A Man Who Knows About Building

Two men were lunching together, ud one of t'hem was telling about some building improvements hewar then making on a piece of property he owned.

"Who did you buy your lumber ftonn?" asked the other.

"From the Jim Smith Lumber Company," replied the first.

"Did you get bide on your lumber bill?" asked the other.

ttNortt replied the first, ttand I never do, some way or another. Whenever I have building to do I just natrrrally go straight to Jim Smith, because that guy knows more about lumber and about building ttran ady other man I know of, and I go there and get the benefit of that knowledge and advice."

There ir a big thought there.

And there are many Jim Smith's in the lumber burinees.

Not ar rnany as there rhould be, but the number is growing dl the time, ar more and more dealers realize what a great help they can be to their trade if they"knowtheir grocerie&" and if the trade knows they know it.

The mail order man never getr a single order in a town where ttere is a Jim Smith sort of a lumber merchant.

He is a sort of lumber Eust within himself. He seerns to be able to tell you so quickly and readily just what sort of stuff you should use for this purpose and for that; how you can use a certain item that corts just half what the item ordinarily bought for that purpose costs; just how to do this, and how to dothat; what grade to ure here, and what to use t{rere; that you realize two things inrtinctively all the time you are trading with hinr, namely, that this man ir your friend and will treat you white; and that he KNOWS ALL ABOUT HIS OWN BUSINESS WHILE YOU KNOW NOTHING.

And TH.A,T sort of dealer doesn't worry much about competition, and he usually makes money even in districtr where Jesre Jarnes would be ttrreatened with stanration.