet of Redwood was shipped by 15 mills during the week ended Saturday, September 2. This, accortling to the California Redwood Association, is the largest total shipments of any week during the current year. Prod.uetion for the same mills during the same period. totaled 9,793,000 feet, while new business amounting to 7,009,000 feet was booked by 14 reporting mills.

PINKERTON TAMILY IN AUTO SMASE-IIP

C. 'W. Pinkerton, president of the 'Whittier Ilumber Company at Whittier, and. mem.bers of his family were victims of a serious automobile accident on the road. coming out of San Diego a few d.ays ago. Their machine was ,tammed head-on by another machine driven by a reckless dnd careless driver. Mr. Pinkerton and his son were not injured, but Mrs. Pinkerton was severely bruised and. sufrered a nervous shock; a sister of Mrs. Pinkerton, who was riding with them. sustained a broken ankle.

BROWN MUST GO BACK TO IIOSPITAL

'W.

T. Brown, of Brown & Dauser, well known retailers at tr\rllerton, has been forced to return to a local hospital for a secondary operation following his release, a few weeks ago, from the results of a more serious operation. His many lumber friends are pulling for his swift and certain reeovery.

& LOS ANGELES 26 YEARS

DESIGN OAK FLOORING has brought this aristocrat of all Oak within reach of the a)erage purse-and it ofers you a merchandising opportunityabove competition. Get in touchwith ournearestsalesofice at once.

Nationc,u ide Dk*ibution

SALES REPRESENTATIVES: R. C. Witbeck, San Francisco, Ca!. I[,'tlatd G-. BqtonrSalt-lake Ctty' Utah Iodianq Flooring Co., New York Ctty 9.,Y: Pggt: & Co', Bu6alo, N' Y' McEwen Lumber Co', Norfolk' VE'; Avoch' E. Bartholomew Hardwood co),tii""go, Ill. lndiana Flooring Co., Vashington, D. C __Hollcy-rgmber-Qq.,Jacksonvtlle' Fla. Lawton Flooring & Shingle Company, Inc., urnctnnatr rlooi Co., Cincinniti, Ohio Kllpatrick Bros.. Oklahoma Citv' OLla. philadelohia, pa. bmerson Hardwood Co., Portland,_Orcgon &g.9.t1tdge $-Conllin Lumber Co. f. u 5J"-if,!iilcl-p".v, Cleveland, ohio Jis.-C. Nolt Lumbcr Co.' Denvcr. Colo. Wlchita. Kansas fiili;"tj:"ii:'6?i"-,:."'a:::E;'#;ii;,;#"", B:rvTt:llljJ:t1".:E:.il19fi"6f;i,"

n.i, Bi"t. Lumber Co., St. Louis, Mo. 4ad6;jR"aeml -Co', Atlanta, Ga' -Sloux-Citv' Iom - - i;HCt,"-1il..!;'.;J'Li*U-"-.-Cili'iii..otot. Q-"t'._H";J-""a l-u!"fei co., Omaha. Net R D. Huntinq Lumbet Co.' Transfer, Minn. S. L. il;,"1.-i'";.. 624 South Nor-andic, Los nitit S.-D;ii!, S;'A;a;'i;;T"i; McEwen Lumbct Co.' Ashevllle. N. C.

Anee tes, Cal. V"iiriis6..,.birii;;f;Id-' - --_ McFarland Lumber Co.,Calgarv, Alta.,Camda fj.Jiil"-titU*'Co., Ptttsbush, Pa. Gco. W. Cleveland, Jr., Houton, Tcme Varehousc doorlng for lml dlsribution.

May we senil you oux new Design OakFlooring Catalog?

E. L. BnucE CoMPANY, Manufacturers

UP AND DOWN THE STATE

L. A. MEN BACK FROM INTER,ESTING TBIP TO NOR,TEEBN CALIFOR,MA AND NEVADA

J. A. Farnsworth, Jr., manager of the 1ss Angeles ofrice of the California Door Company, has returned from an interesting trip to the northern part of California and western Nevada. He was accompaniecl by C. E. Lloyct and by 'Walter S. Gibbs of the Monarch Screen Company.

They went by automobile up the Coast, stopping at Santa Barbara, Del Monte, Santa Cruz and other points of interest before putting in at San Francisco. From the Bay district tlrey went to Grass Valley and the Feather river country, thence to Reno, Carson and other Nevada points ancl back home via Lake Tahoe, Madera and the valley.

Take Down the Old

..LU![BER YARD''

Sign from over your door and put up a new one reading:

HOME BUILDERS BUILDING MERCHANTS BUILDING SPECIALISTS

or tome other sign that meana romething modern and active.

R,EDWOOD MEMBEBS TO MEET MONTELY

Starting with their last meeting, the directors of the Cali- fornia Redwood. Association voted to hold their regular monthly rqeeting on the second Tuesday of each monti'. It was also voted to invite the members of the Association to 3.tte1l these_mee_tings so that the various subjects afrecting l,he Redwood industry could be d.iscussed.. .A.t tle p"urro"t time the Assoeiation represents about 68 per cent'of the Redwo-od production, wlich is the highest -it has been for geveral years.

BAUCII ON NOBTIIERN TRIP

^ F. P. Baugh, sales manager for the 'W. E. Cooper Lumber Com_pany 9! Los An_geles, has started. on a tiip through northern California, Oregon and'Washington. ffe witt viiit some of th-e inlportant pine and fir rnills ancl will buy a quantity of sash and_door stock, of which the Cooper piant in l-.,os Angeles handles a great volume.

COULD }IEMOBIAL CBOVE ESTABLISEED ADIONC EI'UBOLDT COUNTY N,EDWOODS

A beautiful stand of redwood timber in Ilumboldt courrty about 240 miles north of San Francisco, has been saved. as the Gould Memorial Grove, through the efrorts of the Save the Redwoods I-reague and the State Forestry Board. Announcement to this effect was made recently by Mr. J. D. Grant of San Francisco, chairman of the board of directors of the league. The piece iq question consists of 60 acres of some of the finest redwoods and is located directly'on the state highway fron San Francisco to Eureka.

Through the mediation of the Save the Redwoods League, financial aid was given toward the purchase of this grove by Mrs. Frederic Saltonstall Gould of Santa Barbara and it has therefore been named in honor of her husband, who wafi an ardent naturalist and a great lover of trees.

IIAIIIMOND'8 NEW BOAT IINBE

The Hammond Lumber Company's new boat, the Covena. has arrived on this coast from the Atlantic, and. is being fitted out for lumber carrying serviee, at San Francisco. The vessel will be used in carrying Hammond lumber from Astoria to San Pedro and from Eureka to San Pedro.

(as soon as the off the fire) be ends of ArBt0ll

ThisTrademark means this:-

"sullllEil SERUICE'' For Live Lumber Dealers Try Us and See

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.

This Trademark Means We Believe in the Square Deal for Both Sides We'll Stand Hitched on That Also

IilGOiPOnNTD FrB. 1+ l9oa (A. J. "Gut" Rursell's Outfit)

Robert S. Osgood Stiring Things Up in Southern California

George J. Osgood, of Tacoma, has long been one of the leading figures in the door and panel business of the United States, as one of the executive heads of The Wheeler-Osgood Company.

But his son, Robert S. Osgood, after being raised in the door and.panel business, forsook the game, and went to selling automobiles. He followed this profession for several years, and was something of a success in the auto

Robt. s. osgood fl?,-:;"r":l

'ffJrffT#i":Y, iiT,l

father's business, so they recently called him back, and. placed him in charge of the affairs of the big company in Los Angeles, selling Southern California.

And the son has already decided that he is strong for this Southern California stuff, and that the door and panel business is a sure enough keen game, and he has grabbed hold of it with a grin of enthusiasm. He bought himself a home in Los Angeles to begin with, so that he could talk " as one having authority" as the Good Book says to the folks of this territory, and already talks like a native son.

He then got busy acquainting those who did not know, with the facts concerning The Wheeler-Osgood Company, its size, importance, equipment, service, willingness, etc., so

that there would. be established a foundation of understanding between himself and his trade. He is pounding hc the fact that his firm have the biggest production of Douglas fr panels and of Douglas ffr d.oors of any concern on top of the earth, and he is out to give the trade of Southern California a line of service they never had before.

"-We're giving 'em. the service, and we're having a circus doing it, " is the way the young man himself expresses the matter. i+

He reached out and grabbed a slogan, or conceived' anyway he got it, and the slogan is being strongly used, and it reads:

"YOUR, SERVICE IS OUR, PI-/EASURE."

Nice little slogan, and the youthful enthusiast wants them to know that his firm is living up to it, all the way, with a little something left over for "langniappe," as they say in New Orleans.

And so that the trade won't forget, he mails out to all of them a stock sheet every week showing their stosks on hand and ready for prompt shipment.

He is an advertising enthusiast and is doing some very good advertising; sends out interesting and snappy letters frequently, just keeping the trade warn, and reminding them in pleasant fashion that The Wheeler-Osgood Company is still on the job and eager to please.

Young Mr. Osgood is instilling a degree of enthusiasm into the activities of his firm in Southern California that is good to look at and hear about, and he proposes to make Wheeler-Osgood goods and service as well known to the trade of Southern California as that far-famed California sunshine; and just as highly esteemed.

There is a world of healthy "kick" in what he is d.oing, and the yonng man himself is of the caliber and. possessed of the personality that makes his efrorts doubly interesti,-.

R,ECENT ITEWS CONCERNING THE HAYWAR,I) LIT}IBEB & INVESTMENT COMPANY

FTER thirty-five yeare test in the 6"ry crucible of time, Pioneer Products have found Fame and Place in the busy marts of trade.

Men who know have built the reputation of PIONEER PRODUCTS

cn a splendid foundation of PROVEN RESULTS, they have achieved a recognized standard in an age of ex-

The Hayward Lumbgr & Investment Company, with headquarters in I-los Angeles, and branch retail yards throughout Southern California and Arizona, gave their regular annual picnic to their employees and families on August 26th, in Brookside Park, Pasad.ena. There was fun, music, and. refreshmients furnished by the company, and a grand time was reported.

This concern is busily engaged. in adding another big lumber shed. and sideline warehouse to their big retail plant on San Fernando Street in l-.ios Angeles. This is one of the most mod.ern retail Iumber institutions in California, with sales and service room, very attractive offices, sign boards; etc.

E. M. Clalbraith has resigned the position of Manager of the yard of The Hayward. I-rum.ber & Investment Company, at Long Beach, and has been succeeded by L. R. Byers, qecently a retail lumberman of Kansas City, Mo.

DI/A,MOND DI/A.TCII CO. ENTER'S COLUSA

The Diamond Match Company has bought the stocks of the Colusa Lumber Company and H. H. Hicock & Son at Colusa and will eonsolidate the two yards at the Colusa Lumber Company's plant. A. II. Pope, manager of the Colusa Lumber Company, will be retained ?s manager under the new ownership.

Lumber Bg -Products; I{orth and Sou th

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

MTILSTRUP AND LOOKHART, NEWEST L. A, HARDWOOD DEALERS, TO IIANDLE PINE

Carl F. Meilstrup, who recently opened an office in Los Angeles for the National Manufactuirng company of Detroit, has just returned from northern California, where he succeeded in lining up several very strong white and sugar pine accounts which he will handle through his offiee, together with the hardwood business of the Detroit concern.

H. W. Lockhart of I-,os Angeles has joined Mr. Meilstrup and will be associated with him in handling the business of the new office. The two men working together will aim to give the trade superior service and a strict attention to the trade's requirements.

McNEVIN STARTS ON EASTERN TRIP

P. C. McNevin, General Sales Manager of the Paeific Lumber company, left last week for the east on a business trip to investigate the Redwood lumber market. He plans to be away about a month and will visit the company offices at Chicago, Kansas City, and New York.

IIANSEN & CO. TO SPREAD OUT

C. P. Hansen & Co. of Niles recently equipped their yard with a plan and building service and are contemplating the building of two modern lumber stores, one at Centerville and the other at Niles.

LITTLE RIVER REDWOOD COMPANY INSTALLS KILNS AND WILL ADD BAND SAW

The little River Redwood company recently installed three new Cutler Dry Kilns, which wiII have a capaeity of about 100,000 feet. They also plan to increase the capacity of their plant by installing another band saw.

There has been a big demand for air dry red.wood and. as they are taking advantage of the air drying season, they do not want to stop operations to set the new saw until after the drying season, which will probably be within the next month or two.

CLUB COMPLETES HOSPITAL TUND

Los Angeles lumbermen have completed payment for a bed in the orthopedic hospital of that city. A check for $105 was presented to Roy Stanton at the last meeting of the club luncheon at the City club, and immediately the boys started a fund for another bed. Nearly $50 was raised in a few minutes. The first fund was secured by levying fines on members comins late to lunch.

BETTINCEN MAY EVADE ARCADIA

The William J. Bettingen Lumber Company, it is pnderstood, have plans for establishing a yard at Arcadia. The company already is established at Eagle Rock and Monrovia, with a branch yard at l\fontrose.

-And thoae Lumber Merchants who carry Hipolito Stock Size Screens in stock find them a quick money maker.

-Jhs1s is a stock size to fit every standard window opemng.

-Hipolito Stock Size ScreenE are proven profit makers for lumber merchants all over the West.

ua now for full details of our plan for dealers.

-Write

CORNERS OF STRENGTH

-Every Hipolito Screen embodies the "Cornera of Strength"+ feature of our method of construction combining mortise and tenon with dovetail construction, making the corners one of the rtrongclt parta of the rcrecn.

OUTWAR.D APPEARANCES MEAN UUCE

A coat of paint is as much the exterior mark of prosperity and. good. taste, as a new suit of elothes. It is an open sesame to the good opinion of your comruunity.

Go about in a shabby suit, worn, frayed and dusty, and you are apt to meet with many obstacles in your business attempts, and in your social aspirations. Neat raiment, in good taste, will win you a hearing and insure attention.

'When you apply to the banker for a loan, his d.ecision nay be greatly influenced by your outward manner and appearance.

The same thing applies to your home, your barn, your premises, your place of business. You will be juclged largely by their outward appearance.

TEE APPEARANCE OF YOUB TOWN

The APPEARANCE of the town he lives in, should be a matter of vital importance 'to the lumber-paint d€aler. If the place is "run down at the heels" he must accept a large share of the blame. If it is spick and span, he will receive a Iarge share of the credit.

In either case, the responsibility is his, if he has adopted his town in a building way. For it is the duty of the retail lumber dealer to put his town on the map as a good place to live in, where the builclings are attractive, in good repair, and pleasing to the eye. It is a duty he owes to his eommunity, his profession, and himself.

Anit if his town is to present a pleasing appearance to the eye, it meanb that the builctings must not only be attractively constructed and in good repair, but that they must be well PAINTED. All the work the builder can do is en-

Paint Supply For Lumber Dealers

EOW TO SEI,L PAINTS TO TEE TAR,MER

larry the lines with a "f&rm" appeal.

Cater to the farm trade.

Make it convenient for the farmer to trade with you when he's in town.

Cultivate the farmer in his ofr months, with letters, color card"s, suggestions for repainting, etc.

Drive out on the farms and size up the builclings that need painting, then list them for special follow up and promoting efrort.

Take a demonstration kit qlong and show him your good.s against the mail order goods, and point out the loeal service you can give.

Dress your windofrs with a farm atmosphere.

Ilave booths at the county and. local agricultural fairx and exhibits.

Give paint talks at farn neetings, or get manufacturer's representatives to do it.

R,un slides in the loeal movies.

Maintain some mile post signs or road signs leading to your store.

flave a display of barn siding and farm surfaees, paddles, etc., for quick store reference.

Coach yourself and clerk on talking points against mail ord,er goods and hand mixtures.

tirely lost, unless the PAINTING thinking of the town is competently handled. No doubt about it, is there ?

Shabby or poorly painted buiclings are an eyesore, regard.less of the quality of the material and the eonstruetion. Therefore it appears that the retail lumber dealer is just as much interested in the PAINT business as he is in the BUIIJDING business, since th'ey &re so dependent upon one another.

LUMBER YARDS anticipating the rale of PAINT, not as a rideline, but ar a leading building matcrial, chould firct coruider a line of paint that ic made BY the conhcting ptinter and contracting builder, and FOR the contracting painter and builder.

Our materialc are made for tbc contractor who T H E knorvr what materialr will do to arrirt in ro painting thc lurnbcr er to improvc itr accept-

ability.

,

WE HAVE A PATNT PROPOSITION FOR LUIIIBER gOs S. Mrin St. YARDS. Will b. plcucd to rubmit it on rcquort. LOS ANGELES

Good lDoors Hold Good fBusiness

And our "standard]' 'o Colonial " and bungalow doors are indee d good doors, Ior example: All-white-pine stiles and rails, which will not split and in which locks can be mortised in one-third less time.

Beautilully figured slash-grain fir panels that do not checft.' that finish perlectly either polished or enameld and that meet in full, the exacting demands oI particular builders.

Standard Millwork Products make permanent customers lor you. Ask your jobber lor them.

fuIay we quote?

IDorz?t Be Afir.aid to %e& WWew?, Kno\t&Www Are In Wws%wwww

By JA,CK DIONNE

Yearr ago A. L. Porter, of Spokane, said to me that the greatest trouble with the retail lumber induetry was, t'hat too many retailers seemed afraid to let people know they were in businesa.

That wac true then, and ir true today, although to a lesrer extent, since every year hundredr of lumbermen join the ranks of those who have dircovered that it payr to let the public know about themselvet, their burineu, their cervice, and what they mean to the public; and that in no uncertain terms.

A mighty good piece of advice for the retail lumberman ir to learn to SAY IT OUT LOUD. You can't deliver a mestage in a whisper while the band is pl"yitg.

You, Mr. Retail Lumberman, have a big mersage to deliver to the people of YOUR territory; a melsage of interert to lotr of people. And ittc your job to get it acrou, not only for your own rake, but for theirc.

People are all bury-all interested in their daily affairs-in the buoinesr of making a living, etc. They are interested in a thousand different thingr, and YOU are only one of the crowd that wants their attention.

Abrolutely, the only way you can get their attention and rnake them lirten to yor-make them hear your mersag+is to stand right up in meeting and

- SAY IT OUT LOUD.

When you see a nran step out in front of a passing car' you dontt say, in a low and melodious voice, discreetly and courteously: ttPardon me, cir -" sfs. Not on your life, you dontt. You let out a roar that gete hir attention right THEN' and saves him. Do the rame thing Mr. Retailer, in seeking the attention of your trade, whom you have romething intererting for.

SAY IT OUT LOUD.

Cut out thoce little 2 x 4 adr in your local paper' that dontt mean a constructive thing to anybody. Go over and shock your editor by buying some real rpace from him. He'll rurvive the rhock, all right, and he'll be mighty glad to run rome editorial dope to go with the ad.

FILL THAT SPACE _ SAY If OUT LOUD.

Then get out and hit the ball to back up the ad. See how many folks you can call on, grin at, talk to, interett. Fix up your place of busine6 that it rhiner like a new dime, and eurprire your towrr by your enthuaiactic activity IN THEIR BEHALF.

YOU mean a lot to your town, but the town wontt be cognizant of the fact unlers you ACT LIKE IT' and REMIND THEM OF lT. Get bury, dig up your mettage, be sure that it ir interesting, andSAY IT OUT LOUD.

Let the Mailman Carry Your Selling Talks to Prospective Customers

Sales are always made to the INDIVIDUAIT and not to the PEOPI.IE; and direct sales effort directed to the INDIVIDUAIT PROSPECT is the successful method of closing the sale.

The use of PERSONAT' CORRESPONDENCE is one of the best methods for producing this result; ancl it is the only alternative for face-to-face sales talks. with your prospect.

It's a bad plan to think that you have to "ivrite a letter." 'When you get that idea, the letter becomes just that and nothing more-it becomes a 'WRITTEN IJETTER.

Forget that very idea. Get, instead, the idea that you are merely SAYING-ON-PAPER, what circumstances prevent you from SAYING-BY-VOICE.

'

The writing of personal letters, the use of circlar letters, the use of enclosures in routine correspondence-all these conqe under tlre main head of this article.

ft is wise to make it a rule to send an enclosure in EVERY communication leaving your ofrice to a prospective customer-and remember that all OLD customers are FROSPECTIVE customers for future sales.

These enclosures may be of a number of kinds; to.a list of people living, let us say, beyond the circulation of your local newspaper, you eould send a reprint of your current ad.vertisement; whieh you could have run ofr by the publisher at a minimum charge.

Many of the associations and manufacturers of the goods you hand.le will furnish you with small enclosures, leaflets, folders, etg., prepared for this very purpose.

You can have prepared a series of smnll'enelosures-slogbns-suggestions for the use of your good.s-special notices of certain special bargains you may have-and lumber yards are beginning to ffnd that these "speeial bargain lots" are more numerous than was formerly thought.

But the most important part of your correspond.ence should be the PERSONAIT letters you write to your "almost persuaded. " eustomers.

Too many men feel that writing such a letter is a matter of mysterious tecnique; not at all; any more than are'the words you SAY to your prospect over your desk in your ofrice.

You have a certain message. to give him-you can TAI-rK in-and. it shoulcl be easy. for you to PUT TEOSE SAME WORDS ON PAPER,.

You cannot SEE your prospect every day-or perhaps every week-but Uncle Sam can carry your message to him as often as you wish.

And what you SAY to him-or what you 'WBITE to him-will be clefinitely laicl out for you in the information carried in your PROSPECT CHA3,T.

This immensely valuable reference book, on which we harp so continuously, properly kept up-to-date, will enable you to write to each prospect EXACTLY 1ryHAT HE SEOIILD KNOW IN OR,DER, TO MAKE EIM WANT YOIIR GOODS ENOUGH TO ASK YOU TO.SEI,I, To HIM.

Keep an accurate list of your correspondence, and keep your prospects INDIVIDUATTITY in mind of you and of what you can d.o for them.

Just as long as some one tells you something that is of interest to YOU-something that he believes will BENEFIT YOU-just so long you are going to read. his letters-no matter how often they come along-and TTITr OTHER FELIJOW IS SIMPITY YOU-UNDER-HIS-NAME.

The more INDMDUAIT you make your business relations, the more closely you tie your trad.e to you-anrl personal correspond.ence is the best-and ONliY-means you c&n use, next to the actual face-to-face talks with your pros-

Tuck a silent salesman in euerA enuelory Aou send out.

Are You on the "Waiting" List or "Getting" List

pects; and indeed, the correspond.ence covers a wider field than the personal contact.

'Write to your prospects whenever you have anything of interest or benefit to say to them-and you shoulcl f:rd your difficulty not in finding WHAT TO SAY-but in selecting the BEST thing to say out of the multitudes that will fill your mind-and your PROSPECT CHART.

If this manner of writing letters is NOT a good. business plan, how happens it that there are prosperous companies organized. for the sole purpose of compiling lists of names to sell to other companies who'WRITE TO THOSE NAMES AND SEIrI-/ GOODS TO THOSE PEOPLE ?

What matters it if your field is limited,? What matters it if you are so fixed that you could see every one of your prospects in person at least once a week ? WRITE TO THEM ANYHOW.

Your LTETTER, will get to a prospect at times when it would. be impossible or inad.visable for you to approach him at all; it will perhaps be read. at the psychological monent when that particular MESSAGE HITS THAT PROSPECT and when you are somewhere else.

lf your time is worth anything at all, it is worth MORE than the cost of a sheet of paper, an envelope and a 2-cenl stamp-and that is the total cost of getting that message to your prospect by personal letter.

Write to your prospects exactly as you would talk to them-tell them what they would like to know-what they OUGHT TO KNOW-and just as often as you secure informatibn that they should. have.

And. one more word-whenever you think you have occasion to "roast" a man in a letter-WRITE THAT LETTER BUT DON'T MAIIT IT UNTIIJ THE NEXT DAY-AFTER, YOU HAVE R,EAD IT YOURSEIJF'.

Get it on paper while you are hot-write down every siugle word you think the occasion demands-make it as strong as you want-but then lay it aside until tomorrow and read it.

It's a great education.

And the reflex mental action will help you to write a,

Lumber is Small Portion of Cost of Building House

Lumber is not the big item of expense in home-buildine.

Contrary to general belief it is a relatively small itemonly 14 per cent, according to figures used by the San Francisco Forward Movement in its efrective campaign t prouote home-building and home-owning in the Bay region.

Of course, this estimate of 14 per cent is for construction lumber only and. does not include nill work or hard.wood. An extra 4.8 per cent is calculated for mill work, and 1.25 per cent for hardwood flooring and finish. Which brings the total cost of all the wood used in a house up to only 20 per cent, or just a trifle over.

Antt 20 per cent is the figure that the lumber manufacturers' associations have been using in the last few years in nresenting the facts regarding building costs.

The proportionate cost of roofing, accord.ing to this estimate is only 1.25 per cent and of paint only 2.55 per cent.

Here is the camplete sched.ule of costs as used by the San Francisco association:

So the things that the lumber dealer sells, all added together, constitute less than 25 per cent of the entire cost of building a home, and of this lumber is only 20 per cent.

It may be well to bear this in mind the next time one of your prospects tells you that he cannot afford. to builcl because the price of lumber is "too high.' '

better honest-to-goodness thought you could.

SAIJES ITETTER, than you

Watch for "PAUL BUNYAN" Lath

SOMETHING NEW-A GRE^A,T SELLER_A, GOOD BI,.TY REDUCES BUILDING COST. Sheathing and lath combined in one piccc<nc lcr itcn of material to buy. Saves labor. Speedr building. SUBSTANTIAL .A, rcEd iob of rhcathing' perfectly bonded to rtucco. DURABLE. No metal to corroile. Preventr cracking. Manufactured and Dirtributed by

Chewing Gum and Advertising

'We mention'Wrigley again.

A name to conjure with. A name that has brought into the field of advertising the most notable example and. expression of its vast possibilities. We spoke of raisins in a recent issue. Everything we said about raisins holds good. in the case of chewing gum, as merchandisecl by the 'Wm. Wrigley, Jr. Company.

And a lot more. About a million and a half dollars more. For Wrigley, we are told by Printers'Ink, will spend. $4,000,000 during the coming year. Four million to advertise a nickel product ! Eleven thousand dollars every day of the year! Does it pay? Ask Mr. 'Wrigley. Here is what he says about it:

He has been in the chewing gum business for 32 years. He has hacl his ups and downs. Went broke three times. Through all this period, however, there has been one thing he has kept always in sight. That is advertising. IIe admits it is possible to make mistakes in advertising as in everything else relating to business. But the basis of his own experience and the underlying causes of his success are conveyed in the following remarks:

I had to sum up in just a word the reason why advertising has done so much for us I think I would say this: WE GAVE IT A CHANCE!"

There is a wonderful thought to ponder on. It is worthy of consideration by so many who are only too ready to say "Ad.vertising Doesn't Pay." Have you really GIVEN IT A CHANCE?

Suppose the lumber and shingle industry were to spend the same proportion of money to advertise its prod.uct as

'Wrigley does for his gum. Four million dollars to a nickel. How much would that be? Let's say, for a $5,000 home. The answer, quick. Four hund.red billion dollars ! ! ! Ancl what is the actual amount spent ?

The cases aren't ana agous, some one says. In other words, "My busiuess is different." Yet Wrigley has got to sell 100,000 five cent packages while the lumberman is selli,"g ONE home.

What does he say about this argument of a difrerent kind of business ? ..THE R,EASON FOR, ADVER,TISING AND TEE NECESSITY FOR, ADVER,TISING IS THE SAME YESTERDAY, TODAY AND TOMORROW. THIS APPLIES TO MERCEANDISE IN GE}IEBAL."

That is why he has decided to spend $1,000 more each clay this year than Iast year, when he spent more money for advertising than ever before in the face of the fact that 1921 was regarded as a bad. period for many concerns. In the face of which fact, also, 'Wrigley sold more gum than in any other year.

This is the explanation for his increased and ever increasng ad.vertising plans: "A man, to be successfut MUST ADVER,TISE CONSTANTIJY.,,

"It is not sufricient that you get a man to buy your commodity once. You can't expect an article to keep on selling itself even if it is the best kind in the world. That woulcl be like letting your business run itself.

" To me it seems self evident that the man in business who has goods to sell must let peoplg know about those good.s. To have a growing business he needs new customers all the time and also needs to keep constanly reminding the olcl ones."

' Does advertising pay? Ask Mr. 'Wrigley.

..ADVERTISING IS THE GREATEST TIIING IN THIS OR,GANIZATION !''

"If

Oklahoma Merchant Visits California

A visitor in California for the past month has been Mr. Kennet Hud.son, of the Hudson-Houston l-:umber Co', of Ardmore, Okla.

Mr. Hudson bears the reputation throughout the great state of Oklahoma of being one of the most vigorous and succesfsul exponents of Modern Merchandising in the retail lumber business in that commonwealth; and that is SOME honor, because there is many a live lumber merchant in Oklahoma who has learned a long time ago that his real job is CREATING business-not just bidcling for the business that develops.

Here is a picture of the front of the lumber store of the Hudson-Houston Lum.ber Co., at Ardmore. As will be secn, it is attractive on the outside, and it is still more attracdve insid.e. Mr. Hudson beli.eves that it is his job to be able to sell a building prospect anything and everything that goes into a home or other building of the sort. He has one of the finest paint departments to be found in a retail lumber plant anywhere, and. is a great enthusiast as a paint salesman,

He has a service and sales room, is a great plan book booster, and gives building service of the most real order.

Attractive Front of Hudron-Hourton Lumbcr Storc at Ardmore, Okla.

F. L. Morgan Reports on Yards in Southwest Corn er of State

F. L. Morgan, the genial secretary-treasurer of the Southern California Retail Lumber Dealers' Association, returned a short time ago from a trip through the extreme southwestern part of his territory. He made a close personal study of business conditions at each place he visited.

Ife has prepared a yery interesting and. very instructive report. Ilere it is in detail:

TEMECUIJA

Temecula Valley Lbr Co. A. F. Nienke says business outlook good and. present volume satisfactory. One man's misfortune is sometimes another's gain. A big warehouse near his yard burned down and it hacl a cement floor level with the ground. That floor is now supporting a nifty little lumber yard, ofrice and driveway. EIe has put in a much neede<l mill, electrically driven.

X'AITIJBROOK

If you want to find out what becomes of the old automomile number plates just step into the neat, clean and attractive yard of the Fallbrook I-.rumber Co. Sam Grafrin has cut them up and used the figures for length numbers orr his sheds. Sam keeps his stock as neat as a dry goods stor, He says Jack Dionne's stufr appeals to him.

ESCONDIDO

Escondido I:umber, IIay & Grain Co. have a splendid, well assorted stock and report the outlook good. Mr. Ramey-, the president, says they expect to move their office right up into the center of the town. This company is one of the oldest and strongest in that section of the state.

A. Ir. A. Lumber Company, a hew ffrm, has started. in using the old McCormick yard site and sheds. Mr. Agnew. the manager, who is also in the feed business, says he thinks there is room for two.

ROMONA

Mr. John C. Barger, who is now on a visit to Denver, has quite a layout there. In addition.to lumber, he carries feed, handles eggs and other things. Is also the plumber and the village blacksmith. IIe has a fine business whieh, during his absence is being well looked after by Mr. Telford.

JI]I/IAN

Mr. F. L. Blane has a combination there too. Big preparations were being made for a real wild west celebration there, Saturday, the 26th. A regular "I:et 'er buck, Ride 'em cow-boy" time. The building of a lot'of new conerete highway was the occasion for the outburst.

IJAKESIDE

Harold. Kibbey is another of those who find.s it well to combine lumber with some other lines and he even has electrical and automobile supplies and a filling station. He thinks the outlook good.

SANTEE

Santee Supply Company, Harold Bacon, Prop. Very small stock.

EL CAJON

Mr. Geo. D. Hall, president of Geo. D. IIaII l-.rumber Companys, says business good and outlook good. I noticed quite a lot of lumber going out while I was there. This concern has a fine new building for its hardware and ofrice.

I]A

MESA

Mr. D. Frank Park, manager I-.ra Mesa Lrumber Co., has a fine plant and earries a large stock. He reports conditions and outlook good.

LEMON GROVE

Arthur Kerfoot, who also owns a yard at Encanto, says things fair, while there is nothing big in sight he thinks his volume will keep up.

CHUIJA VISTA

The Chula Vista Lumber Co. is going ahead splendidlland Mr. Robert Conyear is just about as busy as he ean be taking care of things. This is the most southerly yard in San Diego county and all the Tia Juana tourists pass through. But the Tia Juana travel didn't look to be very heavy to me.

NATIONAIJ CITY

IIere again conditions are good. The Homeland Building Company is a large concern selling lumber, hardware and everything required for builcling. It is unsually well managed, and when it comes to "knowing where you're at" f take off my hat to Mr. R. L. Bullen. His monthly statements show the purchases, sales, proffts and expenses of each department separately and. in total and comparisons with previous years. And the beauty of it is he seems to do all this without efrort.

SAN DIEGO

Conditions here show i, very good volume with indications that it will continue. Builtling is even beginning to pick up at the north end, which has been very quiet since the Exposition closed.

1

Mr. G. F. Hoff, the able ani long time secretary of the Materialmen's Assoeiation, -has been quite ill, but is "up and a comin'" again, More power to him.

OCEAN BEACH

Business quiet. Very few people for this time of year.

LA JOIrI/A

Town continues to grow at a fairly good rate. Outlook very good.

ENCINITAS

The Encinitas Lumber Company has started with a small stoek of lumber. They expeet to build up a big business in that locality.

OCEANSIDE

Chas. R. McCormick Lumber Co. have a well stocked yard here, doing a good business under the capable management of Malon l-,littlefield. He says he thinks the outlook good. and expects to keep up his present lick.

Contaglous Smiles

My father smiled this morning when IIe came down stairs, you see, At mother; and when he smiled then She turned and smiled at me; And when she smiled at ne I went And smiled at Mary Ann, Out in the kitchen: and she lent it To the baker man.

So then he smiled at some one whom Ile saw when going by, 'Who also smiled, and, ere he knew, IIad twinkles in his eye. So he went to his ofrice then And smiled right at his clerk, 'Who put some more ink on his pen, And smiled back from his work.

And when the clerk went home he smiled Right at his wife, and. she, Smilecl over at their little chiltl As happy as could be.

And then the little girlie took The smile to school, and when She smiled at teacher hbm her book, Teacher smiled bari} again.

And then the teacher passed one on To little Jim McBride, 'Who couldn't get his lessons done No matter how he tried.

Ancl Jimnie took it home and told. Ilow teacher smiled at him, When he was tired, and didn't seold., But said, "Don't 'worry Jim.t'

And when I happened to be there That very night to play, Jim's mother had a smile to spare, Which came across my way. And then I took it for a while Back home, and mother said.-

"Ilere is that very self-same smile Come back with us to bed. "

SPBET) Get'stEm!

We've got the quality of goods to supply the Southern California lumber trade, and above all, we have the abilitv to give unequalled cervice in the matter of delivery. We make

24 Hour Delivery

to any part of Southern California on Stoch Material

One week's delivery on Special Manufactured Material ;-] :

We carty in stock a big supply of fir and white pine doors, windows, and sash. Also glasc. Alco firand redwood columng fir and redwood garage doors.

WE MAKE SPECIAL INDUCEMENTS ON ORDERS OF 2OO OR MORE OPENINGS

Every So-Called "Captain of Industry" Tilday, was once a Private. -

FllR IUST EIG

We will turn this space for a cern that has something to, the lumber trade of the Statr

A small investment Isn't there athough

IHTY D(|LLARS

r rssue over to some live conlell,and something to sellto of California. vith big possibilities. here for YOU?

'

Creating Desire by Advertising

'When your aim is to separate a man from his CA'SU ty giving him ill exchange for the cash those commodities that you have for sale, then ADVERTISING must lose everything of the haphazard, and must go down to the business of functioning intelligently and forcefully. Just fiIling space with black and white won't clo it.

You go out after that sort of advertising copy with every bit of ingenuity in your niake-up keyecl up to get RESIIIJTS.

FIRST, you must create a DESIRE for the article you want to sell.

As many changes are run in on that desire as the nature of the article and the ingenuity of the writer can produce.

The UTII-IITY, the FUNCTION of that artiele, are played up in every possible marlner, until the DESIRE X'OR, POSSESSION oyerpowers the DESIRE TO KEEP THE MONEY; and the AMOUNT of money is really seeondary.

Now THAT method of advertising is fundamental. It applies whether the article for sale is phonographs, fountain pens, land, or building materials. Ancl the same success will be secured by the nakers or dealers of any commodity -our own includecl-just so long as the X'UNCTION is advertised instead of the THING ITSEIJF.

No one buys anything for the mere sake of HAVING IT. It is NOT the possession of the article that gives the benefft that alone can be the excuse for a sale-the exchange ol money for article.

The only reason we value MONEY is for what it can DO. A dollar in the pocket is without value; its sole worth lies in the fact that it can be exchanged. for something of benefit to YOU. It may be urged that its mere possession is of value, but that is begging the question, for that POSSESSION is of value oirly because of its latent power of purchase, and not at all TIIROUGH the possession.

Yet 'nany people fail to realize the difrerenee between MERE POSSESSION and BENEFICIAIT USE.

Antl the lumber industry is just beginning to find out what it has really leen trying to sell for a generation, namely, the FUNCTIONS of those buildings that can be erected. with their materials. Yet we continue in large measure to say ttlumbert' when we mean "protection,t' and. trshingles" when we mean a roof.

And the .fact that what our customers want is PROTECTION, and what we have so Iong ofrered them is simply the RAW MATERIAIJS from which this protection may be secured. when properly placed together in a certain form, has always been one of the drag-anehors of the lumber business.

IIIMBER-or rather the things that lumber will DO-is but one of the many things the FARMER, wants, for ingtance. 'W'e naturally think that the farmer should spend his ictle monents figuring on new buiklings he might ereat; but remember that Mr. Farmer of today reads a lot of papers and a lot of advertisements written by men who know HOW TO APPEAI TO HIM, and they are constantly .making HIM-as weII as US-want the things THEY have to sell.

So when we write advertisements to secure the DESIRE on the part of the Jarmer that is greater than the DESIBE

TO KEEP IIIS MONEY, and. greater than the DESIRE TO BITT THE OTIIER, THINGS HE SEES ADVER,TISED EVERY DAY, you can't just trust to luck that it will be IilGIIT.

Those other fellows talk phonographs, and motor cars, and farm appliances and conveniences, and pianos, and glad rags, and kitchen cabinets, and pool tables, and books, and a thousand. other things that the average farmer WOIIITD LIKE TO IIAVE; and they talk THE BENEFIT THOSE THINGS WOIILD BE TO IIIM so strongly and so clearly and. so consistently and continuously, that the mere item of the cost of a raw material is of little intepest,.to him.

The greatest appeal that the builcling ad writer can make is based on the grounds of the I'IINCTION OF TEE BUIL,DING SUGGESTED.

A.d goods sdld und.er this sort of an appeal are likely to STAY SOL,D and will create a desire for other goods sold under like appeal, thus tending to build up a PERMANENT TR,ADE.

Among the Dealers

IIAIIIMOND SUCCEEDS ZF.LZAH LUMBER CO.

The Hammond Lumber Company has taken over the business of the Zelzah Lumber Company at Zelzah, and wiII operate the business in future under the name of the Hammond Lumber Company. A. M. Fellows is the manager.

KERCKIIOFF-CUZNER IS NEW NAME Vf

All the yards in the Imperial valley heretofore op""'ut"d

und.er the name of the Imperial Lumber & Commercial Company, now have taken the name of the Kerckhoff-Cuzner Mill & Lumber Co., who long have been the owners and actual operators.

NATIONAL RETAILERS MEET IN CLEVELAND

The dates for the sixth annual convention of the National Retail l.,umber Dealers' Association have been set for Octo r 25. 26 and,27. and the Winton Hotel in Cleveland. is the fulace. It is probable that a number of California dear' happening to be in that part of the country at the time, rvill attend.

NEW YARD AT SOUTHGATE GAR,DEN

A new retail lumber enterprise has been established at Southgate Garden, south of Huntington Park. Otis Fay is the manager. He will operate under the name of the Sor' gate Lumber Company.

CIIANGES IN IIAIII1EOND YARDS

A number of changes have been made in management of Hammond Lumber Company yards in Southern Californir rhe last few weeks. F. N. Van Houten succeeds O. B. Adams at Brawley; H. C. Winterburn succeeds E. C. Betts at Calipatria, and Fred C. Chapin succeed Ray Brown at Ontario.

BLAMER MANAGER, OF MONROVIA YARD

G. T. Blamer, formerly of Independence, Iowa, has been appointed resident manager of the Bettingen I,lumber Company's yard at llfonrovia. This yard was acquirecl by'William Bettingen only a few weeks ago. It formerly was operated. as the T. I-.i. Manning Lumber Company. Mr. Blamer is an experieneed lumberman and already has taken up his new duties.

RED CEDAR SHINGLES

A CAR OR A CARGO

When gou think of Shingtes think of IIS

II. E. BR,UBAKER RECOVERS FROM OPER,ATION

H. E. Brubaker, head of the Casa Grande Lumber Company of Chandler, Ariz., has recovered. from a serious operation performed at Kansas City a month ago. Mr. Brubaker spent nearly a month in a Kansas City hospital. IIis wife was with him. He expects soon to be back at his office with accustomed vigor and energy.

BIJNN DOCK AT SAN PEDRO IN USE

The new half-million dollar dock of the L. W. Blinn frum. ber Company at San Pedro now is in regular use. The ner.r dock is 1100 feet long and wiII allow the Blinn people eonsiderable more spaee than they have had available heretofore on Terminal island. The storage. yards will be movecl from the island property to space adjacent to the d.oel;.

TIIIRD BET{SON RAFT ON TIIE WAY

The thirtl raft of the Benson Lumber Company now is on its way from the Columbia river to the mill at San Pedlo. Like its predecessors of the present season, it consists of anproximately 6,000,000 feet of lumber with a complementary deck-load of shingles, piling and poles. This will be tll last raft movement this year.

We epecialize in rhingte both grcen ind dry, ell gradee. Watch our weekly quotetion thcetr for priccr. Your order will reccive thc conrideration of our cntirc organization. Northern Californie ordcrr rhoutd go to Seattle. Southern California end Arizone to Lor Angeler ofiicc.

lrs--

Pictures and stories of the things that interest YOU. We wiII publish them in t{re hope that they may interest others.

Editor.

Resuming Diplomatic Relations

Ilere is the actual correspondence that recently took place between two lumber coneerns we know, which was the means of resuming diplorratic relations between the two concerns; relations that were severed a couple of years ago during the "high tide" by an unwise correspondence at that time. Believing, as we do, in friendly relations between men in the same line of business, this pair of letters read. good.:

The first letter, opening negotiations, read. as follows:

"The (?) Lumber Company accepts this opportunity of referring to an exchange of correspondence about two years ago. The very pleasant relations existing prior to that time were severed.

"The (?) Lumber Company believes all mortals are fallible, and to themselves accepts that responsibility born in an excited moment that doubtless was the cause of a discontinuanee of our amicable relations. The ( ?) Lumber Company further believes that with the gradual return of peace and normalcy such trivial differences should be examined. in the full light of mutual.understand.ing and agreeably adjusted. To this end we announce our sincere regrets for hasty and unwarranted. utterances and solicit a continuance of frienclly intercourse.

"Permit us to accept this opportunity of expressing our sincere regards ancl high esteem. " (Signetl by the Manager.)

The answer was as follows:

We have ready for prompt rhipment from our Bay Point, Cal., plant, a conciderable quantiy of

"Receipt is hereby acknowledged of your esteemed and ofricial communication. We can't refer to the exchange of correspondence mentioned, as it is fflecl in the garret and it is too damned hot up there to look it up,

"Howeyer, it is very clear to the writer's mind that at the time mentioned and therein set out, excitement w&s generally rife, and discord in the air. ft was during that period that the jelly bean was incubated and it was during that same time of dementia peroxide that the genus flapper ffrst flew across our dazed but willing vision, all against the peaee and dignity of the state (of mincl).

"Therefore, it is very clear to any unprejudicecl mind, that there is no one who lived through that vexed and vexing period who did not at one time or another, through some form or another, pull lots of bonehead plays, and no one was more guilty than another.

"It is therefore with a great deal of pleasure that this writer acknowledges your distinguished manifesto, and it is accepted in the spirit in which it was written.

"Now, therefore, for and. in consideration of the presents herein set forth and for the premises herein set out, this ratification has been duly signed by the accredited representative of the belligerent nation, and the great seal duly attached. Emphatically yours." (Signecl by the other Manager.)

Thus ended .the feud.

We are large manufacturerr of Douglar Fir and rhip ii our own boatr to San Pedro dockr for Southern California renice, at frequent and regular interyals.

Moorehead Helps to Spread Topping Giant Redwood Building and Loan Idea Takes Skill and Daring

Over in the Middle West in the region of which Kansas City is the economic center, they have developed and carried on for a period of 35 years, a very successful method of financing new homes-one that has done wonders to instill the love of home and the longing for home in the hearts and minds of a great many people in that part of the country.

The method they have devised and followed all these years does not consist of taking money out of a hat

or making it grow on trees, but the very simple and prosaic method of financing provided by a highly-efficient and conservatively operated building and loan association.

The man responsible, perhaps more than any other, for the success of these associations in Kansas and Missouri and other of that great group of states is J. R. ("Jim") Moorehead, secretary-manager of the Southwestern Lumbermen's association of Kansas City. Mr. Moorehead helped to organize the first building and loan association formed in that part of the country 'way back in the eighties, and it is running along successfully today-providing money for homes to people who otherwise might not be able to build homes and spreading prosperity among lumber dealers. bankers, home-owners and. all other classes of business people in the community.

But the building and loan association idea has spread until now it is a very important factor in the life of almost every community. fn fact the great retail lumber association of which Mr. Moorehead is the efficient and popular Cirecting genius maintains a special department for building and loan activities under the capable direction of Frank A. Chase, who has been highly successful in organizing local building and loan associations in scores of cities and towns, during the last two Years.

Naturally the retail lumbermen in every community where a building and loan association has been formed have been interested in the movernent, in the first place because' they want to see their towns grow and develop and- prosper; and in the next place because it means more homes and that means a demand for more lumber and more business for them. IT PAYS.

Fruit Growers Supply Company

Here is a picture of a ' 'high climber " topping a giant redwood to be used. as a part of a sky-Iine or "high-lead" logging system. How would you like to be in his place ? place I

Very few lumber buyers or users realize that this operation is a part of getting out their lumber. The man in this picture (professionally called a high-climber) is up about 160 feet from the ground and has cut off the top of the tree which, at this height, has a diameter of three to four f' It has taken him about three hours to cut this tree ofr a,nd the picture was taken just as the top was failing

It is, indeed, quite a trick to climb a tree of this size, at the same time cutting ofr all limbs that may be in the wa.1' and then, after getting up 160 feet to fall the tree at this point, staying up there, of course, while the top falls'

Sometimes the tree is partially cut in two and powder i$ used to finish the job, the man, of course, being lowered to the ground before the powder is exploded.

This picture was taken on the operations of the HolmesEureka I.,umber Company in Humboldt county. It is one of the many interesting activities in the red.wood industr;'.

"It is because of these many interesting things," says Fred V. Holmes, "that we always encourage retailers anfl other people interested in the lumber industry to visit our operations. It is a pleasure to show these people around."

J. R. MOOREHEAD

Thig Scene Ir Common in Redwood Forelt

Tracy Lumber Company is Live Yard

. Tracy, in San Joaquin county, has one of the livest retail yards and one of the most aggressive retail yard managers in the state. The yard is that of the Tracy Lumber Com. pany, and the manager's name is H. M. Schaur, and he is generally recognized as one of the most progressive lumber merchants in California.

The Tracy institution is one of the retail yards owned by the Santa Fe I.lumber Comapny of San Francisco, of which A. J. ("Gus") Russell is general manager. The others are at Brentwood, Newman and Patterson. AII of them

reflect the very high stanclard of nod.ern merchandising ideas demanded and carried out by this live and enterpris. ing firm.

The silo illustrated here exemplifies the creative powers of a completed product. Being complete and. read.y to perform its intended functions, it is self-explanatory as to just what the buyer is to get for his money. It shows in detail the materials used. and the manner of construction. 'The Simplex silos and Papec insilage cutters are canied in stock at the Tracy yard and distributed throughout California, Arizona and Nevada by the Santa Fe Lumber Company.

Front Vicw of Tracy Lumber Co. Ofiice, and Silo Set Up, Complcte

THE OPEI{ FORT]M

Our readers are invited to use this department for the free discu$ion of ruch rubiects ar may interest them. Questions may be asked and answered, suggestions made and discusced, etc.

MANUTACTURER, SAYS R,ETAILEB SIIOULD PAY TR,EIGHT IN 10 DAYS ON CAR,GO SIIIPMENTS

Gentlemen: We note the discussion in your Open Forum relative to the payment of water freight upon arrival of the lumber at destination, or at least within ten days of that date.

We have been selling lumber on these terms in California for about a year, and in most cases the retailers have acknowledged the justice of these terms. The points brought out in your last issue are well taken by the " Cargo Shipper. ', Another argument which might be added is that it would be entirely unfair to those who discount their bills and pay their freight net cash at the same time, namely within ten days after the arrival of the vessel, for the shipper to give sixty days' time to the customer who does not discount his bills but allow him to pay his freight sixty days after date of invoice when he pays for his lumber.

'We believe the practice of paying freight sixty days after it is earned has come about through the practice of wholesale yards selling to retail yards out of stock which they have on hand on terms of 2 per cent in ten days, or sixty days net. The item of freight here does not enter as the wholesaler has no doubt charged a sufficient price for his lumber to cover the carrying charges of freight as well as the handling charges in the yard, but where the produet is going direct from the manufacturers or jobber who does n"' carry a stock in California the terms of payment should be universally established at not to exceed 10 days after arrival of the lumber.

Very truly yours, NETTI/ETON IIUMBER, COMPANY. Seattle, Wash.

A STRONG LETTER, FROM CALIFOR,MA LUMBER WOMAN

Mr.

Jack Dionne,

Publisher, TIIE CALIFORNIA I-,UI\[BER, MERCHANT.

Dear Sir: Since its inception and introduction into the ffeltl I have been reading religiously, page for page, with a critical commercial eye and avidity THE CAIJIFORNIA IJUMBER, MERCHANT. It meets a GREAT need and its

success is fixed. Complimentary comments are heard. on. every hand. Your article on "Shingles and Raisins" made such an impression that immediately I had read it I telephoned a live wire lumberman who enthusiastically rejoined he too had read it and TIIAT DAY hatt sent a subscription to your paper.

For years I have been hearing of your activities in behalf of lumber MEN. But in scanning the pages of THE CAIJIFORNIA LUMBER, MERCHANT I fail to find a line touching on CO-OPERATION, SERVICE, IJOYAL/TY, AITERTNESS, GREATER, ACTIVITY among WOMEN-of which there are not a few-in the LUMBER industry. :

I am a young worr,an associated with a better than-fortymillion dollar lumber organization with ofrices, agencies and other connections all over the world. 'Why do YOU not publish something appealing to hundreds and hundred.s of women LUMBER, employees, something to feed their starved souls, something to make them individually proud to be a part of the great lumber world, something that will ma' them 'WANT to remain a part of it and not DESIRE to leave it? The advertising, newspaper and other fields open to women afford greater opportunities for advancement SEEMINGIJY than the LUMBER, industry. But are not women as vitally interested in HOMES, the exterior, interior, and cultural beauty as m.en? Are not they as interested in architecture, build.ing plans, etc., as men? And. if not could not YOIIR, journal, which is leaving so pleasant a taste in the minds of Iumber MEN meet a need and arouse a keener interest through an instructive and entertaining department for lumber WOMEN? Women, dependent upon and encouragers of lumber men,-employees, wives, sisters and sweethearts,-who, yearly, spend large sums of money on magazines and. journals of various types and of shifting interest to their sex.

May I add, your pages are chuck full of the get-together, pull-together, knit-together spirit so greatly needed. today 'in the ranks of wholesale and retail lumbermen of Northren California, particularly

With appreciation for your messenger, I remain, Very truly yours,

(Signed) MISS MAUDE B. FORRESTER, 845 Sutter St.. San Francisco.

We ofrer one of the best manufactured Lath in the rnarketBright, fult width and thiclcres!-up to grade-and made from atrictly old growth yellow Fir.

WILL YOU TRY A CAR? Aleo evcrything in Dougler Fir Lunbcr. "Univerrity Brand" Shingle. lre our Spccidty.

We know only one man whose business won't profit by publicity:--the burglar.

Plan Books of Worth Real Value For Your Money

TO THE CALIFORNIA RETAIL LUMBER RETAIL TRADE,_GREETINGS:_

While we have sold plan books to some California dealers through advertisements in The Gulf Coast Lumberman, this is our 6rst direct ofier of our products to the California trade direct. We are producers of plan boolcs of beautiful homes, with blue prints to 6t. We sell no other service. We have produced a series of twenty handsome plan books of homes, each plan a home that has actually been built either in California or in Texas, and photographed by us. We furnish more plan service than any other several plan companies combined. We furnish the plans for the wonderful dealer service of THE SOUTHERN PINE ASSOCIATION, of THE LONG-BELL LUMBER COMPANY, and of some of the biggest line yard plan usere in the country, including WM. CAMERON & COMPANY OF WACO, WITH THEIR SIXTY BUILDING STORLS

We rell our plan reruice in complete setr. A SET ir comporcd of the following:

1 HANDSOME STIFF BACKED ALBUM WITH DEA,LER'S NAITIE IN GOLD ON COVER.

25 PAGES IN ALBUM, EACH PAGE AN ACTUAL PHOTO OF A BEA,UTTFUL HOME WITH FLOOR PLAN, MOUNTED ON LINEN

25 COMPLETE SETS OF BLUE PRINTS, ONE FOR EACH PICTURE

.

i IN THE ALBUM, BLUE PRINTS MADE BY FINEST ARCHITECTS

i AND GUARANTEED PERFECT.

EACH SET COSTS $37.50 TOTAL, OR $1.5O FOR EACH PICTURE, PI.AN, AND BLUE PRINT SET.

We have twenty of theee sets complete, every home modern and attractive and the last word in home construction. Nos. | 9 and 20 are just out.

EVERY HOME IN THE TWENTY BOOKS IS EXCELIJ,NT FOR CAIJFORNTA CUMATE.

Order these last two sets, 2 albums, 50 photos and foor plans, 50 complete setg of blue prints, all for $75.00. Th"y will make you want the others.

NEW PLAN BOOKS ADD VALUE TO YOUR OLD OilES

SEND US YOUR ORDERS

Post Office Box 586 Dallas, Texas

R. M. Williamson

"Your Moneys' Worth or Your IVIoneg Back'-'

oseville Dealer Shows Enterprise

One of the most progressive retail lumber concerns in California and one that is most alert to the possibilities of ad.vertising is the Sterling Ilumber company of Roseville.

A. M. Charter, general manager of the company, never overlooks an opportunity to bring his business and his service prominently to the favorable attention of his community.

At the Fourth of JuIy celebration in Roseville this year the Sterling Lurqber company entered a novel float in the big, speetaeular street parade. It consisted of a truck upon which a miniature house hacl been erected-a miniature so far as a home is eoncerned, but just the right size for a playhouse. Anyway s o thought an enthusiatic and expectant group of merry .Roseville youngsters who crowded around the float in the parade.

Kiln-Drying Experments are Making Good Progress

Experiments in kiln-drying l-inch and 2-inch common fir lumber which have been under way at the plant of the Wheeler, Osgood Company in Tacoma for the last few weeks have proved entirely satisfactory so far as they have -gone, but th-ey have not developed. far enough to give any idea of their practical or permanent results.

Word comes from the 'West Coast Lumbermen's Association that the tests will be continued for three or four months.

Ever since the inception of the Pacific North'west lumber industry, it has never been a general practice to kiln dry eommon lumber; also a region having the annual rainfall of the Pacific Northwest, does not easily lend itself to the air drying of lumber stock. These two factors have developed a practice, within the industry, of surfacing common lumber green and shipping it after natural shrinkage has taken place follqwing the surfacing-

To overcome this difficulty, and with a view to giving t,he trade a better service, as weII as elirninating the carrying of large stocks green, the West Coast Lumbermen's Association has entered into a co-operative agreement with the United- States Forest Products Laboratory of Madison' Wisconsin, wherein the government experts in kiln drying together with the practical manufacturers of the West Coast, are seeking to develop a means of kiln drying 1-inch and 2-inch Common lumber in from 48 to 60 hours, with a degrade of not to exceed 12 per eent in the machining process and 12 per cent in drYing.

Mr. Charter had anticipated just such a situation. He issued tickets, which were distributed among all the little girls of Roseville. The lucky number was held by Miss Corrinne Bush. The house was delivered to her home and she and her little friends have been having great times in it all Summer.

The house was completely finished inside and out and painted in attraetive eolors. All the material was furqishecl by the Sterling I-,lumber company and the work was donated by the union carpenters of R'oseville.

The Sterling Lumber company operates yards in a number of important towns in the northern part of the state. Genera I headquarters are in the Alexander building, San Francisco, with F. E. Duttle, general manager, in charge-and. a more wide-awake lumberman does not exist.

SUPERI(|R BRAI{D

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

Oak Flooring made from resawn kiln' dried lumber has but one DRY surface.

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

How Miniature Houre Looked tn Paradc

Fanning or Planning?

Are you FANNING or PLANNING, Mr. Lumber beabr?

When you come down to the ofiice in tbe morning, ir it with a defnite knowledge of come rpecific thingr t[at you are going to accomplirh that day?

Are you ro enthured with the pouibilitier of CREATING SOMETHTNG that day that you can hardty wait to get rtarted ?

Or do you come down, rimply to be prercnt on the occarion, and to handle the affain that devclop therarelvet for your attcntion?

best way to

with

a

lot is to BUILD A HOME ON IT.

In other wordr, ane you lrLing the OFFENSIVE or the DEFENSM in your work?

There b SOME difference between thc two.

Do you rtart out in the morning wondering who will tun up during the day that you tran rell a bill of lumber to?

Or do you rtart in with a clearly dcfined idea of a SERVICE, a FtINCTION, a COMFORE a NECESSITY, that you arc going to bring to thc notice of Bill Joner, ruch SERVICE, 'COMFORT, FITNCTION, or NECESSITY bcing robed in th" gr.i". of a BUILDING or a BUILDING IMPROVE MENT?

Conrider for younelf whethcr your attitude toward yorrr day'r work b that of HOPE that romething will turn up; or decision to MAKE SOMETHING TURN UP.

No one necdr to tell you whetber you are drifting with thc tidg, or ewimming toward rome hown and choren goal.

The euccerful wing rhot ir the rnan who firet rkilfully at a DEFINITE BIRD, hrrting to CONCENTRATED cfiort; truting to AIM, not to LUCK.

If you are a GENERAL RESULT bueiner hunter, try it, rnd try the ehoot-to-hit rnethod of gctting buriness.

Have you in your office a lirt of the BUILDING PRO$ PECTS of your territory? Not a lirt of folke who ray thcy erc going to build, nccenarily, but a lirt of the folkr who can efiord to do eome building, and who, according to your obrcrvation, have rorne definite building NEEDS.

TttESE are the pcople you want to concentrate on. Handlc at leart onc of tbem every day. Donrt let the rrm ret oq a day in which you have not made a defnte, diligent, intctligcog concentrated cfiort to rell a BUILDING SERVICE to lonc Een who ir NOT in thc mar&et for lumbenopcely.

Ihe man who har decided what end when he ir going to build, buyr hir material at thc lowert competitivc price. Th€ nran who NEEDS a building but ber not yet actively arrived at thit conclurion buyr the IDEA whcn it ir brought to him; and t[e IDEA ir what getr the money.

Hitch your wagon to romething defnite, conrtantly.

Do the building THINKING for yow community, and help make yow torvn thc kind of a building town tbat it ought to be.

EABDWOOD ilJA,NUFACTURERS OF ABtrANSAS VISIT TBADE IN CALIFORMA

C. E. Donegan and W. W. 'Wood of the Arkansas Oak Flooring Company of Pine Bluff, Ark., have just concluded a successful business and vacation trip to California. 'While in Los Angeles they visited the ofrice and yard of the W. E. Cooper Lumber Company, who handle their famous ,'Perfeetion" brand. of flooring.

The Arkansas Oak Flooring Company has just started a new flooring mill at Shreveport, I:a., which gives them practically double the output they formerly had. The constantly increasing d.emand. for hardwood flooring in California is responsible, they say, for the arrangement to increase their production.

Mr. Donegan has been in charge of western sales for the company, but has just been promoted. to the position of general sales manager. He will be succeeded in the western department by Mr. 'Wood.

The

make

man contented

his

The California White and It's Development and Sugar Pine Industry Possibilities

By C. Stowell Smith, San Francisco

The development of the United States from its earliest settlement has been largely dependent upon its forest resources. No wood has so completely and. satisfactorily supplied the needs of home builders and the varied requirements of trade as white pine (Pinus strobus.)

The magnificent forests of white pine first exploited in the Northwestetn States, then gradually westward into the Lake States, are now largely a memory and no longer can the full demand for this premier of soft woods be met.

Fortunately, nature has provid.ed on the Pacific Coast an enpire of timber fully measuring up to the standards qstablishecl by eastern white pine and waiting, not to displace it, but rather to continue it in those markets and for those uses where soft, easily worked pine is best.

It is the purpose of this story to describe briefly this eomparatively new western ind.ustry, its manufaeturing faeilities and products which from now on will be available in inereasing abundance under the wise policy of conservation which goes hand in hand with exploitation.

Ilistory of California Pine Industry

Less than fifty years ago pine lumbering started. on a small scale in the mountains of California. Logging was confined to a few mills along the western edge of the Sierras near the mining camps and small farming towns which were springing up in the central valley of the State. At ,the same time, the cutting of sugar pine for shakes and of incense cedar for fence posts began in the higher mountains in the neighborhood of settlements.

Up to thirty years ago lumbering was done mainly by small circular mills few in number and cutting only for local consumption. Logging was crude and wasteful. OnIy the best logs of sugar and California white pine from medium sized trees were snaked in to the mills by oxen or horses, the small machinery not permitting the handling of large trees. OnIy the clear portions of the trunks were used and the lumber was hauled by wagon to the near-by mining eamps and towns. The cut ranged from 2,000 to 10,000 feet per day.

The coming of rail transportation opening main lines to the East and providing feed.er Iines into the mountains

Typical California White

Typical

r-apidly led to the development of the present large, modern, a problem of keeping ffres away from the young trees, and fully equipped plants capable of producing from 400,000 this is now being accomplished through the -combined eiforts to 500,000 feet in twenty-four hours. .I-.rogging also devel- of the lumbermen and authorizecl public agencies. As it oped the enormous woods engines and equipment now take.s only from 40 to 150 years to grow saw-timber it seems capable of handling whole trees, regardless of size. safe-to assume that this region will be able to furnish lum-

The evolution of the industry from small, inefficient and ber in increasing amounts, indefi-nitely. wasteful units to large, effrcient plants where nothing is lost that can be profrtubly marke'ted, is practically 6m-

Manufaaburing Facilities

plete except in a few localities still far from transportation, As heretofore stated, the plants producing California and the industry is now organized to furnish its softwood pine are most modern in character. Many of them are elecproducts in all markets of the world. trically driven throughout and all are equippect with heavy machinery making it easy to handle the big timbers growing in this territory and which accounts for the large percentage of high-speed band head saws, band resaws, gang saws and all other equipment to corres.. pond. Many have full factory equipment for the remanufacture of sash and doors, boxes, mouldings, siding, ceiling, etc. Mod.ern dry kilns and storage sheds aid in drying and pro- tecting the d"y lumber, although the bulk of the lumber product is air dried. Heavy stocks are carried at the mills in ord.er to meet any requirement for mixed cars. Irumber loaded at the alll does not have to be disturbed u:rtil it is unload at destination.

White and Sugar Pine Forcrt

AII of these plants have many years' supply of timber to draw upon, either their own or that controlled. by the U. S. (]pvernment, which is available for purchase under long term contracts.

Supply and Production

The territory covered by the California White and. Sugar Pine Manufacturers Association ineludes the Klamath Falls region of southern Oregon and the entire length of the Sierra Nevad.a Mountains in California from the Oregon line south to the Tehachapi, also the Coast Range south to Lake County.

In this region there stands approximately 325 billion feet of timber, as follows: Sugar pine, 35 billion; California white pine, 175 billion; White fir, 40 billion; Douglas fir, 45 billion; fncense cedar, 10 billion; Red ffr, 18 billion; and the rest unclassified.

The production of lumber now amounts to approximately one billion feet aunually, which means a virgin timber supply at that rate lasting 325 years. Two factors, however, affect this result, namely an expected increase in production and new forest growth on cut-over lands. The present cut-over lands in California and southern Oregon are now estimnted to be growing timber at the rate of opproximately 250 million board feet annually. Through perfected eo-operation between the U. S. Government, the State and private timber owners, a comprehensive fire suppression and -^slash disposal system has been spread over this entire timber area. Experienee has demonstrated that if ffres are kept out, a new forest starts without planting, the seed coming from defective trees not removed during logging or .from that already in the ground. before the mature trees were cut. Thus reproducing the forests becomes primarily

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RED FIR DIMENSION

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Three cara a day of this ctock.

Species Produced

Sugar Pine (Pinus lambe'rtiana). Sugar pine belongs to the white pine group and botanically and physically closely resembles its eastern relative, the famous white pine (Pinus strobus). The tree grows tall, straight and wiih a clean trunk, which has an important bearing on its value for lumber. The average height is from 150 to 175 feet with a diameter of from 4 to 5 feet, although trees have been found 230 feet in height and 12 feet in diameter. This is the largest pine in the world.

California $rhite Pine (Pinru ponderosa). California white pine, or western yellow pine, does not belong botanieally to the white pine group. It has two varieties more or less similar from a commercial standpoint and usually grouped under the trade name " California white pine. " This is a massive, straight-trunked tree from 125 to 140 average height and 3 to 4 feet average diameter, although trees occur up to 200 feet high and 8 feet in diameter. The trunk is clear of branches for 40 to 60 feet and after the branches have been reached, the logs produce a large amount of clear lumber between the knots which, although not of standard 16 foot length, yet furnishes excellent material for the manufacture of doors, sash and other factory purposes. This pine yields only to sugar pine in size, but on account of its greater abundance, is probably the most important soft wood on the Pacific Coast.

White Fir (Abies concolor). This fir grows to an average height of from 140 to 180 feet and occasionally 200 feet, with a diameter of from Br/z to b and sometimes ti feet. The trunks are straight and taper gradually.

Douglas Fir (Pseudotsuge taxifolia). This tree reaches its maximum development in the Pacific Northwest, although it is found generally mixed with the pines in California and southern Oregon. Except the great sequoias of California, the Douglas fir is the largest tree on the Paeific Coast. In the pine region generally, however, it attains an average height of only from 75 to 110 feet and a diameter of from 18 to 30 inches.

Incense Gedar (Libocedrus decurrens), The principal stands of incense cedar are found in California, where tliey grow in mixture with the pines and firs. It attains a height of from 75 to 110 feet and a diameter usually from BO-to 50 inches, but occasionally 6 feet. The trunk usually tapers

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FACE BRICK-PRESSED, ENAMELED and RUFFLED

HIGH GRADE FIRE BRICK ELECTRIC CONDUIT FLUE UMNG-CHIMNEY PIPE STONEW^A,RE-OLLALI\IIXING BOWIS

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PACIFIC CTAY PR(|DUGTS G(|.

600

more than the pines and does not yield the same high percentage of clear lumber.

Red Fir (Abies magnifica). This stately tree grows often in pure forests at high elevation, from 125 to 175 feet and. sometimes over 200 feet high and from 3 to 6 feet in diameter. The trunk is slightly tapering and often clear of branches for 60 to 80 feet or more.

The above described trees form the bulk of the California and southern Oregon forests. As a rule they grow in mixture, although the California white pine and red fir frequently form practically solid forests with no great admixture of other species. With the pine, this is particularly true of the eastern slopes of the Sierras, northeastern California and southern Oregon.

fn the heart of the sugar pine belt the timber averages 50,000 feet to the acre with a maximum reported of 200,000 feet. An average stand. for the region as a whole is close to 25,000 feet per acre. Present lumbering operations are

Dontt promise to much. A smart man wontt let you lie to him but once.

See

located in forests averaging from 18,000 to 40,000 feet per acre.

With few exceptions logging is done only during the summer months.

Characteristics end Uses of Difrerent lf,Ioods Sugar Pine

The lyoocl of sugar pine is soft, straight-grained, easily worked and holds its shape. This sums up briefly its quality and. value as a worthy successor to eastern white pine. In fact, in the same markets, for the same uses, these two pines are practieally synonomous. An amusing instance is told of an old eastern pattern maker located in California who sent East for somettcork" pine as he could not use sugar pine. He was furnishecl some sugar pine shipped originally to Chicago and reshipped to California as white pine. This proved to be entirely satisfactory in every way. Sugar pine stand.s on its merits as the best all around soft wood available in any quantities in the world.

'When green, sugar pine usually weighs more than eastern pine, but when dry the weight is the same. In physical properties the two pines are practically identical. Sugar pine has the same almost endless variety of uses as white pine, which briefly covers every use where a soft, easily worked. wood of minimum shrinkage is desired. No attempt can be made to enumerate the articles for which sugar pine is a,daptetl, but its wide utility may be judged by some of the following examples:

fn house building sugar pine may be profitably employed for practically the complete house, including ceiling, siding, fooring, panels, brackets, railing, sash and doors, lath, built-in fixtures, moulding and partition. The carpenter ca,n do more with it, and with less effort, than with any other wood. It may be quarter sawed., and presents an attractive grain. Large quantities of lath are made from slabs. 'Window sash made by machinery has taken the place of the hand-made article of a few years ago, but the same high grade lumber is demanded

Sugar pine doors meet a large and exacting demand. The light weight of the wood, its cheerful color, satiny ffnis,h, and its freedom from warping give it a value in every mar- ket. It is too soft for floors subjected. to heavy wear, but for boat d"ecking is unequaled. As siding and boat cabin finish it has few equals. It paints well, holds its form, lasts a long time and is very attractive in appearance. It is ex. tensively used for shelving in cupboards, pantries and fruit closets. Few woods equal it for outside and inside window hlinds and curtain rollers.

In furniture, artieles wholly made of sugar pine are unusual but it enters into many parts. It is often found as parts of bookcases, cabinets, cupboards, presses, washing machines, and as tops for kitchen tables. For drawing tables it is the best wood. The makers of church furniture ffnd a number of uses for sugar pine.

The lower grades are largely used in the manufacture of boxes and crates because of its light weight and ease of mailing. These include merchandise cases, piano and organ boxes, and cases in which are packed candies. Tobacco cases are also mad.e of it and in fact so many different kincls that speciffc reference would be impossible. Many users of cheese boxes insist on having it as it imparts no taste.

'fhe cooper chooses sugar pine for a rather large class of domestic wares which are intended to contain articles of food. Among these are salt buckets, kegs to contain spice, cloves, tea, cofree and similar commodities belonging to the pantry and kitchen.

Some of the best tanks and silos are constructed. of sugar pine, and it is used. for the bottoms of bent-wood measuies and. axle grease boxes.

Parts of many farm machines may be made of sugar pine. For hoppers, sieve frames, parts of screens, boxes, drawers, seed holders, tool carriers, and. many other portions of farming mills, reapers, drills, tedders, threshing machines, eorn shellers, separators and scores of other apparatus and appliances that are necessary to a modern farm it holds an important place. It is also extensively used for dairy machinery and appliances.

Many bee men prefer it to most other wood for hives and frames, and poultry men consider that its lightness fits it above many others as material for egg crates, brooders, incubators, and other poultry-yard appliances.

The facility with which it may be shaped ancl gilcled fits it for picture and mirror frames. Its use for heddles in cloth factories is a continuation of white pine's employment for a similar purpose when nearly every country house had looms for weaving cloth. It was the light weight that fitted it for that place, as the heddles had to be liftetl or lowered for every throad that went into the wood. Its wide use for warping bars was for the same reason

No other wood except white pine equals srigar pine for pattern making. The pattern maker wants a soft, solid material that will work smoothly aeross the grain, and spongy woods and. those of crooked. grain and with knots will not do. On accourt of the large size of sugar pine timber, thick wid.e clear pattern planks are obtained in large quantities.

A large proportion of the matches prod.uced in the United States are made from sugar pine on account of its light weight, ease of manufacture, agreeable appearance, neeessary strength and the quickness with which the coal dies after the blaze has been extinguished.

fts clear grain and. ease of cutting with and across the grain makes it highly desirable for scroll work and for qornice and capital decoration.

Sugar pine is without superior for all sorts of toys, including wheelbarrows, hobby-horses, wooden soldiers and dolls, blocks and letters and the seats and other wood.en parts of cloll buggies, chairs, stools, carts and swings.

Its softness and light weight are properties considered in ehoosing it for drawing board.s, cutting boards, cloth board.s, and. penhold.ers.

Sugar pine is extensively used for piano keys. It has other uses in piano and. organ building, and for some puriroses is substituted for holly. It is an excellent wood for pipes in pipe organs and for that purpose has no equal.

Some of the miscellaneous uses which indicate the wide adaptability of .this wood are for parts of aeroplanes, &rr' mobile and. auto truck bodies, auto running boards, instrument boards, boat building, drain boards, ioncrete forms. plasterers' tools, railw&y ears, store fixtures, trunks and turning.

\lrhite Pine

The trade name " California 'White Pine " has been generally adopted by manufacturers to designate a species that in reality is a western yellow pine. The justiffcation for this trad.e name is found in the fact that the lumber produced. from western yellow pine (California white pine) is so different in physical characteristics and properties from the eommonly marketed "yellow" pines that its. distribution und.er a "yellow" pine name would be wholly misleading to the consumer. A striking evidence of this is the fact

that you give every man a good impression of your business.

Qalifelaix

that it is frequently shipped from the Pacific Coast into southeastern states which produce yellow pine. Yellow pines, as a rule, are heavy, strong and excellently suited to general building, including such uses as bridge, mill and shop construction, flooring subjected to heavy wear, paving blocks, etc. The principal yellow pine (longleaf) is a typical example. Longleaf yellow pine (Pinus palustris) weighs 50 per cent more than California white pine when kiln dried and 51.7 per cent more when air dried. In strength the longleaf pine is superior, but the California white pine is sufriciently strong for the uses to which it is best adapted. Longleaf pine is extremely resinous, whereas California white pine, although a resinous wood, is so comparatively free from resin that it.is frequently mistaken for sugar pine.

California white pine weighs slightly more than sugar pine. Its comparative light weight, however, coupled with its softness of grain, ease of working and tendency to hold its shape, makes it a close competitor in quality and texture of sugar pine and fits it for most of the uses to which the latter is adapted.

A catalogue of uses for California white pine would. be largely a repetition of the sugar pine list, but for some of the more exacting uses sugar pine is preferred' California white pine is slightly stronger than sugar pine, which extends its use to somewhat heavier construction. As a gen-

soon result in this species being used. in conjunction with pine. It is stronger than white fir and much more resilient, as is is shown by the extensive local manufacture of skiis. The wood is straight-grained and has a slight pinkish tinge in color.

Red fir has not yet received the consid.eration to which it is entitled.

Grade Manufactured

The grading of lumber has been carefully worked. out in this region to fit the requirements of consumers and also to conform to the character of timber. The rules of the California White and. Sugar Pine Manufacturers' Association are accepted as standard and are maintained. through a corps of inspectors who periodically visit the various mills and confer with the local graders and managers. Grading is not an exact science, as no two boards contain the same defects, but the rules are as complete as it is possible to make them and are revised from time to time to conform to atlded experience. Inspectors are kept in eastern territory to be available for adjusting claims and explaining the eharacteristics and uses of the different grades.

The highest grades are No. 1 and 2 Clear, usually sold together as one grade. These grades are practically free from defects and are produced in all witlths and thicknesses up to six inches. C Select is a high grade finishing lumber

eral all around soft wood, available in almost unlimited quantities, California white pine is the leading wood available in the 'West.

fncense Cedar

The wood of incense cedar is bright, soft, not very strong, with fine, straight and even grain. The heartwood. is brown to red in color. This wood has recently found a heavy denand for the manufacture of pencil, and its future will be largely dedicated to that use, for which it is peculiarly fittecl. Incense cedar trees develop a heart-rot in the form of pockets which preclude the cutting of much clear lumber but do not interfere with the development of pencil slats. The small anount ,of clear produced is demanded for the manufacture of chests.

Red Fir

Red ffr, growing as it does only at high altitudes, is cut by few lumber manufacturers, but as it will increase in amount a description is pertinent. Recl fir is commonly confused. with Douglas fir, which is sometimes miscalled "Red Fir." True red fir has no resemblance to Douglas fir and very little resemblance to white f,r except that it is also a light, non-resinous wood. At the present time red fr is utilized largely with white fir for pulp and paper making, for which purpose it is well adapted.. However, the large size of the trees, the grain and terture of the wood will undoubtedly

where one face only is to be shown, and comes in all witlths and thicknesses. No. 3 Clear and No' 1, 2 and 3 Shop are called. t'Factory" grades, as they are usually cut up into door, sash and other factory stock. They come fro1 the inside or top of the tree where large knots are found, but so situated that fine, soft clear cuttings may be secured between them. The different factory grades depend upon the percentage of standard d.oor and sash stock that can be cut from them. These grad.es are particularly adapted. to toy manufacturers, manual training schools and wherever clear material is desired in lengths less than the 16-foot standard.

The Common grades, Nos. L, 213,4 and 5 are used for general building purposes for which they are especially valuable due to light weight, ease of working and nailing and large unit sizes as compared. to lumber prod.uced in other regions. No. 1 Common is a very high grade common board.,.which may contain small tight knots, but no defects which will make it undesirable for shelving or which will not safiisfactorily cover with paint. No. 5 Common is the lowest grade recognized and consists of very defective board.s which will hold together when carefully handlecl. The other Common grades are between these two extremes. For general all arou:rd. builtling Nos. 2 and 3 Common are prineipally usecl: Two grades of "Box" lumber are recognized locally, being cutting types of Nos. 3 and 4 Common, and. are graded under the same rules.

Modern Pinc Mill in Cdifornia

Strikes Continue to Effect Lumber

Washington, Sept. 10.-Reports from all the regional softwood lumber manufacturing associations of the country by the National Lumber Manufacturers Association, reflect the cumulative effects of the coal and railway strikes, which are expected to continue to influence the lumber movement for some time after their settlement. Orders for lumber show a noticeable decrease from those of the previous week, production also fell off and shipments barely held their own. Nevertheless the lumber ind.ustry continues to hold a decided margin of increased activity over this time last year.

The normal production of the five large associations is 214,694,097 feet, and the actual cut was 100 per cent, shipments 88 per cent and orders 92 per cent. For all the eight regional associations reporting weekly, shipments were 89

Southern Pine Association

Total .-----.-.

Week (128 mills).

West Coast Lumbermen's Assoeiation---------.----.--

Total ---.-----'Week (126 mills)

Western Pine Manufacturers' Association

Total --....-.-

'Week (39 mills)

California White and Sugar Pine Manufacturers-.----

Total .-.----..

Week (6 mills)

California Redwood Association

Total

Week (14 mills)

North Carolina Pine Association-,----------

Total - -.-.-

Week (35 mills)..

Northern Hemlock and Hardwood Manufacturers--,---.-.---.----.

'Week (18 mills)

Northern Pine Manufacturers' Association

Total -...--...

Week (9 mills)

General Total for 34 weeks.---

General total for week

Same 34 weeks, 1921

Same week, 1921

and orders 91 per cent of production.

Total production for the week by 375 mills was 236,485,952 feet ; shipments, 210,551,595 ; orders, 214,778,959 ; the respective deereases being, 4,722,445 feet', 369,423 and 13,204,602, from the figures of the 388 mills reporting the preeeding week. As compared with the corresponding week of 1921 production advanced by 6t,294,848 feet, shipments by 37,539,042 and orders by 27,817,992. These advances do not, however, rnaintain the margin of increase for the year as a whole, or cornie up to expectations for August, as based on the usual ratio of that to other months.

The following table shows produetion, shipments and accumulated orders for the 34 week period ot1.922 and 1921, and also for the week ending August 26, by the various regional associations :

Cargo Movement from North is Heavy

Cargo shipments of lumber from the Pacific Northwestincluding British Columbia as well as Oregon and Washington-to California aggregated 703,578,510 feet for the first six months of the present year.

In the same period of 1921 the movemen't was 347,901,289 feet ; shipments this year show an increase of I02Vz per cent, therefore.

Combined export and domestic cargo shipments from the Pacific Northwest for the first half of.7922 were 1,598,857,150 feet, as compared with 738,159,036 feet for the corresponding period of last year, an increase of, 1161/z per cent.

Of all the overseas purchases of Pacific Northwest lumber, Japan shows the largest increase, with a gain of 319 per

cent for the first half of this year compared with the first half of 1921. The total of Japanese purchases to July 1, was 381,019,667 feet. For the same period a year ago the Japanese bought 90,850,884 feet.

Other export markets which showed substantial increased. buying over the previous year were: Australia with a gain of,242 per cent; Europe, 22L-5 per cent; and China, 21 per cent,

In the domestic cargo markets, the North Atlantic Coast shipnr.ents for the first half of this yeer ran 238,952,376 feet, which was 27,000,000 feet more than was shipped during the entire year of 1921; ancl an inerease of 145,108,882 feet or 154!2 per cent over the ffrst six months of that year.

We will forgive a man for failure-but not for quitting.

Enemies of Shingles Ready to Fight

SOUTHERN LUMBERMEN JOIN IN FIGIIT

At a recent meeting of prominent Southern California retail lumbermen called by Henry Riddiford, secretary of the Los Angeles Builders' Exchange, solid and enthusiastic support was pledged to the general state-wide committee in charge of the referendum against the anti-shingle bill. They wiII do everything necessary between now and the November election to induce people to vote NO on the bill.

It is not going to be a one-sided fight-this fight to save shingles for California.

The sponsors of the so-called. housing law-which is the law containing the vicious provisions legislating shingles out of business-have organized, hired themselves a press a,gent, rented headquarters in San Francisco and set out to work to overcome the efforts of the lumbermen.

Of course that means only one thing. That is that the lumber folks have to get busy and keep busy from now until after the election in order to get every one to vote NO on the referendum. It is No. 5 on the ballot. Don't ever forget that.

Supporters of the bill point out that it does not even mention shingles. And that's so, too. But that is just where its viciousness comes in. It accomplishes by indirection what it could not have hoped to accomplishecl by direct action.

Supporters of the bill have another strong basis of appeal when they say that defeat of the bill will kill a lot of wholesome legislqtion contained. in some of the other sections of the measure. Ancl that is true, too. But why go ahead. and make it unlawful for a citizen of California to use shingles on his house or on his barn at the same time you are enacting some other legislation?

The only way to do is to KILL THE WHOLE BILL ancl then let the legislature reenact whatever wholesome and necessary provisions that the measure contains.

Shingle Men Act to Save Industry

Red cedar shingle manufacturers of the Northwest are becoming alarrned at the growing agitation of many localities of the United States against the use of wooden shingles for both roofing and side-wall material and a great gathering of representative shingle men w'as held at Seattle last Saturclay to consider means of combating this movement.

As a result it is probable that the shingle men will endeavor to get together and present the merits of shingles to the public with a view of showing that shingles when properly made and properly laicl ilo NOT constitute a fire hazard.

Jack Dionne, publisher of THE CAITIFORNIA LUMBER MERCHANT, was asked to express his views on the situation in the following telegram from R,. S. Whiting, secretary of the shingle branch of the West Coast I.lumbermen's Association:

Am endeavoring bring forcibly before shingle manufacturers importance immediate concerted and forceful action to overcome propaganda of substitutes and underwriters. Have called. general meeting shingle ind.ustry 'Washington Hotel, Seattle, September 9. Will you oblige me by writing this meeting, expressing forcibly your views and hopes for immediate united action manufacturers.

To which the following reply was sent: f sincerely hope that your meeting will result in unifying the Recl Cedar shingle industry in an effort to eliminate continued and multiplying attacks from outside sources. I know no way to stop people from attacking shingles except by intensifying and mlrltiplying the activities of the shingle folks in behalf of their product, and that can only be done efrectively by the concerted action of shingle manufacturers. New substitutes for shingles are coming into existence constantly and are being placed on the market accompanied by forceful and energetic selling methods that usually put them over strong. If the wonderful qualities and usefulness of

wooden shingles together with ideas for properly using them were being presented to the builders of America as continually and as forcefully as the substitutes are exploited., there would be no anti-shingle attacks. I never heard of an antipatent roofing ordinance anywhere, did you? If I were with you today I would. repeat what I wrote on page 8 of August 15th issue of CALIFORNIA IJUMBER, MERCHANT. As always, the fate of the shingle men is in their own hands, but they wiII spend the rest of their lives fighting antishingie attacks unless they do what cypress and raisins have done. I say, get together, quit fighting among yourselves, raise a lot of money and go seII the world on Red. Cedar shingles and remember that you can't drive a spike with a tack hammer. Regards to all the gang. IIad f known about the meeting two days earlier I would have been with you myself. If THE CALII'ORNIA I-/UMBER MERCHANT or the GULF COAST LUMBERMAN can serve you in'any possible way, call on us freely. JACK DIONNE. lllF==rcrE!=r=======t!lElrl===:=:=l:!!l===

..SHINGIE SERUICE''

To the home builder between now and the Novem' ber voting on the referendum conrirtr of advirins your customerr of the value of Shingler ar a roof and wall covering.

DOINGS and SAYINGS of TOIU

50 New-Born Kittens are Welcomed at Arch Beach

'When the sun dropped behincl the swelling billows of the mighty Pacific at Aich Beach last Saturda! uight, a more or less motley group of innocent but precocibus kittens were -lapping--eontentedly from spacious pans overflowing with fresh milk; when the sun arose across the clistant hills the following morning these same erstwhile kittens were denanding great helpings of raw meat !

tr'or in the intervening hours the strange witchery of the Great Black Cat had been applied to the persons Lnd the spirits of these feline hopefuls and they had become fullfledgetl members of the IIoo-IIoo ordei. The litter numbered 53 in all, including 50 new members and three reinstatements. AII but a few were present in person and scratched at the door of Hoo-Hoo land for admittance. These few, who, it is assumed, were so blind they could not find their way alone to Arch Beach, will be reslued from wherever they may be wondering and ad.mitted through the pri- vate entrance of the worthy snark.

ft was a festal occasion among members of the Order in Southern California. Both cats and. kirtens were accompanied by members of their families. 'Women and. children had as much fun, or more, than disciples of the Great Black Cat themselves. And the festivities lasted two full davs. From all parts of San Diego, Orange and Los Angeles countres came memy parties, ranging from babes in arms to gray_ haired veterans, grown old in Hoo-Hoo activities.

Bathing,._fishing and hiking were the principal out-door sports;.while dancin_g, eating and music were tlie most pop_ ular diversions in-d.oors. So everybody was happy, or should have been, any.way.

The eoncat was staged late Saturday evening in the ball_ room of the Arch Beach tavern. Arrangements were in the hands of a committee composed. of R6y Stanton, ,,Gus'; I{oov_er,-Iferman Rosenberg, A. H. Iraws, C. J. I.raughlin and Frank Connelly.

Curtis 'Williams was the choice of the meeting for the gFicaof vicegerent snark of the district for th"e coming Hoo-Iloo year.

The ritualistic work was conducted by David Woodhead, vicegerent snark. The nine were:

Snark-David Woodhead.

Senior Hoo-Hoo-Curtis Williams.

Junior Hoo-Hoo-Herman Rosenberg.

Scrivenoter-C. E. Glasbv.

Bojum-B. W. Bookstaver.

Jabberwoek-H. M. Woolsev.

Arcanoper-'W. B. Wicke"rhu*.

Gurdon-J. L. Jenkins.

Custocatian-A. C. Ilamer.

The kittens and'reinstatements came from various parts of Southern California. In the following list, those with no address designated are from Los Angeles:

Albert B. McKee, San Pedro I.,umber Co.

Guy Tyler, Brown Lumber Co., Whittier.

Harry Aubrey Lake, Garden Grove Lumber & Cement Co., Garden Grove.

Elmer Leopold Bowers, Adams-Bowers Lumber Co., Anaheim.

Addison Crockett Bowers, Anaheim.

Lester L. Isbell, Newport Beach.

Adams-Bowers lrumber Co., Beach Lumber Co., Newport

Josiah Richman Duffield, Banning Co., San Ped.ro.

Charles M. Cooper, W. E. Cooper Lumber Co.

William Sidney Pease, Pease & Osborn.

Ifarry Schulz, Tropical Hardwood. Co.

Ellridge G. Fifield, Owens-Parks Irumber Co.

Allyn Burton Rice, A. B. Rice Floor Co.

John Truesdale'Watson, Owens-Parks Lumber Co.

Stanley A. CIem, Santa Ana Lumber Co., Santa Ana.

Richard A. Erinson, Santa Ana Irumber Co., Santa Ana.

Elmer M. Shaler, E. J. Stanton & Sons.

John Max Landram, Coos Bay Lumber Co., Ocean P.ark.

Hervey F. Bowles, Long-Bell Lumber Co.

Fred J. Crosier, Sudden & Christenson.

Charles I[. Chapman, Chapman Ilumber Co., Santa Ana.

Henry E. Adams, Adams-Bowers l.lumber Co., Anaheim.

Roescoe Byron Young, Young Sash & Door Co., Anaheim.

Walter V. Whitson, E. K. Wood Lumber Co., Santa Ana.

Burton H. Osborn, Pease & Osborn.

John A. Johnson, John Johnson Floor Co.

Leo M. Rosenberg, Hipolito Screen & Sash Co.

Charles G. Ward, Barr Irumber Co., Santa Ana.

Walter Scott Spicer, Barr Lumber Co., Santa Ana.

Norbert E. Lentz, Barr Lumber Co., Santa Ana.

L. C. Boardman, E. J. Stanton & Sons.

Floyd Lee l.,ake, Bellflower Irumber Co.. Bellflower.

Elbur L. Cooper, San Ped.ro I-:umber Co.

Clifforcl C. Kelty, Owens-Parks I.lumber Co.

William Schulberger, Pacific Planing Mill, Santa Monica.

Clair W. Mentz, 'Woodhead Lumber Co.

John Peters Canfield, 'Woodhead Lumber Co.

_

Joseph R. Jahrans, I-:aguna Beach Lumber Co., I:aguna Beach.

Samuel Earl Tingley, Tustin Lumber Co., Tustin.

Forrest Ward Wilson, Fletcher & Frambes.

Paul Wilbur Masters, Nettleton Lumber Co.

Harold Allen Crane, Nettleton Lumber Co.

George C. Hepburn, Ilepburn Mill Co.

One reason girls leave home is becaqse it isn't.

Some More of TOM'S SAYINGS

Ollie A. Topham, Hepburn MilI Co.

Charles H. Griffin, C. H. Griffin I,lumber Co., Artesia.

Otis H. Barr, Barr Lumber Co., Santa Ana.

Morris E. Hopkins, Hopkins, Grim & O'Leary.

Theodore Boye; Boye & 'Wilson.

Arthour O'I-repry, Hopkins, Grim & O'Leary.

Henry Virgil Cowan, H. V. Cowan Co.

Albert W. Koehl, John W. Koehl & Son.

John R. Collins, Brown & Dauser, Brea.

Thurston B. Hatten, T. B. Hatten Co.

M. M. Marsh, American I-.iumberman, Glendale.

Dickason Heads Order

"l,ee" klvlaster Is Senior

DETROIT, MICH., Sept. 10-(Special)-Much beneficial Iegislation was enacted at the Hoo-Hoo annual which closed here tonight and a complete new nine was elected with W. S. Dickason of Kansas City as snark, and C. D. LeMaster of Fresno as senior Hoo-Hoo.

The benefit fund was extended to members over 65 years of age; dues will be prorated quarterly to new members, the initiation fee was fixed at $9.99; provision was made that applicants unable to attend a concatenation be accepted. as associate members upon payment of fee and taking obligation under direction of the nine, but to be initiated later.

Parson P. A. Simpkin was retained for another year as supreme chaplain.

Selection of ttre next meeting place was referred to the supreme nine.

The supreme nine will be:

Snark, W. S. Dickason, Kansas City.

Senior Hoo-Hoo, C. D. LeMaster, Fresno, Cal.

Junior IIoo-Hoo, M. M. Elledge, Corinth, Miss.

Bojum, Donald Clark, Seattle, Wash.

Scrivenoter, E. S. Anderson, New York City.

Jabberwock, C. O. Harmon, Atlanta, Ga.

Custocatian, R. D. Mundell, Denver.

Arcanoper, F. M. Baker, Chicago.

Gurdon, W. A. Nichols, Beaumont, Tex.

Officials of the Osirian Cloister were named as follows:

High priest of Osiris, Everett G. Griggs, Tacoma.

High priest Ptah, M. M. Elledge, Corinth.

High priest fsis, Charles Kammer, New York.

High priest Thoth, P. A. Simpkin, Santa Monica, Cal.

High priest Anubus, C. D. LeMaster, Fresno.

High priest Hathor, H. R. Isherwood, St. Louis.

High priest Shu, L. M. Tully.

High priest Sed, George M. Cornwall, Portland, Ore.

IIAR,DWOOD OPERATOR MAY PLACE YARDS HERE

George T. Houston, president of George T. Houston & Company of Vicksburg, Miss., and affiliated organizations, has been in California for the last few weeks with the view, he says, of establishing a large hardwood distributing yard at Los Angeles harbor. The Houston mills are big hardwood producers and through their wholesale connection sell immense quantities of hardwood lumber of all kinds. Mr. Houston eontemplates shipping hardwood in cargo lots from the Mississippi river and gulf ports, through the Panama canal, to the Pacific Coast.

Your trade deserves the best there is-which means Weaver

This product should be in your stock for your customers

large quantities has been used with $enuine satisfaction and success by

Valley Folks Ready for Big Outing

There isn't much, if anything, for lumbermen in Central California to do now but wait for the two-day outing planned by the San Joaquin Valley Lumbermen's club at Huntington lake Saturday and Sunday, September 15 antl 16.

All arrangements are complete and the committee in charge has extended a general invitation to all lumbermen in the state to join them in their festivities.

A letter sent out by J. G. Ferguson of Clovis, chairnan of the committee on arraangements, gives the details of the trip. It is as follows:

To the I:umbermen of California:-

You and your ladies are invited to participate in the outiug, to be given by the San Joaquin Valley l-iumbermen's Club, at Huntington Lake, on September 16 and 77, 1922.

Automobile transportation from Fresno to the Lake, and back, will be furnished by our club members for those unable to bring their own machines.

This will be one of the most delightful and instructive trips possible, and no one should miss the opportunity.

Included in the itinerary, is a visit to the Carlson Irumber Co.'s mill, to the Iluntington Lrake Lodge, and on Sunday a trip over the Kaiser Pass (9300 feet elevation) to where the great 13 mile tunnel is being mad.e.

The return trip will be made along the private road. of the Edison Co., through the gorge of the San Joaquin River where the scenery equals, if it does not excel, the Yosemite Valley.

REDWOOD

It meancmuch to the dealer to know that he can make hir Redwood purchas€! from big, well equipped mills, capable of eupplying his every Redwood need at all timec.

We Produce Annually at our Own Ptantr appro:imately 14O,(X)0,0OO fcet of Lumber and Forcd Productr, Mortly Redwood.

We are ableand anxious to serve you.

The expense of the trip will be $7.25 per person, which includes luneheon at Pine Ridge Tavern ($1.2f1 and meals and room at Huntington Lake Lotlge $6.00, all other entertainment, includ.ing a Jazz orchestra of five pieces for the danse at Huntington Lake Lodge on Saturday evening, will be furnished by the club.

The Automobile Caravan will Ieave the Ilotel Fresno, at 8 o'clock sharp, on the morning of Sept. 16th, returning the evening of Sept. 17th.

The road.s are in splendid condition being almost equal to paved roads, and every arrangement has been made, for securing gasoline and oil on the way.

Forget all your troubles and worries, and join us in having a good time.

The wholesale of lumbermen of San Francisco and Los Angeles are particularly iinvited, say the San Joaquin Valley folks.

Reforestation Plans Are Meeting Marked Success

Redwood manufacturers of California are fast awakening to the importance of reforesting their cut-over land.s and one of the leaders in this essential work is the Union Lumber company.

Some time ago the Union l-.lumber company adopted a permanent policy of reforestation and now, as fast as their timber is cut, immediate provision is made to replace it.

"About twelve years ago the Union I-.,umber compeny first began the work of reforestation," says Otis R. Johnson, "when we planted. several hund.red. aeres of eut-over lands to eucalyptus. The theory of this plantation was that the eucalyptus itself would have some value and that planting this fast-growing tree would. encourage the volunteer second growth redwood, fir, tan oak and other species which naturally grow on cut-over redwood. lands. ft was thought that the eucalyptus would outstrip the other growth in height and the natural growths, being shaded., would reach up to get the light. It is clifficult to tell whether this accomplished much, if anything, although some experts tell us that it has helped.

"Some time after the planting of eucalyptus, the Union Lum:ber company began the most important of its reforestation work in eut-over redwood areas, aud that is the protection of cut-over areas from fire. 'We later interested. a number of other timber owners and operators in Mendocino county to the extent that a fire protection association was formed. This assoeiation still is in active existence and its work has been very efreetive.

"About a year ago our company engaged Major David T. Mason to advise us in reforestation matters which, in the order of their importanee, were: fire protection of cutover red.wood areas, planting trees of various species on these areas and thinning, under careful management, the second growth. I

"Mr.-Masoo's emf,loyment resulted in the formation of a forestry department und.er Mr. Swales, who, for some years prior to his employment with our company, was with the U. S. Forest service. 'We now have another man in the tlipartment with Mr. Swales and their time is entirely taken up with this reforestation work which includes all branches of activity already m'entioned as weII as supervision of a nursery for seeding and rearing the various species of trees preliminary to replanting these trees on cut-over lands. "

Our Preachings Already Taking Root

Bv JACK DIONNE

The head of one of the biggert line yard concernr in California rat in conference with me the other day, and hc eaid:

"I have been reading your paint and rideline editorid ruggertionr with much interert. I war particularly intererted in your account of how The Thompron Yardr, Inc., sell paint. I am thinking of putting in a paint line in our yardr. Hardware alro, in all probability. What do you think of it?"

You can imagine what I told him; rimply that if he did NOT become a paint merchant he would overlook a chance jrut about ar important as hir lumber saler.

".A,ll rightr" he said, "then I am going to pick out a paint firm that has the right kind of stock and furnirhes eelling rerwice, and we will try the paint game.tt

So there is direct rerult already for the rhort editorial caneer of THE CALIFORNIA LUMBER MERCHANT.

And that isn't dl, by any meanr. Many rctailcrt bave already expreared to ur their intention of improvinC their placer of burine*, making ttem more illurtrative of thir building activities; alro a most keenly evident intercrt in the subject of Modern Merchandiring to create bueiner.

And it ir THIIi sort of results-and we have becn gctting them for many yearr-that keepr ur pepped up, and hitting the ball. And then the men who go out and @ improving their busine$ methode find that their effortc bring rucb magnificent returns, that they wonder how they ever got along any other way. And THAT fact ir the "proof of the pudding."

In ib editorial utterancec this paper har no intention or derire to unkindly criticiim. It aimr to help the lumbsmcn of California by pointing out to them the thingr thrt othcr men have done in their rame line of burinerr that havc brought rerults, created burinerr, and made money.

Put This in Your BookAdvertising is the molding of favorable public opinion toward a firm or an article or a service THAT DESERVES IT.

Eastern Wholesalers Now

Are Guests of California

Officials of the American Wholesale Lumber association who left Chicago more than 10 days ago for a tour of the 'West, now are in California. They arrived in San trbancisco on Thursday, the 14th.

It is probable that the entire party will join the San Joaquin valley association on their picnic to Huntington Lake Saturday and Sunday. In that event little time will be available for the stay in 1ss Angeles where they originally were scheduled to be on Saturday and Sunday.

Their San Francisco visit has been taken up with conferences with redwood and pine manufacturers and with a number of prominent wholesalers, followed. by an informal dinner with m.anufacturers and wholesalers,

The party consist of Ben S. Woodhead, President; Dwight Hinckley, Regional Vice President and. Wholesale Representative on the National Standardization Committee; R. B, Mcleod, Director; Joseph E. Davies, General Counsel, and L. R. Putman, Directing Manager. Mrs. Mcleod also is with the party.

STOWELL SMITE VISITS KLATTIATII MILLS

C. Stowell Smith, secretary of the California White & Sugar Pine Manufacturers' association, is on a trip to the mills in the Klamath Falls region. While these mills are in Oregon, they are members of the California association, inasmuch as they cut the same species of pine. Mr. Smith chose an opportune time to make the trip, as in his absence his general offices in the Call building are being rearranged. so as to provide more space for his staff.

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

Is it not a part of the extra sen'ice that Jack Dionne has been preaching, to show your customers the advantage of BUYING shorts instead of long lengths?

WE CAN BACK YOU UP in that service by furnishing specified amounts of short lengths, the quickness of shipment being in proportion to the percentage of short lumber you can take.

E. J. Stanton & Son, Oldest California Pine Distributorq Veteran Hardwood Wholesalers

It was thirty years ago that the late E. J. Stanton came to Los Angeles and founded the splendid business that still bears his name.

That was not his start in the lumber business by any means, because, for a generation before that IIIS father was manufacturing the famous old soft white pine of Michigan in the Grand Rapids territory, and the son had first seen light of clay aulid the roar of the mills, and the fragrance of the pines.

Toclay the son's son, I:eroy H. Stanton, together with his brother-in-law, Henry W. Swafford, join hands in the executive management of the wonderful business that their father handed to them when, in 1913, he passed "over the river to rest under the shade of the trees"; which, b;' their spleldidly coordinated direction has become one of the greatest lumber organizations in the entire Southwest.

E. J. Stanton operated the business under his own name until the time of his death, at which time it was incorporated. as E. J. Stanton & Son, with Leroy H. Stanton as President, and llenry Swafford, Vice President.

In the beginning, E. J. Stanton was a wholesale distributor of California white and sugar pine. Several years later he began the yarding and wholesaling of hardwoods in his Los Angeles yard. This was the first hardwood concern in Southern California by a number of years.

E. J. Stanton built up a splendid business in exploiting and distribu,ting white and sugar pine. As the consumptioi of hard.woods increased in Southern California he added to his hardwood stocks as the markets developed., until the hardwood yard became one of the greatest of its kind on the continent.

- Y4"" the lanagement of the business passed. into the able hands of the two young men already named, they changed in no material manner the charactei of the business that had been entrusted to them; they simply intensified and extended it.

fn their white and sugar pine business they saw tre_ mendous possibilities, aqd they proceeded with an energetic eampaigl to materialize those possibilities by *u"kiog thoroughly national their distribution of this -wonderfu"l product. The result is that today E. J. Stanton & Son is one of the best known California pine firms in the United States, serving the entire nation whirever soft pine is in demandj a_nd enjoying a splendid reputation with both the mills and th,e. fr1$e, yhlgh reputation is the firm found.ation upon which they built their business.

They are the accredited Sales Agents for some of the pjSSu*t a3-d best pine producers in "California, u*orrgin"i" list of mills being the following famous ones:

]{1{e-ra Sugar Pine Companli, Madera, Cal.

Michigan-California Lumber Co., placerville, Cal.

Pelican Bay Lumber Co., Klamath Falls. Ore.

Algoma Lumber Co., Algoma, Ore.

They likewise handle the produet of several pine mills of lesser size and reputation in California. Their effort has been to establish with the trade the fact that they are a lhqlguglly dependable and honorable source of supply for Oalifornia white and sugar pine, and they have succeecled in this effort to such a degree as comes to few selling organi-

zationns. The trade. of many states and territories knows that E. J. Stanton handle at, least as good lumber, at least as fine grades, as any other concern, and that their integrity and their service are of perhaps ffner texture and reliability even than their lumber.

And to have achieved that distinction in the lumber business, is success indeed. To ship what they agree to, when they agree to, of at least as good Iumber as they accept ord.ers for, is their business motto. Just the good old Golden Rule translated into lumber distribution, is what it means.

And the answer is THIS: They have increased their white and sugar pine business in nine years something like twenty times over. Something of a record. They carry in stock in their Los Angeles yard a big supply of pine for distribution in adjacent territory, strictly wholesale. And they sell all the rest of California and Arizona and the southwestern territory, as well as the rest of the United States, by prompt service direct from their mill connections.

With the great battery of mills whose stock they market, they are a source of supply, both as to quantity and quality, -of nighty caliber.

They are strictly wholesalers of hardwood. In Los Angeles they carry in stock great quantities of something like one hundred items of hardwood which is consumed in this territory. Supplying the retail yards with their hardwood needs is a thing they have reduced to a science. They have seen the hardwood business of this territory develop from nothing to its present tremendous dimensions, and they have grown with it, not only keeping pace with the demand, but by their mlerchandising efforts and their knowledge of hardwoods and their uses, anticipating, directing, and creating demand for specific things.

So their hardwood supply department from their great Los Angeles yard is as perfect as long experience, a thorough knowledge of their business, and the desire to be prepared at all times to furnish immediate shipment and service-can make it. If it's hard.wood., they have it.

In the southwestern territory they work the trade constantly through their traveling salemen, who cover the territory from the Pacific to the Texas line.

In the east they maintain a sales office at Cleveland, Ohio, under the very capable management of Mr. A. A. Derry, for many years associated with the firm in California, and one of the best known sellers of California pine in the entire east.

They are looking forward in their pine department to a new and. greater supply of pine to sell when Elmer H. Cox and associates complete the wonderful mill they are now builcling near Fresno, Cal. This is the new Sugar Pine I_rumber.Company headed by Mr. Cox. The saw-mill is being equipped with four electrically driven bands, and wiII be the very last word in modern construction, a great fortune being spent to make it the greatest sawmill of modern times. It will cut into a stand of timber d.eclared to be the greatest stand of sugar pine left untouched on earth, and the firm has already purchased. sufficient of this timber to operate this huge miII for at least fifty years.

The Stanton interests have been selling white and sugar pine for Mr. E. I1. Cox for twenty-two consecutive yeals, and expect to assist him likewise in this enormous new pro-

Dont sit on the fence and watch others DO things. You can do what the "other fellow" does, if you try as hard and as intelligently.

BABR LUDIBER COMPANY IJONS'LUNCHEON AT SANTA ANA IIOLD IN NEW OfFICE

The Barr Lumber Company, at Santa Ana, have finished iheir new office buitding, and. previous to the installation of their furniture they held a very enjoyable function there on August 31. Walter S. Spicer of the Barr Irumber Company is a member of the Lion's Club, of Santa Ana, and he invited the Lions to hotd their weekly luncheon in the ofrice that day as the guests of the company, giving them a chance to see the office and look over the entire plant. Mr. Spicer was chairman of the meeting. The two speakers of the event were Mr. O. H. Barr, head of the company, and Jack Dionne. Mr. Barr talked on the Barr Lumber Company and its meaning to the people of Santa Ana, and. Mr. Dionne explained the relationship between a service department and the public.

Other officials of the Barr organization present were IL G. Larrick, C. C. Barr of Whittier, W. E. Lentz and C. G. 'Warcl.

The new office is a very beautiful one and will be described and illustrated in an early issue of THE CAI-.,IFORNIA IJUMBER, MER,CHANT.

..EDDIE" SUDDEN ENTERS LUMBEB BUSINESS

"Eddie" Sudden, son of the late C. E. Sudclen of Sudden & Christenson, has entered the office of the Christenson llum. ber company in San Francisco to learn the lumber business from the ground up. He is spending a great part of his time in the yard, getting some praetical knowledge of the game, and later expects to enter, the up-town office to learn thoroughly, ail about wholesale lumbering and shipping.

Young Sudden was graduated from Stanford last Spring and was a star athlete while at college. He won high honors as a sprinter in the intercollegiate meet at Cambridge, Mass., last saeson.

CUTLER VISITS BAY CIIY

Fred Cutler of the Cutler-Dimmick Ilumber company of Portland. has been a San Francisco visitor for the last week. He called on various lumbermen and spent much of his time in company with his former partner. A. A. Dimmick, now a sales executive of the California & Oregon Lumber company.

W. A. PICKERING VISITS CAIJFOR,NIA

'W. A. Pickering, president of the W. R. Pickering Lumber Company, has been passing a few weeks in California. Mr. Pickering also is president of the Standard Lumber company of Standard, CaI., one of the most important pine mills in the state where the famous Standard white pirre doors are produced. Mr. Pickering visited the mill at Standard and the general offices in San Francisco. D. II. Steinmetz, Jr., sales manager of the Los Angeles ofrice, went to San Francisco to confer with I\[r. Pickerinq.

duction. This will be the biggest of all white and sugar pine mills anywhere, and insures to the trade a tremendous new, dependable, and permanent source of supply.

" What is your selling talk ? " we asked Leroy Stanton and Henry Swafrord, when we were looking over their plant.

"Just this" they replied: "'We sell as good lumber as can be made; we ship it as agreed; our prices are fair at all times; we never misrepresent or permit anyone with us to misrepresent our proposition; we give every man a square deal; we do what we say we'll do."

There your are. The Ten Commandments, The Eight Beatitudes, and the Sermon on the Mountof business - all rolled into one short list.

And the beauty of it is that their reputation with the trade is JUST EXACTLY THAT.

Could a Goal and railroad strike tie up your business?

We hope it won't, but if it ghould stop your Iogging operations for a week, a month, or even longer, would you be able to lay up all your locomotives and cut ofr thir item of expenre?

If you have a M. A. C. Model 4-40 Car, you can-very easily.

This car will handle men, supplies, rails, section crews, ties or any other Ioad up to five tons faeter than a locomotiv+and at a small fraction of the expense. With it you do not have to keep a loco. motive steamed up during a shut down to do chorea about camp.

Figure up the time you have been ehut down during the past year and estimate the cost of doing odd jobs with a locomotive during these idle periods This expense alone would go quite a lvay on the purchase price of a Model 4-40 Gas Rail Car. This is juet one of the ways it will sav€ you dollars.

Write us for other ways in which it will cut down expensea and for full inform,ation.

SPECIFICATIONS

CaDacitr,- | 0,000 lbg.

S"i.ai4 to 20 miles per hour in either dircction, four ' speeds forward and flour epceda reverae, equipped with cear driving trangmieeion.

Maxlmo- Grad--With 10,000 lb. load, ten pcr ccnt.

Drive-On all four wheelg.

Axles-Chrome Vanadium Stecl with all working Parts completelv cnclosed.

Gears-Chrome Nickel Stecl running in oil.

Bearinqs-S, R. B' Ball Bearings and Timkcn Rollcr bcaringr thr-oughout. There are no babbit or bronze bcaringe to civc troublc.

WLJ3-Cast Steel, 24 in. dia., 6 in. face.

Fram*All Steel.

CafMctal construction or made to ordcr.

Skagit Steel & lron Works

Sedro-Woolley' Waeh.

Thls attractlue aduertlsement shows how the Barr Lumber Co. of Whlttler is promotlng home buildlng in its terrltory. Thead appeared in the home papers and brought many lnguirles.

Bsrr Lumber Co.

That's

My Home

lthat is the worrl ltt' slrcalcs as he comes back frorn rvot'k at night. Who is he? He is one qf {he verte' brae of tirii natiorr. I{e is the man q'hb ol'rns his horne.

.It rnay'bd but'a cottage-; it may-be alnlost hitlcten tneath slirubs, vines and flowers; it rtay be ev€r so bumble,'but it isli"-. Every inch of it, ergry FPit4T, of its giass, every.sticli of its timber is.his,-all !is. ' Our pa-rt in rnaking it possible for ypu to"-say "fhat't'my llome" is irnelping you selec-t plnqs flhat rvill mect alt of -vour requirements ancl furnislr a sraile of material's that rvill enable you to secure rtixiriruru qualitl' a'Dd. (ronve:niencb. for rnoney expencleil. We are oompletely. equippetL to furnish both Horne Building Icleas dnd Materials.

Barr Lumber Ca"

s0l'1-F. fhila*eiphio street t&b:rc.fi

nilBln-=SUMffi ilAT[RlAl'--tmil0fifi

'Yrrdr rt tivhlttla?' a:nte 'Alre, nolrrlk ,. ' .onc.? yrra'fFd,liul, s3 \t. FJrtl.dblphl.rt hPlttng ltr,

WANT AD And FOR SALB AD DEPARTIVTENT

This space is at your service for want and for sale advertising. Advertisements for help, for employment or for sale can be run in reading form. The rate on this advertising will be $2.50 per column inch.

, YABD UrA,IIAGEB WANTED

One of the biggest line yard concerns in the state wants two or three live and. erperienced. yard managers. Address TLrC, Care Cal. Lrbr. Merchant.

The avenue is open to you, Mr. Building Material Merchant, for creating desires for improvements and demands for materials.

The volume of new business you attract will depend upon the personal efforts you put back of ttre service we have created and furnished for you to work with.

Many families in your trade territory are in the market for new homes, new improvementt. These prospects are lying dormant, so to speak, waiting for someone to advise withthem, furnish suggestions, plans, and tell them of the best materials to use.

Many of your business and professional men have allowed their success to outgrow tfieir homes. A suggestion from you would instil immediate desires for new homes,-homes that would be in keeping with their success and business.

All around you are opportunities for increasing sales and profits, but you must go out and create this busine'Es, which, after all, is the only satisfactory kind-because it is non-competitive.

Let us know just what we can do to make our seryice more efficient and profitable to you.