THE CALIFOR}*IIA LUMBERMERCHANT

JackDionne,prblklw

lncorporctcd uader thc lowr ol Cqliloraic l. C. Dloue, Pros, cnd lrecr.; l. E. Mqrtin, Vice-Prer.; W. T. Elacl, Secretcry Publlrhcd tbe lst qrd l5tl ol ccch noath ql 318-19-0 Coutral Buildirg, 108 Weat Sixtb Sr.cr, Loc Alqelcr, Ccl., Tclcphoac VAaditrc {565 Eatcrcd cr Secoad-clcrs nqtter Septenbet 23, lW} at th. Post-OlEc. dt Lot Angeler, Cclilonic, -uder Ad of Mcrch 3, 1879

Subscripiion Price, $2.00 per yecr Single Copies,25 ceuts each.

LOS ANGELES,

CAL, OCTOBER I. I94I

How Lumber Looks

M. ADAMS Circulatiol M6ag.t

Advertising Rcter on Application

The National Lumber Manufacturers Association re- The total of 17,28 permits issued in August compared ported that lumber production for the week ended Sept. 20 favorably with the 16,912 reported in August, 1940, acstood at LZl per cent of the average of the corresponding cording to the Western Monthly-Building Survey comweeks of 1935 to 1939, rvhile shipments were at 130 per cent. piled by H. R. Baker & Co., of San Francisco.

Production totaled 281,860,000 feet which was 4 per cent Los Angeles was the leading city, r,vith permits totaling less than the previous week and 7 per cent greater than $7,974,951, showing a decrease from the $8,L27,414 reported the corresponding week a year ago. in July 1941, but a definite increase over the August 1940

Shipments aggregated D4p44,ffi0 feet, which was 4 per figure of $6,805,613. Seattle was in second place, with percent greater than the previous week and 2 per cent less mits of $3,788,000 against $2,417,885 in July 1941. and $1,than the similar week last year. Orders booked were for 003,995 in August 194O. 273,L54,W feet, which was 9 per cent greater than the San Francisco trr'as in third place, with permits totaling previous week and 10 per cent less than the same week of $3,132,697 against $3,571,371 irrJuly 1941 and $1,599,301 in last year' August 1940. The San Diego figure of $2,079,3ffi repre-

The Western Pine A."o"i"Io' for the u,eek ended Sep- sented an increase over both July, 1941, rn'hen $1'362,436 tember 20, 98 mills reporting, gave orders as 91,5g2,000 was reported, and the August 1940 total of $1,877,506. feet, shipments 96,571,000 feet, and production 99,76,a00 Other cities reporting in excess of a million dollars were feet. oiders on hand at the end of the week totaled 375,- Denver, colorado; Long Beach; Portland, Oregon; and l4g.@O feet. Oakland.

The Southern Pine Association for the .rveek ended September 20, 126 mills reporting, gave orders as 44,339,000 feet, shipments 38,374,000 feet, and production 33,3O9,000 feet. Orders on hand at the end of the .rveek totaled 145.685,00O feet.

Building permits released by 96 pacific Coast cities in August totaled $36,330,700, a decrease of. 4.6 per cent from the $38,083,625 reported for July, 1941, but an increase of 15.1 per cent over August, 1940, when permits totaled $31,552.509.

Eugene, Ore., Sept. 25.-A strike of about 3500 lumber and sawmill workers in the Willamette Valley .i'r'ill occur within the next 10 days unless mill operators agree to a wage scale of 75 cents an hour and a lveek's vacation rvith pay, according to a staternent made here yesterdav by W. O. Kelsay, president of the Willamette Valle,v district council, Lumber and Sarvmill Workers (AFL).

Mr Kelsay said ballots of a recent strike vote n<xv being counted showed a ratio <lf about 4 to I in favor of a 'ivalkout.

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Weglera

A London magazine that asked its readers for their definitions of home, got the following reply:

HOME-A world of strife shut out; a world of love shut in.

A place where the small are great, and the great are small.

The father's kingdom, the mother's world, and the children's paradise.

The place where we grumble the most and are treated the best.

The center of our affection, around which our heart's best wishes twine.

The place where our stomachs get three square meals a day, and our hearts a thousand. ***

George Edinger, noted British journalist, in describing the difference between a dictatorship and democracy, mentions this one: "Dictatorship maintains production must be regulated as much as possible for the common good. Democracy says it should be regulated as little as possible so as not to destroy initiative and enterprise."

A good man regards wealth as an instrumentality, as an opportunity, and endeavors to benefit his fellows, not by making them recipients of his charity, but by helping them to help themselves.

Saw a cartoon the other day that stopped me cold. It showed two women in one of those self-serving grocery stores. Each was pushing one of those carts they furnish in those places, and both carts were heaped high with eatables. One of the women said to the other: .,The trouble about this place is that f always oversell myself.', Get the idea? For decades we've been preaching the art and value of personal salesmanship in this country, in every line of business. But doesn't the thought behind this cartoon knock personal salesmanship-at least in some lines -clear out the window? {<**

The woman spoke the trufh. The glibbest, cleverest salesman or saleslady that ever stood back of a grocery store counter could never sell the average shopper the quantity of stuff that he or she will buv when turned loose among the well-laden shelves and left to their own devices. Never ! And the same is true in these new and attractive cafeterias where folks go to eat meals. The average person puts more food on that tray than any waiter on earth could possibly sell him. Nine out of ten cafeteria eaters oversell themselves as they shove that tray along in front of that array of tempting viands. Isn't that true?

We used to think that the cafeteria style of helping yourself to the food was for the purpose of saving in the cost of service. But the fact is that the method actually sells a lot more food than the highest priced waiters could possibly sell to those same people. Just what this indisputable fact does to the time-honored theory that there is no replacement or substitute for intelligent personal salesmanship, furnishes a swell subject for debate, \Me recommend it to salesmanship clubs as a toothy morsel that might well develop some magnificent opportunities for selling debates. It does appear definitely that these self-selling stores and restaurants furnish a terrific indictment against personal selling.

Wonder if that theory would apply with equal truth and value to the sale of building materials? Do you, Mr. Lumber Dealer, suppose your trade would buy larger quantities of your goods if you exposed them, marked them, arranged them attractively, and then invited the public to come and help themselves? Probably not, for the large and adequate reason that your building materials cannot fully and properly tell the story of their particular values and services in such unfinished stage and condition, while ready-to-eat food speaks with an eloquence and persuasiveness that Demosthenes in his palmiest days.could not have hoped to equal. Nevertheless and notwithstanding, the fact that in some lines of distribution people will actually buy more goods when left absolutely without any selling service or suggestions of a personal character, makes the strong believer in the personal selling equation scratch his head and start talking to himself.

Shakespeare incompar"lr"**l"rks that-..There is a tide in tbe affairs of men, which taken at the flood leads on to fortune, etc.-" and goes on to prove that much human success consists of the ability to seize opportunity when it presents itself, and not wait too long and take a chance on missing the boat. "Opportunity knocks but once," is another famous adage on that same subject. My friend of a lifetime, Harry T. Kendall of Weyerhaeuser, put it in just as practical and much more usable terms the other day in the midst of a conservation on the subject of grasping opportunity. fle said-"The time to take pie is when the pie is on the table." Another friend used to tell about the little boy at the party, who took two doughnuts the first time the doughnut plate was passed. Someone said to him"It's bad manners to take two doughnuts at once." And the boy answered: "I figure that the time to take doughnuts is when they're passing the doughnuts."

How often you hear ":-: .;"*ing person say-"This is the day of the young man," and seems to think that that fact marks a change in human affairs. Not at all. This world has always belonged to the young. Shakespeare wrote his immortal "Hamlet" at the age of 33; Jefferson wrote the Declaration of Independence at 32; at the age of 31, Webster was holding his own with those titans of thought and spoken word, Clay and Calhoun; at 30 years of age Lord Clive had conquered India; at 36 Lord Byron had won fame and fortune and was already dead; at 33 Alexander had conquered the world, and sighed for more worlds to conquer I at 33 Jesus had accomplished His mission, and had been crucified. Yes, this IS the young man's world.

And it always was. And it always will be. Just think' we have decided in this country in the past few months that a man past 28 is too old to be a first class soldier. What does that make us old fellows, do you suppose?

The average person owns a dog or cat, goes into a restauant, eats a steak dinner, and wishes there was some way to get that steak bone and other remnants home to his pet. You sometimes see most respectable people actually smuggling such remnants out of the cafe in purse or pocket. Harry's Cafe, in Minneapolis, Minnesota, (one of the very best eating places in that city of appreciative eaters) has solved that problem, thus catering to the pet-owning class of customers, and making many a good friend by so doing. Harry makes a specialty of furnishing his customers who express a desire for them, their steak remnants neatly, protectively, and even attractively packed in a stout paper sack which he has especially provided for that particular purpose. The waiter brings the customer the meat remnants in this neatly wrapped package, on the side of which is printed in big type-"A PRESENT FOR YOUR DOG." Ilarry's customers are well acquainted with this friendly service, and after every meal you will see fashionably dressed people walking proudly out of Harry's Cafe with such packages openly displayed. And has it made friends for that eating place !