A PRACTICAL TAIK

Why do YOU stand the loss in air dryrng lumber in your yard?

Why do YOU go to the expense of "sticking" your lumber piles?

Why do YOU sell dimension, surfaced unseasoned that is necessarily uneven widths and thicknesses?

Do YOUknow how much you lose every month and every year through the deteriorationof grben lumber in your yard?

Do YOU know that green, unseasoned Common shrinks on an average 3rl2Vo in width and thickness?

YOU can avoid all these tribulations by purchasing CENTRAL COAL & COKE CO.'S (Trademarked ttC.

Old GrowthYellow Fir-perfectly manufactured andperfectly kiln dried.

Every footin every grade of 1 inch and 2 inch is KILN DRIED.

By Jack Dionne

A lumber salesman of the keenest va-riety, long experience and fine thinking capacity, carne in the-other-<lay, and we spent a couple of hours just talking about lumber merchandising.

That is, he talked and I listened, because he was telling of the things he is encountering on his daily rounds, and he was loaded with good ideas.

"I am, as you know, thoroughly sold on lumber merchandising," he said, "and it sure grieves me to see how far behind some of the lumber dealers I call on-the majority of them, in fact-are, even yet, when it comes to doing constructive things of a merchandising character.

"Of course, there aren't any lumber yards any more. There isn't a single one on my present list that would come under the heading of 'lumber yard,' as we used to know them. They are all department stores for building materials. They carry everything in addition to lumber and shingles. They try to have everything a man comes in and asks for.

"But their greatest trouble, as I see it, is that they are too prone to sell the man what he asks for, regardless of how unsuitable the thing may be for the purpose. I think one of the wisest phases of merchandising building material is for the dealer to discover what the material is to be used for, and then make suggestions for best supplying that n-eed, regardless of what the prospective buyer's original thought had been on the subject. Knowing his goods and their uses, the dealer can often reqder a great service by making suggestions. But this very thing, the average lumber dealer is slow to do.

"The other day I was in a retail office when a customer came in and bought a bill oflumber. His list called for exact items and species of lumber, and the dealer sold them to him, and took his order witho,ut a suggestion of any kind. At least oqe of the items on the list was as utterly unfit for, the purpose for which it was to be used, as anything could possibly be, and I looked for the dealer to tell him so, as he went over the list. But Mr. Dealer said never a word.

"When ihe customer was gone I mentioned that particu- lar item to the dealer, and asked him: ,Why didn't you tell him that stuff was no good for the use he is going to put it to? You have plenty of stoc.k that would have served his purpose.'

"And the dealer answered: 'Oh, that guy is over,twentyone years old, so why waste my lifetryingto change his mind about what he ordered. He probably wouldnit have thanked me if I had, and we would simply have had an

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:,No mill shall be eligible to membership in WEST COAST LUMBERMEN'S ASSOCIATION whose gradcs are bclow the tcst of gradcs efficicncy established by thc Board of Trustces of said Association. Any member mill whose grades, over a reasonable period, shall fall below the test of grading cfficicncy, established by the Association, shall forfeit its membership in the Association.

This membership qualification, together with thc list of Association mcmbers in good standing, shall, from time to time, be nationally advertised."

Complying with thc above, WEST COAST LUMBERMEN'S ASSOCIATf ON lercby ccrtifics that- $c grad^cs_ and grading practice ol thc f;ilo;inc-millg. after ca.ciit .ttiifirj Ly compctent grading c-xpcrts, havc bccn found to run froo 9|o/o to IOO/o on gradc as to quality piigcritcO b-y ttrc d6ciat grading rulcs of \/cst Coast Lumbermcn'a Aasocratron:

ANACORTES LUMBER & BOX CO., Anacortes,'wash.

ASTORIA BOX COMPANY. Astoria. Ore.

BEAVER LUMBER COMPANY, Portland, Ore.

E. K. BISEOP LUMBER CO., Aberdeen, Wash.

BOOTH-KELLY LUMBER COMPANY, Eugene, Orc.

BRIDAL VEIL TIMBER CO.. Bridal Veil, Ore.

BUFFELEN LBR. & MFG. CO., Tacoma, \Mash.

CARLISLE LUMBER CO., Onalaska, Wash.

CARLSBORG MILL & TBR. CO., Seattle, Wash.

CASCADE LBR. & SHG. CO., Snohomish, Wash'

CENTRAL COAL & COK'E CO., Kansas City, Mo.

CLARK LUMBER COMPANY, Vancouver, Wash.

CLARK-NICKERSON LBR. CO., Evcrett, Il[/ash.

CLARK & WILSON LUMBER CO., Linnton, Orc.

CLEAR FIR LUMBER CO., Tacoma, Wash.

A. F. COATS LUMBER CO., Tillamook, Ore.

COBBS & MITCHELL CO., Portland, Ore.

CORVALLIS LBR. & MFG. CO., Portland, Ore.

CROSSETT WESTERN COMPANY, Wauna, Orc.

DEMPSEY'DUMBER CO., Tacoma, Wash.

ERNEST DOLGE, INC., Tacoma, \ll/ash.

DOTY LUMBER & SHG. CO., Portland, Orc.

DU BOIS MILL CO., Vancouver, \l[/ash.

EAGLE LUMBER COMPANY, Portland, Ori.

EAST SIDE MILL & LBR. CO., Portland, Ore.

EATONVILLE LBR. CO., Eatonvillc, Wash.

ECLIPSE MILL COMPANY, Everctt, Wash. i

EMERY & NELSON. INC., Napavine, Wash.

FIDALGO LBR. & BOX CO., Anacortes, Wash.

FISCHER LUMBER COMPANY, Marcola, Ore.

G. H. P. LUMBER CO., Hillsboro, Ore.

GLENDALE LUMBER COMPANY, Glendalc, Ore.

GRAYS HARBOR MFG. CO., Aberdcen, Wash.

J. P. GUERRIER LBR CO., Star Route, Chchalis, Wash.

HEWITT-LEA-FUNCK CO., Sumncr, Wash.

WM. HULBERT MILL CO., Everett, Wash.

E. E. JOHNSON LUMBER CO.. Coquille. Ore.

KENWOOD LUMBER CO., Portland, ore.

KLEMENT & KENNEDY, Seattle, Wash.

LAKE CLE ELUM LBR. CO., Roslyn, Wash.

LINCOLN CREEK LUMBER CO., Ccntralia, Wash.

LINDSTROM-HANDFORTH LBR. CO., Tacoma,Wash.

LONG-BELL LUMBER CO., Longview, Wash.

LUEDINGHAUS LBR. CO., Portland, Orc.

MACHIAS MILL CO., Woodinville, Wash.

MANLEY, MOORE LBR. CO., Tacoma, Wash.

McCORMICK LBR. CO., McCormick, Wash.

CHAS. R. McCORMICK LBR. CO., St. Helens, Ore.

McKENNA LUMBER CO., McKenna, Wash.

L. B. MENEFEE LBR. CO., Portland, Ore.

MUL?NOMAH LBR. & BOX CO., Portland, Orc.

MUMBY LBR. & SHG. CO., Scattle, Wash.

MUTUAL FIR COLUMN CO., Tacoma, Wash.

MUTUAL LUMBER COMPANY, Bucoda, Wash.

NETTLETON LUMBER CO., Seattlc, Wash.

NICOLAI DOOR MFG. CO.. Portland, Ore.

OREGON LUMBER CO., Baker, Orc.

OSTRANDER RY. & LBR. CO., Ostrander, Wash.

PACIFIC NATIONAL LBR. CO., Tacoma, Wash.

PACIFIC SPRUCE CORPORATION, Portland, Ore.

PACIFIC STATES LUMBER CO., Tacorna, Wash.

PALMER LBR. & MFG. CO., Chehalis, Wash.

PARKER LBR. & BOX CO., Everett, Wash.

PENINSUI-A LUMBER CO., Portland, Orc.

POSEY MFG. CO., Portland, Ore.

PRESTON MILL COMPANY, Scattle, Wash.

PROUTY LBR. & BOX CO,'Warrenton' Orc.

RAYMOND LUMBER CO., Raymond, Wash.

RIDGEFIELD LUMBER CO., Ridgefield, Wash.

ROBINSON MFG. CO., Evcrett, Wash.

RoYsE HANKIN LUMBER CO., Sedro Woollcy, wagh.

ST. PAUL & TACOMA LBR. CO., Tacoma, Wash.

SEATTLE MILL & LOGGING CO., Seattle, Wash.

SILER MILL COMPANY, Raymond, Wash.

SILVER FAILS TIMBER CO., Silverton, Ore.

SKAGIT MILL COMPANY, Lyman, Wash.

ST.IoQUaT.UIE FALLS LUMBER COMPANY, bTANwOoD LUMBER CO., Stanwood, Wash.

.: Snoqualmic Falls. Wash.

SPRINGER MILL CoMPANY, Olympia, wash.

STIMSON TIMBER COMPANY, S.attle, Wash.

STOUT LBR. CO. OF OREGON, North Bend, Orc.

TUMWATER LBR. MILLS CO., INC., Tumwatcr,Wash.

WALLACE LBR. & MFG. CO., Sultan, Wash.

WALTON LUMBER CC,MPANY, Everett, Wash.

WALVILLE LUMBER CO., Walvillc, Wash.

WESTERN LBR. MFG. CO., Tacoma, Wash.

WEST OREGON LBR. CO., Linnton, Ore.

WESTPORT LUMBER CO., WestPort, Ore.

WEST WATERWAY LBR. CO., Seattle' Wash.

WESTWOOD LUMBER CO., Whecler, Ore'

WEYERHAEUSER TIMBER CO., Everctt, Wash.

WHEELER, OSGOOD CO., Tacoma, Wash.

WHITE RMR LUMBER CO., Enumclaw, Wash.

WIIITE STAR LUMBER CO., Whites, Wash.

WHITNEY COMPANY. Garibaldi, Ore.

WILLAMETTE VALLEY LBR. CO., Portland, Ore.

WILLAPA LUMBER CO., Portland, Ore.

WINCHESTER BAY LUMBER CO., Portland, Orc.

WOOD & MRSON, INC., Hobart, Wash.

W. A. WOODARD LBR. CO., Cottage Grove, Orc.

SEATILE, Wath.Tacome, Warh.Portland, Ore.

Oficial Gtade Mark of l/,C, L. A.