How He Did It

We were talking the other day to the head of a line yard retail lumber concern who, during the past several years, has bought retail yards in a good many fair sized towns, and in each cas€ seemed to pick out a town that was well supplied with yards. This, naturally, caused some tlifting of the eyebrows among other lumbermen, who could not understand why he did not pick out places that apparently were not quite so thoroughly supplied with lumber yards. So we asked him just how he made his selection of yards to purchase, and he replied in this wise: ness of each of those yards about 100 per cent Simply by selling the many items of building materials that this and the other yards there have NOT been selling. My records show that lumber is just one-half of our business at all our yards. The other half is the so-called "sidel.ines." I find you can increase the business of any of these strictly lumber yards in a strictly lumber yard town, by merchandising every sort of building material. We sell paint, hardware, bathroom supplies, wall board, roofing, insulating

"I don't worry about how many lumber yards there are in a town. I look to see that the town is prosperous, of course, but the thing I find out is, are the yards located there simply lumber yards. If they ARE, I buy one of them. Folks think it strange, and wonder how I can expect to increase my business in such a yard, under such conditions. The answer simply is that I increase the busi- materials, wall paper, etc,, and we get as much income from, these lines as we do from the old lumber and shingle line.

In other words, we don't care how many competitors we have in a town. It's the KIND of competitors they are that interest us. If they are the old fashioned kind, their number isn't important."

REDWOOD and FIR

WE CARRY A TARGE WHOI.ESALE STOCK AT OT.|R OAKI.AND DIIITRTBIIIING YARDS WHTCH ENABI.ES US TO GryE YOU PROMPT LOAI'ING OF YARD AND SHED TTEM' IN BOTII REDWOOD AND FIR.

CAtfF0RlllA and 0REG01| TUMBER C0tPAt{Y SAN FRAI{CISCO Menufrctwra rnd 3Lippcrr LOS ANGELE9

2 PTNE ST. TELEPHONE SUTTEN 'ZI | T VAN NUYS BLDG. SUTTER ffrr MILI{ BROOKINGS, OREGON e$2

Phitippine Mahogany

We alro carry a complete rtock of VENEEREI) PAI{EIS and everything in the way of, foreign and domestic HARDW@D LUMBER.

We Offer

WHITE OAK 3 car*s/c" FAS PLAIN WHITE O^A,K 3 car44" FAS PLAIN RED OAK

H. G. BolltssElf

OFFICE AND YARDS-.-485 BEA,LE STREET SAN FRANCISCO

OtfrG. MANUFACTURERS OF ?gfl"" HARDWOOD LUMBER ?ffi