The California Lumber Merchant - November 1922

In all this world

HOI\4E-With its cheery atmosphere, unity of thoughts and love-where we house our most beloved-entertain our friends and where life's sweetest hours are spent, is a posses-sion sought after, and sacrificed for by those who realize the importanc. of Ho-. Ownership.

Timely pleasures and extravagant ideas, however, are keeping many families from beg"Ti"g p_r9ud possessors of homes, and the rea€on lies principally at YOUR door-Mr. Building Material lv[g1shsn1-you have, and are, allowing inferioi businesses to grow and prosper through creative advertising, and efiicient salesmanship; businesses that have no right to attract dollars from you, were you playing the game of modern merchandising as they are.

_ If your business was equipped with a plan service, and you were using it; if you were advertising, soliciting and making your office refect home building ideas, b-acked -*ith th. slogan -that _everyone in your city is a prospect for some of the material you sell, you soon would 6nd that this represents modern merchandising.

Power of suggestion is an all important part of modern merchandising. This is forcibly bro-ught to_your attention when you see friends and neighbors driving u shiny, new automobile and living in a rented house. This one example in itself is evidence oi creative advertising and salesmanship, and there are many others equally as notable.

Now, if you have already equipped your business with our Service, work it overtime and make it_represent the best investment you have ever made. If we are not representing you let us tell you all gbo-ut our plan. Over 400 California Lumber Merchants will tell you it-is the most important department of their business, and we will appreciate the opportunity of serving you too.

-, there's no other place so dear to you and rne as _tlrat spot we call"homc

Money Doesn't Gome In Bags

Nor Does It Grow On Trees-Yet Mang Wags Of Making Moneg Are Open to the Lumberman

"Money Saved Is Money Earned," is an axiom as old as our civilization, and while it first was taught as a sort of moral principle it has a sound economic value as well.

The retail lumber merchant necessarily must look to every avenue open to him for saving money-his credits, his sales, his collections, his costs of doing business, his purchasesAnd right there let him stop and consider-his purchases. If his goods are not bought right his watchfulness in other directions will be of little avail. You are sure to BUY RIGHT if you buy from firms who advertise their goods.

THE CALIFOR}IIA LUMBERMERCHANT

Mgr. San Francirco Ofile

How Lumber Looks

' Car upply<r lack of car rupply-continuec the dorninating elemcnt in the California lunber markeL

Paradoxical ar it rnay reem, the car rituation ir controlling thc cargo rnarkel to a great extent, ar well ar the rail mar. Let. The railroadr rerwing the big terminalr at San Pedro end Witnington have been rhort of can for the last montrh and conrequently the imrnenre territory that getr itr lumber through thore portr har been ehort of lumber.

The effect on t'he rnarket har been peculiar. When dealen bcgan to realize that they would have a hard time getting dcliverier they rtopped buying. They knew that millionr ot feet were piled up at the dockc and that a! roon as thit etock could be moved they could get rome of it. So they withhctd thch orderr until there war aome rearonable prorpcct of getting deliveriec. The market ragged.

Mcanwhile Northern California war getting ju* enough rail rhiprnentr to keep dealerr fnom paying a prernium on dclivericr.

ln the lart 1O dayr or hpo weekr the car situation at the tcrraindr har been a whole lot earier and latent burineg hae rcvived. The market has rtrenglhened, in rome particulan et lcart.

Both clear and cornmon grader of fir have stiffened ell along the line--not advanced in price exactly, but taken on a rnuch firrner tone. Flooring, both in vertical and f,at grrin rtock, har rhown particular strenglh. It ir probable that upper grader have exhibited more activity in the lart hro Yreckr than tommonr

Dry rhingler have failed ro profit from the forward novcncnt, but they reem to be holding their own. Pricel on grsen rhinglee are firmer now than a month ago rrhen thc bic rlunp came. The prorpective demand for rhinglel it good, in ottcr partr of the countty as well ar in Califonria, ind tbcne ir no rearon why they ehould further decline.

Another lounce of prerent rtrength ir the prorpective advance in charter rater. Steamrhip liner have been threatening for romc timc to advance the rate to Soutthern portr a doller and rome cautiour buyerr are playing to get delivenier bCorc any advance goer into effect. The prerent rate to Southcm California from all northern portr ir $7.

Evcqr indhation pointr to continued building activity

throughout California and Arizona thir winter, but the rnillr are certain to have enough lumber to rupply tte expected demand.

The fir millr now are cutting from 20TOOOTOOO to 3Or(XX)rOOO feet a week in exceu of their orden, with Southem pine about the rame, but theee figurer arle not a true red€ction of the rituation. Millr that are unable to get orrs ane not taking on any new burinecr. At the eame time thcAr are continuing to nn, and will continue to nrn, and pile up stock, ro long ar they have room to pile it. A few milb in Oregon and Warhington already have cloted for leck of pilinc space.

But the exce$ of production over new busine$ ir con fined largely to the millr that rhip by rail to the Ea^rtern trade. The cargo milh have a pretty well balanced run of orders with production, ar, obviously, they are not depcndent on the railroads.

The Southern Pacific har been more fortunate then thc northern liner and har maintained a much betten averagc supply of caru. Conrequently Califonia rhipmentt have not suffcred the sam€ as Eartern rhipmentr.

Some fir clean have come into Cdifornia rccently in opco can, covered with a few layerr of boardr.

An effort now ir being made to relieve the car ritrntion in tte Northwect by bringing wheat from Montana to Portland and Puget Sound, and uring the empty can for tnovcment of lumber Eart. Thir wheat ordinarily rnovee eert from Montana and competee with lumber for car spacc. An improved car rupply might weaken the Eartern rail markct, ar the millr have plenty of lurrber.

The redwood market maintainr itr rtrengtt with a rtpady demand from dl conruming centen. Redwood rniilr ti!g' wire have ruffered from inadequate car rupply, and could sell more lumber if they were able to rhip it.

The weakert rpot in the California market right now ir lath. There reem to be plenty of lath but no one, appa!entlS needs any.

Cargo roceipts at Lor Angelec harbor for October were well over 9O,OOO,O00 feet, of which approximately 131500'OOO feet war redwood, the relt fir and other woodr fnon the Norhtwect. Receiptr at San Francieco and Bay Pointr were about 7O,OOO'OOO feet in October.

California Retailers Form State-Wide Association; C. W. Pinkerton President; Tennant Resigns

OFFICERS ELECTED BY CAIJFORNIA R,ETAIL LUMBERMEN'S ASSOCIATION

President, C. W. Pinkerton--- ----'Whittier

First Vice-President, Fred E. Conner------Sacramento

Second Yice-President, F. Dean Prescott------.-Fresno

Third Vice-President, M. A. Harris--------San Francisco Treasurer, Herman Freese------.-.--.----------San Francisco

Board of Directors-C. H. Chapman, Santa Ana; W. T. Davies, Pasadena; D. F. Fickling, I-,long Beach; A. J. Stoner, Sawtelle; C. W. Pinkerton, Whittier: Elmore King, Bakersfield; J. C. Ferger, -F resno ; F. Dean Prescott, Fresno; W. E. I:andram, Merced; Geo. I-.l. Meisner, Liodi; Chas. G. Bird, Stockton; E. T. Robie,Auburn; Fred E. Conner, Sacramento; Henry Hess, Sebastopol; George Cardiff, Santa Cruz; Milton Doane, San Jose; A.M.S. Pierce, Oakland: E. L. Blackman, Oakland; M. A. Harris, San Francisco; William C. Chatham, San Francisco; Herman Freese, San Francisco.

California retail lumbermen now have an association all their own.

For the California Retail I.,umbermen's Association was born, with most promising prospects, at the Whitcomb Hotel in San Francisco last Saturday.

It is a husky, lusty youngster already-the direct successor of the California Lumbermen's Association which was formed" a year ago. The only difference between the new organization and its pred.ecessor is that it limits its membership to retailers, while the old one took in wholesalers and rnanufacturers as rvell.

But- it pur.poses to work with, and co-operate with, the manuJacturing and wholesale interests and, reciprocaliy, it has their hearty support and good will.

The new association is state-wide in scope and already has a membership representing every important retail distributin-g -district in California. Immediately following the close of the meeting more than fffty applicatlons for m"embership, accompanied by the initial payment of dues, were receivdd at the seeretary's desk.

It was a business-Iike and impressive convention and it was an ideal San Francisco day, so everybody was happy. No long-winded speeches, no tiresome aeUates miarred^ ihe proceedings. It didn't take Fred E. Conner, the president, long to find out that practically every one in attendance was enthusiastieally in favor of a state organization of retailers,

which left adoption of a constitution and by-laws and election of officers as the only important business.

There wasn't even enough difference of opinion on any of these points to create a good., healthy argument.

The constitution is brief and concisel ft declares the object of the association, "to provide for its members such industrial services as will enable them to secure for their business its full productiveness and to assist them in obtaining and maintaining public recognition and appreciation of their position as community builders and loyal citizens. "

Provision is made against any rules or by-laws "stifling competition, limiting prod.uction, restraining trade, regulat- ing prices or pooling profits," and a further stipulation provides that "no coercive measures shall be practiced or adopted toward any retailer to induce hirn to join the association.tt

Any person, firm or corporation regularly engaged. in the retail lumber trade, carrying an assorted stock of lumber, sash, doors and other building materials, "reasonably commensurate with the demands of his community, f ' shall be eligible for membership.

An application fee of $10 is charged each member. Annual dues will be $50 for each yard having an investment of $25,000 and over, and $25 for each yard having an irivestment under $25,000. Provision is made for levying special assessments, not to exceed 2 cents per 1,000 feet sold in any one year. Retailers having more than one yard can take out memberships for one or several yards.

Management of the association is vested in a board of 21 directors, the terms of seven directors expiring each year. The president, vice-presidents and exeoutive committee are chosen from this board. The executive committee shall consist of the president and four members of the board.

Actual management of the association will be in the hands of n. secretary-manager appointed by the board, who also will fix his salary.

At the meeting of the newly elected board on Saturday the offir:e of secretary-manager was made vacant by thi rcsignatiorr of E. D. Tennant, who is anxious to return to his private business affairs in St. Louis. Mr. Tennant was ealled to San Francisco about six weeks ago to take up the work of preparing for the eonvention and, having successfully concluded the duties for which he was engaged, asked to be relieved.

The directors probably will leave the position vacant for some time until another capable man is secured. Meanwhile (Continued on page 44)

REDWOOD AND FIR

WE CARRY A LARGE WHOLESALE STOCK AT OUR OAKLAND DIS- TRIBUTING YARDS WHICH ENABLES US TO GIVE YOU PROMPT LOADING OF YARD AND SHED ITEMS IN BOTH REDWOOD AND FIR

Glorifying The Kitchen

By JACK DIONNE

The greatert change--the mort complete right-about-face-that the home building game har rndergone in the past twenty yearr, tiet in the glorification that has come to that once humble department-fflE KITCHEN.

The other day I went through a "Home beautifrilt' that war f,sing rhown the public in a very modern city. People of all rtations and clasres thronged through that modern and model home. Every room in the home war the very last word in t]pe, rgrle, layout, finirh, decoration, lighting, veutilation, and general attractiveness.

But it was NOT the living room, the library, the dining room, the bedr(x)ma, the breakfart room, nor even tfie sleeping porch that attracted the keenest attention of the entire throng of viritotn.

'

It was the KITCHEN.

And the bathroom was ttre second mort popular place to the eye and interect of the average viritor. Thur har a migh$ change taken place.

It was the glorification of THE KITCHEN that caught the eye, and held tbe attention and interect. That kitchen was built by an erpert, and decigned to give to the hourekeeper every porsible modern convenience, arranged in the bert-thought-out manner.

How difierent from the kitchen of old, which war made up principally of rtove, dnk, table and "cupboard."

Here war a kitcherr in which the location of everything war carefully thought out. The stove war partly built into the wall. There war a beautiful kitchen cabinet built into the wall. There were white china closetsr Gupboard, storage place for potr and panr. There were built-in itoning board, refrigerator iced from withoug package receiving door, rmall wash tub, broom closet, cooling cloret, in addition to a sink placed jurt right, and wonderful ar to arrangement and utility.

It war all planned and beautified to help the woman of the hour*tbe real builder and ucer of the home.

And throughout the land tbe idea of glorifying the kitchen bar crept into all modern effortr at home building. It wi[ be done to even greater ex$:n( ar time goes on.

/ Some wire man har said: "lf I were building a home for ny familn I /would build a model kitchen, two model bathroomr, and a sleeping porch, ( *d buitd the rect of the house with wbat money I had left. Solomon in dl \ir widom, didn't have much on thir guy.

X[t. Lumber Merchant! Walk into a kitchen like the one dercribed bere. Be prepared to rhow THAT to the women of your town, either in picture or in redity, and you will no longer ray it it hard to "Create a demand for lurnber." It ir eary to do when you convert the lumber and millwork into a kitchen like THIS.

,"--Iou could get rich doing notbing but relling kitchens to yotr trade, ft yoo went at it right.

they learning about modem kitchens from YOU?

-Ar.

Samples of Weyerhaeuser end-matched trade-mdrked Hemlock Flooring

'We are exclusive sales agents in California for this wonderful product. Also for Weyerhaeuser's incomparable trade'marked Fir Flooring. Let us sell you one car. The material itself will sell you the second one.

The Local Lumber Yard Quit Advertising and Editor Editorially Mourned

'We d.on't remember ever reading an editorial that appealed to us quite as much as one that came to our editorial desk the other day from a weekly newspaper in a small town not far a'wey. The local lumber yard., in a fft of expense saving, stopped its ad.vertisement in the paper, whereat the following editorial appeared. (name and place omitted) :

"Probably since the first issue of the old Times some 18 years ago, that paper and later its successor, the Enterprise, has carried. an ad.vertisement of the (-) Irumber Company. '[his week it does not appear, and has been suspended indeffnitely. The (-) I-rumber Company has become a household word in every family in this section of the country and has furnished lunber and materials for a good many of the homes and business places. The stringency in money matters has caused the manager to hedge, and one of the cuts struck this newspaper. Since it is recognizecl that a good newspaper is one of the assets to any town and the life of any town of any consequence, the editor cannot see why it should be the first to be crippled when exepenss are to be cut, but at that Mr. (-) has as much right to his opinion as does the 'Editor, and he evidently saw that the cut had to be made, and. since he has managed his business wisely and in satisfactory ulanner to those interested therein it is be-

SUPERI||R BRAI{II

OAK FLOORING

Is made from oak of fine texture and color, cut to correct thickness while green, thoroughly seasoned, skillfully kiln-dried, and properly cooled.

IT STAYS PUT

Because it is made from resawn lurnber. Both sides have the same moisture contenL

lieved by the editor that he has some grounds for his action in this matter, and that after all it may be that the people are wrong in believing that a good newspaper is necessary to the welfare of a town.' The Enterprise will.eontinue to appear eaeh week, but it will depend entirely upon the support of its home people as to whether it will be an asset or a detriment to the town, for as the Editor sees it, a newspeper which is poverty-stricken and in a class which can hardly be called a newspaper without stretching the real meaning of the word and. the truth, is not an asset to any town, siace it is coucedecl that a towq is juclged by the newspaper representing it. "

(AII we've got to say about it is that if WE were that retail hmberman, we would sure put that ad back in the paper, pronto.)

Paraffine Co. Has Fine Display at Exposition

One of the most interesting exhibits at the recent California Industries Exposition at the Exposition Auditorium in San Francisco was The Parafrine Companies, Inc., exhibit of Pabco Products.

In addition to a fine display of their products, well arranged printed placards gave the visitors much information regarding this large organization. Among the high points mentioned were that The Parafrine Companies, Inc. is a $12,000,000 corporation operating 15 plants on the Pacific (,loast. and owned by 1,280 Western stock and bond holders, of which 798 are Californians.

The company employs 2,000 people with an annual payroll of $2,000,000, and an annual output of $20,000,000. The company plants are located at San Francisco, Oakland, Emeryville, Antioch, Los Angeles, San Diego and Port Angeles and Sumner, 'Wash., and every process from the gathering of raw material and manufacture to the final designing is handled in their own plants

At the display the trade-mark Rooster was very much in evidence advising, "WHEN YOU SEE A ROOSTERTHINK OF PABCO PAINTS-VAR,NISHES-ENAMEI]S. THE BEST PAINT FOR, EVERY USE. ASK YOUR, PAINT MAN, HE KNOWS."

CUTTER, DtrLL & LUMBEB COMPANY OPEN RETAIL YABD AT SACBAMENTO

A new retail lumber enterprise has been opened. at Sacramento by the Cutter Mill & Lumber Company, which coneern for a short time has operated a planing mill in the capital city under the name of the Cutter Mill & Supply Company.

The new yard will be at the old location of the Homestead. Lumber Yard., lrhich until recently was operated by the Sunset Lumber Company. C. A. Minard will be the yard manager.

Phone 824912

During the eomparatively brief career of the Cutter plan- ing mill in Sacramento the business has grown and prospered until now they are employing about 45 men. E. A. Garlick is the superintendent.

.Charles H, Cutter is general manager of the company.

Red Cedar Shingles, Stained any Color, Is Attractive Trade Feature

Red cedar shingles stained any color you want them soou will be available to the trade, as one of the biggest mills producing shingles in the Northwest is preparing to install the necessary machinery to do the staining, and it is probable that others will follow suit.

The Rite Qrader, the breezy "house organ" published by the Rite Grade Shingle Association in Seattle, says that one of the larger shingle stain manufacturers, located in the Middle West, has very recently been ln the Northwest with a view of establishing staining plants at a number of shingle mills. One plant is now in process of construction, and if entirely successful others will be built. The equipment is not experimental, several plants of this type being now in operation, but it is desirable to test it und.er conditions at the mlll to determine wh6ther any alterations will bg necessary. The pldnt has a capacity of 100 M per day, requiring one man for operation.

Under the present plan no charge is made to the mill for installing the plant, this cost being assumed by the stain manufacturers. The mill contracts to purehase stain from the stain manufacturer at a fixed and reasonable price, a certain amount of this price to be used exclusively for acivertising stained shingles.

For the present all stain will be shipped from the Micldle West, but with the establishment of sufficient staining plants on the Pacific Coast, it is planned to erect a factory for local manufacture of the stain.

ft is planned to give-no exclusive privileges and to allow all mills to contract on the same basis. Plants will probably be eonstructed at some of the British Columbia mills as'well as in the United States.

The advertising fee will be included in the cost of the stain and will be used exclusively to advertise stained shing_les. Should a number of mills contract for staining plants tlre advertising should be of sufficient volume to materially aid the shingle industry.

The stain to be used is a high-class, creosote-base product which has been sold in large quantity for years. In addition to the regular ingredients it may be found feasible to add a substance which will render the shinsles fire-resistant.

In the process the shingles are stained in the bundle as they come from the kiln. The amount of stain absorbed ad.ds sixteen pounds per M to the weight of shingles.

A .number of shingle manufacturerp are now interested, and it seems probable that the stained shingle business may very soon assume fairly large proportions in the Pacific Coast region.

This is one of the smartest merchandising efiorts ever attempted by the shingle folks and THE CALIFORNIA LUMBER MERCHANT congratulates them. It ought to prove a winner from the start.

CEORGE WALTER, TO LEAVE IIART.WOOD TO STABT NEW WEOLESALE BUSINESS IN L. A.

Effective early in November, George H. Walker, manager for the Hart-'Wood Lumber Company in Los Angeles, will resign his position to engage in the wholesale lumber business at the head of his own company.

Mr. 'Walker is one of the veterans in the Hart-Wood organization. He began as a tallyman in the San tr'rancisco yards nearly 20 years ago. By means of his natural energy and ability. aided by strict attention to duty, he advanced. rapidl;' and in 1908 was given charge of the Los Angeles offir:e. I:[e has a wide acquainf,ance among lumbermen in the entire state and his many friends wish him aII kincls of su ceess.

T. B. Lawrence of the San Francisco office rrgill succeed him.

BETTINGEN TO OPEN AT MONTEREY PAR,K

Prelimir_rary plans have been made by the W. J. Bettingen Lr_umber Company of Pasadena to open another ;'ard at Monterey Park, thus adding to the growing list oi enterprising yards the eompany already lias established in Los Angeles county. An attractive ofriee and salesroom will be built and provision made for carrying a substantial stock of lumber and building material.

_

ITOST RETAILERS

Have educated their trade as to the REDWOOD SHORT situation so that they are using more shorts than ever before. Have youl

We have a DEPENDABLE SUPPLY, airdry and assorted as to widths and lengths.

Let us work with YOU in talcing care of YOUR trade.

Southern Californians Meet in L. A. Nov. 18

Official notiee has gone out from the ofrice of F. L. Morgan, the secretary-treasurer, for the annual convention and. banquet of the Southern California Retail Lumber Dealers' Association in l-.ios Angeles on Saturday, November 18.

The meeting will open at 10 o'clock in the morning in the assembly room of the Alexandria Hotel. A brief business program will precede the speaking which will start at 11 o'clock. A number of prominent and well-informed speakers will have places on the program.

Another business bession will be helcl in the afternoon, beginning at 2 o'clock and continuing until 5:30.

The banquet will start immediately following the business meeting. As is the usual custom, the women folks rvill be honored guests at the banquet. Some after-dinner speaking will round out the evening.

All lumbermen are invited to attend, whether members of the association of not. Mr. Morgan now is distributing banquet tickets from his ofiice, 614 Central Building.

succEss

Know the Success family.

The father of Success is Work.

The mother of Success is Ambition.

The oldest son is Common Sense.

Some of the other boys are Perseverance, Ilonesty, Thoroughness, Foresight, Enthusiasm and Co-operation.

The oldest daughter is Character.

Some of her sisters are Cheerfulness, I:oyalty, Courtesy, Care, Economy, Sincerity and Harmony.

The baby is Opportunity.

Get well acquainted with the "old man" and you will be able to get along pretty well with the rest of the family.

LITTLE R,IVER, REDWOOD OTFICES MOVED

The l-.little River Redwood Company has moved its general offices from the Santa Marina Building, San Franeisco, to the Balfour Building, 351 California street. The ofrices of the Little River Steamship Company, a subsidiary of the lumber company, also have been moved to the new location.

Eagle Brand Yellow Flr Uppers-Commons

Air-Dty Metropolltan

Redwood Products

Tacoma Sanded Finish

OREGON LUMBER AGENCY

F. A. CASTETTER, Pres. and Gen. lWsn Los Angeles, Cal.

1725 Central Bldg. Phone 67985

We offer a complete line frorn some of the best mills on the coast and can Guarantee Prompt Shipment.

IIABDWOOD FLOOR, MEN IIAVE FROLIC

Members of the Hardwood F'looring Association of Los Angeles got together at the Alexandria'Hotel a few nights ago for one of their occasional dinners and entertainments. The dinner was good, but the entertainment was even better. The sport centered. about the person of one "Alibi Oak" lvho was ushered. into the room with solemn ceremony anrl who laid bare some of the most sacred secrets of the hardwood fellows, much to the embarrassment of certpin individ.uals but to the keen tlelight of the others. Financial

success means writing more deposit slips than you do checks.

StocklDoors fo, Fine Homes

More and more, builders of the better class of homes are finding stock lront doors thoroughly zuited to their requirements. Even exacting architects can readily be persuaded to t}e advantage of stock patterns, provided your assoroment afrords a good selection lrom which to choose.

include stiles and rails of all White Pine with beautilul slash grain fir panels-a combination assuring lowest cost in installationrwith greatest beauty in the finished product

Truth, Faith, Honesty in Salesmanship

Never ofier to waste a man's time by proposing to sell him something in which there will be no profit for him. Unless he will be the gainer by patronizing you, you had better not make the sale. "Ile who profits most serves most. " You must give before you can get. If you give worthwhile service, you will get three-foltl the returns.

'he first time you sell a man a bill of goods, you probably make little or no money on the deal. Perhaps you lose. But if you satisfy that customer you have nade a gain of his good will, a gain worth more in future transactions than a mere initial financial gain. Increase the service-rend.ering power of your employes, that of your individual departments, and each inclividual in each department, and you build an enduring business. No institution is stronger than its weakest department. We know of an instance where a messenger, the one weak point of a huge concern, failed to give proper service and cost the institution an account valued at thousands of dollars monthly. Make the institution right and the profit side of the ledger will be right.

HONESTY AND SQUARE DEAI/ING.

Co-operation spells organization and organization spells success. Salcsmanship is the power to auswer questions and to overcome objections, Good salesmanship with a future for the house it represents, me&ns co-operation between the salesman, his firm and the customer. 'We want salesmen to come into our ofrices and present a proposition

which will prove to our benefit, his own benefit ancl that of his house. The man who has his business thoroughly organized, can apply every seconcl of the day to his work.

You can develop the salesmanship qualities you have as you would. the muscles of your arm. If you have faith, ambition, reliability, truth, honesty, enthusiasm-each can be made in itself a power for you to wield. Reliability is the keystone of success. Let the customer know you are going to serve him honestly and give him a square deal at your hands. Undaunted faith is the greatest thing in salesmanship. Don't wait until night; say in the morning, "I:ord, I thank thee for the success of the day." Truthful-

ness means a guarantee of honesty-it is harrl for a man to speak the truth when he is a liar. Do you renember Christ's instructions to the Jew, "If a man eompel thee to go one mile, go two. "

Sometimes honesty in salesmanship means giving even & little more than is actually required to make a deal stick. Show me the employe who comes to work a little early, is careful not to overstay his lunch hour, and if necessary, is not afraid to stay a little while longer on the job in the evening, and I will show you an employe who has the spirit of the second. mile. Perseverance can be developed to the point where you can't give up. There are four kinds of people; those who must be told what to do, how to do it and. watched to see that the work is d.one; those who must be told what to do and overseen while they do it; those who need. instructions and can be depended upon to carry out the orders, and those who need neither instructlons nor supervision. The employes inside the ofrice mean as much in the lasting frinedship between house and customer as any other department, eyen that of sales.

After the sale has been mad.e and the goods delivered and paid for, satisfaction must be there. Your salesmen can beeome very profitable to you by so handling their trade that orders come in by mail, telephone and wire. Let anything happen to the service-rendering power of your institution and satisfaction will be disturbed, confidence will fail and the customer will be looking for another firm from which to buy his lumber. Evolution in business is like the flying express train as compared with the old stage coach-the automobile compared with the spring wagon. To keep going you have to keep growing, or sooner or later your business rvill be taken over and run by some one who can make it grow.

"Build and the neighbors are with you, Rent and you scrap all alone. You can hang your hat in a steam heated flat, But you can't sing "Home Sweet Home."

It is a practical moth deterrent, It affords convenient all-year storage for furs and woolens, It saves outside storage insurance, It allows ready accessibility,

BRIICE Ceda'line for the Man's Clothes ClosetBecause Bruce Ce da'line

It makes a handsome compartment, It has a pungent and pleasing fragrance, It is the last word in wardrobe appointment, It may be used at nominal cost.

Affords these excellent advantages, which are indeed splendid selling points for every lumberdealer. Bruce Ceda'line combinesTennessee's best aromatic Cedar withskilled manufacture, including perfect tongue, groove and end matching machine work. Here, dealers, is a real proft maker. ,tsk oar neorest representatioe,

Lawton lloring & Shinglc Company, Inc., Cincinnati Flmi Co., Cincinniti, Ohio Kilpatrich Broa.. Otlilioma Citv. Okle.

_ Philadclphia, Pa. Emcreon Hardwmd Co., PJnland, Qregon Preitridgc & Co;klin Lumbcr Co,,

E. L. Southern Company, Clcvcland,_Ohio tas. C. Noll Lunber Co.. Dcnvcr,'Coloi Wichiia, Kjnsas

Wm. C. McConncll Co., Cambrid8c, Borton, D. J. Petereon Lumbcr Co., Tolcdo, Ohio

C.

E. Mar;hau. Tulsa. Okla. Maae.

Omaha Hardw6od Lumbcr Co., Bay Bros. Lumbcr Co., St. Iouis, Mo. Addison-Rudcsal Co.. Atlaota. Ga, ' Siour Citv. Iowa

Twin City Hardwod Lumbcr Co., Minncaota

H. W. Collins &-Q9., Columbur,Ohio

Mutual Policy Holders Can Not Be Assessed

That policy-holders in the Northwestern Mutual X'ire Assoeiation of Seattle, which has entered California for the purpose of writing insurance on lumber property, are not liable for special assessments, is the subject of a special re' port recently made by the attorney-general of the state of 'Washington, copies of which report now are being circulated in California and Arizona.

It appears that false statements as to the liability of policy-holders in mutual insurance organizations recently have been issued in California and in the Northwest, but here is rvhat the attorney-general of 'Washington says:

"ft is our opinion that m,utual fire insurance companies which have complied with the proviso requiring deposit of $200,000 with the state insurance department, may issue policies, the holders of which will not be subject to liability to pay more than the amount of the premium, even though the company shoulcl thereafter become insolvent."

X'urther supporting this position is the following declaration by the representative of one of the leading stock companies at a reeent meeting in San Francisco:

"Under the laws of Washingtou, Idaho, Oregon and California the Northwestern Mutual Fire Association of Seattle, 'Washington, is entitled to issue a non-assessable policy, limiting the amount of liability of the policy-holtler to the premium paid and named in the policy. In these states then, lyhere a non-assessable policy is allowed under the state law, the stock companies and their representatives are precluded from attacking them on the point that has always been successful wherever Mutual competition has been met in the past, viz., on the contingent liability of policy-hold.ers."

PBOffiNENT SEATTLE SEINGLE III.,A,N IIERE

Cecil V. Gray, of the Gray Lumber ancl Shingle Co. of Seattle, has been in California for the last week. Mr. Gray's concern is one of the nost important distribbtors of red cedar shingles in the Northwest. IIe reports the demand. for shingles somewhat spotted with the market in certain sections of the country picking up substantially. The car shortage is a serious factor in the industry right now, he says, for both lumber and. shingles.

}IR. WEEELOCK IDIPROVINC

E. U. 'Wheelock, well-known l-ros Angeles wholesale lumberman. who was stricken with a severe illness on a recent visit to'San Francisco, now is gradually improving and ex' pects soon to be back at his desk.

Those lUooden Boats

By Adeline M. Conner

'We've been told how Isabella sold her jewels for Columbus

A''d inspired him to go sailing far and witle; 'We've heard about his caravels, his little wooden caravels,

And how they conquered every adverse tid.e.

We know the ancient story from its very quaint beginning

Till the Indians said, " Columbus, we pereeive That we are now discovered, all our tiicks and traits uncovered,A cause for some regret, we do believe. "

So fame and empty honors, eulogies and anthems, 'We dump upon Columbus, now he's dead; 'We tell the thrilling story, sing his triumph ancl his glory, And build peculiar statues o'er his head.

But this is what I'm asking when all the bands are blaring, ' 'Who built the wooden boats that brought him here t 'Who furnished all the lumber, the sturdy, first-class lumber, And saw that it was $1SlE and. clear?"

I'm willing to do honor to grit and pluck and courage, I'lt yell HURRAH!and VIVA! I'm a fan; But 'mid the dolts and sages adorning hist'ry's pages, I'd like to fine orre famous lumberman.

DOUGI,AS FIB EXPORTS IN AUGUST ABE LOWEST SINCE FIRST OF TIIE YEAB

Exports of Douglas ffr for the month of August wgre fulf 50,000,000 feet below those of the high record of _Mar_ch, this year, accord.ing to ffgures compiled by A:9l Oxholm, chief of the lumber division of the Unitecl States Department of Commerce.

The total exports for August was 35,270,000 feet in fir and 45,?68,000 feet of Southern pi!e. The March exports of fir reached a total of 87,158,000 feet. Since August, however, the volume of fir exports has increased', but the exact figures have not yet been comPiled.

Famous Sheathin$-Lath

Makes Money for Dealers REDUCES BUILDING COST. of naterial to buy. Savcr labor. ing, pcrfcctly bonded to ducco.

SOMETHING NEW Saves Money for Builders

Sheathing and lath conbincd in onc picsHnc lcel itcm Speedr bdair.g. SUBSiTANTIAL A ro[d i"b gt rhcathOUnABLE. No mctal to conodc. Prevcnb cracking.

"Producers of White Pine for over Half a Century"

OT simply in name but in hard cash, represented by over $54,000,000 returned to policyholders as the unused portion of their insurance premlums.

This is the SERVICE the policyholders of the its asso' Northwestern Mutual Fire Association and ciated companies have received.

If you would be interested in receiving some of this kind of service, write to one of our offices for particulars. Our insurance experts will do the rest.

Why Executives Grow Gray

A conm.onsense Editorial by Bmce Barton in the American Magazine

Several years ago when I hacl just been promoted to my She lives in his home, and eats, and is clothed by means first real job, I callecl on a business friend of mine. He is of money which his brain provides; but she has no interest a wise and experienced handler of men; I asked him what in his success, no care whatever except to do the minimum suggestions he could make about executive responsibility. of work.

"You are about to make the great discovery," he said. "'Within a week or two you wiII know why it is that executives grow gray and die before their time. You will have learned. the bitter truth that there are NO EI'FICIENT PEOPLE IN TH-FI WORLD."

I am still ver;r far from admitting that he was right, but I know well enough what he meant. Every man Lnows who has ever been responsible for a piece of work, or had to meet a pay-roll.

Recently another friend of mine built a house. The money 1o build it represented a difficult period of saving on the part of himself and his wife; it meant overtime wcirk and. self-denial, and extra efrort in behalf of a long-cherished dream.

One day when the work was well along, he visitecl it, and s&w & workman climbing a ladder to the roof with a little bunch of shingles in his hands.

"I-.rook herertt the foreman cried, ttcantt you carry a whole bundle of shingles ? "

The workman regard.ed. him sullenly.

"I suppose I could.," he answered, "if I wanted ts bull the job."

By "bull the job" he meant "do an honest day's work."

At ten o'clock one morning I met still another man in his rrffice in New York. He was munching a sandwich and. gulping a cup of coffee which his secretary hacl brought to him.

"I had to work late last night," he said., "and. meet a very eaily appointment this morning. My wife asked our maid to have breakfast a half hour early so that I might have a bite and still be here in time.

"'When I came down to breakfast. the maicl was still in bed.."

"The real trouble with the world today is a moral trouble," said a thoughtful man recently. "A large proportion of its people have lost all conception of what it means to render an adequate service in return for the wages they are paid."

Ile is a generous man. On abnost any sort of question his sympathies are likely to be with labor, and. so are mine. I am glad that men work shorter hours than they used to, and in certain instances I think the hours should be even shorter. I am glad they are paid higher wages, and hope they may earn still more.

But there are times when my sympathy goes out to those in whose behalf no voice is ever raised-to the executives of the world., whose hours are limitetl only by the linit of their physical and mental endurance, who carry not merely the load of their own work but the heart-breaking load of carelessness and stolid ind.ifrerence in so many folks whom they employ.

Perhaps the most successful executive in history was that centurion of the Bible.

"For I am a man under authority, having soldiers under me," he said. " A''d I say to the man go, and. he goeth; and to another, come, and he come.th; and to my servant, d.o this, and he doeth it."

Marvelous man !

The moclern executive also says "Go,'| and too often the man who should have gone will appear a day or two later and explain, ttl didn't understand. what you meatt.t' He says "Cone," and at the appointed time his telephone rings and. a voice speaks, saying: "I overslept and will be there in about three-quarters of an hour."

Sure you have to hustle for business. If the earth were always coyered with fowers, thd bees would get lazy.

We Know We Know FIR

Furnishing tfie retail lumber trade of California with their Douslas Fir (O. P.) requirements (rail shipment) is our particular specialty.

We would be delighted at all timer to give you the benefit of our market infbrmation and experiences.

Pleasing you is our specialized arnbition.

Line Yard Firm Conducts Successful Competitive Paint Sale

An event of much interest to the retail lunber folks generally because it demonstrates what may be clone with paint selling in retail lumber yard.s when properly pushed, was recently conducted by The Thompson Yard.s, Inc., of Minneapolis, Minn.

It was a special competitive paint sale in their own organization. They operate two hundred retail lumber 1'ard.s in Minnesota, Iowa, the Dakotas, and Montana. They staged a speeial paint sale for four weeks. They clividecl their yards into divisions and prizes were ofrered for the best division sale, and for the best individual yard sale.

It is worthy of more than passing remark to know that the clivision that won first prize for selling paint was one where there has been a very bad crop this year, and where building is very light in corNiequence of the hard times that follow a crop failure. Yet these yard.s outsold those where

WEEN PAINT WII,L ESTABLISE YOI'B CBEDIT

A coat of paint is as much the exterior mark of reffnement and prosperity as a new suit of clothes. It is the open sesame to the good opinion of your community.

Go about in a shabby suit, worn, frayed. and dusty, and you are apt to fincl little success in your business career and Iess in your social aspirations. Neat raiment, not necessarily eostly, so that your garments are weII kept, will secure you a hearing and insure attention.

'When you apply to your banker for a loan, his decision is likely to be greatly influenced by your personal appear&nce.

The same condition applies to your home, your house, your barn, and your outhouses. You wiII be judgecl by their cutward appearances and will be classed accordingly, either as an asset, a responsible citizen and one who meets his obligations, or a poor risk.

You pay a premium to keep your property insured. against Ioss from ffre. A coat of fresh paint is triple insurance. It will help to prevent fire, it will be a safeguard against weather, and will enhance the value of your property.

eonditions have been good. As the Thompson Sales Manager puts it, their sale "proved eonclusively that selling paint is a matter of getting out and showing customers that it is costing more NOT to paint than it is to paint.

The management is enthusiastic over the results of the special sale, for the big reason that following the closing of the sale the active efforts during the sale created a momentum that is still holding up, paint sales at all the yards 'being considerably heavier than previous to the sale. This knocks into a cocked hat the idea that such a sale would d.eplete d.emand for some time afterwards.

They solcl over 12,000 gallons of paint during the four weeks of the sale.

And what is more, the sale thoroughly convinced all doubting Thomases in the concern of the wisdom of selling paint through retail lumber yard.s.

..THE CLEANEST SPOT ON EARTE"

Fifteen years ago a well known Englishman who toured the United States was a close observer of conditions in the large cities which he visited. I[is partiug words to the newspaper men just before his ship sailed for home were: "The City of Washington is the cleanest spot on earth."

All patriotic Americans are proud of our national Capital. 'We grow enthusiastic over its beautiful buildings, its monuments, homes, and the general cleanliness which prevails all the time in almost every section of that city.

But today there are thousands of cities and town in America which are just as clean and sanitary as the City of 'Washington. They have been made so by the aggressive Clean Up and Paint Up campaigns which have become a regular annual feature of their civio life, as they are in 'Washington.

The best way to sell lumber is in the ehape of a home, a barn, a garage, or some other building thing.

Paint Supply For Lumber Dealers

LUMBER YARDS anticipating the rale of PAINT, not as a sideline, but ac a leading building materialn should firrt consider a line of paint that is made BY the contracting painter.and contracting builder, and FOR the contracting painter and builder.

Our materialr arc nade for tbe contractor who T H E knowr what rnatcrialr will do to agirt in ro paintins the lurnber ar to inprovc itr acceptability.

WE HAVE A pAtNT pROpOSIT1ON FOR L1TMBER 908 S. Main St. YARDS. Witt bc plcarcd to rubnit it on rcqucrl

Hospitality Big Asset Says Babson

"Eospitality," says Roger W. Babson, "is the greatest money-maker that we know of today-the greatest factor in production, distribution and eonsumption. "

Good. salesmanship means being hospitable with people, he contends-nef, that you should go out and spend. your money in entertainments and dinners for your customers, but that you should. be pleasant, cheerful, friendly, honest, truthful, sincere, loving, in other words-hospitable.

"When it eomes to the distribution of goods and various forns of merchandising, hospitality is indispensible. The whole structure of salesmanship is interwoven with the word hospitality. None of us buy our goods in the cheapest market. We buy our goods of people whom we like and these people are the hospitable ones. Mind you, I don't refer to blufr or flattery or any of these imitations of hospitality. By hospitality I mean a genuine love of the other fellow and. a desire to do by the other fellow as we would like the other fellow to do by us. The greatest mine of und.eveloped resources in America today is to be found in the word. hospi- tality.

"Every one today is tired, hurried and troubled with cares. The one thing for which we all hunger is hospitality. We naturally gravitate to the place where we can get it. The manufacturers, merchants, hotels and restaurants whieh are dispensing hospitality are getting the business.

"If we know the world is ruled by feelings rather than by figures, cannot we teach it to others ? I believe that we can and that if we ourselves were convinced as to the value of hospitality and its intimate relation to financial suecess. we could interest our employes in the idea. Nothing today would do so much to bring about better conditions than a

resolve on the part of every one to be hospitable and try to make all with whom we come in contact feel happy. I repeat: effieiency and happiness are largely synonymous!"

Therets No Short Cut to Riches Says Munsey

Replying to eharges that he had accumulated great wealth out of gambling in Wall street and war seeurities, Frank A. Munseyy nervspaper and magazine publisher, d.eclared:

"The fortune I have, such as it is, has come primarily from two sources: The $40 capital I brought with me from Maine to New York 40 years ago and the CAPACITY GOD GAVE ME FOR WORK. There has been no mystery, no legerdemain, no short cuts to fortune building with me. It has been d.one by fairly sound. reasoning, the courage to put ny conclusions to the test, and by paying the price in work.

"I am a thorough believer in work. I love work and I wish all Americans loved. work as I love it. Generally speaking, there is no sueh thing as getting something for nothing. We must pay the price in thought, in care, in watchfulness, in work-intense, everlasting work. "

ite Bros. are Keen Hardwood Advertisers

"Finish your home in Hardwood" might well be applietl as the subject of a construetive eampaign of advertising now heing conducted by White Brothers, well known hardwood distributors of San Franeisco.

The advertising, which is designated to reach the trad.e as well as the consumer, points out that hardwood is not a Iuxury, but that it is a real asset in any exeepting the lowest priced homes.

Here is a specimen of an appeal recently sent out to the trade:

Unstintingly, Time, Brains, Millions, have been spent to develop the heritage of worth, quality and standardization found in Pioneer Products.

An ever growing patronage of eatig' fied customers has iustified the steadfast faith of the men who believed'in and have wrought the Super Quality merchandise of the Pioneer Paper Company.

Many house builders think hard.wood., aside from flooring, is an expensive luxury which they cannot afford. You know this is not the case. You know what the figures on interior finish show. A mahogany, oak, gum or koa inside ffnish will cost about two hundred dollars per room more than Oregon pine. This is a little amount of money eompared to the enhanced value of the house. It is no more than the cost of a couple of pieces of good furniture. If architects, lumber dealers and miII owners will tell their clients and customers these simple facts, more hard.wood will be used, more elegance and refinement will be introdueed into our homes, and. better satisfaction will be given the owner of the house.

Few owners will hesitate about using some hardwood finish in addition to the flooring when they know the small extra outlay. Only those building the cheapest of houses will balk at any additional .two hundred dollars for an aristocratic mahogany inside finish, when'they know that is all one room will cost them extra.

This suggestion of a room or two in hardwootl will be a,ppreciated by your client or customer. You will be cloing him a favor, and frequently the ofrering of a little er?ra, such as a hardwood hall or living room, wjII land you the job imned.iately.

Douglas Fir

Northern White Pine

Idaho White Pine

Western Soft Pine

White Fir

Pocific Coost Hemlock

WashingtonRed Cedar

Red Fir andLarch

Norwag Pine

Cedat PolesandPiling

Weyerhaeuser Sales Company

DISTRIBUTORS

Weyerhaeuser Forest Products

General Offices, Old National Bank Building

SPOKANE, WASHINGTON

General Manager ------L. S. Care, Spokane, Wash. Arst. General Manager --------------- -I. N. Tate, Spokane, Warh.

BRANCH OFFICES

New York, N. Y.---- ---Room 1908, 220 Broadway

Baltimore, Md. ---.----------------------912 Lexington Bldg.

Chicago, Illinois --------1052 Cont. & Com'l Nat'l Bank Bldg.

St. Paul, Minnesota-- --802 Merchants Nat'l Bank Bldg.

Minneapolis, Minnesota 740 Lumber Exchange

Denver, Colorado ----406 Chamber of Commerce

Selling Representatives for

Cloquet Lumber Co.---------------------..Cloquet, Minn.

Johnson-Wentworth Co...--.--------..---Cloquet, Minn.

Northern Lumber Co.----------------.-----Cloquet, Minn.

Snoqualmie Falle Lumber Co.-------.--Snoqualmie Falls, Wagh.

Boiae Payette Lumbcr Co.----------------Boiec, Idaho

Bonners Ferry Lumber Co.----.---------Bonncrs Ferry, Idaho

Humbird Lumber Company--..---.--.-Sandpoint, ldaho Potlach Lumber Company....--.--------.Potlach, Idaho Edward Rutlcdce Timter-Co..-..-------Coeur d'Alene, Idaho Weyerhaeusct Ji-b"r Co,-----.--.-----Everett, Warh' Vicioria Lumber & Mfg. Co., Ltd.----Chemainus, B. C. Weycrhaeuecr Timber Co, (Baltimore Br'ch), Baltimorc, Md'

District Sales Managers

R. W. Hunt- -.--------------Everett, Washington

R. E. Erwin- ------..----.---Boiee, Idaho

S. P. Johna, Jr..-.--------.---.------.-----.---.-snoqualmic Falls, Wash.

P. M. Lachmund------.-----------------------Potlach, Idaho

J. Philip Weyerhaeuser-------..---...---.-Coeur d'Alene, ldaho

A. D. Remingtor-----.---.--------.--------.-.Sandpoint, Idaho

D. M. Palmerl -----..---.--.Bonttrs Ferry, Idaho

C. J. Mulrooney--------------------------.-----Baltimore, Maryland

District Traveling Representatives

Lawrcnc3, Don,, Dirtrict Manager, fO24 OId Nat'l Bank Bldg, - irosart, H. M., 116 Trowbridge Ave., Grand Rapidr, Mich.

JlrcKane, waan.

Keize-1, R. G., Dirtrict Manager, tO52 Cont. & Con'l Nat'l BanL

Markham, Rbt', 1052 Cont' & Com'l Nat'l Bk' BtdS'' Chicago' Ill' -----Cf,lcico-.'fTt Burke, F. H., rO52 Cont. & Com'l Nat'l Bh. Btdg., Chicago' Ill.

Clutcr_R. V.i Diltrict Manager, 802 Merchante Nat'l BanL BIdg. Cormany, C. P., 1052 Cont. & Com'l Nat'l Bk. Bldg, Chicago, lll. Jt. raut, Mtnn.

Lawif-w.--ri.,-'iia". pept.,4o6 chamber or comnercc, Denver, il"l11l;"i;,"i'":'i.%.tlLYr'l,tT1,lllTfi;.,".

CololfcDlrffec, P. E.,,lO4 Old-N_at'l-Bqnk_Bld_g-- Sp_qkane, {_1eb. Watts, J. E., 429 ?a* Placc, Milwaukc:, Wisconein. llowis. J. R.. 1052 Cont. & Com'l Bank Bldc.. Cb,icago, Ill. Mundirger, G. A., p. O. Sox iSO, Orhkoah, Wircontin.

Rlck. L.W.. Room 19 lE.22OBroddway, New York, N. Y. :'---:-T:'---':-:-:-" i'--' "T-"':.'.-'--::'.:'-'

C;;4, h:'ii;-44 L;;i";t;;-f";-"";;Ei;i-'id;;-GE), Ivr""s. williams, w. A.,436 sunEit Ave., Earr clairo, Wircmsin. Goodrich, H. P.' .lo8 W6t 115th Street, New York, N. Y. Archibald. T. S.. l?Og Davcnlort Ave.. Davenport. Iowa. Steteon, A. F. Jr., 216 Wert l0zd Street, New York, N. Y. Bcnsgtone. A. L:. P. O. Box 63. Wateiloo. Iowa.

Gifrord, E O- Ncv Hartford, N. Y. Barfier. H. W.. P. O. Box 52. Marchalltown. lowa.

Rumbold, -J._H- 16? Chrictiana Str.ct, N. Tonawanda, N. Y. Hedlun4 O. L:, P. O. Box 6d,1, Sloux City,'Iowe. Millcner, S. P., 6E Grove Street, Tom*anda, N. Y. Williamjon. Niihotas. p. O. Birx zls. Fo-ri Dodlc. Iova. Goodhu., T. H., 560 Eactem Parkway, Broklyn. N. Y. Icenberrer.'C. E.. 74O Lumber Exchanirc. Minucapbllr. Mlnu. !-erdoy_' G. Gr., P. O. Eox r4l, Eaet Ora4gc, I!. J, Wclptoi-, Arch L., ?4O Lumber Exchan-gi, Minncipolii, Mlnn. Kay, Harry 4.' 1222 North Frazicr St., PLihdclpbi!, Pt. Stewart.'T. A.. Northfield. Minnccota. !!origo:' -{olft' It. -Dulpce Hotelr- Wilkcsbare, Pa.

Gregr, P. M., 3239 Fint Avc. So., Mlnncapolir, Mlancrota. qhultlcff_, E. N" E, O. Bo1 212, Willlamaport, Pa.

Keck, Edward E., Alexandria, Mirincrota.Fredcrickeon, A. N', f?O West State Str@t. .Trenton. N. J. Barb6ur. L. W.. P. O. Box 515. Witchlta. Kanras. f,,nox, Q. B. 32O So. Linden Avc., Philadclphia. Pa.'

Hurhea.-F. J.. i2E World Hcrata Buildinr. Onaha. Ncbrerka. Feinaugle' L. J., 6262 Canegie Ave., Plttrturgb, Pr.

Roy-. H. B.. P. O. Bor 3O3. Llncoln. Nebiigka.

No'rion, W. H,, P. O. Box-582, Haitlngr, Nebradra. Iucffit' J._P- Vonhof Hotel, Manrfield, Ohio.

Emcr:on,_F. G..-9r_2 Lcllngto4 Bldg.r-Baltlmoro, Md.

Lolsel,'S. M.. P. O. Box .176. Norfolk. l.libracka.

Youni, O. L., care P. O. Boi fo6e. Minot. N. D. s-trGy' C-!a3. L.'Jolcdo' Ohio.

Bu.hoDg: K. E, 1_E-6-9_Colonnadc Road, Clevcland, Ohio

Wiltiame, Earl D,. 516 Wcet llth'Srrcct.'Sioux Falle. S. D. Moo.tt, UuFber._Egr!3"r. Ho-tel, Indianapollq,_Ind.

Bovee, c.-L,, P. o.-Box 812, Bit|inge, Montina. Colline, B. D., aEs.t David Ave., Detrolt, Miihtgan. MacD6nat4'c. H., Z2Z WtftJ Sutl-alli; S"aid;, \t/arhtnston.

Orders or lngulrles addressed to ony of our oftces. or tepresentatlws or sent dlrect to the mllls, wlll haae prompt and carehtl attentlon

San Pedro LumberCo. in New Quarters

'With an elaborate new ofrice builcling fully equippeil to meet the requirements of a growing trade, and. a yard capable of carrying a million feet of lumber, the San Pedro Lumber Company opened its new quarters at Long Beaeh on October 16.

After repeated moves from one location to another, due to the rapid growth of the city, the company now appears to be permanently and comfortably establishetl in the West Seventh street harbor district, at which point it is convenient to receive lumber shipments by both rail and water, and at the same time make prompt and regular distribution.

The company make$ a specialty of oil rigging and. other lumber supplies for the oil industry, but also is thoroughly equipped to cater to the ordinary industrial and resid.ence construction trade.

The yard at Long Beach will carry approximately 1,000,000 feet of well assorted. Iumber stocks, but a large reserve supply will be maintained at the wharfs at San Pedro. A huge warehouse carries an immense stock of cement, wallboard, plaster and other builcling material.

A spur track has been built into the yarcl by the Pacific Electric. X'ourteen automobile trucks make up the local delivery service. Deliveries are made for many miles into the territory surrounding Long Beach.

To provide against wet weather the new yard has been underlaid with a series of drain pipes. All the alleys will be paved.

Particular attention has been given the ofrice, both for the accommodation of the employes and the public. A moclel kitchenette has been fittetl out so that the women employes can prepare their lunch. A well appointed rest room for women also is maintained..

A plan and estimating service is being installed to serve prospective home builders. The entire property as well as the serviee are modern and complete in every particular.

The San Pedro Lumber Company is one of the oldest business institutions in I-.rong Beach. It was established in 1882, when Long Beach was but a struggling seaside village. Encroachment of other industries has caused it to nove three times since then, but the present home is thought to be good for an indeffnite period.

A GOOD RBSOLUTION

GIAY P

OF ESTABLISHED QUALITY

"The Sign of Service"

Remember NewtonTUhen Apple Hit Him

They say that an apple falling on his head. from a tree underneath which he was sitting, caused. Newton to wonder why the apple feII DOWN, and resulted in his d.iscovery of the LAW' OF GRAVITATION.

Now, Newton was not the first man who had ever noticed that when an apple fell from a tree it fell down.

VITRIFIED CLAY SEWER PIPE IRRIGATION PIPE ANd DRAIN TILE

FACE BRICK-PRESSED, ENAIT'IELED and RUFFLED

HIGH GRADE FIRE BRICK ELECTRIC CONDUIT FLUE UMNGJHIMNEY PIPE STONEWAREJLLAS-IT{IXING BO\ITIS

"Log to Stag wtth Vitrtfied Clag"

Phoner:

BUT HE WAS EVIDENTIJY THE FIRST MAN WIIO EVER TRIED TO FIND OUT JUST WITY IT HAPPENED THAT WAY.

He was the first man to refuse to accept merely the obvious fact that he was HIT, and kept on wond.ering 'WIIY until he had discovered the REASON.

A:rd on that REASON have been founded innumerable physical results that have had much to do with human welfare.

Recognition and utilization of the great law of GRAVITA' TION have had a great financial value. Great things have eome from one man wondering ttwhy?tt

Eave YOU ever wondered when the "apple" hit YOU?

Wheu you saw John and Mary going d.own the street and Iooking as though they were the only people in the worltl, have you ever wbndered whether or not you would have the opportunity of providing that future HOME of theirs? And do-you tlaily let other certain indications that people need ITUMBER Bo by, without applying those apparent needs to YOUR business?

Irqtll t-ry Newtonizing a bit, over ogr oryg..a.p.Pl91_

" I resolve that Pnp, Push Punch, that mighty, power that dominates the doers of great deeds shall conduct henceforth."

Zelzah Sits "Ace High" in San Fernando Valley

SPEET) Get's'Em!

Here is the latest picture of the llammond T'rumber Company's office building at Zelzah, one of the most enterprising covn,munities in Southern California.

And the Hammond. organization is represented, at Zelzah by a manager who is able to keep up with the enterprising spirit of the place. He is A. M. Fellows, who has been in the lumber business for a great many years and who believes thoroughly in modern merchandising methodB aud applies them in the conduct of his business.

"At the rate of increase in our trade we soon will have to enlarge all of our facilities, " says Manager Fellows.

"A boom is under way in this valley-the palm of 'the hand that will feed Los Angeles-and Zelzah is 'Ace Iligh, the One-spot of the San Fernando Valley."'

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

24 Hour Delivery

to any part of Southern C,alifornia on Stoch Material

One weekts delivery on Special Manufactured Material lE=-rl

We carry in stock a big supply of fir and white pine doorg windows, and sash. AIso glass. Also fir and redwood columns, fir and redwood garage doon.

NATIONAL ASSOCTATION DTSTRTBUTES, FREE, TABLES SIIOWItrG TIMBER, STRENGTH

Retail lumber dealers, contractors and architects who sometimes have difriculty in figuring out the sizes and character of timber required. to support certain given loads in a building now have at their ready disposal a means by which these facts can be quickly and accurately determined.

The National Lumber Manufacturers' Association has just issued, for free distribution, a comprehensive series of tables giving all the information along this line that the retail lumber dealer ever will want.

Spans are given in the tables for joists of sizes of 2xG to 2x14, 3x6 to 3x14,and 4x6 to 4x10, these being the sizes generally encountered in buildings. Spans are given for these sizes spaced 16 inches on centers and also 72 and 24 inches on centers,

These tables are intended for use primarily in construction of warehouses, industrial buildings, public buildings and all other structures that nust be designed with the factor of strength and safety in mind.

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

lf you went Qr.dity, Satirfaction, Service and Fart Dclivcry, write, wire or phone ur.

Telephone: Pico 6740

Independent Wholeralcre 2024-26 BAY STREET LOS ANGELES

"Mistakes are Opportunities for Learning" says one wise man.

UP AND DOWIr{ THE STATE

W. E. COOPEB ON E,A,STERN TRIP

'W. E. Cooper, head of the'W. E. Cooper Lumber Company, L,,es Angeles hard.wood distributors, is on a trip to the big hard.wood producing districts of the Midclle West. He will visit some of the important mills in Arkansas and. Tenessee and then stop at Memphis. From there he will go to Chicago, thence to the upper peninsula of Michigan. He expects to be gone three or four weeks.

C. & O. EAS NEW LUMBER, CAR,R,IER,

The steamer Cowiche, one of the lake-type boats built by the Shipping Board during the war, will be placed in the coastwise lumber carrying trade by the California & Oregon Lumber Company as soon as the vessel can.uld.ergo some necessary repairs and alterations. The Comiche has a net register of 1490 tons, and when fitted out for the Pacific service will carry 2,000,000 feet of lumber. She will be used between the company's Oregon mills and the docks at Oakland.

CIIICAGO LI'MBER,MAN iTT CALIFORMA

William Dixon, well known Chicago lumber wholesaler, has been calling on the trade in San Francisco and Iros Angeles in the last few weeks. Mr. Dixon formerly represented the J. E. Monis Lumber Company of Seattle in Chicago, and visited the Northwest before heading South.

SCRIDI TELLS OF LUMBERING IN PEILIPPINES

Among the lumbermen recently visiting in California was Walter G. Scrim, formerly of San Francisco and Los Angeles, but now connected with the Fincllay Millar Timber Company of Manila, P. I. Mr. Scrim reports that the Philippines contain immense quantities of hardwood, much of which finds its way into the United States, where it has a ready market, t ut that nearly all kincls of softwoods also grolt' there. The timber supply, he says, is enough to last for many generations to come. Mr. Scrin is a veteran Hoo-Hoo, having been initiated in I-.los Angeles before going to the islands.

SEATTLE BOX MAN LOCATES IN CALIFOBNH

S. F. ADDED ACCOMMODATIONS FOR 4O,OOO PEOPLE IN YEAB

Figures now available at the office of the building inspector show that during the last twelve months San Francisco has made a healthy growth, the flats, residences and apartment houses built from October 1, 1921, to September 30, 1922, having contained housing facilities for 6409 families, or 32,045 persons. Added to this are a number of hotels and a good. many aletrations, in which flats were changed to apartments, thus providing for additional families.

With these additions, it is assumed at the City Hall that San Francisco is now able to furnish accommodations for 40,000 more persons than a year ago.

GR,ISWOLD COMES FR,OM OREGON BY MOTOB

Graham Griswold, well-known Iumber wholesaler and manufacturer of 'Portland, has been passing the last few weeks in Northern California. He drove down from the North, stopping at some of the points of interest along the way. Mr. Griswold says the car shortage at many points along the Southern Pacific in Oregon still is quite severe.

For Road-chunking Put the tl. A. G. Hoist on Your Line

For cconomical cleering out of right of way-fot to"6 rcraping, etunp pulling, light hoirting, put atr M. A. C. Tugger Hoirt on the power end of the linct No nced of running e long water pipe ae with ttaam. And tLerc ir no danger of 6rc in the woo&, ueing r tructor for notive powcr. Saver hiring men for 6ring end wood cutting.

Thc M. A. C. har been moved to a needcd rpot and complcted thc worL before all of the nccerary pertr of a donkey outfit havo gotten under way.

TUGGER H(|lST

W. C. Strong, sales manager for the C. M. Post l-.iumber & Box Company of Seattle, has come to California to establish ofrices for his concern, which markets a considerable volume of spruce and hemloek boxes in this state. Mr. Strong has visited. both San Francisco and Los Angeles to look over the field, but has not determined. where he will locate. Tbe northern offices of the firm will be at Everett. Wash. l|l{tTtD c0lt|l'|tRctAt c0.

782 Pacltlc. Electrlc Buildlng tos ANGELES, CALIF.

TELEPHOTE 1373'

lTholesale Lumber, Poles and Piling

We have 20,000 pieces No.2 Fir and Redwood ties for quick delivery

Built to give ma:rimun rervice at thc lowclt poriblc cost. Derigned rdith the thought that 6nert workmanrhip and natcriah ir the mort economical in thc end. We eelected the Fordron power plant bccaurc it pouereer aurpricing power, flexibility aad rpecd. The tractor ir in no way changed, and with rhifting two wheelc, the Fordson is ready for duty by itreii, either to pull the hoist or in other waye.

Write for complete rpeeificationr and price on ths M. A. C. Tugger Hoirt. We want to rhow you how to cut your overhead.

Skagit Steel & lron Works

SEDRO.WOLLEY, WAsH.

Work With the Furniture Man

The leading live wire furniture dealer of the town is a mighty good man for the lumber merchant to work in cahoots with. Ilave you ever thought of the possibilities in that direction, Mr. Dealer?

EIS business is directly connected with the business of SHEIJTER, and since YOUR, business is the furnishing of SIIEIJTER, you should work together by aII means.

X'or example, FURNITUB,E cannot be merchanclised until there exists SHELTER in the shape of a house or building that needs it; it is of little use to people who live in tents.

Therefore, FURNITURE dealers are almost as much interested. in increasing the number of furniture needing tsUIIJDINGS in your town, as YOU are, because they simply mean more places where HIS stocks will be needbd.

So it would seem that if properly approached on the subject, your live furniture dealer would. be interested in helping YOU sell more homes. You can make a reciproeal arrangement by displaying in YOUR, office or sales room, specimens of the I'URNITURE he would iike to sell, and in return HE couid display in his wind.ow some of YOUR, pictures of the beautiful and attractive HOMES that you want to sell.

Remember that he sees and talks with a lot of people in his business of selling furniture whom YOU may seldom see; people who might be in the market for a new home, and which he might well be in position to'tip ofr to you. He couid tell you of people who are planning to buy new furniture for the old home, and. who would likely be interested in some remodeling work to MAKE THE OIJD HOME NEW before they put the new furniture in.

A word from the furniture man to these people about YOU might easily mean a gootl building job for YOU.

You might get some of the merchants of the town working with you on that same basis. The PAINTER, the PAPER, IIANGER, the DECORATOR, the IIARWARE merchant, the CARPENTER, the MASON, and the IJIGHT AND FUEII people, and scores of others, are directly interested. in getting MORE HOMES built in your town.

More homes mean more families, and. more families mean more business for all the merchants of the town

SEE THE POSSIBII-/ITIES?

Co-operate with the other folks through YOUR, suggestions, and. see if you do not profit thereby.

No building is too small to be architecturally right.

New Orleans Store Can Serve as Modol, Even to California

California is not the only state that boasts a great number and variety of modern builcling stores.

Not by any means. Here comes good old, romantic old, I-rouisiana-New Orleans, to be particular-to the front with about as attractive and. as classy a home for a lumber business as can be found anywhere.

It is the new ofrice, home, salesroom, service room and place of business of the Salmen Brick & Lumber Company, one of the oldest and. most reliable institutions of the kincl in that part of the country.

They hacl a formal opening of the new store a few weeks ago and the natives are still talking about what wonderful retail merchandising establishment it really is. It is reported that fully 20,000 persons visited the new store the first day, and hundreds have been visiting it every day since. For it really is a show place, both outside and. in.

It is something different than even the ultra-mod.ern builcling stores with which Californians are more or less familiar.

The building store occupies a space of 115 feet by 30 feet. It has a total of 65 feet of wonderful show windows. Finished in a beautiful variety of brick, it is at once an artistic structure and an excellent advertisement for the company's products.

The main entrance is at the right where the group is seen in the picture. A T-shaped hallway subdivides the building, the entrance leading into the top of the "T". Along the "stem" is a wide corridor which is shown in another of the views here reproduced. Along this corridor on either side of the building are the display rooms containing every phase of modern thought in home building and furnishins. The models of rooms and built-in features are

Exterior View of Attractive Lumber Store in New Orleanr

-tlteres a,bi{ rea,tort tlteir popilaritY

for

Contractors, builders and lumber dealers are quick to recognize the superior quality that is characteristic of all Hipolito Stock Size Screens. We make them of the best material money can buy, and because we do just one thingmake window screens and concentrate all our energies and equipment 6n i[a1-'6re are able to produce a high quality screen at a price which allowe everybody handling it a fair profit. That's why they're popular.

Ilipolito Screen s#h Co.

full size, not miniatures giving every opportunity to the prospect of seeing exactly what the deatils of his or her home will be like when eompleted.

A partial view of the model kitchen is here reproduced.. It shows a wonderful built-in china closet. drawers and

eompartments, built-in ironing board. Adjoining this room is a quaint Pullman breakfast room. Dining room and. living room are visions of beauty, striking features being the brick flre place and mantle in each room. The bed room is also an artistic creation with built-in boudoir and in-a-d.sor bed.

Throughout the finest and best of material is used showing the results of much thought and careful study and planning. The use of casement windows throughout adds much to the attractive appearance of the building. At the far end of the building, separated from the display rooms by the top of the "T" are the general offices.

The "Corner of Strength"

Corridor of Salncn Stors

A Manager is Known by Number of Credit Ratings in His File

An Editorial to Its Managers by Thompson Yards, Inc., lllith Some Remarks of Our Owu

The quoted portion of this article is from the September issue of ' 'Thompson Yards Ink'', issued by Thompson Yard.s, Inc., of Minneapolis, Minn., to two hundred. managers and several hundred assistant managers.

'We agree with all of the statements mad.e. But why limit the information concerning each of these prospects to this credit information? The card that gives this information might just as well give all the additional information that the firm can use concerning the prospect, his possessions, his buildings, and his building needs.

The most valuable possesion of a retail lumberman is a list of all his builcling prospects. Many retailers have such lists. But the overwhelming majority have NOT. yet it is much more important to the success of his business than his stock of building materials. Likewise, it is harder to get. There are hundreds of people that will sell him building material, but his prospect list must come from his own ingenuity and labor, mixed with keen intelligence thought- fully applied to the proper making of the list.

The "Ink" story is as follows:

A manager must make sales. He must do more than this,. however. Ile must collect for that material which he sells.

It is the height of folly to permit people to come and haul merchandise away without making definite arrangements with them as to when it will be paid for.

Tt is not enough, however, to simply make such arrangeuents.

The manager must know IN ADVANCE whether the customer with whom he makes such arrangements is able tb futfill his agreements.

Many people will go through the motions of making agreements of this nature when they know full well that it is not going to be possible for them to keep them.

They only HOPE that they will be able to keep them.

They are buying on IIOPE.

'We cannot afford to sell on HOpE.

'We cannot pay salaries with HOPE.

A manager would be very angry if the company wrote

him a note and said in it that they HOPED that they woulcl be able to pay his salary for August a few months later.

IIe would be just as perturbect if the company sent him a letter in which it deffnitely agreed to pay his August salary later on in the year and. was ff','ancially able to keep the agreement.

More and more concerns afe beginning to eliminate the IIOPE element from their sales.

'We did so a long time ago.

Instructions to local managers are "Sell any one you want to on our regular terms PROVIDED YOU CAN PROVE TIIAT THEIR, CR,EDIT IS GOOD."

trfanagers then go out into the highways and the byways in search for customers who have good. credit.

This is a perfectly natural procedure.

It is safe, sane and sensible.

It would seem foolish to try to do it,otherwise.

Suppose that we were visiting a yard manager and we would say to him: "fs there any one around. here who enjoys a credit rating to the extent that you would care to sell him?"

How would it sound if he would say that he dicl not know ! Or if he answered., that there must be but that he dicl not know who they were !

ft necessarily is the ffrst requirement of a manager that he know every person in his locality that is entitled to credit and just how much credit that he is entitled to.

If he does not lrnow this he can never make a success of running a yard.

He will be aflat fizzle.

A manager who does not know his locality in this manner might just as well hope to run a lumber yard successfully in Arabia !

ft can't be d.one.

It requires but a brief investigation to enable a manager to d.etermine who is entitlecl to credit and who is not. He makes his Recommend and attaches the proof in the form of a Pencil Abstract.

The Credit Department then OK,s or rejects the Recom_ mend.

you just as is one certain thing about long as you can waTt for it.

offer one of the best manufactured Lath in the marketBright, full width and thicknesr-up to grade--anJ -"a"-fn- rtrictly old growth yellow Fir.

Many Californians at Logging Congress

A number of prominent California loggers and lumbermen were scheduled to speak on the progran at the thirteenth annual session of the Pacific Logging Congress at' Tacoma, October 25,26,27 and.28. Several other California lumber operators attended the meetings which were among the most successful ever conducted by the organization.

Following are the California speakers and the subjects that were assigned to them:

Derby Bendorf, Pacific Irumber Co., Scotia, Accident Prevention in I-:ogging Camps.

W. W. Peed, Hammond Lumber Co., Eureka, Cost Accou:rting in Logging Operations, Student Logging Engineering, Steam Shovels in I-.rogging Railroad Construction, and Logging Engineeri:rg.

G. E. Boyle, Mendocino Lumber Co., Mendocino, I-.lowering Systems (Relative Merit of Incline Against Steep Railroad Grade).

D. S. Denman, Northern Redwood Co., Kerbel, Cal., same.

'Walter Mulford, University of California, Berkeley, Student Logging Engineering from Standpoint of Forest School Faculty.

R. A. Richardson, Pacific Lumber Co., Scotia, Student Loggiug Engineering from Standpoint of Logging Operator, and Steam Shovels in Logging Railroad Construction:

M. D. Gray, Jr., Union Lumber Co., Fort Bragg, Tight Line and Slack I-,ine Systems, and. Producing 'Wood Fuel.

T. W. Hine, Holmes-'Eureka Lumber Co., Eureka, s&me.

Charles W. Murphy, Weed Lumber Co., Weed, Steam Shovels in I-:ogging Railroad Construction.

George W. Johnson, West Side Irumber Co., Tuolumne, same.

M. V. Rath, Standard I,umber Co., Standard, same.

S. M. Bum,p, Fruit Growers' Supply Co., Susanville, I-:ogging Pine With a Tractor.

Ilarry White, Red River Iiumber Co., Westwood, same.

Chas. McGowan, I:assen Lumber & Box Co., Susanville, same. ,j

James Danaher, Jr., Michigan-California Lumber Co., Camino, Cal., Forest Fire Prevention in Camps.

E. A. Sinclair, GIen Blair I.lumber Co., GIen Blair, Producing Wood Fuel.

After the yard manager receives an OKed Recommend. it is then necessary for him to keep it up to date. Unless he does so it is worthless. The manager is responsible for its correctness at aII times. If the court house reports show that d.oeuments have been filed whioh change the rating the Credit Department must be notified at once. This change is then made on the Recommend.

In this manner local sales managers have a complete and up-to-date list of every customer who is entitled to credit in his community.

If his list is not complete it is not fair to his customers.

Neither is it fair to the company.

'We might. say, too, that it is unfair to the manager, because it robs him of his chance for making a satisfactory showing as a yard manager.

That is why it is interesting to go out into the fiIes of the Division Auditors and check up the number of Approved Crettit Ratings on file at each yard.

DANGEROUS BUSINESS

This is the professional "high climber" in a California Redwood logging operation. He is 160 feet from the ground, and it has taken him 3 hours to cut the top frorn this tree, which ig 3 to 4 feet thick at thig point. The topped tree will be uged as a "apar" for their over-head logging system.

The leading mill operatore of Texag and Louisiana created thie organization. lt affordc full protcction under thc California lawa. Conccrning our standing and reliability ASK THE CALIFORNIA LUMBER MERCHANT

Reforestation in California's Pine Woods Makes Progress

Reforestation of California white and sugar pine forests in the last few years has met with distinct success, and. at the present rate of progress it is unofficially estimated that eventually the forests will be reproduced as fast as they are cut. Thus a perpetual supply of timber will be available.

This work has been carried on effectively in the last few years by the United States forestry service in co-operation with the California White & Sugar Pine Manufacturers' Association.

In more recent years fire patrol work has had an important part in reforestation work, as it is generally realized that reproducing the forests is largely a matter of keeping the fires out. The volunteer growth of new trees will cover the cut-over lands if they are not checked in their incipiency by destructive fires.

The accompanying picture shows a growth of young forests fifteen years after the original forests were cut over.

It is estimated by the forestry officials and by the best in-

Our Big New Plant is now prepared to s€rve the California retailers with the following stock:

RED FIR DIMENSION

Deders who have tried this wonderful dimen" sion stock are enthusiastic over its fine quality and appearance. Ask us about it.

CALIFORNIA WHTTE PTNE

.A, splendid quality of this stock beautifully manufactured, ready for prompt shipment.

BOX SHOOKS

Three oars a day of this stock, HUTCHINSON LUMBER GO.

form.ed pine owners that good, merchantable saw-timber, equivalent to the original growth now being cut, ean be reproduced from 40 to 150 years.

The California White and Sugar Pine operators are among the foremost timber owners in the country in their systematic and scientific efforts to reforest their denuded areas.

LetYour Voice "Smile" When Talking Into The Telephone

OBEGON IIAS MORE STANDING TIMBER, TEAN AITY OTIIER STATE IN THE I'NION

While the state of Washlngton is at present the first state in the production of lumber, Oregon has the largest remaining stand. of timber. The total of the merchantable timber standing in the forests of Oregon is new estimated. at 444 billion feet. 'Washington comes next, with 301 billion leet, giving these two states a total of 745 billion feet out of a total of probably not more than 2,500,000,000,000 in the whole of the Unitecl States.

If the present rate of cutting is not increased the supply of raw material in the two states is enough to keep the present mills busy for ninety years. Ilowever, with the red.uction of the enormous volume of lumber that has flowed. from the Southern states in the last thirty years, and the virtual disappearance of Northern and Eastern forests, the rate of cutting in these two states will undoubtedly tend to increase, so that forest conservation and reproduction is already a live oubject with them.

Plan Books of Worth Real Value For Your Money

TO THE CALIFORNIA RETAIL LUMBER RETAIL TRADE,-GREETINGS:-

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

We rell our plan senrice in complete aets. A SET is composed of the following:

IHANDSoMESTIFFBACKEDALBUMWITHDEALER'SNAME IN GOLD ON CO\/ER

2SPAGESINALBUM'EACHPAGEANACTUALPHoTooFA BEAUTTRJL HOME WITH FLOOR PLAN' MOUNTED ON LINEN

25 COMPLETE SETS OF BLUE PRINTS, ONE FOR EACH PICTURE IN THE ALBUM, BLUE PRINTS MADE BY FINEST ARCHITECTS AND GUARANTEED PERFECT.

EACH SET COSTS $37.50 TOTAL, OR $r.5O FOR EACH PICTURE PI..A,N, AND BLUE PRINT SET.

We have twenty of these sets complete, every home modern and attractive and the last word in home construction. Nos. | 9 and 2O are just out.

EVERY HOME IN THE TWENTY BOOKS IS EXCELLENT FOR CALIFORNIA CUMATE.

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

NEWPLANBooKSADDVALUEToY0URoLDoITES

SEWD US YOUR ORDERS

R. M. Williamson

"Your Monegs' Worth or Your IVIoney Bock'

Post Office Box 586- Dallas, Texas

Chicago Dealers Cooperate in Advertising to Their Local Trade

Retail lumber dealers of Chieago have pooled their interests in a eampaign of constructive, educational advertising to the'lumber-consuming trade of that city.

They u1s running their advertisements, says Printer's Ink, in 33 newspapers in that city and vicinity.

These dealers had set out to obtain certain benefits for themselves and after obtaining them found that the consum'er of lumber shared such benefits with them. Hence their reason for advertising. They hacl news for the consumer in that they could give him more intelligent and better servrce.

Their association was formed because of a belief that there was need of standardization in quality, grad.e and measure in their produet. How this standardization was effected. and. what it means to the consumer of lumber is being told in advertising such as the following:

Lumber that you can depend upon.

Ifow often does the average man buy lumber? Ilow much can he learn to know about lumber from only his own experience ? Very seldom does a man build more than one home in a lifetime. It's plain to be seen that he has to leave a lot to the man who sells him lumber.

You can depend upon the dealers who belong to the Chicago Retail Irumber Dealers Association. They sell Standard Grade-they guarantee Quality and X'ull Measure 1,000 feet for 1,000 feet. You can

identify these dealers by the trad.e-mark CRDITA on the delivery ticket and on each lot of lumber you buy.

CRI-/DA protect you. Buy from the dealer who meets the high business stand.ards which this trademark signifies.

There are ten difrerent advertisements that give messages such as that contained in the foregoing copy. Each onJof the advertisements appears once on different dates in all of the thirty-three newspapers that are being used. Since the campaign will cover a period of thirty weeks, it will take three weeks for each advertisement to run its course. tr'or example: During the first three weeks advertisement No. 1 appears; during the second. three weeks ad.vertisement No. 2 appears.

The association has adopted a trad.e-mark "CRDLA Guaranteed I-iumber. " This trade-mark is used not only in ad.vertising copy, but at every time an opportunity for use presents itself. The membership of the association are suppliecl rvith rubber stamps that bear the trade-mark. Their clelivery tickets, invoices, estimates and each piece of lumber they sell are stamped. so that this trade-mark is visible. Each member of the association is assigned a trade-mark number for the purpose of identifieation and this number appears on each member's rubber stamp.

A folder explaining the assoeiation, that is supplied to the members for their cusotmers and that is mailetl to architects, contractors, carpenters and real estate men, in Chieago and in Cook couaty by the association headquarters, supplements the newspaper campaign.

How One Dealer Boosts Hardwood Flooring Sales

California d.ealers are great sellers of hardwood flooring. 'Ways and means for boosting sales of this kind are always appreciated.

A lumber dealer in Virginia reports that he uses the following for boosting hardwood flooring sales:

Ife uses a mailing list subclivided into prospective home builders, and owners of substantial homes who might be interested in. improvements. One subdivision is those who ow:r homes that haven't hardwood floors. He has a handsome illustrated card. picturing oak flooring being placed on the floor of an old home, which he mails to each flooriug prospect. This is followed up by a second. card. on the same subject. Then by a personal call, backing up the card.

A lumber dealer in New Orleans, I:a., makes a specialty of hardwood. flooring, and to sell it he ad.vertises a flat price for a certain size room, working on the excellent theory that it is a erime to tell a prospect that oak flooring is so much a thousand feet when that price only confuses him, but to tell him that sufficient oak flooring of a certain grad.e to cover a room 16 by 16 will cost so many dollars and. cents. It invariably surprises the prospect that the room can be floored so economically, and aidg a sale.

Minton Company at Mountain View Has Good Display at Fruit Show

I'I

One of the most attractive displays at the recent Prune and Apricot exposition at Mountain View, and one of the rnost effective pieces of ad.vertising, too, was that of The Minton Company, of which Earl D. Minton is the presideut tlnd general manager.

The eentral feature of this exhibit was a model bungalow, made of Beaver Board. The roof was made in two sections, being hinged at the ridge and opening up, showing all partitions and. interior cabinet work.

The company's own planing mill made a complete set of miniature furniture, so that the house was presented to the view of the public, furnished in every particular.

Fully 1,000 people examined the arrangement of the room and the placing of the furniture, and listened to explanatioqs by the company's own experts on the construction of the house and other details.

" Our booth was a complete success, " says Mr. Minton, "and we feel positive that it started many people into the notion of building who previbusly had not been considering the subject.

The attractive little booth was well suppliecl with literature which was distributed to aII comers. One circular car-

ried on the front page the editorial from THE CALIFORNIA LUMBER, MERCIIANT on "What Home Ownership Does for a Man, " describing the vision and courage and energy that the responsibility of a family of kitten gives to a mother cat, beset with the attacks of a marauding dog. The story was illustrated with an apt cartoon drawn by one of the company's own employes.

On thi other side of the circular was told, briefly, some of the proud distinctions of the Minton Company which, it was explained, now is turning out a complete five-room , bungalow, or its equivalent, every working day.

Customers from San Francisco, San Jose, Palo Alto and the entire Peninsula come to Mountain View for their millwork. This makes one think of that little couplet of Emerson's which says : " The man who can preach a better sermont write a better book, or make a better mouse-trap than his neighbor, though he build his house in the woods, the world will make a beaten path to his door."

Of course, Mountain View is not in the woods, and The Minton Company does not make mouse-traps, but the famous service of Thie Minton Company is helping to make Mountain View grow still larger.

TheValueorGoodwill

Who can possibly over-estimate the value of GOOF WLL? And who is there on this earth to whom good $'i[/s worth more than to the lumber merchant?

It is the 6rm and sure rock upon which can bgflbuilt a business structure of which it might truthfully be said in quotation: '] the gates of Hell shall not .l r rr y prevau agalns[ tr. x

Consider it!

If a retail lumberman has so deport his townspeople that they love him as a ciate him as a skillful merchant of build

and so impressed himself upon ighbor, respect him as a citizen, apprethings; if they are impressed with his business wisdom, and believe firmly in business integrity; if in their minds he is the fellow they instinctively think when they think of BUILDING; then who way from him? on earth could get this man's busi

No one, of course. Then, undoubtedly, the of good will should be the biggest part of must sell himself, and his business, to the the business of the lumber dealer. public he desires to senre, and serve them. he has done so, they will delight to have him

"A man that has a thousand "-as the old story goes, has a thousand people to whom he can sell to better advantage than can the "other fellow.'l And if, in addition to being is friends, they appreciate him for his business ul "whip" in his town. and other values, then he has a

Lumber Bg-Products, I{orth and South

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

STANTON VISITS EASTERN MAR.trETS

LeRoy Stanton of E. J. Stanton & Son, prominent hardwood distributors of Lros Angelgs, has gone East to visit the principal hardwood producing conters of that part of the countiy. IIe also will spend. some time in the Stanton offices at Cleveland, Ohio. The Stanton organization markets a large volume of California 'White and Sugar Pine in the eastern part of the country, and through the ofrice in Cleveland is able to keep in close and constant touch with the trade.

SOUTIIERN PINE FLOOBING BOOK OUT

A second edition of the Southern Pine Association's handsome booklet, "Beauty PIus Service in Floors," has just come ofr the press and is ready for distribution to architects, build.ers, lumber dealers and consumers generally. The second edition comprised 10,000 copies. "Beauty Plus Service in Floors" is distributed free upon request.

BOOTII-KELLY UILL BEING BEBI'ILT

The Booth-I(elly Lumber Company is rebuilding its mill at Wendling, Oregon, which was destroyed by fire early in the summer. It id expected to be ready for business early in I\Iarch. Meanwhile the company is supplying the trade from its mills at Springfield, Oregon. The Booth-Kelly Lrumber Company is represented in California by Bert Ney: lan at San Francisco, &nd H. C. Clark at Sacramento.

REV. WM. TROWER, VISITS BROTHERS IN OAKLAND

Rev. William George Trower, pastor of the Liexington Parkway Presbyterian Church of St. Paul, is enjoying his first trip to California and is visiting with his brothers, Frank W. and Bert Trower, of the Trower Irumber Company. IIe is accompanied by his wife and their son, I-iieu!. Wendell P. Trower. I-:ieut. Trower is attached to the U. S. Engineers Corps and is leaving next week accoyPanied bX his mother, ou the Transport Thomas for Honolulu, wlrere he will be stationed at Schofield Barracks' Prior to their departure for Honolulu,, a family reunion will be held at the home of Mr. and Mrs. Frank'W. Trower in Oakland.

REDWOOD CUT AND SEIPMENTS INCREASE

The California Redwood Association has just received reports for the week end.ing October !4_,lg?Z from fifteen nills showing a total production of 9,741,000 feet of redwood with shipments totaling 6,905,000 feet. Fourteen mills reported new business amounting to 8,731,000 feet. These figures show an increase in both production and shipments over the figures for the previous week.

ELMO KING VISITS BAY DISTBICT

E. W. King, of the King Lumber Company at Bakersfield, was a receni visitor at San Francisco, aud spent several days visiting his lumber friends in the Bay District'

MB. McCOBIIICK, BACK FROM OREGON, R'EPOBTS ilILLS I\CTIVE AND CABS SCAR,CE

Charles R. McCormick, presidcnt of Charles R. McCormick & Co., has returdned to San Francisco after spending several days at Portland and St. Helens. IIe states that their mills are running to capacity; two of the mills are running two shifts, while the other two are working one shift. Mr. McCormick says that the export business is good. and that more inquiries are reaching the Coast from the Midclle West. He reports that most of the mills in the Portland territory are feeling the effects of the car shortage and the lumbermen there are not looking forward to any immediate improvement in the situation, also that there is much congestion of cars in the East around. the transfer points. Mr. Mc0ormick advises that the millmen of the Northwest are optimistic and are looking forward to a continuation of a stead.y and active market.

EINES OPE}IS PACIFIC COAST OFFICE T

The Edward Hines Lumber Company of Chicago-one of the biggest lumber distributing organizations in the country-has opened. a Pacific Coast purchasing ofrice in the Yeon building, Portland, Oregon. Charles L. HalI, a veteran in the llines organization, will be in charge. It is understood that purchases of California lumber products as well as products of the Northwestern wood.s will be made from the Portland office.

Redwood Dealer Service is Popular With California Retailers

' California lumbermen are taking enthusiastically to the splendicl dealer service ofrered by the California Redwood Assoeiation.

The association ofrices in San Francisco report that a great many retail lumber merchants in various parts of the state have asked to be "counted in', on this iervice and are preparing to make full use of all the facilities the association ofrers them.

The association's campaign with the dealers nakes cfrective use of both literature and newspaper advertising cuts. Thus the dealer is able to reach his prospects throug[ two difrerent channels-either an incomplete means without the other

The newspaper advertising is planned to cover a consid.erable period of time, as the association tries to impress

upon the dealers the ad.vantages of continuous advertising service through their local papers. This part of the service consists of twelve attractive copper euts, varying in size from one column by five inches, to three columns by seven inches. Each cut has an illustration suggesting a particular use for redwood., with a brief text describing that use. No two cuts are alike. Space is provided for insertion of the dealer's own name, so the advertising, printed in his home town paper, will appear as his own.

The association supplies these cuts at actual cost, but requests for cuts and other features of the serviee should be made through the redwood manufacturer or distributor from whom the dealer regularly obtains his supplies of redwood.

Appearance and Durabitity

Building Dividends

Redwood fence posts, well curbing, silos, mud sills and drain boxes resict rot. That's why they help make the farm pay more.

Write or phone for bailding matcrials.

Dealer's Name Here

You build for generations when you build of Redwood, for it resists rot. It always I ooks well for both inside and outside finish and trim.

Write or phone Jor building materials.

Dealer's Name Here

".md"ddW"

Milt Roots

For a satisfactory mill or factory roof, use Redwood. It lasts.

Properly constructed your Redwood roof always prevents excess moisture condensation. It insulates.

W rite or phone Jor al I b ui ldin g materi al s,

Dealet's Name Here

"cDr'.,&tfibhcf,?'

Typical newspaper cuts furnished to dealers in

Redwood Associition.

new service campaign of California

Yard, Mill, Office and Road

What Live California Lumbermen are Doing

MANUFACTITREB APPEALS TO IIIS FELLOWS tr'OB MORE CONSIDERATION OF RETAILER,

A plea for more consideration of the retailer and the retailer's viewpoint is contained in the "Monthly Message," of 'W. B. Mack. of the National Lumber & Manufacturing Company at Hoquaim, 'Wash., one of the keenest students of the lumber industry in the business, and a philosopher of rare judgment.

tt'We, as manufacturers," says Mr. Mack's analysis of the situation, " should boost the retailers more, as they are our main dependence. When trad.e is dull with them, it is very slow with us, and yet there is a feeling growing up between the two branches of the business that is unhealthy for both and has a tendency to destroy that community of efrort that is so desirable ancl necessary. Their fingers are on the pulse of things; they are a vital part of our national existence; and Herbert lloover, in his progressive plan of standardization of sizes and- grades, is bringing about a better realization of this fact and impressing upon the minds of the manufacturers that they are but one angle of a many sided whole and have no license for any display of the ego. 'We agree heartily with those sentiments, and yet we are helpless when it comes to suggesting the remed.y. "

CEICAGO BIGGEST LUMBER, DISTR.IBUTOR,

'While Los Angeles holds the record among American cities for the biggest volume of cargo lumber handled, Chicago still is the biggest lumber distributing center. According to figures publishecl by the American Lumberman the receipts of lumber in Chicago during the 12 months of 1921 were 2,070,593,000 feet. During the first nine months of 1922 the receipts have been 2,133,792,000 feet. Shipments out of Chicago in 1921 were 987,698,000 feet, and for the first nine months of this year, 1,098,682,000 feet. Obviously, most of Chicago's lumber is shippecl by rail.

POR,TLIIND WHOLESALER,S EAVE CLUB

California lumbermen visiting in the Northwest now will have a chance to meet all the wholesalers of Portland at once, for they have organized a lumbermen's club in that city, with meetings on the third Tuesday of each month. Fred Cutler of the Cutler-Dimmick Lumber Company, is presid.ent, and Carl C. Crow, of Crow's Irumber Index, is secretary. As soon as possible the organization will have regular club rooms, where lunch will be served every d.ay.

WILLITPA IIARBOR MILL MANAGER, SAYS DIIttg OF NOBTIIWEST ARE ACTIVE

Al Hart, of Raymond, Washington, manager of the Quinault Lumber Company, operated by the-Hart-Wood Lumber Company, is in San Francisco on a business trip. He reports that business in the Northwest is very good, that all the mills of Willapa Harbor are working to capaeity, and that there is much activity in the lumber industry in the Raymond district.

The Lewis Mill ancl Timber Company, who bought the rnill and timber holdings of the South Bentl MiIl and Timber Company, have dismantled the old urill and are constructing a new mill on the same site. C. A. Doty, formerly of the Chehalis Mills Company at Chehalis, Wash., and associates, are putting up a mill at Raymond.

Al expects to spend about two weeks in the Bay District and is making his headquarters at the Hart-Wood. I-.iumber Company's office.

OIIIOANS COTIING TO TEE COAST

A special train party of Ohio lumbermen will visit CaIifornia some time next winter under the auspices of the Ohio Association of Retail Lumber Dealers. The start will be made from Cleveland late in February. After stopping at Chicago they will proceed to Spokane, thence to the Puget Sound country and Portland, San Francisco, Eureka and back to San Francisco, after which they will go to Merced. and. Yosemite National Park and l6s Angeles.

DEPENDABILITY

The Union Lumber Co. produces 140,(X)0,(X)0 feet of Redwood annually from its own Cali. fornia Mills, and is therefore an entirely DEPENDABLE source of Redwood supply for the lumber dealer.

And our rcrvice is as dependable as out product.

The Other Lumber Dealer Is Not Your Real Competitor

The lumber dealer who keeps his weather eye on the other lumber yards in the town, and looks upon them as his sole competitors, is missing one of the biggest bets that have been mad.e since John (Bet-You-A-Million) Gates died.

Your contemporary lumber dealers are NOT your worst competitors. They undoubtedly fight it out with you to see who gets the orders for builtling materials, but in the first place they are constantly working the same side of the street that you are, trying to CREATE uses for lumber,

We have ready for prcmpt rhipment from otu Bay Poing Cal., plant, a conriderable quantity of

Lx4 ro 1xI2

Common Cedar Boards

lVe are ready to take cutting orders for & and 4inch Common Cedar Wharf Planking.

Cedar Shingles Cut to Your Order

COOS BAY LUMBER CO.

8ll

shingles, ete., and therefore co-operirting with you to ffll a bigger clish for you all to eat out of. So primarily, your Iumber competitors are NOT your real competitors at all; and they should NOT be.

The fellow whom all the lumbermen in EACH town should keep their weather eye on, is the merchant in OTHTIR lines of business, who is using his brains trying to drag clollars in HIS direction, that would otherwise go to buying BIIILDING MATERIAL. That is the guy you want to watch out for, because while your lumber competitor may get some ord.ers for lumber away from you, this non-Iumber merchant is rlipping IIIS hancl into the pot that you lumber folks must eat out of, and. therefore, cutting down the rations.

And IIOW is he doing it? By advertising and selling campaigns that GET TEE BUSINESS.

And how are you to prevent it, and fight against this competition? By the same means. Antt what will you aim to accomplish? To induce people to INVEST their money in buildings and building improvements that would otherwise lie dormant, or perhaps be spent for far less necessary and less valuable commod.ities.

Don't you appreciate the fact that every time the fellow who has no home buys an automobile, the building game has been hurt?

Don't you realize that every time the fellow whose house is run down, needs repairs and a coat of paint, goes and buys his wife that diamond pin that he saw in Levinsky's window, the lumber and paint business is getting bumpecl? SUR,E!

Ancl the &nswer to the whole thiug is to increase YOIIR business activity, so that you will form a natural magaet for the dollars that are going to be spent and invested in your community, and see that you get your share of them. Xlake yourself so doggoned. useful to your community, and, so familiarly and favorably known to your townspeople, that you can talk their building need.s to them from the very best vantage point.

A.d you will enter into the Kingdon of Better Business.

THEY ALL READ IT IN McKAY,S OFFICE

W. P. Medill, sales manager of McKay & CompoDy, San Francisco, wants to go on record as saying: "Nothing is too good. to say about THE CALIFORNIA LUMBER MERCHANT. It is a live journal and keeps us thoroughly posted on lumber happenings throughout the state. Everybody in our ofice reads,the paper from the Boss down to the Office Boy."

1OOO Bdfour Bldg. San Francirco

Ccntral Bldg. Lor Angeler

Among the Deolers

STTRLING LUMBER CO. BIIYS YAR,DS AT R,OSA AND PENNGR,OVE

The Sterling I-:umber Company of San Francisco has added two more yards to its line-the Colombo-X'uller yard at Santa Rosa and the K. Benneche yard at Penngrove.

Mr. trtuller, one of the former owners, wiII remain as manager of the Santa Rosa yard, and. Mr. Benneche will continue as manager at Penngrove.

The Sterling Lumber Company is one of the livest and most progressive retail yard organizations in California, and F. G. Duttle, the president, expects to maintain the same high standard at these newly-acquired yards as prevails at the others.

The company already operates yards at Chico, Roseville, Oakley, Morgan Hill, San Martin, Los Gatos and Mountain View. The general headquarters are in the Alexander building, San Francisco.

FAIRTAX LI'I}IBEB CO. COMPLETES IMPROVEMENTS

A number of important improvements and betterments have just been completed at the plant of the Fairfax Lumber Company at San Anselmo, which will make it easier and more economical to handle the stock. Pricipal among the improvements is a new storage shed for accommodation of flooring, ceiling and other upper grades. fn common with other mod.ern yards, finishecl lumber here will be stood on end, with each grade, size and pattern in a special compartment. The piling arrangement in the open yard., where eommgds are stored, also is being changed with the idea of efi.effig easier hantlling.

Y/*n*toND ro ExpAND rN saN BERNARDTN'

YAdditiooat property has been procured, under lease, by the Ilammond Lumber Company at San Bernardino, and development work will start there soon. It is intended to carry a large stock of building material there to serve the various Hammond. yards in San Bernardino, Riverside and 'Imperial counties.

COCIIBANE ADDS PLAMNG MII,L AT PETALUMA

A new planing mill plant has been built by the Cochrane Lumber Company acljoining its present yard and plant at Petaluma. The building is 30 by 50 feet. Mod.ern machinery has been installed. It will enable the eompany to give additional service to its growing trade.

WOODS-BEEKMAN OPEN ELABOR,ATE NEW OFFICES IN BEVER,LY HILTS DISTRICT

The 'Woods-Beekman Lumber Company of Beverly Hills lateiy moved into their handsome new offices at 419 Beverly Drive. The place is attractively finishecl in figured gum and is furnished and equipped in keeping with that same high standard. The new offiees have been mad.e pleasant end inviting for the patrons of the institution, and will accommodate the sales and service rooms as well as the executive quarters, accounting department and general ofrice force.

The hardware department has been installed. in a room. acljoining the new office. The main yard and lumber storage will remain on Santa Monica boulevard. some d.istance from the ofrices.

IIAYWAR,D PLANT AT SAN BERNARDINO EXPANDS

Important improvements are under way at the yard of the Hayward Ilumber & fnvestment Company at San Bernardino. A new warehouse, 50 by 100 feet, is to be erectecl adjoining rhe present property used by the company. The company has just been appointed the distributing agency for the Johns-Manville products in San Bernardino and a large territory surrounding that city and will use the new building to store these goods.

RISER LUMBER CO. ADDS NEW BUILDING

The II. S. Riser Lumber Company of Glendora is erecting a new warehouse on its property which will be used. for storage of cement and other bulky building material.

RED CEDAR SHINGLES

A CAR OR A CARGO

When gou think of Shingtes think of IIS

Wc rpccialize in rhingler both green and dry, ell gradcr. Watch our weckly quotetion ahectr for priccr. Your ordcr will receive thc conrideration of our entirc organization, Northern California ordcrr rhoutd go to Seattle. Southern California and Arizona to Lor Angclcr ofiicc.

READY TO USE

Plans for this attractive Home, with Alternate Floor Arrangement

Surely you have a prospect for this beautiful dwelling among your customers, Mr. Dealer. Try to sell it to him.

(Wdte ut for lnfonntlon about the plarc)

r?l,0t'F|-All't10. 15:'5 LA.'rL00R'PLAN'[{0. 155'r

r?tj0t.F|-All.tl0. LA.

Lumber Bg -Products, I{orth and Sou th

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

STANDARDIZATION COMITIITTEE OUTLIITES DEFI. NITE PROGRAM FOR ACTION

Prompt and definite steps to earry out the nation-wide program of standardization for lumber and lumber products arid. recommended. by Secretary of Commerce lloover are planned. by the committee of lumbermen of which John W. Blodgett of Grand Rapids, Mich., president of the National Lrumber Manufacturers' Association, is the head.

At the conclusion of a conference recently held at Washington, D. C, the committee had deciclecl on the following definite program:

ttTo collect and analyze all information concerning stand.ardization and simplification of sizes, gradis and names of lumber products.

" To submit its findings to the producers, distributors and consumers of Iumber through their various associations.

"To secure thorough discussion of the questions involved and to compare any differences developed. between various associations or interests in the trade.

" To establish by grade-marking and inspection service a guarantee to the lumber using public the delivery of the lxact qualities and. quantities of lumber pur-chased.

"Finally, to arrange a national conference of aceredited representatives of all lumber interests at 'Washington to take final action and adopt specific praetices in all these field.s, which may have the support of the Department of Agriculture through the Forest Service, and. of the Departuent of Commerce."

Three specific measures of lumber standardization are now prominently before the lumber trade; first, greater standardization of sizes; second, greater uniformity in methods of grading; and third, the establishment of efrective means for the application of standard sizes and stand.ard. grad.es.

Great progress has been made in each of these three fields. If the consumer will refrain from demanding that the producer put into a given piece of lumber a Iarger quantity of raw material than is reasonably necessary for the purpose for which the lumber is used; and if producer wiII refrain from thinning his lumber to a point which impairs its usefulness, then both producer and consumer can be accommodated with a lumber product of maximum utility consistent with minimum cost. Great progress has been made in this direction.

Fruit Growers Supply Cornpany

TEES ON EASTERN TRIP

J. M. Tees, of J. M. Tees, Inc., one of the }ivest wholesalers in San Francisco, has gone East on a business trip' He will journey as far as New York and Boston and expects to be away about six weeks.

sAN JOSE EAS GOOD BUILDtrNG VEAR,

For the first nine months of the present year San Jose experienced. a very satisfactory builcling development. Permits for new buildings aggregated. $1,552,225 in value-an increase of more than fOO per cent over the same period' ot 7927. At this rate the present year will exceed. the high record established in San Jose in 1920 when total building operations reached an aggregate in value of $L,800,000.

MUCE BUILDING IN SAN FRANCISCO

Approximately $25,000,000 worth of building is now und'er wap or about to be started in San Francisco, according to estimates just completecl by the San Francisco Forward Movement, which is directing the educational work to spread' the idea that "now is the time to buy and. to build." Never before, in the history of the city, has there been so much residence construction, and this activity is spreading to all other cities in the Bay district. Every element of the builtling industry has shared in the business revival that has attended. the movement.

Ten Powerful Reasons Why You Should

OWN YOUR OWN HOIVIE

Here is a suggestion for a dealefs home building

Ways of Shingle Opponents are Mysterious and Sinister says Peter B. Kyne

Peter B. Kyne, California writer, who hae cndcarcd him' rclf to the American public with hia gtorics of -"C"ppY Rickc," haa emcrgcd fro-m fiction to dcfend one of the aolid and traditional indugtrics of California. Beforc Kync waa a writer hc waa a lumberman. He hag put thc romance of that buginesa, with hia love of thc forcat and the outdoore, into many of his stories. The man who wrote "The Valley of thc Giante" knows thc big trce of California. He wag

one of the 6ret to sente thi rubtle attack on the shingle indurtry in the State Houaing Act to be voted on November 7th and was among thc 6rst to voice an emphatic Protcst. What Pcter B. Kyne thinks of the "Shingle Bill" is set forth in the following charactcriatic article from his pen.

By Peter B. Kyne

There be three things that interest me profouudly. Yea, four. The way of a man with a maid, the way of a serpent on a rock, the way of an eagle in the air and the way 9f th9 ingenious person who framed the State Housing Act,-familiarly known as the "shingle BiII", No.5 on the ballot at the November election, and then slipped the infamous bill past the noses of the lumber interests of California, through both houses of the I-:egislature and. up to Governor Stephens for his signature. Wherefore, we are saddled with the expense of a referend.um election on the State Housnig Act. -

Somebody has referred to this bilI as-"a woodpile wrapped around a Nigger. " At any rate, the clause that outliws the use of shingles for roofs is cunningly tueked away in a wilderness of verbiage that seems fairly to clrip with pity for the misinformed who use shingles and thus subject themselves to a hitherto unsuspected fire risk. Under the slogan of Safety First, the State Housing Act would'-not only render building more expensive, but it would', by vicious legislation, outlaw the manufacturers of shingles and sub' stilute patent rofing, alleging as an excuse for sueh men' dacity, that ffre risks are thereby greatly red'uced.

ThL'question is: Are they? Not so you'd notice it' Shin' gles are made from two singularly non-inflammable woods, iedwood and red cedar. Neither of these woods contain the slighest percentage of resinous products and. experience has demonstratecl that they are extremely slow to ignite from such chance sparks as may fall upon them from an adjacent conflagration. On the roof of Fort Humboldt redwood shingles seventy years old may still be found in an excellent state of preservation.

The shingle industry is one of the oldest in California. Millions of dollars are invested in it, thousands of people

draw their sustenance from it. It is a cheap, popular, d.urable and time-honored rooffng material, popular with the masses and never before spoken of d.isrespectfully, not even by firemen ! The State Immigration and Ilousing Commission has hastened.to its defense by publicly repudiating the State Housing Act when their attention was called to the pious hypocrisy of the alleged intent of the bill.

If competition is the life of trade, it would seem the part of wisd.om, if not common justice, to preserve the modest shingle yet a little longer an<l not relegate it to the limbo of forgotten things at (I suspect) the behest of some extremely adroit competitors.

Down wid' em!

OKLAEOM/A, DEALER OPENS YARD IN L. A.

William Bowbell, formerly a retail lumber operator in Oklahoma, has opened. a yard at 1025 Minton street, Los Angeles, just off of Santa Monica Boulevard. He will do business under the name of the Bowbell Liumber & Material Company.

SHINGI,E MEN MEET DECEMBER, 7 AND 8

The annual meeting of the Shingle Branch of the 'West Coast l-.rumbermen's Association will be heltl at Seattle, Wash., Thursday and Friday, December 7 and 8. This or-' ganization comprises most of the important manufactureis of red cedar shingles in the Northwest. Jack Dionne, publisher of THE CAIJIFORNIA ITUMBER MERCHANT, is named as one of the speakers on the program.

SUGAR

EVERY ONE of the readers of Jack Dionne's most valuable "lumber service" periodical should be interested to' know that we can give "unbeatable service" on cedar poles, posts and piling, either rail t ' ' r r ir r - I tt or cargo, besides "shingle servrce.

If business a rs slow, don't holler-hustle!

(Continued from page 5) the offices in the Lumbermen's building, San Francisco, will remain in charge of Jessie Eggleston, assistant secretaryEsnager.

Acloption of the constitution and election of officers at lhe afternoon session followed brief opening preliminaries in the morning and a few snappy talks by retailers from vqrious parts of the state.

By way of getting the boys better acquainted, President Conner introduced a song leader &s soon as he had fired the opening gun. This made everybody feel at home.

Ben Reed, well known San Francisco wholesaler, told of the hard ffght that still lies before the lumbermen to defeat the Housing biU with its vicious anti-shingle provisious. "Most of you fellows are too busy sawing wood to give attention to something that is eating at the very foundaiion of your business," he declared.

_ The only formal talk of the session was by Arthur Dunn, San Francisco attorney and counsel for many important industrial and merchandising assoiations. He gave i world of practical advice on what associations can and cannot do.

, "To most people," he said, "co-operation in a trade association is spelled P.R-I-C-E. As a matter of fact the price consideration should be the last consideration,,' and he went on to explain the provisions of the Cartwright act and other Oalifornia laws governing the operation of trade associations.

1'Of cours^e," he pointed out, "association membership is no eure-all for your economic and industrial ills. But too m-any folks look upon membership dues as a liability instead of an investment.

Try This One

" The man who permits his neighbor constantly to hold the umbrella over him is no good in any industry. He is not a good citizen, " was his closing argument. IIe later submitted to a series of questions from the floor which brought out many important and instructive points.

Subsequent discussion developed many characteristic expressions from individual retailers. F. Dean Prescott of Fresno reviewed the somewhat uncertain course of the association formed a year ago and declared in favor of a strictly retailers'organization, yet not excluding retail yards owned by manufacturers or wholes4lers.

A. C. Bowers of Anaheim promised to get the " Orange county boys" together.

C. W. Pinherton of Whittier, who afterwards was elected president, wanted to let the rest of the crowd know what Southern California is doing to defeat the Housing bill, and showed specimens of the full-page advertisement prepared by the Lumbermen's Service Association of Los Angeles, now running in about 40 Southern California newspapers.

"Association work is my hobby," declared. Mr. Pinkerton, and "to be willing to do for the other fellow what you would expect him to do for You," is a good association creed..

Before adjournment for luncheon A. J. "Gus" Russell spoke briefly on the anti-shingle bill, declaring that if the lumbermen win this ffght it is "this bunch that is going to win it," meaning the lumbermen outside the big cities. The big cities are threatening to vote for the bill-against shingles-he said.

At the afternoon meeting A. I_.i. Porter, secretary of the Western Retail I:umbermen's Assoeiation, invited all California dealers to attend the annual meeting of that organization in Spokane, February 14,75,16 and 17. He reviewed, briefly, the history of that organization and extend.ed best wishes for success and prosperity to the new California association. J. C. Ferger of Fresno, who is president of the Western Association, joined with Mr. Porter in extend.ing the invitation to the Spokane convention.

In appealing for solid support of the California association, Mr. Ferger pointed to the standardization of sizes as one of.the numreous problems that can profitahly eugage the attention of the state body.

Charles G. Bird reported that everyone in Stockton is e^aggr t9 join; E. M. Tilden brought similar tidings from Oakland and the trans-bay district.

T. J. Rridegford declared the retailers in Sonoma county unanimously in favor of the association idea; ,,to deal honestly with your competitors" should be one of the maiu ob;er:ts, he said.

i\'. lVlcNeir of St. Helena said the Napa county folks u'ould join; -lt). T. Robie gave similar testimony for the upper Sacranrento valley; O. IL Miller said the sarre for the-c-ity of Sacramento.

Robert Inglis of Stockton referred to the legend of the seven sons and the seven sticks to illustrate the strength of rrnity.

"I am strong for it," said J. G. Martin of Fresno.Secretary Tennant then told of his experiences in traveling through the state and meeting the individual lumbermenl He found them unanimously in favor of the association.

R.-A. Iliscox spoke for "a little village in the,central part of the state-San Fbancisco. " He siid the retailers here were for it.

R. F. Hammatt, secretary of the Redwood Association, promised the hearty support of the redwood manufacturers.

Mr.-Ferger then read the constitution as prepared. by the committee and on his motion, seconded by R. 0. Deacon, it was adopted.

W. E. Landram of Merced read the report of the nominating committee and without debate the 2l nominees named by the committee were elected. directors.

The new board then got together and elected officers.

The convention was brought to a brilliant close Saturday night with a dinner, dance and entertainment in one of the ballrooms of the Whitcomb Hotel.

Here is the list of registrations:

Noah Adams, Noah Adamr Lumber Co., Oakland; E. R. Allen, The Timberman, Portland, Ore.; George H. Andereon, Alameda. W. F'. Baird, Madera Sugar Plne Co., Madera; W. C. Ball, J. R. Hanify Co., San Franclsco; L. E. Bancroft, Callf. Portland Cement Co., LosAngelee; J. R. Bertholf, C. & O. Lumber Co., S. F.; Wm. H. Besecker, Oakland Lumber Co., Oakland; Chas. G. Bird, Stockton and Slmpson-Gray Lumber Companies, Stockton; H. A. Browning, H. A. Browning Co., Los Angeles; A. C. Bowers, AdamsBowers Lumber Co., Anaheim; T. J. Bridgeford, Bridgeford Planing Mill, Sebastopol; Percy J. Brown, Holmes-Eureka Lumber Co., Eureka; B. E. Bryan, Strable Hardwood Co., Oakland; G. A. Bryan, Shasta Lumber Co., Marysville; F. W. Burgess, Union Lumber Co., S. F.; C. R. Buchanan, Sunset Lumber Co., S. F.; G. C. Burnett, Burnett Lumber Co., Tulare; S. L. Butler, Union Lumber Co., S. F. Harry A. Cahalan, Cahalan Co., Burlingame; C. H, Chapman, C. H. Chapman Co., Santa Ana; Mrs. F. El. Conner, Sacramento Lumber Co., Sacramento; Fred E:. Conner, Sacramento Lumber Co,, Sacramento; Harry B. Corlett, Relnhart Lumber & Planing Mill Co., S. F. J. L. Dartt, California Portland Cement Co., L. A.; R. P. Davison, Ward Lumber Co., Oakdale; R, O. Deacon, Deacon Lumber Co., Fresno; G. R: DeVore, American Lumberman, S. F.; A. A. Dimmick, California & Oregon Lumber Co., S. F.; F. G. Duttle, Sterling Lumber Co,, S. F.; B, R. Duvall, Ripon Lumber Co., Ripon; Mrs. B. R. Duvall, Ripon Lumber Co., Ripon.

Jessle Eggleston,.Cal. Lumbermen'g Ass'n, S. F.

W. H. Falconbury, Modesto Lumber Co., Modesto; J. J. l-arley, Paciflc Lumber,Co., Fresno; J. C. Ferger, Swastika Lumber Co., Fresno; D. F. Fickltng, Fickling Lumber Co., Long Beach; El. L. Fifleld, Qerllnger-Anderson Lumber Co., S. F.; D. A. F'raser, Lodl Lumber Co., Lotli; George B. F'uller, Colombo-Fuller Lumber Co., Santa Rosa; II. S. Fuller, Fuller Lumber Co., Lodi, J. U. Gartln, Stanlslaus Lumber Co., Modesto; H. S. Gaines, Gibbs Lumber Co., Placentia; Roy R. GiU, Chas. R. McCordick Co., S. F.; L. A. Godard, Hendrickson Lumber Co., S. F..; Robt. S. Grant, California Door Co., S. F.; Clayton Greene, Vauejo Builders'Supply Co., ValleJo; C. H. Grifren,,C. H. Grifren Lumber Co., Artesia; H. M. Gunton, Santa Fe Lumber Co., S. F. E. IM. Haight, M. f'. Mitchell Co., Carlotta; R. F.. Hamilton, Pacific Lumber Co., S.,F.; P. C. Hansen, P. C. Hansen Co., Cen- terville; R. f,'. Hammatt, California Redwood Ass'n, S. F..; Lloyd Harris, Ilolmes-Eureka Lumber Co., S. X'.; James H. Harrison, unattached, Berkeley; Isaiah Hartman, Hartman & peery, Boul- der Creek; Chas. C. Ilavens, Havens-Holm Lumber Co., L. A.; Henry M. Hinck, Dolbeer & Carson Lumber Co., S. F. F. V. Ilolmes, Holmeg-Eureka Lumber Co., S. I'.; L. A. Horton, Calit.- Portland Cement Co., Fresno; E. C. Hughes, peninsula Lumber Co., $. F.; Vere W, Hunter, unattached, S. F. Robt. Inglis, San Joaquin Lumber Co., Stockton; 'W. E. Innea, W. E. Innes Co., Eureka,

W. B. Jefrerson, GreaterCity Lumber Co., S. F.; A. B. Johnson, A. B. Johnson Lumber Co., S. F.; George A. Johnson, Benecia.

A. A. Kaulfman, MacArthur & Kaufman, S. F.; C. L. Kaufrman, MacArthur & Kaulfman, S. F.; H. C. Kofoid, H, C. Kofoltt Lumber Co., Caruthers; Mrs. H. C. Kofotd, Caruthers; J. 'Walter Kelly, Chas. R. Mccormick & Co., S. F.; S. O. Krantz, CALIFOR- NIA LUMBEIR MERCHANT, T,. A.

Jack Lahifi, Cornell'Wood Products Co., L. A.; W. E. Landram,

Merced Lumber Co., Merced; H. G. Larrlck, Barr Lumber Co., Santa Ana; A. N. Lofgen, MacDonald & Harrlngton, S. F.; W. T[. Long, Hill & Morton, S. X'.

trl. S. McBride, Davis Lumber Co,, Davls; Mrs. E. S. McBrtde, Davis; W. P. Mclntyre, Redwood Monufacturer, Fortuna; A. McNair, McKinnon-McNair Lumber Co., St, Helena; A. D. McKtnnon, McKlnnon Lumber Yard, Hollister; P. C, MoNevin, Paclflo Lumber Co., S. X',

W. B. March, March Lumber Co., Klink; J. E, Martin, CALIFORNIA LUMBER MERCHANT, S. F.; J. G. Martln, Fre8tro Lumber Co., X'resno; O. H. Mlller, Knor Lumber Co., Sacramento;

C. W. Muller, Western States Lumber Co., S. F.; John P. Muller, J. R. Hanify Co., S. F.

J. R. Neylan, Booth-Kelly Lumber Co., S. F.; B. A. Nlxon, Nixon Lumber Co., Lockeford; P. M. Norbryhn, Rlo Llntla.

R. R. Pattergon, C. & O. Lumber Co., Stockton; A. J. Pau, Pacifc Lumber Co., S. F.; W. B. Peery, Hartman & Peery, Boulder Creek; A. L. Porter, Western Retail Lumbermen'g Ass'n, Spokane, Wash.; F. Dean Prescott, Valley Lumber Co., Fresno.

Ben W. Reed, Reed Lumber Co., S.3'.; I/. Rosenberg, Rosenberg Lumber Co., Fresno; S. P. Ross, Central Lumber Co., flan- ford; S. H. Rothermel, Central Lumber Co., Stockton; A. J. Russell, Santa Fe Lumber Co., S. F,

tr'. L. Sayre, Sterling Lumber Co., S. F.; W. W, gchall, Caltf. Portland Cement Co., L. A.; H. F. Schroeder, Tynan Lumber Co., Paso Robles; Howard H" Scoville, J. R. Hanify Co., S. F.; C. Stowell Smith, Calif. White & Sugar Pine Mfrrs. Ass'n, S. F,; P. E. Sullivan, Sullivan & Larsen, Rio Vista.

El. D. Tennant, ,Calif. Lumbermen's Ass'n, S. F.; E. M. Tild€n, Tilden Lumber Co., Oakland; J. L. Todd, Western Door & Sash Co., Oakland; R. E). Tracy, Friend & Terry Lumber Co,, Sacramento; X'rank W. Trower, Trow'er Lumber Co., S, F..; James Tully, General Supply Co., Falroaks; Allan Turner, E. K. IMood Lumber Co., Oakland. & L, Vanoe, Calif. Portland Cement Co., L. A.; H. Fr. vinc€nt, E. K. Wood Lumber Co.. S. X'. __ L. H. Warnecke, National Mill & Lumber Co., S. F..; George 'Weir, Coos Bay Lumber Co., S. F..; R..F.. Wells, 'West'Turlock Lumber & Mill Co., Turlock; Earl E. 'White, Caltfornla Door Co., Folsom.; G. M. Whiteglde, Hobbs lMall & Co., S. F.; D. A. Iililltamson, X'erguson Lumber Co., Galt; R. O. Wilson, Fyfe-Wllson Lum-ber-Co., S. F.;, W. H. Woods, ,Coos Bay Lumber 0o., S. l,'.; 'W. C. Woodward, Cotati Lumber Co., Cotati.

R. A. LONG IN CALITOBMA

Robert A. Long of Kansas City, head of all the I_:ong-Bell enterprises, accompanied by Mrs. Long, visited Catfomia for a few days late in October, coming d.own from portland.

MR. McCORDIICK ON EASTERN TRIP

Charles R. McCormick, president of Charles R. McCormick & Co., has gone to the Atlantic Coast on a busin6ss trip.

EOTFIII/A,N TO REPRESENT WESTERN gTATEg

The Earl Hoffman Comapny, one of the best known wholesale concerns in Los Angeles, are now representing the Western States Lumber Company'in Southerri Californla.

DIMIIIICE VISITS IELL AT BR,OOKNGS

A. A. Dimmick, manager of the California & Oregon Lum_ ber Company, has returned from a two weeks, tr-ip to the com_pany's mill at Brookings, Ore. He sayp that the mill is working to capa-city and that they are now working alternete weeks on fir and redwood.

.

HOO.HOO

DOINGS and SAYINGS of TOM

BIG CONCAT AT PHOENIX NOVEMBER 3 TO BR,INC MANY OF TIIE FAITIIFUL TOGETHER

The next big event so far as Hoo-Hoo in this particular part of the country is concerned, is the concat at Phoenix next Friday, November 3. A big crowd is going over from Los Angeles and as it is state fair week at Phoenix a good attendance from all parts of Arizona is certain.

P. I. Merrithew, the vicegerent of the district of which Phoenix is the center, has charge of preliminary arrangements and is working up an interesting program. John C. Light, state counselor for Arizona, is co-operating with hin.

The idea is for every one to attend the state fair during the day and then get together at the Phoenix Country Club at 6:30 in the evening, where the "big feed" wiII be served. The concat will follow the dinner. A promising class of lively kittens already has been rounded up.

Parson Simpkin and "I:ee" LeMaster, senior IIoo-Hoo of the Order, will be the principal speakers.

SNARK WILLIAMS NAMES OFEICERS TO SER,VE L. A. DISTRICT FOR YEAR

Curtis Williams, the newly installed vicegerent snark of the I-ros Angeles district, has appointed a complete set of officers to serve with him through the coming Hoo-Hoo year. In addition to the nine he has named. a number of committee ehairmen who, with the nine and the snark, will constitute the executive committee. The nine are:

Snark-Curtis Williams.

Senior lloo-Hoo-Phil B. Eart.

Junior Hoo-Hoo-B. W. Byrne.

Bojum-Jas. M. Chase.

Jabberwoek-Clifforcl S. Estes.

Arcanoper-B. W. Bookstaver.

Gurdon-J. L. Jenkins.

Scrivenoter-Floyd Dernier.

Custocation-E. S. Iloughton.

Other officers: General Treasurer, W. B. Wickersham; Big Brother Fund Treasurer, A. I-.,. Hoover; Custodian of Trophies and Relics, R. A. Forsythe.

Committee ehairmen: Initiation, Fred E. Golding; Entertainment, Berne S. Barker; Welfare, Henry Swafford; Membership, Elerman L. Rosenburg; Publicitl, S. O. Krantz; Finance and Auiliting, Milton Metzler.

SNARK DICKASON STATES PUBPOSES OF IIIS ADDtrMSTRATION IN FIR,ST COMDIUNICATION

In his first ofricial communication since assuming his high office six weeks ago, W. S. Dickason, Snark of the lfniverse, gives utterance to an excellent code of lofty principles for the consid.eration of all Hoo-Hoo through the coming year. Here it is:

I am deeply sensible of the honor conferred upon me by my election to this high office, but I am also mindful of the responsibility your confidence imposes, and I shall end.eavor that no act or omission of mine may forfeit it.

I shall labor to carry on the work inaugurated and so ably advanced by my predecessors.

Our purpose shall be to create conffdence and promote harmonious relationships among all members of every branch of our industry that we may render a better and. greater service to the consumer and the public.

To make Hoo-Hoo, through the organization of clubs in every lumber center, the open forum for discussion and solution of problems of mutual interest, and to acljuclicate clifferenees with fairness and- amity that the greatest good be done the greatest number.

To encourgae home ownership and promote and aid. wherever possible those institutions that enable the worthy and ambitious to realize their ideals.

To encourage conservation of our forest by advocating the use of every part of the tree.

To co-operate with national and regional and. state asso. ciations of lumbermen, to encourage membership and to

The.best way to make friends is to be one!

Some More of TOM'S SAYINGS

assist them wherever we c&n be of service.

Our slogan:

I:umbermen 700/o IJ.oo Hoo-FIoo 100/o Lumber.

The principles of our code of ethics are lofty and practical, a safe guid.e for daily action and the basis of all transactions' Their observance will be a credit to our members and our Order, and enable us to render to society our fuII measure of service.

Wishing you Health, Happiness and Long I-.rife, I am, Sincerely and fraternally yours, '

W. A. DICAKASON, Snark of the Universe.

GOVER,NMENT REPOR,T SEOWS KILN-DR'IED AND AIB-DR,IED WOOD EAVE SAME STRENGTE

Some interesting information on the comparative strength of air-dried. and kiln-dried wood are contained in a recent report issued by the United States forest products labora' tory and called to our attention last week by H. A. Browning, the hustling Los Angeles wholesaler. Here is the report: -

Some wood users claim that kiln-ilried wood is brash and not equal in strength to wood that is air-dried. Others ad' vance figures purporting to show that kiln-dried wood is much stronger than air-dried. But some 150'000 compara' tive strength tests, made by the Forest Products Laboratory of the U. S. Forest Service, on kiln-dried and air-dried speci' mens of 28 common species of wood show that good kiln drying and good air drying have the same effect upon the strength of wood.

fne betief that kiln drying produces stronger wood' than air drying is usually the result of failure to consid'er ilifrereoces in moisture content. The moisture cont€nt of wood on leaving the kiln is generally from 2 to 6 per cent Iower than that of thoroughly air-dried stock. Since wood rapidly increases in strength with loss of-moisture, higher strength values may be obtained from kiln-dried. than from air-dried wood. Such a difference in streugth has no significance, since in use a piece of wood wiII come to practically -the same moisture condition whether it is kiln-d.ried or air-dried.

It must be emphasized that the appearance of the dried wood is not a reliable criterion of the effect the dryiug process has had upon its strength. The shsngth properties may be seriously injured without visible damage to the *ood. Also, it has been found that the same kiln-drying Drocess cannot be applied with equal success to all species. ho insure uninjured kiln-clried' material, a knowledge of the correct kiln conditions to use with stock of a given species, grad.e, and thickness, and a record showing that no more severe treatment has been employed, are necessary.

MR. R.ICEARDS NOW ON WAY IIOME

U. G. Richards, formerly vice-president of the E. K. Wood Lrumber Company, is on his way back to the Pacific Coast, and the last reports received. were that he had arrived at Lra Junta, Colorad,o. Mr. Richards has been on a motor trip for the past four months and was as far east as New England. IIe is returning by way of Raton Pass and reports that if the gas holds out that he wiII reach San Francisco about November 15.

WEAVER ROOF COMPANY

Mission Red Weaver Roofing

Is particularly adapted for all structures requiring an ornamental finish. The same dependable base is employed as in the Gray Weaver Roofing. Into the coating which is placed by machinery on lhe select rag felt, is pressed natural red finish, imper' ishable in quality, rich and permanent in color.

: you cantt go wrong selling WEAVER ROOFING we wont let you! Every roll of our product is sold on the warranty of "Satisfaction or no moneA acceptet'

Weaver Roofing should be obtainable from your stock by those who know

Dave Always Will be on Time Now

It-was,a *great time" for David 'Woodhead, retiring snark of the l-ros Angeles Hoo-Hoo district at ilrc City Clnb l\lontlay night of last week.

Mr. 'Woodhead was the guest of honor at a banquet and. entertainment ofrered by members of the district Ct which nearly 100 of the faithful attended.

In testimony of the sincere afrection in which he is held !y att lumbermen and in appreciation of the splendid services that he rendered. during his two years of snarkship. he was presented with a handsome mahogany clock, with 66au- tiful chimes, the face properly ornamented with emblematic black cats, and a suitable inscription on a small gold. plate, attached.

Instead of the nurherals to mark the hours, the twelve spaces are occupied by these words,"By The TaiI Of The Great Black Cat, Black Cat, Hoo IIoo. "

And a further testimonial was given in the shape of a booklet of parchment leaves, bearing the names of members of the Order subscribed to the following declaration: ,,To David"Woodhead, retiring vicegerent of the Los Angeles district, 1920-22-4' Hoo-IIoo and a man-an expression of afrection and esteem from the members of Hoo-Hoo of the 1eg Angeles district. "

The presentations were made by Curtis Williams, the new snark, who spoke in a delightfully happy vein. Before the clock was even mentioned, Mr. Williams referred. impa-

tiently to the eircumstance that he has been ealled upon to stand in Dave'Woodhead's shoes, "and it can't be d.one," he asserted as a pair of enornous shoes of grotesque shape and pattern were hauled into view.

"But if I can accomplish one-tenth of what you have d.one and gain one-tenth of the affection and^ regard of Hoo-IIoo I shall be happy. With the wish that every IIOUR, may bring you health and happiness, the members of Hoo-Hoo present this slight token of their,regard. May it tick ofr a long time, " and members of a waiting committee brought forth the clock.

Mr. 'Woodhead- was completely surprised, but with his usual readiness to say the right thing at the right tine delivered himself of a pleasing address of thanks, and told how thoroughly he had enjoyed the two years of his administration.

Then followed a few hours of song and story-telling and attempts at speech-making which rounded out a joyous and wonderfully successful meeting. Among the speakers were Ir. R. Fifer and C. V. Gray of Seattle, and A. B. Wastell of Santa A'a, who had charge of the IIoo-Hoo building at the San Francisco exposition.

Members of the committee in charge of the Anti-Shingle ffght appealed to the lumbermen for further support to get every one to vote "no" on proposition No.5 on the ballot at the fortheoming election.

Handsome Mahogany Clock Given to David Woodhead by Los Angeles Hoo-Hoo

Thanks, Southern California Association

Several months ago Mr. Jack Dionne began publication of the CAITIFORNIA ITUMBER, MERCEANT, ofrices 408 Fay Building, Los Angeles, California. Most of you have seen it. ft is a Irive Wire Publication. At the September meeting the direetors, by unanimous vote, iustrusted. the Secretary to call attention to this magazine and, without prejudice to any other trade paper, urge our members and all lumber and building material men to give the CAIJIX'ORNIA I-/UMBER, MERCHANT their hearty support.-Report of F. L. Morgan, secretary-treasurer, Southern California Retail Lumber Dealers' Association.

S. F. Salesmen Have One Live Wire Club

Although one of the youngest, one of the most active organizations among the lumber fraternity of the. Bay Pistrict. is the Lumber Salesmen's Club of San Francisco' The club'is made up of salesmen representing the retail yards of San tr'rancisc-o and is the only organization of its kincl in California. At the present time it has a membership of twenty-five.

At a luncheon of lumber salesmen on November 2, t921, which was called together by Ben Reed, secretary of the I-:umbermen's Associalion of San Francisco, the matter of organizing was d.iscussed and the following week offieers were ilectect and plans made for a permanent organizalion. Since that date t[e cltrb has met every Monday for luncheon at the Palace Hotel to d.iscuss local conditions in the lumber rnarket and whenever possible a prominent speaker is invited to address the club.

Socially the boys are very much alive and during the -past summer ieveral outings were had, which included a picnic at San Rafael, a trip io Paradise Cove, and a Sunday boat trip around the harbor.

During the winter the club is represented by a bowling team arrd. the lumbermen are still talking about the annual banquet held at Marquard.'s last April.

Tlie ofricers of the club are: Riehard C. Jones of the Yan Arsd.ale-Harris I.lumber Co., president; M. N. Salomon of the Acme Lumber Co., vice-president, and F. W' Elliott of Charles R. McCormick & Co., seeretary and treasurer

Members of the club are especially anxious to welcome retail lumber salesmen to attend. their club luncheons.

WASIIINGTON SIilNCLE MANUFACTI'R,ER CALLS ON 8AN JOAQIIIN RETAIL TR,ADE

H. J. Bailey, sales manager of the Saginaw Timber Company of Aberdeen, Wash., arrived in San Francisco last iveek, not only to review the situation in connection with the outlawing of shingles and the possibility of its being a penal offense to use them in the future, but also to visit his otd-ti*e customers who have used Saginaw Special Stars for years. -

In company with Earl A. Carlson, the demon salesman for the Santa Fe Lrumber Co., Mr' Bailey took an autonobile trip through the San Joaquin Valley,^but went from Bakersffeid to I-ros Angeles by train. The Santa Fe Irumber Company has represinted the Saginaw Timber Company in California for the last seven Years.

ORANGE COUNTY TO IIAVE DISTRICT

A separate Hoo-Hoo district has been created in Orange county, as the membership is growing. A' C. Bowers of the Adams-Bowers Lumber Company, probably will be vice' gerent for the district. A concatenation soon will be held'

BUTLDTNG PERLTTS TAKE JUMP

Incomplete figures on the volume and value of builcling permits issued in the city of Los Angeles for the month of bctober show a valuation of approximately $12,000,000. For' lhe first 21 days of the month the valuation was in excess of $8,500,000, and the rest of the month has been continuing that record

J. R. MOOREEEJA,D, POPULAR SECBETARY Of SOUTEWEST ASSOCIATION, PASSES AWAY

The lumber industry of America lost one of its noblest characters last Tuesday, October 24, when James R. Moorehead, the veteran secretarY of the Southwestern l:umbermen's Association, passed away sud.denly at his home in Kansas City.

"Jim" Moorehead was d.ean of all the retail lumber secretaries of the country and had an acquaintanceship and. a friendship amo4g lumbermen as wide as the nation itself. Every lumberman of consequence knew "Jim" Moorehead, and loved him. The great r.

R. Mo.REHEAD ffiT'"llll S:"-li:t"?iil"1ff fi*:l:

ful and most successful in the country and it grew that-wey i;;"1; Tu"ooeh his wonderful executive taleuts and his faiintut and untiring devotion to its cause' --d;id an oltl time ietail lumberman himself, and the 9wn9r ota "ri-U.r of retail yards everr at the -time of his death' ne u"ae"stood the retailers' problems and made his-orgaqi,uti* .."". them wonderfully well' Of him it can be truly .uia,-"ni" place will be haicl to fiII." His place in the trearts of his nurnerous friends cannot be filled'

EXPOBT ASSOCIATIOIT HAS EEABINC

The case of the Federal Trade Commission against the nougtas Fir Exploitation and -E-xport Company. was-opened at S"an Francisdo last week. The commission is seeking to show that the eompany has enjoyed a monopoly of.the fir iumne" export busiiesJ during several years of its existeqee, that it seets to establish and maintain prices and control the export trade not only of the Unitetl States but of Canada' Th^e company contends that it is organized under provisions of the 'Webb act and that its activities have not been con' trary to law.

S. F. CLUB EEARS MENGER DISCUSSED

At a joint meeting of the I-rumber Salesnen's Club of San Francisco and the Liumbermen's Association of San Fran' cisco. held at the Palace Eotel on October 12, Arthur Joel of the Civic l-.league spoke on the Southern Pacific Merger. Ben B. Reecl anct Richarcl C' Jones presided at the meeting.

RUSSITM SAYS "EELLO" TO HEADQUABTEBS

O. L. Russum, representative of Charles R. McCormick & Co.. in the San Joaquin and Sacramento valleys, spent -sev' erai days recently at the company ofrice in San Fhanciseo. Mr. Ruisum was formerly connected with the McOormick yard.s at San Diego, but about six months ago took over the valley territories with Stockton as his headquarters.

.,DURO'' BOARD SIIOWN AT EXPOSITION

The tialifornia Cedar Products Co. of Stockton were exhibitors at the California Industries Exposition showing thcir Plaster 'WaIl Board which is trade-marked "Duro." Duro Board is made of rvater-proof paper with a center of which the basis is fibered gypsum plaster combined with other materials und.er their own formula.. It is suitable for interior or exterior use and can be papered, tinted. or paintecl. Duro Board is manufactured at Stockton, Calif.

Let merchants compete with each other in giving servicer and the price'cutter will soon be left so lar behind that he will immediately become an unknown quantity.

L. A. District Dealers Form Club

Organization of the "Los Angeles District l:umbermen's Club" has just been perfected by a group of about 60 retail lumber dealers operating in Los Angeles and immediate vicinity.

_ Meetings are held every Thursday at noon at the City Club. Informal speaking, by persons with real messages to deliver, generally preced.es the business session.

The following officers have been elected to serve until January 1:

President-W. E. Woods, Woods-Beekman Lumber Cc., Beverly Hills.

First Vice-President-Orville Routt. Pioneer Lumber Co.. Ilollywood.

Second Vice-President-.F. L. Fox, Fox-Woodsum Lumber Co., Glendale.

Third Vice-President-A. M. Tate, Tate Lumber Co.. Huntington Park.

Secretary-Tlss5ursr-Il. G. Betts, Montgomery Lumber Co., Culver City.

The Executive Committee includes the foregoing, as well as the following: J. C. Owens, Owens-Parks Lumber Co., 1-.,69 Angeles; D. Woodhead, Woodhead Lumber Co., I_.,os Angeles; A. J. Stoner, Sawtelle Lumber Co., Sawtelle; E. F. Ifeiser, Independent Lumber Co., Glendale.

The objects of the elub are largely social, but include also, according to the constitution, " exchange of information regarding accounting as recommended by the department of state, knowledge of costs and. sound ethical practices for the betterment of the industry and the public. "

The territory embraced extends from the coast along the eastern slope of the Santa Monica mountains to San Fernando road; north from there taking in the "BurbankGlendale district" to La Crescenta; from there in an easterly direction to, but not including, Pasadena; south from there to and including Alhambra; and south from Alhambra to Montebello, Downey and Compton; from there in a westerly direction to the coast and including Redondo. This jurisdiction may be extended when, in the judgment of the executive committee, it is advisable-this includes San Gabriel and Arcad.ia.

A number of sub-districts have been formed, each'with a vice-president of the club in charge, as follows:

Sawtelle, Bay District, Culver City, Beverly Hilts. A. J. Stoner, Sawtelle Lumber Co.

Glendale, Burbank, Eagle Rock. Mr. Fox, Fox-Woodsum I-:umber Co.

BeII, Iluntington Park, Alhambra, San Gabriel. W. C. Schull, J. & W. C. Schull Lumber Co.

Hollywood, Sherman. Orville Routt, Pioneer I-rumber Co., Hollywood.

Ilunter's 'Wharf on the Oakland waterfront has been purchased by Hogan Lumber and Mill Company of Oakland and will be used in the future development of that concern's lumbering interests. The wharf is on the Alamed.a side of the estuary opposite the Hogan I"iumber & MilI Company's mill at the foot of Harrison street. In acldition to the wharf, which is 350 feet long, the company has bought one and a half acres of land in Alameda acljoining the wharf property. The company is preparing to bulkhead the wharf and fill in beyond it. The mill property then will be firrther developed. there.

GEOR,GE WOOD ON WAY TO TEXAS

George W.'Wood, of Wood Brothers, Santa Cruz retailers, one of the livest lumber merchandising concerns in the state. has started on a business trip to Texas. He will stop at Phoenix and other points along the way.

WANT AD and FOR SALE AD DEPARTMENT

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

OFFICE MAN UTANTED

Young man with lumber office experience for Los Angeles yard. One who can operate typewriter and take orders over telephone. Quick advancement for right young man. In replying give full particulars in own handwriting. Address No. 82W, care CAT,IFORNIA ITUMBEIi MERCHANT.

EXPERIENCED R,ETAILER, WANTS L. A. POSITIOIT

Ilave executive ability; 40 years old; 20 years in retail lumber; in So. Cal. 10 years, line yard manager; thoroughly familiar with all details connected with retail yard. Living in own home in L. A. and do not want to leave city. Addresi LLA, iare CAIJIFORNIA IJUMBER, MEB,CHANT.

Some men are like a corkscrew; the strength of their pull is in their crookedness.

"The World Offers Golden Pfizes to the Man Who Thinks"

EOGAN INTEBESTS BIry WHARF AT OAKLAND

A creative, thought-provoking, home building advertisement for lumber dealers.

A HOME

YOUR CHILDREN'S

FOR YOUR CHILDREN'S SAKE

Study your children!

You have ambitions for them-every one. Ambition thrives only on real home life.

You Ambition life.

A home that is all YOURS-and all THEIRS.

Real home life demands a HOME of your own.

An inspiration for the present.

A safeguard for the future.

We will be glad to discuss your home problem with you-without obligation.

Prqpf[hrner Products

They save space, construct, ion, time and money.

Sell themselves,&trd the fact that you can supply these modern utilities, often "cin, ches" other business that might go elsewhere. Because they are built right, sold right and advertised right, Pratt-Warner Products are boosted by every dealer. They assure him quick turn, over at a good margin.

Learn all the details of the con, structive sales - building proposi. tion Pratt & Warner offer vou. Mail this coupon NO\M

Are you getting your share irf thfs basinessl Oter Z5 per cent of all the nec"v homes

erected", specify Buik. in lroning Board.s!

Pratt,Warner Products are simple and practical. Perfectly designed and conscientiously built. Will last as long as the house itself.

Gentlernen:

We want to learn more aborrt vour linc of built.in Ironing Boards and Bath-room Cabinete. With6ut obligation to us, send details of your proposition.

Every man who steps into your office to talk lumber or sash and doors for a new home is a practically sure sale for one or more

PRATT eL WARNER, 1635 Staunton Ave., Los Angeles, Cal.