The California Lumber Merchant - November 1938

HAUE Yt|U I|BSERI,ED THIS TRE]ID?

EltDURtlrG GollSTRUCTl0ll AT tow G0ST WITH WI|TMA]IIZED IUI'BER* USED MI|RE A]IO ]|II|RE

On specifications, in plans, in conversatione of people planning to build, you more and more often find "WOLMANIZED LUMBER.'' The reason ie obvioue. People want protection against repair cost, without resort to expensive substitutes for lumber. Tell customers about Wolmanized Lumber. You'll clinch many a eale. And you get your profito becauee Volmanized Lumber is sold through regular trade cha.nels, by leading lumber producers, in etraight or mixed carloads. Write us today for comPlete information.

AMERICAN LUMBER & TREATING COMPANY, f408 Olal Colony Building, Chicago.

PACIFIC CIRCI.E PANEI FRONT DOOR

SPECIFIED! Thig etadium will laet longer because Wolmanized Lumber was epecified. On buildings'

etrategic uee for expoeed pointe such aa sills, joiats, eubfloore, protectB the whole structure at low coet.

HERE sills, joists, gubfloor areaa are built of clean, paintable Wohnanized Lumber. All lumber in the houee is protected, atlese t}l'at 2/6 additional coet.

TO HELP YOU SELL: Attractive advertisements in this folder are for your ute in your local papere. The kind of ads you like to use. Send for the folder today.

Recommend Term "Or"gon Pine" Be Discontinued

Portland, Oregon, November 2-In the interest of good trade practice and of avoiding the present confusion among consumers of lumber, the West Coast Lumltermen's Association and the Western Pine Association recently have issued a joint statement recommending that the use of the term "Oregon Pine" or "O.P." be discontinued. This recommendation is being given wide distribution in the form of an envelope stuffer, bearing the caption "LET'S CALL A SPADE A SPADE . . Stop using the misleading name 'Oregon Pine"'. The purpose of this leaflet is to combat the erroneous use of the archaic term "Oregon Pine" in certain sections of the country where that provincial expression is still misapplied to Douglas Fir and frequently misunderstood by the public. It is a further step in bringing about greater uniformity of nomenclatnre for commercial softwood species in the domestic trade as rvell as in the export markets.

In explanation of the confusion now existing in the trade over the misapplied name "Oregon Pine," the joint statement of the two associations reads in part as follows:

What the trade has known as "Oregon Pine" is not pine at all. Recognizing this fact, the wood is designated by its producer by the standardized common name of "Douglas Fir", or by the scentific botanical name "Pseuclotsuga taxifolia." Douglas Fir is the term nsed also by the United States Forest Service and other governmental agencies *Advertisements appear in alternate issue.

rvhen referring to this important timber species and its products.

Confusion over the name "Oregon Pine" arises from the fact that there are three Western Pines marketed and used in much of the same territory. These are Idaho White Pine (Pinus monticola), Ponderosa Pine (Pinus ponderosa) and Sugar Pine (Pinus lambertiana), all true pine species. N{uch of the Ponderosa Pine is manufactured in Oregon, whicl, situation simply increases the possibility of confusion. With your help, the erroneous term "Oregon Pine" as applied to Douglas Fir can be dropped. You are urged, therefore, to use the name "Douglas Fir" when you mean Fir; and to use the specific common name for Pine rvhen you mean Pine.

New Oakland \(/holesale Firm

Wholesale Lumber Distributors. Inc.. is a new rvholesale and jobbing firm with head{uarters at the foot of 9th Avenue, Oakland. This concern will carry a stock of uppers and common lumber in Douglas Fir, Redwood, Ponderosa and Sugar Pine and Douglas Fir plyrvood, and will provide carrier service. Lumber handling equipment includes a new Ross Carrier.

Business is being carried on in a temporary office, and a new shed and office building' are being constructed.

Principals in Wholesale Lumber Distributors, Inc. are .John H. Tyson, president, former vice-president of The Charles Nelson Company, and son of the late James Tyson; W. J. Pope, vice-president, former sales manager of Sunset Lumber Company, and James A. Stapleton, secretary.

Lawrence-Philips Lumber Co.,---Lamon-Bonnington Company -----,-,---------------* Lofgren, Alvin N..------- ,-,---- ------,17 Lumbermen's Credit A$ociation

THE CALIFOR}.IIA LUMBERMERCHANT

How Lumber Looks

The lumber industry during the week ended October 29 showed production 6O per cent, shipments 67 per cent, and new orders 68 per cent of the corresponding week of 1929, according to reports to the National Lumber Manufacturers Association from regional associations covering operations of important softwood and hardwood mills.

Duiing the week ended October 29,502 mills produced 205,263,W0 feet of softwoods and hardwoods combined; shipped n7,632,m feet; and booked orders of 208,482,W Ieet.

Lumber orders reported for the lveek by 423 softwood mills totaled 198,209-,000 feet; shipments were 199,618,000 feet; and production was 198,905,000 feet.

Reports from 95 hardrvood mills for the week gave new business as I0,273,W feet; shipments 8,014,000 feet; and production 6,358,000 feet.

A total of 151 down and, operating mills in Washington and Oregon which reported to the West Coast Lumbermen's Association for the week ended October 22, produced 94,165,2n feet; shipments were LI0,M,4BZ feet; and new business was 92,437,848 feet. The unfilled order file stood at 243,559,I@ f.eet.

The same number of mills, reporting for the week ended October 29, produced 94,603,588 feet; shipped 9I,263,477 feet; and new business was 85,825,315 feet. Unfilled orders totaled 236,Q12,O48 feet.

Two of the largest Fir mills on Grays Harbor closed the early part of November on account of unfavorable market conditions There are now only two Fir mills operating on Grays Harbor.

The Western Pine Association for the week ended October D,ll4 mills reporting, gave new business as 63,185,000 feet; shipments 61,037,000 feet; and production 65,457,000 feet. Increase in orders, compared with the previous week, showed a gain of 8.3 per cent. Orders on hand at the end of the week totaled 136.737.000 feet.

The California Redwood Association for the week ended October D reported production of 13 mills as 6,521,W feet; shipnrents 6,113,000 feet; and nerv business 7,276,ON feet. Week-end orders on hand totaled 25.45O.0O0 feet.

The Southern Pine Association, 1i5 mills reporting for the 'rveek ended October D, gave nerv business as 36,032,000 feet; shipments 35,315,@0 feet; and production 28,786,M feet. Orders on hand at the end of the rveek totaled 58,402,000 feet.

Lumber cargo receipts at Los Angeles harbor for the week ended November 12 totaled 14,428,00O feet. Cargo arrivals the previous week were 12,184,000 feet.

Since the inception of the FHA insured mortgage plan nearly 50,000 applications for home building and home buying loans have been received by the Los Angeles ofEce. More than 41,000 loans, totaling $171,034,500 have been approved.

The week ended November 4, showed a daily average of 106 mortgages accepted for appraisal by the FHA Los Angeles office, of which 65 per cent covered new construction.

Insulation

In every tyPe of Building-fo, every requirement-Dealers are SEILING NID T(lP W()U PNOFITABTY

O Now the smallest attic insulation job and the biggest house insulatioo job are botb stitbin your reach! AII over the country, retail lumber dealers are learning how to sell eoery insalation iob at a fair profit. Tbey're bandling Red Top* Vool. Eot USG has revolutionized insulation selling for lumber dealers. There is a Jorm, a 4E e, a size, a tbickness of Red Top I7'ool-at a price your crustomers are willing to pay. And tbere's a pmfit lor yoa in eoery sale.

Drastic price reductions are only part ofthe story. fn

addition, a nation-wide 24 to 48-hour delivery service on small quantities (as little as l,OOO sq. ft. ) keeps your investment down and gives your insulation business its greatest opportunity.

Broaden your insulation market-sell one material for eoery purpose. Do it with Red Top Vool-now priced to sell on eoeryiobl

Ask your USG representative for details or write your nearestIJSGofr ce now. See how Red Top Vool will help make your insulation sales easier and more profitable!

United States Gypsum Company

3OO ITEST ADAMS ST.

PLASTERS ROCI(LA'T'HT MTTAL LATH

SHEETROCKI. FIBER WALLBOARD.. SHEATH.

ING.. INSI'LATING BOARD.. INSULATING WOOL

ACOI'STICAL MATERIALS. PAINT PRODUCTS

STEEL PRODUCTS ROOFING PRODUCTS

SIDING PRODUCTS LIME PRODU TS. tR.sittacdt/ada@hs

CHICAGO. IIJINOIS

People easiest to sell are hardest to collect from.

***

"The gods," said an old philosopher, "are powerless against stupidity."

*{<{<

And then there was the American who was fighting in one of the armies in Spain, who wrote his shrew of a wife at home: "Don't write me no more nagging letters. f'm three thousand miles away and I want to enjoy this war in peace,"

{<*{<

Repetition of worth-while things is never boresome. A colored preacher was asked the secret of his amazing influence with the members of his race and flock, and he explained: "Fust, Ah tells 'em what Ah's goin' to tell 'em. Then Ah tells 'em. An' then Ah tells 'em what Ahse done tole 'em."

***

A dealer writes that he read those recent paint editorials, and sticking a paint color card in his pocket went out and sold a paint job to the first prospect he called on. That tickled me. I doubt seriously if there is a dealer anywhere who cannot go out and sell at least one paint, repair, or remodel job every day. Not now and then by accident, but every day. And he doesn't have to sharpen his pencil to sign those sort of orders, either.

***

The National Association of Real Estate Boards finds that 71% of suburban areas report having an under supply of single family dwellings, and 47 7o have a shortage of apartments. For the entire nation, big and small cities included, an under supply of single family dwellings is reported in 4l% of the cases, and a shortage of apartments in 29%.

* ,k ,*

The world do change ! We used to worry a lot in the lumber industry about automobile competition. We had the idea that the more cars the auto man sold, the fewer houses and other buildings we wotrld sell. Now we pray for the automobile industry to swing into high gear to help create a condition of national prosperity which will in turn create a demand for buildings. No automobile prosperity-no buildine prosperity !

All seasons may not be ideal seasons for building, but they ARE for building planning. The return of bountiful prosperity, when it comes, should find the lumber industry enriched with new ideas, new services, new ways of using its products, that will ring loud on the cash register. Slack times should be planning times.

Every retailer should look his own place of business over, and say to himself : "This yard of mine is the show window by which my business and my industry will be judged by the public." ***

The story goes that a lumber dealer who was having a lot of trouble with mail order competition in home selling, got his nephew to write the mail order competition and ask for his catalogue, so that they could find out what was being offered. The catalogue came. Then a follow-up with a sales proposition. Then an offer of financial help. Then a sales representative. The next thing the retailer knew HIS NEPHEW HAD BOUGHT A HOUSE FROM THE MAIL ORDER MAN.

t*t€

A philosopher tells about the Seven Little Troubles that came marching down ttre street. They met a policeman, who asked where they were going. "We're going where we are expected," said the Seven Little Troubles. Troubles always do, you know. There never was a trouble that was "all dressed up and nowhere to go."

The National rax *"":"r; lo--i,,"" says that they estimate that the ratio of total taxes to national income in 1938 will be 28 per cent. More than one-fourth of the entire national income this year will be collected by the 'ax-collectors to pay the cost of Government. In 1929 the ratio of taxes to national income was 12 per cent. It l'as doubled in nine years.

t!F*

This is easy to understand when we see some of the available figures. In July this year the social security board in Washington estimated that 20,800,000 persons recelved public assistance of some type. This includes relief workers, recipients of social security aid and bene-

ficiaries of local government bounties, as well as Federal payments. It does not include payinents for thousands of farmers for complying with Federal farm programs. So you see that one out of every six persons in this country today is supported by the other five, and that does not include millions of employees of national and state governments.

*r(*

Most of us have read with awe and wonderment Daniel Webster's salute to the fag, and marveled at his mighty eloquence. Such a man would seem necessarily far-sighted. Yet that same gallant Webster made a speech in the United States Senate in October 1852, when it was proposed that the Federal government aid the Union Pacific to buitd through to the Pacific Coast. Here is what he said about the Great West: "What do we want with this vast, worthless area? This region of savages and wild beasts, of deserts and shifting sands and whirlwinds of dust, of cactus and prairie dogs? To what use could we ever hope to put these great deserts or those endless mountain ranges, impenetrable and covered to their very base with eternal snow? What can we ever hope to do with the Western Coast of 3,000 miles, rock-bound, cheerless, uninviting, and not a harbor on it? Mr. President, I will never vote one cent from the public treasury to bring the Pacific Ocean one inch nearer to Boston than it now is." And that was just 86 years ago.

8**

In 86 years that land which Webster so strongly condemned, has become one of God's great masterpieces. Mighty ports dot the entire three thousand miles of coast, connecting the west with the world by water. The deserts have been made to bloom and to give the world of its bounty, lavishly affording to mankind a multitude of precious products. The snow that covers the mighty mountains has furnished the hydroelectric power that has transformed the west, furnishing unlimited light, power, irrigation, water, making it possible for man to redeem millions of acres of soil whose products now astound the world. Yes, from Coronado's Silvery Strand to that great land "where rolls the Oregon," as Bryant so deathlessly put it, there is ample evidence that Daniel Webster may have been a great American and a great orator, but he was no great shakes as a prophet.

PINE DOORS

Pqinters like pine doors. Smooth surfoces, clecncut moulding ond wood texture thqt is uniform qnd bright. Quolity point ond enomel jobs are eosily opplied. Builders like the low cost instqllotion, Iinish-' ing ond upkeep of pine doors.

"Pcul Bunyan's" soft textured Ponderoso ond Sugor Pine,-lumber cmd plywood, ore used by monufccturers ol lirst clqss pine doors, sqsh qnd millwork.

THE RED RIVERIUMBER GO.

MILL, FACTORIES AND GENERAL SALES WESTWOOD, CALIFORNIA

TRADE -u?ix6ffitu% \W/\TJ'NI2/ MARK

Which reminds me of

;" ".;"",

Engtishman who left London, moved to Canada, and started a lumber yard. His name was Oxenham (pronounced H'ox'n'm). He lived in 'amilton, H'ontario, and he carried in stock hoak, hash, helm, 'ickory, and other 'ardwoods. One day, 'aving sold a 'ell of a lot of ickory 'andles for 'oes, 'e led a blushing bride to the h'altar and lived 'appily h'ever h'after.

LOS ANGELES

Saler Oftce: 715 I7ectern Pacific Bldg., l0ll So. Broadwry

lTarehoure: L. C. L. Vholerde, 7O2 E. Slaueon Ave. SAN FRANCISCO

Saler OGce: 3lJ Monadnoc& Building

OAKLAND

Sales Olf,ce: 9O8 Financial Cetrter Building

California Retailers' Annual Convention

The retail lumbermen of California met in annual convention at the Huntington Hotel in Pasadena, November 3, 4, and 5.

It was far and away the greatest, most notable, and most momentous meeting of lumbermen ever held in the state. A big and distinctive crowd was in constant attendance. From a flying start at noon on Thursday, when the ballroom of the hotel was filled to overflorving rvith lumbermen and ladies, to the final banquet on Friday evening, each and every part of the convention program enjoyed an overflorv attendance, Each of the business sessions saw the convention hall filled, and men standing in the back of the room. The attention rvas perfect at all times. All speakers had splendid audiences and attentive listeners.

The entertainment and business programs were skillfully handled. There were no flops, no oversights, no lagging at any time. Few lumber conventions in history in California, or anywhere else, ever heard so many interesting and attractive speakers and speeches. It seemed as though each one was a headliner in turn. The speakers came from far and near, and their topics were separate and distinct. Yet so well and thoughtfully had the program been built, that it seemed that each featured speaker in his turn was driving added spikes in the same direction, namely, the building of an inspirational future program for the retail lumber industry of California to follow for its own betterment. Step by step and speaker by sp,eaker and topic by topic they grouped together into a very, very remarkable school of building merchandising and building thinking, all pointing to a bigger and a better retail lumber industry in California.

The entertainment program was just as cleverly thought out, and staged, even to the installing in the Huntington Hotel of a public address system to aid the entertainers and the speakers throughout the program.

One man must have the credit for the success of this entire program. "Praise Ken Smith-he did it all," was the way George Lounsberry of Los Angeles, general chairman of the Preparations Committee, expressed it. Mr. Smith deserves all the praise that could possibly be showered u,pon him. He had the idea that, properly done, that convention might easily prove to be, not only a great lumber meeting, but it might be the actual turning point at a vital crossroads in the life of the retail lumber business in California. That was his vision, his intent, and his purpose, as he worked incessantly for many weeks with every feature of the program. "We can put on a convention so fine that it will mark the biggest milestone in California lumber history," said Ken Smith to the Publisher of The California Lumber Merchant away back in the middle of last summer. He did ! That convention memory will always stand as a monument to his great work. ft was in all ways a record-

Association's Greatest Meeting Intelligent

dnd Most Notable Sellins ls Theme oI Convention SpeokersRecord Attendance.

breaking convention, and every delegate carried home with him a tremendous load of inspiration, information, and suggestion pointing toward a better lumber industry for the future.

Thursday Morning

Registration in the lobby of the Huntington was in charge of Annette Clifford and A. D. Davis, of the Association's Los Angeles offrce stafi.

Thursday Noon

George Lounsberry, Lounsberry & Harris, Los Angeles, was chairman at the luncheon, rvhich lvas attended by more than 400, including the ladies.

Lathrop K. Leishman, chairman of the entertainment committee. welcomed the convention visitors to Pasadena.

Keynote Address

Mr. Lounsberry introduced Jack Dionne, publisher of The California Lumber Merchant, who delivered the keynote address, "The Retail Lumberman of the Future."

Faced by a marvelous audience, both as to quality and quantity, of men and women who came there for entertainment as well as to listen to a keynote address to start off the convention, Jack Dionne devoted 25. minutes to fun stories, and entertainment effort. and then ten minutes to a discussion of the retail lumberman of the future, his stewardship, his opportunity, his obligations. He declared that he could only rep'eat the message that he delivered to the retail lumbermen of the West when he first spoke to them at a great convention at Fresno, nearly twenty years ago, that the fundamental duty of the retail lumbermeu is "to translate our materials into the language of homes and other buildings which men and women will save and sacrifice to own."

His theme during his serious discussion was that there is not now, there never was, and there probably never will be-except in times of most unusual and always temporary conditions-a volume of business that automatically develops sufficient to furnish consistent prosperity for the industry. Doing all too little to help create a g'reater building reservoir on which to exist, the retail lumber industry is practically always fighting within itself-and principally with price as its chief weapon-for a living share of the too-little volume of business that shovvs up asking for bids. His advice was that the retail lumber industry turn rightabout-face and decide that its principal business is NOT just to try and get a price for what it sells, but to CREATE more and more building volume by the use of its brains and its energy, so that there will be more ahd more build:trgs and building materials sold, and therefore less and less of the pressure that so generally results in price cutting.

He said: "The Good Book says, ''What doth it profit a man if he gain the whole world and suffers the loss of his soul ?' and I say to you what doth it profit the lumber business to get a good price for what it sells if it does not sell enough, and does nothing to create the difference ? You MUST, of course, get a fair profit on rvhat you sell, because if you give your materials away, the more you sell the more you lose. But on top of a fair price for your goods you MUST help create a greater volume of business to be divided. I solemnlv warn everv one of vou that for

a paid secretary-manager. He concluded by thanking the committees for their work in arranging the convention, and the wholesalers and manufacturers who supported the convention.

Carleton B. Tibbetts, president of the Los Angeles Steel Casting Company, and member of the California lJnemployment Reserves Commission, spoke on "Coming Changes in lJnemployment Reserves Laws." He told of his recent attendance at the Washington conference of Unemplovment Reserves Commissions from various states and

"","u Lumbermen's Aggociqtion a business to save itself from the curse of price cutting and then supinely submit to death from dry rot, won't felp the situation at all.

"Competition should never be stifled or abolished. We need competition in this country and in this industry. We need it to make men and business grow. Don't let any false prophet ever tell you that getting a price and then sitting back and waiting will solve your problems. What the lumber business vitally needs-and must have if it is to know prosperity-is building and still more building, a great deal more than that volume that will appear without 1'our constructive efforts. Only through an intelligent effort to CREATE business r'vill dependable prosperity ever come to you.t'

He closed by urging every individual lumberman to look upon his connection with the industry as a stewardship, and an obligation, and go out every day into the highways and by-ways and dig, talk, work, hustle-blast if necessary, to divert the public cash into building channels that would otherwise go elsewhere. That, he said, is the heritage, the birthright, the stewardship of each lumberman.

Thursday Afternoon

W. K. Kendrick presided at the first business session and called the convention to order at 2:15 p. m. The cash attendance prizes of $10.00 and $5.00 were won by Harry O. Zahn, E .K. Wood Lumber Co., Ontario, and Harry Graham, Pioneer Division, The Flintkote Co., Los Angeles. J. O. Handley, M. J. Murphy, Inc., Carmel, president of the Association, discussed the question "Do You Want a Stronger Association?" and recommended employment of

*oo "n.,.r3Hi5ti#Bo--lt" " stated that the California plan had been recommended to all the other states by the Social Security Board.

W. C. Bell, Seattle, manager of Lumber Promotion, Inc., ancl manager of the Western Retail Lumbermen's Association, addressed the convention on "How the Price Reporting and Cost Analysis Plan Operates," telling how and why he has so successfully operated this plan during the past seven years. A full explanation of the plan will be given in an early issue of this paper.

The forum discussion on "What is the Effect of 5/o' Cash Discount on Credits and Collections" was led by J. B. Hall, vice-president of Owens-Parks Lumber Company, Los Angeles. Those joining in the discussion included J. C. Jenkins, San Pedro Lumber Company, Los Angeles; Paul Hallingby, Hammond Lumber Company, Los Angeles; E. C. Parker, Patten-Blinn Lumber Company, Los Angeles; C. C. Ganahl, C. Ganahl Lumber Company, Los Angeles, and John W. Fisher, Fisher-Swartz Lumber Company, Santa Monica. The consensus was that the 5/o cash discount given in the Los Angeles area reduced the amount of outstanding accou.nts and credit losses and that every effort should be made to keep it.

Kenneth Smith announ,ced the appointment of the resolrrtions committee, John W. Fisher, Fisher-Swartz Lumber Co., Santa Monica, chairman; Bernard B. Barber, Secretary, San Joaquin Lumbermen's Club, Fresno, and Al Hansen, Chase Lumber Company, San Jose.

Thursday Evening

Convention visitors were entertained at the dinner hour

p,."ia.Iot, o'cilfi l*,?

by Ani Iona and his Islanders, and Laniala, Hawaiian dancer.

Friday Morning

Paul Hallingby, Hammond Lumber Company, Los Angeles, presided. The attendance 'prizes of $10.0O and $5.00 were won by Frank Fox, Fox-Woodsum Lumber Company, Glendale, and Norman Vincent, J. H. Baxter & Company, San Francisco.

The forum discussion of "Cement and the Fair Trade Act," and "Grade-Marked Lumber" .was led by Kenneth Smith, Lumber & Allied Products Institute, Los Angeles.

"Present Day Costs of Doing Business"

E. C. Parker, Patten-Blinn Lumber Company, Los Angeles, led the discussion on "Present Day Costs of Doing Business" with an address on this subject.

At the last three conventions this subject has been discussed, and has in other ways, by talks and papers, been stressed from time to time, but has not been effective due to the fact that the cost of doing business has gradually conti.nued to rise, Mr. Parker said.

He gave the following reasons for the increased costs:

1. The gradual development from the old-time lumber yard to the present-day lumber and building material yard. The change from the days when the lumber dealer stayed irr his office and the customer came to t,he dealer's office to place his order, today when salesmen call on the customers in n'idely separatecl districts catering to their every want.

2. From the practice of furnishing stock finish and mouldings, and stock sash and doors to the present-day method of manufacturing finish and moulding, tying it up rvith a satin ribbon, and manufacturing every type and variety of sash or door kno'rvn to the architectural min<l.

3. From the practice of insisting on proper no.tice of time for delivery to the practice of giving shot-gun deliverv service.

4. The development of the practice of taking off lists of Iumber, finish, and particularly sash and doors, from plans ancl giving the customer a figure instead of insisting that the customer make out his own list.

.5. The development of the free financing service r,vhere salesmen spend many days arranging the financing for a crrstomer's job.

Among other reasons for tl-re increased cost of doing business, Mr. Parker named the following:

1. Practically every item of expense going into general expense accounts has increased in the last few years.

2. The increased cost of office detail necessary to figure charge tickets and the rvork necessary to figure and to make proper re,cords and postings of cash discount, sales tax, cartage tax, etc.

3. The wage problern. Wages today ale cstimatecl at 21 per cent higher than a Z}-year average.

4. The cash discount of 5 per cent startecl on May 1. 1933, in Southern California and which adds about 3l per cent on sales to your expense. Cash discount has been a fine thing, but the expense of it is still there.

5. Taxation-that amount r,vhich dealers pay for ttie privilege of doing business.

Mr. Parker stated that City, County, State and Federal governments are still spending extraordinary amounts and that Californa's share, of which each of you has a part of the Federal and Local debt, is estimated at $3,6@,@0,000 or 53 per cent of the assessed value of all the land improvements and personal property in the State. Califorrrians paid $120,000,000 in taxes in 1915-16; $625,000,000 in 1935-36, and $851,000,000 in 1937-38.

Continuing his discussion on taxes he mentioned the various kinds: (1) City and county taxes-property taxesare gradually climbing higher and higher; (2) City licer-rses

""1;.";,l"i"ii,Tln.,.

ale iucreasing city revenues from $25 to $100 aud up t() $500 per yard; (3) 4 per cent of net income for State Frauchise Tax; State Personal Income Tax ; I,Iotor Vel-ricle I-icense Tax of $1.75 per $l0O of valuation; ltaih-oad Corrrtnission Nuisance Tax of r/4 ol one per cent on gross truck receipts; Transporta'tion Tax of 3 per cerrt on all deliveries that go out of incorporatecl cities ; and the Sales Tax, which he stated, we are ir.r favor of retaining. although there is no tax so clifficult of al4rlication ancl rvhich makes so much aclrlitional office detail ar.rd exlte nse ; (4) Social SecuritrTax, State lJnemploymerrt Tax; (5)) Federal taxes such as Capital Stock Tax, Lrcorrre Tax. arrd Capital Gains Tax: (6) Inclirect arrd hiclden taxes.

NTr. Parker stated that, in his opiniorr, opelating expellses perr dollar of sales for the period 1935 to 1937 inclusir-e is 21.7 per cent higher tharr a tu.enty-year average.

Speaking of the rnark-up, u.hich in his oltinion. has not been raised in tu.enty )-ears or more, he saicl a neu' list mar. be issued, but the thing that counts is u'hether or not vorl sell by the price list.

In s,pite of the increase in general expense accourrts toclay over a tt'enty-year average; in spite of excessir-e office detail necessary to do business;in spite of a u.age scheclulc 24 per cent higher than a twenty-year average ; in spite of an allou'ance of 5 per cent cash discount ; he cleclar-ed

the gross margin of profit today is within one a twenty-year average.

Mr. Parker mentioned the following as some sons why the I'umber business is a low gross

per cent of of the reamargin of profit industry:

l. The fact that some years ago the lumber dealer's business was 90 or 95 per cent lumber, while today about 55 per cent of the business is lumber and dealers must rely on other commodities to secure volume and they must bear their share of the expense

2. The "Don't Touch It Sales" at little or no profit.

3. Misconception on part of dealers generally that because a commodity has a large turnover a very lorv margin of profit can be taken, rvhereas you are dollars ahead to sell a commodity that bears 25 per cent gross profit ancl ttlrns once in a year than to sell a commodity that bears 121 per cent and turns 100 times.

4. Lumber dealers for the most part sell commodities rvith no individuality, especially is this true of lumber, and u,ith any such commodity the margin of profit tends to seek a low level.

5. The difficulty of knowing during the year whether you are making any money due to difficulty in estimating your stock of goods on hand without an inventory because oi the fact that goods are carried in a mass and cannot be carmarked.

6. The vol,ume of lumber and building business does not keep pace rvith the increased number of yards, and the increased facilities and equipment of all of them.

7. The lack of a method or plan rvhereby each dealer can secure that volume of business to which he is justly entitled by reason of the amount of investment, past record of sales, or any other criterion.

B. Because of disorderly distribution whereby manufacturers and brokers sell direct to consumers.

9. Disorderly distribution where a contractor feels he can save the lumbermen's profit by starting a yard himself for the sole purpose of building houses.

Concluding Mr. Parker stated, whatever the reasons, the fact remains that in the past twenty years the lumber-

man's cost of doing the gross margin of

Session business has gradually increased but profit stays just the same.

"The Keystone of the Arch"

R. E. Sabersor.r, Trade Promotion Manager, Weyerlraeuser Sales Company, Saint Paul, lVlinn., was next on the program with an address on "The Keystone of the Arch." Mr. Saberson said in part:

"Better salesmanship intelligent and intensive selling is the keystone of the arch of the bridge

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NATIONALLY ADVER.TISED

Retril lmber dealen fqrured ar plece to buy-bring )ru nor. buire'.

Jqck Dionne Opened Convention Keynote Address with Pcul Hcllingby Presided al Business

!isk:;:5i"':rtr'"i:i"

TACOMA BUtLDtNG TACOMA, WASHTNGTON

which leads to prosperity. It is the missing ingredient in the retail lumber industry. We now have the markets, the materials, the money, the method (installment selling), but they are all meaningless unless we put them to work with good salesmanship. No other retail industry faces greater selling opportunities than is represented in the farm market. We are nearly 20 years behind in our normal farm building program. Not o.nly that but we need repairs and remodeling for practically every building in the United States, and are more than three million homes behind in our home building program.

"Banks are filled to overflowing with idle money. A vast segment of our population is now debt free. When idle credit begins to make use of idle dollars idle men will go to work. This job has been made easier with the coming of installment selling, which makes it possible for the lumber dealer to adjust his selling program to the buying habits of his prospective customers, who are better able to pay for the things they buy in monthly installments instead of in a lump sum.

"The public isn't interested in raw materials. They think best in terms of the complete unit, especially when it can be purchased on the monthly payment plan. Under such circumstances the price per thousand, per pound or per gallon of raw materials is of secondary importance and selling at a profit becomes possible provided the dealer employs good salesmanship in the conduct of his business."

"\il'hat Can We DoTo Save Our Economic System"

Dr. Thomas Nixon Carver, Professor of Political Economy, Emeritus, Ifarvard lJniversity, rvas the last speaker on the morning session. His topic was "What Can We Do To Save Our Economic System ?"

"The fundamental feature of our system is its voluntary character." Dr. Carver said. "But whether we like it or not the drift since the world war is towards more government control. The right of free speech is admitted but there's no more reason why speech should be free from government control than business. Who is capable of telling business people what to do?"

"Whether our system will be overthrown will depencl on whether we can find employment for the unemploved under the voluntary system. Men who know how can create jobs by utilizing capital, labor and land. Such men must have courage, enterprise and knowledge. They must be 'enterprisers.'

"It always takes a combination of factors to produce any result, and all the factors must be present. One factor that mnst be present to combat any depression is confident enterprisers who know how to do something new. These men can create employment, but are discouraged by a government that says in effect: 'if you start something new and fail, it's your loss, but if you make money we will take it away from you."'

The speaker concluded by citing some of the popular false ideas that endanger the economic system, such as the idea that taking money from one group and giving it to another will benefit both, and that anything.can be gained by giving something for nothing.

Friday Afternoon

W. K. Kendrick presided. J. A. McCain, Kerckhoff-Cuz-

ner Mill & Lumber Co., Los Angeles, won the $10.0O attendance prize, and the $5.00 prize was won by George Clough, San Pedro Lumber Company, Los Angeles.

G. W. Deniston, executive secretary, Tax Reduction Foundation, Los Angeles, talked on "How to Reduce Taxes 5/o Per Year for Five Years."

"Auction Block or Price Control"

"Auction Block or Price fenfrol," was the subject chosen by Arthur A. Hood, manager of the Housing Guild Division of Johns-Manville, Nerv York City.

"."*"?,."""!["J"n*

"Every man engaged in the retailing of building materials has an investment in this industry. Some have invested money-important money. The balance are investing their time and their energies. Both t1'pes of investors have but ens rn6fiv6-to make a profit." Mr. Hood saicl.

"The formula for making a profit, reclucecl to its simplest terms, is to make a sale to a consnmer at a selling price which exceeds all costs. We say, 'to a consumer,' advisedly because the selling process is not complete until the constlmer has purchased. The contractor is not a consumer since his only interest in materials is as an adjunct to his services.

"The building materials dealer is faced rvith the choice between controlling the sale and the selling price to the consumer, or putting his rnaterials on the auction block ancl jeopardizing the pr'ofit to which he is entitled.

"The man who contacts the consumer, builds the price of the completed unit and quotes the price to the consrlmer, controls the sale. No retailer can consistently control either distribution or his selling prices so long as he permits anyone to stand betr,veen him and the consumer.

"Without this control the auction block or bid-and-ask basis of doing business is his only alternative. On such a lrasis he cannot help but be exposecl to everv hazarcl and pitfall of the competitive situation."

Mr. Hood gave some rules for better n.rerchandising in the form of a prescription, r'vhich rvas as follows :

l. Run up the flag "Building Industry lTeaclquarters" at 1'onr place of business.

2. Equip yourself and yonr organization to fulfill that slogan.

3. Educate the buying public and the industry to recognize your company as headquarters.

4. Expand advertising, promotion and direct sales work logically until consumers get the habit of coming to you first, your contractors are busy, and your organization is rvorki.ng to capacity.

He followed with an outline of the plan of the National Housing Guild, which he said is founded on creative merchandising and selling.

"Tested Selling Methods" Program

"The Merchandising Institute of the National Retail i-umber Dealers Asso,ciation 'Tested Selling Methods' Program" was the title of the Address by Paul E. Kendall, field director, Merchandising Institute of the N.R.L.D.A., Rochester, N. Y.

IVIr. Kendall asked the follorving kuestions, which he answered himself, relating to good selling: "Can we do a better selling job ?"; "Is there need for a better selling job?"; "What keeps us from doing a better selling job?"; "What do rve need first in order to do a better selling job ?"; and "Where can we get needed and profitable information on a better selling job ?"

"The establishment of the Merchandising Institute itself is a plain indication that there is norv a greater interest in good selling than ever before," he said.

In outlining the "Tested Selling Methods" Program of the Merchandising fnstitute, he stated, the objectives are:

1. To bring to the dealer and his organization the best selling methods in the building field.

2. To develop the knowledge, confidence, and selling ability essential to more, profitable sales.

3. To help dealers and their men to clinch sales now beirrg lost.

1. Show how to develop and grasp sales opportunities 'hat are now being overlooked.

5. Develop the kind of selling every lumber dealer and building material dealer and his men need.

6. l\1[619 521s5-quicker sales-better profits.

"The'Tested Selling Methods' Program," continued Mr. Kendall, "is the result of three years' work by lumber and building material dealers, rvho conceived it, planned it, made it possible, and carried it through.

"It is unique in that, as far as we know, it is the first 'rvell-organized, determined attempt on the part of retail dealer associations in collaboration with manufacturers' associations, to point the way to improved selling by retail clealers. It is centered on a most urgent problem-from the dealer's own point of view. Behind it stands a united inclrrstry. Tt is a non-profit organization, formed by dealers u'ith the assistance of producers and manufacturers, to serve the retail dealer by assisting him to increase his sales and his profits."

The Merchandising Institute of the N.R.L.D.A. is composed of the follorving associations which have provided the initial funds for the preparation of the program: Naional Retail Lumber Dealers Association and affiliated state and regional associations; National Lumber Manufacturers Association, and affiliated manufacturers' associations; Insulation Board Institute; and Asphalt Shingle and Roofing Institute.

(Continued on Page 15)

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And VELO is THE emergency cement. In mdny types o{ work it mcrkes concrete reqdy for use within 24 hours. Foundotion forms can be stripped in 48 hours or less. Being extremely plostic, VELO mqkes qn eosy mix ond c dense, wcrtertight concrete. Its finol strength meets the highest stondords for Portlcrnd cement.

Recommend VELO without quolificctions . . qnd keep it in stock for customers' emergencies.!

MY FAVORITE STORIES

Bv Jack Dionne

Ag not guaranteed--Some I have told lor 20 years---Some legg

A Genuine lmitation

The lady stood on the corner waiting for the bus. The two urchins looked her over, decided she might be a good prospect for their merchandising efforts, so they approached her, caps in hand.

"Lady," said the larger of the two, pointing to his brother, "give my brother here a nickel, and he'll give you the best imitation of a hen you ever heard in your life."

The lady was visibly amused.

HANS WALL TO LIVE IN CALIFORNIA

Hans Wall, a prominent retail lumberman from Berlin. Germany, and Mrs. Wall attended the California retailers' convention at Pasadena on November 3-4. They arrived in Los Angeles several rveeks ago rvith their trvo children, and will make this their permanent home residing at Hollywood.

Mr. Wall left in Berlin his large retail lumber operation of which he is still the owner. He worked in New York from 1910 to 1912. After the World War he established his successful lumber business in Berlin, and since then has visited this country several times. His father operated a sawmill in Germany, and Mr. Wall has been associated with the industry all his business career.

He has been looking over the lumber situation in the Los Angeles territory, and it will probably not be long before he is again active in this business.

LOS ANGELES VISITOR

Glenn Harrington, MacDonald & Harrington, Ltd., San lirancisco, spent the week of October 3O in Los Angeles.

"You mean he'll cackle like a hen?"

"Naw, lady," said the salesman, disgustedly. "He wouldn't do no cheap imitation like that. He'll give you a REAL imitation of a hen, just like f told you."

Her curiosity was aroused.

"Well, what will he do?"

"Fle'll eat a woim," said the boy.

APPOINTED REFRIGERATION SUPERVISOR FOR WEST COAST

C. W. (Neil) Comegys, The Celotex Corporation, Los Angeles, has been appointed Thermax-Cemesto and VLTI (Refrigeration Department) Supervisor for the West Coast Division. He has been with the company for nearly eleven years, and is the second oldest man in the company's serv.ce on the West Coast.

The Celotex Corporation took over the output of the Thermax Co. in 1937 and, is the exclusive distributor of the product. Mr. Comegys is very optimistic over the development of the Thermax business on the Pacific Coast.

DAVE MILLER VISITS SAN FRANCISCO

D. H. (Dave) Miller, general manager of Moore Mill & Lumber Company, Bandon, Ore., recently s,pent a week in San Francisco conferring with the company's sales agents, Bookstaver-Moore Lumber Co.

Mr. Miller stated that among other improvements at the mill they have put in a new chain to separate the lumber for lengths and grades to conform with the new FHA regulations calling for No. I and 2 Common to be grade-marked.

SheYlin Pine Sales Gompany

SPECIES NORTHERN

SUGAR

California Retailers' Annual Convention

(Continued from Page 13)

For more than two years the committees which organized the Merchandising Institute of the N.R.L.D.A. investigated carefully and thoroughly every way of having this program prepared and conducted. The final decision was to entrust this im,portant undertaking to Trade-Ways, Inc., of New York. For almost a quarter century, Trade-Ways has bee.n engaged in planning, preparing and conducting sales development programs of all types, for individual manufacturers and for trade associations. in more than seventy different industries.

A nationwide survey was made to get the good ideas of dealers who are doing a good selling job. This survey or study was made to find out what was needed in the program. It covered forty-five states and took the form of interviewing, observing and shopping. The vast amount of material obtained was gone over carefully to form the basis of the program.

The program will be issued in eight monthly sections. Once a month, each man enrolled will receive one of the eight sections-dealing with one major aspect of retail selling of lumber and building materials. In each section there are sales problems to stimulate active thinking, based on actual selling incidents observed in the field. Each man sends in his answers. An experienced staff revietvs them, and returns them to him with a complete ancl detailed analysis.

Each dealer or yard manag'er rvho enrolls three or more men also lsggiyss-\Mith each section of the program-a complete meeting guide containing reacly-to-use programs for action-getting sales meetings. Where practical, similar meetings of individual dealers rvill be arranged by state, regional and local associations.

A certificate of completion rvill be supplied to those who successfully complete the course.

The eight sections of the "Tested Selling I\{ethods" Program cover the entire selling process: (1) Selling from the customer's viewpoint; (2) Establishing mutual confidence ;

(3) Guiding the financinC; (4) Explaining 1-our products ;

(5) Winning agreement; (6) Overcoming sales clifficulties;

(7) Maintaining good relationships; (8) Bringing in more busi,ness.

The first piece of literature ods" Program will be ready this month, November.

Enrollment can be made

on the "Tested Selling Methto mail about the middle of norv, and is available to all

cr,oi,-o,,l"hl"Y;,,11,"1%"--u,".

ruembers of retail associations. All members of your organization can enroll.

The cost is $2.9 for each man enrolled. No other expenditures are irrvolved. The fee includes everything. Each man enrolled receives the complete series of texts, the sales problems, and the full service of the staff conducting the program. Each dealer lvho enrolls three or more of his nren receives the complete series of sales meeting guides.

In closing Mr. Kendall said: "To justify the slogan, 'Maximum Distribution through the Retail Lumber Yard,' retail distribution must be efficient. This can be clone with e{Tective selling plans and more effective personal salesn.ranship.

"Any way you look at it-in any shape or form-this program offers something which is a basic need in your business today-and well worth the very small enrollment fee."

Kenneth Smith, Los Angeles, led the forum discussion on "Can We Use the Unfair Practices Act?" The speaker read details of the Act that are of particular interest to lumbermen. He stated that there is nothing automatic about it; that it is effective only when invoked by a citizen. It could be used by the retail lumber industry, but would involve revolutionary and complicated changes in present operating methods, he said.

W. E. Difford, director of the Douglas Fir Plywood Association, in a brief talk announced that all Douglas Fir Plywood is now uniformly grade marked with standard nationally advertised symbols. He also expressed the belief that as a result of a recent decision of the United States Supreme Court affecting the Robinson-Patman Act, many difficulties of their industry will be eliminated and more orderly distribution attained.

Resolutions

John W. Fisher, chairman of the resolutions committee, read the resolutions, which were adopted. These were as follows:

WHEREAS, it is through the rnedium of trade press that our activities and program are given constructive and forceful impetus in the development of our Association; and,

WHEREAS, the trade press provides the direct contact lletrveen the functions of our Association at annual meetings and the industry at large;

NOW, THEREFORE, BE IT RESOLVED: That the California Retail Lumbermen's Association at its 19th annual convention assembled does hereby express its appreciation to the trade press for its reporting of our activities for the fut,ure record of all its members and to bring the convention to those unable to attend this meeting.

WHEREAS, Earl Johnson, former treasurer and one of the most ardent supporters of the State Association, has been very ill for several months, and

WHEREAS, the absence of Earl Johnson and his efforts u'ere distinctly felt by those present at this meeting, NOW, THEREFORE, BE IT RESOLVED: That the Chairman appoi.nt a suitable committee to convey to Earl Johnson our sincere regrets of his unfortunate illness and express our hopes for a full and speedy recovery.

A rising vote of thanks was given to Kenneth Smith and the Southern California convention committee "for the great job they did in putting on the Association's biggest and best convention."

The total registration was announced to be 595, an alltime record. In addition to this number many attendecl the banquet who had been unable to be present at the husiness sessions.

The convention then adiourned.

annuat Banquet

The annual banquet, dinner dance and floor show in the evening attracted a large attendance. The music and entertainment were under the supervision of Patrick & Marsh, Los Angeles. Col. Jack Major was master of ceremonies.

Announcement rvas made at the banquet of the winners

of the prizes of the Redwood-Wheel-of-Fortune, which created a lot of entertainment on Thursday and Friday evenings. First prize of $50.00 was won by George Clough, second prize, $25.00 was won by George Sheppard, and third prize of $10.00 \'\'as won by George.I{arrison, a trio of Georges. The committee in charge of the entertainment feature consisted of C. W. Bahr, Calfornia Redn'ood Association; Phil Farnsworth, California Redrvood Association;

c"l'"':Iit.l sx::i.,

Jim Farley, The Pacific Lumber Company; E. L. Green, Union Lumber Company, and A. D. Bell, Jr., Hamtnond Redrvood Company.

Saturday Breakfast

All officers and directors of the Association and all secretaries met at a breakfast meeting at 8:30 a. m. to discttss "'Where Do We Go From Here?" Exhibits

The follorving firms had exhibits in the convention hall : American Lumber & Treating Co.; Armstrong Cork Co.; California Builders Supply Co.; California Door Company; Certain-teed Products Corporation; Cleveland Publications; Columbia Steel Company; Douglas Fir Plyrvood Association ; Fir-Tex Co. of Southern California; Fleatilator Co.; Owens-Illinois Glass Co.; Paraffine Companies, Inc.; The R.J.M. Company; U. S .Gypsum Co.; Wholesale Sash & Door Association; E. K. Wood I.umber Co.; Wood Conversion Co.

Ladies Entertainment

Thursday afternoon the ladies enjoyed a trip to the famous Huntington Library and Art Gallery, and bridge at the Huntington Hotel. Friday afternoon a bridge tourrrament was held at the Hotel with appropriate door and table prizes. The ladies were invited to attend all luncheons. business and dinner sessions. The committee in charge of the ladies' entertainment progl'am included Mrs. Wm. Davies; Mrs. C. M. Cooper, Mrs. Paul Hallingby, Mrs. S. J. Hatharvay, Mrs. Earl Johnson, Mrs. L. K. Leishman, Mrs. Paul Orban. and l\{rs. George Riley.

Southern California Committee for the Convention General Chairman, George Lounsberry, Lounsberry & Ilarris, Los 'dngeles. Manager, Kenneth Smith, Lumber & Allied Products Institute, Los Angeles.

Finance Committee-Paul Hallingby, Hammond Lumber Company, Los Angeles, chairman; Ralph Baker, Hayward Lumber & Investment Co., Los Angeles; John W. Fisher, Fisher-Swartz Lumber Co., Santa Monica; Bert McKee, San Pedro Lumber Co., Los Angeles; Russell Mullin, Burbank Lumber Co., Burbank.

Entertainment Committee-Lathrop Leishman. Crown City Lumber & IVIill Co., Pasadena, cha^irman; Earl Johnson. Johnson Lumber Co., Pasadena; Paul Orban, Orban l-umber Co., Pasadena; Will Davies, Patten & Davies, Pasadena; S. J. Hathaway, Sunkist Lumber Co., Monrovia.

Program Committee-E. C. Parker, Patten-Blinn Lumber Co., Los Angeles, chairman; Glenn Nfiner, WhitingNlead Co., San Diego; J. B. Hall, Owens-Parks Lumber Co., Los Angeles; A. E. Fickling, Fickling Lumber Co., Long Beach; Charles Cooper, W. E. Cooper l-umber Co., Los Angeles.

Poet Laureate Proclamation Endorscd

'I'he proclamation of A. Merriam Conner as Poet Laureate of the lumber industry by the lumbermen assembled at the recent Parson Simpkin Memorial reunion was endorsed by the directors and members of Hoo-Hoo Club No. 39 at their monthly meeting held at the Athens Athletic Club, Oakland, October 24.

As is well known l\{rs. Conner is the rvife of Fred Conner, former lumberman. They now live in North San Juan, Nevada County, Calif. A group of Northern California lumbermen with their families spent a day rvith the Conners at their home on Sunday, October 30, and enjoyed a picnic lunch rvith them.

FIRE AT McCLOUD

Iiire of unknown origin destroyed 12,000,000 feet of Pine lumber, mostly upper grades, and the big crane shed which rvas 900 by 90 feet, with an estimated loss of $500,000 at the mill of McCloud River Lumber Company. McCloud, Catif., November 7.

Fortunately there was no wind and the fire was confined to the crane shed. The mill is running in all departments and production is continuing rvithout interruption.

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U. S. Forest Service and TECO to Joindy

Study !(/ood Lookout Towers

Washington, October 24,-A joint study of the use of wood for lookout towers and other structures is to be made by the U. S. Forest Service and the Timber Engineering Company, the National Lumber Manufacturers Association reported today.

C. M. Granger, assistant chief, Forest Service, has advised the Timber Engineering Company that they are arranging to detail one of their engineers to the project for an indefinite period. The Forest Service engineer will supervise the collection of cost data on wood and steel lookout towers now being gathered, and he will also work with the TECO and NLMA engineers on industry recommendations covering designs, specifications, fabrication, erection and transportation matters relating to wood towers ancl other structures.

The cooperative study will get under way at the earliest practicable moment.

WEST COAST VISITOR

L. O. Taylor, general manager of the Shevlin Pine Sales Company, Min,neapolis, Minn., attended the annual convention of the California Retail Lumbermen's Association at Pasadena on November 3-4. He also visited the mills of The Shevlin-Hixon Company, Bend Ore., and The McCloud River Lumber Company, McCloud, Calif., and their San Francisco and Los Angeles offices.

C. D. Johnson lumber Corporation

I Wonder, as the lumberman Pursues his hustling way, Outselling shingles, boards and joists

Throughout a busy day, How frequently he seems to see

As in a pleasant dream, The happy homes he helps to rear, With rosy lights agleam.

I Wonder if the lumberman finds compensation for the trials of a weary day in thoughts of future home builders and owners who will long retain pleasant memories of him, his kindly advice and efficient service.

So much that is rvorth while goes into the planning and rearing of a home; faith and hope, worthy ambitions, love and magic dreams; the lumbermen may well rejoice to know that appreciative memories of himself will linger rvithin these shrines of human happiness; and that perhaps for many years to come his name will be repeated and his part in the task of home rearing pleasantly remembered.

Take heart, Mr. Lumberman; in these years of topsyturviness, you have had more than a modicum of trouble, but there are shining compensations. Yours is a beautiful task and a needed one. The lumber store is a real asset to any community; but far more than this, it should become a place dedicated to the kindly, sympathetic and efficient solr'ing of building problems and gracious aid in making dreams come true.

It may be a pleasant greeting

Or a warm sunny smile,

It may be the moments taken

Just to sit and chat awhile;

It may be advice well given

Or the goodbye at the door,

But you feel the gracious presence

Of a little something more.

I Wonder ii you vrere ever adopted by a dog; we have been just recently and the experience is a very pleasing one. He-the dog, came to us in the night, right out of the sky, in so far as rve knorv; he carried no creclentials, didn't seem to know where he was, and demonstrated good nature, so rve greeted him rvith enthusiasm and named him, Corrigan. -Not very good for calling prlrposes; but with that name he'11 come without calling.

Uncle Silas says: "I hear that the great Dictator, Mussolini, is copy catting Hitler's racial purity campaign; well, that reminds me of the old expression, 'monkev see, monkev (lo.' " A. Nlerriam Conner.

Airplone view Toledo plcnts-lcrgest copocity of cny cor ond corgo mill in Oregon. Grcde crnd trcde-mcrrked lumber to conlorm to F.H.A. Requirements. Roil cnd weekly corgo shipments to Colifornic ports. Old Growth Yeliow Fir Comnon ond high grcde 0pp".".

BRtrNCH S.[,LES OFFICEST

TODAY'S DOttAR BUYS THIRTY PERCEI{T M(|RE H(|USE TIIA]I IlI 1926

1926

fHE houu illustrated hcre were built lor approximately thc I $me amount ol money. They are ftve-room bungalowr. Thc 1996 houre war built for J1,852t the 1938 hourc lor J4,896-44 dollarr more. For the additional tl+.Oo you receive in todry'r home, electric lighting firtures, gcr rcrvicc rnd shcdec-none of.which werc included in the 1996 hourc.

The hone ol 1938 ir hrger and beftcr daigned enbodying valuer that arc rupcrior to thc 1996 bungalow. Such valuer include built-in plumbing firturcr ol improved derign cnd

OPENS SASH AND DOOR WAREHOUSE

Cole Sash & Door Company has opened a wholesale warehouse at L049 East Slauson Avenue, Los Angeles. R. A. (Bob) Cole is manag'er. The firm represents the Monarch Door & Manufacturing Company at Tacoma, in California and Arizona.

ANDREW NELSON HURT

Andrew Nelson, veteran chief inspector of the California Redlvood Association, is in a Eureka hospital recovering from injuries sustained at one of the Redwood mills when a lumber carrier backed over him and broke his arm. Mr. Nelson is 76 years of age.

So waterproof it's tops tor ls4gs....

quality, combination rwing faucet, strndard wiring, modem and norc complete built-in cabinets cnd fittingr, time-terted cnd morc erccting qualitier in materiols throughout to inrure lifetime scrvice, improved uchitecturcl dcrign cnd rtronger rnd better conrtruction due to building code improvenenb, prgcirion lunbcr and inproved building methodr. Thc 1938 homc ir more thrn 307o ahead of the honc ol ten yern ago in ib equipncnt, convenienccr end cll cround rcrviceability. Getting nore houre lor your noncy today ir not !n opinion hcld by the building indurtry bst ir c PROVEN FACT.

TAKES ON HARDWARE ACCOUNT

Lochlin Dernier of Los Angeles is now selling the Easy Overhead Door hardware and calling on the retail lumber trade. He is covering the state, excepting Santa Barbara county and the territory as far north as San Luis Obispo. The Easy Overhead Door is manufactured by CoffeyMurray, Inc., of Los Angeles.

ATTENDS RETAILERS' CONVENTION

Henry Collins, vice-president of The Celotex Corporation, Chicago, Ill., attended the annual convention of the California Retail Lumbermen's Association at Pasadena on November 3-4-5.

(bonded

ATT.PURPOSE AII-WEATIIER PLYVfOOD

(Jnconditionally guaranteed against ply separation

Believe it or Not! Resnprest plywood is being used for boats-bottoms, sides, decks. C. R. Dillabaugh, Pacific Coast builder, is Resnpresting his entire line. Tell your amateur and professional builders about this modern miracle building material. Remember, there's real pro6t in every panel you sell. I(rite for free samples and free folders.

at leading jobbers - it & M IT00DtI(lRtflilG c0itpAlty, p0RImiltf, (lREeoil

A lighter, speedier boat-for it's of Resnprest. Plans for speed boat, sail boat and dinghy are available through M & M lfoodwotking Co.

with phenol formaldehyde resin)

ROAST TO A FRIEND

I have a friend who thinks so fast And so much knowledge has amassed He jumps ahead of every story, Confounds the teller-steals the glory. My friend ! I don't see how you do it, But always, always, you beat me to it. And when at last, my sweating friends Bear me to where the whole thing ends, Could I but raise my head to view it, I hope I'll find you've beat me to it.

-C. L. Wakefield, Dallas, Texas.

NOT FOR NOTHING

An American was on a walking tour through Scotland. Snow had fallen in the mountain region he was traversing, and he was well lost in the wilds when he met a Highlander.

"Help me find my wai'," said the American, "I'm lost."

"fs there any reward offered for ye?" asked the canny Scot.

"Not that I know of," replied the American.

"Then ye're still lost," said the Scot.

SEVEN DEADLY SINS

Policies without principles.

Wealth without work.

Pleasure withotrt conscience.

Knowledge without character.

Commerce and industry without morality.

Science without humanity.

Worship without sacrifice.

NATURALLY

And then, of course. there was the optician's daughter. Two glasses and she made a spectacle of herself.

SPELLED IT WRONG

It was a wide-open western mining town where desperadoes were everyday affairs, and a tough-looking hombre in a big hat, a long mustache, a black scowl, and two guns in plain sight, stomped pugnaciously into the office of the local newspaper and demanded of the modest-looking little man working away at the desk:

"Are you the guy that runs this blankety-blank, blankety-blank nervspaper ?"

"I am," said the little fellow, never even looking up.

"Then maybe you're the blankety-blank, blankety-blank coyote that wrote the piece in this paper that said I was a jail-bird, a cattle-thief, and a yellow hound?"

"Sure," said the little fellow. "I'm the guy that wrote it. What of it?"

"Just this." said the wild one, who was taming rapidly and visibly, "I want you to understand that my name isn't W. K. Mudge; it's W. H. Mudge. And byfhs ns:(1 time you write anything about me, you get my name straight. Good day !"

THE LAW OF' KINDNESS

Just as you now play a piece without music and do not think what notes you strike, though once you picked them out by slow and patient toil, so, if you begin with set purpose, you will learn the lau' of kindness in utterance so perfectly that it will be second nature to you and make more music in your heart than all the songs the sweetest voice has ever sung.

-F'rancis E. Willard.

TOO SLOW

First Old Maid: "What were you screaming about in your sleep last night?"

Her Roommate: "I had a terrible dream. I dreamed a man was chasing me, and chasing me, and chasing meand he never caught me.t'

Representing in Southern California: The Paciftc Lumber Company-Wendling-Nathan Co.

Housing Project Uses Cedar Shingles Announce Nu-Gl are Glazing Compound

Demonstrating the practicability, utility and economy of stained cedar shingle roofing for large scale housing projects, the Madison Park Development Co. is norv completing its 100Groom development on the shores of beautiful Lake Washington in Seattle, Washington. Roofs for the 19 buildings in the project required a total of 2100 squares of. l€' No. 1 Certigrade Red Cedar shingles stained in four harmonizing colors by the Seattle plant of the Creo-Dipt Co., Inc.

This is believed to be the first big housing project of its type approved by FHA on which Cedar shingles have been used.

Philip Bailey, who handled the shingle sale for CrcoDipt, points out that stained Cedar shingles were chosen for the roofs because of advantages of economy, insulation, appearance and durability. He reports that through the use of stained Cedar shingles a saving of $26,000 was effected in comparison with quotations on other types of roofing.

As a result of FHA approval of the loan and the specification of the Creo.'Dipt Cedar shingles made in Certigrade mills, there is excellent prospect that Cedar will also be specified for roofs on one or more similar large housing projects elsewhere, notably in Sorrthern Califorrria.

Theo. M. Knappen

Theo. M. Knappen, prominent economist for many years associated with the lumber industry as editorial director of the National Lumber Manufacturers' Association, passed away in Hollywood Hospital. Hollywoocl, California, October 26, at the age of 67. He hacl been in ill health for some time prior to his retirement frorn active participation in associati,on affairs about a year ago. Mr. Knappen was a native of Wisconsin and a graduate of the University of Minnesota. He had a lvide acquaintance not only in the Iumber world, but also in economic and political circles. having been engaged actively in both those fielcls.

REPORTS FINE DUCK SHOOTING

Bert McKee, general manager of the San l)edro Lurnber Co., Los Angeles, reports that this is one of the best cluck seasons in Southern California for many years. Bert is a fine marksman and last rveek brought home a limit bag of mallards. He is a member of the Wagas Club which has a hunting lodge near Lancaster.

N{acklanburg-Duncan Company, Oklahoma City, manufacturers of Numetal Weather Strip, announce the placing of their Nu-Glaze Glazing Compound before consumers nationally, through national magazines. Nu-Glaze is a separate, distinct product, created for glazing 'ivood and steel sash, filling nail holes and general patching purposes such as around kitchen sinks, bath tubs, filling plaster or cement cracks, boat work, etc., instead of ordinary putty. According to the manufacturers, Nu-Glaze does not dry out, crack or peel, but sets to rubber-like consistency, and may be painted over as soon as applied. It is packed in containers of from 1 pound to 880 pounds. Details and a sarnple n'ill be sent dealers on request to the company.

O. J. Evenson

O. J. Evenson, former San Diego lumberman, passed arvay at his home in Clatskanie, Ore., November 7. He came to the Pacific Coast from Wisconsir-r in 1890, settling in Portland, where he became associated with the Portland Lumber Co.

NIr. livenson was prominent in Pacific Coast lumber circles and was general manager of the Benson Lun.rber Co. at San Diego from 1906'to 1911 when he returned to the Northwest. In 1911, he organized the Benson Timber Co., a large logging enterprise on the Columbia River. He rettrrned to San Diego in l9D and was general manager of the Benson Lumber Co. until 1936. He then moved to Clatskanie to reside.

FIe is survived by four sons, J. C. Evenson, president of .\rnerican Products Lumber Co., and F. F. Evenson, both of San Diego; W. T. and C. R. Evenson of Clatskanie, Ore.

R. H. Mock

Funeral serr,ices for Robert H. Mock were held at the Little Chuch of the Flowers. Glendale. November 3. Mr. Mock was associated with the lumber business in Los Angeles for many years, retiring a few years ago.

He is survived by his wife, Mayme K. Mock; a daughter, Mrs. Alice Ulich; and tu'o sons, Leland E. and Wayne Cl. Nlocl<.

Cold Storage Locker Plants Groning Industry Offers New Business jor Lumber Dealers

What are cold storage locker plants-where and why are they built? And what does this revolutionary movement mean to the Lumber Dealer?

Historically, the cold storage of food products is nothing new. Huge commercial cold storage warehouses have operated in cities for years, the main purpose being to hold products for top market prices. Mechanical refrigerators and ice-boxes have been used for years in homes, restaurants and markets for the temporary storage of food prodtucts. However these should not be confused with the new colcl storage locker plant process which has developed rvithin the past three to five years for they do not serve the same purpose or produce the same results.

The cold storage locker plant is for the purpose of storing and preserving fresh fruits, vegetables and meats by the cluick freezing method. This process is said not only to retain all the natural flavor and quality but in addition goes one step further and improves the quality. This means that people in all walks of life. the farmer, the city folk can enjoy fresh juicy fruit, vegetables and meat the year arouncl rcgardless of the season. The cold storage locker means tlrat corn on the cob, 'ivatermelon and other tempting foods can be had in fresh-like form anytime during the year. No longer is it necessary to go to the expense and clrudgery of canning with consequent loss of quality and flavor naturally occurring in many canning processes.

The cold storage locker plant may be likened to the safety deposit vault of a bank. It provides 300 to 600 lockers or compartments usually 17 inches high, 20 inches wide and 30 inches deep, made of metal ancl provided ivith a sirong lock. The lockers, arranged in sections, are located

irr a cold storage room where the temperature is atttomatically regulated at l0 to 12 degrees F. E,ach locker holds 250-300 pounds of fruit and meat.

For a family of five, a cold storage locker is reported to save $75 to $l0O a year, thereby cutting the cost of fresh fruit, vegetables and meat in half.

The usual procedure is to rent a locker for $10 a year. For this fee the lessee is allowed to store as much food as the locker will hold. Processing or service charges average about $1.75 for slaughtering a medium rveight beef and $1.50 each for hogs, sheep or lambs. For chilling, cutting, rvrapping and freezing, from three-fourths cent to one and one-half cent per pound is chargecl rvith three cents for cnring hams and bacon.

The moder.n locker plant is usually divicled into seven main sections-(1) chill or pre-cooling room, (2) aging or ripening room, (3) cutting and processing roour, (4) sliarplreeze room, (5) locker room, (6) machirre room, and (7) :r srnall office and reception room. A1l, except the ctttting room, machine room, office and reception room are heavily insulated and provided with regttlar refrigerator doors.

In the chill room, n.reat is chillecl dorvn thoroughly. It is provided u'ith overheacl hand rails ancl hooks, lvater connections and drairls, arrd is kept at a temperature of 34 degrees F. to 38 degrees F. After the meat is chilled dorvn for 12 to 18 hours it is then brought into the aging room. Here pork carcasses are aged for one to five days while it takes fat beef several r,r.'eeks before it is rea<ly for cutting. In the cutting room the carcasses are cut ancl processed according to locker renter's rvishes; that is, roasts, chops, steaks, etc., ancl then rvrappecl. Each package is labelecl

rypi c cr rocker instcuo,io,,. Pliti" ?""ilt::J r|t g:9:tn"f r:xtl3l.," plcced alier it hqs been submitted to shcrp lreezingr. Thir roorn is cutomoticolly regulcted ot l0 to 12 degrees F.

Photo Courtesy Frigidoire Corporction Processing or culting room where the meqt is cul into etecks, chopr, roqata, etc., wrcpped iadividuclly, stcmped and then irqnalerred to lhe "ghqrp lreeze" room.

rh e sh crp tt e e z e,,,""^ olil?." ?,l:t ?: "1" :'"T tT,.?:,:o."'f tiL".'" solidly belore sloring in the individuql lockers. Tempercture is usuclly held qt zero degree F. to l0 degrees F. below zero. as to its coutents. stamped rvith the locker retrter's nrrmller and then sent to the "sharp freezer."

It is this trext step irr the cold storage process that is responsible in a large nreastlre for the rapicl gros,th of this ncrr' inclustr_r'. Science has shon'n that quicklv freezing the

ON EASTERN TRIP

,\. li. Fickling, Fickling Lurnlter Companr., Long Beach, anrl \[rs. Fickling. left recentl_v for Nen' York via the Panarna Canal. Mr. tr'ickling 1,i11 pick up a new Ilrrick whilc in the Iiast ancl the return trip tc-r Califorrria n.ill l.lc marie bv autornobile.

food suspends bacterial and enzymic action, preserves meat and produce in their original state. The "sharp freeze', room is usually held at zero degree F. to l0 degrees F. below zero. After being solidly frozen, the food is ther-r sent to the locker room and stored under lock and key.

It is estimated that there are now over 2,50O locker plants in operation in 2l states, .ivhcih represent investments arnounting to $15,000,000 to $20,0@,000, of which 30 to 35 per cent is required for insulation. Such a development involves 850,000 lockers holding in all some 300,000,000 pounds of fresh meat and produce.

One of the projects that has attracted wide attention among lumber dealers is the model locker plant at Des Moines, Iowa, which is insulated throughout with palco Wool, a California Redwood rproduct. According to relrorts in Ice and Refrigeration, a magazine for the cold storage trade, this insulation is said to be one of the most c.fficient of the accepted types of insulation, having a therrnzrl conductivity of .255 B.t.u. and under most severe tests of vibration showing no settling rvhatever.

This rapidly growing industry that only five years ago startecl in the Middle West ancl Washington has reached C--alifornia and it is reported that there are twelve such plants now under construction in Southern California.

Sucl-r phenomenal grorvth can mean only one thing to '.he n'i<1e-arvake clealer-new business. Nerv business in the construction of the Iocker plant ancl nteeting its large requirerrents for efificient insulation. Construction of plants irr tou'ns, large'arrd small, are drarving the attention of tl-re prrl>lic to benefits of a good insulation they can also use for their orvn home insulation. Thus the adr,ent of cold storage locker plants makes it easier for the lumlter dealer to sell irrsulation to the home owner.

Creating an extended nse of fresh fruit arrd vegetables, tl.re locker plants r.vill prove a boon to California agriculture ;Lncl in turn benefit the lumber dealer r.r'ith increased building activity in the community.

HI-JTNKS DECEMBER 16

Lumbermen's Post, No. 403, American Legion, a [Ii-Jinks at the Cafe De Paree, Los Angeles, holcl evenirrg of December 16, 1938. A fine entertainment program is being arranged by the Co,mmittee an<l announcements n'ill be sent out at an early clate. 7th Floor. Alaska-Commercial Bldg.,

Americen Mill Co.

Sudden fS Christenson

310 Sansome Street, San Francisco

STEAMERS

Hoquiam Lumber & Hulbert Mill Co.

Shingle Co.

Villapa Harbor Lumber Milh

LOS ANGELES 630 Board of Trade Bldg.

Aberdcen, Hoquiam, Aberdecn, Raymond.

Ryder Hanify

Dorothy Cahill

Jane Christenson

Wash. Charler Christenron

Branch Oftccs: SEATTLE

National Bank of Commcrce Bldg.

Annie Christenron

Edwin Christenson

Catherine G. Sudden

Eleanor Christenrco

PORTLAND

200 Henry Bldg.

American Hardwood Company Enlarge \(/holesale Department Announce Appointment

Announcement is made in their advertisement on another page of this issue by the American Hardwood Company, 1900 East 15th Street, Los Angeles, of their appointment as wholesale distributors of Insulite products.

The American Hardu'ood Company was founded in 1915 by Edward E. Taenzer, who rvas president of the company until he passed away in l9D. Mr. Taenzer was one of the pioneer hardwood lumber operators in Memphis, Tenn., and other Southern producing centers, and one of the organizers of the National Hardwood Lumber Association, of which he rvas a past president. Since 1929 his two sons, C. R. (Bob) Taenzer, and E. M. (Milt) Taenzer, have carriecl on the

as Distributors of lnsulite

formerly in business for himself, and Earl Hubbard, formerly with Hayward Lumber & Investment Company.

Jim Chase, office salesman and shipping clerk, with his assistant Karl Luke is always ready to give prompt service.

For some time this concern has been an authorized dealer for Parkay Floors, ready finished hardwood floors laid just like linoleum, without nails. This material comes in light and dark Oak, Teak and Walnut.

Bob Taenzer was one of the pioneers in starting a vogue for "character-marked" hardwoods. He led a discussion on this subject at the convention of the Pacific Coast Wholesale Hardwood Distributors Association at Del Monte last

lrusiness. Bob is in charge of the hardwood department and I\{ilt has charge of the Sugar and Ponderosa Pine department and other Western woods.

They carry a large stock of domestic and foreign hardwoods, dowels, Sugar and Ponderosa Pine, Spruce, Western Red Cedar, Pacific Coast Maple and Alder, Incense Cedar. Douglas Fir and hardwood plyrvood and panels.

i\{ilt Taenzer in referring to the Insulite line said to a representative of this paper: "We see a great fttture for Insulite products on account of the growing demantl for insulation materials. We will carry at all times a well rounded stock of these products for the convenience of clealers."

The wholesale department has been expanded by putting on additional salesmen. The sales staff includes J. W. Smith, George R. Landreth, G. W. Buford, and the company has tecently acquired the services of W. M. (Bill) Wilson.

spring, and has done considerable promotion rvork to poptllarize the use of "character-marked" hardwoods.

When the offices were remodeled recently the salesmen's room on the second floor was finished in character-marked tavern Oak as an example of what can be done rvith this grade. Tl.re main office is finished in Philippine, the bookl<ceping office in knotty Pine, and the secretaries' room ir.r rlnartered Oak and plain Oak. The private office of Bolr and Milt is finished in Black Walnut-a beautiful job. This office has a Teak Parkay floor, and sound-deadening insula'-ion is used on the ceiling.

These rooms are at the disposal of any dealer rvho may want to show a prospect a life-size exhibit of the various woods used.

The officers of the American Hardrvoocl Cornpany are C. R. Taenzer, president; Mrs. Rose L. Taenzer, vice-presi<lent. and E. I\{. Taenzer. secretary-treasurer.

A corner ol the warehouee showing pcrt ol lhe Insulite stock.

Ten Years Ago Today

From November 15, 1928 lssue

Chas. G. Bird, Stockton Lumber Company, Stockton, was elected regional vice-president for the Pacific Coast at the annual convention of the National Retail Lumber Dealers' Association, held in Chicago.

Frank Harris won the low gross prize, the Frank Curran trophy, and Walter Riley won the low net prize, the Roy Stanton trophy, at the Southern California Lumbermen's Golf Tournament, held at the Riviera Golf and Country Club, Los Angeles.

At the banquet in the evening Harry V. Hanson presided, and Herman Rosenberg acted as master of ceremonies. Roy Stanton presented the prizes.

San Diego County lumbermi:n held a frolic at Del Mar the evening of November 12. A golf tournament was staged in the afternoon. In the evening, the lumbermen with their wives and invited guests, had dinner at the Hotel Del Mar which rvas followed by dancirrg. The party rvas largely attended.

One of the interesting features of the Fresno County Fair was the artistic log bungalow exhibit of the Valley Lumber Company.

Chas. J. Lund, who was with Lumber Company at San Rafael, chased by the Henry Hess Co., manager by the new owners.

pLywooD

HANDWOOD DOUGLAS FIB CAIIF.WTIITEPINE CARSTENITE HARBOBD SI'PEB PLY SEDWOOD

When you buy ot "CALIF. PANEL" you know you ore getting the best quolity plywood obtoincrble ot competitive prices.

We qre now stocking "HARBORD SUPER," the weil known wcterproof plywood, in sizes up to 4 It. by 16 {t.

We solicit your inquiries for ony plywood requirement you moy hove in ony quontity whether it be {or stqndqrd specificotions or speciol construction.

95t967 sourE ALAMEDA sTREBf

Tclephncl\ixig cr,57

Ivlailing.'tddrcr.'P. O. Box 95, Arcadc Station I'S ANGELES. CALIFORNIA

the Jensen & Schlosser which concern was purrvas appointed general

This issue carries an illustrated article on The llome Builders Store at Carlsbad, Calif. Robt. W. Baird is manager of this progressive lumber and building materials concern.

Community Chest Campaign Under \(/.y

According to a statement from the Los Angeles Community Chest, and which reveals the same condition in their history of the hundreds of Community Chests in the West, any one welfare organization, prior to inauguration of the Chest system of money-raising, paid from fifteen dollars to flfty for every hundred dollars they secured through the solicitation of professional money-raisers. Today, 94 cents ottt of every dollar subscribed to the Los Angeles Chest, goes directly into humanitarian service rendered expertly and dependably by the Chest's 88 member agencies.

This is because all of the 18.000 volunteer workers. the Chest officers and board of directors, serve without compensation. This is true with all California Community Chests. Volunteers who give of their time and pledge their money at the same time.

When the Chest in your community sends out its volunteer workers, give them-your fellow citizens-a gracious reception. Twenty-five years of agency administration financed by Community Chests have proven their dependability and a flexibility that meets new conclitions that may face them.

EUBANK IRONING BOARDS

All hcrve our own pcrtented swivel brcrcket. This gives crdded strength crs indiccrted in picture, which shows ct severe test oI crn ironing bocrrd.

Board shown is No. 2-R Jr., q short boqrd, cqsed qnd door hung ct the lcrctory.

Ccn be instqlled crfter cll plcrstering is done.

California Building Permits For October

Promotions Announc€d bv The Insulite Co.

NI. S. Wunderlich, chief research engineer of The Insulite Company, Minneapolis, N'Iinnesota, has been appointed to the newly created position of vice-president at International Falls, to have jurisdiction over plant and product development ancl research, and direct the nrill operations, according to an announcement received from 8,. H. Batchelcler. Jr., Insulite's senior vice-president.

Dr. John O. Burton has been promoted to fiIl the position of chief research engineer, vacated by Mr. Wunderlich and has taken over his new duties.

Mr. Wunderlich has spent the past nineteen years in the building material and insulation business as sales manager, research director and operations manag'er. During the past four years he has spent considerable time in England and Continental Europe where he made exharrstive stndies of the uses of Insulite.

"This important appointment," said Mr. Batchelder, "is one rvhich our continuing growth has clemonstrated the need for and it likewise reaches directly into our marketing activities. In selectir.rg Mr. Wunclerlich to filI this important post, we are putting in charge of our plant and product development a man rvho has had many years of marketing experience, keenly realizes market needs ar-rd, througl-r his comprehensive grasp of trade problems, will be al>le to closely coordinate these with the development of proclucts. research and development of a physical nattlre."

In addition to the promotion of Messrs. Wunderlich ancl Burton, other changes were announced by R. H. N{. Robinson, business manager for the trustees of the Minnesota and Ontario Paper Company, parent company of Insulite. These are the promotion of Clarence Larson, who becomes resident manager of the I\t. & O. Paper Cornpany and resiclent vice-president of subsidiary companies in the International Falls Division; E. L. McCormack, rvho becomes general superintendent of paper and pulp operations, and the resignation of F. A. Morris, former resiclent manager of the International Falls Division and resident vice-presider.rt of subsidiary companies, r,l'ho is leaving to accept an executive position in Europe.

G. W. ACKERMAN LOS ANGELES VISITOR

G. W. Ackerman, sales manager of the Sr,vayne Lumber Cornpany, Oroville, Calif., was in Los Angeles recently on business. He conferred with E. W. Hemmings, the company's Southern California representative.

ON PACIFIC COAST VISIT

R. W. Horton, sales manager of the Wm. Ritter Lumber Company, Columbus, Ohio, who is on a visit to the Pacific Coast, recently spent a ferv days in Los Angeles.

GBAYDS

SASH BATANCE qnd GIIDE

Showing the pctented single installction unit lor double hung windows.

i fhe Modern Method ol \ I Perlect Window Balancing I

Write for details cmd complete decler set-up MANUFACTURED BY

COMBINATION SCREEN AND METAL SASH DOOR

Aristocrat of Screen Doors

Fills a definite need in the construction or renoYation of a building or r home where conven ience, service and cost rle plerequisites.

M. S. Wunderlich

\(/aterproof Plywood Used in Construction of Aber deen Yard

lfire accornpenying 1>ictttre shorvs a vierv of the vard of Lumbcr Suppiies, Inc. at Park & Wishkah Streets, Aberdeen, Wa-h. The exterior covcring is ){-inch Super-Harbord cut in tiles 4 feet squarc, edges shiplapped, and outside edge; easect so as to form slight V-joint at all four joints. The Super-Harbord is applied directly to the studs without sheathing. In erection the edges were smeared

James Tyson

James Tyson, veteran steamship and lumber executive, passed away at his home in Alameda November 6, after having been ill for some time. He was a prominent figure in Pacific Coast lumber and shipping circles for nearly half a century.

Born in Denmark, he came to San Francisco r,vhen he was 16 and entered the firm of his uncle. Charles Nelson. His trncle died in lX)7 and Mr. Tyson then became president of The Charles Nelson Company, holding this position until his retirement two years ago.

He is survived by his widow, Mrs. Grace If. Tyson, trvo sons, James, Jr., and John H. Tyson, and a brother, Captain Mitchell Tyson.

Funeral services were held at the Chimes Chapel, Oakland, on Tuesday November B, and were largely attended by lumbermen and shipping men.

Thomas H. Kewin

with white lead paste. No interior lining is used in the r.rarehouse. The oifice is lined with Harbord plywood of various species, one room in Lauan, one room in Redwood and the main salesroom in Fir. The building was framed with trusses incorporating the Harbord fish plates. Wallace I\{cClymont is manager of Lumber Supplies, Inc. Clarence W. George, Aberdeen, Wash., rvas the architect of the building.

CARL BAHR IN EAST

Carl Bahr, president of the California Redwood Association, San Francisco, is on a two weeks' Eastern trip on the business of the Association.

BRUCE EXECUTIVES ON COAST TRIP

McEwen "Q" Ransom, vice-president of E. L. Bruce Company, Memphis, Tenn., and Ed Bruce, Jr., were recent visitors to San Francisco and Los Angeles.

Thomas H. Kewin, president of the United Lumber Yards, Inc., Modesto, passed away at Kewin's Mill, 15 miles above Sonora, November 5. Death was due to a heart attack.

Born in Gardner, Illinois, 66 years ago, Mr. Kewin had a varied and colorful career. He struck out for himself at the age of 14 and came to California in 1888, opening a general merchandise store in Salida in 1898. He moved to Modesto in 1915 and later became vice-president of the United Bank & Trust Co. While with this institution he entered the lumber business.

He married Miss Nova Melton in 1898. They had trvo children, George M. Kewin, who is manager of the United 'I-umber Yards, and Mrs. Mona M. Say of Sacramento. He n.rarried .again in 1928 and leaves his widorv, Mrs. Iris S. Kewin. He was active in politics and was prominent in Masonic circles. Funeral services were held in Modesto, November 8.

LeJ Us Qurrte You ()11---

DOUGLAS FTR_SITKA SPRUCE-HEMLOCK

Lumlrcr - I:ttr - Millwork - Timben - Ties

Piling - Minc Pols - Car and Railroad Materialc

PORT ORFORD CEDAR

(Alco knom as WLite Cedar c Lamm Cypres)

Lumber - Tier - Cruing Planhs - Decking

Tumel Tinben - Veretiu Blind Stak

PONDEROSA AND SUG.AR PTNE

WHOLESALE-Pacific Cest Woods

W.A,TER & RAIL SHIPPERS

SPLTT REDWOOD

Tier - Fence Pctc - Shingles

Shakec - Stakes - Piling - Polea - .Anchors

RED CEDAR

Shingles - Trusmisim Poles - Stubs - Anchors

Fence Pcta. Open Tanlr Treated or Untreated

CREOSOTE, PRESSURE TREATED

Lumber - Tles - Pole - Pitirs

JAI{DS L. NALL

USG Company Adds New Product to Insulation Line

The United States Gypsum Company has just announced a new asphalt coated sheathing. This new product has Tongue & Groove edges, a heavy non-penetrating asphalt covering, and is approximately 2' x 8' in size. The manufacturer stated that the board has been designed to meet the full requirements of practical builders, dealers, and architects.

The new sheathing is a distinct innovation in the insulation field, and is being welcomed by those who buy it, apply it, and stock it. Reports coming from a district in the middle west where the product v/as tried out prior to general introduction indicate that it will be a very popular material in a short time.

The new 2' x 8' size Tongue & Grove Asphalt Coated Sheathing is easier to apply because it is placed horizontally, the way in which the carpenter is accustomed to apply sheathing. This permits cutting for openings to be made after the sheathing is applied.

A board of this size can be handled by one man, thus reducing the labor and scafiolding cost. Even on a windy day, one man can safely and easily handle these boards on the scaffold.

No headers are required with the new sheathing. The Tongue & Groove assures tight, wind,proof joints. Studs do not have to space exactly l€'on center. There is no mis-nailing because studs are always in sight.

The 2' x 8' size boards tie 7 studs together. The reduction in cutting and fitting needed with sheathing boards of this size considerably increases speecl of application. There is less material wasted than when large sheets must be cut to fit.

Dealers throughout the country have been informed about this new board through the medium of an attractive broadside recently mailed to them. This broadside is available to dealers for mailing to contractors and architects.

1032 Mills Building, San Frarcim, Cal. Phoe SUtter 7520

Another folder, describing pictorially the "Weatherwood Insulated Wall" is available. This folder, a mailing piece designed to be sent by dealers to b,uilders in their vicinity, tells the complete story of better building by means of Weatherwood Insulating S,heathing and Weatherwood Reinforced Insulati.ng Lath.

Just as the new 2' x 8' size Tongue & Groove Asphalt Coated Sheathing is a great improvement in sheathing, so Blendtex is excellent as an interior insulating wall and ceiling covering. This material, available in tile and random plank form, is produced in beautiful shades of gray and tan blended softly into an attractive product.

When Blendtex is used on any of the countless types of installations for which it is ideal, the effect on walls and ceilings is not one of monotony, for no two tiles or planks are exactly the same shade, and a skillful blending is done at the factory when the units are wrapped for shipping.

Blendtex has been on the market for some months and has made long steps forward in the esteem of dealers and builders alike. Sales of the material have been aided by the attractive literature, counter cards and window displays featuring Blendtex.

So as to furnish the dealer rvith a really complete insulation board products line, the United States Gypsum Company has just introduced a new hardboard. This new hardboard has two smooth surfaces, is easily workecl, will take paint well.

As part of the sales campaign norv being carried on by the United States Gypsum Company in behalf of these materials and others in its line, the concern is carrying advertising in many trade magazines, as well as in magazines read by the general public.

VISITS SAW MILL

Floyd Elliott, manager of the San Francisco office of Schafer Lumber & Shingle Co., left November 7 for a lveek's 'i'isit to the company's headquarters in Montesano, Wash.

TRADE.MARKED .

Car and. Cargo Shippers

WANT TO BUY

Small or medium-sized yards anywhere south of Stockton. Information kept confidential. Write Hayward Lumber & Investment Company, P. O. Box 155, Los Angeles, Calif.

SEEKS EMPLOYMENT

Capable Manager, now employed, seeks employment in larger field.' Age 33, married. Can figure material lists and millwork. Address Box C-729, California Lumber Merchant.

LUMBER YARDS FOR SALE

Very fine Los Angeles suburban yard. Fine living conditions. Real estate $6,000 but could be bought on terms. fmprovements and equipment $L2,250. Inventory $10,000. Also good yard in Nevada. $25,000 but two-thirds cash will handle.

Twohy Lumber Co., Lumber Yard Brokers, 801 Petroleum Securities Bldg., Los Angeles. Telephone PRospect 8746.

EXPERIENCED LUMBERMAN WANTS POSITION

Can take off plans, do detailed office work, estimate, sell or buy, have managed a small yard, full knowledge of F.H.A., likes work, married, age 48, have own car, could invest, at present employed. Address BoxC-727 Calif.ornia Lumber Merchant.

CHANGES NAME OF TWO OF ITS PRODUCTS

The Celotex Corporation has changed the names of two of its products. What was formerly known as Traffic Board is now called Protection Board, used as protection course for waterproofing membranes, cushioning wood block floors arrd for surfacing cow stalls.

The name of another material, Promenade Traffic Top, a resilient, protective surfacing for recreational roofs, has been shortened to Traffic Top. Both products are made of cane fiber board especially impregnated with bitumens.

SHINGLE BUREAU ISSUES NEW MEMBERSHIP LIST

A new membership list, revised to October 15, 1938, has just been published by the Red Cedar Shingle Bureau. The number of member mills is substantially. larger than the previous list which was dated June 1, 1938.

NATIONAL GYPSUM CO. MOVES

National Gypsum Company has moved its Los Angeles r,r'arehouse to larger quarters at733 East 60th Street. E. H. I\{intie is Pacific Coast district sales manager, with headquarters at Los Angeles.

WILL BUY LUMBER YARD

Want Northern California lumber yard. Trade San Francisco income property. Address Box C-728 California Lumber Merchant.

LUMBER AND BUILDING MATERIAL SALESMAN WANTS POSITION

Experienced lumber and building material salesman, who can take off plans, estimate' and do detail omce work seeks permanent opening. Married, age 42 and have own car. Willing to move anywhere, and leave remuneration open, to be determined by results. Address Box C-730, California Lumber Merchant.

POSITION WANTED

California retail lumberman, experienced in accounting and yard management. Good o'n credits and collections. Well posted on F.H.A. Family man. Go anywhere. What have you?

Address H. R. Penney, Cottonwood, Calif.

POSITION WANTED

Married man wants position as yard clerk or foreman. 15 years' experience in retail lumber business. Well acquainted with all building supplies. Can give the best of references and will go any place. Address Box C-731 California Lumber Merchant.

ANNOUNCE NEW APPOINTMENTS

The directors of the Masonite Corporation at a meeting held in \Mausau, Wis., October 28, elected E. L. Saberson, formerly general sales manager, vice-president in charge of all merchandising. W. G. Stromquist rvas appointecl general sales manager and J. M. Guyer u'as made assistant general sales manager.

MAX COOK VISITS SOUTHLAND

Max E. Cook, director of sales promotion for The Pacific Lumber Company, San Francisco, recently spent a rveek in Southern California calling on the retail lumber trade. He also attended the annual convention of the California Retail Lumbermens' Association at Pasaclena, November 3 and 4.

EAST BAY HOO.HOO CLUB

f,ouis Deadrich, Oakland attorney, was guest speaker at the October meeting of East Bay Hoo-Hoo Club. I{e spoke on the 25 propositions that appeared on the California November ballot. A vaudeville dog act furnished novel t'ntertainment at the meeting.

BT]YEB9S GT]TIDE SAN BBANOISOO

LUMBER

Atkim-Stutz Cmpany, ll2 Muket Stret ,,......,..,....GArfieId ltl0

Chamberlln & Co. W. R., gth Floc, Ftf6 Bldg. ............DOuglar 5,170

Dolbeer & Carson Lum.ber CoXlO Merchants Exchangc Btdg. ....Suttcr?45C

Gamergtm & Green, 1800 .Amy St. ..........,.........Atwatq l30|)

Goman l*mber Co, {E6 califmia sr. ......,......,...,GArfield 5041

Hall, Jameg L., 1032 Mtlle Bld8. ..........,.........SUtter 7t20

Hammond Redwood Cmpany, {17 Montgoery St. ...,....,.,..,DOugIas 3'tt

Holma Eureka Lumbc Co., ll05 Financial c.nter Bld8........GArfien rt:n

Roy M. Juln Lubcr Cq, Arrhu H. Cole, 16 Cdifornla St...GArfield tt70

C. D. Jobnron Lumber Corlnratim, 260 Califcnis Stret ..............GArfield @51

Lanon-Bomlngton C6paDrr, l3 Califmia Strut ,..............GArfield 6Etl

Ldgren, Alvin N., 2101 Califdnil Strut , ,Flllmorc elTl

LUMBER

LUMBER

Pacific Lumber Co. Tbe 100 Bush Strcet .,.........,...,.,GArfield lltl

Peggs, J. E., I Drumm St. .......,...,..,.......DOugIa! ttst

Pora & Talbot Lrnbcr Cr. aCl Muket St. ............,......DOuglas 25el

Red 'Rivq Lumber Co* 315 Modnak Blds. .......,,.,.GArfield 0022

Santa Fe Luber Co, l0 Calilomia StEt .......,......EXbrook 20?l

Schafer Brc. trmber & Shingls Co., I Dm St. .............,......,...Sutter r7?l

Shevlin Pine Sales Co., l0it0 Mmdnck Bldg. .............KEamy TlXl

Sudda & Chrirtenso4 310 Smc Stret .......,.,.....GArfie|d 2tlt

Trower Lmba Co., U0 Mar&et Street .Sutter 0426

Unio Luber CoCrocker Building ..Sutta 6u0

Wendling-Nathan Co. u0 Market Street ...,..............Sutter lil6:l

E. K. W@d Lunbcr Cc' I Drum Str6t ....,....,........KtEamy tae

Gamerctm & Grcen, gth Avenue Piei'..................Hlgate 1346

Hill & Morton, Inc.'

Dennim St. Wharf ............'.ANdover 1077

Hogan llmber Cmpany' 2rd & Alicc Streets ....,.......Gl.crcqrt 6E6l

Red Riv* Luber Co-

tOE Finscial Centa Bl&.......TWlnqkr ll00

E. K. Wood Luber Co, FredericL & King St3. ...,....FRultnle 0ll2

LUMBER

Weyerhacua Salea Co., l49 Callfmia Strcet ..............GArfield t|?l

HARDW@DS AND PANELS

Mari: Plywood Corporatim, 510 r0th Stret ..,.........,..MArkct G705-a?04

O'Neill Imber Co., 8th & Townsend Stret! .MArket El,lE

White Brothaa,Fiftb ud B!ffiu Streetr.....,,,..Sutta tlct

SASH-DOORTPLYW(X)D

Nicolal Dq Sale Co., 3lta5 lgth Stret ... ,.. ,..Mlgsld 7t2l

Unlted Statee Plywood Corpondoo, ll0 Kms Stret ..,.............MArkct ltt2

Wheeler-Osgood Saleg Ccpqatim, 3045 rtt5 St. .,....................VAlanc|a 2ll

CREOSOTTED LUMBER-POLES-PILINGTIES

Ameriu Lmbcr & Troating Co.' 116 New Montgomery St. ,..,SUttGr 1225

Baxter, J. H. & Co., 333 Montsmery St. ....,.......DOugl,4r 3t!t

Hall, Janec L, r(l32 Milk Bldg. ...............'....Sutter ?520

PANELS_DOORS--SASH--SCREENS

California Buildera Supply Co' ?00 5th Ave. ,...Hlgate 60lC

Westem Dor & Sagh Co.' 5tb & C1ryres Str. '............TEmplebt t400

HARDWOODS

Strable Hardwood Co. 537 First Stret ................TEmp|cbar 55El

White Brothers, 500 Hish Stret ...'.....'......'.ANdover 1C00

LOS AITGBLBS

Anclo Califmia Luber Co., -elzo Avalm Blvd. ..............THmwalI 31a4

Bums Lumber Co., 550 Chmber of 'Commere Bldgl...PRcpect 6111

Coer. Wilfrcd Tiri c"t.c st. .CApitol 1530

Dolber & Carson Lunber Co., r0l Fidelity Bldg. .VAndkc E792

Dod, Don H,, 62i PetreleJn Seqrities Bldg....'PRcPect A7l

Hammond Redwood CmPanY, l03l So. Bmdway ......'.......PnsFct l$lit

Holmec Eureka Lumber Co., ?ll-7r2 Architctt Bldg.'.........Mutua! gltl

Hover, A. L,, s225' wilshnh Bkd. ..................Yo* rr|[

Rov M. Juin Lunber Co., -F. A. Closb, ll,lt Trcmaire.,......York 296E W. L. Fanene, 2,152 West ltth St. ROchester lE02

C. D. Johnrcn Lumber Corporatio'

601 Petroleum Seoritia Bldg,...PRcpect ff65

Larene-Philipc Lumber Co.

6it3 Petrcleum Securities Bldg....PRcpect 617{

Mt. Whitney Lumber Co., t030 East Pio St. ...,..,., .....ANaela oul

Pacific Lumber Co.. The, 5225 Wilcbire Blvd. ..................YOrk ll6E

Patten-Blim Luber Co.,

521 E. sth St. ,. .., .VAndike 23ill

Popc & Telbot Lmber Co., ?r? Edrm Blds. ....,.............TRinity 52|l

Red River Lunber Co..

702 E. Slaun CEntury 29071 lCtl So. Bredmy .,..,,..........PRoapnct 0311

LUMBER

Reitz, Co., E. L., 333 Petroleu Seruitieg Bldg...PRcpect 2369

San Pedro Lumb€r Co., Sm Pedrc, 1t00A Wilminstm Rood ,.,..... Sa Pedrc 2200

Santa Fe Lumber Co, 3ll Financial Center Bldg. ......VAndike {171 Schafq Bros. lmber & Shingl€ Co., 1102 W. M. Garlmd BldS. .......TRinlty 4Al

Shevlin Pine Sales Co., 32E Petrcleu Seoritler Bldgr. ..PRepect 0615

Sud&n & Christem, GlO Bord of Tnd€ Bldg. ........TRinity t644

Tacoma Lumber Sala, 423 Petrcleum Scuidee Bldg...PRcpect 1l0t

Twohy Lunber Co, EOl Petrclem Sqritiaa Bldg....PRcpect t74C

Union Lumber Co,, 923 W. M. Garlud Bldg. ........TRinity 22E2

Wendling-Nathu Co., 5225 Wilshirc Blvd. ..,...............YOrk ll6t

Wct Orego Lunber Co., ,127 Petrcleun Securities Bldg...Rlchmod O2tf

Wilkinson and Buoy, 3lt w. 9rh st. ....................TRinity 1613

E. K. Wod Lmber Co., 4701 Suta Fe Ave. ...........,..JEfreno 3lll

Weyerhaeuser Sales Cq, 020 W. M. Garhnd Bldg. ........Mlchigan 6|54

CREOSOTED LUMBER_POLES-PILTNG-TIES

Arericu Lumbcr & Traating Co,, l03l So. Brodway ,.......,.......PRosFct 555t

Baxter, J. H. & Co., 601 West 5th St. .......,,......,Mlchtgs @l

Cadwallader-Gibsm Co., Inc. ---jbii ei't-iiry-pi. 'biiE.' ..ANgelu: lllrr

Scrim, Walter G. lll West ?th Stret ., .Tucker 3321

Stanton, E, J., & Son, 2050 East 3tth Stre€t ..........CEatury 2!2ll

Westem Hardwood Luber Co., 2014 E. lsth St. .....,....,......PR6FGI tltl

SASH-DOORS_MIIJ.WORK

PANELS AND PLYWOOD

Califomia Dor Compuy, The 237-241 Central Ave. ...............TRin|ty TaOl

Califomia Panel & Verc Cc, 955 So. Alameda St. .,... .TRinity 0057 Cobb Co. T. M., 5800 C€ntral Ave .......,.....,...ADms llll?

Kehl, Jno. W. & SG, 652 So. Myers St. , .ANgelus tltl

Oregon-Waahingto Plywood Co., 316 .west Ninth Stret. ,.,TRirity {af!

Pacific Wod Product Corporatio' 3600 Tybum Stret .,. ...........,...Albmy 0l0l

Ream Cmpany, Geo. E., 235 So. Almeda St.............Mlchigan lt54

Red River Lumber Co., 702 E. Slauron CEntury 29071

Pacific Mutual Door Co., 1600 E. Washington Blvd. ......PRcpect ,523

Sampm Compeny (Pas&ra) 745 So. Raymqd Ave. ......,.Blamhard 72111

United States Plywmd Corpontlon, 1930 East fsth St ..,,,...,.......PRoepect 301!

W*t Cost Sren Cof f45 E. 63rd Stret ., ..ADamr lll0t

Wheeler-Orgod Salec Coaaontion, 2153 Sacrmento St. ............,...TUcLcr,f31

l-lI Iir- \}'lTH PALCO F'OR SALES

PALCO INSUTATOON woor

Palco Redu'ood products are playing a leading part in this development in the middle u'est and are keeping abreast of it in Californra. . Due to its unmatched efliciency, non-settling and sanitary qualitiesits ability to resist moisture and decayPALCO \(/OOL is a "natural" for cold storage lockers. Ir is approved and used nationally by leading refrigerating engineers, mear packers and cold storage plants. .

Palco Redrvood lr-rmber is also ideal for cold storage locker plants. No resin or odor to

affect rhe foodhighly resistant ro moisture affected by contrasting temperatures inside and outnatural beauty for interiors-these and other c1r-ralities make it outsranding for the purp()se. A model locker plant, built of Palco Redwood and insulated with PALCO \(/OOL is only a part of Pacific Lumber's researclr on this timely subject. Study the possibilities in your communitysend r,rs names of prospects and *'e will have a cold storage locker specialist call to help vou close the dcal.

Pbo/o ro///e!) Frigiddre Corporattott T1'prcal lockcr instaliation in a mo.lern Cold Storagc l-ocker PIant. -f('nrperature must be maintainerl rt 1() t() l2 clegrecs Fahrenheit.