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