The California Lumber Merchant - September 1925

No more rehanging of warped and twisted doors!

^ONTRACTORS tell us they have to rehang ordinary doors

L, because they absorb moisture and swell tight.

Often this moisture is " caught" from fresh, damp plaster. Another cause is leaving a room vacant without heaL for a time so that it takes on a damp mustiness, causing doors to stick and jam.

By applying a scientific principle to wooden door construction Laminex has overcome this fault. The cost of Laminex doors throughout the ordinary home is only a fraction more than the cost of ordinary solid doors. Rehanging or replacing of just one warped or twisted door would cost much more than the little extra paid for Laminex.

'Laminex is made of old-growth Douglas fir-with flat grain stiles, rails and panels, or with vertical grain stiles and rails. Laminex is the achievement of 36 years' research by the world's largest door manufacturer. It is built-up by a "crossing" of layers called "laminat on," and combining under tremendous pressure with a wonderful waterproof cement-much different from doors with solid stiles and rails, which have no counter-check against warping!

To recommend and sell Laminex is to reflect what is doubtless in your customer's mind-for Laminex is nationally advertised in the Saturday Evening Post and many other publications.

Send for free details of our Laminex merchandising plan for dealers. We will also send actual sample of Laminex wood so that you may make the famous water test for yourself.

THB WHBELER, OSGOOD COMPANY,Tecooe, Sy'arhinlton

S I NCE origircted. a year ago by th. Forest Prodwts Lalaraury, Unixersity oJ Vuhington, thir Jams Lominex Mter test h6 been swcessJully reqeated by Darton Josh qnd D@r Cotu oaip. Dsvton: McPhee and Me Giniitv. -D"nuer: Hortmn Core bsny. - Nm Orleans: Tarcma i'Oin Yur Home" Ethositin. Tqcomq; Cole Manufacturing Combeny, M emPhis ; M cCauley Brqklyn: Cqlilornia I ndustrial Eabos it io^,Sd; F r arc isco : Suth Texo s Fa ir. Baurcnt : q^d. othc, lmding d,oor distribilorc snd buildinE mqterial erqositio6Unde.r this rigordB test,.rc Laminex dqr has cwr wrbed or @me sbdill Salq Offica: NruYorl, MnPhis, los Angcles, San Frarciso, Sbokqne, London, England. Chicago, l*.

ManuJrcturers oJ Lqminex f)@rs rVqo Dqrs and, Fir.Sosft

OUR ADVERTISERS

PHIL B. HART Mua3ia3 Edltor

A.M.THACKABERRY

Clrculrttoo Muagcr

THE CALIFOR}.IIA LUMBERMERCHANT

JackDionne,prblislw

lncorporatcd

3i*,i:t!si.la":.L11.Pcr Yeer Los ANcELEs, iAL., sEeTEMBER 15, lg25

How Lumber Looks

' The mid-month retail conditionr througlrout ttre rtate are not much changed from that of two weekr ago. Good volume ir rpotted here and there in difierent dirtrictr, and, ar a whole, one might ray that the volumc ir but fair and pricer not what they rhould be. Predictionr are free and rearonable roturding, that building ir borurd to increa,re etarting verlr r(x>n, end by thir it ir meant the Home building conrtnrction that callr for a larger percentage of lunber.

The millr have a decidedly difrerent attitude toward orderr, indicating full order bookr and pouible lower rtockc.

Random offerr arc not rnapped up ae they were a montt ago, nor et the pricee that then prevailed. Saturday moming, tte 12th, an order for one million feet of two-inch randomr was taken, in Los Angeler, for $22.0Q by one of the lrtg"r mills, to one of the larger rctailerr.

Word comer from Portland that the milb ARE loaded with burinesr, that ttey could go well in October without booking a ringle additiond order. Correrpondent stater that California ia buying in good volume and ttet the increale in tirtr ir being well takcn. "The demand ir conriderably ahead of the rupply, in fast the exceu of un.

placed burineu accumulated ir much heavier than many realize.tt '

Middle Wert volume is good and the Atlantic Coart dcmand has been good, orderr having been placed thet provide several of the millr with bruineer for the ne:rt rixty daya.

In t'he southern part of the state more ordcn are coming in from the outlying yardr, a car here md one there, and in the larger centers buying !eem! to be the order, for practically the enthe lirt.

San Francirco makea thie report: ttTbe market here rhowr very little change, the Fh cargo pricea erc about the ra,me with rhipments heavy. The market ir abrorbing rhipmentr with no price weakening. Hard to place mill orderr at pricee offered, lath and rhingle market ir strong end rail markA continues good. llfix€d car orderr hard to placc and ruch rhipmentr almort impooible. The Redwood market rhowc much improvement, shinglea are rtrong and dl pricet rtiffening. Cdifornia Pine rhowr much improvcrncnt with better demand for rhops and relcctt. Pine nilb arc running to capacigr."

4,. C. MERRYMAN Advcrtieing

.1. EIu.c,RrrN Mgr. Su Freacirco Offlcc

W. T. BLACK M3t. Portland Offico

undcr thc lawr of Califoraia J. C. Dlonnc, Prce. qtrd Trcar.; Phll B. Hrrt, Vlcc-Prct.; J. E. Martin, Sccy. Publlrhcd thr lst rnd lsth of ctch Eonth rt 3l&rt-2t CENTRAL BUTLDINq LOS ANGELES, CAL. TELEPHONE. VAndttcc rits Entcrcd er Sccoud-claer mattcr SGptmbei U, lJ,Ee. at thc Pct6fficc ri Ian Angclcr, Cdlfornla" under Act of March 3, t&D.

hd Natlond Brdr Bldr."Y""

Northwcrtorn O6cc 316 Northwcrtorn Bk. Bldl. Portlea4 Orcgol Advcrtiring Retcr on Applicrtion

Hardzaood Dealers Conaention, at Vaftcoluer.

ECL I PSE

Vertical Flooring (cARGO)

Available in Mixed Car-Lots

Nos. l, 2,3, and 4 Vertical Grain

An unsurpassed Grade, carefullg handled bU our boats-Iong enperienced in the hand' ling of Cargo Uppers-and-

If You Only Knew

By Jack Dionne

There are myriads of lumber dealers in this country today who are spending a lot of good thinking energy wondering what sort of a fall business they are going to have.

They arc most interestedly curious to know who is going to build, and whcn, and of what, and whcther or not thesc prospective builders will give *rese wondering dealers a shot at their bill when they get it ready, and yet-

If these same dealers-not SOME of thern, but EVERY SINGLE ONE OF THEM<nly knew the numbcr of people in THEIR respective selling districts who actually NEED some of the materials and thc building service and building assistance that they have to offer, that knowledge alone would mean prosperity to the dealer for this fall season.

If they only knewl But usually they don't Usually these numerous needs, big and little, great and small, but all of them actual needs that may easily be ranslated into building THINGS, go from the fall into winter in their original stat+unfulfilled needs.

It doesn't make any difference where the place is, or what the conditions are in that place, there are ALWAYS numerous-often innumerabl+places where people NEED building material and building SERVICE.

- They are NOT the kind of prospects that the dealer has in mind when he says to himself: "I wonder -who will build this fall?" They do NOT include the fcllow who is planning a home, or a barn, or doubling the size of his house, or building an apartment, or things of that ki!d.

ihey are mide up of the folks who need an additional bath in the house;_or a modern-bath to replace thi old-fashioned one; or who feel thc need of a bath and toilet downstairs as an additional comiort in the home; who havi discovered how inadequate their closet space in the house is, and wonder how they may enlarge and improve it; who have discovered that the growing family b4ve made the sleeping-roonis morJ and mce inadequate, and wonder how they may solve the problem; or who havin'ia full length mirror in the house (there are thousands of these ever5rwhere) and mother and the growing girls feel the need keenly; or folks who have worked over the old floors hundreds of times with mop and polish, and haven't quite discovered that beautiful nsn floors could be taid right over them quickly, easily, and at reasonable total expense; or people who fight the moth and roach cvil in their closets and would be deligfrted if someone told them what cedar lin. ing could be placed in those closets for; or maybe they are people who built the old kind of porch years ago, that could be delighdully transformed into a modern porch by someone that had the ideas and the material; or it may be the folks who continually feel the need of a guest room, but haven't the faintest idea how to go at the work of creating one out of the space and opportunity they have; perhaps the old folding or sliding doors into the dining room are antiquated, and should bc replaced with a simple archway; a sun parlor, glassed in, might do wonders to this house or that, and stuck onto somc side or end or angle of the old home in an attractive as well as practical manner; or-but why try to list them?

There isn't a home in the land--+xcept possibly those just completed-that don't actudly NEED YOU, Mr. Building Merchant.

Thcy need you this fall, and they will need you in the winter. In the spring it will be no different.

That is, they need someone to do their building T'HINKING for them. Is that YOU, or isn't it?

The above list of suggestions is only a f6y gsade at random. Every home will furnish many othcrs. Every dealcr can add a hundred to that list.

And every dealer will freely admit that if he ONLY KNEW a list of that sort of needs in his town, hc would get rich supplying them.

Then, since there is evidently a business gold mine at your door, it would seem that the way to make business good is to go about discovcring ways and means for locating and supplying these prospects.

How? That question has been answered from various angles, in a multitude of ways, ever since this paper has been in existence. No one can lay dlwn a set of rules that apply to each town, and to cach dealer. THAT is what GOD gave you your brains for.

If all you have to do as a building rnerchant is keep a stock of materials, and dole them out to those who come asking for bids, prices and assistance, then God needn't have wasted human intelligence on yorl.

A monkey could do that sort of work about as well as a manl

-B"t-ih;;e"ti"" s*i"r i;rorigr to -;;tt -;;e li iou h";;t put it to work !n YouR business it is high time YOU began EVOLUTING.

How? Why, in every way at your oommand. By eternal vigilance. By a never-sleeping brain. By an ever-active notebook. By asking questions galore, and asking them intelligently. By a figuring pencil that gets somewherc. By a displayed interest in the other fellow that will win his confidence and admiration if properly presented to him. By advertising, soliciting, displaying, discerning, distributing, disposing of your goods and service.

You will never do it if you sit in your yard bl the side of a road and wait for a chance to sell something, You havc got to take your tow'n under your business wing, and nursc and nurture it. You have got to establish yoursclf as the building specialist of that district whose stewardship is of so useful and splendid a character that people will be delighted to have you pry into their afrairs because they will undcrstand that your prying is for their benefit primarily.

You can ask anything, suggest anything, try to sell anything on earth to the man who knows your intcrest aims at HIS bctterment.

I know a firm that in the past year tried house-to-house selling of building materials. The solicitors made money for the firm and money for themselves, but the manager of the firm declared to me that the prospect list, with detailed information which those solicitors have created, is worth more than the entire sum paid out to them for their efforts.

I have hcard the same thing before.

House-to-house canvassirtg isn't suitable to all men and places and conditions. I merely refer to it in this instance. But the average lumber dealer ought to be doing several times as much EXPLORING FOR BUSINESS as he does.

That kind of exploring always pays.

If you only knew what a wonderful thing it would be to your business, you would begin your fall campaign to line ug discover, segregate and sell all these PASSM prospects we have been discussmg.

For PASSIVE PROSPECTS will bring POSITM PROSPERITY.

THAT'S HOW WE BUILT UP OUR BUSINESS!

QUANTITY

CHAS. R. McCI0RIUICK

TUMBER C(). San Francisco Los Angeles

California Door Company Operating Wonderful New Mill and Lumber Plant at

Diamond Springs, palif.

K. Moore, Mana$er

"I have seen most of the crack milling plants of the South and West," remarked M. J. Ragley of Jefferson, Tex., one of the best known mill men of the South, "and the most beautiful milling institution f ever went through is that of the California Door Company, at Diamond Springs, Calif." Some praise, because Mr. Ragley is an authority of wortl-r.

The California Door Company formerly operated their sawmill in their timber, and brought the stuff down for milling, drying, dressing, and re-manufacturing to their planing mill and box factory plant at Diamond Springs, in the valley. They lost their mill by fire, and decided to rebuild it at Diamond Springs, rather than in the timber, and do all their manufacturing at that point. While they were engaged in building their sawmill, their planing mill and box factory burned, so they rebuilt the entire inst tution brand new and up-to-date, and did a rvonderful job of it.

K. Moore, who came from Lake Charles, La., last winter to take charge of the manufacturing end of the business, and who is also a large stockholder in the California Door Company, had charge of the rebuilding, and is mighty proud of the new plant. The sawmill contains trvo bands, with every sort of supplementary machinery of the latest type, and driven by direct connected electric motors of great porver. The mill is unusually open, clean, ventilated ind quiet. The same way with the planer and box factory. Everything the most modern, and the plant so ar-

ranged as to eliminate in the handling of the kilns is one of the new white and sugar pine, merrily.

lost motion and promote efficiencY lumber. A huge battery of steam additions. They manufacture both and the new plant is humming

MRS. SMITH REASSUMES CHARGE OF EXHIBIT

Sacramento.-I\lrs. J. B. Smith of Los Angeles, formerly IVIiss Geneva 'Watson of this city has again taken chafge of the Builders' Free Exhibit on 9th Street. The Exhibit was a success from its very inception, and has proved of practical l,vorth to the merchants and home builders of Sacramento. NIrs. Smith is planning many interesting and instructive innovations rvhich will add to the value of this fine enterprise.

BOOSTING SHINGLES

The Friend and Terry Lumber Company of Sacramento are campaigning in the interest of Better Roofs made of Better Shingles. Different grades and types of shingles are displayed in the beautiful offices of this progressive company, and through the medium of carefully prepared advertisements they are educating the building public in the use and appreciation of the roofs that last.

-f- HE above two words stenciled I on a bundle of our Soft Yellow

Fir Lath mean quality to those who have used them. Th.y are well rnanufactured, easy to sell, full length, shipped Green and Bright in bundles of one hundred.

Note How One Dealer is Making Efiective Use of "Redwood Home Plans"

And how delighted he is with the high ratings of the people who have asked for copies. You, too, can increase your clientele in this most attractive class. Order more copies today.

Use Redwoo d."it la,sts"

Greatest Pine Holding on Earth Belon$s to Red River in California

Who owns the biggest stand of commercial timber on earth ?

That is a question in which all lumbermen everywhere will probably be interested.

There may be some chance for discussion on that subject. No one knor,r's jurst how much the Weyerh.aeuser interests still own on all parts of the American continent. The Long-Bell Lumber Company, with their stands of Southern Pine, Southern Hardwoods, \Mestern Fir and Western Pine, own a tremendous quantity of stumpage, and is continually adding to its holdings.

But-there ii no question as to who owns the greatest stand of Pine timbei on earth. That honor belongs to the Red River Lumber Company and is all located in California.

Many wild estimates are often made on horv much this timber holding consists of, and often there is much exaggeration on the subject.

- The actual facts need no exaggeration. This concern owns in the near neighborhood of 1,000,000 acres of virgin pine timber in California, and the timber runs somewhere between sixteen and twenty billions of feet. Think those figures over.

\ever before in American history has any concern owned anything like that amount of virgin Pine. Thb Red River Lumbei Company, an old Minneapolis concern' orvned by the Walker-intirests, seeing far ahead the possibilities of California, invaded the Golden State many years ago, and went all over the pine territory. They picked out this tremendous holding of timber land, and bought it outright.

They have sold some, but have bought more, so that today they own an empire of white and sugar pine.

What it will be worth a ferv years from now is just a matter of opinion. When you stop to consider that sales of Southern Pine timber have been made in the past two years as high as $17.50 per thousand, you have lots of leeway for gulssing.

The Red River Lumber Company is manufacturing this stock very slowly. They have only one mill, located at the southern end of their holdings at Westwood, Calif. This plant could probably operate perpetually in this stand of timber, but, of course, there is little likelihood that it will be cut in that fashion permanently.

It is said that this timber can be sold on the open market today for about one hundred times what it cost originally.

..LUMBER CAPITAL'' SHOWS ELKS REAL LOG

"Tacoma, the f,umber Capital of America," read the attractive bronze sign that adorned a healthy log giant of Douglas Fir, which was ohe of the features of the mammoth parade during the National convention of Elks, at Portland, Oregon, last month. The float was arranged through the instrumentality of the Tacoma Lumbermen's Club, an organization which has attracted country wide attention by its conduct of a three year hational advertising campaign to boost Tacoma as a great lumber-producing center.

Our battery of modern kilns, operated under the direction of an experienced kiln engineer, assures our trade of a complete stock of correctly seasoned lumber that can be depended upon to meet the most exacting requirements.

WHEN YOU ORDER FROM US BEGIN MAKING ROOM FOR THE STOCK

THERE A,RE NO SPIDER WEBS IN OUR ORDER FILES. THE ONLY INTEREST WE HAVE IN YOUR ORDER.S IS TO FILL THEM.

What Does a Woman Think of a Lumber Yard?

A lot of retail building merchants may not think it matters very much one way or another what the woman DOES think of the lumber yard; she doesn't pay the lumbir bill, anyway.

But once in a blue moon that thought comes to mind and the question is put-either to one's self or to another.

Let us allow the woman to answer this question herself, giving the woman's viewpoint of the lumber yard-or the retail building material store, if you r'vill-and rvhy her attitude is of real importance.

Mr. Dealer, permit me to introduce to you, Mrs. Neighbor Woman.

"I wonder if you men have any idea of the things we women want that you have to sell ?

"Just to take one thing-the one thing above all others in which the woman is vitally interested-the building of a home.

"How many of you men know what a woman really wants in a home? And if you do not know, how in the rvorld will you ever sell it to her?

"Here are some of the things she wants, and I'll tell you why she wants them; the nearer you come to providing these things for her the nearer you will come to selling

them to her and consequently getting a check from her husband-or a series of checks.

"In the first place you must tell her what YOU have, and thus excite her interest. If it appeals to her, she will do the rest. That means advertising. And what kind appeals to her?

"94 women's clubs have answered this question for your benefit, the resume of all the answers showing that:

"57/o favored newspaper advertising.

" 13/ot lavored samples.

"7/o f.avored personal letters.

"7/ol favored personal or telephone calls.

"2/o f.avored demonstrations ;2/o lavored show windows; and l2/o' favored miscellaneous appeals.

"Al1 right. You have access to all these, and many other methods of publicity for your business. Make use of them in the most judicious manner at your disposal. Talk to her about your ability to serve, and what it means to her. That is one of the first things a woman expects of a merchant.

"Then write her a nice letter and invite her to call at youn office and see for hersell that you have just what she wants in a home. Make that letter really sincere. But be certain that when she comes, you are able to deliver the goods.

"You know a woman is very particular about her house, and she polishes everything to the last degree when she expects company, and she expects the same thing done for her. Your office should be like her parlor. It should be kept so that your woman visitor will feel welcome and at home. Cleanliness, and neatness, and attractiveness, ranks close to Godliness with most women. That's why they have done little business with the old fashioned lumber yard.

"llave your display and plan room ready for her. Be ready to demonstrate what your building materials can do, when properly applied. Women love to investigate, when they shop. They like to touch, and taste, and measure, and feel, and weigh when they go to buy. That's why a service and sales room has been such a success when properly used.

"Remember that a woman likes to make the same job of buying things that a man does of selling things. She loves to bargain, to shop, to prove the thing before she buys it.

"Make it as easy as possible for her to choose. Show her building things that delight her eye, and appeal to her imagination. She loves home pictures, interior, exterior, detail or generality. Meet her wishes. Anticipate them, when possible. Show her that you are trying less to sell something, than you are to helping her supply her wants.

"Of course, you must learn something-and do it skillfully-of what she can afford to pay, how much family she has, and how she lives. If she is socially inclined, certain

JOHN G. McINTOSH, C. P. A. c. s. cowAN, c. P. A.

THIS LABE.L ON

THE FAMOUS FIR FRAME WHITNEY

SIGNIFIESALLTHAT

INDIVIDUAL

PARTS

wtNDow, DooR, CELLAR FRAMES

CASING, BASE, INTERIOR FINISH

(Continued from Page 12) plans may suit best, etc.

"There are many other things. Does she do her own work-is she an efficient manager-then you must consider the step-taking idea in your plan. Remember that the variation of 8 feet in the arrangement of a kitchen may mean 25 miles walking in a year's time for the housekeeper.

"Don't you know that ideas or suggestions along these lines will appeal to her? You know they will. Try it nest time. You'll be surprised.

"If you want to sell a woman a home, you must know how to appeal to a woman. Remember, she won't buy cotton goods when her mind is set on silk. Too many houses are designed, built, and passed upon only by men, and to most men a home is only a place to eat and sleep in and go to work from.

Too much attention has been given the ideas of men, and too little attention given the ideas of women in home construction, and only in the last few years when the woman has been considered in the building of homes, have homes really become what they should have been long ago.

"For instance, you often hear home designers talk about the excellent HALL they have drawn into a plan. Now, in a home of modest size, a hall is just a place rvhere the

men folks and children can leave hats, coats, rubbers, toys, golf sticks, umbrellas, and the rest-a room to be kept mussed up, in fact.

"A lot of wise women would let you keep the hall, and in exchange for it take some more well placed closets; light, airy, well equipped closets, where things can be placed and kept in place. No home ever had too many closets, but most homes have other things that could well be spared.

"She doesn't want a kitchen. Not in the ordinary sense of the word. She wants more than that. She rvants a convenient, efficient, well lighted, well ventilatedj stepsaving "culinary studio" rvhere she. can create meals like the artist that she is, without wearing herself out as some kitchens make her do.

"She wants a home that is comfort for herself and family, and attractfue to visitors. It doesn't cost much more to build a homi that strangers rvill turn to look at once.again, than it does to build the other kind. She knows that fact, and wise men know it, but a lot of men who design and build homes don't know it.

"Now, that's enough for today. Some other day I'm going to tell you some more about what we women think of your business. and what yotl can do for us. Goodby."

Here are shown forty million feet of air-dried Redwood uppers from which immediate shipment can be made of siding, finish, battens, mouldings, columns, etc.

'Il\ il 'Irr. Lronng[as Fx.r

Dealers desiring to give their customers the maximum value in Douglas Fir csn recommend lumber and timbers beating the LongBell trade.merk. In the helf century experience of thia compeny ceftein high standards in manufacture have been attained, and it ts by these gtandards that l.ong-Bell trade-marked Douglas Fir lumber end timbers ate produced.

OakFlooring

Beeutiful, durable oak floorsare the reeult of e combinetion of good workmanship and good flooring. Their permanence and dependability in both service and beauty will reect to the beneft of the retail lumber dealer. Write for further information on Long-Bell trEde-merked Oek Flooting.

California White Pine Doors

Long',lsll ell-Californla.whitepine doors, made throughout of Californie'White Pine, give universal eatlsfection. Economical in cvery respect.

Timbers

AU Long-BeU timbers are mede on special order. Long experience enables us to supply timbers of dependable quality, an important considetation for every buyer

The Realm of the Ahhoond, of Swat

{ Swat, far from being just a JL musical comedy setting, is a principality of some importance, a province tucked away in India, rich in resources but practically unknown except to those who have business dealings of one kind or another with the people of Swat

The Akhoond of Swat rules this little province in almost complete isolation. It is unheralded, unknown, out of the way of travel, content with its lot.

c; It was intended, of course, L that there be far unknown corners of the world in strange contrast with busy market places. Swat may well pursue its lonely way through the years, for that matter.

Perhaps, too, it was intended thattetaildealers here and there should pursue rather isolated activity, content with just what businees comes to them.

But certainly not for many. A man wants to build business. He wants to see it increase and become something of a local institution as the years go by. It is a laudable ambition that has helped to build many a business and many a community. Success to those ment

v A rctail dealer should fear q) the penalties of isolation. It is not enough that a man wait for business tocome to him. Not these days. Competition is too keen. "Go into the highways and byways"-an injunction long ago that has a new tneaning to business men now.

Advertising is a sound enemy of isolation. It can be used intelligently by the smallest retailer to pofrtable advantage. Its influence can aid any man to build a lasting business. Itwillreach out through any community-invite trade- build confidence-establish lasting good will. Use it!

THE LONG.BELL LUMBBR COMPANY

R.A.LongBldr. LssbnnSlw lt75 KmuCtty,Mo.

Dou3lu Flr Lunba md Timbcrr Southem Ptac Imbct tnd Timbcrc; Crcrgtcd Luber,Tlnbcn. Portr. Polcr,Tie, Gurr&Rrtl Pqtr, Pll|ag3 Southem Hrdwood Lumbcr rnd Tinbart Ort Floorlngr Celfomlr Whitc Plnc Lubcrr Srrh rod Doorr.

Finkbine-Guild Lumber Co. Will Operate Two Mississippi Mills on California Redwood Timber

They are all wrong, when they say, "there is nothing new under the sun."

Something most remarkably and wonderfully new is about to be done in the lumber manufacturing business by th'e Finkbine-Guild Lumber Company of -Mississippi.

As recently announced, this concern recently closed a deal whereby they purchased a huge stand of fine Redwood timber in Mendocino County, California. But they are not to cut and manufacture this timber in the ordinary way' Far frorh it. As a matter of fact, the whole State of California is sitting up and talking about their plans.

What they ARE going to do is to build a railroad through

lVendling-Nathan Co.

this timber so that they may bring it to tidewater on the Pacific at Rockport, Calif. Here they will build a sawmill in which they will square their Redwood logs, and then they will load the squared timbers on vessels and transport it to the Mississippi Coast. rvhere it will be unloaded and shipped by rail a short distance inland to Wiggins and Delo, Miss., where they have for many years operated sawmill plants cutting Southern Pine.

Their timber at these points is practically exhausted, and they will keep these mills in operation for a great many years to come, cutting Redwood. Redwood mills in Mississippi are undoubtedly the latest things in lumber. This firm likewise has a big plant at Jackson, Miss., which is still supplied with Southern Pine stumpage.

They will build wharves at Rockport for handling their loading to vessels there, and they will use six ships of their own ownership in transporting the squared timbers to Mississippi. They report that they are all ready for a plentiful supply of return cargo for these vessels, so that they rvill travel loaded both ways.

It is reported that they have already shipped a lot of Redwood timbers to their Mississippi mills and manufactured them there, and were highly pleased with the results. They will have milling-in-transit rates on their timbers from the Mississippi docks to and through their mills, and that this will give them short rates on high grade Redwood-to all the Eastern markets, and a good local consumption for their lorv grades that will net them better than they could get for low grade Redwood if they manufactured it in California.

It will require about a year to make their plans complete in the West, and get their railroad, mill and docks going.

FROM NORTHWEST

H. S. Morton, Hill and Morton, Inc., well known Bay District wholesalers with offices in San Francisco and C)akland, has returned from a two weeks' busihess trip to the Northwest where he was calling on the mills. His trip carried him through the lumber manufacturing sections of Washington and Oregon.

E. C. MILLER IS HOME AGAIN

E. C. Miller, president of the E. C. Miller Cedar Lumber (iompany, formlrly known as the Grays'Harbor Shingle Company, has just completed a 60 days' trip through the Ifast and Middle West. He found prospects good for fall business in the majority of districts visited.

SOMHTRN IIARDW()DS

John C. McCabe New President Hoo-Hoo Club No. 9

At the regular meeting of Hoo-Hoo Club No. 9, held at the Palace Hotel on Thursday, August 27, John C. McCabe was unanimously elected President for the ensuing year. The other of,ficers elected were Kenneth Smith, Long-Bell Lumber Co., Vice-President; J. E. Martin, "California Lumber Merchant," Secretary-Treasurer; R. A. Hiscox, Western States Lumber Co.; Charles Dodge, E. J. Dodge Co.; H. J. DeVries, R. S. Grant, California Door Co., and Harry White, White Brothers, directors.

Fred Roth was recommended for Vicegerent Snark of the Bay District and Rod Hendrickson u'ill be recommended for the Supreme Nine.

John C. McCabe, the neu'ly elected President of the San Francisco Club, is associated with the Andrerv Mahoney Lumber Co. For the past two years, he has acted as the Club's secretary and Treasurer. "Johnnie" is one of the most popular lumbermen in the Bay District, he has been very active in Hoo-Hoo affairs, and has done a lot of good work for the order. His selection as Club President for the next year is very popular with the tsay District Hoo-Hoo.

Fred Roth, who has been recommended for Vicegerent Snark of the Bay District. is associated r,vith J. H. McCal-

lum. During the past year, he has acted as Bojum on the Bay District Nine. Rod Hendrickson, who has been recommended for the Supreme Nine, is one of San Francisco's well-known wholesale lumbermen. Rod has always taken a keen interest in the Bay District Hoo-Hoo affairs, and during the past year he was President of Hoo-Hoo Club No.9.

DEVICE FOR KILN LUMBER

Operations of a device for unloading flat-piled kiln-dried lumber from the carriage mechanically, an invention of Matt Egan, superintendent of the Algoma Lumber Company, is being awaited with interest by mill operators of the Klamath Falls district.

Success of the experiment will mean a great saving in the handling of kiln-dried lumber, operators state.

The device, known as an unstacker, is intended for use in unloading lumber which is loaded flat for kiln-drying. Only the stickerman will be required and he can also attend to the operation of the unloader.

The machine. now under construction. consists of an electric hoist and a revolving overhead chain with lugs. The iction of the two is such that as each tier is stripped from the top of the load, the hoist automatically raises the load to the correct level for the next lug to take hold.

VENEER FROM SHASTA OAK

The Red River Lumber Company has shipped two truikloads of oak, 5000 board feet, from the vicinity of Montgomery Creek to Westwood, where experiments will be made in the veneering plant to test the utility of the wood in veneering work. Therg is a great deal of oak on the company's land aroun'd Montgomery Creek, both rvhite oak and black oak. If it should work up as expected in veneering, the oak lumber, hitherto of little value. will become a considerable asset.

For ordinary construction, use Pioneer Duplex Building Paper-coated on one side with asphalt. Saves dollars i n protecting hardwood foors, stairways, tile, granite or marble, while builditrg.

-{the tiile wmes tnl

U se Pioneer H. & H. Blach

Glazed Building Paper IT'S WATERPROOF

There are fifty-seven varieties of uses-maybe morsfor Pioneer H. & H. Black Glazed Building Paper. In every roll there is thorough protection. It is heavily coated with asphalt and prepared by patented processthe water can't get through.

Used wherever the best waterproof sheathing is required-fo1 walls, under hardwood floors, to line packing and shipping cases, to cover machinery and other metal surfaces exposed to the weather.

Pioneer H. & H. Black Glazed Building Paper is r-nore than moist-proof; more than damp-proof. It's waterproof. Backed by thirty years of manufacturing experience and the reputation of Pioneer.

C. W. PINKERTON VISITS SAN FRANCISCO ON ASSOCIATION BUSINESS

The President of the California Retail Lumbermen's Ass'n, C. W. Pinkerton, of Whittier, was in San Francisco during the last week in August, conferring with M. A. Harris, Vice-Presideht, and J. H. McCallum, Treasurer, of the Associatioin, on matters pertaining to the coming convention of the Association in November. More particularly is he taking up with various members of the asociation in the north the action of the U. S. Department of Commerce, through a committee of seven, in working out a Model State Lien Act; also the personnel of the Committee of seven, which does not appear to be very favorable to the building material interests, there being only one representative from any building m-aterial: orsanization oh the committee. That it would be well for iny building material organization to watch carefully the aclion of this committee, on this question. It is not believed that this committee will be able to arrive at a Model State Lien Act, that will be applicable to all states in the United States. since the state constitutions are so at variance with each other in many respects.

The State association, through its efforts at the last session of the State legislature, saved many of the good points of the present California Lien Act, and the incorporaiion into the acts the follotvir4l amendment pertaining to public works:

The Association Board of Directors held a meeting on Saturday, August 29th, at University Club, Santa Barbara.

from Avenue and are building Pasadena are their present a new office.

State Association to Meet at Fresno

The next Annual Convention of the California Retail Lumbermen's Association will be held in Fresno on October 30 and 31.

Full details are being prepared by President Pinkerton and Secretary J. E.'Fraser, and will be announced in the very near future.

ENDORSE GRADE MARKING

Whole-hearted co-operation in establishing grade-marked Southern Pine lumber in the Chicago market has been pledged by the building interests of that city to the Southern Pine Association, according to H. C.. Berckes, Secretary-Mtnager of the Association. Not only are the builders morally supporting the movement, but they will speci- fy in all their construction work that such lumber as is required be grade-marked.

R. F. HAMMATT ON SO. CALIFORNIA TRIP

R. F. Hammatt, secretary-manager of the California Redwood Association, San Francisco, is on a business trip to Southern California, which ririll carry him as far south as San Diego. He will be calling on the retail lumber trade in the San Joaquin Valley and Southern California territory. He will be in the South about a month.

NAMES REPRESENTATIVE

The Metropolitan Redwood Company of San Francisco is nor,r' represented in Los Angeles by W. W. Wilkinson. Associated with Wilkinson is R. Reed, formerly with the Albion Lumber Co.

P H I L I P P I N E

We bave in our San Francirco yardr 3r(X)Or(X)O feet of 5-8 in. to 1&4 in. No. I Common and F. A- S. Bataan-Red Philippinc-White Philippine Lamao.

J. E. HIGGINS LUPTBER CO.

Moistite under stucco

Architects, engineers and contractors agree that most walls, and especially those in frame construction which are exposed to the weather, should be insulated. MOISTITE-Ihe new waterproof sheathing paper-is exactly suited to this purpose. It can be easily applied direct to the sheathing boards under all finishes.

MOISTITE does not absorb moisture and it does not dry out and become brittle; as do papers that are simply gi.r.d with asphalt. Processed bitumen is scientifically applied during the process of manufacturing the paper. This bitumen so thoroughly saturates and binds together those inner fibres, that it becomes an integral part of the paper itself.

The vast amount of building going on all over the Paci6c Coast provides a ready market for MOISTITE.

Good Profits for the Lumberyard Merchant

MOISTITE is backed with a practical merchandising and advertising campaign, including many effective dealer helps.

The Zellerbach Paper Company is now appointing dealers. Write or call at the nearest division for samples of MOISTITE, descriptive literature and other information which shows how the lumber merchant can cash in with this new waterproof sheathing.

Chas. E. S. Dixon Passes On

Chas. E. S. Dixon, one of San Diego's pioneer lurnbermen, knoln and loved by the entire industry in the Southern city, died at his home on August 30th.

Funeral services were conducted by the Concatenatecl Order of Hoo Hoo rvith Parson Peter A. Simpkin officiating, on Wednesday, the Znd.

Chas. Dixon came to San Diego in 1887, and became, identified rvith the West Coast Lumber Company as Bookkeeper. Susequently he was advanced to the Managership of that Company, which position he retained until that concern \vas merged rvith the San Diego Lumber Company in 1908, rvhen he went rvith that company as Assistant l\[anager. Thi-s position he occupied continuously up till r'vithin a few months of his death,-having given almost 38 years continuous efficient and faithful service to these two companies and to the ltrmber indrrsfrw of the San Diego territory-a record ver-'- rarely equalled.

Mr. Dixon was among the first of the San Diego lunrbermen to become identified lvith Hoo Hoo. He tool: an active part in upbuilding that organization in this territory. and in business and in private life, lived and practicecl its Cocle of Ethics.

With him, the "Spoken 'Word" lvas actually as sacred and binding as the "Written Bond", and rvhen it is said of him that he "filled rvith credit the sphere in which he was placed without interfering with the rights of others", the literal truth is spoken, but it is rvholly inadequate to express the respect, confidence, friendship and love of those who knew him.

He left surviving him, his wife, I\fabel O. Dixon. 342 West l-,aurel Street, San Diego, California; a brother, Harry

NI. Dixon, Cloquet, Minn.; and two sisters: Mrs. C. T. Darling, Davenport, forva, and Mrs. L. P. McDonald, Nerv York City.

Funeral services were held 11 a. m. Wednesday, September 2nd, 1925, under the auspices of the San Diego Hoo-Hoo Club, Rev. Peter A. Simpkin. International Chaplain of the Order, officiating. More than a hundred Hoo Hoo, practically the entire local membership, together rvith many friends and acquaintances were present.

.COMMUNITY ICHEST CAMPAIGN NOVEMBER. 9TO19

Oscar Larvler, prominent Los Angeles Attorney, and for many years, identified with philanthropic and civic affairs of the city, is to be campaign chairman of the forthcoming Community Chest Appeal which is to be launchecl on November 9 and continue for 10 days, in Los Angeles. With Mr. Larvler at the helm as campaign chairman, this appeal is expected to culminate in the mist extensite charitl' campaign Los Angeles has ever known.

WESTERN RETAILERS TO MEET IN FEBRUARY

Secretary-Treasurer A. L. Porter, of the Western Retail Lumbermen's Association. has iust announced that the Twenty-Third Annual Institute of ttte Association will be held at Portland, the Multnomah Hotel, on Februarv 18, 19 and 20.1926.

. HAMMOND CHANGES

W. B. Pachman, from the general offices of the Hammon4 I-umber Company, Los Angeles, has taken charge of the Van Nut's plant, succeeding A. A. Clements.

Excellent ltalian Architecture

Thir houre won an honor award for exceptional architectural merit, from the Southern California Chepter, American Inrtitute of Architectr. It war reportcd the owner dircharged the architects, rl in the frrrt place rhe did not like tte house.

Here tte dedgnen have got completely away frore the preeent maniar tbe co-cdled Spao- bh. Only an unbroken wall and an antiqued heavy door are prerented to the durty rtreet.

With the foothillr ar a beckground thir attractive houre with its simple liner and roof certainly meritr itr Honor Award.

The lumber on thir job war furnbhed by E K. Wood Lumbbr Cornpany of "Goodr of the Woodrt'farne.

Italian resiilence erecteil in Hellywootl, which r,'on an honor awaril from the Institute ot Architects for Exceptional Merit. PIERPONT e WALTER DAVIS, Los Angeles, Architects.

,W,,%says

"speaking of 'D Select"'

Fair "THts cRADE is belowC Select daerdge in price and quality but is a fur gradet ayengegrade for the retail yard or planing mill. Let me quote from our book of grade rules, page 32:

"'Any of the defects admitted in the grade of 1 and 2 Clea4 sometimes known as B Select and Better, are permitted in this grade, but no combination of them so serious as to prevent the use of the piece for the'prrrpose intended.'

,-foIany

"'This grade of lumber belongs - (ln,si, betweenthehigherfinishinglumber 'rr-' and the Common grades and partakes somewhat of the nature of zn both. It is made up largety ofpieces that catry a finishid "i'p.ut"tic. on tbicknesses but one side only, the back of the and piece often carrying a mass of de- aidtbs fects. Other pieces have the defects ofthehighergrades offinish but of a more serious nature from a quality standpoint; other pieces have a G*d hrgh inuinsic value as compared to ,iciings the next lower common gtade, but { o not a high appearance as compared tothehigher finish grades. Another type often placed in this grade is a high line piece requiring a cut to eliminate a defect too serious to go into finish work

"'Medium stain over the entire face is admissable when not in combination with other serious defects.

"I advise you to read all the examples given on pages 33 and34.

Sizes

"As with C Select, D Select may be had in any thickness from 414 up, and in specified or random *:idths. Like all California Pine stocks, lengths are good, running strong L6 foot.

Uses

"D Select is a money-maker for the retail yard or small planing mill. \Cith a litde sorting and re-manufacnrre, a lumber of much hrgher qualiry may be picked from it. In the t'h"irig -iU ii may be worked up with little waste into the best quality mill-work.

"'D Select can be used for all finishing pruposes, such as: trim, casing, base, porches, cornices, staifs, cabinets, etc."

WEST COAST LUMBERMEN ENDORSE PRINCIPTE OF GRADE MARKING

At the monthly meeting of the West Coast Lumbermen's Association a resolution calling for the grade marking of lumber vi'as adopted, and members were urged to grade mark their lumber with the least possible delay.

President Kingsley spoke very strongly in favor of grade marking, saying that his firm would start grade marking just as soon as their mill began to operate again.

A. C. Dixon of the Booth-Kelly Lumber Company, Eugene, Oregon, submitted a design for a West Coast grade mark, and told the members that since the Southern-Pine Association adopted grade marking, more than seventy p-er- cent _of the Southern Pine mills are grade marking their lumber and spending large sums of money to promote the sale of the grade marked product. Amongst other remarks on the subject Mr. Dixon ,said, "The time is here for manufacturers to take the leadership, at least in grade marking their own lumber. If we do not do this others will grade mark our product. For example a California firm recently asked us to put their brand on our productr This practice will, I am sure, become general if rve do not take the matter into our own hands." -

LONG-BELL OUTPUT BIG

1,260,000 Feet Turned Out Daily in Ryderwood Operations

I-ongview, Wash., September 10.-The Long-Bell Lumber company is norv operating nine sides and turning out 140,000 feet of ti.mber from each side, or a total of 1,260,000 feet daily, in its logging operations at Ryderwood. Two sides are run with skids rvith high lines running a di6tance of 22Clc feet.

The company has lvell-built logging railroads and a relief rvay on which is staked out the operations and all else necessary to indicate the stumpage and the amount of roadbed to be built. The Ryderwood operations are in the midst of more than 2,000,000,000 feet of some of the best standing timber in the country.

NEW MILL OPERATING

The modern, electrically driven sawmill of the Western Lumber company at West Fir, on the Eugene-Klamath Falls cutoff of the Southern Pacific railway, is producing lumber at the rate of 130,000 feet in eight hours. A larg- part of the mill's output is for use by the railway in constructing the cutoff. George H. Kelly of Portland is president of the Western Lumber company.

PLYWOOD MEN MEET AT EVERETT THIS MONTH

The monthly meeting of the Pacific Coast Plywood Manufacturers' Association was held at Marshfield, Oregon, Augtrst.29, when market extension and advertising were again discussed. The next meeting of the association rvill be at Everett, Wash., September 26.

A DOZEN THINGS DIRECT ADVERTISING DOES!

Those who give only superficial thought to direct advertising are apt to confuse its functions with "publicity" or "mail orders." Let us state some of the wavs this force is used to help your sales:

lst-A direct advertising plan places before you the list of your prospects to whom you should be selling.

2nd-It gives you data on which to estimate the percentage of your possible business you are doing.

3rd-It points out specific markets you may have been neglecting.

4th-It opens up markets that can be reached in no other way.

sth-It reaches people other sales mediums never get to, but who influence buying.

6th-It enables you to check up on the thoroughness of your sales efforts.

7th-It get interested "leads" for salesmen to follow up.

8th-It acts with a speed impossible to personal selling.

gth-It assures you of a prepared and carefully thought out sales'presentation.

l0th-It gives a "personal" directness to advertising that you cannot get by publicity.

1lth-It is a "permanent" record. It is filed away-not forgotten.

l?th-It is the least expensive way of breaking down sales resistance.

Customers W\II TeII You"

Credits and Collections

I presume that Chairman Falconbury picked me to lead this discussion for the reason that during his association with The Modesto Lumber Co., the major part of my work was devoted to credits and collections and also perhaps because we were somewhat successful in our efforts, not through any unusual ability on my part, but rather because of diligence by this department in keeping constantly on the job and using every possible effort and care in opening accounts and collecting the money afterwards.

There is a considerable amount of discussion at the present time as to what extent credit can be successfully handled in the lurnber business. In this present day, we find that other lines of business are conducting various methodb of extending credit. This is particularly true in the case of furniture dealers, automobile dealers, implcments, musical instruments, including radio, and more lately such lines as clothing. This necessarily increases the field of competition and makes the going of we merchants, who endeavor to do practically a cash business more difficult, for while we are endeavoring to sell a new home to a prospective customer for cash, these other lines through the medium of their high powered salesmen approach our customers and show them how easy it is for them to have any of the commodities which I have mentioned. on an easy payment plan requiring practically no pa5rment down. In our line of business, so far as I know, this method of merchandising has never been attempted to any great extent and it still remains a question as to whether or not a lumber business could be successfully conducted along these lines. There is one thing certain however, we lumber dealers would be obfiged to make a considerable longer mark ufr on our merchandise if we were to attempt extensive credit, It is my opinion that it can not be done at the present time.

In my discussion today, I will attempt to handle the subject only along the lines by which dealers have been operating in the past; that is, conducting as nearly a cash business as possible but extending short terms of credit for th€ purpose o-f accomodation and convenience to their trade. We are told that goods well bought, are half sold. It is my contention that accounts well and carefully made are more than half collected and it is just as important to collect the money after making the sale as it is to make the sale in the first place; therefore, a lot of careful attention must necessarily be given to the opening of accounts if we expect to be successful in our collecting. We are oft times too eager to make a sale, losing sight of this second most important necessity' In larger firms, the sales and credit departments usually operate separately and independent of each other and in this we find ihe greatest danger because a sales force under the direction of a peppery and energetic sales manager, are constantly on their toes using every possibility to make a sale and too often the credit department is not

advised or consulted until after th€ account is opened, which very often proves disastrous.

Chairman Falconbury, probably had in mind the years of 1919 and 1920, which, as you all know, were probably the two biggest years in volume of sales in the history of the Retail Lumber business, and I want to say that jf Chairman Falconbury is half as careful in handling his account at the present time as he was in seeing that I attended to my job during those two years, he indeed has a very clean set of books.

I will give you some figures on the results obtained during those two years because during that time I was working mostly on acr counts and because of the heavy volume during that period. Without telling you what our sales were during those two years, I will state that at the end of l9l9 we charged ofi nine accounts, aggregating $8E3.1Q of which $866.69, was collected dqring the following two years. At the same time, we charged off six notes aggregating $1682.19, of which $1675.80, was collected during the following two years. At the cnd of l92O we drarged off eleven accounts aggregating $1356.06, of which all was collected during the following two years. At the same time we charged ofi two notes aggregating $509.76 of which one amounting to $134.76, has not been collected because of the fact that an honest farmer took advantage of our bankruptcy law before I had an opportunity to make the collection. These figures are not being presented in a spirit of braggadocio, nor, were the results obtained due to any unusual ability, but they certainly show the result of constant care and attention when given to this work.

Ordinarily we figure that sixty days business on our books, is keeping our account! in good shape. It might, also, be interesting for you to know, that during these two years of heavy volume, our accounts were very often down to thirty-eight and forty days. Thcre are, of coursc, difrerent classes of accounts and for the purpose of discussion. f wiil divide these into four classes:

lst: What we might call counter customers, asking for a limited credit on a limited length of time and where the risk might be termed, purely a moral risk. These are accounts where the applicant may not necessarily own any property and where the o'nly security is his daily wage or salary, whatever the case may be.

2nd: The counter customer asking for the same type of credit but who owns property usually incumbered but ofrering some security for an account.

3rd: The custom€r who is about to construct a building, who has secured a loan for the purpose, a building loan, bank loan, or otherwise.

4th: A type of customer we might consider gilt edge, having propcrty and being generally consi{ered a good moral and financial risk.

In dealing with these first two classes, I would say, that there is no set rule by which any one could be guided in passing

on their credit. Each application should be handled as an individual case and treated strictly on its merits. We know it to be a fact that there arc no two human beings who are exactly dike and it is almost cqual- ly true that the status. of no two accounts aie exactly alikc. I have here a card which has been prepared for the purlrcse gt filting out applications for credit and which we have used durrrg the past three or four years. However, f do not believe that it is necessary to get all the information asked for on these cards, in most cases, but I will name what I consider the fuqdamental essentials .in getting information for the purpose of passing on credit. First, there should be a thorough understanding between customer and merchant as to the transaction. They both should know how much 4o!eJ thc iccount is going to amount to, and, it is my suggcstion, that if a prospeclrv! pqrclraser asks for credit on material for the construction of a certain building' that an estimate be made as to the amount, before granting the request, because too -often, if ihis is not done, the debtor will afterwards make the excuse that he did not know the account was going to be so large. It should be thoroughly understood that if it is to be a sixty diy iccount, that it is-to be -paid in sixty dayi and not to run ninety days or longer. ft is well to cross question the aIL nlicant and ask him if there is not some irior oblication that mav prevent him from -handlins t-his account in- sixty days. If this is done, he will usually re-inforce his assurance to such an extent that it would be a difficult mattcr for him to havc an excuse instead of the money.

Second, it is most important to get the D'ropcr address of thc ap'plicant. I personally' ioniider the address of more importance than the name when it cornes to an account, for the reason, that if you have thc address you can always locatc your party and any crror in initial or name can be eas'ly corrected. It is also important to get the correct name and initial, also. correct spelling of the name. fn addition to name. and address, olace of residence should follow, for very iften, they may reside in the country and get their'mail through a Post Office box. If th9 applicant is a propcrty owner, the location of pi6perty should be seoarately given, as hc may reside in one localig and own property in lnother. and in some cases not get his mail at either place. Always get the information as to whether thc applicant owns or rents his property. If an owner, the amount and kind bf prooerty that he owns, whether he has legal-title or is purchasing -on contract. In either case, thc amount of incumbrance. It is also well, to ask for references to other firms with whom he has had credit. This is particularly important if he has recently arrived from some other locality. Later. theie references should be checked, and a rating obtained through thc medium of a Jocal credit bureau. if there is one, It has alwaye been our policy to get a ratigg on cvery new account, irrespective of how well we may linow him, or how long he has

An address, b), IVr. George E. Ground, Mod.esto Lumber Company, before the Central Cali,fornia Lumhermen's Club at Stockton

bccn in thc community, and wc vcry often meet with some surprises as rcgards people t'hat we know vcry well. Very reccntly there was a man applied to us for crcdit for materials to construct some buildings, in which the matcrial would run five or iix hundred dollars. Ife was a man who had been in business in Modesto and who claimed he owned twenty acres of land near Modesto, also, some additional land on the West Side. He claimed to be a prominent poultry man and the showing that he made looked most favorable and it look reasonable to extend thc credit that he asked for. In fact, so much so, that the speaker practically assured him that his requcst would be grantcd. However, in checking up through the credit bureau later, we found that there.was an attachrnent suit pending against him and that several merchants \pere at that time trying to collect accounts from him and that he was considered absolutely unworthy of credit. _ We probably saved enough moncy in this one instance to p€y our dues in a credit bureau for several years. Some mcrchants are hesitant about asking for information, fearing that it may ofrend the cqstomcr. We have found that in most cases a man who pays his bills promptly is proud of the fact and is always willing and ready to grve all the information asked for freely. Also if he does take ofrense it is well to check up on him very carefully. It has always been our practice if we have any difficulty in collecting an initiaf account that we refrain frorn re-opening a netr account with the same party. Merchants very often allow themselves to come into further grief against their better judgment by taking a chance the second time. I have in mind one case where we opened an account amounting to alF proximatclg $30.00 for thirty days. It took several months to make the collection. He Iater wanted some more matcrial and we refused him credit. He then wcnt to one of our oo,nrpetitors and recolved credit; after-

wards this competitoi was obligcd to filc a Iicn against this party's property and eventually took over the propcrty. I will venture that thc.competitor didnt make any money on thc transaction. In anothcr instance, the accounts of two corttactora proved uniatis- factory. On account of ouf persistent effort in making our collections tliey trent to a competitivc firm who readily sold them material and in one casc after this competitive firm was obliged to file liens they again sold this contractor materials on a large building which is now two years ago, and, so I am told, are still waiting for their tnon€y amounting to $2000.(X).

ft is my opinion that it is much better to be considered tight in the matter of granting credit than to have the reputation of being constantly suing to collect accounts. Again, I consider the trade has more rcspect for a firm that is careful than they do for the one who is inclined to grant credit prorniscuously and they will take pride in the fact that they can go to the firm who is particular and receive the accommodation thcy ask for, and I believe that any adverse advertising a firm may get through being careful will be ofrset by an equal or greater amount of good advertising and it is almost an undisputed fact that the so-called dead beat will avoid the merchant from whom it is difficult to receive credit, and will fock to the oncs, who, as they say are easy.

Nationality: Wh'le I do not want to convey the thought that a merchant can be guidcd by the nationality of an applicant, it is true that characteristics of people of different nationality makes them a good or bad risk, but, in every case, with exceptions. For example, in our. Community, which runs strong to the dairy industy, we havc quite a Swiss population and while we have had a great many accounts on our books with Swiss people, f do not know of a single instance where we have lost a dollar on an account opened with a Swiss, and so far as

Why Sell Redwood?

f)NE of our good dealer friends in a recent letter jokingly v remarked that from his standpoint one of Redwood's big disadvantages is its permanence-its great durability makes replacements unnecessary. Nothing short of a cyclone will destroy Redwood. Fungus does not rot it and worms and insects leave it alone. It is a slow burner. Thoroughly painted, it looks well a long time. Even unpainted, it stil resists decay. A Redwood house needs little repairing. But this dealer kebps right on ordering Redwood. He finds that telling these sad facts about Redwood to his customers does not drive them away.

Sometimes he even ventures to remark that according to the U. S. Government Report entitled "Physical, Mechanical and Chemical Properties of Redzlood," there isn't any other wood, either soft or hard, that averages as high on ilurabi,lity, lock of shrinkage, strength as a beam or post, ease of glueing, workability and ability to "stay put."

f am able to lcarn, ttris is more or lcss truc wittr people of rhat nationality all over the country. We also find foreigncrs of odrcr nationalities almost equally good, but othcrs, not so good. We do find, however, that if an account witb a forcigner goes bad it is usually onc of the worst that we have to contend with. Our experience with practically all foreigners of a white racc has been gencrally satisfactory, and as a rule, while it is rather regrettable, it is a fact that we have less concern in opcning a new account with a white man who has a foreign accent than with one of our own native born Americans. We also find peculiarities existing with certain religious sects that make them either a good or bad risk; however, as the matter of religion is a delicate subject to handle I will not attempt to cntcr into any detailed discussion here.

In opening accounts of the third class, that is, where material is sold for building construction and where there is a loan to take carc of the payments, it is always wcll to get a legal description of the property and have same correctly written on the ledgcr sheet. This is particularly important in the case where one man is building a number of houses for speculation. In this case he will usually designate his difierent houscs by nurnbers or otherwise and by tak:ng the p,recaution to sce that each lot of material is properly charged to cach job as given by purchaser and in case where he does not give that information, it should always be obtained from him, thercby having the propcr legal description of property on the ledger sheet for each one of these jobs it will prevent a lot of grief later on, in case that it is necessary to filc a lien. Some contractors are inclined to have materiral chargcd to a certain job numbcr rather than definitcly naming the job. In cascs of this kincl we always get the complete information as to who that job is for and location of prop€rty

at time of maHng first chargc to a new job number.

It is always well before making dclivery of, 6rst material to make sure that the loan has actually been granted to the purchaser and that he has proper title to this property. Further, it should be ascertained as ncarly as possible as to whether or not the loan gfanted is sufficiently large to cover entir': cost of building and if not, the purchaser should be asked to make a sufficient showing as to where the balance of the money is coming from. In case sale is made through the contractor, the full name and address of owner should be procured and he should be advised from time to time as to the amount of money received on materials, approximate balance due and so on. The question is often raised as to the advisability of doing this, as tlre argument is made that it very often causes bad feeling on the part of the contractor. My experience has been this however. that if a material man will go to an owner and advise him of his responsibilities according to the lien law and ask him if he knows the contractor sumciently well to leave it up to him as to the paying of his accounts on that job, he will very often say, no. It can be suggested that he can make his checks pa.yable direct or that he ask for receipted bills and receipts before delivering check to contractor but, in doing so, make it clear to the contractor that he is making these requests as a matter of business to protect himself against the lien law, rather than to say that the material man has made this request. If this is properly explained to an owner, he will usually co-operate; however, there will always be exceptions and in more than one case, we have offended contractors. due to the fact that owners have been so unappreciative and so spineless as to pass the buck to the material man when settling with the contractor. If, on the other hand, we should have ignored the owner and we had been obliged later to

file a lien against his property forcing him to pay for some of his material a second time, he would never cease damninrg us and would come to us with a loud crf and say, "why didn't you suggest that I pay you direct," and the sad truth of the matter is. we worrld be morally at fault in not having so advised him if we had any suspicion whatever that this thing might happen.

One of the most important things and one of the most difficult is to make sure that in all cases the material goes to the job to which it is charged. In cases where the material man makes the delivery it is rather an easy matter but very often the contractor has his own delivery facilities and insists on hauling the materials himself. This is very dangerous for the material man if a contractor is inclined to be careless or tricky. We had one very sad experience in a case of this kind. We also, find that contractors who operate in this manner will never return any materials to the yard but will either remove what is left to some other job or to some dumping place that he may have for this purpose. This also complicates matters in case of lien, I think it is well that a material dealer should insist upon all materials left over on a job being returned to his yard for credit, but if the contractor insists on transferring same to some other job, try to make an arrangement whereby proper credit can be given to the job from which it was removed and a proper charge to the job to which it was taken. If a contractor is inclined to co-operate, it can be handled in this manner. Of course, in some respects we dislike to see materials come back into our yard for credit because they are often in a damaged condition, but in my opinion it is a little better to take a slight loss this way, than to jeopardize an account on an entire house bill in case that a lien is necessary. As I stated before, we had one very sad experience with a contractor who insisted upon doing his own hauling. In this case

the contractor took a contract to construct a house for $10,000.00 which afterwards cost the owner probably an extra $10,0fi).00, the actual cost of the house be'ng 15 or $16000.00. We furnished materials aggregating $3172.00; another lumber firm furnished materials aggregating 7 or $800.00, a third lumber firm furnished roofing material and a planing mill furnished the millwork. The contractor did all of his own hauling and so far as we were able to tcll, the materials were taken to this job. When the crash came, we filed our lien in the usual manner. When the case came to trial, the owner prov- ed through the contractor himself that two or three truck loads of the lumber that we had furnished to this job had subsequent- ly been hauled away to another job. The result was that the court docked us $300.00 to $350.00 for materials which the owner proved were hauled away but which we had actually furnished in good faith and for which we shall never receive our money, for the reason the contractor is busted. We simultaneously had five or six other liens against this same contractor and in every case we were obliged to make certain deductions on account of the fact that the materials were not on the job. I have not mentioned the name of this contractor, but I will venture to say, that there are at least six men within hearing of my voi'ce who know who I am talking about and who are familiar with his operations.

Assuming that we have used due care and diligence in the matter of opening accounts, we find that our job is still half finished. In spite of the most extreme care there is bound to be a certain percentage of accounts that will overrun, a smaller percentage that are going stale, and still a smaller percentage rhat lre going bad. Bad accounts are often brought about through conditions, rather than because oF error in opening. As a mat-

(Continued on Page 28)

ANY operators whose trucks are engaged in the heavy duty service of hauling lumber and building supplies have come to depend exclusively upon the services of this organization for the solution of their tire problems.

Th.y have been convinced thru experience that our convenient locations, our modern facilities and our expert knowledge of truck tires as related to various classes of hauling will result for them in the lowest possible cost per tire mile.

64st

(Continued from Page 27)

tcr of fact, as you all know, the begt looking account ori your books might possible turn out to be the worst. Thcre are always conditions that no one can forsee and over which neither the creditor or debtor has any control, therefore, the most careful credit man will'find plentv of work to do in the matter of collections.- In order to be successful in the collection of accounts, constant daily attention must be $iven this work It is not a iob for the firsiof the month, or the middli of the month, but it is a job for six days out of every week of the month. There are alwavs certain accounts that should be given atterition on certain days and if they are given attention promptly, the result is bound to be good. It is my coirtcntion that a-cr^cdito-r sfroild be as prompt as his debtor. This will instill an inipression in the mind of the debtor that lie is dealing with a business man who is coing to be exacting and expect him to live up to his obligation which will immediately command his resPect.

We all hive various methods of getting our accounts in the hands of the people who o\ne us and with the modern methods of merchandising, it is customary to mail out our bills every month' except the certaln cases. where we may have reason to pre"""t itt" bill in a personal way. These bills should be mailed promptly and on the first day of the month if possbile' because the more prompt bills will very oftcn recelve more irompt attention. If a bill is to be orisenied iersonally, it should be done -promptty aird the p-&son who- presents the ilairn- siould be pr-operly coached to do so in a business like manner, but not in a -way that it will be antagonistic to the debtor' If in presenting this claim the dcbtor states ttt.i tt? will hale the money on the lfth of the month, the collector should thcn dctermine whetirer the money is to be brought in or whether he should go and collect -s,ame at that time. If the latter' he should be trhere at the appointed day and- hour to make the collection, by which he lives up to his end of the agreement. It is then up to the debtor to make good on his. If he fails in this. he immediately puts himself on the defensive and should be rcady to expect his creditor to become exacting' If on the other hand the debtor is to come to the office with the money at a certain time and fails' the collector should be looking him up imrnediately afterwards and find out why- It is human natute for a man who owes money to first get rid of the c':editor that is going to cause him tbe most bother.

In mailins a bill on an account that is to be oaid on i certain dav in the month it is well to hold back th"t bill from those wbich arc mailed 6n the first of the month. and mal same a day or two preceding the duc date and see that the date 6f pa]rment is writtcn some place on the bill so that it will be seen. This is another degree of promphess that will impress the debtor and very often if he cannot meet the payment on time. he will phone. write, or come to your office f^r an- extension, which should be cheerfully granted if reasonable. The matrer of granting an extension on an account. howevei. is onl that should never be trcated lightlv. ft should alwavs be handlcd as a m*atte; of sreat imooitance. Such time should be qiven to the transaction to imoress the debtor that he is recciving very careful consideration and that he is indeed receivins an accommodation. This will generallv leive him in a frame of mind whereby he will use cvery possible efrort to rnake cood at the exoiration of the extended date. bn the other hand. if the creditor is carelcss and grants the extension readilv with a wave of the hand. tbe debtor is likely to treat lfie matt€r in a like careless manner.

In collecting as in opening accounts each account must bc treated strictly upon its

own mcrits. It wiU not do to bccomc racchanical and use stercotype lbrms and methods and treat all accounts on the same basis.

Before bills are mailed, they should bc looked over by the proper pargr and segre- gated as there will be certain ones, particu- rarly current bills, that are merel.y to bc thrown into the mail. There will be others, for the most part, past due statements that should be presented by the collector, there w ll be others going into the marl by whicn some method should be used to call the attention to the debtor that the account is past duc ard in some cases lctters to be written. Sometimes when mailing a bill is unsuccesslul, a follow up by the collector in person rrJl produce the money. Other times when the collector fails to impress, a letter from the office will bring immediate results so that it sometimes pays to reverse the tactics as regards some certain accounts. l'here are cases where one collector may have several interviews without success. By sending some other representative of your firm, he may collect the money immediately. This is because of the human elcment. Man, no mattcr how skillful he may be in his work, cannot be l00Vo efficient; there may be something in his personality that will defeat him with certain people.

Very often the use of the printed past due on a statement will bring results, if this is unsuccessful, a mild letter merely making mention of the account may do the work. In the use of collection letters, it has been my experience, that by promptly following up with other and more insistent letters, gbod results will be accomplished. Form Ietters are good, but must be used very carefully by the party using same as he must c6nsider whether or not the form letter will practically apply to each particular account. Anyone, who has had some experience in writing collection letters can get irp his own set of lorm letters which may be uied successfully in a good many cases. I once used a set of my own with great success over a considerable period of time. There are certain collecting systcms that will produce good results, but like the form letteri, must be carefully uscd and I am inclined to discourage their use, for the reason that they are too often handlcd psonqscuously and will do more harm than good.

Promissory Notes: It has always becn -a debatable question as to whether or not it is a good plan to procure promissory notcs on past due accounts. There is good argument bn both sides. It is true, that very oftcn a d,ebtor considers that he has nrade a temporary settlement when he has given a note ind fiels free to put off the creditor as long as possible as he will argue that the note is dra-wing a good rate of interest and that the creditoi is Eetting paid for the accommodation. I do not believe there should be any sct rule as to the matter of taking notes on accounts, but, I do believe that if there is likely to be any question whatever as regards any dispute or repudiation that may irisc later if the debtor is pressed, it is well to take the precaution of getting the account into the form of a promissorJ/ note. There is always a psychological moment for getting a debtor to sign a note. This is 4t the time when he comes to you and tells of his hard luck and begs for further accommodation. My method in this casc is to act before talking. I go to the bookkeeper, have her make out the note. I take the note in one hand and a well inked pen in the other hand, walk back to the counter and impress him that we have decided to stretch our rules and grant him his request and will take his note, although in so doing, we are making an exception to our policy. Nine times out of ten he will sign the note without comment. He may question the rate of interest or the length of time granted him but his protests will usually be pretty feeble and easily subdued. If later on it is

nccessary to sue him, you know thcrc will be no question as to the validity of thc acoount. It is deo my opinion that it is wcll to .takc security such as a deed of trust, chattel mortgagc or crop mortgage, evctr though some timcs it may be a second or third licn. I have in mind one instance wherc we took a third chattcl mortgage on some cows. Wc nursed it along until it became a first, it latcr devcloped that he had sold ofr about half of thesc mortgaged cows without our permission and we collected our full account 24 hours later. This account, by the way, was outlawed before he signed the note.

Forcing Collections: Thcre are several good methods of forcing collections. I very often find that just a letter from our attorney will bring immediate results, becausc when they rcceive a letter signed by an attorney, they know that he means business and they also know that the attorney will not write very many letters but will resort to immediate action.

There is ionsiderable question is to the advisaUility of attachment suits; I find that it is very hazardous to att€mpt collection through the attachrnent of automobiles as the equity in same is always very questionable. They are seldom owned clcar of incumbrance by any party who it is neccssary to sue, usually be'ng bought on contract or if rrot, there will be a chattel mortgagc, or if neither of these a third party clairn will be filed by the wife after the attachment. I do find, howevcr, thc attachmsrt of real property will very often bring desired results. Whilc it is true that a debtor cdn take advantage of the homcstead law which may temporarily block tlrc creditor, on the ot"her hand if the attachment is left on the propert/, the time will come when he will. want to sell samc or rc-financc hris loan and in eithcr casc, it will be nce€ssary to satis- fy the attachmsnt.

In the case of securit'es, such as deed of trust. It is very often not necessary to actually foreclose, but mere mention of thc same will bring results. It is not our practice !o foreclose on second securities, exc€pt, as a means of last resort.

On claims of $50.ffi or less, the Small Claims Court is rather a succcssful medium of collecting. In the last few months wc have collected probably a dozen clairns through the Small Claims Court, but have never yet filed a suit in the Small Claims Court, but by merely making referencc to same in a letter, havc produced the collection.

All the above methods of collection are generally used in accounts of the first two classes.

In accounts of the third class therc are other methods to be used. In the case of iobs on which there arc loans, it is well to keep a careful chick on the progress of these jobs so that the creditor knows at all times how much money the debtor has received on his loan. Also, the amount if any, that has becn applied to his material account. In a great many cases it has been our custom to takc written orders on the Loan Company at thc beginning of the job for the ambunt of the material bill with an understanding that there will be a subsequent order gtven later on for any extr?s that may accrue. These orders are usually made to apply on a portion of each payment and are irnmediately filed with the Loan Company and if accepted by ttrem, will bc automatically taken care of as the payments are due. I find. however. that it is necessary to keep a check on the Loan Company as in some iases they have mysteriously pro' duced prior orders or advances that werc necessaiy for them to make so that they would not have sufficient funds to take care oa our order in its entirety. In all cascs. where there are building loans, thc borrowcr is required to file a noticc of completion be-

(Continued on Page 30)

M$AITGEI,E$TTf, OLE$AI,DN$

Smith, A. Tlf" Lumbcr Co.

327 Bartlctt Bldg. .MAin 3170

Suddcn & Chrirtcaroa

900 Bartlett Blds. .. ......MAin 5{90

Tacorne Plrning MiU

915 E. @ad St. ........Axridsc 13il

Twohy Lumber Co.

'221 KcrckhoF Bldg. ..BRordwey lEl3

Union Lurnbcr Co.

So. Alancda St. .. ........HUmbolt l5Ct

Hanify Co., J. R.

Ccntral Bldg. . ......MEtro.0l5ll

Hart-Wood Lunbcr Co.

Prc. Mutual Bldg. . ..MErro.z2U

Hofrnan Coo Eerl

Marrr', Strorg Bldg. ...TRinity 966?

Holncr Eurclre Lbr. Co.

Van Nuyr Bldg. ...VA,ndilcc l?52

... .....AXridsc l3?|

Prcific Lumber Co.

716 Standrrd Oil Bldg. ..VAndikc &it2

Rcd Rivcr Lunbcr Co.

702 E. Slauron .MEtro. ilts5

Rcdwood Manufecturere Co.

318 E. 3rd St. ..VAndikc lt?Z

Santa Fe Lumbcr Co.

397 Pae. Elcctric Bldg. ...TUcker 5ZZ9

Sladc Lunber Co.

t2E Van Nuyr Bldg. .MEtrc. 0Eti

A HANDY DIRECTORY FOR

......TRinity ZZE2

{Elll Evcrctt Placc .. ..DEbwrrc 56iO

\lfendling-Nathan Co.

7l)5 Standard Oil Bldg. ...VAndikc E532

W. W. Wilkineon

l2l4 larurencc Exchergc Bldg- - ,..TUckcr l43l

Williemr & Coopcr

Pacific-Southweet Bank Bldg. . ...TUckcr 59lE

\f,food, E. K, Lumbcrr Co.

{701 Sente Fc Ave. ..AXddg. t6l HARDWOODS

Amcrican Hardwood Co.

l9lXl E. l5th St. ..HUmbolt l3l?

Brown, Rollina A.

6lM6 Carlor Ave. ..GRanite 3642

Cadwallader Gibeon Co., Inc.

trg E. 59th St. ...AXridge 2l0t

Coopcr, W. E, Lunbcr Co.

21135 E. lsth St. ...HUnbolt 135

Grippcr, Jcronc C.

756 So. Spring St. .. .TRinity 0,105

Hammond Lumber Co.

2010 So. Alameda St. ... .....HUmbolt l59l

Kcllogg Lurnber Co. of Cal.

523 Ccntral Bldg. . ....VAndike EZN

Kolaurbrigan Lbr. & Dcv. Co.

910 Central Bldg. . .TUckcr 9126

National Hardwood Co.

6lll Aliro St. .....MAin lJDl

Nickey Bror. lnc.

O{20 So. Park Ave. ....THornwall llg7

Stanton, E. J, & Son

3tth ead Alencda Str. .. .......Axriftc 92ll

Wortern Herdwood Lumbcr Co.

2011 E. lsth St. ..\f,IErtmore 616l

Weir, Gcorgc F, & Co.

Produce Bldg. BRoadway 2l3E

Wilrorq Wm. M, Lumbcr Co.

mSZ E. l5th St. ....TUckcr 60ll

Woodhced Lumber Compaay

57211 So. Main St. .AXridgc 5724 SASH AND DOORS

American Door Co.

4322 Moncte Avc. .. ....HUmbolt 0tll7

Bcmir & Cowu

5059 So- lloovcr .....UNiverrity 2ltl

Glarby & Co.

2l?0 E.25th St. ...Humbolt 06tit

Heuurond Lumber Co.

2010 So. Alameda St. . .......HUmbolt 1591

Hsttcn, T. B' Co.

f600 E. lVarhington ... ..HUmbolt 5992

Kochl, Jno. W., & Son

652 So. Andcrron ..ANgclur t67l

Koll, H. W, & Co.

412 Colyton ......MEtro.036!i

Lillard, Merk W.

6193 Stanford Ave. ...THornwall E244

Pecific Coert Con'c'l Co.

4516 So. Main . ..AXridgc 3510

Pacific Door & Sarh Co.

3216 So. Main . .......HUnbolt 7e7l

Wcrtcrn Serh & Door Co.

160l E. 25th St. .........HUnbolt 2e5iz

Whecler-Oegood Co.

t6u E. t6rh st. ....HUubolt 2o0o

SCREENS

Hipolito Compeny, 2let and Alamcda Str. ...WErtmorc 613l

THE BUSY LUMBERMAN

(Continued from Page 28) fore receiving the third or completion pay- mcnt. Lnmcdiately upon finding that the notice of completion has been filed, I make it a point to check with the loan company as to the amount of money thcre will be available and as to whether thete will be sufficient funds to take care of our claim.

If, I find that there is any doubt whatcver, I quietly file a lien. ff dre rnoney is paid, it is a very easy matter to release thc lien and very often the borrowcr never knows that a lien has bcen filed. If, on the other hand the money is not forthcoming, the lien is a matter of record filed within thc tirnc limit required by thc lien law and cvcn though the Loan Company has a prior licn, it is very often that the loan can bc increased sufrciently by them to satisfy the lien. I will not go into the matter of discussing rtlre merits and demerits of the licn law as you all have your own individual ideas and there is perhaps not a law on the Statute Books of California that has rcccived more discussion, and that has been thc subject of more arguments. .It is a law that is considered very complicated even to such an cxtent that our bcst attorncys in handling samc arc constantly in fear of the many hazards contained therein.

8-Lumber Merchant-Coulter-g l0 25

I do not advocate the filing of licns promiscuously as I believe that it reflc.cts a considerablc amount of bad advertising upon the merchant. On the other hand, like thc Small Claims Court, it is possible to collect a grcat many accounts by merely. refcrring to the word lien and I believc that the grdatest value that can bc derived frorn thc lien law is not the actual opcrations of same but the mere fact that wc have such a law on our Btahrte books with which the layman, for the most part, is entircly unfamiliar and with which he docs not carc to expcrimcnt. We had an account a ycar or so ago, whercby we furnishcd materials to a ccrtiin party for the construction of a garage. Hc was a man whorn I had known oersonally for a number of ycars and \pith- whom i opcned an account, becausc of my acquaintancc with him, rathcr, than by usihg my best judgment. As is often the case with an account of that kind, he failcd to take carc of his obligation. I wrote him lctters, I sent collectors to sec him and used evcry pos-

sible means to make tte collection bcfore thc explration of thc ninety-day period. Up- on failing in this, I filed i lien. I then wrotc him a letter advising him of my action, also stating what tte procedure would be in case that the account was not takcn care of. Two or thrce days lattr h:s wife came into our ofice in tears and pled with mc not to take her home away from her. She said that shc had been successful in gctting a job for her husband and would be able to pay ofi thc account within sixty days' time. I explaincd to her that we did not want her home and that if she would sec that the account was taken care of with- in that time it would be a simple matter to release the lien and there would be no further difrculty. The account was paid according to schedule.

\ll/e have, of course, filed quite a number of liens over a period of thc last several years but only in one case during this time have we cver bcen in court on a lien suit; that was the case of the con'tractor that I referred to a little while ago, and from the expericnce that we had, I would advocatc keeping out of court on licn suits if a settlement can possibly be effected any other way. But due to the fact that wc have filed numerous liens and have only been in court in this one instance, it is almost proof that filing licns is a successful method of collecting.

Mcrchants should not, however, bc carried away with thc idea that in making accounts tficy can file a lien in case of nccessity. I do not bclievc that any account is profitable in casc that it is necessary to filc a lien or takc any other legal mcans of collection and if I'had any idea at thc time of opening an account that it would bc ncccssary to filc a lien thercafter, I would not open the account. In other wordE, we should not lean upon thc lien law or an5rthing else to reconcile our judgment in O.K.'ing an account that lpe would otherrisc turn down.

Outlawed Accounts: All of us who have bcen in busincss long cnough havc outlawcd accounts. There is not a great deal that I can say as regards this class of accounts, except that we should not lose sight of them on our books or lose sight of thc pcople who owe thcm if it is possible. Therc is many an honest man who lets his account outlaw bccausc of some condition over which

hc has no cootrol and not becausc hc wants to take any advantage of his creditor. Wc havc had cases of rncn voluntarily coning to us and paylng accounts that wcrc outlawed. In other cases wc have gonc to dcbtors on outlawed accounts who were getting on their feet and by a word of encouragemcnt were successful in gctting them to make a paymcnt or sign a note and eventually thc full amount of such an account was paid. There are collection agencies who thrive in the collection of outlawed accorurts and why should wc not by a little diligcncc collect some of thcse accounts oursclvrs because every dollar of outlawed money collected adds a dollar's worth of profi.t to our business.

Exchanging Information: One thing that should bc practiced bctwecn wc peoplc as lumber merchants, whcther it be competitors or not, is the matter of exchanging information as regards the standing of any individual and in particular contractors. Whenever this information is asked for by a fellow merchant, it should bc given promptly, accuratcly and honestly. This is a good placc for us to extend our code of ethics in the practice of thc Golden Rule and I, for one, want to go on rccord that if at any time anyone within the hearing of my voice or otherwise wants any information fro,m me as regards the standing of any person I will givo bim the information aa c,om- pletely and honcstly as I can- When a business man witlfully and maliciously hands out to his fellow merchant a good rating on an account that he knows is bad or an adversc rating on an account that he knows is good, thereby darnaging the integrity of an honest man who is onc of his custorners, he is lowcr, in my opinion, than any dead bcat who ever existed.

The only further suggestion that I have at this tirnc in the mattcr of handling cred- its and collcctions is not to losc sight of onc most important thing, which is, Keep Smiling. When a man approaqhcs you for the purposc of opening an account,.look pleasant, don't scowl. ff you are obliged to refusc him crcdit, do it with a smile, not as if you werc insulted, because if it is necessary for you to refuse this accommodation do it in a way that you will retain his good will. He may go 'to yout compctitor and meet with a cold reccption, after which, he may comc back to you and pay you the cash.

Panels Doors

M0RRIL[and STURGI0N tUMBtR G0.

Portlend, Oregon

EXCLUSTVE,SO. CALIFORNIA SALES AGENTS FOR HARBOR PLYWOOD CO.

Hoquirn, Wuh.

Mraufrcturcrr of tGreyr Hrrbor" Ycllow Fir Lamiurtcd Panclr

KNOX & TOOMBS

Hoguiem, Waeh.

Manufrcturcn of Vcrticel

Grein Fir Doorr

Can Makc Prompt Shipment Strdght or Mixcd Carr of Panelr and Doorr

Alro Fir, Hernlock, Spnrce Lumber

Lor Angelee Rcprcrcntetivc

W. W. WILKINSON

l2ll Inruranca Exchangc Bldg. Phone TUckcr l4ll

CORYDON WAGNER WINS W. C. L. A. GOLF TITLE

Corydon Wagner of Tacoma won the annual tournament bf the West Coast Lumbermen's Association held at the Grays Harbor Countrv Club August 28. Fifteen members took part in the competition. The winner's score was 79 gross, his handicap of. LZ giving him a net of 67. First prize was the president's trophy.

The vice-president's cup was won by A. L. Paine of Hoquiam rvith a gross score of 78 and handicap of 8. J. J. Dempsey with a 6 handicap turned in a gross score of 78.

AL PORTER IS CORRECTED ON HIS GOLF COURSE STATEMENT

A recent issue carried an announcement sent us bv A. L. Porter of Spokane, inviting all golfing lumbermen io p"rticipate in the tournament to be held during the Hoo-Hoo Annual.

.H. C. Ferguson, manager of the Tilden Lumber Company at Sacramento, has taken exception to a statement of Al's, in a letter that is given below: The California Lumber Merchant. 318 Central Bldg., Los Angeles, Calif. Att. Mr. Jack Dionne, Publisher.

Gentlemen:

We note that our fricnd, A. L. Porter of Spokane, has invited all Hoo-Hoo golfers to take their sticks to the 34th Annual of Hoo-Hoo to be held at Spokane next month, and in speaking of their course says:

"This course is probably the only one in the entire West that can boast at this season of the year of a beautiful grcen turf on all fairways from thc No. I tee to the cighteen putting green."

Now when friend Porter was in Sacramento last spring, no doubt he missed the opportunity of playing on thc most Seauiiful coursc wcst of the Atlantic and in corrccting his statement will say that our Del Paso Country Club has beautiful thick grecn turf and greens from No. I tee on through the eighteenth grecn into thc nincleenth holc.

Your California Lumber Merchant is a wonder and is enjoyed bv our entire office force' ttt:

Hardwood Dealers Gather atVancouver

The Pacific Coast Hardwood Dealers' Association held its semi-annual meeting at Vancouver, B. C., on August 11 and 12. Headed by Mr. J. Fyfe Smith, the northern group, including the member hardwood concerns from Vancouver, Seattle and Portland, were the hosts. The keys of the city were turned over to the convention members, and nothing was left undone to make the convention most successful. A large number of the California, Oregon and Washington dealers combined the convention and their vacations and were accompanied by their wives and families. All were. enthusiastic over the delightful stay in Vancouver.

ber journals, exhibit rooms, direct mail; and uniform terms of sale. Some very illuminating information was brought out through the questionnaire on the cost of doing business. The outstanding feature in cost program was the great depreciation in both measurement and grade in the operation of kiln drying of hardwood. The average in depreciation of measurement shown by the four reporting concerns was 6 per cent; the depreciation in grade was 5l per cent; showing a grand total in depreciation in the operation of kilns of better than 11 per cent.

Installing Hardwood in the Homes

President Cahill threw open the meeting for a full discussion of How to Increase the Use of Hardwood Finish in the Home. Many practical suggestions were offered looking toward introducing hardwood interior trim in every home. Mr. Swafford brought out the fact that if the public understood the small footage required and the low cost to install hardwood trim in the main rooms of the home, such as the dining room, living room and hall, the specifications for all homes, from the small five-room bungalow up, would call for a hardwood interior finish.

President Cahill, in his opening address, plunged at once into the practical achievements of the association, and emphasized some of the outstanding accomplishments during the past year. Among these were:

First, the establishment on the Pacific Coast of an official inspection service by the National Hardwood Association.

Second, recognition of the Pacific Coast Hardwood Association by the National Association in the election of Mr. C. H. White to the board of directors.

Third, securing of modification of rule denying reinspection of lumber shipped by water, alreapy inspected by Association inspector.

Fourth, application for extension of S0-cent rate on hardwood lumber to certain territory east of the Mississippi River. Matter still pending. l

Fifth, application to National Association for change in rule covering grading of figured red gum. Subject under consideration.

Sixth, urged the use of hardwoods for interior finish, even for the smaller bungalows. The speaker brought out the fact that the cost for hardwood interior finish is only slightly more than for the soft woods.

Sevdnth, questionnaire on cost of doing business.

The Association has twenty-nine members, four new ones having been admitted at the Vancouver meeting, i.e., Exchange Lumber & Manufacturing Co., Spokane, Wash.

I. I. Matthews Hardwood Lumber Co., Seattle, 'Wash.

Hirdwood Lumber Co., Ltd., Vancouver, B. C.

Imported Hardwoods, Ltd., Vapcouver, B. C. Thirty-five representatives of these member firms were at the gathering.

Getting Down to Business

Some of the very practical featqres of the convention were: A full discussion of the figures shown by returns on a questionnaire relative to costs of doing business, item by item; uniform contract to protect dealers buying C.LF.; group advertising by means of billboards, newspapers, lum-

It was brought out that not more than 500 feet of hardwood trim is required in the three main rooms of an average home. Who would not pay $100 or so more for hardwood finish over the cost of a soft wood trim ? Everv wood has its proper place, and hardwoods are the standard of the world for interior finish. It was the concensus of opinion of the convention that for the dealers to quote hardwoods on the one-foot basis rather than the thousand feet unit would assist greatly in the ever:growing demand for hardwoods in the ho,me.

Advertising

The advantages of group advertising was brought out by one of the members who urged, first, a hardwood exhibit room; second, outside billboards; third, newspapers, and fourth, lumber periodicals. The convention went on record as recommending that every local division should organize to develop a practical advertising campaign for each territorial community.

The Convention at Play

A spirited golf tournament, bringing forth great talent from the hardwood fraternity, occupied the afternoon of Tuesday, and silver cups and other trophies were presented to the winners at the big banquet tendered the visitirrs by Mr. J. Fyfe Smith on Wednesday evening at the Vancouver Club. This banquet, by the way, was a fitting climax to the whole convention, and sent the delegates away with a splendid taste in their mouths and loud praises on their tongues for the hospitality of Vancouver and the great Northwest. Luncheons for the ladies, an afternoon at the home of Mr. Smith, and other festivities made the playtime of the convention a most delightful one.

Where Do We Go Frorn Here?

There were two contenders for the honor of entertaining the convention at its annual meeting, which will probably be held in either January or February, 1926. These were Oakland and Coronado, Calif. After fervent appeals by George Brown of the Bay City, and Jerry Sullivan on behalf of San Diego; the latter proved the favorite, and Oakland gracefully yielded.

These meetings are a great boon in many ways for the Hardwood Industry. As Mr. C. H. White, the first president of the Association, said in one of his addresses at the Convention, "The Association cultivates true friendship, therefore, confidence, between persons engaged in the hardwood industry, and this, if nothing else were accomplished, warrants the existence of the Association."

Pres. D. I. Cahi.ll l. Fntfe Smi,th

Towns Report Permit Values

Screen Doors

are not t'just screen doorstt when you sell Hipolito Screen Doors.

Back of every Hipolito Screen Door are 28 years of experience in manufacturing window Ecreena and screen doorg. Highly specialized metrhods, absolute standardization of materials and workmanship.

Hipolito Screen Doors will build friendships for you because their inbuilt QUALITY will satiafy architect, contractor and owner.

HENRY S. GRAVES REDWOOD GROVE DEDICATED

Advices from officials of the Sarle the Reclwoods League. an organization devoted to the preservation of scenicillv valuable redu'oods, indicate that the new Henry S. Graves Grove, dedicated Sunday, September 6th, will bL one of th€ outStanding beauty spots of the Redwobd Highway

The Graves Grove -was recently purchased throirgh donations from George F. Schwartz ol New York, and .o-prises 157 acres of redwoods fronting the ocean l0 miles south of Crescnent City, in Del Norte County. It is traversed by the_ Redwood Highway, and by consequence is easily accessible either_ly automobile or by tiain and auto stage to Crescent City.

"Why'Golden' State" ? Asks Austin Black

Austin Black is tlre name of thefast moving personality who handles the advertising chair For the California White & Sugar Plne Manufachlrerst Association, in San Francicco.

It is part of his iob to dig up thoughts and ideas of interest and usefulnesa conserning the lumber industry of C,alifornia, and he frequently lishts on a good one.

Here is one of his recent remarks, filled with good stuff, too, you'll notice:

"They call C,alifornia very frequently 'The Golden State' because of its great mining in-

Los Angeles Hoo Hoo Club

The new President of the Los Angeles Hoo Hoo Clul>. W. B. Wickersham, was greeted enthusiastically by a good number of the fello'w's at'the meeting on September 3rd, when he was officially introduced by retiring President Phil Hart, and handed the gavel for the coming Hoo Hoo year. A large and hearty "Nine" was called for Wick'

He handled the meeting like a veteran, telling the feliows some of his plans for the year, then calling on a number of the other retiring officers and the newly elected ones, for three minute speeches.

Eddie Houghton, Ted Larvrence, Cliff Estes, Jimmie Chase, Berne Barker, Frank Connelly, Clint Laughlin and "Book" Bookstaver all responded, most of them devoting their time to constructive suggestions for the conduct of the Club.

Dave Woodhead reported for the Hoo Hoo Forestry Committee rvhich met recently, passing a number of resolutions, all of which 'ivere confirmed by vote of the Club.

The Committee went on record endorsing the one million dollar Federal appropriation program and passed a resolution to the Mayor and Council of Los Angeles, urging a program of tree planting.

Kiln and Air Dried Upperr

Crrcen

dustry, and the gold rush that wrote hietory into the earlier part of the state's history. But they might with more iustice call it the 'Timber State,'for already the forests of California have brought twice as much gold to the people of California, as have the gold mines. And while the gold mining industry has long been on the wane, and no longer of first importance, tlhe lumber industry in California will be operating on at least as big a scale as it is today, one hundred ycars frorn now. Where do they get this gold stufi? Lumber is the best thing California ownr, next to its climata"

JOE FIFER TRIES HIS LUCK AT DEER HUNTING

- Joe Fifer, Albion Lumber Co., San Francisco, spent a few days recently hiking throtigh the hills and ihe great op€n_spaces of Sonoma County in the quest of deer.- Joe said. he had a very successful trip and biought home a big buck deer as the results of his efforts. Thire were abou-t ten in his party and he reports that they had a wonderful tlme.

JAY W. STEVENS ADDRESSES HOO-HOO CLUB

NO. 9

- Jay W. Stevens, State Fire Marshall, was the speaker of the day at the regular luncheoh of Hoo-Hoo Club No. 9. held at the Palace Hotel on August 27. Mr. Stevens gave a very instructive talk on Fire Prevention. President -Rod Hendrickson presided over the business session. rvhich included the annual election of officers. C. C. Stibich will act as Chairman of the Day at the September 1O meeting.

DRAB-COLORED HOUSES STTMULATE VrCE; ARCHITECT PREDICTS REBUILDING CITIES

Chicag_o.-Predicting that the sky lines of the larger cities 9_f_ the United States will be a iiot of gorgeous- colors, 'lhomas O'Shaughnessy, renowned artistl aid creator of cathedral windows, holds ihat color is the prime requisite of haripiness in the large cities.

, "Within lye1ty years all the large buildings in the dorvntorvn districts of large cities willbe replacJd by neu. buildings, and- I predict tliat the nerv buildings will not be stifljd by drab colors," O'shaughnessy says.

"Beauty in color is as stimulating as music. We re_ spond to it as _rve do to music. Drab colors bring melan, choly and a disposition to unwholesome pleasurE-crime, if you like. Bright colors will lessen crime and vice.,'

FOREST LUMBER COMPANY BUILDING MILL

The Forest Lumber 99-p""y of Kansas City and Louis_ iana, a subsidiary of The. Exchange Sawmili S"i;-a;., rvill erect a new sawmill immediatily at Aspgrov., Or* qonl_on the property recently purchased by tire-- trlm i. B. Menefee Lumber Company, Portland, 61egon.

Is This Good Advertising for the Lumber

Industry?

There is norv appearing in magazines an advertisement of a lumber manufacturers' association, rvith this heading displayed in large type :

..LUMBER'S LAST STAND IN UNITED STATI'S'' and the text goes on to state that the region in rvhich this particular rvood grot's is often referred to in that rvay, although the fact is that tl-rere is a plentiful supply of the wood advertised.

Not long ago there lvas publishe<l a handsorne booklet of another rvoocl with the cover errrblazonecl lvith these words:

..THE LAST GITEAT STAND''

Ninety per cent of the advertising space in many papers, relating to construction materials and utilities, tells of rvood substitutes.

People are being urged to buy tl-rings that are as good as, or better than wood and the irnplication alrvays is that 'r.vood is scarce, rvill soon be unobtainable, lumberfilen are ruthless destroyers of the last ferv patches of trees, etc., etc.

It is my belief that advertisements that tell of the last stancl of lumber play right into the hancls of tl.re lumber substitutes, as well as giving support to the propaganda of all kinds against the cutting o{ trees for lumber.

In our own advertising we have accentect the fact of large supply, efficient production, and future supply. We are doing everything possible to make lumber users believe that lumber is the b€st material for the purposes we advocate, and that it will continue to be available for these purposes for many years.

I do not believe that any lumber manufacturer should advertise that he is cutting the last stand of virgin forests. As one man said, after seeing the advertisement: "Lumber's last stand-an<l after that-THE DtrLUGE."

AUSTIN BLACK, Advertising Manager. California White & Sugar Pine Manufacturers' Assn.

LUMBERMAN RETIRES

dWilliam Coyne, for fifty-two years in the lumber business and for the past twenty-five years manager of the Sterling Lumber Company of Redding has retired to spend the balance of his days in ease. Coyne's career as a lumber dealer began in Virginia City, Nev., in the early seventies. For years he was foreman in that city during the l-:onanza days of Lonkey & Smith. For several years hc: rvas employed in the Terry & Friend yards in Sacramento.

BRADTEY BRAND HARDIlIO()DS

Scientific ldln drying preterves witdn our producte naturetr rtundy and beautiful qualitier, while

Modern machinery' .od rkitled human effort iustifies our rlogan

A Motorlogue

lJotc-tr'Ir. and Mrs. Fred, Conner, nr,erchandisers ertraordinary of Sacramento, .recently mad,e a loig motor trip tlrough the northern part of California, and part of Oregoro, tahing ht a number of side trips to country seldom visi'ted by tourists and visiting a nutnber of the mi.lls. Mrs. Conner faz'ored this j.ournal with a delightful letter about the trip, full of intaresting things of intucst to lumbermen and we Pass i"t clong to \ou.

Dear I\{r. Dionne:

We have "done the Redrvood Highrvay from one end to the other and it is most emphatically the Lumberman's 'Irail of Glory.

Started out Friday morning and made a side trip to Clear Lake in Lake County, rvhere a Los Angeles company is lluilding a resort for San Franciscans.

We fiave driven over magnificent highways, mere plate rails, and rvinding roadways:'from the rim of the rvorld to sea level; but the trip so far has been a gorgeous one, and though I do not like being suspended over yawning chasms, I'm Jticking to it rvith bated breath and grim determination.

Judging from what one can see from the auto, lumber i-s active along the Redrvood Highway. All the mills with the exception of one hear Fortuna seem to be busy, one meets huge loads of lumber going and coming, and at the ports finds ships loading aird unloading their cargoes of fine Fir, Redwood and other merchantable timber.

The great forests are indescribable in their beauty and majesty-, and on every side one sees proofs gi Ih" durability -one might almost say the indestructibility of wood. Perhaps one of the most interesting landmarks on the Redwood Highway is found at Scotia where an immense rnaple tree is growing upon the stump of a Redwood tree. Thi maple rvis planted in a crevice of the old stump-38 years agb by two men rvho are still livin$ in Scotia. The i*por".l poition of the stump, large enough for twelve or fifleen people to stand upon comfortably, is in a.pe.rfect state of preservation, and the maple is an unusually large and thrifty sample of its kind.

Furniture Stock in Sete CUT TO SIZE Ready to Arsemble

Flat Surfaces Hardwood Trim Sanded

A Redwood burl is on exhibition in Crescent City which is five feet in height and about four and one-half feet wide, it is hollorv and shaped like a funnel with one side lowelr than the other. Another burl which grows upon a tree orvned by a citizen of Crescent City is twelve feet in diameter, round in shape and solid so far as can be deterrnined by men lvho stand on the ground and look up, way tlD.-'fhe gathering and trahsportation of tan-bark seems to be an important industry at the present time; loads of bark going down the highway to the tanneries at Stockton, Sin Francisco and other cities are frequently met with and many conversations seem to revolve about "Tan Oak, Tan Bark", and methods of merchandising, transporting and using this peculiar gift of the trees to man.

We expect to turn homervard tomorrow over the winding roadJ, the broad highways and the plate rails and we send our best to you and ytXi.tr.," M. conner.

SAVING LUMBER

Norv it is possible to reduce all the sawmill waste-islabs, butts, sawdust and the like, to a cellulose pulp, which under pressure is made into perfect lumber. There are no knots, .snags or weak spots. Why not put our trees through the meat-grinder in the -first place and then make all th"e lumber we want in the form we want it ? Maybe we could dispense with a lot of nails an4 press our doors and windowJ in regular sizes for domestic consttmption.L. A. Times.

Hoover Appoints Cornmittee on

Lien Law

The appointment by Secretary of Commerce Herbert Hoover of 12 qualified men as a committee to clraft a standard state mechanic's lien act is announced in a statement issued by the Department of Commerce. At the request of several national organizations, the department has undertaken to prepare an act suitable for acloption in the different States.

Nlechanic's lien larvs provide that contractors. sub-contractors, mechanics, laborers, architects, material men and others who have contributed torvard the construction of a building may obtain a lien on the property if they are not paid for their services within a reasonable time. The owner of the property then has to pay promptly or allow his property to be sold by the conrt to settle the claims. One class of cases rvhere lien la.ivs play an important part arises when an irresponsible contractor defaults or goes into bankruptcy, leaving obligations due to workers, material men and subcontractors. Under the provisions of a lien law these creditors may obtain payment from the owners of the property on rvhich the r,vork was oerformed.

The State laws vary greatl-v and therefore cause confusion and expense to organizations doing business in several States, and to workers who move from one State to another. Dissatisfaction has been aloused in a number of States by laws whose provisions are said to be unfair to one or mor-e of the different groups concerned, or to be difficult to construe.

In order to frame an act ivhich will be as fair as possible to all the different groups it was felt that they should be represented in decicling on the general principles to be embodied in the act, and that the best possible legal advice should be obtained in connection wifh phrasin{ it. The committee that Secretary }foover has brought together accordingly includes representatives of the principal groups, including some whose interests are those of the owner.

When a preliminary draft of the act is completed, it will be sent for criticism and suggestions to interested organ- izations and indir.iduals, including a special new committee of the National Conference of Commissioners on IJniform Larvs of rvhich Mr. Charles V. Imlav. a rnember of the Hoover committee, is chairman

The committee has held two meetings, but in vierv of the large amount of work required to draft such a model law, involving an extensive study of existing statutes and court decisions iir regard to them, no date has been announced for completion of the preliminary draft.

The committee's membership is as follows: F. Highland Burns, Baltimore, Md., president Maryland Casualtv Company; William F. Chew, Baltimore, Md., ex-president, National Association of Builders' Exchanges; John M. Gries, Washington, D, C., chief, Division of Building and Housing, Department of Commerce; George F. Hedrick, Washington, D. C.,'president Building Trades Council, American Federation of Labor; Charles O'C. Hennessy, Ner,v York City, N. Y., chairman, Legislative Committee, N. Y. State Savings & Loan Association League; Charles V. Imlay, Washington, D. C., National Conference of Commissioners on Uniform State Larvs; William B. King, Washington, D. C., counsel National Association of Builders' Exchanges; Victor Mindeleff, Washington, D. C., American Institute of Architects; Charles H. Paul, Dayton, O., American Engineering Council; Frank Day Smith, Detroit, Mich., National Retail Lumber Dealers' Association: Leonard C. Wason, Boston, Mass., Associated General Contrac-

tors; John L. Weaver, Washington, D. C., ex-president National Association of Real Estate Boards: Dan H. Wheeler, secretafy.

NEW MILL AT HOQUIAM

Hoquiam, Wash.-Built at a cost of $125,000 on the site of the old National mill at the junction of the Chehalis and Hoquiam rivers, the new hemlock and spruce mill of the Neff-Nlerrill Lumber company will commence operations 'r,','ithin 90 days, John A. Love, superintendent of construction, annollnced today. Machinery for the new mill is being installed as rapidly as construction of units permits.

The mill, lvhen completed, will consist of the main plant, a power house unit, ten acres of lumber yards and a 400-foot dock. The plant will have an eight-hour capacity of 125,000 feet of hemlock and cedar lumber and rvill also produce 300,000 shingles a day. At the outset the nerv mill. rvill employ 125 men.

DIAMOND MATCH TO

A new yard will be opened Company, at Robbins.

OPEN NEW YARD by the Diamond Match

ATBION TUMBER CO. REDlvOOD

FI.JLL STOCKS GREEN LUMBER COMMON AND UPPERS AT MILIIi.

AIR DRY UPPERS AT SAN PEDRO

Upson Company Growth

The Upson Company, Lockport, New York, makers of Upson willboard, his just increased its authorized caPitalizition from $2,000,000 to $5,750,000, according to advice from Albany, New York.

Since Upion Board is well and favorably known throughout the lumber and building trades, this increase in capitalization has created considerable interest and comment' It indicates the sttccess of the Upson Company in the rnanufacture of its rvallboard products.

The Upson Company is known as one of the largest prgducers oi wallboaid in the country. It likewise has the reputation of making one of the best-if not the bestwillboards on the market. It has always been a claim of the Upson Company, in fact, that it makes the highest quality wallboard, selling it in the highest quality way, on a policy of consideration for the dealer at all times.

Thi Upson Company rvas incorporated in 1910. For more than two years the co;poration conducted a long series of experiments to be assured that their product rvas right and would give lasting satisfaction to the buyer.This teit of time was necessary, according to one of the officers of the company, because it was proposed to incorporate several new qualities in the new product, IJpson Board. The officers of the little company that so bravely started out in the face of severe competition, therefore, wanted to be certain that the products was right in every way. At that time the company was housed in a small rented plant and had but $25,000 for its entire capital to cover the purchase of machinery and necessary inventories.

And ir Boston toq Superior Brand ()ak Hoors

Another notable example showing the high type of building in which "America's Finest" oak flooring is servinc America's leading citizens in enhanc- ing and beauti{ying

This exclusive apartment located on aristocratic il?i"1lt"3i?:;,, "."r.", is floored throughout r-ith

SUPffi"ffi" Wmqia& Fiurer;t"

If, catering to the exacting taste of those who occupy apartments of this character, it is imperalive that every detail of the decorative features be the acme of perfection. Thuj from coast to coast, Superior Brand Oak Flmring i,s becoming more and more relied upon to insure the maximum in beauty and utility. through its matchless uniformity in color and individual superiorrtv rn manulacture.

SHALL WE QUOTE NOW?

SUPERIOR OAK FTOORING CO. HELENA . ARKANSAS

Yet the company has constantly grown. Determination and perseverance to produce a quality product that would "make good" was the reason, and during the few years elapsing since 1912 rvhen lJpson Board was first placed on the maiket, the Upson Company has grown, until today 'it is one of the two largest producers of wallboard in the country.

The success of the Upson Company, in fact, proves the old adage that "quality wi'ns-it always wins," or, as the Upson Company says, that "the little difference in price does not measure the big difference in quality."

Engineers declare the Upson plant to be one of the largest and finest of its kind in the world. It is composed of fifteen large buildings of the modern daylight type. It covers approximately 16 acres.

From $25,000 to $5,750,000 in a little mcire than ten years represents progress ! E,specially lvhen that progress has been made in a quiet, conservative way, without undue publicity or trumpeting of horns. For the Upson Company has not only made a quality wallboard which has created, a splendid reputation the world over, but it has also been successful from a financial standpoint.

c. s.

C. S. (Clifi) Estes, has returned from a east. Mrs. Estes and Cliff on the journey.

ESTES RETURNS

with J. O. Means of Los Angelen, delightful month's trip through the their oldest boy, Bob, accompanied

Once Again, Mr. Retailer, We Say To You-

BAISAM-lT00[

Thir is a profitable Side Line made from lYood fibrer. For Sound Insulation, BALSAM-WOOLin laboratory tests against leading commercial insulations-excels all com- petitors. (Many of whose product costs far more than BALSAM-WOOL!)

The following table shows relative conductivity of sound transmitted by various insulators as against BALSAMwooL.

INSULATOR 7o Sound Stoppcd

BALSAM-WOOL-IA in. thicL 59Vo

InrulatorNo. l. 53Vo

Ineulator No. 2l

InrulatorNo.3| ......:. 1|-Slqo

Inrulator No. 4 |

Inrulator No. 5 i

Inrulitor No.6 j ' 37'1lVo

Building Papeel laycr EVo No Inrulation OEo

NAMES AND LABORATORY REPORT UPON APPLICATION

Speci/g BALSAM-WOOL For Sctis/action

The Wounded Customer

When a customer comes in a shop with a complaint, he is Wounded. If you treat him rudely or suspicious- ly he is killed.

Every retailer should know this fact and teach it to all his sales people-that a customer with a complaint must be treated with extra courtesy and friendliness.

A complaint-bringing customer is hurt. He needs "First Aid to the Injured."

He has already had one crack from your shop, or thinks he has. If you give him another crack, he is lost to you forever.

A complaining customer is at the crossroads. Where he goes, depends on how you treat him. He will become either a dead customer or a live and lojral one.

So, make sure that you have a Red Cross system in your firm, for the special treatment of wounded customers. Don't knock them on the head, as most shops do, when they come in wounded.-The Efficiency Magazine.

Times are getting better. Yes, and competition for the congumer's dollar grows keener. The sales appeals of non-essentials are almost irresistible. The number grows. The building material merchant who does not make full use of every art of publicity and salesmanship to the best of his ability will be HOPELESSLY OUTCLASSED.

THIS IS A SELLING AcE.-Western Retail Lumberman.

LONG-BELL ISSUES BOOK ON LAWN FURNITURE

The Long-Bell LumberCompany has just issued a beautiful illustrated thirty-six page booklet, "The Book of Lawn Fnrniture."

It is being mailed free to retail dealers throughout the countrv. Mr. Paul E,. Kendall, Advertising Manager for the Long-Bell Lumber Company, in commenting on the book. said:

"We began featuring larvn furniture in the Long-Bell Plan Service as early as August, 1921, following 'ivith several other plan sheets at later dates. We found that these sheets rvere so popular and so many of them r,vere used by retail lumber dealers that lve believed a complete book on lawn furniture t'ould be u'elcome, and so early this year we began the lvork of havinq pictures taken of pieces of larvn furniture used to beautify home grounds.

"As far as we know, this is the first complete book on lawn furniture that has ever been put out, and its thirtvsix pages shorv nearly one hundred designs, and offer a very wide choice of garden seats, fences, trellises, pergoias, and other items. Home o\\'ners the country over are becoming more and more interested in tl,e use of lawn furniture, and in the larger cities there are now firms that specialize in the building of lawn furniture, u'hile even the best and biggest furniture houses are selling many pieces built either of Pine or Douglas Fir, "As many prospects as there are home owners" is a good way to describe the possible market in selling larvn furnitnre, and the sale of materials for the building of these pieces offers a great and grou'ing fiel{ for the retail lumber dealer.

NIany of the designs are most attractive and rve feel that a person in looking over "The Book of Larvn Furniture" is sure to see one or more fiieces that would "be iust the thing for our place."

HERMAN ROSENBERG ON TRIP

N{r. Herman L. Rosenberg of the Hipolito Company, Los Angeles, accompanied by N{rs. Rosenberg, left Los Angeles on the 7th, for an extended combined business and pleasure trip, taking them to most of the principal cities of the east and the south.

"Modern Conveniences" Make UP Large Percenta$e of Home Costs

An interesting tabulation has been made by the.-9gpoer and Briss Research Association on how the building ; dollar is spent. It is based upon construction costs of :nine housei varying in price from $9000 to $23,000 and averaging $15,000.

The tabulatioh does not indicate whether the nine houses are of lumber, brick, or other co'nstruction. They may be of various types. Cost of materials is included under the appropriate items.

The table is of special interest as showing the large percentage of the cost of the present-day house that goes into "modern conveniences." Not many years ago such items as plumbing, except perhaps for-a-kitchen sinkheating, electric wiring and fixtures were unknown-to say nothing of landscaping and architect's fee-and screens, if used. rvere home-made.

The lumber and the masonry are not as important in the increased cost of homes, even as compared rvith many years ago, as are the "modern conveniences" without which ferv homes rvould norv be built. With the money paid architects and for landscaping, these make up, it rvill be noted, nearlv 30 per cent of the cost of the present $15,000 house.

GRADE MARKED LUMBER AN IMPORTANT STEP TOWARD "CERTTEIE{D HOMES"

Horv the movement for the standardization and gradem4rking of lumber rvill assist the movement now being advocated among realtors for "certified" or "pedigreed" homes, rvas set forth in an interesting manner by I. Sidney Jenkins, of Louisville, Ky., president of the Kentucky Real Estate Commission, in an address at a recent meeting held in l,ouisville by the lumber and building interests, to promote standardized and grade-marked lumber as recommended by Secretary of Commerce Hoover and as put into effect by the Southern Pine Association.

Mr. Jenkins' subject was "Better Built lIomes" and he spoke from the standpoint of the realtor, touching upon poor construction and the need for more care and attention torvard the quality of materials used in building.

piece of Everlasting fooring is as sciendfically kilndried as the wood used in the finest

Van Arsdale-Harris Lumber Company, San Francisco

These splendid viervs of the large plant of the Van Arsdale-Harris Lunlber Company,.San Francisco, rvere taken just recently and give a very good irlea of the size and the ge-neral lay out of this progressive institution.- The upper left picture-shorvs-an interior view of one of their sheds and the opposite l'ierv is the main offices and rrarehouse, taken from the outside. 'I'he lotve'pictute is their main sales rooms, shorving the saiers aucl ohice for.:e.

Heavy Mill Construction Details

Any building material. say the engineers of the National Lumber Manufacturers Association, is entitled to be judged on its results when used according to the best principles and practices. fn connection with the Association's recent publication of a series of plates giving details of heavy mill construction, these engineers point otlt many mistakes in such construction. Use of the plates which are issued for free distribution to the building trades and professions will, it is believed, insure the proper utilization of wood in heavy mill construction. For example. it is a rather common thing to put steel caps on top of wooden columns. It is stated that this is an error. becanse in a hot fire the cap rvill fail before the column r.vill crash. A concrete cap has been designed for topping columns nnder load that rvill not fail before the column itself. This cap has been patented, but the ownership of the patent has been assigned to the public. Although there has never been a heavier demand for any of the construction series than this, the National Lumber Manufacturers Association, Washington, D. C., still has a few copies of the first edition available for the use of those rvho are interested in correct mill construction.

..WHO IS THIS TALKING?''

Of all the wrath invoking, curse provoking questions that come over a man's telephone that question is the "cat's meow."

We have just hung up the receiver mad clean through because rve had to spell out our name a couple of times to a short skirted bobbed haired little damsel who demanded that information before she would tell us whether Mr. Smith rvas in.

"Is Mr. Smith there?" asked we.

"\Mho is this talking?" rvas her answer.

It doesn't make any difference who is "talking" nor how unimportant is the man you are calling-if he is that kind of a man who trains his "secretary" to answer the phone in that manner.

But we are living in the days of KING REAI ESTATE and his subjects must proceed with caution. They hardly dare to use a telephone. Somebody might be listening in and steal their mustard. Don't think yorl can get a real estate broker to give you any information over the telephone. He wouldn't tell you his name if it could be avoided.

Any individual able to put a telephone receiver to an ear ought to know that the decent thing always is to answer first the question asked by the party who calls. If Mr. Smith isn't in, it is easy enough then to find out who called, if the name is worth having.

"Who is talking? BAH ! *-&( !!

MBERLu ComPANY

OF CALIF.

CENTRALBLDG. LOSANGELES

VAndike 8229

SALES AGENTS

Kellogg Lumber Co., Fondele, Le. Panola lemrber end Mfg. Co., Memphis, Tenru

SOUTHERT{ HmowooDs

We Couldn't Make it Better

If the Price Was 20 Buckr!

A hunting coo.t uha.t atn!

Rerult of our twenty-five yearr expcricncc in making coatr for hunterc of thc Wcrt, Alaeka and, in frct, all the world. The Filron Hunting Coat hae all thc featurcr expcricncc har rhown necersary or derirable-protcction, comfort, lookr, wear and a raft of pocket: both for ganc end pcnonal bc' longinge. Water proofed and har rlicker inter'lining on rhoulderr.

A coat for a lifetilnc of uear and plcasure!

C. C. FIISON Co. f005-1007 Firrt Avc. Scattlc, Warhington

To Battle for "Jack Dionne Trophy"

The coming much-heralded Los Angeles Hoo Hoo Clull Golf Tournament, September 18th, at the Wilshire Country Club, Los Angeles, 'rvill bring out the cream of the Southern California lttmbermen golfers, battling for sttpremacy in their respective classifications as rvholesalers or retailers.

Not only the lorv shooters u'ill be in evidence, the socalled 'dub' players have their opportunities in this event, as arranged by the Golf Committee, Frank M. Connelly, and the array of prizes that has been provided makes the tournament a very attractive proposition.

The "California Lutnber Merchant" has been permitted to provide the principal 1>rize, a hanclsome silver shaker, suitably engraved, as pictured above. This'prize goes to the Southern California lumberman shooting lorv gross at trvo of these tournaments, not two wins in succession horvever.

The practice of a principal prize rvas established by the Hipolito Company, tu'o years ago rvhen H. L. and L. M. Rosenl>urg donatecl a beautiful sterling loving cup, and then last year Ro.r' Stanton of E. J. Stanton & Son, Los Angeles, follou'ed suit by sending the committee a very elaborate silver shaker. This prize has been won once by Frank tsurnaby of Beverly Hills and once by Joe Chapman, of Hollywood. They 'r,r'ill both be in evidence at the September 18th tournament and it is possible that one of them u'ill carry off the Stanton prize.

"FILSON CLOTHES for the Man Who Knows."

American Paint and Oil Dealer Praises Our Editorials

The August issue of American Paint & Oil Dealer, America's leading paint journal, reproduced in full a recent Jack Dionne merchandising editorial, with the following very nice editorial note at the top aE an introduction:

"Editor's Note-Jack Dionne nrns a string of lumber papers that stretches from Texas to Oregon. In each issue there are editorials from Jack. One can hear the music and see the fireworks from one of these editorials before the

MILLING FIRM'.S AGENT STRICKEN WHILE IN S. F.

Sudden illness overtook N{. M. Gragg, business agent of the Southern Pacific Milling Company of Monterey, while he rvas in San Francisco yesterday. Gragg rvas at the Stewart Hotel where l're is a frequent guest rvhile on business visits to..this city. The house phvsician's diagnosis was acute indigestion.

wrapper is torn from the paper. Here is an editorial from Jack's California Lumber Merchant of Jrure. It is just as Jack printed it except that the words in italic have been interpolated to make it apply to paint dealers. All the credit belongs to Jack."

The editorial was "Itlen't Every Merchantr" and th.y changed "lumbertt to "p'aint" throughout.

R. A. LONG WILL BUILD 1OO NEW HOMES

Longvierv, Washington, August 28.-A building program u'hich rvill include 100 two to four room houses for rental prrrposes and the erection ol a 25 room boardine and rooming house, was announced today by R. A. Long, chairman of the board of the Long Bell Lumber Company. Work rvill begin immediatell'and 'ivill be completed before t.inter. This action is due to the demand for rental property in Longview.

UNITED STATES STANDARD FOR RED CEDAR SHINGLES

(oeptnruenr oF coMMERcE)

NATIONAL FORESTS DO BIG BUSINESS

A total of $986.646 was turned into the U. S. Treasury from the National Forests of California during the fiscal year ending June 30, 1925, according to statement by the San Francisco headquarters of the United States Forest Service, These receipts accrued from sales of Government timber, grazing fees, special use permits and miscellaneous business.

IJnder existing laws, 25 per cent of these receipts, or $246,1@. will be returned to the State for road and school funds. An additional 10 per cent, or $98,464, will be available for use by the Forest Service for road and trail work in the National Forests.

This percentage of receipts returned to the State is an interesting contrast to some of the European countries lvhich have Crorvn or National Forests. In Sweden, for example, only 3 3-10 per cent of the Crown Forest receipts are returned to the local communes.

In addition to the 10 per cent fund for roads and trails, the Federal Government rvill also expend, this fiscal year, the sum of $1,60O,000 on National Forest road construction and development work in California.

DESTROYS INFECTED PLANTS

Klamath Falls, August 15.-T. D. Mallery and R. B. Farren of the United States Department of Agriculture found and destroved 135 English Black Currant bushes, carriers of the *'hite pine blister rust scourge. The infected bushes rvere all found in the Merrells Malin section, and the owners offered no protests when the order for destruction rvas given. The Fort Klamath section is now under inspection and it is hoped work will be completed in about ten days.

E. dc Rcynler H. B. Generrton

REYNIER LUMBER CO.

426-42E-130 Santa Marina Building

ll2 Markct Strcct SAN FRANCTSCO

WHOLESALE

Fir and Redwood Lumbcr

Trcated and Untreatcd Poler and Pilea California Sugar and Wbitc Pine Lumber Split _Redwood Ticr, Pottr, Grape Stakcr, ctc. Sawa Rcdwood Shekcr and Shinglcr

PORTLAND, OREGON, OFFTCE Norttwestem Bank Bldg.

Our rcprerentativec in Southern Califomia are Williug and Cooper, 215 Wert Sixth Srreet, Loa Angeles

WE Offer WISCONSIN HARDWOODS

Ash - Birch - Maple - EIm - Basswood

Either air dried or kiln dried.

C-an be shipped in straight or mixed cars with "KORRECT-MAKE' Birch and Maple Flooring -the world's best.

Kt EEtAllD-lUlcLURG tUlUl BER GOTPAlIY

Phillips, Wirconsin

Morre, wir. Millr at philIipr, wir.

\l/ertcro Rcprcrcntrtivc

Jerome C. Gripper 756 South Spring Strect Lor Angcler, California TRinity 0405

JUlllUS G. SI|EAD G0.

WHOLESAI.E LI,JMBER, REDWOODDOUGLAS FIR

SUGAR PINEWHTTE PINE SPRUCE

wE soucrT YouR rNQUrRrEs

32I.322 SHELDON BLDG., SAN FRANCISCO Telepbonc Douglar 7815

MEYER & IIODGE

3lf0 Chapman Building, L"o Angelcr Phone VAndike 4912

REPRESENTING RELTABLE MILIS FOR-

LUMBER DOORS PANELS

MEYER &

SHIPPING BOTH CARGO and RAIL

HODGB

.FIRE-PROOF'' TERM IS TABOO

It has been contended for years by qualified engineers that there is no such thing in common residential building practice as "fire-proof" ionstruction. No doubt -many lhousands of American families are today living in socalled "fire-proof" homes under the delusion that they are immune to the hazards of fire, Such stress has been laid tupon the "fire-proof" quality of certain building materials, that the Committee on Building Construction Specifications for Private Residences of the National Fire Protection Association, has made the folloluing notation in its recent reDort :

?'The use of the terrn 'Fire-proof is recommended to be cliscontinued. This general term has been erroneously applied to buildings and materials of a more or less fireresistive or incombustible nature. Its indiscriminate nse has produced much misunderstanding and has often engendered a feeling of security entirely unrvarranted."

The term "fire-resistive" gray be applied to any standard building material when corlectly used. The fact that the material itself is incombustible does not mean necessarilv that a structure of which it is the major part is fire-proof or fire-safe. The arrangement and protective features of construction are of paramount importance. Any constrnction which rvill pass a fire test made in accordance rvith the tentative specifications of the American Engineering Standards Committee for Fire Tests of Materials and Construction is "fire-resistive" whether of stone, steel, concrete, lumber or brick.-Bldrs. Exchange Bulletin, L. A.

EAST TURNING TO WEST FOR LUMBER, SAYS GUEST

Eastern dealers in lurnber are turning to the Pacific Coast for material and the day when the Southern states supplied the demand of the Atlantic seaboard region is rapidlv rvaning, it tvas declared by Frank L. Luck-

enbach of Philadelphia, lumberman' upon his arrival at [-os Angeles.

JOSEPH BORDEAUX, PIONEER LUMBERMAN' DIES

Joseph Bordeattx, pioneer lumberman of Wash_ington, di;d af his home in Seattle, September 4. He was born in Quebec in 1854, and at the age of 17 located at Chippewa Falls, Wis., coming to Puget Sound the same year that the Northern Pacific railroad crossed the Cascade mountains. Mr. Bordeaux entered into partnership with his brother Thomas at ll-rat time, and this partnership rvas onlv terminated bv his death.

The main operitions of the companv are lumber and shingle mills at Bordeaux and Malone, Wash., the Mason County Logging Co., and the Mumby Lumber & Shingle Company, Seattle.

PORTLAND FIRM BUYS TIMBER

The timber holdings of the Kerry Timber Company in Columbia and Clatsop counties, Oregon, have been purchased by a newly incorporated firm in which the stock is held jointly by the Penninsula Lumber Company of Portland, and the Knappton Mills Company, Knappton, Wash. The consideration u'as about $3,000,000'

RODENT CONTROL IN CALIFORNIA

The area infested with ground squirrels in California exceeds 10,000,000 acres, of which, 3,000,000 acres were covered in co-operative rodent control operations during the fiscal year ending June 30, 1925, according to report of the Bureau of Biological Survey, United States Department of Agriculture. In these operations, 1,330,000 pounds of poisoned grain and carbon bisulphide were distributecl, at a cost of $298,500, with an estimated resultant saving to farmers and orchardists of $1,578,000.

MY FAVORITE STORIES

What She Did at the House Wasn't Really Her Best

It was the day following the funeral of her husband, which had been held first at the house, and then a short service at the grave, and the widowed woman of color, heavily draped in black, with hanging veil, etc., her face the picture of the most complete dejection a4d despair, was standing on the street corner while an old darkey who had been a lifelong friend of the husband, was trying his best to express to her his sympathy and condolence.

She received every statement with the moaning groan

R. C. CALLAWAY A BAY DISTRICT VISITOR

R. C. Callaway, Fort Worth representative of the Edgecumbe-Newham Co., Ltd., of Vancouver, B. C., is a Bay District visitor. Mr. Callarvay expects to spend several weeks calling on the lumber trade of Northern California. The Edgecumbe-Nervham Co. are large shingle operators and are also manufacturers of the "Edham Kolored Natural Shingles."

that marks the sadness of the colored race, and she kept dabbing her handkerchief into her eyes to restrain the tears.

"An' Mrs. Jackson," said the old man, "Ah wants to say Ah was sutinly sorry fer you. Ah didn't have the hea't to go to the burying groun', but Ah wuz at the house fo' the su'vices, an' Ah wants to say Ah have nevah seen no one in Mah whole life who mou'ned lak youall mou'ned."

"What you mean, man? Me mou'n at the house? Mah Gawd, man, YOU SHOULD A'SEEN ME AT THE GRAVE.''

MAX E. COOK ON FIELD TRIP

Max E. Cook, farmstead engineer with the California Redwood Association, is on a two weeks' trip calling on the lumber trade in the various Northern Caliiornia districts. He also plang to visit Eureka, where he will call on the Redwood mills in Humboldt county. He will return to his desk about the middle of the month.

By Age not guaranteed-Some I lack Dionne have told for 2O years-Some less.

Hoo Hoo Forest Committee Reports

A very interesting and important meeting of the Los Angeles Lumbermen's Hoo-Hoo Club was held on Thursday,'' September 3,1925.

The general subject of the meeting-after the initiation of the new officers was held-was to consider reports of the club's special committee on forestry. The report indicated the committee had been busy and had been considering some,very vital matters connected with the industry itself, and vital also to the continued prosperity of Southern California.

The forestry committee outlined its own functions and conceived that it was its duty to aid in every way possible in all efforts tending toward lonservation of -our forests and water sheds; should co-operate in all movements of other bodies looking in this direction and should assist in educating the people to a proper appreciation of the menace of fires in lost timber and in destruction of watersheds: and should in a general way assist all movements looking toward the most efficient conservation of all natural resources.

The recommendations of the committee were unanimous-. ly adqpted by the club after being fully presented on behalf of the committee by Mr. David Woodhead, its chairman, and the following resolutions were unanimously carried: FAVOR THE FEDERAL APPROPRTATION OF $1,OOO,OOO FOR REFORESTATION AND PROTECTION OF NATIONAL FOREST RESERVES OF SANTA BARBARA, LOS ANGELES AND SAN BERNARDINO lv{OUNTAINS.

"We heartily indorse the suggestion of the Forestry DeUSE

partment of the Federal government to set aside the sum of $1,000,000, available in such amounts and at such times as like appropriations may be made by the county governments of Southern California, to be expended in reforestation and shrubbage, to repair the ravages of forest fires in recent years which have denuded a very large acreage of the National Watersheds in the Federal Forest Reserves, upon which Los Angeles, San Bernardino, Valencia and Orange counties are dependent for water supply. Water is life for this section in increasing measure; and every step to insure the prevention of run-ofi water passing to the sea without benefiting either agriculture or commerce should be taken. In view of this fact, and also that a part of the necessary playground of our immense population and our visitors is also seriously injured by this gondition, it impels us to urge the appropriation of $1,000,000 this year by Los Angeles county in order that work may be at once begun to repair the fire ravages so as to give us an entirely afforested area for water condensation and conservation."

CLUB FAVORS PROPOSED BILL FOR TAX EXEMPTION OF GROWING TREES

Another resolution passed by the club unanimously refers to the bill now on referendum, which will come before the people for approval or rejection at the next election, and which provides that forestry holdings in California lvhere trees have been planted that require long years for ripening, shall not be taxed until ready for logging. The resolution reads as follows:

(Continued on Page 51.)

Humbold(s Softest Clear Reduood

The Parable of the Camels

(Editor's Note-If you don't read anything else in this issue, read this. It is so true and so human.)

We sojourned in Egypt, I and Keturah, and we rode on donkeys, and also on camels. Now, of all the beasts that ever were made, the camel is the most ungainly and preposterous, and also the most picturesque. And he taketh himself very seriously.

And we beheld a string of five camels that belonged in one caravan, aqd they were tethered every one to the camel in front of him. But the foremost of the camels had on a halter that was tied to the saddle of a donkey.

And I spake unto the man of Arabia who had the camels, and inquired of him how he managed it.

And he said, each camel followeth the one in front and asketh no questions. And I come after, and prod up the last camel.

And I said, doth not the first camel consider that there is no other camel in front of him, but only an ass?

And he answered, Nay, for the first camel is blind, and knoweth only that there is a pull at his halter. And every other camel followeth as he is led, and I prod up the hindermost one.

And I inquired, how about the donkey?

And he said, The donkey is too stupid to do anything but keep straight on, and he hath been ofte4 over the road.

And I said unto Keturah, Behold a picture of human life. For on this fashion have the processions of the ages largely been formed. For there be few men who ask otherwise than how the next in front is going, and they blindly follow, each in the track of those who have gone before.

And Keturah said, But how about the leader?

And I said, That is the profoundest secret of history; for often he who seemed to be the leader was really behind the whole procession, and at the head was nothing more sensible than a donkey.

The fools make the fashions, and wise men follow them.

For so long as the world is content with the kind of leadership that now doth guide the fashions in clothes, politics and such like, the donkey will not lack for occupation.-

(From "Safed and Sage.")

DID YOU?

Did you give him a lift? He's a brother of man, lnd bearing about all the burden he can. Did you give him a smile? fle was downcast and blue, And the smile would have helped him to battle it through. Did yorr give him your hand? He was slipping downhill, And the world, so I fancied, was using him ill. Did you give him a word? Did you show him the road? Or did you just let him go on with his load?

-By W. J. Foley.

BEST BY TEST

The English Class of Chubbtown colored school had to write an essay on "The Most Useful Animal."

Roosevelt Cheek's essay read as follows:

"De mos' usefullest animal dar is is de chickens, fur yo' can cotch dem wid de leastest ob troubles on de darkest ob de nights, an' dey kin be et bof befo' dey is bawn an' afteh dey is daid."

SEVEN MISTAKES OF LIFE

The delusion that individual advancement is made by crushing others down.

The tendency to worry about things that cannot be helped.

Insisting that things are impossible because we can't do them.

Wanting to force others to live and think as we do.

Neglecting to read fine literature and thereby dodging refinement of the mind.

Letting trivial things in life stand in the way of doing important things.

Failure to establish the habit of saving.

LOOKED LIKE THE REAL THING

Nearly every hour of the twenty-four a fresh breeze blows through Jacksonyille, Florida, carrying in its teeth an invisible film of sand.

Johnny Marshal beautified his fivver one day, varnishing it from bumper to tail light. Wishing to use it the next day he decided to leave it out of the garage all night so that it would dry faster.

Bright and early the next morning the old negro who works or\ the place appeared in the house.

"Yo' sho' done one fine job on dat cah, Mista' Johnny," he said fatteringly to the youngster.

"Looks good, does it?" Johnny asked, beamingly.

"Good?" the old boy exclaimed. "Ah ain't evah saw a mo' talented job o' stucco nowhah."

DIMMICK LUMBER COMP.A,NY PACIFIC COAST LUMBER

BcDrcrcntatlvc. Port Orford Tytltc Ocdu llrc.tct! Vr'l|lc lDcdrr Oo. Dougilar FlFglrrucFEuloct r, rT?TrT;'jl' ""Si""? oo. - - -- R.a- i.a.i llrrarc. Goqulllc, Orc3ol Ccda! PolG. tnd P|l|r8

Fifc Bldg. SAN FRANCISCO Tcl. Douglar t025

(Continued from Page 49.)

"The State has long recognized the principle of exemption from taxation of the growing trees on orchard and farm. California receives a heavy wealth contribution from her forests, and under the operition of this law, if carried at the coming election, will put herself in the forefront of all the great lumber States in measures of intelligent reforestation.

- In order to arrest the gradual destruction of the forests and to encourage the companies owning them to replant, such a law as this is necessary.

.Instances of the value of this law are furnished by the Pacific Redwood Company and the Union Lumber Company, which, in the hope of this law being approved by the voters, have planted this year two trees for every one cut, and its passage means that our forest area will be conserved for future generations.

A far-seeing policy dealing justly with a greatly burdened indust'ry ippeals to all thinking citizens to lend their influence to the adoption of this wholly desirable legislation. Forests for tomorrow we must have and we can only have them as intelligent, just laws open the way.

Every citizen of California should bb instructed in this vital proposal and its result. And the press of the State are urged to give the subject the favorable publicity- required tolnable-our people to give their approval by their vote to this enactrnenf whictr will make further reforestation possible."

TREE PLANTING IN LOS ANGELES

The club also considered the subject of tree planting in Los Angeles and adopted the following_ resolution, which was to 6e sent to the Mayor and City Planning Commission and to the press:

"No feature in ttrls rapidly expanding city of the Southland excites more adverse comment from visitors than that existing in the marked lack of shade trees' In the most clelightful climate in the United States, with every element

favoring arboriculture and the rapid growtk of the widesG varietv of beautiful shade trees. wt have shown lamentabld" failure to obtain the artistic and scenic beauty and comfort of trees for shade.

"We wonder whether there is a single great modern city in the world so devoid of the beauty bf trees as this city. This is a reproach which it is in ouf power to rqmedy.

"Over large sections of the more recently built up part of the city trees are a rarity and flower and shrub cannot make up for their lack. Mistaken notions of improvement have even destroyed much of the arboreal beauty developed by preceding generations, and trees of untold value and beauty have been destroyed, to make room for so-called improvements.

"No other single thing can aid so markedly to the charm of a city as the planting of trees. Sacramento, Fresno and Chico are marked examples of the results of wise treeplanting.

"The building at this time of new wide traffic arteries affords great opportunity to remedy the fault. Not only should wires be conduited along these arteries but treesnot palmettos or palms-real shade trees should be planted. And in place of sunbaked stretches of cement leave to our childrerr avenues of shaded beauty that will afford comfort and charm to the traffic that increasingly crowds the highways. No better additional inducement could be offered to our tourists to tarry longer than that of a tree-beautified city where the varied architecture of our residence districts might be unified and the contrasts softened into charm and harmony.

"We urge our honorable Mayor and the City Planning Commission to take immediate steps looking to a comprehensive plan of tree-planting, and we urge all civic bodies in the cily to pass similar resolutions and aid in every effort to stop the further destruction of trees within our borders."

What It Means to Be a Vbyerhaeuser Perrnanent Custorner

HE buying system that makes the most money for a retailer is the one for him to use. There isn't much ar$umenton that score.

In fact, right buyin$ is doubly important today when the cost of doing business is high and the demand for building materials irregular.

Dealers who have not yet found the type of buying connection that fully satisfies them may be interested in the way Weyerhaeuser mills

business of their arrangement that handle the Here is an

re$ular accounts. many dealers are

finding consistently profitable. It may be the very buyrn$ plan you have been seeking.

To sum it up briefly: The main business of the 'Weyerhaeuser mills is not merely to dispose of lumber stocks as they accumulate but to take good care of a group of permanent customersto supply them at the right time and at a fair price with uniform, saleable lumber.

Depending as they do on thesepermanent "connections for the bulk of their business, the Weyerhaeuser mills are vitally interested in the continued success of these customers. Sufficient reason, if there were no others, why these mills go to the limits theydo to make thisbuying ar rangement profitable to their retailer friends.

You catch the spirit of this enlightened service policy in any'Weyerhaeuser logsing camp, mill or office. llere you see mills, facilities and equipment, unexcelled in the industry and manned by a corps of men who for years have been making good lumber.

You see excellent timber-perhaps no better

Dregeed lumber in the new Snoqualmle ehed ie piled under cover and handled in t'packagestt bycrane. Thor, ough aeaeoning,carefulaurfacing and unitplling in a new crane.equippedehed-thads theprocedure todayfor com, noo lumber at the Snoqualmie Falls Lumber Company.

The new grading ehedfordresrcd lunberat the Potlatch Lumber Company plant does away with the necee eity for hurried grading behind high epeed planers and aesures more accalrate and uniform grades. The delivery of uni, form lumber, every foot of it saleable at a profit to the re, tailer*thie is a f,xed policy of all the Weyerhaeueer Eills.

MiIl t'Ct atBverettrWashington,one of the threeWeyer, haeuser mills at that point, wae recendy completed. It ie specializing in the manufacture of high quality lumbet and flooring from Pacific Coart Hemlock, a wood that has made a splendid na-e for itself on the Pacific Coast ond that ia duplicating this feat in the East

standing-adequate to supply the needs of customers for decades In the mills and in the seasoning yards where knowledge and experience count you see minute attention given to all the details-sizes must be uniform and correctl workmanship first class; grades neither too high nor too lowbut uniform. Every effort is made to ship drylumber, properly seasoned before planing. Rigid rules for loadingareenforced to insure delivery of clean, uninjured stock.

Quick quotations, speedy adjustments, whenever they are necessary, entire satisfaction for every customerthese are a pafi of the plan.

In dealing with the'Weyerhaeuser organ ization you have thewhole-hearted backing of 17 large mills cutting 15 species and shipping from L7 enormous stocks. Two well stocked, strategically located distributing plants handle rush and emergency orderson a24-hour shipping schedule. 'When you do business with one'Weyeihaeuser mill you arerated as a good customer by all of them and you can expect personal serviceno matter with whom you deal.

The Weyerhaeuser representative can tell you more about the plan. Flave him explain how it functions for your benefitandprofit.

WEYERHAEUSER SALES CO. Disrtbutors of WEYERHAEUSER FOREST PRODUCTS

General Ofrces: SPOKANE, \VASHINGTON Branch Offces ST.PAUL CtIICAGO BALTIMORE NEW YORK

2694 UniversityAve. 2o8 S.LaSalleSt. 812 Lexington BIdg. 22oBroadway

'

Thc Weyerhae*er Sales Company is the combined selling otganiTation of the follo*ing Veyethaeas* Milk and Disnibuting Plants Cloquet Lubet Cr. Cloquet, Miu. Hmbird Lumber Go. Sandpoint, I&ho TheNorthemluperCo.Cloquet, Miu. Edwud Rutledge Timber Co. Cowrd'Alene,Idaho lohmon-Weatworth Co. Ooquat, Mim. Bonm Ferry L-iber Co. Bolaer Fen7,I.{.ho Wod Cpnverion Cr. . CloqucgMi.* SaoqudsicFalbluberCo.SooqualmicFallsr\guh.

Potlatch Luber Co. Potlatch, I&ho Veyerhrcuer Timbc Co. Everett, Voh. Boi*PayettclunbcrCr.. Boirc,Idaho WcyerhmTimbeCo. Beltimrc, Md. Wcvahreur Timber Co. St. Paul, Minn

Aviewof the covered loading shed at the Baltimore plant of the WeyerhaeuserTimber Companyrwhere orders are loaded out the same day that they are received. This plant has become famoue along the easterir ceaboard for its quick chipping oervice.

This new grading shed at the Edward Rutledge mill, which gives the graders ample time to inspect each piece carefully, is helping the Edward Rudedge Timber Company to mainlain i6s high standarde of uniform grading.

The newcrane shed at the Humbird Lumber Company plant ie proving its value every day. The large quantitiee of seasoned, planed stock housed ln this ehed make poe. sible quick shipmente of mlxed cars-ordere which for. merly might have involved conslderable delay.

Maintaining a 24,hour shipping schedule demands the moEt modern equipment and facllities. Thecrane ehowr here ia ueed at theTwin City plant of the Weyerhaeuser Timber Company for unloading, handling and loading.

NewPrice Lists are Now Ready

Have you received ) your copy

Our first price lirt issued from our new Pacific Coact Headquarterr i n [.os Angeler, ha! iust come off the pres!.

It giver complete liatings of stocks in both Philip pine and domeetic hardwoods, panelr, vensertt foorings, etc.

We want evety man in the building industry, who has a use for one, to have a copy.

Inspection of our U. S. Reg. trade'marked Bataan, Bagac, Lamao and Orion will completely revise your opinion of Philippine Hardwoods. Being grown in the Island of Luzon, the most northerly of the Philippine group, th"y are truly HARD.

May we have tihe pleasure of showing you finished samples?

Whitney Frames Finding Favor

A representative of "The California Lumber Merchant" paid a visit recently to the big manufacturing plants of The Whitney Company at Garibaldi, Oregon.'

Particularly interesting was the factory in which the famous Whitney Fir Frame, with the well-known Green Label is made. This is one of the finest and best equipped on the Pacific Coast, all equipment being electric unit driven, and the most modern that can be obtained.

All the lumber that goes into the frames is scientifically kiln-dried and tested for moisture content, the high standard of kiln drying insuring uniformity of the product.

Running parts of frames are made from vertical grain lumber, and ehtire frame is clear of knots. A test frame, which must be perfect, is assembled with every order, the object being to have a check on the whole order.

Harry E. Morgan, general manager of The Whitney Company, said that these frames have now attained a wide distribution, and have been well received everywhere. Two points brought out by Mr. Morgan are of special interest to the retailer. These are: that fir frames don't deteriorate in any climate, and that they won't stain stucco.

The company also makes a specialty of the manufacture of casing, base, interior trim and mouldings, and dealers throughout California and Arizona are now familiar with all the "green tied" planing mill products of this go-ahead concern.

REBUILDING

Butte City, Glen Co.-Reconstruction of Butte City's burned area is already under way. Building materials are on the ground, and the work of rebuilding is expected to go forward with great rapidity.

SAN DIEGO'S CHAMPION BALL TEAM

Here is the gang of Benson boys that cleaned up on all the Amateur Base Ball Teams in San Diego, this past season.

Fred Hamiltoh, versatile manager of the Benson Lumber Company, conceived the unique photograph, explaining that, while he was not ashamed of the faces of the boys, the opportunity to put over some good publicity,. with their backs, was too good to lose.

8rg E. Sgrh St.

SAN FRANCISCO

These concern$ want your buslness

GEORGE c- CORNITIUS HARDWOOD LUMBER

rl-nerican Banh BuildinS, Sen Francirco

Tclcphonc Gerficld 129

ChicLaraw Brend Oak Flooring

Elliott Bey Fir Panclr

O.rly crclurivc wholcrele Hardwood concGrn on Prcific Coert

McDONALD LUMBER CO.

Firrt National Benk Building

San Francirco

White and Sugar Pine Douglar Fir P. O. Cedar Rcdwood Sprucc

Tclcphone Garficld 3116

Harry Gaetjen Grand Marshalt of Admission Day Parade

Here are some of the high lights on the Admission Day parade that was held at San Francisco on Wednesday, September 9, and of which Harry Gaetjen, the well-known San Francisco lumberman, was the Grand Marshall.

Number of marchers-approximately 55,000.

Length of parade-l5 miles.

Time required to pass in review-S hours, 45 minutes.

Number of floats-lO2.

Number of organizations-102.

Size of onlooking crowds--650,000.

At the luncheon of Hoo-Hoo Club No. 9 on Thursday, September 10, M. A. Harris of the Van Arsdale-Harris Lumber Co. made a motion that was unanimously passed, extending to Harry the Club's heartiest congratulations for the success that he achieved in the Admission Day parade. In responding, Harry stated that the parade exceeded all their expectations, and although the. committees had been working on the pageant for over two years, he said the success of the affair was due to the wonderful co-operation of the various Parlors of the Native Sons and Daughters of the Golden West throughout the State. He stated that Vice-President Dawes, the official representative of President Coolidge at the Diamond Jubilee celebiation, remarked that "it was the greatest show that he had ever seen."

Harry Gaetjen, who took such a prominent part in this great achievement, is one of the most popular lumbermen in the San Francisco Bay District. He is the President and Manager of the Empire Planing Mill, and is also the President of the Millwork Institute of California. He takes an active interest in Hoo-Hoo affairs in the Bav District and is a member of Hoo-Hoo Club No. 9.

R. C. WITBECK WHOLESALE

Southern-HARD WOOD S-N orthern

Bruce Oak Flooring

Maplc Flooring

1209 Firrt National Bank Bldg.

Tclcphone Sutter 2Gl4

FOR SALE

Bay District Initiates Eleven Kittens

There was a big turnout of the Bay District Hoo-Hoo on Thursday evening, September 3, to attend the last Concatenation of the Hoo-Hoo year. The affair was held at Marquard's. During the dinner hour there was an excellent entertainment by "Marquard's Revue." Bob Gehring's orchestra furnished music. During the evening Vicegerent Snark J. Walter Kelly called on R. A. Hiscox, Past Snark of the lJniverse; Fred Roth, John C. McCabe, President-elect of Hoo-Hoo Club No. 9; Frank O'Connor and Ed Chamberlin, who all made short talks on the work accomplished by the Bay District Hoo-Hoo during the past year.

Following the dinner and entertainment, eleven Kittens were initiated. The Nine in charge of the initiation included J. Walter Kelly, Vicegerent Snark; John C. McCabe, Senior Hoo-Hoo; J. E. Peggs, Junion Hoo-Hoo; Fred Roth, Bojum; J. E. Martin, Scrivenoter; Louis A. Godard, Jabberwock; Charles R. Wilson, Custocatian; C. C. Stibich, Arcanoper, and R. E. Caldwell, Gurdon.

The following Kittens were initiated:

Harry Laws, A dams Lumber Co., San Francisco.

Tom Brown, J. E. Higgins Lumber Co., San Francisco.

K. E. MacBbth, J. E. Higgins Lumber Co., San Francisco.

J. A. Walsh, Creo-Dipt Company, San Francisco.

George Knudsen, W. R. Chamberlin & Co., San Francisco.

H. Gustafson, Coos Bay Lumber Co., San Francisco.

R. M. Sargent, E. K. Wood Lumber Co., Oakland.

D. A. Burpee, Loop Lumber & Mill Co., Alameda.

Byron Long, W. R. Chamberlin & Co., San Francisco.

Ralph Laumeister, Charles R. McCormick & Co., San Francisco.

George H. Pfeufier, Twin Harbors Lumber Co., Oakland. i

PUBLISHER TALKS TO LOS ANGELES HOO HOO CLUB

The nervly installed President of the Los Angeles Hoo Hoo Club, "Wick" Wickersham, handled the September 10th meeting like a veteran, soaking fines right and left, heavy ones, starting off his term in office with a bang.

Wick appointed two of his Committees, A. W" (Andy) Donovan of the Union Lumber Company, as Sergeant at Arms, and Harvey Bowles of the Long-Bell Lumber Company as Keeper of Relics and Trophies.

After a discussion on the coming Golf Tournament, Wick introduced Jack Dionne, publisher of this journal, with appropriate remarks.

Jack talked to the boys about fifteen minutes, telling them a number of his newest higger yarns and indulging in some side play with his constant golf companion, A. L. (Gus) Ifoover. Gus has been having a losing streak, put-

WESTERN SASH ANp D00R C0.

ting him up as the target for a lot of ridicule at the hands of his opponents.

FOR SALE

Well located lumber yard and mill in Los Angeles. Will take $10,000 to handle, terms to reliable parties. Address P. O. Box 880, Sta. C., Los Ang6les.

ROBT. FORGIE ILL

Mr. Robt. Forgie, Los Angeles representative for the Bloedel Donovan Lumber Mills, has been confined to his home, severely ilf since the lfth. It was feared that he rvas suffering from pneumonia.

ROSCOE M. PRICE WED

Mr. Roscoe M. Price of the Dudfield Lumber Company, 'Palo Alto, nephew of Mr. Fred E. Conner of Sacramento, was married on the 5th to Miss Margaret Keifer of Sacramento. The wedding was held at San Francisco.

V. A. SMITH A SAN FRANCISCO VISITOR

V. A. Smith, representing the Fischer Brothers Lumber Co. of Eugene, Ore., has been spending a few days in the Bay District on business. He accompanied E. L. Fifield, their Northern California representative, while calling on the Bay District trade.

RETURNS FRoM I pHII.IPPINE TRIP

B. W. Cadwallader, President of the Cadwallader-Gibson Co., Los Angeles, ha5 returned from a short Susiness trip to the Philippine Islands. While in the Islands, Mr. Cadwallader made an inspection tour of their hardwood logging and rnilling operations. After ,a few days in San Francisco, he will go on to Los dngeles.

GEORGE MEISSE A SAN FRANCISCO VISITOR

George Meisse, Cadwallader-Gibson Co., Los Angeles, has been spending a few days in the Bay District on business. He says that his concern is finding business good in the Southern California district. While in the Bay District, he had several conferences with B. W. Cadwallader, President of the company, who had just returned _from the Philippines.

HENRY HINK RETURNS FROM SOUTHERN CALIFORNIA TRIP

Henry Hink, Dolbeer-Carson Lumber Co., San Francisco, has returned from a week's business trip to Southern Califcirnia. While in the South. he called on the trade in the Los Angeles, San Diego and Orange county districts' He reports that the lumber market in the southern part of the state is showing a slight improvement.

I s. w. cADwALLADER

J. A. WALSH TO REPRESENT CREO-DIPT CO.

J. A. Walsh of North Tonawanda, New York, is now representing the Creo-Dipt Company in the Bay District. He formerly represented the company in New York State. Guy M. Rich, District Sales Manager, with headquarters in Los Angeles, has been a recent San Francisco visitor conferring with Mr. Walsh on business matters.

REDWOOD SALES CO. ISSUE NEW BOOKLET ON REDWOOD

The Redwood Sales Company of San Francisco n#e just issued a new booklet on the California Redwoods. The booklet is very attractively made up and has a map of California showing the location of the Redwood forests, together with several other beautiful illustrations of the Redwood stands of timber and the various logging operations. The booklet also carries i,llustrations of the member mills of the Redwood Sales Co. with a short sketch of each mill and their lumber operations. The member mills of the Company are the Albion Lumber Co., E. J. Dodge Co., Dolbeer & Carson Lumber Co., Hobbs-Wall Lumber Co., Little River Lumber Co. and the Northwestern Redwood. H. W. Sinnock, the ttell-known Pacific Coast lumberman, is the Secretary-Manager of the Sales Co. Milton V. Johns, who is Mr. Sinnock's assistant, compiled this interesting booklet which should be very useful and instructive to the buyers and users of the California Redwoods.

JERRY STUTZ A SAN FRANCTSCO VTSITOR

Jerry Stutz, representative of the Coos Bay Lumber Co. in the San Joaquin Valley, with headquarters in Fresno, was a recent San Francisco visitor where he checked in at headquarters on business matters. Jerry also remained in tgwg a few days to take in the Diamond Jubilee week festivities.

A. Wallace Mclean

EUREKA, CALIFORNIA

QUALITY ^A,ND SERVICE

in

Split Redwood Products

Send uE your inquiries.

DICK JONES SPENDS VACATION ON GOLF LrNKS

Richard C. (Dick) Jones, sales representative of the Van ,.A.rsdale-Harris Lumber Co., is back at his desk again after enjoying a two weeks' vacation. Dick, who is a golf enthusiast, devoted much of his time on the links and at his office they stated that he was taking two golf lessons every day, which necessitated his staying rather close to home. Later in the month, Hugh Handley says that he is going to take Dick on for eighteen holes to determine the golf champion of the Van Arsdale-Harris Lumber Co.

ED GARLAND CALLS ON THE VALLEY TRADE

Ed Garland, San Francisco, manager of the rail department of the Charles R. McCormick Lumber Co., has returned from a several days' trip calling on the trade in the Sacramento Valley and Central California. He reports that the lumber market in the interior of the State continues to show improvement and that all the retail dealers are looking forward to a good lu-mber demand during the fall months. During his absence, Jimmie Atkinson, their Peninsula and Coast representative, was in charge of their rail department ofifice.

CONGRATULATIONS, NELSON !

Nelson Jones, Jones Hardwood Co., is wearing the big smile these days. The occasion being the recent arrival of a fine eight-pound baby boy at the St. Francis Hospital, ^ ,, San Francisco. He says that Mrs. Jones and the new arrival are doing very nicely. Nelson advises that he is going to make a lumberman out of the youngster and a few days ago brought him up a small bundle of lumber to play with.

PETE NOONAN HAS SUCCESSFUL DEER HUNT

Pete Noonan, manager of the West Valley Lumber Co., Woodland, is telling the world that he had another successful deer hunt and a short time ago got a good big fat buck. Pete, together with several of his townsmen, made up a hunting party that was very successful. According to the story going the rounds, Pete had to use a lot of strategy this year but he brought home the bacon just the same.

ED ADAMS ON NORTHWEST TRIP

Ed Adams of Hill & Morton, Inc., San Francisco and Oakland, is on two weeks' trip to the Northwest, where he is calling on the Washington and Oregon mills and making a general survey ofz lpmber market conditions. He expects to return to the Bay aroand the middle of the month.

Doctor-"'What did you operate on Jones for?"

Surgeon-"g100".

Doctor-'rNo, I mean what had he got ?"

Surgeon-" € 100."-Punch.

ANNOUNCEMENT

For Doaloy

5-D

During thc annual rcrion of the Paeific Logging Con. grcr and Logging Machincry Equipment Exhibition, Scattlc, llfaeh., Oct. 2t-31, 1925, wc will cxhibit THE SOUTH BEND

At Booth 59 ll/e cordially invitc you to virit ur and cxamine the mcritr of our production.

The South Bend Spark Arrester Co.

Officc and Factory, ?66. Savicr St, Porthnd, Orcgon Cdifornia Agentr: W. H. WORDEN CO., San Francicco

For Locomotivc EngincrScrior 5.L

\ryANT ADS

(The Cleafing Houce)

This'Column of "Wants" and "Don't Wants" is for: The Fellow Who Wants to BUY The Fellow Who Wants to Sell The Fellow Who Wants to Hire

The Fellow Who Wants to Be Hired

Thoroughly experienced and competent accountant

familiar witti tumUer business in all branches wishes position with high-class firm-has best of references lnd capable of iaking entire charge of office or accounts. Address Box A-70, care California Lumber Merchant.

WANT TO BUY YARD

Wanted to buy retail lurnber yard, 20 to $'|O,O0O. Address Box 4-66, care California Lumber Merchant.

WANTS TO BUY RETAIL YARD

\tr/anted, to buy retail yard Southern California, twentyfive to fifty thousand investment. Address Box A-65, care California Lumber Merchant.

A SOUTHWESTERN REPRESENTATIVE

The Louisiana yellow pine mill which f have served as sales manager for the past several years has recently cut out and left the field; f am now without a connection and want to get in touch with some high class operation who needs a high class representative in the Southwest.

fn executive positions for fourteen years on the Retail Yard and nine years at the mill privileges me to feel that I know lumber from the stump to the consumer and I know the Southwestern trade as well as anyone could know it. If you are selling Texas, Louisiana and the Southwest, I can increase your volume of business.

If you contemplate entering that market, I will open an office for you and introduce your products in that territory. I would like to talk it over with you and, if you are interested, will be pleased to have you address me: C. B. M., care Gulf Coast Lumberman, Second National Bank Building, Houston, Texas.

\VANTED POSITION AS YARD MANAGER OR SALESMAN

Experienced lumberman would like position as manager of retail yard or salesman representing mill or wholesale concern in California. Have had several years' experience in the retail lumber business and well acquainted with the Valley trade. Would like to tie up with some good reliable concern where there is chance for advancement. 30 years of age and can give excellent references. Address Box 4-63. care California Lumber Merchant.

WANT TO BUY LUMBER YARD

for cash. Must be in good location. Information will be held strictly confidential. Hayward Lumber & Investment Co. P. O. Box 155, Los Angeles.

BUSINESS FOR SALE

A fast growing established yard close to Oakland. Showing good returns on investment. Low rent and no bonus. Very good reason for selling. Address Box 4-64, care California Lumber Merchant.

FOR SALE

Three Hercules two-wheel lumber trailers, good condition. One at $150.00 and two at $120.00. Sun Lumber Co., Beverly. Hills, Cal.

SALESMAN WANTED

For Los Angeles industrial territory. Call on furniture manufacturers, etc. Want man who knows territory and this kind of .trade. Own car, will pay salary and allowance for machine. Address Box F-63, care California Lumber Merchant.

WeIl known planing mill ruperintendent and factory nnnager open for porition about September 15th. Pordbly E(xrner. Any rize plant up to a preferable crew of forty. Pereonally rupervbe production and e*imating. Addrers Box A-61, care California Lumber Merchant.

INDUSTRIAL PROPERTIES

PAUL BUNYAN'S SERVICE

"Give the customer what he wants. cut the way he wants it." That is the policy at Westwood. Year round operation in all departments not only assures a large and well assorted stock, but enables us to get our special orders promptly.

-l The exceptional quality of California White Pine and Sugar Pine for which our forests tributary to'Westwood are noted, is enhanced by careful manufacture. In the Saw Mill, with a capacity of 250 million feet annually, in the Sash and Door Factory, Box Factory, Moulding and Siding Factories the same policy is maintained.

ExtraWide and Thick Pattern Stock, Box Shook, Sash Cuttings and Special Stocks, -$7hats\,'s1 your requirement you can get it at Westwood or we can make it to order for you.

Now we add for your service the Veneer Factory, largest and most modern of its kind, with a capacity of 100,000 square feet, three-ply, daily. Every step of manufacture the best practise developed by the industry with mechanical equipment specially designed and built.

Odorless dairy containers, fruit boxes, furniture backs, drawer bottoms, table and counter tops, signs, partitions, show window trims, door panels, paneled interiors-there is no end to the use of PAUL BUNYAN'S California Pine Veneers.

LUMBER DEALERS are building new business with PAUL BUNYAN'S VENEERS. MANUFACTURERS are discovering new econcmies in this soft pine quality that will not check, that easily sands to a smooth finish and that develops such beautiful surfaces.

MIXED CARS from Westwood offer unequalled advantages in variety of stock, short haul and favorable rates East.

"Producers of White Pine for Over HaIf a Century"

Trrdc Mrrlr

Rcjirtemd

A Req,l .Selling ldea,

There are lots of shabby frame houses in your town. Rebeautify them-give them new value-by puttin$ Creo-Dipt Stained Shingles right over the old clapboards. Many lumbermen have doubled their business on these fine cedar shingles by selling this idea to owners of old houses. It's a new source of trade-and a mighty profitable one. Send for our free booklet, " Giving the Old House a New Lease on Life."

COMPANY, Inc.